Latest / BREAK/FIX the Motorsports & Vehicle Enthusiast Variety Show / Digital Twins for Software Defined Cars

Transcript

Digital Twins for Software Defined Cars · BREAK/FIX the Motorsports & Vehicle Enthusiast Variety Show

• 0:00
  John Summers is the motoring historian.
• 0:02
  He was a company car thrashing technology sales rep that turned into a fairly inept
• 0:07
  sports bike rider hailing from California.
• 0:10
  He collects cars and bikes built with plenty of cheap and
• 0:12
  fast and not much reliable.
• 0:15
  On his show, he gets together with various co-hosts to talk about new
• 0:18
  and old cars driving motorbikes, motor racing, and motoring travel.
• 0:35
  Good day.
• 0:36
  Good morning, good afternoon.
• 0:37
  It is John Summers the motoring historian.
• 0:40
  Scalable digital twins for software defined vehicles.
• 0:47
  What does that even mean?
• 0:48
  You might say, and if you've not been listening to these ones
• 0:51
  that I've done that are about the software defined car or.
• 0:55
  AI State of the nation.
• 0:57
  This is kind of A-T-L-D-R on those, or a bit of a bolt on onto those.
• 1:01
  It's the same speaker series that I've been to down there in, uh, in Silicon
• 1:06
  Valley, organized by the Society of Automotive Engineers and Dr. Beaker.
• 1:11
  So thank you again.
• 1:12
  Spend for inviting me the speaker, this time with these guys remote labs.
• 1:18
  I mean, I'll add the link and, and so on, so you can have a, have a little look
• 1:22
  at who they are and and what they do.
• 1:24
  But, but fundamentally, all of the speakers in this series have been people
• 1:29
  who, organizations, companies that are involved in, you know, the building blocks
• 1:35
  of the new software defined vehicle.
• 1:38
  And I think the software defined vehicle is the end of.
• 1:41
  Cars as being something that's about freedom, and it's the beginning of
• 1:45
  being something which is as, uh, the McKinsey guy said in a, the software
• 1:49
  defined car presentation that I went to.
• 1:51
  It makes the car an edge of cloud device.
• 1:54
  It makes it like your phone.
• 1:56
  It means that there's some compute on your phone, you know,
• 1:59
  you can download stuff to it.
• 2:01
  There's some computing power on it, but most of your phone's functionality
• 2:05
  comes via its connectivity to the cloud.
• 2:08
  And the wonderful engineering integrity that tomorrow's cars are gonna have,
• 2:14
  that's going to come from the cloud.
• 2:17
  It's not gonna come from the piece of hardware that's sitting on your driveway.
• 2:21
  So if you think of it a hundred years ago, Fred and Orie, Dusenberg created
• 2:26
  the very best machine they could.
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  And when you drove it off the forecourt, it was yours completely.
• 2:33
  It was yours.
• 2:34
  It was your domain.
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  Now.
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  It's not, is it?
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  I mean, you might pay for it.
• 2:40
  You probably don't even own it outright.
• 2:42
  You're probably leasing it, but even if you do pay for it outright.
• 2:47
  What we're now talking about is over the airwaves upgrades.
• 2:51
  You know, the, you are a light at night sleeping and you know, your Tesla
• 2:56
  gets an upgrade so it can recharge its batteries that much faster.
• 3:00
  This is the world of the 21st century.
• 3:04
  Oh yes.
• 3:05
  So it means that the car that you.
• 3:07
  Off the driveway in the morning is actually not the same as the one that
• 3:12
  you parked in the driveway the night before and you don't have any idea
• 3:16
  what changes may have been made to it.
• 3:19
  So I don't want to be all dystopian about over the airwaves upgrades, but fuck's
• 3:25
  sake, just gimme the keys and let me go.
• 3:28
  It's about freedom.
• 3:29
  It's about freedom.
• 3:30
  It's not about a connected device.
• 3:34
  And I'm sorry, sir, I can't, I'm sorry, sir. You're gonna have to go through
• 3:38
  the touch screen and I'm, I'm sorry sir, are you sure you want to shut me down?
• 3:42
  Yes.
• 3:43
  I'm really, I'm sure I want to shut you down and flush you down the loo
• 3:48
  any car that makes me wanna communicate with it through the touch screen.
• 3:54
  I know Tesla are big into this, right?
