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OpenAI has an entire \"Applied AI\" division with listings for standard engineering roles (SWE, Android Engineer) and Anthropic has an \"Engineering & Design - Product\" team that focuses on AI native applications.",[],{"_37":546,"_23":303,"_304":547,"_312":552,"_314":315},"89cfab6afd6e",[548],{"_37":549,"_23":308,"_309":550,"_178":551},"94eb595700eb",[],"The technical positions at the labs broadly fall under the following categories:",[],{"_37":554,"_23":303,"_304":555,"_463":464,"_465":466,"_312":560,"_314":315},"1f59d8901466",[556],{"_37":557,"_23":308,"_309":558,"_178":559},"82b92e7f810a",[],"Research and model engineering: building the next models",[],{"_37":562,"_23":303,"_304":563,"_463":464,"_465":466,"_312":568,"_314":315},"804903ae7a54",[564],{"_37":565,"_23":308,"_309":566,"_178":567},"7d89d654a3b2",[],"Infrastructure: deploying training and inference at scale",[],{"_37":570,"_23":303,"_304":571,"_463":464,"_465":466,"_312":576,"_314":315},"c0ded1bc6e93",[572],{"_37":573,"_23":308,"_309":574,"_178":575},"84de5fe8d8ef",[],"Applied AI: building apps that leverage the foundational models",[],{"_37":578,"_23":303,"_304":579,"_312":584,"_314":315},"6776476f8b31",[580],{"_37":581,"_23":308,"_309":582,"_178":583},"7a16dbf1809a",[],"In other words, since the \"Applications\" orgs at these companies are focused on leveraging advances in the foundational models, all the engineers on those teams are Applied AI Engineers.",[],{"_37":586,"_23":303,"_304":587,"_312":592,"_314":536},"188355d4a8d7",[588],{"_37":589,"_23":308,"_309":590,"_178":591},"db41fc4619db",[],"The Role Has Gone Main Street",[],{"_37":594,"_23":303,"_304":595,"_312":600,"_314":315},"d945b810e1ad",[596],{"_37":597,"_23":308,"_309":598,"_178":599},"1cc7c16e601d",[],"A lot of companies that are not pure play tech are hiring AI engineers. 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For example:",[],{"_37":602,"_23":303,"_304":603,"_463":464,"_465":466,"_312":613,"_314":315},"957a0088689d",[604,609],{"_37":605,"_23":308,"_309":606,"_178":608},"5cae1311bb5a",[607],"strong","Law Firms:",{"_37":610,"_23":308,"_309":611,"_178":612},"f66b00199490",[]," Morrison & Foerster is hiring Senior AI Engineers to build their generative AI platform",[],{"_37":615,"_23":303,"_304":616,"_463":464,"_465":466,"_312":625,"_314":315},"21e8473fb0f1",[617,621],{"_37":618,"_23":308,"_309":619,"_178":620},"5639a3181560",[607],"Banks:",{"_37":622,"_23":308,"_309":623,"_178":624},"8a18dd2df937",[]," JPMorgan and Capital One both have many open AI Engineer roles, building agents with LangChain and LangGraph",[],{"_37":627,"_23":303,"_304":628,"_463":464,"_465":466,"_312":637,"_314":315},"3c45030b8e15",[629,633],{"_37":630,"_23":308,"_309":631,"_178":632},"be4df789fe3d",[607],"Defense Contractors:",{"_37":634,"_23":308,"_309":635,"_178":636},"5a4eab18a88b",[]," Booz Allen wants AI Engineers for national security applications",[],{"_37":639,"_23":303,"_304":640,"_463":464,"_465":466,"_312":649,"_314":315},"41c08e7f6ea8",[641,645],{"_37":642,"_23":308,"_309":643,"_178":644},"516f74e0916b",[607],"Consulting Giants:",{"_37":646,"_23":308,"_309":647,"_178":648},"fc1292aa26bb",[]," Accenture and Salesforce have lots of open positions, probably to staff the same non-tech companies with their \"AI initiatives\"",[],{"_37":651,"_23":303,"_304":652,"_312":657,"_314":315},"addf4ac592e7",[653],{"_37":654,"_23":308,"_309":655,"_178":656},"df28eb128f6f",[],"A 100-year-old law firm is hiring AI engineers in house...",[],{"_37":659,"_23":303,"_304":660,"_312":665,"_314":536},"2eeeccefa2aa",[661],{"_37":662,"_23":308,"_309":663,"_178":664},"b09547ac063a",[],"Keywords to get past the AI screening for your AI job",[],{"_37":667,"_23":303,"_304":668,"_312":673,"_314":315},"09c48fa2a696",[669],{"_37":670,"_23":308,"_309":671,"_178":672},"fb4caadcd916",[],"Looking at the skills the 31 job postings are asking for:",[],{"_37":675,"_23":303,"_304":676,"_312":681,"_314":454},"98b70dba67da",[677],{"_37":678,"_23":308,"_309":679,"_178":680},"f1c38b598e88",[],"Skills breakdown",[],{"_37":683,"_23":303,"_304":684,"_312":693,"_314":315},"17e5f362a125",[685,689],{"_37":686,"_23":308,"_309":687,"_178":688},"103ff55a18d5",[607],"Programming Languages",{"_37":690,"_23":308,"_309":691,"_178":692},"615477b9692e",[],"\n───────────────────── ",[],{"_37":695,"_23":303,"_304":696,"_312":701,"_314":315},"603826037e6a",[697],{"_37":698,"_23":308,"_309":699,"_178":700},"52f8cd851950",[],"Python: 77%\nTypeScript: 29%\nJavaScript: 13%\nGo: 13% \nJava: 13% \n",[],{"_37":703,"_23":303,"_304":704,"_312":709,"_314":315},"fb191adcddbf",[705],{"_37":706,"_23":308,"_309":707,"_178":708},"ab9c9d3bd3c1",[607],"Frameworks & Tools",[],{"_37":711,"_23":303,"_304":712,"_312":717,"_314":315},"c3dbc7cec9ee",[713],{"_37":714,"_23":308,"_309":715,"_178":716},"4b02833b8386",[],"──────────────────\nLangChain: 29%",[],{"_37":719,"_23":303,"_304":720,"_312":725,"_314":315},"3f9508234968",[721],{"_37":722,"_23":308,"_309":723,"_178":724},"994eee8043fe",[],"LangGraph: 23%",[],{"_37":727,"_23":303,"_304":728,"_312":733,"_314":315},"f24cfbfb3083",[729],{"_37":730,"_23":308,"_309":731,"_178":732},"4a8dfd55bdc5",[],"LlamaIndex: 19%",[],{"_37":735,"_23":303,"_304":736,"_312":741,"_314":315},"37162cc1ee97",[737],{"_37":738,"_23":308,"_309":739,"_178":740},"26654387fabf",[],"PyTorch: 16%",[],{"_37":743,"_23":303,"_304":744,"_312":749,"_314":315},"782348444a66",[745],{"_37":746,"_23":308,"_309":747,"_178":748},"8c1a22fa6a58",[],"TensorFlow: 10%",[],{"_37":751,"_23":303,"_304":752,"_312":756,"_314":315},"efb74576227e",[753],{"_37":754,"_23":308,"_309":755,"_178":512},"b433367a42c3",[],[],{"_37":758,"_23":303,"_304":759,"_312":768,"_314":315},"32ff46f87f56",[760,764],{"_37":761,"_23":308,"_309":762,"_178":763},"73900bda2f40",[607],"Key Skills",{"_37":765,"_23":308,"_309":766,"_178":767},"6653501097c1",[],"\n──────────\nAgents/Agentic: 71%\nEvals: 61%\nRAG: 29%\nFine-Tuning: 29%\nMCP: 16%",[],{"_37":770,"_23":303,"_304":771,"_463":464,"_465":466,"_312":780,"_314":315},"329b32e253df",[772,776],{"_37":773,"_23":308,"_309":774,"_178":775},"3f8a2b63c294",[607],"Python is table stakes.",{"_37":777,"_23":308,"_309":778,"_178":779},"692010e8004c",[]," 77% of postings require it.",[],{"_37":782,"_23":303,"_304":783,"_463":464,"_465":466,"_312":792,"_314":315},"262b8f7c5189",[784,788],{"_37":785,"_23":308,"_309":786,"_178":787},"6a45b7641ffa",[607],"TypeScript at 29%",{"_37":789,"_23":308,"_309":790,"_178":791},"b4d2d20c6e0e",[],". That's the clear #2. Java, Go, and C++ are mentioned, but I assume it is for other parts of the codebase.",[],{"_37":794,"_23":303,"_304":795,"_463":464,"_465":466,"_312":804,"_314":315},"414d70561892",[796,800],{"_37":797,"_23":308,"_309":798,"_178":799},"c40c7b3ecea9",[607],"LangChain is the framework of choice.",{"_37":801,"_23":308,"_309":802,"_178":803},"dfe3cb87d4a2",[]," LangChain and LangGraph together appear in 32% of postings. No other orchestration framework comes close. LlamaIndex shows up in 19% of postings, while AutoGen and CrewAI are barely mentioned.",[],{"_37":806,"_23":303,"_304":807,"_312":821,"_314":315},"14351a2439ea",[808,812,817],{"_37":809,"_23":308,"_309":810,"_178":811},"acf768fb7567",[],"Here's what's ",{"_37":813,"_23":308,"_309":814,"_178":816},"bc1aefd7a429",[815],"em","not",{"_37":818,"_23":308,"_309":819,"_178":820},"ed4d0f3a87dc",[]," emphasized in the job postings: PyTorch and TensorFlow. Traditional ML frameworks appear in only 10-16% of roles. This is another proof point that AI Engineer == Applied AI Engineer. The job isn't training models. It's building apps that call LLMs.",[],{"_37":823,"_23":303,"_304":824,"_312":829,"_314":536},"946da4c9217d",[825],{"_37":826,"_23":308,"_309":827,"_178":828},"1fe62c8104f4",[],"Agents, Agents, Agents",[],{"_37":831,"_23":303,"_304":832,"_312":837,"_314":315},"32347bf234ae",[833],{"_37":834,"_23":308,"_309":835,"_178":836},"2cd6ca9baaa9",[],"A whopping 71% of postings explicitly mention \"agents\" or \"agentic workflows.\" It's clear that the industry has moved beyond simple chatbots, or at least they think they have.",[],{"_37":839,"_23":303,"_304":840,"_312":845,"_314":315},"d61ad8e98b6c",[841],{"_37":842,"_23":308,"_309":843,"_178":844},"3f5f85a0af25",[],"RAG (Retrieval Augmented Generation) shows up in 29% of postings - and it's implied in almost every other one.",[],{"_37":847,"_23":303,"_304":848,"_312":858,"_314":315},"082c52106b2b",[849,853],{"_37":850,"_23":308,"_309":851,"_178":852},"a6097f4e90ee",[],"MCP (Model Context Protocol) is in 16% of postings. Hopefully it will go away soon and be replaced with CLI experts. Just ",{"_37":854,"_23":308,"_309":855,"_178":857},"db4256590721",[856],"f82e3e56858d","kidding.",[859],{"_37":856,"_23":49,"_414":860},"https://cra.mr/context-management-and-mcp",{"_37":862,"_23":303,"_304":863,"_312":868,"_314":536},"ed39e41b71d9",[864],{"_37":865,"_23":308,"_309":866,"_178":867},"2f3dd22551c7",[],"Evals",[],{"_37":870,"_23":303,"_304":871,"_312":876,"_314":315},"dfb577d20f0e",[872],{"_37":873,"_23":308,"_309":874,"_178":875},"10da936a8513",[],"61% of job postings mention evaluations. Anyone who's shipped an LLM application knows that evals are everything. You start with evals.",[],{"_37":878,"_23":303,"_304":879,"_312":884,"_314":315},"0f4cfe736f26",[880],{"_37":881,"_23":308,"_309":882,"_178":883},"7f93beed52f1",[],"Anyone that has built production LLM apps has learned this lesson the hard way. If you're interviewing for an AI Engineer role and they don't ask about evals, that's a red flag.",[],{"_37":886,"_23":303,"_304":887,"_312":892,"_314":536},"4f68eaa6edea",[888],{"_37":889,"_23":308,"_309":890,"_178":891},"af3981644626",[],"C.R.E.A.M. $-$$$$",[],{"_37":894,"_23":303,"_304":895,"_312":900,"_314":315},"dc3260a93da3",[896],{"_37":897,"_23":308,"_309":898,"_178":899},"dd25467f4851",[],"Salary Ranges by Seniority\n──────────────────────────\nEntry $130K-$150K\nMid $150K-$250K\nSenior $160K-$300K",[],{"_37":902,"_23":303,"_304":903,"_312":916,"_314":315},"30c601c65426",[904,908,912],{"_37":905,"_23":308,"_309":906,"_178":907},"2cd6283eb180",[],"The range is wide: ",{"_37":909,"_23":308,"_309":910,"_178":911},"d7ad95ae282c",[607],"$130K to $325K",{"_37":913,"_23":308,"_309":914,"_178":915},"811410eead9c",[]," base salary. Startups pay higher than big non-tech companies.",[],{"_37":918,"_23":303,"_304":919,"_312":928,"_314":315},"b6eaaa71c9fc",[920,924],{"_37":921,"_23":308,"_309":922,"_178":923},"28dee3b1b925",[607],"Entry-level AI engineer roles barely exist.",{"_37":925,"_23":308,"_309":926,"_178":927},"591891381a7c",[]," Only 3% of postings are for new grads. This is overwhelmingly a mid-to-senior role. Companies want people who've already shipped LLM applications in production.",[],{"_37":930,"_23":303,"_304":931,"_312":936,"_314":536},"725746fbaa84",[932],{"_37":933,"_23":308,"_309":934,"_178":935},"3a5ae8d7bd2b",[],"So What?",[],{"_37":938,"_23":303,"_304":939,"_312":944,"_314":315},"a64356e6e884",[940],{"_37":941,"_23":308,"_309":942,"_178":943},"34bf735bee33",[],"\"AI Engineers\" are applied AI engineers, software engineers familiar with the tooling around LLM apps and how wrangle accuracy out of a stochastic compute stack.",[],{"_37":946,"_23":303,"_304":947,"_312":952,"_314":315},"d7d1fa6af9c3",[948],{"_37":949,"_23":308,"_309":950,"_178":951},"642170c72231",[],"Anyone who has made a career as a software engineer has had to upskill to keep up with new technologies throughout their careers. This is one more cycle in the same trend.",[],6,"a47fd4fe-6414-426c-82c0-46e78726a93e","2026-02-03T18:22:00.000Z","so-you-want-to-be-an-ai-engineer","So You Want to Be an AI Engineer?","blogArticle",{"_337":960,"_347":1590,"_153":1591,"_350":1592,"_354":1593,"_356":1594,"_32":1595,"_359":958},[961,969,988,996,1026,1042,1045,1053,1064,1074,1085,1088,1095,1103,1107,1133,1141,1149,1157,1161,1176,1184,1192,1199,1207,1211,1247,1255,1263,1287,1314,1322,1326,1344,1352,1360,1368,1376,1392,1399,1407,1411,1469,1477,1493,1517,1533,1542,1550,1558,1566,1582],{"_37":962,"_23":303,"_304":963,"_312":968,"_314":536},"cca3ca6a215e",[964],{"_37":965,"_23":308,"_309":966,"_178":967},"1eeb128668b3",[],"What Is an “AI Product Manager” (And Why Are They in Demand)?",[],{"_37":970,"_23":303,"_304":971,"_312":985,"_314":315},"421d1922d439",[972,976,981],{"_37":973,"_23":308,"_309":974,"_178":975},"f4ca832c9575",[],"After what appeared to be a shocking drop in product manager job listings starting in 2023, openings for product titles apparently increased 42% in ",{"_37":977,"_23":308,"_309":978,"_178":980},"59228cd04651",[979],"5fe9c2a78a67","2025",{"_37":982,"_23":308,"_309":983,"_178":984},"1253c1cc7665",[],". Why is product management making a comeback?",[986],{"_37":979,"_23":49,"_414":987},"https://www.productleadership.com/blog/product-management-hiring-trends/",{"_37":989,"_23":303,"_304":990,"_312":995,"_314":315},"41e551118147",[991],{"_37":992,"_23":308,"_309":993,"_178":994},"62e046122659",[],"Could it be that after a few years of teams using AI codegen tools to churn out large quantities of code faster, they’re re-learning important lessons about how the best products address customer pain points and provide a user experience that solves customer problems (and ideally delights them in the process) rather than “just doing things”?",[],{"_37":997,"_23":303,"_304":998,"_312":1021,"_314":315},"eec2285ee7f6",[999,1003,1008,1012,1017],{"_37":1000,"_23":308,"_309":1001,"_178":1002},"3507e617adde",[],"Meanwhile, an emerging job title is the “",{"_37":1004,"_23":308,"_309":1005,"_178":1007},"8f0c1fcd4edc",[1006],"75e658ff78af","product engineer",{"_37":1009,"_23":308,"_309":1010,"_178":1011},"ac707f056870",[],",” which reportedly saw growth up to ",{"_37":1013,"_23":308,"_309":1014,"_178":1016},"b17d5949349c",[1015],"90f75037058e","400+",{"_37":1018,"_23":308,"_309":1019,"_178":1020},"0b472383069a",[]," listings and counting for the previous year. Product engineers are expected to combine engineering analysis with product design,",[1022,1024],{"_37":1006,"_23":49,"_414":1023},"https://www.heavybit.com/library/article/what-is-product-engineering",{"_37":1015,"_23":49,"_414":1025},"https://www.lennysnewsletter.com/p/state-of-the-product-job-market-in",{"_37":1027,"_23":303,"_304":1028,"_312":1041,"_314":315},"0fcac7d58485",[1029,1033,1037],{"_37":1030,"_23":308,"_309":1031,"_178":1032},"bc3739933a00",[],"We checked in with development veterans across the Heavybit community to dig into why product management is seemingly making a comeback in the age of AI, and what it means to be a ",{"_37":1034,"_23":308,"_309":1035,"_178":1036},"503dd66c98fa",[815],"good",{"_37":1038,"_23":308,"_309":1039,"_178":1040},"1f14cc782bec",[]," AI product manager or product engineer.",[],{"_37":1043,"_23":153,"_118":1044},"264d653df8d5",{"_120":445,"_23":122},{"_37":1046,"_23":303,"_304":1047,"_312":1052,"_314":454},"1f464dd4226d",[1048],{"_37":1049,"_23":308,"_309":1050,"_178":1051},"4c725bb51257",[],"More Resources on AI Products & Startups",[],{"_37":1054,"_23":303,"_304":1055,"_463":464,"_465":466,"_312":1061,"_314":315},"8488c96f9ac0",[1056],{"_37":1057,"_23":308,"_309":1058,"_178":1060},"f580c90bae4b",[1059],"cf92abb081b2","Video: The GitHub Copilot Launch Story with Alyss Noland",[1062],{"_37":1059,"_23":49,"_414":1063},"https://www.heavybit.com/library/video/from-labs-to-launch-stories-from-github-copilot",{"_37":1065,"_23":303,"_304":1066,"_463":464,"_465":466,"_312":1072,"_314":315},"6ff6ce89ff61",[1067],{"_37":1068,"_23":308,"_309":1069,"_178":1071},"0459075750e8",[1070],"cac2f1124cc3","Article: Driving Productivity from AI Tools for Eng Teams with Laura Tacho",[1073],{"_37":1070,"_23":49,"_414":502},{"_37":1075,"_23":303,"_304":1076,"_463":464,"_465":466,"_312":1082,"_314":315},"1b9b5a115553",[1077],{"_37":1078,"_23":308,"_309":1079,"_178":1081},"36d498cb3bbd",[1080],"79d7f994c620","Article: The Future of Software Documentation in the Age of AI with Heidi Waterhouse",[1083],{"_37":1080,"_23":49,"_414":1084},"https://www.heavybit.com/library/article/software-documentation-in-the-age-of-ai",{"_37":1086,"_23":153,"_118":1087},"b427ccf49306",{"_120":445,"_23":122},{"_37":1089,"_23":303,"_304":1090,"_312":1094,"_314":315},"90f06ec7313a",[1091],{"_37":1092,"_23":308,"_309":1093,"_178":512},"0fc606921129",[],[],{"_37":1096,"_23":303,"_304":1097,"_312":1102,"_314":536},"62960c279b97",[1098],{"_37":1099,"_23":308,"_309":1100,"_178":1101},"9801efd47cd1",[],"Amit Eyal Govrin: The Future of AI PMs Is Blurry",[],{"_37":1104,"_23":153,"_118":1105},"6823027ea805",{"_120":1106,"_23":122},"image-74382d73d988c70896ae79da514e45dd1ff6402a-150x150-jpg",{"_37":1108,"_23":303,"_304":1109,"_312":1128,"_314":315},"271b04a4e32c",[1110,1115,1119,1124],{"_37":1111,"_23":308,"_309":1112,"_178":1114},"884ab42a4d24",[815,1113],"016fea07c3f6","Amit Eyal Govrin",{"_37":1116,"_23":308,"_309":1117,"_178":1118},"b2bdd0e1753e",[815]," is the co-founder of ",{"_37":1120,"_23":308,"_309":1121,"_178":1123},"3993bbd674f0",[1122,815],"570ea05dd8c0","Kubiya",{"_37":1125,"_23":308,"_309":1126,"_178":1127},"e009d53407f0",[815]," and a veteran of both the DevOps ecosystem and developer-focused go-to-market. He has previously served tours of duty at AWS, Cloudyn, and Panaya.",[1129,1131],{"_37":1122,"_23":49,"_414":1130},"https://www.kubiya.ai",{"_37":1113,"_23":49,"_414":1132},"https://www.linkedin.com/in/amitgovrin/",{"_37":1134,"_23":303,"_304":1135,"_312":1140,"_314":454},"ebfcfef2d7f1",[1136],{"_37":1137,"_23":308,"_309":1138,"_178":1139},"ae22cfce1b4c",[],"In the Age of AI, Context May Matter More Than Your Job Title",[],{"_37":1142,"_23":303,"_304":1143,"_312":1148,"_314":315},"6a7d6206f4ac",[1144],{"_37":1145,"_23":308,"_309":1146,"_178":1147},"1fd44306a7f2",[],"Govrin suggests that in the grand scheme of things, as more software products are built by AI tools, the skill that may come to matter most is not coding in a particular language, but rather, being able to utilize AI models properly. “When it's all said and done, there will only be one skill that matters: Context engineering. We know that LLMs are statistically based: Garbage in, garbage out. So if you have poor context, you’ll ship poor code, and you're going to have poor code quality.”",[],{"_37":1150,"_23":303,"_304":1151,"_312":1156,"_314":315},"315830bc95c7",[1152],{"_37":1153,"_23":308,"_309":1154,"_178":1155},"2240858f907a",[],"“We've worked with organizations that claim to be ‘AI native’ and sure enough, they wanted us to review and fix their broken code. Before, they were moving slower and were shipping X amount of code. Now, they have 10x or 20x more code, but it’s bad code.” The founder suggests that not being able to contextualize prompts for AI tools will simply lead to a bigger mess and a larger productivity drag as teams spend more time trying to fix garbage code outputs.",[],{"_37":1158,"_23":153,"_118":1159},"97814f4fcf66",{"_120":1160,"_23":122},"image-428f6d6b75788a62584b6d60aa35e5733a747731-1600x900-jpg",{"_37":1162,"_23":303,"_304":1163,"_312":1173,"_314":315},"ecbe0a99076c",[1164,1168],{"_37":1165,"_23":308,"_309":1166,"_178":1167},"ec328297e62e",[815],"Amit Govrin discusses the need for engineering teams to evolve with AI on TheCube. Image courtesy ",{"_37":1169,"_23":308,"_309":1170,"_178":1172},"8bbbc97842b8",[1171,815],"e3932a5326c9","SiliconAngle",[1174],{"_37":1171,"_23":49,"_414":1175},"https://www.youtube.com/watch?v=iWBJcf8gxSU",{"_37":1177,"_23":303,"_304":1178,"_312":1183,"_314":315},"c98c6a2c3878",[1179],{"_37":1180,"_23":308,"_309":1181,"_178":1182},"4e4c61a9e0e5",[],"Reflecting on what makes a “good” AI product manager vs. a “good product engineer,” the founder suggests that the semantics of job titles may not even matter in a few years. “I think the main cutoff is not going to be: ‘Did you come from the front end or back end or product?’ It's going to be your ability to be a context engineer and know how to instruct AI and delegate to it.”",[],{"_37":1185,"_23":303,"_304":1186,"_312":1191,"_314":315},"d75c16c89e8d",[1187],{"_37":1188,"_23":308,"_309":1189,"_178":1190},"a226a18c375f",[],"“I actually think that a lot of the lower-level engineering roles, the juniors, are going to go away entirely if they don't know how to adapt across the stack. I think product managers who know how to prompt with context and know what they're asking for will become unbelievable engineers and replace entire engineering teams.”",[],{"_37":1193,"_23":303,"_304":1194,"_312":1198,"_314":315},"38b551ddb9ab",[1195],{"_37":1196,"_23":308,"_309":1197,"_178":512},"08d8da94e708",[],[],{"_37":1200,"_23":303,"_304":1201,"_312":1206,"_314":536},"c2e328e64ed1",[1202],{"_37":1203,"_23":308,"_309":1204,"_178":1205},"5d63de339ae3",[],"Brian Douglas: Why AI Might Turn Us All into Product Managers",[],{"_37":1208,"_23":153,"_118":1209},"9446c13b737f",{"_120":1210,"_23":122},"image-e6602d56e3c1879b70c2d9a8b8485cc1e4926e4d-150x150-jpg",{"_37":1212,"_23":303,"_304":1213,"_312":1240,"_314":315},"9138e26333ab",[1214,1219,1223,1228,1232,1237],{"_37":1215,"_23":308,"_309":1216,"_178":1218},"98a775bad6fd",[1217,815],"190abd9b9d74","Brian Douglas",{"_37":1220,"_23":308,"_309":1221,"_178":1222},"ffb28c39238b",[815]," is a veteran software engineer and developer advocate who has served tours of duty at Netlify, GitHub, and CNCF. He is also a longtime open-source software enthusiast, having previously founded ",{"_37":1224,"_23":308,"_309":1225,"_178":1227},"2a1de99cf3c4",[1226,815],"c0b7c3335d9c","OpenSauced",{"_37":1229,"_23":308,"_309":1230,"_178":1231},"ba847b5411eb",[815]," and also hosts the ",{"_37":1233,"_23":308,"_309":1234,"_178":1236},"39e4ba707bdd",[1235,815],"55e0edc617cd","Open Source Ready podcast",{"_37":1238,"_23":308,"_309":1239,"_178":411},"c8c6c1419271",[815],[1241,1243,1245],{"_37":1217,"_23":49,"_414":1242},"https://www.linkedin.com/in/brianldouglas/",{"_37":1226,"_23":49,"_414":1244},"https://opensauced.pizza",{"_37":1235,"_23":49,"_414":1246},"https://www.heavybit.com/library/podcasts/open-source-ready",{"_37":1248,"_23":303,"_304":1249,"_312":1254,"_314":454},"f7bc12fbeec9",[1250],{"_37":1251,"_23":308,"_309":1252,"_178":1253},"21ba4613155d",[],"Is Prompting An AI Like Writing a Product Spec?",[],{"_37":1256,"_23":303,"_304":1257,"_312":1262,"_314":315},"c8f738562857",[1258],{"_37":1259,"_23":308,"_309":1260,"_178":1261},"bfe4fcc3df67",[],"Douglas reflects on how using AI every day has prompted him to rethink his own role, and how AI may be quietly removing the divide between being an engineer versus being a product manager. “As a former founder, I sometimes feel I'm ‘working myself’ into product management even when doing day-to-day engineering.”",[],{"_37":1264,"_23":303,"_304":1265,"_312":1286,"_314":315},"e4b8e46fc3f5",[1266,1270,1274,1278,1282],{"_37":1267,"_23":308,"_309":1268,"_178":1269},"fc3519f2b726",[],"The engineering veteran suggests that while using AI, building anything requires more product specs up front to properly guide models in the right direction. “I do way more planning and specs and GitHub issues. There’s more talking about the ",{"_37":1271,"_23":308,"_309":1272,"_178":1273},"49fbe8b4443a",[815],"ideas",{"_37":1275,"_23":308,"_309":1276,"_178":1277},"2feba50e1b41",[],", and getting the ideas on paper, because I know the AI will do so much better if you have a plan and you have a really well scoped-out task. But the AI would also do a better job if you had a ",{"_37":1279,"_23":308,"_309":1280,"_178":1281},"a21bbe105fe2",[815],"design",{"_37":1283,"_23":308,"_309":1284,"_178":1285},"e089be5b55db",[],".”",[],{"_37":1288,"_23":303,"_304":1289,"_312":1311,"_314":315},"52db8b77e0e1",[1290,1294,1298,1302,1307],{"_37":1291,"_23":308,"_309":1292,"_178":1293},"97825ac57b1b",[],"For example, as front-end engineering becomes more AI driven, Douglas suggests that front-end projects may be driven more by AI-focused technical professionals who can direct AI tools with basic design sensibilities. “So there’s actually also ",{"_37":1295,"_23":308,"_309":1296,"_178":1297},"bc80455d3d87",[815],"design thinking",{"_37":1299,"_23":308,"_309":1300,"_178":1301},"7e15b615e27e",[],". Where the boxes go, and what happens above the fold. All that stuff. For our ",{"_37":1303,"_23":308,"_309":1304,"_178":1306},"17c7ab11b1e5",[1305],"061eb72c4a90","Mission Control",{"_37":1308,"_23":308,"_309":1309,"_178":1310},"41dac6a4c239",[]," product, the front end was basically vibe coded by our CTO (who's not a designer).”",[1312],{"_37":1305,"_23":49,"_414":1313},"https://docs.continue.dev/mission-control",{"_37":1315,"_23":303,"_304":1316,"_312":1321,"_314":315},"177b0b167c1d",[1317],{"_37":1318,"_23":308,"_309":1319,"_178":1320},"8615a6a45825",[],"“Another engineer basically cleaned it up and made it mobile friendly because that wasn’t even considered at first. (Most folks who do front-end would start mobile-first, with ‘things in the box’ being the things we can use. And the desktop version only pulls from what the mobile version can actually give you.)”",[],{"_37":1323,"_23":153,"_118":1324},"d5771b9956c3",{"_120":1325,"_23":122},"image-a1089ae485057c5052d8fa969253f422aa5f3187-1600x866-jpg",{"_37":1327,"_23":303,"_304":1328,"_312":1341,"_314":315},"b42c87dc7b45",[1329,1333,1338],{"_37":1330,"_23":308,"_309":1331,"_178":1332},"9f60c64fd3dd",[815],"Brian Douglas discusses open-source software strategy. Image courtesy ",{"_37":1334,"_23":308,"_309":1335,"_178":1337},"a051be53149c",[1336,815],"afd0327b5bac","Fintech DevCon",{"_37":1339,"_23":308,"_309":1340,"_178":411},"704d69889f10",[815],[1342],{"_37":1336,"_23":49,"_414":1343},"https://www.youtube.com/watch?v=szIZVbwUrDk",{"_37":1345,"_23":303,"_304":1346,"_312":1351,"_314":454},"3c32e7ec5196",[1347],{"_37":1348,"_23":308,"_309":1349,"_178":1350},"52cf0b7809e4",[],"AI Prompts: A Forcing Function for Thinking Like a PM?",[],{"_37":1353,"_23":303,"_304":1354,"_312":1359,"_314":315},"6c630f207a58",[1355],{"_37":1356,"_23":308,"_309":1357,"_178":1358},"d237f45948b0",[],"Douglas suggests that in some cases, AI tooling may be reversing the typical sensibilities of building front-end products. “But when you do the inverse, you might just tell your AI to make something work. ‘Put stuff on the page and then we'll figure it out later.’ Any front-end engineer would tell you: ‘No, don’t do that. We're going to end up with some weird tech debt. Let's think about this stuff first.’”",[],{"_37":1361,"_23":303,"_304":1362,"_312":1367,"_314":315},"47a2e519690d",[1363],{"_37":1364,"_23":308,"_309":1365,"_178":1366},"3cad492ae773",[],"The veteran dev notes that relying on AI tooling can feel like a forcing function that leads builders to consider foundational product considerations, including performance and security. “I’ve used some of the Chrome-based MCP tools, for instance. When you reach the Chrome console you hit the recorder. It'll tell you your largest contentful paint (LCP), your First Contentful Paint (FCP)...all stuff that you're supposed to be doing anyway.”",[],{"_37":1369,"_23":303,"_304":1370,"_312":1375,"_314":315},"9e5f943588fe",[1371],{"_37":1372,"_23":308,"_309":1373,"_178":1374},"e845d73cd277",[],"“Usually when you need to ship something, you don't really think about it because you're just trying to get it out the door. But now, this is becoming more of a process in which we’ll ask: ‘Before we go live, did we run it through the Chrome MCP? Did we get things like the page load speeds to see if we have any regressions?’”",[],{"_37":1377,"_23":303,"_304":1378,"_312":1391,"_314":315},"5c3d205db871",[1379,1383,1387],{"_37":1380,"_23":308,"_309":1381,"_178":1382},"c9bba7007e76",[],"Douglas compares shipping products using AI tools to GitHub Actions’ intended purpose of providing CI/CD for projects. “Before you hit push, you could actually have the stuff all run. So we're now seeing a shift where you’ll start thinking of things you wouldn’t have before: Security, speed, and performance. You can think about that ",{"_37":1384,"_23":308,"_309":1385,"_178":1386},"831d02518d59",[815],"before ",{"_37":1388,"_23":308,"_309":1389,"_178":1390},"359d4b3db0aa",[],"you push. Now after your agents are done, they’re introducing themselves into quality assurance and checking.”",[],{"_37":1393,"_23":303,"_304":1394,"_312":1398,"_314":315},"750a21f4c093",[1395],{"_37":1396,"_23":308,"_309":1397,"_178":512},"3754e6981c22",[],[],{"_37":1400,"_23":303,"_304":1401,"_312":1406,"_314":536},"26be3f3cacd6",[1402],{"_37":1403,"_23":308,"_309":1404,"_178":1405},"878de59290ba",[],"Alexandr Kurilin: Engineers Should Already Have Product DNA",[],{"_37":1408,"_23":153,"_118":1409},"75528291e4fe",{"_120":1410,"_23":122},"image-c82e1820ff796a78379a5490096def519215b0cc-150x150-jpg",{"_37":1412,"_23":303,"_304":1413,"_312":1458,"_314":315},"5ccf6e3b1175",[1414,1419,1423,1428,1432,1437,1441,1446,1450,1455],{"_37":1415,"_23":308,"_309":1416,"_178":1418},"57cf20bf6abb",[1417,815],"d686c8d69a1d","Alexandr Kurilin",{"_37":1420,"_23":308,"_309":1421,"_178":1422},"642f5217d298",[815]," is a longtime software engineer, investor, and serial startup founder. He started his career as an engineer at Microsoft, then went on to co-found startups such as ",{"_37":1424,"_23":308,"_309":1425,"_178":1427},"381cff95bd1a",[1426,815],"36b79eaef0f5","Freckle",{"_37":1429,"_23":308,"_309":1430,"_178":1431},"9f17efa3a208",[815]," (acquired by ",{"_37":1433,"_23":308,"_309":1434,"_178":1436},"67f43610b630",[1435,815],"af7d80e97e10","Renaissance",{"_37":1438,"_23":308,"_309":1439,"_178":1440},"658c04df6f86",[815],"), ",{"_37":1442,"_23":308,"_309":1443,"_178":1445},"3a0698e1319b",[1444,815],"508dac0361f6","ConceptualHQ",{"_37":1447,"_23":308,"_309":1448,"_178":1449},"70431fa2f119",[815],", and now ",{"_37":1451,"_23":308,"_309":1452,"_178":1454},"2299f2b12368",[1453,815],"812e89f7601a","DoubleDusk",{"_37":1456,"_23":308,"_309":1457,"_178":411},"2d6720191cad",[815],[1459,1461,1463,1465,1467],{"_37":1417,"_23":49,"_414":1460},"https://www.linkedin.com/in/alexandrkurilin/details/experience/",{"_37":1426,"_23":49,"_414":1462},"https://freckle.com",{"_37":1435,"_23":49,"_414":1464},"https://www.renaissance.com",{"_37":1444,"_23":49,"_414":1466},"https://www.conceptualhq.com",{"_37":1453,"_23":49,"_414":1468},"https://doubledusk.com",{"_37":1470,"_23":303,"_304":1471,"_312":1476,"_314":454},"df2dd033b291",[1472],{"_37":1473,"_23":308,"_309":1474,"_178":1475},"38ca5ed05566",[],"Product Manager Thinking Has Always Been a Best Practice for Builders",[],{"_37":1478,"_23":303,"_304":1479,"_312":1492,"_314":315},"98deeb9b3ab8",[1480,1484,1488],{"_37":1481,"_23":308,"_309":1482,"_178":1483},"fc05be3a2a67",[],"Kurilin suggests that engineers with a product focus have always been important. “This has been a motif in my hiring process for a long time. I want very ‘product-y’ engineers. This might be a hot take, but let’s just say...there are firms that have a ",{"_37":1485,"_23":308,"_309":1486,"_178":1487},"cb65d13f1b31",[815],"lot ",{"_37":1489,"_23":308,"_309":1490,"_178":1491},"e486bcb86106",[],"fewer PMs than you would expect. And that trend is only going to continue with engineering AI augmentation and the merging of previously separate disciplines.”",[],{"_37":1494,"_23":303,"_304":1495,"_312":1516,"_314":315},"d01e079658fd",[1496,1500,1504,1508,1512],{"_37":1497,"_23":308,"_309":1498,"_178":1499},"1a698180565e",[],"The founder suggests that regardless of any changes AI may be making to engineering, the best engineers tend to care more about the big picture. “For me, personally, I would never hire an engineer who simply ",{"_37":1501,"_23":308,"_309":1502,"_178":1503},"b092add3010e",[815],"doesn’t care",{"_37":1505,"_23":308,"_309":1506,"_178":1507},"2871e0ec6b8b",[]," about how the user feels about what they’re doing, how it impacts them, where the modules they implement will be used, and the context of it all. Why? You have to care about the layer ",{"_37":1509,"_23":308,"_309":1510,"_178":1511},"8ab79a5a7c51",[815],"next door",{"_37":1513,"_23":308,"_309":1514,"_178":1515},"0f69338a9042",[],", be that other engineers using your interfaces or the user.”",[],{"_37":1518,"_23":303,"_304":1519,"_312":1532,"_314":315},"24bec5acaefd",[1520,1524,1528],{"_37":1521,"_23":308,"_309":1522,"_178":1523},"26a151ef67d9",[],"“It would be valuable for you, as a back-end engineer, to understand not just what the front-end folks are doing, but ",{"_37":1525,"_23":308,"_309":1526,"_178":1527},"8d5f56883301",[815],"why",{"_37":1529,"_23":308,"_309":1530,"_178":1531},"91d64ab5b7e9",[]," they're doing it. And if you understand really well what use case, what job-to-be-done they're trying to solve, you can work together much better on actually solving what the user ultimately needs instead of just being given a spec and blindly executing. As an engineer, you're not just a coder. You're supposed to be a kind of psychologist, thinking about humans whose problems you're trying to solve.”",[],{"_37":1534,"_23":303,"_304":1535,"_312":1540,"_314":1541},"b4bad0a1637e",[1536],{"_37":1537,"_23":308,"_309":1538,"_178":1539},"ca3eb119bb4f",[815],"I would never hire an engineer who doesn’t care about how the user feels about what they’re doing. You have to care about the layer next door.” -Alexandr Kurilin, Founder/Double Dusk",[],"blockquote",{"_37":1543,"_23":303,"_304":1544,"_312":1549,"_314":454},"d2bc897f1a11",[1545],{"_37":1546,"_23":308,"_309":1547,"_178":1548},"f647780d8caf",[],"How AI Is Changing Engineering and Product-Based Thinking",[],{"_37":1551,"_23":303,"_304":1552,"_312":1557,"_314":315},"0ed16d863833",[1553],{"_37":1554,"_23":308,"_309":1555,"_178":1556},"3910da472ec2",[],"The founder notes that AI-driven change for software development may be the same change we’ve seen for years. “It’s about moving up the abstraction chain, which is just what computing has been doing for the last century. We’re just trying to give more and more leverage to software developers to worry less about implementation details and go higher up the value chain to get closer to the human problems they're trying to solve.”",[],{"_37":1559,"_23":303,"_304":1560,"_312":1565,"_314":315},"c9382d6cc794",[1561],{"_37":1562,"_23":308,"_309":1563,"_178":1564},"5988c9db7af1",[],"“We’re at the beginning of the next evolutionary step: We don't care about the implementation details of individual code modules as long as we can verify that these black boxes are doing what we expect them to. If the coding agent can prove through tests and type systems that the module will behave according to spec, we don’t actually need to peer inside. If all of our validations pass, and the agent can keep maintaining that isolated blob of logic in perpetuity, why worry about the internals?",[],{"_37":1567,"_23":303,"_304":1568,"_312":1581,"_314":315},"20c4866b1d4f",[1569,1573,1577],{"_37":1570,"_23":308,"_309":1571,"_178":1572},"286774142e79",[],"However, Kurilin notes with interest the rise of the “AI engineer” job title, and what it might mean in the age of LLM-powered products. “On some level, like with a lot of things in Silicon Valley, people are rebranding something already well-established. At one point, and at some companies, ‘AI engineer’ meant an ML ",{"_37":1574,"_23":308,"_309":1575,"_178":1576},"0ddd163078be",[815],"and",{"_37":1578,"_23":308,"_309":1579,"_178":1580},"36dc41759d3d",[]," data scientist who moved into more of a product engineering role.”",[],{"_37":1583,"_23":303,"_304":1584,"_312":1589,"_314":315},"d82ac1471875",[1585],{"_37":1586,"_23":308,"_309":1587,"_178":1588},"9f03f809248a",[],"“I actually don't think that's true anymore. I think for some companies that just means a ‘product engineer,’ who mastered how to wrangle LLMs into the product to add useful AI functionality for the end-user. It’s now all about iterating on the optimal prompts, curating evals, context management, tool calling, model selection, caching, cost management and much more.”