1 00:00:00,180 --> 00:00:04,380 This is we, the Sales Engineers podcast show 3 27. 2 00:00:04,740 --> 00:00:09,060 Welcome to We the SES podcast, the show for sales engineers by sales 3 00:00:09,060 --> 00:00:10,950 engineers with your host Ramsey maba. 4 00:00:12,300 --> 00:00:13,290 What's up, fascinat Nation? 5 00:00:13,290 --> 00:00:14,760 Welcome back to another episode. 6 00:00:14,760 --> 00:00:20,100 Today we're talking AI because it is the thing to talk about these days, and it 7 00:00:20,100 --> 00:00:27,000 seems to be taking a lot of people, a lot of, uh, arguments, a lot of discussion. 8 00:00:27,000 --> 00:00:29,340 Is it gonna replace, is it gonna augment? 9 00:00:29,400 --> 00:00:30,000 Is it gonna help? 10 00:00:30,630 --> 00:00:35,760 But my guest today is, his name is Philip Swan, and it seems that he's 11 00:00:35,760 --> 00:00:42,150 interested in AI and how to use AI within companies, not just for sales engineering, 12 00:00:42,150 --> 00:00:44,190 but in general to help companies. 13 00:00:44,535 --> 00:00:47,625 Advance and push forward in what it is that they do. 14 00:00:48,015 --> 00:00:52,365 And we kind of discuss his history about how he got into entrepreneurship because 15 00:00:52,365 --> 00:00:58,005 he's a co-founder and chief, uh, and, uh, go-to market product director or 16 00:00:58,095 --> 00:01:06,615 product owner, head product man, and how he's, uh, building AI solutions for his 17 00:01:06,615 --> 00:01:08,475 customers and how he thinks about it. 18 00:01:08,595 --> 00:01:11,505 So, without further ado, let's jump into the show. 19 00:01:13,335 --> 00:01:13,995 Hello, Philip. 20 00:01:14,024 --> 00:01:14,535 How are you doing? 21 00:01:15,075 --> 00:01:15,675 I'm great. 22 00:01:16,035 --> 00:01:16,455 How are you? 23 00:01:17,325 --> 00:01:18,315 I am doing well. 24 00:01:18,675 --> 00:01:21,225 I want you to introduce yourself, but you just said you're so 25 00:01:21,225 --> 00:01:22,545 into pre-sales right now. 26 00:01:22,545 --> 00:01:23,250 I wanna know what that means. 27 00:01:23,390 --> 00:01:23,610 So. 28 00:01:24,300 --> 00:01:27,270 Let's introduce yourself and then what that means. 29 00:01:27,720 --> 00:01:28,110 Sure. 30 00:01:28,110 --> 00:01:30,120 So, um, my name is Philip Wan. 31 00:01:30,270 --> 00:01:35,550 I am chief Product Officer and go to market for a company called 32 00:01:35,550 --> 00:01:39,870 the AI Solution Group, and we help companies reimagine their 33 00:01:39,870 --> 00:01:41,760 business with responsible ai. 34 00:01:42,450 --> 00:01:45,000 And so it's about architecting solutions. 35 00:01:45,000 --> 00:01:48,000 You, you, for these large enterprises We've. 36 00:01:48,040 --> 00:01:53,980 Focus on, um, um, there are companies who are really struggling how to 37 00:01:54,070 --> 00:01:56,320 bring AI into their organization. 38 00:01:57,485 --> 00:02:01,690 Okay, so my, my focus has always been on sales and in pre-sales. 39 00:02:01,690 --> 00:02:03,460 I started off life as an engineer. 40 00:02:04,000 --> 00:02:07,510 And so architecting solutions for customers is something that 41 00:02:07,510 --> 00:02:09,190 I've done my entire career. 42 00:02:09,280 --> 00:02:12,460 And it's about delivering those out successful outcomes 43 00:02:12,460 --> 00:02:14,140 to, uh, to the customers. 44 00:02:16,090 --> 00:02:16,570 Okay. 45 00:02:16,750 --> 00:02:17,115 How like. 46 00:02:17,775 --> 00:02:20,595 You've been in sales for a long time now. 47 00:02:20,600 --> 00:02:21,644 Long, how long have you been doing it? 48 00:02:22,545 --> 00:02:22,905 Oh my gosh. 49 00:02:22,905 --> 00:02:24,435 I don't wanna, I don't wanna date you. 50 00:02:24,945 --> 00:02:27,915 Well, my first sales job, I was eight years old. 51 00:02:28,005 --> 00:02:29,084 How's that for Ja? 52 00:02:29,475 --> 00:02:34,725 Um, and, uh, I firmly believe that everybody in the company is a salesperson. 53 00:02:34,725 --> 00:02:36,135 So you're always selling. 54 00:02:36,315 --> 00:02:41,024 Um, and whether it's internal or external, and. 55 00:02:41,295 --> 00:02:45,555 The, you know, I've always had the customer, uh, in the center 56 00:02:45,555 --> 00:02:47,715 of every equation that I work on. 57 00:02:47,805 --> 00:02:49,875 So it's always about the customer. 58 00:02:49,905 --> 00:02:53,835 It's not that you let the customer bully you and tell you what to 59 00:02:53,835 --> 00:02:55,125 do or do anything like that. 60 00:02:55,125 --> 00:02:58,125 It's about delivering great outcomes to your customer. 61 00:02:58,215 --> 00:02:59,475 And I started off at eight. 62 00:02:59,475 --> 00:03:01,155 It started off with a paper route at fir. 63 00:03:01,215 --> 00:03:04,965 I did my first distribution strategy at nine, where I hired four of my friends. 64 00:03:05,415 --> 00:03:07,155 To expand my paper routes out. 65 00:03:07,215 --> 00:03:11,595 I sold up those five paper routes that when I was 14 to buy baby 66 00:03:11,595 --> 00:03:13,245 clothes to do at a flea market. 67 00:03:13,304 --> 00:03:19,065 And as I sold for, to earn money, I at 14 years old, and by the age of 16, I 68 00:03:19,065 --> 00:03:23,805 was going to Hong Kong to buy container loads of baby clothes for my flea market. 69 00:03:23,805 --> 00:03:27,555 I was up to 20 stalls in 14 different markets. 70 00:03:28,304 --> 00:03:33,345 And then when I was 20 and I graduated from university, I sold, I sold 71 00:03:33,345 --> 00:03:37,755 those off and I had enough money to buy my first, at the age of 21. 72 00:03:37,964 --> 00:03:39,045 Uh, from. 73 00:03:40,005 --> 00:03:40,545 Selling that. 74 00:03:41,235 --> 00:03:43,095 So why did you even go to university? 75 00:03:43,095 --> 00:03:45,225 You're already a successful business person beforehand. 76 00:03:45,225 --> 00:03:45,315 My 77 00:03:45,315 --> 00:03:47,715 passion has always been in technology. 78 00:03:47,895 --> 00:03:52,305 My passion has always been about being an engineer right. 79 00:03:52,305 --> 00:03:53,895 And building stuff, right. 80 00:03:53,895 --> 00:03:55,185 I I love to, yeah. 81 00:03:55,215 --> 00:03:57,255 Fundamentally I love breaking stuff, right? 82 00:03:57,255 --> 00:04:00,135 So it is just like, in order to construct something new, you 83 00:04:00,135 --> 00:04:01,425 gotta break something first. 84 00:04:01,425 --> 00:04:02,055 So I love. 85 00:04:02,644 --> 00:04:06,755 I love breaking problems and so, and then solving those problems and building 86 00:04:06,755 --> 00:04:11,315 those up, that's fundamentally who I'm, so, think of me kind of like a hacker in, 87 00:04:11,375 --> 00:04:13,475 in any days just liking to break shit. 88 00:04:14,075 --> 00:04:14,825 Excuse my French. 89 00:04:15,695 --> 00:04:17,344 Uh, I think that was Scottish. 90 00:04:17,644 --> 00:04:18,425 Uh, that's right. 91 00:04:18,425 --> 00:04:19,115 It was Scottish. 92 00:04:19,204 --> 00:04:19,534 Right. 93 00:04:20,910 --> 00:04:23,760 I, I did see your, your, your LinkedIn, you went to the 94 00:04:23,760 --> 00:04:25,710 University of Glasgow, so Yes. 95 00:04:25,860 --> 00:04:27,180 I I'm assuming you're Scottish. 96 00:04:27,420 --> 00:04:28,410 I am Scottish. 97 00:04:28,710 --> 00:04:32,190 The accent is a little, is a little weird these days, but Yes. 98 00:04:32,190 --> 00:04:32,520 Yeah. 99 00:04:33,000 --> 00:04:35,730 Well, I couldn't place it, that's why I started doing some research right now. 100 00:04:36,030 --> 00:04:37,140 Uh, okay. 101 00:04:37,140 --> 00:04:40,200 So you studied engineering and you've been, I tell people that 102 00:04:40,800 --> 00:04:43,860 the best skill that people, anybody should learn is sales. 103 00:04:44,910 --> 00:04:47,760 Because they're like, they're gonna use it throughout their lives. 104 00:04:47,760 --> 00:04:48,570 And you kinda correct. 105 00:04:48,660 --> 00:04:49,290 Touched on that. 106 00:04:50,010 --> 00:04:50,880 That's exactly right. 107 00:04:51,060 --> 00:04:54,540 And it's hard for me to admit it because I went into engineering 'cause 108 00:04:54,540 --> 00:04:55,285 I didn't want to talk to people. 109 00:04:57,150 --> 00:04:58,080 And now 110 00:04:58,224 --> 00:04:59,849 I'm, I'm, you know, it's funny. 111 00:05:00,270 --> 00:05:03,090 It's funny 'cause I'm the same way and I still don't like talking to 112 00:05:03,090 --> 00:05:06,390 people, but I do it because when I get into it, I actually enjoy it. 113 00:05:06,390 --> 00:05:08,460 So it's, uh, yeah, I'm delivering value. 114 00:05:10,049 --> 00:05:10,409 That's funny. 