[00:00:27] Jay: Hi everyone. Welcome to The First Customer podcast. My name is Jay Aigner. Today, I'm lucky enough. I have a very special guest. I usually say I have a special guest and I say, you know, I'm lucky to have this person on, Reza and I have gone back a long ways. he actually was one of the first people to hire me to do QA consulting for him, which kind of grew into what JDA QA is today.
so it's a very special episode for me. Rez is off doing really fun, cool, exciting things that we get to talk about today. Thanks for jumping on buddy. How are you?
[00:00:57] Reza: I'm doing great. Thanks, Jay. yeah,it's been fantastic. product bot is, you know, really taking off. you know, I appreciate you having me on this show to kind of showcase what we've been working on and talking about our first customer. you know, over the years, it's been great working with you and, you know, really, excited for you and to see like everything that's kind of blossomed out of, your QA and testing business.
And, you know, super excited to be here today and chat with you more.
[00:01:22] Jay: Well, so much to talk about, but let's start with, where did you grow up and did that have any impact on you being an entrepreneur later in life?
[00:01:31] Reza: yeah, so grew up kind of like all over the place, but really kind of settled down in, college station, Texas, kind of grew up there. it's a fun, nice place for kids to grow up in. it's a good, you know, place, kind of like in the middle of nowhere. if I'm being perfectly honest, but you know, small to midsize college town. it was a great place to grow up, a lot of really, you know, smart people that I went to high school with, you know, a lot of the kids, their parents were associated with the, university there, and so, you know, very, academically challenging, high school, junior high school, to say the least, it was, yeah, it was very,Fun place to grow up.
I mean, what else can I say about it?
[00:02:13] Jay: Well, did you have anybody in your life that was running business, starting businesses, doing anything like that to give you the itch when you got older?
[00:02:20] Reza: Yeah. So, I come from a family of entrepreneurs. my dad started his first company, I think when I was like eight years old and, you know, he was wildly successful running that, it was an oil field services company of all things. And, he, You know, the first year he was in business, I mean, he struggled a lot, he ended up turning like a million in his first year in business and, you know, worked really hard at it.
I worked for his company growing up, you know, worked in the oil field, have a lot of oil field stories, you know, from beginning to end. And, you know, at some point I got out of that and got into technology, a little bit of a safer job sitting at a computer. And doing work so yeah, he but he gave me the bug, you know I think I saw a lot of the hard work that he put into what he was doing and You know, I learned a lot from him about business and, you know, being able to, you know, work really closely with people doing a lot of like, you know, customer success and, you know, building relationships with people.
Oilfield is very much like a business to business kind of transaction. that's really kind of like where I got my abilities to, you know, sell B2B, is from listening to my dad, listening to those conversations, important conversations as well as the non important ones. And, you know, kind of, got my gift of the gab from my dad.
So the
[00:03:46] Jay: Those unimportant conversations are sometimes some of the most important ones, I think, right? you're just becoming friends and establishing those relationships with people and So where was the what was the first company you started?
[00:03:58] Reza: first company I started was a failed startup.
[00:04:02] Jay: Beautiful.
[00:04:02] Reza: back in 2007, I had this idea, this wild idea for, putting Silicon Valley online. And what I wanted to do was basically get financing or like do financing through the web. And so, yeah, really wild idea, which kind of became like the idea of crowdfunding.
And this is like seven years before they passed, like the ability for people to do crowdfunding, online legally. Right. Andso it was very early. we, you know, had, we pitched a few angel networks, like some of the people there were like, this is going to kind of be impossible or you're not going to be able to get it past the SEC. You know, we kind of spent some cycles on it, lost some money. But, you know, during this whole process, I learned how to build software. And that's really, you know, the crux, the origin story of like how I got into software.
[00:04:54] Jay: Got it. And then we met from a product you had, called Ultra Auth, which I think you went on to sell. well, what was the timeline between kind of that first failed startup and Ultra Auth?
[00:05:06] Reza: Yeah, so it was about ten years, nine, ten years. for the next ten years I basically worked in software. I, taught myself how to write, you know, HTML, CSS, learned Linux, learned the command line, learned, Ruby on Rails, and then got into mobile, then got into a lot of the cloud services, really started to geek out in, you know, every direction. and quickly realized that you can't learn everything. And so,started to specialize in web application development. I did a lot of consulting for, you know, early stage startups, small businesses, midsize companies, and, you know, I ran a fairly successful consulting business for a while. it's not something that I really wanted to grow. I've always been like product oriented. And, so when the opportunity for Ultra Auth came along,I saw this big opportunity in the space and, you know, we went out and, we started building, this passwordless identity company and so went from consulting into that.
