WEBVTT
00:00:12.800 -->
00:00:22.160Welcome to the Transform Sales Podcast, where forward thinking business leaders come to share their experiences and ideas, learn from each other, and amplify their results together.
00:00:23.039 -->
00:00:29.280All right, guys, welcome to another session of the Transform Sales Podcast Service Review.
00:00:29.440 -->
00:00:32.640Today we have Brian Sampson from Plug Technologies.
00:00:32.719 -->
00:00:33.439How's it going?
00:00:33.920 -->
00:00:36.399Hey Dave, super excited to be here.
00:00:36.719 -->
00:00:37.119Awesome.
00:00:37.280 -->
00:00:37.600Awesome.
00:00:37.759 -->
00:00:44.320So, guys, today to get you guys excited, we're going to talk about how plug technologies go from zero to unboarded in 14 days.
00:00:44.560 -->
00:00:47.200And this is going to be an interesting topic, so pay attention.
00:00:47.359 -->
00:00:57.039So just so that we can get started with uh your offering, what were some alternatives that uh customers usually will go for before considering your agency?
00:00:57.439 -->
00:00:57.679Yeah.
00:00:57.840 -->
00:01:05.200So generally speaking, uh if a company's opted into hiring remote, uh you're in the right place talking to plug.
00:01:05.519 -->
00:01:11.680Um, and generally uh offshoring is where a lot of companies um have originally started.
00:01:11.840 -->
00:01:16.959It's mature, going over an ocean, but there's a trade with that.
00:01:17.200 -->
00:01:20.799Uh big gap on time zone alignment.
00:01:20.959 -->
00:01:31.439So, you know, you're staying up until midnight doing calls, or you know, you get this like quick 15-minute overlap, and then you know, you're off to bed and they're starting their day.
00:01:31.599 -->
00:01:45.920Um so a lot of companies would would look to offshoring first, or maybe they they'll use their own recruiters to try to find people San Francisco, New York, Austin, you know, kind of wherever their offices are.
00:01:46.239 -->
00:01:51.760Uh, and then near shoring is using Latin America, and that's where we come in.
00:01:51.920 -->
00:01:59.519So full workday overlap, full time zone alignment, and uh our recruiters can jump right in to help you out.
00:01:59.840 -->
00:02:00.319Awesome.
00:02:00.400 -->
00:02:05.200I I did see something on your LinkedIn that I found very interesting, is why pay 200k, right?
00:02:05.519 -->
00:02:07.840When you can easily find somebody near shore, right?
00:02:07.920 -->
00:02:09.919Whether Mexico, Colombia, Argentina.
00:02:10.080 -->
00:02:11.680Tell us a little bit about that.
00:02:12.240 -->
00:02:21.360Yeah, I've got a friend who's a CTO of a Series B tech startup in San Francisco, and this really happened during COVID.
00:02:21.680 -->
00:02:26.080Uh, you know, I want to say it was like May of 2020.
00:02:26.240 -->
00:02:29.680So two, three months into no one leaves their apartment.
00:02:29.840 -->
00:02:32.560You know, we're all wearing masks to go to the grocery store.
00:02:33.280 -->
00:02:44.879And uh my buddy, you know, sends me a text, hey Brian, so I'm spending like 200k on my dev to work from his house in San Jose, California.
00:02:45.439 -->
00:02:53.120Um like if they're gonna work from home, I might as well uh you know get some cost savings here.
00:02:53.199 -->
00:02:56.240We only have so much capital from our fundraise.
00:02:56.560 -->
00:03:01.919Yeah, you know, I told my friend, well, yeah, uh you came to the right place, let me help you out.
00:03:02.240 -->
00:03:13.919So uh we introduced him in a couple days to some pretty senior developers from Argentina, and uh on the map, it looks like Argentina is kind of way out to the right.
00:03:14.080 -->
00:03:22.400Yeah, but but culturally, if you've ever been there to Buenos Aires, uh you're eating dinner, you know, at 10, 11 o'clock at night.