\n",[],12,"https://cdn.sanity.io/images/50q6fr1p/production/f6e3d86fc6f3f7745ee8ed8a382f2831f234f571-1600x836.png","ef85c3c1-9d34-4f42-8b12-0138ad960c06","2026-01-27T17:44:00.000Z","what-makes-a-good-ai-product-manager","What Makes a “Good” AI Product Manager?",{"_337":1597,"_347":2176,"_153":2177,"_350":2178,"_354":2179,"_356":2180,"_32":2181,"_359":958},[1598,1606,1614,1632,1636,1647,1655,1679,1686,1690,1701,1709,1717,1724,1728,1739,1747,1755,1762,1766,1777,1785,1793,1800,1804,1815,1823,1855,1862,1866,1877,1885,1893,1900,1904,1915,1923,1947,1954,1958,1969,1977,2015,2022,2026,2037,2045,2061,2068,2072,2083,2091,2114,2121,2125,2135,2143,2151,2158],{"_37":1599,"_23":303,"_304":1600,"_312":1605,"_314":536},"ef097e53e0a8",[1601],{"_37":1602,"_23":308,"_309":1603,"_178":1604},"be04a8668094",[],"What Lies Ahead for the Year",[],{"_37":1607,"_23":303,"_304":1608,"_312":1613,"_314":315},"a9c57fb70893",[1609],{"_37":1610,"_23":308,"_309":1611,"_178":1612},"9fbe2a49e156",[],"2025 was a year of great expectations for AI, and arguably results that didn't quite meet expectations. Will 2026 be the year that AI returns value on all those investments? Will it be the year agents replace software developers? Heavybit’s community of founders, operators, and investors have shared their predictions for 2026: AI, software, and potentially a few slightly less serious subjects.",[],{"_37":1615,"_23":303,"_304":1616,"_312":1629,"_314":315},"5ef3295f5c7b",[1617,1621,1626],{"_37":1618,"_23":308,"_309":1619,"_178":1620},"8226bc64ace0",[815],"Interested in joining our community of technical founders and early-stage investors? Join us at ",{"_37":1622,"_23":308,"_309":1623,"_178":1625},"d40a1ab13a5d",[1624,815],"e30ba4cd8fc3","an upcoming community event near you",{"_37":1627,"_23":308,"_309":1628,"_178":411},"de91a46c93fb",[815],[1630],{"_37":1624,"_23":49,"_414":1631},"https://luma.com/heavybit",{"_37":1633,"_23":153,"_118":1634},"bc12e0de6f9d",{"_120":1635,"_23":122},"image-7c01822379d92dfd3e0336d244acb61d6541c9c0-150x150-jpg",{"_37":1637,"_23":303,"_304":1638,"_312":1644,"_314":454},"aad562d6c84c",[1639],{"_37":1640,"_23":308,"_309":1641,"_178":1643},"4bfca6af4e14",[1642],"b695b75dd6bb","Corey Quinn, Co-Founder / Duckbill",[1645],{"_37":1642,"_23":49,"_414":1646},"https://www.linkedin.com/in/coquinn/",{"_37":1648,"_23":303,"_304":1649,"_312":1654,"_314":315},"c65ac8c77dd6",[1650],{"_37":1651,"_23":308,"_309":1652,"_178":1653},"fece49afc153",[815],"Dropping Soon: The Other Shoe",[],{"_37":1656,"_23":303,"_304":1657,"_312":1678,"_314":315},"17cf87a0c630",[1658,1662,1666,1670,1674],{"_37":1659,"_23":308,"_309":1660,"_178":1661},"4ff19c81df0e",[],"“In 2026, there’s going to have to be some kind of reckoning in tying ",{"_37":1663,"_23":308,"_309":1664,"_178":1665},"f22584687d17",[815],"AI spend",{"_37":1667,"_23":308,"_309":1668,"_178":1669},"12aa981b2f02",[]," to ",{"_37":1671,"_23":308,"_309":1672,"_178":1673},"9d7f4101642b",[815],"business value",{"_37":1675,"_23":308,"_309":1676,"_178":1677},"e6675b962c91",[]," that comes out of it. Because AI is only gonna suspend disbelief for so long before the bill comes due. So when the music stops, you’re probably gonna want to make sure you have a seat.”",[],{"_37":1680,"_23":303,"_304":1681,"_312":1685,"_314":315},"a44b850449f4",[1682],{"_37":1683,"_23":308,"_309":1684,"_178":512},"fdf10b3c7df8",[],[],{"_37":1687,"_23":153,"_118":1688},"31dfd66e8dcc",{"_120":1689,"_23":122},"image-2539f784b634f8ffe9efddd3f66571682c3edd83-150x150-jpg",{"_37":1691,"_23":303,"_304":1692,"_312":1698,"_314":454},"3fe5acd2c7ab",[1693],{"_37":1694,"_23":308,"_309":1695,"_178":1697},"198a9d6a556b",[1696],"bce602622895","Philip James, Engineering Manager/Freed",[1699],{"_37":1696,"_23":49,"_414":1700},"https://www.linkedin.com/in/phildini/",{"_37":1702,"_23":303,"_304":1703,"_312":1708,"_314":315},"03c0d4a9a5ac",[1704],{"_37":1705,"_23":308,"_309":1706,"_178":1707},"a69a74270811",[815],"AI Models Go In-House Sooner Than We Think",[],{"_37":1710,"_23":303,"_304":1711,"_312":1716,"_314":315},"79373b397b12",[1712],{"_37":1713,"_23":308,"_309":1714,"_178":1715},"0c9160730b21",[],"“I have a longstanding bet on where AI is going: I think we’re going to see more companies start making small models available on their own hardware. I think it’s going to become more important for companies to own their own inference and models and start bringing that in-house instead of relying on the ever-growing foundation models. This might be a contrarian opinion, but I think [foundation models] are going to hit a ceiling just on hardware availability sooner than anybody thinks. So I think it’s going to get more important to bring that knowledge in-house.”",[],{"_37":1718,"_23":303,"_304":1719,"_312":1723,"_314":315},"183521304639",[1720],{"_37":1721,"_23":308,"_309":1722,"_178":512},"8da042f9f507",[],[],{"_37":1725,"_23":153,"_118":1726},"40d45695d279",{"_120":1727,"_23":122},"image-c887cd1ac1ad2e62bd06f06ec709e4bd63c3ac5e-150x150-jpg",{"_37":1729,"_23":303,"_304":1730,"_312":1736,"_314":454},"4f2020f8b38c",[1731],{"_37":1732,"_23":308,"_309":1733,"_178":1735},"71f340d3ac97",[1734],"744021cfc1fd","Amir Zohrenejad, Partner/Heavybit",[1737],{"_37":1734,"_23":49,"_414":1738},"https://www.linkedin.com/in/amir-zohrenejad/",{"_37":1740,"_23":303,"_304":1741,"_312":1746,"_314":315},"4904a741eac6",[1742],{"_37":1743,"_23":308,"_309":1744,"_178":1745},"1cdc061d189b",[815],"2026: The Year of RL?",[],{"_37":1748,"_23":303,"_304":1749,"_312":1754,"_314":315},"676ae08856fa",[1750],{"_37":1751,"_23":308,"_309":1752,"_178":1753},"6efbaa22bb50",[],"“I think reinforcement learning (RL) is going to be big. Working with AI is going to be more about working with post-training learning.”",[],{"_37":1756,"_23":303,"_304":1757,"_312":1761,"_314":315},"7eb46e1636da",[1758],{"_37":1759,"_23":308,"_309":1760,"_178":512},"7a6ecb0dd342",[],[],{"_37":1763,"_23":153,"_118":1764},"e1735e90436e",{"_120":1765,"_23":122},"image-813ba663731d6851204b3f947fa4244a7c035ad9-150x150-jpg",{"_37":1767,"_23":303,"_304":1768,"_312":1774,"_314":454},"1794354c9eda",[1769],{"_37":1770,"_23":308,"_309":1771,"_178":1773},"f732c5dc1415",[1772],"2054ecea496b","Alexander Jung, Co-Founder/Unikraft",[1775],{"_37":1772,"_23":49,"_414":1776},"https://www.linkedin.com/in/nderjung/",{"_37":1778,"_23":303,"_304":1779,"_312":1784,"_314":315},"1069c5c0fdc5",[1780],{"_37":1781,"_23":308,"_309":1782,"_178":1783},"9a04326fae97",[815],"No End in Sight: More AI Deployments, Workloads, and Hardware",[],{"_37":1786,"_23":303,"_304":1787,"_312":1792,"_314":315},"0a3153b3c060",[1788],{"_37":1789,"_23":308,"_309":1790,"_178":1791},"468c445c667b",[],"“We’re seeing really massive deployments these days. There’s lots of people who are generating content continuously: Workloads, things that are untrusted, and completely ephemeral. That’s going to continue to grow exponentially. We’re also seeing a lot of hardware being built out, which is an indication that [AI] is only going to become more abundant.”",[],{"_37":1794,"_23":303,"_304":1795,"_312":1799,"_314":315},"cf4c36b4899a",[1796],{"_37":1797,"_23":308,"_309":1798,"_178":512},"0ffdd17ef021",[],[],{"_37":1801,"_23":153,"_118":1802},"1f43e30e9c37",{"_120":1803,"_23":122},"image-50768046afd55c817e01988f70fa377e75748746-150x150-jpg",{"_37":1805,"_23":303,"_304":1806,"_312":1812,"_314":454},"1ad238e7c341",[1807],{"_37":1808,"_23":308,"_309":1809,"_178":1811},"95fa4338b147",[1810],"604b2f71bde4","Jeremy Edberg, CEO/DBOS",[1813],{"_37":1810,"_23":49,"_414":1814},"https://www.linkedin.com/in/jedberg/",{"_37":1816,"_23":303,"_304":1817,"_312":1822,"_314":315},"192743518aad",[1818],{"_37":1819,"_23":308,"_309":1820,"_178":1821},"ad0417dc33ef",[815],"AI to Amplify, not Replace Engineers",[],{"_37":1824,"_23":303,"_304":1825,"_312":1854,"_314":315},"a11d86bbb992",[1826,1830,1834,1838,1842,1846,1850],{"_37":1827,"_23":308,"_309":1828,"_178":1829},"568b09c1a6d3",[],"“Last year, we heard the prediction that ‘all junior engineers are going to be fired and replaced with AI coders.’ That may be starting to come true for some people, but others are realizing the folly of that, and they’re doing the opposite. They’re actually hiring engineers and teaching them how to leverage AI to be ",{"_37":1831,"_23":308,"_309":1832,"_178":1833},"051a82c25c33",[815],"better",{"_37":1835,"_23":308,"_309":1836,"_178":1837},"682796bbb4ac",[],". My biggest concern was that we’d get rid of all the junior engineers and not have any senior engineers in a few years, but I’m hearing that bigger companies are actually hiring juniors out of college. I think in the next year, the AI coders are going to get better. The tools are going to get better. And we’re going to learn how to use them as tools to ",{"_37":1839,"_23":308,"_309":1840,"_178":1841},"4982e3335ab5",[815],"enhance",{"_37":1843,"_23":308,"_309":1844,"_178":1845},"39fa6de5ad44",[]," what we do, not ",{"_37":1847,"_23":308,"_309":1848,"_178":1849},"2b2674007ff9",[815],"replace",{"_37":1851,"_23":308,"_309":1852,"_178":1853},"b6bcf0f812da",[]," what we do.”",[],{"_37":1856,"_23":303,"_304":1857,"_312":1861,"_314":315},"b0cad071bdfd",[1858],{"_37":1859,"_23":308,"_309":1860,"_178":512},"e6079f32d240",[],[],{"_37":1863,"_23":153,"_118":1864},"1fdf42ab8e9f",{"_120":1865,"_23":122},"image-053b22969f317af582d2bea4b9b877c1e3efac7f-150x150-jpg",{"_37":1867,"_23":303,"_304":1868,"_312":1874,"_314":454},"46a48be4d653",[1869],{"_37":1870,"_23":308,"_309":1871,"_178":1873},"83ce24fbbe7d",[1872],"79327879877c","Dana Oshiro, Partner/Heavybit",[1875],{"_37":1872,"_23":49,"_414":1876},"https://www.linkedin.com/in/danaoshiro/",{"_37":1878,"_23":303,"_304":1879,"_312":1884,"_314":315},"150836c3917c",[1880],{"_37":1881,"_23":308,"_309":1882,"_178":1883},"917e611ccd60",[815],"Where Should Tech Investors Be Looking This Year?",[],{"_37":1886,"_23":303,"_304":1887,"_312":1892,"_314":315},"e2a69f328327",[1888],{"_37":1889,"_23":308,"_309":1890,"_178":1891},"44748ab1b30d",[],"“In terms of categories, everyone seems to be investing in inference, and as a result, there’s going to be a lot of new startups that we’re going to see on the hardware and edge side, [including] custom chips and advanced architecture.”",[],{"_37":1894,"_23":303,"_304":1895,"_312":1899,"_314":315},"4c0448c78e5a",[1896],{"_37":1897,"_23":308,"_309":1898,"_178":512},"9957f918add8",[],[],{"_37":1901,"_23":153,"_118":1902},"f0a387869a27",{"_120":1903,"_23":122},"image-e56fdd98d113c797fe7552d978eeb449bfa3dc58-150x150-jpg",{"_37":1905,"_23":303,"_304":1906,"_312":1912,"_314":454},"a26196d1d8ec",[1907],{"_37":1908,"_23":308,"_309":1909,"_178":1911},"47ed6cc48230",[1910],"6933d9c98b96","Chad Metcalf, CEO/Continue",[1913],{"_37":1910,"_23":49,"_414":1914},"https://www.linkedin.com/in/chadmetcalf/",{"_37":1916,"_23":303,"_304":1917,"_312":1922,"_314":315},"df694d091b7f",[1918],{"_37":1919,"_23":308,"_309":1920,"_178":1921},"29b423b0151a",[815],"AI: Less About Manual Intervention, More About Being Continuous",[],{"_37":1924,"_23":303,"_304":1925,"_312":1946,"_314":315},"872030964cdd",[1926,1930,1934,1938,1942],{"_37":1927,"_23":308,"_309":1928,"_178":1929},"6d02396190e6",[],"“We’ll see doubling down on actual AI use cases that yield some sort of value and [connected] to some sort of ROI. In code tools, that looks like ",{"_37":1931,"_23":308,"_309":1932,"_178":1933},"8266088d2641",[815],"continuous AI",{"_37":1935,"_23":308,"_309":1936,"_178":1937},"b2157250ef47",[],". If code goes so much faster, everything after it has to go faster too, and that means it all has to be continuous and a developer can’t intervene ",{"_37":1939,"_23":308,"_309":1940,"_178":1941},"62e566d2a106",[815],"every single time",{"_37":1943,"_23":308,"_309":1944,"_178":1945},"acdfab972d4f",[]," there’s attention required.”",[],{"_37":1948,"_23":303,"_304":1949,"_312":1953,"_314":315},"7756db6bc4ed",[1950],{"_37":1951,"_23":308,"_309":1952,"_178":512},"bfdb5afb8226",[],[],{"_37":1955,"_23":153,"_118":1956},"fa04a92ad87c",{"_120":1957,"_23":122},"image-b5bb8f9dd1ea90d49afd400df271f84471620551-150x150-jpg",{"_37":1959,"_23":303,"_304":1960,"_312":1966,"_314":454},"f9ea6acc9528",[1961],{"_37":1962,"_23":308,"_309":1963,"_178":1965},"8b5b2f8a6ba0",[1964],"6bf027556d17","Priyanka Sharma, Investor and Startup Advisor",[1967],{"_37":1964,"_23":49,"_414":1968},"https://www.linkedin.com/in/pritianka/",{"_37":1970,"_23":303,"_304":1971,"_312":1976,"_314":315},"33ef81384327",[1972],{"_37":1973,"_23":308,"_309":1974,"_178":1975},"8743112bad93",[815],"Will AI Transform Front-End Development First?",[],{"_37":1978,"_23":303,"_304":1979,"_312":2010,"_314":315},"0ee16e0f3737",[1980,1984,1989,1993,1998,2002,2006],{"_37":1981,"_23":308,"_309":1982,"_178":1983},"1361444511e2",[],"“My prediction is based on my recent experience building out the Web presence and positioning for my new company. Even though it wasn’t my job, I suddenly got into building it out myself. Initially, we were going to have a very traditional Wordpress implementation (and Wordpress is awesome, by the way!), but one thing led to another, and I was in Cursor building the site out. And it has been such a fun process. And by chance, I saw a conversation about this: Cursor released ",{"_37":1985,"_23":308,"_309":1986,"_178":1988},"4d93301c46b1",[1987],"74e1d483a00d","a post",{"_37":1990,"_23":308,"_309":1991,"_178":1992},"f10d2a7143ab",[]," about how they have gone CMS-free. ",{"_37":1994,"_23":308,"_309":1995,"_178":1997},"2fb90130a933",[1996],"b67428f9e699","Sanity responded",{"_37":1999,"_23":308,"_309":2000,"_178":2001},"823d8be24b35",[]," with what I thought was a very thoughtful and smart response. It’s the conclusion I came to myself in building this site: We need a CMS of some kind eventually. So I think the space around front-end development, around static websites...things that are not super-complex when it comes to functionality and how mission-critical they are...",{"_37":2003,"_23":308,"_309":2004,"_178":2005},"f0860f1f9a8a",[815],"that",{"_37":2007,"_23":308,"_309":2008,"_178":2009},"7256830fd64d",[]," kind of development is going to change dramatically in my opinion.”",[2011,2013],{"_37":1987,"_23":49,"_414":2012},"https://x.com/leerob/status/1999513884382597485",{"_37":1996,"_23":49,"_414":2014},"https://www.sanity.io/blog/you-should-never-build-a-cms",{"_37":2016,"_23":303,"_304":2017,"_312":2021,"_314":315},"6bdf0b4a7a0d",[2018],{"_37":2019,"_23":308,"_309":2020,"_178":512},"6514796cb4de",[],[],{"_37":2023,"_23":153,"_118":2024},"0b2d0c689493",{"_120":2025,"_23":122},"image-aacfd7a40ae8a0f705bc5c86f0cf0c80aa8159ce-150x150-jpg",{"_37":2027,"_23":303,"_304":2028,"_312":2034,"_314":454},"b994af028d27",[2029],{"_37":2030,"_23":308,"_309":2031,"_178":2033},"263020f9d382",[2032],"34543f456890","Victoria Melnikova, Head of New Business/Evil Martians",[2035],{"_37":2032,"_23":49,"_414":2036},"https://www.linkedin.com/in/vmelnikova/",{"_37":2038,"_23":303,"_304":2039,"_312":2044,"_314":315},"b2256ae782a3",[2040],{"_37":2041,"_23":308,"_309":2042,"_178":2043},"3b0d9135898f",[815],"AI’s Last Mile Problem...Solved?",[],{"_37":2046,"_23":303,"_304":2047,"_312":2060,"_314":315},"4da77bf95943",[2048,2052,2056],{"_37":2049,"_23":308,"_309":2050,"_178":2051},"86bcae14a9ae",[],"“I think AI is going to get more intricate. I’m really looking forward to ",{"_37":2053,"_23":308,"_309":2054,"_178":2055},"652e4f4192fc",[815],"complete",{"_37":2057,"_23":308,"_309":2058,"_178":2059},"76ce48d34169",[]," AI pipelines. Right now, it feels like we can get 80% of the way there, but we have to [work manually] to get to 100%. I’m really hopeful that we can resolve this in 2026, and go from scratch to a 100% production-ready state [with AI tools.]”",[],{"_37":2062,"_23":303,"_304":2063,"_312":2067,"_314":315},"3edb673d4674",[2064],{"_37":2065,"_23":308,"_309":2066,"_178":512},"108f8d3a38f0",[],[],{"_37":2069,"_23":153,"_118":2070},"2a98867d89d5",{"_120":2071,"_23":122},"image-fcfbb5e2418485a00bd2b0d2f3a9bce55fd8841e-150x150-jpg",{"_37":2073,"_23":303,"_304":2074,"_312":2080,"_314":454},"6d2a8791bf4d",[2075],{"_37":2076,"_23":308,"_309":2077,"_178":2079},"7ce05be9a822",[2078],"b09cfd0586f0","Simon Wistow, Co-Founder/Fastly",[2081],{"_37":2078,"_23":49,"_414":2082},"https://www.linkedin.com/in/simonwistow/",{"_37":2084,"_23":303,"_304":2085,"_312":2090,"_314":315},"9c5e6dff432b",[2086],{"_37":2087,"_23":308,"_309":2088,"_178":2089},"7880638ac9cf",[815],"AI Will Transform Our Lives, But Not Completely",[],{"_37":2092,"_23":303,"_304":2093,"_312":2113,"_314":315},"5d3959f768d6",[2094,2098,2102,2106,2110],{"_37":2095,"_23":308,"_309":2096,"_178":2097},"7760bef54640",[],"“I think two things are going to start to happen. One, I think we’re going to start to see an interaction between the AI companies and e-commerce companies in the same way we’ve seen between the publishers and the AI companies. We’ll start to see more agentic commerce and the e-commerce space really starting to have to reckon with how buying and zero-click transactions are done. The other thing that might happen is we’re going to start realizing that AI is going to end up more like the Web or the iPhone, in that they have completely transformed our lives and are part of every part of our lives, but...our lives are not completely unrecognizable. I think that’s how AI is going to end up. It’s going to infuse into everything, from kids’ toys to coding to commerce to whatever. But in some ways, our lives won’t be ",{"_37":2099,"_23":308,"_309":2100,"_178":2101},"4fa7ff3a5a4f",[815],"unrecognizable",{"_37":2103,"_23":308,"_309":2104,"_178":2105},"ee67dab02b63",[],", they’re just going to be ",{"_37":2107,"_23":308,"_309":2108,"_178":2109},"ed7bff18b51d",[815],"enhanced",{"_37":2111,"_23":308,"_309":2112,"_178":1285},"f8334775bdc2",[],[],{"_37":2115,"_23":303,"_304":2116,"_312":2120,"_314":315},"77083bc8eb6b",[2117],{"_37":2118,"_23":308,"_309":2119,"_178":512},"bed8e28eaa2e",[],[],{"_37":2122,"_23":153,"_118":2123},"1c58c251e2dc",{"_120":2124,"_23":122},"image-39f1ccf069fe32467c511c5698fe61aeb6c92247-150x150-jpg",{"_37":2126,"_23":303,"_304":2127,"_312":2133,"_314":454},"c3cbe5f1de1c",[2128],{"_37":2129,"_23":308,"_309":2130,"_178":2132},"cab3586c2120",[2131],"82f473968ea9","Brian Douglas, DX/Continue",[2134],{"_37":2131,"_23":49,"_414":1242},{"_37":2136,"_23":303,"_304":2137,"_312":2142,"_314":315},"9def403df96a",[2138],{"_37":2139,"_23":308,"_309":2140,"_178":2141},"6a39d1036b53",[815],"AI? You’ll Need Infrastructure for That",[],{"_37":2144,"_23":303,"_304":2145,"_312":2150,"_314":315},"f8cf04bf0298",[2146],{"_37":2147,"_23":308,"_309":2148,"_178":2149},"77125ceb5b76",[],"“My prediction for the year is that we’ll see this AI infrastructure wave really take off. Now, we’re going to need all the same tools we built for the last 15-20 years. So [for example], embedded Linux: Think of that for secure and AI runtimes. Things that are now CPU-bound now have to be GPU-bound. I fully anticipate that’s the next thing we should be paying attention to.”",[],{"_37":2152,"_23":303,"_304":2153,"_312":2157,"_314":315},"933b4e24191e",[2154],{"_37":2155,"_23":308,"_309":2156,"_178":512},"8a6176ecaec8",[],[],{"_37":2159,"_23":303,"_304":2160,"_312":2174,"_314":315},"b02c01cf6597",[2161,2165,2170],{"_37":2162,"_23":308,"_309":2163,"_178":2164},"91d016231a81",[815],"Agree with these predictions? Disagree? Join us at ",{"_37":2166,"_23":308,"_309":2167,"_178":2169},"e61013a28cc3",[2168,815],"63774aa3a16e","our community event",{"_37":2171,"_23":308,"_309":2172,"_178":2173},"dbb07c106329",[815]," and let us know.",[2175],{"_37":2168,"_23":49,"_414":1631},8,"https://cdn.sanity.io/images/50q6fr1p/production/a9a637ec01b7f27889883572d82a4253d3ac33c2-1611x704.gif","8a617a48-35f7-480c-9b65-ee6c23cab435","2026-01-14T17:53:00.000Z","ai-predictions-for-2026","AI Predictions for 2026","modules","moreFromLibrary",[2185,2187,2189],{"_37":2186,"_120":351,"_23":122},"sNkwJErzEtFL",{"_37":2188,"_120":372,"_23":122},"W7393wKk6FyR",{"_37":2190,"_120":388,"_23":122},"4gkBWe66vo1P","outlines",[2193],{"_37":2194,"_23":303,"_304":2195,"_312":2200,"_314":315},"5239ce07d0a0",[2196],{"_37":2197,"_23":308,"_309":2198,"_178":2199},"5239ce07d0a00",[],"

Introduction
Jump Starting Your Demand Generation\r\n
- Inbound and Outbound Marketing
- Content Marketing
- Qualified Leads
- Who to Target
- Asset Creation
\r\n
Q&A\r\n
- Early Marketing Budgets
- Conferences as Cold Calling?
