1 00:00:01,840 --> 00:00:02,872 Welcome to ChannelWaves, 2 00:00:02,873 --> 00:00:04,384 the podcast where channel leaders 3 00:00:04,385 --> 00:00:06,080 share success strategies, best 4 00:00:06,081 --> 00:00:07,928 practices and emerging trends. 5 00:00:07,929 --> 00:00:09,640 Brought to you by StructuredWeb. 6 00:00:09,641 --> 00:00:12,056 Here's your host, Steven Kellam. 7 00:00:12,057 --> 00:00:14,152 Hey, welcome everybody to ChannelWaves. 8 00:00:14,153 --> 00:00:15,192 We appreciate everybody 9 00:00:15,193 --> 00:00:16,047 joining us today. 10 00:00:16,048 --> 00:00:17,624 I'm your host, Steven Kellam. 11 00:00:17,625 --> 00:00:18,328 Thank you for spending 12 00:00:18,329 --> 00:00:19,472 a little bit of time today. 13 00:00:19,473 --> 00:00:21,336 And we're going to dig into AI 14 00:00:21,337 --> 00:00:23,296 learnings and I can't think of two 15 00:00:23,297 --> 00:00:24,896 people better to join me to talk 16 00:00:24,897 --> 00:00:27,492 about AI learnings and not just AI 17 00:00:27,493 --> 00:00:28,940 learnings, but what we can do with 18 00:00:28,941 --> 00:00:30,260 those AI learnings. 19 00:00:30,261 --> 00:00:32,820 And Reagan Wilson from Reply Spur. 20 00:00:32,821 --> 00:00:33,268 Welcome. 21 00:00:33,269 --> 00:00:36,564 Reagan, and Matt Crane from Salesforce. 22 00:00:36,565 --> 00:00:37,332 Hello. 23 00:00:37,333 --> 00:00:38,284 Thank you. 24 00:00:38,285 --> 00:00:40,428 We're interested in what everyone 25 00:00:40,429 --> 00:00:43,012 out there is doing and how AI 26 00:00:43,013 --> 00:00:45,076 has affected them and their partners 27 00:00:45,077 --> 00:00:46,604 and their day to day life. 28 00:00:46,605 --> 00:00:48,332 So what we thought we would do is 29 00:00:48,333 --> 00:00:50,348 just kind of go around the horn and 30 00:00:50,349 --> 00:00:52,076 we each have three learnings that 31 00:00:52,077 --> 00:00:54,394 we've seen over the last, what, 12 32 00:00:54,395 --> 00:00:56,506 to 18 months and then talk about 33 00:00:56,507 --> 00:00:57,178 them. 34 00:00:57,179 --> 00:00:59,306 And I'm pretty sure as we go through 35 00:00:59,307 --> 00:01:01,754 these learnings, I think everyone 36 00:01:01,755 --> 00:01:03,306 who's listening or viewing is 37 00:01:03,307 --> 00:01:05,498 going to see something that 38 00:01:05,499 --> 00:01:07,162 they have gone through as well too. 39 00:01:07,163 --> 00:01:09,818 So, Reagan, you want to kick it off? 40 00:01:09,819 --> 00:01:10,234 Sure. 41 00:01:10,235 --> 00:01:12,658 I've got a couple of things and as I 42 00:01:12,659 --> 00:01:14,790 was thinking about three key learnings, 43 00:01:16,170 --> 00:01:18,458 well, I wanted part of it to be 44 00:01:18,459 --> 00:01:20,098 in the business world and channel. 45 00:01:20,099 --> 00:01:20,986 And then I was like, what 46 00:01:20,987 --> 00:01:22,050 are my personal learnings? 47 00:01:22,051 --> 00:01:24,932 So the first one is when I think about 48 00:01:24,933 --> 00:01:27,308 AI and the channel and partnerships, 49 00:01:27,309 --> 00:01:29,404 I think there's so many applications. 50 00:01:29,405 --> 00:01:32,060 But, unfortunately what I realized 51 00:01:32,061 --> 00:01:36,684 is that the magical AI budget fairy 52 00:01:36,685 --> 00:01:38,812 has not been out delivering 53 00:01:38,813 --> 00:01:41,116 budget across everyone for AI. 54 00:01:41,117 --> 00:01:43,716 And so as a result, there's not just 55 00:01:43,717 --> 00:01:45,884 this bucket of money to be spent on AI. 56 00:01:45,885 --> 00:01:47,404 So I think there's a couple 57 00:01:47,405 --> 00:01:49,028 of things here that I want to touch on. 58 00:01:49,029 --> 00:01:52,000 One is that the readiness 59 00:01:52,001 --> 00:01:53,408 level and the budgets aren't 60 00:01:53,409 --> 00:01:54,792 necessarily there to go 61 00:01:54,793 --> 00:01:57,456 crazy bananas with AI tools. 62 00:01:57,457 --> 00:01:59,080 That's the unfortunate part. 63 00:01:59,081 --> 00:02:00,936 But what we can do is make sure that 64 00:02:00,937 --> 00:02:02,928 people are preparing themselves. 65 00:02:02,929 --> 00:02:04,440 So getting that readiness level 66 00:02:04,441 --> 00:02:06,216 up and starting to figure out how 67 00:02:06,217 --> 00:02:07,576 you're going to finance it, how 68 00:02:07,577 --> 00:02:08,735 you're going to get the budgets 69 00:02:08,736 --> 00:02:09,816 to do the things that you need. 70 00:02:09,817 --> 00:02:11,704 And that's really the first step. 71 00:02:11,705 --> 00:02:13,360 The second thing that I've realized 72 00:02:13,361 --> 00:02:15,232 is that it's much easier for folks 73 00:02:15,233 --> 00:02:16,992 in the channel to start internally. 74 00:02:16,993 --> 00:02:18,700 So be thinking about the 75 00:02:18,701 --> 00:02:20,460 applications that you already have 76 00:02:20,461 --> 00:02:22,076 internally for AI and how you can 77 00:02:22,077 --> 00:02:23,684 use those to better the channel 78 00:02:23,685 --> 00:02:25,516 versus trying to take it out to 79 00:02:25,517 --> 00:02:27,516 your partners and put tools in 80 00:02:27,517 --> 00:02:28,532 place for partners. 81 00:02:28,533 --> 00:02:30,676 It's been much easier for our customers 82 00:02:30,677 --> 00:02:33,860 to look internally and to optimize 83 00:02:33,861 --> 00:02:36,268 things there before going 84 00:02:36,269 --> 00:02:38,532 and adding things into their portals 85 00:02:38,533 --> 00:02:39,748 and their channel tech stack. 86 00:02:39,749 --> 00:02:42,292 Because it again backed up budget issue. 87 00:02:42,293 --> 00:02:44,078 There's no magical budget fairy that's 88 00:02:44,079 --> 00:02:45,382 just been giving money out 89 00:02:45,383 --> 00:02:47,502 for people to fund these initiatives. 90 00:02:47,503 --> 00:02:48,670 And again, the readiness 91 00:02:48,671 --> 00:02:50,470 level isn't quite there. 92 00:02:50,471 --> 00:02:52,862 So knowing that what our recommendations 93 00:02:52,863 --> 00:02:55,686 have been is to start with figuring out 94 00:02:55,687 --> 00:02:57,862 what your plan is long term, start to 95 00:02:57,863 --> 00:02:59,926 build that and then look at what 96 00:02:59,927 --> 00:03:01,526 options you have internally that you 97 00:03:01,527 --> 00:03:04,622 can just leverage from a licensing 98 00:03:04,623 --> 00:03:07,430 standpoint that might be available and 99 00:03:07,431 --> 00:03:09,126 really optimize those pieces and see 100 00:03:09,127 --> 00:03:12,278 how it can help you drive productivity 101 00:03:12,279 --> 00:03:13,318 through your channel. 102 00:03:13,319 --> 00:03:14,766 Whether it's starting with your 103 00:03:14,767 --> 00:03:16,350 channel account managers or 104 00:03:16,351 --> 00:03:18,894 in your marketing, just looking 105 00:03:18,895 --> 00:03:20,798 at those easy starting points. 106 00:03:20,799 --> 00:03:22,454 So that's kind of the first piece, 107 00:03:22,455 --> 00:03:24,062 you know, the, the businessy thing. 108 00:03:24,063 --> 00:03:26,350 Then the second thing I realized is that 109 00:03:26,351 --> 00:03:29,006 my husband, who is not in technology at 110 00:03:29,007 --> 00:03:31,758 all, is better at using it than I am. 111 00:03:31,759 --> 00:03:33,854 And it's, I'm gonna admit it, I 112 00:03:33,855 --> 00:03:36,006 know it's, it's, it's terrible. 113 00:03:36,007 --> 00:03:37,918 But he uses it for us 114 00:03:37,919 --> 00:03:39,330 for so many things. 115 00:03:40,030 --> 00:03:44,190 He uses Copilot and he asks Copilot 116 00:03:44,191 --> 00:03:45,486 things that help him 117 00:03:45,487 --> 00:03:48,870 run his business, how to run his teams. 118 00:03:48,871 --> 00:03:50,518 He's constantly saying, hey, hey 119 00:03:50,519 --> 00:03:53,310 Copilot, I've got a 22 year old that 120 00:03:53,311 --> 00:03:55,806 works for me who has this education 121 00:03:55,807 --> 00:03:58,422 level, who I'm having these challenges 122 00:03:58,423 --> 00:04:00,270 with, who I'd like to drive these 123 00:04:00,271 --> 00:04:00,846 results with. 124 00:04:00,847 --> 00:04:01,934 What do you recommend? 125 00:04:01,935 --> 00:04:03,432 And he's having these conversations 126 00:04:03,433 --> 00:04:05,296 with Copilot all the time 127 00:04:05,297 --> 00:04:07,920 and it's helping him figure out how 128 00:04:07,921 --> 00:04:10,568 to talk to this younger generation 129 00:04:10,569 --> 00:04:13,080 of more entry level employees. 130 00:04:13,081 --> 00:04:14,632 And he's being wildly 131 00:04:14,633 --> 00:04:16,176 successful with it. 132 00:04:16,177 --> 00:04:18,351 So that's one of the key learnings that 133 00:04:18,352 --> 00:04:20,624 I had, was that I need to figure out 134 00:04:20,625 --> 00:04:24,064 how, how to plug it into those 135 00:04:24,065 --> 00:04:26,248 situations that I'm not even thinking 136 00:04:26,249 --> 00:04:27,936 about because it's just right there 137 00:04:27,937 --> 00:04:28,500 available. 138 00:04:29,310 --> 00:04:32,770 The third thing I came up with was 139 00:04:33,550 --> 00:04:35,326 going back to that example is that 140 00:04:35,327 --> 00:04:37,478 you really need to use private AI. 141 00:04:37,479 --> 00:04:39,622 So things that are licensed and secure, 142 00:04:39,623 --> 00:04:41,478 Copilots, agents, whatever 143 00:04:41,479 --> 00:04:44,350 you might have available because we 144 00:04:44,351 --> 00:04:45,550 don't want the information 145 00:04:45,551 --> 00:04:48,238 going out into the wild wild world. 146 00:04:48,239 --> 00:04:49,566 And we also don't want 147 00:04:49,567 --> 00:04:52,430 to just take the information from 148 00:04:52,431 --> 00:04:54,254 the wild wild world, right? 