How Luminous is scaling from 1-10 million

Transcript:

 

[00:00:52] JARED WARD: All righty. So we got the luminous sales team right here in front of me. So how, how long have you guys been going at this for [00:01:00] now? When did you start? Two weeks. I've been at 

 

[00:01:03] : here two weeks. Yep. I'm going on my, uh, my third week here at luminous. So. Technically my third week too. I felt like we were on the phone every day.

 

[00:01:11] : Anyways, that first week. Yeah. So Logan walked me through. 

 

[00:01:15] JARED WARD: How has it been your first couple of weeks here at Luminous? 

 

[00:01:18] LOGAN HOLGATE: Man, it's been, uh, it's been, it's been, it's been crazy, but it's been really good. We've been able to make, make steps. We've been able to grow. Um, when I first got brought on, no former experience in the tech industry.

 

[00:01:31] LOGAN HOLGATE: Um, I came from a solar background, so being brought on, I wasn't sure what, what to expect. And, and, uh, Jared, we, after the interview, kind of just threw me in there and was like, okay. Let's figure it out and we've been able to take steps and move forward and finally starting to get things going in the right direction.

 

[00:01:46] LOGAN HOLGATE: So, so Zach is your friend. 

 

[00:01:48] JARED WARD: So walk me through, like, how did Zach, how did he get roped into this? Cause he's here now. 

 

[00:01:54] LOGAN HOLGATE: Yeah. Um, so yeah, Zach been lifelong friends, pretty much a [00:02:00] cousin. Uh, I saw that he was just killing in the tech industry and I was kind of looking to transition to a different career. Um, and I was like, Zach, is there any like links you have, is there any opportunities, you know, available down that way?

 

[00:02:12] LOGAN HOLGATE: Um, and he was the one who got me in contact with Jared. And then I got brought on and I was like, Hey, it might be a little in over my head here is talking with Zach back and forth. And, uh, next thing you know, we got Zach an interview and yeah, now he's a huge, huge part of the team. So that's right. Okay, 

 

[00:02:28] JARED WARD: Zach, this is, I'm super interested.

 

[00:02:30] JARED WARD: Like, why did you, why did you choose Luminous? Why did you join Luminous? Cause you were already at a, you had a good startup. Stay AI is. It's a super cool tool. Um, I guess, why did you choose to come here? 

 

[00:02:45] : The opportunity. Um, like honestly, after talking to you, talking to Logan after that first week, like I just saw the gap in the market.

 

[00:02:54] : I saw the potential that you guys had to grow and scale. And then obviously coming on, [00:03:00] um, and being able to grow and scale this sales team to the potential that it has, like. It was just something that I couldn't pass up on. So, um, yeah, the, the whole thing just kind of happened organically. I feel like, uh, the way that I approached you through the Commerce Catalyst Slack channel, um, and then, yeah, bringing Logan on board, like, it just kind of all happened so naturally that I felt like there, there was no way that I could say no at the end of the day.

 

[00:03:30] : So, 

 

[00:03:31] JARED WARD: something that you guys have Been really passionate about. And I think that we're super aligned on, which that's why I, that's why I gave you guys offers as well. Like from my perspective, why I even chose you two out of anybody else is, um, we're aligned on old school selling versus modern day selling and how luminous, how I want to be perceived in the market.

 

[00:03:57] JARED WARD: So. Walk me through how [00:04:00] you guys want to sell differently. Cause I know that's something that both of you are very passionate about and you're going to be documenting exactly how you, for example, we're going to double luminous as MRR in the next three months, mark my words, baby, let's go. So we don't want to just do that through the old school way of selling, which is like, you know, higher six.

 

[00:04:28] JARED WARD: Six SDRs and two AEs and the SDRs generate demand through automated email outbound and 65 dials a day. And, you know, we want to do things differently. So walk me through why you're passionate about that and what it's actually, what does that entail for Luminous? 

 

[00:04:45] : A hundred percent. So, yeah, I've been in e commerce tech for the last couple of years and Um, yeah, kind of been through that process, like you said, where there's a lot of automated emails and there's obviously some type of customization thrown in there as well.

