112: Building a Community: Know Your Purpose w/ Sam Jacobs

WEBVTT 1 00:00:00.120 --> 00:00:04.320 Our goal is to teach us many different people as possible that helping other people, 2 00:00:04.320 --> 00:00:08.310 being supportive, being kind and compassionate is a good way to do business 3 00:00:08.349 --> 00:00:12.070 and as a way to succeed. You were listening to be to be revenue 4 00:00:12.109 --> 00:00:17.429 acceleration, a podcast dedicated helping software executive stay on the cutting edge of sales 5 00:00:17.469 --> 00:00:22.379 and marketing in their industry. Let's get into the show. Hi, welcome 6 00:00:22.460 --> 00:00:25.420 to be to be revenue acceleration. My name is alien, with you and 7 00:00:25.460 --> 00:00:30.699 I'm here today with some Jacobs Fund and see you at Pavilion. Former revenue 8 00:00:30.739 --> 00:00:34.179 connective. How you doing today? Some I'm doing very well. How are 9 00:00:34.219 --> 00:00:37.689 you all really? And I'm good, very very good, very very good. 10 00:00:37.729 --> 00:00:41.890 So today we want to speak about building community and I think most of 11 00:00:41.969 --> 00:00:47.250 the people will be listening to the pizza today. I've held off revenue collective, 12 00:00:47.409 --> 00:00:50.719 unless they are, like you know, iiding somewhere, going going off 13 00:00:50.759 --> 00:00:53.920 the great fall a while. First question for you and in first so what 14 00:00:53.960 --> 00:00:56.399 I'd like to get a little bit of an introduction. You know, Y'all 15 00:00:56.479 --> 00:00:59.960 set up for you come from the start off for revenue collective, but it 16 00:01:00.000 --> 00:01:03.159 will also be very good to undos on why you change them from room and 17 00:01:03.159 --> 00:01:07.150 you connective to pavilion if yould mentor Chic and on that as well. Sure. 18 00:01:07.469 --> 00:01:11.030 So, yeah, nice to meet you and everybody that's watching or listening. 19 00:01:11.629 --> 00:01:14.909 My name is Sam Jacobs. I'm the founder and CEEO pavilion. We 20 00:01:14.950 --> 00:01:19.459 used to be called revenue collective. My personal background, I've been working at 21 00:01:19.500 --> 00:01:25.859 venture capital backed high growth companies and startups since two thousand and three. Before 22 00:01:26.019 --> 00:01:29.939 that I was in finance and I actually ran a record label and was in 23 00:01:29.980 --> 00:01:33.530 the music industry for a little while, but that was not successful. And 24 00:01:33.730 --> 00:01:36.890 really since two thousand and three when I moved to New York for the second 25 00:01:36.930 --> 00:01:41.090 time, I've been kind of building companies from the from the revenue side. 26 00:01:41.090 --> 00:01:45.450 I worked at one very successful company for seven and a half years called Gerson 27 00:01:45.489 --> 00:01:48.920 lemmo group through two thousand and ten and then from two thousand and ten to 28 00:01:49.000 --> 00:01:53.840 two thousand and eighteen, it was shorter and shorter stints at subsequent companies. 29 00:01:53.400 --> 00:01:57.120 Worked at a company called axial for four and a half years. I then 30 00:01:57.359 --> 00:02:01.670 ran sales for a company called live stream, which was sold to Vimeo, 31 00:02:02.349 --> 00:02:06.790 which just went public, for and I work there for eighteen months. I 32 00:02:06.909 --> 00:02:09.789 then was the chief revene officer of a company called the mews for nine months 33 00:02:10.069 --> 00:02:14.349 and then I was the chief revene officer for a company called behave oks for 34 00:02:14.509 --> 00:02:19.979 ten months. So my stints were shrinking and the most of the time not 35 00:02:20.099 --> 00:02:23.300 because I was choosing to leave, but because I was being asked to leave 36 00:02:23.340 --> 00:02:28.379 or the companies weren't succeeding, and I needed a community, I needed help, 37 00:02:28.620 --> 00:02:32.650 and so I started bringing people together in New York just to share stories, 38 00:02:34.090 --> 00:02:38.370 to make the sales leaders in the marketing leaders the center of the ecosystem, 39 00:02:38.449 --> 00:02:43.449 because in every other place the founders were the center or the investors were 40 00:02:43.490 --> 00:02:46.719 the center. But I wanted to create a community that was really just for 41 00:02:46.639 --> 00:02:52.520 operating professionals, and so we called it the New York revenue collective and I 42 00:02:52.759 --> 00:02:58.039 didn't have any grand aspirations. I didn't really think much of it because starting 43 00:02:58.120 --> 00:03:00.789 a dinner club, which is what we were starting, a dinner club with 44 00:03:00.830 --> 00:03:04.069 an email group, is about the easiest thing in the world to do, 45 00:03:04.389 --> 00:03:09.629 and so I figured every city must already have something like our revenue collective and 46 00:03:09.789 --> 00:03:14.300 I would just focus on being the community for New York. And it turned 47 00:03:14.300 --> 00:03:19.060 out that every city did not have something like revenue collective, or if it 48 00:03:19.180 --> 00:03:22.620 did, it they had been structured in different ways, ways that I didn't 49 00:03:22.620 --> 00:03:25.860 think we're optimal. And so people from all over the world really began to 50 00:03:25.900 --> 00:03:30.289 hear about what we were doing and reaching out to me. The first person 51 00:03:30.330 --> 00:03:32.689 that reached out to me was a guy named Tom Glasson in London and he 52 00:03:32.849 --> 00:03:38.530 started he ended up starting the London chapter of revenue collective, and then we 53 00:03:38.650 --> 00:03:43.560 quickly launched a variety of new cities, Boston, Toronto and more. And 54 00:03:43.719 --> 00:03:46.120 still at the time I only began working on at full time at the end 55 00:03:46.159 --> 00:03:50.400 of two thousand and eighteen and I really at that point I said, you 56 00:03:50.479 --> 00:03:53.120 know, if we can get to twozo people by the end of two thousand 57 00:03:53.120 --> 00:03:57.629 and twenty, then we will be you know that I can live right, 58 00:03:57.710 --> 00:04:00.110 I can pay my rent, I can be alive. It doesn't have to 59 00:04:00.189 --> 00:04:03.349 be, you know, the biggest company in the world, but it can 60 00:04:03.430 --> 00:04:06.270 help me, you know, not get fired again because I was working for 61 00:04:06.349 --> 00:04:12.020 myself and it just it just something that became very, very popular, particularly 62 00:04:12.020 --> 00:04:16.980 during Covid when people needed community and they needed resources and they needed assistance and 63 00:04:17.060 --> 00:04:24.019 help and they were facing more uncertainty than ever before, and so we ended 64 00:04:24.019 --> 00:04:27.529 up moving well past two tho by the end of two thousand and twenty we 65 00:04:27.569 --> 00:04:30.850 were close to three thousand seven hundred total members, all paying members, and 66 00:04:31.170 --> 00:04:33.769 so that was that. And then you asked why did we change the name, 67 00:04:34.410 --> 00:04:38.529 and this is a bit you know, so sorry for being longlanded, 68 00:04:38.600 --> 00:04:43.240 but the there's a couple things that the big idea behind what we're doing is 69 00:04:43.360 --> 00:04:47.959 not is not really about anyone profession anymore. Right, we started focusing on 70 00:04:48.040 --> 00:04:54.069 salespeople, but, as we mentioned offline Arelian, we have a CEO community 71 00:04:54.149 --> 00:05:00.589 now. Yeah, was left out, and know or my any community. 