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| Immigrant entrepreneur: | Igor Krasnykh |
| Company: | PowerSync |
| Place of birth: | Russia |
| Employees: | 1 |
| Age started business: | 30 |
| Annual revenue: | $1,000,000 |
Show notes
Igor immigrated from Russia at 17 years old.. He didn’t know much of any English and the English that he did know wasn’t helping him much. He was always interested in software, and the IT world so he started several different businesses on the side. Some of them failed but he didn’t stop there.
He is a college dropout and one of his side hustles that he started (PowerSync) allowed him to grow that company all organically and without much of any advertising. His startup cost was a whopping $200.
He is self taught in everything computer related and the software industry. When he saw some traction in the very beginning stages he kept working at it for around 8 years until he finally couldn’t take it anymore. Well, he saw substantial growth and he had to make a decision. Does he quit his corporate career or sell his side gig?
His decision to take PowerSynce full time eventually allowed him to generate $1M in revenue in only 1 year.
Quotes by Igor
In the beginning when I made a decision (to go full time) it was kind of scary.
I never had to seek any investments.
I only took $200 to open up a bank account.
It was profitable from day one.
You have to provide value.
What is the actual problem that the person is dealing with?
Look at those, all the other businesses, that I tried to started I consider them failures, but good failures.
Nobody is perfect, you have to be comfortable at failing.
When you do dream, just need to make sure that you don’t always set achievable goals because those are easy to achieve. But set unachievable goals because that’s what’s going to keep you pushing forward and allow you reach for the stars and actually get them.
How bad do you want this thing to work and grow?
If you want it bad enough, you can always achieve your dream or get to your dream.
We often procrastinate too much.
If you don’t try, you will never know.
Where to find Igor
[read more] Alina Warrick (1s):
Welcome to the Immigrant Entrepreneurs Podcast Episode 41.
Igor Kransykh (5s):
So, and I remember like during summer, when we were on summer vacation, we went to that like little house outside of the city called Dacha and like we never used cars, so it was just bikes. But I think they took us like maybe an hour and a half in biking to the place. So like you can imagine, so it’s either you’re walking, you’re taking public transportation, or you’re biking somewhere.
Alina Warrick (26s):
My name is Alina Warrick, and today we have Igor Kransykh on the show. Igor’s entrepreneurial path that had several stops along the way. He created different businesses and a lot of them didn’t work. One of them was actually a dating website. Not only is he a college dropout, he is completely self-taught in the software industry. His company PowerSync was only a side hustle, started merely by accident. His side hustle grew all organically and it kept on growing and growing without much of any advertising. At one point in time, before taking his side hustle full time, he wanted to sell the business only because he couldn’t handle the inbound leads and all the traction it was getting.
Alina Warrick (1m 19s):
Now his company serves clients in 17 different countries around the world. So let’s dive right in and hear all about his journey, and how he’s running a $1-million company. All right, Igor. Thank you so much for coming on the Immigrant Entrepreneurs Podcast. I truly appreciate your time and I am super excited to hear all about your journey. So welcome to the show.
Igor Kransykh (1m 44s):
Thank you for having me and I’m glad to be here.
Alina Warrick (1m 47s):
Awesome. So let’s talk about your immigrant journey. Tell us where you’re from and when did you come to the United States?
Igor Kransykh (1m 54s):
Sure. So I was born in the city called Dubna, next to Moscow. I think it’s about under a hundred miles away from Moscow. A very, very small city. I think when I was living there, the population was only about 60,000 people. When I think right now there are up to 70,000, so. Anyways, a very small city.
Alina Warrick (2m 16s):
A growing town.
Igor Kransykh (2m 17s):
It’s a growing town, yes, but that city was– It’s kind of well-known within the scientists’ community. There is a junior nuclear research facility there, that’s where my dad worked. I think at one point that even was a closed city, so you have to like have a special permission to get into. But, anyways, I lived there for almost 17 years and I left in 1997. My dad basically said that we have a lot more opportunity in the United States. He actually did a couple of contractor gigs over in US before we moved. And when we moved, he was offered a contract job for three years, moving to California working for Stanford.
Igor Kransykh (3m 2s):
And there is a Stanford Linear Accelerator Collider or something like that, some scientist’s center over there in California and we moved in 1997 on April 1st.
Alina Warrick (3m 10s):
Oh, okay.
Igor Kransykh (3m 11s):
So it’s of kind of funny and interesting.
Alina Warrick (3m 14s):
Yeah.
1 (3m 14s):
April Fool’s Day, right? I was joking with my younger sister when we landed. I was like, “Hey, Dad, nice joke. Let’s go back.”
Alina Warrick (3m 23s):
And you said you were at 17 years old?
Igor Kransykh (3m 26s):
I was 17 years old, yes.
Alina Warrick (3m 28s):
Okay. And did your dad have any savings when you guys were moving out here?
Igor Kransykh (3m 34s):
I wouldn’t call it savings. I think what he ended up doing, if I remember correctly, like he just basically sold everything that he had like a car, garage, whatever else we had, and we took that cash and he took it with him, so. But I don’t think that it was enough to buy a car here. I’ll put it that way.
Alina Warrick (3m 50s):
Okay, okay. Awesome. Great. Okay, so tell me what was it like growing up in Russia?
Igor Kransykh (3m 55s):
I have pleasant memories and it’s is kind of funny after we moved, I remember the conversation that I have with my mom. Like initially, I was so– Like, I don’t wanna say depressed, but I was so upset that I left all my friends back there. And I was saying it was so much fun, it was exciting to live there. And my mom told me like, you are not an adult. Like you are not seeing a lot of the stuff that was happening back there. So I don’t remember any of that negativity, but to me, like we– As I mentioned, it was a very small city. We had a lot of public transportation, not a lot of people had cars. I think having a car was like a luxury. So, and I remember like during the summer, when we were on summer vacation, we went to that like little house outside of the city called Dacha and like we never used cars.
Igor Kransykh (4m 42s):
It was just bikes. But I think it took us like maybe an hour and a half biking to that place. So, like, you can imagine. So it’s either you’re walking, you are taking public transportation, or you’re biking somewhere.
Alina Warrick (4m 53s):
That is exactly where I am from so, yes.
