00:00:03.559 --> 00:00:04.429 Pull up here.
00:00:11.569 --> 00:00:12.589 It's not the best, is it?
00:00:13.269 --> 00:00:16.165 One second, let me get a different snapshot of that
00:00:16.165 --> 00:00:16.889 really fence.
00:00:18.369 --> 00:00:22.665 So just to start with, for today, one of the things that I
00:00:22.665 --> 00:00:27.179 wanted to talk with you guys about is just a refresher on why
00:00:27.179 --> 00:00:31.911 we're doing what we're doing and this really does drive a lot of
00:00:31.911 --> 00:00:33.659 a lot of the day to day.
00:00:34.579 --> 00:00:36.589 Now, first of all, can you guys hear me OK on the mic?
00:00:37.179 --> 00:00:38.549 Is the Mike situation decent?
00:00:38.559 --> 00:00:39.229 OK, cool.
00:00:39.359 --> 00:00:39.679 Thank you.
00:00:39.699 --> 00:00:40.129 Take care.
00:00:40.539 --> 00:00:44.084 And now I promise not to go too detailed on this, but I do
00:00:44.084 --> 00:00:47.029 again, I think this is a really important thing.
00:00:47.039 --> 00:00:51.924 So and if you were to say what the mission of clarity is, what
00:00:51.924 --> 00:00:54.639 are some things that come to mind?
00:00:54.649 --> 00:00:57.572 I'm not saying that this is like a pop quiz or anything, but
00:00:57.572 --> 00:01:00.448 like, what are some things that you think of when you think
00:01:00.448 --> 00:01:01.359 what's our mission?
00:01:01.429 --> 00:01:03.469 Like what are we trying to do as a team?
00:01:04.649 --> 00:01:05.549 What would you say to that?
00:01:06.219 --> 00:01:07.889 Ecommerce domination.
00:01:08.659 --> 00:01:09.189 Yeah.
00:01:09.199 --> 00:01:10.569 Yes, I love it.
00:01:10.739 --> 00:01:11.259 Keep going.
00:01:13.319 --> 00:01:13.829 That's awesome.
00:01:17.329 --> 00:01:18.519 That's a tough act to follow.
00:01:18.529 --> 00:01:18.749 I know.
00:01:19.869 --> 00:01:23.391 Any other thoughts, like providing a lot of value to our
00:01:23.391 --> 00:01:26.789 clients and ecommerce is a huge aspect of that, right?
00:01:27.659 --> 00:01:28.349 Any other thoughts?
00:01:29.859 --> 00:01:30.769 What's our mission?
00:01:30.779 --> 00:01:31.849 What are we focusing on?
00:01:32.059 --> 00:01:34.653 There are sort of like a secondary mission that we talk
00:01:34.429 --> 00:01:36.169 It's very culture focused.
00:01:34.653 --> 00:01:35.209 about a lot.
00:01:37.099 --> 00:01:38.059 Yes, yes.
00:01:38.279 --> 00:01:38.929 Yeah. Yes.
00:01:39.239 --> 00:01:40.589 Feel free to elaborate on that.
00:01:40.599 --> 00:01:42.599 Like what does that mean for each person too?
00:01:44.259 --> 00:01:44.809 The poorer.
00:01:44.719 --> 00:01:44.999 Uh.
00:01:46.039 --> 00:01:46.839 Support. Yep.
00:01:47.189 --> 00:01:47.679 Sorry, Ben.
00:01:47.199 --> 00:01:47.739 Quality.
00:01:49.219 --> 00:01:49.659 Go for it.
00:01:49.669 --> 00:01:50.359 Ben, please.
00:01:50.319 --> 00:01:50.759 Quality.
00:01:51.659 --> 00:01:52.099 Quality.
00:01:52.109 --> 00:01:54.639 Yeah, quality products, quality delivery.
00:01:55.799 --> 00:01:56.139 Output.
00:01:57.959 --> 00:02:00.309 Yeah, taking ownership of the results.
00:02:00.399 --> 00:02:04.512 The output and feel free if anyone else wants to chime in
00:02:04.512 --> 00:02:08.980 and my sort of like the things that I would say are delivering
00:02:08.980 --> 00:02:13.449 extreme value for clients and that might sound like hyperbolic
00:02:13.449 --> 00:02:17.208 but I I will ask you to if you feel like that sounds
00:02:17.208 --> 00:02:21.676 hyperbolic, delivering extreme value for clients, let that sit
00:02:21.676 --> 00:02:26.002 with you for a second if you would and I'll talk about why I
00:02:26.002 --> 00:02:27.279 think that's true.
00:02:28.499 --> 00:02:33.383 The other one is serving our team, being able to really build
00:02:33.383 --> 00:02:36.219 a career in and develop personally.
00:02:36.549 --> 00:02:39.743 Now the thing that I'll say is having a mission doesn't mean
00:02:39.743 --> 00:02:41.209 that we're accomplishing it.
00:02:41.469 --> 00:02:43.079 And that might sound kind of depressing.
00:02:43.779 --> 00:02:46.109 OK, but I don't wanna sit.
00:02:46.119 --> 00:02:48.426 I don't wanna sit here and claim that we're accomplishing these
00:02:48.426 --> 00:02:48.679 things.
00:02:49.489 --> 00:02:51.479 Uh, but they are worthy objectives.
00:02:51.719 --> 00:02:54.443 I think that you guys would agree these are worthy
00:02:54.443 --> 00:02:57.594 objectives, delivering extreme value for our clients, like
00:02:57.594 --> 00:03:00.959 providing real value that at the end of the night we can layer
00:03:00.959 --> 00:03:04.324 head on the pillow and say man, I made a difference today with
00:03:04.324 --> 00:03:05.019 this project.
00:03:06.209 --> 00:03:09.606 Umm and I don't expect anyone to sort of sit up at night and go
00:03:09.606 --> 00:03:09.819 man.
00:03:09.829 --> 00:03:13.404 I just love every second of what I do and it's just the best
00:03:13.404 --> 00:03:16.159 thing and all I can do is think about it 24/7.
00:03:16.909 --> 00:03:21.634 I know some of us do that yours truly included, but I'm not
00:03:21.634 --> 00:03:23.839 expecting that consistently.
00:03:23.849 --> 00:03:28.130 I I think the main thing is that you feel a sense of integrity
00:03:28.130 --> 00:03:32.139 about the value of what we deliver to clients and and then
00:03:32.139 --> 00:03:36.351 the other thing that I think is so critical and these things,
00:03:36.351 --> 00:03:40.700 you know, they wax and wane as the company grows as we develop,
00:03:40.700 --> 00:03:44.845 we sort of we sometimes have to remember things that we were
00:03:44.845 --> 00:03:45.389 good at.
00:03:46.119 --> 00:03:49.636 Sometimes we have to sort of reinforce things that are going
00:03:49.636 --> 00:03:53.095 well and I would say that career development and the growth
00:03:53.095 --> 00:03:56.901 opportunity has been a principle that we've always adhered to and
00:03:53.239 --> 00:03:53.569 To them.
00:03:56.901 --> 00:04:00.245 I just want to continue to reinforce that that is another
00:04:00.245 --> 00:04:01.629 key part of our mission.
00:04:02.779 --> 00:04:06.947 And another thing that and I I promised to show my screen and
00:04:06.947 --> 00:04:07.889 then I didn't.
00:04:07.899 --> 00:04:09.639 Sorry, let me actually show my screen.
00:04:10.319 --> 00:04:14.770 I'm and some of this for this first part of my discussion
00:04:14.770 --> 00:04:19.605 isn't necessarily gonna be super visually stimulating, so bear
00:04:19.605 --> 00:04:24.363 with me on that if you would, but let me go ahead and show my
00:04:24.363 --> 00:04:28.814 screen nonetheless, but one of the things that I think is
00:04:28.814 --> 00:04:32.958 really key with delivering extreme value is picking a
00:04:32.958 --> 00:04:33.419 niche.
00:04:34.729 --> 00:04:37.604 And I just kind of wanted to talk about like, why are we
00:04:37.604 --> 00:04:38.159 doing this?
00:04:38.169 --> 00:04:38.839 Like what are?
00:04:38.889 --> 00:04:39.899 What are we doing here?
00:04:39.909 --> 00:04:40.559 Why are we doing this?
00:04:41.859 --> 00:04:44.519 And clarity has a really interesting story.
00:04:46.949 --> 00:04:51.567 We started out as a services company and many of you who are
00:04:51.567 --> 00:04:56.564 on the call you were working on, you were working right alongside
00:04:56.564 --> 00:05:01.183 my side while we were a services company is a very different
00:05:01.183 --> 00:05:01.789 company.
00:05:02.559 --> 00:05:07.236 This picture I think is a great visualization of kind of what
00:05:07.236 --> 00:05:11.536 was going on, but we basically were fishing in a sort of
00:05:11.536 --> 00:05:16.138 metaphorical and, you know, Red Sea where there was a lot of
00:05:16.138 --> 00:05:20.514 other sort of competition and the company was focusing on
00:05:20.514 --> 00:05:24.739 services within ecommerce, custom software development.
00:05:24.749 --> 00:05:26.379 We did a lot of .net nuke development.
00:05:27.289 --> 00:05:27.659 Umm.
00:05:27.669 --> 00:05:32.620 And we basically found some problems or pains that the that
00:05:32.620 --> 00:05:37.325 different customers had consistently and it took quite a
00:05:37.325 --> 00:05:42.359 while to really get confident that these were real problems.
00:05:42.799 --> 00:05:47.142 Because whenever you're running a company and you're looking at,
00:05:47.142 --> 00:05:51.418 you know where you want to focus the company, it can be hard to
00:05:51.418 --> 00:05:54.759 make a decision that I wanna focus on this laser.
00:05:54.819 --> 00:05:58.889 You know this laser down niche that can be very risky.
00:06:00.089 --> 00:06:04.617 And so we really started the company by just doing general
00:06:04.617 --> 00:06:09.069 software development and then we buy osmosis through many
00:06:09.069 --> 00:06:13.981 projects, understood where the pain was that we could solve and
00:06:13.981 --> 00:06:18.971 what that ended up boiling down to was essentially being able to
00:06:18.971 --> 00:06:23.960 deliver ecommerce and then that really developed from there, but
00:06:23.960 --> 00:06:26.109 it was integrated ecommerce.
00:06:27.179 --> 00:06:29.489 Then we did marketplace ecommerce work.
00:06:30.139 --> 00:06:32.889 Then we focused on our integration platform connect.
00:06:34.239 --> 00:06:39.559 HIPAA, and more recently, auctions and and payment hub.
00:06:41.029 --> 00:06:44.860 And so these are sort of some of the niche areas that we focused
00:06:44.860 --> 00:06:48.397 on and really I would say for the first six or seven years,
00:06:48.397 --> 00:06:51.758 the company was a services company and then for the last
00:06:51.758 --> 00:06:55.236 roughly decade, the company has been focused on becoming a
00:06:55.236 --> 00:06:56.179 product company.
00:06:56.589 --> 00:06:57.629 But it's been a slog.
00:06:58.949 --> 00:07:02.783 And really we, you know, we ultimately going through this
00:07:02.783 --> 00:07:06.484 development going from a services to a product company,
00:07:06.484 --> 00:07:07.939 we were bootstrapping.
00:07:08.809 --> 00:07:09.909 So it was very painful.
00:07:10.779 --> 00:07:12.669 Umm, I mean, I can't.
00:07:12.759 --> 00:07:14.889 It's hard to overstate how painful it was.
00:07:17.929 --> 00:07:22.188 A lot of the team members that were part of that process will
00:07:22.188 --> 00:07:26.103 remember, I mean, we were literally the company was like
00:07:26.103 --> 00:07:30.637 barely surviving and our product wasn't, it wasn't in the best of
00:07:30.637 --> 00:07:31.049 shape.
00:07:31.259 --> 00:07:36.548 I think, James, whenever you took over with Seth, their
00:07:36.548 --> 00:07:42.404 products like the actual code that generated are back end our
00:07:42.404 --> 00:07:47.599 products, the word product was misspelled in the code.
00:07:49.469 --> 00:07:50.509 Do you remember that, James?
00:07:53.659 --> 00:07:54.429 I'm waiting for the.
00:07:54.099 --> 00:07:58.339 That is, is one of of many misspellings at the time, yes.
00:07:59.029 --> 00:07:59.639 Yeah.
00:07:59.689 --> 00:08:00.999 Yeah, it was pretty bad.
00:08:01.509 --> 00:08:05.739 And I mean that on this feeling isn't the only thing that was
00:08:05.199 --> 00:08:10.243 The that the the biggest thing the the most common one was like
00:08:05.739 --> 00:08:06.149 wrong.
00:08:06.199 --> 00:08:07.759 The since the characterization of it.
00:08:10.243 --> 00:08:11.819 catalog not catalog.
00:08:11.589 --> 00:08:11.829 Eight.
00:08:11.839 --> 00:08:12.989 Oh yeah.
00:08:13.409 --> 00:08:13.669 Yeah.
00:08:14.589 --> 00:08:18.226 And and that was just a symptom of the fact that we had
00:08:18.226 --> 00:08:21.994 bootstrapped and it was pretty expensive to be able to do
00:08:21.994 --> 00:08:22.579 anything.
00:08:22.859 --> 00:08:24.539 And we didn't have a lot of resources.