72 00:05:01.029 --> 00:05:05.029 The purpose of what we're doing, the purpose of why do we exist, 73 00:05:05.230 --> 00:05:09.019 and this is, I think, important and different, because a lot of 74 00:05:09.060 --> 00:05:14.500 people start communities either for their own sake, meaning like just networking, which 75 00:05:14.579 --> 00:05:17.860 is not why we exist, or to sell, to sell software. Right, 76 00:05:18.220 --> 00:05:20.850 you start a community, you're at last end you have a community, 77 00:05:21.009 --> 00:05:24.370 you want to sell more, at last see into that community. But our 78 00:05:24.410 --> 00:05:28.490 community exists for a different reason, and that reason is to help each member 79 00:05:28.769 --> 00:05:32.730 fulfill their career goals. We call it unlocking and achieving their professional potential. 80 00:05:33.290 --> 00:05:38.560 And it's bound together by a code of conduct that says that we're going to 81 00:05:38.600 --> 00:05:41.439 help each other, we're going to support each other, we're not going to 82 00:05:41.560 --> 00:05:45.199 spam each other, we're not going to use the community to sell things to 83 00:05:45.279 --> 00:05:47.399 each other. Directly, we can sell things to each other by being helpful 84 00:05:47.439 --> 00:05:50.509 to each other, but generally speaking, this is going to be a world 85 00:05:50.550 --> 00:05:56.829 where we believe that helping other people is a path to personal success. And 86 00:05:56.949 --> 00:06:00.829 that's a very specific belief that is not shared by everybody in the world. 87 00:06:00.029 --> 00:06:04.100 And so that belief is not about salespeople, it's not about marketing people. 88 00:06:04.459 --> 00:06:08.899 That belief is that there's a different way to do business. By helping and 89 00:06:09.019 --> 00:06:13.019 supporting each other, we can all be successful. The world is not zero 90 00:06:13.180 --> 00:06:16.339 sum and that vision is not specific to salespeople. It's really true of any 91 00:06:16.379 --> 00:06:20.610 kind of profession and our goal is to teach as many different people as possible 92 00:06:21.089 --> 00:06:26.490 that helping other people, being supportive, being kind and compassionate, is a 93 00:06:26.610 --> 00:06:30.050 good way to do business and is a way to succeed. And that's the 94 00:06:30.170 --> 00:06:33.680 reason. Fundamentally, there are other reasons that. The tactical reason is that 95 00:06:33.800 --> 00:06:38.519 everything. There are two million things that are called blank collective, and so 96 00:06:38.680 --> 00:06:43.639 there's not a lot of defensibility around that framing. But also the word collective 97 00:06:43.720 --> 00:06:46.350 is a little bit inward looking, it's a little bit defensive. It it 98 00:06:46.470 --> 00:06:51.310 implies and US versus them. Pavilion is not about US versus them. As 99 00:06:51.350 --> 00:06:55.350 I said, CEO's can join, investors can join, anybody can join. 100 00:06:55.709 --> 00:06:59.029 It's about helping you as a human being get where you want to go in 101 00:06:59.149 --> 00:07:02.019 your career. And so it just, frankly, it's a bigger, more 102 00:07:02.060 --> 00:07:06.819 open, more inspiring, I think, idea and brand then revenue collective, 103 00:07:06.939 --> 00:07:11.860 and so that's why we changed it. Yeah, so thank you for as 104 00:07:11.939 --> 00:07:14.579 but I love this story. Really read love this story. I think it's 105 00:07:14.620 --> 00:07:18.089 some quite interesting. It j actually stunt you from something wrensi reinform or something 106 00:07:18.170 --> 00:07:21.449 that you felt was was required, and you start it's more than you know, 107 00:07:23.009 --> 00:07:26.810 at the presumption that you would be done any swhere and then realize it 108 00:07:26.930 --> 00:07:30.279 was not done. A nice getting that thing. That's growing and it's very 109 00:07:30.319 --> 00:07:32.839 successful. And I'm second thing, I'm very glad that you opened up for 110 00:07:32.959 --> 00:07:36.439 CEOS. I did say nothing to make Tim but I was extremely jealous because 111 00:07:36.439 --> 00:07:41.720 everybody speaks about your new collective. I was invited to one of your events 112 00:07:41.759 --> 00:07:45.269 in in London on Tuesday. In fact, I could not participate, but 113 00:07:45.389 --> 00:07:47.670 there was. I was really I was really feeling left out. So I'm 114 00:07:47.670 --> 00:07:53.069 glad that you know CEOS cannot participate and I'll get I'll get some details from 115 00:07:53.069 --> 00:07:56.269 you and see how I can get my self you start. Last thing really 116 00:07:56.350 --> 00:07:59.139 you mentioned something. You mentioned Covid, you know, and you mentioned that 117 00:07:59.259 --> 00:08:01.259 you you saw that you really went big in Covid, and I think this 118 00:08:01.819 --> 00:08:07.420 is really interesting because we did feel that covid kind of the mindset of people 119 00:08:07.579 --> 00:08:11.660 changed. Lots of things drop. People are to find solution. People did 120 00:08:11.740 --> 00:08:16.970 not know what to do and in a way, from a business perspective, 121 00:08:18.209 --> 00:08:22.769 from a capitalistic business perspective, people almost become a little bit kinder with each 122 00:08:22.810 --> 00:08:26.519 other. Do you think you would have seen the growth you've seen without the 123 00:08:26.600 --> 00:08:31.879 ponderic? Is Basically my question. I guess I don't know. I don't 124 00:08:31.920 --> 00:08:35.279 know the answer. I we were, you know, March, we were 125 00:08:35.399 --> 00:08:41.240 growing very quickly, that's for sure. Before covid. The thing that was 126 00:08:41.509 --> 00:08:46.509 helpful, you know, and obviously you're always very you know, you want 127 00:08:46.509 --> 00:08:50.549 to be cautious and mindful about how you frame growth during the pandemic because there 128 00:08:50.669 --> 00:08:56.539 was so much tragedy and so much, so much pain and suffering. However, 129 00:08:56.100 --> 00:09:00.779 as you said, from a capitalistic business perspective, you know, we 130 00:09:00.860 --> 00:09:05.460 were. What it really did, which was useful to our business, was 131 00:09:05.580 --> 00:09:11.610 it forced us to be obviously digital first, like everybody before Covid, we 132 00:09:11.730 --> 00:09:16.409 were really much more focused on in person events. And that's good if you're 133 