Transcript
WEBVTT
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Welcome back to be to be growth. I'm
your host Benji block today. I'm joined
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by Mario Paganini and a new friend,
excited to get to chat with Mario Mario
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welcome into B two B growth. Yeah,
excited to to be here. Thanks for
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inviting me and really looking forward
to chatting. If this is anywhere near
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as fun as our first intro call, it's
gonna be a good time. Yeah, I'm
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thrilled to get to talk about several
things within marketing with you, but
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you're the head of marketing at stored,
you're doing a lot of exciting things
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and we're going to dive into some of
that today. But really what resonated
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with me as we talked previously man was
that there's a lot of people are going
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to feel this right in marketing but we
all want to have the product that's not
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just nice to have, but it's need to
have right. Like we all want to have
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that product where we're not just
perceived to have long term benefits,
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but like we want people to know why we
matter now and I guess where I would
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start this conversation with you Mario
is why do you feel like even though we
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all want that it's so complicated to
actually be clear about the problem we
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solved. Why do you think that is? Yeah.
So you know, I think back and a a
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previous boss used to say this all the
time. They used to say, you know when
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you're starting a company, when you're,
when you're building a a product, you
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want to be a painkiller, not a vitamin
and you know, for for years that really
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resonated with with me and made a lot
of sense, but more recently I kind of
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had this this epiphany and don't mean
that throw shade at this person who I
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don't know, but I realized that, you
know, that's not really true, that's
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not the north Star that that you should
be looking for when you're building a
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product, when you're founding a company
that I would take it one level further
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and say that when I look out into the
market, there's really three types of
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companies and I kind of group everyone
into one of these buckets, there's
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there's vitamins, there's, you know,
painkillers and then there's, you know,
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true cures. And so when you dissect
that, you know, certainly very
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intrinsically obvious, you know, no one
wants to be a vitamin, you know, you
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think about that and you know, you're
you're a healthy person, you're you're
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an athlete, you're in good shape, you
know, you take a multivitamin and maybe
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you're getting like half a percent
better, Maybe it's doing nothing. You
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know, you got some sort of of illness
that vitamin is is is not gonna cure it,
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then, you know, you have a painkiller
and that provides a good bit of value,
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you know, let's say that I've I've
broken my my arm and you know, I'm in
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just excruciating pain, you know, I
need to think straight, I need to
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figure out how to get to the doctor, I
need to, you know, I'm I'm in shock and
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you know, I take some sort of
painkiller and that's going to numb the
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pain. That's going to help me to to
think straight, it's going to, you know,
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in the very short term helped me out
quite a bit, but at the end of the day
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I'm going to look down and see in my
arms still broken and ultimately what I
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truly need is a cure and, you know,
that cure for broken arm is, you know,
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I've got to go find a good doctor that
that person's got to, you know, set my
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arm, do whatever surgery may be
necessary, put it in a cast and, you
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know, set me on a road to recovery so
that I'm ultimately, you know, as good
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as I was before, if not better. And so
ultimately kind of, every single
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company in my mind fits into one of
those buckets and I think to get to the
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root of of your question and it really
comes down to really peeling back the
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onion and understanding what is the
fundamental market inefficiency? What
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is that deepest level challenge that is
impeding your I. C. P. Your customer
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base from being successful and so I'll
give you a example in stored world. So
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what we do is we take all of the
physical logistics services you need
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for an end m supply chain, so
transportation, how you move your
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products throughout your supply chain
warehousing where you store them
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fulfillment, how you get that into the
hands of your end customers or your
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your training partners and then we
couple that with all of the technology
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you need to integrate and manage that
whole experience. And so the genesis of
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of why stored started this way and our
strategy as we look down in the market
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and we saw that this market was so
unbelievably fragmented and there were
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individual players kind of solving all
of these painkiller challenges, you
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know, finding a little bit more extra
warehouse space. So, you know, someone
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provides you that painkiller, more
warehouse space or you know, I need to
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connect this software to that software,
I need to integrate this trading
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partner with my er p some, we'll go out
and do that. But ultimately what that
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means is that for you to have a end to
end supply chain that really succeeds
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in, you know, modern omnichannel
commerce, you've got to go out and try
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to piece together 4567 of these
different solutions and, you know,
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you're out there trying to keep up with
the amazons of the world who have been
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able to build out this whole experience
on, on their own. And so when we look
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at this market for restored, we really
said, hey, you know, the problem isn't
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that people need more warehouse space.
