IoT Coffee Talk: Episode 143 - Hype Fatigue

[Applause] [Applause] that Andy Red Rocker wow Red Rocker that Andy Red Rocker wow Red Rocker that Andy Red Rocker wow Red Rocker Sammy Hagar you know that's like one of Sammy Hagar you know that's like one of Sammy Hagar you know that's like one of the greatest Tunes ever man that was a the greatest Tunes ever man that was a the greatest Tunes ever man that was a great one man you know and all it does great one man you know and all it does great one man you know and all it does is reaffirm what are you wasting your is reaffirm what are you wasting your is reaffirm what are you wasting your time dude with hanging out with us man time dude with hanging out with us man time dude with hanging out with us man you need to go on the road I need to you need to go on the road I need to you need to go on the road I need to take you along with me man that's how take you along with me man that's how take you along with me man that's how the deal is gonna work you need to rock the deal is gonna work you need to rock the deal is gonna work you need to rock the whole world needs to rock you know the whole world needs to rock you know the whole world needs to rock you know all this other stuff is just all this other stuff is just all this other stuff is just conversation it's the music man that's conversation it's the music man that's conversation it's the music man that's right well that can be that Rob can be right well that can be that Rob can be right well that can be that Rob can be the hype man and undertakes the stage the hype man and undertakes the stage the hype man and undertakes the stage wait a minute actually what I'm gonna wait a minute actually what I'm gonna wait a minute actually what I'm gonna I'm gonna be your manager who then I'm gonna be your manager who then I'm gonna be your manager who then basically embezzles all your money and basically embezzles all your money and basically embezzles all your money and then we're like and then and then then we're like and then and then then we're like and then and then there's a documentary made about us there's a documentary made about us there's a documentary made about us years later about you know years later about you know years later about you know Superstar literally who's now living on Superstar literally who's now living on Superstar literally who's now living on the streets uh in poverty because those the streets uh in poverty because those the streets uh in poverty because those managers took all is money there you go managers took all is money there you go managers took all is money there you go it's like a good deal it's like a good deal it's like a good deal you know what we'll do it just because you know what we'll do it just because you know what we'll do it just because it makes for such a good story it makes for such a good story it makes for such a good story but don't we hear that story a lot huh but don't we hear that story a lot huh but don't we hear that story a lot huh don't we hear that story a lot about don't we hear that story a lot about don't we hear that story a lot about musicians and fans musicians and fans musicians and fans who are taking advantage of who are taking advantage of who are taking advantage of yeah it's it's pretty nutty yeah yeah yeah it's it's pretty nutty yeah yeah yeah it's it's pretty nutty yeah yeah hello Andrea hello David man we got hello Andrea hello David man we got hello Andrea hello David man we got everybody this is awesome you know I everybody this is awesome you know I everybody this is awesome you know I know we got our we got our women of tech know we got our we got our women of tech know we got our we got our women of tech women of tech representing yes women of tech representing yes women of tech representing yes I thought you guys were gonna be at the

I thought you guys were gonna be at the I thought you guys were gonna be at the the defy conference or something instead the defy conference or something instead the defy conference or something instead but I'm glad you're here but I'm glad you're here but I'm glad you're here oh man Romania oh man Romania oh man Romania wow wow wow greetings from uh okay live in a museum greetings from uh okay live in a museum greetings from uh okay live in a museum 6 30 p.m 6 30 p.m in Romania 6 30 p.m 6 30 p.m in Romania 6 30 p.m 6 30 p.m in Romania and there you go does that mean you're and there you go does that mean you're and there you go does that mean you're gonna drive yeah but I'm in uh I'm in gonna drive yeah but I'm in uh I'm in gonna drive yeah but I'm in uh I'm in another room so another room so another room so oh are you gonna drive to Barcelona some oh are you gonna drive to Barcelona some oh are you gonna drive to Barcelona some Furniture bookcases you see um a Furniture bookcases you see um a Furniture bookcases you see um a rendition of my son holding a lightsaber rendition of my son holding a lightsaber rendition of my son holding a lightsaber um nice it's important to everybody should have it's important to everybody should have a lightsaber oh yeah yeah we have many a lightsaber oh yeah yeah we have many a lightsaber oh yeah yeah we have many when he was growing up many and when he was growing up many and when he was growing up many and therefore I have no choice and for this therefore I have no choice and for this therefore I have no choice and for this reason I'm gonna have to get my reason I'm gonna have to get my reason I'm gonna have to get my lightsaber out oh no oh wow okay lightsaber out oh no oh wow okay lightsaber out oh no oh wow okay yeah you know I'd say we're growing up yeah you know I'd say we're growing up yeah you know I'd say we're growing up it was called the stick it was called the stick it was called the stick oh my God man oh my God man oh my God man that's it's like a two-handed that's it's like a two-handed that's it's like a two-handed it's like it's been a while it's been a it's like it's been a while it's been a it's like it's been a while it's been a while hasn't it guys oh my gosh while hasn't it guys oh my gosh while hasn't it guys oh my gosh everybody has one where's mine oh see everybody has one where's mine oh see everybody has one where's mine oh see David's getting his everyone's becoming David's getting his everyone's becoming David's getting his everyone's becoming an infant this is like ridiculous you an infant this is like ridiculous you an infant this is like ridiculous you know what what's up with the freaking know what what's up with the freaking know what what's up with the freaking Stone uh the the you know you're like on Stone uh the the you know you're like on Stone uh the the you know you're like on a throne what is it adulthood adulthood a throne what is it adulthood adulthood a throne what is it adulthood adulthood is overrated me yeah that's an

is overrated me yeah that's an is overrated me yeah that's an incredible chair this is my kitchen incredible chair this is my kitchen incredible chair this is my kitchen table chairs really so yeah I mean it's table chairs really so yeah I mean it's table chairs really so yeah I mean it's like Game of Thrones ish you know that's like Game of Thrones ish you know that's like Game of Thrones ish you know that's like that's pretty killer oh my God look like that's pretty killer oh my God look like that's pretty killer oh my God look at all these does it come with a giant at all these does it come with a giant at all these does it come with a giant turkey leg and everything yes yes look at these guys oh my God you got yes look at these guys oh my God you got your background blurred David so it's your background blurred David so it's your background blurred David so it's hard to see what you're selling we gotta hard to see what you're selling we gotta hard to see what you're selling we gotta fix it fix it fix it I want to see the full I want to see the full I want to see the full sword or whatever this is ridiculous sword or whatever this is ridiculous sword or whatever this is ridiculous there we go the sword episode it's the there we go the sword episode it's the there we go the sword episode it's the Mandalorian then I have the foam roller so I could then I have the foam roller so I could get the you know the Kings out yeah it's get the you know the Kings out yeah it's get the you know the Kings out yeah it's really The Geek Squad today yes we are really The Geek Squad today yes we are really The Geek Squad today yes we are The Geek Squad we just escaped from Best The Geek Squad we just escaped from Best The Geek Squad we just escaped from Best Buy they let us out for a few minutes Buy they let us out for a few minutes Buy they let us out for a few minutes you should have uh talking about Geeks you should have uh talking about Geeks you should have uh talking about Geeks you should have seen me a couple days you should have seen me a couple days you should have seen me a couple days ago here in Romania yeah during my Apple ago here in Romania yeah during my Apple ago here in Romania yeah during my Apple watch which I got after Leonard got his watch which I got after Leonard got his watch which I got after Leonard got his I just decided to get a new one because I just decided to get a new one because I just decided to get a new one because my old one wasn't working and I thought my old one wasn't working and I thought my old one wasn't working and I thought okay I need to get back to that I was okay I need to get back to that I was okay I need to get back to that I was wearing that on the left hand and then a wearing that on the left hand and then a wearing that on the left hand and then a Chinese watch that I bought here in Chinese watch that I bought here in Chinese watch that I bought here in Romania for my mom on my right hand I Romania for my mom on my right hand I Romania for my mom on my right hand I have a picture of that with both of them have a picture of that with both of them have a picture of that with both of them and comparing heart rate oxygen rate and comparing heart rate oxygen rate and comparing heart rate oxygen rate blood pressure steps everything I and I

blood pressure steps everything I and I blood pressure steps everything I and I did that for a couple of days both both did that for a couple of days both both did that for a couple of days both both arms with water yes so that's talking arms with water yes so that's talking arms with water yes so that's talking about and the Chinese thing about and the Chinese thing about and the Chinese thing it was so close they were not identical it was so close they were not identical it was so close they were not identical but like 97 of oxygen on 198 on the but like 97 of oxygen on 198 on the but like 97 of oxygen on 198 on the other one and super close yeah you know other one and super close yeah you know other one and super close yeah you know how do you know apples was accurate and how do you know apples was accurate and how do you know apples was accurate and now the Chinese exactly no exactly yeah now the Chinese exactly no exactly yeah now the Chinese exactly no exactly yeah and do you have a balloon logo on the and do you have a balloon logo on the and do you have a balloon logo on the Chinese watch Chinese watch Chinese watch and and of course I I got out I got a and and of course I I got out I got a and and of course I I got out I got a blood pressure monitor and it has one blood pressure monitor and it has one blood pressure monitor and it has one and I double checked so you know I mean and I double checked so you know I mean and I double checked so you know I mean how many of you totally saw the balloon how many of you totally saw the balloon how many of you totally saw the balloon and during Rihanna's performance and and during Rihanna's performance and and during Rihanna's performance and just thought about that being the just thought about that being the just thought about that being the Chinese Chinese Chinese what was that what was that what was that that was it can you believe that he that was it can you believe that he that was it can you believe that he believed that she was on those platforms believed that she was on those platforms believed that she was on those platforms in the air like that that was crazy was in the air like that that was crazy was in the air like that that was crazy was she glued my sister said it looked like she glued my sister said it looked like she glued my sister said it looked like her shoes were stuck to the platform I her shoes were stuck to the platform I her shoes were stuck to the platform I mean that and I'm like what I'm like now mean that and I'm like what I'm like now mean that and I'm like what I'm like now I want to zoom in and re-watch that I want to zoom in and re-watch that I want to zoom in and re-watch that that's pretty terrifying stuff to be up that's pretty terrifying stuff to be up that's pretty terrifying stuff to be up on those things you know and then and to on those things you know and then and to on those things you know and then and to be pregnant and doing that at the same be pregnant and doing that at the same be pregnant and doing that at the same time well Rob that's America if you're a time well Rob that's America if you're a time well Rob that's America if you're a woman and you're pregnant you still have woman and you're pregnant you still have woman and you're pregnant you still have to go to work oh oh yes to go to work oh oh yes to go to work oh oh yes it's true well we better head back until it's true well we better head back until it's true well we better head back until the last minute until the last minute the last minute until the last minute the last minute until the last minute yeah yeah yeah yeah I was you know the

yeah yeah yeah yeah I was you know the yeah yeah yeah yeah I was you know the night I I gave birth in the like at 1am night I I gave birth in the like at 1am night I I gave birth in the like at 1am and at 8 A.M I was supposed to lead a and at 8 A.M I was supposed to lead a and at 8 A.M I was supposed to lead a workshop with a customer but I did it I workshop with a customer but I did it I workshop with a customer but I did it I know I did a conference call like the know I did a conference call like the know I did a conference call like the day of my you know I gave birth that day of my you know I gave birth that day of my you know I gave birth that afternoon I did a conference call from afternoon I did a conference call from afternoon I did a conference call from the um hospital room the only reason I could not lead that the only reason I could not lead that Workshop it was a workshop with atnt uh Workshop it was a workshop with atnt uh Workshop it was a workshop with atnt uh oh really 2002 and it was on a workshop oh really 2002 and it was on a workshop oh really 2002 and it was on a workshop on implementing the layered architecture on implementing the layered architecture on implementing the layered architecture you remember you remember you remember um you know when ietf came up with the um you know when ietf came up with the um you know when ietf came up with the late architecture with gateways and late architecture with gateways and late architecture with gateways and servers a split architecture and it was servers a split architecture and it was servers a split architecture and it was about implementing that for circuit about implementing that for circuit about implementing that for circuit switch voice and yeah I was delayed on switch voice and yeah I was delayed on switch voice and yeah I was delayed on that and the only reason I actually that and the only reason I actually that and the only reason I actually could not do the workshop from from my could not do the workshop from from my could not do the workshop from from my bed is I had a C-section like at 2 am or bed is I had a C-section like at 2 am or bed is I had a C-section like at 2 am or so so I was in not in good shape yeah I so so I was in not in good shape yeah I so so I was in not in good shape yeah I was just really dizzy so I I woke up and was just really dizzy so I I woke up and was just really dizzy so I I woke up and I I called my customer like 7 30 and I I called my customer like 7 30 and I I called my customer like 7 30 and said oh I can't do this you know I just said oh I can't do this you know I just said oh I can't do this you know I just gave birth gave birth gave birth wow there you go wow there you go wow there you go no look it sounds so insane because if no look it sounds so insane because if no look it sounds so insane because if you just if we just go to Europe or you just if we just go to Europe or you just if we just go to Europe or Canada you two would not have had the Canada you two would not have had the Canada you two would not have had the same experience same experience same experience rest and bond anyway rest and bond anyway rest and bond anyway yeah yeah yeah