00:09:16.409 --> 00:09:20.049 in London because we have, you know, five hundred people in London and 134 00:09:20.370 --> 00:09:24.399 so there's always in person events to go to. But if you're in Minneapolis 135 00:09:26.039 --> 00:09:31.480 or if you're in Paris, or if you're in Bangalore or somewhere anywhere that's 136 00:09:31.480 --> 00:09:33.600 not a very big city. Or you know, you live in, I 137 00:09:33.639 --> 00:09:37.320 don't know, Brighton or something like that. You or Manchester. Right, 138 00:09:37.360 --> 00:09:41.669 you're not in London, but you're maybe a couple hours from London, then 139 00:09:41.830 --> 00:09:46.350 you really weren't getting any kind of meaningful experience from revenue collective. Now Pavilion, 140 00:09:48.429 --> 00:09:50.029 the slack community is global, but we want to be more than just 141 00:09:50.190 --> 00:09:54.740 slack. The covid forced us to like you know, we were doing about 142 00:09:54.820 --> 00:10:00.220 one webinar every two two weeks, maybe one a month before covid. Now 143 00:10:00.259 --> 00:10:05.259 we do forty, fifty, sometimes sixty different digital events every single week. 144 00:10:05.340 --> 00:10:09.129 And you know, we were we didn't have any kind of online learning programs. 145 00:10:09.169 --> 00:10:15.009 Now we have over twenty different courses and schools. So Troue, Pavilion 146 00:10:15.049 --> 00:10:18.889 University all delivered online. So I think what it did was it actually forced 147 00:10:18.929 --> 00:10:24.759 us to build a different and, candidly better business, because the digital business 148 00:10:24.960 --> 00:10:30.759 is a higher margin, easy and it's easier to deliver a meaningful experience no 149 00:10:30.879 --> 00:10:33.720 matter where you live, whereas before covid you had to sort of be near 150 00:10:35.159 --> 00:10:37.990 one of our big hubs. Yeah, I don't know if we would not 151 00:10:37.070 --> 00:10:41.669 have. You know, I I think instead of thinking about it like would 152 00:10:41.669 --> 00:10:43.389 we have grown as quickly without Covid, I just think that I was very 153 00:10:43.590 --> 00:10:48.549 because I have friends that run other kinds of similar businesses. There's a company 154 00:10:48.750 --> 00:10:52.059 in New York. I won't say their name, but they were a dinner 155 00:10:52.340 --> 00:10:56.980 like they were an events business. They would bring together like minded people, 156 00:10:56.059 --> 00:11:01.820 like salespeople, are CEOS on behalf of sponsors and they would post really nice 157 00:11:01.860 --> 00:11:05.169 dinners. They are very you know, there are a lot of similarities to 158 00:11:05.210 --> 00:11:09.610 their business as to ours. They went out of business in two thousand and 159 00:11:09.649 --> 00:11:13.289 twenty. They went from a couple million dollars in revenue to, I think, 160 00:11:13.330 --> 00:11:18.639 Fifteenzero in refinue total for the whole year, and I think it was 161 00:11:18.840 --> 00:11:22.039 just that we responded to it very aggressively. You know, we were very 162 00:11:22.120 --> 00:11:26.679 decisive about saying, Hey, this is an opportunity. If we think about 163 00:11:26.679 --> 00:11:30.960 it that way, we need to rise to the moment. So yeah, 164 00:11:31.279 --> 00:11:33.750 now that makes perfect sense. I know. Was the thing that you mentioned 165 00:11:33.830 --> 00:11:37.909 in your en Troy's the he's kind of the Cud of conducts, you know, 166 00:11:37.110 --> 00:11:39.870 and I completely agree with he's you having ill. Many times you receive 167 00:11:39.950 --> 00:11:45.669 an email to a nice Dina somewhere or you know, we're going to do 168 00:11:45.750 --> 00:11:48.860 a way be now, these are that like minded people get with your pias 169 00:11:48.899 --> 00:11:50.580 and stuff, but you know, at at the end of the day, 170 00:11:50.620 --> 00:11:54.460 what they want to do. They want to falls down, set speech down 171 00:11:54.539 --> 00:11:58.179 your strowensity or something. But at the same time, you know, I 172 00:11:58.379 --> 00:12:03.450 think pretty much ninety pert of of our customers are speaking about wanting to build 173 00:12:03.490 --> 00:12:09.929 communities. So you know, from a value perspective, from from a setup 174 00:12:09.970 --> 00:12:13.129 perspective, what do you think I do right? Value, if you want 175 00:12:13.129 --> 00:12:16.879 to build a successful community? I mean, could you have community what you 176 00:12:16.919 --> 00:12:20.399 actually sell to people and it's okay, or do you think you know, 177 00:12:20.480 --> 00:12:24.279 you've got to go for being a giving community or sharing community? But I 178 00:12:24.399 --> 00:12:26.799 don't want to. I wouldn't want to join that that. I mean they're 179 00:12:26.840 --> 00:12:28.559 there, are those selling communities. I think there's a thing. I'll be, 180 00:12:28.679 --> 00:12:31.710 and I I don't know if you know that, a reliant, but 181 00:12:31.309 --> 00:12:35.710 then yes, it's, you know, you show up every morning or whatever, 182 00:12:35.789 --> 00:12:39.950 you meet once a week and everybody shares leads. It's not inspiring to 183 00:12:41.029 --> 00:12:45.139 me. I went once and I'm definitely never going to go back. I 184 00:12:45.299 --> 00:12:48.860 think. Yeah, I mean, I so, I guess. Do. 185 00:12:48.980 --> 00:12:50.980 I think that if you want to be successful you have to do it? 186 00:12:52.100 --> 00:12:54.299 I don't know. I mean we do. I do. I have a 187 00:12:54.340 --> 00:12:58.409 very particular point of view about why, why this works and so far, 188 00:12:58.730 --> 00:13:01.809 because it seems to continue to grow, I think that there's some merit to 189 00:13:01.889 --> 00:13:05.330 it. I think too many people. Again, the whole point of like 190 00:13:05.450 --> 00:13:09.970 everybody wants to build a community is again sort of like represent seditive of to 191 00:13:11.129 --> 00:13:15.679 me. What is short term thinking right? Because nobody. I don't want 192 00:13:15.720 --> 00:13:18.360 to just be in a community to be sold to. I need help as 193 00:13:18.399 --> 00:13:22.200 a human being, right, I don't. And I'm somewhat introverted, which 194 00:13:22.200 --> 00:13:26.789 is somewhat funny that I run a global I don't. I have lots of 195 00:13:26.830 --> 00:13:30.269 things to do with my time. You know, I'd like to read, 196 00:13:30.350 --> 00:13:33.509 I like to play guitar, like to be with my wife and my dogs. 197 00:13:33.710 --> 00:13:37.549 I don't need to go out for no reason. Right, there needs 198 00:13:37.549 --> 00:13:41.139 to be a purpose and and so you know, most people don't have a 199 00:13:41.259 --> 00:13:45.899 purpose. Besides, we want to get a bunch of people together and sell 200 00:13:45.940 --> 00:13:50.740 them things and and we are all aware of that. And so I think, 201 00:13:50.379 --> 00:13:54.139 I think there needs to be values, and there are a lot. 202 00:13:54.299 --> 