{"version":"1.0.0","segments":[{"speaker":"Narrator","startTime":7.59,"endTime":10.29,"body":"Welcome to the IT"},{"speaker":"Narrator","startTime":7.59,"endTime":10.29,"body":"Matters podcast, where we"},{"speaker":"Narrator","startTime":10.29,"endTime":13.92,"body":"explore why IT matters and"},{"speaker":"Narrator","startTime":10.29,"endTime":13.92,"body":"matters pertaining to IT."},{"speaker":"Keith Hawkey","startTime":16.84,"endTime":19.24,"body":"Welcome to the IT"},{"speaker":"Keith Hawkey","startTime":16.84,"endTime":19.24,"body":"Matters podcast. It's nice to"},{"speaker":"Keith Hawkey","startTime":19.24,"endTime":19.81,"body":"have you here."},{"speaker":"James Anderson","startTime":19.9,"endTime":23.05,"body":"Keith, what an"},{"speaker":"James Anderson","startTime":19.9,"endTime":23.05,"body":"honor it is. Thanks for thinking"},{"speaker":"James Anderson","startTime":23.05,"endTime":23.38,"body":"of me."},{"speaker":"Keith Hawkey","startTime":23.69,"endTime":27.5,"body":"Yeah, it's Opkalla"},{"speaker":"Keith Hawkey","startTime":23.69,"endTime":27.5,"body":"the company I work for and your"},{"speaker":"Keith Hawkey","startTime":27.5,"endTime":32.21,"body":"organization, you've written a"},{"speaker":"Keith Hawkey","startTime":27.5,"endTime":32.21,"body":"lot about the TSD space, which"},{"speaker":"Keith Hawkey","startTime":32.21,"endTime":35.09,"body":"we're going to be speaking"},{"speaker":"Keith Hawkey","startTime":32.21,"endTime":35.09,"body":"about, for probably most of most"},{"speaker":"Keith Hawkey","startTime":35.09,"endTime":37.64,"body":"of the podcast, it's a little"},{"speaker":"Keith Hawkey","startTime":35.09,"endTime":37.64,"body":"bit different than what we're"},{"speaker":"Keith Hawkey","startTime":37.64,"endTime":41.51,"body":"used to. Today, we want to"},{"speaker":"Keith Hawkey","startTime":37.64,"endTime":41.51,"body":"switch gears. Most of the time"},{"speaker":"Keith Hawkey","startTime":41.51,"endTime":45.71,"body":"we talk about IT leaders, we"},{"speaker":"Keith Hawkey","startTime":41.51,"endTime":45.71,"body":"talk about the emerging"},{"speaker":"Keith Hawkey","startTime":45.71,"endTime":49.28,"body":"technologies and how it's"},{"speaker":"Keith Hawkey","startTime":45.71,"endTime":49.28,"body":"changing the way traditional IT"},{"speaker":"Keith Hawkey","startTime":49.28,"endTime":53.03,"body":"has been managed, but this"},{"speaker":"Keith Hawkey","startTime":49.28,"endTime":53.03,"body":"morning, we want to spend a"},{"speaker":"Keith Hawkey","startTime":53.03,"endTime":57.95,"body":"little time on the business side"},{"speaker":"Keith Hawkey","startTime":53.03,"endTime":57.95,"body":"of what this emerging"},{"speaker":"Keith Hawkey","startTime":57.95,"endTime":62.15,"body":"marketplace of technology"},{"speaker":"Keith Hawkey","startTime":57.95,"endTime":62.15,"body":"advisors are. So James, why"},{"speaker":"Keith Hawkey","startTime":62.15,"endTime":64.25,"body":"don't you tell us a little bit"},{"speaker":"Keith Hawkey","startTime":62.15,"endTime":64.25,"body":"about yourself, and you're the"},{"speaker":"Keith Hawkey","startTime":64.25,"endTime":67.7,"body":"first technology business"},{"speaker":"Keith Hawkey","startTime":64.25,"endTime":67.7,"body":"journalist, I guess is that, is"},{"speaker":"Keith Hawkey","startTime":67.7,"endTime":71.21,"body":"that what we can call your title"},{"speaker":"Keith Hawkey","startTime":67.7,"endTime":71.21,"body":"on the podcast?"},{"speaker":"Unknown","startTime":71.0,"endTime":74.198,"body":"Well, it's like I said,"},{"speaker":"Unknown","startTime":71.0,"endTime":74.198,"body":"it's an honor. It's also crazy"},{"speaker":"Unknown","startTime":74.258,"endTime":78.049,"body":"to be getting interviewed, it's"},{"speaker":"Unknown","startTime":74.258,"endTime":78.049,"body":"terrifying. I interview a lot of"},{"speaker":"Unknown","startTime":78.108,"endTime":81.603,"body":"people for work, and realizing"},{"speaker":"Unknown","startTime":78.108,"endTime":81.603,"body":"like the shoe's on the other"},{"speaker":"Unknown","startTime":81.662,"endTime":84.683,"body":"foot, like, so it's very"},{"speaker":"Unknown","startTime":81.662,"endTime":84.683,"body":"humbling. So I write for a"},{"speaker":"Unknown","startTime":84.743,"endTime":88.475,"body":"company called Channel Futures,"},{"speaker":"Unknown","startTime":84.743,"endTime":88.475,"body":"that is a news website. They're"},{"speaker":"Unknown","startTime":88.534,"endTime":91.555,"body":"connected to a family of"},{"speaker":"Unknown","startTime":88.534,"endTime":91.555,"body":"conferences called channel"},{"speaker":"Unknown","startTime":91.614,"endTime":95.405,"body":"partners. So we're pretty known"},{"speaker":"Unknown","startTime":91.614,"endTime":95.405,"body":"for our flagship event that's in"},{"speaker":"Unknown","startTime":95.465,"endTime":99.256,"body":"Las Vegas every spring, and that"},{"speaker":"Unknown","startTime":95.465,"endTime":99.256,"body":"started decades ago, as kind of"},{"speaker":"Unknown","startTime":99.315,"endTime":102.929,"body":"an assemblage of some of these"},{"speaker":"Unknown","startTime":99.315,"endTime":102.929,"body":"companies that we talked about"},{"speaker":"Unknown","startTime":102.988,"endTime":106.305,"body":"the TSDs. 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And it has"},{"speaker":"Unknown","startTime":119.93,"endTime":123.543,"body":"grown to be a much larger event,"},{"speaker":"Unknown","startTime":123.603,"endTime":126.861,"body":"we got 8000 people last spring,"},{"speaker":"Unknown","startTime":123.603,"endTime":126.861,"body":"so. And that's a mix of"},{"speaker":"Unknown","startTime":126.92,"endTime":130.533,"body":"technology advisors, like an"},{"speaker":"Unknown","startTime":126.92,"endTime":130.533,"body":"Opkalla, you have on the partner"},{"speaker":"Unknown","startTime":130.593,"endTime":134.028,"body":"side also MSPs, who are you"},{"speaker":"Unknown","startTime":130.593,"endTime":134.028,"body":"know, they're looking for sort"},{"speaker":"Unknown","startTime":134.088,"endTime":137.701,"body":"of different products to sell"},{"speaker":"Unknown","startTime":134.088,"endTime":137.701,"body":"and use. And then you have the,"},{"speaker":"Unknown","startTime":137.76,"endTime":141.433,"body":"you know, the distributors that"},{"speaker":"Unknown","startTime":137.76,"endTime":141.433,"body":"are there, that'd be the TSDs."},{"speaker":"Unknown","startTime":141.492,"endTime":144.75,"body":"But also, some of the more"},{"speaker":"Unknown","startTime":141.492,"endTime":144.75,"body":"traditional IT distributors,"},{"speaker":"Unknown","startTime":144.81,"endTime":148.127,"body":"like an Arrow or an Ingram"},{"speaker":"Unknown","startTime":144.81,"endTime":148.127,"body":"Micro, and then you have, you"},{"speaker":"Unknown","startTime":148.186,"endTime":151.918,"body":"know, a host of suppliers that"},{"speaker":"Unknown","startTime":148.186,"endTime":151.918,"body":"are looking to connect with with"},{"speaker":"Unknown","startTime":151.977,"endTime":155.65,"body":"technology advisors, and MSPs,"},{"speaker":"Unknown","startTime":151.977,"endTime":155.65,"body":"and even value added resellers."},{"speaker":"Unknown","startTime":155.709,"endTime":158.908,"body":"So we're trying to be sort of a"},{"speaker":"Unknown","startTime":155.709,"endTime":158.908,"body":"hub of information and"},{"speaker":"Unknown","startTime":158.968,"endTime":162.522,"body":"connection and community, for"},{"speaker":"Unknown","startTime":158.968,"endTime":162.522,"body":"the industry. So within that I"},{"speaker":"Unknown","startTime":162.581,"endTime":166.017,"body":"write specifically about the"},{"speaker":"Unknown","startTime":162.581,"endTime":166.017,"body":"technology side, both network"},{"speaker":"Unknown","startTime":166.076,"endTime":169.749,"body":"and telecommunications, but then"},{"speaker":"Unknown","startTime":166.076,"endTime":169.749,"body":"kind of on the business side,"},{"speaker":"Unknown","startTime":169.808,"endTime":173.422,"body":"I've sort of made the technology"},{"speaker":"Unknown","startTime":169.808,"endTime":173.422,"body":"advisors and their TSD, tech"},{"speaker":"Unknown","startTime":173.481,"endTime":177.213,"body":"services distributor partners,"},{"speaker":"Unknown","startTime":173.481,"endTime":177.213,"body":"sort of the focus of of what I'm"},{"speaker":"Unknown","startTime":177.272,"endTime":180.589,"body":"doing. So yeah, I've been for"},{"speaker":"Unknown","startTime":177.272,"endTime":180.589,"body":"about two years, I've been"},{"speaker":"Unknown","startTime":180.649,"endTime":183.907,"body":"writing on that front, really"},{"speaker":"Unknown","startTime":180.649,"endTime":183.907,"body":"since I, really since the"},{"speaker":"Unknown","startTime":183.966,"endTime":187.757,"body":"pandemic. And that's been a lot"},{"speaker":"Unknown","startTime":183.966,"endTime":187.757,"body":"of fun. I've been at the company"},{"speaker":"Unknown","startTime":187.816,"endTime":191.371,"body":"for seven years and just find"},{"speaker":"Unknown","startTime":187.816,"endTime":191.371,"body":"the more that I'm writing more"},{"speaker":"Unknown","startTime":191.43,"endTime":194.806,"body":"about some of the things that"},{"speaker":"Unknown","startTime":191.43,"endTime":194.806,"body":"that folks like Opkalla and"},{"speaker":"Unknown","startTime":194.866,"endTime":198.42,"body":"their and their partners are"},{"speaker":"Unknown","startTime":194.866,"endTime":198.42,"body":"going through and seeing on the"},{"speaker":"Unknown","startTime":198.479,"endTime":201.915,"body":"field level like that's been"},{"speaker":"Unknown","startTime":198.479,"endTime":201.915,"body":"just really fun. So it's been"},{"speaker":"Unknown","startTime":201.974,"endTime":205.469,"body":"kind of an education for myself"},{"speaker":"Unknown","startTime":201.974,"endTime":205.469,"body":"trying to figure out what's"},{"speaker":"Unknown","startTime":205.528,"endTime":208.55,"body":"going on, because it's kind of a"},{"speaker":"Unknown","startTime":205.528,"endTime":208.55,"body":"complicated space."},{"speaker":"Keith Hawkey","startTime":208.75,"endTime":213.16,"body":"Yeah, certainly"},{"speaker":"Keith Hawkey","startTime":208.75,"endTime":213.16,"body":"is. And I can associate the last"},{"speaker":"Keith Hawkey","startTime":213.16,"endTime":217.69,"body":"half decade that I've been in"},{"speaker":"Keith Hawkey","startTime":213.16,"endTime":217.69,"body":"this space has been created by"},{"speaker":"Keith Hawkey","startTime":217.75,"endTime":222.4,"body":"the advent of what a TSD is and"},{"speaker":"Keith Hawkey","startTime":217.75,"endTime":222.4,"body":"what they're doing and how"},{"speaker":"Keith Hawkey","startTime":222.4,"endTime":226.84,"body":"they've changed the way IT is"},{"speaker":"Keith Hawkey","startTime":222.4,"endTime":226.84,"body":"being procured, consulted about,"},{"speaker":"Keith Hawkey","startTime":227.44,"endTime":230.68,"body":"sold, and resold, it's"},{"speaker":"Keith Hawkey","startTime":227.44,"endTime":230.68,"body":"completely changed the dynamic"},{"speaker":"Keith Hawkey","startTime":230.68,"endTime":235.24,"body":"where traditionally, a customer"},{"speaker":"Keith Hawkey","startTime":230.68,"endTime":235.24,"body":"would either work direct with a"},{"speaker":"Keith Hawkey","startTime":235.24,"endTime":240.31,"body":"vendor, or they would work with"},{"speaker":"Keith Hawkey","startTime":235.24,"endTime":240.31,"body":"a value added reseller that"},{"speaker":"Keith Hawkey","startTime":240.34,"endTime":243.22,"body":"would attach some professional"},{"speaker":"Keith Hawkey","startTime":240.34,"endTime":243.22,"body":"or managed services, when it"},{"speaker":"Keith Hawkey","startTime":243.22,"endTime":246.19,"body":"came came to the vendor, or they"},{"speaker":"Keith Hawkey","startTime":243.22,"endTime":246.19,"body":"would hire a consultant for a"},{"speaker":"Keith Hawkey","startTime":246.19,"endTime":250.57,"body":"fee. And the consultant would"},{"speaker":"Keith Hawkey","startTime":246.19,"endTime":250.57,"body":"come in and they would help them"},{"speaker":"Keith Hawkey","startTime":250.6,"endTime":253.93,"body":"with their advisory service, and"},{"speaker":"Keith Hawkey","startTime":250.6,"endTime":253.93,"body":"then leave and not have any"},{"speaker":"Keith Hawkey","startTime":253.93,"endTime":258.94,"body":"support or any further"},{"speaker":"Keith Hawkey","startTime":253.93,"endTime":258.94,"body":"engagement. So the technology"},{"speaker":"Keith Hawkey","startTime":258.94,"endTime":263.32,"body":"advisor has completely changed"},{"speaker":"Keith Hawkey","startTime":258.94,"endTime":263.32,"body":"the way this business is done."},{"speaker":"Keith Hawkey","startTime":263.35,"endTime":266.77,"body":"And they take what I think is"},{"speaker":"Keith Hawkey","startTime":263.35,"endTime":266.77,"body":"the best parts of all three of"},{"speaker":"Keith Hawkey","startTime":266.77,"endTime":270.79,"body":"those components, all three of"},{"speaker":"Keith Hawkey","startTime":266.77,"endTime":270.79,"body":"those traditional ways where you"},{"speaker":"Keith Hawkey","startTime":270.79,"endTime":273.31,"body":"had the reselling capability,"},{"speaker":"Keith Hawkey","startTime":270.79,"endTime":273.31,"body":"you have the consultant"},{"speaker":"Keith Hawkey","startTime":273.31,"endTime":277.93,"body":"capability, you have access to"},{"speaker":"Keith Hawkey","startTime":273.31,"endTime":277.93,"body":"hundreds and hundreds of"},{"speaker":"Keith Hawkey","startTime":277.93,"endTime":282.79,"body":"technologies and you can offer a"},{"speaker":"Keith Hawkey","startTime":277.93,"endTime":282.79,"body":"vendor neutral approach. So TSD,"},{"speaker":"Keith Hawkey","startTime":283.0,"endTime":288.07,"body":"how is this technology services"},{"speaker":"Keith Hawkey","startTime":283.0,"endTime":288.07,"body":"distributor, how did they come"},{"speaker":"Keith Hawkey","startTime":288.07,"endTime":292.09,"body":"about, why are they growing so"},{"speaker":"Keith Hawkey","startTime":288.07,"endTime":292.09,"body":"quickly nowadays? You mentioned"},{"speaker":"Keith Hawkey","startTime":292.09,"endTime":294.79,"body":"Channel Futures have been around"},{"speaker":"Keith Hawkey","startTime":292.09,"endTime":294.79,"body":"a while but can you tell us a"},{"speaker":"Keith Hawkey","startTime":294.79,"endTime":297.1,"body":"little bit about the history of"},{"speaker":"Keith Hawkey","startTime":294.79,"endTime":297.1,"body":"TSDs in general?"