Episode 71: Will Ossai – From the Gridiron to the Grind
After a game-changing injury that ended a promising career in the NFL, Will Ossai needed a new outlet for his competitive drive and relentless grit. Enter: professional sales.
From NFL rookie to memoryBlue SDR, and now an Associate Sales Manager at Radware, Will Ossai is the first to tell you how quickly plans change. Shortly into his rookie year with the Colts, Will received a diagnosis that ended his NFL career before it could even begin. Some would allow that to bench them indefinitely, but Will took this as an opportunity to use his network to find a company that aligned with his drive and put his grit to good use.
In this latest episode of the Tech Sales is for Hustlers – Silicon Valley Series, Will shows us that there are many ways to achieve the life you want, how being coachable opens unexpected doors, and why there is something to learn from everyone if you are listening.
Guest-At-A-Glance
Name: Will Ossai
What he does: Associate Sales Manager
Company: Radware
Noteworthy: Will was a promising young athlete with a future as an NFL star when he got seriously hurt and was forced to change his life. That’s when he decided to pursue his career in sales, which turned out to be a pretty wise decision.
Where to find Will: LinkedIn
Key Insights
⚡ Being coachable is a strength. Will looks back on his beginnings as a sales development representative at memoryBlue. He admits that he wasn’t at all prepared to work in sales. He was nervous during his first mock call and wasn’t entirely sure what he was doing. What set him apart from other candidates was his eagerness to learn. “I went in there, and told Joe, ‘Hey, I don’t know everything, but I’m extremely coachable. I’m ready to learn. I’m eager. I’m hungry. I’ll come to work early, every day, I’ll put in extra time after work.’ I think he saw that, and he was able to set me up with a second interview for the mock cold call. He helped me do some homework, and I still look back on it now. I didn’t understand any of it. I didn’t understand the sales world at all. I was just winging it, and I’m fortunate enough that it worked out.”
⚡ What you put into sales is what you get out of it. Going from a thriving young athlete to a newbie in sales is not easy. Will says he’s had his ups and downs as an SDR but he was able to endure — thanks to his patience and perseverance. He says you need to be willing to learn if you want to succeed in sales. “I’ve definitely seen some dark days in sales when I was starting out, and it’s okay. It happens to the best of us. It’s important to keep going, ask questions, and continue to be curious. And if other people are doing well, find time with them and your manager. Like, ‘Hey, can we practice cold calling? Can you help me understand the technology more?’ That’s the thing about sales. It’s like, ‘You really get what you put in, and if you’re constantly seeking ways to improve yourself and get better, listening to calls, listening to other folks, shadowing people, just asking questions, and being curious, you’ll pick it up. ‘”
⚡ Keep a tunnel vision and focus on your goals. Top-level athletes, profitable salespeople, and all successful professionals, in general, know how to set clear goals. Will says you need to get the most out of every opportunity, but you can’t do that if you don’t know what you’re trying to achieve. “Maximize every opportunity. Start understanding what you want the outcome to be, and then work your way to it. I felt like I was all over the place. I wanted to make a lot of money. I wanted to advance in my career, but the grass is not always greener on the other side, and you have to make sure that you’re getting the most out of these companies that are giving you opportunities, especially if they’re good ones.”
Episode Highlights
You Always Need a Backup Plan in Life
“You never think it’s going to be you until it’s you who needs a backup plan. You think, ‘I don’t need this.’ You’re sitting in a meeting and just going into one year after the other, and you’re thinking, ‘I’m good enough, I’m never going to get hurt.’ You can’t think like that. You gotta have options. You don’t have to have a set plan B, but you have to know where to start because I’ll be the first to tell you [that you need a backup plan]. Like I said, I’m thinking I’m going to the NFL, and I finally made it. I get hurt. I end up hurting my neck — cervical spinal stenosis, pretty much I have the neck of a 70, 80 year old — basically going paralyzed. And you have to hit the reset button on your life. And if you don’t have anywhere to start, it’s an incredibly challenging thing to navigate.”
Learn to Identify Customer Pain Points
“Listening to other people’s calls was incredibly eye-opening for me. There are some people who are just really great hunters on the phone, and I was able to learn a lot about how they’re opening, the whole process of their call, how they open it up, the tone of it, the questions that they’re asking but just being able to really search for the pain [point]. And once you find that pain, conversations become so much easier. You get the value out right away, get that person to open up, and then you can take the conversation where you need to.”
Figure Out Your Desired Outcomes
“Know what you want your outcome to be, and then move with intention to reach those plans or goals. I say that because when I was at memoryBlue and even Clari, I really didn’t have any set direction. It’s okay to be fluid, but what I know about myself now, even with football, is what I wanted the end goal to be. When I transitioned into sales, it was kind of fluid, and I’m the type of person that needs to operate on outcomes, the end goal, the ultimate end goal, and for myself, I think that’s what I do. I sit down, and I say, ‘Okay, what do you want out of this?’ And then I move accordingly.”
Transcript:
[00:00:17] Marc Gonyea: Will Ossai in the house.
[00:00:44] Will Ossai: Yes, I am. Marc, Chris, thanks for having me. It’s a pleasure.
[00:00:47] Chris Corcoran: The pleasure is ours.
[00:00:49] Will Ossai: I’m glad to be here.
[00:00:51] Chris Corcoran: Looking forward to catching up with you, Will.
[00:00:54] Will Ossai: Definitely.
[00:00:55] Marc Gonyea: All right, Will. Everyone wants to hear from the people who are the guests on the podcast, not from Chris and Marc. And the best way to start that off this for you to share a little bit about yourself, like where you’re from, maybe what, about your background is unique that will kind of help us and the people who are listening learn a little bit about you. You know, the people who are listening to, people who are thinking about coming to work at memoryBlue, people who are SDRs at memoryBlue now who out what alumns like you are doing, and you know, maybe some people who worked with you who didn’t know you as well. It’s a good opportunity for them to kind of learn a little bit more.
[00:01:26] Will Ossai: Yeah, no most definitely. Again, Marc, Chris, really happy to be here. I’m definitely looking forward to this conversation. ‘Cause, you know, memoryBlue does mean a lot to me. So it’s the company that got me started in the industry and I think going so on and forth going on three years now and it’s been every year I’ve been in since, it’s been amazing.
[00:01:41] So thank you both for what you’re doing with memoryBlue and giving young hustlers like myself an opportunity. So it’s much appreciative. But yeah, you know, I guess I could start, just tell you a little bit about my background and kinda my story. Born and raised in San Jose, California, to Nigerian parents.
