Rich Wood from Six & Flow Shares Insights into Marketing Agencies on Agency Connect

More info about Six & Flow:

Rich Wood from Six & Flow joined us at the Agency Connect podcast.

“One of our core values is playfulness. We’re happy to play with something until we break it or figure it out. Keep iterating off the back of it until we get it right.”

“Your client doesn’t have an invite amount of money. For every app or software you bring in, that’s less spend or revenue they can use for their marketing or sales budget to go into your agency. So you need to be d*mn sure you can help them spend their budget the right way. I need to make sure it’s going to add value back to them as a good growth partner.”

Check out more of the value bombs shared by Rich in this episode!

Thank you Rich Wood from Six & Flow for your candid and honest story at another Agency Connect podcast.

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00:00:04.960 –> 00:00:06.950 align:start position:0%[Music] hello<00:00:05.440> and<00:00:05.520> welcome<00:00:05.839> back<00:00:06.080> to<00:00:06.240> another<00:00:06.560> agency

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hello and welcome back to another agency

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hello and welcome back to another agency
connect<00:00:07.600> one<00:00:07.839> on<00:00:08.080> one<00:00:08.720> where<00:00:08.880> we<00:00:09.040> talk<00:00:09.280> about

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connect one on one where we talk about

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connect one on one where we talk about
you<00:00:09.840> know<00:00:10.000> if<00:00:10.160> you<00:00:10.240> can’t<00:00:10.320> get<00:00:10.480> the<00:00:10.559> digital

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you know if you can’t get the digital

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you know if you can’t get the digital
under<00:00:11.040> control<00:00:11.360> you<00:00:11.440> can’t<00:00:11.599> get<00:00:11.759> the<00:00:11.840> agency

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under control you can’t get the agency

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under control you can’t get the agency
under<00:00:12.799> control<00:00:13.679> all<00:00:13.920> the<00:00:14.080> problems<00:00:14.400> we<00:00:14.480> have

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under control all the problems we have

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under control all the problems we have
is<00:00:14.799> digital<00:00:15.120> agencies<00:00:15.519> in<00:00:15.599> the<00:00:15.599> age<00:00:15.839> of

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is digital agencies in the age of

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is digital agencies in the age of
subscriptions<00:00:16.560> i’m<00:00:16.800> senior<00:00:17.520> president<00:00:17.840> of

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subscriptions i’m senior president of

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subscriptions i’m senior president of
cloud<00:00:18.160> software<00:00:18.560> association<00:00:19.199> and<00:00:19.359> ceo<00:00:19.680> of

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cloud software association and ceo of

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cloud software association and ceo of
appbind<00:00:20.640> i’m<00:00:20.800> here<00:00:21.039> with<00:00:21.199> richwood<00:00:21.680> of<00:00:21.840> six

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appbind i’m here with richwood of six

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appbind i’m here with richwood of six
and<00:00:22.240> flow<00:00:22.960> a<00:00:23.359> really<00:00:23.680> impressive

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and flow a really impressive

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and flow a really impressive
multinational<00:00:25.920> agency<00:00:26.720> who<00:00:27.119> has<00:00:27.760> managed<00:00:28.080> to

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multinational agency who has managed to

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multinational agency who has managed to
bring<00:00:28.320> a<00:00:28.400> lot<00:00:28.560> of<00:00:28.640> digital<00:00:29.119> under<00:00:29.359> control<00:00:30.240> and

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bring a lot of digital under control and

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bring a lot of digital under control and
scale<00:00:30.800> and<00:00:30.880> grow<00:00:31.119> so<00:00:31.199> i’m<00:00:31.279> happy<00:00:31.519> to<00:00:31.679> have<00:00:31.760> you

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scale and grow so i’m happy to have you

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scale and grow so i’m happy to have you
rich<00:00:32.399> thank<00:00:32.640> you<00:00:32.719> so<00:00:32.880> much<00:00:33.200> thanks<00:00:33.360> for<00:00:33.520> having

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rich thank you so much thanks for having

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rich thank you so much thanks for having
me<00:00:33.760> cena<00:00:34.160> tell<00:00:34.320> us<00:00:34.480> all<00:00:34.640> about<00:00:35.200> six<00:00:35.440> and<00:00:35.600> flow

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me cena tell us all about six and flow

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me cena tell us all about six and flow
and<00:00:36.239> and<00:00:36.559> you<00:00:36.640> know<00:00:36.800> what<00:00:37.040> what<00:00:37.200> kind<00:00:37.280> of

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and and you know what what kind of

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and and you know what what kind of
clients<00:00:37.680> you<00:00:37.760> have<00:00:38.079> and<00:00:38.239> what<00:00:38.399> kind<00:00:38.559> of<00:00:38.640> what

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clients you have and what kind of what

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clients you have and what kind of what
do<00:00:38.960> you<00:00:39.040> do<00:00:39.360> to<00:00:39.520> serve<00:00:39.760> them<00:00:40.079> so<00:00:40.559> uh<00:00:40.719> the

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do you do to serve them so uh the

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do you do to serve them so uh the
agency’s<00:00:41.600> six<00:00:41.840> years<00:00:42.079> old<00:00:42.239> who<00:00:42.320> are<00:00:42.480> about<00:00:42.640> six

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agency’s six years old who are about six

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agency’s six years old who are about six
and<00:00:42.960> a<00:00:42.960> half<00:00:43.120> years<00:00:43.360> old<00:00:43.440> now<00:00:43.760> um<00:00:44.239> our<00:00:44.960> main

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and a half years old now um our main

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and a half years old now um our main
head<00:00:45.440> office<00:00:45.840> is<00:00:46.320> in<00:00:46.800> manchester<00:00:47.280> in<00:00:47.360> the<00:00:47.440> uk

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head office is in manchester in the uk

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head office is in manchester in the uk
we’ve<00:00:48.480> got<00:00:48.640> offices<00:00:49.200> in<00:00:49.760> london<00:00:50.320> dublin<00:00:50.960> and

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we’ve got offices in london dublin and

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we’ve got offices in london dublin and
toronto

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toronto

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toronto
and<00:00:53.360> team<00:00:53.600> members<00:00:53.920> kind<00:00:54.000> of<00:00:54.079> scattered<00:00:54.719> all

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and team members kind of scattered all

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and team members kind of scattered all
over<00:00:55.039> the<00:00:55.120> uk

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over the uk

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over the uk
southern<00:00:56.320> south<00:00:56.559> africa<00:00:56.879> one<00:00:57.039> of<00:00:57.120> the<00:00:57.199> things

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southern south africa one of the things

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southern south africa one of the things
that<00:00:57.520> the<00:00:57.600> pandemic<00:00:58.000> did<00:00:58.160> for<00:00:58.320> us<00:00:58.480> is<00:00:58.559> help<00:00:58.800> us

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that the pandemic did for us is help us

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that the pandemic did for us is help us
kind<00:00:59.280> of<00:00:59.520> look<00:00:59.760> at<00:01:00.079> where<00:01:00.320> our<00:01:00.480> team<00:01:00.640> was

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kind of look at where our team was

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kind of look at where our team was
distributed<00:01:01.440> so<00:01:02.000> we<00:01:02.320> we<00:01:02.480> have<00:01:02.719> people<00:01:03.039> all

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distributed so we we have people all

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distributed so we we have people all
over<00:01:03.359> the<00:01:03.520> place<00:01:03.920> we<00:01:04.239> primarily<00:01:04.720> work<00:01:05.040> in<00:01:05.439> b2b

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over the place we primarily work in b2b

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over the place we primarily work in b2b
tech<00:01:06.159> and<00:01:06.320> sas

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tech and sas

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tech and sas
so<00:01:07.680> we<00:01:08.000> are<00:01:08.240> a<00:01:08.479> hubspot<00:01:08.880> partner<00:01:09.200> who<00:01:09.439> helps

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so we are a hubspot partner who helps

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so we are a hubspot partner who helps
deliver<00:01:11.040> strategy<00:01:11.680> implementation<00:01:12.400> and

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deliver strategy implementation and

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deliver strategy implementation and
training<00:01:13.439> for<00:01:13.760> clients<00:01:14.159> who<00:01:14.400> are

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training for clients who are

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training for clients who are
typically<00:01:15.520> in<00:01:15.600> that<00:01:15.840> high<00:01:16.080> growth<00:01:16.400> space<00:01:16.880> and

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typically in that high growth space and

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typically in that high growth space and
that<00:01:17.439> that<00:01:17.680> often<00:01:18.000> falls<00:01:18.400> in<00:01:18.960> tech<00:01:19.439> sas<00:01:20.159> we

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that that often falls in tech sas we

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that that often falls in tech sas we
have<00:01:20.400> some<00:01:20.560> in<00:01:20.720> manufacturing<00:01:21.680> um<00:01:22.080> and<00:01:22.240> some

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have some in manufacturing um and some

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have some in manufacturing um and some
outliers<00:01:23.119> and<00:01:23.280> places<00:01:23.600> like<00:01:23.840> recruitment<00:01:24.320> and

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outliers and places like recruitment and

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outliers and places like recruitment and
things<00:01:24.560> like<00:01:24.640> that<00:01:24.799> as<00:01:24.880> well<00:01:25.040> but<00:01:25.200> primarily

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things like that as well but primarily

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things like that as well but primarily
taken<00:01:25.920> to<00:01:26.080> us<00:01:26.240> what<00:01:26.400> spurred<00:01:26.720> you<00:01:26.880> to<00:01:27.040> grow

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taken to us what spurred you to grow

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taken to us what spurred you to grow
internationally<00:01:28.240> i<00:01:28.320> think<00:01:28.479> it’s<00:01:28.880> always<00:01:29.280> been

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internationally i think it’s always been

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internationally i think it’s always been
one<00:01:29.680> of<00:01:29.759> those<00:01:29.920> things<00:01:30.240> that<00:01:30.720> has<00:01:30.880> been<00:01:31.119> on<00:01:31.200> the

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one of those things that has been on the

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one of those things that has been on the
the<00:01:31.520> roadmap<00:01:31.920> for<00:01:32.079> us<00:01:32.320> more<00:01:32.479> as<00:01:32.640> like<00:01:32.799> an

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the roadmap for us more as like an

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the roadmap for us more as like an
aspirational<00:01:34.400> dream<00:01:35.040> i<00:01:35.200> didn’t<00:01:35.360> feel<00:01:35.520> like<00:01:35.680> it

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aspirational dream i didn’t feel like it

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aspirational dream i didn’t feel like it
was<00:01:35.920> gonna<00:01:36.159> we<00:01:36.320> were<00:01:36.560> a<00:01:36.720> real<00:01:37.040> agency<00:01:37.520> until<00:01:37.840> we

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was gonna we were a real agency until we

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was gonna we were a real agency until we
were<00:01:38.159> working<00:01:38.560> offshore<00:01:39.360> um<00:01:39.680> despite<00:01:40.240> many

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were working offshore um despite many

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were working offshore um despite many
many<00:01:40.880> of<00:01:41.040> our<00:01:41.360> mentors<00:01:41.920> one<00:01:42.159> of<00:01:42.159> my<00:01:42.399> mentors

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many of our mentors one of my mentors

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many of our mentors one of my mentors
telling<00:01:43.119> me<00:01:43.759> wait<00:01:44.000> until<00:01:44.240> you’ve<00:01:44.720> exhausted

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telling me wait until you’ve exhausted

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telling me wait until you’ve exhausted
your<00:01:45.759> own<00:01:46.000> market<00:01:46.399> before<00:01:46.880> trying<00:01:47.040> to<00:01:47.119> dip

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your own market before trying to dip

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your own market before trying to dip
into<00:01:47.520> other<00:01:47.680> markets<00:01:48.399> but<00:01:48.720> as<00:01:48.880> i<00:01:49.040> do<00:01:49.200> with<00:01:49.439> most

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into other markets but as i do with most

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into other markets but as i do with most
things<00:01:50.000> i<00:01:50.240> typically<00:01:50.640> don’t<00:01:50.960> listen<00:01:51.520> and<00:01:51.680> then

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things i typically don’t listen and then

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things i typically don’t listen and then
kind<00:01:52.240> of<00:01:52.640> plough<00:01:52.960> ahead<00:01:53.600> and<00:01:53.840> it’s<00:01:53.920> worked<00:01:54.159> out

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kind of plough ahead and it’s worked out

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kind of plough ahead and it’s worked out
quite<00:01:54.399> well<00:01:54.560> for<00:01:54.640> us<00:01:54.720> so<00:01:54.880> far<00:01:55.200> um<00:01:55.439> obviously<00:01:55.759> it

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quite well for us so far um obviously it

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quite well for us so far um obviously it
has<00:01:56.079> a<00:01:56.240> lot<00:01:56.399> of<00:01:56.560> challenges<00:01:57.200> moving<00:01:57.439> into<00:01:57.680> new

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has a lot of challenges moving into new

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has a lot of challenges moving into new
markets<00:01:58.640> and<00:01:58.880> not<00:01:59.040> just<00:01:59.280> kind<00:01:59.439> of<00:01:59.680> like<00:02:00.079> from<00:02:00.320> a

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markets and not just kind of like from a

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markets and not just kind of like from a
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legal standpoint and getting set up and

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legal standpoint and getting set up and
all<00:02:02.799> the

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all the

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all the
hoops<00:02:04.240> you<00:02:04.320> have<00:02:04.399> to<00:02:04.479> jump<00:02:04.719> through<00:02:04.880> from<00:02:05.040> that

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hoops you have to jump through from that

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hoops you have to jump through from that
but<00:02:05.360> also<00:02:06.079> how<00:02:06.240> do<00:02:06.399> you<00:02:06.479> start<00:02:07.040> managing

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but also how do you start managing

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but also how do you start managing
remotely<00:02:08.080> how<00:02:08.239> do<00:02:08.399> you

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remotely how do you

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remotely how do you
split<00:02:09.759> things<00:02:10.080> up<00:02:10.239> how<00:02:10.399> do<00:02:10.560> you<00:02:10.720> start<00:02:10.959> to

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split things up how do you start to

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split things up how do you start to
actually<00:02:12.160> grow<00:02:12.560> teams<00:02:12.879> there<00:02:13.200> rather<00:02:13.520> than

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actually grow teams there rather than

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actually grow teams there rather than
just<00:02:13.760> having<00:02:14.080> individuals<00:02:14.640> and<00:02:14.959> kind<00:02:15.120> of<00:02:15.280> po

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just having individuals and kind of po

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just having individuals and kind of po
boxes<00:02:15.920> and<00:02:16.000> things<00:02:16.160> like<00:02:16.319> that<00:02:16.560> so<00:02:17.120> a<00:02:17.280> lot<00:02:17.440> of

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boxes and things like that so a lot of

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boxes and things like that so a lot of
challenges<00:02:17.920> but<00:02:18.239> it’s<00:02:18.400> made<00:02:18.560> it<00:02:18.640> interesting

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challenges but it’s made it interesting

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challenges but it’s made it interesting
my<00:02:19.760> experience<00:02:20.400> these<00:02:20.640> days<00:02:21.040> is<00:02:21.360> especially

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my experience these days is especially

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my experience these days is especially
with<00:02:22.080> the<00:02:22.239> pandemic<00:02:22.720> it<00:02:22.800> doesn’t<00:02:23.120> really

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with the pandemic it doesn’t really

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with the pandemic it doesn’t really
matter<00:02:23.680> there’s<00:02:23.920> no<00:02:24.160> market<00:02:24.879> very<00:02:25.040> little

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matter there’s no market very little

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matter there’s no market very little
geographic<00:02:25.840> marketing<00:02:26.400> you<00:02:26.560> know<00:02:26.879> anymore

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geographic marketing you know anymore

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geographic marketing you know anymore
because<00:02:27.599> clients<00:02:27.920> will<00:02:28.000> come<00:02:28.239> in<00:02:28.480> from

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because clients will come in from

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because clients will come in from
wherever<00:02:29.680> it’s<00:02:29.840> just<00:02:30.000> whether<00:02:30.239> or<00:02:30.400> not<00:02:30.560> you

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wherever it’s just whether or not you

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wherever it’s just whether or not you
can<00:02:30.720> get<00:02:30.879> good<00:02:31.040> people<00:02:31.519> and<00:02:31.760> you<00:02:31.920> have

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can get good people and you have

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can get good people and you have
you<00:02:32.800> can<00:02:32.959> work<00:02:33.200> the<00:02:33.360> hours<00:02:33.840> that<00:02:34.319> you<00:02:34.480> need<00:02:35.200> and

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you can work the hours that you need and

