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Why Your PE AI Program Is Already Failing · Private Equity Data Guy

• 0:00
  Dirty
• 0:00
  secret.
• 0:00
  I
• 0:01
  tell
• 0:01
  people
• 0:01
  I
• 0:01
  said
• 0:02
  this
• 0:02
  at
• 0:02
  the
• 0:02
  talk
• 0:03
  I
• 0:03
  gave
• 0:03
  and
• 0:03
  people
• 0:03
  were
• 0:04
  aghast,
• 0:04
  but
• 0:05
  I
• 0:05
  don't
• 0:05
  think
• 0:05
  I've
• 0:05
  written
• 0:06
  a
• 0:06
  prompt
• 0:06
  in
• 0:06
  six
• 0:06
  months.
• 0:07
  I
• 0:08
  let
• 0:08
  AI
• 0:08
  write
• 0:08
  my
• 0:09
  prompts.
• 0:09
  The
• 0:09
  important
• 0:10
  thing
• 0:10
  you
• 0:10
  need
• 0:10
  to
• 0:11
  do
• 0:11
  is
• 0:11
  context
• 0:12
  engineering.
• 0:12
  And
• 0:13
  last
• 0:13
  year
• 0:13
  and
• 0:13
  the
• 0:13
  year
• 0:13
  before,
• 0:14
  we
• 0:14
  always
• 0:14
  heard
• 0:14
  that
• 0:15
  data
• 0:15
  was
• 0:15
  the
• 0:15
  new
• 0:16
  oil.
• 0:16
  And
• 0:17
  I
• 0:17
  actually
• 0:17
  don't
• 0:18
  see
• 0:18
  data
• 0:18
  as
• 0:18
  oil
• 0:19
  because
• 0:19
  the
• 0:19
  analogy
• 0:20
  breaks
• 0:20
  down
• 0:20
  in
• 0:21
  that
• 0:21
  oil
• 0:21
  gets
• 0:21
  consumed
• 0:22
  and
• 0:22
  then
• 0:23
  you
• 0:23
  got
• 0:23
  to
• 0:23
  go
• 0:23
  find
• 0:23
  more
• 0:24
  oil.
• 0:25
  Data
• 0:25
  is
• 0:25
  more
• 0:25
  like
• 0:26
  solar
• 0:26
  to
• 0:26
  me.
• 0:27
  But
• 0:27
  two,
• 0:27
  the
• 0:28
  technology
• 0:28
  is
• 0:29
  growing
• 0:29
  at
• 0:29
  such
• 0:29
  a
• 0:29
  rapid
• 0:30
  pace.
• 0:31
  A
• 0:31
  great
• 0:31
  tool
• 0:32
  today
• 0:32
  is
• 0:32
  dwarfed
• 0:33
  by
• 0:33
  a
• 0:33
  tool
• 0:34
  just
• 0:35
  two
• 0:35
  quarters
• 0:35
  from
• 0:35
  now.
• 0:36
  Used
• 0:36
  to
• 0:36
  be
• 0:36
  years
• 0:37
  that
• 0:37
  you
• 0:37
  had
• 0:37
  to
• 0:37
  wait
• 0:38
  for
• 0:38
  another
• 0:38
  tool,
• 0:38
  but
• 0:39
  now
• 0:39
  it's
• 0:39
  literally
• 0:40
  weeks,
• 0:40
  months
• 0:40
  and
• 0:41
  quarters
• 0:41
  that
• 0:41
  newer
• 0:42
  tools
• 0:42
  are
• 0:42
  coming
• 0:42
  out.
• 0:43
  And
• 0:43
  so
• 0:44
  organizations
• 0:45
  need
• 0:45
  to
• 0:45
  keep
• 0:45
  a
• 0:46
  pulse
• 0:46
  on
• 0:46
  what
• 0:47
  else
• 0:47
  is
• 0:47
  out
• 0:47
  there.
• 0:48
  What
• 0:48
  else
• 0:48
  could
• 0:48
  we
• 0:48
  grow
• 0:49
  into?
• 0:49
  Behind
• 0:50
  every
• 0:50
  value
• 0:50
  creation
• 0:51
  plan,
• 0:51
  there's
• 0:51
  a
• 0:51
  data
• 0:52
  problem
• 0:52
  nobody
• 0:52
  wants
• 0:53
  to
• 0:53
  talk
• 0:53
  about.
• 0:54
  Fragmented
• 0:54
  systems,
• 0:55
  metrics
• 0:55
  nobody
• 0:56
  trusts,
• 0:56
  and
• 0:56
  decisions
• 0:57
  made
• 0:57
  on
• 0:57
  gut
• 0:57
  feel
• 0:58
  dressed
• 0:58
  up
• 0:58
  as
• 0:58
  analysis.
• 0:59
  Welcome
• 0:59
  to
• 1:00
  the
• 1:00
  PE
• 1:00
  Data
• 1:00
  Guy.
• 1:01
  Each
• 1:01
  week,
• 1:01
  host
• 1:02
  Graham
• 1:02
  Crawford
• 1:03
  talks
• 1:03
  to
• 1:03
  the
• 1:03
  operating
• 1:03
  partners,
• 1:04
  advisors
• 1:04
  and
• 1:05
  practitioners
• 1:05
  who
• 1:06
  are
• 1:06
  doing
• 1:06
  the
• 1:06
  work
• 1:06
  inside
• 1:07
  portfolio
• 1:07
  companies.
• 1:08
  If
• 1:08
  you
• 1:08
  care
• 1:09
  about
• 1:09
  what
• 1:09
  actually
• 1:09
  drives
• 1:10
  returns
• 1:10
  in
• 1:10
  the
• 1:10
  market,
• 1:11
  then
• 1:11
  you're
• 1:11
  in
• 1:11
  the
• 1:12
  right
• 1:12
  place.
• 1:12
  The
• 1:12
  PE
• 1:13
  Data
• 1:13
  Guy
• 1:13
  starts
• 1:14
  now.
• 1:16
  Sean
• 1:16
  Olds
• 1:17
  has
• 1:17
  spent
• 1:17
  two
• 1:17
  decades
• 1:18
  building
• 1:18
  AI
• 1:18
  companies
• 1:18
  and
• 1:19
  advising
• 1:19
  PE
• 1:19
  firms
• 1:20
  on
• 1:20
  how
• 1:20
  to
• 1:20
  actually
• 1:21
  use
• 1:21
  technology
• 1:21
  rather
• 1:22
  than
• 1:22
  just
• 1:22
  talk
• 1:22
  about
• 1:22
  it.
• 1:23
  He
• 1:23
  went
• 1:23
  from
• 1:23
  the
• 1:24
  82nd
• 1:24
  Airborne
• 1:25
  to
• 1:25
  West
• 1:25
  Point
• 1:25
  computer
• 1:26
  science
• 1:26
  to
• 1:26
  finding
• 1:27
  an
• 1:27
  ML
• 1:27
  platform,
• 1:28
  and
• 1:28
  along
• 1:28
  the
• 1:28
  way
• 1:28
  discovered
• 1:29
  something
• 1:29
  that
• 1:29
  should
• 1:29
  make
• 1:30
  every
• 1:30
  operating
• 1:30
  partner
• 1:31
  uncomfortable.
• 1:32
  Over
• 1:32
  80%
• 1:33
  of
• 1:33
  AI
• 1:33
  programs
• 1:33
  and
• 1:34
  portfolio
• 1:34
  companies
• 1:34
  fail
• 1:35
  and
• 1:35
  it's
• 1:35
  almost
• 1:36
  never
• 1:36
  because
• 1:36
  the
• 1:36
  technology
• 1:37
  doesn't
• 1:37
  work.
• 1:38
  Today
• 1:38
  we're
• 1:38
  talking
• 1:38
  about
• 1:39
  what
• 1:39
  separates
• 1:39
  AI
• 1:40
  hype
• 1:40
  from
• 1:40
  AI
• 1:41
  value
• 1:41
  in
• 1:41
  the
• 1:42
  PE
• 1:42
  backed
• 1:42
  world.
• 1:43
  Welcome
• 1:43
  to
• 1:43
  the
• 1:43
  show,
• 1:44
  Sean.
• 1:45
  Thanks
• 1:45
  so
• 1:45
  much
• 1:45
  for
• 1:45
  having
• 1:46
  me.
• 1:46
  I'm
• 1:46
  excited
• 1:46
  to
• 1:46
  be
• 1:47
  here.
• 1:48
  Great.
• 1:48
  I
• 1:50
  didn't
• 1:50
  do
• 1:50
  justice
• 1:51
  to
• 1:51
  the
• 1:51
  amazing
• 1:52
  journey
• 1:52
  you've
• 1:52
  had
• 1:52
  across
• 1:53
  your
• 1:53
  career
• 1:54
  there,
• 1:55
  the
• 1:56
  winding
• 1:56
  road
• 1:56
  that
• 1:56
  you've
• 1:57
  taken.
• 1:57
  How
• 1:57
  did
• 1:58
  you,
• 1:58
  in
• 1:58
  your
• 1:59
  words,
• 2:00
  end
• 2:01
  up
• 2:01
  consulting
• 2:02
  on
• 2:02
  AI
• 2:02
  for
• 2:03
  private
• 2:03
  equity?
• 2:04
  Yeah,
• 2:04
  it
• 2:04
  was
• 2:05
  a
• 2:05
  long,
• 2:05
  circuitous
• 2:06
  route
• 2:06
  and
• 2:06
  it
• 2:06
  was
• 2:06
  not
• 2:07
  one
• 2:07
  that
• 2:07
  I
• 2:07
  had
• 2:08
  planned.
• 2:09
  I
• 2:09
  did
• 2:09
  take
• 2:09
  my
• 2:09
  first
• 2:10
  artificial
• 2:11
  intelligence
• 2:12
  course
• 2:12
  in
• 2:12
  1992
• 2:13
  at
• 2:13
  West
• 2:14
  Point
• 2:14
  as
• 2:14
  a
• 2:14
  junior
• 2:15
  in
• 2:15
  computer
• 2:15
  science.
• 2:17
  I
• 2:17
  even
• 2:17
  remember
• 2:17
  about
• 2:17
  halfway
• 2:18
  through
• 2:18
  the
• 2:19
  semester
• 2:20
  walking
• 2:20
  up
• 2:21
  to
• 2:21
  my
• 2:21
  professor
• 2:21
  after
• 2:22
  class
• 2:22
  and
• 2:22
  saying
• 2:22
  something
• 2:23
  along
• 2:23
  the
• 2:23
  lines
• 2:23
  of,
• 2:24
  I
• 2:24
  think
• 2:24
  this
• 2:24
  could
• 2:24
  be
• 2:25
  a
• 2:25
  big
• 2:25
  deal.
• 2:26
  You're
• 2:26
  ahead
• 2:26
  of
• 2:27
  your
• 2:27
  time.
• 2:28
  Decades
• 2:28
  to
• 2:28
  become
• 2:28
  a
• 2:29
  big
• 2:29
  deal.
• 2:29
  But
• 2:31
  I
• 2:31
  did
• 2:31
  not
• 2:31
  get
• 2:31
  out
• 2:32
  planning
• 2:32
  to
• 2:32
  focus
• 2:32
  on
• 2:33
  artificial
• 2:33
  intelligence.
• 2:34
  I
• 2:34
  went
• 2:35
  into
• 2:35
  the
• 2:35
  army
• 2:35
  with
• 2:36
  a
• 2:36
  complete
• 2:36
  career
• 2:36
  plan
• 2:37
  from
• 2:37
  platoon
• 2:37
  leader
• 2:38
  to
• 2:38
  chairman
• 2:38
  of
• 2:38
  the
• 2:38
  Joint
• 2:38
  Chiefs
• 2:39
  of
• 2:39
  Staff
• 2:40
  and
• 2:40
  unfortunately
• 2:41
  ran
• 2:41
  into
• 2:41
  a
• 2:42
  plane
• 2:42
  made
• 2:43
  by
• 2:43
  the
• 2:43
  lowest
• 2:43
  bidder
• 2:44
  and
• 2:44
  a
• 2:44
  parachute
• 2:44
  made
• 2:44
  by
• 2:45
  the
• 2:45
  lowest
• 2:45
  bidder
• 2:45
  and
• 2:45
  neither
• 2:46
  worked
• 2:46
  for
• 2:46
  me.
• 2:46
  And
• 2:47
  so
• 2:47
  had
• 2:47
  a
• 2:48
  parachute
• 2:48
  malfunction,
• 2:49
  ended
• 2:49
  up
• 2:50
  breaking
• 2:50
  my
• 2:50
  back,
• 2:50
  and
• 2:50
  was
• 2:51
  medicald
• 2:51
  out
• 2:51
  of
• 2:51
  the
• 2:51
  military.
• 2:52
  And
• 2:53
  that
• 2:53
  was
• 2:53
  the
• 2:53
  late
• 2:54
  90s.
• 2:54
  I
• 2:54
  ended
• 2:54
  up
• 2:55
  in
• 2:55
  the
• 2:55
  dot
• 2:55
  com
• 2:55
  air
• 2:56
  and
• 2:56
  that
• 2:57
  got
• 2:57
  me
• 2:57
  really
• 2:58
  into
• 2:58
  the
• 2:58
  entrepreneurial
• 2:59
  world.
• 2:59
  And
• 3:00
  so
• 3:00
  with
• 3:01
  a
• 3:01
  couple
• 3:02
  of
• 3:02
  brief
• 3:02
  exceptions,
• 3:03
  I've
• 3:03
  spent
• 3:03
  that
• 3:04
  time
• 3:04
  since
• 3:04
  building
• 3:04
  companies
• 3:05
  both
• 3:05
  domestically
• 3:06
  and
• 3:06
  overseas,
• 3:07
  almost
• 3:07
  all
• 3:08
  of
• 3:08
  them
• 3:08
  focused
• 3:08
  on
• 3:09
  the
• 3:09
  technology
• 3:09
  space.
• 3:10
  I
• 3:10
  did
• 3:11
  take
• 3:11
  a
• 3:11
  brief
• 3:11
  respite
• 3:12
  after
• 3:12
  September
• 3:12
  11th
• 3:13
  and
• 3:13
  went
• 3:13
  back
• 3:13
  into
• 3:14
  government
• 3:14
  service
• 3:15
  doing
• 3:15
  counterterrorism
• 3:16
  work,
• 3:16
  mostly
• 3:17
  in
• 3:17
  Southwest
• 3:17
  Asia
• 3:18
  and
• 3:18
  Africa,
• 3:19
  and
• 3:19
  then
• 3:19
  came
• 3:20
  back,
• 3:20
  went
• 3:20
  to
• 3:20
  grad
• 3:20
  school
• 3:21
  and
• 3:22
  continued
• 3:22
  to
• 3:23
  build
• 3:23
  companies,
• 3:23
  moved
• 3:24
  to
• 3:24
  the
• 3:24
  Middle
• 3:24
  east
• 3:25
  and
• 3:26
  Africa
• 3:26
  for
• 3:26
  about
• 3:26
  eight
• 3:27
  years,
• 3:27
  both
• 3:28
  building
• 3:28
  companies
• 3:28
  and
• 3:29
  bringing
• 3:29
  companies
• 3:29
  overseas,
• 3:31
  and
• 3:31
  then
• 3:32
  was
• 3:32
  about
• 3:33
  to
• 3:33
  go
• 3:33
  to
• 3:33
  Singapore
• 3:34
  to
• 3:34
  do
• 3:34
  venture
• 3:35
  work
• 3:35
  building
• 3:35
  more
• 3:36
  companies
• 3:37
  and
• 3:37
  was
• 3:37
  back
• 3:38
  in
• 3:38
  the
• 3:38
  States.
• 3:38
  And
• 3:39
  my
• 3:39
  Ranger
• 3:40
  buddy
• 3:40
  from
• 3:40
  Ranger
• 3:41
  school
• 3:41
  who
• 3:42
  was
• 3:42
  also
• 3:42
  a
• 3:42
  West
• 3:43
  Point
• 3:43
  grad,
• 3:43
  had
• 3:44
  the
• 3:44
  idea
• 3:44
  for
• 3:45
  my
• 3:45
  last
• 3:45
  company,
• 3:46
  which
• 3:46
  was
• 3:46
  Boodle.
• 3:49
  Through
• 3:49
  that
• 3:49
  entire
• 3:50
  journey,
• 3:50
  one
• 3:50
  of
• 3:50
  the
• 3:50
  things
• 3:51
  I've
• 3:51
  always
• 3:51
  done
• 3:51
  is
• 3:51
  I've
• 3:52
  always
• 3:52
  served
• 3:52
  on
• 3:52
  non
• 3:52
  profit
• 3:53
  boards.
• 3:53
  I
• 3:53
  still
• 3:53
  too
• 3:54
  to
• 3:54
  this
• 3:54
  day,
• 3:55
  started
• 3:55
  out
• 3:55
  for
• 3:56
  30
• 3:56
  years.
• 3:56
  I've
• 3:56
  always
• 3:56
  served
• 3:57
  on
• 3:57
  some
• 3:57
  sort
• 3:57
  of
• 3:57
  educational
• 3:58
  related
• 3:58
  nonprofit,
• 4:00
  but
• 4:00
  then
• 4:00
  went
• 4:01
  into
• 4:02
  veteran
• 4:03
  service
• 4:03
  organizations
• 4:04
  and
• 4:04
  most
• 4:04
  recently
• 4:05
  serving
• 4:05
  with
• 4:05
  the
• 4:05
  Zero
• 4:06
  Prostate
• 4:06
  Cancer
• 4:07
  Foundation.
• 4:08
  But
• 4:08
  as
• 4:08
  the
• 4:08
  computer
• 4:09
  science
• 4:09
  major
• 4:09
  on
• 4:09
  the
• 4:09
  board,
• 4:10
  I
• 4:10
  always
• 4:10
  became
• 4:10
  the
• 4:11
  resident
• 4:11
  tech
• 4:11
  committee.
• 4:12
  And
• 4:12
  what
• 4:13
  frustrated
• 4:13
  me
• 4:14
  was
• 4:14
  all
• 4:14
  of
• 4:14
  the
• 4:14
  big
• 4:15
  technology
• 4:15
  companies
• 4:16
  that
• 4:16
  would
• 4:16
  come
• 4:16
  into
• 4:17
  nonprofits
• 4:17
  and
• 4:18
  say,
• 4:18
  hey,
• 4:18
  circular
• 4:19
  nonprofit,
• 4:20
  shove
• 4:20
  yourself
• 4:20
  into
• 4:20
  our
• 4:21
  square
• 4:21
  technology
• 4:21
  hole,
• 4:22
  we
• 4:22
  know
• 4:22
  what's
• 4:22
  best
• 4:22
  for
• 4:23
  you.
• 4:23
  And
• 4:24
  so
• 4:24
  my
• 4:24
  co
• 4:24
  founder's
• 4:25
  idea
• 4:25
  was,
• 4:26
  hey,
• 4:27
  what
• 4:27
  if
• 4:27
  we
• 4:27
  purpose
• 4:28
  built
• 4:28
  a
• 4:28
  technology
• 4:29
  for
• 4:30
  nonprofits
• 4:30
  that
• 4:30
  was
• 4:31
  focused
• 4:31
  on
• 4:31
  data
• 4:31
  science,
• 4:32
  machine
• 4:32
  learning
• 4:32
  and
• 4:33
  artificial
• 4:33
  intelligence.
• 4:34
  And
• 4:35
  so
• 4:35
  10
• 4:35
  years
• 4:35
  ago,
• 4:35
  that's
• 4:36
  what
• 4:36
  we
• 4:36
  did.
• 4:36
  We
• 4:36
  set
• 4:37
  out
• 4:37
  and
• 4:37
  built
• 4:37
  a
• 4:37
  very
• 4:37
  traditional
• 4:38
  AI
• 4:38
  platform.
• 4:39
  So
• 4:39
  I
• 4:39
  jokingly
• 4:40
  tell
• 4:40
  people
• 4:40
  I
• 4:41
  was
• 4:41
  doing
• 4:41
  AI
• 4:41
  before
• 4:42
  it
• 4:42
  became
• 4:42
  cool.
• 4:42
  Three
• 4:43
  years
• 4:43
  ago,
• 4:43
  you
• 4:43
  were.
• 4:45
  But
• 4:45
  as
• 4:46
  Generative
• 4:46
  AI
• 4:46
  launched,
• 4:47
  we
• 4:47
  saw
• 4:47
  another
• 4:48
  opportunity.
• 4:48
  Because
• 4:49
  in
• 4:49
  spite
• 4:49
  of
• 4:49
  all
• 4:49
  of
• 4:50
  the
• 4:50
  hype
• 4:50
  in
• 4:50
  the
• 4:51
  first
• 4:51
  quarter
• 4:51
  of
• 4:51
  2023,
• 4:52
  after
• 4:52
  ChatGPT
• 4:53
  launched
• 4:54
  and
• 4:54
  Claude
• 4:55
  and
• 4:55
  Gemini
• 4:56
  followed,
• 4:56
  the
• 4:57
  reality
• 4:57
  is
• 4:57
  people
• 4:57
  were
• 4:57
  not
• 4:58
  adopting
• 4:58
  it,
• 4:58
  they
• 4:58
  were
• 4:59
  using
• 4:59
  it
• 4:59
  to
• 4:59
  write
• 4:59
  haikus
• 5:00
  about
• 5:00
  their
• 5:00
  bowling
• 5:00
  teams
• 5:01
  and
• 5:01
  and
• 5:01
  then
• 5:02
  they
• 5:02
  were
• 5:02
  going
• 5:02
  back
• 5:02
  to
• 5:02
  their
• 5:02
  normal
• 5:03
  workflows.
• 5:04
  And
• 5:04
  so
• 5:04
  Boodle
• 5:05
  wanted
• 5:05
  to
• 5:05
  build
• 5:05
  a
• 5:06
  platform,
• 5:06
  not
• 5:06
  another
• 5:07
  LLM,
• 5:08
  but
• 5:08
  a
• 5:08
  platform
• 5:08
  that
• 5:08
  would
• 5:09
  help
• 5:09
  with
• 5:09
  adoption,
• 5:10
  allow
• 5:10
  for
• 5:11
  actual
• 5:11
  collaboration
• 5:12
  between
• 5:13
  the
• 5:13
  models
• 5:13
  themselves
• 5:14
  and
• 5:14
  individuals
• 5:15
  as
• 5:15
  they
• 5:15
  talk
• 5:15
  to
• 5:16
  the
• 5:16
  models,
• 5:16
  and
• 5:17
  ultimately
• 5:17
  doing
• 5:17
  it
• 5:17
  in
• 5:17
  a
• 5:18
  safe
• 5:18
  and
• 5:18
  secure
• 5:18
  manner.
