Amplemarket with Mica Oliveira
Outline Summary: AmpleMarket — AI-Augmented GTM Platform
Introduction
This conversation spotlights Mika, founder and CEO of Ample Market, Lean Scale’s top go-to-market tool. The hosts praise the product’s elegance, power, and internal use. The aim is to explore the founder story, product philosophy, and live demonstrations of capabilities.
Core premise: AI plus human collaboration, not AI displacing humans. Duo, Ample Market’s personalized sales assistant, augments the rep rather than replaces them.
Center: Key Themes, Capabilities, and Use Cases
Founding Story and Philosophy
Three founders (two physicists, one computer scientist) approached sales with a scientific method.
Motivation emerged from experiences with fragmented tools (Outreach, Apollo, ZoomInfo) and excessive context switching.
Vision: a consolidated platform delivering a pristine, bespoke buyer reach at the right time and through the right channel.
Parallel: self-driving car analogy—integrated, end-to-end design from the ground up, rather than stitching disparate parts.
Core Beliefs and Vision
AI is a collaborator, not a replacer; human judgment remains essential for trust, executive sponsorship, and complex deals.
The platform is designed to connect buyers and sellers by surfacing the best path to engagement and enabling truly human-informed decisions.
The aim is to reduce waste in outreach, increase meaningful conversations, and help reps be creative at scale.
Platform Architecture: Data, AI, and Execution
Data backbone: proprietary “waterfall” data model plus live updates; the system learns from usage to improve signals and verifications.
Signals and ICP matching:每日 signals pulled from accounts in your book of business, augmented by intent and engagement data.
Duo: a learned, personalized sales agent that sits alongside the human—adapting messaging, tone, and workflows to fit individual reps and territories.
Multimodal, Multichannel Execution
End-to-end sequencing: emails, LinkedIn, phone, and video; all orchestrated in one platform to avoid channel drift.
Dynamic sequences: AI suggests eight-step (or customized) sequences, adapting to signals such as website visits, content engagement, job changes, or competitor activity.
Personalization at scale: generates bespoke emails and voice messages using your voice imprint; supports multilingual content and tone customization for global teams.
Data-Driven Prospecting and CRM Integration
Search and discovery: integrated search with filters, “CRM list” imports, and real-time updates; sales data enriches matching and prioritization.
Internal feed: a daily “Spotify-like” day list of accounts and a “Tinder-like” engagement panel for prioritizing actions.
CRM and marketing alignment: seamless connection to existing CRMs; signals, sequences, and outcomes accumulate in one workflow.
Real-World Value and Differentiation
Consolidation advantage: replaces multiple vendors with a single, unified platform—data, signals, and sequencing in one place.
Quality over quantity: emphasizes high-value, personalized outreach to reduce inbox noise and improve response rates.
Global enablement: supports multiple languages and locale-specific messaging for distributed teams.
Future and Engagement
Ongoing product craft emphasizes delightful, practical experiences for quota-carrying reps.
Free trial availability (14-day) to validate use cases and ROI before purchasing.
Emphasis on user-driven innovation and continuous improvement through close collaboration with customers.
Outro
Mika reiterates commitment to human-centered AI, continual product innovation, and partnerships with customers like Lean Scale.
The host invites interested listeners to explore Ample Market via the website, start a free trial, and connect on LinkedIn for updates.
Closing sentiment: a lifecycle of collaboration between human sellers and AI that enhances trust, creativity, and outcomes in GTM motions.
Full Transcript
[Music] Ma, I am pumped for this. This is a long time overdue. So, today we have Ma, founder, CEO of Ample Market. Ample Market is Lean Scales number one go to market tool. We recommend it to all of our customers and it's one that we actually use internally. So, you guys have done an incredible job. I'm so impressed. The product is so elegant, powerful, capable, and I cannot wait to share this with the Leanscale team, with our customers, and with our entire audience. Mika, thank you so much for being here. Thank you so much for doing this, and I can't wait to dive in. Thank you. Thank you for having me, and thank you for the kind words. Uh, you know, um, being a founder, as you know, like in building something that like users and customers truly appreciate, um, is never taken for granted. So, I truly appreciate the kind words there. I'm super excited to this uh to do this with you and then kind of like showcase what we've been building and what we have coming. Well, I appreciate you creating a killer product. So, you've definitely made our lives easier. You've made a huge impact for a lot of our customers. Um and I I think there's just so much to it. Before we go in, we always like to kick off, especially if we have a founder on the call. Um would love to hear the founder story. I think you have a really unique story. You you really connect with the problem that you're solving with Ample Market. Um, I think it hasn't been linear for how you got here, which I think oftentimes can can be a good thing. Um, but would love to hear how Ample Market came to be and what gave you the inspiration to get it started. I I love the nonlinearity of things, right? I think more founders I know it's like it's it's the game that we're playing as founders. you're playing nonlinear games and although like the stories that you tell they all like seem linear um in hindsight like they're not really um I think it's so shame the more founders you know the more stories you know like you know linearity is not really a thing um but yeah like my my founder story very typical like we are three founders um me and Joan so we're two physicists and one computer scientist so like not at all from a sales or growth background which is like atypical people always find this funny well we always say that we wanted to apply the scientific method uh to sales which is basically how we started like kind of like doing sales ourselves but ample market comes from like our own experiencing the problem firsthand. So like ample market is not our first startup. we built something else uh which was like in a fully different space um e-commerce space but um by actually starting like a growth motion for that one startup we kind of like realized how broken fundamentally broken the sales space was in the growth space and you know we were using an outreach and apollo and zoom info and whatever like you you name them I've tried them I know the market very well and to us it was kind of like mindboggling that you needed to buy seven different vendors to run the simplest of sales motion and so much of your time was actually spent context switching between platforms, right? And so much of the outcome that you're doing is still like a templatized um email heavy sequence building thing, which to us didn't make sense. We kind of like thought it it wouldn't make more sense to just like reach out to your buyer at the right time through the right channel, right? And with the pristine bespoke message and that's like our obsession on a daily basis here. But um yeah, so we we tried all of them. And at the time we were like, "Oh Jesus, let's buy some let's build something that is consolidated. Let's build, you know, like a data company, an engagement company, and a machine learning company. We didn't call it AI because AI at the time was not a thing." And it was like it was like daunting because it's like building three different companies and everybody's kind of going like the point solution route and everybody's convinced that the point solution is the way to go. And we were very contrarian at the time like we believe that you know in the future if you're going to have like true assistance for sales teams you will need to have like a consolidated platform and so the analogy that I usually like to give is the analogy of the self-driving car right so we can I live in San Francisco so like I take way all of the time and so like Whimo I'm in Phoenix way is big here too I take away much prefer over like Uber lift love it but as you can see like it's like the car was like thought from the ground up like this right the cameras You can't buy a camera software, then a radar, and like bolt all of that into the car, and then like build your software. You kind of like need to think about like everything from scratch. All