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you can work the hours that you need and
coordinate

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coordinate

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coordinate
but<00:02:36.879> you<00:02:37.040> know<00:02:37.120> the<00:02:37.200> key<00:02:37.440> question<00:02:37.680> is<00:02:37.760> which

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but you know the key question is which

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but you know the key question is which
of<00:02:38.080> the<00:02:38.239> offices<00:02:38.640> is<00:02:38.720> the<00:02:38.800> most<00:02:39.120> fun<00:02:39.360> because

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of the offices is the most fun because

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of the offices is the most fun because
you<00:02:39.680> have<00:02:39.760> some<00:02:39.920> of<00:02:40.000> the<00:02:40.080> best<00:02:40.239> cities<00:02:40.560> on<00:02:40.640> the

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you have some of the best cities on the

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you have some of the best cities on the
planet<00:02:41.280> there<00:02:41.920> i<00:02:42.080> would<00:02:42.319> i<00:02:42.400> would<00:02:42.480> like<00:02:42.640> to<00:02:42.720> say

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planet there i would i would like to say

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planet there i would i would like to say
it’s<00:02:43.200> manchester<00:02:43.680> because<00:02:43.760> that’s<00:02:43.920> where<00:02:44.080> i’m

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it’s manchester because that’s where i’m

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it’s manchester because that’s where i’m
i’m<00:02:44.560> sat<00:02:44.959> right<00:02:45.200> now<00:02:45.440> this<00:02:45.599> is<00:02:45.680> actually<00:02:46.000> the

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i’m sat right now this is actually the

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i’m sat right now this is actually the
the<00:02:46.480> first<00:02:46.800> time<00:02:46.959> i’ve<00:02:47.120> been<00:02:47.360> back<00:02:47.599> in<00:02:47.760> the

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the first time i’ve been back in the

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the first time i’ve been back in the
office<00:02:48.319> to<00:02:48.879> do<00:02:49.120> a<00:02:49.280> recording<00:02:49.840> so<00:02:50.239> you<00:02:50.400> may<00:02:50.560> hear

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office to do a recording so you may hear

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office to do a recording so you may hear
some<00:02:51.280> background<00:02:51.680> noise<00:02:51.920> but<00:02:52.400> the<00:02:52.800> the

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some background noise but the the

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some background noise but the the
manchester<00:02:53.440> office<00:02:53.840> is<00:02:54.080> normally<00:02:54.480> the<00:02:54.640> hub<00:02:54.879> of

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manchester office is normally the hub of

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manchester office is normally the hub of
activity<00:02:55.599> it’s<00:02:55.840> the<00:02:55.920> only<00:02:56.160> one<00:02:56.319> that’s<00:02:56.560> really

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activity it’s the only one that’s really

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activity it’s the only one that’s really
kind<00:02:57.040> of<00:02:57.519> fired<00:02:57.920> back<00:02:58.159> up<00:02:58.400> post<00:02:58.640> pandemic

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kind of fired back up post pandemic

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kind of fired back up post pandemic
everybody<00:02:59.440> else<00:02:59.680> is<00:02:59.760> kind<00:02:59.920> of<00:03:00.159> using<00:03:00.879> um

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everybody else is kind of using um

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everybody else is kind of using um
co-working<00:03:02.319> or<00:03:02.640> kind<00:03:02.800> of<00:03:02.879> working<00:03:03.200> from<00:03:03.440> home

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co-working or kind of working from home

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co-working or kind of working from home
now<00:03:03.920> i’m<00:03:04.000> not<00:03:04.080> going<00:03:04.159> to<00:03:04.239> ask<00:03:04.400> you<00:03:04.480> whether

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now i’m not going to ask you whether

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now i’m not going to ask you whether
you’re<00:03:04.800> a<00:03:04.800> man<00:03:04.959> you’re<00:03:05.120> a<00:03:05.200> man<00:03:05.440> city<00:03:05.680> person

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you’re a man you’re a man city person

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you’re a man you’re a man city person
that<00:03:06.080> is<00:03:06.319> just<00:03:06.640> neither<00:03:07.120> neither<00:03:07.920> i<00:03:08.080> think

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that is just neither neither i think

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that is just neither neither i think
that’s<00:03:08.560> actually<00:03:08.800> pretty<00:03:08.959> common<00:03:09.280> in

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that’s actually pretty common in

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that’s actually pretty common in
manchester<00:03:10.000> so<00:03:10.239> you<00:03:10.319> mentioned<00:03:10.560> your<00:03:10.720> hubspot

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manchester so you mentioned your hubspot

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manchester so you mentioned your hubspot
partner<00:03:11.599> but<00:03:11.760> you’re<00:03:11.920> also<00:03:12.159> a<00:03:12.319> vidyara<00:03:12.800> drift

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partner but you’re also a vidyara drift

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partner but you’re also a vidyara drift
admiral

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admiral

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admiral
partner<00:03:14.480> because<00:03:14.640> those<00:03:14.879> i<00:03:14.959> guess<00:03:15.200> come<00:03:15.360> from

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partner because those i guess come from

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partner because those i guess come from
the<00:03:15.680> ecosystem<00:03:16.720> why<00:03:16.959> partnerships<00:03:17.519> for<00:03:17.599> you

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the ecosystem why partnerships for you

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the ecosystem why partnerships for you
and<00:03:18.400> what<00:03:18.560> have<00:03:18.640> they<00:03:18.720> given<00:03:19.040> you

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and what have they given you

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and what have they given you
partnerships<00:03:19.840> have<00:03:20.080> categorically<00:03:20.720> built

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partnerships have categorically built

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partnerships have categorically built
our<00:03:21.200> business<00:03:21.599> so

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our business so

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our business so
we<00:03:22.560> have<00:03:23.280> uh<00:03:23.519> so<00:03:23.680> we<00:03:23.760> were<00:03:23.920> a<00:03:24.000> hubspot<00:03:24.480> partner

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we have uh so we were a hubspot partner

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we have uh so we were a hubspot partner
almost<00:03:25.280> from<00:03:25.680> the<00:03:26.000> the<00:03:26.159> very<00:03:26.400> first<00:03:26.640> days<00:03:26.879> of

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almost from the the very first days of

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almost from the the very first days of
being<00:03:27.120> an<00:03:27.280> agency<00:03:27.760> so<00:03:28.080> our<00:03:28.239> channel<00:03:28.480> account

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being an agency so our channel account

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being an agency so our channel account
manager<00:03:28.959> at<00:03:29.040> hubspot<00:03:29.440> at<00:03:29.519> the<00:03:29.599> time<00:03:29.760> steve

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manager at hubspot at the time steve

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manager at hubspot at the time steve
vaughn<00:03:30.480> invited<00:03:30.879> me<00:03:31.040> out<00:03:31.200> to<00:03:31.519> inbound<00:03:32.080> to<00:03:32.239> kind

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vaughn invited me out to inbound to kind

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vaughn invited me out to inbound to kind
of<00:03:32.640> taste<00:03:33.280> the<00:03:33.599> kind<00:03:33.760> of<00:03:34.239> inbound<00:03:34.720> hubspot

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of taste the kind of inbound hubspot

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of taste the kind of inbound hubspot
experience<00:03:35.920> um<00:03:36.239> and<00:03:36.560> kind<00:03:36.720> of<00:03:36.959> sign<00:03:37.200> us<00:03:37.360> up

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experience um and kind of sign us up

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experience um and kind of sign us up
from<00:03:37.599> there<00:03:37.840> that<00:03:38.000> was<00:03:38.239> our<00:03:38.480> first

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from there that was our first

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from there that was our first
partnership<00:03:40.000> and<00:03:40.080> that’s<00:03:40.239> what<00:03:40.400> we’ve<00:03:40.720> used

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partnership and that’s what we’ve used

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partnership and that’s what we’ve used
to<00:03:41.519> build<00:03:42.000> like<00:03:42.239> that<00:03:42.400> that<00:03:42.560> has<00:03:42.720> become<00:03:42.959> the

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to build like that that has become the

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to build like that that has become the
archetype<00:03:43.599> of<00:03:44.159> how<00:03:44.400> we<00:03:45.040> enter<00:03:45.519> other

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archetype of how we enter other

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archetype of how we enter other
partnerships<00:03:46.879> it’s<00:03:47.120> been<00:03:47.840> all<00:03:48.080> partnerships

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partnerships it’s been all partnerships

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partnerships it’s been all partnerships
have<00:03:48.720> been<00:03:49.040> all<00:03:49.200> the<00:03:49.280> partnerships<00:03:49.760> that

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have been all the partnerships that

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have been all the partnerships that
we’ve<00:03:50.000> had<00:03:50.319> we’ve<00:03:50.560> always<00:03:50.799> tried<00:03:51.040> to<00:03:51.120> bring<00:03:51.360> in

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we’ve had we’ve always tried to bring in

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we’ve had we’ve always tried to bring in
best<00:03:52.159> of<00:03:52.319> breed<00:03:52.959> software<00:03:53.439> or<00:03:53.680> kind<00:03:53.840> of

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best of breed software or kind of

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best of breed software or kind of
platforms<00:03:54.640> that<00:03:55.120> are<00:03:55.200> going<00:03:55.360> to<00:03:55.439> add

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platforms that are going to add

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platforms that are going to add
something<00:03:55.920> to<00:03:56.000> our<00:03:56.080> client<00:03:56.319> base<00:03:56.560> and<00:03:56.720> we

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something to our client base and we

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something to our client base and we
always<00:03:57.680> we<00:03:57.840> will<00:03:58.000> only<00:03:58.239> bring<00:03:58.480> on<00:03:58.560> something

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always we will only bring on something

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always we will only bring on something
if<00:03:59.120> we<00:03:59.439> use<00:03:59.680> it<00:03:59.840> and<00:04:00.000> play<00:04:00.159> with<00:04:00.239> it<00:04:00.400> internally

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if we use it and play with it internally

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if we use it and play with it internally
so<00:04:01.519> one<00:04:01.760> of<00:04:01.840> our<00:04:02.080> core<00:04:02.319> values<00:04:02.640> as<00:04:02.720> an<00:04:02.879> agency

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so one of our core values as an agency

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so one of our core values as an agency
is<00:04:03.360> playfulness<00:04:03.920> and<00:04:04.080> what<00:04:04.239> that<00:04:04.799> typically

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is playfulness and what that typically

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is playfulness and what that typically
means<00:04:05.519> is<00:04:05.680> that<00:04:05.840> we’re<00:04:06.239> happy<00:04:06.480> to<00:04:06.720> play<00:04:06.879> with

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means is that we’re happy to play with

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means is that we’re happy to play with
something<00:04:07.360> until<00:04:07.680> we<00:04:07.920> break<00:04:08.159> it<00:04:08.400> so<00:04:08.560> we<00:04:08.720> figure

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something until we break it so we figure

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something until we break it so we figure
it<00:04:09.040> out<00:04:09.599> try<00:04:09.760> something<00:04:10.080> else<00:04:10.319> and<00:04:10.480> kind<00:04:10.640> of

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it out try something else and kind of

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it out try something else and kind of
keep<00:04:11.120> iterating<00:04:11.599> off<00:04:11.680> the<00:04:11.760> back<00:04:12.000> of<00:04:12.080> it<00:04:12.319> and<00:04:12.400> we

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keep iterating off the back of it and we

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keep iterating off the back of it and we
do<00:04:12.640> that<00:04:12.799> with<00:04:12.959> all<00:04:13.120> of<00:04:13.200> those<00:04:13.360> partnerships

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do that with all of those partnerships

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do that with all of those partnerships
so<00:04:14.560> that’s<00:04:14.959> that’s<00:04:15.280> where<00:04:15.599> partnerships<00:04:16.079> kind

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so that’s that’s where partnerships kind

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so that’s that’s where partnerships kind
of<00:04:16.239> come<00:04:16.400> into<00:04:16.639> our<00:04:16.799> overall<00:04:17.280> growth<00:04:17.600> mix<00:04:17.919> but

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of come into our overall growth mix but

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of come into our overall growth mix but
then<00:04:18.560> when<00:04:18.720> we<00:04:18.959> enter<00:04:19.199> into<00:04:19.359> these

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then when we enter into these

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then when we enter into these
partnerships<00:04:20.000> as<00:04:20.160> well<00:04:20.560> frankly<00:04:20.880> we<00:04:21.040> don’t

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partnerships as well frankly we don’t

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partnerships as well frankly we don’t
really<00:04:21.359> care<00:04:21.600> about<00:04:21.759> the<00:04:21.840> commission<00:04:22.240> pieces

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really care about the commission pieces

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really care about the commission pieces
coming<00:04:22.960> off<00:04:23.040> the<00:04:23.120> back<00:04:23.280> of<00:04:23.440> it<00:04:23.600> it’s<00:04:23.840> not<00:04:24.080> what

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coming off the back of it it’s not what

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coming off the back of it it’s not what
we<00:04:24.479> look<00:04:24.720> for<00:04:25.280> in<00:04:25.440> a<00:04:25.600> decent<00:04:25.919> partnership<00:04:26.479> it’s

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we look for in a decent partnership it’s

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we look for in a decent partnership it’s
much<00:04:27.199> more<00:04:27.440> around<00:04:28.320> things<00:04:28.560> like

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much more around things like

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much more around things like
co-marketing<00:04:29.360> how<00:04:29.600> we<00:04:30.240> develop<00:04:30.880> our

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co-marketing how we develop our

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co-marketing how we develop our
co-selling<00:04:31.840> processes<00:04:32.720> what<00:04:32.960> is<00:04:33.040> that

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co-selling processes what is that

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co-selling processes what is that
relationship<00:04:33.680> going<00:04:33.759> to<00:04:33.840> be<00:04:34.240> outside<00:04:34.720> of<00:04:34.880> what

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relationship going to be outside of what

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relationship going to be outside of what
we’re<00:04:35.280> actually<00:04:35.680> building<00:04:36.000> the<00:04:36.080> commission

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we’re actually building the commission

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we’re actually building the commission
is<00:04:36.639> great<00:04:37.120> but<00:04:37.360> at<00:04:37.440> the<00:04:37.520> beginning<00:04:37.759> of<00:04:37.919> a

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is great but at the beginning of a

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is great but at the beginning of a
partnership<00:04:38.880> it<00:04:39.120> is

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partnership it is

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partnership it is
i<00:04:40.080> mean<00:04:40.240> it’s<00:04:40.400> beer<00:04:40.639> money<00:04:40.880> it’s<00:04:40.960> not<00:04:41.120> a<00:04:41.280> huge

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i mean it’s beer money it’s not a huge

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i mean it’s beer money it’s not a huge
amount<00:04:41.840> of<00:04:41.919> money<00:04:42.080> that’s<00:04:42.240> coming<00:04:42.479> back<00:04:42.639> into

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amount of money that’s coming back into

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amount of money that’s coming back into
the<00:04:42.960> agency<00:04:43.520> and<00:04:43.600> you<00:04:43.840> end<00:04:44.000> up<00:04:44.080> spending<00:04:44.479> more

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the agency and you end up spending more

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the agency and you end up spending more
training<00:04:45.360> team<00:04:45.600> members<00:04:45.919> on<00:04:46.000> how<00:04:46.160> to<00:04:46.320> use<00:04:46.639> that

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training team members on how to use that

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training team members on how to use that
software<00:04:47.759> so

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software so

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software so
for<00:04:48.880> us<00:04:49.280> the<00:04:49.520> partnerships<00:04:50.400> we’ve<00:04:50.800> built<00:04:50.960> the

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for us the partnerships we’ve built the

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for us the partnerships we’ve built the
business<00:04:51.280> around<00:04:51.520> partnerships<00:04:52.080> but<00:04:52.240> a<00:04:52.320> lot

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business around partnerships but a lot

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business around partnerships but a lot
of<00:04:52.639> it<00:04:52.800> is<00:04:52.880> built<00:04:53.120> around<00:04:53.840> what<00:04:54.080> do<00:04:54.160> we<00:04:54.240> get<00:04:54.479> out

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of it is built around what do we get out

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of it is built around what do we get out
of<00:04:54.800> this<00:04:54.960> partnership<00:04:55.440> and<00:04:55.520> what<00:04:55.680> can<00:04:55.759> we<00:04:55.919> put

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of this partnership and what can we put

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of this partnership and what can we put
back<00:04:56.320> into<00:04:56.479> this<00:04:56.639> partnership<00:04:57.040> to<00:04:57.199> make<00:04:57.280> it

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back into this partnership to make it

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back into this partnership to make it
successful<00:04:57.840> for<00:04:57.919> both<00:04:58.160> sides<00:04:58.800> yeah<00:04:58.960> it’s<00:04:59.040> so