• 5:19
  And
• 5:19
  that's
• 5:19
  what
• 5:19
  we
• 5:20
  did
• 5:21
  in
• 5:21
  2024.
• 5:22
  We
• 5:22
  were
• 5:22
  able
• 5:22
  to
• 5:24
  raise
• 5:24
  a
• 5:25
  round
• 5:25
  of
• 5:25
  funding,
• 5:25
  and
• 5:26
  I
• 5:26
  ended
• 5:26
  up
• 5:26
  stepping
• 5:27
  back
• 5:27
  from
• 5:27
  the
• 5:27
  company.
• 5:27
  My.
• 5:28
  My
• 5:28
  co
• 5:28
  founder
• 5:28
  took
• 5:28
  over
• 5:28
  as
• 5:29
  CEO
• 5:29
  and
• 5:30
  has
• 5:30
  been
• 5:30
  moving
• 5:30
  it
• 5:30
  along
• 5:30
  ever
• 5:31
  since.
• 5:31
  And
• 5:31
  they're
• 5:31
  going.
• 5:32
  And
• 5:33
  what
• 5:33
  happened
• 5:33
  last
• 5:33
  year
• 5:34
  was
• 5:34
  I
• 5:34
  found
• 5:34
  out
• 5:35
  in
• 5:35
  my
• 5:35
  network
• 5:35
  as
• 5:36
  I
• 5:36
  started
• 5:36
  to
• 5:36
  reach
• 5:36
  out
• 5:37
  to
• 5:37
  people
• 5:37
  and
• 5:37
  figure
• 5:37
  out
• 5:37
  what
• 5:38
  I
• 5:38
  wanted
• 5:38
  to
• 5:38
  do
• 5:38
  when
• 5:38
  I
• 5:38
  grew
• 5:39
  up.
• 5:40
  I
• 5:40
  have
• 5:40
  a
• 5:40
  lot
• 5:40
  of
• 5:41
  private
• 5:41
  equity
• 5:41
  friends.
• 5:42
  And
• 5:42
  as
• 5:43
  I
• 5:43
  started
• 5:43
  talking
• 5:44
  to
• 5:44
  private
• 5:44
  equity
• 5:45
  professionals,
• 5:46
  I
• 5:47
  started
• 5:47
  to
• 5:47
  get
• 5:47
  the
• 5:48
  same
• 5:48
  consistent
• 5:48
  question.
• 5:49
  Hey,
• 5:50
  you
• 5:50
  know
• 5:50
  a
• 5:50
  lot
• 5:50
  about
• 5:51
  AI,
• 5:51
  right?
• 5:52
  Would
• 5:52
  you
• 5:52
  come
• 5:52
  talk
• 5:52
  to
• 5:52
  our
• 5:53
  CEOs?
• 5:54
  And
• 5:54
  it
• 5:54
  threw
• 5:55
  me
• 5:55
  off,
• 5:55
  Graham,
• 5:55
  because
• 5:56
  I
• 5:56
  use
• 5:57
  this
• 5:57
  technology
• 5:57
  not
• 5:58
  just
• 5:58
  daily,
• 5:58
  but
• 5:58
  hourly.
• 6:00
  And
• 6:00
  I
• 6:00
  did
• 6:00
  my
• 6:01
  first
• 6:01
  CEO
• 6:02
  summit
• 6:02
  with
• 6:03
  private
• 6:03
  equity
• 6:04
  portfolio
• 6:04
  CEOs
• 6:05
  back
• 6:05
  in
• 6:05
  May.
• 6:07
  22
• 6:07
  CEOs,
• 6:09
  I
• 6:09
  think
• 6:10
  four
• 6:10
  of
• 6:11
  them
• 6:11
  were
• 6:11
  women,
• 6:11
  ages
• 6:12
  like
• 6:12
  35
• 6:13
  to
• 6:14
  68.
• 6:15
  Largest
• 6:16
  company
• 6:16
  was
• 6:16
  about
• 6:16
  300
• 6:17
  million,
• 6:17
  smallest
• 6:18
  was
• 6:18
  about
• 6:18
  25
• 6:19
  million.
• 6:19
  Big
• 6:19
  range.
• 6:20
  The
• 6:20
  big
• 6:21
  range.
• 6:21
  And
• 6:22
  I
• 6:22
  asked
• 6:22
  one
• 6:22
  simple
• 6:22
  question
• 6:23
  to
• 6:23
  start.
• 6:23
  How
• 6:23
  many
• 6:23
  of
• 6:24
  you
• 6:24
  are
• 6:24
  using
• 6:24
  this
• 6:24
  technology
• 6:25
  on
• 6:25
  a
• 6:25
  regular
• 6:25
  basis?
• 6:26
  And
• 6:26
  one
• 6:27
  hand
• 6:27
  went
• 6:27
  up,
• 6:28
  one.
• 6:28
  And
• 6:29
  that
• 6:29
  has,
• 6:29
  that
• 6:30
  has
• 6:30
  stayed
• 6:30
  pretty
• 6:31
  consistent
• 6:31
  in
• 6:31
  the
• 6:32
  middle
• 6:32
  market.
• 6:33
  Entrepreneurs,
• 6:34
  they're
• 6:34
  adopting
• 6:34
  this
• 6:34
  technology
• 6:35
  because
• 6:35
  they're
• 6:35
  resource
• 6:36
  constrained
• 6:36
  and
• 6:37
  they
• 6:37
  need
• 6:37
  this.
• 6:38
  The
• 6:38
  big
• 6:38
  companies
• 6:39
  are
• 6:39
  bringing
• 6:39
  in,
• 6:40
  you
• 6:41
  know,
• 6:41
  McKinsey,
• 6:42
  Bain,
• 6:42
  BCG,
• 6:43
  PwC
• 6:44
  to
• 6:44
  help
• 6:44
  them
• 6:45
  build
• 6:45
  their
• 6:45
  AI
• 6:45
  out.
• 6:46
  But
• 6:46
  that
• 6:47
  middle
• 6:47
  market
• 6:48
  just
• 6:48
  is
• 6:48
  focused
• 6:49
  on
• 6:49
  what
• 6:49
  the
• 6:49
  middle
• 6:49
  market
• 6:49
  has
• 6:50
  always
• 6:50
  been
• 6:50
  focused
• 6:50
  on
• 6:51
  and
• 6:51
  not
• 6:51
  in
• 6:52
  how
• 6:52
  to
• 6:52
  integrate
• 6:52
  AI
• 6:53
  into
• 6:53
  helping
• 6:53
  them
• 6:53
  with
• 6:54
  that.
• 6:54
  Yeah,
• 6:55
  no,
• 6:55
  absolutely.
• 6:55
  And
• 6:56
  as
• 6:56
  a,
• 6:56
  as
• 6:57
  a
• 6:57
  founder
• 6:57
  myself,
• 6:58
  I'm
• 6:59
  with
• 6:59
  you
• 6:59
  in
• 6:59
  the
• 7:00
  hourly
• 7:00
  bucket
• 7:01
  of
• 7:02
  use.
• 7:03
  And
• 7:03
  that
• 7:03
  was
• 7:03
  back
• 7:03
  in
• 7:04
  May,
• 7:04
  Sean.
• 7:05
  And
• 7:05
  I
• 7:06
  was
• 7:06
  lucky
• 7:06
  to
• 7:06
  be
• 7:06
  able
• 7:06
  to
• 7:06
  have
• 7:06
  breakfast
• 7:07
  with
• 7:07
  you
• 7:07
  in
• 7:07
  Florida
• 7:08
  last
• 7:08
  week
• 7:08
  just
• 7:08
  as
• 7:08
  you
• 7:09
  were
• 7:09
  heading
• 7:09
  off
• 7:09
  to
• 7:09
  another
• 7:09
  one
• 7:10
  of
• 7:10
  these
• 7:10
  CEO
• 7:10
  summits.
• 7:11
  So
• 7:11
  how
• 7:11
  things
• 7:12
  moved
• 7:12
  on
• 7:12
  since
• 7:12
  May,
• 7:13
  like
• 7:13
  surely
• 7:13
  more
• 7:13
  than
• 7:14
  one
• 7:14
  hand
• 7:14
  this
• 7:14
  time.
• 7:15
  So
• 7:16
  anecdotally,
• 7:17
  I
• 7:17
  will
• 7:17
  tell
• 7:17
  you,
• 7:17
  things
• 7:17
  are
• 7:18
  getting
• 7:18
  better
• 7:18
  and
• 7:19
  there
• 7:19
  are
• 7:19
  more
• 7:19
  groups
• 7:20
  as
• 7:21
  I
• 7:21
  get
• 7:21
  out,
• 7:22
  I
• 7:22
  will
• 7:22
  say
• 7:22
  the
• 7:23
  conference
• 7:23
  I
• 7:23
  just
• 7:23
  spoke
• 7:23
  at
• 7:24
  about
• 7:25
  100
• 7:25
  CEOs
• 7:26
  and
• 7:26
  their
• 7:26
  leadership
• 7:27
  teams.
• 7:28
  And
• 7:28
  when
• 7:28
  I
• 7:28
  asked
• 7:28
  at
• 7:28
  the
• 7:29
  beginning
• 7:29
  how
• 7:29
  many,
• 7:29
  I've
• 7:30
  learned
• 7:30
  not
• 7:30
  to
• 7:30
  ask
• 7:30
  daily.
• 7:31
  I
• 7:31
  ask
• 7:31
  how
• 7:31
  many
• 7:31
  of
• 7:31
  you
• 7:31
  are
• 7:32
  using
• 7:32
  it
• 7:32
  weekly.
• 7:34
  Still
• 7:34
  only
• 7:34
  about
• 7:34
  10%
• 7:35
  of
• 7:35
  the
• 7:35
  hands
• 7:35
  went
• 7:36
  up.
• 7:37
  So
• 7:37
  you've
• 7:37
  got
• 7:37
  people
• 7:38
  who,
• 7:38
  they've
• 7:39
  experimented.
• 7:39
  I
• 7:39
  mean,
• 7:40
  the
• 7:40
  one
• 7:40
  thing
• 7:40
  I
• 7:40
  do
• 7:40
  find
• 7:41
  is
• 7:41
  I
• 7:41
  have
• 7:42
  talked
• 7:42
  to
• 7:42
  CEOs
• 7:43
  last
• 7:43
  year
• 7:44
  who
• 7:44
  had
• 7:44
  never
• 7:44
  even
• 7:44
  logged
• 7:44
  into
• 7:45
  ChatGPT
• 7:45
  or
• 7:46
  Claude
• 7:46
  or
• 7:46
  Gemini.
• 7:47
  So
• 7:47
  we've
• 7:48
  got
• 7:48
  people
• 7:48
  who
• 7:48
  have
• 7:48
  at
• 7:48
  least
• 7:49
  tried
• 7:49
  it.
• 7:50
  They
• 7:50
  get
• 7:50
  overwhelmed.
• 7:51
  I
• 7:51
  mean,
• 7:51
  one
• 7:52
  of
• 7:52
  the.
• 7:52
  There
• 7:53
  are
• 7:53
  four
• 7:53
  big
• 7:53
  things
• 7:53
  I
• 7:54
  hear
• 7:54
  out
• 7:54
  of
• 7:54
  CEOs,
• 7:55
  but
• 7:55
  the
• 7:55
  first
• 7:55
  one
• 7:56
  is
• 7:56
  always,
• 7:56
  I
• 7:57
  have
• 7:57
  no
• 7:57
  idea
• 7:57
  where
• 7:57
  to
• 7:58
  start,
• 7:58
  I
• 7:59
  don't
• 7:59
  know
• 7:59
  where
• 7:59
  to
• 7:59
  begin.
• 8:00
  And
• 8:00
  so
• 8:00
  I'll
• 8:01
  just
• 8:01
  let
• 8:01
  my
• 8:01
  team
• 8:01
  worry
• 8:02
  about
• 8:02
  it
• 8:02
  and
• 8:03
  I'm
• 8:03
  going
• 8:03
  to
• 8:03
  go
• 8:03
  on
• 8:04
  with
• 8:04
  my
• 8:04
  normal
• 8:04
  life,
• 8:04
  which
• 8:05
  sets
• 8:05
  the
• 8:05
  company
• 8:06
  up
• 8:06
  for
• 8:06
  failure.
• 8:06
  And
• 8:07
  I
• 8:07
  can
• 8:07
  talk
• 8:07
  about
• 8:07
  that
• 8:07
  more
• 8:08
  later.
• 8:08
  But
• 8:09
  there's
• 8:10
  still
• 8:11
  a
• 8:11
  large
• 8:12
  lack
• 8:12
  of
• 8:13
  adoption
• 8:13
  in
• 8:14
  the
• 8:15
  marketplace,
• 8:16
  and
• 8:16
  there's
• 8:16
  an
• 8:16
  even
• 8:17
  larger
• 8:18
  lack
• 8:18
  of
• 8:18
  successful
• 8:19
  adoption.
• 8:20
  So
• 8:20
  even
• 8:20
  where
• 8:20
  people
• 8:21
  are
• 8:21
  using
• 8:21
  it,
• 8:22
  they're
• 8:22
  gaining
• 8:23
  productivity,
• 8:23
  but
• 8:24
  they're
• 8:24
  not
• 8:24
  gaining
• 8:24
  an
• 8:25
  ROI
• 8:25
  for
• 8:25
  the
• 8:25
  business.
• 8:26
  Yeah,
• 8:28
  I've
• 8:28
  heard
• 8:28
  you
• 8:28
  say
• 8:29
  before
• 8:29
  that
• 8:29
  fewer
• 8:29
  than
• 8:29
  10%
• 8:30
  of
• 8:30
  initiatives
• 8:32
  are
• 8:32
  delivering
• 8:33
  returns.
• 8:33
  But
• 8:34
  before
• 8:34
  we
• 8:34
  get
• 8:34
  to
• 8:34
  that,
• 8:35
  like,
• 8:35
  why
• 8:35
  do
• 8:36
  we
• 8:36
  think
• 8:36
  adoption
• 8:36
  is
• 8:36
  so
• 8:37
  low?
• 8:37
  I
• 8:37
  mean,
• 8:37
  the
• 8:38
  pattern
• 8:38
  I've
• 8:38
  seen
• 8:38
  play
• 8:38
  out
• 8:39
  with
• 8:39
  people
• 8:39
  less
• 8:39
  familiar
• 8:40
  with
• 8:40
  technology
• 8:42
  is
• 8:42
  they'll
• 8:42
  log
• 8:42
  onto
• 8:43
  a
• 8:43
  GPT
• 8:43
  or
• 8:43
  a
• 8:44
  Claude
• 8:44
  or
• 8:44
  a
• 8:44
  Gemini,
• 8:44
  other
• 8:45
  LLMs
• 8:45
  are
• 8:45
  available
• 8:46
  and
• 8:48
  ask
• 8:49
  a
• 8:49
  question
• 8:49
  as
• 8:49
  if
• 8:49
  they
• 8:50
  were
• 8:50
  asking
• 8:50
  Google
• 8:50
  a
• 8:50
  question,
• 8:51
  and
• 8:51
  then
• 8:51
  get
• 8:51
  a
• 8:52
  disappointing
• 8:52
  or
• 8:52
  equivalent
• 8:53
  answer
• 8:53
  and
• 8:53
  then
• 8:54
  shrug
• 8:54
  their
• 8:54
  shoulders
• 8:54
  and
• 8:55
  go
• 8:55
  away.
• 8:56
  And.
• 8:56
  Or
• 8:56
  the
• 8:57
  other
• 8:57
  use
• 8:57
  case
• 8:57
  I
• 8:57
  see
• 8:58
  is
• 8:58
  people
• 8:58
  ask
• 8:59
  a
• 8:59
  really
• 8:59
  specific
• 8:59
  question
• 9:00
  about
• 9:00
  themselves.
• 9:01
  Treating
• 9:01
  an
• 9:02
  LLM
• 9:02
  as
• 9:02
  if
• 9:03
  it's
• 9:03
  an
• 9:03
  encyclopedia
• 9:04
  of
• 9:04
  all
• 9:04
  the
• 9:04
  knowledge
• 9:04
  in
• 9:04
  the
• 9:04
  world,
• 9:04
  which
• 9:05
  of
• 9:05
  course
• 9:05
  you
• 9:05
  and
• 9:05
  I
• 9:05
  know
• 9:06
  that
• 9:06
  that's
• 9:06
  not
• 9:06
  how
• 9:06
  it
• 9:06
  works.
• 9:08
  Are
• 9:08
  there
• 9:08
  any
• 9:08
  other
• 9:09
  reasons
• 9:09
  that
• 9:09
  are
• 9:09
  kind
• 9:09
  of
• 9:10
  stalling
• 9:10
  adoption
• 9:11
  beyond
• 9:11
  that?
• 9:12
  Risk,
• 9:13
  security
• 9:13
  fears,
• 9:14
  whatever
• 9:14
  it
• 9:14
  might
• 9:14
  be?
• 9:15
  Like,
• 9:16
  what
• 9:16
  are
• 9:16
  some
• 9:16
  of
• 9:16
  the
• 9:17
  objections
• 9:17
  you
• 9:18
  normally
• 9:18
  hear
• 9:18
  on
• 9:18
  the
• 9:18
  adoption
• 9:19
  front?
• 9:19
  Sure,
• 9:19
  I'll
• 9:20
  answer
• 9:20
  it
• 9:20
  at
• 9:20
  two
• 9:20
  levels.
• 9:21
  So
• 9:21
  there's
• 9:21
  the
• 9:21
  individual
• 9:22
  level.
• 9:23
  Why
• 9:23
  aren't
• 9:23
  people
• 9:23
  adopting
• 9:24
  it?
• 9:24
  Well,
• 9:25
  and
• 9:25
  then
• 9:25
  there's
• 9:26
  the
• 9:26
  enterprise.
• 9:26
  Why
• 9:27
  aren't
• 9:27
  the
• 9:27
  enterprises
• 9:27
  seen
• 9:28
  results?
• 9:29
  One
• 9:29
  of
• 9:30
  the
• 9:30
  big
• 9:30
  things
• 9:30
  last
• 9:30
  year
• 9:31
  and
• 9:31
  even
• 9:31
  the
• 9:31
  year
• 9:32
  before
• 9:32
  that
• 9:32
  was,
• 9:32
  oh
• 9:32
  my
• 9:32
  God,
• 9:33
  everybody's
• 9:33
  got
• 9:33
  to
• 9:33
  be
• 9:33
  a
• 9:33
  prompt
• 9:34
  engineer.
• 9:34
  You
• 9:34
  can't
• 9:35
  use
• 9:35
  this
• 9:35
  if
• 9:35
  you,
• 9:35
  you
• 9:35
  don't
• 9:36
  know
• 9:36
  how
• 9:36
  to
• 9:36
  prompt.
• 9:37
  And
• 9:37
  prompt
• 9:38
  engineering
• 9:38
  was
• 9:38
  all
• 9:38
  the
• 9:39
  fat.
• 9:39
  If
• 9:39
  you
• 9:39
  notice.
• 9:39
  You
• 9:40
  don't
• 9:40
  see
• 9:40
  as
• 9:40
  many
• 9:40
  prompt
• 9:41
  engineering
• 9:41
  job
• 9:41
  descriptions
• 9:42
  anymore.
• 9:44
  Dirty
• 9:44
  secret.
• 9:44
  I
• 9:45
  tell
• 9:45
  people,
• 9:45
  I,
• 9:45
  I
• 9:46
  said
• 9:46
  this
• 9:46
  at
• 9:46
  the,
• 9:46
  the
• 9:47
  talk
• 9:47
  I
• 9:47
  gave
• 9:47
  and
• 9:47
  people
• 9:47
  were
• 9:48
  aghast.
• 9:48
  But
• 9:49
  I
• 9:49
  don't
• 9:49
  think
• 9:49
  I've
• 9:49
  written
• 9:50
  a
• 9:50
  prompt
• 9:50
  in
• 9:50
  six
• 9:50
  months.
• 9:52
  I
• 9:52
  let
• 9:52
  AI
• 9:52
  write
• 9:53
  my
• 9:53
  prompts.
• 9:53
  The
• 9:53
  important
• 9:54
  thing
• 9:54
  you
• 9:54
  need
• 9:54
  to
• 9:55
  do
• 9:55
  is
• 9:55
  context
• 9:56
  engineering.
• 9:56
  Right?
• 9:57
  You
• 9:57
  need
• 9:57
  to
• 9:57
  make
• 9:57
  it
• 9:58
  understand.
• 9:58
  And
• 9:58
  to
• 9:59
  your
• 9:59
  point
• 9:59
  of
• 9:59
  what
• 9:59
  you
• 10:00
  just
• 10:00
  said,
• 10:00
  people
• 10:00
  sit
• 10:00
  down
• 10:00
  and
• 10:01
  like,
• 10:01
  well,
• 10:01
  I
• 10:02
  knows
• 10:02
  Everything,
• 10:03
  including
• 10:03
  what
• 10:03
  I'm
• 10:04
  thinking.
• 10:04
  Well,
• 10:05
  no,
• 10:05
  it
• 10:05
  doesn't.
• 10:05
  It
• 10:06
  has
• 10:06
  no
• 10:06
  idea
• 10:06
  how
• 10:07
  you're
• 10:08
  going
• 10:08
  to
• 10:08
  use
• 10:08
  the
• 10:09
  results
• 10:09
  of
• 10:09
  the
• 10:09
  question
• 10:10
  you're
• 10:10
  asking.
• 10:11
  The
• 10:11
  good
• 10:11
  news
• 10:12
  is
• 10:12
  we
• 10:12
  as
• 10:12
  individuals,
• 10:13
  we
• 10:13
  already
• 10:14
  provide
• 10:14
  context
• 10:15
  engineering.