 

[00:04:59] : But [00:05:00] at scale, I just, I love the human interaction aspect of selling, being able to connect with someone one on one face to face. Like. Just being able to be there in person with the other person, I feel like goes that much further, um, in the long term. And so, something we've been trying out is doing drop bys, delivering crumble cookies, and You guys are known as the crumble 

 

[00:05:24] JARED WARD: daddies or the cookie daddies?

 

[00:05:25] JARED WARD: Cookie daddies, crumble daddies, whatever you guys want to call us. All right, the cookie daddies. So what do the cookie daddies do? What do you guys do? Um, 

 

[00:05:34] LOGAN HOLGATE: yeah, so basically Kind of go back to your, your first question. I had no prior experience in the tech industry and how the sales process works. So coming into it, I, I was looking at what previous SDRs were doing, the more traditional route, plug, plug and play kind of going about it that way.

 

[00:05:51] LOGAN HOLGATE: And I wanted to steer away from that and bring my own personality in my own way of connecting with these, these operators and more organic way. I feel [00:06:00] like we're at the time in the industry where AI is just dominating and it's taking over and nothing's as personalized. And it's, it's, it's kind of a breath of fresh air.

 

[00:06:09] LOGAN HOLGATE: I feel like for these operators to be able to engage with, with these sales people in person and have a more organic conversation. And so that's kind of where the crumble idea started. Um, we've been stopping by different, different operators, different, um, headquarters, warehouses, and bringing crumble cookies, getting in front of the people that.

 

[00:06:28] LOGAN HOLGATE: That that make the decisions that can uh, they can see how luminous can benefit their operations So yeah, it's been it's been fun a different different take 

 

[00:06:35] JARED WARD: on it. Yeah, so 

 

[00:06:36] LOGAN HOLGATE: I mean 

 

[00:06:37] JARED WARD: From my perspective the reason why you and I are so aligned on selling and the way to sell is because Luminous we're trying to sell people to people not robot to people so if you look at our competitors like net suite or Just some of the more upmarket tools like NetSuite or Acumatica or Big ERPs, even more mid [00:07:00] market tools.

 

[00:07:01] JARED WARD: What I find is, if you talk to e commerce operators or founders, they'll say the same thing like, dude, I have like three Account executives or SDRs from NetSuite in my LinkedIn inbox right now. It's like just following up, bro. I bet NetSuite could really help your business. It's like, I never wanted to be that company.

 

[00:07:23] JARED WARD: I didn't want to have like three different SDRs and one person's inbox, like just shoving it down their throats. Um, so that's something that we're really focused on intentionally building as we build the luminous sales team, sales and marketing is. Yeah, speaking to people human to human. I think that's, those are the types of conversations that we have almost on a daily basis, which is like, how can we connect with these operators more?

 

[00:07:52] JARED WARD: How can we, how can we help them? How, how can we bring value? It's not like, how can we get more people to buy luminous? It's just. [00:08:00] We're genuinely trying to understand the market who our buyers are and how to reach them So yeah crumble is one way. Well, like what are some other interesting ways that you guys Have been going about like this people to people Selling I 

 

[00:08:16] : think I know like custom linkedin videos.

 

[00:08:19] : That's what I was just gonna say Yeah, it's just like instead of just sending your generic whatever linkedin and mail. Um Just taking the extra 30 seconds to a minute, making a quick video and sending it their way. Um, it, it definitely can go a long way in, in those people's eyes. Um, just, yeah, showing that you are taking that time to make something custom just for them.

 

[00:08:42] JARED WARD: What do you think the difference is between like a robot to human and like human to human interactions? Why is that important to you? 

 

[00:08:50] LOGAN HOLGATE: I think cells, if I mean, if you've been in cell cells, the transfer of energy, um, the way you can communicate with people, the way you're portraying yourself and how do you do that is an AI [00:09:00] bot or a robot.

 

[00:09:00] LOGAN HOLGATE: You know, you can't do that. It takes away the human nature of cells, which that's what it is, is being able to connect with your prospects, being able to for them to fill. How genuine you are and how you believe you can actually solve their problems and help them. And that's kind of the culture that is the culture that we are building here at luminous on the sell side of things and marketing side of things is we want We want these operators know that we genuinely Can help them and we want them to feel that and the way to do that is by Being able to personalize with these people sending customized linkedin videos stopping by their home their warehouse their work not their home their warehouse No, um, dropping by the warehouse and, and really showing them that we care and we're putting in that extra step.

