Did you know it takes the average human 12 minutes to write a social media post? In 1.8 seconds, Lately’s AI will give you dozens. Meet Kate Bradley Chernis the Founder & CEO of Lately, which uses AI to automatically learn what sales and marketing messaging your customers are most likely to engage with so you can stop guessing. It then builds a writing model, based on this data, to transform long-form content like blogs, podcasts, and videos into droves of targeted, pre-vetted social media posts – in multiple languages. Prior to founding Lately AI, Kate served 20M listeners as Music Director and on-air host at Sirius/XM. She’s also an award-winning radio producer, engineer, and voice talent with 25 years of national broadcast communications, brand-building, sales, and marketing expertise.

Full Transcript

Speaker 1 (00:00:00):

I mean, we have sometimes a panel with somebody in Singapore or New Zealand and Australia and us. And they really,

Speaker 2 (00:00:12):

That definitely makes it tricky.

Speaker 1 (00:00:15):

Right. Or minimize those as much as we can. But there are occasions when we do have to do that, I gave

Speaker 2 (00:00:29):

Sure Lauren had to share her screen, share your screen yet. There is a little button that says share screen, but I think I got it.

Speaker 1 (00:00:46):

I remember that you re streamed before. So I figured I told Karthik and maybe you want to make sure you’re comfortable with that.

Speaker 2 (00:00:54):

Yeah. Yeah. I’m I’m usually pretty good at figuring things out, but it seems relatively forward.

Speaker 1 (00:01:03):

I think I had Kate or somebody there briefly.

Speaker 2 (00:01:17):

She usually calls in with her phone. So it always is a little, a little tricky for her when she is starting something.

Speaker 1 (00:01:26):

Yeah. Because I’ve seen video clips And and there’s some shouting

Speaker 2 (00:01:59):

Yeah. A little better. That’s better.

Speaker 1 (00:02:06):

Yeah. Yeah. Okay, great. Okay.

Speaker 2 (00:02:10):

Yeah, you sound great.

Speaker 1 (00:02:15):

So this is serious. So did you both accept correct Sam before the March. Okay. All right. So you, do you ever work in the Washington DC? Not Northeast building. Yeah. That’s where I was. Ah, okay. So yeah, I, I, I lived in, I lived in DC for a long time and yeah, I think the founder of XM satellite went to o’clock in the city in Wooster mass. And so we had an alumni gathering there, a party there.

Speaker 2 (00:02:42):

Who was it long? Was it long or

Speaker 1 (00:02:47):

Whew, I think. Yeah. Yeah. And you had that toll at a stop tick, like command center, right. Because somebody from NORAD or somebody built that out. Yeah, yeah, yeah, yeah. This was many years ago, but yeah, I do remember getting the whole tour.

Speaker 2 (00:03:01):

Right.

Speaker 1 (00:03:02):

I’ve actually to be office all the time.

Speaker 2 (00:03:05):

Yeah. That’s where those little booths, that’s where I worked every single day. When you visited where the DJ’s on the top floor or the bottom floor they’re on the top floor. Yes. That’s when I got there too, it was, may have, right.

Speaker 1 (00:03:20):

I mean, it was amazing. I mean, it was really new at that time. I’m going to be a year or two into the market. Yeah, I think. Yeah. But so it was really early and, you know the, the thing with set us hadn’t happened yet, so it was still exam and battling it out between the two two companies

Speaker 2 (00:03:37):

They’re in year three, three, three through six. So I got there when you saw it and then through the merger, they moved us down. So it tells you a lot.

Speaker 1 (00:03:47):

Okay, bye. And it was just amazing. I’m going to see the whole thing you know, the, all of the tracks. I mean, they, they will be able to, you know, they were showing us the equipment when they could just pick a particular song and then have all the artists that ever sang that song come up. I mean, okay, you got an iTunes now, but you know, it, it just, it just showed you everything and how they were the DJs, but you’re able to pick whichever song they would want to play from whichever hottest that sign saying that it was pretty cool. You know, quite ready to go in the day.

Speaker 2 (00:04:18):

Yeah. I mean that, by the way, that just informed a lot about really how he works and how he talked about it to that, of course, but you know what I did for Walmart. So 

Speaker 1 (00:04:32):

So we had right on time. So why don’t I make the official start?

Speaker 2 (00:04:43):

Tell me how to pronounce your names before we go live real quick. Awesome.

Speaker 1 (00:04:59):

Alright. So let me just make a formally introductions like we normally do. And then you know, we’ll sort of do a little bit of a sponsor shout out in way then we’re good to go. Yeah. So hi everybody. Good morning. Good afternoon. Good evening. Depending on wherever you are in the world today. Thank you for joining us again on pandemic. Punditry is marketing in a pandemic today’s program is about AI powered, social media marketing, and we are thrilled to have none other than Kate Bradley share Johnny’s in the house and Lauren Turo in the house. So we did a little bit with DJ introduction because you’ll understand why the bit,

Speaker 1 (00:05:40):

I think, from all of the interactions we’ve been having online prior to this sort of a show it’s pretty clear that, you know, Kate has a unique sort of personality, which shines through all of her content which I think we’ll be talking about as well, but it was one of those things that you know, it’s such a joy to actually receive that. And we just had a Jason Mark Campbell on, on Tuesday, and he talked about selling with love. And I think Katie are a great example of marketing with love because you know, that that comes right through everything you do in terms of your communications with us, that’s for us. So very interesting to sort of have you guys back to back. I think that would be very interesting thing. So I just want to, before we started getting to the crux of the program, do tank sponsor hatch and hatch global thanks to them. We’ve expanded our reach in this time zone to not only India, Sri Lanka, but now adding Pakistan and Bangladesh to a live viewing audience TV sponsor, RTV radio sponsor T and L now magazine and news sponsors read me an Exelon. So thank you very much guys, for being a part of the dynamic punditry show. So, so Kate I think you’re, you’re the CEO and then Lauren, you’re the head of growth. I love that term by the way. Not head of sales.

Speaker 1 (00:07:05):

Yeah. So we’re pretty excited. They have having to, you know women entrepreneurs and, and women tech techies on the show. We always love to sort of showcase, showcase more female talent in the tech area. So, great, great to have you, maybe you could start off by giving the audience a little bit of you know, flavor about, you know, your background and how you came to sort of found lately and, and you know, what, what your past sort of helped you sort of get where you are today. That will be sort of interesting in terms of context. So please go ahead, Kate.