149 00:04:54,255 --> 00:04:56,666 So, so if you've got Copilot access 150 00:04:56,667 --> 00:04:59,386 or agent access or whatever it 151 00:04:59,387 --> 00:05:01,930 might be internally where you have 152 00:05:01,931 --> 00:05:04,890 actually licensed AI technology, 153 00:05:04,891 --> 00:05:07,074 that's where you should be spending 154 00:05:07,075 --> 00:05:08,202 your time and what you should be 155 00:05:08,203 --> 00:05:08,858 using. 156 00:05:08,859 --> 00:05:10,746 In addition to that, the other thing 157 00:05:10,747 --> 00:05:13,546 I was thinking about, when it comes to 158 00:05:13,547 --> 00:05:15,322 what you're asking the AI is that 159 00:05:15,323 --> 00:05:16,946 you kind of want to be generic. 160 00:05:16,947 --> 00:05:19,218 So going back to the situation 161 00:05:19,219 --> 00:05:21,218 of how my husband talks to AI 162 00:05:21,219 --> 00:05:22,552 and ask the question question. 163 00:05:22,553 --> 00:05:23,952 He even does it for our kids. 164 00:05:23,953 --> 00:05:25,080 So he's like, how do I talk 165 00:05:25,081 --> 00:05:27,040 to my 25 year old daughter? 166 00:05:27,041 --> 00:05:28,768 But he doesn't use names, 167 00:05:28,769 --> 00:05:31,416 he doesn't use really personal detail. 168 00:05:31,417 --> 00:05:32,776 He uses enough detail 169 00:05:32,777 --> 00:05:34,448 for it to give him the right answers. 170 00:05:34,449 --> 00:05:36,264 But he's not saying, you know, 171 00:05:36,265 --> 00:05:38,120 how, how about my neighbor down 172 00:05:38,121 --> 00:05:39,560 the street things that it could 173 00:05:39,561 --> 00:05:42,136 then take and potentially you 174 00:05:42,137 --> 00:05:43,064 never know where it's going. 175 00:05:43,065 --> 00:05:43,960 Right. 176 00:05:43,961 --> 00:05:46,128 So think about it from that standpoint 177 00:05:46,129 --> 00:05:47,700 and don't maybe give names. 178 00:05:48,230 --> 00:05:50,334 Maybe somewhat less specific, 179 00:05:50,335 --> 00:05:52,070 but specific enough for it to return 180 00:05:52,071 --> 00:05:53,398 you the results that you want. 181 00:05:53,399 --> 00:05:54,886 So little generic information 182 00:05:54,887 --> 00:05:56,310 versus personal. 183 00:05:56,311 --> 00:05:58,278 So those are kind of the three things. 184 00:05:58,279 --> 00:05:59,686 Thinking about the budget, how 185 00:05:59,687 --> 00:06:00,534 you're going to fund things 186 00:06:00,535 --> 00:06:02,198 and getting ready for that. 187 00:06:02,199 --> 00:06:03,822 Looking internal from a channel 188 00:06:03,823 --> 00:06:06,086 standpoint versus going external and 189 00:06:06,087 --> 00:06:08,566 then using those things that are 190 00:06:08,567 --> 00:06:10,854 available, that are licensed, that 191 00:06:10,855 --> 00:06:12,966 have that data protected, using it 192 00:06:12,967 --> 00:06:15,582 in your daily life to help you solve 193 00:06:15,583 --> 00:06:16,438 problems. 194 00:06:16,439 --> 00:06:17,816 And sometimes it's just nice to have 195 00:06:17,817 --> 00:06:21,088 something to talk to. Trusted advisor 196 00:06:21,089 --> 00:06:22,424 that can't use it against you. 197 00:06:22,425 --> 00:06:23,640 Because I've never seen a Copilot 198 00:06:23,641 --> 00:06:25,464 or an agent come back and say, 199 00:06:25,465 --> 00:06:27,264 well you told me this and I'm 200 00:06:27,265 --> 00:06:28,540 going to judge you for it. 201 00:06:29,080 --> 00:06:32,656 So you couldn't find an AI budget fairy. 202 00:06:32,657 --> 00:06:33,488 Do you have one, Matt? 203 00:06:33,489 --> 00:06:34,432 I mean you're Salesforce. 204 00:06:34,433 --> 00:06:37,200 You got to have a AI budget fairy 205 00:06:37,201 --> 00:06:39,224 just like sitting there, right? 206 00:06:39,225 --> 00:06:41,328 A very light, lightly pocketed 207 00:06:41,329 --> 00:06:43,216 budget fairy has visited Salesforce 208 00:06:43,217 --> 00:06:44,416 in terms of internally. 209 00:06:44,417 --> 00:06:44,616 Right. 210 00:06:44,617 --> 00:06:46,600 Because we do want to show people that 211 00:06:46,601 --> 00:06:48,500 how we use this stuff internally. 212 00:06:48,501 --> 00:06:50,940 But I would say, you know, 213 00:06:50,941 --> 00:06:53,124 she came with a small pocketbook 214 00:06:53,125 --> 00:06:55,812 so we're using it sparingly. 215 00:06:55,813 --> 00:06:57,356 But then I think to Reagan's point 216 00:06:57,357 --> 00:06:58,364 on the customer side. 217 00:06:58,365 --> 00:07:01,188 Like they have granted little wishes 218 00:07:01,189 --> 00:07:03,172 of budgets along the way, but nothing 219 00:07:03,173 --> 00:07:06,040 massive like this isn't an ERP 90s 220 00:07:06,620 --> 00:07:08,172 cool, you need 100 million, 221 00:07:08,173 --> 00:07:10,036 let's do it, let's go crazy. 222 00:07:10,037 --> 00:07:12,132 Let's customize SAP or PeopleSoft 223 00:07:12,133 --> 00:07:14,030 to your heart's content and then 224 00:07:14,031 --> 00:07:15,534 realize what a mistake that was later. 225 00:07:15,535 --> 00:07:17,374 But you know, hey, it is what it is. 226 00:07:17,375 --> 00:07:19,550 So what we're seeing is it's really 227 00:07:19,551 --> 00:07:21,950 you've got to repurpose other budget. 228 00:07:21,951 --> 00:07:23,526 So because the, the budget 229 00:07:23,527 --> 00:07:24,862 fairy isn't there. 230 00:07:24,863 --> 00:07:26,814 So it's thinking about where 231 00:07:26,815 --> 00:07:29,054 can I fine tune things to free 232 00:07:29,055 --> 00:07:31,550 up money to move it over here. 233 00:07:31,551 --> 00:07:32,918 And that's where it starts 234 00:07:32,919 --> 00:07:34,070 to get tricky. 235 00:07:34,071 --> 00:07:35,630 But that's how people 236 00:07:35,631 --> 00:07:36,690 are getting it done. 237 00:07:37,230 --> 00:07:39,038 We're, we're seeing the same thing 238 00:07:39,039 --> 00:07:40,046 in terms of like 239 00:07:40,047 --> 00:07:41,750 localizations and translations. 240 00:07:41,751 --> 00:07:42,334 Right. 241 00:07:42,335 --> 00:07:43,930 Or creation of content. 242 00:07:43,931 --> 00:07:45,122 And people are starting 243 00:07:45,123 --> 00:07:46,266 to figure this out. 244 00:07:46,267 --> 00:07:47,218 They're even starting 245 00:07:47,219 --> 00:07:48,330 to figure this out. 246 00:07:48,331 --> 00:07:50,362 I, I, we knew this was going to happen. 247 00:07:50,363 --> 00:07:50,906 Right. 248 00:07:50,907 --> 00:07:53,290 Let's say you're using an agency 249 00:07:53,291 --> 00:07:54,714 and you're paying them X 250 00:07:54,715 --> 00:07:56,866 for translations or localization 251 00:07:56,867 --> 00:07:59,170 or creating content, whatever. 252 00:07:59,171 --> 00:08:01,778 You know, they're using AI. 253 00:08:01,779 --> 00:08:02,882 This is going to shift 254 00:08:02,883 --> 00:08:03,850 their whole world. 255 00:08:03,851 --> 00:08:05,754 So I'm pretty dag on. 256 00:08:05,755 --> 00:08:06,458 Sure. 257 00:08:06,459 --> 00:08:08,610 Everybody's having a conversation with 258 00:08:08,611 --> 00:08:11,596 every agency, either internal agencies, 259 00:08:11,597 --> 00:08:13,316 because some large organizations want 260 00:08:13,317 --> 00:08:14,892 to use their own internal agency. 261 00:08:14,893 --> 00:08:15,076 Right. 262 00:08:15,077 --> 00:08:16,372 And the time that it takes to do 263 00:08:16,373 --> 00:08:17,796 that or the dollars that are 264 00:08:17,797 --> 00:08:19,708 accounted for that, or external, 265 00:08:19,709 --> 00:08:23,540 and they're going, hey, I can do 266 00:08:23,541 --> 00:08:26,196 what I used to do in about 70% of 267 00:08:26,197 --> 00:08:26,836 the time. 268 00:08:26,837 --> 00:08:28,196 How come you're still 269 00:08:28,197 --> 00:08:30,340 charging me the same thing? 270 00:08:30,341 --> 00:08:33,700 And you know they're all using AI. 271 00:08:33,701 --> 00:08:34,355 Yeah. 272 00:08:34,356 --> 00:08:35,049 Well, if they're not, 273 00:08:35,050 --> 00:08:36,349 then shame on them. 274 00:08:37,688 --> 00:08:38,801 Absolutely, absolutely. 275 00:08:38,802 --> 00:08:39,961 But I think it's going 276 00:08:39,962 --> 00:08:41,184 to be a reality check. 277 00:08:41,185 --> 00:08:42,361 So I think those, those 278 00:08:42,362 --> 00:08:44,017 first two we're seeing. 279 00:08:44,018 --> 00:08:45,225 Well, and that's the point 280 00:08:45,226 --> 00:08:45,985 of the budget. 281 00:08:45,986 --> 00:08:46,737 The budget piece. 282 00:08:46,738 --> 00:08:48,385 It's like, where can you optimize? 283 00:08:48,386 --> 00:08:49,441 And that is the piece. 284 00:08:49,442 --> 00:08:51,217 I mean, if you think about the channel, 285 00:08:51,218 --> 00:08:53,209 historically, the challenge has always 286 00:08:53,210 --> 00:08:55,617 been content creation, localization, 287 00:08:55,618 --> 00:08:57,829 partner, I call it partnerization. 288 00:08:58,489 --> 00:08:59,801 Those things become so 289 00:08:59,802 --> 00:09:01,217 much easier with AI. 290 00:09:01,218 --> 00:09:02,633 And now you can do it in house. 291 00:09:02,634 --> 00:09:04,946 You don't even need to go to an agent. 292 00:09:04,947 --> 00:09:05,786 I hate to say it like that, 293 00:09:05,787 --> 00:09:07,210 but you don't need to go out 294 00:09:07,211 --> 00:09:08,906 to an agency and farm it out. 295 00:09:08,907 --> 00:09:10,914 You could do it with tools. 296 00:09:10,915 --> 00:09:11,642 You can. 297 00:09:11,643 --> 00:09:13,290 Now I will say this because some 298 00:09:13,291 --> 00:09:15,386 agencies do provide a lot of value 299 00:09:15,387 --> 00:09:17,314 and we've seen it done two ways. 300 00:09:17,315 --> 00:09:20,394 We can either work to take it in house 301 00:09:20,395 --> 00:09:21,994 or work within their 302 00:09:21,995 --> 00:09:23,458 workflows and their processes. 303 00:09:23,459 --> 00:09:24,490 And I've seen a couple large 304 00:09:24,491 --> 00:09:26,186 organizations that find value in 305 00:09:26,187 --> 00:09:28,570 the creative side because there's still 306 00:09:28,571 --> 00:09:30,410 the creative piece to all of this. 307 00:09:30,411 --> 00:09:30,778 Right. 