Vitamins, Painkillers, and the Cure with Mario Paganini

WEBVTT 1 00:00:04.940 --> 00:00:09.400 Welcome back to be to be growth. I'm your host Benji block today. I'm joined 2 00:00:09.400 --> 00:00:15.490 by Mario Paganini and a new friend, excited to get to chat with Mario Mario 3 00:00:15.490 --> 00:00:19.550 welcome into B two B growth. Yeah, excited to to be here. Thanks for 4 00:00:19.550 --> 00:00:23.130 inviting me and really looking forward to chatting. If this is anywhere near 5 00:00:23.130 --> 00:00:27.570 as fun as our first intro call, it's gonna be a good time. Yeah, I'm 6 00:00:27.570 --> 00:00:31.970 thrilled to get to talk about several things within marketing with you, but 7 00:00:31.980 --> 00:00:36.120 you're the head of marketing at stored, you're doing a lot of exciting things 8 00:00:36.120 --> 00:00:40.400 and we're going to dive into some of that today. But really what resonated 9 00:00:40.400 --> 00:00:45.730 with me as we talked previously man was that there's a lot of people are going 10 00:00:45.730 --> 00:00:50.940 to feel this right in marketing but we all want to have the product that's not 11 00:00:50.940 --> 00:00:55.680 just nice to have, but it's need to have right. Like we all want to have 12 00:00:55.690 --> 00:01:00.650 that product where we're not just perceived to have long term benefits, 13 00:01:00.650 --> 00:01:05.250 but like we want people to know why we matter now and I guess where I would 14 00:01:05.250 --> 00:01:10.220 start this conversation with you Mario is why do you feel like even though we 15 00:01:10.220 --> 00:01:16.180 all want that it's so complicated to actually be clear about the problem we 16 00:01:16.180 --> 00:01:21.690 solved. Why do you think that is? Yeah. So you know, I think back and a a 17 00:01:21.690 --> 00:01:27.440 previous boss used to say this all the time. They used to say, you know when 18 00:01:27.440 --> 00:01:31.950 you're starting a company, when you're, when you're building a a product, you 19 00:01:31.950 --> 00:01:36.460 want to be a painkiller, not a vitamin and you know, for for years that really 20 00:01:36.460 --> 00:01:41.060 resonated with with me and made a lot of sense, but more recently I kind of 21 00:01:41.060 --> 00:01:45.960 had this this epiphany and don't mean that throw shade at this person who I 22 00:01:45.970 --> 00:01:51.420 don't know, but I realized that, you know, that's not really true, that's 23 00:01:51.420 --> 00:01:57.010 not the north Star that that you should be looking for when you're building a 24 00:01:57.010 --> 00:02:01.920 product, when you're founding a company that I would take it one level further 25 00:02:01.920 --> 00:02:06.510 and say that when I look out into the market, there's really three types of 26 00:02:06.510 --> 00:02:09.820 companies and I kind of group everyone into one of these buckets, there's 27 00:02:09.820 --> 00:02:14.120 there's vitamins, there's, you know, painkillers and then there's, you know, 28 00:02:14.120 --> 00:02:19.390 true cures. And so when you dissect that, you know, certainly very 29 00:02:19.400 --> 00:02:23.320 intrinsically obvious, you know, no one wants to be a vitamin, you know, you 30 00:02:23.320 --> 00:02:27.020 think about that and you know, you're you're a healthy person, you're you're 31 00:02:27.020 --> 00:02:30.600 an athlete, you're in good shape, you know, you take a multivitamin and maybe 32 00:02:30.600 --> 00:02:33.740 you're getting like half a percent better, Maybe it's doing nothing. You 33 00:02:33.740 --> 00:02:38.460 know, you got some sort of of illness that vitamin is is is not gonna cure it, 34 00:02:38.470 --> 00:02:43.750 then, you know, you have a painkiller and that provides a good bit of value, 35 00:02:43.750 --> 00:02:47.370 you know, let's say that I've I've broken my my arm and you know, I'm in 36 00:02:47.370 --> 00:02:50.930 just excruciating pain, you know, I need to think straight, I need to 37 00:02:50.930 --> 00:02:55.120 figure out how to get to the doctor, I need to, you know, I'm I'm in shock and 38 00:02:55.120 --> 00:02:57.650 you know, I take some sort of painkiller and that's going to numb the 39 00:02:57.650 --> 00:03:01.190 pain. That's going to help me to to think straight, it's going to, you know, 40 00:03:01.190 --> 00:03:05.560 in the very short term helped me out quite a bit, but at the end of the day 41 00:03:05.560 --> 00:03:09.530 I'm going to look down and see in my arms still broken and ultimately what I 42 00:03:09.540 --> 00:03:14.180 truly need is a cure and, you know, that cure for broken arm is, you know, 43 00:03:14.180 --> 00:03:17.770 I've got to go find a good doctor that that person's got to, you know, set my 44 00:03:17.770 --> 00:03:21.390 arm, do whatever surgery may be necessary, put it in a cast and, you 45 00:03:21.390 --> 00:03:25.520 know, set me on a road to recovery so that I'm ultimately, you know, as good 46 00:03:25.520 --> 00:03:29.780 as I was before, if not better. And so ultimately kind of, every single 47 00:03:29.780 --> 00:03:33.490 company in my mind fits into one of those buckets and I think to get to the 48 00:03:33.490 --> 00:03:38.590 root of of your question and it really comes down to really peeling back the 49 00:03:38.590 --> 00:03:43.900 onion and understanding what is the fundamental market inefficiency? What 50 00:03:43.900 --> 00:03:48.940 is that deepest level challenge that is impeding your I. C. P. Your customer 51 00:03:48.940 --> 00:03:54.660 base from being successful and so I'll give you a example in stored world. So 52 00:03:54.740 --> 00:03:59.990 what we do is we take all of the physical logistics services you need 53 00:03:59.990 --> 00:04:04.760 for an end m supply chain, so transportation, how you move your 54 00:04:04.760 --> 00:04:08.070 products throughout your supply chain warehousing where you store them 55 00:04:08.070 --> 00:04:12.160 fulfillment, how you get that into the hands of your end customers or your 56 00:04:12.160 --> 00:04:16.279 your training partners and then we couple that with all of the technology 57 00:04:16.279 --> 00:04:22.110 you need to integrate and