yeah yeah yeah yeah yeah yeah I was there I was present but I was I I was there I was present but I was I I was there I was present but I was I was napping because I was not myself my was napping because I was not myself my was napping because I was not myself my wife was surrounded by a bunch of wife was surrounded by a bunch of wife was surrounded by a bunch of medical professionals and I was just medical professionals and I was just medical professionals and I was just there like when does the thing come out there like when does the thing come out there like when does the thing come out all right here we go chatting at joining like living room and chatting at joining like living room and so my husband had his own room and so he so my husband had his own room and so he so my husband had his own room and so he would get like really tired and then would get like really tired and then would get like really tired and then close the door and then take a nap and I close the door and then take a nap and I close the door and then take a nap and I would just be so Furious because he was would just be so Furious because he was would just be so Furious because he was really tired yeah I was really tired I really tired yeah I was really tired I really tired yeah I was really tired I didn't need attractions were coming didn't need attractions were coming didn't need attractions were coming every 10 seconds and it was wearing him every 10 seconds and it was wearing him every 10 seconds and it was wearing him out you know the pitocin got to him and out you know the pitocin got to him and out you know the pitocin got to him and he's like man I gotta take a nap I don't he's like man I gotta take a nap I don't he's like man I gotta take a nap I don't know what you're going through but it's know what you're going through but it's know what you're going through but it's not nearly as bad as what I'm going not nearly as bad as what I'm going not nearly as bad as what I'm going through I mean now I know I know he through I mean now I know I know he through I mean now I know I know he couldn't sleep that night because couldn't sleep that night because couldn't sleep that night because Stephanie was on the other room yelling Stephanie was on the other room yelling Stephanie was on the other room yelling you did this to me you did this to me you did this to me I never felt labor pains I was good I never felt labor pains I was good I never felt labor pains I was good Rob I got the pitocin when they said Rob I got the pitocin when they said Rob I got the pitocin when they said Scala one to ten what's your pain you're Scala one to ten what's your pain you're Scala one to ten what's your pain you're supposed to lie so I lied and I got it supposed to lie so I lied and I got it supposed to lie so I lied and I got it early and I was just chilling until oh early and I was just chilling until oh early and I was just chilling until oh that's good that's good it's not me high that's good that's good it's not me high that's good that's good it's not me high risk C-section risk C-section risk C-section yeah super high risky section and you yeah super high risky section and you yeah super high risky section and you know high risk following yeah this is know high risk following yeah this is know high risk following yeah this is the mo this is the the furthest from iot the mo this is the the furthest from iot the mo this is the the furthest from iot I was gonna say yes tie it together so I just uh oh I tie it

tie it together so I just uh oh I tie it I just read I just read about a Machine I just read I just read about a Machine I just read I just read about a Machine Vision application a woman did on her Vision application a woman did on her Vision application a woman did on her PhD for epidural needle placement PhD for epidural needle placement PhD for epidural needle placement because apparently there's a lot of because apparently there's a lot of because apparently there's a lot of issues with epidurals and they had a lot issues with epidurals and they had a lot issues with epidurals and they had a lot of problems with it oh yeah so she she of problems with it oh yeah so she she of problems with it oh yeah so she she went uh yeah she she works at Amazon now went uh yeah she she works at Amazon now went uh yeah she she works at Amazon now doing Alexa AI stuff but I just thought doing Alexa AI stuff but I just thought doing Alexa AI stuff but I just thought that was such a clever uh implementation that was such a clever uh implementation that was such a clever uh implementation for Machine Vision so that they can get for Machine Vision so that they can get for Machine Vision so that they can get accurate uh placement and then you have accurate uh placement and then you have accurate uh placement and then you have less people having for accounting is it less people having for accounting is it less people having for accounting is it is it because like because they're is it because like because they're is it because like because they're literally telling you don't move when literally telling you don't move when literally telling you don't move when they put that needle in because it's they put that needle in because it's they put that needle in because it's right in your spine it was the was the right in your spine it was the was the right in your spine it was the was the camera like just completely like camera like just completely like camera like just completely like identifying the perfect spot in the identifying the perfect spot in the identifying the perfect spot in the between the vertebrae and you see a red between the vertebrae and you see a red between the vertebrae and you see a red point there yeah I think I point there yeah I think I point there yeah I think I I'm tellsana I just like the Apple we I'm tellsana I just like the Apple we I'm tellsana I just like the Apple we should it was a bigger write-up but should it was a bigger write-up but should it was a bigger write-up but but it's so clever to to take a problem but it's so clever to to take a problem but it's so clever to to take a problem like that and to apply Machine Vision like that and to apply Machine Vision like that and to apply Machine Vision but yeah they said it was to do what the but yeah they said it was to do what the but yeah they said it was to do what the needle placement and then needle placement and then needle placement and then um accuracy of it so and you know and um accuracy of it so and you know and um accuracy of it so and you know and Ryan has a great a great business case Ryan has a great a great business case Ryan has a great a great business case because when if mistakes are made during because when if mistakes are made during because when if mistakes are made during an epidural you know the patient in an epidural you know the patient in an epidural you know the patient in question like can lose movements in a question like can lose movements in a question like can lose movements in a bunch of limbs or lower back like so bunch of limbs or lower back like so bunch of limbs or lower back like so it's it's super cool that you know it's it's super cool that you know it's it's super cool that you know something is being done to increase the something is being done to increase the something is being done to increase the accuracy of that procedure uh saves a accuracy of that procedure uh saves a accuracy of that procedure uh saves a lot of money on lawsuits and and lot of money on lawsuits and and lot of money on lawsuits and and personal pain for the patient yeah women personal pain for the patient yeah women personal pain for the patient yeah women have a lot of like side effects from

have a lot of like side effects from have a lot of like side effects from epidural epidural epidural um in your back like you may be three um in your back like you may be three um in your back like you may be three four months later and your back's still four months later and your back's still four months later and your back's still hurting as a result so yeah I can see hurting as a result so yeah I can see hurting as a result so yeah I can see where that come in handy it's where that come in handy it's where that come in handy it's interesting what I learned in Germany is interesting what I learned in Germany is interesting what I learned in Germany is that if that if that if um yeah um yeah um yeah costs like 500 Euros so they had bonus costs like 500 Euros so they had bonus costs like 500 Euros so they had bonus if they could save money if if the if they could save money if if the if they could save money if if the nurses and doctors can save money for nurses and doctors can save money for nurses and doctors can save money for every birth so every birth so every birth so um yeah so that so most of my friends um yeah so that so most of my friends um yeah so that so most of my friends didn't get the they didn't arrive on didn't get the they didn't arrive on didn't get the they didn't arrive on time time time um for the federal and and then yeah you um for the federal and and then yeah you um for the federal and and then yeah you realize that probably the doctors and realize that probably the doctors and realize that probably the doctors and nurses get a nice bonus you know at the nurses get a nice bonus you know at the nurses get a nice bonus you know at the end of the year because I saved like a end of the year because I saved like a end of the year because I saved like a lot of money lot of money lot of money well and you know that if it's 500 euros well and you know that if it's 500 euros well and you know that if it's 500 euros it has to be like 50 000 you're first it has to be like 50 000 you're first it has to be like 50 000 you're first born and two car payments here yep born and two car payments here yep born and two car payments here yep that's a pretty much a conversion right that's a pretty much a conversion right that's a pretty much a conversion right yeah when it comes to medical treatment yeah when it comes to medical treatment yeah when it comes to medical treatment yeah by the way the by the way the so the American telemedicine Association so the American telemedicine Association so the American telemedicine Association they're having their annual conference they're having their annual conference they're having their annual conference in San Antonio Texas the first week in in San Antonio Texas the first week in in San Antonio Texas the first week in March so I'm gonna go attend that and March so I'm gonna go attend that and March so I'm gonna go attend that and maybe I'll pick up and learn some new maybe I'll pick up and learn some new maybe I'll pick up and learn some new things that they're doing and yeah iot things that they're doing and yeah iot things that they're doing and yeah iot please I'd love to talk to you about please I'd love to talk to you about please I'd love to talk to you about that before you go I know you asked me that before you go I know you asked me that before you go I know you asked me if I'm going and I'm in Romania so I if I'm going and I'm in Romania so I if I'm going and I'm in Romania so I can't go can't go can't go yeah okay yeah we'll chat yeah okay yeah we'll chat yeah okay yeah we'll chat so hey it looks like so hey it looks like so hey it looks like um Microsoft killed off their uh

um Microsoft killed off their uh um Microsoft killed off their uh uh industrial meta versus group and a uh industrial meta versus group and a uh industrial meta versus group and a bunch of other stuff I don't think bunch of other stuff I don't think bunch of other stuff I don't think people realize that you know because you people realize that you know because you people realize that you know because you know you were talking about going to know you were talking about going to know you were talking about going to some Dow or D5 thing some Dow or D5 thing some Dow or D5 thing um Rob I mean this stuff is so um Rob I mean this stuff is so um Rob I mean this stuff is so distracting it's like not even funny distracting it's like not even funny distracting it's like not even funny right and it's just kind of sad to see right and it's just kind of sad to see right and it's just kind of sad to see these big Brands just uh I mean we kind these big Brands just uh I mean we kind these big Brands just uh I mean we kind of called it like it was like almost of called it like it was like almost of called it like it was like almost like I don't know what six seven months like I don't know what six seven months like I don't know what six seven months ago man don't tear down I remember man don't tear down I remember exactly when we talked about Microsoft exactly when we talked about Microsoft exactly when we talked about Microsoft industrial metaverse it was in early industrial metaverse it was in early industrial metaverse it was in early July yeah I mean it's just and next day boom that project got and next day boom that project got killed boom yeah more or less yeah this killed boom yeah more or less yeah this killed boom yeah more or less yeah this is the story yeah bye-bye bye-bye well I is the story yeah bye-bye bye-bye well I is the story yeah bye-bye bye-bye well I mean Watson Watson got killed off as mean Watson Watson got killed off as mean Watson Watson got killed off as well right well right well right yeah but I'm called the industrial yeah but I'm called the industrial yeah but I'm called the industrial metaverse yeah metaverse yeah metaverse yeah there's a reason why Watson was already there's a reason why Watson was already there's a reason why Watson was already Dead on Arrival the the advertisements Dead on Arrival the the advertisements Dead on Arrival the the advertisements made you think that Watson was some kind made you think that Watson was some kind made you think that Watson was some kind of AI from the future but all the people of AI from the future but all the people of AI from the future but all the people I knew at IBM said it was a bunch of BS I knew at IBM said it was a bunch of BS I knew at IBM said it was a bunch of BS it didn't really work it didn't really work it didn't really work it was it was a bunch of guys with it was it was a bunch of guys with it was it was a bunch of guys with encyclopedia Encyclopedia Britannica encyclopedia Encyclopedia Britannica encyclopedia Encyclopedia Britannica trying to win at Jeopardy yeah well

trying to win at Jeopardy yeah well trying to win at Jeopardy yeah well actually it was actually but it was actually it was actually but it was actually it was actually but it was actually the uh the intro to chat GPT actually the uh the intro to chat GPT actually the uh the intro to chat GPT there you go yeah maybe I remember I remember when that maybe I remember I remember when that team disbanded because a lot of the team disbanded because a lot of the team disbanded because a lot of the folks that we would get briefings from folks that we would get briefings from folks that we would get briefings from from those guys and they dislike from those guys and they dislike from those guys and they dislike disappeared so I was like hey what disappeared so I was like hey what disappeared so I was like hey what happened it was like four years ago happened it was like four years ago happened it was like four years ago though I remember us talking about that though I remember us talking about that though I remember us talking about that maybe four years ago five years ago it's maybe four years ago five years ago it's maybe four years ago five years ago it's been a long time yeah I remember one of been a long time yeah I remember one of been a long time yeah I remember one of those guys he was some executive from those guys he was some executive from those guys he was some executive from the Watson AI thing and joined our group the Watson AI thing and joined our group the Watson AI thing and joined our group at Hitachi late late in the game and at Hitachi late late in the game and at Hitachi late late in the game and yeah he said it was it was all fantasy yeah he said it was it was all fantasy yeah he said it was it was all fantasy they couldn't get it to work they couldn't get it to work they couldn't get it to work yeah but it was around for a long time yeah but it was around for a long time yeah but it was around for a long time wasn't it wasn't it wasn't it the television commercials were the television commercials were the television commercials were definitely around for a while for sure definitely around for a while for sure definitely around for a while for sure at least a few years you saw the at least a few years you saw the at least a few years you saw the marketing and hype around it I remember marketing and hype around it I remember marketing and hype around it I remember that from 2009 I don't know why 2009 that from 2009 I don't know why 2009 that from 2009 I don't know why 2009 but you know it was like anything but you know it was like anything but you know it was like anything they're being super specific you know they're being super specific you know they're being super specific you know you know they're kind of taking you on you know they're kind of taking you on you know they're kind of taking you on that Journey from deep blue you know that Journey from deep blue you know that Journey from deep blue you know beating Gary Kasparov and chess and then beating Gary Kasparov and chess and then beating Gary Kasparov and chess and then saying hey now we're going to use this saying hey now we're going to use this saying hey now we're going to use this for everything and you're going to use for everything and you're going to use for everything and you're going to use it for every use case and it's gonna be it for every use case and it's gonna be it for every use case and it's gonna be magic kind of like what people are magic kind of like what people are magic kind of like what people are saying today which had GPT on Bing saying today which had GPT on Bing saying today which had GPT on Bing somehow like that's going to be magical somehow like that's going to be magical somehow like that's going to be magical so I don't know I don't know what do you