Speaker 2 (00:07:43):

Well, thank you so much. You’re amazing. And and by the way, like, I love now more than ever. I love connecting with people across the world. Like it’s so validating because most people are like, what the hell is going on with your country. And it’s good to know that we still have the capability to, to communicate, you know, I mean, that’s, we’re all trying to maintain most normal lives we kind of, and this part of it. So and the fact that Lauren and I are both women. We also thought about that too, just so you know, so we can talk about it later, but, but there’s a reason that it’s Lauren and not, not someone else here, she’s a pretty unique individual. First of all, she can tolerate me,

Speaker 1 (00:08:44):

Worked together before as well. So,

Speaker 2 (00:08:47):

Right. I mean, there’s a, there’s a yin and yang in some sense, I guess when there’s, when you’re, when you’re a duo, but, but then there’s also similarities. So I don’t know about you guys, but like we can read each other’s minds and learn. Lauren can certainly read mine, which is, which is great. And for me w what’s so validating about that in the tech world, especially is there’s so many times, frankly, when we’re rolling, our eyes was just like, Oh, this again. And it’s usually because I don’t know if you guys have heard the stat, but it’s 98% harder for a woman to raise man raise money. And I mentor a venture capital world than a man, 98%. And that’s white people if you’re black, if you’re not even on the board. Right. So like it’s hard, it’s hard. And so to have a teammate who is also women know, cause like a lot of times, even my friends, my guy cofounders, who were amazing and thoughtful and empathetic and sympathetic, they might not pick it up the same way. And the first thought you have is, am I crazy? I’m crazy.

Speaker 2 (00:09:54):

You know? Yeah. So not to start in the down note, but like it’s, it’s important that you pointed that out and Hey, we’re three to one today, so I’m definitely lifting summers. So I’m definitely, she’s good. But you know, it’s, it’s all, it’s so funny. I so I came from radio, as you, as you pointed out before that I was aligned cook and another boy’s world and another pirate world. Right? So like, what’s interesting to me about radio and cooking is that there’s this pressure because I was in live radio before XM. So I had that experience as well. There’s this pressure to get it all up at hot at the same time. Right. So there’s that same sense of juggling the chaos, the culture the practical jokes, the ribbing, the cursing, you know, all that stuff, which I, I love that.

Speaker 2 (00:10:48):

I mean, there’s a reason that I’m in startup life because there’s no rules. Right. And it’s meant to be cowboy cowgirl land. And so to have a teammate like Lauren, who knows that as well, right. So that’s another, another, all my teammates for that. Right. And that’s a key, that’s a key qualification. If you can decide to be an employee and start a plan, I mean, it’s not here, you gotta roll with it. But I was recently, I’ve been reading rereading Anthony Bourdain’s kitchen confidential. Right. And I, I mean, I lived that life. It’s all true. I was the girl in the kitchen who like, could swing it like the guys. Right. And it’s sometimes I’d forgotten a little bit about it. And I was just, I was rereading it thinking about lately and thinking about this life and how much they have in common and radio.

Speaker 2 (00:11:35):

Right. The same kind of thing. And that there’s something, there’s something about the not the abnormality, but that the insouciance, okay. That’s a big word, but the enthusiasm of cooking, a radio of startup life that is so magnetic to me and I can’t live without, and I don’t want to live without, and I don’t want to vanilla it ever, you know? So when I say 98%, yeah. That includes all the sexual harassment and all that stuff. I’m not saying I like that stuff, but I’m certainly have, I have a tolerance, you know, for, for some high tolerance for a lot of that chaos. And I love being able to say I beat it. That’s, that’s a good feeling.

Speaker 1 (00:12:22):

I mean, we should do a special program on, I mean, look at what a fabulous job just in the has done a prime minister in New Zealand and she was a DJ. So maybe they have something here. And I know in Sri Lanka, I’m originally from [inaudible] was a good friend of ours. He was a DJ, he’s got a restaurant and food empire now. So the me maybe there is something there where, you know, the being a DJ you know, makes you a great candidate for leadership.

Speaker 2 (00:12:55):

You know, I do actually know a lot of people who are former music industry employees who are now in startup land, because I think, I think you’re absolutely right. Like there’s just something about, you know, that ride and the, the highs and the lows, and also for me, so getting back to lately, there’s the, so the thing I love about radio is the theater of the mind which, you know, for podcasters out there, there’s, there’s still some of that and you can still actually convey it, even though we’re doing you know, as a screen share here or, or a video. But so the theater of the mind and the ability of you, the host. So living here in curfew, you know, this very well, like your job as the host is to make me feel as though I’m on the journey with you.

Speaker 2 (00:13:42):

Not so much that you’re driving the shit that you are commanding it, but that I have a voice too. So that was my, my goal in radio. Like, even though I owned the mic, making you feel like you’re part of the conversation is, is the magic, right? Because what that does is it makes you trust me and you’ll go anywhere with me. Right. And when you’ll go anywhere with me, you’re not a listener anymore. You’re a fan big difference, right? Yeah. Yeah. And so in marketing, you want the same thing and for customers, you want the same thing. I want my customers to be evangelists. It’s not by accident. Right. I want my employees, I want my Lawrence to be evangelist. Right. And I work hard on that. Sometimes I’m a little sneaky about it, but I do work hard about that. And we think about it certainly as a team as well and everything we do.

Speaker 2 (00:14:36):

And this idea of that, that trust, it’s a human connection. You know, our friend, Brian Kramer, the great marketer, he coined the phrase H to H so there’s no more B2B. There’s no more B to C it’s only eight weeks. Yeah. So you guys know this really well, and it’s something we live and breathe, but early on, we decided, Hey, we’re going to be a little engine for a long time. Probably. So what, what can make noise? You know, it’s not product. I mean, the product is amazing. It’s amazing. But like that we know that’s not really what cuts through the noise. I mean, you can see it historically. There’s plenty of broad, bad products that people use all the time. Right. So what is it? And it’s marketing, it’s a big one. Marketing is a big one and it’s customer care customer service. Like if it’s putting Lauren out front, not always me. Right.

Speaker 1 (00:15:30):

My wife obviously is that you talk to the customers because that might tell them off.

Speaker 2 (00:15:36):

Okay. So let’s talk about, so that’s so interesting to me. So in, in the cooking industry, I was never out front. I was never a waiter or waitress. I was never a bartender because I don’t do well with people, frankly. I’m I have, it’s really hard for me not to speak my mind and say like, suck it. You’re being annoying. Right. so again, there’s a reason that Lauren is the head of growth and not me. And it takes a lot of effort for me to do this all day. Right. And, and cause it’s not my favorite thing to do. I’m a product person I’m really interested in the making of the things. Which drives my CPO a little bit crazy. Cause I’m just as I’m a little controlling there. But I it’s, I find it, it takes the energy out of me. So, but at the end of the day, when I’m having dinner with David, my husband, I don’t want to sit down at the table. I want to watch TV. I just talked all day. The people I small talks all day. Oh my God. Like that’s hard work killing now some days.

