WEBVTT #Elemental Media Engine(TM) 2.17.1.0 00:00:00.567 --> 00:00:00.734 TARGETS 00:00:00.734 --> 00:00:00.867 TARGETS BY 00:00:00.867 --> 00:00:01.668 TARGETS BY MORE 00:00:01.668 --> 00:00:02.068 TARGETS BY MORE THAN 00:00:02.068 --> 00:00:02.268 TARGETS BY MORE THAN 50% 00:00:02.268 --> 00:00:02.335 TARGETS BY MORE THAN 50% JOINING 00:00:02.335 --> 00:00:02.769 TARGETS BY MORE THAN 50% JOINING US 00:00:02.769 --> 00:00:02.902 TARGETS BY MORE THAN 50% JOINING US TO 00:00:02.902 --> 00:00:03.036 TARGETS BY MORE THAN 50% JOINING US TO BREAK 00:00:03.036 --> 00:00:03.770 TARGETS BY MORE THAN 50% JOINING US TO BREAK IT 00:00:03.770 --> 00:00:04.371 TARGETS BY MORE THAN 50% JOINING US TO BREAK IT DOWN 00:00:04.371 --> 00:00:05.271 JOINING US TO BREAK IT DOWN 00:00:05.271 --> 00:00:05.772 JOINING US TO BREAK IT DOWN TILLIO'S 00:00:05.772 --> 00:00:06.106 JOINING US TO BREAK IT DOWN TILLIO'S CO-FOUNDER 00:00:06.106 --> 00:00:06.306 JOINING US TO BREAK IT DOWN TILLIO'S CO-FOUNDER AND 00:00:06.306 --> 00:00:07.240 JOINING US TO BREAK IT DOWN TILLIO'S CO-FOUNDER AND CEO 00:00:07.240 --> 00:00:07.273 JOINING US TO BREAK IT DOWN TILLIO'S CO-FOUNDER AND CEO JEFF 00:00:07.273 --> 00:00:07.507 TILLIO'S CO-FOUNDER AND CEO JEFF 00:00:07.507 --> 00:00:07.540 TILLIO'S CO-FOUNDER AND CEO JEFF LAWSON 00:00:07.540 --> 00:00:07.741 LAWSON 00:00:07.741 --> 00:00:07.807 LAWSON GRATEFUL 00:00:07.807 --> 00:00:08.008 LAWSON GRATEFUL FOR 00:00:08.008 --> 00:00:08.274 LAWSON GRATEFUL FOR YOU 00:00:08.274 --> 00:00:08.641 LAWSON GRATEFUL FOR YOU COMING 00:00:08.641 --> 00:00:08.675 LAWSON GRATEFUL FOR YOU COMING ON 00:00:08.675 --> 00:00:08.808 GRATEFUL FOR YOU COMING ON 00:00:08.808 --> 00:00:08.842 GRATEFUL FOR YOU COMING ON GOOD 00:00:08.842 --> 00:00:09.109 GRATEFUL FOR YOU COMING ON GOOD TO 00:00:09.109 --> 00:00:09.409 GRATEFUL FOR YOU COMING ON GOOD TO SEE 00:00:09.409 --> 00:00:09.442 GRATEFUL FOR YOU COMING ON GOOD TO SEE YOU. 00:00:09.442 --> 00:00:09.542 GOOD TO SEE YOU. 00:00:09.542 --> 00:00:09.642 GOOD TO SEE YOU. >> 00:00:09.642 --> 00:00:09.943 GOOD TO SEE YOU. >> THANKS 00:00:09.943 --> 00:00:10.076 GOOD TO SEE YOU. >> THANKS FOR 00:00:10.076 --> 00:00:10.176 GOOD TO SEE YOU. >> THANKS FOR HAVING 00:00:10.176 --> 00:00:10.510 GOOD TO SEE YOU. >> THANKS FOR HAVING ME 00:00:10.510 --> 00:00:10.643 GOOD TO SEE YOU. >> THANKS FOR HAVING ME BACK 00:00:10.643 --> 00:00:10.677 GOOD TO SEE YOU. >> THANKS FOR HAVING ME BACK ON. 00:00:10.677 --> 00:00:10.777 >> THANKS FOR HAVING ME BACK ON. 00:00:10.777 --> 00:00:11.378 >> THANKS FOR HAVING ME BACK ON. >> 00:00:11.378 --> 00:00:11.444 >> THANKS FOR HAVING ME BACK ON. >> SO 00:00:11.444 --> 00:00:11.978 >> THANKS FOR HAVING ME BACK ON. >> SO THE 00:00:11.978 --> 00:00:12.278 >> THANKS FOR HAVING ME BACK ON. >> SO THE STREET'S 00:00:12.278 --> 00:00:13.113 >> THANKS FOR HAVING ME BACK ON. >> SO THE STREET'S KIND 00:00:13.113 --> 00:00:13.146 >> THANKS FOR HAVING ME BACK ON. >> SO THE STREET'S KIND OF 00:00:13.146 --> 00:00:13.346 >> SO THE STREET'S KIND OF 00:00:13.346 --> 00:00:13.513 >> SO THE STREET'S KIND OF ABSORBING 00:00:13.513 --> 00:00:13.880 >> SO THE STREET'S KIND OF ABSORBING THE 00:00:13.880 --> 00:00:14.814 >> SO THE STREET'S KIND OF ABSORBING THE MACRO 00:00:14.814 --> 00:00:14.848 >> SO THE STREET'S KIND OF ABSORBING THE MACRO PICTURE, 00:00:14.848 --> 00:00:14.981 ABSORBING THE MACRO PICTURE, 00:00:14.981 --> 00:00:15.715 ABSORBING THE MACRO PICTURE, MAKES 00:00:15.715 --> 00:00:15.749 ABSORBING THE MACRO PICTURE, MAKES SENSE. 00:00:15.749 --> 00:00:15.849 MAKES SENSE. 00:00:15.849 --> 00:00:15.949 MAKES SENSE. THE 00:00:15.949 --> 00:00:16.282 MAKES SENSE. THE OTHER 00:00:16.282 --> 00:00:16.649 MAKES SENSE. THE OTHER COMPLAINT, 00:00:16.649 --> 00:00:16.983 MAKES SENSE. THE OTHER COMPLAINT, A 00:00:16.983 --> 00:00:17.150 MAKES SENSE. THE OTHER COMPLAINT, A LONGER 00:00:17.150 --> 00:00:17.350 THE OTHER COMPLAINT, A LONGER 00:00:17.350 --> 00:00:17.751 THE OTHER COMPLAINT, A LONGER THAN 00:00:17.751 --> 00:00:17.984 THE OTHER COMPLAINT, A LONGER THAN ANTICIPATED 00:00:17.984 --> 00:00:18.651 THE OTHER COMPLAINT, A LONGER THAN ANTICIPATED TRANSITION 00:00:18.651 --> 00:00:18.685 THE OTHER COMPLAINT, A LONGER THAN ANTICIPATED TRANSITION TO 00:00:18.685 --> 00:00:19.419 THAN ANTICIPATED TRANSITION TO 00:00:19.419 --> 00:00:19.519 THAN ANTICIPATED TRANSITION TO HIGHER 00:00:19.519 --> 00:00:19.953 THAN ANTICIPATED TRANSITION TO HIGHER MARGIN 00:00:19.953 --> 00:00:19.986 THAN ANTICIPATED TRANSITION TO HIGHER MARGIN PRODUCT. 00:00:19.986 --> 00:00:20.120 HIGHER MARGIN PRODUCT. 00:00:20.120 --> 00:00:20.186 HIGHER MARGIN PRODUCT. WHICH 00:00:20.186 --> 00:00:20.286 HIGHER MARGIN PRODUCT. WHICH OF 00:00:20.286 --> 00:00:20.487 HIGHER MARGIN PRODUCT. WHICH OF THE 00:00:20.487 --> 00:00:20.520 HIGHER MARGIN PRODUCT. WHICH OF THE TWO 00:00:20.520 --> 00:00:20.653 HIGHER MARGIN PRODUCT. WHICH OF THE TWO DO 00:00:20.653 --> 00:00:20.787 HIGHER MARGIN PRODUCT. WHICH OF THE TWO DO YOU 00:00:20.787 --> 00:00:20.920 HIGHER MARGIN PRODUCT. WHICH OF THE TWO DO YOU THINK 00:00:20.920 --> 00:00:20.954 HIGHER MARGIN PRODUCT. WHICH OF THE TWO DO YOU THINK IS 00:00:20.954 --> 00:00:21.054 WHICH OF THE TWO DO YOU THINK IS 00:00:21.054 --> 00:00:21.154 WHICH OF THE TWO DO YOU THINK IS THE 00:00:21.154 --> 00:00:21.287 WHICH OF THE TWO DO YOU THINK IS THE MORE 00:00:21.287 --> 00:00:23.423 WHICH OF THE TWO DO YOU THINK IS THE MORE POWERFUL 00:00:23.423 --> 00:00:23.456 WHICH OF THE TWO DO YOU THINK IS THE MORE POWERFUL DYNAMIC? 