so I don't know I don't know what do you so I don't know I don't know what do you think Steve think Steve think Steve I think it I think I joined iot I think it I think I joined iot I think it I think I joined iot baby and Drug talk today so I don't know baby and Drug talk today so I don't know baby and Drug talk today so I don't know what to say yes are you at a conference what to say yes are you at a conference what to say yes are you at a conference I am at iot evolution in lovely Fort I am at iot evolution in lovely Fort I am at iot evolution in lovely Fort Lauderdale Lauderdale Lauderdale I love it all right at Fort Lauderdale I I love it all right at Fort Lauderdale I I love it all right at Fort Lauderdale I attended something virtually this attended something virtually this attended something virtually this morning that T-Mobile was talking about morning that T-Mobile was talking about morning that T-Mobile was talking about some of the things that they're doing in some of the things that they're doing in some of the things that they're doing in that space yeah Annette was doing that that space yeah Annette was doing that that space yeah Annette was doing that this morning yeah says she's on a panel this morning yeah says she's on a panel this morning yeah says she's on a panel with me this afternoon on iot mobile with me this afternoon on iot mobile with me this afternoon on iot mobile and uh what helium is doing but so and uh what helium is doing but so and uh what helium is doing but so what's evolution of iot what's evolution of iot what's evolution of iot it's a trade show it's a trade show it's a trade show um and um I you know what I have no idea um and um I you know what I have no idea um and um I you know what I have no idea Mark I'm so freaking confused I have no Mark I'm so freaking confused I have no Mark I'm so freaking confused I have no idea that subject matter has been like idea that subject matter has been like idea that subject matter has been like all over the damn place so all over the damn place so all over the damn place so um it's very confusing between they're um it's very confusing between they're um it's very confusing between they're talking 6G and 5G and iot around 5G and talking 6G and 5G and iot around 5G and talking 6G and 5G and iot around 5G and then they're talking about it Edge then they're talking about it Edge then they're talking about it Edge Computing and then they're talking about Computing and then they're talking about Computing and then they're talking about it's just it is yeah it's chaotic it's it's just it is yeah it's chaotic it's it's just it is yeah it's chaotic it's like as much crap as you can throw into like as much crap as you can throw into like as much crap as you can throw into you know one day of sessions it's what you know one day of sessions it's what you know one day of sessions it's what it is so yeah iot solutions for congress it is so yeah iot solutions for congress it is so yeah iot solutions for congress in Barcelona was all about industry 5.0 in Barcelona was all about industry 5.0 in Barcelona was all about industry 5.0 oh yeah there you go yeah oh yeah there you go yeah oh yeah there you go yeah is that Ken Forster's thing over at is that Ken Forster's thing over at is that Ken Forster's thing over at momenta partners and the EU momenta partners and the EU momenta partners and the EU doing their industry 5-0 maybe but yeah

doing their industry 5-0 maybe but yeah doing their industry 5-0 maybe but yeah a bunch of a lot of people was talking a a bunch of a lot of people was talking a a bunch of a lot of people was talking a lot in the 5.0 you know what I I find it lot in the 5.0 you know what I I find it lot in the 5.0 you know what I I find it it's we talk there's too many people it's we talk there's too many people it's we talk there's too many people talking about the aspirational end State talking about the aspirational end State talking about the aspirational end State or the vision that that stuff is so or the vision that that stuff is so or the vision that that stuff is so freaking easy to talk about you know freaking easy to talk about you know freaking easy to talk about you know what I'm saying and I'm supposed to be what I'm saying and I'm supposed to be what I'm saying and I'm supposed to be aspirational now State yeah well no it's aspirational now State yeah well no it's aspirational now State yeah well no it's like how the freaking hell do you get like how the freaking hell do you get like how the freaking hell do you get there yeah and then with every company there yeah and then with every company there yeah and then with every company that has a very unique environment a that has a very unique environment a that has a very unique environment a very unique situation requirements how very unique situation requirements how very unique situation requirements how do you I mean how does any of this crap do you I mean how does any of this crap do you I mean how does any of this crap mean anything to them you know and mean anything to them you know and mean anything to them you know and that's why that's why that's why I mean I got like a freaking invite to a I mean I got like a freaking invite to a I mean I got like a freaking invite to a 6G monetization session dude right what 6G monetization session dude right what 6G monetization session dude right what the hell I mean we're still struggling the hell I mean we're still struggling the hell I mean we're still struggling with 5G and now they're like oh with 5G and now they're like oh with 5G and now they're like oh yeah there's no accountability on that yeah there's no accountability on that yeah there's no accountability on that yeah yeah yeah if you get a if you get a if you get a you get enough attendees to those events you get enough attendees to those events you get enough attendees to those events that's how you monetize it that's how you monetize it that's how you monetize it yeah ridiculous yeah it's becoming silly it's just yeah it's becoming silly it's just that's why I think I triggered a lot I that's why I think I triggered a lot I that's why I think I triggered a lot I think it's just it's becoming so think it's just it's becoming so think it's just it's becoming so exhausting that exhausting that exhausting that emptying the industry you saw that emptying the industry you saw that emptying the industry you saw that Enterprise iot or I what is it Enterprise iot or I what is it Enterprise iot or I what is it Enterprise insights are iot insights Enterprise insights are iot insights Enterprise insights are iot insights they're closing yeah they're closing yeah they're closing yeah they're closing down their media kind of they're closing down their media kind of they're closing down their media kind of coverage in that space

coverage in that space coverage in that space um yeah I think there's a lot of things um yeah I think there's a lot of things um yeah I think there's a lot of things that have just exhausted they're we're that have just exhausted they're we're that have just exhausted they're we're we're we're all exhausted from hearing we're we're all exhausted from hearing we're we're all exhausted from hearing about it and not seeing it but there are about it and not seeing it but there are about it and not seeing it but there are companies that are doing it it's just we companies that are doing it it's just we companies that are doing it it's just we don't hear as much about that we hear don't hear as much about that we hear don't hear as much about that we hear more about the hype yeah why is that more about the hype yeah why is that more about the hype yeah why is that yeah yeah yeah Stephanie it's a branding it's a Stephanie it's a branding it's a Stephanie it's a branding it's a marketing thing and they're always three marketing thing and they're always three marketing thing and they're always three four years ahead of the game and four years ahead of the game and four years ahead of the game and they'll they'll spin they'll spend so they'll they'll spin they'll spend so they'll they'll spin they'll spend so much money doing that as opposed to much money doing that as opposed to much money doing that as opposed to execution and execution and execution and all the things that need to that are all the things that need to that are all the things that need to that are required on the back end I think there's required on the back end I think there's required on the back end I think there's just so much money being thrown on the just so much money being thrown on the just so much money being thrown on the marketing side of it yeah marketing side of it yeah marketing side of it yeah another thing is you know if you grab um another thing is you know if you grab um another thing is you know if you grab um I don't know say like the the top I don't know say like the the top I don't know say like the the top selling gas station where you live just selling gas station where you live just selling gas station where you live just just to go from side to side it's gonna just to go from side to side it's gonna just to go from side to side it's gonna be super simple you know who sold the be super simple you know who sold the be super simple you know who sold the most gallons and you know it's simple most gallons and you know it's simple most gallons and you know it's simple numbers simple to understand no hype but numbers simple to understand no hype but numbers simple to understand no hype but you know on things iot and 5G and you you know on things iot and 5G and you you know on things iot and 5G and you know private and whatever it's not that know private and whatever it's not that know private and whatever it's not that there aren't deployments it's not that there aren't deployments it's not that there aren't deployments it's not that they aren't customers it's not that they aren't customers it's not that they aren't customers it's not that there's there there isn't uh and aren't there's there there isn't uh and aren't there's there there isn't uh and aren't any people who are benefiting from this any people who are benefiting from this any people who are benefiting from this but it's really tough for you to tell a but it's really tough for you to tell a but it's really tough for you to tell a story when if you say say 5G there's a story when if you say say 5G there's a story when if you say say 5G there's a lot of moving Parts you know it's like lot of moving Parts you know it's like lot of moving Parts you know it's like okay so who's gonna take the credit does okay so who's gonna take the credit does okay so who's gonna take the credit does the SI take the credit does the OEM take the SI take the credit does the OEM take the SI take the credit does the OEM take the credit does the team that did

the credit does the team that did the credit does the team that did deployment take the credit does the deployment take the credit does the deployment take the credit does the managed service provider take the credit managed service provider take the credit managed service provider take the credit like who who's going to say yes yes like who who's going to say yes yes like who who's going to say yes yes for brand eggs and you know and for brand eggs and you know and for brand eggs and you know and production is up 10 percent and predict production is up 10 percent and predict production is up 10 percent and predict and predictive maintenance you know is and predictive maintenance you know is and predictive maintenance you know is up 80 and they're saving a million bucks up 80 and they're saving a million bucks up 80 and they're saving a million bucks a month a month a month who takes the credit and and that's and who takes the credit and and that's and who takes the credit and and that's and that's another challenge that you know that's another challenge that you know that's another challenge that you know doesn't really help and honestly once doesn't really help and honestly once doesn't really help and honestly once the customer sees the benefit they're the customer sees the benefit they're the customer sees the benefit they're like dude this is great and we'll keep like dude this is great and we'll keep like dude this is great and we'll keep paying and uh you know here's your money paying and uh you know here's your money paying and uh you know here's your money this is great but I'm not doing a press this is great but I'm not doing a press this is great but I'm not doing a press release because I'm not in the business release because I'm not in the business release because I'm not in the business of doing press releases I gotta get back of doing press releases I gotta get back of doing press releases I gotta get back to work thank you very much the to work thank you very much the to work thank you very much the maintenance contract well I would say maintenance contract well I would say maintenance contract well I would say the the other thing would be is from a the the other thing would be is from a the the other thing would be is from a public company perspective public company perspective public company perspective we have long in the traditional I.T we have long in the traditional I.T we have long in the traditional I.T Telecom side have Wall Street has Telecom side have Wall Street has Telecom side have Wall Street has demanded metrics not only metrics in demanded metrics not only metrics in demanded metrics not only metrics in terms of number of subscribers but what terms of number of subscribers but what terms of number of subscribers but what are you making on those subscribers and are you making on those subscribers and are you making on those subscribers and those we don't see that with iot we see those we don't see that with iot we see those we don't see that with iot we see some numbers here and there connection some numbers here and there connection some numbers here and there connection data metrics out there but no one's data metrics out there but no one's data metrics out there but no one's sharing the monetization side or what sharing the monetization side or what sharing the monetization side or what they're making with these customers and they're making with these customers and they're making with these customers and so that data is all hidden but I think so that data is all hidden but I think so that data is all hidden but I think that wall Street's kind of they've that wall Street's kind of they've that wall Street's kind of they've become very intelligent around that and become very intelligent around that and become very intelligent around that and are like you know I don't know who's are like you know I don't know who's are like you know I don't know who's holding whose feet to the fire but if I holding whose feet to the fire but if I holding whose feet to the fire but if I was a company that had an iot division was a company that had an iot division was a company that had an iot division or whatever it's called or whatever it's called or whatever it's called um you know I would want I would want to um you know I would want I would want to um you know I would want I would want to if I had great metrics I would want to

if I had great metrics I would want to if I had great metrics I would want to be sharing those metrics but that's just be sharing those metrics but that's just be sharing those metrics but that's just not that doesn't happen on the public not that doesn't happen on the public not that doesn't happen on the public side side side um and small private fast-growing um and small private fast-growing um and small private fast-growing companies they'll share about their companies they'll share about their companies they'll share about their customer announcements all day and customer announcements all day and customer announcements all day and they'll they're very very they'll they're very very they'll they're very very um good at showing the metrics and the um good at showing the metrics and the um good at showing the metrics and the Roi and showing some of these numbers I Roi and showing some of these numbers I Roi and showing some of these numbers I just think some of that stuff is just so just think some of that stuff is just so just think some of that stuff is just so cryptic and hidden and and we've been cryptic and hidden and and we've been cryptic and hidden and and we've been talking about this for so long is that talking about this for so long is that talking about this for so long is that so many of these use cases are more on a so many of these use cases are more on a so many of these use cases are more on a trial basis there's no money being trial basis there's no money being trial basis there's no money being exchanged exchanged exchanged and so they don't talk about it and so they don't talk about it and so they don't talk about it yeah well many probably many who have yeah well many probably many who have yeah well many probably many who have you know many divisions of business iot you know many divisions of business iot you know many divisions of business iot is just a smaller a small one many that is just a smaller a small one many that is just a smaller a small one many that may not even know what they're making uh may not even know what they're making uh may not even know what they're making uh on iot on iot on iot because they have to pay they have to because they have to pay they have to because they have to pay they have to pay so many entities it could be like pay so many entities it could be like pay so many entities it could be like are we really making 10 cents or is it are we really making 10 cents or is it are we really making 10 cents or is it more like 90 cents more like 90 cents more like 90 cents yeah so that's exactly that's exactly it yeah so that's exactly that's exactly it yeah so that's exactly that's exactly it and uh and you know and the and the and uh and you know and the and the and uh and you know and the and the bigger the Telco the less visibility you bigger the Telco the less visibility you bigger the Telco the less visibility you have down at the unit because like like have down at the unit because like like have down at the unit because like like hey I'm the module God I approved it hey I'm the module God I approved it hey I'm the module God I approved it it's out there hey I'm this guy I have it's out there hey I'm this guy I have it's out there hey I'm this guy I have you know and and here by the time you you know and and here by the time you you know and and here by the time you have you know we sold a million have you know we sold a million have you know we sold a million connections to an oem they're going to connections to an oem they're going to connections to an oem they're going to deploy a million over the next 25 years deploy a million over the next 25 years deploy a million over the next 25 years it's it's 12 cents per connection and we it's it's 12 cents per connection and we it's it's 12 cents per connection and we have a team of 79 people 40 of which are have a team of 79 people 40 of which are have a team of 79 people 40 of which are senior are we making money