Speaker 2 (00:16:43):

Yeah. So so anyways, so, but, but in order to do that, when it’s not so much your nature, you gotta figure out like, I mean, the thing about radio is I think of the world into two parts, there’s broadcasters in their stats and we both meet each other and which are you? Right. So I’m a broadcaster. That’s, that’s my role. I like the sound of my voice. I liked being in charge. Lauren knows. I like conducting, like, that’s my, my role, you know, I know enough to lift others up and I know enough to walk both lines, you know? But it’s, it’s not where my, my nature is. And that’s totally okay. Right. So it’s my job as a CEO to surround myself with people who can fill in the things that I’m bad at, right. Whatever it might be and help the shift shift before.

Speaker 1 (00:17:34):

And that’s, that’s a really interesting observation we just had about, you know, surrounding your people, surrounding yourself with people who will sort of fill in the gaps for you. And that’s, I find that, you know, male CEOs have a real challenge with that. It’s almost like admitting that they don’t know something. You know, I think we do less of that. I mean, I personally do more of it because I have always said, look, I have all these gaps and that’s fine. People, I have no problem with that. But a lot of people I’ve worked for in the past, they’ve had that issue where they are reticent to sort of acknowledge the fact that they don’t have that skill. So they sort of bluff their way through. Whereas I think women tend to be like, yeah, I don’t know. Let’s get somebody. Right. I think, and maybe that’s why the world should be ruled by women going forward. I think,

Speaker 2 (00:18:12):

Yeah. You know, it’s funny I’ve had, I’ve had female venture capitalists chide me for that and saying, you need to go and leaving, knowing all these things. And I’m like, no, I don’t. It’s like my car. Like, I don’t need to, how to change. I want to change the oil. There’s a dude down the road that can do that for me. Like, I, I can learn enough about it. I just need to know enough how much he’s worth an hour. That’s all I need to know. Is it better? Or the other guy down the street. Right.

Speaker 1 (00:18:39):

So how did I know you were, you know, you did a Walmart gig, you did, you know, with all these spreadsheets, you know, your ROI by 130% on a 60%, I don’t recall the number correctly, but how did you sort of go from like a marketing agency person post a music director at Sirius XM and how do you get into this aspect of it? And then what was the Genesis of that sort of work too for lately?

Speaker 2 (00:19:05):

Yeah. so the original question that you asked me that I still haven’t answered yet. Sorry.

Speaker 1 (00:19:12):

Okay. Make a pretty good time.

Speaker 2 (00:19:15):

I got on the tangent there. Hey Chris so, so hi, is it our knob out there? So the long story or the short

Speaker 1 (00:19:30):

Lauren, I guess we’ll go with

Speaker 2 (00:19:31):

Because it’s more interesting and it’s most interesting. So Carthy and Linda, I was I was in, I was at XM and, you know, like I said, it wasn’t, it was a tough culture. And I think that part of it started getting to me. And the thing that started getting to me was a couple of things. It was very corporate. And so it was much bigger than I’d worked at IBM a little bit before, but like kind of as a side employee, not really as an, a main employee, so I didn’t have to follow all the rules. Right. So I had some corporate experience, but suddenly everyone was looking at you and email was just happening. Right. So like I learned real fast, what reply all did and did. Right. And we were all kind of discovering that at the scene at the same time, you know?

Speaker 2 (00:20:16):

But like my personality was not going to flow in a big corporate environment, you know? And I was sort of, I didn’t understand why though yet, cause I hadn’t really, you know, put those pieces together. But part of the reason why is because I was a woman and I was, you know, a semi attractive woman. And so like right away, there was like all these eyeballs on me, all these pressures. I mean, my boss used to literally be on the phone with Aaron, our guys and ask them like about my voice to them and be like, did she get you hard that this is his question. He’s asking them, I’m not kidding. I can hear him. He’s right there. You know? Yeah. And like, and it was a joke. It was like a cool thing. Oh yeah, she did. Oh, awesome. Yeah. She’s the best fit for the station.

Speaker 2 (00:21:01):

It’s just going to be a great, great music director, you know? So like Anne and I want it to rise to that occasion, you know? So cause that’s what the culture was. And there was, there was lots of things like if you complained, you were told never to go to HR. There was just this whole thing you wanted to fit in. And I was at the show, man, this is the best job you can get radio. Right. I got, I got it. How the hell did I do that? There were only a couple hundred and 40 DJs there at the same time. And they were all the best in the world and I wasn’t the best in the world, but somehow I got there, you know? So my body started screaming at me and it started letting me know, Hey, this isn’t right for you.

Speaker 2 (00:21:41):

And so I had all these different elements and eventually it was the ability dating. I had no support from, from XM at all. And it was very difficult because I wasn’t believed it. Didn’t it look like I was injured. I just had tendonitis and to be kind of lied to so bad that I couldn’t type it all without pain. So I looked normal. And I finally through a lot of challenges moved to another job and it was a similar job. It was music industry, much smaller company, but a boys club, same thing, same shit different day. Right. And I didn’t know enough that I was making the problem worse because like I thought I was doing the right thing, which is like screaming high, this isn’t right. And it wasn’t the right thing. I wasn’t willing to play the game. And so my my dad one day shook me by the shoulders and just said, you can’t work for other people. There’s no shame in that. That’s what he said. Best, best advice my dad ever gave me. He gave me one other piece of great advice, which is completely sexist, but true, which was always wear a skirt to get your car fixed.

Speaker 2 (00:22:46):

And it works. You get a good discount. So, so see what I’m saying? There’s this, there’s this duplicitous nature right. Of everything. 

Speaker 3 (00:22:59):

So, so anyways, so, so I, I,

Speaker 2 (00:23:01):

I understood where my dad was saying I had an aha moment because that was new idea for me. And I had a way out suddenly, like I could see, Oh, my dad has his own business. My mom had her own business. People do this, what they do this Oh my God. And it, and it wasn’t only guys like I had, like, the people that I worked for were a bunch of guys who’d started a company, you know? And I was like, Oh, okay. So my husband at the time, my boyfriend, he was so kind and thoughtful. I went right out to Barnes and noble, the actual bookstore and bought me guy Kawasaki’s art of the start startup. Right. And I didn’t know who guy Kawasaki was then, but I thought, okay, yeah, read a book. I’ll read about it. And I started in and I got to about the first or to second chapter and it says, he says, don’t make a plan.

Speaker 2 (00:23:48):

Just get started. And when you say, what are you? Meaning is people waste time planning all the time. It’s got to get going for it out there. But I didn’t know what that meant. So I was like, well, I don’t need this book. So I tossed it. I never, I never picked it up again actually. Cause I was like, I did try a little bit when it was not, I realized quickly that the advice in there is motivating if you haven’t started. But once you started, you can’t apply in that vice because it’s all everybody’s journey is different. There’s no book or map. Right. And then in the same week I read a self help book called the secret, which I don’t know if you guys have read that, Lauren. I think you said you saw the movie, right? Yeah. It really sucks too. It’s a terrible book.

