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Retail AI Is Moving Fast. Most Companies Aren’t Ready | Spotlight Series · Omni Talk Retail

• 0:08
  This
• 0:08
  Retail
• 0:08
  Technology
• 0:09
  Spotlight
• 0:09
  series
• 0:10
  podcast
• 0:10
  is
• 0:10
  brought
• 0:11
  to
• 0:11
  you
• 0:11
  by
• 0:11
  the
• 0:11
  Omnitalk
• 0:12
  retail
• 0:12
  podcast
• 0:13
  network.
• 0:14
  OpenAI
• 0:14
  is
• 0:14
  kind
• 0:15
  of
• 0:15
  Pandora's
• 0:15
  box
• 0:16
  to
• 0:16
  taking
• 0:16
  that
• 0:16
  same
• 0:17
  approach
• 0:17
  that
• 0:17
  we've
• 0:17
  gotten
• 0:18
  by
• 0:18
  with
• 0:18
  for
• 0:18
  the
• 0:18
  past
• 0:19
  25
• 0:19
  years
• 0:19
  and
• 0:20
  just
• 0:20
  putting
• 0:20
  it
• 0:20
  on
• 0:20
  steroids.
• 0:21
  You
• 0:22
  have
• 0:22
  a
• 0:22
  whole
• 0:22
  bunch
• 0:22
  of
• 0:22
  different
• 0:22
  UI
• 0:23
  interfaces,
• 0:23
  a
• 0:23
  whole
• 0:24
  bunch
• 0:24
  of
• 0:24
  different
• 0:24
  prompts,
• 0:24
  a
• 0:24
  whole
• 0:25
  bunch
• 0:25
  of
• 0:25
  different
• 0:25
  logic.
• 0:25
  The
• 0:26
  duct
• 0:26
  tape
• 0:26
  use
• 0:26
  of
• 0:27
  Excel
• 0:28
  that's,
• 0:28
  you
• 0:28
  know,
• 0:28
  hampered
• 0:29
  the
• 0:29
  industry
• 0:29
  for
• 0:29
  so
• 0:29
  long
• 0:30
  could
• 0:30
  actually
• 0:30
  become
• 0:30
  magnified.
• 0:32
  Even
• 0:32
  when
• 0:32
  they
• 0:32
  go
• 0:32
  from
• 0:33
  A
• 0:33
  to
• 0:33
  E
• 0:33
  on
• 0:33
  their
• 0:34
  own,
• 0:34
  they're
• 0:34
  going
• 0:34
  to
• 0:34
  get
• 0:34
  varying
• 0:35
  results.
• 0:35
  It
• 0:35
  does
• 0:36
  become
• 0:36
  a
• 0:36
  mess.
• 0:36
  And
• 0:37
  so
• 0:37
  now
• 0:37
  you're
• 0:37
  introducing
• 0:38
  that
• 0:38
  human
• 0:38
  variability
• 0:39
  into
• 0:39
  your
• 0:40
  system
• 0:40
  design.
• 0:41
  Send
• 0:42
  us
• 0:42
  your
• 0:42
  messy
• 0:42
  data
• 0:42
  and
• 0:43
  we'll
• 0:43
  see
• 0:43
  what
• 0:43
  we
• 0:44
  can
• 0:44
  do
• 0:44
  with
• 0:44
  it
• 0:44
  in
• 0:44
  just
• 0:44
  a
• 0:44
  week.
• 0:45
  Hello,
• 0:46
  everyone.
• 0:46
  I
• 0:46
  am
• 0:46
  Chris
• 0:46
  Walton,
• 0:47
  your
• 0:47
  host
• 0:47
  for
• 0:47
  today's
• 0:48
  interview
• 0:48
  and
• 0:48
  interview
• 0:49
  in
• 0:49
  which
• 0:49
  we
• 0:49
  are
• 0:49
  going
• 0:50
  to
• 0:50
  explore
• 0:50
  the
• 0:51
  question
• 0:51
  that
• 0:51
  is
• 0:51
  undoubtedly
• 0:52
  on
• 0:53
  so
• 0:53
  many
• 0:53
  retail
• 0:54
  executives
• 0:54
  minds
• 0:55
  right
• 0:55
  now.
• 0:56
  That
• 0:56
  feeling
• 0:57
  or
• 0:57
  that
• 0:58
  question
• 0:58
  of,
• 0:59
  yes,
• 0:59
  God
• 1:00
  darn
• 1:00
  it,
• 1:00
  I
• 1:00
  believe
• 1:00
  in
• 1:01
  the
• 1:01
  power
• 1:01
  of
• 1:01
  AI,
• 1:02
  so
• 1:02
  why
• 1:02
  shouldn't
• 1:03
  I
• 1:03
  just
• 1:03
  empower
• 1:03
  my
• 1:03
  teams
• 1:04
  to
• 1:04
  figure
• 1:04
  out
• 1:04
  how
• 1:05
  to
• 1:05
  harness
• 1:05
  AI
• 1:06
  themselves?
• 1:07
  Because
• 1:07
  I
• 1:08
  know
• 1:08
  if
• 1:08
  I
• 1:08
  was
• 1:08
  still
• 1:08
  an
• 1:08
  executive,
• 1:09
  I
• 1:09
  would
• 1:10
  be
• 1:10
  fighting
• 1:10
  or
• 1:10
  even
• 1:11
  fulfilling
• 1:11
  my
• 1:12
  urge
• 1:12
  to
• 1:12
  do
• 1:12
  just
• 1:13
  that,
• 1:13
  right
• 1:13
  or
• 1:13
  wrong,
• 1:14
  come
• 1:14
  hell
• 1:14
  or
• 1:14
  high
• 1:14
  water.
• 1:15
  So
• 1:15
  to
• 1:16
  enlighten
• 1:16
  us
• 1:16
  on
• 1:16
  the
• 1:16
  puts
• 1:17
  and
• 1:17
  takes
• 1:17
  of
• 1:17
  such
• 1:18
  an
• 1:18
  approach,
• 1:18
  I
• 1:19
  brought
• 1:19
  in
• 1:19
  an
• 1:19
  expert,
• 1:20
  Judah
• 1:20
  Berger,
• 1:20
  the
• 1:20
  AI
• 1:21
  product
• 1:21
  manager
• 1:21
  at
• 1:22
  Unframed
• 1:22
  AI,
• 1:23
  to
• 1:24
  educate
• 1:24
  me.
• 1:24
  Judah,
• 1:25
  welcome
• 1:25
  and
• 1:25
  thank
• 1:26
  you
• 1:26
  for
• 1:26
  joining
• 1:26
  me.
• 1:27
  Thank
• 1:27
  you
• 1:28
  for
• 1:28
  having
• 1:28
  me.
• 1:28
  Pleasure
• 1:29
  to
• 1:29
  be
• 1:29
  here.
• 1:29
  Yeah.
• 1:29
  All
• 1:29
  right,
• 1:30
  Judah,
• 1:30
  so
• 1:30
  let's
• 1:30
  get
• 1:30
  right
• 1:31
  to
• 1:31
  it
• 1:31
  because
• 1:31
  I'm
• 1:31
  curious,
• 1:32
  you
• 1:32
  know,
• 1:32
  I.
• 1:32
  Let's
• 1:33
  pretend,
• 1:33
  let's
• 1:33
  pretend
• 1:34
  for
• 1:34
  the
• 1:34
  sake
• 1:34
  of
• 1:35
  the
• 1:35
  argument
• 1:35
  that
• 1:35
  I'm
• 1:36
  still
• 1:36
  an
• 1:36
  executive
• 1:36
  in
• 1:36
  merchandising.
• 1:37
  I'm
• 1:37
  chopping
• 1:38
  at
• 1:38
  the
• 1:38
  bit.
• 1:38
  I'm
• 1:39
  all
• 1:39
  in
• 1:39
  on
• 1:39
  AI.
• 1:40
  I
• 1:40
  can't
• 1:41
  wait
• 1:41
  to
• 1:41
  rush
• 1:41
  into
• 1:41
  it.
• 1:41
  I
• 1:42
  can't
• 1:42
  wait
• 1:42
  to
• 1:42
  have
• 1:42
  my
• 1:42
  team
• 1:42
  come
• 1:43
  and
• 1:43
  bring
• 1:43
  me
• 1:43
  all
• 1:43
  these
• 1:43
  cool
• 1:44
  things
• 1:44
  they
• 1:44
  can
• 1:44
  do
• 1:44
  with
• 1:45
  it.
• 1:45
  I
• 1:45
  want
• 1:45
  them
• 1:46
  to
• 1:46
  just
• 1:46
  be
• 1:46
  off
• 1:46
  and
• 1:46
  running
• 1:47
  with
• 1:47
  it.
• 1:48
  What's
• 1:48
  right
• 1:48
  and
• 1:48
  wrong
• 1:49
  with
• 1:49
  that
• 1:49
  approach
• 1:49
  of
• 1:50
  this?
• 1:50
  Telling
• 1:50
  them
• 1:50
  to
• 1:51
  do
• 1:51
  what
• 1:51
  they
• 1:51
  want
• 1:51
  to
• 1:51
  do
• 1:51
  and
• 1:52
  report
• 1:52
  back
• 1:52
  to
• 1:53
  me
• 1:53
  with
• 1:53
  any
• 1:53
  efficiencies
• 1:54
  that
• 1:54
  they
• 1:54
  might
• 1:54
  find.
• 1:56
  Well,
• 1:56
  I
• 1:56
  would
• 1:56
  say
• 1:57
  first
• 1:57
  off,
• 1:57
  if
• 1:57
  that's
• 1:58
  your
• 1:58
  approach,
• 1:58
  you're
• 1:59
  actually
• 1:59
  on
• 1:59
  the
• 1:59
  right
• 1:59
  track.
• 2:00
  Okay.
• 2:01
  Yeah.
• 2:02
  So
• 2:02
  I
• 2:02
  would
• 2:02
  say
• 2:02
  ultimately
• 2:04
  it's
• 2:05
  a
• 2:05
  bottom
• 2:05
  up
• 2:05
  approach
• 2:05
  that
• 2:06
  works
• 2:06
  best
• 2:06
  for
• 2:06
  a
• 2:07
  lot
• 2:07
  of
• 2:07
  companies.
• 2:07
  But
• 2:08
  if
• 2:08
  you
• 2:08
  take
• 2:08
  a
• 2:08
  step
• 2:08
  back,
• 2:09
  there's
• 2:09
  really
• 2:09
  four
• 2:10
  approaches
• 2:10
  that
• 2:10
  you
• 2:10
  can
• 2:11
  take
• 2:11
  as
• 2:11
  an
• 2:11
  executive
• 2:12
  when
• 2:12
  it
• 2:12
  comes
• 2:13
  to
• 2:13
  implementing
• 2:14
  not
• 2:14
  just
• 2:14
  an
• 2:14
  AI
• 2:15
  solution,
• 2:15
  but
• 2:15
  really
• 2:15
  any
• 2:15
  sort
• 2:16
  of
• 2:16
  technological
• 2:17
  solution.
• 2:17
  So
• 2:18
  the
• 2:18
  first
• 2:18
  off
• 2:18
  is
• 2:19
  you
• 2:19
  have
• 2:19
  an
• 2:19
  internal
• 2:19
  build,
• 2:20
  right?
• 2:20
  This
• 2:20
  is
• 2:21
  where
• 2:21
  you
• 2:21
  have
• 2:21
  control,
• 2:21
  you
• 2:22
  got
• 2:22
  customization,
• 2:23
  you
• 2:23
  own
• 2:23
  the
• 2:23
  ip,
• 2:25
  you
• 2:25
  might
• 2:25
  be
• 2:25
  competing
• 2:26
  for
• 2:26
  talent
• 2:26
  against
• 2:27
  other
• 2:27
  companies,
• 2:27
  depends
• 2:27
  on
• 2:28
  the
• 2:28
  size
• 2:28
  of
• 2:28
  your
• 2:28
  company.
• 2:30
  But
• 2:30
  you
• 2:30
  know,
• 2:30
  there's
• 2:31
  a
• 2:31
  lot
• 2:31
  of
• 2:31
  cost
• 2:31
  involved
• 2:31
  with
• 2:31
  this,
• 2:32
  right?
• 2:32
  Like
• 2:32
  timelines
• 2:32
  can
• 2:33
  drag,
• 2:33
  the
• 2:33
  maintenance
• 2:34
  never
• 2:34
  ends,
• 2:35
  that
• 2:35
  sort
• 2:35
  of
• 2:35
  thing.
• 2:36
  The
• 2:36
  other
• 2:37
  approach
• 2:37
  that
• 2:37
  you
• 2:37
  could
• 2:37
  take
• 2:38
  is
• 2:38
  you
• 2:38
  can
• 2:38
  have
• 2:38
  a
• 2:38
  management
• 2:38
  consulting
• 2:39
  firm
• 2:39
  come
• 2:39
  in,
• 2:40
  right?
• 2:40
  This
• 2:40
  is
• 2:40
  increasingly
• 2:41
  popular,
• 2:42
  right?
• 2:42
  You
• 2:42
  got
• 2:42
  smart
• 2:43
  people,
• 2:43
  they
• 2:43
  make
• 2:43
  beautiful
• 2:44
  slides,
• 2:45
  but
• 2:45
  you
• 2:45
  know,
• 2:46
  a
• 2:46
  few
• 2:46
  months
• 2:46
  later
• 2:47
  you
• 2:47
  have
• 2:48
  a
• 2:48
  strategy
• 2:48
  and
• 2:48
  maybe
• 2:49
  a
• 2:49
  partial
• 2:49
  deployment,
• 2:50
  but
• 2:50
  then
• 2:50
  they
• 2:50
  go
• 2:50
  home
• 2:50
  and
• 2:51
  the
• 2:51
  thing
• 2:51
  breaks
• 2:52
  and
• 2:52
  then
• 2:52
  you
• 2:52
  don't
• 2:52
  have
• 2:52
  the
• 2:53
  muscle
• 2:53
  to
• 2:53
  fix
• 2:53
  it
• 2:53
  anymore,
• 2:54
  right?
• 2:54
  I
• 2:55
  used
• 2:55
  to
• 2:55
  work
• 2:55
  in
• 2:55
  that
• 2:55
  space
• 2:55
  and
• 2:56
  that
• 2:56
  is
• 2:56
  something
• 2:57
  which
• 2:57
  kind
• 2:57
  of
• 2:58
  ate
• 2:58
  at
• 2:58
  me.
• 2:58
  It's
• 2:58
  like,
• 2:58
  okay,
• 2:59
  well
• 2:59
  gave
• 2:59
  that
• 2:59
  to
• 2:59
  them
• 3:00
  and
• 3:00
  now
• 3:00
  what?
• 3:01
  Okay.
• 3:02
  The
• 3:02
  third
• 3:02
  approach
• 3:03
  is
• 3:03
  of
• 3:03
  course
• 3:03
  off
• 3:04
  the
• 3:04
  shelf
• 3:04
  software
• 3:04
  as
• 3:05
  a
• 3:05
  service,
• 3:05
  right?
• 3:05
  You
• 3:06
  know,
• 3:06
  or
• 3:06
  a
• 3:06
  no
• 3:06
  code
• 3:06
  platform
• 3:07
  or
• 3:07
  something
• 3:07
  like
• 3:07
  that.
• 3:08
  It's
• 3:08
  fast
• 3:08
  to
• 3:08
  spin
• 3:09
  up.
• 3:09
  It
• 3:09
  often
• 3:09
  demos
• 3:10
  well,
• 3:10
  it's
• 3:11
  often
• 3:11
  built
• 3:12
  for
• 3:12
  the
• 3:12
  median
• 3:13
  use
• 3:13
  case,
• 3:13
  right?
• 3:14
  Which
• 3:14
  also
• 3:14
  means
• 3:14
  that
• 3:15
  it's
• 3:15
  not
• 3:15
  built
• 3:15
  for
• 3:15
  your
• 3:16
  use
• 3:16
  case
• 3:16
  in
• 3:17
  particular.
• 3:18
  And
• 3:18
  then
• 3:18
  the
• 3:18
  moment
• 3:18
  that
• 3:19
  you
• 3:19
  needed
• 3:19
  to
• 3:19
  actually
• 3:19
  understand
• 3:20
  your
• 3:21
  SKU
• 3:21
  intelligence
• 3:22
  or
• 3:22
  whatever
• 3:22
  other
• 3:22
  retail
• 3:23
  needs
• 3:23
  that
• 3:23
  you
• 3:23
  have,
• 3:24
  your
• 3:25
  reorder
• 3:25
  rules,
• 3:26
  just
• 3:26
  your
• 3:26
  data
• 3:26
  in
• 3:26
  general,
• 3:27
  you're
• 3:27
  right
• 3:27
  back
• 3:28
  to
• 3:28
  building
• 3:28
  again
• 3:29
  and
• 3:29
  needing
• 3:29
  to
• 3:30
  kind
• 3:30
  of
• 3:30
  do
• 3:30
  that
• 3:30
  customization,
• 3:31
  which
• 3:32
  is
• 3:32
  a
• 3:32
  heavy
• 3:32
  lift.
• 3:33
  The
• 3:33
  last
• 3:34
  approach
• 3:34
  is
• 3:34
  what
• 3:34
  we
• 3:35
  do
• 3:35
  here
• 3:35
  at
• 3:35
  Unframe,
• 3:35
  and
• 3:36
  we'll
• 3:36
  talk
• 3:36
  about
• 3:36
  this
• 3:37
  much
• 3:37
  later.
• 3:38
  First
• 3:38
  we
• 3:38
  want
• 3:38
  to
• 3:38
  talk
• 3:38
  strategy
• 3:39
  is
• 3:39
  the
• 3:39
  managed
• 3:39
  AI
• 3:40
  delivery,
• 3:40
  right?
• 3:40
  So
• 3:41
  that's
• 3:41
  where
• 3:41
  you
• 3:42
  work
• 3:42
  with
• 3:42
  a
• 3:42
  partner
• 3:43
  to
• 3:43
  kind
• 3:43
  of
• 3:43
  ideate
• 3:44
  on
• 3:44
  what
• 3:44
  are
• 3:44
  the
• 3:44
  issues
• 3:45
  to
• 3:45
  deal
• 3:45
  with,
• 3:45
  how
• 3:45
  to,
• 3:47
  how
• 3:47
  to
• 3:47
  approach
• 3:48
  it
• 3:48
  in
• 3:48
  a
• 3:48
  milestone
• 3:50
  rollout
• 3:51
  and
• 3:51
  just
• 3:51
  build
• 3:52
  on
• 3:52
  whatever
• 3:52
  it
• 3:53
  is
• 3:53
  that
• 3:53
  you
• 3:53
  want
• 3:54
  to
• 3:54
  implement.
• 3:54
  So
• 3:54
  this
• 3:54
  way
• 3:55
  it
• 3:55
  cascades
• 3:56
  into
• 3:56
  this
• 3:56
  wider
• 3:57
  implementation
• 3:57
  as
• 3:57
  opposed
• 3:58
  to
• 3:58
  something
• 3:58
  off
• 3:58
  the
• 3:58
  shelf,
• 3:59
  right?
• 3:59
  And
• 3:59
  then
• 4:00
  the
• 4:00
  firm
• 4:01
  you
• 4:01
  work
• 4:01
  with
• 4:01
  designs
• 4:02
  it,
• 4:02
  builds
• 4:02
  it
• 4:02
  for
• 4:02
  you
• 4:03
  and
• 4:03
  runs
• 4:03
  it
• 4:03
  as
• 4:03
  a
• 4:04
  managed
• 4:04
  service.
• 4:04
  And
• 4:04
  it's
• 4:04
  tailored
• 4:05
  to
• 4:05
  your
• 4:05
  business.
• 4:06
  So
• 4:06
  you
• 4:06
  get
• 4:06
  the
• 4:07
  speed
• 4:07
  often
• 4:07
  of
• 4:07
  off
• 4:07
  the
• 4:08
  shelf,
• 4:08
  the
• 4:08
  customization
• 4:09
  of
• 4:09
  an
• 4:09
  internal
• 4:09
  build.
• 4:10
  But
• 4:11
  you
• 4:11
  also
• 4:11
  don't
• 4:11
  have
• 4:11
  to
• 4:11
  deal
• 4:11
  with
• 4:11
  any
• 4:12
  things
• 4:12
  where
• 4:13
  a
• 4:13
  high
• 4:13
  upfront
• 4:14
  cost
• 4:15
  in
• 4:15
  terms
• 4:16
  of,
• 4:16
  you
• 4:16
  know,
• 4:16
  usage
• 4:17
  or
• 4:17
  seats.
• 4:18
  It's
• 4:18
  really
• 4:18
  just
• 4:18
  often,
• 4:19
  hey,
• 4:20
  we
• 4:20
  pay
• 4:20
  for
• 4:20
  what
• 4:21
  you
• 4:21
  get
• 4:21
  and
• 4:22
  this
• 4:22
  is
• 4:22
  what's
• 4:23
  contained
• 4:23
  within
• 4:23
  it.
• 4:23
  And
• 4:23
  we
• 4:23
  know
• 4:24
  exactly
• 4:24
  how
• 4:24
  it's
• 4:24
  going
• 4:24
  to
• 4:25
  work
• 4:25
  as
• 4:26
  like
• 4:26
  a
• 4:26
  yearly
• 4:26
  subscription.
• 4:27
  So
• 4:27
  the
• 4:27
  risk
• 4:27
  is
• 4:27
  often
• 4:28
  on
• 4:28
  the
• 4:28
  company
• 4:28
  who's
• 4:29
  delivering
• 4:29
  that
• 4:29
  as
• 4:29
  opposed
• 4:30
  to
• 4:30
  on
• 4:30
  your
• 4:30
  company.
• 4:31
  Got
• 4:32
  it,
• 4:32
  Got
• 4:32
  it.
• 4:32
  Okay.
• 4:33
  And
• 4:33
  I
• 4:33
  want
• 4:33
  to
• 4:33
  get
• 4:33
  into
• 4:33
  that
• 4:33
  and
• 4:34
  I
• 4:34
  can
• 4:34
  tell
• 4:34
  which
• 4:34
  way
• 4:34
  you're
• 4:34
  going
• 4:34
  to
• 4:35
  roll
• 4:35
  already
• 4:36
  kind
• 4:36
  of
• 4:36
  the
• 4:36
  answer
• 4:36
  to
• 4:36
  that
• 4:37
  question.
• 4:37
  But
• 4:37
  you
• 4:37
  know,
• 4:37
  before
• 4:37
  I
• 4:38
  do
• 4:38
  that,
• 4:38
  I
• 4:38
  want
• 4:38
  to.
• 4:38
  So
• 4:38
  essentially.
• 4:39
  So
• 4:39
  those
• 4:39
  are
• 4:40
  four
• 4:40
  very
• 4:40
  different
• 4:40
  approaches.
• 4:41
  I
• 4:41
  want
• 4:41
  to
• 4:41
  get
• 4:41
  into
• 4:41
  as
• 4:42
  many
• 4:42
  of
• 4:42
  them
• 4:42
  as
• 4:42
  we
• 4:42
  can.
• 4:43
  And
• 4:43
  so
• 4:43
  going
• 4:44
  back
• 4:44
  to
• 4:44
  the
• 4:44
  initial
• 4:44
  question
• 4:45
  though,
• 4:45
  there's
• 4:45
  actually
• 4:45
  a
• 4:45
  fifth
• 4:46
  approach
• 4:46
  too,
• 4:46
  which
• 4:46
  is
• 4:46
  I
• 4:46
  could
• 4:46
  just
• 4:47
  leave
• 4:47
  my
• 4:47
  team
• 4:47
  to
• 4:47
  just
• 4:48
  try
• 4:48
  and
• 4:48
  do
• 4:48
  whatever
• 4:49
  the
• 4:49
  hell
• 4:49
  they
• 4:49
  want
• 4:49
  to
• 4:49
  do
• 4:50
  too.
• 4:50
  Right.