00:03:22.639 -->
00:03:30.240So the workday is almost identical to Pacific hours, and more importantly, the talent is off the charts.
00:03:30.479 -->
00:03:42.960So we introduced him to a couple developers from Argentina, massive cost savings, and no difference with workday overlap or skill set, and he was blown away.
00:03:43.599 -->
00:03:57.439Uh what would you say was a percentage of performance increase, for example, or you felt like they were equal in terms of yeah, it was uh um so equal performance, but some byproduct attributes were really interesting.
00:03:57.680 -->
00:04:16.000Now, if you look at a country like Argentina, but I think this goes for not all of Latin America is equal, but um, every country has their own nuances, but there is volatility in the region, um, whether it comes from governments or inflation or things like that.
00:04:16.480 -->
00:04:29.279Now that's scary when you're in the states, but if you're in Latin America, often this is just daily life, and uh there is an advantage to this.
00:04:29.600 -->
00:04:34.480So if you just read what the media writes, you might be nervous to do business in these countries.
00:04:35.120 -->
00:04:55.279But think about what that does for a population that's constantly trying to navigate this, it creates um a workforce that's uh uh able to overcome adversity, flexible, gritty, scrappy, creative, um, just true problem solvers.
00:04:56.000 -->
00:05:00.879And I can't think of a single hiring manager that doesn't want those traits.
00:05:01.120 -->
00:05:15.839So they get the same technical skills and English and time zone overlap as they get with the developer in the US, but then they get all these extra things, and that is where the magic happens.
00:05:16.399 -->
00:05:17.279Awesome, awesome.
00:05:17.360 -->
00:05:24.800And so I did see that you hired over 500 Latam engineers in the past five, five and a half years, if I'm not mistaken.
00:05:25.040 -->
00:05:34.000What is something or that truly stands out when you're vetting this candidates that makes buyers just want to just go directly with you guys?
00:05:34.399 -->
00:05:40.800Yeah, um, so there's really I think three things that give us a key advantage.
00:05:41.120 -->
00:05:44.720The first is uh, like you said, Dave, we've been there before.
00:05:45.199 -->
00:05:53.439You know, it's like uh, you know, if you're playing football and you score a touchdown or a goal, you know, if it's soccer, you hand the ball back to the referee.
00:05:53.519 -->
00:05:56.319Kind of, hey, I've done this before.
00:05:56.399 -->
00:05:58.959I don't need to make a big deal out of this, right?
00:05:59.199 -->
00:06:03.839So hundreds and hundreds and hundreds of hires, we know how to do it.
00:06:04.160 -->
00:06:08.079The second is uh we've got a lot of firsthand knowledge.
00:06:08.319 -->
00:06:10.959Uh, I've lived in Argentina.
00:06:11.439 -->
00:06:17.519My uh business partner Ruben has been an expat in Mexico, in Monterey, Mexico.
00:06:17.839 -->
00:06:38.879So there's this advantage we have of being able to share first hand experience, excuse me, firsthand experience of uh tree-lined streets and steak dinners and uh currency uh manipulation and governments and getting hardware in and out of the country.
00:06:39.040 -->
00:06:48.480So we can share all this first hand knowledge to help advise and guide our customers on the best country, the best talent pocket, all of that.
00:06:49.360 -->
00:06:55.120And third, um, we've got a really developed white glove service.
00:06:55.279 -->
00:06:59.839Uh, one of our customers compared us to uh the Ritz Carlton of Nearshoring.
00:07:00.399 -->
00:07:04.800So we go easily the extra mile.
00:07:04.959 -->
00:07:23.680Um, everything from getting that special custom hardware delivered door to door to onboarding uh by bilingual support, um, so our developers can speak to someone in their native language, and we kind of catch the small issues before they become big.
00:07:24.000 -->
00:07:29.360Um uh timely payments, all the stuff that that really matters.
00:07:29.600 -->
00:07:33.680Uh, we make sure that our customers and our candidates are well taken care of.
00:07:34.160 -->
00:07:38.240What the main thing I get from this is that you're focusing on the long-term relationships, right?
