00:00:03.439 --> 00:00:04.269 Ohh, that's cool.
00:00:04.479 --> 00:00:06.049 Thanks for sharing that to you.
00:00:06.539 --> 00:00:09.744 That's awesome, but yeah, I'm gonna kick us off and just
00:00:09.744 --> 00:00:12.049 really kind of get into a high level of.
00:00:12.499 --> 00:00:17.505 I like to cover sort of key pieces about why the business is
00:00:17.505 --> 00:00:22.264 here and sort of you know what the purpose is behind this
00:00:22.264 --> 00:00:27.598 company and break that into how that can apply to each person on
00:00:27.598 --> 00:00:28.419 this call.
00:00:29.639 --> 00:00:33.714 And then finally get into where we're where we are as a company
00:00:33.714 --> 00:00:37.726 performance wise and where we're going and just make sure that
00:00:37.726 --> 00:00:39.509 that whole picture is there.
00:00:39.799 --> 00:00:44.600 So I'm gonna be using the fire side board that we made and I
00:00:44.600 --> 00:00:47.669 will share that into the chat as well.
00:00:48.239 --> 00:00:49.459 But you'll see me.
00:00:49.499 --> 00:00:49.869 Let's see.
00:00:49.879 --> 00:00:51.829 Anyone with the link can comment?
00:00:51.839 --> 00:00:52.569 How does that sound?
00:00:53.549 --> 00:00:57.242 So I will copy that and post that into this chat, but please
00:00:57.242 --> 00:01:00.875 feel free to check out the board while I'm talking and roam
00:01:00.875 --> 00:01:01.299 around.
00:01:01.409 --> 00:01:04.044 There's some pretty interesting data on this board if you
00:01:04.044 --> 00:01:05.089 haven't seen it before.
00:01:06.069 --> 00:01:10.639 Umm there are links to resources and there are videos, etcetera.
00:01:10.649 --> 00:01:12.949 So especially for some of the newer team members, if you
00:01:12.949 --> 00:01:15.129 haven't gone through this, feel free to check it out.
00:01:15.569 --> 00:01:19.660 It also looks kind of like my brain, which at times can be
00:01:19.660 --> 00:01:20.839 like a clown car.
00:01:20.929 --> 00:01:26.906 So enjoy the ride, but let me let me share my screen so you
00:01:26.906 --> 00:01:28.799 can see the screen.
00:01:28.809 --> 00:01:31.739 OK, so can everyone see this?
00:01:31.749 --> 00:01:32.479 Just the screen.
00:01:32.489 --> 00:01:35.316 I'm going to zoom in and we'll talk about a few key slides
00:01:35.316 --> 00:01:37.089 here, but can you see the screen OK?
00:01:39.789 --> 00:01:41.579 We should be seeing career development.
00:01:40.869 --> 00:01:41.129 Yep.
00:01:41.849 --> 00:01:42.549 OK, awesome.
00:01:42.559 --> 00:01:43.119 Thank you.
00:01:44.079 --> 00:01:45.399 Is everyone still awake?
00:01:45.469 --> 00:01:46.939 Are you guys, are you alive?
00:01:47.019 --> 00:01:47.519 Hey, I'm.
00:01:47.529 --> 00:01:48.319 I'm ready for the weekend.
00:01:47.619 --> 00:01:47.919 Uh, yeah.
00:01:49.539 --> 00:01:49.659 Yes.
00:01:50.869 --> 00:01:53.331 I understand if you are, it's been pretty intense week for a
00:01:51.449 --> 00:01:51.839 Is there?
00:01:53.331 --> 00:01:54.139 lot of team members.
00:01:54.149 --> 00:01:54.889 So thank you guys.
00:01:55.689 --> 00:01:58.951 Umm, so I I'm gonna keep this part pretty quick, but I I
00:01:58.951 --> 00:02:02.556 wanted to take a minute and just kind of step back and sort of
00:02:02.556 --> 00:02:05.189 answer the question like why is clarity here?
00:02:05.199 --> 00:02:05.869 What are we doing?
00:02:07.959 --> 00:02:11.617 One of the big things that I like to talk about is
00:02:11.617 --> 00:02:13.769 essentially clarity's history.
00:02:13.779 --> 00:02:18.695 And if you look at if you basically look at what we've
00:02:18.695 --> 00:02:23.342 done, our goal is been essentially to over the last
00:02:23.342 --> 00:02:29.151 basically 10 years to provide a very high value for select niche
00:02:29.151 --> 00:02:32.369 markets that we've been focused on.
00:02:32.859 --> 00:02:34.749 But we really took a broad approach to this.
00:02:35.199 --> 00:02:38.756 Umm, you know, I would say the first six or seven years and
00:02:38.756 --> 00:02:42.313 we've become a lot more niche focused over the last several
00:02:42.313 --> 00:02:42.669 years.
00:02:43.219 --> 00:02:45.499 This has been really, really powerful for the business.
00:02:46.289 --> 00:02:50.343 Umm, what I think is interesting though is a lot of times people
00:02:50.343 --> 00:02:53.836 they don't, they don't necessarily have all the history
00:02:53.836 --> 00:02:57.579 and they don't understand the passion for what we're doing.
00:02:58.249 --> 00:02:59.179 Runs really deep.
00:03:00.229 --> 00:03:03.839 And what I mean is that whenever we started clarity, which it's
00:03:03.839 --> 00:03:06.039 unbelievable that it's been this long.
00:03:06.269 --> 00:03:08.019 But I I mean time flies.
00:03:08.489 --> 00:03:13.152 But whenever we started the business right at 17 years ago,
00:03:13.152 --> 00:03:17.737 the plan was to sort of just get into services and provide
00:03:17.737 --> 00:03:22.089 services in the space of software and in particular web
00:03:22.089 --> 00:03:22.789 software.
00:03:23.269 --> 00:03:26.624 And what I can tell you that we found within about three or four
00:03:26.624 --> 00:03:29.670 years, we found that there were a lot of problems where we
00:03:29.670 --> 00:03:32.354 thought that off the shelf software would solve the
00:03:32.354 --> 00:03:32.819 problems.
00:03:32.829 --> 00:03:35.329 It absolutely was not umm.
00:03:35.759 --> 00:03:39.587 As we got even deeper into ecommerce that years five and
00:03:39.587 --> 00:03:43.482 six, we really found that a lot of off the shelf software
00:03:43.482 --> 00:03:47.109 platforms for ecommerce and for integrations as well.
00:03:47.959 --> 00:03:52.342 We're really expensive and they really were lacking in the last
00:03:52.342 --> 00:03:53.849 mile of customization.
00:03:54.919 --> 00:03:59.050 As it turns out, and for anyone who hasn't heard this, uh Ron
00:03:59.050 --> 00:04:00.049 was a customer.
00:04:00.199 --> 00:04:04.537 Before you know, he was a client before he came to work at
00:04:04.537 --> 00:04:09.096 clarity, and he worked with us for several years on a project
00:04:09.096 --> 00:04:13.948 that had, I guess, on an account that had several projects within
00:04:13.948 --> 00:04:14.169 it.
00:04:14.439 --> 00:04:17.458 And one of those projects we purchased an expensive ecommerce
00:04:17.458 --> 00:04:20.039 platform is supposed to just work and do everything.
00:04:20.919 --> 00:04:24.913 And Ron's company at the time paid for the license and then
00:04:24.913 --> 00:04:27.309 clarity helped with customizing it.
00:04:27.319 --> 00:04:30.761 And it was a failed project because the software that was
00:04:30.761 --> 00:04:32.839 really expensive just didn't work.
00:04:33.339 --> 00:04:36.586 It didn't work for what we needed it for, and that
00:04:36.586 --> 00:04:38.369 ultimately is customization.
00:04:38.759 --> 00:04:42.301 And so the reason that I'm showing the slide that I'm
00:04:42.301 --> 00:04:46.172 showing is just to help with a foundational belief in what
00:04:46.172 --> 00:04:46.959 we're doing.
00:04:47.699 --> 00:04:52.103 Umm, you know, we worked on literally millions of dollars
00:04:52.103 --> 00:04:56.584 worth of projects for years and years and years to analyze
00:04:56.584 --> 00:05:01.292 different ecommerce software, very hands on like we literally
00:05:01.292 --> 00:05:05.089 were using the software trying to get it to work.
00:05:05.339 --> 00:05:06.909 We're using the integration platform.
00:05:06.919 --> 00:05:11.001 It's trying to get it to work for real client scenarios where
00:05:11.001 --> 00:05:15.017 they're trying to scale their business and what we found was
00:05:15.017 --> 00:05:17.519 it just didn't work in the last mile.
00:05:17.919 --> 00:05:22.341 And and what I mean by that is like think about a lot of the
00:05:22.341 --> 00:05:26.256 projects that we're working on right now and specific
00:05:26.256 --> 00:05:30.606 customizations that they really want in order to make their
00:05:30.606 --> 00:05:35.246 process self service for their end customer in order to make it
00:05:35.246 --> 00:05:39.741 a streamlined experience for their internal team and possibly
00:05:39.741 --> 00:05:43.729 just as the general idea of scaling their business and
00:05:43.729 --> 00:05:47.934 providing the same or higher standard of quality for more
00:05:47.934 --> 00:05:48.659 customers.
00:05:49.229 --> 00:05:52.801 OK, so in order to do that you have to have customization that
00:05:52.801 --> 00:05:54.389 matches your business model.
00:05:54.779 --> 00:05:58.335 And if you can't get that, then it's just not going to
00:05:58.335 --> 00:05:59.499 mechanically work.
00:06:00.539 --> 00:06:04.375 And so there's also the nature of the the beast, if you will,
00:06:04.375 --> 00:06:07.902 with software where there's always this competitive edge
00:06:07.902 --> 00:06:11.614 that you have to have and any particular industry, I'm sure
00:06:11.614 --> 00:06:14.089 you guys would agree with this as well.
00:06:14.799 --> 00:06:18.601 It's really interesting looking at different industries of some
00:06:18.601 --> 00:06:21.868 of the clients that we work with, some industries, the
00:06:21.868 --> 00:06:25.372 clients are really advanced in their software sort of life
00:06:25.372 --> 00:06:25.729 cycle.
00:06:26.339 --> 00:06:31.902 Some of them are not so much and they're all progressing though
00:06:31.902 --> 00:06:34.249 on some kind of a timeline.
00:06:34.719 --> 00:06:38.979 And so what's really interesting about being a niche markets is
00:06:38.979 --> 00:06:43.173 we can go into selected niches that are underserved and we can
00:06:43.173 --> 00:06:45.769 be the best solution in those markets.
00:06:46.309 --> 00:06:49.907 And so that's really what the sort of premise of clarity,
00:06:49.907 --> 00:06:53.319 especially over the last three or four years has been.
00:06:54.469 --> 00:06:57.684 We found that there's a lot of pain in the ecommerce and
00:06:57.684 --> 00:06:58.699 integration space.
00:06:59.209 --> 00:07:04.054 Now let's find markets where we as a company have a particular
00:07:04.054 --> 00:07:08.361 strength that we can deliver that really no one else is
00:07:08.361 --> 00:07:12.899 delivering at this level of quality or the has the ability
00:07:12.899 --> 00:07:15.899 to customize to the extent that we do.
00:07:16.759 --> 00:07:19.243 So let me just see if there are any questions or comments on
00:07:19.243 --> 00:07:21.728 that so far, just so I can make it a little bit interactive,
00:07:21.728 --> 00:07:24.049 feel free if you have any comments or questions on that.
00:07:26.699 --> 00:07:27.109 Go for it.
00:07:27.119 --> 00:07:27.349 And Lena.
00:07:31.889 --> 00:07:34.189 Or if your hand was up as a remnant from earlier, sorry.
00:07:37.599 --> 00:07:38.519 I saw your hand go up.
00:07:37.899 --> 00:07:38.489 Yeah.
00:07:38.539 --> 00:07:39.429 No, sorry.
00:07:39.439 --> 00:07:41.379 No, no, I don't know why I did that.
00:07:40.339 --> 00:07:41.169 OK, High 5.
00:07:43.759 --> 00:07:47.197 It's probably your computer from earlier, it was just it was
00:07:45.429 --> 00:07:47.139 Yeah, I don't know why I did that.
00:07:47.197 --> 00:07:48.099 saying hi to me.
00:07:47.229 --> 00:07:49.929 It doesn't say it's raised, so sorry, sorry about that.
00:07:51.739 --> 00:07:52.209 Yeah.
00:07:52.219 --> 00:07:56.112 So I mean, obviously we don't have an infinite amount of time
00:07:56.112 --> 00:07:59.943 to talk about this today, but I I was just welcoming you, if
00:07:59.943 --> 00:08:03.899 you're interested in learning about this more and sort of like
00:08:03.899 --> 00:08:05.909 what the depth of this space is.
00:08:06.529 --> 00:08:07.699 Umm I'm.
00:08:07.769 --> 00:08:10.299 I'm sure that all the leaders on the team can attest this.
00:08:10.309 --> 00:08:12.239 I'll be happy to talk to you about it.
00:08:12.499 --> 00:08:17.359 Why uh, and just generally I I think just to leave you with
00:08:17.359 --> 00:08:19.789 sort of a solid point on this.
00:08:21.259 --> 00:08:25.931 One of the things that you can say about businesses and you can
00:08:25.931 --> 00:08:29.873 see this in all kinds of industries if they decide to
00:08:29.873 --> 00:08:34.252 focus on serving a particular customer really, really well,
00:08:34.252 --> 00:08:38.851 umm, instead of going very, very broad and and you've probably
00:08:38.851 --> 00:08:43.158 heard the expression you know a mile wide and an inch deep
00:08:43.158 --> 00:08:45.859 versus an inch wide and a mile deep.
00:08:46.069 --> 00:08:49.052 And so really my message to you is that clarity and we really
00:08:49.052 --> 00:08:51.890 had to come to this conclusion over the last three to four
00:08:51.890 --> 00:08:52.179 years.
00:08:52.189 --> 00:08:55.758 But clarity has made the decision to sort of pivot within
00:08:55.758 --> 00:08:59.267 our focus on ecommerce and integrations to be very niche
00:08:59.267 --> 00:08:59.759 focused.
00:09:00.229 --> 00:09:06.040 So I would say that we're driving very deep, umm, piles of
00:09:06.040 --> 00:09:12.146 value in a very proximate, you know, very narrow scope within
00:09:12.146 --> 00:09:13.229 our niches.
00:09:13.479 --> 00:09:16.843 And so that's really the goal is to sort of exploit the
00:09:16.843 --> 00:09:20.748 opportunity within these niches and deliver extremely high value
00:09:20.748 --> 00:09:21.829 for our customers.
00:09:22.219 --> 00:09:25.899 Now the next question is OK, that's great.
00:09:25.939 --> 00:09:27.309 Why are you telling me all this?
00:09:27.779 --> 00:09:28.819 Why does this matter to me?
00:09:29.439 --> 00:09:33.729 Umm I I would say first of all, the foundational aspect of any
00:09:33.729 --> 00:09:37.746 company that that I hope that everyone is always asking is
00:09:37.746 --> 00:09:42.104 just to be really direct, like what's in it for me, Wim, what's
00:09:42.104 --> 00:09:42.989 in it for me?
00:09:43.749 --> 00:09:46.319 Umm, now that's not the only thing.
00:09:46.329 --> 00:09:50.579 I think a lot of us are also asking other key questions like
00:09:50.579 --> 00:09:54.411 how am I serving my bigger vision for my life by doing
00:09:54.411 --> 00:09:54.759 this?
00:09:55.129 --> 00:09:58.342 Like, how is the companies mission helping fulfill my
00:09:58.342 --> 00:10:01.199 mission in life, which is to help other people?
00:10:01.689 --> 00:10:03.929 Like I think most of us have this yearning.
00:10:03.989 --> 00:10:07.829 That's a higher calling than just what's in it for me, but
00:10:07.829 --> 00:10:11.473 it's also how am I actually making a difference with my
00:10:11.473 --> 00:10:11.799 life.
00:10:12.169 --> 00:10:15.663 And obviously, you know, I'm not saying that this is, this is the
00:10:15.663 --> 00:10:17.939 place where everybody's making their mark.
00:10:18.349 --> 00:10:22.483 I'm just saying that this is a huge commitment for all of us
00:10:22.483 --> 00:10:26.887 with our time and energy, and So what is the mission and how are
00:10:26.887 --> 00:10:31.157 we solving something important and what I can tell you from my
00:10:31.157 --> 00:10:34.748 personal interactions with clients is that this this
00:10:34.748 --> 00:10:38.950 business by focusing on niche markets and we we've done a lot
00:10:38.950 --> 00:10:43.151 of other things that I won't elaborate in detail, but they're
00:10:43.151 --> 00:10:47.014 all very critical aspects logistically of getting to the
00:10:47.014 --> 00:10:48.979 point that clarity is at and.
00:10:49.029 --> 00:10:51.849 But one of the key aspects has been focusing on niche markets.
00:10:52.239 --> 00:10:56.055 We are hearing very often on both on the sales and marketing
00:10:56.055 --> 00:11:00.121 front, but also on the discovery and the project management side
00:11:00.121 --> 00:11:04.124 of things that if clarity wasn't available, there wouldn't be a
00:11:04.124 --> 00:11:06.439 solution for this particular client.
00:11:07.439 --> 00:11:12.118 What clarity is doing is really valuable to a set of clients out
00:11:12.118 --> 00:11:15.069 there that absolutely need what we have.
00:11:15.279 --> 00:11:19.553 And so I think just in general, umm, this doesn't have all of
00:11:19.553 --> 00:11:23.966 the niches on this slide, but it has you know many of them here
00:11:23.966 --> 00:11:28.034 with ecommerce integrations, payment hub, HIPAA, obviously
00:11:28.034 --> 00:11:31.619 you have auctions as well and integrated ecommerce.
00:11:32.779 --> 00:11:36.592 But fundamentally, the thing that I would have you sort of
00:11:36.592 --> 00:11:40.535 see from this is like each of these niche markets, they have
00:11:40.535 --> 00:11:44.349 really unique stories for what the customer experience is.
00:11:44.659 --> 00:11:47.279 And I'm just gonna kind of walk you through HIPAA for a minute.
00:11:48.149 --> 00:11:48.549 Umm.
00:11:48.889 --> 00:11:50.159 Is everybody familiar?
00:11:50.169 --> 00:11:50.439 I'm not.
00:11:50.449 --> 00:11:53.423 I'm assuming that most everyone may not be super familiar, but
00:11:53.423 --> 00:11:55.359 is everyone familiar with what HIPAA is?
00:11:55.429 --> 00:11:57.109 If not, I'll give a brief overview of that.
00:12:00.589 --> 00:12:01.399 Would it help to give?
00:12:01.409 --> 00:12:01.559 OK.
00:12:01.569 --> 00:12:02.709 I'm gonna just give a brief overview.
00:12:02.719 --> 00:12:06.551 Just be safe, but the the summary is is that a lot of
00:12:06.551 --> 00:12:11.023 clients have medical data Phi to be specific, protected health
00:12:11.023 --> 00:12:13.649 information, healthcare information.
00:12:13.659 --> 00:12:16.635 But like our personal health information, basically,
00:12:16.635 --> 00:12:20.172 somebody's putting their Social Security, their data, birth or
00:12:20.172 --> 00:12:22.699 detailed medical information into a website.
00:12:22.979 --> 00:12:27.869 And in the scope of HIPAA websites and their laws that
00:12:27.869 --> 00:12:29.469 protect that data.
00:12:30.579 --> 00:12:34.217 And so medical providers out there, they can't, they can't
00:12:34.217 --> 00:12:37.671 leverage technology without accounting for the rules of
00:12:37.671 --> 00:12:41.371 HIPAA that are put in place to preserve people's, you know,
00:12:41.371 --> 00:12:44.269 identity and all of their private information.
00:12:44.279 --> 00:12:45.189 Information, right?
00:12:46.199 --> 00:12:51.609 So this is sort of the scope of someone who might be looking to
00:12:51.609 --> 00:12:56.512 deliver a really unique and valuable solution into, let's
00:12:56.512 --> 00:12:57.949 say, foot health.
00:12:57.959 --> 00:13:01.499 Like somebody has an issue where they have plantar fasciitis.
00:13:01.509 --> 00:13:02.749 I don't know if anybody's ever had that.
00:13:03.109 --> 00:13:06.153 I'm I'm a runner and you know, sometimes I've gotten that and
00:13:06.153 --> 00:13:06.939 it really sucks.
00:13:06.949 --> 00:13:08.759 Like you can't walk it.
00:13:08.769 --> 00:13:13.044 It really hurts and I'm sure a lot of folks have heard recently
00:13:13.044 --> 00:13:15.649 that I lost my hearing in my left ear.
00:13:15.659 --> 00:13:19.043 I had some weird virus that happened and there's all kinds
00:13:19.043 --> 00:13:22.771 of medical support that I could get online because companies are
00:13:22.771 --> 00:13:23.689 HIPAA compliant.
00:13:24.609 --> 00:13:24.919 Umm.
