The Shopify App Show
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Do we count the people in the room
towards the streaming numbers for this?
I'm not sure. But, we'll see. Welcome to
the Shopify App Show live here in
Toronto. Um so, this is going to be a
lot of fun. We've actually just pulled
this session together last minute. We
had I think someone else pulled out. And
then, yeah, I tried in true Shopify
conference style. I bumped into you Jay
yesterday. We were up at AI data um
presentation how to optimize your sites
for AI. And we got we got chatting
afterwards. And yeah, I needed someone
to fill this slot with me and come and
do it. And I wasn't really sure who to
ask. I'm not going to call it a Toronto
love story. That's probably a bit too
much of a a bit bit too much of a
stretch. And yeah, my wife would um
yeah, she'd probably actually she'd be
happy to know that I was hanging out
with you than having an actual Toronto
love story. So, but um in all
seriousness, I'm really excited to chat
with you. We really hit it off about the
um some of the AI discovery stuff. And
we're both working in that space. And
yeah, you've got an amazing story to
tell. You're you've founded yeah,
several things across the Shopify app
ecosystem over a very long time. So,
really looking forward to um really
looking forward to talking to you today.
So, that thanks for joining us, Jay.
>> Thanks for having me.
>> And um I'll get you to give you your
backstory a little bit cuz um yeah, you
were yeah, you were in smart involved in
Smile back in the day who I believe just
won the Build Award a minute ago. And
so, it would have been a little proud
moment for you. But, yeah, talk us
through your journey in the ecosystem.
>> Yeah, sure.
Um
thanks for having me.
I So, I started
getting involved in e-commerce at a
young age because my father
who was along with myself a refugee
coming into the country. We were trying
to make a he was trying to make a name
for himself. Started a lot of retail
businesses. Nothing really picked up
that much. And I always tried to help
him. And then at some point, you know,
20 something years ago, I discovered
computers and just fell in love with
computers. And then somehow I had
stumbled upon the ability to some to
help him with his uh,
his retail businesses. And for me that
was just a match made in heaven. I could
combine the tech that I loved to help
entrepreneurs do better. And
so ever since then right through college
I had gotten involved in like public
community forums and
came up with the idea for Smile which is
one of the big the big
the build awards this year.
At the time it was called Sweet Tooth
and along with Mike who is their current
CEO and Bill and
we uh
you know, after 10 years later we grew
that. I had stepped out started another
company called Fair and then stepped out
of that about 10 years exited and then
now I'm working on a new company called
Ocello which is again in the same space.
>> Yeah, absolutely and so Ocello's yeah,
Ocello's pretty interesting and
exciting. You're providing the
opportunity for merchants essentially to
get their data into the really big
marketplaces um, like Macy's and
Nordstrom and I forget the other ones.
Um
>> Bloomingdale's Target yeah.
>> Yeah, and so tell us tell us what why
you landed on that.
>> Yeah,
after my last exit from Fair I met some
people that were working in the
marketplace at
Macy's and Nordstrom and talked to them
about this problem and they told me that
every
um, other company that enables you to
sell on marketplaces was marketing that
they're using AI to make this very
difficult process less difficult
but none of them were actually doing it
and as I spent more time researching how
it was built I realized that and how
they were building their systems
uh
critically the way that they were
structured
didn't make doesn't make sense anymore
for the world of AI agents. So they were
maintaining feeds to sell into these
channels and therefore there are so so
things that make it easier for a
to sell on these marketplaces that they
can't implement because of the way it's
built. So, this is among some of the
opportunities that are available in AI,
but uh instead of taking a short
retirement, which I promised my wife I
would do, and she's been understanding
uh
that I didn't do it, um I just got
obsessed with this problem, spending
time solving it, and last week we became
an official Nordstrom partner, which I'm
really excited about, uh and uh we'll
become Macy's and Bloomingdale's
partners and Target partners very soon.
>> Yeah, that's an awesome story, and yeah,
I think I think that's it. I I recently
left a job after a long time as well,
and the and the same thing was probably
meant to take a little bit more of a
break, but once you get stuck into
something, you get stuck into it, don't
you? And it's um it's it's amazing to
see you've still got that spring in your
step going into a third venture after um
after all this time, so
>> solving is a hell of a drug.
>> It is, yeah. It's um and and yeah, and
so I guess the the area where we sort of
both have um yeah, have a bit of
crossover, cuz I've yeah, one of my one
of my products Product Pelican, which is
essentially a an enrichment tool that
lives in Shopify for optimizing your
data. Um yeah, the I
always hit myself in the head when I use
the word synergy on this podcast, but
there actually was so much synergy
because yeah, we provide the platform
that optimizes the data within Shopify,
and then yeah, you're a platform that
just needs that data, and that data is
the I guess the juice that then flows
through and make allows merchants to be
successful on other platforms.
>> Yeah, it's I guess we I we realized at
some point over the last year working
with sellers to get them on these
marketplaces, uh there's two sides of
the story with that AI can really help.
Is one side is cleaning up your existing
garbage, so clean up your room, and then
also make your car better and more
flexible to get the data, you know, to
the uh destination, which is a
marketplace. So, for us, we were kind of
like we at first we're saying, "Okay,
well, how much do we spend time
cleaning? How much time do we spend
uh uptime working on this car and making
it so it can transfer the data and uh
resolve rejections very quickly and
uh
and we realized that it should be a
separate task." So, hearing about what
you're working on, which is on the other
side of cleaning up your source data,
um
is great because they work complementary
and cleaner data means less work for our
AI agents to build the listings and
maintain them. And uh
so it's a it's a win on both sides.
>> Yeah, absolutely. And yeah, the like the
presentation here at dot dev yesterday
on the AI enrichment, like one of the
key messages out actually two key
messages. One was that yeah, enriching
those basic fields and just having
things like good descriptions, good
titles, your skew where your skew should
be and not have stuff sitting out in
random mid meta fields and in poor
formats and stuff. That's actually just
it's so basic but it's actually just
even more important not just for not
just for AI discovery but also for um
all of the other things that fall into
the ecosystem. And it's exciting coming
across a tool like Acello where yeah,
that's just another example of where if
you get those fundamentals right, then
you're set up to be able to plug into
other stuff so much easier, aren't you?
>> Yeah, so like I think I think we are AI
agents that
are automating the back-end process
basically. And you know, with what
you've built is that your
AI your optimizing for AI agents to buy
products by cleaning up the data and
making it uh more readable to the agents
on the storefront. So, it's kind of
interesting that it's both AI agentic
optimization but on a completely
different level. Uh but both are really
important and there's and there's
probably a lot of more other examples
where agentic optimization needs to be
done and
I really hope we start stop
uh
merging the description of what AI
agentic optimization is, you know?
>> Yeah, that's it. Oh, look, it's and it's
the other thing too I'm saying is like
there's so much blur around all those
terms, all of the things that are buzz
terms at the moment, but it all comes
back again I think back to those
fundamentals. And yeah,
a good beauty is that a good description
that can be read by
a body is also a good description that
can be read by a human. And yeah, that
language that
things like people are not searching for
best running shoes and just typing three
words into Google anymore. They're
saying I want the best running shoes for
a middle-aged bloke who's yeah, decided
to run a half marathon and he's
overweight or what it whatever that is
and and so having that in that rich
content on there is actually what people
need and it's actually yeah, it's better
for every part of the journey and it's
also still good SEO as well.
>> Yeah, and you know, it's funny like as
you as we've been kind of learning about
agentic optimization. And the the talks
today were kind of
saying this is that 90% of it is stuff
you probably should have been doing
anyways. You know, focus on key market,
be very specific with your terms,
you know, organize the data better than
what you were doing before and it's
uh
So it's, you know, and then there's
there are some parts that were
interesting in the in the talk which the
specific one I think that stood out to
both you guys which was based on the
studies that they were already doing at
Shopify were about taste.
>> Yeah, I loved that I loved that as well.
Yeah, like that's it the
yeah, the fact that it is good to have a
bit of flavor to your content and yeah,
there was an example of like having a
Hailey Bieber quote in the in the
product description. So generating stuff
that does have that flavor and yeah,
it's not all about just building stuff
to yeah, to include keyword stuffing and
all that sort of stuff.
>> Yeah, and the quote was that
Hailey Bieber was quoted saying that I
want skin care products that make your
skin so soft you want to take a bite out
of it.
>> Yeah.
>> Or something along those lines and that
that's such a that's something that you
know AI wouldn't have said. And so they
were saying that Todd resulted in
AI agents
choosing her product a lot more than the
alternatives uh for a set of clients uh
set of searches
because it was so specific and it had
some flavor. It felt human-y.
>> That's it. And you just look at the when
you're chatting to Claude or Gemini or
whatever you're talking to on a
day-to-day basis, you always get that
nice little compliment. It's just like
actually the same as the experience of
walking into a shop where the shopkeeper
will just say something nice to you when
you come in just if if they're a good
salesperson, they will say, "Oh, I like
your glasses." or "I like your shirt."
and get make you feel good about
yourself before you start. And it's
Yeah, that it's that it's actually the
same with that conversational commerce,
isn't it?
>> Yeah, it's very mind-blowing to think of
like
AI wants to feel human.
>> Yeah.
>> [laughter]
>> It wants to feel like, "Oh, yeah, you
know, I understand." It wants to feel
like it understands a human. And so you
got to give it a way to
uh reach that conclusion that it it did
understand you as a human. And one of
those ways is to be
to choose a lane very passionately. You
know, that it's not about good skin or
this or rough skin or semi-soft skin.
Like you know, with Hailey Bieber it was
like "So soft, that's our product like
we're about soft skin, that's it." And
so soft in this way and this way. And um
I think that's also something that's
going to be big in the agent world is
like choose a lane. And it's been more
important now in the in than it's ever
been to choose a lane. And understand
you may drop a lot of clients, but if
you don't, then the AI agents are not
going to choose your product over the
over the uh incumbents.
>> Yeah, exactly. And like with just the
granularity of the conversations people
are having and also the yeah, the
ecosystem's changed so much. Like you're
not Yeah, like back when you were
launching Smile, there wouldn't have
been a lot of a lot of loyalty platforms
to choose from, but now they're they're
a dime a dozen. There's new ones coming
out all the time. There's people trying
to re- reinvent that stuff and come
through with there's some really
innovative products in there doing that,
but it's a different space. You've got
to find your find your audience and
yeah, that's probably the same across
not just whether you're an app
developer, whether you're a merchant,
whether you're an agency or yeah, any
every business needs to have its um
yeah, have its lane like you say and I I
think that's a an amazing insight and um
I actually wanted to sort of also like
drill down on your experience in the
ecosystem cuz you've got so much
experience. You're in your third you're
in your third startup venture that I
know of um
and um I'd love to hear what you sort of
see like um what other opportunities
for people today? Like if you were
starting out today and you yeah, you
didn't have the experience you had, what
other opportunities in the ecosystem?
>> Um it's a good question.
Uh
you know, every time I've started and
actually more specifically in the last
company, one of I think we did a lot of
things right and again, even in Smile,
we did a lot of things right. We did
some things wrong. You know, I remember
the things we did wrong a lot more than
as everybody would expect that that then
then
then I do remember the things that we
did right. And one of the things that we
did I think wrong was that we didn't
choose a lane as aggressively as we
should have and say that, "Hey, we are
only for this set of users and not for
this one." And so um uh in the world of
AI and uh
it now makes a lot more sense to build
apps that are very hyper-focused around
that small set users. And one of the
reasons that a lot of companies don't
focus their apps is because of the
discoverability is they used to think
and this is you know, something always
went through my mind. It was like,
"Okay, well, if I focus on only this
little niche, I'm going to rank number
10 on on you know, the 10th result on
Google. I have to optimize for the more
general term, otherwise then I'm it's
diluted. But now with agents, they're
looking across multiple pages on the
search terms. So, it doesn't really
matter that you're on the second you
might be on the second page and be
selling and doing much more successfully
than the seventh and eighth result
uh even though
uh you're you're a lot more focused on
that niche, but it's because it's
choosing you out of that top 20 results
more often. So, you know, that's one
opportunity. The other opportunity
I was I was is something I've kind of
been doing with Osello, which is that
with enterprise apps, they're previously
they used to get their
advantage, I think, was with having
functionality and features that are very
specific that you would just wouldn't
build into a mass market product. You
know, we saw this in with Smile. I mean,
you know, started off with a little
fewer features, but focused on making it
easier and making it
quicker to implement because that was
that made sense. But now with AI
development tools, you can build those
complicated integrations. You can build
those things and you don't have to price
at the level that these enterprise apps
are charging.
I don't know if you've seen some of what
the apps charge. I mean, it's a lot. And
and it doesn't mean you have to price,
you know, at the $1 a month. We don't
want the race to the bottom. Price
appropriately, but also it doesn't have
to be 10 times more expensive than the
next alternative because of two or three
features.
>> Yeah, that's it. And the other thing I
see, too, like just from being here in
Toronto around so many people who have
had different ventures and been around
for a long time is that there's so many
people who know the ecosystem really
deeply. And those founders that you talk
to and that's the reason why I've sort
of started doing this podcast was to
actually talk to people who have those
stories that are yeah, like I I'm
always careful not to discredit the
enterprise players because they do have
their important part in the ecosystem,
but it's also yeah, there's stories like
yours, there's people building things
like, yeah, some of the integration
tools, your even, yeah, features on the
platform like bundles. There's people
that have built really great tools
through providing great service and
great understanding of commerce and
retailers and yeah, that's the that
that's there's still opportunity to do
that, I think, and yeah, you're a you're
you're beacon of that, I think, in what
in what you're doing. So.
>> Yeah, yeah.
>> Um.
>> I do I agree.
>> The other thing around apps is, I guess,
distribution is the other term that I
that that comes up a lot and that's the
thing where I I see
>> for every new app. There's just
>> Yeah.
>> I'll tell you how many. I monitor like
the Reddit forums for like app
development across all these Shopify app
developers. The number one thing that
people say is like, "Hey, I built this
great app, but it's on the app store and
nobody's installing it."
>> It's like, yeah.
>> Yeah, cuz that's literally the hardest
part. And that was before AI. Now it's
like with AI, that is like the biggest
thing. You got to figure out what your
distribution is
before you even
>> Yeah.
>> start touch it asking Claude to touch
the your code.
>> Yeah, I think so. And I think I know I
see like a lot of people and I've fallen
into the trap myself at times is you can
get on the it's it can feel like the
important stuff to do cuz it's the easy
stuff to do to optimize your listing and
try and track your keywords and stuff,
but when you're when you're in the early
days, it's sitting down and talking to
people. It's being in rooms like this
room and small meetups, all of that sort
of stuff. Talking to merchants. Um.
>> It used to be important that you know,
they always say like in the beginning
your first few customers should be your
best friends. And like, you know, I
think our first clients with Osello, I
speak more to than, you know, aside from
my direct family, probably more than
anybody else that I know.
Um, cuz we have weekly calls and we keep
up on everything. And so, um, that is
more critically important now in the
world of AI because you have to really
deeply understand their product or
understand their problem, sorry. So, you
deeply understand their problems and
that will differentiate you from the
other apps that are there. And uh
previously again, you didn't need to do
that because you got distribution and
managed to hit that other, you know, you
could hit enough users that you didn't
need to
hit a very specific point, but now you
really do. Um also, you need very
authentic social proof now where
previously you could, you know, in the
old days you could just you know, hire
an actor to that looks like a doctor and
say this doctor is supporting my
product. You can't that went away, you
know, a few years ago that and then now
um and then now it's like even a review
is hard to put up. So uh with Osella
being focused on video reviews even I
don't know what I guess you're giving
away some secret sauce there, but
>> No, I saw I saw a couple of them on your
website and like you're right, the
richness of that content versus like we
all work so hard to get those reviews,
but they're not actually um yeah,
they're they're definitely good for the
algorithm still, but yeah, I think that
that's it. The true stories and having a
person sitting on the floor of the
business um actually talking about it.
That that's what gives real credibility.
And also, I think
>> Like that would be my That would be my
feature request for the Shopify app
team. I should tell them.
>> Yeah, well there should be someone here
for that. We can talk about that.
>> for apps. I think that would be actually
a good idea cuz there's always they're
constantly fighting fake reviews and
stuff like that, right? So it's but you
can't really fake a
Yeah, that's it. Sitting with your
client.
>> Yeah, I don't know. I think they I think
like the app store I think again people
are I think too focused on the app store
and that that's where there needs
improvement to the app store ecosystem
will actually improve the performance of
apps. Like obviously people have lost
there's been review calls and stuff
happen and there's lots of there's lots
of issues around app piracy and that
sort of stuff, but I don't know. I think
again the distribution outside of the
app store is particularly when you're
starting out. That's where it is. It's
um yeah, it's the conversations you have
on LinkedIn. It's the it's the yeah, the
events. It's all of the other stuff you
do around and that that's what will lead
to that distribution and that's the only
way you get into that funnel where you
do actually start getting benefits from
all that other stuff.
>> Absolutely, yeah.
>> Now look well look I'm going to I'm
going to wrap it up in a minute. I think
we've yeah covered off some really
exciting topics today. This was a yeah
super last minute session so I'm super
happy to have you on Jay and yeah I
could definitely talk talk around the
product data topic forever but I also
don't think people are going to listen
online for that topic for too much
longer so but but no it's just wonderful
like the conversations that with people
like you that you have around the floor
at dot dev and events like this they
that's what sparks the creativity in the
ecosystem and as good that as good as
the keynote speakers are on all of that
sort of stuff I just think
wonderful just seeing those little side
chats the people sitting in the in the
on in the couches in the corner who have
just come up with an idea or the
business partners that have yeah started
scribbling together a new plan on the
back of the serviette and so yeah I hope
we've captured a little bit of that
today and no just um thank you so much
for taking part.
>> Hey thank you for having me. I'm so glad
we got to meet up.
>> Yep and I also think I forgot to mention
my sponsor the support heroes in the
intro which is really bad form as well.
So I'm going to mention them quickly now
and we might when we cut it up we'll
move this bit to the start or something
but
I saw the cowboy guy was on yesterday
and he I saw his stream and he had about
15 sponsors across the bottom of the
screen so I'm going to make sure I yeah
when I cut it up I have to put a big
logo on or something cuz I have totally
bungled that bit up but that's right
we're doing another episode so I'll make
sure I get better on that so
>> [laughter]
>> but no um
>> Do you want to mention
>> No that's all good no we're all good
it's meant to be pretty rustic so
thanks Jay we'll call that a wrap thanks
very much.
>> Mhm.
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Um so, this is going to be a 00:00:09.600 --> 00:00:10.870 align:start position:0% Toronto. Um so, this is going to be a lot<00:00:09.680><c> of</c><00:00:09.760><c> fun.</c><00:00:10.040><c> We've</c><00:00:10.200><c> actually</c><00:00:10.440><c> just</c><00:00:10.640><c> pulled</c> 00:00:10.870 --> 00:00:10.880 align:start position:0% lot of fun. We've actually just pulled 00:00:10.880 --> 00:00:12.750 align:start position:0% lot of fun. We've actually just pulled this<00:00:11.040><c> session</c><00:00:11.720><c> together</c><00:00:12.040><c> last</c><00:00:12.400><c> minute.</c><00:00:12.640><c> We</c> 00:00:12.750 --> 00:00:12.760 align:start position:0% this session together last minute. We 00:00:12.760 --> 00:00:14.270 align:start position:0% this session together last minute. We had<00:00:13.080><c> I</c><00:00:13.120><c> think</c><00:00:13.280><c> someone</c><00:00:13.480><c> else</c><00:00:13.640><c> pulled</c><00:00:13.960><c> out.</c><00:00:14.160><c> And</c> 00:00:14.270 --> 00:00:14.280 align:start position:0% had I think someone else pulled out. And 00:00:14.280 --> 00:00:16.590 align:start position:0% had I think someone else pulled out. And then,<00:00:14.840><c> yeah,</c><00:00:15.080><c> I</c><00:00:15.160><c> tried</c><00:00:15.560><c> in</c><00:00:15.800><c> true</c><00:00:16.040><c> Shopify</c> 00:00:16.590 --> 00:00:16.600 align:start position:0% then, yeah, I tried in true Shopify 00:00:16.600 --> 00:00:19.070 align:start position:0% then, yeah, I tried in true Shopify conference<00:00:17.040><c> style.</c><00:00:17.840><c> I</c><00:00:18.080><c> bumped</c><00:00:18.360><c> into</c><00:00:18.640><c> you</c><00:00:18.760><c> Jay</c> 00:00:19.070 --> 00:00:19.080 align:start position:0% conference style. I bumped into you Jay 00:00:19.080 --> 00:00:21.430 align:start position:0% conference style. I bumped into you Jay yesterday.<00:00:19.600><c> We</c><00:00:19.720><c> were</c><00:00:19.800><c> up</c><00:00:19.920><c> at</c><00:00:20.120><c> AI</c><00:00:20.360><c> data</c><00:00:21.240><c> um</c> 00:00:21.430 --> 00:00:21.440 align:start position:0% yesterday. We were up at AI data um 00:00:21.440 --> 00:00:23.030 align:start position:0% yesterday. We were up at AI data um presentation<00:00:22.080><c> how</c><00:00:22.200><c> to</c><00:00:22.240><c> optimize</c><00:00:22.680><c> your</c><00:00:22.760><c> sites</c> 00:00:23.030 --> 00:00:23.040 align:start position:0% presentation how to optimize your sites 00:00:23.040 --> 00:00:24.510 align:start position:0% presentation how to optimize your sites for<00:00:23.160><c> AI.</c><00:00:23.440><c> And</c><00:00:23.560><c> we</c><00:00:23.680><c> got</c><00:00:23.920><c> we</c><00:00:24.000><c> got</c><00:00:24.160><c> chatting</c> 00:00:24.510 --> 00:00:24.520 align:start position:0% for AI. And we got we got chatting 00:00:24.520 --> 00:00:26.830 align:start position:0% for AI. And we got we got chatting afterwards.<00:00:25.160><c> And</c><00:00:26.120><c> yeah,</c><00:00:26.240><c> I</c><00:00:26.280><c> needed</c><00:00:26.600><c> someone</c> 00:00:26.830 --> 00:00:26.840 align:start position:0% afterwards. And yeah, I needed someone 00:00:26.840 --> 00:00:28.390 align:start position:0% afterwards. And yeah, I needed someone to<00:00:26.920><c> fill</c><00:00:27.120><c> this</c><00:00:27.480><c> slot</c><00:00:27.720><c> with</c><00:00:27.840><c> me</c><00:00:27.960><c> and</c><00:00:28.120><c> come</c><00:00:28.280><c> and</c> 00:00:28.390 --> 00:00:28.400 align:start position:0% to fill this slot with me and come and 00:00:28.400 --> 00:00:29.790 align:start position:0% to fill this slot with me and come and do<00:00:28.560><c> it.</c><00:00:28.680><c> And</c><00:00:28.800><c> I</c><00:00:28.880><c> wasn't</c><00:00:29.120><c> really</c><00:00:29.320><c> sure</c><00:00:29.560><c> who</c><00:00:29.680><c> to</c> 00:00:29.790 --> 00:00:29.800 align:start position:0% do it. And I wasn't really sure who to 00:00:29.800 --> 00:00:31.630 align:start position:0% do it. And I wasn't really sure who to ask.<00:00:30.320><c> I'm</c><00:00:30.480><c> not</c><00:00:30.680><c> going</c><00:00:30.800><c> to</c><00:00:30.880><c> call</c><00:00:31.080><c> it</c><00:00:31.160><c> a</c><00:00:31.200><c> Toronto</c> 00:00:31.630 --> 00:00:31.640 align:start position:0% ask. I'm not going to call it a Toronto 00:00:31.640 --> 00:00:32.990 align:start position:0% ask. I'm not going to call it a Toronto love<00:00:31.880><c> story.</c><00:00:32.240><c> That's</c><00:00:32.400><c> probably</c><00:00:32.640><c> a</c><00:00:32.680><c> bit</c><00:00:32.840><c> too</c> 00:00:32.990 --> 00:00:33.000 align:start position:0% love story. That's probably a bit too 00:00:33.000 --> 00:00:34.830 align:start position:0% love story. That's probably a bit too much<00:00:33.240><c> of</c><00:00:33.360><c> a</c><00:00:34.080><c> a</c><00:00:34.120><c> bit</c><00:00:34.280><c> bit</c><00:00:34.400><c> too</c><00:00:34.520><c> much</c><00:00:34.720><c> of</c><00:00:34.800><c> a</c> 00:00:34.830 --> 00:00:34.840 align:start position:0% much of a a bit bit too much of a 00:00:34.840 --> 00:00:36.990 align:start position:0% much of a a bit bit too much of a stretch.<00:00:35.320><c> And</c><00:00:35.560><c> yeah,</c><00:00:35.680><c> my</c><00:00:35.880><c> wife</c><00:00:36.240><c> would</c><00:00:36.520><c> um</c> 00:00:36.990 --> 00:00:37.000 align:start position:0% stretch. And yeah, my wife would um 00:00:37.000 --> 00:00:37.990 align:start position:0% stretch. And yeah, my wife would um yeah,<00:00:37.160><c> she'd</c><00:00:37.320><c> probably</c><00:00:37.520><c> actually</c><00:00:37.760><c> she'd</c><00:00:37.880><c> be</c> 00:00:37.990 --> 00:00:38.000 align:start position:0% yeah, she'd probably actually she'd be 00:00:38.000 --> 00:00:39.230 align:start position:0% yeah, she'd probably actually she'd be happy<00:00:38.240><c> to</c><00:00:38.360><c> know</c><00:00:38.520><c> that</c><00:00:38.680><c> I</c><00:00:38.720><c> was</c><00:00:38.840><c> hanging</c><00:00:39.160><c> out</c> 00:00:39.230 --> 00:00:39.240 align:start position:0% happy to know that I was hanging out 00:00:39.240 --> 00:00:40.670 align:start position:0% happy to know that I was hanging out with<00:00:39.400><c> you</c><00:00:39.560><c> than</c><00:00:39.680><c> having</c><00:00:39.920><c> an</c><00:00:40.000><c> actual</c><00:00:40.280><c> Toronto</c> 00:00:40.670 --> 00:00:40.680 align:start position:0% with you than having an actual Toronto 00:00:40.680 --> 00:00:42.550 align:start position:0% with you than having an actual Toronto love<00:00:40.880><c> story.