[00:06:08] Jay: What's the biggest difference? I mean, there's a million, but what's the biggest difference between spinning up and running a product company versus spinning up and running a services company. Right.
[00:06:18] Reza: Oh man, it's night and day, you know, you're still like with services company, you're chasing the next customer, right? Like you always have to keep that pipeline full. You're always trying to find ways to get recurring revenue, but in a services company, recurring revenue is all about having larger accounts and smaller accounts. And so in the concept of the consulting world, we had three different tiers. we had whales, which, you know, could feed the whole company for like a year or more. We had tuna, which were like six to eight month contracts. And then we had our guppies, which were you know, one to two month engagements, right? And we use this like fishing analogy for, you know, the size of the customers, right? And, you know, with consulting, it's all about customer personal relationships. you know, but when you're doing consulting and building software, you know, each project is its own, like masterclass in ideation and design and development.
And it requires, you know, building software is not easy. It requires entire teams, like obviously, you know, You need the idea, the product, you need the design, you need the implementation of the engineering, you need project managers, you need QA testers, right? Like it's this massive, tool chain of software development lifecycle. So, you know, building a service company around that was extremely hard. And, you know, at some point we just ended up like nearshoring and outsourcing like most of that work and just focus primarily on. You know, building the customer base and doing customer acquisition, getting the customers in the funnel, and then kind of being customer success while our near shore teams were doing a lot of the engineering work for us. because it's huge. it's like customer acquisition, then you make the sausage in the factory, and then, you know, you're supporting the customer at the end of that transaction. And each one of these is, you know, a very large extended process, right? It's a long extended process, takes a lot of manpower and all that stuff. so a product company is very different. It's vastly different. you know, when you're building a product, you don't have customers, you kind of have an idea of what you want to build, then you have to get the customers, you have to get them on the platform, you have to get them using it, then you have to get their feedback, then you have to iterate on that, and then, so you're you're doing a completely different product, you're still building software, but you're just building one product, right? And this one product has to fit the needs of like one customer or many customers. In the case of Venture Capital, they all want you to like go after multiple customers. They don't want you to just like build for one, you know, that's kind of where you start. But you have to have the ability to kind of build for the least common denominator and scale out and scale across, right? And so, building a product itself. Is a identifying your customer be like figuring out how to attract that customer, bring them in, see,and you've got a lot of different tools and, you know, go to market strategies to be able to do that. And then, you know, you're building just one product, right?
So you have like one team that's highly focused on what you're doing. Whereas like in a consulting type opportunity or services business, you're kind of focused on many different customers simultaneously. So you don't really get a lot of depth into, you know, the services side, right? but on the, you know, when you're a founder of a product company, there's a lot of depth and there's a lot of, you know, things that you're kind of. Doing the mental gymnastics on day to day and week to week, but you're solely focused in on this one thing. So, you know, it gives you singular focus to, you know, build something great. Right. Whereas like in the services side of the business, like you're just kind of jumping around from, you know, this and that and the other thing.
And it's, you know, a constant juggling act. Yeah.
[00:10:11] Jay: Yeah, that makes a lot of sense. That's a good summary. so I mean, fast forward, you've got product bought now. We'll talk about a couple of other things, but I'm just curious in this context of the conversation, how did you do your market research and how did you make sure it was a good idea before you went out and built this thing?
Right. Cause I talked to so many people. Who have the best idea and then they just go build it or go try to build it and go do whatever and they don't even know that anybody wants it, right? It's like you spend a lot of money and a lot of heartache trying to build something that you think is great and that you want that nobody else does.
So how did you kind of ferret out the market research side of things?
[00:10:51] Reza: Well, I had a fail at the first two startups, obviously.