 

[00:09:44] LOGAN HOLGATE: And, uh, yeah, that's, that's really the culture that we are building here on the sell side of things. 

 

[00:09:49] : And I also just feel like it kind of gets lost. Like in today's day and age, everyone's doing outreach. There's a million of companies that are sending these emails or emails through LinkedIn that are sending [00:10:00] emails, like everything's kind of just automated and you're getting hundreds and tons every single day.

 

[00:10:06] : Um, So being able to relate and like connect with someone on another level or a more personal level, I feel like just goes that much further. So yeah, taking that extra step, step, taking the time to do your research and like actually find a common interest, interest with someone, um, I think just goes such a long way.

 

[00:10:25] : Yeah. Well, what's also 

 

[00:10:27] JARED WARD: cool is. With luminous sales and marketing, like we're trying to uncover, we're trying to, we're trying to educate the markets so that they can uncover their own problems and whether or not luminous ends up being the solution to those problems, um, that's okay. But yeah, I think, I think ultimately that's what brought us together is like, we're all aligned on this, this concept of human to human marketing, human to human selling.

 

[00:10:55] JARED WARD: And I think that's what people can expect. If they see, if somebody sees you in your inbox, like [00:11:00] it's actually you guys, you know, and you guys actually think that luminous could be a good fit. And, um, I think we're definitely an organization. That's a, we're, we're, We're not a high pressure sales team. Um, we're, we're very much relating to people on a very human level.

 

[00:11:22] JARED WARD: And if it's a good fit, great. If not all good, like hopefully, hopefully you get some value out of our interaction. Um, so as we move into 2024 and also as we're closing out 2023, what are some of the goals, like what, what goals are we all aligned in right now? And I guess, what are the goals for. You too, Zach and Logan, the cookie daddies.

 

[00:11:48] JARED WARD: What are you guys going to accomplish Q4? And then what are we going to do in 2024 next year? Looking back 

 

[00:11:54] : at this, I think, uh, these first couple of weeks, we've just been dialing in our, our [00:12:00] processes and systems. Um, on how, what actually works, what works in the world that we're living in. And, um, taking a step back, just kind of looking at what the rest of the year is going to look like 150 demos, uh, between now and November, uh, it's kind of what we're shooting for.

 

[00:12:17] : So, um, that leading us to a hundred or 83 K and MRR, uh, is the goal and what we're pushing for right now. Absolutely. I think. 

 

[00:12:28] LOGAN HOLGATE: It's going to be a journey. It's it's, it's humbling. It's going to be hard. Um, but we have our goal set. We're going to get 150 demos booked. We're going to get our, um, ARR to 83 K doubling it, what it is right now.

 

[00:12:39] LOGAN HOLGATE: And we, uh, we're going to be documenting it along the way as well. Seeing what works, seeing what doesn't work, really just bringing a new perspective onto the SDR, a role, um, in different ways you can, you can reach those, those harder goals that. Seem maybe unattainable, but yeah, that's what, that's what's happening.

 

[00:12:55] LOGAN HOLGATE: So, yeah. 

 

[00:12:56] JARED WARD: What about 2024 looking into 2024? Like what are your goals [00:13:00] individually at luminous and also, yeah. What are you hoping to accomplish where, where, where are we going to be sales wise at the end of 2024, in your opinion, 

 

[00:13:09] : we're going to take it from 1, 000, 000 ARI to three mil where we're going to go and triple what we're, we're currently doing, um, by the end of 2024.

 

[00:13:20] : Um, and personally, like, I, I think for me coming over here, I just saw this as a huge opportunity to not only be able to, um, like expand my sales career, but expand my e commerce knowledge for coming here. I'd been in a couple other e com tech companies and I learned That side of things but I haven't really been on the operations side so this has been like The the last couple weeks just learning about operations and inventory and how important it really is for a scaling e commerce business has been So valuable, um, just, uh, within my e commerce knowledge in general.