So the problem isn't that, you know,
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they need to integrate all these tools.
The ultimate problem is that people
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need a supply chain that connects their
customers. They need the technology
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necessary to manage and optimize that
and they need a solution that's going
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to scale with them a period of high
growth. Their supply chain capacity
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needs to expand, you know slower season,
you need to be able to retract. And so
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for us we realize, you know, the only
way we could really solve the problem
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of dated, inefficient supply chains and
really move them into the omni channel
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future is to connect all of these
pieces and then once you are able to
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piece all these different tools
together, then we really could go to
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market and deliver this, you know
cliche but you know amazon prime level
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supply chain to to anyone who wants it.
Well I love that, but I have some
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initial pushback because here's what I
think when you use that image. So when
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I hear like painkiller, I'm thinking
think about how hard it is to talk to
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somebody who's on painkillers, right?
Because they are in a state of mind
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where like you're not going to have a
coherent conversation with them. And I
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think that happens in marketing all the
time that happens in business all the
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time. We know that we have a cure for a
problem that they have, right? But they
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have been solving it with painkillers
for so long that there's a
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communication breakdown. So I wonder
from your experience, like how do you
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try to overcome that objective and
maybe beyond even just stored, what
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would you say to those that are in that
place where they're going okay, we know
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we have a cure but we need to be clear
right in our communication to show what
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you're doing right now to just kind of
kill the pain isn't going to work long
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term, isn't the best solution.
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Yeah, so I'll give you 33 pieces of of
advice here. So you know, number one,
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the best marketing and really I would
even argue any marketing that is
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efficacious, needs to be both easy to
understand and impossible to ignore. So,
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you know, obviously if I'm, you know,
your your customers kind of hopped up
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on painkillers, their attention span
might be extra low, but even, you know,
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the clear minded sober of us have such
a you know, short attention span and
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you know, us as marketers, we often
make the mistake of thinking that
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people want to come in and you know,
give a crap about our products and
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invest time to read up and look through
all of our stuff and you know, that's
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that's simply not the reality. And so,
you know, great marketing is in a very,
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very brief period of time, someone can
understand exactly what you do and at
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the same time you've given them some
sort of reason whether that be how you
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speak, how you visually present
yourself, how you package yourself all
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of the above that makes you kind of
impossible to ignore. So I think that's,
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you know, tip number one, tip number
two is, you know, and I, I stole this
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from, from the good folks over at at
gong, they're, they're kind of the, the
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goats as kind of sales and marketing
advice, but you know, one of one of
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their content folks once said, you know,
if you're capable of describing a
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customer's problem more eloquently and
more clearly than they are, you're
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always gonna sound like the solution.
So I think that's ultimately tip number
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number two here and then last and not
least, you know, this isn't the sexiest
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solution, but sometimes you have to
realize that you are never going to be
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able to sell this whole vision out of
the gate and so I'll use the storage
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example, we have this end end solution
that encompasses all of the physical
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logistics, you need, all of the
software, you need for this best in
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class, competitive advantage, driving
supply chain. But if we said, you know,
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alright, we're only going to acquire
customers if they say alright store and
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I'm just gonna stop everything I'm
doing, I'm going to give it all to you,
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you know, you know, we, we, I don't
think we'd be anywhere near as well off
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as we are right now. And so part of the
battle is realizing that, you know,
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sometimes you have to figure out,
alright, here's my best wedge and that
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you don't need to hit the home run off
your first swing. And so for a storage
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example, it's like, you know what,
alright, if we can get into account an
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account nearly by at least in the short
term, kind of masking ourselves as a
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pain killer of oh you need some
additional warehouse capacity in the
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Chicago area, Great, we've got you and
you know, we will solve that specific
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problem as well, if not better than
anyone else and then once we've got you
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there, we have all of these mechanisms
that we can kind of guide you down that
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path, then change your thinking two oh
wow, you know what, like it's great
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that I got that additional warehouse
capacity, but you know, ultimately I've
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have much bigger problems with my
supply chain, you know, do I always
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want to be just, you know, one step
away from needing additional capacity,
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do I always want to be relying on, you
know, point to point solutions, you
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know, logging into multiple different
platforms and you know from there, once
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we've proven value at a smaller scale,
we can expand out. So, you know, I
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think a lot of people believe that, you
know, they've got to come and hit that
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home run swing out of the gates,
especially, you know, us as marketers
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who tend to, you know fantasize about
what life really is, you know, on the
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ground for, for sales folks, you got to
realize that, you know, what's your
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wedge, how can you get into an account
and then, you know, ultimately when the
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deal signed, that's not when you
celebrate, that's, you know, day one
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and the real battle starts after that.