00:13:25.089 --> 00:13:28.300 And I'm sure that most people have a loved one, a friend or
00:13:28.300 --> 00:13:31.725 someone that you know, that has gone through the medical system
00:13:31.725 --> 00:13:35.150 in some form or fashion recently and had a pretty high friction
00:13:35.150 --> 00:13:35.739 experience.
00:13:36.329 --> 00:13:40.424 I'm sure if you ask yourself and you really think about it,
00:13:40.424 --> 00:13:44.656 you'll think of at least one or several experiences where the
00:13:44.656 --> 00:13:48.615 just the data transfer between different providers in the
00:13:48.615 --> 00:13:50.799 healthcare system is a disaster.
00:13:51.609 --> 00:13:53.219 I don't really know how else to say it.
00:13:53.229 --> 00:13:55.469 It's gotten better over the years, but it's not great.
00:13:56.229 --> 00:14:00.654 So my point is that this is the context in which people are
00:14:00.654 --> 00:14:05.226 trying to solve problems like they're going into the space of
00:14:05.226 --> 00:14:09.872 medical problem solving and with a set of laws and regulations
00:14:09.872 --> 00:14:11.789 that are hard to navigate.
00:14:12.519 --> 00:14:12.839 Umm.
00:14:13.079 --> 00:14:16.151 And so this means that there's going to be a tendency for them
00:14:16.151 --> 00:14:17.029 to just not do it.
00:14:17.519 --> 00:14:20.989 They're not going to engage and then we're not gonna have as
00:14:20.989 --> 00:14:24.402 many productive solutions out there for medical issues that
00:14:24.402 --> 00:14:25.199 are real, umm.
00:14:25.209 --> 00:14:27.739 And so clarity's HIPAA solution.
00:14:28.169 --> 00:14:33.014 It's it's really this, you know, it's this turnkey solution that
00:14:33.014 --> 00:14:37.262 in most of the cases where these clients wouldn't have a
00:14:37.262 --> 00:14:41.585 solution, they do and it's something that's battle tested
00:14:41.585 --> 00:14:42.629 is it perfect?
00:14:42.639 --> 00:14:47.522 No, it's not perfect, but it's definitely something where our
00:14:47.522 --> 00:14:52.326 team has put together a stable and HIPAA compliant offer and
00:14:52.326 --> 00:14:56.579 now that we have the SAS offering, it's actually, uh,
00:14:56.579 --> 00:15:01.304 pretty affordable for most businesses to be able to turn on
00:15:01.304 --> 00:15:05.872 this very robust ecommerce customer portal telehealth and
00:15:05.872 --> 00:15:07.999 and other unique scenarios.
00:15:08.529 --> 00:15:11.171 Now I'm gonna just briefly walk you through a couple of
00:15:11.171 --> 00:15:13.719 scenarios and we're gonna go into one of those later.
00:15:13.729 --> 00:15:17.513 But I'm wanting you to think about the mission of the company
00:15:17.513 --> 00:15:21.114 and what you're doing as not just what's in it for me, but
00:15:21.114 --> 00:15:25.081 also the bigger mission of the, you know, the clients that we're
00:15:25.081 --> 00:15:25.569 serving.
00:15:26.209 --> 00:15:29.749 Uh, so one of the projects that you heard a lot about is JBM.
00:15:30.509 --> 00:15:34.937 JBM is a first tier medical provider like they're they're
00:15:34.937 --> 00:15:38.678 site and their their functionality of their site
00:15:38.678 --> 00:15:39.289 effects.
00:15:39.729 --> 00:15:43.721 From my understanding, it's 10s of thousands of Medicare,
00:15:43.721 --> 00:15:47.989 Medicaid patients who order the products that J&B medical
00:15:47.989 --> 00:15:48.609 supplies.
00:15:49.539 --> 00:15:53.529 So if there's cycle goes down or they have issues or their site
00:15:53.529 --> 00:15:57.582 doesn't work as well as it needs to, it affects literally 10s of
00:15:57.582 --> 00:15:58.829 thousands of people.
00:15:59.759 --> 00:16:03.369 Essentially, each day that are trying to reorder something or
00:16:03.369 --> 00:16:06.629 that need access to medical supplies that they provide.
00:16:07.119 --> 00:16:10.921 So our solution what the team is talking about in the kudos
00:16:10.921 --> 00:16:14.217 section, you know we're literally helping provide a
00:16:14.217 --> 00:16:18.209 framework that's an improvement from where J&B medical was
00:16:18.209 --> 00:16:21.885 before and as a result, this is making the lives of those
00:16:21.885 --> 00:16:25.814 patients a lot better and every time that we're touching that
00:16:25.814 --> 00:16:29.743 project, we have the opportunity to help people, umm and it's
00:16:29.743 --> 00:16:33.799 not, I mean I know it's kind of cliche, but it's it's literally
00:16:33.799 --> 00:16:37.665 the truth like every little thing that we do to improve that
00:16:37.665 --> 00:16:41.720 site and help that client, it's actually going to help somebody
00:16:41.720 --> 00:16:44.699 who needs the site to work for their scenario.
00:16:45.949 --> 00:16:47.339 So I think that's really cool.
00:16:47.809 --> 00:16:50.815 We're also doing really innovative things and I think
00:16:50.815 --> 00:16:53.709 that's a really powerful aspect of clarity as well.
00:16:53.719 --> 00:16:58.318 That's just built into our business model and in addition
00:16:58.318 --> 00:17:03.314 to being able to provide a lot of value for our niche markets,
00:17:03.314 --> 00:17:07.993 we're also in general, we've continued to retain this very
00:17:07.993 --> 00:17:12.830 nimble mindset about being able to provide really, you know,
00:17:12.830 --> 00:17:16.319 custom solutions for a particular scenario.
00:17:16.329 --> 00:17:19.246 So we have our baseline product, but then we have this
00:17:19.246 --> 00:17:22.269 customizability, and that's what really makes us unique.
00:17:23.239 --> 00:17:27.199 One of the projects that we'll talk about later today is
00:17:27.199 --> 00:17:28.519 Virtual front desk.
00:17:29.009 --> 00:17:33.019 Virtual front desk came to clarity and basically said your
00:17:33.019 --> 00:17:37.302 platform is perfect for us with your integrated ecommerce with
00:17:37.302 --> 00:17:41.448 HIPAA we need to integrate with dental offices and there are
00:17:41.448 --> 00:17:44.779 these dental office products that are out there.
00:17:44.819 --> 00:17:49.395 They're basically like an ERP, but for dentist office, so it's
00:17:49.395 --> 00:17:54.116 their accounting and their back office and et cetera, inventory,
00:17:54.116 --> 00:17:55.569 all of those things.
00:17:56.209 --> 00:18:00.505 And they basically said we need you to integrate this and we
00:18:00.505 --> 00:18:04.871 think that you guys are gonna crush that, but we also want to
00:18:04.871 --> 00:18:08.885 incorporate AI into our project and in particular a IVR,
00:18:08.885 --> 00:18:13.180 conversational IVR through AI and and I think that's another
00:18:13.180 --> 00:18:17.265 thing that is really unique about clarity that you're not
00:18:17.265 --> 00:18:21.772 going to tend to see in a lot of other businesses is that we're
00:18:21.772 --> 00:18:25.786 willing to take on some of these really consultative and
00:18:25.786 --> 00:18:27.969 customized aspects of projects.
00:18:28.409 --> 00:18:32.526 And so anyway, Long story short, we'll get into what the actual
00:18:32.526 --> 00:18:36.578 results were for it, but we've been able over the last year to
00:18:36.578 --> 00:18:40.695 literally ramp up and build up a small department, a a group of
00:18:40.695 --> 00:18:43.139 team members that are focusing on AI.
00:18:43.149 --> 00:18:44.549 And you've heard me talking about it.
00:18:46.479 --> 00:18:46.989 So.
00:18:47.059 --> 00:18:49.569 So what does this do for everyone's career?
00:18:49.579 --> 00:18:52.862 So just kind of talking about, you know, the the niching of
00:18:52.862 --> 00:18:55.980 clarity and us having this pain in the market that we're
00:18:55.980 --> 00:18:59.317 addressing and us being able to focus on these niche markets
00:18:59.317 --> 00:19:01.889 where there's a lot of value for our solution.
00:19:02.859 --> 00:19:07.434 Well, once we once we figure out how to properly scale the
00:19:07.434 --> 00:19:12.320 business and having excellent offer that it's very turnkey for
00:19:12.320 --> 00:19:17.284 end customers, what it means for each of us with our careers is
00:19:17.284 --> 00:19:21.549 that there's essentially a virtually unlimited upside.
00:19:22.299 --> 00:19:25.946 Now the reality is that the business isn't going to grow
00:19:25.946 --> 00:19:28.889 like 1000 X every year or anything like that.
00:19:29.799 --> 00:19:33.358 But as the company grows, you will continue to see career
00:19:33.358 --> 00:19:36.978 opportunity to develop and grow based on the growth of the
00:19:36.978 --> 00:19:37.469 company.
00:19:37.929 --> 00:19:41.217 And if we don't have those things, if the company isn't
00:19:41.217 --> 00:19:45.034 providing a lot of value and if we're not working on growing and
00:19:45.034 --> 00:19:47.559 improving, it's a pretty tough foundation.
00:19:48.089 --> 00:19:51.802 You're gonna tend to run into things like having a lot of
00:19:51.802 --> 00:19:55.706 glass ceilings, possibly having just very little growth as a
00:19:55.706 --> 00:19:59.739 focus, and the business is just going to be very transactional
00:19:59.739 --> 00:20:00.379 in nature.
00:20:00.839 --> 00:20:03.953 And I'm not saying that we don't have some of those things
00:20:03.953 --> 00:20:04.639 occasionally.
00:20:04.819 --> 00:20:08.515 And hopefully it's limited in scope and work through it
00:20:08.515 --> 00:20:12.739 quickly, but ultimately I would say that you know, the tendency
00:20:12.739 --> 00:20:16.831 of a business that's green and growing versus ripe and rotten
00:20:16.831 --> 00:20:20.593 is that it's going to tend to have this upward momentum,
00:20:20.593 --> 00:20:20.989 right.
00:20:21.419 --> 00:20:24.837 And so I think it's really, really important that this go
00:20:24.837 --> 00:20:28.255 well and continue to go well and and so this is sort of a
00:20:28.255 --> 00:20:29.139 virtuous cycle.
00:20:29.459 --> 00:20:33.981 And I for a lot of team members, you've seen me cover this many,
00:20:33.981 --> 00:20:37.947 many, many times and it it's basically talking about how
00:20:37.947 --> 00:20:42.191 everything starts with you and and with me, all of us on the
00:20:42.191 --> 00:20:42.539 team.
00:20:43.109 --> 00:20:46.912 And that is the foundation of the success of the company of
00:20:46.912 --> 00:20:50.779 the success of our mission that we're on together to deliver
00:20:50.779 --> 00:20:54.265 this value to these niche markets where people need us
00:20:54.265 --> 00:20:54.899 right now.
00:20:55.439 --> 00:20:58.959 And oh, by the way, we can build an incredible career along the
00:20:58.959 --> 00:20:59.179 way.
00:20:59.229 --> 00:21:00.199 What an awesome thing.
00:21:00.209 --> 00:21:02.869 I mean, that's to me that's really exciting.
00:21:04.349 --> 00:21:08.276 So fundamentally for the team side of things to go well, I
00:21:08.276 --> 00:21:12.403 would say that we need to as a group, not just see it as like
00:21:12.403 --> 00:21:15.930 the company has career advancement opportunities and
00:21:15.930 --> 00:21:18.859 opportunities for taking on responsibility.
00:21:19.209 --> 00:21:20.459 But I would say it differently.
00:21:20.469 --> 00:21:24.790 I would say it as like we need you to keep growing and I would
00:21:24.790 --> 00:21:29.247 like to be a little bit forceful about it in a good way, kind of
00:21:29.247 --> 00:21:30.139 like a coach.
00:21:30.489 --> 00:21:34.432 That is, is saying look, I see that you can do this and I want
00:21:34.432 --> 00:21:38.313 you to step up because I think you have more potential in you
00:21:38.313 --> 00:21:40.879 than maybe what you're seeing right now.
00:21:41.249 --> 00:21:44.121 Are you willing to take this leap of faith and go to the next
00:21:44.121 --> 00:21:44.399 level?
00:21:44.919 --> 00:21:49.330 And I really wanna ask you and this if you get nothing else out
00:21:49.330 --> 00:21:53.259 of what I'm saying, I really want you to take this away.
00:21:53.269 --> 00:21:56.597 That and in order for this company and this team and just
00:21:56.597 --> 00:22:00.041 think about some of the team members that you enjoy working
00:22:00.041 --> 00:22:03.828 with and that you built a really solid relationship with in order
00:22:03.828 --> 00:22:07.444 for everyone to be successful, we need you to keep progressing
00:22:07.444 --> 00:22:09.969 in your career and keep moving forward too.
00:22:10.379 --> 00:22:11.149 Keep learning.
00:22:11.159 --> 00:22:15.407 Keep growing and you know, I would like for you to spend time
00:22:15.407 --> 00:22:19.449 working with your management team member with the and your
00:22:19.449 --> 00:22:20.819 biweekly OPS review.
00:22:21.379 --> 00:22:26.272 Most of the team has those as well and establish a plan for
00:22:26.272 --> 00:22:27.659 the next quarter.
00:22:28.409 --> 00:22:32.226 You know from here to the end of the year, what is your plan to
00:22:32.226 --> 00:22:33.479 progress your career?
00:22:34.249 --> 00:22:37.041 How are you going to improve your skill set and keep moving
00:22:37.041 --> 00:22:37.739 yourself ahead?
00:22:38.599 --> 00:22:43.020 And so that is the foundation of delivering this value into these
00:22:43.020 --> 00:22:45.029 niche markets for the clients.
00:22:45.589 --> 00:22:49.255 And then that ultimately results in this virtuous cycle where if
00:22:49.255 --> 00:22:52.639 you do enough it basically you help enough other people get
00:22:52.639 --> 00:22:55.629 what they want, you'll get everything that you want.
00:22:55.939 --> 00:22:59.586 If you can see it as us delivering extreme value for our
00:22:59.586 --> 00:23:03.618 clients, then the profitability just happens naturally for the
00:23:03.618 --> 00:23:07.777 business and all of our sort of financial situation continues to
00:23:07.777 --> 00:23:08.289 improve.
00:23:08.879 --> 00:23:13.149 So I will leave it at that for the high level.
00:23:13.379 --> 00:23:17.188 I had a couple of points that I wanted to show everyone as well
00:23:17.188 --> 00:23:20.223 on some of the just the financials and some of the
00:23:20.223 --> 00:23:24.032 tactical pieces of what's been going on, they kind of gets into
00:23:24.032 --> 00:23:27.782 the weeds around this whole plan and what we're doing that you
00:23:27.782 --> 00:23:29.389 may or may not be aware of.
00:23:29.699 --> 00:23:32.199 I realize a lot of folks are intimately aware of some of
00:23:32.199 --> 00:23:32.769 these things.
00:23:33.019 --> 00:23:37.691 I just want to note before going into that that we do have some
00:23:37.691 --> 00:23:41.998 really helpful links around the career development side of
00:23:41.998 --> 00:23:42.509 things.
00:23:43.239 --> 00:23:45.129 This is just a few examples.
00:23:45.959 --> 00:23:49.329 Obviously this is focused on the development team specifically.
00:23:49.499 --> 00:23:53.580 We do have career certification plans for project managers and
00:23:53.580 --> 00:23:57.467 other roles within the business and frankly, there are some
00:23:57.467 --> 00:23:59.799 roles where we don't have this yet.
00:23:59.809 --> 00:24:02.969 So if you're in one of those roles, why not be the first one?
00:24:02.979 --> 00:24:07.340 I will work with you directly and we can put a plan together,
00:24:07.340 --> 00:24:11.701 but let's make sure that you are looking at the certification
00:24:11.701 --> 00:24:15.991 plans and and basically the steps that are available that we
00:24:15.991 --> 00:24:19.719 recommend for you to build your career here as well.
00:24:19.729 --> 00:24:20.019 I would.
00:24:20.029 --> 00:24:22.039 I would say just like feel free.
00:24:22.049 --> 00:24:25.162 A lot of our front end team members trained on back end
00:24:25.162 --> 00:24:28.719 topics back end team members on front end topics and et cetera.
00:24:28.969 --> 00:24:31.499 Project managers training on development topics.
00:24:32.229 --> 00:24:36.432 This is great and I would say fundamentally from a sort of
00:24:36.432 --> 00:24:40.280 like just a leadership perspective, the whole idea is
00:24:40.280 --> 00:24:44.625 that we want you to understand that we're willing to pay for
00:24:44.625 --> 00:24:48.758 training, certification, resources, books, videos, online
00:24:48.758 --> 00:24:49.399 training.
00:24:50.649 --> 00:24:53.919 I I will really can't overstate it like it.
00:24:53.929 --> 00:24:56.280 It's such a great mutual investment for you to keep
00:24:56.280 --> 00:24:57.229 building your career.
00:24:58.069 --> 00:25:02.059 Umm, OK, So what is this resulted in with this?
00:25:02.069 --> 00:25:04.599 You know, we found this market with a pain.
00:25:04.639 --> 00:25:07.119 We started addressing it 10 years ago.
00:25:07.129 --> 00:25:09.249 We built this software and now we've niched down.
00:25:09.769 --> 00:25:10.219 Great.
00:25:10.349 --> 00:25:11.859 What are the results, buddy?
00:25:12.229 --> 00:25:15.548 What does all this hype about I I like to look at the numbers
00:25:15.548 --> 00:25:18.921 and so I'm just gonna dive in and look at the numbers over the
00:25:18.921 --> 00:25:20.099 last handful of years.
00:25:21.069 --> 00:25:23.811 This is pretty cool, and of course I have to have a race car
00:25:23.811 --> 00:25:25.609 in the background too, so there you go.
00:25:26.489 --> 00:25:29.879 But basically in 2019 this is.
00:25:30.069 --> 00:25:31.819 I'll just try to explain this chart.
00:25:32.389 --> 00:25:37.761 The Big green chunk is total revenue and then the light
00:25:37.761 --> 00:25:41.119 yellow is basically expenses, umm.
00:25:41.129 --> 00:25:47.178 And then the the green sort of above that is showing is showing
00:25:47.178 --> 00:25:51.999 our profitability or our loss uh respectively umm.
00:25:52.399 --> 00:25:55.349 So this is what's happened with the company's revenue.
00:25:55.359 --> 00:25:59.043 Since we've really focused on niche markets, we've basically
00:25:59.043 --> 00:26:02.849 doubled the company's revenue by focusing in on niche markets.
00:26:03.359 --> 00:26:07.031 And you could really see a pivot that happened over the last
00:26:07.031 --> 00:26:09.439 several years and going into next year.
00:26:09.839 --> 00:26:12.499 Sorry, my math was clearly off here.
00:26:14.179 --> 00:26:16.589 This is actually different, sorry.
00:26:18.909 --> 00:26:19.229 OK.
00:26:19.619 --> 00:26:19.919 Umm.
00:26:19.929 --> 00:26:23.363 So just going into, you know, just going into this
00:26:23.363 --> 00:26:27.538 progression, one of the things that I can tell you that we've
00:26:27.538 --> 00:26:31.780 seen and you'll hear this from Ron and Phil and you know other
00:26:31.780 --> 00:26:35.349 team members that are seeing this on the sales side.
00:26:35.359 --> 00:26:39.295 But by focusing on a niche market, you have this dramatic
00:26:39.295 --> 00:26:41.399 improvement in competitiveness.
00:26:42.389 --> 00:26:46.359 Umm, I'm sure everyone would agree that like if you're trying
00:26:46.359 --> 00:26:50.009 to compete with selling a regular car is probably really
00:26:50.009 --> 00:26:50.329 hard.
00:26:50.409 --> 00:26:53.309 I have a picture of a race car here, so I'm gonna use this
00:26:53.309 --> 00:26:56.405 analogy, but if you're one of the few that can build a Formula
00:26:56.405 --> 00:26:59.108 One car, there's probably only like 3 or four of those
00:26:59.108 --> 00:27:00.779 companies out there in the world.
00:27:00.989 --> 00:27:05.210 And if you've ever gone and looked at uh, you know some of
00:27:05.210 --> 00:27:09.359 the Formula One documentaries, they end up sharing engine
00:27:09.359 --> 00:27:13.723 development across multiple teams, typically because it's so
00:27:13.723 --> 00:27:14.439 expensive.
00:27:15.129 --> 00:27:19.007 Umm, now this has a downside where it can be challenging to
00:27:19.007 --> 00:27:22.821 scale up if you if you don't do it right, you can just get
00:27:22.821 --> 00:27:23.209 stuck.
00:27:23.279 --> 00:27:27.710 Having this very niche market, but what we've done is we've
00:27:27.710 --> 00:27:32.437 basically made these proximate chunks of niche focus areas that
00:27:32.437 --> 00:27:37.237 as we build it out, it gives us this big capability in ecommerce
00:27:37.237 --> 00:27:39.379 and integrated ecommerce and.
00:27:39.429 --> 00:27:42.499 And so what's happened is the revenue has grown a lot.