senior are we making money senior are we making money that's true that's it I'm doing this that's true that's it I'm doing this that's true that's it I'm doing this afternoon a two and a half hour block on afternoon a two and a half hour block on afternoon a two and a half hour block on Laura Wan Laura Wan Laura Wan and if you wanted to speak on the panels and if you wanted to speak on the panels and if you wanted to speak on the panels This Afternoon you had to bring a use This Afternoon you had to bring a use This Afternoon you had to bring a use case with a live customer and tell us case with a live customer and tell us case with a live customer and tell us how you brought it to Market because I'm how you brought it to Market because I'm how you brought it to Market because I'm so sick of this crap of these people so sick of this crap of these people so sick of this crap of these people talking about Fufu stuff that doesn't talking about Fufu stuff that doesn't talking about Fufu stuff that doesn't exist and is not yeah exactly Mark exist and is not yeah exactly Mark exist and is not yeah exactly Mark they're talking crap they're you know they're talking crap they're you know they're talking crap they're you know they're just unbelievable and I can't I they're just unbelievable and I can't I they're just unbelievable and I can't I can't do it anymore I just I gotta have can't do it anymore I just I gotta have can't do it anymore I just I gotta have it so everybody has to come with live it so everybody has to come with live it so everybody has to come with live customers to talk about live deployments customers to talk about live deployments customers to talk about live deployments and what the hell problem they're and what the hell problem they're and what the hell problem they're solving and what's the ROI and how much solving and what's the ROI and how much solving and what's the ROI and how much money is involved and where is the money money is involved and where is the money money is involved and where is the money in how are they making money because I I in how are they making money because I I in how are they making money because I I don't want to hear about this crap don't want to hear about this crap don't want to hear about this crap anymore I really don't I'm exhausting anymore I really don't I'm exhausting anymore I really don't I'm exhausting it's exhausting because many of us are it's exhausting because many of us are it's exhausting because many of us are entrepreneurs that are trying to make entrepreneurs that are trying to make entrepreneurs that are trying to make money and you know we don't have the money and you know we don't have the money and you know we don't have the luxury of working for companies where luxury of working for companies where luxury of working for companies where they are paying 79 900 people and making they are paying 79 900 people and making they are paying 79 900 people and making 12 cents I mean just we just own that 12 cents I mean just we just own that 12 cents I mean just we just own that luxury you have high fatigue you have luxury you have high fatigue you have luxury you have high fatigue you have high fatigue yeah exactly I think a lot high fatigue yeah exactly I think a lot high fatigue yeah exactly I think a lot of us do and something struck with that of us do and something struck with that of us do and something struck with that Stephanie mentioned earlier everyone's Stephanie mentioned earlier everyone's Stephanie mentioned earlier everyone's kind of focused on that kind of new kind of focused on that kind of new kind of focused on that kind of new technology VR Multiverse insert that technology VR Multiverse insert that technology VR Multiverse insert that kind of uh trending term here

kind of uh trending term here kind of uh trending term here and then they're not really focusing on and then they're not really focusing on and then they're not really focusing on the back end in the actual framework to the back end in the actual framework to the back end in the actual framework to make it scalable and repeatable make it scalable and repeatable make it scalable and repeatable every time I hear about a new iot every time I hear about a new iot every time I hear about a new iot technology I think okay what is this technology I think okay what is this technology I think okay what is this going to replace how are you accessing going to replace how are you accessing going to replace how are you accessing that data and then are you generating it that data and then are you generating it that data and then are you generating it with a sensor Network yourself okay with a sensor Network yourself okay with a sensor Network yourself okay that's going to be a lot easier than that's going to be a lot easier than that's going to be a lot easier than probably trying to pull it from the probably trying to pull it from the probably trying to pull it from the Legacy equipment on the on the floor but Legacy equipment on the on the floor but Legacy equipment on the on the floor but every AI ml company I talk to especially every AI ml company I talk to especially every AI ml company I talk to especially in the industrial space I go okay how in the industrial space I go okay how in the industrial space I go okay how are you getting your data and then how are you getting your data and then how are you getting your data and then how are you going to talk to all the other are you going to talk to all the other are you going to talk to all the other devices on the network and if they don't devices on the network and if they don't devices on the network and if they don't have a really clear answer have a really clear answer have a really clear answer um on that if they start saying things um on that if they start saying things um on that if they start saying things like oh we wrote Our Own modbus driver like oh we wrote Our Own modbus driver like oh we wrote Our Own modbus driver or we have a company that does that for or we have a company that does that for or we have a company that does that for us you know we know a guy I start to get us you know we know a guy I start to get us you know we know a guy I start to get a lot really nervous right because if a lot really nervous right because if a lot really nervous right because if you don't have a very clear data you don't have a very clear data you don't have a very clear data acquisition strategy with minimal acquisition strategy with minimal acquisition strategy with minimal non-recoverable Engineering in it you're non-recoverable Engineering in it you're non-recoverable Engineering in it you're really going to struggle scaling really going to struggle scaling really going to struggle scaling anything and making money out there so anything and making money out there so anything and making money out there so everyone's all focused on this front end everyone's all focused on this front end everyone's all focused on this front end hey look at this cool new VR headset hey look at this cool new VR headset hey look at this cool new VR headset that we're doing work with okay are you that we're doing work with okay are you that we're doing work with okay are you paying a whole team of developers paying a whole team of developers paying a whole team of developers in-house to build these worlds for them in-house to build these worlds for them in-house to build these worlds for them to walk around in is that I think that to walk around in is that I think that to walk around in is that I think that the application and UK use cases for the application and UK use cases for the application and UK use cases for those are going to be kind of limited so those are going to be kind of limited so those are going to be kind of limited so I I don't see enough on the execution I I don't see enough on the execution I I don't see enough on the execution side like Stephanie mentioned the kind side like Stephanie mentioned the kind side like Stephanie mentioned the kind of back end the architecture but right of back end the architecture but right of back end the architecture but right where device agnostic and have an open

where device agnostic and have an open where device agnostic and have an open platform we can talk to anything trust platform we can talk to anything trust platform we can talk to anything trust me we got one of those yeah yeah yeah me we got one of those yeah yeah yeah me we got one of those yeah yeah yeah yeah we got a guy we'll uh we got a guy yeah we got a guy we'll uh we got a guy yeah we got a guy we'll uh we got a guy well people people don't like to talk well people people don't like to talk well people people don't like to talk about that and especially marketing about that and especially marketing about that and especially marketing folks you know they have to go and grab folks you know they have to go and grab folks you know they have to go and grab an expert I create it wasn't that the an expert I create it wasn't that the an expert I create it wasn't that the wasn't that like the the whole idea I wasn't that like the the whole idea I wasn't that like the the whole idea I mean from the time that I heard either mean from the time that I heard either mean from the time that I heard either you know what they were going to do with you know what they were going to do with you know what they were going to do with data on the Utility side or whether it data on the Utility side or whether it data on the Utility side or whether it was smart city right Smart City that's was smart city right Smart City that's was smart city right Smart City that's what they were saying at the very what they were saying at the very what they were saying at the very beginning it's like oh my God these beginning it's like oh my God these beginning it's like oh my God these cities have so much data and they don't cities have so much data and they don't cities have so much data and they don't know what to do with it uh they jump in know what to do with it uh they jump in know what to do with it uh they jump in and three years later they're like okay and three years later they're like okay and three years later they're like okay what you really need is my new device what you really need is my new device what you really need is my new device and I'm going to take my own data and um and I'm going to take my own data and um and I'm going to take my own data and um I need to get data over here right and I need to get data over here right and I need to get data over here right and it's it's it's that but what happened to it's it's it's that but what happened to it's it's it's that but what happened to the existing data what happened with the existing data what happened with the existing data what happened with doing something with their existing data doing something with their existing data doing something with their existing data what happened to turning that into a what happened to turning that into a what happened to turning that into a value that's either operationally fizzy value that's either operationally fizzy value that's either operationally fizzy or uh something else for the for the or uh something else for the for the or uh something else for the for the citizens citizens citizens right yeah I was I was going to say I think yeah I was I was going to say I think the other continues to pile on is there's a lot of continues to pile on is there's a lot of quote unquote out of the box or one fits quote unquote out of the box or one fits quote unquote out of the box or one fits you know some kind of solution that says you know some kind of solution that says you know some kind of solution that says as a service I'm gonna purchase this but as a service I'm gonna purchase this but as a service I'm gonna purchase this but I've been talking to a lot of customers I've been talking to a lot of customers I've been talking to a lot of customers and what we're finding out is that a lot

and what we're finding out is that a lot and what we're finding out is that a lot of these customers in depth in-depth of these customers in depth in-depth of these customers in depth in-depth searching and searching and searching searching and searching and searching searching and searching and searching for a solution that fits something for a solution that fits something for a solution that fits something custom that they need done for example custom that they need done for example custom that they need done for example one of the companies that I talked to one of the companies that I talked to one of the companies that I talked to they're a finance company and they have they're a finance company and they have they're a finance company and they have all of these real estate companies that all of these real estate companies that all of these real estate companies that they manage properties with now they've they manage properties with now they've they manage properties with now they've gone to salesforce.com they've gone to gone to salesforce.com they've gone to gone to salesforce.com they've gone to every CRM system out there but they every CRM system out there but they every CRM system out there but they can't find anyone that can provide them can't find anyone that can provide them can't find anyone that can provide them the solution to manage and track the the solution to manage and track the the solution to manage and track the metrics per vendor per SLA and so it's metrics per vendor per SLA and so it's metrics per vendor per SLA and so it's like if you get too many multiple layers like if you get too many multiple layers like if you get too many multiple layers in to their data analytics or data in to their data analytics or data in to their data analytics or data requirements it it's not out of the box requirements it it's not out of the box requirements it it's not out of the box it's always custom and then they end up it's always custom and then they end up it's always custom and then they end up trialing it and testing it out and then trialing it and testing it out and then trialing it and testing it out and then they never use it again because they they never use it again because they they never use it again because they it's not meeting their needs so I'm like it's not meeting their needs so I'm like it's not meeting their needs so I'm like are there are some things that from a are there are some things that from a are there are some things that from a Solutions portfolio perspective that Solutions portfolio perspective that Solutions portfolio perspective that we're missing with these large we're missing with these large we're missing with these large Enterprises because we're trying to Enterprises because we're trying to Enterprises because we're trying to create something for them and we end up create something for them and we end up create something for them and we end up having to do a lot of custom integration having to do a lot of custom integration having to do a lot of custom integration and these sis are just hungry for that and these sis are just hungry for that and these sis are just hungry for that and they're ready to step in and take and they're ready to step in and take and they're ready to step in and take all the money away from the vendor who all the money away from the vendor who all the money away from the vendor who came up with all of the the original came up with all of the the original came up with all of the the original like solution like solution like solution but that that's 99 of all situations you but that that's 99 of all situations you but that that's 99 of all situations you know you have to do something know you have to do something know you have to do something um you're never going to find a perfect um you're never going to find a perfect um you're never going to find a perfect environment for whatever it is that you environment for whatever it is that you environment for whatever it is that you as a vendor especially you know as a vendor especially you know as a vendor especially you know connectivity and Hardware imagine uh for connectivity and Hardware imagine uh for connectivity and Hardware imagine uh for your stuff so the role of the SI is

your stuff so the role of the SI is your stuff so the role of the SI is really important you know really important you know really important you know um and they're really the I mean you the um and they're really the I mean you the um and they're really the I mean you the question you asked is like well before question you asked is like well before question you asked is like well before um who gets a credit and um who gets a credit and um who gets a credit and for the the result to the customer the for the the result to the customer the for the the result to the customer the end market value is the SI end market value is the SI end market value is the SI you know they you know the customer you know they you know the customer you know they you know the customer doesn't give a crap about the doesn't give a crap about the doesn't give a crap about the connectivity or the devices that's all connectivity or the devices that's all connectivity or the devices that's all just those are enablers just those are enablers just those are enablers right yeah that is not the solution and right yeah that is not the solution and right yeah that is not the solution and you haven't gone through the process of you haven't gone through the process of you haven't gone through the process of plowing through all the crap between the plowing through all the crap between the plowing through all the crap between the technology and the actual solution I technology and the actual solution I technology and the actual solution I think that's that's where the discourse think that's that's where the discourse think that's that's where the discourse in iot completely falls apart because in iot completely falls apart because in iot completely falls apart because nobody nobody you know if you're a nobody nobody you know if you're a nobody nobody you know if you're a developer and you're just coding crap developer and you're just coding crap developer and you're just coding crap you don't you don't work out in the you don't you don't work out in the you don't you don't work out in the field field field that's a huge that's a huge that's a huge you know Chasm you have to cross and not you know Chasm you have to cross and not you know Chasm you have to cross and not a lot not a lot of them have done that a lot not a lot of them have done that a lot not a lot of them have done that and you know and so when we talked you and you know and so when we talked you and you know and so when we talked you know what's his name the our our uh you know what's his name the our our uh you know what's his name the our our uh you know know know um friend from nexiona what's up yeah that dude that's why he's got so yeah that dude that's why he's got so excited and that's why things started to excited and that's why things started to excited and that's why things started to work for them because they actually work for them because they actually work for them because they actually started delivering value and they can started delivering value and they can started delivering value and they can charge for it you know it's not just a charge for it you know it's not just a charge for it you know it's not just a bunch of widgets waiting bunch of widgets waiting bunch of widgets waiting for someone to come by and then actually for someone to come by and then actually for someone to come by and then actually apply them but so I mean that that apply them but so I mean that that apply them but so I mean that that that's a sad reality and I want to be a that's a sad reality and I want to be a that's a sad reality and I want to be a consultant but they had to become consultant but they had to become consultant but they had to become Consultants to be successful