of the edge cases, all of the trade-offs that you need to do when you're building that car. And then like the the self-driving concept kind of like emerges from all of that. And that was our take. And we knew that it would take time. Turns out that, you know, building able market like I don't know if you can see my white hair, but like I had no white hair when I started building this. I think we can crop some of this out. So that's okay. But no, where is it about? I call this wise getting wiser. Uh, and you know, like the more white hair I have, the the better ample market is doing. So, I like that correlation at least. When you guys go public, we'll we'll we'll peg the stock price to how many white hairs Mika has. Hopefully, I still have hair. Uh, but yeah, it was like, you know, Ample Market just in a nutshell is us solving our own problem and it still is, right? So ample market is still like people sometimes ask like we dog food or champagne big time on ample market like our entire tech stack for sales is ample market and salesforce right that's all we use and to this day 65% of our pipeline closed one is actually ample market outbound uh generated and so yep so we we build for ourselves first and so we kind of like always experience the problems that you and your customers are experiencing so we we understand the market very well that's awesome that's awesome well I'd love to dive dive right in. Um I know there's so much to show. It's so powerful capable. So love to hop in, show it off, and um kind of go through some of those like typical use cases you'd see and then show off some of the power features that you know really differentiate you guys from all the other players in the market. Let's do this. If you don't mind, I'll share my screen. Um, and I'll start like I just want to start like I will go in the dashboard like I want to start in the in the homepage here because because it's it's it's it's it's relevant to start here. Um, because there's like a a fundamental core belief that we have that I wanted to start with which is the fundamental core belief that we have is that AI is not going to displace the human right now. So we believe a lot in AI plus human collaboration. We don't believe in the tropes of like AI PDRs and SDRs kind of like displacing the human. And we took that very strong stance back in September of 2024 when we launched like this little guy over here which is like we call him Duo. Duo is kind of like your Tamagotchi like your Pokemon like it's someone that is actually working alongside you and enabling and empower you as a rep and because like this fundamentally like I believe that sales is about like exchanging trust and trust is a very human endeavor still. So I believe that in the future even in in you know like when we all have agents in our mailboxes etc like we're in the business of matchmaking right ample market is in the business of like connecting buyers with sellers because ultimately buyers experience problems and sellers are providing solutions and wouldn't it be beautiful that every time like this happens you're made aware of like the best possible solution. So that's like the that's the vision that we want to deliver on like helping the sellers sell closer to where the buyers are and that's we believe still like a very human endeavor. You and I get connected in our calendars by our AIS, but you and I talk and we decide whether or not it makes sense for us to work together. And um we believe that you know for transactional things potentially yeah you can actually displace the human fully but going forward and I we see that in our customers uh and we work with you know big private companies all the way to Fortune 200 companies we see a lot of that like for non-transactional deals like the human in the loop is still like going to be the way to go. No, if you ask me about the world. Yeah. And I'd like to add to that too because I think there is a lot of fear that hey AI is going to take over SDRs AE um to your point yes maybe transactional but when you're selling something once you're getting into the six figures of deals um that's when you know that's when you really need to make sure somebody who the salesperson is is actually going to be your advocate internally Because sometimes you might have like roadmap considerations, you might have some executive sponsorship considerations and like is there somebody who's going to be your advocate and call those shots for you? AI can't make decisions for a company. So you need to know like is this person really going to have my back if things like go south or build on our opportunities. So I think in especially in those high ticket item sales, there's always going to be room for the relationship. I I you're preaching to the choir. I completely agree with you. And again, fundamentally, it's about trust, right? You're you're going when you're making a business decision, you're actually going to invest some money to get a specific return. You're not buying like a mug, right? So, you're you're buying something fundamental and you're looking for an ROI. And you know in business sometime sometimes things go wrong and like who are you going to call like when things go like who's the person on the other side that is going to be like your champion and that's like uh that's what sales fundamental is is I truly believe that sales fundamental is about that trust that is exchanged between humans and even like look if you want to talk about like and we can actually take these tangents but like if you want to talk about even things like your experience when you go buy some luxury item versus when you go buy some non-luxury item like I don't know like let's go buy a bag at Louis Vuitton versus like let's go buy a bag a bag at whatever like Zara or something. Y it's not the same experience, right? And it's it's like if you're transactional, it's like even debatable whether it should not be just like, okay, I pick this thing up, I do selfch checkckout and I'm gone. But you know, you're never going to do selfch checkckout at Louis Vuitton. It's not about that. The purchasing experience is part of the full experience of getting the object, right? Do you know what I mean? Like and in sales, especially non-transactional sales, there's something to be said about that. FYI, I I believe that, sir. No, it is part of it. Even uh just to like close the loop on this tangent that that we went on, which I think we'll prep the product demo still. Well, um you're you're buying into let's use Louis Vuitton as example. You're buying into the history. You're buying into you're seeing somebody else have so much reverence and care for a product that that's transferred to you. like you're watching the person bring out the bag with gloves and like, "Hey, I'm not even gonna put like a human oil print on this bag yet until like you have a chance to touch it. Um, hey, this is kind of like a celebratory moment. We're going to pour you a glass of champagne like just while you're shopping." Like, you're seeing somebody else care about it so much that it makes you care about it, too. So, yeah, I think there's there's always like an aspect of that. That's such an extreme example, but yeah, there's an aspect to that in everything we do. Yeah. But but I I agree and that level of that knowing you the next time you go there they will remember like that you have a favorite sparkling water thing and they will remember things about you and your family or your the trip that you're going to that like that like really bespoke unique tailored experience is is pretty amazing right so I think sales is also if you can make it about that is also a lot about that um but yeah I love I love the tangent let's go back but but I could I could do. I think a lot about this in the future, right? So like even even like um you know for me a AI is fundamentally about like unleashing your creativity like if you think about it like AI is not about like automation sometimes people like everybody's getting it wrong. AI to me is just about unleashing creativity and very creative individuals can now do way more bespoke things especially in sales right but if you want to talk about non-sales like think about like lovable or vzero or bolt new all of these companies they allow people that are creative to actually make their ideas come alive right so like you could actually like the the person working at the coffee shop that was actually priced out from from like software building because they didn't know how to code. Now all of a sudden the spoken language or the coding language is basically the language that you speak and it doesn't even matter what language you're speaking because you can just talk to an AI and the AI can actually build