00:27:43.449 --> 00:27:48.023 We took on a lot of risk and really in the last couple of
00:27:48.023 --> 00:27:52.833 months and so 2023 is here, but in the last couple of months
00:27:52.833 --> 00:27:57.959 we've seen that the risk that we took on is starting to pay off.
00:27:58.569 --> 00:28:03.469 So we had a pretty major loss, but we took on financing.
00:28:03.549 --> 00:28:07.403 So we basically knew that we would be investing capital and
00:28:07.403 --> 00:28:11.192 so it's counted as a loss, but it's an investment into the
00:28:11.192 --> 00:28:14.725 company and made a lot of investment into our products
00:28:14.725 --> 00:28:16.459 within these niche markets.
00:28:16.929 --> 00:28:19.784 And now we're seeing that the company is essentially
00:28:19.784 --> 00:28:21.669 positioned to be able to scale up.
00:28:22.619 --> 00:28:26.581 We're somewhere between, you know, 50 to $200,000 a month
00:28:26.581 --> 00:28:30.817 profit each month and now this is really important because if
00:28:30.817 --> 00:28:35.189 if you kind of look at the start of this year, the beginning of
00:28:35.189 --> 00:28:39.493 this year was pretty intense and that's because we were coming
00:28:39.493 --> 00:28:43.319 out of 2022, which I'm just gonna zoom in a little bit.
00:28:44.009 --> 00:28:47.808 We had a lot of investment into our products and I've talked
00:28:47.808 --> 00:28:49.739 about this in a lot of details.
00:28:49.749 --> 00:28:53.717 So I'm not gonna go into the weeds on it, but we also had a
00:28:53.717 --> 00:28:58.081 lot of just momentum and inertia around investing that amount and
00:28:58.081 --> 00:29:02.049 we had to taper that down to match what the revenue was for
00:29:02.049 --> 00:29:02.909 the business.
00:29:03.589 --> 00:29:07.131 I think that we've done that in is is reasonable a way as we
00:29:07.131 --> 00:29:07.479 could.
00:29:08.219 --> 00:29:11.239 We are expecting to continue to grow our top line revenue this
00:29:11.239 --> 00:29:11.479 year.
00:29:12.549 --> 00:29:17.104 Umm and I, I would not be surprised if this number is more
00:29:17.104 --> 00:29:21.659 like 6.2 or 6.3 million this year, but really a lot of the
00:29:21.659 --> 00:29:26.678 first part of this year was just essentially standardizing a lot
00:29:26.678 --> 00:29:27.759 of the growth.
00:29:28.189 --> 00:29:32.227 We had a lot of growth over the prior few years and we we really
00:29:32.227 --> 00:29:35.769 didn't have our act together with a lot of the discovery
00:29:35.769 --> 00:29:39.869 process, a lot of the onboarding for new clients and even some of
00:29:39.869 --> 00:29:43.721 the tactical parts of executing on the projects downstream of
00:29:43.721 --> 00:29:44.529 architecture.
00:29:45.169 --> 00:29:47.809 And I know that we've talked a lot about the architecture and
00:29:47.809 --> 00:29:48.959 how that's improved things.
00:29:49.009 --> 00:29:50.579 Uh, discovery is improved.
00:29:50.589 --> 00:29:53.922 Onboarding is improved, but we're not all the way there yet
00:29:53.922 --> 00:29:57.477 and so I really see the rest of this year being focused on just
00:29:57.477 --> 00:29:59.199 continuing to hone those areas.
00:30:00.189 --> 00:30:04.010 Umm, so that's one thing I wanted to show you visually is
00:30:04.010 --> 00:30:04.339 just.
00:30:04.349 --> 00:30:08.284 If you look at the numbers for the business, we're coming out
00:30:08.284 --> 00:30:12.219 of this heavy investment phase where financially the business
00:30:12.219 --> 00:30:15.329 wasn't operating profitably, especially in 2022.
00:30:15.849 --> 00:30:20.183 And we're coming out of that firmly going into 2024 with a
00:30:20.183 --> 00:30:24.371 very solid positioning and really a solid second half of
00:30:24.371 --> 00:30:28.779 this year as as we look to close this year out really well.
00:30:29.249 --> 00:30:33.366 So just my last point and then I'll shift over and we'll go
00:30:33.366 --> 00:30:37.277 into some of the different segments that we have planned
00:30:37.277 --> 00:30:41.669 today is why, why is it going so well recently, what's changed?
00:30:42.319 --> 00:30:46.279 And so I'm just gonna show you a very brief set of slides.
00:30:46.489 --> 00:30:51.267 The first thing is that basically our overhead for the
00:30:51.267 --> 00:30:56.480 business is currently comprised substantially of paying for
00:30:56.480 --> 00:30:58.739 servicing short term debt.
00:30:58.929 --> 00:31:02.655 So the company actually took out capital investment in, in, in
00:31:02.655 --> 00:31:05.789 the form of financing and we're getting rid of that.
00:31:06.649 --> 00:31:10.660 So as we sort of get all of that taken care of and we get into
00:31:10.660 --> 00:31:14.225 the latter parts of this year and into next year, we're
00:31:14.225 --> 00:31:18.427 essentially getting rid of short term financing that the business
00:31:18.427 --> 00:31:21.929 took out to make the capital investments that we made.
00:31:22.019 --> 00:31:24.389 OK, so that's this.
00:31:24.479 --> 00:31:28.578 What you're seeing here is what our cash flow situation looks
00:31:28.578 --> 00:31:28.909 like.
00:31:28.979 --> 00:31:32.680 Whenever we're sort of fully realized going into next year
00:31:32.680 --> 00:31:36.569 with that situation, so just I like to be really transparent.
00:31:38.129 --> 00:31:39.839 Here's our revenue potential.
00:31:40.649 --> 00:31:44.249 I would say that realistically we're expecting to be at
00:31:44.249 --> 00:31:48.299 somewhere around 600 in revenue, except for the winter months.
00:31:48.449 --> 00:31:52.274 The winter months can slow down some, but generally expecting to
00:31:52.274 --> 00:31:55.687 be around 600 in revenue and just have that incrementally
00:31:55.687 --> 00:31:59.277 grow throughout the year, next year and our overhead you can
00:31:59.277 --> 00:32:02.690 see here and you just kind of do the math and it's a very
00:32:02.690 --> 00:32:06.456 profitable business model while we're building our products and
00:32:06.456 --> 00:32:08.339 we're investing in our products.
00:32:08.349 --> 00:32:10.954 So you can see that a lot of the profit gets distributed to
00:32:10.954 --> 00:32:11.649 different areas.
00:32:12.369 --> 00:32:16.237 Umm, with a big chunk going to R&D and reinvesting into our
00:32:16.237 --> 00:32:19.803 products and and so I would say that in order for us to be
00:32:19.803 --> 00:32:23.671 progressing toward this, we had to make a couple of big changes
00:32:23.671 --> 00:32:26.089 that have been working incredibly well.
00:32:27.019 --> 00:32:29.999 The first was switching to our SAS based pricing.
00:32:30.699 --> 00:32:34.049 Now you can find the SAS based pricing on this document.
00:32:34.599 --> 00:32:38.556 We basically used to have pricing that was double the
00:32:38.556 --> 00:32:42.954 amount that I'm showing in this business plus column and we
00:32:42.954 --> 00:32:45.079 charge the licenses up front.
00:32:45.939 --> 00:32:50.248 Umm, so we were literally charging, you know these these
00:32:50.248 --> 00:32:54.709 huge license fees up front and it was hard to close deals.
00:32:55.319 --> 00:32:58.544 I think that's probably an understatement, but that's that
00:32:58.544 --> 00:33:01.769 was the sort of like politically correct way that we were.
00:33:02.059 --> 00:33:04.889 We were all dealing with it, so we just caught our prices.
00:33:04.899 --> 00:33:09.671 We cut our licensing prices in particular umm, but I think you
00:33:09.671 --> 00:33:12.019 know on a very strong positive.
00:33:12.069 --> 00:33:15.499 You'll also note that our hourly rates here are $200.00 an hour.
00:33:15.509 --> 00:33:20.025 They used to be 150 an hour, and so we've literally increased our
00:33:20.025 --> 00:33:23.651 hourly rate for our customization services and we've
00:33:23.651 --> 00:33:25.499 reduced our licensing cost.
00:33:25.999 --> 00:33:30.011 And in addition to that, I think the biggest game changer has
00:33:30.011 --> 00:33:34.088 been the SAS pricing where we're now offering SaaS pricing for
00:33:34.088 --> 00:33:37.776 clients and and they can essentially pay a small monthly
00:33:37.776 --> 00:33:38.229 amount.
00:33:38.879 --> 00:33:42.634 Umm, so they can choose between what's shown here as business
00:33:42.634 --> 00:33:46.269 value or business plus for their pricing for their project.
00:33:46.359 --> 00:33:50.904 So if I have a HIPAA project, I can either pay 999 a month or I
00:33:50.904 --> 00:33:55.166 can purchase a license one time for $25,000 and having that
00:33:55.166 --> 00:33:59.640 monthly option has, I would say roughly put us in the position
00:33:59.640 --> 00:34:03.831 where we've got double the amount of deals coming in prior
00:34:03.831 --> 00:34:07.169 to as compared to prior to making this change.
00:34:08.019 --> 00:34:12.077 Umm, so I think that getting to these big numbers that I was
00:34:12.077 --> 00:34:15.669 showing and sorry I've gotta find my way around here.
00:34:16.079 --> 00:34:20.410 I'm getting to these big numbers that I was showing here of
00:34:20.410 --> 00:34:24.884 profit is really dependent on those changes that we made back
00:34:24.884 --> 00:34:26.689 in May, but it's working.
00:34:26.829 --> 00:34:30.264 We made the changes, we've increased our hourly rate for
00:34:30.264 --> 00:34:31.349 existing accounts.
00:34:31.959 --> 00:34:35.887 We're basically doing that in two tranches, so the rates have
00:34:35.887 --> 00:34:40.005 gone up for many of them and for all of them, it will be done by
00:34:40.005 --> 00:34:43.489 the middle of October is our objective to 175 an hour.
00:34:43.759 --> 00:34:47.129 So new clients are coming in at 200 like 60 accounts.
00:34:47.139 --> 00:34:50.894 Will some of them already are be at 175 an hour and then
00:34:50.894 --> 00:34:54.912 basically by around this time next year they'll all be a 200
00:34:54.912 --> 00:34:55.439 an hour?
00:34:56.079 --> 00:34:59.257 And so if you look and and apologies, because I know this
00:34:59.257 --> 00:35:02.545 is a lot of detail, but if you look at this chart and again
00:35:02.545 --> 00:35:06.107 this is for anyone who wants to get into the weeds, feel free to
00:35:06.107 --> 00:35:06.819 check it out.
00:35:06.829 --> 00:35:07.539 It's pretty interesting.
00:35:08.109 --> 00:35:08.629 Umm.
00:35:08.989 --> 00:35:13.136 But I will just summarize by saying that this is showing our
00:35:13.136 --> 00:35:17.555 hourly rate and number of hours per month that we can put in for
00:35:17.555 --> 00:35:18.779 a client billable.
00:35:19.589 --> 00:35:24.358 Right now, we're sitting at roughly somewhere between 3250
00:35:24.358 --> 00:35:29.370 to 3500 client billable hours a month that we're averaging in
00:35:29.370 --> 00:35:32.199 real hours that we're billing out.
00:35:33.169 --> 00:35:37.639 So you can just kind of do the math and as we get our average
00:35:37.639 --> 00:35:42.254 hourly rate, uh, shown here, it was as one 7190 and then 200 as
00:35:42.254 --> 00:35:46.652 we sort of progress up this chain, the business is naturally
00:35:46.652 --> 00:35:49.969 going to have at like 4000 client buildables.
00:35:49.979 --> 00:35:52.389 So this would be adding a few team members to our team.
00:35:53.459 --> 00:35:57.709 You know, a roughly $280,000 month profit just from our
00:35:57.709 --> 00:35:58.999 services revenue.
00:36:00.019 --> 00:36:00.329 Umm.
00:36:00.399 --> 00:36:04.522 Then we have our licenses on top of that that show the licenses
00:36:04.522 --> 00:36:04.909 below.
00:36:05.759 --> 00:36:09.345 I I have a feeling I'm going into a lot of detail here and
00:36:09.345 --> 00:36:13.235 I'm probably losing some people, so I'm just gonna summarize by
00:36:13.235 --> 00:36:17.065 saying that ohm we are bringing on enough sass deals per month
00:36:17.065 --> 00:36:18.159 that are licensed.
00:36:18.169 --> 00:36:22.215 Revenue is very additive to this, but if you if you sort of
00:36:22.215 --> 00:36:26.328 take the SAS contracted amount and the upfront licenses that
00:36:26.328 --> 00:36:30.442 we're seeing, it's averaging about 75 to $100,000 a month of
00:36:30.442 --> 00:36:33.139 license revenue that we're bringing in.
00:36:33.629 --> 00:36:34.199 OK.
00:36:34.429 --> 00:36:37.819 So the profitability of the business can be very high.
00:36:38.309 --> 00:36:42.409 And I guess just to wrap my section up with this, the reason
00:36:42.409 --> 00:36:46.441 that I want to share all of this is that the the underlying
00:36:46.441 --> 00:36:50.675 business itself is in a really, really healthy position that's
00:36:50.675 --> 00:36:54.977 getting extremely healthy as we go along throughout the rest of
00:36:54.977 --> 00:36:55.649 this year.
00:36:56.399 --> 00:37:01.100 And we struggled because we made massive investments, millions
00:37:01.100 --> 00:37:05.726 and millions of dollars into our products and really into our
00:37:05.726 --> 00:37:07.069 processes as well.
00:37:07.869 --> 00:37:11.539 Umm, now that we have really stabilized a lot of that
00:37:11.539 --> 00:37:15.480 investment and we're able to mature it into processes and
00:37:15.480 --> 00:37:17.179 systems that are working.
00:37:17.849 --> 00:37:21.078 We're in a position where we can just redouble those efforts over
00:37:21.078 --> 00:37:21.959 and over and over.
00:37:22.569 --> 00:37:26.176 Not only is this helpful for clients because it's going to
00:37:26.176 --> 00:37:29.966 deliver extreme value for them and a high standard for all of
00:37:29.966 --> 00:37:33.451 our clients, but it will also deliver an opportunity for
00:37:33.451 --> 00:37:34.979 everyone who's listening.
00:37:34.989 --> 00:37:38.715 If you can hear my voice, you know you have an opportunity in
00:37:38.715 --> 00:37:40.999 front of you to take advantage of it.
00:37:41.319 --> 00:37:43.909 And I'm personally encouraging you to do that.
00:37:44.289 --> 00:37:48.271 I really love the opportunity to get to work with each of the
00:37:48.271 --> 00:37:51.997 team members one on one and it, you know, we don't have a
00:37:51.997 --> 00:37:55.787 massive team and we're not planning on conquering this big
00:37:55.787 --> 00:37:58.549 opportunity by scaling our team massively.
00:37:59.069 --> 00:38:02.620 We really want to reinvest in the relationships with our
00:38:02.620 --> 00:38:06.608 existing team members and really look to build leaders and grow
00:38:06.608 --> 00:38:09.785 your career and your responsibility where it makes
00:38:09.785 --> 00:38:10.159 sense.
00:38:10.469 --> 00:38:13.259 So OK, I will leave it at that.
00:38:13.349 --> 00:38:16.631 Let me see if anyone has any questions for me and then we
00:38:16.631 --> 00:38:20.366 will dive into some of the other segments, really excited for you
00:38:20.366 --> 00:38:23.818 get to hear from some of the speakers today and just a queue
00:38:23.818 --> 00:38:25.969 up, Phil, we're gonna start with you.
00:38:25.979 --> 00:38:29.119 Good Sir, if that sounds good and just making sure you're
00:38:29.119 --> 00:38:29.769 ready to go.
00:38:29.899 --> 00:38:30.449 OK, awesome.
00:38:30.899 --> 00:38:31.549 Yes, Sir.
00:38:31.559 --> 00:38:31.919 Yes, Sir.
00:38:32.439 --> 00:38:32.709 OK.
00:38:32.719 --> 00:38:34.329 And I don't see anyone with questions.
00:38:34.339 --> 00:38:37.374 So over to you, good Sir, and feel free to take the screen as
00:38:37.374 --> 00:38:37.619 well.
00:38:39.869 --> 00:38:40.499 Well do.
00:38:44.239 --> 00:38:44.669 Perfect.
00:38:44.679 --> 00:38:46.789 Well, good afternoon everybody.
00:38:47.339 --> 00:38:50.597 So this was supposed to be Tyler, but that, that that guy
00:38:50.597 --> 00:38:53.799 does not take much time off and he was gonna do a little
00:38:53.799 --> 00:38:54.249 getaway.
00:38:54.259 --> 00:38:56.909 And I was like, man, I will jump in on this.
00:38:56.919 --> 00:38:58.929 So this was really mostly him.
00:38:58.939 --> 00:39:02.121 I just kind of added a couple little extra pieces at the end
00:39:02.121 --> 00:39:05.511 to get us there, but just gonna kind of go through a lot of this
00:39:05.511 --> 00:39:08.849 might be a little repetitive of what Chris was just saying, but
00:39:08.849 --> 00:39:11.509 you'll just kind of hear the flavor from our side.
00:39:11.979 --> 00:39:20.769 Bottom line is what has changed since May, and I told Tyler too.
00:39:20.779 --> 00:39:23.870 I said, hey, listen, I love JT and all, but you know, it
00:39:23.870 --> 00:39:27.015 doesn't really make total sense cause it isn't may, but I
00:39:27.015 --> 00:39:29.509 couldn't change it cause I loved it too much.
00:39:29.519 --> 00:39:32.539 So anyway, we're we're we're, we're we're gonna roll with it.
00:39:29.959 --> 00:39:30.549 That's amazing.
00:39:32.679 --> 00:39:35.889 So he basically was saying or or or.
00:39:32.839 --> 00:39:33.259 Love it.
00:39:35.899 --> 00:39:40.790 What we're really talking about here that's changed since May is
00:39:40.790 --> 00:39:45.229 we introduced the SAS pricing very, very essential change.
00:39:45.879 --> 00:39:51.376 Clarity payments with something that Ron and Chris worked really
00:39:51.376 --> 00:39:51.799 hard.
00:39:51.859 --> 00:39:53.659 Ron's done a lot of work in that area.
00:39:53.669 --> 00:39:58.780 It's really starting to come together and that really is
00:39:58.780 --> 00:40:04.609 another huge, huge factor to us, lowering one time licensing and
00:40:04.609 --> 00:40:07.299 just the hourly rate increase.
00:40:07.699 --> 00:40:12.388 Really, all of those were pretty essential and and things that
00:40:12.388 --> 00:40:16.109 are going to benefit us just really, really well.
00:40:16.889 --> 00:40:21.363 So the introduction of the SAS pricing, I mean one of the
00:40:21.363 --> 00:40:25.761 things that I think it's important to know is what we're
00:40:25.761 --> 00:40:30.390 gaining by going into that market segment, because I really
00:40:30.390 --> 00:40:35.250 was just kind of pulling some some quick items in just to give
00:40:35.250 --> 00:40:37.179 like a feel in that area.
00:40:37.189 --> 00:40:42.507 But you can see that just the global ecommerce SAS market size
00:40:42.507 --> 00:40:47.910 into in 2021 was over 6 billion and they're projecting it to go
00:40:47.910 --> 00:40:50.189 to 14 / 14 billion by 2027.
00:40:51.039 --> 00:40:53.537 That number varies a bit depending on who you're talking
00:40:53.537 --> 00:40:53.669 to.
00:40:53.679 --> 00:40:57.690 Some higher, some a little lower, but certainly somewhere
00:40:57.690 --> 00:40:58.589 in that area.
00:40:58.599 --> 00:41:03.711 And then you can tell when the big thing with us on the on
00:41:03.711 --> 00:41:09.257 moving to the SAS is the segment that it opens us up to because
00:41:09.257 --> 00:41:14.803 the on premise solution, I mean not only is it that you're only
00:41:14.803 --> 00:41:19.829 going with people that can simply just pay you 40506080 a
00:41:19.829 --> 00:41:24.854 $120,000, you know right up front which is like Chris was
00:41:24.854 --> 00:41:30.400 alluding to something that is a smaller segment of the business
00:41:30.400 --> 00:41:35.512 and and and therefore doesn't open up to the opportunities
00:41:35.512 --> 00:41:36.899 that we can see.
00:41:36.909 --> 00:41:42.402 So moving to SAS, it's such an enormous market that we are now
00:41:42.402 --> 00:41:47.982 going to be plugged into and I can just say that the Nice thing
00:41:47.982 --> 00:41:53.126 about us moving in that too as well is that we are still a
00:41:53.126 --> 00:41:55.219 single tenancy offering.
00:41:55.469 --> 00:41:59.245 So we still can be fully customizable where it's not the
00:41:56.449 --> 00:41:56.649 Right.
00:41:59.245 --> 00:42:01.299 other sets offerings out there.