Consultants to be successful Consultants to be successful yeah yeah yeah sales engineering sales engineering sales engineering yeah yeah yeah sort not well I mean sales engineering sort not well I mean sales engineering sort not well I mean sales engineering to support the sis right but the SI is to support the sis right but the SI is to support the sis right but the SI is going to put the big picture together I going to put the big picture together I going to put the big picture together I mean that's sort of How It's Gonna it mean that's sort of How It's Gonna it mean that's sort of How It's Gonna it has worked and is gonna work I really has worked and is gonna work I really has worked and is gonna work I really liked I really liked that episode of liked I really liked that episode of liked I really liked that episode of coffee talk with him yeah yeah it was a coffee talk with him yeah yeah it was a coffee talk with him yeah yeah it was a good one it was it was it was it you good one it was it was it was it you good one it was it was it was it you know so many people built so much Tech know so many people built so much Tech know so many people built so much Tech and said here you go customer it's easy and said here you go customer it's easy and said here you go customer it's easy self-service do it and self-service do it and self-service do it and they don't do it or maybe they're busy they don't do it or maybe they're busy they don't do it or maybe they're busy doing their day job and and then you doing their day job and and then you doing their day job and and then you said well here's some sis you can call said well here's some sis you can call said well here's some sis you can call well you know sometimes you just gotta well you know sometimes you just gotta well you know sometimes you just gotta say here's the tech and here we come and say here's the tech and here we come and say here's the tech and here we come and we're going to hold your hand and we're we're going to hold your hand and we're we're going to hold your hand and we're gonna do it for you just like I hear gonna do it for you just like I hear gonna do it for you just like I hear people say I'm tired of these iot people say I'm tired of these iot people say I'm tired of these iot platforms deriving insights so that I platforms deriving insights so that I platforms deriving insights so that I can make a decision I want that to just can make a decision I want that to just can make a decision I want that to just do it for me just do it you're spot on and I think um well as you're spot on and I think um well as usual because you did invent the usual because you did invent the usual because you did invent the internet with Al Gore but we already internet with Al Gore but we already internet with Al Gore but we already know that know that know that um we don't I know another Gap is that um we don't I know another Gap is that um we don't I know another Gap is that as uh you know if I were to call myself as uh you know if I were to call myself as uh you know if I were to call myself um a sales engineer and you know so one um a sales engineer and you know so one um a sales engineer and you know so one side I have this you know solution is side I have this you know solution is side I have this you know solution is that you know could quasi work if there that you know could quasi work if there that you know could quasi work if there was an SSI right back to Leonard's point was an SSI right back to Leonard's point was an SSI right back to Leonard's point I think the SI makes a lot of sense you I think the SI makes a lot of sense you I think the SI makes a lot of sense you know part of the gaps is that the the know part of the gaps is that the the know part of the gaps is that the the per that person of that person in the

per that person of that person in the per that person of that person in the middle middle middle my uh might not understand that the End my uh might not understand that the End my uh might not understand that the End customer customer customer started a journey with a solution started a journey with a solution started a journey with a solution provider making promises but that provider making promises but that provider making promises but that Journey won't be completed until NSI Journey won't be completed until NSI Journey won't be completed until NSI really takes and executes and brings really takes and executes and brings really takes and executes and brings value value value and if that person in between those and if that person in between those and if that person in between those worlds doesn't articulate to the worlds doesn't articulate to the worlds doesn't articulate to the customer or explain to the customer you customer or explain to the customer you customer or explain to the customer you know what you don't have a resource here know what you don't have a resource here know what you don't have a resource here at your company that knows the company at your company that knows the company at your company that knows the company and can deal with the SI and can deal with the SI and can deal with the SI could that be me you know here's I could that be me you know here's I could that be me you know here's I literally just had this conversation literally just had this conversation literally just had this conversation with a uh with a system integrator of of with a uh with a system integrator of of with a uh with a system integrator of of private networks and an oem of private networks and an oem of private networks and an oem of autonomous vehicles and I think there's autonomous vehicles and I think there's autonomous vehicles and I think there's a big match but you know going through a big match but you know going through a big match but you know going through it uh with um with couple of folks we it uh with um with couple of folks we it uh with um with couple of folks we realize there's no one in the middle to realize there's no one in the middle to realize there's no one in the middle to Traverse Both Worlds because the OEM Traverse Both Worlds because the OEM Traverse Both Worlds because the OEM they want to focus on the product they they want to focus on the product they they want to focus on the product they don't want to become I.T people and DSi don't want to become I.T people and DSi don't want to become I.T people and DSi you know they want to be you know SI you know they want to be you know SI you know they want to be you know SI consultants and uh so you know this is consultants and uh so you know this is consultants and uh so you know this is um um um you know this this is this is another you know this this is this is another you know this this is this is another place to highlight you know the value of place to highlight you know the value of place to highlight you know the value of having I don't know the right having I don't know the right having I don't know the right organizational mindset and organizational mindset and organizational mindset and um and the value ultimately of of um and the value ultimately of of um and the value ultimately of of Consultants like get someone with a Consultants like get someone with a Consultants like get someone with a contract in here for you know three to contract in here for you know three to contract in here for you know three to four months and and execute and then you four months and and execute and then you four months and and execute and then you know the contract is done and life is know the contract is done and life is know the contract is done and life is good but not too many people do that

good but not too many people do that good but not too many people do that that's really I mean been in the past that's really I mean been in the past that's really I mean been in the past when you think about traditional I.T the when you think about traditional I.T the when you think about traditional I.T the role of the VAR value-added reseller role of the VAR value-added reseller role of the VAR value-added reseller they definitely were more involved in they definitely were more involved in they definitely were more involved in hand-holding executing and being a hand-holding executing and being a hand-holding executing and being a partner and that's especially more the partner and that's especially more the partner and that's especially more the case mid-market right or large mid-sized case mid-market right or large mid-sized case mid-market right or large mid-sized companies but as you move to the companies but as you move to the companies but as you move to the Enterprise those systems integrators are Enterprise those systems integrators are Enterprise those systems integrators are just vital to executing throughout their just vital to executing throughout their just vital to executing throughout their usually their multinational corporations usually their multinational corporations usually their multinational corporations they have multiple locations they they have multiple locations they they have multiple locations they require a lot more so those sis step in require a lot more so those sis step in require a lot more so those sis step in but I wonder if we're if they're if we but I wonder if we're if they're if we but I wonder if we're if they're if we think about the vars that are out there think about the vars that are out there think about the vars that are out there because I do know some I iot bars that because I do know some I iot bars that because I do know some I iot bars that are doing big things I'm wondering if are doing big things I'm wondering if are doing big things I'm wondering if there's just more opportunity out there there's just more opportunity out there there's just more opportunity out there for them to to move a little bit down for them to to move a little bit down for them to to move a little bit down market and go into that executing side market and go into that executing side market and go into that executing side of it's interesting you say that of it's interesting you say that of it's interesting you say that Stephanie because yesterday I'm in my Stephanie because yesterday I'm in my Stephanie because yesterday I'm in my keynote because this show is also tied keynote because this show is also tied keynote because this show is also tied to it Expo and MSP show and one of the to it Expo and MSP show and one of the to it Expo and MSP show and one of the questions I got from the audience was questions I got from the audience was questions I got from the audience was around msps and their capabilities of around msps and their capabilities of around msps and their capabilities of being able to do iot and actually deploy being able to do iot and actually deploy being able to do iot and actually deploy successfully and I'm afraid they don't successfully and I'm afraid they don't successfully and I'm afraid they don't have the capabilities to do it because have the capabilities to do it because have the capabilities to do it because they're an sd-wan company or they're they're an sd-wan company or they're they're an sd-wan company or they're doing something similar you know from it doing something similar you know from it doing something similar you know from it from that side of it and it's very very from that side of it and it's very very from that side of it and it's very very difficult for them but you know I I difficult for them but you know I I difficult for them but you know I I always have said and I said this always have said and I said this always have said and I said this yesterday on the speech was if we could yesterday on the speech was if we could yesterday on the speech was if we could find more SMB mid-market iot sis we

find more SMB mid-market iot sis we find more SMB mid-market iot sis we would have a different industry because would have a different industry because would have a different industry because there needs to be a single wrote to there needs to be a single wrote to there needs to be a single wrote to choke with companies that have the choke with companies that have the choke with companies that have the ability to deliver for customers solve ability to deliver for customers solve ability to deliver for customers solve their problems put it all together and their problems put it all together and their problems put it all together and we don't have a stable of those kinds of we don't have a stable of those kinds of we don't have a stable of those kinds of groups we have pieces but not a stable groups we have pieces but not a stable groups we have pieces but not a stable of them of them of them but let's do some design fiction here so but let's do some design fiction here so but let's do some design fiction here so let's think let's think let's think um in in 20 30 years from here if we um in in 20 30 years from here if we um in in 20 30 years from here if we compare it with the web so we had these compare it with the web so we had these compare it with the web so we had these sis from that were web Developers for sis from that were web Developers for sis from that were web Developers for small medium companies and for big small medium companies and for big small medium companies and for big companies companies companies so but how it's so can we compare this so but how it's so can we compare this so but how it's so can we compare this with iot in 20 years so are we going to with iot in 20 years so are we going to with iot in 20 years so are we going to see like a lot of system integrators now see like a lot of system integrators now see like a lot of system integrators now coming but at some point the technology coming but at some point the technology coming but at some point the technology will will will will have something that it will make will have something that it will make will have something that it will make these system integrators not needed or these system integrators not needed or these system integrators not needed or that yeah are we talking about iot in a that yeah are we talking about iot in a that yeah are we talking about iot in a box again where somebody can actually box again where somebody can actually box again where somebody can actually buy this in a box and deploy it as a out buy this in a box and deploy it as a out buy this in a box and deploy it as a out of a box and we've tried that it doesn't of a box and we've tried that it doesn't of a box and we've tried that it doesn't work work work well you know here's I I I'll add a well you know here's I I I'll add a well you know here's I I I'll add a comment you know in the middle but if comment you know in the middle but if comment you know in the middle but if you grab Steve if you grab your you grab Steve if you grab your you grab Steve if you grab your traditional uh MSP traditional uh MSP traditional uh MSP um or or or CSP team that deal with um or or or CSP team that deal with um or or or CSP team that deal with Professional Services in the it realm Professional Services in the it realm Professional Services in the it realm that we have proven that doesn't that we have proven that doesn't that we have proven that doesn't freaking work exactly crap that bench