 

[00:13:58] : Um, so [00:14:00] yeah, just seeing that up, learning everything that I can and, um, being able to, to help as many business owners who are scaling as possible. 

 

[00:14:07] LOGAN HOLGATE: Yeah. One thing that, that drew me to luminous and why I was so excited to start this journey here is we're a software built by e commerce operators, like getting to meet Jared, Brendan, the team.

 

[00:14:18] LOGAN HOLGATE: They, they. They saw a gap in the market based off of their personal experience and They they know that there was a problem there So just being on this team and and then being able to relate to all these other operators There's no reason why we can't and find the problem and bring a solution and get to three million I mean, that's the goal by the end of next year and we can get there but It really was it's it's it really is amazing.

 

[00:14:42] LOGAN HOLGATE: Um what we are building here at luminous and and we were built by e commerce operators So we we really want to help these people more than anything and bring a genuine product that is going to Better their business and there is a gap in the market and we are filling it Um, and we're doing it in a in an honest great way So what [00:15:00] I would add to that is 

 

[00:15:00] JARED WARD: going into 2024.

 

[00:15:02] JARED WARD: We're really positioning ourselves as thought leaders um, that's how we want to generate demand is bringing the conversations that That have sold our existing clients. These really curious, fun conversations of like this gap in the market and why luminous is such a good fit for fast growing, medium sized e commerce companies, we're going to take that message and spread it with hundreds of thousands of e commerce store owners in, in a, in a non aggressive way.

 

[00:15:31] JARED WARD: It's just putting that message out there. Probably there's going to be a lot of humor and it's going to be backed up by two killer A's and SDRs that are, um, You know, they're capturing that, that demand that's been generated from a fun and curious and, um, cool hip, new way of advertising and selling. So yeah, that's, that's [00:16:00] luminous 2023, 2024 goals.

 

[00:16:01] JARED WARD: Um, I have a question for both of you too. I know you guys have said that you're interested in. Starting like a LinkedIn newsletter or like you're committed to start posting multiple times a week really just show giving giving people a peek under the hood of these insane goals like Doubling our mm doubling our mrr in just three months.

 

[00:16:23] JARED WARD: So Yeah No, why what why are you guys doing that? Um, I fully support it. I think it's freaking awesome. Yeah, 

 

[00:16:31] LOGAN HOLGATE: absolutely 

 

[00:16:32] JARED WARD: It's 

 

[00:16:32] LOGAN HOLGATE: it's really putting yourself out there. No It it definitely is and that's what we want to do So zach, um a big reason why I was so stoked to get him on the team is we We had a vision as soon as he got on our goal is to goals, kind of find this new way of presenting ourselves in the marketplace, new way of selling a new kind of a new generation of the SDRs that are coming up.

 

[00:16:53] LOGAN HOLGATE: And we want to document what we're doing because we want to bring value. We want to be the new norm. We want to set the new norm of, of ways [00:17:00] to, um, uh, to sell in a more genuine way, especially in such a saturated market that's that is right now. So. Yeah, we uh, we plan on on documenting it along the way starting a newsletter kind of showing showing everyone what we were able to do Especially what didn't work as well kind of learn from our failures So maybe they don't have to make the same mistakes.

 

[00:17:19] LOGAN HOLGATE: But um, yeah newsletter is definitely in the works here. So 

 

[00:17:22] JARED WARD: nice 

 

[00:17:23] : Yeah, I think uh Kind of like I mentioned before the day and age that we're living in like things are changing Um, they're shifting towards this more I think genuine Person behind the face or whatever you're seeing on linkedin or email. Um, I I don't think you can just be spamming spamming out thousands of emails a day Um to actually be able to get someone's attention just because inboxes are so flooded Um, so taking that extra step with such a lean team.

 

[00:17:53] : I mean, it's just me and logan. Um, and being able to uh reach people [00:18:00] at that point of Genuine curiosity and being like, Oh, wait, these, these people actually care about me and my business. And they want to help me out. Um, like that's, I feel like how we're going to be able to capitalize on. People in the market right now.