00:00:23.456 --> 00:00:23.556 THE MORE POWERFUL DYNAMIC? 00:00:23.556 --> 00:00:23.790 THE MORE POWERFUL DYNAMIC? >> 00:00:23.790 --> 00:00:24.190 THE MORE POWERFUL DYNAMIC? >> YOU 00:00:24.190 --> 00:00:24.591 THE MORE POWERFUL DYNAMIC? >> YOU KNOW 00:00:24.591 --> 00:00:24.624 THE MORE POWERFUL DYNAMIC? >> YOU KNOW WHAT 00:00:24.624 --> 00:00:24.791 >> YOU KNOW WHAT 00:00:24.791 --> 00:00:24.858 >> YOU KNOW WHAT ALWAYS 00:00:24.858 --> 00:00:24.991 >> YOU KNOW WHAT ALWAYS SAID 00:00:24.991 --> 00:00:25.225 >> YOU KNOW WHAT ALWAYS SAID THE 00:00:25.225 --> 00:00:25.525 >> YOU KNOW WHAT ALWAYS SAID THE POINT 00:00:25.525 --> 00:00:25.658 >> YOU KNOW WHAT ALWAYS SAID THE POINT HERE 00:00:25.658 --> 00:00:26.026 >> YOU KNOW WHAT ALWAYS SAID THE POINT HERE IS 00:00:26.026 --> 00:00:26.059 >> YOU KNOW WHAT ALWAYS SAID THE POINT HERE IS TO 00:00:26.059 --> 00:00:26.226 ALWAYS SAID THE POINT HERE IS TO 00:00:26.226 --> 00:00:26.493 ALWAYS SAID THE POINT HERE IS TO GROW 00:00:26.493 --> 00:00:26.626 ALWAYS SAID THE POINT HERE IS TO GROW OUR 00:00:26.626 --> 00:00:27.060 ALWAYS SAID THE POINT HERE IS TO GROW OUR BUSINESS 00:00:27.060 --> 00:00:27.260 ALWAYS SAID THE POINT HERE IS TO GROW OUR BUSINESS AND 00:00:27.260 --> 00:00:27.293 ALWAYS SAID THE POINT HERE IS TO GROW OUR BUSINESS AND CAPTURE 00:00:27.293 --> 00:00:27.427 ALWAYS SAID THE POINT HERE IS TO GROW OUR BUSINESS AND CAPTURE A 00:00:27.427 --> 00:00:27.527 GROW OUR BUSINESS AND CAPTURE A 00:00:27.527 --> 00:00:27.694 GROW OUR BUSINESS AND CAPTURE A LOT 00:00:27.694 --> 00:00:28.061 GROW OUR BUSINESS AND CAPTURE A LOT OF 00:00:28.061 --> 00:00:28.228 GROW OUR BUSINESS AND CAPTURE A LOT OF MARKET 00:00:28.228 --> 00:00:28.561 GROW OUR BUSINESS AND CAPTURE A LOT OF MARKET IN 00:00:28.561 --> 00:00:29.129 GROW OUR BUSINESS AND CAPTURE A LOT OF MARKET IN A 00:00:29.129 --> 00:00:29.496 GROW OUR BUSINESS AND CAPTURE A LOT OF MARKET IN A VERY 00:00:29.496 --> 00:00:29.696 LOT OF MARKET IN A VERY 00:00:29.696 --> 00:00:30.663 LOT OF MARKET IN A VERY EXCITING, 00:00:30.663 --> 00:00:31.031 LOT OF MARKET IN A VERY EXCITING, FAST-GROWING, 00:00:31.031 --> 00:00:31.865 LOT OF MARKET IN A VERY EXCITING, FAST-GROWING, VERY 00:00:31.865 --> 00:00:31.898 LOT OF MARKET IN A VERY EXCITING, FAST-GROWING, VERY BIG 00:00:31.898 --> 00:00:32.132 EXCITING, FAST-GROWING, VERY BIG 00:00:32.132 --> 00:00:32.732 EXCITING, FAST-GROWING, VERY BIG SOFTWARE 00:00:32.732 --> 00:00:32.766 EXCITING, FAST-GROWING, VERY BIG SOFTWARE OPPORTUNITY 00:00:32.766 --> 00:00:32.866 SOFTWARE OPPORTUNITY 00:00:32.866 --> 00:00:33.233 SOFTWARE OPPORTUNITY TO 00:00:33.233 --> 00:00:36.002 SOFTWARE OPPORTUNITY TO DO 00:00:36.002 --> 00:00:36.136 SOFTWARE OPPORTUNITY TO DO SO 00:00:36.136 --> 00:00:38.238 SOFTWARE OPPORTUNITY TO DO SO WITH 00:00:38.238 --> 00:00:38.371 SOFTWARE OPPORTUNITY TO DO SO WITH PROFITABILITY 00:00:38.371 --> 00:00:38.405 SOFTWARE OPPORTUNITY TO DO SO WITH PROFITABILITY IN 00:00:38.405 --> 00:00:38.772 TO DO SO WITH PROFITABILITY IN 00:00:38.772 --> 00:00:40.073 TO DO SO WITH PROFITABILITY IN CALENDAR 00:00:40.073 --> 00:00:41.841 TO DO SO WITH PROFITABILITY IN CALENDAR YEAR 00:00:41.841 --> 00:00:41.875 TO DO SO WITH PROFITABILITY IN CALENDAR YEAR 2023 00:00:41.875 --> 00:00:42.042 CALENDAR YEAR 2023 00:00:42.042 --> 00:00:42.876 CALENDAR YEAR 2023 GROWING 00:00:42.876 --> 00:00:44.778 CALENDAR YEAR 2023 GROWING TOP 00:00:44.778 --> 00:00:44.978 CALENDAR YEAR 2023 GROWING TOP LINE 00:00:44.978 --> 00:00:45.378 CALENDAR YEAR 2023 GROWING TOP LINE INCREDIBLY 00:00:45.378 --> 00:00:46.179 GROWING TOP LINE INCREDIBLY 00:00:46.179 --> 00:00:46.212 GROWING TOP LINE INCREDIBLY FAST 00:00:46.212 --> 00:00:46.312 FAST 00:00:46.312 --> 00:00:46.446 FAST 41% 00:00:46.446 --> 00:00:46.613 FAST 41% GROWTH 00:00:46.613 --> 00:00:46.746 FAST 41% GROWTH RATE 00:00:46.746 --> 00:00:46.946 FAST 41% GROWTH RATE FROM 00:00:46.946 --> 00:00:47.047 FAST 41% GROWTH RATE FROM THE 00:00:47.047 --> 00:00:47.614 FAST 41% GROWTH RATE FROM THE LAST 00:00:47.614 --> 00:00:48.014 41% GROWTH RATE FROM THE LAST 00:00:48.014 --> 00:00:48.381 41% GROWTH RATE FROM THE LAST QUARTER, 00:00:48.381 --> 00:00:48.681 41% GROWTH RATE FROM THE LAST QUARTER, AND 00:00:48.681 --> 00:00:49.082 41% GROWTH RATE FROM THE LAST QUARTER, AND WE 00:00:49.082 --> 00:00:49.582 41% GROWTH RATE FROM THE LAST QUARTER, AND WE BEAT 00:00:49.582 --> 00:00:49.949 41% GROWTH RATE FROM THE LAST QUARTER, AND WE BEAT ON 00:00:49.949 --> 00:00:49.983 41% GROWTH RATE FROM THE LAST QUARTER, AND WE BEAT ON PROFIT 00:00:49.983 --> 00:00:50.083 QUARTER, AND WE BEAT ON PROFIT 00:00:50.083 --> 00:00:50.283 QUARTER, AND WE BEAT ON PROFIT AND 00:00:50.283 --> 00:00:50.450 QUARTER, AND WE BEAT ON PROFIT AND WE 00:00:50.450 --> 00:00:51.051 QUARTER, AND WE BEAT ON PROFIT AND WE CONTINUE 00:00:51.051 --> 00:00:51.184 QUARTER, AND WE BEAT ON PROFIT AND WE CONTINUE TO 00:00:51.184 --> 00:00:51.584 QUARTER, AND WE BEAT ON PROFIT AND WE CONTINUE TO AFFIRM 00:00:51.584 --> 00:00:51.618 QUARTER, AND WE BEAT ON PROFIT AND WE CONTINUE TO AFFIRM THAT 00:00:51.618 --> 00:00:51.885 AND WE CONTINUE TO AFFIRM THAT 00:00:51.885 --> 00:00:52.318 AND WE CONTINUE TO AFFIRM THAT IN 00:00:52.318 --> 00:00:52.485 AND WE CONTINUE TO AFFIRM THAT IN 2023 00:00:52.485 --> 00:00:52.685 AND WE CONTINUE TO AFFIRM THAT IN 2023 FOR 00:00:52.685 --> 00:00:53.019 AND WE CONTINUE TO AFFIRM THAT IN 2023 FOR THE 00:00:53.019 --> 00:00:53.920 AND WE CONTINUE TO AFFIRM THAT IN 2023 FOR THE YEAR 00:00:53.920 --> 00:00:54.487 AND WE CONTINUE TO AFFIRM THAT IN 2023 FOR THE YEAR WE 00:00:54.487 --> 00:00:54.654 AND WE CONTINUE TO AFFIRM THAT IN 2023 FOR THE YEAR WE ARE 00:00:54.654 --> 00:00:54.854 IN 2023 FOR THE YEAR WE ARE 00:00:54.854 --> 00:00:55.455 IN 2023 FOR THE YEAR WE ARE TARGETING 00:00:55.455 --> 00:00:55.922 IN 2023 FOR THE YEAR WE ARE TARGETING PROFITABILITY, 00:00:55.922 --> 00:00:55.955 IN 2023 FOR THE YEAR WE ARE TARGETING PROFITABILITY, WHICH 00:00:55.955 --> 00:00:56.056 TARGETING PROFITABILITY, WHICH 00:00:56.056 --> 00:00:56.289 TARGETING PROFITABILITY, WHICH IS 00:00:56.289 --> 00:00:56.456 TARGETING PROFITABILITY, WHICH IS WHAT 00:00:56.456 --> 00:00:56.790 TARGETING PROFITABILITY, WHICH IS WHAT WE'VE 00:00:56.790 --> 00:00:57.624 TARGETING PROFITABILITY, WHICH IS WHAT WE'VE BEEN 00:00:57.624 --> 00:00:57.657 TARGETING PROFITABILITY, WHICH IS WHAT WE'VE BEEN TELLING 00:00:57.657 --> 00:00:57.857 IS WHAT WE'VE BEEN TELLING 00:00:57.857 --> 00:00:57.924 IS WHAT WE'VE BEEN TELLING INVESTORS 00:00:57.924 --> 00:00:58.024 IS WHAT WE'VE BEEN TELLING INVESTORS ALL 00:00:58.024 --> 00:00:58.191 IS WHAT WE'VE BEEN TELLING INVESTORS ALL ALONG 00:00:58.191 --> 00:00:58.324 IS WHAT WE'VE BEEN TELLING INVESTORS ALL ALONG AND 00:00:58.324 --> 00:00:58.925 IS WHAT WE'VE BEEN TELLING INVESTORS ALL ALONG AND WE 00:00:58.925 --> 00:00:58.958 IS WHAT WE'VE BEEN TELLING INVESTORS ALL ALONG AND WE ARE 00:00:58.958 --> 00:00:59.192 INVESTORS ALL ALONG AND WE ARE 00:00:59.192 --> 00:00:59.392 INVESTORS ALL ALONG AND WE ARE LASER 00:00:59.392 --> 00:00:59.592 INVESTORS ALL ALONG AND WE ARE LASER FOCUSED 00:00:59.592 --> 00:00:59.793 INVESTORS ALL ALONG AND WE ARE LASER FOCUSED ON 00:00:59.793 --> 00:01:00.326 INVESTORS ALL ALONG AND WE ARE LASER FOCUSED ON THAT 00:01:00.326 --> 00:01:00.360 INVESTORS ALL ALONG AND WE ARE LASER FOCUSED ON THAT GOAL 00:01:00.360 --> 00:01:00.460 LASER FOCUSED ON THAT GOAL 00:01:00.460 --> 00:01:00.627 LASER FOCUSED ON THAT GOAL >> 00:01:00.627 --> 00:01:00.894 LASER FOCUSED ON THAT GOAL >> DO 00:01:00.894 --> 00:01:01.027 LASER FOCUSED ON THAT GOAL >> DO YOU 00:01:01.027 --> 00:01:01.161 LASER FOCUSED ON THAT GOAL >> DO YOU NEED 00:01:01.161 --> 00:01:01.327 LASER FOCUSED ON THAT GOAL >> DO YOU NEED TO 00:01:01.327 --> 00:01:01.394 LASER FOCUSED ON THAT GOAL >> DO YOU NEED TO WAIT 00:01:01.394 --> 00:01:01.461 LASER FOCUSED ON THAT GOAL >> DO YOU NEED TO WAIT FOR 00:01:01.461 --> 00:01:01.528 LASER FOCUSED ON THAT GOAL >> DO YOU NEED TO WAIT FOR A 00:01:01.528 --> 00:01:01.661 >> DO YOU NEED TO WAIT FOR A 00:01:01.661 --> 00:01:01.728 >> DO YOU NEED TO WAIT FOR A MACRO 00:01:01.728 --> 00:01:01.795 >> DO YOU NEED TO WAIT FOR A MACRO TO 00:01:01.795 --> 00:01:03.963 >> DO YOU NEED TO WAIT FOR A MACRO TO TURN 00:01:03.963 --> 00:01:03.997 >> DO YOU NEED TO WAIT FOR A MACRO TO TURN AROUND 00:01:03.997 --> 00:01:04.130 MACRO TO TURN AROUND 00:01:04.130 --> 00:01:04.164 MACRO TO TURN AROUND >> 00:01:04.164 --> 00:01:04.597 MACRO TO TURN AROUND >> I 00:01:04.597 --> 00:01:04.931 MACRO TO TURN AROUND >> I DON'T 00:01:04.931 --> 00:01:05.198 MACRO TO TURN AROUND >> I DON'T THINK 00:01:05.198 --> 00:01:05.231 MACRO TO TURN AROUND >> I DON'T THINK SO. 00:01:05.231 --> 00:01:05.465 >> I DON'T THINK SO. 00:01:05.465 --> 00:01:06.132 >> I DON'T THINK SO. WE'RE 00:01:06.132 --> 00:01:06.599 >> I DON'T THINK SO. WE'RE LOOKING 00:01:06.599 --> 00:01:06.833 >> I DON'T THINK SO. WE'RE LOOKING AT 00:01:06.833 --> 00:01:07.133 >> I DON'T THINK SO. WE'RE LOOKING AT THE 00:01:07.133 --> 00:01:07.233 >> I DON'T THINK SO. WE'RE LOOKING AT THE MACK 00:01:07.233 --> 00:01:07.400 >> I DON'T THINK SO. WE'RE LOOKING AT THE MACK KROER 00:01:07.400 --> 00:01:07.567 WE'RE LOOKING AT THE MACK KROER 00:01:07.567 --> 00:01:09.302 WE'RE LOOKING AT THE MACK KROER TRENDS 00:01:09.302 --> 00:01:09.436 WE'RE LOOKING AT THE MACK KROER TRENDS GOING 00:01:09.436 --> 00:01:09.469 WE'RE LOOKING AT THE MACK KROER TRENDS GOING ON. 00:01:09.469 --> 00:01:09.569 TRENDS GOING ON. 00:01:09.569 --> 00:01:09.669 TRENDS GOING ON. NOT 00:01:09.669 --> 00:01:10.003 TRENDS GOING ON. NOT SEEN 00:01:10.003 --> 00:01:10.470 TRENDS GOING ON. NOT SEEN A 00:01:10.470 --> 00:01:11.438 TRENDS GOING ON. NOT SEEN A BROAD 00:01:11.438 --> 00:01:11.604 TRENDS GOING ON. NOT SEEN A BROAD BASED 00:01:11.604 --> 00:01:12.005 TRENDS GOING ON. NOT SEEN A BROAD BASED IMPACT 00:01:12.005 --> 00:01:12.038 TRENDS GOING ON. NOT SEEN A BROAD BASED IMPACT OR 00:01:12.038 --> 00:01:12.205 NOT SEEN A BROAD BASED IMPACT OR 00:01:12.205 --> 00:01:12.238 NOT SEEN A BROAD BASED IMPACT OR DEMAND 00:01:12.238 --> 00:01:12.539 NOT SEEN A BROAD BASED IMPACT OR DEMAND IN 00:01:12.539 --> 00:01:12.872 NOT SEEN A BROAD BASED IMPACT OR DEMAND IN OUR 00:01:12.872 --> 00:01:13.239 NOT SEEN A BROAD BASED IMPACT OR DEMAND IN OUR BUSINESS 00:01:13.239 --> 00:01:13.907 NOT SEEN A BROAD BASED IMPACT OR DEMAND IN OUR BUSINESS SO 00:01:13.907 --> 00:01:13.940 NOT SEEN A BROAD BASED IMPACT OR DEMAND IN OUR BUSINESS SO FAR. 00:01:13.940 --> 00:01:14.074 DEMAND IN OUR BUSINESS SO FAR. 00:01:14.074 --> 00:01:14.641 DEMAND IN OUR BUSINESS SO FAR. SEEN 00:01:14.641 --> 00:01:14.841 DEMAND IN OUR BUSINESS SO FAR. SEEN CERTAIN 00:01:14.841 --> 00:01:15.108 DEMAND IN OUR BUSINESS SO FAR. SEEN CERTAIN CATEGORIES 00:01:15.108 --> 00:01:15.141 DEMAND IN OUR BUSINESS SO FAR. SEEN CERTAIN CATEGORIES THAT 00:01:15.141 --> 00:01:15.275 SEEN CERTAIN CATEGORIES THAT 00:01:15.275 --> 00:01:15.375 SEEN CERTAIN CATEGORIES THAT HAVE 00:01:15.375 --> 00:01:15.408 SEEN CERTAIN CATEGORIES THAT HAVE SEEN 00:01:15.408 --> 00:01:15.475 SEEN CERTAIN CATEGORIES THAT HAVE SEEN A 00:01:15.475 --> 00:01:15.675 SEEN CERTAIN CATEGORIES THAT HAVE SEEN A LOT 00:01:15.675 --> 00:01:16.009 SEEN CERTAIN CATEGORIES THAT HAVE SEEN A LOT OF 00:01:16.009 --> 00:01:16.409 SEEN CERTAIN CATEGORIES THAT HAVE SEEN A LOT OF STRENGTH 00:01:16.409 --> 00:01:16.443 SEEN CERTAIN CATEGORIES THAT HAVE SEEN A LOT OF STRENGTH IN 00:01:16.443 --> 00:01:16.776 HAVE SEEN A LOT OF STRENGTH IN 00:01:16.776 --> 00:01:17.210 HAVE SEEN A LOT OF STRENGTH IN THE 00:01:17.210 --> 00:01:17.243 HAVE SEEN A LOT OF STRENGTH IN THE ENVIRONMENT. 00:01:17.243 --> 00:01:17.744 THE ENVIRONMENT. 00:01:17.744 --> 00:01:18.044 THE ENVIRONMENT. FINANCIAL 00:01:18.044 --> 00:01:18.945 THE ENVIRONMENT. FINANCIAL SERVICES, 00:01:18.945 --> 00:01:18.978 THE ENVIRONMENT. FINANCIAL SERVICES, I.T. 00:01:18.978 --> 00:01:19.813 FINANCIAL SERVICES, I.T. 00:01:19.813 --> 00:01:20.080 FINANCIAL SERVICES, I.T. WE 00:01:20.080 --> 00:01:20.146 FINANCIAL SERVICES, I.T. WE CONTINUE 00:01:20.146 --> 00:01:20.346 FINANCIAL SERVICES, I.T. WE CONTINUE TO 00:01:20.346 --> 00:01:20.780 FINANCIAL SERVICES, I.T. WE CONTINUE TO THE 00:01:20.780 --> 00:01:21.114 FINANCIAL SERVICES, I.T. WE CONTINUE TO THE SEE 00:01:21.114 --> 00:01:21.981 FINANCIAL SERVICES, I.T. WE CONTINUE TO THE SEE STRONG 00:01:21.981 --> 00:01:22.415 WE CONTINUE TO THE SEE STRONG 00:01:22.415 --> 00:01:22.549 WE CONTINUE TO THE SEE STRONG USAGE-BASED 00:01:22.549 --> 00:01:22.649 WE CONTINUE TO THE SEE STRONG USAGE-BASED DEMAND 00:01:22.649 --> 00:01:23.083 WE CONTINUE TO THE SEE STRONG USAGE-BASED DEMAND IN 00:01:23.083 --> 00:01:23.249 WE CONTINUE TO THE SEE STRONG USAGE-BASED DEMAND IN THESE 00:01:23.249 --> 00:01:23.383 USAGE-BASED DEMAND IN THESE 00:01:23.383 --> 00:01:23.550 USAGE-BASED DEMAND IN THESE AREAS 00:01:23.550 --> 00:01:23.683 USAGE-BASED DEMAND IN THESE AREAS AND 00:01:23.683 --> 00:01:24.284 USAGE-BASED DEMAND IN THESE AREAS AND WHILE 00:01:24.284 --> 00:01:24.784 USAGE-BASED DEMAND IN THESE AREAS AND WHILE WE 00:01:24.784 --> 00:01:24.918 USAGE-BASED DEMAND IN THESE AREAS AND WHILE WE DO 00:01:24.918 --> 00:01:25.151 USAGE-BASED DEMAND IN THESE AREAS AND WHILE WE DO MODEL 00:01:25.151 --> 00:01:25.318 USAGE-BASED DEMAND IN THESE AREAS AND WHILE WE DO MODEL A 00:01:25.318 --> 00:01:25.452 AREAS AND WHILE WE DO MODEL A 00:01:25.452 --> 00:01:25.718 AREAS AND WHILE WE DO MODEL A WIDE 00:01:25.718 --> 00:01:26.419 AREAS AND WHILE WE DO MODEL A WIDE VARIETY 00:01:26.419 --> 00:01:26.553 AREAS AND WHILE WE DO MODEL A WIDE VARIETY OF 00:01:26.553 --> 00:01:27.353 AREAS AND WHILE WE DO MODEL A WIDE VARIETY OF MACRO 00:01:27.353 --> 00:01:27.387 AREAS AND WHILE WE DO MODEL A WIDE VARIETY OF MACRO ECONOMIC 00:01:27.387 --> 00:01:27.587 WIDE VARIETY OF MACRO ECONOMIC 00:01:27.587 --> 00:01:27.654 WIDE VARIETY OF MACRO ECONOMIC OUTCOMES, 00:01:27.654 --> 00:01:29.389 WIDE VARIETY OF MACRO ECONOMIC OUTCOMES, WE 00:01:29.389 --> 00:01:29.522 WIDE VARIETY OF MACRO ECONOMIC OUTCOMES, WE ARE 00:01:29.522 --> 00:01:29.756 WIDE VARIETY OF MACRO ECONOMIC OUTCOMES, WE ARE LOOKING 00:01:29.756 --> 00:01:29.923 WIDE VARIETY OF MACRO ECONOMIC OUTCOMES, WE ARE LOOKING AT 00:01:29.923 --> 00:01:30.090 OUTCOMES, WE ARE LOOKING AT 00:01:30.090 --> 00:01:30.223 OUTCOMES, WE ARE LOOKING AT VARIOUS 00:01:30.223 --> 00:01:30.356 OUTCOMES, WE ARE LOOKING AT VARIOUS THINGS 00:01:30.356 --> 00:01:30.490 OUTCOMES, WE ARE LOOKING AT VARIOUS THINGS THAT 00:01:30.490 --> 00:01:31.291 OUTCOMES, WE ARE LOOKING AT VARIOUS THINGS THAT COULD 00:01:31.291 --> 00:01:31.324 OUTCOMES, WE ARE LOOKING AT VARIOUS THINGS THAT COULD HAPPEN 00:01:31.324 --> 00:01:31.424 VARIOUS THINGS THAT COULD HAPPEN 00:01:31.424 --> 00:01:31.858 VARIOUS THINGS THAT COULD HAPPEN IN 00:01:31.858 --> 00:01:32.826 VARIOUS THINGS THAT COULD HAPPEN IN THE 00:01:32.826 --> 00:01:32.859 VARIOUS THINGS THAT COULD HAPPEN IN THE ECONOMY 00:01:32.859 --> 00:01:32.959 IN THE ECONOMY 00:01:32.959 --> 00:01:33.460 IN THE ECONOMY SO 00:01:33.460 --> 00:01:33.693 IN THE ECONOMY SO FAR 00:01:33.693 --> 00:01:33.993 IN THE ECONOMY SO FAR WE 00:01:33.993 --> 00:01:34.160 IN THE ECONOMY SO FAR WE HAVEN'T 00:01:34.160 --> 00:01:35.261 IN THE ECONOMY SO FAR WE HAVEN'T SEEN 00:01:35.261 --> 00:01:35.295 IN THE ECONOMY SO FAR WE HAVEN'T SEEN BROAD 00:01:35.295 --> 00:01:35.462 SO FAR WE HAVEN'T SEEN BROAD 00:01:35.462 --> 00:01:35.895 SO FAR WE HAVEN'T SEEN BROAD BASED 00:01:35.895 --> 00:01:36.029 SO FAR WE HAVEN'T SEEN BROAD BASED IMPACT. 