• 3:56
  I've not really experienced a car that's got it.
• 3:59
  Of course, it's much cheaper if you can just have a button on a, in
• 4:03
  a piece of software than a button on a real dashboard, isn't it?
• 4:06
  So that's clearly the thinking behind it.
• 4:08
  Oh, the design's so clean.
• 4:09
  The Tesla will tell me, I say balls to that.
• 4:13
  It's all about making it cheap.
• 4:15
  A furious driving.
• 4:16
  A YouTuber who I follow recently reviewed a Geely, which is being sold in Britain.
• 4:22
  Of course it's being sold a great price, tons of content, but everything has
• 4:26
  to be run through the screen and, and I was amused that as he was trying to
• 4:31
  like toggle to turn off the annoying lane assist thing that was trying to put
• 4:36
  him into the hedge of the country road that he was driving along as he was.
• 4:40
  Toggling to try and turn that off.
• 4:42
  The car was getting crossed with him because it detected
• 4:44
  his eyes weren't on the road.
• 4:46
  I'm just like, you machines can all get in the fucking sea.
• 4:51
  You can all get in the sea, right?
• 4:53
  The car just needs to do what you tell it to like a hammer.
• 4:57
  You tell it go, it goes.
• 4:59
  I actually think I wrote an article about this some years ago.
• 5:02
  I actually think the cusp for this change was in the eighties and the nineties.
• 5:07
  So in other words, you know, my, uh, 95 Mustang with no a, b, s and
• 5:12
  no traction control free as a bird.
• 5:15
  Wrap around a lamppost if you want.
• 5:17
  It's not gonna stop you.
• 5:18
  The oh one car that I have, although his characters completely the same, feels
• 5:22
  exactly the same to drive the A BS and the traction control mean that there
• 5:28
  is a committee of electronic nannies.
• 5:32
  And I'll attribute that to Jeremy Clarkson, that's how he described it.
• 5:36
  A committee of electronic nannies that have to approve what you
• 5:41
  are doing before it happens.
• 5:42
  You push the throttle and the car's like, Hmm, let me see,
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  is there gravel on the road?
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  Oh, you've got a live axle.
• 5:48
  What might No.
• 5:49
  Right.
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  No, that's not free.
• 5:55
  But anyway, I didn't sit down and do this recording to get up on my fuck
• 6:02
  the software defined car soapbox.
• 6:04
  No, I didn't do that at all.
• 6:06
  No.
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  I hit the record button here so that we can all know exactly what stage we're at.
• 6:12
  Blow by blow as driving is being de invented.
• 6:16
  So scalable digital twins for software defined vehicles.
• 6:21
  What in the actual F does that mean?
• 6:25
  What it means is these guys remote labs, have a software product or
• 6:31
  a suite of software products which replicate in a virtual form components,
• 6:39
  which haven't yet been developed.
• 6:41
  So let's say that it's your job to develop the suspension system
• 6:45
  for the new pulse star, whatever.
• 6:47
  And in order for you to develop the suspension system, you have
• 6:51
  to know what the brakes look like.
• 6:52
  But the brake guys haven't yet designed their brake rotor, so you
• 6:57
  can't do any engineering around it.
• 6:59
  So what this leads to in traditional car development.
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  Is, you know, if it takes five years to develop the car, like halfway through year
• 7:07
  four, everyone finishes what they're doing and then you have what they're calling
• 7:12
  integration hell, where you guess that the brake rotor was gonna be one size and
• 7:17
  actually it's a different size from that, and now you solution for the suspension
• 7:23
  doesn't work properly, except it's not.
• 7:25
  Physical components that we are waiting on here, is it, it's not, it's not like,
• 7:30
  oh, we're waiting for Brembo to cast us.
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  The brakes.
• 7:33
  Like what are they gonna do us?
• 7:35
  Those new chuff D rotors?
• 7:36
  No, no, it's not that.
• 7:38
  And that's perhaps what was most depressing about this.
• 7:41
  Presentation, although it was the, although we talked about cars the
• 7:44
  whole time, we weren't talking about actual cars and engineering.
• 7:48
  We weren't talking about the traditional stuff of automotive engineering.
• 7:52
  We were talking about software, and that's really what we're talking about here.
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  That until the body control people have written their software properly, the
• 8:02
  HVAC entertainment people can't write their piece of, of software properly.
