1 00:00:00,040 --> 00:00:02,000 Want to get over a billion views? 2 00:00:02,000 --> 00:00:04,640 Yes, not millions with just one video. 3 00:00:05,040 --> 00:00:07,880 You're trying to capture a massive audience, but your 4 00:00:07,880 --> 00:00:10,400 current method just aren't cutting it. 5 00:00:10,960 --> 00:00:15,280 You're stuck using outdated techniques that fail to engage 6 00:00:15,800 --> 00:00:18,440 every second. You're losing potential viewers 7 00:00:18,440 --> 00:00:22,400 and growth. But what if there is a 8 00:00:22,400 --> 00:00:26,080 revolutionary method that could change everything? 9 00:00:26,800 --> 00:00:31,000 Discover the secret to building a live stream engine that 10 00:00:31,120 --> 00:00:37,240 captivates millions at events like the Grammys and Coachella. 11 00:00:37,240 --> 00:00:38,920 Hello John, how are you doing today? 12 00:00:39,040 --> 00:00:40,400 Ridash, how are you? I'm good. 13 00:00:40,400 --> 00:00:43,440 Thank you, John. Before we start then, would you 14 00:00:43,440 --> 00:00:45,640 like to share a motivational course? 15 00:00:45,640 --> 00:00:49,120 Something that inspires you, motivates you, you follow in 16 00:00:49,120 --> 00:00:51,200 your life? Happily, you know, I, I heard 17 00:00:51,200 --> 00:00:55,200 this described as the 10 most important two letter words in, 18 00:00:55,200 --> 00:00:58,920 in the, in the English language. And if it is to be, it is up to 19 00:00:58,920 --> 00:01:01,440 me. And I've kind of used that as a 20 00:01:02,800 --> 00:01:06,240 motivational approach to being an entrepreneur. 21 00:01:06,400 --> 00:01:11,560 And it's, I think indicative of you've got to go out there and 22 00:01:11,560 --> 00:01:15,600 make things happen for you and for your company. 23 00:01:15,600 --> 00:01:19,560 And certainly in technology, it's helped me kind of navigate 24 00:01:19,560 --> 00:01:25,800 a rapidly changing and evolving space and, and world. 25 00:01:25,840 --> 00:01:30,160 I think it means, you know, and also I think forces me and my 26 00:01:30,160 --> 00:01:34,480 team to look at the current world that we're living in and 27 00:01:34,480 --> 00:01:38,160 and then how things are projected to evolve over time. 28 00:01:38,160 --> 00:01:40,800 You know, for instance, we didn't have, you know, TikTok a 29 00:01:40,800 --> 00:01:43,400 couple years ago. And that's radically changed. 30 00:01:43,440 --> 00:01:46,760 I think technology and a lot of things that we do, but that's 31 00:01:46,760 --> 00:01:52,520 been a very helpful motivational quote that has has sustained, 32 00:01:52,520 --> 00:01:55,320 you know my business now is 14 years old and that's certainly 33 00:01:55,320 --> 00:01:59,160 driven us to stay, grow and operate for that duration of 34 00:01:59,160 --> 00:02:00,960 time as well. Indeed, indeed. 35 00:02:01,160 --> 00:02:05,120 It's a good food for thoughts for sure. 36 00:02:05,360 --> 00:02:07,920 Great. So John, I want to ask you like, 37 00:02:07,920 --> 00:02:13,680 how did you manage to get more than a billion people, more than 38 00:02:13,680 --> 00:02:17,240 a billion audience engagement? And I'm like, what? 39 00:02:17,240 --> 00:02:21,320 What's the what's the secret behind a single handed you build 40 00:02:21,320 --> 00:02:23,400 a live stream engine for Grammys? 41 00:02:23,400 --> 00:02:26,960 Oscar, Coachella, Ted, No, you know, there's nothing I can 42 00:02:27,320 --> 00:02:29,600 think of which is not in the list of yours. 43 00:02:29,800 --> 00:02:33,960 So tell us more about your transformation story so that you 44 00:02:33,960 --> 00:02:37,240 know our listeners, the founders, could stick with us 45 00:02:37,280 --> 00:02:38,720 for the rest of the. You know it. 46 00:02:38,720 --> 00:02:43,720 It's my journey has had I think 3 developments in it that's kind 47 00:02:43,720 --> 00:02:47,680 of led to where we are today. And the first for me was being 48 00:02:47,680 --> 00:02:51,200 around a music artist and getting the opportunity to work 49 00:02:51,200 --> 00:02:55,240 with Prince, who and my opinion, a lot of people's opinion is 50 00:02:55,240 --> 00:02:58,600 this is the greatest live performer in history. 51 00:02:58,680 --> 00:03:01,240 Working with him and helping him deliver a direct to consumer 52 00:03:01,240 --> 00:03:05,680 music service, I was able to go see him perform live and in all 53 00:03:05,680 --> 00:03:08,640 kinds of, you know, big giant arenas, but also little intimate 54 00:03:08,640 --> 00:03:11,400 settings or after parties, etcetera. 55 00:03:11,400 --> 00:03:14,040 And I thought there's going to come a time where rather than me 56 00:03:14,160 --> 00:03:16,520 picking up the phone and calling you and telling you what I had 57 00:03:16,520 --> 00:03:20,520 experienced, it would be a shared experienced in real time 58 00:03:20,760 --> 00:03:23,200 given the growth of connected devices and connectivity in 59 00:03:23,200 --> 00:03:25,160 general. And that kind of got me thinking 60 00:03:25,160 --> 00:03:29,440 that the live world is a pretty fascinating exploding, expanding 61 00:03:29,440 --> 00:03:31,960 space. And at the time, I was operating 62 00:03:32,040 --> 00:03:35,800 a boutique live streaming company that was acquired by 63 00:03:35,800 --> 00:03:39,880 AEG, who is the world's largest presenter of live sports and 64 00:03:39,880 --> 00:03:43,440 live music and the number 2 promoter behind Live Nation, who 65 00:03:43,440 --> 00:03:47,560 ironically, years later after meeting Prince, would promote 66 00:03:47,560 --> 00:03:51,120 one of his biggest, I think the biggest tour of his lifetime. 67 00:03:51,200 --> 00:03:54,360 And it was being inside of that live company, that live DNA 68 00:03:54,360 --> 00:03:56,040 where they, you know, they own Coachella. 69 00:03:56,040 --> 00:04:00,800 They owned 1/3 of the Lakers in the NBA, the Kings in the NHL, 70 00:04:00,800 --> 00:04:04,680 the Galaxy and MLS, plus all kinds of arenas around the 71 00:04:04,680 --> 00:04:06,680 world. We would come to work and kind 72 00:04:06,680 --> 00:04:09,560 of breathe live on an ongoing basis. 73 00:04:09,760 --> 00:04:12,560 The third part of that was just after that, or as that 74 00:04:12,560 --> 00:04:15,480 acquisition was happening, I had gone to YouTube to talk to them 75 00:04:15,480 --> 00:04:18,160 about why life might be important to them. 76 00:04:18,320 --> 00:04:21,800 Back then, YouTube was a AVOD stack, didn't have the live 77 00:04:21,800 --> 00:04:24,800 capabilities that they robust capabilities they have today. 78 00:04:25,520 --> 00:04:28,120 We had this moment in time where the planets aligned and Alicia 79 00:04:28,120 --> 00:04:31,520 Keys was performing at the AG venue in New York. 80 00:04:31,640 --> 00:04:35,240 And we struck a deal to live stream that experience on 81 00:04:35,240 --> 00:04:37,960 YouTube presented to the viewer by American Express. 82 00:04:37,960 --> 00:04:40,760 And it was, you know, poppingly successful. 83 00:04:40,760 --> 00:04:43,240 And YouTube came to me and said, hey, you were right the way you 84 00:04:43,240 --> 00:04:45,160 did this. We had a really happy music 85 00:04:45,160 --> 00:04:48,520 artist in Alicia. We had a delighted audience 86 00:04:48,520 --> 00:04:51,120 online watching and commenting about, hey, they could TuneIn 87 00:04:51,120 --> 00:04:52,960 and have this collaborative experience. 88 00:04:53,160 --> 00:04:54,520 And then third, the brand was happy. 89 00:04:54,520 --> 00:04:57,840 American Express was able to now reach and engage consumers in 90 00:04:57,840 --> 00:05:00,280 real time. It was those kind of three 91 00:05:00,280 --> 00:05:04,760 things in motion, in succession open my eyes to, hey, there's a 92 00:05:04,760 --> 00:05:08,120 world unfolding in the, in the live streaming and live content 93 00:05:08,120 --> 00:05:10,240 market. It does really push me to begin 94 00:05:10,240 --> 00:05:13,440 this business and based on those experiences and start on my own 95 00:05:13,440 --> 00:05:16,520 and build A and build a business devoted just to that segment of 96 00:05:16,520 --> 00:05:19,160 the industry. You touched a little briefly on 97 00:05:19,160 --> 00:05:22,520 this that before starting this one, you were working with 98 00:05:22,520 --> 00:05:24,400 somebody in this live streaming business. 99 00:05:24,400 --> 00:05:28,080 Was were you working as an employee or was was it like 100 00:05:28,080 --> 00:05:30,000 contracting? What sort of job was it? 101 00:05:30,360 --> 00:05:33,920 And then why did you decided to start this business? 