• 10:16
  Every
• 10:16
  time
• 10:17
  we
• 10:17
  hire
• 10:17
  someone,
• 10:18
  a
• 10:18
  human
• 10:18
  being
• 10:18
  who's
• 10:19
  new,
• 10:20
  we
• 10:20
  don't
• 10:20
  just
• 10:20
  say,
• 10:21
  go
• 10:21
  write
• 10:21
  a
• 10:21
  marketing
• 10:22
  campaign.
• 10:22
  Yeah,
• 10:23
  have
• 10:23
  a
• 10:23
  great,
• 10:24
  enjoy
• 10:24
  your
• 10:24
  job.
• 10:25
  Marketing
• 10:26
  associate
• 10:26
  comes
• 10:26
  in
• 10:26
  and
• 10:26
  is
• 10:27
  like,
• 10:27
  hey,
• 10:27
  here's
• 10:27
  our
• 10:27
  standard
• 10:28
  and
• 10:28
  how
• 10:28
  we
• 10:28
  do.
• 10:29
  We
• 10:29
  going
• 10:29
  to
• 10:30
  be
• 10:30
  doing
• 10:30
  a
• 10:30
  fall
• 10:30
  campaign
• 10:31
  focused
• 10:32
  on
• 10:32
  X.
• 10:32
  We
• 10:32
  want
• 10:32
  to
• 10:33
  get
• 10:33
  these
• 10:33
  results.
• 10:33
  Like
• 10:34
  you
• 10:34
  give
• 10:35
  that
• 10:35
  marketing
• 10:35
  associate
• 10:36
  a
• 10:36
  bunch
• 10:36
  of
• 10:37
  context
• 10:38
  and
• 10:38
  then
• 10:38
  that
• 10:38
  young
• 10:38
  marketing
• 10:39
  associate
• 10:39
  goes
• 10:40
  out
• 10:40
  and
• 10:40
  they
• 10:41
  do
• 10:41
  what
• 10:41
  they
• 10:41
  do
• 10:41
  and
• 10:42
  they
• 10:42
  come
• 10:42
  back.
• 10:42
  And
• 10:42
  by
• 10:42
  the
• 10:42
  way,
• 10:43
  they
• 10:43
  make
• 10:43
  mistakes.
• 10:44
  And
• 10:44
  that's
• 10:45
  the
• 10:45
  thing
• 10:45
  a
• 10:45
  lot
• 10:45
  of
• 10:46
  us
• 10:46
  need
• 10:46
  to
• 10:46
  understand
• 10:46
  is
• 10:47
  AI
• 10:47
  is
• 10:47
  going
• 10:47
  to
• 10:48
  make
• 10:48
  mistakes.
• 10:49
  We
• 10:50
  need
• 10:50
  to
• 10:50
  train
• 10:50
  it
• 10:51
  and
• 10:51
  be
• 10:51
  able
• 10:51
  to
• 10:51
  give
• 10:51
  it
• 10:52
  more
• 10:52
  context
• 10:53
  so
• 10:53
  that
• 10:53
  it
• 10:53
  gets
• 10:54
  better.
• 10:54
  The
• 10:54
  same
• 10:55
  thing
• 10:55
  we
• 10:55
  would
• 10:55
  do
• 10:55
  with
• 10:55
  a
• 10:56
  human
• 10:56
  colleague.
• 10:57
  The
• 10:57
  difference
• 10:57
  just
• 10:58
  being
• 10:58
  that
• 10:58
  your
• 10:58
  AI
• 10:59
  colleague
• 10:59
  is
• 10:59
  going
• 10:59
  to
• 10:59
  be
• 10:59
  able
• 11:00
  to
• 11:00
  do
• 11:00
  it
• 11:00
  a
• 11:00
  lot
• 11:00
  faster,
• 11:01
  turn
• 11:01
  around
• 11:01
  things
• 11:01
  a
• 11:02
  lot
• 11:02
  faster.
• 11:02
  And
• 11:03
  oh,
• 11:03
  by
• 11:03
  the
• 11:03
  way,
• 11:03
  we'll
• 11:03
  never
• 11:03
  get
• 11:04
  offended
• 11:04
  at
• 11:04
  whatever
• 11:05
  you
• 11:05
  give
• 11:05
  it
• 11:05
  as
• 11:06
  a
• 11:06
  correction.
• 11:06
  It
• 11:06
  won't
• 11:06
  take
• 11:07
  it
• 11:07
  personally.
• 11:08
  At
• 11:08
  the
• 11:09
  enterprise
• 11:09
  level,
• 11:10
  the
• 11:10
  big
• 11:10
  reason
• 11:11
  you
• 11:11
  see
• 11:11
  failure
• 11:12
  happening
• 11:12
  is
• 11:12
  because
• 11:12
  of
• 11:13
  a
• 11:13
  lack
• 11:13
  of
• 11:13
  leadership.
• 11:14
  And
• 11:15
  both
• 11:15
  McKinsey
• 11:16
  and
• 11:16
  MIT
• 11:17
  last
• 11:17
  year
• 11:17
  did
• 11:17
  independent
• 11:18
  studies
• 11:19
  and
• 11:19
  both
• 11:19
  came
• 11:20
  to
• 11:20
  the
• 11:20
  same
• 11:20
  conclusion.
• 11:20
  They
• 11:21
  said
• 11:21
  the
• 11:21
  companies
• 11:21
  we've
• 11:22
  tracked
• 11:22
  on
• 11:23
  who
• 11:23
  have
• 11:23
  been
• 11:23
  successful
• 11:24
  that
• 11:24
  less
• 11:24
  than
• 11:24
  10%
• 11:25
  that
• 11:25
  have
• 11:25
  actually
• 11:26
  shown
• 11:26
  an
• 11:27
  improvement
• 11:27
  to
• 11:27
  revenue
• 11:28
  or
• 11:28
  a
• 11:28
  decrease
• 11:29
  in
• 11:29
  costs,
• 11:29
  ultimately
• 11:30
  improving
• 11:30
  ebitda.
• 11:31
  The
• 11:32
  reason
• 11:32
  was
• 11:32
  it
• 11:33
  was
• 11:33
  CEO
• 11:33
  driven.
• 11:34
  And
• 11:35
  when
• 11:35
  they
• 11:35
  drilled
• 11:35
  down
• 11:36
  a
• 11:36
  little
• 11:36
  bit
• 11:36
  lower,
• 11:37
  the
• 11:37
  reason
• 11:38
  that
• 11:38
  became
• 11:38
  too
• 11:38
  important.
• 11:39
  There
• 11:39
  were
• 11:39
  two
• 11:39
  key
• 11:39
  reasons.
• 11:40
  One
• 11:41
  is
• 11:41
  when
• 11:41
  they
• 11:41
  talked
• 11:42
  to
• 11:42
  employees
• 11:42
  at
• 11:42
  companies
• 11:43
  that
• 11:43
  didn't
• 11:43
  go
• 11:43
  well,
• 11:44
  one
• 11:44
  of
• 11:44
  the
• 11:44
  first
• 11:45
  pieces
• 11:45
  of
• 11:45
  feedback
• 11:45
  they
• 11:46
  got
• 11:46
  was
• 11:47
  I
• 11:47
  think
• 11:47
  they're
• 11:48
  getting
• 11:48
  me
• 11:48
  to
• 11:48
  train
• 11:48
  the
• 11:48
  AI
• 11:49
  to
• 11:49
  take
• 11:49
  my
• 11:49
  job.
• 11:50
  Of
• 11:50
  course
• 11:51
  you
• 11:51
  live
• 11:51
  in
• 11:51
  a
• 11:51
  fear
• 11:52
  based
• 11:52
  employment
• 11:53
  economy,
• 11:53
  especially
• 11:54
  now
• 11:54
  with,
• 11:54
  you
• 11:54
  know,
• 11:55
  more
• 11:55
  and
• 11:55
  more
• 11:55
  rounds
• 11:55
  of
• 11:55
  layoffs.
• 11:56
  Right,
• 11:56
  exactly.
• 11:57
  And
• 11:57
  so
• 11:57
  it
• 11:57
  takes
• 11:58
  a
• 11:58
  CEO
• 11:59
  to
• 11:59
  get
• 11:59
  out
• 11:59
  there
• 12:00
  and
• 12:00
  say,
• 12:00
  hey,
• 12:01
  I'm
• 12:01
  training
• 12:01
  the
• 12:02
  AI
• 12:02
  to
• 12:03
  help
• 12:03
  me
• 12:03
  be
• 12:03
  a
• 12:03
  better
• 12:04
  CEO,
• 12:04
  not
• 12:04
  to
• 12:05
  become
• 12:05
  the
• 12:05
  CEO.
• 12:06
  You
• 12:06
  need
• 12:06
  to
• 12:07
  use
• 12:07
  it
• 12:07
  to
• 12:07
  become
• 12:07
  a
• 12:07
  better
• 12:07
  salesperson.
• 12:08
  You
• 12:08
  need
• 12:08
  to
• 12:09
  use
• 12:09
  it
• 12:09
  to
• 12:09
  become
• 12:09
  a
• 12:09
  better
• 12:09
  customer
• 12:10
  success
• 12:10
  person
• 12:11
  on
• 12:11
  down
• 12:11
  the
• 12:11
  line.
• 12:12
  The
• 12:12
  second
• 12:12
  one
• 12:13
  that
• 12:13
  was
• 12:13
  really
• 12:13
  interesting
• 12:14
  was
• 12:14
  people
• 12:14
  hurt
• 12:15
  heard
• 12:15
  the
• 12:15
  stories
• 12:16
  last
• 12:16
  year,
• 12:17
  people
• 12:17
  who
• 12:17
  inadvertently
• 12:18
  put
• 12:18
  company
• 12:19
  data
• 12:19
  in
• 12:19
  or
• 12:20
  customer
• 12:20
  data
• 12:20
  in
• 12:21
  and
• 12:21
  it
• 12:22
  escaped.
• 12:23
  And
• 12:23
  so
• 12:23
  people
• 12:23
  value
• 12:24
  their
• 12:24
  jobs
• 12:24
  and
• 12:24
  they
• 12:25
  think,
• 12:25
  well,
• 12:25
  if
• 12:26
  I
• 12:26
  just
• 12:26
  don't
• 12:26
  Mess
• 12:26
  with
• 12:27
  this,
• 12:27
  I
• 12:27
  can't
• 12:28
  let
• 12:28
  the
• 12:28
  data
• 12:28
  leak
• 12:29
  and
• 12:29
  then
• 12:29
  I
• 12:29
  won't
• 12:29
  get
• 12:29
  fired.
• 12:30
  And
• 12:31
  so
• 12:31
  having
• 12:31
  a
• 12:31
  CEO
• 12:32
  who
• 12:32
  gets
• 12:32
  out
• 12:32
  there
• 12:33
  and
• 12:33
  says,
• 12:33
  hey,
• 12:33
  using
• 12:34
  this
• 12:34
  is
• 12:35
  as
• 12:35
  safe
• 12:35
  as
• 12:35
  using
• 12:36
  our
• 12:36
  company,
• 12:36
  Dropbox,
• 12:37
  our
• 12:37
  company
• 12:38
  email,
• 12:38
  whatever
• 12:38
  it
• 12:39
  may
• 12:39
  be
• 12:39
  down
• 12:39
  the
• 12:39
  line,
• 12:40
  empowers
• 12:41
  people
• 12:41
  to
• 12:41
  feel
• 12:42
  comfortable
• 12:42
  using
• 12:42
  it,
• 12:43
  then
• 12:44
  empowers
• 12:44
  people
• 12:45
  to
• 12:45
  build
• 12:45
  a
• 12:45
  culture
• 12:46
  of
• 12:46
  innovation
• 12:46
  within
• 12:47
  the
• 12:47
  company.
• 12:47
  And
• 12:48
  that's
• 12:48
  what's
• 12:48
  most
• 12:49
  important,
• 12:49
  Graham.
• 12:49
  Because
• 12:50
  in
• 12:50
  10
• 12:51
  years
• 12:51
  of
• 12:51
  helping
• 12:51
  over
• 12:52
  200
• 12:52
  companies
• 12:52
  adopt
• 12:53
  AI,
• 12:54
  the
• 12:54
  biggest
• 12:55
  wins
• 12:56
  have
• 12:56
  never
• 12:56
  come
• 12:57
  from
• 12:57
  some
• 12:57
  brilliant
• 12:57
  CEO.
• 12:59
  The
• 12:59
  biggest
• 12:59
  wins
• 13:00
  come
• 13:00
  from
• 13:00
  an
• 13:00
  empowered
• 13:01
  frontline
• 13:02
  worker
• 13:02
  who
• 13:03
  learns
• 13:03
  how
• 13:03
  to
• 13:03
  use
• 13:03
  the
• 13:04
  technology
• 13:05
  and
• 13:05
  says,
• 13:05
  well,
• 13:05
  wait
• 13:05
  a
• 13:06
  minute,
• 13:06
  if
• 13:06
  it
• 13:06
  could
• 13:06
  do
• 13:06
  this,
• 13:07
  I'm
• 13:07
  wondering
• 13:07
  if
• 13:07
  it
• 13:07
  could
• 13:08
  do
• 13:08
  this
• 13:08
  workflow.
• 13:09
  And
• 13:09
  all
• 13:10
  of
• 13:10
  a
• 13:10
  sudden,
• 13:10
  a
• 13:10
  workflow
• 13:11
  that
• 13:11
  none
• 13:11
  of
• 13:11
  the
• 13:11
  chief
• 13:11
  executives
• 13:12
  even
• 13:12
  know
• 13:12
  exist
• 13:14
  is
• 13:15
  cutting
• 13:15
  costs
• 13:16
  by
• 13:16
  half
• 13:16
  a
• 13:16
  million
• 13:16
  or
• 13:17
  increasing
• 13:17
  revenue
• 13:18
  by
• 13:18
  half
• 13:18
  a
• 13:18
  million.
• 13:19
  And
• 13:19
  that's
• 13:19
  all
• 13:20
  coming
• 13:20
  from
• 13:20
  someone
• 13:20
  who
• 13:21
  is
• 13:21
  empowered
• 13:21
  because
• 13:22
  of
• 13:22
  a
• 13:22
  culture
• 13:22
  of
• 13:22
  innovation
• 13:23
  that
• 13:23
  was
• 13:23
  built
• 13:23
  within
• 13:23
  a
• 13:24
  company.
• 13:25
  Yeah,
• 13:25
  absolutely.
• 13:26
  Absolutely
• 13:28
  correct.
• 13:28
  And
• 13:28
  I
• 13:29
  think
• 13:29
  that
• 13:29
  being
• 13:29
  backed
• 13:30
  by
• 13:30
  the
• 13:30
  CEO
• 13:30
  encourages
• 13:31
  people
• 13:31
  to
• 13:31
  get
• 13:32
  the
• 13:32
  proper
• 13:32
  setup,
• 13:32
  to
• 13:33
  get
• 13:33
  the
• 13:33
  team
• 13:33
  plan,
• 13:33
  to
• 13:33
  get
• 13:34
  the
• 13:34
  enterprise
• 13:34
  plan
• 13:35
  to.
• 13:36
  And
• 13:36
  there's
• 13:37
  multiple
• 13:37
  different
• 13:37
  ways
• 13:37
  to
• 13:38
  do
• 13:38
  it,
• 13:38
  especially
• 13:39
  if
• 13:39
  you're
• 13:39
  already.
• 13:40
  If
• 13:40
  you're
• 13:40
  already
• 13:40
  a
• 13:40
  Google
• 13:41
  shop
• 13:41
  or
• 13:41
  a
• 13:41
  Microsoft
• 13:41
  shop,
• 13:42
  then
• 13:43
  those
• 13:43
  hooks
• 13:43
  make
• 13:43
  it
• 13:44
  super
• 13:44
  easy
• 13:44
  to
• 13:44
  adopt
• 13:45
  in
• 13:45
  an
• 13:45
  enterprise
• 13:46
  way
• 13:46
  that
• 13:46
  keeps
• 13:47
  your
• 13:47
  data
• 13:47
  safe
• 13:47
  and
• 13:47
  secure,
• 13:48
  which
• 13:48
  is
• 13:48
  another
• 13:48
  important
• 13:49
  element
• 13:50
  of
• 13:51
  it
• 13:51
  being
• 13:51
  CEO
• 13:52
  backed.
• 13:52
  For
• 13:53
  sure.
• 13:54
  In
• 13:54
  the
• 13:54
  context
• 13:55
  of
• 13:55
  private
• 13:55
  equity
• 13:56
  in
• 13:56
  particular.
• 13:56
  I
• 13:57
  know
• 13:57
  you
• 13:57
  said
• 13:57
  your
• 13:57
  network
• 13:58
  led
• 13:59
  you
• 13:59
  in
• 13:59
  there.
• 13:59
  I
• 13:59
  mean,
• 13:59
  I
• 13:59
  have
• 14:00
  my
• 14:00
  own
• 14:00
  thoughts
• 14:00
  on
• 14:00
  this.
• 14:00
  But
• 14:01
  what
• 14:02
  makes
• 14:02
  PE
• 14:03
  firms
• 14:03
  and
• 14:04
  portfolio
• 14:04
  companies,
• 14:05
  you
• 14:05
  know,
• 14:05
  good
• 14:05
  customers
• 14:06
  for
• 14:06
  this?
• 14:07
  Well,
• 14:08
  they're
• 14:08
  always
• 14:08
  trying
• 14:08
  to
• 14:08
  drive
• 14:09
  out
• 14:09
  cost
• 14:09
  number
• 14:09
  one
• 14:09
  or
• 14:10
  build
• 14:10
  up
• 14:10
  revenue.
• 14:11
  Right.
• 14:11
  Like,
• 14:11
  they
• 14:12
  buy
• 14:12
  companies
• 14:13
  not
• 14:13
  because
• 14:14
  they're
• 14:14
  bored
• 14:14
  and,
• 14:14
  you
• 14:15
  know,
• 14:15
  want
• 14:15
  to
• 14:15
  spend
• 14:15
  time
• 14:16
  telling
• 14:16
  people
• 14:16
  how
• 14:16
  to
• 14:16
  do
• 14:17
  their
• 14:17
  jobs.
• 14:18
  They
• 14:18
  buy
• 14:19
  a
• 14:19
  company
• 14:19
  because
• 14:19
  they
• 14:20
  see
• 14:20
  an
• 14:20
  arbitrage
• 14:21
  opportunity.
• 14:21
  They
• 14:22
  see
• 14:22
  an
• 14:22
  opportunity
• 14:23
  where
• 14:23
  there's
• 14:24
  too
• 14:24
  much
• 14:24
  cost
• 14:24
  in
• 14:25
  it
• 14:25
  that
• 14:25
  they
• 14:25
  think
• 14:25
  they
• 14:25
  can
• 14:26
  help
• 14:26
  drive
• 14:26
  out,
• 14:27
  or
• 14:27
  there's
• 14:28
  underused
• 14:28
  resources
• 14:29
  where
• 14:29
  they
• 14:29
  can
• 14:30
  drive
• 14:30
  out
• 14:30
  more
• 14:30
  revenue.
• 14:31
  Interestingly,
• 14:32
  though,
• 14:34
  private
• 14:34
  equity
• 14:34
  has
• 14:35
  a
• 14:35
  playbook,
• 14:35
  and
• 14:36
  for
• 14:36
  years,
• 14:36
  that
• 14:37
  playbook
• 14:37
  has
• 14:37
  been
• 14:37
  focused
• 14:38
  on
• 14:38
  how
• 14:38
  do
• 14:39
  I
• 14:39
  drive.
• 14:39
  Of
• 14:39
  course,
• 14:40
  one
• 14:40
  of
• 14:40
  the
• 14:40
  ones
• 14:41
  they
• 14:41
  take
• 14:41
  the
• 14:41
  biggest
• 14:41
  hit
• 14:42
  on
• 14:42
  is
• 14:42
  how
• 14:42
  do
• 14:43
  I
• 14:43
  drive
• 14:43
  cost
• 14:43
  out
• 14:44
  of
• 14:44
  labor.
• 14:44
  Right.
• 14:44
  How
• 14:44
  do
• 14:45
  I
• 14:45
  cut
• 14:45
  jobs?
• 14:45
  Yeah,
• 14:46
  but
• 14:47
  how
• 14:47
  do
• 14:47
  I
• 14:47
  do
• 14:47
  a
• 14:47
  better
• 14:48
  job
• 14:48
  at
• 14:48
  marketing?
• 14:48
  How
• 14:49
  do
• 14:49
  I
• 14:49
  do
• 14:49
  a
• 14:49
  better
• 14:49
  job
• 14:49
  at
• 14:49
  go
• 14:50
  to
• 14:50
  market?
• 14:50
  How
• 14:50
  do
• 14:50
  I
• 14:51
  do
• 14:51
  a
• 14:51
  better
• 14:51
  job
• 14:51
  at
• 14:51
  managing
• 14:52
  the
• 14:52
  finances?
• 14:52
  All
• 14:53
  down
• 14:53
  the
• 14:53
  line,
• 14:54
  but
• 14:55
  they've
• 14:55
  never
• 14:55
  taken
• 14:55
  into
• 14:56
  their
• 14:56
  due
• 14:56
  diligence
• 14:57
  phase.
• 14:57
  A
• 14:57
  data
• 14:57
  scientist
• 14:59
  who
• 14:59
  sits
• 14:59
  down
• 14:59
  and
• 14:59
  says,
• 14:59
  well,
• 15:00
  wait
• 15:00
  a
• 15:00
  minute,
• 15:00
  These
• 15:01
  companies
• 15:01
  are
• 15:01
  5,
• 15:02
  10,
• 15:02
  20,
• 15:03
  30
• 15:03
  years
• 15:03
  old.
• 15:04
  They're
• 15:04
  sitting
• 15:05
  on
• 15:05
  a
• 15:06
  mound
• 15:06
  of
• 15:06
  data,
• 15:07
  right?
• 15:07
  And
• 15:07
  last
• 15:08
  year
• 15:08
  and
• 15:08
  the
• 15:08
  year
• 15:08
  before,
• 15:09
  we
• 15:09
  always
• 15:09
  heard
• 15:09
  that
• 15:10
  data
• 15:10
  was
• 15:10
  the
• 15:10
  new
• 15:10
  oil.