00:13:58.929 You know, we've actually we've acquired two communities and we've been in conversations with 203 00:13:58.210 --> 00:14:03.289 many, many more, and and that's because, you know, when we 204 00:14:03.330 --> 00:14:05.289 could talk about that growth strategy. But but the reason that all of these 205 00:14:05.330 --> 00:14:09.730 conversations are very easy doesn't mean that people all want to sell to us. 206 00:14:09.769 --> 00:14:13.159 They don't, but it's because we all come to come at it from a 207 00:14:13.200 --> 00:14:16.759 pretty similar perspective, which is that the point of what we're doing isn't just 208 00:14:16.960 --> 00:14:20.559 to sell things to each other, or at least it's not to shell things 209 00:14:20.639 --> 00:14:24.990 to each other immediately. Yes, you part of what we're trying to underscore 210 00:14:24.190 --> 00:14:26.750 is that. I you know, I talked about this so a lot. 211 00:14:28.269 --> 00:14:31.669 You know, I saw Larry Page on stage one time with Saragey and he 212 00:14:31.789 --> 00:14:35.789 was saying, you know, you in this is paraphrasing and maybe he's not 213 00:14:35.909 --> 00:14:37.820 the first person that said it, but you know, it's you can accomplish 214 00:14:37.860 --> 00:14:41.059 far less than you think in a quarter and you can accomplish way more than 215 00:14:41.100 --> 00:14:46.659 you think in ten years. And his point is that sometimes your time horizon 216 00:14:46.059 --> 00:14:50.580 can be a competitive advantage. If you just play a longer game when everybody 217 00:14:50.620 --> 00:14:54.610 else is playing a shorter game, you could do more things than might be 218 00:14:54.730 --> 00:14:58.169 expected. Yeah, I think that's the approach that we take to community. 219 00:14:58.169 --> 00:15:01.809 It's not that you can't sell people things. You'll sell them things over a 220 00:15:03.450 --> 00:15:05.730 year, and the way that you'll sell them something is by being helpful and 221 00:15:05.889 --> 00:15:09.440 by build trust incredibility, and then when people trust you, they want to 222 00:15:09.519 --> 00:15:13.480 do business with you. It's not that nobody wants to do business, it's 223 00:15:13.519 --> 00:15:16.600 that I just don't want to be beat over the head big I tend one 224 00:15:16.679 --> 00:15:20.480 Webinar and all of a sudden I'm getting fifty two emails from styrs, you 225 00:15:20.559 --> 00:15:26.110 know, with like messaging that's ten years old. Yea. Now progect it, 226 00:15:26.269 --> 00:15:28.070 to be fair, is the very right preason. You started the very 227 00:15:28.110 --> 00:15:31.389 much when you thought you year and try to make money out of it. 228 00:15:31.549 --> 00:15:35.940 You just try to get what you want now, your community member to get, 229 00:15:35.980 --> 00:15:39.139 which is this information, the connection, the relationship with people and being 230 00:15:39.220 --> 00:15:43.820 with late many people and sharing information, so that that that makes perfect sense. 231 00:15:43.980 --> 00:15:48.139 Also, so some what would you say of if you can just just 232 00:15:48.299 --> 00:15:52.289 name a few, some successful initiatives? That's your team has drove to get 233 00:15:52.409 --> 00:15:58.090 PAV pavilion. What is today? Well, I think there's a couple things. 234 00:15:58.169 --> 00:16:02.490 And again the first is that is the business model, again, sort 235 00:16:02.529 --> 00:16:07.039 of speaking again about short term versus long term time for risings, it's very 236 00:16:07.120 --> 00:16:10.440 tempting for people to build, to want to build a free community, and 237 00:16:10.679 --> 00:16:14.559 I talked about this a lot. The thing that happens if you want a 238 00:16:14.639 --> 00:16:18.080 business and you want the community to be free, then your members are going 239 00:16:18.080 --> 00:16:21.870 to be the product and you're going to be selling them to sponsors or you're 240 00:16:21.870 --> 00:16:25.269 going to so one thing that we've done that's been very successful is simply asking 241 00:16:25.269 --> 00:16:30.029 people to pay. relatedly, not, and then no other business model. 242 00:16:30.870 --> 00:16:33.179 So we don't. Everybody will tell you when you start a community you should 243 00:16:33.179 --> 00:16:38.299 start a headhunting business, an executive search business. So many people parlay their 244 00:16:38.340 --> 00:16:41.740 community into like a recruiting business. Well, you know, I work in 245 00:16:41.820 --> 00:16:47.570 Sass and recruiting revenue is transactional revenue. Is Not nearly as valuable as recurring 246 00:16:47.610 --> 00:16:51.450 revenue and it's a much simpler, cleaner model. To think about it almost 247 00:16:51.450 --> 00:16:55.409 like Amazon prime, where you pay a fee and we try to deliver as 248 00:16:55.490 --> 00:16:59.370 much value as we can for that fee and we don't have any other incentives. 249 00:16:59.610 --> 00:17:03.519 So I don't take kickbacks or referral fees. Everybody wants to do some 250 00:17:03.600 --> 00:17:07.000 kind of like, you know, strange commission deal. I don't want to 251 00:17:07.000 --> 00:17:08.720 be, you know, necessarily like that kind of channel for anybody. All 252 00:17:08.720 --> 00:17:11.279 we do is we have a simple business model. So that's one thing that 253 00:17:11.319 --> 00:17:15.309 I think. Again, it takes longer. Sometimes you might be giving up 254 00:17:15.309 --> 00:17:19.990 a hundred thousand dollar executive search retainer, but over time you build a bigger 255 00:17:21.069 --> 00:17:25.589 community because people trust that your heart and your incentives are in the right place. 256 00:17:25.750 --> 00:17:27.430 And so you know, that's that's one thing that we've done. The 257 00:17:27.549 --> 00:17:32.259 second thing, and we are not alone in this, but lots of lots 258 00:17:32.299 --> 00:17:36.180 of people have done it and it's it's a beautiful thing, which is one 259 00:17:36.180 --> 00:17:38.700 of the biggest complaints people have when they join revenue collective. Now pavilion is 260 00:17:38.740 --> 00:17:41.420 it's so overwhelming, there's so much content, there's so many people to meet, 261 00:17:41.420 --> 00:17:45.250 they're not sure where to start. So this year we launched Pavilion University 262 00:17:45.730 --> 00:17:51.170 and we launched with our first program which is cro school, which we launched 263 00:17:51.289 --> 00:17:55.650 in the spring of two thousand and twenty one and it was hugely successful and 264 00:17:55.930 --> 00:17:59.839 since then we've launched again. I think the numbers up to twenty at this 265 00:17:59.880 --> 00:18:03.960 point. Right now we have running enterprise, go to market school SDR Acceleration 266 00:18:04.160 --> 00:18:07.960 School, Frontline Manager School, Chief Marketing Officers School, a chief customer officers 267 00:18:07.960 --> 00:18:11.869 school. So why is this helpful or useful or what's interesting about it? 268 00:18:11.990 --> 00:18:15.630 So these learning programs are and we're not the only people to do this, 269 00:18:15.750 --> 00:18:19.549 but I think it's an interesting insight. They're all live. They're not you're 270 00:18:19.549 --> 00:18:22.910 not watching a video. They're live and they are, and this is important. 