Yeah. Really addressing where someone
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is currently at, even when, you know,
the cure goes beyond their current need,
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it's a huge deal. It's a big part of
this process and one of the ways that I
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found so intriguing really, in our
first conversation, you guys decided to
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redo your website. Okay, now that at
face value, I'm like, okay, I mean,
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what, what tech company doesn't want a
better website, but walk me through the
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thinking and what led to this decision
and then we're going to get pretty
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specific over the next few minutes
because there was some strategy that I
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think for our listeners, they're gonna
be able to take away and apply to
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whatever B two B business they're in.
Yeah, absolutely. You know, so I joined
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stored in the middle of the year and
you know, whenever a company gets a new
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marketing leader, the first thing that
he or she has to do is, you know, redo
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the website and so, you know, that's,
that's very short, No, I'm just kidding.
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Actually, I've always kind of laughed
at that cliche, It's kind of like, you
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know, a sports team gets a new coach
and you know, all of a sudden, you know,
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even if things were working before
they've got to, you know, change up the
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team, trade some players and you know,
I don't really think our job as
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marketing leaders is to kind of like
pee on the sidewalk to like mark our,
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our space, like a dog that, you know,
ultimately for us, it really came down
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to, you know, we, we looked at what we
were trying to accomplish, we we looked
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at how efficacious we had been at
really succeeding on delivering this,
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this vision in the market. And we
realized that When you are trying to
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solve this challenge that we spent the
last 5, 10 minutes discussing of really
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genuinely not just selling someone an
awesome solution, but helping someone
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to put the pieces together and
understand that the entire way they've
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been looking at solving logistics
problems to date has been, you know,
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very dated and antiquated. The only way
that you're going to succeed at doing
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that is really having best in class
market and it comes down to that, you
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know, first thing I said, easy to
understand, impossible to ignore. So
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we're we're looking at this challenge
where our go to market our platform is
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a complete deviation from how all
traditional, you know, third party
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logistics players have operating. And
we looked at ourselves and said, you
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know, if we look like and smell like
another third party logistics operator,
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were just absolutely kidding ourselves.
If we think that we're going to have
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this, you know, drastically outside
success and change the dynamics of the
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market, we realized that, you know, too
often we had, you know, prospects
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coming in, customers who were looking
at us as, you know, just a, you know,
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another alternative, another substitute
to one of these other three pl players.
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And you know, realize that unless we
are capable of changing that dynamic,
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we are not going to be able to continue
achieving the outsized growth and
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results that we have. So we said, you
know, all right, we've got to kind of
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start from the ground up and figure out
how we can get to that point that, you
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know, anyone who interacts with stored
says, oh my God, you know, they're a
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logistics company, I can't believe they
made that, you know, this makes a lot
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of sense. I get it. You know, they're
different from all these other players
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who I won't name by name. Hey everyone
Emily brady with sweet fish here, If
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you've been listening to B two B growth
for a while, you know, we are big
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proponents of putting out original
organic content on linkedin. But one
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thing that has always been a struggle
for a team like ours is easily tracking
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the reach of that linkedin content.
