Audioboom

Transcript for IDP Due Diligence in a Crowded Marketplace

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Well,<00:00:11.519> hey<00:00:11.679> there.<00:00:11.920> Welcome<00:00:12.160> to<00:00:12.480> the<00:00:12.800> Mostly

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Well, hey there. Welcome to the Mostly

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Well, hey there. Welcome to the Mostly Unstructured<00:00:14.400><c> podcast.</c>

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Unstructured podcast.

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Unstructured podcast. Mostly<00:00:16.160><c> unstructured</c><00:00:16.960><c> podcast</c><00:00:17.840><c> presented</c><00:00:18.160><c> by</c>

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Mostly unstructured podcast presented by

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Mostly unstructured podcast presented by Kark.

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Kark.

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Kark. Yes.<00:00:19.279><c> An</c><00:00:19.520><c> appropriate</c><00:00:19.920><c> name.</c>

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Yes. An appropriate name.

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Yes. An appropriate name. The<00:00:20.400><c> appropriate</c><00:00:20.800><c> name.</c><00:00:21.119><c> Yes.</c><00:00:21.359><c> What</c><00:00:21.680><c> at</c>

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The appropriate name. Yes. What at

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The appropriate name. Yes. What at Kmart?<00:00:22.400><c> We</c><00:00:22.560><c> help</c><00:00:22.800><c> you</c>

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Kmart? We help you

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Kmart? We help you structure<00:00:24.240><c> your</c><00:00:24.480><c> unstructured.</c><00:00:25.119><c> Exactly.</c>

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structure your unstructured. Exactly.

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structure your unstructured. Exactly. But<00:00:25.760><c> maybe</c><00:00:26.000><c> just</c><00:00:26.240><c> not</c><00:00:26.400><c> our</c><00:00:26.640><c> conversations.</c>

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But maybe just not our conversations.

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But maybe just not our conversations. Precisely.<00:00:28.480><c> We</c><00:00:28.720><c> thought</c><00:00:28.880><c> about</c><00:00:29.039><c> calling</c><00:00:29.359><c> us</c>

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Precisely. We thought about calling us

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Precisely. We thought about calling us the<00:00:30.000><c> two</c><00:00:30.240><c> bald</c><00:00:30.560><c> guys</c><00:00:30.880><c> in</c><00:00:31.119><c> matching</c>

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the two bald guys in matching

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the two bald guys in matching Hey,

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Hey,

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Hey, quarter<00:00:33.600><c> zips.</c>

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quarter zips.

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quarter zips. This<00:00:34.320><c> there</c><00:00:34.960><c> podcast.</c>

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This there podcast.

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This there podcast. Yeah,

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Yeah,

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Yeah, it's<00:00:36.160><c> a</c><00:00:36.320><c> long</c><00:00:36.559><c> name.</c>

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it's a long name.

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it's a long name. Yes.<00:00:37.520><c> Yeah.</c><00:00:37.760><c> Well,</c><00:00:37.920><c> we</c><00:00:38.160><c> did</c><00:00:38.239><c> call</c><00:00:38.480><c> each</c><00:00:38.640><c> other</c>

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Yes. Yeah. Well, we did call each other

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Yes. Yeah. Well, we did call each other on<00:00:38.960><c> this</c><00:00:39.200><c> quarter</c><00:00:39.520><c> zips.</c>

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on this quarter zips.

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on this quarter zips. That's<00:00:40.239><c> a</c><00:00:40.320><c> lie.</c><00:00:40.640><c> That's</c><00:00:40.800><c> not</c><00:00:40.960><c> true.</c><00:00:41.200><c> No,</c>

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That's a lie. That's not true. No,

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That's a lie. That's not true. No, that's<00:00:41.760><c> not</c><00:00:41.920><c> true.</c><00:00:42.399><c> That's</c><00:00:42.640><c> actually</c>

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that's not true. That's actually

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that's not true. That's actually serendipitous<00:00:43.760><c> that</c><00:00:43.920><c> we</c><00:00:44.079><c> actually</c><00:00:44.320><c> ended</c><00:00:44.480><c> up</c>

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serendipitous that we actually ended up

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serendipitous that we actually ended up in<00:00:44.719><c> the</c><00:00:44.960><c> same</c>

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in the same

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in the same Thank<00:00:46.559><c> god</c><00:00:46.719><c> we</c><00:00:46.879><c> didn't</c><00:00:46.960><c> have</c><00:00:47.840><c> quarters.</c>

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Thank god we didn't have quarters.

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Thank god we didn't have quarters. That's<00:00:48.960><c> true.</c><00:00:49.680><c> Um</c>

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That's true. Um

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That's true. Um anyways,<00:00:51.360><c> well,</c><00:00:51.520><c> let's</c><00:00:51.760><c> get</c><00:00:51.920><c> started.</c><00:00:52.640><c> I'm</c>

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anyways, well, let's get started. I'm

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anyways, well, let's get started. I'm I'm<00:00:53.360><c> Clay</c><00:00:53.680><c> Ton,</c><00:00:54.000><c> the</c><00:00:54.160><c> CMO</c><00:00:54.960><c> here</c><00:00:55.199><c> at</c><00:00:55.440><c> Kmart.</c><00:00:56.320><c> And</c>

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I'm Clay Ton, the CMO here at Kmart. And

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I'm Clay Ton, the CMO here at Kmart. And I'm<00:00:56.879><c> uh</c><00:00:56.960><c> Ed</c><00:00:57.199><c> McQuiston,</c><00:00:57.840><c> the</c><00:00:58.079><c> CEO</c><00:00:58.480><c> at</c><00:00:58.719><c> Keyark.</c>

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I'm uh Ed McQuiston, the CEO at Keyark.

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I'm uh Ed McQuiston, the CEO at Keyark. That's<00:00:59.600><c> right.</c><00:01:00.000><c> And</c><00:01:00.480><c> um</c><00:01:00.719><c> ready</c><00:01:00.879><c> to</c><00:01:01.039><c> get</c><00:01:01.120><c> this</c>

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That's right. And um ready to get this

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That's right. And um ready to get this thing<00:01:01.440><c> rolling.</c>

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thing rolling.

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thing rolling. Sounds<00:01:02.079><c> good.</c><00:01:02.320><c> Let's</c><00:01:02.559><c> do</c><00:01:02.719><c> it.</c>

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Sounds good. Let's do it.

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Sounds good. Let's do it. All right.<00:01:03.600><c> So</c><00:01:03.840><c> really</c><00:01:04.080><c> the</c><00:01:04.320><c> mo</c><00:01:04.479><c> the</c><00:01:04.720><c> most</c>

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All right. So really the mo the most

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All right. So really the mo the most unstructured<00:01:05.600><c> podcast</c><00:01:06.159><c> and</c><00:01:06.400><c> the</c><00:01:06.479><c> reason</c>

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unstructured podcast and the reason

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unstructured podcast and the reason we're<00:01:06.880><c> doing</c><00:01:07.119><c> this</c><00:01:07.360><c> Ed</c><00:01:07.600><c> as</c><00:01:07.760><c> you</c><00:01:07.920><c> know</c><00:01:08.960><c> uh</c><00:01:09.600><c> it's</c>

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we're doing this Ed as you know uh it's

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we're doing this Ed as you know uh it's just<00:01:10.159><c> fluid</c><00:01:10.640><c> conversations</c><00:01:11.439><c> and</c><00:01:11.600><c> I</c><00:01:11.840><c> think</c>

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just fluid conversations and I think

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just fluid conversations and I think that's<00:01:12.159><c> what</c><00:01:12.400><c> we</c><00:01:12.640><c> want</c><00:01:12.799><c> to</c><00:01:13.040><c> invite</c><00:01:13.439><c> people</c>

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that's what we want to invite people

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that's what we want to invite people into<00:01:14.159><c> that</c><00:01:14.320><c> are</c><00:01:14.479><c> listening</c><00:01:14.880><c> or</c><00:01:15.119><c> watching</c><00:01:16.159><c> uh</c>

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into that are listening or watching uh

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into that are listening or watching uh in<00:01:16.799><c> a</c><00:01:16.960><c> conversation,</c><00:01:17.600><c> you</c><00:01:17.759><c> know.</c><00:01:17.920><c> And</c>

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in a conversation, you know. And

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in a conversation, you know. And shameless<00:01:18.560><c> plug</c><00:01:18.880><c> right</c><00:01:19.040><c> off</c><00:01:19.119><c> the</c><00:01:19.280><c> gate</c>

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shameless plug right off the gate

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shameless plug right off the gate karink.com.<00:01:21.040><c> K</c><00:01:21.360><c> Y</c><00:01:21.759><c> M</c><00:01:21.920><c> A</c><00:01:22.240><c> RC</c><00:01:22.880><c> spell</c><00:01:23.200><c> I</c><00:01:23.360><c> S.</c>

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karink.com. K Y M A RC spell I S.

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karink.com. K Y M A RC spell I S. That's<00:01:24.400><c> good</c><00:01:24.560><c> marketing</c><00:01:24.880><c> right</c><00:01:25.040><c> there.</c><00:01:25.119><c> Yeah,</c>

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That's good marketing right there. Yeah,

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That's good marketing right there. Yeah, it<00:01:25.600><c> was</c><00:01:25.680><c> a</c><00:01:25.840><c> little</c><00:01:26.000><c> something.</c><00:01:26.240><c> Do</c><00:01:26.400><c> like</c><00:01:26.479><c> the</c>

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it was a little something. Do like the

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it was a little something. Do like the Mickey<00:01:26.880><c> Mouse</c><00:01:27.200><c> song.</c>

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Mickey Mouse song.

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Mickey Mouse song. Yeah,<00:01:28.720><c> I'd</c><00:01:28.880><c> be</c><00:01:28.960><c> like</c><00:01:29.520><c> sing.</c><00:01:30.240><c> Okay.</c><00:01:30.720><c> Uh,</c><00:01:30.960><c> but</c>

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Yeah, I'd be like sing. Okay. Uh, but

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Yeah, I'd be like sing. Okay. Uh, but yeah,<00:01:31.439><c> reach</c><00:01:31.680><c> out</c><00:01:31.840><c> to</c><00:01:32.000><c> us</c><00:01:32.159><c> there.</c><00:01:32.640><c> Um,</c><00:01:33.200><c> you</c><00:01:33.439><c> can</c>

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yeah, reach out to us there. Um, you can

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yeah, reach out to us there. Um, you can go<00:01:33.759><c> to</c><00:01:34.880><c> phone</c><00:01:35.119><c> number,</c><00:01:35.520><c> call</c><00:01:35.680><c> us</c><00:01:35.840><c> to</c><00:01:36.000><c> drop</c><00:01:36.159><c> us</c><00:01:36.240><c> a</c>

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go to phone number, call us to drop us a

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go to phone number, call us to drop us a line.<00:01:36.640><c> That's</c><00:01:36.799><c> an</c><00:01:36.960><c> old</c><00:01:37.119><c> school</c><00:01:37.280><c> way</c><00:01:37.439><c> of</c><00:01:37.600><c> saying</c>

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line. That's an old school way of saying

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line. That's an old school way of saying talk<00:01:38.320><c> to</c><00:01:38.479><c> us.</c>

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talk to us.

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talk to us. Do<00:01:38.960><c> people</c><00:01:39.200><c> do</c><00:01:39.360><c> that?</c>

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Do people do that?

