Episode 20 (Part 1 of 2): From Board Shorts to Billions: Justin Wilkenfeld, CEO of Kindhumans and Employee #4 at GoPro Shares the Secrets to Building A Billion-Dollar Company the Hard Way

In 2007, Justin Wilkenfeld left a stable corporate job in the Finance industry to help his college buddy sell wrist-strap cameras to surfers. Seven years later, he was a core part of the most successful US-based IPO of the year as GoPro reached legendary “unicorn” status.  What started as answering phone calls in the one-man customer service department and building furniture for trade shows around the country, turned into negotiating brand partnerships, scaling marketing teams, and signing iconic athletes – always with a focus on building real relationships. And throughout it all, Hoost was the glue that helped build and protect GoPro’s unbeatable culture. Today, Justin – in partnership with his wife, Suzi – has combined his passion for growing businesses with his calling to build community to create Kindhumans, a new platform to connect commerce with compassionate causes across the globe.

On this Episode of The Besomebody Podcast:

18:03 The value of relationships. “Building bonds like that ends up being more critical to my future than the schooling or the education, because I met people, I networked, and built a family of friends that has carried through for decades.” -JW

24:44 Leaving for GoPro. “It was an opportunity to jump ship from a path that I didn’t feel like was going to fulfill me. It was a critical move for me, and I feel like it was a pivotal moment, and it’s been a seminal moment that I couldn’t have anticipated. The beauty of it was taking a chance on doing something else. That’s one of my biggest takeaways – having the courage to leave that comfort zone. And at 32, taking a risk on something that on paper probably didn’t have much of a chance.” -JW

26:03 The different stages of the journey.  “In your twenties you’re just trying to figure stuff out. You’re just trying to have fun, do different things, explore different things. You’re not really thinking about purpose or passion, you’re just doing stuff. When you get into your thirties, you realize, ‘I think I can do something more. I think life is about something more. What is my purpose? What could be my impact? What could be my legacy?’ Then that’s when you start to ask the smart questions that lead you to the right answers – the tough questions that lead you to the right answers. In your forties, hopefully, if you did it right and if you were focused and you were blessed, then you know it, and now you’re full force into your path.” -KS

28:44 Failure vs. regret. “My biggest influence and inspiration in my life is my mom. She’s taught me a lot of things, but the piece of advice that she’s given me that has always stuck with me and rang the most true and powerful was that failures fade but regrets last forever.” -KS

45:47 Building with authenticity. “What made a difference for GoPro in the end – and still does – is authenticity. It’s a genuine connection and a genuine relationship with these different communities. We went vertical by vertical – crawl, walk, run strategy – and we built the brand by getting to know people. And that loyalty that you gain from those relationships can transcend the brand.” -JW

52:42 Working with friends and family. “When you come in as a friend and/or as family, it’s like having the coach’s son on the basketball team when you grew up who got playing time. You’ve been on the teams before where the son got playing time because his dad was the coach, and he wasn’t very good, so you always resented that fact. Or, he was actually the best player because his dad was the coach, coached him all the time, and pushed him. I always say, ‘I want you to be the latter, I’m going to push you, I’m going to spend more time with you, but I want you to be the best. I want you to be the top of the crop. Then that earns you credibility and it protects our culture.’” -KS

Episode 19: David Willbrand, Partner at Thompson Hine LLP, on the Dumpster Fire That Is Your Life, Why Venture Capital Isn’t for Everyone, and the One Piece of Advice He Would Give to Aspiring Entrepreneurs

After graduating from Harvard, David Willbrand was tired of working in jobs he hated. He convinced the University of Cincinnati Law School to admit him past the deadline, and spent the next sixteen years making his mark in the startup community. As a Partner at Thompson Hine, LLP, David chairs their Early Stage & Emerging Companies Practice where he has helped thousands of aspiring entrepreneurs figure out what really matters to them, how to get the deal done, and the true meaning of risk.

