IoT Coffee Talk: Episode 200 - AI & IoT at the EDGE!!! (sponsored by ClearBlade)

gu oh my God in honor of gu oh my God in honor of Aaron yeah that's right I used Unchained Aaron yeah that's right I used Unchained Aaron yeah that's right I used Unchained we're going to get Unchained right we're going to get Unchained right we're going to get Unchained right there's just a lot of love for Van Halen there's just a lot of love for Van Halen there's just a lot of love for Van Halen on the on the on the show what's not to love show what's not to love show what's not to love what's what's not to love exactly yeah what's what's not to love exactly yeah what's what's not to love exactly yeah oh my gosh Good Times woohoo it's oh my gosh Good Times woohoo it's oh my gosh Good Times woohoo it's episode 200 episode 200 episode 200 yes where all the AI explosions and yes where all the AI explosions and yes where all the AI explosions and stuff like that yeah know I don't know stuff like that yeah know I don't know stuff like that yeah know I don't know this is awesome and we got clear blade this is awesome and we got clear blade this is awesome and we got clear blade on the show today oh my God having us on the show today oh my God having us on the show today oh my God having us for episode 200 where we feel honored we for episode 200 where we feel honored we for episode 200 where we feel honored we to have you here Eric and Aaron to have you here Eric and Aaron to have you here Eric and Aaron yeah even even though no one no one yeah even even though no one no one yeah even even though no one no one recognizes Aaron you know mystery guest recognizes Aaron you know mystery guest recognizes Aaron you know mystery guest mystery guess everyone's favorite iot mystery guess everyone's favorite iot mystery guess everyone's favorite iot CTO is seems to be missing an action we CTO is seems to be missing an action we CTO is seems to be missing an action we don't know who this other guy is don't know who this other guy is don't know who this other guy is imposter know he had a twin brother he's imposter know he had a twin brother he's imposter know he had a twin brother he's an impostor that Embraces digital twins an impostor that Embraces digital twins an impostor that Embraces digital twins there's been there's been there's been a what what a what what a what what what we got a battle right we got a what we got a battle right we got a what we got a battle right we got a battle Yeah why are you embracing battle Yeah why are you embracing battle Yeah why are you embracing digital twins is this a marketing thing digital twins is this a marketing thing digital twins is this a marketing thing is this a show riding in the wave thing is this a show riding in the wave thing is this a show riding in the wave thing you know I I you know I I you know I I rewrote we rewrote the definition and we rewrote we rewrote the definition and we rewrote we rewrote the definition and we got happy with it right we connected we got happy with it right we connected we got happy with it right we connected we connected twins right yeah you connected connected twins right yeah you connected connected twins right yeah you connected them okay connected them okay connected them okay connected them's string string and a couple of

them's string string and a couple of them's string string and a couple of cans and now connected well that's cans and now connected well that's cans and now connected well that's that's that's it in a nutshell two cans that's that's it in a nutshell two cans that's that's it in a nutshell two cans in the string physical twin digital twin in the string physical twin digital twin in the string physical twin digital twin string boom yeah so hey before we get started boom yeah so hey before we get started full disclosure here because we are full disclosure here because we are full disclosure here because we are exploding on Buzz sprout in the podcast exploding on Buzz sprout in the podcast exploding on Buzz sprout in the podcast Universe I just found out if we we have Universe I just found out if we we have Universe I just found out if we we have like a thousand 10,000 downloads there's like a thousand 10,000 downloads there's like a thousand 10,000 downloads there's many more listens so thanks to all our many more listens so thanks to all our many more listens so thanks to all our listeners out there we want to share and listeners out there we want to share and listeners out there we want to share and express our appreciation for that on our express our appreciation for that on our express our appreciation for that on our 200th episode but remember remember take 200th episode but remember remember take 200th episode but remember remember take us seriously at your own fraking risk us seriously at your own fraking risk us seriously at your own fraking risk okay you know nothing that is said on okay you know nothing that is said on okay you know nothing that is said on this show is done with any degree of you this show is done with any degree of you this show is done with any degree of you go out and buy something okay no no no go out and buy something okay no no no go out and buy something okay no no no we're just having fun here and this is we're just having fun here and this is we're just having fun here and this is the backward Forward Thinking statement the backward Forward Thinking statement the backward Forward Thinking statement this is the backward thinking or the this is the backward thinking or the this is the backward thinking or the Twisted thinking statement oh my God and Twisted thinking statement oh my God and Twisted thinking statement oh my God and um yeah and thanks to Eric and Aaron and um yeah and thanks to Eric and Aaron and um yeah and thanks to Eric and Aaron and the folks at Clear blade for donating to the folks at Clear blade for donating to the folks at Clear blade for donating to our charity okay none of us make a dime our charity okay none of us make a dime our charity okay none of us make a dime on the show okay we give all our money on the show okay we give all our money on the show okay we give all our money and our contributions to elevat our and our contributions to elevat our and our contributions to elevat our kids.org which is our charity to help kids.org which is our charity to help kids.org which is our charity to help bridge the digital Equity divide okay bridge the digital Equity divide okay bridge the digital Equity divide okay this is so that you know kids K through this is so that you know kids K through this is so that you know kids K through 12 can uh participate in the digital

12 can uh participate in the digital 12 can uh participate in the digital everything that we also love on iot everything that we also love on iot everything that we also love on iot coffee talk and all other Tech shows in coffee talk and all other Tech shows in coffee talk and all other Tech shows in go laptops and internet connectivity for go laptops and internet connectivity for go laptops and internet connectivity for underserved underresourced communities underserved underresourced communities underserved underresourced communities thanks thanks to Stephanie for getting thanks thanks to Stephanie for getting thanks thanks to Stephanie for getting that started Steph yes she's the that started Steph yes she's the that started Steph yes she's the queen Stephanie where are you right now queen Stephanie where are you right now queen Stephanie where are you right now I'm in myar Beach Florida mirar Beach I'm in myar Beach Florida mirar Beach I'm in myar Beach Florida mirar Beach Florida all right wow that doesn't suck Florida all right wow that doesn't suck Florida all right wow that doesn't suck you flying you flying you flying jets are you meeting Tom Cruz and flying jets are you meeting Tom Cruz and flying jets are you meeting Tom Cruz and flying jets oh my God could be warse I guess jets oh my God could be warse I guess jets oh my God could be warse I guess it's the wrong Miramar Eric oh I it's the wrong Miramar Eric oh I it's the wrong Miramar Eric oh I know she's not San know she's not San know she's not San Diego so since this is a sponsored Diego so since this is a sponsored Diego so since this is a sponsored episode we actually have an agenda but episode we actually have an agenda but episode we actually have an agenda but believe it or not I mean we don't do believe it or not I mean we don't do believe it or not I mean we don't do well with structure no no we never have well with structure no no we never have well with structure no no we never have an an an agenda but hey um Eric Aon why don't you agenda but hey um Eric Aon why don't you agenda but hey um Eric Aon why don't you I mean for those very a few people who I mean for those very a few people who I mean for those very a few people who don't know who clear blade is why don't don't know who clear blade is why don't don't know who clear blade is why don't you guys take a moment to share with our you guys take a moment to share with our you guys take a moment to share with our audience who clear blade is and um why audience who clear blade is and um why audience who clear blade is and um why you guys are so reary and disruptive you guys are so reary and disruptive you guys are so reary and disruptive well so we're we're an iot software well so we're we're an iot software well so we're we're an iot software company we we're kind of one of the OG company we we're kind of one of the OG company we we're kind of one of the OG iot software companies we go way back um iot software companies we go way back um iot software companies we go way back um iot Edge and AI of course you've got to iot Edge and AI of course you've got to iot Edge and AI of course you've got to say AI but we we allow you to run AI at say AI but we we allow you to run AI at say AI but we we allow you to run AI at the edge take a shot everybody yeah take the edge take a shot everybody yeah take the edge take a shot everybody yeah take take the shot at

take the shot at take the shot at usct you know I'm I'm fortunate enough usct you know I'm I'm fortunate enough usct you know I'm I'm fortunate enough to have very smart people like Aaron to have very smart people like Aaron to have very smart people like Aaron that believed in my vision and then was that believed in my vision and then was that believed in my vision and then was able to implement a much better Vision able to implement a much better Vision able to implement a much better Vision um around the software so we believe in um around the software so we believe in um around the software so we believe in open middleware connectivity and kind of open middleware connectivity and kind of open middleware connectivity and kind of play nice with others because it's the play nice with others because it's the play nice with others because it's the only way you're going to have success in only way you're going to have success in only way you're going to have success in this market wow oh my God he said this market wow oh my God he said this market wow oh my God he said Kumbaya Aon is he full of it or what man he says it in like three years what man he says it in like three years later you you build it right that's how later you you build it right that's how later you you build it right that's how it works right so yeah oh my gosh like it works right so yeah oh my gosh like it works right so yeah oh my gosh like Erin's like I build it I'm right in the Erin's like I build it I'm right in the Erin's like I build it I'm right in the middle of it we yeah right yes Erin you middle of it we yeah right yes Erin you middle of it we yeah right yes Erin you built the whole thing in IBM visual age built the whole thing in IBM visual age built the whole thing in IBM visual age is that right uh yeah we moved over a is that right uh yeah we moved over a is that right uh yeah we moved over a little bit to uh to weere Studio after a little bit to uh to weere Studio after a little bit to uh to weere Studio after a while you to web Studio okay all right while you to web Studio okay all right while you to web Studio okay all right you can look up articles that I wrote in you can look up articles that I wrote in you can look up articles that I wrote in the 90s about visual age and there you the 90s about visual age and there you the 90s about visual age and there you go I'm aging go I'm aging go I'm aging myself I loved visual programming in the myself I loved visual programming in the myself I loved visual programming in the 90s which is why it exist in in today's 90s which is why it exist in in today's 90s which is why it exist in in today's world it just doesn't world it just doesn't world it just doesn't scale oh I love visual programming like scale oh I love visual programming like scale oh I love visual programming like Visual Basic yeah in the 90s Power Visual Basic yeah in the 90s Power Visual Basic yeah in the 90s Power Builder Del power build remember the Builder Del power build remember the Builder Del power build remember the data window in power Builder yeah yeah data window in power Builder yeah yeah data window in power Builder yeah yeah that was every Oil Company in Houston that was every Oil Company in Houston that was every Oil Company in Houston was using that I mean I had a sports car was using that I mean I had a sports car was using that I mean I had a sports car I had hair and I would living in San I had hair and I would living in San I had hair and I would living in San Francisco life was good life was good in Francisco life was good life was good in Francisco life was good life was good in the 90s and now it's like to work hard

the 90s and now it's like to work hard the 90s and now it's like to work hard for a living yes okay so what what is for a living yes okay so what what is for a living yes okay so what what is all right so you what's really what's all right so you what's really what's all right so you what's really what's differentiates I mean I know this is differentiates I mean I know this is differentiates I mean I know this is kind of putting you on the spot there kind of putting you on the spot there kind of putting you on the spot there are so many iot companies so many iot are so many iot companies so many iot are so many iot companies so many iot platforms as we have seen over the years platforms as we have seen over the years platforms as we have seen over the years you know we've seen a lot of you know we've seen a lot of you know we've seen a lot of consolidation or a lot of iot deaths out consolidation or a lot of iot deaths out consolidation or a lot of iot deaths out there they're just gone and I have to there they're just gone and I have to there they're just gone and I have to say just to be a devil's advocate when I say just to be a devil's advocate when I say just to be a devil's advocate when I look at 30,000 feet in a lot of iot look at 30,000 feet in a lot of iot look at 30,000 feet in a lot of iot platforms they're all pretty much the platforms they're all pretty much the platforms they're all pretty much the same to me yep they really are what's same to me yep they really are what's same to me yep they really are what's different about clear blade is it different about clear blade is it different about clear blade is it marketing you have a better Salesforce marketing you have a better Salesforce marketing you have a better Salesforce have better pitch nothing against our have better pitch nothing against our have better pitch nothing against our Salesforce but no aon's hair I let you Salesforce but no aon's hair I let you Salesforce but no aon's hair I let you know I'm gonna let I'm gonna let Aaron know I'm gonna let I'm gonna let Aaron know I'm gonna let I'm gonna let Aaron answer this one tag on yeah you know answer this one tag on yeah you know answer this one tag on yeah you know um we all look the same if you read our um we all look the same if you read our um we all look the same if you read our docs right I think um I I think it's docs right I think um I I think it's docs right I think um I I think it's super confusing I I actually uh was super confusing I I actually uh was super confusing I I actually uh was thinking about it I really I love the thinking about it I really I love the thinking about it I really I love the moment when tatry uh became AWS because moment when tatry uh became AWS because moment when tatry uh became AWS because it validated us all but boy did it make it validated us all but boy did it make it validated us all but boy did it make a mess of what the expectation should be a mess of what the expectation should be a mess of what the expectation should be and what the marketing should say um and what the marketing should say um and what the marketing should say um where we're different you know every one where we're different you know every one where we're different you know every one of those Solutions you could build on us of those Solutions you could build on us of those Solutions you could build on us and we could scale it and run it um and and we could scale it and run it um and and we could scale it and run it um and I I think that's what's different right I I think that's what's different right I I think that's what's different right because that means we're flexible um because that means we're flexible um because that means we're flexible um that means we don't care where your data that means we don't care where your data that means we don't care where your data ends up streaming we can stream it to ends up streaming we can stream it to ends up streaming we can stream it to your cloud of choice we can run out your your cloud of choice we can run out your your cloud of choice we can run out your cloud of choice I I think that's what cloud of choice I I think that's what cloud of choice I I think that's what makes us different is we're flexible makes us different is we're flexible makes us different is we're flexible enough to meet what people want to do enough to meet what people want to do enough to meet what people want to do and integrate with what they've already