manage that whole experience. And so the genesis of 58 00:04:22.120 --> 00:04:27.230 of why stored started this way and our strategy as we look down in the market 59 00:04:27.230 --> 00:04:32.490 and we saw that this market was so unbelievably fragmented and there were 60 00:04:32.490 --> 00:04:37.750 individual players kind of solving all of these painkiller challenges, you 61 00:04:37.750 --> 00:04:41.980 know, finding a little bit more extra warehouse space. So, you know, someone 62 00:04:41.980 --> 00:04:45.660 provides you that painkiller, more warehouse space or you know, I need to 63 00:04:45.660 --> 00:04:49.880 connect this software to that software, I need to integrate this trading 64 00:04:49.880 --> 00:04:55.180 partner with my er p some, we'll go out and do that. But ultimately what that 65 00:04:55.180 --> 00:05:00.680 means is that for you to have a end to end supply chain that really succeeds 66 00:05:00.680 --> 00:05:04.500 in, you know, modern omnichannel commerce, you've got to go out and try 67 00:05:04.500 --> 00:05:09.600 to piece together 4567 of these different solutions and, you know, 68 00:05:09.600 --> 00:05:12.840 you're out there trying to keep up with the amazons of the world who have been 69 00:05:12.840 --> 00:05:17.620 able to build out this whole experience on, on their own. And so when we look 70 00:05:17.630 --> 00:05:21.820 at this market for restored, we really said, hey, you know, the problem isn't 71 00:05:21.820 --> 00:05:25.670 that people need more warehouse space. So the problem isn't that, you know, 72 00:05:25.670 --> 00:05:30.140 they need to integrate all these tools. The ultimate problem is that people 73 00:05:30.140 --> 00:05:36.650 need a supply chain that connects their customers. They need the technology 74 00:05:36.660 --> 00:05:40.880 necessary to manage and optimize that and they need a solution that's going 75 00:05:40.880 --> 00:05:44.830 to scale with them a period of high growth. Their supply chain capacity 76 00:05:44.830 --> 00:05:49.660 needs to expand, you know slower season, you need to be able to retract. And so 77 00:05:49.660 --> 00:05:54.170 for us we realize, you know, the only way we could really solve the problem 78 00:05:54.170 --> 00:05:57.960 of dated, inefficient supply chains and really move them into the omni channel 79 00:05:57.960 --> 00:06:02.680 future is to connect all of these pieces and then once you are able to 80 00:06:02.680 --> 00:06:06.630 piece all these different tools together, then we really could go to 81 00:06:06.630 --> 00:06:10.640 market and deliver this, you know cliche but you know amazon prime level 82 00:06:10.640 --> 00:06:16.010 supply chain to to anyone who wants it. Well I love that, but I have some 83 00:06:16.010 --> 00:06:19.180 initial pushback because here's what I think when you use that image. So when 84 00:06:19.180 --> 00:06:23.730 I hear like painkiller, I'm thinking think about how hard it is to talk to 85 00:06:23.730 --> 00:06:29.550 somebody who's on painkillers, right? Because they are in a state of mind 86 00:06:29.550 --> 00:06:33.470 where like you're not going to have a coherent conversation with them. And I 87 00:06:33.470 --> 00:06:36.550 think that happens in marketing all the time that happens in business all the 88 00:06:36.550 --> 00:06:42.820 time. We know that we have a cure for a problem that they have, right? But they 89 00:06:42.820 --> 00:06:45.660 have been solving it with painkillers for so long that there's a 90 00:06:45.660 --> 00:06:51.280 communication breakdown. So I wonder from your experience, like how do you 91 00:06:51.290 --> 00:06:56.150 try to overcome that objective and maybe beyond even just stored, what 92 00:06:56.150 --> 00:06:58.800 would you say to those that are in that place where they're going okay, we know 93 00:06:58.800 --> 00:07:04.800 we have a cure but we need to be clear right in our communication to show what 94 00:07:04.800 --> 00:07:08.820 you're doing right now to just kind of kill the pain isn't going to work long 95 00:07:08.820 --> 00:07:10.160 term, isn't the best solution. 96 00:07:11.340 --> 00:07:16.560 Yeah, so I'll give you 33 pieces of of advice here. So you know, number one, 97 00:07:16.940 --> 00:07:21.190 the best marketing and really I would even argue any marketing that is 98 00:07:21.190 --> 00:07:28.740 efficacious, needs to be both easy to understand and impossible to ignore. So, 99 00:07:28.740 --> 00:07:32.710 you know, obviously if I'm, you know, your your customers kind of hopped up 100 00:07:32.710 --> 00:07:37.090 on painkillers, their attention span might be extra low, but even, you know, 101 00:07:37.090 --> 00:07:43.630 the clear minded sober of us have such a you know, short attention span and 102 00:07:43.640 --> 00:07:47.750 you know, us as marketers, we often make the mistake of thinking that 103 00:07:47.750 --> 00:07:51.550 people want to come in and you know, give a crap about our products and 104 00:07:51.560 --> 00:07:55.320 invest time to read up and look through all of our stuff and you know, that's 105 00:07:55.320 --> 00:08:00.590 that's simply not the reality. And so, you know, great marketing is in a very, 106 00:08:00.590 --> 00:08:05.370 very brief period of time, someone can understand exactly what you do and at 107 00:08:05.370 --> 00:08:09.440 the same time you've given them some sort of reason whether that be how you 108 00:08:09.440 --> 00:08:13.240 speak, how you visually present yourself, how you package yourself all 109 00:08:13.240 --> 00:08:17.510 of the above that makes you kind of impossible to ignore. So I think that's, 110 00:08:17.510 --> 00:08:22.250 you know, tip number one, tip number two is, you know, and I, I stole this 111 00:08:22.250 --> 00:08:26.070 from, from the good folks over at at gong, they're, they're kind of the, the 112 00:08:26.070 --> 00:08:30.710 goats as kind of sales and marketing advice, but you know, one of one of 113 00:08:30.710 --> 00:08:35.740 their content folks once said, you know, if you're capable of describing a 114 00:08:35.740 --> 00:08:40.120 customer's problem more eloquently and more