102 00:05:34,160 --> 00:05:36,480 I mean, I know you've been working in that industry, but 103 00:05:36,480 --> 00:05:39,400 what made you take that lead? Because it's a big decision, 104 00:05:39,400 --> 00:05:40,160 right? Yeah. 105 00:05:40,160 --> 00:05:44,080 It is. And yeah, I had had AI would say 106 00:05:44,080 --> 00:05:49,120 a successful career in sales working for I would say mid 107 00:05:49,120 --> 00:05:51,840 sized companies. A couple had gone through some 108 00:05:51,840 --> 00:05:55,760 acquisitions, but I had, you know, I had learned the business 109 00:05:55,760 --> 00:06:00,760 and I had a background in tech and telecommunications and I had 110 00:06:00,760 --> 00:06:04,960 also migrated from Boston to LA and I had learned the 111 00:06:04,960 --> 00:06:07,760 entertainment ecosystem. And the way you learn that is 112 00:06:07,760 --> 00:06:11,560 you go work in in the mailroom at these big giant agencies and 113 00:06:11,560 --> 00:06:15,600 you get this master's degree in how entertainment functions and 114 00:06:15,600 --> 00:06:19,040 work and, and operates, You know, how ATV show is packaged, 115 00:06:19,040 --> 00:06:21,720 how a movie is made. Even in the music management 116 00:06:21,720 --> 00:06:24,160 side where I spent some time, as you know, how a music artist 117 00:06:24,360 --> 00:06:27,560 puts together a major tour and goes out and promotes that. 118 00:06:27,640 --> 00:06:31,680 And that became that kind of dual exposure to that 119 00:06:31,680 --> 00:06:34,320 information both in the in the tech and telecommunications 120 00:06:34,320 --> 00:06:38,320 world combined with the knowledge I had quickly acquired 121 00:06:38,320 --> 00:06:40,480 in entertainment. I got to a place where I 122 00:06:40,480 --> 00:06:43,400 realized that, you know, Hollywood was pretty concerned 123 00:06:43,520 --> 00:06:45,760 about technology and what would happen to them. 124 00:06:46,000 --> 00:06:47,840 You know, they didn't want to repeat what happened to the 125 00:06:47,840 --> 00:06:52,120 music industry that had gone through a period of of rampant 126 00:06:52,400 --> 00:06:55,320 piracy. And I learned that those two 127 00:06:55,560 --> 00:06:57,640 worlds cross connected in streaming. 128 00:06:57,800 --> 00:07:01,920 And for me, I was able to step into the streaming space and 129 00:07:01,920 --> 00:07:06,320 then go speak to people that were worked at studios, 130 00:07:06,320 --> 00:07:08,920 broadcaster, sports leagues, record labels, etcetera. 131 00:07:08,920 --> 00:07:11,760 And I kind of, you know, because I knew their world, we could 132 00:07:11,760 --> 00:07:14,280 have frank conversations about, hey, what are what are their 133 00:07:14,280 --> 00:07:16,760 challenges, what are their fears and listen to them. 134 00:07:16,760 --> 00:07:20,440 And then talk about how technology and streaming opens 135 00:07:20,440 --> 00:07:23,200 up a whole new world of connection, interaction with 136 00:07:23,200 --> 00:07:26,400 consumers, not locally, but you know, internationally, globally, 137 00:07:26,440 --> 00:07:30,480 etcetera and 24 hours a day. And that was really the driver 138 00:07:31,040 --> 00:07:33,000 for me. And then eventually go through 139 00:07:33,000 --> 00:07:37,040 that process of working with people like Prince and YouTube 140 00:07:37,040 --> 00:07:40,520 and AEG that funneled me into the live space. 141 00:07:40,520 --> 00:07:42,600 And that's where I realized interesting business. 142 00:07:42,760 --> 00:07:46,640 And the other dynamic to me was Mark Cuban, right? 143 00:07:46,640 --> 00:07:49,880 I had seen someone who was incredibly entrepreneur, 144 00:07:49,880 --> 00:07:54,280 entrepreneurial in his focus and had, you know, that led him to a 145 00:07:54,320 --> 00:07:58,600 $5.7 billion acquisition by Yahoo pretty early. 146 00:07:58,600 --> 00:08:01,120 You know, he's also the godfather of the streaming 147 00:08:01,120 --> 00:08:02,520 industry. And I thought, wow, there's a, 148 00:08:02,920 --> 00:08:04,240 there's definitely a business here. 149 00:08:04,280 --> 00:08:06,240 And, you know, this guy's on to something. 150 00:08:06,240 --> 00:08:09,160 And that led me to further, deeper into the streaming world 151 00:08:09,160 --> 00:08:12,000 and then, you know, looking to control my own destiny and 152 00:08:12,000 --> 00:08:13,520 forming my own business. Mark. 153 00:08:13,520 --> 00:08:17,000 Cuban keeps coming into my show in one on another way. 154 00:08:17,000 --> 00:08:21,400 You know, like there was another lady who went to Shock Tank and 155 00:08:21,400 --> 00:08:25,040 Mark Cuban offered her, given her an offer and then there was 156 00:08:25,040 --> 00:08:28,880 another gentleman who came who he didn't got an offer from 157 00:08:28,880 --> 00:08:31,280 Mark. His name is always coming back 158 00:08:31,280 --> 00:08:33,720 to the show. I don't remember what was this 159 00:08:33,720 --> 00:08:35,799 acquisition? You said 5.7 billion. 160 00:08:35,799 --> 00:08:38,240 What did he sold? Did he had a company or his? 161 00:08:38,240 --> 00:08:42,480 Story is, is really fascinating and I have read everything he's 162 00:08:42,480 --> 00:08:44,159 written. I followed everything he's, you 163 00:08:44,159 --> 00:08:46,440 know, his interviews. I had the pleasure of, of 164 00:08:46,440 --> 00:08:49,480 meeting him once. But Mark attended. 165 00:08:49,560 --> 00:08:51,920 He's from Pittsburgh, but attended College in Indiana and 166 00:08:51,920 --> 00:08:54,920 then graduated and went to live in Dallas. 167 00:08:54,920 --> 00:08:58,600 And he wanted to follow his college basketball, you know, 168 00:08:58,600 --> 00:09:01,080 college basketball big at his university. 169 00:09:01,080 --> 00:09:06,000 And he would have to dial back to Indiana and have his friends 170 00:09:06,000 --> 00:09:07,760 put the game on the radio on speakerphone. 171 00:09:07,760 --> 00:09:10,160 And he and his friends in Dallas would listen. 172 00:09:10,160 --> 00:09:13,320 And overtime he figured out, boy, I could send that radio 173 00:09:13,320 --> 00:09:15,360 signal over the Internet and, and stream it. 174 00:09:15,600 --> 00:09:17,960 And he was successful at it. And then he went out and 175 00:09:17,960 --> 00:09:23,080 aggregated a whole bunch of of similar broadcasts from other 176 00:09:23,080 --> 00:09:28,040 universities and that became a company called Audio Net and he 177 00:09:28,040 --> 00:09:31,520 rebranded that as broadcast stock and aggregated all kinds 178 00:09:31,520 --> 00:09:33,960 of streaming content. And Yahoo said that's a business 179 00:09:33,960 --> 00:09:36,760 that we see as the future and we want to buy it. 180 00:09:36,760 --> 00:09:40,280 And he had that and that's the transaction that 5.7 billion was 181 00:09:40,280 --> 00:09:42,240 for broadcast.com. That's. 182 00:09:42,240 --> 00:09:44,040 That's the story we want to hear, isn't it? 183 00:09:44,120 --> 00:09:47,280 OK, great. So, so, so John, when do you had 184 00:09:47,280 --> 00:09:49,440 this Biffany? Did you look into the market? 185 00:09:49,440 --> 00:09:52,440 Were there other products, what was going on at that time? 186 00:09:52,440 --> 00:09:57,240 And what did you see from your research specifically that 187 00:09:57,440 --> 00:10:00,120 encouraged you to move ahead with the idea? 188 00:10:00,200 --> 00:10:02,320 Well. I you know, the early days of 189 00:10:02,320 --> 00:10:04,960 the live streaming industry were known for their failures. 190 00:10:05,200 --> 00:10:09,840 And you may have recall there was like a Victoria's Secret 191 00:10:09,840 --> 00:10:14,360 Fashion show that quote crashed the Internet or Oprah Winfrey 192 00:10:14,760 --> 00:10:17,960 decided to put an episode. So to her live show online and 193 00:10:18,000 --> 00:10:20,280 all kinds of media stories about, hey, the Internet is not 194 00:10:20,280 --> 00:10:22,200 built for this and it's all, it's got all kinds of 195 00:10:22,200 --> 00:10:24,800 challenges. However, people were super, 196 00:10:24,800 --> 00:10:28,200 super interested in it. And the other dynamic for me was 197 00:10:28,200 --> 00:10:31,640 this the advent of the smartphone right now, everybody 198 00:10:31,640 --> 00:10:35,800 had the ability to render, deliver, consume and enjoy video 199 00:10:35,800 --> 00:10:38,960 from their own personal device. And fueled, you know, more 200 00:10:38,960 --> 00:10:42,120 fueled by that too, was this notion of the experience economy 201 00:10:42,120 --> 00:10:46,320 where these consumers would they placed a greater value over 202 00:10:46,320 --> 00:10:48,680 going to an event with their friends and having this kind of 203 00:10:48,680 --> 00:10:51,440 shared collaborative participatory experience. 204 00:10:51,440 --> 00:10:54,120 And that kind of, and then obviously being inside a company 205 00:10:54,120 --> 00:10:57,760 like AEGI thought, you know, this is this is the future. 206 00:10:57,760 --> 00:11:00,520 Live is a very, very intriguing business. 207 00:11:00,520 --> 00:11:04,240 And things like music festivals became these centers of culture 208 00:11:04,240 --> 00:11:08,080 that not only offered music, but art, food, fashion, learning, 209 00:11:08,120 --> 00:11:11,240 philanthropy, etcetera. And if you, you know, we're 210 00:11:11,240 --> 00:11:14,480 paying attention, a lot of my clients were brand advertisers 211 00:11:14,480 --> 00:11:16,600 as well who were saying, you know, it's hard for me to get 212 00:11:16,600 --> 00:11:19,680 someone's attention, especially this younger consumer. 