115 00:05:11,099 --> 00:05:12,090 I feel like I'm talking to myself. 116 00:05:12,120 --> 00:05:12,390 All right. 117 00:05:12,450 --> 00:05:12,690 Cool. 118 00:05:12,780 --> 00:05:13,200 That's try. 119 00:05:13,349 --> 00:05:13,770 There you go. 120 00:05:15,090 --> 00:05:16,530 Uh, this is gonna be easy though. 121 00:05:17,070 --> 00:05:19,950 You mentioned you're, you're deep into presales. 122 00:05:20,190 --> 00:05:20,640 Yes. 123 00:05:20,640 --> 00:05:21,034 What does that mean? 124 00:05:22,395 --> 00:05:26,955 The problem that we're solving right now is that there's a lot of hype and 125 00:05:26,955 --> 00:05:32,055 a lot of doom talk around artificial intelligence and companies are just 126 00:05:32,055 --> 00:05:35,325 struggling of all sizes, you know, whether you're small or large. 127 00:05:36,165 --> 00:05:40,575 And the real, the real thing for um, for AI is. 128 00:05:40,875 --> 00:05:44,745 How can you introduce it responsibly into your organization? 129 00:05:44,805 --> 00:05:45,135 Right. 130 00:05:45,135 --> 00:05:48,525 And what that means is that it's good, it's safe and it's ethical. 131 00:05:49,185 --> 00:05:53,565 So you really have to dig into the customer to understand what 132 00:05:53,655 --> 00:05:55,005 future they're solving for. 133 00:05:55,005 --> 00:05:58,695 So I literally ask the question of every customer I talk to, 134 00:05:58,695 --> 00:06:00,555 what future are you solving for? 135 00:06:01,455 --> 00:06:03,615 And they stop for a second 'cause they haven't thought about it. 136 00:06:03,615 --> 00:06:06,914 'cause they're all typically thinking of, I've gotta do this next and this next 137 00:06:06,914 --> 00:06:08,625 and this next, as opposed to going to. 138 00:06:09,270 --> 00:06:11,280 This is what Nirvana looks like for me. 139 00:06:11,280 --> 00:06:14,880 Now let's work back and Rever, and I call it reverse engineering it. 140 00:06:14,880 --> 00:06:18,210 Back to all the steps that need to do to get you to your dream, your 141 00:06:18,210 --> 00:06:20,520 vision, your objective, your goal. 142 00:06:21,000 --> 00:06:26,910 And so in pre-sales is about listening to customers using these two things 143 00:06:26,910 --> 00:06:28,590 stuck at this side of your head. 144 00:06:28,620 --> 00:06:31,350 You know the ones that you've got that those beautiful headphones o 145 00:06:31,590 --> 00:06:33,360 over your ears right now, Ramsay? 146 00:06:33,375 --> 00:06:33,665 Yeah. 147 00:06:33,670 --> 00:06:33,750 Yeah. 148 00:06:33,780 --> 00:06:35,550 Is you gotta listen. 149 00:06:36,794 --> 00:06:40,184 You gotta talk, you, you gotta ask provocative questions, 150 00:06:40,664 --> 00:06:42,135 open-ended questions. 151 00:06:43,065 --> 00:06:48,104 And I'm a big subscriber to, um, Hathaway's Spin Selling, which 152 00:06:48,104 --> 00:06:53,145 is where you really focus in on understanding the problem and 153 00:06:53,265 --> 00:06:55,544 uh, and really the pain points. 154 00:06:55,905 --> 00:06:58,215 And I don't even talk in pain points anymore. 155 00:06:59,070 --> 00:07:00,750 'cause everybody solves a pain point. 156 00:07:01,230 --> 00:07:04,830 I talk in terms of what's the migraine that you're trying to solve? 157 00:07:04,860 --> 00:07:08,130 Because if you're not solving a migraine, it's just noise. 158 00:07:08,880 --> 00:07:10,080 And so what does that mean? 159 00:07:10,110 --> 00:07:11,520 Well, a migraine can mean anything. 160 00:07:12,180 --> 00:07:15,030 Everybody who's listening to, who's listening to this has probably 161 00:07:15,030 --> 00:07:18,090 suffered a really bad headache or a migraine at some point in their life. 162 00:07:18,120 --> 00:07:19,710 We all have, right? 163 00:07:19,710 --> 00:07:22,650 It lasts for days and is brutal. 164 00:07:23,400 --> 00:07:26,250 You will do anything to get a cure for it. 165 00:07:26,280 --> 00:07:30,750 Almost anything you will try weird concoctions that your grandma told you 166 00:07:30,750 --> 00:07:35,940 to use or, or, or some new fancy drug that your doctor's telling you to use. 167 00:07:36,270 --> 00:07:38,219 Well, it's the same thing here, right? 168 00:07:38,729 --> 00:07:41,400 The migraine level problem is different for every company. 169 00:07:41,549 --> 00:07:45,599 It could be a revenue gap, it could be a, a safety issue. 170 00:07:45,690 --> 00:07:49,140 It could be an efficient, an operational efficiency issue. 171 00:07:49,905 --> 00:07:54,135 Any number of use cases that can have in there, but really identifying 172 00:07:54,135 --> 00:07:57,974 what the problem is you're trying to solve, and then bringing. 173 00:07:58,500 --> 00:08:03,270 A small pod of experts to, you know, to really understand the customer problem. 174 00:08:03,300 --> 00:08:08,370 And I'm talking two, three, maximum four people to really dig deep in with the 175 00:08:08,370 --> 00:08:13,440 customer, to draw them out of all the pain banks, because they'll not that 176 00:08:13,440 --> 00:08:16,409 they're lying to you, they'll never tell you the truth straight off because it 177 00:08:16,409 --> 00:08:18,330 comes back to building trust, right? 178 00:08:18,510 --> 00:08:18,630 Yeah. 179 00:08:18,690 --> 00:08:22,800 So hearing you asking the right questions, listening to their answers. 180 00:08:23,225 --> 00:08:28,955 Re repeating back to them, going back to the, you know, the basics of truly getting 181 00:08:28,955 --> 00:08:32,705 to the bare metal or fundamental truth of what the problem is you're solving. 182 00:08:33,544 --> 00:08:33,784 Yeah. 183 00:08:33,845 --> 00:08:36,275 I mean, they might not even know the real problem, which is why they're not 184 00:08:36,305 --> 00:08:36,455 telling. 185 00:08:36,455 --> 00:08:37,385 That's exactly right. 186 00:08:38,345 --> 00:08:40,174 And nine times outta 10 they don't. 187 00:08:40,715 --> 00:08:40,924 Yeah. 188 00:08:40,924 --> 00:08:44,135 I finally spoke to somebody yesterday for the first time in months, who 189 00:08:44,135 --> 00:08:46,415 actually understood what the problem was that they were trying to solve, 190 00:08:48,035 --> 00:08:48,935 and they're all smart people. 191 00:08:48,935 --> 00:08:50,570 It's not like it because they think. 192 00:08:51,300 --> 00:08:54,600 They're confusing symptoms with problems is the part of the issue. 193 00:08:54,600 --> 00:08:54,810 Yeah. 194 00:08:55,440 --> 00:09:00,870 Well, uh, everyone is tied to their own, like their own view. 195 00:09:00,900 --> 00:09:01,140 Right? 196 00:09:01,440 --> 00:09:05,070 When, when I worked in the support, my focus was a specific product 197 00:09:05,790 --> 00:09:08,820 and everything was around that, but then I worked in network design. 198 00:09:08,820 --> 00:09:11,010 Now we had more products. 199 00:09:11,490 --> 00:09:13,990 Doesn't mean that I didn't know my problem when it came to that, I just had. 200 00:09:14,595 --> 00:09:16,845 The symptom that affected me. 201 00:09:17,055 --> 00:09:19,935 And I thought that was the problem, but is that was not the problem. 202 00:09:19,935 --> 00:09:20,625 It was just the symptom. 203 00:09:20,625 --> 00:09:20,925 So, 204 00:09:21,375 --> 00:09:24,915 uh, another thing that we fi that we see is, is that there's a huge 205 00:09:24,915 --> 00:09:30,525 disconnect across the board between the CIO's office and the business, right? 206 00:09:30,795 --> 00:09:34,395 So the CIO is not doing what the business actually needs 'em to do. 207 00:09:34,395 --> 00:09:36,195 So there's that missing link. 208 00:09:36,195 --> 00:09:39,135 Even though they claim to have it connected, we see it. 209 00:09:39,495 --> 00:09:42,555 Almost a hundred percent of the time, this complete disconnect 210 00:09:42,645 --> 00:09:44,985 between the CIO and the business. 211 00:09:45,735 --> 00:09:48,615 Uh, just to clarify some terms, when you say the business, are 212 00:09:48,615 --> 00:09:49,875 we talking about like the CEO? 213 00:09:49,875 --> 00:09:52,305 Are we talking about the sales team or everything? 214 00:09:52,305 --> 00:09:57,315 Sales, uh, marketing, uh, the tools that people need to come 215 00:09:57,315 --> 00:09:59,145 out of the CIO's office Right. 216 00:09:59,595 --> 00:10:04,095 Are not getting done because the CIO's office doesn't think in terms of business. 217 00:10:04,095 --> 00:10:06,285 They, they think of other things. 218 00:10:06,840 --> 00:10:09,840 So if I were to rephrase it in my own words, like the CI doesn't 219 00:10:09,840 --> 00:10:11,520 think about the business outcomes. 