- Measuring Success
- Identifying Event / Sign-Up Correlation
- Unrelated Signups During Drip Campaigns
- Relationship Between Sales and Marketing
\r\n

",[],"posterFrame",{"_23":153,"_118":2203},{"_120":2204,"_23":122},"image-707a88eb6746949a47f4373cb8e3d6e077666a2f-1850x700-jpg","2016-07-12T09:30:37","slideDeck",{"_23":316,"_118":2208,"_2210":2211,"_32":2212},{"_120":2209,"_23":122},"file-98125689e6ef95c0a59ad09e2f0c432d685f4098-pdf","fileLink","https://cdn.sanity.io/files/50q6fr1p/production/98125689e6ef95c0a59ad09e2f0c432d685f4098.pdf","Kris Bondi: Jump Starting Your Demand Generation",{"_23":356,"_2214":2215},"current","jump-starting-your-demand-generation","speakers","speakersWithOrg",[2219],{"_37":2220,"_23":2221,"_2222":-5,"_2223":2224},"o7mzWzDEck","speaker","organization","person",{"_11":2225,"_13":2226,"_14":2227,"_23":2223,"_24":2228,"_2229":202,"_319":2230,"_2222":-5,"_2231":512,"_2232":2233,"_2242":202},"2022-09-16T03:00:20Z","oTug8j9bB2lUwM6o7JA8LF","TYN2nJHhdg1RiOg5ta1HWG","2022-09-16T23:01:21Z","generate","Kris Bondi","position","socials",[2234,2238],{"_37":2235,"_23":111,"_49":2236,"_319":2237},"pftzGI62Wd","https://twitter.com/kbondi","twitter",{"_37":2239,"_23":111,"_49":2240,"_319":2241},"TweX8wJDTg","linkedin.com/in/krisbondi","linkedin","teamMember","startDate","tags",[2246,2256],{"_11":2247,"_13":2248,"_14":2249,"_23":2250,"_24":2251,"_28":2252,"_319":2253,"_356":2254},"2021-09-21T20:59:30Z","tag-53","xOsxlhcvw4vT7qhifo77cX","tag","2022-07-14T18:29:38Z","Discover content that can help you become a better developer-focused marketer.","Marketing",{"_23":356,"_2214":2255},"marketing",{"_11":2247,"_13":2257,"_14":2258,"_23":2250,"_24":2259,"_28":2260,"_319":2261,"_356":2262},"tag-62","TfMkf5gVJ7UWv1vMi5R04L","2022-09-09T00:12:06Z","Applying this tag to a blog post, podcast episode, or speaker series video will place it in the top featured area of the heavybit.com homepage.","Featured",{"_23":356,"_2214":2263},"featured","Jump Starting Your Demand Generation","transcript",[2267,2275,2350,2431,2492,2583,2675,2834,2842,2913,2991,3076,3217,3248,3309,3371,3436,3524,3623,3631,3759,3809,3947,4038,4189,4254,4292,4413,4528,4599,4702,4793,4901,5009,5031,5106,5237,5308,5359,5420,5428,5546,5637,5738,5799,5845,5896,6017,6118,6126,6217,6315,6416,6500,6551,6649,6727,6822,6929,7007,7145,7153,7211,7242,7320,7371,7496,7557,7701,7709,7810,7914,8085,8170,8205,8246,8317,8408,8476,8577,8685,8793,8891,8982,9073,9155,9246,9334,9395,9487,9582,9703,9711,9719,9811,9919,9990,10157,10248,10319,10327,10475,10536,10547,10638,10716,10814,10945,10986,10994,11115,11203,11311,11412,11530,11688,11696,11761,11826,11917,11969,12060,12129,12137,12195,12273,12281,12362,12493,12554,12625],{"_37":2268,"_23":303,"_304":2269,"_312":2274,"_314":315},"211b23c2b734",[2270],{"_37":2271,"_23":308,"_309":2272,"_178":2273},"211b23c2b7340",[],"Introduction",[],{"_37":2276,"_23":303,"_304":2277,"_312":2333,"_314":315},"6cd0a55e05c6",[2278,2283,2287,2292,2295,2300,2303,2308,2312,2317,2320,2325,2328],{"_37":2279,"_23":308,"_309":2280,"_178":2282},"6cd0a55e05c60",[2281],"4d981f0eabf0f332cbdf5c4f1b6267ff","Before I get started with talking",{"_37":2284,"_23":308,"_309":2285,"_178":2286},"6cd0a55e05c61",[]," ",{"_37":2288,"_23":308,"_309":2289,"_178":2291},"6cd0a55e05c62",[2290],"868143c67fc3066cf3f7f15aabebdbfe","about demand gen,",{"_37":2293,"_23":308,"_309":2294,"_178":2286},"6cd0a55e05c63",[],{"_37":2296,"_23":308,"_309":2297,"_178":2299},"6cd0a55e05c64",[2298],"44f530418316042fdd7432565903b16f","I thought that we can talk",{"_37":2301,"_23":308,"_309":2302,"_178":2286},"6cd0a55e05c65",[],{"_37":2304,"_23":308,"_309":2305,"_178":2307},"6cd0a55e05c66",[2306],"5968b8749dd9a4d9e1d200bb24ba8c5a","very briefly about where marketing even fits in",{"_37":2309,"_23":308,"_309":2310,"_178":2311},"6cd0a55e05c67",[],". ",{"_37":2313,"_23":308,"_309":2314,"_178":2316},"6cd0a55e05c68",[2315],"a46e928e628cd62025897d1be38d0289","Because you guys are all technology people;",{"_37":2318,"_23":308,"_309":2319,"_178":2286},"6cd0a55e05c69",[],{"_37":2321,"_23":308,"_309":2322,"_178":2324},"6cd0a55e05c610",[2323],"efa5c5a8cfb1efd52eed9f66852caaa1","do you even need marketing?",{"_37":2326,"_23":308,"_309":2327,"_178":2286},"6cd0a55e05c611",[],{"_37":2329,"_23":308,"_309":2330,"_178":2332},"6cd0a55e05c612",[2331],"c6af6ae0da6da3284a33216df379e0f5","And how do they interact?",[2334,2338,2340,2342,2344,2346,2348],{"_37":2281,"_23":2335,"_2336":2337},"timestamp","time","00:00:07.087",{"_37":2290,"_23":2335,"_2336":2339},"00:00:08.847",{"_37":2298,"_23":2335,"_2336":2341},"00:00:09.867",{"_37":2306,"_23":2335,"_2336":2343},"00:00:11.933",{"_37":2315,"_23":2335,"_2336":2345},"00:00:14.971",{"_37":2323,"_23":2335,"_2336":2347},"00:00:18.920",{"_37":2331,"_23":2335,"_2336":2349},"00:00:20.374",{"_37":2351,"_23":303,"_304":2352,"_312":2414,"_314":315},"cae2196ae4e4",[2353,2358,2361,2366,2369,2374,2377,2382,2385,2390,2393,2398,2401,2406,2409],{"_37":2354,"_23":308,"_309":2355,"_178":2357},"cae2196ae4e40",[2356],"a9360aabd8d41576eadcd389bc6d1879","Very briefly, everything of course",{"_37":2359,"_23":308,"_309":2360,"_178":2286},"cae2196ae4e41",[],{"_37":2362,"_23":308,"_309":2363,"_178":2365},"cae2196ae4e42",[2364],"41062f652d9be3e4859592fee3dec4e7","starts with the technology.",{"_37":2367,"_23":308,"_309":2368,"_178":2286},"cae2196ae4e43",[],{"_37":2370,"_23":308,"_309":2371,"_178":2373},"cae2196ae4e44",[2372],"938f20aa00013a28123c7c05fed98f78","Technology becomes product.",{"_37":2375,"_23":308,"_309":2376,"_178":2286},"cae2196ae4e45",[],{"_37":2378,"_23":308,"_309":2379,"_178":2381},"cae2196ae4e46",[2380],"8bc8fd4167416cef061752a78e7f0854","Product marketing should be amplifying",{"_37":2383,"_23":308,"_309":2384,"_178":2286},"cae2196ae4e47",[],{"_37":2386,"_23":308,"_309":2387,"_178":2389},"cae2196ae4e48",[2388],"26421b8d9296dcca52f0ff99b9393b2b","what people know about your product.",{"_37":2391,"_23":308,"_309":2392,"_178":2286},"cae2196ae4e49",[],{"_37":2394,"_23":308,"_309":2395,"_178":2397},"cae2196ae4e410",[2396],"360f2ea959e10aa21e21118804940598","And then ultimately,",{"_37":2399,"_23":308,"_309":2400,"_178":2286},"cae2196ae4e411",[],{"_37":2402,"_23":308,"_309":2403,"_178":2405},"cae2196ae4e412",[2404],"d371039919a5a16ee3702bb5b476bc90","we all want to make money at some point,",{"_37":2407,"_23":308,"_309":2408,"_178":2286},"cae2196ae4e413",[],{"_37":2410,"_23":308,"_309":2411,"_178":2413},"cae2196ae4e414",[2412],"3f776624869585238d94fac8961aead8","and that's where sales comes in.",[2415,2417,2419,2421,2423,2425,2427,2429],{"_37":2356,"_23":2335,"_2336":2416},"00:00:22.020",{"_37":2364,"_23":2335,"_2336":2418},"00:00:25.082",{"_37":2372,"_23":2335,"_2336":2420},"00:00:27.042",{"_37":2380,"_23":2335,"_2336":2422},"00:00:30.515",{"_37":2388,"_23":2335,"_2336":2424},"00:00:34.233",{"_37":2396,"_23":2335,"_2336":2426},"00:00:36.551",{"_37":2404,"_23":2335,"_2336":2428},"00:00:38.035",{"_37":2412,"_23":2335,"_2336":2430},"00:00:40.218",{"_37":2432,"_23":303,"_304":2433,"_312":2479,"_314":315},"f2a6fc93c245",[2434,2439,2442,2447,2450,2455,2458,2463,2466,2471,2474],{"_37":2435,"_23":308,"_309":2436,"_178":2438},"f2a6fc93c2450",[2437],"02534a5d774f0d8f29d53c131fd3bc5a","There are a lot of things",{"_37":2440,"_23":308,"_309":2441,"_178":2286},"f2a6fc93c2451",[],{"_37":2443,"_23":308,"_309":2444,"_178":2446},"f2a6fc93c2452",[2445],"43f87866dcaa40f39a5ebe53ab7b67f7","under 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gen?\"",[2480,2482,2484,2486,2488,2490],{"_37":2437,"_23":2335,"_2336":2481},"00:00:44.414",{"_37":2445,"_23":2335,"_2336":2483},"00:00:47.218",{"_37":2453,"_23":2335,"_2336":2485},"00:00:49.052",{"_37":2461,"_23":2335,"_2336":2487},"00:00:51.367",{"_37":2469,"_23":2335,"_2336":2489},"00:00:53.230",{"_37":2477,"_23":2335,"_2336":2491},"00:00:55.018",{"_37":2493,"_23":303,"_304":2494,"_312":2564,"_314":315},"a531e5a16eb6",[2495,2500,2503,2508,2511,2516,2519,2524,2527,2532,2535,2540,2543,2548,2551,2556,2559],{"_37":2496,"_23":308,"_309":2497,"_178":2499},"a531e5a16eb60",[2498],"771727d4fca41d7484371e9a7d8ce46f","Let me actually talk about what's in marketing.",{"_37":2501,"_23":308,"_309":2502,"_178":2286},"a531e5a16eb61",[],{"_37":2504,"_23":308,"_309":2505,"_178":2507},"a531e5a16eb62",[2506],"4a8fcaef262c0c4a2346efd52f5172ad","All the things that could end up being",{"_37":2509,"_23":308,"_309":2510,"_178":2286},"a531e5a16eb63",[],{"_37":2512,"_23":308,"_309":2513,"_178":2515},"a531e5a16eb64",[2514],"ca65de14b291e5a4eac4e002a6e15b8f","from your initial marketing person,",{"_37":2517,"_23":308,"_309":2518,"_178":2286},"a531e5a16eb65",[],{"_37":2520,"_23":308,"_309":2521,"_178":2523},"a531e5a16eb66",[2522],"d91b9ca8a1cfa29f837815f74e7e255a","or eventually a team, include",{"_37":2525,"_23":308,"_309":2526,"_178":2286},"a531e5a16eb67",[],{"_37":2528,"_23":308,"_309":2529,"_178":2531},"a531e5a16eb68",[2530],"8e25411894cc910b0821d22d68c24d5b","your go-to-market approach,",{"_37":2533,"_23":308,"_309":2534,"_178":2286},"a531e5a16eb69",[],{"_37":2536,"_23":308,"_309":2537,"_178":2539},"a531e5a16eb610",[2538],"39201a09275b6e021c7e02ee3cf2788d","and that could include whether you're going",{"_37":2541,"_23":308,"_309":2542,"_178":2286},"a531e5a16eb611",[],{"_37":2544,"_23":308,"_309":2545,"_178":2547},"a531e5a16eb612",[2546],"7d89513b659d8832cd6b0574e4fd5cc3","through a developer-only, freemium approach,",{"_37":2549,"_23":308,"_309":2550,"_178":2286},"a531e5a16eb613",[],{"_37":2552,"_23":308,"_309":2553,"_178":2555},"a531e5a16eb614",[2554],"c021ab988f230cd431a344374196ed42","or whether you are eventually going enterprise.",{"_37":2557,"_23":308,"_309":2558,"_178":2286},"a531e5a16eb615",[],{"_37":2560,"_23":308,"_309":2561,"_178":2563},"a531e5a16eb616",[2562],"30615bd82aa0a876fb62ac83c339678f","Those are both go-to-market.",[2565,2567,2569,2571,2573,2575,2577,2579,2581],{"_37":2498,"_23":2335,"_2336":2566},"00:00:57.708",{"_37":2506,"_23":2335,"_2336":2568},"00:01:00.512",{"_37":2514,"_23":2335,"_2336":2570},"00:01:03.529",{"_37":2522,"_23":2335,"_2336":2572},"00:01:05.792",{"_37":2530,"_23":2335,"_2336":2574},"00:01:08.655",{"_37":2538,"_23":2335,"_2336":2576},"00:01:10.426",{"_37":2546,"_23":2335,"_2336":2578},"00:01:12.763",{"_37":2554,"_23":2335,"_2336":2580},"00:01:16.857",{"_37":2562,"_23":2335,"_2336":2582},"00:01:19.891",{"_37":2584,"_23":303,"_304":2585,"_312":2656,"_314":315},"0280050e94ae",[2586,2591,2594,2599,2602,2607,2610,2615,2618,2623,2627,2632,2635,2640,2643,2648,2651],{"_37":2587,"_23":308,"_309":2588,"_178":2590},"0280050e94ae0",[2589],"cf56245b35b25ac434df5ce7b2bbd0aa","Branding: How much do people know about you?",{"_37":2592,"_23":308,"_309":2593,"_178":2286},"0280050e94ae1",[],{"_37":2595,"_23":308,"_309":2596,"_178":2598},"0280050e94ae2",[2597],"f9260e7768b2c6b2ce7df34349f10cbc","Product marketing",{"_37":2600,"_23":308,"_309":2601,"_178":2286},"0280050e94ae3",[],{"_37":2603,"_23":308,"_309":2604,"_178":2606},"0280050e94ae4",[2605],"f594eaa30633c8ba05c157c1e99d1c51","is probably what most people are familiar with",{"_37":2608,"_23":308,"_309":2609,"_178":2286},"0280050e94ae5",[],{"_37":2611,"_23":308,"_309":2612,"_178":2614},"0280050e94ae6",[2613],"f808e597abf0b99e27a33f9b300fd3cd","because that will include things like data sheets.",{"_37":2616,"_23":308,"_309":2617,"_178":2286},"0280050e94ae7",[],{"_37":2619,"_23":308,"_309":2620,"_178":2622},"0280050e94ae8",[2621],"a2490bc1088d223ef2970d185fcdcdb6","That also would be market sizing,",{"_37":2624,"_23":308,"_309":2625,"_178":2626},"0280050e94ae9",[]," that ",{"_37":2628,"_23":308,"_309":2629,"_178":2631},"0280050e94ae10",[2630],"c145ad19894526f7b542a5f0115ecbcc","is somewhat product marketing,",{"_37":2633,"_23":308,"_309":2634,"_178":2286},"0280050e94ae11",[],{"_37":2636,"_23":308,"_309":2637,"_178":2639},"0280050e94ae12",[2638],"615de8b6db9331b059abe034a4062e15","somewhat go-to-market,",{"_37":2641,"_23":308,"_309":2642,"_178":2286},"0280050e94ae13",[],{"_37":2644,"_23":308,"_309":2645,"_178":2647},"0280050e94ae14",[2646],"02510e354373e70b2f5a5b42a38661a2","and then demand gen,",{"_37":2649,"_23":308,"_309":2650,"_178":2286},"0280050e94ae15",[],{"_37":2652,"_23":308,"_309":2653,"_178":2655},"0280050e94ae16",[2654],"5edb692080af5a627a837cfb1f17238a","which is what we'll talk about in a 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of.",[3189,3191,3193,3195,3197,3199,3201,3203,3205,3207,3209,3211,3213,3215],{"_37":3082,"_23":2335,"_2336":3190},"00:03:29.679",{"_37":3090,"_23":2335,"_2336":3192},"00:03:31.015",{"_37":3098,"_23":2335,"_2336":3194},"00:03:32.281",{"_37":3106,"_23":2335,"_2336":3196},"00:03:34.243",{"_37":3114,"_23":2335,"_2336":3198},"00:03:36.219",{"_37":3122,"_23":2335,"_2336":3200},"00:03:38.691",{"_37":3130,"_23":2335,"_2336":3202},"00:03:40.267",{"_37":3138,"_23":2335,"_2336":3204},"00:03:43.718",{"_37":3146,"_23":2335,"_2336":3206},"00:03:45.532",{"_37":3154,"_23":2335,"_2336":3208},"00:03:48.846",{"_37":3162,"_23":2335,"_2336":3210},"00:03:50.695",{"_37":3170,"_23":2335,"_2336":3212},"00:03:52.261",{"_37":3178,"_23":2335,"_2336":3214},"00:03:54.332",{"_37":3186,"_23":2335,"_2336":3216},"00:03:56.443",{"_37":3218,"_23":303,"_304":3219,"_312":3241,"_314":1541},"c8058e974b47",[3220,3225,3228,3233,3236],{"_37":3221,"_23":308,"_309":3222,"_178":3224},"c8058e974b470",[3223],"846cfdcc11725f5b4d3af2b714fb2f45","I 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asking",{"_37":3257,"_23":308,"_309":3258,"_178":2286},"ec386e51ef271",[],{"_37":3260,"_23":308,"_309":3261,"_178":3263},"ec386e51ef272",[3262],"0cbc4357ce0b6054bcf3423a6c6055fe","for everything in the world to begin with,",{"_37":3265,"_23":308,"_309":3266,"_178":2286},"ec386e51ef273",[],{"_37":3268,"_23":308,"_309":3269,"_178":3271},"ec386e51ef274",[3270],"603f280690d4e481ca6ac3896eb4ed71","because otherwise you have people who start a form",{"_37":3273,"_23":308,"_309":3274,"_178":2286},"ec386e51ef275",[],{"_37":3276,"_23":308,"_309":3277,"_178":3279},"ec386e51ef276",[3278],"0634a13a652037ca0f008ec5921e1f22","or they click open a form,",{"_37":3281,"_23":308,"_309":3282,"_178":2286},"ec386e51ef277",[],{"_37":3284,"_23":308,"_309":3285,"_178":3287},"ec386e51ef278",[3286],"be00ad1e9f3ff243420ae2ea93240163","and then they say, \"I'm not telling them",{"_37":3289,"_23":308,"_309":3290,"_178":2286},"ec386e51ef279",[],{"_37":3292,"_23":308,"_309":3293,"_178":3295},"ec386e51ef2710",[3294],"b6200963a42c7906585f255d12680208","all these things about me.\"",[3297,3299,3301,3303,3305,3307],{"_37":3254,"_23":2335,"_2336":3298},"00:04:06.418",{"_37":3262,"_23":2335,"_2336":3300},"00:04:08.010",{"_37":3270,"_23":2335,"_2336":3302},"00:04:09.591",{"_37":3278,"_23":2335,"_2336":3304},"00:04:12.733",{"_37":3286,"_23":2335,"_2336":3306},"00:04:14.019",{"_37":3294,"_23":2335,"_2336":3308},"00:04:16.374",{"_37":3310,"_23":303,"_304":3311,"_312":3358,"_314":315},"62e0041afbaa",[3312,3317,3320,3325,3328,3333,3336,3341,3345,3350,3353],{"_37":3313,"_23":308,"_309":3314,"_178":3316},"62e0041afbaa0",[3315],"87a83a31924439448f9bb4c216e90de7","But if you say, \"Oh, can I have your email 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automation",{"_37":3385,"_23":308,"_309":3386,"_178":2286},"4ad9d38e5d272",[],{"_37":3388,"_23":308,"_309":3389,"_178":3391},"4ad9d38e5d273",[3390],"636baa45755e86e8cc3c3b655872fc40","and why that's important,",{"_37":3393,"_23":308,"_309":3394,"_178":2286},"4ad9d38e5d274",[],{"_37":3396,"_23":308,"_309":3397,"_178":3399},"4ad9d38e5d275",[3398],"55e107a196b45a620456ba9bba5d0746","and the reason it's important",{"_37":3401,"_23":308,"_309":3402,"_178":3404},"4ad9d38e5d276",[3403],"f3e86ac076ea240a36c78ed3f38fb491"," is it's the technology",{"_37":3406,"_23":308,"_309":3407,"_178":2286},"4ad9d38e5d277",[],{"_37":3409,"_23":308,"_309":3410,"_178":3412},"4ad9d38e5d278",[3411],"97854ebe5a90c55e216b98bf33e50022","that you're using to be able to have nurture campaigns",{"_37":3414,"_23":308,"_309":3415,"_178":2286},"4ad9d38e5d279",[],{"_37":3417,"_23":308,"_309":3418,"_178":3420},"4ad9d38e5d2710",[3419],"528398721ec9d8ad762175bc1b31c737","and, particularly, drip campaigns.",[3422,3424,3426,3428,3430,3432,3434],{"_37":3377,"_23":2335,"_2336":3423},"00:04:38.502",{"_37":3382,"_23":2335,"_2336":3425},"00:04:39.445",{"_37":3390,"_23":2335,"_2336":3427},"00:04:42.613",{"_37":3398,"_23":2335,"_2336":3429},"00:04:44.219",{"_37":3403,"_23":2335,"_2336":3431},"00:04:47.453",{"_37":3411,"_23":2335,"_2336":3433},"00:04:49.316",{"_37":3419,"_23":2335,"_2336":3435},"00:04:52.776",{"_37":3437,"_23":303,"_304":3438,"_312":3505,"_314":315},"43f18c9c22c3",[3439,3444,3447,3452,3455,3460,3463,3468,3471,3476,3479,3484,3487,3492,3497,3500],{"_37":3440,"_23":308,"_309":3441,"_178":3443},"43f18c9c22c30",[3442],"fbb28d6478d6e58f812565fdfe108ec0","The significance of a nurture campaign",{"_37":3445,"_23":308,"_309":3446,"_178":2286},"43f18c9c22c31",[],{"_37":3448,"_23":308,"_309":3449,"_178":3451},"43f18c9c22c32",[3450],"029d98d171509d3596f04cb9f562b0be","is that you're acquiring information",{"_37":3453,"_23":308,"_309":3454,"_178":2286},"43f18c9c22c33",[],{"_37":3456,"_23":308,"_309":3457,"_178":3459},"43f18c9c22c34",[3458],"fb3ca960124b835160d6a7d1b9971564","about who that person is,",{"_37":3461,"_23":308,"_309":3462,"_178":2286},"43f18c9c22c35",[],{"_37":3464,"_23":308,"_309":3465,"_178":3467},"43f18c9c22c36",[3466],"af239167e2da8050f94b6cc6de1dfb13","but you can't have them download a white paper",{"_37":3469,"_23":308,"_309":3470,"_178":2286},"43f18c9c22c37",[],{"_37":3472,"_23":308,"_309":3473,"_178":3475},"43f18c9c22c38",[3474],"01b51ba08dff20ca19842f1c2983ea6a","and think that that's a good lead.",{"_37":3477,"_23":308,"_309":3478,"_178":2286},"43f18c9c22c39",[],{"_37":3480,"_23":308,"_309":3481,"_178":3483},"43f18c9c22c310",[3482],"d4b9b587bf2e16892d88be73d203dbca","Or if you do think that's a good lead,",{"_37":3485,"_23":308,"_309":3486,"_178":2286},"43f18c9c22c311",[],{"_37":3488,"_23":308,"_309":3489,"_178":3491},"43f18c9c22c312",[3490],"7b1ad613d74910d019ab90b97ab4bdfc","you're