[00:01:56] Got three brothers, one sister. I’m the second youngest. my little brother’s four years younger than me. But yeah, you know, grew up in a Nigerian household where education is super important. Sports has always been at the forefront, grew up watching all my brothers play different sports from football, basketball, softball, so kind of just follow suit.
[00:02:13] And that’s pretty much all I did. growing up, I played every sport you could think of. Soccer. I did volleyball in middle school, track and field.
[00:02:21] Marc Gonyea: Wow.
[00:02:22] Will Ossai: Football, basketball, baseball. So, you know, I’ve always just been very sports minded and, you know, education always has been important for us.
[00:02:29] Marc Gonyea: Will, I got a question. I’ve got to jump in. I got to give a shout out to Nigerian parenting as far as I can tell.
[00:02:36] Will Ossai: Oh, no, I appreciate it. They tried to keep it as grounded as much as possible, you know? So I gave a lot of kudos to my parents. And if you ever get a chance to hear my dad’s stories, it’s incredible. So, I always say, you know, “If he was able to be successful with the resources and what he had going on over there, and to bring it over here with my family, there’s no excuse for me not to be successful.”
[00:02:55] Marc Gonyea: Why don’t you tell us a little bit about it? I don’t think…
[00:02:58] Will Ossai: Yeah. Yeah. I could definitely segue over there. If, I did have a whole conversation with my dad during 2020. When this whole pandemic, and we’re still in the pandemic, when everybody was through quarantine inside and I got to hear about his whole transitioning and growing up. my dad’s the only educated person really in his family.
[00:03:15] Nobody else has gone to school. He got countless siblings. And I don’t even know how many cousins to have from my father’s side. But I don’t know what it was, but education was always important to him, even though his siblings never went to school. And, he found a way. I know he wasn’t living with my grandmother and grandfather at the time. He ended up staying with some close family friends, who kind of took him in and he was able to focus on his studies there.
[00:03:38] But yeah, I mean, I’ll just say that like one of the big pieces that he told me, during his story is, you know, my dad finally was able to pass this test to become a banker. And it was at the same time where he had finally completed like some exams to, or he finally landed a scholarship, go to university in or somewhere in Arkansas.
[00:03:57] And he had been applying for his passport, like for a US password, like four times before. And if you don’t know, the process is extremely long and it’s just super difficult to do it, but he finally, like, he had to make a choice on the stay in Nigeria, and get into a bank of which that was even a big accomplishment because there’s literally no jobs in Nigeria.
[00:04:18] And, he actually chose to go back to school and he was able to jump on the plane. We actually saw the suitcase when he came. He came with one suitcase over to the United States. It was crazy, but he made it happen. Went from the school in Arkansas, was working full time and going to school, ended up moving to LA, where he got to use to LA at Northridge. Working full time. I don’t know how he did it. He made it work. And like I said, he really didn’t have any support system. If I could tell the story way better, but it’s…
[00:04:47] Marc Gonyea: No. You’re doing a good job. So long story short, how has that impacted you?
[00:04:50] Will Ossai: It’s just, kind of, I think put that work ethic in me. And again, we get all these resources out over here and, different people who are willing to lend a hand sometimes and being able to really tap into your network. For me, there’s always a way to get what you want to achieve and when you’re living in America, it’s not all good, but it’s not all bad at the same time.
[00:05:10] And you know, there’s definitely ways to achieve your dreams, your goals, and, you know, there’s incredible resources here for people to tap into and to lean on. It’s really just accessing information. I think that’s a big thing is just to continue to just try to learn as much as possible.
[00:05:25] I was telling that Marc before, you know, I was born in San Jose, literally the hardest Silicon Valley. And my dad was a software engineer for IBM for a long time too, before he got laid off, during the early 2000s. And I still really had no knowledge of Silicon Valley and really opportunity that presents itself.
[00:05:40] And, you know, I was just again fortunate to land, I mean memoryBlue leave kind of opened some doors for me.
[00:05:45] So…
[00:05:45] Marc Gonyea: So you’re growing up at San Jose. You’re playing these sports. And then when you’re in high school, you figured, “Hey, I want to play sports in college, or I want to play football.” Was that your true love or what, how did that..?
[00:05:56] Will Ossai: Yeah. You know, football is, it’s kind of weird, it had always been near and dear to my heart. I’ve been playing it since I was seven years old, again, watching my two older brothers play. So I just kinda followed suit, didn’t really know if I was good or not. I just knew I liked playing. I wanted to stay in my junior. In sophomore year probably where I started, we had a good coaching staff and where they kind of put it in my ear like, “Oh, you could go play in, you know, like college.”
[00:06:16] And that’s kind of when I tried to focus in junior year, unfortunately for one of my teammates, he ended up getting hurt. I was actually sitting the bench. He got hurt like a week before the season, I was able to get an opportunity, did well, started having some schools looking at me, senior year rolls around no offers yet in a year, rolls around and then breaking my ankle.
[00:06:34] Like the second week into the season, I had to sit out. No offers came, but you know, there’s two and a half games I did play. You know, I did extremely well. And luckily San Jose State actually offered me a preferred walk-on, which I actually wasn’t even going to take at the time. I wanted to go JC, but again, my parents, they fought me tooth and nail. My mom’s other children went Junior College Route. Nothing Junior College is a bad thing, but they’re kind of set on, you can go play or go to school in college, go to school in the college. You know, football is not what should be important to you, is getting your education.”
[00:07:03] So, but it worked itself out.
[00:07:07] Marc Gonyea: Yeah. You told me you walked on and then you preferred walk-on and then, but you weren’t ready yet?
[00:07:12] Will Ossai: Yeah, no. I mean, my first year again then I walked on, I’ll set in studying sociology. Actually, I was in liberal studies at the time. and I don’t even know why I chose liberal studies, but I, growing up I always said I want to be a cop or playing in the NFL, but, yeah, walked on, and that first year was just incredibly difficult.