220 00:10:11,790 --> 00:10:13,050 These just about correct. 221 00:10:13,200 --> 00:10:14,310 The information that 222 00:10:14,520 --> 00:10:16,440 he or she needs to work on. 223 00:10:16,440 --> 00:10:16,770 Correct. 224 00:10:17,280 --> 00:10:21,060 Or in, in a way, and solving it in a way that's customer friendly and it's 225 00:10:21,060 --> 00:10:23,010 an internal customer for them, right? 226 00:10:23,010 --> 00:10:26,550 So right where it's, it's something they can actually use, right? 227 00:10:26,550 --> 00:10:31,200 They may solve a problem, but they may introduce infinite, you know, complexity 228 00:10:31,200 --> 00:10:34,230 to the solution when it should have just been the click of a button. 229 00:10:34,275 --> 00:10:35,625 Right, and just let it run. 230 00:10:36,255 --> 00:10:38,895 Well, if, if it's not complicated, it's not a real solution, you know, 231 00:10:39,465 --> 00:10:40,605 that's how we engineers think. 232 00:10:41,939 --> 00:10:44,444 Well, you're talking about pet peeve mine product, man. 233 00:10:46,545 --> 00:10:49,725 Are we talking about like, because when I asked you the question, uh, 234 00:10:49,814 --> 00:10:54,345 like you're getting into pre-sales, are these companies that you're, that are 235 00:10:54,345 --> 00:10:58,485 trying to implement pre-sales or are we talking about enterprise, for example, 236 00:10:58,485 --> 00:10:59,270 that are trying to solve a problem? 237 00:10:59,910 --> 00:11:00,930 They're trying to solve a problem. 238 00:11:00,930 --> 00:11:03,750 It's the latter is definitely, is definitely on the latter. 239 00:11:03,750 --> 00:11:08,280 So this is a typical presales engineering type solution. 240 00:11:08,730 --> 00:11:10,980 Solutioning, presales discussion. 241 00:11:11,010 --> 00:11:11,070 Yeah. 242 00:11:11,460 --> 00:11:14,250 So you're, you're being the presales in that 243 00:11:14,760 --> 00:11:15,030 situation? 244 00:11:15,270 --> 00:11:15,750 I'm okay. 245 00:11:16,230 --> 00:11:16,740 Uh, 246 00:11:17,280 --> 00:11:19,470 I'm the se So you're, you're the. 247 00:11:20,325 --> 00:11:23,835 Well, you're the SE and it seems like you're the sales and you seems like 248 00:11:23,895 --> 00:11:25,695 to be having a lot of hats there. 249 00:11:26,085 --> 00:11:26,475 Um, yep. 250 00:11:26,625 --> 00:11:29,355 But you're, you're trying to solve a problem for a customer. 251 00:11:29,595 --> 00:11:29,745 Correct. 252 00:11:29,745 --> 00:11:31,125 Using a ai 253 00:11:31,425 --> 00:11:33,045 using responsible ai. 254 00:11:33,105 --> 00:11:33,375 Yes. 255 00:11:34,155 --> 00:11:38,025 So, uh, this might be a stupid question, but hopefully you'll humor me with that. 256 00:11:38,355 --> 00:11:41,935 Do we need, does every company need AI to solve a problem? 257 00:11:41,935 --> 00:11:42,255 So, 258 00:11:42,675 --> 00:11:43,155 um. 259 00:11:44,415 --> 00:11:47,055 The short answer is yes, and I'll tell you why. 260 00:11:47,715 --> 00:11:47,985 Okay? 261 00:11:49,485 --> 00:11:51,915 AI is not a new solution, okay? 262 00:11:52,064 --> 00:11:55,215 AI has been around conceptually since 1936. 263 00:11:56,205 --> 00:12:01,455 Um, the term artificial intelligence was first used in 1954. 264 00:12:02,055 --> 00:12:07,215 Um, there was a simple test created by, um, Alan Turing, who was of 265 00:12:07,245 --> 00:12:11,940 imitation fame of he correct the Enigma Code in, in the World War ii that. 266 00:12:12,444 --> 00:12:16,074 Effectively helps, um, the allies win World War ii. 267 00:12:16,615 --> 00:12:19,974 He wrote a paper in 1950 that was effectively the fat 268 00:12:20,125 --> 00:12:21,535 father of modern computing. 269 00:12:21,535 --> 00:12:25,615 He came in, he invented the concept of a microprocessor, and he had this 270 00:12:25,615 --> 00:12:29,365 thing called a Turing test, which is where there's a human in the middle. 271 00:12:30,329 --> 00:12:33,810 Can the human determine whether they're speaking to a machine or another 272 00:12:33,810 --> 00:12:37,170 human, and if they can't tell the difference, the machine is intelligent. 273 00:12:37,319 --> 00:12:39,120 That's the simplicity of the test. 274 00:12:39,540 --> 00:12:44,640 The term artificial intelligence was first introduced in 1954 at a Dartmouth 275 00:12:44,640 --> 00:12:46,949 conference, and you know, it was. 276 00:12:47,535 --> 00:12:50,805 In 1960, we had symbolic artificial intelligence. 277 00:12:50,805 --> 00:12:56,535 In 1990s, we had machine learning if anybody's ever driven an early BMW had 278 00:12:56,895 --> 00:13:01,575 one of the earliest cases of machine learning put into auto, into automobiles. 279 00:13:01,635 --> 00:13:03,690 Um, um, and then we hit. 280 00:13:04,490 --> 00:13:09,560 You know, 2010 where we get into the modern era of, uh, ai and then we got 281 00:13:09,560 --> 00:13:13,040 generative AI in 2019, which is when we all started to using it, right? 282 00:13:13,040 --> 00:13:17,090 So GPTs and various other tools out there. 283 00:13:17,090 --> 00:13:22,280 Anthropic, open ai, uh, Google's Gemini, the list, you know, the list goes on and. 284 00:13:23,565 --> 00:13:30,255 Now where we're at is that, um, we are about to get to a GI, which is artificial 285 00:13:30,255 --> 00:13:34,815 general intelligence is where the computer is acting and behaving as good 286 00:13:34,815 --> 00:13:38,235 as if not better, than a human being on their own without any management. 287 00:13:38,235 --> 00:13:41,265 So, short answer to your question, everybody needs it. 288 00:13:41,295 --> 00:13:41,625 Why? 289 00:13:42,080 --> 00:13:45,680 People are not gonna get replaced by artificial intelligence. 290 00:13:45,680 --> 00:13:47,240 That's, that's number one. 291 00:13:47,930 --> 00:13:52,280 What you are gonna get replaced with is somebody who's using is augmenting 292 00:13:52,280 --> 00:13:54,230 themselves with artificial intelligence. 293 00:13:54,710 --> 00:13:57,650 And so companies, why does this flow up to the companies? 294 00:13:57,650 --> 00:13:58,040 Because. 295 00:13:58,260 --> 00:14:04,530 Their competition will be using AI to figure out their next moves, and there 296 00:14:04,530 --> 00:14:07,110 will be within five years or less. 297 00:14:07,110 --> 00:14:13,020 The first one person company that is entirely run by artificial intelligence. 298 00:14:13,200 --> 00:14:16,020 That will be a billion dollars or more in, in annual revenue. 299 00:14:17,010 --> 00:14:18,240 Think about that for a second. 300 00:14:18,330 --> 00:14:21,510 That will be a thing within two to five years. 301 00:14:23,735 --> 00:14:24,025 Okay. 302 00:14:25,005 --> 00:14:27,495 What does this mean for companies like Microsoft, for 303 00:14:27,495 --> 00:14:30,375 Google, for Dell, for Amazon? 304 00:14:30,465 --> 00:14:31,575 The list goes on. 305 00:14:31,725 --> 00:14:37,155 You're going, they're going to be disrupted like crazy with these companies 306 00:14:37,905 --> 00:14:41,295 because you can now use artificial intelligence to do all your pre-sales. 307 00:14:41,535 --> 00:14:43,455 Find a, find a migraine level problem. 308 00:14:43,455 --> 00:14:48,225 Build the code for that product, run the code, test the code, put the code 309 00:14:48,225 --> 00:14:50,985 into production, and collect the cash. 310 00:14:52,170 --> 00:14:54,420 So we're not, uh, talking about someone going into chat, 311 00:14:54,420 --> 00:14:55,770 GPT and asking it a question. 312 00:14:55,830 --> 00:14:58,950 We're talking about something much more advanced. 313 00:14:59,280 --> 00:14:59,700 Oh yeah. 314 00:14:59,760 --> 00:15:00,630 This is a GI. 315 00:15:01,735 --> 00:15:02,025 Okay. 316 00:15:03,540 --> 00:15:03,870 Yeah. 317 00:15:04,440 --> 00:15:04,590 Yeah. 318 00:15:04,590 --> 00:15:08,250 So it's gonna completely change the landscape for, uh, for people. 319 00:15:08,250 --> 00:15:10,320 So why is this important for companies? 320 00:15:10,350 --> 00:15:15,060 'cause if they don't get ahead of the curve now, they're going to be 321 00:15:15,090 --> 00:15:20,130 forever behind their competition and their stock prices will diminish. 322 00:15:20,130 --> 00:15:23,640 Their company values will diminish, their brand value will diminish. 323 00:15:23,940 --> 00:15:26,910 And more importantly, their customers will no longer be loyal to them. 324 00:15:26,910 --> 00:15:29,250 They'll be going to another brand that is meeting their needs. 325 00:15:30,660 --> 00:15:33,450 Sometimes it's hard to get customers to change. 