On this Episode of The Besomebody Podcast:

10:24 Kash on VC funding. “I don’t believe in seed stage funding because I believe growth capital is where you should be thinking about raising money. At that point you’ve already proved product/market fit, you already have a business model you believe in, the customer base, and the elements of a strong business. Then you’re just trying to pour some gasoline on the fire.” -KS

14:46 Defining your version of success. “When I sit down with entrepreneurs for the first time, I always try to ask the entrepreneur, ‘What is your definition of success? What are you trying to achieve? Why are you doing this?’ Nine times out of ten, I get the rote answer, ‘I want to go raise venture capital,’ ‘I want to build a unicorn,’ ‘I want an IPO,’ ‘I want to build a billion-dollar company.’ When I then ask some follow up questions, what I find is that’s actually the case truly with very few entrepreneurs. When you think about what’s involved in that and what it means from the perspective of meaning, lifestyle, the kind of company you’re creating, and what you’re trying to achieve – that’s a very narrow band of entrepreneurs. And most, if you press on them, you can say, ‘That’s not really what you want. Let’s talk about what you want because this is your life. Let’s figure out how to help you manifest your version of success.’”-DW

26:59 Luck. “You’ve got to do the work and put in the effort to put yourself in the position to have luck. Then you have to keep your eyes open and always be aware – pivoting back and forth and managing your peripheral vision – so that when luck appears you grab it by the throat, and you don’t let it go.” -DW

55:49 What makes news. “We do want to be on the stage and the plane of some of those hyper-growth companies. We just want to do it our way and take the road that you didn’t see on TechCrunch or in the headlines, which is the news out there of people raising money. Let’s have our news about the impact that we make, number one. Number two, the amazing culture that we built and co-created, and number three, the money that we make, not the money that we raise. I believe there should be a shift in glamorizing the part of entrepreneurship or the startup life of raising money and it should be more on impact, growth, financial independence, and things like that.” -KS

1:03:06 David’s advice for aspiring entrepreneurs. “It’s a difficult existence. If you’re going to undertake it, only do it because literally there is nothing else you can do to be happy. That’s what I would say to aspiring entrepreneurs. I love that you’ve got this idea, I love that you have this vision, but frankly, if you can be happy in a day job, it’s an easier life. You should only do this thing, you should only chase this thing if you can’t sleep, if it’s keeping you up at night, if it’s eating at you all day long, if you feel like you’re wasting time because you’re not spending time on it.” -DW

1:07:30 Kash’s One Big Thing. “In order to go down this road – whether it’s a dream that you have, a business you want to build, or something that you want to pursue – it has to be this burning fire inside of you. It has to be that thing that wakes you up in the morning, and that thing that stops you from sleeping every night. The thing that literally sets your whole being on fire, that’s the epitome of a calling. When I left my corporate job to go build Besomebody, Inc. that’s how I felt. I felt like every day was one day too late from me jumping on what my true purpose was, my true calling. I knew I was leaving a lot on the table; I knew I was leaving comfort, stability, money, and some relationships. I knew I was having to give up a lot, but the feeling inside of me wouldn’t let me let it go. I started to feel so heavy every day that I waited. When I finally made that decision to go for it, it felt like this release. The journey has been way harder than I could’ve ever imagined. I’ve had to give up a lot more than I ever thought I would. There’s ups and downs, but I still feel so in sync and so true inside with the calling.” -KS

Episode 18: Tai Morshed, Vice President at ONE Championship, Talks Ringing the Bell, Teaming with Heroes, and How He’s Helping Connect a Continent Through Mixed Martial Arts

When the startup he was working for went public, Tai found himself on the floor of the Stock Exchange and the center of the action. He thought he made it. Turns out, his career was just getting started. After taking a risk that led him to a job with Adobe in Southeast Asia, he found an opportunity at the intersection of his passion and purpose with ONE Championship. Now he’s empowering tens of millions of fans across Asia – and soon the world – to connect with athletes through storytelling and shared experiences.