probably going to either",{"_37":3493,"_23":308,"_309":3494,"_178":3496},"43f18c9c22c313",[3495],"07a71d35c45928b07308e082cd6fba61"," too many people to contact,",{"_37":3498,"_23":308,"_309":3499,"_178":2286},"43f18c9c22c314",[],{"_37":3501,"_23":308,"_309":3502,"_178":3504},"43f18c9c22c315",[3503],"596efa13223428539dee9062f1e40bda","or you're going to annoy a lot of people along the way.",[3506,3508,3510,3512,3514,3516,3518,3520,3522],{"_37":3442,"_23":2335,"_2336":3507},"00:04:54.994",{"_37":3450,"_23":2335,"_2336":3509},"00:04:56.998",{"_37":3458,"_23":2335,"_2336":3511},"00:05:02.104",{"_37":3466,"_23":2335,"_2336":3513},"00:05:04.138",{"_37":3474,"_23":2335,"_2336":3515},"00:05:08.020",{"_37":3482,"_23":2335,"_2336":3517},"00:05:10.362",{"_37":3490,"_23":2335,"_2336":3519},"00:05:12.238",{"_37":3495,"_23":2335,"_2336":3521},"00:05:14.544",{"_37":3503,"_23":2335,"_2336":3523},"00:05:16.542",{"_37":3525,"_23":303,"_304":3526,"_312":3602,"_314":315},"665452109f92",[3527,3532,3535,3540,3543,3548,3551,3556,3559,3564,3567,3572,3575,3580,3584,3589,3594,3597],{"_37":3528,"_23":308,"_309":3529,"_178":3531},"665452109f920",[3530],"e47c66716b65db0b5c946a72b06ecebe","A nurture campaign is what you do",{"_37":3533,"_23":308,"_309":3534,"_178":2286},"665452109f921",[],{"_37":3536,"_23":308,"_309":3537,"_178":3539},"665452109f922",[3538],"066454c29f7ee8535e69b5bf8e3bc97c","to continue to engage with someone,",{"_37":3541,"_23":308,"_309":3542,"_178":2286},"665452109f923",[],{"_37":3544,"_23":308,"_309":3545,"_178":3547},"665452109f924",[3546],"bc84682e627dbfb8be3ce9c8f91b89ba","and it may be that it takes certain number",{"_37":3549,"_23":308,"_309":3550,"_178":2286},"665452109f925",[],{"_37":3552,"_23":308,"_309":3553,"_178":3555},"665452109f926",[3554],"a40d5bd14adc6315dd367e175bd4a601","of pieces where they are engaging back with you",{"_37":3557,"_23":308,"_309":3558,"_178":2286},"665452109f927",[],{"_37":3560,"_23":308,"_309":3561,"_178":3563},"665452109f928",[3562],"0e2a1507007baf1f385fd86579aaeccf","for you to then reach out to them.",{"_37":3565,"_23":308,"_309":3566,"_178":2286},"665452109f929",[],{"_37":3568,"_23":308,"_309":3569,"_178":3571},"665452109f9210",[3570],"c3a659232b0e9378b2e41dd6a70d7f02","Demand generation is",{"_37":3573,"_23":308,"_309":3574,"_178":2286},"665452109f9211",[],{"_37":3576,"_23":308,"_309":3577,"_178":3579},"665452109f9212",[3578],"79070975d5a96ea53801039c83949fbe","what all of these fall under. ",{"_37":3581,"_23":308,"_309":3582,"_178":3583},"665452109f9213",[],"T",{"_37":3585,"_23":308,"_309":3586,"_178":3588},"665452109f9214",[3587],"a149843e91cc1fa31aef9e76f7e4f033","hose are the topics,",{"_37":3590,"_23":308,"_309":3591,"_178":3593},"665452109f9215",[3592],"9a5f76fd1990cb828d517cc9b417d2df"," a broad amount of topics",{"_37":3595,"_23":308,"_309":3596,"_178":2286},"665452109f9216",[],{"_37":3598,"_23":308,"_309":3599,"_178":3601},"665452109f9217",[3600],"3a743fe29b2ceffcefac4358f344ae5f","when it comes to demand generation.",[3603,3605,3607,3609,3611,3613,3615,3617,3619,3621],{"_37":3530,"_23":2335,"_2336":3604},"00:05:19.143",{"_37":3538,"_23":2335,"_2336":3606},"00:05:21.125",{"_37":3546,"_23":2335,"_2336":3608},"00:05:23.900",{"_37":3554,"_23":2335,"_2336":3610},"00:05:26.378",{"_37":3562,"_23":2335,"_2336":3612},"00:05:30.623",{"_37":3570,"_23":2335,"_2336":3614},"00:05:33.359",{"_37":3578,"_23":2335,"_2336":3616},"00:05:36.371",{"_37":3587,"_23":2335,"_2336":3618},"00:05:44.076",{"_37":3592,"_23":2335,"_2336":3620},"00:05:45.635",{"_37":3600,"_23":2335,"_2336":3622},"00:05:48.222",{"_37":3624,"_23":303,"_304":3625,"_312":3630,"_314":536},"56563b30b742",[3626],{"_37":3627,"_23":308,"_309":3628,"_178":3629},"56563b30b7420",[],"Inbound and Outbound Marketing",[],{"_37":3632,"_23":303,"_304":3633,"_312":3732,"_314":315},"43550bd3c6de",[3634,3639,3642,3647,3652,3655,3660,3663,3668,3671,3676,3679,3684,3687,3692,3695,3700,3703,3708,3711,3716,3719,3724,3727],{"_37":3635,"_23":308,"_309":3636,"_178":3638},"43550bd3c6de0",[3637],"76e3467006957dc7b85011c9e0eb5a89","Inbound marketing tactics",{"_37":3640,"_23":308,"_309":3641,"_178":2286},"43550bd3c6de1",[],{"_37":3643,"_23":308,"_309":3644,"_178":3646},"43550bd3c6de2",[3645],"a14aceb8501005c90b6b8f8b9ee5777a","and outbound marketing tactics:",{"_37":3648,"_23":308,"_309":3649,"_178":3651},"43550bd3c6de3",[3650],"ca7a993b2eb279675acdda51904b5e7e"," Inbound would be anything that's pulling them",{"_37":3653,"_23":308,"_309":3654,"_178":2286},"43550bd3c6de4",[],{"_37":3656,"_23":308,"_309":3657,"_178":3659},"43550bd3c6de5",[3658],"45ac3c2a177f9f26bc4bd56b9b2fe000","to your website,",{"_37":3661,"_23":308,"_309":3662,"_178":2286},"43550bd3c6de6",[],{"_37":3664,"_23":308,"_309":3665,"_178":3667},"43550bd3c6de7",[3666],"c998597c5d021a2e6343fd71df09ed57","to your landing pages.",{"_37":3669,"_23":308,"_309":3670,"_178":2286},"43550bd3c6de8",[],{"_37":3672,"_23":308,"_309":3673,"_178":3675},"43550bd3c6de9",[3674],"4d8672a6dfbc9a3659b867fe008a2ac5","Things like Google AdWords.",{"_37":3677,"_23":308,"_309":3678,"_178":2286},"43550bd3c6de10",[],{"_37":3680,"_23":308,"_309":3681,"_178":3683},"43550bd3c6de11",[3682],"b43da1409d77053a1f317727d864c2f2","A lot of people will start with Google AdWords.",{"_37":3685,"_23":308,"_309":3686,"_178":2286},"43550bd3c6de12",[],{"_37":3688,"_23":308,"_309":3689,"_178":3691},"43550bd3c6de13",[3690],"6d119d1a80a066a1543952f5f644df77","I would say that if you're 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you're going to do it, test it.",{"_37":4649,"_23":308,"_309":4650,"_178":2286},"60e0bb61995611",[],{"_37":4652,"_23":308,"_309":4653,"_178":4655},"60e0bb61995612",[4654],"0fb7bb0c4521bd56584d41e260a231f6","It's one of those things that's",{"_37":4657,"_23":308,"_309":4658,"_178":4659},"60e0bb61995613",[]," \"",{"_37":4661,"_23":308,"_309":4662,"_178":4664},"60e0bb61995614",[4663],"f28c27056518fd0bceb106843dc2659b","said it and forget it,",{"_37":4666,"_23":308,"_309":4667,"_178":4634},"60e0bb61995615",[],{"_37":4669,"_23":308,"_309":4670,"_178":4672},"60e0bb61995616",[4671],"01102157bd7b4073425564c2bb500770","and people end up spending a lot of money",{"_37":4674,"_23":308,"_309":4675,"_178":2286},"60e0bb61995617",[],{"_37":4677,"_23":308,"_309":4678,"_178":4680},"60e0bb61995618",[4679],"662e2186f63d02f287eaf4595d931a8a","that is not converting for them.",[4682,4684,4686,4688,4690,4692,4694,4696,4698,4700],{"_37":4605,"_23":2335,"_2336":4683},"00:09:42.720",{"_37":4613,"_23":2335,"_2336":4685},"00:09:46.264",{"_37":4621,"_23":2335,"_2336":4687},"00:09:48.119",{"_37":4629,"_23":2335,"_2336":4689},"00:09:48.952",{"_37":4638,"_23":2335,"_2336":4691},"00:09:50.534",{"_37":4646,"_23":2335,"_2336":4693},"00:09:51.753",{"_37":4654,"_23":2335,"_2336":4695},"00:09:54.129",{"_37":4663,"_23":2335,"_2336":4697},"00:09:55.791",{"_37":4671,"_23":2335,"_2336":4699},"00:09:57.108",{"_37":4679,"_23":2335,"_2336":4701},"00:09:59.823",{"_37":4703,"_23":303,"_304":4704,"_312":4774,"_314":315},"32a68ccdfdf0",[4705,4710,4713,4718,4721,4726,4729,4734,4737,4742,4745,4750,4753,4758,4761,4766,4769],{"_37":4706,"_23":308,"_309":4707,"_178":4709},"32a68ccdfdf00",[4708],"4c4063d7840efaadf53fd429cd087187","Inbound: I mentioned call to action 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inbound.",[4775,4777,4779,4781,4783,4785,4787,4789,4791],{"_37":4708,"_23":2335,"_2336":4776},"00:10:03.050",{"_37":4716,"_23":2335,"_2336":4778},"00:10:05.720",{"_37":4724,"_23":2335,"_2336":4780},"00:10:08.231",{"_37":4732,"_23":2335,"_2336":4782},"00:10:11.064",{"_37":4740,"_23":2335,"_2336":4784},"00:10:13.424",{"_37":4748,"_23":2335,"_2336":4786},"00:10:16.320",{"_37":4756,"_23":2335,"_2336":4788},"00:10:21.544",{"_37":4764,"_23":2335,"_2336":4790},"00:10:27.389",{"_37":4772,"_23":2335,"_2336":4792},"00:10:29.727",{"_37":4794,"_23":303,"_304":4795,"_312":4878,"_314":315},"f10b6faa4b7e",[4796,4801,4804,4809,4812,4817,4820,4825,4828,4833,4836,4841,4846,4849,4854,4857,4862,4865,4870,4873],{"_37":4797,"_23":308,"_309":4798,"_178":4800},"f10b6faa4b7e0",[4799],"bd716c37d695ff1af03172714285871a","Nurture and drip ends up also being inbound,",{"_37":4802,"_23":308,"_309":4803,"_178":2286},"f10b6faa4b7e1",[],{"_37":4805,"_23":308,"_309":4806,"_178":4808},"f10b6faa4b7e2",[4807],"f0fe090bb02af135ef51839a803fffd3","if you have your own database.",{"_37":4810,"_23":308,"_309":4811,"_178":2286},"f10b6faa4b7e3",[],{"_37":4813,"_23":308,"_309":4814,"_178":4816},"f10b6faa4b7e4",[4815],"12e414fbe41e44a1fa56e66a5eb6cd67","At Iron.io we have roughly 60,000 people",{"_37":4818,"_23":308,"_309":4819,"_178":2286},"f10b6faa4b7e5",[],{"_37":4821,"_23":308,"_309":4822,"_178":4824},"f10b6faa4b7e6",[4823],"5ad20deddcf7aa0168a7c68629a5e24b","in the database.",{"_37":4826,"_23":308,"_309":4827,"_178":2286},"f10b6faa4b7e7",[],{"_37":4829,"_23":308,"_309":4830,"_178":4832},"f10b6faa4b7e8",[4831],"1a2e4d9bcc76fc942bcf17dcce85379c","So I can tell you that not all those 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register,",{"_37":4871,"_23":308,"_309":4872,"_178":2286},"f10b6faa4b7e18",[],{"_37":4874,"_23":308,"_309":4875,"_178":4877},"f10b6faa4b7e19",[4876],"7db0f1d996dd846fca02baeaa574443c","that's how that ends up being a inbound program.",[4879,4881,4883,4885,4887,4889,4891,4893,4895,4897,4899],{"_37":4799,"_23":2335,"_2336":4880},"00:10:31.656",{"_37":4807,"_23":2335,"_2336":4882},"00:10:35.595",{"_37":4815,"_23":2335,"_2336":4884},"00:10:37.956",{"_37":4823,"_23":2335,"_2336":4886},"00:10:43.373",{"_37":4831,"_23":2335,"_2336":4888},"00:10:44.714",{"_37":4839,"_23":2335,"_2336":4890},"00:10:47.623",{"_37":4844,"_23":2335,"_2336":4892},"00:10:49.413",{"_37":4852,"_23":2335,"_2336":4894},"00:10:53.128",{"_37":4860,"_23":2335,"_2336":4896},"00:10:55.091",{"_37":4868,"_23":2335,"_2336":4898},"00:10:57.837",{"_37":4876,"_23":2335,"_2336":4900},"00:11:02.809",{"_37":4902,"_23":303,"_304":4903,"_312":4986,"_314":315},"5ad1bcd64006",[4904,4909,4912,4917,4920,4925,4928,4933,4936,4941,4944,4949,4954,4957,4962,4965,4970,4973,4978,4981],{"_37":4905,"_23":308,"_309":4906,"_178":4908},"5ad1bcd640060",[4907],"4733c4ed852c07614bce7f0e56e73c33","Switching to outbound.",{"_37":4910,"_23":308,"_309":4911,"_178":2286},"5ad1bcd640061",[],{"_37":4913,"_23":308,"_309":4914,"_178":4916},"5ad1bcd640062",[4915],"ac89f5a54e054512e9947c3ccf83f93b","The one thing that a lot of people think of",{"_37":4918,"_23":308,"_309":4919,"_178":2286},"5ad1bcd640063",[],{"_37":4921,"_23":308,"_309":4922,"_178":4924},"5ad1bcd640064",[4923],"ecbadc059f4652da44a217708ff1c07b","as being outbound is cold calling,",{"_37":4926,"_23":308,"_309":4927,"_178":2286},"5ad1bcd640065",[],{"_37":4929,"_23":308,"_309":4930,"_178":4932},"5ad1bcd640066",[4931],"d9907523456fb6648acc8e2b48634d33","and it is,",{"_37":4934,"_23":308,"_309":4935,"_178":2286},"5ad1bcd640067",[],{"_37":4937,"_23":308,"_309":4938,"_178":4940},"5ad1bcd640068",[4939],"90790a2906f2d6d02d38d42974338786","but it's not the only outbound.",{"_37":4942,"_23":308,"_309":4943,"_178":2286},"5ad1bcd640069",[],{"_37":4945,"_23":308,"_309":4946,"_178":4948},"5ad1bcd6400610",[4947],"1a9a0fc47d931cbdc64231ad7217fd19","There's a lot of other things that are outbound.",{"_37":4950,"_23":308,"_309":4951,"_178":4953},"5ad1bcd6400611",[4952],"f25bc8534a07ca642b6e3de7e4d254bd"," Think of outbound as your marketing,",{"_37":4955,"_23":308,"_309":4956,"_178":2286},"5ad1bcd6400612",[],{"_37":4958,"_23":308,"_309":4959,"_178":4961},"5ad1bcd6400613",[4960],"1eb4d48b229318d1915ca64e98577bff","but you're not sending them specifically",{"_37":4963,"_23":308,"_309":4964,"_178":2286},"5ad1bcd6400614",[],{"_37":4966,"_23":308,"_309":4967,"_178":4969},"5ad1bcd6400615",[4968],"b4c8c6beae746603477e14a5873dd83b","to your website.",{"_37":4971,"_23":308,"_309":4972,"_178":2286},"5ad1bcd6400616",[],{"_37":4974,"_23":308,"_309":4975,"_178":4977},"5ad1bcd6400617",[4976],"2e837408e9113f4c6436088f461c8490","You're marketing, you're doing sales outreach,",{"_37":4979,"_23":308,"_309":4980,"_178":2286},"5ad1bcd6400618",[],{"_37":4982,"_23":308,"_309":4983,"_178":4985},"5ad1bcd6400619",[4984],"000cf7d6546e164d8be3512b5f2a1cb3","but it's not specifically on domain.",[4987,4989,4991,4993,4995,4997,4999,5001,5003,5005,5007],{"_37":4907,"_23":2335,"_2336":4988},"00:11:07.927",{"_37":4915,"_23":2335,"_2336":4990},"00:11:11.274",{"_37":4923,"_23":2335,"_2336":4992},"00:11:13.121",{"_37":4931,"_23":2335,"_2336":4994},"00:11:15.472",{"_37":4939,"_23":2335,"_2336":4996},"00:11:16.528",{"_37":4947,"_23":2335,"_2336":4998},"00:11:18.753",{"_37":4952,"_23":2335,"_2336":5000},"00:11:21.327",{"_37":4960,"_23":2335,"_2336":5002},"00:11:24.440",{"_37":4968,"_23":2335,"_2336":5004},"00:11:25.866",{"_37":4976,"_23":2335,"_2336":5006},"00:11:27.397",{"_37":4984,"_23":2335,"_2336":5008},"00:11:31.110",{"_37":5010,"_23":303,"_304":5011,"_312":5026,"_314":1541},"fbb8eb05a790",[5012,5017,5021],{"_37":5013,"_23":308,"_309":5014,"_178":5016},"fbb8eb05a7900",[5015],"1b35386cf6b4b04ed3b2b7be095efb3c","I strongly suggest that, when you're doing cold 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customer?",{"_37":5056,"_23":308,"_309":5057,"_178":5059},"b0412fa7bf0e5",[5058],"0afe059755911d1117527a077b4dcc0a","Ideally, it's vertical, it's the size of the company,",{"_37":5061,"_23":308,"_309":5062,"_178":2286},"b0412fa7bf0e6",[],{"_37":5064,"_23":308,"_309":5065,"_178":5067},"b0412fa7bf0e7",[5066],"1f4185c98c2dc0b4186e6c9cd8bf72d1","it's a specific person.",{"_37":5069,"_23":308,"_309":5070,"_178":2286},"b0412fa7bf0e8",[],{"_37":5072,"_23":308,"_309":5073,"_178":5075},"b0412fa7bf0e9",[5074],"44bfec5be0bc3540969aa4bb17a20db4","Then you get those leads,",{"_37":5077,"_23":308,"_309":5078,"_178":2286},"b0412fa7bf0e10",[],{"_37":5080,"_23":308,"_309":5081,"_178":5083},"b0412fa7bf0e11",[5082],"b42979bdb35147b665583a342ebd4a53","and ",{"_37":5085,"_23":308,"_309":5086,"_178":5088},"b0412fa7bf0e12",[5087],"49a2d6844fa66416f16029fb0bb3cef6","so what matches up?",[5090,5092,5094,5096,5098,5100,5102,5104],{"_37":5037,"_23":2335,"_2336":5091},"00:11:43.855",{"_37":5045,"_23":2335,"_2336":5093},"00:11:45.568",{"_37":5053,"_23":2335,"_2336":5095},"00:11:47.219",{"_37":5058,"_23":2335,"_2336":5097},"00:11:51.621",{"_37":5066,"_23":2335,"_2336":5099},"00:11:54.457",{"_37":5074,"_23":2335,"_2336":5101},"00:11:55.941",{"_37":5082,"_23":2335,"_2336":5103},"00:11:58.339",{"_37":5087,"_23":2335,"_2336":5105},"00:12:00.489",{"_37":5107,"_23":303,"_304":5108,"_312":5210,"_314":315},"06395ad2ca6e",[5109,5114,5117,5122,5125,5130,5133,5138,5141,5146,5149,5154,5157,5162,5165,5170,5173,5178,5181,5186,5189,5194,5197,5202,5205],{"_37":5110,"_23":308,"_309":5111,"_178":5113},"06395ad2ca6e0",[5112],"571b748b3f658f7ff35c2446551f93b1","I'm doing financial services,",{"_37":5115,"_23":308,"_309":5116,"_178":2286},"06395ad2ca6e1",[],{"_37":5118,"_23":308,"_309":5119,"_178":5121},"06395ad2ca6e2",[5120],"295e88fe5adeedd2c624111cd9ae1f4f","and I want large financial services,",{"_37":5123,"_23":308,"_309":5124,"_178":2286},"06395ad2ca6e3",[],{"_37":5126,"_23":308,"_309":5127,"_178":5129},"06395ad2ca6e4",[5128],"551d4fbf185538b53885255d2bcc3c5d","so I'm thinking that it's Dutch Telecom.",{"_37":5131,"_23":308,"_309":5132,"_178":2286},"06395ad2ca6e5",[],{"_37":5134,"_23":308,"_309":5135,"_178":5137},"06395ad2ca6e6",[5136],"f4bd17df058646fadfb96988158f6441","It's Wells Fargo.",{"_37":5139,"_23":308,"_309":5140,"_178":2286},"06395ad2ca6e7",[],{"_37":5142,"_23":308,"_309":5143,"_178":5145},"06395ad2ca6e8",[5144],"3f8239b7fa479e4743904380dfb2ecba","It's U.S. Bank.",{"_37":5147,"_23":308,"_309":5148,"_178":2286},"06395ad2ca6e9",[],{"_37":5150,"_23":308,"_309":5151,"_178":5153},"06395ad2ca6e10",[5152],"5d7a92243d6aac62db0565e3ef5819fa","It's Bank of America.",{"_37":5155,"_23":308,"_309":5156,"_178":2286},"06395ad2ca6e11",[],{"_37":5158,"_23":308,"_309":5159,"_178":5161},"06395ad2ca6e12",[5160],"a509d940536e8e7e8da8f77e6265aca5","There are 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list.",[5718,5720,5722,5724,5726,5728,5730,5732,5734,5736],{"_37":5643,"_23":2335,"_2336":5719},"00:14:10.339",{"_37":5651,"_23":2335,"_2336":5721},"00:14:12.337",{"_37":5659,"_23":2335,"_2336":5723},"00:14:15.309",{"_37":5667,"_23":2335,"_2336":5725},"00:14:18.129",{"_37":5675,"_23":2335,"_2336":5727},"00:14:19.840",{"_37":5683,"_23":2335,"_2336":5729},"00:14:22.419",{"_37":5691,"_23":2335,"_2336":5731},"00:14:24.568",{"_37":5699,"_23":2335,"_2336":5733},"00:14:29.513",{"_37":5707,"_23":2335,"_2336":5735},"00:14:30.704",{"_37":5715,"_23":2335,"_2336":5737},"00:14:33.594",{"_37":5739,"_23":303,"_304":5740,"_312":5786,"_314":315},"152fd62d538f",[5741,5746,5749,5754,5757,5762,5765,5770,5773,5778,5781],{"_37":5742,"_23":308,"_309":5743,"_178":5745},"152fd62d538f0",[5744],"cef41be7d2670ce6fdb205bd250e03d7","Some are better than 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out",{"_37":5812,"_23":308,"_309":5813,"_178":2286},"2d2f5e55b3802",[],{"_37":5815,"_23":308,"_309":5816,"_178":5818},"2d2f5e55b3803",[5817],"f011134189026eab9e2892af03db6b55","your demand gen program as what your needs",{"_37":5820,"_23":308,"_309":5821,"_178":5822},"2d2f5e55b3804",[]," are ",{"_37":5824,"_23":308,"_309":5825,"_178":5827},"2d2f5e55b3805",[5826],"ab0f295237b96d030dd67ef78fb3c59e","and who you are targeting.",{"_37":5829,"_23":308,"_309":5830,"_178":2286},"2d2f5e55b3806",[],{"_37":5832,"_23":308,"_309":5833,"_178":5835},"2d2f5e55b3807",[5834],"c7e0a38cf4309936e5296cfb05b2d5eb","And then balance 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you,",{"_37":5870,"_23":308,"_309":5871,"_178":2286},"22cc22d2e4af5",[],{"_37":5873,"_23":308,"_309":5874,"_178":5876},"22cc22d2e4af6",[5875],"68fa3d70bc6b1079fd6c9460703e2d76","and that's going to take trial and error",{"_37":5878,"_23":308,"_309":5879,"_178":2286},"22cc22d2e4af7",[],{"_37":5881,"_23":308,"_309":5882,"_178":5884},"22cc22d2e4af8",[5883],"8e22b7282eebbd616cfbfd8619349a87","and tons of 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likely candidate.",{"_37":6234,"_23":308,"_309":6235,"_178":2286},"a68bb4e8f1ab3",[],{"_37":6237,"_23":308,"_309":6238,"_178":6240},"a68bb4e8f1ab4",[6239],"1c9a3457f9da0917af3c4a39ca8adad3","The way I look at a marketing-qualified lead,",{"_37":6242,"_23":308,"_309":6243,"_178":2286},"a68bb4e8f1ab5",[],{"_37":6245,"_23":308,"_309":6246,"_178":6248},"a68bb4e8f1ab6",[6247],"656e7dbfa3fe7b63e7710efe6750fa1c","I call it an \"eyeball qualification.