00:42:01.309 --> 00:42:05.945 Can't say that, so it's really we're offering the luxury of
00:42:05.945 --> 00:42:10.504 Sass and being able to open ourselves up to coming in with
00:42:10.504 --> 00:42:14.908 that lower payment on a monthly situation which a lot of
00:42:14.908 --> 00:42:19.699 companies love to go with and but we're still giving them the
00:42:19.699 --> 00:42:24.721 flexibility to be able to fully customize that solution and it's
00:42:24.721 --> 00:42:27.039 in it's very enterprise level.
00:42:27.309 --> 00:42:32.830 So that is something that I think is really a game changer
00:42:32.830 --> 00:42:38.818 for us and another game changer and even possibly more so is is
00:42:38.818 --> 00:42:40.409 clarity payments.
00:42:40.529 --> 00:42:43.924 I mean already in the conversations that we were
00:42:41.039 --> 00:42:41.219 Yep.
00:42:43.924 --> 00:42:47.665 starting to have with some people, we are seeing some
00:42:47.665 --> 00:42:49.189 positive action there.
00:42:49.259 --> 00:42:54.297 We're already starting to bring clients on in this area, but the
00:42:54.297 --> 00:42:59.025 bottom line is if you look at Shopify's total Ave average or
00:42:59.025 --> 00:43:03.986 annual revenue, you're basically looking at like in 2022, there
00:43:03.986 --> 00:43:08.559 were almost at 6 billion, 74% of that is merchant services
00:43:08.559 --> 00:43:09.179 revenue.
00:43:10.609 --> 00:43:12.599 I mean, that's pretty crazy.
00:43:11.709 --> 00:43:12.779 That's nice.
00:43:13.029 --> 00:43:14.289 That's pretty crazy.
00:43:13.249 --> 00:43:14.119 That's nuts.
00:43:14.849 --> 00:43:18.599 And so for yeah, that's right.
00:43:14.919 --> 00:43:18.745 Yeah, that's their payment solution that they force you to
00:43:18.745 --> 00:43:19.069 have.
00:43:19.079 --> 00:43:20.949 If you Shopify. Yeah.
00:43:20.469 --> 00:43:23.516 That is basically, let's just say it's it's like what we're
00:43:23.516 --> 00:43:25.599 going to be doing with clarity payments.
00:43:26.089 --> 00:43:30.984 And so really that is a huge segment, an opportunity for us
00:43:30.984 --> 00:43:35.717 and that's just another area of growth that I think is an
00:43:35.717 --> 00:43:36.859 amazing point.
00:43:36.869 --> 00:43:39.359 That is, is, you know, really can't.
00:43:38.729 --> 00:43:40.709 That's a really good point, yeah.
00:43:40.339 --> 00:43:42.569 Yeah, it's really can't be oversold there.
00:43:43.279 --> 00:43:47.668 But you know another area that we I think made a really good
00:43:47.668 --> 00:43:51.912 choice in is we lowered our our one time licensing the one
00:43:51.912 --> 00:43:56.157 beautiful part about that is it kind of had a double edged
00:43:56.157 --> 00:43:56.589 thing.
00:43:56.979 --> 00:44:00.102 Obviously, now when we're talking to people, there are
00:44:00.102 --> 00:44:03.452 going to be some people that still want to go with the one
00:44:03.452 --> 00:44:07.087 time pricing because they know paying $1000 a month or five 600
00:44:07.087 --> 00:44:09.699 bucks a month is going to be ongoing forever.
00:44:10.259 --> 00:44:13.700 It's going to be a more money, so there are still clients that
00:44:10.669 --> 00:44:10.919 Right.
00:44:13.700 --> 00:44:17.032 want to do that, not to mention as we're moving in and we're
00:44:17.032 --> 00:44:18.179 building up that SAS.
00:44:18.709 --> 00:44:23.297 Ah, you know, backlog of of deals coming in and just trying
00:44:23.297 --> 00:44:28.039 to grow that that sass amount that we're getting every month.
00:44:28.329 --> 00:44:32.736 We're also being able to bring in some of these like 6080
00:44:32.736 --> 00:44:37.599 hundred and $20,000 deals that are still bringing in that extra
00:44:37.599 --> 00:44:41.399 money in a quicker way while we're building that.
00:44:41.409 --> 00:44:43.679 So it really is helpful in that regards to.
00:44:45.119 --> 00:44:49.451 But the nice thing is that it also allowed us, you know, our
00:44:49.451 --> 00:44:50.729 existing pipeline.
00:44:50.739 --> 00:44:54.337 We were able to go to basically refresh, you know, the estimates
00:44:54.337 --> 00:44:55.389 that we were doing.
00:44:55.799 --> 00:45:00.533 Some of those are 5000 plus less that we are now offering and we
00:45:00.533 --> 00:45:04.902 were able to turn some of these people into actually moving
00:45:04.902 --> 00:45:08.689 forward with us and that was a very pleasant thing.
00:45:08.759 --> 00:45:13.338 But I think the in in Chris mentioned this and this is the
00:45:13.338 --> 00:45:18.227 big I thing to keep in mind is for us the movement of lowering
00:45:18.227 --> 00:45:23.272 the one time licensing is really offset and actually positioning
00:45:23.272 --> 00:45:28.161 us better by raising our rates at the same time because really
00:45:28.161 --> 00:45:32.896 over time and long term we're going to bring in more revenue
00:45:32.896 --> 00:45:37.397 than we would have with the higher licensing one time and
00:45:37.397 --> 00:45:38.639 the lower rates.
00:45:38.649 --> 00:45:42.218 So that's actually something that's I think was a very good
00:45:42.218 --> 00:45:43.289 move for us to do.
00:45:44.379 --> 00:45:48.629 And then we also have the hourly rate increase that we did.
00:45:49.079 --> 00:45:53.809 That, obviously is been something that we needed to do.
00:45:53.819 --> 00:45:57.294 I think everybody was at the point where we felt it should be
00:45:57.294 --> 00:45:59.929 done and so far it's going really well, Chris.
00:45:59.939 --> 00:46:02.809 I don't know if you wanna jump in and give any kind of.
00:46:02.879 --> 00:46:06.162 Obviously my boy Tyler thought you were definitely jumping in
00:46:06.162 --> 00:46:06.639 here, so.
00:46:07.949 --> 00:46:08.349 Thanks.
00:46:08.359 --> 00:46:12.150 Yeah, I I think just in general, if you just look at the math
00:46:12.150 --> 00:46:15.635 there going from 150 to 200 an hour, as long as you know
00:46:15.439 --> 00:46:15.579 Yeah.
00:46:15.635 --> 00:46:19.549 clients aren't blown out of the water, which they haven't been.
00:46:19.939 --> 00:46:20.909 We have not, yeah.
00:46:20.219 --> 00:46:24.402 Umm, it's a massive increase in our profit because our overhead
00:46:24.402 --> 00:46:28.062 is, you know, at at least our fixed overhead is staying
00:46:28.062 --> 00:46:29.369 relatively the same.
00:46:30.219 --> 00:46:34.078 I would also say like it's going to take some time for the
00:46:34.078 --> 00:46:38.264 business to realize the benefits of this, but the objective and
00:46:38.264 --> 00:46:41.534 I'm just being really transparent here is to pass
00:46:41.534 --> 00:46:45.589 along the benefit of this profit to ever gonna end this call.
00:46:46.599 --> 00:46:50.589 We need to do it in an orderly manner and as the business sees
00:46:50.589 --> 00:46:54.199 the benefits and pays off the debt that we've taken out.
00:46:54.699 --> 00:46:58.136 And so just keep in mind that it's not like we just flip the
00:46:58.136 --> 00:47:01.404 switch and it's like ohh, we're making 250,000 a month in
00:47:01.404 --> 00:47:01.799 profit.
00:47:02.709 --> 00:47:07.080 That's definitely not the case, but we're seeing that we're
00:47:07.080 --> 00:47:11.450 going to progress to that and over the next 6 to 12 months,
00:47:11.450 --> 00:47:16.039 that's a potential and having that is a realistic potential is
00:47:16.039 --> 00:47:18.079 I think really invigorating.
00:47:18.539 --> 00:47:21.791 And the fact that clients are responding like they are is just
00:47:21.791 --> 00:47:22.669 reinforcing that.
00:47:23.219 --> 00:47:26.920 So I really do see a lot of upside for all of us with our
00:47:26.920 --> 00:47:31.068 financial aspects of our careers as we continue to invest in the
00:47:31.068 --> 00:47:35.024 business and really ultimately delivering the $200.00 an hour
00:47:35.024 --> 00:47:36.109 value to clients.
00:47:36.499 --> 00:47:40.078 You know, I think there's a higher standard that we all have
00:47:40.078 --> 00:47:43.657 to work at and execute against in order to really be at that
00:47:43.657 --> 00:47:44.009 level.
00:47:44.559 --> 00:47:47.109 But I find that to be challenging and exciting.
00:47:47.119 --> 00:47:51.762 So and one of the things that we need to get better quality is my
00:47:47.969 --> 00:47:48.149 Yeah.
00:47:51.762 --> 00:47:53.169 picture on the side.
00:47:53.179 --> 00:47:56.529 Sorry, I see I've got the little edit there.
00:47:56.539 --> 00:47:58.159 The Photoshop edit there like.
00:47:58.689 --> 00:48:00.819 I mean, you really wanted to have some white teeth.
00:47:59.699 --> 00:48:04.518 Listen, we try, Chris, but you always wear a camouflage hoodie
00:48:01.269 --> 00:48:02.369 That's, that's for sure.
00:48:04.518 --> 00:48:05.589 at the events.
00:48:06.029 --> 00:48:08.739 No, it's like Ross and that friends episode.
00:48:06.459 --> 00:48:07.299 Yeah, that's true.
00:48:09.719 --> 00:48:10.639 Yeah, it is.
00:48:10.849 --> 00:48:13.102 Exactly what I think about that as the friends episode when I
00:48:13.102 --> 00:48:13.429 see this.
00:48:15.589 --> 00:48:16.179 That's awesome.
00:48:16.689 --> 00:48:19.159 Alright, so I appreciate that Chris.
00:48:19.209 --> 00:48:23.260 And again, as he just said, we're actually seeing in our
00:48:19.329 --> 00:48:19.629 Yes, Sir.
00:48:23.260 --> 00:48:27.382 conversations in, in the sales demos and stuff like that,
00:48:27.382 --> 00:48:31.434 nobody is giving any kind of negative feedback about the
00:48:31.434 --> 00:48:31.789 rate.
00:48:31.799 --> 00:48:35.001 So we really do believe it's more in line with what we should
00:48:35.001 --> 00:48:38.359 be doing and where the market is or whether industry level is on
00:48:38.359 --> 00:48:38.979 those rates.
00:48:38.989 --> 00:48:42.590 So definitely think it was a positive move and obviously it's
00:48:42.590 --> 00:48:45.785 going to be showing positive effects with little extra
00:48:45.785 --> 00:48:48.689 revenue from that just to kind of close out here.
00:48:49.469 --> 00:48:53.904 So I think you know really with what we've done just to kind of
00:48:53.904 --> 00:48:57.576 to diversify with the SAS subscriptions, the clarity
00:48:57.576 --> 00:49:01.249 payments, these are really big events in my opinion.
00:49:01.259 --> 00:49:05.533 And I think where it's gonna show in the company's history
00:49:05.533 --> 00:49:10.096 that these changes really were just fundamentally what started
00:49:10.096 --> 00:49:12.269 making us have massive growth.
00:49:12.699 --> 00:49:16.409 And we're already starting to get traction in that area.
00:49:12.789 --> 00:49:13.809 Yep, Yep.
00:49:16.419 --> 00:49:21.104 We're already starting to see it on the marketing into I'm making
00:49:21.104 --> 00:49:25.293 sure that we're, you know, doubling down on on pushing the
00:49:25.293 --> 00:49:26.429 new SAS pricing.
00:49:26.719 --> 00:49:31.048 I'm getting further Google ads out there to back up everything
00:49:31.048 --> 00:49:35.308 that we're doing, and so that's really just gonna continue to
00:49:35.308 --> 00:49:36.339 increase these.
00:49:37.199 --> 00:49:41.441 You know what we're seeing with the SAS in in grow that revenue,
00:49:41.441 --> 00:49:45.096 UM, other than that, I just think that you know the big
00:49:45.096 --> 00:49:49.143 thing for me is right now we just have such an opportunity in
00:49:49.143 --> 00:49:53.190 front of us and I think from from what we're seeing, you know
00:49:53.190 --> 00:49:57.302 if we just think about you know, just taking it, you know even
00:49:57.302 --> 00:50:01.218 day by day cause you might think well how in the world like
00:50:01.218 --> 00:50:05.264 Shopify Man and that's a lot that's huge and but you know and
00:50:05.264 --> 00:50:09.376 I have the pleasure I tell you I actually have the pleasure of
00:50:09.376 --> 00:50:11.269 doing something where I went.
00:50:11.329 --> 00:50:15.973 That was the first salesman at a company at one of the companies
00:50:15.973 --> 00:50:18.259 that I work for a long time ago.
00:50:18.319 --> 00:50:20.419 And they we were unknown.
00:50:20.489 --> 00:50:26.129 Nobody knew us, and by the time I moved on from that company, we
00:50:26.129 --> 00:50:29.079 were the number one in the world.
00:50:29.489 --> 00:50:34.488 And if you want, if you wanna talk about how fun that ride is,
00:50:34.488 --> 00:50:35.599 it is amazing.
00:50:35.609 --> 00:50:37.359 I can't tell you how amazing that was.
00:50:36.169 --> 00:50:36.319 Yeah.
00:50:37.869 --> 00:50:40.679 And so just see things to think about.
00:50:41.209 --> 00:50:43.559 Everybody's obviously who's got a lot of work to do.
00:50:43.939 --> 00:50:47.498 We gotta keep, you know, giving that as much level of great
00:50:47.498 --> 00:50:51.176 service and delivering on these solutions and keeping up with
00:50:51.176 --> 00:50:54.439 innovation and thinking how we can do stuff with that.
00:50:54.449 --> 00:50:58.399 I love that Chris's going into the AI and trying to incorporate
00:50:58.399 --> 00:51:01.731 that in the ecommerce and everything that we're doing
00:51:01.731 --> 00:51:05.619 there because that's really just gonna, I think help us set us
00:51:05.619 --> 00:51:09.507 apart is especially if we can get to market before some of the
00:51:09.507 --> 00:51:13.025 other guys do with some of this stuff that would be just
00:51:11.429 --> 00:51:11.729 Right.
00:51:13.025 --> 00:51:13.519 amazing.
00:51:13.529 --> 00:51:15.719 So anyway, that's all I got.
00:51:15.729 --> 00:51:16.579 That's my rant.
00:51:16.499 --> 00:51:16.919 Great job.
00:51:16.589 --> 00:51:20.139 Or, mostly, Tyler's rant and appreciate it.
00:51:20.479 --> 00:51:21.139 Great job.
00:51:21.149 --> 00:51:21.809 Thanks, Phil.
00:51:21.899 --> 00:51:22.709 That was awesome.
00:51:22.799 --> 00:51:24.419 Appreciate it. And.
00:51:24.429 --> 00:51:25.029 Of course.
00:51:26.179 --> 00:51:30.496 So with that, you know, just kind of speaking to some of the
00:51:30.496 --> 00:51:34.389 items that we are working on to improve our processes.
00:51:35.019 --> 00:51:39.289 Brandon and Kristen are up next and so certainly feel free to
00:51:39.289 --> 00:51:42.389 take over Kristin and Brandon over to y'all.
00:51:44.939 --> 00:51:45.439 Yeah, of course.
00:51:46.999 --> 00:51:50.626 Umm, so before we totally go down the PC road and that's kind
00:51:50.626 --> 00:51:54.487 of what Brendan and I were going to talk to you all of you today,
00:51:54.487 --> 00:51:58.289 just making sure you're totally aware and up to speed about kind
00:51:58.289 --> 00:52:01.039 of the initiatives that we're putting forward.
00:52:01.439 --> 00:52:04.516 I want to talk briefly about a couple of things that Phil
00:52:04.516 --> 00:52:07.169 mentioned, specifically around the rate increase.
00:52:07.239 --> 00:52:10.392 So this has been a really big initiative for OPS,
00:52:10.392 --> 00:52:14.049 predominantly Brooke is doing a lot of the grunt work and
00:52:14.049 --> 00:52:15.689 administrative side there.
00:52:15.699 --> 00:52:16.979 So big kudos to her.
00:52:17.919 --> 00:52:21.644 Umm, but really kind of going through our whole rolodex of
00:52:21.644 --> 00:52:22.149 clients.
00:52:22.159 --> 00:52:25.776 So not just ones that are in active development where we're
00:52:25.776 --> 00:52:29.634 kind of having to be strategic on the communication of the rate
00:52:29.634 --> 00:52:32.769 stays consistent while they're in development, UAT.
00:52:32.779 --> 00:52:36.563 But then upon go live, giving them the opportunity to purchase
00:52:36.563 --> 00:52:40.107 hours at their current rate before we go to, you know, our
00:52:40.107 --> 00:52:41.429 standard current rate.
00:52:42.049 --> 00:52:45.986 Umm, but then also going through all of our long standing clients
00:52:45.986 --> 00:52:49.386 that we have for support projects, which is very vast, I
00:52:49.386 --> 00:52:53.143 know a lot of you and a lot of the developers are working kind
00:52:53.143 --> 00:52:56.961 of on the new and coming items and you don't necessarily get to
00:52:56.961 --> 00:53:00.659 see kind of behind the scenes on all of our support projects.
00:53:00.849 --> 00:53:04.118 But we do have a lot of long steaming projects that have been
00:53:04.118 --> 00:53:07.228 around here just as long as I have, which is over 11 years
00:53:07.228 --> 00:53:07.439 now.
00:53:07.449 --> 00:53:10.779 So it's really something to be said about clarity.
00:53:10.789 --> 00:53:14.486 As far as umm, you know our commitment to our clients and
00:53:14.486 --> 00:53:18.438 kind of the longstanding value that we're providing, but also
00:53:18.438 --> 00:53:22.198 the kind of iteration of our business relationship as it's
00:53:22.198 --> 00:53:25.449 progressed through through the years, if you will.
00:53:25.459 --> 00:53:28.189 So that's something that we're working on.
00:53:28.419 --> 00:53:33.435 We're also working on kind of honing in how we're billing and
00:53:33.435 --> 00:53:38.533 how we're evolving with this new SAS based arrangement that we
00:53:38.533 --> 00:53:39.989 have with clients.
00:53:39.999 --> 00:53:43.655 So going more towards a subscription utilizing different
00:53:43.655 --> 00:53:47.439 tools to make sure that we're adhering to kind of that new
00:53:47.439 --> 00:53:48.979 mindset with our client.
00:53:48.989 --> 00:53:53.508 So we're doing that for Sats as well as hosting or different
00:53:53.508 --> 00:53:54.619 Azure payments.
00:53:54.629 --> 00:53:57.749 So we're really kind of trying to go through and iterate along
00:53:57.749 --> 00:54:00.571 a lot of different billing structures within our clients
00:54:00.571 --> 00:54:03.691 systems to make sure that we're, you know, staying up to speed
00:54:03.691 --> 00:54:06.910 and making sure that we're able to speak on and be knowledgeable
00:54:06.910 --> 00:54:10.079 for everything that this sales team is offering to our clients.
00:54:10.089 --> 00:54:15.077 So that's kind of that first pocket and then going over to PC
00:54:15.077 --> 00:54:15.479 land.
00:54:15.489 --> 00:54:21.079 So the PC or Project coordinator is a fairly new role that we're
00:54:21.079 --> 00:54:23.229 offering here at clarity.
00:54:23.239 --> 00:54:25.939 It's been within the last, I would say, six months.
00:54:26.249 --> 00:54:30.253 I'm starting mostly with Elena and what I wanted to kind of
00:54:30.253 --> 00:54:34.458 touch on is the core tenants of that role, because the role is
00:54:34.458 --> 00:54:37.929 going to be somewhat utilitarian, somewhat changing
00:54:37.929 --> 00:54:42.200 it any given moment based on our current, not just our business
00:54:42.200 --> 00:54:46.405 needs, but our client needs and our current project management
00:54:46.405 --> 00:54:47.139 team needs.
00:54:47.249 --> 00:54:51.407 So kind of the core tenants of that role is support and
00:54:51.407 --> 00:54:56.085 documentation and kind of having that secondary voice within a
00:54:56.085 --> 00:54:56.679 project.
00:54:56.689 --> 00:55:00.957 So you can kind of look at it as an extension of the OPS team, if
00:55:00.957 --> 00:55:01.539 you will.
00:55:01.549 --> 00:55:05.168 I know all of you meet with the OPS team for your biweekly
00:55:05.168 --> 00:55:08.970 reviews and kind of look at the PC role as a similarity there
00:55:08.970 --> 00:55:12.834 instead of you having that OPS team, the client kind of having
00:55:12.834 --> 00:55:16.453 that secondary voice and that's very similar in what we're
00:55:16.453 --> 00:55:19.029 trying to create with our client as well.
00:55:20.359 --> 00:55:24.260 So this role can be anything from sending PSR, creating user
00:55:24.260 --> 00:55:27.649 accounts in the staging environment, EP audits needs
00:55:27.649 --> 00:55:31.549 reallocation, reaching out to the developers as well with as
00:55:31.549 --> 00:55:35.514 well as working with the PM for building out agendas, posting
00:55:35.514 --> 00:55:39.287 call recordings, and really pulling out those action items
00:55:39.287 --> 00:55:43.443 from the call notes and helping kind of drive that next step and
00:55:43.443 --> 00:55:45.809 keep the ball rolling down the hill.