[00:10:54] Jay: Yeah. I think that there's definitely in this go round with product bot, I had this idea, right? And the idea was to accelerate the product development life cycle using jitter of AI and great hypothesis. You know, I tested it out, used open AI when I got my beta invite last August, Just started playing with it, started putting it out there, you know, started like using generative AI to kind of do the software development process. Theory worked great. It's fantastic, but you know, who would care about this, right? Like product teams, designers. engineers, people like that. And so what I did is I basically took a group of product managers in my network. I went and got an automation tool. I think it was like octopus CRM or something like that. I use octopus to basically scrape my entire LinkedIn network of product managers and how about like. 50 or 60. I've done product and software engineering for 15 years. big list of people that I know. And so, just sent all of them a DM and asked them, said, Hey, I've got this idea that I'm working on.
[00:12:03] Reza: Would you take, you know, do a study for me? Right. And so, you know, had about 40 people, you know, fill out a qualitative study on product management. And so, you know, it was very comprehensive. It's probably like a 45 minute survey. it was not, you know, we try to make it like as simple as possible, but there were so many different ideas that we wanted to tease out in that survey.
Right? you have an idea of what you want to build. You want to understand, you know, the pecking order of their company. You want to understand how big the company is. You want to understand. Like what the role of the person is you want to use the demographic information to kind of Check the perspective of the person that you're going after.
You really want to dive deep into that, those personas, right? What do these different people care about? Your junior PM is going to care about something different than your senior PM, is going to care something different than the director, is going to care some, you know, at the senior director level or even the VP. They all have different jobs and roles and functions that they have to do. So each one of these people is going to look at the... you know, questions a little bit differently. So you want to kind of tease that out, right? You want to understand demographically who you're talking to then, you know, so we basically pull out the demographic. Then we basically have, you know, we want to understand what tools they use, right? Like, are you using Figma? Are you using Google docs? Are you using Jira? Are you using the notion, right? Because when you're building a B2B software platform, you want to understand. critically, like what those, what tools those people are using. And so to form like the least common denominator of the product that you're going to build, that was like the second thing. And then it was like, you know, what do you know, how do you do these processes? Like what's the order of operations for you? Like, what do you care about the most in your job?
What are some things that frustrate you? And the number one thing is like, you know, chasing the pain. Like if someone has pain, they're willing to pay to have that pain go away. And so, you know, these are kind of some of the things that you want to test in your hypothesis when you're building a product, like you don't want to spend your time building something for somebody that nobody gives a shit about.
Right. I don't know if we can cuss on this podcast,
but,
[00:14:18] Jay: can do say whatever you want, man, since
[00:14:20] Reza: So, you know, ideally, like, you're wanting to find something that everyone can agree on is terrible and can be better, right? And so, you kind of want to tease that concept out a little bit, and then, you know, have people rank things.
Like, ranking is, the most underutilized thing, I think, in surveys. Because from that, you can kind of understand, like, what's important to people, right? Like... How do you feel about doing these activities? Like, what is the most painful activity you can think of, right? And so you start to see patterns emerge and it's like looking at that data and looking at the patterns of you know how people, you know view their jobs or view the software that they use, you know, really teasing that out and understanding the person, right? Getting to the to be looking or understand, understanding who that person is empathetically, right? And at that point, you kind of have some good hypothesis tests that you can run. So at that point, you know, we basically ran a quantitative study. So we have some assumptions that now we want to test based on this qualitative data set. So then we ran a quick 10 minute or five minute, you know, quantitative study, which was basically like. You know, tell me about these things right here, answer these questions, rank these things, give me some sliding scales. And then we have like run our hypothesis test to the same group of people. And so based on that, like we really got to understand our customers deeply. we understand what their pain points are. We understand what they care about, what they don't care about, things that, you know, they would want. Right. So, you know, based on this, you really have a ton of ammunition, you know, when you're building a product and you're trying to go to market, you have sort of nailed down, you know, the person that you're trying to build the thing for right now, being a product manager and a software engineer for the past, like 15 years, I have this. Wonderful experience of also being that person. So the empathy is kind of like already there to a certain degree. You know, I think, Stephen King wrote a book it's called Stephen King on writing. And like at one point I used to like write a lot and you know, in the book, what he preaches to people is like, write about what you know. And the same thing is applicable when you're building software products. Like don't try and build something for. You know, a use case like some pie in the sky or some wild hair idea you get identify with a problem that you are familiar with
identify something that like has been a pain point in your own life because like when you when you have that like natural empathy, like you've lived that before. It kind of becomes like second nature. So build what you know, right,
[00:17:15] Jay: I like that. how did you avoid? Being biased to the ideas you already had coming into that, right? Like you get all this data that comes in and you have all these things that come in and how you go, yep, that's exactly what I thought. Like, let's go build that thing. How did you avoid kind of being influenced by your own kind of prethoughts before you got that data in, or was it just the same thing on both sides?