freaking work exactly crap that bench freaking work exactly crap that bench and try to make him iot because when I and try to make him iot because when I and try to make him iot because when I read the contract it's like hmm router read the contract it's like hmm router read the contract it's like hmm router could be a Gateway this service could could be a Gateway this service could could be a Gateway this service could manage that IP is IP and and next thing manage that IP is IP and and next thing manage that IP is IP and and next thing you know you're delivering a statement you know you're delivering a statement you know you're delivering a statement of work that is very traditional of work that is very traditional of work that is very traditional Enterprise I.T Centric and you try to do Enterprise I.T Centric and you try to do Enterprise I.T Centric and you try to do iot with it the customer signs that iot with it the customer signs that iot with it the customer signs that contract and then the bench goes like contract and then the bench goes like contract and then the bench goes like dude that's not what we do what are we dude that's not what we do what are we dude that's not what we do what are we doing doing doing and that is a huge issue David I mean it and that is a huge issue David I mean it and that is a huge issue David I mean it is the perception that these i t slash is the perception that these i t slash is the perception that these i t slash sd-wan Telecom bars can do this and they sd-wan Telecom bars can do this and they sd-wan Telecom bars can do this and they just don't understand the nuances that just don't understand the nuances that just don't understand the nuances that we have to deal with and it's hard to we have to deal with and it's hard to we have to deal with and it's hard to train them it's hard to talk to them and train them it's hard to talk to them and train them it's hard to talk to them and I spend a fair amount of time on a I spend a fair amount of time on a I spend a fair amount of time on a yearly basis and Stephanie knows this yearly basis and Stephanie knows this yearly basis and Stephanie knows this from all the crap that I've done from all the crap that I've done from all the crap that I've done trying to get these These Bars and msps trying to get these These Bars and msps trying to get these These Bars and msps to go over to the dark side of iot I to go over to the dark side of iot I to go over to the dark side of iot I tried to you know I tried in the old tried to you know I tried in the old tried to you know I tried in the old days to get them to sell blackberries days to get them to sell blackberries days to get them to sell blackberries they couldn't even figure that crap out they couldn't even figure that crap out they couldn't even figure that crap out let a long way of tea let a long way of tea let a long way of tea hey this is awesome I'm so glad we're hey this is awesome I'm so glad we're hey this is awesome I'm so glad we're talking about consulting firms and sis talking about consulting firms and sis talking about consulting firms and sis because I'm gonna I'm gonna the quote of because I'm gonna I'm gonna the quote of because I'm gonna I'm gonna the quote of the week on LinkedIn regarding all this the week on LinkedIn regarding all this the week on LinkedIn regarding all this kind of stuff or swimming here

yeah exactly well it's it's crazy yeah exactly well it's it's crazy because even the most basic technology because even the most basic technology because even the most basic technology um industries that I've covered I have um industries that I've covered I have um industries that I've covered I have companies like McKenzie Bain Altman companies like McKenzie Bain Altman companies like McKenzie Bain Altman valendre a whole host of others that valendre a whole host of others that valendre a whole host of others that come to me they Outsource things to me come to me they Outsource things to me come to me they Outsource things to me and I don't know what they if they they and I don't know what they if they they and I don't know what they if they they they actually Source me don't don't know they actually Source me don't don't know they actually Source me don't don't know I usually require that in my contracts I usually require that in my contracts I usually require that in my contracts but there's no way of knowing but those but there's no way of knowing but those but there's no way of knowing but those those guys generally will go and find those guys generally will go and find those guys generally will go and find out who's an expert if they don't have out who's an expert if they don't have out who's an expert if they don't have them on staff and there's people that them on staff and there's people that them on staff and there's people that know what they're talking about they know what they're talking about they know what they're talking about they will hire them and you know you charge will hire them and you know you charge will hire them and you know you charge out the Wahoo with those guys and then out the Wahoo with those guys and then out the Wahoo with those guys and then who knows what if they're keeping just who knows what if they're keeping just who knows what if they're keeping just their McKinsey brand or whatever brand their McKinsey brand or whatever brand their McKinsey brand or whatever brand on there or if they're sourcing you or on there or if they're sourcing you or on there or if they're sourcing you or not you don't know that and so that not you don't know that and so that not you don't know that and so that happens a lot everything is when senior happens a lot everything is when senior happens a lot everything is when senior Folks at these firms come in sign the Folks at these firms come in sign the Folks at these firms come in sign the contract shake hands and on day two you contract shake hands and on day two you contract shake hands and on day two you get the interns to show up get the interns to show up get the interns to show up you know what experience they're going you know what experience they're going you know what experience they're going to locate the the talent inside the to locate the the talent inside the to locate the the talent inside the company in question to ask questions company in question to ask questions company in question to ask questions that they should ever know at five at that they should ever know at five at that they should ever know at five at five hundred dollars an hour by the way five hundred dollars an hour by the way five hundred dollars an hour by the way if you're lucky yes thanks guys I've got an opinion on this thanks guys I've got an opinion on this because this this is effectively my because this this is effectively my because this this is effectively my business in a way right so we pick up a business in a way right so we pick up a business in a way right so we pick up a lot of work from the sis because like

lot of work from the sis because like lot of work from the sis because like you've just said David uh it's the brand you've just said David uh it's the brand you've just said David uh it's the brand but it's not necessarily the person but it's not necessarily the person but it's not necessarily the person right and the brand and the and the right and the brand and the and the right and the brand and the and the perceived reputation of the brand goes perceived reputation of the brand goes perceived reputation of the brand goes and wins the work but really sometimes and wins the work but really sometimes and wins the work but really sometimes they don't know what they're doing or they don't know what they're doing or they don't know what they're doing or they'll Outsourcing to the iot they'll Outsourcing to the iot they'll Outsourcing to the iot recruitment firm to go and find recruitment firm to go and find recruitment firm to go and find contractors to then white label and then contractors to then white label and then contractors to then white label and then bring back in and you're paying twice bring back in and you're paying twice bring back in and you're paying twice for the same work right it's crazy we for the same work right it's crazy we for the same work right it's crazy we see it we see it all the time the sa has see it we see it all the time the sa has see it we see it all the time the sa has come to us they use us they get folks to come to us they use us they get folks to come to us they use us they get folks to win work and badge them up and I won't win work and badge them up and I won't win work and badge them up and I won't name any names because this is going to name any names because this is going to name any names because this is going to go out there but we get it all the time go out there but we get it all the time go out there but we get it all the time so but I think it's important sometimes so but I think it's important sometimes so but I think it's important sometimes to know that you know the sis have their to know that you know the sis have their to know that you know the sis have their place right it's the opportunity cost uh place right it's the opportunity cost uh place right it's the opportunity cost uh to to try and staff people to get them to to try and staff people to get them to to try and staff people to get them to integrate this to get it to work and to integrate this to get it to work and to integrate this to get it to work and sometimes you might just want to sometimes you might just want to sometimes you might just want to Outsource that you want to give that to Outsource that you want to give that to Outsource that you want to give that to someone at a fixed cost and and build someone at a fixed cost and and build someone at a fixed cost and and build that in to the cost of doing a sale that in to the cost of doing a sale that in to the cost of doing a sale right right right um but it's who you get and and the um but it's who you get and and the um but it's who you get and and the people that actually do the work and people that actually do the work and people that actually do the work and everyone's got that Horror Story of everyone's got that Horror Story of everyone's got that Horror Story of right you know the Thousand the thousand right you know the Thousand the thousand right you know the Thousand the thousand dollars a day and you get the 20 20 dollars a day and you get the 20 20 dollars a day and you get the 20 20 grand intern that does it who's on grand intern that does it who's on grand intern that does it who's on YouTube trying to figure out how to make YouTube trying to figure out how to make YouTube trying to figure out how to make it work right we're not talking maybe it work right we're not talking maybe it work right we're not talking maybe we're not necessarily talking about I we're not necessarily talking about I we're not necessarily talking about I don't think um the s i the s i don't think um the s i the s i don't think um the s i the s i um the thing you have to respect about um the thing you have to respect about um the thing you have to respect about them is they're going to have to deliver them is they're going to have to deliver them is they're going to have to deliver they're on the hook they're not on the hook usually what they're not on the hook usually what they do is they create some sort of you they do is they create some sort of you they do is they create some sort of you know know know um outline high level outline that's

um outline high level outline that's um outline high level outline that's usually based on a lot of I mean quite usually based on a lot of I mean quite usually based on a lot of I mean quite honestly nonsense then what they do is honestly nonsense then what they do is honestly nonsense then what they do is they work with the executive teams to they work with the executive teams to they work with the executive teams to set certain types of expectations put up set certain types of expectations put up set certain types of expectations put up some big numbers on you know some big numbers on you know some big numbers on you know transformation value and then it's the transformation value and then it's the transformation value and then it's the SI that has to deliver they get hired to SI that has to deliver they get hired to SI that has to deliver they get hired to deliver against that and then what deliver against that and then what deliver against that and then what inevitably happens is there is Major inevitably happens is there is Major inevitably happens is there is Major disappointment because all the fluffy disappointment because all the fluffy disappointment because all the fluffy stuff ends up being unrealistic and when stuff ends up being unrealistic and when stuff ends up being unrealistic and when you get into implementation what they've you get into implementation what they've you get into implementation what they've they haven't done is an assessment about they haven't done is an assessment about they haven't done is an assessment about the ground truth what are we going to the ground truth what are we going to the ground truth what are we going to have to deal with in order to actually have to deal with in order to actually have to deal with in order to actually deliver a solution and when you look at deliver a solution and when you look at deliver a solution and when you look at the backgrounds and I mean this is the backgrounds and I mean this is the backgrounds and I mean this is something I encourage every Enterprise something I encourage every Enterprise something I encourage every Enterprise do look at the background of the people do look at the background of the people do look at the background of the people that they're bringing on to the team if that they're bringing on to the team if that they're bringing on to the team if they have a just because they have a PhD they have a just because they have a PhD they have a just because they have a PhD doesn't mean anything have you been in doesn't mean anything have you been in doesn't mean anything have you been in the field did you build something how the field did you build something how the field did you build something how many units have you deployed yeah you many units have you deployed yeah you many units have you deployed yeah you really don't have anything to say and so really don't have anything to say and so really don't have anything to say and so unless there's this feedback to the SI unless there's this feedback to the SI unless there's this feedback to the SI who's going to be on account and is who's going to be on account and is who's going to be on account and is going to get all the quite literally the going to get all the quite literally the going to get all the quite literally the crap for for the project failing you crap for for the project failing you crap for for the project failing you know it's gonna there's a high know it's gonna there's a high know it's gonna there's a high probability that your digital probability that your digital probability that your digital transformation is gonna transformation is gonna transformation is gonna be jacked up and I I've seen that happen be jacked up and I I've seen that happen be jacked up and I I've seen that happen so many times I've been in the trenches so many times I've been in the trenches so many times I've been in the trenches with these guys so many times the with these guys so many times the with these guys so many times the politics is through the roof it's politics is through the roof it's politics is through the roof it's ridiculous because there's so much ass

ridiculous because there's so much ass ridiculous because there's so much ass covering that's happening from strategy covering that's happening from strategy covering that's happening from strategy down to execution that's like oh you down to execution that's like oh you down to execution that's like oh you really wait data migration one week who really wait data migration one week who really wait data migration one week who told you that told you that told you that oh by the way you know that there are oh by the way you know that there are oh by the way you know that there are these regulations in the this industry these regulations in the this industry these regulations in the this industry that prevent you from just transferring that prevent you from just transferring that prevent you from just transferring crap over you know over the internet you crap over you know over the internet you crap over you know over the internet you actually have to deliver the data actually have to deliver the data actually have to deliver the data physically physically physically yeah yeah yeah another example I saw was another example I saw was another example I saw was a very large U.S carrier that a very large U.S carrier that a very large U.S carrier that spent billions spent billions spent billions um to hire a a big big you know um to hire a a big big you know um to hire a a big big you know um SI big integrator big agency and they um SI big integrator big agency and they um SI big integrator big agency and they had a whole team and in the end they had a whole team and in the end they had a whole team and in the end they ended up hiring the majority of that ended up hiring the majority of that ended up hiring the majority of that team from that SI to come in and run team from that SI to come in and run team from that SI to come in and run everything because as much as they went everything because as much as they went everything because as much as they went through that whole process they did not through that whole process they did not through that whole process they did not have the talent in-house or the folks have the talent in-house or the folks have the talent in-house or the folks in-house whether resources in-house in-house whether resources in-house in-house whether resources in-house to not only just execute and get to not only just execute and get to not only just execute and get everything set up but to keep running everything set up but to keep running everything set up but to keep running the operational side of it so they end the operational side of it so they end the operational side of it so they end up having to hire all of those folks up having to hire all of those folks up having to hire all of those folks that came in and consulted on those that came in and consulted on those that came in and consulted on those projects so and that happens too so projects so and that happens too so projects so and that happens too so that's it's just crazy I think sometimes that's it's just crazy I think sometimes that's it's just crazy I think sometimes it's sometimes it's also the resources it's sometimes it's also the resources it's sometimes it's also the resources of that original vendor or OEM or of that original vendor or OEM or of that original vendor or OEM or Carrier or whoever it is they don't have Carrier or whoever it is they don't have Carrier or whoever it is they don't have the team in place where the resources in the team in place where the resources in the team in place where the resources in place to continue the operational side