[00:07:28] I remember sitting in my dorm room, “Yeah. This is exactly why you didn’t get a scholarship. You’re not good enough.” How’s your like 95 pounds playing linebacker? And some of these upper upperclassmen we had in the room, they were like 240 to 245. I was like, “There’s no way I could hang with these guys.” But we had one coach who actually coached with a coach on the side, high school football over here at Saint Francis High School in Mountain View, coach Neil Perry. He was coaching me at San Jose State during my first year. And I remember he has this incredible story and he actually hurt his leg playing football and get it amputated. But his whole message at the end of it was ” just never give up”. Things happen and we’ve got to kind of climb walls and overcome challenges and obstacles that come before and we’ve got to keep going. And I remember I went back to my dorm room. I wrote myself a whole note to myself, tell me, tell myself just back-formation is, the end of it I wrote, “never give up”.
[00:08:21] And the first year went by, I wasn’t that good, but then my sophomore year that spring, there was just a, a tie time. I remember I went super hard in the waiting room watching film, watching other guys who are doing, being successful and I was just complete 180. It was 90 days from my freshman year to sophomore year.
[00:08:38] And luckily, I did well enough to earn a scholarship that year, like three games into the season. And then yeah, the rest was history from there. So, I ended up starting pretty much the rest of my time at San Jose State. And I was fortunate enough to play a little bit for the Indianapolis Colts from my rookie year.
[00:08:54] Marc Gonyea: We’ll get to it. When you said you learned from other guys in front of you, you can tell us about this. But there are a lot of the things that are untranslatable, from sports, especially at a high level, all levels actually, but certainly at a higher level. But you can translate into in the business, into your profession and we’ll get to that how you ended up memoryBlue. But was that important to kind of learn from others?
[00:09:15] Will Ossai: Some people do other things better than you, right? If people are having success, not kind of take it, like you said, into sales too, you don’t always have to reinvent the wheel. Right? If things work, if there’s certain strategies or processes that work, there’s no reason to go, put a dent in it or make alterations. You stick to the script, you stick to the plan and allow it to play out.
[00:09:35] So for me, when I wasn’t playing well, you know, running some plays and obviously football could get very technical. Like, “This guy does this and I need to do that. If my teammates doing this and I got to do that.” And just watching other guys who did it correctly, I’ll just oversee, “Okay. If I ever see this guard, pull that way.
[00:09:53] I’m over the top back.” And I would just take little points like that. In the film room, I’ll go to the field like, “If I see this, obviously areas where I need to improve, and if I see this guard doing that, then I’m doing that right away.” And I just start picking it up. I started understanding the game more, just how pieces work.
[00:10:09] And if you watch football, it’s, it’s really poetry in motion. All guys working on a string. And once you start understanding those details and the minutia of the game, then you can really, really excel the game. The game really slows down for you, but you’ll hear a lot of good players say is the game slows down.
[00:10:24] Yeah, so, you know, I definitely was able to take that skill, that I learned in football was watching guys who are doing stuff better than me, into sales, right? So especially starting as an SDR, you’ll see some SDRs who are really killing it, right, and how they’re objecting, objecting handling on the phone or their tone on the phone, how they open the call, the curiosity of the questions that they’re asking, the emails that they’re sending.
[00:10:46] Right? And, if I’m ever struggling, and that’s what I love about sales too, and football. I mean, it’s a team game at the end of the day. You know, we’re, we’re all on the same team, right? We all want the same outcome. I’ll just go ask my coworkers like, “Hey, you know, what are you doing to be this successful?” Here’s what I’m doing. We just share and collaborate and see areas where, you know, I can improve on or what I need to start doing or thinking about when I’m doing lead gen or, you know, running discovery calls or whatever that may be. So, definitely a lot of similarities,
[00:11:17] I was able to pull football into the sales world.
[00:11:20] Marc Gonyea: Yes,
[00:11:20] Chris Corcoran: Hey, Will, tell the story about when you found out you, you earned a scholarship and then share with us kind of what you told your folks.
[00:11:28] Will Ossai: Yeah, it was actually kind of crazy when I earned it, ’cause it was, I started my first day at Colorado State. And then it was like two weeks had gone by and yeah, my head coach had called me into his room randomly and it was like 7:00 PM at night after when we just had a meeting for something. He was like, “Hey, you earned it. I’m going to put you on scholarship.” And yeah, it was an incredible feeling. It was definitely a weight lifted off my, because you know what’s crazy? It’s, this is why I love my father so much, but he’s the one that really, he did all my college applications, how they stay, which will be the only school I got into.
[00:12:04] And I wanted to live on campus. And I don’t really know about the finances or, you know, how much stuff is on my campus. I want to live with my teammates who are living there. And literally that person, my freshman year was so challenging, just because again, I didn’t know the financial aid process or anything.
[00:12:22] So actually all my classes had got dropped randomly ’cause I had to pay. I guess I missed a deadline and then I was living on campus and I wasn’t paying that either. So I would literally come home after I practiced in all of my classes, I think so, all my door saying, like, basically I’m going to get evicted. So, you know, it was just a lot of stress my freshman year, for sure.
[00:12:45] And my dad always came through for me, whether it’s financially or just advice or otherwise. So, when I earned that scholarship and I gave him the call and it was just a great feeling, it’s indescribable feeling. And I felt like I owed it to him because he had done so much for me and my family.
[00:12:59] And obviously my mother was super excited and it worked out at the end of the day. So…
[00:13:04] Marc Gonyea: Yeah. It’s a great story. And all truth. So when you’re in school, what did you think you wanted to do when you were done? like, were you set on trying to be a professional athlete or you..?
[00:13:17] Will Ossai: Yeah. Obviously when you’re playing division on football, you’re thinking in, the next thing is NFL. So I really didn’t have like a plan B. I was just always said like, “I’m going to be playing in the NFL.” Even early on in my college career, when I wasn’t as good. I just don’t want to sound like, “I was going to play there.” I felt like I belonged there, whether I was playing well or not.
[00:13:40] I felt like I just had the skills and the athleticism to do so. Yeah, we would have people come and talk to us about, “Hey, you know, you got to start thinking about your plan B.” And we had a lot of cops come talk to us like, “Hey, you know, again, you gotta have a backup plan.” You never think this could work as an athlete. You never think it’s going to be you until it’s you who needs a backup plan and you think, you know, “I don’t need this.” And you’re sitting in a meeting and just going into one year out the other, and you’re thinking, “I’m good enough. I’m never going to get hurt.” Right?
[00:14:10] Yes. You can’t think like that you gotta have options.