• 4:50
  And
• 4:51
  the
• 4:51
  thing
• 4:51
  that
• 4:51
  I
• 4:51
  struggle
• 4:52
  with,
• 4:52
  you
• 4:52
  know,
• 4:52
  if
• 4:52
  I
• 4:53
  were
• 4:53
  to
• 4:53
  do
• 4:53
  that
• 4:53
  is
• 4:53
  there's
• 4:54
  probably
• 4:54
  a
• 4:54
  lot
• 4:54
  of
• 4:54
  good
• 4:54
  ideas
• 4:55
  that
• 4:55
  would
• 4:55
  come
• 4:55
  from
• 4:56
  the
• 4:56
  bottom
• 4:56
  up.
• 4:57
  But
• 4:57
  the
• 4:57
  question
• 4:57
  I
• 4:58
  always
• 4:58
  come
• 4:58
  back
• 4:58
  to
• 4:58
  is
• 4:59
  like,
• 4:59
  how
• 4:59
  is
• 5:00
  I
• 5:00
  as
• 5:00
  a
• 5:00
  manager
• 5:01
  going
• 5:02
  to
• 5:02
  effectively
• 5:03
  scale
• 5:03
  those
• 5:03
  ideas
• 5:04
  and
• 5:04
  make
• 5:04
  sure
• 5:04
  that
• 5:04
  they
• 5:05
  can
• 5:05
  work
• 5:05
  over
• 5:05
  and
• 5:06
  over
• 5:06
  again,
• 5:07
  that
• 5:08
  they're
• 5:08
  tested,
• 5:08
  they're
• 5:09
  qa,
• 5:09
  that
• 5:09
  they're
• 5:09
  not
• 5:10
  going
• 5:10
  to
• 5:10
  cause
• 5:10
  any
• 5:10
  problems
• 5:10
  in
• 5:11
  the
• 5:11
  long
• 5:11
  run?
• 5:11
  Is
• 5:12
  that,
• 5:12
  is
• 5:12
  that
• 5:12
  a
• 5:12
  real
• 5:13
  concern?
• 5:13
  Like,
• 5:13
  should
• 5:14
  I
• 5:14
  as
• 5:14
  an
• 5:14
  executive
• 5:14
  be
• 5:15
  like
• 5:15
  kind
• 5:15
  of
• 5:15
  pumping
• 5:16
  the
• 5:16
  brakes
• 5:16
  to
• 5:17
  some
• 5:17
  degree
• 5:17
  on
• 5:17
  that
• 5:17
  approach
• 5:18
  for
• 5:18
  that
• 5:18
  reason
• 5:19
  or
• 5:19
  how
• 5:19
  do
• 5:19
  you
• 5:19
  think
• 5:19
  about
• 5:20
  that?
• 5:21
  Well,
• 5:21
  like
• 5:22
  a
• 5:22
  good
• 5:22
  product
• 5:22
  manager,
• 5:23
  I'm
• 5:23
  going
• 5:23
  to
• 5:23
  say
• 5:23
  it
• 5:24
  depends
• 5:25
  because
• 5:27
  it
• 5:27
  really
• 5:27
  does
• 5:27
  come
• 5:28
  down
• 5:28
  to
• 5:28
  the
• 5:28
  situation
• 5:29
  that
• 5:29
  you're
• 5:29
  trying
• 5:30
  to
• 5:30
  solve
• 5:30
  for.
• 5:30
  So
• 5:31
  if
• 5:31
  it's
• 5:31
  something
• 5:32
  where
• 5:32
  you
• 5:32
  have
• 5:32
  a
• 5:32
  very
• 5:32
  small
• 5:33
  team
• 5:33
  and
• 5:33
  they
• 5:34
  have
• 5:34
  a
• 5:34
  very
• 5:34
  repeatable
• 5:35
  process
• 5:36
  and
• 5:36
  you
• 5:36
  don't
• 5:37
  necessarily
• 5:37
  need
• 5:38
  something
• 5:38
  that
• 5:39
  needs
• 5:39
  to
• 5:39
  be
• 5:39
  99
• 5:40
  point,
• 5:40
  you
• 5:40
  know,
• 5:41
  2%
• 5:41
  accurate,
• 5:42
  just
• 5:42
  something
• 5:42
  that
• 5:42
  gets
• 5:42
  them
• 5:42
  80%
• 5:43
  of
• 5:43
  the
• 5:43
  way
• 5:43
  there
• 5:43
  and
• 5:43
  then
• 5:43
  they
• 5:44
  fine
• 5:44
  tune
• 5:44
  it
• 5:44
  themselves.
• 5:45
  Encouraging
• 5:46
  that
• 5:46
  kind
• 5:46
  of
• 5:47
  experimentation
• 5:48
  is
• 5:48
  how
• 5:48
  you
• 5:48
  enable
• 5:49
  your
• 5:49
  team
• 5:49
  to
• 5:49
  do
• 5:50
  their
• 5:50
  best
• 5:50
  work
• 5:51
  by
• 5:51
  strapping
• 5:52
  them
• 5:52
  into
• 5:53
  certain
• 5:54
  constraints.
• 5:54
  And,
• 5:56
  and
• 5:56
  of
• 5:56
  course
• 5:57
  constraints
• 5:57
  and
• 5:57
  guardrails
• 5:58
  are
• 5:58
  important,
• 5:58
  but
• 5:58
  if
• 5:58
  you
• 5:59
  don't
• 5:59
  enable
• 5:59
  them
• 5:59
  to
• 6:00
  experiment
• 6:00
  on
• 6:00
  their
• 6:01
  own,
• 6:01
  you
• 6:01
  don't
• 6:01
  get
• 6:01
  that
• 6:02
  those
• 6:02
  bottom
• 6:02
  up
• 6:02
  ideas
• 6:03
  that
• 6:03
  the
• 6:04
  top
• 6:04
  level
• 6:04
  executives
• 6:05
  don't
• 6:05
  necessarily
• 6:05
  always
• 6:06
  have
• 6:06
  insight
• 6:06
  into.
• 6:07
  And
• 6:07
  this
• 6:07
  can
• 6:07
  be
• 6:07
  everything
• 6:08
  from
• 6:09
  I
• 6:09
  have
• 6:09
  this
• 6:09
  repetitive
• 6:10
  process
• 6:10
  that
• 6:10
  I
• 6:10
  spend
• 6:10
  three
• 6:11
  hours
• 6:11
  a
• 6:11
  week
• 6:11
  on.
• 6:12
  Two,
• 6:13
  there
• 6:13
  are
• 6:14
  much
• 6:14
  wider
• 6:14
  things
• 6:15
  repeatable
• 6:15
  not
• 6:15
  just
• 6:15
  throughout
• 6:16
  that
• 6:16
  team,
• 6:16
  but
• 6:16
  throughout
• 6:16
  the
• 6:17
  organization.
• 6:17
  Now
• 6:17
  I
• 6:17
  would
• 6:18
  say
• 6:18
  for
• 6:18
  the
• 6:18
  former,
• 6:19
  you
• 6:19
  should
• 6:19
  enable
• 6:19
  them
• 6:20
  to
• 6:20
  be
• 6:20
  able
• 6:20
  to
• 6:20
  do
• 6:20
  that.
• 6:20
  You
• 6:21
  know,
• 6:21
  use
• 6:21
  Claude
• 6:22
  code,
• 6:22
  use
• 6:22
  all
• 6:22
  these
• 6:22
  other
• 6:23
  more
• 6:23
  generalized
• 6:24
  models
• 6:24
  to
• 6:25
  play
• 6:25
  around
• 6:26
  and
• 6:26
  you'll.
• 6:26
  It's
• 6:26
  really
• 6:26
  interesting
• 6:27
  to
• 6:27
  see
• 6:27
  what
• 6:27
  people
• 6:28
  come
• 6:28
  up
• 6:28
  with.
• 6:29
  And
• 6:29
  I've
• 6:30
  seen
• 6:30
  that
• 6:30
  across
• 6:31
  a
• 6:31
  bunch
• 6:31
  of
• 6:31
  different
• 6:32
  organizations
• 6:32
  where
• 6:32
  a
• 6:33
  lot
• 6:33
  of
• 6:33
  the
• 6:33
  best
• 6:33
  ideas
• 6:34
  did
• 6:34
  start
• 6:34
  out
• 6:34
  as
• 6:35
  a
• 6:35
  seed
• 6:35
  from
• 6:35
  Someone's
• 6:37
  own
• 6:37
  tinkering
• 6:38
  and
• 6:38
  their
• 6:38
  own
• 6:38
  experimentation,
• 6:39
  as
• 6:39
  opposed
• 6:39
  to
• 6:40
  something
• 6:40
  that
• 6:40
  is
• 6:41
  much
• 6:41
  wider.
• 6:42
  On
• 6:43
  the
• 6:43
  latter
• 6:43
  half
• 6:43
  of
• 6:43
  that,
• 6:44
  what
• 6:44
  you
• 6:45
  find
• 6:45
  is
• 6:45
  that
• 6:45
  many
• 6:46
  organizations
• 6:46
  do
• 6:47
  have
• 6:47
  these
• 6:47
  repeatable
• 6:48
  processes,
• 6:48
  and
• 6:49
  asking
• 6:49
  one
• 6:50
  person
• 6:50
  or
• 6:51
  an
• 6:51
  internal
• 6:52
  tech
• 6:52
  team
• 6:52
  to
• 6:53
  build
• 6:53
  that,
• 6:53
  it
• 6:54
  does
• 6:54
  become
• 6:54
  chaos
• 6:55
  because
• 6:55
  you
• 6:55
  can
• 6:55
  whip
• 6:56
  up
• 6:56
  a
• 6:56
  demo
• 6:56
  pretty
• 6:57
  quick,
• 6:57
  you
• 6:57
  can
• 6:57
  test
• 6:57
  it
• 6:57
  on
• 6:58
  10
• 6:58
  deliverables,
• 6:59
  and
• 6:59
  it
• 6:59
  seems
• 6:59
  to
• 6:59
  be
• 6:59
  working
• 6:59
  great.
• 7:00
  But
• 7:00
  then
• 7:00
  once
• 7:01
  you
• 7:01
  scale
• 7:01
  that
• 7:01
  up
• 7:01
  across
• 7:02
  an
• 7:02
  org
• 7:02
  and
• 7:02
  it
• 7:02
  has
• 7:03
  thousands
• 7:03
  of
• 7:03
  instances,
• 7:04
  you,
• 7:04
  you
• 7:04
  don't
• 7:04
  have
• 7:04
  the
• 7:04
  guardrails,
• 7:05
  you
• 7:05
  don't
• 7:05
  have
• 7:05
  the
• 7:05
  maintenance
• 7:06
  in
• 7:06
  place,
• 7:07
  it
• 7:07
  breaks
• 7:08
  down
• 7:08
  quickly.
• 7:08
  And
• 7:08
  then
• 7:08
  we've
• 7:09
  found
• 7:09
  that
• 7:09
  when
• 7:09
  we've
• 7:10
  talked
• 7:10
  to
• 7:10
  people
• 7:10
  in
• 7:11
  the
• 7:11
  past
• 7:11
  and
• 7:11
  they've
• 7:12
  decided
• 7:12
  to
• 7:12
  go
• 7:12
  their
• 7:12
  own
• 7:12
  route,
• 7:13
  we
• 7:13
  have
• 7:13
  reengaged
• 7:14
  talks
• 7:14
  with
• 7:14
  them
• 7:15
  a
• 7:15
  few
• 7:15
  months
• 7:15
  later
• 7:15
  after
• 7:16
  a
• 7:16
  lot
• 7:16
  of
• 7:16
  these
• 7:16
  issues
• 7:16
  have
• 7:17
  popped
• 7:17
  up,
• 7:17
  because
• 7:18
  addressing
• 7:19
  them
• 7:19
  does
• 7:19
  take
• 7:19
  a
• 7:20
  lot
• 7:20
  of
• 7:20
  resources
• 7:20
  that
• 7:21
  people
• 7:21
  don't
• 7:21
  necessarily
• 7:23
  keep
• 7:23
  in
• 7:23
  mind
• 7:24
  when
• 7:24
  they're
• 7:25
  first
• 7:25
  whipping
• 7:25
  it
• 7:25
  up
• 7:25
  and
• 7:26
  very
• 7:26
  excited
• 7:26
  about
• 7:26
  what
• 7:27
  Claude
• 7:27
  can
• 7:27
  do
• 7:28
  as
• 7:29
  an
• 7:29
  example.
• 7:30
  Yeah,
• 7:30
  and
• 7:31
  I
• 7:31
  think
• 7:32
  it's
• 7:32
  really
• 7:32
  important
• 7:33
  because
• 7:34
  I
• 7:34
  get
• 7:34
  kind
• 7:34
  of
• 7:34
  nightmares
• 7:35
  thinking
• 7:35
  about,
• 7:35
  like,
• 7:35
  you
• 7:36
  know,
• 7:36
  when
• 7:36
  I
• 7:36
  think
• 7:36
  about
• 7:37
  how
• 7:37
  particularly
• 7:38
  retail,
• 7:38
  because
• 7:38
  that's
• 7:38
  where
• 7:39
  my
• 7:39
  experience
• 7:39
  lies.
• 7:39
  But
• 7:39
  when
• 7:40
  I
• 7:40
  think
• 7:40
  about
• 7:40
  how,
• 7:41
  you
• 7:41
  know,
• 7:41
  retail
• 7:41
  technology
• 7:42
  has
• 7:42
  actually
• 7:42
  developed
• 7:43
  inside
• 7:43
  of
• 7:43
  an
• 7:43
  organization
• 7:44
  for
• 7:44
  the
• 7:44
  past
• 7:44
  20,
• 7:45
  25
• 7:45
  years.
• 7:46
  A
• 7:46
  lot
• 7:46
  of
• 7:46
  it
• 7:47
  has
• 7:47
  been
• 7:47
  cobbled
• 7:47
  together
• 7:48
  or
• 7:48
  glued
• 7:48
  together
• 7:49
  by
• 7:49
  people
• 7:49
  taking
• 7:50
  initiative
• 7:50
  and
• 7:50
  doing
• 7:51
  creative
• 7:51
  things
• 7:52
  with
• 7:52
  Excel.
• 7:53
  And
• 7:53
  so
• 7:53
  now
• 7:54
  a
• 7:54
  part
• 7:54
  of
• 7:54
  me
• 7:54
  just
• 7:54
  worries
• 7:55
  that
• 7:55
  OpenAI
• 7:56
  is
• 7:56
  kind
• 7:56
  of
• 7:56
  Pandora's
• 7:57
  box
• 7:57
  to
• 7:57
  like,
• 7:58
  I
• 7:58
  don't
• 7:59
  want
• 7:59
  to
• 7:59
  say
• 7:59
  Excellifying
• 8:00
  the
• 8:00
  organization,
• 8:00
  but
• 8:01
  taking
• 8:01
  that
• 8:01
  same
• 8:02
  approach
• 8:02
  that
• 8:02
  we've
• 8:02
  gotten
• 8:03
  by
• 8:03
  with
• 8:03
  for
• 8:03
  the
• 8:03
  past
• 8:03
  25
• 8:04
  years
• 8:05
  and
• 8:05
  just
• 8:05
  putting
• 8:05
  it
• 8:05
  on
• 8:06
  steroids
• 8:06
  and
• 8:06
  not
• 8:07
  knowing
• 8:07
  exactly
• 8:07
  if
• 8:08
  we're
• 8:08
  going
• 8:08
  to
• 8:08
  get
• 8:08
  to
• 8:08
  a
• 8:08
  better
• 8:09
  place
• 8:10
  in
• 8:10
  the
• 8:10
  long
• 8:10
  run
• 8:10
  if
• 8:11
  we
• 8:11
  don't
• 8:11
  think
• 8:11
  about
• 8:11
  this
• 8:12
  approach
• 8:12
  right
• 8:12
  from
• 8:12
  the
• 8:13
  get
• 8:13
  go.
• 8:14
  So
• 8:14
  am
• 8:14
  I,
• 8:14
  am
• 8:15
  I
• 8:15
  right
• 8:15
  to
• 8:15
  have
• 8:16
  those
• 8:16
  nightmares?
• 8:16
  Am
• 8:17
  I
• 8:17
  right
• 8:17
  to
• 8:17
  stay
• 8:17
  up
• 8:17
  at
• 8:18
  night?
• 8:18
  Okay.
• 8:19
  Why,
• 8:19
  Chris?
• 8:20
  No,
• 8:20
  you
• 8:21
  nailed
• 8:21
  it
• 8:21
  on
• 8:21
  the
• 8:21
  head.
• 8:21
  Because
• 8:22
  that's
• 8:23
  actually
• 8:23
  one
• 8:23
  of
• 8:23
  the
• 8:23
  biggest,
• 8:24
  biggest
• 8:24
  things
• 8:24
  that
• 8:24
  we've
• 8:25
  seen
• 8:25
  is
• 8:25
  you
• 8:26
  have
• 8:26
  people
• 8:26
  to
• 8:27
  solve
• 8:27
  a
• 8:27
  given
• 8:27
  problem,
• 8:28
  have
• 8:28
  each
• 8:28
  come
• 8:29
  up
• 8:29
  with
• 8:29
  their
• 8:29
  own
• 8:29
  implementations.
• 8:30
  And
• 8:30
  as
• 8:30
  you
• 8:30
  said
• 8:30
  in
• 8:31
  the
• 8:31
  past,
• 8:31
  a
• 8:31
  lot
• 8:31
  of
• 8:31
  this
• 8:31
  was
• 8:32
  custom
• 8:32
  Excel
• 8:32
  workbooks.
• 8:33
  One,
• 8:34
  one
• 8:35
  client
• 8:35
  that
• 8:35
  we
• 8:35
  worked
• 8:36
  with
• 8:36
  had
• 8:37
  a
• 8:37
  whole
• 8:37
  bunch
• 8:37
  of
• 8:38
  different
• 8:38
  instances
• 8:38
  where
• 8:39
  people
• 8:39
  were
• 8:40
  basically
• 8:40
  creating
• 8:41
  plans
• 8:42
  for,
• 8:45
  not
• 8:45
  to
• 8:45
  give
• 8:45
  away
• 8:45
  too
• 8:45
  much
• 8:46
  information.
• 8:46
  Yeah.
• 8:47
  You
• 8:47
  know,
• 8:48
  in,
• 8:48
  in,
• 8:49
  in
• 8:49
  the
• 8:49
  real
• 8:49
  estate
• 8:50
  industry,
• 8:50
  a
• 8:50
  plan
• 8:50
  going
• 8:51
  forward
• 8:51
  for,
• 8:52
  for,
• 8:52
  you
• 8:52
  know,
• 8:53
  from
• 8:53
  an
• 8:53
  early
• 8:53
  stage.
• 8:54
  And
• 8:54
  a
• 8:54
  lot
• 8:54
  of
• 8:55
  it
• 8:55
  was
• 8:55
  the.
• 8:56
  But
• 8:56
  at
• 8:56
  the.
• 8:56
  But
• 8:57
  once
• 8:57
  they
• 8:57
  actually
• 8:57
  apply
• 8:58
  their
• 8:58
  own
• 8:58
  logic,
• 8:59
  their
• 8:59
  own
• 8:59
  formulas,
• 9:00
  it
• 9:00
  was
• 9:00
  really
• 9:00
  a
• 9:01
  lot
• 9:01
  of
• 9:01
  varying.
• 9:02
  A
• 9:02
  lot
• 9:02
  of
• 9:02
  varying
• 9:03
  results.
• 9:04
  And
• 9:04
  frankly,
• 9:05
  when
• 9:05
  you
• 9:05
  have
• 9:05
  that
• 9:05
  on
• 9:06
  AI,
• 9:06
  it's
• 9:06
  just
• 9:06
  supercharged.
• 9:07
  You
• 9:07
  have
• 9:07
  a
• 9:07
  whole
• 9:07
  bunch
• 9:07
  of
• 9:07
  different
• 9:08
  UI
• 9:08
  interfaces,
• 9:08
  a
• 9:09
  whole
• 9:09
  bunch
• 9:09
  of
• 9:09
  different
• 9:09
  prompts,
• 9:10
  a
• 9:10
  whole
• 9:10
  bunch
• 9:10
  of
• 9:10
  different
• 9:10
  logic.
• 9:11
  Basically
• 9:12
  a
• 9:12
  lot
• 9:12
  of
• 9:12
  different
• 9:12
  brains
• 9:13
  who
• 9:13
  are
• 9:13
  all.
• 9:14
  And
• 9:14
  not
• 9:14
  just
• 9:14
  one
• 9:15
  brain
• 9:15
  like
• 9:15
  in
• 9:15
  Excel,
• 9:16
  but
• 9:17
  instead
• 9:17
  potentially
• 9:18
  thousands
• 9:18
  of
• 9:18
  brains
• 9:19
  through
• 9:19
  all
• 9:19
  the
• 9:19
  different
• 9:19
  steps
• 9:20
  of
• 9:20
  the
• 9:20
  process
• 9:20
  that
• 9:20
  are
• 9:21
  all
• 9:21
  compounding
• 9:22
  to
• 9:22
  get
• 9:22
  these
• 9:22
  different
• 9:22
  results.
• 9:23
  And
• 9:23
  if
• 9:23
  you
• 9:23
  want
• 9:23
  consistency
• 9:24
  as
• 9:24
  an
• 9:24
  organization
• 9:25
  and
• 9:25
  in
• 9:26
  how
• 9:26
  you're
• 9:26
  putting
• 9:27
  your
• 9:27
  foot
• 9:27
  forward
• 9:27
  in
• 9:28
  terms
• 9:28
  of
• 9:28
  what
• 9:28
  you're
• 9:28
  delivering
• 9:29
  to
• 9:29
  your
• 9:29
  clients,
• 9:30
  that's
• 9:30
  not
• 9:30
  gonna
• 9:31
  be
• 9:31
  scalable
• 9:31
  and
• 9:32
  it's
• 9:32
  not
• 9:32
  gonna
• 9:32
  be
• 9:32
  an
• 9:33
  approach
• 9:33
  that
• 9:33
  you
• 9:33
  wanna
• 9:33
  take.
• 9:34
  It's
• 9:34
  good
• 9:34
  for
• 9:34
  small
• 9:35
  problems
• 9:35
  and
• 9:35
  it's
• 9:35
  good
• 9:36
  for
• 9:36
  putting
• 9:37
  duct
• 9:37
  tape
• 9:37
  on
• 9:38
  small
• 9:38
  little
• 9:38
  things
• 9:39
  to
• 9:39
  keep
• 9:39
  things
• 9:39
  running
• 9:39
  efficiently.
• 9:40
  And
• 9:40
  there's
• 9:40
  always
• 9:41
  gonna
• 9:41
  be
• 9:41
  room
• 9:41
  for
• 9:41
  that,
• 9:41
  and
• 9:42
  there's
• 9:42
  always
• 9:42
  gonna
• 9:42
  be
• 9:42
  spaces
• 9:43
  where
• 9:43
  you
• 9:43
  wanna
• 9:43
  encourage
• 9:44
  that.
• 9:44
  But
• 9:45
  what
• 9:45
  helps
• 9:45
  is
• 9:45
  when
• 9:46
  you
• 9:46
  have
• 9:46
  either
• 9:46
  someone
• 9:46
  within
• 9:47
  the
• 9:47
  organization
• 9:47
  or
• 9:47
  someone
• 9:47
  you
• 9:48
  partner
• 9:48
  with
• 9:48
  to
• 9:49
  understand,
• 9:49
  Oh,
• 9:50
  I
• 9:50
  see.
• 9:50
  Everyone's
• 9:50
  using
• 9:50
  duct
• 9:51
  tape
• 9:51
  on
• 9:51
  the
• 9:51
  same
• 9:51
  kinds
• 9:52
  of
• 9:52
  seams
• 9:52
  here.
