SPEAKER_01
0:37
All
right.
Well,
let's
get
into
it.
I
mean,
speaking
a
little
bit
uh,
you
know,
about,
you
know,
resources
and
and
you
know,
the
content
and,
you
know,
the
last
big
thing
before
I
took
this
trip
is
uh
conducted
a
series
of
interviews
for
the
sister
site
to
everything
is
logistics
called
Cargo
Rex.
And
so
basically
a
directory
building
the
Google
search
of
logistics
over
on
that
site,
and
um
wanted
to
start
taking
an
editorial
approach
to
content
and
making
resources
and
guides
for
folks
who
are
visiting
the
site
because
for
a
lot
of
folks,
they
don't
they
don't
know
what
to
look
for,
they
don't
know
what
to
search
for.
And
so
our
content
is
really
starting
to
get
off
the
ground
over
there
on
focusing
on
the
problems
that
are
existing
in
the
industry
and
who's
trying
to
solve
some
of
those
problems.
Um,
and
that's
where
we
came
up
with
the
AI
use
cases
guide.
And
it's
essentially,
you
know,
I
think
you
probably
hear
this
a
lot
too,
where
you're
you
hear
the
phrase
AI,
and
most
folks
don't
even
know
what
they're
referring
to
when
they
talk
about
AI.
Are
you
talking
about
a
large
language
model?
Are
you
talking
about
a
boring
process?
Are
you
talking
about
uh,
you
know,
smart
filtering,
like
uh,
you
know,
even
God,
uh
spell
check
for
God's
sakes,
is
you
know,
could
be
considered
AI.
And
so
with
that
phrase,
it
comes
with
a
lot
of
connotation.
It
comes
with,
you
know,
some
fear
around
that
word,
but
then
it
also
comes
with
a
lot
of
opportunity
around
that
word.
And
and
so
from
my
lens
of
what
I
wanted
to
find
out
is
who
is
actually
skipping
the
marketing
fluff
of
agents
and
uh
you
know,
bots
that
make
phone
calls
and
things
like
that.
Like,
I
want
to
know
like
what
is
actually
moving
the
needle.
And
come
to
find
out
after
having
these
eight
discussions,
we
talked
to
bot
auto,
we
talked
to
good
ship,
we
talked
to
Envoy
AI,
Hey
Bubba,
Cute,
EPG
Americas,
Sateria,
and
Sifted.
And
a
lot
of
what
they're
solving
are
boring
problems.
And
I
think
that
that's
what
gets
lost
in
a
lot
of
this
discussion
is
it's
the
boring
stuff
that
is
at
most
benefit
to
AI
kind
of
coming
in
where
you're
rethinking
your
processes
and
replacing
it
with
a
robot
where
it
makes
the
most
sense,
or
you're
replacing
it
with
a
process
that
can
be
automated
where
it
makes
the
most
sense.
Now,
I
talked
specifically
to
vendors.
I
did
not
talk
to
because
it
was
very
hard
to
get
people
to
submit
their
stories
of
how
they're
using
AI
if
they're
not
a
business
owner.
But
I
believe
you
had
a
post
around
the
same
time
that
uh
the
guide
released
in
that
you
wanted
to
talk
to
people
who
are
actually
using
these
tools
to
find
out
what
is
the
fluff
and
what's
not.
So
if
you
if
you
want
to
hear
the
vendor
side
of
the
conversation,
who
they
have
plenty
of
customers
who
they've
talked
to
and
have,
I
mean,
they
have
customers
for
a
reason,
but
then
on
the
flip
side,
what
about
the
users
that
you
have
spoken
to
or
even
during
your
own
sort
of
buying
processes
and
um
with
Ortiful,
what
have
you
sort
of
seen
at
the
the
ground
level
of
where
the
conversation
is
shifting
to
when
it
comes
to
AI?
SPEAKER_02
3:51
Yeah,
you
know,
I
think
um
well,
one
thing
I
I
I
hit
on
that
post
because
it
was
around
the
time
we're
seeing
Uber
and
a
lot
of
large
enterprise
technology
businesses
as
well
kind
of
pulling
back
on
their
AI
strategy.
Um,
and
and
I
think
there's
a
number
of
reasons
for
that
and
and
and
kind
of
um
the
deployment
of
exactly
how
those
strategies
get
into
that
a
little
bit
here
in
a
second,
but
uh
I
think
what's
interesting
to
me
is
just
as
generally,
you
know,
in
the
role
that
I'm
in
my
marketing
era
now,
you
know.
Um
my
goal,
right,
is
to
attract
buyers
and
to
find
buyers
at
their
buying
moment,
right?
And
I
think
what's
fascinating
is
that
I
wouldn't
or
I
would
be
surprised
uh
if
other
people
in
the
freight
tech
space
are
experienced
this,
but
as
the
clauds
of
the
world
became
available
over
the
last
six
or
so
months,
right?
We
had
ChatGBT,
but
I
think
Claude
in
particular
really
started
pushing
people
into
like,
oh,
uh
my
regular
employees
could
start
using
this.
As
that
started
to
happen,
I
think
we
saw
across
the
board
a
lot
of
executives
getting
pushed
from,
of
course,
their
leaders.
We
all
have
a
boss.
A
lot
of
times
you
might
think
that
they
don't,
but
a
shareholder
is
still
a
boss,
but
getting
pushed
to
not
invest
money
into
new
technologies,
but
to
try
to
lower
costs
and
and
avoid
those
investments
by
like
bringing
it
in-house
through
like
a
an
agentic
type
of
way,
right?
Um,
and
it
makes
sense.
If
I
was
a
business
leader
right
now
and
someone
came
to
me
and
said,
Hey,
listen,
our
quoting
tool
is
trash,
I'd
like
to
buy
a
new
quoting
tool.
My
first
question
would
be
to
you
is
have
you
attempted
to
build
that
same
quoting
tool
and
clot?
I
would
probably
hit
back
with
that
immediately.
And
I
think
that
people
across
the
board
are
seeing
that
right
now
from
a
buying
standpoint.
And
so
they're
really
trying
to
like
figure
out
okay,
where
do
we
have
the
expertise
to
build
something
and
and
where
do
we
not?
Right.
Um,
what
I
really
love
about
the
companies
that
you
specifically
just
listed
off,
I
think
all
of
them
are
focused
on
tackling,
like,
like
you
said,
one
of
those
really
boring
problems.
Whoops.
Hey,
whoa,
Cargo
Rex,
what's
that?
SPEAKER_01
6:24
I'm
trying
to
uh
do
a
screen
share
really
quick.
Uh,
but
yeah,
here
we
go.
This
is
the
one
I
wanted.
SPEAKER_02
6:30
Everyone
go
to
cargo
rex.
Is
it
Io?
SPEAKER_01
6:34
Oh
wait,
yeah,
cargo
rex.io.
Yeah,
cargo.
There
we
go.
That's
there's
the
guide.
If
you're
watching
live
on
on
YouTube,
we
got
the
guide
up
on
the
screen.
SPEAKER_02
6:43
Everyone
should
go
look
at
that
site
right
now.
SPEAKER_01
6:46
I
it
is,
I
mean,
it
is
we
got
some
we
got
some
work
to
do,
you
know.
Website
is
never
truly
done.
Um,
but
yeah,
we
the
eight
companies
you're
talking
about.
Um
they're
doing
some
pretty
great
stuff.
I
think
um
I
probably
might
if
I
had
to
choose
favorites
from
it,
uh,
we
do
have
to
choose
friend
of
the
show,
Nick
Boston.
Um,
Michelle
McBride
was
another
conversation
I
loved.
Um,
Sateria
uh
was
Sarit,
she
was
awesome.
And
then
Tom,
of
course,
is
I've
been
wanting
to
talk
to
Tom
over
at
Cute
for
a
long
time.
And
you
know,
with
these
interviews,
I
really
wanted
to
structure
them
around.
You
know,
if
I'm
a
buyer,
what
this
is
how
I
would
maybe
have
the
conversation
and
then
just
give
the
information
out
and
try
to
keep,
I
guess,
my
opinion
away
from
it
as
much
as
possible
and
save
the
opinion
for
a
show
like
this.
Um,
and
so
for
a
lot
of
these
interviews,
there
this
is
very
much
like
cut
and
dry.
Like,
here's
the
questions
I
would
ask
as
a
buy
as
a
potential
buyer.
But
I
mean,
admittedly,
I'm
sure
there's
some
questions
in
there
that
um
are
missed,
and
you
know,
and
that's
where
I
would
really
look
to,
you
know,
someone
like
yourself
who's
on
the
other
side
of
those
conversations
as
well.
Of
you
know,
how
are
people
approaching
you
about,
you
know,
these
kinds
of
conversations?
SPEAKER_02
8:02
Yeah,
well,
all
of
these,
if
you
look
across
the
board,
one,
they
are
yeah,
they
are
boring
problems.
They're
workflows,
to
your
point,
that
happen
daily,
that
happen
often.
Perfect,
perfect
re
perfect
uh
place
to
attack
AI,
right?
And
all
these
companies
are
using
AI
within
their
products.
That
would
be
something
I
would
be
concerned
with.
If
if
a
company
isn't
talking
about
AI
at
this
point,
it's
like,
why
aren't
you?
Um,
which
is
odd.
I
think
sometimes
that
scares
people
in
in
other
industries,
but
um
I
I
just
I
I
will
stand
on
the
fact
that
shouldn't
scare
a
buyer,
that
should
actually
impress
a
buyer
at
this
point.
Um,
two,
they're
all
kind
of
nuanced
issues,
and
a
nuanced
issue
needs
a
lot
of
data
behind
it
and
a
lot
of
testing
behind
it
to
make
sure
it
works
well.
And
as
someone
who
may
be
an
executive
looking
to
be
the
final
decision
maker
on
something
like
this,
you
have
to
ask
yourself
is
that
nuance
something
I'm
willing
to
discover
and
find
and
invest
in
myself,
if
that
is
something
you're
gonna
build
in-house.
Oftentimes
it's
not,
it's
gonna
take
you
a
while,
there's
gonna
be
huge
technical
debt
to
it.
At
that
point,
like
I
always
what's
interesting
is
like
when
I
hear
people
are
doing
that
and
they're
like
not
also
building
that
product
to
like
sell
at
some
point,
it's
like
gross.
Like,
why
are
you
doing
that?
It
doesn't
make
any
business
sense.
Like
buy
or
build
and
build
with
the
with
the
thought
process
in
your
head
that
you
will
exit
that
build
at
some
point.