00:07:39.040 -->
00:07:41.199Because that's that's that's what buyers see.
00:07:41.279 -->
00:07:43.199Like in our in our case, right?
00:07:43.279 -->
00:07:45.439I'm obviously here in Columbia Medellin.
00:07:45.600 -->
00:07:54.560So when I see talent, obviously from here and I see how strong they are, obviously it puts us in a position to best recommend the top shortlist of candidates, right?
00:07:54.639 -->
00:07:55.839So this is awesome.
00:07:56.000 -->
00:08:04.000I know you also mentioned some of the challenges in the beginning, uh, but what were some other challenges that those customers came um were dealing with, right?
00:08:04.079 -->
00:08:14.720Because a lot of those people, like you would you were saying, they're doing it offshore, they come with a lot of pain points, they come with a lot of challenges they face, they come with a lot of uh budgets burned, right?
00:08:14.879 -->
00:08:21.519So, how do you how do you turn that into a positive situation where they could just focus on your long-term solution?
00:08:21.839 -->
00:08:23.920Yeah, I think that's a great question, Dave.
00:08:24.079 -->
00:08:33.679Um, we're really in the business of giving our customers arbitrage that means significantly more value than they're paying for.
00:08:34.399 -->
00:08:37.759We're never gonna beat Asia in terms of cost.
00:08:38.480 -->
00:08:47.519Um, but I think by now Asia is so mature as a talent region that customers understand there's a trade.
00:08:47.840 -->
00:09:01.759Um, you whatever you save in cost, you might make up for in late night calls, you might make up for in uh cultural misalignment or like lots of hierarchy.
00:09:02.080 -->
00:09:13.039So maybe uh you've got to um share your your feedback with one person at the top and it filters down to like seven people, and it's always like a body problem.
00:09:13.440 -->
00:09:15.120Um, they're behind on a deadline.
00:09:15.279 -->
00:09:20.480It's never let's find smarter engineers, it's let's find more engineers.
00:09:20.639 -->
00:09:28.240Yeah, um, so whatever you're saving on cost might come back to bite you later and you'll you'll pay more.
00:09:28.559 -->
00:09:48.320Um, but you know, really that um being able to do business in real time, collaborate on Slack, jump on a video call, text on WhatsApp, um be able to communicate with somebody where it doesn't feel like a wooden script, they might speak English, yeah.
00:09:48.480 -->
00:09:50.559But is it your kind of English?
00:09:50.720 -->
00:09:55.759And uh are they watching the same Netflix show as you are in American style English?
00:09:55.919 -->
00:09:57.200Are they conversational?
00:09:57.440 -->
00:09:59.200Does it feel unscripted?
00:09:59.440 -->
00:10:04.159All that stuff matters, you know, and it's not talked about a lot, but it it really makes a difference.
00:10:04.480 -->
00:10:13.600No, and most of these people are in product, like it will suck to spend so much time in building, and then once it gets to the engineers, they it's like a broken phone, right?
00:10:13.679 -->
00:10:22.159And that's something I definitely see in, and then they have to spend more budget to rebuild, and it just constantly become a bigger uh headache, right?
00:10:22.320 -->
00:10:22.559That's right.
00:10:22.799 -->
00:10:24.080But this is but this is awesome.
00:10:24.159 -->
00:10:26.000So, what I'm gonna do is I'm gonna display your screen.
00:10:26.080 -->
00:10:36.720I want you to kind of walk us through your website, show us some key features of your service so that you know those that are looking for your specific services, they know exactly how to overcome the situations they're dealing with.
00:10:36.960 -->
00:10:37.679That'd be okay.
00:10:37.919 -->
00:10:38.799Sure, absolutely.
00:10:38.879 -->
00:10:39.440Let's do it.
00:10:39.679 -->
00:10:40.639Awesome.
00:10:41.120 -->
00:10:43.200All right, so uh this is us.
00:10:43.279 -->
00:10:46.240Uh, we're a service company, we're staffing.