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successful for both sides yeah it’s so

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successful for both sides yeah it’s so
funny<00:05:00.000> they’re<00:05:00.320> every<00:05:00.720> talk<00:05:01.199> that<00:05:01.520> someone

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funny they’re every talk that someone

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funny they’re every talk that someone
has<00:05:02.080> about<00:05:02.400> working<00:05:02.639> with<00:05:02.800> agencies<00:05:03.199> with

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has about working with agencies with

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has about working with agencies with
agencies<00:05:03.759> working<00:05:04.000> with<00:05:04.080> software<00:05:04.400> companies

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agencies working with software companies

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agencies working with software companies
the<00:05:04.880> first<00:05:05.039> thing<00:05:05.120> they<00:05:05.280> mention<00:05:05.520> is

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the first thing they mention is

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the first thing they mention is
commissions<00:05:06.080> don’t<00:05:06.240> matter<00:05:06.800> i<00:05:06.880> mean<00:05:07.039> i<00:05:07.120> don’t

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commissions don’t matter i mean i don’t

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commissions don’t matter i mean i don’t
know<00:05:07.360> if<00:05:07.520> you<00:05:07.600> saw<00:05:07.840> this<00:05:08.000> is<00:05:08.080> what<00:05:08.240> applied

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know if you saw this is what applied

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know if you saw this is what applied
provides<00:05:08.960> as<00:05:09.039> a<00:05:09.120> commission<00:05:09.600> payment<00:05:10.000> system

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provides as a commission payment system

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provides as a commission payment system
for<00:05:10.479> sas<00:05:10.720> companies<00:05:11.039> on<00:05:11.120> one<00:05:11.360> side<00:05:11.600> but<00:05:11.840> that

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for sas companies on one side but that

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for sas companies on one side but that
is<00:05:12.080> not<00:05:12.240> even<00:05:12.479> the<00:05:12.639> core<00:05:12.880> product<00:05:13.199> the<00:05:13.520> core

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is not even the core product the core

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is not even the core product the core
product<00:05:14.320> has<00:05:14.479> always<00:05:14.720> been<00:05:14.880> around

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product has always been around

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product has always been around
supporting<00:05:15.520> the<00:05:15.600> agencies<00:05:16.080> to<00:05:16.160> their<00:05:16.320> clients

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supporting the agencies to their clients

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supporting the agencies to their clients
because<00:05:16.880> it’s<00:05:17.039> all<00:05:17.120> about<00:05:17.360> the<00:05:17.440> service<00:05:18.400> uh<00:05:18.639> so

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because it’s all about the service uh so

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because it’s all about the service uh so
don’t<00:05:19.039> i<00:05:19.120> don’t<00:05:19.520> don’t<00:05:19.680> feel<00:05:19.840> like<00:05:20.000> you’re

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don’t i don’t don’t feel like you’re

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don’t i don’t don’t feel like you’re
insulting<00:05:20.800> me<00:05:20.880> by<00:05:21.039> saying<00:05:21.280> commissions<00:05:21.680> don’t

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insulting me by saying commissions don’t

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insulting me by saying commissions don’t
matter<00:05:22.240> because<00:05:22.400> they<00:05:22.720> they<00:05:22.960> can’t<00:05:23.360> i<00:05:23.440> mean

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matter because they they can’t i mean

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matter because they they can’t i mean
you’re<00:05:24.000> selling<00:05:24.400> you’re<00:05:24.639> selling<00:05:24.960> to<00:05:25.120> the

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you’re selling you’re selling to the

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you’re selling you’re selling to the
client<00:05:25.520> the<00:05:25.680> client<00:05:25.919> has<00:05:26.080> to<00:05:26.240> be<00:05:26.400> served<00:05:27.199> right

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client the client has to be served right

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client the client has to be served right
and<00:05:27.600> that’s<00:05:27.840> where<00:05:28.240> all<00:05:28.320> the<00:05:28.479> money<00:05:29.039> comes

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and that’s where all the money comes

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and that’s where all the money comes
from<00:05:29.600> well<00:05:29.680> that’s

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from well that’s

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from well that’s
and<00:05:30.479> that<00:05:30.880> that<00:05:31.199> so<00:05:31.360> the<00:05:31.440> maths<00:05:31.759> you<00:05:31.919> have<00:05:32.080> to

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and that that so the maths you have to

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and that that so the maths you have to
look<00:05:32.400> at<00:05:32.800> when<00:05:33.039> you<00:05:33.120> are<00:05:33.280> an<00:05:33.440> agency

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look at when you are an agency

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look at when you are an agency
is

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is

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is
your<00:05:35.759> client<00:05:36.320> doesn’t<00:05:36.560> have<00:05:36.720> an<00:05:36.800> infinite

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your client doesn’t have an infinite

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your client doesn’t have an infinite
amount<00:05:37.360> of<00:05:37.440> money<00:05:37.680> unless<00:05:37.919> you’ve<00:05:38.240> found<00:05:38.800> an

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amount of money unless you’ve found an

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amount of money unless you’ve found an
incredible<00:05:39.440> client

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incredible client

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incredible client
they<00:05:40.479> have

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they have

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they have
marketing<00:05:41.840> in<00:05:42.080> sales<00:05:42.880> budgets<00:05:43.280> and<00:05:43.360> dollars

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marketing in sales budgets and dollars

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marketing in sales budgets and dollars
or<00:05:43.840> pounds<00:05:44.240> that<00:05:44.320> they<00:05:44.479> can<00:05:44.639> spend

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or pounds that they can spend

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or pounds that they can spend
for<00:05:45.840> every<00:05:46.080> piece<00:05:46.320> of<00:05:46.479> software<00:05:46.880> you<00:05:47.039> bring

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for every piece of software you bring

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for every piece of software you bring
into<00:05:47.440> that<00:05:47.680> relationship<00:05:48.560> that<00:05:48.800> is<00:05:49.120> less

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into that relationship that is less

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into that relationship that is less
budget<00:05:50.080> that<00:05:50.240> they<00:05:50.400> can<00:05:50.639> spend<00:05:51.120> and<00:05:51.360> put

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budget that they can spend and put

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budget that they can spend and put
through<00:05:51.759> as<00:05:51.919> revenue<00:05:52.320> through<00:05:52.560> your<00:05:52.800> agency

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through as revenue through your agency

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through as revenue through your agency
so<00:05:53.680> you<00:05:53.840> need<00:05:54.000> to<00:05:54.080> be<00:05:54.160> damn<00:05:54.400> sure<00:05:54.639> that<00:05:54.720> that<00:05:54.960> is

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so you need to be damn sure that that is

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so you need to be damn sure that that is
going<00:05:55.280> to<00:05:55.360> help<00:05:55.600> accelerate<00:05:56.080> that<00:05:56.160> process

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going to help accelerate that process

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going to help accelerate that process
and<00:05:56.639> be<00:05:56.720> a<00:05:56.800> good<00:05:57.039> fit<00:05:57.199> for<00:05:57.360> the<00:05:57.440> client<00:05:58.160> and<00:05:58.479> the

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and be a good fit for the client and the

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and be a good fit for the client and the
commissions<00:05:59.120> will<00:05:59.280> never<00:05:59.600> match<00:06:00.160> the<00:06:00.800> unless

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commissions will never match the unless

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commissions will never match the unless
you’re<00:06:01.199> paying<00:06:01.360> me<00:06:01.520> a<00:06:01.600> 100<00:06:02.160> commission<00:06:03.039> it

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you’re paying me a 100 commission it

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you’re paying me a 100 commission it
will<00:06:03.280> never<00:06:03.600> match<00:06:04.160> the<00:06:04.479> amount<00:06:04.720> of<00:06:04.880> dollars

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will never match the amount of dollars

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will never match the amount of dollars
that<00:06:05.520> i’m<00:06:05.680> taking<00:06:05.919> away<00:06:06.160> from<00:06:06.319> that<00:06:06.479> client

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that i’m taking away from that client

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that i’m taking away from that client
mix<00:06:07.280> so<00:06:07.440> i<00:06:07.520> need<00:06:07.680> to<00:06:07.759> make<00:06:07.919> sure<00:06:08.160> that<00:06:08.400> it<00:06:08.560> is<00:06:08.800> a

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mix so i need to make sure that it is a

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mix so i need to make sure that it is a
a<00:06:09.680> good<00:06:09.840> fit<00:06:10.000> for<00:06:10.160> the<00:06:10.240> client<00:06:10.639> it’s<00:06:10.800> going<00:06:10.880> to

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a good fit for the client it’s going to

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a good fit for the client it’s going to
offer<00:06:11.280> value<00:06:11.600> back<00:06:11.759> to<00:06:11.840> them<00:06:12.560> and<00:06:12.960> it’s

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offer value back to them and it’s

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offer value back to them and it’s
something<00:06:13.360> that<00:06:13.520> i<00:06:13.600> can<00:06:13.759> put<00:06:14.000> in<00:06:14.560> into<00:06:14.880> their

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something that i can put in into their

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something that i can put in into their
processes<00:06:16.240> and<00:06:16.319> their<00:06:16.560> growth<00:06:16.960> plans<00:06:17.680> as<00:06:17.840> a

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processes and their growth plans as a

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processes and their growth plans as a
trusted<00:06:18.319> advisor<00:06:19.199> and<00:06:19.520> i<00:06:19.680> think<00:06:19.840> that’s<00:06:20.160> where

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trusted advisor and i think that’s where

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trusted advisor and i think that’s where
sometimes<00:06:21.199> sas<00:06:21.520> companies<00:06:22.240> don’t<00:06:22.560> quite

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sometimes sas companies don’t quite

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sometimes sas companies don’t quite
realize<00:06:23.759> that<00:06:24.479> actually<00:06:24.880> if<00:06:25.039> i’m<00:06:25.199> selling

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realize that actually if i’m selling

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realize that actually if i’m selling
your<00:06:25.520> software<00:06:25.919> yes<00:06:26.080> you’re<00:06:26.240> going<00:06:26.319> to<00:06:26.400> pay<00:06:26.560> me

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your software yes you’re going to pay me

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your software yes you’re going to pay me
some<00:06:26.800> commission<00:06:27.120> but<00:06:27.280> actually<00:06:27.520> i’m<00:06:27.759> also

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some commission but actually i’m also

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some commission but actually i’m also
taking<00:06:28.319> money<00:06:28.639> out<00:06:28.720> of<00:06:28.800> the<00:06:28.960> potential

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taking money out of the potential

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taking money out of the potential
revenue<00:06:29.680> that<00:06:29.840> the<00:06:30.000> client<00:06:30.240> could<00:06:30.400> pay<00:06:30.639> me

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revenue that the client could pay me

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revenue that the client could pay me
directly<00:06:31.840> and<00:06:32.000> so<00:06:32.160> that’s<00:06:32.319> the<00:06:32.479> kind<00:06:32.639> of<00:06:32.720> the

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directly and so that’s the kind of the

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directly and so that’s the kind of the
balancing<00:06:33.199> act<00:06:33.360> that<00:06:33.440> we<00:06:33.520> need<00:06:33.600> to<00:06:33.759> play

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balancing act that we need to play

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balancing act that we need to play
yeah<00:06:34.560> i<00:06:34.639> have<00:06:34.800> the<00:06:34.880> analogy<00:06:35.440> really<00:06:35.840> that

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yeah i have the analogy really that

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yeah i have the analogy really that
makes<00:06:36.479> sense<00:06:36.720> and<00:06:36.880> you’ll<00:06:37.039> hear<00:06:37.199> from<00:06:37.360> me

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makes sense and you’ll hear from me

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makes sense and you’ll hear from me
endlessly<00:06:38.000> but<00:06:38.080> like<00:06:38.400> really<00:06:38.639> you’re<00:06:38.800> a

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endlessly but like really you’re a

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endlessly but like really you’re a
plumber<00:06:39.280> i<00:06:39.360> mean<00:06:39.440> you’re<00:06:39.520> a<00:06:39.600> digital<00:06:39.919> plumber

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plumber i mean you’re a digital plumber

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plumber i mean you’re a digital plumber
clients<00:06:40.560> have<00:06:40.720> a<00:06:40.800> leaky<00:06:41.120> funnel<00:06:41.840> you<00:06:42.000> know<00:06:42.080> if

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clients have a leaky funnel you know if

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clients have a leaky funnel you know if
i<00:06:42.240> have<00:06:42.319> a<00:06:42.479> leaky<00:06:43.120> pipe<00:06:43.759> leaky<00:06:44.240> basement<00:06:44.800> i

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i have a leaky pipe leaky basement i

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i have a leaky pipe leaky basement i
just<00:06:44.960> want<00:06:45.120> the<00:06:45.199> plumber<00:06:45.520> to<00:06:45.600> come<00:06:45.759> fix<00:06:46.000> it<00:06:46.080> get

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just want the plumber to come fix it get

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just want the plumber to come fix it get
the<00:06:46.319> pipes<00:06:46.639> but<00:06:46.800> i<00:06:46.880> don’t<00:06:47.039> want<00:06:47.199> them<00:06:47.440> to<00:06:48.160> you

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the pipes but i don’t want them to you

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the pipes but i don’t want them to you
know<00:06:48.800> bring<00:06:49.039> like<00:06:49.280> spend<00:06:49.680> all<00:06:49.840> the<00:06:49.919> money

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know bring like spend all the money

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know bring like spend all the money
getting<00:06:50.479> gold-plated<00:06:51.039> pipes<00:06:51.360> or<00:06:51.440> anything<00:06:51.599> i

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getting gold-plated pipes or anything i

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getting gold-plated pipes or anything i
just<00:06:51.759> want<00:06:51.919> them<00:06:52.080> to<00:06:52.160> do<00:06:52.319> the<00:06:52.479> best<00:06:52.720> the<00:06:52.880> best

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just want them to do the best the best

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just want them to do the best the best
efficient<00:06:54.160> job<00:06:54.400> and<00:06:54.479> take<00:06:54.720> care<00:06:54.880> of<00:06:55.039> it<00:06:55.280> for<00:06:55.520> me

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efficient job and take care of it for me

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efficient job and take care of it for me
and<00:06:56.240> the<00:06:56.400> software<00:06:56.720> companies<00:06:57.199> don’t<00:06:57.440> realize

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and the software companies don’t realize

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and the software companies don’t realize
they’re<00:06:57.840> just<00:06:58.080> the<00:06:58.400> pipes<00:06:58.800> and<00:06:58.960> the<00:06:59.039> gaskets

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they’re just the pipes and the gaskets

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they’re just the pipes and the gaskets
and<00:06:59.599> the<00:06:59.680> valves<00:07:00.000> from<00:07:00.080> your<00:07:00.240> point<00:07:00.479> of<00:07:00.560> view

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and the valves from your point of view

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and the valves from your point of view
they<00:07:01.199> want<00:07:01.280> to<00:07:01.360> take<00:07:01.520> the<00:07:01.599> whole<00:07:01.840> pie<00:07:02.160> and<00:07:02.240> like

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they want to take the whole pie and like

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they want to take the whole pie and like
well<00:07:02.639> no<00:07:02.800> one<00:07:03.120> no<00:07:03.360> client<00:07:03.680> is<00:07:03.759> paying

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well no one no client is paying

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well no one no client is paying
attention<00:07:04.479> to<00:07:04.800> that<00:07:04.960> stuff<00:07:05.199> they’re<00:07:05.360> clear

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attention to that stuff they’re clear

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attention to that stuff they’re clear
they<00:07:05.759> care<00:07:05.919> about<00:07:06.080> the<00:07:06.240> results<00:07:06.960> right

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they care about the results right

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they care about the results right
getting<00:07:07.440> their<00:07:07.680> customers<00:07:08.240> from<00:07:08.720> the

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getting their customers from the

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getting their customers from the
internet<00:07:09.199> or<00:07:09.360> whatever<00:07:09.680> you’re<00:07:10.000> delivering

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internet or whatever you’re delivering

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internet or whatever you’re delivering
what<00:07:10.800> has<00:07:10.880> been<00:07:11.039> the<00:07:11.120> best<00:07:11.440> experience<00:07:11.840> like

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what has been the best experience like

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what has been the best experience like
managing<00:07:12.400> the<00:07:12.479> digital<00:07:12.880> in<00:07:12.960> your<00:07:13.280> for<00:07:13.440> your

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managing the digital in your for your

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managing the digital in your for your
agency<00:07:14.240> hands<00:07:14.560> down<00:07:14.880> hubspot<00:07:15.599> so<00:07:15.759> the<00:07:15.919> hubspot