• 9:53
  What
• 9:53
  can
• 9:53
  we
• 9:54
  do
• 9:54
  to
• 9:54
  scale
• 9:54
  this
• 9:54
  up
• 9:55
  and
• 9:55
  have
• 9:55
  everyone
• 9:55
  on
• 9:55
  the
• 9:55
  same
• 9:56
  page?
• 9:57
  Got
• 9:57
  it.
• 9:57
  So
• 9:57
  that's
• 9:57
  really
• 9:58
  interesting,
• 9:58
  actually,
• 10:00
  if
• 10:00
  I
• 10:00
  play
• 10:00
  back
• 10:00
  what
• 10:01
  you
• 10:01
  just
• 10:01
  said,
• 10:01
  you're
• 10:02
  saying
• 10:03
  that
• 10:03
  the
• 10:04
  duct
• 10:04
  tape
• 10:04
  use
• 10:05
  of
• 10:05
  Excel
• 10:06
  that's
• 10:06
  hampered
• 10:07
  the
• 10:07
  industry
• 10:07
  for
• 10:07
  so
• 10:07
  long
• 10:08
  could
• 10:08
  actually
• 10:08
  become
• 10:08
  magnified
• 10:10
  over
• 10:10
  the
• 10:10
  next
• 10:10
  10,
• 10:11
  25
• 10:11
  years
• 10:11
  if
• 10:12
  we're
• 10:12
  not
• 10:12
  careful
• 10:12
  about
• 10:13
  what
• 10:13
  we're
• 10:13
  doing.
• 10:14
  Well,
• 10:14
  if
• 10:14
  you
• 10:14
  take
• 10:14
  a
• 10:14
  standard
• 10:15
  process
• 10:15
  that
• 10:15
  you
• 10:15
  build
• 10:15
  this
• 10:16
  for,
• 10:16
  let's
• 10:16
  say
• 10:16
  it's
• 10:16
  A
• 10:16
  to
• 10:16
  B
• 10:17
  to
• 10:17
  C
• 10:17
  to
• 10:17
  D
• 10:17
  to
• 10:17
  E,
• 10:18
  and
• 10:18
  maybe
• 10:18
  Excel,
• 10:19
  you
• 10:19
  had
• 10:19
  certain
• 10:19
  custom
• 10:20
  formulas,
• 10:20
  but
• 10:21
  it
• 10:21
  was
• 10:21
  still
• 10:21
  relatively
• 10:22
  within
• 10:22
  the
• 10:22
  same
• 10:23
  ballpark.
• 10:23
  And
• 10:24
  okay,
• 10:24
  maybe
• 10:24
  you
• 10:24
  have
• 10:25
  different
• 10:25
  results,
• 10:26
  but
• 10:26
  you
• 10:26
  deal
• 10:27
  this
• 10:27
  with
• 10:29
  any
• 10:29
  sort
• 10:29
  of
• 10:29
  just
• 10:29
  letting
• 10:29
  people
• 10:30
  go
• 10:30
  ham
• 10:30
  with
• 10:30
  AI,
• 10:31
  then
• 10:32
  each
• 10:32
  one
• 10:32
  of
• 10:33
  those
• 10:33
  steps
• 10:33
  has
• 10:34
  potentially
• 10:34
  dozens
• 10:35
  of
• 10:35
  steps
• 10:35
  or
• 10:36
  those
• 10:36
  thinking
• 10:37
  mechanisms
• 10:37
  even
• 10:37
  within
• 10:38
  the
• 10:38
  same
• 10:38
  person's
• 10:38
  process.
• 10:39
  So
• 10:39
  even
• 10:39
  when
• 10:39
  they
• 10:40
  go
• 10:40
  from
• 10:41
  A
• 10:42
  to
• 10:42
  E
• 10:42
  on
• 10:42
  their
• 10:42
  own,
• 10:43
  they're
• 10:43
  going
• 10:43
  to
• 10:43
  get
• 10:44
  varying
• 10:44
  results.
• 10:44
  And
• 10:45
  then
• 10:45
  you
• 10:45
  compound
• 10:45
  that
• 10:46
  across
• 10:46
  a
• 10:46
  hundred
• 10:47
  people
• 10:47
  doing
• 10:47
  this.
• 10:48
  I
• 10:48
  mean,
• 10:48
  it
• 10:48
  does
• 10:49
  become
• 10:49
  a
• 10:49
  mess.
• 10:50
  Wow.
• 10:50
  Yeah.
• 10:51
  That's
• 10:51
  really
• 10:51
  crazy
• 10:51
  because.
• 10:51
  Yeah,
• 10:52
  one
• 10:52
  of
• 10:52
  the
• 10:52
  great.
• 10:52
  You're
• 10:52
  right.
• 10:52
  Because
• 10:53
  one
• 10:53
  of
• 10:53
  the
• 10:53
  great
• 10:53
  things
• 10:53
  about
• 10:53
  AI
• 10:54
  is
• 10:54
  that
• 10:54
  it
• 10:54
  interprets
• 10:55
  human
• 10:55
  variability
• 10:56
  and
• 10:56
  how
• 10:56
  people
• 10:56
  want
• 10:56
  to
• 10:57
  interact
• 10:57
  with
• 10:57
  it.
• 10:58
  And
• 10:58
  so
• 10:58
  now
• 10:58
  you're
• 10:58
  introducing
• 10:59
  that
• 10:59
  human
• 10:59
  variability
• 11:00
  into
• 11:00
  your
• 11:01
  system
• 11:01
  design
• 11:02
  if
• 11:02
  you're
• 11:02
  not
• 11:03
  careful.
• 11:03
  So.
• 11:04
  Wow.
• 11:04
  Oh,
• 11:04
  my
• 11:04
  God.
• 11:04
  Yeah.
• 11:05
  And
• 11:05
  it's
• 11:05
  Everything
• 11:05
  from
• 11:06
  the
• 11:06
  data
• 11:06
  you're
• 11:06
  putting
• 11:06
  in
• 11:06
  and
• 11:07
  the
• 11:07
  prompts,
• 11:07
  the
• 11:07
  instructions,
• 11:08
  the
• 11:08
  design,
• 11:08
  there's
• 11:09
  really
• 11:09
  a
• 11:09
  lot
• 11:09
  that
• 11:09
  can
• 11:09
  go
• 11:09
  into
• 11:09
  it.
• 11:10
  Yeah,
• 11:10
  right.
• 11:10
  Oh,
• 11:11
  my
• 11:11
  God.
• 11:11
  So,
• 11:11
  yeah,
• 11:11
  you
• 11:12
  could
• 11:12
  create
• 11:12
  a
• 11:12
  monster
• 11:12
  if
• 11:12
  you're
• 11:12
  not
• 11:13
  careful.
• 11:13
  This
• 11:13
  is
• 11:13
  important.
• 11:14
  I
• 11:14
  think
• 11:14
  I.
• 11:14
  Hopefully
• 11:15
  people
• 11:15
  are
• 11:15
  hearing
• 11:15
  this
• 11:15
  right
• 11:16
  from
• 11:16
  the
• 11:16
  get
• 11:16
  go.
• 11:16
  This
• 11:16
  is,
• 11:17
  this
• 11:17
  is
• 11:17
  important.
• 11:17
  You
• 11:17
  don't
• 11:18
  want
• 11:18
  to
• 11:18
  take
• 11:18
  this
• 11:18
  lightly
• 11:18
  for
• 11:19
  these
• 11:19
  reasons,
• 11:19
  but.
• 11:20
  All
• 11:20
  right,
• 11:20
  well,
• 11:20
  so
• 11:23
  let's
• 11:23
  say
• 11:23
  I'm
• 11:23
  an
• 11:24
  executive
• 11:24
  who
• 11:25
  has
• 11:25
  listened
• 11:26
  to
• 11:26
  this
• 11:26
  podcast
• 11:26
  and
• 11:26
  now
• 11:26
  I'm
• 11:27
  kind
• 11:27
  of
• 11:27
  on
• 11:27
  the
• 11:27
  realm
• 11:27
  of
• 11:28
  which
• 11:28
  you've
• 11:28
  gotten
• 11:29
  to
• 11:29
  me,
• 11:29
  to
• 11:29
  Judah
• 11:30
  too,
• 11:30
  of
• 11:30
  like,
• 11:30
  holy
• 11:31
  crap,
• 11:31
  I
• 11:31
  need.
• 11:32
  I
• 11:32
  have.
• 11:32
  I.
• 11:32
  I
• 11:33
  know
• 11:33
  I
• 11:33
  need
• 11:33
  some
• 11:33
  help
• 11:34
  now
• 11:34
  because
• 11:34
  I
• 11:34
  don't
• 11:34
  want
• 11:35
  to
• 11:35
  open
• 11:35
  Pandora's
• 11:36
  box.
• 11:36
  So,
• 11:37
  so
• 11:37
  where
• 11:37
  do
• 11:38
  I
• 11:38
  start?
• 11:38
  Do
• 11:38
  I
• 11:38
  hire
• 11:39
  a
• 11:39
  management
• 11:39
  consulting
• 11:40
  firm?
• 11:41
  What
• 11:41
  are
• 11:41
  the
• 11:41
  pros
• 11:42
  and
• 11:42
  cons
• 11:42
  of
• 11:42
  doing
• 11:43
  that
• 11:43
  versus
• 11:44
  maybe
• 11:44
  the
• 11:44
  other
• 11:44
  approaches
• 11:45
  that
• 11:45
  you
• 11:45
  talked
• 11:45
  about?
• 11:46
  Let's.
• 11:46
  Let's
• 11:46
  go
• 11:46
  into
• 11:46
  that
• 11:47
  in
• 11:47
  more
• 11:47
  detail.
• 11:48
  Okay.
• 11:48
  Yeah,
• 11:49
  sure.
• 11:49
  So
• 11:50
  let's
• 11:50
  start
• 11:50
  with
• 11:50
  consulting.
• 11:52
  You
• 11:52
  hire
• 11:52
  a
• 11:52
  consultancy,
• 11:53
  they
• 11:53
  come
• 11:54
  up
• 11:54
  with
• 11:54
  all
• 11:54
  those
• 11:54
  beautiful
• 11:55
  deliverables,
• 11:55
  and
• 11:56
  you
• 11:56
  will
• 11:56
  learn
• 11:56
  things.
• 11:57
  These
• 11:57
  are
• 11:57
  very
• 11:57
  smart
• 11:58
  people
• 11:58
  who
• 11:58
  do
• 11:58
  have
• 11:59
  cross
• 11:59
  industry
• 12:00
  insights
• 12:01
  or
• 12:02
  deeply
• 12:02
  within
• 12:02
  an
• 12:03
  area
• 12:03
  of
• 12:03
  expertise.
• 12:04
  I'm
• 12:05
  not
• 12:05
  saying
• 12:05
  that
• 12:05
  they're
• 12:06
  not.
• 12:06
  They
• 12:06
  have
• 12:06
  no
• 12:07
  value.
• 12:07
  That's
• 12:07
  not
• 12:07
  at
• 12:07
  all
• 12:07
  what
• 12:08
  I'm
• 12:08
  saying
• 12:08
  here.
• 12:09
  With
• 12:10
  some
• 12:10
  of
• 12:10
  the
• 12:10
  people,
• 12:10
  some
• 12:10
  of
• 12:11
  the
• 12:11
  consultants
• 12:11
  I've
• 12:11
  worked
• 12:11
  with,
• 12:11
  I've
• 12:12
  generally
• 12:12
  learned
• 12:12
  a
• 12:12
  lot
• 12:13
  from,
• 12:13
  in
• 12:13
  terms
• 12:13
  of
• 12:13
  how
• 12:13
  to
• 12:14
  break
• 12:14
  down
• 12:14
  a
• 12:14
  problem
• 12:14
  and
• 12:15
  how
• 12:15
  to
• 12:15
  approach
• 12:15
  it.
• 12:16
  But
• 12:16
  if
• 12:16
  you're
• 12:16
  talking
• 12:17
  about
• 12:17
  what
• 12:18
  it
• 12:18
  is
• 12:18
  that
• 12:18
  actually
• 12:19
  does
• 12:19
  get
• 12:19
  stuff
• 12:20
  done,
• 12:20
  they're
• 12:20
  not
• 12:21
  on
• 12:21
  the
• 12:21
  hook
• 12:21
  for
• 12:21
  that.
• 12:22
  Right.
• 12:22
  And
• 12:22
  that
• 12:22
  is
• 12:23
  one
• 12:23
  of
• 12:23
  the
• 12:23
  things
• 12:23
  that
• 12:24
  does.
• 12:26
  Consulting
• 12:26
  is
• 12:27
  not
• 12:27
  necessarily
• 12:27
  best.
• 12:28
  You
• 12:28
  know,
• 12:28
  maybe
• 12:28
  on
• 12:29
  a
• 12:29
  strategy
• 12:29
  it
• 12:30
  can,
• 12:30
  it
• 12:30
  can
• 12:30
  help.
• 12:30
  But
• 12:30
  in
• 12:31
  terms
• 12:31
  of
• 12:31
  actually
• 12:31
  building
• 12:31
  things
• 12:32
  and
• 12:32
  delivering
• 12:33
  working
• 12:34
  user
• 12:34
  experiences
• 12:35
  for
• 12:35
  your
• 12:36
  employees,
• 12:36
  for
• 12:36
  your
• 12:36
  customers,
• 12:37
  that's
• 12:38
  probably
• 12:38
  not
• 12:38
  the
• 12:38
  way
• 12:38
  you
• 12:39
  want
• 12:39
  to
• 12:39
  go.
• 12:39
  Both
• 12:39
  on
• 12:39
  speed,
• 12:40
  both
• 12:41
  on
• 12:41
  understanding
• 12:42
  what
• 12:42
  the
• 12:42
  actual
• 12:43
  user
• 12:43
  experience
• 12:44
  should
• 12:44
  be.
• 12:44
  And
• 12:44
  that
• 12:44
  just
• 12:45
  comes
• 12:45
  from,
• 12:45
  frankly,
• 12:46
  the
• 12:46
  iteration
• 12:46
  of
• 12:47
  actually
• 12:47
  putting
• 12:47
  something
• 12:47
  on
• 12:47
  the
• 12:48
  ground.
• 12:48
  No
• 12:48
  matter
• 12:49
  how
• 12:49
  much
• 12:49
  planning
• 12:49
  you
• 12:49
  do,
• 12:50
  no
• 12:50
  matter
• 12:50
  how
• 12:50
  many
• 12:51
  surveys
• 12:51
  you
• 12:51
  run,
• 12:52
  no
• 12:52
  matter
• 12:52
  how
• 12:53
  much,
• 12:53
  you
• 12:54
  know,
• 12:54
  analysis
• 12:54
  you
• 12:54
  run
• 12:55
  on
• 12:55
  your
• 12:55
  data,
• 12:56
  until
• 12:56
  you
• 12:56
  actually
• 12:57
  put
• 12:57
  something
• 12:57
  in
• 12:57
  people's
• 12:58
  hands,
• 12:58
  you
• 12:59
  haven't
• 12:59
  learned
• 12:59
  as
• 13:00
  much
• 13:00
  as
• 13:00
  you
• 13:00
  can.
• 13:00
  So
• 13:00
  the
• 13:01
  speed
• 13:01
  to
• 13:01
  putting
• 13:02
  things
• 13:02
  in
• 13:02
  people's
• 13:02
  hands
• 13:03
  is
• 13:03
  something
• 13:03
  that
• 13:04
  will
• 13:04
  teach
• 13:05
  you
• 13:05
  more
• 13:05
  than
• 13:05
  anything
• 13:06
  else.
• 13:07
  So
• 13:07
  let
• 13:07
  me
• 13:07
  put
• 13:07
  you
• 13:08
  on
• 13:08
  the
• 13:08
  spot,
• 13:08
  Judah.
• 13:09
  I'm
• 13:09
  curious,
• 13:09
  like,
• 13:09
  is
• 13:09
  that
• 13:10
  because
• 13:10
  you
• 13:10
  have
• 13:10
  a
• 13:10
  product
• 13:10
  manager
• 13:11
  bias
• 13:11
  in
• 13:12
  answering
• 13:12
  that
• 13:12
  question,
• 13:13
  or
• 13:13
  do
• 13:13
  you
• 13:13
  think
• 13:13
  that
• 13:13
  Bias
• 13:14
  is
• 13:14
  real
• 13:14
  and
• 13:14
  justified.
• 13:15
  Well,
• 13:16
  I
• 13:16
  think,
• 13:16
  well,
• 13:17
  speed
• 13:17
  can
• 13:17
  also
• 13:17
  work
• 13:17
  against
• 13:18
  you.
• 13:18
  If
• 13:18
  you
• 13:18
  don't
• 13:18
  spend
• 13:19
  enough
• 13:19
  time
• 13:19
  understanding
• 13:20
  the
• 13:20
  problem,
• 13:21
  then
• 13:21
  you're
• 13:21
  building
• 13:22
  an
• 13:22
  ax
• 13:22
  for
• 13:23
  something
• 13:23
  where
• 13:24
  you
• 13:24
  really,
• 13:24
  really
• 13:24
  need
• 13:24
  a
• 13:25
  hammer.
• 13:25
  And
• 13:25
  you're
• 13:26
  going
• 13:26
  to
• 13:26
  find
• 13:26
  that,
• 13:26
  yeah,
• 13:27
  maybe
• 13:27
  you
• 13:27
  might
• 13:27
  be
• 13:27
  able
• 13:27
  to
• 13:28
  make
• 13:28
  some
• 13:28
  dents
• 13:29
  in
• 13:31
  hitting
• 13:31
  a
• 13:31
  nail
• 13:31
  on
• 13:32
  the
• 13:32
  head,
• 13:32
  but
• 13:33
  you
• 13:33
  can't
• 13:34
  do
• 13:34
  it
• 13:34
  very
• 13:34
  effectively.
• 13:35
  And
• 13:35
  I
• 13:35
  think
• 13:35
  as
• 13:35
  a
• 13:36
  product
• 13:36
  manager,
• 13:37
  one
• 13:37
  of
• 13:37
  the
• 13:38
  things
• 13:38
  that
• 13:38
  is
• 13:38
  most
• 13:39
  important
• 13:39
  is
• 13:39
  to
• 13:40
  make
• 13:40
  sure
• 13:40
  that
• 13:40
  you
• 13:40
  spend
• 13:40
  your
• 13:41
  time
• 13:41
  sharpening
• 13:41
  your
• 13:41
  axe
• 13:42
  and
• 13:42
  making
• 13:42
  sure
• 13:42
  that
• 13:42
  it's
• 13:42
  the
• 13:43
  right
• 13:43
  tool.
• 13:43
  And
• 13:44
  then
• 13:44
  once
• 13:44
  you
• 13:44
  actually
• 13:44
  need
• 13:44
  to
• 13:45
  execute,
• 13:45
  you
• 13:45
  do
• 13:45
  that
• 13:46
  with
• 13:46
  speed.
• 13:47
  That's
• 13:47
  where
• 13:47
  you
• 13:47
  kind
• 13:48
  of
• 13:48
  mix
• 13:48
  a
• 13:48
  lot
• 13:48
  of
• 13:48
  the
• 13:49
  insights
• 13:50
  that
• 13:51
  someone
• 13:51
  like
• 13:51
  a
• 13:51
  consultant
• 13:52
  would
• 13:52
  have
• 13:52
  in
• 13:53
  terms
• 13:53
  of
• 13:53
  approaching
• 13:53
  a
• 13:53
  problem
• 13:54
  through
• 13:54
  a
• 13:54
  structured
• 13:55
  framework
• 13:55
  and
• 13:55
  understanding
• 13:56
  what
• 13:56
  it
• 13:56
  is
• 13:56
  that
• 13:56
  the
• 13:57
  actual
• 13:57
  root
• 13:58
  cause
• 13:58
  is
• 13:58
  here.
• 13:58
  And
• 13:59
  I
• 13:59
  can't
• 13:59
  tell
• 13:59
  you
• 13:59
  how
• 13:59
  many
• 13:59
  times
• 14:00
  we
• 14:00
  see
• 14:00
  that
• 14:00
  where
• 14:01
  people
• 14:01
  come
• 14:02
  with
• 14:02
  what
• 14:03
  they
• 14:03
  think
• 14:03
  is
• 14:03
  a
• 14:03
  certain
• 14:04
  issue.
• 14:04
  But
• 14:04
  then
• 14:05
  when
• 14:05
  you
• 14:05
  really
• 14:05
  dig
• 14:05
  down
• 14:05
  into
• 14:06
  it,
• 14:06
  when
• 14:06
  you
• 14:06
  really
• 14:06
  get
• 14:06
  your
• 14:06
  hands
• 14:07
  dirty
• 14:07
  with
• 14:07
  the
• 14:07
  data,
• 14:08
  that
• 14:08
  you
• 14:08
  start
• 14:09
  to
• 14:09
  understand,
• 14:09
  oh
• 14:10
  no,
• 14:10
  actually
• 14:10
  there's
• 14:10
  other
• 14:11
  root
• 14:11
  causes
• 14:11
  here
• 14:12
  at
• 14:12
  play
• 14:12
  and
• 14:13
  we
• 14:13
  can
• 14:13
  make
• 14:13
  things
• 14:14
  to
• 14:14
  address
• 14:15
  those
• 14:15
  issues
• 14:16
  that
• 14:16
  ultimately
• 14:16
  have
• 14:17
  upstream
• 14:17
  effects
• 14:17
  and
• 14:17
  make
• 14:18
  it
• 14:18
  a
• 14:18
  lot
• 14:18
  easier
• 14:18
  to
• 14:18
  have
• 14:19
  the
• 14:19
  end
• 14:19
  result
• 14:19
  that
• 14:19
  you
• 14:20
  want.
• 14:21
  Yeah.
• 14:21
  And
• 14:21
  for
• 14:22
  fair
• 14:22
  play
• 14:22
  to
• 14:22
  you
• 14:22
  for
• 14:22
  answering
• 14:22
  that
• 14:23
  question
• 14:23
  as
• 14:23
  well
• 14:23
  as
• 14:23
  you
• 14:23
  did.
• 14:24
  And
• 14:24
  truth
• 14:25
  be
• 14:25
  told,
• 14:25
  to
• 14:25
  the
• 14:25
  audience,
• 14:25
  like,
• 14:26
  I
• 14:26
  actually
• 14:26
  believe
• 14:26
  in
• 14:27
  the
• 14:27
  product
• 14:27
  manager
• 14:27
  bias
• 14:28
  too,
• 14:28
  because
• 14:28
  I
• 14:28
  generally
• 14:28
  feel
• 14:28
  like
• 14:29
  that
• 14:29
  is
• 14:29
  the
• 14:29
  right
• 14:30
  approach
• 14:30
  to
• 14:30
  answering
• 14:31
  a
• 14:31
  lot
• 14:31
  of
• 14:31
  the
• 14:31
  problems
• 14:31
  that
• 14:32
  come
• 14:32
  at
• 14:32
  us
• 14:32
  every
• 14:32
  day
• 14:33
  in
• 14:33
  life,
• 14:33
  no
• 14:34
  matter
• 14:34
  what
• 14:34
  it
• 14:34
  is.
• 14:34
  But
• 14:35
  all
• 14:35
  right,
• 14:36
  so
• 14:36
  what
• 14:36
  if
• 14:36
  I
• 14:36
  try
• 14:36
  to
• 14:37
  centralize
• 14:37
  this?
• 14:38
  Like,
• 14:38
  what
• 14:38
  if
• 14:38
  I
• 14:38
  say,
• 14:39
  what
• 14:39
  if
• 14:39
  I'm
• 14:39
  a
• 14:39
  large
• 14:40
  enterprise
• 14:40
  organization,
• 14:41
  I've
• 14:42
  got
• 14:42
  a
• 14:42
  large
• 14:42
  tech
• 14:43
  team,
• 14:44
  got
• 14:44
  a
• 14:47
  well
• 14:47
  paid
• 14:48
  or
• 14:48
  paid
• 14:48
  C
• 14:48
  suite,
• 14:49
  executives
• 14:49
  that
• 14:49
  are,
• 14:50
  you
• 14:50
  know,
• 14:50
  in
• 14:50
  charge
• 14:51
  of
• 14:51
  this
• 14:51
  and
• 14:51
  figuring
• 14:52
  it
• 14:52
  out.