• 8:10
  So remote if labs, what we are creating is, uh, virtual bits of
• 8:16
  infrastructure to allow testing.
• 8:18
  What this means is that testing can take place much sooner in the cycle.
• 8:23
  So they have this cool little graphic, which basically, you know, you look at
• 8:26
  the graphic and you understand completely what it is they're doing, is that they've
• 8:29
  got all these like silos and all of the silos are working independently
• 8:34
  to go and create the final car.
• 8:36
  And this leads to this integration.
• 8:37
  Hell, well now, because everyone can virtualize what each other are doing, the
• 8:43
  integration takes place at the beginning.
• 8:45
  So their integration is super smooth, and they had like a red, jagged graph
• 8:50
  and then a nice smooth green one.
• 8:52
  They were, they were Swedish by the way.
• 8:54
  Um, two sort of middle-aged guys, but both of them.
• 8:59
  Looking very valley on brand, I would say so, although my age older than than me.
• 9:06
  Um, they were t-shirts and, and they were trendy genie kind of trousers and,
• 9:11
  you know, flat canvassy kind of shoes.
• 9:14
  You know, these dudes, you know, you wouldn't confuse this guy with the CEO
• 9:18
  with British Steel, you know what I mean?
• 9:20
  These are not.
• 9:21
  The traditional people who you would see as suppliers to the automotive industry,
• 9:26
  although they do very much fit in with, you know, the way that valley people walk
• 9:32
  and talk, and valley people and all of the car makers have a presence in the valley.
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  And all of these software defined car efforts are, are led by Valley
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  people with this kind of Palo Alto.
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  Aesthetic.
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  I wrote, what is being pitched here is integration testing the path to
• 9:49
  a product with over the airwaves.
• 9:52
  Upgrades is shorter and smoother.
• 9:55
  So I also wrote down that this isn't car way development.
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  It, it's about.
• 10:00
  Management of a software stack, the it's ECMs, it's GPUs, it's the
• 10:06
  stuff that Nvidia hasn't bought because you know the crypto miners
• 10:10
  have got it instead, kind of thing.
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  It's those kind of products that we are needing to virtualize.
• 10:17
  It is not the sort of suspension and brake components, which I was thinking about.
• 10:22
  And in fact, at no point.
• 10:23
  In the presentation, did we talk about anything but might be considered
• 10:28
  traditional automotive engineering, and I really need to have you sort of stop.
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  And let that sink in to see how completely the car has become a mobile phone.
• 10:40
  Because even the suspension and the brakes, all of that shit can
• 10:43
  be controlled by the brain, right?
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  So if you want the car to have better suspension, well it can just move the
• 10:50
  active ride, you know, different way.
• 10:51
  And that's how the direction in in which we're going here.
• 10:56
  Not only are we not talking about those suspension and break and those kind
• 11:01
  of traditional automotive components, not only are we not talking about
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  them for examples, those things are rather like nuts and bolts.
• 11:10
  Now, the design of them, it hasn't been perfected, but the design of them is
• 11:15
  sufficiently well understood that we know that if we want of a particular
• 11:20
  high quality, we have to pay for an extra kind of alloy and we have to.
• 11:25
  Pay for it to be machined in a certain way, to have a nice flange
• 11:29
  on it and to have a hex head on it.
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  Whereas if we don't care, we could just rattle 'em out like they do
• 11:35
  carpentry nails where they're just cast out of pig iron and they bend.
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  So what?
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  You just chuck it away and have another kind of thing.
• 11:43
  So that's a sea change that it's the end of cars.
• 11:51
  As we've known them in the 20th century, right?
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  It's the end of there actually being something to talk about around the
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  business of motivating the card down the road and allowing it to
• 12:05
  negotiate bumps better or be easier to repair or all, all of that stuff.
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  None of that was remotely considered by these guys.
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  In this presentation, it's all about integration of
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  different software products.
• 12:22
  So of course what it means is that.
• 12:24
  Testing in future is gonna involve a blend of actual components and virtual
• 12:32
  components, and I've been unable to shake this thought at the, since
• 12:38
  the, in the day since I went to the presentation that the morning before I
• 12:42
  entered the presentation, I was chatting with somebody about the Mary Rose.
• 12:47
  If you are English, you'll know what the Mary Rose is.