[00:14:13] You don’t have to have a set plan B, but you got to know where to start, because I’ll be the first to tell you, like I said, “I think I’m going to the NFL.” And I finally made it. I get hurt. I ended up hurt my neck, cervical spinal stenosis. Pretty much I have a neck of like a 70, 80 year old,
[00:14:29] basically going paralyzed and you got to hit the reset button on your life. And if you don’t have anywhere to start, it’s an incredibly challenging thing to navigate. And, for myself, luckily, I just had the right people in my life, again, my father and then my cousin, Timmy, who was actually an another memoryBlue alumni, kinda were able to guide me and they had been doing it my whole life. So you know, it was just forcing me to know when I did fall and when I was lost, maybe pressing the reset button. In my life I have people who can kind of steer me in the right direction.
[00:15:06] Marc Gonyea: Let’s talk about that. So you realized you had to move on from the pursuit of being a professional athlete and came back to San Jose, right?
[00:15:15] Will Ossai: Yep.
[00:15:16] Marc Gonyea: And what did you think you were gonna do?
[00:15:19] Will Ossai: Honestly, I really didn’t know at first. I was actually 10 of some of my other teammates I played with at San Jose State got curved or, you know, weren’t in the league right now, CFL or NFL. One of them was going to go apply for SAPD, we have some connections over there. So as soon as I got back, I’m gonna say a couple of weeks went by,
[00:15:39] I was like, “I’ll just go sign up for San Jose police department and see if I could become a police officer.” And so I was doing that whole application process. I realized how long it was. Now, they asked for so much information, referrals and people they can reach out to, talk about you, neighbors. So I was pretty much at the point where they were going to submit my total application portfolio up against the board, when I spoke with my cousin, Timmy, obviously, and then also my father and, “You signed one being a police officer’s incredibly dangerous job putting your life on the line.
It’s a noble job, but it’s incredibly dangerous.” Right? And I hadn’t really done anything. Like I said, my whole life, all I did was go to school and play a football. So, you know, they figured, ” Try to put your hand in different buckets or go see what you like.” And I know Timi was just like, “Hey buddy, I’ll get you a job,” as a, I don’t even know if he says sales development rep or what’d he say. He’s like, “I’ll get you a job in tech sales.” And I didn’t even know anything about tech sales.
[00:16:43] I was just like, “Okay.” Because Timi’s always given me the right direction. So I was, “Okay. Go ahead and do what you gotta do.” I know he took my resume, he fixed it up for me. And next thing you know, I’m interviewing at memoryBlue. I was telling Marc too, I had no clue about anything, pipeline generation, cold calling, all these different tech companies.
[00:17:06] I really didn’t know anything. So when I went into the interview, I really didn’t know what to expect. Timmy really didn’t prepare me. He said, “You’re either going to get the job or you’re not.”
[00:17:17] Marc Gonyea: He wasn’t supposed to prepare you.
[00:17:23] Will Ossai: ‘Cause he tried to help out a couple of our other friends and I guess it wasn’t a good experience for him. So he said, “Look, I’m not going to do too much. You either get this job or you don’t.”
[00:17:32] So I was just, I went in there and I kind of just told Joe, “Hey, you know, I don’t know everything, but I’m extremely coachable. I’m ready to learn. I’m eager. I’m hungry. Coming to work every day early, put in extra work after, put in extra time after work.” And I think he saw that and he was able to set me up with a second interview for the mock called ‘cold calling’. And again, I didn’t even, he has some have me do some homework. And I’ll even look back on it now I didn’t understand any of it, I didn’t understand this whole sales world at all. I was just kind of winging it and, you know, fortunate enough it worked out. But yeah, the first cold call I did it wasn’t great. Joe came back in the room and he’s given me all these pointers on the board.
[00:18:18] I’m like, “Okay. So I’m just trying to take it all in. We’ll do it again.” Everything he told me I needed to do from the last call, I just try to incorporate it into how I was doing it. And again, my tone was probably horrible. I probably wasn’t making any sense, I know I was staggering. I’m also still nervous in a just portion at the end of it, Joe is just like, “Hey, you’re extremely coachable. All the information I gave you, you were applying it to our next call. And, you know, he personally gave me the opportunity and all was so thankful. He said I could start Monday. And starting that comes with the complications too, but in difficulties.
[00:18:55] But, I couldn’t have been more excited. I finally had a job, actually my first real job, I think I ever had. I worked a little bit summer going into college at Burger King but I don’t really count that. So definitely an incredible feeling.
[00:19:09] Marc Gonyea: And what was it like when you started? So you got it, you kind of have a little bit taste. Timmy likes to play stuff close his vest sometimes. Right?
[00:19:19] We got to get him on this podcast, by the way, is how,… I want to have you help me recruit him. So, but then you started, what was it kinda like? When did it start to kind of dawn on you?
[00:19:27] How what you’d gotten yourself into? And how was it like?
[00:19:31] Will Ossai: Yeah, it was still difficult at first and extremely humbling feeling, ’cause you know, as an athlete and you get to play at the highest level. You feel like you could just do anything well, and I could pick it up, run in and nothing’s going to, you know, nothing can stop me. And I could be great at anything, but with sales it’s different and it still humble you.
[00:19:54] And I think I have a lot of humility anyways, but I’ve definitely seen some dark days, definitely at sales initially starting out. It’s okay, happens to the best. It’s just important to, to keep going, ask questions, tend to be curious. And if other people are doing well again, just go find time with them, find time with your manager.
[00:20:13] Like, “Hey, can we practice cold calling? Can you help me understand the technology more?” Right? And that’s the thing about sales, it’s like, if you’re able to, you really get out what you put in. And if you’re constantly seeking ways to just improve yourself and get better listening to calls, listening to the other folks shadowing people, and just asking questions, being curious. Like you’ll pick it up. And there’s every ‘no’ is just going to take you closer to one more
[00:20:39] ‘yes’. Definitely got a lot better from my time at memoryBlue. I think I was fortunate to have some great coworkers who were really good at what they did. Joel was there obviously as the MD, Dan Yorkie was there. John Le.
[00:20:53] Um, Kevin Tu.
[00:20:56] I, yeah, so I had to, I think I had some great, great, great people who I can lean on and who are willing to help. That’s always been memoryBlue as, you know, is really helpful company and everybody’s just wants to succeed, where in North Korea, definitely while there was some challenges. There was definitely a lot of successes and a lot of learning. And, yeah, I mean, I my time at memoryBlue was, it was amazing. It was amazing. And I still actually talked to a lot of those coworkers. We’re still in the group chat.