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Do people do that? I<00:01:39.840><c> don't</c><00:01:40.000><c> think</c><00:01:40.079><c> they</c><00:01:40.240><c> do</c><00:01:40.400><c> that.</c>

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I don't think they do that.

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I don't think they do that. Yeah,<00:01:41.840><c> that</c><00:01:42.000><c> little</c><00:01:42.159><c> thing.</c><00:01:42.320><c> Yeah.</c><00:01:42.880><c> Um,</c><00:01:43.119><c> but</c>

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Yeah, that little thing. Yeah. Um, but

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Yeah, that little thing. Yeah. Um, but yeah,<00:01:43.680><c> seriously,</c><00:01:44.079><c> reach</c><00:01:44.320><c> out</c><00:01:44.400><c> to</c><00:01:44.560><c> us</c><00:01:44.720><c> via</c>

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yeah, seriously, reach out to us via

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yeah, seriously, reach out to us via email<00:01:45.520><c> or</c><00:01:46.159><c> u</c><00:01:46.320><c> phone.</c>

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email or u phone.

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email or u phone. If<00:01:48.000><c> you</c><00:01:48.079><c> got</c><00:01:48.240><c> questions,</c><00:01:48.560><c> a</c><00:01:48.720><c> lot</c><00:01:48.880><c> of</c><00:01:48.960><c> times,</c>

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If you got questions, a lot of times,

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If you got questions, a lot of times, you<00:01:49.280><c> know,</c><00:01:49.360><c> we're</c><00:01:49.520><c> just</c><00:01:49.600><c> going</c><00:01:49.680><c> to</c><00:01:49.759><c> be</c><00:01:49.840><c> kind</c><00:01:49.920><c> of</c>

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you know, we're just going to be kind of

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you know, we're just going to be kind of flowing<00:01:50.479><c> free</c><00:01:50.720><c> flowing</c><00:01:51.040><c> this</c><00:01:51.200><c> and</c><00:01:51.439><c> if</c><00:01:51.600><c> people</c>

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flowing free flowing this and if people

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flowing free flowing this and if people have<00:01:52.079><c> questions</c><00:01:52.479><c> or</c><00:01:52.720><c> don't</c><00:01:52.960><c> get</c><00:01:53.040><c> a</c><00:01:53.200><c> question</c>

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have questions or don't get a question

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have questions or don't get a question answered,<00:01:54.399><c> uh,</c><00:01:54.560><c> we'd</c><00:01:54.799><c> love</c><00:01:54.960><c> to</c><00:01:55.119><c> chat</c><00:01:55.360><c> with</c>

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answered, uh, we'd love to chat with

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answered, uh, we'd love to chat with with<00:01:55.840><c> anybody</c><00:01:56.159><c> and</c><00:01:56.399><c> everybody.</c>

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with anybody and everybody.

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with anybody and everybody. Absolutely.

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Absolutely.

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Absolutely. Um,<00:01:57.759><c> in</c><00:01:57.920><c> fact,</c><00:01:58.159><c> if</c><00:01:58.320><c> you've</c><00:01:58.560><c> even</c><00:01:58.799><c> done</c><00:01:58.960><c> a</c>

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Um, in fact, if you've even done a

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Um, in fact, if you've even done a really<00:01:59.360><c> bad</c><00:01:59.600><c> IDP</c><00:02:00.880><c> integration</c><00:02:01.439><c> and</c><00:02:01.600><c> use</c>

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really bad IDP integration and use

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really bad IDP integration and use somebody's<00:02:02.320><c> shoulder</c><00:02:02.560><c> to</c><00:02:02.719><c> cry</c><00:02:02.960><c> on,</c>

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somebody's shoulder to cry on,

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somebody's shoulder to cry on, right?

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right?

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right? Plenty<00:02:03.840><c> of</c><00:02:03.920><c> quarter</c><00:02:04.240><c> zips,</c><00:02:04.479><c> we</c><00:02:04.640><c> can</c><00:02:04.799><c> just</c><00:02:04.960><c> wipe</c>

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Plenty of quarter zips, we can just wipe

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Plenty of quarter zips, we can just wipe this<00:02:05.439><c> on.</c>

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this on.

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this on. Exactly.

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Exactly.

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Exactly. So,<00:02:07.520><c> we</c><00:02:07.680><c> got</c><00:02:07.840><c> lots</c><00:02:08.080><c> of</c><00:02:08.319><c> of</c><00:02:08.399><c> of</c><00:02:09.280><c> Kleenex</c><00:02:09.920><c> if</c><00:02:10.160><c> you</c>

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So, we got lots of of of Kleenex if you

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So, we got lots of of of Kleenex if you just<00:02:10.479><c> need</c><00:02:10.640><c> to</c><00:02:10.959><c> boohoo</c><00:02:11.520><c> about</c><00:02:11.680><c> a</c><00:02:11.920><c> bad</c>

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just need to boohoo about a bad

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just need to boohoo about a bad implementation.<00:02:12.959><c> We're</c><00:02:13.440><c> at</c><00:02:13.599><c> too.</c>

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implementation. We're at too.

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implementation. We're at too. They're<00:02:14.080><c> out</c><00:02:14.239><c> there.</c>

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They're out there.

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They're out there. Yeah,<00:02:14.879><c> they</c><00:02:15.120><c> are</c><00:02:15.280><c> out</c><00:02:15.440><c> there.</c><00:02:15.599><c> And</c><00:02:15.840><c> that's</c>

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Yeah, they are out there. And that's

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Yeah, they are out there. And that's really<00:02:16.160><c> what</c><00:02:16.319><c> we</c><00:02:16.480><c> kind</c><00:02:16.560><c> of</c><00:02:16.640><c> want</c><00:02:16.800><c> to</c><00:02:16.879><c> talk</c>

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really what we kind of want to talk

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really what we kind of want to talk about<00:02:17.120><c> today</c><00:02:17.360><c> is</c><00:02:17.599><c> because</c><00:02:17.920><c> it's</c>

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about today is because it's

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about today is because it's it's<00:02:18.800><c> it's</c><00:02:19.200><c> a</c><00:02:19.360><c> bit</c><00:02:19.520><c> of</c><00:02:19.599><c> a</c><00:02:19.760><c> wild</c><00:02:20.239><c> west,</c><00:02:20.640><c> right?</c>

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it's it's a bit of a wild west, right?

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it's it's a bit of a wild west, right? It<00:02:21.280><c> is.</c>

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It is.

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It is. So<00:02:23.280><c> that's</c><00:02:23.599><c> just</c><00:02:23.760><c> the</c><00:02:23.920><c> invitation,</c><00:02:24.480><c> right,</c><00:02:24.720><c> to</c>

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So that's just the invitation, right, to

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So that's just the invitation, right, to engage<00:02:25.360><c> with</c><00:02:25.599><c> us.</c><00:02:26.000><c> Uh</c><00:02:26.160><c> we're</c><00:02:26.400><c> going</c><00:02:26.480><c> to</c><00:02:26.560><c> talk</c>

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engage with us. Uh we're going to talk

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engage with us. Uh we're going to talk today<00:02:27.040><c> just</c><00:02:27.280><c> about</c><00:02:27.599><c> IDP</c><00:02:28.160><c> and</c><00:02:28.480><c> specifically</c>

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today just about IDP and specifically

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today just about IDP and specifically around<00:02:30.239><c> selecting</c><00:02:30.640><c> a</c><00:02:30.879><c> vendor</c><00:02:31.280><c> and</c><00:02:31.599><c> doing</c><00:02:31.840><c> your</c>

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around selecting a vendor and doing your

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around selecting a vendor and doing your due<00:02:32.400><c> diligence</c><00:02:33.040><c> when</c><00:02:33.280><c> you</c><00:02:33.440><c> go</c><00:02:33.519><c> to</c><00:02:33.680><c> find</c><00:02:33.920><c> a</c>

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due diligence when you go to find a

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due diligence when you go to find a vendor.

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vendor.

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vendor. Absolutely.

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Absolutely.

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Absolutely. Um<00:02:36.000><c> it</c><00:02:36.640><c> it's</c><00:02:36.959><c> insane</c><00:02:37.360><c> to</c><00:02:37.599><c> think</c><00:02:37.760><c> that,</c><00:02:38.239><c> you</c>

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Um it it's insane to think that, you

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Um it it's insane to think that, you know,<00:02:38.640><c> 80%</c><00:02:39.920><c> of</c>

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know, 80% of

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know, 80% of data<00:02:42.000><c> in</c><00:02:42.239><c> an</c><00:02:42.400><c> organization</c><00:02:42.879><c> is</c><00:02:43.120><c> unstructured.</c>

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data in an organization is unstructured.

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data in an organization is unstructured. You<00:02:44.080><c> talk</c><00:02:44.239><c> about</c><00:02:44.400><c> that.</c><00:02:44.720><c> It's</c><00:02:44.959><c> a</c><00:02:45.120><c> lot.</c><00:02:45.440><c> Y</c>

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You talk about that. It's a lot. Y

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You talk about that. It's a lot. Y that<00:02:46.000><c> means</c><00:02:46.160><c> that</c><00:02:46.400><c> you're</c><00:02:46.720><c> making</c><00:02:46.959><c> decisions,</c>

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that means that you're making decisions,

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that means that you're making decisions, millions<00:02:48.160><c> of</c><00:02:48.319><c> dollar</c><00:02:48.800><c> decisions</c><00:02:49.280><c> on</c><00:02:49.599><c> 20%</c><00:02:50.080><c> of</c>

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millions of dollar decisions on 20% of

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millions of dollar decisions on 20% of data<00:02:50.400><c> that</c><00:02:50.640><c> you</c><00:02:50.800><c> have</c><00:02:51.120><c> and</c><00:02:51.440><c> you</c><00:02:51.760><c> have</c><00:02:51.920><c> no</c><00:02:52.160><c> intel</c>

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data that you have and you have no intel

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data that you have and you have no intel into<00:02:53.040><c> the</c><00:02:53.280><c> rest</c><00:02:53.360><c> of</c><00:02:53.519><c> it.</c>

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into the rest of it.

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into the rest of it. Yeah.

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Yeah.

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Yeah. Which<00:02:54.319><c> is</c><00:02:54.480><c> why</c><00:02:54.879><c> intelligent</c><00:02:55.440><c> document</c>

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Which is why intelligent document

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Which is why intelligent document processing<00:02:56.480><c> is</c><00:02:56.720><c> so</c><00:02:57.680><c> important.</c><00:02:58.800><c> So</c><00:02:59.200><c> when</c><00:02:59.440><c> you</c>

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processing is so important. So when you

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processing is so important. So when you start<00:02:59.840><c> out</c><00:03:01.200><c> um</c><00:03:02.080><c> there's</c><00:03:02.480><c> a</c><00:03:02.720><c> lot</c><00:03:03.040><c> of</c><00:03:03.519><c> vendors</c>

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start out um there's a lot of vendors

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start out um there's a lot of vendors out<00:03:04.319><c> there</c><00:03:04.480><c> to</c><00:03:04.720><c> choose</c><00:03:04.959><c> from.</c><00:03:06.239><c> Um</c>

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out there to choose from. Um

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out there to choose from. Um I<00:03:07.120><c> want</c><00:03:07.440><c> too</c><00:03:07.599><c> many.</c>

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I want too many.