},{"speaker":"James Anderson","startTime":297.27,"endTime":300.81,"body":"Yeah, you know,"},{"speaker":"James Anderson","startTime":297.27,"endTime":300.81,"body":"I think what we know as a TSD,"},{"speaker":"James Anderson","startTime":300.81,"endTime":305.07,"body":"maybe, maybe I would call them a"},{"speaker":"James Anderson","startTime":300.81,"endTime":305.07,"body":"national TSD, which is like an"},{"speaker":"James Anderson","startTime":305.07,"endTime":308.82,"body":"Intel Asus, or an Avant, or"},{"speaker":"James Anderson","startTime":305.07,"endTime":308.82,"body":"Telarus, or maybe even a"},{"speaker":"James Anderson","startTime":308.82,"endTime":311.67,"body":"Sandler, you know, that's a"},{"speaker":"James Anderson","startTime":308.82,"endTime":311.67,"body":"company with somewhere between"},{"speaker":"James Anderson","startTime":311.73,"endTime":317.82,"body":"100,150 employees to 400, or"},{"speaker":"James Anderson","startTime":311.73,"endTime":317.82,"body":"500. And you know, those groups"},{"speaker":"James Anderson","startTime":317.82,"endTime":323.1,"body":"really 20 years ago, I don't"},{"speaker":"James Anderson","startTime":317.82,"endTime":323.1,"body":"think were nearly that size. So,"},{"speaker":"James Anderson","startTime":323.28,"endTime":326.61,"body":"you know, a lot of these folks"},{"speaker":"James Anderson","startTime":323.28,"endTime":326.61,"body":"that are at TSDs, they started"},{"speaker":"James Anderson","startTime":326.61,"endTime":331.02,"body":"off as an agent, just like an"},{"speaker":"James Anderson","startTime":326.61,"endTime":331.02,"body":"Opkalla. Not that you'd use the"},{"speaker":"James Anderson","startTime":331.02,"endTime":334.23,"body":"word agent, but it was a very"},{"speaker":"James Anderson","startTime":331.02,"endTime":334.23,"body":"different world back then a lot"},{"speaker":"James Anderson","startTime":334.23,"endTime":337.29,"body":"of them, you know, say they"},{"speaker":"James Anderson","startTime":334.23,"endTime":337.29,"body":"started off as like door to door"},{"speaker":"James Anderson","startTime":337.32,"endTime":341.97,"body":"salespeople, and they were"},{"speaker":"James Anderson","startTime":337.32,"endTime":341.97,"body":"selling long distance for a"},{"speaker":"James Anderson","startTime":341.97,"endTime":346.38,"body":"carrier for a sealed deck. And"},{"speaker":"James Anderson","startTime":341.97,"endTime":346.38,"body":"they decided, like, you know,"},{"speaker":"James Anderson","startTime":346.38,"endTime":350.4,"body":"whether they hated the corporate"},{"speaker":"James Anderson","startTime":346.38,"endTime":350.4,"body":"environment, or they wanted to"},{"speaker":"James Anderson","startTime":350.4,"endTime":355.5,"body":"offer like more than just one"},{"speaker":"James Anderson","startTime":350.4,"endTime":355.5,"body":"carrier to their customers, or"},{"speaker":"James Anderson","startTime":355.5,"endTime":358.2,"body":"like, they just wanted that"},{"speaker":"James Anderson","startTime":355.5,"endTime":358.2,"body":"independent, that financial"},{"speaker":"James Anderson","startTime":358.2,"endTime":361.89,"body":"independence, they went out. And"},{"speaker":"James Anderson","startTime":358.2,"endTime":361.89,"body":"they made agreements with these"},{"speaker":"James Anderson","startTime":361.89,"endTime":367.38,"body":"carriers of, you know, if we"},{"speaker":"James Anderson","startTime":361.89,"endTime":367.38,"body":"source your offerings, the"},{"speaker":"James Anderson","startTime":367.41,"endTime":372.09,"body":"vendors will pay a residual"},{"speaker":"James Anderson","startTime":367.41,"endTime":372.09,"body":"commission for the life of the"},{"speaker":"James Anderson","startTime":372.09,"endTime":375.27,"body":"contract. And so for agents,"},{"speaker":"James Anderson","startTime":372.09,"endTime":375.27,"body":"that was just a great"},{"speaker":"James Anderson","startTime":375.27,"endTime":380.01,"body":"opportunity. But with that came,"},{"speaker":"James Anderson","startTime":375.27,"endTime":380.01,"body":"a lot of uncertainty, you had a"},{"speaker":"James Anderson","startTime":380.01,"endTime":383.76,"body":"lot of m\u0026a in those days,"},{"speaker":"James Anderson","startTime":380.01,"endTime":383.76,"body":"particularly in the network"},{"speaker":"James Anderson","startTime":383.76,"endTime":386.82,"body":"world. I mean, it's still going"},{"speaker":"James Anderson","startTime":383.76,"endTime":386.82,"body":"on today. But it was, I mean,"},{"speaker":"James Anderson","startTime":386.85,"endTime":389.97,"body":"most of the people who came"},{"speaker":"James Anderson","startTime":386.85,"endTime":389.97,"body":"from, you know, who came from a"},{"speaker":"James Anderson","startTime":389.97,"endTime":394.5,"body":"carrier to an agency like, those"},{"speaker":"James Anderson","startTime":389.97,"endTime":394.5,"body":"companies don't exist anymore."},{"speaker":"James Anderson","startTime":394.59,"endTime":397.47,"body":"And in the midst of those"},{"speaker":"James Anderson","startTime":394.59,"endTime":397.47,"body":"acquisitions, in the midst of"},{"speaker":"James Anderson","startTime":397.47,"endTime":402.45,"body":"those bankruptcies, it was very"},{"speaker":"James Anderson","startTime":397.47,"endTime":402.45,"body":"common and very easy for the"},{"speaker":"James Anderson","startTime":402.45,"endTime":406.44,"body":"supplier, the carrier, to take a"},{"speaker":"James Anderson","startTime":402.45,"endTime":406.44,"body":"look as they're cost cutting and"},{"speaker":"James Anderson","startTime":406.44,"endTime":409.32,"body":"say, we're going to cut the"},{"speaker":"James Anderson","startTime":406.44,"endTime":409.32,"body":"residual commissions, we're just"},{"speaker":"James Anderson","startTime":409.32,"endTime":412.77,"body":"going to kind of claw this back."},{"speaker":"James Anderson","startTime":409.32,"endTime":412.77,"body":"And that could be devastating"},{"speaker":"James Anderson","startTime":412.8,"endTime":418.11,"body":"for an agent who had built their"},{"speaker":"James Anderson","startTime":412.8,"endTime":418.11,"body":"business off this sort of trust"},{"speaker":"James Anderson","startTime":418.26,"endTime":421.77,"body":"with the vendor and in a"},{"speaker":"James Anderson","startTime":418.26,"endTime":421.77,"body":"partnership. And sort of, I"},{"speaker":"James Anderson","startTime":421.77,"endTime":424.08,"body":"think a lot of folks realize"},{"speaker":"James Anderson","startTime":421.77,"endTime":424.08,"body":"like that they weren't big"},{"speaker":"James Anderson","startTime":424.08,"endTime":427.65,"body":"enough, they didn't have enough"},{"speaker":"James Anderson","startTime":424.08,"endTime":427.65,"body":"scale, to protect themselves"},{"speaker":"James Anderson","startTime":427.68,"endTime":432.96,"body":"from vendors, for whatever"},{"speaker":"James Anderson","startTime":427.68,"endTime":432.96,"body":"reason making that change. So I"},{"speaker":"James Anderson","startTime":432.96,"endTime":436.74,"body":"think you had a coalescence and,"},{"speaker":"James Anderson","startTime":432.96,"endTime":436.74,"body":"and some of these partners"},{"speaker":"James Anderson","startTime":436.77,"endTime":440.61,"body":"decided to get larger, maybe"},{"speaker":"James Anderson","startTime":436.77,"endTime":440.61,"body":"some of them deciding, you know,"},{"speaker":"James Anderson","startTime":440.61,"endTime":443.55,"body":"we're not actually going to"},{"speaker":"James Anderson","startTime":440.61,"endTime":443.55,"body":"focus on selling to a customer,"},{"speaker":"James Anderson","startTime":443.82,"endTime":447.96,"body":"to an end customer, we're going"},{"speaker":"James Anderson","startTime":443.82,"endTime":447.96,"body":"to focus on our sub agents. And"},{"speaker":"James Anderson","startTime":447.96,"endTime":451.56,"body":"so we'll handle the contracts,"},{"speaker":"James Anderson","startTime":447.96,"endTime":451.56,"body":"we'll make sure that commissions"},{"speaker":"James Anderson","startTime":451.56,"endTime":455.22,"body":"get paid. And if they don't get"},{"speaker":"James Anderson","startTime":451.56,"endTime":455.22,"body":"paid, we'll go to bat for you."},{"speaker":"James Anderson","startTime":455.55,"endTime":459.33,"body":"And so, as time has gone on,"},{"speaker":"James Anderson","startTime":455.55,"endTime":459.33,"body":"again, they used to be referred"},{"speaker":"James Anderson","startTime":459.33,"endTime":463.38,"body":"to as master agents, which was"},{"speaker":"James Anderson","startTime":459.33,"endTime":463.38,"body":"really just the fact that they"},{"speaker":"James Anderson","startTime":463.53,"endTime":466.17,"body":"were a master agent, with sub"},{"speaker":"James Anderson","startTime":463.53,"endTime":466.17,"body":"agents. And they were kind of"},{"speaker":"James Anderson","startTime":466.17,"endTime":469.44,"body":"the intermediary between the"},{"speaker":"James Anderson","startTime":466.17,"endTime":469.44,"body":"agent and the vendor. And I"},{"speaker":"James Anderson","startTime":469.44,"endTime":473.13,"body":"think they've, in recent years"},{"speaker":"James Anderson","startTime":469.44,"endTime":473.13,"body":"have really pushed back on not"},{"speaker":"James Anderson","startTime":473.13,"endTime":476.16,"body":"just that description, but sort"},{"speaker":"James Anderson","startTime":473.13,"endTime":476.16,"body":"of not just the title, but the"},{"speaker":"James Anderson","startTime":476.16,"endTime":478.56,"body":"description of what they do. So"},{"speaker":"James Anderson","startTime":476.16,"endTime":478.56,"body":"they'll talk more about being in"},{"speaker":"James Anderson","startTime":478.56,"endTime":482.43,"body":"solutions enablement, they"},{"speaker":"James Anderson","startTime":478.56,"endTime":482.43,"body":"started to hire sales engineers,"},{"speaker":"James Anderson","startTime":482.46,"endTime":486.42,"body":"so that when a, as a partner is"},{"speaker":"James Anderson","startTime":482.46,"endTime":486.42,"body":"starting off, and they don't"},{"speaker":"James Anderson","startTime":486.54,"endTime":489.9,"body":"have the ability to hire staff,"},{"speaker":"James Anderson","startTime":486.54,"endTime":489.9,"body":"they may be actually using the"},{"speaker":"James Anderson","startTime":489.9,"endTime":493.68,"body":"sales engineers from and"},{"speaker":"James Anderson","startTime":489.9,"endTime":493.68,"body":"technology experts, whether they"},{"speaker":"James Anderson","startTime":493.68,"endTime":495.63,"body":"don't, if they don't know"},{"speaker":"James Anderson","startTime":493.68,"endTime":495.63,"body":"perhaps contact center or"},{"speaker":"James Anderson","startTime":495.63,"endTime":498.18,"body":"cybersecurity will use them on a"},{"speaker":"James Anderson","startTime":495.63,"endTime":498.18,"body":"call with a customer. And so"},{"speaker":"James Anderson","startTime":498.18,"endTime":501.39,"body":"that's kind of the movement that"},{"speaker":"James Anderson","startTime":498.18,"endTime":501.39,"body":"some of these largest TSDs had"},{"speaker":"James Anderson","startTime":501.39,"endTime":505.74,"body":"been going in, trying to become"},{"speaker":"James Anderson","startTime":501.39,"endTime":505.74,"body":"not just strong enough to and"},{"speaker":"James Anderson","startTime":505.74,"endTime":509.67,"body":"large enough to protect partners"},{"speaker":"James Anderson","startTime":505.74,"endTime":509.67,"body":"from bad decisions that their"},{"speaker":"James Anderson","startTime":509.67,"endTime":513.75,"body":"vendors may make, but also to"},{"speaker":"James Anderson","startTime":509.67,"endTime":513.75,"body":"help partners move into new"},{"speaker":"James Anderson","startTime":513.75,"endTime":518.64,"body":"technologies to sell and source"},{"speaker":"James Anderson","startTime":513.75,"endTime":518.64,"body":"and consult on and basically be,"},{"speaker":"James Anderson","startTime":518.76,"endTime":521.46,"body":"you know, sort of kind of doing"},{"speaker":"James Anderson","startTime":518.76,"endTime":521.46,"body":"staff augmentation, sales"},{"speaker":"James Anderson","startTime":521.46,"endTime":523.98,"body":"enablement and helping them"},{"speaker":"James Anderson","startTime":521.46,"endTime":523.98,"body":"reach the next level. So that's"},{"speaker":"James Anderson","startTime":523.98,"endTime":526.92,"body":"kind of generally where they're"},{"speaker":"James Anderson","startTime":523.98,"endTime":526.92,"body":"going. And there's been a lot of"},{"speaker":"James Anderson","startTime":526.92,"endTime":528.99,"body":"consolidation to kind of promote"},{"speaker":"James Anderson","startTime":526.92,"endTime":528.99,"body":"that."