00:55:46.199 --> 00:55:50.693 And as we all know, the project management team catches a lot at
00:55:50.693 --> 00:55:54.427 time at any given time, especially given what clients
00:55:54.427 --> 00:55:55.879 they're working with.
00:55:55.959 --> 00:56:01.246 So this is really meant to be kind of a secondary field agent
00:56:01.246 --> 00:56:06.533 to kind of receive and organize and help construct a positive
00:56:06.533 --> 00:56:08.239 way to move forward.
00:56:08.329 --> 00:56:12.279 Now this role is going to be utilitarian like I mentioned.
00:56:12.289 --> 00:56:16.257 So you will see some PC's like Elena who are going to maybe
00:56:16.257 --> 00:56:20.556 take ownership of some projects that are in support mode or some
00:56:20.556 --> 00:56:24.590 projects that maybe have a great project lead or a developer
00:56:24.590 --> 00:56:28.690 that's really able to speak to those clients and kind of take
00:56:28.690 --> 00:56:30.939 ownership of some of those tasks.
00:56:31.299 --> 00:56:35.426 And really, you know, a PC drive that with a development team
00:56:35.426 --> 00:56:39.554 member team member, together, you're gonna see some PC's that
00:56:39.554 --> 00:56:42.749 are working not just with 1:00 PM but with two.
00:56:42.759 --> 00:56:45.489 And they're kind of combining their knowledge and being a
00:56:45.489 --> 00:56:47.089 voice for both of those projects.
00:56:47.759 --> 00:56:52.222 And from my vantage, the core tenants of that PC role will
00:56:52.222 --> 00:56:56.760 really remain the same, but we want to make sure that we're
00:56:56.760 --> 00:57:00.844 getting some level of flexibility within their weekly
00:57:00.844 --> 00:57:05.609 allocation to be able to assist other team members and be able
00:57:05.609 --> 00:57:10.374 to kind of provide that support and be another voice, not just
00:57:10.374 --> 00:57:14.459 for the client, but for our internal team as a whole.
00:57:14.469 --> 00:57:18.418 So for instance, this morning, when reviewing the allocation
00:57:18.418 --> 00:57:22.107 for the PC team, I noticed that we had a little bit of a
00:57:22.107 --> 00:57:25.797 variance and so, you know, we reached out to the PM team
00:57:25.797 --> 00:57:28.969 asking what everybody had on their docket today.
00:57:28.979 --> 00:57:30.909 You know what is on your task allocation?
00:57:30.979 --> 00:57:32.229 How can we help?
00:57:32.319 --> 00:57:36.266 So it's really having those core tenants and having those core
00:57:36.266 --> 00:57:40.213 tasks and your day to day, but then also being available to be
00:57:40.213 --> 00:57:43.847 a supportive team member and help kind of when we get all
00:57:43.847 --> 00:57:46.729 overloaded and it's still a work in progress.
00:57:47.169 --> 00:57:51.500 It's obviously an iteration as we go through and I welcome any
00:57:51.500 --> 00:57:55.831 feedback, questions, concerns, please direct those directly to
00:57:55.831 --> 00:58:00.162 me, but this is really a role that we envision being a support
00:58:00.162 --> 00:58:04.218 to clarity as a whole, not obviously for the client, gives
00:58:04.218 --> 00:58:05.799 them a secondary voice.
00:58:05.809 --> 00:58:08.359 And I think that that makes a big difference.
00:58:08.369 --> 00:58:12.019 But also as our team, not just for the project management team
00:58:12.019 --> 00:58:13.699 but for our development team.
00:58:13.709 --> 00:58:14.229 I know.
00:58:14.309 --> 00:58:15.499 Do you know who's not here today?
00:58:15.509 --> 00:58:19.279 But for the scrum master role as well, it's really that kind of
00:58:19.279 --> 00:58:23.048 utilitarian support to make sure that we're providing value for
00:58:23.048 --> 00:58:26.759 all facets of the business based on our current business need.
00:58:28.359 --> 00:58:30.589 And so if you have any questions, let me know.
00:58:30.599 --> 00:58:33.397 Brandon, I know I kind of talked the whole time, so if you have
00:58:33.397 --> 00:58:35.059 anything else, feel free to chime in.
00:58:36.019 --> 00:58:36.409 Yeah.
00:58:36.419 --> 00:58:37.469 No, that was perfect.
00:58:37.739 --> 00:58:41.367 The only thing I would add is I think we're we've realized that
00:58:41.367 --> 00:58:44.825 we're we're getting to a point where we just have to deliver
00:58:44.825 --> 00:58:46.129 for our clients, right.
00:58:46.349 --> 00:58:50.109 And so in that in that respect, you know, there's going to be
00:58:50.109 --> 00:58:53.262 times where if a project manager, for example needs
00:58:53.262 --> 00:58:56.840 something that a PC might might normally do and people are
00:58:56.840 --> 00:59:00.661 overburdened or overallocated we have myself, Daniel, Kristen,
00:59:00.661 --> 00:59:04.239 Chris, Eric, we have other people who can kind of step in.
00:59:04.249 --> 00:59:06.829 So thinking of it and you know from that.
00:59:08.289 --> 00:59:10.694 Perspective I think is really helpful because at the end of
00:59:10.694 --> 00:59:12.699 the day, we're trying to deliver for our clients.
00:59:13.899 --> 00:59:18.983 I really 100% and I really wanna get back to that kind of team
00:59:18.983 --> 00:59:19.629 mindset.
00:59:19.639 --> 00:59:22.089 I don't mean to imply that we've gotten away from that.
00:59:22.939 --> 00:59:23.549 I'm.
00:59:23.779 --> 00:59:28.030 But you know, it's really all hands on deck and I can speak to
00:59:28.030 --> 00:59:30.189 the OPS team just as an example.
00:59:30.199 --> 00:59:34.126 But if Brandon has busy or if I'm busy, or if Chris is busy,
00:59:34.126 --> 00:59:38.311 or Eric, you know, it's all kind of, even though we might not be
00:59:38.311 --> 00:59:42.302 the the best point of contact for anything, we're all here to
00:59:42.302 --> 00:59:46.037 help and I really want to get back to those open lines of
00:59:46.037 --> 00:59:50.157 communication and realizing that we're really all here for each
00:59:50.157 --> 00:59:54.084 other and we're A-Team and we want to do what's best for one
00:59:54.084 --> 00:59:58.140 another, not just what's best for the business, because in the
00:59:58.140 --> 01:00:02.067 way I look at it and I know I can speak with speak on behalf
01:00:02.067 --> 01:00:06.059 of Chris for this is we are a sum of all of our parts, right?
01:00:06.069 --> 01:00:10.549 Clarity is a sum of all of its parts, and if all of our parts
01:00:10.549 --> 01:00:15.174 are not operating as optimally or efficiently, or as happily as
01:00:15.174 --> 01:00:19.581 they are, then we're not going to be the, you know, the best
01:00:19.581 --> 01:00:21.099 version of ourselves.
01:00:21.159 --> 01:00:24.278 And that's kind of a big initiative that I've been taking
01:00:24.278 --> 01:00:27.129 on as well as lots of other leadership team members.
01:00:27.139 --> 01:00:30.312 And that's something that we're really trying to support and
01:00:30.312 --> 01:00:31.769 foster with this PCR effort.
01:00:31.999 --> 01:00:35.736 It's not just limited to the PM team, so again, if you have any
01:00:35.736 --> 01:00:38.948 feedback, questions or suggestions, I really encourage
01:00:38.948 --> 01:00:42.451 you to reach out to me and let me know and we're working on
01:00:42.451 --> 01:00:46.013 implementing those as best as we can to make sure that we're
01:00:46.013 --> 01:00:47.999 serving kind of the greater good.
01:00:49.129 --> 01:00:49.619 The job.
01:00:49.669 --> 01:00:50.299 Thanks, Kirsten.
01:00:50.489 --> 01:00:50.959 Yeah.
01:00:50.969 --> 01:00:54.212 And just to kind of support that and then we'll go to our next
01:00:54.212 --> 01:00:57.404 speakers who will be Brendan and James, just in case you guys
01:00:57.404 --> 01:00:59.669 wanna get queued up, if you aren't already.
01:01:00.389 --> 01:01:04.562 Umm, one of the big things that we've been working on is our
01:01:04.562 --> 01:01:08.255 phases of our projects and standardizing that and the
01:01:08.255 --> 01:01:12.565 project coordinator role is a very tactical role that can do a
01:01:12.565 --> 01:01:16.806 lot of the steps in this set of kind of key items for each of
01:01:16.806 --> 01:01:20.295 the phases of a project lifecycle, which is really
01:01:20.295 --> 01:01:24.399 powerful for clients because the clients don't really care.
01:01:24.779 --> 01:01:28.063 You know, generally like what somebody's title is, they just
01:01:28.063 --> 01:01:31.400 want the value delivered so they can solve problems for their
01:01:31.400 --> 01:01:33.769 customers and keep building their business.
01:01:33.979 --> 01:01:34.839 So I love.
01:01:34.899 --> 01:01:39.020 I love that you're helping to support that, Kristen, and that
01:01:39.020 --> 01:01:42.343 you're taking on the responsibility of helping to
01:01:42.343 --> 01:01:44.669 manage and and build that team up.
01:01:44.679 --> 01:01:46.764 And obviously it's a collaborative effort like you
01:01:46.764 --> 01:01:46.969 said.
01:01:46.979 --> 01:01:51.291 So I think everyone's really excited about the performance so
01:01:51.291 --> 01:01:51.569 far.
01:01:51.959 --> 01:01:56.073 Alaina kudos to you because you've really made this role
01:01:56.073 --> 01:01:59.899 look really good and I know that it's a team effort.
01:01:59.909 --> 01:02:03.260 So, Umm and Jordan, we're excited that you've joined the
01:02:03.260 --> 01:02:05.789 team and are working in this role as well.
01:02:05.799 --> 01:02:08.789 So anyway, yeah, awesome.
01:02:06.609 --> 01:02:07.079 Gas.
01:02:08.609 --> 01:02:08.919 I'll.
01:02:08.929 --> 01:02:10.499 I'll give it kudos to turn it into you.
01:02:10.509 --> 01:02:13.209 Alaina, I know you've gotten a lot today, but Jordan, poor
01:02:12.649 --> 01:02:13.439 Thank you guys.
01:02:13.209 --> 01:02:13.529 Jordan.
01:02:13.539 --> 01:02:17.889 This morning I was like, hey, hey, I have some stuff.
01:02:17.899 --> 01:02:18.749 Can you help me?
01:02:18.529 --> 01:02:18.709 But.
01:02:18.759 --> 01:02:22.389 And you took on another couple of hours worth of client work.
01:02:22.399 --> 01:02:26.471 So you know, it's all all hands on deck and I I I'm really happy
01:02:24.409 --> 01:02:24.699 Awesome.
01:02:26.471 --> 01:02:29.855 with the team that we've put together and I know that
01:02:29.855 --> 01:02:33.802 everybody's really leaning in and you know working all towards
01:02:33.802 --> 01:02:34.679 the same goal.
01:02:35.639 --> 01:02:36.129 You're here.
01:02:36.179 --> 01:02:36.489 Awesome.
01:02:36.499 --> 01:02:40.487 Well, Speaking of that, one of the key areas that we need to
01:02:40.487 --> 01:02:44.540 continue pouring into is our research and development and our
01:02:44.540 --> 01:02:45.129 products.
01:02:45.499 --> 01:02:49.181 I'm really excited for Brendan and James to get to speak today
01:02:49.181 --> 01:02:52.921 about Phoenix and just some of the purpose and reasoning behind
01:02:52.921 --> 01:02:53.389 Phoenix.
01:02:53.399 --> 01:02:57.378 Just a quick reminder there and then hopefully updates and plans
01:02:57.378 --> 01:02:57.929 for that.
01:02:57.939 --> 01:03:00.479 So over to you guys, if you will.
01:03:01.449 --> 01:03:02.059 And if you're ready?
01:03:01.729 --> 01:03:03.169 Yeah, I'm ready.
01:03:02.979 --> 01:03:04.539 Awesome, awesome. Awesome.
01:03:04.629 --> 01:03:09.484 So yeah, uh, for those that haven't already heard the the
01:03:09.484 --> 01:03:14.673 spiel, which I'm sure by this point, most people have Phoenix
01:03:14.673 --> 01:03:19.444 is a uh R&D effort that we have right now to sort of
01:03:19.444 --> 01:03:23.629 iterate on a future platform if that makes sense.
01:03:24.259 --> 01:03:28.396 So it's sort of getting us onto a modern framework and focusing
01:03:28.396 --> 01:03:32.016 on modularity and a lot of things like that, that we'll
01:03:32.016 --> 01:03:34.279 just make developing in it easier.
01:03:36.459 --> 01:03:39.740 There's a lot of really cool uh concepts and and ideas that have
01:03:39.740 --> 01:03:42.718 gone into this so far and we're really getting to a really
01:03:42.718 --> 01:03:43.829 awesome place with it.
01:03:44.299 --> 01:03:47.610 Umm so I wanted to give a status update on where we're at on some
01:03:47.610 --> 01:03:50.269 of that stuff and talk about some of the next steps.
01:03:48.649 --> 01:03:49.069 Screen.
01:03:50.979 --> 01:03:54.280 So over the last couple of months, if you guys remember,
01:03:54.280 --> 01:03:56.829 click over, you'll actually go to the next.
01:03:56.839 --> 01:03:57.349 There we go.
01:03:58.059 --> 01:04:00.709 Over the last few months, if you guys remember, I gave a brief
01:04:00.709 --> 01:04:01.929 talk about this a while back.
01:04:01.939 --> 01:04:05.381 One of the major places that we were lacking at that time was a
01:04:05.381 --> 01:04:08.447 front end and over the last couple of months the general
01:04:08.447 --> 01:04:11.835 architecture for front end has started to solidify in a really
01:04:11.835 --> 01:04:12.319 good way.
01:04:13.229 --> 01:04:17.172 So the front end as it exists right now in Phoenix, has built
01:04:17.172 --> 01:04:20.479 on a framework called Next JS for all you front end
01:04:20.479 --> 01:04:21.179 developers.
01:04:21.189 --> 01:04:25.323 You're probably familiar with that for everybody else, it's
01:04:25.323 --> 01:04:28.699 effectively react with a jet engine strap to it.
01:04:28.769 --> 01:04:33.039 It's it is a really awesome framework that allows us to keep
01:04:33.039 --> 01:04:37.029 very similar day to day development practices as we have
01:04:37.029 --> 01:04:41.439 now, but it has a lot of awesome under the hood stuff that has
01:04:41.439 --> 01:04:45.639 major improvements to SEO, page rendering speed and ease of
01:04:45.639 --> 01:04:49.839 development, scalability, all that kind of stuff is just it
01:04:49.839 --> 01:04:54.389 has a lot of awesome tools just out of the box that will help us
01:04:54.389 --> 01:04:57.889 push that envelope a lot further along with that.
01:04:58.449 --> 01:05:01.339 Uh, with the architecture as it's built now.
01:05:01.349 --> 01:05:06.059 I've got a sort of foundation for a custom like in House CMS.
01:05:06.069 --> 01:05:10.220 Basically, so, uh, the whole I've got to basically sort of
01:05:10.220 --> 01:05:11.909 proof of concept for it.
01:05:11.919 --> 01:05:15.349 That's not not like in anywhere near like a production, right?
01:05:15.359 --> 01:05:19.263 It's just a proof of concept, but it effectively allows you to
01:05:19.263 --> 01:05:23.228 layout pages in groups of rows that have an arbitrary number of
01:05:23.228 --> 01:05:27.008 columns in them, and then each of those each plug in in your
01:05:27.008 --> 01:05:29.239 system can export different pieces.
01:05:29.249 --> 01:05:32.591 You can put in each column, so you could have image columns,
01:05:32.591 --> 01:05:35.494 text columns, product image columns, products, price
01:05:35.494 --> 01:05:39.055 columns, that kind of thing and you could construct entire pages
01:05:39.055 --> 01:05:40.589 out of those dynamic pieces.
01:05:41.079 --> 01:05:43.079 And so it is.
01:05:41.289 --> 01:05:42.039 Ask cool.
01:05:43.089 --> 01:05:46.254 It is a really cool concept, but and the the the coolest thing
01:05:46.254 --> 01:05:49.319 about it is that it hooks into all those really cool things.
01:05:49.329 --> 01:05:53.317 Next, JS does, so we still get fully server side rendered
01:05:53.317 --> 01:05:55.999 custom template product details pages.
01:05:56.709 --> 01:05:59.039 That's the really cool part of it.
01:05:59.089 --> 01:06:02.443 And with the way that the rest of Phoenix operates, you could
01:06:02.443 --> 01:06:05.526 even have alternate templates for different products for
01:06:05.526 --> 01:06:08.339 different people you know for different categories.
01:06:08.349 --> 01:06:09.149 All that kind of stuff.
01:06:09.159 --> 01:06:11.769 So it's a really awesome system.
01:06:11.779 --> 01:06:16.491 I'm really excited to see how much more that matures over the
01:06:16.491 --> 01:06:21.127 next, the next three to six months and yeah, so that's a big
01:06:21.127 --> 01:06:23.939 area that, yeah, this is a big area.
01:06:21.249 --> 01:06:22.249 That's really exciting.
01:06:23.949 --> 01:06:26.788 That was a big question mark for a long time, but I think it's
01:06:26.788 --> 01:06:29.627 finally come together in a way that I'm super proud of and I I
01:06:29.627 --> 01:06:31.249 think it's gonna be really awesome.
01:06:32.869 --> 01:06:35.929 Umm, so uh, the next big place that we spent a lot of time
01:06:35.929 --> 01:06:38.419 recently is on just general platform functions.
01:06:39.189 --> 01:06:43.540 So we have put a lot of time and effort into building the core
01:06:43.540 --> 01:06:47.339 platform and like I mentioned, it's an R&D effort.
01:06:47.609 --> 01:06:50.158 So there's been a lot of just like pedal to the metal, just
01:06:50.158 --> 01:06:52.580 like throwing stuff into the code base, playing with it,
01:06:52.580 --> 01:06:55.172 making it work, getting it to a place where it's like, yeah,
01:06:55.172 --> 01:06:56.319 that's good enough for now.
01:06:56.329 --> 01:06:59.966 And then moving on to the next thing to sort of just get like a
01:06:59.966 --> 01:07:03.547 breadth of the system there, but I recently went back and took
01:07:03.547 --> 01:07:07.071 some time to uh, go back over those things and really finally
01:07:07.071 --> 01:07:10.538 clean them up, add documentation to the code where there was
01:07:10.538 --> 01:07:13.835 none, strip out stuff that was sort of an experiment that
01:07:13.835 --> 01:07:17.074 didn't pan out or that isn't necessary for one reason or
01:07:17.074 --> 01:07:17.529 another.
01:07:19.649 --> 01:07:23.714 And ultimately the the primary focus there has been on making
01:07:23.714 --> 01:07:27.386 the code as easy to use as possible as easy to teach as
01:07:27.386 --> 01:07:31.385 possible and trying to keep the core concepts simple without
01:07:31.385 --> 01:07:35.581 sacrificing the scalability and the flexibility that we have to
01:07:35.581 --> 01:07:35.909 have.
01:07:37.239 --> 01:07:40.789 And a big thing with that, that that, you know, a lot of the
01:07:40.789 --> 01:07:44.282 developers will will be well aware of is that there's a lot
01:07:44.282 --> 01:07:48.007 of, there's a lot of, I call it, you just have to know which is
01:07:48.007 --> 01:07:51.616 the sort of things where it's like it doesn't operate the way
01:07:51.616 --> 01:07:53.129 you would expect it to it.
01:07:53.139 --> 01:07:56.269 There's a secret complexity that's there, and it's not
01:07:56.269 --> 01:07:59.683 either not documented or it is documented, but you wouldn't
01:07:59.683 --> 01:08:01.789 know to look for that documentation.
01:08:02.079 --> 01:08:06.593 You just have to know that it works that way and I'm trying to
01:08:06.593 --> 01:08:11.036 avoid anything like that and eliminate anything I come across
01:08:11.036 --> 01:08:15.479 that already exists that way, so that as much as is possible.
01:08:15.989 --> 01:08:18.724 Every concept in the platform functions the way you would
01:08:18.724 --> 01:08:19.479 think it should.
01:08:19.669 --> 01:08:23.149 At first glance, UM and again, that's largely to make it as
01:08:23.149 --> 01:08:26.687 easy to teach people how to how to use this code base and be
01:08:26.687 --> 01:08:28.079 effective and efficient.
01:08:28.089 --> 01:08:28.849 And it as possible.
01:08:29.739 --> 01:08:30.819 Umm, so.
01:08:31.839 --> 01:08:33.780 So that's really where we've been for the last couple of
01:08:33.780 --> 01:08:34.019 months.