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I want too many. Too<00:03:08.159><c> many.</c><00:03:09.440><c> Uh</c><00:03:10.080><c> before</c><00:03:10.319><c> I</c><00:03:10.480><c> go</c><00:03:10.560><c> any</c><00:03:10.720><c> further,</c><00:03:11.040><c> I</c>

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Too many. Uh before I go any further, I

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Too many. Uh before I go any further, I do<00:03:11.280><c> want</c><00:03:11.360><c> to</c><00:03:11.519><c> say</c><00:03:11.599><c> that</c><00:03:12.000><c> for</c><00:03:12.319><c> those</c><00:03:12.480><c> who</c>

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do want to say that for those who

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do want to say that for those who haven't<00:03:13.440><c> aren't</c><00:03:13.760><c> familiar</c><00:03:14.000><c> with</c><00:03:14.159><c> IDP,</c><00:03:14.800><c> which</c>

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haven't aren't familiar with IDP, which

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haven't aren't familiar with IDP, which is<00:03:15.040><c> intelligent</c><00:03:15.599><c> document</c><00:03:16.000><c> processing,</c>

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is intelligent document processing,

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is intelligent document processing, right?

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right?

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right? We've<00:03:17.519><c> done</c><00:03:17.920><c> quite</c><00:03:18.159><c> a</c><00:03:18.319><c> few</c><00:03:19.280><c> um</c><00:03:20.400><c> podcasts</c><00:03:20.959><c> and</c>

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We've done quite a few um podcasts and

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We've done quite a few um podcasts and stuff<00:03:22.080><c> for</c><00:03:22.480><c> blogs.</c><00:03:23.120><c> Yeah.</c><00:03:23.599><c> And</c><00:03:23.760><c> and</c><00:03:24.159><c> video</c>

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stuff for blogs. Yeah. And and video

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stuff for blogs. Yeah. And and video series<00:03:24.720><c> on</c><00:03:24.959><c> capture.</c><00:03:25.680><c> You</c><00:03:25.840><c> guys</c><00:03:26.000><c> did</c><00:03:26.239><c> one</c><00:03:26.400><c> for</c>

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series on capture. You guys did one for

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series on capture. You guys did one for the<00:03:26.720><c> zoo.</c>

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the zoo.

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the zoo. We<00:03:27.680><c> did</c><00:03:27.920><c> last</c><00:03:28.319><c> time.</c>

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We did last time.

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We did last time. We<00:03:28.800><c> did.</c>

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We did.

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We did. No<00:03:29.360><c> rhinos</c><00:03:29.760><c> in</c><00:03:29.920><c> here.</c>

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No rhinos in here.

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No rhinos in here. In<00:03:30.319><c> front</c><00:03:30.400><c> of</c><00:03:30.480><c> the</c><00:03:30.640><c> rhino,</c><00:03:32.000><c> which</c>

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In front of the rhino, which

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In front of the rhino, which that<00:03:33.120><c> was</c><00:03:33.280><c> first.</c>

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that was first.

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that was first. And<00:03:34.159><c> no</c><00:03:34.400><c> monkeys,</c><00:03:35.040><c> right?</c>

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And no monkeys, right?

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And no monkeys, right? Well,<00:03:36.080><c> Colin's</c><00:03:36.480><c> not</c><00:03:36.640><c> monkeys.</c><00:03:37.200><c> Oh</c><00:03:37.360><c> no.</c>

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Well, Colin's not monkeys. Oh no.

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Well, Colin's not monkeys. Oh no. Applying<00:03:38.080><c> to</c><00:03:38.159><c> call</c><00:03:38.799><c> or</c><00:03:38.879><c> anything.</c>

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Applying to call or anything.

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Applying to call or anything. But<00:03:39.599><c> yeah,</c><00:03:39.760><c> this</c><00:03:39.920><c> is</c><00:03:40.000><c> upgrade</c><00:03:40.400><c> here.</c>

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But yeah, this is upgrade here.

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But yeah, this is upgrade here. I've<00:03:40.959><c> seen</c><00:03:41.519><c> appreciate</c><00:03:41.920><c> monkey</c><00:03:42.159><c> imitation</c>

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I've seen appreciate monkey imitation

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I've seen appreciate monkey imitation though.

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though.

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though. That's<00:03:43.120><c> true.</c><00:03:43.440><c> That's</c><00:03:43.599><c> true.</c><00:03:43.840><c> We</c><00:03:44.000><c> will</c><00:03:44.159><c> not</c><00:03:44.239><c> do</c>

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That's true. That's true. We will not do

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That's true. That's true. We will not do that<00:03:44.640><c> or</c><00:03:44.799><c> do</c><00:03:44.879><c> that</c><00:03:45.040><c> on</c><00:03:45.920><c> No,</c><00:03:46.239><c> not</c><00:03:46.400><c> at</c><00:03:46.480><c> all.</c><00:03:46.640><c> We're</c>

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that or do that on No, not at all. We're

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that or do that on No, not at all. We're not<00:03:46.879><c> doing</c><00:03:47.040><c> that</c><00:03:47.200><c> today.</c>

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not doing that today.

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not doing that today. The<00:03:48.319><c> orangut</c><00:03:49.200><c> like</c><00:03:49.360><c> to</c><00:03:49.519><c> see</c><00:03:49.680><c> it.</c>

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The orangut like to see it.

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The orangut like to see it. Yeah.<00:03:50.480><c> Um</c><00:03:51.760><c> so</c><00:03:53.200><c> we</c><00:03:53.519><c> just</c><00:03:53.680><c> want</c><00:03:53.840><c> to</c><00:03:54.319><c> bring</c><00:03:54.640><c> people</c>

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Yeah. Um so we just want to bring people

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Yeah. Um so we just want to bring people kind<00:03:55.440><c> of</c><00:03:55.519><c> at</c><00:03:55.680><c> a</c><00:03:55.920><c> foundation</c><00:03:56.319><c> to</c><00:03:56.480><c> IDP</c><00:03:57.040><c> is</c><00:03:57.200><c> really</c>

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kind of at a foundation to IDP is really

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kind of at a foundation to IDP is really document<00:03:58.239><c> processing</c><00:03:58.799><c> which</c><00:03:59.120><c> is</c><00:04:00.400><c> AI</c><00:04:00.799><c> power</c>

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document processing which is AI power

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document processing which is AI power capture.<00:04:01.599><c> Right.</c>

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capture. Right.

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capture. Right. Absolutely.

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Absolutely.

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Absolutely. And<00:04:03.040><c> a</c><00:04:03.280><c> new</c><00:04:03.439><c> iteration</c><00:04:03.840><c> of</c><00:04:04.720><c> OCR</c><00:04:05.439><c> and</c><00:04:05.760><c> machine</c>

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And a new iteration of OCR and machine

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And a new iteration of OCR and machine learning.<00:04:06.799><c> Yeah,</c>

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learning. Yeah,

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learning. Yeah, but<00:04:08.159><c> the</c><00:04:08.239><c> the</c><00:04:08.480><c> core</c><00:04:08.879><c> difference</c><00:04:09.200><c> is</c><00:04:09.439><c> around</c>

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but the the core difference is around

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but the the core difference is around the<00:04:09.840><c> unstructured</c><00:04:10.480><c> data.</c><00:04:10.799><c> So,</c><00:04:11.040><c> let's</c><00:04:11.280><c> list</c>

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the unstructured data. So, let's list

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the unstructured data. So, let's list some<00:04:11.599><c> of</c><00:04:11.760><c> those.</c><00:04:12.080><c> What</c><00:04:12.319><c> are</c><00:04:12.400><c> some</c>

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some of those. What are some

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some of those. What are some unstructured<00:04:13.519><c> pieces</c><00:04:13.840><c> of</c><00:04:14.080><c> content?</c>

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unstructured pieces of content?

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unstructured pieces of content? Sure.<00:04:15.040><c> You</c><00:04:15.280><c> got,</c><00:04:15.519><c> you</c><00:04:15.680><c> know,</c><00:04:15.760><c> everything</c>

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Sure. You got, you know, everything

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Sure. You got, you know, everything from,<00:04:16.560><c> you</c><00:04:16.720><c> know,</c><00:04:16.959><c> scanned</c><00:04:17.280><c> in</c><00:04:17.519><c> documents,</c>

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from, you know, scanned in documents,

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from, you know, scanned in documents, which<00:04:18.239><c> was</c><00:04:18.479><c> historically</c><00:04:19.120><c> how</c><00:04:19.359><c> that</c><00:04:19.680><c> capture</c>

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which was historically how that capture

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which was historically how that capture industry<00:04:21.040><c> got</c><00:04:21.280><c> started.</c><00:04:22.240><c> Today,</c><00:04:22.639><c> though,</c><00:04:23.120><c> I</c>

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industry got started. Today, though, I

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industry got started. Today, though, I think,<00:04:23.600><c> you</c><00:04:23.680><c> know,</c><00:04:23.840><c> maybe</c><00:04:24.160><c> one</c><00:04:24.400><c> thing</c><00:04:24.479><c> that's</c>

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think, you know, maybe one thing that's

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think, you know, maybe one thing that's misunderstood<00:04:25.520><c> is</c><00:04:25.840><c> that</c><00:04:26.720><c> most</c><00:04:27.120><c> of</c><00:04:27.440><c> the</c>

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misunderstood is that most of the

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misunderstood is that most of the documents<00:04:28.800><c> that</c><00:04:29.040><c> we</c><00:04:29.199><c> talk</c><00:04:29.280><c> about</c><00:04:29.520><c> in</c><00:04:29.600><c> the</c>

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documents that we talk about in the

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documents that we talk about in the intelligent<00:04:30.400><c> document</c><00:04:30.800><c> processing</c><00:04:31.199><c> world</c>

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intelligent document processing world

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intelligent document processing world actually<00:04:32.080><c> start</c><00:04:32.639><c> digitally.</c><00:04:33.440><c> It's</c><00:04:34.080><c> PDFs,</c>

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actually start digitally. It's PDFs,

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actually start digitally. It's PDFs, it's<00:04:35.520><c> emails,</c><00:04:36.320><c> it's</c><00:04:37.120><c> office</c><00:04:37.680><c> documents,</c><00:04:38.479><c> it's</c>

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it's emails, it's office documents, it's

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it's emails, it's office documents, it's you<00:04:39.040><c> know</c><00:04:39.360><c> all</c><00:04:39.600><c> kinds</c><00:04:40.080><c> of</c><00:04:41.520><c> you</c><00:04:41.680><c> know</c><00:04:41.840><c> you've</c>

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you know all kinds of you know you've

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you know all kinds of you know you've you<00:04:42.720><c> know</c><00:04:42.880><c> you're</c><00:04:43.120><c> starting</c><00:04:43.440><c> to</c><00:04:43.600><c> see</c><00:04:43.840><c> people</c>

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you know you're starting to see people

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you know you're starting to see people you<00:04:44.560><c> know</c><00:04:44.720><c> use</c><00:04:45.040><c> AI</c><00:04:45.440><c> to</c><00:04:45.680><c> get</c><00:04:45.840><c> information</c><00:04:46.320><c> from</c>

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you know use AI to get information from

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you know use AI to get information from pictures

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pictures

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pictures and<00:04:47.520><c> videos.</c><00:04:48.960><c> Exactly.</c><00:04:49.520><c> So</c>