},{"speaker":"Keith Hawkey","startTime":529.11,"endTime":533.64,"body":"Yeah and adding on"},{"speaker":"Keith Hawkey","startTime":529.11,"endTime":533.64,"body":"to that, onboarding. So there's"},{"speaker":"Keith Hawkey","startTime":533.67,"endTime":537.39,"body":"a few organizations that I know"},{"speaker":"Keith Hawkey","startTime":533.67,"endTime":537.39,"body":"of that leverage onboarding"},{"speaker":"Keith Hawkey","startTime":537.39,"endTime":544.74,"body":"tools. Let's say, you're a"},{"speaker":"Keith Hawkey","startTime":537.39,"endTime":544.74,"body":"technology advisory firm. And"},{"speaker":"Keith Hawkey","startTime":544.77,"endTime":548.22,"body":"you're onboarding someone that's"},{"speaker":"Keith Hawkey","startTime":544.77,"endTime":548.22,"body":"a little green behind the ears"},{"speaker":"Keith Hawkey","startTime":548.61,"endTime":552.3,"body":"as a BDR. And they're new to the"},{"speaker":"Keith Hawkey","startTime":548.61,"endTime":552.3,"body":"technology world. A lot of these"},{"speaker":"Keith Hawkey","startTime":552.39,"endTime":557.28,"body":"TSDs have onboarding. What is"},{"speaker":"Keith Hawkey","startTime":552.39,"endTime":557.28,"body":"its enterprise cloud? What's a"},{"speaker":"Keith Hawkey","startTime":557.28,"endTime":560.52,"body":"colo? What is UCaaS? What are"},{"speaker":"Keith Hawkey","startTime":557.28,"endTime":560.52,"body":"the fundamentals of"},{"speaker":"Keith Hawkey","startTime":560.52,"endTime":567.21,"body":"cybersecurity? So they are an"},{"speaker":"Keith Hawkey","startTime":560.52,"endTime":567.21,"body":"integral part to the Technology"},{"speaker":"Keith Hawkey","startTime":567.21,"endTime":571.53,"body":"Advisory world, many of them"},{"speaker":"Keith Hawkey","startTime":567.21,"endTime":571.53,"body":"today have robust sales"},{"speaker":"Keith Hawkey","startTime":571.53,"endTime":576.51,"body":"engineering teams, layers deep."},{"speaker":"Keith Hawkey","startTime":571.53,"endTime":576.51,"body":"There are resources for"},{"speaker":"Keith Hawkey","startTime":576.99,"endTime":582.27,"body":"providers to use when they're"},{"speaker":"Keith Hawkey","startTime":576.99,"endTime":582.27,"body":"smaller, and they don't have the"},{"speaker":"Keith Hawkey","startTime":582.27,"endTime":585.9,"body":"funds to hire, you know, the"},{"speaker":"Keith Hawkey","startTime":582.27,"endTime":585.9,"body":"best and the brightest sales"},{"speaker":"Keith Hawkey","startTime":585.9,"endTime":589.14,"body":"engineer in the world getting"},{"speaker":"Keith Hawkey","startTime":585.9,"endTime":589.14,"body":"started. So who are who are some"},{"speaker":"Keith Hawkey","startTime":589.14,"endTime":593.85,"body":"of the biggest players in the"},{"speaker":"Keith Hawkey","startTime":589.14,"endTime":593.85,"body":"TSD world? Who's making waves"},{"speaker":"Keith Hawkey","startTime":593.97,"endTime":595.74,"body":"that you're seeing on the"},{"speaker":"Keith Hawkey","startTime":593.97,"endTime":595.74,"body":"business side?"},{"speaker":"James Anderson","startTime":595.87,"endTime":597.55,"body":"Yeah, I think I"},{"speaker":"James Anderson","startTime":595.87,"endTime":597.55,"body":"think for many years, the"},{"speaker":"James Anderson","startTime":597.55,"endTime":601.54,"body":"largest and probably by some"},{"speaker":"James Anderson","startTime":597.55,"endTime":601.54,"body":"estimation still the largest is"},{"speaker":"James Anderson","startTime":601.54,"endTime":606.1,"body":"Intelisys, which was acquired by"},{"speaker":"James Anderson","startTime":601.54,"endTime":606.1,"body":"the distributor ScanSource about"},{"speaker":"James Anderson","startTime":606.1,"endTime":610.27,"body":"six years ago. So at the time,"},{"speaker":"James Anderson","startTime":606.1,"endTime":610.27,"body":"you know, Intelisys dwarfed the"},{"speaker":"James Anderson","startTime":610.27,"endTime":616.54,"body":"other TSDs, you've had companies"},{"speaker":"James Anderson","startTime":610.27,"endTime":616.54,"body":"like TBI that perhaps might have"},{"speaker":"James Anderson","startTime":616.54,"endTime":620.11,"body":"been kind of on the podium,"},{"speaker":"James Anderson","startTime":616.54,"endTime":620.11,"body":"maybe four or five years ago,"},{"speaker":"James Anderson","startTime":620.71,"endTime":624.1,"body":"that has actually been"},{"speaker":"James Anderson","startTime":620.71,"endTime":624.1,"body":"purchased. And so a lot of those"},{"speaker":"James Anderson","startTime":624.1,"endTime":628.3,"body":"TSDs, some of them regional"},{"speaker":"James Anderson","startTime":624.1,"endTime":628.3,"body":"TSDs, a little smaller, have"},{"speaker":"James Anderson","startTime":628.3,"endTime":631.51,"body":"been bought by a company called"},{"speaker":"James Anderson","startTime":628.3,"endTime":631.51,"body":"App Direct. And so App Direct is"},{"speaker":"James Anderson","startTime":631.51,"endTime":636.67,"body":"a b2b marketplace that has"},{"speaker":"James Anderson","startTime":631.51,"endTime":636.67,"body":"developed its own TSD practice,"},{"speaker":"James Anderson","startTime":636.7,"endTime":639.97,"body":"and is trying to sort of"},{"speaker":"James Anderson","startTime":636.7,"endTime":639.97,"body":"integrate those two. So yeah,"},{"speaker":"James Anderson","startTime":639.97,"endTime":643.18,"body":"App Direct has bought maybe"},{"speaker":"James Anderson","startTime":639.97,"endTime":643.18,"body":"eight different, I'm gonna say a"},{"speaker":"James Anderson","startTime":643.18,"endTime":645.25,"body":"little bit less than that, but"},{"speaker":"James Anderson","startTime":643.18,"endTime":645.25,"body":"maybe, you know, between five to"},{"speaker":"James Anderson","startTime":645.25,"endTime":648.73,"body":"eight, regional TSDs, and"},{"speaker":"James Anderson","startTime":645.25,"endTime":648.73,"body":"brought them together, while"},{"speaker":"James Anderson","startTime":648.73,"endTime":651.82,"body":"also, you know, making"},{"speaker":"James Anderson","startTime":648.73,"endTime":651.82,"body":"investments in some of the TAs"},{"speaker":"James Anderson","startTime":651.85,"endTime":654.85,"body":"to make sure that they have a"},{"speaker":"James Anderson","startTime":651.85,"endTime":654.85,"body":"selling base of partners that"},{"speaker":"James Anderson","startTime":654.85,"endTime":657.85,"body":"are kind of walking their"},{"speaker":"James Anderson","startTime":654.85,"endTime":657.85,"body":"customers through that"},{"speaker":"James Anderson","startTime":657.85,"endTime":660.43,"body":"marketplace. So you have App"},{"speaker":"James Anderson","startTime":657.85,"endTime":660.43,"body":"Direct. App Direct, you know,"},{"speaker":"James Anderson","startTime":660.46,"endTime":664.39,"body":"it's, again, in terms of like"},{"speaker":"James Anderson","startTime":660.46,"endTime":664.39,"body":"its size, it's pretty big, it's"},{"speaker":"James Anderson","startTime":664.39,"endTime":669.94,"body":"got 1000 employees, or more. You"},{"speaker":"James Anderson","startTime":664.39,"endTime":669.94,"body":"have Telarus. Telarus is around"},{"speaker":"James Anderson","startTime":670.0,"endTime":674.95,"body":"20 years old and by some"},{"speaker":"James Anderson","startTime":670.0,"endTime":674.95,"body":"measurements, they may be the"},{"speaker":"James Anderson","startTime":674.95,"endTime":678.01,"body":"largest, you see them being the"},{"speaker":"James Anderson","startTime":674.95,"endTime":678.01,"body":"largest with some of the key"},{"speaker":"James Anderson","startTime":678.01,"endTime":681.31,"body":"suppliers, particularly on the"},{"speaker":"James Anderson","startTime":678.01,"endTime":681.31,"body":"network side, they, you know,"},{"speaker":"James Anderson","startTime":681.31,"endTime":685.51,"body":"they're AT\u0026T's largest TSD"},{"speaker":"James Anderson","startTime":681.31,"endTime":685.51,"body":"partner, and they're growing,"},{"speaker":"James Anderson","startTime":685.54,"endTime":689.86,"body":"you know, they have a investment"},{"speaker":"James Anderson","startTime":685.54,"endTime":689.86,"body":"from a private equity company,"},{"speaker":"James Anderson","startTime":689.86,"endTime":694.03,"body":"and they've been using that to"},{"speaker":"James Anderson","startTime":689.86,"endTime":694.03,"body":"scale. You have Avant in Chicago"},{"speaker":"James Anderson","startTime":694.12,"endTime":697.75,"body":"and they're, I think they"},{"speaker":"James Anderson","startTime":694.12,"endTime":697.75,"body":"started in 2009. So they are"},{"speaker":"James Anderson","startTime":697.75,"endTime":700.6,"body":"kind of, would consider"},{"speaker":"James Anderson","startTime":697.75,"endTime":700.6,"body":"themselves as the new kid on the"},{"speaker":"James Anderson","startTime":700.6,"endTime":703.24,"body":"block, they would say they kind"},{"speaker":"James Anderson","startTime":700.6,"endTime":703.24,"body":"of started off, sort of born in"},{"speaker":"James Anderson","startTime":703.24,"endTime":708.01,"body":"the cloud. So we're maybe bigger"},{"speaker":"James Anderson","startTime":703.24,"endTime":708.01,"body":"promoters of UCAS unified"},{"speaker":"James Anderson","startTime":708.01,"endTime":711.49,"body":"communications as a service, as"},{"speaker":"James Anderson","startTime":708.01,"endTime":711.49,"body":"sort of their foundation. Well"},{"speaker":"James Anderson","startTime":711.49,"endTime":714.46,"body":"not quite in 2009, but that was"},{"speaker":"James Anderson","startTime":711.49,"endTime":714.46,"body":"something they would say was"},{"speaker":"James Anderson","startTime":714.46,"endTime":717.34,"body":"their bread and butter rather"},{"speaker":"James Anderson","startTime":714.46,"endTime":717.34,"body":"than network transport"},{"speaker":"James Anderson","startTime":717.37,"endTime":721.54,"body":"technologies. And then you have"},{"speaker":"James Anderson","startTime":717.37,"endTime":721.54,"body":"a few other players. Sandler is"},{"speaker":"James Anderson","startTime":721.54,"endTime":725.38,"body":"another player that has not sold"},{"speaker":"James Anderson","startTime":721.54,"endTime":725.38,"body":"to a private equity company or"},{"speaker":"James Anderson","startTime":725.38,"endTime":730.6,"body":"taken an investment. And they"},{"speaker":"James Anderson","startTime":725.38,"endTime":730.6,"body":"are very large compared to what"},{"speaker":"James Anderson","startTime":730.6,"endTime":733.69,"body":"some of their peers would be"},{"speaker":"James Anderson","startTime":730.6,"endTime":733.69,"body":"five years ago. Relatively"},{"speaker":"James Anderson","startTime":733.69,"endTime":735.55,"body":"speaking, maybe they're the,"},{"speaker":"James Anderson","startTime":733.69,"endTime":735.55,"body":"they're the third or fourth or"},{"speaker":"James Anderson","startTime":735.55,"endTime":738.97,"body":"fifth largest, they're very much"},{"speaker":"James Anderson","startTime":735.55,"endTime":738.97,"body":"a player as well. So I'd say, I"},{"speaker":"James Anderson","startTime":738.97,"endTime":742.18,"body":"would say Intelisys, owned by"},{"speaker":"James Anderson","startTime":738.97,"endTime":742.18,"body":"Scan Source, App Direct,"},{"speaker":"James Anderson","startTime":742.18,"endTime":745.06,"body":"Telarus, Avant, and Sandler, and"},{"speaker":"James Anderson","startTime":742.18,"endTime":745.06,"body":"then there's some others that"},{"speaker":"James Anderson","startTime":745.06,"endTime":747.1,"body":"are trying to make a name for"},{"speaker":"James Anderson","startTime":745.06,"endTime":747.1,"body":"themselves as well."},{"speaker":"Keith Hawkey","startTime":747.0,"endTime":750.36,"body":"Yeah, they've"},{"speaker":"Keith Hawkey","startTime":747.0,"endTime":750.36,"body":"grown tremendously in the past"},{"speaker":"Keith Hawkey","startTime":750.36,"endTime":753.93,"body":"few years, pretty intimate"},{"speaker":"Keith Hawkey","startTime":750.36,"endTime":753.93,"body":"familiarity with a few of those"},{"speaker":"Keith Hawkey","startTime":754.44,"endTime":759.81,"body":"TSDs. So now that we're all"},{"speaker":"Keith Hawkey","startTime":754.44,"endTime":759.81,"body":"experts on what a technology"},{"speaker":"Keith Hawkey","startTime":759.81,"endTime":765.15,"body":"services distributor is, what"},{"speaker":"Keith Hawkey","startTime":759.81,"endTime":765.15,"body":"role does the technology advisor"},{"speaker":"Keith Hawkey","startTime":765.3,"endTime":769.5,"body":"play in this new paradigm shift?"},{"speaker":"Keith Hawkey","startTime":765.3,"endTime":769.5,"body":"What does the technology advisor"},{"speaker":"Keith Hawkey","startTime":769.5,"endTime":774.84,"body":"do? How do you become one? And"},{"speaker":"Keith Hawkey","startTime":769.5,"endTime":774.84,"body":"if I show up for a career day,"},{"speaker":"Keith Hawkey","startTime":774.9,"endTime":777.96,"body":"my son goes to career day, can"},{"speaker":"Keith Hawkey","startTime":774.9,"endTime":777.96,"body":"he tell his class that one day I"},{"speaker":"Keith Hawkey","startTime":777.96,"endTime":780.81,"body":"want to be a technology advisor?"},{"speaker":"Keith Hawkey","startTime":777.96,"endTime":780.81,"body":"Is that a career path nowadays?"},{"speaker":"James Anderson","startTime":781.65,"endTime":783.75,"body":"I think it"},{"speaker":"James Anderson","startTime":781.65,"endTime":783.75,"body":"should be. It's kind of this"},{"speaker":"James Anderson","startTime":783.75,"endTime":786.9,"body":"little hidden gem that many"},{"speaker":"James Anderson","startTime":783.75,"endTime":786.9,"body":"people are finding. Maybe people"},{"speaker":"James Anderson","startTime":786.9,"endTime":790.17,"body":"start off by working at a"},{"speaker":"James Anderson","startTime":786.9,"endTime":790.17,"body":"vendor, and they're like, oh,"},{"speaker":"James Anderson","startTime":790.17,"endTime":793.77,"body":"who are these agents, they seem"},{"speaker":"James Anderson","startTime":790.17,"endTime":793.77,"body":"to be riding high. So you see"},{"speaker":"James Anderson","startTime":793.77,"endTime":797.31,"body":"that movement a lot. But I would"},{"speaker":"James Anderson","startTime":793.77,"endTime":797.31,"body":"say if I were to say what the"},{"speaker":"James Anderson","startTime":797.31,"endTime":800.88,"body":"difference between a TSD and a"},{"speaker":"James Anderson","startTime":797.31,"endTime":800.88,"body":"TA is and you know, speak for"},{"speaker":"James Anderson","startTime":800.94,"endTime":804.36,"body":"Opkalla, you know, jump in at"},{"speaker":"James Anderson","startTime":800.94,"endTime":804.36,"body":"any moment. But it's all about"},{"speaker":"James Anderson","startTime":804.36,"endTime":808.59,"body":"the customer focus, you know"},{"speaker":"James Anderson","startTime":804.36,"endTime":808.59,"body":"that the idea behind the TSDs is"},{"speaker":"James Anderson","startTime":808.86,"endTime":812.25,"body":"we'll take care of the vendors."