Yeah. So, um, in Let's see, in college, I, um you know, didn't really know what I wanted to do. And I was trying to figure out what, maybe like many folks, you know, listening here. But I had traveled abroad and studied abroad, started my college experience. And so what I you know, I joke with my father that I understand travel and get paid for it. That's gonna be the goal of my life. Um, and obviously that this is the world before travel bloggers and that whole thing happened, and so it was more meant to be tugging tongue in cheek. But I started chasing the idea more and realized there's actually not a lot of technology platforms out there for students that want to travel abroad. There's, like, Yelp or they're like the roamers books to the Rick Steve Books. But there's no peer to peer communities with students or young travelers that are out trying to find, you know, the best experience with the least amount of money on DSO. I said I'd start this This a company that we called social abroad, Um, and that was sort of might give it into startups and technology. And honestly, I learned a lot by just being curious by reading a lot of books on startups. The art of the start by Guy Kawasaki was part of the classic one that kind of got me got me started. Um, so I moved from Los Angeles to Silicon Valley to be able to go and pursue this dream. Um, however, what I learned very quickly is entrepreneurship is very hard. Um, fundraising is very hard, and I needed a job. Thio pay the bills while I was doing this. And so I was very lucky because I took a job with a company called Box when they were less than 30 employees. And so I again, you know, I was very fortunate in that way, but I as sort of my time, that box is learning a lot about enterprise software and fast and the cloud and all these things. I, you know, my entrepreneurial pursuit started getting a little bit less, uh, less interesting. And so I ended up basically going all in on B two b fast, you know, companies. So I worked at box I worked at about live office that we sold Symantec security company. Um, And then, uh, after that, when I last my CEO from live office called me about a new venture, he was starting, um, and took a chance on me. Thio marketing for a company that became game site. Thank you have heard the inside. It's, uh, enterprise software company that's focused on customer success. Helping make You're not just closing new customers, but make your existing customers successful. And so the big incident for me, the big experience waas that relationship that I build along my journey and then having that person trust me to take a chance on me and go do something I've never done before. I had done sales and business development and product, but I've never done marketing. And so there was some courage required to do what You don't know exactly how to dio, but we built that company to from 0 100 million of our our, um, you know, think about 1000 employees globally really started a movement behind custom success on that became a big part of my career story. So that's that's the long version of the short version of a very long story. Mhm

So yes, since games I left him now at a company called Front after seven years of game site, um, and so the responsibilities and decisions. So you know, we're accountable to a lot of different things. One is storytelling for the brand. And so when when we say front that should stand for something, it's our jobs to define what that is, whether that's product level messaging or what do we believe as a company and try to formulate that boards and campaigns? Um, just one bucket second bucket is that positioning the product as a means of filling that position on? So we need toe launch new features. We need Thio Drive adoption of our products on Ben. Last thing is, all of this is determined to revenue. And so we're We're very marketing. Marketing is very close to the sales organization customer success organization in our jobs to create, um, demand effectively for our products. And thio make it easier for our sales team to sell. So those are probably three big buckets is probably a ton more, uh, work hours. You know, I think realistically, you know, you're it's not, you know, it's not a lifestyle job for sure. I mean, I think you're you're putting in probably 86 typically, you know, uh, but I think the important thing is like it's less about the hours you put in. It's more about the impact that you're making on. But if you are able to make an impact, you know, in five hours time instead of 12 hours, then that's you know, that that's fine. That's good. Uh, that goes back to travel and work from home. You know, Front wasn't a company before the pandemic that was all in on work from home on dso I had to travel up to San Francisco every other week. You are for three months or so, but luckily for me, it's on our flight very easy. It's not too burdensome, but I think what the pandemics taught us front included is you know, yes, it's very true that human connection matters and virtual is as good as it could be. By the end of the day, meeting in person really goes a long way. Eso that we're never gonna fully replace that, but also we can be productive working from home because we've had to become we have to find a way to get there. So I think we're on the list of the many other companies that now are are pivoting to this this world.

well, I'll start with the demand. Creating demand is not easy and that you have to convince people you've never met before on the Internet, that they shouldn't spend hundreds of thousands of dollars on your product, right or tens of thousands of dollars on your product on dso How you do that is really, you know, taking a um, you know, there's a lot of like using the tools available Thio on from a digital perspective, using data to be ableto position value for free to the market on, but hopefully implicitly over time, they start to build affinity for who you are, and then when they're ready, not when you want. They will potentially enter into a sales conversation with you. So we do that. A lot of content marketing, eso a lot of blogged posts, a lot of virtual events, a lot of different things along those lines. And we just start tracking saying, Are we? You know, our folks engage with this content who are there there from the right type of company that we would like to sell to, and then we potentially you know, that engaged from a sales perspective when you want to be careful not to like across the line and really sacrifice that trust that your building is a brand. Uh, and then the other big challenge years working with sales way Love salespeople, Sure. But you know, there's always a tension between marketing and sales, you know, Are the leads good? You know, Is that the right or is the follow up not good and kind of going back and forth? And so I think the big lesson there is how can you, um, uh, take sort of a servant leadership approach? Working with sales, I think that's served me, served me well in my career and that it's never us verse them. It's Hey, we're in this together. We're not successful unless you're successful. So how can we kind of partner and work together, really? Break about, break the barriers that we see. So you know, it is a big lesson, then