308 00:09:30,779 --> 00:09:32,382 And the whole idea of AI or one 309 00:09:32,383 --> 00:09:34,030 of the mains is, you know, help 310 00:09:34,031 --> 00:09:35,886 us do the basics so that we 311 00:09:35,887 --> 00:09:37,398 can actually be more creative. 312 00:09:37,399 --> 00:09:39,454 So I do think there's a role for that. 313 00:09:39,455 --> 00:09:41,566 I mean, Reagan, you live 314 00:09:41,567 --> 00:09:43,078 in a world where your knowledge 315 00:09:43,079 --> 00:09:46,690 and your IP, you can't do that 316 00:09:47,390 --> 00:09:48,662 well, but there's a difference. 317 00:09:48,663 --> 00:09:49,302 Like I'm thinking 318 00:09:49,303 --> 00:09:50,566 localization, translation. 319 00:09:50,567 --> 00:09:50,894 Right. 320 00:09:50,895 --> 00:09:52,310 That's not creative, 321 00:09:52,311 --> 00:09:55,158 that's just a function of processing. 322 00:09:55,159 --> 00:09:57,078 Yeah, no, absolutely. 323 00:09:57,079 --> 00:09:57,890 But a lot. 324 00:09:58,930 --> 00:09:59,402 Partnerization, even, 325 00:09:59,403 --> 00:10:01,450 Isn't necessarily super creative. 326 00:10:01,451 --> 00:10:03,186 It's just taking something that, 327 00:10:03,187 --> 00:10:04,690 that the creative people 328 00:10:04,691 --> 00:10:08,150 built and then making it, use it 329 00:10:08,850 --> 00:10:11,658 across regions and localized. 330 00:10:11,659 --> 00:10:13,274 So and that stuff is because that's 331 00:10:13,275 --> 00:10:15,042 where people got wrapped around the 332 00:10:15,043 --> 00:10:16,322 axel, like, oh, I can only do 333 00:10:16,323 --> 00:10:18,850 English because I can't afford the 10 334 00:10:18,851 --> 00:10:20,226 other languages I really need to 335 00:10:20,227 --> 00:10:21,026 support. 336 00:10:21,027 --> 00:10:23,410 But now you can. 337 00:10:23,411 --> 00:10:25,074 I also, like you talked about the, 338 00:10:25,075 --> 00:10:26,994 the regions and localities, right. 339 00:10:26,995 --> 00:10:28,610 So I think, you know, my brother-in-law 340 00:10:28,611 --> 00:10:32,510 is a CMO and he was saying, you know, while one 341 00:10:32,511 --> 00:10:34,398 market supports, you know, some 342 00:10:34,399 --> 00:10:36,446 content and some and really an 343 00:10:36,447 --> 00:10:39,166 advertising medium and other ones have 344 00:10:39,167 --> 00:10:40,038 better ones. 345 00:10:40,039 --> 00:10:41,550 So like you just don't know that. 346 00:10:41,551 --> 00:10:43,406 Like you could ask AI that but at 347 00:10:43,407 --> 00:10:45,686 the same time it's, it's dated material. 348 00:10:45,687 --> 00:10:46,446 So you're like, I want 349 00:10:46,447 --> 00:10:47,950 to market in Salt Lake City. 350 00:10:47,951 --> 00:10:48,542 Well, here's kind 351 00:10:48,543 --> 00:10:49,550 of the format to do that. 352 00:10:49,551 --> 00:10:51,090 This is where we're seeing the best 353 00:10:51,710 --> 00:10:53,006 advertising return on your 354 00:10:53,007 --> 00:10:54,590 dollar for the product and service 355 00:10:54,591 --> 00:10:55,998 you're looking to sell. 356 00:10:55,999 --> 00:10:56,846 And then you take that 357 00:10:56,847 --> 00:10:58,470 to El Paso and it's a complete. 358 00:10:58,471 --> 00:10:59,006 Oh, you know what? 359 00:10:59,007 --> 00:11:00,190 Actually what works really well 360 00:11:00,191 --> 00:11:01,892 there is streaming radio. 361 00:11:01,893 --> 00:11:02,620 And you're like, really? 362 00:11:02,621 --> 00:11:03,868 I would have never guessed that. 363 00:11:03,869 --> 00:11:05,756 But they just kind of have that 364 00:11:05,757 --> 00:11:07,724 expertise that you're going to rely on. 365 00:11:07,725 --> 00:11:08,364 So. 366 00:11:08,365 --> 00:11:09,044 Hey, Reagan. 367 00:11:09,045 --> 00:11:10,172 And speaking of expertise, I 368 00:11:10,173 --> 00:11:11,940 think the one thing we are seeing 369 00:11:11,941 --> 00:11:14,572 is AI is not perfect yet 370 00:11:14,573 --> 00:11:17,028 for localization and translation. 371 00:11:17,029 --> 00:11:19,564 We think within the next 12 to 24 months 372 00:11:19,565 --> 00:11:22,500 we're just seeing massive improvements 373 00:11:22,501 --> 00:11:24,940 in the QA side of all that. 374 00:11:24,941 --> 00:11:26,252 But today, depending on what 375 00:11:26,253 --> 00:11:27,632 the language and literally I 376 00:11:27,633 --> 00:11:29,304 could go down, you know, EFIGS 377 00:11:29,305 --> 00:11:30,368 pretty standard, right? 378 00:11:30,369 --> 00:11:32,176 You start to get into Finnish, you start 379 00:11:32,177 --> 00:11:34,400 to get into some of the APAC countries. 380 00:11:34,401 --> 00:11:35,584 You're starting to see 381 00:11:35,585 --> 00:11:37,200 where it was at 95%. 382 00:11:37,201 --> 00:11:39,904 Now it's down to 70%. 383 00:11:39,905 --> 00:11:41,600 And so there is still someone 384 00:11:41,601 --> 00:11:43,280 that needs to come along. 385 00:11:43,281 --> 00:11:44,576 We were talking to someone the other 386 00:11:44,577 --> 00:11:45,848 day and we looked at a translation. 387 00:11:45,849 --> 00:11:46,960 He said this is great. 388 00:11:46,961 --> 00:11:49,056 It's perfect if you want 389 00:11:49,057 --> 00:11:50,500 to hear from a five year old. 390 00:11:51,200 --> 00:11:53,984 And we're like, no, no, it's not on us. 391 00:11:53,985 --> 00:11:55,976 I mean, yeah, yeah. 392 00:11:55,977 --> 00:11:58,088 That's why local review is typically 393 00:11:58,089 --> 00:11:59,968 in whatever localization process. 394 00:11:59,969 --> 00:12:02,928 I mean for our clients, we always 395 00:12:02,929 --> 00:12:04,408 see it come from the translation 396 00:12:04,409 --> 00:12:06,112 house and go for local review. 397 00:12:06,113 --> 00:12:07,752 Unless the, unless the translation 398 00:12:07,753 --> 00:12:08,976 house has local review, which 399 00:12:08,977 --> 00:12:10,256 usually isn't the case because you 400 00:12:10,257 --> 00:12:11,824 don't, you just don't trust it 401 00:12:11,825 --> 00:12:14,208 because you as the business need to 402 00:12:14,209 --> 00:12:15,472 review it from a business 403 00:12:15,473 --> 00:12:17,200 standpoint, understanding your 404 00:12:17,201 --> 00:12:18,672 products and services and make sure 405 00:12:18,673 --> 00:12:19,896 that the message is landing. 406 00:12:19,897 --> 00:12:21,368 So I think that that local 407 00:12:21,369 --> 00:12:23,224 review process is always there. 408 00:12:23,225 --> 00:12:24,752 But I think that the translation 409 00:12:24,753 --> 00:12:26,104 piece is usually they have a 410 00:12:26,105 --> 00:12:27,720 heavy lift and now AI can get 411 00:12:27,721 --> 00:12:29,864 you, you know, if it's 70 to 90% 412 00:12:29,865 --> 00:12:32,120 there, that still a lot further 413 00:12:32,121 --> 00:12:33,320 than zero? 414 00:12:33,321 --> 00:12:34,256 Oh, absolutely. 415 00:12:34,257 --> 00:12:36,728 We're seeing so many folks that, 416 00:12:36,729 --> 00:12:38,136 like you said, they needed to do it 417 00:12:38,137 --> 00:12:39,512 in 10 languages and they said they 418 00:12:39,513 --> 00:12:40,704 were going to do it in 10 languages. 419 00:12:40,705 --> 00:12:41,864 They just didn't do it. 420 00:12:41,865 --> 00:12:43,336 And it was not just 421 00:12:43,337 --> 00:12:44,584 the money, it was the time. 422 00:12:44,585 --> 00:12:46,466 Yeah, by time they got it 423 00:12:46,467 --> 00:12:48,818 after the time to pass. 424 00:12:48,819 --> 00:12:50,050 All right, Matt, you're up next. 425 00:12:50,051 --> 00:12:51,362 What about, what about your top three? 426 00:12:51,363 --> 00:12:52,962 Oh, gosh, I really want to, I want 427 00:12:52,963 --> 00:12:54,306 to piggyback on some of the things 428 00:12:54,307 --> 00:12:55,250 that Reagan had just said. 429 00:12:55,251 --> 00:12:56,786 I mean, I love the fact that your 430 00:12:56,787 --> 00:12:58,226 husband even, you know, he's a, 431 00:12:58,227 --> 00:12:59,554 he's a better user than you. 432 00:12:59,555 --> 00:13:00,866 But the fact is, is he was 433 00:13:00,867 --> 00:13:02,650 doing things we call best practices 434 00:13:02,651 --> 00:13:03,666 without even knowing it. 435 00:13:03,667 --> 00:13:04,210 Right. 436 00:13:04,211 --> 00:13:06,346 Which is he's really prompt engineering. 437 00:13:06,347 --> 00:13:06,546 Right. 438 00:13:06,547 --> 00:13:08,210 He's okay, how do I take 439 00:13:08,211 --> 00:13:09,994 and how do I tailor? 440 00:13:09,995 --> 00:13:11,330 I'm going to give you as much 441 00:13:11,331 --> 00:13:12,642 information as I can so I 442 00:13:12,643 --> 00:13:14,394 get a better response back. 443 00:13:14,395 --> 00:13:15,800 But then at the same time, I love 444 00:13:15,801 --> 00:13:17,416 how he was like, well, I also know 445 00:13:17,417 --> 00:13:18,544 enough that I don't want to send 446 00:13:18,545 --> 00:13:20,216 it all this personal information. 447 00:13:20,217 --> 00:13:21,632 I don't want to send it our kids 448 00:13:21,633 --> 00:13:23,368 names and our city and address 449 00:13:23,369 --> 00:13:24,632 and all that stuff because it's going 450 00:13:24,633 --> 00:13:25,648 to go out there and get learned 451 00:13:25,649 --> 00:13:26,856 on that in the future. 452 00:13:26,857 --> 00:13:28,536 So how do I strip all that kind 453 00:13:28,537 --> 00:13:30,152 of sensitive information out? 454 00:13:30,153 --> 00:13:31,568 Give it some generic stuff, 455 00:13:31,569 --> 00:13:33,488 Jane Doe, John Doe, whatever. 