271 00:18:22.910 --> 00:18:26.859 They are cohort based so you take a lecture on a zoom, you 272 00:18:26.940 --> 00:18:30.819 know, you hear me or you talk reliant for for, you know, 273 00:18:30.980 --> 00:18:33.180 ninety minutes and there's four hundred people, you know, on the zoom. 274 00:18:33.339 --> 00:18:37.259 But after that you're broken up into small groups that you meet with once a 275 00:18:37.339 --> 00:18:42.089 week and those groups are fifteen people. And what that does is two things. 276 00:18:42.690 --> 00:18:47.849 First is that it gives you an ability to meet other people and digest 277 00:18:48.049 --> 00:18:51.529 the content and to have a conversation about it. But, more importantly, 278 00:18:51.529 --> 00:18:56.319 it helps you build deeper relationships within the community through the context of the school. 279 00:18:56.559 --> 00:19:00.319 And so that's been we've now got close to three thousand. You know, 280 00:19:00.400 --> 00:19:03.880 we have sixty two hundred people total in our community as of today. 281 00:19:04.400 --> 00:19:08.680 We have almost half of those people in some kind of learning program and we've 282 00:19:08.720 --> 00:19:12.349 received, you know, very, very positive feedback from this program. So 283 00:19:12.630 --> 00:19:17.349 I guess one thing that we've done successful was just simply structured the business and 284 00:19:17.430 --> 00:19:19.190 design the business in the right way. And then the second is, you 285 00:19:19.309 --> 00:19:22.670 know, something that's that's been this year has been launching to bill in university. 286 00:19:22.710 --> 00:19:27.299 It's been very successful. Yeah, space wonderful and university. So, 287 00:19:27.619 --> 00:19:30.500 as you mentioned, what you are doing in some of the interim of the 288 00:19:30.539 --> 00:19:34.460 process. You've got the courses and then you've got to break group. What 289 00:19:34.619 --> 00:19:37.809 are the people actually doing in those groups? Are they working on common project 290 00:19:37.890 --> 00:19:42.210 while just sharing their learning from the coast themselves? You know, how do 291 00:19:42.250 --> 00:19:45.490 you get them to actually participate to the follow up session? Because, you 292 00:19:45.569 --> 00:19:48.690 know, what I love about that is that we are trying at operatics, 293 00:19:48.769 --> 00:19:52.880 but we've got the content, but we are trying to build what we could 294 00:19:52.920 --> 00:19:56.440 on operatics academy. It's an internal tool. We not even thinking about the 295 00:19:56.519 --> 00:20:00.359 external but, as you mentioned, lots of contents. There is lots of 296 00:20:00.400 --> 00:20:03.640 way to do what we do. It sells. It's lots of different techniques 297 00:20:03.279 --> 00:20:07.150 and we want to we see anybold our gays as much as possible. But 298 00:20:07.309 --> 00:20:10.390 what we find out, one of the issue at we face when we do 299 00:20:10.589 --> 00:20:14.150 the training is that people come to the first leg chair. You know, 300 00:20:14.269 --> 00:20:18.470 they listen to it, but it is the consistence and it's almost like when 301 00:20:18.470 --> 00:20:22.660 you train for, I don't know, being a bit better golfer or better 302 00:20:22.339 --> 00:20:27.940 runner, it's the repetition, is the actual training that that makes makes you 303 00:20:27.980 --> 00:20:32.220 successful. So I'm very interesting told us on the because that's very deferent or 304 00:20:32.299 --> 00:20:34.180 so the needs to the group that rob redding. So when you get them 305 00:20:34.220 --> 00:20:37.730 to doing the squiton groups, I'll do you get them between interact and so 306 00:20:37.970 --> 00:20:44.130 we left to apply, even though for most of the schools there's a few 307 00:20:44.329 --> 00:20:48.009 and next year we will charge for more of them because you know, it's 308 00:20:48.009 --> 00:20:49.640 very the market. Talk about this for a long time. But the first 309 00:20:49.720 --> 00:20:52.440 is that you apply and when you fill out the application, even though there's 310 00:20:52.440 --> 00:20:57.599 no cost, we say you have to, you have to attend these study 311 00:20:57.680 --> 00:21:02.440 group sessions. We take attendance for the Study Group sessions. We actually take 312 00:21:02.440 --> 00:21:07.069 attendance. You will not get a certificate of completion unless you have at least 313 00:21:07.069 --> 00:21:11.269 ninety percent attendance in your cohort groups. So we sort of make it very, 314 00:21:11.309 --> 00:21:15.150 very clear that if you want, because there that's part of this is 315 00:21:15.230 --> 00:21:18.619 essentially gamification, right. There's yeah, there's a badge that you get at 316 00:21:18.660 --> 00:21:23.900 the end which is your certificate that says congratulations, you've completed Cerro School. 317 00:21:25.059 --> 00:21:26.539 You can put that on your linked in profile, you can put that places, 318 00:21:26.579 --> 00:21:29.779 you can tell people about it, but you're only going to get that 319 00:21:29.940 --> 00:21:33.970 badge if you attend. So that's part of it. Part of it is 320 00:21:33.250 --> 00:21:38.769 just making sure that we give cohort leaders. So we both select and train 321 00:21:38.890 --> 00:21:42.210 people on how to lead the session and we make it very clear that your 322 00:21:42.369 --> 00:21:48.799 attendance and participation is expected. That said, there are of course, because 323 00:21:48.799 --> 00:21:52.519 it's so dependent on the group. You know, some people have it. 324 00:21:52.759 --> 00:21:56.839 It doesn't work perfectly. I suppose. Some people have amazing experiences, some 325 00:21:56.960 --> 00:22:02.509 people don't, but for us it's anybody that's having any kind of amazing experience 326 00:22:02.710 --> 00:22:06.750 is more amazing experiences than, of course, if they've never had the class 327 00:22:06.750 --> 00:22:10.390 or they've never been in the group. There's enough people that have amazing experiences 328 00:22:10.549 --> 00:22:15.029 that makes it a very powerful essentially, you know, net promoter score tool 329 00:22:15.150 --> 00:22:18.779 for us, or you know, it's a customer advocacy tools. So part 330 00:22:18.819 --> 00:22:22.099 of the answer is we give them things to talk about, part of the 331 00:22:22.099 --> 00:22:25.819 answer is we train the leaders on how to run the session and part of 332 00:22:25.859 --> 00:22:27.380 the answer is we just you know, it's the care in the stick. 