You're like, it just. You know, verified what you thought to begin with.
[00:17:43] Reza: you know, I didn't really know what to think, you know, and you can't, you don't want to go into these things with a bias, right? So you want to try and like craft questions in your quantitative study that, that, are less biased than the normal, right? And you don't want, you kind of want to get a least common denominator in the answer.
So like when you're looking at the analysis, Don't assume, like mix the results and you'll find the truth, right? Like don't say, well, these people really care about this, you know, like this one segment cares about this one thing. Oh, that's great. But like, it doesn't provide a universal truth that you can use, like base your product or building your product on, right? You're going to want to find something that's universally true to everyone. And so, you know, like find that in your data and that's really the key.
[00:18:32] Jay: Great. What's
[00:18:34] Reza: The other thing that you do is like, you know, at the point where you've kind of tested your hypothesis and you have some proof positive idea that you want to, you know, go to market with, what we did is we basically built a prototype. And I took it to TechCrunch Disrupt and I reverse pitched, like, all the founders on the floor. And so, this was, like, last September, last August. I took it, I took a prototype out there. Or, September, October last year, I can't remember. took a prototype out there and, you know, had about 15, 20 people, like, say, When can I sign up for this thing?
I didn't even
[00:19:08] Jay: reverse pitching, by the way? I don't know what that means.
[00:19:11] Reza: So at conventions or trade shows like TechCrunch, they have like a booth set up and you can just walk by to the booth and just say like, Hey, you know, love to hear about your product and, you know, have them pitch. And then they ask you after a while, you know, people are, you know, and they might be like, Oh, you know, want to learn about what you do.
And so I use that as an opportunity to just reverse pitch them
on product.
[00:19:33] Jay: Okay. All right. I wasn't sure if there's some, unknown, you know, secret technique to pitching people,
[00:19:38] Reza: Now this is a secret networking technique.
[00:19:41] Jay: of. That's a, no,I do that one all the time. if you, it's a great point though. If you're at these events, people will eventually stop talking and they will ask you about themselves. And it is important to sit there and, you know, ask them first what they do, what their product is. And then you kind of open them up to at least giving a shit at all about who you are, why you're standing there.
So, all right. So. Rewind a little bit and then we're going to come back. So who was your first customer at UltraAuth? Do you remember?
[00:20:10] Reza: At UltraAuth, man, yeah, we had like, some pretty big consumer tech companies that we kind of made it through like the initial conversations, but, you know, UltraAuth was a really hard sell. That's why we ended up just selling the company. It was really hard to get, you know, when you're selling enterprise cybersecurity, it's a very long road through the, sales pipeline.
And so I was happy to sell Ultra Auth.
[00:20:39] Jay: Well, maybe tell me about that. How did you sell that company? I mean, had you sold a company before that?
[00:20:45] Reza: No, I hadn't. That was the first company I sold. you know, so we found it like somebody came through my network. a buyer came through my network. we had kind of, you know, the website was up and stuff like that. We had done some advertising. I think somebody saw it and, got in touch and, they were like, Hey, would you be open to selling this?
And I'm like, I don't know. How much are you offering? Right? Like. so yeah,we had an inquiry. The inquiry was shopping around. I think they couldn't make a deal happen with another company came back to us. Kind of like in buy mode, you know, so, I think that, yeah, so we were able to make the deal happen and, you know, it, due diligence is kind of a real pain, you know, building something, and then having to give people access to everything takes a very long time.
so,
yeah.
[00:21:35] Jay: your consulting business? What was your, who's your first customer there?
[00:21:38] Reza: Oh God. can't even remember, like, that was so long ago.
[00:21:42] Jay: It was a while ago, right? It was what, 15 years ago, 14
[00:21:46] Reza: Yeah. I can't even tell you. I'd have to go back and look at QuickBooks
[00:21:50] Jay: and then let's get back to Product Bot. So who are you selling it to? You know, what, who are you trying to get people to invest in it? Like, what is the goal? What are you guys doing now? and who's going to be using this thing?