},{"speaker":"James Anderson","startTime":808.86,"endTime":812.25,"body":"Don't worry about having"},{"speaker":"James Anderson","startTime":812.25,"endTime":817.32,"body":"relationships with 200, 300"},{"speaker":"James Anderson","startTime":812.25,"endTime":817.32,"body":"different vendors. Part of the"},{"speaker":"James Anderson","startTime":817.47,"endTime":819.96,"body":"benefit of working with a"},{"speaker":"James Anderson","startTime":817.47,"endTime":819.96,"body":"technology advisor, if you're a"},{"speaker":"James Anderson","startTime":819.96,"endTime":824.7,"body":"customer is that you guys can"},{"speaker":"James Anderson","startTime":819.96,"endTime":824.7,"body":"have that flexibility, you can"},{"speaker":"James Anderson","startTime":824.76,"endTime":828.57,"body":"go through so many different"},{"speaker":"James Anderson","startTime":824.76,"endTime":828.57,"body":"options that maybe a VAR"},{"speaker":"James Anderson","startTime":828.75,"endTime":832.17,"body":"wouldn't be able to do because"},{"speaker":"James Anderson","startTime":828.75,"endTime":832.17,"body":"they you know, maybe they have a"},{"speaker":"James Anderson","startTime":832.17,"endTime":835.71,"body":"handful or two handfuls of"},{"speaker":"James Anderson","startTime":832.17,"endTime":835.71,"body":"vendors that they worked with,"},{"speaker":"James Anderson","startTime":835.71,"endTime":839.28,"body":"really strategic vendors. But"},{"speaker":"James Anderson","startTime":835.71,"endTime":839.28,"body":"you're able to kind of go"},{"speaker":"James Anderson","startTime":839.28,"endTime":842.22,"body":"throughout all these different"},{"speaker":"James Anderson","startTime":839.28,"endTime":842.22,"body":"technology stacks and try to"},{"speaker":"James Anderson","startTime":842.22,"endTime":845.31,"body":"find the best fit for your end"},{"speaker":"James Anderson","startTime":842.22,"endTime":845.31,"body":"customer. So that's really I"},{"speaker":"James Anderson","startTime":845.31,"endTime":851.79,"body":"mean at the core is you are"},{"speaker":"James Anderson","startTime":845.31,"endTime":851.79,"body":"helping customers source and the"},{"speaker":"James Anderson","startTime":851.79,"endTime":854.01,"body":"right technologies for their"},{"speaker":"James Anderson","startTime":851.79,"endTime":854.01,"body":"business, but also walking"},{"speaker":"James Anderson","startTime":854.01,"endTime":857.19,"body":"through some of those questions"},{"speaker":"James Anderson","startTime":854.01,"endTime":857.19,"body":"that are associated with that,"},{"speaker":"James Anderson","startTime":857.19,"endTime":861.09,"body":"you know, people will say people"},{"speaker":"James Anderson","startTime":857.19,"endTime":861.09,"body":"processes, platforms, you know,"},{"speaker":"James Anderson","startTime":861.09,"endTime":864.03,"body":"you're trying and I would say"},{"speaker":"James Anderson","startTime":861.09,"endTime":864.03,"body":"more and more in modern days"},{"speaker":"James Anderson","startTime":864.03,"endTime":867.03,"body":"trying to be more of a"},{"speaker":"James Anderson","startTime":864.03,"endTime":867.03,"body":"consultant. I think in the past,"},{"speaker":"James Anderson","startTime":867.09,"endTime":869.7,"body":"I had mentioned the word agent,"},{"speaker":"James Anderson","startTime":867.09,"endTime":869.7,"body":"we would use the word agent,"},{"speaker":"James Anderson","startTime":870.0,"endTime":874.08,"body":"would've uses the word broker. I"},{"speaker":"James Anderson","startTime":870.0,"endTime":874.08,"body":"might even have used like a"},{"speaker":"James Anderson","startTime":874.08,"endTime":877.53,"body":"comparison to like a real estate"},{"speaker":"James Anderson","startTime":874.08,"endTime":877.53,"body":"broker or insurance broker. I"},{"speaker":"James Anderson","startTime":877.53,"endTime":879.6,"body":"wouldn't use that in this"},{"speaker":"James Anderson","startTime":877.53,"endTime":879.6,"body":"podcast, but I might, you know,"},{"speaker":"James Anderson","startTime":879.6,"endTime":883.47,"body":"I might use that on an airplane."},{"speaker":"James Anderson","startTime":879.6,"endTime":883.47,"body":"I used it the other day and I"},{"speaker":"James Anderson","startTime":883.47,"endTime":888.72,"body":"got you know, a dirty look. So"},{"speaker":"James Anderson","startTime":883.47,"endTime":888.72,"body":"yeah, but but I think"},{"speaker":"Keith Hawkey","startTime":888.75,"endTime":892.71,"body":"You used B the"},{"speaker":"Keith Hawkey","startTime":888.75,"endTime":892.71,"body":"word James. The B word and the A"},{"speaker":"Keith Hawkey","startTime":892.71,"endTime":898.68,"body":"word. An agent, it's it's not as"},{"speaker":"Keith Hawkey","startTime":892.71,"endTime":898.68,"body":"flashy as technology advisor."},{"speaker":"James Anderson","startTime":899.13,"endTime":902.49,"body":"Right? I think"},{"speaker":"James Anderson","startTime":899.13,"endTime":902.49,"body":"the agent really it's, it's from"},{"speaker":"James Anderson","startTime":902.49,"endTime":906.24,"body":"the vendor's point of view. The"},{"speaker":"James Anderson","startTime":902.49,"endTime":906.24,"body":"technology advisor, you know, in"},{"speaker":"James Anderson","startTime":906.24,"endTime":909.42,"body":"a certain sale is an agent of"},{"speaker":"James Anderson","startTime":906.24,"endTime":909.42,"body":"the vendor, but the customer"},{"speaker":"James Anderson","startTime":909.42,"endTime":911.43,"body":"would never view them as that,"},{"speaker":"James Anderson","startTime":909.42,"endTime":911.43,"body":"right?"},{"speaker":"Keith Hawkey","startTime":911.0,"endTime":913.617,"body":"Yeah, I think"},{"speaker":"Keith Hawkey","startTime":911.0,"endTime":913.617,"body":"you're right. And the real"},{"speaker":"Keith Hawkey","startTime":913.682,"endTime":917.738,"body":"leverage that I mean, truth be"},{"speaker":"Keith Hawkey","startTime":913.682,"endTime":917.738,"body":"told, I'm a technology advisor."},{"speaker":"Keith Hawkey","startTime":917.804,"endTime":921.86,"body":"That's my day job, podcast by"},{"speaker":"Keith Hawkey","startTime":917.804,"endTime":921.86,"body":"night, technology advise by day,"},{"speaker":"Keith Hawkey","startTime":921.926,"endTime":925.524,"body":"the access to hundreds and"},{"speaker":"Keith Hawkey","startTime":921.926,"endTime":925.524,"body":"hundreds of vendors. And the"},{"speaker":"Keith Hawkey","startTime":925.59,"endTime":928.992,"body":"Technology Advisory"},{"speaker":"Keith Hawkey","startTime":925.59,"endTime":928.992,"body":"organizations today, Opkalla for"},{"speaker":"Keith Hawkey","startTime":929.057,"endTime":932.721,"body":"one, is we've noticed to be"},{"speaker":"Keith Hawkey","startTime":929.057,"endTime":932.721,"body":"competitive is we are, we're"},{"speaker":"Keith Hawkey","startTime":932.786,"endTime":936.647,"body":"data aggregators. In the New"},{"speaker":"Keith Hawkey","startTime":932.786,"endTime":936.647,"body":"Age, we are collecting as much"},{"speaker":"Keith Hawkey","startTime":936.712,"endTime":940.572,"body":"data as possible on the vendor"},{"speaker":"Keith Hawkey","startTime":936.712,"endTime":940.572,"body":"solutions to make advising a"},{"speaker":"Keith Hawkey","startTime":940.637,"endTime":944.759,"body":"customer a simple process. And"},{"speaker":"Keith Hawkey","startTime":940.637,"endTime":944.759,"body":"what a customer would have to go"},{"speaker":"Keith Hawkey","startTime":944.825,"endTime":948.75,"body":"through to find the best suited"},{"speaker":"Keith Hawkey","startTime":944.825,"endTime":948.75,"body":"vendor that matches to their"},{"speaker":"Keith Hawkey","startTime":948.816,"endTime":952.48,"body":"ecosystem matches to their"},{"speaker":"Keith Hawkey","startTime":948.816,"endTime":952.48,"body":"expectations when it comes to"},{"speaker":"Keith Hawkey","startTime":952.545,"endTime":956.667,"body":"service delivery, they might go"},{"speaker":"Keith Hawkey","startTime":952.545,"endTime":956.667,"body":"months and have dozens of calls"},{"speaker":"Keith Hawkey","startTime":956.732,"endTime":960.331,"body":"with all the vendors they've"},{"speaker":"Keith Hawkey","startTime":956.732,"endTime":960.331,"body":"discovered on Reddit or on"},{"speaker":"Keith Hawkey","startTime":960.396,"endTime":964.06,"body":"Gartner or what have you, and"},{"speaker":"Keith Hawkey","startTime":960.396,"endTime":964.06,"body":"not come up with the right"},{"speaker":"Keith Hawkey","startTime":964.125,"endTime":967.724,"body":"solution. So the firm's that are"},{"speaker":"Keith Hawkey","startTime":964.125,"endTime":967.724,"body":"cutting edge today are"},{"speaker":"Keith Hawkey","startTime":967.789,"endTime":971.715,"body":"developing in-house tools that"},{"speaker":"Keith Hawkey","startTime":967.789,"endTime":971.715,"body":"are aggregating the data from"},{"speaker":"Keith Hawkey","startTime":971.78,"endTime":975.51,"body":"all these vendors of what they"},{"speaker":"Keith Hawkey","startTime":971.78,"endTime":975.51,"body":"do, what they do well. One"},{"speaker":"Keith Hawkey","startTime":975.575,"endTime":979.631,"body":"particular trait that we find"},{"speaker":"Keith Hawkey","startTime":975.575,"endTime":979.631,"body":"important is where they started."},{"speaker":"Keith Hawkey","startTime":979.697,"endTime":983.295,"body":"So where did they make their"},{"speaker":"Keith Hawkey","startTime":979.697,"endTime":983.295,"body":"name? And what's an add on"},{"speaker":"Keith Hawkey","startTime":983.361,"endTime":987.417,"body":"service? And making it easy for"},{"speaker":"Keith Hawkey","startTime":983.361,"endTime":987.417,"body":"technology advisor like myself"},{"speaker":"Keith Hawkey","startTime":987.483,"endTime":991.212,"body":"to sit down in front of a"},{"speaker":"Keith Hawkey","startTime":987.483,"endTime":991.212,"body":"customer and say, What are your"},{"speaker":"Keith Hawkey","startTime":991.277,"endTime":995.072,"body":"problems? Explain to me what"},{"speaker":"Keith Hawkey","startTime":991.277,"endTime":995.072,"body":"you're going through. What is"},{"speaker":"Keith Hawkey","startTime":995.137,"endTime":998.867,"body":"your IT lifecycle look like"},{"speaker":"Keith Hawkey","startTime":995.137,"endTime":998.867,"body":"today? What stage are you in?"},{"speaker":"Keith Hawkey","startTime":998.932,"endTime":1002.465,"body":"Where do you foresee your"},{"speaker":"Keith Hawkey","startTime":998.932,"endTime":1002.465,"body":"organization going? And as a"},{"speaker":"Keith Hawkey","startTime":1002.531,"endTime":1006.456,"body":"technology advisor, since we're"},{"speaker":"Keith Hawkey","startTime":1002.531,"endTime":1006.456,"body":"not bound by one vendor, can"},{"speaker":"Keith Hawkey","startTime":1006.522,"endTime":1010.643,"body":"come up with creative solutions"},{"speaker":"Keith Hawkey","startTime":1006.522,"endTime":1010.643,"body":"that sometimes involve multiple"},{"speaker":"Keith Hawkey","startTime":1010.709,"endTime":1014.765,"body":"vendors and multiple solutions."},{"speaker":"Keith Hawkey","startTime":1010.709,"endTime":1014.765,"body":"And it's a breath of fresh air"},{"speaker":"Keith Hawkey","startTime":1014.831,"endTime":1018.756,"body":"for a lot of customers is what"},{"speaker":"Keith Hawkey","startTime":1014.831,"endTime":1018.756,"body":"my experience has been. And I"},{"speaker":"Keith Hawkey","startTime":1018.822,"endTime":1022.813,"body":"think that's one of the reasons"},{"speaker":"Keith Hawkey","startTime":1018.822,"endTime":1022.813,"body":"it's in such high demand. You"},{"speaker":"Keith Hawkey","startTime":1022.878,"endTime":1026.607,"body":"know, speaking of which you"},{"speaker":"Keith Hawkey","startTime":1022.878,"endTime":1026.607,"body":"wrote recently, James, that a"},{"speaker":"Keith Hawkey","startTime":1026.673,"endTime":1030.598,"body":"Constellation Research study"},{"speaker":"Keith Hawkey","startTime":1026.673,"endTime":1030.598,"body":"showed that 93% of CIOs rely on"},{"speaker":"Keith Hawkey","startTime":1030.664,"endTime":1034.655,"body":"a trusted technology advisor or"},{"speaker":"Keith Hawkey","startTime":1030.664,"endTime":1034.655,"body":"at least want to, what do you"},{"speaker":"Keith Hawkey","startTime":1034.72,"endTime":1036.16,"body":"think about that step?"},{"speaker":"James Anderson","startTime":1036.0,"endTime":1039.0,"body":"Yeah, that was"},{"speaker":"James Anderson","startTime":1036.0,"endTime":1039.0,"body":"interesting. That was, that was"},{"speaker":"James Anderson","startTime":1039.0,"endTime":1042.21,"body":"at a recent TSD event where, you"},{"speaker":"James Anderson","startTime":1039.0,"endTime":1042.21,"body":"know, they brought in some"},{"speaker":"James Anderson","startTime":1042.24,"endTime":1045.96,"body":"outside analyst who he himself"},{"speaker":"James Anderson","startTime":1042.24,"endTime":1045.96,"body":"had to have the model explained"},{"speaker":"James Anderson","startTime":1045.96,"endTime":1049.35,"body":"to him. It was a mix of like"},{"speaker":"James Anderson","startTime":1045.96,"endTime":1049.35,"body":"opportunity, people, you know,"},{"speaker":"James Anderson","startTime":1049.35,"endTime":1053.55,"body":"they want a consultant, they"},{"speaker":"James Anderson","startTime":1049.35,"endTime":1053.55,"body":"want someone who can help them"},{"speaker":"James Anderson","startTime":1053.55,"endTime":1057.15,"body":"manage the risk of adding new"},{"speaker":"James Anderson","startTime":1053.55,"endTime":1057.15,"body":"vendors that are new technology."