On this Episode of The Besomebody Podcast:

18:24 When the risk pays off. “I took a risk leaving somewhere else where I was comfortable, and things were easy. I took a risk leaving Austin and going to New York. There were a lot of risks that I took, and that was really gratifying to see us IPO. I was there on the floor – I didn’t ring the bell, but I was a row or two right behind them, waving…It was a gratifying moment to essentially be able to own that space and say, ‘You know what, I deserve this. This is a hard-working team. I took some risks, and this is where it pays off.’” -TM

19:53 Believing AND building.  “It’s important to differentiate and to create that distinction between those who believe, but also want to build. Believing in the vision, mission, and principles is the price of entry – if you don’t believe, I don’t even want you to walk in the door of Besomebody, Inc. or BSB Group International. But believing isn’t enough – because you have to want to build. What does that mean? It means you have to be able to make the sacrifices, put in the work, produce the results necessary for the company to grow.” -KS

36:29 Building heroes at ONE Championship. “It’s not about the fighting. What they’re really trying to do is build heroes. They’re putting heroes in places where people need it the most. They need people who look like them or are like them to give them a sense of hope and inspiration that they can do more and be more in life.” -TM

42:31 The power of connection. “People want to be able to believe and see people and connect with people who look like them, who’ve been through what they’ve been through, who understand their history, values, and culture. I think that’s been one of the most exciting evolutions in marketing and advertising over the last couple years…When you think about now, the necessity for us to come up with – not just a white person, a black person, a brown person – but somebody who came up from your same neighborhood, who speaks your same dialect, who has the same challenges. That ability to connect at a niche and specific level is so powerful.” -KS

44:41 Uncovering the stories. “There’s some culture, there’s some adversity in life, and in all these places there’s these great stories. While we know if we just showed knockouts all day our numbers would be higher, but we’re not building the brand that we believe that can have an impact and that has long term value. That’s why we take the time to make sure these stories are unearthed.” -TM

59:04 Kash’s One Big Thing. “When you think about the ‘microstories’ that are out there that unify us and connect us, it’s way past the old school marketing days of ’45 year old white male’ or ‘single mom’ – it’s way beyond that. And when you can get deeper into those nuances of what makes people different, but also connects them, that’s when you can create that emotional bond with people. When you look at the future of content, the future of marketing, the future of storytelling – that’s where it is. It’s endless the amount of avenues and connection points that we have now on social media and digital. The companies that are going to be able to tell those ‘microstories’ in a personal, authentic, and relevant way, those are going to be the ones that are going to win.” -KS

Episode 17: From Punta Cana to Paris to the Florida Peninsula, Carlos Taveras Has Never Backed Down From a Challenge; Today, as Communications Leader for Johnson & Johnson Vision, He’s Setting His Sights on Helping Americans See

Started from Pepto Bismol now he’s here. Learning the ropes on the healthcare brands at Procter & Gamble, and growing to lead work at Abbvie Pharmaceuticals and now, J&J Vision, Carlos Taveras knows how to inspire the masses with purpose-driven work. He’s tackled everything from gut health to cancer to myopia. Today, Carlos is teaching America the importance of sight, especially during these unclear times.

On this Episode of The Besomebody Podcast:

3:33 Culture is number one. “There’s always challenges and issues that happen within every company. No matter how great your business is doing, no matter how awesome the culture, there are always things that come up, but typically those things are brushed aside, or looked past, or buried beneath the work that is happening. But at our company when something comes up between teammates or in a way that could affect or fracture our culture, we make it our number one priority. I literally personally stop every single thing that I’m doing to focus on it because we truly believe that nothing is more important than culture.” -KS

20:35 A career with purpose. “I started my career working in healthcare, in the pharmaceutical division of P&G, and I was just enamored by the dynamics of healthcare – how such a little tiny pill can make a world of difference in somebody’s life, and oftentimes is the difference between life and death. So, the time that I spent on that just gave me an entirely different sense of belonging, meaning, and purpose. Working in immunology and oncology, for blood cancers and then essentially leaving the team that was in charge of telling the company’s and the product stories, amplifying the voices of the patients, and telling our science and innovation story.” – CT

