032 - Lessons from PartnerUp - Farewell Justin Bartels

We're baaaaaack and in-person for the first time ever.

It's bittersweet but more sweet than bitter.

It's not goodbye but more like, "see ya later."

On this special pod of PartnerUp, Jared says goodbye to co-host Justin as Justin starts his next chapter in fitness and life.

BUT don't get too worried. PartnerUp isn't going anywhere. In fact, we're coming back bigger and better than ever.

Tune in to hear Jared and Justin reflect on their lessons and learnings from the dozens of shows they've produced together and how Justin will use these learnings in his new chapter.

What REALLY is partnerships all about and how can it apply to a life outside of partnerships to even entrepreneurship?

Thanks for the memories Justin and raising the bar for PartnerUp - it was a pleasure partnering with you -- Jared.

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Check out all past and future the PartnerUp episodes at https://www.partneruppodcast.com and... don't forget to follow join the world's largest partnerships community at https://www.cloudsoftwareassociation.com to hang out and learn with 4,000+ partnerships professionals.


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Jared Fuller  00:20
We're live, we're live in person. This is so weird.

Justin Bartels  00:23
First one in person. Yeah, first one person and new partner up studios, right?

Jared Fuller  00:29
partner of studios. We're actually both in Boston right now, which we so much has changed. And we've been off the air for a little while you haven't published anything, because there's some crazy news. And Everything's about to change. But I think this is a, this is a bit bittersweet in terms of us being in person. Yeah. And what was that?

Justin Bartels  00:50
Just I mean, it's not Goodbye. See you later, right. Goodbye. See you later. So I'm no longer in drift.

Jared Fuller  00:57
Yes. And you've bounced from the partnerships world, so to speak into something a little bit different. And I think today we were going to kind of talk about you know, some of the things around what you learned. Yeah, in here and what the next thing is, you know what you're doing so I think people get to see to Justin me in person, like, yeah, just getting here. My arms are versus Justin, because look at the height difference. Difference to

Justin Bartels  01:22
everyone on zoom, thought I was like, six, four, apparently, I carried six for energy, and everyone. And then they saw me the office, they saw me the office, and they're like, oh, you're a lot shorter than I thought. Yeah, I can't change that. But here we are.

Jared Fuller  01:35
So what's, what's new? So you're, you're going into something entirely new?

Justin Bartels  01:39
Yeah. Yep. Yep. So I've been in the health and fitness space, part time on the side for about six years now, and made the jump into a business that offers like health coaching as a service, easiest way to think about it. So it's a benefit that companies can offer to their employees to improve their health outcomes act as like a first line of defense for them for topics that relate to nutrition, fitness, wellness, overall, you know, frontline health coaching resource, as well as programs designed to improve health and wellness within that employee base. So as we've seen in this last year, like health and wellness, and really how it ties to our long term viability, and you know, how immune we are or how we respond to different diseases that come up viruses that come up, it's very important, very top of mind, people's underlying health conditions, I think people are really thinking about them right now and saying, Oh, crap, this is not something I can put off. This is something I have to continually work on and invest in, much like I would a financial strategy, like early and often. So it's kind of a great time everyone is coming out of the pandemic, saying like, oh, boy, I've been in my home for the last two years, I've maybe put on a little bit of weight, and maybe not happy with my habits and how they lie. And so there's a lot of interest right now in the health and fitness space. And we think kind of companies are gonna be a vector for that. And they can use this as like, as a benefit to attract and retain talent, but also, you know, kind of bring down healthcare costs, which is a considerate cost for companies as well.