\"",{"_37":6250,"_23":308,"_309":6251,"_178":2286},"a68bb4e8f1ab7",[],{"_37":6253,"_23":308,"_309":6254,"_178":6256},"a68bb4e8f1ab8",[6255],"0567a72640e16b2adacf0bc3ef4ab7ee","On paper they look good,",{"_37":6258,"_23":308,"_309":6259,"_178":2286},"a68bb4e8f1ab9",[],{"_37":6261,"_23":308,"_309":6262,"_178":6264},"a68bb4e8f1ab10",[6263],"5ecdf9077e517ab7b3c6445a2f6a9fd6","looks like the right person,",{"_37":6266,"_23":308,"_309":6267,"_178":2286},"a68bb4e8f1ab11",[],{"_37":6269,"_23":308,"_309":6270,"_178":6272},"a68bb4e8f1ab12",[6271],"313774a19b16b5742698c911eaaa5dbc","looks like a great company,",{"_37":6274,"_23":308,"_309":6275,"_178":2286},"a68bb4e8f1ab13",[],{"_37":6277,"_23":308,"_309":6278,"_178":6280},"a68bb4e8f1ab14",[6279],"a7cadf45d83d1e09ed373d7b12b9ffbe","looks like the right everything,",{"_37":6282,"_23":308,"_309":6283,"_178":2286},"a68bb4e8f1ab15",[],{"_37":6285,"_23":308,"_309":6286,"_178":6288},"a68bb4e8f1ab16",[6287],"e1e5cf2d0c1b57efd830824f304ae546","looks like they have interest. ",{"_37":6290,"_23":308,"_309":6291,"_178":6293},"a68bb4e8f1ab17",[6292],"a85d883ccf7f4d01c9e40262082a4217","But ultimately, they're marketing qualified.",[6295,6297,6299,6301,6303,6305,6307,6309,6311,6313],{"_37":6223,"_23":2335,"_2336":6296},"00:16:34.022",{"_37":6231,"_23":2335,"_2336":6298},"00:16:36.765",{"_37":6239,"_23":2335,"_2336":6300},"00:16:39.949",{"_37":6247,"_23":2335,"_2336":6302},"00:16:42.435",{"_37":6255,"_23":2335,"_2336":6304},"00:16:44.896",{"_37":6263,"_23":2335,"_2336":6306},"00:16:47.090",{"_37":6271,"_23":2335,"_2336":6308},"00:16:48.158",{"_37":6279,"_23":2335,"_2336":6310},"00:16:49.768",{"_37":6287,"_23":2335,"_2336":6312},"00:16:51.992",{"_37":6292,"_23":2335,"_2336":6314},"00:16:53.779",{"_37":6316,"_23":303,"_304":6317,"_312":6395,"_314":315},"89a8436fc6db",[6318,6323,6326,6331,6334,6339,6342,6347,6350,6355,6358,6363,6366,6371,6374,6379,6382,6387,6390],{"_37":6319,"_23":308,"_309":6320,"_178":6322},"89a8436fc6db0",[6321],"4e5c7a09103932d3ff05b10b3a2c2d53","They're eyeball qualified because no one",{"_37":6324,"_23":308,"_309":6325,"_178":2286},"89a8436fc6db1",[],{"_37":6327,"_23":308,"_309":6328,"_178":6330},"89a8436fc6db2",[6329],"ff536b621f0119022298b9f8b45a14dc","has talked to them,",{"_37":6332,"_23":308,"_309":6333,"_178":2286},"89a8436fc6db3",[],{"_37":6335,"_23":308,"_309":6336,"_178":6338},"89a8436fc6db4",[6337],"113b4d0c37dfb02577ba17cf95b00cba","and that's where an SDR comes in.",{"_37":6340,"_23":308,"_309":6341,"_178":2286},"89a8436fc6db5",[],{"_37":6343,"_23":308,"_309":6344,"_178":6346},"89a8436fc6db6",[6345],"86f28267bde5e28f9891197bd6cb4d4b","The SDR is outreaching to them,",{"_37":6348,"_23":308,"_309":6349,"_178":2286},"89a8436fc6db7",[],{"_37":6351,"_23":308,"_309":6352,"_178":6354},"89a8436fc6db8",[6353],"91bd3916b3710dc3092ac81f3ee401cf","and they are qualifying to the point",{"_37":6356,"_23":308,"_309":6357,"_178":2286},"89a8436fc6db9",[],{"_37":6359,"_23":308,"_309":6360,"_178":6362},"89a8436fc6db10",[6361],"9474d29ede219d6d2eb32ec93f6620c3","of whatever criteria you've sent.",{"_37":6364,"_23":308,"_309":6365,"_178":2286},"89a8436fc6db11",[],{"_37":6367,"_23":308,"_309":6368,"_178":6370},"89a8436fc6db12",[6369],"79e855df22f9e26a2273b09f7282ef86","I will say one of the things",{"_37":6372,"_23":308,"_309":6373,"_178":2286},"89a8436fc6db13",[],{"_37":6375,"_23":308,"_309":6376,"_178":6378},"89a8436fc6db14",[6377],"fad85156eb26f343e3f41e110e29e0d0","that we've implemented at Iron.io is",{"_37":6380,"_23":308,"_309":6381,"_178":2286},"89a8436fc6db15",[],{"_37":6383,"_23":308,"_309":6384,"_178":6386},"89a8436fc6db16",[6385],"da38cc671238eec64f006435cc7ac70b","in part because I don't like arguing",{"_37":6388,"_23":308,"_309":6389,"_178":2286},"89a8436fc6db17",[],{"_37":6391,"_23":308,"_309":6392,"_178":6394},"89a8436fc6db18",[6393],"b8ab8df27e5c77a8254f88913a670887","is that we split the BANT.",[6396,6398,6400,6402,6404,6406,6408,6410,6412,6414],{"_37":6321,"_23":2335,"_2336":6397},"00:16:55.944",{"_37":6329,"_23":2335,"_2336":6399},"00:16:58.290",{"_37":6337,"_23":2335,"_2336":6401},"00:16:59.855",{"_37":6345,"_23":2335,"_2336":6403},"00:17:03.807",{"_37":6353,"_23":2335,"_2336":6405},"00:17:06.746",{"_37":6361,"_23":2335,"_2336":6407},"00:17:10.889",{"_37":6369,"_23":2335,"_2336":6409},"00:17:13.653",{"_37":6377,"_23":2335,"_2336":6411},"00:17:15.991",{"_37":6385,"_23":2335,"_2336":6413},"00:17:19.857",{"_37":6393,"_23":2335,"_2336":6415},"00:17:22.443",{"_37":6417,"_23":303,"_304":6418,"_312":6483,"_314":315},"2adbdabbca1f",[6419,6422,6427,6430,6435,6438,6443,6446,6451,6454,6459,6462,6467,6470,6475,6478],{"_37":6420,"_23":308,"_309":6421,"_178":3344},"2adbdabbca1f0",[],{"_37":6423,"_23":308,"_309":6424,"_178":6426},"2adbdabbca1f1",[6425],"e476a524cc1c3b6fc5a963b28ffd20b1","nstead of some 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person,",{"_37":6460,"_23":308,"_309":6461,"_178":2286},"2adbdabbca1f10",[],{"_37":6463,"_23":308,"_309":6464,"_178":6466},"2adbdabbca1f11",[6465],"3443e92e3efa89bd4d5b189403027d37","and they've established that there is a need",{"_37":6468,"_23":308,"_309":6469,"_178":2286},"2adbdabbca1f12",[],{"_37":6471,"_23":308,"_309":6472,"_178":6474},"2adbdabbca1f13",[6473],"6a6fe5e6235ba12906ed2227e4b42ca4","that we are selling to,",{"_37":6476,"_23":308,"_309":6477,"_178":2286},"2adbdabbca1f14",[],{"_37":6479,"_23":308,"_309":6480,"_178":6482},"2adbdabbca1f15",[6481],"cc81110d7825d9bcab0d8eee9d11d18c","that is a sales qualified lead.",[6484,6486,6488,6490,6492,6494,6496,6498],{"_37":6425,"_23":2335,"_2336":6485},"00:17:24.456",{"_37":6433,"_23":2335,"_2336":6487},"00:17:26.356",{"_37":6441,"_23":2335,"_2336":6489},"00:17:28.438",{"_37":6449,"_23":2335,"_2336":6491},"00:17:29.879",{"_37":6457,"_23":2335,"_2336":6493},"00:17:31.112",{"_37":6465,"_23":2335,"_2336":6495},"00:17:35.912",{"_37":6473,"_23":2335,"_2336":6497},"00:17:39.757",{"_37":6481,"_23":2335,"_2336":6499},"00:17:42.159",{"_37":6501,"_23":303,"_304":6502,"_312":6540,"_314":315},"873a451b809e",[6503,6508,6511,6516,6519,6524,6527,6532,6535],{"_37":6504,"_23":308,"_309":6505,"_178":6507},"873a451b809e0",[6506],"837ee6fb948e490b1f188def0b9acf8d","Then what happens is, on the next side",{"_37":6509,"_23":308,"_309":6510,"_178":2686},"873a451b809e1",[],{"_37":6512,"_23":308,"_309":6513,"_178":6515},"873a451b809e2",[6514],"eee11e6740a4a34839c3069ee6a117d9","the account executive then will qualify it",{"_37":6517,"_23":308,"_309":6518,"_178":2286},"873a451b809e3",[],{"_37":6520,"_23":308,"_309":6521,"_178":6523},"873a451b809e4",[6522],"9b4ac3aded8e89857210fb39a9c4f2c1","the rest of the way.",{"_37":6525,"_23":308,"_309":6526,"_178":2286},"873a451b809e5",[],{"_37":6528,"_23":308,"_309":6529,"_178":6531},"873a451b809e6",[6530],"82ee0da78ebedb4bc7049060040502e7","Is there a timeline and access to budget?",{"_37":6533,"_23":308,"_309":6534,"_178":2286},"873a451b809e7",[],{"_37":6536,"_23":308,"_309":6537,"_178":6539},"873a451b809e8",[6538],"f46817bc98933a4a279c518638cba84b","And then it can become an opportunity.",[6541,6543,6545,6547,6549],{"_37":6506,"_23":2335,"_2336":6542},"00:17:46.284",{"_37":6514,"_23":2335,"_2336":6544},"00:17:48.999",{"_37":6522,"_23":2335,"_2336":6546},"00:17:52.068",{"_37":6530,"_23":2335,"_2336":6548},"00:17:53.660",{"_37":6538,"_23":2335,"_2336":6550},"00:17:56.693",{"_37":6552,"_23":303,"_304":6553,"_312":6628,"_314":315},"b26b384a56e4",[6554,6559,6562,6567,6570,6575,6578,6583,6586,6591,6594,6599,6602,6607,6610,6615,6618,6623],{"_37":6555,"_23":308,"_309":6556,"_178":6558},"b26b384a56e40",[6557],"83358392e5dbc41859568fe4b610fd56","We've also implemented that, between the two",{"_37":6560,"_23":308,"_309":6561,"_178":2286},"b26b384a56e41",[],{"_37":6563,"_23":308,"_309":6564,"_178":6566},"b26b384a56e42",[6565],"dfa3c31167a24712080012701cb8b6bd","that the SDRs, they will schedule a call,",{"_37":6568,"_23":308,"_309":6569,"_178":2286},"b26b384a56e43",[],{"_37":6571,"_23":308,"_309":6572,"_178":6574},"b26b384a56e44",[6573],"a6fa347b73b14550421a4ef9625d273f","but it only becomes a sales accepted lead",{"_37":6576,"_23":308,"_309":6577,"_178":2286},"b26b384a56e45",[],{"_37":6579,"_23":308,"_309":6580,"_178":6582},"b26b384a56e46",[6581],"65e5ec8912d3ecf691052685c01d638b","when that AE accepts that call.",{"_37":6584,"_23":308,"_309":6585,"_178":2286},"b26b384a56e47",[],{"_37":6587,"_23":308,"_309":6588,"_178":6590},"b26b384a56e48",[6589],"cce634cc9ef404f3ba62b3148c44497c","I will say that 99% of the time,",{"_37":6592,"_23":308,"_309":6593,"_178":2286},"b26b384a56e49",[],{"_37":6595,"_23":308,"_309":6596,"_178":6598},"b26b384a56e410",[6597],"c39330caade8a00c858949df9eb5c756","because they're aligned, that would happen,",{"_37":6600,"_23":308,"_309":6601,"_178":2286},"b26b384a56e411",[],{"_37":6603,"_23":308,"_309":6604,"_178":6606},"b26b384a56e412",[6605],"590e062fabc8bc990e12c5e664457fae","but there could be a time where the SDR",{"_37":6608,"_23":308,"_309":6609,"_178":2286},"b26b384a56e413",[],{"_37":6611,"_23":308,"_309":6612,"_178":6614},"b26b384a56e414",[6613],"ac5a1ef1b29864b0af6db5e4ebf2eeb0","schedules a call, and the AE says,",{"_37":6616,"_23":308,"_309":6617,"_178":2286},"b26b384a56e415",[],{"_37":6619,"_23":308,"_309":6620,"_178":6622},"b26b384a56e416",[6621],"1d2ed5fb742e0cbe2cedb4ae8b4932d0","\"Well, this was really a support call.",{"_37":6624,"_23":308,"_309":6625,"_178":6627},"b26b384a56e417",[6626],"1ffc5b4b1cf12145b018940e96929907","This shouldn't count.\"",[6629,6631,6633,6635,6637,6639,6641,6643,6645,6647],{"_37":6557,"_23":2335,"_2336":6630},"00:17:59.321",{"_37":6565,"_23":2335,"_2336":6632},"00:18:01.372",{"_37":6573,"_23":2335,"_2336":6634},"00:18:06.348",{"_37":6581,"_23":2335,"_2336":6636},"00:18:09.723",{"_37":6589,"_23":2335,"_2336":6638},"00:18:14.215",{"_37":6597,"_23":2335,"_2336":6640},"00:18:16.741",{"_37":6605,"_23":2335,"_2336":6642},"00:18:18.371",{"_37":6613,"_23":2335,"_2336":6644},"00:18:20.627",{"_37":6621,"_23":2335,"_2336":6646},"00:18:23.521",{"_37":6626,"_23":2335,"_2336":6648},"00:18:25.529",{"_37":6650,"_23":303,"_304":6651,"_312":6710,"_314":315},"a8fec8bff274",[6652,6657,6660,6665,6670,6673,6678,6681,6686,6689,6694,6697,6702,6705],{"_37":6653,"_23":308,"_309":6654,"_178":6656},"a8fec8bff2740",[6655],"2942c2876fc27ccfeef12193902fc6c9","The significance for the SDRs is",{"_37":6658,"_23":308,"_309":6659,"_178":2286},"a8fec8bff2741",[],{"_37":6661,"_23":308,"_309":6662,"_178":6664},"a8fec8bff2742",[6663],"451af3e4462fc1cc0a4208bac10f8c4e","that t",{"_37":6666,"_23":308,"_309":6667,"_178":6669},"a8fec8bff2743",[6668],"23e1e84e179f650fdf8d8000b367f369","hey have a quota of SALs,",{"_37":6671,"_23":308,"_309":6672,"_178":2286},"a8fec8bff2744",[],{"_37":6674,"_23":308,"_309":6675,"_178":6677},"a8fec8bff2745",[6676],"d4dab15dc2899f0731482efbcfb7e1ce","so it all works in the process.",{"_37":6679,"_23":308,"_309":6680,"_178":2286},"a8fec8bff2746",[],{"_37":6682,"_23":308,"_309":6683,"_178":6685},"a8fec8bff2747",[6684],"2cf36ae052458d89d444ee89003ef859","This is just one way of doing it,",{"_37":6687,"_23":308,"_309":6688,"_178":2286},"a8fec8bff2748",[],{"_37":6690,"_23":308,"_309":6691,"_178":6693},"a8fec8bff2749",[6692],"73b4671b1dccc23a2a5bdcfbee12cc63","but this is the way that we do 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\"no.\"",[8238,8240,8242,8244],{"_37":8211,"_23":2335,"_2336":8239},"00:25:19.198",{"_37":8219,"_23":2335,"_2336":8241},"00:25:20.698",{"_37":8227,"_23":2335,"_2336":8243},"00:25:23.970",{"_37":8235,"_23":2335,"_2336":8245},"00:25:25.737",{"_37":8247,"_23":303,"_304":8248,"_312":8302,"_314":315},"b62fbc3c9204",[8249,8254,8257,8262,8265,8270,8273,8278,8281,8286,8289,8294,8297],{"_37":8250,"_23":308,"_309":8251,"_178":8253},"b62fbc3c92040",[8252],"abb7cfaac88dbb62e1f0ac24b10c4917","There are more questions that follow:",{"_37":8255,"_23":308,"_309":8256,"_178":4659},"b62fbc3c92041",[],{"_37":8258,"_23":308,"_309":8259,"_178":8261},"b62fbc3c92042",[8260],"898c6237fa2817c0ed9df2442f15d401","We can't talk about it publicly.",{"_37":8263,"_23":308,"_309":8264,"_178":2286},"b62fbc3c92043",[],{"_37":8266,"_23":308,"_309":8267,"_178":8269},"b62fbc3c92044",[8268],"a2dab706904b90775d7c17b3a5bf7e71","Can we talk about it with an analyst?",{"_37":8271,"_23":308,"_309":8272,"_178":2286},"b62fbc3c92045",[],{"_37":8274,"_23":308,"_309":8275,"_178":8277},"b62fbc3c92046",[8276],"980f2696c5bed816c5ff420aa3f8c000","Would you be willing to talk to an analyst",{"_37":8279,"_23":308,"_309":8280,"_178":2286},"b62fbc3c92047",[],{"_37":8282,"_23":308,"_309":8283,"_178":8285},"b62fbc3c92048",[8284],"956bd7d7b620e5d53a26458a5eacca15","but not have it be public?",{"_37":8287,"_23":308,"_309":8288,"_178":2286},"b62fbc3c92049",[],{"_37":8290,"_23":308,"_309":8291,"_178":8293},"b62fbc3c920410",[8292],"19ccb52b5d47420d9bd1e760817ac562","Would you be willing to talk to a prospect?",{"_37":8295,"_23":308,"_309":8296,"_178":2286},"b62fbc3c920411",[],{"_37":8298,"_23":308,"_309":8299,"_178":8301},"b62fbc3c920412",[8300],"9c6480fb9749a352940f661a1345a470","Can we write it up?\"",[8303,8305,8307,8309,8311,8313,8315],{"_37":8252,"_23":2335,"_2336":8304},"00:25:29.724",{"_37":8260,"_23":2335,"_2336":8306},"00:25:32.397",{"_37":8268,"_23":2335,"_2336":8308},"00:25:34.196",{"_37":8276,"_23":2335,"_2336":8310},"00:25:37.091",{"_37":8284,"_23":2335,"_2336":8312},"00:25:38.487",{"_37":8292,"_23":2335,"_2336":8314},"00:25:39.686",{"_37":8300,"_23":2335,"_2336":8316},"00:25:44.374",{"_37":8318,"_23":303,"_304":8319,"_312":8389,"_314":315},"06633b4a0c0b",[8320,8325,8328,8333,8336,8341,8344,8349,8352,8357,8360,8365,8368,8373,8376,8381,8384],{"_37":8321,"_23":308,"_309":8322,"_178":8324},"06633b4a0c0b0",[8323],"85ca2e89b06ce5fab0b7adbb5243a052","You don't have to ask them if you can write it up",{"_37":8326,"_23":308,"_309":8327,"_178":2286},"06633b4a0c0b1",[],{"_37":8329,"_23":308,"_309":8330,"_178":8332},"06633b4a0c0b2",[8331],"40880c63e9796e4957e478c4d86a0dfd","and use it internally",{"_37":8334,"_23":308,"_309":8335,"_178":2286},"06633b4a0c0b3",[],{"_37":8337,"_23":308,"_309":8338,"_178":8340},"06633b4a0c0b4",[8339],"cd9368eb3ae1178f0eb2de4d718e40f4","so that your team is learning the best use cases",{"_37":8342,"_23":308,"_309":8343,"_178":2286},"06633b4a0c0b5",[],{"_37":8345,"_23":308,"_309":8346,"_178":8348},"06633b4a0c0b6",[8347],"2b859521c93aa783eecfd7cdc2832d34","for your product.",{"_37":8350,"_23":308,"_309":8351,"_178":2286},"06633b4a0c0b7",[],{"_37":8353,"_23":308,"_309":8354,"_178":8356},"06633b4a0c0b8",[8355],"b90c754def99685c1a472ab6a53b7418","So there's multiple options",{"_37":8358,"_23":308,"_309":8359,"_178":2286},"06633b4a0c0b9",[],{"_37":8361,"_23":308,"_309":8362,"_178":8364},"06633b4a0c0b10",[8363],"1f24fdd5be85e34d8b815840c339b99e","instead of just taking a,",{"_37":8366,"_23":308,"_309":8367,"_178":2286},"06633b4a0c0b11",[],{"_37":8369,"_23":308,"_309":8370,"_178":8372},"06633b4a0c0b12",[8371],"ec872c9e0d681628d70619279292f9a3","\"No, you can't put our name out,\"",{"_37":8374,"_23":308,"_309":8375,"_178":2286},"06633b4a0c0b13",[],{"_37":8377,"_23":308,"_309":8378,"_178":8380},"06633b4a0c0b14",[8379],"22fce7855987e547f90a397f1a0ae718","or, \"No, we won't do any media.\"",{"_37":8382,"_23":308,"_309":8383,"_178":2286},"06633b4a0c0b15",[],{"_37":8385,"_23":308,"_309":8386,"_178":8388},"06633b4a0c0b16",[8387],"8f21f48effbcfedd1ca88dccceeaf449","There's always options.",[8390,8392,8394,8396,8398,8400,8402,8404,8406],{"_37":8323,"_23":2335,"_2336":8391},"00:25:46.343",{"_37":8331,"_23":2335,"_2336":8393},"00:25:47.773",{"_37":8339,"_23":2335,"_2336":8395},"00:25:48.854",{"_37":8347,"_23":2335,"_2336":8397},"00:25:54.438",{"_37":8355,"_23":2335,"_2336":8399},"00:25:55.457",{"_37":8363,"_23":2335,"_2336":8401},"00:25:57.156",{"_37":8371,"_23":2335,"_2336":8403},"00:25:58.952",{"_37":8379,"_23":2335,"_2336":8405},"00:26:00.943",{"_37":8387,"_23":2335,"_2336":8407},"00:26:02.258",{"_37":8409,"_23":303,"_304":8410,"_312":8461,"_314":315},"7673d80881c2",[8411,8416,8419,8424,8427,8432,8435,8440,8443,8448,8451,8456],{"_37":8412,"_23":308,"_309":8413,"_178":8415},"7673d80881c20",[8414],"fe3ca959bfa595190096b0e68b6e89a4","This is an example",{"_37":8417,"_23":308,"_309":8418,"_178":2286},"7673d80881c21",[],{"_37":8420,"_23":308,"_309":8421,"_178":8423},"7673d80881c22",[8422],"eab14c946b367fb0977cc3daab185549","from Iron that we had a discussion on.",{"_37":8425,"_23":308,"_309":8426,"_178":2286},"7673d80881c23",[],{"_37":8428,"_23":308,"_309":8429,"_178":8431},"7673d80881c24",[8430],"fc0ab93bc17598a3324ea559a25449d1","We talked about the differences",{"_37":8433,"_23":308,"_309":8434,"_178":2286},"7673d80881c25",[],{"_37":8436,"_23":308,"_309":8437,"_178":8439},"7673d80881c26",[8438],"d49f507fdb4d2e00262e776896a36ff9","between the \"How much time you should spend",{"_37":8441,"_23":308,"_309":8442,"_178":2286},"7673d80881c27",[],{"_37":8444,"_23":308,"_309":8445,"_178":8447},"7673d80881c28",[8446],"c6d4ea85b32a7db7b56be8a83c69e130","being broad,\"",{"_37":8449,"_23":308,"_309":8450,"_178":2286},"7673d80881c29",[],{"_37":8452,"_23":308,"_309":8453,"_178":8455},"7673d80881c210",[8454],"2560c825762ee864eea51fd7e5780239","and \"How much time you should spend targeting.