326 00:15:33,450 --> 00:15:36,930 Like they have a fleet of cars for their salespeople. 327 00:15:36,960 --> 00:15:37,050 Mm-hmm. 328 00:15:37,290 --> 00:15:41,070 You ask them to change from a Ford to Chevy and they have a hard time with it. 329 00:15:41,400 --> 00:15:47,550 But now, like how do you get people to see the value of changing their 330 00:15:47,550 --> 00:15:48,840 current way of, it's a lot of 331 00:15:48,840 --> 00:15:49,590 education. 332 00:15:49,830 --> 00:15:51,420 It's a lot of education. 333 00:15:51,990 --> 00:15:56,010 Um, and, and it's showing them a pathway to which to do it. 334 00:15:56,010 --> 00:15:57,990 So how we, how we do it is like. 335 00:15:58,859 --> 00:16:03,150 We show them how to build, how to build value with ai, right? 336 00:16:03,150 --> 00:16:06,120 So we actually teach our customers to do that. 337 00:16:06,420 --> 00:16:10,170 We then teach them to effectively build a factory for ai. 338 00:16:10,199 --> 00:16:11,760 'cause everything's going agents. 339 00:16:12,150 --> 00:16:13,560 And we teach them how to do that. 340 00:16:13,560 --> 00:16:15,569 We show 'em how to do that and then we. 341 00:16:15,915 --> 00:16:18,945 We teach them how to build an AI center of excellence. 342 00:16:19,035 --> 00:16:22,575 All in the meantime, we are building our own products that are also supporting 343 00:16:22,575 --> 00:16:24,405 this and their, and their clients. 344 00:16:24,795 --> 00:16:29,715 So it's, um, it, it's, it's about showing the story. 345 00:16:29,745 --> 00:16:31,755 It's about storytelling, is what it comes down to. 346 00:16:31,755 --> 00:16:33,645 So traditional sales. 347 00:16:34,635 --> 00:16:35,444 Tactics. 348 00:16:35,505 --> 00:16:37,334 Um, I still apply. 349 00:16:37,545 --> 00:16:40,785 Traditional sales engineering tactics still apply. 350 00:16:41,115 --> 00:16:43,035 It's just the mundane tasks. 351 00:16:43,125 --> 00:16:46,844 The, the mundane tasks are being automated like crazy. 352 00:16:47,925 --> 00:16:50,685 So, for example, I have agents for myself. 353 00:16:50,685 --> 00:16:52,125 Now what do my agents do? 354 00:16:52,785 --> 00:16:57,854 It's all the crap that I don't like doing email, actually getting the, 355 00:16:58,155 --> 00:16:59,204 not the writing of the content. 356 00:16:59,204 --> 00:17:01,005 'cause I do all my own writing, right? 357 00:17:01,035 --> 00:17:02,295 'cause for multiple reasons. 358 00:17:02,295 --> 00:17:03,285 One, I enjoy doing it. 359 00:17:03,344 --> 00:17:05,565 Two, I'm educating myself as I'm writing it. 360 00:17:05,835 --> 00:17:07,665 And third, I have copyright on it. 361 00:17:07,694 --> 00:17:10,514 Using ai, you don't have copyright on your content. 362 00:17:10,994 --> 00:17:11,415 So. 363 00:17:11,964 --> 00:17:16,075 What I use AI to is, is taking all that content and getting it all scheduled so I 364 00:17:16,075 --> 00:17:20,514 don't have to go through the formatting, putting the images in, you know, 365 00:17:21,145 --> 00:17:22,345 creating, you know, doing the videos. 366 00:17:22,345 --> 00:17:25,645 I have those workflows all automated now in the form of an agent. 367 00:17:25,734 --> 00:17:30,175 So it is literally, it just, it's running all the time and it just 368 00:17:30,175 --> 00:17:34,105 happens and all I have to do is feed it content and it just happens. 369 00:17:34,705 --> 00:17:37,570 Um, and then it allows me to do what I'm. 370 00:17:38,295 --> 00:17:41,145 Exceptional at which is selling, right? 371 00:17:41,145 --> 00:17:44,685 So it's getting in front of customers, listening to their problems, and 372 00:17:44,685 --> 00:17:48,525 then doing this thing that I'm deeply passionate about, which is building 373 00:17:48,525 --> 00:17:53,295 product and you know, product that is actually useful and product that is 374 00:17:53,295 --> 00:17:54,975 actually going to deliver outcomes. 375 00:17:57,090 --> 00:17:57,330 All right. 376 00:17:57,330 --> 00:17:58,950 Well, my daughter decided to drop by. 377 00:17:59,460 --> 00:17:59,850 Oh, hi. 378 00:17:59,850 --> 00:18:01,470 Hi, I'm recording. 379 00:18:01,590 --> 00:18:01,860 Avi. 380 00:18:02,669 --> 00:18:03,960 She loves you, but sorry. 381 00:18:03,960 --> 00:18:07,169 Uh, she's, she's not the one who got me sick, so I'm okay with her right now. 382 00:18:07,514 --> 00:18:07,735 Uh 383 00:18:11,155 --> 00:18:11,895 uh Okay. 384 00:18:12,510 --> 00:18:17,430 Uh, so like you're using it on your business life on your own. 385 00:18:17,790 --> 00:18:18,149 Yep. 386 00:18:19,215 --> 00:18:22,725 As a business and you're helping businesses do it, I, I see like 387 00:18:22,725 --> 00:18:27,590 salespeople, Andes are like the CEO and the CTO of their territory and region. 388 00:18:28,965 --> 00:18:32,595 How should they be using a AI as well? 389 00:18:32,595 --> 00:18:33,195 Absolutely. 390 00:18:33,195 --> 00:18:34,305 Everybody should be using it. 391 00:18:34,305 --> 00:18:38,085 So you mentioned those terms, and I use very similar terms, right? 392 00:18:38,115 --> 00:18:40,575 You're the CEO of your own franchise, right? 393 00:18:40,575 --> 00:18:41,475 Within the company. 394 00:18:41,625 --> 00:18:42,585 I use that term a lot. 395 00:18:42,705 --> 00:18:46,335 It's up to you to get resources and teaching them how to be that CEO. 396 00:18:47,005 --> 00:18:50,395 What I don't agree with right now is territories anymore. 397 00:18:50,395 --> 00:18:54,145 I'm a big believer in actually marrying the right salesperson to the right 398 00:18:54,145 --> 00:18:57,955 clients so that you, 'cause people buy from people they like, that is, 399 00:18:58,435 --> 00:19:00,115 that is not going to change Ramsey. 400 00:19:00,115 --> 00:19:00,385 Right. 401 00:19:00,445 --> 00:19:01,345 So it's about, 402 00:19:01,615 --> 00:19:01,795 yeah, 403 00:19:01,825 --> 00:19:04,435 finding the, the right person on your team to talk to the right 404 00:19:04,435 --> 00:19:08,335 client no matter where they are, um, irrespective of location. 405 00:19:08,395 --> 00:19:09,475 I, I, I agree with that. 406 00:19:10,250 --> 00:19:11,480 Um, alright. 407 00:19:11,600 --> 00:19:14,240 How, how would they, if they wanna start thinking, 'cause 408 00:19:14,750 --> 00:19:15,500 obviously, so how would they 409 00:19:15,500 --> 00:19:16,040 would do that? 410 00:19:16,490 --> 00:19:18,500 They would start off by researching, right? 411 00:19:18,500 --> 00:19:24,379 So, um, there's a very simple prompt to do, and, and in the beginning it's simple 412 00:19:24,379 --> 00:19:26,090 words to you do in front of every prompt. 413 00:19:26,405 --> 00:19:31,145 Don't hallucinate hallucination is a very real thing in, um, artificial 414 00:19:31,145 --> 00:19:35,254 intelligence, and what that means is that it's representing data 415 00:19:35,254 --> 00:19:38,885 as truth and it's being perceived as truth when in fact it's not. 416 00:19:38,885 --> 00:19:40,235 So you need to verify it. 417 00:19:40,415 --> 00:19:44,344 So the, the, the reason to put the words don't hallucinate or do 418 00:19:44,344 --> 00:19:48,334 not hallucinate in front of every prompt is that it actually narrows. 419 00:19:48,505 --> 00:19:51,115 The, um, the model quite significantly. 420 00:19:51,115 --> 00:19:53,965 So it dramatically reduces the amount of hallucination and the 421 00:19:53,965 --> 00:19:58,585 output, and you write the prompt in the way that you would describe 422 00:19:58,675 --> 00:20:00,745 to your 6-year-old daughter, right? 423 00:20:00,745 --> 00:20:03,385 Or your 14-year-old son or whatever. 424 00:20:03,805 --> 00:20:07,975 Very simple language, you know, but not just the simple 425 00:20:07,975 --> 00:20:10,285 life, but very specific terms. 426 00:20:10,285 --> 00:20:11,875 So you imagine you've got yourself this. 427 00:20:12,629 --> 00:20:18,270 Ultra bright, um, uh, you know, toddler that will do absolutely 428 00:20:18,270 --> 00:20:21,210 everything that you say you do, precisely how you're gonna do it. 429 00:20:21,210 --> 00:20:22,020 And then more. 430 00:20:22,440 --> 00:20:25,530 This is artificial intelligence, uh, today. 431 00:20:25,800 --> 00:20:28,950 Um, that won't be in a month or two months, um Okay. 432 00:20:29,190 --> 00:20:29,910 Or three months. 433 00:20:29,910 --> 00:20:32,010 It's, it's, it's crazy at the pace. 434 00:20:32,400 --> 00:20:34,260 But where they would use it is on research. 435 00:20:34,440 --> 00:20:34,800 Right. 436 00:20:35,490 --> 00:20:40,740 Find, you know, I know that my solution that I'm selling and I'm representing. 