00:10:46.480 -->
00:11:03.759We don't try to overcomplicate it, but what we do is we take the staffing model of finding contractors, um, whether they're short or long term, um, and we apply all the best practices to doing this in Latin America.
00:11:04.080 -->
00:11:09.519Uh, so we'll introduce you to great talent quickly, usually in a couple days.
00:11:09.679 -->
00:11:12.639Uh, you'll get a short list of qualified people.
00:11:12.799 -->
00:11:18.639We've got a deep network, many different talent pockets uh around the region.
00:11:19.279 -->
00:11:23.279We go through interviews, background checks, offers.
00:11:23.360 -->
00:11:28.320We've got a very high offer extend to offer accept conversion rate.
00:11:28.799 -->
00:11:32.720And uh you can usually get somebody in the seat quickly.
00:11:32.960 -->
00:11:40.480Um, but fast is only good if the quality is good, and that's the secret ingredient that we have.
00:11:40.639 -->
00:11:43.919Um, I can get you somebody poor tomorrow.
00:11:44.159 -->
00:11:47.279That's not that's not easy, that's not hard to do.
00:11:47.519 -->
00:11:56.639Yeah, um, the harder thing to do is get somebody high quality in your seat in 14 days, and that's where our magic happens.
00:11:57.600 -->
00:11:58.960Awesome, awesome.
00:11:59.120 -->
00:12:04.159Uh, one of the things that I wanted to ask you is do you bet most of this candidate is directly from LinkedIn?
00:12:04.320 -->
00:12:20.720Because what we found as a B2B marketplace is sometimes most of this candidates are not in LinkedIn and they'll surprise you, like they'll crush, they're just super low-key, they don't have an account on LinkedIn, so it's very hard for us to validate because usually we'll use that as the first source to validate.
00:12:20.799 -->
00:12:30.879But sometimes we see candidates that come in, they don't have a profile, and they're just so good that if they have a profile, I just can't imagine right the opportunity that they'll be in front of, right?
00:12:31.279 -->
00:12:31.919Has that happened?
00:12:32.559 -->
00:12:34.000Yeah, you're absolutely correct.
00:12:34.240 -->
00:12:45.279Um, you know, I think generally if it's your first time hiring in Latin America, you're a tiny company, maybe maybe try upwork, you know, see what happens.
00:12:45.679 -->
00:12:49.440Um, but I think you'll you'll see a quality difference.
00:12:49.759 -->
00:12:59.440And the big thing is because of like Upwork and Fiverr, their models are really for people that just want to get like a quick task done.
00:12:59.759 -->
00:13:03.519And these platforms take a huge percentage of the fee.
00:13:04.159 -->
00:13:16.320So if you're a really talented individual, you don't want to give Upwork or Fiverr or all these other platforms so much of your money, especially if you don't have to.
00:13:16.639 -->
00:13:22.240So um, and especially when it takes so long to pick up on another project, because like, hey, where's my profit?
00:13:22.320 -->
00:13:27.120Now I have to use part of that profit to invest in ads within Fiverr, and now I don't even have profit.
00:13:27.279 -->
00:13:28.960That's what I hear a lot of people, right?
00:13:29.200 -->
00:13:43.039So we're in the business of getting long-term projects, giving our talent long-term projects, and um, sure, we use LinkedIn, uh, but um just because a developer has LinkedIn doesn't mean they're going to respond to you.
00:13:43.279 -->
00:13:43.519Yeah.
00:13:43.600 -->
00:13:50.399Uh so you know, we're we're able to use a lot of interesting marketing techniques to um build engagement.
00:13:50.639 -->
00:13:50.960Nice.
00:13:51.360 -->
00:13:54.080More importantly, Dave, um, referrals.
00:13:54.399 -->
00:13:56.159Referrals are huge.
00:13:56.399 -->
00:14:08.399So we might get somebody from LinkedIn and then get five of their friends that are also highly qualified because good people know good people, but those other five are not on LinkedIn.
00:14:08.879 -->
00:14:14.399So that's how we built our database and really move the needle for our customers.
00:14:14.720 -->
00:14:16.559Absolutely, absolutely awesome.