21:43 Lessons from living abroad. “You learn so much more about yourself and what matters to you, your beliefs and values and principles, and yet you become a lot more open and tolerant for things you otherwise would not have considered.” -CT

24:28 The beauty of travel. “The biggest thing that I learned during my global experience at P&G was that we’re all more similar than we are different. You go to all these places and at first, you’re hit with all the different diverse and varied things that you experience. Even getting in a taxi or riding the subway or going to the barber is so different, and you have to learn that experience all over again from start to finish. Once you get into the flow and meet the people, you realize these are some of the most enriching and engaging conversations. To be across the world in a place you never envisioned yourself to be and to be able to connect with a stranger, a colleague, or a newfound friend – that’s really the beauty of the opportunity to travel.” -KS

32:02 Prioritizing quality of life. “It doesn’t matter if you have a great job, are working for a great company, and you’re surrounded by great people if at the end of the day you don’t have a sense of fulfillment and a good quality of life.” -CT

50:10 Kash’s One Big Thing. “The one big thing is the opportunity to be a part of something bigger than yourself. When you look at companies, entrepreneurs, and startups around the world, the ability to articulate a broader vision that inspires the organization to want to pursue something bigger than their individual effort, bigger than themselves is so important. When you get to be a part of a team, organization, movement, or a cause that is so much bigger than you, that you wake up every morning passionate about to fulfill, fight against, or fight for it brings so much meaning to your life and brings so much purpose to what you do every day.” -KS

Episode 16: Riding the Rollercoaster – Rex Jackson, General Manager of LEGOLAND Florida, on Rebuilding the American Theme Park and The Magic of Resilience

Rex Jackson has known action and adventure for two decades, beginning with his early days as a store manager at pre-Netflix Blockbuster Video. Since then, his wild ride has taken him from the most iconic brand at the largest CPG company in the world, to the (dining) table of some of American’s most recognized restaurants, and now, to one of the world’s most visited theme parks. Through it all, his recipe of resilience, belief, and kindness has carried him through the ups and downs.

On this Episode of The Besomebody Podcast:

15:10 Taking a risk for your career. “That was a risk that I took – to go ahead and lean in and take the risk to be at the company I wanted to be at, maybe not in the function, and see if I could earn my way into the brand management track. A year and a half later, I was able to make that transition.” -RJ

22:25 Don’t get left behind. “As business leaders, oftentimes we get those blinders on one or two metrics – whether it’s market share, household penetration, or stock price – that we use as the barometer for success. In your case, it sounds like what people were so focused on, that they didn’t see or weren’t thinking enough about the emerging trends and threats around them.” -KS

29:29 Merlin’s ‘we care’ value in action. “Closing the resort is one thing – that’s the business side of it, but the impact it has on the employees was the toughest decision…We ended up furloughing over 90% of our employees at LEGOLAND Florida. But one of the things I’m proud of is that there’s a Merlin value called, ‘We care.’ We took that value to heart from the very beginning of the process – even before we started talking about who was going to be furloughed and what departments. We outlined a set of principles that we wanted to follow as we went through this process – some of those principles were things like, being transparent. Not withholding information if we didn’t have to. Communicating it in a timely manner, and over-communicating when necessary. When we first furloughed…the CARES Act had not been passed yet, so we didn’t have visibility into what the government was going to do as a benefit for people. To our credit, to Merlin’s credit, we were able to take care of our furloughed employees. Our salaried staff we furloughed at 90% pay and our full-time hourly staff we furloughed at 50% pay.” -RJ

44:42 We’re all connected. “As things have evolved, I’ve seen that people want to rally together and want to support each other. Yes, there’s the fear and anxiety to some extent about going to some of these places, but it’s also like, ‘Yeah! LEGOLAND was the first to open in Florida of all the theme parks. Let’s go support them!’ That whole ecosystem feels more connected than ever.” -KS