Jared Fuller  03:07
So what I think is so interesting about this is, this is a bit of related news, if it's partner news, is that Apple fitness plus I was talking to you about this just launched yesterday at the keynote, right? And that rollout of fitness plus was it reminded me of Apple of yesteryear. Yeah, because this seamless experience, it wasn't just a phone with a bigger camera. Literally, the rest of the keynote was kind of like, I don't think people really got the totality of what that fitness plus rolled out means. Yeah, what's funny is they lead with that, right? And then it was the phones, right? And normally, it's like the big reveal. And then like, here's the other stuff, right? But that seamless experience of, you know, I'm a beginner I know I'm not Justin, I'm not going into CrossFit. I don't even I'm almost embarrassed to seek help from a coach. Yeah, because a lot of people would be like, I it's going to explode the entry level to the market. So I think this space that you've chosen to go into a it's a passion product project. And then B it's a growing space Yeah, it's a it's a big big growing space so I commend you for you know, kind of taking that leap whenever you're like hey Jared, I'm I'm leaving drifted I'm gonna go kind of like pursue this other journey that's a bit entrepreneurial, a passion project. Normally, I'm the kind of guy that's like, oh, let me sell you on why like you're making a mistake. I was like, shit. Okay, man,

Justin Bartels  04:21
he knew I've never seen Jared not try not try to sell not try to sell Yeah. No, as I really that's it. Like you're you're like you get it? Yeah. 100% Yeah. And yeah, sign up just kind of how how good you've been and how close we've been absolutely

Jared Fuller  04:37
excited to come up to Boston and even just record this farewell episode. So if people aren't clear, like, I think I want to say a couple things that I want to dive into maybe how you're approaching this new Yeah, this new chapter, it may be because I already have some ideas based on what you said for like distribution strategy, like things in market is like kind of set the stage for the audience here. So I have for the next like three to four episodes. It's gonna partner it's gonna be solo. Yeah, it's just me, but I have some banger hits coming. Yeah, I got Bobby napal Tony a number two. Yeah, and it is wild. You guys are gonna love that that's coming out after this episode. Then I have like Avinash the Hi. Yeah, who was Bobby's predecessor at Salesforce created the ServiceNow ecosystem, Global Head of partnerships at Google Cloud, and is on the board of directors at HubSpot as their ecosystem director. And I mean, that's incredible. Yeah. And then we are going to have a special announcement coming of someone that's coming into the drift team, that's a big partner leader, okay. And then after those three or four episodes, we're relaunching the show. There's gonna be another co host. Yep. Female co host. That's great. Got to bring some diversity in today. Yeah. So that'll get announced. There's going to be a partner of studio yet. Which Whoa, official partner studio, we're launching a newsletter, which is, I think it'd be really fun to kind of assemble partnerships. Besides what happened in the episode and like, kind of in the spirit of the hustle. Yeah, I was talking to Avinash who obviously approved the acquisition of the hustle. And that was kind of cool to talk to him. Because we had an episode on that. Yeah, I was talking to have an issue about, you know, why they decided to acquire the hustle and some of the thoughts behind that. He's like, there needs to be that for partnership, right? Just like what's actually happening in the ecosystem? What do we need to be aware of? So there'll be a little newsletter component, so lots of change coming. And we had to do this episode as much as we had, we

Justin Bartels  06:30
couldn't leave me and no, can can just go, right. No, we had to do

Jared Fuller  06:35
it. There was lots of travel in between. So we apologize for the hiatus.

Justin Bartels  06:38
And it's been, it's been cool to take a month honestly, to think about things to write and jump into a different world and look back and be like, oh, okay, like partnerships are everywhere, whether you want to acknowledge them or not, they're everywhere, right, and you're probably engaging them in some fashion, whether you think you are or not, it's kind of like sales, like you're selling, whether you think you're selling or not, to some degree in some fashion. And you can either read, think about them and understand the principles and get really good at them. Or you can just let them, you know, go by fate. Right. And that's been probably the biggest thing I've realized jumping into this new role. And looking back at spending much of time partnerships is like, I I'm involved, although I'm not directly in a partnership role in partnership, like aspects all the time. So, you know, our whole focus is to be that frontline, kind of health and wellness resource. Are they a doctor? No. Are they a physical therapist now nutritionist certified? No, they understand that 8020 of what most people need, and what their scope of services, yes. And so we've partnered with different entities around those that offer complimentary services. So we can refer them out. They refer their companies that they work with and their poor, the people that work at the companies they work with, to kind of our service and build a network around what we're trying to do, which is deliver all encompassing healthcare outcomes. And