00:08:24.549 --> 00:08:27.819 So you might say, OK, Chris, why are you saying all this?
00:08:29.609 --> 00:08:34.162 The bottom line is that what we had discovered after six or
00:08:34.162 --> 00:08:38.411 seven years of doing services work, it required a major
00:08:38.411 --> 00:08:42.812 investment to execute on and there's an interesting slide
00:08:42.812 --> 00:08:47.592 here that kind of talks about that the classic Steve Jobs God,
00:08:47.592 --> 00:08:51.159 I love that black turtleneck, semi turtleneck.
00:08:52.449 --> 00:08:55.009 To me, ideas are worth nothing unless executed.
00:08:55.019 --> 00:08:56.259 They are just a multiplier.
00:08:56.309 --> 00:09:02.227 Execution is worth millions and this is such a foundational
00:09:02.227 --> 00:09:04.989 thought the it's kind of it.
00:09:04.999 --> 00:09:05.649 It just has to.
00:09:06.709 --> 00:09:10.494 It really has to be sort of like the underpinning of being able
00:09:10.494 --> 00:09:12.269 to deliver value to customers.
00:09:12.709 --> 00:09:17.423 It's about execution and and so I guess my point is that we had
00:09:17.423 --> 00:09:21.842 discovered a pain and we had discovered this blue ocean, if
00:09:21.842 --> 00:09:25.599 you will, where there wasn't a lot of competition.
00:09:25.609 --> 00:09:29.612 But then we had to execute one of the really interesting things
00:09:29.612 --> 00:09:32.489 that I've seen over the last couple of years.
00:09:33.039 --> 00:09:37.902 And this was true in areas you know seven or eight years ago,
00:09:37.902 --> 00:09:42.687 and it was spotty, you know, three or four years ago that we
00:09:42.687 --> 00:09:46.139 were sort of getting this kind of feedback.
00:09:46.149 --> 00:09:50.004 But over the last couple of years, it's been consistent that
00:09:50.004 --> 00:09:53.797 the value that we're able to bring with our products to our
00:09:53.797 --> 00:09:57.589 niche market, that's sort of like this really laser focused
00:09:57.589 --> 00:09:57.969 niche.
00:09:58.039 --> 00:10:01.361 And let me let me show this slide because this is kind of
00:10:01.361 --> 00:10:02.049 helpful too.
00:10:02.719 --> 00:10:06.666 These are, you know, some of our niche focus areas with ecommerce
00:10:06.666 --> 00:10:08.699 integrations, payments and HIPAA.
00:10:11.659 --> 00:10:16.719 We figured out how to bring us so much value in these spaces
00:10:16.719 --> 00:10:19.539 that it's kind of crazy, I think.
00:10:21.809 --> 00:10:25.139 Let me see who else here that was on that call.
00:10:26.009 --> 00:10:28.689 There was a call that I was reading about just earlier.
00:10:29.699 --> 00:10:32.829 Umm Tyler, if you were on there.
00:10:32.839 --> 00:10:34.499 Or Kyle, I'd love for you to speak to it.
00:10:34.509 --> 00:10:39.390 But the HIPAA call that you guys were on and what the CEO said
00:10:39.390 --> 00:10:43.729 about the the pain that they have and clarity solution.
00:10:49.319 --> 00:10:50.969 And I know I'm kind of putting you on the spot there.
00:10:49.749 --> 00:10:54.269 I think I think they might have had to run to a demo.
00:10:55.919 --> 00:10:57.829 They're on another demo call, but.
00:10:57.679 --> 00:11:00.529 Yeah, but I mean, I can.
00:11:00.599 --> 00:11:06.052 I can tell you what what they said or what the takeaway was.
00:11:04.879 --> 00:11:05.589 Yeah, please.
00:11:06.052 --> 00:11:06.499 Yeah.
00:11:06.509 --> 00:11:10.667 So I mean basically after the call, uh, the the notes from it
00:11:10.667 --> 00:11:14.557 were that, you know, all the decision makers were on this
00:11:14.557 --> 00:11:18.649 call and and the basically ended up going like like 2 hours.
00:11:18.659 --> 00:11:22.660 But it's a like a HIPAA mobile pharmacy and it has an
00:11:22.660 --> 00:11:23.549 integration.
00:11:23.559 --> 00:11:24.389 And they were.
00:11:25.729 --> 00:11:29.744 They were saying they've been looking for a while on being
00:11:29.744 --> 00:11:33.556 able to find a HIPAA solution that can actually do what
00:11:33.556 --> 00:11:37.776 they're trying to do, and so the CEO said that they were very
00:11:37.776 --> 00:11:41.791 impressed with what they were seeing from us and even said
00:11:41.791 --> 00:11:45.399 that they really do not like making quick decisions.
00:11:45.409 --> 00:11:48.775 But they feel like after the demo that they were just ready
00:11:48.775 --> 00:11:51.749 to move forward with us just from what they seem so.
00:11:53.499 --> 00:11:54.019 That's awesome.
00:11:54.699 --> 00:11:54.919 Yeah.
00:11:55.249 --> 00:11:58.779 And I mean, one of the things that's really interesting this
00:11:58.779 --> 00:12:02.309 whole time and Phil, if you wanna chime in on this too, feel
00:12:02.309 --> 00:12:02.599 free.
00:12:02.609 --> 00:12:07.433 But we've had we've had some value for what we're offering,
00:12:07.433 --> 00:12:12.176 you know, for the last 10 years and it's gotten better and
00:12:12.176 --> 00:12:12.739 better.
00:12:14.219 --> 00:12:18.262 But when you say fill the a lot of the concern was would we be
00:12:18.262 --> 00:12:19.289 able to deliver?
00:12:20.779 --> 00:12:21.279 Ohh yeah.
00:12:23.739 --> 00:12:25.429 No, no, no, no, no, it it would.
00:12:25.519 --> 00:12:27.069 I mean, I'm not even gonna lie.
00:12:26.729 --> 00:12:26.909 What?
00:12:27.079 --> 00:12:31.427 There were times where I'd get opportunities and I would almost
00:12:31.427 --> 00:12:35.571 not run them to their fullest and I shouldn't be telling you
00:12:35.549 --> 00:12:36.339 Three was the juice.
00:12:35.571 --> 00:12:39.647 this, Chris, because I was worried about what it might turn
00:12:39.647 --> 00:12:40.259 into and.
00:12:41.999 --> 00:12:46.639 I honestly, I I do not ever think that anymore.
00:12:46.859 --> 00:12:48.669 Like I just. I don't.
00:12:48.679 --> 00:12:50.969 It doesn't even come come into my mind.
00:12:51.979 --> 00:12:52.469 Umm.
00:12:52.989 --> 00:12:59.859 So yeah, it's dramatically different, so much better.
00:13:00.849 --> 00:13:02.319 Yeah, it really is.
00:13:02.329 --> 00:13:05.770 And so, umm, there are a couple of things that I want you to
00:13:05.770 --> 00:13:08.759 take away from that, if you would, if you would just
00:13:08.759 --> 00:13:09.549 consider this.
00:13:10.989 --> 00:13:12.399 So you know I'm.
00:13:12.409 --> 00:13:16.700 I'm gonna talking about this vision of delivering stream
00:13:16.700 --> 00:13:21.519 value for clients, OK, and one of the ways that you can do that
00:13:21.519 --> 00:13:25.961 is by being this, you know £5 million gorilla and you just
00:13:25.961 --> 00:13:30.780 have infinite resources and you just you you do you you deliver
00:13:30.780 --> 00:13:35.297 extreme value for you know you you can boil like 1/4 of the
00:13:35.297 --> 00:13:35.749 ocean.
00:13:38.979 --> 00:13:40.709 And you just, you're just awesome.
00:13:40.919 --> 00:13:46.039 OK, another way you can do that is you can pick a small segment
00:13:46.039 --> 00:13:50.999 that you can be the best in the world at even as a relatively
00:13:50.999 --> 00:13:56.039 small team and literally become the best in the world at that.
00:13:57.709 --> 00:14:02.522 And my assertion is that for several of these niche areas
00:14:02.522 --> 00:14:07.917 where either close to or we are the best in the world at it, no,
00:14:07.917 --> 00:14:13.063 I don't really think that that should be a source of pride or
00:14:13.063 --> 00:14:16.549 ego as much as a source of encouragement.
00:14:17.119 --> 00:14:22.539 That what we're doing matters and no, it it it's not perfect.
00:14:23.409 --> 00:14:25.129 No, it we're not.
00:14:25.139 --> 00:14:29.400 You know, we're not the we're not literally like 100% of
00:14:29.400 --> 00:14:33.586 everything that every client would ever want, but there
00:14:33.586 --> 00:14:37.698 should be sort of this underlying thought that you can
00:14:37.698 --> 00:14:42.108 see that we've chosen to focus on specific niches that are
00:14:42.108 --> 00:14:46.668 underserved and we are as a mission delivering extreme value
00:14:46.668 --> 00:14:49.509 within those underserved niche areas.
00:14:50.219 --> 00:14:53.849 Now the really cool thing about that is #1.
00:14:54.419 --> 00:14:59.848 If we sort of, you know, there's this concept of, you know, do
00:14:59.848 --> 00:15:05.536 you want to drill, you know, 100 feet deep but two inches wide or
00:15:05.536 --> 00:15:07.949 do you wanna drill 2 inches?
00:15:07.959 --> 00:15:11.961 Deep and 100 feet wide, and I think for again a lot of folks
00:15:11.961 --> 00:15:15.700 that were sort of at the beginning of clarity, you would
00:15:15.700 --> 00:15:17.209 probably agree with me.
00:15:17.219 --> 00:15:20.329 We were drilling 100 feet wide and two inches deep.
00:15:20.459 --> 00:15:24.209 In other words, we were doing all kinds of stuff, but we never
00:15:24.209 --> 00:15:25.579 got great at any of it.
00:15:26.389 --> 00:15:29.900 Would you guys agree with that in general, it's just kind of
00:15:29.900 --> 00:15:31.339 like we're gonna do this.
00:15:31.349 --> 00:15:31.959 We're gonna do that.
00:15:31.969 --> 00:15:32.549 We're gonna do this.
00:15:32.269 --> 00:15:32.469 Yeah.
00:15:32.559 --> 00:15:36.169 We're gonna do that, and yeah.
00:15:34.069 --> 00:15:34.669 Yeah, for sure.
00:15:36.619 --> 00:15:40.639 And so I, you know, I think that the really the big discovery
00:15:40.639 --> 00:15:44.011 here and this may sound ridiculously obvious, but I
00:15:44.011 --> 00:15:48.226 promise it's it's tough whenever you're trying to make sure that
00:15:48.226 --> 00:15:51.858 you know you've got enough revenue coming in and you're
00:15:51.858 --> 00:15:55.749 hitting your numbers, it can be tempting to get distracted.
00:15:56.519 --> 00:15:59.989 But we've really figured out how to sort of focus on this niche.
00:16:00.319 --> 00:16:05.876 These laser, laser focus niche areas, OK, now by its nature, by
00:16:05.876 --> 00:16:11.520 doing that we deliver a lot more value and what's really awesome
00:16:11.520 --> 00:16:12.649 about it too.
00:16:12.759 --> 00:16:17.009 And I think the team is seeing this, albeit it's a progression.
00:16:17.379 --> 00:16:23.128 It's not an overnight thing, but the consistent focus on specific
00:16:23.128 --> 00:16:28.442 things allows us to become so good at it that we can do more
00:16:28.442 --> 00:16:29.749 with less time.
00:16:31.279 --> 00:16:35.748 The team can you can sense the value that you're delivering
00:16:35.748 --> 00:16:39.919 again with less effort and that's really something that
00:16:39.919 --> 00:16:42.079 we've started to do recently.
00:16:43.229 --> 00:16:46.019 In fact, I would say it's pretty substantial.
00:16:46.969 --> 00:16:48.119 Umm what's happened?
00:16:48.569 --> 00:16:52.772 And I was talking with with some of the leadership team earlier
00:16:52.772 --> 00:16:53.889 today about that.
00:16:54.889 --> 00:16:58.657 And one of the interesting things about the business is we
00:16:58.657 --> 00:17:02.297 we have and I'm gonna try to look for a better visual of
00:17:02.297 --> 00:17:06.193 this, but we have this business model that is currently very
00:17:06.193 --> 00:17:08.429 substantially focused on services.
00:17:10.669 --> 00:17:13.865 And so if for anyone who hasn't seen this before, the idea is
00:17:13.865 --> 00:17:16.958 that we're looking at revenue expenses and then profit, and
00:17:16.958 --> 00:17:19.329 it's supposed to be kind of a visual of that.
00:17:20.569 --> 00:17:25.942 And this is sort of in general what our business is capable of
00:17:25.942 --> 00:17:30.804 right now I'm but what my assertion would be is that and
00:17:30.804 --> 00:17:35.922 as we continue to grow in the vein or sort of the vector of
00:17:35.922 --> 00:17:37.969 attack that we've taken.
00:17:38.829 --> 00:17:41.736 And what you'll see is that the business is going to look much
00:17:41.736 --> 00:17:42.429 more like this.
00:17:43.859 --> 00:17:49.245 And I don't think that we're too far off from this a matter of
00:17:49.245 --> 00:17:52.409 months, matter of months, literally.