Speaker 2 (00:24:29):

It’s so poorly. I was a fiction writing major. So I’ve read this book, just wanting to gouge my eyeballs out. I was like, Oh my God. But it made me think it forced me to think. And the problem was I was part of my own problem. All I did was complaint. I hate my job. I hate the people I work with. I hate, I hate, I smoked all the time. I was like this. I was like pig pen on, on Charlie Brown. But like, you know, toxic negativity. Right. And it just so happened that what I learned from that book was that I had to stop that. I just stopped that thinking in that speaking. And so I just, I actually stopped, I stopped hanging out with some of my friends, cause we were all perpetuating the conversation, how much we hated working here. Misery loves company. And then I’m in the same week, I happened to go to lunch with some clients, which was unusual. Usually people mailed you the product. And I went to lunch with them and I didn’t know that they were angel investors. And they said, Hey, we really like, you let’s start a company together. Here’s 50,000 bucks just like that. Yeah. My husband was always like, I just gave you that book.

Speaker 2 (00:25:48):

The secret, the secret did work because I was, I was thinking, it made me think of, I used to play softball and in junior high and high school and I, I, I know the feeling of hitting a line drive. It feels good. That’s not good. That’s all, you know. And what you’re thinking in that moment. And I knew that in that moment, I wasn’t thinking, I suck, I hate this game. I hate my life. That’s all I’m thinking. I’m thinking I’m going to slug this sucker right outta here. Right. So I knew that there was something too that I don’t know if it’s the secret, but like I was actually just watching on Netflix last night, the chef’s table. I love that there’s a new series, a new season that was about barbecue. And they were talking about Rodney Scott down in Carolina. And the whole time he’s wearing this tee shirt that says make every day, a good day. And you know, there’s a corniness that I don’t subscribe to about self-help and whatever. But I personally am in a fairly dark place at the moment and just really needed to, to watch and hear that last night. And I thought, well, shit, yeah. Make every day a good day. What am I doing? I’m waking up assuming my day’s going to suck.

Speaker 1 (00:26:53):

It’s kind of, the mindset is very important. Right? And the mind, the mind plays a huge role and sort of obviously definitely to be in the case. So if the more I’m not, you had the Walmart spreadsheet, you talked about that earlier, you know, in one of your shows. So how, how did that sort of get you to actually this AI and basically in marketing and what the product does maybe for the benefit of some of our audience, if you could tell us sort of, I mean, we we’ve sort of been into it. We love the thing we think of using it, but yeah. Just give us a flavor of, you know, the problem that you’re solving.

Speaker 2 (00:27:28):

Yeah. So you know, the, the startup that I had with those guys, because it was a music related startup and as I was marketing it, it was fun. Somebody else came along and said, Hey, wow, you’re really good at marketing. Could you consult us? We’ll pay you a lot more money. You don’t have to be in the music industry anymore or listen to bad music. And I was like, that sounds awesome. I need to change this. Let’s switch the channel. And so we pivoted the company and essentially my first client with that was Walmart. So I found myself on this really unique project where Walmart was collaborating with national disability Institute, IRS bank of America at and T United way. So nonprofit for-profits and, and governments, and there were about 10, 10 to 20,000 individual nonprofits and companies also involved in this.

Speaker 2 (00:28:20):

It was it was it was an empowerment financial empowerment program for the poor. So it was a good cause. And my first instinct, because as we talked about earlier, I’d worked at IBM and I’d worked at XM. And so I understood the power of a content management system with hundreds and thousands of people needing to collaborate online. Now this is nearly 10, 15 years ago now. So like, it wasn’t something that ever we did all the time. Right. So no one had barely heard of Salesforce back then. And again, email was just really starting in social, just like we were just growing away from my space at that point, you know? And so I just thought this is a mess in order for me to be helpful to them, I have to organize it. And I pulled together one hell of a spreadsheet. And my spreadsheet system got the project 130% ROI year over year for three years.

Speaker 1 (00:29:17):

Wow. That’s a year

Speaker 2 (00:29:19):

For three years. Yeah. And it did that Carthy and live in dread because of a couple of things. So I, I was able to uncover the problems, but also the similarities. And so what was fascinating was that the largest retailer in the world had the same problems as the library demonstrate in marketing. Right. and some of those problems were around. People didn’t want to write, or they were bad at writing copywriting consistency. Like you guys know the deal, probably it’s Lauren, you know, it it’s have a Coke and a smile every time. Right. Not have the coconut grin right. Every time I have a coconut smile. So that understanding how do you get tens of thousands of people to be on the same message. And then also when you have content that people are working so hard to create long form content, especially whether it’s newsletters or white papers or videos or podcasts like this, how do you not waste it?

Speaker 2 (00:30:12):

Because a lot of time goes into this and 99% of the time it is wasted, right. If it were right, we’re relying on the live or relying on the pre-marketing and getting everybody butts in seats right now. But then afterwards, you’ve got this content, what are you going to do with it? You’re going to post it on a website somewhere. And if you are, are you going to market it once or twice? And that’s, that’s a mindset, right. And it’s been the mindset a long time for forever. But I was, I had a different idea. Is that going to go? And it was, it took me, it took me the first year to convince them to do it. And then it wasn’t til the third year where it became sort of more of a habit, but the idea was to take the long form content, take it apart into hundreds of pieces and unify the distribution distribution.

Speaker 2 (00:31:01):

So that not one brand voice was shouting, but thousands. Cause that makes sense. Right. Let’s team up. And and let’s do all the writing for everybody. So no one has that problem either. So we’re going to unlock the long form content and then in spread it around so that find the golden nuggets in there and then spread it out and the golden nuggets. Yeah, exactly. Find the best. Cause. Cause when you think about it, because people are bad at writing, generally the title of piece of long form content is lane, you know, like, you know, and so sorry if I’m picking on anybody here, but you know, let’s just say, so if I was to publish a blog that said interview with Kate Bradley, no one knows who I am. Who am I nobody. Right. So you have to talk about what happens inside the blog so that you can read it.