Um
so
that's
one
thing
I'd
say
too.
Um
and
and
also
like
when
I
talk
about
the
data
aspect,
like
you
know,
I
think
the
one
thing
I've
learned
really
also
through
orderful,
but
also
just
like
using
AI
tools
myself
is
like
the
how
do
I
say
this
learning
how
data
is
stored
in
re
and
rem
looked
back
to
or
remembered
right?
Like,
here's
a
perfect
example.
I
uh
I
have
a
droid,
I
use
my
little
droid
because
I
build
things
now,
Blythe.
I've
got
a
little
droid
that
I
have
that
goes
back
in
time,
pulls
event
leads,
see
sees
how
often
they
were
followed
up
on,
gives
me
a
report
of
what's
changed
in
the
past.
Um,
and
if
like,
for
instance,
if
if
someone
hasn't
been
followed
up
with
a
certain
amount
of
time,
it
sets
a
task
for
that
individual
inside
Salesforce
to
make
sure
that
they
follow
up
with
them
that
week.
Um
it's
how
I
can
keep
up
with
like
where
event
leads
are
sitting,
um,
how
I'm
you
know
managing
campaigns
to
to
maybe
touch
them
again,
etc.
Um,
but
when
I
was
building
that
droid,
what
I
started
to
realize
in
building
it
is
that
if
I
wasn't
storing
what
it
was,
what
the
outcome
was
of
like
the
first
time
I
ran
it,
I
was
never
gonna
be
successful
in
pulling
the
change
because
I
wasn't
clocking
the
first
poll
somewhere,
right?
So
if
for
instance,
and
and
listen,
people,
I'm
a
tech
nerd,
I'm
not
a
techie.
So
I
know
there's
like
really
smart
people
listening
right
now,
and
it's
like
that's
not
how
you
explain
that.
You
know
what?
Get
in
my
DMs
and
tell
me
how
to
explain
it
because
I'd
love
to
learn,
but
this
is
like
me
dumbing
it
down.
So,
like,
let's
say
I
wanted
to
uh
keep
track
of
our
of
you
know
rain
levels
in
in
Lansing,
Michigan.
I'd
have
to
be
storing
what
the
rain
level
was
yesterday
somewhere,
right?
I
can't
be
like,
hey,
compare
it
to
last
week
because
it
never
actually
like
clocked
last
week.
So
like
I
when
I'm
pulling
like
this
this
droid
and
this
event
data,
I'm
also
reverting
it
back
and
storing
it
in
something
like
Obsidian
so
that
I
can
pull
back
and
remember,
you
know,
what
it
pulled
two
weeks
ago,
so
it
can
actually
keep
track
of
of
the
change
over
time.
And
so
like
that's
something
very
small,
but
it
showcases
too,
like,
and
I
think
what
a
lot
of
people
are
learning
right
now
about
how
difficult
it
is
to
build
these
tools
and
have
them
be
accurate.
And
and
I
mean
and
so
like
that's
that's
something
I'd
say
to
you
too.
Like,
if
you're
looking
at
these
new
tools,
if
you're
seeing
AI
some
everywhere,
um
start
investing
in
like
really
asking
questions
of
like
what
their
roadmap
looks
like,
how
they're
managing
this,
where
the
human
involvement
is
interacting.
Because
most
oftentimes,
and
even
with
orderful,
right,
we
have
a
lot
of
AI
agentic
AI
in
the
behind
the
scenes
that's
doing
certain
things.
Um,
but
we
also
have
points
where
humans
are
monitoring
that
as
well.
Um,
so
I
think
just
generally
speaking,
like
one,
if
you're
looking
to
start
getting
into
AI
tools,
play
around
with
Claude
and
play
around
with
that
stuff
yourself.
You're
gonna
like
you'll
you'll
learn
like
practices
that
actually
will
revert
back
to
poor,
I
think,
technology
experiences
you
had
in
the
past.
Because
you'll
start
to
realize,
oh,
that's
why
that's
not
working,
because
I
don't
even
use
that
field,
right?
Like
in
my
TMS,
or
oh,
that's
why
this
poor
behavior
of
operation
that
I've
been
doing,
or
this
this
like
revert
around
isn't
working
because
I'm
not
I'm
not
you
know
doing
that
correctly.
And
and
so
yeah,
I
guess
I
kind
of
went
off
the
topic
of
your
original
question,
but
uh
I
think
right
now
it's
about
exploring.
I
think
you've
told
me
this
often,
like
no
one
really
knows
AI
is
like
too
early
and
and
it's
too
new
to
like
be
an
expert
at
it
at
this
point,
right?
I
think
we're
seeing
that
across
the
board
on
how
AI
is
being
deployed.
Um,
so
just
like
get
your
hands
in
it,
get
dirty,
play
around
with
tools,
learn
what's
working,
learn
what's
not,
start
with
the
workflows
that
you
know
best,
like
those
eight
stories
you
just
touched
on,
right?
We
all
know
how
to
use
retail
links,
and
we
all
know
it
sucks
to
go
in
there
every
single
day.
Thank
God
Q'd
figure
out
a
way
to
take
care
of
it
for
us,
right?
Um
but
you
also
at
the
same
time
probably
invested
in
Q'd,
understood
fully
how
awful
that
problem
is,
and
realized
throughout
the
last
so
many
months
of
building
your
own
tools
or
playing
around
with
it
that
you're
not
gonna
be
able
to
duplicate
that
well
enough
to
be
worth
worth
your
time.
Um,
so
yeah,
like
get
your
hands
dirty
in
AI
first
and
then
start,
you
know,
talking
with
companies
and
talking
with
the
founders
and
how
they're
using
AI
inside
their
four
walls.
And
I
think
you'll
be
surprised
on
on
how
good
these
products
could
work
for
you
and
how
well
they
are
working
for
their
customers
now.
Every
single
one
of
those
you
just
listed
off
are
brands
I
would
like
totally
stand
behind
and
have
heard
wonderful
things
from
their
from
their
customers
too.
SPEAKER_01
15:14
And
I
think
you
know,
speaking
of
cute
and
and
and
Tom
over
there,
he
talked
about
in
during
our
conversation
about
how
when
he
talks
with
a
company,
he
wants
to
talk
to
the
biggest
skeptic
in
the
company
and
he
wants
to
sit
with
them
specifically
to
understand
what
their
processes
are
and
where
they
think
that
it
won't
fit
in
and
where
it
that
has
a
potential
to
maybe
fit
in.
And
I
think
it's
you
know,
it's
sort
of
very
much
like
a
lot
of
things
in
life
where
it's
a
pendulum.
And
I
think
for
you
know,
the
last
year,
there's
been
a
lot
of
people
who
have
been,
including
myself
included,
who
have
dove
headfirst
into
this
new
information
layer,
this
new
way
of
thinking
and
working
and
and
figuring
out
where,
and
just
I
mean,
just
figuring
it
out,
trying
to
figure
out
where
it's
gonna
make
the
most
impact
and
where
it's
not.
And
there's
some
areas
where
I'm
just
like,
God,
I
wish
I
could
just,
you
know,
me
myself
could
just
be
cloned.
And
I
have
spent
probably
the
last
year
and
a
half
trying
to
clone
myself,
but
it
doesn't
turn
up
in
the
numbers.
And
then
it's
like,
well,
maybe
that's
not
the
right
application
to
clone
myself.
Because
if
you
think
about
from
the
AI
lens,
AI
is
based
on
data.
Data
inherently
is
past
tense.
And
so
where
our
strength
comes
from
as
a
human
is
that
you're
able
to
use
all
of
that
information
that's
in
the
past
to
come
up
with
a
solution
that
will
benefit
you
in
the
future
and
in
the
present.
And
I
think
that's
where,
you
know,
the
machines
and
the
bots
will
always
fall
short,
is
that
lack
of
creativity
that
gives
humans,
you
know,
so
much
more,
you
know,
sort
of
superpower.
Okay.
So
if
we
take
that
lens
and
then
we
kind
of,
you
know,
massage
it
a
little
bit
where,
okay,
well,
I
don't
need
to
actually
transcribe
this
conversation
that
we're
having
right
now.
I
don't
need
to
personally
do
that.
A
machine
can
do
that
because
it's
a
set
goal,
it's
a
set
endpoint.
It
doesn't
require
um
it
maybe
a
little
bit
of
judgment
after
the
fact
to,
you
know,
just
make
sure
that
the
spelling
of
companies
is
correct.
Make
sure
the
the
people
who
are,
you
know,
very
minor
things
that
could
be
corrected
using
human
judgment.
But
it
the
argument
has
always
been
that
it'll
get
you,
you
know,
80%
of
the
way
there,
but
it's
getting
to
that
final
20%
that's
really
going
to
move
the
needle
as
far
as
impact
is
concerned.
And,
you
know,
and
Nick,
you
know,
talked
about
this
during
our
conversation,
the
where,
you
know,
it
used
to
take
hours
for
you
know
their
customers
to
be
able
to
pull
the
data
and
pull
the
information
to
create
a
report
to
send
to
their
customers.
But
now
they
can
do
that
in
15
seconds.
And
so
that
theoretically
will
free
up
that
employee
to
spend
more
time
with
the
customers
and
spend
more
time
on
problem
solving.
And
I
I
brought
this
up
in
my
you
know,
everything
is
logistics
episode,
covering,
you
know,
sort
of
my
overarching
opinion
on
all
based
on
all
of
those
conversations.
And
then
I
think
remains
to
be
seen
is
that
if
what
does
what
does
work
look
like
when
we
automate
away
the
boring?
What
does
it
look
like
when
we
don't
have
that
bandwidth
or
we're
using
all
of
our
bandwidth
to
focus
on
the
hard
things?
And
I
think
that's
a
convert
that's
a
conversation
that
will
probably
be
had
more
and
more
in
the
next
handful
of
years
as
work
continuously,
you
know,
starts
to
evolve.
Uh
I
anyone
who
says
that
they
know
where
this
is
going
is
lying
to
you
because
we
don't.
Um,
you
know,
if
Uber
Freight
knew,
you
know,
where
this
was
going,
they
wouldn't
have
blasted
through
all
of
their
token
allotment
in
the
first
four
months
of
the
year
when
they
had
a
budget
set
aside
for
12
months.
Um,
which
is,
you
know,
kind
of
a
good
thing
that
their
employees
are,
you
know,
experimenting
in
that
way.
But
it
just,
it's
almost
like
a,
you
know,
a
modern
problems
require
modern
solutions.