00:17:53.589 --> 00:17:56.389 And so you might say, OK, well, what, what's the difference?
00:17:56.399 --> 00:17:58.029 The difference is the licensing.
00:17:58.599 --> 00:18:01.434 So you can see that here visually there's a big amount of
00:18:01.434 --> 00:18:02.999 licensing that's coming in here.
00:18:04.039 --> 00:18:08.652 And the reason that the licensing can happen since we
00:18:08.652 --> 00:18:13.863 are so focused on these niche markets is because our product
00:18:13.863 --> 00:18:15.999 in of itself is valuable.
00:18:16.519 --> 00:18:21.109 Whenever you marry it with the incredible talent of our team
00:18:21.109 --> 00:18:25.397 and the ability to execute at such a high level by again
00:18:25.397 --> 00:18:29.536 focusing on these specific areas, the services and the
00:18:29.536 --> 00:18:34.351 licensing combined make us, you know, really a force that can't
00:18:34.351 --> 00:18:35.179 be stopped.
00:18:36.579 --> 00:18:38.419 And I would love for.
00:18:39.939 --> 00:18:43.773 Anyone on the sales team again or marketing that sort of
00:18:43.773 --> 00:18:47.810 involved in the process of talking with clients if you want
00:18:47.810 --> 00:18:51.510 to edit by that and speak to that it it's not just the
00:18:51.510 --> 00:18:55.278 product itself and it's not just the services, it's the
00:18:55.278 --> 00:18:59.516 combination thereof with a very opinionated process that makes
00:18:59.516 --> 00:19:02.409 this whole thing so valuable to customers.
00:19:03.689 --> 00:19:05.179 Anyone want to elaborate on that?
00:19:05.189 --> 00:19:05.519 Feel free.
00:19:10.349 --> 00:19:14.219 And if anyone has any questions or any combo too, don't worry.
00:19:10.469 --> 00:19:10.939 I think I'm.
00:19:11.049 --> 00:19:12.259 I mean, yeah, on my side.
00:19:14.219 --> 00:19:14.649 Thanks.
00:19:14.499 --> 00:19:14.909 Oh yeah.
00:19:14.919 --> 00:19:18.480 I mean on my side, I mean, you're not only selling a
00:19:18.480 --> 00:19:22.310 software or service, but I mean you were truly selling a
00:19:22.310 --> 00:19:25.469 solution to that businesses paramount problem.
00:19:25.639 --> 00:19:28.771 I mean, if if you think about it just in the business
00:19:28.771 --> 00:19:32.368 perspective, I mean for whatever they're looking for, they're
00:19:32.368 --> 00:19:35.791 trying to mitigate an issue to where they are hemorrhaging
00:19:35.791 --> 00:19:36.139 money.
00:19:36.219 --> 00:19:37.599 They're hemorrhaging, man.
00:19:37.609 --> 00:19:38.599 Time, manpower.
00:19:38.609 --> 00:19:42.449 And it's just, it's like it's a lot more than just a software.
00:19:42.459 --> 00:19:45.349 The service you're making people's lives a lot easier.
00:19:45.759 --> 00:19:49.122 And you're helping them really achieve what their business
00:19:49.122 --> 00:19:51.289 where their business is trying to go.
00:19:52.979 --> 00:19:56.719 So I mean, there's a lot of deep roots there for the most part.
00:19:57.809 --> 00:19:58.519 That was great.
00:19:58.529 --> 00:20:00.109 I think that's such a great way to say that.
00:20:01.089 --> 00:20:05.278 We're solving a pain problem that their business has, and I
00:20:01.169 --> 00:20:01.399 1.
00:20:05.278 --> 00:20:09.746 think that that's such a great rallying cry if you just kind of
00:20:09.746 --> 00:20:13.796 think about the value that we deliver because some of the
00:20:13.796 --> 00:20:17.985 projects that we work on are pretty incredible and a lot of
00:20:17.985 --> 00:20:20.499 what we do is in the medical space.
00:20:21.119 --> 00:20:23.149 And so we're literally helping.
00:20:23.859 --> 00:20:27.746 I mean, as cliche as it may sound, either improving lives
00:20:27.746 --> 00:20:31.498 and improving people's experiences, or literally saving
00:20:31.498 --> 00:20:35.385 lives and helping them by automating processes and making
00:20:35.385 --> 00:20:39.339 things go faster and better, which does make a difference?
00:20:39.899 --> 00:20:43.753 Couldn't for anyone that's gone through a serious medical event
00:20:43.753 --> 00:20:46.944 or had any kind of medical issues for loved ones, or
00:20:46.944 --> 00:20:48.269 possibly for yourself.
00:20:49.069 --> 00:20:53.307 Umm, you know that the medical system is in many cases, if not
00:20:53.307 --> 00:20:56.469 most cases pretty challenging to work through.
00:20:57.319 --> 00:21:01.072 And so by automating and improving that and helping
00:21:01.072 --> 00:21:05.548 provide a a robust solution that can help companies scale and
00:21:05.548 --> 00:21:07.569 give customers self service.
00:21:08.639 --> 00:21:08.809 Uh.
00:21:08.939 --> 00:21:12.992 And allow them to truly benefit from, you know, improvements to
00:21:12.992 --> 00:21:13.689 technology.
00:21:13.819 --> 00:21:17.534 This is a game changer for real people just like you and me that
00:21:17.534 --> 00:21:20.049 are going through something really intense.
00:21:20.779 --> 00:21:22.429 But what we're doing is helping them.
00:21:23.179 --> 00:21:28.272 In addition, there's also, you know, like just pain that people
00:21:28.272 --> 00:21:33.207 suffer at their jobs, that by putting our solutions in place,
00:21:33.207 --> 00:21:34.719 we're helping with.
00:21:34.729 --> 00:21:39.553 So anyway, the point is that if you look at where the company is
00:21:39.553 --> 00:21:44.007 going and why we're doing what we're doing and sort of, you
00:21:44.007 --> 00:21:48.832 know what the trajectory is, you kind of it's helpful to look at
00:21:48.832 --> 00:21:53.508 how we got here and the basis of how we got here was we didn't
00:21:53.508 --> 00:21:55.809 really know where the pain was.
00:21:55.919 --> 00:22:00.839 And so we really went abroad for many years, six or seven years.
00:22:02.149 --> 00:22:06.775 Discover where the pain was, and then we started building a
00:22:06.775 --> 00:22:11.709 solution that was bootstrapped and over the years that solution
00:22:11.709 --> 00:22:16.412 became so valuable that now we've really decided to focus on
00:22:16.412 --> 00:22:18.879 going deep in those niche areas.
00:22:19.369 --> 00:22:23.131 But we have several proximate niche areas that sort of feed
00:22:23.131 --> 00:22:26.079 off of each other or contribute to each other.
00:22:26.189 --> 00:22:27.229 And really powerful way.
00:22:28.329 --> 00:22:28.649 Umm.
00:22:28.809 --> 00:22:30.999 Any other thoughts on this or questions?
00:22:31.689 --> 00:22:35.207 And I'll I'll sort of leave it there on this piece, unless you
00:22:35.207 --> 00:22:38.110 guys want me to go into any details or you have any
00:22:38.110 --> 00:22:38.669 questions.
00:22:46.039 --> 00:22:46.469 A.
00:22:47.599 --> 00:22:50.404 The next topic that I thought would be good for us to talk
00:22:50.404 --> 00:22:50.689 about.
00:22:52.659 --> 00:22:59.789 Excuse me, is really what's been going on the last roughly year.
00:22:59.939 --> 00:23:03.066 And then I'm gonna kind of boil it down to the last several
00:23:03.066 --> 00:23:06.246 months and the next several months and I'll try to keep this
00:23:06.246 --> 00:23:07.289 part pretty concise.
00:23:08.499 --> 00:23:12.676 Umm, but generally speaking, clarity has been operating with
00:23:12.676 --> 00:23:13.429 this model.
00:23:13.439 --> 00:23:14.059 As you can see here.
00:23:15.199 --> 00:23:18.779 Umm, over the last year, year and a half?
00:23:19.859 --> 00:23:20.359 Umm.
00:23:21.619 --> 00:23:24.770 And basically, we've been investing a lot of resources,
00:23:24.770 --> 00:23:27.809 any of this profit potential that you're seeing here.
00:23:27.999 --> 00:23:31.692 We've been substantially investing into our product
00:23:31.692 --> 00:23:32.829 development now.
00:23:32.839 --> 00:23:37.141 The reason for this is pretty compelling and I won't go into
00:23:37.141 --> 00:23:41.514 the weeds right now if we have time, I'll briefly hit on some
00:23:41.514 --> 00:23:42.079 of this.
00:23:43.179 --> 00:23:43.579 Umm.
00:23:45.149 --> 00:23:47.703 By the way, let me just share this link too, so if anyone
00:23:47.703 --> 00:23:49.949 wants to, you can be browsing around this with me.
00:23:52.729 --> 00:23:52.929 OK.
00:23:54.579 --> 00:24:00.358 Umm, but one of the things that we started engaging in was our
00:24:00.358 --> 00:24:04.119 payment processing part of our business.
00:24:04.289 --> 00:24:08.463 Now I've I've I would typically just generally refer to this as
00:24:08.463 --> 00:24:11.529 payments, but there's a lot of detail to this.
00:24:12.339 --> 00:24:17.297 This includes payment hub, which is without oversimplifying it,
00:24:17.297 --> 00:24:18.769 hopefully too much.
00:24:18.779 --> 00:24:23.247 It's essentially a virtual terminal that can integrate to
00:24:23.247 --> 00:24:27.792 an ERP or line of business application to make it easy for
00:24:27.792 --> 00:24:32.491 large companies to bill at scale without having to set up an
00:24:32.491 --> 00:24:34.109 ecommerce, et cetera.
00:24:34.119 --> 00:24:37.772 So they can build from their ERP system essentially and
00:24:37.772 --> 00:24:41.425 accounting software that's payment hub and it has a lot
00:24:41.425 --> 00:24:42.599 more facets to it.
00:24:42.609 --> 00:24:46.803 And you know, certainly there if you go and look at this
00:24:46.803 --> 00:24:51.219 document, their resources that go into the details of that.
00:24:51.509 --> 00:24:53.269 But the other piece of it is payments.
00:24:56.049 --> 00:24:59.323 For those of you that aren't aware you know a lot of
00:24:59.323 --> 00:25:03.091 companies that are in the E commerce space, they also set up
00:25:03.091 --> 00:25:06.859 payment processing and take a percentage of all the payments
00:25:06.859 --> 00:25:10.319 that go through their ecommerce sites of their clients.
00:25:11.419 --> 00:25:15.898 Umm, we really substantially haven't done that until the last
00:25:15.898 --> 00:25:18.499 really technically last year or so.
00:25:19.759 --> 00:25:19.979 OK.
00:25:21.559 --> 00:25:26.390 And we basically became a partner with several payment
00:25:26.390 --> 00:25:31.837 payment processing companies that are giving us a kickback or
00:25:31.837 --> 00:25:36.493 percentage of all of the payments that our customers
00:25:36.493 --> 00:25:41.412 process whenever we sign up customers for these payment
00:25:41.412 --> 00:25:42.379 processors.
00:25:43.709 --> 00:25:47.469 Typically these are going to be our customers now without all of
00:25:47.469 --> 00:25:50.766 the mincing of words, and there's a lot of nuance to all
00:25:50.766 --> 00:25:51.229 of this.
00:25:51.239 --> 00:25:55.453 But the summary is that many of our customers process a lot of
00:25:55.453 --> 00:25:59.332 payments and you can kind of look at this sheet that this
00:25:59.332 --> 00:26:03.747 matrix that we made, but many of them process millions of dollars
00:26:03.747 --> 00:26:07.426 a month in credit card transactions and clarity stands
00:26:07.426 --> 00:26:10.369 to benefit by getting a percentage of that.
00:26:10.989 --> 00:26:15.426 One of the recent clients that we signed up for payment hub and
00:26:15.426 --> 00:26:19.377 I guess our payments within payment Hub, I think they're
00:26:19.377 --> 00:26:23.329 going to be doing something around $1,000,000 a month in
00:26:23.329 --> 00:26:27.280 transactions and I believe that we're going to be seeing
00:26:27.280 --> 00:26:31.579 something like 20 to 25 basis points on that and that will be
00:26:31.579 --> 00:26:35.808 literally all of their revenue processing that they're doing
00:26:35.808 --> 00:26:37.749 right now totals up to that.
00:26:38.149 --> 00:26:42.116 But they're looking to grow that to be, you know, in the three to
00:26:42.116 --> 00:26:43.739 five million a month range.
00:26:44.189 --> 00:26:48.401 So you can kind of look at this chart and see what can happen
00:26:48.401 --> 00:26:48.809 there.
00:26:49.419 --> 00:26:53.675 We just started doing this with all of our ecommerce customers
00:26:53.675 --> 00:26:57.863 where at least offering this option for them to process their
00:26:57.863 --> 00:27:02.051 payments through clarity and what's really cool is we're able
00:27:02.051 --> 00:27:05.834 to get a discount for the customers that are signing up
00:27:05.834 --> 00:27:09.415 with us from what they're currently paying for their
00:27:09.415 --> 00:27:11.239 current payment processing.
00:27:11.769 --> 00:27:14.199 So they're saving money and we're making money.