\" ",{"_37":8457,"_23":308,"_309":8458,"_178":8460},"7673d80881c211",[8459],"14fa84f6c75404b65157966e829dd487","The best program has both.",[8462,8464,8466,8468,8470,8472,8474],{"_37":8414,"_23":2335,"_2336":8463},"00:26:08.327",{"_37":8422,"_23":2335,"_2336":8465},"00:26:11.320",{"_37":8430,"_23":2335,"_2336":8467},"00:26:14.148",{"_37":8438,"_23":2335,"_2336":8469},"00:26:15.629",{"_37":8446,"_23":2335,"_2336":8471},"00:26:21.101",{"_37":8454,"_23":2335,"_2336":8473},"00:26:22.351",{"_37":8459,"_23":2335,"_2336":8475},"00:26:31.304",{"_37":8477,"_23":303,"_304":8478,"_312":8556,"_314":315},"82d6ee85fbec",[8479,8484,8487,8492,8495,8500,8503,8508,8511,8516,8519,8524,8527,8532,8535,8540,8543,8548,8551],{"_37":8480,"_23":308,"_309":8481,"_178":8483},"82d6ee85fbec0",[8482],"3a2524990a39ef91872663f3723ec816","I'm aligning my campaign with the persona,",{"_37":8485,"_23":308,"_309":8486,"_178":2286},"82d6ee85fbec1",[],{"_37":8488,"_23":308,"_309":8489,"_178":8491},"82d6ee85fbec2",[8490],"98fb702d42d7185d238bc37c3051134b","and then I'm using those use cases",{"_37":8493,"_23":308,"_309":8494,"_178":2286},"82d6ee85fbec3",[],{"_37":8496,"_23":308,"_309":8497,"_178":8499},"82d6ee85fbec4",[8498],"67234fa8e038bc59a7dbe6b5bda43e2a","and focused on pain points",{"_37":8501,"_23":308,"_309":8502,"_178":2286},"82d6ee85fbec5",[],{"_37":8504,"_23":308,"_309":8505,"_178":8507},"82d6ee85fbec6",[8506],"ac9bf115b7ff5df569caed96c59ed86b","to get more people who are",{"_37":8509,"_23":308,"_309":8510,"_178":2286},"82d6ee85fbec7",[],{"_37":8512,"_23":308,"_309":8513,"_178":8515},"82d6ee85fbec8",[8514],"fc4b40bf007ba2a673b9ce5ae278ac4c","not only people being acquired,",{"_37":8517,"_23":308,"_309":8518,"_178":2286},"82d6ee85fbec9",[],{"_37":8520,"_23":308,"_309":8521,"_178":8523},"82d6ee85fbec10",[8522],"341e44a6c92d38d04b0b718e237f5d64","but are they likely buyers?",{"_37":8525,"_23":308,"_309":8526,"_178":2286},"82d6ee85fbec11",[],{"_37":8528,"_23":308,"_309":8529,"_178":8531},"82d6ee85fbec12",[8530],"366f6be005b4b62add8e4be9316ea9a9","If we go back to content,",{"_37":8533,"_23":308,"_309":8534,"_178":2286},"82d6ee85fbec13",[],{"_37":8536,"_23":308,"_309":8537,"_178":8539},"82d6ee85fbec14",[8538],"492093a154e7c873af4dab20450a42f3","that is the \"Best practices for",{"_37":8541,"_23":308,"_309":8542,"_178":2286},"82d6ee85fbec15",[],{"_37":8544,"_23":308,"_309":8545,"_178":8547},"82d6ee85fbec16",[8546],"b0f957b2f832ec5241cf9491a9dc5330","how to implement XYZ.\"",{"_37":8549,"_23":308,"_309":8550,"_178":2286},"82d6ee85fbec17",[],{"_37":8552,"_23":308,"_309":8553,"_178":8555},"82d6ee85fbec18",[8554],"af5bbc95726de270c9ce654f016bb2fe","They tend to be things that are more actionable.",[8557,8559,8561,8563,8565,8567,8569,8571,8573,8575],{"_37":8482,"_23":2335,"_2336":8558},"00:26:33.629",{"_37":8490,"_23":2335,"_2336":8560},"00:26:38.698",{"_37":8498,"_23":2335,"_2336":8562},"00:26:41.325",{"_37":8506,"_23":2335,"_2336":8564},"00:26:43.997",{"_37":8514,"_23":2335,"_2336":8566},"00:26:45.660",{"_37":8522,"_23":2335,"_2336":8568},"00:26:48.290",{"_37":8530,"_23":2335,"_2336":8570},"00:26:51.085",{"_37":8538,"_23":2335,"_2336":8572},"00:26:52.724",{"_37":8546,"_23":2335,"_2336":8574},"00:26:54.843",{"_37":8554,"_23":2335,"_2336":8576},"00:26:57.468",{"_37":8578,"_23":303,"_304":8579,"_312":8662,"_314":315},"ce4bcfc8ce77",[8580,8585,8590,8593,8598,8601,8606,8609,8614,8617,8622,8625,8630,8633,8638,8641,8646,8649,8654,8657],{"_37":8581,"_23":308,"_309":8582,"_178":8584},"ce4bcfc8ce770",[8583],"a58c25450ccaecbd9bb6dc8dfb15a87f","The first thing I started with is",{"_37":8586,"_23":308,"_309":8587,"_178":8589},"ce4bcfc8ce771",[8588],"9e343a3534bd043443b701b0579f4ab3"," a white paper on what is serverless,",{"_37":8591,"_23":308,"_309":8592,"_178":2286},"ce4bcfc8ce772",[],{"_37":8594,"_23":308,"_309":8595,"_178":8597},"ce4bcfc8ce773",[8596],"44beb2f4409ba6d97aaa8122a0a6db46","and that's great for people who are getting educated.",{"_37":8599,"_23":308,"_309":8600,"_178":2286},"ce4bcfc8ce774",[],{"_37":8602,"_23":308,"_309":8603,"_178":8605},"ce4bcfc8ce775",[8604],"51444490d0ae030ca8a0b63242a53296","But there needs to be those next pieces",{"_37":8607,"_23":308,"_309":8608,"_178":2286},"ce4bcfc8ce776",[],{"_37":8610,"_23":308,"_309":8611,"_178":8613},"ce4bcfc8ce777",[8612],"51782ffc24522b4d277ca6d874f70ad0","where you're taking people on that journey",{"_37":8615,"_23":308,"_309":8616,"_178":2311},"ce4bcfc8ce778",[],{"_37":8618,"_23":308,"_309":8619,"_178":8621},"ce4bcfc8ce779",[8620],"c66d2ada765bbe3e37e8a00f1dfc5bc3","To tie it to all around,",{"_37":8623,"_23":308,"_309":8624,"_178":2286},"ce4bcfc8ce7710",[],{"_37":8626,"_23":308,"_309":8627,"_178":8629},"ce4bcfc8ce7711",[8628],"cbbbcacd7b053625b0048fffbc470891","if we had a nurture campaign,",{"_37":8631,"_23":308,"_309":8632,"_178":2286},"ce4bcfc8ce7712",[],{"_37":8634,"_23":308,"_309":8635,"_178":8637},"ce4bcfc8ce7713",[8636],"e14861cb64a97bcf7686214543bacf50","they may have started with that",{"_37":8639,"_23":308,"_309":8640,"_178":2286},"ce4bcfc8ce7714",[],{"_37":8642,"_23":308,"_309":8643,"_178":8645},"ce4bcfc8ce7715",[8644],"d3bc8d71467b21b890a29779f20f23e4","piece that was the serverless white paper,",{"_37":8647,"_23":308,"_309":8648,"_178":2286},"ce4bcfc8ce7716",[],{"_37":8650,"_23":308,"_309":8651,"_178":8653},"ce4bcfc8ce7717",[8652],"97f38602df22241cb84f5b779d55e350","and then the drip campaign ends up",{"_37":8655,"_23":308,"_309":8656,"_178":2286},"ce4bcfc8ce7718",[],{"_37":8658,"_23":308,"_309":8659,"_178":8661},"ce4bcfc8ce7719",[8660],"259d698c5b8b0b0861b4e4da43dce290","offering them those other pieces.",[8663,8665,8667,8669,8671,8673,8675,8677,8679,8681,8683],{"_37":8583,"_23":2335,"_2336":8664},"00:27:01.116",{"_37":8588,"_23":2335,"_2336":8666},"00:27:02.866",{"_37":8596,"_23":2335,"_2336":8668},"00:27:06.764",{"_37":8604,"_23":2335,"_2336":8670},"00:27:08.949",{"_37":8612,"_23":2335,"_2336":8672},"00:27:11.211",{"_37":8620,"_23":2335,"_2336":8674},"00:27:15.823",{"_37":8628,"_23":2335,"_2336":8676},"00:27:17.686",{"_37":8636,"_23":2335,"_2336":8678},"00:27:20.112",{"_37":8644,"_23":2335,"_2336":8680},"00:27:23.100",{"_37":8652,"_23":2335,"_2336":8682},"00:27:26.154",{"_37":8660,"_23":2335,"_2336":8684},"00:27:28.191",{"_37":8686,"_23":303,"_304":8687,"_312":8770,"_314":315},"af6445529150",[8688,8693,8696,8701,8704,8709,8712,8717,8720,8725,8728,8733,8736,8741,8744,8749,8754,8757,8762,8765],{"_37":8689,"_23":308,"_309":8690,"_178":8692},"af64455291500",[8691],"f810472aff18c76d4b1bea3704a964e6","I'll mention 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now",{"_37":8726,"_23":308,"_309":8727,"_178":2286},"af64455291509",[],{"_37":8729,"_23":308,"_309":8730,"_178":8732},"af644552915010",[8731],"00abec7deeefe7dd4df55d28c95c367d","that say, \"Are you interested in...?\"",{"_37":8734,"_23":308,"_309":8735,"_178":2286},"af644552915011",[],{"_37":8737,"_23":308,"_309":8738,"_178":8740},"af644552915012",[8739],"f3278aa630180fe15e08ee73fecbf120","There are three things,",{"_37":8742,"_23":308,"_309":8743,"_178":2286},"af644552915013",[],{"_37":8745,"_23":308,"_309":8746,"_178":8748},"af644552915014",[8747],"ec1b8609c255fa35c99b2da2c3e51a03","and one of them is",{"_37":8750,"_23":308,"_309":8751,"_178":8753},"af644552915015",[8752],"6790d828a87fc5db438f8d2d1665c531",", if you click on \"learning about\"",{"_37":8755,"_23":308,"_309":8756,"_178":2286},"af644552915016",[],{"_37":8758,"_23":308,"_309":8759,"_178":8761},"af644552915017",[8760],"49185a1ee53c477e6a5ff3037828e5fe","as part of that 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revenue.",{"_37":9783,"_23":308,"_309":9784,"_178":2286},"33089edf7bf814",[],{"_37":9786,"_23":308,"_309":9787,"_178":9789},"33089edf7bf815",[9788],"699a2892d7856a86996f2d5043fe1935","That's one version.",[9791,9793,9795,9797,9799,9801,9803,9805,9807,9809],{"_37":9725,"_23":2335,"_2336":9792},"00:32:17.526",{"_37":9733,"_23":2335,"_2336":9794},"00:32:19.986",{"_37":9738,"_23":2335,"_2336":9796},"00:32:22.097",{"_37":9746,"_23":2335,"_2336":9798},"00:32:24.607",{"_37":9754,"_23":2335,"_2336":9800},"00:32:29.859",{"_37":9762,"_23":2335,"_2336":9802},"00:32:32.926",{"_37":9767,"_23":2335,"_2336":9804},"00:32:35.272",{"_37":9772,"_23":2335,"_2336":9806},"00:32:38.571",{"_37":9780,"_23":2335,"_2336":9808},"00:32:41.986",{"_37":9788,"_23":2335,"_2336":9810},"00:32:43.998",{"_37":9812,"_23":303,"_304":9813,"_312":9896,"_314":315},"0dce9c2db9a4",[9814,9819,9822,9827,9830,9835,9838,9843,9848,9851,9856,9859,9864,9867,9872,9875,9880,9883,9888,9891],{"_37":9815,"_23":308,"_309":9816,"_178":9818},"0dce9c2db9a40",[9817],"ba67c76964254ad77c3964fb1a86459c","I'll give you three versions.",{"_37":9820,"_23":308,"_309":9821,"_178":2286},"0dce9c2db9a41",[],{"_37":9823,"_23":308,"_309":9824,"_178":9826},"0dce9c2db9a42",[9825],"38da16562e634e3e0d0045d5fb3b88c2","There's also something called a magic number.",{"_37":9828,"_23":308,"_309":9829,"_178":2286},"0dce9c2db9a43",[],{"_37":9831,"_23":308,"_309":9832,"_178":9834},"0dce9c2db9a44",[9833],"59e8f41101dc57aad070ba23b2627db1","There's different formulas, but one common formula",{"_37":9836,"_23":308,"_309":9837,"_178":2286},"0dce9c2db9a45",[],{"_37":9839,"_23":308,"_309":9840,"_178":9842},"0dce9c2db9a46",[9841],"7e888953c063d28337db5ca36d4da59c","is",{"_37":9844,"_23":308,"_309":9845,"_178":9847},"0dce9c2db9a47",[9846],"6b6bb2dd45bebf162417a201a3434c6f",": the marketing",{"_37":9849,"_23":308,"_309":9850,"_178":2286},"0dce9c2db9a48",[],{"_37":9852,"_23":308,"_309":9853,"_178":9855},"0dce9c2db9a49",[9854],"273c28071128ca69c890adf7e7a8def6","and sales spend, times four, divided by revenue.",{"_37":9857,"_23":308,"_309":9858,"_178":2286},"0dce9c2db9a410",[],{"_37":9860,"_23":308,"_309":9861,"_178":9863},"0dce9c2db9a411",[9862],"89a667b2656f1dc08700389a30cd6f20","And the significance of that number,",{"_37":9865,"_23":308,"_309":9866,"_178":2286},"0dce9c2db9a412",[],{"_37":9868,"_23":308,"_309":9869,"_178":9871},"0dce9c2db9a413",[9870],"30d6b1a291bdc35c87710e7342cffbff","and this is something that VCs will look at,",{"_37":9873,"_23":308,"_309":9874,"_178":2286},"0dce9c2db9a414",[],{"_37":9876,"_23":308,"_309":9877,"_178":9879},"0dce9c2db9a415",[9878],"832896ff846b198de79914fb1fa1992e","is that",{"_37":9881,"_23":308,"_309":9882,"_178":2286},"0dce9c2db9a416",[],{"_37":9884,"_23":308,"_309":9885,"_178":9887},"0dce9c2db9a417",[9886],"734d04a156134fce721c3dafd6a10b6f","it's how well you're managing your marketing",{"_37":9889,"_23":308,"_309":9890,"_178":2286},"0dce9c2db9a418",[],{"_37":9892,"_23":308,"_309":9893,"_178":9895},"0dce9c2db9a419",[9894],"333350b3cf13a54d82485485e5ca5093","and sales dollars.",[9897,9899,9901,9903,9905,9907,9909,9911,9913,9915,9917],{"_37":9817,"_23":2335,"_2336":9898},"00:32:46.034",{"_37":9825,"_23":2335,"_2336":9900},"00:32:47.765",{"_37":9833,"_23":2335,"_2336":9902},"00:32:53.622",{"_37":9841,"_23":2335,"_2336":9904},"00:32:56.090",{"_37":9846,"_23":2335,"_2336":9906},"00:33:00.435",{"_37":9854,"_23":2335,"_2336":9908},"00:33:04.129",{"_37":9862,"_23":2335,"_2336":9910},"00:33:12.251",{"_37":9870,"_23":2335,"_2336":9912},"00:33:14.380",{"_37":9878,"_23":2335,"_2336":9914},"00:33:15.845",{"_37":9886,"_23":2335,"_2336":9916},"00:33:18.819",{"_37":9894,"_23":2335,"_2336":9918},"00:33:22.748",{"_37":9920,"_23":303,"_304":9921,"_312":9975,"_314":315},"ec8395b1e088",[9922,9927,9930,9935,9938,9943,9946,9951,9954,9959,9962,9967,9970],{"_37":9923,"_23":308,"_309":9924,"_178":9926},"ec8395b1e0880",[9925],"c359ad77aa66ad07a3844ea81431d457","One seems to be a good amount,",{"_37":9928,"_23":308,"_309":9929,"_178":2286},"ec8395b1e0881",[],{"_37":9931,"_23":308,"_309":9932,"_178":9934},"ec8395b1e0882",[9933],"3c48309a842a95c6d8474f33625664ff","but really a lot of times, if a company's in growth",{"_37":9936,"_23":308,"_309":9937,"_178":2286},"ec8395b1e0883",[],{"_37":9939,"_23":308,"_309":9940,"_178":9942},"ec8395b1e0884",[9941],"73693187ca63431fea139db75d119434","like .8 to 1, it makes sense.",{"_37":9944,"_23":308,"_309":9945,"_178":2286},"ec8395b1e0885",[],{"_37":9947,"_23":308,"_309":9948,"_178":9950},"ec8395b1e0886",[9949],"c1405bef2785c5591b04ee7f130494f3","There are companies that are in hyper growth mode,",{"_37":9952,"_23":308,"_309":9953,"_178":2286},"ec8395b1e0887",[],{"_37":9955,"_23":308,"_309":9956,"_178":9958},"ec8395b1e0888",[9957],"90d2c41d1b4553b8dba735ccafb83205","and when you're asking how you put together a budget,",{"_37":9960,"_23":308,"_309":9961,"_178":2286},"ec8395b1e0889",[],{"_37":9963,"_23":308,"_309":9964,"_178":9966},"ec8395b1e08810",[9965],"a38719613f1b1fa0475aad2ad766c267","there is a theory or a philosophy in SaaS",{"_37":9968,"_23":308,"_309":9969,"_178":2286},"ec8395b1e08811",[],{"_37":9971,"_23":308,"_309":9972,"_178":9974},"ec8395b1e08812",[9973],"d5ee0ae04b7812fa401fe6f89172b835","that you spend like crazy on marketing.",[9976,9978,9980,9982,9984,9986,9988],{"_37":9925,"_23":2335,"_2336":9977},"00:33:24.420",{"_37":9933,"_23":2335,"_2336":9979},"00:33:29.842",{"_37":9941,"_23":2335,"_2336":9981},"00:33:33.014",{"_37":9949,"_23":2335,"_2336":9983},"00:33:36.477",{"_37":9957,"_23":2335,"_2336":9985},"00:33:39.368",{"_37":9965,"_23":2335,"_2336":9987},"00:33:42.720",{"_37":9973,"_23":2335,"_2336":9989},"00:33:49.310",{"_37":9991,"_23":303,"_304":9992,"_312":10122,"_314":315},"5a26bc23353d",[9993,9998,10001,10006,10009,10014,10017,10022,10025,10029,10034,10037,10042,10045,10050,10053,10058,10061,10066,10069,10074,10077,10082,10085,10090,10093,10098,10101,10106,10109,10114,10117],{"_37":9994,"_23":308,"_309":9995,"_178":9997},"5a26bc23353d0",[9996],"5cd3a8b0df67a73f90ad3c3e514cb0f8","There is a company that went public recently,",{"_37":9999,"_23":308,"_309":10000,"_178":2286},"5a26bc23353d1",[],{"_37":10002,"_23":308,"_309":10003,"_178":10005},"5a26bc23353d2",[10004],"3aad58679c5cb3e38ec54250dcef9d4c","that I know for years they were operating at .2,",{"_37":10007,"_23":308,"_309":10008,"_178":2286},"5a26bc23353d3",[],{"_37":10010,"_23":308,"_309":10011,"_178":10013},"5a26bc23353d4",[10012],"a40a25113491ddf2d51888f2ebf612dd","but their investors were okay with that,",{"_37":10015,"_23":308,"_309":10016,"_178":2286},"5a26bc23353d5",[],{"_37":10018,"_23":308,"_309":10019,"_178":10021},"5a26bc23353d6",[10020],"69859178ed6a670cbeb155b1e31b1606","because they knew that.",{"_37":10023,"_23":308,"_309":10024,"_178":2286},"5a26bc23353d7",[],{"_37":10026,"_23":308,"_309":10027,"_178":3344},"5a26bc23353d8",[10028],"707337cd24abc2271c55c3874eadfc4b",{"_37":10030,"_23":308,"_309":10031,"_178":10033},"5a26bc23353d9",[10032],"d2af1faa11a03712ca3fcfb91afb24a0","f you're above one, that's good.",{"_37":10035,"_23":308,"_309":10036,"_178":2286},"5a26bc23353d10",[],{"_37":10038,"_23":308,"_309":10039,"_178":10041},"5a26bc23353d11",[10040],"0f11592a283566000991e6d465747322","That actually shows that you have done a poor job",{"_37":10043,"_23":308,"_309":10044,"_178":2286},"5a26bc23353d12",[],{"_37":10046,"_23":308,"_309":10047,"_178":10049},"5a26bc23353d13",[10048],"0a432373b1324c5288516ce476b9992e","of managing your growth.",{"_37":10051,"_23":308,"_309":10052,"_178":2286},"5a26bc23353d14",[],{"_37":10054,"_23":308,"_309":10055,"_178":10057},"5a26bc23353d15",[10056],"1a33a2b74c304577ef562cc24bfc23bf","If you are at three or four,",{"_37":10059,"_23":308,"_309":10060,"_178":2286},"5a26bc23353d16",[],{"_37":10062,"_23":308,"_309":10063,"_178":10065},"5a26bc23353d17",[10064],"01e371668c1964717856e1eb0b3ea7ed","so in other words, for every dollar you 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obsessed",{"_37":10099,"_23":308,"_309":10100,"_178":2286},"5a26bc23353d26",[],{"_37":10102,"_23":308,"_309":10103,"_178":10105},"5a26bc23353d27",[10104],"162d8b3723b3e8bfcdb9523086960e47","with the money and not looking at your growth,",{"_37":10107,"_23":308,"_309":10108,"_178":2286},"5a26bc23353d28",[],{"_37":10110,"_23":308,"_309":10111,"_178":10113},"5a26bc23353d29",[10112],"def0117310119e12839859ef62bbaa13","and it's something that investors will not",{"_37":10115,"_23":308,"_309":10116,"_178":2286},"5a26bc23353d30",[],{"_37":10118,"_23":308,"_309":10119,"_178":10121},"5a26bc23353d31",[10120],"931b94673de01b008334f0f1418638e3","be interested in.",[10123,10125,10127,10129,10131,10133,10135,10137,10139,10141,10143,10145,10147,10149,10151,10153,10155],{"_37":9996,"_23":2335,"_2336":10124},"00:33:53.679",{"_37":10004,"_23":2335,"_2336":10126},"00:33:58.182",{"_37":10012,"_23":2335,"_2336":10128},"00:34:01.463",{"_37":10020,"_23":2335,"_2336":10130},"00:34:03.703",{"_37":10028,"_23":2335,"_2336":10132},"00:34:05.407",{"_37":10032,"_23":2335,"_2336":10134},"00:34:08.815",{"_37":10040,"_23":2335,"_2336":10136},"00:34:10.126",{"_37":10048,"_23":2335,"_2336":10138},"00:34:13.564",{"_37":10056,"_23":2335,"_2336":10140},"00:34:15.520",{"_37":10064,"_23":2335,"_2336":10142},"00:34:19.488",{"_37":10072,"_23":2335,"_2336":10144},"00:34:21.969",{"_37":10080,"_23":2335,"_2336":10146},"00:34:24.581",{"_37":10088,"_23":2335,"_2336":10148},"00:34:25.997",{"_37":10096,"_23":2335,"_2336":10150},"00:34:27.468",{"_37":10104,"_23":2335,"_2336":10152},"00:34:32.123",{"_37":10112,"_23":2335,"_2336":10154},"00:34:36.061",{"_37":10120,"_23":2335,"_2336":10156},"00:34:37.660",{"_37":10158,"_23":303,"_304":10159,"_312":10229,"_314":315},"ab3a4cb64c52",[10160,10165,10168,10173,10176,10181,10184,10189,10192,10197,10200,10205,10208,10213,10216,10221,10224],{"_37":10161,"_23":308,"_309":10162,"_178":10164},"ab3a4cb64c520",[10163],"c456aed1cf3ead894f6dafcd3cfb7273","I know that's way more than you were thinking",{"_37":10166,"_23":308,"_309":10167,"_178":2286},"ab3a4cb64c521",[],{"_37":10169,"_23":308,"_309":10170,"_178":10172},"ab3a4cb64c522",[10171],"ccc97174defc51cdcaccea7d29859183","about when you asked that question.",{"_37":10174,"_23":308,"_309":10175,"_178":2286},"ab3a4cb64c523",[],{"_37":10177,"_23":308,"_309":10178,"_178":10180},"ab3a4cb64c524",[10179],"3c3bf7cced97d902cf36c1f1fd563b9a","The other part of it to look at is, frankly,",{"_37":10182,"_23":308,"_309":10183,"_178":2286},"ab3a4cb64c525",[],{"_37":10185,"_23":308,"_309":10186,"_178":10188},"ab3a4cb64c526",[10187],"36865e2b249cd38bb487488ac9ffae8e","you have to look at your burn also.",{"_37":10190,"_23":308,"_309":10191,"_178":2286},"ab3a4cb64c527",[],{"_37":10193,"_23":308,"_309":10194,"_178":10196},"ab3a4cb64c528",[10195],"28591db50f4ba6ce1a1c640fe6cd9049","For