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
legal<00:02:00.799> standpoint<00:02:01.360> and<00:02:01.439> getting<00:02:01.759> set<00:02:02.000> up<00:02:02.240> and

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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

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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

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rich t wood and i’m always happy to chat

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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

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to people amazing thank you so much

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to people amazing thank you so much
pleasure<00:19:29.280> thank<00:19:29.440> you

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pleasure thank you

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

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for more great insights on partnerships

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for more great insights on partnerships
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and software like and subscribe and

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and software like and subscribe and
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