That is why we are really excited about
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shield analytics. Since our team
started using shield, we've been able
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to easily track the reaching
performance of Arlington content
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to the show. Yeah. So here's what's
fascinating to me because I think the
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logic is there in a lot of other
marketing teams are a lot of other tech
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teams where they're like, okay, we have
a solution that solves a specific thing
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where we have the cure, we want to be
clear, but whether they're in their own
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weeds right, and they're just kind of
like the language they use on their
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site, the way that it's laid out, it's
it's at this point it still looks kind
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of slick, but it's still outdated,
right, especially if you live in B two
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B sas world like you know who's pulling
from who to make their website look
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like somebody else. So you guys took a
completely different approach. And the
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thing that I thought was interesting is
you basically made a sense that and
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like that that in and of itself is
pretty odd. So explain how that that
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idea was even developed. So you're
you're you're saying that the strategy
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of copying the stripe dot com circa
2016 isn't the way to success and go
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get what you want to do. Their their
current sites, amazing the previous
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iteration, you know, huge, huge fan,
but I just get a laugh out of it every
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time I you know, go check out a SAS
company's website and you know, I swear
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that after they launched that kind of
like you know, slanted visual and like
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medium fidelity devices like that was
popping up everywhere over that. But
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anyways, you know, credit where
credit's due but certainly I don't, you
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know, ultimately if you aspire to stand
out from all of your peers copying your
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peers strategy is you know, the
absolute pretty much worst way to go
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about doing that. So for us, what we
ultimately are trying to achieve is we
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are pioneering a new category of supply
chain services. So we call our solution
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cloud supply chain and you know, the
simplest way to think about that is you
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go back 20 years and enterprise I. T.
Consisted of you having on premise
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server farms where your team was going
out and buying huge buildings and
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stuffing them full of computers and
servers and memories so that you could
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support whatever cloud software ever
platform you were running. And it was
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this constant cat and mouse game where
you needed to keep up your physical
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infrastructure in order to keep pace
with your your customer growth and you
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know you go back 20 years and that was
just seen as you know the total normal
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if someone wasn't doing that you would
look at them like they were they were
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crazy. You know you fast forward to two
today the last 5 10 years and you see
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that you know pretty much everyone is
using a service like amazon web
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services Microsoft azar and these
companies they're just plugging into to
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aws they're getting the cloud computing
power they need today they grow five X
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you over a year and you know their
capacity just magically skills with
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them and you know I don't think you'll
find a C. T. O. Out there that's like
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oh my God like I wonder if amazon has
enough servers Like are we gonna be
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okay? It's just you know it's a it's
it's basically become a utility and
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that's allowed these technical teams to
focus on you know what really matters
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best in class software, best in class
user experience, best in class
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reliability and they're not you know
worrying about this constant cat and
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mouse game. So Cloud supply chain is
the same concept for physical supply
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chain, you plug into stored, you get
everything you need today. And as you
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continue to grow, we're with a network
over 1000 warehouses and 20,000
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carriers were able to just constantly
give you more and more capacity,
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identify the very best places and light
that up for you. So the reason I say
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this is, you know, it helps to actually
explain this kind of sim city concept.
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So we thought about this idea of, of
cloud supply chain and how stored is
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almost like this magical abstraction
layer that is sitting on top of the
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entire supply chain and both managing
those physical interactions, but also
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optimizing all of it. So it's not just
the physical interactions within a
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warehouse or, you know, shipping. It's
that, but it's also that kind of
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magical abstraction layer that's making
sure that you're not just storing your
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product somewhere and shipping it, that
you're storing it in the absolute best
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place and you're shipping it with the
absolute best carrier and the best
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service level. And so, you know, we
thought about how to how to do this and,
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you know, ultimately, you know, we we
set out with the goal of really doing
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something that, you know, no one's ever
seen before. And so what we realized is
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that this idea of talking about Porta
porch logistics, there's no better way
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to describe it than to actually show
people what it looks like. We all know
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about supply chain. We all think about
supply chain. We all read about supply
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chain, but to the vast majority of us
that's kind of hidden in the background,
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you might see the ups or Fedex delivery
trucks showing up at your, your house.
