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Transcript

I got lucky in our first company. My very first hire was Beth, and Beth was my alter ego. And then she built out a team, and that was easy for me. I also knew it was expensive, and I could tell you more stories than you don’t want to hear, but like when Facebook first came out, and we had a marketing person go, we have to be on this train before it leaves. I’m like, why? Well, we have to. I’m like, no, we don’t. And she’s like, well, it’s free. I’m like, no, it’s not. I know what I pay you. And so with BMI, I didn’t want to reduplicate that. We had a different go-to-market strategy. We were building an interesting product line, and so we brought you guys in right away. And the reason why is because what I learned is that for that investment you make with Emory, you get whoever you need at the table on any given day based on your allocation, on what you’re paying for, right? At CadAge and TriMech, we were paying somebody almost six figures for SEO search engines. Where do we think that’s gonna go with AI? Sure. It gets expensive fast, and I just didn’t want to play that whole game again. So what I love about you guys is that you do all the pieces that you need. Now, I think the hardest thing, and another learning experience I learned at BMI was, actually, Michelle and I were just talking about it the other day, to allow Emory to come to the table and be at the table as the marketing team, not as a consultant, not as outsourcing, but as the person at the team, just like we did when we had a marketing team. And when I watched BMI, the team, except for me, was looking at Emory as outsourcing and consulting. And unfortunately, I had a VP of sales, and they were all going home and reading marketing material, trying to pretend they’re a marketing team. I’m like, no, you’re not. This is the person at the team. Treat them on the team. They get the final decision, and your role is to go sell something. Your role is to go support. Your role is to do applications. So that’s, think, the biggest thing I learned and took away. I don’t know if that’s part of what you’re looking for.