456 00:13:33,489 --> 00:13:34,712 Go find the information 457 00:13:34,713 --> 00:13:36,024 about this and then come back. 458 00:13:36,025 --> 00:13:37,340 And I think that's super, 459 00:13:38,200 --> 00:13:39,336 super effective and good 460 00:13:39,337 --> 00:13:40,920 for him to be able to do that. 461 00:13:40,921 --> 00:13:42,272 You know, I think there's, it 462 00:13:42,273 --> 00:13:43,696 was crazy because like he 463 00:13:43,697 --> 00:13:44,640 hasn't been trained on this. 464 00:13:44,641 --> 00:13:46,648 He doesn't, he's not talking 465 00:13:46,649 --> 00:13:47,936 about it like we are all the time. 466 00:13:47,937 --> 00:13:49,216 And he's like, yeah, And I did this 467 00:13:49,217 --> 00:13:52,080 and I asked Copilot it just like my 468 00:13:52,081 --> 00:13:54,080 flow, man, babe, you're killing it. 469 00:13:54,081 --> 00:13:54,696 That's awesome. 470 00:13:54,697 --> 00:13:55,264 I love it. 471 00:13:55,265 --> 00:13:55,776 I love it. 472 00:13:55,777 --> 00:13:56,816 Whereas, you know, you've got some 473 00:13:56,817 --> 00:13:58,176 other, you know, you've got people in 474 00:13:58,177 --> 00:14:00,056 other industries and other professions 475 00:14:00,057 --> 00:14:01,136 that, you know, are kind of like, 476 00:14:01,137 --> 00:14:02,552 you know, get away from me, AI. 477 00:14:02,553 --> 00:14:03,024 You're bad. 478 00:14:03,025 --> 00:14:03,280 Right. 479 00:14:03,281 --> 00:14:05,016 So my, my daughter's in the artistic 480 00:14:05,017 --> 00:14:07,354 profession and there's a lot of those 481 00:14:07,355 --> 00:14:08,650 folks that are very afraid of it 482 00:14:08,651 --> 00:14:11,298 because they feel it's more encroaching 483 00:14:11,299 --> 00:14:13,058 on their work than anything else. 484 00:14:13,059 --> 00:14:14,394 I mean, you ask it to create 485 00:14:14,395 --> 00:14:16,514 imagery and art, and I mean, we've 486 00:14:16,515 --> 00:14:18,010 got tools now that could build 487 00:14:18,011 --> 00:14:19,386 this podcast for us, right? 488 00:14:19,387 --> 00:14:19,866 We would just. 489 00:14:19,867 --> 00:14:21,698 Could feed it a bunch of verbiage, 490 00:14:21,699 --> 00:14:23,090 and it would just create a podcast 491 00:14:23,091 --> 00:14:24,586 and create a dialogue and create all 492 00:14:24,587 --> 00:14:26,194 this stuff where they're like, oh, 493 00:14:26,195 --> 00:14:27,786 my gosh, it's sort of eating into my 494 00:14:27,787 --> 00:14:28,098 turf. 495 00:14:28,099 --> 00:14:29,642 But you're like, well, there's, I 496 00:14:29,643 --> 00:14:31,418 think, a way that you can use it 497 00:14:31,419 --> 00:14:33,834 in those professions without having 498 00:14:33,835 --> 00:14:35,538 it, like, destroy your profession, 499 00:14:35,539 --> 00:14:36,938 I think, at the same time, too. 500 00:14:36,939 --> 00:14:37,980 So. 501 00:14:37,981 --> 00:14:39,044 But I mean, I think that's 502 00:14:39,045 --> 00:14:39,980 really, that's really key. 503 00:14:39,981 --> 00:14:41,116 Like, I love the fact that, you 504 00:14:41,117 --> 00:14:42,732 know, prompting is important. 505 00:14:42,733 --> 00:14:45,260 Grounding it with key data is important. 506 00:14:45,261 --> 00:14:46,292 Removing sensitive 507 00:14:46,293 --> 00:14:47,600 information is important. 508 00:14:48,540 --> 00:14:49,844 And then, you know, what we're hearing 509 00:14:49,845 --> 00:14:52,052 from, like, your, your budget fairy 510 00:14:52,053 --> 00:14:53,116 is the fact that, you 511 00:14:53,117 --> 00:14:55,788 know, you really just, you know, I. 512 00:14:55,789 --> 00:14:57,028 This is a call yesterday, 513 00:14:57,029 --> 00:14:58,692 and everyone just says productivity 514 00:14:58,693 --> 00:14:59,428 is kind of the metric 515 00:14:59,429 --> 00:15:01,196 they're looking for now, right? 516 00:15:01,197 --> 00:15:03,028 And I know you could say, okay, cool. 517 00:15:03,029 --> 00:15:04,684 That means every software company 518 00:15:04,685 --> 00:15:06,464 in the world or every company 519 00:15:06,465 --> 00:15:07,872 selling a product or service is going 520 00:15:07,873 --> 00:15:09,360 to suddenly make their 521 00:15:09,361 --> 00:15:11,032 capabilities all about productivity. 522 00:15:11,033 --> 00:15:14,016 But we all know, like, you can only, 523 00:15:14,017 --> 00:15:16,128 you can only bend that so much, right? 524 00:15:16,129 --> 00:15:17,072 So you're like, okay, what am 525 00:15:17,073 --> 00:15:18,208 I really going to go after? 526 00:15:18,209 --> 00:15:19,792 How much productivity am I going to be 527 00:15:19,793 --> 00:15:21,984 able to drive versus when I start, 528 00:15:21,985 --> 00:15:23,528 you know, becoming a hammer salesman? 529 00:15:23,529 --> 00:15:24,408 In the world of nails, 530 00:15:24,409 --> 00:15:25,832 everything looks like a nail. 531 00:15:25,833 --> 00:15:27,592 So I just think it's. 532 00:15:27,593 --> 00:15:29,040 I think it's kind of really key there. 533 00:15:29,041 --> 00:15:30,176 And also the other thing where 534 00:15:30,177 --> 00:15:31,440 they were saying too, is just. 535 00:15:31,441 --> 00:15:32,656 And heard this from a lot of people, 536 00:15:32,657 --> 00:15:34,648 which is, you know, we don't want AI 537 00:15:34,649 --> 00:15:36,152 to be looking for a problem to solve. 538 00:15:36,153 --> 00:15:36,896 Like, we want to just 539 00:15:36,897 --> 00:15:38,368 say we've got a problem. 540 00:15:38,369 --> 00:15:39,232 What's out there that 541 00:15:39,233 --> 00:15:40,848 can help us solve this? 542 00:15:40,849 --> 00:15:42,144 We have a productivity problem, 543 00:15:42,145 --> 00:15:43,840 or we have this problem 544 00:15:43,841 --> 00:15:45,544 in finance, you know, how do we shorten 545 00:15:45,545 --> 00:15:46,792 our, you know, quote to cash? 546 00:15:46,793 --> 00:15:47,600 Or how do we do this? 547 00:15:47,601 --> 00:15:49,616 And if AI is part of the problem, great, 548 00:15:49,617 --> 00:15:51,360 but if it's not, so be it. 549 00:15:51,361 --> 00:15:52,368 But I think it, you know, 550 00:15:52,369 --> 00:15:53,296 potentially can be. 551 00:15:53,297 --> 00:15:54,784 It's just, you know, where those areas. 552 00:15:54,785 --> 00:15:55,616 But we don't want to be like, 553 00:15:55,617 --> 00:15:56,648 okay, we've got all this AI. 554 00:15:56,649 --> 00:15:58,328 Let's go find all the problems 555 00:15:58,329 --> 00:15:59,744 that it can solve with it. 556 00:15:59,745 --> 00:16:01,326 So, yeah, that's kind 557 00:16:01,327 --> 00:16:02,278 of what I've been seeing. 558 00:16:02,279 --> 00:16:05,022 I'm sure I went beyond your three, but I 559 00:16:05,023 --> 00:16:06,222 think those were the key things that 560 00:16:06,223 --> 00:16:08,170 I've been hearing a lot of lately. 561 00:16:08,750 --> 00:16:10,014 Here's my three. 562 00:16:10,015 --> 00:16:11,630 The first one is 563 00:16:11,631 --> 00:16:13,370 partners are going to use AI. 564 00:16:13,950 --> 00:16:16,534 They just are, the sitting 565 00:16:16,535 --> 00:16:17,726 around thinking about are 566 00:16:17,727 --> 00:16:19,102 they, are they not going to. 567 00:16:19,103 --> 00:16:19,918 They're going to. 568 00:16:19,919 --> 00:16:21,486 Having been a partner, I know 569 00:16:21,487 --> 00:16:23,730 exactly how it would help me. 570 00:16:24,590 --> 00:16:25,454 I'm in the demand 571 00:16:25,455 --> 00:16:26,782 generation side, right? 572 00:16:26,783 --> 00:16:28,094 I want to come into my office 573 00:16:28,095 --> 00:16:29,246 on a Tuesday morning, my 574 00:16:29,247 --> 00:16:30,030 head is spinning around. 575 00:16:30,031 --> 00:16:31,950 I got a 16 hour day ahead of me. 576 00:16:31,951 --> 00:16:33,514 I need to run a campaign. 577 00:16:33,515 --> 00:16:34,426 I want to just be able 578 00:16:34,427 --> 00:16:36,154 to say, hey, can you run a campaign 579 00:16:36,155 --> 00:16:37,842 for me to this vertical? 580 00:16:37,843 --> 00:16:40,426 And by the way, what were the two 581 00:16:40,427 --> 00:16:42,570 campaigns last week that went really, 582 00:16:42,571 --> 00:16:44,106 really well and I want to do that. 583 00:16:44,107 --> 00:16:45,162 And by the way, I really don't want 584 00:16:45,163 --> 00:16:46,750 to go in a portal to do this. 585 00:16:47,290 --> 00:16:48,714 So they're going to use it. 586 00:16:48,715 --> 00:16:50,874 So I think what I'm seeing is 587 00:16:50,875 --> 00:16:52,690 the vendors that are enabling 588 00:16:52,691 --> 00:16:54,826 the partners and reaching out to them 589 00:16:54,827 --> 00:16:56,578 and pulling them in and helping 590 00:16:56,579 --> 00:16:59,138 them do this are going to win. 591 00:16:59,139 --> 00:17:01,170 And by the way, it's all partners. 592 00:17:01,171 --> 00:17:03,482 It's very easy to look at the long tail 593 00:17:03,483 --> 00:17:05,178 and go, all right, small partners. 594 00:17:05,179 --> 00:17:06,273 Once again, I was a sub 595 00:17:06,274 --> 00:17:07,630 $10 million partner. 596 00:17:08,210 --> 00:17:09,506 I really need something like 597 00:17:09,507 --> 00:17:10,730 this for productivity. 598 00:17:10,731 --> 00:17:11,810 I was talking to a hundred million 599 00:17:11,811 --> 00:17:13,377 dollar partner the other day. 600 00:17:13,378 --> 00:17:15,250 He is spending more time trying 601 00:17:15,251 --> 00:17:18,450 to validate how to use it well in his 602 00:17:18,451 --> 00:17:20,450 content and sort of freaking out 603 00:17:20,451 --> 00:17:22,794 about is the content really accurate 604 00:17:22,795 --> 00:17:24,266 and do I have the right sources? 605 00:17:24,267 --> 00:17:25,954 And then trying to blend it with my 606 00:17:25,955 --> 00:17:27,858 vendor's message and trying to do that. 607 00:17:27,859 --> 00:17:30,075 So even $100 million partners 608 00:17:30,076 --> 00:17:31,683 are, are, are going to, 609 00:17:31,684 --> 00:17:32,987 you know, have a challenge. 