00:27:14.929 --> 00:27:17.829 It's a literal win win situation for our customer.
00:27:18.749 --> 00:27:22.186 And this is what I mean by complementary or proximate areas
00:27:22.186 --> 00:27:25.737 of focus, because if you're in ecommerce and you're not doing
00:27:25.737 --> 00:27:28.029 payment processing, it's kind of silly.
00:27:29.819 --> 00:27:35.300 So we're continuing to lay down more foundation in approximate
00:27:35.300 --> 00:27:37.649 area to our core strengths.
00:27:38.129 --> 00:27:41.086 I mean, this is really going to create an upward spiral as we
00:27:41.086 --> 00:27:41.229 go.
00:27:41.769 --> 00:27:47.053 I wouldn't be surprised if, as we build the business that we
00:27:47.053 --> 00:27:52.510 continue to see about 5 to 10% revenue growth per year year on
00:27:52.510 --> 00:27:55.889 year just from our payment processing.
00:27:56.179 --> 00:27:59.639 That's a residual income that we get, I'm.
00:27:59.649 --> 00:28:03.333 And if you just kind of do the math on our current revenue, you
00:28:03.333 --> 00:28:06.845 know that's half a million to you know it could be more than
00:28:06.845 --> 00:28:10.473 that, roughly a million a year in residual revenue that we are
00:28:10.473 --> 00:28:13.409 sort of projecting from our current customer base.
00:28:14.439 --> 00:28:17.574 And again, you might say, Chris, why are you saying, why are you
00:28:17.574 --> 00:28:18.829 telling me all this stuff?
00:28:18.879 --> 00:28:20.119 Why does this matter to me?
00:28:20.889 --> 00:28:21.169 Umm.
00:28:22.049 --> 00:28:26.335 Whenever we go to really just kind of how this business is
00:28:26.335 --> 00:28:30.985 structured and what this means for all of us, the last year has
00:28:30.985 --> 00:28:32.729 been a major investment.
00:28:34.069 --> 00:28:38.744 It's it's been a slog for a lot of folks to get through putting
00:28:38.744 --> 00:28:43.274 that investment in where we're taking this profit and dumping
00:28:43.274 --> 00:28:47.803 it back into our products in order to achieve that outcome of
00:28:47.803 --> 00:28:52.260 being able to get this type of revenue to come in, we had to
00:28:52.260 --> 00:28:53.429 invest up front.
00:28:54.599 --> 00:28:58.899 And we ended up building out the common models and this is not
00:28:58.899 --> 00:29:01.289 the most up to date version of it.
00:29:01.299 --> 00:29:05.503 But we literally went and built a list of all of the different
00:29:05.503 --> 00:29:09.440 ERP systems and the different type of integrations that we
00:29:09.440 --> 00:29:13.777 needed to do and workflows that needed to be completed for those
00:29:13.777 --> 00:29:17.848 and invested literally hundreds and hundreds of thousands of
00:29:17.848 --> 00:29:19.049 dollars into that.
00:29:20.739 --> 00:29:25.321 And the reason I want to sort of speak to this is because it's
00:29:25.321 --> 00:29:28.739 been, it's been an intense investment on that.
00:29:28.749 --> 00:29:32.809 I think a lot of people you, you can sort of just feel it in the
00:29:32.809 --> 00:29:33.059 air.
00:29:34.859 --> 00:29:37.749 No, I don't know if you guys agree with me on this.
00:29:38.339 --> 00:29:42.384 I I have this philosophy that people know what you're
00:29:42.384 --> 00:29:43.059 thinking.
00:29:44.769 --> 00:29:48.727 I don't think that people can, you know, read mine, but I think
00:29:48.727 --> 00:29:52.562 everyone would agree that if you're interacting with someone,
00:29:52.562 --> 00:29:56.458 you know they're they're gonna pick up on what you're thinking
00:29:56.458 --> 00:30:00.169 about them and they're going to pick up on what's going on.
00:30:01.079 --> 00:30:03.349 I mean it's it's the same way with stress.
00:30:03.439 --> 00:30:06.995 You know, if if things are stressful and intense for the
00:30:06.995 --> 00:30:07.869 business, why?
00:30:07.879 --> 00:30:10.229 That's gonna just percolate through the whole team.
00:30:11.689 --> 00:30:14.209 And so I like to just call these kind of things out.
00:30:14.489 --> 00:30:18.395 I like to just be really direct and say, you know, this is what
00:30:18.395 --> 00:30:22.058 the situation was and This is why and hopefully it helps to
00:30:22.058 --> 00:30:25.781 see sort of some of the vision of what we've accomplished by
00:30:25.781 --> 00:30:29.749 making some of these investments and and where we are headed to.
00:30:29.819 --> 00:30:35.003 You umm, there's a quote that I love that it says you can borrow
00:30:35.003 --> 00:30:39.709 from the beauty of tomorrow to enroll in the activities of
00:30:39.709 --> 00:30:44.495 today and what's really cool is we don't have to, you know,
00:30:44.495 --> 00:30:49.441 borrow too much because we're really getting close to this to
00:30:49.441 --> 00:30:54.546 this model instead having a lot of license profitability really
00:30:54.546 --> 00:30:56.859 changes the business overall.
00:30:57.559 --> 00:31:00.962 And I think that you will see that it'll just be natural
00:31:00.962 --> 00:31:04.665 within the business that you'll sort of feel the pressure and
00:31:04.665 --> 00:31:05.919 the intensity adjust.
00:31:06.069 --> 00:31:09.782 I don't ever want to say that we're gonna just kind of let off
00:31:09.782 --> 00:31:13.377 of the gas, but I think that where is that are stressful for
00:31:13.377 --> 00:31:17.149 most of the team are, you know, when you feel like we're having
00:31:17.149 --> 00:31:19.978 to just grind it out on something and hammer on
00:31:19.978 --> 00:31:22.159 something that could be done better.
00:31:23.219 --> 00:31:29.082 You know, if we could slow down and do this right and then speed
00:31:29.082 --> 00:31:32.149 up, that would feel a lot better.
00:31:33.309 --> 00:31:37.956 And so of course, although we're not gonna be perfect whenever we
00:31:37.956 --> 00:31:42.251 license revenue, I think that you'll see a trend toward that
00:31:42.251 --> 00:31:43.519 type of mentality.
00:31:44.149 --> 00:31:47.034 And I think that you'll continue to see more of that
00:31:47.034 --> 00:31:50.464 behaviorally, where you'll just look at it and say, man, we're
00:31:50.464 --> 00:31:51.499 doing more of this.
00:31:53.389 --> 00:31:55.809 Any comments or questions or thoughts on that?
00:31:56.009 --> 00:31:57.169 Love to hear him if you have them.
00:31:57.179 --> 00:31:58.039 Ohh that's awesome.
00:31:58.049 --> 00:31:58.849 Thank you, larose.
00:31:59.829 --> 00:32:02.649 Cool man, that is so much better.
00:32:02.659 --> 00:32:03.929 It's like Batman colors.
00:32:03.939 --> 00:32:06.779 I love it so much cooler.
00:32:08.439 --> 00:32:12.922 Any comments or questions that on that in general feel free if
00:32:12.922 --> 00:32:13.919 you have them.
00:32:16.479 --> 00:32:18.409 Get this awesome sheet in here.
00:32:19.019 --> 00:32:20.099 Thank you again for sending that.
00:32:23.349 --> 00:32:24.329 But you guys can see that.
00:32:24.339 --> 00:32:24.619 Yeah.
00:32:24.629 --> 00:32:27.539 So this was a very major investment.
00:32:28.349 --> 00:32:29.479 You know we we put.
00:32:31.919 --> 00:32:36.223 I, without going into specifics, it's literally hundreds and
00:32:36.223 --> 00:32:40.879 hundreds of thousands of dollars into this, and I think it's, you
00:32:40.879 --> 00:32:45.465 know, evidence of the success of that is in some of these recent
00:32:45.465 --> 00:32:49.628 projects where we've spun them up in a couple of hours and
00:32:49.628 --> 00:32:52.309 we've gotten the phase one completed.
00:32:54.829 --> 00:32:57.658 And OK, so I'm gonna talk about a couple of other things in this
00:32:57.658 --> 00:33:00.139 vein of thought and then I'll move on to the next topic.
00:33:01.599 --> 00:33:06.015 One of the things that's so powerful about clarity is this
00:33:06.015 --> 00:33:10.581 ability for clarity to deliver, and sorry that there's Lorem
00:33:10.581 --> 00:33:11.629 Ipsum on here.
00:33:11.699 --> 00:33:15.662 I'm trying to just show the headings, but it's our ability
00:33:15.662 --> 00:33:19.289 to deliver an outbox solution that can be customized.
00:33:20.919 --> 00:33:25.051 So I'm just going to say that again, one of our biggest value
00:33:25.051 --> 00:33:29.249 adds in the marketplace is our ability to deliver a out of box
00:33:29.249 --> 00:33:29.849 solution.
00:33:30.179 --> 00:33:35.132 The turn key solution that could be completely customized, that
00:33:35.132 --> 00:33:39.389 is the absolute panacea for almost any of our clients.
00:33:40.009 --> 00:33:42.992 And if you want sort of like to put your finger on the
00:33:42.992 --> 00:33:43.969 foundation of why?
00:33:44.419 --> 00:33:44.789 Why?
00:33:44.799 --> 00:33:48.720 What we do and how we do it from a sort of mechanical level, is
00:33:48.720 --> 00:33:51.049 the software that we that we deliver.
00:33:51.299 --> 00:33:52.409 Why is it so valuable?
00:33:52.419 --> 00:33:57.103 It's because of that and there are a lot of other nuances, but
00:33:57.103 --> 00:34:01.862 I would say that's what it boils down to now how we do that can
00:34:01.862 --> 00:34:06.696 make all the difference, because if we go in and we start making
00:34:06.696 --> 00:34:08.109 custom development.
00:34:09.459 --> 00:34:14.199 Changes before the customer has received their off the shelf
00:34:14.199 --> 00:34:14.899 solution.
00:34:15.769 --> 00:34:20.104 It can be very confusing for a customer, understandably, to be
00:34:20.104 --> 00:34:24.439 able to recognize that we ever had a solution that was working
00:34:24.439 --> 00:34:28.293 because we're going in in customizing before they got a
00:34:28.293 --> 00:34:32.353 chance to sign off on the off the shelf solution, I let me
00:34:32.353 --> 00:34:33.729 give you an analogy.
00:34:34.799 --> 00:34:39.174 If I were to go up to you and say, hey, I've got this
00:34:39.174 --> 00:34:41.929 incredible, you know, sports car.
00:34:42.469 --> 00:34:44.099 Uh, you know it.
00:34:44.109 --> 00:34:49.744 I can customize it for you and make it do whatever you want,
00:34:49.744 --> 00:34:55.749 but it it literally goes zero to 60 and you know 1.1 seconds it.
00:34:55.759 --> 00:34:57.609 It is the coolest car.
00:34:57.619 --> 00:34:58.889 It has the best skid pad.
00:34:58.899 --> 00:34:59.669 Whatever, whatever.
00:34:59.919 --> 00:35:02.352 And so I go into all these details and you're like, Oh my
00:35:02.352 --> 00:35:03.569 gosh, I need that sports car.
00:35:04.479 --> 00:35:04.969 And then.
00:35:04.979 --> 00:35:06.469 But I want you to customize it.
00:35:07.139 --> 00:35:11.171 I want it to be able to go off roading and if I were to give
00:35:11.171 --> 00:35:15.137 you that sports car and then start making customizations to
00:35:15.137 --> 00:35:19.368 it, it would be hard for you to know that it ever worked in the
00:35:19.368 --> 00:35:20.029 1st place.
00:35:20.819 --> 00:35:25.555 After I made changes to it and customizations I'm in until it
00:35:25.555 --> 00:35:30.215 was working again and so our whole idea to sort of deal with
00:35:30.215 --> 00:35:34.952 this with clients was phase one phase two instead of the idea
00:35:34.952 --> 00:35:39.153 was that we would again apologies for the low ellipsis
00:35:39.153 --> 00:35:43.508 here, but the idea was that we would do installation and
00:35:43.508 --> 00:35:48.474 configuration 1st and that would be a fixed bid and timeline and
00:35:48.474 --> 00:35:53.439 then we would do customizations after that and that would be the
00:35:53.439 --> 00:35:54.509 variable work.
00:35:55.899 --> 00:36:00.298 And I just curious if if you guys have any comments about
00:36:00.298 --> 00:36:04.319 that on how that's going, how that rollout has been?
00:36:06.979 --> 00:36:07.379 Yeah.
00:36:07.439 --> 00:36:10.584 Any comments on that phase one phase two and how that's going
00:36:10.584 --> 00:36:10.939 so far?
00:36:15.639 --> 00:36:20.649 And these are some other examples of like out of the box.
00:36:20.959 --> 00:36:24.026 This is actually a really nice visual, so this is out of the
00:36:24.026 --> 00:36:26.339 box and then this is customized on the right.
00:36:27.429 --> 00:36:31.107 Umm same instance of ecommerce but you can see just an example
00:36:31.107 --> 00:36:33.209 of what customizing can do for you.