00:01:36.029 --> 00:01:36.129 BASED IMPACT. 00:01:36.129 --> 00:01:36.429 BASED IMPACT. >> 00:01:36.429 --> 00:01:36.629 BASED IMPACT. >> JEFF, 00:01:36.629 --> 00:01:36.896 BASED IMPACT. >> JEFF, GREAT 00:01:36.896 --> 00:01:36.963 BASED IMPACT. >> JEFF, GREAT TO 00:01:36.963 --> 00:01:37.297 BASED IMPACT. >> JEFF, GREAT TO YOU 00:01:37.297 --> 00:01:37.697 BASED IMPACT. >> JEFF, GREAT TO YOU HAVE 00:01:37.697 --> 00:01:38.031 BASED IMPACT. >> JEFF, GREAT TO YOU HAVE ON 00:01:38.031 --> 00:01:38.298 >> JEFF, GREAT TO YOU HAVE ON 00:01:38.298 --> 00:01:38.331 >> JEFF, GREAT TO YOU HAVE ON AGAIN. 00:01:38.331 --> 00:01:39.399 AGAIN. 00:01:39.399 --> 00:01:40.500 AGAIN. SO 00:01:40.500 --> 00:01:40.600 AGAIN. SO TALKING 00:01:40.600 --> 00:01:41.501 AGAIN. SO TALKING ABOUT 00:01:41.501 --> 00:01:41.534 AGAIN. SO TALKING ABOUT PROFITABILITY 00:01:41.534 --> 00:01:41.768 SO TALKING ABOUT PROFITABILITY 00:01:41.768 --> 00:01:42.035 SO TALKING ABOUT PROFITABILITY THROUGH 00:01:42.035 --> 00:01:42.802 SO TALKING ABOUT PROFITABILITY THROUGH SLOWING 00:01:42.802 --> 00:01:43.436 SO TALKING ABOUT PROFITABILITY THROUGH SLOWING HIRING, 00:01:43.436 --> 00:01:43.470 SO TALKING ABOUT PROFITABILITY THROUGH SLOWING HIRING, SHIFTING 00:01:43.470 --> 00:01:44.037 THROUGH SLOWING HIRING, SHIFTING 00:01:44.037 --> 00:01:44.471 THROUGH SLOWING HIRING, SHIFTING TO 00:01:44.471 --> 00:01:44.938 THROUGH SLOWING HIRING, SHIFTING TO REMOTE 00:01:44.938 --> 00:01:44.971 THROUGH SLOWING HIRING, SHIFTING TO REMOTE FIRST. 00:01:44.971 --> 00:01:45.672 TO REMOTE FIRST. 00:01:45.672 --> 00:01:45.972 TO REMOTE FIRST. SOME 00:01:45.972 --> 00:01:46.272 TO REMOTE FIRST. SOME -- 00:01:46.272 --> 00:01:46.639 TO REMOTE FIRST. SOME -- SOME 00:01:46.639 --> 00:01:46.906 TO REMOTE FIRST. SOME -- SOME REAL 00:01:46.906 --> 00:01:46.940 TO REMOTE FIRST. SOME -- SOME REAL EFFICIENCY 00:01:46.940 --> 00:01:47.073 SOME -- SOME REAL EFFICIENCY 00:01:47.073 --> 00:01:47.740 SOME -- SOME REAL EFFICIENCY SORT 00:01:47.740 --> 00:01:48.575 SOME -- SOME REAL EFFICIENCY SORT OF 00:01:48.575 --> 00:01:48.608 SOME -- SOME REAL EFFICIENCY SORT OF MOVES. 00:01:48.608 --> 00:01:48.808 SORT OF MOVES. 00:01:48.808 --> 00:01:49.642 SORT OF MOVES. ALONGSIDE 00:01:49.642 --> 00:01:49.909 SORT OF MOVES. ALONGSIDE THAT, 00:01:49.909 --> 00:01:50.143 SORT OF MOVES. ALONGSIDE THAT, WHAT 00:01:50.143 --> 00:01:51.544 SORT OF MOVES. ALONGSIDE THAT, WHAT ARE 00:01:51.544 --> 00:01:51.578 SORT OF MOVES. ALONGSIDE THAT, WHAT ARE THE 00:01:51.578 --> 00:01:51.811 ALONGSIDE THAT, WHAT ARE THE 00:01:51.811 --> 00:01:51.911 ALONGSIDE THAT, WHAT ARE THE INDUSTRIES 00:01:51.911 --> 00:01:52.212 ALONGSIDE THAT, WHAT ARE THE INDUSTRIES WHERE 00:01:52.212 --> 00:01:52.479 ALONGSIDE THAT, WHAT ARE THE INDUSTRIES WHERE YOUR 00:01:52.479 --> 00:01:52.645 ALONGSIDE THAT, WHAT ARE THE INDUSTRIES WHERE YOUR CUSTOMERS 00:01:52.645 --> 00:01:53.480 INDUSTRIES WHERE YOUR CUSTOMERS 00:01:53.480 --> 00:01:54.114 INDUSTRIES WHERE YOUR CUSTOMERS ARE 00:01:54.114 --> 00:01:54.747 INDUSTRIES WHERE YOUR CUSTOMERS ARE REALLY 00:01:54.747 --> 00:01:55.248 INDUSTRIES WHERE YOUR CUSTOMERS ARE REALLY SEEING 00:01:55.248 --> 00:01:55.748 INDUSTRIES WHERE YOUR CUSTOMERS ARE REALLY SEEING DEMAND 00:01:55.748 --> 00:01:55.915 INDUSTRIES WHERE YOUR CUSTOMERS ARE REALLY SEEING DEMAND THAT'S 00:01:55.915 --> 00:01:56.082 ARE REALLY SEEING DEMAND THAT'S 00:01:56.082 --> 00:01:56.149 ARE REALLY SEEING DEMAND THAT'S DURABLE 00:01:56.149 --> 00:01:56.382 ARE REALLY SEEING DEMAND THAT'S DURABLE IN 00:01:56.382 --> 00:01:57.083 ARE REALLY SEEING DEMAND THAT'S DURABLE IN THIS 00:01:57.083 --> 00:01:57.117 ARE REALLY SEEING DEMAND THAT'S DURABLE IN THIS ENVIRONMENT? 00:01:57.117 --> 00:01:57.450 DURABLE IN THIS ENVIRONMENT? 00:01:57.450 --> 00:01:58.084 DURABLE IN THIS ENVIRONMENT? YOU 00:01:58.084 --> 00:01:58.118 DURABLE IN THIS ENVIRONMENT? YOU KNOW 00:01:58.118 --> 00:01:58.218 YOU KNOW 00:01:58.218 --> 00:01:58.485 YOU KNOW YOU 00:01:58.485 --> 00:01:58.952 YOU KNOW YOU ARE 00:01:58.952 --> 00:01:59.085 YOU KNOW YOU ARE FAMOUSLY 00:01:59.085 --> 00:01:59.686 YOU KNOW YOU ARE FAMOUSLY WORKING 00:01:59.686 --> 00:01:59.853 YOU KNOW YOU ARE FAMOUSLY WORKING WITH 00:01:59.853 --> 00:01:59.986 YOU ARE FAMOUSLY WORKING WITH 00:01:59.986 --> 00:02:00.120 YOU ARE FAMOUSLY WORKING WITH UBER 00:02:00.120 --> 00:02:00.186 YOU ARE FAMOUSLY WORKING WITH UBER FROM 00:02:00.186 --> 00:02:00.620 YOU ARE FAMOUSLY WORKING WITH UBER FROM WAY 00:02:00.620 --> 00:02:00.753 YOU ARE FAMOUSLY WORKING WITH UBER FROM WAY BACK, 00:02:00.753 --> 00:02:01.287 YOU ARE FAMOUSLY WORKING WITH UBER FROM WAY BACK, AND 00:02:01.287 --> 00:02:01.654 YOU ARE FAMOUSLY WORKING WITH UBER FROM WAY BACK, AND WE 00:02:01.654 --> 00:02:01.688 YOU ARE FAMOUSLY WORKING WITH UBER FROM WAY BACK, AND WE SEE 00:02:01.688 --> 00:02:01.821 UBER FROM WAY BACK, AND WE SEE 00:02:01.821 --> 00:02:02.422 UBER FROM WAY BACK, AND WE