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But everything prior to that last mile
interaction is just, you know,
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basically magic to you. And so what we
ended up doing for the site and we
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partnered with the ultimate goats, just
total ballers as it relates to its
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design and web development. These guys
studio freight out of out of columbus
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and um, you know, they, what they
pulled off is spectacular. But
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essentially what, what we did with them
was we built out this, you know, as you
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said, whole supply chain city or you
can call it sim city where we built a
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live living, breathing three D world,
showing everything from product coming
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in on a like large freight ship,
container ship getting offloaded at the
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poor passed through to warehousing
networks, moved into retail stores
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delivered ultimately to end customers
on their porches. And so you know, if
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you can say porch to porch logistics,
but you know, who wants to read a
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paragraph about that? What if we could
have, you know, four words on, on the,
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on the hero and actually show you what
this, what this looks like. And so you
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know, for us, the two things we're
really trying to accomplish here is
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let's show people what this porch to
porch logistics looks like in action
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and how can we metaphorically
reinforced this theme. That story isn't
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just doing this for you that they are
sitting on top of it and optimizing
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that whole experience. And so kind of
smack dab in the middle of the world.
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We we built this giant control tower
that's peering down on the entire
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experience and controlling it. And you
can see on the site as product goes
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from, you know, getting unloaded from
containers at the ports all the way to,
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you know, customers porches, you see
these little green lights light up
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showing that whole process. And so, you
know, ultimately for for us it was, I
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don't know about you, but I'd much
rather, you know, see something
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interactive than stop and you know,
read a paragraph of text on the sites.
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100%. See that's, and that's the future
of not, not just websites, but like if
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you think about media in general right
now, social media has moved all the
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video right? Like everything is a
moving picture. There's not a lot of
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text left on the sites that are doing
significantly well. And if you're gonna
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expect someone to come to your website
and they're going to take the time to
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search you out. You want to make it as
simple for them to understand as
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possible. And that's my main takeaway
honestly, from looking at the storage
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site, from talking to you Mario,
there's this approach that I think is
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applicable across marketing. Anyone
thinking about doing a rebrand on the
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website where you can say how do we
obviously were not, maybe in the same
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market that stores in right, but like
how do we really begin to show someone
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what start to finish looks like in a
way that's not just words on the screen
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that makes my eyes glaze over. I don't
know what that process looks like for
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each person listening individually, but
to visualize how we could show the cure
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that we have in a step, one, step two,
step three, your site made that really
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clear and when there was text, even
though I'm not in the business you're
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in, I understood what you guys were
doing because I could see it and then
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there's obviously just enough
description to where I want to keep
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looking because it's visually appealing.
But then I'm reading because there's
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there's enough there to to kind of
explain a little bit more in detail
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what was your biggest, I don't want to
say surprise, but like what was the
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most fun part of this project that, as
you were working on it and as you saw
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it come together. Yeah, so I think
there there are kind of 22 pieces of
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the puzzle that I thought were most fun
that, you know, corny simple one, I'll
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get out of the way, you know just that
the first day and so this whole
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experience on store dot com, it's, it's
actually not a video or a gift or or an
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image that the whole world is actually
rendered live in the browser and so all
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of the animations, all the movement,
all the, all the elements are living
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breathing live in the browser using
three Js, you know shout out to the
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awesome bronco down in buenos are as
far as I'm concerned on on web
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development. So just the first day that
we saw that actually live in the
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browser and at this point, you know
none of the site had been built around
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it but just that first proof of concept
because when we, we started out, you
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know, we, we had this vision but you
know we, we did go through and find
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like you know a few other examples of
people that had, you know, kind of done
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somewhat similar things but there
wasn't a, you know roadmap, there
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wasn't a, oh okay cool. Like we can
just go look at this site and use that
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template or you know, we can go talk to
this person who has done this, you know,
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it really was, you know, first of its
kind and so for a while, you know
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obviously we were confident that we
were gonna be able to pull it off but
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you know it's an unknown unknown, you
want to go copy stripes site and you're
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like, okay cool. You know, we just got
