Respond to RFP & Security Questionnaires In Minutes

Welcome to The Did You Know Podcast by Varisource, where we interview founders, executives and experts at amazing technology companies that can help your business save a lot of time, money and grow faster. Especially bring awareness to smarter, better, faster solutions that can transform your business and give you a competitive advantage----https://www.varisource.com

Transcript

Welcome to the did you know podcast by Varisource where we interview founders and executives at amazing technology companies that can help your business save time and money and grow, especially bring awareness to smarter, better, faster solutions that can transform your business. 1.6s 

Hello, everyone. This is Victor with Varisource . I'm excited to have one of my favorite new partners here with us, Jasper Cooper, who is the CEO and co-founder of Auto RFP. First of all, you guys all know I love companies who just has an amazing brand name that explains exactly what they do. But auto RFP essentially is an AI platform that helps your sales teams automatically answer RFPs and security questionnaires. Welcome to the show, Jasper. 

U1

Thanks for having me. Great to be on the podcast, Victor. 1.1s

U2

Yeah, I know you're all the way out in Australia, so it's early for you, so I'm excited for you to join us. But yeah, so why don't you give us the audience a little bit, you know, background and kind of that founder story would be great. Jasper Yeah, yeah. And I hadn't told you this just yet. Victor But I actually started in SAS packing and sending time clocks at a time and attendance company when I was 16. So actually like started in the mail rooms of SAS back when they just, you know, when they existed. So yeah, that was a wild ride. Basically. After three years of being there, I was one of the top salespeople and I was pretty interested in in trying an RFP, right? So this kind of young, plucky 19 year old who didn't really know what they were doing, I tried to convince my boss to participate in the first in the first real RFP. So we ended up winning him over and we went up against nine competitors, it turned out, and they were all much bigger than us. You know, one of them was Kronos, who literally had 100 times as many employees as us and was worth millions of millions of dollars. So we we went in there and the funniest thing was, is that we actually won it. So that was a complete game changer for me as a 19 year old to actually win one of the largest kind of RFPs in the entire industry. And the commission on that was probably more than my mum and dad made that entire year. So that was kind of when I, you know, fell in love with RFP guess. 

U1

And then, yeah, yeah. Years later, kind of leading an enterprise sales team, we found us doing a lot of RFPs. But yeah, that's kind of what got me into this space. 1.3s

U2

Yeah, I think you are one of the very few people in this world that loved wraps and, you know, and quite a career. Yeah. Used to. But in my sales career, I probably done hundreds of RFPs as well. And every time salespeople here, see, unless you're the one writing it, right, you just cringe. I mean, it's just a time, the effort, you don't know if you're going to win. It's so many questions. And those questions, first of all, have gone more and more and more. Right? Like buyers are more sophisticated, buyers are smarter. And so they learn to ask better questions. But the problem is, it seems maybe easy for the customers to come up with all these amazing questions. It's a lot of work. It takes a whole team of people within a company to answer it, and you don't know if you're, you know, chance of winning. But if you don't answer it, you know, your chance is zero, right? So it's such a interesting problem that you're trying to solve. But but can you kind of maybe explain what what is the current problem with the current way of answering RFPs, do you think? Yes. So 

U1

I guess, yeah. And as you said, right when you're doing your first RFP, that could be fun. But 100 RFPs down the line, it gets pretty boring and repetitive. But guess what we can start with is like a few of the key stats like the global averages on how much time people are pouring into RFPs. Right? So it's 32 hours of labor on average to create a response across industries, and it's about 11 days to turn one around. So it's a huge time investment. And then on top of that, it's the kind of people you've got involved, right? So you've got five people on average involved in an RFP, even on small teams and small businesses with less than 100 staff. And we're talking about people like CEOs and CTOs, like having your in there rather than building product in a software company. They're actually answering security questions like it's just not a great use of anyone's time. Right? So that's there's really a big part there in the time piece. But what we've also found is because you don't have time, you're not writing them to a good enough quality level. So you're kind of just bidding on these things with no chance of winning because your responses are so poor anyway. Like it would be better just to not participate and then finally mean what we say is just just RFP suck, right? No one really wants to be doing them, particularly the boring standardized questionnaires. So yeah, it's kind of a huge problem. 1.1s