Speaker 2 (00:31:49):

And an easy way to do that is to look at the quotes of the blog right now. That’s assuming that you’ve spent some decent time writing the blog and you’re not a complete idiot because garbage is garbage. Right, right. And so that’s what the AI does now. So there’s an automation capability, which of course it’s automatically doing all of this, but this smarts is that it goes and finds the best quotes, the quotes that it already knows. Cause this is what it does. So magically, it already knows your customers are going to reshare comment and like, which is the value. Right. And then you can use it’s advice to write any kind of content in the future. Cause that’s what you want once, you know, when people, what people want to watch, read, or listen to why the hell wouldn’t you keep doing, right. Yeah. Yeah. Makes sense. Optimizes it

Speaker 4 (00:32:37):

Just magically. Yeah,

Speaker 2 (00:32:40):

Exactly. So what it does is that the nuts and bolts and Lauren can show you guys, of course, is it’ll it studies everything we’ve ever published in the past. It’s once you give us access to your channels and it looks for the highest engaging content that you have. And it builds a writing model based on what it learns and the writing model updates every 24 hours. Right? So it’s constantly learning from a year’s worth of content every day. Right? And it can do this across any number of channels, specific channels. You can tailor it to different kinds of campaigns and really focus in what the brain is learning. And the more you put in, the more you put out, cause it’s, it’s a robot, right? The more you give it to learn, the more it starts to get better and better for you. So that’s why Gary Vaynerchuk, who’s almost famous markers in the world, you know, Gary [inaudible], everyone does and you know, for good reason, he, we were talking again about the human connection we talked about before. I mean, Gary has staked his claim on that and that’s hard to do, right. He makes, and I’ve been in the room. He makes everybody feel doesn’t matter how small you are incredibly special. Right. He’s got that one, that ability to make that one way microphone, but two way, no chance. So anyways, he launched an entire Twitter channel, built out of our AI and it got him a 12000% increase in engagement.

Speaker 1 (00:34:11):

Wow. For him thousand percent. Is that, that’s that?

Speaker 2 (00:34:18):

That’s huge. Yes. Do you want us to guys meet? Oh, this is good one. I’m pretty, pretty typical. Really. I was working, so I have a background in psychology. Not counseling, it’s more focused on like qualitative research. And I was working at a hospital doing oncology oncology clinical trials. And it was so sad all the time and I didn’t want to be sad all the time anymore. So I was looking for a new job and I found, I saw lately was posted on indeed. And I saved it. I was at work and I was looking for, for different jobs and I saved it and I said, okay, I’m going to apply for this. When I get home, when I got home, it wasn’t listed on indeed anymore. Oh no, I missed my chance. So I actually emailed Kate and I, and I, we ended up living only 20 minutes away from each other. I emailed Kate and I told her that I wanted to disrupt her out, her applicant search a little bit. And so now here we are. Wow. That’s amazing. Yeah, of course, because we’d already know we’re going to offer the job to somebody else. We got a couple people that we were lined up to him and we were like, who is this? She’s from where I live and she’s got these. Right.

Speaker 2 (00:35:45):

And then once we hired, I forgot about this morning in the day, but I was remembering this. So the first time we met, what did we do? We went to the off track. Betting did bet on the ponies. I won 20 bucks that day. I think the most disgusting place where we live. It’s like, so shady, like, Oh, it smells like cigars. You can’t smoke learning more. But like you can tell that they definitely used it. Lauren’s like, what are we doing? And I’m like, you know, you just pick a few, you know,

Speaker 1 (00:36:26):

Lauren or Katie, whoever wants to do this to just give a view as a little bit of the flavor of what you do. I think, you know, you’ve sort of vetted everybody’s appetite with the description. So maybe if they can see it that’d be great. Is it, is it something you can show?

Speaker 2 (00:36:42):

Yeah, absolutely. Just sit back and enjoy it. Lauren. This is the USO. So go, go for it. All right. Thank you so much. All right. Can you guys see my screen?

Speaker 1 (00:37:01):

Yep, we can.

Speaker 2 (00:37:02):

Alright, perfect. So so as Kate said, we take that long form content that you’ve already spent so much time on and we help you create those social posts out of it using AI. So we do that with written content. So like blogs, newsletters, press releases, but then also audio and video content, which is really awesome. And I’ll show you that as well. I’m personally going to do that written content. So just as an example, I have this one blog about working from home, cause this is super, super relevant. I’m just going to grab that URL and I’m going to copy it. I’m going to pop back into lately and I’ll just paste it right into here from there. I can just add in some hashtags. So you’re able to load this up before you create any posts. So you can do even less work on the backend and also feel free to interrupt me at any time.

Speaker 2 (00:37:56):

So then I’m just going to go ahead and hit auto-generate content. So as Kate said, it’s going to learn from that last years we’re supposed just as you’re going. So we import your last 12 months of posts as soon as you get started and we start to build that writing model. And so when you’re putting your content in here, it gets weighed against that writing model. And we are going to get a whole bunch of amazing social posts out of that. So in this example, we’ve just got 38 temporary drafts or 38 possible ways that we can now post about this on social media that are all pretty awesome. As you can see, they have those hashtags in there. There’s, there’s a couple other things we can do if we wanted to add like pretext or post text or app mentions, anything like that, we can do that all at the front end.

Speaker 2 (00:38:43):

So that way it’s all going be in here. Once we create these social posts so far we can go ahead and edit them and add things and subtract things as you normally would do. Yeah, absolutely. And we always recommend that you review them and you make those edits so you can pop in and click on that little pencil icon. It does adjustments to make sure that it has the right context, the right personalization. You want it to be exactly the way that you want it to be. We don’t want the robots to like totally take over the world, right? We want to have a little bit of control over that. So you can pop in, make those edits. You can edit your link previews, you can add additional images, you can change them and just really diversify all of these posts. So instead of just posting, Hey, check out this new blog that I wrote.

Speaker 2 (00:39:31):

You now have a whole bunch of these different ways that you can post about this on social that are all different and all going to really resonate with your audience differently. So maybe if someone saw your blog post, once didn’t really click with them, maybe they see it again. And they’re like, yeah, I’ll look at it later. But then they see one of your posts about it. And they’re like, Oh, this is super interesting. This is exactly what I want to say. Then they’ll go ahead and click on it. So you have a lot of these different avenues for people to get to your content. And we do have the full scheduling and publishing capabilities built in here. So you can save these to your individual accounts schedule and publish them all out. So you basically can just kind of set it and forget it.

Speaker 2 (00:40:17):

If you don’t mind. Go ahead. Go ahead. No, I was just wondering, so if it’s a marketing automation tool what do you mean? Tell me, tell me more now I’m just thinking in my head, right? Like can let him be hooked up into like, say something like I have started a month ago and then it sort of handles all of the, you know, the origin generation off the post and then he puts on us and then he fires to a certain type of suppliers except for I said, yeah. So which is so we, we do have integration possibilities that we’re working on in the pipeline. But we’re finding that our customers are actually ditching those tools for lately because they can do almost everything they can do in those tools here. Okay. Yeah. But the HubSpot integration is coming very, very soon.

Speaker 2 (00:41:18):

So you mean to say that? Yeah. So this could actually either replace or negate the need for you to get HubSpot for because you have the scheduling already built in. Right. So you can, you can schedule a certain time and all that that’s right. And way more. Right. So, so lately it’s actually a very robust tool from planning to scheduling, to building you an automatic library that automatically indexes every video link photo that you’ve ever published. I mean, it’s pretty, pretty powerful. You know, remember there’s, there’s a reason I got Walmart 130% ROI year over year for three years. And part of the reason is cause I have a little OCD. So for them, I did all that manually. Like I, I pulled together every compossible component of the marketing for 20,000 people that I could think of into a spreadsheet. And I built lately to do that for you automatically.