• 15:11
  And
• 15:12
  I
• 15:12
  actually
• 15:12
  don't
• 15:13
  see
• 15:13
  data
• 15:13
  as
• 15:13
  oil
• 15:14
  because
• 15:14
  the
• 15:14
  analogy
• 15:15
  breaks
• 15:15
  down
• 15:15
  in
• 15:16
  that
• 15:16
  oil
• 15:16
  gets
• 15:16
  consumed
• 15:17
  and
• 15:17
  then
• 15:18
  you
• 15:18
  got
• 15:18
  to
• 15:18
  go
• 15:18
  find
• 15:18
  more
• 15:19
  oil.
• 15:19
  Right?
• 15:20
  Data
• 15:20
  is
• 15:20
  more
• 15:20
  like
• 15:21
  solar
• 15:21
  to
• 15:21
  me.
• 15:22
  Right?
• 15:22
  You
• 15:22
  can
• 15:23
  use
• 15:23
  it
• 15:24
  and
• 15:24
  then
• 15:24
  the
• 15:24
  next
• 15:24
  morning
• 15:25
  it's
• 15:25
  there
• 15:25
  again.
• 15:25
  And
• 15:26
  you
• 15:26
  might
• 15:26
  find
• 15:26
  a
• 15:26
  different
• 15:27
  way
• 15:27
  to
• 15:27
  use
• 15:27
  it
• 15:27
  and
• 15:27
  a
• 15:27
  different
• 15:28
  way
• 15:28
  to
• 15:28
  use
• 15:28
  it,
• 15:28
  but
• 15:28
  it
• 15:28
  can
• 15:29
  continually
• 15:29
  empower
• 15:30
  the
• 15:30
  business
• 15:31
  and
• 15:31
  private
• 15:32
  equities
• 15:32
  up
• 15:33
  until
• 15:33
  now
• 15:33
  has
• 15:34
  really
• 15:34
  not
• 15:34
  looked
• 15:35
  at
• 15:35
  that.
• 15:35
  I
• 15:35
  do
• 15:35
  know
• 15:35
  several
• 15:36
  private
• 15:36
  equity
• 15:36
  firms
• 15:37
  now
• 15:37
  that
• 15:38
  are
• 15:39
  at
• 15:39
  least
• 15:39
  establishing
• 15:40
  a
• 15:40
  center
• 15:40
  of
• 15:41
  excellence
• 15:41
  at
• 15:41
  the
• 15:41
  fund
• 15:42
  level
• 15:42
  to
• 15:42
  look
• 15:42
  at
• 15:42
  it
• 15:42
  within
• 15:43
  their
• 15:43
  portfolio
• 15:43
  companies.
• 15:44
  And
• 15:45
  then
• 15:45
  a
• 15:45
  fewer
• 15:46
  but
• 15:46
  a
• 15:46
  growing
• 15:46
  number
• 15:47
  of
• 15:47
  ones
• 15:47
  that
• 15:47
  are
• 15:47
  saying,
• 15:48
  hey,
• 15:48
  let's
• 15:48
  bring
• 15:49
  that
• 15:49
  data
• 15:49
  scientist
• 15:50
  in
• 15:50
  and
• 15:50
  let's
• 15:51
  do
• 15:51
  the
• 15:51
  due
• 15:51
  diligence
• 15:52
  to
• 15:52
  understand
• 15:52
  what
• 15:52
  our
• 15:53
  real
• 15:53
  opportunity
• 15:53
  is
• 15:54
  with
• 15:54
  this
• 15:54
  company.
• 15:55
  And
• 15:55
  on
• 15:55
  day
• 15:55
  one,
• 15:56
  along
• 15:56
  with
• 15:56
  all
• 15:56
  of
• 15:56
  the
• 15:57
  rest
• 15:57
  of
• 15:57
  our
• 15:57
  playbook,
• 15:58
  let's
• 15:58
  add
• 15:58
  an
• 15:59
  AI
• 16:00
  theme
• 16:00
  to
• 16:00
  this
• 16:01
  and
• 16:01
  figure
• 16:01
  out
• 16:01
  how
• 16:01
  we
• 16:01
  monetize
• 16:02
  this
• 16:02
  before
• 16:03
  we
• 16:03
  turn
• 16:03
  it.
• 16:04
  Yeah,
• 16:04
  absolutely.
• 16:06
  Always
• 16:06
  value
• 16:07
  creation
• 16:07
  opportunities.
• 16:07
  And
• 16:08
  the
• 16:08
  other
• 16:08
  thing
• 16:08
  that
• 16:08
  I've
• 16:09
  been
• 16:09
  reading
• 16:09
  about
• 16:10
  this
• 16:10
  week,
• 16:10
  Sean,
• 16:11
  are
• 16:12
  P
• 16:12
  firms
• 16:13
  looking
• 16:13
  at
• 16:13
  this
• 16:15
  across
• 16:16
  a
• 16:16
  suite
• 16:16
  of
• 16:17
  portfolio
• 16:17
  companies
• 16:17
  that
• 16:18
  may
• 16:18
  be
• 16:18
  connected,
• 16:18
  maybe
• 16:19
  not
• 16:19
  necessarily
• 16:20
  in
• 16:20
  roll
• 16:20
  up
• 16:20
  mode,
• 16:21
  but
• 16:21
  looking
• 16:21
  for
• 16:22
  opportunities
• 16:23
  across
• 16:23
  the
• 16:23
  group
• 16:23
  of
• 16:24
  companies
• 16:24
  and
• 16:24
  using
• 16:24
  AI
• 16:25
  to
• 16:25
  spot
• 16:26
  similarities,
• 16:26
  differences
• 16:27
  and
• 16:27
  ways
• 16:28
  there
• 16:28
  might
• 16:28
  be
• 16:28
  efficiency
• 16:29
  gains
• 16:29
  that
• 16:29
  could
• 16:29
  be
• 16:29
  realized
• 16:30
  in
• 16:31
  multiple
• 16:31
  places
• 16:33
  with
• 16:33
  just
• 16:34
  one
• 16:34
  change.
• 16:34
  So
• 16:35
  it's
• 16:36
  a
• 16:36
  super
• 16:36
  fun
• 16:36
  time
• 16:37
  to
• 16:37
  be
• 16:37
  doing
• 16:37
  it.
• 16:38
  And
• 16:39
  my
• 16:39
  perspective
• 16:39
  on
• 16:40
  the
• 16:40
  reason
• 16:40
  that
• 16:41
  I
• 16:41
  look
• 16:41
  to
• 16:41
  work
• 16:41
  with
• 16:41
  PE
• 16:42
  firms
• 16:42
  is
• 16:43
  they're
• 16:43
  ready
• 16:43
  for
• 16:43
  change,
• 16:43
  right?
• 16:44
  PE
• 16:44
  firms
• 16:45
  or
• 16:45
  POCOs
• 16:46
  within
• 16:46
  PE
• 16:46
  firms
• 16:46
  are
• 16:47
  always
• 16:47
  in
• 16:47
  change
• 16:47
  mode.
• 16:48
  The
• 16:48
  they're
• 16:48
  always
• 16:48
  in,
• 16:49
  okay,
• 16:49
  Our
• 16:50
  objective
• 16:50
  is,
• 16:51
  as
• 16:51
  you
• 16:51
  say,
• 16:51
  grow
• 16:52
  more
• 16:52
  revenue,
• 16:53
  decrease
• 16:53
  cost,
• 16:54
  grow
• 16:54
  ebitda.
• 16:55
  That's
• 16:56
  what
• 16:56
  we're
• 16:56
  doing.
• 16:56
  And
• 16:57
  I
• 16:57
  think
• 16:58
  some
• 16:58
  of
• 16:58
  the
• 16:58
  things
• 16:58
  which
• 16:59
  can
• 16:59
  stall
• 17:00
  companies
• 17:00
  and
• 17:01
  create
• 17:01
  friction
• 17:01
  when
• 17:02
  there
• 17:02
  are
• 17:02
  big
• 17:02
  technology
• 17:02
  initiatives
• 17:03
  like
• 17:03
  AI
• 17:04
  are
• 17:04
  the
• 17:04
  sort
• 17:04
  of
• 17:05
  layers
• 17:05
  of
• 17:05
  hedging
• 17:06
  that
• 17:06
  people
• 17:06
  do
• 17:07
  against
• 17:07
  volatility,
• 17:08
  risk
• 17:08
  of
• 17:08
  employment.
• 17:09
  They
• 17:10
  form
• 17:10
  alliances,
• 17:11
  they
• 17:11
  tightly
• 17:12
  control
• 17:12
  the
• 17:12
  definitions
• 17:13
  of
• 17:14
  metrics
• 17:14
  to
• 17:15
  their
• 17:15
  advantage.
• 17:15
  They
• 17:18
  create
• 17:18
  perceptions
• 17:19
  that
• 17:19
  are
• 17:19
  different,
• 17:20
  slightly
• 17:20
  different
• 17:20
  to
• 17:21
  reality.
• 17:21
  And
• 17:21
  I
• 17:21
  think
• 17:22
  when
• 17:22
  PE
• 17:22
  comes
• 17:23
  in
• 17:24
  or
• 17:25
  investment
• 17:25
  round
• 17:26
  is
• 17:26
  approaching,
• 17:26
  all
• 17:26
  the
• 17:26
  things
• 17:26
  go
• 17:27
  out
• 17:27
  the
• 17:27
  window
• 17:27
  and
• 17:27
  become
• 17:27
  less
• 17:28
  important.
• 17:28
  And
• 17:28
  I
• 17:28
  think
• 17:28
  that's
• 17:29
  one
• 17:29
  of
• 17:29
  the
• 17:29
  reasons
• 17:29
  PE
• 17:30
  gets
• 17:30
  a
• 17:30
  Bit
• 17:30
  of
• 17:30
  an
• 17:31
  unfair
• 17:31
  bad
• 17:31
  rap
• 17:32
  because
• 17:33
  it
• 17:33
  peels
• 17:33
  back
• 17:33
  those
• 17:33
  layers
• 17:34
  of
• 17:34
  friction
• 17:35
  which
• 17:35
  stop
• 17:36
  value
• 17:36
  flowing.
• 17:37
  Exactly.
• 17:38
  We've
• 17:38
  talked
• 17:38
  about
• 17:38
  the
• 17:39
  times
• 17:39
  where
• 17:40
  AI
• 17:40
  initiatives
• 17:41
  fail
• 17:41
  and
• 17:41
  the
• 17:41
  reasons
• 17:41
  why
• 17:42
  it
• 17:42
  fails.
• 17:42
  But
• 17:42
  you've
• 17:42
  seen
• 17:43
  success,
• 17:43
  you've
• 17:44
  seen
• 17:44
  efficiency
• 17:45
  gains,
• 17:46
  you've
• 17:47
  seen
• 17:47
  real
• 17:47
  benefits
• 17:48
  delivered
• 17:48
  to
• 17:49
  portcos.
• 17:50
  What
• 17:50
  are
• 17:50
  some
• 17:50
  of
• 17:50
  the
• 17:51
  examples
• 17:51
  of
• 17:52
  folks
• 17:53
  doing
• 17:53
  that?
• 17:53
  And
• 17:53
  what
• 17:53
  sort
• 17:53
  of
• 17:54
  technology
• 17:54
  or
• 17:54
  what
• 17:54
  sort
• 17:54
  of
• 17:54
  use
• 17:54
  cases
• 17:55
  have
• 17:55
  they
• 17:55
  deployed
• 17:55
  to
• 17:55
  do
• 17:56
  it?
• 17:56
  Yeah,
• 17:57
  I
• 17:57
  mean,
• 17:57
  the
• 17:58
  success
• 17:59
  is
• 17:59
  one
• 18:00
  in
• 18:00
  which
• 18:00
  companies,
• 18:01
  and
• 18:02
  especially
• 18:02
  the
• 18:02
  leaders,
• 18:04
  don't
• 18:04
  treat
• 18:04
  it
• 18:04
  as
• 18:05
  an
• 18:05
  IT
• 18:05
  initiative.
• 18:06
  If
• 18:07
  AI
• 18:07
  implementation
• 18:08
  is
• 18:08
  an
• 18:08
  IT
• 18:08
  initiative,
• 18:09
  it
• 18:09
  fails.
• 18:11
  If
• 18:11
  it's
• 18:11
  viewed
• 18:12
  as
• 18:13
  a
• 18:13
  finite
• 18:14
  initiative,
• 18:14
  hey,
• 18:14
  we
• 18:15
  are
• 18:15
  going
• 18:15
  to
• 18:15
  adopt
• 18:16
  AI
• 18:16
  by
• 18:16
  the
• 18:16
  end
• 18:16
  of
• 18:16
  Q2,
• 18:17
  it
• 18:18
  fails.
• 18:19
  AI
• 18:19
  is
• 18:19
  a
• 18:20
  journey.
• 18:20
  AI
• 18:21
  adoption
• 18:21
  is
• 18:21
  a
• 18:21
  journey
• 18:22
  for
• 18:22
  an
• 18:22
  organization
• 18:22
  for
• 18:23
  two
• 18:23
  reasons.
• 18:24
  One,
• 18:24
  their
• 18:24
  data
• 18:25
  is
• 18:25
  always
• 18:25
  growing,
• 18:26
  right?
• 18:26
  They're
• 18:26
  always
• 18:26
  gathering
• 18:27
  more
• 18:27
  data
• 18:27
  and
• 18:27
  they're
• 18:28
  going
• 18:28
  to
• 18:28
  build
• 18:28
  on
• 18:28
  that.
• 18:29
  But
• 18:29
  two,
• 18:29
  the
• 18:30
  technology
• 18:30
  is
• 18:31
  growing
• 18:31
  at
• 18:31
  such
• 18:31
  a
• 18:32
  rapid
• 18:32
  pace,
• 18:33
  a
• 18:33
  great
• 18:33
  tool
• 18:34
  today
• 18:34
  is
• 18:35
  dwarfed
• 18:35
  by
• 18:35
  a
• 18:35
  tool
• 18:36
  just
• 18:37
  two
• 18:37
  quarters
• 18:37
  from
• 18:37
  now.
• 18:38
  Used
• 18:38
  to
• 18:38
  be
• 18:38
  years
• 18:39
  that
• 18:39
  you
• 18:39
  had
• 18:39
  to
• 18:40
  wait
• 18:40
  for
• 18:40
  another
• 18:40
  tool,
• 18:40
  but
• 18:41
  now
• 18:41
  it's
• 18:41
  literally
• 18:42
  weeks,
• 18:42
  months
• 18:42
  and
• 18:43
  quarters
• 18:43
  that
• 18:44
  newer
• 18:44
  tools
• 18:44
  are
• 18:44
  coming
• 18:45
  out.
• 18:45
  And
• 18:45
  so
• 18:46
  organizations
• 18:47
  need
• 18:47
  to
• 18:47
  keep
• 18:48
  a
• 18:48
  pulse
• 18:48
  on
• 18:48
  what
• 18:49
  else
• 18:49
  is
• 18:49
  out
• 18:49
  there.
• 18:50
  What
• 18:50
  else
• 18:50
  could
• 18:50
  we
• 18:51
  grow
• 18:51
  into?
• 18:52
  But
• 18:52
  if
• 18:52
  they've
• 18:52
  already
• 18:53
  started
• 18:53
  that
• 18:53
  journey
• 18:54
  and
• 18:54
  they've
• 18:54
  opened
• 18:54
  themselves
• 18:55
  up
• 18:55
  to
• 18:55
  it,
• 18:55
  that
• 18:55
  adoption
• 18:56
  and
• 18:56
  that
• 18:56
  pulling
• 18:57
  in
• 18:57
  of
• 18:57
  the
• 18:57
  newest
• 18:57
  technologies
• 18:58
  becomes
• 18:59
  more
• 18:59
  much
• 18:59
  easier.
• 19:01
  The
• 19:01
  biggest
• 19:01
  successes,
• 19:02
  though,
• 19:02
  come
• 19:03
  from,
• 19:03
  again,
• 19:03
  empowering
• 19:04
  everybody
• 19:05
  in
• 19:05
  the
• 19:05
  organization
• 19:05
  to
• 19:06
  use
• 19:06
  the
• 19:06
  technology.
• 19:07
  Because
• 19:07
  no
• 19:08
  CEO,
• 19:08
  no
• 19:09
  coo,
• 19:10
  no
• 19:10
  president
• 19:10
  is
• 19:11
  going
• 19:11
  to
• 19:11
  be
• 19:11
  able
• 19:11
  to
• 19:11
  say,
• 19:11
  here's
• 19:12
  how
• 19:12
  we're
• 19:12
  going
• 19:12
  to
• 19:12
  make
• 19:12
  all
• 19:12
  of
• 19:12
  our
• 19:13
  money.
• 19:13
  Right?
• 19:14
  The
• 19:14
  real
• 19:14
  big
• 19:14
  wins
• 19:15
  are
• 19:15
  going
• 19:15
  to
• 19:15
  come
• 19:15
  from
• 19:15
  people
• 19:16
  inside
• 19:16
  the
• 19:16
  company
• 19:16
  who
• 19:17
  are
• 19:17
  empowered,
• 19:17
  who
• 19:17
  find
• 19:18
  them
• 19:18
  themselves.
• 19:19
  That
• 19:20
  being
• 19:20
  said,
• 19:20
  the
• 19:20
  leadership
• 19:21
  team
• 19:21
  can
• 19:21
  start
• 19:22
  to
• 19:22
  address
• 19:22
  certain
• 19:22
  things
• 19:23
  and
• 19:23
  say,
• 19:23
  hey,
• 19:23
  where
• 19:24
  are
• 19:24
  my
• 19:24
  opportunities?
• 19:26
  I'll
• 19:26
  give
• 19:26
  you
• 19:26
  a
• 19:26
  great
• 19:26
  example.
• 19:27
  I'm
• 19:27
  working
• 19:28
  with
• 19:28
  a
• 19:28
  couple
• 19:28
  of
• 19:29
  companies
• 19:29
  in
• 19:29
  the
• 19:30
  security
• 19:30
  space.
• 19:31
  Now,
• 19:32
  security
• 19:32
  would
• 19:32
  normally
• 19:33
  focus
• 19:33
  on,
• 19:33
  ooh,
• 19:34
  how
• 19:34
  do
• 19:34
  we
• 19:34
  use
• 19:34
  AI
• 19:35
  for
• 19:36
  better
• 19:36
  monitoring?
• 19:37
  How
• 19:37
  do
• 19:37
  we
• 19:37
  use
• 19:37
  AI
• 19:38
  for.
• 19:38
  We
• 19:39
  have
• 19:39
  to
• 19:39
  fill
• 19:39
  out
• 19:39
  reports
• 19:39
  all
• 19:40
  the
• 19:40
  time.
• 19:40
  Maybe
• 19:41
  we
• 19:41
  start
• 19:41
  using
• 19:41
  AI
• 19:41
  to
• 19:42
  do
• 19:42
  the
• 19:42
  recording
• 19:42
  rather
• 19:43
  than
• 19:43
  having
• 19:43
  people
• 19:43
  write
• 19:43
  their
• 19:44
  reports
• 19:44
  out
• 19:44
  from
• 19:44
  scratch.
• 19:45
  I
• 19:45
  can
• 19:45
  power
• 19:45
  them.
• 19:46
  All
• 19:46
  great
• 19:46
  things
• 19:47
  to
• 19:47
  do.
• 19:48
  But
• 19:49
  one
• 19:49
  of
• 19:49
  the
• 19:49
  biggest
• 19:50
  costs
• 19:51
  in
• 19:53
  security
• 19:53
  businesses
• 19:54
  are
• 19:55
  guards.
• 19:56
  Guards
• 19:56
  turn
• 19:57
  over
• 19:57
  at
• 19:57
  a
• 19:58
  rate
• 19:58
  of
• 19:58
  over
• 19:58
  50%
• 19:59
  a
• 19:59
  year.
• 20:00
  And
• 20:00
  depending
• 20:00
  on
• 20:00
  the
• 20:00
  company,
• 20:01
  that
• 20:01
  can
• 20:01
  be
• 20:01
  more.
• 20:02
  And
• 20:03
  the
• 20:03
  statistic
• 20:04
  is
• 20:04
  that
• 20:04
  it
• 20:04
  costs
• 20:04
  about
• 20:05
  $3,000
• 20:06
  to
• 20:06
  hire
• 20:07
  a
• 20:07
  single
• 20:07
  guard.
• 20:08
  Yeah,
• 20:08
  that
• 20:08
  seems
• 20:09
  conservative
• 20:09
  to
• 20:09
  me,
• 20:10
  actually.
• 20:10
  But
• 20:12
  when
• 20:12
  I
• 20:12
  speak
• 20:13
  to
• 20:13
  some
• 20:13
  security
• 20:13
  companies.
• 20:14
  They're
• 20:14
  like,
• 20:14
  that's
• 20:14
  way
• 20:14
  low.
• 20:15
  I've
• 20:15
  never
• 20:15
  had
• 20:15
  someone
• 20:16
  tell
• 20:16
  me
• 20:16
  it's
• 20:16
  too
• 20:16
  high.
• 20:17
  But,
• 20:17
  but
• 20:18
  just
• 20:18
  using
• 20:18
  round
• 20:18
  numbers,
• 20:19
  if
• 20:19
  you
• 20:19
  go
• 20:19
  with
• 20:19
  that,
• 20:20
  let's
• 20:20
  say
• 20:20
  that
• 20:20
  you've
• 20:21
  got,
• 20:21
  I
• 20:22
  don't
• 20:22
  know,
• 20:22
  10,000
• 20:23
  guards
• 20:23
  deployed,
• 20:24
  and
• 20:24
  every
• 20:24
  year
• 20:24
  you're
• 20:25
  replacing
• 20:25
  5,000.
• 20:26
  There's
• 20:26
  15
• 20:27
  million
• 20:27
  to
• 20:27
  your
• 20:28
  bottom
• 20:28
  line
• 20:28
  that
• 20:29
  you're
• 20:30
  spending
• 20:30
  every
• 20:30
  year.
• 20:31
  Well,
• 20:32
  you're
• 20:33
  sitting
• 20:33
  on
• 20:33
  all
• 20:34
  the
• 20:34
  data
• 20:35
  of
• 20:35
  people
• 20:35
  who
• 20:36
  have
• 20:36
  quit
• 20:36
  within
• 20:36
  90
• 20:37
  days.