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and videos. Exactly. So

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and videos. Exactly. So and<00:04:50.320><c> and</c><00:04:50.639><c> the</c><00:04:50.800><c> interesting</c><00:04:51.120><c> thing</c><00:04:51.199><c> is</c><00:04:51.440><c> I</c><00:04:51.600><c> want</c>

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and and the interesting thing is I want

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and and the interesting thing is I want to<00:04:51.759><c> go</c><00:04:51.919><c> back</c><00:04:52.000><c> to</c><00:04:52.240><c> the</c><00:04:52.400><c> stat</c><00:04:52.639><c> that</c><00:04:52.880><c> you</c><00:04:53.040><c> shared</c>

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to go back to the stat that you shared

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to go back to the stat that you shared earlier.<00:04:54.000><c> 80%</c><00:04:54.800><c> of</c><00:04:55.040><c> the</c><00:04:55.360><c> information</c><00:04:56.080><c> in</c><00:04:56.320><c> an</c>

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earlier. 80% of the information in an

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earlier. 80% of the information in an organization<00:04:57.040><c> is</c><00:04:57.199><c> unstructured</c>

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organization is unstructured

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organization is unstructured but<00:04:58.960><c> the</c><00:04:59.280><c> statistics</c><00:04:59.919><c> say</c><00:05:00.240><c> that</c><00:05:01.120><c> the</c>

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but the statistics say that the

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but the statistics say that the corporate<00:05:02.080><c> spend</c>

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corporate spend

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corporate spend uh<00:05:04.160><c> is</c><00:05:05.040><c> 60%</c><00:05:05.840><c> on</c><00:05:06.080><c> the</c><00:05:06.320><c> structured</c><00:05:06.720><c> data.</c><00:05:07.360><c> So</c>

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uh is 60% on the structured data. So

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uh is 60% on the structured data. So people<00:05:07.919><c> are</c><00:05:08.080><c> spending</c><00:05:08.400><c> the</c><00:05:08.639><c> preponderance</c><00:05:09.199><c> of</c>

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people are spending the preponderance of

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people are spending the preponderance of their<00:05:09.520><c> dollars</c><00:05:09.840><c> on</c><00:05:10.000><c> structured</c><00:05:10.400><c> data</c><00:05:11.280><c> on</c><00:05:11.360><c> the</c>

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their dollars on structured data on the

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their dollars on structured data on the 20%.

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20%.

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20%. That's<00:05:12.320><c> exactly</c><00:05:12.720><c> correct.</c><00:05:13.280><c> And</c><00:05:13.840><c> now</c><00:05:14.320><c> I</c><00:05:14.639><c> think</c>

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That's exactly correct. And now I think

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That's exactly correct. And now I think that<00:05:15.120><c> you</c><00:05:15.280><c> know</c><00:05:15.360><c> to</c><00:05:15.600><c> the</c><00:05:15.759><c> points</c><00:05:16.000><c> that</c><00:05:16.160><c> we're</c>

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that you know to the points that we're

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that you know to the points that we're going<00:05:16.479><c> to</c><00:05:16.720><c> talk</c><00:05:16.880><c> about</c><00:05:17.680><c> there</c><00:05:17.840><c> is</c><00:05:18.000><c> some</c>

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going to talk about there is some

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going to talk about there is some defensibility<00:05:18.880><c> in</c><00:05:19.199><c> that</c><00:05:19.759><c> because</c><00:05:20.880><c> until</c>

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defensibility in that because until

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defensibility in that because until recently<00:05:22.479><c> in</c><00:05:22.800><c> recent</c><00:05:23.039><c> innovations</c><00:05:23.600><c> in</c><00:05:23.840><c> IDP</c>

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recently in recent innovations in IDP

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recently in recent innovations in IDP it<00:05:26.000><c> was</c><00:05:26.320><c> really</c><00:05:26.800><c> difficult</c><00:05:27.600><c> to</c><00:05:27.840><c> make</c><00:05:28.080><c> sense</c><00:05:28.479><c> of</c>

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it was really difficult to make sense of

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it was really difficult to make sense of that<00:05:29.440><c> unstructured</c><00:05:30.400><c> 80%.</c>

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that unstructured 80%.

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that unstructured 80%. Right.

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Right.

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Right. That<00:05:32.160><c> has</c><00:05:32.400><c> changed</c><00:05:33.039><c> dramatically</c><00:05:33.840><c> which</c>

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That has changed dramatically which

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That has changed dramatically which obviously<00:05:34.400><c> we're</c><00:05:34.639><c> going</c><00:05:34.639><c> to</c><00:05:34.720><c> get.</c>

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obviously we're going to get.

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obviously we're going to get. Yeah.<00:05:35.520><c> and</c><00:05:35.600><c> the</c><00:05:35.840><c> speed</c><00:05:36.080><c> and</c><00:05:36.320><c> accuracy</c><00:05:36.800><c> on</c><00:05:37.039><c> that</c>

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Yeah. and the speed and accuracy on that

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Yeah. and the speed and accuracy on that and<00:05:37.759><c> prior</c><00:05:37.919><c> to</c><00:05:38.080><c> that</c><00:05:38.320><c> you</c><00:05:38.560><c> had</c><00:05:38.800><c> structured</c>

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and prior to that you had structured

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and prior to that you had structured data<00:05:39.520><c> for</c><00:05:39.759><c> those</c><00:05:39.919><c> that</c><00:05:40.080><c> don't</c><00:05:40.320><c> know</c><00:05:40.400><c> what</c><00:05:40.560><c> that</c>

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data for those that don't know what that

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data for those that don't know what that is<00:05:40.960><c> might</c><00:05:41.120><c> be</c><00:05:41.360><c> like</c><00:05:41.520><c> a</c><00:05:41.600><c> tax</c><00:05:41.840><c> one</c><00:05:42.000><c> would</c><00:05:42.160><c> be</c><00:05:42.320><c> an</c>

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is might be like a tax one would be an

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is might be like a tax one would be an example<00:05:42.720><c> of</c><00:05:42.880><c> that</c><00:05:43.120><c> right</c>

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example of that right

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example of that right sure<00:05:43.680><c> well</c><00:05:44.000><c> even</c><00:05:44.320><c> you</c><00:05:44.479><c> know</c><00:05:44.720><c> that</c><00:05:44.800><c> that</c><00:05:45.120><c> 60%</c><00:05:45.680><c> is</c>

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sure well even you know that that 60% is

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sure well even you know that that 60% is really<00:05:46.240><c> spent</c><00:05:46.560><c> on</c><00:05:46.800><c> discrete</c><00:05:47.280><c> data</c><00:05:47.600><c> so</c><00:05:47.919><c> things</c>

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really spent on discrete data so things

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really spent on discrete data so things that<00:05:48.720><c> are</c><00:05:48.880><c> in</c><00:05:49.120><c> your</c><00:05:49.280><c> ERP</c><00:05:49.840><c> system</c><00:05:50.160><c> or</c><00:05:50.400><c> in</c><00:05:50.560><c> your</c>

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that are in your ERP system or in your

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that are in your ERP system or in your you<00:05:50.960><c> know</c><00:05:51.120><c> HRMS</c><00:05:51.840><c> system</c><00:05:52.240><c> you</c><00:05:52.400><c> know</c><00:05:52.560><c> things</c>

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you know HRMS system you know things

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you know HRMS system you know things that<00:05:52.960><c> are</c><00:05:53.120><c> starting</c><00:05:53.520><c> out</c><00:05:54.080><c> as</c><00:05:54.479><c> you</c><00:05:54.639><c> know</c><00:05:54.960><c> data</c>

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that are starting out as you know data

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that are starting out as you know data in<00:05:55.919><c> your</c><00:05:56.160><c> databases</c><00:05:56.960><c> uh</c><00:05:57.360><c> etc</c><00:05:57.840><c> and</c><00:05:58.080><c> and</c><00:05:58.560><c> really</c>

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in your databases uh etc and and really

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in your databases uh etc and and really you<00:05:59.199><c> know</c><00:05:59.440><c> even</c><00:05:59.759><c> the</c><00:06:00.320><c> uh</c><00:06:00.479><c> example</c><00:06:00.880><c> you</c><00:06:01.199><c> used</c>

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you know even the uh example you used

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you know even the uh example you used would<00:06:02.000><c> fall</c><00:06:02.240><c> into</c><00:06:02.479><c> the</c><00:06:02.639><c> unstructured</c>

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would fall into the unstructured

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would fall into the unstructured definition<00:06:04.240><c> and</c><00:06:04.479><c> so</c><00:06:05.199><c> So,</c><00:06:05.440><c> you</c><00:06:05.600><c> know,</c><00:06:05.759><c> this</c><00:06:06.400><c> um</c>

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definition and so So, you know, this um

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definition and so So, you know, this um this<00:06:07.120><c> spend,</c><00:06:07.919><c> you</c><00:06:08.080><c> know,</c><00:06:08.240><c> we've</c><00:06:08.560><c> seen</c><00:06:08.800><c> in</c><00:06:08.960><c> in</c>

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this spend, you know, we've seen in in

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this spend, you know, we've seen in in recent<00:06:09.759><c> years</c><00:06:10.560><c> people</c><00:06:10.880><c> starting</c><00:06:11.120><c> to</c><00:06:11.280><c> look</c><00:06:11.440><c> at,</c>

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recent years people starting to look at,

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recent years people starting to look at, okay,<00:06:12.000><c> I've</c><00:06:12.240><c> got</c><00:06:12.319><c> all</c><00:06:12.479><c> this</c><00:06:12.720><c> stratified</c>

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okay, I've got all this stratified

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okay, I've got all this stratified structured<00:06:13.840><c> data</c><00:06:14.479><c> in</c><00:06:14.800><c> my,</c><00:06:15.199><c> you</c><00:06:15.280><c> know,</c><00:06:15.440><c> ERP</c><00:06:16.160><c> and</c>

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structured data in my, you know, ERP and

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structured data in my, you know, ERP and my<00:06:16.479><c> CRM</c><00:06:17.120><c> and</c><00:06:17.280><c> my</c><00:06:17.520><c> well,</c><00:06:17.680><c> how</c><00:06:17.840><c> do</c><00:06:17.919><c> I</c><00:06:18.000><c> look</c><00:06:18.160><c> at</c><00:06:18.319><c> the</c>

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my CRM and my well, how do I look at the

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my CRM and my well, how do I look at the customer<00:06:18.800><c> through</c><00:06:19.120><c> one</c><00:06:19.440><c> lens?</c><00:06:19.840><c> And</c><00:06:20.000><c> so,</c>

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customer through one lens? And so,

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customer through one lens? And so, you've<00:06:20.479><c> seen</c><00:06:21.199><c> the</c><00:06:21.840><c> um</c><00:06:22.080><c> you</c><00:06:22.240><c> know,</c><00:06:22.479><c> growth</c><00:06:22.800><c> and</c>

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you've seen the um you know, growth and

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you've seen the um you know, growth and proliferation<00:06:23.759><c> of</c><00:06:24.319><c> the</c><00:06:24.639><c> big</c><00:06:25.280><c> uh</c><00:06:25.440><c> data</c>

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proliferation of the big uh data

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proliferation of the big uh data warehouses,<00:06:26.400><c> the</c><00:06:26.560><c> the</c><00:06:26.800><c> data</c><00:06:27.120><c> links,</c><00:06:27.440><c> the</c>

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warehouses, the the data links, the