45:23 Resilience & recovery. “Ultimately, there is an American spirit that is going to show through over the course of the next 12-18 months as the country recovers from this pandemic and comes back online, so to speak. I think you’ll see that American spirit shine, and the recovery will be a success story. I still think it will be faster than what people think but may not be as full as what people hope for.” -RJ

58:19 Kash’s One Big Thing. “They did something that just a couple months ago people said they could never do. When you think of everything that we’ve learned here on the Besomebody journey, and every time that we’ve been told we can’t do something. And every time every entrepreneur has said, ‘That idea isn’t good enough,’ or ‘That idea isn’t going to make it.’ All those negative things that people tell you about why you can’t do something, why you shouldn’t do something, why you won’t ever win when you try it. Rex Jackson and his team prove a lot of people wrong.” -KS

Episode 15: For the Love of the Game – Jared Zwerling, Founder of CloseUp360, on His Passion for Basketball, Creating Great Content, and Rebounding from the Pandemic

After a successful career in sports journalism at Sports Illustrated, ESPN, and Bleacher Report, as well as a key storytelling role at the National Basketball Players Association, Jared Zwerling launched the first dedicated media platform focused on sharing basketball players’ lives off the court. 

On this Episode of The Besomebody Podcast:

6:30 It began with storytelling. “I had my first gig as a newspaper writer from my middle school at 8 years old. I wrote my first article about an ambidextrous pitcher who could pitch both 90mph, lefty and righty. I was so fascinated by that story and by athletes and how they got into their craft – the story behind the story. That’s what set it off for me. It came very naturally, just telling stories.” -JZ

24:24 The impact of the pandemic on the sports media industry. “We have often talked about the yin and yang, the bipolar nature of the effect of the pandemic on different industries. At first glance, we’re like, ‘Quarantine must have been the best thing ever for CloseUp360,’ because players are at home and they have all this free time. When you add on the layer that you’re also now competing with ESPN, Sports Illustrated, Bleacher Report, Uninterrupted – everyone vying for that free time because there is no ‘on the court’ time – your point of difference became a little less prevalent.” -KS

26:37 The need for GREAT content. “Everyone has to be super creative and offer as much value as possible. Because we work directly with players, we just can’t create content just to create content. We have to go to a player and say, ‘This will create value for you and here’s why.’ The level of access and the level of ideas we come up with have to be greater and more compelling for a player to say, ‘You know what, I want to work directly with CloseUp to do that.’ It’s a different approach to just being a traditional media outlet in that regard.” -JZ

45:05 The startup grind. “When you work for a startup, you have to be able to sacrifice and push through the grind. It’s not going to be easy all the time. It’s not a corporate job where you have a steady paycheck and benefits. It’s a different mindset when you work for a startup. You have to be able to be ready for anything and pivot.” -JZ

48:20 Advertising as revenue. We used to always talk about how difficult the advertising as revenue business is within media, and how margins become very tight and tough. That’s always been hard. Now with companies spending less on marketing, less on advertising, with more content platforms out there, and a lot more conglomerates purchasing media platforms – it’s tough. At Besomebody, we’ve been a media company for a long time. We’ve never monetized it because our strategy has always been to use content as a growth platform for audience size, and then figure out what to do with the audience. We took a couple cracks at it and weren’t as successful as we hoped to be. And now we’re back at it again after we pivoted and built a core revenue stream. As Jared talked about, passion is the lead, but then you’ve got to pay the bills.” -KS   

50:46 Kash’s One Big Thing. “We need to start thinking of new business models. We need to start thinking of new ways to generate revenue that haven’t been built before. You can’t use the old ‘tried and true’ models anymore. We have to do some things differently – whether that’s how we partner, through shared revenue, through media and licensing agreements, or through looking at venture capital in a different way. The game has changed, so we have to think about things very differently. The companies that are emerging right now and the companies that are going to succeed are going to say, ‘How do I have to play the game differently moving forward?’” -KS

Episode 14: What Every African American Has Experienced – Jerry Porter, Vice President at Procter & Gamble, Shares His Journey of Travel, Connection, and Perseverance

Born in small-town Tennessee, at a young age, Jerry Porter went from working across the country to living across the world. His time as an R&D leader at the world’s largest Consumer Products Goods (CPG) company transported him to life in Japan, Germany, and hundreds of places in between. Through it all, he’s found power in the shared human experience, and optimism in the evolving American landscape. 