U2

Yeah. And again, you know, when I started this, um, this intro mentioned, you guys are one of our new favorite partners because, you know, when I saw what you did, what you build the vision, when I saw kind of how you're solving this problem that you're just talking about, I knew we had to partner with you guys. I knew it's it's such a, you know, smart way of leveraging. AI. Right. And again, AI has been another interesting thing is I think a lot of people don't, you know, don't realize this, but, you know, OpenAI and those type of stuff. It's been around a couple of many years, 3 or 4 years. It was an API. Nobody realized like nobody. There was no boom, but it was around for a couple of years. People feel like just this year like blew up. But really it's been around for several years and obviously with ChatGPT and everything just it went viral, right? And now I think like 80% of companies we talked to and we see are are all doing starting with AI. Right. And so so want to kind of hear your realization because what you guys are building involves a lot. But when did you realize I could be a great fit for to solve this specific problem and how did kind of come about? 1.2s

U1

Yeah, Yeah. So we actually were trying those APIs. Yeah, pre GPT for quite a while and just trying them in sales in general, Right? So the first thing that kind of occurred to, to us is could we have this right kind of cold emails for us right hour to market automate that process because that's that's another boring one. Um but as we were kind of setting that up it kind of popped into mind like, wait, wait a second, I'm working on an RFP at the moment. Could this work for that? So we kind of built a system out and it was, yeah, what we understand is the world's first AI RFP engine, um, where we were able to actually upload our previous responses and then answer them all automatically and at that time had no user interface, but we're actually able to use it on a live response and actually win that RFP. And 40% of the responses were verbatim from that API, right? And this was not as good as the models are now. This was quite a while back. So that really was was the moment where it was like, wow, this could this could change everything when it comes to RFP. So we could actually automate a lot of this. And then the customer came back and said, this is one of the best responses we ever got. It was so customized to us, it was obvious you just didn't copy paste everything like everyone else. So yeah, that was kind of the moment. 

U2

That's that that is such a great story. And that's why I love talking to founders. It's just like that, that epiphany lightbulb moment of like, wow, like it happened. And it's no, I think it's a super smart way of leveraging AI. So but I think a lot of people when you talk about AI, it's still so such a big concept or they don't fully comprehend or understand it. I want you to maybe spent, you know, a minute kind of explaining because what really does is it can take a large amount of information. Maybe it's your previous RFPs, maybe it's your company, internal data, right? Whatever data you want them to consume. And then it can then obviously translate and turn that into better responses or automate a lot of the workflow. Right? I'm obviously describing a very high level, but can you kind of explain simply how does an AI help? How does your AI, uh, you know, help consume the existing data and then be able to kind of help save time on those answering those questions? High 

U1

level. Yeah, Yeah. So it's, it's pretty amazing. There's kind of two technologies. So you've got the large language model, the ChatGPT type AI, and then we've also got another one in search. So what we can basically do is we get a customer's historical responses. Maybe that's even tens of thousands of responses that they've done in the past, and we upload that in and give that to the search engine. So the AI search engine is really powerful because it understands context. So when you search something even in a different language, it'll come up with the most relevant results from your entire content library. So that's a real game changer. And we use that search that's powerful in and of itself, right? Because I can search back through my previous responses. Now, it doesn't need to exactly match the characters, but it will give me great, great results. 1.1s But if you combine that with what's available now with a large language model, we can have the large language model automatically search that database whenever it gets a requirement and respond. And the crazy thing about that is not only does it take a few seconds to write that draft, right, but it searched back through thousands of responses that could have taken an hour to do a human just to find one. It's drafted that response and it could do this in any language. So we've got customers who receive questions in other languages like Portuguese and Japanese, their source materials in English. But the LM and the search engine are both multilingual AIS so they can actually respond in any language in the world, which is just crazy, right? You get that that multilingual capability and then you get the fact that it can do this in parallel. So we're talking about answering thousands of questions in under a minute. I mean, it's an insane kind of point of leverage. And that's why we're really excited about kind of AI, particularly in RFPs, because the nature of the problem is just such a perfect fit for what's available in AI today. Right? 

U2

Yeah. Yep. Absolutely. Repetitive work data. I would say raw data that they can't be used, right? You save it all in a Dropbox somewhere, a SharePoint, all your previous RFPs. And so. So the next topic I want to talk about kind of goes into this. You obviously talked about a couple of examples of how people can save time and time equals money, right? But it's not just time for sales, but it saves. How can you give us some examples how legal teams, engineering teams, teams or other teams can also benefit of, you know, saving their time from answering these these RFPs? 

