Ladies and gentlemen, we are now live for the first edition of NachoTuesday. Our inaugural event features a special guest, Darius Santos, the owner of Dubb Video. Given his experience with video platforms, he's the perfect person to kick off this webinar. Today, on Nacho Tuesday, we aim to highlight co-founders and c-suite members of the sellers on our Marketplace. One of these sellers is Dubb, a product that I'm personally excited about. In today's world of automated marketing, spam emails, and excessive advertisements, video has become increasingly crucial in sales. I strongly believe that video is the most effective tool for reaching and connecting with your audience. Without further ado, let's welcome Darius Santos and learn more about his background and how Dubb came to be. Thank you, everyone. I'm thrilled to be here as the first guest. The story behind Dubb is quite interesting. Around four years ago, my co-founder Reuben and I met. Reuben's wife was a real estate agent, struggling with face-to-face connections while door-knocking, and I was in sales, facing challenges with getting responses to proposals and outreach. We realized there was a problem, and video seemed like the future. YouTube had already demonstrated the power of video, so we wanted to provide that capability to individual salespeople and marketers. Thus, Dubb was born. We built the platform while flying and launched version 1.0 four years ago, and we haven't looked back since. It's been a real startup journey, tackling a problem we personally understood and knew others faced as well. Now, let me give you a quick elevator pitch. We've all written countless messages, be it emails, LinkedIn messages, or texts, but have you ever received an enthusiastic response like, "Wow, this is so cool!"? Unlikely. However, when you communicate with video, you elicit positive responses that go beyond simple acknowledgment. People respond with genuine excitement, saying things like, "Great to meet you! I've never seen anything like this before!" Video communication builds trust faster than any other form of communication. Let me show you a brief demo. Inside your Gmail, you'll notice a small button. Instead of typing a lengthy email, you can simply click record. Your video library will be there, and you can also record a new video. We have features like a teleprompter for scripted messages and virtual backgrounds for privacy. Our goal is to make video communication easier and more effective than typing, saving you time while building trust with your audience. In today's digital world, sales face various challenges. Phone calls often go unanswered due to robocalls and automated forwarding. Emails are overwhelmed by automation tools, bombarding recipients' inboxes. CEOs and founders receive an avalanche of impersonal emails daily. The problems are noise and lack of personalization. That's where video technology becomes crucial. It brings back the human element to virtual communication and allows for scalable personalization. We can create genuine connections with multiple people in a day while maintaining that personalized touch. In a world of automation, where LinkedIn messages and emails all blend together, video stands out as the key to maintaining personalization. It allows us to add that human touch back into our communication, even in a virtual and scalable way. We can create connections and build trust without sacrificing personalization. Thank you for the opportunity to share our story and demonstrate the power of video communication. "Video testimonials, so they've completed a sales cycle. Now they're a happy client. And now we actually want to use the video technology to capture their video, to use that testimonial on their marketing and sales efforts as well. So those are three really common things, just in the sales cycle. That's great. Um, so what are some really cool, um, a lot of in these webinars we also like to talk about some of the behind the scenes stories, some of the stuff that people don't get with the typical online, a lot of online videos or stuff that they might see about your product. You know, they get the elevator pitch, but what's a cool story that you know a lot of people might not know about your company from the early days of the founding? Founding it? Well, I think that ever since the beginning, the way that we've built our software is by making ourselves available to our audience, right? Every like, we host live trainings every single weekday at 10 A.M Pacific where I'm able to come and talk to free trialers, you know, paid users, everyone. And we've done that since the beginning because it's given us the opportunity to listen to what our audience, what the market says, and here's what we need, here's the features we need, here's the problems we're having. And then we've been building the platform that way ever since. So I would say that's a unique story sort of behind us is that sometimes it seems like, 'Oh man, where do they come up with these ideas?' and it's like, it's you guys, you help us. So come in, tell us what we need, and then we like to build stuff. Now, of course, there are sometimes things just aren't going to happen, right? So I can't promise everybody that, but this is how we've, how we've liked to improve and grow our software is just listening to our people. That's great. Yeah, I've seen a lot of over the years. I've seen a lot of startups where they create a product and search up a market. Yeah, yeah, they wall themselves in and they're like, 'We're gonna build this really cool thing and not asking to talk to anyone about it.' And then, like, okay, is this good? Hey, does anybody like this? Yeah, yeah, let's send more automated emails, though. Maybe somebody else more text emails. Um, what are some tips that you would give some would-be entrepreneurs to kind of get some initial traction with sales in their company? You just mentioned a great point about having that dialogue with customers from the very early days, and I definitely agree with you on that. Any other tips that you would recommend? So, asking for entrepreneurs looking to get some early sales traction in their maybe early products? Yeah, so the two things that helped us a lot and we're always still mastering is the product-market