• 12:50
  If you're not, you won't.
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  It was King Henry VII's, top quality warship.
• 12:55
  You know, it was the weapon of mass destruction of the day, and as with so
• 12:59
  many of things, it had a Titanic like sinking experience because it's made
• 13:05
  of wood, so it rotted away, right?
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  Anyway.
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  Docks in Southampton.
• 13:10
  Portsmouth got a new display and the historian that I was chatting to had
• 13:15
  recently been to it, and he talked about how it was awesome because
• 13:20
  what they'd done was they'd taken things that were really there, like
• 13:24
  pewter vases, and then put black plastic where the handle had been.
• 13:31
  If the handle had gone broken off, they put black plastic on there so
• 13:34
  you could see what was original.
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  And you could see what they modeled so that you could see what this
• 13:41
  thing looked like actually in context rather than it just being a crappy
• 13:45
  piece of meaningless broken pottery.
• 13:48
  As students used to say to me when we walked around the forum,
• 13:50
  what's this building site?
• 13:52
  Yeah, exactly.
• 13:53
  What's this construction zone?
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  That's what the forum looks like because it's just a piece of broken pottery.
• 13:59
  They've not thought to contextualize it within its place, not just on a table,
• 14:05
  not just in a vase, on a table, but on the Merry rose and as part of Henry vii.
• 14:12
  It's warship and not just as part of Henry VII's warship, but as part of
• 14:17
  everything that Henry VIII himself symbolized as, you know, the end of the
• 14:22
  wars of the Roses and what he symbolizes as a, you know, historical figure today.
• 14:27
  Right?
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  All of those things can come from that one piece of pottery to me.
• 14:34
  We're in a place where the testing is gonna take place on the fragment of vials.
• 14:40
  That's the actual thing that each siloed engineering team is working
• 14:45
  on and their testing environment is going to be completely virtual.
• 14:50
  This boggles the mind a little bit, right?
• 14:52
  'cause the whole thing about a test is the, the way things work in
• 14:55
  theory and the way things work in practice is completely different.
• 14:58
  And now what we're having is a system of virtual testing.
• 15:03
  So we're gonna test in a not real world environment, how can that be testing?
• 15:09
  The whole thing about testing is it takes place in the, in the real world.
• 15:12
  Well, you say, well, uh, the founder of remote Labs would probably have said,
• 15:16
  well, this, the, the integration testing would still take place at, at the end.
• 15:22
  We just allow you to speed up the testing.
• 15:25
  Process there.
• 15:27
  So integration testing from day one.
• 15:29
  You know, I talked about the silos and I talked about the information flowing
• 15:33
  from the silos straight away rather than, you know, integration testing out of the
• 15:38
  box, a full integration testing system.
• 15:41
  So that now we're getting to the stage of, yeah, yeah.
• 15:44
  All right.
• 15:44
  I know that, you know, you're gonna fill me up with burger and fries,
• 15:48
  but when I'm actually at the counter ordering, how does, how does that work?
• 15:52
  What does the Happy Meal look like?
• 15:54
  How much is the big back and fries versus the quarter pound?
• 15:57
  So that all seemed to be in comparison to other software.
• 16:03
  Define vehicle AI kind of companies.
• 16:06
  This all seemed more baked, to be honest.
• 16:09
  Um, I've not been to their website and looked, they only talked about
• 16:12
  having one client who seemed to be polestar based upon the sample
• 16:16
  names in, in their presentation.
• 16:18
  But it does seem like if you approach them.
• 16:22
  You wouldn't be a prototype site for them.
• 16:25
  If you approach them and engage them, they have something which is out of the box.
• 16:30
  And that brings me back to that phrase that I've used a couple of times before.
• 16:34
  But I find it helpful to think with these kind of mnemonics to get my head around
• 16:38
  what, what's really happening here.
• 16:40
  The path to a product with over the airwaves upgrades is shorter and smoother.
• 16:46
  That's what they're doing.
• 16:47
  That's what they're trying to do.
• 16:48
  And the fact that there are so many automotive makers who want that, who
• 16:54
  that's a compelling problem to be solved for, or the fact that there's anybody
• 16:58
  out there that these guys feel they're comfortable pitching that message.
• 17:03
  That is what's interesting.