00:36:39.639 --> 00:36:45.250 So I I would just say in general with the phase one phase two,
00:36:45.250 --> 00:36:50.148 umm, it conceptually makes sense, but it's not easy to
00:36:50.148 --> 00:36:51.039 implement.
00:36:52.009 --> 00:36:57.152 I mean, it's not simple to implement and it requires a very
00:36:57.152 --> 00:37:02.723 concerted effort and again, feel free if anyone wants to dive in
00:37:02.723 --> 00:37:03.409 on that.
00:37:03.479 --> 00:37:07.722 But be the idea in general is a logical one, but practically
00:37:07.722 --> 00:37:09.879 implementing it is challenging.
00:37:10.719 --> 00:37:13.821 Uh, but one of the things that I think everyone would agree
00:37:13.821 --> 00:37:16.819 that's been very successful recently has been the idea of
00:37:16.819 --> 00:37:18.939 doing this really detailed architecture.
00:37:20.179 --> 00:37:24.962 And over the last five or six months, we've gotten some pretty
00:37:24.962 --> 00:37:29.290 incredible results with the architecture on and making a
00:37:29.290 --> 00:37:33.998 really, I mean from what I can tell, it's at least 50 to 100%
00:37:33.998 --> 00:37:38.858 improvement in efficiency on our project execution by doing the
00:37:38.858 --> 00:37:42.199 architecture work that we're doing upfront.
00:37:44.329 --> 00:37:46.809 Umm do you guys agree with those numbers?
00:37:46.819 --> 00:37:47.869 Do you think they're higher?
00:37:47.879 --> 00:37:51.079 Lower from doing this discovery in architecture up front.
00:37:58.159 --> 00:38:01.852 Chris, I just say I I think those numbers are accurate and
00:38:01.852 --> 00:38:05.483 you know the phase one phase two, phase three I think has
00:38:05.483 --> 00:38:09.364 been really successful cause I guess the way I think about it
00:38:09.364 --> 00:38:13.371 is like you know the best way to eat an elephant is 1 bite at a
00:38:13.371 --> 00:38:17.252 time and some of the projects that we take on a have a lot of
00:38:17.252 --> 00:38:18.129 customization.
00:38:18.139 --> 00:38:20.369 So it just gets something up and working.
00:38:20.719 --> 00:38:24.816 Give it to the client and then kind of shift gears to, you
00:38:24.816 --> 00:38:29.122 know, a little bit more advanced customizations than in phase
00:38:29.122 --> 00:38:29.539 three.
00:38:29.549 --> 00:38:32.318 We're kind of deal with the touch ups and even more advanced
00:38:32.318 --> 00:38:32.999 customizations.
00:38:33.689 --> 00:38:36.351 I think it's been really successful and then also the
00:38:36.351 --> 00:38:37.239 architecture also.
00:38:39.259 --> 00:38:39.499 Nice.
00:38:40.669 --> 00:38:40.969 Yeah.
00:38:40.979 --> 00:38:43.747 And I would 2nd that I I would struggle to put a percentage on
00:38:43.747 --> 00:38:43.879 it.
00:38:43.889 --> 00:38:46.629 But I think that even if the.
00:38:48.039 --> 00:38:50.729 Story or, you know, whatever.
00:38:50.739 --> 00:38:52.469 Whatever's in architecture doesn't make sense at first.
00:38:52.479 --> 00:38:57.504 First, it certainly allows me to come with a better question to
00:38:57.504 --> 00:38:58.839 whoever wrote it.
00:38:59.799 --> 00:39:00.979 And so that's a huge advantage.
00:39:00.609 --> 00:39:01.139 It's.
00:39:02.099 --> 00:39:03.089 Yeah, you're here.
00:39:03.159 --> 00:39:03.459 Thanks.
00:39:05.479 --> 00:39:06.169 Over the years, the Rose.
00:39:07.439 --> 00:39:08.009 Yeah, I know.
00:39:08.019 --> 00:39:10.959 On the connect side, there really isn't any reason why we
00:39:10.959 --> 00:39:13.189 shouldn't do the phase one phase two stuff.
00:39:13.199 --> 00:39:15.651 You know it's it's going really well to be able to deliver
00:39:15.651 --> 00:39:18.061 pieces of these projects and start getting our clients to
00:39:18.061 --> 00:39:20.430 where they're getting some value out of their investment
00:39:20.430 --> 00:39:20.929 immediately.
00:39:21.639 --> 00:39:24.827 I think that's huge, even if the the phase one isn't what they
00:39:24.827 --> 00:39:27.812 want in the end to be able to piece these out and get them
00:39:27.812 --> 00:39:30.797 understanding what clarity is about and how fast we can do
00:39:30.797 --> 00:39:33.935 things and how skilled we are quickly to where they're seeing
00:39:33.935 --> 00:39:35.959 that value immediately I think is huge.
00:39:37.049 --> 00:39:40.096 Yeah, just to comment on that and then I'll go over to you,
00:39:40.096 --> 00:39:40.299 Sir.
00:39:40.309 --> 00:39:44.261 Lynch, if you wanted to comment still, I'm one of the things
00:39:44.261 --> 00:39:48.148 that I think is so paramount about the process that may not
00:39:48.148 --> 00:39:49.379 be totally obvious.
00:39:49.759 --> 00:39:54.192 You know, up front and I'm gonna switch to the SDLC briefly for
00:39:54.192 --> 00:39:54.539 this.
00:39:57.429 --> 00:40:01.807 But one of the things that so paramount is that during the
00:40:01.807 --> 00:40:05.740 sales process that we go through, you know it's it's
00:40:05.740 --> 00:40:09.079 clearly sales, umm and I know this is a lot.
00:40:10.649 --> 00:40:14.119 Ohh, but during the sales process it's clearly sales.
00:40:14.489 --> 00:40:18.835 But actually during discovery and then even, you know, during
00:40:18.835 --> 00:40:23.182 the course of development to some extent and you know this is
00:40:23.182 --> 00:40:27.388 a major source of you know opportunity and also potentially
00:40:27.388 --> 00:40:31.455 frustration and is the the client still constantly asking
00:40:31.455 --> 00:40:36.082 themselves, did I make the right decision even during development
00:40:36.082 --> 00:40:39.867 and especially here and development if it's not going
00:40:39.867 --> 00:40:40.709 well, right.
00:40:41.159 --> 00:40:44.369 And I think, you know, PM's and the team members that are,
00:40:44.369 --> 00:40:47.798 you're interacting with clients, you would agree if things get
00:40:47.798 --> 00:40:50.519 tense, they kind of start to question everything.
00:40:51.579 --> 00:40:55.580 And so there's this sort of subjective nature to projects
00:40:55.580 --> 00:40:59.788 that may not be totally obvious up front, where the customer
00:40:59.788 --> 00:41:03.306 actually they need to see performance sort of like
00:41:03.306 --> 00:41:05.169 check-ins or proof of life.
00:41:06.409 --> 00:41:09.239 And this depends on their level of sophistication.
00:41:09.809 --> 00:41:13.268 But most of the time, I think everyone would agree that, you
00:41:13.268 --> 00:41:16.783 know, most customers are not developed and they're, you know,
00:41:16.783 --> 00:41:20.356 they're not typically developers and they don't typically have
00:41:20.356 --> 00:41:23.985 the experience or exposure to be a sophisticated interpreter of
00:41:23.985 --> 00:41:24.779 the situation.
00:41:25.919 --> 00:41:28.079 So they kind of need to see something visual.
00:41:28.519 --> 00:41:31.932 They typically need to see something working and the more
00:41:31.932 --> 00:41:35.463 that they see that, the more supportive of the project they
00:41:35.463 --> 00:41:39.112 are and that tends to result in them having higher client set
00:41:39.112 --> 00:41:42.349 and then the rest of their team being more supportive.
00:41:43.409 --> 00:41:47.814 Nothing but yeah, I mean, I think it's so interesting how a
00:41:47.814 --> 00:41:52.586 lot of times that simple factor of you know, understanding where
00:41:52.586 --> 00:41:56.551 they're coming from and understanding that throughout
00:41:56.551 --> 00:42:01.030 these phases of their project, they've really need to see it
00:42:01.030 --> 00:42:03.159 working, uh, to stay engaged.
00:42:03.739 --> 00:42:06.119 So yeah, any other comments, feel free on this.
00:42:07.839 --> 00:42:08.749 It takes again Rose.
00:42:09.709 --> 00:42:13.194 I was just going to reiterate what Jeremy had said and what
00:42:13.194 --> 00:42:16.854 you'd said it's a it can't be understated how much value there
00:42:16.854 --> 00:42:20.049 is when the customer can actually see what you've done
00:42:20.049 --> 00:42:23.477 for themselves and they could see it working even even the
00:42:23.477 --> 00:42:27.253 most basic common model stuff to see in order number go from one
00:42:27.253 --> 00:42:28.299 system to another.
00:42:28.309 --> 00:42:30.199 All of a sudden the lights just come on.
00:42:30.209 --> 00:42:33.751 It's like, oh, wow, this big, grand idea I had that I thought
00:42:33.751 --> 00:42:36.379 was going to be impossible can actually work.
00:42:36.689 --> 00:42:37.089 Clinton.
00:42:37.099 --> 00:42:40.897 Jeremy can attest to that on farm where they went from, we
00:42:40.897 --> 00:42:41.799 hate you guys.
00:42:41.809 --> 00:42:45.045 You guys are responsible for every wrong thing in the world
00:42:45.045 --> 00:42:45.639 to ohh wow.
00:42:45.649 --> 00:42:46.679 You guys actually did this.
00:42:47.669 --> 00:42:48.419 Let's do more.
00:42:48.869 --> 00:42:53.520 And just seeing that change go, you can really get a sense of
00:42:49.189 --> 00:42:49.369 Yeah.
00:42:53.520 --> 00:42:57.872 like I said, it just can't be understated what having the
00:42:57.872 --> 00:43:02.749 customer see builds builds their confidence and and helps things
00:43:02.749 --> 00:43:03.199 along.
00:43:04.399 --> 00:43:04.889 Yeah.
00:43:04.939 --> 00:43:06.159 Yeah, I I think it.
00:43:06.459 --> 00:43:09.089 Yeah, it literally can't be overstated, right?
00:43:09.199 --> 00:43:13.266 And I like here the thing that's so crazy about it to me and Jim
00:43:13.266 --> 00:43:17.146 just kind of keying off of that is the poor customer like the
00:43:17.146 --> 00:43:20.587 reason they came to us is they're busy, they they they
00:43:20.587 --> 00:43:24.529 think that this is gonna be very turnkey and they don't really
00:43:24.529 --> 00:43:28.597 necessarily know what they have to do as part of the equation is
00:43:28.597 --> 00:43:32.351 one of our opportunities is to be able to help manage their
00:43:32.351 --> 00:43:34.729 expectations throughout that process.
00:43:35.799 --> 00:43:39.993 And one of the best things that we can do to help keeping them
00:43:39.993 --> 00:43:44.186 engaged because although we want the customer to do minimally,
00:43:44.186 --> 00:43:48.047 you know, minimal amounts of effort, there are still some
00:43:48.047 --> 00:43:52.308 things that they have to do, you know, like they have to get us
00:43:52.308 --> 00:43:56.169 access to certain things and give us certain information.
00:43:56.999 --> 00:44:00.851 And in the case of one of our recent Connect projects, not
00:44:00.851 --> 00:44:04.639 literally upgrade the whole system and remove our access.
00:44:07.279 --> 00:44:10.509 And you know, it's a matter of communication around that.
00:44:10.519 --> 00:44:11.189 Right.
00:44:11.599 --> 00:44:15.780 But the whole thing goes better if throughout that communication
00:44:15.780 --> 00:44:18.289 we can sprinkle in this proof of life.
00:44:18.479 --> 00:44:23.350 So anyway, really exciting that we're there and again sort of my
00:44:23.350 --> 00:44:27.772 assertion would be that by getting to that point it allows
00:44:27.772 --> 00:44:32.193 this business to change, it allows it to materially change
00:44:32.193 --> 00:44:37.065 the composition of the revenue, ends up being substantially more
00:44:37.065 --> 00:44:38.339 licensed revenue.
00:44:38.409 --> 00:44:39.879 So you might say, OK, well, great.
00:44:39.889 --> 00:44:42.179 Chris, show me the money.
00:44:42.589 --> 00:44:43.939 Is that really happening?
00:44:43.949 --> 00:44:48.455 Are we actually on track for that as I like to infamously
00:44:48.455 --> 00:44:50.709 say, I'm glad that you asked.
00:44:50.779 --> 00:44:51.869 I'm glad you asked that question.
00:44:53.159 --> 00:44:57.687 So as I mentioned earlier, one of the things that we've been
00:44:57.687 --> 00:45:02.586 doing since the beginning of the year is tracking license revenue
00:45:02.586 --> 00:45:07.189 and our target for each quarter has been a pretty lofty goal.
00:45:07.199 --> 00:45:10.588 And you guys might Remember Me talking about this, but it was
00:45:10.588 --> 00:45:12.829 $532,000 in license revenue per quarter.
00:45:15.319 --> 00:45:19.473 We're we're knocking on the door of that in Q2 and I certainly
00:45:19.473 --> 00:45:23.429 think we'll have an opportunity in Q3 to get even closer to
00:45:23.429 --> 00:45:23.759 that.