Jared Fuller  07:56
this the way I would describe this, then the end customer in terms of the payer, not the user, the end customer is a company. This is almost a b2b like service, even though it has consumer, like, kind of a feel right? Like it has to be consumer grade because the users are not acting in an official business capacity. Right? Right. Like so I'm using I would be using this service and participating in it. Like I would like, you know, it's not like peloton but you know, have that expectation, right? The bar is high for consumer fitness experience. Yep, you'll have the service providers that can provide value added services beyond the coaching. Yeah, like you mentioned, you know, nutritionist or doctor or, you know, physician. But what I'd love to talk about because this is where my head, when is the distribution strategy. Yeah. Because those people, I feel like our laden channel, what comes to mind immediately is like, who owns that relationship? in market already? Because like, what's your company's strategy? You're going to go advertise to all these people? Are you going to SEO? Like, are you partnering with gyms? The first thing that comes to my mind is, that's like the hrs. Yep. Right? Like, if at the interface between like an ulti Pro, or something like that, where you are? Who owns benefits? Yeah, actually, if I think about the insurance world, like, you know, I kind of want to bring that cost, you know, into a reasonable place. And if I understand, hey, I can narrow that delta between like this, this company is extremely unhealthy. Yeah, this company is very healthy. My costs go down significantly. How have you thought about the distribution strategy? Have there been conversations in this new org to go, Hey, we're just gonna go try and advertise to these businesses, email them? Or it's like, Hey, we should come up the funnel where there's a bigger value chain and trust that already

Justin Bartels  09:38
exists and knock on doors. Yeah, yeah. No, the insurance companies are a huge one. Right? If you think about align incentives, like they do better, if people are healthier, right. So they don't have to pay for those expenses. Right. You know, average, you know, cost to insure a person is down today and they already have relationships like what company doesn't have some type of health insurance policy for their full time employees over circumcise. It's a requirement right? So provide that option. So you talk about relationships, you talk about trust, and people that already have the access into the accounts you want to work with. Like, that's a big one. The other one is like thinking about the types of companies. So what we found is like, honestly, health oriented companies that offer a health or fitness type product already have a group of people that are much more that consume a lot more of our product. So it's, you know, kind of think of it like the early adopter late adopter and type thing early using the chasm. Yeah, the early adopters in this are the are the fitbits, the whoops, those companies that are built around health and wellness, and those employees that work for those companies, because they believe in it as well.

Jared Fuller  10:38
I think that is almost being like your m&a strategy, so to speak, as well. Like, if you think about the wearables market, and these these organizations, like that's a fully integrated, like, fully integrated solution. Yeah, think about the wearable, yeah, plug to the company. And then like people actually doing it and being part of a benefit. There's your flywheel.

Justin Bartels  10:58
As long as people don't get nervous about your boss, knowing that you got two hours of sleep, because you're on a bender, last thing, that's, I think that's the only, that's the only privacy concern. Now, those are the big, you know, those are big ones we think about too, is like, okay, there's a lot of tech involved with this. And tech makes us 10 times easier for both from delivering the fitness programs like we have, we were talking about at like fitness plus sounds like with Apple, it was similar model where it's like, we're at least gonna provide an exercise and workout routine that somebody could do in the ease of their home, it's very approachable for somebody that may not have the comfort level to go into a gym yet, right, you know, that type of thing. Or, you know, maybe they don't have access to them, or they can't afford it based on just their circumstances. So there's a lot a lot of tech woven to this. But other players we think about, definitely those like, those areas of trust that people already looked to for their health care. So your doctors, your physical therapist, we have a lot more of that local presence here, just because our company in a gym fashion has been around for a while. So we have a lot of relationships with physical therapists and doctors. And those people trust, like, you know, they have patients who own businesses, and those patients care about health and wellness. And so they're interested in referring them, you know, when that conversation comes up to Oh, I

