thrill. Simple story really work. Odd is did the key number one that avoids said good work if that which doesn't necessarily mean working ridiculous number of hours as well. You know the difference between being efficient and working long, Alice, I prefer to think of myself as being proficient. And where did they get to the job? I am Today was really about, you know, taking the opportunities that were in front of me having their grits. Yeah, there were missteps. Yeah, I did change job. Give it to really what did change jobs for, You know, just to do something different and end up in Rome company. That wasn't a good fit. Um, but everything was part of that story, you know, of the journey. So whether it was, you know, working in, you know, and you're working with the about really owning my Korea, you know, went through bankruptcy with them, you know which being too got laid off, which is a little bit never aching for anyone goes through it. Then you know, Russell Investments and moving into consulting, which is really where I saw my career really skyrocket and start to grow exponentially, you know, watching HBO now looking, but the whole of Alec different companies to launch their products and to put more marking operations and to scale and to grow the companies which led me in the last two companies that have being at now ever Lara, which is really about growth and scale growth, is a prime directive. It is to grow to get everything else. But growth is a and we've got to figure out how we go about doing it, which is when my next skill set in terms of understanding, marketing and marketing operations really comes into play.

and ever larger dimension. We have got a lodge. Um uh, a large A lot of responsibilities at Evel are because 80% of Al Settles funnel. So let's just say, hey, we got $100 million sales target 80% of that, sir, 80 million comes directly from market, and I am solely responsible for that number and getting the leads. And let's get em que els to the sales team to follow up and nurture and do their thing with all that comes from marketing. So we're heavily measured on those bookings numbers that we're trying to hit, which means from responsibilities across all channels. So pay digital team, you know, doing search and display advertising. Our compass marketing team, our Vince team, ill thought leadership, social virtual events and webinar podcasts and things like that all report up to May and primarily responsible for, you know, essentially $80 million with bookings. This dish is range from pretty much everything you know, people management. What tools were years through to dealing without company leadership when you know things are not going well when we've got a down day on terms of ops and things like that, though you name it, we're making decisions intensively purchasing and things like that. You know, it's real simple. Anything up to $100,000 I can sign off on before it has to hit, you know, else, Chief marketing officer. So it's quite a large range of decisions, you know, with their type of just been spending agreement. Because, you know, we don't have to go through a whole load of rigmarole to get it done. Then in terms of weekly work hours and things like that, it varies. You know, what I tell my team is reflect. Balance is what if you make it. We hear that, Tim way too often. It's like, No, you guys control it. You guys gonna choose to work? We're flexible. You guys confuse to work winning where you want, especially right now, with everyone be fully remind. Don't. Generally, I've been used to working East Coast hours for quite a long time. So I generally start my day at 6 a.m. Into full PM and then I've got two young kids. So what I tell my team is between four and eight PM That's my kids time. Don't call me. Don't expect an email back from Ian List. Someone's died of the building sprinting down, and my team generally respects that because they know. But actually they will get an answer either later on that evening or third thing in the morning. You know, before they ever network so and I enjoy what I do, which is the main thing. I could work 12 14 hour days. I could still enjoy it, and I probably could speaker that out and not take away family time and things like that as well. Um, times been work, travel, and things like that is 100% working from home right now. You know, it's it's about everyone, because my team is sir Lodge. I always preferred to be in the office when I could way. We have the flexibility to work from home if we want to, and we want to. But you know my team to give individual face time with people in the Seattle office. I always found it important issue beat in the office to talk to them, get to know them because their personal interaction. We're getting better off doing that stuff, I presume, and clothes and things. But it doesn't b h least in a room brainstorming white boarding with other people

challenges the Roy's about pipeline for demand. Jim, I was looking at about how many dollars are we creating on the bookings front and how much is in a pipeline? Because if we and marketing and not providing enough in Q ALS and leads, then well, the sales team doesn't have enough pipeline. So if they don't have enough pipeline, you better believe the first person they look to and come to his may. So it's a constant juggling act served. One of the major challenges I have now is juggling between quantity and quality because what and being the most efficient as we can? Because if I couldn't drive, let's just say, get $100 million with business. And if I could drive that with, you know, 800 leads, you know what? Your high quality versus 2000 that a low quality wow, I'm going to z 100 about From that means that sells team doesn't have enough to follow up on because via staffed and maybe 100 50 you don't type lead level. So it's this constantly causes juggling act, um, then in terms of things like, um, there's examples, you know, I think if we look at some of the, um, for me, it's about, you know, managing their the balance and then also building a good relationship with the South stain and building good relationships, everyone else. So for my role, especially, you need be very personable, very accommodating, but also very strong, cause you gotta protect your team from noise as well. And I find that is generally the same for any company you know, Drink during above. You know, you're taking along with the pressure. You know, you'll have to take it on without passing on to other people, cause you're gonna be able to get the best out of them.