clearly than they are, you're 115 00:08:40.120 --> 00:08:45.970 always gonna sound like the solution. So I think that's ultimately tip number 116 00:08:45.980 --> 00:08:53.160 number two here and then last and not least, you know, this isn't the sexiest 117 00:08:53.160 --> 00:08:59.640 solution, but sometimes you have to realize that you are never going to be 118 00:08:59.650 --> 00:09:04.840 able to sell this whole vision out of the gate and so I'll use the storage 119 00:09:04.840 --> 00:09:08.870 example, we have this end end solution that encompasses all of the physical 120 00:09:08.870 --> 00:09:11.830 logistics, you need, all of the software, you need for this best in 121 00:09:11.830 --> 00:09:16.670 class, competitive advantage, driving supply chain. But if we said, you know, 122 00:09:16.680 --> 00:09:21.790 alright, we're only going to acquire customers if they say alright store and 123 00:09:21.790 --> 00:09:24.490 I'm just gonna stop everything I'm doing, I'm going to give it all to you, 124 00:09:24.500 --> 00:09:28.350 you know, you know, we, we, I don't think we'd be anywhere near as well off 125 00:09:28.350 --> 00:09:33.190 as we are right now. And so part of the battle is realizing that, you know, 126 00:09:33.190 --> 00:09:37.830 sometimes you have to figure out, alright, here's my best wedge and that 127 00:09:37.830 --> 00:09:42.400 you don't need to hit the home run off your first swing. And so for a storage 128 00:09:42.400 --> 00:09:45.960 example, it's like, you know what, alright, if we can get into account an 129 00:09:45.960 --> 00:09:50.590 account nearly by at least in the short term, kind of masking ourselves as a 130 00:09:50.590 --> 00:09:54.730 pain killer of oh you need some additional warehouse capacity in the 131 00:09:54.730 --> 00:09:59.360 Chicago area, Great, we've got you and you know, we will solve that specific 132 00:09:59.360 --> 00:10:03.850 problem as well, if not better than anyone else and then once we've got you 133 00:10:03.850 --> 00:10:08.330 there, we have all of these mechanisms that we can kind of guide you down that 134 00:10:08.330 --> 00:10:12.760 path, then change your thinking two oh wow, you know what, like it's great 135 00:10:12.760 --> 00:10:17.400 that I got that additional warehouse capacity, but you know, ultimately I've 136 00:10:17.400 --> 00:10:21.160 have much bigger problems with my supply chain, you know, do I always 137 00:10:21.160 --> 00:10:25.630 want to be just, you know, one step away from needing additional capacity, 138 00:10:25.640 --> 00:10:29.810 do I always want to be relying on, you know, point to point solutions, you 139 00:10:29.810 --> 00:10:33.560 know, logging into multiple different platforms and you know from there, once 140 00:10:33.560 --> 00:10:37.910 we've proven value at a smaller scale, we can expand out. So, you know, I 141 00:10:37.910 --> 00:10:41.070 think a lot of people believe that, you know, they've got to come and hit that 142 00:10:41.070 --> 00:10:44.980 home run swing out of the gates, especially, you know, us as marketers 143 00:10:44.980 --> 00:10:49.110 who tend to, you know fantasize about what life really is, you know, on the 144 00:10:49.110 --> 00:10:53.110 ground for, for sales folks, you got to realize that, you know, what's your 145 00:10:53.110 --> 00:10:57.250 wedge, how can you get into an account and then, you know, ultimately when the 146 00:10:57.250 --> 00:11:00.550 deal signed, that's not when you celebrate, that's, you know, day one 147 00:11:00.550 --> 00:11:06.070 and the real battle starts after that. Yeah. Really addressing where someone 148 00:11:06.070 --> 00:11:12.160 is currently at, even when, you know, the cure goes beyond their current need, 149 00:11:12.170 --> 00:11:17.190 it's a huge deal. It's a big part of this process and one of the ways that I 150 00:11:17.190 --> 00:11:22.330 found so intriguing really, in our first conversation, you guys decided to 151 00:11:22.330 --> 00:11:27.520 redo your website. Okay, now that at face value, I'm like, okay, I mean, 152 00:11:27.520 --> 00:11:32.740 what, what tech company doesn't want a better website, but walk me through the 153 00:11:32.740 --> 00:11:36.650 thinking and what led to this decision and then we're going to get pretty 154 00:11:36.650 --> 00:11:40.300 specific over the next few minutes because there was some strategy that I 155 00:11:40.300 --> 00:11:43.680 think for our listeners, they're gonna be able to take away and apply to 156 00:11:43.680 --> 00:11:48.340 whatever B two B business they're in. Yeah, absolutely. You know, so I joined 157 00:11:48.350 --> 00:11:51.490 stored in the middle of the year and you know, whenever a company gets a new 158 00:11:51.490 --> 00:11:55.540 marketing leader, the first thing that he or she has to do is, you know, redo 159 00:11:55.540 --> 00:11:59.240 the website and so, you know, that's, that's very short, No, I'm just kidding. 160 00:11:59.240 --> 00:12:03.580 Actually, I've always kind of laughed at that cliche, It's kind of like, you 161 00:12:03.580 --> 00:12:06.480 know, a sports team gets a new coach and you know, all of a sudden, you know, 162 00:12:06.480 --> 00:12:09.260 even if things were working before they've got to, you know, change up the 163 00:12:09.260 --> 00:12:13.000 team, trade some players and you know, I don't really think our job as 164 00:12:13.000 --> 00:12:17.100 marketing leaders is to kind of like pee on the sidewalk to like mark our, 165 00:12:17.110 --> 00:12:21.910 our space, like a dog that, you know, ultimately for us, it really came down 166 00:12:21.910 --> 00:12:27.210 to, you know, we, we looked at what we were trying to accomplish, we we looked 167 00:12:27.210 --> 00:12:32.390 at how efficacious we had been at really succeeding on delivering this, 168 00:12:32.390 --> 00:12:38.320 this vision in the market. And we realized that When you are trying to 169 00:12:38.320 --> 00:12:44.840 solve this challenge that we spent the last 5, 10 minutes discussing of really 170 00:12:44.840 --> 00:12:50.300 genuinely not just selling someone an awesome solution, but helping someone 171 