[00:21:27] Marc Gonyea: Of course. I heard about these group chats. They would let…
[00:21:31] Chris Corcoran: Will, so I want to go back to college real quick, ’cause you were certainly a playmaker on the field, but you were also a playmaker in the classroom as well.
[00:21:38] Will Ossai: Definitely definitely had to take the education seriously. I think in college is when I really started understanding the importance of education. High school, I think I was kind of just getting by, but college is when I really started, I learned a lot. I was a sociology majors, major so it was a lot of writing and just understanding society, community, kind of how things intertwined.
[00:21:58] So, yeah, I think I finished with like a 3.2 GPA, so, I mean, not the greatest, but it was definitely light years ahead of where I was in high school.
[00:22:08] Marc Gonyea: Yeah, that’s pretty good considering you’re playing football at a high level.
[00:22:13] Will Ossai: Yeah, yeah. No, definitely.
[00:22:16] Marc Gonyea: So when you started at, at, the company, what did you get good at? So everybody’s got something that they get good at when they’re doing the SDR job. What was it that you kind of figured out that you like, “Okay”? And how did like being an athlete, it sounds like you were humble, because sports is very humbling, but what did you learn from being an athlete that translated into being good at an SDR?
[00:22:36] Will Ossai: I think the number one thing, I say two things. One, I say watching film, but just listening to other people’s calls which was incredibly eye opening to me. There’s some people who are just really great hunters on the phone. And was able to just to learn a lot about how they’re opening their call. This, the whole process of their calling, you know, how they open it up, the tone of it, the questions that they’re asking, and just being able to really search for pain. And, once you do that pain finding, then you know, conversations becomes so much easier.
You get the value out right away, kind of get that person to open up and then you can kind of take the conversation where you need to. And then, say second thing is just the work ethic again, whether it’s just, again, working with other people. You know, if you don’t know, just keep it to yourself, go ask people, right? Develop a plan with your managers and your coworkers to kind of help you keep you accountable and, you know, iron your skills.
[00:23:31] And then I say even the emails, it’s where I learned a lot of. The mail merges was great, but just being able to find value. memoryBlue, I think, is just great at being able to not transition now with three, four different companies and I’m always able to onboard quickly and hit the ground running when it comes to lead gen, just because I’m able to understand, “Okay, this is the opening value.
[00:23:52] This is the lemonade statement.” I still use the same format that actually memoryBlue gave me. Everywhere I go, I’ll go build these talk tracks. I have a whole email list and just being able to put those in there, just allows me to understand the technology so much faster, where I could go to market with that literally when I started, so.
[00:24:12] Marc Gonyea: What was your signature move? Like, what were you? What was your, everybody’s got super power.
[00:24:16] What was your superpower?
[00:24:17] Will Ossai: Yeah. I mean, I was, I think I was very good at emails. I think I was good on the phones too, but I think I can always get better on the phone, as I always listened to other people’s conversations. I’m like, they’re really natural on the phone. So I still, I still even building that skill to this day, but the email… yeah. So there was one email I used at memoryBlue a lot that actually got me a ton of meetings that literally every company I’ve been to, I’ll still bring that out and I’m still in this meetings up to this day.
[00:25:41] Marc Gonyea: Excellent.
[00:25:43] Chris Corcoran: Hey, Will, the listeners are dying to know were you better against the runner or pass coverage?
[00:25:49] Will Ossai: Oh, they, I was a tweener. That’s what they call them nowadays. So honestly I loved being in coverage, but I think I was better at stopping the runner.
[00:25:57] Chris Corcoran: Okay.
[00:25:58] Will Ossai: Stopping the runner.
[00:25:59] Chris Corcoran: Very good.
[00:25:59] Marc Gonyea: Likes one more than.
[00:26:00] Chris Corcoran: Yeah.
[00:26:01] Marc Gonyea: It’s better than the other one.
[00:26:02] Chris Corcoran: Yeah.
[00:26:04] Will Ossai: Yeah. Yeah, the football days, I miss those days though.
[00:26:07] Chris Corcoran: And talk a little bit about the NFL story, just about how you got involved there and how long it lasted and then what happened?
[00:26:13] Will Ossai: Yeah. Yeah, I could definitely jump in, uh, to the NFL story. Again so, I’ll say, starting off in college, yeah, freshman year was horrible. Sophomore year was definitely a huge step up. And by the time my junior year came, honestly, it was a step down just because I don’t want to make excuses.
[00:26:33] Right? Honestly, I sat the bench a lot my junior year. We got a new coaching staff and sometimes it’s not only if you’re not performing well, it’s just a numbers thing. If you’re better at this position, they’re going to keep you there just to make sure that there’s, if somebody does get hurt in that position, you just step up.
[00:26:48] So actually I didn’t play a lot. I was more at special team Gamma on junior year, and then Senior year, we ended up getting a whole new coaching staff again, San Jose State. Luckily we got coach Brandon over there now, so he’s holding it down for us. But, yeah, those coaches really, you know, gave me an opportunity.
[00:27:03] And you know, I took it, I ran with it. I played well enough to get a lot of luck. I know by the end of the season, I was already having a lot of conversations with different teams. Let’s try as, other athletes are as well, but it’s always a good feeling like, “Okay, I have a chance.” Was fortunate to have a really good agent. I was working with Ali Siam and Bus Cook. They represented Jadeveon Clowney when he played, so some, some big names, who was really cool. And yeah, the culture of the only team that flew me out for one of the visits, so I, did my physical there. I got to meet the whole coaching staff, the linebacker coach, and D coordinator.
So it’s really cool and I think even, you know, once I did that, I kinda had a mind like they did, offer me something as a undrafted free agent or took me in one of the later rounds. I’d be super excited. And, yeah, luckily they, you know, yeah, or really once the draft started, they asked me to sign as an undrafted free agent.
[00:28:00] So it was easy for me. So, yeah, I went to India, which was really cool, you know, met some great guys over there. Did the rookie mini camp, did the mini camp, and I was playing well. So I was playing really well, was a great feeling. I was like, “Yeah, I finally feel like I belong.” A type of defense was definitely tailor made for guys that were my type of build and prototype. So, yeah, it was just unfortunate once he rolled around. I just took a hit, ended up with cervical spinal stenosis, but it was like… If he, you know, that feeling when your hand goes numb, I literally feel nothing my whole body. So, you know, when I got my MRI back and there the doctor pretty much said, “Yeah, you probably shouldn’t be playing football anymore.