• 14:52
  What
• 14:52
  if
• 14:52
  I
• 14:53
  say
• 14:53
  I
• 14:53
  want
• 14:53
  to
• 14:53
  grow
• 14:53
  this
• 14:53
  all
• 14:54
  in
• 14:54
  house?
• 14:54
  Like,
• 14:55
  what
• 14:55
  do
• 14:55
  I
• 14:56
  need
• 14:56
  to.
• 14:57
  What
• 14:57
  is
• 14:57
  right
• 14:58
  and
• 14:58
  wrong
• 14:58
  with
• 14:58
  that
• 14:59
  approach?
• 14:59
  Particularly
• 15:01
  so
• 15:01
  what's
• 15:01
  right
• 15:01
  about
• 15:02
  it
• 15:02
  is
• 15:02
  there's
• 15:02
  often
• 15:03
  nobody
• 15:03
  else
• 15:04
  who's
• 15:04
  better
• 15:04
  positioned
• 15:05
  to
• 15:05
  either
• 15:05
  talk
• 15:06
  from
• 15:06
  a
• 15:06
  user
• 15:07
  perspective,
• 15:07
  whether
• 15:07
  it's
• 15:08
  an
• 15:08
  internal
• 15:08
  team
• 15:08
  or
• 15:08
  customers,
• 15:09
  they
• 15:09
  have,
• 15:10
  they
• 15:10
  spent
• 15:10
  all
• 15:10
  day
• 15:11
  in
• 15:11
  it
• 15:12
  and
• 15:13
  they
• 15:13
  know
• 15:13
  they
• 15:14
  often
• 15:14
  do
• 15:14
  have
• 15:14
  a
• 15:14
  better
• 15:15
  finger
• 15:15
  on
• 15:15
  the
• 15:15
  pulse
• 15:15
  than
• 15:16
  anyone
• 15:16
  else
• 15:16
  of
• 15:16
  what
• 15:16
  users
• 15:17
  actually
• 15:17
  want
• 15:17
  and
• 15:18
  what
• 15:18
  the
• 15:18
  problem
• 15:18
  is.
• 15:19
  And
• 15:19
  in
• 15:19
  terms
• 15:20
  of
• 15:20
  the
• 15:20
  data
• 15:20
  also,
• 15:21
  once
• 15:21
  again,
• 15:21
  these
• 15:22
  are,
• 15:22
  these
• 15:22
  are
• 15:22
  databases
• 15:24
  and
• 15:24
  schemas
• 15:24
  that
• 15:25
  you
• 15:25
  work
• 15:25
  with
• 15:25
  every
• 15:25
  single
• 15:26
  day
• 15:26
  so
• 15:26
  you
• 15:26
  know
• 15:27
  how
• 15:27
  the
• 15:27
  data
• 15:27
  works,
• 15:27
  where
• 15:28
  the
• 15:28
  gaps
• 15:28
  lie.
• 15:29
  And
• 15:29
  that
• 15:29
  does
• 15:29
  often
• 15:30
  mean
• 15:30
  that
• 15:30
  your
• 15:31
  team
• 15:31
  can
• 15:31
  build
• 15:31
  effective
• 15:32
  products.
• 15:32
  And
• 15:32
  that's
• 15:33
  why
• 15:33
  many
• 15:33
  teams
• 15:34
  have
• 15:34
  internal
• 15:34
  teams.
• 15:35
  Right?
• 15:35
  And
• 15:35
  there's,
• 15:36
  and
• 15:36
  there's
• 15:36
  always
• 15:36
  going
• 15:37
  to
• 15:37
  be
• 15:37
  a
• 15:37
  need
• 15:37
  for,
• 15:38
  for
• 15:38
  that.
• 15:39
  But
• 15:39
  the
• 15:39
  hard
• 15:40
  part
• 15:40
  is,
• 15:40
  is
• 15:40
  that
• 15:41
  there
• 15:41
  can
• 15:41
  often
• 15:42
  be
• 15:42
  a
• 15:42
  disconnect
• 15:43
  between
• 15:44
  what
• 15:44
  you're
• 15:44
  able
• 15:45
  to
• 15:45
  implement
• 15:45
  and
• 15:46
  what
• 15:46
  you
• 15:46
  think
• 15:46
  you
• 15:46
  need
• 15:47
  and
• 15:47
  what
• 15:48
  you
• 15:48
  want
• 15:48
  to
• 15:48
  implement.
• 15:49
  And
• 15:50
  why
• 15:50
  the
• 15:51
  partnership
• 15:51
  model
• 15:52
  can
• 15:52
  bridge
• 15:52
  that
• 15:52
  gap
• 15:53
  is
• 15:53
  because
• 15:53
  there
• 15:54
  are
• 15:54
  people
• 15:54
  with
• 15:54
  certain
• 15:54
  technical
• 15:55
  chops
• 15:55
  and
• 15:56
  have
• 15:56
  also
• 15:56
  seen
• 15:57
  a
• 15:57
  lot
• 15:57
  of
• 15:57
  those
• 15:58
  common
• 15:59
  issues
• 15:59
  across
• 16:00
  a
• 16:01
  given
• 16:01
  industry,
• 16:02
  a
• 16:02
  given
• 16:02
  role,
• 16:03
  given
• 16:03
  certain
• 16:03
  type
• 16:03
  of
• 16:03
  data,
• 16:04
  and
• 16:04
  they
• 16:04
  can
• 16:04
  bring
• 16:05
  that
• 16:05
  expertise
• 16:06
  when
• 16:06
  it
• 16:06
  comes
• 16:06
  to
• 16:06
  dealing
• 16:06
  with
• 16:07
  whatever
• 16:07
  it
• 16:07
  is
• 16:08
  that
• 16:08
  you're
• 16:08
  trying
• 16:08
  to
• 16:08
  deal
• 16:09
  with.
• 16:09
  Now,
• 16:09
  I
• 16:10
  know
• 16:10
  in
• 16:10
  retail
• 16:10
  there
• 16:10
  are
• 16:11
  specific
• 16:11
  problems
• 16:12
  that
• 16:12
  come
• 16:12
  to,
• 16:14
  that
• 16:14
  come
• 16:14
  to
• 16:14
  mind
• 16:14
  in
• 16:15
  terms
• 16:15
  of
• 16:15
  inventory
• 16:15
  tracking,
• 16:16
  SKU
• 16:16
  intelligence
• 16:17
  reorder,
• 16:18
  there's
• 16:19
  a
• 16:19
  whole
• 16:19
  bunch
• 16:19
  of
• 16:19
  routes
• 16:20
  you
• 16:20
  can
• 16:20
  go
• 16:20
  down.
• 16:21
  But
• 16:21
  there
• 16:21
  are
• 16:22
  a
• 16:22
  lot
• 16:22
  of
• 16:22
  common
• 16:23
  problems
• 16:23
  that
• 16:24
  maybe
• 16:24
  someone
• 16:24
  might
• 16:24
  face
• 16:25
  in
• 16:25
  manufacturing
• 16:26
  or
• 16:26
  in
• 16:27
  finance
• 16:27
  or
• 16:28
  in
• 16:28
  real
• 16:28
  estate.
• 16:29
  And
• 16:30
  without
• 16:31
  that
• 16:31
  kind
• 16:31
  of
• 16:32
  cross
• 16:32
  industry
• 16:32
  pollination,
• 16:35
  there
• 16:35
  are
• 16:35
  certain,
• 16:37
  I
• 16:37
  don't
• 16:37
  want
• 16:37
  to
• 16:37
  say
• 16:38
  limits,
• 16:38
  but
• 16:38
  certainly
• 16:39
  opportunities
• 16:40
  and
• 16:41
  opportunity
• 16:41
  costs
• 16:42
  in
• 16:42
  terms
• 16:42
  of
• 16:42
  what
• 16:42
  you
• 16:43
  can
• 16:43
  develop.
• 16:44
  And
• 16:44
  that's
• 16:45
  where
• 16:45
  a
• 16:45
  managed
• 16:45
  AI
• 16:46
  solution
• 16:46
  does
• 16:46
  thrive
• 16:47
  because
• 16:47
  they're
• 16:48
  able
• 16:48
  to
• 16:48
  see
• 16:48
  a
• 16:48
  lot
• 16:48
  of
• 16:48
  those
• 16:48
  commonalities
• 16:49
  while
• 16:50
  also
• 16:50
  listening
• 16:51
  intently
• 16:52
  with
• 16:52
  an
• 16:52
  empathetic
• 16:53
  user
• 16:53
  perspective
• 16:54
  on,
• 16:54
  well,
• 16:54
  you
• 16:54
  tell
• 16:55
  us
• 16:55
  how
• 16:55
  your
• 16:55
  users
• 16:56
  work,
• 16:56
  you
• 16:57
  feed
• 16:57
  us
• 16:57
  as
• 16:57
  much
• 16:57
  as
• 16:57
  you
• 16:58
  can
• 16:58
  in
• 16:58
  terms
• 16:58
  of
• 16:58
  the
• 16:58
  context
• 16:59
  and
• 16:59
  we'll
• 17:00
  feed
• 17:00
  you
• 17:00
  back
• 17:00
  the
• 17:01
  context
• 17:01
  that
• 17:01
  we
• 17:01
  have
• 17:01
  in
• 17:02
  terms
• 17:02
  of
• 17:02
  the
• 17:02
  solutions
• 17:02
  that
• 17:02
  we've
• 17:03
  implemented
• 17:03
  and
• 17:03
  get
• 17:04
  the
• 17:04
  best
• 17:04
  of
• 17:04
  both
• 17:04
  worlds.
• 17:06
  So
• 17:06
  Judah,
• 17:06
  walk
• 17:07
  me
• 17:07
  through
• 17:07
  that
• 17:07
  then,
• 17:07
  like,
• 17:08
  walk
• 17:08
  me
• 17:08
  through
• 17:08
  that
• 17:08
  soup
• 17:08
  to
• 17:09
  nuts
• 17:09
  like,
• 17:09
  so
• 17:09
  it
• 17:09
  sounds
• 17:10
  like,
• 17:10
  it
• 17:10
  sounds
• 17:10
  like
• 17:10
  what
• 17:10
  you're
• 17:10
  recommending
• 17:11
  is
• 17:11
  kind
• 17:11
  of
• 17:11
  a,
• 17:11
  is
• 17:12
  a
• 17:12
  kind
• 17:12
  of
• 17:12
  a
• 17:12
  hybrid
• 17:12
  approach
• 17:14
  to
• 17:15
  answering
• 17:15
  this
• 17:15
  question
• 17:16
  about
• 17:16
  how
• 17:16
  to
• 17:16
  deploy
• 17:17
  AI
• 17:17
  inside
• 17:17
  an
• 17:17
  organization.
• 17:18
  And
• 17:18
  maybe
• 17:19
  I'm
• 17:19
  using
• 17:19
  the
• 17:19
  wrong
• 17:19
  word
• 17:20
  there
• 17:20
  too,
• 17:20
  and
• 17:20
  I
• 17:20
  hope
• 17:20
  you
• 17:20
  correct
• 17:21
  me
• 17:21
  if
• 17:21
  I'm
• 17:21
  wrong,
• 17:22
  but
• 17:23
  walk
• 17:23
  me
• 17:23
  through
• 17:24
  like,
• 17:24
  you
• 17:25
  know,
• 17:25
  start
• 17:25
  to
• 17:26
  finish,
• 17:27
  you
• 17:27
  know,
• 17:28
  as
• 17:28
  much
• 17:28
  as
• 17:28
  you
• 17:28
  can
• 17:28
  in
• 17:29
  as
• 17:29
  much
• 17:29
  detail
• 17:29
  as
• 17:29
  you
• 17:29
  can
• 17:30
  without,
• 17:30
  you
• 17:30
  know,
• 17:30
  getting
• 17:31
  too
• 17:31
  detailed,
• 17:31
  of
• 17:31
  course,
• 17:31
  but
• 17:33
  what
• 17:33
  then
• 17:33
  is
• 17:34
  the
• 17:34
  right
• 17:34
  way?
• 17:34
  So
• 17:34
  if
• 17:35
  I'm
• 17:35
  an
• 17:35
  executive
• 17:36
  and
• 17:36
  I'm
• 17:36
  saying
• 17:36
  like,
• 17:37
  okay,
• 17:37
  I
• 17:37
  want
• 17:37
  to
• 17:37
  go
• 17:37
  after
• 17:38
  this,
• 17:38
  what
• 17:38
  would
• 17:39
  you
• 17:39
  tell
• 17:39
  me
• 17:39
  to
• 17:39
  do?
• 17:40
  So
• 17:40
  I
• 17:41
  think
• 17:41
  the
• 17:41
  first
• 17:41
  part
• 17:41
  is
• 17:42
  when
• 17:42
  you,
• 17:42
  when
• 17:42
  you
• 17:43
  partner
• 17:43
  with
• 17:43
  an
• 17:43
  organization
• 17:44
  who
• 17:44
  does
• 17:44
  this
• 17:44
  sort
• 17:45
  of
• 17:45
  thing
• 17:46
  is
• 17:46
  scoping
• 17:46
  out
• 17:47
  what
• 17:47
  exactly
• 17:47
  needs
• 17:47
  to
• 17:48
  be
• 17:48
  done
• 17:48
  right.
• 17:48
  And
• 17:49
  this
• 17:49
  is
• 17:49
  the
• 17:49
  sharpening
• 17:49
  of
• 17:50
  the
• 17:50
  ax
• 17:50
  that
• 17:50
  I
• 17:50
  referred
• 17:51
  to
• 17:51
  earlier
• 17:51
  of
• 17:52
  understanding
• 17:52
  the
• 17:52
  problem,
• 17:53
  understanding
• 17:53
  the
• 17:53
  Data
• 17:54
  understanding
• 17:55
  what
• 17:55
  the
• 17:55
  situation
• 17:56
  is,
• 17:56
  understanding
• 17:57
  where
• 17:57
  the
• 17:57
  gaps
• 17:58
  lie
• 17:58
  and
• 17:59
  really,
• 17:59
  really
• 17:59
  getting
• 18:00
  a
• 18:00
  hold
• 18:00
  on
• 18:01
  and
• 18:01
  of
• 18:01
  what
• 18:01
  the
• 18:02
  problem
• 18:02
  is
• 18:03
  and
• 18:03
  giving
• 18:03
  shape
• 18:04
  to
• 18:04
  it.
• 18:04
  And
• 18:04
  through
• 18:05
  that,
• 18:05
  that's
• 18:05
  a
• 18:05
  very
• 18:05
  investigative
• 18:06
  process.
• 18:07
  Now
• 18:07
  it
• 18:07
  can
• 18:07
  be
• 18:07
  anywhere
• 18:08
  from,
• 18:08
  you
• 18:09
  know,
• 18:09
  a
• 18:09
  conversation
• 18:09
  or
• 18:09
  two
• 18:10
  where
• 18:10
  it's
• 18:10
  very
• 18:11
  well
• 18:12
  known
• 18:12
  throughout
• 18:12
  the
• 18:12
  organization.
• 18:13
  Yep,
• 18:13
  this
• 18:13
  is
• 18:13
  the
• 18:13
  problem.
• 18:14
  Everyone
• 18:14
  agrees
• 18:14
  and
• 18:14
  then
• 18:15
  once
• 18:15
  you
• 18:15
  share
• 18:15
  the
• 18:15
  data,
• 18:15
  it's,
• 18:16
  yep,
• 18:16
  okay,
• 18:16
  we
• 18:17
  get
• 18:17
  it.
• 18:17
  That
• 18:17
  is
• 18:18
  definitely
• 18:18
  an
• 18:18
  issue.
• 18:19
  And
• 18:19
  it
• 18:20
  could
• 18:20
  be
• 18:20
  a
• 18:20
  more
• 18:21
  circuitous
• 18:21
  process.
• 18:21
  Right.
• 18:22
  We
• 18:22
  think
• 18:22
  it's
• 18:22
  A,
• 18:22
  it's
• 18:23
  really
• 18:23
  B,
• 18:23
  but
• 18:23
  actually
• 18:24
  it's
• 18:24
  B2.
• 18:24
  And
• 18:25
  then,
• 18:25
  okay,
• 18:25
  maybe
• 18:25
  it's
• 18:26
  B
• 18:26
  melded
• 18:26
  with
• 18:26
  C.
• 18:27
  Oh,
• 18:27
  okay,
• 18:27
  great.
• 18:27
  Now
• 18:28
  we
• 18:28
  have
• 18:28
  a
• 18:28
  feeling
• 18:28
  of
• 18:28
  what
• 18:28
  it
• 18:29
  is
• 18:29
  and
• 18:29
  that
• 18:30
  partnership
• 18:30
  is
• 18:31
  what
• 18:31
  is
• 18:32
  fruitful
• 18:32
  for
• 18:32
  these
• 18:33
  kinds
• 18:33
  of
• 18:33
  investigations.
• 18:34
  And
• 18:34
  it's
• 18:34
  not
• 18:35
  A,
• 18:35
  we're
• 18:35
  going
• 18:35
  to
• 18:35
  come
• 18:35
  in
• 18:35
  and
• 18:36
  tell
• 18:36
  you
• 18:36
  what
• 18:36
  you
• 18:36
  need
• 18:36
  to
• 18:36
  do.
• 18:37
  And
• 18:37
  it's
• 18:37
  also
• 18:38
  not
• 18:38
  on
• 18:38
  the
• 18:39
  only
• 18:40
  one,
• 18:40
  one
• 18:41
  way
• 18:41
  to
• 18:41
  us
• 18:42
  of,
• 18:42
  hey,
• 18:42
  this
• 18:42
  is
• 18:42
  what
• 18:43
  we
• 18:43
  need.
• 18:43
  Don't
• 18:43
  question
• 18:43
  it.
• 18:43
  Right.
• 18:44
  It
• 18:44
  really
• 18:45
  is
• 18:45
  bidirectional.
• 18:46
  Once
• 18:46
  you've
• 18:47
  scoped
• 18:47
  that
• 18:47
  out,
• 18:47
  then
• 18:48
  it's
• 18:48
  really
• 18:48
  understanding
• 18:49
  the
• 18:49
  data.
• 18:49
  Right.
• 18:49
  What
• 18:50
  does,
• 18:50
  you
• 18:51
  know,
• 18:51
  what
• 18:51
  do
• 18:51
  we
• 18:51
  have
• 18:51
  available
• 18:52
  to
• 18:52
  us?
• 18:52
  What
• 18:52
  do
• 18:52
  we
• 18:52
  need
• 18:53
  to
• 18:53
  enhance?
• 18:53
  What
• 18:53
  do
• 18:53
  we
• 18:53
  need
• 18:53
  to
• 18:54
  clean
• 18:54
  up?
• 18:55
  How,
• 18:56
  how
• 18:56
  does
• 18:56
  that
• 18:56
  look?
• 18:56
  What
• 18:57
  is
• 18:57
  the
• 18:57
  schema
• 18:57
  that
• 18:57
  we
• 18:58
  need
• 18:58
  to
• 18:58
  be
• 18:58
  able
• 18:58
  to
• 18:58
  be
• 18:58
  reading
• 18:59
  for
• 19:00
  the
• 19:00
  AI
• 19:00
  to
• 19:00
  have
• 19:00
  a
• 19:01
  good
• 19:01
  job
• 19:01
  at
• 19:01
  answering
• 19:01
  it?
• 19:02
  Basically,
• 19:02
  like
• 19:02
  if
• 19:03
  you're
• 19:03
  onboarding
• 19:03
  someone
• 19:03
  new,
• 19:04
  if
• 19:04
  you
• 19:04
  showed
• 19:04
  them
• 19:04
  your
• 19:05
  data,
• 19:05
  what
• 19:06
  would
• 19:06
  it
• 19:06
  be
• 19:06
  that
• 19:06
  you
• 19:07
  actually
• 19:07
  need
• 19:07
  to
• 19:08
  look
• 19:08
  at
• 19:08
  to
• 19:08
  actually
• 19:09
  get
• 19:09
  the
• 19:09
  insights
• 19:09
  that
• 19:10
  you
• 19:10
  do?
• 19:10
  And
• 19:10
  there's
• 19:10
  always
• 19:11
  been
• 19:11
  a
• 19:11
  lot
• 19:11
  of
• 19:11
  idiosyncrasies.
• 19:12
  But
• 19:13
  the,
• 19:14
  but
• 19:14
  I
• 19:14
  would
• 19:14
  say
• 19:14
  that
• 19:15
  that's
• 19:15
  often
• 19:15
  imparted
• 19:16
  during
• 19:17
  this
• 19:17
  process.
• 19:18
  Then
• 19:18
  they
• 19:19
  go
• 19:19
  ahead
• 19:19
  and
• 19:19
  they
• 19:19
  build
• 19:20
  something
• 19:21
  that
• 19:21
  is
• 19:22
  basically
• 19:22
  a
• 19:22
  first
• 19:22
  pass
• 19:23
  at,
• 19:23
  hey,
• 19:24
  we're
• 19:24
  taking
• 19:24
  this
• 19:24
  data,
• 19:24
  we're
• 19:25
  transforming
• 19:26
  it,
• 19:26
  giving
• 19:27
  you
• 19:27
  the
• 19:27
  insight
• 19:27
  into
• 19:28
  it,
• 19:28
  whatever
• 19:29
  it
• 19:29
  is
• 19:29
  that
• 19:29
  you
• 19:30
  need
• 19:30
  to
• 19:30
  solve
• 19:31
  the
• 19:31
  problem.
• 19:31
  And
• 19:31
  then
• 19:32
  let's
• 19:32
  test
• 19:32
  it.
• 19:32
  All
• 19:32
  right,
• 19:33
  how
• 19:33
  to
• 19:33
  do.
• 19:33
  And
• 19:34
  let's
• 19:34
  compare
• 19:34
  it
• 19:35
  to
• 19:35
  what
• 19:35
  you
• 19:35
  think
• 19:35
  it
• 19:35
  should
• 19:35
  be.
• 19:36
  Oh,
• 19:36
  it's
• 19:37
  not
• 19:37
  as
• 19:37
  good
• 19:38
  here,
• 19:38
  there
• 19:38
  and
• 19:39
  here,
• 19:39
  there
• 19:39
  and
• 19:40
  a
• 19:40
  couple
• 19:40
  other
• 19:40
  places.
• 19:41
  Great,
• 19:41
  let's
• 19:41
  go
• 19:41
  ahead
• 19:42
  and
• 19:42
  fix
• 19:42
  it
• 19:42
  and
• 19:43
  iterate
• 19:43
  on
• 19:43
  that.
• 19:43
  And
• 19:44
  that's
• 19:44
  those
• 19:44
  couple
• 19:44
  of
• 19:44
  paths
• 19:45
  of
• 19:45
  iteration.
• 19:46
  And
• 19:46
  then
• 19:46
  once
• 19:47
  you've
• 19:47
  proved
• 19:47
  it
• 19:47
  out,
• 19:48
  okay,
• 19:48
  this
• 19:48
  looks
• 19:48
  good.
• 19:48
  Now
• 19:49
  we
• 19:49
  can
• 19:49
  scale
• 19:49
  this
• 19:49
  up
• 19:50
  across
• 19:50
  the
• 19:50
  whole
• 19:51
  organization.
• 19:52
  And
• 19:52
  a
• 19:52
  lot
• 19:52
  of
• 19:52
  different
• 19:53
  companies
• 19:53
  have
• 19:53
  different
• 19:54
  models
• 19:54
  for
• 19:54
  how
• 19:55
  they
• 19:55
  do
• 19:55
  this.