01:08:34.029 --> 01:08:36.509 It's been a lot of clean up and a lot of effort on that front
01:08:36.509 --> 01:08:36.869 end side.
01:08:37.319 --> 01:08:41.636 Our next steps are to continue solidifying that core engine if
01:08:41.636 --> 01:08:45.404 you will, and getting it buttoned up, making sure that
01:08:45.404 --> 01:08:49.515 things that are already there are fully ready for people to
01:08:49.515 --> 01:08:50.269 develop on.
01:08:51.289 --> 01:08:55.097 We are expanding on the newly established run in architecture
01:08:55.097 --> 01:08:58.845 and in the short term, once I have a functional front end to
01:08:58.845 --> 01:09:00.319 actually display things.
01:09:00.819 --> 01:09:04.432 Umm I wanna set up an internal demo site with CI CD so that as
01:09:04.432 --> 01:09:07.874 we're pushing new stuff it's automatically updating and you
01:09:07.874 --> 01:09:11.085 can kind of see that progress is moving that things are
01:09:11.085 --> 01:09:11.659 happening.
01:09:12.079 --> 01:09:15.760 And then alongside that creating documentation on the core
01:09:15.760 --> 01:09:18.879 systems and documenting processes for developing.
01:09:19.739 --> 01:09:23.948 Umm, so that's that's the majority of the progress we've
01:09:23.948 --> 01:09:26.459 made and the upcoming next steps.
01:09:28.949 --> 01:09:31.593 I would say I can take questions, but I don't know how
01:09:31.593 --> 01:09:32.459 much time we have.
01:09:32.469 --> 01:09:33.439 Probably just, uh.
01:09:33.439 --> 01:09:36.598 We have time for a few questions if folks wanna ask questions,
01:09:33.449 --> 01:09:34.189 If you have questions.
01:09:36.598 --> 01:09:37.099 feel free.
01:09:38.609 --> 01:09:41.758 If not, if anybody's curious about any of this stuff, always
01:09:41.758 --> 01:09:43.359 feel free to send me a message.
01:09:44.189 --> 01:09:47.467 As most of you know, I'm happy to monologue about this for as
01:09:47.467 --> 01:09:48.789 long as you'll let me so.
01:09:51.419 --> 01:09:54.199 Rightfully so, this is exciting. Yeah.
01:09:51.659 --> 01:09:53.289 It's a very yeah.
01:09:53.339 --> 01:09:56.199 It's a fantastic and very exciting process, so.
01:09:56.789 --> 01:09:57.179 I would.
01:09:57.229 --> 01:10:01.014 I would love to do just like an update when you think it would
01:10:01.014 --> 01:10:04.859 be appropriate within the, you know, the standard dev training.
01:10:05.219 --> 01:10:05.409 Umm.
01:10:05.449 --> 01:10:08.039 Just take like 30 minutes and walk through it.
01:10:08.049 --> 01:10:11.663 Maybe longer, but I would love to actively participate cause
01:10:11.663 --> 01:10:14.389 some of the things that you're talking about.
01:10:24.069 --> 01:10:24.369 Hmm.
01:10:24.469 --> 01:10:28.000 With the whole company and it's really exciting some of the
01:10:28.000 --> 01:10:31.767 decision making seems very solid as well, just based on some of
01:10:31.767 --> 01:10:34.239 the choices and the way you described it.
01:10:34.599 --> 01:10:34.809 Umm.
01:10:34.909 --> 01:10:38.665 So I'm just very encouraged by what you and James and and other
01:10:38.665 --> 01:10:41.775 team members that are contributing on this are doing
01:10:41.775 --> 01:10:42.479 so good job.
01:10:43.129 --> 01:10:43.289 Yeah.
01:10:46.849 --> 01:10:48.459 Anyone have any questions for Brennan?
01:10:48.469 --> 01:10:52.080 And then we'll plan on a follow up where we go into the actual
01:10:52.080 --> 01:10:54.659 code and kind of show what's going on there.
01:10:54.669 --> 01:10:57.209 So umm, go for it, Tim.
01:10:55.369 --> 01:10:55.569 Yep.
01:10:57.299 --> 01:10:57.599 Yes, Sir.
01:11:00.069 --> 01:11:04.675 So we have, uh, any kind of timeline on when we could tell
01:11:04.675 --> 01:11:06.939 our first project in Phoenix.
01:11:07.189 --> 01:11:09.009 I mean, if I look like.
01:11:08.169 --> 01:11:10.999 That's a that's a great question.
01:11:11.129 --> 01:11:14.946 It's it's tough to say because obviously like I mentioned, it's
01:11:14.946 --> 01:11:18.346 a lot of R&D, a big part of that is going to involve
01:11:18.346 --> 01:11:21.805 documenting the process for pulling existing plugins from
01:11:21.805 --> 01:11:25.622 CEF into Phoenix, which again is the process I'm trying to make
01:11:25.622 --> 01:11:29.320 us clean and easy as possible because the primary intent with
01:11:29.320 --> 01:11:32.779 this is Phoenix has built on a plugin based architecture.
01:11:33.449 --> 01:11:33.949 Uh.
01:11:33.989 --> 01:11:37.451 Sort of similar to how Seth has providers and the goal there is
01:11:37.451 --> 01:11:40.860 to make it so that we can take our shipping providers, payment
01:11:40.860 --> 01:11:44.160 providers, packaging providers, all that stuff that works in
01:11:44.160 --> 01:11:47.244 current CEF, and as much as possible, lift that code and
01:11:47.244 --> 01:11:47.839 drop it in.
01:11:47.849 --> 01:11:51.510 And obviously, just gonna be adjustments to make it work
01:11:51.510 --> 01:11:55.558 architecturally and things, but we're hoping for as close to a
01:11:55.558 --> 01:11:57.549 one to one drop in as possible.
01:11:58.249 --> 01:11:58.759 Umm.
01:11:59.279 --> 01:12:03.399 And with that being said, the timeline for us being able to
01:12:03.399 --> 01:12:07.726 build a project on it is really dependent on that being a well
01:12:07.726 --> 01:12:11.503 documented process a a good amount of that code having
01:12:11.503 --> 01:12:15.829 already been brought over in a majority of our core workflows.
01:12:15.839 --> 01:12:19.569 Functional functional enough that we could sell it to a
01:12:19.569 --> 01:12:23.766 client and not end up, you know, having to spend tons and tons
01:12:23.766 --> 01:12:27.629 and tons of time just getting the basic stuff functional.
01:12:28.639 --> 01:12:32.555 So that's again, so I guess the ultimate answer is it's hard to
01:12:32.555 --> 01:12:36.533 say and my personal hope is that we will find a client who every
01:12:36.533 --> 01:12:40.511 now and then we get those custom development things that kind of
01:12:40.511 --> 01:12:44.244 pie in the sky is will get a custom development project that
01:12:44.244 --> 01:12:47.732 doesn't necessarily need ecommerce or all that stuff and
01:12:47.732 --> 01:12:51.526 they just need some sort of, you know fundamental website and
01:12:51.526 --> 01:12:55.259 Phoenix will be able to fill that gap without having to pull
01:12:55.259 --> 01:12:59.176 all the ecommerce stuff in and it'll allow us an opportunity to
01:12:59.176 --> 01:13:02.419 solidify the architecture and really battle test it.
01:13:03.169 --> 01:13:06.618 But obviously in the absence of that, it's just gonna be pulling
01:13:06.618 --> 01:13:09.907 that code in from current CEF, making sure that everything is
01:13:09.907 --> 01:13:13.197 stable and I think a lot of that comes with that sort of that
01:13:13.197 --> 01:13:16.380 internal demo site and being able to see it working and and
01:13:16.380 --> 01:13:19.139 then going from there based on how long that takes.
01:13:20.429 --> 01:13:20.919 Yeah.
01:13:20.969 --> 01:13:25.320 I I just wanna chime in to and you hit the nail on the head,
01:13:25.320 --> 01:13:29.457 Brendan, that basically right now one of the really smart
01:13:29.457 --> 01:13:33.880 things that we're doing and I just I really want to encourage
01:13:33.880 --> 01:13:38.373 this continuing like it sounds like you're planning, it's just
01:13:38.373 --> 01:13:42.796 planning on a progression of optimizing, bringing things from
01:13:42.796 --> 01:13:44.579 current stuff to Phoenix.
01:13:45.009 --> 01:13:48.688 And I think that's so powerful, I would say from a business
01:13:48.688 --> 01:13:52.121 perspective, just based on the finances and this is all
01:13:52.121 --> 01:13:53.899 predicated on that of course.
01:13:55.829 --> 01:14:01.212 But I I do expect us to be ready to invest pretty heavily into
01:14:01.212 --> 01:14:01.639 this.
01:14:02.389 --> 01:14:05.917 So there will be a lot of opportunity to like we're doing
01:14:05.917 --> 01:14:09.324 on some of the marketing development take time and this
01:14:09.324 --> 01:14:12.609 will probably be Q1Q2 of next year would be my guess.
01:14:12.619 --> 01:14:17.332 One, we're ready to really go into this heavily, but for a lot
01:14:17.332 --> 01:14:21.971 of the team members that were involved in our conversion from
01:14:21.971 --> 01:14:26.534 Angular JS to react, we had about a year of working on React
01:14:26.534 --> 01:14:30.649 and then we've still we're still bringing things over.
01:14:31.359 --> 01:14:35.743 So I think it's gonna be similar to that, Tim, realistically and
01:14:33.599 --> 01:14:33.819 Umm.
01:14:35.743 --> 01:14:39.790 I don't know that it needs to take a year, but I think that
01:14:39.790 --> 01:14:44.106 the process that we followed was generally pretty healthy where
01:14:44.106 --> 01:14:48.423 we had several team members with 25% to 75% of their Sprint was
01:14:48.423 --> 01:14:50.379 dedicated to that conversion.
01:14:50.669 --> 01:14:54.170 So whatever that percentage would be is going to depend on
01:14:54.170 --> 01:14:57.552 the business performance and the individual team members
01:14:57.552 --> 01:15:01.350 performance within that scope of doing that conversion work, if
01:15:01.350 --> 01:15:02.359 that makes sense.
01:15:02.789 --> 01:15:04.419 Does that help answer the question too?
01:15:04.429 --> 01:15:07.829 But I think generally there's gonna be a pretty heavy
01:15:07.829 --> 01:15:11.608 investment in Q1 and Q2 to do that based on the progression
01:15:11.608 --> 01:15:13.749 I'm seeing with the architecture.
01:15:13.979 --> 01:15:17.587 Now, Brendan, if you say look man, uh Chris, we need to get
01:15:17.587 --> 01:15:18.609 this done sooner.
01:15:19.059 --> 01:15:20.379 Let's talk about that.
01:15:20.389 --> 01:15:21.639 That would be even better so.
01:15:20.619 --> 01:15:24.489 She and I'll always ready to work on it sooner, but.
01:15:24.739 --> 01:15:25.189 What is?
01:15:25.199 --> 01:15:26.489 What is so funny, Brandon?
01:15:26.499 --> 01:15:28.529 I see you're like, trying not to.
01:15:33.339 --> 01:15:36.762 He's reading messages, probably making cracking jokes at my
01:15:33.849 --> 01:15:35.359 Nothing, no.
01:15:36.762 --> 01:15:37.219 expense.
01:15:38.659 --> 01:15:39.359 No, just kidding.
01:15:40.249 --> 01:15:41.769 I wanna hear what's so awesome.
01:15:42.269 --> 01:15:45.693 Sorry, I figured it was gonna actually be like some kind of a
01:15:45.693 --> 01:15:47.129 gift that you could share.
01:15:47.139 --> 01:15:48.319 Sorry, it mean to put you on the spot.
01:15:48.919 --> 01:15:53.258 But yeah, I think ultimately it will end up being Q1 or Q2 that
01:15:53.258 --> 01:15:55.089 we go pretty heavy into it.
01:15:55.589 --> 01:15:56.079 Umm.
01:15:56.689 --> 01:16:02.113 But ultimately, I think the best move is to really like suss out
01:16:02.113 --> 01:16:03.699 the the challenges.
01:16:03.709 --> 01:16:06.605 Like you said, Brendan and one of the things that would be
01:16:06.605 --> 01:16:09.550 interesting is folks that would enjoy working on several of
01:16:09.550 --> 01:16:12.643 these projects because you have a couple of potential projects
01:16:12.643 --> 01:16:14.459 that this could apply to right away.
01:16:14.969 --> 01:16:18.448 And if we could do the battle testing like you said, I would
01:16:18.448 --> 01:16:19.019 love that.
01:16:19.489 --> 01:16:22.470 But there are a couple that are in queue right now that we
01:16:22.470 --> 01:16:23.379 should talk about.
01:16:23.429 --> 01:16:27.989 So anyway, more for offline, but kudos on this planning.
01:16:24.249 --> 01:16:24.669 Absolutely.
01:16:26.679 --> 01:16:26.839 Yeah.
01:16:28.099 --> 01:16:30.509 It's really awesome. Boom.
01:16:28.459 --> 01:16:28.929 Yeah.
01:16:29.619 --> 01:16:31.259 Then Ron, look like you had a question.
01:16:32.399 --> 01:16:33.449 I was just going to say on the.
01:16:32.519 --> 01:16:32.949 I don't know.
01:16:32.959 --> 01:16:34.479 I still, I'm sorry.
01:16:34.189 --> 01:16:35.119 Ohh, I'm sorry I don't.
01:16:35.129 --> 01:16:36.589 Yeah, I don't know if I'm taking too much time.
01:16:36.599 --> 01:16:36.859 I'm sorry.
01:16:37.519 --> 01:16:38.949 No, you're fantastic.
01:16:38.959 --> 01:16:40.749 I still just wanted to know what was so funny.
01:16:39.239 --> 01:16:39.499 OK.
01:16:43.129 --> 01:16:47.980 I'm living in like paycheck JBM Anthony Land, so I would like I
01:16:47.980 --> 01:16:49.799 would love a good laugh.
01:16:51.199 --> 01:16:51.869 3rd Brennan.
01:16:53.209 --> 01:16:56.299 It's by an amber walked past and it just.
01:16:56.049 --> 01:16:56.599 No.
01:16:56.469 --> 01:16:56.859 Yeah.
01:16:56.909 --> 01:16:57.339 Yeah.
01:16:56.929 --> 01:17:01.729 Right, alright, alright. From.
01:16:57.389 --> 01:16:59.329 So yeah, sorry to disappoint.
01:17:00.909 --> 01:17:04.295 Umm, my kids are gonna be storming in here any minute, so
01:17:04.295 --> 01:17:05.229 I will probably.
01:17:05.239 --> 01:17:06.649 They're gonna be like tell.
01:17:05.429 --> 01:17:09.464 Mind you, my my newly half retired dad, just to let the
01:17:09.464 --> 01:17:14.003 whole team know, they newly half retired dad called about four
01:17:14.003 --> 01:17:18.471 times today because he doesn't work on Fridays anymore and he
01:17:18.471 --> 01:17:21.209 doesn't know what to do with himself.
01:17:21.309 --> 01:17:21.569 Yep.
01:17:21.509 --> 01:17:24.159 He was like, well, I just left the grocery store.
01:17:24.879 --> 01:17:26.529 He's like, OK, great.
01:17:25.319 --> 01:17:26.659 Is calling to see how you're doing.
01:17:27.269 --> 01:17:29.039 Do you want to go pick up the boys?
01:17:29.049 --> 01:17:30.639 Like I don't know what to show you.
01:17:30.649 --> 01:17:32.219 So at my dad went.
01:17:32.229 --> 01:17:36.801 So I'm expecting my dad, my kids, all the people to come in
01:17:36.559 --> 01:17:37.009 Ohh yeah.
01:17:36.801 --> 01:17:38.859 at any moment, so be ready.
01:17:39.639 --> 01:17:41.209 Yes, indeed.
01:17:41.799 --> 01:17:44.751 Well, over to you, Ron, if you wanted to ask that question and
01:17:44.751 --> 01:17:44.939 and.
01:17:46.959 --> 01:17:49.879 And then we'll move on to the next the next section.
01:17:49.899 --> 01:17:52.292 It will be going over some of the AI work that we've done and
01:17:52.292 --> 01:17:53.489 we'll actually be demoing that.
01:17:53.499 --> 01:17:55.609 So, Caroline, I think you might be showing the screen.
01:17:55.619 --> 01:17:57.839 So just queuing you up and over to you, Ron.
01:17:57.389 --> 01:17:58.029 Yep, I'm ready.
01:17:58.799 --> 01:17:59.199 Awesome.
01:17:59.209 --> 01:17:59.529 Thank you.
01:18:01.069 --> 01:18:04.990 I was just gonna offer for Brandon if you need, like,
01:18:04.990 --> 01:18:06.079 battle testing.
01:18:06.509 --> 01:18:08.359 I've got the help center.
01:18:08.429 --> 01:18:11.483 We've got the partner portal and then I've got some of the demo
01:18:11.483 --> 01:18:11.769 sites.
01:18:11.779 --> 01:18:15.754 You're welcome to roll Phoenix onto those and play around with
01:18:15.754 --> 01:18:18.909 those because those can easily be ported of that.
01:18:18.699 --> 01:18:20.919 Yeah, cool sounds good.
01:18:22.339 --> 01:18:22.989 Very cool.
01:18:23.159 --> 01:18:26.639 Yeah, we definitely we need to get, we need to start beating
01:18:26.639 --> 01:18:30.062 about Phoenix and just make it a regular meeting at least a
01:18:30.062 --> 01:18:32.629 couple times a month and get into the weeds.
01:18:32.639 --> 01:18:34.919 So anyway, kudos.
01:18:33.409 --> 01:18:33.579 Umm.
01:18:35.039 --> 01:18:37.209 That's a really, really positive sign.
01:18:37.219 --> 01:18:38.989 So well done, pressing on that.
01:18:39.229 --> 01:18:43.016 And with that, I talked a little bit about virtual front desk
01:18:43.016 --> 01:18:46.926 earlier with the mission of the business and some of what we're
01:18:46.926 --> 01:18:50.591 doing and Phil hit on the fact that us innovating in the AI
01:18:50.591 --> 01:18:52.179 space is really important.
01:18:52.379 --> 01:18:55.565 I I think a lot of folks are well aware of what's going on in
01:18:55.565 --> 01:18:55.719 AI.
01:18:56.239 --> 01:19:00.921 This is a really interesting project that we've been able to
01:19:00.921 --> 01:19:05.834 work on where a very successful dentist, he's exited many, many
01:19:05.834 --> 01:19:07.139 dental practices.
01:19:07.149 --> 01:19:10.339 He has a pretty substantial war chest to invest.
01:19:10.709 --> 01:19:14.290 He's working with venture capital and we're involved
01:19:14.290 --> 01:19:18.478 delivering a solution within this context for not just AI but
01:19:18.478 --> 01:19:21.924 our integrated ecommerce platform within the HIPAA
01:19:21.924 --> 01:19:25.910 medical space for dental and then chiropractic offices, et
01:19:25.910 --> 01:19:27.329 cetera, using AI, OK.
01:19:27.379 --> 01:19:29.309 And our first versions.
01:19:29.319 --> 01:19:33.670 This is sort of like a little microcosm of how clarity has
01:19:33.670 --> 01:19:38.094 evolved on our ecommerce, but within AI, our first solution
01:19:38.094 --> 01:19:42.814 with virtual front desk was to use an off the shelf AI platform
01:19:42.814 --> 01:19:45.469 and the experience was not awesome.
01:19:46.079 --> 01:19:47.829 It was very expensive.
01:19:48.139 --> 01:19:51.129 It's supposed to be a SAS AI platform.
01:19:51.139 --> 01:19:54.534 Very expensive and basically the summary is it just didn't meet
01:19:54.534 --> 01:19:55.489 the clients needs.
01:19:56.059 --> 01:19:59.232 So we took it in House, we got our own server, which you've
01:19:59.232 --> 01:20:00.449 heard me talking about.
01:20:01.379 --> 01:20:03.919 You know, we've got 4A1 hundreds.
01:20:04.989 --> 01:20:07.672 You know, we're nerding out with our own API server, but now
01:20:07.672 --> 01:20:09.739 we're actually using on a real client project.
01:20:09.829 --> 01:20:13.146 So what you're gonna see is some AI work that we've done and I'll
01:20:13.146 --> 01:20:15.759 turn it over to you, Caroline, to kick us off here.
01:20:19.509 --> 01:20:22.459 Also please tell me if you guys don't hear sound.
01:20:22.469 --> 01:20:25.539 I'm sorry if you don't, but should be working now.
01:20:23.829 --> 01:20:24.869 And that thanks.
01:20:25.589 --> 01:20:28.614 This is Brent talking brents traveling today and he recorded
01:20:25.609 --> 01:20:25.739 Now.
01:20:28.614 --> 01:20:29.209 this for us.
01:20:29.219 --> 01:20:30.189 So kudos to Brent.
01:20:30.199 --> 01:20:30.899 Thank you very much.
01:20:30.909 --> 01:20:31.859 And then over to you, Caroline.
01:20:34.359 --> 01:20:38.268 So today I'm going to talk about our IVR project that we're
01:20:38.268 --> 01:20:41.982 building for a desk and IVR stands for interactive voice
01:20:41.982 --> 01:20:42.569 response.