213 00:11:19,680 --> 00:11:23,200 And I looked at an experience like Coachella, you know, AEG 214 00:11:23,200 --> 00:11:26,880 operates is sold out, amazing, beautiful curated festival with 215 00:11:26,880 --> 00:11:30,120 the top artists in the world. But imagine amplifying that, you 216 00:11:30,120 --> 00:11:33,360 know, beyond the 100,000 people that are at the experience each 217 00:11:33,360 --> 00:11:36,200 day. Imagine live broadcasting that 218 00:11:36,200 --> 00:11:40,160 on a platform like YouTube. And you know, the data around 219 00:11:40,160 --> 00:11:45,200 the year Beyoncé played that led to a viewership of 89.2 million 220 00:11:45,200 --> 00:11:48,000 viewers. And these are all kind of, you 221 00:11:48,000 --> 00:11:49,600 know, touch points along the journey. 222 00:11:49,600 --> 00:11:53,680 But that's what led me to think that this is an exciting ending 223 00:11:53,760 --> 00:11:55,640 field. And you know, I was a little 224 00:11:55,640 --> 00:11:58,880 early to that conversation as well, but that allowed me to go 225 00:11:58,880 --> 00:12:02,920 and and sit down with brands and find out what their their 226 00:12:02,920 --> 00:12:06,640 challenges were. Really fortunate opportunity for 227 00:12:06,640 --> 00:12:08,960 somebody who's an entrepreneur to, you know, they were 228 00:12:08,960 --> 00:12:11,840 interested like, hey, we're curious about this live space 229 00:12:11,840 --> 00:12:15,480 and we have these ongoing challenges of cord cutting, 230 00:12:15,680 --> 00:12:18,760 brand safety and AD blocking. These are three recurring things 231 00:12:18,760 --> 00:12:21,640 I kept hearing combined with, you know, how do we get our, our 232 00:12:21,640 --> 00:12:25,840 head and our ideas around this thriving experience economy and 233 00:12:25,840 --> 00:12:29,000 these younger consumers who value place great value over 234 00:12:29,000 --> 00:12:32,680 these experiences. And by virtue of having that, 235 00:12:32,760 --> 00:12:35,760 hearing that feedback, we were able to build a business that 236 00:12:35,760 --> 00:12:38,560 addressed those concerns. Or, and how do we, how do we 237 00:12:38,560 --> 00:12:42,760 deliver best practices to unlock things like watch time, right? 238 00:12:42,760 --> 00:12:46,600 The average consumer attention span is plummeted down to 8 239 00:12:46,600 --> 00:12:49,240 seconds and most brands are struggling to even get anywhere 240 00:12:49,240 --> 00:12:51,840 near that. And we realize that if we put 241 00:12:51,840 --> 00:12:54,720 together the proper experience and added things like polling 242 00:12:54,720 --> 00:12:58,320 and trivia and quality video and audio, we could unlock really 243 00:12:58,320 --> 00:13:02,000 compelling watch time 510-1520, you know, 30 minutes. 244 00:13:02,160 --> 00:13:04,800 And those were kind of the, the philosophies and the building 245 00:13:04,800 --> 00:13:06,200 blocks. But it was really that that 246 00:13:06,200 --> 00:13:09,480 opportunity of being a little early, but also being able to 247 00:13:09,480 --> 00:13:11,720 listen and then get feedback and that's kind of laid the 248 00:13:11,720 --> 00:13:13,840 foundation for the business. Got it. 249 00:13:14,160 --> 00:13:16,080 Got it. So this is the question which I 250 00:13:16,080 --> 00:13:19,960 asked every single guest on my show, which is how did you got 251 00:13:19,960 --> 00:13:23,360 your first customer and then how did you get your first 10 252 00:13:23,360 --> 00:13:26,520 customers because that's so important in founders life, 253 00:13:26,520 --> 00:13:27,440 right? Yeah. 254 00:13:27,960 --> 00:13:32,120 We had an incredibly fortunate opportunity when I had started 255 00:13:32,120 --> 00:13:35,120 the business. We were, you know, previously my 256 00:13:35,120 --> 00:13:37,560 prior company, which is, you know, AEG big company. 257 00:13:38,120 --> 00:13:41,040 We were doing, we were providing all of the streaming, live 258 00:13:41,040 --> 00:13:44,320 streaming for YouTube and that was things like video 259 00:13:44,320 --> 00:13:46,720 production, even the video player, you name it. 260 00:13:46,720 --> 00:13:49,960 We were powering things on the YouTube platform like Coachella, 261 00:13:49,960 --> 00:13:53,280 Bonnaroo Rock and Rio Lollapalooza, product launches, 262 00:13:53,280 --> 00:13:58,000 movie premieres, you name it. When I launched the business we 263 00:13:58,000 --> 00:14:01,560 had previously done, I think it was a Paul McCartney concert in 264 00:14:01,560 --> 00:14:05,080 Mexico with Coca-Cola on YouTube and one of the marketing 265 00:14:05,080 --> 00:14:08,080 executives at Coke Sentimento. And hey, I've started a 266 00:14:08,080 --> 00:14:10,480 business. And he came back to me and said, 267 00:14:11,240 --> 00:14:14,400 you know, we had a great experience operating Coke 268 00:14:14,400 --> 00:14:18,840 branded live streams on YouTube, but we also own our own 269 00:14:18,840 --> 00:14:20,640 property. We want to give that a shot and 270 00:14:20,640 --> 00:14:24,160 try to amplify some of our work on, on that platform. 271 00:14:24,160 --> 00:14:27,560 And we got into part a partnership with Coca-Cola, who 272 00:14:27,560 --> 00:14:32,320 was sponsoring the Viva Latino festival in Mexico, which is 273 00:14:32,320 --> 00:14:35,280 this 2 decade long. It's kind of the rock of the 274 00:14:35,280 --> 00:14:37,920 Coachella of the rock industry in Mexico. 275 00:14:37,920 --> 00:14:42,000 And Coke's charter was how do we go beyond the grounds of the 276 00:14:42,000 --> 00:14:44,240 festival and reach a bigger, broader audience. 277 00:14:44,240 --> 00:14:47,600 And we won that business and we I think we want to for three or 278 00:14:47,600 --> 00:14:50,640 four years at the duration of Coke's sponsorship. 279 00:14:50,640 --> 00:14:56,000 And we were able to build user experience on the Coca-Cola dot 280 00:14:56,000 --> 00:14:59,080 FM platform that was also highly trafficked. 281 00:14:59,080 --> 00:15:02,320 You know, a lot of lot of activity there and allow the 282 00:15:02,360 --> 00:15:06,160 viewer to go to the festival virtually and look at the lineup 283 00:15:06,160 --> 00:15:10,240 and then pick and say, you know, I'm Ash and I'm a fan of Profits 284 00:15:10,240 --> 00:15:15,680 of Rage J Bugged G Eazy and Build A schedule. 285 00:15:15,720 --> 00:15:19,000 And you would also get push notifications that said a text 286 00:15:19,000 --> 00:15:20,640 message. Hey, the band that you like Ash 287 00:15:20,640 --> 00:15:23,600 is coming on in 5 minutes. Here is the link and you can you 288 00:15:23,600 --> 00:15:27,240 could also choose from like 5 different channels of video 289 00:15:27,480 --> 00:15:30,640 across this massive 2 day festival and you could post 290 00:15:30,640 --> 00:15:34,800 comment, share tweet. We brought in the the Band Muses 291 00:15:34,800 --> 00:15:40,520 video director to then broadcast the the mainstage in VR and if 292 00:15:40,720 --> 00:15:43,040 you need to have the headset, you could go onto YouTube and 293 00:15:43,040 --> 00:15:46,320 have this 360 live stream. And then Coke expanded upon that 294 00:15:46,320 --> 00:15:48,920 partnership throughout all of Mexico. 295 00:15:48,920 --> 00:15:51,400 If you were at a Best Buy, you could go in and put a Samsung 296 00:15:51,400 --> 00:15:54,240 headset on as you were shopping that weekend and enjoy the 297 00:15:54,240 --> 00:15:57,200 experience. Ultimately that led to an 298 00:15:57,200 --> 00:16:01,400 average watch time on mobile for Coke of 29 minutes and a desktop 299 00:16:02,120 --> 00:16:05,400 watch time of 113 minutes. This is about 3.9 million 300 00:16:05,400 --> 00:16:07,840 viewers and for any marketer, especially a marketer like 301 00:16:07,920 --> 00:16:12,320 Coca-Cola, that was a massive home run, massive success to 302 00:16:12,320 --> 00:16:15,040 get, you know, literally half an hour on mobile in almost two 303 00:16:15,040 --> 00:16:18,080 hours on desktop. And that really put the company 304 00:16:18,080 --> 00:16:19,800 on the map. The minute we got into business 305 00:16:19,800 --> 00:16:23,240 with Coke. And we had validity with almost 306 00:16:23,240 --> 00:16:24,960 every major brand we were talking to. 307 00:16:24,960 --> 00:16:29,720 And shortly thereafter we got into business with AT&T who had 308 00:16:29,720 --> 00:16:32,800 a corporate partnership with the masters. 309 00:16:32,920 --> 00:16:36,800 And we could also live stream this, this incredible user 310 00:16:36,800 --> 00:16:38,440 experience. We could switch between the 311 00:16:38,440 --> 00:16:42,040 leaders, the Amen corner and then a different a different 312 00:16:42,040 --> 00:16:45,840 segment of the masters combined with all of the data feeds, the 313 00:16:45,840 --> 00:16:48,000 leaders, etcetera built into that experience. 