Speaker 2 (00:42:13):

Right. W what we learned by the way, which is interesting is that we used to sell lately as an organizational tool. We used to push all those things forward. This is what it does. It automatically does all these things for you. But what consistently our customers were interested in was this piece. So we learned to split the pitch where we’ve, now we don’t even, we rarely don’t sell that stuff it’s happened. It’s happy accident that you discover it. Which is not ideal. We need to work on that. But we’re focusing on what, what people clamor about the most, which is the writing the unlock.

Speaker 1 (00:42:49):

So I say it’s like Twitter or Facebook, everything else. Well, these posts can go across all of that Instagram and all that, all of the other channels as well, I assume.

Speaker 2 (00:42:59):

Yep, exactly.

Speaker 1 (00:43:01):

So so what, what if I was to sort of you know, I’m, I’m, we’ve been having a whole series of conversations with various experts and on, on this marketing and a pandemic searing, and it’s about the importance and the value of, you know, really reaching out to your potential customers and fans out there with really good content targeted content very high quality. And so when we, when I saw this, I was like, Oh my God, this, this sort of, I mean, there are no more excuses, right? So, I mean, you don’t have to have a team of 35 people. They get into marketing, which most people can’t afford. And what are these sort of questionable? Let’s be honest. So you have this question now who is really you know, a, a person, I guess, the robot, but we can get out there and actually start writing this for you.

Speaker 1 (00:43:53):

I mean, really look through all of this content very, very quickly and create 44. So now you’re looking at that and you’ll say, okay, now let me put my little favorite to it. My voice, if you might write to make it authentic and mean, but people know it from me and it’s not from a robot minor tweak. So you thought it’s not like you can now let the robot do all the marketing, maybe in the future. You can, but at this point, you know, you wanna, you want to still lock it. Do you want to still sort of think with your head and apply that, but my God, you just made, you know, the need for having, you know, 30 people do this go away. Right. Essentially, that’s, that’s what this tool does. I mean, I’ve only seen a brief, I’m sure it does more, but from this brief little snippet that you showed me, it’s pretty clear that that’s where you’re going. Am I right?

Speaker 2 (00:44:40):

You are in fact other than say it. I mean, Lauren, I’m taking some mental notes. I see Christmas here, Chris, did you hear that? The nowhere excuses part was so good. And, and the thing that you get on, most of them in dry that is hard for some people to understand is that the human element, it’s an essential component, right? Like for all the reasons you just said, yes, it’s great. That lately starts you at third base. That’s our job is to get you all the way to the third base. But the human has to be in the mix in order for you to get home and get her what has to be right? Because that little voice there, again, it’s just a robot. You can teach you to do a lot of things, but like for me to give you a hug through, through, through zoom, like, there’s, this is us, we do this. Right, right. Humans do this. So it’s funny because still we still have a hard time getting people to do that.

Speaker 1 (00:45:41):

Yeah. Well, I mean, I think that goes to the, sort of the talent problem, the knowledge problem, or the deficits in gap strike. So we have people like you know, great people, I call an Anderson who, you know, MD or brand courage our grand Volkan to talk at length about, you know, the value of LinkedIn or sales. I mean, you know, it’s that he has a great description. He said, you know, it’s like going to a networking party where people wear their CV or resume in front of their chest and you know, everything about them, something that would be cool, you meet them. Right. So I mean, what a waste, if you don’t really, you know, take the opportunity to sort of, you know, do something about that and then nurture them before and then nurture them after with some great content that’s specifically targeted at them. Right. And so we’ve been pushing this message about the new 21st century sales and marketing, and this technology that you’ve developed in these tooling fits right in there. So I mean, where we’re strong performance, strong fans I mean if anybody, about listeners who sort of being, we’ve been preaching a lot about how to do this, he has a tool, so no excuses is what I’m trying to say.

Speaker 2 (00:46:45):

Okay. It’s interesting kids. And Laura and I, this, this actually a data point, the lobby. And I stumbled upon a few days ago in that at the beginning of the bias journey, people look a lot at listicles and infographics. And what was interesting for me is once this creates, you just essentially can turn it into Alyssa. And if you’re at 10 things about this blog, that’s interesting. And then that’s another way to repurpose the content so easily because a lot of marketers find it very difficult to understand value. Yeah. So that is a great one. Lauren, we got to take notes here because I love it when customers are doing exactly what you’re doing, they’re thinking things we haven’t really thought of yet. Right. So, so one of the things that the AI does, if you have a video or a podcast or audio, it, it automatically will transcribe that into text for you.

Speaker 2 (00:47:42):

So a lot of our customers will then use that with their podcast so they can produce the transcripts. Yeah. But taking it a step further, like you did, makes for a better read, first of all. And on that note, what we, what we did here for one customer, which I love so much Phil Treadwell he’s a mortgage expert and a marketing wizbang he actually ran one of his blogs through lately. And the social posts that lately came up with were not very good. And so he assumed his blog was poorly written and he rewrote the book and then reading the post and they came out good. And he, he was right. Which is like, amazing. So that’s how much we trusted the AI, but I love, it’s the idea of turning it inside out that you’re doing too, you know?

Speaker 1 (00:48:29):

Yup. Yeah. That’s cool. Yeah. Okay. So this would have been like an interesting point, right? I mean, I think I, you touched on it briefly, so get the authenticity of the person who’s writing this stuff. I mean, there are some techniques, I mean, do you provide some, I mean, I know, I know I’ve watched some of your videos and you have some great tips on hashtags and how to sort of you know, do you, as a part of your sort of customer onboarding elevate sort of the end users use of the tool by providing some of that sort of in Hindi, we call it yanno wisdom, right? Where you, you sort of, because remember the more, you know, more well, worst or expert, the people are the better they will use the tool. Right. So I was wondering whether you, you give some of your great inspiration and insights on how to use or how to do marketing as a part of the tool.

Speaker 2 (00:49:26):

Yeah. Softball sweet. So what is it called? Yawn wisdom. I love, I love wisdom. So I liked that people think I might have wisdom. So Lauren and I do it together. We we do a monthly writer, copywriting masterclass, and we do exactly what you’re saying. So we will auto-generate somebody’s blog or video or podcast. And from the snippets that lately produces, we then go in and we optimize each one. And the goal there is to share best practices to make you understand why it’s so powerful and to really the hardest part people find I feel Carthy and live Indra is that voice that you mentioned before to either understand what their own voice might be, or literally how to communicate it. I also teach a master writing class on just this specifically, but it’s the idea that cause I was a fiction major, right?