00:12:50.300 --> 00:12:55.480 to put the pieces together and understand that the entire way they've 172 00:12:55.480 --> 00:12:59.370 been looking at solving logistics problems to date has been, you know, 173 00:12:59.370 --> 00:13:06.190 very dated and antiquated. The only way that you're going to succeed at doing 174 00:13:06.190 --> 00:13:10.780 that is really having best in class market and it comes down to that, you 175 00:13:10.780 --> 00:13:16.130 know, first thing I said, easy to understand, impossible to ignore. So 176 00:13:16.130 --> 00:13:21.380 we're we're looking at this challenge where our go to market our platform is 177 00:13:21.390 --> 00:13:25.230 a complete deviation from how all traditional, you know, third party 178 00:13:25.230 --> 00:13:28.680 logistics players have operating. And we looked at ourselves and said, you 179 00:13:28.680 --> 00:13:33.580 know, if we look like and smell like another third party logistics operator, 180 00:13:33.580 --> 00:13:37.040 were just absolutely kidding ourselves. If we think that we're going to have 181 00:13:37.040 --> 00:13:40.500 this, you know, drastically outside success and change the dynamics of the 182 00:13:40.500 --> 00:13:45.530 market, we realized that, you know, too often we had, you know, prospects 183 00:13:45.530 --> 00:13:51.300 coming in, customers who were looking at us as, you know, just a, you know, 184 00:13:51.300 --> 00:13:55.840 another alternative, another substitute to one of these other three pl players. 185 00:13:55.840 --> 00:14:01.160 And you know, realize that unless we are capable of changing that dynamic, 186 00:14:01.170 --> 00:14:05.640 we are not going to be able to continue achieving the outsized growth and 187 00:14:05.640 --> 00:14:09.770 results that we have. So we said, you know, all right, we've got to kind of 188 00:14:09.780 --> 00:14:14.170 start from the ground up and figure out how we can get to that point that, you 189 00:14:14.170 --> 00:14:18.410 know, anyone who interacts with stored says, oh my God, you know, they're a 190 00:14:18.410 --> 00:14:22.060 logistics company, I can't believe they made that, you know, this makes a lot 191 00:14:22.060 --> 00:14:25.910 of sense. I get it. You know, they're different from all these other players 192 00:14:25.910 --> 00:14:31.160 who I won't name by name. Hey everyone Emily brady with sweet fish here, If 193 00:14:31.160 --> 00:14:34.120 you've been listening to B two B growth for a while, you know, we are big 194 00:14:34.120 --> 00:14:37.970 proponents of putting out original organic content on linkedin. 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Alright, let's get back 209 00:15:31.150 --> 00:15:35.650 to the show. Yeah. So here's what's fascinating to me because I think the 210 00:15:35.650 --> 00:15:40.090 logic is there in a lot of other marketing teams are a lot of other tech 211 00:15:40.090 --> 00:15:44.370 teams where they're like, okay, we have a solution that solves a specific thing 212 00:15:44.370 --> 00:15:49.300 where we have the cure, we want to be clear, but whether they're in their own 213 00:15:49.300 --> 00:15:53.400 weeds right, and they're just kind of like the language they use on their 214 00:15:53.400 --> 00:15:59.880 site, the way that it's laid out, it's it's at this point it still looks kind 215 00:15:59.880 --> 00:16:03.130 of slick, but it's still outdated, right, especially if you live in B two 216 00:16:03.130 --> 00:16:07.090 B sas world like you know who's pulling from who to make their website look 217 00:16:07.090 --> 00:16:11.780 like somebody else. So you guys took a completely different approach. And the 218 00:16:11.790 --> 00:16:16.980 thing that I thought was interesting is you basically made a sense that and 219 00:16:16.980 --> 00:16:22.980 like that that in and of itself is pretty odd. So explain how that that 220 00:16:22.980 --> 00:16:28.440 idea was even developed. So you're you're you're saying that the strategy 221 00:16:28.440 --> 00:16:35.000 of copying the stripe dot com circa 2016 isn't the way to success and go 222 00:16:35.000 --> 00:16:40.160 get what you want to do. Their their current sites, amazing the previous 223 00:16:40.160 --> 00:16:44.120 iteration, you know, huge, huge fan, but I just get a laugh out of it every 224 00:16:44.120 --> 00:16:47.760 time I you know, go check out a SAS company's website and you know, I swear 225 00:16:47.760 --> 00:16:52.350 that after they launched that kind of like you know, slanted visual and like 226 00:16:52.350 --> 00:16:57.900 medium fidelity devices like that was popping up everywhere over that. But 227 00:16:57.910 --> 00:17:01.590 anyways, you know, credit where credit's due but certainly I don't, you 228 00:17:01.590 --> 00:17:08.160 know, ultimately if you aspire to stand out from all of your peers copying your 229 00:17:08.160 --> 00:17:11.640 peers strategy is you know, the absolute pretty much worst way to go 230 00:17:11.640 --> 00:17:19.319 about doing that. So for us, what we ultimately are trying to achieve is we 231 00:17:19.319 --> 00:17:26.630 are pioneering a new category of supply chain services. So we call our solution 232 00:17:26.640 --> 00:17:31.440 cloud supply chain and you know, the simplest way to think about that is you 233 00:17:31.440 --> 00:17:38.250 go back 20 years and enterprise I. T. Consisted of you having on premise 234 00:17:38.260 --> 00:17:42.980 server farms where your team was going out and buying huge buildings and 235 00:17:42.980 --> 00:17:46.200 stuffing them full of computers and servers and memories so that you could 236 00:17:46.200 --> 00:17:50.600 support whatever cloud software ever platform you were running. And it was 237 00:17:50.600 --> 00:17:55.620 this constant cat and mouse game where you needed to keep up your physical 238 00:17:55.620 --> 00:18:00.910 infrastructure in order to keep pace with your your customer growth and you 239 00:18:00.910 --> 00:18:04.510 know you go back 20 years and that was just seen as you know the total normal 240 00:18:04.510 --> 00:18:07.320 if someone wasn't doing that you would look at them like they