• 17:04
  You know, if there's a guy outside a stadium selling hot dogs, he might not
• 17:08
  be selling any hot dogs, but the fact that he's there says something about
• 17:11
  the fact that there might be demand.
• 17:13
  That's what.
• 17:13
  So wrote here, the traditional automotive engineering is going the
• 17:18
  way of steam locomotive engineering.
• 17:20
  I have a biography of Sir Nigel Gresley up on my bookshelf there.
• 17:25
  And you know, in the first half of the 20th century he was like an Adrian
• 17:28
  Newey kind of a figure in terms of steam engine design and engineering.
• 17:36
  Nobody's fucking heard of him now have they?
• 17:38
  Was my thought.
• 17:39
  You know, in the Mallard, the steam engine that did 120 miles an hour, I mean.
• 17:45
  It's an awesome thing, but it's really right back there with
• 17:48
  the spinning Jenny, isn't it?
• 17:51
  And it, it was, even when I was a boy growing up, you know, in the seventies and
• 17:54
  the eighties, you know, the mallard and steam power, it was something of the past.
• 17:59
  It was already historicized.
• 18:01
  Right.
• 18:01
  And that's why I'm using that, that example because you know, well it's
• 18:06
  like a Lamar winning car, isn't it?
• 18:07
  No.
• 18:07
  Or a Formula One car no longer does it win it.
• 18:10
  No sooner does it win its last race, then it immediately becomes a museum
• 18:14
  piece and the technology moves on and, and I suppose I hadn't anticipated
• 18:21
  as part of this software defined car revolution that we were gonna lose.
• 18:25
  People like Adrian Newey, there were gonna be no Adrian Newey in the
• 18:29
  future because those kind of brains just weren't gonna be interested in
• 18:32
  designing cars because we've done that just like the zeitgeist has moved on.
• 18:38
  And a brilliant brain like son Nigel Gresley would not have been involved in.
• 18:43
  I hope I've made my point there.
• 18:47
  One interesting thing that he did say, and, and this is an interesting facet
• 18:52
  of these presentations, is that quite often the most interesting part of the
• 18:57
  evening are the question, but quite often I would say for every one question that's
• 19:02
  really compelling and leads to a pearl of wisdom that makes you really glad
• 19:07
  that you came, that pearl alone would've been worth the evening out of the house.
• 19:11
  Kind of that's offset by the fact that.
• 19:14
  Uh, maybe it's the engineering audience, although I find the same happens with
• 19:17
  historians and social scientists, but somebody takes you down this boring
• 19:22
  rat hole and I just chewed out and I can find it hard to tune back in.
• 19:27
  Even if the presenter's answer is, is a compelling one.
• 19:30
  But one point that he made was the Westerners like bespoke
• 19:37
  performance solutions, whereas.
• 19:40
  Chinese engineers will make do with.
• 19:44
  Off the shelf components and we'll integrate that.
• 19:48
  And I think that's a really interesting philosophy.
• 19:52
  Now I am replaying it.
• 19:54
  I wonder if, if you listen to the presentation that I did with lio that
• 19:59
  was about the history of Leadar or looked at, you know, where we are with our
• 20:04
  development or where we were, you know, 18 months ago or whenever I, whenever I
• 20:07
  went to that, I was struck there by how.
• 20:11
  The Leadar developers were all in bed with one particular German company, and
• 20:16
  it made me wonder how political Tesla's public rejection of Leadar was and how
• 20:22
  the German's embrace of Leadar was perhaps a, you know, less about the technology
• 20:27
  and more as desperate attempt to give themselves some differentiation from
• 20:31
  this aggressive new player in the market.
• 20:34
  It's a very cynical thought, but now I've said it out loud again.
• 20:38
  Feel that it's really not unlikely that that's the case, especially given that,
• 20:44
  you know, German autonomous cars are meant to operate at 150 miles an hour.
• 20:49
  You know, a much higher level of veracity.
• 20:54
  If that's the right word.
• 20:55
  It's not, they basically have to have, be high quality, just like
• 20:58
  an A MG Benz is designed to do 150 miles an hour on the autobar with
• 21:03
  five people and their luggage in it.
• 21:05
  Other cars aren't designed to that kind of standard.
• 21:08
  The same thing's going on here, I think perhaps with Leadar design, so
• 21:13
  perhaps that's why Westerners like.