And
that,
you
know,
as
we
adopt
these
new
solutions,
there
are
going
to
be
new
problems
that
pop
up,
but
that
doesn't
mean
they're
not
worth
solving.
And
it
doesn't
mean
the
technology
itself
is
not
worth
adopting.
Um,
so
I
think
it's
it's
very
much
like
a
mindset
shift
when
I
mean,
to
be
honest,
the
majority
of
the
country
is
so
fearful
around
this
topic.
And
it's
largely
in
part
because
of,
you
know,
sort
of
the
doomsday,
you
know,
jobs
apocalypse
that
a
lot
of
these,
you
know,
large
language
model
fountains,
Sam
Altman
and
um
God,
the
guy
who
leads
not
RJ
Andre
Karpathy,
it's
um
Dario
Amade.
Is
that
yeah,
Dario
Amade
with
Claude,
who
is
the
CEO
of
Claude,
but
they
talk
about
how
these
tools
are
so
life-altering,
so
chant,
you
know,
life-changing.
And,
you
know,
oh,
you
can
find
out
how
to
make
a
nuclear
bomb,
you
know,
with
you
know,
these
tools
and
things
like
that.
And
it's
they've
created
a
level
of
fear
around
these
solutions.
And
now
I
think
it's
kind
of
coming
back
to
bite
them
in
the
ass.
Uh,
so
it's
it's
it's
just
a
level
of
you
know,
resistance,
I
think,
too,
that
is
I
I
think
that
that
delta
is
only
going
to
increase
from
the
people
who
are
willing
to
adopt
these
tools
and
the
people
who
are
staunchly
against
it,
especially
if
they
see
it
as
you
know,
something
that's
going
to
take
their
job.
We
we've,
I
think
we've
talked
before
on
on
this
show
about
this
is
a
common
problem
with
robotics,
that
when
robotics
are
being
introduced
inside
of
a
warehouse,
they
have
to
go
through
a
level
of
psychological
training
with
the
employees
to
allow
the
employees
to
see
the
robot
as
a
friend,
as
something
that's
going
to
help
you
do
your
job
versus
take
your
job.
Um,
and
so
there's
there's
a
lot
of
there's
a
lot
of
fear-mongering
around
the
loss
of
jobs.
But
I
would
argue
that
jobs
will
always
evolve
and
they
will
always
change.
Um,
but
I
do
believe
that,
you
know,
for
a
lot
of
sort
of
white-collar
workers
and
even
some
blue-collar
ones,
that
embracing
this
stuff
is
not
embracing
your
own
doom.
I
think
it's
actually
setting
yourself
up
for
the
future
in
a
low-risk
environment
where
you're
learning
a
new
informational
way
of
discovery,
if
that
makes
sense.
I
know
that
was
very
long,
long-winded,
but
it's
just
I
have
an
overall
positive
outlook
on
these
solutions,
mostly
because
it's
process
optimization
and
it's
just
figuring
out
like
where
the
human
plays
a
role.
I
think
at
the
core
of
it,
it's
your
processes
and
figuring
out
where
human
judgment
needs
to
play
a
role.
And
if
you
automate
the
a
key
part
where
human
judgment
plays
a
huge
role,
then
you
do
that
at
your
own
peril.
Um,
so
that
you
know,
using
uh
what
is
that
software
called
HeyGen,
where
it
like
makes
uh
like
a
video
copy
of
yourself.
And
it's
like
at
a
high
level,
it's
like,
damn,
that
sounds
kind
of
cool
that
maybe
I
could,
you
know,
write
up
all
these
scripts
and
make
an
avatar
of
myself.
And
then
you
look
at
it
and
it's
like,
I
don't
even
want
to
watch
this.
So
who
else
would
want
to
watch
this?
Like,
I
think
we
have
to
go
through
these,
these
things
of
like,
okay,
is
this
a
good
idea?
Is
this
something
you
want
to
adopt?
Or
it,
if
not,
I
think
that
you
were
also
seeing
it
too
a
little
bit
with
like
um
the
the
Metaglasses
where
it's
like
at
first
you're
like,
damn,
those
are
super
cool.
But
then
on
the
flip
side,
you're
like,
I
don't
know
if
I
like
these
things.
And
you
know,
it
it
changes
as
you
know,
I
guess
you
you
figure
out
where
these
new
tools
and
technologies
have
a
place
in
your
life.
SPEAKER_02
22:55
Yeah,
you
know,
it's
um
there's
an
article
I
was
reading
this
morning.
I'll
share
this
with
you,
and
then
and
you're
gonna
love
this
too
because
it
it
is
on
Twitter
as
we
were
just
talking
about
the
fidelity
of
Twitter,
but
uh
um
it's
it's
well
written,
and
the
guy
is
kind
of
he's
talking
about
um
actually
shout
out
to
Eric
Johnson
because
he
had
posted
about
it,
um,
and
and
I
went
and
read
it,
and
he's
taking
the
AI
look
from
like
a
legal
from
a
lawyer
standpoint,
right?
Like
um,
there's
he's
the
guy
who's
writing
it
is
like
a
lawyer
consultant,
and
he's
consulting
how
uh
legal
firms
can
start
using
AI
inside
their
business.
And
um
at
some
point
in
the
article,
he
brings
up
Coca-Cola
during
when
refrigeration
became
a
thing.
And
he
talks
about
how,
like,
of
course,
uh
refrigerator,
uh
refrigerator
or
whatever,
I
think
it
was
General
Electric
was
like
one
of
the
first
to
start
putting
it
out.
And
and
Coca-Cola
could
have
said
to
themselves,
like,
oh,
let's
build
our
Coca-Cola
refrigerator,
you
know.
But
instead,
what
they
focused
on
was
now
let's
change
our
messaging
that
everyone
loves
having
a
cold
Coke
in
their
hands
because
now
we
live
in
a
world
where
they
can
all
have
a
cold
Coke
in
their
hands.
And
I
think
the
problem
that
we're
seeing
is
in
technology
right
now
is
that
people
aren't
sure
what
their
cold
factor
is,
or
they
aren't
they
aren't
focused
on
figuring
out
what
to
do
about
the
new
cold
lifestyle.
Instead,
they're
like,
How
do
we
build
refrigerators
too?
How
do
we
build
our
own
refrigerator?
Instead
of
saying,
Well,
what
is
life
now
like
with
everyone
having
access
to
refrigerators?
And
I
think
that's
where,
and
I
think
we're
gonna
get
into
a
little
bit
and
I
can
dive
deeper
into
it.
I
think
that's
like
one
area
where
Orderful
in
particular
is
like
really
figured
that
out,
um,
and
especially
from
like
a
lawyer
perspective,
right?
Because
the
problem
that
he's
seen,
right,
is
that
a
lot
of
lawyers
are
like
avoiding
using
this
because
of
the
fact
that
you
bill
on
billable
hours,
right?
So,
like,
okay,
why
would
I
so
now
you
want
me
to
like
use
tools
in
order
to
keep
my
customers?
I
have
to
now
use
tools
that
are
gonna
have
me
bill
less.
SPEAKER_01
25:29
Like,
that's
not
great
for
the
business
model
that
we've
created,
which
is
so
crazy
because
uh
e-commerce
and
you
know,
sort
of
online
services
went
through
I
went
through
this
myself,
you
know,
years
ago.
They
they
tell
you,
you
know,
how
much
as
a
business
owner,
when
you
first
go
out,
well,
how
much
do
you
want
to
make
an
hour?
How
much
do
you
need
to
make
an
hour
um
in
order
to
earn
a
living?
But
then
you
come
to
the
the
or
the
mindset
of
like,
well,
why
would
I
punish
myself
for
working
more
efficiently?
And
so
it
it
switched
from,
you
know,
you
build
on
you
bill
on
value,
you
don't
bill
on
the
hours
that
you're
working.
And
if
you're
uh
if
you
have
a
an
age,
a
law,
a
lawyer
firm,
lawyer
firm,
if
you
have
a
law
firm
and
you're
billing
on
hours,
I
would
argue
that
you
are
already
10
years
too
late
for
modernizing
your
firm
because
you
should
be
billing
based
on
outcome
and
not
on
the
amount
of
hours
because
then
you're
punishing
inefficiency.
SPEAKER_02
27:20
Clip
it,
yes,
a
thousand
percent.
Execution
of
law
gets
cheap,
judgment
becomes
valuable,
judgment
is
what
you
bill
on
now,
and
I
think
that
right
now
is
kind
of
like
where
people
are
lost
and
confused
and
trying
to
figure
things
out.
Is
like,
no,
it's
not
about
you
figuring
out
either
how
to
resist
the
change
and
say
it's
taking
germs,
you
know,
it's
taking
our
germs.
Um,
which
I
will
say
was
that
I
was
at
a
trade
show
recently
where
someone
said
that
they're
like
they
were
like
afraid
of
the
jobs
that
our
AI
would
take.
Okay.
SPEAKER_01
28:03
I
mean,
the
the
the
truth
is
is
that
the
that
phrase
of
you
know,
AI
is
not
going
to
take
your
job,
but
someone
using
AI
will.
And
that
is
uh
that
is
something
that
I
believe,
but
it
is
it
shakes
up,
it
does
shake
up
a
lot
of
industries.
Uh
uh
on
my
end,
digital
dispatch.
I
mean,
we
historically
have
built
websites
and
we
manage
them.
The
people
that
that
were
coming
to
me
to
have
me
build
them
a
five-page
website,
though
that
market
does
not
exist
anymore.
And
it
hasn't
existed
in
about
a
year,
a
year
and
a
half,
unless
you're
just
completely
living
under
a
rock.
Um,
so
me
as
a
business
owner,
I
have
a
responsibility
in
order
to
keep
the
business
afloat
to
learn
how
I
can
pivot
my
business
and
how
to
stay
in
business.
And
I
have
to
evolve
with
it.
And
I
use
uh
social
media
as
a
perfect
example
where
social
media
managers,
social
media
in
general,
brand
awareness
around
social
media
didn't
exist
15
years
ago,
but
people
evolved
with
it,
and
jobs
emerged
from
that.
And
so,
you
know,
it's
it's
just
the
I
think
it's
the
level
of
uh
the
fear
that
comes
from
you
know,
change
just
in
general.
We've
had
just
such
an
enormous
amount
of
change
that's
been
forced
on
us
really
since
2019,
um,
right
before
COVID.