Igor Kransykh (4m 56s):
You can relate to. So, and outside of that, I remember as I was growing up, there were so much public land and it’s kind of like one big difference that I remember like when I came to the United States. People who were telling me like, well, you can’t go here. It’s the private property. You can’t go there. It’s private property, you know. And I was just like, that is so ridiculous because me growing up, if you wanted to go to the forest and you can be just go. Like, you don’t need permission. You don’t get a license to fish. You don’t need to do anything like that. So like everything was open. It’s good and bad. Good because as a kid I got a chance to explore a lot of different things and hang out in places where I probably shouldn’t have hung out.
Igor Kransykh (5m 35s):
But the I’m glad I kind of lived through that, survived, for a lack of a better word, but it was exciting.
Alina Warrick (5m 41s):
Yeah.
Igor Kransykh (5m 41s):
It was exciting.
Alina Warrick (5m 43s):
So we did both of your parents work?
Igor Kransykh (5m 45s):
Initially, yes. I think when I was a kid, my mom still worked, but when my sister was born, I think that my mom, she was basically staying-at-home mom and my dad was the only one who got to basically went to work.
Alina Warrick (5m 57s):
Got it. Okay. And you said your dad was a scientist, right?
Igor Kransykh (6m 1s):
Yes. He’s a nuclear scientist.
Alina Warrick (6m 4s):
Okay, wow.
Igor Kransykh (6m 5s):
Worked on accelerators.
Alina Warrick (6m 6s):
So tell me a little bit about the struggles that you had to go through when you first immigrated and did you know any English when you landed on April 1st?
Igor Kransykh (6m 16s):
Man, that’s a good question. Like, yes, I could read and I did take classes in Russia, English classes. I also took a little bit of German, but little that I knew when I came here and it was kind of the two big issues. One is I realized that the English that I learned in high school or the classes that I took, they were like British English rather than English. So there were some differences there. And obviously the dialect, our communication was very difficult. Like it took me a while to kind of process what people were saying, because everyone talked so fast. And kind of if you lived in another country, you can probably relate. Like, you’ll listen to what the other person is saying then you’re trying to process it in your mind, you’re trying to translate it in your own language and make sense of it.
Igor Kransykh (7m 3s):
And then when you need to respond back, you go like backwards in the same process. You like formulate what do you wanna say, translate it from like Russian to English, and then you try to say it. There’s like a huge delay, right, in conversations. So that was a big kind of struggle. Another one, obviously, when you move your leave all your kind of colleagues, friends behind that. So I didn’t know anybody. When I went to school, luckily though, in the school that I went to, there was another guy who spoke Russian. He was from Bela Russia don’t know exactly when he moved in, but he was kind of my age. So we met and clicked and became friends. So that Helped me a little bit. But I do wanna tell you an interesting story.
Igor Kransykh (7m 43s):
So like when I moved to the US, I remember my dad took me to the high school so that, you know, I can meet the principal and like we can register or whatever. And that was just a couple of months before the end of junior year, and I was basically told like, all right, so you have to select five classes, I think. Two of them were mandatory and the other three you had to pick whatever you wanted.
Alina Warrick (8m 5s):
Yeah.
Igor Kransykh (8m 5s):
So I had to take English. I think the second one was Economics that I had to take. And the other three, I did not know what to take. It was like they were suggesting, well, take Literature or take like Chemistry or, or whatever. So I basically decided to take the classes that I took the most in Russia and back then, so in the 11th grade that I already was– I think at the 9th grade, you split where you have either a scientist’s type of direction or like language direction, and when you do like science direction, you take a lot more of like Math classes or Physics, Chemistry, and all of that science, right? So, and that’s what I did. I was like, well, English classes are gonna be difficult by themselves, but I think I should be good with like Math and Physics because formulas are the same.
Igor Kransykh (8m 47s):
Like, even though that I don’t know how to pronounce some of the terms and stuff, but I feel like solves problems that should be pretty easy for me to kind of get acclimated to this new language, new environment. So I said all right, so I’m gonna take Math, Physics and Computer Science, or I think it was actually six classes. And then the last one was Chemistry. And I remember like how that person who was taking notes are like registered me for those. So she was like looked at me and she was saying like, “This is your junior year. There’s only like– I just wanna say there’s a couple of months left, you’re taking four science classes. At the end of the junior year, usually people take one science class, are you sure you wanna do it?”
Igor Kransykh (9m 29s):
So I was like, yeah, sure. Why not? So we had registered. And the interesting thing was that when I actually started going to those classes, I realized that the material that they were teaching in those classes was the material that I learned like three or four years ago in Russia. So it was like very easy for me to get into. And it’s kind of interesting, that observation is interesting how kind of different the educational system is between two countries.
Alina Warrick (9m 56s):
Yeah. So different, so different. And especially in Asian countries, they think the kids are in school for like 12 hours a day, six days a week. I mean, it’s crazy how different the American education system is. We’re so behind and you’re showing proven facts that in three years ago, you already took all of classes and then in junior year there, they’re freaking out because you think that you’re not gonna be able to handle it, so. What an amazing story. Thank you. So did you guys have any family or friends at all when you guys moved to California?
Igor Kransykh (10m 32s):
My dad had, I don’t know, like maybe like coworkers that lived here and kind of who showed him around, but I wouldn’t say like we had friends, you know what I mean?
Alina Warrick (10m 42s):
Yeah.
Igor Kransykh (10m 43s):
Like my sister or me or my mom, we didn’t have anybody. My dad had a few kinds of acquaintances that he could like call and get advice from.
Alina Warrick (10m 53s):
So how was the transition on finding an apartment or a house? Was that situated through your dad’s work?
Igor Kransykh (11m 0s):
We actually got pretty lucky because one of the people that worked with my dad, he had a rental house. And when we moved, I think like the first couple of weeks, we spent at a hotel and after two weeks we rented the house from my dad’s acquaintance, so to speak. So we just rented the house and we were renting that house for a few years until my dad kind of saved up and when we were able to buy our own house.
Alina Warrick (11m 29s):
Okay. Got it. And what about transportation? Did you guys use public transportation or did you guys buy a car?
Igor Kransykh (11m 35s):
I’m trying to remember. So my dad did by a car eventually. I just don’t remember if it was like right away. I think it was within the first year. And I think he bought like a very used old car just to kind of make sure he can get the work, but none of us like my mom, my sister or me, we didn’t have a car. Well, and I was 17 so– My sister couldn’t drive, she is younger. But, yeah, I didn’t have a car until much later.
Alina Warrick (11m 59s):
And what about your mom, did she know English? Did she get a job or was she a stay-at-home mom?