• 21:17
  Bespoke performance solutions and the Chinese are, you know, more ready to make
• 21:23
  do, maybe it's not a cultural thing, maybe it's a price point and marketing thing.
• 21:28
  Maybe Stellantis are gonna be doing something which is more, you
• 21:32
  know, off the shelf and integrate.
• 21:34
  Although interestingly, I do remember the Val guy saying that Stellantis.
• 21:40
  Wanted to take all of their, if you like, the firmware, remember if you
• 21:43
  listed their Leadar presentation, they were like, some people just
• 21:47
  want to take the Leadar device.
• 21:50
  Other people want to take the Leadar device, the hardware,
• 21:53
  but they also want to take our.
• 21:55
  Kind of bespoke software.
• 21:58
  Our, our like firmware almost, or our interpreter.
• 22:02
  In other words, we got some stuff programmed in that.
• 22:05
  Let you say like, if it's got small and four legs, it's a dog.
• 22:08
  If it's large and four legs, it's a cow.
• 22:11
  If it's, you know, got two wheels, it's a bicycle.
• 22:14
  So in other words, your device, your ai, you know, your ECM doesn't need to have
• 22:19
  the horsepower because we are already doing some pre interpretation for it.
• 22:25
  If that makes sense.
• 22:27
  I'm not sure how clear my point here is is, but I suppose what I'm trying to
• 22:31
  say is that traditionally the Germans used to charge more for a premium
• 22:36
  product because it drove better, right?
• 22:38
  It, it was better to sit in, it went around corners better, accelerated faster.
• 22:43
  It had a high top speed.
• 22:44
  You know, when you were on the freeway it was quieter.
• 22:47
  You know, there were those kind of very ta.
• 22:49
  There were those kind of.
• 22:50
  Of reasons and the whole, the whole world of car magazines and journalism and what
• 22:55
  was a good car and what was a bad car, and what impressed people in the company
• 23:00
  car park and all of that stuff was all wrapped up with that kind of performance.
• 23:05
  And I, I wonder if.
• 23:07
  The Germans aren't trying to do the same thing with their techno functionality.
• 23:13
  I mean, BMW definitely seem to be, don't they?
• 23:15
  Perhaps, uh, perhaps it's a statement of the obvious.
• 23:17
  Perhaps that's what they are trying to do, and perhaps the motive guy
• 23:21
  by saying Westerners like bespoke performance solutions and, and the
• 23:25
  Chinese are more happy to make, do with off the shelf solutions and integrate.
• 23:30
  Perhaps that's just a different way of, of saying that.
• 23:37
  One question was about what actually is spat out of a simulation?
• 23:42
  So what kind of rapport was it?
• 23:44
  I can't remember what the answer was, but I, I just thought that illustrates
• 23:50
  that kind of a, I'm at the counter, I've ordered a burger and fries.
• 23:55
  When the burger and fries come, what do they look like?
• 23:57
  You know?
• 23:58
  Am I getting a tray?
• 24:00
  Is it wrapped?
• 24:00
  Am I gonna need a napkin?
• 24:02
  Am I, you know, that's the stage that the audience are at
• 24:07
  with this kind of technology.
• 24:08
  They're not blown away by the concept of this.
• 24:12
  They're like, no, no.
• 24:13
  I, I, I get the burger and fries.
• 24:15
  I get the fast food.
• 24:16
  You know, I get that.
• 24:18
  I, I'm interested in whether or not there's gerkin and
• 24:21
  is the coffee free or not?
• 24:22
  That's where the audience were thinking.
• 24:29
  So I think the final point that came out of the questioning was
• 24:34
  from like an old coup at the front.
• 24:36
  And you've gotta believe when you go to one of these events
• 24:38
  in Silicon Valley, some old coup wearing a hoodie at the front.
• 24:41
  I mean, he could be a partner, uh, a Silicon Valley VC firm.
• 24:46
  'cause the VC guys, if, if, if you don't know the way Silicon Valley's
• 24:50
  laid out, if you've come from like the city, London, or you know, any kind
• 24:55
  of a European financial center, it's.
• 24:57
  Kind of weird.
• 24:58
  Firstly, because the valley's all like low rise.