[00:22:02] Reza: Yeah. So Product Bot has been, you know, obviously in the past 12 months, we've really come a long way. first customers are, you know, obviously product managers. With the research and the legwork that we put into it, we really honed in on, you know, who's going to buy it and why. And, you know, we've, you know, we started engineering it earlier this year, like really early in the year. Launched first version in May. we've launched a second version in August. And, the second version seems to be really sticking with people. It's resonating. monthly active users, a lot of recurring usage, a lot of really forward thinking ideas around AI and how companies are viewing AI right now.
So we've kind of built a lot of really enterprise y things right now. So a lot of data privacy, a lot of data security, you know, we've got a lot of different options on the table for enterprise right now. And they seem to be like the most interested in using a platform like ProductBot. and so, you know, we're going down that road right now.
I think it's been interesting. we're in a very interesting spot. We're in the Capital Factory Accelerator Program here in Austin. we're part of that group. we've been doing a lot of fundraising since we got in the portfolio. And, we're pretty close, I'd say. term sheet right now, as of yesterday, a soft commitment there from, you know, some funds.
And, we have about four or five other interested parties to jump in on the round. And so, you know, fundraisings there have our first paying customers. We have, you know, pretty solid pipeline of sales opportunities that are all going to open up. We have. Public launch happening in a couple of weeks, so it's moving.
I got a lot of things in the air right now
[00:23:54] Jay: I appreciate you giving me some of your time today. that, well 2 more questions. do you feel the same AI fatigue that the rest of the tech world maybe feels right now, has that impacted you guys? Do you think like people are starting to just like glaze over a little bit when you hear AI, 'cause you hear it so much and chat GPT and oh my God, like if, you know, if I see another post on LinkedIn, I'm gonna jump out the window kind of thing.
what is your, maybe not in your opinion on it, but what's your take on the industry's. saturation with A. I. Information lately,
[00:24:29] Reza: Yeah, so, I think that it's the most fast moving industry at the moment and I think that there is There are product decisions that we have to make weekly that could be Change that could change in like a few weeks, right? And so when you're at the bleeding edge of what's happening, you're cognizant of everything, like you have to stay dialed in or you're going to make a mistake. And I think, you know, from my point of view, there is a tremendous amount of opportunity for companies and people, individuals to like really flourish during this period in our history. And. The flourishing will happen when you start adopting AI tools and you start using them to your benefit. We've been able to move extremely quickly with AI tools in what we're building and what we're shipping and how that is all unfolding right now. I believe that there is a, it's a hype train to a certain extent. But it's not like a crappy hype train like
[00:25:47] Jay: right?
[00:25:47] Reza: this is the real deal. this is the, you know, woolly mammoth of, you know, tech that is been the culmination of like 50 years of technology, right? into this one singular moment where, you know, the productivity and the ability for machines to reason and produce human quality output is just phenomenal. Like, you know, imagine a world where like the AI can think for us and do things for us without the need for our input or feedback. And that's literally where we're at. traditionally I've had to rethink about how I think about software entirely. And I've been building software for 15 years and now, like, I have this whole new paradigm shift of how software is supposed to work and how it's supposed to operate, like, what do you mean I don't need to have, like, API web hooks, like, and manage those, the AI can manage those, if I give it a YAML file?
Are you kidding me? Like, now I don't have to maintain all that extra code. you know, I think that, yeah. Companies like ours have like really benefited from having AI. Like, I don't spend nearly as much money as I used to spend on marketing. I do a lot more social posts because of generative AI. I have the ability to quickly write product marketing copy for a product. you know, and these are just, you know, optimizations where I get like 20 minutes back for each task that I have to do. At the end of the day, I could be so much, I am so much more productive, you know, having it help me do all these things that I don't like doing and or, you know, maybe they're challenging for me, right?
Like, and so, you know, and same thing with like, you know, software engineering, like. Our engineers are using AI to generate a lot of the code that goes in the platform. We're using AI for automated testing tools, right? Like rewrite these or write these tests for me, right? So, you know, and I think there's just, it's just a matter of time before a lot of these tools kind of get built into all the software that exists today. And so, you know, think about like the four hour work week, like that's where we're headed, right? Where,
you know,
[00:28:11] Jay: that's on my desk somewhere. I think it's over there. I think it's over there.