SEE THAT 00:02:02.422 --> 00:02:02.689 UBER FROM WAY BACK, AND WE SEE THAT THE 00:02:02.689 --> 00:02:03.089 UBER FROM WAY BACK, AND WE SEE THAT THE RIDE-SHARING 00:02:03.089 --> 00:02:03.256 UBER FROM WAY BACK, AND WE SEE THAT THE RIDE-SHARING AND 00:02:03.256 --> 00:02:03.756 THAT THE RIDE-SHARING AND 00:02:03.756 --> 00:02:03.923 THAT THE RIDE-SHARING AND DELIVERY 00:02:03.923 --> 00:02:04.057 THAT THE RIDE-SHARING AND DELIVERY NAMES 00:02:04.057 --> 00:02:04.324 THAT THE RIDE-SHARING AND DELIVERY NAMES ARE 00:02:04.324 --> 00:02:04.891 THAT THE RIDE-SHARING AND DELIVERY NAMES ARE A 00:02:04.891 --> 00:02:04.924 THAT THE RIDE-SHARING AND DELIVERY NAMES ARE A BIT 00:02:04.924 --> 00:02:05.125 DELIVERY NAMES ARE A BIT 00:02:05.125 --> 00:02:05.325 DELIVERY NAMES ARE A BIT STRONGER 00:02:05.325 --> 00:02:07.894 DELIVERY NAMES ARE A BIT STRONGER THAN 00:02:07.894 --> 00:02:08.094 DELIVERY NAMES ARE A BIT STRONGER THAN SOME 00:02:08.094 --> 00:02:08.128 DELIVERY NAMES ARE A BIT STRONGER THAN SOME EXPECTED? 00:02:08.128 --> 00:02:08.394 STRONGER THAN SOME EXPECTED? 00:02:08.394 --> 00:02:08.661 STRONGER THAN SOME EXPECTED? >> 00:02:08.661 --> 00:02:08.795 STRONGER THAN SOME EXPECTED? >> WELL, 00:02:08.795 --> 00:02:09.062 STRONGER THAN SOME EXPECTED? >> WELL, I 00:02:09.062 --> 00:02:09.129 STRONGER THAN SOME EXPECTED? >> WELL, I THINK 00:02:09.129 --> 00:02:09.362 STRONGER THAN SOME EXPECTED? >> WELL, I THINK THE 00:02:09.362 --> 00:02:09.496 STRONGER THAN SOME EXPECTED? >> WELL, I THINK THE WAY 00:02:09.496 --> 00:02:09.896 STRONGER THAN SOME EXPECTED? >> WELL, I THINK THE WAY THAT 00:02:09.896 --> 00:02:09.929 STRONGER THAN SOME EXPECTED? >> WELL, I THINK THE WAY THAT WE 00:02:09.929 --> 00:02:10.163 >> WELL, I THINK THE WAY THAT WE 00:02:10.163 --> 00:02:10.430 >> WELL, I THINK THE WAY THAT WE LOOK 00:02:10.430 --> 00:02:11.097 >> WELL, I THINK THE WAY THAT WE LOOK AT 00:02:11.097 --> 00:02:11.464 >> WELL, I THINK THE WAY THAT WE LOOK AT IT 00:02:11.464 --> 00:02:11.998 >> WELL, I THINK THE WAY THAT WE LOOK AT IT IS, 00:02:11.998 --> 00:02:12.899 >> WELL, I THINK THE WAY THAT WE LOOK AT IT IS, OUR 00:02:12.899 --> 00:02:13.066 >> WELL, I THINK THE WAY THAT WE LOOK AT IT IS, OUR CUSTOMER 00:02:13.066 --> 00:02:13.299 LOOK AT IT IS, OUR CUSTOMER 00:02:13.299 --> 00:02:13.633 LOOK AT IT IS, OUR CUSTOMER ENGAGEMENT 00:02:13.633 --> 00:02:13.733 LOOK AT IT IS, OUR CUSTOMER ENGAGEMENT PLATFORM 00:02:13.733 --> 00:02:15.435 LOOK AT IT IS, OUR CUSTOMER ENGAGEMENT PLATFORM HELPS 00:02:15.435 --> 00:02:15.602 LOOK AT IT IS, OUR CUSTOMER ENGAGEMENT PLATFORM HELPS OUR 00:02:15.602 --> 00:02:15.802 ENGAGEMENT PLATFORM HELPS OUR 00:02:15.802 --> 00:02:16.236 ENGAGEMENT PLATFORM HELPS OUR CUSTOMERS 00:02:16.236 --> 00:02:16.536 ENGAGEMENT PLATFORM HELPS OUR CUSTOMERS BUILD 00:02:16.536 --> 00:02:17.437 ENGAGEMENT PLATFORM HELPS OUR CUSTOMERS BUILD GREAT 00:02:17.437 --> 00:02:17.604 ENGAGEMENT PLATFORM HELPS OUR CUSTOMERS BUILD GREAT DURABLE 00:02:17.604 --> 00:02:17.871 CUSTOMERS BUILD GREAT DURABLE 00:02:17.871 --> 00:02:17.971 CUSTOMERS BUILD GREAT DURABLE RELATIONSHIPS 00:02:17.971 --> 00:02:18.972 CUSTOMERS BUILD GREAT DURABLE RELATIONSHIPS WITH 00:02:18.972 --> 00:02:19.005 CUSTOMERS BUILD GREAT DURABLE RELATIONSHIPS WITH THEIR 00:02:19.005 --> 00:02:19.239 RELATIONSHIPS WITH THEIR 00:02:19.239 --> 00:02:19.272 RELATIONSHIPS WITH THEIR CUSTOMERS. 00:02:19.272 --> 00:02:19.372 CUSTOMERS. 00:02:19.372 --> 00:02:19.439 CUSTOMERS. IF 00:02:19.439 --> 00:02:19.539 CUSTOMERS. IF YOU 00:02:19.539 --> 00:02:19.939 CUSTOMERS. IF YOU THINK 00:02:19.939 --> 00:02:20.206 CUSTOMERS. IF YOU THINK ABOUT 00:02:20.206 --> 00:02:20.473 CUSTOMERS. IF YOU THINK ABOUT IT, 00:02:20.473 --> 00:02:21.074 CUSTOMERS. IF YOU THINK ABOUT IT, A 00:02:21.074 --> 00:02:21.107 CUSTOMERS. IF YOU THINK ABOUT IT, A COMPANY 00:02:21.107 --> 00:02:21.307 IF YOU THINK ABOUT IT, A COMPANY 00:02:21.307 --> 00:02:22.175 IF YOU THINK ABOUT IT, A COMPANY BUILDING 00:02:22.175 --> 00:02:22.408 IF YOU THINK ABOUT IT, A COMPANY BUILDING A 00:02:22.408 --> 00:02:22.775 IF YOU THINK ABOUT IT, A COMPANY BUILDING A CUSTOMER 00:02:22.775 --> 00:02:23.209 IF YOU THINK ABOUT IT, A COMPANY BUILDING A CUSTOMER BASE, 00:02:23.209 --> 00:02:23.243 IF YOU THINK ABOUT IT, A COMPANY BUILDING A CUSTOMER BASE, THEY 00:02:23.243 --> 00:02:23.376 BUILDING A CUSTOMER BASE, THEY 00:02:23.376 --> 00:02:23.443 BUILDING A CUSTOMER BASE, THEY HAVE 00:02:23.443 --> 00:02:23.543 BUILDING A CUSTOMER BASE, THEY HAVE TO 00:02:23.543 --> 00:02:24.544 BUILDING A CUSTOMER BASE, THEY HAVE TO DO 00:02:24.544 --> 00:02:25.044 BUILDING A CUSTOMER BASE, THEY HAVE TO DO TWO 00:02:25.044 --> 00:02:28.014 BUILDING A CUSTOMER BASE, THEY HAVE TO DO TWO THINGS 00:02:28.014 --> 00:02:28.047 BUILDING A CUSTOMER BASE, THEY HAVE TO DO TWO THINGS INCREDIBLY 00:02:28.047 --> 00:02:28.214 HAVE TO DO TWO THINGS INCREDIBLY 00:02:28.214 --> 00:02:28.248 HAVE TO DO TWO THINGS INCREDIBLY WELL 00:02:28.248 --> 00:02:29.048 WELL 00:02:29.048 --> 00:02:29.382 WELL ACQUIRE 00:02:29.382 --> 00:02:30.150 WELL ACQUIRE CUSTOMERS 00:02:30.150 --> 00:02:30.183 WELL ACQUIRE CUSTOMERS EFFICIENTLY. 00:02:30.183 --> 00:02:30.350 ACQUIRE CUSTOMERS EFFICIENTLY. 