place to continue the operational side place to continue the operational side of it of it of it that's that's also like a a strategic uh that's that's also like a a strategic uh that's that's also like a a strategic uh uh you know short-termism because if uh you know short-termism because if uh you know short-termism because if that if that senior person that got that if that senior person that got that if that senior person that got approval to bring that aside and that approval to bring that aside and that approval to bring that aside and that team and ultimately made the decision to team and ultimately made the decision to team and ultimately made the decision to bring these people on board it's like bring these people on board it's like bring these people on board it's like dude where were your cojones to just ask dude where were your cojones to just ask dude where were your cojones to just ask forehead count build a new business unit forehead count build a new business unit forehead count build a new business unit against the same business plan hire against the same business plan hire against the same business plan hire search and hire the people and get it search and hire the people and get it search and hire the people and get it now of course if timing was an issue now of course if timing was an issue now of course if timing was an issue that okay it makes sense you know that okay it makes sense you know that okay it makes sense you know they're so is that but you know in a big they're so is that but you know in a big they're so is that but you know in a big company uh company uh company uh you know you can pick whatever you want you know you can pick whatever you want you know you can pick whatever you want to pick like things are going to move to pick like things are going to move to pick like things are going to move slow whether you're hiring for it or slow whether you're hiring for it or slow whether you're hiring for it or you're farming it out like nothing just you're farming it out like nothing just you're farming it out like nothing just transforms yeah anyway but you know in transforms yeah anyway but you know in transforms yeah anyway but you know in smaller companies like regional carriers smaller companies like regional carriers smaller companies like regional carriers let's say they can't afford Personnel let's say they can't afford Personnel let's say they can't afford Personnel right to run it right to run it right to run it um large companies obviously do but they um large companies obviously do but they um large companies obviously do but they move slowly but if you look you know if move slowly but if you look you know if move slowly but if you look you know if you take a second step back and you you you take a second step back and you you you take a second step back and you you you look at the phase when they're you look at the phase when they're you look at the phase when they're they're hiring when they're about to they're hiring when they're about to they're hiring when they're about to hire a system integrator hire a system integrator hire a system integrator does the comp the company have the does the comp the company have the does the comp the company have the competence to make the right decision to competence to make the right decision to competence to make the right decision to hire this is where hire this is where hire this is where you know I've I've had concerns in the you know I've I've had concerns in the you know I've I've had concerns in the past where we had you know in a field past where we had you know in a field past where we had you know in a field that worked we had customers who said oh that worked we had customers who said oh that worked we had customers who said oh yeah we're gonna hire our system yeah we're gonna hire our system yeah we're gonna hire our system integrator don't worry about that and integrator don't worry about that and integrator don't worry about that and we're just going to ask you your company

we're just going to ask you your company we're just going to ask you your company um to work with them and said okay yeah um to work with them and said okay yeah um to work with them and said okay yeah we'll collaborate of course we'll collaborate of course we'll collaborate of course um but collaboration you know um but collaboration you know um but collaboration you know definitions in the eye of the beholder definitions in the eye of the beholder definitions in the eye of the beholder right what does that mean but also the right what does that mean but also the right what does that mean but also the you know we I questioned numerous times you know we I questioned numerous times you know we I questioned numerous times the the Readiness and the competence of the the Readiness and the competence of the the Readiness and the competence of my customer to hire the right people my customer to hire the right people my customer to hire the right people right that's that's key as well before right that's that's key as well before right that's that's key as well before you even run anything forget running you even run anything forget running you even run anything forget running yeah now Tom's expert there we'd love yeah now Tom's expert there we'd love yeah now Tom's expert there we'd love your perspective because you're you see your perspective because you're you see your perspective because you're you see this every day well I I do do you know this every day well I I do do you know this every day well I I do do you know what I think you made a point and stuff what I think you made a point and stuff what I think you made a point and stuff around around around um having to hire some of the the SI um having to hire some of the the SI um having to hire some of the the SI staff we're trying to bring them on staff we're trying to bring them on staff we're trying to bring them on board because effectively they're over a board because effectively they're over a board because effectively they're over a barrel right because they're the only barrel right because they're the only barrel right because they're the only people that know how the program works people that know how the program works people that know how the program works because they built it they designed it because they built it they designed it because they built it they designed it they ran it they implemented it so for they ran it they implemented it so for they ran it they implemented it so for me I always try and when I consult with me I always try and when I consult with me I always try and when I consult with businesses and when I teach teach my businesses and when I teach teach my businesses and when I teach teach my guys to say is part of the requirements guys to say is part of the requirements guys to say is part of the requirements analysis actually uh building a Handover analysis actually uh building a Handover analysis actually uh building a Handover right so part of the SI their task part right so part of the SI their task part right so part of the SI their task part of the statement of work should be to of the statement of work should be to of the statement of work should be to hand over to staff at some point when hand over to staff at some point when hand over to staff at some point when it's required right because unless you it's required right because unless you it's required right because unless you do that then the incumbents with them do that then the incumbents with them do that then the incumbents with them and they're going to keep charging more and they're going to keep charging more and they're going to keep charging more and more money the other issue is of and more money the other issue is of and more money the other issue is of course course course um when it comes to having people that um when it comes to having people that um when it comes to having people that work on the project you can also build work on the project you can also build work on the project you can also build in uh right to hire right to transfer in uh right to hire right to transfer in uh right to hire right to transfer quite easily so what we do we we don't quite easily so what we do we we don't quite easily so what we do we we don't care right if we if we've got people care right if we if we've got people care right if we if we've got people working on a project and we've enabled working on a project and we've enabled working on a project and we've enabled those people to to go on site those people to to go on site those people to to go on site um we'll let them transfer because we'll

um we'll let them transfer because we'll um we'll let them transfer because we'll win another project with that customer win another project with that customer win another project with that customer later down the line later down the line later down the line um and that's our kind of Mo whereas um and that's our kind of Mo whereas um and that's our kind of Mo whereas other sis work they just won't let you other sis work they just won't let you other sis work they just won't let you have those people they won't let you have those people they won't let you have those people they won't let you transfer it they've got you over a transfer it they've got you over a transfer it they've got you over a barrel and you're doing it with great barrel and you're doing it with great barrel and you're doing it with great teeth but I think there's an educational teeth but I think there's an educational teeth but I think there's an educational Point here right Andrea mentioned as Point here right Andrea mentioned as Point here right Andrea mentioned as well how you qualify that person well how you qualify that person well how you qualify that person um what did you do not what did the um what did you do not what did the um what did you do not what did the project and the company did right what project and the company did right what project and the company did right what did you do that I want to know what you did you do that I want to know what you did you do that I want to know what you did because otherwise you're buying on did because otherwise you're buying on did because otherwise you're buying on the bread the brand of reputation the bread the brand of reputation the bread the brand of reputation sometimes the case studies that like you sometimes the case studies that like you sometimes the case studies that like you know uh fictitional as well right know uh fictitional as well right know uh fictitional as well right sometimes how do you know that case sometimes how do you know that case sometimes how do you know that case study is actually what it is so study is actually what it is so study is actually what it is so um so in short yeah uh deep um so in short yeah uh deep um so in short yeah uh deep qualification of it and build it in qualification of it and build it in qualification of it and build it in really early because you know you're really early because you know you're really early because you know you're going to move move over at some point so going to move move over at some point so going to move move over at some point so just make sure you're not being put in just make sure you're not being put in just make sure you're not being put in the corner over it the corner over it the corner over it right at the top it's a good exercise of right at the top it's a good exercise of right at the top it's a good exercise of doing the maturity model where the doing the maturity model where the doing the maturity model where the customer is like you think you're here customer is like you think you're here customer is like you think you're here you're nowhere near there you're over you're nowhere near there you're over you're nowhere near there you're over here yeah so so now that we're being here yeah so so now that we're being here yeah so so now that we're being honest with each other and all you know honest with each other and all you know honest with each other and all you know there's all these things that need to be there's all these things that need to be there's all these things that need to be in place before you move forward and if in place before you move forward and if in place before you move forward and if you don't have the team if you don't you don't have the team if you don't you don't have the team if you don't have the the team with the right have the the team with the right have the the team with the right background like just don't bother background like just don't bother background like just don't bother because this is going to be an exercise because this is going to be an exercise because this is going to be an exercise in infertility yeah and there's a lot of in infertility yeah and there's a lot of in infertility yeah and there's a lot of there's a lot of OJT that happens I mean there's a lot of OJT that happens I mean there's a lot of OJT that happens I mean that's the reality especially with the that's the reality especially with the that's the reality especially with the big ass eyes big ass eyes big ass eyes a lot of on on the job training you know a lot of on on the job training you know a lot of on on the job training you know but their whole model is they're going but their whole model is they're going but their whole model is they're going to have some senior practitioners who to have some senior practitioners who to have some senior practitioners who are coaching them along the way but I are coaching them along the way but I are coaching them along the way but I mean that's kind of fair I mean mean that's kind of fair I mean mean that's kind of fair I mean that's a lot of money into educate

that's a lot of money into educate that's a lot of money into educate getting them certified and all that getting them certified and all that getting them certified and all that stuff and you know large engagements are stuff and you know large engagements are stuff and you know large engagements are very very difficult very very difficult very very difficult um and managing the people side of um and managing the people side of um and managing the people side of things even as SI is is challenging and things even as SI is is challenging and things even as SI is is challenging and so now the the problems that you guys so now the the problems that you guys so now the the problems that you guys are talking about that characterize that are talking about that characterize that are talking about that characterize that size as being like a part of the problem size as being like a part of the problem size as being like a part of the problem is I my experiences a lot of it has been is I my experiences a lot of it has been is I my experiences a lot of it has been on the sales end of things where the on the sales end of things where the on the sales end of things where the sales guy ends up selling something that sales guy ends up selling something that sales guy ends up selling something that the team can't deliver on and totally the team can't deliver on and totally the team can't deliver on and totally happens all the freaking time and um happens all the freaking time and um happens all the freaking time and um that's where sis get into trouble and that's where sis get into trouble and that's where sis get into trouble and and that's an entirely different variety and that's an entirely different variety and that's an entirely different variety of problems but if you look at the the of problems but if you look at the the of problems but if you look at the the you know how expectations are set and uh you know how expectations are set and uh you know how expectations are set and uh from the top and how they impact what is from the top and how they impact what is from the top and how they impact what is actually possible in terms of value actually possible in terms of value actually possible in terms of value delivery when it gets down to execution delivery when it gets down to execution delivery when it gets down to execution that the problems in that stack are the that the problems in that stack are the that the problems in that stack are the things that you know a lot of things that you know a lot of things that you know a lot of Enterprises really need to be conscious Enterprises really need to be conscious Enterprises really need to be conscious of and address because starting from the of and address because starting from the of and address because starting from the strategy guys that come up with the high strategy guys that come up with the high strategy guys that come up with the high level you know stuff level you know stuff level you know stuff you have to filter and you know get down you have to filter and you know get down you have to filter and you know get down to number one a good view of the ground to number one a good view of the ground to number one a good view of the ground truth whether it's uh people in your own truth whether it's uh people in your own truth whether it's uh people in your own team like what you're saying uh Andrea team like what you're saying uh Andrea team like what you're saying uh Andrea uh the people on the SI organization who uh the people on the SI organization who uh the people on the SI organization who are delivering make sure that that you are delivering make sure that that you are delivering make sure that that you have people who can collectively work have people who can collectively work have people who can collectively work together and execute together and execute together and execute I've become a great team right uh or you

I've become a great team right uh or you I've become a great team right uh or you know even a good team and minimize the know even a good team and minimize the know even a good team and minimize the risk because the risk's always going to risk because the risk's always going to risk because the risk's always going to be there and um those are the types of be there and um those are the types of be there and um those are the types of uh things that I mean it's like uh things that I mean it's like uh things that I mean it's like literally a bunch of filters so at this literally a bunch of filters so at this literally a bunch of filters so at this top you start off with a bunch of okay a top you start off with a bunch of okay a top you start off with a bunch of okay a lot of Kumbaya high level you know kind lot of Kumbaya high level you know kind lot of Kumbaya high level you know kind of aspirational junk and then you have of aspirational junk and then you have of aspirational junk and then you have to filter it down to what's actually to filter it down to what's actually to filter it down to what's actually possible and it tends to be a lot less possible and it tends to be a lot less possible and it tends to be a lot less than what you started off with at the than what you started off with at the than what you started off with at the top of the funnel top of the funnel top of the funnel okay is anyone going to defend the sales okay is anyone going to defend the sales okay is anyone going to defend the sales people I mean okay I'll do it you do it people I mean okay I'll do it you do it people I mean okay I'll do it you do it you want to do a lot you want to do a lot you want to do a lot defend the sales people because one of defend the sales people because one of defend the sales people because one of them them them yeah you know there there's there's yeah you know there there's there's yeah you know there there's there's stretch goals you know built into this stretch goals you know built into this stretch goals you know built into this thing that I sold yeah on my team to get thing that I sold yeah on my team to get thing that I sold yeah on my team to get better and you know develop a little bit better and you know develop a little bit better and you know develop a little bit you know beyond capabilities but here's you know beyond capabilities but here's you know beyond capabilities but here's the kicker one side once the statement the kicker one side once the statement the kicker one side once the statement of work is written the client is not of work is written the client is not of work is written the client is not going to read it anyway so that stuff going to read it anyway so that stuff going to read it anyway so that stuff that I promised it's not in the that I promised it's not in the that I promised it's not in the statement of work anyway so we're just statement of work anyway so we're just statement of work anyway so we're just gonna work for what's on the paper and gonna work for what's on the paper and gonna work for what's on the paper and we shall deliver leave the sales people we shall deliver leave the sales people we shall deliver leave the sales people out of it laughs they will only look at that sow when you they will only look at that sow when you don't meet their SLA or something that's don't meet their SLA or something that's don't meet their SLA or something that's off yeah for sure off yeah for sure off yeah for sure for sure another I mean hey there's good for sure another I mean hey there's good for sure another I mean hey there's good sales people and there's ones that are sales people and there's ones that are sales people and there's ones that are that are just chasing numbers and they that are just chasing numbers and they that are just chasing numbers and they don't and here's the here's the thing don't and here's the here's the thing don't and here's the here's the thing and this is something that I