and integrate with what they've already and integrate with what they've already got and use the systems they've already got and use the systems they've already got and use the systems they've already used for how they want to look at data used for how they want to look at data used for how they want to look at data um and then we're going to innovate keep um and then we're going to innovate keep um and then we're going to innovate keep innovating so we do start to whisper the innovating so we do start to whisper the innovating so we do start to whisper the words AI because we do see some words AI because we do see some words AI because we do see some inferencing happening right in the real inferencing happening right in the real inferencing happening right in the real world that's our differentiator is is we world that's our differentiator is is we world that's our differentiator is is we make it really work um and we're make it really work um and we're make it really work um and we're flexible enough for for the different flexible enough for for the different flexible enough for for the different use use use cases like an AZ Azure iot Central cases like an AZ Azure iot Central cases like an AZ Azure iot Central that's actually supported and works hey that's actually supported and works hey that's actually supported and works hey wait dude dude for once in your uh life wait dude dude for once in your uh life wait dude dude for once in your uh life you're not that loud which is weird you're not that loud which is weird you're not that loud which is weird but it's got to turn but it's got to turn but it's got to turn I would say too um clear blade there's I would say too um clear blade there's I would say too um clear blade there's so many iot like companies and so many iot like companies and so many iot like companies and businesses and services and solutions businesses and services and solutions businesses and services and solutions out there I think what differentiates out there I think what differentiates out there I think what differentiates anyone out there is that you have real anyone out there is that you have real anyone out there is that you have real live customers customers God sh fired yeah and and and we we made God sh fired yeah and and and we we made God sh fired yeah and and and we we made a choice very early not to build on a choice very early not to build on a choice very early not to build on anyone else's IP so we said look we are anyone else's IP so we said look we are anyone else's IP so we said look we are going to build completely portable going to build completely portable going to build completely portable software that can run on Linux anywhere software that can run on Linux anywhere software that can run on Linux anywhere whether it's on Prem whether it's in whether it's on Prem whether it's in whether it's on Prem whether it's in anyone's Cloud whether it's at the edge anyone's Cloud whether it's at the edge anyone's Cloud whether it's at the edge and we feel like that's very and we feel like that's very and we feel like that's very differentiated and unique and we made it differentiated and unique and we made it differentiated and unique and we made it as open as possible because again I come as open as possible because again I come as open as possible because again I come from the old Mainframe and client server from the old Mainframe and client server from the old Mainframe and client server World which is you got to let data flow World which is you got to let data flow World which is you got to let data flow to wherever the customer wants it to go to wherever the customer wants it to go to wherever the customer wants it to go right and we've proven it across right and we've proven it across right and we've proven it across multiple Industries some very hard ones multiple Industries some very hard ones multiple Industries some very hard ones like class one rail and like class one rail and like class one rail and Aerospace and then the with the Google

Aerospace and then the with the Google Aerospace and then the with the Google deprecation we saw an opportunity to do deprecation we saw an opportunity to do deprecation we saw an opportunity to do a land grab and that's exactly what we a land grab and that's exactly what we a land grab and that's exactly what we did we built iot core out of our did we built iot core out of our did we built iot core out of our enterprise software and then gave a free enterprise software and then gave a free enterprise software and then gave a free migration offering to the community and migration offering to the community and migration offering to the community and that's what allowed us to capture most that's what allowed us to capture most that's what allowed us to capture most of those customers e so Eric can you of those customers e so Eric can you of those customers e so Eric can you give us a report card on that like how give us a report card on that like how give us a report card on that like how like yeah just give us an update on that like yeah just give us an update on that like yeah just give us an update on that one so I think we were I'll be honest one so I think we were I'll be honest one so I think we were I'll be honest with you we were thrown into a snake pit with you we were thrown into a snake pit with you we were thrown into a snake pit I mean we we weren't expect to we I mean we we weren't expect to we I mean we we weren't expect to we weren't expected to crawl out of that uh weren't expected to crawl out of that uh weren't expected to crawl out of that uh and and and I and I think it was just and and and I and I think it was just and and and I and I think it was just like survival of the fittest and and like survival of the fittest and and like survival of the fittest and and what we were able to do better than what we were able to do better than what we were able to do better than others was was one give this free others was was one give this free others was was one give this free migration tool because we're a bunch of migration tool because we're a bunch of migration tool because we're a bunch of nerdy Engineers we used to do Enterprise nerdy Engineers we used to do Enterprise nerdy Engineers we used to do Enterprise modernization just like we're going back modernization just like we're going back modernization just like we're going back to Old client server we did this stuff to Old client server we did this stuff to Old client server we did this stuff on mainframes converting ad to Bas on mainframes converting ad to Bas on mainframes converting ad to Bas natural and oh my gosh you go over 4gls natural and oh my gosh you go over 4gls natural and oh my gosh you go over 4gls so we saw this and said okay let's give so we saw this and said okay let's give so we saw this and said okay let's give the customer what they want let's make the customer what they want let's make the customer what they want let's make it walk like a duck talk like a duck it walk like a duck talk like a duck it walk like a duck talk like a duck price it like the duck so they get the price it like the duck so they get the price it like the duck so they get the same service but the underpinnings are same service but the underpinnings are same service but the underpinnings are very different with clear blade we're very different with clear blade we're very different with clear blade we're we're we're we're manically committed to we're we're we're manically committed to we're we're we're manically committed to updating that software on a regular updating that software on a regular updating that software on a regular basis to making sure we we move uh the basis to making sure we we move uh the basis to making sure we we move uh the software forward we we honor the mqtt 5 software forward we we honor the mqtt 5 software forward we we honor the mqtt 5 spec these are things that that weren't spec these are things that that weren't spec these are things that that weren't being done um by Google um and that was being done um by Google um and that was being done um by Google um and that was the old zely code right yeah so it's the old zely code right yeah so it's the old zely code right yeah so it's just a focus thing right and again

just a focus thing right and again just a focus thing right and again nothing against the hyperscalers 've got nothing against the hyperscalers 've got nothing against the hyperscalers 've got they've got stuff that we really need they've got stuff that we really need they've got stuff that we really need it's just a focus of of you either you it's just a focus of of you either you it's just a focus of of you either you either survive or die in iot so to either survive or die in iot so to either survive or die in iot so to survive you better innovate yeah yeah survive you better innovate yeah yeah survive you better innovate yeah yeah and I don't and I'm not even just and I don't and I'm not even just and I don't and I'm not even just picking on hyperscalers that didn't make picking on hyperscalers that didn't make picking on hyperscalers that didn't make it there's a lot of iot players that it there's a lot of iot players that it there's a lot of iot players that haven't made it and and when I say they haven't made it and and when I say they haven't made it and and when I say they all look the same you're you connect all look the same you're you connect all look the same you're you connect your thing you got some kind of SDK your thing you got some kind of SDK your thing you got some kind of SDK you're sending it over some kind of wire you're sending it over some kind of wire you're sending it over some kind of wire protocol some data format you probably protocol some data format you probably protocol some data format you probably go into a message CU of some kind then go into a message CU of some kind then go into a message CU of some kind then you send it on its way maybe you're you send it on its way maybe you're you send it on its way maybe you're hydrating digital twins Maybe not maybe hydrating digital twins Maybe not maybe hydrating digital twins Maybe not maybe you got topics if you're doing mqtt you got topics if you're doing mqtt you got topics if you're doing mqtt there's a whole lot of sameness they're there's a whole lot of sameness they're there's a whole lot of sameness they're all middleware platforms and they may all middleware platforms and they may all middleware platforms and they may provide their own analytics sometimes provide their own analytics sometimes provide their own analytics sometimes they say no we connect to your own or they say no we connect to your own or they say no we connect to your own or whatever um and so I that's why I'm just whatever um and so I that's why I'm just whatever um and so I that's why I'm just always genuinely curious in a world of always genuinely curious in a world of always genuinely curious in a world of real ill sameness um how somebody works real ill sameness um how somebody works real ill sameness um how somebody works out and someone else doesn't work out out and someone else doesn't work out out and someone else doesn't work out you know I'll add one thing to it is we you know I'll add one thing to it is we you know I'll add one thing to it is we cut the service cord a long time ago go cut the service cord a long time ago go cut the service cord a long time ago go which is really scary so it meant we're which is really scary so it meant we're which is really scary so it meant we're walking on a wire without a neet that walking on a wire without a neet that walking on a wire without a neet that meant we had to be really good at meant we had to be really good at meant we had to be really good at software and let others do the service software and let others do the service software and let others do the service work and what I saw in the marketplace work and what I saw in the marketplace work and what I saw in the marketplace was a lot of what I would call service was a lot of what I would call service was a lot of what I would call service wear they've all pieced together and wear they've all pieced together and wear they've all pieced together and look these are very smart people they look these are very smart people they look these are very smart people they pieced together similar architectures pieced together similar architectures pieced together similar architectures with different Cloud Parts but in in with different Cloud Parts but in in with different Cloud Parts but in in essence they were all the same because essence they were all the same because essence they were all the same because at scale they really had trouble and at scale they really had trouble and at scale they really had trouble and maintenance real maintenance real maintenance real issue yeah that's a good point

issue yeah that's a good point issue yeah that's a good point you know I don't know if my microphone you know I don't know if my microphone you know I don't know if my microphone is working yet is it working yeah is working yet is it working yeah is working yet is it working yeah fantastic I was gonna say you know one fantastic I was gonna say you know one fantastic I was gonna say you know one of the cool things about clear blade of the cool things about clear blade of the cool things about clear blade well my first snarky comment was this well my first snarky comment was this well my first snarky comment was this must be like Azure iot Central that's must be like Azure iot Central that's must be like Azure iot Central that's actually works and actually works and actually works and supported um that was my snark comment supported um that was my snark comment supported um that was my snark comment but the other comment more serious but the other comment more serious but the other comment more serious comment is like in this kind of comment is like in this kind of comment is like in this kind of multicloud multi-edge world having a multicloud multi-edge world having a multicloud multi-edge world having a provider like you guys who can kind of provider like you guys who can kind of provider like you guys who can kind of you know go on Prem near Prem you know you know go on Prem near Prem you know you know go on Prem near Prem you know different class cl's different devices different class cl's different devices different class cl's different devices is kind of crucial and kind of buying is kind of crucial and kind of buying is kind of crucial and kind of buying that and betting on that from one cloud that and betting on that from one cloud that and betting on that from one cloud provider is probably not as smart of a provider is probably not as smart of a provider is probably not as smart of a decision as going someone like you guys decision as going someone like you guys decision as going someone like you guys so you said the FW which is flexibility so you said the FW which is flexibility so you said the FW which is flexibility that is what we get praised for like that is what we get praised for like that is what we get praised for like when I we ask our customers what do you when I we ask our customers what do you when I we ask our customers what do you like most about us besides Aaron's like most about us besides Aaron's like most about us besides Aaron's hair it's it's hey look you don't force hair it's it's hey look you don't force hair it's it's hey look you don't force us into like using every aspect of clear us into like using every aspect of clear us into like using every aspect of clear blade we can use these different pieces blade we can use these different pieces blade we can use these different pieces right I can retain this other stuff I right I can retain this other stuff I right I can retain this other stuff I built prior and decide what to move and built prior and decide what to move and built prior and decide what to move and what not to move that's usually the what not to move that's usually the what not to move that's usually the biggest compliment we biggest compliment we biggest compliment we get leard you were talking without your get leard you were talking without your get leard you were talking without your microphone on just by the way you're microphone on just by the way you're microphone on just by the way you're mute yeah you're on mute oh no I was mute yeah you're on mute oh no I was mute yeah you're on mute oh no I was saying that um Pete's mic was hot but he saying that um Pete's mic was hot but he saying that um Pete's mic was hot but he has definitely proved that we don't do has definitely proved that we don't do has definitely proved that we don't do any any any technical any uh mic check before we technical any uh mic check before we technical any uh mic check before we start the show yeah there's no net to start the show yeah there's no net to start the show yeah there's no net to the show it's like press go and you get the show it's like press go and you get the show it's like press go and you get what you get um but what you get um but what you get um but I but I I'll just add I think um