[00:28:15] Reza: I mean, we're getting to a point where you can automate a lot of things and like entrepreneurs like us, are going to greatly benefit from that. Like, imagine, you know, like, I don't really have a marketing person right now.
Normally I would have somebody helping me with marketing, but like now I just have generative AI, Same thing with, like, building ProductBot. We use ProductBot to build ProductBot. You know, like, that kind of, you know, optimization, and, you know, we're like, you know, we're just at the beginning phase of this, and there's so much experimentation that's, like, happening that's rapidly changing how people are going to interact with AI. For example, I gave a talk the other night at the Product Lead, sponsored by Pragmatic Institute here in Austin, and There were like 70 something product managers there, and I'm giving a talk about AI, and I feel like a high school teacher talking to like a bunch of third graders, right? And you know, cause some of the questions they asked, like they didn't understand like what prompt engineering was or prompt chaining was, or, you know, autonomous agents and how that works, or even like any of the technical architecture behind how AI works, like, you know, it was a complete. Like, you know, baseline, like people are just trying to understand the basis for the technology and how it's applicable. Do you remember the first time you use Google?
[00:29:47] Jay: No.
[00:29:49] Reza: Okay. Well, the first
time I used,
[00:29:51] Jay: Alta Vista or one of those search engines back in the day.
[00:29:54] Reza: Right. And so like over time, you know, you realize that like when you wrote the perfect query or the perfect query into the search bar, it would produce a higher quality output, right?
And so. But it took us years to get there and the algorithm changed over time and it got better and better.
And then, you know, then you started adding like images and videos and all this other stuff. And, you know, you've got a lot of media floating around. We're at like AI Google 1. 0, right? Like that's where we are in this life cycle. And I think that what we're seeing, the rapid innovation that's happening right now with. The ai tools like the llms like multi modality. We're talking about speech. We're talking about video We're talking about like the ability to like generate people that can talk multiple languages like all the different things that we've seen is like the Precambrian like epoch where You know, it's about to explode
Right.
and this is in every facet of Technology, every facet of, business, every facet of knowledge based work, like that is a huge chunk of what makes up the U.
S. economy,
Right.
Services, technology services and knowledge based businesses are what runs the American economy.
[00:31:15] Jay: Yeah. No. Well, I agree. Basically everything you just said. I don't want to see any more, Here's the top ten prompts you should be using on ChatGPT on my feed anymore. But,I do agree. I think, I think we're just at the beginning of a really cool time. transformational. Reza, One more question.
If you could do anything in the world, non business related, and you knew you couldn't fail, what would it be?
[00:31:43] Reza: Oh man, you're gonna hate me for saying this, but,I think I'd be an influencer.
[00:31:48] Jay: Really? You want to be an influencer. I mean, you could do that. I mean, that's, you know, that's not a big deal. You're already an influencer. I
[00:31:57] Reza: No, man. I'm slightly joking. I don't know, man. I mean, I think that, you know, I'd really enjoy like just being outdoors like, you know, It's, I don't think people were meant to like sit in front of computers all day. ha.
[00:32:11] Jay: don't, I don't think so either.
[00:32:13] Reza: Yeah, I think it's, you know, being outside, being a part of, you know, what's happening in nature, albeit, you know, not 110 degrees like it usually is here in, you know, Austin in the summer, but, yeah, I'd love to do something like that.
[00:32:27] Jay: All right. All right. I'll take it. living outdoors. You have a doghouse outside. You'll just live out, out back, of your house. All right. if people are going to want to find more about ProductBot or about you to get in touch, what's the best way to do that?
[00:32:42] Reza: Yeah, go to productbot. ai. you can check out the, the website there. We're going to be public launch in less than two weeks now. So, should be self service signup at that point. You know, people can just hop in, give it a test drive. it's 30 day free trial. You know, if you find a lot of use in product bot and you want to learn more, you can always like, you know, reach out to the team and there's, you know, contact forms and stuff on the website.
So.
[00:33:09] Jay: All right, brother. Well, I appreciate your time. I'm excited to see what you guys cook up and, I'll be one of those signups in a couple of weeks. So, stay in touch, brother. I'll talk to you. All right.
[00:33:17] Reza: Yeah. Thanks, Jay. See you,
man.
[00:33:19] Jay: man. See ya.