Igor Kransykh (12m 6s):
Stay-at-home. So she did not know any English at all. So my dad knew a little bit obviously, since he made a few trips to the United States, but, yeah, she stayed at home. My mom stayed at home.
Alina Warrick (12m 17s):
Nice, nice, awesome. Okay, Igor, before you tell our listeners about your company, tell me a little bit about the path you took, and did you try to go into any other fields before starting your business?
Igor Kransykh (12m 30s):
Yes… it’s kind of interesting. So I’ve actually started or tried to start several businesses until I kind of landed on what I’m doing today. And it’s kind of interesting because I’ve always wanted to do something on my own or wanted to start a business, or like I kind of have this entrepreneurial spirit, I guess, from early ages. And maybe it’s because my dad always like, as I was growing up, he kept telling me that asked me a lot of why questions, why this, why that. And through those why questions, I kind of, I guess, he prepared or positioned me to always try to find ways to solve certain problems that I encounter and things like that.
Igor Kransykh (13m 15s):
So anyways, the very first business that I started was– I think it was called like BLIST for business listing. And the idea was to create a website, something like to replace Yellow Pages, so like where businesses could list their kind of profile, talk about their business. People could leave reviews and things like that.
Alina Warrick (13m 34s):
Something like Yelp?
Igor Kransykh (13m 36s):
Something like Yelp.
Alina Warrick (13m 37s):
Okay.
Igor Kransykh (13m 38s):
It was like way before Yelp. But when I created it, the marketing approach that I used is I try to advertise that on Craigslist. And they told me like, “Hey, you can’t do this.” So outside Craigslist, I couldn’t figure out how to market it per se, ’cause like I’m a developer, so I’m a techie, and marketing and sales never have been my strength, and especially early on, since I couldn’t market it all, I just kind of left it out there and eventually turned it off. Then, at one point, I was more in like teenage years, I was like, maybe I should build a dating website. So I tried to do that, built a dating website. Also tried to kind of advertise it. Nobody was visiting it, but like the people that did visit– There was like, I think I had like up to a hundred profiles that were created.
Igor Kransykh (14m 22s):
And I don’t remember why I stopped kind of growing that, but I knew I just got bored or maybe I found a girlfriend back then. I am not really sure. So that kind of stopped. That business kind of got shut down there. Then when I was in college, a friend of mine from community college, we basically decided that we’re gonna start a business building website. So we opened a company and essentially, he was kind of handling more operational and sales, and I was actually building stuff. So we’ve done that for maybe like a year or two. And then I think there had like a change in life or something like that. Or maybe had like babies or something like that. But anyways, his time kind of started to shrink that he could spend on the business.
Igor Kransykh (15m 7s):
And during that time, I realized that if I were to pick up the ball and do everything, that will take a lot of my time. I’ll need to learn, but I wasn’t sure if I’ll be doing a good job. So I decided, you know what, I’m gonna get a part-time job while kind of try to make sense of this business and grow it further. And the part-time job that I got, I worked at that company for about six months. And they basically told me when you full time, here’s the salary, here’s everything that we can offer you, and at that point I was like, my God, like, I don’t think I’ll be able to generate this much revenue through the business kind of learning all of this stuff. So I just kind of shifted to corporate career.
Alina Warrick (15m 46s):
Okay. Igor, I’m sorry. And what was that business that you started with your partner?
Igor Kransykh (15m 50s):
TechNWeb.
Alina Warrick (15m 51s):
And what is that? What is that about?
Igor Kransykh (15m 52s):
We were just building websites essentially.
Alina Warrick (15m 55s):
Oh, got it. Got it. Okay. Got it. Okay.
Igor Kransykh (15m 57s):
Yeah.
Alina Warrick (15m 57s):
But you shut that one down too.
Igor Kransykh (15m 59s):
I didn’t shut it down. It was like, I kept it kind of running, but I never, like, I was basically not working with it. Like, the name was there a registered, right? But like I wasn’t taking any new clients or anything like that. I was focused on my corporate career at that point.
Alina Warrick (16m 14s):
And what did you study in college?
Igor Kransykh (16m 16s):
The first degree that I kind of went for was the Computer Science.
Alina Warrick (16m 20s):
Okay.
Igor Kransykh (16m 21s):
And then I took all of the kind of science classes, started to do General Education then decided, you know what? General Education is kind of boring. Let me kind of choose the second major, which was Graphic Design or Digital Design, did all of the preliminary classes too without a GE and then about that time I got sucked into the corporate life, so.
Alina Warrick (16m 41s):
So you dropped out of college.
Igor Kransykh (16m 42s):
I dropped out of college. I don’t have a degree, that’s right.
Alina Warrick (16m 45s):
Okay. Okay. Awesome. Great. I love it. College is not for everyone.
Igor Kransykh (16m 50s):
Yeah. Well, and, you know, it’s kind of interesting too because I did the corporate life for a little bit then my dad, he has a doctor’s degree, and he was like, “What are you doing? You should go back to school,” and et cetera. So I try to go back and the classes that I was taking, they were so far behind of what I’ve learned all by myself or working for companies, that to me is it just turned me down because I was like, well, if I’ll spend a year or two getting a degree, I’ll have to relearn all of this stuff. That technology is evolving so quickly that to me, it just didn’t make any sense, unfortunately. So I just decided, you know what? I’m just going to keep working, learning on my own.
Igor Kransykh (17m 30s):
I’m self-taught pretty much on everything that I know today and, yeah
Alina Warrick (17m 37s):
Yeah. So, tell me, what were the corporate jobs that you had? What field did you go in to?
Igor Kransykh (17m 42s):
Yeah, so I started off as the developer. So I’ll tell you a little bit of a story kind of leading to it.
Alina Warrick (17m 47s):
Okay.
Igor Kransykh (17m 48s):
When I was little, my dad worked pretty much like weekends and stuff when we were in Russia. So I think at one point, my mom told him that, “Hey, take both kids to work with you,” so she can maybe get some rest or whatever. And when he took us to his work, he basically said like, “Listen, like I need to do some stuff.” He pointed us to where his desk was and there was like a very, very old computer sitting in there. He was like, “Here’s a computer. It has some games on it. You two play and I’ll be back.” And he like went and did his things. So that’s kind of was the first time I was introduced to computers. So it was just playing games while my dad was working. And when I went to high school, a friend of mine in my class, he basically said that a guy that he knows build a webpage and the webpage was something that people can see, anybody in the world and see it.