00:14:16.720 -->
00:14:18.960Do you have any use cases you want to share with the audience?
00:14:19.120 -->
00:14:22.159Because uh, I want to make sure that they also feel connected, right?
00:14:22.320 -->
00:14:22.480Yeah.
00:14:22.639 -->
00:14:23.360What's your industry?
00:14:23.440 -->
00:14:26.080Do you do you have anything you'd like to share with us within your same website?
00:14:26.320 -->
00:14:32.080Uh yeah, there was a mid-sized tech company uh that was based in Atlanta.
00:14:32.639 -->
00:14:37.519And um, not only did we find uh one developer for them, we built a whole team.
00:14:38.080 -->
00:14:44.240So we had um developers, QA, you know, I think there are uh five team members.
00:14:44.559 -->
00:14:54.080Uh in this case, we put everybody together in Argentina um and all senior level, they became super embedded.
00:14:54.320 -->
00:15:00.559So it wasn't like they were outsourcing, it was um an embedded team.
00:15:00.720 -->
00:15:16.720Yeah, so uh, you know, they got to know each other's like families and pet names, you know, and um uh, you know, that leader was based in Atlanta, but he said, you know, it felt just like these guys were on his team and he loved it.
00:15:16.879 -->
00:15:19.279The culture was super aligned.
00:15:19.440 -->
00:15:24.080Uh, they moved the needle, they got products out the door quicker than they expected.
00:15:24.559 -->
00:15:29.120Notice I haven't said anything about cost savings, but the cost savings is real.
00:15:29.279 -->
00:15:43.279Yeah, um, the differentiator, I think, with Latin America is um the quality is so high that companies aren't going here for cost savings, but they'll celebrate the cost savings at the end.
00:15:43.519 -->
00:15:44.480Yeah, 100%.
00:15:45.120 -->
00:15:46.879Yeah, you took the words out of my mouth.
00:15:47.039 -->
00:16:01.039One of the things that I realized, like working with Lattime audience, is that they're like, you know, this crush it as gonna bring more opportunities, more people that we know are gonna get hired, and it just becomes like a community of everybody looking to crush it so that better opportunities keep coming every year.
00:16:01.200 -->
00:16:04.080And I I say this uh on my background, right?
00:16:04.159 -->
00:16:19.600When I started as a customer support rep, all the opportunities that came along after that, everybody started looking for SDRs, account executives, now for like um manager roles, now they're looking for C levels, and that's a transition I got to see.
00:16:19.679 -->
00:16:26.000And when I started seeing all this talent arising from Argentina, because a lot of people come to us for engineers, right?
00:16:26.399 -->
00:16:29.840And Argentina is the first one I hear every time, right?
00:16:29.919 -->
00:16:31.600And the fact that it's a little closer, right?
00:16:31.679 -->
00:16:39.519You don't have to go to APEC, you get to you get to visit your team, you get to bring them on board, you know, that kind of brings a little extra touch to it.
00:16:39.840 -->
00:16:44.720But I feel very familiar to what you're saying, and I know this is something that's gonna continue growing.
00:16:44.799 -->
00:16:50.240There's gonna be more quality of candidates, and I'm just very excited, honestly.
00:16:50.559 -->
00:16:52.159That's great, awesome.
00:16:52.320 -->
00:16:57.039So I wanted to ask you something when it comes to the task, deliverables, and people who are involved.
00:16:57.279 -->
00:17:01.600So let's say if I decided to go for you guys, what does that look like?
00:17:01.679 -->
00:17:04.240You know, what is the typical ramp up time?
00:17:04.480 -->
00:17:07.920Um, how long would it usually take for me to be fully onboarded?
00:17:08.079 -->
00:17:11.279Can you give us some um information on regard to that?
00:17:11.680 -->
00:17:17.519Yeah, one thing that I'm very proud of is despite our scale, uh, I'm still involved.
00:17:17.599 -->
00:17:24.640And my partner uh Ruben, who's the day-to-day president for Plug, who also has the expat story.