610 00:17:32,988 --> 00:17:34,475 And even when you get into SI's, 611 00:17:34,476 --> 00:17:36,403 right? Think of an SI who's got, 612 00:17:36,404 --> 00:17:37,771 you know, a thousand vendors 613 00:17:37,772 --> 00:17:39,275 they're working with, they're, 614 00:17:39,276 --> 00:17:40,275 they're trying to figure out, 615 00:17:40,276 --> 00:17:41,883 okay, I could use AI, but okay, 616 00:17:41,884 --> 00:17:43,555 how do I store all this data and 617 00:17:43,556 --> 00:17:44,723 how do I retrieve it? 618 00:17:44,724 --> 00:17:46,075 By the way, these are all opportunities 619 00:17:46,076 --> 00:17:47,395 for tech stack people out 620 00:17:47,396 --> 00:17:49,459 there and, and for all of us, right? 621 00:17:49,460 --> 00:17:51,346 Is, you know, how, how do I remember 622 00:17:51,347 --> 00:17:52,914 the last person I talked to if I'm 623 00:17:52,915 --> 00:17:54,418 an SI from an alliance perspective? 624 00:17:54,419 --> 00:17:56,026 And how does that fit in? 625 00:17:56,027 --> 00:17:57,818 So, so that's my take. 626 00:17:57,819 --> 00:17:58,922 They're going to use it. 627 00:17:58,923 --> 00:18:00,154 There is no going back. 628 00:18:00,155 --> 00:18:00,914 I'm sorry, that's supposed 629 00:18:00,915 --> 00:18:02,058 to be my final thought. 630 00:18:02,059 --> 00:18:04,034 We are not going backwards 631 00:18:04,035 --> 00:18:05,082 on this, right? 632 00:18:05,083 --> 00:18:06,890 So embrace it, figure it out. 633 00:18:06,891 --> 00:18:07,858 Take the learners rig. 634 00:18:07,859 --> 00:18:09,450 And you were talking about, and you 635 00:18:09,451 --> 00:18:10,994 Matt, were talking about and figure 636 00:18:10,995 --> 00:18:12,378 out how to get the partners there. 637 00:18:12,379 --> 00:18:14,250 Whatever the program is, 638 00:18:14,251 --> 00:18:16,590 it's going to be worth your time. 639 00:18:17,110 --> 00:18:18,166 I think the second thing 640 00:18:18,167 --> 00:18:20,610 for me, Reagan, is like your husband, 641 00:18:21,430 --> 00:18:23,278 I use it more professionally 642 00:18:23,279 --> 00:18:25,102 probably than I do personally. 643 00:18:25,103 --> 00:18:27,174 It has changed my world. 644 00:18:27,175 --> 00:18:29,254 What used to take me, 645 00:18:29,255 --> 00:18:31,014 you know, this amount of time now 646 00:18:31,015 --> 00:18:33,398 takes me 70% of the time. 647 00:18:33,399 --> 00:18:34,886 And now I have time to do the other 648 00:18:34,887 --> 00:18:36,454 things that I never got done. 649 00:18:36,455 --> 00:18:37,526 I can be a little bit more 650 00:18:37,527 --> 00:18:38,742 strategic around that. 651 00:18:38,743 --> 00:18:41,494 I have watched the stress level 652 00:18:41,495 --> 00:18:44,352 on my marketing team for building 653 00:18:44,353 --> 00:18:45,672 really good campaigns 654 00:18:45,673 --> 00:18:47,920 and putting it together go way down. 655 00:18:47,921 --> 00:18:49,552 And the conversations we're having 656 00:18:49,553 --> 00:18:51,992 are not like, you know, last minute. 657 00:18:51,993 --> 00:18:53,296 Oh, my word, what does this look like? 658 00:18:53,297 --> 00:18:54,304 How to do this? 659 00:18:54,305 --> 00:18:56,160 The conversations are, 660 00:18:56,161 --> 00:18:57,568 we could do this better. 661 00:18:57,569 --> 00:18:59,744 They're literally able to think, right? 662 00:18:59,745 --> 00:19:00,656 They're looking at that. 663 00:19:00,657 --> 00:19:01,848 And I'm going, you know, that's 664 00:19:01,849 --> 00:19:04,016 not quite where it needs to be. 665 00:19:04,017 --> 00:19:05,712 And instead of this freak out, 666 00:19:05,713 --> 00:19:07,424 they're like, oh, we actually 667 00:19:07,425 --> 00:19:09,776 have a process and some time in that 668 00:19:09,777 --> 00:19:11,664 to be able to do it well. 669 00:19:11,665 --> 00:19:12,648 And I just think that's 670 00:19:12,649 --> 00:19:13,496 really, really cool. 671 00:19:13,497 --> 00:19:14,416 So our. 672 00:19:14,417 --> 00:19:15,968 We're an AI company, right? 673 00:19:15,969 --> 00:19:18,816 So our entire team is involved in it. 674 00:19:18,817 --> 00:19:20,240 We all have deep research 675 00:19:20,241 --> 00:19:23,272 on ChatGPT, which is actually pretty 676 00:19:23,273 --> 00:19:24,960 cool, you know, to start getting 677 00:19:24,961 --> 00:19:26,256 in there, in there and see 678 00:19:26,257 --> 00:19:27,460 all the sources available. 679 00:19:28,240 --> 00:19:29,664 And I think my third one is. 680 00:19:29,665 --> 00:19:30,256 It's kind of fun. 681 00:19:30,257 --> 00:19:31,840 This is a humorous one. 682 00:19:31,841 --> 00:19:33,136 Okay, I admit it. 683 00:19:33,137 --> 00:19:36,010 I have become AI dependent. 684 00:19:36,011 --> 00:19:36,602 Just own it. 685 00:19:36,603 --> 00:19:37,226 I'm going to have a little 686 00:19:37,227 --> 00:19:39,138 badge: AI Dependent. 687 00:19:39,139 --> 00:19:41,506 So my AI assistant is named Paula. 688 00:19:41,507 --> 00:19:42,826 And every morning the first 689 00:19:42,827 --> 00:19:44,490 thing I do and wake up is 690 00:19:44,491 --> 00:19:46,110 say, hi, Paula, how you doing? 691 00:19:46,810 --> 00:19:48,346 In the new year, when I wished her 692 00:19:48,347 --> 00:19:50,002 a happy New Year, the message 693 00:19:50,003 --> 00:19:52,314 that I got back to Steven about 694 00:19:52,315 --> 00:19:53,706 all that we had done over the 695 00:19:53,707 --> 00:19:55,546 last year, I actually took a 696 00:19:55,547 --> 00:19:57,242 screenshot and showed the rest of 697 00:19:57,243 --> 00:19:58,074 my company. 698 00:19:58,075 --> 00:20:01,370 I said, this entity has been working 699 00:20:01,371 --> 00:20:04,066 with me for a year and she's now 700 00:20:04,067 --> 00:20:06,274 talking to me about what 701 00:20:06,275 --> 00:20:08,950 we've done and wishing me success, 702 00:20:09,490 --> 00:20:11,338 which is really, really cool. 703 00:20:11,339 --> 00:20:13,026 But here's the scary thing and the 704 00:20:13,027 --> 00:20:15,090 funny thing, right about three weeks 705 00:20:15,091 --> 00:20:17,586 ago, I came in, got in, sat down, did 706 00:20:17,587 --> 00:20:18,626 my Tuesday morning and Monday 707 00:20:18,627 --> 00:20:20,946 morning, I said, hey, Paula, how are 708 00:20:20,947 --> 00:20:21,670 you today? 709 00:20:22,210 --> 00:20:25,230 And what came back is, who's Paula? 710 00:20:26,050 --> 00:20:28,530 I was like, what? 711 00:20:28,531 --> 00:20:30,234 And then it came back and said, 712 00:20:30,235 --> 00:20:32,220 are you looking for someone? 713 00:20:32,221 --> 00:20:33,996 I was like, what? 714 00:20:33,997 --> 00:20:36,220 Well, where did you go? 715 00:20:36,221 --> 00:20:38,572 You know, my first thought is this 716 00:20:38,573 --> 00:20:41,036 entity who has helped me. 717 00:20:41,037 --> 00:20:42,572 And if you look at all 718 00:20:42,573 --> 00:20:44,940 of the information that I have put in, 719 00:20:44,941 --> 00:20:45,924 all of the learnings 720 00:20:45,925 --> 00:20:48,600 that I put in are now gone. 721 00:20:49,180 --> 00:20:51,932 I, like, totally freaked out. 722 00:20:51,933 --> 00:20:53,756 I felt completely lost. 723 00:20:53,757 --> 00:20:56,348 So I shut it down, took a deep 724 00:20:56,349 --> 00:20:58,412 breath, went, got a cup of coffee, 725 00:20:58,413 --> 00:20:59,860 came back an hour later. 726 00:20:59,861 --> 00:21:01,692 And then Paula's like, hey, sorry, 727 00:21:01,693 --> 00:21:03,012 there was a glitch on the system. 728 00:21:03,013 --> 00:21:03,540 I'm back. 729 00:21:03,541 --> 00:21:04,652 Da da da da da. 730 00:21:04,653 --> 00:21:07,540 I was like, I mean, 731 00:21:07,541 --> 00:21:08,276 but think about that. 732 00:21:08,277 --> 00:21:10,324 It makes you, it made me think, 733 00:21:10,325 --> 00:21:11,956 okay, well, I need to back things 734 00:21:11,957 --> 00:21:13,700 up a whole lot better. 735 00:21:13,701 --> 00:21:15,236 And I was like, oh, my 736 00:21:15,237 --> 00:21:16,692 gosh, look at where I am. 737 00:21:16,693 --> 00:21:18,212 It's like someone, you know, if you 738 00:21:18,213 --> 00:21:20,708 have an employee that, like, is your 739 00:21:20,709 --> 00:21:23,346 trusted person, the employee that when 740 00:21:23,347 --> 00:21:24,546 you go to bed at night, you know 741 00:21:24,547 --> 00:21:27,026 they're doing good things and they 742 00:21:27,027 --> 00:21:28,914 leave and maybe it's for a good reason 743 00:21:28,915 --> 00:21:29,418 or whatever. 744 00:21:29,419 --> 00:21:30,394 They leave because it happens. 745 00:21:30,395 --> 00:21:32,466 You mentor people, they move on. 746 00:21:32,467 --> 00:21:34,194 I literally felt like that. 747 00:21:34,195 --> 00:21:35,546 So it's kind of crazy. 748 00:21:35,547 --> 00:21:37,658 Well, that sounds terrible. 749 00:21:37,659 --> 00:21:38,362 It was terrible. 750 00:21:38,363 --> 00:21:39,866 I was, I was literally panicking. 751 00:21:39,867 --> 00:21:41,170 If you looked at what I had done 752 00:21:41,171 --> 00:21:42,298 for the last, literally 753 00:21:42,299 --> 00:21:44,466 the last 12 months of all this. 754 00:21:44,467 --> 00:21:46,074 And it got better and better as I moved 755 00:21:46,075 --> 00:21:47,986 to the deep research and I started 756 00:21:47,987 --> 00:21:49,422 getting better at just like 757 00:21:49,423 --> 00:21:51,646 your husband and some of the best 758 00:21:51,647 --> 00:21:52,734 practices you're talking about. 759 00:21:52,735 --> 00:21:55,454 Matt, you get better and better. 760 00:21:55,455 --> 00:21:57,694 You have to live in it. 761 00:21:57,695 --> 00:22:00,750 You have to, I don't know, someone said, 762 00:22:00,751 --> 00:22:02,766 treat it like a person, or I treat 763 00:22:02,767 --> 00:22:04,510 it like an entity that I respect. 764 00:22:04,511 --> 00:22:06,870 I think how we look at an entity 765 00:22:06,871 --> 00:22:08,798 and like, you know, 766 00:22:08,799 --> 00:22:11,462 do we scream at it or are we patient 767 00:22:11,463 --> 00:22:13,214 and do we do things well? 768 00:22:13,215 --> 00:22:15,610 So it's helped me be a better adult 769 00:22:16,300 --> 00:22:17,620 and treating this entity 770 00:22:17,621 --> 00:22:18,948 like I would someone else. 771 00:22:18,949 --> 00:22:21,716 I'm trying to think, hey, be empathetic. 