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agency hands down hubspot so the hubspot

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agency hands down hubspot so the hubspot
is<00:07:16.479> what<00:07:16.639> we<00:07:16.720> use<00:07:17.039> for<00:07:17.599> every<00:07:17.840> relationship

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is what we use for every relationship

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is what we use for every relationship
that<00:07:18.560> we<00:07:18.720> have<00:07:18.880> with<00:07:19.039> a<00:07:19.280> sas<00:07:19.520> provider<00:07:20.000> when

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that we have with a sas provider when

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that we have with a sas provider when
we’re<00:07:20.319> looking<00:07:20.560> at<00:07:20.639> partnerships<00:07:21.440> we<00:07:22.000> relay

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we’re looking at partnerships we relay

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we’re looking at partnerships we relay
it<00:07:22.479> back<00:07:22.720> to<00:07:22.880> that<00:07:23.280> so<00:07:23.440> that’s<00:07:23.759> kind<00:07:23.840> of<00:07:23.919> like

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it back to that so that’s kind of like

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it back to that so that’s kind of like
our<00:07:24.240> gold<00:07:24.560> standard<00:07:25.440> and<00:07:25.599> that<00:07:25.919> that’s

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our gold standard and that that’s

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our gold standard and that that’s
because<00:07:26.560> it<00:07:26.800> it<00:07:27.039> spreads<00:07:27.599> way<00:07:27.840> further<00:07:28.160> than

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because it it spreads way further than

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because it it spreads way further than
just<00:07:28.720> a<00:07:28.880> reseller<00:07:29.440> agreement

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just a reseller agreement

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just a reseller agreement
and<00:07:30.800> kind<00:07:30.960> of<00:07:31.440> here<00:07:31.599> is<00:07:31.759> our<00:07:31.919> tool<00:07:32.160> go<00:07:32.319> and<00:07:32.400> sell

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and kind of here is our tool go and sell

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and kind of here is our tool go and sell
it<00:07:32.800> and<00:07:33.199> they’ve<00:07:33.520> helped<00:07:33.840> us<00:07:34.160> at<00:07:34.319> every<00:07:34.639> stage

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it and they’ve helped us at every stage

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it and they’ve helped us at every stage
of<00:07:35.039> our<00:07:35.199> agency<00:07:35.520> growth<00:07:36.240> look<00:07:36.479> at<00:07:37.039> how<00:07:37.520> how<00:07:37.680> we

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of our agency growth look at how how we

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of our agency growth look at how how we
structure<00:07:38.240> our<00:07:38.400> agency<00:07:38.880> how<00:07:39.039> we<00:07:39.280> sell<00:07:39.919> our

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structure our agency how we sell our

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structure our agency how we sell our
services<00:07:40.720> not<00:07:40.880> just<00:07:41.120> how<00:07:41.280> we<00:07:41.360> sell<00:07:41.680> hubspot

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services not just how we sell hubspot

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services not just how we sell hubspot
how<00:07:43.039> we<00:07:43.199> co-market<00:07:43.840> together<00:07:44.560> i<00:07:44.720> mean<00:07:45.039> right

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how we co-market together i mean right

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how we co-market together i mean right
down<00:07:45.360> to<00:07:45.440> the<00:07:45.520> point<00:07:45.759> so<00:07:45.919> i<00:07:46.160> i<00:07:46.319> got<00:07:46.479> covered<00:07:46.800> a

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down to the point so i i got covered a

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down to the point so i i got covered a
few<00:07:47.039> weeks<00:07:47.280> ago<00:07:47.599> and

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few weeks ago and

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few weeks ago and
from<00:07:49.039> the<00:07:49.280> head<00:07:49.440> of<00:07:49.520> the<00:07:49.599> partnership<00:07:50.479> team

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from the head of the partnership team

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from the head of the partnership team
and<00:07:51.599> some<00:07:51.840> of<00:07:52.000> our<00:07:52.319> um<00:07:52.720> like<00:07:52.960> direct<00:07:53.440> people<00:07:53.680> in

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and some of our um like direct people in

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and some of our um like direct people in
hubspot<00:07:54.319> they<00:07:54.479> sent<00:07:54.720> like<00:07:54.800> a<00:07:54.960> get<00:07:55.199> well<00:07:55.840> hamper

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hubspot they sent like a get well hamper

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hubspot they sent like a get well hamper
type<00:07:56.720> thing<00:07:57.280> now<00:07:57.440> that’s<00:07:57.440> that’s<00:07:58.080> a<00:07:58.160> level<00:07:58.400> of

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type thing now that’s that’s a level of

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type thing now that’s that’s a level of
partnership<00:07:59.120> that<00:07:59.680> you<00:07:59.840> don’t<00:08:00.160> get<00:08:00.560> from<00:08:00.720> a

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partnership that you don’t get from a

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partnership that you don’t get from a
lot<00:08:00.960> of<00:08:01.440> other<00:08:01.759> providers<00:08:02.319> because<00:08:02.560> they<00:08:02.800> see

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lot of other providers because they see

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lot of other providers because they see
us<00:08:03.280> as<00:08:03.440> a<00:08:03.840> just<00:08:04.160> an<00:08:04.319> avenue<00:08:04.800> to<00:08:05.280> flog<00:08:05.759> more<00:08:06.319> mrr

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us as a just an avenue to flog more mrr

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us as a just an avenue to flog more mrr
and<00:08:07.440> actually<00:08:07.680> there’s<00:08:07.840> so<00:08:08.000> much<00:08:08.240> more<00:08:08.400> to<00:08:08.560> the

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and actually there’s so much more to the

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and actually there’s so much more to the
partnerships<00:08:09.199> that<00:08:09.360> could<00:08:09.599> be<00:08:09.759> had<00:08:10.080> because

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partnerships that could be had because

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partnerships that could be had because
if<00:08:11.120> you<00:08:11.280> have<00:08:11.520> a<00:08:11.759> thriving<00:08:12.240> partner

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if you have a thriving partner

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if you have a thriving partner
they<00:08:13.520> will<00:08:13.840> actually<00:08:14.240> sell<00:08:14.800> far<00:08:15.039> more<00:08:15.759> than<00:08:16.319> if

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they will actually sell far more than if

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they will actually sell far more than if
you’re<00:08:16.720> just<00:08:17.039> there<00:08:17.280> to<00:08:17.599> kind<00:08:17.759> of<00:08:17.919> enabling

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you’re just there to kind of enabling

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you’re just there to kind of enabling
them<00:08:18.560> to<00:08:18.800> sell<00:08:19.039> your<00:08:19.199> software<00:08:20.080> and<00:08:20.240> i<00:08:20.319> think

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them to sell your software and i think

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them to sell your software and i think
that’s<00:08:20.960> that<00:08:21.120> for<00:08:21.280> me<00:08:21.520> is<00:08:22.080> i<00:08:22.160> think<00:08:22.479> hubspot<00:08:23.039> in

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that’s that for me is i think hubspot in

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that’s that for me is i think hubspot in
part<00:08:24.080> is<00:08:24.400> has<00:08:24.639> been<00:08:25.280> a<00:08:25.520> huge<00:08:26.000> part<00:08:26.240> of<00:08:26.319> our

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part is has been a huge part of our

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part is has been a huge part of our
growth<00:08:26.960> because<00:08:27.280> of<00:08:27.440> the<00:08:27.520> way<00:08:27.680> that<00:08:27.919> we’ve

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growth because of the way that we’ve

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growth because of the way that we’ve
approached<00:08:28.479> the<00:08:28.560> partnership<00:08:29.039> and<00:08:29.120> the<00:08:29.199> way

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approached the partnership and the way

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approached the partnership and the way
that<00:08:29.680> they’ve<00:08:29.919> approached<00:08:30.319> the<00:08:30.400> partnership

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that they’ve approached the partnership

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that they’ve approached the partnership
i<00:08:30.960> mean<00:08:31.120> they<00:08:31.280> have<00:08:31.440> the<00:08:31.599> most<00:08:31.840> gold<00:08:32.159> standard

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i mean they have the most gold standard

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i mean they have the most gold standard
of<00:08:32.800> all<00:08:32.880> the<00:08:33.120> agency<00:08:33.680> programs<00:08:34.159> for<00:08:34.320> sure<00:08:34.719> and

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of all the agency programs for sure and

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of all the agency programs for sure and
uh<00:08:35.360> you<00:08:35.519> know<00:08:35.760> they<00:08:36.320> the<00:08:36.479> big<00:08:36.800> i<00:08:36.880> don’t<00:08:36.959> know<00:08:37.039> it

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uh you know they the big i don’t know it

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uh you know they the big i don’t know it
was<00:08:37.360> peter<00:08:37.680> right<00:08:38.080> who<00:08:38.399> set<00:08:38.640> this<00:08:38.880> up

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was peter right who set this up

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was peter right who set this up
originally<00:08:39.440> but<00:08:39.599> like<00:08:39.919> they<00:08:40.240> took<00:08:40.399> the

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originally but like they took the

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originally but like they took the
approach

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approach

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approach
of<00:08:42.000> investing<00:08:42.719> in<00:08:43.440> you<00:08:43.839> as<00:08:44.159> your<00:08:44.399> business

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of investing in you as your business

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of investing in you as your business
from<00:08:45.040> the<00:08:45.200> beginning<00:08:45.519> their<00:08:45.680> blog<00:08:46.080> is<00:08:46.160> amazing

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from the beginning their blog is amazing

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from the beginning their blog is amazing
right<00:08:46.880> like<00:08:47.279> the<00:08:47.360> whole<00:08:47.519> idea<00:08:47.680> of<00:08:47.839> an<00:08:47.920> inbound

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right like the whole idea of an inbound

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right like the whole idea of an inbound
marketing<00:08:48.560> agency<00:08:48.959> didn’t<00:08:49.200> even<00:08:49.360> exist<00:08:49.680> until

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marketing agency didn’t even exist until

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marketing agency didn’t even exist until
hubspot<00:08:50.480> basically<00:08:50.800> taught<00:08:51.120> everyone

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hubspot basically taught everyone

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hubspot basically taught everyone
how<00:08:52.160> to<00:08:52.320> do<00:08:52.480> it<00:08:53.040> by<00:08:53.200> the<00:08:53.360> way<00:08:53.440> just<00:08:53.519> one<00:08:53.680> little

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how to do it by the way just one little

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how to do it by the way just one little
footnote<00:08:54.160> you<00:08:54.240> mentioned<00:08:54.560> are<00:08:54.640> you<00:08:54.800> actually

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footnote you mentioned are you actually

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footnote you mentioned are you actually
a<00:08:55.120> reseller<00:08:55.519> or<00:08:55.839> you’re<00:08:56.000> doing<00:08:56.240> referrals

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a reseller or you’re doing referrals

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a reseller or you’re doing referrals
with<00:08:57.279> hubspot<00:08:57.680> just<00:08:57.920> always<00:08:58.160> curious<00:08:58.480> about

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with hubspot just always curious about

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with hubspot just always curious about
these<00:08:58.880> kind<00:08:59.040> of<00:08:59.120> mechanics<00:08:59.920> i<00:09:00.000> guess<00:09:00.160> it

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these kind of mechanics i guess it

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these kind of mechanics i guess it
depends<00:09:00.480> on<00:09:00.560> your<00:09:00.720> definition<00:09:01.040> of<00:09:01.120> both

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depends on your definition of both

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depends on your definition of both
effectively<00:09:02.160> we<00:09:02.720> say<00:09:02.959> to<00:09:03.120> our<00:09:03.279> clients<00:09:03.920> we<00:09:04.320> are

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effectively we say to our clients we are

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effectively we say to our clients we are
um<00:09:05.279> this<00:09:05.440> is<00:09:05.600> the<00:09:05.680> tool<00:09:05.920> that<00:09:06.000> you<00:09:06.080> should<00:09:06.240> use

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um this is the tool that you should use

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um this is the tool that you should use
and<00:09:06.800> here<00:09:07.040> is<00:09:07.120> how<00:09:07.279> you<00:09:07.440> use<00:09:07.680> it<00:09:08.160> but<00:09:08.320> you

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and here is how you use it but you

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and here is how you use it but you
contract<00:09:08.959> directly<00:09:09.360> with<00:09:09.519> hubspot<00:09:10.080> yeah<00:09:10.320> okay

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contract directly with hubspot yeah okay

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contract directly with hubspot yeah okay
they<00:09:10.640> had<00:09:10.800> they<00:09:10.959> were<00:09:11.200> experimenting<00:09:11.839> with<00:09:11.920> a

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they had they were experimenting with a

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they had they were experimenting with a
reseller<00:09:12.480> program<00:09:12.800> just<00:09:12.959> curious<00:09:13.279> how<00:09:13.440> many

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reseller program just curious how many

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reseller program just curious how many
people<00:09:13.839> were<00:09:14.399> actually<00:09:14.720> in<00:09:14.880> it<00:09:15.040> in<00:09:15.120> their

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people were actually in it in their

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people were actually in it in their
experience<00:09:16.320> so<00:09:16.480> like<00:09:16.880> of<00:09:17.120> all<00:09:17.279> the

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experience so like of all the

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experience so like of all the
you<00:09:18.399> know<00:09:18.640> you’ve<00:09:18.880> tested<00:09:19.120> a<00:09:19.120> lot<00:09:19.279> of<00:09:19.360> tools

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you know you’ve tested a lot of tools

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you know you’ve tested a lot of tools
you<00:09:19.839> say

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you say

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you say
and

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and

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and
some<00:09:22.080> didn’t<00:09:22.240> make<00:09:22.399> the<00:09:22.560> cut<00:09:22.800> so<00:09:22.959> what<00:09:23.200> you

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some didn’t make the cut so what you

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some didn’t make the cut so what you
don’t<00:09:23.680> name<00:09:23.839> names<00:09:24.160> but<00:09:24.320> i’m<00:09:24.480> always<00:09:24.720> curious

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don’t name names but i’m always curious

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don’t name names but i’m always curious
what<00:09:25.279> was<00:09:25.440> the<00:09:25.519> worst<00:09:25.920> experience<00:09:26.320> you’ve

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what was the worst experience you’ve

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what was the worst experience you’ve
ever<00:09:26.640> had<00:09:27.279> and<00:09:27.440> why<00:09:27.839> so<00:09:28.000> the<00:09:28.399> worst<00:09:28.640> experience

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ever had and why so the worst experience

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ever had and why so the worst experience
in<00:09:29.040> terms<00:09:29.279> of<00:09:29.360> partnership<00:09:29.760> or<00:09:29.920> just<00:09:30.080> the

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in terms of partnership or just the

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in terms of partnership or just the
worst<00:09:30.399> experience<00:09:30.720> of<00:09:30.800> bringing<00:09:31.040> on<00:09:31.120> a<00:09:31.200> tech

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worst experience of bringing on a tech

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worst experience of bringing on a tech
platform<00:09:31.920> you<00:09:32.000> know<00:09:32.080> at<00:09:32.160> this<00:09:32.320> point

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platform you know at this point

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platform you know at this point
partnerships<00:09:33.040> are<00:09:33.200> incidental<00:09:34.080> right<00:09:34.240> now

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partnerships are incidental right now

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partnerships are incidental right now
you<00:09:34.640> know<00:09:34.880> it<00:09:35.040> could<00:09:35.200> be<00:09:35.279> a<00:09:35.360> partnership<00:09:35.760> but

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you know it could be a partnership but

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you know it could be a partnership but
you<00:09:36.399> know<00:09:36.560> all<00:09:36.720> these<00:09:36.880> digital<00:09:37.200> tools<00:09:37.440> are

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you know all these digital tools are

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you know all these digital tools are
what<00:09:37.680> your<00:09:37.760> agency<00:09:38.080> is<00:09:38.480> based<00:09:38.720> on<00:09:38.880> so<00:09:38.959> you<00:09:39.040> must

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what your agency is based on so you must

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what your agency is based on so you must
have<00:09:39.279> had<00:09:39.519> a<00:09:39.839> bad<00:09:40.080> experience<00:09:40.640> working<00:09:40.959> with

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have had a bad experience working with

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have had a bad experience working with
some<00:09:41.360> digital<00:09:41.839> thing<00:09:42.399> yeah

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some digital thing yeah

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some digital thing yeah
right<00:09:44.480> yeah<00:09:45.120> so<00:09:45.360> our<00:09:45.680> worst<00:09:46.000> experience<00:09:46.480> and

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right yeah so our worst experience and

