IoT Coffee Talk: Episode 142 - RFPs are Lame!

ER will be proud rock and roll man Van ER will be proud rock and roll man Van Halen forever and ever Halen forever and ever Halen forever and ever yes sir yes sir yes sir ah hey how's it going guys everybody ah hey how's it going guys everybody ah hey how's it going guys everybody Welcome to iot Coffee Talk this is like this is like a weird morning how are you guys doing a weird morning how are you guys doing a weird morning how are you guys doing are you guys doing just you know looking are you guys doing just you know looking are you guys doing just you know looking out for looking out for balloons in the out for looking out for balloons in the out for looking out for balloons in the sky that's what I've been doing oh man oh man I mean it all boils down to balloons now I mean it all boils down to balloons now I mean it all boils down to balloons now right I mean we've come to this yes yes right I mean we've come to this yes yes right I mean we've come to this yes yes yes uh well you know it makes uh I don't yes uh well you know it makes uh I don't yes uh well you know it makes uh I don't know it makes for a you know great topic know it makes for a you know great topic know it makes for a you know great topic of you know of all things you know of you know of all things you know of you know of all things you know spying with with the Internet of Things spying with with the Internet of Things spying with with the Internet of Things yeah yeah yeah I mean they were not trying you know so I mean they were not trying you know so I mean they were not trying you know so I was shocked to find out that the you I was shocked to find out that the you I was shocked to find out that the you know um when I heard when I saw the know um when I heard when I saw the know um when I heard when I saw the first images of the balloon you know I first images of the balloon you know I first images of the balloon you know I thought thought thought hot air balloon size thing yeah we see hot air balloon size thing yeah we see hot air balloon size thing yeah we see down in New Mexico for the festival that down in New Mexico for the festival that down in New Mexico for the festival that you know sort of thing but apparently you know sort of thing but apparently you know sort of thing but apparently the the base that had the the equipment the the base that had the the equipment the the base that had the the equipment in question was like the size of like in question was like the size of like in question was like the size of like three bus school buses like it was a big three bus school buses like it was a big three bus school buses like it was a big thing like you had like spice cooking thing like you had like spice cooking thing like you had like spice cooking there and making each other breakfast there and making each other breakfast there and making each other breakfast whatever electricity whatever electricity whatever electricity yes you know I thought the balloon that yes you know I thought the balloon that yes you know I thought the balloon that whole balloon was the size of three I whole balloon was the size of three I whole balloon was the size of three I didn't know that just the assembly yes didn't know that just the assembly yes didn't know that just the assembly yes well yeah no wonder you're not gonna

well yeah no wonder you're not gonna well yeah no wonder you're not gonna shoot that thing down I mean that's why shoot that thing down I mean that's why shoot that thing down I mean that's why that's like the international half of that's like the international half of that's like the international half of the International Space Station coming the International Space Station coming the International Space Station coming down you know what I'm saying I mean down you know what I'm saying I mean down you know what I'm saying I mean yeah yeah yeah yeah yeah yeah is that really true that's accurate it's is that really true that's accurate it's is that really true that's accurate it's the size of three buses the size of three buses the size of three buses you know what I am unless you know what I am unless you know what I am unless um because we're iot coffee talk people um because we're iot coffee talk people um because we're iot coffee talk people I'm gonna fact check myself right now so I'm gonna fact check myself right now so I'm gonna fact check myself right now so let me open another one you know let me open another one you know let me open another one you know Google's right there for you but hey you Google's right there for you but hey you Google's right there for you but hey you know know know um uh it's uh I'm freaking what the hell um uh it's uh I'm freaking what the hell um uh it's uh I'm freaking what the hell are we gonna talk about hey oh so are we gonna talk about hey oh so are we gonna talk about hey oh so um Mark poo sent like some Tetris thing um Mark poo sent like some Tetris thing um Mark poo sent like some Tetris thing did you see that iot Tetris I I tried playing it I really iot Tetris I I tried playing it I really suck at it I think I got maybe 10 points suck at it I think I got maybe 10 points suck at it I think I got maybe 10 points and some guy got like 20 000 is pretty and some guy got like 20 000 is pretty and some guy got like 20 000 is pretty crazy I'm really bad so I went into my I crazy I'm really bad so I went into my I crazy I'm really bad so I went into my I mean it's funny I'm using Safari which I mean it's funny I'm using Safari which I mean it's funny I'm using Safari which I know uses Google on the back end but know uses Google on the back end but know uses Google on the back end but when I type size space off with Chinese when I type size space off with Chinese when I type size space off with Chinese balloon so this machine is listening to balloon so this machine is listening to balloon so this machine is listening to us first of all okay and now an article us first of all okay and now an article us first of all okay and now an article from Reuters which you know the pencil from Reuters which you know the pencil from Reuters which you know the pencil us is a reputable news outlet and I us is a reputable news outlet and I us is a reputable news outlet and I quote uh that the surveillance payload quote uh that the surveillance payload quote uh that the surveillance payload the size of a regional passenger jet the size of a regional passenger jet the size of a regional passenger jet so yes it's the size of yes it's the so yes it's the size of yes it's the so yes it's the size of yes it's the size of a couple of school buses I had size of a couple of school buses I had size of a couple of school buses I had that right

that right that right yeah of course you're not going to shoot yeah of course you're not going to shoot yeah of course you're not going to shoot that thing down over land no it can for that thing down over land no it can for that thing down over land no it can for like you know like in a parking lot at a like you know like in a parking lot at a like you know like in a parking lot at a Walmart and you know kill good people Walmart and you know kill good people Walmart and you know kill good people well yeah and you know you don't really well yeah and you know you don't really well yeah and you know you don't really know what's in it right so I know it know what's in it right so I know it know what's in it right so I know it says it was taller than the Statue of says it was taller than the Statue of says it was taller than the Statue of Liberty so it's kind of hard to miss Liberty so it's kind of hard to miss Liberty so it's kind of hard to miss that one oh yeah that one oh yeah that one oh yeah yeah yeah yeah wow okay I mean at that point why didn't wow okay I mean at that point why didn't wow okay I mean at that point why didn't we just have someone like fly up and we just have someone like fly up and we just have someone like fly up and just walk right onto the thing you know just walk right onto the thing you know just walk right onto the thing you know check out what's going on check out what's going on check out what's going on we're like we're like no no just we're like we're like no no just we're like we're like no no just so violent dude yes and now they're like so violent dude yes and now they're like so violent dude yes and now they're like trying to reverse engineer like oh how trying to reverse engineer like oh how trying to reverse engineer like oh how do we put together these thousands of do we put together these thousands of do we put together these thousands of pieces you don't make it into a thousand pieces you don't make it into a thousand pieces you don't make it into a thousand pieces to begin with pieces to begin with pieces to begin with yes you know what they should they yes you know what they should they yes you know what they should they should like put it somehow and then blow should like put it somehow and then blow should like put it somehow and then blow up the balloon and let it just fall down up the balloon and let it just fall down up the balloon and let it just fall down you know with a standard parachute yeah you know with a standard parachute yeah you know with a standard parachute yeah yeah exactly just poke just you know iot yeah exactly just poke just you know iot yeah exactly just poke just you know iot a drone up there have it poke a few a drone up there have it poke a few a drone up there have it poke a few holes have it you know slowly yeah we're holes have it you know slowly yeah we're holes have it you know slowly yeah we're like we're like nope let's just blow it like we're like nope let's just blow it like we're like nope let's just blow it up now yeah and I know the perfect up now yeah and I know the perfect up now yeah and I know the perfect person to do it is like freaking Tom person to do it is like freaking Tom person to do it is like freaking Tom Cruise man I mean yes that dude's doing Cruise man I mean yes that dude's doing Cruise man I mean yes that dude's doing all kinds of crazy stunts and he could all kinds of crazy stunts and he could all kinds of crazy stunts and he could probably like base jump off of like a probably like base jump off of like a probably like base jump off of like a ultra high one of those ultra high ultra high one of those ultra high ultra high one of those ultra high balloons have you seen that video where balloons have you seen that video where balloons have you seen that video where that dude's like jumping off like that dude's like jumping off like that dude's like jumping off like literally the Red Bull guy yeah I mean

literally the Red Bull guy yeah I mean literally the Red Bull guy yeah I mean he's not like Beyond 60 90 000 feet you he's not like Beyond 60 90 000 feet you he's not like Beyond 60 90 000 feet you know just have that dude just like base know just have that dude just like base know just have that dude just like base jump down do like you know in Star Trek jump down do like you know in Star Trek jump down do like you know in Star Trek you know that star the the Remake where you know that star the the Remake where you know that star the the Remake where they're like jumping off of that that they're like jumping off of that that they're like jumping off of that that drilling rig the Earth the Planet Killer drilling rig the Earth the Planet Killer drilling rig the Earth the Planet Killer rig yeah yeah do that but anyway rig yeah yeah do that but anyway rig yeah yeah do that but anyway yeah so hey this is great Ryan you're on yeah so hey this is great Ryan you're on yeah so hey this is great Ryan you're on again we needed uh Young Blood again we needed uh Young Blood again we needed uh Young Blood you know it's all of us old people like you know it's all of us old people like you know it's all of us old people like talking a bunch of BS is like it's no talking a bunch of BS is like it's no talking a bunch of BS is like it's no bueno as Rob would say you know yeah bueno as Rob would say you know yeah bueno as Rob would say you know yeah yeah so it's good to have you back dude yeah so it's good to have you back dude yeah so it's good to have you back dude you should jump on more often so you you should jump on more often so you you should jump on more often so you know uh we can beat up on you I'd love know uh we can beat up on you I'd love know uh we can beat up on you I'd love to I want to for sure I always enjoy it to I want to for sure I always enjoy it to I want to for sure I always enjoy it it's always a good time it's the other it's always a good time it's the other it's always a good time it's the other way around because you you are like so way around because you you are like so way around because you you are like so down in the weeds with the tools and the down in the weeds with the tools and the down in the weeds with the tools and the software and the hardware it's good to software and the hardware it's good to software and the hardware it's good to hear from you hear from you hear from you um because you know you're working with um because you know you're working with um because you know you're working with customers and in your sales teams to customers and in your sales teams to customers and in your sales teams to actually try to you know sell stuff so actually try to you know sell stuff so actually try to you know sell stuff so yeah and uh yeah yeah so yeah my my yeah and uh yeah yeah so yeah my my yeah and uh yeah yeah so yeah my my heart goes out to you and your sales heart goes out to you and your sales heart goes out to you and your sales team team team you know it's uh it's rough in the iot you know it's uh it's rough in the iot you know it's uh it's rough in the iot game everyone's uh I've been seeing this game everyone's uh I've been seeing this game everyone's uh I've been seeing this this uh this hype on on social media this uh this hype on on social media this uh this hype on on social media lately they're they're saying iot is lately they're they're saying iot is lately they're they're saying iot is dead that was a fad and it's like no dead that was a fad and it's like no dead that was a fad and it's like no it's like saying cellular networks was a

it's like saying cellular networks was a it's like saying cellular networks was a fad like it's it's you know no it's not fad like it's it's you know no it's not fad like it's it's you know no it's not you're still gonna have to use it you're still gonna have to use it you're still gonna have to use it there's still plenty of use cases out there's still plenty of use cases out there's still plenty of use cases out there you know what I want to make there you know what I want to make there you know what I want to make something very clear to our audience something very clear to our audience something very clear to our audience because you know oftentimes we don't because you know oftentimes we don't because you know oftentimes we don't have Ryan on and we all just sound like have Ryan on and we all just sound like have Ryan on and we all just sound like a really grumpy old people a really grumpy old people a really grumpy old people um we have nothing against the um we have nothing against the um we have nothing against the technology we have everything against technology we have everything against technology we have everything against the nonsense that floats ridiculous the nonsense that floats ridiculous the nonsense that floats ridiculous expectations around the the technology expectations around the the technology expectations around the the technology that's what we have a problem with and that's what we have a problem with and that's what we have a problem with and um you know I and it's real do you know um you know I and it's real do you know um you know I and it's real do you know what I'm saying and um uh it's really what I'm saying and um uh it's really what I'm saying and um uh it's really hard to make a case or an argument that hard to make a case or an argument that hard to make a case or an argument that hype is actually good I think what's hype is actually good I think what's hype is actually good I think what's much more uh beneficial is if you just much more uh beneficial is if you just much more uh beneficial is if you just can figure out okay how can we actually can figure out okay how can we actually can figure out okay how can we actually use this technology near term right and use this technology near term right and use this technology near term right and then uh step by step you know scale out then uh step by step you know scale out then uh step by step you know scale out a profitable model for everybody in a profitable model for everybody in a profitable model for everybody in delivering value to the End Market and delivering value to the End Market and delivering value to the End Market and that that is what has been a complete that that is what has been a complete that that is what has been a complete distraction and you know I get to work distraction and you know I get to work distraction and you know I get to work with a lot of companies a lot of brands with a lot of companies a lot of brands with a lot of companies a lot of brands um in the tech tech industry um in the tech tech industry um in the tech tech industry and I'll tell you man it is a serious and I'll tell you man it is a serious and I'll tell you man it is a serious problem and you know I'm like one of problem and you know I'm like one of problem and you know I'm like one of those analysts who doesn't go in and those analysts who doesn't go in and those analysts who doesn't go in and just like digest what you know the CEO just like digest what you know the CEO just like digest what you know the CEO says or the XYZ executive says you know says or the XYZ executive says you know says or the XYZ executive says you know my my lens is on okay how realistic is my my lens is on okay how realistic is my my lens is on okay how realistic is what you're saying vis-a-vis you know

what you're saying vis-a-vis you know what you're saying vis-a-vis you know what we you know I know you know my what we you know I know you know my what we you know I know you know my community expert friends like you guys community expert friends like you guys community expert friends like you guys know about the state of the technology know about the state of the technology know about the state of the technology um the ability to take technology and um the ability to take technology and um the ability to take technology and then you know convert that into an then you know convert that into an then you know convert that into an application that is valuable to an application that is valuable to an application that is valuable to an Enterprise for whatever purpose you know Enterprise for whatever purpose you know Enterprise for whatever purpose you know so anyways I've been giving you a lot of so anyways I've been giving you a lot of so anyways I've been giving you a lot of those debates and uh hey Rob one of your those debates and uh hey Rob one of your those debates and uh hey Rob one of your internet are you out at the hotel your internet are you out at the hotel your internet are you out at the hotel your beautiful hotel in Coronado by the way beautiful hotel in Coronado by the way beautiful hotel in Coronado by the way jeez I dropped him off last night had jeez I dropped him off last night had jeez I dropped him off last night had dinner with Bill pew pew and uh because dinner with Bill pew pew and uh because dinner with Bill pew pew and uh because these dudes are over at distribute Tech these dudes are over at distribute Tech these dudes are over at distribute Tech this week yes this week yes this week yes um yeah and we had really nice dinner in um yeah and we had really nice dinner in um yeah and we had really nice dinner in downtown at a place called the urban downtown at a place called the urban downtown at a place called the urban wood that I used to go to all the time wood that I used to go to all the time wood that I used to go to all the time when I was living downtown but um when I was living downtown but um when I was living downtown but um hey Rob what's up hey Rob what's up hey Rob what's up okay well okay well okay well we'll call it Hotel Wi-Fi yeah yeah we'll call it Hotel Wi-Fi yeah yeah we'll call it Hotel Wi-Fi yeah yeah but but I think yeah I think you're but but I think yeah I think you're but but I think yeah I think you're right there's there's a lot of value to right there's there's a lot of value to right there's there's a lot of value to when you're talking to these companies when you're talking to these companies when you're talking to these companies and and when I was selling Machine and and when I was selling Machine and and when I was selling Machine Vision or software whatever it is I Vision or software whatever it is I Vision or software whatever it is I always told them you know your business always told them you know your business always told them you know your business really well yeah I've just seen really well yeah I've just seen really well yeah I've just seen everyone's business I've had this type everyone's business I've had this type everyone's business I've had this type of conversation with 300 different types of conversation with 300 different types of conversation with 300 different types of Manufacturers or x amount of of Manufacturers or x amount of of Manufacturers or x amount of different so I just know a few more different so I just know a few more different so I just know a few more tricks I'll call them or a few more like tricks I'll call them or a few more like tricks I'll call them or a few more like proven unpublished business use cases proven unpublished business use cases proven unpublished business use cases out there so being able to just kind of