</c><00:00:41.280><c> So,</c><00:00:41.880><c> but</c><00:00:42.200><c> um</c><00:00:42.320><c> in</c><00:00:42.440><c> all</c> 00:00:42.550 --> 00:00:42.560 align:start position:0% love story. So, but um in all 00:00:42.560 --> 00:00:44.230 align:start position:0% love story. So, but um in all seriousness,<00:00:43.120><c> I'm</c><00:00:43.240><c> really</c><00:00:43.480><c> excited</c><00:00:43.920><c> to</c><00:00:44.040><c> chat</c> 00:00:44.230 --> 00:00:44.240 align:start position:0% seriousness, I'm really excited to chat 00:00:44.240 --> 00:00:46.830 align:start position:0% seriousness, I'm really excited to chat with<00:00:44.360><c> you.</c><00:00:44.440><c> We</c><00:00:44.560><c> really</c><00:00:44.960><c> hit</c><00:00:45.120><c> it</c><00:00:45.240><c> off</c><00:00:45.720><c> about</c><00:00:46.080><c> the</c> 00:00:46.830 --> 00:00:46.840 align:start position:0% with you. We really hit it off about the 00:00:46.840 --> 00:00:48.390 align:start position:0% with you. We really hit it off about the um<00:00:46.960><c> some</c><00:00:47.120><c> of</c><00:00:47.200><c> the</c><00:00:47.320><c> AI</c><00:00:47.600><c> discovery</c><00:00:48.080><c> stuff.</c><00:00:48.320><c> And</c> 00:00:48.390 --> 00:00:48.400 align:start position:0% um some of the AI discovery stuff. And 00:00:48.400 --> 00:00:50.510 align:start position:0% um some of the AI discovery stuff. And we're<00:00:48.520><c> both</c><00:00:48.800><c> working</c><00:00:49.160><c> in</c><00:00:49.240><c> that</c><00:00:49.440><c> space.</c><00:00:49.920><c> And</c> 00:00:50.510 --> 00:00:50.520 align:start position:0% we're both working in that space. And 00:00:50.520 --> 00:00:52.070 align:start position:0% we're both working in that space. And yeah,<00:00:50.720><c> you've</c><00:00:50.920><c> got</c><00:00:51.080><c> an</c><00:00:51.200><c> amazing</c><00:00:51.600><c> story</c><00:00:51.960><c> to</c> 00:00:52.070 --> 00:00:52.080 align:start position:0% yeah, you've got an amazing story to 00:00:52.080 --> 00:00:54.070 align:start position:0% yeah, you've got an amazing story to tell.<00:00:52.360><c> You're</c><00:00:52.600><c> you've</c><00:00:52.880><c> founded</c><00:00:53.880><c> yeah,</c> 00:00:54.070 --> 00:00:54.080 align:start position:0% tell. You're you've founded yeah, 00:00:54.080 --> 00:00:56.470 align:start position:0% tell. You're you've founded yeah, several<00:00:54.400><c> things</c><00:00:54.680><c> across</c><00:00:55.040><c> the</c><00:00:55.480><c> Shopify</c><00:00:56.280><c> app</c> 00:00:56.470 --> 00:00:56.480 align:start position:0% several things across the Shopify app 00:00:56.480 --> 00:00:58.630 align:start position:0% several things across the Shopify app ecosystem<00:00:57.320><c> over</c><00:00:57.600><c> a</c><00:00:57.640><c> very</c><00:00:57.960><c> long</c><00:00:58.200><c> time.</c><00:00:58.480><c> So,</c> 00:00:58.630 --> 00:00:58.640 align:start position:0% ecosystem over a very long time. So, 00:00:58.640 --> 00:01:00.830 align:start position:0% ecosystem over a very long time. So, really<00:00:59.080><c> looking</c><00:00:59.320><c> forward</c><00:00:59.640><c> to</c><00:01:00.240><c> um</c><00:01:00.560><c> really</c> 00:01:00.830 --> 00:01:00.840 align:start position:0% really looking forward to um really 00:01:00.840 --> 00:01:02.630 align:start position:0% really looking forward to um really looking<00:01:01.040><c> forward</c><00:01:01.280><c> to</c><00:01:01.400><c> talking</c><00:01:01.760><c> to</c><00:01:01.920><c> you</c><00:01:02.120><c> today.</c> 00:01:02.630 --> 00:01:02.640 align:start position:0% looking forward to talking to you today. 00:01:02.640 --> 00:01:05.270 align:start position:0% looking forward to talking to you today. So,<00:01:02.920><c> that</c><00:01:03.160><c> thanks</c><00:01:03.360><c> for</c><00:01:03.440><c> joining</c><00:01:03.760><c> us,</c><00:01:03.880><c> Jay.</c> 00:01:05.270 --> 00:01:05.280 align:start position:0% So, that thanks for joining us, Jay. 00:01:05.280 --> 00:01:05.990 align:start position:0% So, that thanks for joining us, Jay. >> Thanks<00:01:05.519><c> for</c><00:01:05.600><c> having</c><00:01:05.840><c> me.</c> 00:01:05.990 --> 00:01:06.000 align:start position:0% >> Thanks for having me. 00:01:06.000 --> 00:01:07.470 align:start position:0% >> Thanks for having me. >> And<00:01:06.240><c> um</c><00:01:06.480><c> I'll</c><00:01:06.600><c> get</c><00:01:06.800><c> you</c><00:01:06.840><c> to</c><00:01:06.960><c> give</c><00:01:07.120><c> you</c><00:01:07.320><c> your</c> 00:01:07.470 --> 00:01:07.480 align:start position:0% >> And um I'll get you to give you your 00:01:07.480 --> 00:01:09.270 align:start position:0% >> And um I'll get you to give you your backstory<00:01:08.000><c> a</c><00:01:08.040><c> little</c><00:01:08.240><c> bit</c><00:01:08.480><c> cuz</c><00:01:08.720><c> um</c><00:01:08.920><c> yeah,</c><00:01:09.120><c> you</c> 00:01:09.270 --> 00:01:09.280 align:start position:0% backstory a little bit cuz um yeah, you 00:01:09.280 --> 00:01:11.310 align:start position:0% backstory a little bit cuz um yeah, you were<00:01:09.840><c> yeah,</c><00:01:10.040><c> you</c><00:01:10.160><c> were</c><00:01:10.240><c> in</c><00:01:10.320><c> smart</c><00:01:10.880><c> involved</c><00:01:11.200><c> in</c> 00:01:11.310 --> 00:01:11.320 align:start position:0% were yeah, you were in smart involved in 00:01:11.320 --> 00:01:13.270 align:start position:0% were yeah, you were in smart involved in Smile<00:01:11.760><c> back</c><00:01:11.960><c> in</c><00:01:12.000><c> the</c><00:01:12.080><c> day</c><00:01:12.360><c> who</c><00:01:12.720><c> I</c><00:01:12.760><c> believe</c><00:01:13.080><c> just</c> 00:01:13.270 --> 00:01:13.280 align:start position:0% Smile back in the day who I believe just 00:01:13.280 --> 00:01:14.950 align:start position:0% Smile back in the day who I believe just won<00:01:13.440><c> the</c><00:01:13.520><c> Build</c><00:01:13.760><c> Award</c><00:01:14.040><c> a</c><00:01:14.080><c> minute</c><00:01:14.320><c> ago.</c><00:01:14.640><c> And</c> 00:01:14.950 --> 00:01:14.960 align:start position:0% won the Build Award a minute ago. And 00:01:14.960 --> 00:01:15.870 align:start position:0% won the Build Award a minute ago. And so,<00:01:15.080><c> it</c><00:01:15.160><c> would</c><00:01:15.240><c> have</c><00:01:15.320><c> been</c><00:01:15.400><c> a</c><00:01:15.440><c> little</c><00:01:15.600><c> proud</c> 00:01:15.870 --> 00:01:15.880 align:start position:0% so, it would have been a little proud 00:01:15.880 --> 00:01:17.070 align:start position:0% so, it would have been a little proud moment<00:01:16.200><c> for</c><00:01:16.400><c> you.</c><00:01:16.480><c> But,</c><00:01:16.600><c> yeah,</c><00:01:16.720><c> talk</c><00:01:17.000><c> us</c> 00:01:17.070 --> 00:01:17.080 align:start position:0% moment for you. But, yeah, talk us 00:01:17.080 --> 00:01:19.510 align:start position:0% moment for you. But, yeah, talk us through<00:01:17.240><c> your</c><00:01:17.360><c> journey</c><00:01:17.680><c> in</c><00:01:17.760><c> the</c><00:01:17.920><c> ecosystem.</c> 00:01:19.510 --> 00:01:19.520 align:start position:0% through your journey in the ecosystem. 00:01:19.520 --> 00:01:20.750 align:start position:0% through your journey in the ecosystem. >> Yeah,<00:01:19.760><c> sure.</c> 00:01:20.750 --> 00:01:20.760 align:start position:0% >> Yeah, sure. 00:01:20.760 --> 00:01:21.430 align:start position:0% >> Yeah, sure. Um 00:01:21.430 --> 00:01:21.440 align:start position:0% Um 00:01:21.440 --> 00:01:22.950 align:start position:0% Um thanks<00:01:21.720><c> for</c><00:01:21.840><c> having</c><00:01:22.120><c> me.</c> 00:01:22.950 --> 00:01:22.960 align:start position:0% thanks for having me. 00:01:22.960 --> 00:01:25.790 align:start position:0% thanks for having me. I<00:01:23.920><c> So,</c><00:01:24.080><c> I</c><00:01:24.160><c> started</c> 00:01:25.790 --> 00:01:25.800 align:start position:0% I So, I started 00:01:25.800 --> 00:01:27.030 align:start position:0% I So, I started getting<00:01:26.120><c> involved</c><00:01:26.480><c> in</c><00:01:26.560><c> e-commerce</c><00:01:26.920><c> at</c><00:01:27.000><c> a</c> 00:01:27.030 --> 00:01:27.040 align:start position:0% getting involved in e-commerce at a 00:01:27.040 --> 00:01:30.030 align:start position:0% getting involved in e-commerce at a young<00:01:27.320><c> age</c><00:01:27.640><c> because</c><00:01:28.080><c> my</c><00:01:28.760><c> father</c> 00:01:30.030 --> 00:01:30.040 align:start position:0% young age because my father 00:01:30.040 --> 00:01:32.910 align:start position:0% young age because my father who<00:01:30.240><c> was</c><00:01:31.160><c> along</c><00:01:31.400><c> with</c><00:01:31.520><c> myself</c><00:01:31.920><c> a</c><00:01:31.960><c> refugee</c> 00:01:32.910 --> 00:01:32.920 align:start position:0% who was along with myself a refugee 00:01:32.920 --> 00:01:34.270 align:start position:0% who was along with myself a refugee coming<00:01:33.200><c> into</c><00:01:33.360><c> the</c><00:01:33.440><c> country.</c><00:01:33.880><c> We</c><00:01:33.960><c> were</c><00:01:34.080><c> trying</c> 00:01:34.270 --> 00:01:34.280 align:start position:0% coming into the country. We were trying 00:01:34.280 --> 00:01:35.830 align:start position:0% coming into the country. We were trying to<00:01:34.360><c> make</c><00:01:34.520><c> a</c><00:01:35.000><c> he</c><00:01:35.080><c> was</c><00:01:35.200><c> trying</c><00:01:35.360><c> to</c><00:01:35.440><c> make</c><00:01:35.560><c> a</c><00:01:35.600><c> name</c> 00:01:35.830 --> 00:01:35.840 align:start position:0% to make a he was trying to make a name 00:01:35.840 --> 00:01:37.270 align:start position:0% to make a he was trying to make a name for<00:01:35.960><c> himself.</c><00:01:36.440><c> Started</c><00:01:36.680><c> a</c><00:01:36.720><c> lot</c><00:01:36.880><c> of</c><00:01:36.960><c> retail</c> 00:01:37.270 --> 00:01:37.280 align:start position:0% for himself. Started a lot of retail 00:01:37.280 --> 00:01:38.710 align:start position:0% for himself. Started a lot of retail businesses.<00:01:37.840><c> Nothing</c><00:01:38.120><c> really</c><00:01:38.320><c> picked</c><00:01:38.600><c> up</c> 00:01:38.710 --> 00:01:38.720 align:start position:0% businesses. Nothing really picked up 00:01:38.720 --> 00:01:40.790 align:start position:0% businesses. Nothing really picked up that<00:01:38.920><c> much.</c><00:01:39.640><c> And</c><00:01:39.920><c> I</c><00:01:39.960><c> always</c><00:01:40.200><c> tried</c><00:01:40.440><c> to</c><00:01:40.520><c> help</c> 00:01:40.790 --> 00:01:40.800 align:start position:0% that much. And I always tried to help 00:01:40.800 --> 00:01:43.110 align:start position:0% that much. And I always tried to help him.<00:01:41.440><c> And</c><00:01:41.640><c> then</c><00:01:41.960><c> at</c><00:01:42.080><c> some</c><00:01:42.320><c> point,</c><00:01:42.840><c> you</c><00:01:42.960><c> know,</c> 00:01:43.110 --> 00:01:43.120 align:start position:0% him. And then at some point, you know, 00:01:43.120 --> 00:01:45.510 align:start position:0% him. And then at some point, you know, 20<00:01:43.720><c> something</c><00:01:44.440><c> years</c><00:01:44.680><c> ago,</c><00:01:44.960><c> I</c><00:01:45.080><c> discovered</c> 00:01:45.510 --> 00:01:45.520 align:start position:0% 20 something years ago, I discovered 00:01:45.520 --> 00:01:47.790 align:start position:0% 20 something years ago, I discovered computers<00:01:46.240><c> and</c><00:01:46.680><c> just</c><00:01:47.280><c> fell</c><00:01:47.440><c> in</c><00:01:47.520><c> love</c><00:01:47.680><c> with</c> 00:01:47.790 --> 00:01:47.800 align:start position:0% computers and just fell in love with 00:01:47.800 --> 00:01:50.430 align:start position:0% computers and just fell in love with computers.<00:01:48.560><c> And</c><00:01:48.760><c> then</c><00:01:49.680><c> somehow</c><00:01:50.240><c> I</c><00:01:50.320><c> had</c> 00:01:50.430 --> 00:01:50.440 align:start position:0% computers. And then somehow I had 00:01:50.440 --> 00:01:53.030 align:start position:0% computers. And then somehow I had stumbled<00:01:50.840><c> upon</c><00:01:51.200><c> the</c><00:01:51.520><c> ability</c><00:01:52.120><c> to</c><00:01:52.240><c> some</c><00:01:52.880><c> to</c> 00:01:53.030 --> 00:01:53.040 align:start position:0% stumbled upon the ability to some to 00:01:53.040 --> 00:01:56.190 align:start position:0% stumbled upon the ability to some to help<00:01:53.680><c> him</c><00:01:53.880><c> with</c><00:01:54.040><c> his</c><00:01:55.000><c> uh,</c> 00:01:56.190 --> 00:01:56.200 align:start position:0% help him with his uh, 00:01:56.200 --> 00:01:59.230 align:start position:0% help him with his uh, his<00:01:56.480><c> retail</c><00:01:56.880><c> businesses.</c><00:01:57.920><c> And</c><00:01:58.520><c> for</c><00:01:58.720><c> me</c><00:01:59.040><c> that</c> 00:01:59.230 --> 00:01:59.240 align:start position:0% his retail businesses. And for me that 00:01:59.240 --> 00:02:01.110 align:start position:0% his retail businesses. And for me that was<00:01:59.440><c> just</c><00:01:59.640><c> a</c><00:01:59.680><c> match</c><00:02:00.000><c> made</c><00:02:00.200><c> in</c><00:02:00.320><c> heaven.</c><00:02:00.960><c> I</c><00:02:01.000><c> could</c> 00:02:01.110 --> 00:02:01.120 align:start position:0% was just a match made in heaven. I could 00:02:01.120 --> 00:02:04.830 align:start position:0% was just a match made in heaven. I could combine<00:02:01.520><c> the</c><00:02:01.880><c> tech</c><00:02:02.200><c> that</c><00:02:02.360><c> I</c><00:02:02.480><c> loved</c><00:02:03.000><c> to</c><00:02:03.800><c> help</c> 00:02:04.830 --> 00:02:04.840 align:start position:0% combine the tech that I loved to help 00:02:04.840 --> 00:02:08.350 align:start position:0% combine the tech that I loved to help entrepreneurs<00:02:06.040><c> do</c><00:02:06.320><c> better.</c><00:02:07.080><c> And</c> 00:02:08.350 --> 00:02:08.360 align:start position:0% entrepreneurs do better. And 00:02:08.360 --> 00:02:10.590 align:start position:0% entrepreneurs do better. And so<00:02:08.720><c> ever</c><00:02:08.960><c> since</c><00:02:09.240><c> then</c><00:02:09.600><c> right</c><00:02:09.800><c> through</c><00:02:10.000><c> college</c> 00:02:10.590 --> 00:02:10.600 align:start position:0% so ever since then right through college 00:02:10.600 --> 00:02:13.070 align:start position:0% so ever since then right through college I<00:02:10.720><c> had</c><00:02:11.000><c> gotten</c><00:02:11.240><c> involved</c><00:02:11.640><c> in</c><00:02:11.760><c> like</c><00:02:12.000><c> public</c> 00:02:13.070 --> 00:02:13.080 align:start position:0% I had gotten involved in like public 00:02:13.080 --> 00:02:15.230 align:start position:0% I had gotten involved in like public community<00:02:13.560><c> forums</c><00:02:14.120><c> and</c> 00:02:15.230 --> 00:02:15.240 align:start position:0% community forums and 00:02:15.240 --> 00:02:17.630 align:start position:0% community forums and came<00:02:15.440><c> up</c><00:02:15.560><c> with</c><00:02:15.640><c> the</c><00:02:15.760><c> idea</c><00:02:16.200><c> for</c><00:02:16.720><c> Smile</c><00:02:17.160><c> which</c><00:02:17.400><c> is</c> 00:02:17.630 --> 00:02:17.640 align:start position:0% came up with the idea for Smile which is 00:02:17.640 --> 00:02:19.949 align:start position:0% came up with the idea for Smile which is one<00:02:17.760><c> of</c><00:02:17.840><c> the</c><00:02:17.920><c> big</c><00:02:18.640><c> the</c><00:02:18.760><c> big</c> 00:02:19.949 --> 00:02:19.959 align:start position:0% one of the big the big 00:02:19.959 --> 00:02:22.949 align:start position:0% one of the big the big the<00:02:20.200><c> build</c><00:02:20.480><c> awards</c><00:02:21.280><c> this</c><00:02:21.480><c> year.</c> 00:02:22.949 --> 00:02:22.959 align:start position:0% the build awards this year. 00:02:22.959 --> 00:02:25.110 align:start position:0% the build awards this year. At<00:02:23.080><c> the</c><00:02:23.200><c> time</c><00:02:23.480><c> it</c><00:02:23.560><c> was</c><00:02:23.680><c> called</c><00:02:23.920><c> Sweet</c><00:02:24.200><c> Tooth</c> 00:02:25.110 --> 00:02:25.120 align:start position:0% At the time it was called Sweet Tooth 00:02:25.120 --> 00:02:28.310 align:start position:0% At the time it was called Sweet Tooth and<00:02:26.120><c> along</c><00:02:26.440><c> with</c><00:02:27.000><c> Mike</c><00:02:27.360><c> who</c><00:02:27.480><c> is</c><00:02:27.600><c> their</c><00:02:28.000><c> current</c> 00:02:28.310 --> 00:02:28.320 align:start position:0% and along with Mike who is their current 00:02:28.320 --> 00:02:31.630 align:start position:0% and along with Mike who is their current CEO<00:02:29.120><c> and</c><00:02:29.880><c> Bill</c><00:02:30.520><c> and</c> 00:02:31.630 --> 00:02:31.640 align:start position:0% CEO and Bill and 00:02:31.640 --> 00:02:33.470 align:start position:0% CEO and Bill and we<00:02:32.360><c> uh</c> 00:02:33.470 --> 00:02:33.480 align:start position:0% we uh 00:02:33.480 --> 00:02:35.590 align:start position:0% we uh you<00:02:33.560><c> know,</c><00:02:33.840><c> after</c><00:02:34.040><c> 10</c><00:02:34.160><c> years</c><00:02:34.360><c> later</c><00:02:34.640><c> we</c><00:02:35.360><c> grew</c> 00:02:35.590 --> 00:02:35.600 align:start position:0% you know, after 10 years later we grew 00:02:35.600 --> 00:02:37.270 align:start position:0% you know, after 10 years later we grew that.<00:02:35.920><c> I</c><00:02:36.040><c> had</c><00:02:36.360><c> stepped</c><00:02:36.680><c> out</c><00:02:36.840><c> started</c><00:02:37.080><c> another</c> 00:02:37.270 --> 00:02:37.280 align:start position:0% that. I had stepped out started another 00:02:37.280 --> 00:02:38.710 align:start position:0% that. I had stepped out started another company<00:02:37.520><c> called</c><00:02:37.680><c> Fair</c><00:02:38.000><c> and</c><00:02:38.160><c> then</c><00:02:38.320><c> stepped</c><00:02:38.640><c> out</c> 00:02:38.710 --> 00:02:38.720 align:start position:0% company called Fair and then stepped out 00:02:38.720 --> 00:02:40.910 align:start position:0% company called Fair and then stepped out of<00:02:38.800><c> that</c><00:02:39.320><c> about</c><00:02:39.600><c> 10</c><00:02:39.800><c> years</c><00:02:40.080><c> exited</c><00:02:40.600><c> and</c><00:02:40.720><c> then</c> 00:02:40.910 --> 00:02:40.920 align:start position:0% of that about 10 years exited and then 00:02:40.920 --> 00:02:42.350 align:start position:0% of that about 10 years exited and then now<00:02:41.160><c> I'm</c><00:02:41.280><c> working</c><00:02:41.560><c> on</c><00:02:41.640><c> a</c><00:02:41.680><c> new</c><00:02:41.840><c> company</c><00:02:42.160><c> called</c> 00:02:42.350 --> 00:02:42.360 align:start position:0% now I'm working on a new company called 00:02:42.360 --> 00:02:44.870 align:start position:0% now I'm working on a new company called Ocello<00:02:42.840><c> which</c><00:02:43.080><c> is</c><00:02:43.200><c> again</c><00:02:43.480><c> in</c><00:02:43.560><c> the</c><00:02:43.640><c> same</c><00:02:43.880><c> space.</c> 00:02:44.870 --> 00:02:44.880 align:start position:0% Ocello which is again in the same space. 00:02:44.880 --> 00:02:47.550 align:start position:0% Ocello which is again in the same space. >> Yeah,<00:02:45.120><c> absolutely</c><00:02:45.680><c> and</c><00:02:45.840><c> so</c><00:02:46.040><c> Ocello's</c><00:02:47.080><c> yeah,</c> 00:02:47.550 --> 00:02:47.560 align:start position:0% >> Yeah, absolutely and so Ocello's yeah, 00:02:47.560 --> 00:02:48.870 align:start position:0% >> Yeah, absolutely and so Ocello's yeah, Ocello's<00:02:48.040><c> pretty</c><00:02:48.360><c> interesting</c><00:02:48.800><c> and</c> 00:02:48.870 --> 00:02:48.880 align:start position:0% Ocello's pretty interesting and 00:02:48.880 --> 00:02:50.550 align:start position:0% Ocello's pretty interesting and exciting.<00:02:49.440><c> You're</c><00:02:50.000><c> providing</c><00:02:50.480><c> the</c> 00:02:50.550 --> 00:02:50.560 align:start position:0% exciting. You're providing the 00:02:50.560 --> 00:02:52.630 align:start position:0% exciting. You're providing the opportunity<00:02:51.160><c> for</c><00:02:51.640><c> merchants</c><00:02:52.160><c> essentially</c><00:02:52.560><c> to</c> 00:02:52.630 --> 00:02:52.640 align:start position:0% opportunity for merchants essentially to 00:02:52.640 --> 00:02:54.430 align:start position:0% opportunity for merchants essentially to get<00:02:52.800><c> their</c><00:02:52.920><c> data</c><00:02:53.200><c> into</c><00:02:53.360><c> the</c><00:02:53.480><c> really</c><00:02:53.880><c> big</c> 00:02:54.430 --> 00:02:54.440 align:start position:0% get their data into the really big 00:02:54.440 --> 00:02:57.590 align:start position:0% get their data into the really big marketplaces<00:02:55.840><c> um,</c><00:02:56.440><c> like</c><00:02:56.720><c> Macy's</c><00:02:57.320><c> and</c> 00:02:57.590 --> 00:02:57.600 align:start position:0% marketplaces um, like Macy's and 00:02:57.600 --> 00:02:59.949 align:start position:0% marketplaces um, like Macy's and Nordstrom<00:02:58.280><c> and</c><00:02:58.680><c> I</c><00:02:58.760><c> forget</c><00:02:59.000><c> the</c><00:02:59.080><c> other</c><00:02:59.239><c> ones.</c> 00:02:59.949 --> 00:02:59.959 align:start position:0% Nordstrom and I forget the other ones. 00:02:59.959 --> 00:03:00.190 align:start position:0% Nordstrom and I forget the other ones. Um 00:03:00.190 --> 00:03:00.200 align:start position:0% Um 00:03:00.200 --> 00:03:02.070 align:start position:0% Um >> Bloomingdale's<00:03:01.200><c> Target</c><00:03:01.440><c> yeah.</c> 00:03:02.070 --> 00:03:02.080 align:start position:0% >> Bloomingdale's Target yeah. 00:03:02.080 --> 00:03:03.670 align:start position:0% >> Bloomingdale's Target yeah. >> Yeah,<00:03:02.239><c> and</c><00:03:02.360><c> so</c><00:03:02.519><c> tell</c><00:03:02.760><c> us</c><00:03:02.880><c> tell</c><00:03:03.120><c> us</c><00:03:03.239><c> what</c><00:03:03.519><c> why</c> 00:03:03.670 --> 00:03:03.680 align:start position:0% >> Yeah, and so tell us tell us what why 00:03:03.680 --> 00:03:05.270 align:start position:0% >> Yeah, and so tell us tell us what why you<00:03:03.800><c> landed</c><00:03:04.160><c> on</c><00:03:04.239><c> that.</c> 00:03:05.270 --> 00:03:05.280 align:start position:0% you landed on that. 00:03:05.280 --> 00:03:06.270 align:start position:0% you landed on that. >> Yeah, 00:03:06.270 --> 00:03:06.280 align:start position:0% >> Yeah, 00:03:06.280 --> 00:03:10.470 align:start position:0% >> Yeah, after<00:03:06.640><c> my</c><00:03:07.160><c> last</c><00:03:07.560><c> exit</c><00:03:08.040><c> from</c><00:03:08.920><c> Fair</c><00:03:09.440><c> I</c><00:03:10.080><c> met</c><00:03:10.320><c> some</c> 00:03:10.470 --> 00:03:10.480 align:start position:0% after my last exit from Fair I met some 00:03:10.480 --> 00:03:11.910 align:start position:0% after my last exit from Fair I met some people<00:03:10.840><c> that</c><00:03:11.040><c> were</c><00:03:11.320><c> working</c><00:03:11.720><c> in</c><00:03:11.800><c> the</c> 00:03:11.910 --> 00:03:11.920 align:start position:0% people that were working in the 00:03:11.920 --> 00:03:14.150 align:start position:0% people that were working in the marketplace<00:03:12.680><c> at</c> 00:03:14.150 --> 00:03:14.160 align:start position:0% marketplace at 00:03:14.160 --> 00:03:15.949 align:start position:0% marketplace at Macy's<00:03:14.800><c> and</c><00:03:14.920><c> Nordstrom</c><00:03:15.440><c> and</c><00:03:15.560><c> talked</c><00:03:15.760><c> to</c><00:03:15.840><c> them</c> 00:03:15.949 --> 00:03:15.959 align:start position:0% Macy's and Nordstrom and talked to them 00:03:15.959 --> 00:03:17.790 align:start position:0% Macy's and Nordstrom and talked to them about<00:03:16.200><c> this</c><00:03:16.320><c> problem</c><00:03:16.680><c> and</c><00:03:16.760><c> they</c><00:03:16.840><c> told</c><00:03:17.040><c> me</c><00:03:17.160><c> that</c> 00:03:17.790 --> 00:03:17.800 align:start position:0% about this problem and they told me that 00:03:17.800 --> 00:03:19.710 align:start position:0% about this problem and they told me that every 00:03:19.710 --> 00:03:19.720 align:start position:0% every 00:03:19.720 --> 00:03:22.070 align:start position:0% every um,<00:03:20.400><c> other</c><00:03:20.880><c> company</c><00:03:21.360><c> that</c><00:03:21.519><c> enables</c><00:03:21.880><c> you</c><00:03:21.959><c> to</c> 00:03:22.070 --> 00:03:22.080 align:start position:0% um, other company that enables you to 00:03:22.080 --> 00:03:25.270 align:start position:0% um, other company that enables you to sell<00:03:22.440><c> on</c><00:03:22.560><c> marketplaces</c><00:03:23.840><c> was</c><00:03:24.480><c> marketing</c><00:03:25.120><c> that</c> 00:03:25.270 --> 00:03:25.280 align:start position:0% sell on marketplaces was marketing that 00:03:25.280 --> 00:03:27.390 align:start position:0% sell on marketplaces was marketing that they're<00:03:25.440><c> using</c><00:03:25.760><c> AI</c><00:03:26.200><c> to</c><00:03:26.360><c> make</c><00:03:26.640><c> this</c><00:03:27.000><c> very</c> 00:03:27.390 --> 00:03:27.400 align:start position:0% they're using AI to make this very 00:03:27.400 --> 00:03:29.990 align:start position:0% they're using AI to make this very difficult<00:03:27.800><c> process</c><00:03:28.400><c> less</c><00:03:28.680><c> difficult</c> 00:03:29.990 --> 00:03:30.000 align:start position:0% difficult process less difficult 00:03:30.000 --> 00:03:31.670 align:start position:0% difficult process less difficult but<00:03:30.360><c> none</c><00:03:30.560><c> of</c><00:03:30.640><c> them</c><00:03:30.760><c> were</c><00:03:30.880><c> actually</c><00:03:31.239><c> doing</c><00:03:31.560><c> it</c> 00:03:31.670 --> 00:03:31.680 align:start position:0% but none of them were actually doing it 00:03:31.680 --> 00:03:33.630 align:start position:0% but none of them were actually doing it and<00:03:31.800><c> as</c><00:03:31.959><c> I</c><00:03:32.040><c> spent</c><00:03:32.440><c> more</c><00:03:32.640><c> time</c><00:03:32.959><c> researching</c><00:03:33.480><c> how</c> 00:03:33.630 --> 00:03:33.640 align:start position:0% and as I spent more time researching how 00:03:33.640 --> 00:03:35.910 align:start position:0% and as I spent more time researching how it<00:03:33.720><c> was</c><00:03:33.880><c> built</c><00:03:34.200><c> I</c><00:03:34.280><c> realized</c><00:03:34.800><c> that</c><00:03:35.600><c> and</c><00:03:35.760><c> how</c> 00:03:35.910 --> 00:03:35.920 align:start position:0% it was built I realized that and how 00:03:35.920 --> 00:03:38.390 align:start position:0% it was built I realized that and how they<00:03:36.160><c> were</c><00:03:36.360><c> building</c><00:03:36.800><c> their</c><00:03:37.040><c> systems</c> 00:03:38.390 --> 00:03:38.400 align:start position:0% they were building their systems 00:03:38.400 --> 00:03:39.229 align:start position:0% they were building their systems uh 00:03:39.229 --> 00:03:39.239 align:start position:0% uh 00:03:39.239 --> 00:03:40.430 align:start position:0% uh critically<00:03:39.800><c> the</c><00:03:39.920><c> way</c><00:03:40.120><c> that</c><00:03:40.280><c> they</c><00:03:40.360><c> were</c> 00:03:40.430 --> 00:03:40.440 align:start position:0% critically the way that they were 00:03:40.440 --> 00:03:42.110 align:start position:0% critically the way that they were structured 00:03:42.110 --> 00:03:42.120 align:start position:0% structured 00:03:42.120 --> 00:03:43.790 align:start position:0% structured didn't<00:03:42.440><c> make</c><00:03:42.600><c> doesn't</c><00:03:42.840><c> make</c><00:03:43.080><c> sense</c><00:03:43.400><c> anymore</c> 00:03:43.790 --> 00:03:43.800 align:start position:0% didn't make doesn't make sense anymore 00:03:43.800 --> 00:03:45.790 align:start position:0% didn't make doesn't make sense anymore for<00:03:44.040><c> the</c><00:03:44.160><c> world</c><00:03:44.480><c> of</c><00:03:44.600><c> AI</c><00:03:44.880><c> agents.</c><00:03:45.440><c> So</c><00:03:45.560><c> they</c><00:03:45.680><c> were</c> 00:03:45.790 --> 00:03:45.800 align:start position:0% for the world of AI agents. So they were 00:03:45.800 --> 00:03:47.750 align:start position:0% for the world of AI agents. So they were maintaining<00:03:46.440><c> feeds</c><00:03:46.959><c> to</c><00:03:47.080><c> sell</c><00:03:47.400><c> into</c><00:03:47.600><c> these</c> 00:03:47.750 --> 00:03:47.760 align:start position:0% maintaining feeds to sell into these 00:03:47.760 --> 00:03:50.190 align:start position:0% maintaining feeds to sell into these channels<00:03:48.600><c> and</c><00:03:48.720><c> therefore</c><00:03:49.519><c> there</c><00:03:49.640><c> are</c><00:03:49.760><c> so</c><00:03:50.000><c> so</c> 00:03:50.190 --> 00:03:50.200 align:start position:0% channels and therefore there are so so 00:03:50.200 --> 00:03:52.470 align:start position:0% channels and therefore there are so so things<00:03:50.560><c> that</c><00:03:50.720><c> make</c><00:03:50.880><c> it</c><00:03:51.000><c> easier</c><00:03:51.320><c> for</c><00:03:51.519><c> a</c> 00:03:52.470 --> 00:03:52.480 align:start position:0% things that make it easier for a 00:03:52.480 --> 00:03:54.350 align:start position:0% things that make it easier for a to<00:03:52.640><c> sell</c><00:03:52.920><c> on</c><00:03:53.040><c> these</c><00:03:53.200><c> marketplaces</c><00:03:53.960><c> that</c><00:03:54.120><c> they</c> 00:03:54.350 --> 00:03:54.360 align:start position:0% to sell on these marketplaces that they 00:03:54.360 --> 00:03:56.110 align:start position:0% to sell on these marketplaces that they can't<00:03:54.880><c> implement</c><00:03:55.440><c> because</c><00:03:55.680><c> of</c><00:03:55.760><c> the</c><00:03:55.840><c> way</c><00:03:55.960><c> it's</c> 00:03:56.110 --> 00:03:56.120 align:start position:0% can't implement because of the way it's 00:03:56.120 --> 00:03:59.230 align:start position:0% can't implement because of the way it's built.