U1

Yeah, yeah, 100%. It's a great question, right? So like when we're saving a salesperson or a bid rider, it's a percentage of their time, right? It's not the entire thing. It's like, maybe we can save them 80% of their time, but when we're giving an AI tool to assist someone that's in sales when it comes to like, subject matter experts, they're tapping them on the shoulder right now, like in legal or engineering. Right. And they're asking them these questions that they've answered 100 times before. But if we're to give a salesperson this tool and it's able to answer it from a previous response that Will SEO's given before, they no longer need to tap that person on the shoulder for that RFP. So what we're finding in that sense is it's more of a binary for those people. No longer do they need to be interrupted, no longer do they need to jump in on every single RFP response. They're just dealing with that kind of last percentile or stuff that the team has never seen before or stuff that they need to update rather than being involved every time. And you're having your answer those security questions. 1.5s Yeah. And so, you know, obviously everybody that's in sales, we know about lost deals, no bids, not because, you know, it's just I think the time. Right. They just think about how much time and effort they need to put in to answer RFP. And so they know bid. So what kind of ROI from your own sales careers? Imagine again, you don't win anything. You you don't bid You you literally have zero chance. Right. And but your only choice in this moment is you either spent 11 days or 30 plus hours or all your team's time to answer this RFP or, you know, bid. That's basically your two options, right? So but that also I think drives you know, that also hurts a company's revenue opportunity. Right? And you know that very well. You won these big projects and that that propels you to more customers and more projects. So can you talk about kind of the, you know, the impact there when companies lose deals or RFPs? How do you guys kind of maybe support that so they don't have to know bid? 1.1s

U2

Yeah, yeah. 

U1

100%. And, and back to that example I gave before, right. The only way that I was able to participate in my first RFP was actually because we brought another person onto the team and it opened up that capacity For a time I was like, Oh, we could actually try one of these things. Otherwise I would have never had the chance. And I guess what we find across the market is that each business is kind of built only to allow for a certain capacity of RFP. You know, maybe maybe it's zero when you're starting out or you've never participated in one before. Maybe it's maybe it's you could do up to four in a month. But past that, your team just can't take them on. Or maybe your team just doesn't want to do them because they believe there's there's better things to do with their time. And you know, and a lot of cases there certainly is. So I guess across across all the industries as well, it's 63% of opportunities that are actually bid on. So outside of that, yeah, you're only bidding on 63% of the of the bids that are out there. So what does is it allows them to basically unlock that capability, right? If it's going to automate 60 or 80% of that entire questionnaire, that means you can do three, four times the amount of RFPs that you're doing now. So we're finding that people, particularly during their busy periods, can actually participate in all of the bids they want to, rather than having to skip out on whatever the last ones were to come across their desk during that given month. So it unlocks huge amounts of of revenue. They're one of our customers now participates in actually double the RFPs that they previously did, and they think they have a higher quality there as well. Right. Because they've actually got more time per per RFP to respond, which reflects a win rate. So it's a crazy kind of leverage that you get. And I think the companies that adopt this will have an awesome capacity to win these things. 1.1s

U2

So I want you to talk about maybe a minute on that, that quality. So we talked a lot about saving, you know, time savings, right? The automation part of it. But the quality is I mean, imagine if we ask any salesperson who's maybe been there, you know, a long time at the company, it is literally impossible for one person to consume all the data about your company into your brain. Like it just doesn't work for humans. And I think that's where an AI is different. It can literally digest 3000, you know, RFPs you ever done or a 200 whatever, and remember every answer and see even look at, you know what which ones you want and, you know, help you come up with it. So how do you kind of explain that quality side of it, that ROI more than just the time savings? 

U1

Yeah. Yeah, 100%. And you know, what are the cool things about AI in this space is that it has infinite willpower, right? So we had a customer that did a Boeing RFP and this thing was 1.9 thousand questions long and this is a one this is a one man band answering this RFP. Like, yeah, he could reach out to a subject matter experts and get some help on some questions. But ultimately, it was down to him and his previous RFP responses. So I can imagine we find like even after 100 or 200 questions salespeople, they kind of give up and it's fair enough, right? You just start writing Yes. In the box rather than describing to the customer why it's. Yes. And what value that delivers to them. So the quality of responses just kind of trails off over time. You know, it might start really good at the executive summary level. But you know, once you're at Ro 243, it's it's really fallen off. And we find that bringing people on, you know, some of their previous responses just yes, yes, yes, yes, yes. But is able to take that take their previous responses and put it in their kind of optimal tone where they would want to be explaining it to the customer, showing where it adds value and doing that. Yeah, as you said, across like hundreds of previous responses to find that exact perfect one rather than just finding one that kind of fits and pasting it in and, and we're kind of getting to that point now where we see, you know, it's called an above human response because there's no way our customer would have been able to deliver a response that good if it wasn't for AI. And it's doubtful that any of their competitors would be able to without it. Right? So yeah, it's a super interesting space. 1s