01:20:42.639 --> 01:20:46.449 I think most of us probably interact with one here or there.
01:20:47.099 --> 01:20:50.881 Typically, if you were to call up a large company within the
01:20:50.881 --> 01:20:54.787 US, you'll interact with an IVR system rather than a human, at
01:20:54.787 --> 01:20:55.779 least initially.
01:20:57.499 --> 01:21:03.481 So in an IVR, typically 4 main parts you know, first you have
01:21:03.481 --> 01:21:08.884 your your brain, which is generally powered by an AI AI
01:21:08.884 --> 01:21:09.559 system.
01:21:11.189 --> 01:21:15.146 So that it it decides what the user said and what path and how
01:21:15.146 --> 01:21:16.779 it should respond to them.
01:21:17.949 --> 01:21:21.562 We'll be going into that a little bit deeper and next we'd
01:21:21.562 --> 01:21:22.419 have the ears.
01:21:22.479 --> 01:21:26.807 Essentially, it's uses another AI model to interpret the
01:21:26.807 --> 01:21:31.819 speech, put it into text so that the brain can understand it, and
01:21:31.819 --> 01:21:34.249 then a third would be the voice.
01:21:34.579 --> 01:21:39.985 So it will take the text that that the the the brain generates
01:21:39.985 --> 01:21:43.589 and put it into a nice human like speech.
01:21:45.099 --> 01:21:49.411 And then last, we'll have umm a telephony system and I don't
01:21:49.411 --> 01:21:52.309 know where this falls in a part of this.
01:21:52.319 --> 01:21:52.779 I don't know.
01:21:52.819 --> 01:21:55.069 Maybe the way sound waves.
01:21:56.659 --> 01:21:59.349 So there are those four main parts.
01:21:59.419 --> 01:22:01.229 So first I want to talk about the brain.
01:22:01.679 --> 01:22:05.269 In our case, we've moved away from something called Cory.
01:22:05.279 --> 01:22:10.213 I am which I gave a presentation about before which is a SAS
01:22:10.213 --> 01:22:15.309 based solution to an open source free framework called ROSSUM.
01:22:16.569 --> 01:22:19.336 And what's really nice about this system is that, well, first
01:22:19.336 --> 01:22:20.139 of all, it's free.
01:22:20.409 --> 01:22:24.419 That's always good for us and for the client.
01:22:24.489 --> 01:22:28.097 And second, all it's second of all, you can see everything
01:22:28.097 --> 01:22:31.889 that's going on and there's no hidden features you can change
01:22:31.889 --> 01:22:33.479 and fix whatever you like.
01:22:33.489 --> 01:22:36.119 So that gives us a lot of flexibility.
01:22:36.189 --> 01:22:38.859 And umm, how we do things.
01:22:39.949 --> 01:22:43.008 So it's only gonna be a high level overview, so I'm not going
01:22:43.008 --> 01:22:45.179 to go into a lot of them my minute details.
01:22:46.089 --> 01:22:50.499 But first I want to touch on the core AI system behind this.
01:22:52.839 --> 01:22:56.165 It uses something called a natural language understanding
01:22:56.165 --> 01:22:56.509 model.
01:22:56.809 --> 01:23:00.049 I'm sorry NLU and it's fairly simple.
01:23:00.709 --> 01:23:01.959 Umm it?
01:23:02.039 --> 01:23:07.463 Well, all you do in at least in Ross's version, is you'll you'll
01:23:07.463 --> 01:23:12.804 make these intense and then give them examples under like, what
01:23:12.804 --> 01:23:17.477 sort of words or sentences should be uttered to trigger
01:23:17.477 --> 01:23:18.479 this intent.
01:23:19.739 --> 01:23:24.566 And generally speaking, the more examples that you have, the
01:23:24.566 --> 01:23:29.630 better for the bots so that it can not only understand verbatim
01:23:29.630 --> 01:23:34.456 what's been written here, but also train itself, understands
01:23:34.456 --> 01:23:37.859 similar phrases and tag it to this intent.
01:23:38.319 --> 01:23:40.553 And this is what really drives the conversation where things
01:23:40.553 --> 01:23:41.139 are going to go.
01:23:42.379 --> 01:23:44.509 Uh, that point once you have this.
01:23:44.519 --> 01:23:46.449 Oh, this the intent was recognized.
01:23:46.499 --> 01:23:50.866 It Ross will then go into the stories and we'll look for that
01:23:50.866 --> 01:23:51.359 intent.
01:23:52.669 --> 01:23:59.929 Start scheduling that we want to go into our hygiene user number.
01:23:59.939 --> 01:24:05.067 OK, we got to user number so most more than likely there's
01:24:05.067 --> 01:24:08.979 going to be multiple intents with this name.
01:24:09.919 --> 01:24:15.456 Umm, so the bot will then like OK, where has the user been in
01:24:15.456 --> 01:24:16.349 the story?
01:24:16.879 --> 01:24:18.629 Where do we think they're gonna go?
01:24:19.669 --> 01:24:26.071 And then it will assign the next response and that is really the
01:24:26.071 --> 01:24:27.549 AI at its core.
01:24:27.699 --> 01:24:31.913 It's trying to predict the paths where the user would go based on
01:24:31.913 --> 01:24:35.681 things that have been said in the past and where it thinks
01:24:35.681 --> 01:24:37.469 it's gonna go in the future.
01:24:37.989 --> 01:24:41.789 This kind of neat stuff, there's a lot more that goes into Cora.
01:24:41.799 --> 01:24:47.778 It's sorry, into Ross itself to make this robust, but because of
01:24:47.778 --> 01:24:53.573 the limited time here, this is all I'm gonna touch on for this
01:24:53.573 --> 01:24:54.309 portion.
01:24:54.499 --> 01:24:56.650 If you have any further questions, please feel free to
01:24:56.650 --> 01:24:57.589 send me a ping later on.
01:24:58.259 --> 01:25:02.979 Umm, so the next part I mentioned was the ears.
01:25:03.049 --> 01:25:07.661 We use a model recently developed by the same people who
01:25:07.661 --> 01:25:10.979 came out with a fine product chat sheet.
01:25:10.989 --> 01:25:16.455 BT Openid released something called Whisper to the public,
01:25:16.455 --> 01:25:19.049 and that's what we're using.
01:25:19.059 --> 01:25:22.576 We're hosting the we're we're using that model on our AI
01:25:22.576 --> 01:25:24.859 machine to interpret speech to text.
01:25:25.079 --> 01:25:28.097 One of the more important things of this whole process, of
01:25:28.097 --> 01:25:31.063 course, the brain is the most important thing I would say
01:25:31.063 --> 01:25:34.439 would be the next most important piece to make it work correctly.
01:25:35.819 --> 01:25:40.770 And then the third would be the text to speech, which makes the
01:25:40.770 --> 01:25:45.722 interaction seem more natural, and for that we're not using any
01:25:45.722 --> 01:25:47.269 open source product.
01:25:47.279 --> 01:25:50.059 While there are a lot available that are pretty decent.
01:25:50.809 --> 01:25:51.219 Umm.
01:25:51.769 --> 01:25:56.303 In some cases it's just you can't get what you the same
01:25:56.303 --> 01:26:00.109 Polish in an open source is that you can in a.
01:26:02.009 --> 01:26:03.119 Commercial product.
01:26:03.229 --> 01:26:06.839 So where you going with umm Microsoft speech?
01:26:08.639 --> 01:26:12.439 And then the last piece is the telephony system we're using
01:26:12.439 --> 01:26:13.009 asterisk.
01:26:13.719 --> 01:26:15.429 I'm not going to demonstrate that today.
01:26:15.489 --> 01:26:20.769 So all right, that's the basic 4 components that we've but, uh,
01:26:20.769 --> 01:26:25.636 comprises and IVR, uh alright, let's move on to the actual
01:26:25.636 --> 01:26:26.049 demo.
01:26:30.729 --> 01:26:31.489 Got two more videos.
01:26:33.699 --> 01:26:34.139 Next one.
01:26:48.969 --> 01:26:49.579 Hello.
01:26:49.669 --> 01:26:52.559 Thank you for calling the office of Doctor Greene and Associates.
01:26:53.679 --> 01:26:56.469 I'm Molly, the digital assistant for Doctor Green.
01:26:57.629 --> 01:27:00.580 Please note that this call may be recorded for quality
01:27:00.580 --> 01:27:01.599 assurance purposes.
01:27:02.779 --> 01:27:03.749 How may I assist you today?
01:27:05.409 --> 01:27:06.059 Hi, Molly.
01:27:06.269 --> 01:27:07.669 I'd like to schedule the cleaning.
01:27:13.809 --> 01:27:17.217 Of course I'm here to help before we schedule your
01:27:17.217 --> 01:27:18.019 appointment.
01:27:18.029 --> 01:27:19.199 I have a few quick questions.
01:27:20.389 --> 01:27:21.789 This shouldn't take very long.
01:27:22.739 --> 01:27:24.019 May I have your name, please?
01:27:25.489 --> 01:27:27.939 Yes, my name is Brent Fife.
01:27:32.279 --> 01:27:35.171 Just to be sure, could you please spell your first and last
01:27:35.171 --> 01:27:35.749 name for me?
01:27:37.129 --> 01:27:42.949 My first name is spelled Brent and my last name Fife.
01:27:48.129 --> 01:27:50.549 Thank you Brent Fife, and welcome to our office.
01:27:51.739 --> 01:27:52.919 May I have your cell phone number?
01:27:53.799 --> 01:27:58.249 It's 402-321-5678.
01:28:02.629 --> 01:28:06.859 402-321-5678. Got it.
01:28:07.839 --> 01:28:10.366 Are we scheduling this appointment for you or if it's
01:28:10.366 --> 01:28:12.799 for another person, please tell me their full name.
01:28:13.729 --> 01:28:14.469 It's for me.
01:28:18.709 --> 01:28:19.329 Thank you, Brent.
01:28:20.469 --> 01:28:21.779 And what's your date of birth?
01:28:21.849 --> 01:28:28.149 Please it's January 22nd, 2015.
01:28:32.209 --> 01:28:35.009 I heard January 22nd, 2015.
01:28:35.979 --> 01:28:36.969 Is this correct?
01:28:37.559 --> 01:28:38.259 You got it.
01:28:42.179 --> 01:28:42.659 OK.
01:28:43.609 --> 01:28:45.619 Are you affiliated with any dental plan?
01:28:46.599 --> 01:28:47.279 Yes, I am.
01:28:51.109 --> 01:28:55.479 Are you also the subscriber to the dental plan, Brent. Yep.
01:28:59.299 --> 01:29:01.776 Could you please tell me the name of your insurance company
01:29:01.776 --> 01:29:02.519 and the Member ID?
01:29:03.749 --> 01:29:11.126 Uh, the name of the insurance company is United Dental and the
01:29:11.126 --> 01:29:13.819 Member ID is 123456788.
01:29:19.949 --> 01:29:20.519 OK.
01:29:20.569 --> 01:29:28.450 Just to confirm your Member ID at United Dental is 123456788,
01:29:28.450 --> 01:29:28.959 yes.
01:29:33.199 --> 01:29:34.119 Thank you very much.
01:29:35.199 --> 01:29:35.869 Perfect.
01:29:35.939 --> 01:29:39.838 Last question, have you ever been advised to take antibiotics
01:29:39.838 --> 01:29:41.599 before a dental appointment?
01:29:42.399 --> 01:29:43.099 No, I haven't.
01:29:47.169 --> 01:29:47.629 Alright.
01:29:48.629 --> 01:29:49.239 Thank you, Brent.
01:29:50.409 --> 01:29:52.179 Now, let's schedule your appointment.
01:29:53.349 --> 01:29:54.969 What is the best day and time for you?
01:29:55.949 --> 01:29:59.259 Umm, next Monday evening.
01:30:03.259 --> 01:30:06.529 Sorry, we don't have any times available during Monday evening.
01:30:09.109 --> 01:30:10.449 Uh, as soon as possible.
01:30:14.609 --> 01:30:18.389 Alright, how about 2:00 PM on September 4th?
01:30:19.379 --> 01:30:20.769 Does that time work well for you?
01:30:21.949 --> 01:30:22.589 Yes it does.
01:30:26.639 --> 01:30:27.519 Fantastic.
01:30:27.569 --> 01:30:31.559 Brent, you're all set for a 2:00 PM on September 4th.
01:30:32.599 --> 01:30:37.872 We'll confirm your appointment by sending a message to
01:30:37.872 --> 01:30:39.119 402-321-5678.
01:30:42.749 --> 01:30:43.019 Great.
01:30:43.029 --> 01:30:43.319 Thank you.
01:30:52.209 --> 01:30:52.989 AI is.
01:30:57.279 --> 01:30:57.579 Here.
01:30:57.479 --> 01:30:58.059 Oh, the Internet.
01:30:57.589 --> 01:30:58.009 Here. Cheers.
01:30:58.859 --> 01:31:00.309 My Internet was doing so good.
01:31:01.689 --> 01:31:02.549 Let's see if it will work.
01:31:04.629 --> 01:31:09.268 Most likely that the catch phrase of 2023 and for good
01:31:09.268 --> 01:31:09.859 reason.
01:31:10.049 --> 01:31:10.419 Right.
01:31:10.899 --> 01:31:12.839 There's a lot of things have happened been happening.
01:31:13.609 --> 01:31:15.099 It's chats CPT.
01:31:15.109 --> 01:31:18.884 Essentially, Revolutionalized revolutionized the world when it
01:31:18.884 --> 01:31:22.180 was released and for the longest time it was kind of a
01:31:22.180 --> 01:31:22.839 standalone.
01:31:23.389 --> 01:31:26.329 You know, if you're going to use a, you've got to use chat, GPT.
01:31:27.359 --> 01:31:30.926 Well, fortunately, one of the good side effects of, if that
01:31:30.926 --> 01:31:34.850 being released is it kind of lit a fire under some of some of the
01:31:34.850 --> 01:31:36.039 competing companies.
01:31:36.529 --> 01:31:40.327 And for us guys, little guys, right, you don't necessarily
01:31:40.327 --> 01:31:42.259 have the resources to compete.
01:31:42.729 --> 01:31:46.851 Now we've got all these large language models being released
01:31:46.851 --> 01:31:50.769 to try to take the fire away from Chats, GPT, and they're
01:31:50.769 --> 01:31:52.729 not, you know, insignificant.
01:31:53.099 --> 01:31:58.428 Here's a list that I found of all the open LMS available to us
01:31:58.428 --> 01:32:03.419 now, and as you can see, there's not a whole lot that were
01:32:03.419 --> 01:32:05.449 released in before 2023.
01:32:05.579 --> 01:32:06.829 But then it's just Scroll down.
01:32:07.329 --> 01:32:10.139 You see, the number increases significantly, right?
01:32:13.719 --> 01:32:18.577 There's a lot of just come out and these are just, these are
01:32:18.577 --> 01:32:20.489 generalized elems right?
01:32:20.499 --> 01:32:21.549 They can just they.
01:32:21.619 --> 01:32:24.848 They can be used to do something similar to what chat GPT does,
01:32:24.848 --> 01:32:27.975 and one of the benefits of these open source models is we can
01:32:27.975 --> 01:32:30.649 take these and we can do whatever we want with them.
01:32:30.689 --> 01:32:32.779 We can hone them to do a specific thing.
01:32:33.219 --> 01:32:36.384 We can change the weights and that's also been what other
01:32:36.384 --> 01:32:37.749 people have done as well.
01:32:38.379 --> 01:32:41.760 And what's particularly interesting for us as a
01:32:41.760 --> 01:32:45.987 development company is, I mean we can use and I hope we use
01:32:45.987 --> 01:32:50.425 chat, GPT, at least 3.5 to do some of our coding, but we can't
01:32:50.425 --> 01:32:54.722 use it to do everything right because we don't know what the
01:32:54.722 --> 01:32:59.020 implications are for sending our code to open AI, right, how
01:32:59.020 --> 01:33:00.499 they're gonna use it.
01:33:00.509 --> 01:33:03.874 So we can't actually put in like a whole provider or something
01:33:03.874 --> 01:33:06.599 that could potentially take away our secret sauce.
01:33:07.469 --> 01:33:12.027 Now, with his open source models, we can we can host a
01:33:12.027 --> 01:33:16.917 server within our company and use it and leverage it to to
01:33:16.917 --> 01:33:19.569 help us write proprietary stuff.
01:33:19.679 --> 01:33:19.909 Right.
01:33:20.759 --> 01:33:25.029 And you might think, well, I don't know how well these opens.
01:33:25.039 --> 01:33:30.527 Models compete House of I wanna say last week I just recently
01:33:30.527 --> 01:33:33.979 found this model here or this diagram.
01:33:35.629 --> 01:33:41.249 And as you can see, at least for an open source Python model, it
01:33:41.249 --> 01:33:46.523 scores better than 3.5 August version, better than the GPT 4
01:33:46.523 --> 01:33:51.797 is March version, and a little bit off of GPS four is August
01:33:51.797 --> 01:33:52.489 version.
01:33:52.529 --> 01:33:57.358 But I mean, these things were just released and they're all
01:33:57.358 --> 01:33:59.209 available to us, right?
01:34:01.179 --> 01:34:04.038 And so when I see this, I get really exciting and I hope we
01:34:04.038 --> 01:34:04.229 can.
01:34:04.299 --> 01:34:05.819 We can take advantage of these.
01:34:05.939 --> 01:34:10.158 Some of these models here in the near future, I know we're
01:34:10.158 --> 01:34:14.234 planning on putting up a Llama 2 model soon, so man, the
01:34:14.234 --> 01:34:18.239 landscape at clarity is going to change in a great way.
01:34:18.429 --> 01:34:20.319 And so I'm really excited.
01:34:20.449 --> 01:34:21.439 I hope everybody else is too.
01:34:24.259 --> 01:34:24.909 Very awesome.
01:34:24.919 --> 01:34:25.689 Kudos, Brent.
01:34:25.699 --> 01:34:26.089 Thanks.
01:34:26.099 --> 01:34:30.125 If you watch this video later, umm, and we'll we we will
01:34:30.125 --> 01:34:34.503 definitely be talking more about AI, but that was really well
01:34:34.503 --> 01:34:35.139 prepared.
01:34:35.149 --> 01:34:37.789 So kudos to you, Brent, and thanks everyone, and thanks,
01:34:37.789 --> 01:34:39.039 Caroline, for playing that.
01:34:39.189 --> 01:34:41.840 And to wrap this up, today, we're gonna be talking about
01:34:41.840 --> 01:34:42.259 payments.
01:34:42.649 --> 01:34:45.485 We went into some of the information about the payment
01:34:45.485 --> 01:34:46.259 side of things.
01:34:46.309 --> 01:34:49.173 I thought that was really interesting about how much
01:34:49.173 --> 01:34:52.578 revenue Shopify brings in from payments, so to take us away on
01:34:52.578 --> 01:34:54.469 that, over to you, Jeremy and Ron.
01:34:57.529 --> 01:34:58.259 Hey, thanks, Chris.
01:34:58.749 --> 01:34:59.949 And yeah, I was.
01:34:59.359 --> 01:34:59.779 So no.
01:34:59.439 --> 01:35:00.929 You guys see my screen? OK.
01:35:01.339 --> 01:35:03.979 You see my screen OK.
01:35:01.459 --> 01:35:01.979 Yes, Sir.
01:35:01.989 --> 01:35:02.469 We sure can.
01:35:02.479 --> 01:35:02.769 Thank you.
01:35:02.779 --> 01:35:03.009 Thank you.
01:35:04.359 --> 01:35:06.139 And you're both coming in loud and clear too.
01:35:06.189 --> 01:35:06.609 Sound good?
01:35:06.559 --> 01:35:07.049 Perfect.
01:35:07.419 --> 01:35:09.101 Yeah, I was actually shocked to see those numbers from shop
01:35:09.101 --> 01:35:09.409 fights too.
01:35:09.419 --> 01:35:10.889 That's as news to me.
01:35:10.899 --> 01:35:11.359 It's amazing.
01:35:12.859 --> 01:35:13.259 You're here.
01:35:14.549 --> 01:35:15.109 It's pretty nuts.
01:35:16.469 --> 01:35:17.449 Let's do the same thing.
01:35:17.459 --> 01:35:18.049 Guys, come on.
01:35:18.359 --> 01:35:18.789 Right.
01:35:18.799 --> 01:35:19.419 Yeah, right there.
01:35:21.549 --> 01:35:22.079 OK.
01:35:22.089 --> 01:35:24.031 Ron, do you want to get started talking about payments and go to
01:35:24.031 --> 01:35:24.539 the common model?
01:35:25.799 --> 01:35:26.869 Yeah, sounds great.
01:35:26.879 --> 01:35:30.616 So I mean, the good news is we are we are actually starting to
01:35:30.616 --> 01:35:32.989 model and do some of what Shopify does.
01:35:32.999 --> 01:35:36.246 I mean, First off, you know, we've been doing it for the last
01:35:36.246 --> 01:35:39.388 few years by trying to come up with a productized ecommerce
01:35:39.388 --> 01:35:42.269 platform, which we've done a pretty good job of doing.