were they were 241 00:18:07.320 --> 00:18:12.950 crazy. You know you fast forward to two today the last 5 10 years and you see 242 00:18:12.950 --> 00:18:18.230 that you know pretty much everyone is using a service like amazon web 243 00:18:18.230 --> 00:18:22.820 services Microsoft azar and these companies they're just plugging into to 244 00:18:22.820 --> 00:18:28.350 aws they're getting the cloud computing power they need today they grow five X 245 00:18:28.350 --> 00:18:32.120 you over a year and you know their capacity just magically skills with 246 00:18:32.120 --> 00:18:35.920 them and you know I don't think you'll find a C. T. O. Out there that's like 247 00:18:35.930 --> 00:18:39.200 oh my God like I wonder if amazon has enough servers Like are we gonna be 248 00:18:39.200 --> 00:18:43.760 okay? It's just you know it's a it's it's basically become a utility and 249 00:18:43.760 --> 00:18:47.820 that's allowed these technical teams to focus on you know what really matters 250 00:18:47.820 --> 00:18:51.160 best in class software, best in class user experience, best in class 251 00:18:51.160 --> 00:18:54.620 reliability and they're not you know worrying about this constant cat and 252 00:18:54.620 --> 00:18:59.140 mouse game. So Cloud supply chain is the same concept for physical supply 253 00:18:59.140 --> 00:19:04.880 chain, you plug into stored, you get everything you need today. And as you 254 00:19:04.880 --> 00:19:11.160 continue to grow, we're with a network over 1000 warehouses and 20,000 255 00:19:11.160 --> 00:19:15.030 carriers were able to just constantly give you more and more capacity, 256 00:19:15.030 --> 00:19:20.570 identify the very best places and light that up for you. So the reason I say 257 00:19:20.570 --> 00:19:25.220 this is, you know, it helps to actually explain this kind of sim city concept. 258 00:19:25.220 --> 00:19:32.160 So we thought about this idea of, of cloud supply chain and how stored is 259 00:19:32.160 --> 00:19:38.040 almost like this magical abstraction layer that is sitting on top of the 260 00:19:38.040 --> 00:19:43.510 entire supply chain and both managing those physical interactions, but also 261 00:19:43.520 --> 00:19:47.960 optimizing all of it. So it's not just the physical interactions within a 262 00:19:47.960 --> 00:19:53.160 warehouse or, you know, shipping. It's that, but it's also that kind of 263 00:19:53.160 --> 00:19:57.000 magical abstraction layer that's making sure that you're not just storing your 264 00:19:57.000 --> 00:20:01.190 product somewhere and shipping it, that you're storing it in the absolute best 265 00:20:01.190 --> 00:20:04.390 place and you're shipping it with the absolute best carrier and the best 266 00:20:04.390 --> 00:20:09.060 service level. And so, you know, we thought about how to how to do this and, 267 00:20:09.070 --> 00:20:13.080 you know, ultimately, you know, we we set out with the goal of really doing 268 00:20:13.080 --> 00:20:18.020 something that, you know, no one's ever seen before. And so what we realized is 269 00:20:18.020 --> 00:20:23.380 that this idea of talking about Porta porch logistics, there's no better way 270 00:20:23.380 --> 00:20:28.300 to describe it than to actually show people what it looks like. We all know 271 00:20:28.300 --> 00:20:32.430 about supply chain. We all think about supply chain. We all read about supply 272 00:20:32.430 --> 00:20:36.690 chain, but to the vast majority of us that's kind of hidden in the background, 273 00:20:36.690 --> 00:20:41.970 you might see the ups or Fedex delivery trucks showing up at your, your house. 274 00:20:41.970 --> 00:20:46.610 But everything prior to that last mile interaction is just, you know, 275 00:20:46.620 --> 00:20:52.650 basically magic to you. And so what we ended up doing for the site and we 276 00:20:52.650 --> 00:20:58.260 partnered with the ultimate goats, just total ballers as it relates to its 277 00:20:58.340 --> 00:21:02.690 design and web development. These guys studio freight out of out of columbus 278 00:21:02.690 --> 00:21:06.670 and um, you know, they, what they pulled off is spectacular. But 279 00:21:06.680 --> 00:21:10.740 essentially what, what we did with them was we built out this, you know, as you 280 00:21:10.740 --> 00:21:15.470 said, whole supply chain city or you can call it sim city where we built a 281 00:21:15.480 --> 00:21:21.960 live living, breathing three D world, showing everything from product coming 282 00:21:21.960 --> 00:21:28.700 in on a like large freight ship, container ship getting offloaded at the 283 00:21:28.700 --> 00:21:34.390 poor passed through to warehousing networks, moved into retail stores 284 00:21:34.400 --> 00:21:39.260 delivered ultimately to end customers on their porches. And so you know, if 285 00:21:39.260 --> 00:21:42.350 you can say porch to porch logistics, but you know, who wants to read a 286 00:21:42.350 --> 00:21:46.670 paragraph about that? What if we could have, you know, four words on, on the, 287 00:21:46.670 --> 00:21:51.200 on the hero and actually show you what this, what this looks like. And so you 288 00:21:51.200 --> 00:21:54.320 know, for us, the two things we're really trying to accomplish here is 289 00:21:54.330 --> 00:21:58.970 let's show people what this porch to porch logistics looks like in action 290 00:21:58.980 --> 00:22:05.100 and how can we metaphorically reinforced this theme. That story isn't 291 00:22:05.100 --> 00:22:10.220 just doing this for you that they are sitting on top of it and optimizing 292 00:22:10.220 --> 00:22:14.920 that whole experience. And so kind of smack dab in the middle of the world. 293 00:22:14.920 --> 00:22:20.200 We we built this giant control tower that's peering down on the entire 294 00:22:20.200 --> 00:22:25.800 experience and controlling it. And you can see on the site as product goes 295 00:22:25.800 --> 00:22:30.460 from, you know, getting unloaded from containers at the ports all the way to, 296 00:22:30.540 --> 00:22:34.080 you know, customers porches, you see these little green lights light up 297 00:22:34.080 --> 00:22:39.350 showing that whole process. And so, you know, ultimately for for us it was, I 298 00:22:39.350 --> 00:22:42.380 don't know about you, but I'd much rather, you know, see something 299 00:22:42.380 --> 00:22:46.880 interactive than stop and you know, read a paragraph of text on the sites. 