333 00:22:27.500 --> 00:22:30.210 We make it so that you can't get the badge if you don't go to 334 00:22:30.289 --> 00:22:33.769 the study group session. Yeah, not that, pikes, that makes a 335 00:22:33.809 --> 00:22:37.170 lot of sense. I like it. Now now coming back to a kind 336 00:22:37.210 --> 00:22:41.210 of thinking that now you are massed top building community. I mean you must 337 00:22:41.250 --> 00:22:44.680 have long quite a lot you guys have been successful. I'm sorry, is 338 00:22:44.720 --> 00:22:47.799 because you are relevant. I'm sorry, is because you always been trying to 339 00:22:47.839 --> 00:22:49.480 do things at all. It will be different. You mentioned doing a couple 340 00:22:49.519 --> 00:22:53.599 of acquisition of community to accelerate stuff. But if you were to speak to 341 00:22:53.799 --> 00:23:00.670 a young girl self, of yourself, let's say five, six, seven, 342 00:23:00.910 --> 00:23:03.750 ten years ago, all, someone who's just at the beginning of that 343 00:23:03.910 --> 00:23:04.950 carry and so look, you know, I'd love to build the community. 344 00:23:06.069 --> 00:23:07.750 I'd love to build something. I love to have people to share them and 345 00:23:07.950 --> 00:23:12.940 someone who's got the same inspiration and values. You know, what would be 346 00:23:14.299 --> 00:23:17.779 the DOS and don't that you would give them? would be the the main 347 00:23:17.859 --> 00:23:21.900 advice? That of trouble that you foot into. It's a lot of what 348 00:23:21.980 --> 00:23:26.140 I've said already and again, a lot of I don't I think it's simple. 349 00:23:26.450 --> 00:23:30.970 Some of the things I say I just don't think they're obvious or widely 350 00:23:30.009 --> 00:23:33.650 adopted. The thing I tell it's funny. I have a call later today 351 00:23:33.650 --> 00:23:37.890 right with a friend of mine who runs a marketing agency and he says, 352 00:23:37.930 --> 00:23:41.480 you know, I need you to be better at selling. What should I 353 00:23:41.599 --> 00:23:45.359 do? He wrote me an email how can I be a better seller, 354 00:23:45.559 --> 00:23:48.119 and I said, well, I don't. I don't have an opinion on 355 00:23:48.440 --> 00:23:52.440 that specifically, but in general my advice to almost everybody is the same, 356 00:23:52.599 --> 00:23:56.990 and the sounds. It sounds probably perhaps in authentic or artificial, and I'm 357 00:23:57.069 --> 00:24:00.789 just telling you that it's not, which is that my advice to everybody is 358 00:24:02.230 --> 00:24:04.430 play a longer game and look for opportunities to help people. If you want 359 00:24:04.430 --> 00:24:07.789 to start a community, there has to be a reason the community exists beyond 360 00:24:08.150 --> 00:24:11.460 the fact that you want to be in charge of something and you want a 361 00:24:11.539 --> 00:24:18.180 community. Our reason is very clear. We are community exists not for its 362 00:24:18.220 --> 00:24:22.099 own sake. It exists because Katarina's a member and if she wants to be 363 00:24:22.140 --> 00:24:23.569 a CEO one day, we want to help her get there, and I 364 00:24:23.930 --> 00:24:29.009 wants to help operatics or any other company become the best possible company, we 365 00:24:29.130 --> 00:24:32.490 want to help her do that and that's why we exit. It's not for 366 00:24:32.730 --> 00:24:36.329 community, it's because we have there are human beings out there that are used 367 00:24:36.329 --> 00:24:41.279 to being treated like shit and we want to treat people well. There's we 368 00:24:41.400 --> 00:24:45.200 were all you know, you and me and everybody, since you know the 369 00:24:45.359 --> 00:24:49.359 Internet's what roughly like twenty two years old, right, roughly. It's obviously 370 00:24:49.400 --> 00:24:52.869 been around since earlier than that, but, like, we've all been using 371 00:24:52.869 --> 00:24:56.470 it roughly since like the end of since ninety nine, basically. Now we've 372 00:24:56.509 --> 00:25:00.190 been trained on on how to interact with each other and how things work in 373 00:25:00.230 --> 00:25:03.630 a specific way. That training is built on the business model of the Internet, 374 00:25:03.630 --> 00:25:07.660 and the business model the Internet is advertising. So the way that it 375 00:25:07.700 --> 00:25:10.740 works is that we use all these things for free and, as a consequence, 376 00:25:11.299 --> 00:25:14.980 we are our behavior, as we know, is the product. And 377 00:25:15.500 --> 00:25:18.259 the point is that we are used to like we're used to using linkedin. 378 00:25:18.579 --> 00:25:22.369 Right, if you had a job interview tomorrow and you wanted to get linked 379 00:25:22.369 --> 00:25:26.650 in to coach you on how to prepare for that job interview, what number 380 00:25:26.690 --> 00:25:30.410 would you call? Well, that question doesn't even make sense, right, 381 00:25:30.450 --> 00:25:33.329 it doesn't even that. It's a ridiculous statement. There's nobody at linked in 382 00:25:33.450 --> 00:25:37.960 to call. The linkedin is not we're not customers of Linkedin, we are 383 00:25:37.039 --> 00:25:41.920 users of Linkedin. So this is a long landed way of saying I am 384 00:25:41.000 --> 00:25:45.640 trying to teach people that there's a different way to behave and there's also a 385 00:25:45.680 --> 00:25:49.829 different expectation you can have as a customer right that our company works in a 386 00:25:49.829 --> 00:25:52.710 very specific way, which is you pay us and we do things for you 387 00:25:53.230 --> 00:25:56.190 and, as a consequence, our members are customers, they're not users. 388 00:25:56.230 --> 00:26:00.109 I don't call my members users. They're not users, their customers and I 389 00:26:00.230 --> 00:26:03.539 work for them. I work for Katerina, I work for all sixty two 390 00:26:03.539 --> 00:26:07.619 hundred people that are members of our community and all I want to do is 391 00:26:07.779 --> 00:26:11.740 help them succeed and grow. So my incentives are aligned. And also what 392 00:26:11.819 --> 00:26:15.579 I'm trying to do is teach people that you can have higher expectations for the 393 00:26:15.700 --> 00:26:18.849 companies that you pay money to, or attention to or your time to. 394 00:26:19.009 --> 00:26:22.329 You. So all that is to say, the advice I've give anybody is, 395 00:26:22.930 --> 00:26:26.529 what are your values? My values are I want to help people that 396 00:26:26.650 --> 00:26:30.890 I care about in respect, I'm not going to achieve their professional potential, 397 00:26:30.089 --> 00:26:33.920 which is really a way of saying I my goal is to teach people that 398 00:26:34.440 --> 00:26:38.640 by helping other people you can be personally successful. So you know, if 399 00:26:38.759 --> 00:26:42.599 my if I'm giving advice to my younger self or to anybody else, it's 400 00:26:42.640 --> 00:26:47.119 typically which is the advice I gave to my friend that I'm having a call 401 00:26:47.190 --> 00:26:49.750 with later today. Hey, look for opportunities to help people. The more 402 00:26:49.829 --> 