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warehouses, the the data links, the snowflakes,<00:06:28.080><c> the</c><00:06:28.240><c> data</c><00:06:28.479><c> bricks,</c><00:06:28.800><c> the</c><00:06:28.960><c> the</c>

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snowflakes, the data bricks, the the

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snowflakes, the data bricks, the the Microsoft<00:06:29.840><c> fabrics</c><00:06:30.800><c> that,</c><00:06:31.120><c> you</c><00:06:31.280><c> know,</c><00:06:31.440><c> all</c><00:06:31.600><c> of</c>

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Microsoft fabrics that, you know, all of

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Microsoft fabrics that, you know, all of this<00:06:32.080><c> discrete</c><00:06:32.560><c> data.</c><00:06:33.120><c> And</c><00:06:33.440><c> then</c><00:06:33.680><c> now</c><00:06:33.919><c> the</c>

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this discrete data. And then now the

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this discrete data. And then now the question<00:06:34.400><c> is</c><00:06:34.720><c> okay</c><00:06:35.280><c> I</c><00:06:35.520><c> want</c><00:06:35.680><c> that</c><00:06:35.919><c> view</c><00:06:36.080><c> of</c><00:06:36.240><c> a</c>

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question is okay I want that view of a

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question is okay I want that view of a customer<00:06:36.960><c> for</c><00:06:37.039><c> example</c><00:06:37.919><c> I've</c><00:06:38.160><c> got</c><00:06:38.319><c> all</c><00:06:38.560><c> the</c>

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customer for example I've got all the

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customer for example I've got all the discrete<00:06:39.120><c> data</c><00:06:39.520><c> but</c><00:06:40.000><c> how</c><00:06:40.240><c> much</c><00:06:40.479><c> data</c><00:06:40.800><c> do</c><00:06:41.039><c> I</c>

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discrete data but how much data do I

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discrete data but how much data do I additionally<00:06:41.759><c> have</c><00:06:42.560><c> that</c><00:06:42.960><c> is</c><00:06:43.199><c> in</c><00:06:43.520><c> this</c>

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additionally have that is in this

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additionally have that is in this unstructured<00:06:44.880><c> area</c><00:06:45.520><c> and</c><00:06:45.840><c> how</c><00:06:46.080><c> do</c><00:06:46.240><c> we</c><00:06:46.479><c> round</c>

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unstructured area and how do we round

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unstructured area and how do we round out<00:06:47.360><c> a</c><00:06:47.680><c> single</c><00:06:47.919><c> pane</c><00:06:48.160><c> of</c><00:06:48.319><c> glass</c><00:06:48.720><c> into</c><00:06:49.039><c> what</c>

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out a single pane of glass into what

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out a single pane of glass into what this<00:06:49.520><c> customer</c><00:06:49.919><c> looks</c><00:06:50.160><c> like</c><00:06:50.720><c> and</c><00:06:51.440><c> IDP</c><00:06:52.400><c> I've</c>

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this customer looks like and IDP I've

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this customer looks like and IDP I've been<00:06:52.880><c> referring</c><00:06:53.120><c> to</c><00:06:53.280><c> as</c><00:06:53.520><c> a</c><00:06:53.680><c> kind</c><00:06:53.759><c> of</c><00:06:53.840><c> a</c>

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been referring to as a kind of a

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been referring to as a kind of a keystone<00:06:54.560><c> technology</c><00:06:55.440><c> to</c><00:06:55.840><c> harvest</c><00:06:56.240><c> that</c>

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keystone technology to harvest that

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keystone technology to harvest that unstructured<00:06:57.120><c> information</c>

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unstructured information

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unstructured information and<00:06:58.400><c> most</c><00:06:58.720><c> people</c><00:06:59.280><c> unfortunately</c><00:07:00.000><c> we</c><00:07:00.240><c> run</c>

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and most people unfortunately we run

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and most people unfortunately we run into<00:07:01.520><c> I</c><00:07:01.680><c> need</c><00:07:01.759><c> to</c><00:07:01.840><c> give</c><00:07:01.919><c> me</c><00:07:02.160><c> some</c><00:07:02.319><c> of</c><00:07:02.400><c> AI</c>

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into I need to give me some of AI

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into I need to give me some of AI Everybody's<00:07:03.360><c> got</c><00:07:03.520><c> it.</c><00:07:03.680><c> We</c><00:07:03.840><c> we</c><00:07:04.000><c> joke</c><00:07:04.240><c> about</c>

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Everybody's got it. We we joke about

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Everybody's got it. We we joke about that<00:07:04.479><c> a</c><00:07:04.639><c> lot.</c><00:07:04.800><c> Everybody's</c><00:07:05.199><c> like,</c><00:07:05.440><c> I</c><00:07:05.599><c> need</c>

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that a lot. Everybody's like, I need

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that a lot. Everybody's like, I need some<00:07:06.000><c> AI.</c><00:07:06.800><c> Uh</c><00:07:07.039><c> and</c><00:07:07.680><c> the</c><00:07:08.000><c> first</c><00:07:08.560><c> line</c><00:07:08.800><c> of</c>

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some AI. Uh and the first line of

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some AI. Uh and the first line of thought<00:07:09.280><c> is</c><00:07:09.520><c> generative,</c>

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thought is generative,

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thought is generative, the<00:07:10.720><c> true</c><00:07:10.960><c> generative</c><00:07:11.360><c> AI,</c><00:07:11.599><c> whether</c><00:07:11.840><c> it's</c>

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the true generative AI, whether it's

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the true generative AI, whether it's your<00:07:12.160><c> chaps</c><00:07:12.560><c> or</c><00:07:12.800><c> your</c><00:07:13.280><c> you</c><00:07:13.840><c> flexities</c><00:07:14.479><c> or</c>

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your chaps or your you flexities or

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your chaps or your you flexities or somehow<00:07:15.120><c> integrating</c><00:07:15.919><c> getting</c><00:07:16.240><c> buy</c><00:07:16.479><c> in</c>

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somehow integrating getting buy in

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somehow integrating getting buy in through<00:07:17.440><c> you</c><00:07:17.599><c> know</c><00:07:17.759><c> co-pilot</c><00:07:18.240><c> in</c><00:07:18.479><c> Microsoft</c>

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through you know co-pilot in Microsoft

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through you know co-pilot in Microsoft etc.

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etc.

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etc. That's<00:07:20.479><c> often</c><00:07:20.880><c> times</c><00:07:21.120><c> not</c><00:07:21.280><c> where</c><00:07:21.440><c> you're</c>

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That's often times not where you're

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That's often times not where you're going<00:07:21.759><c> to</c><00:07:21.840><c> find</c><00:07:22.800><c> your</c><00:07:23.280><c> return</c><00:07:24.080><c> investment.</c>

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going to find your return investment.

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going to find your return investment. And<00:07:24.880><c> so</c>

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And so

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And so there's<00:07:26.400><c> around</c><00:07:26.639><c> I</c><00:07:26.880><c> think</c><00:07:26.960><c> the</c><00:07:27.120><c> stat</c><00:07:27.360><c> is</c><00:07:27.520><c> 66%</c>

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there's around I think the stat is 66%

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there's around I think the stat is 66% of<00:07:29.120><c> organizations</c><00:07:29.680><c> who</c><00:07:29.919><c> have</c><00:07:30.160><c> implemented</c>

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of organizations who have implemented

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of organizations who have implemented IDP<00:07:31.280><c> have</c><00:07:31.599><c> failed.</c><00:07:32.080><c> that</c><00:07:32.319><c> like</c><00:07:32.639><c> two</c><00:07:32.800><c> out</c><00:07:32.960><c> of</c>

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IDP have failed. that like two out of

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IDP have failed. that like two out of three<00:07:33.440><c> are</c><00:07:33.599><c> failing,</c>

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three are failing,

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three are failing, right?

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right?

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right? And<00:07:34.800><c> so</c><00:07:35.360><c> why</c><00:07:35.599><c> is</c><00:07:35.759><c> that?</c><00:07:36.080><c> Well,</c><00:07:36.639><c> I</c><00:07:36.880><c> we</c><00:07:37.039><c> think</c>

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And so why is that? Well, I we think

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And so why is that? Well, I we think there's<00:07:37.440><c> two</c><00:07:37.599><c> reasons,</c><00:07:37.919><c> right?</c><00:07:38.319><c> One</c><00:07:38.479><c> is</c>

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there's two reasons, right? One is

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there's two reasons, right? One is typically<00:07:39.520><c> around</c><00:07:40.000><c> you</c><00:07:40.240><c> chose</c><00:07:40.479><c> the</c><00:07:40.720><c> wrong</c>

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typically around you chose the wrong

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typically around you chose the wrong document<00:07:41.440><c> or</c><00:07:41.680><c> wrong</c><00:07:42.080><c> problem</c><00:07:42.400><c> to</c><00:07:42.639><c> solve,</c>

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document or wrong problem to solve,

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document or wrong problem to solve, right?

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right?

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right? And<00:07:43.440><c> then</c><00:07:43.599><c> you</c><00:07:43.759><c> chose</c><00:07:44.000><c> the</c><00:07:44.240><c> wrong</c><00:07:44.479><c> vendor</c><00:07:45.360><c> and</c>

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And then you chose the wrong vendor and

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And then you chose the wrong vendor and that's<00:07:45.599><c> what</c><00:07:45.759><c> we</c><00:07:45.840><c> want</c><00:07:45.919><c> to</c><00:07:46.000><c> talk</c><00:07:46.160><c> about</c><00:07:46.400><c> today.</c>

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that's what we want to talk about today.

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that's what we want to talk about today. So<00:07:47.840><c> let's</c><00:07:48.080><c> let's</c><00:07:48.400><c> start</c><00:07:48.639><c> with</c><00:07:49.120><c> like</c><00:07:49.599><c> where</c><00:07:49.919><c> are</c>

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So let's let's start with like where are

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So let's let's start with like where are the<00:07:50.720><c> where</c><00:07:50.960><c> is</c><00:07:51.120><c> that</c><00:07:51.440><c> happening?</c><00:07:51.840><c> Where</c><00:07:52.080><c> are</c>

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the where is that happening? Where are

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the where is that happening? Where are people<00:07:52.560><c> tripping</c><00:07:53.039><c> up?</c><00:07:53.360><c> I</c><00:07:53.520><c> mean,</c><00:07:53.680><c> we've</c><00:07:54.400><c> uh</c><00:07:54.879><c> you</c>

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people tripping up? I mean, we've uh you

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people tripping up? I mean, we've uh you and<00:07:55.280><c> I</c><00:07:56.000><c> bemoaned</c><00:07:56.560><c> the</c><00:07:56.800><c> fact</c><00:07:56.960><c> of</c><00:07:57.199><c> good</c>

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and I bemoaned the fact of good

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and I bemoaned the fact of good marketers<00:07:58.000><c> and</c><00:07:58.160><c> sales</c><00:07:58.560><c> coming</c><00:07:58.800><c> in</c><00:07:58.960><c> with</c><00:07:59.120><c> these</c>

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marketers and sales coming in with these

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marketers and sales coming in with these awesome<00:08:00.319><c> demos</c><00:08:00.960><c> and</c><00:08:01.440><c> really</c><00:08:01.840><c> fancy</c><00:08:02.319><c> slide</c>

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awesome demos and really fancy slide

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awesome demos and really fancy slide decks.

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decks.