I but I I'll just add I think um I but I I'll just add I think um Stephanie nailed the nailed it um you Stephanie nailed the nailed it um you Stephanie nailed the nailed it um you guys have customers and it takes a long guys have customers and it takes a long guys have customers and it takes a long time to get customers and without time to get customers and without time to get customers and without customers you get no experience without customers you get no experience without customers you get no experience without experience um you really can't innovate experience um you really can't innovate experience um you really can't innovate in a direction that can scale so uh you in a direction that can scale so uh you in a direction that can scale so uh you know that that I I've always thought was know that that I I've always thought was know that that I I've always thought was pretty impressive about what you guys do pretty impressive about what you guys do pretty impressive about what you guys do CU I mean it's just like freaking you're CU I mean it's just like freaking you're CU I mean it's just like freaking you're working really hard at it and trying to working really hard at it and trying to working really hard at it and trying to figure out where you fit I'll tell you figure out where you fit I'll tell you figure out where you fit I'll tell you that's why had to cut his hair boy the that's why had to cut his hair boy the that's why had to cut his hair boy the sleepless night I'm really you got to sleepless night I'm really you got to sleepless night I'm really you got to applaud this guy what he did in three applaud this guy what he did in three applaud this guy what he did in three regions around the world ingesting you regions around the world ingesting you regions around the world ingesting you know millions of devices over the last know millions of devices over the last know millions of devices over the last several months with Google was several months with Google was several months with Google was absolutely insane so Aaron you know absolutely insane so Aaron you know absolutely insane so Aaron you know whoos to you that was amazing work I whoos to you that was amazing work I whoos to you that was amazing work I mean that was so that was a big thing mean that was so that was a big thing mean that was so that was a big thing you guys did and it has paid off for you you guys did and it has paid off for you you guys did and it has paid off for you is you went after that the shutdown of is you went after that the shutdown of is you went after that the shutdown of Google's iot Corp and like I'm sure a Google's iot Corp and like I'm sure a Google's iot Corp and like I'm sure a lot of other people like oh yeah we'll lot of other people like oh yeah we'll lot of other people like oh yeah we'll take those customers but you you went take those customers but you you went take those customers but you you went the extra mile made kind of click a the extra mile made kind of click a the extra mile made kind of click a button magic happens made it you were at button magic happens made it you were at button magic happens made it you were at the right time at the right moment no the right time at the right moment no the right time at the right moment no with the right technology Y and and with the right technology Y and and with the right technology Y and and about to jump on that was about to jump about to jump on that was about to jump about to jump on that was about to jump on that Microsoft thing no kidding one on that Microsoft thing no kidding one on that Microsoft thing no kidding one up isn't it oh look at Eric look at he's up isn't it oh look at Eric look at he's up isn't it oh look at Eric look at he's dancing over there I I've been asked to dancing over there I I've been asked to dancing over there I I've been asked to to to to quiet down let's just say by to to to quiet down let's just say by to to to quiet down let's just say by certain people yeah we know you get certain people yeah we know you get certain people yeah we know you get excited to heck with those people excited to heck with those people excited to heck with those people there's some crazy things happening I there's some crazy things happening I there's some crazy things happening I want to know all the juice yeah well want to know all the juice yeah well want to know all the juice yeah well we're trying to do some work with those we're trying to do some work with those we're trying to do some work with those people so I don't want to upset those

people so I don't want to upset those people so I don't want to upset those people you know it's funny this week not people you know it's funny this week not people you know it's funny this week not that anybody knows or cares but you know that anybody knows or cares but you know that anybody knows or cares but you know so Microsoft has this thing called their so Microsoft has this thing called their so Microsoft has this thing called their MVP program and they're all external MVP program and they're all external MVP program and they're all external people who do a lot of stuff and so people who do a lot of stuff and so people who do a lot of stuff and so they're having that this week and so I they're having that this week and so I they're having that this week and so I was speaking at a MVP thing last night was speaking at a MVP thing last night was speaking at a MVP thing last night that was around iot and and I talked that was around iot and and I talked that was around iot and and I talked about digital twins but I actually one about digital twins but I actually one about digital twins but I actually one of the people there was a person from of the people there was a person from of the people there was a person from the from that team who helped build the the from that team who helped build the the from that team who helped build the rules in rules in rules in for iot Central and so uh needless to for iot Central and so uh needless to for iot Central and so uh needless to say we had a lot of interesting say we had a lot of interesting say we had a lot of interesting conversations about stuff and uh and you conversations about stuff and uh and you conversations about stuff and uh and you know my takeaway you know um Sam George know my takeaway you know um Sam George know my takeaway you know um Sam George was a big proponent of iot Central and I was a big proponent of iot Central and I was a big proponent of iot Central and I have to say I was I was right there 100% have to say I was I was right there 100% have to say I was I was right there 100% with him because prior to that it was with him because prior to that it was with him because prior to that it was here's this iot Hub thing and then wire here's this iot Hub thing and then wire here's this iot Hub thing and then wire it together with some other things and it together with some other things and it together with some other things and wire it together and after a while wire it together and after a while wire it together and after a while customers are like if you're going to customers are like if you're going to customers are like if you're going to have me write so much code to build have me write so much code to build have me write so much code to build something why am I even wasting my time something why am I even wasting my time something why am I even wasting my time taking dependencies on you and so I was taking dependencies on you and so I was taking dependencies on you and so I was actually a fan of what they were trying actually a fan of what they were trying actually a fan of what they were trying to accomplish with iot Central the Easy to accomplish with iot Central the Easy to accomplish with iot Central the Easy Button make it simple to onboard people Button make it simple to onboard people Button make it simple to onboard people and get their stuff done you know I and get their stuff done you know I and get their stuff done you know I don't know why it didn't work out to be don't know why it didn't work out to be don't know why it didn't work out to be honest with you um I you know who knows I just what you knows I just what you think Aaron to say something there yeah think Aaron to say something there yeah think Aaron to say something there yeah I mean I I I leaned into that tool I I mean I I I leaned into that tool I I mean I I I leaned into that tool I thought it was awesome right it it hit a thought it was awesome right it it hit a thought it was awesome right it it hit a bunch of thing mean the library of and bunch of thing mean the library of and bunch of thing mean the library of and investment that others put into it was investment that others put into it was investment that others put into it was was Stellar um yeah I still think it was was Stellar um yeah I still think it was was Stellar um yeah I still think it was back to your point of if I'm going to do

back to your point of if I'm going to do back to your point of if I'm going to do all this work it's still had that nerd all this work it's still had that nerd all this work it's still had that nerd developer going on and then it was developer going on and then it was developer going on and then it was trying to make this other user involved trying to make this other user involved trying to make this other user involved and it was all in the same spot and I and it was all in the same spot and I and it was all in the same spot and I think you you didn't meet this you think you you didn't meet this you think you you didn't meet this you weren't meeting the same user with the weren't meeting the same user with the weren't meeting the same user with the same story um although you were kind of same story um although you were kind of same story um although you were kind of solving problems but I just felt like it solving problems but I just felt like it solving problems but I just felt like it was this developer operator hybrid role was this developer operator hybrid role was this developer operator hybrid role every time I tried to use it of who am I every time I tried to use it of who am I every time I tried to use it of who am I when I'm in this when I'm in this when I'm in this tool um yeah mhm that's my my that's tool um yeah mhm that's my my that's tool um yeah mhm that's my my that's your that's your takeway I thought it your that's your takeway I thought it your that's your takeway I thought it was great progress versus just was great progress versus just was great progress versus just completely roll your own with iot Hub oh completely roll your own with iot Hub oh completely roll your own with iot Hub oh yeah yeah no there's so much in there so yeah yeah no there's so much in there so yeah yeah no there's so much in there so much yeah there's a lot in there and much yeah there's a lot in there and much yeah there's a lot in there and it's a descend you know all my friends it's a descend you know all my friends it's a descend you know all my friends from Italy from the salair acquisition from Italy from the salair acquisition from Italy from the salair acquisition is that thing is descendant from salair is that thing is descendant from salair is that thing is descendant from salair which is one of the early SAS iot which is one of the early SAS iot which is one of the early SAS iot platforms um and so yeah I thought they platforms um and so yeah I thought they platforms um and so yeah I thought they did great work and so gosh but you know did great work and so gosh but you know did great work and so gosh but you know how big companies sometimes they just how big companies sometimes they just how big companies sometimes they just like all right we're done companies have like all right we're done companies have like all right we're done companies have to make a lot of money that's what they to make a lot of money that's what they to make a lot of money that's what they have to do so yes and maybe that's the have to do so yes and maybe that's the have to do so yes and maybe that's the thing I I know I keep prying here about thing I I know I keep prying here about thing I I know I keep prying here about why is clear blade successful and others why is clear blade successful and others why is clear blade successful and others aren't when they're all so similar and aren't when they're all so similar and aren't when they're all so similar and you're telling me some things and the you're telling me some things and the you're telling me some things and the things you're telling things you're telling things you're telling me there I've heard those things before me there I've heard those things before me there I've heard those things before too and so I start to go is it the too and so I start to go is it the too and so I start to go is it the business model is it is it a a leaner business model is it is it a a leaner business model is it is it a a leaner structure that your company has it you structure that your company has it you structure that your company has it you know there sometimes it's not about the know there sometimes it's not about the know there sometimes it's not about the technology technology technology operations I think we're certainly built operations I think we're certainly built operations I think we're certainly built to help customers scale um to help customers scale um to help customers scale um that are really committed right so we that are really committed right so we that are really committed right so we end up finding customers that aren't end up finding customers that aren't end up finding customers that aren't necessarily just dabbling in a free tier necessarily just dabbling in a free tier necessarily just dabbling in a free tier in a lot of cases the customers really

in a lot of cases the customers really in a lot of cases the customers really want to do something and then we support want to do something and then we support want to do something and then we support them from a th000 devices to to 250,000 them from a th000 devices to to 250,000 them from a th000 devices to to 250,000 devices without a lot of disruption um I devices without a lot of disruption um I devices without a lot of disruption um I think that means we end up finding a think that means we end up finding a think that means we end up finding a customer set that grows with us I mean customer set that grows with us I mean customer set that grows with us I mean that was the compliment you gave us and that was the compliment you gave us and that was the compliment you gave us and we actually have customers um we're not we actually have customers um we're not we actually have customers um we're not we're not abandoning them 25,000 devices we're not abandoning them 25,000 devices we're not abandoning them 25,000 devices in right when suddenly it doesn't work in right when suddenly it doesn't work in right when suddenly it doesn't work anymore so maybe that's the secret sauce anymore so maybe that's the secret sauce anymore so maybe that's the secret sauce of we're we're there and ready to go of we're we're there and ready to go of we're we're there and ready to go with them and we're we're kind of with them and we're we're kind of with them and we're we're kind of picking and choosing the ones that are picking and choosing the ones that are picking and choosing the ones that are doing that and and I'll add that we came doing that and and I'll add that we came doing that and and I'll add that we came at this with an edge first approach way at this with an edge first approach way at this with an edge first approach way back in 2013 and remember talking with back in 2013 and remember talking with back in 2013 and remember talking with folks about Edge and they're just like folks about Edge and they're just like folks about Edge and they're just like we don't know what you mean except the we don't know what you mean except the we don't know what you mean except the hardware folks right and we're like well hardware folks right and we're like well hardware folks right and we're like well we believe that this is going to we believe that this is going to we believe that this is going to pendulum swing back to the edge so our pendulum swing back to the edge so our pendulum swing back to the edge so our runtime is identical on both ends of the runtime is identical on both ends of the runtime is identical on both ends of the Spectrum in the cloud and at the edge Spectrum in the cloud and at the edge Spectrum in the cloud and at the edge and I'll be honest yet to see that and I'll be honest yet to see that and I'll be honest yet to see that elsewhere in the elsewhere in the elsewhere in the ecosystem I remember you talking about ecosystem I remember you talking about ecosystem I remember you talking about having the synchronization engine early having the synchronization engine early having the synchronization engine early on and so is what you meant by that is on and so is what you meant by that is on and so is what you meant by that is here's this Edge thing and data is here's this Edge thing and data is here's this Edge thing and data is coming in here and then you synchronize coming in here and then you synchronize coming in here and then you synchronize it with your backend your core your it with your backend your core your it with your backend your core your Cloud your whatever okay it's that but Cloud your whatever okay it's that but Cloud your whatever okay it's that but also the software that ran in the cloud also the software that ran in the cloud also the software that ran in the cloud we just moved to the Gateway because it we just moved to the Gateway because it we just moved to the Gateway because it only ran in 35 mags so we learned this only ran in 35 mags so we learned this only ran in 35 mags so we learned this by working with silicon Labs SOB we were by working with silicon Labs SOB we were by working with silicon Labs SOB we were collaborating with way back in gosh what collaborating with way back in gosh what collaborating with way back in gosh what was it here in 2014 2015 and and they was it here in 2014 2015 and and they was it here in 2014 2015 and and they said look we're building this stack but

said look we're building this stack but said look we're building this stack but we're putting it here in the Gateway and we're putting it here in the Gateway and we're putting it here in the Gateway and Aaron went up to the Whiteboard I Aaron went up to the Whiteboard I Aaron went up to the Whiteboard I remember the day and he circled the remember the day and he circled the remember the day and he circled the Gateway goes this is where we marry each Gateway goes this is where we marry each Gateway goes this is where we marry each other and he goes we can we can put our other and he goes we can we can put our other and he goes we can we can put our software on this Gateway and then do the software on this Gateway and then do the software on this Gateway and then do the syncing for you so do you think that syncing for you so do you think that syncing for you so do you think that helped you guys having silicon labs in helped you guys having silicon labs in helped you guys having silicon labs in town there with you and Austin and be town there with you and Austin and be town there with you and Austin and be able to able to able to collaborate I mean you just made a huge collaborate I mean you just made a huge collaborate I mean you just made a huge statement the whole thing runs in 35 Meg statement the whole thing runs in 35 Meg statement the whole thing runs in 35 Meg your gateway y That's great a lot of your gateway y That's great a lot of your gateway y That's great a lot of people most people can't say that most people most people can't say that most people most people can't say that most people like we have this giant people like we have this giant people like we have this giant infrastructure to run a full stack yeah infrastructure to run a full stack yeah infrastructure to run a full stack yeah work with Dell Dell Dell was interesting work with Dell Dell Dell was interesting work with Dell Dell Dell was interesting back in the day too and they had a back in the day too and they had a back in the day too and they had a polyglot solution they're like oh of polyglot solution they're like oh of polyglot solution they're like oh of course it can't all fit on the edge I'm course it can't all fit on the edge I'm course it can't all fit on the edge I'm like why right yeah you know I want to like why right yeah you know I want to like why right yeah you know I want to point something out real quick um point something out real quick um point something out real quick um because it could be underappreciated because it could be underappreciated because it could be underappreciated because you know we like to talk about because you know we like to talk about because you know we like to talk about technology on the show technology on the show technology on the show um but you know to the point a lot of um but you know to the point a lot of um but you know to the point a lot of you are making it I mean your platform you are making it I mean your platform you are making it I mean your platform looks the same a lot of the lessons look looks the same a lot of the lessons look looks the same a lot of the lessons look the same um in terms of business model the same um in terms of business model the same um in terms of business model etc etc but I any of you who've actually etc etc but I any of you who've actually etc etc but I any of you who've actually sitting down with Eric at a dinner and sitting down with Eric at a dinner and sitting down with Eric at a dinner and listen to this guy yeah I mean he's like listen to this guy yeah I mean he's like listen to this guy yeah I mean he's like The Ultimate Sales dude right um I think The Ultimate Sales dude right um I think The Ultimate Sales dude right um I think that's what and I I think that's an that's what and I I think that's an that's what and I I think that's an Acumen that a lot of you know Acumen that a lot of you know Acumen that a lot of you know technologists May may not have right a technologists May may not have right a technologists May may not have right a lot don't so true yeah and I think the lot don't so true yeah and I think the lot don't so true yeah and I think the Savvy uh there there's something to say