fit, right? Like your ideal customer profile. Find those people, really, really find them. And sometimes it takes refining your product, refining your message, refining the channels you're on. But really finding that person you need to speak to and then focusing everything around that, at least in the beginning, so you can get some traction. Like what we did is we had a lot of success in real estate in the beginning because everyone's very, uh, their business is very trust-based and it's very competitive. And so when one lead gets four emails from other real estate agents and then they get a video in one, that one they built more trust with quickly. And so that was our early product-market fit, and we found that through Um, so that's what I encourage everyone else to do, you know, don't give up on workflows and sequences. I'm not saying that everyone's doing them, but put some effort into personalized outreach and reap the rewards. Yeah, for our outbound, we have someone crafting some of the messages we send out. It just takes a line or two to write. When people receive a message that looks tailored to them, they have more respect and are more likely to take a look. It doesn't have to be fully personalized, but it should appear as if it was written for them. If it seems generic, it creates the opposite effect, and they may not trust or want to work with you. So, on one hand, you have a perfect email that builds trust, while on the other hand, you break trust because it seems like you didn't do your homework or understand their business. Basic custom variables like addressing them by name are easily noticeable. I receive these types of emails a lot. As for the future of sales, I see more companies shifting online and using video sales tools like you. Online meetings and video will play a significant role. Additionally, with the new hybrid workforce model, AI will become more prominent. AI technologies will be utilized in coaching, performance evaluation, lead scoring, and contact evaluation. Tools like our patent-pending Kyra, which analyzes videos and provides feedback on cadence, verbiage, and empathy, will become more prevalent. There's also another popular tool called Rasa, valued at nearly a trillion dollars, which uses AI to analyze calls. These advancements in AI will help enhance the sales and marketing process. On a different note, I'm actually writing a book. I'm a high fantasy novelist, and I'm around 100,000 words into my first novel. It's nearing completion, but it will need a good editor. It's hard to say when it will be available since the editing process is uncertain, but I aim to release it within a year. In terms of reading, I'm not particularly into business books that regurgitate information. I prefer books that provide a unique escape, like fantasy novels. I enjoy Game of Thrones, Lord of the Rings, and similar works. Sometimes, I use Blinkist to get through the noise of business books. It provides the cliff notes or audiobook versions, so I can finish them quickly. If I find a book I really like, I might get the full version or audiobook. I find that many business books are similar and just repackaged in different ways. Occasionally, I come across a book that changes my perspective, so I'll give those a chance. Um, let us know when it's out, you know? We'd love to, you know. I'd personally. Share it, uh. Will do. That's cool. Uh, do you have any other fundraising tips for would-be entrepreneurs? I mean, a lot of entrepreneurs always ask, like, 'How did you get your money?' Yeah, yeah, okay. Actually, this is a really interesting story. There are, uh, especially for SAS or SAS platforms, there are markets like Nacho Nacho and other places where you can go get a listing. Right? There are a lot of places where you can get a listing. Um, and have yours. I mean, there's some stuff that you can do early on, like there's a platform called AppSumo where they offer some lifetime deals. A lot of people get a good start there. That's a great place to put your software and sort of get some early customers. So there are platforms like AppSumo. They're probably the biggest one, though. So if you can get in there with your SAS, brand new stuff, get in there or go raise money, like go, go do the, uh, raising money in San Francisco, that side, like investor ring. So you're either gonna get customers and revenue, or you're gonna go investors. So, uh, don't do, don't get the revenue and then try to get investors unless you're going to do really well. So yeah. More concept, getting revenue for a company, right? Right? You're like, 'Oh, do we get revenue, or do we go get money?' So you gotta decide if you go try to get the money first, investors, and see if it's a good enough idea. If you get the door shut on you too many times, then you can, uh, come to AppSumo or something like that. Yes, and software, it always helps when you, uh, always helps when you have a little bit of traction going. Yeah, yeah, absolutely. So if there's one thing that you know you'd love anybody to watch this webinar to walk away from understanding about Dub, what would that one thing be? And where do you see the company going in the next five years?" I would say that if you know, and if you're doing any sort of outreach, I mean, we work with everybody, you know, like recruiters, non-profits, every single type of sales organization, marketing, any type of outreach. I recommend you just check out a free trial. If nothing else, do a split test. Do this, do a hundred messages text and a hundred messages with a video inside of them or even smaller, maybe fifty. And I can almost guarantee you that one of those is going to result in far more positive outcomes, like, you know, two, three times more positive outcomes." Yeah, exactly. Guess which one it's going to be. It's like that. That would be my one takeaway. We're going to provide all the training, live chat, just like this. Come in, talk strategy, support, everything. Every single thing you need to actually make this test happen. And then the proof will be in the results. So that would be my one takeaway. Give it a shot. And then if it doesn't work, very then, hey, it didn't work. But, you know, I think it'd be worth your effort to double your business. Great pitch, love it.