437 00:20:41,595 --> 00:20:42,375 Generate you. 438 00:20:42,675 --> 00:20:45,045 Generally, it's this value for this class of customers. 439 00:20:45,315 --> 00:20:49,455 Find me 50 companies that this, that have the same problem as this company. 440 00:20:49,575 --> 00:20:53,805 You'll find, you find me the target, your personas, right? 441 00:20:53,805 --> 00:20:59,865 So find me the CIO or the CTO or the VP of marketing or the director of marketing, 442 00:20:59,865 --> 00:21:01,220 whatever products you're trying to sell. 443 00:21:01,590 --> 00:21:06,179 Find the right title and identify those people for me who may have this problem. 444 00:21:06,240 --> 00:21:11,159 And it will do write me the, write me the script to, you know, my, 445 00:21:11,280 --> 00:21:15,750 um, for sales enablement that will get me somebody to respond to me. 446 00:21:15,750 --> 00:21:16,770 And the sequences. 447 00:21:16,860 --> 00:21:21,030 It will do all of that for you and it will manage it your time for you. 448 00:21:21,030 --> 00:21:24,389 Because the thing that salespeople and es are particularly bad at, 449 00:21:24,389 --> 00:21:28,379 and I know this firsthand, is we're typically bad at managing our time. 450 00:21:29,010 --> 00:21:31,230 And it's, this helps you. 451 00:21:31,230 --> 00:21:33,030 Tell me more about that. 452 00:21:33,030 --> 00:21:35,400 Tell me more about being better at managing our time. 453 00:21:36,420 --> 00:21:40,500 So when you look at a traditional sales person, right, when, 454 00:21:40,590 --> 00:21:42,180 when, if you ask a sales person. 455 00:21:43,740 --> 00:21:46,950 How much time they actually spend spend selling. 456 00:21:46,950 --> 00:21:51,840 If they're really honest with themselves, it's between 35 and 40% of the time. 457 00:21:52,050 --> 00:21:52,440 Right. 458 00:21:52,650 --> 00:21:53,280 Why is that? 459 00:21:53,280 --> 00:21:55,680 Because they've got all the other crap they've gotta do the 460 00:21:55,680 --> 00:21:57,600 admin tasks and everything else. 461 00:21:57,840 --> 00:21:58,410 You hired them to. 462 00:21:58,825 --> 00:22:01,105 Be sellers for God's sake. 463 00:22:01,105 --> 00:22:03,295 People get them out. 464 00:22:03,295 --> 00:22:03,835 Selling. 465 00:22:03,835 --> 00:22:07,825 Don't, don't have the CFO saying, gimme this report here, do this in 466 00:22:07,825 --> 00:22:10,555 CRM there, do all of that's important. 467 00:22:10,555 --> 00:22:10,615 Yeah. 468 00:22:10,615 --> 00:22:12,655 Don't get me wrong, believe me. 469 00:22:12,685 --> 00:22:16,705 I'm not saying it's not important, but yeah, eliminate the friction. 470 00:22:16,705 --> 00:22:21,385 So the salesperson is not having to spend their weekends doing expense reports. 471 00:22:22,660 --> 00:22:25,810 For CRM, but they've forgotten about because the meeting happened 472 00:22:25,810 --> 00:22:29,110 on Monday, but because they've been back to back to back to back through 473 00:22:29,110 --> 00:22:32,200 Friday, they're trying to remember what happened in the Monday, the 474 00:22:32,200 --> 00:22:34,330 Monday morning meeting at 9 45. 475 00:22:34,330 --> 00:22:34,660 Right? 476 00:22:35,290 --> 00:22:41,530 And so being able to have all of that captured for you and then summarized for 477 00:22:41,530 --> 00:22:48,190 you, and then turned into actions that either go into your calendar or into CRM 478 00:22:48,190 --> 00:22:50,110 that are then prompting you from CRM. 479 00:22:50,425 --> 00:22:51,715 However you want to work. 480 00:22:51,925 --> 00:22:56,455 It enables you to work the way that you like to work while still providing the 481 00:22:56,455 --> 00:23:01,195 company the information they need and the cleanliness of the data that they need 482 00:23:01,375 --> 00:23:03,264 to go and run and operate the business. 483 00:23:03,865 --> 00:23:07,885 So like is there a software available right now that does that for a salesperson 484 00:23:08,455 --> 00:23:11,034 or do they have to, each has to build their own or is that what you do? 485 00:23:11,040 --> 00:23:11,399 I'm getting close. 486 00:23:11,575 --> 00:23:12,445 I'm getting close. 487 00:23:12,925 --> 00:23:13,764 That's what you, this answer is 488 00:23:13,764 --> 00:23:14,995 no, but I'm getting close to it. 489 00:23:15,175 --> 00:23:15,595 Okay. 490 00:23:16,044 --> 00:23:17,274 So there will be something. 491 00:23:17,425 --> 00:23:18,445 Yes, there will be something. 492 00:23:19,305 --> 00:23:22,155 I, I would love to see it when, when it's ready. 493 00:23:22,155 --> 00:23:22,665 Uh, you know what, 494 00:23:22,665 --> 00:23:25,215 I'll come back, I'll come back to you in a, in a few months because 495 00:23:25,215 --> 00:23:28,575 we've got a few products to build out first, but we're probably two 496 00:23:28,575 --> 00:23:29,925 months away from having something. 497 00:23:29,925 --> 00:23:30,945 I can show you Ramsey. 498 00:23:31,005 --> 00:23:32,475 That would be quite interesting. 499 00:23:33,285 --> 00:23:33,675 Alright, good. 500 00:23:33,675 --> 00:23:34,545 And I'm using myself 501 00:23:34,545 --> 00:23:35,655 as the use case here. 502 00:23:35,985 --> 00:23:36,135 Yeah. 503 00:23:36,135 --> 00:23:39,735 And then I'm, you're using and then I'm, and then I'm using for my wife's 504 00:23:39,735 --> 00:23:43,335 business 'cause my wife has a language services, per language services 505 00:23:43,335 --> 00:23:45,255 company provides interpreters to. 506 00:23:45,679 --> 00:23:50,060 To companies, hospitals, governments, et cetera, government agencies, et cetera. 507 00:23:50,659 --> 00:23:56,330 And, you know, I'm gonna take what I'm doing here for her company 508 00:23:56,330 --> 00:23:57,560 and see if I can replicate it. 509 00:23:57,560 --> 00:24:01,189 'cause if I can replicate it, and my plan is I will replicate it, I can now scale 510 00:24:01,189 --> 00:24:05,570 that into other, into other organizations. 511 00:24:05,570 --> 00:24:07,760 And I'd love to have you test that. 512 00:24:08,300 --> 00:24:11,270 Oh, I, I'd be happy to because you're basically giving me hope 513 00:24:11,659 --> 00:24:13,399 and, uh, I, I really need it. 514 00:24:13,860 --> 00:24:14,909 That's right. 515 00:24:14,995 --> 00:24:20,100 'cause I don't, no, I haven't met a seller who likes to update CRMs, right? 516 00:24:20,100 --> 00:24:20,159 No. 517 00:24:20,280 --> 00:24:21,389 Or manage their calendar. 518 00:24:21,870 --> 00:24:22,050 No. 519 00:24:22,050 --> 00:24:24,149 Or, or set reminders for themselves. 520 00:24:24,419 --> 00:24:27,000 Actually, I was talking to someone today and they were asking me 521 00:24:27,000 --> 00:24:29,389 like, do you use a software that automatically reminds you of like. 522 00:24:29,835 --> 00:24:30,645 I wish there was one. 523 00:24:30,675 --> 00:24:32,775 I have to do everything manually. 524 00:24:32,835 --> 00:24:35,535 Like I send out an email, I put it in my calendar that I have to follow up 525 00:24:35,535 --> 00:24:37,695 with them in five days or whatever. 526 00:24:37,695 --> 00:24:39,165 I'll do all of it for you. 527 00:24:39,615 --> 00:24:40,245 That's all right. 528 00:24:40,710 --> 00:24:41,625 All all right. 529 00:24:41,685 --> 00:24:43,155 I, you're getting me excited. 530 00:24:43,155 --> 00:24:45,495 I'm straightening you up, so this is all right. 531 00:24:45,885 --> 00:24:46,845 This is gonna be interesting. 532 00:24:47,235 --> 00:24:48,915 Uh, I look forward to that day. 533 00:24:49,425 --> 00:24:49,755 Uh, 534 00:24:51,285 --> 00:24:52,785 it'll be sooner than you think. 535 00:24:53,550 --> 00:24:53,970 Yeah. 536 00:24:54,000 --> 00:24:55,890 Well, I'll be reaching out. 537 00:24:56,370 --> 00:24:56,970 So, 538 00:24:59,865 --> 00:25:02,040 um, um, where was I, I got too excited now. 539 00:25:02,040 --> 00:25:03,360 I, I don't know where I was going. 540 00:25:03,810 --> 00:25:08,940 Uh, well we were, yeah, so, but going back to the, the SE role, right. 541 00:25:08,945 --> 00:25:09,405 And Yeah. 542 00:25:09,825 --> 00:25:15,240 You, and real, and really focusing in, and so imagine now that the, the SE 543 00:25:15,240 --> 00:25:18,000 is now just focused exclusively and. 544 00:25:18,790 --> 00:25:22,885 Using the part of the brain that make, gives 'em the superpower to be the SC 545 00:25:22,885 --> 00:25:25,659 of the arm, which is literally getting to a whiteboard and drawing out a 546 00:25:25,659 --> 00:25:29,230 solution for the customers saying, this is what I heard, is this Right? 