Savvy uh there there's something to say Savvy uh there there's something to say be said about Savvy and the ability to be said about Savvy and the ability to be said about Savvy and the ability to see what's happening in the environment see what's happening in the environment see what's happening in the environment the landscape and navigating it and then the landscape and navigating it and then the landscape and navigating it and then partnering with the right people at the partnering with the right people at the partnering with the right people at the right level but then also uh knowing who right level but then also uh knowing who right level but then also uh knowing who your customer customer really is and your customer customer really is and your customer customer really is and focusing on that um you know and my many focusing on that um you know and my many focusing on that um you know and my many conversations with Eric um that that conversations with Eric um that that conversations with Eric um that that becomes an apparent thing but I think becomes an apparent thing but I think becomes an apparent thing but I think that beyond the technology I mean it that beyond the technology I mean it that beyond the technology I mean it boils down to like basic hey how do you boils down to like basic hey how do you boils down to like basic hey how do you how do you build a business you know and how do you build a business you know and how do you build a business you know and that results in customers uh without that results in customers uh without that results in customers uh without that you can shop your technology around that you can shop your technology around that you can shop your technology around at a technical level all day but it all at a technical level all day but it all at a technical level all day but it all looks the same you're never going to get looks the same you're never going to get looks the same you're never going to get a customer you run into this whole PC a customer you run into this whole PC a customer you run into this whole PC hell thing that we've been seeing for hell thing that we've been seeing for hell thing that we've been seeing for the last whatever however many years um the last whatever however many years um the last whatever however many years um and yeah Edge is different and I think and yeah Edge is different and I think and yeah Edge is different and I think that's one of the reasons why you see a that's one of the reasons why you see a that's one of the reasons why you see a lot of hyperscalers running away from it lot of hyperscalers running away from it lot of hyperscalers running away from it the economics look totally different the economics look totally different the economics look totally different they don't work for I mean it's like they don't work for I mean it's like they don't work for I mean it's like saying hey Apple you should get into the saying hey Apple you should get into the saying hey Apple you should get into the uh Automotive business why don't you uh Automotive business why don't you uh Automotive business why don't you destroy your margins and get into a destroy your margins and get into a destroy your margins and get into a really a crappy ass business you know really a crappy ass business you know really a crappy ass business you know and you and you and you guys Amazon's getting into the they guys Amazon's getting into the they guys Amazon's getting into the they already are selling Vehicles out of already are selling Vehicles out of already are selling Vehicles out of Amazon so everybody yeah you never know Amazon so everybody yeah you never know Amazon so everybody yeah you never know what's going to happen got to remember what's going to happen got to remember what's going to happen got to remember Amazon is is you know trying to get Amazon is is you know trying to get Amazon is is you know trying to get pretty edged too you know with the pretty edged too you know with the pretty edged too you know with the retail so people can't you know you

retail so people can't you know you retail so people can't you know you can't conflate or get well they tried can't conflate or get well they tried can't conflate or get well they tried and then they retreated so once they and then they retreated so once they and then they retreated so once they realize the margin tough running a realize the margin tough running a realize the margin tough running a hypers scale and you love those 80% hypers scale and you love those 80% hypers scale and you love those 80% margins it's kind of tough to uh margins it's kind of tough to uh margins it's kind of tough to uh cannibalize another business and your cannibalize another business and your cannibalize another business and your CFO is like why did you do this this is CFO is like why did you do this this is CFO is like why did you do this this is like half margins or whatever which by like half margins or whatever which by like half margins or whatever which by the way we learned back in.com ERA with the way we learned back in.com ERA with the way we learned back in.com ERA with the early e e-commerce companies but I the early e e-commerce companies but I the early e e-commerce companies but I mean that's what makes all this stuff mean that's what makes all this stuff mean that's what makes all this stuff really different and why I think the really different and why I think the really different and why I think the hyperscalers you know probably thought hyperscalers you know probably thought hyperscalers you know probably thought they could Dominate and you know guess they could Dominate and you know guess they could Dominate and you know guess what it's a different world and you guys what it's a different world and you guys what it's a different world and you guys lived it and thanks for the kind words I lived it and thanks for the kind words I lived it and thanks for the kind words I gotta say that if Aon and I weren't gotta say that if Aon and I weren't gotta say that if Aon and I weren't together this would not be a thing like together this would not be a thing like together this would not be a thing like Aaron and I we we found each other it's Aaron and I we we found each other it's Aaron and I we we found each other it's a marriage of opposites let's be honest a marriage of opposites let's be honest a marriage of opposites let's be honest like you know I I tend to like to like you know I I tend to like to like you know I I tend to like to promote and hype but but I can do I promote and hype but but I can do I promote and hype but but I can do I can't do that without having something can't do that without having something can't do that without having something real because I'm I'm a computer real because I'm I'm a computer real because I'm I'm a computer scientist right I used to be good at scientist right I used to be good at scientist right I used to be good at what I did and I was really good at I what I did and I was really good at I what I did and I was really good at I was moved into sales and I was really was moved into sales and I was really was moved into sales and I was really good at selling what I believed in I good at selling what I believed in I good at selling what I believed in I can't sell vaporware I can't sell BS and can't sell vaporware I can't sell BS and can't sell vaporware I can't sell BS and Aaron allows me not to sell BS him and Aaron allows me not to sell BS him and Aaron allows me not to sell BS him and the team are very we're a very the team are very we're a very the team are very we're a very engineering focused company that has engineering focused company that has engineering focused company that has been very underaredsky with what I'm saying if I underaredsky with what I'm saying if I ever get outside of my lines Aaron will ever get outside of my lines Aaron will ever get outside of my lines Aaron will whack me upside the head and say no whack me upside the head and say no whack me upside the head and say no let's stay within our lines some

let's stay within our lines some let's stay within our lines some examples of BS can we get some examples examples of BS can we get some examples examples of BS can we get some examples of BS oh gosh say name names okay Aaron of BS oh gosh say name names okay Aaron of BS oh gosh say name names okay Aaron called me out autosync when when when we called me out autosync when when when we called me out autosync when when when we wanted to sync between Edge and Cloud we wanted to sync between Edge and Cloud we wanted to sync between Edge and Cloud we started talking to our customers we had started talking to our customers we had started talking to our customers we had autosync and Aaron's like I don't know autosync and Aaron's like I don't know autosync and Aaron's like I don't know what that term means we don't have it what that term means we don't have it what that term means we don't have it yet I go I know that but you will have yet I go I know that but you will have yet I go I know that but you will have sounds good good because this is what sounds good good because this is what sounds good good because this is what this is what our customer wants right this is what our customer wants right this is what our customer wants right here's how I think eron Erin I think here's how I think eron Erin I think here's how I think eron Erin I think your buddy Eric prepares himself daily your buddy Eric prepares himself daily your buddy Eric prepares himself daily by watching Glen Gary Glenn Ross get by watching Glen Gary Glenn Ross get by watching Glen Gary Glenn Ross get himself to sell that's what he does himself to sell that's what he does himself to sell that's what he does knives thck knives he watches it every knives thck knives he watches it every knives thck knives he watches it every night and he's like okay auto sync night and he's like okay auto sync night and he's like okay auto sync you're gonna love it I thought it was you're gonna love it I thought it was you're gonna love it I thought it was Van Hal like d sh or something in the Van Hal like d sh or something in the Van Hal like d sh or something in the office right he's just slamming before office right he's just slamming before office right he's just slamming before he walks in yeah hey Rob Rob you just he walks in yeah hey Rob Rob you just he walks in yeah hey Rob Rob you just put that wrestling voice out oh sorry put that wrestling voice out oh sorry put that wrestling voice out oh sorry about the wrestling voice wasn't that about the wrestling voice wasn't that about the wrestling voice wasn't that the most fun episode that was legendary the most fun episode that was legendary the most fun episode that was legendary it was I really missed not it was I really missed not it was I really missed not seeing yeah I still have people come up seeing yeah I still have people come up seeing yeah I still have people come up to me and they know us from Rob Tiffany to me and they know us from Rob Tiffany to me and they know us from Rob Tiffany and Aaron alsbrooks debates we had so and Aaron alsbrooks debates we had so and Aaron alsbrooks debates we had so much fun I think we need to I think we much fun I think we need to I think we much fun I think we need to I think we need you know you know bring it back it need you know you know bring it back it need you know you know bring it back it was fun you know and Aeron started the was fun you know and Aeron started the was fun you know and Aeron started the whole thing on LinkedIn and it was whole thing on LinkedIn and it was whole thing on LinkedIn and it was awesome and just having this battle back awesome and just having this battle back awesome and just having this battle back and forth LinkedIn that was so much and forth LinkedIn that was so much and forth LinkedIn that was so much and the leading up videos like wearing a and the leading up videos like wearing a and the leading up videos like wearing a hazmat suit or like showing up that was hazmat suit or like showing up that was hazmat suit or like showing up that was so awesome you made it real so that so I so awesome you made it real so that so I so awesome you made it real so that so I you're right when I think about

you're right when I think about you're right when I think about differentiation for you differentiation for you differentiation for you guys you were early to the edge clearly guys you were early to the edge clearly guys you were early to the edge clearly but then the next big thing I felt where but then the next big thing I felt where but then the next big thing I felt where you Tred to differentiate yourself with you Tred to differentiate yourself with you Tred to differentiate yourself with this intelligent assets thing um and this intelligent assets thing um and this intelligent assets thing um and tell tell us about that was that like an tell tell us about that was that like an tell tell us about that was that like an overlay on top of your existing platform overlay on top of your existing platform overlay on top of your existing platform or you know cuz I remember reading about or you know cuz I remember reading about or you know cuz I remember reading about it watched your videos that you made on it watched your videos that you made on it watched your videos that you made on YouTube about it and I was like oh it YouTube about it and I was like oh it YouTube about it and I was like oh it seems simple yeah so I mean you guys seems simple yeah so I mean you guys seems simple yeah so I mean you guys said earlier you can't differentiate iot said earlier you can't differentiate iot said earlier you can't differentiate iot platforms peie parts apis right and the platforms peie parts apis right and the platforms peie parts apis right and the hyperscalers are still building a bunch hyperscalers are still building a bunch hyperscalers are still building a bunch of stuff and quite frankly you had a of stuff and quite frankly you had a of stuff and quite frankly you had a build on us and we had like four build on us and we had like four build on us and we had like four customers that built the same lousy app customers that built the same lousy app customers that built the same lousy app right on top of us and yeah we looked at right on top of us and yeah we looked at right on top of us and yeah we looked at it and said oh these guys called it a it and said oh these guys called it a it and said oh these guys called it a dump truck and these guys called their dump truck and these guys called their dump truck and these guys called their thing of a railroad crossing and these thing of a railroad crossing and these thing of a railroad crossing and these guys called their thing a water pump and guys called their thing a water pump and guys called their thing a water pump and I'm like why don't we just change the I'm like why don't we just change the I'm like why don't we just change the labels um so yeah that's a that's labels um so yeah that's a that's labels um so yeah that's a that's definitely where that came from of let's definitely where that came from of let's definitely where that came from of let's serve that end user not the developer serve that end user not the developer serve that end user not the developer right and when I look at iot Central it right and when I look at iot Central it right and when I look at iot Central it kind of tried to do both right that goes kind of tried to do both right that goes kind of tried to do both right that goes back to who are you talking to in this back to who are you talking to in this back to who are you talking to in this application and so that's just the full application and so that's just the full application and so that's just the full manifestation of taking away the manifestation of taking away the manifestation of taking away the platform from the story what is it the platform from the story what is it the platform from the story what is it the end Journey that's where that yeah we end Journey that's where that yeah we end Journey that's where that yeah we were so enamored with our own technology were so enamored with our own technology were so enamored with our own technology that we were we we were a little blind that we were we we were a little blind that we were we we were a little blind and then when we took a step back and and then when we took a step back and and then when we took a step back and looked at what is slowing our customers looked at what is slowing our customers looked at what is slowing our customers down what do they need it was this down what do they need it was this down what do they need it was this concept of this application they need