314 00:16:48,160 --> 00:16:52,880 And that led to probably we've probably done 22 live streams 315 00:16:52,920 --> 00:16:57,400 with AT&T tip, especially around them telling their 5G marketing 316 00:16:57,400 --> 00:17:01,760 story at, you know, partnerships like they had with the the NCAA, 317 00:17:02,040 --> 00:17:04,800 with the Final Four, the college football championships, as well 318 00:17:04,800 --> 00:17:09,480 as the NB as we'd go in and produce in live stream the NBA 319 00:17:09,480 --> 00:17:13,240 All Star pregame concert. But the real transformation was 320 00:17:13,240 --> 00:17:15,640 that partnership with Coke. And that really changed the 321 00:17:15,640 --> 00:17:18,560 business and set us on this trajectory now to work with 322 00:17:18,560 --> 00:17:21,760 bigger brands who who by the way, you know, it's, it's live, 323 00:17:21,760 --> 00:17:23,960 right? So they have a lot of concerns 324 00:17:23,960 --> 00:17:26,119 and a lot of anxiety. But when you realize, oh, you're 325 00:17:26,119 --> 00:17:29,080 doing this for American Express and Coca-Cola and Samsung and 326 00:17:29,240 --> 00:17:32,240 AT&T, you probably have a you know, we did. 327 00:17:32,240 --> 00:17:35,240 And we do have a best practice way of executing, but that was 328 00:17:36,440 --> 00:17:40,160 that was a very powerful customer win for us and it 329 00:17:40,160 --> 00:17:41,720 really changed the business. Can you? 330 00:17:41,720 --> 00:17:44,520 Can you give us a sense of the size of the business where you 331 00:17:44,520 --> 00:17:47,200 are in terms of revenue, number of customers, size of team, 332 00:17:47,200 --> 00:17:48,160 etcetera? Yeah. 333 00:17:48,280 --> 00:17:52,840 We've operationally, the, the beauty of a live business is 334 00:17:52,840 --> 00:17:56,560 that we can keep the, the, the company lean and we can run it 335 00:17:56,600 --> 00:18:00,160 out with, with a core team of three or four people knowing 336 00:18:00,160 --> 00:18:04,160 that if we have a, a project, we bring in a vetted, a vetted 337 00:18:04,160 --> 00:18:05,880 larger team. Give an example. 338 00:18:05,880 --> 00:18:11,040 A couple years ago, we were tasked to work with Pharrell for 339 00:18:11,040 --> 00:18:15,640 his festival, music festival in his hometown of Virginia Beach 340 00:18:15,680 --> 00:18:19,200 in a partnership with YouTube sponsored by, you know, Walmart. 341 00:18:19,200 --> 00:18:23,680 And we had to execute 2 stages across three days right on that 342 00:18:23,680 --> 00:18:27,160 water. And that was a team of about 47. 343 00:18:27,160 --> 00:18:31,680 So we're able to expand our business based on the scope of 344 00:18:31,680 --> 00:18:35,520 work that we're doing. We also do the, we work with 345 00:18:35,520 --> 00:18:39,760 Qualcomm and they have an annual really a really important, I 346 00:18:39,760 --> 00:18:41,480 think probably the most important thing that Qualcomm 347 00:18:41,480 --> 00:18:44,120 does from a marketing and messaging perspective. 348 00:18:44,360 --> 00:18:47,200 They run a Snapdragon Summit in Maui where they bring in their 349 00:18:47,200 --> 00:18:50,120 largest customers and they announce and they show all the 350 00:18:50,120 --> 00:18:53,800 innovation across that Snapdragon chipset and ecosystem 351 00:18:53,800 --> 00:18:57,600 over about 2 1/2 to 3 days. And live streaming in a place 352 00:18:57,600 --> 00:19:00,160 like Maui is not easy, not a lot of, you know, robotics plus 353 00:19:00,160 --> 00:19:03,520 Internet infrastructure. And we provide and manage all of 354 00:19:03,520 --> 00:19:05,400 that. And that's done with a, you 355 00:19:05,400 --> 00:19:08,000 know, a different size team. It's a lot leaner and it's more 356 00:19:08,000 --> 00:19:11,080 focused on the tech, but it's an indication we can go literally 357 00:19:11,080 --> 00:19:12,760 anywhere in the country or the world. 358 00:19:12,880 --> 00:19:15,800 And yeah, the beauty now too is there's a lot of remote cloud 359 00:19:15,800 --> 00:19:17,840 based management that we can provide. 360 00:19:17,840 --> 00:19:21,600 So as the world is evolving and changing, we keep things in 361 00:19:21,600 --> 00:19:25,160 lockstep with our clients based on on things like budget and 362 00:19:25,160 --> 00:19:27,080 expenditures. We've, you know, we don't 363 00:19:27,080 --> 00:19:30,280 disclose a lot of what we do financially, but we've been well 364 00:19:30,280 --> 00:19:34,640 into the the millions in revenue and have operated fortunately 365 00:19:34,640 --> 00:19:37,520 for us profitably. And it certainly helps to have 366 00:19:37,520 --> 00:19:39,720 the the customer names that we've had as well. 367 00:19:39,720 --> 00:19:44,040 And now and we're in a new world with ecommerce live streaming. 368 00:19:44,040 --> 00:19:48,480 So now that's almost a, yeah, it's still live video, but it's 369 00:19:48,480 --> 00:19:51,280 a very different user behavior. So we're now stepping into that 370 00:19:51,280 --> 00:19:54,720 space and really trying to manage and sort out what that 371 00:19:54,720 --> 00:19:58,120 means to our customers who now want to explore how do we 372 00:19:58,280 --> 00:20:01,480 convert and sell something in the moment to a viewer, like on 373 00:20:01,480 --> 00:20:04,120 a platform like like TikTok Shop, for instance. 374 00:20:04,120 --> 00:20:06,360 Indeed. And, and everybody knows the 375 00:20:06,360 --> 00:20:09,600 growth of live stream and its history across the pandemic. 376 00:20:09,600 --> 00:20:12,840 You know, today it's it's not like front and center with 377 00:20:12,880 --> 00:20:17,320 platforms like Netflix and and and Prime, right, And the live 378 00:20:17,320 --> 00:20:21,320 video and the explosion of e-commerce live streaming on 379 00:20:21,680 --> 00:20:24,280 patron like TikTok. It's tremendous, right? 380 00:20:24,360 --> 00:20:28,360 And obviously live video also authenticate itself as in the 381 00:20:28,680 --> 00:20:30,760 era of AI generated video, right? 382 00:20:30,760 --> 00:20:34,680 So that's something definitely relevant in the current 383 00:20:34,680 --> 00:20:38,480 scenario. How do you see the future for 384 00:20:38,480 --> 00:20:44,800 live streaming considering more and more next generation of us 385 00:20:44,800 --> 00:20:50,040 of humans are tending towards being isolated, being alone by 386 00:20:50,040 --> 00:20:53,360 themselves, playing video game, watching things on the Tilly and 387 00:20:53,360 --> 00:20:56,760 things like that. What, what's your envision in 388 00:20:56,760 --> 00:21:00,640 terms of the future looks like when it comes to live streaming 389 00:21:00,640 --> 00:21:02,760 and any businesses in the same era, you know? 390 00:21:02,760 --> 00:21:04,440 It's a great time to be asking that question. 391 00:21:04,440 --> 00:21:06,800 And, you know, you reference the pandemic and that was a 392 00:21:07,680 --> 00:21:12,520 obviously our space exploded. And you had, I think a couple of 393 00:21:12,520 --> 00:21:15,320 things came out of that. I think there was AI. 394 00:21:15,320 --> 00:21:18,440 Would I classify this as a global adoption and user 395 00:21:18,440 --> 00:21:20,000 behavior, right? Because everybody was 396 00:21:20,000 --> 00:21:22,120 sequestered. So if you were a grandparent, 397 00:21:22,120 --> 00:21:24,760 you had to learn how to Zoom with your family. 398 00:21:24,840 --> 00:21:27,280 If you were a child, you had to take, you know, distance 399 00:21:27,280 --> 00:21:30,000 learning classes. Every music artist on the planet 400 00:21:30,000 --> 00:21:32,960 was at home or in their studio and couldn't tour. 401 00:21:33,160 --> 00:21:35,880 So they began to live stream. So people really figured out, 402 00:21:35,920 --> 00:21:40,560 you know, I understand now how to access a link and play a live 403 00:21:40,560 --> 00:21:42,440 video or even participate in one. 404 00:21:42,520 --> 00:21:45,440 And you know, post pandemic the business had to right side 405 00:21:45,440 --> 00:21:47,320 itself. I mean, I think we had the four 406 00:21:47,320 --> 00:21:50,160 or five competitors pre pandemic and mid pandemic we had I think 407 00:21:50,160 --> 00:21:53,800 200 companies that were out acquiring funding. 408 00:21:53,880 --> 00:21:57,480 And you know, if you were a production company of any kind, 409 00:21:57,480 --> 00:21:59,640 the only thing you could do was really live streams. 410 00:21:59,720 --> 00:22:04,560 And now we find ourselves in it. I think there's two fascinating 411 00:22:04,560 --> 00:22:09,160 dynamics happening. 1 is Netflix is now curating a pretty 412 00:22:09,360 --> 00:22:11,800 expansive portfolio of live video. 