00:17:25.039 -->
00:17:26.960Our customers know who we are.
00:17:27.119 -->
00:17:31.119Uh, and I think that's a huge difference from you know working with other ones.
00:17:31.279 -->
00:17:43.119Um, when the um the key founders, the key executives are um involved as your vendor, you know you matter, um, and our customers matter to us.
00:17:43.440 -->
00:17:48.960Um, so we'll you know give all the advice, make sure that they're set up for success.
00:17:49.119 -->
00:17:54.480There's a director of customer uh um success that's involved.
00:17:54.720 -->
00:18:03.920Um so uh you know they're um navigating the the actual solution, um ensuring they get the right candidates.
00:18:04.160 -->
00:18:09.119We have um recruiters that are very senior level in Latin America.
00:18:09.279 -->
00:18:23.599So all of them are involved in um the shortlist, the interview scheduling, um the vetting of the candidates, the pre-closing, everything that you'd want um or you'd expect, just like US staffing.
00:18:23.759 -->
00:18:27.119Um, and then a real secret sauce is our operations.
00:18:27.440 -->
00:18:47.839So like offer exercise to the first day, the first week, all the um, you know, getting hardware from New York to Miami is one thing, getting hardware, um, getting like a very specific machine to um Lima Peru is a whole other thing, right?
00:18:48.000 -->
00:18:51.519Yeah, 100% customs and you know, different things.
00:18:51.839 -->
00:18:53.839So uh we know how to do that.
00:18:54.000 -->
00:19:14.319Um, and we know how to think through um compensation and currency volatility and USD and payroll infrastructure, uh Slack and WhatsApp and all the different cultural nuances to um really ensure that it's a long-term success story, right?
00:19:14.480 -->
00:19:26.720Um the placements aren't just bouncing, you know, for the next uh offer for a dollar increase, you know, that they're they're happy everybody's set up for success for the long haul.
00:19:27.039 -->
00:19:37.839What I get from this is that you don't only focus on the buyer, but you also focus on the seller, and that that's what keeps that connection extremely um strong, right?
00:19:38.559 -->
00:19:43.440And I feel like that's what that's what's gonna keep people for long term opportunities, sure.
00:19:43.519 -->
00:19:43.680Right.
00:19:44.240 -->
00:19:58.160If I got the right equipment, if I have the right software, if I have everything in hand for me to do my job, and me as a buyer have all the ease to make this happen, and top of that, I'm getting cost um a cost effective solution, I think is a no brainer, right?
00:19:59.200 -->
00:20:00.640Yeah, I Absolutely.
00:20:00.960 -->
00:20:01.359Awesome.
00:20:01.519 -->
00:20:05.839So what are the KPIs ideal customers use to evaluate the success with your service?
00:20:05.920 -->
00:20:07.599And what is the quantifiable outcome?
00:20:07.759 -->
00:20:15.680I know we reveal the fourteen day onboarding, but when it comes to the acceptance rate, do you have like a like a number in mind?
00:20:16.000 -->
00:20:19.119That tends to be a question they uh a lot of questions asked.
00:20:19.440 -->
00:20:22.559Yeah, I I think there's gonna be three things to talk about here first.
00:20:22.720 -->
00:20:30.000Um uh you know, the first is that um we don't want to waste time, we're not a body shop.
00:20:30.400 -->
00:20:34.640So if you have an opening, we're not gonna send you 50 candidates tomorrow, right?
00:20:35.200 -->
00:20:45.039Um ideally you're gonna get three, and from those three that are carefully vetted, you'll get your winner that really aligns with you.
00:20:45.200 -->
00:20:48.640Okay, that's that's what we're truly focused on.
00:20:48.880 -->
00:20:50.079High quality.
00:20:50.240 -->
00:20:50.559Okay.
00:20:51.039 -->
00:20:56.079Um, the second is we work for the referral.
00:20:56.400 -->
00:21:04.799So the most important KPI for us is that our customer refers us to their network, and that's how we've gotten most of our customers.
00:21:04.960 -->
00:21:06.000Yeah, nice.