concept of this application they need concept of this application they need the application out of the box something the application out of the box something the application out of the box something that's flexible enough but that's that's flexible enough but that's that's flexible enough but that's targeted at the user not at the targeted at the user not at the targeted at the user not at the developer I think that was the the again developer I think that was the the again developer I think that was the the again the Brilliance of Aaron and team because the Brilliance of Aaron and team because the Brilliance of Aaron and team because I actually was kind of leaning back to I actually was kind of leaning back to I actually was kind of leaning back to my old roots let's do visual drag and my old roots let's do visual drag and my old roots let's do visual drag and drop visual age and then Aaron's like I drop visual age and then Aaron's like I drop visual age and then Aaron's like I don't know what Market that serves if don't know what Market that serves if don't know what Market that serves if you're a developer you want all code if you're a developer you want all code if you're a developer you want all code if you're an operator you don't want to see you're an operator you don't want to see you're an operator you don't want to see any of this mess you want to see simple any of this mess you want to see simple any of this mess you want to see simple dropdowns so that that was the dropdowns so that that was the dropdowns so that that was the realization and I think that you by the realization and I think that you by the realization and I think that you by the way great to see you again Aon and Eric way great to see you again Aon and Eric way great to see you again Aon and Eric but I think one of thing that I like a but I think one of thing that I like a but I think one of thing that I like a lot in at in your initial Vision I would lot in at in your initial Vision I would lot in at in your initial Vision I would like to actually hear where you stand like to actually hear where you stand like to actually hear where you stand right now is the fact that you had this right now is the fact that you had this right now is the fact that you had this idea that you know you can bring idea that you know you can bring idea that you know you can bring partners that will have out of the box partners that will have out of the box partners that will have out of the box kind of support for the for Clear blade kind of support for the for Clear blade kind of support for the for Clear blade because one of the big issue especially because one of the big issue especially because one of the big issue especially when I was myself at g i saying okay why when I was myself at g i saying okay why when I was myself at g i saying okay why is the catalog of these things because is the catalog of these things because is the catalog of these things because we tend to all go back to the sensors we tend to all go back to the sensors we tend to all go back to the sensors okay it's a new iot project I go back to okay it's a new iot project I go back to okay it's a new iot project I go back to the sensors no I want to buy a pump with the sensors no I want to buy a pump with the sensors no I want to buy a pump with out of the box you know the the SE layer out of the box you know the the SE layer out of the box you know the the SE layer of SE clear blade that can show me as an of SE clear blade that can show me as an of SE clear blade that can show me as an operator how it works so do you see the operator how it works so do you see the operator how it works so do you see the market progressing towards this out of market progressing towards this out of market progressing towards this out of the box inside because once we have that the box inside because once we have that the box inside because once we have that I think it would scale like crazy I think it would scale like crazy I think it would scale like crazy because then it becomes because then it becomes because then it becomes easy so I used to say this on stage easy so I used to say this on stage easy so I used to say this on stage before the pandemic which is we need iot before the pandemic which is we need iot before the pandemic which is we need iot to be like work like my Sono system at to be like work like my Sono system at to be like work like my Sono system at home right I I buy a speaker I configure home right I I buy a speaker I configure home right I I buy a speaker I configure it and it just works I actually heard we it and it just works I actually heard we it and it just works I actually heard we had an all day session at a customer had an all day session at a customer had an all day session at a customer last week and this is exactly what

last week and this is exactly what last week and this is exactly what they're building with us they say look they're building with us they say look they're building with us they say look we're still we're partway there but we we're still we're partway there but we we're still we're partway there but we want this thing to be autoprovision very want this thing to be autoprovision very want this thing to be autoprovision very easy for our customers to set up and so easy for our customers to set up and so easy for our customers to set up and so all that technology is hidden right all all that technology is hidden right all all that technology is hidden right all that manual all those manual steps Aaron that manual all those manual steps Aaron that manual all those manual steps Aaron you had a comment yeah I mean I I think you had a comment yeah I mean I I think you had a comment yeah I mean I I think when you talk about the EOS I think when you talk about the EOS I think when you talk about the EOS I think there's still more to be done I mean one there's still more to be done I mean one there's still more to be done I mean one of the things that we kind of thought of the things that we kind of thought of the things that we kind of thought this place would go and and the this place would go and and the this place would go and and the hyperscalers took it a different hyperscalers took it a different hyperscalers took it a different directions I thought it would be kind of directions I thought it would be kind of directions I thought it would be kind of like a net or Java world where anybody like a net or Java world where anybody like a net or Java world where anybody could write an app that ran in multiple could write an app that ran in multiple could write an app that ran in multiple runtimes right um you know whether it runtimes right um you know whether it runtimes right um you know whether it was web Logics or ibms or and that was web Logics or ibms or and that was web Logics or ibms or and that didn't happen right or it only runs in didn't happen right or it only runs in didn't happen right or it only runs in Amazon it only runs in AZ but we still Amazon it only runs in AZ but we still Amazon it only runs in AZ but we still have that approach right somebody have that approach right somebody have that approach right somebody technically take our format and run it technically take our format and run it technically take our format and run it anywhere and integrate it and it's open anywhere and integrate it and it's open anywhere and integrate it and it's open in that sense and so I still hope we get in that sense and so I still hope we get in that sense and so I still hope we get there I think that also really opens it there I think that also really opens it there I think that also really opens it up when everybody can play and then up when everybody can play and then up when everybody can play and then we're just seeing who can make the best we're just seeing who can make the best we're just seeing who can make the best engine is it yeah but is it open or is engine is it yeah but is it open or is engine is it yeah but is it open or is it it it portable so I mean in the end you could portable so I mean in the end you could portable so I mean in the end you could export everything about us and somebody export everything about us and somebody export everything about us and somebody could use open source to run that same could use open source to run that same could use open source to run that same those definitions that are in us right those definitions that are in us right those definitions that are in us right same way you wrote a Java app oret we same way you wrote a Java app oret we same way you wrote a Java app oret we piggy back off of npm because we have piggy back off of npm because we have piggy back off of npm because we have JavaScript as our scripting language JavaScript as our scripting language JavaScript as our scripting language yeah so Aaron and team created a yeah so Aaron and team created a yeah so Aaron and team created a protocol called or or a package called protocol called or or a package called protocol called or or a package called IPM where you can export all of the code IPM where you can export all of the code IPM where you can export all of the code all of the authentication all of the all of the authentication all of the all of the authentication all of the attributes of our of a system in clear attributes of our of a system in clear attributes of our of a system in clear blade and anyone else can pick it back

blade and anyone else can pick it back blade and anyone else can pick it back up and run it in their tool if they up and run it in their tool if they up and run it in their tool if they honored it yeah yeah I mean you know the honored it yeah yeah I mean you know the honored it yeah yeah I mean you know the reason why I'm trying to highlight that reason why I'm trying to highlight that reason why I'm trying to highlight that and and you know focus on the and and you know focus on the and and you know focus on the distinction is because I I don't see distinction is because I I don't see distinction is because I I don't see open you know necessarily as portable open you know necessarily as portable open you know necessarily as portable and portability is that big benefit that and portability is that big benefit that and portability is that big benefit that you have you have you have y so just wanted clarify that for you y so just wanted clarify that for you y so just wanted clarify that for you guys okay we're definitely more portable guys okay we're definitely more portable guys okay we're definitely more portable but we also created an open standard now but we also created an open standard now but we also created an open standard now that's you know if an open standard that's you know if an open standard that's you know if an open standard falls in the woods and no one's there to falls in the woods and no one's there to falls in the woods and no one's there to hear it what is it right that's that's hear it what is it right that's that's hear it what is it right that's that's kind right so we made our kind right so we made our kind right so we made our attempt can you can you guys talk about attempt can you can you guys talk about attempt can you can you guys talk about the experience of how easy is to get a the experience of how easy is to get a the experience of how easy is to get a hold of you because I know on your side hold of you because I know on your side hold of you because I know on your side like at the bottom of every every page I like at the bottom of every every page I like at the bottom of every every page I can go book a meeting and that's really can go book a meeting and that's really can go book a meeting and that's really see when I'm trying to get see when I'm trying to get see when I'm trying to get no here's the thing if I ever need to no here's the thing if I ever need to no here's the thing if I ever need to get a hold of Rob Tiffany what I have to get a hold of Rob Tiffany what I have to get a hold of Rob Tiffany what I have to do is I gotta call uh Steve bulmer to do do is I gotta call uh Steve bulmer to do do is I gotta call uh Steve bulmer to do the light thing across the lake in Morse the light thing across the lake in Morse the light thing across the lake in Morse code so that Rob's neighbor can pick it code so that Rob's neighbor can pick it code so that Rob's neighbor can pick it up and tell Rob David's calling you it's up and tell Rob David's calling you it's up and tell Rob David's calling you it's a pain in the ass with you guys really a pain in the ass with you guys really a pain in the ass with you guys really with Rob I just shine a light in the with Rob I just shine a light in the with Rob I just shine a light in the night sky with his hair and his face and night sky with his hair and his face and night sky with his hair and his face and it's just like Batman he it's just like Batman he it's just like Batman he just I don't have the axes man I don't just I don't have the axes man I don't just I don't have the axes man I don't have that a have that a have that a usually bombers calling me developers usually bombers calling me developers usually bombers calling me developers developers develop yeah just just m code developers develop yeah just just m code developers develop yeah just just m code David it's David it's David it's easy I want to go back to intelligent easy I want to go back to intelligent easy I want to go back to intelligent assets because I think that's a that was assets because I think that's a that was assets because I think that's a that was a differentiator for you A lot of people

a differentiator for you A lot of people a differentiator for you A lot of people don't understand why that might be a don't understand why that might be a don't understand why that might be a differentiator I think like at this differentiator I think like at this differentiator I think like at this thing I was at in Belleview at the Ohio thing I was at in Belleview at the Ohio thing I was at in Belleview at the Ohio last night I was like a whole bunch of last night I was like a whole bunch of last night I was like a whole bunch of platforms had everybody creating the platforms had everybody creating the platforms had everybody creating the internet of devices or the internet of internet of devices or the internet of internet of devices or the internet of plc's yeah instead of The Internet of plc's yeah instead of The Internet of plc's yeah instead of The Internet of Things Things Things and every every platform had you focused and every every platform had you focused and every every platform had you focused your mindset was this iot device and your mindset was this iot device and your mindset was this iot device and Associated sensors and everything you Associated sensors and everything you Associated sensors and everything you were doing whatever analytics or kpis or were doing whatever analytics or kpis or were doing whatever analytics or kpis or whatever it was about that device and it whatever it was about that device and it whatever it was about that device and it and all of a sudden it got everybody in and all of a sudden it got everybody in and all of a sudden it got everybody in this mindset and it was like oh my God this mindset and it was like oh my God this mindset and it was like oh my God we're it's the internet of devices it's we're it's the internet of devices it's we're it's the internet of devices it's not the Internet of Things the the thing not the Internet of Things the the thing not the Internet of Things the the thing is like you guys do like I watch all is like you guys do like I watch all is like you guys do like I watch all your videos it's this rail car it's the your videos it's this rail car it's the your videos it's this rail car it's the rail car is the thing you know or it's rail car is the thing you know or it's rail car is the thing you know or it's this pick truck or whatever and so when this pick truck or whatever and so when this pick truck or whatever and so when you did this intelligent you did this intelligent you did this intelligent assets you either abstracted you know assets you either abstracted you know assets you either abstracted you know you had people thinking well all right you had people thinking well all right you had people thinking well all right my my thing is this rail car and here's my my thing is this rail car and here's my my thing is this rail car and here's stuff about it and you're right combo stuff about it and you're right combo stuff about it and you're right combo boxes versus drag and drop you know node boxes versus drag and drop you know node boxes versus drag and drop you know node red things versus writing code um I was red things versus writing code um I was red things versus writing code um I was always curious hiding underneath there always curious hiding underneath there always curious hiding underneath there because I know that the the rail car or because I know that the the rail car or because I know that the the rail car or the whatever your thing is that you try the whatever your thing is that you try the whatever your thing is that you try to make it simple there's still a bunch to make it simple there's still a bunch to make it simple there's still a bunch of devices and sensors that send data on of devices and sensors that send data on of devices and sensors that send data on behalf of the rail car and I don't know behalf of the rail car and I don't know behalf of the rail car and I don't know when I watch the videos it's like where when I watch the videos it's like where when I watch the videos it's like where does someone actually have to set that does someone actually have to set that does someone actually have to set that up um I don't know you guys Illuminate

