WEBVTT 00:00:00.070 --> 00:00:01.340 >> My name's Brian Geary [assumed spelling]. 00:00:01.340 --> 00:00:07.140 I'm working OnDeck Capital now and so the role is really business development. 00:00:07.140 --> 00:00:11.740 So it is, I came from the banking world before OnDeck 00:00:11.740 --> 00:00:15.240 and so my role is really to help us partner with banks. 00:00:15.240 --> 00:00:22.380 So what the company does is we're essentially trying to power small business loans 00:00:22.380 --> 00:00:27.270 and we are kind of using data and technology to do it and do it quickly 00:00:27.270 --> 00:00:31.900 so we can get small business customers funding in 24 hours and we're able to just kind 00:00:31.900 --> 00:00:35.610 of serve more customers than traditional banks are able to. 00:00:35.610 --> 00:00:39.560 We usually have a couple kind of client pitches each week. 00:00:39.560 --> 00:00:45.110 So we either travel to, you know, a bank location 00:00:45.110 --> 00:00:47.890 or just have kind of a more [inaudible] call. 00:00:47.890 --> 00:00:50.930 So that's usually a big piece of it. 00:00:50.930 --> 00:00:55.290 And the sales cycle usually goes, you know we'll have an introductory call. 00:00:55.290 --> 00:00:58.960 If there's interest on their side then we'll make an executive meeting 00:00:58.960 --> 00:01:00.900 and obviously, you know, come on-site. 00:01:00.900 --> 00:01:02.930 So that's a big piece of it. 00:01:02.930 --> 00:01:07.510 The other part is just kind of figuring out strategically what the product is 00:01:07.510 --> 00:01:11.470 that we're actually, or the solution is that we're actually selling to banks. 00:01:11.470 --> 00:01:16.840 And so we do a lot of kind of white board sessions and brainstorming to figure 00:01:16.840 --> 00:01:21.340 out exactly, you know, what it is that we're trying to provide to them 00:01:21.340 --> 00:01:25.440 which is one of the coolest parts of the job. 00:01:25.440 --> 00:01:29.390 So it's, you know, every day kind of walk in and it's like, all right let's figure 00:01:29.390 --> 00:01:30.630 out actually what we're doing here. 00:01:30.630 --> 00:01:32.410 No one's done this before. 00:01:32.410 --> 00:01:35.550 No one's kind of partnered with, this way with banks before, 00:01:35.550 --> 00:01:38.740 so that's one of the most interesting parts of it.