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right yeah so our worst experience and
it’s<00:09:46.720> still<00:09:46.959> something<00:09:47.279> that<00:09:47.360> we’re<00:09:47.600> working

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it’s still something that we’re working

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it’s still something that we’re working
through<00:09:48.160> now<00:09:48.880> is<00:09:49.200> we<00:09:49.279> took<00:09:49.519> on<00:09:49.680> a<00:09:49.920> new<00:09:50.480> project

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through now is we took on a new project

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through now is we took on a new project
management<00:09:51.200> tool<00:09:51.440> now<00:09:51.680> agencies<00:09:52.320> every

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management tool now agencies every

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management tool now agencies every
couple<00:09:52.720> of<00:09:52.800> years<00:09:53.519> start<00:09:53.839> looking<00:09:54.160> at<00:09:54.399> the

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couple of years start looking at the

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couple of years start looking at the
grass<00:09:54.800> being<00:09:55.040> greener<00:09:55.360> on<00:09:55.519> other<00:09:55.680> sides

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grass being greener on other sides

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grass being greener on other sides
because<00:09:56.160> the<00:09:56.240> project<00:09:56.560> is<00:09:56.720> much<00:09:56.880> more<00:09:57.120> than

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because the project is much more than

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because the project is much more than
looking<00:09:57.680> at<00:09:58.000> i<00:09:58.080> know<00:09:58.240> if<00:09:58.320> you’ve<00:09:58.560> ever<00:09:58.720> seen<00:09:58.959> in

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looking at i know if you’ve ever seen in

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looking at i know if you’ve ever seen in
the<00:09:59.120> hubspot

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the hubspot

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the hubspot
partner

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partner

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partner
facebook<00:10:01.920> group<00:10:02.480> every<00:10:02.800> other<00:10:03.040> week<00:10:03.279> somebody

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facebook group every other week somebody

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facebook group every other week somebody
asks<00:10:04.079> which<00:10:04.320> project<00:10:04.640> management<00:10:04.959> tool<00:10:05.200> they

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asks which project management tool they

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asks which project management tool they
should<00:10:05.440> be<00:10:05.600> using

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should be using

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should be using
now<00:10:07.040> that<00:10:07.279> is<00:10:07.440> common<00:10:07.760> across<00:10:08.160> agencies<00:10:08.640> we

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now that is common across agencies we

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now that is common across agencies we
are<00:10:09.040> i<00:10:09.120> don’t<00:10:09.279> think<00:10:09.440> there<00:10:09.600> is<00:10:09.760> ever<00:10:09.920> going<00:10:10.079> to

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are i don’t think there is ever going to

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are i don’t think there is ever going to
be<00:10:10.240> the<00:10:10.320> perfect<00:10:10.720> solution<00:10:11.279> we<00:10:11.440> joked<00:10:11.680> so<00:10:11.839> with

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be the perfect solution we joked so with

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be the perfect solution we joked so with
monday.com<00:10:12.720> they<00:10:12.880> should<00:10:13.040> have<00:10:13.120> registered

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monday.com they should have registered

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monday.com they should have registered
tuesday<00:10:13.839> wednesday<00:10:14.320> thursday<00:10:14.720> friday

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tuesday wednesday thursday friday

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tuesday wednesday thursday friday
saturday<00:10:15.360> and<00:10:15.440> sunday<00:10:15.680> so<00:10:15.839> they<00:10:15.920> had<00:10:16.079> some

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saturday and sunday so they had some

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saturday and sunday so they had some
future<00:10:16.480> proofing

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so<00:10:20.079> we<00:10:20.320> we<00:10:20.480> took<00:10:20.640> on<00:10:20.800> a<00:10:21.040> platform<00:10:21.920> and<00:10:22.480> we<00:10:22.640> took

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so we we took on a platform and we took

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so we we took on a platform and we took
it<00:10:22.959> on<00:10:23.200> on<00:10:23.279> the<00:10:23.360> basis<00:10:23.760> that<00:10:24.399> the<00:10:24.880> during<00:10:25.200> our

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it on on the basis that the during our

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it on on the basis that the during our
trial<00:10:26.240> um<00:10:26.640> like<00:10:26.959> the<00:10:27.279> kind<00:10:27.440> of<00:10:27.600> exploration

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trial um like the kind of exploration

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trial um like the kind of exploration
that<00:10:28.240> we<00:10:28.320> were<00:10:28.480> doing<00:10:28.640> with<00:10:28.800> the<00:10:29.360> the<00:10:29.519> system

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that we were doing with the the system

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that we were doing with the the system
and

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and

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and
looking<00:10:31.040> at

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looking at

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looking at
how<00:10:32.079> it<00:10:32.160> was<00:10:32.240> going<00:10:32.399> to<00:10:32.480> work<00:10:33.040> we<00:10:33.200> were<00:10:33.360> told

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how it was going to work we were told

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how it was going to work we were told
that<00:10:33.760> areas<00:10:34.079> that<00:10:34.399> it<00:10:34.800> was<00:10:35.279> that<00:10:35.519> where<00:10:35.760> it

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that areas that it was that where it

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that areas that it was that where it
fell<00:10:36.160> short<00:10:36.560> were<00:10:36.800> road<00:10:37.040> mapped<00:10:37.600> in<00:10:37.760> the<00:10:38.079> the

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fell short were road mapped in the the

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fell short were road mapped in the the
recent<00:10:38.560> future<00:10:38.880> and<00:10:38.959> we<00:10:39.440> we<00:10:39.680> kind<00:10:39.839> of<00:10:39.920> made<00:10:40.160> the

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recent future and we we kind of made the

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recent future and we we kind of made the
decision<00:10:40.640> on<00:10:40.720> that<00:10:40.880> basis<00:10:41.760> now<00:10:42.480> with<00:10:42.720> that<00:10:43.279> we

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decision on that basis now with that we

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decision on that basis now with that we
will<00:10:43.600> never<00:10:43.920> move<00:10:44.480> based<00:10:44.800> on<00:10:45.360> roadmap<00:10:46.160> again

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will never move based on roadmap again

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will never move based on roadmap again
for<00:10:46.640> a<00:10:46.720> project<00:10:46.959> management<00:10:47.440> tool<00:10:48.079> because

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for a project management tool because

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for a project management tool because
it’s<00:10:48.640> too<00:10:49.120> intrinsic<00:10:49.680> to<00:10:49.839> the<00:10:49.920> business<00:10:50.399> and

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it’s too intrinsic to the business and

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it’s too intrinsic to the business and
sas<00:10:51.200> companies<00:10:51.600> change<00:10:52.079> direction<00:10:52.560> they

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sas companies change direction they

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sas companies change direction they
change<00:10:53.279> priorities<00:10:54.079> what<00:10:54.320> is<00:10:54.399> priority<00:10:54.959> for

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change priorities what is priority for

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change priorities what is priority for
you

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you

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you
in<00:10:56.560> when<00:10:56.880> when<00:10:57.040> you<00:10:57.200> are<00:10:57.279> in<00:10:57.440> a<00:10:57.519> sales<00:10:57.839> process

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in when when you are in a sales process

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in when when you are in a sales process
the<00:10:58.640> priority<00:10:59.200> may<00:10:59.360> not<00:10:59.519> be<00:10:59.600> the<00:10:59.760> priority

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the priority may not be the priority

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the priority may not be the priority
once<00:11:00.560> you<00:11:00.720> are<00:11:00.880> a<00:11:01.040> customer<00:11:01.600> and<00:11:01.760> i<00:11:01.839> think

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once you are a customer and i think

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once you are a customer and i think
that’s<00:11:02.480> some<00:11:02.640> of<00:11:02.720> the<00:11:02.800> friction<00:11:03.040> that<00:11:03.200> we’ve

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that’s some of the friction that we’ve

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that’s some of the friction that we’ve
gone<00:11:03.519> through<00:11:04.000> um<00:11:04.399> and<00:11:04.640> it’s<00:11:04.800> been<00:11:05.440> a

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gone through um and it’s been a

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gone through um and it’s been a
challenge<00:11:06.079> to<00:11:06.160> get<00:11:06.240> through<00:11:06.399> there<00:11:06.480> and<00:11:06.640> kind

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challenge to get through there and kind

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challenge to get through there and kind
of<00:11:06.880> unwind<00:11:07.279> that<00:11:07.440> so<00:11:07.600> that<00:11:07.760> that<00:11:07.920> would<00:11:08.079> be<00:11:08.240> our

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of unwind that so that that would be our

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of unwind that so that that would be our
worst<00:11:09.040> sas<00:11:09.440> experience<00:11:10.000> because<00:11:10.320> it<00:11:10.480> is

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worst sas experience because it is

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worst sas experience because it is
something<00:11:10.880> that<00:11:11.040> is<00:11:11.360> core<00:11:11.760> to<00:11:11.920> how<00:11:12.079> we<00:11:12.240> run<00:11:12.480> the

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something that is core to how we run the

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something that is core to how we run the
business<00:11:13.120> and<00:11:13.519> decisions<00:11:13.920> that<00:11:14.000> we<00:11:14.160> make

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business and decisions that we make

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business and decisions that we make
across<00:11:14.720> the<00:11:14.800> business

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across the business

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across the business
then

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then

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then
i<00:11:16.720> would<00:11:16.880> say<00:11:17.200> in<00:11:17.279> terms<00:11:17.519> of<00:11:17.680> partnership

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i would say in terms of partnership

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i would say in terms of partnership
there’s<00:11:18.720> been<00:11:18.880> plenty<00:11:19.200> of<00:11:19.279> tools<00:11:19.680> where

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there’s been plenty of tools where

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there’s been plenty of tools where
we’ve<00:11:21.040> started<00:11:21.760> processes<00:11:22.480> with<00:11:23.040> we’ve

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we’ve started processes with we’ve

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we’ve started processes with we’ve
started<00:11:23.680> using<00:11:24.000> a<00:11:24.079> tool<00:11:24.399> they’re<00:11:24.560> at<00:11:24.640> the

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started using a tool they’re at the

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started using a tool they’re at the
beginning<00:11:25.040> of<00:11:25.120> starting<00:11:25.360> their<00:11:25.519> partner

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beginning of starting their partner

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beginning of starting their partner
program<00:11:26.480> there’s<00:11:26.720> a<00:11:26.800> big<00:11:27.040> song<00:11:27.279> and<00:11:27.360> dance

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program there’s a big song and dance

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program there’s a big song and dance
about<00:11:28.000> yep<00:11:28.240> this<00:11:28.480> is<00:11:28.640> more<00:11:28.800> than<00:11:28.959> just<00:11:29.120> you

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about yep this is more than just you

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about yep this is more than just you
selling<00:11:29.600> the<00:11:29.920> the<00:11:30.160> platform<00:11:30.959> we<00:11:31.120> want<00:11:31.279> to<00:11:31.360> do

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selling the the platform we want to do

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selling the the platform we want to do
some<00:11:31.680> co-marketing<00:11:32.320> with<00:11:32.480> you<00:11:32.640> we<00:11:32.800> want<00:11:33.040> to

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some co-marketing with you we want to

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some co-marketing with you we want to
help<00:11:33.600> kind<00:11:33.760> of<00:11:33.839> like<00:11:34.000> ramp<00:11:34.240> up<00:11:34.399> your<00:11:34.560> team<00:11:34.880> help

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help kind of like ramp up your team help

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help kind of like ramp up your team help
with<00:11:35.200> the<00:11:35.279> enablement<00:11:35.839> all<00:11:36.000> that<00:11:36.160> kind<00:11:36.320> of

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with the enablement all that kind of

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with the enablement all that kind of
stuff<00:11:36.800> and<00:11:37.040> actually

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stuff and actually

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stuff and actually
it<00:11:38.240> very<00:11:38.560> rarely<00:11:38.959> happens<00:11:39.519> because<00:11:39.839> it’s<00:11:40.079> it’s

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it very rarely happens because it’s it’s

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it very rarely happens because it’s it’s
kind<00:11:40.480> of<00:11:40.560> they<00:11:40.720> get<00:11:40.959> giddy<00:11:41.279> that<00:11:41.839> you

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kind of they get giddy that you

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kind of they get giddy that you
have<00:11:42.880> clients<00:11:43.279> that<00:11:43.440> they<00:11:43.519> can<00:11:43.600> sell<00:11:43.839> mrr<00:11:44.240> to

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have clients that they can sell mrr to

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have clients that they can sell mrr to
and<00:11:44.640> they<00:11:44.720> kind<00:11:44.880> of<00:11:45.040> make<00:11:45.200> that<00:11:45.360> assumption<00:11:45.839> of

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and they kind of make that assumption of

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and they kind of make that assumption of
well<00:11:46.720> he’s<00:11:46.959> got<00:11:47.200> clients

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well he’s got clients

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well he’s got clients
he<00:11:48.560> now<00:11:48.800> has<00:11:49.040> our<00:11:49.279> software<00:11:49.839> surely<00:11:50.160> he<00:11:50.320> can

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he now has our software surely he can

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he now has our software surely he can
put<00:11:50.560> the<00:11:50.639> two<00:11:50.880> together<00:11:51.600> and<00:11:51.760> actually

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put the two together and actually

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put the two together and actually
there’s<00:11:52.720> way<00:11:52.959> more<00:11:53.120> to<00:11:53.279> it<00:11:53.440> than<00:11:53.519> that<00:11:53.839> and<00:11:53.920> i

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there’s way more to it than that and i

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there’s way more to it than that and i
think

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think

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think
in<00:11:54.880> those<00:11:55.120> partnership<00:11:55.600> groups<00:11:55.839> sometimes

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in those partnership groups sometimes

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in those partnership groups sometimes
there’s<00:11:56.720> a<00:11:57.279> lack<00:11:57.600> of<00:11:57.680> understanding<00:11:58.240> of<00:11:58.480> what

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there’s a lack of understanding of what

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there’s a lack of understanding of what
it<00:11:58.800> takes<00:11:59.040> for<00:11:59.200> an<00:11:59.360> agency

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it takes for an agency

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it takes for an agency
to

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to

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to
get<00:12:01.600> to<00:12:01.760> the<00:12:01.839> point<00:12:02.160> where<00:12:02.320> they<00:12:02.560> can

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get to the point where they can

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get to the point where they can
resell<00:12:04.000> this<00:12:04.320> stuff

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resell this stuff

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resell this stuff
in<00:12:05.600> line<00:12:05.920> with<00:12:06.079> what<00:12:06.240> they’re<00:12:06.320> currently

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in line with what they’re currently

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in line with what they’re currently
doing<00:12:06.800> for<00:12:06.959> the<00:12:07.040> clients<00:12:07.360> there<00:12:07.519> needs<00:12:07.760> to<00:12:07.839> be

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doing for the clients there needs to be

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doing for the clients there needs to be
an<00:12:08.079> intrinsic<00:12:08.560> understanding<00:12:09.040> there<00:12:09.200> needs

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an intrinsic understanding there needs

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an intrinsic understanding there needs
to<00:12:09.600> be<00:12:09.760> that<00:12:10.240> exploration<00:12:11.200> with<00:12:11.360> what<00:12:11.600> it<00:12:11.680> can

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to be that exploration with what it can

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to be that exploration with what it can
do<00:12:12.079> what<00:12:12.240> it<00:12:12.320> can’t<00:12:12.560> do<00:12:13.120> because<00:12:13.440> otherwise<00:12:14.480> we

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do what it can’t do because otherwise we

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do what it can’t do because otherwise we
risk<00:12:15.360> damaging<00:12:15.839> those<00:12:16.000> relationships<00:12:16.800> and

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risk damaging those relationships and

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risk damaging those relationships and
like<00:12:17.839> damaging<00:12:18.399> that<00:12:18.720> trusted<00:12:19.200> advisor<00:12:19.680> type

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like damaging that trusted advisor type

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like damaging that trusted advisor type
level<00:12:20.320> which<00:12:20.560> is<00:12:20.639> where<00:12:20.800> we<00:12:20.959> get<00:12:21.120> to<00:12:21.279> as<00:12:21.440> an

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level which is where we get to as an

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level which is where we get to as an
agency<00:12:22.160> and<00:12:22.240> that’s<00:12:22.800> dangerous<00:12:23.279> for<00:12:23.519> us

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agency and that’s dangerous for us

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agency and that’s dangerous for us
because<00:12:24.000> as<00:12:24.079> soon<00:12:24.240> as<00:12:24.560> question<00:12:24.880> mark’s<00:12:25.200> going

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because as soon as question mark’s going

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because as soon as question mark’s going
around<00:12:26.399> well<00:12:26.639> you’re<00:12:26.800> just<00:12:26.959> giving<00:12:27.200> us<00:12:27.360> the