Igor Kransykh (18m 39s):
And that blew my mind. And I was like, well, can you give me that link? I wanna take a look at that page. So when I got that link, I started to look like at the actual file of how the page was constructed, and like at that point in the page was very basic, just texts and images and things like that. So I basically started to look at that file and kind of with trial-and-error kind of reverse engineered what the HTML was like. I didn’t have any books back then too
Alina Warrick (19m 5s):
Wow.
Igor Kransykh (19m 5s):
And that’s where my passion for websites was born. And like kind of essentially started as a front-end developer early on when I started from high school. So to answer your question about the corporate life, I was essentially a front-end developer, learned back-end development over my corporate career too, but again, I would spend years and years doing just development work. And when my wife and I relocated to Austin around that time, I had a boss that I was working for and he was a design director and he taught me quite a bit about design and user experience. And I developed a passion for a user experience, so I spent maybe seven or eight years doing user experience.
Igor Kransykh (19m 48s):
And from there, I kind of a generalized myself, so to speak, I could do UX, I could do development. I knew infrastructure. So basically, anything and everything, technical web-related.
Alina Warrick (20m 0s):
And what is user experience?
Igor Kransykh (20m 2s):
User experience basically helps you build or improve applications to make them more usable. So, like think Apple phone, right? What Steve Jobs did is he didn’t invent a phone, right? Phones were already there. He just made a phone different and he made it so usable that anybody without any technical background can use it and get so addicted to that phone. That’s kind of what a user experience comes in. It’s just usability, right? How easy is
Alina Warrick (20m 32s):
Got it, got it. Okay. Awesome. Okay. So you basically developed that you can do user experience, front-end development, back-end development, and as you’ve been there for the last company for seven or eight years, right?
Igor Kransykh (20m 46s):
Yes. I did UX for about seven or eight years, and after that– So I did UX for a company called CORT. They get furniture rentals, relocation business company. And for them, I helped them build an e-commerce website first, and then that kind of transitioned into UX. And when I left CORT, I actually went to work for a company called Magento. I don’t know if you know them, but Magento is an e-commerce platform. Like I have implemented basically an e-commerce platform using Magento for the previous company, and I love that platform is so much that I said, you know what, one day I wanna work for that company. And like within, I think four months me thinking that, I’ve heard that eBay acquired Magento and they’re opening an office in Austin.
Igor Kransykh (21m 32s):
And I was like this is fine. I’m gonna go and apply. So I went to apply, I got the job. And that’s– I’ve essentially went back to the development from there, and I was in the development team for a year. And then a UX director I think discovered me there and I moved to the User Experience team. So I spent again a year or so on a User Experience team at Magento and after my boss left, I ended up leaving too. I worked for GM for a couple years after that and I was managing all of their branded websites, like Chevy, Buick.com and things like that. I had a global team there.
Alina Warrick (22m 7s):
Sorry to interrupt. Magento, is it similar to Shopify?
Igor Kransykh (22m 11s):
Yes, it is. It’s the competitor to Shopify and Shopify, I would say is like, if you’re just starting your business, it’s a great platform for you to get on to, and it could build your store, but as your business grows, believe it or not, Shopify is very limited in terms of what you can do there. And usually, people graduate from Shopify and move to other more enterprise level solutions like Magento or Sales Cloud by Salesforce or Hybris by SAP, and things like that.
Alina Warrick (22m 39s):
Got it. Okay. So, just so everyone knows it’s very similar, but just an advanced version where you can create your store in it. Is it payment and processing as well?
Igor Kransykh (22m 47s):
You can do payment processing in that platform, yes. So Magento has a bunch of extensions for like Stripe, Authorized.Net and a bunch of others, which then you can install that extension to, yeah, be able to capture transactions.
Alina Warrick (22m 59s):
Okay. So then you went to the GM.
Igor Kransykh (23m 1s):
I worked at GM for a few years, yes. And after GM, my old boss from Magento, she was working for a health care company and she was looking for someone to come in to help her establish kind of a front-end practice there. So she talked to me and asked me to join her working in the health care space. So I did that for, I think, four years before I actually switched over to being self-employed, which was just over a year ago. So I started a couple of these companies, the company that I have right now is not a year old company. So I actually started this company accidentally before I started to work for a Magento.
Igor Kransykh (23m 45s):
And when they started this company, it’s I kind of operated it as a hobby. So this company was a hobby of mine for about seven or eight years before I switched to full time.
Alina Warrick (23m 57s):
You’re talking about PowerSync?
Igor Kransykh (23m 59s):
Yes, we’re talking about PowerSync.
Alina Warrick (24m 1s):
Okay. And so you were doing kind of this side hustle while you were going from corporate to corporate, to all of these different jobs?
Igor Kransykh (24m 9s):
Pretty much. Pretty much, yeah.
Alina Warrick (24m 11s):
Okay. Wow. Okay. So tell me about PowerSync. What do you guys do and how did you get that started?
Igor Kransykh (24m 18s):
So PowerSync is very different today compared to what it used to be when I just started it. I’ll tell you how it started in and I can tell you kind of what we do today. I started it as I mentioned to you accidentally. So when I worked for that furniture relocation company, I helped them build an e-commerce website using with the Magento platform. So, and one of the projects that I also did for them was they used Salesforce CRM, and they asked me to do a basic integration between the Magento and Salesforce to make sure that they can capture lease and sales force as orders coming in. So very basic. I did that and the project manager, who I was working with, I remember he was asking me, “Well, can you change this?
Igor Kransykh (25m 1s):
Can you change this mapping? I want this data to be here.” And I remember that I, at one point got so tired of all of those requests that I said you know what, like, instead of like, I don’t want him to ask me doing those very kind of easy things, as a developer, I wanted to do more sophisticated stuff. So I just created a platform like that in that integration. I gave him the functionality where he can like remap things himself. So build a tool for him to make my job easier and more exciting. And when I left CORT, I kind of looked back at that product. And the integration that I created was pretty cool, but it was specific to how that company was using both Magento and Salesforce.
Igor Kransykh (25m 44s):
And at that point I knew Magento decently well. I knew a little bit about Salesforce, but I decided to take the knowledge that I kind of accumulated working for that company and create a product which can be used by any merchant. And I knew that Salesforce had other datasets that map to orders and products and customers in the way that kind of the other company did it. They kind of used this slightly differently. So anyways, the two weeks that I had before I joined Magento, I spent those two weeks kind of revamping that product, making it super configurable, making it super flexible. And I thought, you know what? I spend two weeks doing this.