<00:03:56.800><c> So,</c><00:03:57.200><c> this</c><00:03:57.440><c> is</c><00:03:57.840><c> among</c><00:03:58.320><c> some</c><00:03:58.560><c> of</c><00:03:58.720><c> the</c> 00:03:59.230 --> 00:03:59.240 align:start position:0% built. So, this is among some of the 00:03:59.240 --> 00:04:01.110 align:start position:0% built. So, this is among some of the opportunities<00:03:59.960><c> that</c><00:04:00.080><c> are</c><00:04:00.160><c> available</c><00:04:00.640><c> in</c><00:04:00.760><c> AI,</c> 00:04:01.110 --> 00:04:01.120 align:start position:0% opportunities that are available in AI, 00:04:01.120 --> 00:04:03.870 align:start position:0% opportunities that are available in AI, but<00:04:01.840><c> uh</c><00:04:02.120><c> instead</c><00:04:02.520><c> of</c><00:04:03.280><c> taking</c><00:04:03.600><c> a</c><00:04:03.640><c> short</c> 00:04:03.870 --> 00:04:03.880 align:start position:0% but uh instead of taking a short 00:04:03.880 --> 00:04:05.230 align:start position:0% but uh instead of taking a short retirement,<00:04:04.360><c> which</c><00:04:04.520><c> I</c><00:04:04.560><c> promised</c><00:04:04.840><c> my</c><00:04:04.960><c> wife</c><00:04:05.160><c> I</c> 00:04:05.230 --> 00:04:05.240 align:start position:0% retirement, which I promised my wife I 00:04:05.240 --> 00:04:08.270 align:start position:0% retirement, which I promised my wife I would<00:04:05.400><c> do,</c><00:04:05.720><c> and</c><00:04:06.360><c> she's</c><00:04:06.640><c> been</c><00:04:06.800><c> understanding</c> 00:04:08.270 --> 00:04:08.280 align:start position:0% would do, and she's been understanding 00:04:08.280 --> 00:04:08.910 align:start position:0% would do, and she's been understanding uh 00:04:08.910 --> 00:04:08.920 align:start position:0% uh 00:04:08.920 --> 00:04:10.790 align:start position:0% uh that<00:04:09.120><c> I</c><00:04:09.200><c> didn't</c><00:04:09.520><c> do</c><00:04:09.680><c> it,</c><00:04:09.959><c> um</c><00:04:10.280><c> I</c><00:04:10.440><c> just</c><00:04:10.640><c> got</c> 00:04:10.790 --> 00:04:10.800 align:start position:0% that I didn't do it, um I just got 00:04:10.800 --> 00:04:12.230 align:start position:0% that I didn't do it, um I just got obsessed<00:04:11.120><c> with</c><00:04:11.200><c> this</c><00:04:11.320><c> problem,</c><00:04:11.880><c> spending</c> 00:04:12.230 --> 00:04:12.240 align:start position:0% obsessed with this problem, spending 00:04:12.240 --> 00:04:14.470 align:start position:0% obsessed with this problem, spending time<00:04:12.560><c> solving</c><00:04:12.959><c> it,</c><00:04:13.160><c> and</c><00:04:13.760><c> last</c><00:04:14.000><c> week</c><00:04:14.160><c> we</c><00:04:14.240><c> became</c> 00:04:14.470 --> 00:04:14.480 align:start position:0% time solving it, and last week we became 00:04:14.480 --> 00:04:16.030 align:start position:0% time solving it, and last week we became an<00:04:14.560><c> official</c><00:04:14.880><c> Nordstrom</c><00:04:15.400><c> partner,</c><00:04:15.800><c> which</c><00:04:15.959><c> I'm</c> 00:04:16.030 --> 00:04:16.040 align:start position:0% an official Nordstrom partner, which I'm 00:04:16.040 --> 00:04:18.349 align:start position:0% an official Nordstrom partner, which I'm really<00:04:16.200><c> excited</c><00:04:16.600><c> about,</c><00:04:17.440><c> uh</c><00:04:17.560><c> and</c><00:04:18.120><c> uh</c><00:04:18.200><c> we'll</c> 00:04:18.349 --> 00:04:18.359 align:start position:0% really excited about, uh and uh we'll 00:04:18.359 --> 00:04:20.870 align:start position:0% really excited about, uh and uh we'll become<00:04:19.200><c> Macy's</c><00:04:19.840><c> and</c><00:04:20.000><c> Bloomingdale's</c> 00:04:20.870 --> 00:04:20.880 align:start position:0% become Macy's and Bloomingdale's 00:04:20.880 --> 00:04:22.550 align:start position:0% become Macy's and Bloomingdale's partners<00:04:21.280><c> and</c><00:04:21.359><c> Target</c><00:04:21.640><c> partners</c><00:04:21.840><c> very</c><00:04:22.000><c> soon.</c> 00:04:22.550 --> 00:04:22.560 align:start position:0% partners and Target partners very soon. 00:04:22.560 --> 00:04:24.030 align:start position:0% partners and Target partners very soon. >> Yeah,<00:04:22.760><c> that's</c><00:04:22.960><c> an</c><00:04:23.040><c> awesome</c><00:04:23.320><c> story,</c><00:04:23.720><c> and</c><00:04:23.840><c> yeah,</c> 00:04:24.030 --> 00:04:24.040 align:start position:0% >> Yeah, that's an awesome story, and yeah, 00:04:24.040 --> 00:04:25.830 align:start position:0% >> Yeah, that's an awesome story, and yeah, I<00:04:24.080><c> think</c><00:04:24.320><c> I</c><00:04:24.360><c> think</c><00:04:24.560><c> that's</c><00:04:24.760><c> it.</c><00:04:24.919><c> I</c><00:04:25.080><c> I</c><00:04:25.400><c> recently</c> 00:04:25.830 --> 00:04:25.840 align:start position:0% I think I think that's it. I I recently 00:04:25.840 --> 00:04:27.909 align:start position:0% I think I think that's it. I I recently left<00:04:26.480><c> a</c><00:04:26.520><c> job</c><00:04:26.800><c> after</c><00:04:27.040><c> a</c><00:04:27.080><c> long</c><00:04:27.320><c> time</c><00:04:27.600><c> as</c><00:04:27.720><c> well,</c> 00:04:27.909 --> 00:04:27.919 align:start position:0% left a job after a long time as well, 00:04:27.919 --> 00:04:29.790 align:start position:0% left a job after a long time as well, and<00:04:28.040><c> the</c><00:04:28.400><c> and</c><00:04:28.560><c> the</c><00:04:28.640><c> same</c><00:04:28.919><c> thing</c><00:04:29.200><c> was</c><00:04:29.480><c> probably</c> 00:04:29.790 --> 00:04:29.800 align:start position:0% and the and the same thing was probably 00:04:29.800 --> 00:04:30.909 align:start position:0% and the and the same thing was probably meant<00:04:29.960><c> to</c><00:04:30.040><c> take</c><00:04:30.240><c> a</c><00:04:30.280><c> little</c><00:04:30.480><c> bit</c><00:04:30.640><c> more</c><00:04:30.760><c> of</c><00:04:30.880><c> a</c> 00:04:30.909 --> 00:04:30.919 align:start position:0% meant to take a little bit more of a 00:04:30.919 --> 00:04:32.230 align:start position:0% meant to take a little bit more of a break,<00:04:31.240><c> but</c><00:04:31.360><c> once</c><00:04:31.560><c> you</c><00:04:31.640><c> get</c><00:04:31.760><c> stuck</c><00:04:32.040><c> into</c> 00:04:32.230 --> 00:04:32.240 align:start position:0% break, but once you get stuck into 00:04:32.240 --> 00:04:33.630 align:start position:0% break, but once you get stuck into something,<00:04:32.560><c> you</c><00:04:32.640><c> get</c><00:04:32.800><c> stuck</c><00:04:33.080><c> into</c><00:04:33.320><c> it,</c><00:04:33.400><c> don't</c> 00:04:33.630 --> 00:04:33.640 align:start position:0% something, you get stuck into it, don't 00:04:33.640 --> 00:04:35.750 align:start position:0% something, you get stuck into it, don't you?<00:04:33.720><c> And</c><00:04:33.840><c> it's</c><00:04:34.120><c> um</c><00:04:34.760><c> it's</c><00:04:35.160><c> it's</c><00:04:35.280><c> amazing</c><00:04:35.640><c> to</c> 00:04:35.750 --> 00:04:35.760 align:start position:0% you? And it's um it's it's amazing to 00:04:35.760 --> 00:04:37.070 align:start position:0% you? And it's um it's it's amazing to see<00:04:35.919><c> you've</c><00:04:36.040><c> still</c><00:04:36.240><c> got</c><00:04:36.360><c> that</c><00:04:36.520><c> spring</c><00:04:36.840><c> in</c><00:04:36.960><c> your</c> 00:04:37.070 --> 00:04:37.080 align:start position:0% see you've still got that spring in your 00:04:37.080 --> 00:04:40.070 align:start position:0% see you've still got that spring in your step<00:04:37.440><c> going</c><00:04:37.720><c> into</c><00:04:38.000><c> a</c><00:04:38.120><c> third</c><00:04:38.440><c> venture</c><00:04:39.280><c> after</c><00:04:40.040><c> um</c> 00:04:40.070 --> 00:04:40.080 align:start position:0% step going into a third venture after um 00:04:40.080 --> 00:04:41.670 align:start position:0% step going into a third venture after um after<00:04:40.360><c> all</c><00:04:40.480><c> this</c><00:04:40.640><c> time,</c><00:04:41.000><c> so</c> 00:04:41.670 --> 00:04:41.680 align:start position:0% after all this time, so 00:04:41.680 --> 00:04:43.710 align:start position:0% after all this time, so >> solving<00:04:42.120><c> is</c><00:04:42.240><c> a</c><00:04:42.280><c> hell</c><00:04:42.440><c> of</c><00:04:42.560><c> a</c><00:04:42.600><c> drug.</c> 00:04:43.710 --> 00:04:43.720 align:start position:0% >> solving is a hell of a drug. 00:04:43.720 --> 00:04:45.430 align:start position:0% >> solving is a hell of a drug. >> It<00:04:43.760><c> is,</c><00:04:43.960><c> yeah.</c><00:04:44.200><c> It's</c><00:04:44.400><c> um</c><00:04:44.640><c> and</c><00:04:44.800><c> and</c><00:04:45.160><c> yeah,</c><00:04:45.320><c> and</c> 00:04:45.430 --> 00:04:45.440 align:start position:0% >> It is, yeah. It's um and and yeah, and 00:04:45.440 --> 00:04:47.190 align:start position:0% >> It is, yeah. It's um and and yeah, and so<00:04:46.000><c> I</c><00:04:46.080><c> guess</c><00:04:46.280><c> the</c><00:04:46.480><c> the</c><00:04:46.560><c> area</c><00:04:46.760><c> where</c><00:04:46.880><c> we</c><00:04:47.000><c> sort</c><00:04:47.120><c> of</c> 00:04:47.190 --> 00:04:47.200 align:start position:0% so I guess the the area where we sort of 00:04:47.200 --> 00:04:48.590 align:start position:0% so I guess the the area where we sort of both<00:04:47.440><c> have</c><00:04:48.040><c> um</c><00:04:48.080><c> yeah,</c><00:04:48.240><c> have</c><00:04:48.360><c> a</c><00:04:48.400><c> bit</c><00:04:48.520><c> of</c> 00:04:48.590 --> 00:04:48.600 align:start position:0% both have um yeah, have a bit of 00:04:48.600 --> 00:04:50.470 align:start position:0% both have um yeah, have a bit of crossover,<00:04:49.160><c> cuz</c><00:04:49.320><c> I've</c><00:04:49.640><c> yeah,</c><00:04:49.800><c> one</c><00:04:49.960><c> of</c><00:04:50.040><c> my</c><00:04:50.280><c> one</c> 00:04:50.470 --> 00:04:50.480 align:start position:0% crossover, cuz I've yeah, one of my one 00:04:50.480 --> 00:04:52.430 align:start position:0% crossover, cuz I've yeah, one of my one of<00:04:50.520><c> my</c><00:04:50.680><c> products</c><00:04:51.280><c> Product</c><00:04:51.640><c> Pelican,</c><00:04:52.080><c> which</c><00:04:52.280><c> is</c> 00:04:52.430 --> 00:04:52.440 align:start position:0% of my products Product Pelican, which is 00:04:52.440 --> 00:04:54.390 align:start position:0% of my products Product Pelican, which is essentially<00:04:52.960><c> a</c><00:04:53.320><c> an</c><00:04:53.440><c> enrichment</c><00:04:54.000><c> tool</c><00:04:54.240><c> that</c> 00:04:54.390 --> 00:04:54.400 align:start position:0% essentially a an enrichment tool that 00:04:54.400 --> 00:04:56.430 align:start position:0% essentially a an enrichment tool that lives<00:04:54.680><c> in</c><00:04:54.840><c> Shopify</c><00:04:55.480><c> for</c><00:04:55.680><c> optimizing</c><00:04:56.280><c> your</c> 00:04:56.430 --> 00:04:56.440 align:start position:0% lives in Shopify for optimizing your 00:04:56.440 --> 00:04:58.750 align:start position:0% lives in Shopify for optimizing your data.<00:04:57.320><c> Um</c><00:04:57.560><c> yeah,</c><00:04:57.840><c> the</c><00:04:58.080><c> I</c> 00:04:58.750 --> 00:04:58.760 align:start position:0% data. Um yeah, the I 00:04:58.760 --> 00:05:00.750 align:start position:0% data. Um yeah, the I always<00:04:59.520><c> hit</c><00:04:59.680><c> myself</c><00:05:00.080><c> in</c><00:05:00.160><c> the</c><00:05:00.240><c> head</c><00:05:00.400><c> when</c><00:05:00.560><c> I</c><00:05:00.600><c> use</c> 00:05:00.750 --> 00:05:00.760 align:start position:0% always hit myself in the head when I use 00:05:00.760 --> 00:05:02.750 align:start position:0% always hit myself in the head when I use the<00:05:00.840><c> word</c><00:05:01.040><c> synergy</c><00:05:01.480><c> on</c><00:05:01.600><c> this</c><00:05:01.760><c> podcast,</c><00:05:02.320><c> but</c> 00:05:02.750 --> 00:05:02.760 align:start position:0% the word synergy on this podcast, but 00:05:02.760 --> 00:05:04.110 align:start position:0% the word synergy on this podcast, but there<00:05:02.919><c> actually</c><00:05:03.200><c> was</c><00:05:03.400><c> so</c><00:05:03.520><c> much</c><00:05:03.720><c> synergy</c> 00:05:04.110 --> 00:05:04.120 align:start position:0% there actually was so much synergy 00:05:04.120 --> 00:05:06.190 align:start position:0% there actually was so much synergy because<00:05:04.919><c> yeah,</c><00:05:05.080><c> we</c><00:05:05.240><c> provide</c><00:05:05.640><c> the</c><00:05:05.720><c> platform</c> 00:05:06.190 --> 00:05:06.200 align:start position:0% because yeah, we provide the platform 00:05:06.200 --> 00:05:08.350 align:start position:0% because yeah, we provide the platform that<00:05:06.400><c> optimizes</c><00:05:07.000><c> the</c><00:05:07.080><c> data</c><00:05:07.440><c> within</c><00:05:07.760><c> Shopify,</c> 00:05:08.350 --> 00:05:08.360 align:start position:0% that optimizes the data within Shopify, 00:05:08.360 --> 00:05:09.990 align:start position:0% that optimizes the data within Shopify, and<00:05:08.480><c> then</c><00:05:08.960><c> yeah,</c><00:05:09.120><c> you're</c><00:05:09.280><c> a</c><00:05:09.320><c> platform</c><00:05:09.840><c> that</c> 00:05:09.990 --> 00:05:10.000 align:start position:0% and then yeah, you're a platform that 00:05:10.000 --> 00:05:12.030 align:start position:0% and then yeah, you're a platform that just<00:05:10.320><c> needs</c><00:05:10.680><c> that</c><00:05:10.880><c> data,</c><00:05:11.200><c> and</c><00:05:11.280><c> that</c><00:05:11.480><c> data</c><00:05:11.840><c> is</c> 00:05:12.030 --> 00:05:12.040 align:start position:0% just needs that data, and that data is 00:05:12.040 --> 00:05:14.190 align:start position:0% just needs that data, and that data is the<00:05:12.560><c> I</c><00:05:12.640><c> guess</c><00:05:12.840><c> the</c><00:05:12.960><c> juice</c><00:05:13.360><c> that</c><00:05:13.560><c> then</c><00:05:13.800><c> flows</c> 00:05:14.190 --> 00:05:14.200 align:start position:0% the I guess the juice that then flows 00:05:14.200 --> 00:05:15.950 align:start position:0% the I guess the juice that then flows through<00:05:14.560><c> and</c><00:05:14.680><c> make</c><00:05:14.880><c> allows</c><00:05:15.320><c> merchants</c><00:05:15.720><c> to</c><00:05:15.800><c> be</c> 00:05:15.950 --> 00:05:15.960 align:start position:0% through and make allows merchants to be 00:05:15.960 --> 00:05:18.350 align:start position:0% through and make allows merchants to be successful<00:05:16.919><c> on</c><00:05:17.160><c> other</c><00:05:17.320><c> platforms.</c> 00:05:18.350 --> 00:05:18.360 align:start position:0% successful on other platforms. 00:05:18.360 --> 00:05:20.350 align:start position:0% successful on other platforms. >> Yeah,<00:05:18.560><c> it's</c><00:05:18.720><c> I</c><00:05:18.800><c> guess</c><00:05:19.040><c> we</c><00:05:19.280><c> I</c><00:05:19.480><c> we</c><00:05:19.680><c> realized</c><00:05:20.200><c> at</c> 00:05:20.350 --> 00:05:20.360 align:start position:0% >> Yeah, it's I guess we I we realized at 00:05:20.360 --> 00:05:21.909 align:start position:0% >> Yeah, it's I guess we I we realized at some<00:05:20.600><c> point</c><00:05:20.840><c> over</c><00:05:20.960><c> the</c><00:05:21.040><c> last</c><00:05:21.360><c> year</c><00:05:21.560><c> working</c> 00:05:21.909 --> 00:05:21.919 align:start position:0% some point over the last year working 00:05:21.919 --> 00:05:23.590 align:start position:0% some point over the last year working with<00:05:22.080><c> sellers</c><00:05:22.880><c> to</c><00:05:23.000><c> get</c><00:05:23.160><c> them</c><00:05:23.320><c> on</c><00:05:23.440><c> these</c> 00:05:23.590 --> 00:05:23.600 align:start position:0% with sellers to get them on these 00:05:23.600 --> 00:05:25.950 align:start position:0% with sellers to get them on these marketplaces,<00:05:24.840><c> uh</c><00:05:24.919><c> there's</c><00:05:25.280><c> two</c><00:05:25.520><c> sides</c><00:05:25.919><c> of</c> 00:05:25.950 --> 00:05:25.960 align:start position:0% marketplaces, uh there's two sides of 00:05:25.960 --> 00:05:28.190 align:start position:0% marketplaces, uh there's two sides of the<00:05:26.040><c> story</c><00:05:26.560><c> with</c><00:05:26.720><c> that</c><00:05:27.040><c> AI</c><00:05:27.360><c> can</c><00:05:27.520><c> really</c><00:05:27.720><c> help.</c> 00:05:28.190 --> 00:05:28.200 align:start position:0% the story with that AI can really help. 00:05:28.200 --> 00:05:30.390 align:start position:0% the story with that AI can really help. Is<00:05:28.320><c> one</c><00:05:28.600><c> side</c><00:05:28.919><c> is</c><00:05:29.080><c> cleaning</c><00:05:29.480><c> up</c><00:05:29.680><c> your</c><00:05:29.840><c> existing</c> 00:05:30.390 --> 00:05:30.400 align:start position:0% Is one side is cleaning up your existing 00:05:30.400 --> 00:05:33.070 align:start position:0% Is one side is cleaning up your existing garbage,<00:05:30.960><c> so</c><00:05:31.160><c> clean</c><00:05:31.440><c> up</c><00:05:31.600><c> your</c><00:05:31.800><c> room,</c><00:05:32.720><c> and</c><00:05:32.880><c> then</c> 00:05:33.070 --> 00:05:33.080 align:start position:0% garbage, so clean up your room, and then 00:05:33.080 --> 00:05:35.630 align:start position:0% garbage, so clean up your room, and then also<00:05:33.480><c> make</c><00:05:33.800><c> your</c><00:05:33.960><c> car</c><00:05:34.960><c> better</c><00:05:35.320><c> and</c><00:05:35.480><c> more</c> 00:05:35.630 --> 00:05:35.640 align:start position:0% also make your car better and more 00:05:35.640 --> 00:05:39.310 align:start position:0% also make your car better and more flexible<00:05:36.280><c> to</c><00:05:36.440><c> get</c><00:05:37.320><c> the</c><00:05:37.440><c> data,</c><00:05:38.240><c> you</c><00:05:38.360><c> know,</c><00:05:38.640><c> to</c> 00:05:39.310 --> 00:05:39.320 align:start position:0% flexible to get the data, you know, to 00:05:39.320 --> 00:05:40.990 align:start position:0% flexible to get the data, you know, to the<00:05:39.960><c> uh</c><00:05:40.080><c> destination,</c><00:05:40.720><c> which</c><00:05:40.880><c> is</c><00:05:40.960><c> a</c> 00:05:40.990 --> 00:05:41.000 align:start position:0% the uh destination, which is a 00:05:41.000 --> 00:05:43.350 align:start position:0% the uh destination, which is a marketplace.<00:05:41.800><c> So,</c><00:05:41.919><c> for</c><00:05:42.200><c> us,</c><00:05:42.680><c> we</c><00:05:42.880><c> were</c><00:05:43.000><c> kind</c><00:05:43.280><c> of</c> 00:05:43.350 --> 00:05:43.360 align:start position:0% marketplace. So, for us, we were kind of 00:05:43.360 --> 00:05:45.630 align:start position:0% marketplace. So, for us, we were kind of like<00:05:44.000><c> we</c><00:05:44.600><c> at</c><00:05:44.760><c> first</c><00:05:45.120><c> we're</c><00:05:45.240><c> saying,</c><00:05:45.440><c> "Okay,</c> 00:05:45.630 --> 00:05:45.640 align:start position:0% like we at first we're saying, "Okay, 00:05:45.640 --> 00:05:46.910 align:start position:0% like we at first we're saying, "Okay, well,<00:05:45.800><c> how</c><00:05:45.960><c> much</c><00:05:46.160><c> do</c><00:05:46.240><c> we</c><00:05:46.360><c> spend</c><00:05:46.680><c> time</c> 00:05:46.910 --> 00:05:46.920 align:start position:0% well, how much do we spend time 00:05:46.920 --> 00:05:49.190 align:start position:0% well, how much do we spend time cleaning?<00:05:47.360><c> How</c><00:05:47.480><c> much</c><00:05:47.680><c> time</c><00:05:47.880><c> do</c><00:05:47.960><c> we</c><00:05:48.080><c> spend</c> 00:05:49.190 --> 00:05:49.200 align:start position:0% cleaning? How much time do we spend 00:05:49.200 --> 00:05:51.310 align:start position:0% cleaning? How much time do we spend uh<00:05:49.280><c> uptime</c><00:05:49.960><c> working</c><00:05:50.280><c> on</c><00:05:50.400><c> this</c><00:05:50.560><c> car</c><00:05:50.960><c> and</c><00:05:51.040><c> making</c> 00:05:51.310 --> 00:05:51.320 align:start position:0% uh uptime working on this car and making 00:05:51.320 --> 00:05:53.230 align:start position:0% uh uptime working on this car and making it<00:05:51.400><c> so</c><00:05:51.520><c> it</c><00:05:51.640><c> can</c><00:05:51.760><c> transfer</c><00:05:52.160><c> the</c><00:05:52.280><c> data</c><00:05:52.680><c> and</c><00:05:53.160><c> uh</c> 00:05:53.230 --> 00:05:53.240 align:start position:0% it so it can transfer the data and uh 00:05:53.240 --> 00:05:55.950 align:start position:0% it so it can transfer the data and uh resolve<00:05:53.720><c> rejections</c><00:05:54.440><c> very</c><00:05:54.680><c> quickly</c><00:05:55.200><c> and</c> 00:05:55.950 --> 00:05:55.960 align:start position:0% resolve rejections very quickly and 00:05:55.960 --> 00:05:56.630 align:start position:0% resolve rejections very quickly and uh 00:05:56.630 --> 00:05:56.640 align:start position:0% uh 00:05:56.640 --> 00:05:58.950 align:start position:0% uh and<00:05:57.280><c> we</c><00:05:57.400><c> realized</c><00:05:57.880><c> that</c><00:05:58.360><c> it</c><00:05:58.600><c> should</c><00:05:58.800><c> be</c><00:05:58.920><c> a</c> 00:05:58.950 --> 00:05:58.960 align:start position:0% and we realized that it should be a 00:05:58.960 --> 00:06:00.750 align:start position:0% and we realized that it should be a separate<00:05:59.360><c> task."</c><00:05:59.880><c> So,</c><00:06:00.120><c> hearing</c><00:06:00.400><c> about</c><00:06:00.640><c> what</c> 00:06:00.750 --> 00:06:00.760 align:start position:0% separate task." So, hearing about what 00:06:00.760 --> 00:06:01.910 align:start position:0% separate task." So, hearing about what you're<00:06:00.880><c> working</c><00:06:01.160><c> on,</c><00:06:01.280><c> which</c><00:06:01.440><c> is</c><00:06:01.560><c> on</c><00:06:01.640><c> the</c><00:06:01.720><c> other</c> 00:06:01.910 --> 00:06:01.920 align:start position:0% you're working on, which is on the other 00:06:01.920 --> 00:06:04.470 align:start position:0% you're working on, which is on the other side<00:06:02.200><c> of</c><00:06:02.520><c> cleaning</c><00:06:02.840><c> up</c><00:06:02.960><c> your</c><00:06:03.080><c> source</c><00:06:03.440><c> data,</c> 00:06:04.470 --> 00:06:04.480 align:start position:0% side of cleaning up your source data, 00:06:04.480 --> 00:06:05.150 align:start position:0% side of cleaning up your source data, um 00:06:05.150 --> 00:06:05.160 align:start position:0% um 00:06:05.160 --> 00:06:07.470 align:start position:0% um is<00:06:05.760><c> great</c><00:06:06.000><c> because</c><00:06:06.280><c> they</c><00:06:06.480><c> work</c><00:06:06.680><c> complementary</c> 00:06:07.470 --> 00:06:07.480 align:start position:0% is great because they work complementary 00:06:07.480 --> 00:06:09.550 align:start position:0% is great because they work complementary and<00:06:07.880><c> cleaner</c><00:06:08.200><c> data</c><00:06:08.560><c> means</c><00:06:08.880><c> less</c><00:06:09.120><c> work</c><00:06:09.320><c> for</c><00:06:09.440><c> our</c> 00:06:09.550 --> 00:06:09.560 align:start position:0% and cleaner data means less work for our 00:06:09.560 --> 00:06:11.590 align:start position:0% and cleaner data means less work for our AI<00:06:09.840><c> agents</c><00:06:10.480><c> to</c><00:06:10.800><c> build</c><00:06:11.040><c> the</c><00:06:11.120><c> listings</c><00:06:11.520><c> and</c> 00:06:11.590 --> 00:06:11.600 align:start position:0% AI agents to build the listings and 00:06:11.600 --> 00:06:14.590 align:start position:0% AI agents to build the listings and maintain<00:06:12.000><c> them.</c><00:06:12.600><c> And</c><00:06:13.680><c> uh</c> 00:06:14.590 --> 00:06:14.600 align:start position:0% maintain them. And uh 00:06:14.600 --> 00:06:16.670 align:start position:0% maintain them. And uh so<00:06:15.120><c> it's</c><00:06:15.200><c> a</c><00:06:15.320><c> it's</c><00:06:15.480><c> a</c><00:06:15.560><c> win</c><00:06:15.760><c> on</c><00:06:15.840><c> both</c><00:06:16.000><c> sides.</c> 00:06:16.670 --> 00:06:16.680 align:start position:0% so it's a it's a win on both sides. 00:06:16.680 --> 00:06:18.030 align:start position:0% so it's a it's a win on both sides. >> Yeah,<00:06:16.800><c> absolutely.</c><00:06:17.280><c> And</c><00:06:17.400><c> yeah,</c><00:06:17.520><c> the</c><00:06:17.760><c> like</c><00:06:17.960><c> the</c> 00:06:18.030 --> 00:06:18.040 align:start position:0% >> Yeah, absolutely. And yeah, the like the 00:06:18.040 --> 00:06:19.909 align:start position:0% >> Yeah, absolutely. And yeah, the like the presentation<00:06:18.680><c> here</c><00:06:18.919><c> at</c><00:06:19.000><c> dot</c><00:06:19.240><c> dev</c><00:06:19.400><c> yesterday</c> 00:06:19.909 --> 00:06:19.919 align:start position:0% presentation here at dot dev yesterday 00:06:19.919 --> 00:06:21.830 align:start position:0% presentation here at dot dev yesterday on<00:06:20.080><c> the</c><00:06:20.480><c> AI</c><00:06:20.800><c> enrichment,</c><00:06:21.320><c> like</c><00:06:21.560><c> one</c><00:06:21.680><c> of</c><00:06:21.760><c> the</c> 00:06:21.830 --> 00:06:21.840 align:start position:0% on the AI enrichment, like one of the 00:06:21.840 --> 00:06:23.670 align:start position:0% on the AI enrichment, like one of the key<00:06:22.080><c> messages</c><00:06:22.680><c> out</c><00:06:22.919><c> actually</c><00:06:23.240><c> two</c><00:06:23.480><c> key</c> 00:06:23.670 --> 00:06:23.680 align:start position:0% key messages out actually two key 00:06:23.680 --> 00:06:25.950 align:start position:0% key messages out actually two key messages.<00:06:24.080><c> One</c><00:06:24.400><c> was</c><00:06:24.640><c> that</c><00:06:25.160><c> yeah,</c><00:06:25.360><c> enriching</c> 00:06:25.950 --> 00:06:25.960 align:start position:0% messages. One was that yeah, enriching 00:06:25.960 --> 00:06:27.750 align:start position:0% messages. One was that yeah, enriching those<00:06:26.240><c> basic</c><00:06:26.680><c> fields</c><00:06:27.120><c> and</c><00:06:27.240><c> just</c><00:06:27.440><c> having</c> 00:06:27.750 --> 00:06:27.760 align:start position:0% those basic fields and just having 00:06:27.760 --> 00:06:29.510 align:start position:0% those basic fields and just having things<00:06:28.040><c> like</c><00:06:28.280><c> good</c><00:06:28.520><c> descriptions,</c><00:06:29.280><c> good</c> 00:06:29.510 --> 00:06:29.520 align:start position:0% things like good descriptions, good 00:06:29.520 --> 00:06:31.950 align:start position:0% things like good descriptions, good titles,<00:06:30.520><c> your</c><00:06:30.720><c> skew</c><00:06:31.120><c> where</c><00:06:31.280><c> your</c><00:06:31.400><c> skew</c><00:06:31.720><c> should</c> 00:06:31.950 --> 00:06:31.960 align:start position:0% titles, your skew where your skew should 00:06:31.960 --> 00:06:33.909 align:start position:0% titles, your skew where your skew should be<00:06:32.160><c> and</c><00:06:32.280><c> not</c><00:06:32.480><c> have</c><00:06:32.640><c> stuff</c><00:06:32.960><c> sitting</c><00:06:33.280><c> out</c><00:06:33.480><c> in</c> 00:06:33.909 --> 00:06:33.919 align:start position:0% be and not have stuff sitting out in 00:06:33.919 --> 00:06:35.990 align:start position:0% be and not have stuff sitting out in random<00:06:34.280><c> mid</c><00:06:34.760><c> meta</c><00:06:35.000><c> fields</c><00:06:35.440><c> and</c><00:06:35.560><c> in</c><00:06:35.680><c> poor</c> 00:06:35.990 --> 00:06:36.000 align:start position:0% random mid meta fields and in poor 00:06:36.000 --> 00:06:37.990 align:start position:0% random mid meta fields and in poor formats<00:06:36.440><c> and</c><00:06:36.560><c> stuff.</c><00:06:36.800><c> That's</c><00:06:37.320><c> actually</c><00:06:37.720><c> just</c> 00:06:37.990 --> 00:06:38.000 align:start position:0% formats and stuff. That's actually just 00:06:38.000 --> 00:06:39.750 align:start position:0% formats and stuff. That's actually just it's<00:06:38.200><c> so</c><00:06:38.400><c> basic</c><00:06:38.840><c> but</c><00:06:38.960><c> it's</c><00:06:39.080><c> actually</c><00:06:39.360><c> just</c> 00:06:39.750 --> 00:06:39.760 align:start position:0% it's so basic but it's actually just 00:06:39.760 --> 00:06:41.990 align:start position:0% it's so basic but it's actually just even<00:06:40.000><c> more</c><00:06:40.240><c> important</c><00:06:40.760><c> not</c><00:06:40.960><c> just</c><00:06:41.280><c> for</c><00:06:41.800><c> not</c> 00:06:41.990 --> 00:06:42.000 align:start position:0% even more important not just for not 00:06:42.000 --> 00:06:45.150 align:start position:0% even more important not just for not just<00:06:42.240><c> for</c><00:06:42.400><c> AI</c><00:06:42.680><c> discovery</c><00:06:43.240><c> but</c><00:06:43.480><c> also</c><00:06:43.880><c> for</c><00:06:44.880><c> um</c> 00:06:45.150 --> 00:06:45.160 align:start position:0% just for AI discovery but also for um 00:06:45.160 --> 00:06:46.630 align:start position:0% just for AI discovery but also for um all<00:06:45.360><c> of</c><00:06:45.440><c> the</c><00:06:45.560><c> other</c><00:06:45.760><c> things</c><00:06:46.040><c> that</c><00:06:46.240><c> fall</c><00:06:46.480><c> into</c> 00:06:46.630 --> 00:06:46.640 align:start position:0% all of the other things that fall into 00:06:46.640 --> 00:06:48.790 align:start position:0% all of the other things that fall into the<00:06:46.760><c> ecosystem.