Jared Fuller  12:11
want to put a pin in that I just had an interesting thought. So not every customer of a gym, right? So let's say you you, you end up having a regional and then you know more of a territorial or even a national strategy for gyms, and you have like partner gyms, they have a customer base, you know, hundreds or 1000s of people, not all of them are going to be like business owners, right? So like, you wouldn't be trying to bring an individual consumer, from that gym into your platform as a paying customer, right be

Justin Bartels  12:42
blaming the other way around, like that's part of our funnel is if they're locally based, and they can access our gym locations, then kind of the upsell is like, Okay, you've been working at home, we also have a gym community, you could be a part of, if you like the social aspect

Jared Fuller  12:55
of it. So one thing I was thinking about is a lot of gyms are still a little bit behind the curve, when it comes to having some basic data on their on their members. Right? Like, that's also part of the value that you could potentially bring to them as, like, hey, you're a tech company, you're a platform, you could potentially help them understand their customers better, because why do you need that you need to understand, you know, like, who's an executive at like, a big company has a fitness buff that could be your champion and who's just, you know, like a normal person. So you can actually kind of like recruit those people to kind of come in? Yeah, and I'm sure they have, you know, it's like basic stuff. Yeah, there's

Justin Bartels  13:32
name phone number and email. It's Yeah, there's my member letters, your data enrichment company, you can rich Jim databases to find out who their members are that with the exactly, you know, we've got leverage,

Jared Fuller  13:43
actually, yeah, there's some people like people like pi PL Yeah, actually there. There are some b2c enrichment, people that could kind of tie that to careers that you can go, Hey, you should probably know a little bit more about your people. And that's like the value add that you provide to the gym, which creates that kind of competitive advantage where it's like you're bringing value to them. But you're receiving value, because now you know which members you can remark it to to say, hey, you're an executive at this company. And we know you're a member at this gym, right? You can get them to even email market to them. And they get a big referral fee, right for bringing in this big corporation. That's a new revenue stream for a small gym that's never had that. Yeah. There's so many partner offers.

Justin Bartels  14:21
Right? Like, and that's the biggest, that's the biggest takeaway is like, like, I mean, we're talking about two people already invested in like, believe in partnerships. I don't know if there's maybe there's some people that are on the fence or like, Well, here's my takeaway.

Jared Fuller  14:33
My takeaway is before we started this podcast, but before partner up happened, I don't know that I would have approached this conversation the same way that you and I have approached it, right. It's an entirely different conversation, right? Because I'm not thinking about Okay, how do I build a database of people, I can email them like ads and yeah, like that's a marketing person's job. And guess what? That's just table stakes, right? Like that's just run of the mill, but who's gonna win it would be the one that has the relationship with all the people in market, right? And you can create that effect that no one else can. So I you know, like, who on this who in our audience i'd love ping me on LinkedIn if you're in the fitness space, you know, I get partnerships. I know. Some people from Mind Body Actually, let me go show like that's interesting. But in general I think a lot of the audience is b2b SaaS from like a mahr, tech sales tech, you know, data, or it world. This is a little bit different. And yet, we can see how something that seems seemingly completely unrelated to partnerships. Actually, there's a ton of ecos Oh, my God, and I think that's the big the big lesson for me as I was reflecting on this before we hopped into this version, I'm like, wow, Justin's gonna talk about his new fitness kind of endeavor. I wonder what ideas about partnerships competence is abundant? Yeah, ton.

Justin Bartels  15:53
I just look at I mean, the fitness space, just a fitness hack, like look at the partnerships potentials that are popping up and already, like, active You see, wearables that are recording, you know, your recovery. Right here in Boston, we got equal representation of like two of the biggest players, you don't have an Apple Watch, and I have a Fitbit on but we're gonna I'm I'm I'm

Jared Fuller  16:11
a giant fan of whoop. I will go back to boot, Garmin, I've got me for either visual display the visual,

Justin Bartels  16:19
it's probably better for more niche runners.