up um I don't know you guys Illuminate up um I don't know you guys Illuminate Me great Me great Me great question it's still going on right question it's still going on right question it's still going on right that's why we have those those products that's why we have those those products that's why we have those those products for developers underneath right okay and for developers underneath right okay and for developers underneath right okay and so that is our iot Enterprise which is so that is our iot Enterprise which is so that is our iot Enterprise which is an iot platform which has the apis and an iot platform which has the apis and an iot platform which has the apis and the mqtt all that stuff the security the mqtt all that stuff the security the mqtt all that stuff the security model the mtls off the asynchronous model the mtls off the asynchronous model the mtls off the asynchronous asynchronous key all that's there um asynchronous key all that's there um asynchronous key all that's there um there is a level of integration of hey I there is a level of integration of hey I there is a level of integration of hey I want a Laura device it's from a sensor want a Laura device it's from a sensor want a Laura device it's from a sensor manufacturer that didn't comply with a manufacturer that didn't comply with a manufacturer that didn't comply with a single standard ever known demand and single standard ever known demand and single standard ever known demand and they have their own custom payload and they have their own custom payload and they have their own custom payload and somebody's got to write a normalizer to somebody's got to write a normalizer to somebody's got to write a normalizer to that right there's some code there but that right there's some code there but that right there's some code there but we turn that loose once it goes into we turn that loose once it goes into we turn that loose once it goes into that ecosystem like like Mark talked that ecosystem like like Mark talked that ecosystem like like Mark talked about that now is available for everyone about that now is available for everyone about that now is available for everyone to use so we can't hide you can't hide to use so we can't hide you can't hide to use so we can't hide you can't hide that layer at least not today because it that layer at least not today because it that layer at least not today because it isn't plug and playay yet um but you can isn't plug and playay yet um but you can isn't plug and playay yet um but you can make it so if we all have a common view make it so if we all have a common view make it so if we all have a common view of what it looks like when it comes the of what it looks like when it comes the of what it looks like when it comes the other side we have it so that common other side we have it so that common other side we have it so that common view can be converted to many people's view can be converted to many people's view can be converted to many people's common views the bms's whatever it might common views the bms's whatever it might common views the bms's whatever it might be right we now at least have that be right we now at least have that be right we now at least have that interchange and we can hide that lower interchange and we can hide that lower interchange and we can hide that lower level of 32 devices aren't all 32 unique level of 32 devices aren't all 32 unique level of 32 devices aren't all 32 unique devices it just happens to be one devices it just happens to be one devices it just happens to be one blender with 32 sensors on it kind of blender with 32 sensors on it kind of blender with 32 sensors on it kind of thing and I'm not sure you guys gonna thing and I'm not sure you guys gonna thing and I'm not sure you guys gonna gonna like that that the way I say that gonna like that that the way I say that gonna like that that the way I say that but I've always perceived it as a but I've always perceived it as a but I've always perceived it as a digital a practical digital twin that digital a practical digital twin that digital a practical digital twin that actually works no that's that's that's actually works no that's that's that's actually works no that's that's that's exactly what it is driven the design was exactly what it is driven the design was exactly what it is driven the design was the design was driven by our Aerospace the design was driven by our Aerospace the design was driven by our Aerospace customer our rail customer our a customer our rail customer our a customer our rail customer our a customer like these are all very

customer like these are all very customer like these are all very different verticals but they all needed different verticals but they all needed different verticals but they all needed different things hey I need a heat map different things hey I need a heat map different things hey I need a heat map and oh I need a a tree hierarchy so I and oh I need a a tree hierarchy so I and oh I need a a tree hierarchy so I can create a rail car because I'm can create a rail car because I'm can create a rail car because I'm putting sensors all over this thing but putting sensors all over this thing but putting sensors all over this thing but I just need the context of a rail car so I just need the context of a rail car so I just need the context of a rail car so let me build that tree diagram within let me build that tree diagram within let me build that tree diagram within intelligent assets without dropping in intelligent assets without dropping in intelligent assets without dropping in the code we've invested a lot of time in the code we've invested a lot of time in the code we've invested a lot of time in in UI U over the last several years and in UI U over the last several years and in UI U over the last several years and that really paid off because we're just that really paid off because we're just that really paid off because we're just we're not then just building what we we're not then just building what we we're not then just building what we think the world needs our customers are think the world needs our customers are think the world needs our customers are pushing us to say this is what I want pushing us to say this is what I want pushing us to say this is what I want and then Aaron and team figure out is and then Aaron and team figure out is and then Aaron and team figure out is that a core feature of the product or is that a core feature of the product or is that a core feature of the product or is that a one-off that needs to be treated that a one-off that needs to be treated that a one-off that needs to be treated separately and I Reon that the secret separately and I Reon that the secret separately and I Reon that the secret Source here is what what you were asking Source here is what what you were asking Source here is what what you were asking is is we finally have a have a have a is is we finally have a have a have a is is we finally have a have a have a have an actor in The ATI space that have an actor in The ATI space that have an actor in The ATI space that understands understands understands abstraction yeah really that was my abstraction yeah really that was my abstraction yeah really that was my frustration when I was at g i we had frustration when I was at g i we had frustration when I was at g i we had guys trying to reinvent seral I mean guys trying to reinvent seral I mean guys trying to reinvent seral I mean serial data databases you know guys serial data databases you know guys serial data databases you know guys we've done that what you understand is we've done that what you understand is we've done that what you understand is the asset give me a representation at the asset give me a representation at the asset give me a representation at the functional business level of the the functional business level of the the functional business level of the asset and hide all the crap because asset and hide all the crap because asset and hide all the crap because that's what you want so if we finally that's what you want so if we finally that's what you want so if we finally get to this point this is really really get to this point this is really really get to this point this is really really exciting so exciting so exciting so and do not custom build that's the thing and do not custom build that's the thing and do not custom build that's the thing that we just kept focusing is how do we that we just kept focusing is how do we that we just kept focusing is how do we do this as product and stay away from do this as product and stay away from do this as product and stay away from the custom building because we want to the custom building because we want to the custom building because we want to be able to deliver a consistent product be able to deliver a consistent product be able to deliver a consistent product that is that is that is configurable and then they can get Roi configurable and then they can get Roi configurable and then they can get Roi in days or weeks as opposed to months in days or weeks as opposed to months in days or weeks as opposed to months and years or maybe never with what we've

and years or maybe never with what we've and years or maybe never with what we've seen over the last decade Yeah Yeah seen over the last decade Yeah Yeah seen over the last decade Yeah Yeah question um do you what's your feeling question um do you what's your feeling question um do you what's your feeling of where Edge Computing in iot is today of where Edge Computing in iot is today of where Edge Computing in iot is today I mean is it where you thought it would I mean is it where you thought it would I mean is it where you thought it would be be be today no but nothing in iot is where I today no but nothing in iot is where I today no but nothing in iot is where I thought it would be I thought in 2012 we thought it would be I thought in 2012 we thought it would be I thought in 2012 we would be like exploded right I mean iot would be like exploded right I mean iot would be like exploded right I mean iot is here um no I I really I think the is here um no I I really I think the is here um no I I really I think the fundamental challenge is is somebody's fundamental challenge is is somebody's fundamental challenge is is somebody's got to screw something in with iot right got to screw something in with iot right got to screw something in with iot right you don't just connect it your phone to you don't just connect it your phone to you don't just connect it your phone to the internet right something's got to be the internet right something's got to be the internet right something's got to be screwed in and that's unique every time screwed in and that's unique every time screwed in and that's unique every time um so so no I mean Edge Edge is now real um so so no I mean Edge Edge is now real um so so no I mean Edge Edge is now real though I will say that right I mean we though I will say that right I mean we though I will say that right I mean we are talking Edge we're marketing Edge are talking Edge we're marketing Edge are talking Edge we're marketing Edge we're partnering with folks like Market we're partnering with folks like Market we're partnering with folks like Market Edge I mean balena we're partnering with Edge I mean balena we're partnering with Edge I mean balena we're partnering with belena right Mark yeah yeah so I mean belena right Mark yeah yeah so I mean belena right Mark yeah yeah so I mean yeah absolutely we see this stuff yeah absolutely we see this stuff yeah absolutely we see this stuff getting deployed we see hundreds we've getting deployed we see hundreds we've getting deployed we see hundreds we've got customers at a thousand edges right got customers at a thousand edges right got customers at a thousand edges right these are big numbers for that kind of these are big numbers for that kind of these are big numbers for that kind of compute that that basically I mean compute that that basically I mean compute that that basically I mean that's like a thousand or 4,000 vcpu in that's like a thousand or 4,000 vcpu in that's like a thousand or 4,000 vcpu in the cloud that's a big number of Compu the cloud that's a big number of Compu the cloud that's a big number of Compu that's moved out into the field can I that's moved out into the field can I that's moved out into the field can I say something controversial Edge is more say something controversial Edge is more say something controversial Edge is more than Edge or ation of of than Edge or ation of of than Edge or ation of of containers end of story like not that containers end of story like not that containers end of story like not that those things aren't needed but we're those things aren't needed but we're those things aren't needed but we're doing custom we're doing the same doing custom we're doing the same doing custom we're doing the same mistake all over again custom building mistake all over again custom building mistake all over again custom building everything for the edge and then moving everything for the edge and then moving everything for the edge and then moving it around that's not going to get us to it around that's not going to get us to it around that's not going to get us to where we need to be to to create where we need to be to to create where we need to be to to create intelligent smart cities or intelligent intelligent smart cities or intelligent intelligent smart cities or intelligent infrastructure we need we need

infrastructure we need we need infrastructure we need we need applications that know how to use Edge applications that know how to use Edge applications that know how to use Edge and cloud and that that s you know I was and cloud and that that s you know I was and cloud and that that s you know I was going to say uh I think we're obligated going to say uh I think we're obligated going to say uh I think we're obligated to talk about AI for five minutes but to talk about AI for five minutes but to talk about AI for five minutes but where are you seeing like things like where are you seeing like things like where are you seeing like things like mlops in your platform and are people mlops in your platform and are people mlops in your platform and are people actually trying to push like AI model actually trying to push like AI model actually trying to push like AI model updates out to devices or what what's updates out to devices or what what's updates out to devices or what what's your what's your take on your what's your take on your what's your take on that all right so I'm the real guy so that all right so I'm the real guy so that all right so I'm the real guy so I'll be it's it's early um so um you I'll be it's it's early um so um you I'll be it's it's early um so um you know we leaned into a couple Open know we leaned into a couple Open know we leaned into a couple Open Standards for moving models around so Standards for moving models around so Standards for moving models around so customers write their models from a long customers write their models from a long customers write their models from a long time ago they convert it to Onyx time ago they convert it to Onyx time ago they convert it to Onyx Microsoft contribution which is cool um Microsoft contribution which is cool um Microsoft contribution which is cool um we're about the inferencing I think iot we're about the inferencing I think iot we're about the inferencing I think iot is the real-time data flow so the real is the real-time data flow so the real is the real-time data flow so the real time inferencing um we have use cases time inferencing um we have use cases time inferencing um we have use cases where people are actually using this now where people are actually using this now where people are actually using this now um we've done videoos an obvious one um we've done videoos an obvious one um we've done videoos an obvious one people are really using that one um people are really using that one um people are really using that one um we've seen um some interesting stuff we've seen um some interesting stuff we've seen um some interesting stuff around predicting failure in the field around predicting failure in the field around predicting failure in the field what's frustrating is when you talk to what's frustrating is when you talk to what's frustrating is when you talk to these intelligent assets folks Rob these these intelligent assets folks Rob these these intelligent assets folks Rob these people who actually are doing it they people who actually are doing it they people who actually are doing it they don't care about any of this AI stuff don't care about any of this AI stuff don't care about any of this AI stuff right they don't want to have an AI right they don't want to have an AI right they don't want to have an AI project they don't want they want you project they don't want they want you project they don't want they want you just to come back show them a new just to come back show them a new just to come back show them a new attribute say it's going to fail in two attribute say it's going to fail in two attribute say it's going to fail in two weeks pal right that's all they want weeks pal right that's all they want weeks pal right that's all they want want the outcome they want the outcome want the outcome they want the outcome want the outcome they want the outcome not the uh yeah Mackenzie that yeah I not the uh yeah Mackenzie that yeah I not the uh yeah Mackenzie that yeah I mean you basically have to say Hey you mean you basically have to say Hey you mean you basically have to say Hey you know we're gonna give you some free data know we're gonna give you some free data know we're gonna give you some free data with some weather and some utility bills with some weather and some utility bills with some weather and some utility bills and we're gonna mix it with yours and and we're gonna mix it with yours and and we're gonna mix it with yours and then we're going to let somebody else then we're going to let somebody else then we're going to let somebody else even almost run an experiment for you

even almost run an experiment for you even almost run an experiment for you and then then you give it you serve it and then then you give it you serve it and then then you give it you serve it all the way up like cool man thanks and all the way up like cool man thanks and all the way up like cool man thanks and they never you never say AI along the they never you never say AI along the they never you never say AI along the way but it's happening right it is way but it's happening right it is way but it's happening right it is happening success happening success happening success streaming that data into AI companies streaming that data into AI companies streaming that data into AI companies tooling so we're AI agnostic if you will tooling so we're AI agnostic if you will tooling so we're AI agnostic if you will SAS I'll mention SAS since it's public SAS I'll mention SAS since it's public SAS I'll mention SAS since it's public SAS SAS SAS Institute their products with us and Institute their products with us and Institute their products with us and they're kind of the OG analytics and AI they're kind of the OG analytics and AI they're kind of the OG analytics and AI company at a Cary and I I was so happy company at a Cary and I I was so happy company at a Cary and I I was so happy because they came back to us and they're because they came back to us and they're because they came back to us and they're like oh my gosh this is amazing look how like oh my gosh this is amazing look how like oh my gosh this is amazing look how much easier this makes the workflow and much easier this makes the workflow and much easier this makes the workflow and Aaron and team and I we didn't have to Aaron and team and I we didn't have to Aaron and team and I we didn't have to do much to get them wired up I'm like do much to get them wired up I'm like do much to get them wired up I'm like this is great story and now we can take this is great story and now we can take this is great story and now we can take that AI model and run that at the edge that AI model and run that at the edge that AI model and run that at the edge so that unleashes that model from from so that unleashes that model from from so that unleashes that model from from the cloud only the cloud only the cloud only execution I think you have a great Point execution I think you have a great Point execution I think you have a great Point here because I you know going back to here because I you know going back to here because I you know going back to what I said earlier what I think you do what I said earlier what I think you do what I said earlier what I think you do differently is that you really enable at differently is that you really enable at differently is that you really enable at the component level and then you empower the component level and then you empower the component level and then you empower the customer to do whatever value they the customer to do whatever value they the customer to do whatever value they have because one of the very big danger have because one of the very big danger have because one of the very big danger with iot and this is actually a reason with iot and this is actually a reason with iot and this is actually a reason why there's so much open SI I believe is why there's so much open SI I believe is why there's so much open SI I believe is that there is very little incentive for that there is very little incentive for that there is very little incentive for for an industrial company that does for an industrial company that does for an industrial company that does let's say let's say let's say an oil drill to actually publish the an oil drill to actually publish the an oil drill to actually publish the intellectual property but there is value intellectual property but there is value intellectual property but there is value in having the pumps the compressors the in having the pumps the compressors the in having the pumps the compressors the individual component to actually be easy individual component to actually be easy individual component to actually be easy to integrate into a custom highper to integrate into a custom highper to integrate into a custom highper workflow and that's one of the thing workflow and that's one of the thing workflow and that's one of the thing that g never understood G try to stay at that g never understood G try to stay at that g never understood G try to stay at the level of top integration and the level of top integration and the level of top integration and proprietary and system integration and