 

[00:18:16] JARED WARD: Yeah, and honestly, that's why I support this so much Obviously like i've taken the lead by doing founder led content first And this is why I totally support you guys doing that josh does his own thing brennan posts his own content, but it it all goes back to this concept of there's actual people behind this company It's, that's, that's how you, you can't fake people to people marketing in a company selling people to people.

 

[00:18:45] JARED WARD: Um, and we're, I mean, that's why we're doing this podcast. That's why, that's why we, I want to show in every single department that there's a face and there's a reason behind what we do [00:19:00] and why we do it. So yeah, that's why I'm super pumped for you guys to, to launch all of this content. I think it's going to be super cool.

 

[00:19:07] JARED WARD: And I think it's going to bring a lot of value, especially what you guys are doing. It's going to bring a lot of value to other tech salespeople, not, not even necessarily like e commerce people, but either way, I think it's, it's amazing. Like the more people can relate to you, then the better we can achieve that vision of luminous being the market leader.

 

[00:19:29] JARED WARD: And you know, when somebody lands on our website and researches us, it's just like. They can actually get a feel of the faces and the people and the personalities behind the company. And that's the goal. 

 

[00:19:41] LOGAN HOLGATE: So it's one thing I've noticed. It's honestly refreshing. Um, just the culture here at luminous. It's, it's kind of like, where did, where did we go wrong a little bit, you know, in the tech sales industry with everything getting so saturated, it's obviously a problem that it's been made aware.

 

[00:19:56] LOGAN HOLGATE: And so it's refreshing that. That we're trying to kind of take a step back and be like, [00:20:00] wait, where, where did we go wrong? What can we do better to bring a different perspective on the marketplace, a different way of selling in a more, more genuine thought out way instead of falling into the norms of. Of just sending out 500 cold blast emails every single day just that same old plug and play type of type of cells So yeah, it's it's really refreshing and the culture here.

 

[00:20:20] LOGAN HOLGATE: We're building is insane. So it's awesome All right. So this last question's here. 

 

[00:20:25] JARED WARD: I want both of you guys think off the top of your head Um, I guess one of the craziest or funniest stories that could be from your childhood. It could be It could be from solar cells. It could be from um Just a funny crazy story to like leave with everybody that we could that we can flip up and put on the website I 

 

[00:20:51] : Got pants at a high school basketball game once by one of my buddies That was pretty fun.

 

[00:20:56] : And it was yeah. 

 

[00:20:57] JARED WARD: Yeah, it was bad. That was bad [00:21:00] So did your stock with the ladies go up after that? 

 

[00:21:04] : Luckily, it was only the first layer. It wasn't too bad, but still, it was pretty like, I don't know. That's the first thing that popped into my head. 

 

[00:21:16] LOGAN HOLGATE: Um, well, just to go back to solar this past, like this past year, I was out knocking doors and there was a couple of dogs that got let out and I was just this tall kid running through the streets of, of downtown Florida with my solar badge on with my iPad, um, trying to just, yeah.

 

[00:21:32] LOGAN HOLGATE: Get out of the way of these dogs, but, uh, that's probably my most, yeah, as far as solar goes, man, I was out there moving and grooving. So 

 

[00:21:41] : did 

 

[00:21:43] LOGAN HOLGATE: you use a segue at all? No, I 

 

[00:21:45] : can't figure those out. My legs are too long. I can't figure it out. I actually had a couple of stories. So I had like one of those little segues when I did door to door and.

 

[00:21:53] : There's a couple of times where I just be cruising. I'd be on my iPad. I want to see where I was going. And all of a sudden I'd hit a [00:22:00] curb. I'd hit a crack. I just went flying. And then I'd go knock on someone's door after that. And they just started laughing. They're like, dude, you just freaking got wrecked by that curb.

 

[00:22:08] : And I'm like, 

 

[00:22:09] LOGAN HOLGATE: Oh yeah, you saw that? Oh, shoot. Dang it. Once my parents started making me pay for the medical bills, I decided to hang out with the old segway. 

 

[00:22:16] JARED WARD: Yeah, that's awesome. Okay. So when we rewind this back. Cause I'm going to rewind all of these back at the end of 2024. 

 

[00:22:25] : Yeah. 

 

[00:22:26] JARED WARD: Um, where is Logan at the end of 2024?