and this is something that I and this is something that I I oh what's the right word there were I oh what's the right word there were I oh what's the right word there were battles about this competence battles about this competence battles about this competence competence expertise is key competence expertise is key competence expertise is key um even for the sales people that make um even for the sales people that make um even for the sales people that make SI sales SI sales SI sales right because when you say you know I right because when you say you know I right because when you say you know I sell a sigh because I like to deal with sell a sigh because I like to deal with sell a sigh because I like to deal with I like to deal with multiple groups with I like to deal with multiple groups with I like to deal with multiple groups with multiple organizations I'm comfortable multiple organizations I'm comfortable multiple organizations I'm comfortable outside dealing outside the company I outside dealing outside the company I outside dealing outside the company I work for right so I like to do this but work for right so I like to do this but work for right so I like to do this but I've got to understand what I'm selling I've got to understand what I'm selling I've got to understand what I'm selling to and I've I've got to call BS to and I've I've got to call BS to and I've I've got to call BS um when I get a statement of work put um when I get a statement of work put um when I get a statement of work put together with the help of the sis right together with the help of the sis right together with the help of the sis right or with the help of my internal or with the help of my internal or with the help of my internal resources I've got to understand it's resources I've got to understand it's resources I've got to understand it's not a matter of understanding as a not a matter of understanding as a not a matter of understanding as a salesperson or does it take five hours salesperson or does it take five hours salesperson or does it take five hours to do this or does it take seven hours to do this or does it take seven hours to do this or does it take seven hours or eight hours you know not that or eight hours you know not that or eight hours you know not that granularity but there's an intelligence granularity but there's an intelligence granularity but there's an intelligence there and there's a finesse that you there and there's a finesse that you there and there's a finesse that you have to have and I've you know I've had have to have and I've you know I've had have to have and I've you know I've had arguments about this many times where arguments about this many times where arguments about this many times where people say no no the sales people don't people say no no the sales people don't people say no no the sales people don't need to know so much or need to need to know so much or need to need to know so much or need to understand so much I still beg to differ understand so much I still beg to differ understand so much I still beg to differ right that they do right that they do right that they do but something that they need it's a but something that they need it's a but something that they need it's a course of learning to say no course of learning to say no course of learning to say no for sure sometimes it's good so I'm for sure sometimes it's good so I'm for sure sometimes it's good so I'm super impressed like customer success super impressed like customer success super impressed like customer success team at belena they say no we don't do team at belena they say no we don't do team at belena they say no we don't do this sorry exactly to find someone else this sorry exactly to find someone else this sorry exactly to find someone else and this is like wow amazing and every and this is like wow amazing and every and this is like wow amazing and every company I was before it was like yeah we

company I was before it was like yeah we company I was before it was like yeah we don't do this now but we can do it for don't do this now but we can do it for don't do this now but we can do it for you and I think this is an error yeah you and I think this is an error yeah you and I think this is an error yeah and I think more than one companies and I think more than one companies and I think more than one companies should or business developers should should or business developers should should or business developers should learn or sales people should learn to learn or sales people should learn to learn or sales people should learn to say no it's hard to say no they gotta say no it's hard to say no they gotta say no it's hard to say no they gotta understand understand understand right because they got to represent that right because they got to represent that right because they got to represent that no and back that no oh yeah yeah no no no and back that no oh yeah yeah no no no and back that no oh yeah yeah no no and to your comment about finesse there and to your comment about finesse there and to your comment about finesse there is there you could say no with finesse is there you could say no with finesse is there you could say no with finesse because if you if you're looking after because if you if you're looking after because if you if you're looking after the customer and there's this thing that the customer and there's this thing that the customer and there's this thing that they want to do that don't just that they want to do that don't just that they want to do that don't just that just doesn't fit within your delivery just doesn't fit within your delivery just doesn't fit within your delivery model you can explain why you're saying model you can explain why you're saying model you can explain why you're saying no to that particular piece in a no to that particular piece in a no to that particular piece in a respectful way with lots of finesse that respectful way with lots of finesse that respectful way with lots of finesse that still lets you grab the rest of the work still lets you grab the rest of the work still lets you grab the rest of the work and and if it's really important then and and if it's really important then and and if it's really important then hey you know what this could be another hey you know what this could be another hey you know what this could be another face or or I'll assign another reasons face or or I'll assign another reasons face or or I'll assign another reasons and we'll find someone to do this thing and we'll find someone to do this thing and we'll find someone to do this thing that we don't do but let's just be super that we don't do but let's just be super that we don't do but let's just be super clear about it clear about it clear about it um but those are the two Leonard's Point um but those are the two Leonard's Point um but those are the two Leonard's Point those that's what a a great salesperson those that's what a a great salesperson those that's what a a great salesperson that is listening and and it's listening that is listening and and it's listening that is listening and and it's listening with intent to understand not listening with intent to understand not listening with intent to understand not listening with intent to just say something else with intent to just say something else with intent to just say something else how's the sale yeah yeah uh so you know how's the sale yeah yeah uh so you know how's the sale yeah yeah uh so you know I think that's I think there's a balance I think that's I think there's a balance I think that's I think there's a balance David David Mark I completely agree David David Mark I completely agree David David Mark I completely agree right I know today saves the sorry right I know today saves the sorry right I know today saves the sorry tomorrow right tomorrow right tomorrow right um well I think I think there's a um well I think I think there's a um well I think I think there's a balance to be made uh you can you can

balance to be made uh you can you can balance to be made uh you can you can stretch it a little bit you know but not stretch it a little bit you know but not stretch it a little bit you know but not too much and I think it's always good to too much and I think it's always good to too much and I think it's always good to have that stretch goals as you were have that stretch goals as you were have that stretch goals as you were saying David Wright uh but don't don't saying David Wright uh but don't don't saying David Wright uh but don't don't chew off more than you can take on chew off more than you can take on chew off more than you can take on because reputationally you'll lose it because reputationally you'll lose it because reputationally you'll lose it immediately and I think and I think more immediately and I think and I think more immediately and I think and I think more sales people need to to be appreciative sales people need to to be appreciative sales people need to to be appreciative of that but they need to understand it of that but they need to understand it of that but they need to understand it they need to have more than a modicum of they need to have more than a modicum of they need to have more than a modicum of interest in actually what they're doing interest in actually what they're doing interest in actually what they're doing to be able to say no right I mean we we to be able to say no right I mean we we to be able to say no right I mean we we lost Ryan but you know this would be a lost Ryan but you know this would be a lost Ryan but you know this would be a great time to ask Amino how many great time to ask Amino how many great time to ask Amino how many organizations actually have the the organizations actually have the the organizations actually have the the sales element work really closely to sales element work really closely to sales element work really closely to understand the delivery elements from a understand the delivery elements from a understand the delivery elements from a technical from a research perspective technical from a research perspective technical from a research perspective because that's another thing sometimes because that's another thing sometimes because that's another thing sometimes things get out of whack because Oh I things get out of whack because Oh I things get out of whack because Oh I thought we could do that I heard we thought we could do that I heard we thought we could do that I heard we could do that I we did it last year could do that I we did it last year could do that I we did it last year right so sometimes there's no malice right so sometimes there's no malice right so sometimes there's no malice there's just there's just there's just um you know lack of understanding or or um you know lack of understanding or or um you know lack of understanding or or confusion and and again these are things confusion and and again these are things confusion and and again these are things that could work better in a you know in that could work better in a you know in that could work better in a you know in small to medium-sized shops but in a small to medium-sized shops but in a small to medium-sized shops but in a large large company like that's a tough large large company like that's a tough large large company like that's a tough ask I mean usually ask I mean usually ask I mean usually you know I'm in my Silo and these are you know I'm in my Silo and these are you know I'm in my Silo and these are the capabilities that I'm selling the capabilities that I'm selling the capabilities that I'm selling against and and and that's it I I don't against and and and that's it I I don't against and and and that's it I I don't really know you know I don't know people really know you know I don't know people really know you know I don't know people in that building but I can see them from in that building but I can see them from in that building but I can see them from the window yeah hey I just want to shout out to all the hey I just want to shout out to all the nice people who are beta testing nice people who are beta testing nice people who are beta testing Greenhouse right now I've already gotten

Greenhouse right now I've already gotten Greenhouse right now I've already gotten some good user interface feedback some good user interface feedback some good user interface feedback let me explain it to you let me explain it to you let me explain it to you it's a the platform is really this API it's a the platform is really this API it's a the platform is really this API platform but there's a there's a Windows platform but there's a there's a Windows platform but there's a there's a Windows app because I know how to still build app because I know how to still build app because I know how to still build Windows apps even though everybody's Windows apps even though everybody's Windows apps even though everybody's saying Hey where's the Mac version saying Hey where's the Mac version saying Hey where's the Mac version where's the iPhone version where's the iPhone version where's the iPhone version um but here's a little thing when you're um but here's a little thing when you're um but here's a little thing when you're designing something it turns out on high designing something it turns out on high designing something it turns out on high DPI high resolution screens predicted on DPI high resolution screens predicted on DPI high resolution screens predicted on laptops Windows is telling you to laptops Windows is telling you to laptops Windows is telling you to magnify the screen by 150 percent if you magnify the screen by 150 percent if you magnify the screen by 150 percent if you build the GUI at a different percentage build the GUI at a different percentage build the GUI at a different percentage of zoom and then you run it on crazy of zoom and then you run it on crazy of zoom and then you run it on crazy Zoom it well anyway long story short Zoom it well anyway long story short Zoom it well anyway long story short it's bigger than the screen and so it's bigger than the screen and so it's bigger than the screen and so thanks for the thanks for that feedback thanks for the thanks for that feedback thanks for the thanks for that feedback and so I'm fixing it it's a good user and so I'm fixing it it's a good user and so I'm fixing it it's a good user experience turns out I haven't started I experience turns out I haven't started I experience turns out I haven't started I haven't started yet but um I had to get haven't started yet but um I had to get haven't started yet but um I had to get through this Auto X stuff and I'll send through this Auto X stuff and I'll send through this Auto X stuff and I'll send you an updated dig into it but yeah that you an updated dig into it but yeah that you an updated dig into it but yeah that sounds good that makes sense I'm yeah sounds good that makes sense I'm yeah sounds good that makes sense I'm yeah I'm I'm taking care of that whole yeah I'm I'm taking care of that whole yeah I'm I'm taking care of that whole yeah thing today actually I started last thing today actually I started last thing today actually I started last night so uh yeah it'll be updated yeah night so uh yeah it'll be updated yeah night so uh yeah it'll be updated yeah it's totally spaced I didn't even think it's totally spaced I didn't even think it's totally spaced I didn't even think about it all right more coffee more about it all right more coffee more about it all right more coffee more coffee yeah yeah uh on that note you coffee yeah yeah uh on that note you coffee yeah yeah uh on that note you want to take us out want to take us out want to take us out I think we're up we are uh zoom's about I think we're up we are uh zoom's about I think we're up we are uh zoom's about to knock us out wow what a great episode to knock us out wow what a great episode to knock us out wow what a great episode yeah I don't remember what we talked yeah I don't remember what we talked yeah I don't remember what we talked about we talked about sis babies we

about we talked about sis babies we about we talked about sis babies we started out with babies you know and it started out with babies you know and it started out with babies you know and it turns out that's kind of an important turns out that's kind of an important turns out that's kind of an important thing in this world as it turns out who thing in this world as it turns out who thing in this world as it turns out who knew so thank you so much for joining us knew so thank you so much for joining us knew so thank you so much for joining us on iot Coffee Talk on iot Coffee Talk on iot Coffee Talk um you can visit us on the web at um you can visit us on the web at um you can visit us on the web at iotdcoffee talk.com uh you can check us iotdcoffee talk.com uh you can check us iotdcoffee talk.com uh you can check us out on YouTube watch all the videos make out on YouTube watch all the videos make out on YouTube watch all the videos make sure to subscribe ring that Bell uh and sure to subscribe ring that Bell uh and sure to subscribe ring that Bell uh and you can listen to us when you're out you can listen to us when you're out you can listen to us when you're out running or driving in your car on running or driving in your car on running or driving in your car on wherever you get your podcasts and you wherever you get your podcasts and you wherever you get your podcasts and you know what we're closing in on mwc I know know what we're closing in on mwc I know know what we're closing in on mwc I know you saw a lot of us over at distribute you saw a lot of us over at distribute you saw a lot of us over at distribute Tech in San Diego but now we're going to Tech in San Diego but now we're going to Tech in San Diego but now we're going to be making the leap over to mwc we're be making the leap over to mwc we're be making the leap over to mwc we're going to hang out with Mark yeah iot star is the most important yeah iot star is the most important event that happens during the week for event that happens during the week for event that happens during the week for uh Mobile World Congress so hopefully uh Mobile World Congress so hopefully uh Mobile World Congress so hopefully we'll see all of you that Monday night we'll see all of you that Monday night we'll see all of you that Monday night uh at this fabulous new venue so anyway uh at this fabulous new venue so anyway uh at this fabulous new venue so anyway thanks for being here thanks for being here thanks for being here hi we are out back awesome