your thing which is like if you fast forward that like also into the future there's going to be like a freaking jump in terms of the number of companies that are actually going to be popping up because like a lot more people now are builders. So think about this in sales and just like to set the tone here because I think it's important like in sales think about like companies as planets that need to be connected. So all of a sudden you have a lot more planets that need to be connected and the truth is that these planets are going to be smaller because all of a sudden like you can actually do way more your productivity per employee is actually increased. So sales teams are going to be uh smaller in size. But I believe that you'll see a lot more salespeople in the market in the next 10 years. And the the space between these planets is going to become way more opaque in a s in in a sense of like creating information is basically cost you zero dollars. It's just like a prompt on chat and you can create information. So like there's a lot more information to be captured. So the sales job is going to get harder more companies to be selling into and smaller sales teams. We take all of that into consideration when we think about building ample market. That's why we say like human plus AI. The AI is here to help you make sense of everything that happens in the world every 24 hours and actually brings that back to you, the individual, and lets you decide what you want to do with it. Yeah. And tying it to Ample Market, uh, because I know we're going to hop in. I think I feel very creative in Ample Market, too. And I think you've unlocked things that we have wanted to do. Like we know what our ICP is, we know what our TAM is, we know who we want to target, we know like we know what we would want to do, but just didn't have the tools to do it. Uh, Ample Markets absolutely unlocked that for us. I so love that. Um, I so love to hear that. I'm just diving into into the dashboard here, but I I just I really love to unlock uh creativity and have like people, you know, think more about better ways to engage with their buyers. I think um I'm you know my massive my obsession like is if you're going to have 10 meetings today how do we make it so that you don't need to contact 10,000 people right exaggerating here right what if you could just like reach out to the 10 people that are willing to talk with you today it's it's massive um it's very ambitious but that's really how I like to operate and to do that you know you need to be creative and creativity it's like ultimately very human endeavor but yeah so logging into into my ample market dashboard here. Um so this is actually like the dashboard that like Anthony you're familiar with but um ample market we make it so that when you land we want to give you value straight away. So when you land every single day, every 24 hours, what you see with ample market is a feed of the accounts that are under your name or in your book of business and a feed of signals that you or someone in your team deemed were interested interesting and kind of like tied to purchasing behavior. So every 24 hours, ample mark is actually fetching the most relevant signals across like your book of business and helping you prioritize accounts and it's actually bringing them into you. So that's what you see here on the left hand side. I like to call this the Spotify day list. So every single day you get like a new suggestion of songs. And so here every single day you get like the most relevant accounts and individuals brought to you. And then if you match this to the right hand side, we're making this like a system of action on the right hand side. So ample mark is actually suggesting how you should be engaging with this person. So I call this the Tinder meet sales. So you're deciding which leads you want to swipe right or left on, right? Y um so it's Spotify meets Tinder here. But the the beautiful thing is you see a lot of different signals. So like if I zoom in here real quick. Okay, this oops, sorry. Uh this person here was visiting my website. This person here engaged with a post from Elad. Elad is one of my AES. This person here is a past prospect that changed jobs. This person here was engaging with like Zoom info was a competitor. This person here was visiting someone's LinkedIn profile that works at ample market. Right? Right. So, this person was engaging with a a sales influencer. So, there's like some this person was reviewing outreach on G2 and Ample Market picked it up, but Ample Market is picking it up, helping me prioritize every single one of these accounts and it's telling me which individual you can actually map at the signal level. Yep. And then with that, Ample Mark is actually telling me, hey, we believe that we recommend this eightstep sequence. Here's what happened. This person was seeing um reviewing G uh this person on G2. So, uh, we can actually let you QA. So, if you click this, ample market allows you to go in here and say, okay, like look, you can fully QA the signal here. You can fully take a look at what happened. So, we picked that up. We're bringing you the signal and then we're saying, hey, here's how we recommend you engage with Gino. So, your uh G2 review about outreach, you mentioned that it's user friendly, but pointed out uh after finishing a task, you can uh schedule another one, right? So it's actually bringing up the pain point from the review and trying to kind of like kickstart a conversation here. And as you can see, it's kind of like building this eightstep sequence for you that is truly multi- channelannel. So Ample Mark is not like only defaulting to like sending email. We allow you to build like sequences that are truly multi- channelannel like so email steps, LinkedIn actions, and cold calling steps. And so and that's all powered by ample market, right? All within uh the platform. And in this case, like you can see that I'm suggesting a profile visit, a connection request, an email follow-up, a text message, and all of these things can be fully automated. As you can see here, ample mark is actually currently executing LinkedIn uh tasks for me. But the beauty of this like the beauty of like what you see here is like everybody and every single account is massively unique and every signal is unique. So where I'm suggesting here an eightstep sequence because they visited my profile and I'm actually me visited my website in this case when they engage with a lot and this was actually a signal that we detected on LinkedIn. I'm actually suggesting stay on that channel stay on this channel because we know that this person is actually likely to engage on LinkedIn. Yep. Right. So every single and it's a three-step sequence. Now if you go into this one now it's a two-step sequence. It's a past prospect that changed jobs. So we're actually making it like ample market can actually understand from your previous outcomes what is actually better for every single one of these uh signals that we're bringing to you. So a past customer and I'm hoping I I just want to pause right here just to highlight the significance of this. So typical point solution flow would be you go to zoom info, you go to something else, you pull your list of data, you upload into your CRM, you connect it to something like an outreach or a sales loft. There you would have had predefined sequences that you would then upload people into. Sometimes you would have intent that you would layer into that and then you take the intent and help like uh enrich the list that you have and decide which sequence you want to go throw them into. The fact that all of this is done in one. It's all done in one unified platform. you're automatically finding the intent, the reason to reach out because I think everybody's inboxes are, you know, probably experience a 10x volume on LinkedIn and an email and then a specific individualized custom sequence for that one person. Nobody does that. That's mind-blowing that you can pull it all together that elegantly and you know and without almost any effort. And the cool thing like and I'll show you that but like it's the creativity like you decide what do you want like how do you want to engage what do you want to do with the signal like it's so nice like it's so you know like I I I built for the the quota carrying ramp I don't care what name you give them like SDRs BDRs founders EMS I don't really care but there's always going to be a person that carries a quota and that carries a book of business and I just build for them because I want to empower them to be ultimately like massively creative and there's it's so nice to kind of be part of like a good sales process Even like when we see people saying like, "Oh, we're