to work on and eventually we'll, we'll
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have a copy of stripes site, you want
to go do something that no one's ever
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done before. It's like, you know, you
can say, all right. I think we're gonna
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be able to do it, but nothing's for
sure. And so the first day that we, we
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had that city up in the browser, that
was, you know, just a spectacular
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moment. And then I think the, the other
one was this whole process. It didn't
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start from saying, all right, let's go
redesign the website and then some
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patrick from the studio for a team just
came back like, alright Mario, like
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here's a fig file, here's what it's
gonna look like, you know, that's,
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that's not at all how we spent the
first, probably, you know, two months
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of this process going through doing
customer interviews, inter industry
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interviews, you know, running through
our whole leadership team, kind of
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going through a bunch of thought
exercises, visual explorations and so
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you know, all of this groundwork was
set in terms of, here's exactly what we
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want to communicate who we want to
communicate it to and you know, that's
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really all of that was out of the way
before we even started really kind of
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any sort of visual exploration and then,
you know, once we got all of this
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framework and strategy peace settled,
you know, the team really went to work
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and just brainstorming and bringing
back a bunch of different mood boards,
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a bunch of different styles, you know,
you would be, you wouldn't believe it
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if, you know, I showed you that, you
know, behind the scenes, fig MMA, like
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this is the first set of things we
looked at, because there are probably,
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you know, 100 different things in there
and you know, 99 a half of them were,
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you know, nothing like what you see on
the site today. And so the first time
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that after maybe a few weeks of just
going back and forth on all of these,
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like, you know, it's always one of the
more challenging things as a marketer,
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like, you know, giving good feedback on
highly subjective creative elements.
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But really that first time when, you
know, the team came back and you know,
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showed us something that were like, oh
wow, you know, that's it, like that's
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the string we've gotta, we've gotta
pull on and it was something as simple
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as a early rendering of of what are,
you know, new logo is, and just this
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one specific illustration that we all
looked at and we're like, you know,
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that's it, and then from there, you
know, that's like the string we tugged
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on and, you know, the team took off and,
you know, everything after that was fun
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stuff and getting to to the site as it
exists today. But you know, that first
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moment where it all clicked was was
pretty magical, you know, launching it
377
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a couple of weeks ago is obviously you
know, super fun, but everyone knows
378
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that you're launching is always kind of
hold your breath for a second, you go,
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this is gonna be fun, Okay, here's
where I want to start to wrap up the
380
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conversation with you. I want to talk
about how someone, you know, because it
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might not be a website redesign, right?
But there's a lot of takeaways,
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probably a lot of lessons you learned
in a lot of lessons our listeners can
383
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take away from what you guys have
walked through when it comes to okay,
384
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we know our cure, right? And we want to
make it as simple as possible for
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people. What would you say that you've
learned through this process and what
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would you recommend to, to those that
are listening? Yeah, so um I actually,
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one of my fun kind of little side gigs
is actually teach a marketing course
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for, for warehouse owners and you know,
the very, very first thing that I I say
389
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whenever I give this this presentation
is, you know, no one gives a crap about
390
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your company or your product and you
know, it's like that jarring thing, but
391
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you know, in my opinion, that's the,
you know, first step that you've got to
392
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overcome and realize that no one is
ever going to care as much. No one is
393
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ever going to give you the time of day
that you expect and you know, no one is
394
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going to be as invested as you are. And
so you can't be building or designing
395
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or writing for for yourself, that the
first barrier you have to overcome is
396
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how am I going to make someone just
give me a little bit of their time. So,
397
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you know, what's my hook? How am I
going to capture them? And I don't
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necessarily recommend just doing like a
total gimmick. Like, you know, you
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could go put some like, you know, like
obscene image out there and people
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might capture people's attention.
That's not what you want. But you know,
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ultimately it's you know, number one,
if you're trying to, you know, start
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out and build build a business, build a
brand, you've got to ask yourself, okay,
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You know, what is my secret sauce? You
know, what am I doing? And you know, it
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00:30:27.860 --> 00:30:31.360
could be a number of things that could
be design, it could be your website, it
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00:30:31.360 --> 00:30:34.980
could be, you know, a video, you make,
it could be your ad creative, it could
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be, you know, using great language, it
could be any number of things, but
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you've got to ask yourself All right.