</c><00:06:47.560><c> And</c><00:06:47.680><c> it's</c><00:06:48.120><c> exciting</c><00:06:48.560><c> coming</c> 00:06:48.790 --> 00:06:48.800 align:start position:0% the ecosystem. And it's exciting coming 00:06:48.800 --> 00:06:50.909 align:start position:0% the ecosystem. And it's exciting coming across<00:06:49.080><c> a</c><00:06:49.160><c> tool</c><00:06:49.400><c> like</c><00:06:49.640><c> Acello</c><00:06:50.160><c> where</c><00:06:50.720><c> yeah,</c> 00:06:50.909 --> 00:06:50.919 align:start position:0% across a tool like Acello where yeah, 00:06:50.919 --> 00:06:52.790 align:start position:0% across a tool like Acello where yeah, that's<00:06:51.160><c> just</c><00:06:51.360><c> another</c><00:06:51.720><c> example</c><00:06:52.320><c> of</c><00:06:52.440><c> where</c><00:06:52.640><c> if</c> 00:06:52.790 --> 00:06:52.800 align:start position:0% that's just another example of where if 00:06:52.800 --> 00:06:54.950 align:start position:0% that's just another example of where if you<00:06:52.919><c> get</c><00:06:53.080><c> those</c><00:06:53.320><c> fundamentals</c><00:06:54.040><c> right,</c><00:06:54.680><c> then</c> 00:06:54.950 --> 00:06:54.960 align:start position:0% you get those fundamentals right, then 00:06:54.960 --> 00:06:56.950 align:start position:0% you get those fundamentals right, then you're<00:06:55.280><c> set</c><00:06:55.520><c> up</c><00:06:55.680><c> to</c><00:06:55.800><c> be</c><00:06:55.919><c> able</c><00:06:56.080><c> to</c><00:06:56.400><c> plug</c><00:06:56.680><c> into</c> 00:06:56.950 --> 00:06:56.960 align:start position:0% you're set up to be able to plug into 00:06:56.960 --> 00:06:58.590 align:start position:0% you're set up to be able to plug into other<00:06:57.160><c> stuff</c><00:06:57.440><c> so</c><00:06:57.600><c> much</c><00:06:57.840><c> easier,</c><00:06:58.160><c> aren't</c><00:06:58.360><c> you?</c> 00:06:58.590 --> 00:06:58.600 align:start position:0% other stuff so much easier, aren't you? 00:06:58.600 --> 00:07:02.190 align:start position:0% other stuff so much easier, aren't you? >> Yeah,<00:06:58.880><c> so</c><00:06:59.080><c> like</c><00:06:59.320><c> I</c><00:06:59.360><c> think</c><00:06:59.880><c> I</c><00:06:59.960><c> think</c><00:07:00.560><c> we</c><00:07:01.000><c> are</c><00:07:01.760><c> AI</c> 00:07:02.190 --> 00:07:02.200 align:start position:0% >> Yeah, so like I think I think we are AI 00:07:02.200 --> 00:07:03.950 align:start position:0% >> Yeah, so like I think I think we are AI agents<00:07:02.840><c> that</c> 00:07:03.950 --> 00:07:03.960 align:start position:0% agents that 00:07:03.960 --> 00:07:06.110 align:start position:0% agents that are<00:07:04.240><c> automating</c><00:07:04.800><c> the</c><00:07:04.919><c> back-end</c><00:07:05.440><c> process</c> 00:07:06.110 --> 00:07:06.120 align:start position:0% are automating the back-end process 00:07:06.120 --> 00:07:09.270 align:start position:0% are automating the back-end process basically.<00:07:06.880><c> And</c><00:07:07.960><c> you</c><00:07:08.080><c> know,</c><00:07:08.640><c> with</c><00:07:09.040><c> what</c> 00:07:09.270 --> 00:07:09.280 align:start position:0% basically. And you know, with what 00:07:09.280 --> 00:07:11.590 align:start position:0% basically. And you know, with what you've<00:07:09.480><c> built</c><00:07:09.880><c> is</c><00:07:10.080><c> that</c><00:07:10.520><c> your</c> 00:07:11.590 --> 00:07:11.600 align:start position:0% you've built is that your 00:07:11.600 --> 00:07:15.030 align:start position:0% you've built is that your AI<00:07:12.320><c> your</c><00:07:12.800><c> optimizing</c><00:07:13.560><c> for</c><00:07:13.800><c> AI</c><00:07:14.040><c> agents</c><00:07:14.560><c> to</c><00:07:14.680><c> buy</c> 00:07:15.030 --> 00:07:15.040 align:start position:0% AI your optimizing for AI agents to buy 00:07:15.040 --> 00:07:16.670 align:start position:0% AI your optimizing for AI agents to buy products<00:07:15.640><c> by</c><00:07:15.840><c> cleaning</c><00:07:16.160><c> up</c><00:07:16.240><c> the</c><00:07:16.320><c> data</c><00:07:16.560><c> and</c> 00:07:16.670 --> 00:07:16.680 align:start position:0% products by cleaning up the data and 00:07:16.680 --> 00:07:19.430 align:start position:0% products by cleaning up the data and making<00:07:16.960><c> it</c><00:07:17.680><c> uh</c><00:07:17.760><c> more</c><00:07:18.000><c> readable</c><00:07:18.480><c> to</c><00:07:18.720><c> the</c><00:07:18.880><c> agents</c> 00:07:19.430 --> 00:07:19.440 align:start position:0% making it uh more readable to the agents 00:07:19.440 --> 00:07:21.510 align:start position:0% making it uh more readable to the agents on<00:07:19.640><c> the</c><00:07:19.720><c> storefront.</c><00:07:20.600><c> So,</c><00:07:20.800><c> it's</c><00:07:21.200><c> kind</c><00:07:21.440><c> of</c> 00:07:21.510 --> 00:07:21.520 align:start position:0% on the storefront. So, it's kind of 00:07:21.520 --> 00:07:24.470 align:start position:0% on the storefront. So, it's kind of interesting<00:07:22.000><c> that</c><00:07:22.120><c> it's</c><00:07:22.280><c> both</c><00:07:22.760><c> AI</c><00:07:23.280><c> agentic</c> 00:07:24.470 --> 00:07:24.480 align:start position:0% interesting that it's both AI agentic 00:07:24.480 --> 00:07:27.350 align:start position:0% interesting that it's both AI agentic optimization<00:07:25.600><c> but</c><00:07:26.080><c> on</c><00:07:26.240><c> a</c><00:07:26.280><c> completely</c> 00:07:27.350 --> 00:07:27.360 align:start position:0% optimization but on a completely 00:07:27.360 --> 00:07:29.550 align:start position:0% optimization but on a completely different<00:07:27.720><c> level.</c><00:07:28.600><c> Uh</c><00:07:28.720><c> but</c><00:07:28.960><c> both</c><00:07:29.240><c> are</c><00:07:29.360><c> really</c> 00:07:29.550 --> 00:07:29.560 align:start position:0% different level. Uh but both are really 00:07:29.560 --> 00:07:30.550 align:start position:0% different level. Uh but both are really important<00:07:29.960><c> and</c><00:07:30.080><c> there's</c><00:07:30.320><c> and</c><00:07:30.440><c> there's</c> 00:07:30.550 --> 00:07:30.560 align:start position:0% important and there's and there's 00:07:30.560 --> 00:07:32.350 align:start position:0% important and there's and there's probably<00:07:30.880><c> a</c><00:07:30.919><c> lot</c><00:07:31.120><c> of</c><00:07:31.200><c> more</c><00:07:31.520><c> other</c><00:07:31.760><c> examples</c> 00:07:32.350 --> 00:07:32.360 align:start position:0% probably a lot of more other examples 00:07:32.360 --> 00:07:34.110 align:start position:0% probably a lot of more other examples where<00:07:32.680><c> agentic</c><00:07:33.200><c> optimization</c><00:07:33.760><c> needs</c><00:07:33.919><c> to</c><00:07:34.000><c> be</c> 00:07:34.110 --> 00:07:34.120 align:start position:0% where agentic optimization needs to be 00:07:34.120 --> 00:07:35.150 align:start position:0% where agentic optimization needs to be done<00:07:34.400><c> and</c> 00:07:35.150 --> 00:07:35.160 align:start position:0% done and 00:07:35.160 --> 00:07:37.310 align:start position:0% done and I<00:07:35.200><c> really</c><00:07:35.440><c> hope</c><00:07:35.680><c> we</c><00:07:35.800><c> start</c><00:07:36.120><c> stop</c> 00:07:37.310 --> 00:07:37.320 align:start position:0% I really hope we start stop 00:07:37.320 --> 00:07:38.270 align:start position:0% I really hope we start stop uh 00:07:38.270 --> 00:07:38.280 align:start position:0% uh 00:07:38.280 --> 00:07:40.310 align:start position:0% uh merging<00:07:38.880><c> the</c><00:07:38.960><c> description</c><00:07:39.680><c> of</c><00:07:39.800><c> what</c><00:07:40.040><c> AI</c> 00:07:40.310 --> 00:07:40.320 align:start position:0% merging the description of what AI 00:07:40.320 --> 00:07:42.590 align:start position:0% merging the description of what AI agentic<00:07:40.880><c> optimization</c><00:07:41.600><c> is,</c><00:07:42.200><c> you</c><00:07:42.320><c> know?</c> 00:07:42.590 --> 00:07:42.600 align:start position:0% agentic optimization is, you know? 00:07:42.600 --> 00:07:44.150 align:start position:0% agentic optimization is, you know? >> Yeah,<00:07:42.840><c> that's</c><00:07:43.120><c> it.</c><00:07:43.320><c> Oh,</c><00:07:43.400><c> look,</c><00:07:43.600><c> it's</c><00:07:43.760><c> and</c><00:07:43.920><c> it's</c> 00:07:44.150 --> 00:07:44.160 align:start position:0% >> Yeah, that's it. Oh, look, it's and it's 00:07:44.160 --> 00:07:45.670 align:start position:0% >> Yeah, that's it. Oh, look, it's and it's the<00:07:44.320><c> other</c><00:07:44.520><c> thing</c><00:07:44.760><c> too</c><00:07:44.920><c> I'm</c><00:07:45.080><c> saying</c><00:07:45.400><c> is</c><00:07:45.520><c> like</c> 00:07:45.670 --> 00:07:45.680 align:start position:0% the other thing too I'm saying is like 00:07:45.680 --> 00:07:47.710 align:start position:0% the other thing too I'm saying is like there's<00:07:45.920><c> so</c><00:07:46.120><c> much</c><00:07:46.440><c> blur</c><00:07:46.920><c> around</c><00:07:47.360><c> all</c><00:07:47.480><c> those</c> 00:07:47.710 --> 00:07:47.720 align:start position:0% there's so much blur around all those 00:07:47.720 --> 00:07:49.390 align:start position:0% there's so much blur around all those terms,<00:07:48.160><c> all</c><00:07:48.320><c> of</c><00:07:48.400><c> the</c><00:07:48.560><c> things</c><00:07:48.800><c> that</c><00:07:48.960><c> are</c><00:07:49.080><c> buzz</c> 00:07:49.390 --> 00:07:49.400 align:start position:0% terms, all of the things that are buzz 00:07:49.400 --> 00:07:51.310 align:start position:0% terms, all of the things that are buzz terms<00:07:49.720><c> at</c><00:07:49.800><c> the</c><00:07:49.880><c> moment,</c><00:07:50.320><c> but</c><00:07:50.800><c> it</c><00:07:50.920><c> all</c><00:07:51.040><c> comes</c> 00:07:51.310 --> 00:07:51.320 align:start position:0% terms at the moment, but it all comes 00:07:51.320 --> 00:07:52.630 align:start position:0% terms at the moment, but it all comes back<00:07:51.560><c> again</c><00:07:51.880><c> I</c><00:07:51.920><c> think</c><00:07:52.120><c> back</c><00:07:52.320><c> to</c><00:07:52.400><c> those</c> 00:07:52.630 --> 00:07:52.640 align:start position:0% back again I think back to those 00:07:52.640 --> 00:07:54.350 align:start position:0% back again I think back to those fundamentals.<00:07:53.400><c> And</c><00:07:53.600><c> yeah,</c> 00:07:54.350 --> 00:07:54.360 align:start position:0% fundamentals. And yeah, 00:07:54.360 --> 00:07:56.430 align:start position:0% fundamentals. And yeah, a<00:07:54.440><c> good</c><00:07:55.080><c> beauty</c><00:07:55.400><c> is</c><00:07:55.520><c> that</c><00:07:55.640><c> a</c><00:07:55.720><c> good</c><00:07:55.920><c> description</c> 00:07:56.430 --> 00:07:56.440 align:start position:0% a good beauty is that a good description 00:07:56.440 --> 00:07:57.990 align:start position:0% a good beauty is that a good description that<00:07:56.560><c> can</c><00:07:56.680><c> be</c><00:07:56.800><c> read</c><00:07:57.040><c> by</c> 00:07:57.990 --> 00:07:58.000 align:start position:0% that can be read by 00:07:58.000 --> 00:07:59.430 align:start position:0% that can be read by a<00:07:58.040><c> body</c><00:07:58.320><c> is</c><00:07:58.400><c> also</c><00:07:58.640><c> a</c><00:07:58.680><c> good</c><00:07:58.880><c> description</c><00:07:59.320><c> that</c> 00:07:59.430 --> 00:07:59.440 align:start position:0% a body is also a good description that 00:07:59.440 --> 00:08:01.710 align:start position:0% a body is also a good description that can<00:07:59.560><c> be</c><00:07:59.640><c> read</c><00:07:59.840><c> by</c><00:08:00.040><c> a</c><00:08:00.120><c> human.</c><00:08:00.600><c> And</c><00:08:01.320><c> yeah,</c><00:08:01.480><c> that</c> 00:08:01.710 --> 00:08:01.720 align:start position:0% can be read by a human. And yeah, that 00:08:01.720 --> 00:08:03.270 align:start position:0% can be read by a human. And yeah, that language<00:08:02.360><c> that</c> 00:08:03.270 --> 00:08:03.280 align:start position:0% language that 00:08:03.280 --> 00:08:05.710 align:start position:0% language that things<00:08:03.640><c> like</c><00:08:04.040><c> people</c><00:08:04.360><c> are</c><00:08:04.440><c> not</c><00:08:04.640><c> searching</c><00:08:05.080><c> for</c> 00:08:05.710 --> 00:08:05.720 align:start position:0% things like people are not searching for 00:08:05.720 --> 00:08:08.070 align:start position:0% things like people are not searching for best<00:08:06.080><c> running</c><00:08:06.360><c> shoes</c><00:08:07.160><c> and</c><00:08:07.320><c> just</c><00:08:07.480><c> typing</c><00:08:07.800><c> three</c> 00:08:08.070 --> 00:08:08.080 align:start position:0% best running shoes and just typing three 00:08:08.080 --> 00:08:09.350 align:start position:0% best running shoes and just typing three words<00:08:08.360><c> into</c><00:08:08.560><c> Google</c><00:08:08.880><c> anymore.</c><00:08:09.240><c> They're</c> 00:08:09.350 --> 00:08:09.360 align:start position:0% words into Google anymore. They're 00:08:09.360 --> 00:08:11.510 align:start position:0% words into Google anymore. They're saying<00:08:09.720><c> I</c><00:08:09.800><c> want</c><00:08:10.000><c> the</c><00:08:10.080><c> best</c><00:08:10.320><c> running</c><00:08:10.640><c> shoes</c><00:08:11.000><c> for</c> 00:08:11.510 --> 00:08:11.520 align:start position:0% saying I want the best running shoes for 00:08:11.520 --> 00:08:13.670 align:start position:0% saying I want the best running shoes for a<00:08:11.600><c> middle-aged</c><00:08:12.120><c> bloke</c><00:08:12.480><c> who's</c><00:08:13.000><c> yeah,</c><00:08:13.160><c> decided</c> 00:08:13.670 --> 00:08:13.680 align:start position:0% a middle-aged bloke who's yeah, decided 00:08:13.680 --> 00:08:15.310 align:start position:0% a middle-aged bloke who's yeah, decided to<00:08:13.720><c> run</c><00:08:13.840><c> a</c><00:08:13.919><c> half</c><00:08:14.160><c> marathon</c><00:08:15.040><c> and</c><00:08:15.160><c> he's</c> 00:08:15.310 --> 00:08:15.320 align:start position:0% to run a half marathon and he's 00:08:15.320 --> 00:08:17.030 align:start position:0% to run a half marathon and he's overweight<00:08:15.880><c> or</c><00:08:16.160><c> what</c><00:08:16.280><c> it</c><00:08:16.360><c> whatever</c><00:08:16.640><c> that</c><00:08:16.840><c> is</c> 00:08:17.030 --> 00:08:17.040 align:start position:0% overweight or what it whatever that is 00:08:17.040 --> 00:08:19.710 align:start position:0% overweight or what it whatever that is and<00:08:17.880><c> and</c><00:08:18.080><c> so</c><00:08:18.280><c> having</c><00:08:18.600><c> that</c><00:08:18.880><c> in</c><00:08:19.200><c> that</c><00:08:19.440><c> rich</c> 00:08:19.710 --> 00:08:19.720 align:start position:0% and and so having that in that rich 00:08:19.720 --> 00:08:21.510 align:start position:0% and and so having that in that rich content<00:08:20.240><c> on</c><00:08:20.360><c> there</c><00:08:20.560><c> is</c><00:08:20.640><c> actually</c><00:08:21.000><c> what</c><00:08:21.240><c> people</c> 00:08:21.510 --> 00:08:21.520 align:start position:0% content on there is actually what people 00:08:21.520 --> 00:08:24.070 align:start position:0% content on there is actually what people need<00:08:21.840><c> and</c><00:08:21.960><c> it's</c><00:08:22.160><c> actually</c><00:08:23.120><c> yeah,</c><00:08:23.520><c> it's</c><00:08:23.840><c> better</c> 00:08:24.070 --> 00:08:24.080 align:start position:0% need and it's actually yeah, it's better 00:08:24.080 --> 00:08:25.510 align:start position:0% need and it's actually yeah, it's better for<00:08:24.320><c> every</c><00:08:24.560><c> part</c><00:08:24.800><c> of</c><00:08:24.840><c> the</c><00:08:24.919><c> journey</c><00:08:25.240><c> and</c><00:08:25.360><c> it's</c> 00:08:25.510 --> 00:08:25.520 align:start position:0% for every part of the journey and it's 00:08:25.520 --> 00:08:27.350 align:start position:0% for every part of the journey and it's also<00:08:25.840><c> still</c><00:08:26.160><c> good</c><00:08:26.400><c> SEO</c><00:08:26.800><c> as</c><00:08:26.960><c> well.</c> 00:08:27.350 --> 00:08:27.360 align:start position:0% also still good SEO as well. 00:08:27.360 --> 00:08:28.750 align:start position:0% also still good SEO as well. >> Yeah,<00:08:27.600><c> and</c><00:08:27.760><c> you</c><00:08:27.800><c> know,</c><00:08:27.919><c> it's</c><00:08:28.040><c> funny</c><00:08:28.360><c> like</c><00:08:28.600><c> as</c> 00:08:28.750 --> 00:08:28.760 align:start position:0% >> Yeah, and you know, it's funny like as 00:08:28.760 --> 00:08:31.110 align:start position:0% >> Yeah, and you know, it's funny like as you<00:08:29.040><c> as</c><00:08:29.280><c> we've</c><00:08:29.520><c> been</c><00:08:29.919><c> kind</c><00:08:30.160><c> of</c><00:08:30.440><c> learning</c><00:08:30.840><c> about</c> 00:08:31.110 --> 00:08:31.120 align:start position:0% you as we've been kind of learning about 00:08:31.120 --> 00:08:34.430 align:start position:0% you as we've been kind of learning about agentic<00:08:31.600><c> optimization.</c><00:08:32.680><c> And</c><00:08:33.120><c> the</c><00:08:33.919><c> the</c><00:08:34.039><c> talks</c> 00:08:34.430 --> 00:08:34.440 align:start position:0% agentic optimization. And the the talks 00:08:34.440 --> 00:08:36.110 align:start position:0% agentic optimization. And the the talks today<00:08:34.800><c> were</c><00:08:34.960><c> kind</c><00:08:35.240><c> of</c> 00:08:36.110 --> 00:08:36.120 align:start position:0% today were kind of 00:08:36.120 --> 00:08:39.110 align:start position:0% today were kind of saying<00:08:36.520><c> this</c><00:08:36.880><c> is</c><00:08:37.039><c> that</c><00:08:37.280><c> 90%</c><00:08:38.080><c> of</c><00:08:38.200><c> it</c><00:08:38.719><c> is</c><00:08:38.880><c> stuff</c> 00:08:39.110 --> 00:08:39.120 align:start position:0% saying this is that 90% of it is stuff 00:08:39.120 --> 00:08:40.190 align:start position:0% saying this is that 90% of it is stuff you<00:08:39.240><c> probably</c><00:08:39.560><c> should</c><00:08:39.719><c> have</c><00:08:39.800><c> been</c><00:08:39.960><c> doing</c> 00:08:40.190 --> 00:08:40.200 align:start position:0% you probably should have been doing 00:08:40.200 --> 00:08:43.390 align:start position:0% you probably should have been doing anyways.<00:08:41.000><c> You</c><00:08:41.080><c> know,</c><00:08:41.320><c> focus</c><00:08:41.880><c> on</c><00:08:42.520><c> key</c><00:08:42.719><c> market,</c> 00:08:43.390 --> 00:08:43.400 align:start position:0% anyways. You know, focus on key market, 00:08:43.400 --> 00:08:46.310 align:start position:0% anyways. You know, focus on key market, be<00:08:43.599><c> very</c><00:08:43.919><c> specific</c><00:08:44.600><c> with</c><00:08:44.720><c> your</c><00:08:44.839><c> terms,</c> 00:08:46.310 --> 00:08:46.320 align:start position:0% be very specific with your terms, 00:08:46.320 --> 00:08:48.870 align:start position:0% be very specific with your terms, you<00:08:46.400><c> know,</c><00:08:46.560><c> organize</c><00:08:47.160><c> the</c><00:08:47.280><c> data</c><00:08:48.320><c> better</c><00:08:48.640><c> than</c> 00:08:48.870 --> 00:08:48.880 align:start position:0% you know, organize the data better than 00:08:48.880 --> 00:08:52.110 align:start position:0% you know, organize the data better than what<00:08:49.000><c> you</c><00:08:49.120><c> were</c><00:08:49.280><c> doing</c><00:08:49.560><c> before</c><00:08:50.360><c> and</c><00:08:50.800><c> it's</c> 00:08:52.110 --> 00:08:52.120 align:start position:0% what you were doing before and it's 00:08:52.120 --> 00:08:53.110 align:start position:0% what you were doing before and it's uh 00:08:53.110 --> 00:08:53.120 align:start position:0% uh 00:08:53.120 --> 00:08:54.310 align:start position:0% uh So<00:08:53.360><c> it's,</c><00:08:53.640><c> you</c><00:08:53.720><c> know,</c><00:08:53.880><c> and</c><00:08:53.960><c> then</c><00:08:54.080><c> there's</c> 00:08:54.310 --> 00:08:54.320 align:start position:0% So it's, you know, and then there's 00:08:54.320 --> 00:08:55.670 align:start position:0% So it's, you know, and then there's there<00:08:54.520><c> are</c><00:08:54.720><c> some</c><00:08:55.040><c> parts</c><00:08:55.400><c> that</c><00:08:55.560><c> were</c> 00:08:55.670 --> 00:08:55.680 align:start position:0% there are some parts that were 00:08:55.680 --> 00:08:57.550 align:start position:0% there are some parts that were interesting<00:08:56.200><c> in</c><00:08:56.280><c> the</c><00:08:56.400><c> in</c><00:08:56.520><c> the</c><00:08:56.640><c> talk</c><00:08:57.160><c> which</c><00:08:57.480><c> the</c> 00:08:57.550 --> 00:08:57.560 align:start position:0% interesting in the in the talk which the 00:08:57.560 --> 00:08:59.350 align:start position:0% interesting in the in the talk which the specific<00:08:58.000><c> one</c><00:08:58.160><c> I</c><00:08:58.200><c> think</c><00:08:58.400><c> that</c><00:08:58.800><c> stood</c><00:08:59.120><c> out</c><00:08:59.240><c> to</c> 00:08:59.350 --> 00:08:59.360 align:start position:0% specific one I think that stood out to 00:08:59.360 --> 00:09:00.829 align:start position:0% specific one I think that stood out to both<00:08:59.600><c> you</c><00:08:59.720><c> guys</c><00:08:59.960><c> which</c><00:09:00.160><c> was</c><00:09:00.320><c> based</c><00:09:00.640><c> on</c><00:09:00.760><c> the</c> 00:09:00.829 --> 00:09:00.839 align:start position:0% both you guys which was based on the 00:09:00.839 --> 00:09:02.150 align:start position:0% both you guys which was based on the studies<00:09:01.120><c> that</c><00:09:01.200><c> they</c><00:09:01.280><c> were</c><00:09:01.360><c> already</c><00:09:01.680><c> doing</c><00:09:02.040><c> at</c> 00:09:02.150 --> 00:09:02.160 align:start position:0% studies that they were already doing at 00:09:02.160 --> 00:09:03.710 align:start position:0% studies that they were already doing at Shopify<00:09:02.720><c> were</c><00:09:02.880><c> about</c><00:09:03.160><c> taste.</c> 00:09:03.710 --> 00:09:03.720 align:start position:0% Shopify were about taste. 00:09:03.720 --> 00:09:05.390 align:start position:0% Shopify were about taste. >> Yeah,<00:09:03.960><c> I</c><00:09:04.040><c> loved</c><00:09:04.320><c> that</c><00:09:04.680><c> I</c><00:09:04.760><c> loved</c><00:09:04.960><c> that</c><00:09:05.080><c> as</c><00:09:05.200><c> well.</c> 00:09:05.390 --> 00:09:05.400 align:start position:0% >> Yeah, I loved that I loved that as well. 00:09:05.400 --> 00:09:07.350 align:start position:0% >> Yeah, I loved that I loved that as well. Yeah,<00:09:05.560><c> like</c><00:09:05.760><c> that's</c><00:09:06.000><c> it</c><00:09:06.160><c> the</c> 00:09:07.350 --> 00:09:07.360 align:start position:0% Yeah, like that's it the 00:09:07.360 --> 00:09:09.030 align:start position:0% Yeah, like that's it the yeah,<00:09:07.640><c> the</c><00:09:07.839><c> fact</c><00:09:08.080><c> that</c><00:09:08.200><c> it</c><00:09:08.320><c> is</c><00:09:08.480><c> good</c><00:09:08.720><c> to</c><00:09:08.839><c> have</c><00:09:08.960><c> a</c> 00:09:09.030 --> 00:09:09.040 align:start position:0% yeah, the fact that it is good to have a 00:09:09.040 --> 00:09:11.430 align:start position:0% yeah, the fact that it is good to have a bit<00:09:09.200><c> of</c><00:09:09.320><c> flavor</c><00:09:09.920><c> to</c><00:09:10.040><c> your</c><00:09:10.480><c> content</c><00:09:11.080><c> and</c><00:09:11.320><c> yeah,</c> 00:09:11.430 --> 00:09:11.440 align:start position:0% bit of flavor to your content and yeah, 00:09:11.440 --> 00:09:13.150 align:start position:0% bit of flavor to your content and yeah, there<00:09:11.560><c> was</c><00:09:11.680><c> an</c><00:09:11.760><c> example</c><00:09:12.280><c> of</c><00:09:12.400><c> like</c><00:09:12.839><c> having</c><00:09:13.080><c> a</c> 00:09:13.150 --> 00:09:13.160 align:start position:0% there was an example of like having a 00:09:13.160 --> 00:09:14.990 align:start position:0% there was an example of like having a Hailey<00:09:13.480><c> Bieber</c><00:09:13.800><c> quote</c><00:09:14.160><c> in</c><00:09:14.360><c> the</c><00:09:14.760><c> in</c><00:09:14.880><c> the</c> 00:09:14.990 --> 00:09:15.000 align:start position:0% Hailey Bieber quote in the in the 00:09:15.000 --> 00:09:17.310 align:start position:0% Hailey Bieber quote in the in the product<00:09:15.360><c> description.</c><00:09:16.040><c> So</c><00:09:16.600><c> generating</c><00:09:17.080><c> stuff</c> 00:09:17.310 --> 00:09:17.320 align:start position:0% product description. So generating stuff 00:09:17.320 --> 00:09:18.630 align:start position:0% product description. So generating stuff that<00:09:17.440><c> does</c><00:09:17.680><c> have</c><00:09:17.839><c> that</c><00:09:18.040><c> flavor</c><00:09:18.440><c> and</c><00:09:18.560><c> yeah,</c> 00:09:18.630 --> 00:09:18.640 align:start position:0% that does have that flavor and yeah, 00:09:18.640 --> 00:09:20.310 align:start position:0% that does have that flavor and yeah, it's<00:09:18.800><c> not</c><00:09:19.040><c> all</c><00:09:19.160><c> about</c><00:09:19.480><c> just</c><00:09:19.640><c> building</c><00:09:20.000><c> stuff</c> 00:09:20.310 --> 00:09:20.320 align:start position:0% it's not all about just building stuff 00:09:20.320 --> 00:09:23.230 align:start position:0% it's not all about just building stuff to<00:09:20.880><c> yeah,</c><00:09:21.160><c> to</c><00:09:21.520><c> include</c><00:09:22.320><c> keyword</c><00:09:22.800><c> stuffing</c><00:09:23.160><c> and</c> 00:09:23.230 --> 00:09:23.240 align:start position:0% to yeah, to include keyword stuffing and 00:09:23.240 --> 00:09:24.150 align:start position:0% to yeah, to include keyword stuffing and all<00:09:23.320><c> that</c><00:09:23.480><c> sort</c><00:09:23.600><c> of</c><00:09:23.680><c> stuff.</c> 00:09:24.150 --> 00:09:24.160 align:start position:0% all that sort of stuff. 00:09:24.160 --> 00:09:25.990 align:start position:0% all that sort of stuff. >> Yeah,<00:09:24.240><c> and</c><00:09:24.360><c> the</c><00:09:24.440><c> quote</c><00:09:24.760><c> was</c><00:09:25.040><c> that</c> 00:09:25.990 --> 00:09:26.000 align:start position:0% >> Yeah, and the quote was that 00:09:26.000 --> 00:09:28.030 align:start position:0% >> Yeah, and the quote was that Hailey<00:09:26.360><c> Bieber</c><00:09:26.640><c> was</c><00:09:26.800><c> quoted</c><00:09:27.200><c> saying</c><00:09:27.640><c> that</c><00:09:27.960><c> I</c> 00:09:28.030 --> 00:09:28.040 align:start position:0% Hailey Bieber was quoted saying that I 00:09:28.040 --> 00:09:30.550 align:start position:0% Hailey Bieber was quoted saying that I want<00:09:28.480><c> skin</c><00:09:28.800><c> care</c><00:09:29.000><c> products</c><00:09:29.760><c> that</c><00:09:30.280><c> make</c><00:09:30.440><c> your</c> 00:09:30.550 --> 00:09:30.560 align:start position:0% want skin care products that make your 00:09:30.560 --> 00:09:33.670 align:start position:0% want skin care products that make your skin<00:09:31.200><c> so</c><00:09:31.720><c> soft</c><00:09:32.560><c> you</c><00:09:32.680><c> want</c><00:09:32.920><c> to</c><00:09:33.000><c> take</c><00:09:33.160><c> a</c><00:09:33.240><c> bite</c><00:09:33.520><c> out</c> 00:09:33.670 --> 00:09:33.680 align:start position:0% skin so soft you want to take a bite out 00:09:33.680 --> 00:09:34.150 align:start position:0% skin so soft you want to take a bite out of<00:09:33.760><c> it.</c> 00:09:34.150 --> 00:09:34.160 align:start position:0% of it. 00:09:34.160 --> 00:09:34.510 align:start position:0% of it. >> Yeah. 00:09:34.510 --> 00:09:34.520 align:start position:0% >> Yeah. 00:09:34.520 --> 00:09:36.630 align:start position:0% >> Yeah. >> Or<00:09:34.960><c> something</c><00:09:35.360><c> along</c><00:09:35.640><c> those</c><00:09:35.880><c> lines</c><00:09:36.280><c> and</c><00:09:36.480><c> that</c> 00:09:36.630 --> 00:09:36.640 align:start position:0% >> Or something along those lines and that 00:09:36.640 --> 00:09:38.430 align:start position:0% >> Or something along those lines and that that's<00:09:36.880><c> such</c><00:09:37.200><c> a</c><00:09:37.640><c> that's</c><00:09:37.880><c> something</c><00:09:38.200><c> that</c><00:09:38.360><c> you</c> 00:09:38.430 --> 00:09:38.440 align:start position:0% that's such a that's something that you 00:09:38.440 --> 00:09:40.830 align:start position:0% that's such a that's something that you know<00:09:38.600><c> AI</c><00:09:38.960><c> wouldn't</c><00:09:39.320><c> have</c><00:09:39.480><c> said.</c><00:09:39.880><c> And</c><00:09:40.040><c> so</c><00:09:40.680><c> they</c> 00:09:40.830 --> 00:09:40.840 align:start position:0% know AI wouldn't have said. And so they 00:09:40.840 --> 00:09:43.630 align:start position:0% know AI wouldn't have said. And so they were<00:09:40.960><c> saying</c><00:09:41.320><c> that</c><00:09:41.480><c> Todd</c><00:09:42.000><c> resulted</c><00:09:42.640><c> in</c> 00:09:43.630 --> 00:09:43.640 align:start position:0% were saying that Todd resulted in 00:09:43.640 --> 00:09:45.550 align:start position:0% were saying that Todd resulted in AI<00:09:43.960><c> agents</c> 00:09:45.550 --> 00:09:45.560 align:start position:0% AI agents 00:09:45.560 --> 00:09:47.990 align:start position:0% AI agents choosing<00:09:46.040><c> her</c><00:09:46.160><c> product</c><00:09:46.640><c> a</c><00:09:46.680><c> lot</c><00:09:46.960><c> more</c><00:09:47.400><c> than</c><00:09:47.800><c> the</c> 00:09:47.990 --> 00:09:48.000 align:start position:0% choosing her product a lot more than the 00:09:48.000 --> 00:09:51.830 align:start position:0% choosing her product a lot more than the alternatives<00:09:49.200><c> uh</c><00:09:49.600><c> for</c><00:09:50.440><c> a</c><00:09:50.520><c> set</c><00:09:50.800><c> of</c><00:09:50.920><c> clients</c><00:09:51.760><c> uh</c> 00:09:51.830 --> 00:09:51.840 align:start position:0% alternatives uh for a set of clients uh 00:09:51.840 --> 00:09:53.350 align:start position:0% alternatives uh for a set of clients uh set<00:09:52.040><c> of</c><00:09:52.240><c> searches</c> 00:09:53.350 --> 00:09:53.360 align:start position:0% set of searches 00:09:53.360 --> 00:09:55.150 align:start position:0% set of searches because<00:09:53.680><c> it</c><00:09:53.720><c> was</c><00:09:53.840><c> so</c><00:09:54.000><c> specific</c><00:09:54.600><c> and</c><00:09:54.760><c> it</c><00:09:54.840><c> had</c> 00:09:55.150 --> 00:09:55.160 align:start position:0% because it was so specific and it had 00:09:55.160 --> 00:09:56.990 align:start position:0% because it was so specific and it had some<00:09:55.440><c> flavor.