00:26:53.150 people you help, the more people think of you as somebody that can help 403 00:26:53.190 --> 00:26:56.549 people, the more they come to you with problems, and that sounds to 404 00:26:56.630 --> 00:27:00.109 me like a powerful person right. The more people you help, your view 405 00:27:00.190 --> 00:27:03.940 to somebody with power that can help people, and all of a sudden more 406 00:27:03.019 --> 00:27:06.619 people are coming and more people are doing things and all you have to do 407 00:27:06.740 --> 00:27:10.779 is start looking for opportunities to help other people. So that's very long whend 408 00:27:10.859 --> 00:27:14.420 it, you know, way of answering the question, but the shortest answer 409 00:27:14.460 --> 00:27:18.329 to the question is look for opportunities to help other people without asking for anything 410 00:27:18.369 --> 00:27:21.769 in return, and just take your time and over the course of years, 411 00:27:22.130 --> 00:27:26.049 many, many good things will happen to you. Yep, it's so true. 412 00:27:26.210 --> 00:27:29.730 He we I've seen that personny makes are so much something. Sometimes you 413 00:27:29.849 --> 00:27:33.200 just want to wait people and you do it not because you expecting something in 414 00:27:33.359 --> 00:27:37.119 retail, but just because you actually like the subject matter of the question or 415 00:27:37.200 --> 00:27:41.839 the topic. They come to you because they want your opinion and that's that's 416 00:27:41.960 --> 00:27:42.960 got you know, this is not the things you're like. Well, if 417 00:27:44.039 --> 00:27:45.069 someone comes and, as we may Ope, I feel good about it. 418 00:27:45.190 --> 00:27:48.990 Right then you want to give it to them without the expecting anything in return. 419 00:27:48.309 --> 00:27:52.549 You know what you end up doing and you say is a pretty special 420 00:27:52.750 --> 00:27:56.750 person. I think that sort of good to person is value. The day 421 00:27:56.789 --> 00:28:00.259 there is something, they won't even think about talking to your competition. They 422 00:28:00.259 --> 00:28:03.619 won't even think about, you know, doing an RFP or whatever. Then 423 00:28:03.779 --> 00:28:06.299 just know that you are there, you've been helping, you've been good, 424 00:28:06.380 --> 00:28:10.460 the advice were free and they were walking when they tried or whatever. So 425 00:28:10.980 --> 00:28:14.170 it does. It does actually make a lot of SIDS. I think you 426 00:28:14.329 --> 00:28:17.890 are completely right about the short term, long term, and and so was 427 00:28:17.970 --> 00:28:22.650 the the lecture. You you are from, Larry. It's it's so difficult 428 00:28:22.730 --> 00:28:25.849 to be in the long term sometimes potty, and I'm sure that part of 429 00:28:25.930 --> 00:28:29.759 your community you've got thousands of people who are like in the tech business, 430 00:28:29.920 --> 00:28:33.440 text start up, etc. Etc. You know, literally our future is 431 00:28:33.519 --> 00:28:36.920 next quarter. Even if for not a public company, we act like public 432 00:28:36.960 --> 00:28:38.480 companies and we need to sell, sell, selling. He's got to be 433 00:28:38.599 --> 00:28:41.549 not on the thirty first. If it happens on the first and not on 434 00:28:41.630 --> 00:28:45.630 the thirty first is not good enough. It's got to open one day be 435 00:28:45.750 --> 00:28:48.750 for twenty four. What does that change? You know, when week? 436 00:28:48.789 --> 00:28:49.990 What does that change? But you know, I guess we are evolving in 437 00:28:51.150 --> 00:28:55.069 that world and but as professionally agree with you, I think we need to 438 00:28:55.150 --> 00:28:57.420 go over or that and think about the longer term, the longer game and 439 00:28:59.059 --> 00:29:02.980 planning advent. So my last question for you really, Sam, is what 440 00:29:03.140 --> 00:29:04.859 do you have in struck, you know, for the future? What's the 441 00:29:04.900 --> 00:29:07.940 plan for the Sichhari? What you can share with us? Obviously I don't 442 00:29:07.940 --> 00:29:11.769 know show competitors will be listening, but do you have any exciting style that 443 00:29:11.809 --> 00:29:15.130 you are preparing for us? Well again. So, yeah, thank you 444 00:29:15.210 --> 00:29:18.450 for everything that you said. earlien and New Right. It is I have. 445 00:29:18.730 --> 00:29:22.609 I've been that CRO person. The deal has to come in today versus 446 00:29:22.650 --> 00:29:29.519 tomorrow, and the beautiful thing about this message is that I am building this 447 00:29:29.799 --> 00:29:33.680 company with these principles and we are and it is going very well. So 448 00:29:33.799 --> 00:29:37.480 that the beautiful thing is there's complete harmony, which is that, for example, 449 00:29:37.559 --> 00:29:41.150 my head of sales, who's responsible for signing up new people, she 450 00:29:41.309 --> 00:29:45.390 is not paid on commission at all. You know, most of the time 451 00:29:45.509 --> 00:29:48.309 of CRO is paid like fifty percent base salary fifty percent commission against the revenue 452 00:29:48.349 --> 00:29:52.180 target. My entire executive team is paid the same way and it's we're paid 453 00:29:52.220 --> 00:29:56.339 on NPS or paid on that promoter score. We're not paid on revenue, 454 00:29:56.460 --> 00:29:59.460 and I you know, maybe one day we'll move to be paying on different 455 00:29:59.460 --> 00:30:03.220 metrics, but this year to get your bonus we have to have an NPS 456 00:30:03.259 --> 00:30:07.059 score on a trailing ninety day basis greater than fifty and then we have to 457 00:30:07.099 --> 00:30:10.049 be at seven thousand members. So that's like a revenue proxy. But Anyway, 458 00:30:10.210 --> 00:30:15.130 my point is that I think even in the venture capital startup world we 459 00:30:15.210 --> 00:30:18.609 are contorted and sometimes the best way to build the business is not to focus 460 00:30:18.650 --> 00:30:21.960 on pulling a deal today versus tomorrow. It's focusing on how do You de 461 00:30:21.960 --> 00:30:26.240 Light your customers. So at anyway. Also, you know, my competitors 462 00:30:26.319 --> 00:30:27.880 could be listening or not. I don't you know, we do everything pretty 463 00:30:27.880 --> 00:30:30.599 much out in the open. You still have to execute it and you still 464 00:30:30.640 --> 00:30:33.319 have to shore my values and if you don't believe what I believe, then 465 00:30:33.319 --> 00:30:37.269 you're not going to do as good job of it. And so, anyway, 466 00:30:37.430 --> 00:30:38.390 what does in store for us in the future? Well, as I 467 00:30:38.470 --> 00:30:44.509 mentioned, we are long. So Pavilion University will become bigger and bigger and 468 00:30:44.549 --> 00:30:48.789 bigger and we're going to have schools and graduate programs essentially for every functional area. 469 00:30:48.910 --> 00:30:52.339 So right now we have cro school, Cmo School, CECO school. 