U2

Yeah. Again, even just talking to you now, I'm excited. And anybody who ever does RFP, you need this, right? And that's why we're we're so excited to partner with you guys. So we talked, talked a lot about RFPs. But what I'm even more excited is actually security questionnaires because every software SaaS company today knows, right, if you're trying to sell SaaS, especially to B2B, which is a lot of companies, whether you're a one man company or you know, or thousands of employees, you need to have soc2. You need to now answer security questions, right? That's basically the the staple. Now, if you're trying to sell B2B to any size or a decent sized organization and this security questionnaire, it's even worse than the RFP because it's more complicated and it might be even more questions, right? And so how 100% does it compare different maybe from the RFP or security question? Or do you look at it as is the same problem? Same concept is just different questions, basically? 

U1

Yeah. For us, for us, it's absolutely the same the same problem. Like there's obviously this really sales driven massive ROI to the RFP, right? So that's usually how we kind of get in the door. But we're finding more and more people want this for security questionnaires. They want it for ESG requirements, due diligence. Right? It's all of these really boring questions that arguably sometimes don't don't add value, but it's 80% plus automatable. This is the most automatable type of work that exists as the security question is. And what we're seeing across kind of the entire industry is a huge increase in these things because as you said, everyone kind of requires a soc2 or an ISO these days. The new ISO standard that came out last year, they're requiring people to send custom questionnaires to all of their vendors who have personal information, which is basically any company that has emails right, from your customers. So that's that's a lot of companies. And so that's, yeah, all driving up the amount of security questionnaires, the complexity of them, how many questions there are. And then on the side you're talking about environmental policies, modern slavery, you name it. We're talking about hundreds and hundreds of questions that have nothing to do with your product. Um, so yeah, it's a really exciting space for us. And rather than hitting your head against a wall, we can automate that as well. So we're doing that kind of all all as one package and we're, yeah, keen to, we're integrating with security portals, for example, being able to jump in directly there and help out. It's a really exciting problem space for us and one we're keen to knock out of the park as well. 1.1s

U2

Yeah, I didn't even know about this use case, but you know, I love it. I mean, there's just so much potential here. You and I are going to take over the world for sure, but, um, you know, obviously, I think by the time the audience kind of listened to up until now, it all sounds good, right? And then they say, well, you know, AI is good. And again, AI is not perfect, right? And there's a lot of things you still like you said, I think that's good that you mentioned. I might help you with 80%. First of all, 80% is not 100% right. But you shouldn't expect anybody, anything, even AI to do 100% of your work. But if something somebody can do 80% of your work, I mean, that is incredible. Right? And so but but I think a lot of people will say, okay, well, you know, some of these security questionnaires complex and we probably still have to validate it and we have to still check it. So talk about how you automate it, but then you still give the ability to the users to edit or validate or add that human touch to it. 

U1

Yeah, 100%. And I guess it's, you know, it's 80% automatable with kind of the best level of response as well, right? Like I'm sure there's, you know, certain salespeople, if you don't trust them, then maybe just have auto RFP, fill out the entire thing and you'll be better off. But in most cases we're finding, you know, you want to add those tweaks, you want to have the best possible response now that you've got that foundation laid. But as you said, right, humans are still a part of that process and with all kind of really good applications, they move from kind of grinding away in the trenches or being, you know, starting with kind of a blank slate and having to write each response manually to really kind of a coordinator or reviewer level of the RFP. So rather than having to start from scratch, they can collaborate with others, they can review and tick off those responses inside of the platform. They can assign subject matter experts where they've never had a response before. So you can still loop other people in. You can get help from other people on the sales team, maybe assign them an entire section and work on it together in real time. So we've got a bunch of collaboration tools there as well. Another thing we've done recently is because people are working through these responses so quickly as we've added the ability to navigate the entire thing with a keyboard so you can actually approve these responses and click spacebar. It kind of drifts off your screen. You move on to the next and the next and the next, and you can kind of smash through these things that way. And if not, then you can assign it to one of your team members to answer. They get an email, they click that link, takes them directly into that response. They finish that off and it will go into the AI for the next time you respond. So you don't have to loop them in every single time. So yeah, it's been it's been awesome to see people collaborate with their with their teams in there with the AI tools as well. So we give humans access directly to AI tools like make this more concise, make this more professional, all of that kind of capability you get in ChatGPT. But it's specialized for RFPs and it's in a way that's that's easy to access for people. They don't need to learn prompt engineering. They can just do it straight away. So even the dusty lawyers can jump in there and have a good time. 1.1s