413 00:22:11,800 --> 00:22:14,240 In the last week, they did the opening night of the Major 414 00:22:14,240 --> 00:22:18,200 League Baseball season and the BTS, you know, reunion out of 415 00:22:18,200 --> 00:22:21,480 Seoul, media says had 300 million viewers. 416 00:22:21,480 --> 00:22:24,360 In addition to things like the Mike Tyson fight and all the 417 00:22:24,360 --> 00:22:27,160 other things that they're doing. I think Netflix looked at that 418 00:22:27,160 --> 00:22:31,360 market and very methodically realized after doing a Chris 419 00:22:31,360 --> 00:22:34,320 Rock comedy show or Dave Chappelle or the Tom Brady 420 00:22:34,320 --> 00:22:36,320 roast. Not only are people showing up 421 00:22:36,320 --> 00:22:38,520 to these broadcasts, they're actually watching for these 422 00:22:38,520 --> 00:22:41,600 extended watch times. And that led them to now this 423 00:22:41,600 --> 00:22:44,760 partnership with the NFL. We've got two games on Christmas 424 00:22:44,760 --> 00:22:47,600 Day. And I think the noteworthy thing 425 00:22:47,600 --> 00:22:49,280 there is the ad inventory is selling out. 426 00:22:49,480 --> 00:22:52,640 So now they're making incremental revenue from 427 00:22:52,640 --> 00:22:55,560 advertisers in the moment. They're bringing people over to 428 00:22:55,560 --> 00:22:58,280 their platform. So there's a propensity for a 429 00:22:58,280 --> 00:23:02,040 conversion over to subscription, but they're also marketing their 430 00:23:02,040 --> 00:23:04,840 existing libraries, right? You're seeing them promoting 431 00:23:04,960 --> 00:23:08,240 shows, documentaries, movies throughout these broadcasts. 432 00:23:08,400 --> 00:23:11,240 And there's a ripple effect. I think the minute that Skydance 433 00:23:11,240 --> 00:23:14,240 acquired Paramount, I think 7 days later, they announced A7 434 00:23:14,240 --> 00:23:17,840 year deal with UFC content. I think you see Apple now 435 00:23:17,960 --> 00:23:21,000 offering more live content. Hulu is, I think that a two or 436 00:23:21,000 --> 00:23:23,840 three-year partnership with festivals like Lollapalooza and 437 00:23:23,840 --> 00:23:26,600 Austin City Limits. So we're now seeing a kind of a 438 00:23:26,600 --> 00:23:29,320 renaissance in live video because of the efficacy that 439 00:23:29,320 --> 00:23:33,080 happens again showing up and watching and ways to monetize 440 00:23:33,440 --> 00:23:36,400 the the subscription platforms that you could say maybe they're 441 00:23:36,400 --> 00:23:40,680 maxed out on on subscribers. But now Netflix has an ad 442 00:23:40,680 --> 00:23:45,360 supported tier that's I think 3749 million viewers and this is 443 00:23:45,360 --> 00:23:48,120 the ideal place to drive discovery there. 444 00:23:48,120 --> 00:23:52,840 Second, ecommerce live streaming in China is a 400 to $600 445 00:23:52,840 --> 00:23:56,360 billion business. And we're now seeing that start 446 00:23:56,360 --> 00:23:59,960 to roll out here in the West. TikTok shopping in the in the 447 00:24:00,040 --> 00:24:04,280 US, we'll do about 23 to 24 billion this year, which is more 448 00:24:04,280 --> 00:24:08,760 than the e-commerce businesses of Best Buy, Lowe's and Kroger. 449 00:24:08,760 --> 00:24:11,080 That's those are those are pretty staggering numbers. 450 00:24:11,240 --> 00:24:15,080 And I think it's about 58% of millennials have now adopted 451 00:24:15,080 --> 00:24:18,920 live e-commerce, live streaming and 80% of Gen. 452 00:24:18,920 --> 00:24:21,280 Z. There's a couple of really 453 00:24:21,280 --> 00:24:23,840 noteworthy data points coming out of that. 454 00:24:23,840 --> 00:24:28,280 There's about a 30% conversion in e-commerce live streaming, 455 00:24:28,280 --> 00:24:33,320 which is 10X normal e-commerce. There's also a return reduction 456 00:24:33,320 --> 00:24:36,960 of about 40% and large. That's because it's interactive. 457 00:24:36,960 --> 00:24:40,040 I can say, hey Ash, the thing you're offering, does it come in 458 00:24:40,040 --> 00:24:41,680 blue? How quickly will I get it 459 00:24:41,680 --> 00:24:43,400 shipped? Can you hold it this way and 460 00:24:43,400 --> 00:24:45,240 show it to me from that perspective? 461 00:24:45,240 --> 00:24:48,840 So now the consumer is really, and they're also typically 462 00:24:48,840 --> 00:24:53,040 working with or viewing a live stream with a brand or a creator 463 00:24:53,040 --> 00:24:56,000 slash influencer whom they have a high level of trust, a lot of 464 00:24:56,000 --> 00:24:59,240 authenticity. So these two dynamics right now 465 00:24:59,240 --> 00:25:02,720 are both happening in parallel. And we as a business are have a 466 00:25:02,720 --> 00:25:05,000 foot in obviously both of those worlds. 467 00:25:05,000 --> 00:25:08,800 But it's a it's a fascinating time to be in this industry. 468 00:25:08,800 --> 00:25:11,120 I also tell people that are, you know, want to become 469 00:25:11,120 --> 00:25:12,920 entrepreneurs. I would get in I would look 470 00:25:12,920 --> 00:25:16,520 research the live streaming space from both perspectives. 471 00:25:16,520 --> 00:25:20,360 Certainly the e-commerce world is, is new and exploding and, 472 00:25:20,360 --> 00:25:24,120 and you know, right now TikTok is TikTok shop is got a 473 00:25:24,240 --> 00:25:29,160 significant leadership role, but I believe that Amazon, Meta, 474 00:25:29,160 --> 00:25:32,360 Google are all going to be active players in that space, 475 00:25:32,360 --> 00:25:34,440 much like, you know, Walmart has been today. 476 00:25:34,680 --> 00:25:37,680 But it is a, it's, it's fast and furious on that front. 477 00:25:37,680 --> 00:25:41,280 And when you have big players like Netflix doing what they're 478 00:25:41,280 --> 00:25:44,960 doing and TikTok shop exploding in parallel, it's definitely an 479 00:25:44,960 --> 00:25:47,000 interesting time and it's definitely not boring. 480 00:25:47,320 --> 00:25:50,080 Before we go towards the end of our interview then let me ask 481 00:25:50,080 --> 00:25:53,480 you something. What would you advise to 22 year 482 00:25:53,480 --> 00:25:58,400 old John Peros Lee who wants to start a business in live 483 00:25:58,400 --> 00:26:02,680 streaming or any kind of political in the same industry? 484 00:26:02,720 --> 00:26:04,640 What would it be your advice for him? 485 00:26:05,080 --> 00:26:08,360 I think looking back, I would have pursued an entrepreneurial 486 00:26:08,360 --> 00:26:11,320 path earlier and sooner in my career. 487 00:26:11,320 --> 00:26:15,720 I mean, fortunately out of college, I went to work for NCR, 488 00:26:15,720 --> 00:26:20,160 which is 100 year old fortune, you know, 101 hundred company at 489 00:26:20,920 --> 00:26:23,320 the time. And you know, I learned a lot, 490 00:26:23,320 --> 00:26:26,880 learned a great deal on how to almost operate a business. 491 00:26:26,880 --> 00:26:30,520 And you know, they were the inventors of sales training and 492 00:26:30,520 --> 00:26:32,680 you know, way back when to sales quota. 493 00:26:32,720 --> 00:26:35,000 And it was a company that lived in, you know, built cash 494 00:26:35,000 --> 00:26:37,360 registers, but that became a computer and an Information 495 00:26:37,360 --> 00:26:40,720 Services business as well as consumables around those that 496 00:26:40,720 --> 00:26:44,160 product ecosystem. And with that knowledge, I think 497 00:26:44,160 --> 00:26:47,520 I had a good springboard in into an entrepreneurial perspective, 498 00:26:47,520 --> 00:26:49,360 although I kind of delayed it over time. 499 00:26:49,360 --> 00:26:52,160 And part of that was learning the entertainment industry. 500 00:26:52,360 --> 00:26:55,960 But now I think that we're in a different, we're in a different 501 00:26:55,960 --> 00:26:58,600 universe now. And with the growth of things 502 00:26:58,600 --> 00:27:02,800 like AI and we know even a platform like LinkedIn, people 503 00:27:02,800 --> 00:27:06,440 are posting and sharing their perspectives at, at almost all 504 00:27:06,440 --> 00:27:11,320 levels of Business Today. And the amount of information 505 00:27:11,320 --> 00:27:14,120 that is available to us is, is staggering. 506 00:27:14,120 --> 00:27:16,680 And if you know, if you are 20, it's, it's available to 507 00:27:16,680 --> 00:27:18,160 everybody regardless of their age. 508 00:27:18,400 --> 00:27:23,840 But I do, I do believe that my advice would be to certainly 509 00:27:23,840 --> 00:27:26,320 explore this live streaming space. 510 00:27:26,320 --> 00:27:30,160 And right now, every social media platform now has a live 511 00:27:30,160 --> 00:27:32,320 capability. Again, that didn't exist when I 512 00:27:32,320 --> 00:27:34,920 started my business, but now I've got the ability to go live 513 00:27:34,920 --> 00:27:37,000 on, you know, Instagram, YouTube, Facebook, Twitch. 514 00:27:37,000 --> 00:27:41,120 Obviously the Twitch acquisition early on by Amazon, I think 515 00:27:41,360 --> 00:27:44,840 somewhat validated the market. My further advice would be is 516 00:27:44,840 --> 00:27:48,480 that I'm really curious about this e-commerce space. 