On this Episode of The Besomebody Podcast:

16:30 Purpose. “That’s been the journey and the joy of being at P&G, of really bringing to life that purpose. At times you get into the conversation, ‘C’mon, you just make consumer goods.’ But when you really see how it intersects and interplays in the lives of the consumer, it really does elevate the quality of the day, and what it really means to take care of your family.” -JP

31:10 No going back. “It feels different this time. The energy and the inertia behind it are different. There’s a lot of elements and ingredients to it. There’s a lot of pent up frustration over the last four years. There’s a lot of celebrities, athletes, and influencers now speaking out in ways they haven’t before. There’s the content and the video we’ve seen. But, just overall, the tipping point seems to have been reached and breached on this one.” -KS

33:33 Why now is different than before. “I think versus things in the past where it was a small subset of folks really pushing it, this is broad. Folks are saying, ‘No, we want a better world. The pendulum swings towards justice, and that’s the world that we want to have.’ I think it’s also a counterbalance to some of the negativity and ugliness that’s just been pervasive. The voices that really have been heard over the past three years have had more of a negative piece and haven’t necessarily represented – I don’t believe – the better angels and the majority of folks who just want the best for their kids and expect the best for everyone else.” -JP

40:33 Brands need to speak up. “Courageous leadership is a perfect phrase because that’s what is needed. We’ve been talking since the onset of COVID how now is the time for companies to really focus on brand purpose and values. It’s not the time to market your products, it’s time to talk about what you believe in. With what happened in Minneapolis and all the events afterward, it’s even more so a time for people and companies to take the stage, take the platform and say, ‘This is who we are, this is what we believe.’” -KS

43:38 Jerry’s advice to move forward. “You’ve got to persevere. These things – if they don’t kill you, they make you stronger. You need to figure out how you’re going to navigate that. Along the way, build those relationships that – as the old African proverb says, ‘If you want to go fast, go alone; if you want to go far, go together.’ How are you bringing folks along that will support you and fortify you as you get to those down times to help you carry on? That’s been a piece that has enabled me to move forward.” -JP

48:44 Kash’s One Big Thing. “If you can’t go across the world, go across the country. If you can’t go across the country, go across the state. If you can’t go across the state, go to a different part of your city. If you can’t go to a different part of your city, go to a new part of your neighborhood that you’ve never been to before. And if you can’t do that, then walk down to the edge of your driveway, and sit there and experience things from a different perspective. Because that’s the only way you start to understand people who are unlike you. That’s the only way that you learn that we’re all more similar than we are different.” -KS

Episode 13: Creativity Will Never Die – Andrea Diquez, CEO of Saatchi & Saatchi NY, Talks Global Growth, Working With Big Companies, and What’s Got Her Very Angry

Born in Venezuela, Andrea Diquez moved to New York City with a passion for theater. A few months later, she was in the throws at one of the largest and most successful Advertising Agencies in the world. Twenty-five years and numerous big accounts later – including Tide, Coca-Cola, and Toyota – she runs the company. She continues to lead with passion, optimism and positivity, and a contagious desire to do great work. 