Igor Kransykh (26m 24s):
I decided to publish the product into the Magento marketplace. This is where developers like me could sell their extensions. And I said, you know what? If I’ll sell a one, I’ll be very happy. At that point, I didn’t even know how much I should charge for my product. I just said, “You know what? 500 bucks sounds good enough based on how much time I have invested.” So I published it there and I sold two of those products within the first month, which told me that demand for this integration was there. And I started to learn from the merchants who were buying my product, how they were using Magento, how are they using Salesforce? What are some of the best practices?
Igor Kransykh (27m 6s):
What features I have not even thought about building that they needed? So that kind of what spearheaded that solution and started the company for me so when people started to pay me, I had to figure out, well, how do I actually receive a payment, right? Like I had to open a bank account. I had to set up an EIN number and do a bunch of other things to officially launched the business. And I was doing it on evenings, night and weekends because I had a full-time job, after that two weeks, after I created this product. So that’s how that whole thing started. Today
Alina Warrick (27m 44s):
Igor Kransykh (27m 50s):
Yes. And I should say that at some point, I think like maybe two years into doing it all by myself as a hobby, so to speak, I hit the very first roadblock, which was I had so many questions in the requests coming from my customers. And I just did not have enough time to implement all of this stuff that they were asking me. So I needed to scale. So that was like my very first bump, I guess, where I had to figure out how do I grow further? So I ended up hiring the first developer to help me. And I basically started to scale that way. And there’s kind of federal things that I have learned through that journey as a developer myself.
Igor Kransykh (28m 31s):
It was very difficult for me to let go of my baby, so to speak, because the other developer didn’t know much about the product. He was still learning, right? But I needed to develop that trust to allow him to build or continue to build those things, which allowed me to focus on other things that I needed to be focused on. You know what I mean?
Alina Warrick (28m 50s):
Yeah. Yeah, yeah.
Igor Kransykh (28m 52s):
And throughout those seven years, then I hired another developer and so on, so forth. So my team grew while I was still employed, while I was still working for the corporate world, so to speak, working for somebody else. I was like slowly growing this company. And at that point, like, again, I did not know how to sell and I did not even try to sell, like my business essentially grew organically because these people were using it. They were recommending my product to somebody else. So I can say like, again, I have not spent more than I think a thousand dollars on sales or marketing. It was just all inbound leads, all organic search, and stuff like that.
Igor Kransykh (29m 34s):
So, yes.
Alina Warrick (29m 35s):
Wow, that’s amazing. Okay. So now I do have to ask, you said in the beginning, you launched those two integrations and then you kind of wanted to figure out how your customers were using Salesforce and Magento, and try to find solutions for them, things that you didn’t even think of creating. How did you do that? Did you just send them an e-mail and like survey people? How did you try to figure out more solutions?
Igor Kransykh (30m 2s):
That is a great question. So, no, I have not done any surveys, nor did I know that I could do that. So in a lot of the cases, it was either I’ve got an email from a customer that I already have who said, “Hey, I’m trying to do X, can your product do it?” And from there, I would say, oh, cool idea. No, it can’t do it, but give me a week and I’ll implement it, you know? That was kind of the engagement. Or there were situations where a customer comes in and says, “Hey, I’m spending a lot of time doing this manually. Can you help me solve this problem?” And by just kind of learning and watching how they do things manually, in some cases, I was able to do exactly what they’re asking for.
Igor Kransykh (30m 46s):
Just automating simple things. But another case is that I was able to say, well, you’re doing it this way. This other customer of mine is doing it that way. And look through that conversation with multiple people, I was able to figure out, well, what’s the easiest in the best thing to do it based on the fact that how other people used the platform? And after a while, I was able to even recommend the best practices to my customers who are just getting onboarded.
Alina Warrick (31m 16s):
Wow, that’s amazing. That’s awesome. Thank you so much for sharing that. Igor, how old were you when you first started PowerSync?
Igor Kransykh (31m 26s):
I think officially that accidental start, I think I was about 30 years old, maybe 30 or 31.
Alina Warrick (31m 33s):
Okay, got it. And so, let’s see. You said seven or eight years later down the road, you gave up the corporate career and you decided to do this full time, right?
Igor Kransykh (31m 45s):
Yes. Yes.
Alina Warrick (31m 46s):
So tell me, was there a story behind that decision? Was there something that you just hated in the corporate world or was it a matter of, wow, this business is really scaling, it’s going up and you saw a bigger vision for PowerSync where you didn’t see it in the corporate world?
Igor Kransykh (32m 5s):
Great question. It’s partially some of those, but it’s not one or the other, but basically that 2019 was very difficult here for me because that was kind of my second scaling milestone that I hit with my business. I was getting quite a lot of installation demand or a customization demand from my customer’s and having a full-time job, and we were working on a lot of complex projects during that year. Again, I found myself where I could not take on some of the projects that my customers were asking me to do, even with the development team that I had.
Igor Kransykh (32m 47s):
And I was even sometimes, not even able to follow up on the inbound leads that I was getting. So at that point I was thinking, my God, like, I either need to figure out a way how to fix the problem and continue to this side hustle, or I should potentially maybe even just figure out a way and sell the business because the business was already profitable back then, or just go in and work on it full time. So I’m not gonna lie. Like, I mean, in 2019, I even tried to see if anybody would buy my business. There were a few interested parties and like through just verbal conversation, not even pulling the numbers together, I had a few offers on the table just to kind of, again, verbal offers, nothing concrete it, but I think that’s when it clicked with me because looking at those numbers and just seeing, my God, if I’m only doing this part time and these folks are interested in the business that I’ve built, they were willing to pay me this much money, how much can I grow this business if I were to just focus on that full time?
Igor Kransykh (33m 58s):
And I think at that point, I stopped kind of going the direction of trying to find a way to sell the business and instead I started to kind of think through what would it mean that if I were to go full time. And at that time, my wife was not working. I have two kids. And I think when I was starting to think about it, my wife kind of said that she was ready to go back to work. So we kind of had to figure out a way for us to say, well, if I were to go full time doing this stuff, just in case stuff happens, I wanna make sure that, you know, the family is gonna be okay.
Igor Kransykh (34m 40s):
So that was a very, very tough decision that I had to make with my wife together.