</c><00:09:55.880><c> It</c><00:09:56.000><c> felt</c><00:09:56.240><c> human-y.</c> 00:09:56.990 --> 00:09:57.000 align:start position:0% some flavor. It felt human-y. 00:09:57.000 --> 00:09:59.070 align:start position:0% some flavor. It felt human-y. >> That's<00:09:57.200><c> it.</c><00:09:57.280><c> And</c><00:09:57.480><c> you</c><00:09:57.720><c> just</c><00:09:57.960><c> look</c><00:09:58.120><c> at</c><00:09:58.240><c> the</c><00:09:58.960><c> when</c> 00:09:59.070 --> 00:09:59.080 align:start position:0% >> That's it. And you just look at the when 00:09:59.080 --> 00:10:00.550 align:start position:0% >> That's it. And you just look at the when you're<00:09:59.200><c> chatting</c><00:09:59.520><c> to</c><00:09:59.600><c> Claude</c><00:09:59.960><c> or</c><00:10:00.040><c> Gemini</c><00:10:00.480><c> or</c> 00:10:00.550 --> 00:10:00.560 align:start position:0% you're chatting to Claude or Gemini or 00:10:00.560 --> 00:10:01.550 align:start position:0% you're chatting to Claude or Gemini or whatever<00:10:00.800><c> you're</c><00:10:00.920><c> talking</c><00:10:01.280><c> to</c><00:10:01.400><c> on</c><00:10:01.520><c> a</c> 00:10:01.550 --> 00:10:01.560 align:start position:0% whatever you're talking to on a 00:10:01.560 --> 00:10:03.350 align:start position:0% whatever you're talking to on a day-to-day<00:10:02.040><c> basis,</c><00:10:02.520><c> you</c><00:10:02.640><c> always</c><00:10:02.960><c> get</c><00:10:03.160><c> that</c> 00:10:03.350 --> 00:10:03.360 align:start position:0% day-to-day basis, you always get that 00:10:03.360 --> 00:10:04.990 align:start position:0% day-to-day basis, you always get that nice<00:10:03.640><c> little</c><00:10:03.840><c> compliment.</c><00:10:04.320><c> It's</c><00:10:04.480><c> just</c><00:10:04.720><c> like</c> 00:10:04.990 --> 00:10:05.000 align:start position:0% nice little compliment. It's just like 00:10:05.000 --> 00:10:06.470 align:start position:0% nice little compliment. It's just like actually<00:10:05.280><c> the</c><00:10:05.360><c> same</c><00:10:05.680><c> as</c><00:10:05.800><c> the</c><00:10:05.880><c> experience</c><00:10:06.360><c> of</c> 00:10:06.470 --> 00:10:06.480 align:start position:0% actually the same as the experience of 00:10:06.480 --> 00:10:08.510 align:start position:0% actually the same as the experience of walking<00:10:06.800><c> into</c><00:10:07.080><c> a</c><00:10:07.120><c> shop</c><00:10:07.480><c> where</c><00:10:07.920><c> the</c><00:10:08.040><c> shopkeeper</c> 00:10:08.510 --> 00:10:08.520 align:start position:0% walking into a shop where the shopkeeper 00:10:08.520 --> 00:10:10.430 align:start position:0% walking into a shop where the shopkeeper will<00:10:08.640><c> just</c><00:10:08.840><c> say</c><00:10:09.000><c> something</c><00:10:09.360><c> nice</c><00:10:09.720><c> to</c><00:10:09.880><c> you</c><00:10:10.280><c> when</c> 00:10:10.430 --> 00:10:10.440 align:start position:0% will just say something nice to you when 00:10:10.440 --> 00:10:11.950 align:start position:0% will just say something nice to you when you<00:10:10.520><c> come</c><00:10:10.760><c> in</c><00:10:10.960><c> just</c><00:10:11.240><c> if</c><00:10:11.400><c> if</c><00:10:11.560><c> they're</c><00:10:11.720><c> a</c><00:10:11.760><c> good</c> 00:10:11.950 --> 00:10:11.960 align:start position:0% you come in just if if they're a good 00:10:11.960 --> 00:10:14.190 align:start position:0% you come in just if if they're a good salesperson,<00:10:12.720><c> they</c><00:10:12.920><c> will</c><00:10:13.120><c> say,</c><00:10:13.680><c> "Oh,</c><00:10:13.880><c> I</c><00:10:13.920><c> like</c> 00:10:14.190 --> 00:10:14.200 align:start position:0% salesperson, they will say, "Oh, I like 00:10:14.200 --> 00:10:15.710 align:start position:0% salesperson, they will say, "Oh, I like your<00:10:14.280><c> glasses."</c><00:10:14.760><c> or</c><00:10:14.880><c> "I</c><00:10:14.920><c> like</c><00:10:15.160><c> your</c><00:10:15.280><c> shirt."</c> 00:10:15.710 --> 00:10:15.720 align:start position:0% your glasses." or "I like your shirt." 00:10:15.720 --> 00:10:17.070 align:start position:0% your glasses." or "I like your shirt." and<00:10:16.000><c> get</c><00:10:16.240><c> make</c><00:10:16.440><c> you</c><00:10:16.520><c> feel</c><00:10:16.720><c> good</c><00:10:16.840><c> about</c> 00:10:17.070 --> 00:10:17.080 align:start position:0% and get make you feel good about 00:10:17.080 --> 00:10:18.830 align:start position:0% and get make you feel good about yourself<00:10:17.400><c> before</c><00:10:17.760><c> you</c><00:10:17.880><c> start.</c><00:10:18.240><c> And</c><00:10:18.360><c> it's</c> 00:10:18.830 --> 00:10:18.840 align:start position:0% yourself before you start. And it's 00:10:18.840 --> 00:10:20.030 align:start position:0% yourself before you start. And it's Yeah,<00:10:19.000><c> that</c><00:10:19.200><c> it's</c><00:10:19.320><c> that</c><00:10:19.560><c> it's</c><00:10:19.720><c> actually</c><00:10:19.960><c> the</c> 00:10:20.030 --> 00:10:20.040 align:start position:0% Yeah, that it's that it's actually the 00:10:20.040 --> 00:10:21.790 align:start position:0% Yeah, that it's that it's actually the same<00:10:20.320><c> with</c><00:10:20.440><c> that</c><00:10:20.600><c> conversational</c><00:10:21.360><c> commerce,</c> 00:10:21.790 --> 00:10:21.800 align:start position:0% same with that conversational commerce, 00:10:21.800 --> 00:10:22.630 align:start position:0% same with that conversational commerce, isn't<00:10:22.040><c> it?</c> 00:10:22.630 --> 00:10:22.640 align:start position:0% isn't it? 00:10:22.640 --> 00:10:24.430 align:start position:0% isn't it? >> Yeah,<00:10:22.880><c> it's</c><00:10:23.000><c> very</c><00:10:23.200><c> mind-blowing</c><00:10:23.920><c> to</c><00:10:24.040><c> think</c><00:10:24.280><c> of</c> 00:10:24.430 --> 00:10:24.440 align:start position:0% >> Yeah, it's very mind-blowing to think of 00:10:24.440 --> 00:10:25.430 align:start position:0% >> Yeah, it's very mind-blowing to think of like 00:10:25.430 --> 00:10:25.440 align:start position:0% like 00:10:25.440 --> 00:10:28.150 align:start position:0% like AI<00:10:25.960><c> wants</c><00:10:26.560><c> to</c><00:10:26.720><c> feel</c><00:10:27.400><c> human.</c> 00:10:28.150 --> 00:10:28.160 align:start position:0% AI wants to feel human. 00:10:28.160 --> 00:10:28.797 align:start position:0% AI wants to feel human. >> Yeah. 00:10:28.797 --> 00:10:28.807 align:start position:0% >> Yeah. 00:10:28.807 --> 00:10:29.470 align:start position:0% >> Yeah. >> [laughter] 00:10:29.470 --> 00:10:29.480 align:start position:0% >> [laughter] 00:10:29.480 --> 00:10:31.230 align:start position:0% >> [laughter] >> It<00:10:29.680><c> wants</c><00:10:30.000><c> to</c><00:10:30.120><c> feel</c><00:10:30.360><c> like,</c><00:10:30.600><c> "Oh,</c><00:10:30.760><c> yeah,</c><00:10:31.120><c> you</c> 00:10:31.230 --> 00:10:31.240 align:start position:0% >> It wants to feel like, "Oh, yeah, you 00:10:31.240 --> 00:10:33.070 align:start position:0% >> It wants to feel like, "Oh, yeah, you know,<00:10:31.520><c> I</c><00:10:32.040><c> understand."</c><00:10:32.680><c> It</c><00:10:32.760><c> wants</c><00:10:32.920><c> to</c><00:10:32.960><c> feel</c> 00:10:33.070 --> 00:10:33.080 align:start position:0% know, I understand." It wants to feel 00:10:33.080 --> 00:10:35.510 align:start position:0% know, I understand." It wants to feel like<00:10:33.200><c> it</c><00:10:33.280><c> understands</c><00:10:34.080><c> a</c><00:10:34.160><c> human.</c><00:10:35.040><c> And</c><00:10:35.200><c> so</c><00:10:35.400><c> you</c> 00:10:35.510 --> 00:10:35.520 align:start position:0% like it understands a human. And so you 00:10:35.520 --> 00:10:38.630 align:start position:0% like it understands a human. And so you got<00:10:35.720><c> to</c><00:10:35.800><c> give</c><00:10:36.000><c> it</c><00:10:36.400><c> a</c><00:10:36.520><c> way</c><00:10:37.080><c> to</c> 00:10:38.630 --> 00:10:38.640 align:start position:0% got to give it a way to 00:10:38.640 --> 00:10:40.790 align:start position:0% got to give it a way to uh<00:10:38.720><c> reach</c><00:10:38.960><c> that</c><00:10:39.160><c> conclusion</c><00:10:39.760><c> that</c><00:10:40.000><c> it</c><00:10:40.520><c> it</c><00:10:40.600><c> did</c> 00:10:40.790 --> 00:10:40.800 align:start position:0% uh reach that conclusion that it it did 00:10:40.800 --> 00:10:42.670 align:start position:0% uh reach that conclusion that it it did understand<00:10:41.400><c> you</c><00:10:41.520><c> as</c><00:10:41.640><c> a</c><00:10:41.680><c> human.</c><00:10:42.360><c> And</c><00:10:42.520><c> one</c><00:10:42.640><c> of</c> 00:10:42.670 --> 00:10:42.680 align:start position:0% understand you as a human. And one of 00:10:42.680 --> 00:10:45.110 align:start position:0% understand you as a human. And one of those<00:10:42.880><c> ways</c><00:10:43.240><c> is</c><00:10:43.400><c> to</c><00:10:43.520><c> be</c> 00:10:45.110 --> 00:10:45.120 align:start position:0% those ways is to be 00:10:45.120 --> 00:10:47.870 align:start position:0% those ways is to be to<00:10:45.360><c> choose</c><00:10:45.720><c> a</c><00:10:45.760><c> lane</c><00:10:46.240><c> very</c><00:10:46.720><c> passionately.</c><00:10:47.760><c> You</c> 00:10:47.870 --> 00:10:47.880 align:start position:0% to choose a lane very passionately. You 00:10:47.880 --> 00:10:50.750 align:start position:0% to choose a lane very passionately. You know,<00:10:48.040><c> that</c><00:10:48.240><c> it's</c><00:10:48.480><c> not</c><00:10:48.720><c> about</c><00:10:49.400><c> good</c><00:10:49.680><c> skin</c><00:10:50.080><c> or</c> 00:10:50.750 --> 00:10:50.760 align:start position:0% know, that it's not about good skin or 00:10:50.760 --> 00:10:54.230 align:start position:0% know, that it's not about good skin or this<00:10:51.320><c> or</c><00:10:51.640><c> rough</c><00:10:51.920><c> skin</c><00:10:52.280><c> or</c><00:10:52.880><c> semi-soft</c><00:10:53.880><c> skin.</c> 00:10:54.230 --> 00:10:54.240 align:start position:0% this or rough skin or semi-soft skin. 00:10:54.240 --> 00:10:55.430 align:start position:0% this or rough skin or semi-soft skin. Like<00:10:54.440><c> you</c><00:10:54.520><c> know,</c><00:10:54.600><c> with</c><00:10:54.720><c> Hailey</c><00:10:54.920><c> Bieber</c><00:10:55.200><c> it</c><00:10:55.280><c> was</c> 00:10:55.430 --> 00:10:55.440 align:start position:0% Like you know, with Hailey Bieber it was 00:10:55.440 --> 00:10:57.829 align:start position:0% Like you know, with Hailey Bieber it was like<00:10:56.120><c> "So</c><00:10:56.400><c> soft,</c><00:10:56.880><c> that's</c><00:10:57.240><c> our</c><00:10:57.360><c> product</c><00:10:57.680><c> like</c> 00:10:57.829 --> 00:10:57.839 align:start position:0% like "So soft, that's our product like 00:10:57.839 --> 00:10:59.870 align:start position:0% like "So soft, that's our product like we're<00:10:58.040><c> about</c><00:10:58.400><c> soft</c><00:10:58.680><c> skin,</c><00:10:58.960><c> that's</c><00:10:59.240><c> it."</c><00:10:59.680><c> And</c> 00:10:59.870 --> 00:10:59.880 align:start position:0% we're about soft skin, that's it." And 00:10:59.880 --> 00:11:02.510 align:start position:0% we're about soft skin, that's it." And so<00:11:00.120><c> soft</c><00:11:00.560><c> in</c><00:11:00.680><c> this</c><00:11:00.880><c> way</c><00:11:01.160><c> and</c><00:11:01.280><c> this</c><00:11:01.480><c> way.</c><00:11:01.680><c> And</c><00:11:02.320><c> um</c> 00:11:02.510 --> 00:11:02.520 align:start position:0% so soft in this way and this way. And um 00:11:02.520 --> 00:11:03.710 align:start position:0% so soft in this way and this way. And um I<00:11:02.600><c> think</c><00:11:02.800><c> that's</c><00:11:02.920><c> also</c><00:11:03.240><c> something</c><00:11:03.560><c> that's</c> 00:11:03.710 --> 00:11:03.720 align:start position:0% I think that's also something that's 00:11:03.720 --> 00:11:05.390 align:start position:0% I think that's also something that's going<00:11:03.839><c> to</c><00:11:03.880><c> be</c><00:11:04.000><c> big</c><00:11:04.240><c> in</c><00:11:04.360><c> the</c><00:11:04.520><c> agent</c><00:11:05.040><c> world</c><00:11:05.280><c> is</c> 00:11:05.390 --> 00:11:05.400 align:start position:0% going to be big in the agent world is 00:11:05.400 --> 00:11:07.550 align:start position:0% going to be big in the agent world is like<00:11:05.839><c> choose</c><00:11:06.080><c> a</c><00:11:06.160><c> lane.</c><00:11:06.480><c> And</c><00:11:06.600><c> it's</c><00:11:06.760><c> been</c><00:11:07.240><c> more</c> 00:11:07.550 --> 00:11:07.560 align:start position:0% like choose a lane. And it's been more 00:11:07.560 --> 00:11:09.390 align:start position:0% like choose a lane. And it's been more important<00:11:08.040><c> now</c><00:11:08.280><c> in</c><00:11:08.360><c> the</c><00:11:08.480><c> in</c><00:11:08.839><c> than</c><00:11:09.000><c> it's</c><00:11:09.160><c> ever</c> 00:11:09.390 --> 00:11:09.400 align:start position:0% important now in the in than it's ever 00:11:09.400 --> 00:11:12.270 align:start position:0% important now in the in than it's ever been<00:11:09.640><c> to</c><00:11:09.760><c> choose</c><00:11:10.120><c> a</c><00:11:10.200><c> lane.</c><00:11:11.040><c> And</c><00:11:11.600><c> understand</c> 00:11:12.270 --> 00:11:12.280 align:start position:0% been to choose a lane. And understand 00:11:12.280 --> 00:11:14.030 align:start position:0% been to choose a lane. And understand you<00:11:12.360><c> may</c><00:11:12.720><c> drop</c><00:11:13.200><c> a</c><00:11:13.240><c> lot</c><00:11:13.440><c> of</c><00:11:13.520><c> clients,</c><00:11:13.880><c> but</c><00:11:13.960><c> if</c> 00:11:14.030 --> 00:11:14.040 align:start position:0% you may drop a lot of clients, but if 00:11:14.040 --> 00:11:16.670 align:start position:0% you may drop a lot of clients, but if you<00:11:14.160><c> don't,</c><00:11:15.000><c> then</c><00:11:15.560><c> the</c><00:11:15.720><c> AI</c><00:11:16.000><c> agents</c><00:11:16.320><c> are</c><00:11:16.400><c> not</c> 00:11:16.670 --> 00:11:16.680 align:start position:0% you don't, then the AI agents are not 00:11:16.680 --> 00:11:19.150 align:start position:0% you don't, then the AI agents are not going<00:11:17.040><c> to</c><00:11:17.560><c> choose</c><00:11:17.839><c> your</c><00:11:17.960><c> product</c><00:11:18.440><c> over</c><00:11:18.720><c> the</c> 00:11:19.150 --> 00:11:19.160 align:start position:0% going to choose your product over the 00:11:19.160 --> 00:11:21.150 align:start position:0% going to choose your product over the over<00:11:19.400><c> the</c><00:11:20.160><c> uh</c><00:11:20.240><c> incumbents.</c> 00:11:21.150 --> 00:11:21.160 align:start position:0% over the uh incumbents. 00:11:21.160 --> 00:11:22.310 align:start position:0% over the uh incumbents. >> Yeah,<00:11:21.240><c> exactly.</c><00:11:21.680><c> And</c><00:11:21.760><c> like</c><00:11:21.920><c> with</c><00:11:22.040><c> just</c><00:11:22.240><c> the</c> 00:11:22.310 --> 00:11:22.320 align:start position:0% >> Yeah, exactly. And like with just the 00:11:22.320 --> 00:11:24.230 align:start position:0% >> Yeah, exactly. And like with just the granularity<00:11:22.920><c> of</c><00:11:23.000><c> the</c><00:11:23.080><c> conversations</c><00:11:23.880><c> people</c> 00:11:24.230 --> 00:11:24.240 align:start position:0% granularity of the conversations people 00:11:24.240 --> 00:11:25.829 align:start position:0% granularity of the conversations people are<00:11:24.280><c> having</c><00:11:24.560><c> and</c><00:11:24.680><c> also</c><00:11:25.040><c> the</c><00:11:25.560><c> yeah,</c><00:11:25.680><c> the</c> 00:11:25.829 --> 00:11:25.839 align:start position:0% are having and also the yeah, the 00:11:25.839 --> 00:11:27.950 align:start position:0% are having and also the yeah, the ecosystem's<00:11:26.640><c> changed</c><00:11:27.080><c> so</c><00:11:27.280><c> much.</c><00:11:27.600><c> Like</c><00:11:27.839><c> you're</c> 00:11:27.950 --> 00:11:27.960 align:start position:0% ecosystem's changed so much. Like you're 00:11:27.960 --> 00:11:29.590 align:start position:0% ecosystem's changed so much. Like you're not<00:11:28.440><c> Yeah,</c><00:11:28.800><c> like</c><00:11:29.000><c> back</c><00:11:29.200><c> when</c><00:11:29.360><c> you</c><00:11:29.480><c> were</c> 00:11:29.590 --> 00:11:29.600 align:start position:0% not Yeah, like back when you were 00:11:29.600 --> 00:11:30.829 align:start position:0% not Yeah, like back when you were launching<00:11:30.000><c> Smile,</c><00:11:30.440><c> there</c><00:11:30.560><c> wouldn't</c><00:11:30.720><c> have</c> 00:11:30.829 --> 00:11:30.839 align:start position:0% launching Smile, there wouldn't have 00:11:30.839 --> 00:11:33.150 align:start position:0% launching Smile, there wouldn't have been<00:11:31.000><c> a</c><00:11:31.040><c> lot</c><00:11:31.280><c> of</c><00:11:31.760><c> a</c><00:11:31.839><c> lot</c><00:11:32.080><c> of</c><00:11:32.200><c> loyalty</c><00:11:32.640><c> platforms</c> 00:11:33.150 --> 00:11:33.160 align:start position:0% been a lot of a lot of loyalty platforms 00:11:33.160 --> 00:11:35.110 align:start position:0% been a lot of a lot of loyalty platforms to<00:11:33.280><c> choose</c><00:11:33.560><c> from,</c><00:11:33.800><c> but</c><00:11:34.000><c> now</c><00:11:34.560><c> they're</c><00:11:34.920><c> they're</c> 00:11:35.110 --> 00:11:35.120 align:start position:0% to choose from, but now they're they're 00:11:35.120 --> 00:11:36.910 align:start position:0% to choose from, but now they're they're a<00:11:35.160><c> dime</c><00:11:35.480><c> a</c><00:11:35.520><c> dozen.</c><00:11:35.880><c> There's</c><00:11:36.200><c> new</c><00:11:36.360><c> ones</c><00:11:36.600><c> coming</c> 00:11:36.910 --> 00:11:36.920 align:start position:0% a dime a dozen. There's new ones coming 00:11:36.920 --> 00:11:38.430 align:start position:0% a dime a dozen. There's new ones coming out<00:11:37.040><c> all</c><00:11:37.120><c> the</c><00:11:37.200><c> time.</c><00:11:37.520><c> There's</c><00:11:37.680><c> people</c><00:11:37.960><c> trying</c> 00:11:38.430 --> 00:11:38.440 align:start position:0% out all the time. There's people trying 00:11:38.440 --> 00:11:40.750 align:start position:0% out all the time. There's people trying to<00:11:38.600><c> re-</c><00:11:39.120><c> reinvent</c><00:11:39.640><c> that</c><00:11:39.840><c> stuff</c><00:11:40.240><c> and</c><00:11:40.560><c> come</c> 00:11:40.750 --> 00:11:40.760 align:start position:0% to re- reinvent that stuff and come 00:11:40.760 --> 00:11:42.030 align:start position:0% to re- reinvent that stuff and come through<00:11:40.960><c> with</c><00:11:41.280><c> there's</c><00:11:41.520><c> some</c><00:11:41.800><c> really</c> 00:11:42.030 --> 00:11:42.040 align:start position:0% through with there's some really 00:11:42.040 --> 00:11:43.750 align:start position:0% through with there's some really innovative<00:11:42.480><c> products</c><00:11:42.880><c> in</c><00:11:43.000><c> there</c><00:11:43.200><c> doing</c><00:11:43.520><c> that,</c> 00:11:43.750 --> 00:11:43.760 align:start position:0% innovative products in there doing that, 00:11:43.760 --> 00:11:45.350 align:start position:0% innovative products in there doing that, but<00:11:44.200><c> it's</c><00:11:44.360><c> a</c><00:11:44.400><c> different</c><00:11:44.760><c> space.</c><00:11:45.120><c> You've</c><00:11:45.240><c> got</c> 00:11:45.350 --> 00:11:45.360 align:start position:0% but it's a different space. You've got 00:11:45.360 --> 00:11:47.950 align:start position:0% but it's a different space. You've got to<00:11:45.480><c> find</c><00:11:45.880><c> your</c><00:11:46.440><c> find</c><00:11:46.760><c> your</c><00:11:46.920><c> audience</c><00:11:47.520><c> and</c> 00:11:47.950 --> 00:11:47.960 align:start position:0% to find your find your audience and 00:11:47.960 --> 00:11:49.710 align:start position:0% to find your find your audience and yeah,<00:11:48.080><c> that's</c><00:11:48.480><c> probably</c><00:11:48.840><c> the</c><00:11:48.920><c> same</c><00:11:49.200><c> across</c> 00:11:49.710 --> 00:11:49.720 align:start position:0% yeah, that's probably the same across 00:11:49.720 --> 00:11:50.750 align:start position:0% yeah, that's probably the same across not<00:11:49.920><c> just</c><00:11:50.240><c> whether</c><00:11:50.400><c> you're</c><00:11:50.520><c> an</c><00:11:50.600><c> app</c> 00:11:50.750 --> 00:11:50.760 align:start position:0% not just whether you're an app 00:11:50.760 --> 00:11:52.110 align:start position:0% not just whether you're an app developer,<00:11:51.160><c> whether</c><00:11:51.360><c> you're</c><00:11:51.520><c> a</c><00:11:51.560><c> merchant,</c> 00:11:52.110 --> 00:11:52.120 align:start position:0% developer, whether you're a merchant, 00:11:52.120 --> 00:11:54.750 align:start position:0% developer, whether you're a merchant, whether<00:11:52.320><c> you're</c><00:11:52.920><c> an</c><00:11:53.080><c> agency</c><00:11:53.720><c> or</c><00:11:54.320><c> yeah,</c><00:11:54.520><c> any</c> 00:11:54.750 --> 00:11:54.760 align:start position:0% whether you're an agency or yeah, any 00:11:54.760 --> 00:11:56.710 align:start position:0% whether you're an agency or yeah, any every<00:11:55.040><c> business</c><00:11:55.440><c> needs</c><00:11:55.720><c> to</c><00:11:55.840><c> have</c><00:11:56.040><c> its</c><00:11:56.320><c> um</c> 00:11:56.710 --> 00:11:56.720 align:start position:0% every business needs to have its um 00:11:56.720 --> 00:11:59.350 align:start position:0% every business needs to have its um yeah,<00:11:57.360><c> have</c><00:11:57.520><c> its</c><00:11:57.680><c> lane</c><00:11:58.040><c> like</c><00:11:58.240><c> you</c><00:11:58.320><c> say</c><00:11:58.600><c> and</c><00:11:59.240><c> I</c><00:11:59.280><c> I</c> 00:11:59.350 --> 00:11:59.360 align:start position:0% yeah, have its lane like you say and I I 00:11:59.360 --> 00:12:01.750 align:start position:0% yeah, have its lane like you say and I I think<00:11:59.520><c> that's</c><00:11:59.760><c> a</c><00:12:00.040><c> an</c><00:12:00.040><c> amazing</c><00:12:00.440><c> insight</c><00:12:00.960><c> and</c><00:12:01.360><c> um</c> 00:12:01.750 --> 00:12:01.760 align:start position:0% think that's a an amazing insight and um 00:12:01.760 --> 00:12:03.630 align:start position:0% think that's a an amazing insight and um I<00:12:01.880><c> actually</c><00:12:02.160><c> wanted</c><00:12:02.440><c> to</c><00:12:02.560><c> sort</c><00:12:02.680><c> of</c><00:12:02.840><c> also</c><00:12:03.200><c> like</c> 00:12:03.630 --> 00:12:03.640 align:start position:0% I actually wanted to sort of also like 00:12:03.640 --> 00:12:05.950 align:start position:0% I actually wanted to sort of also like drill<00:12:03.920><c> down</c><00:12:04.240><c> on</c><00:12:04.360><c> your</c><00:12:04.760><c> experience</c><00:12:05.400><c> in</c><00:12:05.560><c> the</c> 00:12:05.950 --> 00:12:05.960 align:start position:0% drill down on your experience in the 00:12:05.960 --> 00:12:07.790 align:start position:0% drill down on your experience in the ecosystem<00:12:06.680><c> cuz</c><00:12:06.880><c> you've</c><00:12:07.120><c> got</c><00:12:07.400><c> so</c><00:12:07.560><c> much</c> 00:12:07.790 --> 00:12:07.800 align:start position:0% ecosystem cuz you've got so much 00:12:07.800 --> 00:12:09.310 align:start position:0% ecosystem cuz you've got so much experience.<00:12:08.360><c> You're</c><00:12:08.480><c> in</c><00:12:08.560><c> your</c><00:12:08.680><c> third</c><00:12:09.200><c> you're</c> 00:12:09.310 --> 00:12:09.320 align:start position:0% experience. You're in your third you're 00:12:09.320 --> 00:12:10.990 align:start position:0% experience. You're in your third you're in<00:12:09.440><c> your</c><00:12:09.560><c> third</c><00:12:09.880><c> startup</c><00:12:10.320><c> venture</c><00:12:10.720><c> that</c><00:12:10.920><c> I</c> 00:12:10.990 --> 00:12:11.000 align:start position:0% in your third startup venture that I 00:12:11.000 --> 00:12:12.150 align:start position:0% in your third startup venture that I know<00:12:11.240><c> of</c><00:12:11.520><c> um</c> 00:12:12.150 --> 00:12:12.160 align:start position:0% know of um 00:12:12.160 --> 00:12:13.990 align:start position:0% know of um and<00:12:12.400><c> um</c><00:12:12.920><c> I'd</c><00:12:13.080><c> love</c><00:12:13.160><c> to</c><00:12:13.240><c> hear</c><00:12:13.400><c> what</c><00:12:13.640><c> you</c><00:12:13.760><c> sort</c><00:12:13.920><c> of</c> 00:12:13.990 --> 00:12:14.000 align:start position:0% and um I'd love to hear what you sort of 00:12:14.000 --> 00:12:17.270 align:start position:0% and um I'd love to hear what you sort of see<00:12:14.280><c> like</c><00:12:14.680><c> um</c><00:12:14.920><c> what</c><00:12:15.120><c> other</c><00:12:15.680><c> opportunities</c> 00:12:17.270 --> 00:12:17.280 align:start position:0% see like um what other opportunities 00:12:17.280 --> 00:12:18.630 align:start position:0% see like um what other opportunities for<00:12:17.520><c> people</c><00:12:17.880><c> today?</c><00:12:18.160><c> Like</c><00:12:18.360><c> if</c><00:12:18.480><c> you</c><00:12:18.560><c> were</c> 00:12:18.630 --> 00:12:18.640 align:start position:0% for people today? Like if you were 00:12:18.640 --> 00:12:20.750 align:start position:0% for people today? Like if you were starting<00:12:19.040><c> out</c><00:12:19.240><c> today</c><00:12:20.040><c> and</c><00:12:20.200><c> you</c><00:12:20.520><c> yeah,</c><00:12:20.640><c> you</c> 00:12:20.750 --> 00:12:20.760 align:start position:0% starting out today and you yeah, you 00:12:20.760 --> 00:12:22.310 align:start position:0% starting out today and you yeah, you didn't<00:12:21.000><c> have</c><00:12:21.120><c> the</c><00:12:21.200><c> experience</c><00:12:21.760><c> you</c><00:12:21.880><c> had,</c><00:12:22.120><c> what</c> 00:12:22.310 --> 00:12:22.320 align:start position:0% didn't have the experience you had, what 00:12:22.320 --> 00:12:25.550 align:start position:0% didn't have the experience you had, what other<00:12:22.920><c> opportunities</c><00:12:23.520><c> in</c><00:12:23.640><c> the</c><00:12:23.720><c> ecosystem?</c> 00:12:25.550 --> 00:12:25.560 align:start position:0% other opportunities in the ecosystem? 00:12:25.560 --> 00:12:27.910 align:start position:0% other opportunities in the ecosystem? >> Um<00:12:26.040><c> it's</c><00:12:26.200><c> a</c><00:12:26.240><c> good</c><00:12:26.440><c> question.</c> 00:12:27.910 --> 00:12:27.920 align:start position:0% >> Um it's a good question. 00:12:27.920 --> 00:12:29.030 align:start position:0% >> Um it's a good question. Uh 00:12:29.030 --> 00:12:29.040 align:start position:0% Uh 00:12:29.040 --> 00:12:31.390 align:start position:0% Uh you<00:12:29.360><c> know,</c><00:12:29.520><c> every</c><00:12:29.920><c> time</c><00:12:30.200><c> I've</c><00:12:30.440><c> started</c><00:12:31.240><c> and</c> 00:12:31.390 --> 00:12:31.400 align:start position:0% you know, every time I've started and 00:12:31.400 --> 00:12:32.950 align:start position:0% you know, every time I've started and actually<00:12:31.840><c> more</c><00:12:32.040><c> specifically</c><00:12:32.520><c> in</c><00:12:32.600><c> the</c><00:12:32.680><c> last</c> 00:12:32.950 --> 00:12:32.960 align:start position:0% actually more specifically in the last 00:12:32.960 --> 00:12:35.030 align:start position:0% actually more specifically in the last company,<00:12:33.320><c> one</c><00:12:33.520><c> of</c><00:12:34.240><c> I</c><00:12:34.360><c> think</c><00:12:34.560><c> we</c><00:12:34.640><c> did</c><00:12:34.760><c> a</c><00:12:34.800><c> lot</c><00:12:34.960><c> of</c> 00:12:35.030 --> 00:12:35.040 align:start position:0% company, one of I think we did a lot of 00:12:35.040 --> 00:12:37.910 align:start position:0% company, one of I think we did a lot of things<00:12:35.280><c> right</c><00:12:35.880><c> and</c><00:12:36.640><c> again,</c><00:12:36.960><c> even</c><00:12:37.200><c> in</c><00:12:37.360><c> Smile,</c> 00:12:37.910 --> 00:12:37.920 align:start position:0% things right and again, even in Smile, 00:12:37.920 --> 00:12:39.190 align:start position:0% things right and again, even in Smile, we<00:12:38.000><c> did</c><00:12:38.160><c> a</c><00:12:38.200><c> lot</c><00:12:38.360><c> of</c><00:12:38.400><c> things</c><00:12:38.600><c> right.</c><00:12:38.839><c> We</c><00:12:38.960><c> did</c> 00:12:39.190 --> 00:12:39.200 align:start position:0% we did a lot of things right. We did 00:12:39.200 --> 00:12:40.870 align:start position:0% we did a lot of things right. We did some<00:12:39.440><c> things</c><00:12:39.760><c> wrong.