out there so being able to just kind of out there so being able to just kind of facilitate okay explain to me your facilitate okay explain to me your facilitate okay explain to me your organization and your high level issues organization and your high level issues organization and your high level issues and then let's talk about the and then let's talk about the and then let's talk about the feasibility instead of leading with the feasibility instead of leading with the feasibility instead of leading with the technology a lot of people lead with the technology a lot of people lead with the technology a lot of people lead with the technology in our push and product right technology in our push and product right technology in our push and product right and I think that's where it gets really and I think that's where it gets really and I think that's where it gets really messy when you're trying to just force messy when you're trying to just force messy when you're trying to just force that into maybe something that's that's that into maybe something that's that's that into maybe something that's that's not top of mind at that yeah but but so not top of mind at that yeah but but so not top of mind at that yeah but but so you're right and I won't defend it but you're right and I won't defend it but you're right and I won't defend it but we have to understand that that's that's we have to understand that that's that's we have to understand that that's that's very it's very typical because you know very it's very typical because you know very it's very typical because you know like everyone has a product everywhere like everyone has a product everywhere like everyone has a product everywhere something they're pushing you know something they're pushing you know something they're pushing you know compensation drives Behavior coin compensation drives Behavior coin compensation drives Behavior coin operator whatever whatever but it's operator whatever whatever but it's operator whatever whatever but it's something that uh you know the good ones something that uh you know the good ones something that uh you know the good ones learned it the hard way and very few learned it the hard way and very few learned it the hard way and very few learn it ahead of time and go like oh learn it ahead of time and go like oh learn it ahead of time and go like oh wait these people have paved the way wait these people have paved the way wait these people have paved the way there is a better way let me understand there is a better way let me understand there is a better way let me understand the business the business the business because you know speaking from because you know speaking from because you know speaking from experience you know the the deals that experience you know the the deals that experience you know the the deals that turned out the best for me was when I turned out the best for me was when I turned out the best for me was when I told the customer oh you know what we told the customer oh you know what we told the customer oh you know what we don't fit here man yeah they're not like don't fit here man yeah they're not like don't fit here man yeah they're not like no I will be a waste of time a waste of no I will be a waste of time a waste of no I will be a waste of time a waste of money let's stay friends and I explained money let's stay friends and I explained money let's stay friends and I explained why I thought that that was the case why I thought that that was the case why I thought that that was the case yeah and months later it's like dude you yeah and months later it's like dude you yeah and months later it's like dude you know we were thinking about it and and know we were thinking about it and and know we were thinking about it and and then it turned into something because then it turned into something because then it turned into something because they say you're transparent they see you they say you're transparent they see you they say you're transparent they see you as a partner and and when the customer as a partner and and when the customer as a partner and and when the customer figures out that if you don't add value

figures out that if you don't add value figures out that if you don't add value you are actually the first person to you are actually the first person to you are actually the first person to call that out and you you know you get call that out and you you know you get call that out and you you know you get out of Dodge like don't forget that yeah out of Dodge like don't forget that yeah out of Dodge like don't forget that yeah the opposite is true uh when you saw the opposite is true uh when you saw the opposite is true uh when you saw them that system and here I am to your them that system and here I am to your them that system and here I am to your pose yesterday yes I can integrate with pose yesterday yes I can integrate with pose yesterday yes I can integrate with sap well let me not tell you right now sap well let me not tell you right now sap well let me not tell you right now what that really means yeah yeah what that really means yeah yeah what that really means yeah yeah I can yes we can do that but what I can yes we can do that but what I can yes we can do that but what they're not finishing the sentence with they're not finishing the sentence with they're not finishing the sentence with it's just gonna cost you thirty thousand it's just gonna cost you thirty thousand it's just gonna cost you thirty thousand dollars more and you're gonna have to dollars more and you're gonna have to dollars more and you're gonna have to talk to this other partner and then talk to this other partner and then talk to this other partner and then you're probably gonna pay some you're probably gonna pay some you're probably gonna pay some integration on top of that so yeah but integration on top of that so yeah but integration on top of that so yeah but you always have to you always have to you always have to you always have to you always have to you always have to customize you always have to integrate customize you always have to integrate customize you always have to integrate and and and um you know uh um you know uh um you know uh here's the thing and I I really liked here's the thing and I I really liked here's the thing and I I really liked your post Ryan I love what you're saying your post Ryan I love what you're saying your post Ryan I love what you're saying David because you're absolutely right David because you're absolutely right David because you're absolutely right some of the the most gangster stuff I've some of the the most gangster stuff I've some of the the most gangster stuff I've ever done is go in ever done is go in ever done is go in um into an RFP uh process go and do um into an RFP uh process go and do um into an RFP uh process go and do orals and orals and orals and um tell the client well you know what um tell the client well you know what um tell the client well you know what we're not going to be participating in we're not going to be participating in we're not going to be participating in this bid because we don't believe that this bid because we don't believe that this bid because we don't believe that your RFP is well done it doesn't reflect your RFP is well done it doesn't reflect your RFP is well done it doesn't reflect um it doesn't reflect knowledge and do um it doesn't reflect knowledge and do um it doesn't reflect knowledge and do consideration of all the things that you consideration of all the things that you consideration of all the things that you should be really asking uh and should be really asking uh and should be really asking uh and oftentimes in the RFP process we see oftentimes in the RFP process we see oftentimes in the RFP process we see like when I saw like gaps in

like when I saw like gaps in like when I saw like gaps in understanding of like the basic stuff I understanding of like the basic stuff I understanding of like the basic stuff I would put that into the questions and if would put that into the questions and if would put that into the questions and if we didn't see that kind of come back in we didn't see that kind of come back in we didn't see that kind of come back in subsequent phases of the uh the you know subsequent phases of the uh the you know subsequent phases of the uh the you know the um RFP process we just it was we're the um RFP process we just it was we're the um RFP process we just it was we're out of here because you know there's out of here because you know there's out of here because you know there's nothing worse than dealing with a nothing worse than dealing with a nothing worse than dealing with a customer has no idea what their what a customer has no idea what their what a customer has no idea what their what a good partner looks like or what a uh good partner looks like or what a uh good partner looks like or what a uh that the solution should look like and that the solution should look like and that the solution should look like and sometimes it's a great indication of how sometimes it's a great indication of how sometimes it's a great indication of how detached from reality they are and if detached from reality they are and if detached from reality they are and if they're taking this and scraping it off they're taking this and scraping it off they're taking this and scraping it off of let's say Google or they want to chat of let's say Google or they want to chat of let's say Google or they want to chat GTP and say hey GTP and say hey GTP and say hey pump out an RFP for me pump out an RFP for me pump out an RFP for me you're gonna just you will see the mind you're gonna just you will see the mind you're gonna just you will see the mind of the customer and sometimes what you of the customer and sometimes what you of the customer and sometimes what you learn is they don't know how they're learn is they don't know how they're learn is they don't know how they're talking about well that means is talking about well that means is talking about well that means is a Fortune 500 manufacturer hired ahead a Fortune 500 manufacturer hired ahead a Fortune 500 manufacturer hired ahead of sourcing straight out of high school of sourcing straight out of high school of sourcing straight out of high school and told them do this and told them do this and told them do this the guy's like okay okay okay I will do the guy's like okay okay okay I will do the guy's like okay okay okay I will do it and then you got the RFP for that it and then you got the RFP for that it and then you got the RFP for that reason I'm out reason I'm out reason I'm out [Laughter] [Laughter] [Laughter] Rob's got the presidential suite over Rob's got the presidential suite over Rob's got the presidential suite over there and and I don't know from the there and and I don't know from the there and and I don't know from the glare is this do we have an ocean view glare is this do we have an ocean view glare is this do we have an ocean view or can you fish out of your balcony I or can you fish out of your balcony I or can you fish out of your balcony I unfortunately do not have the ocean view unfortunately do not have the ocean view unfortunately do not have the ocean view I'm very close to the ocean but not I'm very close to the ocean but not I'm very close to the ocean but not right there but right there but right there but and I'm not at the Del Coronado but I am

and I'm not at the Del Coronado but I am and I'm not at the Del Coronado but I am across the street from the Dell oh we've across the street from the Dell oh we've across the street from the Dell oh we've got a Groupon you got a Groupon on your got a Groupon you got a Groupon on your got a Groupon you got a Groupon on your hotel so you get to you get to be across hotel so you get to you get to be across hotel so you get to you get to be across from it from it from it here's the cool thing dude it's um your here's the cool thing dude it's um your here's the cool thing dude it's um your hotel is probably not haunted tell it so hotel is probably not haunted tell it so hotel is probably not haunted tell it so there's that I'm not haunted so I got there's that I'm not haunted so I got there's that I'm not haunted so I got that it's actually it's actually a nice that it's actually it's actually a nice that it's actually it's actually a nice hotel I like it yeah hotel I like it yeah hotel I like it yeah and I was like oh nice Boutique Hotel and I was like oh nice Boutique Hotel and I was like oh nice Boutique Hotel yeah totally yeah totally yeah totally what's up at d-tech day one Rob what was what's up at d-tech day one Rob what was what's up at d-tech day one Rob what was cool that you saw out there um well somebody did a big Smart City in um well somebody did a big Smart City in the middle of the whole place what's the the middle of the whole place what's the the middle of the whole place what's the name of that company it starts with that name of that company it starts with that name of that company it starts with that oh oh oh oh you eight one two I don't know we're so tuned into each other we're so tuned into each other good call you know what if you were into good call you know what if you were into good call you know what if you were into power distribution and looking at a lot power distribution and looking at a lot power distribution and looking at a lot of big tower things like you see in the of big tower things like you see in the of big tower things like you see in the sky when you're walking around in the sky when you're walking around in the sky when you're walking around in the big transformers this is your place big transformers this is your place big transformers this is your place and then there's like five percent of and then there's like five percent of and then there's like five percent of the stuff that maybe is more relevant to the stuff that maybe is more relevant to the stuff that maybe is more relevant to me me me five percent that's for I did go to five percent that's for I did go to five percent that's for I did go to distribute Tech last year in in Houston distribute Tech last year in in Houston distribute Tech last year in in Houston and yeah I saw there was did we go to and yeah I saw there was did we go to and yeah I saw there was did we go to that one together Rob where was that that one together Rob where was that that one together Rob where was that maybe it might be okay or there's one in maybe it might be okay or there's one in maybe it might be okay or there's one in Dallas so there was one in Houston and Dallas so there was one in Houston and Dallas so there was one in Houston and yeah I know what you're talking about yeah I know what you're talking about yeah I know what you're talking about yeah yeah yeah

yeah yeah yeah yeah yeah yeah you know I thought you were in the you know I thought you were in the you know I thought you were in the market for your own substation for the market for your own substation for the market for your own substation for the desalination plant that you're doing in desalination plant that you're doing in desalination plant that you're doing in the Puget Sound so this is your toy the Puget Sound so this is your toy the Puget Sound so this is your toy store yeah store yeah store yeah I I was putting out an rfps to all these I I was putting out an rfps to all these I I was putting out an rfps to all these people to build these things and they people to build these things and they people to build these things and they told me get out of my get off my lawn told me get out of my get off my lawn told me get out of my get off my lawn I hate rfps I hate I just hate them I I hate rfps I hate I just hate them I I hate rfps I hate I just hate them I love that video that was put out there love that video that was put out there love that video that was put out there about the Ridiculousness of rfps I know about the Ridiculousness of rfps I know about the Ridiculousness of rfps I know you guys have all seen that on the web you guys have all seen that on the web you guys have all seen that on the web um um um it's hilarious it's on the YouTube if it it's hilarious it's on the YouTube if it it's hilarious it's on the YouTube if it was uh the gist of it it was what if was uh the gist of it it was what if was uh the gist of it it was what if every business of every type was forced every business of every type was forced every business of every type was forced to do an RFP to do an RFP to do an RFP I never seen that one you're just like I never seen that one you're just like I never seen that one you're just like trying to go to the coffee shop and it's trying to go to the coffee shop and it's trying to go to the coffee shop and it's like well first I need you to fill this like well first I need you to fill this like well first I need you to fill this out out out submit your best pricing by this time submit your best pricing by this time submit your best pricing by this time yeah yeah yeah I haven't received that yeah yeah yeah I haven't received that yeah yeah yeah I haven't received that video that's that one was good in fact video that's that one was good in fact video that's that one was good in fact it should be automatic whenever someone it should be automatic whenever someone it should be automatic whenever someone sends you an RFP or a request for that sends you an RFP or a request for that sends you an RFP or a request for that you just shoot that video right back to you just shoot that video right back to you just shoot that video right back to him and say him and say him and say yeah yeah yeah see how ridiculous you are there there's see how ridiculous you are there there's see how ridiculous you are there there's a good uh book I think it's called The a good uh book I think it's called The a good uh book I think it's called The Challenge sale or the Challenger sale Challenge sale or the Challenger sale Challenge sale or the Challenger sale um yeah and it talks about pushing back um yeah and it talks about pushing back um yeah and it talks about pushing back on that because typically their supplier on that because typically their supplier on that because typically their supplier wrote the RFP and then you're playing wrote the RFP and then you're playing wrote the RFP and then you're playing you're you're you're they won they wrote you're you're you're they won they wrote you're you're you're they won they wrote it so that they're in the advantage and it so that they're in the advantage and it so that they're in the advantage and they cherry-picked right and two you're

they cherry-picked right and two you're they cherry-picked right and two you're already at a disadvantage trying to already at a disadvantage trying to already at a disadvantage trying to displace someone when they're usually displace someone when they're usually displace someone when they're usually probably just trying to get three quotes probably just trying to get three quotes probably just trying to get three quotes just for an internal sourcing or just for an internal sourcing or just for an internal sourcing or purchasing requirement so it's it's purchasing requirement so it's it's purchasing requirement so it's it's wasting all of your resources and yeah wasting all of your resources and yeah wasting all of your resources and yeah they say you should push back and say they say you should push back and say they say you should push back and say hey hey hey I'm respectfully not participating just I'm respectfully not participating just I'm respectfully not participating just do not play the game like you guys said do not play the game like you guys said do not play the game like you guys said and then tell them why and I think and then tell them why and I think and then tell them why and I think that's why David having that that's why David having that that's why David having that conversation with someone saying hey I conversation with someone saying hey I conversation with someone saying hey I get what you're trying to do here but get what you're trying to do here but get what you're trying to do here but that's not what we do this is what we do that's not what we do this is what we do that's not what we do this is what we do sticking to staying in your lane I sticking to staying in your lane I sticking to staying in your lane I always try to be the first call right always try to be the first call right always try to be the first call right when a customer has a problem I want when a customer has a problem I want when a customer has a problem I want them to say okay I know I can call Ryan them to say okay I know I can call Ryan them to say okay I know I can call Ryan because he either knows the answer and because he either knows the answer and because he either knows the answer and it fits or he doesn't waste my time with it fits or he doesn't waste my time with it fits or he doesn't waste my time with three meetings for us to investigate for three meetings for us to investigate for three meetings for us to investigate for me to come to that decision down the me to come to that decision down the me to come to that decision down the line he'll just be like look that's not line he'll just be like look that's not line he'll just be like look that's not mine go go talk to this person check mine go go talk to this person check mine go go talk to this person check that out yeah organically you'll get that out yeah organically you'll get that out yeah organically you'll get more opportunities so you can you can more opportunities so you can you can more opportunities so you can you can get what you want and everyone's happy get what you want and everyone's happy get what you want and everyone's happy that way right yeah and so if you know that way right yeah and so if you know that way right yeah and so if you know the game you know if you know the game the game you know if you know the game the game you know if you know the game you just filter those types of you just filter those types of you just filter those types of opportunities out you know but I always opportunities out you know but I always opportunities out you know but I always find it like I said maybe this is a this find it like I said maybe this is a this find it like I said maybe this is a this is a warning to a lot of the companies is a warning to a lot of the companies is a warning to a lot of the companies out there that issue rfps and have uh out there that issue rfps and have uh out there that issue rfps and have uh folks that are on the procurement side folks that are on the procurement side folks that are on the procurement side but also on the the buyer side right but also on the the buyer side right but also on the the buyer side right right right right um um um whether they're the CTO or whatever