Jared Fuller  16:21
Well, I have to know my heart rate. Yeah, that's the only reason I was a far superior for measuring like heart rate variability,

Justin Bartels  16:27
like quick glance, right. Yeah, my heart rate is I only really want to look at your

Jared Fuller  16:31
so like, literally, if a whoop just had heart rate. And maybe like just the tiniest little screen, I'm sure they will in the next few minutes, like pace and heart rate.

Justin Bartels  16:38
They're screwed. I think they pick the choice that they can't either they don't have a face on it. For those that enough, you can see it doesn't have a face. Right. I think they're like, they can't go back now. Because then when you call them out, you know, I think I think they'd have two versions. They have two models. Yeah. Two models. Yeah. So like, whoop, integrates with, you know, Strava. Right. And like all these other platforms, Garmin, the same thing. Apple, right. is an ecosystem on a watch apples. Yeah. And they're, I mean, they're, I mean, they're probably at a faster tear than any of these. Yeah, and taking over kind of health tech market and what they're doing one thing I wanted to bring up because I, for the last 24 hours, my mind has been racing about Apple fitness plus just how they knock that out of the park, in my opinion, do taking what peloton kind of innovated on with like, wow, I have live studio coaching that was huge. That was needed. And then there's lots of variants that popped up and Apple kind of just went boom and consolidated it into hardware. Yeah, with the service and the software. And it's just like, Hey, here's your entry level. So what we see these cycles of like, bundling and like unbundling, go back to cable, like, Can I get a subscription for all my subscriptions now or just back the cable? Yeah, it's like, I just pay Apple for everything. Yeah. And what's interesting is, then you're going to see that unbundle

Jared Fuller  17:49
Yeah, again. So it's like it's going to consolidate the low end of the market, the high end is going to unbundle again into I think, where companies like yours have a lot of opportunity.

Justin Bartels  17:59
That's gonna be your economic model that you pioneer is the accordion model

Jared Fuller  18:02
, the accordion model, if you will. So the I think what's interesting is the wavelength is increasing. Yeah, meaning, you know, bundling and unbundling used to happen over a period of I mean, we really don't have if you think about human history, we don't have that much, you know, data, but it period of maybe 100 years, and then 20 years to like a decade because if you think about like the newspaper how many business models got unbundled from the newspaper, right classifieds. You know, content, like news, like when the newspaper got unbundled to so much stuff. Yeah, yeah. Like, you could just you could see multi billion dollar industries, unbundled from the newspaper that you know, are now being consolidated again, under these new platforms. So like apple, right has news, which is crazy, right? Apple news. Like you just get your all your news from Apple news, and then like fitness, and it's gonna happen again. And I think that cycle goes from 100 years, 2010 years too fast, like five years during to like, every year, you're gonna see platforms start to like consolidate things that they spin out with like an AI version. It's gonna be very interesting. So I think people that are looking at these spaces that are entering a new cycle like fitness, yeah, right. There's a lot of upside as consumers go, okay, that base experience I need something more niche for me. Yeah. And I need something that's you know, like I I'm really big into just just running like just running Yeah, I used to lift weights like four or five days a week and I would try as hard as I could to get big. I could not put on weight muscle to save my life. I cannot I just suck at it. Right so like the the fitness plus around like CrossFit and strength training and cross training. I'm like, I just suck at that. But like running I got long legs. I can run miles. Yeah, it's different. It's a great sport you love grit and fitness plus has nothing to do with running. Right? Right. So like, I mean, whoop, seems like it's more structured for the gym more functional fitness. Yeah. Right. And then Garmin seems like it's more structured for, you know, right. Yeah. So I think we see a little bit of that as well, where there's applicability to like niche markets and like knowing your customer, like you said, and you're finding more success with your early adopters that are these fitness type companies. So there's lots of lessons where these macro cycles and how markets work as it relates to inter market relationships. So IE partnerships, that if we really try to think about the business world, the markets through a partnerships lens, we have such a competitive advantage, to be my opinion, the next leaders of the tech generation, right, that's actually my thesis. So I'll do my cloud software Association pitch right now, because I got it. I got to plug that one in. So cloud software Association, if you're not a member, go be a member. And then I'm actually going to give a quick little plug for another community partnerships leaders that I've, I've joined, because get this, they have a fund partnerships, leaders just started a fund. Now, it's kind of private, it's not like super big yet. But their thesis and I started to agree with this more is that like, people that have this experience in partnerships over a couple different runs, have a perspective on how markets work better than someone that was a sales leader, or a marketing leader, or a product leader that if you go through a couple cycles and become an expert at partnerships, you're like, Wait a second, I can tackle that market way better than someone that was just looking at it through like, Oh, I can do organic content to this market. Yeah. Right. Like, that's my that's my hack. I think that's, you know, kind of pulling it all together this these cycles, and these intermarket relationships. I think the next phase is what, you know, Avinash was saying from Google is, the next phase of entrepreneurs might actually even be the partnerships, leaders. Yeah, I think that's, that's pretty exciting. It's interesting. You