everything I just said,",{"_37":10198,"_23":308,"_309":10199,"_178":2286},"ab3a4cb64c529",[],{"_37":10201,"_23":308,"_309":10202,"_178":10204},"ab3a4cb64c5210",[10203],"6866edde2a02806f29f1d50aa3a59e7d","you can't spend more than you have to spend,",{"_37":10206,"_23":308,"_309":10207,"_178":2286},"ab3a4cb64c5211",[],{"_37":10209,"_23":308,"_309":10210,"_178":10212},"ab3a4cb64c5212",[10211],"95bb4e2be199ef56239e30e649fec91c","so I would look at not even where you're spending",{"_37":10214,"_23":308,"_309":10215,"_178":2286},"ab3a4cb64c5213",[],{"_37":10217,"_23":308,"_309":10218,"_178":10220},"ab3a4cb64c5214",[10219],"23590bec9e7e880542108e3c401f1ed5","your marketing, how much you're spending.",{"_37":10222,"_23":308,"_309":10223,"_178":2286},"ab3a4cb64c5215",[],{"_37":10225,"_23":308,"_309":10226,"_178":10228},"ab3a4cb64c5216",[10227],"b96b1a875cacc1d8b3bb0f0805b84794","I would look first about where you're spending it.",[10230,10232,10234,10236,10238,10240,10242,10244,10246],{"_37":10163,"_23":2335,"_2336":10231},"00:34:42.681",{"_37":10171,"_23":2335,"_2336":10233},"00:34:44.252",{"_37":10179,"_23":2335,"_2336":10235},"00:34:46.591",{"_37":10187,"_23":2335,"_2336":10237},"00:34:49.859",{"_37":10195,"_23":2335,"_2336":10239},"00:34:51.677",{"_37":10203,"_23":2335,"_2336":10241},"00:34:54.864",{"_37":10211,"_23":2335,"_2336":10243},"00:34:58.655",{"_37":10219,"_23":2335,"_2336":10245},"00:35:02.466",{"_37":10227,"_23":2335,"_2336":10247},"00:35:05.623",{"_37":10249,"_23":303,"_304":10250,"_312":10304,"_314":315},"8e35ee5b56ba",[10251,10256,10259,10264,10267,10272,10275,10280,10283,10288,10291,10296,10299],{"_37":10252,"_23":308,"_309":10253,"_178":10255},"8e35ee5b56ba0",[10254],"8427b1d088bd6c7d3d63149a32780995","If I only have 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dollars?",{"_37":10289,"_23":308,"_309":10290,"_178":2286},"8e35ee5b56ba9",[],{"_37":10292,"_23":308,"_309":10293,"_178":10295},"8e35ee5b56ba10",[10294],"f61721c6554c7433d3005afb19fb2148","Figure that out first,",{"_37":10297,"_23":308,"_309":10298,"_178":2286},"8e35ee5b56ba11",[],{"_37":10300,"_23":308,"_309":10301,"_178":10303},"8e35ee5b56ba12",[10302],"2c46ccf4983f3755b4972feb333905cc","and then start building it from 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things",{"_37":10823,"_23":308,"_309":10824,"_178":2286},"a17e3b9ecabd1",[],{"_37":10826,"_23":308,"_309":10827,"_178":10829},"a17e3b9ecabd2",[10828],"f0871edaa41483cbc8df95e36de5a57f","started kicking in for us more,",{"_37":10831,"_23":308,"_309":10832,"_178":2286},"a17e3b9ecabd3",[],{"_37":10834,"_23":308,"_309":10835,"_178":10837},"a17e3b9ecabd4",[10836],"c50b44d83bca2ab25817c23b13b58395","but that was a decision.",{"_37":10839,"_23":308,"_309":10840,"_178":2286},"a17e3b9ecabd5",[],{"_37":10842,"_23":308,"_309":10843,"_178":10845},"a17e3b9ecabd6",[10844],"2db9c830d44fe5eaca8be657b0dfc2d4","That was a decision where I wouldn't have",{"_37":10847,"_23":308,"_309":10848,"_178":2286},"a17e3b9ecabd7",[],{"_37":10850,"_23":308,"_309":10851,"_178":10853},"a17e3b9ecabd8",[10852],"7edaa8e62d2c2aa9c6039115218fc876","purchased the booth.",{"_37":10855,"_23":308,"_309":10856,"_178":2286},"a17e3b9ecabd9",[],{"_37":10858,"_23":308,"_309":10859,"_178":10861},"a17e3b9ecabd10",[10860],"f0bacd1bd11c49e0174af36bcc08cf7a","I know that the booth wouldn't have been great.",{"_37":10863,"_23":308,"_309":10864,"_178":2286},"a17e3b9ecabd11",[],{"_37":10866,"_23":308,"_309":10867,"_178":10869},"a17e3b9ecabd12",[10868],"46416181f49d00df75938186da5f0a70","I normally wouldn't have purchased the booth",{"_37":10871,"_23":308,"_309":10872,"_178":2286},"a17e3b9ecabd13",[],{"_37":10874,"_23":308,"_309":10875,"_178":10877},"a17e3b9ecabd14",[10876],"1d6595ef2263964f19f27d847c5af134","without the speaking spot,",{"_37":10879,"_23":308,"_309":10880,"_178":2286},"a17e3b9ecabd15",[],{"_37":10882,"_23":308,"_309":10883,"_178":10885},"a17e3b9ecabd16",[10884],"48a57a9c315fb3e0c987be97e712ccd7","but I realize our speaking 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that.",[10919,10921,10923,10925,10927,10929,10931,10933,10935,10937,10939,10941,10943],{"_37":10820,"_23":2335,"_2336":10920},"00:37:35.781",{"_37":10828,"_23":2335,"_2336":10922},"00:37:38.294",{"_37":10836,"_23":2335,"_2336":10924},"00:37:40.615",{"_37":10844,"_23":2335,"_2336":10926},"00:37:43.402",{"_37":10852,"_23":2335,"_2336":10928},"00:37:45.829",{"_37":10860,"_23":2335,"_2336":10930},"00:37:47.423",{"_37":10868,"_23":2335,"_2336":10932},"00:37:49.824",{"_37":10876,"_23":2335,"_2336":10934},"00:37:51.315",{"_37":10884,"_23":2335,"_2336":10936},"00:37:52.828",{"_37":10892,"_23":2335,"_2336":10938},"00:37:54.362",{"_37":10900,"_23":2335,"_2336":10940},"00:37:55.615",{"_37":10908,"_23":2335,"_2336":10942},"00:37:57.227",{"_37":10916,"_23":2335,"_2336":10944},"00:37:59.723",{"_37":10946,"_23":303,"_304":10947,"_312":10977,"_314":315},"a0be38742335",[10948,10953,10956,10961,10964,10969,10972],{"_37":10949,"_23":308,"_309":10950,"_178":10952},"a0be387423350",[10951],"c716a97fad7355c88a9b727b19cd0d84","In fact, one of our AEs came",{"_37":10954,"_23":308,"_309":10955,"_178":2286},"a0be387423351",[],{"_37":10957,"_23":308,"_309":10958,"_178":10960},"a0be387423352",[10959],"f3a95b4abd6bee17416f45b3b970d8be","from New Relic, and he had the water bottle",{"_37":10962,"_23":308,"_309":10963,"_178":2286},"a0be387423353",[],{"_37":10965,"_23":308,"_309":10966,"_178":10968},"a0be387423354",[10967],"b492b444b0ab300cb9c881e9afb0ec1f","like, \"How did you get in the middle",{"_37":10970,"_23":308,"_309":10971,"_178":2286},"a0be387423355",[],{"_37":10973,"_23":308,"_309":10974,"_178":10976},"a0be387423356",[10975],"97b9033341f87912b57ba67ae10fa8d8","of all our swag?\"",[10978,10980,10982,10984],{"_37":10951,"_23":2335,"_2336":10979},"00:38:02.094",{"_37":10959,"_23":2335,"_2336":10981},"00:38:04.279",{"_37":10967,"_23":2335,"_2336":10983},"00:38:07.473",{"_37":10975,"_23":2335,"_2336":10985},"00:38:09.450",{"_37":10987,"_23":303,"_304":10988,"_312":10993,"_314":536},"f0917c6a7111",[10989],{"_37":10990,"_23":308,"_309":10991,"_178":10992},"f0917c6a71110",[],"Measuring Success",[],{"_37":10995,"_23":303,"_304":10996,"_312":11090,"_314":315},"2e7bdbf9a719",[10997,11002,11005,11010,11013,11018,11021,11026,11029,11034,11037,11042,11045,11050,11053,11058,11063,11066,11071,11074,11079,11082,11087],{"_37":10998,"_23":308,"_309":10999,"_178":11001},"2e7bdbf9a7190",[11000],"debc45a8c6f3d74dae07bab7077881f5","We have massively customized Salesforce.",{"_37":11003,"_23":308,"_309":11004,"_178":2286},"2e7bdbf9a7191",[],{"_37":11006,"_23":308,"_309":11007,"_178":11009},"2e7bdbf9a7192",[11008],"9d04206519f1f376b5504e85b8de594a","What we do is, Salesforce 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details.",{"_37":11043,"_23":308,"_309":11044,"_178":2286},"2e7bdbf9a71911",[],{"_37":11046,"_23":308,"_309":11047,"_178":11049},"2e7bdbf9a71912",[11048],"964d4891fa442cf7be9f20ed2cf89ec3","My lead source is trade show.",{"_37":11051,"_23":308,"_309":11052,"_178":2286},"2e7bdbf9a71913",[],{"_37":11054,"_23":308,"_309":11055,"_178":11057},"2e7bdbf9a71914",[11056],"6683f2c9a848a9ec4384760cd395ac01","My lead source detail is",{"_37":11059,"_23":308,"_309":11060,"_178":11062},"2e7bdbf9a71915",[11061],"c6f603ccee9ef40b3aad4178081d27f0"," really bad.",{"_37":11064,"_23":308,"_309":11065,"_178":2286},"2e7bdbf9a71916",[],{"_37":11067,"_23":308,"_309":11068,"_178":11070},"2e7bdbf9a71917",[11069],"6378ead6ef160d3c64493ed33567d47e","It's \"Show FY16Q2,\"",{"_37":11072,"_23":308,"_309":11073,"_178":2286},"2e7bdbf9a71918",[],{"_37":11075,"_23":308,"_309":11076,"_178":11078},"2e7bdbf9a71919",[11077],"50480b2dcfaff16515669c668f4707f6","and you know, if it's in a 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only do we have that,",{"_37":11124,"_23":308,"_309":11125,"_178":2286},"f41b7cceaeee1",[],{"_37":11127,"_23":308,"_309":11128,"_178":11130},"f41b7cceaeee2",[11129],"1e8ce5d06f3479b3ec0fef646c9b94a8","but then \"that is how we acquired the lead,",{"_37":11132,"_23":308,"_309":11133,"_178":4634},"f41b7cceaeee3",[],{"_37":11135,"_23":308,"_309":11136,"_178":11138},"f41b7cceaeee4",[11137],"e59999c588465ca610701c6c2e7e7881","and then I have a panel",{"_37":11140,"_23":308,"_309":11141,"_178":2286},"f41b7cceaeee5",[],{"_37":11143,"_23":308,"_309":11144,"_178":11146},"f41b7cceaeee6",[11145],"bdbbddc344947b0225ef38faba656c18","that has a lot of marketing information in there.",{"_37":11148,"_23":308,"_309":11149,"_178":11151},"f41b7cceaeee7",[11150],"d1e1c22a84aaaeb70666fd21bab96274"," In there is not only \"how we acquired the lead,\"",{"_37":11153,"_23":308,"_309":11154,"_178":2286},"f41b7cceaeee8",[],{"_37":11156,"_23":308,"_309":11157,"_178":11159},"f41b7cceaeee9",[11158],"05ea3c8e51420d889880c67934f37448","but then \"what is the most recent lead source",{"_37":11161,"_23":308,"_309":11162,"_178":2286},"f41b7cceaeee10",[],{"_37":11164,"_23":308,"_309":11165,"_178":11167},"f41b7cceaeee11",[11166],"1dbc8c4328ace8333cbdc357aad1a6b5","and lead source detail? ",{"_37":11169,"_23":308,"_309":11170,"_178":11172},"f41b7cceaeee12",[11171],"a01c38f623786b5e8fde7a0b896af000","When did they become a marketing qualified lead?",{"_37":11174,"_23":308,"_309":11175,"_178":2286},"f41b7cceaeee13",[],{"_37":11177,"_23":308,"_309":11178,"_178":11180},"f41b7cceaeee14",[11179],"75ba1b1e57b0ea363e35079ad447040e","When did they become a sales accepted lead?",{"_37":11182,"_23":308,"_309":11183,"_178":9137},"f41b7cceaeee15",[],[11185,11187,11189,11191,11193,11195,11197,11199,11201],{"_37":11121,"_23":2335,"_2336":11186},"00:38:52.378",{"_37":11129,"_23":2335,"_2336":11188},"00:38:54.090",{"_37":11137,"_23":2335,"_2336":11190},"00:38:59.343",{"_37":11145,"_23":2335,"_2336":11192},"00:39:00.725",{"_37":11150,"_23":2335,"_2336":11194},"00:39:05.394",{"_37":11158,"_23":2335,"_2336":11196},"00:39:08.738",{"_37":11166,"_23":2335,"_2336":11198},"00:39:12.579",{"_37":11171,"_23":2335,"_2336":11200},"00:39:16.054",{"_37":11179,"_23":2335,"_2336":11202},"00:39:18.957",{"_37":11204,"_23":303,"_304":11205,"_312":11288,"_314":315},"18da54357a56",[11206,11211,11214,11219,11222,11227,11232,11235,11240,11243,11248,11251,11256,11259,11264,11267,11272,11275,11280,11283],{"_37":11207,"_23":308,"_309":11208,"_178":11210},"18da54357a560",[11209],"1204b9c04119d614f0b91a5fbdc94593","What that enables us to do",{"_37":11212,"_23":308,"_309":11213,"_178":2286},"18da54357a561",[],{"_37":11215,"_23":308,"_309":11216,"_178":11218},"18da54357a562",[11217],"a22968f72893d0381c9a98e9703c4fca","is to run reports to say,",{"_37":11220,"_23":308,"_309":11221,"_178":4659},"18da54357a563",[],{"_37":11223,"_23":308,"_309":11224,"_178":11226},"18da54357a564",[11225],"0811b2983e0b71b09de0fba310efbc71","The lead was acquired this way,",{"_37":11228,"_23":308,"_309":11229,"_178":11231},"18da54357a565",[11230],"9367745e852edf29b194800c5e76095e"," the lead was acquired from a pay-per-lead campaign.\"",{"_37":11233,"_23":308,"_309":11234,"_178":2286},"18da54357a566",[],{"_37":11236,"_23":308,"_309":11237,"_178":11239},"18da54357a567",[11238],"cd291df7106adcdc61d4541bd06faec1","On the other side,",{"_37":11241,"_23":308,"_309":11242,"_178":2286},"18da54357a568",[],{"_37":11244,"_23":308,"_309":11245,"_178":11247},"18da54357a569",[11246],"490911d640d2d7e48ae26cf9fa836d1a","we see that they were acquired",{"_37":11249,"_23":308,"_309":11250,"_178":2286},"18da54357a5610",[],{"_37":11252,"_23":308,"_309":11253,"_178":11255},"18da54357a5611",[11254],"7d0c3e2e5c1c1ea01652340e29362165","from a pay-per-lead campaign, say, in January.",{"_37":11257,"_23":308,"_309":11258,"_178":2286},"18da54357a5612",[],{"_37":11260,"_23":308,"_309":11261,"_178":11263},"18da54357a5613",[11262],"a6271856d0482bcf6f70a6b5bc705fd8","And then in September,",{"_37":11265,"_23":308,"_309":11266,"_178":2286},"18da54357a5614",[],{"_37":11268,"_23":308,"_309":11269,"_178":11271},"18da54357a5615",[11270],"1fe68cb62a1447c1f0130afb92c97983","we see that we met them at X event.",{"_37":11273,"_23":308,"_309":11274,"_178":2286},"18da54357a5616",[],{"_37":11276,"_23":308,"_309":11277,"_178":11279},"18da54357a5617",[11278],"a14fb54f4c54f8dc552744f89fb87293","So we have where they were 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in.",[11289,11291,11293,11295,11297,11299,11301,11303,11305,11307,11309],{"_37":11209,"_23":2335,"_2336":11290},"00:39:21.407",{"_37":11217,"_23":2335,"_2336":11292},"00:39:22.689",{"_37":11225,"_23":2335,"_2336":11294},"00:39:24.786",{"_37":11230,"_23":2335,"_2336":11296},"00:39:26.911",{"_37":11238,"_23":2335,"_2336":11298},"00:39:31.436",{"_37":11246,"_23":2335,"_2336":11300},"00:39:32.853",{"_37":11254,"_23":2335,"_2336":11302},"00:39:34.893",{"_37":11262,"_23":2335,"_2336":11304},"00:39:38.124",{"_37":11270,"_23":2335,"_2336":11306},"00:39:40.410",{"_37":11278,"_23":2335,"_2336":11308},"00:39:45.649",{"_37":11286,"_23":2335,"_2336":11310},"00:39:48.359",{"_37":11312,"_23":303,"_304":11313,"_312":11391,"_314":315},"b4f66de1acf5",[11314,11319,11322,11327,11330,11335,11338,11343,11346,11351,11354,11359,11362,11367,11370,11375,11378,11383,11386],{"_37":11315,"_23":308,"_309":11316,"_178":11318},"b4f66de1acf50",[11317],"96b2dae84378eace3b028e8e3f9d0a14","But the thing that was 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odds.",[12346,12348,12350,12352,12354,12356,12358,12360],{"_37":12287,"_23":2335,"_2336":12347},"00:44:01.785",{"_37":12295,"_23":2335,"_2336":12349},"00:44:05.132",{"_37":12303,"_23":2335,"_2336":12351},"00:44:07.681",{"_37":12311,"_23":2335,"_2336":12353},"00:44:09.815",{"_37":12319,"_23":2335,"_2336":12355},"00:44:12.238",{"_37":12327,"_23":2335,"_2336":12357},"00:44:14.293",{"_37":12335,"_23":2335,"_2336":12359},"00:44:17.915",{"_37":12343,"_23":2335,"_2336":12361},"00:44:20.485",{"_37":12363,"_23":303,"_304":12364,"_312":12466,"_314":315},"78987e56d667",[12365,12370,12373,12378,12381,12386,12389,12393,12396,12401,12404,12409,12412,12417,12420,12425,12428,12433,12436,12441,12445,12450,12453,12458,12461],{"_37":12366,"_23":308,"_309":12367,"_178":12369},"78987e56d6670",[12368],"1748ee9b97bb4ee3550aafd3f5659998","The reality is that I should be 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also",{"_37":12434,"_23":308,"_309":12435,"_178":2286},"78987e56d66717",[],{"_37":12437,"_23":308,"_309":12438,"_178":12440},"78987e56d66718",[12439],"7085ff8df7d13b202a97424d8c355642","don't want to argue with sales.",{"_37":12442,"_23":308,"_309":12443,"_178":12444},"78987e56d66719",[]," This",{"_37":12446,"_23":308,"_309":12447,"_178":12449},"78987e56d66720",[12448],"0cf81d0a66fef8138db0723f60f51afe"," is why we define what we need,",{"_37":12451,"_23":308,"_309":12452,"_178":2286},"78987e56d66721",[],{"_37":12454,"_23":308,"_309":12455,"_178":12457},"78987e56d66722",[12456],"f439f69b5bca4a8eb573f765375bdb42","what's needed for sales,",{"_37":12459,"_23":308,"_309":12460,"_178":2286},"78987e56d66723",[],{"_37":12462,"_23":308,"_309":12463,"_178":12465},"78987e56d66724",[12464],"f7a3bed731d4a65ba0be4a469be1fc13","and then that's what we're delivering.",[12467,12469,12471,12473,12475,12477,12479,12481,12483,12485,12487,12489,12491],{"_37":12368,"_23":2335,"_2336":12468},"00:44:22.536",{"_37":12376,"_23":2335,"_2336":12470},"00:44:25.402",{"_37":12384,"_23":2335,"_2336":12472},"00:44:27.554",{"_37":12392,"_23":2335,"_2336":12474},"00:44:29.210",{"_37":12399,"_23":2335,"_2336":12476},"00:44:31.714",{"_37":12407,"_23":2335,"_2336":12478},"00:44:35.061",{"_37":12415,"_23":2335,"_2336":12480},"00:44:37.511",{"_37":12423,"_23":2335,"_2336":12482},"00:44:39.993",{"_37":12431,"_23":2335,"_2336":12484},"00:44:47.447",{"_37":12439,"_23":2335,"_2336":12486},"00:44:48.913",{"_37":12448,"_23":2335,"_2336":12488},"00:44:50.922",{"_37":12456,"_23":2335,"_2336":12490},"00:44:55.545",{"_37":12464,"_23":2335,"_2336":12492},"00:44:56.820",{"_37":12494,"_23":303,"_304":12495,"_312":12541,"_314":315},"2f6dd9505c28",[12496,12501,12504,12509,12512,12517,12520,12525,12528,12533,12536],{"_37":12497,"_23":308,"_309":12498,"_178":12500},"2f6dd9505c280",[12499],"3cabde8e1377edfc9380228f52572548","I had a friend who was a demand generation person",{"_37":12502,"_23":308,"_309":12503,"_178":2286},"2f6dd9505c281",[],{"_37":12505,"_23":308,"_309":12506,"_178":12508},"2f6dd9505c282",[12507],"db4869bd090ab16afb33e1414a3eba5b","who said, \"Marketing is sales' wingman.",{"_37":12510,"_23":308,"_309":12511,"_178":2286},"2f6dd9505c283",[],{"_37":12513,"_23":308,"_309":12514,"_178":12516},"2f6dd9505c284",[12515],"12ed062517b4a0ba07f9a02575260635","Marketing is not sales' bitch.\"",{"_37":12518,"_23":308,"_309":12519,"_178":2286},"2f6dd9505c285",[],{"_37":12521,"_23":308,"_309":12522,"_178":12524},"2f6dd9505c286",[12523],"202ad4e98290a034b56be91560554fcd","What he meant by that is that",{"_37":12526,"_23":308,"_309":12527,"_178":2286},"2f6dd9505c287",[],{"_37":12529,"_23":308,"_309":12530,"_178":12532},"2f6dd9505c288",[12531],"76c8166f43e5eeff638197c01519f9ee","marketing shouldn't running 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say,",{"_37":12642,"_23":308,"_309":12643,"_178":2286},"17809a4b742e3",[],{"_37":12645,"_23":308,"_309":12646,"_178":12648},"17809a4b742e4",[12647],"25ec4a0dbc138fbf5cd96346d1010ff1","\"We want to call health care.",{"_37":12650,"_23":308,"_309":12651,"_178":2286},"17809a4b742e5",[],{"_37":12653,"_23":308,"_309":12654,"_178":12656},"17809a4b742e6",[12655],"ecbb7b86cc128801a8ad0210809f2413","Put together a list of health care organizations.",{"_37":12658,"_23":308,"_309":12659,"_178":4634},"17809a4b742e7",[],{"_37":12661,"_23":308,"_309":12662,"_178":12664},"17809a4b742e8",[12663],"e2659d055f3f1eb09274cfb0f8ed243a","And there was no intelligence into it,",{"_37":12666,"_23":308,"_309":12667,"_178":2286},"17809a4b742e9",[],{"_37":12669,"_23":308,"_309":12670,"_178":12672},"17809a4b742e10",[12671],"9480cf1d67926840ca51d293dc5ad65d","as opposed to looking at what is actually 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Jump Starting Your Demand Generation

Speakers