• 20:37
  You're
• 20:38
  also
• 20:38
  sitting
• 20:38
  on
• 20:38
  all
• 20:39
  the
• 20:39
  data
• 20:39
  of
• 20:39
  people
• 20:39
  who
• 20:40
  have
• 20:40
  stayed
• 20:40
  longer
• 20:41
  than
• 20:41
  a
• 20:41
  year.
• 20:42
  With
• 20:42
  a
• 20:42
  good
• 20:42
  data
• 20:43
  scientist,
• 20:43
  you
• 20:44
  could
• 20:44
  theoretically
• 20:44
  build
• 20:45
  a
• 20:45
  model
• 20:46
  that
• 20:46
  models
• 20:47
  those
• 20:47
  two
• 20:47
  groups.
• 20:48
  And
• 20:48
  now
• 20:49
  as
• 20:49
  you
• 20:49
  look
• 20:49
  at
• 20:50
  an
• 20:50
  interview
• 20:50
  pool,
• 20:51
  instead
• 20:51
  of
• 20:52
  going
• 20:52
  through
• 20:52
  the
• 20:52
  cost
• 20:52
  of
• 20:52
  interviewing
• 20:53
  everybody,
• 20:54
  just
• 20:54
  interview
• 20:54
  the
• 20:55
  people
• 20:55
  who
• 20:55
  look
• 20:55
  like
• 20:55
  people
• 20:56
  who
• 20:56
  stay
• 20:56
  longer
• 20:56
  than
• 20:57
  a
• 20:57
  year.
• 20:58
  And
• 20:58
  now
• 20:58
  if
• 20:58
  you
• 20:58
  get
• 20:59
  that
• 20:59
  50%
• 20:59
  down
• 21:00
  to
• 21:00
  40%
• 21:00
  or
• 21:01
  30%,
• 21:02
  you're
• 21:02
  talking
• 21:02
  millions
• 21:03
  of
• 21:03
  dollars
• 21:03
  every
• 21:04
  year
• 21:04
  that
• 21:04
  you're
• 21:04
  saving.
• 21:05
  That's
• 21:06
  not
• 21:06
  intuitively
• 21:07
  where
• 21:07
  a
• 21:08
  CEO
• 21:08
  would
• 21:09
  necessarily
• 21:09
  go
• 21:10
  hr
• 21:10
  because
• 21:10
  there's
• 21:11
  so
• 21:11
  many
• 21:11
  other
• 21:11
  bright,
• 21:12
  shiny
• 21:12
  things
• 21:12
  out
• 21:12
  there.
• 21:13
  And
• 21:13
  so
• 21:14
  part
• 21:14
  of
• 21:14
  the
• 21:14
  biggest
• 21:15
  success,
• 21:15
  and
• 21:15
  this
• 21:15
  is
• 21:16
  looking
• 21:16
  at
• 21:16
  traditional
• 21:17
  AI,
• 21:17
  not
• 21:17
  generative
• 21:18
  AI,
• 21:18
  but
• 21:20
  how
• 21:20
  do
• 21:20
  you
• 21:20
  capitalize
• 21:21
  on
• 21:21
  the
• 21:21
  data
• 21:22
  that
• 21:22
  you're
• 21:22
  sitting
• 21:22
  on
• 21:23
  top
• 21:23
  of
• 21:23
  to
• 21:23
  help
• 21:24
  the
• 21:24
  business
• 21:24
  run
• 21:24
  more
• 21:25
  efficiently?
• 21:26
  The
• 21:26
  other
• 21:26
  thing,
• 21:27
  I'll
• 21:27
  say
• 21:27
  that
• 21:27
  the
• 21:27
  next
• 21:27
  step
• 21:28
  after
• 21:28
  that,
• 21:28
  and
• 21:29
  this
• 21:29
  is
• 21:29
  further
• 21:30
  on
• 21:30
  down
• 21:30
  the
• 21:30
  road,
• 21:30
  but
• 21:31
  are
• 21:32
  CEOs
• 21:33
  and
• 21:33
  leadership
• 21:34
  teams
• 21:34
  looking
• 21:35
  at
• 21:36
  what's
• 21:36
  the
• 21:36
  data
• 21:36
  I
• 21:37
  have
• 21:37
  access
• 21:37
  to?
• 21:38
  So
• 21:38
  I'll
• 21:38
  give
• 21:38
  you
• 21:38
  a
• 21:38
  great
• 21:39
  example.
• 21:39
  711
• 21:40
  is
• 21:41
  run
• 21:41
  by
• 21:41
  a
• 21:42
  good
• 21:42
  friend
• 21:42
  of
• 21:42
  mine,
• 21:42
  a
• 21:42
  guy
• 21:42
  named
• 21:43
  Joe
• 21:43
  DiPinto.
• 21:44
  Last
• 21:45
  year
• 21:45
  they
• 21:45
  announced
• 21:46
  that
• 21:47
  they
• 21:47
  are
• 21:47
  starting
• 21:47
  to
• 21:47
  put
• 21:48
  cameras
• 21:48
  into
• 21:48
  all
• 21:49
  of
• 21:49
  their
• 21:49
  stores,
• 21:50
  monitor
• 21:51
  customer
• 21:52
  movement,
• 21:52
  customer
• 21:53
  buying
• 21:53
  patterns,
• 21:54
  overstocks
• 21:55
  out
• 21:55
  of
• 21:55
  stocks.
• 21:56
  Because
• 21:56
  a
• 21:56
  data
• 21:56
  scientist
• 21:57
  on
• 21:57
  their
• 21:57
  team
• 21:58
  said,
• 21:58
  with
• 21:58
  all
• 21:58
  of
• 21:58
  this
• 21:59
  data,
• 22:00
  I
• 22:00
  could
• 22:00
  monetize
• 22:01
  it
• 22:01
  this
• 22:01
  way
• 22:01
  for
• 22:01
  the
• 22:02
  business.
• 22:03
  And
• 22:03
  it
• 22:03
  was
• 22:03
  worth
• 22:03
  the
• 22:04
  investment
• 22:04
  to
• 22:04
  do
• 22:05
  that.
• 22:05
  But
• 22:06
  that
• 22:06
  wasn't
• 22:07
  data
• 22:07
  they've
• 22:07
  ever
• 22:07
  collected.
• 22:08
  And
• 22:08
  so
• 22:09
  it's
• 22:09
  not
• 22:10
  good
• 22:10
  enough
• 22:10
  just
• 22:10
  to
• 22:10
  say,
• 22:10
  here's
• 22:11
  the
• 22:11
  data
• 22:11
  I've
• 22:11
  got.
• 22:11
  Here's
• 22:11
  I'm
• 22:12
  going
• 22:12
  to
• 22:12
  use
• 22:12
  it.
• 22:12
  It's
• 22:13
  looking
• 22:13
  at
• 22:13
  what
• 22:13
  data
• 22:13
  do
• 22:14
  I
• 22:14
  actually
• 22:14
  have
• 22:14
  access
• 22:15
  to
• 22:15
  in
• 22:15
  the
• 22:15
  course
• 22:15
  of
• 22:16
  my
• 22:16
  business
• 22:17
  that
• 22:17
  I
• 22:17
  could
• 22:17
  go
• 22:17
  on
• 22:18
  and
• 22:18
  further
• 22:18
  monetize.
• 22:19
  Yeah,
• 22:20
  as
• 22:20
  a
• 22:20
  data
• 22:21
  guy,
• 22:21
  I
• 22:21
  couldn't
• 22:21
  be
• 22:21
  a
• 22:21
  bigger
• 22:22
  advocate
• 22:23
  for
• 22:23
  that
• 22:23
  approach.
• 22:23
  It's
• 22:25
  both
• 22:25
  the
• 22:25
  approaches
• 22:26
  you've
• 22:26
  described.
• 22:26
  So
• 22:26
  the
• 22:27
  first
• 22:27
  example
• 22:27
  is
• 22:27
  security
• 22:28
  guards
• 22:28
  making
• 22:28
  better
• 22:29
  use
• 22:29
  of
• 22:29
  existing
• 22:29
  data.
• 22:30
  And
• 22:30
  the
• 22:30
  second
• 22:30
  example
• 22:31
  of,
• 22:31
  like,
• 22:31
  what
• 22:31
  data
• 22:32
  might
• 22:32
  we
• 22:32
  collect
• 22:32
  to
• 22:33
  create
• 22:34
  and
• 22:34
  grow
• 22:35
  opportunity
• 22:37
  on
• 22:37
  the
• 22:37
  first
• 22:38
  one.
• 22:38
  My
• 22:39
  guest
• 22:39
  two
• 22:39
  weeks
• 22:39
  ago
• 22:41
  was
• 22:42
  the
• 22:42
  CEO
• 22:42
  and
• 22:42
  founder
• 22:43
  of
• 22:43
  a
• 22:43
  company
• 22:43
  called
• 22:43
  Hire
• 22:43
  Aligned.
• 22:44
  And
• 22:45
  he
• 22:45
  basically
• 22:45
  uses
• 22:46
  a
• 22:46
  set
• 22:46
  of
• 22:46
  interview
• 22:46
  questions
• 22:47
  to
• 22:49
  quantify
• 22:50
  the
• 22:50
  culture
• 22:50
  within
• 22:50
  a
• 22:51
  company.
• 22:51
  So
• 22:51
  he
• 22:51
  interviews
• 22:51
  all
• 22:52
  the
• 22:52
  current
• 22:52
  employees,
• 22:52
  particularly
• 22:53
  those
• 22:53
  with
• 22:53
  long
• 22:53
  term
• 22:53
  tenure,
• 22:54
  quantifies
• 22:54
  the
• 22:55
  culture
• 22:55
  and
• 22:56
  then
• 22:56
  they
• 22:56
  then
• 22:57
  add.
• 22:57
  And
• 22:57
  he
• 22:58
  works
• 22:58
  with
• 22:58
  companies
• 22:58
  with
• 22:58
  big
• 22:59
  pools
• 22:59
  of
• 22:59
  sales
• 22:59
  development
• 23:00
  reps.
• 23:00
  So
• 23:00
  same
• 23:01
  idea
• 23:01
  like
• 23:02
  large
• 23:02
  turnaround.
• 23:03
  And
• 23:03
  I
• 23:03
  think
• 23:04
  he
• 23:05
  by
• 23:05
  then
• 23:05
  deploying
• 23:06
  additional
• 23:06
  questions
• 23:07
  in
• 23:07
  the
• 23:07
  interview
• 23:07
  process
• 23:08
  and
• 23:09
  adding
• 23:10
  a
• 23:10
  vector
• 23:10
  for
• 23:10
  cultural
• 23:11
  match
• 23:11
  before
• 23:12
  someone
• 23:13
  is
• 23:14
  made
• 23:14
  an
• 23:14
  offer,
• 23:15
  he's
• 23:15
  seen
• 23:16
  results,
• 23:16
  he's
• 23:16
  seen
• 23:16
  attrition
• 23:17
  go
• 23:17
  from
• 23:18
  60%
• 23:19
  down
• 23:19
  to
• 23:19
  30%
• 23:21
  over
• 23:21
  the
• 23:21
  course
• 23:22
  of
• 23:22
  a
• 23:22
  year
• 23:23
  just
• 23:23
  by
• 23:24
  codifying
• 23:24
  culture
• 23:24
  by
• 23:25
  using
• 23:25
  AI.
• 23:25
  And
• 23:26
  that's
• 23:26
  one
• 23:26
  of
• 23:27
  the
• 23:27
  most
• 23:27
  incredible
• 23:27
  use
• 23:28
  cases
• 23:28
  you
• 23:28
  have
• 23:28
  all
• 23:28
  this
• 23:29
  data
• 23:29
  which
• 23:29
  is
• 23:29
  unstructured
• 23:30
  and
• 23:30
  previously
• 23:31
  was
• 23:32
  unusable.
• 23:33
  And
• 23:33
  that's
• 23:33
  the
• 23:33
  other
• 23:33
  thing
• 23:34
  I'd
• 23:34
  encourage
• 23:34
  CEOs
• 23:34
  to
• 23:35
  think
• 23:35
  about.
• 23:36
  Don't
• 23:36
  think
• 23:36
  about
• 23:37
  just
• 23:37
  things
• 23:37
  that
• 23:37
  might
• 23:38
  be
• 23:38
  in
• 23:38
  a,
• 23:38
  in
• 23:39
  an
• 23:39
  Oracle
• 23:39
  database
• 23:40
  or
• 23:40
  in
• 23:40
  a
• 23:40
  data
• 23:40
  lake
• 23:41
  or
• 23:41
  whatever
• 23:41
  or
• 23:41
  warehouse
• 23:42
  or
• 23:42
  wherever
• 23:42
  it
• 23:42
  might
• 23:42
  be.
• 23:42
  Think
• 23:42
  of
• 23:43
  all
• 23:43
  the
• 23:43
  unstructured
• 23:43
  data
• 23:44
  that
• 23:44
  you
• 23:44
  can
• 23:44
  collect
• 23:44
  and
• 23:44
  how
• 23:45
  AI
• 23:45
  can
• 23:45
  so
• 23:45
  quickly
• 23:46
  make
• 23:46
  sense
• 23:46
  of
• 23:46
  it
• 23:47
  and
• 23:47
  codify
• 23:48
  it
• 23:48
  in
• 23:48
  ways
• 23:48
  that
• 23:49
  can
• 23:49
  be
• 23:50
  much
• 23:50
  more
• 23:50
  useful
• 23:50
  to
• 23:51
  you
• 23:51
  than
• 23:54
  previous
• 23:54
  technology
• 23:55
  has
• 23:55
  allowed.
• 23:58
  Those
• 23:59
  are
• 23:59
  two
• 23:59
  great
• 23:59
  use
• 23:59
  cases.
• 24:00
  And
• 24:01
  you
• 24:01
  touched
• 24:01
  briefly
• 24:02
  on
• 24:02
  some
• 24:02
  of
• 24:02
  the
• 24:02
  more
• 24:02
  obvious
• 24:04
  places
• 24:04
  to
• 24:04
  start.
• 24:04
  Can
• 24:05
  we
• 24:05
  just
• 24:06
  for
• 24:06
  people
• 24:07
  listening
• 24:07
  who
• 24:07
  might
• 24:07
  be
• 24:08
  involved
• 24:08
  with
• 24:08
  mid
• 24:08
  market
• 24:08
  firms
• 24:09
  who
• 24:09
  haven't
• 24:09
  started
• 24:09
  yet,
• 24:11
  where
• 24:11
  would
• 24:11
  be
• 24:11
  great
• 24:11
  places
• 24:12
  to
• 24:13
  start?
• 24:14
  Say
• 24:15
  we're
• 24:15
  a
• 24:16
  Google
• 24:16
  shop
• 24:17
  and
• 24:17
  we've
• 24:17
  just
• 24:17
  rolled
• 24:17
  Gemini
• 24:18
  out
• 24:18
  to
• 24:18
  all
• 24:18
  employees
• 24:19
  on
• 24:19
  an
• 24:19
  enterprise
• 24:19
  plan
• 24:20
  and
• 24:20
  made
• 24:20
  it
• 24:20
  accessible
• 24:20
  to
• 24:20
  them.
• 24:21
  Where
• 24:21
  should
• 24:21
  we
• 24:22
  start?
• 24:23
  I
• 24:23
  mean
• 24:23
  there's
• 24:24
  all
• 24:24
  the
• 24:24
  basics.
• 24:25
  I
• 24:25
  mean
• 24:25
  the
• 24:26
  basic
• 24:26
  ways
• 24:27
  you
• 24:27
  see
• 24:27
  people
• 24:27
  using
• 24:28
  it,
• 24:29
  helping
• 24:29
  you
• 24:29
  with
• 24:29
  your
• 24:29
  emails,
• 24:30
  right?
• 24:31
  The
• 24:31
  amount
• 24:31
  of
• 24:31
  time
• 24:32
  I
• 24:32
  would
• 24:32
  invest
• 24:33
  in
• 24:33
  rereading
• 24:34
  an
• 24:34
  email,
• 24:34
  proofreading
• 24:35
  an
• 24:35
  email
• 24:35
  if
• 24:36
  it
• 24:36
  was
• 24:36
  really
• 24:36
  important,
• 24:36
  passing
• 24:37
  it
• 24:37
  off
• 24:37
  to
• 24:37
  my
• 24:37
  wife
• 24:38
  and
• 24:38
  asking
• 24:38
  her,
• 24:38
  and
• 24:38
  that
• 24:38
  might
• 24:39
  take
• 24:39
  an
• 24:39
  hour
• 24:39
  before
• 24:39
  she
• 24:40
  gets
• 24:40
  a
• 24:40
  chance
• 24:40
  to
• 24:40
  look
• 24:40
  at
• 24:41
  it.
• 24:41
  You
• 24:42
  know,
• 24:42
  now
• 24:42
  being
• 24:42
  able
• 24:43
  to
• 24:44
  provide
• 24:44
  the
• 24:44
  email
• 24:45
  you're
• 24:45
  responding
• 24:45
  to,
• 24:46
  provide
• 24:46
  your
• 24:46
  draft
• 24:47
  response
• 24:47
  and
• 24:48
  again
• 24:48
  give
• 24:48
  it
• 24:48
  context,
• 24:49
  I
• 24:49
  think
• 24:50
  this
• 24:50
  might
• 24:50
  be
• 24:50
  too
• 24:50
  emotional.
• 24:51
  This
• 24:51
  is
• 24:51
  a
• 24:52
  long
• 24:52
  term
• 24:52
  potential
• 24:53
  client,
• 24:53
  whatever
• 24:53
  it
• 24:54
  may
• 24:54
  be.
• 24:54
  Here's
• 24:55
  what
• 24:55
  I
• 24:55
  want
• 24:55
  to
• 24:55
  set
• 24:56
  and
• 24:57
  boom,
• 24:57
  you
• 24:57
  get
• 24:57
  a
• 24:58
  response
• 24:58
  30
• 24:58
  seconds
• 24:59
  later
• 24:59
  and
• 24:59
  now
• 25:00
  you
• 25:00
  can
• 25:00
  look
• 25:00
  at
• 25:00
  it
• 25:00
  and
• 25:00
  go,
• 25:00
  you
• 25:01
  know
• 25:01
  what?
• 25:01
  That's
• 25:01
  the
• 25:01
  better
• 25:01
  way
• 25:02
  to
• 25:02
  say
• 25:02
  it.
• 25:02
  Or
• 25:02
  maybe
• 25:03
  it's
• 25:03
  a
• 25:03
  merge
• 25:03
  of
• 25:03
  what
• 25:03
  I
• 25:04
  originally
• 25:04
  said
• 25:04
  in
• 25:04
  this,
• 25:05
  but
• 25:05
  now
• 25:05
  I've
• 25:05
  got
• 25:05
  a
• 25:05
  better
• 25:05
  draft
• 25:06
  and
• 25:06
  Instead
• 25:06
  of
• 25:06
  spending
• 25:07
  15
• 25:08
  minutes
• 25:08
  tormenting
• 25:08
  over
• 25:09
  it,
• 25:09
  I've
• 25:09
  spent
• 25:09
  one
• 25:10
  minute
• 25:10
  tormenting
• 25:10
  over
• 25:11
  it
• 25:11
  and
• 25:11
  I've
• 25:11
  got
• 25:11
  a
• 25:11
  better
• 25:11
  result.
• 25:13
  You
• 25:14
  get
• 25:14
  into
• 25:15
  how
• 25:15
  do
• 25:15
  you.
• 25:16
  And
• 25:16
  by
• 25:16
  the
• 25:16
  way,
• 25:17
  the
• 25:17
  other
• 25:18
  thing
• 25:18
  is
• 25:18
  not
• 25:18
  to
• 25:18
  limit
• 25:19
  yourself
• 25:19
  to
• 25:19
  ChatGPT,
• 25:20
  Claude
• 25:21
  Gemini
• 25:21
  or
• 25:21
  those
• 25:22
  basic
• 25:22
  tools.
• 25:23
  There's
• 25:23
  a
• 25:23
  lot
• 25:23
  of
• 25:24
  other
• 25:24
  tools
• 25:24
  out
• 25:24
  there
• 25:25
  that
• 25:25
  can
• 25:26
  make
• 25:26
  your
• 25:26
  life
• 25:26
  easier,
• 25:28
  that
• 25:28
  leverage
• 25:28
  generative
• 25:29
  AI.
• 25:29
  So
• 25:30
  one
• 25:30
  of
• 25:30
  my
• 25:30
  favorite
• 25:30
  tools
• 25:31
  today,
• 25:31
  and
• 25:31
  I
• 25:31
  use
• 25:31
  it
• 25:32
  every
• 25:32
  single
• 25:33
  day,
• 25:33
  is
• 25:33
  NotebookLM.
• 25:34
  NotebookLM
• 25:35
  is
• 25:35
  a
• 25:36
  Google
• 25:36
  tool
• 25:36
  for
• 25:36
  those
• 25:36
  of
• 25:37
  you
• 25:37
  haven't
• 25:37
  used
• 25:37
  it
• 25:38
  and
• 25:40
  the
• 25:40
  first
• 25:40
  version
• 25:40
  of
• 25:41
  Notebook
• 25:41
  for
• 25:41
  an
• 25:41
  entire
• 25:42
  year.
• 25:42
  All
• 25:42
  it
• 25:43
  did
• 25:43
  and
• 25:43
  it
• 25:43
  was
• 25:43
  still
• 25:43
  an
• 25:44
  amazing
• 25:44
  thing
• 25:44
  is
• 25:45
  I
• 25:45
  could
• 25:45
  put
• 25:45
  150
• 25:46
  page
• 25:47
  McKinsey
• 25:47
  report
• 25:48
  or
• 25:48
  Stanford
• 25:48
  Study
• 25:49
  or
• 25:49
  something
• 25:49
  else
• 25:49
  in
• 25:50
  there
• 25:50
  that
• 25:50
  I
• 25:50
  was
• 25:51
  never
• 25:51
  going
• 25:51
  to
• 25:51
  read
• 25:51
  word
• 25:52
  for
• 25:52
  word.
• 25:52
  But
• 25:53
  I
• 25:53
  could
• 25:53
  put
• 25:53
  it
• 25:54
  and
• 25:54
  in
• 25:54
  10
• 25:54
  minutes
• 25:55
  it
• 25:55
  would
• 25:55
  make
• 25:55
  a
• 25:55
  podcast
• 25:56
  between
• 25:56
  a
• 25:56
  man
• 25:57
  and
• 25:57
  a
• 25:57
  woman
• 25:58
  discussing
• 25:58
  it.