[00:28:42] Try to get some second opinions on it.” Could have done the neck surgery, but I really was 20, 23 at the time, I didn’t want to, I’ve never had surgery before, too. So football is not the end all be all, while it was hard, again, having to press the reset button on my life. You do a lot of soul search and get to know yourself a lot deeper, deeper levers levels.
[00:29:03] And, I still wouldn’t change the experience for the world, right? It’s still a dream come true for me, to, you know, just to be able to say I was able to play in the NFL, so.
[00:29:11] Chris Corcoran: Wow. That’s impressive.
[00:29:13] Marc Gonyea: That’s a good story. Will, thanks for sharing that with us.
[00:29:17] Will Ossai: Yeah.
[00:29:17] Marc Gonyea: All right. So we are going to talk about the rest of your career after you left memoryBlue and kind of where you are now, where you want to go, but let’s talk about the topic of diversity in tech and getting at, not just athletes, but why is it difficult, you think? And also what’s it like?
[00:29:32] Will Ossai: Yeah.
[00:29:32] I’d say, I think the biggest thing, you know, when I, think about it, it’s really just the information. I felt like, I think there’s like a group of folks who do know about the tech industry, but I also think there’s a lot of groups who just never come across that information or if they do, they really just don’t understand it.
[00:29:51] They think tech is just all about engineering, being able to code and while that’s nice, and if you can learn to code, I think, you should definitely do that.
[00:30:02] There’s definitely a lot of different avenues where, you know, the sales, recruiting, customer success, product manager, marketing manager.
[00:30:10] So, I think it’s just the information and a lot of folks just, they don’t have access to it. And if they do, they really don’t understand the entirety of what tech can offer and the different roles out there.
[00:30:21] Marc Gonyea: So when you, I think as an information thing, so you used to mention when you were at, at San Jose State, the law enforcement agencies would come and talk to you guys about being in law enforcement. So you think like if tech companies or companies like memoryBlue got in front of them more athletes, would probably get more?
[00:30:35] Will Ossai: Definitely. I definitely think that, especially when it comes to athletes, ’cause I mean, most athletes, I want to say for most sports, the end goal is to make a lot of money, I think, that’s a fair assessment. And in tech it definitely gives you the opportunity, whether it’s with sales and commission or just having equity, being a part of these earlier startups. Obviously you never know, but definitely has that opportunity. And I think, yeah, more tech companies gone in front of athletes or, you know, whichever groups I think definitely it would definitely help for sure.
[00:31:09] Marc Gonyea: Got it. All right. So we’re always working on here at memoryBlue. It’s a tough nut to crack, but if we can get more, we’ll assize in here. And Timmy’s you know, other folks, it’d be great for us and, and for the industry. So, all right, so you’re at memoryBlue doing your thing, when did you kind of realize, “Okay, this tech sales thing, this is something.” You went through the dip, right? And dip never goes away, but you kind of work the way through that, and then what’d you say, “Okay. I can, I think I want to make a go of this”?
[00:31:36] Will Ossai: Well, I think I can only speak for myself. Once I was working with another colleague of mine, Victor Mata. He was doing very well. We’re on account. Yeah. We’re on the same account. And obviously I’m a big competitor still. And he was killing. I mean, day one, I was like, “How are you doing this?”
[00:31:57] And, it kind of filled me, even though I wasn’t doing well. I was like, “I’m going to figure this thing out.” And then once you start saying that success, you start getting better, you ask questions, you start developing those skills. You’re doing role plays with their manager, you’re asking different folks for different ideas or just to change your approach on things.
[00:32:13] And, yeah, it just kinda, I started landed some meetings and once you get those meetings, I mean, that feeling is just, it’s unbelievable. It’s unbelievable. It’s actually convince somebody to, I mean, time’s the most precious commodity we have and to convince somebody that, to give up 30 minutes, 15 minutes, an hour of their time,
[00:32:30] I mean, that’s just an incredible feel. So yeah, I want to say as soon as, I think once I hit that, I got that first meeting I was like, “Yeah, I like this feeling. I gotta, I gotta get more of it.”
[00:32:41] Marc Gonyea: All right. All right. And then, so you decided, “Hey, I want to stick in the game,” and then you ended up leaving us with the Clari, right? Was that your client? How did that..?
[00:32:51] Will Ossai: No. So Clari actually wasn’t a client. So the client I was working with at the time, Passage AI, their VP of business development, Jonathan Taylor, mentor this woman at Clari named Marley. She was an SDR there at that time, and I guess they were grabbing a drink or something, and Marley said, “Hey, we’re hiring SDRs to join the team. John, do you know anybody that fits the role?” And John, you know, I had been doing some good work for him in his account, and he, mentioned my name and I soon, I got the email from Marley over LinkedIn. And she was like, “Hey, I was talking to John. He was talking you up that you might be interested.”
[00:33:28] So, I was like, “Why not?” I mean, John, he was really cool with me. I was like, ” This is worth the company to look at in.” And it was great. So while I didn’t get hired out, I didn’t get to work at memoryBlue, due to you hired out by your client. I still kind of consider myself a memoryBlue, and I hire out just because the VP of business development I was working with.
[00:33:49] Marc Gonyea: Yeah. So you work, so you were on a campaign doing such a good job that your colleagues at the client said good things about you to someone else in the industry?
[00:33:58] Will Ossai: Exactly. Exactly. Yeah. And I mean, Passage AI at the time, there was conversations where they were going to hire me out. I guess it just unfortunately fell through. I think about it was on the account from day one they said, I would have been hired out, there’s some technical technicalities, but it still worked out at the end of the day.
[00:34:19] Marc Gonyea: So you bet you left and then, walk us through your career and kind of where you were trying to go that point?
[00:34:24] Will Ossai: Yeah, think I was getting too focused on making money. I don’t want to say I wasn’t making money at memoryBlue, I was making money. I just wanted more money and I kind of let the… I let that, when people would dangle that dollar and your face ‘get to me’ and that’s kinda what I was focused on.
[00:34:42] I knew I wanted, I really didn’t know if I want to even be in a closure at the time, being AE, ’cause I still is even, and that’s the one lesson I could say I should’ve done, which really optimize your opportunities at every company. Not even opportunities, but just information and what you could learn at every company.
[00:35:01] Because when I left memoryBlue, I, I mean, I was still not familiar with even being an AE and another think of now sourcing all these meetings for account executives, but I didn’t, I was still so naive and so young to be in industry. I didn’t even realize what I was doing. I just knew, I was like, “Oh, I can make a ton of money.