Alina Warrick (34m 46s):
Yeah. I’m sure it was a bit scary because you were reaching into the unknowns and yet you had a stable page coming in every two weeks or every month, however we got paid. And then all of a sudden, you’re like, okay, now it’s just me and building this company. I’m sure there was a risk involved and I’m sure there was some sort of scarcity that was playing in your guys’ decision. So do you regret making that decision?
Igor Kransykh (35m 14s):
No. So in the beginning, when I made that decision, it was scary. And then I kind of went through a few months that my corporate kind of job to kind of trying to close things down, wind things up, prepare the transition, and stuff like that. But when I did shift or switch over, all of a sudden, I had so much free time that I was, I had another scare where– Well, I was busy with my full-time job. Now, I have to figure out a way how to fill up my calendar with the stuff that I need to be focused on and I was worried that I’m not gonna be able to do it quickly, but I think it took me about a month to kind of kick it into high gear and then just go from there.
Alina Warrick (36m 1s):
And then blast off.
Igor Kransykh (36m 3s):
And I remember when in the first month I think my wife was like from time to time saying like, well, maybe you should like in parallel, go and see. Maybe there is another corporate job that you wanna take. And that was like, well, but I wanted to see if this thing is gonna go well. And I think after like the first month, she never mentioned it again. And I think like four months later, I asked her, like, well, remember you asked me this question? How do you feel now? And she was like, well, you have already proven yourself. Oh, good. Oh, good.
Alina Warrick (36m 32s):
Yeah.
Igor Kransykh (36m 33s):
That was a great pat on the back and support, yeah.
Alina Warrick (36m 36s):
Yeah. So how long did you take your business to start seeing some real traction? And I wanna know in the beginning stages, and then also when you quit and did this full time.
Igor Kransykh (36m 47s):
I never had to seek any investment or anything like that for this business, whenever it started. And I think I only liked took $200 out of my own pocket so I can open the bank account. That was the only investment that I made initially. And from there, I didn’t have that many expenses since I was kind of working for myself. I didn’t have anybody to pay. It was just money coming in from the sales that I was generating. So it was profitable kind of on day one. Now when I started to hire people, obviously I have to like figure out the whole, like, you know, margin, profit, all of that fun stuff though. So that was great. But in terms of the real traction, I think when I switched to full time after– Within the first two months, I think I had my first record month and then the second record month, and so on and so forth.
Igor Kransykh (37m 38s):
So, so far, it’s been a wild and a great journey.
Alina Warrick (37m 42s):
There are a lot of record months. That’s amazing.
Igor Kransykh (37m 45s):
Yeah, yeah.
Alina Warrick (37m 46s):
Awesome. Awesome. Great. So, what about mentors? Did you have any mentors that helped you out to start your business?
Igor Kransykh (37m 54s):
Whenever I have all of those other failed businesses, there’s no mentors. With PowerSync, I did not have a mentor per se. I had some people who kind of provided comments early on saying like, hey, you might wanna do this, but it wasn’t like ongoing, consistent coaching or mentorship so to speak.
Alina Warrick (38m 13s):
Okay. Got it. So you just did this all by yourself?
Igor Kransykh (38m 15s):
Pretty much.
Alina Warrick (38m 16s):
So, and then you also said that you did not do any marketing. Do you guys do any like Facebook Ads, Instagram, Google Ads, anything like that right now?
Igor Kransykh (38m 26s):
Right now, we do Google Ads. We tried social ads a little bit last year, but we just haven’t figured out a way to make it work. So what we’re kind of focusing on the right now is there’s so many merchants that we’ve helped over the years and I never actually put much effort into documenting and telling those stories. So that’s kind of what, in the last, maybe three months-ish, we’ve been kind of documenting all of the potential stories that we can create and we’ve been creating those stories essentially today.
Igor Kransykh (39m 9s):
I think we launched the first two stories today. So there’s gonna be much more coming into the pipeline and more kind of case studies that we’ll be publishing to tell the stories of other merchants that worked with us. But to me, that content is the most powerful thing that you can do. I’ll like compare it to the social ads personally. So I have a very, very good partner who’s been helping me from content perspective and marketing perspective. And basically, she helped me reposition my website. Now we’re showing up on the first page of Google. It’s all organic search. And I think these case studies will be helping as well. And we’ve been doing also a lot of those interviews on YouTube.
Igor Kransykh (39m 51s):
So we’ve been publishing some of those videos of people telling how they feel after they’ve used our product or used our service.
Alina Warrick (39m 59s):
Okay. And so, in content, are you just talking about like putting out blog post about your product?
Igor Kransykh (40m 5s):
Blog posts about the platforms that we work with or things that we believe can be implemented on those platforms to help merchants continue to grow their business.
Alina Warrick (40m 17s):
Oh, okay. Got it. Okay, so that is practically for your advertisements.
Igor Kransykh (40m 22s):
Right. Right. Well, and to me it feels, we were talking about sales and marketing and stuff. Up until last year, I kind of despise a sales job or anybody who did sales because I’ve always had negative experience with that. And many salespeople that I spoke with, they were extremely pushy. They did not care of what I needed or what I was saying, so I always had like that negative reaction whenever somebody who was talking sales, right? And the way that I kind of approach to sales itself is like you have to provide value, right? Whether or not you want the person to buy your product, to me that’s secondary or tertiary in that conversation.
Igor Kransykh (41m 3s):
So the very first thing that I’m trying to figure out is what is the actual problem that person is dealing with, at one. Two, can I help him solve that problem or potentially can I help them point him in the right direction where that person will get closer to that solution, right? And if you provide that value, all of a sudden, those people look at you and your product very differently.
Alina Warrick (41m 29s):
Got it. Yeah, so you are being very informative. You’re providing that educational piece and that’s really providing an enormous amount of value through your blog posts by educating customers, right?
Igor Kransykh (41m 42s):
I hope so.
Alina Warrick (41m 43s):
Yeah.
Igor Kransykh (41m 43s):
I hope I’m providing enormous amount of value.
Alina Warrick (41m 46s):
Yeah. And so who are your major clients or say are these business owners, are they big corporations? Who do you guys normally serve?