517 00:27:48,480 --> 00:27:51,920 I've seen big advertising executives say that the the 518 00:27:51,920 --> 00:27:56,200 future of retail is going to be e-commerce live streaming. 519 00:27:56,280 --> 00:27:59,240 Part of that is, you know, the cost to operate a retail 520 00:27:59,240 --> 00:28:03,320 business is pretty significant. Retail will will his his thesis. 521 00:28:03,320 --> 00:28:07,560 This is Gary Vaynerchuk at the retail, A retail operator will 522 00:28:07,560 --> 00:28:12,440 become a studio Monday through Friday with employees and 523 00:28:12,520 --> 00:28:15,840 influencers, you know, doing discovery and talking about the 524 00:28:15,840 --> 00:28:18,560 products that are available and will return to a traditional 525 00:28:18,560 --> 00:28:20,320 retail shop on Saturday and Sunday. 526 00:28:20,320 --> 00:28:23,320 And I think it was Mac cosmetics last week announced that all 527 00:28:23,320 --> 00:28:27,240 employees will have the ability to go live and talk about their 528 00:28:27,240 --> 00:28:30,320 their product offering. So my advice to back to your 529 00:28:30,320 --> 00:28:33,360 question would be to jump in. I think there's never been a 530 00:28:33,360 --> 00:28:36,400 better time to do it. And the amount of information 531 00:28:36,400 --> 00:28:39,160 that's available is, is staggering. 532 00:28:39,160 --> 00:28:42,080 And obviously you can do a ton of research through through AI 533 00:28:42,120 --> 00:28:43,560 as well. And I must build, you know, 534 00:28:43,680 --> 00:28:45,160 build businesses in that capacity. 535 00:28:45,320 --> 00:28:47,960 So jump in. Jump in. 536 00:28:48,440 --> 00:28:50,600 Yeah, that makes sense. Great. 537 00:28:50,840 --> 00:28:54,160 So, John, I think the last question I want to ask you 538 00:28:54,160 --> 00:28:58,440 before we jump onto our quick fire round is if somebody's 539 00:28:58,520 --> 00:29:02,120 already in this business, in this industry, specifically in 540 00:29:02,120 --> 00:29:08,080 the live stream or video management or creation or 541 00:29:08,080 --> 00:29:14,480 editing or processing business, what is the best way to get your 542 00:29:14,480 --> 00:29:20,240 first 10 potentially B, to be customers because you're a sales 543 00:29:20,240 --> 00:29:23,400 ninja, right? You understand how it works, But 544 00:29:23,400 --> 00:29:27,120 B to B sales is super difficult. A, you need to have a very good 545 00:29:27,120 --> 00:29:30,120 reputation in the market. You guys were lucky that you had 546 00:29:30,120 --> 00:29:33,200 your first customer as Coca-Cola, but not everybody has 547 00:29:33,200 --> 00:29:37,800 that kind of great timing. So what's the what's the best 548 00:29:37,800 --> 00:29:42,320 way to acquire the first and B to B or B to C customers in your 549 00:29:42,640 --> 00:29:45,960 in your business if you are in this particular engine I. 550 00:29:45,960 --> 00:29:50,080 Think it's identifying a a problem or a pain points in the 551 00:29:50,120 --> 00:29:52,760 Business Today and looking for ways to solve it. 552 00:29:52,840 --> 00:29:57,680 And for me and my advice too is talk to the advertising slash 553 00:29:57,680 --> 00:30:00,760 marketing community, probably the most disintermediated 554 00:30:00,760 --> 00:30:03,600 industry in the universe in the last 2025 years. 555 00:30:03,600 --> 00:30:07,000 Largely that's due to the, you know, the growth of, of online 556 00:30:07,000 --> 00:30:09,960 and the Internet and behavior and mobile phones, but that's a, 557 00:30:09,960 --> 00:30:14,280 and it's also valued, you know, through the roof by, I think 558 00:30:14,280 --> 00:30:16,600 helping them understand the space. 559 00:30:16,600 --> 00:30:19,760 And certainly this is a massive opportunity in the e-commerce 560 00:30:19,760 --> 00:30:21,240 world. And there's also the whole 561 00:30:21,600 --> 00:30:23,840 ecosystem of direct to consumer brands, right? 562 00:30:23,840 --> 00:30:26,440 These are also classified as challenger brands. 563 00:30:26,480 --> 00:30:29,600 These are typically staffed by smart people who may have spent 564 00:30:29,600 --> 00:30:32,120 time working at a company like Procter and Gamble and came up 565 00:30:32,120 --> 00:30:34,960 with a product idea for them. They need to move the product 566 00:30:35,120 --> 00:30:38,560 out to somebody in the days of going to a big box retailer 567 00:30:38,840 --> 00:30:41,320 might not be available to them or certainly don't have the 568 00:30:41,320 --> 00:30:43,840 wherewithal to do it. But understanding what their 569 00:30:43,840 --> 00:30:47,080 challenges are and figuring out ways to help them reach and 570 00:30:47,080 --> 00:30:53,240 engage consumers, especially real time, I think is is a very 571 00:30:53,240 --> 00:30:58,000 powerful way to unlock opportunities for a business, 572 00:30:58,000 --> 00:31:00,520 for a startup, and for an entrepreneur. 573 00:31:00,520 --> 00:31:04,400 And further to that, I think is helping somebody discover things 574 00:31:04,400 --> 00:31:09,160 like watch time and right now real authentic connections seem 575 00:31:09,160 --> 00:31:12,520 to be the method, the best methodology to do that. 576 00:31:12,520 --> 00:31:16,440 And you know, I, I don't have a PHT in any of these disciplines, 577 00:31:16,680 --> 00:31:19,640 but it was really just a, a force of habit and, and trying 578 00:31:19,640 --> 00:31:22,560 to acquire as much knowledge as I can. 579 00:31:22,560 --> 00:31:25,280 And certainly being able to take a meeting with somebody I think 580 00:31:25,280 --> 00:31:28,160 is always super helpful. And you know, again, it doesn't 581 00:31:28,160 --> 00:31:31,800 have to be Coca-Cola to, to, you know, your point, it could be 582 00:31:31,800 --> 00:31:34,720 somebody who's got a startup beverage as well, who 583 00:31:34,720 --> 00:31:38,760 specialized in a certain flavor or it's health related that that 584 00:31:38,920 --> 00:31:41,960 entrepreneur, maybe it's somebody who's got a, a new, a 585 00:31:41,960 --> 00:31:44,640 coffee blend. It's not, that's not Starbucks. 586 00:31:44,880 --> 00:31:48,200 How can they reach and engage viewers in the moment? 587 00:31:48,240 --> 00:31:50,640 And live video is a very compelling way. 588 00:31:50,640 --> 00:31:53,920 It's certainly a way to do that. And I think that's my advice to 589 00:31:53,920 --> 00:31:56,800 somebody starting out is go down that, go down that path. 590 00:31:56,800 --> 00:32:00,320 Also, you know, live video is not, it's not the shoe industry 591 00:32:00,320 --> 00:32:02,520 or the car industry that's been around for decades and decades 592 00:32:02,520 --> 00:32:04,440 and decades. I have to remind myself that 593 00:32:04,440 --> 00:32:06,520 it's still a pretty new, I've been doing it for two decades, 594 00:32:06,520 --> 00:32:08,120 but it's still pretty new in general. 595 00:32:08,120 --> 00:32:11,240 And it's certainly new. Most of my clients need to, you 596 00:32:11,240 --> 00:32:13,480 know, they haven't done this previously and they need to 597 00:32:13,480 --> 00:32:18,080 understand the best, you know, the best ways to execute this. 598 00:32:18,080 --> 00:32:21,360 And we recently, I'll give you an example, I had two customers 599 00:32:21,360 --> 00:32:24,160 this month. One is, you know, Caterpillar, 600 00:32:24,240 --> 00:32:28,720 the biggest construction company on the planet Earth who goes to 601 00:32:28,720 --> 00:32:33,920 this con Expo convention, it's ever happens every three years 602 00:32:33,920 --> 00:32:36,920 in Las Vegas. And they run, they do product 603 00:32:36,920 --> 00:32:39,920 announcements and they have this global operators challenge where 604 00:32:40,080 --> 00:32:43,440 it's the finals for teams to use using Caterpillar equipment to 605 00:32:43,440 --> 00:32:45,880 really go through almost obstacle courses. 606 00:32:45,880 --> 00:32:49,680 But I'm oversimplifying. It has to be precision based 607 00:32:49,680 --> 00:32:52,400 given what's at stake in massive construction builds. 608 00:32:52,520 --> 00:32:55,080 And they came to us and said, hey, we need more people to tune 609 00:32:55,080 --> 00:32:57,920 into this, you know, help us, help us do this. 610 00:32:57,920 --> 00:33:01,480 And we were able to successfully build a strategy that syndicated 611 00:33:01,480 --> 00:33:03,680 the broadcast out and brought more viewership. 612 00:33:03,920 --> 00:33:06,920 And then the same week we were working with a brand new 613 00:33:06,920 --> 00:33:09,960 emerging sports league and the the Beach Football League, which 614 00:33:09,960 --> 00:33:13,760 is founded by a two time Super Bowl champion from the Patriots. 615 00:33:13,760 --> 00:33:17,720 And it's, you know, ex NFL or younger players playing full 616 00:33:17,720 --> 00:33:21,840 tackle football on the beach. So very different environment. 