• 19:55
  Some
• 19:55
  charge
• 19:56
  up
• 19:56
  front,
• 19:56
  some
• 19:56
  charge
• 19:57
  only
• 19:57
  when
• 19:57
  you're
• 19:57
  happy.
• 19:58
  Well,
• 19:58
  you
• 19:58
  know
• 19:58
  what
• 19:59
  we
• 19:59
  do
• 19:59
  Here
• 19:59
  is
• 19:59
  we
• 19:59
  do
• 20:00
  a
• 20:00
  proof
• 20:00
  of
• 20:00
  concept
• 20:01
  where
• 20:01
  we
• 20:02
  take
• 20:02
  a
• 20:03
  small
• 20:03
  part
• 20:03
  of
• 20:04
  the
• 20:04
  larger
• 20:04
  process.
• 20:05
  Now
• 20:05
  that
• 20:05
  can
• 20:05
  be
• 20:05
  just
• 20:06
  like
• 20:06
  one
• 20:06
  example,
• 20:06
  end
• 20:07
  to
• 20:07
  end.
• 20:07
  It
• 20:07
  could
• 20:07
  be
• 20:08
  focusing
• 20:08
  on
• 20:08
  one
• 20:08
  stage
• 20:08
  of
• 20:09
  a
• 20:09
  multi
• 20:09
  stage
• 20:09
  process
• 20:10
  and
• 20:10
  proving
• 20:11
  out
• 20:11
  the
• 20:11
  capabilities
• 20:11
  there
• 20:12
  and
• 20:13
  then
• 20:13
  saying,
• 20:13
  if
• 20:13
  we
• 20:13
  can
• 20:13
  get
• 20:14
  you
• 20:14
  the
• 20:14
  confidence
• 20:14
  that
• 20:14
  we
• 20:15
  can
• 20:15
  do
• 20:15
  this,
• 20:15
  we
• 20:15
  can
• 20:15
  definitely
• 20:16
  do
• 20:17
  the
• 20:17
  rest
• 20:17
  of
• 20:17
  the
• 20:18
  rest
• 20:18
  of
• 20:19
  the,
• 20:19
  you
• 20:19
  know,
• 20:19
  eat
• 20:20
  one
• 20:20
  piece
• 20:21
  of
• 20:21
  the
• 20:21
  pie
• 20:21
  and
• 20:21
  then
• 20:21
  we
• 20:21
  can
• 20:21
  handle
• 20:22
  the
• 20:22
  whole
• 20:22
  pie
• 20:22
  after.
• 20:23
  So
• 20:24
  that's
• 20:24
  typically
• 20:24
  how
• 20:26
  these
• 20:26
  interactions
• 20:26
  go
• 20:27
  down.
• 20:27
  And
• 20:27
  of
• 20:28
  course
• 20:28
  they
• 20:28
  can
• 20:28
  vary
• 20:28
  from
• 20:29
  situation
• 20:30
  to
• 20:30
  situation.
• 20:30
  Maybe
• 20:31
  there's
• 20:31
  an
• 20:31
  RFP
• 20:31
  that's
• 20:32
  already
• 20:32
  scoped
• 20:32
  out,
• 20:32
  maybe
• 20:33
  you're
• 20:34
  working
• 20:34
  on
• 20:34
  a
• 20:34
  whole
• 20:34
  bunch
• 20:35
  of
• 20:35
  different
• 20:35
  cases
• 20:35
  at
• 20:36
  the
• 20:36
  same
• 20:36
  time.
• 20:37
  But
• 20:38
  ultimately
• 20:38
  it
• 20:39
  just
• 20:39
  comes
• 20:39
  down
• 20:39
  to
• 20:39
  instilling
• 20:40
  the
• 20:40
  confidence
• 20:42
  from
• 20:42
  the
• 20:43
  user
• 20:43
  perspective
• 20:43
  that
• 20:44
  whatever
• 20:44
  is
• 20:44
  being
• 20:45
  recommended,
• 20:46
  I
• 20:46
  understand
• 20:46
  how
• 20:46
  I
• 20:47
  got
• 20:47
  to
• 20:47
  this
• 20:47
  conclusion.
• 20:47
  And
• 20:48
  the
• 20:48
  AI
• 20:48
  is
• 20:48
  explainable,
• 20:49
  it's
• 20:49
  understandable,
• 20:50
  and
• 20:50
  I
• 20:50
  can
• 20:50
  see
• 20:51
  where
• 20:51
  this
• 20:51
  goes.
• 20:52
  Right,
• 20:53
  okay.
• 20:53
  Okay.
• 20:54
  So,
• 20:54
  so
• 20:55
  the,
• 20:55
  the
• 20:55
  interesting
• 20:55
  thing
• 20:55
  about
• 20:56
  that,
• 20:56
  like
• 20:56
  the
• 20:56
  way
• 20:56
  you
• 20:56
  describe
• 20:57
  that
• 20:57
  to
• 20:57
  me,
• 20:57
  it
• 20:57
  sounds,
• 20:58
  you
• 20:58
  know,
• 20:58
  it
• 20:58
  sounds
• 20:58
  very
• 20:58
  consultative
• 20:59
  in
• 20:59
  approach,
• 20:59
  which
• 21:00
  I
• 21:00
  would
• 21:00
  expect.
• 21:01
  But
• 21:01
  where
• 21:02
  does
• 21:02
  the
• 21:02
  tech
• 21:02
  come
• 21:03
  into
• 21:03
  it?
• 21:03
  Like,
• 21:04
  do
• 21:04
  you
• 21:04
  need,
• 21:04
  do
• 21:04
  you
• 21:05
  need
• 21:05
  serious
• 21:05
  tech
• 21:05
  chops
• 21:06
  to
• 21:06
  be
• 21:06
  able
• 21:06
  to
• 21:06
  pull
• 21:07
  this
• 21:07
  off,
• 21:07
  to
• 21:08
  do
• 21:08
  this
• 21:08
  the
• 21:08
  right
• 21:08
  way?
• 21:09
  If
• 21:09
  somebody
• 21:10
  is
• 21:10
  reaching
• 21:10
  out
• 21:10
  to
• 21:10
  you
• 21:11
  or
• 21:11
  any
• 21:11
  other
• 21:11
  partner,
• 21:12
  you
• 21:12
  know,
• 21:12
  in
• 21:13
  this
• 21:13
  vein
• 21:14
  to
• 21:14
  do
• 21:14
  this,
• 21:14
  and
• 21:15
  if
• 21:15
  so,
• 21:15
  like,
• 21:15
  what
• 21:15
  is
• 21:16
  under
• 21:16
  the
• 21:16
  hood
• 21:17
  that
• 21:17
  is
• 21:17
  required
• 21:18
  from
• 21:18
  a
• 21:19
  technology
• 21:19
  standpoint
• 21:20
  to
• 21:20
  be
• 21:20
  able
• 21:21
  to
• 21:21
  do
• 21:22
  this
• 21:22
  better
• 21:22
  than
• 21:22
  someone
• 21:23
  else,
• 21:23
  let's
• 21:24
  say,
• 21:24
  if
• 21:24
  I'm
• 21:24
  taking
• 21:24
  this
• 21:24
  approach.
• 21:26
  No,
• 21:26
  it's
• 21:26
  a
• 21:26
  great
• 21:27
  question.
• 21:27
  So
• 21:28
  I'll
• 21:28
  tell
• 21:28
  you
• 21:29
  what
• 21:29
  we
• 21:29
  do
• 21:29
  here
• 21:29
  at
• 21:29
  UnFrame
• 21:30
  in
• 21:30
  terms
• 21:30
  of
• 21:31
  the
• 21:31
  pillars
• 21:31
  that
• 21:31
  we
• 21:32
  have
• 21:32
  underneath
• 21:33
  our
• 21:33
  managed
• 21:33
  delivery
• 21:34
  platform.
• 21:35
  So
• 21:35
  the
• 21:35
  first
• 21:35
  one,
• 21:35
  and
• 21:36
  this
• 21:36
  is
• 21:36
  one
• 21:36
  of
• 21:36
  the
• 21:36
  most
• 21:36
  important
• 21:37
  ones,
• 21:37
  is
• 21:37
  the
• 21:37
  reusable
• 21:38
  building
• 21:38
  blocks.
• 21:39
  So
• 21:39
  we
• 21:40
  have
• 21:40
  proprietary
• 21:41
  engines
• 21:41
  for
• 21:41
  things
• 21:41
  like
• 21:42
  extraction,
• 21:43
  abstraction,
• 21:44
  structured
• 21:44
  chat
• 21:44
  retrieval
• 21:45
  at
• 21:45
  scale,
• 21:45
  predictive
• 21:46
  modeling.
• 21:47
  And
• 21:47
  we've
• 21:47
  built
• 21:47
  this
• 21:49
  multiple
• 21:50
  times
• 21:50
  and
• 21:50
  we
• 21:51
  can
• 21:51
  redeploy
• 21:52
  them
• 21:52
  across
• 21:53
  different
• 21:53
  clients.
• 21:54
  Now,
• 21:54
  not
• 21:54
  all
• 21:55
  of
• 21:55
  our
• 21:55
  clients,
• 21:55
  we
• 21:55
  can
• 21:55
  share
• 21:56
  everything
• 21:56
  we've
• 21:56
  built
• 21:56
  necessarily.
• 21:57
  Sometimes
• 21:58
  we
• 21:58
  build
• 21:58
  something
• 21:58
  for
• 21:59
  someone
• 21:59
  we're
• 21:59
  under
• 21:59
  a
• 21:59
  certain
• 21:59
  contract,
• 22:00
  but
• 22:01
  ultimately
• 22:01
  a
• 22:02
  lot
• 22:02
  of
• 22:02
  this
• 22:02
  stuff
• 22:02
  can
• 22:02
  be
• 22:03
  reused.
• 22:03
  And
• 22:03
  that's
• 22:03
  why
• 22:03
  we
• 22:04
  end
• 22:04
  up
• 22:04
  shipping
• 22:04
  in
• 22:04
  days
• 22:04
  instead
• 22:05
  of
• 22:05
  quarters,
• 22:06
  so
• 22:06
  you
• 22:06
  don't
• 22:06
  have
• 22:06
  to
• 22:07
  redo
• 22:08
  all
• 22:08
  the
• 22:08
  plumbing
• 22:08
  every
• 22:09
  single
• 22:09
  time.
• 22:10
  So
• 22:10
  that's
• 22:10
  the
• 22:10
  first
• 22:11
  part
• 22:11
  is
• 22:11
  these
• 22:11
  reusable
• 22:12
  building
• 22:12
  blocks.
• 22:13
  The
• 22:13
  second
• 22:13
  part
• 22:14
  is
• 22:14
  what
• 22:14
  we
• 22:14
  call
• 22:15
  knowledge
• 22:15
  fabric,
• 22:15
  which
• 22:16
  is
• 22:16
  really
• 22:16
  just
• 22:17
  the
• 22:17
  context,
• 22:17
  if
• 22:18
  you
• 22:18
  want
• 22:18
  to
• 22:18
  think
• 22:18
  of
• 22:18
  it
• 22:18
  that
• 22:19
  way,
• 22:20
  that
• 22:20
  people
• 22:21
  build
• 22:21
  up
• 22:21
  in
• 22:21
  their
• 22:22
  Heads,
• 22:22
  but
• 22:23
  we
• 22:23
  make
• 22:23
  it,
• 22:23
  we
• 22:23
  give
• 22:24
  this
• 22:24
  to
• 22:24
  the
• 22:24
  AI.
• 22:25
  So
• 22:25
  this
• 22:25
  is
• 22:25
  what
• 22:26
  makes
• 22:26
  it
• 22:26
  fluent
• 22:26
  in
• 22:26
  your
• 22:26
  business.
• 22:27
  It's
• 22:27
  a
• 22:28
  governed
• 22:28
  data
• 22:28
  layer
• 22:29
  that
• 22:29
  connects
• 22:29
  to
• 22:30
  your
• 22:30
  erp,
• 22:31
  to
• 22:31
  your
• 22:31
  data
• 22:31
  warehouse,
• 22:32
  to,
• 22:32
  to
• 22:32
  your
• 22:32
  file
• 22:33
  systems
• 22:34
  and
• 22:34
  it
• 22:34
  gives
• 22:35
  all
• 22:35
  of
• 22:35
  the
• 22:35
  AI
• 22:36
  processes,
• 22:36
  whether
• 22:36
  it's
• 22:37
  agentic
• 22:37
  or
• 22:37
  whether
• 22:37
  it's
• 22:38
  more
• 22:38
  deterministic,
• 22:39
  you
• 22:39
  know,
• 22:39
  precise
• 22:40
  control
• 22:40
  over
• 22:40
  what
• 22:41
  you
• 22:41
  want
• 22:41
  to
• 22:41
  give
• 22:41
  it
• 22:42
  access
• 22:42
  to
• 22:42
  and
• 22:42
  what
• 22:42
  it's
• 22:43
  it
• 22:43
  see,
• 22:43
  it
• 22:44
  can
• 22:44
  see
• 22:44
  and
• 22:44
  what
• 22:44
  it
• 22:44
  can't
• 22:45
  see.
• 22:45
  So
• 22:46
  let's
• 22:46
  say
• 22:46
  I
• 22:46
  want
• 22:46
  one
• 22:47
  agentic
• 22:47
  process
• 22:47
  just
• 22:48
  to
• 22:48
  focus
• 22:48
  on
• 22:49
  the
• 22:49
  merchandise
• 22:50
  data
• 22:50
  and
• 22:50
  not
• 22:50
  the
• 22:51
  financials.
• 22:51
  You
• 22:51
  can
• 22:52
  draw
• 22:52
  that
• 22:52
  boundary
• 22:52
  explicitly
• 22:54
  and
• 22:54
  that's
• 22:54
  really
• 22:54
  good
• 22:55
  for
• 22:55
  enterprise
• 22:55
  because
• 22:55
  a
• 22:56
  lot
• 22:56
  of
• 22:56
  chatbots
• 22:56
  today
• 22:57
  that
• 22:57
  are
• 22:57
  just
• 22:57
  bolted
• 22:58
  onto
• 22:58
  an
• 22:58
  existing
• 22:58
  platform
• 22:59
  that
• 22:59
  you're
• 22:59
  working
• 22:59
  with
• 23:00
  don't
• 23:00
  have
• 23:00
  that
• 23:00
  and
• 23:00
  don't
• 23:01
  have
• 23:01
  that
• 23:01
  insight
• 23:01
  into
• 23:02
  other,
• 23:02
  other
• 23:03
  databases.
• 23:03
  And
• 23:04
  we
• 23:04
  do
• 23:04
  integrate
• 23:05
  with
• 23:05
  all,
• 23:05
  all
• 23:05
  the
• 23:06
  data
• 23:06
  that
• 23:06
  we
• 23:06
  need
• 23:06
  to,
• 23:07
  whether
• 23:07
  it's
• 23:08
  one
• 23:08
  system
• 23:08
  or
• 23:08
  20,
• 23:09
  we
• 23:09
  can
• 23:09
  do
• 23:09
  that.
• 23:11
  So
• 23:11
  that's
• 23:12
  two
• 23:12
  is
• 23:12
  the
• 23:12
  knowledge
• 23:13
  fabric,
• 23:13
  the
• 23:13
  third
• 23:13
  is,
• 23:14
  and
• 23:14
  this
• 23:14
  is
• 23:15
  very
• 23:15
  important,
• 23:15
  is
• 23:16
  the
• 23:16
  auditability
• 23:16
  and
• 23:16
  the
• 23:17
  traceability.
• 23:17
  So
• 23:17
  this
• 23:17
  goes
• 23:18
  back
• 23:18
  to
• 23:18
  instilling
• 23:19
  the
• 23:19
  trust
• 23:19
  that
• 23:20
  people
• 23:20
  need
• 23:21
  to
• 23:22
  really
• 23:24
  throw
• 23:24
  themselves
• 23:25
  into
• 23:25
  a
• 23:25
  solution
• 23:26
  once
• 23:27
  they
• 23:27
  start
• 23:27
  using
• 23:27
  it.
• 23:27
  Because
• 23:28
  if
• 23:29
  you
• 23:29
  have
• 23:29
  every
• 23:29
  answer
• 23:30
  that
• 23:30
  an
• 23:30
  agent
• 23:30
  or
• 23:30
  anything
• 23:31
  that's
• 23:31
  using
• 23:32
  AI
• 23:32
  gives
• 23:33
  that
• 23:33
  it
• 23:33
  can
• 23:33
  be
• 23:33
  traced
• 23:34
  back
• 23:34
  to
• 23:34
  the
• 23:34
  source
• 23:34
  row,
• 23:35
  the
• 23:35
  document,
• 23:35
  the
• 23:36
  source
• 23:36
  system,
• 23:37
  then
• 23:37
  it
• 23:38
  comes
• 23:38
  with
• 23:38
  reasoning
• 23:39
  and
• 23:39
  every
• 23:39
  iteration
• 23:40
  is
• 23:40
  logged.
• 23:40
  So
• 23:40
  you
• 23:41
  can't
• 23:41
  ask
• 23:41
  someone
• 23:42
  to
• 23:42
  trust
• 23:42
  a
• 23:42
  black
• 23:43
  box.
• 23:43
  And
• 23:44
  that's
• 23:44
  ultimately
• 23:45
  how
• 23:45
  you
• 23:45
  build
• 23:45
  a
• 23:45
  high
• 23:45
  adoption
• 23:46
  rate
• 23:46
  is
• 23:46
  when
• 23:47
  I
• 23:47
  am
• 23:47
  interacting
• 23:48
  with
• 23:48
  this,
• 23:48
  do
• 23:49
  I
• 23:49
  understand
• 23:49
  how
• 23:49
  it
• 23:50
  got
• 23:50
  to
• 23:50
  this
• 23:50
  answer?
• 23:51
  And
• 23:51
  if
• 23:51
  the
• 23:51
  answer
• 23:51
  is
• 23:52
  yes,
• 23:52
  then
• 23:53
  that's
• 23:53
  how
• 23:53
  you're
• 23:53
  going
• 23:53
  to
• 23:53
  get
• 23:53
  adoption
• 23:54
  and
• 23:55
  also
• 23:55
  be
• 23:55
  able
• 23:55
  to
• 23:56
  fine
• 23:56
  tune
• 23:56
  it
• 23:56
  and
• 23:56
  iterate
• 23:57
  on
• 23:57
  it
• 23:57
  to
• 23:57
  make
• 23:57
  it
• 23:57
  better
• 23:58
  and
• 23:58
  better
• 23:58
  going
• 23:58
  forward.
• 23:59
  So
• 24:00
  that's
• 24:00
  the
• 24:00
  third
• 24:00
  part
• 24:00
  is
• 24:01
  this
• 24:01
  audibility
• 24:01
  and
• 24:01
  traceability
• 24:02
  aspect.
• 24:03
  The
• 24:03
  fourth
• 24:04
  is
• 24:04
  in
• 24:05
  Agent
• 24:05
  Studio.
• 24:05
  So
• 24:06
  this
• 24:06
  is
• 24:07
  basically
• 24:07
  the
• 24:07
  customer
• 24:08
  facing
• 24:08
  layer
• 24:09
  that
• 24:09
  lets
• 24:09
  your
• 24:09
  team
• 24:09
  adjust,
• 24:10
  extend
• 24:11
  chain
• 24:12
  agents
• 24:12
  without
• 24:12
  necessarily
• 24:13
  having
• 24:13
  to
• 24:13
  come
• 24:13
  back
• 24:13
  to
• 24:13
  us
• 24:13
  for
• 24:14
  every
• 24:14
  single
• 24:14
  little
• 24:14
  thing.
• 24:14
  You
• 24:15
  can
• 24:15
  change
• 24:15
  instructions,
• 24:16
  you
• 24:16
  can
• 24:16
  change
• 24:16
  the
• 24:17
  data
• 24:17
  access
• 24:17
  per
• 24:17
  agent,
• 24:18
  you
• 24:18
  can
• 24:18
  plug
• 24:18
  in
• 24:18
  your
• 24:18
  own
• 24:19
  tools,
• 24:19
  you
• 24:19
  can
• 24:19
  expose
• 24:20
  it
• 24:20
  as
• 24:20
  an
• 24:20
  MCP
• 24:21
  endpoint
• 24:21
  for
• 24:21
  other
• 24:22
  tools
• 24:22
  to
• 24:22
  use.
• 24:23
  So
• 24:23
  you
• 24:23
  have
• 24:23
  this
• 24:23
  full
• 24:24
  customization
• 24:24
  and
• 24:25
  these
• 24:25
  full
• 24:25
  audit
• 24:25
  trails
• 24:26
  and
• 24:26
  this
• 24:27
  full
• 24:27
  governance
• 24:28
  all
• 24:28
  put
• 24:29
  together
• 24:29
  in
• 24:29
  a
• 24:29
  way
• 24:29
  that,
• 24:30
  oh,
• 24:30
  okay,
• 24:30
  I
• 24:30
  understand
• 24:30
  how
• 24:31
  I
• 24:31
  can
• 24:31
  orchestrate
• 24:31
  that.
• 24:32
  Now
• 24:32
  we're
• 24:33
  not
• 24:33
  just
• 24:34
  a
• 24:34
  SaaS
• 24:35
  that
• 24:35
  just
• 24:35
  throws
• 24:35
  it
• 24:35
  at
• 24:36
  you
• 24:36
  and
• 24:36
  says
• 24:36
  you
• 24:36
  figure
• 24:37
  it
• 24:37
  out.
• 24:37
  We
• 24:37
  work
• 24:38
  with
• 24:38
  you
• 24:38
  to
• 24:39
  implement
• 24:39
  These
• 24:40
  to
• 24:40
  understand
• 24:40
  how
• 24:41
  they
• 24:41
  work,
• 24:41
  to
• 24:42
  understand
• 24:42
  best
• 24:42
  practices.
• 24:43
  But
• 24:43
  we
• 24:44
  also
• 24:44
  don't
• 24:44
  have
• 24:44
  to
• 24:45
  be
• 24:46
  at
• 24:46
  every,
• 24:47
  every
• 24:47
  time
• 24:48
  something
• 24:48
  goes
• 24:48
  wrong,
• 24:48
  coming
• 24:49
  in
• 24:49
  and
• 24:49
  having
• 24:49
  to
• 24:49
  fix
• 24:49
  it
• 24:49
  and
• 24:50
  devote
• 24:50
  resources,
• 24:50
  which
• 24:51
  introduces
• 24:51
  lag
• 24:52
  time.
• 24:52
  So
• 24:52
  it's
• 24:52
  that
• 24:52
  combination
• 24:53
  of
• 24:53
  empowering
• 24:54
  you
• 24:54
  to
• 24:54
  have
• 24:54
  the
• 24:54
  control
• 24:55
  over
• 24:56
  the
• 24:56
  processes
• 24:56
  that
• 24:56
  you're
• 24:57
  creating
• 24:57
  while
• 24:57
  also
• 24:58
  giving
• 24:58
  your
• 24:58
  expertise
• 24:59
  in
• 24:59
  how
• 24:59
  we've
• 24:59
  implemented
• 25:00
  these
• 25:00
  both
• 25:00
  in
• 25:01
  your
• 25:01
  space
• 25:01
  and
• 25:02
  in
• 25:02
  similar
• 25:02
  spaces
• 25:03
  or
• 25:04
  other
• 25:04
  spaces
• 25:05
  solving
• 25:06
  similar
• 25:06
  problems.
• 25:08
  And
• 25:08
  around
• 25:09
  all
• 25:09
  of
• 25:09
  that
• 25:09
  is
• 25:10
  our
• 25:10
  operational
• 25:10
  layer.
• 25:11
  Right.