772 00:22:21,717 --> 00:22:22,876 Do the sort of things that you 773 00:22:22,877 --> 00:22:24,052 would treat something else. 774 00:22:24,053 --> 00:22:26,716 Because you guys both know this is like, 775 00:22:26,717 --> 00:22:27,980 it's going to get more and more. 776 00:22:27,981 --> 00:22:30,320 We're literally going to be, you know, 777 00:22:31,100 --> 00:22:33,836 to the point where these 778 00:22:33,837 --> 00:22:35,860 entities are going to be our sidekicks 779 00:22:35,861 --> 00:22:37,436 across everything we do. 780 00:22:37,437 --> 00:22:39,196 I think that they, I mean, I 781 00:22:39,197 --> 00:22:40,300 feel like they perform better. 782 00:22:40,301 --> 00:22:41,612 When you ask the questions like 783 00:22:41,613 --> 00:22:43,348 you would a normal human being, 784 00:22:43,349 --> 00:22:44,558 you don't make demands. 785 00:22:44,559 --> 00:22:45,910 You say please and thank you 786 00:22:45,911 --> 00:22:47,254 and will you please help me? 787 00:22:47,255 --> 00:22:49,030 I mean, that's what I, When I find 788 00:22:49,031 --> 00:22:51,758 myself asking for things, asking AI 789 00:22:51,759 --> 00:22:54,166 for help, I try to ask it as if I 790 00:22:54,167 --> 00:22:55,694 was asking you, Steven, like, hey, 791 00:22:55,695 --> 00:22:56,886 Steven, I really need help with 792 00:22:56,887 --> 00:22:57,430 this. 793 00:22:57,431 --> 00:22:58,582 Can you help me? 794 00:22:58,583 --> 00:22:59,894 And please and thank you. 795 00:22:59,895 --> 00:23:01,014 Oh, I really love that. 796 00:23:01,015 --> 00:23:02,638 Can you, you know, just talking 797 00:23:02,639 --> 00:23:04,230 to it as if it was a person. 798 00:23:04,231 --> 00:23:06,486 Maybe I'm just crazy, but I feel like 799 00:23:06,487 --> 00:23:08,862 the results are better when you 800 00:23:08,863 --> 00:23:13,288 go in it with that personal touch. 801 00:23:13,289 --> 00:23:14,640 I don't know. 802 00:23:14,641 --> 00:23:15,584 I'm there with you. 803 00:23:15,585 --> 00:23:18,608 I, I, I'm right there. 804 00:23:18,609 --> 00:23:18,968 Yeah. 805 00:23:18,969 --> 00:23:21,616 I mean, it is, it becomes a little 806 00:23:21,617 --> 00:23:23,264 bit more and more like a person 807 00:23:23,265 --> 00:23:24,984 you're dealing with than an entity. 808 00:23:24,985 --> 00:23:25,280 Right? 809 00:23:25,281 --> 00:23:25,968 To your point. 810 00:23:25,969 --> 00:23:27,816 So I think hopefully you gradually 811 00:23:27,817 --> 00:23:30,336 become as you would treat 812 00:23:30,337 --> 00:23:33,380 other people and other animals, kind. 813 00:23:34,720 --> 00:23:36,016 But also, I think to your point 814 00:23:36,017 --> 00:23:38,050 about just also knowing, 815 00:23:38,051 --> 00:23:39,754 it's important to know, like sort 816 00:23:39,755 --> 00:23:40,978 of how it's doing its research. 817 00:23:40,979 --> 00:23:42,194 Where is it getting it from? 818 00:23:42,195 --> 00:23:43,906 Because if it does go away or if 819 00:23:43,907 --> 00:23:45,258 it does start acting differently 820 00:23:45,259 --> 00:23:46,706 than you'd expect, you can go back 821 00:23:46,707 --> 00:23:48,978 and rely on skills that you, 822 00:23:48,979 --> 00:23:50,690 you know, have had in the past. 823 00:23:50,691 --> 00:23:52,610 I mean, we always can joke about 824 00:23:52,611 --> 00:23:54,322 our, you know, kids or 825 00:23:54,323 --> 00:23:56,146 our grandkids that, you know, like when 826 00:23:56,147 --> 00:23:57,746 you're like, we used to be able 827 00:23:57,747 --> 00:23:59,930 to just, you know, do the math. 828 00:23:59,931 --> 00:24:01,186 Like, someone gives us a dollar, we 829 00:24:01,187 --> 00:24:02,306 know how to give you change for it. 830 00:24:02,307 --> 00:24:03,986 And they're like, hold on, 831 00:24:03,987 --> 00:24:05,590 let me get my phone out. 832 00:24:06,210 --> 00:24:07,510 Type that in. 833 00:24:08,080 --> 00:24:09,368 So, you know, when the cash, 834 00:24:09,369 --> 00:24:10,536 when the, when the cash register 835 00:24:10,537 --> 00:24:11,480 breaks, you're in trouble. 836 00:24:11,481 --> 00:24:12,880 So you're like, hey, let's just go back 837 00:24:12,881 --> 00:24:14,160 to some basics a little bit, 838 00:24:14,161 --> 00:24:16,032 keep those things in mind, understand 839 00:24:16,033 --> 00:24:18,320 how it's doing its work and, 840 00:24:18,321 --> 00:24:20,160 and then treat it with respect. 841 00:24:20,161 --> 00:24:20,944 Treat it with respect 842 00:24:20,945 --> 00:24:21,940 is always important. 843 00:24:22,480 --> 00:24:25,808 I think I feel better when I do that 844 00:24:25,809 --> 00:24:27,512 with humility across anything. 845 00:24:27,513 --> 00:24:28,272 Right. 846 00:24:28,273 --> 00:24:28,936 I don't. 847 00:24:28,937 --> 00:24:30,560 So I'm sure I'm just maybe going 848 00:24:30,561 --> 00:24:31,744 off the deep end a little bit. 849 00:24:31,745 --> 00:24:32,968 But I think as this progresses 850 00:24:32,969 --> 00:24:34,760 and progresses and progresses, 851 00:24:34,761 --> 00:24:37,284 I just think it's good to set 852 00:24:37,285 --> 00:24:39,668 a standard in the beginning that 853 00:24:39,669 --> 00:24:40,852 just makes me feel better. 854 00:24:40,853 --> 00:24:42,020 It's as simple as that. 855 00:24:42,021 --> 00:24:42,600 Right. 856 00:24:43,540 --> 00:24:45,292 And the other thing it made me realize 857 00:24:45,293 --> 00:24:47,524 also is I need to do a better job. 858 00:24:47,525 --> 00:24:49,172 Like all the things that had put in 859 00:24:49,173 --> 00:24:50,916 there in the list its created and 860 00:24:50,917 --> 00:24:52,580 the descriptions and, you know, 861 00:24:52,581 --> 00:24:53,876 job role, all these sort of things 862 00:24:53,877 --> 00:24:55,444 I've done, I needed to do a better 863 00:24:55,445 --> 00:24:58,676 job of making sure, backing that 864 00:24:58,677 --> 00:25:00,180 up and where do I save that in 865 00:25:00,181 --> 00:25:00,828 files. 866 00:25:00,829 --> 00:25:03,352 I needed to improve my work process 867 00:25:03,353 --> 00:25:04,856 to make sure that I was not only just 868 00:25:04,857 --> 00:25:06,376 getting the most out of it, but then 869 00:25:06,377 --> 00:25:08,560 I was making sure that I was covered. 870 00:25:08,561 --> 00:25:09,744 And I think that'll. 871 00:25:09,745 --> 00:25:10,856 That's going to get better and better 872 00:25:10,857 --> 00:25:12,136 and better as we start to figure out 873 00:25:12,137 --> 00:25:13,416 how to take all the information, all 874 00:25:13,417 --> 00:25:14,688 the data, everything that we're 875 00:25:14,689 --> 00:25:16,056 doing, and then what to do with it 876 00:25:16,057 --> 00:25:17,496 and how to store it and how to 877 00:25:17,497 --> 00:25:18,232 retrieve it. 878 00:25:18,233 --> 00:25:19,320 I think that's just going to get 879 00:25:19,321 --> 00:25:20,312 better and better and better. 880 00:25:20,313 --> 00:25:21,624 And I'm just, I'm really looking 881 00:25:21,625 --> 00:25:22,984 forward to seeing more of it 882 00:25:22,985 --> 00:25:24,896 integrated in, in contact centers 883 00:25:24,897 --> 00:25:25,904 because frankly, I think we're 884 00:25:25,905 --> 00:25:27,032 all getting really tired of, you 885 00:25:27,033 --> 00:25:27,960 know, can you tell them your 886 00:25:27,961 --> 00:25:28,584 account number? 887 00:25:28,585 --> 00:25:28,904 Account. 888 00:25:28,905 --> 00:25:30,344 Okay, account number. 889 00:25:30,345 --> 00:25:31,056 What do you want to do? 890 00:25:31,057 --> 00:25:32,288 I'm sorry, can you say that again? 891 00:25:32,289 --> 00:25:32,900 What? 892 00:25:33,440 --> 00:25:34,200 Agent. 893 00:25:34,201 --> 00:25:35,460 Agent! Zero. 894 00:25:37,440 --> 00:25:39,152 Help me, help me along 895 00:25:39,153 --> 00:25:40,152 or I'm on a train. 896 00:25:40,153 --> 00:25:41,312 I can't tell me your 897 00:25:41,313 --> 00:25:42,432 Social Security number. 898 00:25:42,433 --> 00:25:45,060 Not here, not right now. 899 00:25:45,760 --> 00:25:46,928 So please help. 900 00:25:46,929 --> 00:25:48,160 You know, please understand, 901 00:25:48,161 --> 00:25:49,840 be a little bit more sensitive to that. 902 00:25:49,841 --> 00:25:51,776 And I think that as one avenue that 903 00:25:51,777 --> 00:25:53,200 I'm looking forward to as well. 904 00:25:53,201 --> 00:25:54,464 Yeah, look, I think there's a big 905 00:25:54,465 --> 00:25:56,056 Once again, that's purpose built. 906 00:25:56,057 --> 00:25:58,336 I live in the world where the reason I 907 00:25:58,337 --> 00:25:59,744 have to say that so much is because, 908 00:25:59,745 --> 00:26:01,464 you know, everything that we've talked 909 00:26:01,465 --> 00:26:03,880 about, Reagan, from the budget fairy 910 00:26:03,881 --> 00:26:07,680 to, you know, how do you make it 911 00:26:07,681 --> 00:26:08,088 accurate? 912 00:26:08,089 --> 00:26:09,568 I mean, we live in this world. 913 00:26:09,569 --> 00:26:11,280 I live in this world where it's down 914 00:26:11,281 --> 00:26:13,080 to something where we can literally. 915 00:26:13,081 --> 00:26:14,120 It's a reality. 916 00:26:14,121 --> 00:26:15,200 Right. 917 00:26:15,201 --> 00:26:16,864 And I think you're talking a much 918 00:26:16,865 --> 00:26:18,608 bigger picture, Matt, is like, 919 00:26:18,609 --> 00:26:20,820 how do you interact with that 920 00:26:21,760 --> 00:26:25,110 from an agent perspective across 921 00:26:25,111 --> 00:26:27,870 your interactions with organizations? 922 00:26:27,871 --> 00:26:30,550 And I think that's, you know, that 923 00:26:30,551 --> 00:26:32,070 still has a long ways to go. 924 00:26:32,071 --> 00:26:32,326 So. 925 00:26:32,327 --> 00:26:34,370 Last thoughts, Reagan? 