On this Episode of The Besomebody Podcast:

8:31 Brands speaking up. “Sixty-eight percent of consumers say that they find it helpful when companies or brands are addressing coronavirus in advertising. Sixty-two percent of consumers say that when companies or brands are addressing the current crisis, that means that the brands have the consumers’ best interests at heart. Even though it’s a time when people, brands, leaders, marketing directors, and CEOs are a little nervous about taking these courageous and bold steps with their marketing and advertising, the data tells us that’s what people want. That’s what consumers want to see, what they expect. In a lot of ways, not saying something right now says more about you as a brand and a company than anything else.” -KS

17:58 Passion for the client’s brand. “You have to love the brand that you’re working on. I’m not going to come up with stuff that is going to destroy the brand or kill the brand. I’m actually on the same page as the client – when I work on a brand, I give it my all, as if it was mine. I really take care of it, and I get the team to take care of it and love it. Regardless of the brand. With all the brands that I’ve worked on, some are more difficult than others, but if you love it and you nurture it, then good stuff happens. Sometimes it takes two, three, four years, but it happens…I love the brands I work on and I really dedicate time to being part of the work.” -AD

29:46 Andrea on being herself. “I’ve never not been myself. My bosses have always been okay with that…I love that all my bosses have let me be who I am. Sometimes they’re a little scared, I think, but they’ve let me be who I am and that’s great. That’s why I’ve been successful. People ask me, ‘Was it hard being Venezuelan and getting to where you are?’ No – I’m here because I’m Venezuelan. I’m different. And people embrace those differences, and they were okay with it. They figured that by adding me to the mix things would become even better. I was very lucky with all my bosses, I still am.” -AD

32:19 Adding value to the client. “The last thing I wanted to be at our sister company, BSB Group International, is a “Yes sir, no sir” agency. I don’t want to just be executing what the client says to do. I always want to be able to have a point of view, have our personal passion, and expertise. I want to be able to say, as embedded strategic business partners, ‘Here’s what we recommend and why we believe in it so much.’ That’s something that I learned from you and from the Saatchi team.” – KS

38:34 Maintaining consistency with change. “When clients change, the first thing I do is try to understand a little bit what the client is – who the person is, where they come from, what they’re used to seeing. If it’s another company, it’s another company, if it’s the same company in another country or with another brand, I try to really understand a little bit of the background and understand where they’re coming from and what their forte is. That’s how we start our relationship in an orientation on what we do. It’s focused on what that person’s strength is. Or, I’m never scared of saying, ‘I don’t know too much about this, but this is a challenge we had and here’s how your people helped us.’ And always demonstrating that we love the brand, we know the brand, and we share the passion for growing the brand. And we’re there to build it with them.” -AD

44:08 The Triple Win. “For us, we always believe in the triple win: it’s a win for the customer, meaning it’s adding value to the customer; it’s a win for the business, meaning it’s driving revenue or profit; and it’s a win for the client, and for that in the corporate world it actually means that they’re ascending, that they’re getting promoted and getting recognized. Some folks on my team were like, ‘Well that means that we’re going to lose some of those clients that we have great relationships with.’ But that’s what we want – as long as we’re losing them because they’re going up and they’re ascending, whether it’s at that company or somewhere else, then we did something right and we’re on the right side of it. Then our challenge is to do that again with the next crop that comes in.” -KS

1:21:33 Kash’s One Big Thing. “You can’t talk about it unless you’re about it behind your own closed doors, inside your own company. A lot of brands are coming to the forefront right now saying, ‘We want to take a stance, we have an opinion, we want to join the conversation of what’s happening today in our society and our culture.’ There are so many issues that have been pushed to the forefront. But you can’t talk about it in a credible or authentic way if you haven’t addressed it within your own household, family, or company. You can’t talk about diversity if you don’t have a leadership team that’s diverse or if you don’t have a marketing strategy that connects with multiple cultures and multiple types of people. That’s so important. Before we talk about what we can do and how we can evolve our communications externally, we need to take this as an opportunity to look at ourselves and reevaluate how we’ve been running our companies, businesses, households, and families. That’s the opportunity we have today – use all the issues, conflict, and conversation that’s in front of us as a mirror to look at ourselves, what we control, and the fingerprints that we leave on everything we touch. And make sure that we feel great about that impact before we decide how we’re going to market ourselves. That call to action of authenticity and realness is so important.” -KS