And
I
would
argue
it
COVID
was
a,
you
know,
a
mass,
I
guess,
sort
of
uh
it
was
a
method
of
changing
radically,
um,
where
I
don't
think
a
lot
of
folks
were
comfortable
with
that
change.
And
I
think
that
the
level
of
acceleration
for
change
is
only
going
to
it
continue
to
increase.
And
people
are
going
to
blame
AI
for
this.
They're
gonna,
you
know,
blame
a
lot
of
things
on
just
sort
of
the
natural
evolution
of
business
and
of
roles
and
things
that
that
should
exist
and
things
that
won't
exist,
but
the
market
will
tell
you
of
what
should
exist,
and
you
can
either
choose
to
focus
on
it
or
ignore
it.
And
you
can
try
to
come
up
with
solutions
for
it.
I
mean,
we're
doing
that
over
at
digital
dispatch
of
you
know,
testing
out
these
own,
you
know,
our
own
AI
agents
and
finding
out
a
lot
of
them
are
worth
worthless,
a
lot
of
them
are
bullshit.
I
can't
tell
you.
I
spent
a
week.
Have
you
tried
to
build
like
an
AI
agent
for
yourself
yet?
Yeah,
it's
my
event
with
well,
that's
I
I
yeah,
I
would
argue
that
that
is
a
very
good
use
case.
I
spent
a
week
trying
to
build
a
damn
email
bot
to
summarize
my
emails
and
filter
the
ones
that
are
important.
It
was
a
giant
waste
of
time.
Um,
it
was
infuriating
getting
it.
I
tried
to
bully
Claude
so
much
uh
to
get
me
something
that
I
actually
could
use.
And
it
I
just
said
it's
worthless.
Let's
just
go
back
to
our
Gmail
labels
and
we'll
just
continue
to
just
filter
the
labels
ourselves
because
human
judgment,
I
think,
plays
such
a
larger
role
in
something
like
email
versus
another
task
where
it's
transcribing
a
podcast.
Yeah.
Um,
so
it's
learning
where
these
things
make
sense.
But
to,
you
know,
to
your
point
earlier,
if
you
have
not
started
changing
your
business
to
go
from
hourly
and
to
become
more
efficient,
uh
there's
a
I
forget
who
actually
put
this
photo
out,
but
it
was
a
photo
of
an
invoice
and
it
listed
a
screwdriver
as
15
cents.
And
then
the
next
line
item
was
knowing
where
to
put
the
screw,
$15,000.
That's
where
we're
moving
as
a
business,
where
relationships
matter
more
than
they
ever
have
before.
Um,
communicating
in
person
matters
more
than
ever
before.
Personalization
matters
more
than
ever
before,
than
ever
before.
And
when
you
can
increase
efficiency
in
other
areas
of
your
business,
it's
going
to
be
up
to
you
to
find
out
and
determine
where
human
judgment,
human
creativity
is
going
to
play
the
most
important
role.
Um
and
it's
not
getting
a
video
avatar
to
send
out,
you
know,
10,000
spam
emails
because
the
spam
filters
are
just
going
to
become
that
much
better,
anyways.
SPEAKER_02
32:04
Oh,
100%.
No,
I
yeah,
it's
that
knowledge.
And
even
like
when
you
talk
about
the
digital
dispatch
aspect,
it's
like,
but
I'm
sure
what
you're
finding
though
is
that
everyone's
building
their
website
the
exact
same
way.
Little
baby
font,
big
font.
I
think
I
sent
you
guys
a
picture
the
other
day.
I
was
like,
wow,
look
at
this
Claude
website.
SPEAKER_01
32:24
They're
all
built,
yes,
they're
all
built
the
same,
they
all
look
the
same.
I
hope
you
realize
that.
And
that's
for
that.
Well,
have
you
heard
about
the
epidemic
of
you
know,
club
flyers
and
how
they
all
look
the
same?
And
and
it's
you
know,
if
you
think
about
it
from
the
lens
of
okay,
well,
that's
Claude,
Chat
GPT,
they're
gonna
reach
if
they
haven't
already,
they're
gonna
reach
a
level
of
parity
where
they
all
have
scraped
all
of
the
same
information,
they're
all
using
the
same
sort
of
code
bases,
and
it's
how
you
use
that
information
and
then
become
more
creative.
Like,
you
know,
on
a
on
our
side
of
things,
you
know,
especially
from
a
content
perspective,
I
know
that
my
take
and
my
opinion
is
what
makes
me
unique
from
somebody
who's
just
gonna
go
to
HeyGen
and
you
know
come
up
with,
you
know,
a
podcast
episode
and
make
up,
you
know,
fake
hosts.
And
I've
known
of
logistics
companies
in
particular
who
have
done
that,
who
use
notebook
LM
to,
you
know,
feed
its
sources
and
then
come
up
with
a
podcast.
I
mean,
I
love
notebook
LM
and
I've
I've
used
it
for
some
content.
Um,
but
I
don't
know
that
I
would
willingly
listen
to
somebody
else's
notebook
LM.
Um,
if
that
makes
sense.
Like
I
would
rather
just
do
it
myself
and
get
my
own
sources
and
then
listen
to
it
myself.
But
I
I
have
noticed
that
even
when
I
do
that,
I
don't
retain
the
same
amount
of
information
as
if
I
were
to
go
to
a
YouTuber
and
that
I
have
watched
for
years
on
a
topic
that
I,
you
know,
I
think
before
we
hit
record
on
this
conversation,
I
was
watching
like
the,
you
know,
this
the
spice
road
trade
and
you
know,
seeing
a
video,
and
it
was
made
using,
you
know,
AI
videos,
uh,
and
probably
use
completely
made
with
AI,
but
I
still
enjoyed
the
content.
SPEAKER_00
34:11
Yeah.
SPEAKER_01
34:11
But
if
I
had
the
choice
to
pick
a
YouTuber
that
I've
followed
for
years
that
is
going
to
cover
the
same
topic
versus
this
AI
generated
content,
then
I'm
going
to
the
YouTuber
that
I've
known
for
years.
And
I
think
that
that
it
kind
of
goes
back
to
a
theory
that
I
have
where
I
don't
think
that
people
will
care
that
they're
watching
AI
content.
I
think
that
they
will
care
if
they're
watching
you
make
AI
content,
if
that
makes
sense.
Like
if
they've
developed
a
relationship
with
you
uh
and
they
know
you're
a
real
person,
then
they
want
to
hear
from
you.
And
they
almost
feel
a
little
betrayed
if
you
were
to
go
to
a,
you
know,
not
to
pick
on
Hey
Jen,
but
to
go
to
them
and
to
have
that
create,
you
know,
a
fake
avatar
of
yourself
and
what
you
might
say.
Um,
I
think
people
are
going
to
just
crave
more
and
more
realism
as
you
know,
just
all
of
this
content
is
just
sort
of
flooded
everywhere.
SPEAKER_02
35:10
Yeah,
I
actually
think
that
we'll
see
more,
I
think
we'll
see
a
pushback
into
events
as
well,
right?
Because
it's
and
even
more
so,
like
what
something
I'm
looking
more
into
for
the
third
and
fourth
quarter
is
just
like
customer
dinners.
Like
let's
get
people
in
a
room
together
and
just
like
chat.
And
that
has
a
payoff
too,
because
yeah,
at
the
end
of
the
day,
there
is
a
level
people
understand.
Like,
listen,
I
know
that
you're
probably
using
some
type
of
email
tool,
right?
These
days,
your
or
your
SDRs
are
some
type
of
automation.
So
before
I
sign
a
dotted
line,
I
want
to
at
least
know
who
I'm
doing
business
with,
right?
Um,
so
I
think
that
is
also
part
of
it
as
well,
is
that
aspect.
Like,
I
want
to
it
drives
it
makes
seeing
someone
more
face-to-face
even
more
valuable.
And
so
now
it's
like
now
when
I'm
face-to-face,
you
better
not
drop
the
ball
either,
right?
SPEAKER_01
36:07
Yeah,
it's
a
it's
a
crazy
world
that
we
have
to
sort
of
navigate
through.
But
I
I,
you
know,
I
think
I
think
especially
with
coming
up
with
and
having
the
conversations
around
this
guide
and
you
know,
finding
out
where
it's
actually
working.
I
think
that
that's
sort
of
the
exciting
sort
of
frontier
part
of
it
as
well,
is
like,
you
know,
that
the
folks
who
are
elbows
deep
in
this
stuff
and
they're
trying
to
come
up
with
solutions,
and
then
they
come
up
with
a
solution
and
you
know,
it
might
not
work,
but
they
might
have
to
tweak
it
a
little
bit,
or
you
know,
they
another
customer
might
have
another
problem
that,
you
know,
it's
sort
of
a
maybe
a
whack-a-mole
where
you
you
solve
one
problem,
but
then
a
few
more
appear.
I
think
that's
that's
sort
of
the
nature
of
being
in
business
and
trying
to
problem
solve
and
put
fires
out,
and
it's
the
nature
of
logistics
in
general.
It's
you
know,
you're
you're
always
going
to
have
new
problems
to
solve.
And
if
some
of
these
tools
could
help
surface
solutions
and
data
that
help
make
you
solve
those
problems
better
and
faster
and
more
efficient,
then
that's
that's
the
whole
name
of
the
game
since
you
know,
since
the
container
was
first
invented,
since
we
had
merchant
ships,
you
know,
that
it
used
to
sail
across
the
you
know
the
oceans.
And
you're
always
trying
to
find
a
little
bit
better
way
of
getting
the
stuff
that
people
want.
Um,
and
I
think
that
that
you
know,
technology
and
AI
solutions
are
not
going
to
take
any
of
that
away,
but
they
are
going
to
evolve
it.
And
it's
not
something
to
be
scared
of,
it
is
something
to
be
embraced,
but
your
human
judgment
of
where
you
choose
to
embrace
it,
I
think
matters
more
than
ever.
Um,
this
doomerism
around,
you
know,
it's
taking
all
the
jobs,
it's
taking
all
of
our
water,
it's,
you
know,
all
of
these
things
that
are
myths,
but
people
still
believe
them.
And
it's
a
perception
that
has
been
put
out
there
by
these
large
language
model
companies,
maybe
to
their
own
detriment.
Um,
so
I
think
are
you
guys
experimenting
at
all?
And
maybe
you
don't
have
to
answer
this,
but
I
would
be
curious
if
you
are
experimenting
with
like
your
own
sort
of,
you
know,
maybe
like
internal
large
language
model,
or
because
because
that's
where
I
I'm
gonna
go
next
is
getting
the
reliance
off
of,
you
know,
like
a
chat
GPT
or
a
Claude
and
building
it
into
my
own
models
and
my
own,
you
know,
system
and
structure.