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around well you’re just giving us the

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around well you’re just giving us the
software<00:12:28.000> because<00:12:28.240> you<00:12:28.399> want<00:12:28.560> to<00:12:28.639> make

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software because you want to make

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software because you want to make
commission<00:12:29.200> off<00:12:29.360> the<00:12:29.440> back<00:12:29.600> of<00:12:29.760> it<00:12:30.000> that’s<00:12:30.240> not

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commission off the back of it that’s not

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commission off the back of it that’s not
what<00:12:30.560> we’re<00:12:30.720> trying<00:12:30.880> to<00:12:31.040> do<00:12:31.279> we’re<00:12:31.440> trying<00:12:31.680> to

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what we’re trying to do we’re trying to

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what we’re trying to do we’re trying to
bring<00:12:32.079> in<00:12:32.240> tools<00:12:32.560> that<00:12:32.639> are<00:12:32.720> going<00:12:32.800> to<00:12:32.880> help

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bring in tools that are going to help

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bring in tools that are going to help
you<00:12:33.200> better<00:12:33.519> but<00:12:33.680> if<00:12:34.000> we<00:12:34.240> don’t<00:12:34.560> know<00:12:34.959> what

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you better but if we don’t know what

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you better but if we don’t know what
they<00:12:35.279> can<00:12:35.519> and<00:12:35.600> can’t<00:12:35.839> do<00:12:36.000> to<00:12:36.160> a<00:12:36.240> deeper<00:12:36.560> level

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they can and can’t do to a deeper level

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they can and can’t do to a deeper level
and<00:12:37.040> you’re<00:12:37.279> not<00:12:37.440> helping<00:12:37.760> us<00:12:38.000> as<00:12:38.160> the<00:12:38.320> sas

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and you’re not helping us as the sas

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and you’re not helping us as the sas
partner

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partner

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partner
then<00:12:40.320> it’s<00:12:40.480> never<00:12:40.800> really<00:12:41.120> going<00:12:41.360> to<00:12:41.440> work<00:12:41.920> and

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then it’s never really going to work and

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then it’s never really going to work and
we’ve<00:12:42.160> had<00:12:42.320> loads<00:12:42.560> of<00:12:42.720> instances<00:12:43.120> of<00:12:43.279> those

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we’ve had loads of instances of those

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we’ve had loads of instances of those
where

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where

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where
we’ve<00:12:44.800> been<00:12:44.959> early<00:12:45.279> on<00:12:45.440> in<00:12:45.600> the<00:12:46.160> partner

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we’ve been early on in the partner

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we’ve been early on in the partner
program<00:12:46.800> and<00:12:46.959> it<00:12:47.120> just<00:12:47.440> hasn’t<00:12:47.839> worked<00:12:48.320> and<00:12:48.480> we

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program and it just hasn’t worked and we

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program and it just hasn’t worked and we
just<00:12:48.880> we<00:12:49.040> move<00:12:49.200> away<00:12:49.440> from<00:12:49.519> them<00:12:49.680> quite

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just we move away from them quite

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just we move away from them quite
quickly<00:12:50.240> it’s<00:12:50.480> so

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quickly it’s so

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quickly it’s so
mind-boggling<00:12:52.240> to<00:12:52.399> me

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mind-boggling to me

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mind-boggling to me
why<00:12:53.600> this<00:12:53.760> keeps<00:12:54.079> happening<00:12:54.800> this<00:12:54.959> is<00:12:55.040> where

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why this keeps happening this is where

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why this keeps happening this is where
the<00:12:55.360> origin<00:12:55.760> of<00:12:55.839> this

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the origin of this

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the origin of this
podcast<00:12:57.120> came<00:12:57.279> from<00:12:57.519> because<00:12:58.240> like<00:12:58.399> i<00:12:58.480> run

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podcast came from because like i run

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podcast came from because like i run
this<00:12:58.800> trade<00:12:59.040> association<00:12:59.519> of<00:12:59.600> all<00:12:59.680> the

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this trade association of all the

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this trade association of all the
partnership<00:13:00.160> people<00:13:00.399> in<00:13:00.480> cloud<00:13:00.800> software

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partnership people in cloud software

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partnership people in cloud software
agencies<00:13:02.480> you<00:13:02.560> know<00:13:02.880> but<00:13:03.040> mostly<00:13:03.440> software

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agencies you know but mostly software

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agencies you know but mostly software
companies<00:13:04.399> and

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companies and

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companies and
they’re<00:13:05.440> always<00:13:05.920> like

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they’re always like

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they’re always like
sell<00:13:07.200> my<00:13:07.440> software<00:13:08.079> but<00:13:08.399> like<00:13:08.560> if<00:13:08.720> you<00:13:08.880> are<00:13:08.959> a

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sell my software but like if you are a

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sell my software but like if you are a
plumber<00:13:09.600> the<00:13:09.760> client<00:13:10.079> is<00:13:10.160> not<00:13:10.399> buying<00:13:10.800> the

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plumber the client is not buying the

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plumber the client is not buying the
sump<00:13:11.200> pump<00:13:11.600> that’s<00:13:11.839> not<00:13:11.920> what<00:13:12.079> they’re<00:13:12.240> buying

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sump pump that’s not what they’re buying

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sump pump that’s not what they’re buying
they’re<00:13:12.639> buying<00:13:13.200> a<00:13:13.680> dry<00:13:14.000> basement<00:13:14.560> right<00:13:14.880> and

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they’re buying a dry basement right and

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they’re buying a dry basement right and
like

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like

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like
the<00:13:16.000> plumber<00:13:16.320> will<00:13:16.399> never<00:13:16.639> bring<00:13:16.959> a<00:13:17.680> hardware

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the plumber will never bring a hardware

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the plumber will never bring a hardware
into<00:13:18.320> a<00:13:18.399> situation<00:13:18.880> unless<00:13:19.120> it’s<00:13:19.200> solving<00:13:19.519> an

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into a situation unless it’s solving an

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into a situation unless it’s solving an
actual<00:13:20.320> problem<00:13:20.720> and<00:13:20.800> the<00:13:20.959> plumber<00:13:21.360> makes

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actual problem and the plumber makes

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actual problem and the plumber makes
money<00:13:21.760> from<00:13:21.920> the<00:13:22.079> client<00:13:22.480> so<00:13:22.639> everything<00:13:22.880> is

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money from the client so everything is

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money from the client so everything is
around<00:13:23.279> the<00:13:23.440> customer<00:13:24.240> but<00:13:24.399> there’s<00:13:24.560> so<00:13:24.720> like

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around the customer but there’s so like

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around the customer but there’s so like
there’s<00:13:25.200> such<00:13:25.440> a<00:13:25.519> lack<00:13:25.839> of<00:13:25.920> customer

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there’s such a lack of customer

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there’s such a lack of customer
awareness<00:13:27.120> for<00:13:27.360> so<00:13:27.519> many<00:13:27.760> of<00:13:27.839> these

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awareness for so many of these

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awareness for so many of these
companies

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companies

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companies
uh<00:13:30.240> and<00:13:30.639> it<00:13:30.959> just<00:13:31.519> startles<00:13:31.920> me<00:13:32.079> and<00:13:32.240> this<00:13:32.399> part

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uh and it just startles me and this part

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uh and it just startles me and this part
of<00:13:32.639> what<00:13:32.720> i’m<00:13:32.880> trying<00:13:33.040> to<00:13:33.120> do<00:13:33.360> here<00:13:33.600> is<00:13:33.680> like

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of what i’m trying to do here is like

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of what i’m trying to do here is like
keep<00:13:34.079> telling<00:13:34.399> these<00:13:34.560> stories<00:13:34.880> like

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keep telling these stories like

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keep telling these stories like
commissions<00:13:35.360> don’t<00:13:35.600> matter<00:13:36.320> right<00:13:36.560> that’s

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commissions don’t matter right that’s

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commissions don’t matter right that’s
the first<00:13:37.200> thing<00:13:37.360> you<00:13:37.519> open<00:13:37.760> with<00:13:38.160> but<00:13:38.399> also

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the first thing you open with but also

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the first thing you open with but also
you’re<00:13:39.120> not<00:13:39.199> going<00:13:39.279> to<00:13:39.360> bring<00:13:39.519> anything<00:13:39.760> to<00:13:39.920> a

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you’re not going to bring anything to a

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you’re not going to bring anything to a
client<00:13:40.240> unless<00:13:40.639> you<00:13:40.800> make<00:13:41.040> sense<00:13:41.279> to<00:13:41.360> you<00:13:41.440> and

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client unless you make sense to you and

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client unless you make sense to you and
you<00:13:41.680> try<00:13:41.920> you<00:13:42.079> have<00:13:42.240> to<00:13:42.320> try<00:13:42.560> before<00:13:42.959> you<00:13:43.600> buy

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you try you have to try before you buy

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you try you have to try before you buy
have<00:13:44.240> you<00:13:44.320> ever<00:13:44.480> been<00:13:44.639> burnt<00:13:44.959> where<00:13:45.120> you<00:13:45.360> where

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have you ever been burnt where you where

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have you ever been burnt where you where
you<00:13:46.240> decided<00:13:46.720> to<00:13:46.800> take<00:13:46.959> a<00:13:47.040> flyer<00:13:47.360> with<00:13:47.600> it<00:13:47.360> with

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you decided to take a flyer with it with

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you decided to take a flyer with it with
a<00:13:48.000> tool<00:13:48.399> before<00:13:48.800> you<00:13:49.360> and<00:13:49.519> just<00:13:49.680> push<00:13:49.920> it<00:13:50.000> to<00:13:50.160> a

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a tool before you and just push it to a

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a tool before you and just push it to a
customer<00:13:50.800> or<00:13:51.040> did<00:13:51.199> you<00:13:51.360> have<00:13:51.519> you<00:13:51.600> always<00:13:51.839> been

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customer or did you have you always been

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customer or did you have you always been
careful<00:13:52.560> from<00:13:52.720> the<00:13:52.800> beginning<00:13:53.279> we<00:13:53.680> always

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careful from the beginning we always

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careful from the beginning we always
play<00:13:54.639> with<00:13:54.880> it<00:13:55.040> ourselves<00:13:55.680> first<00:13:56.320> but<00:13:56.560> quite

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play with it ourselves first but quite

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play with it ourselves first but quite
often<00:13:56.959> we<00:13:57.120> will<00:13:57.279> take<00:13:57.519> it<00:13:57.920> as

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often we will take it as

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often we will take it as
given<00:13:59.440> that<00:13:59.680> the<00:13:59.839> tool<00:14:00.079> can<00:14:00.240> do<00:14:00.399> exactly<00:14:00.800> what

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given that the tool can do exactly what

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given that the tool can do exactly what
we<00:14:01.600> expected<00:14:02.079> to<00:14:02.160> be<00:14:02.240> able<00:14:02.399> to<00:14:02.480> talk<00:14:02.800> and

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we expected to be able to talk and

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we expected to be able to talk and
sometimes<00:14:03.519> there’s<00:14:03.920> a<00:14:04.000> narrative<00:14:04.639> that<00:14:04.880> we’re

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sometimes there’s a narrative that we’re

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sometimes there’s a narrative that we’re
playing<00:14:05.440> going<00:14:05.760> well<00:14:06.000> actually<00:14:06.240> yeah<00:14:06.800> this

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playing going well actually yeah this

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playing going well actually yeah this
must<00:14:07.199> be<00:14:07.360> able<00:14:07.440> to<00:14:07.519> do<00:14:07.680> that<00:14:08.399> and<00:14:08.800> sometimes

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must be able to do that and sometimes

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must be able to do that and sometimes
that’s<00:14:09.760> where<00:14:09.920> some<00:14:10.079> of<00:14:10.160> the<00:14:10.240> danger<00:14:10.560> comes

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that’s where some of the danger comes

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that’s where some of the danger comes
through<00:14:11.279> and<00:14:11.519> we<00:14:11.680> have<00:14:11.920> pushed<00:14:12.480> tools<00:14:12.720> to

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through and we have pushed tools to

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through and we have pushed tools to
clients<00:14:13.199> before<00:14:13.680> where<00:14:14.320> we<00:14:14.560> believe<00:14:14.880> that<00:14:15.199> it

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clients before where we believe that it

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clients before where we believe that it
can<00:14:15.440> do<00:14:15.600> what<00:14:15.760> it<00:14:15.839> can<00:14:16.000> do<00:14:16.560> and<00:14:16.720> then<00:14:17.199> they’ve

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can do what it can do and then they’ve

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can do what it can do and then they’ve
unrounded<00:14:17.920> thankfully<00:14:18.320> nothing

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unrounded thankfully nothing

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unrounded thankfully nothing
catastrophic<00:14:19.279> and<00:14:19.440> they’ve<00:14:19.600> just<00:14:19.760> kind<00:14:19.920> of

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catastrophic and they’ve just kind of

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catastrophic and they’ve just kind of
gone<00:14:20.320> no<00:14:20.480> this<00:14:20.720> isn’t<00:14:20.880> working<00:14:21.120> for<00:14:21.279> us<00:14:21.440> now

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gone no this isn’t working for us now

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gone no this isn’t working for us now
can<00:14:22.160> you<00:14:22.320> suggest<00:14:22.720> in<00:14:22.959> other<00:14:23.279> options<00:14:24.160> so

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can you suggest in other options so

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can you suggest in other options so
we’ve<00:14:24.480> done<00:14:24.639> that<00:14:25.279> a<00:14:25.600> couple<00:14:25.839> of<00:14:26.000> times

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we’ve done that a couple of times

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we’ve done that a couple of times
but<00:14:27.199> thankfully<00:14:27.680> nothing<00:14:28.160> too<00:14:28.720> catastrophic

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but thankfully nothing too catastrophic

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but thankfully nothing too catastrophic
yet<00:14:29.839> in<00:14:29.920> terms<00:14:30.160> of<00:14:30.240> like<00:14:30.560> good<00:14:30.720> partnerships

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yet in terms of like good partnerships

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yet in terms of like good partnerships
so<00:14:31.440> going<00:14:31.600> back<00:14:31.839> to<00:14:32.000> that<00:14:32.240> so<00:14:32.480> hubspot<00:14:33.120> yep

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so going back to that so hubspot yep

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so going back to that so hubspot yep
gold<00:14:33.600> standard<00:14:34.480> but<00:14:34.639> we<00:14:34.880> joined<00:14:35.360> that<00:14:35.760> i<00:14:35.839> mean

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gold standard but we joined that i mean

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gold standard but we joined that i mean
the<00:14:36.079> partner<00:14:36.399> program<00:14:36.800> was<00:14:37.279> way<00:14:37.519> older<00:14:37.680> than

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the partner program was way older than

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the partner program was way older than
us<00:14:38.480> um<00:14:38.880> so<00:14:39.040> it<00:14:39.199> had<00:14:39.279> already<00:14:39.519> been<00:14:39.920> kind<00:14:40.079> of

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us um so it had already been kind of

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us um so it had already been kind of
going<00:14:40.639> for<00:14:40.880> quite<00:14:41.040> a<00:14:41.120> period<00:14:41.360> of<00:14:41.440> time<00:14:41.680> at<00:14:41.760> that

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going for quite a period of time at that

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going for quite a period of time at that
point<00:14:42.000> because<00:14:42.160> we<00:14:42.240> joined<00:14:42.560> i<00:14:42.639> think<00:14:42.800> in<00:14:43.120> 2015.

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point because we joined i think in 2015.