300 00:22:46.890 --> 00:22:52.470 100%. See that's, and that's the future of not, not just websites, but like if 301 00:22:52.470 --> 00:22:56.100 you think about media in general right now, social media has moved all the 302 00:22:56.100 --> 00:23:00.040 video right? Like everything is a moving picture. There's not a lot of 303 00:23:00.040 --> 00:23:05.340 text left on the sites that are doing significantly well. And if you're gonna 304 00:23:05.350 --> 00:23:08.850 expect someone to come to your website and they're going to take the time to 305 00:23:08.850 --> 00:23:13.570 search you out. You want to make it as simple for them to understand as 306 00:23:13.570 --> 00:23:17.980 possible. And that's my main takeaway honestly, from looking at the storage 307 00:23:17.980 --> 00:23:22.650 site, from talking to you Mario, there's this approach that I think is 308 00:23:22.650 --> 00:23:25.980 applicable across marketing. Anyone thinking about doing a rebrand on the 309 00:23:25.980 --> 00:23:29.770 website where you can say how do we obviously were not, maybe in the same 310 00:23:29.770 --> 00:23:34.970 market that stores in right, but like how do we really begin to show someone 311 00:23:34.970 --> 00:23:39.350 what start to finish looks like in a way that's not just words on the screen 312 00:23:39.350 --> 00:23:44.680 that makes my eyes glaze over. I don't know what that process looks like for 313 00:23:44.690 --> 00:23:50.480 each person listening individually, but to visualize how we could show the cure 314 00:23:50.490 --> 00:23:55.250 that we have in a step, one, step two, step three, your site made that really 315 00:23:55.250 --> 00:23:59.030 clear and when there was text, even though I'm not in the business you're 316 00:23:59.030 --> 00:24:02.440 in, I understood what you guys were doing because I could see it and then 317 00:24:02.440 --> 00:24:06.850 there's obviously just enough description to where I want to keep 318 00:24:06.850 --> 00:24:10.790 looking because it's visually appealing. But then I'm reading because there's 319 00:24:10.800 --> 00:24:14.150 there's enough there to to kind of explain a little bit more in detail 320 00:24:14.160 --> 00:24:18.900 what was your biggest, I don't want to say surprise, but like what was the 321 00:24:18.900 --> 00:24:23.850 most fun part of this project that, as you were working on it and as you saw 322 00:24:23.850 --> 00:24:28.470 it come together. Yeah, so I think there there are kind of 22 pieces of 323 00:24:28.480 --> 00:24:32.490 the puzzle that I thought were most fun that, you know, corny simple one, I'll 324 00:24:32.490 --> 00:24:36.800 get out of the way, you know just that the first day and so this whole 325 00:24:36.800 --> 00:24:42.520 experience on store dot com, it's, it's actually not a video or a gift or or an 326 00:24:42.520 --> 00:24:48.330 image that the whole world is actually rendered live in the browser and so all 327 00:24:48.330 --> 00:24:52.020 of the animations, all the movement, all the, all the elements are living 328 00:24:52.020 --> 00:24:56.000 breathing live in the browser using three Js, you know shout out to the 329 00:24:56.000 --> 00:25:02.060 awesome bronco down in buenos are as far as I'm concerned on on web 330 00:25:02.060 --> 00:25:08.550 development. So just the first day that we saw that actually live in the 331 00:25:08.550 --> 00:25:11.520 browser and at this point, you know none of the site had been built around 332 00:25:11.520 --> 00:25:15.680 it but just that first proof of concept because when we, we started out, you 333 00:25:15.680 --> 00:25:20.730 know, we, we had this vision but you know we, we did go through and find 334 00:25:20.730 --> 00:25:25.090 like you know a few other examples of people that had, you know, kind of done 335 00:25:25.090 --> 00:25:30.430 somewhat similar things but there wasn't a, you know roadmap, there 336 00:25:30.430 --> 00:25:34.870 wasn't a, oh okay cool. Like we can just go look at this site and use that 337 00:25:34.870 --> 00:25:38.290 template or you know, we can go talk to this person who has done this, you know, 338 00:25:38.290 --> 00:25:42.910 it really was, you know, first of its kind and so for a while, you know 339 00:25:42.920 --> 00:25:46.420 obviously we were confident that we were gonna be able to pull it off but 340 00:25:46.430 --> 00:25:49.660 you know it's an unknown unknown, you want to go copy stripes site and you're 341 00:25:49.660 --> 00:25:52.310 like, okay cool. You know, we just got to work on and eventually we'll, we'll 342 00:25:52.310 --> 00:25:55.690 have a copy of stripes site, you want to go do something that no one's ever 343 00:25:55.690 --> 00:25:58.670 done before. It's like, you know, you can say, all right. I think we're gonna 344 00:25:58.670 --> 00:26:02.730 be able to do it, but nothing's for sure. And so the first day that we, we 345 00:26:02.730 --> 00:26:08.390 had that city up in the browser, that was, you know, just a spectacular 346 00:26:08.390 --> 00:26:14.310 moment. And then I think the, the other one was this whole process. It didn't 347 00:26:14.310 --> 00:26:19.310 start from saying, all right, let's go redesign the website and then some 348 00:26:19.320 --> 00:26:22.480 patrick from the studio for a team just came back like, alright Mario, like 349 00:26:22.480 --> 00:26:24.930 here's a fig file, here's what it's gonna look like, you know, that's, 350 00:26:24.930 --> 00:26:29.730 that's not at all how we spent the first, probably, you know, two months 351 00:26:29.730 --> 00:26:34.000 of this process going through doing customer interviews, inter industry 352 00:26:34.000 --> 00:26:38.180 interviews, you know, running through our whole leadership team, kind of 353 00:26:38.180 --> 00:26:42.450 going through a bunch of thought exercises, visual explorations and so 354 00:26:42.460 --> 00:26:46.840 