Because
especially
as
you
know,
Cargo
Rex
evolves,
it
you
know,
data
is
our
moat,
and
I
don't
want
to
hand
all
of
that
proprietary
data
over
to
you
know,
Claude
and
then
have
them
steal
it
all
and
you
know,
then
be
able
to
I
think
that's
what
we're
gonna
see
happen
next.
SPEAKER_02
38:42
I
won't
get
too
much
into
what
we're
doing
behind
the
scenes,
but
I
think
that's
where
this
goes
next
is
is
the
yes,
your
own
language
models,
right?
SPEAKER_01
38:54
What
did
you
did
you
hear
about
the
Figma
example?
Yeah,
there
was
um
so
a
high
executive
within
Claude
was
on
the
board
of
Figma,
and
they
brought
them
in
and
they
were
like,
Yes,
let's
you
know,
let's
adopt
AI
and
let's
integrate
it
into
our
you
know
the
core
of
our
systems
three
days
before
Cloud
Design
was
announced.
The
Claude
executive
resigned
from
the
board
of
Figma,
and
they
basically
created
a
Figma
clone.
And
Figma,
the
stock
price,
Adobe
stock
price
has
plummeted
since
then.
Um,
the
entirety
of
their
business
is
being
called
into
question
and
and
called
into
uh
yeah,
just
all
the
question
about
that
though,
is
like
so
I
suck
at
graphic
design,
it's
all
all
it's
all
in
here,
you
know,
it
all
comes
out
of
here,
it
doesn't
come
out
of
here.
SPEAKER_02
39:52
Um
I
hate
Claude
and
Figma
together,
like
they
piss
me
off.
Um
now,
but
it's
like
back
to
kind
of
like
what
we're
talking
about.
A
graphic
designer,
probably
faster
for
them
not
to
use
Claude,
I
would
assume
because
they're
just
so
good
at
it.
Um,
I'm
even
I'm
honestly
kind
of
getting
to
a
point
where
there
are
some
instances
where
I'm
like,
Claude,
I
can
do
this
10
times
faster
by
now.
But
it's
like
again,
it
I
kind
of
think
back
to
that
too.
It's
like
like
shareholders
too,
like
again,
like
you're
panicking
way
too
fast.
Like
I
I
just
think
that
there
is
and
I
also
just
think
like
I
wonder
behind
the
scenes,
like
if
the
design
aspect
of
things
is
even
that
important
to
them,
you
know?
SPEAKER_01
40:40
Like
well,
I
think
it
it
was
I
I
I
guess
I
brought
it
up
for
more
the
lens
of
like
Claude
is
billing
themselves
as
something
more
than
just
a
collaborative
work
tool.
If
you
put
your
systems
into
these
large
language
models,
yeah,
there's
very
real
chance
that
they
will
gut
you,
they
will
cut
you
out,
and
they
will
steal
your
business
and
then
just
look
past
walk
on
past
your
dead
body
lying
on
the
side
of
the
road.
Um,
and
I
think
that
that
is
where
it's
fueling
this
adoption
into
more
like
open
source
models,
um,
and
building
your
own
models
and
protecting
your
own
data.
Um,
I
think
Claude
and
Anthropic,
in
and
of
itself,
uh,
you
know,
they've
made
an
a
very
big
misstep
in
that
regard
from
the
business
enterprise
community.
SPEAKER_02
41:32
I
I
totally
agree
with
you.
I
think
that
I
think
it's
a
big
overstep
on
their
hat.
I
like
I
it's
it's
a
short-term
decision
I
think
is
really
gonna
hurt
them
in
the
long
run.
Um
for
that
exact
reason.
Like
people
are
it's
and
it's
because
you
didn't
bring
to
a
market
a
good
valuable
tool.
SPEAKER_01
41:49
You
brought
like
a
you
can
corporate
espionage,
really.
SPEAKER_02
41:54
It's
corporate
espionage,
and
it's
just
twir,
it's
bad
quality.
I
mean,
it's
the
same
thing
you
saw
happen
with
Amazon,
right?
They
they
you
have
to
submit
your
manufacturing
information
to
them
so
they
can
know
exactly
how
that
your
tools
or
your
product
is
legit,
and
then
they
just
take
that
manufacturing
info,
and
then
they
thought
they
could
be
smart
and
they
could,
but
I
actually
think
that's
what's
gonna
hurt
them
from
dominating
in
the
future,
is
that
they
moved
way
too
fast
on
that,
people
figured
it
out
way
too
fast.
Um,
you
know,
we
had
just
recently
like
a
town
hall
where
someone
was
like
bringing
up
um
Amazon
supply
chain,
and
I
just
I
think
do
they
have
like
on
paper,
could
they
be
a
monopoly
for
sure?
I
think
they've
already
bitten
that
foot
off,
though.
That's
gonna
stop
them
because
of
because
of
those
exact
moves.
It's
like
and
and
let's
be
honest.
I
mean,
you
and
I
know
this
because
we've
been
in
this.
It's
that's
the
funny
part
about
the
investment
of
everything
that's
like
just
seems
so
clueless
to
me.
It's
because
they
get
they
get
all
this
money
so
fast,
and
they
have
to
deploy
it.
You
can't
raise
the
money
that
that
you
get,
like
the
point
of
even
someone
like
Ortiful
raising
35
million
dollars
isn't
isn't
to
keep
20
million
of
it
in
cash
reserves,
like
you
know,
it's
it's
the
same.
So
they're
like,
we
gotta
deploy
it
on
things,
and
then
you
move
too
fast.
I'm
gonna
get
into
a
capitalism
anti-capitalism
comment,
and
it's
like
you
know,
it's
it's
like
you
guys
fell
for
it.
You
fell
for
the
the
the
good
old
you
took
too
much
money
now,
you
need
to
deliver,
and
you
bit
yourself
in
the
foot.
And
you're
a
hundred
percent
right.
Instead
of
like
maybe
partnering
with
Figma
or
actually
like
building
a
strong
relationship
to
make
integrations
that
uh
that
would
make
these
tools
actually
valuable
and
make
you
an
ecosystem
tool.
Yeah,
you've
like
created
this
like
mass
hysteria
that
people
are
saying,
oh
wait
a
second,
maybe
this
is
something
we
can
get
around
if
things
continue.
Like
you
actually
kind
of
made
a
really
funny
point
there,
but
uh
it's
it's
like
you
you
you
went
so
it's
like
when
they
say
you
go
so
right
and
you're
gonna
left
now,
right?
It's
like
that
that
aspect
you
went
so
hard,
which
you
had
to
because
you
raised
too
much
money,
and
now
the
long
it's
like
yeah,
I
would
love
to
see
the
long-term
effect
of
it.
So
I
I
do
get
nervous
that
the
the
bubble
will
pop
because
I
think
that
will
shareholders
will
start
to
realize
that
faster
than
they
think.
I
mean,
for
my
401k,
I
hope
it
doesn't
pop,
but
you
know,
like
it
just
feels
like
that's
naturally
where
this
is
going.
SPEAKER_01
44:26
Yeah,
I
I
I
would
tend
to
agree
because
I
I
think
that
that
is
just
such
a
fundamental
business
misstep
that
anthropic
made
was
was
damaging
that
relationship
with
Figma.
And
uh
especially
when
they
had
made
so
much
so
many
strides
to
integrate
you
know,
Claude
into
all
of
the
different
Microsoft
Suite
products
and
integrate
it
as
a
layer
on
top
of
tools
that
people
were
already
using.
But
when
you
then
take
that
tool
and
straight
up
copy
it
and
then
make,
you
know,
it
just
it
reeks
of,
you
know,
we
don't
want
to,
I
guess
it's
not
the
corporate
espionage,
but
it's
just
from
the
lens
of
well,
it
is
corporate
espionage,
but
then
it's
it's
from
the
lens
of
like
doing
business
long
term
requires,
you
know,
a
good
relationship.
And
I
I
probably
will
never
know
what
it's
like
to
do
business
at
that
high
of
a
level.
I
just
could
not
see
myself
as
a
business
operating
in
the
way
that
you
know
anthropic
has
has
sort
of
operated,
you
know,
over
the
Last,
you
know,
sort
of
few
months.
Um,
and
so
it
I
think
that
they've
damaged
their
their
credibility.
I
think
from
the
folks
who
were
using,
you
know,
AI,
you
know,
in
day
in
and
day
out,
they
have
now
forced
that,
especially
me
as
a
business.
I
cannot
overinvest
into
one
large
language
model
now.
I
will
diversify
just
to
protect
myself.
And
then
I'm
looking
into
solutions
where
I
control
the
data
and
I
control
who
scrapes
the
data
and
who
does
it.
More
importantly,
who
doesn't
scrape
the
data,
you
know,
in
order
to
keep
the
livelihood
of
my
business
intact.
Um,
because
you
damn
sure
can't
partner
with
somebody
like
Anthropic
anymore.
I
mean,
look
at
the
Microsoft
and
also
OpenAI
partnership
that
has
kind
of
ceases
to
exist
now.
Um
you
can't
get
in
bed
with
your
potential
partners
and
then
try
to
throw
them
out
when
they're
not
useful
to
you
anymore
and
just
bad
business.
And
I
think
for
a
lot
of
businesses,
they
are
discovering
that
you
know,
the
the
hype
was
a
little
too
much
hyped,
and
that
also
at
the
same
time
it
was
their
own
internal
inefficiencies,
but
also
combined
with
the
value
of
their
own
human
judgment,
that
they
have
to
sort
of
factor
into
all
of
these
things
on
where
they
choose
to
make
their
investments,
uh,
not
just
from
a
monetary
standpoint,
but
where
teams
are
spending
their
time.
Um,
because
it
it
does
it
AI
might
save
you
time
in
some
respects.
But
if
you
spend
a
goddamn
week
trying
to
build
an
email
agent
and
it
does
nothing
but
waste
you
time
and
credits
and
tokens,
um,
then
you
know
there's
a
a
loss
there
as
well.
And
so
it's,
you
know,
we're
all
trying
to
figure
this
stuff
out.
Um,
but
it
is,
I
guess,
sort
of
to
to
close
out
this
hour-long
segment
that
we've
been
talking
about.