00:21:41.759 -->
00:21:42.319Perfect.
00:21:42.640 -->
00:21:43.039Awesome.
00:21:43.119 -->
00:21:44.079Thanks for sharing that.
00:21:44.240 -->
00:21:55.519And when it comes to like support channels, I know you mentioned Slack, you mentioned WhatsApp, but you know, I have a lot of buyers that they usually interact with the chat bot on the website or via email.
00:21:55.599 -->
00:21:57.440They they want to stick in their channels.
00:21:57.599 -->
00:21:58.720How do you go about that?
00:21:58.799 -->
00:22:02.400And what is the strongest channel to keep that communication effective?
00:22:56.880 -->
00:23:05.599Yeah, and you know what's something you I there's two things I want to mention because in the chat, what I know is that sometimes they don't describe the issue as big as it really is, right?
00:23:05.759 -->
00:23:11.920Next thing you know, you have a conversation with them and they need so many other things that obviously for us is a is a win, right?
00:23:12.000 -->
00:23:14.640We we get to offer a suite of solutions, right?
00:23:14.880 -->
00:23:18.079And then the other one is regarding the engineers, right?
00:23:18.160 -->
00:23:31.200Uh, I I read a stat from Lovable that said 0.23 are engineers, so obviously the pool is not as big as SDRs and kind of executives, and it's not just a role you just you know, let's go for that and see what happens.
00:23:31.359 -->
00:23:33.519You gotta live by this, you gotta enjoy this role.
00:23:33.599 -->
00:23:37.920So for engineers, it makes sense because at first I didn't understand that, right?
00:23:38.000 -->
00:23:46.799Because I I will have buyers come to us like, hey, I need a a volume of engineers so I can have a good talent pool, but then it was very hard to achieve that, right?
00:23:46.960 -->
00:23:49.119So that kind of piece together.
00:23:49.359 -->
00:23:51.039What's your take on that?
00:24:49.200 -->
00:24:51.519Yeah, and I feel like a lot of people just want to jump on the boat.
00:24:51.680 -->
00:24:52.960It's gay AI in there, right?
00:24:53.039 -->
00:24:55.599But they even haven't they haven't even updated the articles.
00:24:55.680 -->
00:25:09.359So it's like sometimes you're just being thrown in this article that are from last year, the links don't even work, the POCs on the on the bottom of the of the post, they're no longer reachable, or like they they changed jobs, so like now you're hurting your domains.
00:25:09.519 -->
00:25:11.440So I I had that experience.
00:25:11.599 -->
00:25:18.799I realized that with LinkedIn, if you want to get chat support, you have to spend ads, and then they'll they'll kind of give you a little bit of attention.
00:25:18.960 -->
00:25:20.799But that would be a different topic.
00:25:20.880 -->
00:25:22.720But I think this was a great session.
00:25:22.880 -->
00:25:25.119I I did open the listing for a reason.
00:25:25.279 -->
00:25:30.799This is the listing that buyers tend to see so that they can get fully informed on your solution, right?
00:25:31.279 -->
00:25:35.119Um I left all the details, so who's watching this?
00:25:35.200 -->
00:25:36.720You get to see who's the ideal buyer.
00:25:36.880 -->
00:25:44.640If this falls into your specific requirements, you know, you have Tim to support you, make sure you get that human touch.
00:25:44.799 -->
00:25:47.359I will leave the listing in the description below.
00:25:47.680 -->
00:25:51.920But Brian, I feel that um this was a very interesting topic that we covered.
00:25:52.079 -->
00:25:54.000Anything you want to say before we go?
00:26:01.759 -->
00:26:02.559Let's do it.
00:26:02.640 -->
00:26:04.799That's definitely gonna be the way to go.
00:26:05.039 -->
00:26:06.640All right, catch you in the next session.
00:26:06.720 -->
00:26:12.640I know we're gonna have more sessions coming up so that we get to display all the services you offer.
00:26:14.000 -->
00:26:14.720Sounds good.
00:26:14.880 -->
00:26:15.920Take care, Ryan.