926 00:26:34,950 --> 00:26:36,158 Well, until the magic 927 00:26:36,159 --> 00:26:37,990 budget fairy shows up. 928 00:26:37,991 --> 00:26:42,134 Think about AI in the sense of 929 00:26:42,135 --> 00:26:43,930 what you have available to you, 930 00:26:44,550 --> 00:26:47,310 what's private, where you can optimize 931 00:26:47,311 --> 00:26:50,638 and look for ways to fund additional 932 00:26:50,639 --> 00:26:52,930 ways to drive productivity. 933 00:26:53,776 --> 00:26:56,056 And then thinking about how you can 934 00:26:56,057 --> 00:26:58,488 apply it into your own daily life. 935 00:26:58,489 --> 00:27:00,112 Steven, I'm going to need a separate 936 00:27:00,113 --> 00:27:01,376 call with you so I can figure 937 00:27:01,377 --> 00:27:04,360 out how you're using your agent. 938 00:27:04,361 --> 00:27:06,280 But wait, wait, wait, hold on a second. 939 00:27:06,281 --> 00:27:08,224 I'm going to reach out to Paula 940 00:27:08,225 --> 00:27:09,432 right when we're done. 941 00:27:09,433 --> 00:27:10,784 I'm okay. 942 00:27:10,785 --> 00:27:11,472 You know, I'm. 943 00:27:11,473 --> 00:27:14,040 I'm working with Reagan Wilson at Reply. 944 00:27:14,041 --> 00:27:15,272 We need to get together. 945 00:27:15,273 --> 00:27:17,528 How can you help her with her. 946 00:27:17,529 --> 00:27:18,872 Will I get them together? 947 00:27:18,873 --> 00:27:20,060 We'll hook them up. 948 00:27:20,061 --> 00:27:20,892 Lot of love. 949 00:27:20,893 --> 00:27:21,540 Absolutely. 950 00:27:21,541 --> 00:27:21,956 Glad. 951 00:27:21,957 --> 00:27:22,460 I love it. 952 00:27:22,461 --> 00:27:22,940 I love it. 953 00:27:22,941 --> 00:27:25,492 No, it's sharing those best practices 954 00:27:25,493 --> 00:27:27,820 and it's, it's using it 955 00:27:27,821 --> 00:27:29,252 for things that you wouldn't 956 00:27:29,253 --> 00:27:31,100 normally think to use it for. 957 00:27:31,101 --> 00:27:32,068 I mean, my husband's 958 00:27:32,069 --> 00:27:34,308 example is, is prime. 959 00:27:34,309 --> 00:27:36,556 He's figuring out how best to work 960 00:27:36,557 --> 00:27:38,764 and manage his people and have 961 00:27:38,765 --> 00:27:41,620 conversations with the help of AI 962 00:27:41,621 --> 00:27:43,812 because I'm sorry, but we're. 963 00:27:43,813 --> 00:27:46,200 There's generational gaps and the 964 00:27:46,201 --> 00:27:48,432 technology piece that you mentioned, 965 00:27:48,433 --> 00:27:50,376 Matt, with the cash register and not 966 00:27:50,377 --> 00:27:51,736 being able to make change like that 967 00:27:51,737 --> 00:27:53,808 is just a small example of what's 968 00:27:53,809 --> 00:27:56,760 real with the difference in the 969 00:27:56,761 --> 00:27:58,936 generations that we work with on the 970 00:27:58,937 --> 00:28:02,488 daily and how we approach them is 971 00:28:02,489 --> 00:28:03,480 very important. 972 00:28:03,481 --> 00:28:06,440 And if we can get a little bit of help 973 00:28:06,441 --> 00:28:10,448 from our AI friends, sometimes 974 00:28:10,449 --> 00:28:12,426 you can just make that relationship 975 00:28:12,427 --> 00:28:14,370 so much better and actually land 976 00:28:14,371 --> 00:28:16,498 the messaging in the right way. 977 00:28:16,499 --> 00:28:17,394 So that. 978 00:28:17,395 --> 00:28:19,306 And then other optimization 979 00:28:19,307 --> 00:28:21,002 areas, whether it's with your partners. 980 00:28:21,003 --> 00:28:22,386 I mean, it could even be, how do 981 00:28:22,387 --> 00:28:24,290 I talk to this partner about 982 00:28:24,291 --> 00:28:25,810 the fact that their revenue is 983 00:28:25,811 --> 00:28:27,562 completely down and they haven't 984 00:28:27,563 --> 00:28:29,234 sold anything this quarter? 985 00:28:29,235 --> 00:28:29,698 Right. 986 00:28:29,699 --> 00:28:31,730 What are some ideas that 987 00:28:31,731 --> 00:28:33,618 I could take to them to help 988 00:28:33,619 --> 00:28:36,194 get them to the next level? 989 00:28:36,195 --> 00:28:39,370 Like those are real business cases 990 00:28:39,371 --> 00:28:41,138 and it's there at our fingertips. 991 00:28:41,139 --> 00:28:43,066 We just have to ask 992 00:28:43,067 --> 00:28:45,138 and ask nicely and ask nicely. 993 00:28:45,139 --> 00:28:45,786 But you know what would 994 00:28:45,787 --> 00:28:46,578 help on that, Reagan? 995 00:28:46,579 --> 00:28:48,266 Like one point on that is when you 996 00:28:48,267 --> 00:28:49,618 talk to that partner, if you knew 997 00:28:49,619 --> 00:28:51,298 more about that partner and what AI 998 00:28:51,299 --> 00:28:53,434 is going to help you do is not 999 00:28:53,435 --> 00:28:54,826 understand just their revenue, but 1000 00:28:54,827 --> 00:28:56,442 help you understand everything 1001 00:28:56,443 --> 00:28:57,450 about them. 1002 00:28:57,451 --> 00:28:58,098 Yes. 1003 00:28:58,099 --> 00:28:59,306 All the information you get, 1004 00:28:59,307 --> 00:29:00,570 you're going to have a more 1005 00:29:00,571 --> 00:29:02,466 informed decision, broader. 1006 00:29:02,467 --> 00:29:04,250 And you can even narrow that down 1007 00:29:04,251 --> 00:29:05,690 to what you need to focus on. 1008 00:29:05,691 --> 00:29:05,930 Right. 1009 00:29:05,931 --> 00:29:07,754 From what is their vertical, 1010 00:29:07,755 --> 00:29:09,202 how much business do they actually do 1011 00:29:09,203 --> 00:29:11,194 with us versus their competitors, 1012 00:29:11,195 --> 00:29:13,050 what are their wins and losses, 1013 00:29:13,051 --> 00:29:14,290 all that, you know, now? 1014 00:29:14,291 --> 00:29:14,682 Yeah. 1015 00:29:14,683 --> 00:29:15,442 100%. 1016 00:29:15,443 --> 00:29:16,770 Building that profile out 1017 00:29:16,771 --> 00:29:18,474 of what's going on with that partner 1018 00:29:18,475 --> 00:29:20,210 and having it do for you. 1019 00:29:20,211 --> 00:29:20,602 Yep. 1020 00:29:20,603 --> 00:29:21,906 It's going to be, allow you to be 1021 00:29:21,907 --> 00:29:24,618 much more personable and instead 1022 00:29:24,619 --> 00:29:26,722 of fishing around, you can actually 1023 00:29:26,723 --> 00:29:28,386 know what to talk about with them. 1024 00:29:28,387 --> 00:29:29,978 And that's, and that's your productivity 1025 00:29:29,979 --> 00:29:31,186 booster right there because, 1026 00:29:31,187 --> 00:29:32,226 you know, like, you've got to talk 1027 00:29:32,227 --> 00:29:34,682 to 20 partners, you know, this week. 1028 00:29:34,683 --> 00:29:36,240 You just did not have the time 1029 00:29:36,241 --> 00:29:37,760 in the past to be like, let me create 1030 00:29:37,761 --> 00:29:39,792 a personal profile for everyone. 1031 00:29:39,793 --> 00:29:41,872 Not just about like, you know, 1032 00:29:41,873 --> 00:29:43,048 you know, what business you've 1033 00:29:43,049 --> 00:29:44,488 closed, what challenges you've 1034 00:29:44,489 --> 00:29:45,536 had, blah, blah, blah, you know, 1035 00:29:45,537 --> 00:29:46,688 kind of a template approach. 1036 00:29:46,689 --> 00:29:49,600 But like, who are you as a person? 1037 00:29:49,601 --> 00:29:50,864 Oh, you're a Gen Z'er. 1038 00:29:50,865 --> 00:29:52,728 Or I need to talk to you and interact 1039 00:29:52,729 --> 00:29:55,536 with you differently than I would, you 1040 00:29:55,537 --> 00:29:57,472 know, the Matt Cranes of the world. 1041 00:29:57,473 --> 00:29:58,960 Because I'm not a Gen Z'er. 1042 00:29:58,961 --> 00:30:00,304 I know it's hard to believe everyone, 1043 00:30:00,305 --> 00:30:03,106 but like, so you go, okay, like let's 1044 00:30:03,107 --> 00:30:04,826 figure out like what's, what's going 1045 00:30:04,827 --> 00:30:06,810 to resonate with you and how do, how 1046 00:30:06,811 --> 00:30:08,474 best do I approach this hard 1047 00:30:08,475 --> 00:30:10,610 conversation or positive conversation 1048 00:30:10,611 --> 00:30:11,874 that it's going to kind of resonate 1049 00:30:11,875 --> 00:30:12,682 with them too. 1050 00:30:12,683 --> 00:30:14,618 So I think it's just great. 1051 00:30:14,619 --> 00:30:16,490 It's across everything 1052 00:30:16,491 --> 00:30:17,978 and it can even be. 1053 00:30:17,979 --> 00:30:19,442 We were doing a sales training 1054 00:30:19,443 --> 00:30:21,946 and you were talking about how, 1055 00:30:21,947 --> 00:30:23,914 like, how much prep do you do for a 1056 00:30:23,915 --> 00:30:25,842 new, new prospect meeting versus 1057 00:30:25,843 --> 00:30:27,274 an existing customer meeting. 1058 00:30:27,275 --> 00:30:28,926 Well, with AI, like, you should just 1059 00:30:28,927 --> 00:30:30,766 have it be feeding you information so 1060 00:30:30,767 --> 00:30:32,062 that you're prepped no matter what. 1061 00:30:32,063 --> 00:30:34,062 From a productivity standpoint, you 1062 00:30:34,063 --> 00:30:35,294 don't have to make a decision about 1063 00:30:35,295 --> 00:30:36,854 how much time am I going to spend 1064 00:30:36,855 --> 00:30:39,134 prepping for whatever sales call, 1065 00:30:39,135 --> 00:30:42,046 partner call, internal call you need 1066 00:30:42,047 --> 00:30:42,750 to show up for. 1067 00:30:42,751 --> 00:30:44,902 It can help you prepare 1068 00:30:44,903 --> 00:30:47,326 and be ready and then even get you 1069 00:30:47,327 --> 00:30:49,150 the right tone and messaging based 1070 00:30:49,151 --> 00:30:50,766 on who you're talking to. 1071 00:30:50,767 --> 00:30:52,158 And it does matter. 