whether they're the CTO or whatever whether they're the CTO or whatever their organization to buy an their organization to buy an their organization to buy an organization their side what their organization their side what their organization their side what their competency is I mean because that's what competency is I mean because that's what competency is I mean because that's what I always used to do like I said before I always used to do like I said before I always used to do like I said before you know who you're dealing with by the you know who you're dealing with by the you know who you're dealing with by the quality of what they ask for and if they quality of what they ask for and if they quality of what they ask for and if they ask for a bunch of ridiculous crap and ask for a bunch of ridiculous crap and ask for a bunch of ridiculous crap and it's all like buzzword nonsense it's it's all like buzzword nonsense it's it's all like buzzword nonsense it's like red flag you know why do you want like red flag you know why do you want like red flag you know why do you want to respond to that to respond to that to respond to that um and um you know sometimes the um and um you know sometimes the um and um you know sometimes the education process is not even worth it education process is not even worth it education process is not even worth it you know it's like hey you know maybe you know it's like hey you know maybe you know it's like hey you know maybe best responses hey we wrote a white best responses hey we wrote a white best responses hey we wrote a white paper this is how you really know about paper this is how you really know about paper this is how you really know about this stuff this stuff this stuff and uh you know all this other crap that and uh you know all this other crap that and uh you know all this other crap that you scraped off Google you scraped off Google you scraped off Google is completely unrealistic and so why is completely unrealistic and so why is completely unrealistic and so why don't you go and go back to the like you don't you go and go back to the like you don't you go and go back to the like you were saying Ryan to the guy that you were saying Ryan to the guy that you were saying Ryan to the guy that you already selected and ask them these already selected and ask them these already selected and ask them these questions yes exactly you might drop questions yes exactly you might drop questions yes exactly you might drop your mind you might start to go oh wait your mind you might start to go oh wait your mind you might start to go oh wait a minute a minute a minute um maybe the uh my preferred vendor um maybe the uh my preferred vendor um maybe the uh my preferred vendor actually doesn't know what they're actually doesn't know what they're actually doesn't know what they're talking about exactly you're asked those talking about exactly you're asked those talking about exactly you're asked those very pointed direct questions where very pointed direct questions where very pointed direct questions where you're like this does all of this does you're like this does all of this does you're like this does all of this does not add up right these are not add up right these are not add up right these are considerations so yeah I like that considerations so yeah I like that considerations so yeah I like that strategy just respond with like you know strategy just respond with like you know strategy just respond with like you know a few deep deep insightful you know it's a few deep deep insightful you know it's a few deep deep insightful you know it's not a lot of time it's like I'm not not a lot of time it's like I'm not not a lot of time it's like I'm not asking yourself I'm telling you man you asking yourself I'm telling you man you asking yourself I'm telling you man you do not want to sell into trouble yeah do not want to sell into trouble yeah do not want to sell into trouble yeah it's a battle fell into trouble

along these lines along these lines um you know if we think you know um you know if we think you know um you know if we think you know organizationally see if if I'm sales and organizationally see if if I'm sales and organizationally see if if I'm sales and I get the RFP let's say does you say I get the RFP let's say does you say I get the RFP let's say does you say that I actually know my business and I that I actually know my business and I that I actually know my business and I know my product and I get the gist of know my product and I get the gist of know my product and I get the gist of the RFP right but not everyone is like the RFP right but not everyone is like the RFP right but not everyone is like that so the the part of the problem with that so the the part of the problem with that so the the part of the problem with the cycle is that sales nothing against the cycle is that sales nothing against the cycle is that sales nothing against sales people by the way yeah but not sales people by the way yeah but not sales people by the way yeah but not every salesperson manager director is every salesperson manager director is every salesperson manager director is going to understand uh you know how rfps going to understand uh you know how rfps going to understand uh you know how rfps are put together right yes you have to are put together right yes you have to are put together right yes you have to bring in you know so so money to Ryan's bring in you know so so money to Ryan's bring in you know so so money to Ryan's point of like wasting people's Cycles point of like wasting people's Cycles point of like wasting people's Cycles but in honor of this tribute Tech you but in honor of this tribute Tech you but in honor of this tribute Tech you know something that we see in Industry know something that we see in Industry know something that we see in Industry you know there's only so many oems that you know there's only so many oems that you know there's only so many oems that are making a Transformer or a line are making a Transformer or a line are making a Transformer or a line monitor or an rtu or you know like monitor or an rtu or you know like monitor or an rtu or you know like there's only so many of them and it's there's only so many of them and it's there's only so many of them and it's really important if you get that RFP to really important if you get that RFP to really important if you get that RFP to actually look at how it's written around actually look at how it's written around actually look at how it's written around some of the technical specifications some of the technical specifications some of the technical specifications because if you're getting something that because if you're getting something that because if you're getting something that says and it needs to perform says and it needs to perform says and it needs to perform between between between this dbm and that dbm and you go wait a this dbm and that dbm and you go wait a this dbm and that dbm and you go wait a minute there's only one box that does minute there's only one box that does minute there's only one box that does that they've you know they just wrote it that they've you know they just wrote it that they've you know they just wrote it for oems exactly no one's gonna win if for oems exactly no one's gonna win if for oems exactly no one's gonna win if you don't know this you are going to you don't know this you are going to you don't know this you are going to waste your time because you you know waste your time because you you know waste your time because you you know what you're gonna do if you don't know what you're gonna do if you don't know what you're gonna do if you don't know it you're going to try to find well we it you're going to try to find well we it you're going to try to find well we don't have it in our skus but let's see don't have it in our skus but let's see don't have it in our skus but let's see if we can make a deal next thing you if we can make a deal next thing you if we can make a deal next thing you know you're reaching to that other OEM know you're reaching to that other OEM know you're reaching to that other OEM that rode the Earth in the first place that rode the Earth in the first place that rode the Earth in the first place and it's a crap show

and it's a crap show and it's a crap show um on the flip side the buyer itself um on the flip side the buyer itself um on the flip side the buyer itself should not be doing this because if your should not be doing this because if your should not be doing this because if your responsibilities to the greater business responsibilities to the greater business responsibilities to the greater business you know you should be getting you know you know you should be getting you know you know you should be getting you know like the best thing for your business in like the best thing for your business in like the best thing for your business in time not you know not these back reviews time not you know not these back reviews time not you know not these back reviews we get like that's how you know that's we get like that's how you know that's we get like that's how you know that's how the world works because how the world works because how the world works because um you know one of the you know Dirty um you know one of the you know Dirty um you know one of the you know Dirty Laundry things is that how do we make uh Laundry things is that how do we make uh Laundry things is that how do we make uh decisions that are going to impact a big decisions that are going to impact a big decisions that are going to impact a big company for long term well company for long term well company for long term well I'm retiring in five years this thing is I'm retiring in five years this thing is I'm retiring in five years this thing is a 10-year contract yeah it blows up I'll a 10-year contract yeah it blows up I'll a 10-year contract yeah it blows up I'll be I'll be 10 Metairie in Vero Beach I be I'll be 10 Metairie in Vero Beach I be I'll be 10 Metairie in Vero Beach I don't really care I cannot tell you I don't really care I cannot tell you I don't really care I cannot tell you I used to ask that question to people when used to ask that question to people when used to ask that question to people when are you retiring Elena wasn't that the same thing of like Elena wasn't that the same thing of like hey if you bring in fill in the blank hey if you bring in fill in the blank hey if you bring in fill in the blank consultancy and they screw up you don't consultancy and they screw up you don't consultancy and they screw up you don't get fired that's my rent I have been triggered by that's my rent I have been triggered by no no but but but that you're you're no no but but but that you're you're no no but but but that you're you're underscoring how difficult it is and how underscoring how difficult it is and how underscoring how difficult it is and how like you said the dirty laundry in the like you said the dirty laundry in the like you said the dirty laundry in the whole process and It All Leads back to whole process and It All Leads back to whole process and It All Leads back to the video that Rob was talking about how the video that Rob was talking about how the video that Rob was talking about how ridiculous that stuff is right that's ridiculous that stuff is right that's ridiculous that stuff is right that's good yes I'm interviewing a personal

good yes I'm interviewing a personal good yes I'm interviewing a personal trainer at the gym I'm gonna need you to trainer at the gym I'm gonna need you to trainer at the gym I'm gonna need you to give me like a free thing here for six give me like a free thing here for six give me like a free thing here for six months yeah and and we're gonna think months yeah and and we're gonna think months yeah and and we're gonna think about maybe what we're gonna come up about maybe what we're gonna come up about maybe what we're gonna come up with a price that we're going to pay you with a price that we're going to pay you with a price that we're going to pay you if we think this is good the guy's like if we think this is good the guy's like if we think this is good the guy's like what are you talking about I mean man what are you talking about I mean man what are you talking about I mean man that video is awesome they go to all that video is awesome they go to all that video is awesome they go to all kinds of small businesses and people kinds of small businesses and people kinds of small businesses and people like nobody works like this it just like nobody works like this it just like nobody works like this it just shows the Ridiculousness of rfis and shows the Ridiculousness of rfis and shows the Ridiculousness of rfis and rfps and all that stuff you know asking for uh a dish you know asking for uh a dish right now you're gonna be paid now I don't know man we all you know we all I don't know man we all you know we all have we all have to build value because have we all have to build value because have we all have to build value because you know on the opposite side of I I you know on the opposite side of I I you know on the opposite side of I I gotta tell you that I participated in gotta tell you that I participated in gotta tell you that I participated in many exercises so I have this thing this many exercises so I have this thing this many exercises so I have this thing this this widget that I think is gonna just this widget that I think is gonna just this widget that I think is gonna just you know it's gonna be magical for your you know it's gonna be magical for your you know it's gonna be magical for your business and it was little buy-in and I business and it was little buy-in and I business and it was little buy-in and I would say you know what I'll give you would say you know what I'll give you would say you know what I'll give you one try for free no commitment you don't one try for free no commitment you don't one try for free no commitment you don't have to sell anything right because you have to sell anything right because you have to sell anything right because you know like foot in the door sort of thing know like foot in the door sort of thing know like foot in the door sort of thing and it took me a while to realize that and it took me a while to realize that and it took me a while to realize that these widgets these doohickeys would these widgets these doohickeys would these widgets these doohickeys would just sit in a desk somewhere not being just sit in a desk somewhere not being just sit in a desk somewhere not being used just you know a paper because there used just you know a paper because there used just you know a paper because there was no value in the first place uh or it

was no value in the first place uh or it was no value in the first place uh or it wasn't the right person in the wasn't the right person in the wasn't the right person in the organization or the problem that the organization or the problem that the organization or the problem that the widget was solving was not being widget was solving was not being widget was solving was not being directly supervised by you know the directly supervised by you know the directly supervised by you know the person that you know with the person that you know with the person that you know with the paperweight sort of thing uh we just got paperweight sort of thing uh we just got paperweight sort of thing uh we just got to build value I'm gonna show you guys to build value I'm gonna show you guys to build value I'm gonna show you guys the highlight the highlight the highlight I'm going to show you the highlight of I'm going to show you the highlight of I'm going to show you the highlight of the show are you ready the show are you ready the show are you ready ABB a oh no way ABB wins nice ABV wins and a oh no way ABB wins nice ABV wins and look at how happy it is that's look at how happy it is that's look at how happy it is that's interesting very happy yeah this is what interesting very happy yeah this is what interesting very happy yeah this is what you this is what you get at these shows you this is what you get at these shows you this is what you get at these shows the dancing robot for maybe me so the dancing robot for maybe me so the dancing robot for maybe me so stop by the tele Booth we'll give you stop by the tele Booth we'll give you stop by the tele Booth we'll give you free iot yeah yeah I thought I saw the free iot yeah yeah I thought I saw the free iot yeah yeah I thought I saw the talent Booth the actually it looked like talent Booth the actually it looked like talent Booth the actually it looked like the tell it phone booth oh really that's the tell it phone booth oh really that's the tell it phone booth oh really that's pretty small it's pretty small we're pretty small it's pretty small we're pretty small it's pretty small we're getting big into the telecom phone getting big into the telecom phone getting big into the telecom phone business they're coming back actually business they're coming back actually business they're coming back actually yeah you know basically you had like yeah you know basically you had like yeah you know basically you had like Five Guys crammed into like a six foot Five Guys crammed into like a six foot Five Guys crammed into like a six foot by three foot booth there you know by three foot booth there you know by three foot booth there you know Rob I thought our friends had once our Rob I thought our friends had once our Rob I thought our friends had once our our slingshotting uh SIM cards to just our slingshotting uh SIM cards to just our slingshotting uh SIM cards to just you know standards in the show our you know standards in the show our you know standards in the show our slingshotting once it's kind of there slingshotting once it's kind of there slingshotting once it's kind of there um you know I'm I'm there with my um you know I'm I'm there with my um you know I'm I'm there with my buddies from caliper uh from Australia buddies from caliper uh from Australia buddies from caliper uh from Australia showing these rugged eyes showing these rugged eyes showing these rugged eyes extreme Edge Data Logger things that can extreme Edge Data Logger things that can extreme Edge Data Logger things that can be submerged in sewers at 60 degrees