• 25:58
  And
• 25:59
  then
• 25:59
  on
• 25:59
  the
• 25:59
  first
• 26:00
  10
• 26:00
  minute
• 26:00
  drive
• 26:01
  to
• 26:01
  the
• 26:01
  gym
• 26:01
  in
• 26:01
  the
• 26:01
  morning,
• 26:01
  I
• 26:01
  could
• 26:02
  listen
• 26:02
  to
• 26:02
  the
• 26:02
  first
• 26:02
  half,
• 26:03
  on
• 26:03
  the
• 26:03
  second
• 26:03
  half
• 26:04
  I
• 26:04
  could
• 26:04
  come
• 26:04
  back
• 26:05
  and
• 26:05
  listen
• 26:05
  and
• 26:05
  finish.
• 26:06
  And
• 26:06
  now
• 26:06
  150
• 26:07
  page
• 26:07
  report
• 26:07
  done
• 26:07
  in
• 26:08
  20
• 26:08
  minutes.
• 26:09
  And
• 26:09
  if
• 26:09
  I
• 26:09
  didn't
• 26:10
  quite
• 26:10
  understand
• 26:10
  it,
• 26:11
  I
• 26:11
  could
• 26:11
  go
• 26:11
  ask
• 26:12
  the
• 26:12
  podcasters
• 26:12
  questions.
• 26:14
  So
• 26:14
  now
• 26:15
  in
• 26:15
  December,
• 26:16
  they
• 26:16
  created
• 26:17
  videos,
• 26:17
  they
• 26:18
  created
• 26:18
  flashcards,
• 26:18
  they
• 26:19
  created
• 26:19
  all
• 26:19
  sorts
• 26:19
  of
• 26:19
  things.
• 26:20
  Well,
• 26:21
  carry
• 26:21
  that
• 26:21
  into
• 26:21
  your
• 26:21
  business.
• 26:22
  Where
• 26:22
  does
• 26:22
  that
• 26:22
  apply?
• 26:23
  Imagine
• 26:24
  an
• 26:24
  HR
• 26:25
  department
• 26:25
  that
• 26:26
  doesn't
• 26:26
  have
• 26:26
  to
• 26:26
  worry
• 26:27
  about
• 26:27
  did
• 26:27
  a
• 26:28
  person
• 26:28
  read
• 26:29
  all
• 26:29
  these
• 26:30
  manuals?
• 26:31
  Now
• 26:31
  what
• 26:31
  I
• 26:31
  can
• 26:31
  do
• 26:31
  is
• 26:32
  I
• 26:32
  can
• 26:32
  invest
• 26:32
  a
• 26:32
  couple
• 26:32
  of
• 26:33
  hours
• 26:33
  and
• 26:33
  I
• 26:34
  can
• 26:34
  create
• 26:34
  five
• 26:34
  20
• 26:35
  minute
• 26:35
  podcast.
• 26:36
  And
• 26:36
  now
• 26:36
  I
• 26:37
  tell
• 26:37
  every
• 26:37
  new
• 26:37
  employee
• 26:38
  when
• 26:38
  they
• 26:38
  come
• 26:38
  on
• 26:38
  board
• 26:39
  every
• 26:39
  morning,
• 26:40
  9am
• 26:40
  when
• 26:40
  you
• 26:41
  start
• 26:41
  this
• 26:41
  week,
• 26:41
  your
• 26:42
  your
• 26:42
  job
• 26:42
  for
• 26:42
  20
• 26:43
  minutes
• 26:43
  is
• 26:43
  to
• 26:43
  listen
• 26:44
  to
• 26:44
  a
• 26:44
  podcast.
• 26:45
  Two
• 26:46
  things
• 26:46
  that
• 26:46
  does.
• 26:46
  One
• 26:47
  is
• 26:47
  you
• 26:47
  make
• 26:47
  sure
• 26:47
  it
• 26:47
  gets
• 26:47
  consumed.
• 26:49
  And
• 26:49
  two,
• 26:49
  the
• 26:49
  employee
• 26:50
  knows
• 26:50
  where
• 26:50
  to
• 26:50
  come
• 26:50
  back
• 26:51
  to.
• 26:51
  Yeah,
• 26:51
  I
• 26:51
  read
• 26:51
  it
• 26:51
  in
• 26:52
  the
• 26:52
  manuals,
• 26:52
  but
• 26:52
  there
• 26:52
  were
• 26:53
  hundreds
• 26:53
  of
• 26:53
  manuals.
• 26:53
  I
• 26:53
  don't
• 26:53
  know
• 26:54
  where
• 26:54
  it
• 26:54
  is.
• 26:54
  Oh,
• 26:55
  I
• 26:55
  remember
• 26:55
  hearing
• 26:55
  that
• 26:55
  one
• 26:56
  on
• 26:56
  my
• 26:56
  podcast.
• 26:57
  Now
• 26:57
  I
• 26:57
  can
• 26:57
  just
• 26:57
  go
• 26:57
  back
• 26:58
  to
• 26:58
  the
• 26:58
  podcast
• 26:58
  and
• 26:58
  listen
• 26:59
  to
• 26:59
  it.
• 27:00
  It
• 27:00
  also
• 27:00
  can
• 27:00
  drive
• 27:01
  sales.
• 27:01
  You
• 27:01
  brought
• 27:01
  up
• 27:01
  sales
• 27:02
  teams.
• 27:02
  Imagine
• 27:03
  being
• 27:03
  able
• 27:03
  to
• 27:04
  take
• 27:04
  a
• 27:04
  hundred
• 27:05
  page
• 27:05
  proposal
• 27:06
  and
• 27:06
  create
• 27:07
  a
• 27:07
  10
• 27:07
  minute
• 27:07
  podcast
• 27:08
  about
• 27:08
  it
• 27:08
  and
• 27:09
  send
• 27:09
  it
• 27:09
  over
• 27:09
  to
• 27:09
  a
• 27:10
  potential
• 27:10
  customer.
• 27:11
  Right.
• 27:11
  As
• 27:11
  long
• 27:12
  as
• 27:12
  that
• 27:12
  podcast
• 27:13
  builds
• 27:13
  a
• 27:13
  fear
• 27:13
  of
• 27:14
  missing
• 27:14
  out
• 27:14
  in
• 27:14
  them.
• 27:15
  Now,
• 27:15
  boom,
• 27:16
  they're
• 27:17
  able
• 27:17
  to
• 27:17
  go,
• 27:17
  wow,
• 27:17
  this
• 27:18
  is
• 27:18
  an
• 27:18
  important
• 27:18
  one
• 27:19
  to
• 27:19
  me.
• 27:19
  I'm
• 27:19
  going
• 27:19
  to
• 27:20
  dive
• 27:20
  into
• 27:20
  it.
• 27:20
  And
• 27:20
  by
• 27:20
  the
• 27:21
  way,
• 27:21
  you
• 27:21
  stand
• 27:22
  out
• 27:22
  as
• 27:22
  a
• 27:22
  salesperson
• 27:23
  because
• 27:23
  I
• 27:23
  can
• 27:23
  almost
• 27:23
  guarantee
• 27:24
  you
• 27:24
  none
• 27:24
  of
• 27:24
  the
• 27:24
  other
• 27:24
  salespeople
• 27:25
  are
• 27:25
  doing
• 27:25
  that
• 27:26
  yet.
• 27:26
  And
• 27:27
  so
• 27:27
  I
• 27:27
  got,
• 27:27
  I'm
• 27:28
  a,
• 27:28
  I'm
• 27:28
  a
• 27:28
  vendor
• 27:29
  or
• 27:29
  you
• 27:30
  know,
• 27:30
  potential
• 27:30
  customer
• 27:31
  who
• 27:31
  got
• 27:31
  eight
• 27:32
  proposals
• 27:32
  but
• 27:33
  only
• 27:33
  one
• 27:33
  of
• 27:33
  them
• 27:34
  came
• 27:34
  with
• 27:34
  a
• 27:34
  video
• 27:34
  and
• 27:34
  a
• 27:35
  podcast.
• 27:35
  Which
• 27:35
  one
• 27:36
  am
• 27:36
  I
• 27:36
  probably
• 27:36
  going
• 27:36
  to
• 27:36
  go
• 27:37
  to
• 27:37
  first?
• 27:38
  Yeah.
• 27:38
  Or
• 27:38
  at
• 27:38
  least
• 27:39
  which
• 27:39
  one
• 27:39
  am
• 27:39
  I
• 27:39
  definitely
• 27:40
  going
• 27:40
  to
• 27:40
  watch?
• 27:40
  Exactly,
• 27:41
  exactly.
• 27:42
  And
• 27:42
  so
• 27:43
  there,
• 27:43
  there's
• 27:44
  so
• 27:44
  many.
• 27:44
  And
• 27:45
  to
• 27:45
  me
• 27:45
  that's
• 27:45
  a
• 27:46
  very
• 27:46
  basic
• 27:46
  way,
• 27:46
  that's
• 27:47
  not
• 27:47
  super
• 27:47
  advanced
• 27:48
  way
• 27:48
  of
• 27:48
  using
• 27:48
  it.
• 27:49
  I
• 27:49
  have
• 27:49
  watched
• 27:50
  so
• 27:50
  many
• 27:50
  CEOs,
• 27:51
  mid
• 27:52
  level
• 27:52
  managers
• 27:52
  and
• 27:53
  young
• 27:54
  associates
• 27:55
  go
• 27:55
  into
• 27:55
  NotebookLM
• 27:56
  in
• 27:56
  their
• 27:57
  first
• 27:57
  two
• 27:57
  hours
• 27:57
  and
• 27:58
  do
• 27:58
  something
• 27:58
  amazing
• 27:58
  with
• 27:59
  it
• 27:59
  because
• 27:59
  it's
• 27:59
  just
• 27:59
  so
• 27:59
  intuitive.
• 28:00
  But,
• 28:02
  and
• 28:02
  then,
• 28:02
  you
• 28:02
  know,
• 28:03
  variety
• 28:03
  of
• 28:03
  other
• 28:03
  things
• 28:03
  you
• 28:04
  do
• 28:04
  in
• 28:04
  companies,
• 28:04
  summations.
• 28:06
  I
• 28:06
  do,
• 28:07
  I
• 28:07
  finish
• 28:07
  every
• 28:08
  speech
• 28:08
  though
• 28:08
  with
• 28:09
  a
• 28:10
  comic
• 28:10
  book
• 28:11
  because
• 28:11
  I
• 28:11
  tell
• 28:11
  people
• 28:12
  all
• 28:12
  the
• 28:12
  time,
• 28:13
  AI
• 28:13
  does
• 28:13
  not
• 28:13
  fix
• 28:14
  everything.
• 28:14
  And
• 28:14
  it's
• 28:14
  not
• 28:14
  the
• 28:15
  silver
• 28:15
  bullet
• 28:15
  and
• 28:16
  it's
• 28:16
  not
• 28:16
  to
• 28:16
  be
• 28:16
  used
• 28:16
  everywhere.
• 28:17
  Like
• 28:18
  a
• 28:18
  lot
• 28:18
  of
• 28:18
  times
• 28:18
  what
• 28:18
  we
• 28:19
  need
• 28:19
  to
• 28:19
  do
• 28:19
  is
• 28:19
  just
• 28:19
  figure
• 28:20
  out
• 28:20
  can
• 28:20
  I
• 28:21
  solve
• 28:21
  what
• 28:21
  I
• 28:21
  need
• 28:21
  to
• 28:22
  solve
• 28:22
  with
• 28:22
  a
• 28:22
  better
• 28:22
  business
• 28:23
  process?
• 28:23
  Is
• 28:24
  there
• 28:24
  off
• 28:24
  the
• 28:24
  shelf
• 28:24
  technology
• 28:25
  or
• 28:25
  does
• 28:25
  AI
• 28:26
  really
• 28:26
  apply?
• 28:27
  And
• 28:27
  the
• 28:27
  comic
• 28:28
  is
• 28:28
  a
• 28:28
  guy
• 28:28
  sitting
• 28:28
  at
• 28:29
  a
• 28:29
  computer
• 28:29
  bragging
• 28:29
  to
• 28:30
  a
• 28:30
  colleague,
• 28:30
  hey,
• 28:31
  look,
• 28:31
  I
• 28:31
  took
• 28:32
  this
• 28:32
  single
• 28:33
  bullet
• 28:33
  and
• 28:33
  I
• 28:34
  made
• 28:34
  it
• 28:34
  into
• 28:34
  this
• 28:34
  lengthy
• 28:35
  email
• 28:35
  to
• 28:35
  make
• 28:35
  me
• 28:36
  look
• 28:36
  smart.
• 28:37
  And
• 28:37
  the
• 28:37
  next
• 28:37
  one
• 28:37
  is
• 28:38
  another
• 28:38
  employee
• 28:39
  talking
• 28:39
  to
• 28:39
  another
• 28:40
  one
• 28:40
  of
• 28:40
  their
• 28:40
  colleagues
• 28:41
  going,
• 28:41
  look,
• 28:41
  I
• 28:42
  took
• 28:42
  this
• 28:42
  lengthy
• 28:43
  email
• 28:43
  and
• 28:43
  made
• 28:43
  it
• 28:43
  into
• 28:44
  a
• 28:44
  single
• 28:44
  bullet.
• 28:46
  If
• 28:47
  a
• 28:47
  single
• 28:47
  bullet
• 28:48
  will
• 28:48
  work,
• 28:48
  send
• 28:49
  a
• 28:49
  single
• 28:49
  bullet.
• 28:49
  Don't
• 28:50
  use
• 28:50
  AI
• 28:50
  to
• 28:50
  overcomplicate
• 28:51
  things,
• 28:52
  but
• 28:52
  where
• 28:53
  it
• 28:53
  can
• 28:53
  help
• 28:54
  you
• 28:54
  in
• 28:55
  making
• 28:55
  things
• 28:55
  more
• 28:56
  understandable.
• 28:56
  I'll
• 28:56
  give
• 28:56
  one
• 28:57
  last
• 28:57
  example.
• 28:57
  I
• 28:57
  sit
• 28:58
  on
• 28:58
  the
• 28:58
  board
• 28:58
  of
• 28:58
  Zero
• 28:59
  Prostate
• 28:59
  Cancer.
• 29:00
  We
• 29:00
  get
• 29:01
  a
• 29:01
  lot
• 29:01
  of
• 29:01
  medical
• 29:01
  journals
• 29:03
  that
• 29:03
  the
• 29:03
  average
• 29:04
  prostate
• 29:04
  cancer
• 29:05
  patient
• 29:06
  is
• 29:06
  never
• 29:06
  going
• 29:06
  to
• 29:07
  understand.
• 29:07
  Right.
• 29:08
  Well,
• 29:08
  imagine
• 29:09
  being
• 29:09
  able
• 29:09
  to
• 29:09
  take
• 29:09
  this
• 29:09
  complex
• 29:10
  journal
• 29:11
  and
• 29:11
  say,
• 29:11
  summarize
• 29:12
  this
• 29:12
  in
• 29:13
  one
• 29:13
  page
• 29:14
  at
• 29:14
  the
• 29:14
  level
• 29:14
  of
• 29:14
  a
• 29:14
  high
• 29:15
  school
• 29:15
  student.
• 29:16
  AI
• 29:17
  will
• 29:17
  do
• 29:17
  that
• 29:17
  for
• 29:18
  you
• 29:18
  in
• 29:18
  60
• 29:19
  seconds.
• 29:19
  Right.
• 29:20
  Whereas
• 29:20
  it
• 29:20
  would
• 29:20
  take
• 29:21
  a
• 29:21
  really
• 29:21
  smart
• 29:22
  person
• 29:22
  a
• 29:22
  week
• 29:23
  to
• 29:23
  probably
• 29:23
  rewrite
• 29:24
  it
• 29:24
  and
• 29:24
  get
• 29:24
  it
• 29:25
  down
• 29:25
  to
• 29:25
  that.
• 29:25
  Now
• 29:26
  you've
• 29:26
  got
• 29:26
  a
• 29:26
  first
• 29:26
  draft
• 29:27
  in
• 29:27
  about
• 29:27
  60
• 29:28
  seconds
• 29:29
  that
• 29:29
  you
• 29:29
  can
• 29:29
  now
• 29:29
  invest
• 29:29
  a
• 29:30
  half
• 29:30
  hour
• 29:30
  hour
• 29:30
  into
• 29:31
  really
• 29:31
  molding
• 29:31
  into
• 29:31
  something
• 29:32
  you
• 29:32
  want
• 29:32
  to
• 29:32
  give
• 29:32
  out
• 29:32
  to
• 29:33
  people.
• 29:34
  Yes,
• 29:35
  it's
• 29:35
  fascinating.
• 29:35
  And
• 29:36
  you
• 29:36
  talked
• 29:36
  about
• 29:37
  technology
• 29:38
  as
• 29:38
  well.
• 29:39
  Moving
• 29:39
  on.
• 29:39
  It's
• 29:40
  another
• 29:40
  thing
• 29:40
  that's
• 29:40
  hard
• 29:40
  to
• 29:40
  keep
• 29:41
  up
• 29:41
  with.
• 29:41
  Like
• 29:41
  just
• 29:41
  in
• 29:41
  the
• 29:42
  last
• 29:42
  couple
• 29:42
  of
• 29:43
  weeks,
• 29:43
  we've
• 29:43
  had
• 29:44
  a
• 29:44
  new
• 29:45
  opus
• 29:45
  Release,
• 29:45
  a
• 29:46
  new
• 29:46
  GPT
• 29:47
  5.3
• 29:48
  release,
• 29:49
  we've
• 29:49
  had
• 29:51
  the
• 29:52
  Claude
• 29:53
  turned
• 29:53
  claw
• 29:54
  book
• 29:56
  open
• 29:56
  Claw
• 29:57
  are
• 29:57
  taking
• 29:58
  over
• 29:58
  the
• 29:58
  world.
• 29:58
  What's
• 29:59
  the
• 29:59
  best
• 29:59
  way
• 29:59
  for
• 29:59
  companies
• 30:00
  to
• 30:00
  take
• 30:00
  up
• 30:00
  with
• 30:01
  technology.
• 30:01
  As
• 30:01
  you
• 30:01
  say,
• 30:02
  what
• 30:03
  was
• 30:03
  great
• 30:03
  Now,
• 30:03
  I
• 30:04
  mean,
• 30:04
  NotebookLM
• 30:04
  is
• 30:04
  a
• 30:05
  perfect
• 30:05
  example
• 30:05
  and
• 30:05
  I've
• 30:06
  really
• 30:06
  enjoyed
• 30:06
  those
• 30:06
  podcasts.
• 30:08
  Actually
• 30:10
  another
• 30:10
  fun
• 30:11
  plug
• 30:11
  for
• 30:12
  NotebookLM,
• 30:12
  seeing
• 30:12
  as
• 30:13
  we're
• 30:13
  both
• 30:14
  on
• 30:14
  here.
• 30:14
  I've
• 30:15
  noticed
• 30:15
  actually
• 30:15
  those
• 30:15
  big
• 30:16
  McKinsey
• 30:16
  reports
• 30:17
  and
• 30:17
  the
• 30:18
  big
• 30:18
  Bain
• 30:18
  reports
• 30:18
  on
• 30:18
  private
• 30:19
  equity,
• 30:19
  whatever
• 30:19
  else,
• 30:20
  they've
• 30:20
  started
• 30:21
  ramming
• 30:22
  them
• 30:22
  full
• 30:22
  of
• 30:22
  pictures,
• 30:22
  really
• 30:23
  high
• 30:23
  resolution
• 30:23
  pictures,
• 30:24
  so
• 30:24
  that
• 30:24
  the
• 30:24
  files
• 30:25
  become
• 30:25
  hundreds
• 30:25
  of
• 30:25
  megabytes
• 30:27
  so
• 30:27
  that
• 30:27
  you've
• 30:28
  then
• 30:28
  got
• 30:28
  a
• 30:28
  hurdle
• 30:28
  to
• 30:29
  jump
• 30:29
  over.
• 30:29
  If
• 30:29
  you
• 30:29
  try
• 30:29
  and
• 30:29
  put
• 30:30
  that
• 30:30
  straight
• 30:30
  into
• 30:30
  GPT
• 30:30
  or
• 30:31
  Claude,
• 30:31
  it'll
• 30:31
  say,
• 30:31
  sorry,
• 30:31
  this
• 30:31
  is
• 30:32
  too
• 30:32
  big,
• 30:32
  I
• 30:32
  can't
• 30:32
  work
• 30:33
  with
• 30:33
  it.
• 30:34
  So
• 30:34
  you've
• 30:35
  either
• 30:35
  got
• 30:35
  to
• 30:35
  get
• 30:35
  smart
• 30:35
  by
• 30:36
  using
• 30:36
  some
• 30:36
  sort
• 30:36
  of
• 30:37
  command
• 30:37
  line
• 30:37
  PDF
• 30:37
  to
• 30:38
  text
• 30:38
  generator
• 30:38
  or
• 30:39
  notebook
• 30:40
  has
• 30:40
  much
• 30:40
  bigger
• 30:42
  allowances
• 30:43
  for
• 30:43
  these
• 30:43
  types
• 30:43
  of
• 30:43
  things
• 30:44
  and
• 30:44
  is
• 30:45
  another
• 30:45
  great
• 30:45
  thing
• 30:45
  to
• 30:46
  push
• 30:46
  it
• 30:46
  down.
• 30:46
  So
• 30:47
  anyway,
• 30:47
  great
• 30:48
  I
• 30:48
  join
• 30:48
  you
• 30:48
  as
• 30:49
  a
• 30:49
  fellow
• 30:49
  fan
• 30:49
  of
• 30:50
  NotebookLM.