not interested, but best email ever." That makes that makes my day, right? Like uh it makes my day. Yeah, you did the most. You did the most you could. And the human in the loop aspect of this. So cool. We got this. Now we have your sequence queued up here ready to send. However, you may want to put in some of your like personalized context. Although it's going to be speaking in your language and everything, but you may want to add something to it real quick, tweak it, launch it. So yeah, you can make it so authentic. Yeah, full power to the human, right? And so like and I'll show you like a few things, but like this is actually like very much copying like so like when you set up like an ample market account, ample market understands who your company is. So there's a blueprint that is set up like at the company level, but individually you and I Anthony can be very different. So maybe you're more of a storyteller, more of a concise guy. I like to go straight to the point. So the way that we sell even if we sell for the same company we might be fundamentally different sellers and that manifests into what you see uh with dual. So this little guy here like uh right this little guy here is like very individualized to you and to me right it's kind of like it's it's your Pokemon like it's like it's only yours and it go it grows with you by the way and it's actually learning with you. So for example, if I say dismiss this for whatever reason, it's actually asking me. So there's like reinforcement learning here. Why? It's asking me feedback and it's actually going to save that. So it's actually learn from everything that you do. Like you accept something without changes, we learn. You want to change something, we learn. You refuse something, we learn. So you'll have here the most personalized and tailored sales agent you can actually uh imagine. It's actually so personalized like look for this sequence I'm doing like for this person for this single I'm doing an 11st step uh sequence when I'm actually doing cold calls and again the the the the all of the scripts for these call calls are kind of pre-written for me but when it's a past customer I know that I'm connected with them so I'm basically going to do some so it's actually like it knows me so well that it even knows my voice right so now Gabe was promoted and Gabe is going to receive a ample saying, "Hey, send him like a quick voice message because like you've exchanged voice messages with him. So just do that." And so if I want to, I just click send and it's kind of like my voice. The text was written by an AI. The voice was kind of like copied by by me by my AI and now like it's actually going to be dropped completely automatically there. So, I just want to double click there because I feel like maybe you see this every day, so maybe you're not as impressed with it anymore, but I think um for anybody watching, you go to Ample Market, you record messages, Ample Market learns your voice and then we'll recreate those messages with your actual voice and then build those automatically into the sequences. So, that's correct. That's a massive edge of breaking through the noise as well as coming up with that hyperpersonalized message. I mean, two things. One, the modality plus the personalization that you have. That's pretty unmatched. I I the personalization is like so is so important to me. But like the modality to to your point, it's when I was telling you about the white hair is basically what gets us here because the modality like the fact that to do this again you need to think a system from the ground up. So like your multi- channelannel sequencing platform needs to be topnotch. Your AI your AI needs to be topnotch. Your data needs to be top-notch. Your signals platform needs to be topnotch because signals I'm showing you this like and this is actually not rigid. You can do whatever you want, right? So uh and like for example this I'm capturing like a signal here for like an influencer right is actually posting it. Look at this empark is actually suggesting a generic task which is kind of like a way I call this like nurture uh post from thought leaders and so it's actually having me create comments for LinkedIn posts. So it's actually helping me comment on posts because I want to get exposure to this person but indirectly through their engagement with content on LinkedIn. I don't want to be the obvious guy that every time you do something I want to connect with you. No, I want to comment on something that you liked because LinkedIn is actually going to promote my comment to you in your notifications. Like who's this Mika guy like that is commenting smart stuff on the post that I'm liking. So, I'm actually getting exposure to you um uh through some of these actions and that modality. the fact that you can think creatively about how you want to engage and where you want to engage and even like if you say like okay like I'm going to engage on LinkedIn but thinking about the medium there like is it what is the medium is it text is it voice is it video because we also allow you to do video so how do you want to do that to actually stand out as the most tailored personalized human person possible and again like where like think about this as kind of like again it's almost like an Iron Man suit we want to just augment your powers as an individual seller. And again, like just stating the fact like I'm focusing a lot on like delivering delightful experiences to these reps. And so before you said something that was interesting like the craft at Louis Vuitton, y the care that you put into building this, we put a lot of craft and care into everything that we build here very in tandem with like our users. We want to deliver a lot of value, but we want them to use a platform that they truly enjoy uh on a daily basis and that makes their lives easier and more delightful. Like because sales is such a freaking grind for most people to your point like you go into zoom info in the download and you go to and like at some point you go to zoom info because you found a signal but like it's the end of the day and you're tired and not basically I don't have time. I just need to engage with these 50 people. I'm not going to personalize anything. And so you're just you're just you know burning your domain. You're burning your leads. you're burning all of you're burning your chances, right? And so, like, we want to do as much for you as possible. I I want to I want to highlight this note because I don't think people realize this now. You can do so much damage if you amp up the volume of your outreach and it's not tuned in and it's not high quality. Putting out low quality outbound is not a small positive, it's potentially a negative. So, if you're being lazy and just uploading a list, mass emailing everybody with generic emails, you're causing so much harm that you don't even realize because you only get one shot at a first impression. And if your first impression is halfass copy that's overly generalized, they're just going to think your company doesn't care. And if this is how you show up in this process, how are you going to show up with your product or service that you're trying to deliver to? I agree with you, but think about the reps, right? Think about like how you're enabling the reps to actually do a better job. It's so freaking hard. Hey, here's your quot. They're not they can't. And then you're like because like you as a manager like um you're like, "Oh, look. I don't see your activity on on LinkedIn. You need to dial 300 people. I only see 100." Like you didn't send all of your emails. So like what you're asking from like what the what we've been asking from them for the past years is just activity. You're you're not focusing on quality. You're just focusing on quantity. It's our It's kind of like our fault like when we get here like now like deliverability is like is a is a tough game. Now Apple is actually going to send all of our calls to voicemail which I already do because I received so many cold calls. So like we're just strang assume if you're not leaving me a voicemail you don't know who I am. But but you know what I mean? Like we're strangling all of the signals because we focus on just like a quantity quantity quantity instead of quality of outreach. And like if you spend enough time talking with sellers and you find like the top 5% they they do quality outreach but they're kind of like smart and organized and you know and they they have experience but like you know young SDRs are like out of college they know nothing. Now you say like hey come here learn my company learn my value props learn sales learn zoom info learn outreach learn all of these things and now by the way in three months if