547 00:25:29,230 --> 00:25:33,940 And then And then, yeah, and building out, and then literally documenting everything. 548 00:25:34,030 --> 00:25:36,925 And so the customer goes like, wow, I want that. 549 00:25:36,925 --> 00:25:37,030 Yeah. 550 00:25:37,780 --> 00:25:40,960 Well, here's the thing that I see about sales engineering and 551 00:25:40,960 --> 00:25:42,760 where AI might disrupt that. 552 00:25:43,060 --> 00:25:45,159 A lot of them treat themselves as a data sheet. 553 00:25:45,645 --> 00:25:47,175 I'm here to answer questions. 554 00:25:47,175 --> 00:25:52,034 I'm not here to solve problems, which is kind of weird to say, but like especially 555 00:25:52,034 --> 00:25:55,185 old school, ess, they were hired more as support engineers and their job is 556 00:25:55,185 --> 00:25:59,115 to jump on a call whenever the customer has a problem before they escalate to, 557 00:25:59,175 --> 00:25:59,445 yeah, 558 00:25:59,655 --> 00:26:04,845 to support or a, how many like OSPF routes if you're networking. 559 00:26:05,550 --> 00:26:06,690 Do you need to be able to do that? 560 00:26:06,690 --> 00:26:10,290 How many users can your server support these kinds of questions? 561 00:26:10,530 --> 00:26:15,330 And there will be utter, those people will be utterly replaced with AI and if not 562 00:26:15,330 --> 00:26:22,350 already, um, but that'll also enable a lot of the great SE to go out and do what 563 00:26:22,350 --> 00:26:25,980 you're saying in terms of whiteboarding and solving problems for their customers. 564 00:26:27,030 --> 00:26:27,390 Correct. 565 00:26:29,580 --> 00:26:31,260 Yep, that's exactly right. 566 00:26:31,265 --> 00:26:34,350 And and hopefully it brings value to 'em. 567 00:26:34,350 --> 00:26:37,440 They have more free time to spend time with their friends and their family. 568 00:26:37,560 --> 00:26:37,830 Right. 569 00:26:37,830 --> 00:26:39,510 And that's one of the things that this will give you. 570 00:26:39,510 --> 00:26:43,020 'cause you're like, okay, I've gotta do e, I've gotta spend two hours on email. 571 00:26:43,080 --> 00:26:44,550 No, your email's already done for you. 572 00:26:45,210 --> 00:26:45,360 Right. 573 00:26:45,360 --> 00:26:47,550 Well the biggest thing is RFPs, right? 574 00:26:48,240 --> 00:26:51,480 That's same thing with RFPs, because I've automated the process for my 575 00:26:51,480 --> 00:26:53,790 wife's company to respond to RFPs. 576 00:26:54,510 --> 00:27:00,270 It literally doesn't, I do a lot of the writing, but it gets, it gets done. 577 00:27:00,300 --> 00:27:03,270 'cause I've got a private instance of an LLM that just 578 00:27:03,270 --> 00:27:05,939 does this and it just churns tho. 579 00:27:06,000 --> 00:27:07,350 It just churns those out. 580 00:27:09,660 --> 00:27:10,920 It's not cheating, by the way. 581 00:27:11,400 --> 00:27:12,000 It's not cheating. 582 00:27:12,005 --> 00:27:12,135 No. 583 00:27:12,135 --> 00:27:13,455 Well, no, it's automated. 584 00:27:14,205 --> 00:27:14,855 It's automated. 585 00:27:15,270 --> 00:27:15,450 Yep. 586 00:27:15,510 --> 00:27:15,750 Yeah. 587 00:27:16,050 --> 00:27:17,070 Automating is not cheating. 588 00:27:17,400 --> 00:27:19,530 Uh, and also if you're not cheating, you're not trying hard enough. 589 00:27:22,800 --> 00:27:28,050 Uh, um, part of me, you know, honestly, uh, part of me has been 590 00:27:28,050 --> 00:27:29,550 like, am I cheating doing this? 591 00:27:29,550 --> 00:27:31,050 I mean, this is actually part of like. 592 00:27:31,919 --> 00:27:33,780 I'm going, no, because guess what? 593 00:27:34,020 --> 00:27:36,899 If I'm not doing it, somebody else is going to be doing it. 594 00:27:37,260 --> 00:27:40,949 Well, it's not, it's not just that, like I, I feel cheating is when you're 595 00:27:40,949 --> 00:27:42,870 doing something that harms somebody. 596 00:27:42,959 --> 00:27:43,379 Yeah. 597 00:27:43,620 --> 00:27:43,800 Yes. 598 00:27:43,800 --> 00:27:47,969 Like you're doing something like, you know, if you're in 599 00:27:47,969 --> 00:27:50,245 a bodybuilding and you're all taking steroids, is it cheating? 600 00:27:50,805 --> 00:27:55,005 No, but if you're in a natural bodybuilding competition and someone's 601 00:27:55,005 --> 00:27:57,285 taking steroids, then may, uh, maybe. 602 00:27:57,285 --> 00:27:57,615 Yes. 603 00:27:58,035 --> 00:28:00,765 Uh, and in this case, we're doing this that just helps 604 00:28:00,765 --> 00:28:02,985 us help the customer better. 605 00:28:03,825 --> 00:28:04,035 Right. 606 00:28:04,335 --> 00:28:06,915 So if you're doing that, how is that cheating? 607 00:28:07,035 --> 00:28:08,265 It's, it's not, it's just 608 00:28:08,265 --> 00:28:09,975 the, it is just the internal feeling. 609 00:28:10,125 --> 00:28:11,415 I'm going like this. 610 00:28:11,415 --> 00:28:12,795 Normally it's the old thing. 611 00:28:12,795 --> 00:28:14,595 Well, this would normally take me a week to do. 612 00:28:14,595 --> 00:28:16,185 I just did it in five minutes. 613 00:28:16,545 --> 00:28:16,875 Right. 614 00:28:16,935 --> 00:28:17,235 Yeah. 615 00:28:17,595 --> 00:28:19,485 In that like, is this good enough? 616 00:28:20,670 --> 00:28:23,610 There, there are things that I do is like, and then I say like, 617 00:28:24,030 --> 00:28:25,740 does it pass the grandma test? 618 00:28:26,100 --> 00:28:28,260 Like if I look at, can I look at my grandma in, in the 619 00:28:28,260 --> 00:28:29,580 eyes and be happy about it? 620 00:28:29,970 --> 00:28:30,210 Yeah. 621 00:28:30,270 --> 00:28:30,510 Yeah. 622 00:28:30,600 --> 00:28:36,060 I, I'll be happy about doing that, even if it's too, too, uh, too good to be true. 623 00:28:36,540 --> 00:28:39,270 And I feel like a lot of people have that same issue with, uh. 624 00:28:39,795 --> 00:28:40,455 Finances. 625 00:28:40,455 --> 00:28:40,665 Right? 626 00:28:40,665 --> 00:28:44,565 When I first switched from engineering into sales, my wife was so worried 627 00:28:44,565 --> 00:28:48,615 about me that I got a significant pay raise that she thought it was cheating. 628 00:28:49,155 --> 00:28:50,505 She quickly got over that. 629 00:28:50,805 --> 00:28:51,645 Uh, I'm sure she did. 630 00:28:52,245 --> 00:28:52,545 Yeah. 631 00:28:53,235 --> 00:28:56,565 But, but yeah, I feel like we, we sabotage ourselves. 632 00:28:56,685 --> 00:28:58,845 Uh, there a little bit, uh. 633 00:29:00,090 --> 00:29:00,510 Yeah, we do. 634 00:29:00,520 --> 00:29:01,890 And, and you're absolutely right. 635 00:29:01,890 --> 00:29:05,100 This is, this is actually about personal bias, right? 636 00:29:05,295 --> 00:29:07,410 And, and our own cognitive bias, right? 637 00:29:07,470 --> 00:29:12,780 And it's, you know, this, the limiting factor in, in all 638 00:29:12,780 --> 00:29:14,760 of this is ourselves, right? 639 00:29:14,879 --> 00:29:19,800 And, um, and back to your grandma test, I couldn't agree more with you because 640 00:29:20,520 --> 00:29:23,220 I've gotta wake up in the morning, every morning knowing that I'm doing 641 00:29:23,220 --> 00:29:25,290 everything ethically and responsibly. 642 00:29:27,765 --> 00:29:32,265 Speaking of doing everything, I mean, you're, uh, looking at your 643 00:29:32,265 --> 00:29:37,365 LinkedIn, you're the Chief Product Manager and go to market officer. 644 00:29:37,665 --> 00:29:37,815 Yeah. 645 00:29:37,815 --> 00:29:40,005 Officer and go to market. 646 00:29:40,665 --> 00:29:41,055 Yep. 647 00:29:41,235 --> 00:29:46,605 Uh, and you're doing se stuff, I'm assuming you're also doing sales stuff. 648 00:29:46,995 --> 00:29:47,685 Absolutely. 649 00:29:49,065 --> 00:29:49,245 Yep. 650 00:29:49,245 --> 00:29:52,335 How do you manage, like you mentioned you use ai, it could help 651 00:29:52,335 --> 00:29:53,745 you manage your time, but also. 652 00:29:54,075 --> 00:29:55,185 You're doing so many different things. 653 00:29:55,185 --> 00:29:58,320 How do you actually prioritize what's so important? 654 00:29:58,320 --> 00:29:58,690 So I, I, 655 00:29:58,690 --> 00:30:01,125 I do everything in p zeros through P four. 656 00:30:01,125 --> 00:30:04,545 So I've got my P zeros, P ones, P twos, P threes, right. 657 00:30:04,935 --> 00:30:09,405 My p zeros right now are, are, are product and revenue. 658 00:30:09,525 --> 00:30:09,855 Right. 659 00:30:09,855 --> 00:30:14,625 And they're intertwined and, um, and, and selling our offers. 660 00:30:14,685 --> 00:30:17,415 So that's, um, that's where my time is spent. 