be submerged in sewers at 60 degrees be submerged in sewers at 60 degrees Celsius and whatever costing stuff Celsius and whatever costing stuff Celsius and whatever costing stuff um you know and so that's interesting um you know and so that's interesting um you know and so that's interesting saw saw saw also other device also other device also other device um um um device Roy device Roy device Roy uh gyno who also previously had a uh gyno who also previously had a uh gyno who also previously had a company who's still around that that company who's still around that that company who's still around that that invented stuff you know the whole deal invented stuff you know the whole deal invented stuff you know the whole deal where you can connect a little device to where you can connect a little device to where you can connect a little device to a power cable and immediately know the a power cable and immediately know the a power cable and immediately know the current going through it right and and current going through it right and and current going through it right and and that and that and it Powers the device that and that and it Powers the device that and that and it Powers the device itself also and you and then it's got itself also and you and then it's got itself also and you and then it's got like Laura to to send data um those guys like Laura to to send data um those guys like Laura to to send data um those guys were there they've got a new device out were there they've got a new device out were there they've got a new device out where it's like a little small device where it's like a little small device where it's like a little small device with an ethernet port USB C and some with an ethernet port USB C and some with an ethernet port USB C and some little mod busty looking port and you little mod busty looking port and you little mod busty looking port and you just connected to anything you already just connected to anything you already just connected to anything you already have have have and it has Laura or can switch to or I and it has Laura or can switch to or I and it has Laura or can switch to or I can talk to sidewalk can talk to sidewalk can talk to sidewalk or uh Amazon or it can flip to satellite or uh Amazon or it can flip to satellite or uh Amazon or it can flip to satellite and so it was a little tiny thing it's and so it was a little tiny thing it's and so it was a little tiny thing it's kind of cool it was kind of like hey if kind of cool it was kind of like hey if kind of cool it was kind of like hey if you need to just quickly iot enable all you need to just quickly iot enable all you need to just quickly iot enable all kinds of stuff that you just randomly kinds of stuff that you just randomly kinds of stuff that you just randomly have have have uh and just plug it into this little uh and just plug it into this little uh and just plug it into this little thing and then it's going to get you thing and then it's going to get you thing and then it's going to get you your long range whatever your long range whatever your long range whatever um that was that was kind of cool can um that was that was kind of cool can um that was that was kind of cool can you do that one at the breaker box or you do that one at the breaker box or you do that one at the breaker box or like an individual you know electrical like an individual you know electrical like an individual you know electrical component you can yeah you can do it at component you can yeah you can do it at component you can yeah you can do it at the breaker box yeah absolutely the breaker box yeah absolutely the breaker box yeah absolutely um so yeah that's that's cool stuff for um so yeah that's that's cool stuff for um so yeah that's that's cool stuff for sure you know lots of people are into

sure you know lots of people are into sure you know lots of people are into well you know if it's sustainability well you know if it's sustainability well you know if it's sustainability we're monitoring power usage energy we're monitoring power usage energy we're monitoring power usage energy Management's a big thing of course Management's a big thing of course Management's a big thing of course um and and within smart cities or smart um and and within smart cities or smart um and and within smart cities or smart building building management you know building building management you know building building management you know they're looking at doing sub metering they're looking at doing sub metering they're looking at doing sub metering right throughout the the building right throughout the the building right throughout the the building um who's using too much juice or are um who's using too much juice or are um who's using too much juice or are there certain pieces of equipment or there certain pieces of equipment or there certain pieces of equipment or appliances that are wasteful appliances that are wasteful appliances that are wasteful um it's also maybe a good way to detect um it's also maybe a good way to detect um it's also maybe a good way to detect problems maybe it was stuff problems maybe it was stuff problems maybe it was stuff um when you notice that it's pulling um when you notice that it's pulling um when you notice that it's pulling different amounts of current or whatever different amounts of current or whatever different amounts of current or whatever maybe it's struggling who knows I'm just maybe it's struggling who knows I'm just maybe it's struggling who knows I'm just making all this stuff up y'all but this making all this stuff up y'all but this making all this stuff up y'all but this is how the world works we make stuff up is how the world works we make stuff up is how the world works we make stuff up and maybe it's true yeah now look at and maybe it's true yeah now look at and maybe it's true yeah now look at that it looks cool that it looks cool that it looks cool yeah I love yeah I love Hardware I don't yeah I love yeah I love Hardware I don't yeah I love yeah I love Hardware I don't know why I just want one of everything know why I just want one of everything know why I just want one of everything just in case just in case just in case at the desk that had the drawer of dead at the desk that had the drawer of dead at the desk that had the drawer of dead devices in case I need it you know devices in case I need it you know devices in case I need it you know there's another little device device there's another little device device there's another little device device company I saw the devices company I saw the devices company I saw the devices um called Urban dot IO they're also um called Urban dot IO they're also um called Urban dot IO they're also Australian and they have little tiny Australian and they have little tiny Australian and they have little tiny devices that you know little sensor devices that you know little sensor devices that you know little sensor devices with built-in Laura I think devices with built-in Laura I think devices with built-in Laura I think right in the whole little tiny thing right in the whole little tiny thing right in the whole little tiny thing they had you know vibration and they had you know vibration and they had you know vibration and temperature and a whole bunch of stuff temperature and a whole bunch of stuff temperature and a whole bunch of stuff like that they were pretty cool like that they were pretty cool like that they were pretty cool so uh so there's some little nuggets do so uh so there's some little nuggets do so uh so there's some little nuggets do they do they fit the narrative a they do they fit the narrative a they do they fit the narrative a distribute Tech I don't know ish but distribute Tech I don't know ish but distribute Tech I don't know ish but they were cool you know I um well so you also uh show

you know I um well so you also uh show him my age here I twitch Rob when you him my age here I twitch Rob when you him my age here I twitch Rob when you said sub metering really wow well you said sub metering really wow well you said sub metering really wow well you know if you are in the smart meter know if you are in the smart meter know if you are in the smart meter business you are very interested in sub business you are very interested in sub business you are very interested in sub metering right so instead of having you metering right so instead of having you metering right so instead of having you know for you young young kids out there know for you young young kids out there know for you young young kids out there you know that crappy apartment complex you know that crappy apartment complex you know that crappy apartment complex that was your first Bachelor Pad I was that was your first Bachelor Pad I was that was your first Bachelor Pad I was there there there um you know they usually have one meter um you know they usually have one meter um you know they usually have one meter for water one meter for electricity one for water one meter for electricity one for water one meter for electricity one for gas so that's what you get you know for gas so that's what you get you know for gas so that's what you get you know included included utilities because you included included utilities because you included included utilities because you know you're doing something new divided know you're doing something new divided know you're doing something new divided now the thing is see Ryan is my cool now the thing is see Ryan is my cool now the thing is see Ryan is my cool neighbor he does all the parties with neighbor he does all the parties with neighbor he does all the parties with the young people but Ryan is traveling the young people but Ryan is traveling the young people but Ryan is traveling six months out of the year should my man six months out of the year should my man six months out of the year should my man Ryan be sharing the same as Lucy Ryan be sharing the same as Lucy Ryan be sharing the same as Lucy upstairs with the six kids that's you upstairs with the six kids that's you upstairs with the six kids that's you know electricity all day of course not know electricity all day of course not know electricity all day of course not it's unfair so sub metering say how to it's unfair so sub metering say how to it's unfair so sub metering say how to solve this thing and the idea was simple solve this thing and the idea was simple solve this thing and the idea was simple give each individual unit their own give each individual unit their own give each individual unit their own power water gas whatever yeah you know power water gas whatever yeah you know power water gas whatever yeah you know so magically that problem will go away so magically that problem will go away so magically that problem will go away why it never really took off why it never really took off why it never really took off because retrofits are really freaking because retrofits are really freaking because retrofits are really freaking expensive right you need space all of a expensive right you need space all of a expensive right you need space all of a sudden to install all these meters uh sudden to install all these meters uh sudden to install all these meters uh sometimes in your town the utility you sometimes in your town the utility you sometimes in your town the utility you have wonderful water one for gas one for have wonderful water one for gas one for have wonderful water one for gas one for electricity and those guys don't even electricity and those guys don't even electricity and those guys don't even don't even play softball with each other

don't even play softball with each other don't even play softball with each other forget about coming on site yeah right forget about coming on site yeah right forget about coming on site yeah right um yeah man like that's that's another um yeah man like that's that's another um yeah man like that's that's another one that you know as far as I know for one that you know as far as I know for one that you know as far as I know for retrofits never went anywhere but for retrofits never went anywhere but for retrofits never went anywhere but for new builds like you know it's uh I have new builds like you know it's uh I have new builds like you know it's uh I have I have seen it down to the meter that's I have seen it down to the meter that's I have seen it down to the meter that's uh super yeah well it's pretty cool how uh super yeah well it's pretty cool how uh super yeah well it's pretty cool how you could take these little things you could take these little things you could take these little things to an older building that doesn't have to an older building that doesn't have to an older building that doesn't have all the broken out stuff region tenant all the broken out stuff region tenant all the broken out stuff region tenant and just attach them in the breaker box and just attach them in the breaker box and just attach them in the breaker box or attach them to whatever appropriate or attach them to whatever appropriate or attach them to whatever appropriate cables or wires and then you can invent cables or wires and then you can invent cables or wires and then you can invent sub-metering at least for the sub-metering at least for the sub-metering at least for the electricity electricity electricity um for that for that tenant you know um for that for that tenant you know um for that for that tenant you know um and then yeah you can kind of infer um and then yeah you can kind of infer um and then yeah you can kind of infer and say well here's how much juice this and say well here's how much juice this and say well here's how much juice this person's using you know I remember person's using you know I remember person's using you know I remember living in an all bills paid apartment living in an all bills paid apartment living in an all bills paid apartment a long time ago a long long time ago in a long time ago a long long time ago in a long time ago a long long time ago in Houston I paid 300 a month for 800 Houston I paid 300 a month for 800 Houston I paid 300 a month for 800 square foot wow one bedroom apartment square foot wow one bedroom apartment square foot wow one bedroom apartment wow all bills paid you could crank the wow all bills paid you could crank the wow all bills paid you could crank the AC as cold as you want they actually had AC as cold as you want they actually had AC as cold as you want they actually had giant water chillers like you normally giant water chillers like you normally giant water chillers like you normally see on giant buildings uh powering the see on giant buildings uh powering the see on giant buildings uh powering the apartment complex no way um and so you apartment complex no way um and so you apartment complex no way um and so you know it kind of gets a little toasty know it kind of gets a little toasty know it kind of gets a little toasty down and down in Texas and uh and so down and down in Texas and uh and so down and down in Texas and uh and so yeah it was that was kind of I was like yeah it was that was kind of I was like yeah it was that was kind of I was like oh my God 300 bucks a month all bills oh my God 300 bucks a month all bills oh my God 300 bucks a month all bills paid can you imagine that today paid can you imagine that today paid can you imagine that today I'm trying to take your 300 and see how I'm trying to take your 300 and see how I'm trying to take your 300 and see how far far far can you know from San Francisco do I

can you know from San Francisco do I can you know from San Francisco do I have to get out and I think I might be have to get out and I think I might be have to get out and I think I might be somewhere somewhere somewhere somewhere in Oregon somewhere in Oregon somewhere in Oregon maybe yeah maybe yeah yeah maybe yeah maybe yeah yeah maybe yeah maybe yeah yeah you know it might be somewhere near you know it might be somewhere near you know it might be somewhere near Bakersfield Bakersfield Bakersfield yes and there will and there will not be yes and there will and there will not be yes and there will and there will not be a structure I have to bring my tent yeah a structure I have to bring my tent yeah a structure I have to bring my tent yeah bring your own what I think bring your own what I think bring your own what I think when you look at that situation for sub when you look at that situation for sub when you look at that situation for sub metering you think okay who's doing the metering you think okay who's doing the metering you think okay who's doing the labor and what's the benefit to them if labor and what's the benefit to them if labor and what's the benefit to them if they're going to get paid either way they're going to get paid either way they're going to get paid either way what does it matter to the electricity what does it matter to the electricity what does it matter to the electricity provider or the water provider and it's provider or the water provider and it's provider or the water provider and it's not like they have competition at that not like they have competition at that not like they have competition at that point right usually you have one choice point right usually you have one choice point right usually you have one choice so there's a non-competitive the value so there's a non-competitive the value so there's a non-competitive the value goes to the end user but what do they goes to the end user but what do they goes to the end user but what do they care because you're stuck with them care because you're stuck with them care because you're stuck with them anyways right anyways right anyways right so the mark the market for this was so the mark the market for this was so the mark the market for this was honestly the uh the landlords that are honestly the uh the landlords that are honestly the uh the landlords that are on that building on that building on that building um you know to avoid you know to um you know to avoid you know to um you know to avoid you know to basically mitigate you know the abuse so basically mitigate you know the abuse so basically mitigate you know the abuse so if someone's running like hey you want if someone's running like hey you want if someone's running like hey you want to run the ACO summer that's cool here to run the ACO summer that's cool here to run the ACO summer that's cool here you go uh yeah kind of because the the I you go uh yeah kind of because the the I you go uh yeah kind of because the the I think from from a business planning think from from a business planning think from from a business planning perspective they didn't want to a either perspective they didn't want to a either perspective they didn't want to a either they didn't want to use uh increasing they didn't want to use uh increasing they didn't want to use uh increasing utilities to uh to increase your rent or utilities to uh to increase your rent or utilities to uh to increase your rent or the other way around they actually the other way around they actually the other way around they actually wanted to have that data to say like you wanted to have that data to say like you wanted to have that data to say like you know we're paying for people here why know we're paying for people here why know we're paying for people here why are we subsidizing it yeah on the are we subsidizing it yeah on the are we subsidizing it yeah on the business of real estate let's crack business of real estate let's crack business of real estate let's crack let's Crank It Up uh yeah and and as and

let's Crank It Up uh yeah and and as and let's Crank It Up uh yeah and and as and of course funny places where this thing of course funny places where this thing of course funny places where this thing did work where the unintended use cases did work where the unintended use cases did work where the unintended use cases you know who picked up picked all of you know who picked up picked all of you know who picked up picked all of them up uh folks who who manage a Marina them up uh folks who who manage a Marina them up uh folks who who manage a Marina and if you're if you're wealthy like uh and if you're if you're wealthy like uh and if you're if you're wealthy like uh Rob Tiffany and his and his neighbors Rob Tiffany and his and his neighbors Rob Tiffany and his and his neighbors Jeff Bezos and those other Microsoft Jeff Bezos and those other Microsoft Jeff Bezos and those other Microsoft Cloud Cloud Cloud you know when you roll into the marina you know when you roll into the marina you know when you roll into the marina you want to wash down your boat uh you you want to wash down your boat uh you you want to wash down your boat uh you use a lot of water and power so the use a lot of water and power so the use a lot of water and power so the marina guys were doing sub metering at marina guys were doing sub metering at marina guys were doing sub metering at the dock because now they can tell a guy the dock because now they can tell a guy the dock because now they can tell a guy oh wow but but but then the the oh wow but but but then the the oh wow but but but then the the addressable Market went from addressable Market went from addressable Market went from quadrillions to 75 guys in Puget Sound quadrillions to 75 guys in Puget Sound quadrillions to 75 guys in Puget Sound pretty much pretty much they picked it pretty much pretty much they picked it pretty much pretty much they picked it up yeah well you know um oh so this is up yeah well you know um oh so this is up yeah well you know um oh so this is this is funny so we've been getting a this is funny so we've been getting a this is funny so we've been getting a lot of people wanting to join our lot of people wanting to join our lot of people wanting to join our LinkedIn LinkedIn LinkedIn um managed group iot Coffee Talk managed um managed group iot Coffee Talk managed um managed group iot Coffee Talk managed group and it's funny that we talked group and it's funny that we talked group and it's funny that we talked about the whole RFP process and we we about the whole RFP process and we we about the whole RFP process and we we have a new joining us from a big Canon have a new joining us from a big Canon have a new joining us from a big Canon Canadian operator who is a a Canadian operator who is a a Canadian operator who is a a um he's a proposal manager of iot um he's a proposal manager of iot um he's a proposal manager of iot but uh he wants to learn he lives that but uh he wants to learn he lives that but uh he wants to learn he lives that life and his uh invitation or as life and his uh invitation or as life and his uh invitation or as requests for uh joining requests for uh joining requests for uh joining they just want to join the group so they they just want to join the group so they they just want to join the group so they can spam us can spam us can spam us can we ask him for an art we're going to can we ask him for an art we're going to can we ask him for an art we're going to send him an RFP to respond to to join