Speaker 2 (00:50:27):

So like I have that, that background and what I w what I learned when you’re writing fiction writing, which is a little bit different than writing you know, typicals on fiction or reports is that the, the power of the pen or the keyboard is up to you to wield and you don’t have to follow rules at all. Right. And that’s the thing about communicating online is it’s all in the end. Text-Based right. So you do need to have this command of the keyboard and the keyboard is wonderful. There are capital letters. There are Tillies in parentheses, ellipses, bold metallics they’re spacing. There’s the return bar, right? There’s numbers prints for set signs. Question works, all these things designed to make your resume look a certain way, because that’s what resumes are supposed to do to make your website look a certain way. Again, this is back to cooking.

Speaker 2 (00:51:22):

Like you eat with your eyes, you read with your eyes, right. And what I’m interested in is getting this voice through the media, whether it’s radio or the plate of food, or a piece of paper into your brain, into your heart and your brain. Right. So how can I make you hear, hear my voice? Cause what you do when you read is you do it, you do it, you know, allowed in your head. There’s some sound involved. And so when we do this masterclass, I always will be reading them out loud. I’ll read what the AI, but, and then I put my spin on it and Lauren is this so good? She is, she’s typing as I’m talking. I don’t need to say it anymore because she can, she can hear it. You know, like, so I’ll all capitalize something that I’m emphasizing as I’m saying it, or I’m really interested in verbs.

Speaker 2 (00:52:12):

I always pull, this is my favorite book that inspires verbs and all kinds of other words, it’s called Ellis for lollygag. And I got it because I love this. I love this resource. And I was always looking for the soreness, but I felt like I needed, I liked the words, the way words sound. So it’s a book of quirky words for a clever tongue and the words like healthcare sculptor Knickerbockers near UL, yellow, yellow belly swashbuckler, really gig, right? These are fun words to say. They feel fun to say. And so I use it to inspire myself because that’s part of the persona that I, as you guys have seen online, that I create. Right. So, and it’s fun. So it’s a great class and we like you guys, we really encourage the participants of our customers, our fans to join in. And Lauren and I have gotten really good at, at making it into a conversation. And not again, like not, it’s just a one way street you.

Speaker 1 (00:53:13):

Yeah. So you also said that the AI can translate this, right. So what are the languages it can translate to which I think, you know, for audience who are, you know, global, right? So if you take an article written in English, doesn’t mean you can translate into French

Speaker 2 (00:53:26):

And Indian, whatever else, or actually have the post in a, in a native language to get more attention, maybe Lauren go for it. That’s a great question. So it doesn’t actually translate the language. You take a French blog or a Spanish blog. It will actually create the French or Spanish social posts. And it works with the videos as well. If you have a Spanish video, it will transcribe it in Spanish and then get you those Spanish social place. So it does let you do that for all those different languages. It’s interesting. I was just wondering by the backhand, you said you were in psychology, but not like as a therapist, did you find that that has helped you be really good at being the head of fraud? Because I remember watching a video from the value graphics David, where he was like, Lauren is an absolute side and she’s the best.

Speaker 2 (00:54:28):

Did you find that you were able to call upon those traits for you to understand what the buyer was looking for on the customer? Yeah, I think so. A lot of my background I did, as I said, that qualitative research. So I was doing a lot of interviews and focus groups and things like that to try to get to the root of what people had to say. And so I think that that definitely helped help a lot because now I’m able to ask exactly those right questions, to be able to know what people need, what their problems are, those types of things.

Speaker 2 (00:55:03):

He said, setting on social media, many Instagram, how can we migrate to lately? So I’ll start and you can end Lauren. So, so the so the questions you should ask yourself, Mike is about your context. So one thing we’ve learned is that if you are not creating one from content regularly, you know, lately might be a little bit daunting for you. So we know that’s an important just box to check. So do you have a podcast that you’re publishing? Do you have a blog that you’re publishing regularly? What does that look like? Now? We can see new content to help you if you’re not doing that, but that should be like an extra bonus thing. So that’s the first thing to think about. But, but migrating is easy. It takes literally seconds. So there’s no challenge there. And then Lauren, the question about scheduling and strict grand stories.

Speaker 2 (00:55:52):

No one can do that. Is that correct? Yeah, that’s right. So no one can do that to auto publish Instagram stories. And so, so that is something it’s really just like an Instagram limitation. They don’t allow it. Yeah. Right. So we are able to schedule and publish Instagram, like need images and also videos, but just not in the stories and not in the IP TV. The thing I did want to note as well as, so when lately autogenerates you mind pulling up Gary’s channel real quick, short term. So what it does is with videos or podcasts is it actually will pull apart. It trans automatically transcribes everything. It looks through the transcription for the top quotes that your customers are going to want to read. And then it matches the video section up to those quotes. So you can see in Gary right here, these are mini videos that match the quote written there, right? So you get hundreds and hundreds and sometimes thousands of mini movie trailers from one piece of content, depending on how big it is. And the trick too is to use them all. So you don’t want to use them all in the same week, over time, right? Because this show here where you guys are saying really interesting things, I think I’m saying some interesting stuff. It’s going to be effective and applicable next year.

Speaker 2 (00:57:15):

Right? It’s evergreen. That’s right. So, so that’s the new, another new mindset we were talking about earlier is, is all marketers, all salespeople must think of all kinds of, they create now as evergreen and thinking about how they’re going to use it to, to recycle it, you know, moving forward. Great point that one, evergreen, a good one. Interesting. The work you did for value graphics, because I’m interesting, the love, and I am constantly debating about, you know, demographic segmentation versus how we can leverage to help build tribes. Yeah. Okay. So I love this idea, Lauren, could we just do one? I know we’re pushing time here, but do me a screen share of the keyword level so they can see what that looks like. So this is one thing we’ve talked about with David. So, so value graphics, just for people who are listening is the new way of understanding demographics.

Speaker 2 (00:58:15):

So, so demographics are under, as we all know, write facts about where you live, what color your skin is, where do you do, whether you not went to college, how much money you make and how old you are, however the world doesn’t purchase things or make decisions based on those qualifications, we do it based on different values. So so we, all of us here live in different parts of the world. I know we’re different ages. We have, you know, some of us are married. Some of us are not, you know, whatever, but we, we have lots of things in common and have nothing to do with the demographics of who we are, but our values are the same. And so value graphics helps you predict what people are gonna do and purchase and buy based on what they care about right now with lately.

Speaker 2 (00:58:58):

This is our word cloud that the AI uses to understand what customers care about. Literally though words they carry up. Okay. And this is again the idea of the opportunity for the human to come in and work with lately. So lately he’s recommending in blue keywords that you should pay attention to. So it’s saying, Hey, Kate, the word human got you guys. Nine impressions in one post seems like human is a valuable word to your target audience. If you want the AI to pay more attention to it or less attention. Right. and we do this with hashtags. We do this with ad mentions as well. So this is what, when people ask about social listening, we kind of laugh a little bit because this is, this is social listening. This is actual listening, right? This is what’s trending. This is what matters, you know, not, not the top keywords that people are paying for.