},{"speaker":"James Anderson","startTime":1057.3,"endTime":1061.14,"body":"The market awareness of this"},{"speaker":"James Anderson","startTime":1057.3,"endTime":1061.14,"body":"space, it's better than it was"},{"speaker":"James Anderson","startTime":1061.17,"endTime":1065.37,"body":"two years ago, five years ago,"},{"speaker":"James Anderson","startTime":1061.17,"endTime":1065.37,"body":"but it's still getting there. So"},{"speaker":"James Anderson","startTime":1065.37,"endTime":1067.59,"body":"many of them are like, yeah,"},{"speaker":"James Anderson","startTime":1065.37,"endTime":1067.59,"body":"like, oh, as you're describing"},{"speaker":"James Anderson","startTime":1067.59,"endTime":1070.65,"body":"it to me, I would I would be"},{"speaker":"James Anderson","startTime":1067.59,"endTime":1070.65,"body":"open to that, I would want to do"},{"speaker":"James Anderson","startTime":1070.65,"endTime":1075.24,"body":"that. So I think what they mean,"},{"speaker":"James Anderson","startTime":1070.65,"endTime":1075.24,"body":"there is this phase, this"},{"speaker":"James Anderson","startTime":1075.24,"endTime":1078.3,"body":"phrase, like trusted advisor,"},{"speaker":"James Anderson","startTime":1075.24,"endTime":1078.3,"body":"that you will hear in our in our"},{"speaker":"James Anderson","startTime":1078.3,"endTime":1080.64,"body":"industry, and who doesn't want a"},{"speaker":"James Anderson","startTime":1078.3,"endTime":1080.64,"body":"trusted advisor, right? It's"},{"speaker":"James Anderson","startTime":1080.64,"endTime":1082.77,"body":"like, it's like, who doesn't"},{"speaker":"James Anderson","startTime":1080.64,"endTime":1082.77,"body":"want a good friend? So I think"},{"speaker":"James Anderson","startTime":1082.8,"endTime":1085.86,"body":"figuring out exactly what that"},{"speaker":"James Anderson","startTime":1082.8,"endTime":1085.86,"body":"what that will look like. And"},{"speaker":"James Anderson","startTime":1085.86,"endTime":1088.71,"body":"knowing that, that you were sort"},{"speaker":"James Anderson","startTime":1085.86,"endTime":1088.71,"body":"of, you know, like, in a movie,"},{"speaker":"James Anderson","startTime":1088.71,"endTime":1091.02,"body":"like you were sort of the best"},{"speaker":"James Anderson","startTime":1088.71,"endTime":1091.02,"body":"friend that was there all along,"},{"speaker":"James Anderson","startTime":1091.2,"endTime":1094.11,"body":"to just swoop them into your"},{"speaker":"James Anderson","startTime":1091.2,"endTime":1094.11,"body":"arms. That's a little bit of the"},{"speaker":"James Anderson","startTime":1094.11,"endTime":1096.69,"body":"challenge is kind of getting"},{"speaker":"James Anderson","startTime":1094.11,"endTime":1096.69,"body":"that market research, market"},{"speaker":"James Anderson","startTime":1096.69,"endTime":1100.08,"body":"awareness out. But you're so"},{"speaker":"James Anderson","startTime":1096.69,"endTime":1100.08,"body":"spot on like about the data"},{"speaker":"James Anderson","startTime":1100.08,"endTime":1103.23,"body":"aggregation. Like if you were to"},{"speaker":"James Anderson","startTime":1100.08,"endTime":1103.23,"body":"look at one of the vendors that"},{"speaker":"James Anderson","startTime":1103.23,"endTime":1108.0,"body":"you may help a customer source"},{"speaker":"James Anderson","startTime":1103.23,"endTime":1108.0,"body":"like, like, how many times in"},{"speaker":"James Anderson","startTime":1108.0,"endTime":1111.63,"body":"their career, are they going to"},{"speaker":"James Anderson","startTime":1108.0,"endTime":1111.63,"body":"make a purchase from that"},{"speaker":"James Anderson","startTime":1111.63,"endTime":1116.4,"body":"supplier? Once, maybe twice? I"},{"speaker":"James Anderson","startTime":1111.63,"endTime":1116.4,"body":"don't know, not very often. But"},{"speaker":"James Anderson","startTime":1116.4,"endTime":1122.16,"body":"you've walked through dozens, if"},{"speaker":"James Anderson","startTime":1116.4,"endTime":1122.16,"body":"not hundreds of implementations,"},{"speaker":"James Anderson","startTime":1122.34,"endTime":1126.69,"body":"with both that technology, and"},{"speaker":"James Anderson","startTime":1122.34,"endTime":1126.69,"body":"perhaps even that vendor. So"},{"speaker":"James Anderson","startTime":1126.72,"endTime":1130.2,"body":"like, there is like, I mean,"},{"speaker":"James Anderson","startTime":1126.72,"endTime":1130.2,"body":"Yelp has nothing on that, right."},{"speaker":"James Anderson","startTime":1130.2,"endTime":1133.11,"body":"And I think a lot of what you"},{"speaker":"James Anderson","startTime":1130.2,"endTime":1133.11,"body":"see with marketplaces is people"},{"speaker":"James Anderson","startTime":1133.11,"endTime":1138.06,"body":"trying to provide that"},{"speaker":"James Anderson","startTime":1133.11,"endTime":1138.06,"body":"visibility. And that's something"},{"speaker":"James Anderson","startTime":1138.06,"endTime":1139.74,"body":"that you folks do really well."},{"speaker":"Keith Hawkey","startTime":1139.99,"endTime":1143.92,"body":"I appreciate it"},{"speaker":"Keith Hawkey","startTime":1139.99,"endTime":1143.92,"body":"James and another piece of"},{"speaker":"Keith Hawkey","startTime":1143.95,"endTime":1147.7,"body":"inside-baseball to this, I"},{"speaker":"Keith Hawkey","startTime":1143.95,"endTime":1147.7,"body":"actually had a conversation this"},{"speaker":"Keith Hawkey","startTime":1147.7,"endTime":1151.63,"body":"morning. Is a customer will"},{"speaker":"Keith Hawkey","startTime":1147.7,"endTime":1151.63,"body":"begin a conversation with a"},{"speaker":"Keith Hawkey","startTime":1151.63,"endTime":1155.86,"body":"vendor, and they'll discover I"},{"speaker":"Keith Hawkey","startTime":1151.63,"endTime":1155.86,"body":"actually like this solution."},{"speaker":"Keith Hawkey","startTime":1155.95,"endTime":1160.78,"body":"This might make sense. But then"},{"speaker":"Keith Hawkey","startTime":1155.95,"endTime":1160.78,"body":"the dread sets in about what the"},{"speaker":"Keith Hawkey","startTime":1160.78,"endTime":1164.56,"body":"cost might be. And there's"},{"speaker":"Keith Hawkey","startTime":1160.78,"endTime":1164.56,"body":"there's this bias you'll notice"},{"speaker":"Keith Hawkey","startTime":1164.56,"endTime":1169.3,"body":"that it's like, the more I love"},{"speaker":"Keith Hawkey","startTime":1164.56,"endTime":1169.3,"body":"it, I bet it costs more. The"},{"speaker":"Keith Hawkey","startTime":1169.3,"endTime":1173.23,"body":"more I'm really liking this,"},{"speaker":"Keith Hawkey","startTime":1169.3,"endTime":1173.23,"body":"this technology, I bet I'm not"},{"speaker":"Keith Hawkey","startTime":1173.23,"endTime":1175.75,"body":"going to be able to get it"},{"speaker":"Keith Hawkey","startTime":1173.23,"endTime":1175.75,"body":"approved. So there's a set of so"},{"speaker":"Keith Hawkey","startTime":1175.81,"endTime":1178.87,"body":"like you said, What are the"},{"speaker":"Keith Hawkey","startTime":1175.81,"endTime":1178.87,"body":"advantages that a technology"},{"speaker":"Keith Hawkey","startTime":1178.87,"endTime":1182.95,"body":"advisor has? Is I have hundreds"},{"speaker":"Keith Hawkey","startTime":1178.87,"endTime":1182.95,"body":"of quotes this year of that"},{"speaker":"Keith Hawkey","startTime":1182.95,"endTime":1186.79,"body":"technology that I can go through"},{"speaker":"Keith Hawkey","startTime":1182.95,"endTime":1186.79,"body":"and before we go down a path"},{"speaker":"Keith Hawkey","startTime":1186.82,"endTime":1190.3,"body":"because a vendor, the vendors"},{"speaker":"Keith Hawkey","startTime":1186.82,"endTime":1190.3,"body":"mindset and this is traditional"},{"speaker":"Keith Hawkey","startTime":1190.3,"endTime":1195.61,"body":"sales is we need to present as"},{"speaker":"Keith Hawkey","startTime":1190.3,"endTime":1195.61,"body":"much value as possible and get a"},{"speaker":"Keith Hawkey","startTime":1195.61,"endTime":1199.39,"body":"potential customer as excited as"},{"speaker":"Keith Hawkey","startTime":1195.61,"endTime":1199.39,"body":"we as we possibly can. They need"},{"speaker":"Keith Hawkey","startTime":1199.39,"endTime":1203.89,"body":"to love our product, they need"},{"speaker":"Keith Hawkey","startTime":1199.39,"endTime":1203.89,"body":"to want to do nothing more than"},{"speaker":"Keith Hawkey","startTime":1203.92,"endTime":1206.65,"body":"make the investment. And then at"},{"speaker":"Keith Hawkey","startTime":1203.92,"endTime":1206.65,"body":"the end, once we have them all"},{"speaker":"Keith Hawkey","startTime":1206.65,"endTime":1211.15,"body":"excited, we reveal the price,"},{"speaker":"Keith Hawkey","startTime":1206.65,"endTime":1211.15,"body":"which is matching the the"},{"speaker":"Keith Hawkey","startTime":1211.15,"endTime":1214.63,"body":"expectations that we've set"},{"speaker":"Keith Hawkey","startTime":1211.15,"endTime":1214.63,"body":"during our presentation. So"},{"speaker":"Keith Hawkey","startTime":1214.63,"endTime":1218.44,"body":"that's their traditional mode."},{"speaker":"Keith Hawkey","startTime":1214.63,"endTime":1218.44,"body":"So what customers have to do is"},{"speaker":"Keith Hawkey","startTime":1218.47,"endTime":1221.17,"body":"fight for that price. They're"},{"speaker":"Keith Hawkey","startTime":1218.47,"endTime":1221.17,"body":"always looking to say, hey, you"},{"speaker":"Keith Hawkey","startTime":1221.17,"endTime":1223.09,"body":"can tell me, let's discuss. And"},{"speaker":"Keith Hawkey","startTime":1221.17,"endTime":1223.09,"body":"they're like, oh, you know,"},{"speaker":"Keith Hawkey","startTime":1223.09,"endTime":1227.17,"body":"let's, let's have a demo, let's"},{"speaker":"Keith Hawkey","startTime":1223.09,"endTime":1227.17,"body":"take our time, let's get to know"},{"speaker":"Keith Hawkey","startTime":1227.17,"endTime":1231.04,"body":"each other first. So one of the"},{"speaker":"Keith Hawkey","startTime":1227.17,"endTime":1231.04,"body":"ways that I know that this is"},{"speaker":"Keith Hawkey","startTime":1231.04,"endTime":1234.7,"body":"just a quick hit that we've been"},{"speaker":"Keith Hawkey","startTime":1231.04,"endTime":1234.7,"body":"useful is I can front end, just"},{"speaker":"Keith Hawkey","startTime":1234.73,"endTime":1238.18,"body":"roughly what budgetary looks"},{"speaker":"Keith Hawkey","startTime":1234.73,"endTime":1238.18,"body":"like, very quickly before we"},{"speaker":"Keith Hawkey","startTime":1238.18,"endTime":1241.6,"body":"start down that road, because it"},{"speaker":"Keith Hawkey","startTime":1238.18,"endTime":1241.6,"body":"might be, you know, where it's"},{"speaker":"Keith Hawkey","startTime":1241.6,"endTime":1243.97,"body":"September now might be a this"},{"speaker":"Keith Hawkey","startTime":1241.6,"endTime":1243.97,"body":"year project based on the"},{"speaker":"Keith Hawkey","startTime":1243.97,"endTime":1247.75,"body":"budget, but also, maybe it fits"},{"speaker":"Keith Hawkey","startTime":1243.97,"endTime":1247.75,"body":"into next year's budget. So"},{"speaker":"Keith Hawkey","startTime":1247.78,"endTime":1252.13,"body":"that's been a refreshing"},{"speaker":"Keith Hawkey","startTime":1247.78,"endTime":1252.13,"body":"experience for me. And I know,"},{"speaker":"Keith Hawkey","startTime":1252.13,"endTime":1255.55,"body":"it's a valuable service that"},{"speaker":"Keith Hawkey","startTime":1252.13,"endTime":1255.55,"body":"most of my customers enjoy."},{"speaker":"James Anderson","startTime":1255.0,"endTime":1258.69,"body":"It's a crude"},{"speaker":"James Anderson","startTime":1255.0,"endTime":1258.69,"body":"metaphor, but I, I leased my"},{"speaker":"James Anderson","startTime":1258.69,"endTime":1262.29,"body":"first car about a month ago or"},{"speaker":"James Anderson","startTime":1258.69,"endTime":1262.29,"body":"two months ago, and you know, I"},{"speaker":"James Anderson","startTime":1262.29,"endTime":1265.86,"body":"was warned like, like, don't go"},{"speaker":"James Anderson","startTime":1262.29,"endTime":1265.86,"body":"into, don't go into car"},{"speaker":"James Anderson","startTime":1265.86,"endTime":1269.28,"body":"dealerships don't do business"},{"speaker":"James Anderson","startTime":1265.86,"endTime":1269.28,"body":"there. And I was terrified,"},{"speaker":"James Anderson","startTime":1269.31,"endTime":1272.55,"body":"like, really terrified, I have"},{"speaker":"James Anderson","startTime":1269.31,"endTime":1272.55,"body":"no backbone, I'm a people"},{"speaker":"James Anderson","startTime":1272.55,"endTime":1275.64,"body":"pleaser, I don't know anything"},{"speaker":"James Anderson","startTime":1272.55,"endTime":1275.64,"body":"about cars, I don't know"},{"speaker":"James Anderson","startTime":1275.64,"endTime":1279.21,"body":"anything about finance. And so"},{"speaker":"James Anderson","startTime":1275.64,"endTime":1279.21,"body":"my brother in law is, he's an"},{"speaker":"James Anderson","startTime":1279.21,"endTime":1283.11,"body":"enterprise sales rep, he loves"},{"speaker":"James Anderson","startTime":1279.21,"endTime":1283.11,"body":"making deals. So he was my, you"},{"speaker":"James Anderson","startTime":1283.11,"endTime":1286.2,"body":"know, trusted confidant, my"},{"speaker":"James Anderson","startTime":1283.11,"endTime":1286.2,"body":"trusted advisor throughout that"},{"speaker":"James Anderson","startTime":1286.2,"endTime":1289.23,"body":"process, you know, and he'd take"},{"speaker":"James Anderson","startTime":1286.2,"endTime":1289.23,"body":"me aside, and he'd be like, this"},{"speaker":"James Anderson","startTime":1289.23,"endTime":1292.62,"body":"is okay, this is what that term"},{"speaker":"James Anderson","startTime":1289.23,"endTime":1292.62,"body":"means. This is this is, you"},{"speaker":"James Anderson","startTime":1292.62,"endTime":1295.44,"body":"know, this is the things that"},{"speaker":"James Anderson","startTime":1292.62,"endTime":1295.44,"body":"you consider, so he's helping me"},{"speaker":"James Anderson","startTime":1295.44,"endTime":1298.68,"body":"make up my own mind. You know,"},{"speaker":"James Anderson","startTime":1295.44,"endTime":1298.68,"body":"like, and he deep down, like, he"},{"speaker":"James Anderson","startTime":1298.68,"endTime":1300.96,"body":"would be very happy if I bought"},{"speaker":"James Anderson","startTime":1298.68,"endTime":1300.96,"body":"a car, because he just thinks"},{"speaker":"James Anderson","startTime":1300.96,"endTime":1303.24,"body":"that's cool when people buy"},{"speaker":"James Anderson","startTime":1300.96,"endTime":1303.24,"body":"cars. But he's like, it's, you"},{"speaker":"James Anderson","startTime":1303.24,"endTime":1305.46,"body":"know, it's your decision. And"},{"speaker":"James Anderson","startTime":1303.24,"endTime":1305.46,"body":"I'm just going to help you get"},{"speaker":"James Anderson","startTime":1305.46,"endTime":1308.88,"body":"to the point where you're making"},{"speaker":"James Anderson","startTime":1305.46,"endTime":1308.88,"body":"your decision with as clear as"},{"speaker":"James Anderson","startTime":1308.88,"endTime":1312.45,"body":"information as possible. So,"},{"speaker":"James Anderson","startTime":1308.88,"endTime":1312.45,"body":"like, psychologically, you know,"},{"speaker":"James Anderson","startTime":1312.45,"endTime":1315.09,"body":"I think it's a shameless plug."