[00:35:19] You see all these statistics after you leave memoryBlue…” While it’s possible, you gotta make sure that you develop that foundation at memoryBlue. I mean, if it was up to me, I wouldn’t have, if I could go back, I would probably stay at memoryBlue a lot longer just to, again, maximize the information, the knowledge, the skills and get the most out of every opportunity.
[00:35:41] And, I left and I mean, Clari was again, another great company for me though. And I’ve definitely learned a ton there. I was, Kyle Coleman, if you’ve seen him, I’m sure you’ve seen him on LinkedIn. He’s definitely a big leader in the SDR space. And just the colleagues I was working with and being a part of that SDR team definitely learned a lot there.
[00:36:02] And again, I finally kind of understood what I wanted, I wanted to start closing deals and I kind of let that be that dollar my face again. And, again, I wouldn’t have left Clari as early as I left either, because again, it’s just important to, to maximize and the grass isn’t always greener on the other side,
[00:36:19] I think that’s why it’s important for folks. Once you get again, maximize every opportunity, but start understanding what you want the outcome to be, and then work your way to it. I kind of felt like I was just all over the place, “All I want is to make a lot of money.” I wanted to advance my career, but grass isn’t always greener on the other side and you got to make sure that you’re getting the most out of these companies that are giving you opportunities, especially if they’re good ones.
[00:36:44] I think memoryBlue and Clari both are. And so I would just tell folks not to be in a rush. Don’t be in a rush and learn as much as you can and, yeah don’t be in a rush. And maximize your opportunity.
[00:36:57] Marc Gonyea: So when you were, you’re at Clari and then, walk us through when you said, “Okay, I think I’m ready to try and get into a closing role or a leadership role or the next role.” How did you get there?
[00:37:09] Will Ossai: Yes. So at Clari, it was kind of tough because all of a sudden we went into the 2020, you know, COVID came around. So things have been on hold, but there were things in the working. And again, that’s why it’s important not to be in a rush ’cause some companies, some companies really do value employees and growth path, and you’ve got to give those companies a chance because it’s not always easy to put those things in place. And I feel like I didn’t really give Clari that chance, but, yeah, I mean, I was doing well. I was doing enterprise SDR work and I’m getting into some big accounts, it’s kind of a lot of pipeline, running discovery calls. And I kind of wanted that opportunity and I wanted it now, and with COVID going around, there was some other things that had gotten to my head where didn’t know if I still wanted to do the tech thing.
And again, I was just in a rush. I don’t think I was moving with the right intentions. And, yeah, ended up leaving Clari and really at the time I didn’t really have anything in mind up. And, I knew I still kinda got my head back. I was in the right space and I knew what I wanted. I knew what the outcome was. That’s when I started applying for SMB AE roles at different companies. And, they’re all like, “Oh, well you have great experience. You have great numbers.”
[00:38:26] But, a lot of them wanted me to say see me do it at their company. Right? So, you know, I had some good looks at companies. I ended up going to NICE Actimize, but again, I was moving more intentional. I told my manager up front, “Hey, this is what I’m looking for. This is what I’m looking to accomplish. I really just want to work with you to kind of see if we can set out a path to not by accomplish X and Y that will eventually lead to Z.”
And again, I didn’t even put a timeframe on it, I just wanted to make sure now, you know, that it took me a year, year and a half, two years. And again, I think that’s what’s important because a lot of folks that are in the industry, they just want to move fast. They want to move fast. And it’s just important to, again, maximize the opportunity to learn as much as you can. And then also build that plan out.
[00:39:09] Marc Gonyea: That’s a great point. Yeah. Let me jump in there, ’cause you’re telling some good stories, but I think the key is people want to move fast. Like, we recruit people to come to memoryBlue who have a small number of patience. Because people have a lot of patience might not be good at the SDR role or sales in general. But then if you’re too impatient, that can get you kind of stuck, unlike the carousel of like, ” I’m not getting into that next role,” but it sounded like you kind of learned along the way. And then you kind of, you keep saying being intentional, which is you went in, you must have like an upfront contract with your employer, which is, “Hey, I want this spot. If I can accomplish X, Y, and Z, is there a way for me to get there?” And that takes some time and some wisdom to kind of get to that, ’cause everybody wants it now, now, now, and a lot of times the companies that are going to push you there now aren’t the companies that you want to work for.
[00:39:57] Will Ossai: Exactly. Exactly. Exactly, right. Because you might not be set up for success, they want to be set up for success still. So.
[00:40:05] Marc Gonyea: Yep. We get this big target on your back you’re not ready to perform because you don’t know how to.
[00:40:09] Will Ossai: Right, right. So, that’s kind of what I did. And I actually, I interviewed with the company I am in now, Radware, initially in December. And I, I was asked what I was really making on when I left Clari that I was going to land that role, and I got up to the last interview and they actually went a different direction.
[00:40:25] So I’m so fortunate, but one of the VPs here, you know, he really did like me. And he said if he ever did have a spot open up, he’d reached out again. And it just happened to come about a couple of months later while I was working at NICE. And I just kind of told my manager like, “Hey, this company might, you know, offer me a little better…”
[00:40:43] She understood because she understood what my outcome was at the end of it, and the reason why I came there. So she was super supportive, which was happy. And that’s good, if you just be transparent with your companies, a lot of times they’ll be transparent with you and just happened to work out.
[00:40:56] So now I’m pretty much managing a team of my own. We call ourselves Associate Sales Managers where we’re focused on lead gen and bringing in some small businesses because we’re an enterprise company, so we kind of work the commercial SMB market, but it’s been going well. And again, I’m just focused on, again, learning and just making sure the team is set up for success.
[00:41:19] Marc Gonyea: So, yeah. Just tell me more about the role. Tell us more and tell us why you like it?
[00:41:23] Will Ossai: Yeah, so right now I’m pretty much working as a player coach. One, I mean, I love helping folks in this industry. We’ve actually hired a couple of people who, their backgrounds weren’t in tech at all. And just kind of helping them get up, succeed and kind of understand the ins and outs of tech, lead gen, cold calling, email working with channel partners and OEM partners.