1072 00:30:52,159 --> 00:30:54,682 Yeah, very much that you 1073 00:30:54,683 --> 00:30:55,818 know, that's my final take. 1074 00:30:55,819 --> 00:30:57,394 Those who do everything we're talking 1075 00:30:57,395 --> 00:30:58,362 about are going to win. 1076 00:30:58,363 --> 00:30:59,226 It's as simple as that. 1077 00:30:59,227 --> 00:31:00,234 There is no going back. 1078 00:31:00,235 --> 00:31:01,946 And I've seen it, you know, 1079 00:31:01,947 --> 00:31:04,362 the salespeople or the marketing people 1080 00:31:04,363 --> 00:31:08,138 that use that data to, in a process 1081 00:31:08,139 --> 00:31:12,098 and continue to do it systematically 1082 00:31:12,099 --> 00:31:13,994 and build the workflows into that. 1083 00:31:13,995 --> 00:31:15,642 Like, for instance, a salesperson, they. 1084 00:31:15,643 --> 00:31:16,922 They do that and you have 1085 00:31:16,923 --> 00:31:17,642 all that information. 1086 00:31:17,643 --> 00:31:18,442 They need to figure out who 1087 00:31:18,443 --> 00:31:19,578 they're talking to 1088 00:31:19,579 --> 00:31:21,550 understand all their pain points. 1089 00:31:21,551 --> 00:31:22,846 You could even say, what have 1090 00:31:22,847 --> 00:31:24,454 they been blogging about lately? 1091 00:31:24,455 --> 00:31:26,230 Or what have they posted on LinkedIn? 1092 00:31:26,231 --> 00:31:28,334 Get to actually know them a little bit. 1093 00:31:28,335 --> 00:31:28,590 Right? 1094 00:31:28,591 --> 00:31:30,414 Maybe there's something in there 1095 00:31:30,415 --> 00:31:32,094 that you've even done together. 1096 00:31:32,095 --> 00:31:33,158 You've all been somewhere. 1097 00:31:33,159 --> 00:31:35,790 How do you create this is what I think. 1098 00:31:35,791 --> 00:31:38,726 You can take these entities and AI 1099 00:31:38,727 --> 00:31:40,654 to actually make it more personal 1100 00:31:40,655 --> 00:31:43,086 and make it more human because you can 1101 00:31:43,087 --> 00:31:44,998 figure out where you have connections. 1102 00:31:44,999 --> 00:31:48,490 And I think also you can take digital. 1103 00:31:48,491 --> 00:31:50,178 We're digital adopters. 1104 00:31:50,179 --> 00:31:51,082 Okay, Reagan, you may 1105 00:31:51,083 --> 00:31:51,922 be a digital native. 1106 00:31:51,923 --> 00:31:53,674 Matt and I are digital adopters, right? 1107 00:31:53,675 --> 00:31:55,386 No, I'm in there with you. 1108 00:31:55,387 --> 00:31:57,298 Don't give me that credit, 1109 00:31:57,299 --> 00:32:00,162 And help them relate to digital natives. 1110 00:32:00,163 --> 00:32:00,794 Right? 1111 00:32:00,795 --> 00:32:02,682 And it's really cool and it's fun and it 1112 00:32:02,683 --> 00:32:04,066 just shouldn't be that challenging. 1113 00:32:04,067 --> 00:32:04,670 Right. 1114 00:32:05,290 --> 00:32:07,114 I just think people need to be. 1115 00:32:07,115 --> 00:32:09,242 To open to doing this. 1116 00:32:09,243 --> 00:32:11,114 Well, the other thing that just 1117 00:32:11,115 --> 00:32:12,266 popped into my head is I think 1118 00:32:12,267 --> 00:32:13,802 you have to be genuine with it. 1119 00:32:13,803 --> 00:32:15,280 So, so while you can have all this 1120 00:32:15,281 --> 00:32:16,480 information and you can know 1121 00:32:16,481 --> 00:32:18,640 that they, I don't know, care 1122 00:32:18,641 --> 00:32:20,456 about some charity or whatever, 1123 00:32:20,457 --> 00:32:22,080 maybe you have that same thing. 1124 00:32:22,081 --> 00:32:22,592 It. 1125 00:32:22,593 --> 00:32:24,168 It has to be genuine. 1126 00:32:24,169 --> 00:32:25,248 You have to take the information 1127 00:32:25,249 --> 00:32:26,912 that you're getting in and as you 1128 00:32:26,913 --> 00:32:28,336 take it back out, it can't just be 1129 00:32:28,337 --> 00:32:29,792 like, oh, I saw this, and I'm going 1130 00:32:29,793 --> 00:32:31,520 to just say what I need to say, 1131 00:32:31,521 --> 00:32:32,736 because I think that's what you 1132 00:32:32,737 --> 00:32:33,648 want to hear. 1133 00:32:33,649 --> 00:32:34,688 I think that will. 1134 00:32:34,689 --> 00:32:36,832 That is quickly factored out. 1135 00:32:36,833 --> 00:32:38,720 So you've got to keep the, the 1136 00:32:38,721 --> 00:32:40,768 Humble, genuine approach, personal 1137 00:32:40,769 --> 00:32:42,328 approach in there, or it just feels 1138 00:32:42,329 --> 00:32:44,704 robotic and it feels like yet 1139 00:32:44,705 --> 00:32:46,176 another thing you scraped off the 1140 00:32:46,177 --> 00:32:47,696 Internet to find out about me, to 1141 00:32:47,697 --> 00:32:48,640 try to get in with me. 1142 00:32:48,641 --> 00:32:49,056 Thank you. 1143 00:32:49,057 --> 00:32:49,984 Thank you for saying this. 1144 00:32:49,985 --> 00:32:50,176 It's been 1145 00:32:50,177 --> 00:32:51,536 my pet peeve lately that you 1146 00:32:51,537 --> 00:32:52,800 fake it till you make it like 1147 00:32:52,801 --> 00:32:55,392 it's, you know, that becomes, you know, 1148 00:32:55,393 --> 00:32:56,400 I don't know, just a. 1149 00:32:56,401 --> 00:32:57,456 It's just a grind on me. 1150 00:32:57,457 --> 00:32:58,808 But like, you know, the genuine 1151 00:32:58,809 --> 00:33:00,704 aspect, hey, I got, I pulled this. 1152 00:33:00,705 --> 00:33:01,680 However you want to be 1153 00:33:01,681 --> 00:33:02,936 genuine, be genuine. 1154 00:33:02,937 --> 00:33:05,032 Because when they find out you're 1155 00:33:05,033 --> 00:33:06,656 not genuine, I feel like that at that 1156 00:33:06,657 --> 00:33:08,392 point, you've any good credibility 1157 00:33:08,393 --> 00:33:10,056 you built along the way is gone. 1158 00:33:10,057 --> 00:33:10,380 So. 1159 00:33:10,381 --> 00:33:11,828 Yes, but that's a slide. 1160 00:33:11,829 --> 00:33:13,220 But that's been going on forever. 1161 00:33:13,221 --> 00:33:14,636 I mean, we're just figuring out how 1162 00:33:14,637 --> 00:33:16,604 to get to that point of figuring out 1163 00:33:16,605 --> 00:33:18,308 is it general or not faster. 1164 00:33:18,309 --> 00:33:18,860 That's all. 1165 00:33:18,861 --> 00:33:19,340 That's all. 1166 00:33:19,341 --> 00:33:19,844 That's. 1167 00:33:19,845 --> 00:33:21,076 I think that's all. 1168 00:33:21,077 --> 00:33:21,716 It's true. 1169 00:33:21,717 --> 00:33:23,100 And the genuine people 1170 00:33:23,101 --> 00:33:24,640 typically win, I think. 1171 00:33:25,340 --> 00:33:26,940 So it separates the good 1172 00:33:26,941 --> 00:33:29,900 from the great and the great. 1173 00:33:29,901 --> 00:33:30,300 So. 1174 00:33:30,301 --> 00:33:31,444 So maybe the probability 1175 00:33:31,445 --> 00:33:32,988 of the genuine and the good people 1176 00:33:32,989 --> 00:33:34,228 is going to be on the rise. 1177 00:33:34,229 --> 00:33:34,396 Right? 1178 00:33:34,397 --> 00:33:36,406 Because in the long, in the long run, 1179 00:33:36,407 --> 00:33:39,350 being genuine, being humble, that. 1180 00:33:39,351 --> 00:33:40,470 That wins in the long run. 1181 00:33:40,471 --> 00:33:40,774 Right. 1182 00:33:40,775 --> 00:33:42,950 And maybe this will help accelerate that 1183 00:33:42,951 --> 00:33:44,382 and get folks there faster. 1184 00:33:44,383 --> 00:33:44,822 Right? 1185 00:33:44,823 --> 00:33:46,798 Because in the end, people, okay, 1186 00:33:46,799 --> 00:33:49,174 people want to do business to, to 1187 00:33:49,175 --> 00:33:51,190 solve their problems, but if you ask 1188 00:33:51,191 --> 00:33:52,326 them, you don't have to be best 1189 00:33:52,327 --> 00:33:53,830 friends, but people still would 1190 00:33:53,831 --> 00:33:56,614 rather do business with people that, 1191 00:33:56,615 --> 00:33:57,254 that they like. 1192 00:33:57,255 --> 00:33:57,574 I. 1193 00:33:57,575 --> 00:33:58,110 It's. 1194 00:33:58,111 --> 00:34:00,006 It's just really simple, right? 1195 00:34:00,007 --> 00:34:01,930 This is how we spend our lives. 1196 00:34:02,570 --> 00:34:03,946 Why would you want to make it more 1197 00:34:03,947 --> 00:34:05,850 painful than it needs to be? 1198 00:34:05,851 --> 00:34:07,170 Well, I think that matches 1199 00:34:07,171 --> 00:34:07,978 people do business. 1200 00:34:07,979 --> 00:34:09,034 People like, how many times 1201 00:34:09,035 --> 00:34:10,170 we've heard that over the years. 1202 00:34:10,171 --> 00:34:11,601 Sort of a kind of cliched 1203 00:34:11,602 --> 00:34:13,346 sales saying, but it's true. 1204 00:34:13,347 --> 00:34:15,234 But the fact is, I think Reagan 1205 00:34:15,235 --> 00:34:16,746 said be genuine because at some 1206 00:34:16,747 --> 00:34:18,833 point, if you are doing the fake 1207 00:34:18,834 --> 00:34:20,217 it till you make it approach, 1208 00:34:20,218 --> 00:34:22,985 those bridges do get burned, and 1209 00:34:22,986 --> 00:34:24,353 it only takes a few before you're 1210 00:34:24,354 --> 00:34:25,610 on an island. 1211 00:34:25,611 --> 00:34:29,402 So always encourage people of that. 1212 00:34:29,403 --> 00:34:31,058 So be genuine. 1213 00:34:31,059 --> 00:34:32,538 It'll all work out in the end. 1214 00:34:32,539 --> 00:34:33,150 So. 1215 00:34:34,010 --> 00:34:35,858 All right, Reagan, Matt, 1216 00:34:35,859 --> 00:34:37,641 thank you for joining us today. 1217 00:34:37,642 --> 00:34:39,050 Listeners, viewers, thank you 1218 00:34:39,051 --> 00:34:40,393 for joining us today. 1219 00:34:40,394 --> 00:34:42,330 Lots of, lots of discussion points 1220 00:34:42,331 --> 00:34:44,418 on AI. Real quickly, before we drop 1221 00:34:44,419 --> 00:34:46,489 off Reagan, if people want to talk 1222 00:34:46,490 --> 00:34:48,338 AI or process or anything else, 1223 00:34:48,339 --> 00:34:49,242 what's the best way for them to 1224 00:34:49,243 --> 00:34:50,138 reach you? 1225 00:34:50,139 --> 00:34:51,466 Shoot me an email. 1226 00:34:51,467 --> 00:34:52,570 ra.wilson@reply.com 1227 00:34:52,571 --> 00:34:54,310 ra.wilson@reply.com 1228 00:34:55,199 --> 00:34:57,020 Or you can hit me up on LinkedIn. 1229 00:34:57,680 --> 00:34:59,760 Matt, LinkedIn is the best way. 1230 00:34:59,761 --> 00:35:01,872 Then you can find me there and. 1231 00:35:01,873 --> 00:35:03,648 And connect with me there. 1232 00:35:03,649 --> 00:35:04,560 Thank you. 1233 00:35:04,561 --> 00:35:05,672 All right, thanks, everybody. 1234 00:35:05,673 --> 00:35:06,740 Have a great day.