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decks. Yeah,<00:08:03.440><c> it's</c><00:08:03.680><c> it's</c><00:08:04.000><c> really</c><00:08:04.240><c> true.</c><00:08:04.479><c> I</c><00:08:04.639><c> mean,</c><00:08:04.879><c> you</c>

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Yeah, it's it's really true. I mean, you

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Yeah, it's it's really true. I mean, you know,<00:08:05.360><c> I</c><00:08:05.520><c> mean,</c><00:08:05.599><c> we</c><00:08:05.840><c> we</c><00:08:06.240><c> joke</c><00:08:06.479><c> about</c><00:08:06.639><c> it.</c><00:08:06.879><c> You</c>

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know, I mean, we we joke about it. You

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know, I mean, we we joke about it. You know,<00:08:07.039><c> I</c><00:08:07.280><c> spent</c><00:08:07.440><c> a</c><00:08:07.520><c> long</c><00:08:07.680><c> time</c><00:08:07.840><c> in</c><00:08:08.000><c> my</c><00:08:08.160><c> career</c>

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know, I spent a long time in my career

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know, I spent a long time in my career in<00:08:08.639><c> sales,</c><00:08:08.960><c> you've</c><00:08:09.120><c> been</c><00:08:09.199><c> in</c><00:08:09.440><c> marketing.</c><00:08:10.400><c> Um,</c>

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in sales, you've been in marketing. Um,

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in sales, you've been in marketing. Um, you<00:08:11.440><c> know,</c><00:08:11.759><c> I've</c><00:08:12.000><c> been</c><00:08:12.240><c> joking</c><00:08:12.800><c> that</c><00:08:13.360><c> uh</c><00:08:13.520><c> you</c>

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you know, I've been joking that uh you

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you know, I've been joking that uh you know,<00:08:13.759><c> the</c><00:08:14.000><c> demos</c><00:08:14.319><c> these</c><00:08:14.639><c> days</c><00:08:14.800><c> that</c><00:08:15.120><c> are</c>

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know, the demos these days that are

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know, the demos these days that are being<00:08:15.599><c> given</c><00:08:15.840><c> out</c><00:08:16.080><c> there</c><00:08:16.240><c> is</c><00:08:16.720><c> starts</c><00:08:17.039><c> with,</c>

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being given out there is starts with,

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being given out there is starts with, you<00:08:17.440><c> know,</c><00:08:17.599><c> something</c><00:08:17.840><c> along</c><00:08:18.080><c> the</c><00:08:18.240><c> lines</c><00:08:18.479><c> of</c>

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you know, something along the lines of

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you know, something along the lines of you<00:08:18.879><c> can't</c><00:08:19.039><c> spell</c><00:08:19.360><c> magic</c><00:08:19.680><c> without</c><00:08:20.080><c> AI.</c><00:08:20.560><c> Right.</c>

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you can't spell magic without AI. Right.

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you can't spell magic without AI. Right. Right.<00:08:21.520><c> And</c><00:08:22.160><c> you</c><00:08:22.400><c> know</c><00:08:22.560><c> the</c><00:08:22.879><c> reality</c><00:08:23.280><c> is</c><00:08:24.000><c> that</c>

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Right. And you know the reality is that

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Right. And you know the reality is that um<00:08:25.280><c> well</c><00:08:25.599><c> first</c><00:08:25.759><c> of</c><00:08:25.919><c> all</c><00:08:26.240><c> if</c><00:08:26.479><c> you</c><00:08:26.639><c> see</c><00:08:26.720><c> a</c><00:08:26.960><c> bad</c>

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um well first of all if you see a bad

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um well first of all if you see a bad demo<00:08:27.919><c> that</c><00:08:28.160><c> saleserson</c><00:08:29.199><c> should</c><00:08:30.000><c> should</c><00:08:30.240><c> not</c>

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demo that saleserson should should not

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demo that saleserson should should not be<00:08:30.879><c> should</c><00:08:31.120><c> find</c><00:08:31.280><c> another</c><00:08:31.520><c> line</c><00:08:31.680><c> of</c><00:08:31.840><c> work.</c>

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be should find another line of work.

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be should find another line of work. That's<00:08:32.080><c> an</c><00:08:32.240><c> easy</c><00:08:32.399><c> decision.</c><00:08:32.800><c> Um</c><00:08:33.839><c> but</c><00:08:34.399><c> you</c><00:08:34.479><c> know</c>

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That's an easy decision. Um but you know

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That's an easy decision. Um but you know what's<00:08:34.880><c> happened</c><00:08:35.120><c> in</c><00:08:35.279><c> the</c><00:08:35.440><c> IDP</c><00:08:36.000><c> world</c><00:08:36.560><c> is</c><00:08:37.200><c> it</c>

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what's happened in the IDP world is it

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what's happened in the IDP world is it has<00:08:37.839><c> unlocked</c>

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has unlocked

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has unlocked you<00:08:39.519><c> know</c><00:08:39.760><c> I've</c><00:08:40.000><c> heard</c><00:08:40.159><c> it</c><00:08:40.399><c> sort</c><00:08:40.640><c> of</c><00:08:40.880><c> you</c><00:08:41.039><c> know</c>

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you know I've heard it sort of you know

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you know I've heard it sort of you know hyperbolically<00:08:42.959><c> referred</c><00:08:43.279><c> to</c><00:08:43.440><c> as</c><00:08:43.599><c> the</c><00:08:43.760><c> holy</c>

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hyperbolically referred to as the holy

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hyperbolically referred to as the holy grail

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grail

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grail because

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because

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because capture<00:08:50.160><c> in</c><00:08:50.399><c> the</c><00:08:50.640><c> past</c><00:08:51.279><c> now</c><00:08:51.760><c> you</c><00:08:51.920><c> know</c><00:08:52.160><c> this</c>

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capture in the past now you know this

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capture in the past now you know this IDP<00:08:53.200><c> moniker</c>

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IDP moniker

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IDP moniker was<00:08:56.000><c> somewhat</c><00:08:56.399><c> narrow</c><00:08:56.959><c> in</c><00:08:57.200><c> terms</c><00:08:57.440><c> of</c><00:08:57.600><c> what</c><00:08:57.760><c> the</c>

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was somewhat narrow in terms of what the

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was somewhat narrow in terms of what the real<00:08:58.240><c> capabilities</c><00:08:58.880><c> were.</c><00:08:59.360><c> It</c><00:08:59.600><c> was</c><00:09:00.080><c> great</c><00:09:00.640><c> at</c>

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real capabilities were. It was great at

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real capabilities were. It was great at a<00:09:01.120><c> voice</c><00:09:01.360><c> processing.</c><00:09:02.080><c> It</c><00:09:02.399><c> was</c><00:09:03.120><c> great</c><00:09:03.440><c> at</c>

00:09:03.750 → 00:09:03.760

a voice processing. It was great at

00:09:03.760 → 00:09:05.670

a voice processing. It was great at things<00:09:04.000><c> like</c><00:09:04.320><c> transcript</c><00:09:04.959><c> processing</c><00:09:05.440><c> in</c>

00:09:05.670 → 00:09:05.680

things like transcript processing in

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things like transcript processing in higher<00:09:05.920><c> ed.</c><00:09:06.320><c> It</c><00:09:06.560><c> was</c><00:09:06.720><c> great</c><00:09:07.360><c> at</c><00:09:07.600><c> these</c><00:09:07.920><c> kind</c>

00:09:08.150 → 00:09:08.160

higher ed. It was great at these kind

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higher ed. It was great at these kind of,<00:09:08.800><c> you</c><00:09:08.959><c> know,</c><00:09:09.200><c> key</c><00:09:09.920><c> repeatable</c><00:09:10.560><c> solutions</c>

00:09:11.030 → 00:09:11.040

of, you know, key repeatable solutions

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of, you know, key repeatable solutions that<00:09:11.200><c> you</c><00:09:11.360><c> would</c><00:09:11.519><c> find,</c><00:09:12.080><c> you</c><00:09:12.160><c> know,</c><00:09:12.320><c> from</c>

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that you would find, you know, from

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that you would find, you know, from place<00:09:12.800><c> to</c><00:09:13.040><c> place.</c><00:09:13.279><c> What</c><00:09:13.519><c> it</c><00:09:13.760><c> did</c><00:09:14.000><c> not</c>

00:09:14.470 → 00:09:14.480

place to place. What it did not

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place to place. What it did not necessarily<00:09:15.279><c> handle</c><00:09:15.680><c> well</c><00:09:16.560><c> was</c><00:09:17.279><c> the</c><00:09:17.519><c> stuff</c>

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necessarily handle well was the stuff

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necessarily handle well was the stuff that<00:09:18.160><c> it</c><00:09:18.480><c> hadn't</c><00:09:18.880><c> seen</c><00:09:19.120><c> before</c><00:09:20.160><c> that</c><00:09:21.040><c> didn't</c>

00:09:21.350 → 00:09:21.360

that it hadn't seen before that didn't

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that it hadn't seen before that didn't have<00:09:21.600><c> enough</c><00:09:22.320><c> volume</c><00:09:23.360><c> from</c><00:09:23.680><c> a</c><00:09:23.920><c> monthly</c><00:09:24.320><c> basis</c>

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have enough volume from a monthly basis

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have enough volume from a monthly basis to<00:09:25.040><c> justify</c><00:09:25.519><c> the</c><00:09:25.920><c> spend</c><00:09:26.320><c> on</c><00:09:26.640><c> a</c><00:09:26.800><c> solution</c><00:09:27.200><c> like</c>

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to justify the spend on a solution like

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to justify the spend on a solution like that.<00:09:28.560><c> and</c><00:09:29.200><c> it</c><00:09:29.600><c> just</c><00:09:30.080><c> was</c><00:09:30.399><c> very</c><00:09:30.800><c> difficult</c><00:09:31.279><c> for</c>

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that. and it just was very difficult for

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that. and it just was very difficult for core<00:09:32.080><c> capture</c>

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core capture

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core capture uh<00:09:34.080><c> products</c><00:09:34.560><c> to</c><00:09:34.880><c> to</c><00:09:36.080><c> be</c><00:09:36.240><c> able</c><00:09:36.399><c> to</c><00:09:36.560><c> work</c><00:09:36.720><c> with.</c>

00:09:38.630 → 00:09:38.640

uh products to to be able to work with.