• 25:11
  So
• 25:11
  that's
• 25:12
  the
• 25:12
  unframe
• 25:12
  company,
• 25:13
  that's
• 25:13
  the
• 25:13
  bug
• 25:13
  fixes
• 25:14
  that
• 25:14
  we
• 25:14
  do
• 25:14
  within
• 25:14
  hours
• 25:15
  and
• 25:15
  iteration
• 25:15
  cycles
• 25:16
  every
• 25:16
  single
• 25:16
  week
• 25:16
  we
• 25:17
  stay
• 25:17
  on
• 25:17
  call
• 25:18
  and
• 25:18
  it's
• 25:18
  not
• 25:18
  exciting,
• 25:19
  but
• 25:19
  that
• 25:19
  is
• 25:20
  ultimately
• 25:20
  what's
• 25:20
  needed
• 25:21
  to
• 25:21
  keep
• 25:21
  a
• 25:21
  piece
• 25:21
  of
• 25:21
  software
• 25:22
  successful
• 25:23
  once
• 25:23
  you've
• 25:23
  already
• 25:23
  handed
• 25:24
  off
• 25:24
  and
• 25:24
  as
• 25:24
  your
• 25:25
  organization
• 25:25
  moves
• 25:25
  and
• 25:26
  data
• 25:26
  changes
• 25:27
  and
• 25:27
  you
• 25:27
  know,
• 25:28
  nothing
• 25:29
  stays
• 25:29
  static.
• 25:30
  So
• 25:30
  that's
• 25:30
  ultimately,
• 25:31
  and
• 25:31
  I
• 25:31
  know
• 25:31
  that
• 25:31
  was
• 25:32
  quite
• 25:32
  a
• 25:32
  bit
• 25:32
  of
• 25:32
  an
• 25:33
  answer,
• 25:33
  so
• 25:33
  happy
• 25:33
  to
• 25:33
  dig
• 25:33
  into
• 25:34
  any
• 25:34
  of
• 25:34
  those
• 25:35
  deeper.
• 25:35
  But
• 25:36
  that's
• 25:36
  really
• 25:36
  our
• 25:36
  approach
• 25:37
  on
• 25:37
  how
• 25:37
  things
• 25:37
  work
• 25:38
  under
• 25:38
  the
• 25:38
  hood
• 25:38
  here.
• 25:38
  Can't
• 25:39
  speak
• 25:39
  to
• 25:39
  another
• 25:39
  organization
• 25:40
  like
• 25:40
  ours
• 25:40
  per
• 25:41
  se,
• 25:41
  but
• 25:41
  that's
• 25:41
  how
• 25:41
  we
• 25:42
  do
• 25:42
  things
• 25:42
  at
• 25:42
  On
• 25:42
  Friend.
• 25:44
  No,
• 25:44
  but
• 25:44
  I
• 25:44
  think
• 25:44
  that's
• 25:45
  a
• 25:45
  good
• 25:45
  way
• 25:45
  to
• 25:46
  encapsulate
• 25:46
  why
• 25:47
  the
• 25:47
  technology
• 25:47
  that
• 25:47
  you're
• 25:48
  bringing
• 25:48
  to
• 25:48
  the
• 25:48
  table
• 25:48
  is
• 25:48
  important
• 25:49
  in
• 25:49
  this
• 25:49
  conversation.
• 25:49
  Because
• 25:50
  the
• 25:50
  part
• 25:50
  I
• 25:50
  never
• 25:50
  thought
• 25:51
  about,
• 25:51
  which
• 25:51
  is
• 25:52
  in
• 25:53
  what
• 25:53
  you
• 25:53
  said,
• 25:53
  and
• 25:53
  I
• 25:54
  want
• 25:54
  you
• 25:54
  to
• 25:54
  again
• 25:55
  correct
• 25:55
  me
• 25:55
  if
• 25:55
  I'm
• 25:55
  wrong,
• 25:56
  is
• 25:57
  if
• 25:57
  you
• 25:57
  take
• 25:58
  this
• 25:58
  approach
• 25:58
  with
• 25:58
  the
• 25:59
  deployment
• 25:59
  of
• 25:59
  AI
• 26:00
  inside
• 26:00
  your
• 26:00
  organization.
• 26:01
  The
• 26:01
  beauty
• 26:01
  of
• 26:01
  AI
• 26:04
  as
• 26:04
  it
• 26:04
  stands
• 26:05
  is
• 26:05
  actually
• 26:05
  there
• 26:06
  should
• 26:06
  be
• 26:06
  a
• 26:06
  much
• 26:06
  better
• 26:07
  audit
• 26:07
  trail
• 26:07
  to
• 26:08
  understand
• 26:08
  what
• 26:08
  you
• 26:09
  got
• 26:09
  right
• 26:09
  and
• 26:09
  what
• 26:09
  you
• 26:10
  got
• 26:10
  wrong
• 26:10
  that
• 26:10
  continues
• 26:11
  to
• 26:11
  execute
• 26:12
  or
• 26:12
  doesn't
• 26:12
  execute
• 26:13
  as
• 26:13
  you
• 26:13
  go
• 26:14
  forward.
• 26:14
  Is
• 26:14
  that
• 26:14
  right?
• 26:15
  Yes,
• 26:16
  I
• 26:16
  would
• 26:16
  say
• 26:16
  that
• 26:17
  ultimately
• 26:17
  that
• 26:18
  is
• 26:18
  one
• 26:18
  of
• 26:18
  the
• 26:19
  most
• 26:19
  important
• 26:19
  parts
• 26:20
  of
• 26:20
  this.
• 26:20
  Right.
• 26:20
  Because
• 26:21
  if
• 26:21
  you
• 26:21
  want
• 26:21
  to
• 26:21
  understand
• 26:22
  how
• 26:22
  it's
• 26:23
  evolving,
• 26:23
  what
• 26:23
  things
• 26:23
  are
• 26:24
  changing
• 26:24
  and
• 26:24
  if
• 26:24
  you
• 26:24
  have
• 26:25
  a
• 26:25
  self
• 26:25
  improvement
• 26:26
  process
• 26:26
  in
• 26:26
  there,
• 26:27
  what's
• 26:27
  being
• 26:27
  changed,
• 26:28
  especially
• 26:28
  if
• 26:28
  it
• 26:28
  goes
• 26:29
  off
• 26:29
  the
• 26:29
  rails
• 26:29
  in
• 26:29
  ways
• 26:29
  you
• 26:30
  didn't
• 26:30
  expect,
• 26:30
  you
• 26:30
  need
• 26:31
  to
• 26:31
  be
• 26:31
  able
• 26:31
  to
• 26:31
  understand
• 26:31
  why.
• 26:32
  And
• 26:32
  if
• 26:32
  you
• 26:32
  don't
• 26:32
  have
• 26:33
  that,
• 26:33
  then
• 26:33
  you're
• 26:33
  going
• 26:33
  to
• 26:34
  be
• 26:34
  grasping
• 26:34
  in
• 26:34
  the
• 26:34
  dark
• 26:34
  when
• 26:35
  you're
• 26:35
  dealing
• 26:35
  with
• 26:35
  these
• 26:35
  non
• 26:36
  deterministic
• 26:36
  models.
• 26:37
  Mm,
• 26:38
  mm,
• 26:38
  Yep.
• 26:39
  And
• 26:39
  again,
• 26:39
  hence
• 26:39
  the
• 26:40
  part
• 26:40
  where
• 26:40
  you
• 26:40
  probably
• 26:40
  don't
• 26:40
  want
• 26:40
  to
• 26:41
  just
• 26:41
  be
• 26:41
  doing
• 26:41
  this
• 26:41
  on
• 26:41
  your
• 26:41
  own
• 26:42
  because
• 26:42
  you're
• 26:42
  not
• 26:42
  going
• 26:42
  to
• 26:42
  have
• 26:42
  that
• 26:43
  level
• 26:43
  of
• 26:43
  fidelity
• 26:44
  too.
• 26:44
  I
• 26:44
  would
• 26:44
  think
• 26:45
  if
• 26:45
  you,
• 26:45
  if,
• 26:46
  if
• 26:46
  you
• 26:46
  are
• 26:46
  trying
• 26:46
  to
• 26:46
  approach
• 26:47
  it
• 26:47
  that
• 26:47
  way.
• 26:48
  All
• 26:48
  right,
• 26:48
  so
• 26:48
  to
• 26:48
  that
• 26:49
  point
• 26:49
  then
• 26:50
  like
• 26:50
  I
• 26:51
  was
• 26:51
  just
• 26:51
  Like
• 26:51
  I
• 26:51
  literally
• 26:52
  just
• 26:52
  said,
• 26:52
  how
• 26:52
  do
• 26:52
  I
• 26:53
  know
• 26:53
  it
• 26:53
  works?
• 26:53
  Like
• 26:53
  how
• 26:53
  do
• 26:54
  you
• 26:54
  know
• 26:54
  how
• 26:55
  put
• 26:55
  your
• 26:55
  money
• 26:55
  where
• 26:55
  your
• 26:55
  mouth
• 26:56
  is,
• 26:56
  how
• 26:56
  do
• 26:56
  you
• 26:56
  know
• 26:56
  this
• 26:56
  approach
• 26:57
  works?
• 26:58
  So
• 26:59
  I
• 26:59
  mean,
• 26:59
  what
• 27:00
  would
• 27:00
  it
• 27:00
  help?
• 27:01
  Would
• 27:01
  it
• 27:01
  be
• 27:01
  helpful
• 27:02
  to
• 27:02
  go
• 27:02
  into
• 27:02
  a
• 27:02
  specific
• 27:03
  example
• 27:04
  with,
• 27:04
  for
• 27:05
  sure,
• 27:05
  with
• 27:05
  one
• 27:05
  of
• 27:06
  our,
• 27:06
  with
• 27:06
  one
• 27:06
  of
• 27:07
  our
• 27:07
  clients.
• 27:08
  So
• 27:08
  we
• 27:08
  worked
• 27:08
  with
• 27:08
  a
• 27:09
  major
• 27:09
  shoe
• 27:09
  retailer
• 27:10
  where
• 27:10
  they
• 27:10
  were
• 27:11
  over
• 27:11
  40
• 27:12
  years
• 27:12
  in
• 27:12
  the
• 27:12
  business.
• 27:13
  They
• 27:13
  had
• 27:14
  over
• 27:14
  140
• 27:15
  stores,
• 27:16
  over
• 27:16
  2,000
• 27:17
  SKUs
• 27:17
  across,
• 27:18
  shoes
• 27:18
  and
• 27:18
  bags,
• 27:19
  accessories,
• 27:19
  super
• 27:20
  seasonal.
• 27:22
  And
• 27:23
  they
• 27:24
  knew
• 27:25
  they
• 27:25
  needed
• 27:25
  AI,
• 27:25
  but
• 27:26
  they
• 27:26
  didn't
• 27:26
  quite
• 27:26
  know
• 27:26
  where
• 27:27
  to
• 27:27
  start.
• 27:28
  Once
• 27:28
  we
• 27:28
  talked
• 27:29
  to
• 27:29
  them,
• 27:29
  that's
• 27:29
  when
• 27:29
  we
• 27:29
  understood
• 27:30
  that
• 27:30
  a
• 27:31
  lot
• 27:31
  of
• 27:31
  it
• 27:31
  was
• 27:32
  an
• 27:32
  intelligence
• 27:33
  issue.
• 27:33
  In
• 27:33
  terms
• 27:33
  of
• 27:34
  where
• 27:34
  are
• 27:35
  my
• 27:35
  shoes,
• 27:35
  how
• 27:35
  are
• 27:36
  the
• 27:36
  shoes
• 27:36
  doing?
• 27:36
  Right.
• 27:37
  These
• 27:37
  are
• 27:37
  simple
• 27:37
  problems,
• 27:38
  simple
• 27:38
  questions
• 27:39
  to
• 27:39
  ask,
• 27:39
  but
• 27:40
  the
• 27:40
  answers
• 27:40
  are
• 27:41
  not
• 27:41
  simple.
• 27:42
  So
• 27:42
  they
• 27:42
  could
• 27:42
  really
• 27:43
  only
• 27:45
  realistically
• 27:45
  handle
• 27:46
  a
• 27:47
  very
• 27:47
  small
• 27:47
  portion
• 27:48
  of
• 27:48
  the
• 27:48
  SKUs.
• 27:48
  Right?
• 27:49
  So
• 27:49
  they
• 27:49
  have
• 27:49
  to
• 27:49
  pull
• 27:49
  the
• 27:49
  data
• 27:50
  manually,
• 27:50
  interpret
• 27:51
  it,
• 27:51
  take
• 27:51
  a
• 27:51
  look
• 27:51
  at
• 27:51
  what
• 27:51
  this
• 27:52
  means,
• 27:52
  compare
• 27:52
  it
• 27:52
  against
• 27:53
  all
• 27:53
  these
• 27:53
  different
• 27:54
  stores.
• 27:55
  They
• 27:55
  might
• 27:55
  see
• 27:55
  a
• 27:55
  couple
• 27:56
  outliers
• 27:56
  and
• 27:56
  try
• 27:57
  to
• 27:57
  manage
• 27:57
  it
• 27:57
  as
• 27:58
  best
• 27:58
  they
• 27:58
  can.
• 27:58
  And
• 27:59
  let's
• 27:59
  say
• 28:00
  they
• 28:00
  launched
• 28:00
  a
• 28:00
  new
• 28:00
  shoe,
• 28:01
  it
• 28:01
  had
• 28:01
  a
• 28:01
  great
• 28:01
  sell
• 28:01
  through
• 28:02
  rate
• 28:02
  of
• 28:02
  45%
• 28:03
  in
• 28:03
  its
• 28:04
  first
• 28:04
  month
• 28:04
  and
• 28:05
  which
• 28:05
  is
• 28:05
  basically
• 28:06
  screaming
• 28:06
  for
• 28:06
  hey,
• 28:07
  reorder
• 28:07
  me
• 28:07
  now.
• 28:07
  Like
• 28:08
  you
• 28:08
  need
• 28:08
  to
• 28:08
  start
• 28:08
  rolling
• 28:09
  this
• 28:09
  out.
• 28:09
  But
• 28:10
  nobody
• 28:10
  caught
• 28:10
  it
• 28:10
  in
• 28:11
  time.
• 28:11
  So
• 28:11
  that
• 28:11
  you
• 28:12
  know,
• 28:12
  is
• 28:12
  stocked
• 28:12
  out,
• 28:12
  momentum
• 28:13
  was
• 28:13
  killed
• 28:13
  and
• 28:14
  they
• 28:14
  were
• 28:14
  burning
• 28:15
  through
• 28:16
  multiple
• 28:17
  dozens
• 28:17
  of
• 28:17
  thousands
• 28:17
  of
• 28:18
  dollars
• 28:18
  every
• 28:18
  single
• 28:18
  month,
• 28:19
  just
• 28:19
  physically
• 28:19
  moving
• 28:20
  the
• 28:20
  unsold
• 28:20
  inventory
• 28:21
  between
• 28:21
  all
• 28:21
  the
• 28:22
  stores
• 28:22
  and
• 28:22
  the
• 28:22
  warehouses,
• 28:23
  sometimes
• 28:24
  even
• 28:24
  moving
• 28:24
  around
• 28:24
  the
• 28:24
  same
• 28:25
  product
• 28:25
  two
• 28:25
  or
• 28:25
  three
• 28:25
  times.
• 28:26
  So
• 28:26
  this
• 28:26
  is
• 28:26
  all
• 28:27
  capital
• 28:27
  that's
• 28:27
  being
• 28:27
  tied
• 28:27
  up
• 28:28
  in
• 28:28
  trucks,
• 28:28
  right?
• 28:30
  What
• 28:30
  we
• 28:30
  built
• 28:30
  for
• 28:31
  them.
• 28:31
  And
• 28:31
  after
• 28:31
  really
• 28:32
  understanding
• 28:32
  a
• 28:32
  lot,
• 28:33
  how
• 28:33
  do
• 28:33
  you
• 28:33
  interpret
• 28:33
  the
• 28:33
  data,
• 28:34
  what
• 28:34
  are
• 28:34
  the
• 28:34
  different
• 28:35
  thresholds
• 28:35
  that
• 28:35
  you
• 28:35
  would
• 28:36
  need
• 28:36
  to,
• 28:36
  you
• 28:37
  know,
• 28:37
  classify
• 28:38
  X
• 28:38
  as
• 28:38
  Y
• 28:39
  and
• 28:39
  just
• 28:39
  really
• 28:40
  take
• 28:40
  spending
• 28:40
  a
• 28:40
  lot
• 28:41
  of
• 28:41
  time
• 28:41
  there
• 28:41
  understanding
• 28:42
  and
• 28:42
  making
• 28:42
  sure
• 28:42
  that
• 28:43
  when
• 28:43
  we
• 28:43
  are
• 28:43
  baking
• 28:44
  in
• 28:44
  this
• 28:44
  logic
• 28:45
  that
• 28:45
  we're
• 28:45
  doing
• 28:45
  it
• 28:45
  correctly.
• 28:46
  Then
• 28:47
  once
• 28:47
  we
• 28:47
  did
• 28:47
  that,
• 28:47
  and
• 28:47
  that
• 28:48
  took
• 28:48
  a
• 28:48
  couple
• 28:48
  of
• 28:48
  weeks,
• 28:49
  within
• 28:49
  15
• 28:49
  days
• 28:50
  we
• 28:50
  had
• 28:50
  taken
• 28:51
  a
• 28:51
  proof
• 28:51
  of
• 28:51
  concept
• 28:52
  and
• 28:52
  built
• 28:52
  it
• 28:53
  at
• 28:53
  a
• 28:53
  production
• 28:53
  level
• 28:54
  ready
• 28:54
  solution
• 28:54
  where
• 28:55
  every
• 28:55
  single
• 28:56
  morning
• 28:56
  they
• 28:57
  could
• 28:57
  wake
• 28:57
  up
• 28:57
  and
• 28:57
  they
• 28:58
  could
• 28:58
  see
• 28:58
  all
• 28:59
  of
• 28:59
  the
• 28:59
  different
• 28:59
  solutions.
• 29:00
  Oh
• 29:00
  sorry,
• 29:00
  excuse
• 29:00
  me.
• 29:01
  All
• 29:01
  of
• 29:01
  the
• 29:01
  different
• 29:01
  SKUs
• 29:02
  that
• 29:02
  were
• 29:03
  most
• 29:03
  important
• 29:03
  for
• 29:04
  them
• 29:04
  to
• 29:04
  action
• 29:04
  on.
• 29:05
  And
• 29:05
  I
• 29:05
  can
• 29:06
  go
• 29:06
  deeper
• 29:06
  into
• 29:07
  what
• 29:07
  that
• 29:07
  experience
• 29:08
  was
• 29:08
  like.
• 29:09
  But
• 29:10
  the
• 29:11
  ultimate
• 29:11
  outcome
• 29:12
  here
• 29:12
  was
• 29:12
  that
• 29:13
  they
• 29:13
  saw
• 29:13
  over
• 29:14
  a
• 29:14
  40
• 29:14
  times
• 29:15
  ROI
• 29:17
  per
• 29:17
  dollar
• 29:17
  invested,
• 29:18
  right?
• 29:18
  Because
• 29:19
  they
• 29:19
  were
• 29:19
  able
• 29:19
  to
• 29:19
  more
• 29:20
  effectively
• 29:20
  make
• 29:20
  sales
• 29:21
  more
• 29:21
  able
• 29:22
  to
• 29:22
  allocate
• 29:23
  their
• 29:23
  resources
• 29:24
  in
• 29:24
  a
• 29:24
  way
• 29:24
  that
• 29:26
  that
• 29:27
  worked
• 29:27
  for
• 29:27
  them
• 29:27
  and
• 29:27
  this
• 29:28
  came
• 29:28
  down
• 29:28
  to
• 29:28
  those
• 29:28
  four
• 29:29
  pillars.
• 29:29
  Right.
• 29:29
  So
• 29:30
  it
• 29:30
  was
• 29:30
  the
• 29:30
  fact
• 29:30
  that
• 29:30
  we
• 29:31
  were
• 29:31
  able
• 29:31
  to
• 29:31
  take
• 29:32
  these
• 29:32
  reusable
• 29:32
  building
• 29:33
  blocks,
• 29:33
  implement
• 29:34
  them
• 29:34
  quickly.
• 29:34
  It's
• 29:34
  because
• 29:35
  we
• 29:35
  were
• 29:35
  able
• 29:35
  to
• 29:35
  have
• 29:35
  control
• 29:36
  with
• 29:36
  the
• 29:36
  knowledge
• 29:37
  fabric
• 29:37
  on
• 29:38
  where
• 29:38
  each
• 29:39
  of
• 29:39
  these
• 29:40
  agents
• 29:40
  that
• 29:40
  we
• 29:40
  set
• 29:41
  up
• 29:41
  to
• 29:41
  do
• 29:41
  this
• 29:41
  analysis
• 29:41
  was
• 29:42
  looking
• 29:42
  and
• 29:42
  constraining
• 29:43
  it
• 29:43
  to
• 29:43
  the
• 29:43
  right
• 29:43
  data,
• 29:44
  auditing
• 29:45
  it
• 29:45
  and
• 29:45
  tracing
• 29:45
  it.
• 29:45
  So
• 29:46
  that
• 29:46
  when
• 29:46
  they
• 29:46
  asked
• 29:46
  a
• 29:46
  question
• 29:47
  in
• 29:47
  the
• 29:47
  iteration
• 29:48
  process
• 29:48
  they
• 29:48
  knew,
• 29:49
  oh
• 29:49
  well
• 29:49
  actually
• 29:49
  I
• 29:49
  wouldn't
• 29:49
  define
• 29:50
  it
• 29:50
  that
• 29:50
  way
• 29:50
  or
• 29:50
  oh,
• 29:51
  it
• 29:51
  was
• 29:51
  pulling
• 29:51
  from
• 29:51
  the
• 29:51
  wrong
• 29:51
  store
• 29:52
  to
• 29:52
  set
• 29:52
  or
• 29:53
  that
• 29:53
  actually
• 29:53
  is
• 29:54
  that
• 29:54
  maybe
• 29:55
  it
• 29:55
  missed
• 29:55
  out
• 29:55
  a
• 29:55
  couple
• 29:56
  things.
• 29:56
  Oh,
• 29:56
  we
• 29:56
  need
• 29:56
  to
• 29:56
  include
• 29:56
  this
• 29:57
  great
• 29:57
  through
• 29:58
  that.
• 29:58
  Because
• 29:58
  it
• 29:58
  was
• 29:58
  all
• 29:59
  traceable.
• 29:59
  We
• 29:59
  were
• 29:59
  able
• 29:59
  to
• 30:00
  do
• 30:00
  that
• 30:00
  also
• 30:00
  very
• 30:00
  quickly
• 30:01
  and
• 30:02
  then
• 30:02
  they're
• 30:02
  able
• 30:02
  to
• 30:02
  make
• 30:02
  changes
• 30:03
  themselves
• 30:03
  where
• 30:03
  needed
• 30:04
  using
• 30:04
  our
• 30:04
  agent
• 30:05
  studio.
• 30:05
  So
• 30:05
  that's
• 30:06
  one
• 30:06
  example.
• 30:06
  And
• 30:07
  honestly
• 30:07
  I
• 30:07
  would
• 30:08
  love
• 30:08
  to
• 30:08
  go
• 30:08
  into
• 30:08
  more
• 30:08
  detail
• 30:09
  on
• 30:09
  that
• 30:09
  one
• 30:09
  because
• 30:09
  that
• 30:10
  was
• 30:10
  actually
• 30:10
  a
• 30:10
  really
• 30:10
  interesting
• 30:11
  implementation
• 30:12
  in
• 30:12
  the
• 30:12
  retail
• 30:13
  space
• 30:13
  that
• 30:13
  I
• 30:13
  think
• 30:13
  some
• 30:14
  of
• 30:14
  your
• 30:14
  users
• 30:14
  might
• 30:14
  be,
• 30:15
  some
• 30:15
  of
• 30:15
  your
• 30:15
  listeners
• 30:16
  might
• 30:16
  be
• 30:16
  interested
• 30:16
  in.
• 30:17
  Yeah,
• 30:17
  I
• 30:18
  mean,
• 30:18
  let's
• 30:18
  do
• 30:18
  it.