00:45:24.679 --> 00:45:28.426 Umm, but by getting our quarterly revenue up to that
00:45:28.426 --> 00:45:32.810 level, then we'll be able to progress next year into you know
00:45:32.810 --> 00:45:37.193 literally several $100,000 a month at licensing revenue as we
00:45:37.193 --> 00:45:38.749 continue to grow that.
00:45:39.709 --> 00:45:42.236 And one of the really cool things that's happened recently
00:45:42.236 --> 00:45:43.479 is we kind of have a problem.
00:45:45.009 --> 00:45:49.519 It's a good problem, but it's a problem I think a lot of folks
00:45:49.519 --> 00:45:53.601 would agree that there's been this discussion around not
00:45:53.601 --> 00:45:58.111 having enough work, and I will say kudos because a lot of this
00:45:58.111 --> 00:46:02.049 is the improvement and efficiency, not just because of
00:46:02.049 --> 00:46:06.345 the architecture process, not just because of the phase one
00:46:06.345 --> 00:46:10.570 phase two, but also because of the individual team members
00:46:10.570 --> 00:46:11.429 performance.
00:46:13.819 --> 00:46:18.461 You know, I don't think that that can be overstated either
00:46:18.461 --> 00:46:23.418 the ownership and the skill and you know the craftsmanship, if
00:46:23.418 --> 00:46:25.779 you will, the problem solving.
00:46:26.949 --> 00:46:28.469 That's really contributing to it.
00:46:28.479 --> 00:46:33.665 But ultimately, our capacity has increased to take on a larger
00:46:33.665 --> 00:46:35.229 number of projects.
00:46:36.449 --> 00:46:40.953 And so the sales team is going to be working in, in the
00:46:40.953 --> 00:46:46.101 marketing team to support that capacity on, but to date so far,
00:46:46.101 --> 00:46:49.319 these are the numbers for each quarter.
00:46:49.329 --> 00:46:54.174 And sorry, this is a lot if you just kind of look at the sum of
00:46:54.174 --> 00:46:57.429 the total licenses, Q1 is here at the top.
00:46:58.339 --> 00:47:03.871 So hopefully you can see me highlighting that and then Q2 is
00:47:03.871 --> 00:47:07.589 here that I'm highlighting SO352 for Q2.
00:47:07.719 --> 00:47:12.890 Now there are two of these that haven't quite come in yet for Q2
00:47:12.890 --> 00:47:14.959 because Q2 isn't over yet.
00:47:15.779 --> 00:47:17.629 Uh, so I am projecting those.
00:47:17.639 --> 00:47:22.690 I think that stadium and bring in direct so you know those may
00:47:22.690 --> 00:47:26.619 or may not come in, but we have already hit 277.
00:47:26.629 --> 00:47:31.085 I think it is for Q2 and again Q2 is an over, yet we still have
00:47:31.085 --> 00:47:32.339 3 1/2 weeks or so.
00:47:34.689 --> 00:47:39.865 And so ultimately my my point is to say that look at that license
00:47:39.865 --> 00:47:44.807 growth just from Q1 to Q2, umm, it's pretty substantial and it
00:47:44.807 --> 00:47:47.709 seems like that's going to continue.
00:47:48.329 --> 00:47:50.599 And is it gonna be perfect?
00:47:51.189 --> 00:47:52.119 Surely it won't.
00:47:52.169 --> 00:47:52.999 You know it.
00:47:53.009 --> 00:47:56.402 It'll be fits and spurts as we continue, but I I think that
00:47:56.402 --> 00:47:59.399 based on what we're seeing on marketing and sales is
00:47:59.399 --> 00:48:01.379 definitely gonna continue to grow.
00:48:01.849 --> 00:48:05.948 And what I can tell you from the development side of things, my
00:48:05.948 --> 00:48:09.918 understanding is the team is just literally like send us more
00:48:09.918 --> 00:48:13.249 work and curious if you guys would agree with that.
00:48:16.669 --> 00:48:16.899 Little.
00:48:19.929 --> 00:48:21.339 Let's go, I think.
00:48:21.149 --> 00:48:23.199 100% Yep, Yep, I think.
00:48:22.609 --> 00:48:23.539 Yeah, absolutely.
00:48:23.549 --> 00:48:27.569 I've seen a stand up new CEF projects in like 2 sprints.
00:48:27.899 --> 00:48:32.343 Ohh, you know phase one stood completely up and from six
00:48:28.439 --> 00:48:28.679 Yep.
00:48:31.889 --> 00:48:32.459 That's awesome.
00:48:32.343 --> 00:48:36.865 months ago, you know, that is a drastic improvement in my
00:48:36.579 --> 00:48:36.779 Yeah.
00:48:36.865 --> 00:48:37.489 opinion.
00:48:38.499 --> 00:48:38.749 Here.
00:48:38.759 --> 00:48:39.429 Here. Yeah.
00:48:41.339 --> 00:48:42.109 Very awesome.
00:48:42.529 --> 00:48:43.039 Well, thanks.
00:48:43.049 --> 00:48:47.399 Yeah, I I think that you know there are multiple facets of
00:48:47.399 --> 00:48:51.455 this, of course, one of the other areas that I want to
00:48:51.455 --> 00:48:56.248 briefly hit on and and then I'll I'll move to wrap wrap up on my
00:48:56.248 --> 00:49:00.451 end is the PM side of the equation and one of the things
00:49:00.451 --> 00:49:04.802 that's been really, really interesting over the many years
00:49:04.802 --> 00:49:09.226 of operating clarity is just ultimately if you sort of look
00:49:09.226 --> 00:49:13.872 at the project management role, it it hasn't, you know, by the
00:49:13.872 --> 00:49:16.379 way that we've sort of set it up.
00:49:17.759 --> 00:49:21.359 We made it into a very challenging role.
00:49:22.689 --> 00:49:26.238 Sort of, especially if you look at how we operate the business
00:49:26.238 --> 00:49:29.900 in the past, it was just a very challenging role where there was
00:49:29.900 --> 00:49:32.999 a lot of pressure that was centering around that roll.
00:49:34.019 --> 00:49:35.989 And you might say, well, what do you mean, Chris?
00:49:36.069 --> 00:49:37.279 You know what, specifically?
00:49:37.859 --> 00:49:42.158 Umm well, if you think about when I was talking about how the
00:49:42.158 --> 00:49:46.595 company, you know, when we were starting out with our products,
00:49:46.595 --> 00:49:50.825 the product quality was there's this quote that says and you
00:49:50.825 --> 00:49:55.054 what what is it you have been measured and weighed and found
00:49:55.054 --> 00:49:55.609 wanting.
00:49:58.679 --> 00:49:59.809 I don't know if you've ever heard that.
00:50:00.609 --> 00:50:05.405 Ohh, but that was that was kind of how I would say some parts of
00:50:05.405 --> 00:50:09.538 the delivery would would be considered and that's not a
00:50:09.538 --> 00:50:10.719 source of pride.
00:50:10.789 --> 00:50:11.079 I'm.
00:50:11.089 --> 00:50:14.029 I'm just trying to be really upfront about it.
00:50:14.469 --> 00:50:19.331 It doesn't mean that that wasn't our intention, and it doesn't
00:50:19.331 --> 00:50:23.729 mean that the effort into executing perfectly, it's just
00:50:23.729 --> 00:50:26.199 that the the truth is the truth.
00:50:26.329 --> 00:50:29.329 OK, so I'm not gonna sit here and try to sugarcoat it.
00:50:30.149 --> 00:50:34.395 Umm but that ended up putting a lot of pressure on the project
00:50:34.395 --> 00:50:38.709 management role and I think that for anyone who's in that role,
00:50:38.709 --> 00:50:42.888 you would agree that there's sort of like this iceberg effect
00:50:42.888 --> 00:50:47.202 with the role where you have the tactical execution that's sort
00:50:47.202 --> 00:50:49.629 of above the water, that's obvious.
00:50:49.959 --> 00:50:52.609 But then you have the 80% that's below the water.
00:50:52.619 --> 00:50:54.529 That's strategic.
00:50:54.859 --> 00:51:01.102 It's subjective, it's timing, positioning, and it's very
00:51:01.102 --> 00:51:01.979 intense.
00:51:02.499 --> 00:51:06.259 It sort of has an intense emotional impact.
00:51:07.419 --> 00:51:10.141 And so you might say, well, Chris, why are you elaborating
00:51:10.141 --> 00:51:10.879 on this so much?
00:51:12.609 --> 00:51:15.469 That's really a big area of opportunity within her business.
00:51:15.479 --> 00:51:19.682 Still, you know we're we're talking about some major
00:51:19.682 --> 00:51:24.679 performance improvement within the development side of things.
00:51:25.029 --> 00:51:28.259 And that absolutely feeds into, umm.
00:51:28.669 --> 00:51:32.325 A better experience as a project manager as well as a better
00:51:32.325 --> 00:51:36.041 experience as an in customer and this sort of is this healthy
00:51:36.041 --> 00:51:37.779 upward spiral that can occur.
00:51:38.909 --> 00:51:43.190 But in addition, some of the things that we're working on and
00:51:43.190 --> 00:51:47.541 I'm just kind of putting this out there high level, but I just
00:51:47.541 --> 00:51:51.615 want to know that this is a really important focus for the
00:51:51.615 --> 00:51:56.034 team and is being able to build out sort of the division of the
00:51:56.034 --> 00:52:00.040 project management role where we have account, what we're
00:52:00.040 --> 00:52:04.321 referring to as account managers and project managers and the
00:52:04.321 --> 00:52:08.464 idea in general is that the account manager focuses on very
00:52:08.464 --> 00:52:12.677 specific activities and these activities can tend to be more
00:52:12.677 --> 00:52:13.989 tactical in nature.
00:52:14.939 --> 00:52:18.873 I'm so this would be, you know, making sure that key actions are
00:52:18.873 --> 00:52:19.479 completed.
00:52:21.089 --> 00:52:25.449 I'm making sure that we're providing responses, timely
00:52:25.449 --> 00:52:28.859 reporting and organization on the project.
00:52:29.709 --> 00:52:31.319 They are managing the account.
00:52:32.429 --> 00:52:36.191 I've been managing the communication and really
00:52:36.191 --> 00:52:40.581 facilitating a lot of that project, and sorry for being
00:52:40.581 --> 00:52:42.149 stuck on this image.
00:52:42.209 --> 00:52:42.949 I'm talking about that.
00:52:42.959 --> 00:52:45.289 I don't know that I have a slide that talks about this.
00:52:45.299 --> 00:52:50.515 Apologies and this one's a little bit better that but the
00:52:50.515 --> 00:52:56.091 the project manager therefore is more of a strategic role and
00:52:56.091 --> 00:53:01.668 although it can be focused on tactical activities, it's going
00:53:01.668 --> 00:53:07.244 to be heavily focused around what I would refer to as sort of
00:53:07.244 --> 00:53:11.651 subjective problem solving, being able to handle
00:53:11.651 --> 00:53:15.069 expectations, setting and management.
00:53:15.079 --> 00:53:15.569 Management.
00:53:16.669 --> 00:53:21.057 This can include escalations, but it also generally is going
00:53:21.057 --> 00:53:25.588 to include being proactive about managing the expectations and
00:53:25.588 --> 00:53:30.048 these are ideally roles that can sort of feed into each other
00:53:30.048 --> 00:53:34.364 where you know the account manager role can progress to the
00:53:34.364 --> 00:53:38.608 project manager role and then the project manager role can
00:53:38.608 --> 00:53:42.924 progress toward a leadership role within project management
00:53:42.924 --> 00:53:44.579 and so on and so forth.
00:53:44.919 --> 00:53:49.427 Any questions or comments about the objective to make our
00:53:49.427 --> 00:53:54.325 project manager role and also generally the project management
00:53:54.325 --> 00:53:58.600 process a little bit more palatable going forward with
00:53:58.600 --> 00:53:59.689 this approach?
00:54:04.369 --> 00:54:06.419 You're like, man, that's a great idea.
00:54:06.429 --> 00:54:08.879 Feel free to say it if you're like, I don't know about that.
00:54:09.389 --> 00:54:10.489 Feel free to say that too.
00:54:15.519 --> 00:54:18.233 So definitely trying to and again if anybody has any
00:54:18.233 --> 00:54:21.049 comments, but I wanted to at least get that out there.
00:54:21.059 --> 00:54:22.709 That that's something that we're working on.
00:54:23.459 --> 00:54:26.741 It should see some pretty, you know, fairly substantial
00:54:26.741 --> 00:54:29.789 progression on that over the next couple of months.
00:54:31.509 --> 00:54:36.100 The other thing on the project management portion that I just
00:54:36.100 --> 00:54:40.618 wanna briefly touch on is that we also are working to engage
00:54:40.618 --> 00:54:44.691 our development leads and manager roles and and really
00:54:44.691 --> 00:54:48.839 sort of team members who have a robust experience base.
00:54:49.129 --> 00:54:54.255 So this might be technical leads as well to be able to engage on
00:54:54.255 --> 00:54:59.381 the projects in a way that helps again sort of take a portion of
00:54:59.381 --> 00:55:03.561 the workload that that the current sort of classical
00:55:03.561 --> 00:55:08.608 clarity PM is experiencing and help take that take some of that
00:55:08.608 --> 00:55:11.999 footprint of that workload on if you will.
00:55:13.459 --> 00:55:13.829 OK.