 

[00:22:29] JARED WARD: Like, and not just at Luminous, like where are you in general, like in all of your life goals? And then same with you, Zach. 

 

[00:22:36] LOGAN HOLGATE: Okay. Totally. Um, end of 2024. So by that point, uh, I would like to be in AE, obviously kind of moving up in the ranks of Luminous. And then as far as. More career wise. And then as far as our content and everything goes, just building that.

 

[00:22:50] LOGAN HOLGATE: Um, how 

 

[00:22:51] JARED WARD: many subscribers to 

 

[00:22:52] LOGAN HOLGATE: your newsletter? I think, I think in a year, a good goal is like anywhere from, I want to say five to 15, 000 in a year. 

 

[00:22:59] JARED WARD: Um, [00:23:00] 

 

[00:23:00] LOGAN HOLGATE: I feel like that's, that's super reasonable, especially like. People in the market that 

 

[00:23:04] JARED WARD: what are, uh, what are you willing to do to get there 

 

[00:23:08] LOGAN HOLGATE: being consistent, just doing, making sure to be on top of all my posts, um, bringing value, making sure to like value driven posts every single week that people can relate to and learn from.

 

[00:23:19] LOGAN HOLGATE: So 

 

[00:23:20] JARED WARD: what are the types of things that you think you'll have to give up to accomplish that? 

 

[00:23:29] LOGAN HOLGATE: maybe a fantasy football that's been taken up some time. Um, I just think being super just intentional with my time and what I'm doing. I feel like a lot of self reflecting and just being aware of where I'm going wrong and what I could be doing at the right times to make the most out of my work and make sure it's intentional and Yeah, I think just being more aware for sure.

 

[00:23:54] JARED WARD: Okay. So at the end of 2024, you are, you have a 10, 000 [00:24:00] subscriber newsletter. You're an AE at Luminous. How much did you sell in 2024? I 

 

[00:24:09] LOGAN HOLGATE: think I could get 200 K. I think I 200 K rev. So that's, that's my goal for sure. That's a good question. I haven't, we've just been so focused on demos booked and I think 200, 000 in, uh, in, in revenue next year would be a pretty good goal for us.

 

[00:24:25] JARED WARD: So I think you could bring in if we hit our demand, Jim. 

 

[00:24:30] LOGAN HOLGATE: Yes. 

 

[00:24:30] JARED WARD: I think you could be bringing in, I mean, we need you to bring in like a million, a million. Well, yeah, then I'm, then I'm shooting low a million, I guess how that ends up the mix of that. I don't know. Like there's, there's 2 million. We got to go fill.

 

[00:24:45] : There's 2 million, 2 million. So 

 

[00:24:47] JARED WARD: there's, from my perspective, like looking back 2024 in order for that to even happen, like the demand, I mean, we need literally. Millions of impressions to generate that type of [00:25:00] demand. 

 

[00:25:00] LOGAN HOLGATE: So that's my perspective. Like if we have to hit 3 million, like I literally need. I need a couple ads and a couple Videos that have millions of views across.

 

[00:25:10] JARED WARD: Yeah multiple platforms 

 

[00:25:11] LOGAN HOLGATE: I guess that is true because once we are scaling and kind of the route we are going we're going to be getting a lot More it's not just going to be all straight just outreach It's going to be a lot of more like organically inbound leads coming in growing the brand So yeah, I mean who knows the product that we're selling in the market that we're in right now. It's it's there. It's really Up to us to make it happen. So that's for me. What about you Zach 

 

[00:25:34] : end of 2024 a million Let's go get a million, baby Leading and growing out the sales team. I want to bring other people on They share a similar vision Um something that me and logan have been doing is like a sunday reflection.

 

[00:25:48] : So going through our weeks And seeing what what went well, what didn't um, where can we improve not only? Uh, sales wise, but like personally as well. Um, with our [00:26:00] health and like everything else that we want to accomplish in our life. 

 

[00:26:04] JARED WARD: Does Zach have a six pack at the end of 2024?

 

[00:26:05] : Absolutely. Hell yeah, man.

 

[00:26:07] : Let's go. Let's go. Bro, we'll see. I got my marathon in like two weeks. Ayy! 