</c><00:12:40.200><c> You</c><00:12:40.280><c> know,</c><00:12:40.360><c> I</c><00:12:40.440><c> remember</c> 00:12:40.870 --> 00:12:40.880 align:start position:0% some things wrong. You know, I remember 00:12:40.880 --> 00:12:43.110 align:start position:0% some things wrong. You know, I remember the<00:12:40.960><c> things</c><00:12:41.240><c> we</c><00:12:41.320><c> did</c><00:12:41.520><c> wrong</c><00:12:41.880><c> a</c><00:12:41.920><c> lot</c><00:12:42.200><c> more</c><00:12:42.560><c> than</c> 00:12:43.110 --> 00:12:43.120 align:start position:0% the things we did wrong a lot more than 00:12:43.120 --> 00:12:45.150 align:start position:0% the things we did wrong a lot more than as<00:12:43.280><c> everybody</c><00:12:43.720><c> would</c><00:12:43.920><c> expect</c><00:12:44.480><c> that</c><00:12:44.640><c> that</c><00:12:44.800><c> then</c> 00:12:45.150 --> 00:12:45.160 align:start position:0% as everybody would expect that that then 00:12:45.160 --> 00:12:46.950 align:start position:0% as everybody would expect that that then then 00:12:46.950 --> 00:12:46.960 align:start position:0% then 00:12:46.960 --> 00:12:48.110 align:start position:0% then then<00:12:47.200><c> I</c><00:12:47.280><c> do</c><00:12:47.440><c> remember</c><00:12:47.720><c> the</c><00:12:47.800><c> things</c><00:12:47.960><c> that</c><00:12:48.040><c> we</c> 00:12:48.110 --> 00:12:48.120 align:start position:0% then I do remember the things that we 00:12:48.120 --> 00:12:49.510 align:start position:0% then I do remember the things that we did<00:12:48.280><c> right.</c><00:12:48.680><c> And</c><00:12:48.800><c> one</c><00:12:48.960><c> of</c><00:12:49.000><c> the</c><00:12:49.080><c> things</c><00:12:49.280><c> that</c><00:12:49.440><c> we</c> 00:12:49.510 --> 00:12:49.520 align:start position:0% did right. And one of the things that we 00:12:49.520 --> 00:12:51.590 align:start position:0% did right. And one of the things that we did<00:12:49.800><c> I</c><00:12:49.839><c> think</c><00:12:50.120><c> wrong</c><00:12:50.480><c> was</c><00:12:51.040><c> that</c><00:12:51.240><c> we</c><00:12:51.360><c> didn't</c> 00:12:51.590 --> 00:12:51.600 align:start position:0% did I think wrong was that we didn't 00:12:51.600 --> 00:12:54.070 align:start position:0% did I think wrong was that we didn't choose<00:12:51.880><c> a</c><00:12:51.960><c> lane</c><00:12:52.839><c> as</c><00:12:53.120><c> aggressively</c><00:12:53.800><c> as</c><00:12:53.960><c> we</c> 00:12:54.070 --> 00:12:54.080 align:start position:0% choose a lane as aggressively as we 00:12:54.080 --> 00:12:56.030 align:start position:0% choose a lane as aggressively as we should<00:12:54.320><c> have</c><00:12:54.800><c> and</c><00:12:55.080><c> say</c><00:12:55.320><c> that,</c><00:12:55.520><c> "Hey,</c><00:12:55.720><c> we</c><00:12:55.920><c> are</c> 00:12:56.030 --> 00:12:56.040 align:start position:0% should have and say that, "Hey, we are 00:12:56.040 --> 00:12:58.230 align:start position:0% should have and say that, "Hey, we are only<00:12:56.400><c> for</c><00:12:56.560><c> this</c><00:12:56.839><c> set</c><00:12:57.040><c> of</c><00:12:57.160><c> users</c><00:12:57.680><c> and</c><00:12:57.839><c> not</c><00:12:58.120><c> for</c> 00:12:58.230 --> 00:12:58.240 align:start position:0% only for this set of users and not for 00:12:58.240 --> 00:13:01.750 align:start position:0% only for this set of users and not for this<00:12:58.480><c> one."</c><00:12:59.040><c> And</c><00:12:59.240><c> so</c><00:13:00.080><c> um</c><00:13:00.480><c> uh</c><00:13:01.080><c> in</c><00:13:01.280><c> the</c><00:13:01.360><c> world</c><00:13:01.640><c> of</c> 00:13:01.750 --> 00:13:01.760 align:start position:0% this one." And so um uh in the world of 00:13:01.760 --> 00:13:04.350 align:start position:0% this one." And so um uh in the world of AI<00:13:02.320><c> and</c><00:13:03.080><c> uh</c> 00:13:04.350 --> 00:13:04.360 align:start position:0% AI and uh 00:13:04.360 --> 00:13:07.550 align:start position:0% AI and uh it<00:13:04.600><c> now</c><00:13:04.880><c> makes</c><00:13:05.280><c> a</c><00:13:05.320><c> lot</c><00:13:05.560><c> more</c><00:13:05.760><c> sense</c><00:13:06.760><c> to</c><00:13:06.960><c> build</c> 00:13:07.550 --> 00:13:07.560 align:start position:0% it now makes a lot more sense to build 00:13:07.560 --> 00:13:10.910 align:start position:0% it now makes a lot more sense to build apps<00:13:08.320><c> that</c><00:13:08.480><c> are</c><00:13:08.640><c> very</c><00:13:09.240><c> hyper-focused</c><00:13:10.560><c> around</c> 00:13:10.910 --> 00:13:10.920 align:start position:0% apps that are very hyper-focused around 00:13:10.920 --> 00:13:12.990 align:start position:0% apps that are very hyper-focused around that<00:13:11.120><c> small</c><00:13:11.480><c> set</c><00:13:11.760><c> users.</c><00:13:12.480><c> And</c><00:13:12.720><c> one</c><00:13:12.839><c> of</c><00:13:12.920><c> the</c> 00:13:12.990 --> 00:13:13.000 align:start position:0% that small set users. And one of the 00:13:13.000 --> 00:13:14.790 align:start position:0% that small set users. And one of the reasons<00:13:13.360><c> that</c><00:13:13.600><c> a</c><00:13:13.640><c> lot</c><00:13:13.839><c> of</c><00:13:13.960><c> companies</c><00:13:14.360><c> don't</c> 00:13:14.790 --> 00:13:14.800 align:start position:0% reasons that a lot of companies don't 00:13:14.800 --> 00:13:15.950 align:start position:0% reasons that a lot of companies don't focus<00:13:15.160><c> their</c><00:13:15.360><c> apps</c><00:13:15.520><c> is</c><00:13:15.600><c> because</c><00:13:15.839><c> of</c><00:13:15.920><c> the</c> 00:13:15.950 --> 00:13:15.960 align:start position:0% focus their apps is because of the 00:13:15.960 --> 00:13:17.750 align:start position:0% focus their apps is because of the discoverability<00:13:16.839><c> is</c><00:13:16.960><c> they</c><00:13:17.120><c> used</c><00:13:17.360><c> to</c><00:13:17.480><c> think</c> 00:13:17.750 --> 00:13:17.760 align:start position:0% discoverability is they used to think 00:13:17.760 --> 00:13:19.150 align:start position:0% discoverability is they used to think and<00:13:17.920><c> this</c><00:13:18.080><c> is</c><00:13:18.360><c> you</c><00:13:18.440><c> know,</c><00:13:18.560><c> something</c><00:13:18.880><c> always</c> 00:13:19.150 --> 00:13:19.160 align:start position:0% and this is you know, something always 00:13:19.160 --> 00:13:20.070 align:start position:0% and this is you know, something always went<00:13:19.320><c> through</c><00:13:19.440><c> my</c><00:13:19.520><c> mind.</c><00:13:19.640><c> It</c><00:13:19.680><c> was</c><00:13:19.760><c> like,</c> 00:13:20.070 --> 00:13:20.080 align:start position:0% went through my mind. It was like, 00:13:20.080 --> 00:13:21.510 align:start position:0% went through my mind. It was like, "Okay,<00:13:20.320><c> well,</c><00:13:20.440><c> if</c><00:13:20.560><c> I</c><00:13:20.640><c> focus</c><00:13:20.960><c> on</c><00:13:21.120><c> only</c><00:13:21.360><c> this</c> 00:13:21.510 --> 00:13:21.520 align:start position:0% "Okay, well, if I focus on only this 00:13:21.520 --> 00:13:22.630 align:start position:0% "Okay, well, if I focus on only this little<00:13:21.680><c> niche,</c><00:13:21.880><c> I'm</c><00:13:21.920><c> going</c><00:13:22.040><c> to</c><00:13:22.120><c> rank</c><00:13:22.400><c> number</c> 00:13:22.630 --> 00:13:22.640 align:start position:0% little niche, I'm going to rank number 00:13:22.640 --> 00:13:24.750 align:start position:0% little niche, I'm going to rank number 10<00:13:22.920><c> on</c><00:13:23.200><c> on</c><00:13:23.760><c> you</c><00:13:23.839><c> know,</c><00:13:23.920><c> the</c><00:13:24.000><c> 10th</c><00:13:24.280><c> result</c><00:13:24.640><c> on</c> 00:13:24.750 --> 00:13:24.760 align:start position:0% 10 on on you know, the 10th result on 00:13:24.760 --> 00:13:26.470 align:start position:0% 10 on on you know, the 10th result on Google.<00:13:25.240><c> I</c><00:13:25.320><c> have</c><00:13:25.480><c> to</c><00:13:25.560><c> optimize</c><00:13:26.080><c> for</c><00:13:26.160><c> the</c><00:13:26.240><c> more</c> 00:13:26.470 --> 00:13:26.480 align:start position:0% Google. I have to optimize for the more 00:13:26.480 --> 00:13:28.670 align:start position:0% Google. I have to optimize for the more general<00:13:26.920><c> term,</c><00:13:27.640><c> otherwise</c><00:13:28.200><c> then</c><00:13:28.360><c> I'm</c><00:13:28.520><c> it's</c> 00:13:28.670 --> 00:13:28.680 align:start position:0% general term, otherwise then I'm it's 00:13:28.680 --> 00:13:30.470 align:start position:0% general term, otherwise then I'm it's diluted.<00:13:29.480><c> But</c><00:13:29.600><c> now</c><00:13:29.800><c> with</c><00:13:30.000><c> agents,</c><00:13:30.360><c> they're</c> 00:13:30.470 --> 00:13:30.480 align:start position:0% diluted. But now with agents, they're 00:13:30.480 --> 00:13:32.110 align:start position:0% diluted. But now with agents, they're looking<00:13:30.800><c> across</c><00:13:31.200><c> multiple</c><00:13:31.600><c> pages</c><00:13:31.960><c> on</c><00:13:32.040><c> the</c> 00:13:32.110 --> 00:13:32.120 align:start position:0% looking across multiple pages on the 00:13:32.120 --> 00:13:33.910 align:start position:0% looking across multiple pages on the search<00:13:32.400><c> terms.</c><00:13:32.960><c> So,</c><00:13:33.280><c> it</c><00:13:33.440><c> doesn't</c><00:13:33.720><c> really</c> 00:13:33.910 --> 00:13:33.920 align:start position:0% search terms. So, it doesn't really 00:13:33.920 --> 00:13:35.950 align:start position:0% search terms. So, it doesn't really matter<00:13:34.400><c> that</c><00:13:34.560><c> you're</c><00:13:34.720><c> on</c><00:13:34.880><c> the</c><00:13:35.440><c> second</c><00:13:35.880><c> you</c> 00:13:35.950 --> 00:13:35.960 align:start position:0% matter that you're on the second you 00:13:35.960 --> 00:13:38.070 align:start position:0% matter that you're on the second you might<00:13:36.120><c> be</c><00:13:36.200><c> on</c><00:13:36.320><c> the</c><00:13:36.360><c> second</c><00:13:36.720><c> page</c><00:13:37.480><c> and</c><00:13:37.640><c> be</c> 00:13:38.070 --> 00:13:38.080 align:start position:0% might be on the second page and be 00:13:38.080 --> 00:13:39.870 align:start position:0% might be on the second page and be selling<00:13:38.520><c> and</c><00:13:38.600><c> doing</c><00:13:38.840><c> much</c><00:13:39.120><c> more</c><00:13:39.320><c> successfully</c> 00:13:39.870 --> 00:13:39.880 align:start position:0% selling and doing much more successfully 00:13:39.880 --> 00:13:42.870 align:start position:0% selling and doing much more successfully than<00:13:40.360><c> the</c><00:13:40.440><c> seventh</c><00:13:40.840><c> and</c><00:13:40.960><c> eighth</c><00:13:41.240><c> result</c> 00:13:42.870 --> 00:13:42.880 align:start position:0% than the seventh and eighth result 00:13:42.880 --> 00:13:44.550 align:start position:0% than the seventh and eighth result uh<00:13:42.960><c> even</c><00:13:43.160><c> though</c> 00:13:44.550 --> 00:13:44.560 align:start position:0% uh even though 00:13:44.560 --> 00:13:45.950 align:start position:0% uh even though uh<00:13:44.640><c> you're</c><00:13:44.960><c> you're</c><00:13:45.120><c> a</c><00:13:45.160><c> lot</c><00:13:45.320><c> more</c><00:13:45.480><c> focused</c><00:13:45.880><c> on</c> 00:13:45.950 --> 00:13:45.960 align:start position:0% uh you're you're a lot more focused on 00:13:45.960 --> 00:13:47.110 align:start position:0% uh you're you're a lot more focused on that<00:13:46.120><c> niche,</c><00:13:46.400><c> but</c><00:13:46.520><c> it's</c><00:13:46.640><c> because</c><00:13:46.920><c> it's</c> 00:13:47.110 --> 00:13:47.120 align:start position:0% that niche, but it's because it's 00:13:47.120 --> 00:13:49.710 align:start position:0% that niche, but it's because it's choosing<00:13:47.600><c> you</c><00:13:47.800><c> out</c><00:13:47.960><c> of</c><00:13:48.080><c> that</c><00:13:48.640><c> top</c><00:13:48.920><c> 20</c><00:13:49.200><c> results</c> 00:13:49.710 --> 00:13:49.720 align:start position:0% choosing you out of that top 20 results 00:13:49.720 --> 00:13:51.950 align:start position:0% choosing you out of that top 20 results more<00:13:49.920><c> often.</c><00:13:50.640><c> So,</c><00:13:51.400><c> you</c><00:13:51.480><c> know,</c><00:13:51.560><c> that's</c><00:13:51.800><c> one</c> 00:13:51.950 --> 00:13:51.960 align:start position:0% more often. So, you know, that's one 00:13:51.960 --> 00:13:53.710 align:start position:0% more often. So, you know, that's one opportunity.<00:13:52.360><c> The</c><00:13:52.400><c> other</c><00:13:52.520><c> opportunity</c> 00:13:53.710 --> 00:13:53.720 align:start position:0% opportunity. The other opportunity 00:13:53.720 --> 00:13:56.710 align:start position:0% opportunity. The other opportunity I<00:13:53.840><c> was</c><00:13:54.480><c> I</c><00:13:54.560><c> was</c><00:13:55.040><c> is</c><00:13:56.080><c> something</c><00:13:56.320><c> I've</c><00:13:56.440><c> kind</c><00:13:56.640><c> of</c> 00:13:56.710 --> 00:13:56.720 align:start position:0% I was I was is something I've kind of 00:13:56.720 --> 00:13:58.270 align:start position:0% I was I was is something I've kind of been<00:13:56.800><c> doing</c><00:13:56.960><c> with</c><00:13:57.160><c> Osello,</c><00:13:57.880><c> which</c><00:13:58.040><c> is</c><00:13:58.120><c> that</c> 00:13:58.270 --> 00:13:58.280 align:start position:0% been doing with Osello, which is that 00:13:58.280 --> 00:14:01.270 align:start position:0% been doing with Osello, which is that with<00:13:58.480><c> enterprise</c><00:13:59.200><c> apps,</c><00:13:59.920><c> they're</c><00:14:00.720><c> previously</c> 00:14:01.270 --> 00:14:01.280 align:start position:0% with enterprise apps, they're previously 00:14:01.280 --> 00:14:04.630 align:start position:0% with enterprise apps, they're previously they<00:14:01.520><c> used</c><00:14:01.840><c> to</c><00:14:01.960><c> get</c><00:14:02.680><c> their</c> 00:14:04.630 --> 00:14:04.640 align:start position:0% they used to get their 00:14:04.640 --> 00:14:07.830 align:start position:0% they used to get their advantage,<00:14:05.360><c> I</c><00:14:05.400><c> think,</c><00:14:06.160><c> was</c><00:14:06.560><c> with</c><00:14:07.400><c> having</c> 00:14:07.830 --> 00:14:07.840 align:start position:0% advantage, I think, was with having 00:14:07.840 --> 00:14:09.350 align:start position:0% advantage, I think, was with having functionality<00:14:08.520><c> and</c><00:14:08.640><c> features</c><00:14:08.880><c> that</c><00:14:09.000><c> are</c><00:14:09.080><c> very</c> 00:14:09.350 --> 00:14:09.360 align:start position:0% functionality and features that are very 00:14:09.360 --> 00:14:11.950 align:start position:0% functionality and features that are very specific<00:14:10.720><c> that</c><00:14:11.160><c> you</c><00:14:11.320><c> would</c><00:14:11.480><c> just</c><00:14:11.640><c> wouldn't</c> 00:14:11.950 --> 00:14:11.960 align:start position:0% specific that you would just wouldn't 00:14:11.960 --> 00:14:14.830 align:start position:0% specific that you would just wouldn't build<00:14:12.320><c> into</c><00:14:12.920><c> a</c><00:14:13.280><c> mass</c><00:14:13.640><c> market</c><00:14:14.000><c> product.</c><00:14:14.720><c> You</c> 00:14:14.830 --> 00:14:14.840 align:start position:0% build into a mass market product. You 00:14:14.840 --> 00:14:17.350 align:start position:0% build into a mass market product. You know,<00:14:14.960><c> we</c><00:14:15.080><c> saw</c><00:14:15.280><c> this</c><00:14:15.560><c> in</c><00:14:16.080><c> with</c><00:14:16.360><c> Smile.</c><00:14:16.960><c> I</c><00:14:17.000><c> mean,</c> 00:14:17.350 --> 00:14:17.360 align:start position:0% know, we saw this in with Smile. I mean, 00:14:17.360 --> 00:14:18.670 align:start position:0% know, we saw this in with Smile. I mean, you<00:14:17.440><c> know,</c><00:14:17.760><c> started</c><00:14:18.160><c> off</c><00:14:18.360><c> with</c><00:14:18.480><c> a</c><00:14:18.520><c> little</c> 00:14:18.670 --> 00:14:18.680 align:start position:0% you know, started off with a little 00:14:18.680 --> 00:14:20.630 align:start position:0% you know, started off with a little fewer<00:14:18.960><c> features,</c><00:14:19.680><c> but</c><00:14:19.800><c> focused</c><00:14:20.120><c> on</c><00:14:20.200><c> making</c><00:14:20.480><c> it</c> 00:14:20.630 --> 00:14:20.640 align:start position:0% fewer features, but focused on making it 00:14:20.640 --> 00:14:22.830 align:start position:0% fewer features, but focused on making it easier<00:14:21.120><c> and</c><00:14:21.240><c> making</c><00:14:21.560><c> it</c> 00:14:22.830 --> 00:14:22.840 align:start position:0% easier and making it 00:14:22.840 --> 00:14:25.510 align:start position:0% easier and making it quicker<00:14:23.160><c> to</c><00:14:23.280><c> implement</c><00:14:23.920><c> because</c><00:14:24.200><c> that</c><00:14:24.440><c> was</c> 00:14:25.510 --> 00:14:25.520 align:start position:0% quicker to implement because that was 00:14:25.520 --> 00:14:28.110 align:start position:0% quicker to implement because that was that<00:14:25.720><c> made</c><00:14:25.960><c> sense.</c><00:14:26.440><c> But</c><00:14:26.600><c> now</c><00:14:27.000><c> with</c><00:14:27.760><c> AI</c> 00:14:28.110 --> 00:14:28.120 align:start position:0% that made sense. But now with AI 00:14:28.120 --> 00:14:30.670 align:start position:0% that made sense. But now with AI development<00:14:28.640><c> tools,</c><00:14:29.400><c> you</c><00:14:29.560><c> can</c><00:14:29.800><c> build</c><00:14:30.240><c> those</c> 00:14:30.670 --> 00:14:30.680 align:start position:0% development tools, you can build those 00:14:30.680 --> 00:14:32.390 align:start position:0% development tools, you can build those complicated<00:14:31.320><c> integrations.</c><00:14:31.880><c> You</c><00:14:31.960><c> can</c><00:14:32.080><c> build</c> 00:14:32.390 --> 00:14:32.400 align:start position:0% complicated integrations. You can build 00:14:32.400 --> 00:14:34.990 align:start position:0% complicated integrations. You can build those<00:14:32.680><c> things</c><00:14:33.400><c> and</c><00:14:33.560><c> you</c><00:14:33.640><c> don't</c><00:14:33.800><c> have</c><00:14:33.960><c> to</c><00:14:34.080><c> price</c> 00:14:34.990 --> 00:14:35.000 align:start position:0% those things and you don't have to price 00:14:35.000 --> 00:14:37.750 align:start position:0% those things and you don't have to price at<00:14:35.160><c> the</c><00:14:35.280><c> level</c><00:14:36.080><c> that</c><00:14:36.280><c> these</c><00:14:36.520><c> enterprise</c><00:14:37.400><c> apps</c> 00:14:37.750 --> 00:14:37.760 align:start position:0% at the level that these enterprise apps 00:14:37.760 --> 00:14:39.150 align:start position:0% at the level that these enterprise apps are<00:14:37.880><c> charging.</c> 00:14:39.150 --> 00:14:39.160 align:start position:0% are charging. 00:14:39.160 --> 00:14:40.470 align:start position:0% are charging. I<00:14:39.240><c> don't</c><00:14:39.360><c> know</c><00:14:39.440><c> if</c><00:14:39.560><c> you've</c><00:14:39.720><c> seen</c><00:14:40.040><c> some</c><00:14:40.240><c> of</c><00:14:40.360><c> what</c> 00:14:40.470 --> 00:14:40.480 align:start position:0% I don't know if you've seen some of what 00:14:40.480 --> 00:14:43.390 align:start position:0% I don't know if you've seen some of what the<00:14:40.640><c> apps</c><00:14:40.839><c> charge.</c><00:14:41.080><c> I</c><00:14:41.120><c> mean,</c><00:14:41.280><c> it's</c><00:14:41.440><c> a</c><00:14:41.520><c> lot.</c><00:14:42.280><c> And</c> 00:14:43.390 --> 00:14:43.400 align:start position:0% the apps charge. I mean, it's a lot. And 00:14:43.400 --> 00:14:44.630 align:start position:0% the apps charge. I mean, it's a lot. And and<00:14:43.520><c> it</c><00:14:43.600><c> doesn't</c><00:14:43.839><c> mean</c><00:14:44.000><c> you</c><00:14:44.040><c> have</c><00:14:44.160><c> to</c><00:14:44.280><c> price,</c> 00:14:44.630 --> 00:14:44.640 align:start position:0% and it doesn't mean you have to price, 00:14:44.640 --> 00:14:46.510 align:start position:0% and it doesn't mean you have to price, you<00:14:44.720><c> know,</c><00:14:44.880><c> at</c><00:14:45.000><c> the</c><00:14:45.320><c> $1</c><00:14:45.880><c> a</c><00:14:45.920><c> month.</c><00:14:46.280><c> We</c><00:14:46.360><c> don't</c> 00:14:46.510 --> 00:14:46.520 align:start position:0% you know, at the $1 a month. We don't 00:14:46.520 --> 00:14:47.870 align:start position:0% you know, at the $1 a month. We don't want<00:14:46.680><c> the</c><00:14:46.800><c> race</c><00:14:47.000><c> to</c><00:14:47.040><c> the</c><00:14:47.160><c> bottom.</c><00:14:47.520><c> Price</c> 00:14:47.870 --> 00:14:47.880 align:start position:0% want the race to the bottom. Price 00:14:47.880 --> 00:14:49.990 align:start position:0% want the race to the bottom. Price appropriately,<00:14:48.839><c> but</c><00:14:49.280><c> also</c><00:14:49.680><c> it</c><00:14:49.760><c> doesn't</c><00:14:49.920><c> have</c> 00:14:49.990 --> 00:14:50.000 align:start position:0% appropriately, but also it doesn't have 00:14:50.000 --> 00:14:52.230 align:start position:0% appropriately, but also it doesn't have to<00:14:50.080><c> be</c><00:14:50.200><c> 10</c><00:14:50.480><c> times</c><00:14:50.800><c> more</c><00:14:50.960><c> expensive</c><00:14:51.640><c> than</c><00:14:52.160><c> the</c> 00:14:52.230 --> 00:14:52.240 align:start position:0% to be 10 times more expensive than the 00:14:52.240 --> 00:14:53.790 align:start position:0% to be 10 times more expensive than the next<00:14:52.520><c> alternative</c><00:14:53.040><c> because</c><00:14:53.280><c> of</c><00:14:53.400><c> two</c><00:14:53.520><c> or</c><00:14:53.600><c> three</c> 00:14:53.790 --> 00:14:53.800 align:start position:0% next alternative because of two or three 00:14:53.800 --> 00:14:54.590 align:start position:0% next alternative because of two or three features. 00:14:54.590 --> 00:14:54.600 align:start position:0% features. 00:14:54.600 --> 00:14:55.910 align:start position:0% features. >> Yeah,<00:14:54.839><c> that's</c><00:14:55.120><c> it.</c><00:14:55.240><c> And</c><00:14:55.360><c> the</c><00:14:55.480><c> other</c><00:14:55.680><c> thing</c><00:14:55.880><c> I</c> 00:14:55.910 --> 00:14:55.920 align:start position:0% >> Yeah, that's it. And the other thing I 00:14:55.920 --> 00:14:57.470 align:start position:0% >> Yeah, that's it. And the other thing I see,<00:14:56.160><c> too,</c><00:14:56.400><c> like</c><00:14:56.600><c> just</c><00:14:56.760><c> from</c><00:14:56.960><c> being</c><00:14:57.240><c> here</c><00:14:57.400><c> in</c> 00:14:57.470 --> 00:14:57.480 align:start position:0% see, too, like just from being here in 00:14:57.480 --> 00:14:59.550 align:start position:0% see, too, like just from being here in Toronto<00:14:58.000><c> around</c><00:14:58.440><c> so</c><00:14:58.600><c> many</c><00:14:58.839><c> people</c><00:14:59.160><c> who</c><00:14:59.320><c> have</c> 00:14:59.550 --> 00:14:59.560 align:start position:0% Toronto around so many people who have 00:14:59.560 --> 00:15:01.590 align:start position:0% Toronto around so many people who have had<00:15:00.240><c> different</c><00:15:00.600><c> ventures</c><00:15:01.040><c> and</c><00:15:01.120><c> been</c><00:15:01.320><c> around</c> 00:15:01.590 --> 00:15:01.600 align:start position:0% had different ventures and been around 00:15:01.600 --> 00:15:03.550 align:start position:0% had different ventures and been around for<00:15:01.720><c> a</c><00:15:01.760><c> long</c><00:15:02.040><c> time</c><00:15:02.400><c> is</c><00:15:02.560><c> that</c><00:15:03.040><c> there's</c><00:15:03.240><c> so</c><00:15:03.360><c> many</c> 00:15:03.550 --> 00:15:03.560 align:start position:0% for a long time is that there's so many 00:15:03.560 --> 00:15:05.590 align:start position:0% for a long time is that there's so many people<00:15:03.839><c> who</c><00:15:03.960><c> know</c><00:15:04.200><c> the</c><00:15:04.480><c> ecosystem</c><00:15:05.280><c> really</c> 00:15:05.590 --> 00:15:05.600 align:start position:0% people who know the ecosystem really 00:15:05.600 --> 00:15:07.470 align:start position:0% people who know the ecosystem really deeply.<00:15:06.040><c> And</c><00:15:06.160><c> those</c><00:15:06.400><c> founders</c><00:15:06.920><c> that</c><00:15:07.080><c> you</c><00:15:07.160><c> talk</c> 00:15:07.470 --> 00:15:07.480 align:start position:0% deeply. And those founders that you talk 00:15:07.480 --> 00:15:08.710 align:start position:0% deeply. And those founders that you talk to<00:15:07.600><c> and</c><00:15:07.720><c> that's</c><00:15:07.839><c> the</c><00:15:07.920><c> reason</c><00:15:08.200><c> why</c><00:15:08.320><c> I've</c><00:15:08.480><c> sort</c> 00:15:08.710 --> 00:15:08.720 align:start position:0% to and that's the reason why I've sort 00:15:08.720 --> 00:15:10.630 align:start position:0% to and that's the reason why I've sort of<00:15:08.800><c> started</c><00:15:09.120><c> doing</c><00:15:09.360><c> this</c><00:15:09.839><c> podcast</c><00:15:10.360><c> was</c><00:15:10.520><c> to</c> 00:15:10.630 --> 00:15:10.640 align:start position:0% of started doing this podcast was to 00:15:10.640 --> 00:15:12.310 align:start position:0% of started doing this podcast was to actually<00:15:10.920><c> talk</c><00:15:11.240><c> to</c><00:15:11.360><c> people</c><00:15:11.720><c> who</c><00:15:11.880><c> have</c><00:15:12.000><c> those</c> 00:15:12.310 --> 00:15:12.320 align:start position:0% actually talk to people who have those 00:15:12.320 --> 00:15:15.190 align:start position:0% actually talk to people who have those stories<00:15:12.839><c> that</c><00:15:13.040><c> are</c><00:15:13.440><c> yeah,</c><00:15:13.640><c> like</c><00:15:13.839><c> I</c><00:15:14.360><c> I'm</c> 00:15:15.190 --> 00:15:15.200 align:start position:0% stories that are yeah, like I I'm 00:15:15.200 --> 00:15:16.750 align:start position:0% stories that are yeah, like I I'm always<00:15:15.480><c> careful</c><00:15:15.760><c> not</c><00:15:15.960><c> to</c><00:15:16.080><c> discredit</c><00:15:16.640><c> the</c> 00:15:16.750 --> 00:15:16.760 align:start position:0% always careful not to discredit the 00:15:16.760 --> 00:15:18.270 align:start position:0% always careful not to discredit the enterprise<00:15:17.280><c> players</c><00:15:17.600><c> because</c><00:15:17.800><c> they</c><00:15:17.920><c> do</c><00:15:18.080><c> have</c> 00:15:18.270 --> 00:15:18.280 align:start position:0% enterprise players because they do have 00:15:18.280 --> 00:15:20.470 align:start position:0% enterprise players because they do have their<00:15:18.839><c> important</c><00:15:19.320><c> part</c><00:15:19.560><c> in</c><00:15:19.640><c> the</c><00:15:19.760><c> ecosystem,</c> 00:15:20.470 --> 00:15:20.480 align:start position:0% their important part in the ecosystem, 00:15:20.480 --> 00:15:23.350 align:start position:0% their important part in the ecosystem, but<00:15:21.080><c> it's</c><00:15:21.320><c> also</c><00:15:22.080><c> yeah,</c><00:15:22.240><c> there's</c><00:15:22.680><c> stories</c><00:15:23.120><c> like</c> 00:15:23.350 --> 00:15:23.360 align:start position:0% but it's also yeah, there's stories like 00:15:23.360 --> 00:15:25.310 align:start position:0% but it's also yeah, there's stories like yours,<00:15:23.760><c> there's</c><00:15:24.240><c> people</c><00:15:24.560><c> building</c><00:15:24.920><c> things</c> 00:15:25.310 --> 00:15:25.320 align:start position:0% yours, there's people building things 00:15:25.320 --> 00:15:26.830 align:start position:0% yours, there's people building things like,<00:15:25.560><c> yeah,</c><00:15:25.880><c> some</c><00:15:26.080><c> of</c><00:15:26.120><c> the</c><00:15:26.200><c> integration</c> 00:15:26.830 --> 00:15:26.840 align:start position:0% like, yeah, some of the integration 00:15:26.840 --> 00:15:29.630 align:start position:0% like, yeah, some of the integration tools,<00:15:27.280><c> your</c><00:15:28.040><c> even,</c><00:15:28.680><c> yeah,</c><00:15:29.120><c> features</c><00:15:29.480><c> on</c><00:15:29.560><c> the</c> 00:15:29.630 --> 00:15:29.640 align:start position:0% tools, your even, yeah, features on the 00:15:29.640 --> 00:15:31.150 align:start position:0% tools, your even, yeah, features on the platform<00:15:30.080><c> like</c><00:15:30.320><c> bundles.</c><00:15:30.720><c> There's</c><00:15:30.880><c> people</c> 00:15:31.150 --> 00:15:31.160 align:start position:0% platform like bundles. There's people 00:15:31.160 --> 00:15:32.830 align:start position:0% platform like bundles. There's people that<00:15:31.280><c> have</c><00:15:31.400><c> built</c><00:15:31.720><c> really</c><00:15:32.040><c> great</c><00:15:32.360><c> tools</c> 00:15:32.830 --> 00:15:32.840 align:start position:0% that have built really great tools 00:15:32.840 --> 00:15:34.990 align:start position:0% that have built really great tools through<00:15:33.560><c> providing</c><00:15:34.120><c> great</c><00:15:34.480><c> service</c><00:15:34.880><c> and</c> 00:15:34.990 --> 00:15:35.000 align:start position:0% through providing great service and 00:15:35.000 --> 00:15:36.950 align:start position:0% through providing great service and great<00:15:35.280><c> understanding</c><00:15:35.920><c> of</c><00:15:36.200><c> commerce</c><00:15:36.760><c> and</c> 00:15:36.950 --> 00:15:36.960 align:start position:0% great understanding of commerce and 00:15:36.960 --> 00:15:39.350 align:start position:0% great understanding of commerce and retailers<00:15:37.720><c> and</c><00:15:38.240><c> yeah,</c><00:15:38.400><c> that's</c><00:15:38.720><c> the</c><00:15:39.200><c> that</c> 00:15:39.350 --> 00:15:39.360 align:start position:0% retailers and yeah, that's the that 00:15:39.360 --> 00:15:40.990 align:start position:0% retailers and yeah, that's the that that's<00:15:39.760><c> there's</c><00:15:39.920><c> still</c><00:15:40.200><c> opportunity</c><00:15:40.680><c> to</c><00:15:40.840><c> do</c> 00:15:40.990 --> 00:15:41.000 align:start position:0% that's there's still opportunity to do 00:15:41.000 --> 00:15:42.750 align:start position:0% that's there's still opportunity to do that,<00:15:41.200><c> I</c><00:15:41.240><c> think,</c><00:15:41.560><c> and</c><00:15:41.880><c> yeah,</c><00:15:42.040><c> you're</c><00:15:42.280><c> a</c><00:15:42.520><c> you're</c> 00:15:42.750 --> 00:15:42.760 align:start position:0% that, I think, and yeah, you're a you're 00:15:42.760 --> 00:15:44.270 align:start position:0% that, I think, and yeah, you're a you're you're<00:15:43.080><c> beacon</c><00:15:43.440><c> of</c><00:15:43.520><c> that,</c><00:15:43.720><c> I</c><00:15:43.760><c> think,</c><00:15:44.000><c> in</c><00:15:44.080><c> what</c> 00:15:44.270 --> 00:15:44.280 align:start position:0% you're beacon of that, I think, in what 00:15:44.280 --> 00:15:45.710 align:start position:0% you're beacon of that, I think, in what in<00:15:44.400><c> what</c><00:15:44.520><c> you're</c><00:15:44.600><c> doing.