470 00:30:52.700 --> 00:30:57.779 Next year we'll have CFO school, probably have CEO School, and that's because 471 00:30:59.259 --> 00:31:02.859 we want to build communities in new functional areas. So right now I'm focused 472 00:31:02.900 --> 00:31:07.730 on CEOS and finance professionals. Next year, hopefully we'll get the finance community 473 00:31:07.730 --> 00:31:11.970 in the CEO Community, two really good places, and we can think about, 474 00:31:11.130 --> 00:31:15.089 you know, hr or people operations. We can think about product and 475 00:31:15.170 --> 00:31:19.839 engineering and maybe even some other functional areas. So new communities relatedly with new 476 00:31:19.960 --> 00:31:23.480 schools associated. That's a big part of what we're doing. We're about to 477 00:31:23.519 --> 00:31:26.759 launch our platform. You know, we don't. The funny thing about the 478 00:31:26.880 --> 00:31:30.440 company, which is, you know, been valued at, you know, 479 00:31:30.480 --> 00:31:33.869 a hundred million dollars, is that we don't have any of our own software 480 00:31:33.910 --> 00:31:37.990 yet. You know, it's on slack and zoom and Google Docs and Google 481 00:31:37.029 --> 00:31:41.750 sheets. But beginning on next week actually, we're going to start pushing out 482 00:31:41.750 --> 00:31:45.269 our own platform into our into a small group of users to test and to 483 00:31:45.309 --> 00:31:48.140 give us feedback. I think it's going to be fine. I don't think 484 00:31:48.140 --> 00:31:52.299 it'll be great, but I think over time it'll be great over next year 485 00:31:52.420 --> 00:31:56.980 and that platform will have a bunch of cool ideas. We want to really 486 00:31:56.019 --> 00:32:00.059 focus on gamification. We are it's not going to be a feed driven platform. 487 00:32:00.099 --> 00:32:02.930 It's not going to look like linked in or facebook, because our business 488 00:32:02.970 --> 00:32:07.609 model again doesn't I don't need audience engagement. What I need is people to 489 00:32:07.690 --> 00:32:10.490 feel like they know what to do. So it'll actually look a lot more 490 00:32:10.569 --> 00:32:14.289 like quick books, which is like, what do you want to do today? 491 00:32:14.289 --> 00:32:15.920 You want to run a report, you want to enter information. So 492 00:32:16.279 --> 00:32:20.559 you log in and we'll be goal oriented, outcome oriented. And then, 493 00:32:20.640 --> 00:32:22.039 finally, the last thing I will say is that, you know, we 494 00:32:22.160 --> 00:32:27.759 talked about helping people and helping people figure out, you know, their career, 495 00:32:28.119 --> 00:32:30.069 and I teach a class on framing your career. I ask the question 496 00:32:30.109 --> 00:32:32.549 how many people have a five year plan? And of course, the answers 497 00:32:32.630 --> 00:32:36.509 you know, virtually none. Right, like five percent. Most people don't 498 00:32:36.509 --> 00:32:38.950 have a plan or point of view on where they're going in their career. 499 00:32:39.190 --> 00:32:45.420 And so we want to actually build software that helps people first assess themselves and 500 00:32:45.539 --> 00:32:47.500 figure out what are their aptitudes, what are their strengths and weaknesses, in 501 00:32:47.579 --> 00:32:52.299 a more systematic way, and then build tools to help people figure out how 502 00:32:52.380 --> 00:32:57.059 they can map their career both visually and then, you know, analytically. 503 00:32:57.220 --> 00:33:00.490 So I you know, you can call that career Mapper, you could call 504 00:33:00.569 --> 00:33:05.170 that, but it's skills assessment tools, it's career mapping and visualization tools, 505 00:33:05.210 --> 00:33:07.569 all underpinned by once you figure out where you want to go, will have 506 00:33:07.690 --> 00:33:10.690 learning and education that will help you get there and train you to get there. 507 00:33:10.730 --> 00:33:14.559 Once you're there, love it, love it, love it the last 508 00:33:14.640 --> 00:33:16.400 but if I'll all, Brootis, a kid did me. We putting the 509 00:33:16.480 --> 00:33:21.599 FELS building block together. I AIDS is killed Bays assessment for the deffrench roar. 510 00:33:21.680 --> 00:33:22.519 You know, if you want to become a manager, all what we 511 00:33:22.720 --> 00:33:27.039 what a the attributes you need to set trikes a transways music to my heirs, 512 00:33:27.079 --> 00:33:31.470 sons like well, doing the right things. Now, if anyone wants 513 00:33:31.470 --> 00:33:34.910 to join, by VIDEON, well, I wo do we, I'll do 514 00:33:34.990 --> 00:33:38.150 we get our lovely audience to join. I've got to fill few a stuff. 515 00:33:38.190 --> 00:33:42.140 You See, if woos and D's as what in my network so I'll 516 00:33:42.180 --> 00:33:44.859 get them. I'll get them to join when the time he's right. But 517 00:33:45.619 --> 00:33:47.220 how do we find you guys? I'm sure it's pretty straight fall out, 518 00:33:47.339 --> 00:33:52.420 but just you know, can you just yes, yeah, there's two programs. 519 00:33:52.700 --> 00:33:57.049 There's an individual program and that's you just go to join Pavilioncom and you 520 00:33:57.130 --> 00:34:00.569 click apply now, and there's three levels. If you're an executive meeting, 521 00:34:00.609 --> 00:34:02.930 you've the GVP, there's executive. If you're director above, there's associate. 522 00:34:04.009 --> 00:34:06.369 If you're new to the work course, there's analysts. So we've got a 523 00:34:06.650 --> 00:34:09.039 we've got a a level for you, regardless of where you are in your 524 00:34:09.119 --> 00:34:15.519 career. And also we have a corporate membership, which we call pavilion for 525 00:34:15.639 --> 00:34:19.239 teams. So if you want to sign up not just yourself, but you 526 00:34:19.320 --> 00:34:23.239 want all of your SDRs to take SDR acceleration school or sales school, then 527 00:34:23.309 --> 00:34:28.150 we have it's not and you get you get additional benefits and services as a 528 00:34:28.230 --> 00:34:31.030 corporate member. So you can join as a company and enroll many people at 529 00:34:31.070 --> 00:34:36.469 once or you can join just yourself by going to join pavilioncom on the foot. 530 00:34:36.710 --> 00:34:38.340 Well, thank you so much for you in sight. Today's I mean 531 00:34:38.420 --> 00:34:42.699 was a lovely conversation say, and that's to rigual to have you on this 532 00:34:42.739 --> 00:34:45.019 sho today. So thank you for having me and thanks to you and to 533 00:34:45.139 --> 00:34:51.019 Catarina from making it happen and and congrats on a great company and a great 534 00:34:51.059 --> 00:34:54.409 show. Thank you so much. You've been listening to be to be read 535 00:34:54.449 --> 00:34:59.690 a new acceleration. To ensure that you never miss an episode, subscribe to 536 00:34:59.730 --> 00:35:02.210 the show in your favorite podcast player. Thank you so much for listening. 537 00:35:02.210 --> 00:35:04.369 Until next time,