That
was
probably
supposed
to
be,
you
know,
around
20
or
30
minutes
um
for
this
discussion,
just
to
sort
of
round
it
all
out
is
that
there
are
a
lot
of
solutions
that
are
being
created
using
these
tools,
but
they're
boring.
And
that's
where
boring
shows
up,
I
think,
more
in
your
profit
and
loss
statement,
more
so
than,
you
know,
I,
you
know,
we
wasted
all
of
our
token
budget.
I
mean,
your
token
budget,
of
course,
is
going
to
show
up
in
your
profit
and
loss
statement,
um,
but
the
benefits
of
it
won't.
Uh,
and
so
it's
just
weighing
the
pros
and
cons.
And
I
think
realizing,
I
think
we're
coming
with
the
pendulum
is
swinging
back
to,
you
know,
valuing
the
human
judgment,
valuing
in
person,
um,
and
valuing
creativity,
and
then,
you
know,
kind
of
having
a
better
idea
that,
you
know,
it's
not
all
doom
and
gloom.
They're
not
gonna
take
all
of
our
jobs,
they're
not
gonna
send
us
into
water
reservoir
droughts.
Um,
you
know,
there
are
modern
day
problems
and
require
modern
day
solutions.
And
so
you
you
you
had
just
brought
it
up.
SPEAKER_00
48:17
Yeah.
SPEAKER_01
48:18
But
let's
get
into
the
next
segment.
That's
orderful
just
raised
$35
million.
Uh,
AI
native
EDI?
Yes,
yeah.
SPEAKER_02
48:30
And
API
for
EDI,
that's
also
AI
native.
We
said
let's
stack
her
up.
No,
I'm
I'm
really
excited
about
this
round,
in
particular
because
of
the
investors
that
are
a
part
of
it
as
well.
So
our
friends
over
at
Coke,
the
Coke
Disruptive
Technologies,
and
our
continued
friends
over
at
New
Road
Capital
um
have
backed
us
on
this
one.
Um,
and
and
big
time
with
uh
$35
million.
And
for
everyone
out
there,
Coke,
I
mean,
you
probably
know
Coke
Industries
pretty
well.
Um,
I
was
talking
about
the
other
Coke
later,
but
yes,
Coke
with
a
K.
Um,
yeah,
exactly.
SPEAKER_01
49:10
Gotta
specify
which
Coke.
SPEAKER_02
49:12
Yes,
the
few.
Yeah,
yeah,
the
big
oil
ones.
Um,
and
and
actually
KBX,
so
Coke,
uh
Coke's
logistics
arm,
has
been
one
of
uh
a
long
time
customer
of
Orderfuls,
one
of
our
first,
to
be
honest
with
you,
especially
from
the
supply
chain
and
logistics
standpoint.
Um,
and
and
what's
really
great
about
this
too
is
you
know,
Coke
has
from
a
commercial
standpoint,
there's
gonna
be
a
lot
of
really
interesting
um
other
investments
and
other
platform
connections
that
we'll
make
because
of
this.
So
I'm
really
excited
for
that.
Um,
strengthening
our
relationship
even
more
so
with
um
the
N4
team
over
at
Coke
as
well.
In4
is
an
ERP
that's
owned
by
them.
Um
and
then,
of
course,
New
Roads.
Who
doesn't
know
them?
They've
big
investments,
platform
science,
um,
big
relationships
with
transportation
companies
as
well.
SPEAKER_01
50:02
Well,
well,
real
real
quick
for
for
folks
who
don't
know
what
EDI
is,
because
I
I
read
uh
even
in
our
show
notes,
I
was
sending
you
stuff
about
ELDs
because
my
brain
is
still
like
kind
of
jet
lagged
where
I
was
conflating
ELDs
with
EDI.
But
for
folks
who
don't
know
what
EDI
is,
electronic
document
standard
that
was
quietly
run
or
that
has
quietly
run
global
trade
for
over
40
years.
Every
purchase
order,
every
shipment
notice,
every
invoice
between
retailers
and
their
suppliers
and
carriers,
that's
EDI.
It's
the
least
sexy,
most
load-bearing
tech
in
freight.
And
uh
yeah,
or
with
the
the
new
rays
with
orderful.
And
you
we
talked
about
this
about
a
year
ago,
but
for
folks
who
who
uh
may
not
remember,
may
not
have
caught
that
episode,
basically
orderful,
all
of
these,
and
and
stop
me
if
I'm
wrong,
but
all
of
these
different
retailers
have
different
ways
of
classifying
their
carriers,
their
shipments,
their
products,
and
things
like
that.
And
what
Orderful
does
is
that
they
have
already
worked
with
a
lot
of
these
retailers
and
they've
templatized
a
lot
of
those
different
integrations.
And
so
whenever
you're
looking
to
switch
EDI
partners,
because
I
believe
that
uh
the
recurring
contracts,
if
you
sign
with
an
EDI
company,
96%
of
those
companies
stay
with
you.
And
that
is
a
crazy,
like
in
the
in
the
SaaS
sort
of
tech
world,
to
have
like
less
than
10%
of
your
customer
churn
every
year
is
insanity.
And
so
EDI
really
is
that
that
quiet
technology
that
has
been
powering
the
logistics
industry
for
you
know
the
the
last
40
years
or
so.
Um,
so
orderful
creates
these
templates
so
it
makes
it
easier
for
retailers
looking
to
make
the
jump
to
make
the
jump
a
lot
quicker
than
probably
a
painful
process
that
they
maybe
went
through
previously.
SPEAKER_02
51:57
100%.
And
and
here's
the
thing,
it's
I
mean,
God,
you
sold
that
so
well.
Um
yeah,
like
what
we
like
to
how
we
like
to
call
kind
of
our
our
our
prospects
or
customers
here
is
like
it's
usually
a
leader
and
a
follower
situation.
So
a
leader
is
one
that
creates
those
guidelines,
a
follower
is
one
that's
following
those
guidelines.
So
um
from
different
perspectives,
if
you
are
a
liquid
death
who
is
a
customer
of
ours,
you're
likely
following
the
guidelines
of
Target,
Walmart,
uh
any
store
that
you're
in,
right?
Grocery
stores,
etc.
Um,
and
then
you
also
have
the
leaders,
so
like
the
targets,
the
Walmarts,
the
Coles,
the
all
of
those
who
are
you
know
telling
the
items
on
their
shelves
how
to
send
that
information
back
and
forth.
And
and
another
piece
to
that
puzzle,
too,
that
people
don't
always
understand
until
uh
they
get
hit
with
it
when
their
full
invoice
isn't
paid,
is
if
those
things
are
wrong,
you
get
what's
called
a
chargeback.
Um,
if
those
if
that
information
comes
over
incompletely,
uh
there
that
is
taken
from
your
invoice.
Uh
so
not
only
does
it
need
to
be
correct
um
to
avoid
those
situations,
but
you
also
need
to
be
able
to
fight
those
situations,
showing
that
those
things
are
correct.
Oh,
I
love
this
use
of
this
case
study.
Oh
my
god,
I'm
so
happy
we
put
this
out.
Perfect
timing
for
this,
too.
Um
and
and
what's
fascinating
about
it
is
you're
absolutely
right.
I
mean,
actually,
well,
we'll
talk
about
it
in
regards
to
the
everyman
jack
situation.
Everyman
Jack
is
a
company
that's
under
uh
the
Carlisle
group,
they
own
a
bunch
of
brands.
Steve
Fox
became
a
new
CFO
of
the
company
a
few
years
ago,
and
uh
they
didn't
like
their
their
TMS.
I
think
they're
an
SAP
one,
uh
or
sorry,
their
SOR
system
of
record.
Um,
and
also
did
not
like
their
EDI
provider,
who
I
want
to
say
was
True
Commerce.
SBS
and
True
Commerce
are
probably
the
ones
we
come
up
through
the
most.
They're
the
largest
SBS
is
publicly
traded.
We'll
get
into
that
later.
Um,
and
so
you're
right,
Blythe.
It's
it's
very
much
I
like
to
contribute
it
to
oh
wow,
I'm
gonna
show
my
age
on
this
one
a
little
bit.
I
like
to
contribute
to
like
your
cable
provider
or
your
internet
provider,
right?
You
choose
the
one
that
you've
heard
of
the
most
that
you
know
is
in
your
neighborhood,
and
you
probably
never
move
because
even
though
you
don't
really
love
their
service,
you
know,
the
service
is
gonna
be
shitty
everywhere
you
go,
per
se.
And
so
you
just
kind
of
stick
with
them
and
deal
with
the
hard
times,
even
though
you
absolutely
hate
it.
As
Steve
puts
it
in
there,
it's
kind
of
like
dealing
with
the
IRS,
it's
gonna
suck
no
matter
what,
and
that's
how
EDI's
always
kind
of
been
treated.
In
our
the
legacy
players
out
there,
um,
another
thing
that
you
don't
realize
unless
you
are
probably
working
in
the
EDI
or
have
signed
uh
EDI
contracts
before
is
that
you're
usually
paying
uh
well,
some
will
pay
make
you
pay
per
transaction,
which
is
kind
of
crazy.
Uh
which
means
as
you
scale,
the
bill
goes
up
very
fast.
Uh
we
charge
and
and
most
modern
will
charge
closer
to
like
trading
partners,
but
on
top
of
that,
they
oftentimes
will
charge
a
managed
service
fee
because,
like
you
said,
those
guidelines
change
often,
and
sometimes
they're
sent
the
guideline
changes
are
sent
in
email.
Sometimes
those
emails
go
to
spam.
Sometimes
those
I'm
not
gonna
lie
to
you.
There's
some
people
out
there
who
send
those
guideline
changes
snail
mail,
like
and
I'm
not
gonna
expose
those
guys
because
I
know
who
they
are,
but
they're
bigger
companies
than
you
think
they
would
be.
Um,
so
you
know
that
letter
gets
missing
or
something
happens,
your
stuff
breaks,
you
get
charged.
So,
what
these
companies
do
is
they
they
grow
off
of
the
fact
that
they
they
know
you're
gonna
need
them
for
that
smaller
fee
that
they're
charging
per
transaction,
but
they
also
know
that
they're
going
that
you're
gonna
pay
an
extra
$15,000
on
top
of
that
to
make
to
have
us
manage
it,
and
that's
the
call
out
point
that
I'm
really
excited
for
because
that
is
what
Orful
has
always
pointed
to
and
said
honestly
is
bullshit.