you're not hitting quota you're gone. So you know good luck. It's I know it's the toughest job. It's the toughest job. Well, one one thing I was hoping you could dive into that I think um people may see things like this, but I think the data gathering aspect of the ample market platform too, like you're so good on intent, you're so good on the sequencing, but I think the biggest part is can we find the right people? Can we go like that matchmaking that you're talking about? Um, so when you're just like mapping out some like pulling a list through ample market, um, I think you guys have done this in a really elegant way, too. I I love that. By the way, like notice that like so far we didn't even need to discuss email addresses and phone numbers, right? Revealing data or you don't need to like it's it's in here somewhere. Like it's in here somewhere that we know the email of this person, right? And the phone number like but you you don't we don't need to discuss that. It's kind of like why should we be focusing on that thing right now? It doesn't matter like it's like it's taken care of like don't worry it's in the background. Um but yeah I I love to so again ample market many sections here. Um but uh again we have data we have like multi- channelannel engagement we have like deliverability optimization. We focus a lot on kind of like making sure that you're not burning to to that point like through your mailboxes. I won't be going into everything but like we can actually go into our searcher and the searcher again like if you think about AI our searcher is our own searcher like we have our own data so again everybody talks about waterfall data providers ample market has built we've built their our own proprietary waterfall and our own proprietary waterfall takes into consideration like any other public waterfalls that you find out there but also like all of the data that our users like gathers through using ample market. So like if I give you a guest email and if you send the email through ample market, I ultimately will know the outcome of that email. So a guest email becomes verified, right? So like our data gets better with usage. So but the data like look, I think we're all used to this to kind of like seeing like we've seen that in Apollo, we've seen it in Zoom info, we've seen it in whatever. Y and it's kind of like it's it's a it's you have a few you have a few fun tricks though that others I think don't have. I like um like you can sometime if you're selling into startups you have like who their investors were and I think pulling in things like that. I think one of my favorite things you have is being able to pull in a CRM list because sometimes like we have already put so much work in like fine-tuning maybe a territory list or something like that and so to be able to pull in like a CRM list I think is huge. But anyway, yes, standard but tricks and the CRM like I love that it's especially true for like um established organizations with established sales teams where so much rule sets have been established on on the CRM that it's so freaking important for you to actually just like focus on on the right account. But um but here like again the idea for the searcher or these filters like it's kind of like an old school thing like it's the way that you used to be able to interact with them. And then we wanted to make this a bit a bit easier like what what if you could actually just ask data. And so like here we could actually go and say show me find sales leaders at companies in California that are doing more than 5 million error. It's almost like the Okay, cool. And I have like I have some typos there. Whatever. Yeah, leave the typos. Make sure it like actually cleans it up. I hope the demo gods the demo gods are with me. As as I was saying before for for bold or lovable like the way that you build software is kind of like the spoken language. I think the way that you go about like building your ICPS or like a rep uh is thinking about like building their ICP is going to be like this like you talk. So right we went from a list of 50 to 40 to now 6,000 people that match our search criteria. Mhm. Uh and you can we could take this uh a notch further. You can even say like that have open job positions for account executives or they have grown their team by more than 50%. So any filter that you see here it's kind of like see like Empire is actually applying all of these filters completely automatically for us on top of our own database. Our database again as I said is a waterfall and we are very unique in a sense where like we run daily data updates. So we don't batch data updates. So every single day we're running between five to 10 million data updates uh uh on the ample market uh platform. So it's kind of like a very very much an alive entity if you want. So this search is giving me 6,211 people. Maybe tomorrow we come back and it's actually 600 6,300 people because you know a lot more people have joined these companies etc. or more companies have like raised uh funds. Well and I like that you can just like fly in here to the left. Okay, I see what filters the AI applied. Let me fine-tune like maybe on the last round type, you know, maybe I want to take out seed angel venture round and just keep like the series A, series B type of Yeah, we can type of stuff. We were not specific, but we can actually go and then like be very specific, right? Um, so again like we we refined it more like it's like you know you have other other cool filters like okay LinkedIn networks like am I connected with these people? Show me the only the first degree connections and this is a demo account but like if you have a team connected to ample marketer you can even ask like show me the people that are connected with my entire sales team and so you you can actually build this type of uh search. Then from from here by the way like we were talking about this like but from here the connection of this to an action is is very easy. So you can either save this if you want and get alerts every time this changes by the way because this changes it's alive like it's we're applying filters on top of like something that is alive. Yeah. New company around that new sales leader app build ops here 100%. Yeah. Uh and so like but if you wanted to engage we could actually say okay cool let's go from here and let's this let's add these people to kind of like an engagement uh sequence right if you want to. Very easy. So like whatever if you're building like sequences like if you're still using the uh old school workflows we can actually go in here and say okay now connect this search that I did like on Zoom info back into I don't know an outreach plus an hey reach sequence that is actually truly multi- channelannel and with calling steps can I take a moment to just talk about so most of these tools when you have LinkedIn steps they're really just tasks and they're manual most of them if you're like in an outreach type style tool. There are a couple that will do some automation and the automation is horrible or it's like semi-automated like you need to be logged in. I won't call out who I'm talking about, but you need to be logged into the platform in order for some of the automations to work. And then there are a few point solution LinkedIn tools but you need to integrate that with all the other things like to just have a point solution for LinkedIn automation is really tough. Where are you getting the data and and what are you doing and is that buyer only living on LinkedIn or do you need email and calls and multimodal? So I think um your LinkedIn automation I actually think is the best in the market on top of being part of all the other capable um aspects of the platform too. Yeah. And I I thank you thank you for for that. Like I think it's really like the multi- channelannel aspect of things like if you're orchestrating a true multi- channelannel sequence Mhm. it's like it's so hard like if you're using outreach with something else like what happens if this happens on LinkedIn? What happens to the sequence that is going on on uh on outreach, right? What it's like this like these orchestrations are really really hard like they respond to my LinkedIn message but then my email goes out like I didn't even see that and then it looks terrible. Yeah. So it's not even about like setting them up which okay like whatever like you set them up with all of these like crazy patch together workflows but like when once something happens in one channel what's going to happen to the other channel with market since like you're building all of your channels like in the same space. So you can say oh look I want to start my sequence with an email but then like you go here and you say okay cool like I want