• 30:51
  It's
• 30:51
  spectacular
• 30:52
  and
• 30:52
  I'm
• 30:52
  sure,
• 30:53
  Sean,
• 30:53
  if
• 30:53
  you
• 30:53
  happen
• 30:53
  to
• 30:53
  be
• 30:54
  someone
• 30:54
  who
• 30:54
  was
• 30:54
  on
• 30:54
  the
• 30:54
  speaker
• 30:55
  circuit,
• 30:56
  that
• 30:56
  actually
• 30:56
  submitting
• 30:57
  for
• 30:57
  a
• 30:57
  speaking
• 30:58
  gig
• 30:58
  with
• 30:58
  a
• 30:58
  video
• 30:58
  or
• 30:59
  a
• 30:59
  podcast
• 30:59
  might
• 30:59
  also
• 31:00
  be
• 31:00
  an
• 31:00
  interesting
• 31:00
  way
• 31:01
  to
• 31:01
  stand
• 31:01
  it.
• 31:02
  It's
• 31:02
  a
• 31:02
  great
• 31:02
  way
• 31:02
  to
• 31:02
  do
• 31:02
  it.
• 31:03
  I
• 31:03
  will
• 31:03
  tell
• 31:03
  you
• 31:03
  though,
• 31:03
  the
• 31:03
  use
• 31:04
  case
• 31:04
  I
• 31:04
  use
• 31:04
  is
• 31:05
  so
• 31:06
  I
• 31:06
  will
• 31:06
  finish
• 31:07
  my
• 31:07
  speech,
• 31:08
  I'll
• 31:08
  get
• 31:08
  the
• 31:08
  final
• 31:08
  version,
• 31:09
  usually
• 31:09
  submitted
• 31:10
  to
• 31:10
  the
• 31:10
  organizers
• 31:11
  of
• 31:11
  a
• 31:11
  conference,
• 31:12
  about
• 31:12
  two
• 31:12
  weeks
• 31:12
  in
• 31:13
  advance.
• 31:14
  And
• 31:14
  then
• 31:14
  what
• 31:15
  I
• 31:15
  do
• 31:15
  is
• 31:15
  I
• 31:15
  put
• 31:15
  my
• 31:16
  speech,
• 31:16
  the
• 31:16
  presentation,
• 31:17
  the
• 31:17
  deck,
• 31:18
  I
• 31:18
  put
• 31:18
  it
• 31:18
  into
• 31:19
  NotebookLM
• 31:20
  and
• 31:21
  I
• 31:21
  listen
• 31:21
  to
• 31:21
  the
• 31:21
  podcasters
• 31:22
  talk
• 31:22
  about
• 31:22
  it.
• 31:23
  Because
• 31:23
  NotebookLM
• 31:24
  does
• 31:25
  an
• 31:25
  amazing
• 31:25
  job
• 31:26
  of
• 31:26
  taking
• 31:26
  topics
• 31:27
  you
• 31:27
  and
• 31:27
  I
• 31:27
  might
• 31:27
  consider
• 31:28
  common,
• 31:29
  but
• 31:29
  it
• 31:29
  may
• 31:29
  not
• 31:29
  be
• 31:30
  common
• 31:30
  to
• 31:30
  your
• 31:30
  audience
• 31:32
  and
• 31:32
  they
• 31:32
  analogize
• 31:33
  it
• 31:33
  for
• 31:33
  people
• 31:33
  on
• 31:34
  the
• 31:34
  podcast
• 31:34
  where
• 31:34
  we
• 31:34
  go,
• 31:34
  oh
• 31:35
  yeah,
• 31:35
  I
• 31:35
  heard
• 31:35
  that
• 31:35
  term,
• 31:35
  my
• 31:36
  eyes
• 31:36
  glazed
• 31:36
  over.
• 31:36
  And
• 31:37
  the
• 31:37
  other
• 31:37
  podcast
• 31:37
  like,
• 31:38
  you
• 31:38
  know,
• 31:38
  it
• 31:38
  was
• 31:38
  that
• 31:38
  way
• 31:39
  for
• 31:39
  me
• 31:39
  at
• 31:39
  first.
• 31:39
  But
• 31:39
  when
• 31:40
  I
• 31:40
  researched
• 31:40
  it,
• 31:40
  what
• 31:41
  I
• 31:41
  found
• 31:41
  is
• 31:41
  you
• 31:41
  can
• 31:41
  think
• 31:42
  about
• 31:42
  it
• 31:42
  this
• 31:42
  way.
• 31:44
  Those
• 31:44
  analogies
• 31:45
  become
• 31:45
  brilliant
• 31:46
  in
• 31:46
  the
• 31:46
  context
• 31:46
  of
• 31:46
  giving
• 31:47
  my
• 31:47
  speech.
• 31:47
  So
• 31:48
  every
• 31:48
  single
• 31:48
  one
• 31:48
  of
• 31:48
  my
• 31:49
  speeches
• 31:49
  has
• 31:49
  become
• 31:49
  stronger
• 31:51
  because
• 31:51
  I
• 31:51
  hear
• 31:51
  analogies
• 31:52
  come
• 31:52
  out
• 31:52
  of
• 31:52
  NotebookLM
• 31:53
  that
• 31:53
  I
• 31:53
  end
• 31:53
  up
• 31:53
  using
• 31:54
  in
• 31:54
  the
• 31:54
  speech.
• 31:55
  Yeah,
• 31:55
  that's
• 31:55
  a
• 31:56
  great,
• 31:56
  that's
• 31:56
  super
• 31:57
  valuable,
• 31:57
  especially
• 31:57
  for
• 31:58
  folks
• 31:58
  like
• 31:58
  you
• 31:58
  and
• 31:58
  I
• 31:58
  who
• 31:58
  spend
• 31:59
  so
• 31:59
  much
• 31:59
  of
• 31:59
  our
• 31:59
  days
• 31:59
  buried
• 32:00
  in
• 32:00
  AI.
• 32:01
  It
• 32:01
  can
• 32:01
  be
• 32:02
  very
• 32:02
  normalizing
• 32:04
  to
• 32:05
  talk
• 32:05
  about
• 32:05
  these
• 32:05
  kind
• 32:05
  of
• 32:06
  things
• 32:06
  and
• 32:07
  push
• 32:07
  with
• 32:07
  each
• 32:07
  other.
• 32:09
  Yeah,
• 32:09
  it's
• 32:09
  a
• 32:09
  good
• 32:10
  one.
• 32:10
  Come
• 32:11
  back
• 32:11
  to
• 32:11
  private
• 32:11
  equity
• 32:12
  in
• 32:12
  particular.
• 32:14
  There's
• 32:14
  a
• 32:14
  lot
• 32:14
  of
• 32:14
  noise
• 32:14
  in
• 32:15
  the
• 32:16
  industry
• 32:16
  about
• 32:16
  how
• 32:17
  whole
• 32:17
  times
• 32:17
  are
• 32:17
  lengthening
• 32:18
  in
• 32:18
  mid
• 32:18
  market
• 32:19
  because
• 32:19
  value
• 32:19
  isn't
• 32:20
  being
• 32:20
  realized
• 32:20
  as
• 32:21
  as
• 32:21
  quickly
• 32:21
  as
• 32:22
  people
• 32:22
  thought.
• 32:23
  In
• 32:24
  addition
• 32:24
  to
• 32:24
  that,
• 32:25
  people
• 32:25
  are
• 32:26
  selecting
• 32:27
  deals
• 32:27
  much
• 32:27
  more
• 32:28
  judiciously
• 32:29
  and
• 32:30
  they
• 32:30
  want
• 32:30
  more
• 32:30
  and
• 32:30
  more
• 32:30
  information
• 32:32
  and
• 32:32
  deeper
• 32:32
  and
• 32:32
  deeper
• 32:33
  diligence.
• 32:35
  Are
• 32:35
  there
• 32:35
  any
• 32:35
  use
• 32:35
  cases
• 32:35
  you
• 32:36
  think
• 32:36
  that
• 32:36
  AI
• 32:36
  would
• 32:37
  be
• 32:37
  able
• 32:37
  to
• 32:37
  assist
• 32:37
  with
• 32:38
  there
• 32:39
  to
• 32:39
  help
• 32:39
  kind
• 32:39
  of
• 32:40
  in
• 32:40
  market
• 32:40
  PE
• 32:40
  get
• 32:41
  the
• 32:41
  engine
• 32:41
  rolling
• 32:41
  again?
• 32:42
  Absolutely.
• 32:43
  Before
• 32:43
  you
• 32:44
  even
• 32:44
  get
• 32:44
  the
• 32:44
  engine
• 32:44
  rolling,
• 32:45
  there's
• 32:45
  a
• 32:46
  lot
• 32:46
  of
• 32:46
  dry
• 32:46
  powder
• 32:47
  in
• 32:47
  the
• 32:47
  private
• 32:47
  equity
• 32:47
  world
• 32:48
  world
• 32:48
  right
• 32:48
  now.
• 32:48
  And
• 32:48
  to
• 32:48
  your
• 32:48
  point,
• 32:49
  they're
• 32:49
  being
• 32:49
  hesitant
• 32:49
  in
• 32:50
  what
• 32:50
  they
• 32:50
  put
• 32:50
  into.
• 32:51
  I
• 32:51
  think
• 32:52
  some
• 32:52
  of
• 32:52
  that
• 32:52
  dry
• 32:53
  powder
• 32:53
  could
• 32:53
  get
• 32:54
  freed
• 32:54
  up
• 32:54
  if
• 32:54
  more
• 32:55
  firms
• 32:55
  did
• 32:55
  what
• 32:55
  I
• 32:56
  mentioned
• 32:56
  a
• 32:56
  couple
• 32:56
  of
• 32:57
  minutes
• 32:57
  ago,
• 32:57
  which
• 32:57
  is
• 32:58
  included
• 32:59
  data
• 32:59
  scientists
• 32:59
  on
• 33:00
  the
• 33:00
  due
• 33:00
  diligence.
• 33:01
  Allow
• 33:01
  the
• 33:02
  data
• 33:02
  scientists
• 33:02
  to
• 33:02
  come
• 33:02
  back
• 33:03
  and
• 33:03
  say
• 33:04
  here's
• 33:04
  the
• 33:04
  art
• 33:04
  of
• 33:04
  the
• 33:05
  possible.
• 33:06
  Because
• 33:06
  now
• 33:06
  if
• 33:07
  I
• 33:07
  thought,
• 33:07
  well,
• 33:08
  this
• 33:08
  company
• 33:08
  is
• 33:08
  a
• 33:08
  little
• 33:09
  overpriced
• 33:09
  what
• 33:09
  they
• 33:10
  want
• 33:10
  to
• 33:10
  pay
• 33:10
  for
• 33:10
  it.
• 33:11
  But
• 33:11
  my
• 33:11
  data
• 33:12
  scientist
• 33:12
  uncovers
• 33:14
  an
• 33:14
  extra
• 33:15
  4,
• 33:16
  5,
• 33:16
  10,
• 33:17
  whatever
• 33:17
  it
• 33:17
  may
• 33:17
  be,
• 33:17
  millions
• 33:18
  of
• 33:18
  dollars
• 33:18
  in
• 33:19
  extra
• 33:19
  EBITDA
• 33:20
  I
• 33:20
  could
• 33:20
  do
• 33:20
  in
• 33:20
  12
• 33:20
  months.
• 33:21
  Well,
• 33:22
  maybe
• 33:22
  I'm
• 33:22
  willing
• 33:22
  to
• 33:22
  pay
• 33:23
  that
• 33:23
  higher
• 33:23
  price
• 33:23
  now.
• 33:24
  Maybe
• 33:24
  it's
• 33:24
  a
• 33:24
  better
• 33:24
  bargain
• 33:25
  for
• 33:25
  me
• 33:25
  now
• 33:26
  and
• 33:26
  I'll
• 33:26
  spend
• 33:27
  my
• 33:27
  dry
• 33:27
  powder
• 33:27
  and
• 33:28
  get
• 33:28
  focused
• 33:28
  on
• 33:29
  doing
• 33:29
  that
• 33:29
  so
• 33:30
  that
• 33:30
  when
• 33:30
  markets
• 33:30
  free
• 33:31
  up
• 33:31
  on
• 33:31
  the
• 33:31
  back
• 33:31
  end,
• 33:31
  I
• 33:32
  can
• 33:32
  sell
• 33:32
  it
• 33:32
  that
• 33:32
  much
• 33:32
  more
• 33:33
  easily.
• 33:33
  Right.
• 33:34
  So
• 33:35
  I
• 33:35
  think
• 33:35
  that's
• 33:35
  number
• 33:36
  one.
• 33:36
  We
• 33:36
  could
• 33:36
  free
• 33:36
  up
• 33:37
  a
• 33:37
  lot
• 33:37
  more
• 33:37
  dry
• 33:37
  powder
• 33:37
  now
• 33:38
  because
• 33:38
  people
• 33:38
  could
• 33:38
  just
• 33:38
  get
• 33:39
  more
• 33:39
  comfortable
• 33:40
  with
• 33:40
  purchase
• 33:40
  prices.
• 33:41
  Yeah.
• 33:42
  As
• 33:42
  far
• 33:43
  as
• 33:43
  on
• 33:44
  the,
• 33:44
  you
• 33:44
  know,
• 33:45
  companies
• 33:46
  that
• 33:46
  are
• 33:46
  being
• 33:46
  held
• 33:46
  right
• 33:47
  now
• 33:47
  being
• 33:47
  able
• 33:47
  to
• 33:47
  sell
• 33:48
  more
• 33:48
  quickly
• 33:49
  again,
• 33:49
  it's
• 33:49
  that,
• 33:50
  hey,
• 33:50
  if
• 33:50
  I
• 33:50
  could
• 33:50
  go
• 33:51
  in
• 33:51
  and
• 33:51
  use
• 33:51
  the
• 33:51
  data
• 33:51
  that's
• 33:52
  internal
• 33:53
  and
• 33:53
  start
• 33:53
  to
• 33:53
  increase
• 33:54
  the
• 33:54
  value,
• 33:55
  I
• 33:55
  could
• 33:55
  probably
• 33:56
  get
• 33:56
  someone
• 33:56
  to
• 33:56
  buy
• 33:56
  my
• 33:56
  company.
• 33:57
  I
• 33:57
  could
• 33:57
  probably
• 33:57
  find
• 33:57
  that
• 33:57
  next
• 33:58
  private
• 33:58
  equity
• 33:58
  firm
• 33:59
  or
• 33:59
  that
• 33:59
  strategic
• 34:00
  for
• 34:00
  whom.
• 34:00
  Now
• 34:01
  because
• 34:01
  it's
• 34:01
  not
• 34:01
  theoretical,
• 34:02
  we
• 34:02
  can
• 34:03
  accomplish
• 34:03
  something.
• 34:04
  We
• 34:04
  have
• 34:04
  accomplished
• 34:05
  it
• 34:05
  and
• 34:05
  we've
• 34:05
  already
• 34:06
  seen
• 34:06
  the
• 34:06
  value
• 34:06
  out
• 34:06
  of
• 34:07
  it
• 34:07
  and
• 34:07
  they'd
• 34:07
  be
• 34:08
  willing
• 34:08
  to
• 34:08
  pay
• 34:08
  for
• 34:08
  that
• 34:08
  value.
• 34:09
  Yeah.
• 34:10
  And
• 34:11
  you
• 34:11
  and
• 34:11
  I
• 34:11
  both
• 34:11
  know
• 34:11
  from
• 34:11
  my
• 34:12
  work,
• 34:13
  again
• 34:13
  assisted
• 34:14
  in
• 34:14
  a
• 34:14
  responsible
• 34:15
  way
• 34:15
  with
• 34:15
  AI,
• 34:17
  how
• 34:17
  quickly
• 34:18
  those
• 34:18
  opportunities
• 34:18
  can
• 34:19
  be
• 34:19
  found.
• 34:21
  Within
• 34:21
  a
• 34:21
  couple
• 34:21
  of
• 34:22
  weeks
• 34:22
  or
• 34:22
  a
• 34:22
  month
• 34:22
  even,
• 34:23
  you
• 34:24
  know,
• 34:24
  someone
• 34:24
  with
• 34:24
  the
• 34:24
  right
• 34:24
  skills,
• 34:25
  with
• 34:25
  the
• 34:25
  right
• 34:25
  context,
• 34:25
  the
• 34:26
  right
• 34:26
  access
• 34:26
  and
• 34:26
  the
• 34:26
  right
• 34:26
  tools
• 34:27
  can,
• 34:28
  can
• 34:28
  uncover
• 34:29
  those
• 34:29
  opportunities.
• 34:29
  And
• 34:29
  that's
• 34:30
  not
• 34:30
  to
• 34:30
  say
• 34:30
  middle
• 34:30
  market
• 34:30
  companies
• 34:31
  are
• 34:31
  run
• 34:31
  badly.
• 34:31
  It's
• 34:32
  just
• 34:32
  the,
• 34:33
  the
• 34:33
  priorities
• 34:34
  are
• 34:35
  efficiency,
• 34:36
  keeping
• 34:36
  something
• 34:36
  going
• 34:36
  that's
• 34:37
  working.
• 34:37
  I
• 34:37
  mean
• 34:37
  the
• 34:38
  company
• 34:38
  has
• 34:38
  been
• 34:38
  successful,
• 34:39
  it's
• 34:39
  grown
• 34:39
  to
• 34:39
  the
• 34:39
  mid
• 34:39
  market
• 34:40
  from
• 34:41
  wherever
• 34:41
  it
• 34:41
  was
• 34:42
  before.
• 34:42
  So
• 34:42
  obviously
• 34:43
  they
• 34:43
  start
• 34:44
  to
• 34:44
  feel
• 34:44
  the
• 34:44
  burden
• 34:44
  of
• 34:44
  like
• 34:45
  we
• 34:45
  have
• 34:45
  a
• 34:45
  great
• 34:45
  thing
• 34:45
  here,
• 34:46
  we
• 34:46
  don't
• 34:46
  want
• 34:46
  to
• 34:46
  mess
• 34:47
  it
• 34:47
  up
• 34:48
  or
• 34:48
  change
• 34:48
  anything
• 34:49
  too
• 34:49
  much.
• 34:49
  So
• 34:50
  it's
• 34:51
  more
• 34:51
  the
• 34:51
  priorities.
• 34:51
  It's
• 34:51
  not
• 34:51
  the
• 34:52
  lack
• 34:52
  of
• 34:52
  talent
• 34:52
  necessarily
• 34:53
  in
• 34:54
  middle
• 34:54
  market,
• 34:54
  it's
• 34:54
  just
• 34:55
  the
• 34:55
  priorities.
• 34:56
  And
• 34:56
  as
• 34:56
  you
• 34:56
  say,
• 34:56
  having
• 34:58
  a
• 34:58
  CEO
• 34:59
  who
• 34:59
  feels
• 34:59
  empowered
• 35:00
  to
• 35:00
  make
• 35:00
  this
• 35:00
  a
• 35:00
  priority,
• 35:01
  right?
• 35:01
  Absolutely.
• 35:03
  Yeah,
• 35:03
  I
• 35:03
  love
• 35:03
  it.
• 35:05
  Anybody
• 35:06
  else?
• 35:06
  For
• 35:06
  the
• 35:06
  folks
• 35:06
  working
• 35:06
  at
• 35:07
  the,
• 35:07
  at
• 35:07
  the
• 35:07
  PE
• 35:07
  firms,
• 35:08
  like
• 35:08
  outside
• 35:08
  of
• 35:09
  the
• 35:09
  context
• 35:09
  of
• 35:11
  portfolio
• 35:11
  companies,
• 35:12
  is
• 35:12
  there
• 35:12
  anything
• 35:12
  that
• 35:12
  you
• 35:13
  think
• 35:13
  that
• 35:13
  the
• 35:13
  firms
• 35:13
  themselves
• 35:14
  could
• 35:14
  be
• 35:14
  doing
• 35:14
  or
• 35:14
  the
• 35:14
  operating
• 35:15
  partners
• 35:15
  and
• 35:15
  firms
• 35:16
  might
• 35:16
  be
• 35:16
  using
• 35:16
  AI
• 35:17
  in
• 35:17
  a
• 35:17
  more
• 35:17
  useful
• 35:17
  way
• 35:18
  for?
• 35:18
  Absolutely.
• 35:19
  I
• 35:19
  mean,
• 35:19
  one
• 35:19
  of
• 35:19
  the
• 35:19
  big
• 35:20
  ones
• 35:20
  and
• 35:20
  I've
• 35:20
  talked
• 35:21
  to,
• 35:21
  I
• 35:21
  mean,
• 35:21
  I've
• 35:21
  literally
• 35:22
  had
• 35:22
  private
• 35:22
  equity
• 35:22
  firms
• 35:23
  ask
• 35:23
  me
• 35:23
  if
• 35:23
  I
• 35:23
  consider
• 35:24
  a
• 35:24
  full
• 35:24
  time
• 35:25
  position
• 35:26
  inside
• 35:27
  one
• 35:27
  of
• 35:27
  the
• 35:27
  companies.
• 35:28
  And
• 35:28
  I've
• 35:29
  told
• 35:29
  them,
• 35:29
  I'm
• 35:29
  like,
• 35:29
  that's
• 35:29
  a
• 35:29
  waste
• 35:30
  of
• 35:30
  money
• 35:31
  because
• 35:31
  in
• 35:32
  the
• 35:32
  middle
• 35:32
  market
• 35:32
  right
• 35:33
  now
• 35:33
  you
• 35:33
  don't
• 35:33
  need
• 35:34
  a
• 35:34
  chief
• 35:34
  AI
• 35:34
  officer
• 35:35
  inside
• 35:35
  your
• 35:35
  company.
• 35:36
  So
• 35:36
  what
• 35:36
  the
• 35:37
  funds
• 35:37
  are
• 35:37
  doing,
• 35:37
  which
• 35:37
  is
• 35:38
  much
• 35:38
  smarter
• 35:38
  in
• 35:38
  my
• 35:39
  mind,
• 35:39
  is
• 35:39
  they're
• 35:39
  building
• 35:39
  at
• 35:40
  the
• 35:40
  fund
• 35:40
  level
• 35:41
  a
• 35:41
  center
• 35:41
  of
• 35:41
  excellence,
• 35:42
  which
• 35:43
  is
• 35:43
  a
• 35:43
  cost
• 35:43
  to
• 35:44
  the
• 35:44
  organization.