send him an RFP to respond to to join send him an RFP to respond to to join the group the group the group yeah by the way yeah by the way yeah by the way he or she needs to think about it that he or she needs to think about it that he or she needs to think about it that you listen to this episode and you get you listen to this episode and you get you listen to this episode and you get better at what you do you know we're better at what you do you know we're better at what you do you know we're wrong trash us we're we're trying to I'm wrong trash us we're we're trying to I'm wrong trash us we're we're trying to I'm trying to keep the coffee talk real here trying to keep the coffee talk real here trying to keep the coffee talk real here so I've got the in-room coffee thing you so I've got the in-room coffee thing you so I've got the in-room coffee thing you know here where you pour the water in know here where you pour the water in know here where you pour the water in the top you know oh man and it has that the top you know oh man and it has that the top you know oh man and it has that little package thing that has little package thing that has little package thing that has yes here we go yeah that thing oh geez yes here we go yeah that thing oh geez yes here we go yeah that thing oh geez but of course this would be considered but of course this would be considered but of course this would be considered the Forerunner for the Keurig right the Forerunner for the Keurig right the Forerunner for the Keurig right you know just not forced water I guess you know just not forced water I guess you know just not forced water I guess yeah and cheap yeah and cheap yeah and cheap there you go a little trivia you didn't there you go a little trivia you didn't there you go a little trivia you didn't really need this morning or wherever you really need this morning or wherever you really need this morning or wherever you are yeah yeah and uh and you know and uh are yeah yeah and uh and you know and uh are yeah yeah and uh and you know and uh and I bet that this uh fine and I bet that this uh fine and I bet that this uh fine establishment you're staying you know establishment you're staying you know establishment you're staying you know they're not in they're not invest you they're not in they're not invest you they're not in they're not invest you know into the iot for the coffee know into the iot for the coffee know into the iot for the coffee machines to understand have they been machines to understand have they been machines to understand have they been used if they have been used added to the used if they have been used added to the used if they have been used added to the you know uh housekeeping list instead of you know uh housekeeping list instead of you know uh housekeeping list instead of skipping it because you know you don't skipping it because you know you don't skipping it because you know you don't want the next guest to find Rob's you want the next guest to find Rob's you want the next guest to find Rob's you know coffee grounds there because that'd know coffee grounds there because that'd know coffee grounds there because that'd be gross yeah it's it has to be manually be gross yeah it's it has to be manually be gross yeah it's it has to be manually inspected I see inspected I see inspected I see you know but when you think about it you know but when you think about it you know but when you think about it that way that's where iot just breaks that way that's where iot just breaks that way that's where iot just breaks down down down because some stuff is just not important because some stuff is just not important because some stuff is just not important enough especially in the coveted

enough especially in the coveted enough especially in the coveted post-covet era where no one's coming to post-covet era where no one's coming to post-covet era where no one's coming to clean up or do make your bed every night clean up or do make your bed every night clean up or do make your bed every night at a hotel anymore like those days are at a hotel anymore like those days are at a hotel anymore like those days are gone for almost every Hotel it's like on gone for almost every Hotel it's like on gone for almost every Hotel it's like on request or whatever request or whatever request or whatever service yeah they're just kind of service yeah they're just kind of service yeah they're just kind of thinking thinking thinking yes iot could tell me that he's made two yes iot could tell me that he's made two yes iot could tell me that he's made two little package thingies of coffee and I little package thingies of coffee and I little package thingies of coffee and I should do something or maybe I just should do something or maybe I just should do something or maybe I just don't care yeah who cares if you want don't care yeah who cares if you want don't care yeah who cares if you want some coffee he'll call me and say call some coffee he'll call me and say call some coffee he'll call me and say call me for closers me for closers me for closers stuff is for closers exactly exactly you stuff is for closers exactly exactly you stuff is for closers exactly exactly you know because you're right there was that know because you're right there was that know because you're right there was that moment this morning I was making coffee moment this morning I was making coffee moment this morning I was making coffee and all of a sudden and all of a sudden and all of a sudden somebody walked in there and says put somebody walked in there and says put somebody walked in there and says put that coffee down that coffee down that coffee down coffees for closers was it was he coffees for closers was it was he coffees for closers was it was he wearing a Rolex wearing a Rolex wearing a Rolex he was you know that's my name you know he was you know that's my name you know he was you know that's my name you know you know who you are you drove up here you know who you are you drove up here you know who you are you drove up here in a Hyundai in a Hyundai in a Hyundai and I drove it here in an 80 000 BMW and I drove it here in an 80 000 BMW and I drove it here in an 80 000 BMW that's my name my watch is worth more than you make in my watch is worth more than you make in three months or a year the leads Rob three months or a year the leads Rob three months or a year the leads Rob it's the leads I need the good leads I it's the leads I need the good leads I it's the leads I need the good leads I need the Glenn Gary leads that's really need the Glenn Gary leads that's really need the Glenn Gary leads that's really what it comes down to you know you can what it comes down to you know you can what it comes down to you know you can make the case it's a great sales movie make the case it's a great sales movie make the case it's a great sales movie you could make the case that that scene you could make the case that that scene you could make the case that that scene from Glengarry Glenn Ross is arguably from Glengarry Glenn Ross is arguably from Glengarry Glenn Ross is arguably one of the best scenes in movie history one of the best scenes in movie history one of the best scenes in movie history from any movie it is so powerful was it

from any movie it is so powerful was it from any movie it is so powerful was it like first place gets a Cadillac second like first place gets a Cadillac second like first place gets a Cadillac second place gets this third place you're fired place gets this third place you're fired place gets this third place you're fired that's right that's right first place that's right that's right first place that's right that's right first place you get a Cadillac Eldorado second place you get a Cadillac Eldorado second place you get a Cadillac Eldorado second place steak knives third place you're fired steak knives third place you're fired steak knives third place you're fired you're fired I'm on a Mission of Mercy I you're fired I'm on a Mission of Mercy I you're fired I'm on a Mission of Mercy I came from downtown from Mitch and Murray came from downtown from Mitch and Murray came from downtown from Mitch and Murray the good news is you're all fired to earn your job back to earn your job back what's up what's the um what's the what's up what's the um what's the what's up what's the um what's the business guy I don't know if it was the business guy I don't know if it was the business guy I don't know if it was the GE guy but uh whoever was firing like GE guy but uh whoever was firing like GE guy but uh whoever was firing like every year their time Jack well yes the every year their time Jack well yes the every year their time Jack well yes the bottom ten right yeah bottom 10 yeah the bottom ten right yeah bottom 10 yeah the bottom ten right yeah bottom 10 yeah the stacks ranking system or something I stacks ranking system or something I stacks ranking system or something I think yes think yes think yes that's right how did not run your that's right how did not run your that's right how did not run your business business business that see bomber adopted for Microsoft that see bomber adopted for Microsoft that see bomber adopted for Microsoft and almost destroyed the whole company and almost destroyed the whole company and almost destroyed the whole company as everybody pulled knives out and as everybody pulled knives out and as everybody pulled knives out and started stabbing each other in the back started stabbing each other in the back started stabbing each other in the back well you have great that's how you make well you have great that's how you make well you have great that's how you make great teams great teams great teams compete against each other instead of compete against each other instead of compete against each other instead of doing great work yeah doing great work yeah doing great work yeah developers developers developers developers developers developers developers developers developers developers exactly they make the air we developers exactly they make the air we developers exactly they make the air we breathe breathe breathe yeah he he had uh that like he was like yeah he he had uh that like he was like yeah he he had uh that like he was like sweating he just said developers like 30 sweating he just said developers like 30 sweating he just said developers like 30 000 times or something when you watch 000 times or something when you watch 000 times or something when you watch that video did you feel like he was that video did you feel like he was that video did you feel like he was about to have a heart attack on stage about to have a heart attack on stage about to have a heart attack on stage yes yes I was like this guy someone

yes yes I was like this guy someone yes yes I was like this guy someone needs to get him a chair a glass of needs to get him a chair a glass of needs to get him a chair a glass of water please yeah please save the soul water please yeah please save the soul water please yeah please save the soul yeah you're right your business is dead yeah you're right your business is dead yeah you're right your business is dead without leads this just came down this without leads this just came down this without leads this just came down this just popped on my screen my notification just popped on my screen my notification just popped on my screen my notification it literally just says your business is it literally just says your business is it literally just says your business is dead without leads so please tell me dead without leads so please tell me dead without leads so please tell me that my phone is not listening to us and that my phone is not listening to us and that my phone is not listening to us and sending us ads and crap sending us ads and crap sending us ads and crap you know it's all coincidence yeah yeah you know it's all coincidence yeah yeah you know it's all coincidence yeah yeah you know it really it does kind of you know it really it does kind of you know it really it does kind of remind me of like when you're saying remind me of like when you're saying remind me of like when you're saying like the the leads and stuff I've been like the the leads and stuff I've been like the the leads and stuff I've been doing uh I've been looking for more doing uh I've been looking for more doing uh I've been looking for more system integrators and people to system integrators and people to system integrators and people to actually like install our stuff lately actually like install our stuff lately actually like install our stuff lately and it's pretty tough everyone's and it's pretty tough everyone's and it's pretty tough everyone's everyone's pretty busy out there but I everyone's pretty busy out there but I everyone's pretty busy out there but I got some great feedback this past week got some great feedback this past week got some great feedback this past week no one's looking to be a channel anymore no one's looking to be a channel anymore no one's looking to be a channel anymore so as soon as you start saying channeled so as soon as you start saying channeled so as soon as you start saying channeled they think okay that just means I take they think okay that just means I take they think okay that just means I take your product and I have to push it to your product and I have to push it to your product and I have to push it to all of my customers right that's kind of all of my customers right that's kind of all of my customers right that's kind of a one-way street but I've been I've I've a one-way street but I've been I've I've a one-way street but I've been I've I've never really liked the the word Channel never really liked the the word Channel never really liked the the word Channel I always think of it as partner and so I always think of it as partner and so I always think of it as partner and so it's always about learning what they do it's always about learning what they do it's always about learning what they do well who's their Target customers and well who's their Target customers and well who's their Target customers and then trying to connect them and then then trying to connect them and then then trying to connect them and then also me being a tool in their toolbox also me being a tool in their toolbox also me being a tool in their toolbox but I don't think that like you bring us but I don't think that like you bring us but I don't think that like you bring us leads like you're our Channel you report leads like you're our Channel you report leads like you're our Channel you report to us like I don't think especially when to us like I don't think especially when to us like I don't think especially when everyone's so busy right now that's everyone's so busy right now that's everyone's so busy right now that's that's not gonna work anymore that's

that's not gonna work anymore that's that's not gonna work anymore that's when you use the clever use of two words when you use the clever use of two words when you use the clever use of two words I'd like you to be my channel partner no I'd like you to be my channel partner no I'd like you to be my channel partner no you take the two you you know you just you take the two you you know you just you take the two you you know you just iot them together is what you're saying iot them together is what you're saying iot them together is what you're saying all of a sudden they think that you're all of a sudden they think that you're all of a sudden they think that you're actually their friend and that that's a actually their friend and that that's a actually their friend and that that's a two-way street two-way street two-way street no it's I'm still a one-way Street I no it's I'm still a one-way Street I no it's I'm still a one-way Street I want you to sell my stuff to your want you to sell my stuff to your want you to sell my stuff to your customers so that I don't have to I customers so that I don't have to I customers so that I don't have to I think you'll hear some the the think you'll hear some the the think you'll hear some the the successful ones of and Ryan I I really successful ones of and Ryan I I really successful ones of and Ryan I I really um I I see you with this you know with um I I see you with this you know with um I I see you with this you know with this comment of oh Channel one-way this comment of oh Channel one-way this comment of oh Channel one-way street but I think there's a bunch of street but I think there's a bunch of street but I think there's a bunch of them that that could be done well you them that that could be done well you them that that could be done well you know you have a lot of great know you have a lot of great know you have a lot of great Hardware oems out there that are Hardware oems out there that are Hardware oems out there that are targeting you know an industry and and targeting you know an industry and and targeting you know an industry and and they're fine they're fine and dandy as they're fine they're fine and dandy as they're fine they're fine and dandy as you know uh the great comedian uh used you know uh the great comedian uh used you know uh the great comedian uh used to say to say to say um um um but with software that you can go to but with software that you can go to but with software that you can go to this great OEM and say listen um this great OEM and say listen um this great OEM and say listen um business as usual but like there's this business as usual but like there's this business as usual but like there's this one thing that you just cannot address one thing that you just cannot address one thing that you just cannot address today because your developers developers today because your developers developers today because your developers developers developers yeah I'm focusing on this developers yeah I'm focusing on this developers yeah I'm focusing on this part and this is what I do and I think part and this is what I do and I think part and this is what I do and I think when these oems go like oh wait a minute when these oems go like oh wait a minute when these oems go like oh wait a minute so I'm still selling my sku's my core so I'm still selling my sku's my core so I'm still selling my sku's my core product you know that's my changing uh product you know that's my changing uh product you know that's my changing uh and now there's this thing that I didn't and now there's this thing that I didn't and now there's this thing that I didn't know about that I understand how I could know about that I understand how I could know about that I understand how I could bring value to my embedded base that

bring value to my embedded base that bring value to my embedded base that knows my brand name and oh holy cow knows my brand name and oh holy cow knows my brand name and oh holy cow there happens to be rev share so I can there happens to be rev share so I can there happens to be rev share so I can make a little you know a little sugar on make a little you know a little sugar on make a little you know a little sugar on top so some of those work but it just top so some of those work but it just top so some of those work but it just has to be easy you know the the second has to be easy you know the the second has to be easy you know the the second that you just say listen this thing oh that you just say listen this thing oh that you just say listen this thing oh your Linux shop this runs on Linux your Linux shop this runs on Linux your Linux shop this runs on Linux you're good yeah you're good yeah you're good yeah no it's it's literally it's like it's no it's it's literally it's like it's no it's it's literally it's like it's truly like Plug and Play like and let me truly like Plug and Play like and let me truly like Plug and Play like and let me show you like literally like I can show show you like literally like I can show show you like literally like I can show you right now that then those work is you right now that then those work is you right now that then those work is when is when the when we try to when is when the when we try to when is when the when we try to complicate it well complicate it well complicate it well could you change the skew could you change the skew could you change the skew or you know can we get you into the lab or you know can we get you into the lab or you know can we get you into the lab for integration for integration for integration and listen we're not interested if and listen we're not interested if and listen we're not interested if you're not going to do this minimum you're not going to do this minimum you're not going to do this minimum volume then it's just like that's when volume then it's just like that's when volume then it's just like that's when you go you know what I'm too busy for you go you know what I'm too busy for you go you know what I'm too busy for this crap and that good luck well you this crap and that good luck well you this crap and that good luck well you know here's the thing this is a I mean know here's the thing this is a I mean know here's the thing this is a I mean what really is the difference between a what really is the difference between a what really is the difference between a channel partner and a customer channel partner and a customer channel partner and a customer and I I think this is the delusion with and I I think this is the delusion with and I I think this is the delusion with this whole ecosystem uh that this whole ecosystem uh that this whole ecosystem uh that every you know this Kool-Aid everyone's every you know this Kool-Aid everyone's every you know this Kool-Aid everyone's been drinking where you know oh we have been drinking where you know oh we have been drinking where you know oh we have to co-create and we have to blah blah to co-create and we have to blah blah to co-create and we have to blah blah blah XYZ and then so what happens you blah XYZ and then so what happens you blah XYZ and then so what happens you have when you're going to Market one of have when you're going to Market one of have when you're going to Market one of the first steps you have is like getting the first steps you have is like getting the first steps you have is like getting your ecosystem together right whatever your ecosystem together right whatever your ecosystem together right whatever the hell that means what that ends up the hell that means what that ends up the hell that means what that ends up being is let's get as many logos on our being is let's get as many logos on our being is let's get as many logos on our partnership partnership partnership page as possible but here's the sad