</c><00:15:44.920><c> So.</c> 00:15:45.710 --> 00:15:45.720 align:start position:0% in what you're doing. So. 00:15:45.720 --> 00:15:46.550 align:start position:0% in what you're doing. So. >> Yeah,<00:15:45.920><c> yeah.</c> 00:15:46.550 --> 00:15:46.560 align:start position:0% >> Yeah, yeah. 00:15:46.560 --> 00:15:47.030 align:start position:0% >> Yeah, yeah. >> Um. 00:15:47.030 --> 00:15:47.040 align:start position:0% >> Um. 00:15:47.040 --> 00:15:48.830 align:start position:0% >> Um. >> I<00:15:47.480><c> do</c><00:15:47.760><c> I</c><00:15:47.880><c> agree.</c> 00:15:48.830 --> 00:15:48.840 align:start position:0% >> I do I agree. 00:15:48.840 --> 00:15:50.710 align:start position:0% >> I do I agree. >> The<00:15:49.000><c> other</c><00:15:49.160><c> thing</c><00:15:49.360><c> around</c><00:15:49.880><c> apps</c><00:15:50.240><c> is,</c><00:15:50.400><c> I</c><00:15:50.480><c> guess,</c> 00:15:50.710 --> 00:15:50.720 align:start position:0% >> The other thing around apps is, I guess, 00:15:50.720 --> 00:15:52.430 align:start position:0% >> The other thing around apps is, I guess, distribution<00:15:51.480><c> is</c><00:15:51.600><c> the</c><00:15:51.720><c> other</c><00:15:51.880><c> term</c><00:15:52.200><c> that</c><00:15:52.360><c> I</c> 00:15:52.430 --> 00:15:52.440 align:start position:0% distribution is the other term that I 00:15:52.440 --> 00:15:54.190 align:start position:0% distribution is the other term that I that<00:15:52.560><c> that</c><00:15:53.040><c> comes</c><00:15:53.320><c> up</c><00:15:53.440><c> a</c><00:15:53.520><c> lot</c><00:15:53.760><c> and</c><00:15:53.840><c> that's</c><00:15:54.080><c> the</c> 00:15:54.190 --> 00:15:54.200 align:start position:0% that that comes up a lot and that's the 00:15:54.200 --> 00:15:55.750 align:start position:0% that that comes up a lot and that's the thing<00:15:54.480><c> where</c><00:15:54.720><c> I</c><00:15:54.960><c> I</c><00:15:55.000><c> see</c> 00:15:55.750 --> 00:15:55.760 align:start position:0% thing where I I see 00:15:55.760 --> 00:15:57.230 align:start position:0% thing where I I see >> for<00:15:55.920><c> every</c><00:15:56.240><c> new</c><00:15:56.480><c> app.</c><00:15:56.920><c> There's</c><00:15:57.040><c> just</c> 00:15:57.230 --> 00:15:57.240 align:start position:0% >> for every new app. There's just 00:15:57.240 --> 00:15:57.710 align:start position:0% >> for every new app. There's just >> Yeah. 00:15:57.710 --> 00:15:57.720 align:start position:0% >> Yeah. 00:15:57.720 --> 00:15:58.910 align:start position:0% >> Yeah. >> I'll<00:15:57.760><c> tell</c><00:15:57.840><c> you</c><00:15:57.960><c> how</c><00:15:58.080><c> many.</c><00:15:58.280><c> I</c><00:15:58.360><c> monitor</c><00:15:58.720><c> like</c> 00:15:58.910 --> 00:15:58.920 align:start position:0% >> I'll tell you how many. I monitor like 00:15:58.920 --> 00:16:00.470 align:start position:0% >> I'll tell you how many. I monitor like the<00:15:59.160><c> Reddit</c><00:15:59.520><c> forums</c><00:16:00.000><c> for</c><00:16:00.120><c> like</c><00:16:00.360><c> app</c> 00:16:00.470 --> 00:16:00.480 align:start position:0% the Reddit forums for like app 00:16:00.480 --> 00:16:02.350 align:start position:0% the Reddit forums for like app development<00:16:01.080><c> across</c><00:16:01.480><c> all</c><00:16:01.680><c> these</c><00:16:01.840><c> Shopify</c><00:16:02.280><c> app</c> 00:16:02.350 --> 00:16:02.360 align:start position:0% development across all these Shopify app 00:16:02.360 --> 00:16:03.990 align:start position:0% development across all these Shopify app developers.<00:16:02.640><c> The</c><00:16:02.720><c> number</c><00:16:03.000><c> one</c><00:16:03.280><c> thing</c><00:16:03.880><c> that</c> 00:16:03.990 --> 00:16:04.000 align:start position:0% developers. The number one thing that 00:16:04.000 --> 00:16:05.190 align:start position:0% developers. The number one thing that people<00:16:04.240><c> say</c><00:16:04.440><c> is</c><00:16:04.560><c> like,</c><00:16:04.720><c> "Hey,</c><00:16:04.840><c> I</c><00:16:04.920><c> built</c><00:16:05.080><c> this</c> 00:16:05.190 --> 00:16:05.200 align:start position:0% people say is like, "Hey, I built this 00:16:05.200 --> 00:16:07.190 align:start position:0% people say is like, "Hey, I built this great<00:16:05.440><c> app,</c><00:16:05.920><c> but</c><00:16:06.400><c> it's</c><00:16:06.520><c> on</c><00:16:06.640><c> the</c><00:16:06.720><c> app</c><00:16:06.840><c> store</c><00:16:07.080><c> and</c> 00:16:07.190 --> 00:16:07.200 align:start position:0% great app, but it's on the app store and 00:16:07.200 --> 00:16:08.270 align:start position:0% great app, but it's on the app store and nobody's<00:16:07.480><c> installing</c><00:16:07.840><c> it."</c> 00:16:08.270 --> 00:16:08.280 align:start position:0% nobody's installing it." 00:16:08.280 --> 00:16:09.030 align:start position:0% nobody's installing it." >> It's<00:16:08.360><c> like,</c><00:16:08.680><c> yeah.</c> 00:16:09.030 --> 00:16:09.040 align:start position:0% >> It's like, yeah. 00:16:09.040 --> 00:16:10.510 align:start position:0% >> It's like, yeah. >> Yeah,<00:16:09.240><c> cuz</c><00:16:09.400><c> that's</c><00:16:09.720><c> literally</c><00:16:10.040><c> the</c><00:16:10.160><c> hardest</c> 00:16:10.510 --> 00:16:10.520 align:start position:0% >> Yeah, cuz that's literally the hardest 00:16:10.520 --> 00:16:12.510 align:start position:0% >> Yeah, cuz that's literally the hardest part.<00:16:10.920><c> And</c><00:16:11.040><c> that</c><00:16:11.160><c> was</c><00:16:11.320><c> before</c><00:16:11.720><c> AI.</c><00:16:12.080><c> Now</c><00:16:12.360><c> it's</c> 00:16:12.510 --> 00:16:12.520 align:start position:0% part. And that was before AI. Now it's 00:16:12.520 --> 00:16:15.550 align:start position:0% part. And that was before AI. Now it's like<00:16:13.040><c> with</c><00:16:13.200><c> AI,</c><00:16:13.680><c> that</c><00:16:14.000><c> is</c><00:16:14.200><c> like</c><00:16:14.840><c> the</c><00:16:15.040><c> biggest</c> 00:16:15.550 --> 00:16:15.560 align:start position:0% like with AI, that is like the biggest 00:16:15.560 --> 00:16:16.430 align:start position:0% like with AI, that is like the biggest thing.<00:16:15.680><c> You</c><00:16:15.720><c> got</c><00:16:15.800><c> to</c><00:16:15.880><c> figure</c><00:16:16.080><c> out</c><00:16:16.200><c> what</c><00:16:16.320><c> your</c> 00:16:16.430 --> 00:16:16.440 align:start position:0% thing. You got to figure out what your 00:16:16.440 --> 00:16:17.950 align:start position:0% thing. You got to figure out what your distribution<00:16:17.120><c> is</c> 00:16:17.950 --> 00:16:17.960 align:start position:0% distribution is 00:16:17.960 --> 00:16:19.470 align:start position:0% distribution is before<00:16:18.440><c> you</c><00:16:18.560><c> even</c> 00:16:19.470 --> 00:16:19.480 align:start position:0% before you even 00:16:19.480 --> 00:16:19.830 align:start position:0% before you even >> Yeah. 00:16:19.830 --> 00:16:19.840 align:start position:0% >> Yeah. 00:16:19.840 --> 00:16:21.870 align:start position:0% >> Yeah. >> start<00:16:20.200><c> touch</c><00:16:20.480><c> it</c><00:16:20.840><c> asking</c><00:16:21.280><c> Claude</c><00:16:21.560><c> to</c><00:16:21.640><c> touch</c> 00:16:21.870 --> 00:16:21.880 align:start position:0% >> start touch it asking Claude to touch 00:16:21.880 --> 00:16:22.990 align:start position:0% >> start touch it asking Claude to touch the<00:16:22.040><c> your</c><00:16:22.240><c> code.</c> 00:16:22.990 --> 00:16:23.000 align:start position:0% the your code. 00:16:23.000 --> 00:16:24.190 align:start position:0% the your code. >> Yeah,<00:16:23.040><c> I</c><00:16:23.080><c> think</c><00:16:23.320><c> so.</c><00:16:23.400><c> And</c><00:16:23.520><c> I</c><00:16:23.560><c> think</c><00:16:23.880><c> I</c><00:16:23.920><c> know</c><00:16:24.080><c> I</c> 00:16:24.190 --> 00:16:24.200 align:start position:0% >> Yeah, I think so. And I think I know I 00:16:24.200 --> 00:16:25.910 align:start position:0% >> Yeah, I think so. And I think I know I see<00:16:24.440><c> like</c><00:16:24.640><c> a</c><00:16:24.680><c> lot</c><00:16:24.880><c> of</c><00:16:25.000><c> people</c><00:16:25.360><c> and</c><00:16:25.480><c> I've</c><00:16:25.600><c> fallen</c> 00:16:25.910 --> 00:16:25.920 align:start position:0% see like a lot of people and I've fallen 00:16:25.920 --> 00:16:27.790 align:start position:0% see like a lot of people and I've fallen into<00:16:26.080><c> the</c><00:16:26.200><c> trap</c><00:16:26.440><c> myself</c><00:16:26.880><c> at</c><00:16:27.000><c> times</c><00:16:27.360><c> is</c><00:16:27.480><c> you</c><00:16:27.560><c> can</c> 00:16:27.790 --> 00:16:27.800 align:start position:0% into the trap myself at times is you can 00:16:27.800 --> 00:16:30.470 align:start position:0% into the trap myself at times is you can get<00:16:28.160><c> on</c><00:16:28.760><c> the</c><00:16:29.000><c> it's</c><00:16:29.240><c> it</c><00:16:29.400><c> can</c><00:16:29.600><c> feel</c><00:16:29.800><c> like</c><00:16:30.040><c> the</c> 00:16:30.470 --> 00:16:30.480 align:start position:0% get on the it's it can feel like the 00:16:30.480 --> 00:16:32.190 align:start position:0% get on the it's it can feel like the important<00:16:31.000><c> stuff</c><00:16:31.240><c> to</c><00:16:31.360><c> do</c><00:16:31.480><c> cuz</c><00:16:31.600><c> it's</c><00:16:31.760><c> the</c><00:16:31.920><c> easy</c> 00:16:32.190 --> 00:16:32.200 align:start position:0% important stuff to do cuz it's the easy 00:16:32.200 --> 00:16:34.150 align:start position:0% important stuff to do cuz it's the easy stuff<00:16:32.480><c> to</c><00:16:32.600><c> do</c><00:16:32.720><c> to</c><00:16:32.839><c> optimize</c><00:16:33.400><c> your</c><00:16:33.520><c> listing</c><00:16:34.000><c> and</c> 00:16:34.150 --> 00:16:34.160 align:start position:0% stuff to do to optimize your listing and 00:16:34.160 --> 00:16:35.790 align:start position:0% stuff to do to optimize your listing and try<00:16:34.400><c> and</c><00:16:34.560><c> track</c><00:16:34.800><c> your</c><00:16:34.880><c> keywords</c><00:16:35.400><c> and</c><00:16:35.520><c> stuff,</c> 00:16:35.790 --> 00:16:35.800 align:start position:0% try and track your keywords and stuff, 00:16:35.800 --> 00:16:37.070 align:start position:0% try and track your keywords and stuff, but<00:16:36.000><c> when</c><00:16:36.160><c> you're</c><00:16:36.280><c> when</c><00:16:36.440><c> you're</c><00:16:36.560><c> in</c><00:16:36.680><c> the</c><00:16:36.800><c> early</c> 00:16:37.070 --> 00:16:37.080 align:start position:0% but when you're when you're in the early 00:16:37.080 --> 00:16:39.470 align:start position:0% but when you're when you're in the early days,<00:16:37.880><c> it's</c><00:16:38.160><c> sitting</c><00:16:38.520><c> down</c><00:16:38.760><c> and</c><00:16:39.000><c> talking</c><00:16:39.400><c> to</c> 00:16:39.470 --> 00:16:39.480 align:start position:0% days, it's sitting down and talking to 00:16:39.480 --> 00:16:41.150 align:start position:0% days, it's sitting down and talking to people.<00:16:39.839><c> It's</c><00:16:40.000><c> being</c><00:16:40.280><c> in</c><00:16:40.400><c> rooms</c><00:16:40.720><c> like</c><00:16:40.920><c> this</c> 00:16:41.150 --> 00:16:41.160 align:start position:0% people. It's being in rooms like this 00:16:41.160 --> 00:16:43.510 align:start position:0% people. It's being in rooms like this room<00:16:41.520><c> and</c><00:16:42.040><c> small</c><00:16:42.440><c> meetups,</c><00:16:42.920><c> all</c><00:16:43.080><c> of</c><00:16:43.160><c> that</c><00:16:43.360><c> sort</c> 00:16:43.510 --> 00:16:43.520 align:start position:0% room and small meetups, all of that sort 00:16:43.520 --> 00:16:45.870 align:start position:0% room and small meetups, all of that sort of<00:16:43.560><c> stuff.</c><00:16:44.200><c> Talking</c><00:16:44.600><c> to</c><00:16:44.720><c> merchants.</c><00:16:45.400><c> Um.</c> 00:16:45.870 --> 00:16:45.880 align:start position:0% of stuff. Talking to merchants. Um. 00:16:45.880 --> 00:16:47.190 align:start position:0% of stuff. Talking to merchants. Um. >> It<00:16:45.920><c> used</c><00:16:46.160><c> to</c><00:16:46.240><c> be</c><00:16:46.320><c> important</c><00:16:46.880><c> that</c><00:16:47.040><c> you</c><00:16:47.120><c> know,</c> 00:16:47.190 --> 00:16:47.200 align:start position:0% >> It used to be important that you know, 00:16:47.200 --> 00:16:48.750 align:start position:0% >> It used to be important that you know, they<00:16:47.480><c> always</c><00:16:47.760><c> say</c><00:16:47.960><c> like</c><00:16:48.120><c> in</c><00:16:48.200><c> the</c><00:16:48.280><c> beginning</c> 00:16:48.750 --> 00:16:48.760 align:start position:0% they always say like in the beginning 00:16:48.760 --> 00:16:50.030 align:start position:0% they always say like in the beginning your<00:16:49.040><c> first</c><00:16:49.280><c> few</c><00:16:49.440><c> customers</c><00:16:49.760><c> should</c><00:16:49.839><c> be</c><00:16:49.920><c> your</c> 00:16:50.030 --> 00:16:50.040 align:start position:0% your first few customers should be your 00:16:50.040 --> 00:16:51.950 align:start position:0% your first few customers should be your best<00:16:50.280><c> friends.</c><00:16:51.080><c> And</c><00:16:51.280><c> like,</c><00:16:51.720><c> you</c><00:16:51.760><c> know,</c><00:16:51.880><c> I</c> 00:16:51.950 --> 00:16:51.960 align:start position:0% best friends. And like, you know, I 00:16:51.960 --> 00:16:54.829 align:start position:0% best friends. And like, you know, I think<00:16:52.240><c> our</c><00:16:52.440><c> first</c><00:16:53.120><c> clients</c><00:16:53.520><c> with</c><00:16:53.600><c> Osello,</c><00:16:54.400><c> I</c> 00:16:54.829 --> 00:16:54.839 align:start position:0% think our first clients with Osello, I 00:16:54.839 --> 00:16:58.070 align:start position:0% think our first clients with Osello, I speak<00:16:55.160><c> more</c><00:16:55.480><c> to</c><00:16:55.800><c> than,</c><00:16:56.560><c> you</c><00:16:56.680><c> know,</c><00:16:57.480><c> aside</c><00:16:57.920><c> from</c> 00:16:58.070 --> 00:16:58.080 align:start position:0% speak more to than, you know, aside from 00:16:58.080 --> 00:16:59.750 align:start position:0% speak more to than, you know, aside from my<00:16:58.280><c> direct</c><00:16:58.680><c> family,</c><00:16:59.080><c> probably</c><00:16:59.440><c> more</c><00:16:59.640><c> than</c> 00:16:59.750 --> 00:16:59.760 align:start position:0% my direct family, probably more than 00:16:59.760 --> 00:17:01.670 align:start position:0% my direct family, probably more than anybody<00:17:00.080><c> else</c><00:17:00.400><c> that</c><00:17:00.600><c> I</c><00:17:00.640><c> know.</c> 00:17:01.670 --> 00:17:01.680 align:start position:0% anybody else that I know. 00:17:01.680 --> 00:17:03.550 align:start position:0% anybody else that I know. Um,<00:17:01.760><c> cuz</c><00:17:01.920><c> we</c><00:17:02.040><c> have</c><00:17:02.200><c> weekly</c><00:17:02.520><c> calls</c><00:17:02.960><c> and</c><00:17:03.080><c> we</c><00:17:03.280><c> keep</c> 00:17:03.550 --> 00:17:03.560 align:start position:0% Um, cuz we have weekly calls and we keep 00:17:03.560 --> 00:17:06.470 align:start position:0% Um, cuz we have weekly calls and we keep up<00:17:03.760><c> on</c><00:17:03.880><c> everything.</c><00:17:04.280><c> And</c><00:17:04.400><c> so,</c><00:17:05.199><c> um,</c><00:17:06.000><c> that</c><00:17:06.319><c> is</c> 00:17:06.470 --> 00:17:06.480 align:start position:0% up on everything. And so, um, that is 00:17:06.480 --> 00:17:08.230 align:start position:0% up on everything. And so, um, that is more<00:17:06.839><c> critically</c><00:17:07.240><c> important</c><00:17:07.800><c> now</c><00:17:08.079><c> in</c><00:17:08.160><c> the</c> 00:17:08.230 --> 00:17:08.240 align:start position:0% more critically important now in the 00:17:08.240 --> 00:17:09.949 align:start position:0% more critically important now in the world<00:17:08.480><c> of</c><00:17:08.600><c> AI</c><00:17:08.839><c> because</c><00:17:09.120><c> you</c><00:17:09.199><c> have</c><00:17:09.360><c> to</c><00:17:09.560><c> really</c> 00:17:09.949 --> 00:17:09.959 align:start position:0% world of AI because you have to really 00:17:09.959 --> 00:17:11.790 align:start position:0% world of AI because you have to really deeply<00:17:10.400><c> understand</c><00:17:10.959><c> their</c><00:17:11.079><c> product</c><00:17:11.680><c> or</c> 00:17:11.790 --> 00:17:11.800 align:start position:0% deeply understand their product or 00:17:11.800 --> 00:17:13.510 align:start position:0% deeply understand their product or understand<00:17:12.120><c> their</c><00:17:12.199><c> problem,</c><00:17:12.520><c> sorry.</c><00:17:13.240><c> So,</c><00:17:13.360><c> you</c> 00:17:13.510 --> 00:17:13.520 align:start position:0% understand their problem, sorry. So, you 00:17:13.520 --> 00:17:14.949 align:start position:0% understand their problem, sorry. So, you deeply<00:17:13.920><c> understand</c><00:17:14.280><c> their</c><00:17:14.360><c> problems</c><00:17:14.800><c> and</c> 00:17:14.949 --> 00:17:14.959 align:start position:0% deeply understand their problems and 00:17:14.959 --> 00:17:17.309 align:start position:0% deeply understand their problems and that<00:17:15.240><c> will</c><00:17:15.360><c> differentiate</c><00:17:16.360><c> you</c><00:17:16.560><c> from</c><00:17:17.160><c> the</c> 00:17:17.309 --> 00:17:17.319 align:start position:0% that will differentiate you from the 00:17:17.319 --> 00:17:20.110 align:start position:0% that will differentiate you from the other<00:17:17.959><c> apps</c><00:17:18.280><c> that</c><00:17:18.439><c> are</c><00:17:18.560><c> there.</c><00:17:19.439><c> And</c><00:17:20.040><c> uh</c> 00:17:20.110 --> 00:17:20.120 align:start position:0% other apps that are there. And uh 00:17:20.120 --> 00:17:21.910 align:start position:0% other apps that are there. And uh previously<00:17:20.640><c> again,</c><00:17:21.079><c> you</c><00:17:21.199><c> didn't</c><00:17:21.439><c> need</c><00:17:21.680><c> to</c><00:17:21.800><c> do</c> 00:17:21.910 --> 00:17:21.920 align:start position:0% previously again, you didn't need to do 00:17:21.920 --> 00:17:23.550 align:start position:0% previously again, you didn't need to do that<00:17:22.240><c> because</c><00:17:22.520><c> you</c><00:17:22.600><c> got</c><00:17:22.839><c> distribution</c><00:17:23.439><c> and</c> 00:17:23.550 --> 00:17:23.560 align:start position:0% that because you got distribution and 00:17:23.560 --> 00:17:25.350 align:start position:0% that because you got distribution and managed<00:17:23.880><c> to</c><00:17:24.000><c> hit</c><00:17:24.199><c> that</c><00:17:24.400><c> other,</c><00:17:25.000><c> you</c><00:17:25.120><c> know,</c><00:17:25.240><c> you</c> 00:17:25.350 --> 00:17:25.360 align:start position:0% managed to hit that other, you know, you 00:17:25.360 --> 00:17:27.470 align:start position:0% managed to hit that other, you know, you could<00:17:25.520><c> hit</c><00:17:25.680><c> enough</c><00:17:26.120><c> users</c><00:17:26.720><c> that</c><00:17:26.880><c> you</c><00:17:27.079><c> didn't</c> 00:17:27.470 --> 00:17:27.480 align:start position:0% could hit enough users that you didn't 00:17:27.480 --> 00:17:29.350 align:start position:0% could hit enough users that you didn't need<00:17:27.760><c> to</c> 00:17:29.350 --> 00:17:29.360 align:start position:0% need to 00:17:29.360 --> 00:17:31.670 align:start position:0% need to hit<00:17:29.800><c> a</c><00:17:29.880><c> very</c><00:17:30.360><c> specific</c><00:17:30.880><c> point,</c><00:17:31.160><c> but</c><00:17:31.280><c> now</c><00:17:31.560><c> you</c> 00:17:31.670 --> 00:17:31.680 align:start position:0% hit a very specific point, but now you 00:17:31.680 --> 00:17:34.670 align:start position:0% hit a very specific point, but now you really<00:17:31.920><c> do.</c><00:17:32.680><c> Um</c><00:17:33.120><c> also,</c><00:17:33.520><c> you</c><00:17:33.640><c> need</c><00:17:33.840><c> very</c> 00:17:34.670 --> 00:17:34.680 align:start position:0% really do. Um also, you need very 00:17:34.680 --> 00:17:36.590 align:start position:0% really do. Um also, you need very authentic<00:17:35.280><c> social</c><00:17:35.720><c> proof</c><00:17:35.960><c> now</c><00:17:36.280><c> where</c> 00:17:36.590 --> 00:17:36.600 align:start position:0% authentic social proof now where 00:17:36.600 --> 00:17:38.430 align:start position:0% authentic social proof now where previously<00:17:37.240><c> you</c><00:17:37.360><c> could,</c><00:17:37.960><c> you</c><00:17:38.040><c> know,</c><00:17:38.200><c> in</c><00:17:38.320><c> the</c> 00:17:38.430 --> 00:17:38.440 align:start position:0% previously you could, you know, in the 00:17:38.440 --> 00:17:40.270 align:start position:0% previously you could, you know, in the old<00:17:38.600><c> days</c><00:17:38.840><c> you</c><00:17:38.920><c> could</c><00:17:39.040><c> just</c><00:17:39.600><c> you</c><00:17:39.720><c> know,</c><00:17:39.960><c> hire</c> 00:17:40.270 --> 00:17:40.280 align:start position:0% old days you could just you know, hire 00:17:40.280 --> 00:17:42.550 align:start position:0% old days you could just you know, hire an<00:17:40.400><c> actor</c><00:17:40.840><c> to</c><00:17:41.320><c> that</c><00:17:41.600><c> looks</c><00:17:41.800><c> like</c><00:17:41.920><c> a</c><00:17:42.000><c> doctor</c><00:17:42.400><c> and</c> 00:17:42.550 --> 00:17:42.560 align:start position:0% an actor to that looks like a doctor and 00:17:42.560 --> 00:17:43.630 align:start position:0% an actor to that looks like a doctor and say<00:17:42.680><c> this</c><00:17:42.840><c> doctor</c><00:17:43.160><c> is</c><00:17:43.240><c> supporting</c><00:17:43.560><c> my</c> 00:17:43.630 --> 00:17:43.640 align:start position:0% say this doctor is supporting my 00:17:43.640 --> 00:17:45.670 align:start position:0% say this doctor is supporting my product.<00:17:44.200><c> You</c><00:17:44.240><c> can't</c><00:17:44.520><c> that</c><00:17:45.000><c> went</c><00:17:45.160><c> away,</c><00:17:45.600><c> you</c> 00:17:45.670 --> 00:17:45.680 align:start position:0% product. You can't that went away, you 00:17:45.680 --> 00:17:48.350 align:start position:0% product. You can't that went away, you know,<00:17:45.760><c> a</c><00:17:45.840><c> few</c><00:17:46.000><c> years</c><00:17:46.200><c> ago</c><00:17:46.560><c> that</c><00:17:46.920><c> and</c><00:17:47.040><c> then</c><00:17:47.200><c> now</c> 00:17:48.350 --> 00:17:48.360 align:start position:0% know, a few years ago that and then now 00:17:48.360 --> 00:17:50.590 align:start position:0% know, a few years ago that and then now um<00:17:48.560><c> and</c><00:17:48.720><c> then</c><00:17:49.200><c> now</c><00:17:49.520><c> it's</c><00:17:49.720><c> like</c><00:17:49.920><c> even</c><00:17:50.120><c> a</c><00:17:50.160><c> review</c> 00:17:50.590 --> 00:17:50.600 align:start position:0% um and then now it's like even a review 00:17:50.600 --> 00:17:53.150 align:start position:0% um and then now it's like even a review is<00:17:50.720><c> hard</c><00:17:51.040><c> to</c><00:17:51.200><c> put</c><00:17:51.400><c> up.</c><00:17:51.840><c> So</c><00:17:52.520><c> uh</c><00:17:52.720><c> with</c><00:17:52.840><c> Osella</c> 00:17:53.150 --> 00:17:53.160 align:start position:0% is hard to put up. So uh with Osella 00:17:53.160 --> 00:17:54.670 align:start position:0% is hard to put up. So uh with Osella being<00:17:53.320><c> focused</c><00:17:53.560><c> on</c><00:17:53.680><c> video</c><00:17:53.920><c> reviews</c><00:17:54.400><c> even</c><00:17:54.640><c> I</c> 00:17:54.670 --> 00:17:54.680 align:start position:0% being focused on video reviews even I 00:17:54.680 --> 00:17:56.030 align:start position:0% being focused on video reviews even I don't<00:17:54.960><c> know</c><00:17:55.000><c> what</c><00:17:55.280><c> I</c><00:17:55.360><c> guess</c><00:17:55.800><c> you're</c><00:17:55.880><c> giving</c> 00:17:56.030 --> 00:17:56.040 align:start position:0% don't know what I guess you're giving 00:17:56.040 --> 00:17:57.390 align:start position:0% don't know what I guess you're giving away<00:17:56.200><c> some</c><00:17:56.360><c> secret</c><00:17:56.680><c> sauce</c><00:17:56.920><c> there,</c><00:17:57.160><c> but</c> 00:17:57.390 --> 00:17:57.400 align:start position:0% away some secret sauce there, but 00:17:57.400 --> 00:17:58.790 align:start position:0% away some secret sauce there, but >> No,<00:17:57.440><c> I</c><00:17:57.480><c> saw</c><00:17:57.760><c> I</c><00:17:57.840><c> saw</c><00:17:58.040><c> a</c><00:17:58.080><c> couple</c><00:17:58.360><c> of</c><00:17:58.440><c> them</c><00:17:58.600><c> on</c><00:17:58.720><c> your</c> 00:17:58.790 --> 00:17:58.800 align:start position:0% >> No, I saw I saw a couple of them on your 00:17:58.800 --> 00:18:00.070 align:start position:0% >> No, I saw I saw a couple of them on your website<00:17:59.280><c> and</c><00:17:59.360><c> like</c><00:17:59.600><c> you're</c><00:17:59.760><c> right,</c><00:17:59.960><c> the</c> 00:18:00.070 --> 00:18:00.080 align:start position:0% website and like you're right, the 00:18:00.080 --> 00:18:02.150 align:start position:0% website and like you're right, the richness<00:18:00.560><c> of</c><00:18:00.640><c> that</c><00:18:00.800><c> content</c><00:18:01.360><c> versus</c><00:18:01.840><c> like</c><00:18:02.040><c> we</c> 00:18:02.150 --> 00:18:02.160 align:start position:0% richness of that content versus like we 00:18:02.160 --> 00:18:04.310 align:start position:0% richness of that content versus like we all<00:18:02.600><c> work</c><00:18:02.880><c> so</c><00:18:03.040><c> hard</c><00:18:03.320><c> to</c><00:18:03.400><c> get</c><00:18:03.560><c> those</c><00:18:03.800><c> reviews,</c> 00:18:04.310 --> 00:18:04.320 align:start position:0% all work so hard to get those reviews, 00:18:04.320 --> 00:18:06.270 align:start position:0% all work so hard to get those reviews, but<00:18:04.880><c> they're</c><00:18:05.040><c> not</c><00:18:05.280><c> actually</c><00:18:05.840><c> um</c><00:18:06.120><c> yeah,</c> 00:18:06.270 --> 00:18:06.280 align:start position:0% but they're not actually um yeah, 00:18:06.280 --> 00:18:07.670 align:start position:0% but they're not actually um yeah, they're<00:18:06.760><c> they're</c><00:18:06.920><c> definitely</c><00:18:07.280><c> good</c><00:18:07.480><c> for</c><00:18:07.560><c> the</c> 00:18:07.670 --> 00:18:07.680 align:start position:0% they're they're definitely good for the 00:18:07.680 --> 00:18:09.750 align:start position:0% they're they're definitely good for the algorithm<00:18:08.200><c> still,</c><00:18:08.600><c> but</c><00:18:09.160><c> yeah,</c><00:18:09.360><c> I</c><00:18:09.400><c> think</c><00:18:09.560><c> that</c> 00:18:09.750 --> 00:18:09.760 align:start position:0% algorithm still, but yeah, I think that 00:18:09.760 --> 00:18:11.590 align:start position:0% algorithm still, but yeah, I think that that's<00:18:10.000><c> it.</c><00:18:10.120><c> The</c><00:18:10.240><c> true</c><00:18:10.480><c> stories</c><00:18:11.120><c> and</c><00:18:11.240><c> having</c><00:18:11.520><c> a</c> 00:18:11.590 --> 00:18:11.600 align:start position:0% that's it. The true stories and having a 00:18:11.600 --> 00:18:13.550 align:start position:0% that's it. The true stories and having a person<00:18:12.120><c> sitting</c><00:18:12.440><c> on</c><00:18:12.560><c> the</c><00:18:12.640><c> floor</c><00:18:13.040><c> of</c><00:18:13.160><c> the</c> 00:18:13.550 --> 00:18:13.560 align:start position:0% person sitting on the floor of the 00:18:13.560 --> 00:18:15.550 align:start position:0% person sitting on the floor of the business<00:18:14.320><c> um</c><00:18:14.400><c> actually</c><00:18:14.720><c> talking</c><00:18:15.080><c> about</c><00:18:15.440><c> it.</c> 00:18:15.550 --> 00:18:15.560 align:start position:0% business um actually talking about it. 00:18:15.560 --> 00:18:17.510 align:start position:0% business um actually talking about it. That<00:18:15.800><c> that's</c><00:18:16.040><c> what</c><00:18:16.200><c> gives</c><00:18:16.480><c> real</c><00:18:16.840><c> credibility.</c> 00:18:17.510 --> 00:18:17.520 align:start position:0% That that's what gives real credibility. 