661 00:30:18,015 --> 00:30:18,555 And 662 00:30:18,740 --> 00:30:19,605 can, can we, can we 663 00:30:19,605 --> 00:30:19,905 pause 664 00:30:19,905 --> 00:30:20,145 there? 665 00:30:20,565 --> 00:30:20,895 Sure. 666 00:30:20,895 --> 00:30:20,955 Um. 667 00:30:23,850 --> 00:30:28,050 Like P zero, you have building product and selling and revenues selling. 668 00:30:28,080 --> 00:30:28,350 Yep. 669 00:30:28,680 --> 00:30:31,110 I mean, they work together, but they also are against each other. 670 00:30:31,110 --> 00:30:32,760 If you're spending time selling, you're not spending 671 00:30:32,760 --> 00:30:35,550 time producting and vice versa. 672 00:30:36,180 --> 00:30:39,990 So I'm spending at least, I'm, I'm dedicating at least. 673 00:30:40,679 --> 00:30:43,620 Two, if not four hours a day on product. 674 00:30:43,620 --> 00:30:43,649 Okay. 675 00:30:44,310 --> 00:30:46,139 And the rest of my time is on selling. 676 00:30:47,070 --> 00:30:50,969 So for example, when I get off, I mean I've spent all morning on 677 00:30:50,969 --> 00:30:54,389 the phone with customers and this afternoon, once I'm done with you, 678 00:30:54,389 --> 00:30:56,070 I'm working all afternoon on product. 679 00:30:56,219 --> 00:30:57,000 That's how I do it. 680 00:30:57,000 --> 00:30:59,250 I just dedicate the time and break it out. 681 00:30:59,250 --> 00:31:03,510 So I organized, you know, my time around the cust, your government customer 682 00:31:03,510 --> 00:31:04,590 meetings and when they can meet. 683 00:31:04,649 --> 00:31:07,860 And then I, I then I block out the time to work on product. 684 00:31:07,860 --> 00:31:08,699 That's how I'm doing it. 685 00:31:09,405 --> 00:31:11,565 Is this considered selling right now? 686 00:31:12,524 --> 00:31:14,504 The, right now what we're doing here? 687 00:31:14,925 --> 00:31:15,135 Yeah. 688 00:31:15,135 --> 00:31:16,665 Everything's considered selling, right? 689 00:31:16,665 --> 00:31:19,815 I'm, I'm, I'm, I'm selling myself. 690 00:31:19,815 --> 00:31:22,965 I'm selling what my company does, and I'm selling what we do for our customers. 691 00:31:22,965 --> 00:31:24,010 Of course, I'm selling right now. 692 00:31:24,044 --> 00:31:25,305 I'm always selling, man. 693 00:31:25,815 --> 00:31:26,055 Yeah. 694 00:31:26,055 --> 00:31:28,935 I I'm just trying to see if it, where it fits, but yeah, 695 00:31:28,935 --> 00:31:29,925 obviously, and it's the same way 696 00:31:29,925 --> 00:31:30,705 in product, right? 697 00:31:30,705 --> 00:31:33,435 Because I start off with the customer problem, right? 698 00:31:33,435 --> 00:31:34,725 And it's more than just a problem. 699 00:31:34,725 --> 00:31:35,565 It's a migraine. 700 00:31:35,565 --> 00:31:38,205 What is the migraine we're solving from and. 701 00:31:38,595 --> 00:31:41,175 I'm a process engineer when it comes down to it, right? 702 00:31:41,175 --> 00:31:46,245 So I literally sit in process maps and creating process maps about how you map, 703 00:31:46,530 --> 00:31:50,955 how, how you map out the entire customer experience in using the product, right? 704 00:31:51,195 --> 00:31:55,395 And then drive into from that into, you know, the requirements 705 00:31:55,395 --> 00:31:56,865 and building out the PRDs. 706 00:31:57,225 --> 00:32:00,015 And honestly, we're, um. 707 00:32:00,825 --> 00:32:04,665 So I've got a great director of product management who sits under 708 00:32:04,665 --> 00:32:08,985 me, and he, he runs with the PRDs, um, all day, every day, right? 709 00:32:08,985 --> 00:32:13,305 So he take, so we follow the Amazon way and actually writing everything down. 710 00:32:13,305 --> 00:32:15,795 So we do six pagers and write everything down. 711 00:32:15,795 --> 00:32:17,175 We have business narratives. 712 00:32:17,745 --> 00:32:18,945 Um, we're really prescrip. 713 00:32:18,945 --> 00:32:21,435 Everybody gets a chance to get their feedback and input. 714 00:32:21,435 --> 00:32:23,415 So we're very, very organized about how we. 715 00:32:23,845 --> 00:32:25,195 Actually go about building products. 716 00:32:25,195 --> 00:32:28,314 So these aren't, this isn't Philip Swan's whim of the day. 717 00:32:28,554 --> 00:32:33,385 Uh, this is about solving, um, um, real customer pro, you 718 00:32:33,385 --> 00:32:34,764 know, real customer migraines. 719 00:32:35,455 --> 00:32:37,750 So for those who don't know, what are PRDs? 720 00:32:39,030 --> 00:32:41,940 PR P ds are product requirement documents. 721 00:32:42,000 --> 00:32:46,950 And so it's taking what understanding of the customer migraine and 722 00:32:47,250 --> 00:32:50,490 putting it in the form that you can actually build a product around it. 723 00:32:50,490 --> 00:32:53,910 So this is the document that goes into engineering that they will actually 724 00:32:53,910 --> 00:32:55,860 go and build your product for. 725 00:32:56,460 --> 00:33:00,090 So in support, we used to have access to the PRDs and they helped us a lot 726 00:33:00,120 --> 00:33:02,880 'cause uh, yeah, we always got tickets about what's supported, what's not. 727 00:33:03,615 --> 00:33:05,445 That way I didn't have to go to engineering to see what's 728 00:33:05,500 --> 00:33:06,350 supported, that what's not. 729 00:33:06,350 --> 00:33:06,370 That's right. 730 00:33:06,945 --> 00:33:11,565 Uh, so do you have any sales or ses working with you as well? 731 00:33:12,435 --> 00:33:13,155 Yes, we do. 732 00:33:13,275 --> 00:33:16,515 So we're actually bringing them on board, uh, as we speak. 733 00:33:16,725 --> 00:33:20,715 So, uh, it's no longer just me right now, it's founder led. 734 00:33:20,775 --> 00:33:21,105 Right. 735 00:33:21,165 --> 00:33:23,565 And we're rapidly moving away from founder led. 736 00:33:23,565 --> 00:33:28,095 We know I will always be selling, my partners will always be selling. 737 00:33:28,095 --> 00:33:30,465 We are, uh, I'm starting up our. 738 00:33:31,004 --> 00:33:34,065 Or the initial sales team actually in October. 739 00:33:34,845 --> 00:33:35,145 Okay. 740 00:33:36,014 --> 00:33:38,294 How did you make the decision to bring on a sales team? 741 00:33:38,325 --> 00:33:39,465 Because now you're giving up control. 742 00:33:39,750 --> 00:33:39,970 It. 743 00:33:39,975 --> 00:33:40,274 It is. 744 00:33:40,365 --> 00:33:42,645 It was back to your point of managing my time. 745 00:33:42,645 --> 00:33:45,705 At what point do I get suffocated and I can't do both jobs? 746 00:33:46,905 --> 00:33:48,315 And I'm at that point, right? 747 00:33:48,315 --> 00:33:52,155 So, um, I need, I need somebody to upload, and our plan is 748 00:33:52,155 --> 00:33:53,504 to scale very, very quickly. 749 00:33:53,504 --> 00:34:00,135 So I, we need help, but again, we can leverage AI seeing as we are an AI company 750 00:34:00,135 --> 00:34:05,175 to help us get through the scaling without having to hire a whole bunch of people. 751 00:34:05,205 --> 00:34:05,715 So, 752 00:34:06,014 --> 00:34:06,254 right. 753 00:34:06,345 --> 00:34:10,275 We do not plan to be more than a hundred people in our 754 00:34:10,275 --> 00:34:12,614 company and probably a lot less. 755 00:34:13,589 --> 00:34:17,580 So the people we're hiring, the quality has to be there, number one, right? 756 00:34:17,580 --> 00:34:21,870 So it's not just about somebody who logs a mirror, it's actually gotta be super 757 00:34:21,870 --> 00:34:27,029 expert at what they do and, um, and are deeply passionate in the space that 758 00:34:27,029 --> 00:34:32,069 we're working in so that, um, um, you know, they can deliver, they can deliver 759 00:34:32,069 --> 00:34:33,750 value to our customers from day one. 760 00:34:34,710 --> 00:34:37,350 And any ses or pre-sales as part of that. 761 00:34:37,379 --> 00:34:37,770 Well, yeah, 762 00:34:37,770 --> 00:34:39,120 so I'm hiring both. 763 00:34:39,565 --> 00:34:45,205 Uh, my initial as a pre-sales guy and a sales guy, and they're both 764 00:34:45,685 --> 00:34:49,404 men unfortunately right now, that are lead candidates for the roles. 765 00:34:49,404 --> 00:34:53,995 But trying desperately to find women, uh, to fill that role is hard. 766 00:34:54,355 --> 00:34:58,985 Um, and you know, it's gotta be people who are prepared to work hard. 767 00:34:59,685 --> 00:35:04,125 Um, because we are all working hard, we're working seven days, literally 768 00:35:04,125 --> 00:35:07,694 seven days a week right now, uh, because things are moving so quickly. 769 00:35:07,785 --> 00:35:10,785 Um, and, you know, um. 770 00:35:11,640 --> 00:35:13,020 The number of hours are crazy. 