you know, all of this groundwork was set in terms of, here's exactly what we 355 00:26:46.840 --> 00:26:51.340 want to communicate who we want to communicate it to and you know, that's 356 00:26:51.340 --> 00:26:56.210 really all of that was out of the way before we even started really kind of 357 00:26:56.220 --> 00:27:01.880 any sort of visual exploration and then, you know, once we got all of this 358 00:27:01.880 --> 00:27:06.770 framework and strategy peace settled, you know, the team really went to work 359 00:27:06.770 --> 00:27:11.240 and just brainstorming and bringing back a bunch of different mood boards, 360 00:27:11.240 --> 00:27:15.170 a bunch of different styles, you know, you would be, you wouldn't believe it 361 00:27:15.170 --> 00:27:18.850 if, you know, I showed you that, you know, behind the scenes, fig MMA, like 362 00:27:18.850 --> 00:27:22.500 this is the first set of things we looked at, because there are probably, 363 00:27:22.500 --> 00:27:27.840 you know, 100 different things in there and you know, 99 a half of them were, 364 00:27:27.850 --> 00:27:33.380 you know, nothing like what you see on the site today. And so the first time 365 00:27:33.390 --> 00:27:37.320 that after maybe a few weeks of just going back and forth on all of these, 366 00:27:37.320 --> 00:27:40.450 like, you know, it's always one of the more challenging things as a marketer, 367 00:27:40.450 --> 00:27:44.840 like, you know, giving good feedback on highly subjective creative elements. 368 00:27:44.840 --> 00:27:48.670 But really that first time when, you know, the team came back and you know, 369 00:27:48.670 --> 00:27:54.300 showed us something that were like, oh wow, you know, that's it, like that's 370 00:27:54.300 --> 00:27:59.260 the string we've gotta, we've gotta pull on and it was something as simple 371 00:27:59.260 --> 00:28:07.230 as a early rendering of of what are, you know, new logo is, and just this 372 00:28:07.230 --> 00:28:11.260 one specific illustration that we all looked at and we're like, you know, 373 00:28:11.270 --> 00:28:15.650 that's it, and then from there, you know, that's like the string we tugged 374 00:28:15.650 --> 00:28:19.890 on and, you know, the team took off and, you know, everything after that was fun 375 00:28:19.890 --> 00:28:24.340 stuff and getting to to the site as it exists today. But you know, that first 376 00:28:24.340 --> 00:28:28.090 moment where it all clicked was was pretty magical, you know, launching it 377 00:28:28.090 --> 00:28:31.110 a couple of weeks ago is obviously you know, super fun, but everyone knows 378 00:28:31.110 --> 00:28:35.400 that you're launching is always kind of hold your breath for a second, you go, 379 00:28:35.400 --> 00:28:38.930 this is gonna be fun, Okay, here's where I want to start to wrap up the 380 00:28:38.930 --> 00:28:44.420 conversation with you. I want to talk about how someone, you know, because it 381 00:28:44.420 --> 00:28:47.660 might not be a website redesign, right? But there's a lot of takeaways, 382 00:28:47.660 --> 00:28:51.230 probably a lot of lessons you learned in a lot of lessons our listeners can 383 00:28:51.230 --> 00:28:54.710 take away from what you guys have walked through when it comes to okay, 384 00:28:54.710 --> 00:28:59.150 we know our cure, right? And we want to make it as simple as possible for 385 00:28:59.150 --> 00:29:02.940 people. What would you say that you've learned through this process and what 386 00:29:02.940 --> 00:29:08.050 would you recommend to, to those that are listening? Yeah, so um I actually, 387 00:29:08.060 --> 00:29:13.190 one of my fun kind of little side gigs is actually teach a marketing course 388 00:29:13.190 --> 00:29:18.820 for, for warehouse owners and you know, the very, very first thing that I I say 389 00:29:18.830 --> 00:29:23.760 whenever I give this this presentation is, you know, no one gives a crap about 390 00:29:23.760 --> 00:29:28.510 your company or your product and you know, it's like that jarring thing, but 391 00:29:28.520 --> 00:29:32.990 you know, in my opinion, that's the, you know, first step that you've got to 392 00:29:33.000 --> 00:29:39.540 overcome and realize that no one is ever going to care as much. No one is 393 00:29:39.540 --> 00:29:43.920 ever going to give you the time of day that you expect and you know, no one is 394 00:29:43.920 --> 00:29:48.520 going to be as invested as you are. And so you can't be building or designing 395 00:29:48.520 --> 00:29:54.550 or writing for for yourself, that the first barrier you have to overcome is 396 00:29:54.640 --> 00:30:00.640 how am I going to make someone just give me a little bit of their time. So, 397 00:30:00.640 --> 00:30:04.620 you know, what's my hook? How am I going to capture them? And I don't 398 00:30:04.630 --> 00:30:08.640 necessarily recommend just doing like a total gimmick. Like, you know, you 399 00:30:08.640 --> 00:30:12.440 could go put some like, you know, like obscene image out there and people 400 00:30:12.440 --> 00:30:15.650 might capture people's attention. That's not what you want. But you know, 401 00:30:15.650 --> 00:30:19.880 ultimately it's you know, number one, if you're trying to, you know, start 402 00:30:19.880 --> 00:30:24.230 out and build build a business, build a brand, you've got to ask yourself, okay, 403 00:30:24.240 --> 00:30:27.860 You know, what is my secret sauce? You know, what am I doing? And you know, it 404 00:30:27.860 --> 00:30:31.360 could be a number of things that could be design, it could be your website, it 405 00:30:31.360 --> 00:30:34.980 could be, you know, a video, you make, it could be your ad creative, it could 406 00:30:34.980 --> 00:30:39.480 be, you know, using great language, it could be any number of things, but 407 00:30:39.480 --> 00:30:45.290 you've got to ask yourself All right. If I am not standing out. If I am not, 408 00:30:45.300 --> 00:30:49.840 you know, the most engaging thing that my audience has seen within their 409 00:30:49.840 --> 00:30:54.710 linkedin feed today. Like we're not even gonna get to the point where 410 00:30:54.710 --> 00:30:58.130 someone's actually analyzing your solution, reading up and understanding 411 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 412 00:31:01.890 --> 00:31:05.880 is for you and you know, this sounds very harsh, but on an academic scale, 413 00:31:05.880 --> 00:31:09.020 you know, you could have like A level marketing and be level and sea level 414 00:31:09.020 --> 00:31:13.960 and the level and, you know, F. Level. But in reality it really is a case, 415 00:31:14.140 --> 00:31:18.120 there's really, in my mind, there's only A level in F level because, you 416 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 417 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 418 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 419 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. 