617 00:33:21,840 --> 00:33:24,560 And we're able to build up a live stream strategy that also 618 00:33:24,560 --> 00:33:27,000 because it's such a unique setting, we realize if we 619 00:33:27,000 --> 00:33:29,080 brought in like cinematic drones, you would see these 620 00:33:29,120 --> 00:33:31,440 athletes really going out at the beat, but you'd see it from a 621 00:33:31,440 --> 00:33:33,920 bird's eye view with the waves in the ocean. 622 00:33:33,920 --> 00:33:36,480 And he brought in music performances as well. 623 00:33:36,480 --> 00:33:39,600 And to me, those were two very distinct, very different 624 00:33:39,600 --> 00:33:42,760 businesses, you know, a well established construction company 625 00:33:42,760 --> 00:33:45,600 and a new emerging sports league, both leveraging the 626 00:33:45,600 --> 00:33:49,080 power of live video to reach and engage their audiences. 627 00:33:49,080 --> 00:33:52,680 And those I think, are examples of companies that a new 628 00:33:52,680 --> 00:33:55,680 entrepreneur can go and sit down and talk to cuz they both have 629 00:33:55,680 --> 00:33:58,840 the same challenge, right? It's helped me connect with a 630 00:33:58,840 --> 00:34:02,200 bigger, more expansive audience. And there's not a, it's not an 631 00:34:02,200 --> 00:34:04,920 IBM that does this. It's not, it's not, it's not all 632 00:34:05,320 --> 00:34:07,640 locked out by these giant corporations. 633 00:34:07,640 --> 00:34:11,480 I still think it's a greatly open space and it's open for 634 00:34:11,480 --> 00:34:13,760 competition and ideas. And I think the challenge is 635 00:34:13,760 --> 00:34:16,719 getting there, like finding and reaching out and getting to 636 00:34:16,719 --> 00:34:18,760 these people. But they're certainly out there 637 00:34:18,760 --> 00:34:21,400 and they don't, in my opinion, Sure, they want you. 638 00:34:21,440 --> 00:34:24,080 They want you to be able to deliver for them, but I don't 639 00:34:24,080 --> 00:34:26,679 think they care how old you are or how long you know you've been 640 00:34:26,679 --> 00:34:29,120 in business if you have the methodology to do it. 641 00:34:29,280 --> 00:34:32,239 And there's also, I think the other thing to consider too, 642 00:34:32,239 --> 00:34:35,920 Ash, is sometimes companies are open in technology to testing 643 00:34:35,920 --> 00:34:38,520 and learning and that could be a siloed data. 644 00:34:38,520 --> 00:34:41,199 And if you can prove it out now you're in business with them. 645 00:34:41,199 --> 00:34:43,679 I think that's always been, we've done that a few times as 646 00:34:43,679 --> 00:34:45,199 well and it's really resonated. Got. 647 00:34:45,199 --> 00:34:46,679 It got it. Great stuff. 648 00:34:46,679 --> 00:34:48,760 Well, John, thank you so much for this insight. 649 00:34:48,760 --> 00:34:51,920 Then let's move on to our lighting. 650 00:34:51,920 --> 00:34:54,040 Now I've got 6 quick fire question for you. 651 00:34:54,080 --> 00:34:57,360 At any stage, if you feel that you don't want to answer any of 652 00:34:57,360 --> 00:34:59,840 the question, just give me a skip and then we move on to the 653 00:34:59,840 --> 00:35:01,040 next one. Is that OK? 654 00:35:01,440 --> 00:35:01,960 Sure. All right. 655 00:35:01,960 --> 00:35:03,920 Great stuff. Number one, What are the top 3 656 00:35:03,920 --> 00:35:08,280 strategies to generate business leads in 2026? 657 00:35:08,800 --> 00:35:11,680 I can simplify that by saying activity, activity, activity. 658 00:35:11,680 --> 00:35:16,000 And for me that's it's breaks down into general outreach with 659 00:35:16,000 --> 00:35:19,640 e-mail. And I also believe that I don't 660 00:35:19,640 --> 00:35:22,240 think that can be a robotic AI driven. 661 00:35:22,280 --> 00:35:26,880 I think it's got to be personal and tied to the receiver of that 662 00:35:26,880 --> 00:35:29,320 e-mail seconds. I think LinkedIn is a very 663 00:35:29,320 --> 00:35:35,440 powerful tool and you'll see a decision maker post about a 664 00:35:35,440 --> 00:35:39,000 success they had and they'll tag every member of their team. 665 00:35:39,160 --> 00:35:41,160 Sometimes they'll tag their partners. 666 00:35:41,160 --> 00:35:44,120 And it's a it's wow. It's like, hey, we did this. 667 00:35:44,120 --> 00:35:47,600 And for somebody from like me, I can say great success. 668 00:35:47,640 --> 00:35:50,320 Are you interested in maybe expanding that out and reaching 669 00:35:50,320 --> 00:35:53,440 a bigger, broader audience? And in that same vein to a 670 00:35:53,440 --> 00:35:56,200 hiring trends are a pretty good indication if someone's staffing 671 00:35:56,200 --> 00:35:59,200 up for a certain division, I'll use the term like audience 672 00:35:59,200 --> 00:36:01,040 development. They're telling you they're 673 00:36:01,040 --> 00:36:04,240 trying to bring people into the organization to bring more 674 00:36:04,480 --> 00:36:06,800 viewership to their, to their organization. 675 00:36:06,800 --> 00:36:10,080 And we have tools and you know, for us, we have tools that can 676 00:36:10,080 --> 00:36:12,560 help them do that. Once they hire that person or 677 00:36:12,560 --> 00:36:14,600 they can be in parallel, they can be, hey, we're, we're 678 00:36:14,600 --> 00:36:17,320 bringing this tool set on board and we're going to hire you Ash 679 00:36:17,320 --> 00:36:20,800 to to oversee it. Those are, I think, all very 680 00:36:20,800 --> 00:36:23,040 helpful. I've always used and signed up 681 00:36:23,040 --> 00:36:25,880 for morning kind of e-mail newsletters. 682 00:36:26,040 --> 00:36:29,120 I think Ad Age and Ad Week are is a great summaries. 683 00:36:29,120 --> 00:36:31,800 I think this is applicable I think to any industry, but I 684 00:36:31,800 --> 00:36:34,800 would take advantage of the information that is out there 685 00:36:35,040 --> 00:36:38,000 and most of these things are either free or they're fairly 686 00:36:38,000 --> 00:36:40,720 inexpensive and also follow people on platforms. 687 00:36:40,720 --> 00:36:43,560 I try to follow people like Mark Cuban, He's pretty outspoken on 688 00:36:43,560 --> 00:36:46,160 platforms like like Acts and that's great. 689 00:36:46,160 --> 00:36:48,240 I'm trying to find, you know, cost effective ways to do this, 690 00:36:48,240 --> 00:36:50,920 but I think those are great tools are available today to 691 00:36:50,920 --> 00:36:53,480 anybody. What book would you recommend to 692 00:36:53,480 --> 00:36:57,800 our audience and why you? Know Mark wrote a book and it's 693 00:36:57,800 --> 00:37:02,920 only available digitally and I read that early on and it was 694 00:37:02,920 --> 00:37:06,400 really, really helpful and was almost like this entrepreneurial 695 00:37:06,400 --> 00:37:08,960 approach to business. And the big take away from me 696 00:37:08,960 --> 00:37:11,600 there wasn't, and I've seen him say this, it's in it's it's 697 00:37:11,600 --> 00:37:13,440 certainly a book. And I've seen him say this on 698 00:37:13,560 --> 00:37:17,160 Shark Tank is he's really hammers this point home that 699 00:37:17,160 --> 00:37:21,200 sales cures all with a company. If you've got customers coming 700 00:37:21,200 --> 00:37:24,240 in the door, you're going to be able to run your business and 701 00:37:24,240 --> 00:37:27,800 maintain a longer runway. And you know, he parallels that 702 00:37:27,800 --> 00:37:31,280 by saying, you know, no sales, no company. 703 00:37:31,280 --> 00:37:34,000 And I think the customers also give you tremendous feedback. 704 00:37:34,000 --> 00:37:36,160 They'll tell you the projects that they're working on and what 705 00:37:36,600 --> 00:37:39,200 what they want to do. But yes, certainly I think his 706 00:37:39,400 --> 00:37:42,200 his book, which I think is probably 20 years old at this 707 00:37:42,200 --> 00:37:45,280 point, but it was still a great, you know, template for anybody 708 00:37:45,400 --> 00:37:46,840 and it's like 2 bucks I think too. 709 00:37:47,040 --> 00:37:49,960 Nice, maybe I can add it into my kindle for the next read. 710 00:37:49,960 --> 00:37:53,200 What 1 attribute or characteristic in your mind of a 711 00:37:53,200 --> 00:37:54,880 successful founder? I think. 