Speaker 2 (00:59:54):

So, so we have a secret diabolical, you know, dream to integrate with David Alison. And yes, it makes perfect sense in the time remaining. I just wanted to get a couple of things. So who is actually your ideal customer profile? What’s your target market? If somebody is interested like Mike seems to be, I mean, how, how do they sort of sign up with lately? You know, it’s so nice. So it’s very easy. You can just email [email protected] or cadence lately that we’re very easy to find and we’re very friendly and will actually answer your email number one. But also we serve customers large and small S and we have a sliding scale fee to accommodate whatever your needs are. We have some threshold for starting point. But we’re, we, we need to talk to each person because we’re still learning about the needs of the customers.

Speaker 2 (01:00:55):

So that’s an important thing for us, and that can be a little bit of a challenge for some people to understand, but we treat our small customers with the same love and care that we treat our very large customers. So, you know, you’re going to get that, that value. And we’re nice, but, but our small customers will have one license that our larger customers might have hundreds of licenses. Right. And we gives the larger customers the ability to stack them. So one person can be a puppeteer. Remember we talked about Walmart and everybody doing it together. Same idea. Right. If you can get, if you could get hundreds of people to tell people about your company together, why wouldn’t you do that? And if you can do it automatically, you know,

Speaker 5 (01:01:45):

[Inaudible]

Speaker 2 (01:01:45):

Right. So you know it right? So, so everyone that lately publishes content about lately automatically through late lately, does it for them. So they don’t have to think about it because my sales people have other things do more important. They need to go out and respond and have conversations with you. The human part that only humans can do. So let’s automate the push so that the pull gets to be the magic and less and less. It’s the fun part anyways. Right. Except for me, because I don’t like a little bit similar and you and I

Speaker 1 (01:02:26):

We’ve had similar roles, that’s probably why

Speaker 2 (01:02:31):

That’s amazing. Well, go ahead.

Speaker 1 (01:02:35):

So really, I mean, okay. So it’s really fascinating. I think the, the, the tool itself, I mean, I think we’ve scratched the surface in order to, you know, just understand, get a flavor. And I’m hoping that, you know, the, both the live audience as well as the recording, which and the posting that we’ll do subsequently multiple times you know, gender gone on lots of views so that they will contact you and, and Lauren, and sort of set up a, a much more detailed deep dive, I would say, of the technology and the dueling, and also to try and understand, maybe pick your brain a little bit about how they could improve their marketing. Right. So I think one, one thing is really clear from the pandemic is that you know, this is really the time to do really good marketing and sales, right?

Speaker 1 (01:03:21):

Not, not the time to sort of sort of going in and getting into a defensive mode. So this is the time to go out and actually do more and do it really smartly. And I think this is what lately does. I mean, it, it definitely does marketing smartly, right. As something that, this great, interestingly, we had a guest on our show and we’ll try to hook you guys up in the back, but they’re a company called Victoria AI and they’re out of Seattle, Washington. What they do is they take any long form content, either yours or somebody else and create a video in seconds using it. Okay. So yeah, with voiceover over video imagers, everything, I mean, you know, it’s, it’s pretty cool. Yeah. So they make a clip and do it in 30 seconds. I mean, it’s just, you know, so you, they read the long form and then they create video clips. And then you can obviously just like your tool, you know, edit in any doubt and say, I don’t like that image. I’ll pick this one instead of this video clip and it’s royalty free content. They’ve got, I think three or 4 million video clips in there that they’ve subscribed to. So yeah. So yeah, it just translates it

Speaker 2 (01:04:36):

So smart. Cause what you said, like there’s no shame in marketing or selling during a pandemic at all. Yeah. You just have to do it smartly, like you said, and that’s the way to do it anyways. Right. But now people are more open minded to how important it is to be thoughtful in everything we do. Right. Because there’s sounds thanks. That’s what we think of as well. And I really that’s the highest compliment we could imagine. So thank you. Yeah.

Speaker 1 (01:05:12):

To me, people still do a lot of spray and pray these days. I mean, on the sales and marketing side and you know, and you know, I mean, where we always, you know, try to focus on people saying that’s not the strategy in a pandemic, right. There’s too much of that going around. You don’t need, you know, that’s not a way to get viral clot in the fund, but 

Speaker 2 (01:05:31):

Yeah. I mean, the crazy thing is, is everybody, what, what people still don’t understand is like the, how part. Right? So I think people even know maybe not to do that, but they are so confused on how not to do that. They, you know, they just get stuck. Right. So that’s why that is why we meet with smaller customers the same way we meet with our larger ones. That’s why Lauren knows everybody’s name by name. And I almost mostly do. I’m getting a little bit farther away from it now, but like that’s why we had the master writing class is because we, marketing is hard. It doesn’t matter if you’re on teen, Gary V or your Walmart, they have the same questions that Mike has, same questions. We hear them every day.

Speaker 1 (01:06:13):

Alright, well, we’re excited to sort of you know, sign up and see what we can do with us because we need, we do meet the tooling. It’s clear from what we’ve seen. And we are generating a lot of one day. We got, I think now 45, 50 hours a week since we started in April. So 

Speaker 2 (01:06:31):

Yeah, we’ll definitely send us the, the file the file here because we’re gonna run it through the AI. [inaudible],

Speaker 1 (01:06:39):

That’d be a definitely debt, but also generate out of it and fun. But so both Lauren and Kate, thank you so much for, for taking the time. I know this is early in the morning for Lauren and for you as well, Kate. So thank you for sharing all these insights and I’m glad that we got a chance to actually see see the product in action. It’s, it’s great. What you’ve built. We are excited to be customers potentially and I’m, I’m hoping the others that view this give you a shot as well and try it out. I think it’ll be a great marketing tool. So we advocating the strongly having just seen ourselves, but you know, I like what I see. So 

Speaker 2 (01:07:21):

Yeah, and we might text on content experience and I can ask them, I would love that. We, I just want to thank you so much and, and get back to what we started in the beginning, which is the lifting up of others which is, you know, it’s important always, and it’s important now more than ever, right? Cause ups and downs. I mean, half of California is on fire, which is weird. Some of Denver you know, where lots of weird things, people are trying to go back to school. That’s bizarre and there’s just all this stuff happening. So we are very grateful for, for you today. And thank you so much.

Speaker 1 (01:08:06):

Oh, it’s been a singular pleasure. Thank you all the very best and we’ll be in touch.

Speaker 2 (01:08:13):

Thanks. Bye.

Speaker 1 (01:08:16):

Take care. Bye.

Pandemic Punditry

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Pandemic Punditry