• 25:01
  And secondly, when you realize that not only is Stanford the model for all the
• 25:06
  tech campuses, so all the tech campuses feel like Stanford's campus, which is
• 25:11
  a bit weird because it means that all of these people who like left Stanford
• 25:15
  and went to Google or left Stanford and went to Apple, they went from one
• 25:18
  place where they worked with a bunch of people who were exactly like them.
• 25:22
  Riding round on bikes at a really nice campus to another place
• 25:25
  that looked exactly like that.
• 25:27
  And the only difference was how much you got.
• 25:28
  I mean, Berkeley's not like that.
• 25:30
  Berkeley felt like Leeds.
• 25:31
  It felt like a gritty educational institution that had been
• 25:36
  there for a hundred years.
• 25:37
  Stanford does not feel that way at all, and one of the weirdnesses of Stanford
• 25:43
  is the road connecting it to the freeway.
• 25:47
  Is venture capital central or the venture capital firms that you've heard of in
• 25:53
  association with funding, either early stage startups or late stage ones?
• 25:58
  They're all right there.
• 26:00
  On that drag, it's a bit like the first time you work the city of
• 26:02
  London and you realize that you really can do one meeting and it
• 26:07
  really is just gonna be five minutes round the corner to another meeting.
• 26:10
  So you can literally book meetings every hour and not be laid.
• 26:15
  The question this older bloke in a hoodie asked was, um, around
• 26:22
  what actually is the main.
• 26:25
  I can't remember how he framed it, but basically he was like, what's the
• 26:28
  biggest cock block to getting adopt?
• 26:30
  And they said political resistance within the organization.
• 26:35
  And he said, you know, because it's such a revolutionary approach, but if
• 26:38
  you just stop and think about that, that is a total showstopper, isn't it?
• 26:44
  Because at the moment if the head of silo A, the head of Silo B and the head of Silo
• 26:49
  C, they might have gripes with each other.
• 26:53
  But they each have their own process, which they've been following
• 26:59
  and has been working just fine.
• 27:01
  And when you rock up and say, yeah, now you guys are gonna
• 27:04
  have to share from the beginning.
• 27:05
  So that means that right from the start, I'm trying to design my brake rotor.
• 27:10
  But I've gotta have meetings with you so that I get some idea of what your
• 27:14
  suspension looks like so that I can already begin integration testing.
• 27:19
  I mean, it just feels like, you know, we, we had a process that was working and
• 27:23
  now you've come along and changed it all.
• 27:25
  And I think the, that for me was a reminder of what it's like to actually
• 27:31
  sell these kind of software products.
• 27:33
  Is that.
• 27:34
  In the kind of safe environment of that kind of presentation, the
• 27:40
  concept seems awesome, revolutionary compelling, but when you actually meet
• 27:47
  the reality of those three silos now, or having to work together and work
• 27:53
  in a completely different way, I feel like whatever efficiencies you might
• 27:58
  gain could easily be lost in like the re-imagining of the whole process.
• 28:03
  And certainly there would be significant productivity losses, you know, as
• 28:09
  ever, whether there is in these kind of software products, in the actual
• 28:12
  integration and training and setup and persuading people to use itness of it all.
• 28:19
  So to conclude, these remote guys seemed to have a product which was
• 28:23
  highly baked, and it definitely seemed to have a need, which.
• 28:28
  Was developed well based upon the questions that were asked.
• 28:33
  You know, the people asking questions, they weren't being like,
• 28:37
  well, is it even gonna fill me up?
• 28:39
  They were asking questions like, I, I want fries with that.
• 28:42
  When's the McFlurry coming?
• 28:44
  You know, those were the kind of questions that the audience were asking, but.
• 28:50
  You've still got this like hugely disruptive kind of process.
• 28:56
  So you know, for me, if I put my software sales guy hat on for the next
• 29:02
  interview, I would've really wanted to talk to some customers and I would've
• 29:07
  really wanted a warm feel that they weren't just in bed with one company.
• 29:11
  Because that was my worry that the, and I, I should go to their website and have
• 29:15
  a look around, and I might be misleading you with this, but you know, you don't
• 29:19
  want a situation where they're only in bed with one company and they're completely
• 29:24
  in lockstep with what they're doing.
• 29:26
  So you, as a sales person, you can't really sell the product to
• 29:29
  anybody else because it's like left handed scissors, you know, only
• 29:33
  works for 10% of the population.
• 29:35
  Thank you.
• 29:36
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• 29:47
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