And
I
think
what's
happening
now
is
that
people
are
realizing,
oh,
like
I've
literally
was
talking
to
someone
the
other
day,
someone
we
know
very
well,
who
was
like,
Listen,
I
want
to
talk
to
you
guys
because
I
don't
want
to
pay
this
fee
anymore.
I
we
shouldn't
be
paying
because
that
fee
is
sometimes
like
way
bigger
than
what
you're
paying
just
for
the
EDI
service.
You
might
be
paying
like
$2,000
a
month,
but
then
you're
paying
like
$7,000
just
to
like
make
sure
it
doesn't
break.
It
doesn't
make
sense,
especially
when
it
is
something
that
can
be
managed
by
modern
technology.
Now
it's
gonna
be
hard
for
you
to
probably
do
that
yourself,
yeah.
But
you're
gonna
look
at
that
ten
thousand
dollar
invoice
every
day
and
say,
that
seems
like
a
problem
I'll
try
to
figure
out
how
to
solve.
And
back
to
like
the
whole
Coca-Cola
point
and
everything,
like,
and
and
and
how
are
people
using
AI
appropriately?
It's
just
like
the
lawyer
situation,
and
and
you
can
see
it
in
SPS's
stock
because
they
have
just
collapsed
because
their
shareholders
get
it.
They're
like,
oh
wow,
like
this
extra
fee,
kind
of
like
the
billable
hours
that
we've
always
you
know
had
revenue
off
of,
is
going
to
go
away.
And
instead
of
sitting
back
and
saying,
Hey,
like
let's
kind
of
move
forward
with
the
times,
which
is
hard
to
do
for
a
company
of
that
size,
I'll
be
honest.
Like,
even
if
they
wanted
to
do
it,
they're
not
gonna
do
it.
SPEAKER_01
57:31
Yeah,
that's
the
change,
the
change
management
aspect
in
uh
this
whole
first
hour
of
discussion
is
probably
the
biggest
bottleneck.
SPEAKER_02
57:39
Yeah,
like
those
people
aren't
gonna
do
it
fast,
but
there
are
smaller
players
in
this
industry
that,
like
I've
recently
heard,
are
now
building
themselves
with
different
language
models
because
they
don't
want
people
to
be
able
to
access.
I
know
a
logistics
EDI
provider
that's
very
ERP
specific.
Uh,
I'm
gonna
say
it
trimble.
And
if
you're
a
trimble
user,
you
probably
know
exactly
what
I'm
talking
about.
They
actually
don't
even
let
you
see
your
data
because
they
don't
want
you
to
see
it
because
they
understand
that
you
could
probably
that's
the
like
how
they're
holding
on
to
you,
right?
And
if
you
move
away
from
us,
you
lose
all
of
that
too.
So
you're
right,
they
have
this
96%
hold
on
you
because
they
make
it
harder
to
leave
than
anything
else,
and
then
we
just
we
just
don't
believe
in
that
as
a
company
at
orderful.
Like
we
Eric
has
never
believed
in
that,
we
don't
believe
in
that.
Everyone's
moving
towards
this
open
source
plug-and-play
lifestyle
experience
that
can
happen
and
should
happen
in
EDI.
So
we
look
at
it
from
like
the
two
aspects
that
we
talked
about
earlier,
right?
Like
with
the
whole
like
lawyer
situation.
There's
there's
this
technical
jump
that
you
could
say.
Like,
okay,
we
could
use
AI
um
to
now
read
a
partner's
implementation
guide,
map
fields,
uh,
catch
anything
that's
ill
ill
formed,
explain
why
maybe
something
was
rejected.
That's
like
the
fast
win
we'll
see.
Now,
the
slow
clock,
the
clock
that
I
think
that
we've
jumped
on
that
other
people
are
like
avoiding
is
the
extra
fun
stuff,
the
cold
aspect,
right?
We
talked
about
like,
all
right,
I'm
gonna
sit
back,
or
or
if
we
look
at
the
lawyer
aspect
or
the
aspect
you're
talking
about,
the
knowledge.
How
do
we
now
make
money
off
the
knowledge?
SPEAKER_01
59:27
Yeah,
I
was
about
to
say,
like,
oh,
how
do
you
guys
actually
make
money
then?
SPEAKER_02
59:31
Yes,
how
do
we
make
we
do
we
do
charge
by
trading
partner?
But
now
what
we
do
is
we
have
we've
built
which
is
mosaic
that
now
fixes
these
extra
things
that
really,
really
make
uh
that
make
that
fee
possible.
So,
what
does
that
look
like?
So
we
can
now
fix
onboarding
checklists,
like
the
the
tasks
that
need
to
happen
to
onboard
a
new
trading
partner,
and
those
tasks
can
take
up
to
90
days
and
often
do
with
those
providers.
Um,
so
when
someone
like
every
man
jack
that
you
brought
up
is
looking
to
switch
systems
and
move
over
57
trading
partners
within
six
months.
SPEAKER_01
1:00:12
Real
quick,
what
do
you
mean
by
trading
partners?
Is
that
like
a
your
carrier,
your
broker?
What
does
that
what
is
that?
SPEAKER_02
1:00:18
Uh
all
of
the
above,
depending
on
who
you
are.
So
for
like
an
every
man
jack,
that's
gonna
be
uh
potentially
like
it
could
be
actually
suppliers
for
them.
It
could
be
the
targets,
the
Walmart's,
the
Walgreens,
uh
C
S
C
uh,
CS
CX,
CSV
or
CVS,
CVS,
there
we
go.
Uh
it
could
be
like
the
shelves,
the
company,
the
stores
that
they're
at.
Um,
oftentimes,
so
like
US
Express
is
a
customer
of
ours
now.
Um,
so
theirs
is
gonna
be
like
uh
they're
the
shippers,
they're
connected
to
the
shippers'
TMSs
so
they
can
tender
over
loads
to
them.
Um,
shippers
are
the
same
way,
they'll
they'll
tender
over
um
loads
from
like
their
logistics
units.
Uh,
we
call
that
I
believe
a
series
400
or
the
transportation
series.
There's
an
800
series,
which
is
more
like
purchase
orders.
Look
at
me,
verbiage.
Um,
but
yeah,
so
when
you
hear
like,
okay,
one
trading
partner
could
take
90
days,
and
you
know
you're
an
every
man
jack
that
needs
to
do
57.
Okay,
so
you're
telling
me
something
that's
gonna
take
like
years
to
do.
Um,
that's
awful.
That's
that's
why
that's
why
they
never
switch
because
they're
like
it's
it's
hard.
And
so
we've
used
Mosaic
to
to
fix
all
of
that
stuff.
So
we
we
now
create
onboarding
checklists,
and
oftentimes,
based
off
of
information
that
we've
already
received,
already
know
the
steps
that
we
need
to
take
the
moment
you
tell
us
who
you're
trading
with.
Um,
the
EDI
teams
who
trust
more
of
like
the
manual
review
over
a
model
output,
we've
developed
enriched
more
of
that
aspect
into
our
models,
too.
Um
also,
like
we
said,
the
pricing
models
built
around
that,
like
you
shouldn't
need
that
anymore.
That's
how
we
bring
cost
savings
right
back
to
the
customer.
Um,
so
it's
realizing
like
what
you
can
do
behind
the
scenes,
um,
and
in
particular
for
us,
right,
is
like
the
guideline
changes.
So
once
we
know
from
customer
A
that
Walmart's
changed
to
guideline,
we
don't
have
to
change
those
guidelines
for
every
single
customer
we
work
with.
So
they
don't
have
to
like
worry
about
missing
that
Walmart
information.
We
have
that.
Um,
and
it's
it's
just
doing
it
for
you
behind
the
scenes
to
the
point
where,
like,
you
know,
it's
it's
fun
because
it's
something
that
oftentimes
our
customers,
especially
the
users,
you
know,
like
oftentimes
an
EDI,
the
person
that's
buying
it
is
gonna
be
like
a
CFO
or
C
level,
but
like
the
EDI
analysts
themselves
will
get
our
product
and
they're
like,
oh
my
goodness,
because
not
only
do
we
we
often
take
like
X12
and
we
put
it
into
JSON,
which
is
like
hum,
it's
just
a
human
readable
uh
for
you.
So
you
don't
have
to
like
have
to
figure
out
what
the
code
per
se
is
like
trying
to
do.
So
that's
a
big
part
of
it.
But
like
what
our
our
customers
see
when
they
log
on
is
just
like
the
human
aspect
that
they
might
need
to
change,
or
the
they
just
like
the
question,
it's
very
much
almost
like
a
cloud
experience
where
they
might
log
on
and
say,
like
this
is
broken,
is
it
A
or
B?
You
click
A
and
now
it's
fixed.
Where
in
other
legacy
models
that
is
being
done
via
email
behind
the
scenes,
you
don't
have
any
control
over
it.
You're
just
like,
okay,
hold
on,
I
guess
so.
If
you
needed
reports
on
that,
you'd
have
to
wait
for
that
too.
We
have
reporting
available
for
you.
That
stuff's
easy
to
give
out.
So
I
think
what's
interesting
is
I
think
like
if
you
asked
us
maybe
even
a
couple
years
ago,
like,
have
we
met
the
market?
Maybe
not
quite
yet,
but
like
I
think
we've
now
finally
orderful
met
this
market.
We've
raised
this
money,
and
now
we
can
just
execute
on
building
those
commercial
relationships
and
building
an
even
more
intelligent
product
uh
and
and
moving
this
industry
forward
to
the
point
where
I
mean,
at
the
end
of
the
day,
it's
like
we
talked
about
the
lawyer
situation,
those
costs
will
come
down.
That
that
world
will
exist
where
you
don't
have
to
spend
that.
SPEAKER_01
1:04:29
Um,
and
you
can
actually
versus
the
competitors
that
are,
you
know,
you
get
a
$15,000
invoice
and
you're
you're
thinking
hard
about
well,
what
does
this
actually
everybody
is
looking
at
their
tech
stacks
and
wondering
like
what
makes
sense
and
what
doesn't.
And
I
think
when
you
get
a
bill
like
that,
that
is
uh
that
it
creates
an
incentive
for
somebody
to
look
for
a
different
solution.
SPEAKER_02
1:04:53
It
really
is
crazy
to
me.
And
and
honestly,
sometimes
it's
like
I'll
be
I've
seen
deal
situations
where
it's
like
they
are
just
like
they
are
gonna
they
they
want
to
handcuff
you
to
them
so
bad
that
they
will
make
even
that
transition
awful.