U2

Yeah. So obviously a lot of people deal with RFPs even through emails. So I think there's a couple buckets of people of solutions, right? One is literally emails, right? Like, Hey, I'm done email it to you. And then literally like a word document, right? Like answer mine And now there you go. That's yours. And that's like the probably still pretty normal nowadays, actually, surprisingly. And then you have, you know, maybe a next group of companies that maybe have some tools. And obviously there's different RFP tools out there that are meant to help you manage RFPs and those type of things. But they're not there's no included, right? So it's still very kind of you know, it's still kind of very challenging to use. Can you kind of speak to that for for a minute, Jasper? Um, you know, again, how even the tools out there today, the current market of RFP tools, how you guys differentiate just to help the people that maybe have those tools and feel like, hey, we have something already, uh, how do you kind of take it to the next level? 

U1

Yeah. Yeah, absolutely. And I was, I was in that same place, right? So after I was leading that enterprise team and RFPs became a big part of our go to market, we're doing quite a volume of them. And we said, Yeah, we need to move off word and Excel and we really need an RFP software solution. So we went out to market and compared all the big ones out there ultimately, you know, paid up. I think it was like 15,000 just for our first kind of small pilot with it. It wasn't cheap and we tried it out and I was so disappointed. They had this feature called Magic, for example, that was meant to use some sort of AI to automatically find the previous responses. But what it basically did was it would search through the library in a terrible way, find an unrelated response, and then automatically paste it in as the answer. So I ended up spending sometimes more time with this kind of automated solution than I would have if I'd just grinded it out in Excel. So it was really, really disappointing. And I guess it's probably because those systems were all built kind of ten years ago. So their objective was to move people from Excel and Word into to kind of a software to service platform, I guess collaborate and edit in real time where because we've been built with AI from day one, from ground one, we've built our system in a fundamentally different way so that people can actually get the most out of AI. And I think the old systems are going to have a real challenge trying to adapt to that. Even if they say, Yeah, we're going to adopt, we're going to put all of the GPUs in there, you know, they're making chat bots, they're not making streamlined software that's designed from the ground up to actually automate these things. So yeah, that's kind of where we came in and that's, that's why we built the platform because we were frustrated with what was already out there. 

U2

Yeah, I think anybody who used an RFP tool now can can understand what you're saying and myself included. So I totally agree with you. So obviously right now in this economy, everybody, you know, if they buy anything, everything sounds great, right? I mean, it just sounds amazing. It sounds great. But they're trying to figure out the ROI. Right. And meaning, okay, is it, you know, more than just helping me save money and save time? Everybody also loves revenue, right? Everybody wants to sell more and sell easier. So better. And what the word love is competitive advantage. What is your company's competitive advantage against your competition? And sometimes the RFP is one way to show that. But it's very difficult, right, to to, you know, to to do that. So you had an interesting topic, which is kind of the competitive landscape when you're going up against competition. How can you know companies using your tool become the competitive advantage against their against their competitor 

U1

you think Yeah, yeah. And we're just finding this time and time again and we didn't really see this as a as a thing going into it. You know, we thought very much about automating the RFP process, and then we figured, Oh yes, of course you get higher quality from that because you've got more time to work on the response. But what we're finding is, you know, there's that feedback loop to to our fees. The more time you have, the higher quality you write, then that goes back into the system and then the AI is generating again and again and again. So some of our customers now, I would say are at this, yeah, kind of consistent, better than human level response. And what that basically means is, is that they're getting these security questionnaires, these RFPs, these due diligence questionnaires, whatever, and they're able to provide a response back to that customer in the same day with an extremely high level response. Right? It's customized specifically to them. It returns to the value proposition of each 1.4s of each product, of each feature that they have. And you can imagine comparing that to another vendor, right? You go out to three different vendors and this is the entire process of the buyer side of the RFP. They're going out to three different vendors. One of them sends it back in one day, highly customized, and that salesperson has got more time to interact with that person, ask clarifying questions and answer more questions from them where the other people are spending 32 hours copy pasting low quality responses and returning that to them, you know, ten days later. Like, who's going to win that, right? Who's going to have the trust of the customer? So you could have a have a superior product. But if you're returning the RFP that late with a customized response, like do you really think you're going to win? And that's kind of the vision of this platform now, is that you can provide these better than human level responses. And when no matter the product, because you're able to have that, that timeliness in your sales because speed is everything in revenue as well. Right? The longer it takes to respond to a customer, the less likely you've got to close them. That's kind of a fundamental of sales and sales enablement. So yeah, having this as a kind of tool in that wider process just speeds things up so significantly that those customers are getting huge. RS. 1.4s