proprietary and system integration and proprietary and system integration and that doesn't work you're never going to that doesn't work you're never going to that doesn't work you're never going to convince the big industrial vendors to convince the big industrial vendors to convince the big industrial vendors to give that away so if you work at the give that away so if you work at the give that away so if you work at the component of the platform and say oh now component of the platform and say oh now component of the platform and say oh now you have all this monitoring and you have all this monitoring and you have all this monitoring and prediction do a work with AI and create prediction do a work with AI and create prediction do a work with AI and create something Innovative that you can something Innovative that you can something Innovative that you can protect they we be happy to do so to me protect they we be happy to do so to me protect they we be happy to do so to me that has been the biggest problem trying that has been the biggest problem trying that has been the biggest problem trying to act at too high level and not to act at too high level and not to act at too high level and not favoring the component level where you favoring the component level where you favoring the component level where you do this kind of plug do this kind of plug do this kind of plug and and and you guys do that so that's and and and you guys do that so that's and and and you guys do that so that's really great I believe that would be really great I believe that would be really great I believe that would be that will accelerate at some point that will accelerate at some point that will accelerate at some point there's lots of stories I'd love to talk there's lots of stories I'd love to talk there's lots of stories I'd love to talk about and we're just not allowed to about and we're just not allowed to about and we're just not allowed to that's one of the most frustrating that's one of the most frustrating that's one of the most frustrating things is we have big companies doing things is we have big companies doing things is we have big companies doing what you just said Demetri what you just said Demetri what you just said Demetri and it's just you know they just haven't and it's just you know they just haven't and it's just you know they just haven't rolled it out in Mass yet for it to be a rolled it out in Mass yet for it to be a rolled it out in Mass yet for it to be a marketable thing so we just have to be marketable thing so we just have to be marketable thing so we just have to be patient and wait so but but again I patient and wait so but but again I patient and wait so but but again I think it's coming by coming from the think it's coming by coming from the think it's coming by coming from the bottom from this Edge layer if you give bottom from this Edge layer if you give bottom from this Edge layer if you give monitoring and predictability at the monitoring and predictability at the monitoring and predictability at the component level it's the stupid example component level it's the stupid example component level it's the stupid example I always give about Commerce website I I always give about Commerce website I I always give about Commerce website I mean you don't do a connection to mean you don't do a connection to mean you don't do a connection to MasterCard with a proprietary modem to MasterCard with a proprietary modem to MasterCard with a proprietary modem to do credit card transaction two days you do credit card transaction two days you do credit card transaction two days you use a web service so the day we can do use a web service so the day we can do use a web service so the day we can do that with pump and compressor that with pump and compressor that with pump and compressor the Market's going to go to the roof the Market's going to go to the roof the Market's going to go to the roof we're going to be like embedded in we're going to be like embedded in we're going to be like embedded in things and no one's going to know we're things and no one's going to know we're things and no one's going to know we're in there it's going to be some other big in there it's going to be some other big in there it's going to be some other big company who understands their vertical company who understands their vertical company who understands their vertical and actually we're happy with that right and actually we're happy with that right and actually we're happy with that right no kidding I mean you should be I mean no kidding I mean you should be I mean no kidding I mean you should be I mean that's exactly the model the business that's exactly the model the business that's exactly the model the business model that needs to happen in order to model that needs to happen in order to model that needs to happen in order to get yeah we shouldn't even be talked get yeah we shouldn't even be talked get yeah we shouldn't even be talked about it should be company ABC who about it should be company ABC who about it should be company ABC who specializes in in oil and gas drilling

specializes in in oil and gas drilling specializes in in oil and gas drilling that's what it should be that's what it should be that's what it should be right ER you mentioned a little bit oh right ER you mentioned a little bit oh right ER you mentioned a little bit oh I'm sorry a I'm sorry a I'm sorry a question uh it's it's hard to to get the question uh it's it's hard to to get the question uh it's it's hard to to get the to get the mic here today A lot of to get the mic here today A lot of to get the mic here today A lot of questions so actually more or less questions so actually more or less questions so actually more or less everyone here has been involved on the everyone here has been involved on the everyone here has been involved on the iot platforms as well um but do you iot platforms as well um but do you iot platforms as well um but do you think everything has been invented think everything has been invented think everything has been invented already on the iot platforms and how how already on the iot platforms and how how already on the iot platforms and how how do you imagine the Platforms in the iot do you imagine the Platforms in the iot do you imagine the Platforms in the iot Platforms in 10 Platforms in 10 Platforms in 10 years I'm gonna let Aaron answer that I years I'm gonna let Aaron answer that I years I'm gonna let Aaron answer that I always regret this example but I I always regret this example but I I always regret this example but I I always say it for some reason I still go always say it for some reason I still go always say it for some reason I still go back to I just watch a few episodes of back to I just watch a few episodes of back to I just watch a few episodes of Star Trek and I figure out we haven't Star Trek and I figure out we haven't Star Trek and I figure out we haven't done that yet right um I I I I I I now done that yet right um I I I I I I now done that yet right um I I I I I I now you know again I hate saying it out loud you know again I hate saying it out loud you know again I hate saying it out loud but I I always had this stupid Universal but I I always had this stupid Universal but I I always had this stupid Universal translator when they found some ancient translator when they found some ancient translator when they found some ancient alien artifact that suddenly could alien artifact that suddenly could alien artifact that suddenly could understand it and I always thought that understand it and I always thought that understand it and I always thought that was a lie and the other day I'm sitting was a lie and the other day I'm sitting was a lie and the other day I'm sitting there I'm like well maybe gen AI might there I'm like well maybe gen AI might there I'm like well maybe gen AI might help me just read the manual that help me just read the manual that help me just read the manual that somebody else did and maybe I can write somebody else did and maybe I can write somebody else did and maybe I can write the integration off of that right and I the integration off of that right and I the integration off of that right and I I hate leaning into it because you know I hate leaning into it because you know I hate leaning into it because you know there's so much hype in that space but there's so much hype in that space but there's so much hype in that space but I'm starting to think that stuff's real I'm starting to think that stuff's real I'm starting to think that stuff's real so I I really do think there's a world so I I really do think there's a world so I I really do think there's a world where somebody could upload the manual where somebody could upload the manual where somebody could upload the manual from 1956 and it automatically turns from 1956 and it automatically turns from 1956 and it automatically turns into an intelligent asset um maybe 56 is into an intelligent asset um maybe 56 is into an intelligent asset um maybe 56 is old but old but old but 1981 hey 56 was a good year okay stop it 1981 hey 56 was a good year okay stop it 1981 hey 56 was a good year okay stop it some of us not sure how much is some of us not sure how much is some of us not sure how much is connectable for but but 81 might be a connectable for but but 81 might be a connectable for but but 81 might be a good one right but it's still playing

good one right but it's still playing good one right but it's still playing basketball Steve so there you go you basketball Steve so there you go you basketball Steve so there you go you have a great Point Aon because have a great Point Aon because have a great Point Aon because documentation exists so because the documentation exists so because the documentation exists so because the imitation of all this gen crap is that imitation of all this gen crap is that imitation of all this gen crap is that if you don't have the right source and if you don't have the right source and if you don't have the right source and documentation you have a problem so documentation you have a problem so documentation you have a problem so there's probably an interesting there's probably an interesting there's probably an interesting initiative to get all this documentation initiative to get all this documentation initiative to get all this documentation yeah because you know obviously when yeah because you know obviously when yeah because you know obviously when you're creating your own you're creating your own you're creating your own GPT you can take a PDF and upload it and GPT you can take a PDF and upload it and GPT you can take a PDF and upload it and then it scans it kind of summarizes it then it scans it kind of summarizes it then it scans it kind of summarizes it all of a sudden it's super all of a sudden it's super all of a sudden it's super searchable um and so you're right you searchable um and so you're right you searchable um and so you're right you can imagine the next step after that is can imagine the next step after that is can imagine the next step after that is all right you made this part easy let's all right you made this part easy let's all right you made this part easy let's finish the deal making an asset put finish the deal making an asset put finish the deal making an asset put Aaron on the spot we're launching gen Aaron on the spot we're launching gen Aaron on the spot we're launching gen capabilities for intelligent assets next capabilities for intelligent assets next capabilities for intelligent assets next quarter I've seen it I've used it I quarter I've seen it I've used it I quarter I've seen it I've used it I could demo it so it means it's close could demo it so it means it's close could demo it so it means it's close getting close right there so next getting close right there so next getting close right there so next quarter quarter quarter Fair phase one phase one phase one it Fair phase one phase one phase one it Fair phase one phase one phase one it looks good I mean I I think you know so looks good I mean I I think you know so looks good I mean I I think you know so a couple of companies that are doing a couple of companies that are doing a couple of companies that are doing probably something similar to what you probably something similar to what you probably something similar to what you guys are doing um you know I they're guys are doing um you know I they're guys are doing um you know I they're they're kind of in the same state but they're kind of in the same state but they're kind of in the same state but one of the things I noticed and I advis one of the things I noticed and I advis one of the things I noticed and I advis a couple of them on is that make sure a couple of them on is that make sure a couple of them on is that make sure that you understand what the Gen AI in that you understand what the Gen AI in that you understand what the Gen AI in you know augmented sdlc looks like this you know augmented sdlc looks like this you know augmented sdlc looks like this stuff is not magic I've seen it even in stuff is not magic I've seen it even in stuff is not magic I've seen it even in the context of what you guys are look the context of what you guys are look the context of what you guys are look probably looking at using it for probably looking at using it for probably looking at using it for hallucinate but it's more about uh hallucinate but it's more about uh hallucinate but it's more about uh making sure that you tap into the making sure that you tap into the making sure that you tap into the benefits of what the tool can do and

benefits of what the tool can do and benefits of what the tool can do and then how it integrates into the overall then how it integrates into the overall then how it integrates into the overall sdlc and then the cicd flow um if you sdlc and then the cicd flow um if you sdlc and then the cicd flow um if you don't do that man um and they're missing don't do that man um and they're missing don't do that man um and they're missing pieces you know when you see how these pieces you know when you see how these pieces you know when you see how these guys like model out the process flow guys like model out the process flow guys like model out the process flow from going from let's say uh um you know from going from let's say uh um you know from going from let's say uh um you know uh some uh you know observability uh some uh you know observability uh some uh you know observability metrics that they have to pumping out metrics that they have to pumping out metrics that they have to pumping out some code or config file magic you know and it's not the file magic you know and it's not the thing that we loved is we had thing that we loved is we had thing that we loved is we had intelligent assets we spent years intelligent assets we spent years intelligent assets we spent years developing that so we had a framework to developing that so we had a framework to developing that so we had a framework to hydrate right that made the eye stuff hydrate right that made the eye stuff hydrate right that made the eye stuff easier look I'll dumb it down to what I easier look I'll dumb it down to what I easier look I'll dumb it down to what I remember when I was a kid doing air remember when I was a kid doing air remember when I was a kid doing air traffic control we built code in this traffic control we built code in this traffic control we built code in this 4gl called CSP and then eventually we 4gl called CSP and then eventually we 4gl called CSP and then eventually we got good at um coloring between the got good at um coloring between the got good at um coloring between the lines and we said we can automate this lines and we said we can automate this lines and we said we can automate this so we wrote Rec scripts to fill out to so we wrote Rec scripts to fill out to so we wrote Rec scripts to fill out to fill out yes I knew I knew Rob that to fill out yes I knew I knew Rob that to fill out yes I knew I knew Rob that to fill out the string replacement to fill out the string replacement to fill out the string replacement to automate this this is obviously that's a automate this this is obviously that's a automate this this is obviously that's a rudimentary example of what we did back rudimentary example of what we did back rudimentary example of what we did back in the late 80s but I think this is what in the late 80s but I think this is what in the late 80s but I think this is what you do with J what we're doing with it you do with J what we're doing with it you do with J what we're doing with it is like okay use all this knowledge to is like okay use all this knowledge to is like okay use all this knowledge to fill in the gaps you're not just coding fill in the gaps you're not just coding fill in the gaps you're not just coding from scratch you are coding within a from scratch you are coding within a from scratch you are coding within a framework that automates this whole framework that automates this whole framework that automates this whole process yeah that's cool man that's process yeah that's cool man that's process yeah that's cool man that's awesome looking forward to it I was awesome looking forward to it I was awesome looking forward to it I was writing Rex code on a Submarine writing Rex code on a Submarine writing Rex code on a Submarine underwater basically you did everything