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point because we joined i think in 2015.
however<00:14:44.560> with<00:14:44.800> drift<00:14:45.680> we<00:14:46.079> were<00:14:46.480> in<00:14:46.560> their

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however with drift we were in their

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however with drift we were in their
first<00:14:46.959> batch<00:14:47.199> of<00:14:47.279> partners<00:14:47.839> so<00:14:48.000> we<00:14:48.160> were<00:14:48.240> the

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first batch of partners so we were the

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first batch of partners so we were the
first<00:14:48.560> partner<00:14:48.800> in<00:14:48.880> the<00:14:48.959> uk<00:14:49.279> and<00:14:49.360> i<00:14:49.440> think<00:14:49.519> we

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first partner in the uk and i think we

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first partner in the uk and i think we
were<00:14:49.760> like<00:14:50.000> one<00:14:50.160> of<00:14:50.399> 12<00:14:50.959> globally<00:14:51.760> something

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were like one of 12 globally something

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were like one of 12 globally something
like<00:14:52.240> that<00:14:52.880> and<00:14:53.600> when<00:14:53.760> we<00:14:53.920> started<00:14:54.240> working

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like that and when we started working

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like that and when we started working
with<00:14:54.720> that<00:14:54.959> it<00:14:55.040> was<00:14:55.279> run<00:14:55.680> by<00:14:56.160> the

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with that it was run by the

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with that it was run by the
vp

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vp

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vp
customer<00:14:58.959> success<00:14:59.360> which<00:14:59.519> is<00:14:59.680> at<00:14:59.839> um<00:15:00.320> julie

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customer success which is at um julie

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customer success which is at um julie
hogan<00:15:01.120> and<00:15:01.360> also

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hogan and also

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hogan and also
michelle<00:15:02.720> habernese<00:15:03.279> who<00:15:03.920> at<00:15:04.079> that<00:15:04.240> point

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michelle habernese who at that point

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michelle habernese who at that point
that<00:15:04.560> was<00:15:04.720> like<00:15:04.880> her<00:15:05.120> first<00:15:05.440> rodeo<00:15:05.920> with<00:15:06.320> the

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that was like her first rodeo with the

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that was like her first rodeo with the
parent<00:15:06.800> program

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parent program

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parent program
but<00:15:07.839> because<00:15:08.079> they<00:15:08.240> came<00:15:08.399> at<00:15:08.560> it<00:15:08.720> at<00:15:08.800> such<00:15:09.120> a

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but because they came at it at such a

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but because they came at it at such a
customer-centric<00:15:10.800> point<00:15:11.040> of<00:15:11.120> view<00:15:11.600> they<00:15:11.839> were

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customer-centric point of view they were

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customer-centric point of view they were
listening<00:15:12.720> to<00:15:13.279> what<00:15:13.519> we<00:15:13.760> were<00:15:13.920> using<00:15:14.240> this

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listening to what we were using this

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listening to what we were using this
like<00:15:14.880> the<00:15:15.040> platform<00:15:15.519> for<00:15:15.839> we<00:15:16.000> were<00:15:16.160> already<00:15:16.320> a

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like the platform for we were already a

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like the platform for we were already a
drift<00:15:16.800> customer<00:15:17.199> at<00:15:17.279> that<00:15:17.519> point<00:15:17.760> and<00:15:17.920> we’d

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drift customer at that point and we’d

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drift customer at that point and we’d
already<00:15:18.480> sold<00:15:18.800> it<00:15:18.880> to<00:15:19.040> other<00:15:19.360> customers<00:15:19.760> but

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already sold it to other customers but

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already sold it to other customers but
there<00:15:20.000> was<00:15:20.160> no<00:15:20.399> partner<00:15:20.800> agreement<00:15:21.120> or

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there was no partner agreement or

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there was no partner agreement or
anything<00:15:21.440> like<00:15:21.600> that<00:15:21.839> but<00:15:22.480> they<00:15:22.720> listened<00:15:23.040> to

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anything like that but they listened to

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anything like that but they listened to
what<00:15:23.360> we<00:15:23.519> needed<00:15:23.839> as<00:15:24.000> partners<00:15:24.560> and<00:15:24.639> they

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what we needed as partners and they

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what we needed as partners and they
worked<00:15:25.120> hard<00:15:25.360> to<00:15:25.519> make<00:15:25.680> sure<00:15:26.000> that<00:15:26.480> there<00:15:26.639> was

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worked hard to make sure that there was

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worked hard to make sure that there was
going<00:15:27.120> to<00:15:27.279> be<00:15:27.519> that<00:15:28.240> kind<00:15:28.480> of<00:15:28.639> two-way<00:15:29.040> street

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going to be that kind of two-way street

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going to be that kind of two-way street
of<00:15:29.920> us<00:15:30.079> putting<00:15:30.399> into<00:15:30.639> the<00:15:30.720> process<00:15:31.120> then

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of us putting into the process then

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of us putting into the process then
putting<00:15:31.600> into<00:15:31.839> the<00:15:31.920> process<00:15:32.800> i<00:15:32.959> think<00:15:33.279> that

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putting into the process i think that

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putting into the process i think that
like<00:15:34.320> not<00:15:34.480> perfect<00:15:35.199> um<00:15:35.440> at<00:15:35.519> the<00:15:35.600> beginning<00:15:36.160> but

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like not perfect um at the beginning but

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like not perfect um at the beginning but
it<00:15:36.639> was<00:15:36.959> very<00:15:37.279> much<00:15:37.759> a

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it was very much a

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it was very much a
starting<00:15:40.480> point<00:15:41.120> because<00:15:41.360> they<00:15:41.519> were

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starting point because they were

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starting point because they were
listening<00:15:42.079> yeah<00:15:42.240> and<00:15:42.399> you<00:15:42.480> know<00:15:42.720> i<00:15:42.880> think

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listening yeah and you know i think

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listening yeah and you know i think
drift<00:15:43.839> uh<00:15:44.240> is<00:15:44.399> a<00:15:44.480> really<00:15:44.720> great<00:15:44.959> example

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drift uh is a really great example

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drift uh is a really great example
they’re<00:15:45.519> in<00:15:45.600> the<00:15:45.680> hubspot<00:15:46.079> universe<00:15:46.480> you<00:15:46.560> know

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they’re in the hubspot universe you know

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they’re in the hubspot universe you know
so<00:15:46.880> to<00:15:46.959> speak<00:15:47.199> they’re<00:15:47.440> like<00:15:47.920> basically

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so to speak they’re like basically

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so to speak they’re like basically
cousins<00:15:48.880> right<00:15:49.199> and<00:15:49.440> uh<00:15:49.600> michelle<00:15:50.000> actually

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cousins right and uh michelle actually

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cousins right and uh michelle actually
had<00:15:50.320> put<00:15:50.480> ahead<00:15:50.720> of<00:15:50.800> talk<00:15:51.040> at<00:15:51.120> sas<00:15:51.360> connect<00:15:51.680> so

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had put ahead of talk at sas connect so

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had put ahead of talk at sas connect so
it’s<00:15:51.920> on<00:15:52.079> our<00:15:52.160> youtube<00:15:52.399> channel<00:15:52.639> for<00:15:52.720> anything

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it’s on our youtube channel for anything

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it’s on our youtube channel for anything
michelle<00:15:53.360> is<00:15:53.519> awesome<00:15:53.920> she’s<00:15:54.079> one<00:15:54.240> of<00:15:54.320> my

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michelle is awesome she’s one of my

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michelle is awesome she’s one of my
favorite<00:15:54.720> people<00:15:54.880> in<00:15:54.959> the<00:15:55.040> whole<00:15:55.360> sas

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favorite people in the whole sas

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favorite people in the whole sas
community<00:15:56.399> yeah<00:15:56.639> she<00:15:56.800> is<00:15:56.959> great<00:15:57.120> so<00:15:57.279> if<00:15:57.360> anyone

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community yeah she is great so if anyone

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community yeah she is great so if anyone
wants<00:15:57.759> to<00:15:57.839> hear<00:15:58.079> her<00:15:58.399> inside<00:15:58.720> take<00:15:58.959> of<00:15:59.040> how<00:15:59.279> she

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wants to hear her inside take of how she

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wants to hear her inside take of how she
built<00:15:59.680> the<00:15:59.839> program<00:16:00.160> we<00:16:00.320> actually<00:16:00.480> do<00:16:00.639> have<00:16:00.800> it

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built the program we actually do have it

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built the program we actually do have it
on<00:16:01.040> the<00:16:01.120> youtube<00:16:01.440> channel<00:16:02.000> i’ll<00:16:02.480> link<00:16:02.639> it<00:16:02.800> in

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on the youtube channel i’ll link it in

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on the youtube channel i’ll link it in
the<00:16:03.040> in<00:16:03.120> the<00:16:03.279> notes<00:16:03.600> underneath<00:16:04.079> but<00:16:04.240> yeah

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the in the notes underneath but yeah

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the in the notes underneath but yeah
they<00:16:04.720> they<00:16:05.120> they<00:16:05.360> really<00:16:05.920> it’s<00:16:06.079> a<00:16:06.160> cop<00:16:06.399> spot

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they they they really it’s a cop spot

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they they they really it’s a cop spot
university<00:16:07.120> for<00:16:07.199> partnerships<00:16:07.920> i<00:16:08.000> think

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university for partnerships i think

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university for partnerships i think
anyone<00:16:08.959> at<00:16:09.120> vidyard’s<00:16:09.600> also<00:16:10.079> you<00:16:10.160> know<00:16:10.560> has

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anyone at vidyard’s also you know has

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anyone at vidyard’s also you know has
learned<00:16:11.519> a<00:16:11.600> lot<00:16:12.160> uh<00:16:12.399> anyone<00:16:12.880> who<00:16:13.279> who<00:16:13.759> wants<00:16:14.000> to

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learned a lot uh anyone who who wants to

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learned a lot uh anyone who who wants to
build<00:16:14.240> a<00:16:14.320> good<00:16:14.480> agency<00:16:14.880> program<00:16:15.199> it’s<00:16:15.360> worth

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build a good agency program it’s worth

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build a good agency program it’s worth
to<00:16:16.160> your<00:16:16.320> time<00:16:16.560> to<00:16:16.639> take<00:16:16.800> the<00:16:16.880> hubspot<00:16:17.279> team<00:16:17.519> up

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to your time to take the hubspot team up

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to your time to take the hubspot team up
for<00:16:17.839> drinks<00:16:18.320> and<00:16:18.480> dinners<00:16:18.959> and<00:16:19.199> whatever<00:16:19.519> else

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for drinks and dinners and whatever else

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for drinks and dinners and whatever else
they<00:16:19.839> want

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they want

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they want
and<00:16:21.440> learn<00:16:21.600> from<00:16:21.759> them<00:16:22.320> so

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and learn from them so

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and learn from them so
we<00:16:23.279> worked<00:16:23.519> quite<00:16:23.680> heavily<00:16:24.000> with<00:16:24.320> um<00:16:24.800> rob<00:16:25.040> sale

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we worked quite heavily with um rob sale

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we worked quite heavily with um rob sale
over<00:16:25.759> at<00:16:25.839> vidyard<00:16:26.240> i<00:16:26.320> know<00:16:26.480> he’s<00:16:26.639> gone<00:16:26.800> to

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over at vidyard i know he’s gone to

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over at vidyard i know he’s gone to
alice<00:16:27.600> now<00:16:27.839> but<00:16:28.240> when<00:16:28.480> the<00:16:28.720> the<00:16:28.880> partner

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alice now but when the the partner

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alice now but when the the partner
program<00:16:29.519> there<00:16:29.759> was<00:16:30.079> fairly<00:16:30.480> new<00:16:30.720> as<00:16:30.800> well<00:16:31.120> and

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program there was fairly new as well and

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program there was fairly new as well and
katie<00:16:31.920> katie<00:16:32.240> bence<00:16:32.480> runs<00:16:32.800> it<00:16:33.199> now<00:16:33.680> and<00:16:33.839> it’s

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katie katie bence runs it now and it’s

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katie katie bence runs it now and it’s
like<00:16:34.160> i<00:16:34.399> think<00:16:34.560> they’ve<00:16:34.720> got<00:16:34.800> a<00:16:34.880> new<00:16:35.199> vp<00:16:35.519> who<00:16:35.920> is

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like i think they’ve got a new vp who is

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like i think they’ve got a new vp who is
involved<00:16:36.480> in<00:16:36.560> it<00:16:36.720> as<00:16:36.800> well<00:16:36.959> but<00:16:37.120> it’s<00:16:37.680> it’s

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involved in it as well but it’s it’s

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involved in it as well but it’s it’s
been<00:16:38.079> great<00:16:38.240> to<00:16:38.399> see<00:16:38.639> how<00:16:38.800> that’s<00:16:39.120> expanded<00:16:39.600> as

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been great to see how that’s expanded as

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been great to see how that’s expanded as
well<00:16:39.839> and<00:16:40.000> that<00:16:40.160> was<00:16:40.399> done<00:16:40.560> with<00:16:40.720> a<00:16:40.800> lot<00:16:40.959> of

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well and that was done with a lot of

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well and that was done with a lot of
care<00:16:41.440> and<00:16:41.600> attention<00:16:42.000> as<00:16:42.079> well<00:16:42.399> and

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care and attention as well and

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care and attention as well and
i<00:16:43.440> think<00:16:43.759> they<00:16:43.920> took<00:16:44.160> the<00:16:44.240> decision<00:16:44.720> to<00:16:44.959> focus

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i think they took the decision to focus

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i think they took the decision to focus
on

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on

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on
the<00:16:46.480> quality<00:16:46.800> of<00:16:46.959> relationships<00:16:47.440> rather<00:16:47.680> than

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the quality of relationships rather than

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the quality of relationships rather than
the<00:16:47.839> quantity<00:16:48.320> of<00:16:48.399> relationships<00:16:49.040> quite

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the quantity of relationships quite

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the quantity of relationships quite
early<00:16:49.440> on<00:16:49.600> in<00:16:49.680> that<00:16:49.839> programme<00:16:50.240> while<00:16:50.399> they

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early on in that programme while they

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early on in that programme while they
were<00:16:50.720> building<00:16:51.040> it<00:16:51.199> out<00:16:51.519> oh<00:16:51.680> yeah<00:16:51.920> i<00:16:52.000> mean<00:16:52.240> i

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were building it out oh yeah i mean i

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were building it out oh yeah i mean i
remember<00:16:52.639> i<00:16:53.120> have<00:16:53.360> you<00:16:53.440> know<00:16:53.519> rob<00:16:53.759> is

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remember i have you know rob is

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remember i have you know rob is
obviously<00:16:54.160> i’m<00:16:54.320> toronto<00:16:54.720> he’s<00:16:54.959> in<00:16:55.440> waterloo

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obviously i’m toronto he’s in waterloo

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obviously i’m toronto he’s in waterloo
right<00:16:56.160> so<00:16:56.480> i<00:16:56.639> heard<00:16:56.959> a<00:16:57.040> lot<00:16:57.279> of<00:16:57.519> the<00:16:57.759> uh<00:16:58.480> you

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right so i heard a lot of the uh you

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right so i heard a lot of the uh you
know<00:16:58.720> as<00:16:58.800> they’re<00:16:58.959> trying<00:16:59.120> to<00:16:59.199> figure<00:16:59.440> it<00:16:59.600> out

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know as they’re trying to figure it out

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know as they’re trying to figure it out
you<00:17:00.079> know<00:17:00.320> a<00:17:00.399> lot<00:17:00.560> of<00:17:00.639> the<00:17:00.800> questions<00:17:01.360> but<00:17:01.600> you

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you know a lot of the questions but you

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you know a lot of the questions but you
know<00:17:02.000> again<00:17:02.480> you<00:17:02.639> can’t<00:17:02.800> go<00:17:03.040> wrong<00:17:03.199> by

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know again you can’t go wrong by

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know again you can’t go wrong by
learning<00:17:03.680> from<00:17:03.839> the<00:17:03.920> hubspot<00:17:04.640> team<00:17:04.880> i<00:17:04.959> mean

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learning from the hubspot team i mean

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learning from the hubspot team i mean
that<00:17:05.199> was<00:17:05.280> my<00:17:05.439> advice<00:17:05.760> because<00:17:06.000> i<00:17:06.079> know<00:17:06.240> that

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that was my advice because i know that

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that was my advice because i know that
helps<00:17:06.640> all<00:17:06.720> these<00:17:06.880> teams<00:17:07.120> so<00:17:07.199> what’s<00:17:07.360> your

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helps all these teams so what’s your

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helps all these teams so what’s your
advice<00:17:07.760> so<00:17:07.839> if<00:17:07.919> someone’s<00:17:08.160> reaching<00:17:08.400> out<00:17:08.559> to

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advice so if someone’s reaching out to

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advice so if someone’s reaching out to
cold<00:17:09.600> what<00:17:09.760> you<00:17:09.919> want<00:17:10.079> them<00:17:10.240> to<00:17:10.319> say<00:17:10.480> to<00:17:10.559> you<00:17:10.720> if

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cold what you want them to say to you if

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cold what you want them to say to you if
they<00:17:10.959> want<00:17:11.039> to<00:17:11.199> have<00:17:11.360> a<00:17:11.439> partnership<00:17:11.919> with<00:17:12.000> you

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they want to have a partnership with you

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they want to have a partnership with you
like<00:17:12.400> what’s<00:17:12.559> the<00:17:12.640> best<00:17:12.880> way<00:17:13.039> to<00:17:13.120> say<00:17:13.280> hello

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like what’s the best way to say hello