712 00:37:54,880 --> 00:37:58,080 Persistence. And I learned, you know, early 713 00:37:58,080 --> 00:38:02,640 on that you can be aggressive and you can put people off, you 714 00:38:02,640 --> 00:38:04,520 can be passive and they'll put you off. 715 00:38:04,800 --> 00:38:08,000 And I think assertive is somewhere in the middle and, and 716 00:38:08,000 --> 00:38:13,920 being professionally assertive without question is needed by 717 00:38:13,920 --> 00:38:16,680 entrepreneurs. And sometimes no is OK. 718 00:38:16,680 --> 00:38:18,400 But that doesn't mean you're never going to do business 719 00:38:18,400 --> 00:38:20,680 together. Probably took me, you know, 720 00:38:20,680 --> 00:38:25,480 three years to get into AT&T, but once I was in and we started 721 00:38:25,480 --> 00:38:28,080 building, you know, case studies and success stories, it just 722 00:38:28,080 --> 00:38:31,040 mushroomed into other departments and other, other 723 00:38:31,360 --> 00:38:33,680 divisions. You know, I certainly heard a 724 00:38:33,680 --> 00:38:38,080 lot of Nos And you, you as an entrepreneur, you hear no very, 725 00:38:38,080 --> 00:38:40,320 very frequently. But you can't just say I'm not 726 00:38:40,320 --> 00:38:42,280 going to do this anymore. I'm going to stop my business 727 00:38:42,280 --> 00:38:46,840 and stop my company and stop, you know, generally driving 728 00:38:46,880 --> 00:38:50,720 forward, you know, no, is you're going to hear it that can't stop 729 00:38:50,720 --> 00:38:51,600 your business. Yeah. 730 00:38:51,840 --> 00:38:55,520 What's your favorite personal productivity tool or habit? 731 00:38:55,520 --> 00:39:00,600 To, you know, being an entrepreneur is it's a full time 732 00:39:00,600 --> 00:39:03,280 job, meaning it is the when your eyes are open, you're thinking 733 00:39:03,280 --> 00:39:04,800 about your business. The only time you're probably 734 00:39:04,800 --> 00:39:07,240 not is when you're sleeping. And I'm sure everybody wakes up 735 00:39:07,240 --> 00:39:09,760 and writes down a note that they thought about as well. 736 00:39:09,760 --> 00:39:13,440 And I've, as I've progressed and gotten older, I'm looking for 737 00:39:13,440 --> 00:39:17,120 ways to balance that out. I play, I play baseball to do 738 00:39:17,120 --> 00:39:20,520 that. And I also I pitch and when I'm 739 00:39:20,520 --> 00:39:24,000 on the pitcher's mound, all I'm thinking about is I got to throw 740 00:39:24,000 --> 00:39:26,960 a fastball on the inside corner or this is a person who hits 741 00:39:26,960 --> 00:39:29,080 fastball. So now I have to throw a 742 00:39:29,080 --> 00:39:30,640 curveball or a change up or slide it. 743 00:39:30,640 --> 00:39:37,800 That's allowed me to have a clarity points in my week That 744 00:39:38,200 --> 00:39:43,320 is also serves as a reset. And I say this to you cannot 745 00:39:43,320 --> 00:39:46,000 stop thinking it just it's impossible to not stop thinking 746 00:39:46,000 --> 00:39:49,880 about your business. So finding things that allow you 747 00:39:49,880 --> 00:39:53,000 to recharge in a certain way I think are critical. 748 00:39:53,000 --> 00:39:57,960 I think other thing I do is I try to ride a bike and but then 749 00:39:57,960 --> 00:40:00,080 again, you're also listening to probably listen to a podcast 750 00:40:00,080 --> 00:40:03,000 where it's a business, but it's a good, it's a good balance to I 751 00:40:03,000 --> 00:40:05,720 think let out some endorphins and find that level. 752 00:40:05,880 --> 00:40:10,000 What's a new or a crazy business idea you would love to pursue if 753 00:40:10,000 --> 00:40:10,800 you had? Time. 754 00:40:11,000 --> 00:40:13,000 You know, I've always had this idea. 755 00:40:13,000 --> 00:40:17,520 When I met Prince and kind of got exposed to his ways, I 756 00:40:17,520 --> 00:40:21,760 realized he was writing, you know, 2 songs a day and he was 757 00:40:21,760 --> 00:40:26,560 putting them into a vault and he was also creating, you know, 758 00:40:26,640 --> 00:40:31,080 shorts and full length movies. And it was, it was really mind 759 00:40:31,080 --> 00:40:34,880 blowing to be around a, a human being who could just had this 760 00:40:34,880 --> 00:40:37,760 level of creativity and could just generate so many different 761 00:40:37,760 --> 00:40:39,360 things. And you know, he also lived in 762 00:40:39,360 --> 00:40:40,840 all kinds of different music genres, right? 763 00:40:41,320 --> 00:40:46,400 Rock, funk, acoustic, jazz. And you know, my, I've always 764 00:40:46,400 --> 00:40:50,520 had this idea that he's probably the only artist who could 765 00:40:50,720 --> 00:40:53,840 release something on a weekly basis for the next two to three 766 00:40:53,840 --> 00:40:55,640 decades. I know we're living in a world 767 00:40:55,640 --> 00:40:59,120 of Apple and Amazon and Spotify, but I still believe this. 768 00:40:59,200 --> 00:41:04,360 That is the one artist that could open a an online community 769 00:41:04,480 --> 00:41:07,920 and have something for that, for that audience every single week. 770 00:41:08,000 --> 00:41:11,320 And it would also foster an incredible community of things 771 00:41:11,320 --> 00:41:14,560 that he was into, like the he had certain causes that he very 772 00:41:14,560 --> 00:41:18,240 quietly supported and but also had a very, very global fan 773 00:41:18,240 --> 00:41:21,840 base. And I'd love the idea of a of a 774 00:41:21,840 --> 00:41:27,080 Prince online community that housed all of his catalog, music 775 00:41:27,080 --> 00:41:30,520 video, etcetera, but also would bring in guests like this week, 776 00:41:30,520 --> 00:41:33,800 John Legend is going to talk about his experience with Prince 777 00:41:33,800 --> 00:41:37,080 and how it affected his career. He's also going to host the 778 00:41:37,080 --> 00:41:39,560 release of one of the assets from the vault. 779 00:41:39,560 --> 00:41:43,200 And that's that's always been back of my mind based on my 780 00:41:43,200 --> 00:41:45,280 experience. You know, sadly, I think this is 781 00:41:45,280 --> 00:41:48,600 the one person that would would have just completely capitalized 782 00:41:48,600 --> 00:41:51,800 on the on the live streaming phenomena because he never each 783 00:41:51,800 --> 00:41:55,080 night he would change his music set or you'd point say, hey, 784 00:41:55,080 --> 00:41:57,120 we're going to do a Led Zeppelin song right now to his band. 785 00:41:57,240 --> 00:42:01,200 But yeah, that's an idea of I've always kind of incubated in my 786 00:42:01,200 --> 00:42:02,360 mind. That's a good one. 787 00:42:02,480 --> 00:42:05,280 And last but not least, what's an interesting or fun fact about 788 00:42:05,280 --> 00:42:06,880 you that most people don't know I. 789 00:42:06,880 --> 00:42:09,600 Was on the cover of Sports Illustrated, and there's a funny 790 00:42:09,600 --> 00:42:12,640 story there. As a child, I went to a Red Sox 791 00:42:12,640 --> 00:42:15,520 game in Boston and it was a day game. 792 00:42:15,800 --> 00:42:19,320 And there was a play at the plate and the outfielder threw 793 00:42:19,320 --> 00:42:21,400 the ball to the catcher and the ball went through the catcher's 794 00:42:21,400 --> 00:42:24,440 legs and the runs scored in this, you know, the, the section 795 00:42:24,440 --> 00:42:26,480 I was sitting in, everybody was throwing their hands up. 796 00:42:26,600 --> 00:42:30,200 And at that moment, Sports Illustrated took a photo of that 797 00:42:30,200 --> 00:42:33,240 section and it was a story called The Baseball Boom. 798 00:42:33,280 --> 00:42:38,120 And I was, I think 11 and I was at the the dentist probably a 799 00:42:38,120 --> 00:42:40,920 week or two later. And back then, you know, we'd 800 00:42:40,920 --> 00:42:42,520 sit in the waiting room and you had all these magazines. 801 00:42:42,520 --> 00:42:44,640 And I'm sitting there with and I said to my mother, I'm like, oh, 802 00:42:44,640 --> 00:42:47,240 I'm looking, it's a it's a Red Sox, but it's a day game. 803 00:42:47,480 --> 00:42:51,320 I look a little closer and I can see that my face next to the 804 00:42:51,320 --> 00:42:54,320 letters of this big block letters that says the baseball 805 00:42:54,320 --> 00:42:56,160 boom. And I always joke around and 806 00:42:56,160 --> 00:42:59,840 say, Hey, that's my my quote. First cover of Sports 807 00:42:59,840 --> 00:43:01,240 Illustrated. That's awesome. 808 00:43:01,240 --> 00:43:02,360 That's awesome. Must be. 809 00:43:02,360 --> 00:43:05,280 You must be feeling really cool being a kid, right? 810 00:43:05,680 --> 00:43:06,600 Yeah. Yeah, it was. 811 00:43:06,600 --> 00:43:08,400 It was a fun moment, yeah. Great. 812 00:43:08,400 --> 00:43:10,600 Well done. Thank you so much for joining me 813 00:43:10,600 --> 00:43:13,240 and sharing your story and packing the years of building 814 00:43:13,240 --> 00:43:15,160 this business and some of the ups and downs. 815 00:43:15,400 --> 00:43:18,520 If people want to check out or get in touch with you, what's 816 00:43:18,520 --> 00:43:22,440 the best way to get in touch? The best way is our website, 817 00:43:22,440 --> 00:43:27,080 bulldogdm.com D as in David, M as in Mary, or you can find me 818 00:43:27,080 --> 00:43:29,600 on on LinkedIn. I made a presence there as well. 819 00:43:29,680 --> 00:43:30,960 Great. John, thank you so much for 820 00:43:30,960 --> 00:43:33,560 joining us today and sharing your inspiring journey and the 821 00:43:33,920 --> 00:43:37,080 impactful work you're doing. It's been an absolute pleasure 822 00:43:37,080 --> 00:43:39,440 having you on Founders Podcast. Thanks. 823 00:43:39,440 --> 00:43:40,200 Josh really enjoyed it.