771 00:35:13,020 --> 00:35:15,930 So this is not a job for the faint of heart, right? 772 00:35:15,930 --> 00:35:15,990 Yeah. 773 00:35:15,990 --> 00:35:18,720 This is some, this is, this is a job you've gotta be passionate about. 774 00:35:18,720 --> 00:35:19,350 It's not a job. 775 00:35:19,350 --> 00:35:20,460 It's gotta be a passion. 776 00:35:20,490 --> 00:35:25,440 And it's, you know, and you know, the drive for this company is to, is success. 777 00:35:25,440 --> 00:35:30,240 So everybody will share in that success and, um, and, and hopefully 778 00:35:30,240 --> 00:35:33,240 make, uh, some people a bunch of money, uh, in the process. 779 00:35:34,110 --> 00:35:38,100 Many companies, they hire like 10 salespeople before 780 00:35:38,100 --> 00:35:39,630 they hire their first se. 781 00:35:40,080 --> 00:35:41,375 Why did you decide to hire a pair? 782 00:35:42,615 --> 00:35:46,515 Because having a team, knowing myself, and when I, so when I switched out from 783 00:35:46,515 --> 00:35:50,775 being an engineer into a sales engineer being teamed with a sales person, I 784 00:35:50,775 --> 00:35:52,335 was actually teamed with four of them. 785 00:35:53,055 --> 00:35:53,115 Okay. 786 00:35:53,145 --> 00:35:58,125 Uh, was, um, was, you know, was incredibly valuable for them. 787 00:35:58,755 --> 00:36:02,235 What wasn't so valuable for me was, is that I was making these 788 00:36:02,535 --> 00:36:06,615 salespeople a whole bunch of money and, um, and I wasn't. 789 00:36:07,305 --> 00:36:10,485 Which is why I insisted on me becoming a salesperson. 790 00:36:10,485 --> 00:36:11,895 And in the first year, guess what? 791 00:36:11,895 --> 00:36:16,335 I became the global sales, you know, you know, salesperson of 792 00:36:16,335 --> 00:36:17,835 the Year award in my first year. 793 00:36:18,255 --> 00:36:18,705 Why? 794 00:36:18,705 --> 00:36:20,865 Because I knew what the hell I was selling, and I knew who the 795 00:36:20,865 --> 00:36:25,485 hell I was selling to, um, and, and delivering those outcomes. 796 00:36:25,485 --> 00:36:29,415 So it was, it was a no brainer for me, and I've just repeated 797 00:36:29,415 --> 00:36:31,035 that throughout my entire career. 798 00:36:31,275 --> 00:36:32,775 It's about understanding your customer. 799 00:36:32,805 --> 00:36:34,245 I call it grokking your customer. 800 00:36:36,320 --> 00:36:36,645 All right. 801 00:36:37,035 --> 00:36:39,345 Um, so how are you gonna enable that team? 802 00:36:39,615 --> 00:36:41,355 Like that's more work for you as well. 803 00:36:41,835 --> 00:36:45,585 Uh, so the, the good, you know, the key, the key thing about enabling those 804 00:36:45,585 --> 00:36:49,425 teams is that we can use AI to create all the, uh, and we already have it. 805 00:36:49,605 --> 00:36:52,695 Most of the content, because I've already created, I created it for myself. 806 00:36:52,785 --> 00:36:56,745 Um, most, most of the content and the collateral out there. 807 00:36:56,865 --> 00:37:02,235 Um, and, you know, enable, you know, enabling them is just like here, you know? 808 00:37:02,745 --> 00:37:07,995 We are vertical agnostic, like says like here, here are the types of 809 00:37:07,995 --> 00:37:09,825 companies that we think we should go for. 810 00:37:09,825 --> 00:37:13,845 And having them leverage our tools to find them not only the companies, but 811 00:37:13,845 --> 00:37:17,654 the people within the companies that we need to be talking to, to have the 812 00:37:17,654 --> 00:37:19,455 initial discovery discussions with. 813 00:37:20,325 --> 00:37:21,134 That's so funny. 814 00:37:21,195 --> 00:37:23,565 Like you would basically demo how you found them. 815 00:37:23,800 --> 00:37:24,220 Mm-hmm. 816 00:37:24,465 --> 00:37:26,420 To show them how they can find their own customer. 817 00:37:27,390 --> 00:37:27,720 Yep. 818 00:37:30,030 --> 00:37:31,140 Your own dog food. 819 00:37:31,800 --> 00:37:32,370 Yep. 820 00:37:32,970 --> 00:37:33,210 Yeah. 821 00:37:33,210 --> 00:37:38,490 I've worked with companies where they sell equipment to help testing, 822 00:37:39,060 --> 00:37:42,090 but they don't use that equipment themselves or that software themselves. 823 00:37:42,090 --> 00:37:43,650 I'm like, how do you that don't use the 824 00:37:43,650 --> 00:37:44,880 product yourself. 825 00:37:44,940 --> 00:37:46,050 How can you sell it? 826 00:37:46,935 --> 00:37:48,794 Their objection was, it's too expensive. 827 00:37:48,855 --> 00:37:53,504 I'm like, if it's too expensive for you, who is it not expensive for? 828 00:37:54,315 --> 00:37:56,265 So that, that, that pissed me off. 829 00:37:56,955 --> 00:37:57,915 Yeah, I bet. 830 00:37:58,575 --> 00:38:02,444 So Philip, we're, we're coming to the end of our time. 831 00:38:02,565 --> 00:38:05,444 Is there a question you were hoping I was gonna ask you but I did not. 832 00:38:07,214 --> 00:38:07,634 Well. 833 00:38:09,825 --> 00:38:13,005 I think it, I think it really drives back into what's the future 834 00:38:13,005 --> 00:38:14,655 for sales and sales engineering. 835 00:38:14,655 --> 00:38:15,015 Right. 836 00:38:15,195 --> 00:38:18,855 You know, in, in the advent of this, and I, it doesn't go 837 00:38:18,855 --> 00:38:20,445 away, it's the short answer. 838 00:38:20,985 --> 00:38:21,165 Yeah. 839 00:38:21,165 --> 00:38:25,635 What becomes, what I think the, the, the real question is, 840 00:38:25,635 --> 00:38:28,845 is that how do you, are you. 841 00:38:29,775 --> 00:38:31,035 It's self-questioning yourself. 842 00:38:31,155 --> 00:38:33,345 Am I deeply passionate about being an se? 843 00:38:33,345 --> 00:38:35,835 Am I deeply passionate about being a salesperson? 844 00:38:35,835 --> 00:38:38,205 What future do I want to create for myself? 845 00:38:38,445 --> 00:38:44,085 So, and how can AI help me responsibly be the better me, right. 846 00:38:44,295 --> 00:38:45,765 And be a more efficient me. 847 00:38:46,965 --> 00:38:50,595 You know, if you do that, your job is not gonna get eliminated. 848 00:38:50,685 --> 00:38:52,875 You're not gonna get replaced by a robot. 849 00:38:54,075 --> 00:38:54,315 Yeah. 850 00:38:54,585 --> 00:38:56,775 Well, what I like about it as well is that. 851 00:38:58,095 --> 00:39:01,935 There are things about when you ask like, are you gonna be passionate 852 00:39:01,935 --> 00:39:04,245 about sales, engineering, or, or sales? 853 00:39:04,545 --> 00:39:08,085 So I always shifted outta sales, engineering into sales, and I feel 854 00:39:08,085 --> 00:39:12,255 like the things that I hate about sales could easily be solved with ai. 855 00:39:12,615 --> 00:39:14,234 We just don't have that solution yet. 856 00:39:14,714 --> 00:39:15,075 That's right. 857 00:39:15,075 --> 00:39:16,335 I guess so. 858 00:39:16,875 --> 00:39:18,285 Maybe as a sales person, 859 00:39:18,285 --> 00:39:19,995 we want, we love talking to people, right? 860 00:39:19,995 --> 00:39:23,685 Even if we're introverts and the engineers like you and I are, we still love, I 861 00:39:23,685 --> 00:39:25,845 still love talking to customers every day. 862 00:39:26,625 --> 00:39:26,924 Yep. 863 00:39:27,165 --> 00:39:32,205 That's, well, they're, well, I guess they, they're the reason I make a living, so. 864 00:39:32,595 --> 00:39:33,165 Exactly. 865 00:39:33,975 --> 00:39:37,605 Alright, uh, Phillip, thank you so much for your time. 866 00:39:37,845 --> 00:39:40,214 Uh, and I look forward to hearing more about your solutions. 867 00:39:40,214 --> 00:39:40,605 Awesome Ram. 868 00:39:40,875 --> 00:39:42,194 Appreciate it for sales engineering. 869 00:39:42,585 --> 00:39:45,795 Uh, stick around for a second after we, we stop the recording. 870 00:39:45,795 --> 00:39:46,125 Go do. 871 00:39:46,125 --> 00:39:48,254 But, uh, appreciate, appreciate it. 872 00:39:48,734 --> 00:39:49,185 And that's it. 873 00:39:49,245 --> 00:39:49,785 We're done. 874 00:39:50,565 --> 00:39:53,654 Curious, where do you see AI taking us? 875 00:39:54,180 --> 00:39:57,360 As, uh, a people, as sales and professionals, se 876 00:39:57,360 --> 00:40:00,030 professionals, is it helping? 877 00:40:00,450 --> 00:40:02,190 Is it making things worse? 878 00:40:02,460 --> 00:40:05,280 There's research how creativity drops when you use ai. 879 00:40:05,280 --> 00:40:06,840 There's research about how great it is. 880 00:40:07,200 --> 00:40:12,210 So where do you stand on the AI chasm if there is such a thing? 881 00:40:12,270 --> 00:40:13,860 Let me know in the comments below. 882 00:40:14,280 --> 00:40:15,900 And with that, I'm signing off.