If I am not standing out. If I am not,
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you know, the most engaging thing that
my audience has seen within their
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linkedin feed today. Like we're not
even gonna get to the point where
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someone's actually analyzing your
solution, reading up and understanding
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00:30:58.130 --> 00:31:01.890
what you're doing, and so first you've
got to figure out, you know what that
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00:31:01.890 --> 00:31:05.880
is for you and you know, this sounds
very harsh, but on an academic scale,
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you know, you could have like A level
marketing and be level and sea level
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and the level and, you know, F. Level.
But in reality it really is a case,
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00:31:14.140 --> 00:31:18.120
there's really, in my mind, there's
only A level in F level because, you
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00:31:18.120 --> 00:31:22.460
know, you're that A level content
that's, you know, the top 5% top 1% and
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00:31:22.460 --> 00:31:27.200
stand out and you win, you're in the,
you know, top 15% that's just not going
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00:31:27.200 --> 00:31:30.330
to cut in from a purely academic scale.
You can say, oh wow. You know, I gotta
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00:31:30.330 --> 00:31:33.800
be, but in practice, you know, that's
no different than if you got in A. D.
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And so you got to figure out what that
pieces and then once you've figured
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that out, you know, in that moment of
time and that, you know, 30 seconds
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that you grab someone's attention, if
they are not walking away from that
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experience with an understanding of,
you know why they should care why they
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should give you more time, then you
failed. And so it's only when you're
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00:31:56.600 --> 00:32:00.050
able to put these two pieces together,
that, you know, there are people out
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there, there are websites out there
that I think are beautiful, they're
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00:32:02.870 --> 00:32:07.660
marketing videos that I think are
incredible from an engaging perspective,
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00:32:07.740 --> 00:32:11.220
but you know, if someone gives you the
time of day and they engage with your
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00:32:11.220 --> 00:32:14.590
stuff and they walk away and they're
like that was really cool, but like I
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00:32:14.590 --> 00:32:18.800
don't know what the heck those folks do,
you know you've lost, so when you can
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00:32:18.800 --> 00:32:23.440
put those two things together and you
get that easy to understand, impossible
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to ignore and so a very practical
example, you land on the storage site
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00:32:28.210 --> 00:32:32.890
and you're just hit with this massive,
you know, we just put stored in huge
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00:32:32.890 --> 00:32:37.600
letters overlooking the whole three D
city and then the very first scroll we
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00:32:37.600 --> 00:32:41.560
give you literally, you know, one
sentence of text here is exactly what
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00:32:41.560 --> 00:32:46.730
we do and so it's like we hook you and
then you can't get any further without
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00:32:46.740 --> 00:32:50.300
having that understanding. And so my
goal was, you know, everyone who shows
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00:32:50.300 --> 00:32:53.690
up should be wowed and no one should
walk away saying you know what the heck
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00:32:53.690 --> 00:32:58.100
do do these guys do? And I think that,
you know, as again, it's not, it's
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00:32:58.100 --> 00:33:02.550
probably not a simcity world for for
every single person, but it's what am I
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00:33:02.550 --> 00:33:07.710
gonna do that makes me stand out from,
you know, the 99% of, of other content
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00:33:07.710 --> 00:33:12.770
out there and then once I've, you know
captivated interest, how do I make sure
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00:33:12.940 --> 00:33:17.040
that that person that I've captivated,
walks away with a real understanding of
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00:33:17.040 --> 00:33:21.940
what I do and what problem myself Yeah,
that's so good. I wrote down as we were
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00:33:21.940 --> 00:33:25.640
talking just to lay out whether it's
your site or as you're thinking through
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00:33:25.640 --> 00:33:29.550
your content, but how you would take
someone through start to finish your
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00:33:29.550 --> 00:33:34.020
cure and do it in a way, especially
with language like pick somebody that's
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00:33:34.030 --> 00:33:38.390
outside of your space a little bit and
have them look at it to like, do you
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00:33:38.390 --> 00:33:41.910
understand what I'm saying here?