• 30:18
  Let's
• 30:19
  do
• 30:19
  it.
• 30:19
  I
• 30:19
  mean
• 30:20
  I
• 30:20
  love
• 30:20
  whenever
• 30:20
  we
• 30:21
  can
• 30:21
  go
• 30:21
  a
• 30:21
  level
• 30:21
  deeper
• 30:22
  with
• 30:22
  the
• 30:23
  audience
• 30:23
  to,
• 30:24
  you
• 30:24
  know,
• 30:24
  to
• 30:24
  kind
• 30:25
  of
• 30:25
  prove
• 30:25
  your
• 30:25
  mettle,
• 30:26
  so
• 30:26
  to
• 30:26
  speak.
• 30:26
  So
• 30:26
  yeah,
• 30:27
  let's
• 30:27
  do
• 30:27
  it.
• 30:27
  Like
• 30:27
  tell
• 30:27
  me
• 30:28
  what,
• 30:28
  what
• 30:28
  detail
• 30:29
  do
• 30:29
  you
• 30:29
  want
• 30:29
  to
• 30:29
  share
• 30:29
  about
• 30:30
  that?
• 30:31
  So
• 30:31
  yeah,
• 30:31
  what
• 30:31
  we,
• 30:32
  what
• 30:32
  we
• 30:32
  built
• 30:32
  for
• 30:32
  them
• 30:33
  was
• 30:34
  basically
• 30:36
  the,
• 30:37
  when
• 30:37
  they
• 30:37
  first
• 30:37
  get
• 30:37
  to
• 30:38
  the
• 30:38
  page,
• 30:38
  think
• 30:38
  about
• 30:39
  it,
• 30:39
  you
• 30:39
  know,
• 30:39
  to
• 30:39
  kind
• 30:39
  of
• 30:39
  illustrate
• 30:40
  it
• 30:40
  in,
• 30:40
  in
• 30:41
  the
• 30:41
  minds
• 30:41
  of
• 30:41
  the,
• 30:42
  of
• 30:42
  the
• 30:42
  listeners.
• 30:43
  Yeah,
• 30:43
  you
• 30:44
  have
• 30:44
  a
• 30:44
  daily
• 30:44
  brief,
• 30:44
  right?
• 30:45
  It's
• 30:45
  like
• 30:45
  you
• 30:45
  walk
• 30:45
  in
• 30:46
  and
• 30:46
  it's
• 30:46
  as
• 30:46
  if
• 30:46
  you
• 30:47
  had
• 30:47
  a
• 30:47
  team
• 30:47
  of
• 30:47
  analysis,
• 30:49
  like
• 30:49
  analysis,
• 30:50
  sorry,
• 30:50
  analysts,
• 30:51
  excuse
• 30:51
  me,
• 30:52
  analysts
• 30:52
  going
• 30:53
  forward
• 30:53
  and
• 30:53
  saying
• 30:53
  hey,
• 30:53
  this
• 30:54
  is
• 30:54
  what
• 30:54
  you
• 30:54
  need
• 30:54
  to,
• 30:54
  this
• 30:54
  is
• 30:54
  what
• 30:55
  you
• 30:55
  need
• 30:55
  to
• 30:55
  action
• 30:55
  on
• 30:55
  and
• 30:56
  why.
• 30:56
  Right?
• 30:57
  So
• 30:57
  there's,
• 30:58
  you
• 30:58
  know,
• 30:58
  the,
• 30:58
  the
• 30:58
  category
• 30:59
  manager
• 30:59
  and
• 30:59
  the
• 30:59
  regional
• 31:00
  manager
• 31:00
  would
• 31:00
  open
• 31:00
  it
• 31:00
  up
• 31:00
  and
• 31:01
  see
• 31:01
  in
• 31:01
  a
• 31:01
  tabbed
• 31:01
  experience
• 31:02
  all
• 31:02
  the
• 31:02
  SKUs.
• 31:03
  Everything
• 31:03
  needs
• 31:03
  to
• 31:03
  be
• 31:03
  reordered.
• 31:04
  Everywhere
• 31:04
  is
• 31:05
  dropping
• 31:05
  in
• 31:05
  sales.
• 31:06
  Everything
• 31:06
  that's
• 31:06
  trending
• 31:07
  up
• 31:07
  in
• 31:07
  fastword.
• 31:07
  Everything
• 31:08
  needs
• 31:08
  to
• 31:08
  be
• 31:08
  distributed
• 31:09
  across
• 31:09
  different
• 31:09
  stores
• 31:10
  stores
• 31:10
  due
• 31:10
  to,
• 31:10
  hey,
• 31:11
  it's
• 31:11
  selling
• 31:11
  good
• 31:11
  here,
• 31:11
  but
• 31:11
  not,
• 31:12
  not
• 31:12
  so
• 31:12
  well
• 31:13
  here.
• 31:14
  We
• 31:14
  call
• 31:15
  local
• 31:15
  heroes,
• 31:16
  right?
• 31:17
  Is
• 31:18
  are
• 31:18
  these,
• 31:19
  these
• 31:19
  products
• 31:20
  that
• 31:20
  are
• 31:20
  punching
• 31:20
  above
• 31:20
  their
• 31:21
  weight
• 31:21
  right
• 31:21
  at
• 31:21
  a
• 31:21
  single
• 31:21
  store
• 31:21
  and
• 31:22
  are
• 31:22
  ripe
• 31:22
  for
• 31:22
  promotion
• 31:22
  or
• 31:23
  expansion.
• 31:24
  One
• 31:25
  example
• 31:25
  that
• 31:26
  you
• 31:26
  know,
• 31:26
  we
• 31:26
  actually
• 31:26
  saw
• 31:27
  recently
• 31:27
  was
• 31:28
  there
• 31:28
  was
• 31:29
  a
• 31:29
  69%
• 31:30
  sales
• 31:30
  drop
• 31:31
  in
• 31:31
  on,
• 31:31
  on
• 31:32
  a
• 31:32
  given
• 31:32
  SKU,
• 31:32
  right?
• 31:33
  So
• 31:33
  it
• 31:33
  only
• 31:34
  had
• 31:34
  55
• 31:35
  days
• 31:35
  left
• 31:35
  of
• 31:35
  inventory
• 31:36
  at
• 31:36
  its
• 31:36
  current
• 31:36
  Velocity
• 31:37
  and
• 31:37
  they
• 31:37
  had
• 31:37
  a
• 31:37
  reorder
• 31:38
  period
• 31:38
  of
• 31:39
  like
• 31:39
  40
• 31:39
  days.
• 31:40
  So
• 31:40
  they,
• 31:41
  and
• 31:41
  they
• 31:41
  had
• 31:42
  no
• 31:42
  incoming
• 31:43
  purchase
• 31:43
  orders.
• 31:43
  Right.
• 31:43
  So
• 31:44
  pre
• 31:45
  system
• 31:45
  that
• 31:45
  would
• 31:45
  have
• 31:46
  been
• 31:46
  caught
• 31:46
  maybe
• 31:46
  in
• 31:46
  a
• 31:46
  few
• 31:47
  weeks
• 31:48
  and
• 31:48
  then
• 31:49
  that'd
• 31:49
  be
• 31:49
  too
• 31:49
  late.
• 31:49
  Right.
• 31:50
  Because
• 31:50
  then
• 31:50
  they,
• 31:50
  they
• 31:51
  might
• 31:51
  put
• 31:51
  in
• 31:51
  the
• 31:51
  order.
• 31:51
  Maybe
• 31:52
  not
• 31:52
  enough,
• 31:52
  they're
• 31:52
  not
• 31:52
  entirely
• 31:53
  sure.
• 31:54
  But
• 31:55
  ultimately
• 31:56
  they
• 31:56
  wouldn't
• 31:56
  have
• 31:56
  been
• 31:56
  able
• 31:57
  to
• 31:57
  act
• 31:57
  on
• 31:57
  it.
• 31:57
  But
• 31:57
  with
• 31:58
  the
• 31:58
  intelligence
• 31:58
  that
• 31:58
  we're
• 31:58
  able
• 31:58
  to
• 31:59
  offer
• 31:59
  them,
• 31:59
  they
• 31:59
  did.
• 31:59
  Right.
• 32:00
  So
• 32:00
  with,
• 32:01
  you
• 32:01
  know,
• 32:01
  multiple
• 32:01
  weeks
• 32:02
  out,
• 32:02
  they're
• 32:02
  able
• 32:02
  to
• 32:03
  easily
• 32:03
  plan,
• 32:04
  put
• 32:04
  in
• 32:04
  the
• 32:04
  order
• 32:05
  and
• 32:05
  distribute
• 32:06
  it
• 32:06
  and
• 32:06
  track
• 32:06
  the
• 32:06
  planning
• 32:07
  for
• 32:08
  how
• 32:08
  it
• 32:08
  does
• 32:08
  in
• 32:09
  other
• 32:09
  stores.
• 32:09
  Right.
• 32:10
  So
• 32:11
  this
• 32:11
  is
• 32:11
  basically
• 32:12
  one,
• 32:14
  it's
• 32:14
  the
• 32:14
  action
• 32:15
  items
• 32:16
  where
• 32:16
  you
• 32:16
  can
• 32:16
  understand
• 32:17
  this
• 32:17
  is
• 32:17
  what
• 32:17
  I
• 32:17
  need
• 32:18
  to
• 32:18
  do
• 32:18
  and
• 32:19
  why.
• 32:19
  And
• 32:20
  there's
• 32:20
  also
• 32:21
  explanations
• 32:22
  from
• 32:22
  the
• 32:22
  AI
• 32:23
  analyzing
• 32:23
  and
• 32:24
  recommending
• 32:24
  as
• 32:24
  well.
• 32:25
  Hey,
• 32:25
  this
• 32:25
  was
• 32:25
  selling
• 32:25
  really
• 32:26
  well
• 32:26
  here
• 32:26
  based
• 32:27
  on
• 32:27
  seasonal
• 32:28
  trends
• 32:28
  that
• 32:28
  we
• 32:28
  see,
• 32:28
  based
• 32:29
  on
• 32:29
  geographic
• 32:29
  trends
• 32:30
  like
• 32:30
  hey,
• 32:31
  this
• 32:31
  is
• 32:32
  a
• 32:32
  great
• 32:32
  beach
• 32:32
  shoe.
• 32:33
  There's
• 32:33
  here
• 32:33
  are
• 32:33
  all
• 32:34
  your
• 32:34
  other
• 32:34
  stores
• 32:35
  where
• 32:37
  located
• 32:38
  on
• 32:38
  the
• 32:38
  beach.
• 32:38
  Recommend
• 32:39
  you,
• 32:39
  you
• 32:39
  know,
• 32:39
  clicking
• 32:40
  a
• 32:40
  two
• 32:40
  but
• 32:41
  two
• 32:41
  clicks
• 32:41
  of
• 32:41
  a
• 32:41
  button,
• 32:42
  boom,
• 32:42
  you
• 32:42
  can
• 32:42
  send
• 32:42
  it
• 32:42
  to
• 32:42
  that
• 32:43
  store
• 32:43
  and
• 32:43
  we
• 32:43
  fill
• 32:44
  that
• 32:44
  out
• 32:44
  to
• 32:44
  kind
• 32:44
  of
• 32:44
  go
• 32:44
  into
• 32:45
  their
• 32:45
  system
• 32:45
  really
• 32:45
  quite
• 32:46
  easily.
• 32:47
  So
• 32:47
  that
• 32:47
  was
• 32:48
  the
• 32:48
  daily
• 32:48
  brief
• 32:48
  and
• 32:48
  I
• 32:48
  think
• 32:49
  that
• 32:49
  was
• 32:49
  one
• 32:49
  of
• 32:49
  the
• 32:49
  most
• 32:50
  important
• 32:50
  parts
• 32:51
  of
• 32:51
  what
• 32:51
  we
• 32:51
  were,
• 32:52
  what
• 32:52
  we
• 32:52
  were
• 32:52
  putting
• 32:53
  forward.
• 32:53
  But
• 32:54
  much
• 32:54
  deeper
• 32:54
  than
• 32:54
  that,
• 32:55
  that
• 32:55
  can't
• 32:56
  be
• 32:56
  the
• 32:56
  only
• 32:56
  thing,
• 32:56
  right?
• 32:56
  You
• 32:57
  need
• 32:57
  really
• 32:57
  a
• 32:57
  way
• 32:58
  to
• 32:58
  interact
• 32:58
  with
• 32:58
  your
• 32:59
  data
• 32:59
  in
• 32:59
  an
• 32:59
  intelligent
• 33:00
  way.
• 33:00
  And
• 33:00
  that's
• 33:00
  where
• 33:01
  we
• 33:01
  had
• 33:01
  the
• 33:01
  inventory
• 33:02
  matrix.
• 33:03
  So
• 33:03
  this
• 33:03
  is
• 33:04
  a
• 33:04
  heat
• 33:04
  map.
• 33:05
  It
• 33:06
  goes
• 33:06
  from
• 33:06
  everywhere,
• 33:07
  from
• 33:07
  across
• 33:07
  all
• 33:08
  the
• 33:08
  stores
• 33:08
  by
• 33:09
  size
• 33:09
  and
• 33:09
  color
• 33:10
  or
• 33:10
  individual,
• 33:11
  you
• 33:11
  know,
• 33:11
  or
• 33:12
  individual
• 33:12
  stores.
• 33:12
  So
• 33:13
  you
• 33:13
  can
• 33:13
  see
• 33:13
  how
• 33:13
  a
• 33:14
  given
• 33:14
  SKU
• 33:14
  is
• 33:14
  performing,
• 33:15
  right?
• 33:15
  You
• 33:15
  can
• 33:15
  see
• 33:15
  the
• 33:15
  sell
• 33:16
  through,
• 33:16
  you
• 33:16
  can
• 33:16
  see
• 33:16
  the
• 33:16
  margin,
• 33:17
  you
• 33:17
  can
• 33:17
  see
• 33:17
  the
• 33:17
  transit
• 33:18
  inventory,
• 33:18
  everything
• 33:19
  you
• 33:19
  need
• 33:19
  to
• 33:19
  know
• 33:19
  about
• 33:20
  a
• 33:20
  given
• 33:20
  sku.
• 33:21
  And
• 33:22
  within
• 33:22
  that
• 33:22
  you
• 33:23
  can
• 33:23
  go
• 33:23
  even
• 33:23
  deeper
• 33:24
  where
• 33:24
  you
• 33:25
  could
• 33:25
  see
• 33:25
  exactly
• 33:27
  predictive
• 33:27
  trends
• 33:28
  on
• 33:28
  how
• 33:28
  we
• 33:28
  think
• 33:29
  it
• 33:29
  will
• 33:29
  do
• 33:29
  based
• 33:29
  on,
• 33:31
  based
• 33:31
  on
• 33:31
  previous,
• 33:33
  based
• 33:33
  on
• 33:33
  previous
• 33:34
  performance
• 33:35
  of
• 33:35
  the
• 33:35
  sku.
• 33:36
  And
• 33:37
  you
• 33:37
  can
• 33:37
  interact
• 33:38
  with
• 33:38
  it
• 33:38
  with
• 33:38
  a
• 33:38
  chat,
• 33:38
  right?
• 33:39
  So
• 33:39
  you
• 33:39
  can
• 33:39
  ask
• 33:39
  it
• 33:39
  real
• 33:40
  questions
• 33:40
  and
• 33:41
  get
• 33:41
  traceable
• 33:41
  answers,
• 33:42
  create
• 33:42
  charts,
• 33:43
  kind
• 33:43
  of
• 33:43
  just
• 33:43
  create
• 33:44
  tables,
• 33:44
  whatever
• 33:44
  it
• 33:44
  is
• 33:44
  that
• 33:45
  you
• 33:45
  want
• 33:45
  to
• 33:45
  do
• 33:45
  in
• 33:45
  terms
• 33:45
  of
• 33:46
  sending
• 33:47
  around
• 33:47
  that
• 33:47
  information
• 33:47
  internally,
• 33:48
  presenting
• 33:49
  it
• 33:49
  to
• 33:50
  buyers,
• 33:51
  whatever
• 33:51
  it
• 33:51
  is
• 33:51
  that
• 33:51
  you
• 33:51
  need,
• 33:53
  and
• 33:54
  getting
• 33:55
  a
• 33:55
  level
• 33:55
  both
• 33:55
  at
• 33:55
  the
• 33:55
  SKU
• 33:56
  level
• 33:56
  and
• 33:56
  at
• 33:56
  the
• 33:56
  store
• 33:57
  level.
• 33:57
  So
• 33:57
  you
• 33:57
  could
• 33:57
  see
• 33:57
  how
• 33:58
  a
• 33:58
  store
• 33:58
  is
• 33:58
  doing,
• 33:58
  you
• 33:58
  could
• 33:59
  see
• 33:59
  how
• 33:59
  a
• 33:59
  SKU
• 33:59
  is
• 33:59
  doing.
• 34:00
  And
• 34:00
  it's
• 34:01
  seamless
• 34:01
  transition
• 34:01
  between
• 34:01
  them
• 34:02
  allows
• 34:03
  you
• 34:03
  to
• 34:03
  kind
• 34:03
  of
• 34:03
  see
• 34:03
  things
• 34:04
  that
• 34:04
  even
• 34:04
  this
• 34:04
  is,
• 34:05
  we
• 34:05
  may
• 34:05
  not
• 34:05
  even
• 34:05
  brought
• 34:06
  up
• 34:06
  on,
• 34:09
  on
• 34:09
  the
• 34:09
  daily
• 34:09
  brief,
• 34:10
  right?
• 34:10
  So
• 34:11
  with
• 34:11
  these
• 34:11
  three
• 34:12
  tools
• 34:12
  combined
• 34:13
  and
• 34:13
  then
• 34:13
  chat
• 34:13
  on
• 34:13
  top
• 34:14
  of
• 34:14
  that
• 34:14
  so
• 34:14
  you
• 34:14
  can
• 34:14
  just
• 34:14
  interact
• 34:15
  with
• 34:15
  it
• 34:15
  in
• 34:15
  natural
• 34:15
  language,
• 34:16
  it
• 34:16
  allowed
• 34:17
  the,
• 34:17
  the
• 34:18
  buyers
• 34:18
  to
• 34:18
  move
• 34:19
  on
• 34:20
  their
• 34:20
  products
• 34:21
  so
• 34:21
  quickly
• 34:22
  that
• 34:22
  they
• 34:22
  really
• 34:23
  just
• 34:23
  felt
• 34:23
  the
• 34:23
  efficiency
• 34:24
  gains
• 34:24
  nearly
• 34:25
  immediately.
• 34:26
  Now,
• 34:26
  this
• 34:26
  was
• 34:26
  a
• 34:27
  case
• 34:27
  where
• 34:27
  the
• 34:27
  dividends
• 34:28
  paid
• 34:28
  off
• 34:28
  very
• 34:28
  quick,
• 34:29
  you
• 34:29
  know,
• 34:29
  in
• 34:30
  such
• 34:30
  a
• 34:30
  quick
• 34:30
  manner,
• 34:30
  because
• 34:31
  they
• 34:31
  were,
• 34:32
  they
• 34:32
  were
• 34:32
  stuck,
• 34:33
  you
• 34:34
  know,
• 34:34
  with,
• 34:34
  with
• 34:34
  their
• 34:34
  previous
• 34:35
  solution
• 34:35
  on
• 34:35
  something
• 34:36
  that,
• 34:36
  you
• 34:36
  know,
• 34:36
  looks
• 34:37
  like
• 34:37
  it
• 34:37
  came
• 34:37
  out
• 34:37
  of
• 34:37
  the,
• 34:38
  you
• 34:38
  know,
• 34:38
  the
• 34:38
  late
• 34:38
  90s.
• 34:39
  But
• 34:40
  to
• 34:40
  a
• 34:40
  degree,
• 34:41
  we
• 34:41
  all
• 34:41
  have
• 34:41
  these
• 34:41
  within
• 34:42
  our
• 34:42
  organizations
• 34:44
  and
• 34:45
  we,
• 34:45
  we
• 34:45
  have
• 34:46
  things
• 34:46
  that
• 34:46
  get
• 34:47
  the
• 34:47
  job
• 34:47
  done.
• 34:47
  Like
• 34:47
  we
• 34:47
  have
• 34:48
  a
• 34:48
  car
• 34:48
  that
• 34:48
  gets
• 34:48
  from
• 34:48
  A
• 34:49
  to
• 34:49
  B,
• 34:49
  but
• 34:50
  we
• 34:50
  really,
• 34:50
  what
• 34:50
  we
• 34:51
  really
• 34:51
  want
• 34:51
  is
• 34:52
  a
• 34:52
  rocket
• 34:53
  ship
• 34:53
  that
• 34:53
  gets
• 34:53
  us
• 34:54
  to
• 34:54
  not
• 34:54
  just
• 34:54
  B,
• 34:55
  but
• 34:55
  also
• 34:55
  A,
• 34:56
  C,
• 34:56
  D,
• 34:56
  E
• 34:57
  and
• 34:57
  F.
• 34:57
  And
• 34:58
  I
• 34:58
  think
• 34:58
  in
• 34:58
  this
• 34:59
  case,
• 34:59
  this
• 34:59
  really
• 34:59
  did
• 35:00
  unlock
• 35:00
  those
• 35:00
  capabilities.
• 35:01
  Yeah.
• 35:02
  God.
• 35:02
  Oh,
• 35:02
  my
• 35:02
  God.
• 35:03
  You
• 35:03
  opened
• 35:03
  up
• 35:03
  a
• 35:03
  whole
• 35:03
  host
• 35:03
  of
• 35:04
  questions
• 35:04
  for
• 35:04
  me
• 35:04
  here
• 35:05
  at
• 35:05
  the
• 35:05
  end
• 35:05
  of
• 35:05
  the
• 35:06
  podcast.
• 35:06
  And
• 35:06
  so
• 35:06
  I'm
• 35:06
  gonna,
• 35:07
  I'm
• 35:07
  gonna
• 35:07
  get
• 35:08
  you
• 35:08
  out
• 35:08
  of
• 35:08
  here
• 35:08
  on
• 35:08
  this
• 35:08
  because,
• 35:09
  like,
• 35:09
  you
• 35:09
  know,
• 35:09
  like,
• 35:09
  one
• 35:10
  of
• 35:10
  the
• 35:10
  things
• 35:10
  that,
• 35:10
  that
• 35:11
  to
• 35:11
  me,
• 35:12
  like
• 35:12
  hearing
• 35:13
  this
• 35:13
  conversation,
• 35:13
  if
• 35:14
  I
• 35:14
  was
• 35:14
  an
• 35:14
  executive
• 35:14
  trying
• 35:14
  to
• 35:15
  decide
• 35:15
  what
• 35:15
  to
• 35:15
  do,
• 35:15
  the,
• 35:16
  the
• 35:16
  thing
• 35:16
  I'd
• 35:16
  want
• 35:17
  to
• 35:17
  get
• 35:17
  a
• 35:17
  handle
• 35:17
  on,
• 35:17
  I
• 35:17
  think
• 35:17
  most
• 35:18
  of
• 35:18
  all
• 35:18
  is
• 35:18
  like,
• 35:18
  what
• 35:18
  is,
• 35:19
  what
• 35:19
  is
• 35:19
  my
• 35:19
  process?
• 35:20
  And,
• 35:20
  and
• 35:20
  where
• 35:20
  are
• 35:21
  the
• 35:21
  gaps?