• 35:45
  But
• 35:45
  the
• 35:45
  way
• 35:45
  they
• 35:45
  reduce
• 35:46
  the
• 35:46
  fund
• 35:47
  expenditures
• 35:47
  is
• 35:48
  now
• 35:48
  they
• 35:49
  put
• 35:49
  that
• 35:49
  smart
• 35:49
  data
• 35:50
  scientist,
• 35:50
  machine
• 35:50
  learning
• 35:51
  engineer,
• 35:51
  whoever,
• 35:52
  at
• 35:52
  that,
• 35:52
  at
• 35:53
  that
• 35:53
  fund
• 35:53
  level
• 35:54
  and
• 35:54
  then
• 35:54
  farm
• 35:54
  them
• 35:55
  out
• 35:55
  to
• 35:55
  the
• 35:55
  companies.
• 35:56
  And
• 35:56
  so
• 35:56
  now
• 35:56
  the
• 35:56
  companies
• 35:57
  can
• 35:57
  get
• 35:57
  a
• 35:57
  fractional
• 35:58
  portion
• 35:58
  of
• 35:58
  that
• 35:59
  person's
• 35:59
  time
• 35:59
  without
• 36:00
  the
• 36:00
  full
• 36:00
  burden
• 36:01
  of
• 36:01
  what
• 36:01
  that
• 36:01
  person
• 36:01
  would
• 36:02
  cost,
• 36:02
  but
• 36:03
  they
• 36:03
  can
• 36:03
  still
• 36:03
  get
• 36:03
  the
• 36:04
  benefit
• 36:04
  out
• 36:04
  of
• 36:04
  it.
• 36:05
  So
• 36:06
  really
• 36:06
  bringing
• 36:06
  it
• 36:07
  in
• 36:07
  in
• 36:08
  house
• 36:08
  to
• 36:08
  the
• 36:08
  fund
• 36:09
  and
• 36:09
  then
• 36:09
  allowing
• 36:10
  the
• 36:10
  entire
• 36:10
  portfolio
• 36:11
  to
• 36:11
  make
• 36:11
  use
• 36:11
  of
• 36:11
  it
• 36:12
  on
• 36:12
  a
• 36:12
  fractional
• 36:12
  basis.
• 36:13
  Little
• 36:14
  things
• 36:14
  though,
• 36:15
  like
• 36:15
  the
• 36:15
  number
• 36:16
  of
• 36:16
  firms,
• 36:17
  private
• 36:17
  equity
• 36:18
  firms
• 36:18
  I
• 36:18
  know
• 36:18
  that
• 36:19
  have
• 36:19
  spent
• 36:19
  tens
• 36:20
  of
• 36:20
  thousands,
• 36:20
  in
• 36:20
  some
• 36:20
  cases
• 36:21
  hundreds
• 36:21
  of
• 36:21
  thousands
• 36:23
  in
• 36:23
  NDA
• 36:23
  review.
• 36:24
  Right.
• 36:26
  Having
• 36:26
  someone,
• 36:27
  a
• 36:28
  kid
• 36:28
  right
• 36:28
  out
• 36:28
  of
• 36:28
  college
• 36:29
  or
• 36:29
  out
• 36:29
  of
• 36:30
  law
• 36:30
  school,
• 36:30
  bill
• 36:31
  them
• 36:31
  $800
• 36:32
  an
• 36:32
  hour
• 36:32
  to
• 36:32
  review
• 36:32
  an
• 36:33
  NDA,
• 36:34
  and
• 36:34
  now
• 36:34
  being
• 36:35
  able
• 36:35
  to
• 36:35
  use
• 36:35
  a
• 36:36
  variety
• 36:36
  of
• 36:36
  tools
• 36:36
  that
• 36:36
  are
• 36:37
  out
• 36:37
  there
• 36:37
  to
• 36:37
  get
• 36:37
  that
• 36:38
  same
• 36:38
  level
• 36:38
  of
• 36:38
  review,
• 36:40
  major
• 36:41
  cost
• 36:41
  savings
• 36:41
  for
• 36:41
  the
• 36:42
  fund
• 36:42
  itself.
• 36:43
  And
• 36:43
  as
• 36:44
  funds
• 36:44
  continue
• 36:45
  to
• 36:45
  identify
• 36:45
  their
• 36:46
  most
• 36:46
  costly
• 36:46
  workflows
• 36:47
  as
• 36:47
  a
• 36:48
  fundamental,
• 36:48
  they
• 36:49
  can
• 36:49
  figure
• 36:49
  out
• 36:49
  how
• 36:49
  to
• 36:50
  apply
• 36:50
  these
• 36:50
  technologies
• 36:51
  in
• 36:51
  the
• 36:51
  most
• 36:51
  appropriate
• 36:52
  way
• 36:52
  to
• 36:52
  save
• 36:53
  the
• 36:53
  fund
• 36:53
  more
• 36:53
  money.
• 36:54
  Yeah,
• 36:56
  I'm
• 36:57
  going
• 36:57
  to
• 36:57
  assume
• 36:57
  this
• 36:57
  is
• 36:57
  the
• 36:57
  same
• 36:57
  case
• 36:58
  with
• 36:58
  AI
• 36:58
  as
• 36:58
  it
• 36:58
  is
• 36:59
  with
• 36:59
  data.
• 36:59
  Often
• 36:59
  one
• 37:00
  of
• 37:00
  the
• 37:00
  first
• 37:00
  questions
• 37:00
  I
• 37:00
  get
• 37:01
  asked
• 37:01
  when
• 37:01
  we
• 37:01
  engage
• 37:01
  with
• 37:02
  a
• 37:02
  client
• 37:02
  on
• 37:02
  data
• 37:03
  is
• 37:03
  what
• 37:03
  tool
• 37:04
  are
• 37:04
  we
• 37:04
  going
• 37:04
  to
• 37:04
  use?
• 37:05
  Thinking
• 37:05
  that
• 37:05
  the
• 37:06
  magic
• 37:06
  is
• 37:06
  in
• 37:07
  the
• 37:07
  tool
• 37:08
  and
• 37:08
  the
• 37:08
  secret
• 37:09
  sauce
• 37:09
  is
• 37:09
  choosing
• 37:10
  Claude
• 37:11
  rather
• 37:11
  than
• 37:12
  GPT
• 37:14
  in
• 37:14
  the
• 37:14
  world
• 37:14
  of
• 37:14
  data.
• 37:15
  I
• 37:15
  always
• 37:16
  say
• 37:16
  no
• 37:16
  we
• 37:16
  just
• 37:16
  need
• 37:16
  to
• 37:16
  get
• 37:17
  started
• 37:17
  from
• 37:17
  first
• 37:17
  principles
• 37:18
  here
• 37:18
  because
• 37:19
  we
• 37:19
  are
• 37:19
  multiple
• 37:20
  months,
• 37:20
  if
• 37:20
  not
• 37:20
  years
• 37:20
  away
• 37:21
  from
• 37:21
  anywhere.
• 37:22
  That
• 37:22
  takes
• 37:23
  Snowflake
• 37:23
  or
• 37:23
  Databricks,
• 37:24
  for
• 37:24
  example.
• 37:25
  Anywhere
• 37:25
  that
• 37:26
  any
• 37:26
  use
• 37:26
  case
• 37:26
  you'll
• 37:26
  have
• 37:27
  would
• 37:28
  push
• 37:28
  into
• 37:29
  something
• 37:29
  outside
• 37:30
  of
• 37:30
  the
• 37:30
  Venn
• 37:30
  diagram
• 37:31
  of
• 37:32
  both
• 37:32
  these
• 37:32
  tools
• 37:32
  have
• 37:33
  got
• 37:33
  this
• 37:33
  feature.
• 37:34
  So
• 37:36
  what
• 37:36
  would
• 37:36
  you
• 37:37
  encourage
• 37:37
  companies
• 37:38
  to
• 37:38
  do
• 37:39
  that
• 37:39
  are
• 37:39
  stuck
• 37:39
  on
• 37:39
  the
• 37:40
  tool
• 37:40
  choice
• 37:40
  thing?
• 37:41
  It's
• 37:41
  get
• 37:41
  started.
• 37:42
  I
• 37:42
  mean,
• 37:42
  it
• 37:42
  was
• 37:42
  one
• 37:42
  of
• 37:43
  the
• 37:43
  reasons
• 37:43
  we
• 37:43
  created
• 37:43
  Boodlebox
• 37:44
  was
• 37:45
  it
• 37:45
  brought
• 37:46
  Claude
• 37:46
  and
• 37:47
  Gemini
• 37:47
  and
• 37:47
  ChatGPT
• 37:48
  and
• 37:48
  Perplexity
• 37:49
  all
• 37:49
  in
• 37:49
  one
• 37:49
  place.
• 37:50
  And
• 37:51
  what
• 37:51
  90%
• 37:52
  of
• 37:53
  companies
• 37:53
  and
• 37:53
  the
• 37:53
  people
• 37:53
  within
• 37:54
  companies
• 37:54
  realize
• 37:55
  very
• 37:55
  quickly
• 37:55
  is
• 37:56
  any
• 37:56
  of
• 37:56
  these
• 37:57
  tools
• 37:57
  is
• 37:57
  going
• 37:57
  to
• 37:57
  get
• 37:57
  their
• 37:57
  job
• 37:58
  done.
• 37:58
  There
• 37:58
  are
• 37:58
  a
• 37:59
  few
• 37:59
  exceptions.
• 37:59
  Right.
• 37:59
  You
• 38:00
  talk
• 38:00
  to
• 38:00
  a
• 38:00
  development
• 38:01
  team.
• 38:01
  By
• 38:02
  and
• 38:02
  large,
• 38:02
  most
• 38:02
  development
• 38:02
  teams
• 38:03
  want
• 38:03
  to
• 38:03
  use
• 38:03
  Claude.
• 38:05
  That's
• 38:05
  their
• 38:05
  go
• 38:06
  to
• 38:06
  Claude.
• 38:06
  Code
• 38:07
  is
• 38:07
  spectacular.
• 38:07
  I've
• 38:08
  used
• 38:08
  it
• 38:08
  myself.
• 38:08
  It's
• 38:09
  phenomenal.
• 38:09
  Right.
• 38:09
  And
• 38:10
  I
• 38:10
  just
• 38:10
  saw
• 38:10
  this
• 38:10
  week
• 38:11
  that
• 38:11
  what
• 38:11
  the
• 38:11
  latest
• 38:12
  version
• 38:12
  of
• 38:12
  Opus
• 38:13
  that
• 38:13
  Claude
• 38:13
  launched
• 38:13
  is
• 38:14
  supposed
• 38:14
  to
• 38:14
  be
• 38:14
  spectacular
• 38:15
  with
• 38:15
  spreadsheets,
• 38:15
  which
• 38:15
  is
• 38:16
  an
• 38:16
  area
• 38:17
  generative
• 38:17
  AI
• 38:17
  has
• 38:18
  largely
• 38:18
  failed.
• 38:19
  Right.
• 38:19
  So
• 38:20
  there
• 38:20
  will
• 38:20
  always
• 38:20
  be
• 38:21
  kind
• 38:21
  of
• 38:21
  the
• 38:21
  nuances
• 38:22
  that
• 38:22
  maybe
• 38:22
  some
• 38:22
  portions
• 38:23
  of
• 38:23
  the
• 38:23
  team
• 38:23
  want
• 38:24
  to
• 38:24
  use
• 38:24
  something
• 38:25
  else.
• 38:25
  And
• 38:25
  again,
• 38:25
  that
• 38:26
  was
• 38:26
  the
• 38:26
  power
• 38:26
  of
• 38:26
  Boodlebox
• 38:27
  is
• 38:27
  it
• 38:27
  gave
• 38:28
  an
• 38:28
  entire
• 38:28
  company
• 38:29
  the
• 38:29
  ability
• 38:29
  to
• 38:29
  use
• 38:30
  the
• 38:30
  varying
• 38:30
  models.
• 38:31
  But
• 38:32
  the
• 38:32
  reality
• 38:32
  is,
• 38:32
  until
• 38:33
  they
• 38:33
  get
• 38:33
  to
• 38:33
  a
• 38:33
  point
• 38:33
  that
• 38:34
  you
• 38:34
  described,
• 38:34
  which
• 38:34
  is
• 38:35
  a
• 38:35
  year
• 38:35
  down
• 38:35
  the
• 38:35
  road
• 38:35
  where
• 38:36
  they've
• 38:36
  really
• 38:36
  mastered
• 38:37
  the
• 38:37
  technology
• 38:38
  and
• 38:38
  they
• 38:39
  can
• 38:39
  go,
• 38:39
  you
• 38:39
  know
• 38:39
  what,
• 38:39
  for
• 38:40
  our
• 38:40
  company,
• 38:41
  X
• 38:41
  platform
• 38:42
  is
• 38:42
  the
• 38:42
  better
• 38:42
  one.
• 38:43
  Any
• 38:44
  of
• 38:44
  the
• 38:44
  platforms
• 38:45
  are
• 38:45
  going
• 38:45
  to
• 38:45
  be
• 38:45
  good,
• 38:45
  you
• 38:46
  know,
• 38:46
  if
• 38:46
  they
• 38:46
  make
• 38:46
  one
• 38:47
  choice
• 38:47
  or
• 38:47
  they
• 38:48
  pick
• 38:48
  a
• 38:48
  platform
• 38:48
  like
• 38:48
  Bootlebox
• 38:49
  where
• 38:49
  they
• 38:49
  can
• 38:49
  experiment
• 38:50
  with
• 38:50
  all
• 38:50
  of
• 38:50
  them.
• 38:50
  It
• 38:51
  really
• 38:51
  doesn't.
• 38:52
  Doesn't
• 38:53
  matter
• 38:53
  because
• 38:53
  most
• 38:54
  teams
• 38:54
  just
• 38:55
  need
• 38:55
  to
• 38:55
  start
• 38:55
  using
• 38:56
  it
• 38:56
  and
• 38:56
  figuring
• 38:56
  out
• 38:57
  how
• 38:57
  it
• 38:57
  works
• 38:57
  into
• 38:58
  their
• 38:58
  daily
• 38:58
  workflows.
• 38:59
  Yeah,
• 39:00
  I
• 39:00
  mean,
• 39:00
  that
• 39:00
  seems
• 39:00
  a
• 39:00
  great
• 39:01
  place
• 39:01
  to
• 39:02
  end.
• 39:04
  Universal
• 39:04
  truth
• 39:04
  across
• 39:05
  data,
• 39:06
  across
• 39:06
  AI,
• 39:07
  across
• 39:07
  starting
• 39:08
  a
• 39:08
  business,
• 39:08
  across
• 39:08
  life.
• 39:09
  You
• 39:09
  know,
• 39:10
  if
• 39:10
  you're
• 39:10
  unsure
• 39:10
  of
• 39:10
  which
• 39:10
  path
• 39:11
  to
• 39:11
  take,
• 39:11
  just
• 39:12
  get
• 39:12
  started.
• 39:12
  And
• 39:13
  the
• 39:13
  path
• 39:13
  you
• 39:13
  need
• 39:13
  to
• 39:13
  take
• 39:13
  will
• 39:13
  probably
• 39:14
  reveal
• 39:14
  itself
• 39:14
  a
• 39:14
  lot
• 39:15
  more
• 39:15
  clearly.
• 39:16
  Absolutely.
• 39:17
  There's
• 39:18
  an
• 39:18
  old
• 39:18
  saying
• 39:19
  that
• 39:19
  is
• 39:19
  attributed
• 39:20
  to
• 39:20
  being
• 39:20
  a
• 39:20
  Chinese
• 39:21
  proverb,
• 39:21
  but
• 39:22
  I've
• 39:22
  been
• 39:22
  told
• 39:22
  it's
• 39:22
  not
• 39:23
  actually
• 39:23
  a
• 39:23
  Chinese
• 39:23
  proverb.
• 39:24
  But
• 39:24
  the
• 39:24
  question
• 39:25
  is,
• 39:25
  when's
• 39:25
  the
• 39:25
  best
• 39:25
  time
• 39:25
  to
• 39:26
  plant
• 39:26
  a
• 39:26
  tree?
• 39:26
  It
• 39:26
  was
• 39:27
  30
• 39:27
  years
• 39:27
  ago.
• 39:27
  The
• 39:27
  next
• 39:28
  best
• 39:28
  time
• 39:28
  is
• 39:28
  today.
• 39:29
  Right?
• 39:29
  Like,
• 39:30
  you
• 39:30
  know,
• 39:30
  get
• 39:31
  started
• 39:31
  and
• 39:31
  get
• 39:31
  things
• 39:32
  moving
• 39:32
  forward.
• 39:33
  Absolutely.
• 39:34
  Well,
• 39:34
  hopefully
• 39:35
  there's
• 39:35
  lots
• 39:35
  of
• 39:35
  folks
• 39:35
  out
• 39:35
  here
• 39:36
  listening
• 39:36
  to
• 39:36
  this
• 39:36
  who
• 39:36
  have
• 39:37
  decided
• 39:37
  that
• 39:37
  today
• 39:37
  is
• 39:38
  the
• 39:38
  day
• 39:38
  they're
• 39:38
  going
• 39:38
  to
• 39:39
  plant
• 39:39
  their
• 39:39
  tree
• 39:40
  and
• 39:40
  if
• 39:40
  they
• 39:40
  need
• 39:40
  help
• 39:40
  with
• 39:41
  AI
• 39:41
  or
• 39:42
  they
• 39:42
  want
• 39:42
  you
• 39:42
  to
• 39:42
  come
• 39:42
  in
• 39:42
  and
• 39:42
  talk
• 39:42
  to
• 39:43
  their
• 39:43
  companies
• 39:43
  about
• 39:43
  AI
• 39:44
  Sean,
• 39:44
  like,
• 39:44
  where's
• 39:45
  the
• 39:45
  best
• 39:45
  place
• 39:45
  for
• 39:45
  them
• 39:45
  to
• 39:45
  find
• 39:46
  you?
• 39:46
  I
• 39:47
  am
• 39:47
  on
• 39:47
  LinkedIn
• 39:47
  under
• 39:48
  Sean
• 39:48
  Olds
• 39:49
  and
• 39:50
  you
• 39:50
  can
• 39:50
  also
• 39:51
  easily
• 39:51
  reach
• 39:51
  me
• 39:52
  via
• 39:52
  email
• 39:52
  if
• 39:53
  you
• 39:53
  want.
• 39:53
  It's
• 39:53
  Sean
• 39:54
  S
• 39:54
  H
• 39:54
  A
• 39:55
  W
• 39:55
  N
• 39:56
  at
• 39:56
  ikepapalua,
• 39:57
  which
• 39:57
  is
• 39:58
  I
• 39:58
  K
• 39:59
  E
• 40:00
  P
• 40:00
  A
• 40:00
  P
• 40:01
  A
• 40:01
  L
• 40:02
  U
• 40:02
  AI.
• 40:04
  You
• 40:05
  spelled
• 40:05
  that
• 40:05
  out
• 40:05
  more
• 40:05
  than
• 40:05
  once,
• 40:06
  I'm
• 40:06
  sure.
• 40:07
  Anyway,
• 40:08
  folks,
• 40:09
  yeah,
• 40:09
  leave
• 40:09
  a
• 40:09
  comment
• 40:09
  down
• 40:10
  below
• 40:10
  or
• 40:10
  contact
• 40:11
  me
• 40:11
  as
• 40:11
  well
• 40:11
  and
• 40:11
  I'd
• 40:11
  be
• 40:12
  happy
• 40:12
  to
• 40:12
  put
• 40:12
  you
• 40:12
  in
• 40:12
  touch
• 40:12
  with
• 40:14
  Sean.
• 40:15
  Great
• 40:15
  value
• 40:15
  to
• 40:15
  your
• 40:16
  business,
• 40:16
  to
• 40:16
  your
• 40:17
  portfolio
• 40:17
  company,
• 40:17
  to
• 40:17
  your
• 40:17
  PE
• 40:18
  firm.
• 40:18
  So
• 40:18
  highly,
• 40:19
  highly
• 40:19
  recommended
• 40:20
  for
• 40:20
  me.
• 40:20
  I've
• 40:21
  seen
• 40:21
  him
• 40:21
  in
• 40:21
  action
• 40:22
  doing
• 40:22
  a
• 40:22
  talk
• 40:24
  and
• 40:24
  can
• 40:25
  see
• 40:25
  how
• 40:25
  it
• 40:25
  shifts
• 40:26
  people
• 40:26
  visibly
• 40:26
  in
• 40:27
  the
• 40:27
  room.
• 40:27
  So
• 40:27
  yeah,
• 40:28
  big
• 40:28
  recommendation
• 40:29
  from
• 40:29
  me.
• 40:30
  Thanks
• 40:30
  so
• 40:30
  much
• 40:30
  for
• 40:30
  your
• 40:31
  time
• 40:31
  coming
• 40:31
  on,
• 40:31
  Sean.
• 40:31
  I
• 40:31
  really
• 40:32
  appreciate
• 40:32
  you
• 40:33
  coming
• 40:33
  and
• 40:33
  sharing
• 40:33
  all
• 40:33
  your
• 40:34
  expertise
• 40:34
  and
• 40:35
  insight.
• 40:35
  Looking
• 40:36
  forward
• 40:36
  to
• 40:36
  staying
• 40:37
  connected
• 40:37
  and
• 40:38
  yeah,
• 40:38
  I'll
• 40:38
  see
• 40:38
  you
• 40:39
  on
• 40:39
  the
• 40:39
  circuit.
• 40:39
  Absolutely.
• 40:40
  Graham,
• 40:40
  thanks
• 40:40
  for
• 40:41
  having
• 40:41
  me
• 40:41
  today.
• 40:41
  Pleasure.
• 40:41
  Have
• 40:42
  a
• 40:42
  great
• 40:42
  weekend.
• 40:42
  Take
• 40:43
  care.
• 40:43
  Take
• 40:43
  care.
• 40:44
  Thanks
• 40:44
  for
• 40:44
  listening
• 40:45
  to
• 40:45
  the
• 40:45
  PE
• 40:45
  Data
• 40:46
  guy.
• 40:46
  The
• 40:47
  place
• 40:47
  where
• 40:47
  private
• 40:47
  equity
• 40:48
  meets
• 40:48
  data.
• 40:49
  Please
• 40:49
  forward
• 40:50
  this
• 40:50
  episode
• 40:50
  to
• 40:50
  your
• 40:50
  favorite
• 40:51
  private
• 40:51
  equity
• 40:51
  friend.
• 40:52
  Thanks
• 40:53
  for
• 40:53
  listening.
• 40:54
  See
• 40:54
  you
• 40:54
  next
• 40:54
  time.