page as possible but here's the sad page as possible but here's the sad reality and I think a lot of the reality and I think a lot of the reality and I think a lot of the ecosystem guys out there know this ecosystem guys out there know this ecosystem guys out there know this you know basically what it is is you know basically what it is is you know basically what it is is basically trying to have a um basically trying to have a um basically trying to have a um a customer referral or you know um you a customer referral or you know um you a customer referral or you know um you know a qual sheet know a qual sheet know a qual sheet uh without actually having any business uh without actually having any business uh without actually having any business behind it you know because what I've behind it you know because what I've behind it you know because what I've noticed is oftentimes people that claim noticed is oftentimes people that claim noticed is oftentimes people that claim to have a partner to have a partner to have a partner especially in the early days and even especially in the early days and even especially in the early days and even toward the end of let's say a dying toward the end of let's say a dying toward the end of let's say a dying service that they they're putting out service that they they're putting out service that they they're putting out there there there There's No Business behind it you know There's No Business behind it you know There's No Business behind it you know but you see a huge crap ton yeah um you but you see a huge crap ton yeah um you but you see a huge crap ton yeah um you know all these people that are Partners know all these people that are Partners know all these people that are Partners right and it's like okay but how many right and it's like okay but how many right and it's like okay but how many customers do you have what happens in customers do you have what happens in customers do you have what happens in the revenue on what it what is actually the revenue on what it what is actually the revenue on what it what is actually a pretty thin business a pretty thin business a pretty thin business um you know yeah you don't know how um you know yeah you don't know how um you know yeah you don't know how committed they are to those Solutions committed they are to those Solutions committed they are to those Solutions right it could have died like if you're right it could have died like if you're right it could have died like if you're not getting top of mind and mind share not getting top of mind and mind share not getting top of mind and mind share right that could be one of x amount of right that could be one of x amount of right that could be one of x amount of solutions that these larger companies solutions that these larger companies solutions that these larger companies that oh you know what we tried that for that oh you know what we tried that for that oh you know what we tried that for a bit we didn't get traction they don't a bit we didn't get traction they don't a bit we didn't get traction they don't understand why so they put it on the understand why so they put it on the understand why so they put it on the shelf for later right and so now you shelf for later right and so now you shelf for later right and so now you have all of these people where you're have all of these people where you're have all of these people where you're kind of like okay what is that doing for kind of like okay what is that doing for kind of like okay what is that doing for us like what are the conversations right us like what are the conversations right us like what are the conversations right so sometimes you know these uh these so sometimes you know these uh these so sometimes you know these uh these Partners these logos on the page are the

Partners these logos on the page are the Partners these logos on the page are the the outcome of of a of a contract that the outcome of of a of a contract that the outcome of of a of a contract that you signed to resell each other's stuff you signed to resell each other's stuff you signed to resell each other's stuff that's and that's it and there's no that's and that's it and there's no that's and that's it and there's no nothing else behind it and there's not nothing else behind it and there's not nothing else behind it and there's not going to be any business behind it yeah going to be any business behind it yeah going to be any business behind it yeah I mean there are just in case if just in I mean there are just in case if just in I mean there are just in case if just in case I can pull paper and paper clip it case I can pull paper and paper clip it case I can pull paper and paper clip it together and give it to you together and give it to you together and give it to you um so we just need to ask better um so we just need to ask better um so we just need to ask better questions okay they're your partner questions okay they're your partner questions okay they're your partner great tell how are you partnering just great tell how are you partnering just great tell how are you partnering just tell me right right but you know on the tell me right right but you know on the tell me right right but you know on the flip side of that that coin you have flip side of that that coin you have flip side of that that coin you have guys like you know the saps the oracles guys like you know the saps the oracles guys like you know the saps the oracles the aws's of the world that do have the aws's of the world that do have the aws's of the world that do have Partners you know they have partner Partners you know they have partner Partners you know they have partner programs and they're pretty legit right programs and they're pretty legit right programs and they're pretty legit right I mean you have like all of the big sis I mean you have like all of the big sis I mean you have like all of the big sis consulting firms that are doing you know consulting firms that are doing you know consulting firms that are doing you know whether it's Deloitte IBM or whether it's Deloitte IBM or whether it's Deloitte IBM or you know uh Accenture etc etc etc all you know uh Accenture etc etc etc all you know uh Accenture etc etc etc all the Indian uh SI firms they're they have the Indian uh SI firms they're they have the Indian uh SI firms they're they have business right but you know for everyone business right but you know for everyone business right but you know for everyone else that is smaller scale it almost else that is smaller scale it almost else that is smaller scale it almost becomes comical right but what you're becomes comical right but what you're becomes comical right but what you're really dealing with at that level is really dealing with at that level is really dealing with at that level is probably a much more narrow scope in the probably a much more narrow scope in the probably a much more narrow scope in the overall value chain from let's say overall value chain from let's say overall value chain from let's say technology to products to customer and technology to products to customer and technology to products to customer and to go and say that you have an ecosystem to go and say that you have an ecosystem to go and say that you have an ecosystem or you have all these partners that or you have all these partners that or you have all these partners that you're slapping onto a uh you know a you're slapping onto a uh you know a you're slapping onto a uh you know a logo page is like how how I mean logo page is like how how I mean logo page is like how how I mean but okay well here's a good look if we but okay well here's a good look if we but okay well here's a good look if we go to the bottom of the scale so here's go to the bottom of the scale so here's go to the bottom of the scale so here's the thing if we go to the uh pick up

the thing if we go to the uh pick up the thing if we go to the uh pick up let's pick a public cloud provider let's pick a public cloud provider let's pick a public cloud provider partner page you know any program partner page you know any program partner page you know any program doesn't matter and we sort to the doesn't matter and we sort to the doesn't matter and we sort to the smallest ones the here's the reality if smallest ones the here's the reality if smallest ones the here's the reality if I am an Enterprise customer of the of I am an Enterprise customer of the of I am an Enterprise customer of the of that cloud provider and I see that that cloud provider and I see that that cloud provider and I see that there's like five of these Partners there's like five of these Partners there's like five of these Partners doing three things that allegedly could doing three things that allegedly could doing three things that allegedly could bring me value I'm making the decision bring me value I'm making the decision bring me value I'm making the decision based on compatibility like that that's based on compatibility like that that's based on compatibility like that that's the thing so I might so I might find the thing so I might so I might find the thing so I might so I might find Value in that because the big cloud Value in that because the big cloud Value in that because the big cloud provider is saying hey the thing that provider is saying hey the thing that provider is saying hey the thing that these people do is integrate and if you these people do is integrate and if you these people do is integrate and if you use this service it works if you use use this service it works if you use use this service it works if you use that you know Azure stack or you know or that you know Azure stack or you know or that you know Azure stack or you know or uh you know Lambda or whatever the uh you know Lambda or whatever the uh you know Lambda or whatever the greenhouse stack yes there's there's greenhouse stack yes there's there's greenhouse stack yes there's there's value there because you know it will value there because you know it will value there because you know it will work work work yeah well yeah and and I I think um you yeah well yeah and and I I think um you yeah well yeah and and I I think um you know a lot of the the folks that are in know a lot of the the folks that are in know a lot of the the folks that are in the channel right uh when we look at it the channel right uh when we look at it the channel right uh when we look at it from a whole extended value chain from a whole extended value chain from a whole extended value chain perspective uh those are the guys that perspective uh those are the guys that perspective uh those are the guys that should probably especially if you're a should probably especially if you're a should probably especially if you're a smaller player focus on a smaller number smaller player focus on a smaller number smaller player focus on a smaller number of uh you know vendors that you work of uh you know vendors that you work of uh you know vendors that you work with tool suppliers whatever you know with tool suppliers whatever you know with tool suppliers whatever you know but calling them like Partners it's like but calling them like Partners it's like but calling them like Partners it's like man taking that model that definition man taking that model that definition man taking that model that definition and applying it to your business may not and applying it to your business may not and applying it to your business may not exactly be the right thing because you exactly be the right thing because you exactly be the right thing because you just simply don't have to scale I I just simply don't have to scale I I just simply don't have to scale I I think Ryan I think Ryan gave us the think Ryan I think Ryan gave us the think Ryan I think Ryan gave us the answer when he said that if there's a

answer when he said that if there's a answer when he said that if there's a let's call it whatever we want yeah it let's call it whatever we want yeah it let's call it whatever we want yeah it was that third party was that third party was that third party that thought of Ryan ah this dude is that thought of Ryan ah this dude is that thought of Ryan ah this dude is gonna know and that person who's gonna know and that person who's gonna know and that person who's thinking about that person thinks of thinking about that person thinks of thinking about that person thinks of Ryan as a partner and it doesn't matter Ryan as a partner and it doesn't matter Ryan as a partner and it doesn't matter what the commercials are or what the what the commercials are or what the what the commercials are or what the logo like that's that's a partner like logo like that's that's a partner like logo like that's that's a partner like that's the same person that's going to that's the same person that's going to that's the same person that's going to put Ryan in touch with someone else put Ryan in touch with someone else put Ryan in touch with someone else that's what you want but yes there's that's what you want but yes there's that's what you want but yes there's Tech behind it but that's their Tech behind it but that's their Tech behind it but that's their relationship Ryan's a knowledgeable guy relationship Ryan's a knowledgeable guy relationship Ryan's a knowledgeable guy I'm really out here to help you oh by I'm really out here to help you oh by I'm really out here to help you oh by the way again my software helps you sell the way again my software helps you sell the way again my software helps you sell more Hardware life is good and and I'm more Hardware life is good and and I'm more Hardware life is good and and I'm here for you yeah and boom that's that's here for you yeah and boom that's that's here for you yeah and boom that's that's what makes it relationship no AI what makes it relationship no AI what makes it relationship no AI relationships relationships how do I get relationships relationships how do I get relationships relationships how do I get how do I get 25 qualified leads without how do I get 25 qualified leads without how do I get 25 qualified leads without doing anything doing anything doing anything telling you I'm telling you you have to telling you I'm telling you you have to telling you I'm telling you you have to I do have to say speak in relationships I do have to say speak in relationships I do have to say speak in relationships I did see a friend of mine I did see a friend of mine I did see a friend of mine um at distribute Tech um at distribute Tech um at distribute Tech umek yeah he works for Hitachi uh umek yeah he works for Hitachi uh umek yeah he works for Hitachi uh Hitachi energy you know Hitachi has like Hitachi energy you know Hitachi has like Hitachi energy you know Hitachi has like over a thousand subsidiaries and so over a thousand subsidiaries and so over a thousand subsidiaries and so Itachi energy has a big Booth Itachi energy has a big Booth Itachi energy has a big Booth um with the event here at distributes um with the event here at distributes um with the event here at distributes Act Act Act and I have to say it warms my heart to and I have to say it warms my heart to and I have to say it warms my heart to see an old friend for my Hitachi days see an old friend for my Hitachi days see an old friend for my Hitachi days but it got better than that at his Booth but it got better than that at his Booth but it got better than that at his Booth you know he's got a big flat panel you know he's got a big flat panel you know he's got a big flat panel screen and his little pod part of the screen and his little pod part of the screen and his little pod part of the giant booth and everything he goes oh giant booth and everything he goes oh giant booth and everything he goes oh Rob check this out and he rolled up and

Rob check this out and he rolled up and Rob check this out and he rolled up and brought up the giant screen and it's the brought up the giant screen and it's the brought up the giant screen and it's the giant architecture diagram of lamata and giant architecture diagram of lamata and giant architecture diagram of lamata and and how it on how it's tying into all and how it on how it's tying into all and how it on how it's tying into all the OT systems and and everything like the OT systems and and everything like the OT systems and and everything like that and he's like it was it was pretty that and he's like it was it was pretty that and he's like it was it was pretty cool he's like this is the guy he cool he's like this is the guy he cool he's like this is the guy he invented this it's here and I'm like oh invented this it's here and I'm like oh invented this it's here and I'm like oh my God it was awesome so it's good to my God it was awesome so it's good to my God it was awesome so it's good to see that get a picture you know pointing see that get a picture you know pointing see that get a picture you know pointing at that and just like wow at that and just like wow at that and just like wow um but you know what you know not um but you know what you know not um but you know what you know not there's not a lot of times in life where there's not a lot of times in life where there's not a lot of times in life where you have a big moment where you get to you have a big moment where you get to you have a big moment where you get to where you created something big you know where you created something big you know where you created something big you know and so it was it was it was heartwarming and so it was it was it was heartwarming and so it was it was it was heartwarming to say the least it was great stuff for to say the least it was great stuff for to say the least it was great stuff for sure next time I see you Rob I'm gonna sure next time I see you Rob I'm gonna sure next time I see you Rob I'm gonna tell you about all the multiple times I tell you about all the multiple times I tell you about all the multiple times I bastardize that architecture to the bastardize that architecture to the bastardize that architecture to the extent of my imagination I love it it extent of my imagination I love it it extent of my imagination I love it it won't be today won't be today won't be today yeah yeah yeah yeah yeah yeah yeah yeah yeah it's like seeing your baby all grown up it's like seeing your baby all grown up it's like seeing your baby all grown up and you know yeah you see it fully and you know yeah you see it fully and you know yeah you see it fully materialized and you're like wow you're materialized and you're like wow you're materialized and you're like wow you're doing well good job right right doing well good job right right doing well good job right right absolutely yeah it's good stuff for sure absolutely yeah it's good stuff for sure absolutely yeah it's good stuff for sure that's really cool good memories yeah that's really cool good memories yeah that's really cool good memories yeah impact now that it came back so the fine impact now that it came back so the fine impact now that it came back so the fine and Bandy comedian I was referring was and Bandy comedian I was referring was and Bandy comedian I was referring was none other than George Carlin well I'm none other than George Carlin well I'm none other than George Carlin well I'm George Carlin yes I mean if you know if George Carlin yes I mean if you know if George Carlin yes I mean if you know if um if I was to find if I had like the um if I was to find if I had like the um if I was to find if I had like the one Genie wish or the time-ish I would one Genie wish or the time-ish I would one Genie wish or the time-ish I would find a way to make George Carlin find a way to make George Carlin find a way to make George Carlin Immortal that's it

Immortal that's it Immortal that's it yes if George Carlin could become the yes if George Carlin could become the yes if George Carlin could become the new AI it bought yes and most of the new AI it bought yes and most of the new AI it bought yes and most of the answers to your chat GP questions come answers to your chat GP questions come answers to your chat GP questions come in the form of the way he would say them in the form of the way he would say them in the form of the way he would say them to you you know because you're right to you you know because you're right to you you know because you're right that observational humor dry that observational humor dry that observational humor dry how come no one ever starts a path I mean the guy was a master of precise I mean the guy was a master of precise language love the English language made language love the English language made language love the English language made you think about how do people say why do you think about how do people say why do you think about how do people say why do people say that they're gonna get on an people say that they're gonna get on an people say that they're gonna get on an airplane I'd prefer to be in the airplane I'd prefer to be in the airplane I'd prefer to be in the airplane all kinds of stuff like that yeah let all kinds of stuff like that yeah let some good attention to detail I love some good attention to detail I love some good attention to detail I love when you find those those things yeah he when you find those those things yeah he when you find those those things yeah he talks about getting high on planes so talks about getting high on planes so talks about getting high on planes so I'm gonna get on and get off or am I I'm gonna get on and get off or am I I'm gonna get on and get off or am I going to get off and then get on going to get off and then get on going to get off and then get on definitely Ryan what's up what's a beautiful Ryan what's up what's a beautiful gorgeous animal you've got there this gorgeous animal you've got there this gorgeous animal you've got there this big fluff ball he was rolling around in big fluff ball he was rolling around in big fluff ball he was rolling around in the rain today it's my golden Leo he's the rain today it's my golden Leo he's the rain today it's my golden Leo he's my co-worker love it yeah my co-worker love it yeah my co-worker love it yeah never heard of that that breed before never heard of that that breed before never heard of that that breed before oh golden retriever oh but you know I oh golden retriever oh but you know I oh golden retriever oh but you know I named him Leo because he's got like this named him Leo because he's got like this named him Leo because he's got like this lion's mane going on oh okay we thought lion's mane going on oh okay we thought lion's mane going on oh okay we thought you were naming him after DiCaprio yeah you were naming him after DiCaprio yeah you were naming him after DiCaprio yeah also very good actor yeah also very good actor yeah also very good actor yeah Catch Me If You Can great movie you know