to now go into I don't know what action do you want to do a like on last post? The cool thing about this, it's an automatic like on last post and you can even say I don't want to like posts that are older than 10 days, right? So you can actually do this. So I like and then like you can say look now I want to try and move the conversation to LinkedIn. So you do a connection request and then from here on out I'll again same automated and then you actually say like oh what happens if the connection request is accepted? Well well if it's accepted I'll just default to moving my entire conversation now to LinkedIn. So talking about deliverability no more like email for this person. Now if the connection is not accepted like what do you want to do? So like now you can actually do conditional branching across multiple channels very easily. So like now you can say like okay cool let's go like this person on this side always emails and I'm going to do a bunch of emails to this person right and then I'm whatever like I'm going to finish the sequence with um maybe we can actually do a message and we can say look I have email credits so I want to send them an email so I want to maximize the value that I get from my sales nav account. By the way, this is actually such such an interesting thing. Like, you know, marketing teams are spending $1 for LinkedIn message and the sales teams are sitting on 150 email credits. So, it's $150 um that they're not using. So, I always tell my team like for enterprise accounts again, LinkedIn emails are like a LinkedIn messages that cost us like$1 to2 dollars per message ad. So, it's a way for you to maximize like the returns on like your uh sales investment. So I'm but I'm just showing you like right now we orchestrated a sequence that started with an email did like some some complex things on on on LinkedIn like with a lot of logic here if if something happened there and by the way like we can say look I actually want to wait hours like again 10 hours uh for the connection to be accepted and if it's accepted let's go back and then move the conversation to messaging on LinkedIn. We're not going to put a load on on email because we know that messages on LinkedIn get delivered. So there's they don't they don't have like a a deliverability concept. we just opened that channel, so let's just go there. Um, and so these types of things, they seem like obvious, but it's like so freaking hard to do with a non again because I really want to say the fact like with a non-consolidated platform, it's really hard to do. Like uh really really hard. Uh I I I think it's I think it's impossible. I'm going to I'm going to go that far. I don't know I don't I don't know anyone who's set it up to this level that has patched together five tools without needing to spend so much on ops like you you'd have team you would have teams dedicated to operating that but and even then like and I'm saying like these teams need to be very good and I've met some of like world class like ops teams but I'm telling you like even those they set it up but then when something happens in one channel they struggle a lot with like keeping things in tune right now. How does this platform communicate with the CRM? Right? It's it's it's it's a bit crazy, but but yeah. Um so that's like uh how you connect data to basically ample market sequences. And so now if you wanted to send this like it would be so so freaking easy. You can actually review all of your leads here. And as you can see like we don't need to spend any time reviewing data or like finding phone numbers. That's just like very a very of the past type of thing. like you need to just like do the work. Just do the work and then continue moving on. And uh by the way, even the first email you can actually ask ample market to fully generated with AI bespoke unique email to every single one of these individuals um given certain things that you deemed in your settings were important for you to connect with them with. And we can actually go there uh or you can go to I if you want to go to LinkedIn, I can actually show you some more fun things there. Yeah, I think let's absolutely do that. The cool thing too, like I was telling you about like the sales navigator maximizations like uh we can actually go I love using sales nav for like specific searches and the the things that I love to to use it for is kind of like show me people that are active on LinkedIn that are part of like my accounts and I don't have like my subset of accounts here right now already but we can actually do some like very simple search here where we say let's do sales and let's do VPs vice president and right now let's do people that have changed jobs and that are in North America. So like I like I like so like with with sales nav you can actually get access to a bit more advanced uh searches like the posted on LinkedIn, right? So you're basically looking for people that are actually LinkedIn active and I I love to do this search and then match this across my subset of accounts and with ample market like you can do like very easily you can leverage all of your LinkedIn and you can take take a look at uh the the results that you get here and then like you can actually call the ample market extension over here and then you can say look okay cool like I want here we don't have email addresses we don't have phone numbers but you can say look um help me select select these individuals and either like export them to a which is like going to take um you know 10 seconds export them to a CSV or bring them over into the searcher right so you can say bring them over into the searcher where we were just before and then to your point apply CRM filters apply any other filter that you were using before but as you can see now we're bringing that context that you had on LinkedIn over here to the search and then from here I can still apply everything else that is available to me here to actually further refine this list and but one of my favorite things to do with like people that are actively posting on LinkedIn that are part of like the accounts that I want my reps to target is to nurture them. So the way I nurture them is kind of like I select these and I add them to a sequence and I have this thing called a nurturing sequence. Let me show you what that looks like. Sure. But it's a very bland sequence that likes posts and then for a month I'm just liking your stuff and then like I send you a connection request. So I right now I can just do this. I select and then I I add them to the list and now basically Ample Mark is going to start liking the content from these individuals that my sales team is going to be reaching out to next month and I'm just going to be top of mind for them like oh because the average post on LinkedIn has 30 likes 50% are from the company and so like if you give a like that you're like 6% of all likes like there are 11 Yeah people love it right so you're giving something yeah and I I look at I look at who likes my post like it's not um exact it's not buried like I'm looking at Same same. Uh so that's like again another way to think about sales in a nonobvious selling way in a nurturing way. Give value before you ask for something. And so in Empark again we can play around like u and again here looking at Joe's profile we can whenever like you're doing things on LinkedIn we really bring a lot of context into what you're doing here. So for example for Joe um I could since I'm connected even send Joe like a LinkedIn video message. It's like LinkedIn channel, but the medium is going to be like a a new like very video- based um channel. I can actually go here and then market allows me to just like find ice breakers between myself and Joe and so like I can click this like based on a LinkedIn post, right? So oh I saw your engagement likes with LinkedIn post about combination of ample market let's just focus on we can click this and every 5 seconds ample mark is actually doing research on this person profile interest right and it's actually bringing like something to the forefront to me that actually allows me to understand whether or not like I want to connect with Joe because one thing that we noticed one thing that we noticed is that sales reps they will want to use again they will want to use Duo for sure but they will also O want to do their own things. They do. It's like they want so the self-driving car. They want the self-driving car. Sometimes you want to stop. Exactly. But that sometimes they feel like driving it or like they feel like there's always something that they want to do. I think a practical workflow because I this is where I find it for myself. Like sometimes I'm on LinkedIn. I'm not in like prospecting mode. I'm in. Oh, I'm