Jason Andrew

We'd like sing to like all their employees and,

And so what it did was we knew we were looking for ways to stand out because we were still building our product.

And we had competitors that had a lot more money and a lot more skilled engineering teams.

And it was huge in setting us apart.

And it was authentic because we all liked music.

We ended up doing concerts when COVID hit, and we invited customers, we invited partners, we invited family, we started talking about mental health.

And so you say, we probably spent as much time thinking about culture and doing quirky stuff like that as we did building the company.

And it may have been in some folks' minds a complete waste of time.

but it was authentic and it was real.

And to this day, the acquiring company adopted that they've done eight concerts globally.

And, uh, we ended up becoming the, the music sponsor for the largest insure tech, um, event globally, uh, for this third year running now.

And so it's, it's been something that the company became known for.

We got a lot of business, a lot of customers out of that.

And, uh, our sales team would call in and people would start talking about music and it just dropped, uh, the guards that people had.

So anyway, so, um,

you gotta figure out your own thing, whatever it is in terms of your culture.

So, um, as we continue building the company, uh, in, in the kind of the first pivot, we, we had to again, uh, make the decision to move away from the broker channel.

We went into the, the carrier market.

So, um, all right, let's go to section two.

So in terms of relationships and, and the importance of relationships, um, after we had, uh, pivoted and shifted, um,