• 35:21
  And
• 35:22
  one
• 35:22
  of
• 35:22
  the
• 35:22
  things
• 35:22
  I
• 35:22
  think
• 35:22
  about
• 35:23
  too,
• 35:23
  in
• 35:23
  that
• 35:23
  regard,
• 35:24
  which
• 35:24
  I
• 35:24
  could
• 35:24
  devote
• 35:25
  an
• 35:25
  entire
• 35:25
  another
• 35:26
  podcast
• 35:26
  to,
• 35:26
  this
• 35:26
  concept
• 35:27
  would
• 35:27
  be
• 35:27
  like,
• 35:28
  man,
• 35:28
  if
• 35:29
  I'm
• 35:29
  a
• 35:29
  retail
• 35:29
  executive
• 35:29
  of
• 35:30
  a
• 35:30
  current
• 35:30
  retail,
• 35:31
  current
• 35:31
  retailer,
• 35:31
  I'm
• 35:31
  scared
• 35:32
  of
• 35:32
  the
• 35:32
  AI
• 35:32
  native
• 35:33
  retailer.
• 35:33
  Like
• 35:33
  we
• 35:34
  used
• 35:34
  to
• 35:34
  be
• 35:34
  scared
• 35:34
  of
• 35:34
  the
• 35:34
  digitally
• 35:35
  native
• 35:35
  retailer.
• 35:35
  Now
• 35:35
  I'm
• 35:36
  scared
• 35:36
  of
• 35:36
  the
• 35:36
  AI
• 35:36
  native
• 35:37
  retailer
• 35:37
  that
• 35:37
  is
• 35:38
  doing
• 35:38
  all
• 35:38
  of
• 35:38
  this
• 35:38
  from
• 35:39
  the
• 35:39
  get
• 35:39
  go.
• 35:40
  And
• 35:40
  so
• 35:41
  my
• 35:41
  question
• 35:41
  for
• 35:42
  you
• 35:42
  would
• 35:42
  be,
• 35:42
  as
• 35:43
  I'm
• 35:43
  trying
• 35:43
  to
• 35:43
  understand
• 35:43
  the
• 35:44
  gaps
• 35:44
  and
• 35:44
  all
• 35:44
  that,
• 35:45
  what
• 35:46
  is.
• 35:46
  If
• 35:46
  you
• 35:46
  could
• 35:47
  offer
• 35:47
  one
• 35:47
  piece
• 35:48
  of
• 35:48
  advice
• 35:50
  to
• 35:50
  the
• 35:50
  executives
• 35:51
  listening,
• 35:51
  like
• 35:51
  what.
• 35:51
  What
• 35:52
  would
• 35:52
  that
• 35:52
  piece
• 35:52
  of
• 35:53
  advice
• 35:53
  be?
• 35:53
  As
• 35:54
  they're
• 35:54
  trying
• 35:54
  to
• 35:54
  wade
• 35:54
  through
• 35:55
  everything
• 35:55
  we've
• 35:55
  just
• 35:55
  discussed
• 35:56
  so
• 35:56
  far.
• 35:58
  So
• 35:58
  that's
• 35:58
  an
• 35:58
  interesting,
• 36:00
  it's
• 36:00
  an
• 36:00
  interesting
• 36:01
  question
• 36:01
  because
• 36:02
  just
• 36:02
  like
• 36:03
  you,
• 36:03
  my
• 36:03
  mind
• 36:03
  goes
• 36:03
  in
• 36:04
  a
• 36:04
  bunch
• 36:04
  of
• 36:04
  different
• 36:04
  ways.
• 36:06
  You
• 36:06
  know,
• 36:06
  what
• 36:06
  could
• 36:06
  you
• 36:07
  solve?
• 36:07
  And
• 36:08
  there's
• 36:09
  never
• 36:09
  any
• 36:09
  one
• 36:10
  right
• 36:10
  answer.
• 36:10
  There's
• 36:10
  often
• 36:11
  a
• 36:11
  lot
• 36:11
  of
• 36:11
  good
• 36:11
  right
• 36:11
  answers,
• 36:12
  which
• 36:12
  is,
• 36:12
  which
• 36:12
  is
• 36:12
  frustrating,
• 36:13
  right,
• 36:13
  because
• 36:13
  you
• 36:14
  want
• 36:14
  to
• 36:14
  also
• 36:14
  make
• 36:14
  sure
• 36:15
  you're
• 36:15
  moving
• 36:15
  with
• 36:15
  the
• 36:15
  times
• 36:16
  and
• 36:16
  things
• 36:16
  are
• 36:16
  accelerating
• 36:17
  so
• 36:17
  quickly.
• 36:19
  One
• 36:19
  place,
• 36:19
  if
• 36:20
  you
• 36:20
  really
• 36:20
  want
• 36:20
  to
• 36:20
  start
• 36:21
  and
• 36:23
  you
• 36:23
  want
• 36:23
  to
• 36:23
  wrap
• 36:24
  your
• 36:24
  head
• 36:24
  around
• 36:24
  a
• 36:24
  Problem
• 36:25
  that
• 36:27
  seems
• 36:27
  doable,
• 36:28
  doesn't
• 36:28
  seem
• 36:28
  too
• 36:28
  scary,
• 36:29
  is
• 36:30
  there's
• 36:30
  really
• 36:30
  no
• 36:31
  magic
• 36:31
  to
• 36:31
  AI
• 36:32
  when
• 36:32
  it
• 36:32
  comes
• 36:32
  to
• 36:32
  implementing
• 36:33
  it.
• 36:33
  Now,
• 36:33
  how
• 36:34
  AI
• 36:34
  works,
• 36:34
  nobody
• 36:35
  in
• 36:35
  the
• 36:35
  world
• 36:35
  actually
• 36:36
  knows.
• 36:36
  That's
• 36:36
  a
• 36:36
  whole
• 36:36
  separate
• 36:37
  story.
• 36:38
  But
• 36:38
  it's
• 36:38
  more
• 36:39
  like
• 36:39
  plumbing,
• 36:39
  right?
• 36:40
  It's
• 36:40
  understanding
• 36:41
  that,
• 36:42
  okay,
• 36:43
  if
• 36:43
  we
• 36:43
  can
• 36:43
  just
• 36:43
  put
• 36:44
  these,
• 36:44
  if
• 36:44
  we
• 36:44
  can
• 36:44
  put
• 36:45
  these
• 36:45
  pipes
• 36:45
  together
• 36:45
  and
• 36:45
  kind
• 36:46
  of
• 36:46
  have
• 36:46
  this
• 36:46
  flow
• 36:47
  through
• 36:47
  here,
• 36:48
  that's,
• 36:49
  you
• 36:49
  know,
• 36:49
  and
• 36:49
  kind
• 36:49
  of,
• 36:50
  you
• 36:50
  know,
• 36:51
  configure
• 36:51
  it
• 36:52
  in
• 36:52
  just
• 36:52
  the
• 36:52
  right
• 36:52
  way.
• 36:52
  Okay,
• 36:53
  great.
• 36:53
  Now
• 36:53
  what
• 36:53
  problems
• 36:54
  could
• 36:54
  you
• 36:55
  apply
• 36:55
  that
• 36:55
  for?
• 36:56
  The,
• 36:56
  the
• 36:57
  simplest
• 36:57
  ones
• 36:57
  would
• 36:58
  be
• 36:58
  that
• 36:58
  if
• 36:58
  you
• 36:58
  could
• 36:59
  explain
• 36:59
  a
• 37:00
  certain
• 37:00
  problem
• 37:01
  to
• 37:01
  a
• 37:01
  new
• 37:01
  hire
• 37:02
  or
• 37:02
  an
• 37:03
  entry
• 37:03
  level
• 37:03
  employee
• 37:04
  in,
• 37:05
  you
• 37:06
  know,
• 37:06
  given,
• 37:06
  you
• 37:06
  know,
• 37:07
  given
• 37:07
  the
• 37:07
  right
• 37:07
  tools
• 37:07
  and
• 37:07
  the
• 37:08
  right
• 37:08
  training
• 37:08
  within
• 37:08
  like
• 37:09
  a
• 37:09
  few
• 37:09
  hours
• 37:09
  or
• 37:10
  a
• 37:10
  few
• 37:10
  weeks,
• 37:11
  AI
• 37:11
  can
• 37:11
  probably
• 37:12
  do
• 37:12
  that
• 37:12
  right
• 37:12
  now.
• 37:13
  So
• 37:14
  it's
• 37:14
  your
• 37:15
  job
• 37:15
  isn't
• 37:15
  necessarily
• 37:15
  to
• 37:16
  imagine
• 37:16
  like
• 37:16
  where
• 37:16
  AI
• 37:16
  is
• 37:17
  going
• 37:17
  to
• 37:17
  be
• 37:17
  in
• 37:17
  20
• 37:17
  years,
• 37:18
  because
• 37:19
  that
• 37:19
  will
• 37:19
  happen
• 37:20
  anyway.
• 37:21
  It's
• 37:21
  more
• 37:21
  about
• 37:21
  to
• 37:22
  look
• 37:22
  at
• 37:22
  your
• 37:22
  own
• 37:22
  organization,
• 37:23
  ask
• 37:23
  what
• 37:23
  are
• 37:24
  my
• 37:24
  people
• 37:24
  doing
• 37:24
  today
• 37:25
  that
• 37:25
  they
• 37:26
  wouldn't
• 37:26
  be
• 37:26
  doing
• 37:27
  if
• 37:27
  they
• 37:27
  could
• 37:27
  just
• 37:27
  push
• 37:27
  a
• 37:27
  few
• 37:27
  buttons?
• 37:28
  Right?
• 37:30
  So
• 37:30
  it's,
• 37:30
  you
• 37:31
  know,
• 37:31
  if
• 37:31
  you
• 37:31
  look
• 37:31
  at
• 37:32
  it
• 37:32
  more
• 37:32
  as
• 37:32
  an
• 37:32
  operational
• 37:33
  discipline
• 37:33
  instead
• 37:34
  of
• 37:34
  like
• 37:34
  a
• 37:34
  moonshot
• 37:35
  of
• 37:35
  like,
• 37:35
  I
• 37:35
  need
• 37:35
  to
• 37:35
  transform
• 37:36
  everything
• 37:36
  with
• 37:36
  AI,
• 37:37
  it
• 37:37
  can
• 37:37
  seem
• 37:37
  very
• 37:38
  scary.
• 37:38
  It's,
• 37:39
  it's
• 37:39
  really
• 37:39
  just
• 37:39
  taking
• 37:39
  one
• 37:40
  step
• 37:40
  at
• 37:40
  a
• 37:40
  time
• 37:40
  and
• 37:40
  looking
• 37:41
  and
• 37:41
  examining,
• 37:41
  okay,
• 37:42
  what's
• 37:42
  a
• 37:42
  repetitive
• 37:43
  process
• 37:43
  that's
• 37:44
  really
• 37:44
  a
• 37:44
  pain.
• 37:44
  If
• 37:45
  I
• 37:45
  gave
• 37:45
  each
• 37:45
  of
• 37:46
  my
• 37:46
  employees
• 37:48
  a
• 37:49
  thousand
• 37:49
  entry
• 37:49
  level
• 37:50
  grads,
• 37:51
  what
• 37:51
  could
• 37:51
  they
• 37:51
  do
• 37:53
  that
• 37:53
  would
• 37:53
  speed
• 37:53
  up
• 37:53
  their
• 37:54
  process?
• 37:54
  And
• 37:54
  ultimately
• 37:55
  a
• 37:55
  lot
• 37:55
  of
• 37:56
  people
• 37:56
  do
• 37:56
  have
• 37:57
  something
• 37:57
  that
• 37:57
  comes
• 37:57
  to
• 37:57
  mind
• 37:58
  when
• 37:58
  you
• 37:58
  frame
• 37:58
  it
• 37:58
  like
• 37:58
  that.
• 37:58
  Instead
• 37:59
  of
• 37:59
  like,
• 37:59
  how
• 37:59
  can
• 37:59
  AI
• 37:59
  help
• 37:59
  you?
• 38:00
  I
• 38:01
  don't
• 38:01
  know
• 38:01
  what
• 38:01
  AI
• 38:01
  can
• 38:02
  do.
• 38:02
  Is
• 38:02
  it
• 38:02
  like
• 38:03
  a
• 38:03
  super
• 38:03
  intelligence
• 38:04
  that
• 38:04
  can
• 38:05
  answer
• 38:05
  all
• 38:05
  of
• 38:06
  my
• 38:06
  questions
• 38:06
  at
• 38:06
  the
• 38:06
  drop
• 38:07
  of
• 38:07
  a
• 38:07
  hat,
• 38:08
  or
• 38:08
  is
• 38:09
  it
• 38:09
  like
• 38:09
  just
• 38:09
  chatbots?
• 38:10
  Like,
• 38:10
  oh,
• 38:10
  I
• 38:10
  only
• 38:11
  use
• 38:11
  ChatGPT.
• 38:11
  And
• 38:12
  that
• 38:12
  is
• 38:12
  it
• 38:12
  just
• 38:12
  chatbots.
• 38:13
  Is
• 38:13
  that
• 38:13
  everything
• 38:14
  that
• 38:14
  you
• 38:14
  can
• 38:14
  do?
• 38:14
  And
• 38:15
  I
• 38:15
  would
• 38:15
  say
• 38:16
  when
• 38:16
  you
• 38:16
  take
• 38:16
  that
• 38:17
  approach,
• 38:17
  it
• 38:17
  does
• 38:17
  seem,
• 38:18
  hey,
• 38:19
  I
• 38:19
  don't
• 38:19
  know
• 38:19
  where
• 38:19
  to
• 38:19
  start,
• 38:20
  but
• 38:20
  if
• 38:20
  you
• 38:20
  just
• 38:20
  kind
• 38:20
  of
• 38:20
  take
• 38:21
  a
• 38:21
  step
• 38:21
  back
• 38:21
  and
• 38:22
  you
• 38:22
  think,
• 38:22
  okay,
• 38:23
  what's
• 38:23
  something
• 38:23
  that,
• 38:23
  if
• 38:24
  I
• 38:24
  had,
• 38:24
  you
• 38:24
  know,
• 38:24
  a
• 38:24
  whole
• 38:25
  army
• 38:25
  of
• 38:25
  people
• 38:25
  on
• 38:25
  this
• 38:26
  who
• 38:26
  were,
• 38:26
  I
• 38:26
  could
• 38:26
  explain
• 38:27
  something
• 38:27
  relatively
• 38:28
  easily
• 38:28
  and
• 38:28
  clearly
• 38:29
  they
• 38:30
  could
• 38:30
  do
• 38:30
  this.
• 38:30
  They're
• 38:30
  transforming
• 38:31
  data
• 38:31
  from
• 38:31
  one
• 38:32
  to
• 38:32
  another,
• 38:32
  rooting
• 38:33
  through
• 38:33
  spreadsheets
• 38:34
  and
• 38:34
  spotting
• 38:34
  some
• 38:34
  trends,
• 38:36
  you
• 38:36
  know,
• 38:37
  coming
• 38:37
  up
• 38:37
  with
• 38:38
  emails
• 38:38
  on
• 38:38
  how
• 38:39
  to
• 38:39
  interface
• 38:39
  with
• 38:40
  suppliers
• 38:42
  or
• 38:42
  with
• 38:43
  customers.
• 38:44
  These
• 38:44
  are
• 38:44
  all
• 38:45
  things
• 38:45
  that
• 38:46
  can
• 38:46
  be
• 38:46
  done.
• 38:48
  And
• 38:48
  you
• 38:48
  do
• 38:49
  want
• 38:49
  people
• 38:49
  in
• 38:49
  the
• 38:49
  loop.
• 38:50
  Don't
• 38:50
  get
• 38:50
  me
• 38:50
  wrong.
• 38:50
  I
• 38:50
  don't
• 38:50
  think
• 38:50
  you
• 38:50
  should
• 38:51
  be
• 38:51
  cutting
• 38:51
  out
• 38:51
  people
• 38:51
  out
• 38:51
  of
• 38:52
  this
• 38:52
  entirely,
• 38:52
  but
• 38:53
  more
• 38:54
  maximizing
• 38:55
  the
• 38:56
  efficiency
• 38:56
  and
• 38:56
  how
• 38:57
  long
• 38:57
  it
• 38:57
  takes
• 38:57
  to
• 38:57
  get
• 38:58
  to
• 38:58
  a
• 38:58
  result
• 38:58
  and
• 38:59
  to
• 38:59
  a
• 39:00
  successful
• 39:00
  outcome.
• 39:01
  Yeah,
• 39:02
  that's
• 39:02
  a
• 39:02
  great
• 39:03
  nugget
• 39:03
  to
• 39:03
  take
• 39:03
  away
• 39:04
  for
• 39:04
  those
• 39:04
  listening.
• 39:05
  I
• 39:05
  like
• 39:05
  how
• 39:05
  you
• 39:05
  said
• 39:06
  that.
• 39:07
  As
• 39:07
  you're
• 39:08
  thinking
• 39:08
  about
• 39:08
  AI,
• 39:09
  you
• 39:09
  should
• 39:09
  be
• 39:09
  thinking
• 39:10
  about
• 39:10
  it
• 39:10
  first
• 39:10
  and
• 39:10
  foremost
• 39:11
  as
• 39:11
  an
• 39:11
  operational
• 39:12
  discipline,
• 39:13
  as
• 39:13
  opposed
• 39:13
  to
• 39:13
  a
• 39:14
  moonshot
• 39:15
  transformation
• 39:17
  effort,
• 39:18
  so
• 39:18
  to
• 39:18
  speak.
• 39:18
  I
• 39:18
  think
• 39:19
  those
• 39:19
  were
• 39:20
  close
• 39:20
  to
• 39:20
  your
• 39:20
  exact
• 39:20
  words.
• 39:21
  Yeah,
• 39:21
  operational
• 39:21
  discipline
• 39:22
  versus
• 39:22
  a
• 39:22
  moonshot
• 39:23
  effort.
• 39:23
  So,
• 39:24
  yeah,
• 39:25
  it
• 39:25
  gives
• 39:25
  me
• 39:25
  a
• 39:25
  lot
• 39:25
  to
• 39:26
  think
• 39:26
  on,
• 39:26
  and
• 39:26
  it
• 39:26
  actually
• 39:27
  makes
• 39:27
  it
• 39:27
  seem
• 39:27
  more
• 39:27
  bite.
• 39:28
  Bite
• 39:28
  size
• 39:29
  and
• 39:29
  attainable
• 39:29
  to.
• 39:30
  Right,
• 39:30
  Judah.
• 39:30
  I
• 39:30
  mean,
• 39:30
  that's
• 39:31
  the
• 39:31
  beauty
• 39:31
  of
• 39:31
  it.
• 39:32
  Exactly.
• 39:33
  And
• 39:33
  that's
• 39:33
  what.
• 39:33
  And
• 39:33
  when
• 39:34
  we
• 39:34
  do
• 39:35
  go
• 39:35
  in
• 39:35
  an
• 39:35
  engagement
• 39:36
  and
• 39:37
  we
• 39:37
  have.
• 39:37
  And
• 39:38
  it's
• 39:38
  more
• 39:38
  starting
• 39:38
  from
• 39:38
  scratch,
• 39:39
  that's
• 39:39
  the
• 39:39
  kind
• 39:39
  of
• 39:40
  approach
• 39:40
  that
• 39:40
  we
• 39:40
  take.
• 39:40
  And
• 39:40
  usually
• 39:41
  within
• 39:41
  a
• 39:41
  couple
• 39:41
  calls,
• 39:42
  we've
• 39:42
  landed
• 39:42
  on
• 39:43
  something.
• 39:44
  Yeah.
• 39:45
  All
• 39:45
  right,
• 39:45
  well,
• 39:45
  that
• 39:45
  was.
• 39:45
  That
• 39:46
  was
• 39:46
  really
• 39:46
  interesting.
• 39:46
  I
• 39:46
  mean,
• 39:46
  you
• 39:47
  gave
• 39:47
  us.
• 39:47
  Gave
• 39:47
  us
• 39:47
  a
• 39:48
  lot
• 39:48
  of
• 39:48
  food
• 39:48
  for
• 39:48
  thought
• 39:48
  throughout
• 39:49
  that
• 39:49
  entire
• 39:50
  conversation
• 39:51
  from
• 39:51
  start
• 39:51
  to
• 39:51
  finish.
• 39:52
  If.
• 39:52
  If
• 39:52
  people
• 39:52
  want
• 39:53
  to
• 39:53
  get
• 39:53
  in
• 39:53
  touch
• 39:53
  with
• 39:53
  you,
• 39:54
  particularly
• 39:54
  Judah,
• 39:55
  or
• 39:55
  if
• 39:55
  people
• 39:55
  want
• 39:55
  to
• 39:55
  get
• 39:55
  in
• 39:55
  touch
• 39:56
  with
• 39:56
  anybody
• 39:56
  at
• 39:56
  UnFrame
• 39:57
  AI,
• 39:57
  what's
• 39:58
  the
• 39:58
  best
• 39:58
  way
• 39:58
  for
• 39:58
  them
• 39:58
  to
• 39:58
  do
• 39:58
  that
• 39:59
  before
• 39:59
  I
• 39:59
  let
• 39:59
  you
• 39:59
  go?
• 40:00
  So,
• 40:00
  sure.
• 40:00
  Best
• 40:01
  place
• 40:01
  to
• 40:01
  Find
• 40:01
  Me
• 40:01
  is
• 40:01
  LinkedIn.
• 40:02
  So
• 40:02
  my
• 40:03
  name
• 40:03
  is
• 40:03
  Judah
• 40:03
  Berger,
• 40:04
  and
• 40:04
  I'm
• 40:04
  an
• 40:04
  AI
• 40:05
  product
• 40:05
  manager
• 40:05
  here
• 40:06
  at
• 40:06
  UnFrame
• 40:06
  AI.
• 40:07
  You
• 40:07
  can
• 40:07
  also
• 40:08
  find
• 40:08
  us
• 40:08
  online
• 40:08
  at
• 40:09
  UnFrame
• 40:09
  AI.
• 40:10
  And
• 40:11
  honestly,
• 40:11
  look,
• 40:12
  please
• 40:12
  reach
• 40:12
  out
• 40:12
  to
• 40:12
  us.
• 40:13
  We're
• 40:13
  always
• 40:13
  happy
• 40:13
  to
• 40:14
  walk
• 40:14
  through
• 40:14
  what's
• 40:14
  possible,
• 40:15
  and
• 40:16
  after
• 40:16
  a
• 40:16
  call
• 40:16
  or
• 40:16
  two,
• 40:17
  you
• 40:17
  can
• 40:17
  send
• 40:17
  us
• 40:17
  your
• 40:17
  messy
• 40:18
  data,
• 40:18
  and
• 40:18
  we'll
• 40:19
  see
• 40:19
  what
• 40:19
  we
• 40:19
  can
• 40:19
  do
• 40:19
  with
• 40:19
  it
• 40:19
  in
• 40:20
  just
• 40:20
  a
• 40:20
  week.
• 40:20
  Send
• 40:21
  us
• 40:21
  your
• 40:21
  messy
• 40:22
  data.
• 40:22
  I
• 40:22
  love
• 40:22
  that.
• 40:22
  I
• 40:23
  love
• 40:23
  that.
• 40:23
  All
• 40:23
  right,
• 40:23
  well,
• 40:23
  that
• 40:24
  wraps
• 40:24
  us
• 40:24
  up.
• 40:24
  Thanks
• 40:24
  to
• 40:24
  the
• 40:25
  Judah
• 40:25
  Berger
• 40:25
  for
• 40:26
  joining
• 40:26
  us
• 40:26
  today,
• 40:26
  and
• 40:27
  thanks
• 40:27
  to
• 40:27
  Ella
• 40:28
  siryork
• 40:28
  for
• 40:28
  producing
• 40:29
  today's
• 40:29
  podcast
• 40:30
  as
• 40:30
  she
• 40:30
  always
• 40:30
  does.
• 40:31
  And
• 40:31
  on
• 40:31
  behalf
• 40:32
  of
• 40:32
  Ella,
• 40:32
  myself,
• 40:33
  and
• 40:33
  all
• 40:33
  of
• 40:33
  us
• 40:33
  at
• 40:33
  omnitalk
• 40:34
  Retail,
• 40:34
  as
• 40:35
  always,
• 40:35
  be
• 40:35
  careful
• 40:35
  out
• 40:36
  there.