Catch Me If You Can great movie you know Catch Me If You Can great movie you know it is a great movie and my daughter just it is a great movie and my daughter just it is a great movie and my daughter just texted our little family text thing and texted our little family text thing and texted our little family text thing and saying oh great Leonardo DiCaprio's new saying oh great Leonardo DiCaprio's new saying oh great Leonardo DiCaprio's new girlfriend is younger than me and needless to say my daughter's a and needless to say my daughter's a junior in college so there you go but junior in college so there you go but junior in college so there you go but that's kind of Leo's Mo isn't it yeah that's kind of Leo's Mo isn't it yeah that's kind of Leo's Mo isn't it yeah yes yeah yeah yeah yeah so yeah you know yes yeah yeah yeah yeah so yeah you know yes yeah yeah yeah yeah so yeah you know it's just like when uh Matthew it's just like when uh Matthew it's just like when uh Matthew McConaughey said and Jason views you McConaughey said and Jason views you McConaughey said and Jason views you know I keep getting I keep getting older know I keep getting I keep getting older know I keep getting I keep getting older but they say the same age all right all but they say the same age all right all but they say the same age all right all right all right right all right right all right I think that's the only reason he did I think that's the only reason he did I think that's the only reason he did The Great Gatsby is because like every The Great Gatsby is because like every The Great Gatsby is because like every every high schoolers required reading is every high schoolers required reading is every high schoolers required reading is The Great Gatsby yeah he's just trying The Great Gatsby yeah he's just trying The Great Gatsby yeah he's just trying to stay relevant to the Next Generation to stay relevant to the Next Generation to stay relevant to the Next Generation you know and everybody uses that Jeff you know and everybody uses that Jeff you know and everybody uses that Jeff of him holding up his you know toasting of him holding up his you know toasting of him holding up his you know toasting you you know right what you're saying is you you know right what you're saying is you you know right what you're saying is that basically this guy was prospecting that basically this guy was prospecting that basically this guy was prospecting that's that's marketed it's marketing that's that's marketed it's marketing that's that's marketed it's marketing he's just building his funnel from he's just building his funnel from he's just building his funnel from organically so you know the next movie I organically so you know the next movie I organically so you know the next movie I swear if it's where where if it's Where swear if it's where where if it's Where swear if it's where where if it's Where the Red Fern Grows my my observation is the Red Fern Grows my my observation is the Red Fern Grows my my observation is complete you know any required High complete you know any required High complete you know any required High School rated movies School rated movies School rated movies oh man yeah right right I'm gonna get an oh man yeah right right I'm gonna get an oh man yeah right right I'm gonna get an angry email from Leonardo DiCaprio later angry email from Leonardo DiCaprio later angry email from Leonardo DiCaprio later just the fact that you said Leonardo

just the fact that you said Leonardo just the fact that you said Leonardo DiCaprio is creating an organic funnel I DiCaprio is creating an organic funnel I DiCaprio is creating an organic funnel I don't know what to make with all that not my back you know not me just an not my back you know not me just an observation just an observation it's not observation just an observation it's not observation just an observation it's not my bag baby yeah I gotcha I gotcha we my bag baby yeah I gotcha I gotcha we my bag baby yeah I gotcha I gotcha we need to get Leonardo into iot is what we need to get Leonardo into iot is what we need to get Leonardo into iot is what we need like we need a strong brand need like we need a strong brand need like we need a strong brand spokesperson to iot something spokesperson to iot something spokesperson to iot something yes all right so Ryan yes all right so Ryan yes all right so Ryan I'm going to be in Houston towards the I'm going to be in Houston towards the I'm going to be in Houston towards the end of March for yet another one of our end of March for yet another one of our end of March for yet another one of our energy conference buddies deals it's a energy conference buddies deals it's a energy conference buddies deals it's a carbon tracking and Reporting conference carbon tracking and Reporting conference carbon tracking and Reporting conference Yes you heard me right there's a Yes you heard me right there's a Yes you heard me right there's a conference for that wow conference for that wow conference for that wow yes so I think it's at a different venue yes so I think it's at a different venue yes so I think it's at a different venue I think it's at a hotel like in The I think it's at a hotel like in The I think it's at a hotel like in The Greenway Plaza area kind of near the Greenway Plaza area kind of near the Greenway Plaza area kind of near the Galleria Galleria Galleria um anyway Houston oh the last time Ryan um anyway Houston oh the last time Ryan um anyway Houston oh the last time Ryan and I were we were in Houston for oil and I were we were in Houston for oil and I were we were in Houston for oil oil and gas and iot yeah when uh when oil and gas and iot yeah when uh when oil and gas and iot yeah when uh when people were saying PLC that acquisition people were saying PLC that acquisition people were saying PLC that acquisition isn't scalable isn't scalable isn't scalable yeah if you just if you load balance yeah if you just if you load balance yeah if you just if you load balance your rs-232 ports then that's how you your rs-232 ports then that's how you your rs-232 ports then that's how you scale it the whole day yeah serial scale it the whole day yeah serial scale it the whole day yeah serial rs-485 you know rs232 that's that's the rs-485 you know rs232 that's that's the rs-485 you know rs232 that's that's the industry standard still out there isn't industry standard still out there isn't industry standard still out there isn't that funny like when I was a young that funny like when I was a young that funny like when I was a young Junior nobody programmer in the old days Junior nobody programmer in the old days Junior nobody programmer in the old days without how do you you know that there's

without how do you you know that there's without how do you you know that there's always those things on the web how do always those things on the web how do always those things on the web how do you date yourself without saying the you date yourself without saying the you date yourself without saying the date you know and you mentioned date you know and you mentioned date you know and you mentioned something there was a time when all our something there was a time when all our something there was a time when all our Communications off of a PC was coming Communications off of a PC was coming Communications off of a PC was coming off of Serial port off of Serial port off of Serial port and you had to learn how to program for and you had to learn how to program for and you had to learn how to program for serial ports before things got just serial ports before things got just serial ports before things got just mindlessly easy right with the internet mindlessly easy right with the internet mindlessly easy right with the internet and IP right and so uh for a lot of and IP right and so uh for a lot of and IP right and so uh for a lot of folks that was their first deal is is folks that was their first deal is is folks that was their first deal is is programming serial ports and all the programming serial ports and all the programming serial ports and all the pens you know and stuff like that and pens you know and stuff like that and pens you know and stuff like that and that's a hundred percent how you that's a hundred percent how you that's a hundred percent how you communicated with peripherals if you communicated with peripherals if you communicated with peripherals if you haven't tightened the pin connectors haven't tightened the pin connectors haven't tightened the pin connectors you've known that yeah okay if if you you've known that yeah okay if if you you've known that yeah okay if if you haven't if you haven't bent a VGA plan haven't if you haven't bent a VGA plan haven't if you haven't bent a VGA plan modem adapter you you haven't lived life modem adapter you you haven't lived life modem adapter you you haven't lived life where you're just sitting there like where you're just sitting there like where you're just sitting there like hey but you know what see here's the hey but you know what see here's the hey but you know what see here's the thing though that's that's the longevity thing though that's that's the longevity thing though that's that's the longevity that people want ID yeah yeah and they that people want ID yeah yeah and they that people want ID yeah yeah and they want Ryan you said the best thing ever want Ryan you said the best thing ever want Ryan you said the best thing ever all right you know since everyone knows all right you know since everyone knows all right you know since everyone knows that I invented the Internet of Things that I invented the Internet of Things that I invented the Internet of Things co-created it since we're using the co-created it since we're using the co-created it since we're using the co-creation word today with Al Gore co-creation word today with Al Gore co-creation word today with Al Gore I really did all the work but but Ryan I really did all the work but but Ryan I really did all the work but but Ryan said something magical here so back when said something magical here so back when said something magical here so back when I invented the Internet of Things how I invented the Internet of Things how I invented the Internet of Things how did we test and lock up the internet of did we test and lock up the internet of did we test and lock up the internet of things because you didn't have a lot of things because you didn't have a lot of things because you didn't have a lot of the real internet built out and all that the real internet built out and all that the real internet built out and all that stuff yet with the clever use of a stuff yet with the clever use of a stuff yet with the clever use of a longest null modem cable you've ever longest null modem cable you've ever longest null modem cable you've ever seen in your life actually I'm not even seen in your life actually I'm not even seen in your life actually I'm not even making this up at real-time data where

making this up at real-time data where making this up at real-time data where we were monitoring vending machines in we were monitoring vending machines in we were monitoring vending machines in the 90s mid 90s like right after the the 90s mid 90s like right after the the 90s mid 90s like right after the dawn of the where they allowed the dawn of the where they allowed the dawn of the where they allowed the internet to be for more people than just internet to be for more people than just internet to be for more people than just the military and universities and so we the military and universities and so we the military and universities and so we had you know you had to kind of work had you know you had to kind of work had you know you had to kind of work backwards and so we were creating you backwards and so we were creating you backwards and so we were creating you know black boxes firmware and stuff and know black boxes firmware and stuff and know black boxes firmware and stuff and vending machines monitoring vending machines monitoring vending machines monitoring inventory by using cables to see if a inventory by using cables to see if a inventory by using cables to see if a spool was turning monitoring a change spool was turning monitoring a change spool was turning monitoring a change box everything was fully mechanical box everything was fully mechanical box everything was fully mechanical um but yeah um but yeah um but yeah we we had to invent our own packets and we we had to invent our own packets and we we had to invent our own packets and how we were going to send data and stuff how we were going to send data and stuff how we were going to send data and stuff like that and we used a giant null modem like that and we used a giant null modem like that and we used a giant null modem cable because what did we have hanging cable because what did we have hanging cable because what did we have hanging off the back of a PC back then we had to off the back of a PC back then we had to off the back of a PC back then we had to use our you remember everybody know the use our you remember everybody know the use our you remember everybody know the company Digi Digi international well company Digi Digi international well company Digi Digi international well their claim to fame back then was the their claim to fame back then was the their claim to fame back then was the digi board and so back then you needed digi board and so back then you needed digi board and so back then you needed more com ports you your PC my only had more com ports you your PC my only had more com ports you your PC my only had two serial ports and some maybe had four two serial ports and some maybe had four two serial ports and some maybe had four well Digi allowed you to plug in with a well Digi allowed you to plug in with a well Digi allowed you to plug in with a special card a PCI card and could give special card a PCI card and could give special card a PCI card and could give you 8 or 16 com ports and so we'd have you 8 or 16 com ports and so we'd have you 8 or 16 com ports and so we'd have all these different modems hanging off all these different modems hanging off all these different modems hanging off all these different serial ports using all these different serial ports using all these different serial ports using Digi boards Digi boards Digi boards um anyway kids that's how the internet um anyway kids that's how the internet um anyway kids that's how the internet of things got its birth was like a of things got its birth was like a of things got its birth was like a 20-foot null modem cable to test 20-foot null modem cable to test 20-foot null modem cable to test basically the things going back to your basically the things going back to your basically the things going back to your your your software your platform so your your software your platform so your your software your platform so there you go Mark that down kids history

there you go Mark that down kids history there you go Mark that down kids history by Uncle Rob history by Uncle Rob I'm by Uncle Rob history by Uncle Rob I'm by Uncle Rob history by Uncle Rob I'm looking Amazon has one of those PCI looking Amazon has one of those PCI looking Amazon has one of those PCI cards and it has one two three four five cards and it has one two three four five cards and it has one two three four five six seven eight just serial cables six seven eight just serial cables six seven eight just serial cables coming off of it I'm like no I don't coming off of it I'm like no I don't coming off of it I'm like no I don't want to manage that well think about how want to manage that well think about how want to manage that well think about how hard it was back then so hey kids do you hard it was back then so hey kids do you hard it was back then so hey kids do you remember something called remember something called remember something called um interrupts irq is floppy so uh yeah and so prior to the is floppy so uh yeah and so prior to the magic of Windows 95 which was when the magic of Windows 95 which was when the magic of Windows 95 which was when the first operating system to handle all first operating system to handle all first operating system to handle all that for you magically that for you magically that for you magically you had to know about all that stuff and you had to know about all that stuff and you had to know about all that stuff and you had to set those things because you had to set those things because you had to set those things because before that you had dos and windows before that you had dos and windows before that you had dos and windows plain old windows which what a lot of plain old windows which what a lot of plain old windows which what a lot of people don't realize Windows was people don't realize Windows was people don't realize Windows was actually a Dos program actually a Dos program actually a Dos program to create the illusion of the Mac or to create the illusion of the Mac or to create the illusion of the Mac or something something something um but yeah you had to know all that and um but yeah you had to know all that and um but yeah you had to know all that and so you were studying all those settings so you were studying all those settings so you were studying all those settings uh on your PC you know and in your auto uh on your PC you know and in your auto uh on your PC you know and in your auto exec bat and configs this and stuff like exec bat and configs this and stuff like exec bat and configs this and stuff like that to make it work that to make it work that to make it work um and so Digi made a lot of that hard um and so Digi made a lot of that hard um and so Digi made a lot of that hard stuff possible which was great for us stuff possible which was great for us stuff possible which was great for us back then back then back then um but then yeah when you got Windows 95 um but then yeah when you got Windows 95 um but then yeah when you got Windows 95 and plug and play and a lot of things and plug and play and a lot of things and plug and play and a lot of things came along the OS finally started came along the OS finally started came along the OS finally started handling a lot of that complicated handling a lot of that complicated handling a lot of that complicated software design software defined software design software defined software design software defined boom yeah boom whatever it is right so boom yeah boom whatever it is right so boom yeah boom whatever it is right so hey hey hey um something from the Wall Street

um something from the Wall Street um something from the Wall Street Journal SoftBank loses Journal SoftBank loses Journal SoftBank loses 5.9 billion in the court latest quarter 5.9 billion in the court latest quarter 5.9 billion in the court latest quarter I'm not crazy it's a lot of money to I'm not crazy it's a lot of money to I'm not crazy it's a lot of money to lose in a quarter lose in a quarter lose in a quarter let alone a whole year or your whole let alone a whole year or your whole let alone a whole year or your whole life life life wow so if anyone asks you well you know wow so if anyone asks you well you know wow so if anyone asks you well you know why do you think hype is not a good why do you think hype is not a good why do you think hype is not a good thing thing thing 5.9 billion dollars I mean 5.9 billion dollars I mean 5.9 billion dollars I mean you know if you want evidence I mean you know if you want evidence I mean you know if you want evidence I mean geez come on yeah I ca I cannot count geez come on yeah I ca I cannot count geez come on yeah I ca I cannot count that high so I'm going to stick to one's that high so I'm going to stick to one's that high so I'm going to stick to one's 300 apartment from many years ago that 300 apartment from many years ago that 300 apartment from many years ago that amount of money do you realize how good amount of money do you realize how good amount of money do you realize how good we would have it if we could have a 300 we would have it if we could have a 300 we would have it if we could have a 300 all bills paid 800 square foot apartment all bills paid 800 square foot apartment all bills paid 800 square foot apartment today today today and as a baller I said I would have two and as a baller I said I would have two and as a baller I said I would have two side by side you might even drill a hole or saw you might even drill a hole or saw through the wall to have a joining you through the wall to have a joining you through the wall to have a joining you know and it would be this Penthouse type know and it would be this Penthouse type know and it would be this Penthouse type crazy fan yes yes we could live forever crazy fan yes yes we could live forever crazy fan yes yes we could live forever if we only had to pay 300 a month and if we only had to pay 300 a month and if we only had to pay 300 a month and all bills paid all bills paid all bills paid a million career choices career choices a million career choices career choices a million career choices career choices could be radically different totally yeah yeah okay maybe a paper totally yeah yeah okay maybe a paper route we'll take care of that you know route we'll take care of that you know route we'll take care of that you know you know you're good to go you know you're good to go you know you're good to go [Laughter] [Laughter] [Laughter] you probably invested in too many web you probably invested in too many web you probably invested in too many web 3.0 startups