just scrolling through things. I want to see like what the newest alerts are, whatever. Or I'm just going in. I'm obsessed with checking on who's liking my posts. It's not that bad, but I'm on there just like looking at things and then I see someone like, "Oh, that's an interesting person." like I wondered I should like put them into something and then to have it like right there at my fingertips rather than like oh because sometimes I'm not like I don't have maybe I don't have ample market open but it's just like okay cool it's right there and then I can do something with it. By the way, Anthony, like this is also like a cool uh so I can actually go into your posts and see like I have all of these people liking your posts and I can automatically just get them all back into ample market. Show me who's liking your posts like let me get those 30 people. And as you can see here now I have the list and so I can just like and for all of your posts you can say like okay look get me all of the individuals engaging with your post and you can even filter here straight away for like you know sales people and so okay like who are the sales leaders kind of like engaging with this post and you can add them to a list and you can say like oh this is a nurturing list these people actually liking my post and I want to know who they are right so you can you can truly leverage um uh ample market to do to to augment like your experience here on LinkedIn uh in a in a very seamless matter and that's because like LinkedIn is like the social network for like people professional information. So we try to really make it easy for you to kind of like leverage all of the data that you have there. The cool thing too by about Duo like if we go back here into the signals it's kind of like if you want to create a signal where you collect all of your posts it's as easy as just doing this like I go here and I say like okay this you're the individual that I want to target. I copied like your LinkedIn profile and I can say from Anthony and so now I'm going to tell Empo markets uh like little agent here monitor Anony's posts for people that are liking them and then just show me the individuals that are in sales, right? Just restrict those results not to every I don't want to know everybody but I just want to know salespeople and then send those signals to me. And so like now tomorrow when I log in into ample market your people sales and revenue leaders engaging with your posts if I do this are going to be popping up in my duo feed because they engage with the posts from you. I love that again. So to to your point like if you're looking at that and if you wanted to do that like on in an automated fashion just to bring you the information or the signal you could do it. And here I just said like post from you. didn't even nudge the AI because here you could just actually prompt the AI to do whatever you want. So maybe you don't want to build a sequence. Maybe you just want to, you know, do a profile visit to just understand who that person is or maybe you want to just create a generic task understanding who that person is like with all of their past job information and Duo here can do all of that to you. So it's like really where the creativity you can go crazy with the creativity here. Um, but yeah, so just just wanted to show you that like that specific use case like it's so freaking easy to like I just orchestrated that in 30 seconds as I was talking with you know what I mean like it's and it's a crazy flow. It's a crazy thing like oh now I'm going to look at your post like monitor for the people that are in sales and revenue going to get them to me like understand if the post there's an LLM that actually understands if the post is at all relevant within the the grand scheme of things of things that I want to say to you regarding Apple market and then it's going to bring them uh to the forefront with a sequence that is bespoke unique to that person to that account with the right case study etc. Do you know what I mean? Like it's it's No. And that's what we were talking about earlier. Like a lot of this it's not linear. It's not it's not just like pull a list, hit them with the sequence, nurture the nurture the money flowing through the funnel. Like that's not how this works. It's you you have some aspects that look like that, but it has to be so tailored and especially now now more than ever and it's about to get even worse. Like you said, the amount of sales people, the amount of companies, the amount of noise, it's only going to amplify. So, you need to be able to stand out. Not even stand out, you just need to find people that are relevant for you to connect with and have relevant reasons to be talking to them. The the relevant reasons to me are about timing, right? It's like I'm I'm I love the capture of timing. And I think about timing a lot as like what is the last business thought that a VP of sales had before they fell asleep and what is the first thing that comes to mind? And it's kind of like I'm trying to just with all of the signals that you see available here, I'm trying to think like okay like someone that is submitting a G2 review about Zoom info and they're frustrated they're clearly one of their business thoughts is going to be like oh I need to change this because it's not working for me. And when I think about like you know finding someone that is engaging with you and if I just tell ample market but just look at sales leaders that have like grown their sales team by more than 100% over the past six months and they have 10 roles open for aes man that person is really thinking about pipeline generation right and I I can I can build that signal with you in 30 seconds right it's all about like this is really again where the data the signals the data and the the the the the the sequencing platform come together like in in the most seamless fashion because one thing is like oh find a signal yeah fine okay no but find a signal for VPs of sales that are hiring 10 sales reps and that have grown their sales team by 10 more than 100%. Well, that's that's that's another question. It's not the same question, right? Uh and this is really only possible if your signals platform and your data platform kind of like lives seamlessly together and um you know like it's it's it seems easy but it's like something that is like fundamentally hard to do. Um yeah, absolutely. And I've been I've been doing this type of stuff for over a decade and it's so hard and this is I remember logging into Ample Market and it felt like it was Christmas morning. It's like wow it's this easy. Everything's all here. It's so easy for me to do. Well, enablement is so important. Like uh honestly like sometimes like just like the simple thing with like uh you know potentially you've lived this but like a for your team of sellers like you change one popup on Salesforce and they go crazy. Oh, sure. So, imagine So, imagine displacing displacing a bunch of the things that they used um to to using like it can can seem daunting from a from a sales leaders standpoint. So, we think a lot about that like about like giving value to any rep that joins ample market straight from like minute one, right? So, and not only that, like we work with a lot of global teams, so people selling multiple languages like um and so like I have sellers who live in Europe, in Colombia, in the US and so they all like speak different languages and I speak different languages actually. I I speak Portuguese and I speak French. So, usually if I'm reaching out to someone in France and I know that they speak French, I will reach out in French and if they're in Portugal, I'll reach out in in Portuguese. And um and then the the main point here especially for global teams, imagine like you do so much work to develop like all of your objection handling, all of like your battle cards for the North American market and all of that content exists in English right now. Now we say like let's develop Europe and let's go sell in France and in Spain and in Germany and you know what like those markets hate English. So you need to sell in French, Spanish and in German. So now all of a sudden like we're faced with the decision, oh man, like we need to hire like an enablement person locally that speaks that language to actually translate all of the documents that we have to create all of the value props and all of these um case studies like results. But with Ample Market, like with Duo, deploying a new rep in a new territory, it becomes really easy because you just say in in your in your Duo settings here, if you go to the messaging settings, you just say, look, in your tone of voice, if the person is in French, write and speak in French, or if the