00:09:38.640 → 00:09:40.630

uh products to to be able to work with. What's<00:09:39.120><c> you</c><00:09:39.200><c> know</c><00:09:39.440><c> happened</c><00:09:39.760><c> now</c><00:09:40.000><c> is</c><00:09:40.399><c> you</c><00:09:40.480><c> know</c>

00:09:40.630 → 00:09:40.640

What's you know happened now is you know

00:09:40.640 → 00:09:44.310

What's you know happened now is you know IDP's<00:09:41.360><c> advanced</c><00:09:42.080><c> to</c><00:09:42.399><c> where</c><00:09:43.200><c> the</c><00:09:43.440><c> capabilities</c>

00:09:44.310 → 00:09:44.320

IDP's advanced to where the capabilities

00:09:44.320 → 00:09:46.710

IDP's advanced to where the capabilities are<00:09:44.800><c> so</c><00:09:45.120><c> good</c><00:09:45.360><c> that</c><00:09:45.680><c> you</c><00:09:45.839><c> can</c><00:09:46.000><c> literally</c><00:09:46.399><c> hand</c>

00:09:46.710 → 00:09:46.720

are so good that you can literally hand

00:09:46.720 → 00:09:49.269

are so good that you can literally hand it<00:09:47.120><c> things</c><00:09:47.360><c> it's</c><00:09:47.680><c> never</c><00:09:47.920><c> seen</c><00:09:48.240><c> before</c>

00:09:49.269 → 00:09:49.279

it things it's never seen before

00:09:49.279 → 00:09:52.310

it things it's never seen before and<00:09:49.440><c> it'll</c><00:09:49.839><c> go</c><00:09:50.800><c> that's</c><00:09:51.040><c> a</c><00:09:51.200><c> tax</c><00:09:51.519><c> document</c><00:09:52.000><c> or</c>

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and it'll go that's a tax document or

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and it'll go that's a tax document or that's<00:09:52.640><c> an</c><00:09:52.880><c> application</c><00:09:53.600><c> or</c>

00:09:54.949 → 00:09:54.959

that's an application or

00:09:54.959 → 00:09:59.350

that's an application or and<00:09:55.279><c> that</c><00:09:55.680><c> is</c><00:09:56.959><c> exactly</c><00:09:57.600><c> where</c><00:09:58.560><c> in</c><00:09:58.880><c> some</c><00:09:59.040><c> ways</c>

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and that is exactly where in some ways

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and that is exactly where in some ways these<00:10:00.080><c> failed</c><00:10:00.560><c> projects</c><00:10:01.200><c> go</c><00:10:01.440><c> to</c><00:10:01.600><c> die</c>

00:10:02.389 → 00:10:02.399

these failed projects go to die

00:10:02.399 → 00:10:05.190

these failed projects go to die because<00:10:03.360><c> I</c><00:10:03.680><c> mean</c><00:10:04.080><c> who</c><00:10:04.320><c> wouldn't</c><00:10:04.640><c> love</c><00:10:04.800><c> that</c><00:10:05.040><c> in</c>

00:10:05.190 → 00:10:05.200

because I mean who wouldn't love that in

00:10:05.200 → 00:10:05.590

because I mean who wouldn't love that in a<00:10:05.279><c> demo</c>

00:10:05.590 → 00:10:05.600

a demo

00:10:05.600 → 00:10:06.710

a demo when<00:10:05.839><c> you're</c><00:10:06.000><c> talking</c><00:10:06.240><c> really</c><00:10:06.480><c> about</c>

00:10:06.710 → 00:10:06.720

when you're talking really about

00:10:06.720 → 00:10:08.550

when you're talking really about classification<00:10:07.360><c> separation</c><00:10:08.000><c> correct</c><00:10:08.320><c> That's</c>

00:10:08.550 → 00:10:08.560

classification separation correct That's

00:10:08.560 → 00:10:09.829

classification separation correct That's exactly<00:10:09.040><c> right.</c>

00:10:09.829 → 00:10:09.839

exactly right.

00:10:09.839 → 00:10:12.150

exactly right. So,<00:10:10.240><c> you</c><00:10:10.320><c> know,</c><00:10:10.720><c> the</c><00:10:11.360><c> a</c><00:10:11.519><c> good</c><00:10:11.680><c> vendor</c><00:10:11.920><c> is</c><00:10:12.080><c> going</c>

00:10:12.150 → 00:10:12.160

So, you know, the a good vendor is going

00:10:12.160 → 00:10:13.430

So, you know, the a good vendor is going to<00:10:12.240><c> say,</c><00:10:12.320><c> "Well,</c><00:10:12.720><c> why</c><00:10:12.880><c> don't</c><00:10:13.040><c> you</c><00:10:13.120><c> give</c><00:10:13.279><c> me</c>

00:10:13.430 → 00:10:13.440

to say, "Well, why don't you give me

00:10:13.440 → 00:10:15.110

to say, "Well, why don't you give me some<00:10:13.600><c> samples,</c><00:10:14.320><c> you</c><00:10:14.480><c> know,</c><00:10:14.800><c> and</c><00:10:14.959><c> they're</c>

00:10:15.110 → 00:10:15.120

some samples, you know, and they're

00:10:15.120 → 00:10:16.150

some samples, you know, and they're going<00:10:15.200><c> to</c><00:10:15.279><c> take</c><00:10:15.440><c> them</c><00:10:15.600><c> live</c><00:10:15.839><c> and</c><00:10:16.000><c> they're</c>

00:10:16.150 → 00:10:16.160

going to take them live and they're

00:10:16.160 → 00:10:17.670

going to take them live and they're going<00:10:16.240><c> to</c><00:10:16.320><c> import</c><00:10:16.720><c> them</c><00:10:17.120><c> and</c><00:10:17.360><c> it's</c><00:10:17.519><c> going</c><00:10:17.600><c> to</c>

00:10:17.670 → 00:10:17.680

going to import them and it's going to

00:10:17.680 → 00:10:18.230

going to import them and it's going to work<00:10:17.920><c> great."</c>

00:10:18.230 → 00:10:18.240

work great."

00:10:18.240 → 00:10:18.630

work great." Right.

00:10:18.630 → 00:10:18.640

Right.

00:10:18.640 → 00:10:23.030

Right. Right.<00:10:19.440><c> And</c><00:10:19.920><c> that's</c><00:10:20.160><c> a</c><00:10:20.800><c> good</c><00:10:21.200><c> thing</c><00:10:22.240><c> where</c><00:10:22.800><c> I</c>

00:10:23.030 → 00:10:23.040

Right. And that's a good thing where I

00:10:23.040 → 00:10:25.990

Right. And that's a good thing where I think<00:10:23.760><c> things</c><00:10:24.079><c> have</c><00:10:24.399><c> maybe</c><00:10:24.720><c> gone</c><00:10:25.279><c> sideways</c><00:10:25.839><c> a</c>

00:10:25.990 → 00:10:26.000

think things have maybe gone sideways a

00:10:26.000 → 00:10:29.269

think things have maybe gone sideways a bit<00:10:26.240><c> in,</c><00:10:26.880><c> you</c><00:10:27.120><c> know,</c><00:10:27.279><c> the</c><00:10:27.600><c> current</c><00:10:28.000><c> state</c><00:10:28.959><c> is</c>

00:10:29.269 → 00:10:29.279

bit in, you know, the current state is

00:10:29.279 → 00:10:31.350

bit in, you know, the current state is there's<00:10:29.600><c> so</c><00:10:29.839><c> much</c><00:10:30.160><c> downward</c><00:10:30.720><c> pressure</c><00:10:31.040><c> in</c>

00:10:31.350 → 00:10:31.360

there's so much downward pressure in

00:10:31.360 → 00:10:34.470

there's so much downward pressure in organizations<00:10:32.240><c> to</c><00:10:33.040><c> get</c><00:10:33.279><c> me</c><00:10:33.519><c> some</c><00:10:33.680><c> of</c><00:10:33.760><c> that</c><00:10:33.920><c> AI.</c>

00:10:34.470 → 00:10:34.480

organizations to get me some of that AI.

00:10:34.480 → 00:10:37.110

organizations to get me some of that AI. Right.<00:10:34.800><c> Right.</c><00:10:35.120><c> There's</c><00:10:35.920><c> I</c><00:10:36.160><c> shared</c><00:10:36.399><c> a</c><00:10:36.640><c> cartoon</c>

00:10:37.110 → 00:10:37.120

Right. Right. There's I shared a cartoon

00:10:37.120 → 00:10:38.949

Right. Right. There's I shared a cartoon around<00:10:37.440><c> that</c><00:10:37.680><c> I</c><00:10:37.920><c> found</c><00:10:38.399><c> uh</c><00:10:38.560><c> you</c><00:10:38.720><c> know</c><00:10:38.800><c> with</c>

00:10:38.949 → 00:10:38.959

around that I found uh you know with

00:10:38.959 → 00:10:40.870

around that I found uh you know with with<00:10:39.279><c> you</c><00:10:39.519><c> guys</c><00:10:40.160><c> that</c><00:10:40.399><c> was</c><00:10:40.640><c> you</c><00:10:40.720><c> know</c>

00:10:40.870 → 00:10:40.880

with you guys that was you know

00:10:40.880 → 00:10:42.470

with you guys that was you know something<00:10:41.120><c> along</c><00:10:41.360><c> the</c><00:10:41.440><c> lines</c><00:10:41.680><c> of</c><00:10:41.839><c> the</c><00:10:42.000><c> CEO</c>

00:10:42.470 → 00:10:42.480

something along the lines of the CEO

00:10:42.480 → 00:10:44.710

something along the lines of the CEO screaming<00:10:42.959><c> you</c><00:10:43.040><c> know</c><00:10:43.120><c> we</c><00:10:43.279><c> have</c><00:10:43.360><c> to</c><00:10:43.519><c> get</c><00:10:43.600><c> a</c><00:10:43.839><c> AI</c>

00:10:44.710 → 00:10:44.720

screaming you know we have to get a AI

00:10:44.720 → 00:10:47.110

screaming you know we have to get a AI and<00:10:45.040><c> you</c><00:10:45.200><c> know</c><00:10:45.360><c> the</c><00:10:45.760><c> the</c><00:10:46.320><c> employee</c><00:10:46.720><c> is</c><00:10:46.880><c> saying</c>

00:10:47.110 → 00:10:47.120

and you know the the employee is saying

00:10:47.120 → 00:10:49.750

and you know the the employee is saying to<00:10:47.360><c> do</c><00:10:47.519><c> what</c><00:10:47.839><c> and</c><00:10:48.160><c> the</c><00:10:48.320><c> employ</c><00:10:48.800><c> CEO</c><00:10:49.279><c> says</c><00:10:49.600><c> I</c>

00:10:49.750 → 00:10:49.760

to do what and the employ CEO says I

00:10:49.760 → 00:10:51.110

to do what and the employ CEO says I don't<00:10:49.839><c> know</c><00:10:50.079><c> and</c><00:10:50.240><c> the</c><00:10:50.399><c> employees</c><00:10:50.720><c> say</c><00:10:50.880><c> when</c>

00:10:51.110 → 00:10:51.120

don't know and the employees say when

00:10:51.120 → 00:10:52.710

don't know and the employees say when and<00:10:51.360><c> he</c><00:10:51.519><c> says</c><00:10:51.760><c> now</c>

00:10:52.710 → 00:10:52.720

and he says now

00:10:52.720 → 00:10:56.310

and he says now and<00:10:53.519><c> you</c><00:10:53.760><c> know</c><00:10:54.160><c> that</c><00:10:54.560><c> is</c><00:10:55.519><c> that</c><00:10:55.760><c> that's</c><00:10:56.079><c> really</c>

00:10:56.310 → 00:10:56.320

and you know that is that that's really

00:10:56.320 → 00:10:57.190

and you know that is that that's really what's<00:10:56.560><c> happening</c><00:10:56.800><c> out</c><00:10:56.959><c> there</c>

00:10:57.190 → 00:10:57.200

what's happening out there

00:10:57.200 → 00:10:58.790

what's happening out there and<00:10:57.360><c> spending</c><00:10:57.680><c> money</c><00:10:57.920><c> just</c><00:10:58.079><c> to</c><00:10:58.240><c> say</c><00:10:58.480><c> that</c><00:10:58.640><c> you</c>

00:10:58.790 → 00:10:58.800

and spending money just to say that you

00:10:58.800 → 00:11:01.030

and spending money just to say that you have<00:10:58.959><c> it's</c><00:10:59.279><c> not</c><00:10:59.680><c> very</c><00:11:00.079><c> good</c><00:11:00.399><c> idea</c>