00:02:30.350 --> 00:02:30.750 ACQUIRE CUSTOMERS EFFICIENTLY. DURING 00:02:30.750 --> 00:02:31.050 ACQUIRE CUSTOMERS EFFICIENTLY. DURING THE 00:02:31.050 --> 00:02:31.618 ACQUIRE CUSTOMERS EFFICIENTLY. DURING THE LIFETIME 00:02:31.618 --> 00:02:32.051 ACQUIRE CUSTOMERS EFFICIENTLY. DURING THE LIFETIME OF 00:02:32.051 --> 00:02:32.218 ACQUIRE CUSTOMERS EFFICIENTLY. DURING THE LIFETIME OF THAT 00:02:32.218 --> 00:02:32.418 DURING THE LIFETIME OF THAT 00:02:32.418 --> 00:02:32.719 DURING THE LIFETIME OF THAT CUSTOMER 00:02:32.719 --> 00:02:32.986 DURING THE LIFETIME OF THAT CUSTOMER SELL 00:02:32.986 --> 00:02:33.186 DURING THE LIFETIME OF THAT CUSTOMER SELL THE 00:02:33.186 --> 00:02:33.319 DURING THE LIFETIME OF THAT CUSTOMER SELL THE CUST 00:02:33.319 --> 00:02:33.786 DURING THE LIFETIME OF THAT CUSTOMER SELL THE CUST MORE 00:02:33.786 --> 00:02:33.820 DURING THE LIFETIME OF THAT CUSTOMER SELL THE CUST MORE MORE 00:02:33.820 --> 00:02:34.220 CUSTOMER SELL THE CUST MORE MORE 00:02:34.220 --> 00:02:34.454 CUSTOMER SELL THE CUST MORE MORE THINGS 00:02:34.454 --> 00:02:34.587 CUSTOMER SELL THE CUST MORE MORE THINGS AND 00:02:34.587 --> 00:02:35.188 CUSTOMER SELL THE CUST MORE MORE THINGS AND CREATE 00:02:35.188 --> 00:02:35.488 CUSTOMER SELL THE CUST MORE MORE THINGS AND CREATE MORE 00:02:35.488 --> 00:02:35.522 CUSTOMER SELL THE CUST MORE MORE THINGS AND CREATE MORE VALUE 00:02:35.522 --> 00:02:35.889 THINGS AND CREATE MORE VALUE 00:02:35.889 --> 00:02:36.389 THINGS AND CREATE MORE VALUE THAT 00:02:36.389 --> 00:02:37.056 THINGS AND CREATE MORE VALUE THAT EQUATION, 00:02:37.056 --> 00:02:37.090 THINGS AND CREATE MORE VALUE THAT EQUATION, ACQUIRING 00:02:37.090 --> 00:02:37.790 THAT EQUATION, ACQUIRING 00:02:37.790 --> 00:02:38.625 THAT EQUATION, ACQUIRING CUSTOMERS 00:02:38.625 --> 00:02:38.658 THAT EQUATION, ACQUIRING CUSTOMERS EFFICIENTLY. 00:02:38.658 --> 00:02:38.758 CUSTOMERS EFFICIENTLY. 00:02:38.758 --> 00:02:39.092 CUSTOMERS EFFICIENTLY. OUR 00:02:39.092 --> 00:02:39.292 CUSTOMERS EFFICIENTLY. OUR PLATFORM 00:02:39.292 --> 00:02:39.626 CUSTOMERS EFFICIENTLY. OUR PLATFORM HELPS 00:02:39.626 --> 00:02:40.326 CUSTOMERS EFFICIENTLY. OUR PLATFORM HELPS DO 00:02:40.326 --> 00:02:40.360 CUSTOMERS EFFICIENTLY. OUR PLATFORM HELPS DO THAT 00:02:40.360 --> 00:02:40.527 OUR PLATFORM HELPS DO THAT 00:02:40.527 --> 00:02:40.560 OUR PLATFORM HELPS DO THAT BETTER 00:02:40.560 --> 00:02:40.627 BETTER 00:02:40.627 --> 00:02:40.793 BETTER A 00:02:40.793 --> 00:02:40.894 BETTER A GREAT 00:02:40.894 --> 00:02:41.895 BETTER A GREAT STORY 00:02:41.895 --> 00:02:42.195 BETTER A GREAT STORY OF 00:02:42.195 --> 00:02:43.196 BETTER A GREAT STORY OF DOMINOES 00:02:43.196 --> 00:02:43.229 BETTER A GREAT STORY OF DOMINOES PIZZA, 00:02:43.229 --> 00:02:43.696 A GREAT STORY OF DOMINOES PIZZA, 00:02:43.696 --> 00:02:43.897 A GREAT STORY OF DOMINOES PIZZA, INCREASED 00:02:43.897 --> 00:02:44.797 A GREAT STORY OF DOMINOES PIZZA, INCREASED EFFICIENCY 00:02:44.797 --> 00:02:45.231 A GREAT STORY OF DOMINOES PIZZA, INCREASED EFFICIENCY OF 00:02:45.231 --> 00:02:45.532 A GREAT STORY OF DOMINOES PIZZA, INCREASED EFFICIENCY OF AD 00:02:45.532 --> 00:02:45.565 A GREAT STORY OF DOMINOES PIZZA, INCREASED EFFICIENCY OF AD SPEND 00:02:45.565 --> 00:02:46.766 INCREASED EFFICIENCY OF AD SPEND 00:02:46.766 --> 00:02:47.901 INCREASED EFFICIENCY OF AD SPEND BY 00:02:47.901 --> 00:02:49.235 INCREASED EFFICIENCY OF AD SPEND BY 700% 00:02:49.235 --> 00:02:49.636 INCREASED EFFICIENCY OF AD SPEND BY 700% USING 00:02:49.636 --> 00:02:50.803 INCREASED EFFICIENCY OF AD SPEND BY 700% USING SEGMENT 00:02:50.803 --> 00:02:50.837 INCREASED EFFICIENCY OF AD SPEND BY 700% USING SEGMENT CUSTOMER 00:02:50.837 --> 00:02:51.771 BY 700% USING SEGMENT CUSTOMER 00:02:51.771 --> 00:02:51.804 BY 700% USING SEGMENT CUSTOMER PLATFORM 00:02:51.804 --> 00:02:52.605 PLATFORM 00:02:52.605 --> 00:02:52.939 PLATFORM ACQUIRING 00:02:52.939 --> 00:02:53.339 PLATFORM ACQUIRING CUSTOMERS 00:02:53.339 --> 00:02:53.373 PLATFORM ACQUIRING CUSTOMERS MORE 00:02:53.373 --> 00:02:53.840 ACQUIRING CUSTOMERS MORE 00:02:53.840 --> 00:02:54.507 ACQUIRING CUSTOMERS MORE EFFICIENTLY 00:02:54.507 --> 00:02:54.908 ACQUIRING CUSTOMERS MORE EFFICIENTLY ON 00:02:54.908 --> 00:02:54.941 ACQUIRING CUSTOMERS MORE EFFICIENTLY ON EVERYBODY'S 00:02:54.941 --> 00:02:55.108 EFFICIENTLY ON EVERYBODY'S 00:02:55.108 --> 00:02:55.208 EFFICIENTLY ON EVERYBODY'S MINDS, 00:02:55.208 --> 00:02:57.010 EFFICIENTLY ON EVERYBODY'S MINDS, AND 00:02:57.010 --> 00:02:57.343 EFFICIENTLY ON EVERYBODY'S MINDS, AND GROWING 00:02:57.343 --> 00:02:58.144 EFFICIENTLY ON EVERYBODY'S MINDS, AND GROWING OVER 00:02:58.144 --> 00:02:58.178 EFFICIENTLY ON EVERYBODY'S MINDS, AND GROWING OVER TIME 00:02:58.178 --> 00:02:58.678 MINDS, AND GROWING OVER TIME 00:02:58.678 --> 00:02:59.012 MINDS, AND GROWING OVER TIME LIFETIME 00:02:59.012 --> 00:02:59.045 MINDS, AND GROWING OVER TIME LIFETIME VALUE 00:02:59.045 --> 00:02:59.212 LIFETIME VALUE 00:02:59.212 --> 00:02:59.412 LIFETIME VALUE THAT 00:02:59.412 --> 00:03:00.046 LIFETIME VALUE THAT PLATFORM 00:03:00.046 --> 00:03:00.580 LIFETIME VALUE THAT PLATFORM ALSO 00:03:00.580 --> 00:03:00.713 LIFETIME VALUE THAT PLATFORM ALSO UNLOCKS 