person is in Portugal, write and speak in Portuguese. And that's like again bringing it back to like do knowing you like nobody else. Y it's really where that comes in. And I I do have an example here. And while you're while you're pulling this up, I want to highlight like for someone like you, multilingual, that's such a power feature. Um, I don't think you would recommend someone like I only speak English, I dabble in Spanish. I don't think you would recommend me creating sequences in other languages to try to pretend like I can connect with them. I I don't think Ample Market's trying to come up with that like inauthentic way of connecting with people. No, not at all. It's actually funny to listen to yourself speak other languages. FYI, if you're ever curious about like what do you sound like in Mandarin and I've done that. Well, we've tested it on your platform and that's what made me think like there's no way I can send this right now. No, but I'm I'm not suggesting that whatsoever. I'm suggesting like like if you hire a rep in Spain, right now making all of your content, the case studies, the value props that were written in English available in Spanish takes literally one second. It's just that one line. And so like for example, here's an example like a past closed loss opportunity because like ample market one of the signal is kind of like looking at closed loss opportunities and Teresa here is kind of like a closed loss opportunity that with whom I spoke Portuguese so why would I engage her in English? It makes no sense. Like Duo kind of knows, okay, she's Portuguese and by the way, Duo is actually, you don't understand Portuguese, but like it's basically bringing the reason why it was a closed loss and it's actually restating all of those reasons that came from the CRM. And you know what? In the CRM, all of the closed loss reasons are in English because like our salesforce is all in English. So, Duo understood the close loss reasons in English and Duo also understood that like for Portuguese people, I speak Portuguese. And so the the the full sequence here across like multiple steps is completely built uh as like a a Portuguese sequence, but I don't have like any French ones here, I guess. But uh you know, if you had if you had French ones, like you'd see them in um the all of the content in French. But again, like I I'm not suggesting that you should sell in a language that you don't speak, not at all. But like developing a new market, it seems like, oh my god, like now I need to turn everything to to Spanish. It's it's such a daunting task, right? And uh and here it's kind of like no, if you have a salary in Spain, look, even if like all of the and we can go into like even if all of the company value props here are in English, even if all of the data that we're ingesting from your CRM is in English with a little line here in your tone of voice, you can actually just say, "Hey, if the person is in French, I speak French. If the person is in Portugu, I speak Portuguese. If they're in German, I speak German." and um and or like if the rep is in Spain, they will always speak Spanish. So you say like, "Oh, always write and speak in Spanish." And so you know that that enablement I I understand it especially in the in the global world, right? So like now like sellers are kind of like distributed. We live in a remote first world becomes even harder to enable those teams across borders and across like cultures and so like here one line and now you're all good in terms of like selling in the value props case studies etc for for those companies. Yeah. Well ma I feel like everything you've talked about it just shows the level of craftsmanship. It shows the level of care. Uh just like that Louis Vuitton bag that we were talking about earlier like you you you've gone through this on your own. You use the product internally. You work with companies like Lean Scale. We use this internally. We recommend it to our customers. Like there's a lot of feedback coming in every single day to this platform and it just shows how intentional you are about the design, about the features. It's really built with that that person doing the job in mind. Um, yeah, I really appreciate everything you shared and I'm just going to just recap real quick because there's so much. You have the data platform. You are connected to the CRM so you can leverage that data. You have all of the intent signals. Then you have the execution layer of actually being able to sequence this. You can sequence across multiple modalities. You've got email, phone, LinkedIn. It's one of the best, even if this was just a point sequencing solution, it's one of the best sequencing solutions I've ever worked with. And then you wrap it all up with some of the most powerful AI features that I've seen in go to market. Not just powerful, but relevant. And I love the mission of just being able to connect people, people who have problems, connect them with solutions, find actual, authentic, relevant ways to get connected, build that trust between two humans. I I just think you've you've done an amazing amazing job. And um and I know you're not even stopping. like there's so much more that I know you guys are working on and doing. So, we'll have to do this again, I'm sure. But, um I love it. But I want to kick it to you. Any any last minute things you want to leave people listening with or best way to get uh their hands on Ample Market? The you know the best thing is like we offer free trials. Like you should never buy something without uh triing it. So, like if you want a trial like there's a 14-day free trial at least um that you can that you can just request here on the website. So feel free to to to go to the website and request a free trial. I think like you should always validate your use cases for yourself like again like and I love I I I think a lot of like long term as a founder my perspective is kind of like I think a lot about building great products and building delightful experiences and so this takes time like it it just takes time there's like a lot more that we have coming and we focus a lot on that craft that we're talking about like our focus is to really deliver value to these end users that are the quota carrying reps and it's going to be like delighting them with like a platform that they didn't they didn't even know they they wanted. And so like it's so interesting that you're saying that the on the engagement front. Yes. It's so like right it's it turns out it's really hard to build a really good engagement platform that can actually rival outreach and sales loft because they're spending like they spent like 15 20 years just perfecting that. There's a lot of trade-off decisions that go into like building that. It took us it took us some time and some white hair but like uh we're we're seeing a lot of that. We're seeing a lot of like our biggest uh logos and I cannot disclose all of them coming to us to actually displace some of these old school vendors that have not innovated much in the past 5 years. And ample markets rate of innovation like we always believe that like it's kind of like we innovate faster than the market. If you do that for a long enough period of time, you know, you're you're going to be ahead. But mostly if you innovate with the users, you're golden. And it's like I really defining who you're building for is was so important to us. Like we're building for these people and our take is that they're not going anywhere. Whereas like many companies in this space, you can take a look at their takes from last year and what they're saying this year. Last year's like SDRbd are gone and this year is saying oh no no human plus AI. No, no, no. We will always believe and we always built for them because ultimately like we understand that sales to go just like to a full circle thing. It's about that thing. It's about you and I trusting each other. Um, right. And and really committing to each other. And that's so far a human a human thing to do. Absolutely. Well, Mika, this has been absolute gold. Uh, thank you again for taking the time, joining, opening up under the hood. So cool to see the platform in action and show all the power features. Um, I'll, if anybody's asking, I'm sending them to your website. I'm pointing them at that free trial. Um I know they could find you on LinkedIn, too. But just thank you so much. Send me an email. Thank you so much for being here and we thank you for having me. Cannot wait to see what you build next. Yeah. So, yeah. Well, stay tuned. Like there's more stuff coming, but uh thank you so much for having me, Anthony. This is like this is a lot of fun. Um thank you. Thank you. [Music]
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