[transcript]

41:33 It is women, women, I'll tell y'all whatever the dynamic is, 09:19 shouldn't be disregarded either, especially when us as women are 34:55 I'm going to give for the same advice women be

[transcript]

41:08 Yeah. I was talking to another just fellow founder CEO a while ago, and, he mentioned something that I can't forget. He said I told him what I was working on. He's like, oh, you have the mother of all TAMs because everyone and their mothers use a calendar. Yep. 08:10 would be the 2nd pivot, and the 3rd idea. So we try to find a problem in our life, and we try to find problems in our friends' lives. And it just turns out that, you know, we're fortunate enough for most people we know don't really have that many problems in our lives. So we actually thought about problems at work that we had. And I remember when I was fundraising for the fitness idea, I was talking because it was after YC demo day, you know, even if you have a mediocre idea, you're gonna get a lot of investor meetings Right. 49:40 And so we do a 50% check-in and a 50 75% check-in and then basically, like, a 100% check-in, which is when it's ready to demo. And then we'll get a war room together. We we call it a war room, but it's basically, like, 3, 4 people get together and actually just try to break it, and break the app. And then, you know, we go staging production, and after production, we do some more testing. But because of because we onboard the users from the early days, manually, we have just a habit of talking to our users, getting on calls with them.

[transcript]

02:14 And so, and candidly, I had a really funny experience. I did a summer abroad, one summer and I was talking to some, some other American students. We were at lunch one day and I remember saying, hey, you know, next summer is the, is kind of the last summer of college, and what are you guys gonna do in the summer? And they all said, well, we're gonna move to New York City and do investment banking. And I I had no idea what that meant. 03:53 the data against a third party system to see if there's any discrepancies. And really what we are eliminating is a lot of manual data entry and a lot of kind of stare and compare processes at these big banks and lenders. So a simple example I use is something that a lot of people, if you've ever bought a home, you can relate to this when you're applying for a mortgage. You You know, you you're talking to your loan officer at the lender and they're saying, okay. You know, Will, you're gonna buy this home.

[transcript]

43:10 I'm I'm I'm watching kind of young people and and more experienced people kind of work together with and and literally just, you know, just build and build and build, but also build a community within ourselves. You know? So, yeah, NFTs are a serious you can just dabble. If you just wanna dabble and and you don't obviously, I'm talking about building a game. Yeah. 06:45 So so that that was very, very lucky. I suppose from then on, I had a number of long term contracts, developing systems, and eventually moving in into kind of business analysis, which was was really natural because I because I had kinda like the corporate background of working with different diverse people. I was also a programmer. I could I would I would felt really natural talking to developers, but kind of translating their speak in into into the corporate world. So so that that was a really natural transition, later on in my career.

[transcript]

42:23 Well, we're launching our, the XylOS thing I was talking about before, and we're launching our builder program, at the end of the quarter. So that's probably the best time for a person to to start using this, because it it does 2 things. It gives you the SDKs and the tools to be able to build things. But one of the deals we've had with developers is it's kind of hard for a person to to try it out. It's kind of like asking a person to write an iPhone app without an iPhone. 39:33 That's actually really interesting. Yeah. I will say as, like, somebody that's been a designer basically my whole career, just the no code tools or low code tools have been an absolute game changer for me, right, where I don't even need really a developer now to build an MVP, maybe a crude V1 of something like an idea where before I could maybe struggle through it for months at a time, but it just you usually lose interest in the project before you launch, Right? Where now we're talking days or weeks. You can have something where it would take me years maybe to get some something up, right, in kinda my spare time. 17:36 So getting people to change their behavior or at least clients to make it more, you know, obvious to a person that this is potentially not from the place that they wanted to come from makes it harder for them to be socially engineered. But, you know, there's a case recently where they did a whole deep fake where they they mimicked an entire board of directors of a company video conference to get somebody to send a bunch of crypto, I think it was somewhere. That's pretty involved. Getting getting people not to fall for the things which their brains gotten so used to verify. Like, you know, like the fact that I got I'm almost a 100% certain I'm talking to Kevin right now, but, you know Yeah.

[transcript]

23:21 So it was quite easy to get going. And we did sort of, I would say, 70, 80 discovery conversations. It was slightly easy because of what business to Amazon. You know, we're quite interesting. We're talking about having experienced the pain ourselves. 24:36 So things like, for example, sales productivity, like the fact that you understand the usage of your customers and you can be alerted about certain patterns which would indicate you should proactively reach out to the customer. That's not necessarily identified within our customers as a high priority pain point. And so there's no point selling a solution for a problem your customers don't know they have. So we had to work. So obviously we would start by talking about our grand vision, which really excited us. 25:09 We realized that when the people we were talking to got excited about some parts of it and were kind of more quizzical about the others. So we just ended up working out over time. And this is a class you know, path startup journeys is let's just zero in on the thing that really matters to them right now. Sell that and then introduce to them all these other things we're going to do to them afterwards. And so the thing that we really zero in on is billing operations.

[transcript]

31:00 We'd like to keep talking. 29:19 don't know what you're talking about. 35:10 What happens next we pieced together from talking to the

[transcript]

31:00 We'd like to keep talking. 29:19 don't know what you're talking about. 35:10 What happens next we pieced together from talking to the

[transcript]

04:07 What if they get mad at me? Who stop talking

[transcript]

58:39 There's no women doing it. 50:31 Way, you were talking about being able to put in your aquarium. How tall does it get? 16:30 Don't worry about it. But Adam was talking, and he's gonna try to do good things and better things.

[transcript]

12:13 talking