},{"speaker":"James Anderson","startTime":1312.45,"endTime":1315.09,"body":"But I think I would want a"},{"speaker":"James Anderson","startTime":1315.12,"endTime":1317.43,"body":"technology advisor if I were"},{"speaker":"James Anderson","startTime":1315.12,"endTime":1317.43,"body":"going through that decision,"},{"speaker":"James Anderson","startTime":1317.43,"endTime":1320.01,"body":"because just, I need someone to"},{"speaker":"James Anderson","startTime":1317.43,"endTime":1320.01,"body":"walk me through that."},{"speaker":"Keith Hawkey","startTime":1320.0,"endTime":1323.18,"body":"Yeah. And"},{"speaker":"Keith Hawkey","startTime":1320.0,"endTime":1323.18,"body":"particularly with some of these"},{"speaker":"Keith Hawkey","startTime":1323.18,"endTime":1326.93,"body":"larger organizations that are so"},{"speaker":"Keith Hawkey","startTime":1323.18,"endTime":1326.93,"body":"quarterly driven, no fault of"},{"speaker":"Keith Hawkey","startTime":1326.93,"endTime":1330.41,"body":"their own, but a sales rep is"},{"speaker":"Keith Hawkey","startTime":1326.93,"endTime":1330.41,"body":"driven by quarterly"},{"speaker":"Keith Hawkey","startTime":1330.41,"endTime":1334.1,"body":"expectations. So setting the"},{"speaker":"Keith Hawkey","startTime":1330.41,"endTime":1334.1,"body":"next meeting setting, you know,"},{"speaker":"Keith Hawkey","startTime":1334.13,"endTime":1337.07,"body":"getting into more of a high"},{"speaker":"Keith Hawkey","startTime":1334.13,"endTime":1337.07,"body":"pressure situation is more"},{"speaker":"Keith Hawkey","startTime":1337.07,"endTime":1339.74,"body":"natural to them, and it's no"},{"speaker":"Keith Hawkey","startTime":1337.07,"endTime":1339.74,"body":"fault to the person, that's just"},{"speaker":"Keith Hawkey","startTime":1339.74,"endTime":1343.49,"body":"the way that businesses are"},{"speaker":"Keith Hawkey","startTime":1339.74,"endTime":1343.49,"body":"structured, and the sales teams"},{"speaker":"Keith Hawkey","startTime":1343.49,"endTime":1348.71,"body":"are guided at that level. As a"},{"speaker":"Keith Hawkey","startTime":1343.49,"endTime":1348.71,"body":"technology advisor, one feature"},{"speaker":"Keith Hawkey","startTime":1348.71,"endTime":1353.03,"body":"that I've noticed is we can"},{"speaker":"Keith Hawkey","startTime":1348.71,"endTime":1353.03,"body":"adapt to the pace of an"},{"speaker":"Keith Hawkey","startTime":1353.03,"endTime":1358.01,"body":"organization more readily than"},{"speaker":"Keith Hawkey","startTime":1353.03,"endTime":1358.01,"body":"one particular vendor. And"},{"speaker":"Keith Hawkey","startTime":1358.31,"endTime":1361.55,"body":"because we're we are thinking"},{"speaker":"Keith Hawkey","startTime":1358.31,"endTime":1361.55,"body":"about our relationship from a"},{"speaker":"Keith Hawkey","startTime":1361.55,"endTime":1365.57,"body":"long term perspective, since"},{"speaker":"Keith Hawkey","startTime":1361.55,"endTime":1365.57,"body":"after a solution is after a"},{"speaker":"Keith Hawkey","startTime":1365.57,"endTime":1369.35,"body":"problem is solved, there's 10"},{"speaker":"Keith Hawkey","startTime":1365.57,"endTime":1369.35,"body":"more problems that this IT"},{"speaker":"Keith Hawkey","startTime":1369.35,"endTime":1372.35,"body":"department is trying to figure"},{"speaker":"Keith Hawkey","startTime":1369.35,"endTime":1372.35,"body":"out that we can also help with."},{"speaker":"Keith Hawkey","startTime":1372.38,"endTime":1376.94,"body":"So whether it's problem A, B, or"},{"speaker":"Keith Hawkey","startTime":1372.38,"endTime":1376.94,"body":"C that needs to be solved today,"},{"speaker":"Keith Hawkey","startTime":1377.0,"endTime":1380.93,"body":"there could be a meeting that a"},{"speaker":"Keith Hawkey","startTime":1377.0,"endTime":1380.93,"body":"CIO has with board and suddenly"},{"speaker":"Keith Hawkey","startTime":1380.96,"endTime":1384.32,"body":"problem A, B, and C are not"},{"speaker":"Keith Hawkey","startTime":1380.96,"endTime":1384.32,"body":"important anymore. Problem D and"},{"speaker":"Keith Hawkey","startTime":1384.35,"endTime":1388.28,"body":"E that were not important before"},{"speaker":"Keith Hawkey","startTime":1384.35,"endTime":1388.28,"body":"just got moved up in the"},{"speaker":"Keith Hawkey","startTime":1388.28,"endTime":1392.78,"body":"priority line. So for a vendor,"},{"speaker":"Keith Hawkey","startTime":1388.28,"endTime":1392.78,"body":"this is a tough pill to swallow,"},{"speaker":"Keith Hawkey","startTime":1392.81,"endTime":1398.09,"body":"because now they have to wait"},{"speaker":"Keith Hawkey","startTime":1392.81,"endTime":1398.09,"body":"until their solution is up in"},{"speaker":"Keith Hawkey","startTime":1398.09,"endTime":1401.51,"body":"the pecking order as far as a"},{"speaker":"Keith Hawkey","startTime":1398.09,"endTime":1401.51,"body":"problem solved. But for a"},{"speaker":"Keith Hawkey","startTime":1401.51,"endTime":1404.48,"body":"technology advisor standpoint,"},{"speaker":"Keith Hawkey","startTime":1401.51,"endTime":1404.48,"body":"that's that's no problem at all,"},{"speaker":"Keith Hawkey","startTime":1404.48,"endTime":1407.99,"body":"because we can help at any"},{"speaker":"Keith Hawkey","startTime":1404.48,"endTime":1407.99,"body":"timescale where, you know,"},{"speaker":"Keith Hawkey","startTime":1407.99,"endTime":1411.92,"body":"depending on where you are, we"},{"speaker":"Keith Hawkey","startTime":1407.99,"endTime":1411.92,"body":"can solve all of these problems"},{"speaker":"Keith Hawkey","startTime":1411.92,"endTime":1415.34,"body":"and bring the right vendors the"},{"speaker":"Keith Hawkey","startTime":1411.92,"endTime":1415.34,"body":"solution, regardless of what"},{"speaker":"Keith Hawkey","startTime":1415.34,"endTime":1417.53,"body":"your priorities are in the"},{"speaker":"Keith Hawkey","startTime":1415.34,"endTime":1417.53,"body":"organization."},{"speaker":"James Anderson","startTime":1417.6,"endTime":1420.0,"body":"Yeah, I love"},{"speaker":"James Anderson","startTime":1417.6,"endTime":1420.0,"body":"that. It's been interesting"},{"speaker":"James Anderson","startTime":1420.0,"endTime":1423.45,"body":"hearing about how those"},{"speaker":"James Anderson","startTime":1420.0,"endTime":1423.45,"body":"priorities have been changing"},{"speaker":"James Anderson","startTime":1423.45,"endTime":1425.76,"body":"with, you know, businesses"},{"speaker":"James Anderson","startTime":1423.45,"endTime":1425.76,"body":"trying to wrap their hands"},{"speaker":"James Anderson","startTime":1425.76,"endTime":1430.53,"body":"around generative AI and, you"},{"speaker":"James Anderson","startTime":1425.76,"endTime":1430.53,"body":"know, fears of the inflation. I"},{"speaker":"James Anderson","startTime":1430.53,"endTime":1433.23,"body":"wrote a story about this this"},{"speaker":"James Anderson","startTime":1430.53,"endTime":1433.23,"body":"recently, like, people are"},{"speaker":"James Anderson","startTime":1433.23,"endTime":1435.57,"body":"telling me that like, you know,"},{"speaker":"James Anderson","startTime":1433.23,"endTime":1435.57,"body":"there's been a few businesses"},{"speaker":"James Anderson","startTime":1435.57,"endTime":1438.27,"body":"that are pausing on their"},{"speaker":"James Anderson","startTime":1435.57,"endTime":1438.27,"body":"decision. And you know, whether"},{"speaker":"James Anderson","startTime":1438.27,"endTime":1441.48,"body":"that's let's check the budget,"},{"speaker":"James Anderson","startTime":1438.27,"endTime":1441.48,"body":"or, Hey, we got a new directive."},{"speaker":"James Anderson","startTime":1441.48,"endTime":1445.68,"body":"I heard this like from the board"},{"speaker":"James Anderson","startTime":1441.48,"endTime":1445.68,"body":"of like, no new vendors. So we"},{"speaker":"James Anderson","startTime":1445.68,"endTime":1448.08,"body":"got to consolidate vendors. And"},{"speaker":"James Anderson","startTime":1445.68,"endTime":1448.08,"body":"so there's kind of what you were"},{"speaker":"James Anderson","startTime":1448.08,"endTime":1453.63,"body":"saying a new priority. And yeah,"},{"speaker":"James Anderson","startTime":1448.08,"endTime":1453.63,"body":"the TAs have the portfolio and"},{"speaker":"James Anderson","startTime":1453.63,"endTime":1455.61,"body":"have the nimbleness to pivot"},{"speaker":"James Anderson","startTime":1453.63,"endTime":1455.61,"body":"there."},{"speaker":"Keith Hawkey","startTime":1455.6,"endTime":1458.161,"body":"Yeah, no new"},{"speaker":"Keith Hawkey","startTime":1455.6,"endTime":1458.161,"body":"vendors. No, no new friends."},{"speaker":"Keith Hawkey","startTime":1458.224,"endTime":1462.097,"body":"Isn't that what you hear in any"},{"speaker":"Keith Hawkey","startTime":1458.224,"endTime":1462.097,"body":"rap song you listen to? No new"},{"speaker":"Keith Hawkey","startTime":1462.16,"endTime":1466.033,"body":"friends after you madeit, no new"},{"speaker":"Keith Hawkey","startTime":1462.16,"endTime":1466.033,"body":"vendors because all these big"},{"speaker":"Keith Hawkey","startTime":1466.096,"endTime":1469.969,"body":"companies have vendors knocking"},{"speaker":"Keith Hawkey","startTime":1466.096,"endTime":1469.969,"body":"down their doors trying to get"},{"speaker":"Keith Hawkey","startTime":1470.032,"endTime":1474.03,"body":"in and yeah vendor fatigue is a"},{"speaker":"Keith Hawkey","startTime":1470.032,"endTime":1474.03,"body":"real ailment today. I run across"},{"speaker":"Keith Hawkey","startTime":1474.093,"endTime":1478.029,"body":"it on a daily basis. Most of the"},{"speaker":"Keith Hawkey","startTime":1474.093,"endTime":1478.029,"body":"organizations I work with have"},{"speaker":"Keith Hawkey","startTime":1478.091,"endTime":1481.965,"body":"so many solutions that they're"},{"speaker":"Keith Hawkey","startTime":1478.091,"endTime":1481.965,"body":"paying for today that are under"},{"speaker":"Keith Hawkey","startTime":1482.027,"endTime":1485.338,"body":"utilized. Some of that may have"},{"speaker":"Keith Hawkey","startTime":1482.027,"endTime":1485.338,"body":"come about during the"},{"speaker":"Keith Hawkey","startTime":1485.401,"endTime":1489.399,"body":"implementation process. Some of"},{"speaker":"Keith Hawkey","startTime":1485.401,"endTime":1489.399,"body":"them may have come about because"},{"speaker":"Keith Hawkey","startTime":1489.462,"endTime":1492.898,"body":"they had the personnel that"},{"speaker":"Keith Hawkey","startTime":1489.462,"endTime":1492.898,"body":"onboard this solution is no"},{"speaker":"Keith Hawkey","startTime":1492.96,"endTime":1496.896,"body":"longer with the company. There's"},{"speaker":"Keith Hawkey","startTime":1492.96,"endTime":1496.896,"body":"a knowledge and knowledge gap."},{"speaker":"Keith Hawkey","startTime":1496.959,"endTime":1500.707,"body":"Some of it has to do with the"},{"speaker":"Keith Hawkey","startTime":1496.959,"endTime":1500.707,"body":"priorities of the organization"},{"speaker":"Keith Hawkey","startTime":1500.77,"endTime":1504.706,"body":"shifting and then not having the"},{"speaker":"Keith Hawkey","startTime":1500.77,"endTime":1504.706,"body":"bandwidth to properly manage a"},{"speaker":"Keith Hawkey","startTime":1504.768,"endTime":1508.455,"body":"tool. So a lot of times, I'll"},{"speaker":"Keith Hawkey","startTime":1504.768,"endTime":1508.455,"body":"have a customer say, Keith, I"},{"speaker":"Keith Hawkey","startTime":1508.517,"endTime":1512.453,"body":"have these 15 solutions, I have"},{"speaker":"Keith Hawkey","startTime":1508.517,"endTime":1512.453,"body":"these 15 platforms, I only have"},{"speaker":"Keith Hawkey","startTime":1512.516,"endTime":1516.264,"body":"enough time to really manage"},{"speaker":"Keith Hawkey","startTime":1512.516,"endTime":1516.264,"body":"three of them, or four of them."