[00:41:44] And then also I still get to be in the field too. I think I’m a hunter at heart. I love reaching out to folks and getting them to take a meeting with us. I get to sharpen my tools every day, so it’s been great. And then also, this company just allows you to be ambitious and, you know, you’re kinda you run your own
[00:42:00] book of business here. Whatever they ask you to do, you can make it, really make it yours and be the CEO of be your role. And I love that. So we have a lot of power to do what we want to do that as far as you, leading to what it is they’re asking us to the expectations of us, but if that’s revenue or pipeline.
[00:42:18] So I love that and I could kind of set up my day how I needed to set it up. No, nobody’s always breathing down my bag, trying to see this, that, and the third. It’s very friendly, open and direct community, where they can allow you to be ambitious, really be yourself. So I really do love it.
[00:42:37] I’ve been here about a year now, again, just don’t plan on leaving any time soon, so….
[00:42:43] Marc Gonyea: Good. And where do you see yourself going? Like, where do you want to take this thing? ‘ Cause you know, you like wanted to play in the NFL, so that was, you know, unfortunately abruptly cut short to maybe kick it around law enforce. Timi talking in a memoryBlue being an SDR, then you’ve got a memoryBlue, memoryBlue, and you’ve had a couple of runs at a tech company.
[00:43:03] I would just count Clari, now you’re at Radware where it sounds like you can make a home for yourself.
[00:43:07] Will Ossai: Yeah. Yeah.
[00:43:07] Marc Gonyea: Where did you, you want to go with it?
[00:43:10] Will Ossai: Yeah, I mean, end goal is looking, I could really kind of have two options right now. I can be a closer or, really just take on this manager position, which I don’t lean it towards just the manager position, ’cause I really do enjoy helping folks. Again, I love the hunt and just finding creative ways to continue to create pipeline that ultimately leads to revenue.
[00:43:31] So that’s what I could kind of get up four in the morning and I really do enjoy it, and then the technology, again that’s another thing that I’ve learned about myself is, I really do learn about technology, these different innovative company. So, being in the cyberspace doesn’t get any more complicated or tricky than this.
[00:43:50] So it’s been a lot of fun.
[00:43:52] Marc Gonyea: So, Will, knowing what you know now, but what would you have told yourself the first night, before you started at memoryBlue?
[00:44:00] Will Ossai: That’s a great question, Marc. Definitely not to be in a rush, like I mentioned. It’s just really soak everything in, and learn as much as you can, need as many people as you can. And two, I’d say, just to know what your outcome, what you want your outcome to be. And then move with intention to reach those plans and your goals.
[00:44:27] And I say that because when I was at a memoryBlue and even at Clari I really didn’t have any set direction. It was just okay to be fluid, but what I know about myself now, and it’s even with football, I kind of had, I new what I wanted to be end goal of the, and you know, when I transitioned into sales, it was just kind of, it was fluid. And I’m the type of person that needs to operate on outcomes, the end goal, the ultimate goal.
[00:44:59] For myself, I think that’s what I do, I sit down and not say, “Okay, what do you want out of this?” And then, move accordingly.
[00:45:06] Marc Gonyea: Well, Will, I think you’ve done an exceptional job of transitioning your career from when you stopped playing with the Colts to where you are now. And the sky’s the limit in the tech space for you.
[00:45:17] Chris Corcoran: Hey, Will. I got a question for you. So right now, you’re kind of in a player coach role, and it sounds like you’re managing eight different people. Are all those eight people scattered across the United States?
[00:45:27] Will Ossai: Yeah, they are. So in the West, but they’re really in California. We got one in Canada, two in Central and then there’s two in the East Coast. There might be, they’re still in West.
[00:45:44] Chris Corcoran: So talk with the listeners a little bit about some of the challenges you have and what you do to manage a team across three, three or four separate times zones across the North America?
[00:45:55] Will Ossai: Yeah. No, it definitely comes with its challenges, also because although I manage them, VPs of Sales in those regions have different expectations and outcomes for them too. So it’s a lot of collaboration and communication across all the regions. But I try to have bi-weekly calls with folks. We have a block on our counter every day where people can just jump in and ask questions if they need help on anything.
[00:46:24] And now we’re just always sharing wins, losses, different market against for running in different regions. If they work, yeah, we want to run it across all regions. If not, the folks are learning from those. So the team is, we’re still kind of trying to put things together as fine, as far as processes goes and, you know, expectations and try to make sure that we’re all aligned on everything.
[00:46:46] But it’s just a lot of, yeah, a lot of meetings and a lot of communications and just sharing. That’s a big thing, we’re on the same team. So, we want to share as much information on what’s working, what’s not, as possible.
[00:46:58] So…
[00:46:59] Chris Corcoran: You guys do an outbound, inbound, a mix of the two?
[00:47:02] Will Ossai: Yeah. So we do really all outbound, really all. We have a DSR team that focuses on inbound is our Tier, what we call it Tier 3 customers. So, we’re really all outbound focused on, our top 50 accounts across the US.
[00:47:20] Chris Corcoran: That’s great. Hunting. Yeah. Hunting.
[00:47:23] Will Ossai: Yes. Yeah. So a lot of the skills we learned at memoryBlue, and I try to share that with my colleagues as well. So again, thank you guys, both. So.
[00:47:34] Marc Gonyea: No. No, Will. You just took advantage of the opportunity that was presented to you.
[00:47:38] Chris Corcoran: Yeah. Thank you for seizing the opportunity.
[00:47:40] Will Ossai: Yeah.
[00:47:44] Marc Gonyea: Right.
[00:47:45] Chris Corcoran: Very good. Well, Will this was great. We appreciate all the wisdom and the insight. It was great catching up with you. So you know Timi brought you into the business, want you to kind of keep the tradition going so you can get somebody else into the business.
[00:47:58] Will Ossai: Definitely. Definitely. Definitely.
[00:48:01] Marc Gonyea: After you, after you hit your hiring goals at Radware.
[00:48:04] Chris Corcoran: Yeah.
[00:48:06] Will Ossai: I’ll send some talent y’all way.
[00:48:08] Chris Corcoran: Please. Please. Will, we appreciate it. It was great catching up with you.
[00:48:16] Will Ossai: Yeah, I appreciate you. Appreciate you, uh, Chris and Marc. And again, you know, thank you for starting on memoryBlue and I hope the listeners got something out of this call. So again, thank you, much appreciated.
[00:48:27] Chris Corcoran: Thank you.
[00:48:28] Marc Gonyea: All right. Will, we’ll be in touch. See you, Will.
[00:48:31] Will Ossai: Bye.