00:18:17.520 --> 00:18:18.550 align:start position:0% That that's what gives real credibility. And<00:18:17.640><c> also,</c><00:18:17.920><c> I</c><00:18:17.960><c> think</c> 00:18:18.550 --> 00:18:18.560 align:start position:0% And also, I think 00:18:18.560 --> 00:18:19.910 align:start position:0% And also, I think >> Like<00:18:18.880><c> that</c><00:18:19.000><c> would</c><00:18:19.120><c> be</c><00:18:19.240><c> my</c><00:18:19.480><c> That</c><00:18:19.600><c> would</c><00:18:19.680><c> be</c><00:18:19.760><c> my</c> 00:18:19.910 --> 00:18:19.920 align:start position:0% >> Like that would be my That would be my 00:18:19.920 --> 00:18:21.590 align:start position:0% >> Like that would be my That would be my feature<00:18:20.240><c> request</c><00:18:20.720><c> for</c><00:18:20.800><c> the</c><00:18:20.880><c> Shopify</c><00:18:21.440><c> app</c> 00:18:21.590 --> 00:18:21.600 align:start position:0% feature request for the Shopify app 00:18:21.600 --> 00:18:22.790 align:start position:0% feature request for the Shopify app team.<00:18:21.840><c> I</c><00:18:21.880><c> should</c><00:18:22.080><c> tell</c><00:18:22.240><c> them.</c> 00:18:22.790 --> 00:18:22.800 align:start position:0% team. I should tell them. 00:18:22.800 --> 00:18:23.990 align:start position:0% team. I should tell them. >> Yeah,<00:18:22.960><c> well</c><00:18:23.080><c> there</c><00:18:23.200><c> should</c><00:18:23.360><c> be</c><00:18:23.480><c> someone</c><00:18:23.800><c> here</c> 00:18:23.990 --> 00:18:24.000 align:start position:0% >> Yeah, well there should be someone here 00:18:24.000 --> 00:18:25.310 align:start position:0% >> Yeah, well there should be someone here for<00:18:24.120><c> that.</c><00:18:24.360><c> We</c><00:18:24.480><c> can</c><00:18:24.600><c> talk</c><00:18:24.720><c> about</c><00:18:24.880><c> that.</c> 00:18:25.310 --> 00:18:25.320 align:start position:0% for that. We can talk about that. 00:18:25.320 --> 00:18:26.750 align:start position:0% for that. We can talk about that. >> for<00:18:25.480><c> apps.</c><00:18:25.920><c> I</c><00:18:25.960><c> think</c><00:18:26.120><c> that</c><00:18:26.240><c> would</c><00:18:26.360><c> be</c><00:18:26.480><c> actually</c> 00:18:26.750 --> 00:18:26.760 align:start position:0% >> for apps. I think that would be actually 00:18:26.760 --> 00:18:28.190 align:start position:0% >> for apps. I think that would be actually a<00:18:26.800><c> good</c><00:18:26.960><c> idea</c><00:18:27.440><c> cuz</c><00:18:27.640><c> there's</c><00:18:27.800><c> always</c><00:18:28.000><c> they're</c> 00:18:28.190 --> 00:18:28.200 align:start position:0% a good idea cuz there's always they're 00:18:28.200 --> 00:18:29.750 align:start position:0% a good idea cuz there's always they're constantly<00:18:28.640><c> fighting</c><00:18:28.960><c> fake</c><00:18:29.200><c> reviews</c><00:18:29.640><c> and</c> 00:18:29.750 --> 00:18:29.760 align:start position:0% constantly fighting fake reviews and 00:18:29.760 --> 00:18:31.390 align:start position:0% constantly fighting fake reviews and stuff<00:18:29.920><c> like</c><00:18:30.040><c> that,</c><00:18:30.280><c> right?</c><00:18:30.480><c> So</c><00:18:30.640><c> it's</c><00:18:31.080><c> but</c><00:18:31.280><c> you</c> 00:18:31.390 --> 00:18:31.400 align:start position:0% stuff like that, right? So it's but you 00:18:31.400 --> 00:18:33.190 align:start position:0% stuff like that, right? So it's but you can't<00:18:31.640><c> really</c><00:18:31.880><c> fake</c><00:18:32.360><c> a</c> 00:18:33.190 --> 00:18:33.200 align:start position:0% can't really fake a 00:18:33.200 --> 00:18:34.190 align:start position:0% can't really fake a Yeah,<00:18:33.360><c> that's</c><00:18:33.600><c> it.</c><00:18:33.680><c> Sitting</c><00:18:33.960><c> with</c><00:18:34.080><c> your</c> 00:18:34.190 --> 00:18:34.200 align:start position:0% Yeah, that's it. Sitting with your 00:18:34.200 --> 00:18:34.710 align:start position:0% Yeah, that's it. Sitting with your client. 00:18:34.710 --> 00:18:34.720 align:start position:0% client. 00:18:34.720 --> 00:18:36.550 align:start position:0% client. >> Yeah,<00:18:34.920><c> I</c><00:18:34.960><c> don't</c><00:18:35.120><c> know.</c><00:18:35.360><c> I</c><00:18:35.440><c> think</c><00:18:35.840><c> they</c><00:18:36.280><c> I</c><00:18:36.320><c> think</c> 00:18:36.550 --> 00:18:36.560 align:start position:0% >> Yeah, I don't know. I think they I think 00:18:36.560 --> 00:18:38.150 align:start position:0% >> Yeah, I don't know. I think they I think like<00:18:36.720><c> the</c><00:18:36.880><c> app</c><00:18:37.040><c> store</c><00:18:37.320><c> I</c><00:18:37.360><c> think</c><00:18:37.560><c> again</c><00:18:37.840><c> people</c> 00:18:38.150 --> 00:18:38.160 align:start position:0% like the app store I think again people 00:18:38.160 --> 00:18:40.270 align:start position:0% like the app store I think again people are<00:18:38.360><c> I</c><00:18:38.440><c> think</c><00:18:38.680><c> too</c><00:18:38.920><c> focused</c><00:18:39.400><c> on</c><00:18:39.520><c> the</c><00:18:39.680><c> app</c><00:18:39.840><c> store</c> 00:18:40.270 --> 00:18:40.280 align:start position:0% are I think too focused on the app store 00:18:40.280 --> 00:18:42.270 align:start position:0% are I think too focused on the app store and<00:18:40.520><c> that</c><00:18:40.800><c> that's</c><00:18:41.120><c> where</c><00:18:41.760><c> there</c><00:18:41.920><c> needs</c> 00:18:42.270 --> 00:18:42.280 align:start position:0% and that that's where there needs 00:18:42.280 --> 00:18:44.110 align:start position:0% and that that's where there needs improvement<00:18:42.840><c> to</c><00:18:42.920><c> the</c><00:18:43.040><c> app</c><00:18:43.200><c> store</c><00:18:43.480><c> ecosystem</c> 00:18:44.110 --> 00:18:44.120 align:start position:0% improvement to the app store ecosystem 00:18:44.120 --> 00:18:46.630 align:start position:0% improvement to the app store ecosystem will<00:18:44.280><c> actually</c><00:18:45.120><c> improve</c><00:18:45.840><c> the</c><00:18:46.000><c> performance</c><00:18:46.520><c> of</c> 00:18:46.630 --> 00:18:46.640 align:start position:0% will actually improve the performance of 00:18:46.640 --> 00:18:48.710 align:start position:0% will actually improve the performance of apps.<00:18:46.960><c> Like</c><00:18:47.280><c> obviously</c><00:18:47.720><c> people</c><00:18:48.080><c> have</c><00:18:48.240><c> lost</c> 00:18:48.710 --> 00:18:48.720 align:start position:0% apps. Like obviously people have lost 00:18:48.720 --> 00:18:50.230 align:start position:0% apps. Like obviously people have lost there's<00:18:48.960><c> been</c><00:18:49.160><c> review</c><00:18:49.520><c> calls</c><00:18:49.880><c> and</c><00:18:50.000><c> stuff</c> 00:18:50.230 --> 00:18:50.240 align:start position:0% there's been review calls and stuff 00:18:50.240 --> 00:18:52.070 align:start position:0% there's been review calls and stuff happen<00:18:50.640><c> and</c><00:18:51.080><c> there's</c><00:18:51.280><c> lots</c><00:18:51.480><c> of</c><00:18:51.680><c> there's</c><00:18:51.880><c> lots</c> 00:18:52.070 --> 00:18:52.080 align:start position:0% happen and there's lots of there's lots 00:18:52.080 --> 00:18:53.910 align:start position:0% happen and there's lots of there's lots of<00:18:52.160><c> issues</c><00:18:52.480><c> around</c><00:18:52.880><c> app</c><00:18:53.120><c> piracy</c><00:18:53.680><c> and</c><00:18:53.760><c> that</c> 00:18:53.910 --> 00:18:53.920 align:start position:0% of issues around app piracy and that 00:18:53.920 --> 00:18:55.830 align:start position:0% of issues around app piracy and that sort<00:18:54.040><c> of</c><00:18:54.120><c> stuff,</c><00:18:54.480><c> but</c><00:18:55.160><c> I</c><00:18:55.280><c> don't</c><00:18:55.440><c> know.</c><00:18:55.560><c> I</c><00:18:55.600><c> think</c> 00:18:55.830 --> 00:18:55.840 align:start position:0% sort of stuff, but I don't know. I think 00:18:55.840 --> 00:18:57.590 align:start position:0% sort of stuff, but I don't know. I think again<00:18:56.160><c> the</c><00:18:56.280><c> distribution</c><00:18:56.960><c> outside</c><00:18:57.400><c> of</c><00:18:57.480><c> the</c> 00:18:57.590 --> 00:18:57.600 align:start position:0% again the distribution outside of the 00:18:57.600 --> 00:18:59.070 align:start position:0% again the distribution outside of the app<00:18:57.840><c> store</c><00:18:58.120><c> is</c><00:18:58.320><c> particularly</c><00:18:58.880><c> when</c><00:18:59.000><c> you're</c> 00:18:59.070 --> 00:18:59.080 align:start position:0% app store is particularly when you're 00:18:59.080 --> 00:19:00.870 align:start position:0% app store is particularly when you're starting<00:18:59.560><c> out.</c><00:18:59.800><c> That's</c><00:19:00.040><c> where</c><00:19:00.240><c> it</c><00:19:00.360><c> is.</c><00:19:00.520><c> It's</c> 00:19:00.870 --> 00:19:00.880 align:start position:0% starting out. That's where it is. It's 00:19:00.880 --> 00:19:02.670 align:start position:0% starting out. That's where it is. It's um<00:19:01.400><c> yeah,</c><00:19:01.520><c> it's</c><00:19:01.680><c> the</c><00:19:01.760><c> conversations</c><00:19:02.480><c> you</c><00:19:02.560><c> have</c> 00:19:02.670 --> 00:19:02.680 align:start position:0% um yeah, it's the conversations you have 00:19:02.680 --> 00:19:05.110 align:start position:0% um yeah, it's the conversations you have on<00:19:02.800><c> LinkedIn.</c><00:19:03.280><c> It's</c><00:19:03.560><c> the</c><00:19:04.120><c> it's</c><00:19:04.400><c> the</c><00:19:04.800><c> yeah,</c><00:19:04.960><c> the</c> 00:19:05.110 --> 00:19:05.120 align:start position:0% on LinkedIn. It's the it's the yeah, the 00:19:05.120 --> 00:19:06.670 align:start position:0% on LinkedIn. It's the it's the yeah, the events.<00:19:05.560><c> It's</c><00:19:05.800><c> all</c><00:19:05.960><c> of</c><00:19:06.040><c> the</c><00:19:06.160><c> other</c><00:19:06.320><c> stuff</c><00:19:06.560><c> you</c> 00:19:06.670 --> 00:19:06.680 align:start position:0% events. It's all of the other stuff you 00:19:06.680 --> 00:19:09.190 align:start position:0% events. It's all of the other stuff you do<00:19:06.800><c> around</c><00:19:07.280><c> and</c><00:19:07.920><c> that</c><00:19:08.160><c> that's</c><00:19:08.400><c> what</c><00:19:08.640><c> will</c><00:19:08.880><c> lead</c> 00:19:09.190 --> 00:19:09.200 align:start position:0% do around and that that's what will lead 00:19:09.200 --> 00:19:11.190 align:start position:0% do around and that that's what will lead to<00:19:09.640><c> that</c><00:19:09.840><c> distribution</c><00:19:10.640><c> and</c><00:19:10.760><c> that's</c><00:19:10.960><c> the</c><00:19:11.040><c> only</c> 00:19:11.190 --> 00:19:11.200 align:start position:0% to that distribution and that's the only 00:19:11.200 --> 00:19:12.950 align:start position:0% to that distribution and that's the only way<00:19:11.320><c> you</c><00:19:11.440><c> get</c><00:19:11.640><c> into</c><00:19:11.920><c> that</c><00:19:12.120><c> funnel</c><00:19:12.560><c> where</c><00:19:12.840><c> you</c> 00:19:12.950 --> 00:19:12.960 align:start position:0% way you get into that funnel where you 00:19:12.960 --> 00:19:14.510 align:start position:0% way you get into that funnel where you do<00:19:13.120><c> actually</c><00:19:13.440><c> start</c><00:19:13.720><c> getting</c><00:19:13.960><c> benefits</c><00:19:14.400><c> from</c> 00:19:14.510 --> 00:19:14.520 align:start position:0% do actually start getting benefits from 00:19:14.520 --> 00:19:15.750 align:start position:0% do actually start getting benefits from all<00:19:14.600><c> that</c><00:19:14.760><c> other</c><00:19:14.920><c> stuff.</c> 00:19:15.750 --> 00:19:15.760 align:start position:0% all that other stuff. 00:19:15.760 --> 00:19:17.590 align:start position:0% all that other stuff. >> Absolutely,<00:19:16.200><c> yeah.</c> 00:19:17.590 --> 00:19:17.600 align:start position:0% >> Absolutely, yeah. 00:19:17.600 --> 00:19:19.430 align:start position:0% >> Absolutely, yeah. >> Now<00:19:17.680><c> look</c><00:19:17.880><c> well</c><00:19:18.000><c> look</c><00:19:18.680><c> I'm</c><00:19:18.880><c> going</c><00:19:19.000><c> to</c><00:19:19.360><c> I'm</c> 00:19:19.430 --> 00:19:19.440 align:start position:0% >> Now look well look I'm going to I'm 00:19:19.440 --> 00:19:20.630 align:start position:0% >> Now look well look I'm going to I'm going<00:19:19.560><c> to</c><00:19:19.640><c> wrap</c><00:19:19.800><c> it</c><00:19:19.880><c> up</c><00:19:20.000><c> in</c><00:19:20.080><c> a</c><00:19:20.120><c> minute.</c><00:19:20.360><c> I</c><00:19:20.400><c> think</c> 00:19:20.630 --> 00:19:20.640 align:start position:0% going to wrap it up in a minute. I think 00:19:20.640 --> 00:19:22.310 align:start position:0% going to wrap it up in a minute. I think we've<00:19:21.080><c> yeah</c><00:19:21.240><c> covered</c><00:19:21.520><c> off</c><00:19:21.640><c> some</c><00:19:21.800><c> really</c> 00:19:22.310 --> 00:19:22.320 align:start position:0% we've yeah covered off some really 00:19:22.320 --> 00:19:24.350 align:start position:0% we've yeah covered off some really exciting<00:19:22.840><c> topics</c><00:19:23.200><c> today.</c><00:19:23.480><c> This</c><00:19:23.640><c> was</c><00:19:23.840><c> a</c><00:19:24.160><c> yeah</c> 00:19:24.350 --> 00:19:24.360 align:start position:0% exciting topics today. This was a yeah 00:19:24.360 --> 00:19:26.710 align:start position:0% exciting topics today. This was a yeah super<00:19:24.720><c> last</c><00:19:25.000><c> minute</c><00:19:25.240><c> session</c><00:19:25.680><c> so</c><00:19:26.240><c> I'm</c><00:19:26.440><c> super</c> 00:19:26.710 --> 00:19:26.720 align:start position:0% super last minute session so I'm super 00:19:26.720 --> 00:19:28.630 align:start position:0% super last minute session so I'm super happy<00:19:26.960><c> to</c><00:19:27.040><c> have</c><00:19:27.200><c> you</c><00:19:27.320><c> on</c><00:19:27.480><c> Jay</c><00:19:27.760><c> and</c><00:19:28.120><c> yeah</c><00:19:28.360><c> I</c> 00:19:28.630 --> 00:19:28.640 align:start position:0% happy to have you on Jay and yeah I 00:19:28.640 --> 00:19:30.910 align:start position:0% happy to have you on Jay and yeah I could<00:19:28.840><c> definitely</c><00:19:29.240><c> talk</c><00:19:30.080><c> talk</c><00:19:30.480><c> around</c><00:19:30.800><c> the</c> 00:19:30.910 --> 00:19:30.920 align:start position:0% could definitely talk talk around the 00:19:30.920 --> 00:19:33.110 align:start position:0% could definitely talk talk around the product<00:19:31.240><c> data</c><00:19:31.480><c> topic</c><00:19:31.840><c> forever</c><00:19:32.160><c> but</c><00:19:32.640><c> I</c><00:19:32.760><c> also</c> 00:19:33.110 --> 00:19:33.120 align:start position:0% product data topic forever but I also 00:19:33.120 --> 00:19:34.430 align:start position:0% product data topic forever but I also don't<00:19:33.400><c> think</c><00:19:33.600><c> people</c><00:19:33.880><c> are</c><00:19:33.920><c> going</c><00:19:34.040><c> to</c><00:19:34.120><c> listen</c> 00:19:34.430 --> 00:19:34.440 align:start position:0% don't think people are going to listen 00:19:34.440 --> 00:19:36.190 align:start position:0% don't think people are going to listen online<00:19:34.840><c> for</c><00:19:35.120><c> that</c><00:19:35.320><c> topic</c><00:19:35.640><c> for</c><00:19:35.760><c> too</c><00:19:35.960><c> much</c> 00:19:36.190 --> 00:19:36.200 align:start position:0% online for that topic for too much 00:19:36.200 --> 00:19:39.390 align:start position:0% online for that topic for too much longer<00:19:36.520><c> so</c><00:19:37.200><c> but</c><00:19:37.760><c> but</c><00:19:37.920><c> no</c><00:19:38.360><c> it's</c><00:19:38.680><c> just</c><00:19:38.920><c> wonderful</c> 00:19:39.390 --> 00:19:39.400 align:start position:0% longer so but but no it's just wonderful 00:19:39.400 --> 00:19:41.830 align:start position:0% longer so but but no it's just wonderful like<00:19:39.800><c> the</c><00:19:39.920><c> conversations</c><00:19:40.800><c> that</c><00:19:41.320><c> with</c><00:19:41.520><c> people</c> 00:19:41.830 --> 00:19:41.840 align:start position:0% like the conversations that with people 00:19:41.840 --> 00:19:43.630 align:start position:0% like the conversations that with people like<00:19:42.040><c> you</c><00:19:42.200><c> that</c><00:19:42.320><c> you</c><00:19:42.440><c> have</c><00:19:42.560><c> around</c><00:19:42.880><c> the</c><00:19:42.960><c> floor</c> 00:19:43.630 --> 00:19:43.640 align:start position:0% like you that you have around the floor 00:19:43.640 --> 00:19:46.110 align:start position:0% like you that you have around the floor at<00:19:44.040><c> dot</c><00:19:44.320><c> dev</c><00:19:44.560><c> and</c><00:19:44.680><c> events</c><00:19:45.000><c> like</c><00:19:45.200><c> this</c><00:19:45.520><c> they</c> 00:19:46.110 --> 00:19:46.120 align:start position:0% at dot dev and events like this they 00:19:46.120 --> 00:19:47.870 align:start position:0% at dot dev and events like this they that's<00:19:46.240><c> what</c><00:19:46.400><c> sparks</c><00:19:46.880><c> the</c><00:19:46.960><c> creativity</c><00:19:47.640><c> in</c><00:19:47.760><c> the</c> 00:19:47.870 --> 00:19:47.880 align:start position:0% that's what sparks the creativity in the 00:19:47.880 --> 00:19:49.790 align:start position:0% that's what sparks the creativity in the ecosystem<00:19:48.640><c> and</c><00:19:48.720><c> as</c><00:19:48.840><c> good</c><00:19:49.040><c> that</c><00:19:49.400><c> as</c><00:19:49.560><c> good</c><00:19:49.680><c> as</c> 00:19:49.790 --> 00:19:49.800 align:start position:0% ecosystem and as good that as good as 00:19:49.800 --> 00:19:51.830 align:start position:0% ecosystem and as good that as good as the<00:19:49.880><c> keynote</c><00:19:50.400><c> speakers</c><00:19:50.840><c> are</c><00:19:51.360><c> on</c><00:19:51.480><c> all</c><00:19:51.600><c> of</c><00:19:51.680><c> that</c> 00:19:51.830 --> 00:19:51.840 align:start position:0% the keynote speakers are on all of that 00:19:51.840 --> 00:19:54.230 align:start position:0% the keynote speakers are on all of that sort<00:19:52.000><c> of</c><00:19:52.080><c> stuff</c><00:19:52.400><c> I</c><00:19:52.480><c> just</c><00:19:52.720><c> think</c> 00:19:54.230 --> 00:19:54.240 align:start position:0% sort of stuff I just think 00:19:54.240 --> 00:19:55.630 align:start position:0% sort of stuff I just think wonderful<00:19:54.600><c> just</c><00:19:54.800><c> seeing</c><00:19:54.960><c> those</c><00:19:55.080><c> little</c><00:19:55.280><c> side</c> 00:19:55.630 --> 00:19:55.640 align:start position:0% wonderful just seeing those little side 00:19:55.640 --> 00:19:57.550 align:start position:0% wonderful just seeing those little side chats<00:19:56.000><c> the</c><00:19:56.080><c> people</c><00:19:56.400><c> sitting</c><00:19:56.720><c> in</c><00:19:56.840><c> the</c><00:19:57.320><c> in</c><00:19:57.440><c> the</c> 00:19:57.550 --> 00:19:57.560 align:start position:0% chats the people sitting in the in the 00:19:57.560 --> 00:19:59.630 align:start position:0% chats the people sitting in the in the on<00:19:57.800><c> in</c><00:19:57.920><c> the</c><00:19:58.000><c> couches</c><00:19:58.480><c> in</c><00:19:58.560><c> the</c><00:19:58.640><c> corner</c><00:19:59.040><c> who</c><00:19:59.520><c> have</c> 00:19:59.630 --> 00:19:59.640 align:start position:0% on in the couches in the corner who have 00:19:59.640 --> 00:20:00.910 align:start position:0% on in the couches in the corner who have just<00:19:59.800><c> come</c><00:20:00.000><c> up</c><00:20:00.080><c> with</c><00:20:00.200><c> an</c><00:20:00.320><c> idea</c><00:20:00.760><c> or</c><00:20:00.840><c> the</c> 00:20:00.910 --> 00:20:00.920 align:start position:0% just come up with an idea or the 00:20:00.920 --> 00:20:02.990 align:start position:0% just come up with an idea or the business<00:20:01.320><c> partners</c><00:20:01.760><c> that</c><00:20:01.880><c> have</c><00:20:02.320><c> yeah</c><00:20:02.520><c> started</c> 00:20:02.990 --> 00:20:03.000 align:start position:0% business partners that have yeah started 00:20:03.000 --> 00:20:04.790 align:start position:0% business partners that have yeah started scribbling<00:20:03.440><c> together</c><00:20:03.800><c> a</c><00:20:03.840><c> new</c><00:20:04.280><c> plan</c><00:20:04.600><c> on</c><00:20:04.720><c> the</c> 00:20:04.790 --> 00:20:04.800 align:start position:0% scribbling together a new plan on the 00:20:04.800 --> 00:20:06.710 align:start position:0% scribbling together a new plan on the back<00:20:05.000><c> of</c><00:20:05.080><c> the</c><00:20:05.160><c> serviette</c><00:20:05.760><c> and</c><00:20:05.920><c> so</c><00:20:06.440><c> yeah</c><00:20:06.520><c> I</c><00:20:06.560><c> hope</c> 00:20:06.710 --> 00:20:06.720 align:start position:0% back of the serviette and so yeah I hope 00:20:06.720 --> 00:20:07.830 align:start position:0% back of the serviette and so yeah I hope we've<00:20:06.880><c> captured</c><00:20:07.240><c> a</c><00:20:07.280><c> little</c><00:20:07.480><c> bit</c><00:20:07.600><c> of</c><00:20:07.680><c> that</c> 00:20:07.830 --> 00:20:07.840 align:start position:0% we've captured a little bit of that 00:20:07.840 --> 00:20:10.590 align:start position:0% we've captured a little bit of that today<00:20:08.320><c> and</c><00:20:09.120><c> no</c><00:20:09.320><c> just</c><00:20:09.920><c> um</c><00:20:10.040><c> thank</c><00:20:10.200><c> you</c><00:20:10.320><c> so</c><00:20:10.440><c> much</c> 00:20:10.590 --> 00:20:10.600 align:start position:0% today and no just um thank you so much 00:20:10.600 --> 00:20:11.510 align:start position:0% today and no just um thank you so much for<00:20:10.720><c> taking</c><00:20:10.960><c> part.</c> 00:20:11.510 --> 00:20:11.520 align:start position:0% for taking part. 00:20:11.520 --> 00:20:13.190 align:start position:0% for taking part. >> Hey<00:20:11.720><c> thank</c><00:20:11.960><c> you</c><00:20:12.040><c> for</c><00:20:12.160><c> having</c><00:20:12.400><c> me.</c><00:20:12.520><c> I'm</c><00:20:12.760><c> so</c><00:20:12.960><c> glad</c> 00:20:13.190 --> 00:20:13.200 align:start position:0% >> Hey thank you for having me. I'm so glad 00:20:13.200 --> 00:20:14.070 align:start position:0% >> Hey thank you for having me. I'm so glad we<00:20:13.280><c> got</c><00:20:13.480><c> to</c><00:20:13.560><c> meet</c><00:20:13.720><c> up.</c> 00:20:14.070 --> 00:20:14.080 align:start position:0% we got to meet up. 00:20:14.080 --> 00:20:16.310 align:start position:0% we got to meet up. >> Yep<00:20:14.520><c> and</c><00:20:14.960><c> I</c><00:20:15.040><c> also</c><00:20:15.320><c> think</c><00:20:15.520><c> I</c><00:20:15.560><c> forgot</c><00:20:15.880><c> to</c><00:20:16.000><c> mention</c> 00:20:16.310 --> 00:20:16.320 align:start position:0% >> Yep and I also think I forgot to mention 00:20:16.320 --> 00:20:18.150 align:start position:0% >> Yep and I also think I forgot to mention my<00:20:16.640><c> sponsor</c><00:20:17.120><c> the</c><00:20:17.240><c> support</c><00:20:17.640><c> heroes</c><00:20:18.000><c> in</c><00:20:18.080><c> the</c> 00:20:18.150 --> 00:20:18.160 align:start position:0% my sponsor the support heroes in the 00:20:18.160 --> 00:20:20.070 align:start position:0% my sponsor the support heroes in the intro<00:20:18.480><c> which</c><00:20:18.600><c> is</c><00:20:18.760><c> really</c><00:20:19.040><c> bad</c><00:20:19.400><c> form</c><00:20:19.720><c> as</c><00:20:19.840><c> well.</c> 00:20:20.070 --> 00:20:20.080 align:start position:0% intro which is really bad form as well. 00:20:20.080 --> 00:20:21.670 align:start position:0% intro which is really bad form as well. So<00:20:20.200><c> I'm</c><00:20:20.280><c> going</c><00:20:20.400><c> to</c><00:20:20.480><c> mention</c><00:20:20.840><c> them</c><00:20:21.040><c> quickly</c><00:20:21.440><c> now</c> 00:20:21.670 --> 00:20:21.680 align:start position:0% So I'm going to mention them quickly now 00:20:21.680 --> 00:20:22.670 align:start position:0% So I'm going to mention them quickly now and<00:20:21.760><c> we</c><00:20:21.840><c> might</c><00:20:22.040><c> when</c><00:20:22.160><c> we</c><00:20:22.240><c> cut</c><00:20:22.400><c> it</c><00:20:22.480><c> up</c><00:20:22.600><c> we'll</c> 00:20:22.670 --> 00:20:22.680 align:start position:0% and we might when we cut it up we'll 00:20:22.680 --> 00:20:24.230 align:start position:0% and we might when we cut it up we'll move<00:20:22.880><c> this</c><00:20:23.040><c> bit</c><00:20:23.240><c> to</c><00:20:23.320><c> the</c><00:20:23.400><c> start</c><00:20:23.760><c> or</c><00:20:23.840><c> something</c> 00:20:24.230 --> 00:20:24.240 align:start position:0% move this bit to the start or something 00:20:24.240 --> 00:20:25.270 align:start position:0% move this bit to the start or something but 00:20:25.270 --> 00:20:25.280 align:start position:0% but 00:20:25.280 --> 00:20:27.070 align:start position:0% but I<00:20:25.320><c> saw</c><00:20:25.560><c> the</c><00:20:25.760><c> cowboy</c><00:20:26.120><c> guy</c><00:20:26.360><c> was</c><00:20:26.520><c> on</c><00:20:26.680><c> yesterday</c> 00:20:27.070 --> 00:20:27.080 align:start position:0% I saw the cowboy guy was on yesterday 00:20:27.080 --> 00:20:28.750 align:start position:0% I saw the cowboy guy was on yesterday and<00:20:27.200><c> he</c><00:20:27.480><c> I</c><00:20:27.560><c> saw</c><00:20:27.800><c> his</c><00:20:28.000><c> stream</c><00:20:28.320><c> and</c><00:20:28.400><c> he</c><00:20:28.440><c> had</c><00:20:28.560><c> about</c> 00:20:28.750 --> 00:20:28.760 align:start position:0% and he I saw his stream and he had about 00:20:28.760 --> 00:20:30.670 align:start position:0% and he I saw his stream and he had about 15<00:20:29.240><c> sponsors</c><00:20:29.880><c> across</c><00:20:30.200><c> the</c><00:20:30.280><c> bottom</c><00:20:30.560><c> of</c><00:20:30.600><c> the</c> 00:20:30.670 --> 00:20:30.680 align:start position:0% 15 sponsors across the bottom of the 00:20:30.680 --> 00:20:33.270 align:start position:0% 15 sponsors across the bottom of the screen<00:20:31.160><c> so</c><00:20:31.720><c> I'm</c><00:20:31.840><c> going</c><00:20:31.960><c> to</c><00:20:32.040><c> make</c><00:20:32.280><c> sure</c><00:20:32.600><c> I</c><00:20:33.160><c> yeah</c> 00:20:33.270 --> 00:20:33.280 align:start position:0% screen so I'm going to make sure I yeah 00:20:33.280 --> 00:20:34.750 align:start position:0% screen so I'm going to make sure I yeah when<00:20:33.440><c> I</c><00:20:33.520><c> cut</c><00:20:33.720><c> it</c><00:20:33.800><c> up</c><00:20:33.960><c> I</c><00:20:34.280><c> have</c><00:20:34.360><c> to</c><00:20:34.440><c> put</c><00:20:34.520><c> a</c><00:20:34.560><c> big</c> 00:20:34.750 --> 00:20:34.760 align:start position:0% when I cut it up I have to put a big 00:20:34.760 --> 00:20:36.350 align:start position:0% when I cut it up I have to put a big logo<00:20:35.080><c> on</c><00:20:35.200><c> or</c><00:20:35.280><c> something</c><00:20:35.640><c> cuz</c><00:20:35.840><c> I</c><00:20:35.880><c> have</c><00:20:36.000><c> totally</c> 00:20:36.350 --> 00:20:36.360 align:start position:0% logo on or something cuz I have totally 00:20:36.360 --> 00:20:38.430 align:start position:0% logo on or something cuz I have totally bungled<00:20:36.760><c> that</c><00:20:36.920><c> bit</c><00:20:37.080><c> up</c><00:20:37.280><c> but</c><00:20:38.080><c> that's</c><00:20:38.320><c> right</c> 00:20:38.430 --> 00:20:38.440 align:start position:0% bungled that bit up but that's right 00:20:38.440 --> 00:20:39.710 align:start position:0% bungled that bit up but that's right we're<00:20:38.520><c> doing</c><00:20:38.720><c> another</c><00:20:38.960><c> episode</c><00:20:39.360><c> so</c><00:20:39.440><c> I'll</c><00:20:39.520><c> make</c> 00:20:39.710 --> 00:20:39.720 align:start position:0% we're doing another episode so I'll make 00:20:39.720 --> 00:20:41.229 align:start position:0% we're doing another episode so I'll make sure<00:20:39.920><c> I</c><00:20:40.160><c> get</c><00:20:40.280><c> better</c><00:20:40.520><c> on</c><00:20:40.640><c> that</c><00:20:40.840><c> so</c> 00:20:41.229 --> 00:20:41.239 align:start position:0% sure I get better on that so 00:20:41.239 --> 00:20:41.830 align:start position:0% sure I get better on that so >> [laughter] 00:20:41.830 --> 00:20:41.840 align:start position:0% >> [laughter] 00:20:41.840 --> 00:20:42.550 align:start position:0% >> [laughter] >> but<00:20:41.960><c> no</c><00:20:42.320><c> um</c> 00:20:42.550 --> 00:20:42.560 align:start position:0% >> but no um 00:20:42.560 --> 00:20:43.830 align:start position:0% >> but no um >> Do<00:20:42.960><c> you</c><00:20:43.000><c> want</c><00:20:43.160><c> to</c><00:20:43.200><c> mention</c> 00:20:43.830 --> 00:20:43.840 align:start position:0% >> Do you want to mention 00:20:43.840 --> 00:20:45.390 align:start position:0% >> Do you want to mention >> No<00:20:44.000><c> that's</c><00:20:44.200><c> all</c><00:20:44.320><c> good</c><00:20:44.560><c> no</c><00:20:44.720><c> we're</c><00:20:44.960><c> all</c><00:20:45.040><c> good</c> 00:20:45.390 --> 00:20:45.400 align:start position:0% >> No that's all good no we're all good 00:20:45.400 --> 00:20:47.630 align:start position:0% >> No that's all good no we're all good it's<00:20:45.560><c> meant</c><00:20:45.760><c> to</c><00:20:45.800><c> be</c><00:20:45.920><c> pretty</c><00:20:46.160><c> rustic</c><00:20:46.600><c> so</c> 00:20:47.630 --> 00:20:47.640 align:start position:0% it's meant to be pretty rustic so 00:20:47.640 --> 00:20:49.150 align:start position:0% it's meant to be pretty rustic so thanks<00:20:47.880><c> Jay</c><00:20:48.040><c> we'll</c><00:20:48.120><c> call</c><00:20:48.320><c> that</c><00:20:48.480><c> a</c><00:20:48.520><c> wrap</c><00:20:48.880><c> thanks</c> 00:20:49.150 --> 00:20:49.160 align:start position:0% thanks Jay we'll call that a wrap thanks 00:20:49.160 --> 00:21:32.270 align:start position:0% thanks Jay we'll call that a wrap thanks very<00:20:49.320><c> much.</c> 00:21:32.270 --> 00:21:32.280 align:start position:0% 00:21:32.280 --> 00:21:34.320 align:start position:0% >> Mhm.