01:35:42.279 --> 01:35:45.657 And then the second half of that was to have a SAS based
01:35:45.657 --> 01:35:49.509 offering, which we now have done and successfully launched that.
01:35:49.519 --> 01:35:53.288 And then the third one, as you heard Philip say, is how to
01:35:53.288 --> 01:35:56.099 maximize the monetization of that platform.
01:35:57.109 --> 01:36:00.075 We've got a number of different payment providers and partners
01:36:00.075 --> 01:36:02.946 that we've partnered with over the last literally, it's just
01:36:02.946 --> 01:36:05.159 been about the 12 months that have come to us.
01:36:05.169 --> 01:36:07.459 That said, hey, we're bringing you one or two deals a month.
01:36:07.469 --> 01:36:09.979 What would it take if we brought you 100 deals a month?
01:36:09.989 --> 01:36:10.999 Could you guys handle that?
01:36:11.009 --> 01:36:14.597 And the answer was no, not in a million years, Chris has talked
01:36:14.597 --> 01:36:17.793 a couple times during his earlier conversation about the
01:36:17.793 --> 01:36:21.325 investment into the platform, a significant amount of that was
01:36:21.325 --> 01:36:24.521 into connect and the common model and that is really the
01:36:24.521 --> 01:36:27.717 secret sauce and the magic architecture that is going to
01:36:27.717 --> 01:36:31.081 allow us to handle hundreds of deals and handle this volume
01:36:31.081 --> 01:36:34.276 that we've you've bet on this horse that we thinks gonna
01:36:34.276 --> 01:36:34.669 happen.
01:36:34.679 --> 01:36:37.479 And so today, we want to talk a little bit about that
01:36:37.479 --> 01:36:38.049 technology.
01:36:38.499 --> 01:36:41.997 And then we wanna talk it about how it is going to change our
01:36:41.997 --> 01:36:45.608 profitability or contribute to the profitability of the company
01:36:45.608 --> 01:36:46.229 as a whole.
01:36:46.379 --> 01:36:49.539 So I'm going to hand it over to Jeremy and we'll start with the
01:36:49.539 --> 01:36:52.502 technology and and what has enabled this and how it's going
01:36:52.502 --> 01:36:53.589 to change development.
01:36:53.649 --> 01:36:56.499 And then I'll talk a little bit about the numbers and clarity
01:36:56.499 --> 01:36:59.349 payments offering that we just launched about two months ago.
01:37:01.459 --> 01:37:02.129 Yeah. Awesome.
01:37:02.139 --> 01:37:02.549 Thanks Ron.
01:37:03.699 --> 01:37:04.959 So yeah, this is the old one.
01:37:04.969 --> 01:37:05.169 Hold on.
01:37:05.179 --> 01:37:08.099 Let me share my screen or or pull this newest one.
01:37:14.759 --> 01:37:16.289 Let me go here.
01:37:16.299 --> 01:37:21.259 Slideshow from current slide and share the screen.
01:37:25.069 --> 01:37:28.129 OK, so the common model itself, I know you guys have heard a lot
01:37:28.129 --> 01:37:30.859 about it in recent recent times, especially here clarity.
01:37:30.869 --> 01:37:34.714 We've been folks a lot about it, really paying a lot of attention
01:37:34.714 --> 01:37:38.327 to it now because we made the mistake of telling Phil that we
01:37:38.327 --> 01:37:41.939 didn't have enough work and now he is inundated us with work.
01:37:41.949 --> 01:37:45.199 So we're really putting the column out to the test.
01:37:46.069 --> 01:37:49.829 So what the comment is this conversation over here, to the
01:37:49.829 --> 01:37:52.889 right, a conversation in June 2022 with Austin.
01:37:52.899 --> 01:37:53.239 Who?
01:37:53.429 --> 01:37:55.415 Don't know you're listening, but I think you were pretty early on
01:37:55.415 --> 01:37:56.649 here at clarity when you mentioned this.
01:37:56.659 --> 01:37:59.766 To me, this is the initial initial conversation behind hey,
01:37:59.766 --> 01:38:02.769 what would it be like if we made a common model for these
01:38:02.769 --> 01:38:03.339 connectors?
01:38:03.349 --> 01:38:03.779 You know what?
01:38:03.789 --> 01:38:06.536 If what if we just had a middleman that sat in the
01:38:06.536 --> 01:38:09.823 middle, that would we'd map directly to the common model for
01:38:09.823 --> 01:38:13.325 all these systems, and then map out of it to whatever system you
01:38:13.325 --> 01:38:14.079 wanted, right?
01:38:14.089 --> 01:38:17.663 So if we had a a common interface between those, we
01:38:17.663 --> 01:38:21.237 could just drag and drop connectors, so it was from
01:38:21.237 --> 01:38:21.649 there.
01:38:21.659 --> 01:38:25.622 We were born the common model and I think we really got
01:38:25.622 --> 01:38:29.657 started on it in November of 22 and finished up the base
01:38:29.657 --> 01:38:33.479 architecture for it around April or May of this year.
01:38:33.649 --> 01:38:36.888 So really it's only been in effect for the last truly with
01:38:36.888 --> 01:38:39.469 the current version of of core and everything.
01:38:39.479 --> 01:38:42.807 We finally got things finalized just the last few months,
01:38:42.807 --> 01:38:43.209 really.
01:38:43.319 --> 01:38:47.106 And I think the impact that the developers have seen that the
01:38:47.106 --> 01:38:50.405 clients are seeing that the project team is seeing is
01:38:50.405 --> 01:38:54.131 certainly the growing pains of like, WOW, we are moving much
01:38:54.131 --> 01:38:57.674 faster than we used to and pretty amazing really what the
01:38:57.674 --> 01:38:58.529 difference is.
01:38:58.539 --> 01:38:59.039 You know, I was.
01:38:59.209 --> 01:39:01.911 I was involved in those early projects where it was much
01:39:01.911 --> 01:39:04.708 harder to to integrate what you're building and you had to
01:39:04.708 --> 01:39:06.509 build from scratch every single time.
01:39:06.519 --> 01:39:09.077 So the common model really allows us to to not start from
01:39:09.077 --> 01:39:11.767 scratch, to use that historical knowledge we've gained other
01:39:11.767 --> 01:39:13.619 connectors and continue to iterate on it.
01:39:13.629 --> 01:39:16.423 So with every year that we do these projects, it should
01:39:16.423 --> 01:39:19.467 theoretically go faster and faster and we have more and more
01:39:19.467 --> 01:39:22.610 things that we can pull from umm in a pool of common endpoints
01:39:22.610 --> 01:39:23.159 and things.
01:39:23.229 --> 01:39:26.410 And this will really become a very powerful thing over the
01:39:26.410 --> 01:39:27.219 next few years.
01:39:27.229 --> 01:39:28.709 So really excited about where it goes.
01:39:29.519 --> 01:39:32.310 That being said, you know the the difficult typical
01:39:32.310 --> 01:39:34.349 development cycle for these projects.
01:39:34.459 --> 01:39:37.982 It used to take us four months or more to build a project and
01:39:37.982 --> 01:39:41.676 we're really getting it done and honestly, if it's a base common
01:39:41.676 --> 01:39:44.915 model, I think we're we're working on it for Bishop Wise
01:39:44.915 --> 01:39:46.449 Carver UM in under 2 hours.
01:39:46.459 --> 01:39:49.152 If we have a system that we know on both sides that we built the
01:39:49.152 --> 01:39:51.639 column model for, that's up to the current version of core.
01:39:53.209 --> 01:39:56.205 As long as we have system access, we would be able to
01:39:56.205 --> 01:39:59.534 build these integrations in two hours and say OK, at a base
01:39:59.534 --> 01:40:02.752 level we can move products, customers, invoices, whatever
01:40:02.752 --> 01:40:06.025 you need across bidirectionally umm for any system that we
01:40:06.025 --> 01:40:06.469 support.
01:40:06.479 --> 01:40:09.578 So there's there's a two week turn around that we're promising
01:40:09.578 --> 01:40:12.826 these clients for these tier one systems that honestly we're able
01:40:12.826 --> 01:40:15.089 to deliver on for a phase one implementation.
01:40:15.099 --> 01:40:18.829 So it really has led to an incredible growth in the number
01:40:18.829 --> 01:40:22.495 of projects we can handle as well as the shared knowledge
01:40:22.495 --> 01:40:23.949 across the team, right?
01:40:23.959 --> 01:40:27.617 So no longer does someone have to be an expert in the system to
01:40:27.617 --> 01:40:29.789 go out and integrate with this thing.
01:40:29.879 --> 01:40:32.122 If we keep the developer experience clean on the client
01:40:32.122 --> 01:40:34.365 side, they shouldn't need to know a whole lot about the
01:40:34.365 --> 01:40:36.728 system other than where do I point this thing and how do I
01:40:36.728 --> 01:40:37.129 deploy it?
01:40:37.949 --> 01:40:39.859 And that's really been the goal the whole way through.
01:40:40.639 --> 01:40:44.680 A significant piece of that was historically those integrations
01:40:44.680 --> 01:40:47.079 that would take three or four months.
01:40:47.089 --> 01:40:51.055 We would have to convert the entire CONNECT license to hours,
01:40:51.055 --> 01:40:54.445 consume all those and the integrations would cost 30
01:40:51.419 --> 01:40:51.579 It.
01:40:54.445 --> 01:40:54.829 grand.
01:40:54.939 --> 01:41:01.829 Now we can offer connect at $15,000 and be 80% profitable.
01:41:01.919 --> 01:41:06.147 With these core out of the box and still preserve a significant
01:41:06.147 --> 01:41:10.507 amount if not all of the license which is completely, I mean it's
01:41:10.507 --> 01:41:14.339 like the swing of about 1000% profitability between that.
01:41:15.489 --> 01:41:15.899 Yeah.
01:41:15.969 --> 01:41:16.159 Yeah.
01:41:16.169 --> 01:41:16.899 And what that means?
01:41:16.909 --> 01:41:20.736 If you look at this slide, we've got about 10 connect projects
01:41:20.736 --> 01:41:24.562 launched in 22 and we're already at 12 and we're set to launch
01:41:24.562 --> 01:41:27.539 eleven more through the last quarter here of 23.
01:41:27.709 --> 01:41:30.791 So over double the amount of projects that we're able to
01:41:30.791 --> 01:41:34.252 handle at a time as well as like Ron said, the profitability of
01:41:34.252 --> 01:41:37.659 those projects just goes through the roof, especially with the
01:41:37.659 --> 01:41:40.850 changes that we've made in the SAS based licensing and the
01:41:40.850 --> 01:41:41.499 hourly rate.
01:41:41.509 --> 01:41:44.696 So I think, Ron, it would be a great place for you to jump in
01:41:44.696 --> 01:41:47.987 and and really show off what the profitability of not only what
01:41:47.987 --> 01:41:51.123 the common model and connect does for us, but how that works
01:41:51.123 --> 01:41:53.179 with payhub and what that really means.
01:41:54.699 --> 01:41:55.969 So yeah, that sounds great.
01:41:55.979 --> 01:42:00.164 So on this next slide, basically what we're going to be talking
01:42:00.164 --> 01:42:02.779 about is the profitability of payments.
01:42:02.789 --> 01:42:07.056 So we have only started accepting an offering merchant
01:42:07.056 --> 01:42:09.539 accounts where they can process.
01:42:09.549 --> 01:42:11.469 So we're selling merchant account services.
01:42:11.479 --> 01:42:14.613 So instead of authorize.net, we're literally selling clarity
01:42:14.613 --> 01:42:15.589 payment processing.
01:42:16.059 --> 01:42:20.184 We've only talked to 8 clients in the last two months and
01:42:20.184 --> 01:42:21.749 that's the list there.
01:42:21.759 --> 01:42:25.931 On the left, the average credit card processing numbers you see
01:42:25.931 --> 01:42:29.842 in column #1, the ones in green are ones that we've already
01:42:29.842 --> 01:42:32.319 closed already gone through approval.
01:42:32.329 --> 01:42:34.618 We're already talking to and we know we're going to be
01:42:34.618 --> 01:42:35.409 processing with us.
01:42:35.419 --> 01:42:39.389 The other ones we think are also still going to be processing
01:42:39.389 --> 01:42:43.423 processing with us, but we just started the conversations, but
01:42:43.423 --> 01:42:47.329 just to run you through just eight clients that we've talked
01:42:47.329 --> 01:42:51.235 to in the last two months with the Rev share column three or
01:42:51.235 --> 01:42:55.205 the basis points, that clarity gets that is the percentage or
01:42:55.205 --> 01:42:59.367 the number of basis points that we're going to get on all of the
01:42:59.367 --> 01:43:03.081 money processed in column two, which equates to the final
01:43:03.081 --> 01:43:03.529 column.
01:43:03.759 --> 01:43:09.067 So when you add that up, those eight projects right there, all
01:43:09.067 --> 01:43:14.375 they have to do is sell to their clients, their clients charge
01:43:14.375 --> 01:43:19.177 their credit card, pay their credit card clarity, gets a
01:43:19.177 --> 01:43:22.379 check for $46,815 every single month.
01:43:23.519 --> 01:43:28.865 Now if we reverse this and this is the yellow box there, if we
01:43:28.865 --> 01:43:33.872 reverse that and say clarity's projects on average are 20%
01:43:33.872 --> 01:43:38.963 profitable, right, with some licensing revenue in there and
01:43:38.963 --> 01:43:44.055 with some of our hourly rate, let's say we're roughly about
01:43:44.055 --> 01:43:49.401 20% profitable, we would have to sell $234,000 of new projects
01:43:49.401 --> 01:43:53.729 every single month to make that $46,000 in profit.
01:43:53.819 --> 01:43:58.342 And we would have to execute do all the work, launch those
01:43:58.342 --> 01:44:00.489 projects to make that money.
01:44:00.619 --> 01:44:04.432 And that's gonna be coming in just from these eight clients
01:44:04.432 --> 01:44:05.639 every single month.
01:44:05.649 --> 01:44:10.759 So every additional client added on adds to that number.
01:44:11.739 --> 01:44:15.149 This right here is how Shopify makes so much bloody money.
01:44:15.559 --> 01:44:20.325 Because everybody that comes and buys Shopify, Shopify forces
01:44:20.325 --> 01:44:24.937 them to use their credit card processing and they're making
01:44:24.937 --> 01:44:29.319 these fees hand over fist off, every single one of their
01:44:29.319 --> 01:44:30.549 500,000 clients.
01:44:30.639 --> 01:44:34.600 And that's what's added up to that 74% of their revenue coming
01:44:34.600 --> 01:44:35.669 in on these fees.
01:44:35.999 --> 01:44:37.549 So that's what we're doing now.
01:44:37.559 --> 01:44:40.900 Every single project that I talked to, whether it's
01:44:40.900 --> 01:44:44.626 integration, marketplace, auction, whatever, I'm going by
01:44:44.626 --> 01:44:48.545 the way, if you want, we can give you a competitive rate for
01:44:48.545 --> 01:44:49.959 your merchant account.
01:44:49.969 --> 01:44:54.161 We can meet or beat any rate that you've got and so far we
01:44:54.161 --> 01:44:57.359 just did one for armor express #3 row there.
01:44:57.789 --> 01:45:01.213 Armor Express came to us and with the numbers that we're
01:45:01.213 --> 01:45:04.998 doing and we're making, you can see we're making $5000 a month
01:45:04.998 --> 01:45:06.079 off Armor Express.
01:45:06.089 --> 01:45:10.910 If we close that one, we're going to save them $601,000 over
01:45:10.910 --> 01:45:14.229 the next three years in credit card fees.
01:45:14.239 --> 01:45:18.692 So we were able to blow away their current rate, save them
01:45:18.692 --> 01:45:22.994 $600,000 and still in that three year and make 180 grand
01:45:22.994 --> 01:45:23.749 ourselves.
01:45:25.429 --> 01:45:29.231 So that's the kind of profitability these projects can
01:45:26.149 --> 01:45:26.799 That's awesome.
01:45:29.231 --> 01:45:29.439 do.
01:45:29.449 --> 01:45:32.029 Now, how does that equate to clarity?
01:45:32.039 --> 01:45:33.199 Let's look at the last slide.
01:45:33.209 --> 01:45:34.719 Here we'll close this out.
01:45:36.219 --> 01:45:40.796 These are the projects that the sales team is closed since 2021,
01:45:40.796 --> 01:45:42.909 so this is the last two years.
01:45:42.999 --> 01:45:47.996 And if you look over the average there, 200,000 down to 99 grand
01:45:47.996 --> 01:45:48.919 202 hundred.
01:45:48.929 --> 01:45:52.480 And if you look kind of more up around 2023, we're averaging at
01:45:52.480 --> 01:45:54.089 least those last four months.
01:45:54.099 --> 01:45:58.118 You can see 187 on the low and 258 on the high, so we're
01:45:58.118 --> 01:46:02.066 probably averaging somewhere around $234,000 a month in
01:46:02.066 --> 01:46:02.489 sales.
01:46:02.499 --> 01:46:07.051 All the work that we do as a sales organization, we're
01:46:07.051 --> 01:46:11.770 basically selling around $234,000, those eight projects,
01:46:11.770 --> 01:46:16.570 if we do their credit card processing, are gonna generate
01:46:16.570 --> 01:46:21.951 the exact same amount of profit as one month of our entire sales
01:46:21.951 --> 01:46:23.689 organizations effort.
01:46:23.799 --> 01:46:28.276 And then the entire development team, project management, team,
01:46:28.276 --> 01:46:32.404 OPS team, everybody else that it takes to execute on those
01:46:32.404 --> 01:46:36.741 $234,000 worth of projects over the next few months to finish
01:46:36.741 --> 01:46:40.589 those projects to make that $50,000 in project profit.
01:46:41.709 --> 01:46:44.885 We're literally going to collect that without having to do any
01:46:44.885 --> 01:46:47.759 work every single month, just from those eight projects.
01:46:47.769 --> 01:46:53.985 Imagine 6 to 9 to 12 months from now when we've closed 20304050
01:46:53.985 --> 01:46:54.859 projects.
01:46:55.389 --> 01:46:59.164 How much profit we can help bring in to fund the development
01:46:59.164 --> 01:47:03.125 of Phoenix to fund AI, to fund Seth, to fund react, to fund all
01:47:03.125 --> 01:47:06.776 the development and all the stuff that we want to do, that
01:47:06.776 --> 01:47:10.489 we're being held back on just because of the profitability.
01:47:11.459 --> 01:47:14.869 That's what this model's gonna be able to do for us, anyway.
01:47:14.879 --> 01:47:15.449 That's all I got.
01:47:16.569 --> 01:47:18.279 OK, we'll perfect timing.
01:47:18.549 --> 01:47:21.119 Thank you guys and thanks everybody for joining.
01:47:22.069 --> 01:47:25.360 It's a long three day weekend, so I hope everyone has an
01:47:25.360 --> 01:47:28.939 awesome, safe weekend and we'll see you back here on Tuesday.
01:47:29.229 --> 01:47:30.359 Wait, can I see something?
01:47:29.329 --> 01:47:29.719 Bye for now.
01:47:29.839 --> 01:47:31.059 Bye.
01:47:30.699 --> 01:47:31.699 Wait, wait.
01:47:30.889 --> 01:47:31.949 Yeah, yeah, feel free.
01:47:32.509 --> 01:47:35.479 Thank you all speakers, I know I was obnoxious this week.
01:47:35.489 --> 01:47:39.800 I really appreciate all the work you put in and I really
01:47:36.919 --> 01:47:37.879 God, you were.
01:47:39.800 --> 01:47:40.859 appreciate it.
01:47:40.569 --> 01:47:41.469 We love you, Sydney.
01:47:40.869 --> 01:47:42.559 You guys, you guys did great.
01:47:42.569 --> 01:47:45.339 Thank you so much and I know it was extra work, so I appreciate
01:47:45.339 --> 01:47:45.469 it.
01:47:46.039 --> 01:47:49.655 And Brandon, Brandon, sorry for asking you where you're laughing
01:47:46.099 --> 01:47:47.489 Just jokes, Sydney.
01:47:49.655 --> 01:47:49.989 about.
01:47:49.999 --> 01:47:53.260 I was trying to laugh visibly about several things after that,
01:47:53.260 --> 01:47:54.399 so that I think right.
01:47:56.129 --> 01:47:57.719 No, no problem.
01:47:56.659 --> 01:47:57.289 But yeah.
01:47:57.299 --> 01:48:00.149 Hey, I hope you guys have an awesome weekend.
01:48:00.219 --> 01:48:01.529 Thanks for all the hard work.
01:48:01.629 --> 01:48:02.839 It's very much appreciated.
01:48:02.959 --> 01:48:06.119 See you on Monday, Tuesday. Ciao.
01:48:03.839 --> 01:48:05.239 You guys have a great weekend.
01:48:05.979 --> 01:48:06.439 Thanks, al.
01:48:06.969 --> 01:48:08.239 Thank you. Bye.
01:48:07.169 --> 01:48:07.800 I E.
01:48:08.609 --> 01:48:08.779 But.
01:48:09.849 --> 01:48:10.309 Hi everybody.
01:48:09.929 --> 01:48:10.679 Thank you. Bye.
01:48:11.669 --> 01:48:11.879 Thanks.