Justin Bartels  22:03
have to understand pretty much all the aspects of the business just to get it done. Right? If you're good at it, like, yeah, I mean, the market through the cell, gotta be able to deliver some type of joint solution, like why you better why should the customer care that you two are teaming up and talking to each other. And then, you know, the delivery on that, like how you fulfill that. So you kind of have to, it's almost like, I've always said, it's the closest closest to being running your own company within another company. It makes complete sense. And I think that's, that's the aspirational or like, inspirational part of this that is aligned to my journey, like, getting a bit vulnerable for a minute. So I've started companies, I've always thought of myself as an entrepreneur, in begrudgingly accepted, like, you know, being pigeon holed, if you will, into partnerships, having led all revenue at panda dock, and then focusing on partnerships that drift, it's made me realize that no, by focusing on that partnerships, you're there's this T shaped concept that I think Paul Graham might have talked about from yc, that the best entrepreneurs have a broad range of experiences, but are really deep in one or two specific in two specific areas. And what better t shaped person could there be than someone from ecosystem, right? Because you understand all parts of the business, but you understand intra market relationships better than anyone else? Wow, I think that person would be a pretty good steward of capital, right? on how to beat and win in the market. Because what's the game of entrepreneurship to win in the market? For sure. I think that's a pretty inspirational spot to, to maybe like wrap our final episode on AI one more. Okay. I think it's cliche, and he's cliche, but I think also the good partnership leaders are just like really customer focused, like, we hear that word over time customer centric, but like the ones that really are good at partnerships, understand what relation they're able to look at the customer and say like, Okay, well, who does that customer trust? They trust their doctor in a healthcare setting? probably right. We think about that, a tech setting, do they trust their vendor, they trust their agency? Do they trust their other marketers? If we think about the content, here's your here's mayors building communities and we're gonna look at partnerships closer able to like, cut out all these people that are dm on LinkedIn to partner and develop a really strong focus on their customer and say, like, Alright, my customer trust these four people, if my goal by capturing a market is to capture their mind share the market being their collective mind share of my desired customer, then I'm gonna start there. I'm not gonna start by by PVC, because your mind doesn't, doesn't click on ads, you know, right. They don't don't click on links. They hardly even think on the computer because they're working on a construction site. I don't know. Right? construction examples, I guess. Really good partner. They are very customer focused, and they look who has a relationship who has a trust? And then how can I then partner with those people and offer something to them to then gain access to the trust of that relationship? So the stovepipe versus the flywheel, right? Like there's, you're using some intervals Creation between these relationships that exists. And then you start to think, Okay, this cohort of this cohort of the market has these relationships with my end customer. How do I create value with them? Yeah, right, that brings them into, you know, this flywheel. And if I'm, if I'm trying to stovepipe my way into that your favorite what's new, I haven't heard you use that. I'm stealing off an issue right now like, right. stovepipe versus flywheel. Like, you can't stovepipe into that? That market the same way? It just doesn't work. There is no trust to that direct buyer. But there is Trump's trusted that direct buyer. He put those things head to head, who's going to win? Yeah, it's pretty simple as the relationships that already exist in market. Yeah. And that's just like, it's such a no brainer. So customer centricity. Absolutely, and then if you get that, right, you're up tend to be really good at working within your company as well. Because they, right, they go by the same dynamics. I mean, if you want to get shut down at your company, right, you got understand who has relationships and trust with who, who's burned bridges, who doesn't like each other, who likes each other, you like coming back to that small tribe, you know, 1000s of years ago that we lived it, and you're kind of like playing in the middle and trying to figure out, okay, who's the alpha, who's the beta, who's got, you know, past history, that type of thing. And I survive in this, because the the best partnerships, leaders really, like you can't build a business unit as a silo and like, try to replicate every function, you have to partner with every functional, you know, part of the business and like, that's the big journey right now in drift for us is like, what you saw the the tail end of when we started to move that direction is how do we integrate this across every part of our not just go to market? The entire company, right? That's if you've kind of ascended in that journey, and you've seen a company grow, where it's like, you've been formative to a part of that, and you're not starting a company after that. Yeah. After that run after that real big success story. What the heck are you doing? Right? So I guess that's my clarion call. If you've inspired me to think about this, I think a little bit broader, is I think I had a very narrow viewpoint. So like, I want to thank you for the the time that you spent because what people didn't see, we should have recorded this. So many of these. Justin, I would record after our session, that's the premium God created premium content, Jen, it should, it really should have been, we'd record partner up. And then we'd be like, Oh, my God, we just learned so much from Bob Moore, we just learned so much from you know, you named the next guest, like the Mac query, when we were about oh, my God, everything really is about trust. Yeah. And we would like talk for an hour afterwards. It's like, dude, we've been working together all day. I just recorded a podcast, and I just talked your ear off for another hour. Yeah, we got to hang this thing. But I had a blast, man. It was a ton of fun. And you've inspired me to think about partnerships, I think, more more intently, from a career perspective that broadens my viewpoint beyond, you know, kind of going back to my roots. Like being an entrepreneur. It's like, Hey, you went into this new space? That's not part of related. But wait, I could think about that through a partner lens. Yeah. We were talking about another fitness concept before this. That's like, I don't think I would have taken that lens if we hadn't had some of those conversations. Yeah, I mean, I think I would have been as inspired because just doing it by myself. Like, just me. And Jeff, it was just me and the guests. You know, it would have been cool. So I'm excited that you helped raise the bar. And I just want to say thanks, man, appreciate that kind words that I can say all the same about you. I mean, I don't think I would have been in a partisan role and been you. When I was in Boston with two and a half years ago. Yeah, three years ago, two and a half years ago, saying, Hey, I know it's not not sales. I know, it's not you love. But there's, there's something cool going on here. And we can figure this out together, we can do this.