3.0 startups 3.0 startups yes the Wall Street Journal article yes the Wall Street Journal article yes the Wall Street Journal article attribute any does it name any names of attribute any does it name any names of attribute any does it name any names of companies that are just collapsing just companies that are just collapsing just companies that are just collapsing just uh no it just says Tech funds Tech route uh no it just says Tech funds Tech route uh no it just says Tech funds Tech route here's the biggest problem you call it here's the biggest problem you call it here's the biggest problem you call it Tech and when you look at most of the Tech and when you look at most of the Tech and when you look at most of the company you know and so he was either company you know and so he was either company you know and so he was either fooled or he's fooling other people by fooled or he's fooling other people by fooled or he's fooling other people by calling these things tech companies just calling these things tech companies just calling these things tech companies just like we were acceleration yeah like we were acceleration yeah like we were acceleration yeah they actually mentioned wework as one of they actually mentioned wework as one of they actually mentioned wework as one of the failed Investments for for them in the failed Investments for for them in the failed Investments for for them in this other article yes it's a perfect this other article yes it's a perfect this other article yes it's a perfect example but you know it's that whole example but you know it's that whole example but you know it's that whole narrative everybody needs to become a narrative everybody needs to become a narrative everybody needs to become a tech company everyone's going to become tech company everyone's going to become tech company everyone's going to become a tech company every business that operates off a every business that operates off a server or has computers is a tech server or has computers is a tech server or has computers is a tech company now and like that's right I find company now and like that's right I find company now and like that's right I find in a business that doesn't yes now like in a business that doesn't yes now like in a business that doesn't yes now like plumbers you see a plumber walking plumbers you see a plumber walking plumbers you see a plumber walking around with an iPhone you know using the around with an iPhone you know using the around with an iPhone you know using the cloud like where do we draw the line cloud like where do we draw the line cloud like where do we draw the line here yeah and then you know what was one here yeah and then you know what was one here yeah and then you know what was one of the things he did like the robotic of the things he did like the robotic of the things he did like the robotic pizza pizza shop or whatever are we talking about residential or are we talking about residential or commercial plumber because if my man is commercial plumber because if my man is commercial plumber because if my man is hooking up the chill tower for my data hooking up the chill tower for my data hooking up the chill tower for my data center he is a tech company plumber you center he is a tech company plumber you center he is a tech company plumber you know there's a lot of industrial know there's a lot of industrial know there's a lot of industrial plumbers there's industrial welders I'll plumbers there's industrial welders I'll plumbers there's industrial welders I'll give you that yeah there's there's you give you that yeah there's there's you give you that yeah there's there's you can be an industrial Tech yeah but I

can be an industrial Tech yeah but I can be an industrial Tech yeah but I okay maybe it's a poor example but even okay maybe it's a poor example but even okay maybe it's a poor example but even like baking you could have you can have like baking you could have you can have like baking you could have you can have an industrialized banking right yeah an industrialized banking right yeah an industrialized banking right yeah it's too much hype too much hype it's too much hype too much hype it's too much hype too much hype everything's a tech company when you're everything's a tech company when you're everything's a tech company when you're when your kids have a lemonade stand when your kids have a lemonade stand when your kids have a lemonade stand outside on the sidewalk how can we make outside on the sidewalk how can we make outside on the sidewalk how can we make that into a tech company with a little that into a tech company with a little that into a tech company with a little uh you know like iPhone uh you know like iPhone uh you know like iPhone damn that's where the square payment damn that's where the square payment damn that's where the square payment option option option [Music] like there's probably like I'm sure you like there's probably like I'm sure you could go on Amazon like there's probably could go on Amazon like there's probably could go on Amazon like there's probably a thousand dollar Keurig premium a thousand dollar Keurig premium a thousand dollar Keurig premium lemonade maker you know yeah lemonade maker you know yeah lemonade maker you know yeah yeah you're right and they have a level yeah you're right and they have a level yeah you're right and they have a level monitor monitor monitor knowing how much lemonade is still in knowing how much lemonade is still in knowing how much lemonade is still in there yeah yeah and facial recognition there yeah yeah and facial recognition there yeah yeah and facial recognition to make sure that you're you're of the to make sure that you're you're of the to make sure that you're you're of the age to buy a lemonade you know on the age to buy a lemonade you know on the age to buy a lemonade you know on the street that's right yeah street that's right yeah street that's right yeah yeah but we're gonna revolutionize yeah but we're gonna revolutionize yeah but we're gonna revolutionize lemonade stands right here right now I lemonade stands right here right now I lemonade stands right here right now I need uh I need a sensor to determine the need uh I need a sensor to determine the need uh I need a sensor to determine the acidity because I I don't want any kind acidity because I I don't want any kind acidity because I I don't want any kind of liability for teeth enamel later on of liability for teeth enamel later on of liability for teeth enamel later on like I'm not like I'm not like I'm not um lemonade that's too acidic I don't um lemonade that's too acidic I don't um lemonade that's too acidic I don't want it I don't want that potential want it I don't want that potential want it I don't want that potential class action lawsuit later from the class action lawsuit later from the class action lawsuit later from the neighborhood and so yeah to understand neighborhood and so yeah to understand neighborhood and so yeah to understand the cloud we will extend a the cloud we will extend a the cloud we will extend a non-functional uh you know ethernet non-functional uh you know ethernet non-functional uh you know ethernet cable uh to a helium balloon that says cable uh to a helium balloon that says cable uh to a helium balloon that says not spying on you I've got the uh the not spying on you I've got the uh the not spying on you I've got the uh the lemonade lemonade lemonade foreign foreign foreign players

they're losing money like crazy these they're losing money like crazy these days aren't they days aren't they days aren't they what they're collect their stocks are what they're collect their stocks are what they're collect their stocks are dropping all the stuff yeah stock price dropping all the stuff yeah stock price dropping all the stuff yeah stock price yeah yeah I mean they're still growing yeah yeah I mean they're still growing yeah yeah I mean they're still growing this growth is slowing and they're this growth is slowing and they're this growth is slowing and they're the financials extending their the financials extending their the financials extending their extended Amazon had their first loss in extended Amazon had their first loss in extended Amazon had their first loss in years just recently that's a whole years just recently that's a whole years just recently that's a whole business I mean you know yeah it's still business I mean you know yeah it's still business I mean you know yeah it's still doing okay doing okay doing okay but yeah I mean they're they're uh their but yeah I mean they're they're uh their but yeah I mean they're they're uh their retail business is looking pretty gnarly retail business is looking pretty gnarly retail business is looking pretty gnarly you know that's what North America they you know that's what North America they you know that's what North America they lost money and uh they're losing money lost money and uh they're losing money lost money and uh they're losing money in Europe I think and and Asia as well in Europe I think and and Asia as well in Europe I think and and Asia as well so you know yeah I mean well you know so you know yeah I mean well you know so you know yeah I mean well you know covet was a grand experiment on you know covet was a grand experiment on you know covet was a grand experiment on you know societal things and human nature and and societal things and human nature and and societal things and human nature and and we saw what happened everybody got we saw what happened everybody got we saw what happened everybody got cooped up and started buying stuff like cooped up and started buying stuff like cooped up and started buying stuff like crazy on Amazon and and everybody was crazy on Amazon and and everybody was crazy on Amazon and and everybody was doing remote work and anything having to doing remote work and anything having to doing remote work and anything having to do with that buying PCS do with that buying PCS do with that buying PCS skyrocketed and then as soon as it's skyrocketed and then as soon as it's skyrocketed and then as soon as it's over everything's coming Falling Back over everything's coming Falling Back over everything's coming Falling Back Down to Earth you know Down to Earth you know Down to Earth you know and now we have playoffs everywhere and now we have playoffs everywhere and now we have playoffs everywhere yeah I think the bright spot is a lot of yeah I think the bright spot is a lot of yeah I think the bright spot is a lot of these companies that would have never these companies that would have never these companies that would have never iot they were finally forced to iot they were finally forced to iot they were finally forced to and now they're starting to see the and now they're starting to see the and now they're starting to see the value and they're like huh so this is value and they're like huh so this is value and they're like huh so this is what we've been neglecting for the last what we've been neglecting for the last what we've been neglecting for the last 10 years I guess I guess I guess this 10 years I guess I guess I guess this 10 years I guess I guess I guess this does work yeah all those 10 years when does work yeah all those 10 years when does work yeah all those 10 years when we were telling Ryan that he doesn't

we were telling Ryan that he doesn't we were telling Ryan that he doesn't know what he's talking about maybe he know what he's talking about maybe he know what he's talking about maybe he was right after all yeah I I literally was right after all yeah I I literally was right after all yeah I I literally would get phone calls I was bugging in would get phone calls I was bugging in would get phone calls I was bugging in my prior role I was selling iot and my prior role I was selling iot and my prior role I was selling iot and censored up so I would literally when censored up so I would literally when censored up so I would literally when the pandemic hit I was getting phone the pandemic hit I was getting phone the pandemic hit I was getting phone calls like hey you remember that thing calls like hey you remember that thing calls like hey you remember that thing that iot thing that you were telling me that iot thing that you were telling me that iot thing that you were telling me about the other yeah we're gonna need about the other yeah we're gonna need about the other yeah we're gonna need you to come in and tell us more about you to come in and tell us more about you to come in and tell us more about that now I'm hearing these buzzwords in that now I'm hearing these buzzwords in that now I'm hearing these buzzwords in my meetings I'm like my meetings I'm like my meetings I'm like yeah we need one of those lights out yeah we need one of those lights out yeah we need one of those lights out factories like Elon has can you build factories like Elon has can you build factories like Elon has can you build that for us please just give me a big check yeah we got it just give me a big check yeah we got it covered that's awesome there you go covered that's awesome there you go covered that's awesome there you go the hardest part talking to him yeah the hardest part talking to him yeah the hardest part talking to him yeah yeah I got Janet so all right great yeah I got Janet so all right great yeah I got Janet so all right great hanging out thanks thanks Ryan for hanging out thanks thanks Ryan for hanging out thanks thanks Ryan for jumping on man you know yeah that was jumping on man you know yeah that was jumping on man you know yeah that was fun yeah come on more often because we fun yeah come on more often because we fun yeah come on more often because we don't want this to become the old grumpy don't want this to become the old grumpy don't want this to become the old grumpy guys show guys show guys show yeah we can have a young grumpy guy in yeah we can have a young grumpy guy in yeah we can have a young grumpy guy in there you know every now yeah that's there you know every now yeah that's there you know every now yeah that's good yeah I like that yeah good yeah I like that yeah good yeah I like that yeah man that's all you know yeah man that's all you know yeah man that's all you know yeah you gotta keep me you gotta keep me you gotta keep me you gotta keep me you gotta keep me you gotta keep me honest you know you see me I get a honest you know you see me I get a honest you know you see me I get a little too carried away on LinkedIn so little too carried away on LinkedIn so little too carried away on LinkedIn so yeah I appreciate the I think you keep yeah I appreciate the I think you keep yeah I appreciate the I think you keep us honest too so just so you know us honest too so just so you know us honest too so just so you know everybody Ryan is single-handedly everybody Ryan is single-handedly everybody Ryan is single-handedly keeping Clubhouse in business really keeping Clubhouse in business really keeping Clubhouse in business really yeah I see him popping up I get my yeah I see him popping up I get my yeah I see him popping up I get my little notifications I see Ryan's little notifications I see Ryan's little notifications I see Ryan's talking about some ridiculous whatever talking about some ridiculous whatever talking about some ridiculous whatever thing on clubhouse yeah

thing on clubhouse yeah thing on clubhouse yeah he's like the last person on clubhouse he's like the last person on clubhouse he's like the last person on clubhouse basically yeah it's like a desert there basically yeah it's like a desert there basically yeah it's like a desert there you know every now and then there's a you know every now and then there's a you know every now and then there's a fun PhD or someone interested and then fun PhD or someone interested and then fun PhD or someone interested and then hops on so yeah it's uh hops on so yeah it's uh hops on so yeah it's uh it's it's it's it's it's it's it's it's it's difficult experiment all right guys so difficult experiment all right guys so difficult experiment all right guys so hey to all our iot coffee talk listeners hey to all our iot coffee talk listeners hey to all our iot coffee talk listeners and viewers uh thanks for chiming in and and viewers uh thanks for chiming in and and viewers uh thanks for chiming in and or tuning in and uh remember uh do not or tuning in and uh remember uh do not or tuning in and uh remember uh do not invest based on anything we've said invest based on anything we've said invest based on anything we've said because we are just completely doing because we are just completely doing because we are just completely doing this for fun and we are uh you know just this for fun and we are uh you know just this for fun and we are uh you know just being silly and uh remember to like being silly and uh remember to like being silly and uh remember to like subscribe subscribe subscribe um you know repost do all that stuff um you know repost do all that stuff um you know repost do all that stuff ring the bell ring the bell ring the bell and subscribe to and subscribe to and subscribe to www.iotcoffee.com www.iotcoffee.com www.iotcoffee.com uh no no money yeah speaking of money uh uh no no money yeah speaking of money uh uh no no money yeah speaking of money uh remember we are we are doing this out of remember we are we are doing this out of remember we are we are doing this out of the goodness of our hearts and uh just the goodness of our hearts and uh just the goodness of our hearts and uh just in the spirit of sharing knowledge and in the spirit of sharing knowledge and in the spirit of sharing knowledge and experience and uh if you enjoy our experience and uh if you enjoy our experience and uh if you enjoy our programming please support Elevate our programming please support Elevate our programming please support Elevate our kids at www.elevateurkids.org uh we're trying to www.elevateurkids.org uh we're trying to do the right thing and help um uh you do the right thing and help um uh you do the right thing and help um uh you know Bridge the digital divide for you know Bridge the digital divide for you know Bridge the digital divide for you know kids K-12 and underserved know kids K-12 and underserved know kids K-12 and underserved communities and uh we would definitely

communities and uh we would definitely communities and uh we would definitely like to see more donations like to see more donations like to see more donations um from folks in helping address this um from folks in helping address this um from folks in helping address this big ESG issue so if you're real about big ESG issue so if you're real about big ESG issue so if you're real about ESG especially the S part ESG especially the S part ESG especially the S part then you know check out elevator kids then you know check out elevator kids then you know check out elevator kids and consider donating through the course and consider donating through the course and consider donating through the course of the year and we are out we'll see you of the year and we are out we'll see you of the year and we are out we'll see you guys stay safe all right bye bye guys stay safe all right bye bye guys stay safe all right bye bye [Music]