},{"speaker":"Keith Hawkey","startTime":1516.327,"endTime":1520.075,"body":"How can I bring this down into a"},{"speaker":"Keith Hawkey","startTime":1516.327,"endTime":1520.075,"body":"more feasible solution base"},{"speaker":"Keith Hawkey","startTime":1520.138,"endTime":1524.011,"body":"while at the same time cutting"},{"speaker":"Keith Hawkey","startTime":1520.138,"endTime":1524.011,"body":"cost and perhaps switching some"},{"speaker":"Keith Hawkey","startTime":1524.074,"endTime":1527.572,"body":"of these solutions into"},{"speaker":"Keith Hawkey","startTime":1524.074,"endTime":1527.572,"body":"services? Or is there is there a"},{"speaker":"Keith Hawkey","startTime":1527.635,"endTime":1531.446,"body":"vendor that can handle four of"},{"speaker":"Keith Hawkey","startTime":1527.635,"endTime":1531.446,"body":"the solutions I have today and"},{"speaker":"Keith Hawkey","startTime":1531.508,"endTime":1535.257,"body":"consolidate them to one on one"},{"speaker":"Keith Hawkey","startTime":1531.508,"endTime":1535.257,"body":"relationship? Can I make this"},{"speaker":"Keith Hawkey","startTime":1535.319,"endTime":1539.255,"body":"more sane work life balance? So"},{"speaker":"Keith Hawkey","startTime":1535.319,"endTime":1539.255,"body":"that's a common issue with most"},{"speaker":"Keith Hawkey","startTime":1539.318,"endTime":1543.379,"body":"most enterprises. And outside of"},{"speaker":"Keith Hawkey","startTime":1539.318,"endTime":1543.379,"body":"honestly, you would be surprised"},{"speaker":"Keith Hawkey","startTime":1543.441,"endTime":1546.815,"body":"of how many customers, IT"},{"speaker":"Keith Hawkey","startTime":1543.441,"endTime":1546.815,"body":"leaders that I speak to that"},{"speaker":"Keith Hawkey","startTime":1546.878,"endTime":1550.501,"body":"will that use Reddit as their"},{"speaker":"Keith Hawkey","startTime":1546.878,"endTime":1550.501,"body":"check against Gartner? Look,"},{"speaker":"Keith Hawkey","startTime":1550.564,"endTime":1554.0,"body":"Reddit is a lot of time"},{"speaker":"Keith Hawkey","startTime":1550.564,"endTime":1554.0,"body":"unbiased. I'm sure that there's"},{"speaker":"Keith Hawkey","startTime":1554.062,"endTime":1557.436,"body":"some organizations that are"},{"speaker":"Keith Hawkey","startTime":1554.062,"endTime":1557.436,"body":"sneakily dropping into the"},{"speaker":"Keith Hawkey","startTime":1557.499,"endTime":1560.81,"body":"Reddit threads and have their"},{"speaker":"Keith Hawkey","startTime":1557.499,"endTime":1560.81,"body":"own opinions about said"},{"speaker":"Keith Hawkey","startTime":1560.872,"endTime":1564.558,"body":"solutions. But you know, there's"},{"speaker":"Keith Hawkey","startTime":1560.872,"endTime":1564.558,"body":"Gartner you can go pay for"},{"speaker":"Keith Hawkey","startTime":1564.621,"endTime":1568.557,"body":"research, which take it for what"},{"speaker":"Keith Hawkey","startTime":1564.621,"endTime":1568.557,"body":"it's worth, I'm sure they do a"},{"speaker":"Keith Hawkey","startTime":1568.619,"endTime":1571.868,"body":"great job, but a technology"},{"speaker":"Keith Hawkey","startTime":1568.619,"endTime":1571.868,"body":"advisor comes in and our"},{"speaker":"Keith Hawkey","startTime":1571.931,"endTime":1575.867,"body":"research is ongoing. And a lot,"},{"speaker":"Keith Hawkey","startTime":1571.931,"endTime":1575.867,"body":"besides some of the, I know you"},{"speaker":"Keith Hawkey","startTime":1575.929,"endTime":1579.24,"body":"wrote about this, some of the"},{"speaker":"Keith Hawkey","startTime":1575.929,"endTime":1579.24,"body":"technology providers or"},{"speaker":"Keith Hawkey","startTime":1579.303,"endTime":1583.114,"body":"technology advisors that are"},{"speaker":"Keith Hawkey","startTime":1579.303,"endTime":1583.114,"body":"aiming toward enterprise outside"},{"speaker":"Keith Hawkey","startTime":1583.176,"endTime":1586.987,"body":"of that most of the consulting"},{"speaker":"Keith Hawkey","startTime":1583.176,"endTime":1586.987,"body":"is free. And most of the times"},{"speaker":"Keith Hawkey","startTime":1587.05,"endTime":1590.986,"body":"that consulting, we already have"},{"speaker":"Keith Hawkey","startTime":1587.05,"endTime":1590.986,"body":"the data, so as long as you're"},{"speaker":"Keith Hawkey","startTime":1591.048,"endTime":1594.86,"body":"interested in building a"},{"speaker":"Keith Hawkey","startTime":1591.048,"endTime":1594.86,"body":"relationship, we're willing to help."},{"speaker":"James Anderson","startTime":1594.0,"endTime":1597.24,"body":"Yeah, that's"},{"speaker":"James Anderson","startTime":1594.0,"endTime":1597.24,"body":"that is, I totally forgot to"},{"speaker":"James Anderson","startTime":1597.24,"endTime":1600.96,"body":"mention that. And it's this like"},{"speaker":"James Anderson","startTime":1597.24,"endTime":1600.96,"body":"debate in the community of a"},{"speaker":"James Anderson","startTime":1601.65,"endTime":1603.78,"body":"charge like consultants because"},{"speaker":"James Anderson","startTime":1601.65,"endTime":1603.78,"body":"they in the enterprise"},{"speaker":"James Anderson","startTime":1603.78,"endTime":1607.41,"body":"enterprise forces them to charge"},{"speaker":"James Anderson","startTime":1603.78,"endTime":1607.41,"body":"a fee. So it's just it is"},{"speaker":"James Anderson","startTime":1607.44,"endTime":1609.87,"body":"different worlds in the"},{"speaker":"James Anderson","startTime":1607.44,"endTime":1609.87,"body":"different sectors. But yeah, I"},{"speaker":"James Anderson","startTime":1609.87,"endTime":1612.45,"body":"mean, that's a huge value. I"},{"speaker":"James Anderson","startTime":1609.87,"endTime":1612.45,"body":"don't know why you wouldn't talk"},{"speaker":"James Anderson","startTime":1612.6,"endTime":1615.99,"body":"to a TA. So, it's an exciting"},{"speaker":"James Anderson","startTime":1612.6,"endTime":1615.99,"body":"time to be in this industry."},{"speaker":"Keith Hawkey","startTime":1616.2,"endTime":1618.42,"body":"Yeah, sure is."},{"speaker":"Keith Hawkey","startTime":1616.2,"endTime":1618.42,"body":"Switching gears here. What's"},{"speaker":"Keith Hawkey","startTime":1618.45,"endTime":1622.65,"body":"what's going on at Channel"},{"speaker":"Keith Hawkey","startTime":1618.45,"endTime":1622.65,"body":"Futures? What are, I have not"},{"speaker":"Keith Hawkey","startTime":1622.65,"endTime":1627.3,"body":"had the pleasure to make it to a"},{"speaker":"Keith Hawkey","startTime":1622.65,"endTime":1627.3,"body":"Channel Partners event. I hear"},{"speaker":"Keith Hawkey","startTime":1627.3,"endTime":1632.67,"body":"it's a great time. Do you have"},{"speaker":"Keith Hawkey","startTime":1627.3,"endTime":1632.67,"body":"any experiences to share? How"},{"speaker":"Keith Hawkey","startTime":1632.67,"endTime":1633.99,"body":"many of these events have you"},{"speaker":"Keith Hawkey","startTime":1632.67,"endTime":1633.99,"body":"attended?"},{"speaker":"James Anderson","startTime":1633.0,"endTime":1638.07,"body":"I have been to,"},{"speaker":"James Anderson","startTime":1633.0,"endTime":1638.07,"body":"I want to say probably 15,"},{"speaker":"James Anderson","startTime":1638.1,"endTime":1642.42,"body":"because so we do a spring show,"},{"speaker":"James Anderson","startTime":1638.1,"endTime":1642.42,"body":"spring show always in Vegas. And"},{"speaker":"James Anderson","startTime":1642.42,"endTime":1645.69,"body":"then we do somewhere usually on"},{"speaker":"James Anderson","startTime":1642.42,"endTime":1645.69,"body":"the east coast. So last year, it"},{"speaker":"James Anderson","startTime":1645.69,"endTime":1649.26,"body":"was in Orlando, it's in Miami in"},{"speaker":"James Anderson","startTime":1645.69,"endTime":1649.26,"body":"two months. So that's our"},{"speaker":"James Anderson","startTime":1649.26,"endTime":1651.81,"body":"Channel Futures Leadership"},{"speaker":"James Anderson","startTime":1649.26,"endTime":1651.81,"body":"Summit. You know, I work from"},{"speaker":"James Anderson","startTime":1651.81,"endTime":1654.99,"body":"home and I'm very social. I'm"},{"speaker":"James Anderson","startTime":1651.81,"endTime":1654.99,"body":"trying to sound like I'm doing"},{"speaker":"James Anderson","startTime":1654.99,"endTime":1658.23,"body":"commercial here. But it always"},{"speaker":"James Anderson","startTime":1654.99,"endTime":1658.23,"body":"makes me happy to be there. I'm"},{"speaker":"James Anderson","startTime":1658.23,"endTime":1661.74,"body":"not just seeing my team in"},{"speaker":"James Anderson","startTime":1658.23,"endTime":1661.74,"body":"person for the first time. But"},{"speaker":"James Anderson","startTime":1661.74,"endTime":1666.15,"body":"I'm sort of I'm seeing my"},{"speaker":"James Anderson","startTime":1661.74,"endTime":1666.15,"body":"sources. I'm seeing yeah, people"},{"speaker":"James Anderson","startTime":1666.15,"endTime":1668.97,"body":"I write about people, I'm like,"},{"speaker":"James Anderson","startTime":1666.15,"endTime":1668.97,"body":"wait, I don't know that person,"},{"speaker":"James Anderson","startTime":1668.97,"endTime":1671.73,"body":"I've just, I've just"},{"speaker":"James Anderson","startTime":1668.97,"endTime":1671.73,"body":"photoshopped their face several"},{"speaker":"James Anderson","startTime":1671.73,"endTime":1675.36,"body":"times. They don't know who I am."},{"speaker":"James Anderson","startTime":1671.73,"endTime":1675.36,"body":"But you know, so it's really"},{"speaker":"James Anderson","startTime":1675.36,"endTime":1678.21,"body":"interesting. It's a pretty small"},{"speaker":"James Anderson","startTime":1675.36,"endTime":1678.21,"body":"world, particularly the Vegas"},{"speaker":"James Anderson","startTime":1678.21,"endTime":1681.84,"body":"show, because so many people"},{"speaker":"James Anderson","startTime":1678.21,"endTime":1681.84,"body":"have stayed in this ecosystem."},{"speaker":"James Anderson","startTime":1682.11,"endTime":1685.17,"body":"And maybe they moved from vendor"},{"speaker":"James Anderson","startTime":1682.11,"endTime":1685.17,"body":"to distributor to partner and so"},{"speaker":"James Anderson","startTime":1685.17,"endTime":1688.47,"body":"forth and they still have"},{"speaker":"James Anderson","startTime":1685.17,"endTime":1688.47,"body":"reasons to do business with"},{"speaker":"James Anderson","startTime":1688.47,"endTime":1692.1,"body":"other people. You're never"},{"speaker":"James Anderson","startTime":1688.47,"endTime":1692.1,"body":"really enemies, you know, unless"},{"speaker":"James Anderson","startTime":1692.1,"endTime":1694.95,"body":"you for all of your life work at"},{"speaker":"James Anderson","startTime":1692.1,"endTime":1694.95,"body":"a rival vendor from someone"},{"speaker":"James Anderson","startTime":1694.95,"endTime":1698.4,"body":"else. But the sort of there's,"},{"speaker":"James Anderson","startTime":1694.95,"endTime":1698.4,"body":"there's a kinship there that's"},{"speaker":"James Anderson","startTime":1698.4,"endTime":1701.43,"body":"very, I've really enjoyed. And I"},{"speaker":"James Anderson","startTime":1698.4,"endTime":1701.43,"body":"mean, I was kind of on the"},{"speaker":"James Anderson","startTime":1701.43,"endTime":1704.16,"body":"outside looking in for the first"},{"speaker":"James Anderson","startTime":1701.43,"endTime":1704.16,"body":"five years because I didn't know"},{"speaker":"James Anderson","startTime":1704.16,"endTime":1707.7,"body":"what commission passthru and MDF"},{"speaker":"James Anderson","startTime":1704.16,"endTime":1707.7,"body":"meant, but like, there's"},{"speaker":"James Anderson","startTime":1707.7,"endTime":1710.46,"body":"something powerful about"},{"speaker":"James Anderson","startTime":1707.7,"endTime":1710.46,"body":"community. And so and that is"},{"speaker":"James Anderson","startTime":1710.46,"endTime":1713.4,"body":"something that very much makes"},{"speaker":"James Anderson","startTime":1710.46,"endTime":1713.4,"body":"this industry unique, is that"},{"speaker":"James Anderson","startTime":1713.4,"endTime":1715.71,"body":"it's based on trust and"},{"speaker":"James Anderson","startTime":1713.4,"endTime":1715.71,"body":"relationships."},{"speaker":"Keith Hawkey","startTime":1715.7,"endTime":1718.139,"body":"Yeah, there's"},{"speaker":"Keith Hawkey","startTime":1715.7,"endTime":1718.139,"body":"certainly a nice coalescence"},{"speaker":"Keith Hawkey","startTime":1718.197,"endTime":1721.274,"body":"almost reminds me of the"},{"speaker":"Keith Hawkey","startTime":1718.197,"endTime":1721.274,"body":"cybersecurity world, so. The"},{"speaker":"Keith Hawkey","startTime":1721.332,"endTime":1724.759,"body":"cybersecurity world is quite"},{"speaker":"Keith Hawkey","startTime":1721.332,"endTime":1724.759,"body":"diverse and there's a plethora"},{"speaker":"Keith Hawkey","startTime":1724.817,"endTime":1728.533,"body":"of point solutions. But there's"},{"speaker":"Keith Hawkey","startTime":1724.817,"endTime":1728.533,"body":"somewhat of a camaraderie in the"},{"speaker":"Keith Hawkey","startTime":1728.591,"endTime":1731.901,"body":"cybersecurity world. They're all"},{"speaker":"Keith Hawkey","startTime":1728.591,"endTime":1731.901,"body":"fighting crime in a way."},{"speaker":"Keith Hawkey","startTime":1731.96,"endTime":1735.27,"body":"They're, it's like you've got"},{"speaker":"Keith Hawkey","startTime":1731.96,"endTime":1735.27,"body":"the police force in Dallas,"},{"speaker":"Keith Hawkey","startTime":1735.328,"endTime":1738.87,"body":"you've got the police force in"},{"speaker":"Keith Hawkey","startTime":1735.328,"endTime":1738.87,"body":"Chicago, and then you have the"},{"speaker":"Keith Hawkey","startTime":1738.928,"endTime":1742.412,"body":"FBI, and you have all these"},{"speaker":"Keith Hawkey","startTime":1738.928,"endTime":1742.412,"body":"different parts of security, and"},{"speaker":"Keith Hawkey","startTime":1742.47,"endTime":1745.897,"body":"they're all here to save people."},{"speaker":"Keith Hawkey","startTime":1742.47,"endTime":1745.897,"body":"They're all here to save a"},{"speaker":"Keith Hawkey","startTime":1745.955,"endTime":1749.555,"body":"company, save their company's"},{"speaker":"Keith Hawkey","startTime":1745.955,"endTime":1749.555,"body":"customers data from being leaked"},{"speaker":"Keith Hawkey","startTime":1749.613,"endTime":1753.272,"body":"or save the company tremendous"},{"speaker":"Keith Hawkey","startTime":1749.613,"endTime":1753.272,"body":"investment and ransomware. It's,"},{"speaker":"Keith Hawkey","startTime":1753.33,"endTime":1756.872,"body":"I like that, especially with the"},{"speaker":"Keith Hawkey","startTime":1753.33,"endTime":1756.872,"body":"cybersecurity industry. They"},{"speaker":"Keith Hawkey","startTime":1756.93,"endTime":1760.182,"body":"compete against each other in a"},{"speaker":"Keith Hawkey","startTime":1756.93,"endTime":1760.182,"body":"lot of ways, but there's"},{"speaker":"Keith Hawkey","startTime":1760.24,"endTime":1763.667,"body":"certainly a lot of camaraderie"},{"speaker":"Keith Hawkey","startTime":1760.24,"endTime":1763.667,"body":"among them. That's the thing"},{"speaker":"Keith Hawkey","startTime":1763.725,"endTime":1764.48,"body":"I've noticed."},{"speaker":"James Anderson","startTime":1764.54,"endTime":1766.34,"body":"Yeah, there's"},{"speaker":"James Anderson","startTime":1764.54,"endTime":1766.34,"body":"been quite quite the good versus"},{"speaker":"James Anderson","startTime":1766.34,"endTime":1770.42,"body":"evil, dynamic going on there"},{"speaker":"James Anderson","startTime":1766.34,"endTime":1770.42,"body":"wanting to be on the side of the"},{"speaker":"James Anderson","startTime":1770.42,"endTime":1772.94,"body":"good team. That is pretty cool."},{"speaker":"James Anderson","startTime":1770.42,"endTime":1772.94,"body":"Yeah, I mean, I think Blackhat"},{"speaker":"James Anderson","startTime":1772.94,"endTime":1774.14,"body":"was pretty recent."},{"speaker":"Keith Hawkey","startTime":1774.0,"endTime":1777.66,"body":"Yes. I had a lot"},{"speaker":"Keith Hawkey","startTime":1774.0,"endTime":1777.66,"body":"of customers go to Blackhat."},{"speaker":"Keith Hawkey","startTime":1777.99,"endTime":1778.32,"body":"Yeah."