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like what’s the best way to say hello
whatever<00:17:14.000> you<00:17:14.079> do<00:17:14.319> don’t<00:17:14.480> just<00:17:14.720> send<00:17:14.880> me<00:17:15.039> a<00:17:15.199> pdf

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whatever you do don’t just send me a pdf

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whatever you do don’t just send me a pdf
of<00:17:16.000> like<00:17:16.240> his<00:17:16.559> here’s<00:17:16.799> our<00:17:16.880> software<00:17:17.280> and

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of like his here’s our software and

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of like his here’s our software and
here’s<00:17:17.520> where<00:17:17.679> you<00:17:17.760> should<00:17:17.919> join<00:17:18.160> it<00:17:18.319> like<00:17:18.559> i

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here’s where you should join it like i

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here’s where you should join it like i
need<00:17:18.880> to<00:17:19.120> know<00:17:19.839> that

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need to know that

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need to know that
there’s<00:17:20.959> it’s<00:17:21.280> it’s<00:17:21.520> more<00:17:21.679> than<00:17:21.839> just<00:17:22.079> a<00:17:22.319> sales

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there’s it’s it’s more than just a sales

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there’s it’s it’s more than just a sales
pitch<00:17:22.880> right<00:17:23.039> so<00:17:23.199> if<00:17:23.280> you’re<00:17:23.360> going<00:17:23.439> to<00:17:23.520> reach

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pitch right so if you’re going to reach

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pitch right so if you’re going to reach
out<00:17:23.839> to<00:17:23.919> me<00:17:24.240> make<00:17:24.480> it<00:17:24.559> conversational<00:17:25.199> make<00:17:25.439> it

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out to me make it conversational make it

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out to me make it conversational make it
make<00:17:25.760> me<00:17:25.919> think<00:17:26.079> like<00:17:26.319> you<00:17:26.559> actually<00:17:26.880> care<00:17:27.360> and

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make me think like you actually care and

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make me think like you actually care and
you<00:17:27.679> understand<00:17:28.160> who<00:17:28.319> we<00:17:28.559> are<00:17:28.799> because<00:17:29.360> and

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you understand who we are because and

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you understand who we are because and
and<00:17:30.240> you<00:17:30.480> understand<00:17:30.799> our<00:17:30.880> market<00:17:31.200> as<00:17:31.280> well

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and you understand our market as well

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and you understand our market as well
because<00:17:31.600> it’s<00:17:31.679> well<00:17:31.919> publicized<00:17:32.480> across<00:17:32.799> our

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because it’s well publicized across our

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because it’s well publicized across our
website<00:17:33.520> and<00:17:33.919> all<00:17:34.080> the<00:17:34.240> kind<00:17:34.400> of<00:17:34.480> the

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website and all the kind of the

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website and all the kind of the
marketing<00:17:34.880> times<00:17:35.120> that<00:17:35.200> we<00:17:35.280> do<00:17:35.840> you<00:17:36.000> know<00:17:36.240> who

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marketing times that we do you know who

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marketing times that we do you know who
we’re<00:17:36.559> going<00:17:36.799> after<00:17:37.120> so<00:17:37.360> tell<00:17:37.600> me<00:17:38.160> how<00:17:38.400> your

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we’re going after so tell me how your

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we’re going after so tell me how your
software<00:17:39.120> is<00:17:39.200> going<00:17:39.360> to<00:17:39.520> benefit<00:17:40.000> my

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software is going to benefit my

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software is going to benefit my
customers<00:17:41.200> and

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customers and

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customers and
tell<00:17:42.240> me<00:17:42.400> like<00:17:42.720> the<00:17:42.880> challenges<00:17:43.520> that<00:17:43.840> it

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tell me like the challenges that it

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tell me like the challenges that it
helps<00:17:44.320> solve<00:17:45.039> and<00:17:45.200> then<00:17:45.360> we<00:17:45.520> can<00:17:45.600> talk<00:17:45.760> about

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helps solve and then we can talk about

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helps solve and then we can talk about
whether<00:17:46.160> or<00:17:46.160> not<00:17:46.400> it’s<00:17:46.480> a<00:17:46.559> partnership<00:17:47.280> so

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whether or not it’s a partnership so

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whether or not it’s a partnership so
it’s<00:17:48.000> it’s<00:17:48.240> rare<00:17:48.480> that<00:17:48.640> we’ve<00:17:48.880> gone<00:17:49.039> into<00:17:49.280> a

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it’s it’s rare that we’ve gone into a

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it’s it’s rare that we’ve gone into a
software<00:17:50.240> partnership

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software partnership

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software partnership
where<00:17:51.919> it’s<00:17:52.080> been<00:17:52.320> about<00:17:52.799> the<00:17:53.039> partnership

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where it’s been about the partnership

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where it’s been about the partnership
and<00:17:53.919> not<00:17:54.160> the<00:17:54.320> actual<00:17:54.720> software

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and not the actual software

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and not the actual software
so<00:17:56.080> that’s<00:17:56.480> that’s<00:17:56.720> the<00:17:56.799> thing<00:17:57.039> i<00:17:57.120> need<00:17:57.280> to

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so that’s that’s the thing i need to

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so that’s that’s the thing i need to
know<00:17:57.760> is<00:17:57.919> how<00:17:58.160> is<00:17:58.240> this<00:17:58.400> going<00:17:58.640> to<00:17:58.799> solve<00:17:59.600> for

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know is how is this going to solve for

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know is how is this going to solve for
my<00:18:00.799> customers<00:18:01.600> or<00:18:01.919> even<00:18:02.160> solve<00:18:02.400> some

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my customers or even solve some

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my customers or even solve some
challenges<00:18:02.960> that<00:18:03.039> we<00:18:03.200> have<00:18:03.440> as<00:18:03.600> an<00:18:03.679> agency

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challenges that we have as an agency

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challenges that we have as an agency
because<00:18:04.320> that’s<00:18:04.640> how<00:18:04.960> we

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because that’s how we

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because that’s how we
that’s<00:18:06.080> how<00:18:06.240> we<00:18:06.480> test<00:18:06.960> like<00:18:07.120> we<00:18:07.280> will<00:18:07.520> i<00:18:07.679> would

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that’s how we test like we will i would

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that’s how we test like we will i would
rather<00:18:08.240> we<00:18:08.480> break<00:18:08.880> our<00:18:09.200> own

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rather we break our own

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rather we break our own
stuff

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stuff

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stuff
than<00:18:11.760> break<00:18:12.000> it<00:18:12.080> for<00:18:12.240> customers<00:18:13.200> so<00:18:13.919> come<00:18:14.080> to

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than break it for customers so come to

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than break it for customers so come to
me<00:18:14.400> and<00:18:14.559> say<00:18:14.799> here’s<00:18:15.120> the<00:18:15.200> challenges<00:18:15.600> that<00:18:15.679> we

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me and say here’s the challenges that we

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me and say here’s the challenges that we
can<00:18:15.919> help<00:18:16.160> solve<00:18:16.960> and<00:18:17.200> then<00:18:17.600> down<00:18:17.840> the<00:18:17.919> line<00:18:18.080> we

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can help solve and then down the line we

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can help solve and then down the line we
can<00:18:18.320> talk<00:18:18.480> about<00:18:18.640> partnerships<00:18:19.120> that’s<00:18:19.360> fine

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can talk about partnerships that’s fine

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can talk about partnerships that’s fine
it’s<00:18:19.919> almost<00:18:20.160> like<00:18:20.320> dating<00:18:20.720> you<00:18:20.960> want<00:18:21.120> to<00:18:21.440> you

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it’s almost like dating you want to you

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it’s almost like dating you want to you
know<00:18:21.840> be<00:18:22.080> interesting<00:18:22.559> first<00:18:22.880> and<00:18:23.120> create

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know be interesting first and create

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know be interesting first and create
fun<00:18:24.320> experience<00:18:24.720> for<00:18:24.880> you<00:18:25.039> i<00:18:25.120> mean<00:18:25.280> you<00:18:25.440> have

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fun experience for you i mean you have

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fun experience for you i mean you have
to<00:18:26.160> if<00:18:26.320> you’re<00:18:26.480> right

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to if you’re right

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to if you’re right
you<00:18:27.360> mentioned<00:18:27.679> in<00:18:27.760> the<00:18:27.840> beginning<00:18:28.160> you<00:18:28.240> know

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you mentioned in the beginning you know

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you mentioned in the beginning you know
it<00:18:28.559> was<00:18:28.799> more<00:18:29.039> than<00:18:29.360> the<00:18:29.679> selling<00:18:30.000> it<00:18:30.080> was<00:18:30.240> like

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it was more than the selling it was like

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it was more than the selling it was like
the<00:18:30.480> co-marketing<00:18:31.120> the<00:18:31.200> opportunities<00:18:32.000> the

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the co-marketing the opportunities the

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the co-marketing the opportunities the
overall<00:18:33.039> high-level<00:18:33.520> experience<00:18:34.480> the

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overall high-level experience the

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overall high-level experience the
partnership<00:18:35.440> delivery<00:18:35.760> it’s<00:18:35.840> been<00:18:35.919> a<00:18:36.000> while

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partnership delivery it’s been a while

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partnership delivery it’s been a while
since<00:18:36.480> i<00:18:36.640> dated<00:18:37.120> um<00:18:37.600> but<00:18:38.160> i<00:18:38.320> mean<00:18:38.559> if<00:18:38.720> you<00:18:38.799> were

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since i dated um but i mean if you were

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since i dated um but i mean if you were
to<00:18:39.039> start<00:18:39.200> telling<00:18:39.440> me<00:18:39.520> about<00:18:39.679> the<00:18:39.760> challenges

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to start telling me about the challenges

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to start telling me about the challenges
that<00:18:40.320> you<00:18:40.400> were<00:18:40.559> solving<00:18:40.880> on<00:18:40.960> a<00:18:41.039> date<00:18:41.280> i

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that you were solving on a date i

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that you were solving on a date i
probably<00:18:42.160> would<00:18:42.400> be<00:18:42.559> turned<00:18:42.799> off<00:18:43.039> but<00:18:43.360> that’s

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probably would be turned off but that’s

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probably would be turned off but that’s
just<00:18:43.760> me<00:18:44.320> i<00:18:44.720> i<00:18:44.960> always<00:18:45.120> call<00:18:45.280> partnership

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just me i i always call partnership

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just me i i always call partnership
dating<00:18:46.080> but

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dating but

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dating but
i’ve<00:18:46.960> been<00:18:47.520> i<00:18:47.600> haven’t<00:18:48.160> dated<00:18:48.480> in<00:18:48.559> a<00:18:48.640> long<00:18:48.880> time

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i’ve been i haven’t dated in a long time

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i’ve been i haven’t dated in a long time
i<00:18:49.440> would<00:18:49.600> be<00:18:49.760> fun<00:18:50.000> though<00:18:50.240> to<00:18:50.480> just<00:18:50.720> send<00:18:51.039> a

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i would be fun though to just send a

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i would be fun though to just send a
contract<00:18:51.919> like<00:18:52.080> a<00:18:52.160> half<00:18:52.400> executed<00:18:52.880> contract

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contract like a half executed contract

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contract like a half executed contract
an<00:18:53.360> invoice<00:18:53.760> as<00:18:53.919> the<00:18:54.000> first<00:18:54.240> email<00:18:54.880> it’s<00:18:55.039> like

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an invoice as the first email it’s like

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an invoice as the first email it’s like
swipe<00:18:55.440> left<00:18:55.679> or<00:18:55.760> right<00:18:56.000> a<00:18:56.160> one<00:18:56.559> one<00:18:56.880> pager

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swipe left or right a one one pager

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swipe left or right a one one pager
cheat<00:18:57.520> sheet<00:18:57.840> of<00:18:58.080> like<00:18:58.559> why<00:18:58.799> i’m<00:18:58.960> the<00:18:59.120> good

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cheat sheet of like why i’m the good

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cheat sheet of like why i’m the good
choice<00:18:59.600> in<00:18:59.679> the<00:18:59.760> relationship<00:19:00.480> that’d<00:19:00.640> be

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choice in the relationship that’d be

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choice in the relationship that’d be
great<00:19:00.960> like<00:19:01.120> partnership<00:19:01.520> tinder<00:19:01.840> just<00:19:02.000> like

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great like partnership tinder just like

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great like partnership tinder just like
then<00:19:02.320> you’re<00:19:02.400> like<00:19:02.640> uh<00:19:02.960> nope<00:19:03.280> yes<00:19:03.679> no<00:19:04.000> no<00:19:04.320> yes

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then you’re like uh nope yes no no yes

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then you’re like uh nope yes no no yes
anyway<00:19:05.120> thank<00:19:05.280> you<00:19:05.360> so<00:19:05.520> much<00:19:05.760> rich<00:19:06.080> for<00:19:06.400> doing

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anyway thank you so much rich for doing

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anyway thank you so much rich for doing
this<00:19:07.120> you<00:19:07.280> guys<00:19:07.600> have<00:19:07.840> definitely<00:19:08.400> built<00:19:09.120> a

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this you guys have definitely built a

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this you guys have definitely built a
very<00:19:09.520> successful

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very successful

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very successful
business<00:19:11.520> on<00:19:11.600> the<00:19:11.760> base<00:19:12.160> of<00:19:12.559> your

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business on the base of your

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business on the base of your
relationships<00:19:13.280> in<00:19:13.360> the<00:19:13.440> ecosystem<00:19:14.080> so<00:19:14.320> it’s

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relationships in the ecosystem so it’s

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relationships in the ecosystem so it’s
great<00:19:14.559> to<00:19:14.720> get<00:19:14.880> your<00:19:15.039> insights<00:19:15.679> how<00:19:15.840> can

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great to get your insights how can

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great to get your insights how can
people<00:19:16.160> reach<00:19:16.400> you<00:19:16.559> linkedin<00:19:16.880> email<00:19:17.120> like

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people reach you linkedin email like

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people reach you linkedin email like
where<00:19:17.679> can<00:19:17.840> people<00:19:18.080> find<00:19:18.240> you<00:19:18.559> so<00:19:19.120> you<00:19:19.280> can

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where can people find you so you can

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where can people find you so you can
find<00:19:19.600> me<00:19:19.679> on<00:19:19.760> linkedin<00:19:20.320> uh<00:19:20.480> richard<00:19:20.799> wood<00:19:21.280> you

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find me on linkedin uh richard wood you

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find me on linkedin uh richard wood you
can<00:19:21.919> find<00:19:22.160> me<00:19:22.480> on<00:19:22.880> most<00:19:23.120> social<00:19:23.520> platforms

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can find me on most social platforms

00:19:24.400 –> 00:19:26.710 align:start position:0%
can find me on most social platforms
rich<00:19:24.799> t<00:19:25.039> wood<00:19:25.520> and<00:19:25.679> i’m<00:19:25.919> always<00:19:26.160> happy<00:19:26.400> to<00:19:26.559> chat

00:19:26.710 –> 00:19:26.720 align:start position:0%
rich t wood and i’m always happy to chat

00:19:26.720 –> 00:19:28.470 align:start position:0%
rich t wood and i’m always happy to chat
to<00:19:26.880> people<00:19:27.280> amazing<00:19:27.679> thank<00:19:27.840> you<00:19:28.000> so<00:19:28.160> much

00:19:28.470 –> 00:19:28.480 align:start position:0%
to people amazing thank you so much

00:19:28.480 –> 00:19:30.470 align:start position:0%
to people amazing thank you so much
pleasure<00:19:29.280> thank<00:19:29.440> you

00:19:30.470 –> 00:19:30.480 align:start position:0%
pleasure thank you

00:19:30.480 –> 00:19:36.230 align:start position:0%
pleasure thank you[Music]

00:19:36.230 –> 00:19:36.240 align:start position:0%

00:19:36.240 –> 00:19:37.750 align:start position:0%

for<00:19:36.400> more<00:19:36.559> great<00:19:36.799> insights<00:19:37.120> on<00:19:37.280> partnerships

00:19:37.750 –> 00:19:37.760 align:start position:0%
for more great insights on partnerships

00:19:37.760 –> 00:19:39.669 align:start position:0%
for more great insights on partnerships
and<00:19:37.840> software<00:19:38.559> like<00:19:38.880> and<00:19:38.960> subscribe<00:19:39.600> and

00:19:39.669 –> 00:19:39.679 align:start position:0%
and software like and subscribe and

00:19:39.679 –> 00:19:43.480 align:start position:0%
and software like and subscribe and
we’ll<00:19:39.840> see<00:19:40.000> you<00:19:40.080> in<00:19:40.160> the<00:19:40.240> next<00:19:40.480> video

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