00:55:13.879 --> 00:55:17.049 So let me check in again any comments or questions on that.
00:55:17.059 --> 00:55:19.339 And then all I will move to wrap up on my end.
00:55:21.039 --> 00:55:22.239 Yeah, I can just jump in here Chris.
00:55:22.679 --> 00:55:23.099 Umm.
00:55:23.029 --> 00:55:23.259 Please.
00:55:23.819 --> 00:55:26.826 As someone who started out as a junior developer here at
00:55:26.826 --> 00:55:30.043 clarity, I can speak first hand that just a a developer that
00:55:30.043 --> 00:55:33.367 wants to stand up and really own the project and help drive it
00:55:33.367 --> 00:55:33.789 forward.
00:55:33.879 --> 00:55:38.420 Help so much helping the the PM coordinate setting up meetings
00:55:38.420 --> 00:55:39.429 between teams.
00:55:39.439 --> 00:55:42.155 If it's a connect integrated product, you know setting up
00:55:42.155 --> 00:55:45.199 back end, front end meetings and just really helping drive those
00:55:45.199 --> 00:55:45.949 projects across.
00:55:46.089 --> 00:55:48.550 It's a huge opportunity here at clarity and something that we
00:55:48.550 --> 00:55:50.099 really need people to step up and own.
00:55:51.439 --> 00:55:52.059 Here. Here.
00:55:52.129 --> 00:55:54.409 Well said yes.
00:55:54.419 --> 00:55:55.209 I could not agree more.
00:55:57.809 --> 00:56:01.546 You know, sometimes you might feel hesitant to do that, and
00:56:01.546 --> 00:56:05.159 like generally, if you're feeling the urge that you know,
00:56:05.159 --> 00:56:07.339 I might be able to help with this.
00:56:09.449 --> 00:56:13.429 You know, I certainly want to encourage you that you probably
00:56:13.429 --> 00:56:15.099 are able to provide value.
00:56:15.509 --> 00:56:19.735 It's sort of a, you know, a perspective thing too, because
00:56:19.735 --> 00:56:24.390 if you put yourself in the shoes of a project manager who's, you
00:56:24.390 --> 00:56:28.688 know, generally going to have less context on the technical
00:56:28.688 --> 00:56:32.985 details than you might have as a development team member or
00:56:32.985 --> 00:56:37.712 someone on the technical side of the business, and you might even
00:56:37.712 --> 00:56:41.866 just reinforce their thought process, you might help them
00:56:41.866 --> 00:56:46.379 feel like, hey, what you were planning on, that's a good idea.
00:56:47.089 --> 00:56:48.259 And here's why I say that.
00:56:48.729 --> 00:56:49.319 You know I'm.
00:56:49.369 --> 00:56:51.421 I'm looking at this from a technical perspective and I
00:56:51.421 --> 00:56:52.429 think that's exactly right.
00:56:53.629 --> 00:56:57.574 Those reinforcing, you know, thoughts and that encouragement
00:56:57.574 --> 00:56:58.739 can go a long way.
00:56:59.449 --> 00:57:02.836 And then before you know it, you'll find yourself, you know,
00:57:02.836 --> 00:57:06.113 helping out more and more and growing your, you know, your
00:57:06.113 --> 00:57:09.444 personal career by taking on more ownership of parts of the
00:57:09.444 --> 00:57:09.889 project.
00:57:11.499 --> 00:57:15.099 I'm just wrapping us up in again, feel free if anyone else
00:57:15.099 --> 00:57:18.699 has any comments and thanks again, Sir La Rose, the other,
00:57:18.699 --> 00:57:19.309 the other.
00:57:19.319 --> 00:57:23.309 Just general thought that I wanted to hit on Umm was our
00:57:23.309 --> 00:57:27.089 culture at clarity and I sort of hit on this earlier.
00:57:27.379 --> 00:57:31.824 But one of the things that I think is so incredibly awesome
00:57:31.824 --> 00:57:36.640 about this team is the culture, and this is something that as we
00:57:36.640 --> 00:57:41.381 as we've built the team we for a long for long periods of time,
00:57:41.381 --> 00:57:45.604 that clarity we had a pretty consistent culture that was
00:57:45.604 --> 00:57:50.346 really one of the key values for a lot of people that worked at
00:57:50.346 --> 00:57:50.939 clarity.
00:57:52.279 --> 00:57:52.799 Umm.
00:57:53.119 --> 00:57:56.799 And I just wanted to say that you know.
00:57:58.179 --> 00:58:02.074 I I guess all excuses are equal, but the last two months, 2 1/2
00:58:02.074 --> 00:58:05.482 months almost now I've been dealing with a pretty major
00:58:05.482 --> 00:58:08.952 medical issue that I talked about earlier with losing my
00:58:08.952 --> 00:58:12.725 hearing in my left ear, which again is seems like it's coming
00:58:12.725 --> 00:58:16.499 back and these things happen and everything's fine and seemed
00:58:16.499 --> 00:58:19.299 like the doctors think I'm perfectly healthy.
00:58:20.049 --> 00:58:24.694 It's just kind of a fluke situation, but the point is that
00:58:24.694 --> 00:58:29.654 it's it's been pretty intense where I haven't been as involved
00:58:29.654 --> 00:58:33.669 in the business as as much as I normally would be.
00:58:34.599 --> 00:58:38.960 And one of the exciting things is that so many leaders have
00:58:38.960 --> 00:58:42.449 taken on ownership and taken on responsibility.
00:58:43.539 --> 00:58:47.071 And one of the pieces of the puzzle that I think is so
00:58:47.071 --> 00:58:50.923 important for many people that work here is having a really
00:58:50.923 --> 00:58:52.529 awesome work environment.
00:58:53.529 --> 00:58:57.647 I'm in a really enjoyable culture and it's kind of hard to
00:58:57.647 --> 00:59:01.765 put your finger on that, but I think some of the key value
00:59:01.765 --> 00:59:06.023 areas of that, some of the key areas that drive the culture,
00:59:06.023 --> 00:59:10.211 it's really just kind of the nature of how we interact with
00:59:10.211 --> 00:59:10.979 each other.
00:59:11.869 --> 00:59:12.419 Umm.
00:59:12.969 --> 00:59:15.729 And just how we think about each other?
00:59:16.829 --> 00:59:20.926 Yeah, without getting too esoteric, you know how we relate
00:59:20.926 --> 00:59:21.899 to each other.
00:59:23.469 --> 00:59:26.089 And one of the things that I like to use is analogy.
00:59:26.629 --> 00:59:28.049 This is always fun. Visually.
00:59:28.969 --> 00:59:29.349 Umm.
00:59:30.639 --> 00:59:34.603 Is that different parts of our team are sort of like we're
00:59:34.603 --> 00:59:38.299 we're all driving cars in, in my little crazy analogy.
00:59:39.249 --> 00:59:41.951 And if you're not looking at the screen, you should definitely
00:59:41.951 --> 00:59:42.509 check it out.
00:59:42.519 --> 00:59:46.169 It is worth your time the tree.
00:59:46.919 --> 00:59:50.249 But we're all driving cars, but they're sort of different.
00:59:50.719 --> 00:59:54.524 And like you know, the type of environment that we're in is
00:59:54.524 --> 00:59:55.159 different.
00:59:56.329 --> 00:59:59.259 Some of us are on sort of like rough terrain.
00:59:59.709 --> 01:00:03.514 Some of us are on semi paved terrain, but it might be, you
01:00:03.514 --> 01:00:07.449 know, really tricky and some of us are on maybe like really.
01:00:08.909 --> 01:00:11.979 Straight and flattering, but we have to go.
01:00:11.989 --> 01:00:12.299 Really.
01:00:12.309 --> 01:00:13.539 Really, really fast.
01:00:14.209 --> 01:00:18.627 In order to, you know, perform, and there's an opportunity with
01:00:18.627 --> 01:00:21.389 hold on, somebody's not gonna whatever.
01:00:21.399 --> 01:00:21.679 Come in.
01:00:23.549 --> 01:00:27.829 Just last chance if you wanna go to. Ohh.
01:00:27.839 --> 01:00:28.269 Thank you.
01:00:28.279 --> 01:00:29.089 You guys have fun.
01:00:29.179 --> 01:00:30.929 Hey, feel free to say hi to the clarity team.
01:00:33.359 --> 01:00:34.669 Well, you gotta say hi to everybody.
01:00:37.729 --> 01:00:38.969 It's parking with me.
01:00:41.039 --> 01:00:42.809 I don't think I'm gonna go, but when you say hi?
01:00:43.179 --> 01:00:43.549 No.
01:00:43.639 --> 01:00:43.869 OK.
01:00:45.599 --> 01:00:46.749 Say Hi clarity team.
01:00:49.739 --> 01:00:51.429 Did you guys hear that was Veronica?
01:00:51.489 --> 01:00:51.589 Yeah.
01:00:53.949 --> 01:00:54.929 How did you get on me?
01:00:58.109 --> 01:00:59.159 Everybody's muted, huh?
01:01:01.319 --> 01:01:02.279 People are gonna focus.
01:01:02.289 --> 01:01:02.629 We're just.
01:01:02.299 --> 01:01:05.818 Like it, we can hear a bit, but I didn't actually see her say
01:01:05.818 --> 01:01:05.989 hi.
01:01:06.859 --> 01:01:07.349 Yeah.
01:01:07.359 --> 01:01:09.159 Sorry, I do not have my camera turned on.
01:01:10.129 --> 01:01:12.849 You know, but that's your last chance, she told you.
01:01:14.899 --> 01:01:15.909 Well, let me keep going.
01:01:15.919 --> 01:01:20.487 We're almost done and thank you guys for sticking with it here
01:01:20.487 --> 01:01:24.983 and I guess my point is that one of the things that allows us
01:01:24.983 --> 01:01:25.999 each of us to.
01:01:27.579 --> 01:01:31.831 Have with each other, which to me is such an underpinning part
01:01:31.831 --> 01:01:35.409 of culture is realizing that we're all coming from a
01:01:35.409 --> 01:01:36.489 different place.
01:01:37.639 --> 01:01:42.436 There are similarities and you know it's just really, really
01:01:42.436 --> 01:01:45.189 hard, especially working remotely.
01:01:45.619 --> 01:01:49.063 It can be really hard to remember that those similarities
01:01:49.063 --> 01:01:52.627 don't make it possible for me to see everything that you're
01:01:52.627 --> 01:01:53.399 experiencing.
01:01:54.429 --> 01:01:57.322 Uh, it doesn't make it possible for, you know, you to see
01:01:57.322 --> 01:01:58.769 everything. I'm experiencing.
01:01:58.779 --> 01:01:59.359 Good job.
01:01:59.469 --> 01:02:00.139 That was awesome.
01:02:00.709 --> 01:02:01.299 I love you, honey.
01:02:01.309 --> 01:02:01.829 I'll see you later.
01:02:04.719 --> 01:02:08.308 And you know, ultimately you can use a number of different
01:02:08.308 --> 01:02:12.201 analogies to explain this, but I think you guys would all agree
01:02:12.201 --> 01:02:15.790 that the truth of the situation is we just don't know what
01:02:15.790 --> 01:02:19.319 everyone is dealing with, what everyone is going through.
01:02:19.799 --> 01:02:24.565 And there's an opportunity to sort of it just know that we
01:02:24.565 --> 01:02:28.686 don't know and especially working remote it it's a
01:02:28.686 --> 01:02:32.968 challenge and there there are just so many different
01:02:32.968 --> 01:02:37.977 interactions that we have with each other that I just want to
01:02:37.977 --> 01:02:42.824 encourage us to the group to keep this in mind that each of
01:02:42.824 --> 01:02:47.348 us are really focusing and you know I know I don't have
01:02:47.348 --> 01:02:51.469 everyone's picture up here, so apologies for that.
01:02:51.479 --> 01:02:55.672 I just would say each of us are focusing very hard on being the
01:02:55.672 --> 01:02:59.603 best versions of ourselves that we can, and not everyone is
01:02:59.603 --> 01:03:00.979 perfect at all times.
01:03:02.499 --> 01:03:06.982 But I know that just as a default, that's what each of us
01:03:06.982 --> 01:03:11.852 are doing, and whenever we're interacting and whenever working
01:03:11.852 --> 01:03:16.568 together, being remote, there's more of an amplifying effect
01:03:16.568 --> 01:03:19.969 with each of the interactions that we have.
01:03:21.219 --> 01:03:25.050 And so it just makes it that much more important that we
01:03:25.050 --> 01:03:29.083 consider that, yes, I mean, sorry for over focusing on this
01:03:29.083 --> 01:03:32.915 analogy, but but yes, we all have cars, but they're very
01:03:32.915 --> 01:03:37.082 different if you're familiar with Formula One and you've sort
01:03:37.082 --> 01:03:41.182 of like looked at how those vehicles work versus like a, you
01:03:41.182 --> 01:03:45.215 know, a mud slinging truck that's going over this kind of a
01:03:45.215 --> 01:03:45.619 train.
01:03:46.379 --> 01:03:47.549 Umm, they're very different.
01:03:48.609 --> 01:03:52.891 There are similarities, yes, but they're very, very different
01:03:52.891 --> 01:03:57.034 situations and I think that that's the underpinning part of
01:03:57.034 --> 01:04:01.109 our culture that we as a team need to continue to embrace.