Igor Kransykh (41m 59s):
A great question. So these days, the Magento e-commerce platform, typically it’s a sophisticated platform. So you need a system integrator or a developer to help you implement it. So it does cost more money than like Shopify, for example, right? Salesforce is also not a very cheap product. And since our initial core product offering was Magento Salesforce Integration, we kind of positioned ourselves in a way where we worked with more medium to enterprise level businesses. And through the nine years of doing this or selling this product, we’ve developed some other products in there, but that’s a separate story, but we now have customers in 18 countries around the world.
Igor Kransykh (42m 45s):
So, and they’re typically like larger medium-sized corporation.
Alina Warrick (42m 50s):
So, for example, a shoe store can have your integration because their doing online sales?
Igor Kransykh (42m 57s):
Pretty much, yes. So think of it as like anybody who has an online store, right, a big, big online store. And when I say big it, like I mean in the enterprise, it’s not like how many shoes or products they sell, right? It could be–
Alina Warrick (43m 12s):
Might be. More status.
Igor Kransykh (43m 12s):
Could be, right? Anyways, so whoever has an online store, let’s say they’re using Magento e-commerce platform. Our product becomes critical for them because in the last several years, like in this space, I’ve been shifting towards customer focused, right? And the CRM, it’s a Customer Relationship Management system. That system gives you the ability to attract all your customer engagement in one platform, regardless of your sales channel. Like one sales channel can be Magento website, right? And other sales channel could be Amazon’s Storefront, or you could be selling through printed material, right? Things like that, or over the phone.
Igor Kransykh (43m 55s):
So CRM kind of ties all of that customer engagement in one place and that helps you build proper reporting. You can have teams that can react to certain customer actions and stuff like that. So when you’re tying your e-commerce platform to a CRM, you’re essentially positioning yourself extremely well compared to all of your other competition who may not be even doing it today. We do have a YouTube video where one of our customers is saying like after they’ve implemented our product, they were using both systems and kind of they were manually moving that data. But after we implemented our product will not only help them save, I think it was like we’ve calculated tens of thousands of hours in a year.
Igor Kransykh (44m 35s):
But within our product, we also have in the abandoned cart feature, which of a sudden, like if somebody’s looking for products, setting them do the shopping cart, but decided not to check out for whatever reason, all of that data essentially is transferred to the Salesforce, and in their sales team can identify those abandoned carts and react to them, offering, calling those customers or offering them for special coupon codes, trying to kind of convert that sale, right? And that customer said that we helped them generate tens of thousands of dollars a year just by implementing our solution. And those are the money that they didn’t even know that they were losing.
Alina Warrick (45m 11s):
Ah, so it was you behind all those emails that I’ve been getting, “Hey, you left this in your cart.”
Igor Kransykh (45m 18s):
Well, we do data synchronization. We don’t send the emails specifically.
Alina Warrick (45m 22s):
Yeah, yeah, yeah. All this time I’m like, wow, that is really creepy. How did they know it was me? Now I see where this genius product is coming from. Okay. So, Igor, first of all, wow, what an amazing genius product, linking all of those amazing solutions together. One-stop shop for really big and medium-sized companies, saving them money and the hours. Amazing, amazing work. So good job. I did wanna ask you, I’m really interested to know how do you look at failures and how do you overcome them?
Igor Kransykh (45m 58s):
I always look at failures as a way to learn. I am an optimist by life, so even if I mess something up, I still try to make something positive out of it. And whenever you fail, obviously, like just look all of those other businesses that I tried to start, right? Like I consider those being failures, but good failures because each business taught me something or each start up taught me something, and I’ve developed this kind of mindset where I’m okay if I fail, because I know two things. If I fail, I will learn from that experience and get stronger in the future and just simply just get back up and keep going forward, right?
Igor Kransykh (46m 39s):
And I believe that nobody is perfect and nobody knows everything, so you have to be comfortable failing. And you just gotta don’t focus on the negative, focus on the positive. What did that experience teach you? What can you improve and how can you do it better next time?
Alina Warrick (46m 58s):
So powerful. Wow, that’s invaluable advice. Thank you. So let’s switch gears and talk about successes, are there any successes that you would like to outline from your Immigrant Entrepreneur journey?
Igor Kransykh (47m 12s):
Successes? Right. So I learned English– No, just kidding. Within the business world, I think I’ve mentioned this already, but kind of having the side hustle for many years, not working or in full time, but before I even went to work full time at that point, I already had customers in 17 countries around the world. So to me, that’s a huge achievement. Last year, we added Japan to the list. I wanna continue going down the path and then continue to increase the number of merchants that we support in various countries. Another success that I consider is all the customers, and I truly mean all of the customers that we work with and sell our products to, they tell us that we have the best customer experience that they’ve ever seen within the Magento development community.
Igor Kransykh (47m 60s):
And they keep coming back, asking us to help them with more stuff. And this is kind of where my business took a turn last year when I started to work full time. Before, I wasn’t really taking too much or putting too much emphasis on doing professional services for my customers and I’ve basically developed this professional service arm of the business where now I can easily say to a merchant who is coming to us saying, I need your help to fix something outside of your product or develop a new feature or something like that. I can tell them absolutely we can do it.
Alina Warrick (48m 35s):
And it’s more like consulting services or–?
Igor Kransykh (48m 38s):
Absolutely. Absolutely, yes. Custom Development Consulting.
Alina Warrick (48m 42s):
So, what makes you guys set apart? You mentioned the customer service and customer relationships, how did you think that you developed that and what makes it different from anyone else?
Igor Kransykh (48m 57s):
We’re extremely responsive when it comes to incoming requests. Like usually, when people have questions or have problems even, right? They call you or they send you an email. And the feedback that I’m getting from a lot of our customers who use competitive products, they say that it’s impossible to get a hold of the company who developed the product that they used for before, where when they work with us, they send us an email or do they call us, we are basically pick up the phone or email them within the first couple of minutes or within an hour, depending, right? Depending on the problem. So were extremely responsive and that’s how we approach our sales demos, post-sales support of the product and stuff like that.
Alina Warrick (49m 43s):
So, Igor, what does the American dream mean to you right?
Igor Kransykh (49m 47s):
Right now? It means nothing. It’s just a dream, but it’s kind of interesting, you know, the whole phrase, the American dream, I think it’s kind of like a perception that was built in my mind when I lived in Russia when I was growing up in Russia. And I think that perception was built based on some of the shows or things like American shows that were airing in the Russia that everyone watched. And I think if I remember correctly, if you would asked me like, what is the American dream? If I still lived in the Russia, I probably would have told you, well, it’s a big house, somewhere in the beach, expensive cars, a lot of parties and friends, and stuff like that, right?