00:03:00.713 --> 00:03:00.747 LIFETIME VALUE THAT PLATFORM ALSO UNLOCKS THE 00:03:00.747 --> 00:03:00.914 THAT PLATFORM ALSO UNLOCKS THE 00:03:00.914 --> 00:03:01.147 THAT PLATFORM ALSO UNLOCKS THE ABILITY 00:03:01.147 --> 00:03:01.681 THAT PLATFORM ALSO UNLOCKS THE ABILITY TO 00:03:01.681 --> 00:03:02.282 THAT PLATFORM ALSO UNLOCKS THE ABILITY TO DO 00:03:02.282 --> 00:03:02.315 THAT PLATFORM ALSO UNLOCKS THE ABILITY TO DO BETTER 00:03:02.315 --> 00:03:02.649 ABILITY TO DO BETTER 00:03:02.649 --> 00:03:02.782 ABILITY TO DO BETTER PERSONALIZATION, 00:03:02.782 --> 00:03:02.949 ABILITY TO DO BETTER PERSONALIZATION, BETTER 00:03:02.949 --> 00:03:03.149 PERSONALIZATION, BETTER 00:03:03.149 --> 00:03:03.216 PERSONALIZATION, BETTER MARKETING 00:03:03.216 --> 00:03:03.416 PERSONALIZATION, BETTER MARKETING TO 00:03:03.416 --> 00:03:04.150 PERSONALIZATION, BETTER MARKETING TO THEIR 00:03:04.150 --> 00:03:04.184 PERSONALIZATION, BETTER MARKETING TO THEIR OWN 00:03:04.184 --> 00:03:04.417 MARKETING TO THEIR OWN 00:03:04.417 --> 00:03:04.851 MARKETING TO THEIR OWN CUSTOMERS, 00:03:04.851 --> 00:03:05.251 MARKETING TO THEIR OWN CUSTOMERS, PROVIDE 00:03:05.251 --> 00:03:05.418 MARKETING TO THEIR OWN CUSTOMERS, PROVIDE BETTER 00:03:05.418 --> 00:03:05.585 CUSTOMERS, PROVIDE BETTER 00:03:05.585 --> 00:03:05.652 CUSTOMERS, PROVIDE BETTER SERVICE 00:03:05.652 --> 00:03:06.319 CUSTOMERS, PROVIDE BETTER SERVICE AND 00:03:06.319 --> 00:03:06.953 CUSTOMERS, PROVIDE BETTER SERVICE AND SUPPORT, 00:03:06.953 --> 00:03:06.986 CUSTOMERS, PROVIDE BETTER SERVICE AND SUPPORT, PROVIDING 00:03:06.986 --> 00:03:07.153 SERVICE AND SUPPORT, PROVIDING 00:03:07.153 --> 00:03:07.620 SERVICE AND SUPPORT, PROVIDING BETTER 00:03:07.620 --> 00:03:07.954 SERVICE AND SUPPORT, PROVIDING BETTER PRODUCT 00:03:07.954 --> 00:03:07.987 SERVICE AND SUPPORT, PROVIDING BETTER PRODUCT EXPERIENCES 00:03:07.987 --> 00:03:08.121 BETTER PRODUCT EXPERIENCES 00:03:08.121 --> 00:03:08.721 BETTER PRODUCT EXPERIENCES THOSE 00:03:08.721 --> 00:03:09.155 BETTER PRODUCT EXPERIENCES THOSE ALL 00:03:09.155 --> 00:03:09.289 BETTER PRODUCT EXPERIENCES THOSE ALL INCREASE 00:03:09.289 --> 00:03:09.923 BETTER PRODUCT EXPERIENCES THOSE ALL INCREASE LIFETIME 00:03:09.923 --> 00:03:10.356 THOSE ALL INCREASE LIFETIME 00:03:10.356 --> 00:03:10.390 THOSE ALL INCREASE LIFETIME VALUE. 00:03:10.390 --> 00:03:10.490 VALUE. 00:03:10.490 --> 00:03:10.590 VALUE. SO 00:03:10.590 --> 00:03:10.790 VALUE. SO THIS 00:03:10.790 --> 00:03:12.892 VALUE. SO THIS COMBINATION 00:03:12.892 --> 00:03:13.026 VALUE. SO THIS COMBINATION OF 00:03:13.026 --> 00:03:13.126 VALUE. SO THIS COMBINATION OF LOWERING 00:03:13.126 --> 00:03:13.326 SO THIS COMBINATION OF LOWERING 00:03:13.326 --> 00:03:13.693 SO THIS COMBINATION OF LOWERING CUSTOMER 00:03:13.693 --> 00:03:13.860 SO THIS COMBINATION OF LOWERING CUSTOMER ACQUISITION 00:03:13.860 --> 00:03:14.827 SO THIS COMBINATION OF LOWERING CUSTOMER ACQUISITION COSTS 00:03:14.827 --> 00:03:14.861 SO THIS COMBINATION OF LOWERING CUSTOMER ACQUISITION COSTS AND 00:03:14.861 --> 00:03:15.094 CUSTOMER ACQUISITION COSTS AND 00:03:15.094 --> 00:03:15.161 CUSTOMER ACQUISITION COSTS AND INCREASING 00:03:15.161 --> 00:03:15.261 CUSTOMER ACQUISITION COSTS AND INCREASING LIFE 00:03:15.261 --> 00:03:15.361 CUSTOMER ACQUISITION COSTS AND INCREASING LIFE TIME 00:03:15.361 --> 00:03:16.196 CUSTOMER ACQUISITION COSTS AND INCREASING LIFE TIME VALUE 00:03:16.196 --> 00:03:16.362 CUSTOMER ACQUISITION COSTS AND INCREASING LIFE TIME VALUE OF 00:03:16.362 --> 00:03:16.563 INCREASING LIFE TIME VALUE OF 00:03:16.563 --> 00:03:16.629 INCREASING LIFE TIME VALUE OF CUSTOMERS 00:03:16.629 --> 00:03:16.729 INCREASING LIFE TIME VALUE OF CUSTOMERS IS 00:03:16.729 --> 00:03:16.896 INCREASING LIFE TIME VALUE OF CUSTOMERS IS WHAT'S 00:03:16.896 --> 00:03:17.063 INCREASING LIFE TIME VALUE OF CUSTOMERS IS WHAT'S ON 00:03:17.063 --> 00:03:17.263 INCREASING LIFE TIME VALUE OF CUSTOMERS IS WHAT'S ON THE 00:03:17.263 --> 00:03:17.430 INCREASING LIFE TIME VALUE OF CUSTOMERS IS WHAT'S ON THE MIND 00:03:17.430 --> 00:03:18.064 CUSTOMERS IS WHAT'S ON THE MIND 00:03:18.064 --> 00:03:18.198 CUSTOMERS IS WHAT'S ON THE MIND OF 00:03:18.198 --> 00:03:18.364 CUSTOMERS IS WHAT'S ON THE MIND OF PRETTY 00:03:18.364 --> 00:03:18.698 CUSTOMERS IS WHAT'S ON THE MIND OF PRETTY MUCH 00:03:18.698 --> 00:03:18.898 CUSTOMERS IS WHAT'S ON THE MIND OF PRETTY MUCH EVERY 00:03:18.898 --> 00:03:19.199 CUSTOMERS IS WHAT'S ON THE MIND OF PRETTY MUCH EVERY EXECUTIVE 00:03:19.199 --> 00:03:19.232 CUSTOMERS IS WHAT'S ON THE MIND OF PRETTY MUCH EVERY EXECUTIVE I 00:03:19.232 --> 00:03:19.532 OF PRETTY MUCH EVERY EXECUTIVE I 00:03:19.532 --> 00:03:19.966 OF PRETTY MUCH EVERY EXECUTIVE I TALK 00:03:19.966 --> 00:03:19.999 OF PRETTY MUCH EVERY EXECUTIVE I TALK TO. 00:03:19.999 --> 00:03:21.367 TALK TO. 00:03:21.367 --> 00:03:21.467 TALK TO. I 00:03:21.467 --> 00:03:21.601 TALK TO. I THINK 00:03:21.601 --> 00:03:21.634 TALK TO. I THINK THERE'S 00:03:21.634 --> 00:03:21.701 TALK TO. I THINK THERE'S A 00:03:21.701 --> 00:03:21.801 TALK TO. I THINK THERE'S A LOT 00:03:21.801 --> 00:03:21.834 TALK TO. I THINK THERE'S A LOT OF 00:03:21.834 --> 00:03:22.668 I THINK THERE'S A LOT OF