And
that's
what's
awesome,
is
that
we've
we're
even
like
building
technology
to
avoid
that
experience,
to
avoid
even
when
you
want
to
leave,
them
making
it
hard
for
you
to
leave
because
there's
certain
numbers,
there's
certain
ISA
IDs,
there's
certain
aspects
that
you
might
need
to
get
from
like
a
legacy
provider
that
you've
been
with
for
10
years,
but
they're
not
gonna
they're
gonna
wait
four
weeks
to
send
you
that
info,
right?
Likely
from
how
we
can
consume
your
data,
and
that's
like
the
that's
the
secret
sauce
I
will
tell
you
on
air.
Uh
that
what
we're
doing
there,
I
think
is
what's
really
gonna
change
the
game.
I
mean,
we
are
like
I'll
openly
say
this
because
I
I
mean
if
we're
talking
we're
talking
about
manifest
earlier
on
this
for
sure
by
next
manifest.
Um
honestly,
I
think
I'll
I'll
be
able
to
showcase
this
at
events
no
later
than
like
September.
Oh
well.
Is
we'll
get
to
a
point
where
you
can
drop
your
uh
training
partner
agreement
like
in
a
drop
box,
we'll
tell
you,
hey,
come
back
to
us
tomorrow,
come
back
to
our
booth
tomorrow,
we'll
show
you
that
you're
set
up.
Like
and
and
I'll
openly
say
this
because
I'm
telling
people
this
as
well.
There
are
some
ERPs
that
we
are
100%
onboarding
people
in
48
hours,
so
it's
like
in
and
what
I'm
talking
about
in
a
world
where
that
person
has
been
told
by
legacy
providers
that
it
will
be
two
months,
like
we
it
will
be
ready
to
go
in
48
hours.
So
um,
I
get
really
excited
when
I
see
stuff
like
that
because
I
know
we're
taking
a
lot
of
the
headache
out
of
EDI,
and
I'm
not
it's
not
so
much
that
like
we
want
to
make
it
sexy,
like
it's
we
want
that
plaid
experience
that
I've
talked
to
you
about
where
it's
just
like
you
know
that
you
could
switch
ERPs,
you
know
that
you
could
move
systems,
you
know
that
you
could
add
a
trading
partner
at
any
moment.
But
do
not
want
to,
yeah,
and
well,
and
it's
not
gonna
be
a
headache,
and
you're
I
think
what's
really
fun
is
like
you
know,
we
are
just
at
an
event
uh
called
Summer
Fancy
Food
in
New
York
City,
and
it's
an
event
where
actually
if
you
like
food.
Go
to
this
event.
Your
logistics
something
like
food,
figure
out
how
to
convince
your
manager
to
go
to
this
event.
Because
there's
not
a
lot
of
us
tech
people.
There's
only
like
a
whole
there's
only
like
10
of
us
there.
Because
I
think
we
people
just
haven't
figured
it
out.
SPEAKER_01
1:07:43
Oh,
you're
giving
away
the
secret
sauce.
No,
they're
well,
the
eye
companies
are
gonna
show
up.
SPEAKER_02
1:07:48
Yeah,
exactly.
No,
they
were
there,
they're
just
not
as
good,
you
know.
Um
but
so
at
the
event,
the
point
of
it
is
to
you
know,
make
your
food,
make
your
products.
Retailers
walk
around,
restaurants
walk
around,
they
test
them,
and
the
point
is
to
hopefully
put
you
on
the
shelves.
So
it's
like
a
perfect
trigger
point
for
us
because,
like,
for
us,
it's
like
awesome,
did
you
have
a
good
show?
You
did
perfect.
The
first
thing
they're
gonna
ask
you
for
is
EDI.
They
probably
don't
even
know
what
that
is
yet.
Um,
but
you
as
a
business,
right,
want
to
get
on
that
shelf
as
fast
as
possible.
This
technical
step
is
going
to
is
going
to
kill
you
on
making
that
happen
in
the
timeline
that
you
want.
And
so
that's
what
I
get
excited
for
too
is
like
we
have
a
product
called
Web
EDI
that's
more
for
like
those
businesses
that
just
got
their
first
trading
partner.
Maybe
they
don't
have
much
of
a
technology
stack,
but
it's
the
same
thing,
it
gets
you
set
up
right
away.
You
actually
don't
even
need
to
talk
to
any
of
our
sales
reps.
You
can
go
on
our
site
today,
put
in
your
credit
card,
and
you'd
be
connected
right
now.
Um,
but
it's
like
that's
the
experience
we
want
people
to
have.
It's
like
no
matter
how
big
your
business
is
it
is,
they
can
make
that
switch
right
away
with
no
problem.
SPEAKER_01
1:08:56
Yeah,
yeah,
yeah.
I
was
gonna
just
ask,
but
you
just
answered
it.
It's
just
sounds
like
it
as
you
were
talking,
it
sounds
like
an
enterprise
solution.
But
if
you
templatize
it
and
you're
creating
this
level
of
efficiency
that
is
what
you're
talking
about,
then
it
naturally
will
trickle
down
into
you
know
the
SBs
of
the
world.
SPEAKER_02
1:09:14
Yes,
a
hundred
percent.
Yeah.
We've
got
uh
if
you're
a
small
business
like
and
and
looking
one
or
two
training
partners,
like
go
to
our
website
today,
you're
gonna
have
a
great
time.
It's
so
easy
to
use
your
I
can
use
it,
like
you
don't
need
to
know
what
EDI
is.
Um,
but
now
our
job
is
to
make
that
same
exact
experience
for
the
enterprise
level,
and
we
are
well
on
our
way
there.
SPEAKER_01
1:09:38
Well,
that's
awesome.
I
mean,
I
definitely
from
like
a
job
security
standpoint.
It's
like
it
it
sounds
especially
from
from
having
the
these
conversations
with
you
and
you
know,
your
your
your
time
previously
at
Freight
Waves
covering
a
variety
of
companies,
and
then
now
being
able
to
go
inside
and
and
work
for
a
company
that
you
can
use
those
media
talents
for.
I
mean,
that's
on
like
full
display
right
here,
where
you're
able
to,
you
know,
explain
something
that
you
know,
I've
worked
in
logistics
for
a
long
time
and
I've
heard
the
phrase
EDI,
but
I
until
we
started
having
these
conversations,
I
couldn't
tell
you
what
the
hell
it
was.
Um,
but
you
know,
here
we
are
now
understanding
or
having
a
full
understanding,
fuller,
I
guess
I
should
say,
of
of
what
this
quiet,
you
know,
the
notes
called
it,
you
know,
the
quiet
technology
that's
been
powering
the
logistics
industry
for
40
years.
SPEAKER_02
1:10:27
Yeah,
and
to
the
to
like
the
every
to
the
job
aspect
too,
I
want
to
touch
on
because
we
touch
on
that
in
the
everyman
jack
case
study
we
just
put
out
too.
Um,
funny
enough,
uh,
when
we
started
that
project,
uh
there
was
they're
using
a
technology
consultant
to
kind
of
help
them
guide
them
through
that
process.
And
at
the
time
at
Everyman
Jack,
Raina
and
James
were
working
in
the
EDI
um
department.
Uh,
Raina
actually
does
not
work
at
Everyman
Jack
anymore.
She
now
works
for
the
consultant
themselves,
making
more
money,
enjoying
her
life,
doing
you
know,
the
same
EDI
aspect
to
a
number
of
other
custom
companies
as
well.
And
James
hasn't
had
to
hire
someone
because
of
the
efficiencies.
And
now,
James,
instead
of
worrying
about
mappings
all
day
long,
spends
his
time
because
this
is
the
fun
part.
Now
that
you
we've
fixed
your
chargeback
issue,
now
when
you
get
chargebacks,
now
you
know
that
you
can
fight
them
because
you
can
prove
that
it
wasn't
sent
over
wrong.
So
now
it's
like
James
gets
to
now
focus
on
the
chargeback.
There's
so
many
different
things
that
he
can
do
now
in
his
job,
uh,
in
regards
to
automation
and
things
of
that
nature
with
the
EDI
data,
that
it's
like
it's
it's
why
I
was
like
so
I
had
so
much
fun
doing
this
case
study
because
one,
they
were
like
one
of
the
first
customers
I
got
to
work
with
when
I
started
here.
So
I've
seen
them
on
board
and
go
through
like
a
full
year
of
being
a
customer.
They
actually
won
us
an
award
at
NRF
for
that
work
as
well.
So
shout
out
to
Steve,
he's
the
best.
Um,
but
what
I
think
is
really
cool
is
not
only
through
that
experience,
we
saw
someone
increase
you
know
their
livelihood
in
terms
of
what
they're
doing
for
their
own
family.
And
now
James
isn't
stuck
like
dealing
with
mapping
headaches
all
day
that
he
absolutely
hated.
He
can
focus
on
bigger
tasks
that
actually
help
the
company
make
more
money
for
the
Carlisle
group.
Um,
and
can
you
know
email
chat
with
me
whenever
he
wants
to.
So
shout
out
Janet.
Love
you,
my
dad.
The
ROI
is
everywhere.
Yeah,
the
ROI
really
is
there,
and
so
that's
why
even
the
whole
like
job
thing
I
push
back
because
if
anything,
it
like
allows
them
now
to
use
that
data
to
like
improve
their
business
in
different
ways.
SPEAKER_01
1:12:43
Yeah,
no,
that
that
all
sounds
like
good
stuff,
and
I
I
I
think
it's
just
one
of
the
the
hidden
areas
of
logistics
that
doesn't
get
talked
about
a
lot,
but
it,
I
mean,
it's
definitely
especially
from
the
landscape
of
what
you
the
the
jump
is
it,
James,
that
you
were
just
talking
about,
you
know,
he
has
a
real
dollar
amount
now
that
he
can
go
back
and
it
directly
impacts
the
bottom
line,
and
he
can
prove
the
value
of
his
own
job
and
prove
the
value
of
the
technology
investments
that
in
the
technology
partners
that
he
in
the
decision
making
that
he,
the
human
judgment
that
that
he
is
being
able
to
make,
and
he
gets
to
reap
the
rewards.
So
um
that's
pretty
cool
that
where
it's
like
a
modern
day
that
that
whole
segment
and
orderful's
take
really,
I
guess,
sort
of
bring
a
you
know,
I
guess
an
extra
exclamation
point
um
for
the
value
of
like
the
the
boring
task
of
AI
and
how
it's
impacting
and
where
human
judgment
really
uh
plays
a
role
and
shines
brightly
um
for
somebody
like
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