Igor Kransykh (50m 32s):
But that perception has drastically changed now that I’m here and maybe after I’ve grown up and to me, it just a dream, right? Like everybody has dreams hopefully. And if you don’t, you should have, you should dream big, and keep kind of going down that path. I think when you do dream, just you need to make sure that you don’t always set achievable goals because those are easy to achieve, but set unachievable goals, because that’s what’s gonna keep you pushing forward and allow you to kind of reach four stores and actually get them.
Alina Warrick (51m 8s):
Yeah. So powerful, wow. And can anyone achieve their American dream?
Igor Kransykh (51m 13s):
I think so. Can anybody achieve their dream? Absolutely. For example, if you’re hungry, right? Just a little bit hungry and you’re not gonna always go and try to find food, like the likelihood of you finding food is gonna be very little, right? But if you’re like starving, you desperately need it, you will find ways to get to your goal, right? And to me, like when you think about the business or working on the business with the business, it’s the same way, right? Like how bad do you want this thing to work and grow and be the best thing that’s out there? That is what’s gonna control how fast do you will get to that goal.
Igor Kransykh (51m 54s):
And obviously that is kind of an answer to your question is if you want it bad enough, you can always achieve your dream or get to your dream.
Alina Warrick (52m 2s):
That is so true. Reminds me of a quote that Miles Monroe always says you have to be hungry. And he says it is so loud with the passion because if you’re not hungry and you’re just doing it, you know, half-awake with one foot in and you probably are never gonna get there. I mean, like you were doing this side hustle for a really, really long time, but then when you did it full time, you put all your full energy and drive into it. I’m assuming that’s when you start seeing all those monthly goals, monthly growth, every single month and saw some substantial successes, right?
Igor Kransykh (52m 37s):
Absolutely. And I’ll even say this, like I think the biggest mistake that a lot of entrepreneurs can make and some of them even make is that I believe that they waste their time on things that don’t matter or don’t help them get closer to their dream, right? Like, I mean, like just to take TV as an example, right? Like a lot of people watch TV, but the reality, the TV or watching a show, get your closer to your dream. No, then to me it’s a waste of time.
Alina Warrick (53m 8s):
Yes. So true. Thank you. So, Igor, is giving back either volunteering time or giving back to the community is something that is part of your business values?
Igor Kransykh (53m 18s):
It is. And I’ll be honest, before it wasn’t when I was kind of doing it as a side hustle, but since I switched to working on my business full time, I did start to volunteer my time to help merchants in need. And it was kind of timely too, because I basically transitioned to working on PowerSync full time right before COVID started, like a couple of months before. And when COVID hit, a lot of businesses were impacted. Many businesses had to furlough people, right, like after a few months, and at that point they needed to– Their leadership was asking them to do the same things that they were doing before with less people.
Igor Kransykh (54m 2s):
Or businesses that could not have an online presence, right? Like, I think early on, you couldn’t even go to the store. Everyone was afraid, right? So people started to shop online and if you didn’t have a good online presence, your business struggle, right? So talking about volunteering, I basically last year, started to volunteer my time to help those merchants in need who were impacted by COVID. And I started to offer free strategy sessions to those merchants to help them figure out a way how to survive this pandemic.
Alina Warrick (54m 36s):
Wow, what a unique service that you can provide during COVID and provide your expertise in a such a special way. So that’s amazing. So what are some of the things you would advise the next aspiring immigrant that wants to start their own business listening to you right now?
Igor Kransykh (54m 55s):
Get off your ass and start it.
Alina Warrick (54m 58s):
And then we can drop the mic.
Igor Kransykh (55m 1s):
That’s right. No, but I mean, like in the reality we often procrastinate too much whenever we think about it. Like, I mean, I procrastinated too much, even within like, when I started at PowerSync. Like I should have just went and did it full time early on, and one can argue, right? Like, I definitely did get a lot of good experience working for the corporate world, which helps me run my business better. But I wonder if those were the learnings that I could have of gotten faster working for myself. But to me it’s like, if you don’t try, you will never know, right? And the biggest thing that I will say is– So let’s say you decided to start a business.
Igor Kransykh (55m 46s):
Great. Go for it. Just make sure you keep your calendar full in things that actually matter that will help you grow, and don’t procrastinate and make sure you surround yourself with people who have achieved some of those goals that you’re trying to hit because you’ll be learning from them. And there they’re people that will help you get there faster and you wanna make sure that those people that you’re learning from can also be your advocate, right? ‘Cause if people believe in you, they will push you. They will ask you to do things that you may not want to do all if you are thinking or trying to do it all by yourself.
Alina Warrick (56m 23s):
And your story reminds me of the 7-Up company. So I think some guy who started this soda company, he called it 5-Up and it completely failed miserably. And then he shut it down. And then he started 6-Up with, my guess, different formulas and different strategies, and it failed miserably and he gave up. Well, then someone else came into the market and they called the soda 7-Up. And we all know what happened then. And so to pursue and to continue with the different passions, the different fields, and to never give up like you did. You know, you started several different companies and some of them were dating websites and then a web design, and then the other companies that you had, but then you still kept on going and going with your entrepreneurial drive and then here we are.
Alina Warrick (57m 16s):
You’re doing an amazing work. So that’s awesome. Igor, thank you so much. This is an amazing journey and I just wanted to thank you so much for coming on to the Immigrant Entrepreneurs Podcast. You’re such an inspiration to so many different immigrants to continue pursuing their dreams and their passions. I would truly appreciate your time and I wish you all the best of luck.
Igor Kransykh (57m 40s):
Thank you so much for having me. This was an amazing conversation. Thank you for listening to my life journey. Hopefully, hopefully it will teach somebody how to not make some of the mistakes that I make, or maybe even aspire people to actually get off the couch and start the business, which would essentially become a multi billion-dollar business someday, so.
Alina Warrick (58m 3s):
Yes, absolutely. Thank you so much. Alrighty, guys, thank you so much for tuning in. If there are any links that were mentioned in this episode, make sure to check them out on my website under this episode, to find all the links conveniently located in the show notes. I just wanted to ask for a quick favor. If you could please leave a review wherever you’re at listening to this podcast. Also, if you’re an immigrant entrepreneur and would love to be on the podcast, please e-mail me and we’ll get connected. I’ll see you guys all next time for another exciting and impactful episode. Take care.
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