U2

Yeah, I know. I mean, you know, whenever you can help a company save money, save time and help them grow revenue, that that's the best kind of solution. Right. And and you guys are also, you know, super the cost is super competitive as well, very cost effective. And obviously, if anybody who is interested in learning what that that cost is, you know, they can reach out to to us. Right. But but as we kind of wrap up the conversation here, I mean, this is an amazing discussion and we'll continue to to talk. Obviously, you're already implementing AI in a very unique way. How do you think, you know, envision kind of the AI capabilities in the next 12 months or 24 months where this could potentially even if it was just a dream right now? Right. Where do you kind of see that vision maybe in a year or two? What's possible in this space? 

U1

Yeah, Yeah. And guess what? You know, right now is really just the start of application. So I think what we're going to start seeing is not stuff like your ChatGPT that's super general and sometimes unreliable, but we'll see more tools that are specialized in particular spaces that are very niche but highly performant in that exact area. So because we're focused on RFPs, we can do a much, much better job than ChatGPT on automating these things and having one kind of cohesive product. So I think that's what we're going to see kind of across the space is just crazy good applications in a lot of different niches where it makes sense that we'll be able to automate huge, huge amounts of work and deliver massive, massive ROI that's just not seen with software as a service normally. Um, yeah, so there's that. And then I guess more directly, we're looking to automate everything we can as part of this process, continue kind of that journey to better than human responses, integrate with different platforms and just make this kind of a seamless task, maybe even to the point where, you know, someone might enjoy it at some stage. You know, no promises there. We're going for painless first, but we're looking at ways that we can make it more kind of tactile to finish a response faster that you can feel like at your job. You're actually having a good time and you're progressing 1.1s and progressing. You know your response library, You're getting better at these things. It's not something that you're just grinding away at, but something you're an actual professional at and you're winning more consistently. So we're kind of looking forward to having people kind of be more happy at work. You know, the people that have to grind through RFPs sometimes doing late nights, they're doing weekends. They deserve, you know, some fun, some joy. So that's what we're kind of building into our platform in the long term as well. It's kind of thinking about that human element and how we can improve kind of what answering RFPs for a living looks like. 1.1s

U2

Yeah. If you if you can make if you can make people love answering RFPs, man, you might be a trillionaire. So, you know, we will we're going to work towards that. We're gonna work towards that goal. But no, this is amazing, man. The last question we always ask our guests is, you know, you've seen a lot. You're still a young guy, but you're building an amazing business and platform. You've seen a lot, done a lot. But if you have to give one personal and or business advice that you're passionate about, Jasper, what do you think it would be? 1.4s

U1

I would say question the fundamentals and anything. So just because something has been done a certain way before doesn't mean it should exist. Like I always go back to jobs to be done. What does the user or the customer actually trying to do in this case? Right. Yes, there's other ways that people have done it before, but just rethink through that process and try and validate that that's actually the case. So yeah, I'd be thinking from first principles, jobs to be done and yeah, not kind of, 1.5s

U2

yeah. Question the status quo and question the status quo. Yeah. Yeah. Be curious. It's no, that's actually the, the reason why you're an entrepreneur, man. And we're all entrepreneurs. Like we build companies because we're just curious, like, why does the things have to be done this way? And you know, and obviously, you know, again, think it's a super smart way of leveraging AI. We're excited to partner with you, you know, supporting us, US clients and us ours. Because you're you're out there. You need some sleep. Guess so at some point. But yeah, thanks for that, Victor. Yeah, no, no. Really appreciate the partnership and thanks for being on the show. 

U1

Awesome. Really enjoy working with you. Thanks for having me. 1.6s

U2

That was an amazing episode of the did you know podcast with Varisource. Hope you enjoyed it and got some great insights from it. Make sure you follow us on social media for the next episode and if you want to get the best deals from the guest today, make sure to send us a message at sales@varisource.com. 1.3s