},{"speaker":"James Anderson","startTime":1778.35,"endTime":1780.0,"body":"Would you go to"},{"speaker":"James Anderson","startTime":1778.35,"endTime":1780.0,"body":"an event like that?"},{"speaker":"Keith Hawkey","startTime":1780.0,"endTime":1782.49,"body":"I haven't gone. I"},{"speaker":"Keith Hawkey","startTime":1780.0,"endTime":1782.49,"body":"haven't done much this year in"},{"speaker":"Keith Hawkey","startTime":1782.49,"endTime":1785.16,"body":"terms of big events. I went to a"},{"speaker":"Keith Hawkey","startTime":1782.49,"endTime":1785.16,"body":"pretty cool event recently"},{"speaker":"Keith Hawkey","startTime":1785.16,"endTime":1789.42,"body":"called FutureCon in Charlotte, a"},{"speaker":"Keith Hawkey","startTime":1785.16,"endTime":1789.42,"body":"cybersecurity oriented event"},{"speaker":"Keith Hawkey","startTime":1789.45,"endTime":1793.53,"body":"here. They have them in most"},{"speaker":"Keith Hawkey","startTime":1789.45,"endTime":1793.53,"body":"major cities. Yeah, that was a"},{"speaker":"Keith Hawkey","startTime":1793.53,"endTime":1796.5,"body":"great event. They had some"},{"speaker":"Keith Hawkey","startTime":1793.53,"endTime":1796.5,"body":"interesting speakers. They had"},{"speaker":"Keith Hawkey","startTime":1796.5,"endTime":1801.3,"body":"some CIOs, local CIOs from here"},{"speaker":"Keith Hawkey","startTime":1796.5,"endTime":1801.3,"body":"in Charlotte. Charlotte's a very"},{"speaker":"Keith Hawkey","startTime":1801.3,"endTime":1805.65,"body":"finance driven city. CIOs that"},{"speaker":"Keith Hawkey","startTime":1801.3,"endTime":1805.65,"body":"are managing large financial"},{"speaker":"Keith Hawkey","startTime":1805.65,"endTime":1809.88,"body":"institutions was sort of a theme"},{"speaker":"Keith Hawkey","startTime":1805.65,"endTime":1809.88,"body":"that I that I noticed. But yeah,"},{"speaker":"Keith Hawkey","startTime":1809.88,"endTime":1813.75,"body":"Black Hat's on the list. I'll"},{"speaker":"Keith Hawkey","startTime":1809.88,"endTime":1813.75,"body":"tell you, this is a little bit"},{"speaker":"Keith Hawkey","startTime":1813.75,"endTime":1816.36,"body":"off topic. But one of the"},{"speaker":"Keith Hawkey","startTime":1813.75,"endTime":1816.36,"body":"craziest events that I've heard"},{"speaker":"Keith Hawkey","startTime":1816.36,"endTime":1821.34,"body":"of, and I've never attended, my"},{"speaker":"Keith Hawkey","startTime":1816.36,"endTime":1821.34,"body":"wife has, she's in marketing, is"},{"speaker":"Keith Hawkey","startTime":1821.37,"endTime":1824.64,"body":"Dreamforce, which actually I"},{"speaker":"Keith Hawkey","startTime":1821.37,"endTime":1824.64,"body":"think is going on right now."},{"speaker":"James Anderson","startTime":1824.0,"endTime":1829.07,"body":"Yeah, yeah, I"},{"speaker":"James Anderson","startTime":1824.0,"endTime":1829.07,"body":"went there five, six years ago,"},{"speaker":"James Anderson","startTime":1829.16,"endTime":1832.01,"body":"it was like they had like, half"},{"speaker":"James Anderson","startTime":1829.16,"endTime":1832.01,"body":"of the San Francisco blocked"},{"speaker":"James Anderson","startTime":1832.01,"endTime":1836.63,"body":"off. That was huge. I had no"},{"speaker":"James Anderson","startTime":1832.01,"endTime":1836.63,"body":"idea what their ecosystem was"},{"speaker":"James Anderson","startTime":1836.63,"endTime":1839.51,"body":"like, it was one of the most"},{"speaker":"James Anderson","startTime":1836.63,"endTime":1839.51,"body":"confusing times in my life. I"},{"speaker":"James Anderson","startTime":1839.51,"endTime":1842.66,"body":"like, by the time I was back on"},{"speaker":"James Anderson","startTime":1839.51,"endTime":1842.66,"body":"the plane, I think I knew what a"},{"speaker":"James Anderson","startTime":1842.66,"endTime":1847.43,"body":"CRM was. But yeah, that was,"},{"speaker":"James Anderson","startTime":1842.66,"endTime":1847.43,"body":"that was fun. They were doing"},{"speaker":"James Anderson","startTime":1847.43,"endTime":1851.15,"body":"their little Einstein bot years"},{"speaker":"James Anderson","startTime":1847.43,"endTime":1851.15,"body":"ago, talking about AI, things"},{"speaker":"James Anderson","startTime":1851.15,"endTime":1853.79,"body":"like that. So yes, it's very"},{"speaker":"James Anderson","startTime":1851.15,"endTime":1853.79,"body":"much a festival."},{"speaker":"Keith Hawkey","startTime":1853.93,"endTime":1857.53,"body":"Yeah. Yeah, the"},{"speaker":"Keith Hawkey","startTime":1853.93,"endTime":1857.53,"body":"entertainment spend is high."},{"speaker":"Keith Hawkey","startTime":1857.98,"endTime":1861.28,"body":"Yeah, I heard they've brought in"},{"speaker":"Keith Hawkey","startTime":1857.98,"endTime":1861.28,"body":"some Buddhist monks that are"},{"speaker":"Keith Hawkey","startTime":1861.28,"endTime":1866.26,"body":"walking around. This was maybe"},{"speaker":"Keith Hawkey","startTime":1861.28,"endTime":1866.26,"body":"three years ago when my wife had"},{"speaker":"Keith Hawkey","startTime":1866.26,"endTime":1870.22,"body":"attended. And getting close"},{"speaker":"Keith Hawkey","startTime":1866.26,"endTime":1870.22,"body":"toward the end here, James. And"},{"speaker":"Keith Hawkey","startTime":1870.31,"endTime":1873.55,"body":"something that I like to do, at"},{"speaker":"Keith Hawkey","startTime":1870.31,"endTime":1873.55,"body":"the very end of all the IT"},{"speaker":"Keith Hawkey","startTime":1873.55,"endTime":1877.78,"body":"Matters podcasts is, if you had"},{"speaker":"Keith Hawkey","startTime":1873.55,"endTime":1877.78,"body":"a message that you could display"},{"speaker":"Keith Hawkey","startTime":1877.78,"endTime":1882.31,"body":"on a billboard, or, you know"},{"speaker":"Keith Hawkey","startTime":1877.78,"endTime":1882.31,"body":"what better yet, the more modern"},{"speaker":"Keith Hawkey","startTime":1882.4,"endTime":1887.41,"body":"equivalency to this is, everyone"},{"speaker":"Keith Hawkey","startTime":1882.4,"endTime":1887.41,"body":"that is droning out on their"},{"speaker":"Keith Hawkey","startTime":1887.41,"endTime":1892.93,"body":"phone, and creating arthritis in"},{"speaker":"Keith Hawkey","startTime":1887.41,"endTime":1892.93,"body":"their right thumb from"},{"speaker":"Keith Hawkey","startTime":1892.93,"endTime":1896.86,"body":"scrolling, if you can pop a"},{"speaker":"Keith Hawkey","startTime":1892.93,"endTime":1896.86,"body":"message on their phone, could be"},{"speaker":"Keith Hawkey","startTime":1896.86,"endTime":1900.04,"body":"about anything, could be about"},{"speaker":"Keith Hawkey","startTime":1896.86,"endTime":1900.04,"body":"IT, could be about journalism,"},{"speaker":"Keith Hawkey","startTime":1900.04,"endTime":1903.64,"body":"could be about something else,"},{"speaker":"Keith Hawkey","startTime":1900.04,"endTime":1903.64,"body":"what kind of message would you"},{"speaker":"Keith Hawkey","startTime":1903.67,"endTime":1906.43,"body":"disseminate to the world, what's"},{"speaker":"Keith Hawkey","startTime":1903.67,"endTime":1906.43,"body":"important to you?"},{"speaker":"James Anderson","startTime":1906.63,"endTime":1908.13,"body":"I've been"},{"speaker":"James Anderson","startTime":1906.63,"endTime":1908.13,"body":"thinking a lot about the idea of"},{"speaker":"James Anderson","startTime":1908.13,"endTime":1913.02,"body":"presence, and kind of being in"},{"speaker":"James Anderson","startTime":1908.13,"endTime":1913.02,"body":"my case, like being present with"},{"speaker":"James Anderson","startTime":1913.02,"endTime":1917.49,"body":"the ones you're with, whether"},{"speaker":"James Anderson","startTime":1913.02,"endTime":1917.49,"body":"that's, you know, family, or"},{"speaker":"James Anderson","startTime":1917.52,"endTime":1920.19,"body":"your neighborhood. You know, I"},{"speaker":"James Anderson","startTime":1917.52,"endTime":1920.19,"body":"think that that you know, we're"},{"speaker":"James Anderson","startTime":1920.19,"endTime":1923.19,"body":"talking about technology"},{"speaker":"James Anderson","startTime":1920.19,"endTime":1923.19,"body":"advisors, and you're trying to"},{"speaker":"James Anderson","startTime":1923.19,"endTime":1927.12,"body":"be an ally, and you're trying to"},{"speaker":"James Anderson","startTime":1923.19,"endTime":1927.12,"body":"not, you know, not make it about"},{"speaker":"James Anderson","startTime":1927.12,"endTime":1930.42,"body":"the sale, not make it about"},{"speaker":"James Anderson","startTime":1927.12,"endTime":1930.42,"body":"rushing it, not any quarterly"},{"speaker":"James Anderson","startTime":1930.42,"endTime":1934.8,"body":"quotas, it's just about being"},{"speaker":"James Anderson","startTime":1930.42,"endTime":1934.8,"body":"present and vulnerable for your"},{"speaker":"James Anderson","startTime":1934.8,"endTime":1939.27,"body":"customers. And in some respects,"},{"speaker":"James Anderson","startTime":1934.8,"endTime":1939.27,"body":"with your upstream partners. So"},{"speaker":"James Anderson","startTime":1939.27,"endTime":1942.18,"body":"I don't know if I'm to try to"},{"speaker":"James Anderson","startTime":1939.27,"endTime":1942.18,"body":"try to like appropriate"},{"speaker":"James Anderson","startTime":1942.18,"endTime":1944.67,"body":"philosophical thing I've been"},{"speaker":"James Anderson","startTime":1942.18,"endTime":1944.67,"body":"thinking about, but just"},{"speaker":"James Anderson","startTime":1944.73,"endTime":1948.63,"body":"learning to be present. And, you"},{"speaker":"James Anderson","startTime":1944.73,"endTime":1948.63,"body":"know, finding some contentment"},{"speaker":"James Anderson","startTime":1948.72,"endTime":1951.9,"body":"in the place where I am and"},{"speaker":"James Anderson","startTime":1948.72,"endTime":1951.9,"body":"opening my eyes up and, you"},{"speaker":"James Anderson","startTime":1951.9,"endTime":1953.64,"body":"know, seeing some of the"},{"speaker":"James Anderson","startTime":1951.9,"endTime":1953.64,"body":"ordinary things that are"},{"speaker":"James Anderson","startTime":1953.64,"endTime":1956.61,"body":"happening and, and the way that"},{"speaker":"James Anderson","startTime":1953.64,"endTime":1956.61,"body":"I can tap into those things. So"},{"speaker":"James Anderson","startTime":1956.79,"endTime":1958.02,"body":"I don't know if that makes any"},{"speaker":"James Anderson","startTime":1956.79,"endTime":1958.02,"body":"sense."},{"speaker":"Keith Hawkey","startTime":1958.11,"endTime":1959.64,"body":"I think it makes"},{"speaker":"Keith Hawkey","startTime":1958.11,"endTime":1959.64,"body":"all the sense in the world. And"},{"speaker":"Keith Hawkey","startTime":1959.64,"endTime":1963.63,"body":"it's incredibly relevant to"},{"speaker":"Keith Hawkey","startTime":1959.64,"endTime":1963.63,"body":"today's world, which is ever"},{"speaker":"Keith Hawkey","startTime":1963.63,"endTime":1968.1,"body":"more preoccupied, not present."},{"speaker":"Keith Hawkey","startTime":1963.63,"endTime":1968.1,"body":"So yeah, that's a beautiful"},{"speaker":"Keith Hawkey","startTime":1968.1,"endTime":1972.69,"body":"message and James, how can some"},{"speaker":"Keith Hawkey","startTime":1968.1,"endTime":1972.69,"body":"of our listeners find you? What"},{"speaker":"Keith Hawkey","startTime":1972.69,"endTime":1976.2,"body":"are some ways for them to get in"},{"speaker":"Keith Hawkey","startTime":1972.69,"endTime":1976.2,"body":"touch with you if they want to"},{"speaker":"Keith Hawkey","startTime":1976.29,"endTime":1977.85,"body":"learn a little bit more about"},{"speaker":"Keith Hawkey","startTime":1976.29,"endTime":1977.85,"body":"your world?"},{"speaker":"James Anderson","startTime":1978.98,"endTime":1983.12,"body":"anymore. So I"},{"speaker":"James Anderson","startTime":1978.98,"endTime":1983.12,"body":"don't know, if you can find me"},{"speaker":"James Anderson","startTime":1983.15,"endTime":1992.18,"body":"on LinkedIn, that's where I like"},{"speaker":"James Anderson","startTime":1983.15,"endTime":1992.18,"body":"to kind of hang with my homies,"},{"speaker":"James Anderson","startTime":1992.18,"endTime":1996.98,"body":"but my website is"},{"speaker":"James Anderson","startTime":1992.18,"endTime":1996.98,"body":"channelfutures.com. And, you"},{"speaker":"James Anderson","startTime":1996.98,"endTime":1999.17,"body":"know, just click on whatever"},{"speaker":"James Anderson","startTime":1996.98,"endTime":1999.17,"body":"strikes your fancy."},{"speaker":"Keith Hawkey","startTime":1999.26,"endTime":2001.81,"body":"Well there you go."},{"speaker":"Keith Hawkey","startTime":1999.26,"endTime":2001.81,"body":"And we'll make sure to include a"},{"speaker":"Keith Hawkey","startTime":2001.81,"endTime":2005.65,"body":"place to find your articles in"},{"speaker":"Keith Hawkey","startTime":2001.81,"endTime":2005.65,"body":"your LinkedIn in the description"},{"speaker":"Keith Hawkey","startTime":2005.65,"endTime":2009.1,"body":"of the podcast. So thanks so"},{"speaker":"Keith Hawkey","startTime":2005.65,"endTime":2009.1,"body":"much for joining James, it's"},{"speaker":"Keith Hawkey","startTime":2009.1,"endTime":2011.86,"body":"been a pleasure. Really"},{"speaker":"Keith Hawkey","startTime":2009.1,"endTime":2011.86,"body":"appreciate your time. And to"},{"speaker":"Keith Hawkey","startTime":2011.86,"endTime":2014.08,"body":"everyone else out there, we'll"},{"speaker":"Keith Hawkey","startTime":2011.86,"endTime":2014.08,"body":"see you next time."},{"speaker":"Narrator","startTime":2016.04,"endTime":2018.77,"body":"Thanks for listening."},{"speaker":"Narrator","startTime":2016.04,"endTime":2018.77,"body":"The IT Matters podcast is"},{"speaker":"Narrator","startTime":2018.77,"endTime":2021.68,"body":"produced by Opkalla, an IT"},{"speaker":"Narrator","startTime":2018.77,"endTime":2021.68,"body":"advisory firm that helps"},{"speaker":"Narrator","startTime":2021.68,"endTime":2025.52,"body":"businesses navigate the vast and"},{"speaker":"Narrator","startTime":2021.68,"endTime":2025.52,"body":"complex IT marketplace. Learn"},{"speaker":"Narrator","startTime":2025.52,"endTime":2028.28,"body":"more about Opkalla at"},{"speaker":"Narrator","startTime":2025.52,"endTime":2028.28,"body":"opkalla.com."}]}