 

[00:26:13] JARED WARD: Where are you running? St. George. I think Josh is also running. Is he really? 

 

[00:26:20] I think so. Didn't even know.

 

[00:26:22] JARED WARD: Have you been training? 

 

[00:26:23] : Yeah. Nice. Yeah, we did 20 miler last week. Nice. Oh, Logan too? 

 

[00:26:29] JARED WARD: No. I'm sorry. My buddies. I was training with my buddies.

 

[00:26:33] JARED WARD: We did 20 miler. I've ran two marathons. Oh, no way. Dude, I didn't even know this. What time are you shooting for? St. George is all downhill, so it better be a good time. 

 

[00:26:43] : I'm shooting for sub four, but I've been averaging around like 10 minute miles, so probably be a little bit over. Yeah. I didn't run St.

 

[00:26:50] JARED WARD: George. I ran, there's like a Heber marathon, so it was kind of, it's kind of tough. I, I think my time [00:27:00] on that was like three 40. 

 

[00:27:01] : Was it? That's really, yeah. You're cooking. That's crazy. It's not, it's 

 

[00:27:05] JARED WARD: all right. Like. My best, my best time was I did a half marathon. I ran at 137. Yeah. That's so that was, that was pretty fast.

 

[00:27:15] JARED WARD: My first marathon ever, it was like four hours and 15 minutes. I was, I just wasn't prepared for it. 

 

[00:27:21] : That was the issue. That'll probably be me. If I can get honestly, like 430. We're, we're, we just got to get this thing done, baby. Yeah, dude, you got it. Um, let's go. I'm thinking we'll see. We'll see how I do after the marathon, but I think it'd be cool to get into like Ironmans and stuff.

 

[00:27:39] : So we'll see. We'll see. It'd be sweet, but got a long ways to go. Um, so yeah, kind of reiterating what I was talking about. Just like, not only are we very like selves, um, and goal driven people, but like, um, having other goals within our life as well. Financially. Um, it, it, it just like kind of all aspects [00:28:00] of life.

 

[00:28:00] : Um, So yeah, um, yeah, no, I was just going to say, so leading, building out the sales team, um, 1 million, uh, in close revenue. Um, and then, yeah, like just, just bring in cool, like minded people on, on the team. 

 

[00:28:16] JARED WARD: Love it. 

 

[00:28:17] LOGAN HOLGATE: To go along with like, like minded people. That's what I love so much about the culture we're building here is because the sales reps that we want to bring on in the future, we want them To have, to have goals and to have visions and to be chasing something.

 

[00:28:28] LOGAN HOLGATE: And we want to make sure they're in that boat and they're in the space where we can help them do that. And we can be there with them and grow with them. And that's the culture we are building here. And it's exciting. 

 

[00:28:39] JARED WARD: Like I'm super stoked to see something that always bugged me about the cultures that I'd had been a part of as an employee before I actually could start shaping a culture was, um, there's always, people always had weird ideas around. They just related to the, my bot, my old boss is related to the concepts of like side hustles or [00:29:00] really, really, I, I just consider like personal development or creative, like satisfying your creative itches and so many companies and so many bosses will, they'll try to control your time and life outside of luminous or outside of the company. And. I just, I couldn't be more against that. I, I want people who are explosive in their creativity and their drive and. I don't think that's something that you need to contain. I think it's something that you welcome. And honestly, if you're the type of person that doesn't have big goals, then I don't really want you here. Like, um, both, both personally and for the company. And that's why, like, so like Josh and I were, we're built, like we're building e commerce brands and we're doing a race, like, see, you can get to a million dollars fastest. And I just think that type of culture is what breeds. [00:30:00] The differentiation from within. So if we have that type of culture that attracts. The type of town that we want. We're going to crush NetSuite. We're going to crush Skubana, Skubalt, like all these other companies because there's no way in hell they have that they have the type of company that's Attracting those type of driven people who can connect with people on a really deep level. So yeah, let's go and then 10k on the newsletter 

 

[00:30:32] LOGAN HOLGATE: We'll get there.

 

[00:30:32] JARED WARD: All right guys, well, thanks and We'll do this a year later. Let's go. 

[00:30:37] LOGAN HOLGATE: Sounds good