Jared Fuller  28:45

Justin Bartels  28:46
Appreciate that.

Jared Fuller  28:47
There we go. There's the fist bump.

Justin Bartels  28:49

Jared Fuller  28:49
So that's the end of phase two of partnership partner up, we'll be entering I guess, phase three. So there'll be an interim period where you got some good guests, there'll be more content. And then we'll relaunch with a slightly updated brand new format, new studio, new co host. So you've set a high bar but wanted to bring a female to the equation to add some different perspectives for sure. And we really appreciate the run Justin So

Justin Bartels  29:13
thanks, we partner up appreciate you guys apps, everybody's reset on LinkedIn is listen to the podcast who's asked questions, you've been on the podcast before to what we've learned from huge I don't think I'll be able to quantify until I've got other decades of working under me how much how valuable this time was. I think we'll both look back on and be like wow, this was really formative time. And I know you're not he's acting like he's like done with content creation. This guy's you you eventually need to own up to the persona that you're building online because you're I only see the Instagram version but I can tell on Tick Tock you're blowing up your you've really, I think you are going to be a content creator of the future kind of in your space and you know, you probably will have a podcast about fitness, let's say and you'll be shut up. So if you're not creating content you're consuming it right? Yeah, yeah, that's the best way. I mean, that's I've consumed tons of content. Yeah. So I partnered up, we'll see you in the next chapter. Peace out. Yeah. That's was fun, man. That's a good riff. Yeah.

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