420 00:31:33.800 --> 00:31:38.120 And so you got to figure out what that pieces and then once you've figured 421 00:31:38.120 --> 00:31:43.020 that out, you know, in that moment of time and that, you know, 30 seconds 422 00:31:43.020 --> 00:31:48.270 that you grab someone's attention, if they are not walking away from that 423 00:31:48.270 --> 00:31:51.960 experience with an understanding of, you know why they should care why they 424 00:31:51.960 --> 00:31:56.600 should give you more time, then you failed. And so it's only when you're 425 00:31:56.600 --> 00:32:00.050 able to put these two pieces together, that, you know, there are people out 426 00:32:00.050 --> 00:32:02.870 there, there are websites out there that I think are beautiful, they're 427 00:32:02.870 --> 00:32:07.660 marketing videos that I think are incredible from an engaging perspective, 428 00:32:07.740 --> 00:32:11.220 but you know, if someone gives you the time of day and they engage with your 429 00:32:11.220 --> 00:32:14.590 stuff and they walk away and they're like that was really cool, but like I 430 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 431 00:32:18.800 --> 00:32:23.440 put those two things together and you get that easy to understand, impossible 432 00:32:23.440 --> 00:32:28.210 to ignore and so a very practical example, you land on the storage site 433 00:32:28.210 --> 00:32:32.890 and you're just hit with this massive, you know, we just put stored in huge 434 00:32:32.890 --> 00:32:37.600 letters overlooking the whole three D city and then the very first scroll we 435 00:32:37.600 --> 00:32:41.560 give you literally, you know, one sentence of text here is exactly what 436 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 437 00:32:46.740 --> 00:32:50.300 having that understanding. And so my goal was, you know, everyone who shows 438 00:32:50.300 --> 00:32:53.690 up should be wowed and no one should walk away saying you know what the heck 439 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 440 00:32:58.100 --> 00:33:02.550 probably not a simcity world for for every single person, but it's what am I 441 00:33:02.550 --> 00:33:07.710 gonna do that makes me stand out from, you know, the 99% of, of other content 442 00:33:07.710 --> 00:33:12.770 out there and then once I've, you know captivated interest, how do I make sure 443 00:33:12.940 --> 00:33:17.040 that that person that I've captivated, walks away with a real understanding of 444 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 445 00:33:21.940 --> 00:33:25.640 talking just to lay out whether it's your site or as you're thinking through 446 00:33:25.640 --> 00:33:29.550 your content, but how you would take someone through start to finish your 447 00:33:29.550 --> 00:33:34.020 cure and do it in a way, especially with language like pick somebody that's 448 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 449 00:33:38.390 --> 00:33:41.910 understand what I'm saying here? Because a lot of times we talkin 450 00:33:41.910 --> 00:33:47.810 Burbage or we talk so niche specific that it's, it's just completely 451 00:33:47.820 --> 00:33:53.150 gibberish. So to just be careful about our language that were and that we know 452 00:33:53.160 --> 00:33:56.860 what our cure is, right? But we're also communicating our cure correctly to the 453 00:33:56.860 --> 00:34:00.430 people that are going to visit our site or or view our content and remember 454 00:34:00.430 --> 00:34:04.970 ultimately like we're helping them solve a problem that they have. So if 455 00:34:04.970 --> 00:34:09.960 they don't understand the cure, like that's the end. So I love this 456 00:34:09.960 --> 00:34:13.100 conversation Mario, there's so much more we can dive into, but I'm taking a 457 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 458 00:34:16.850 --> 00:34:21.350 on the link and check out storage website, check out the remodel Mario if 459 00:34:21.350 --> 00:34:24.330 people want to connect with you further, where can they do that? How could they 460 00:34:24.340 --> 00:34:29.850 reach out? Gosh! And so this is gonna be my kind of subtracted points here, 461 00:34:29.850 --> 00:34:34.440 but I'm actually only social media, you're gonna find me on is is linkedin. 462 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 464 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 466 00:34:53.610 --> 00:34:57.750 team over at stores where were, you know, looking to hire, you know, 10 to 467 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 469 00:35:07.120 --> 00:35:10.330 across the board. So if you're interested there, store dot com slash 470 00:35:10.330 --> 00:35:14.440 careers and that page is pretty damn cool too cool. Thank you Mario 471 00:35:14.440 --> 00:35:17.930 appreciate your time man. It was so fun to get to talk to you. Yeah, likewise, 472 00:35:17.930 --> 00:35:21.250 thanks so much for having me looking forward to uh listen to the recording 473 00:35:21.250 --> 00:35:25.150 and hopefully get some feedback from the listeners. Absolutely. For our 474 00:35:25.150 --> 00:35:28.700 listeners, You can also connect with me. Go on linkedin search, Benji Block, 475 00:35:28.710 --> 00:35:33.760 always talking about marketing business life and thanks for tuning in to be to 476 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.