Because a lot of times we talkin
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00:33:41.910 --> 00:33:47.810
Burbage or we talk so niche specific
that it's, it's just completely
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00:33:47.820 --> 00:33:53.150
gibberish. So to just be careful about
our language that were and that we know
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00:33:53.160 --> 00:33:56.860
what our cure is, right? But we're also
communicating our cure correctly to the
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00:33:56.860 --> 00:34:00.430
people that are going to visit our site
or or view our content and remember
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00:34:00.430 --> 00:34:04.970
ultimately like we're helping them
solve a problem that they have. So if
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00:34:04.970 --> 00:34:09.960
they don't understand the cure, like
that's the end. So I love this
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00:34:09.960 --> 00:34:13.100
conversation Mario, there's so much
more we can dive into, but I'm taking a
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00:34:13.100 --> 00:34:16.850
lot away from this. We're going to push
people in the show notes, you can click
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00:34:16.850 --> 00:34:21.350
on the link and check out storage
website, check out the remodel Mario if
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00:34:21.350 --> 00:34:24.330
people want to connect with you further,
where can they do that? How could they
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00:34:24.340 --> 00:34:29.850
reach out? Gosh! And so this is gonna
be my kind of subtracted points here,
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00:34:29.850 --> 00:34:34.440
but I'm actually only social media,
you're gonna find me on is is linkedin.
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00:34:34.440 --> 00:34:40.010
I'm just Mario Paganini on, on linkedin.
But you know, love to chat marketing
463
00:34:40.010 --> 00:34:44.750
and love to connect with folks. So find
me there, connect, happy to chat more
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00:34:44.750 --> 00:34:48.429
or you know, if you got any feedback on
the site or any questions, I would love
465
00:34:48.429 --> 00:34:53.610
to chat and we're also in the process
of really building out the marketing
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00:34:53.610 --> 00:34:57.750
team over at stores where were, you
know, looking to hire, you know, 10 to
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00:34:57.750 --> 00:35:02.360
15 people on the, on the team in this
upcoming year. So regardless product
468
00:35:02.360 --> 00:35:07.120
marketing, demand generation, content,
brand design. We've got open roles
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00:35:07.120 --> 00:35:10.330
across the board. So if you're
interested there, store dot com slash
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00:35:10.330 --> 00:35:14.440
careers and that page is pretty damn
cool too cool. Thank you Mario
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00:35:14.440 --> 00:35:17.930
appreciate your time man. It was so fun
to get to talk to you. Yeah, likewise,
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00:35:17.930 --> 00:35:21.250
thanks so much for having me looking
forward to uh listen to the recording
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00:35:21.250 --> 00:35:25.150
and hopefully get some feedback from
the listeners. Absolutely. For our
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00:35:25.150 --> 00:35:28.700
listeners, You can also connect with me.
Go on linkedin search, Benji Block,
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00:35:28.710 --> 00:35:33.760
always talking about marketing business
life and thanks for tuning in to be to
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00:35:33.760 --> 00:35:37.180
be growth today. We'll be back soon
with another episode. Keep doing work
477
00:35:37.180 --> 00:35:38.860
that matters. Mm hmm
478
00:35:40.740 --> 00:35:44.520
For the longest time I was asking
people to leave a review of B2B growth
479
00:35:44.520 --> 00:35:49.010
in Apple podcasts, but I realized that
was kind of stupid because leaving a
480
00:35:49.010 --> 00:35:54.210
review is way harder than just leaving
a simple rating. So I'm changing my
481
00:35:54.210 --> 00:35:57.880
tune a bit instead of asking you to
leave a review, I'm just going to ask
482
00:35:57.880 --> 00:36:02.020
you to go to BBB Growth and Apple
podcasts scroll down until you see the
483
00:36:02.020 --> 00:36:05.710
ratings and reviews section and just
tap the number of stars you want to
484
00:36:05.710 --> 00:36:11.530
give us no review necessary. Super easy.
And I promise it will help us out a ton.
485
00:36:11.540 --> 00:36:15.620
If you want a copy of my book, content
based networking, just shoot me a text
486
00:36:15.630 --> 00:36:21.870
after you leave the rating and I'll
send one your way, text me at 40749033
487
00:36:21.880 --> 00:36:23.560
to 8.