01:04:02.479 --> 01:04:03.899 And it's easy for me to talk about.
01:04:04.079 --> 01:04:04.439 That's it.
01:04:05.929 --> 01:04:09.217 But one of the things that I think that might be interesting
01:04:09.217 --> 01:04:11.319 is for us to come up with other ideas.
01:04:12.049 --> 01:04:17.157 It seems like the Friday, the Friday 30 minutes was was really
01:04:17.157 --> 01:04:22.102 good for quite a while, but I would be very open to ideas if
01:04:22.102 --> 01:04:27.453 you guys have them for ways that we can interact and get together
01:04:27.453 --> 01:04:32.480 in different groups so that we can just spend a little bit of
01:04:32.480 --> 01:04:33.129 time it.
01:04:33.189 --> 01:04:37.207 It doesn't need to be anything crazy, and it doesn't need to be
01:04:37.207 --> 01:04:41.037 like super hokey or anything, but just spend a little bit of
01:04:41.037 --> 01:04:43.549 time together, sort of like getting to.
01:04:43.599 --> 01:04:45.179 Personally interact with each other?
01:04:45.979 --> 01:04:50.108 Umm, so that maybe it's in smaller groups, but we can build
01:04:50.108 --> 01:04:54.305 the relationships that for those of you that were working at
01:04:54.305 --> 01:04:58.503 clarity when we were in person, it was a lot easier to build
01:04:58.503 --> 01:05:02.563 those personal relationships because we were physically in
01:05:02.563 --> 01:05:06.279 person and we were able to just go talk and interact.
01:05:06.709 --> 01:05:08.659 And it's just a lot harder being remote.
01:05:09.229 --> 01:05:12.372 So curious if anyone has any thoughts on that or if you want
01:05:12.372 --> 01:05:12.939 to comment.
01:05:13.389 --> 01:05:15.319 I have a lot of ideas here.
01:05:15.509 --> 01:05:18.079 I don't want to keep everyone too too much longer.
01:05:18.549 --> 01:05:21.502 I see that we're kind of a little over an hour, so let me
01:05:21.502 --> 01:05:24.099 just give it a couple of couple of minutes though.
01:05:24.109 --> 01:05:25.749 If you guys have thoughts or questions on this.
01:05:29.639 --> 01:05:32.009 As something that I've, uh, sorry.
01:05:29.749 --> 01:05:30.069 I think.
01:05:29.889 --> 01:05:31.929 Yeah, it is hard through. Yeah.
01:05:32.079 --> 01:05:35.673 I that's something that I've mentioned to a lot of new
01:05:32.129 --> 01:05:32.499 Go for it.
01:05:35.673 --> 01:05:39.659 people, and if if any people haven't heard me say this, then
01:05:39.659 --> 01:05:40.509 now you will.
01:05:41.399 --> 01:05:44.580 But one of the big things that helped me when I started here
01:05:44.580 --> 01:05:47.761 was just spending time with other developers on the projects
01:05:47.761 --> 01:05:48.909 that I was working on.
01:05:49.899 --> 01:05:52.869 Me, Brandon and Jesse and our early days working on arcs.
01:05:52.879 --> 01:05:55.967 One was like we were working on the project, we were just
01:05:55.967 --> 01:05:59.056 hanging out in the call and whether we were talking about
01:05:59.056 --> 01:06:02.411 something work related or just chatting, it just made it a lot
01:06:02.411 --> 01:06:05.659 easier to get into the swing of working remotely, getting to
01:06:05.659 --> 01:06:08.375 know people and getting comfortable knowing how to
01:06:08.375 --> 01:06:10.079 communicate and stuff like that.
01:06:10.089 --> 01:06:12.609 So I very strongly encourage new people.
01:06:13.959 --> 01:06:17.210 It really everybody but but obviously this is gonna be a
01:06:17.210 --> 01:06:20.861 relevant to new people who are kind of getting into things, uh,
01:06:20.861 --> 01:06:24.340 to reach out to other people that are on the projects you're
01:06:24.340 --> 01:06:26.109 on and just hang out with them.
01:06:26.119 --> 01:06:26.829 Talk to them.
01:06:26.839 --> 01:06:27.509 Jump in a call.
01:06:27.519 --> 01:06:30.457 Just set up a set up a working session where you guys can work
01:06:30.457 --> 01:06:33.349 on the project even if you're not working on exactly the same
01:06:33.349 --> 01:06:33.629 thing.
01:06:33.639 --> 01:06:36.849 You just get to know each other and you know at the same time
01:06:36.849 --> 01:06:40.111 you've also got someone right there to answer questions or ask
01:06:40.111 --> 01:06:40.629 questions.
01:06:40.639 --> 01:06:42.859 And so very good.
01:06:43.929 --> 01:06:44.339 Here. Here.
01:06:45.279 --> 01:06:45.639 Love that.
01:06:48.769 --> 01:06:52.395 Yeah, I'll just say for the front, for for the front end
01:06:49.189 --> 01:06:51.099 It's please.
01:06:52.395 --> 01:06:55.449 team, Justin, the cutest to him for doing this.
01:06:55.459 --> 01:06:58.918 But we meet every morning now for like 15 or 20 minutes, and
01:06:58.918 --> 01:07:02.151 it doesn't seem like a lot of social things would happen
01:07:02.151 --> 01:07:05.725 because of course it's kind of structured where it's like what
01:07:05.725 --> 01:07:06.689 you do yesterday.
01:07:06.699 --> 01:07:07.589 What do you do in today?
01:07:07.599 --> 01:07:11.775 You know, and kind of storing things out, but obviously some
01:07:11.775 --> 01:07:16.089 socialization happens because the whole front end team already
01:07:16.089 --> 01:07:17.869 knew my wife was pregnant.
01:07:17.919 --> 01:07:21.140 When I told everybody yesterday and I was like, oh, like not
01:07:21.140 --> 01:07:24.414 everyone at the company knows that, but everyone in the front
01:07:24.414 --> 01:07:25.999 end team definitely knew that.
01:07:26.209 --> 01:07:30.285 So there's enough space in that to talk about personal things.
01:07:26.729 --> 01:07:26.929 Yeah.
01:07:30.285 --> 01:07:30.479 So.
01:07:31.439 --> 01:07:32.329 Yeah, I love that.
01:07:32.419 --> 01:07:36.899 Thinks I really like the, you know, like consistency.
01:07:37.459 --> 01:07:38.659 Excuse me of that too.
01:07:39.339 --> 01:07:41.159 Congratulations again, by the way.
01:07:41.289 --> 01:07:43.139 I know that that's coming up.
01:07:43.229 --> 01:07:46.689 It's crazy how fast time flies, but Congrats to you guys.
01:07:44.319 --> 01:07:44.459 Yeah.
01:07:47.649 --> 01:07:47.969 Thank you.
01:07:51.519 --> 01:07:52.429 Thank you, Sir Frederick.
01:07:52.439 --> 01:07:53.449 Anyone else feel free.
01:07:58.769 --> 01:08:02.125 Umm, I'll just throw out another idea and again feel free to jump
01:08:02.125 --> 01:08:04.159 in if you if you wanna comment on this.
01:08:04.689 --> 01:08:07.829 Another thing that I was thinking about in this is not
01:08:07.829 --> 01:08:09.199 been planned out at all.
01:08:09.209 --> 01:08:11.619 So just please keep that caveat in mind.
01:08:12.409 --> 01:08:17.237 But one of the things that I know that it's, uh, several team
01:08:17.237 --> 01:08:21.988 members did at the last event is they got an Airbnb and they
01:08:21.988 --> 01:08:26.895 stayed together at the event at that Airbnb and it kind of got
01:08:26.895 --> 01:08:31.567 me thinking that it might be pretty interesting, especially
01:08:31.567 --> 01:08:33.359 as we sort of get into.
01:08:37.039 --> 01:08:38.309 Let me try to get this right.
01:08:38.319 --> 01:08:43.214 Graph showing as we get into more of this profitability to
01:08:43.214 --> 01:08:48.193 consider doing something where maybe once a quarter or once
01:08:48.193 --> 01:08:53.254 every six months, but not at the same time where we have the
01:08:53.254 --> 01:08:54.499 company events.
01:08:54.509 --> 01:08:59.166 So sort of like offset from the we get together with the front
01:08:59.166 --> 01:09:03.750 end team and you know physically go somewhere for a couple of
01:09:03.750 --> 01:09:07.890 days and just spend time together, possibly similar for
01:09:07.890 --> 01:09:12.474 other groups like the project management team or the OPS team
01:09:12.474 --> 01:09:13.509 and et cetera.
01:09:13.999 --> 01:09:18.888 So I guess my point would be that I think that the culture of
01:09:18.888 --> 01:09:23.699 the team is such a key part of the business that we need to.
01:09:23.759 --> 01:09:28.883 We need to look at how we can and put the resources in so that
01:09:28.883 --> 01:09:33.682 we can actually spend time together and not feel pressured
01:09:33.682 --> 01:09:38.725 when we're doing that because it does make it so that the the
01:09:38.725 --> 01:09:43.524 relationships that we build, they're really powerful to be
01:09:43.524 --> 01:09:48.567 able to solve problems and have open communication within the
01:09:48.567 --> 01:09:49.299 business.
01:09:49.309 --> 01:09:50.179 Plus, it's fun too.
01:09:51.899 --> 01:09:53.689 So I would just note that.
01:09:53.699 --> 01:09:55.129 Any ideas like that?
01:09:55.649 --> 01:09:58.629 I'm personally very interested in hearing what your feedback
01:09:58.629 --> 01:09:59.069 might be.
01:09:59.819 --> 01:10:02.789 I think it's a big opportunity for us as a team.
01:10:03.379 --> 01:10:06.287 It was definitely a strength that we've always had as a
01:10:06.287 --> 01:10:06.599 group.
01:10:08.209 --> 01:10:10.139 No, we were never perfect with it.
01:10:10.149 --> 01:10:14.660 But I think that being remote, you know it's quite possible
01:10:14.660 --> 01:10:19.321 that within different parts of the team that has eroded some,
01:10:19.321 --> 01:10:22.329 you know, relative to what it could be.
01:10:22.679 --> 01:10:25.409 And I think just with some time like you were seeing Brendan,
01:10:25.409 --> 01:10:26.819 you know spending time together.
01:10:27.689 --> 01:10:31.197 Umm and like you were saying, David as well, I think that's so
01:10:31.197 --> 01:10:31.699 critical.
01:10:31.709 --> 01:10:34.299 So again, any and all suggestions are welcome.
01:10:34.539 --> 01:10:36.359 Any other comments before we wrap it up?
01:10:42.849 --> 01:10:43.529 That's awesome.
01:10:43.959 --> 01:10:45.009 Just reading yells comments.
01:10:48.669 --> 01:10:49.399 OK, cool.
01:10:49.849 --> 01:10:50.219 Alright.
01:10:50.229 --> 01:10:51.669 Well, we will leave it at that's.
01:10:52.159 --> 01:10:54.189 And again, the plane is new.
01:10:54.239 --> 01:10:55.129 Just once a month.
01:10:55.479 --> 01:10:59.192 Umm, we may end up being, you know, five weeks or so in
01:10:59.192 --> 01:11:00.519 between doing these.
01:11:00.789 --> 01:11:03.689 I'd love to get your feedback on how often you think makes sense.
01:11:04.309 --> 01:11:08.145 I also would take any and all suggestions on topics to cover
01:11:08.145 --> 01:11:11.982 that you think we're good topics that you think really don't
01:11:11.982 --> 01:11:15.944 aren't that helpful again and you know feedback as welcome and
01:11:15.944 --> 01:11:16.699 appreciated.
01:11:17.109 --> 01:11:21.137 I thanks again guys happy Friday and who should I turn it over to
01:11:21.137 --> 01:11:23.029 to direct us to the next event?
01:11:25.219 --> 01:11:29.219 Are we going to do 20 more minutes with Dev team and PM?
01:11:29.229 --> 01:11:30.479 What do you all thoughts on that?
01:11:30.559 --> 01:11:31.779 Or do you wanted to dismiss early?
01:11:32.459 --> 01:11:33.619 I think we dismiss early.
01:11:34.679 --> 01:11:35.639 OK, awesome.
01:11:36.479 --> 01:11:36.959 Very cool.
01:11:37.959 --> 01:11:38.469 Well, cool.
01:11:38.539 --> 01:11:40.089 Well, Happy Friday guys.
01:11:40.189 --> 01:11:41.589 I hope you have a great weekend.
01:11:41.599 --> 01:11:43.939 Thanks for all you do and look forward to seeing you on Monday.
01:11:45.129 --> 01:11:45.499 Awesome.
01:11:45.509 --> 01:11:46.039 Thanks everyone.
01:11:46.049 --> 01:11:46.589 Have a great weekend.
01:11:47.499 --> 01:11:48.179 Bye guys.
01:11:47.599 --> 01:11:47.939 Bye for now.
01:11:47.929 --> 01:11:50.509 The yall later yeah.
01:11:48.189 --> 01:11:48.749 Thank you.
01:11:48.639 --> 01:11:51.199 A thank you later.
01:11:48.849 --> 01:11:49.329 Thanks guys.
01:11:48.899 --> 01:11:50.219 It's later.
01:11:50.639 --> 01:11:51.089 Thank you all.