underwater basically you did everything underwater basically you did everything I did but and a nuclear powered sub so I did but and a nuclear powered sub so I did but and a nuclear powered sub so that makes you so much cooler I that makes you so much cooler I that makes you so much cooler I mean in an IBM office and with nuclears mean in an IBM office and with nuclears mean in an IBM office and with nuclears by the hand you just the fact that we we by the hand you just the fact that we we by the hand you just the fact that we we don't know why we we don't know why we don't know why we we don't know why we don't know why we we don't know why we survive now because I just made sure survive now because I just made sure survive now because I just made sure that we had os2 and Rex on a submarine that we had os2 and Rex on a submarine that we had os2 and Rex on a submarine that's the that's the takeaway instead that's the that's the takeaway instead that's the that's the takeaway instead of Windows 3.1 mvst of Windows 3.1 mvst of Windows 3.1 mvst TSO Inland you're telling us that TSO Inland you're telling us that TSO Inland you're telling us that nuclear warfare was just one coma nuclear warfare was just one coma nuclear warfare was just one coma away yeah just thank goodness none of my away yeah just thank goodness none of my away yeah just thank goodness none of my code made it to production for air so hey guys um before we wrap it up here so hey guys um before we wrap it up here really quick did we miss really quick did we miss really quick did we miss anything is there anything else that we anything is there anything else that we anything is there anything else that we need to talk let's what are the other need to talk let's what are the other need to talk let's what are the other Secrets what's the can you tell us like Secrets what's the can you tell us like Secrets what's the can you tell us like your business model how people buy your your business model how people buy your your business model how people buy your product you know I mean is it all product you know I mean is it all product you know I mean is it all developers I mean are we all are you developers I mean are we all are you developers I mean are we all are you selling only through developers or is selling only through developers or is selling only through developers or is there a channel partner program or this there a channel partner program or this there a channel partner program or this channel Partners um we're working with a channel Partners um we're working with a channel Partners um we're working with a number of Partners Google's been a number of Partners Google's been a number of Partners Google's been a really good partner because they've kind really good partner because they've kind really good partner because they've kind of picked up where we left we we picked of picked up where we left we we picked of picked up where we left we we picked up where they left off so their sellers up where they left off so their sellers up where they left off so their sellers are actually promoting us you get all are actually promoting us you get all are actually promoting us you get all our products easily on the Google our products easily on the Google our products easily on the Google marketplace the other marketplaces will marketplace the other marketplaces will marketplace the other marketplaces will eventually get to but we're Cloud eventually get to but we're Cloud eventually get to but we're Cloud agnostics you can run Us in any of the agnostics you can run Us in any of the agnostics you can run Us in any of the clouds so you know you can contact us at clouds so you know you can contact us at clouds so you know you can contact us at clear blade.com you can contact us at clear blade.com you can contact us at clear blade.com you can contact us at info@ clear blade.com I'm going to give info@ clear blade.com I'm going to give info@ clear blade.com I'm going to give out aon's personal sell number right now

out aon's personal sell number right now out aon's personal sell number right now but you know ping me on LinkedIn right but you know ping me on LinkedIn right but you know ping me on LinkedIn right we're not we're not a huge massive we're not we're not a huge massive we're not we're not a huge massive company we're under 50 people but we we company we're under 50 people but we we company we're under 50 people but we we we punch way above our weight we're we punch way above our weight we're we punch way above our weight we're proud of our engineers and I think our proud of our engineers and I think our proud of our engineers and I think our secret I say this all the time we've secret I say this all the time we've secret I say this all the time we've been able to keep Engineers 10 12 plus been able to keep Engineers 10 12 plus been able to keep Engineers 10 12 plus years that graduated from really good years that graduated from really good years that graduated from really good universities in Austin Texas and and in universities in Austin Texas and and in universities in Austin Texas and and in Chicago area and all over and that says Chicago area and all over and that says Chicago area and all over and that says something about what's being built I something about what's being built I something about what's being built I think um I um most of these people could think um I um most of these people could think um I um most of these people could go get higher paying jobs elsewhere I'll go get higher paying jobs elsewhere I'll go get higher paying jobs elsewhere I'll be honest and they're going to listen to be honest and they're going to listen to be honest and they're going to listen to this and we're lose half our staff right this and we're lose half our staff right this and we're lose half our staff right oh my God what they're an amazing group oh my God what they're an amazing group oh my God what they're an amazing group of Engineers and they're very diverse of Engineers and they're very diverse of Engineers and they're very diverse and they come from all different aspects and they come from all different aspects and they come from all different aspects and and and uh I think that's really the and and and uh I think that's really the and and and uh I think that's really the secret sauces we've been able to keep secret sauces we've been able to keep secret sauces we've been able to keep them together somehow with with with them together somehow with with with them together somehow with with with what we're building here and and online what we're building here and and online what we're building here and and online you can go do your 30 minute demo will you can go do your 30 minute demo will you can go do your 30 minute demo will they learn a lot and get out of that they learn a lot and get out of that they learn a lot and get out of that what they need in 30 minutes yeah yeah what they need in 30 minutes yeah yeah what they need in 30 minutes yeah yeah they will they get at least the basics they will they get at least the basics they will they get at least the basics of intelligent assets and see what you of intelligent assets and see what you of intelligent assets and see what you can do for so for sure and we'll we're can do for so for sure and we'll we're can do for so for sure and we'll we're happy that walk anyone through it and happy that walk anyone through it and happy that walk anyone through it and and and tell lots of interesting stories and and tell lots of interesting stories and and tell lots of interesting stories about how it's being used awesome you about how it's being used awesome you about how it's being used awesome you know over the years different platforms know over the years different platforms know over the years different platforms just the way they charge how they make just the way they charge how they make just the way they charge how they make money it's I've seen by device I've seen money it's I've seen by device I've seen money it's I've seen by device I've seen by messages per day I've seen by size by messages per day I've seen by size by messages per day I've seen by size I've seen classic you know Perpetual I've seen classic you know Perpetual I've seen classic you know Perpetual licenses for servers yep we do it by so licenses for servers yep we do it by so licenses for servers yep we do it by so we data volume for iot core to match

we data volume for iot core to match we data volume for iot core to match what Google did everything else is by what Google did everything else is by what Google did everything else is by CPU CPU CPU utilization in the cloud and at the edge utilization in the cloud and at the edge utilization in the cloud and at the edge so very simple we we try to get like a so very simple we we try to get like a so very simple we we try to get like a server core license or is this like yeah server core license or is this like yeah server core license or is this like yeah pretty much like a virtual CPU basically pretty much like a virtual CPU basically pretty much like a virtual CPU basically said look how we're going to get charged said look how we're going to get charged said look how we're going to get charged in the cloud we're just going to charge in the cloud we're just going to charge in the cloud we're just going to charge that amount and uplift it what we think that amount and uplift it what we think that amount and uplift it what we think the value cost plus 10 whatever yeah and the value cost plus 10 whatever yeah and the value cost plus 10 whatever yeah and listen we've got one customer streaming listen we've got one customer streaming listen we've got one customer streaming 10,000 messages a second that does scale 10,000 messages a second that does scale 10,000 messages a second that does scale and and and we're very proud of our and and and we're very proud of our and and and we're very proud of our throughput so look there could be a data throughput so look there could be a data throughput so look there could be a data model all know is at scale we're very model all know is at scale we're very model all know is at scale we're very efficient and we've proven we can be 60 efficient and we've proven we can be 60 efficient and we've proven we can be 60 70% less expensive than other Solutions 70% less expensive than other Solutions 70% less expensive than other Solutions in the cloud is that's really different in the cloud is that's really different in the cloud is that's really different a lot of people are trying to do it a a lot of people are trying to do it a a lot of people are trying to do it a different way and so you had to do a lot different way and so you had to do a lot different way and so you had to do a lot of engineering a lot of testing to say of engineering a lot of testing to say of engineering a lot of testing to say one virtual CPU can handle this kind of one virtual CPU can handle this kind of one virtual CPU can handle this kind of load this IO this CPU load this IO this CPU load this IO this CPU utilization this is what we think's utilization this is what we think's utilization this is what we think's right okay several hundred spreadsheets right okay several hundred spreadsheets right okay several hundred spreadsheets from engineering I'm trying to calculate from engineering I'm trying to calculate from engineering I'm trying to calculate this and then basically the confidence this and then basically the confidence this and then basically the confidence to say we can handle math workload at to say we can handle math workload at to say we can handle math workload at scale let's just price it at this and scale let's just price it at this and scale let's just price it at this and and we should be able to make money it's and we should be able to make money it's and we should be able to make money it's still evolving and we're so far so good still evolving and we're so far so good still evolving and we're so far so good right we haven't had anyone break the right we haven't had anyone break the right we haven't had anyone break the model yet for us awesome that's model yet for us awesome that's model yet for us awesome that's interesting that's cool also as I said interesting that's cool also as I said interesting that's cool also as I said earlier it's not intrusive in the end earlier it's not intrusive in the end earlier it's not intrusive in the end result business model because there's result business model because there's result business model because there's too many I companies TR say oh you're G too many I companies TR say oh you're G too many I companies TR say oh you're G to save 10 Millions give me to save 10 Millions give me to save 10 Millions give me one yeah NE the flexibility to take your

one yeah NE the flexibility to take your one yeah NE the flexibility to take your football to another field if you don't football to another field if you don't football to another field if you don't like the field you're playing on right like the field you're playing on right like the field you're playing on right if for some reason I go from from Google if for some reason I go from from Google if for some reason I go from from Google to somewhere else or Microsoft to to somewhere else or Microsoft to to somewhere else or Microsoft to somewhere else weave yourself into the somewhere else weave yourself into the somewhere else weave yourself into the services that you enjoy and love in services that you enjoy and love in services that you enjoy and love in those clouds that's that's how you make those clouds that's that's how you make those clouds that's that's how you make yourself sticky but that's up to the yourself sticky but that's up to the yourself sticky but that's up to the customer that's not what we tell them customer that's not what we tell them customer that's not what we tell them what to what to what to do all right guys so um that this is our do all right guys so um that this is our do all right guys so um that this is our 200th episode that was awesome guys and 200th episode that was awesome guys and 200th episode that was awesome guys and thanks for sponsoring it I'm sure the thanks for sponsoring it I'm sure the thanks for sponsoring it I'm sure the kids are going to get the those laptops kids are going to get the those laptops kids are going to get the those laptops and connect connectivity are going to and connect connectivity are going to and connect connectivity are going to thank clear B blade but you know um thank clear B blade but you know um thank clear B blade but you know um because we have David Vasquez because we have David Vasquez because we have David Vasquez on he has to take us out so do your duty on he has to take us out so do your duty on he has to take us out so do your duty dude again folks you're here yet again dude again folks you're here yet again dude again folks you're here yet again you have made it to another episode of you have made it to another episode of you have made it to another episode of iot coffee talk a very special one it's iot coffee talk a very special one it's iot coffee talk a very special one it's number number number 202000 that is 202000 that is 202000 that is 3.84 years of data that will be scraped 3.84 years of data that will be scraped 3.84 years of data that will be scraped by jni and will be repackaged and feed by jni and will be repackaged and feed by jni and will be repackaged and feed this data to the population we'd like to this data to the population we'd like to this data to the population we'd like to take we'd like to thank the team at take we'd like to thank the team at take we'd like to thank the team at Clear blade for sponsoring this episode Clear blade for sponsoring this episode Clear blade for sponsoring this episode and like Leonard mentioned that daero and like Leonard mentioned that daero and like Leonard mentioned that daero goes straight into elevator kits we are goes straight into elevator kits we are goes straight into elevator kits we are trying to close the digital divide one trying to close the digital divide one trying to close the digital divide one CPU and one platform migration at the CPU and one platform migration at the CPU and one platform migration at the time okay so thank you for listening time okay so thank you for listening time okay so thank you for listening remember anything that you hear from us remember anything that you hear from us remember anything that you hear from us do not short the company do not buy the

do not short the company do not buy the do not short the company do not buy the stock either you don't want to make stock either you don't want to make stock either you don't want to make financial decisions here but we financial decisions here but we financial decisions here but we appreciate you we appreciate the appreciate you we appreciate the appreciate you we appreciate the downloads we appreciate you hanging out downloads we appreciate you hanging out downloads we appreciate you hanging out with this crowd where we're not with this crowd where we're not with this crowd where we're not sponsored we tell it like it is and we sponsored we tell it like it is and we sponsored we tell it like it is and we are lifting the community thank you and are lifting the community thank you and are lifting the community thank you and thank you again to clear blade and we're thank you again to clear blade and we're thank you again to clear blade and we're going to see you guys next week right going to see you guys next week right going to see you guys next week right here like us share us tell your cousins here like us share us tell your cousins here like us share us tell your cousins tell your mama tell your Grammy iot tell your mama tell your Grammy iot tell your mama tell your Grammy iot coffee coffee coffee talk all right David all right I love it talk all right David all right I love it talk all right David all right I love it I love it it [Music]