00:11:01.030 → 00:11:01.040

have it's not very good idea

00:11:01.040 → 00:11:03.190

have it's not very good idea and<00:11:01.120><c> and</c><00:11:01.200><c> and</c><00:11:01.680><c> what</c><00:11:01.839><c> I</c><00:11:02.000><c> think</c><00:11:02.079><c> we've</c><00:11:02.399><c> seen</c><00:11:02.800><c> is</c>

00:11:03.190 → 00:11:03.200

and and and what I think we've seen is

00:11:03.200 → 00:11:07.670

and and and what I think we've seen is organizations<00:11:04.160><c> sort</c><00:11:04.800><c> throw</c><00:11:05.279><c> out</c><00:11:06.640><c> their</c><00:11:07.360><c> due</c>

00:11:07.670 → 00:11:07.680

organizations sort throw out their due

00:11:07.680 → 00:11:10.870

organizations sort throw out their due diligence<00:11:08.720><c> that</c><00:11:09.279><c> you</c><00:11:09.440><c> know</c><00:11:09.839><c> I</c><00:11:10.079><c> mean</c><00:11:10.399><c> sourcing</c>

00:11:10.870 → 00:11:10.880

diligence that you know I mean sourcing

00:11:10.880 → 00:11:13.110

diligence that you know I mean sourcing is<00:11:11.120><c> an</c><00:11:11.360><c> area</c><00:11:11.600><c> where</c><00:11:12.160><c> it's</c><00:11:12.480><c> become</c><00:11:12.720><c> much</c><00:11:12.959><c> more</c>

00:11:13.110 → 00:11:13.120

is an area where it's become much more

00:11:13.120 → 00:11:15.590

is an area where it's become much more strategic<00:11:13.519><c> in</c><00:11:13.760><c> organizations</c><00:11:14.480><c> to</c><00:11:14.800><c> really</c>

00:11:15.590 → 00:11:15.600

strategic in organizations to really

00:11:15.600 → 00:11:18.310

strategic in organizations to really apply<00:11:16.079><c> rigor</c><00:11:16.720><c> to</c><00:11:17.120><c> you</c><00:11:17.279><c> know</c><00:11:17.600><c> identifying</c><00:11:18.079><c> the</c>

00:11:18.310 → 00:11:18.320

apply rigor to you know identifying the

00:11:18.320 → 00:11:21.590

apply rigor to you know identifying the right<00:11:18.480><c> solution</c><00:11:18.880><c> to</c><00:11:19.040><c> a</c><00:11:19.279><c> problem</c><00:11:20.399><c> and</c><00:11:20.880><c> it's</c><00:11:21.519><c> you</c>

00:11:21.590 → 00:11:21.600

right solution to a problem and it's you

00:11:21.600 → 00:11:23.590

right solution to a problem and it's you know<00:11:21.680><c> it's</c><00:11:21.920><c> almost</c><00:11:22.240><c> become</c><00:11:22.640><c> this</c><00:11:22.959><c> race</c><00:11:23.360><c> well</c>

00:11:23.590 → 00:11:23.600

know it's almost become this race well

00:11:23.600 → 00:11:26.470

know it's almost become this race well my<00:11:23.839><c> competitors</c><00:11:24.480><c> got</c><00:11:24.720><c> AI</c><00:11:25.120><c> I</c><00:11:25.360><c> have</c><00:11:25.440><c> to</c><00:11:25.600><c> have</c><00:11:25.760><c> AI</c>

00:11:26.470 → 00:11:26.480

my competitors got AI I have to have AI

00:11:26.480 → 00:11:28.630

my competitors got AI I have to have AI and<00:11:26.640><c> I'm</c><00:11:26.800><c> going</c><00:11:26.880><c> to</c><00:11:26.959><c> define</c><00:11:27.360><c> AI</c><00:11:27.839><c> in</c><00:11:28.160><c> today's</c>

00:11:28.630 → 00:11:28.640

and I'm going to define AI in today's

00:11:28.640 → 00:11:31.190

and I'm going to define AI in today's discussion<00:11:29.120><c> is</c><00:11:29.440><c> you</c><00:11:29.519><c> know</c><00:11:29.680><c> using</c><00:11:30.240><c> IDP</c><00:11:30.800><c> as</c><00:11:31.040><c> part</c>

00:11:31.190 → 00:11:31.200

discussion is you know using IDP as part

00:11:31.200 → 00:11:34.310

discussion is you know using IDP as part of<00:11:31.279><c> it</c><00:11:31.839><c> and</c><00:11:32.079><c> so</c><00:11:32.800><c> boy</c><00:11:33.120><c> we</c><00:11:33.360><c> gave</c><00:11:33.600><c> it</c><00:11:33.760><c> documents</c><00:11:34.160><c> it</c>

00:11:34.310 → 00:11:34.320

of it and so boy we gave it documents it

00:11:34.320 → 00:11:36.470

of it and so boy we gave it documents it never<00:11:34.480><c> saw</c><00:11:34.720><c> before</c><00:11:35.279><c> recognized</c><00:11:35.760><c> them.</c><00:11:36.240><c> That</c>

00:11:36.470 → 00:11:36.480

never saw before recognized them. That

00:11:36.480 → 00:11:38.310

never saw before recognized them. That must<00:11:36.640><c> be</c><00:11:36.800><c> the</c><00:11:36.959><c> thing</c><00:11:37.360><c> and</c><00:11:37.680><c> let's</c><00:11:37.920><c> go.</c>

00:11:38.310 → 00:11:38.320

must be the thing and let's go.

00:11:38.320 → 00:11:40.710

must be the thing and let's go. It<00:11:38.480><c> would</c><00:11:38.640><c> be</c><00:11:38.720><c> great</c><00:11:38.959><c> if</c><00:11:39.200><c> you</c><00:11:39.360><c> just</c><00:11:39.600><c> had</c><00:11:40.399><c> a</c>

00:11:40.710 → 00:11:40.720

It would be great if you just had a

00:11:40.720 → 00:11:43.990

It would be great if you just had a handful<00:11:41.040><c> of</c><00:11:41.279><c> options,</c><00:11:41.760><c> but</c><00:11:42.000><c> there's</c><00:11:42.320><c> over</c><00:11:42.720><c> 450</c>

00:11:43.990 → 00:11:44.000

handful of options, but there's over 450

00:11:44.000 → 00:11:45.990

handful of options, but there's over 450 Exactly.<00:11:44.560><c> identified</c><00:11:45.120><c> at</c><00:11:45.200><c> least</c>

00:11:45.990 → 00:11:46.000

Exactly. identified at least

00:11:46.000 → 00:11:47.430

Exactly. identified at least IDP

00:11:47.430 → 00:11:47.440

IDP

00:11:47.440 → 00:11:49.269

IDP options,<00:11:48.160><c> we'll</c><00:11:48.320><c> call</c><00:11:48.480><c> it</c><00:11:48.640><c> options</c><00:11:49.120><c> and</c>

00:11:49.269 → 00:11:49.279

options, we'll call it options and

00:11:49.279 → 00:11:50.470

options, we'll call it options and that's<00:11:49.440><c> not</c><00:11:49.600><c> necessarily</c><00:11:49.920><c> vendors.</c><00:11:50.240><c> They</c>

00:11:50.470 → 00:11:50.480

that's not necessarily vendors. They

00:11:50.480 → 00:11:53.269

that's not necessarily vendors. They just<00:11:50.640><c> be</c><00:11:50.720><c> a</c><00:11:50.880><c> tool</c><00:11:51.120><c> in</c><00:11:51.360><c> somebody's</c><00:11:52.240><c> toolkit.</c>

00:11:53.269 → 00:11:53.279

just be a tool in somebody's toolkit.

00:11:53.279 → 00:11:55.110

just be a tool in somebody's toolkit. That's<00:11:53.680><c> insane.</c><00:11:54.240><c> Like,</c><00:11:54.560><c> how</c><00:11:54.720><c> do</c><00:11:54.800><c> you</c><00:11:54.959><c> pick</c>

00:11:55.110 → 00:11:55.120

That's insane. Like, how do you pick

00:11:55.120 → 00:11:56.949

That's insane. Like, how do you pick that<00:11:55.279><c> out?</c><00:11:55.440><c> And</c><00:11:55.600><c> why</c><00:11:55.839><c> is</c><00:11:55.920><c> that?</c><00:11:56.240><c> Well,</c><00:11:56.480><c> I</c><00:11:56.640><c> I</c>

00:11:56.949 → 00:11:56.959

that out? And why is that? Well, I I

00:11:56.959 → 00:11:58.389

that out? And why is that? Well, I I think<00:11:57.120><c> we</c><00:11:57.360><c> we've</c><00:11:57.760><c> talked</c><00:11:57.920><c> about</c><00:11:58.000><c> this</c><00:11:58.160><c> and</c>

00:11:58.389 → 00:11:58.399

think we we've talked about this and

00:11:58.399 → 00:11:59.670

think we we've talked about this and would<00:11:58.560><c> agree</c><00:11:58.800><c> that</c>

00:11:59.670 → 00:11:59.680

would agree that

00:11:59.680 → 00:12:01.670

would agree that the<00:12:00.000><c> reason</c><00:12:00.240><c> everybody</c><00:12:00.720><c> went</c><00:12:00.880><c> to</c><00:12:01.040><c> California</c>

00:12:01.670 → 00:12:01.680

the reason everybody went to California

00:12:01.680 → 00:12:03.269

the reason everybody went to California for<00:12:01.920><c> the</c><00:12:02.000><c> gold</c><00:12:02.240><c> rush</c><00:12:02.480><c> is</c><00:12:02.720><c> because</c><00:12:02.880><c> there</c><00:12:03.120><c> was</c>

00:12:03.269 → 00:12:03.279

for the gold rush is because there was

00:12:03.279 → 00:12:05.350

for the gold rush is because there was gold<00:12:03.440><c> in</c><00:12:03.600><c> them</c><00:12:03.839><c> there,</c><00:12:04.480><c> right?</c><00:12:04.880><c> Well,</c><00:12:05.120><c> that's</c>

00:12:05.350 → 00:12:05.360

gold in them there, right? Well, that's

00:12:05.360 → 00:12:07.829

gold in them there, right? Well, that's what<00:12:05.600><c> this</c><00:12:05.920><c> data</c><00:12:06.240><c> is.</c><00:12:06.560><c> It's</c><00:12:06.959><c> absolute</c><00:12:07.519><c> gold</c>

00:12:07.829 → 00:12:07.839

what this data is. It's absolute gold

00:12:07.839 → 00:12:09.590

what this data is. It's absolute gold and<00:12:08.000><c> that's</c><00:12:08.240><c> what</c><00:12:08.399><c> everybody</c><00:12:08.800><c> recognizes</c><00:12:09.360><c> it</c>

00:12:09.590 → 00:12:09.600

and that's what everybody recognizes it

00:12:09.600 → 00:12:12.310

and that's what everybody recognizes it where<00:12:09.920><c> there's</c><00:12:10.160><c> smoke,</c><00:12:10.800><c> there's</c><00:12:11.200><c> fire</c><00:12:11.920><c> and</c>

00:12:12.310 → 00:12:12.320

where there's smoke, there's fire and

00:12:12.320 → 00:12:14.069

where there's smoke, there's fire and that<00:12:12.639><c> that</c><00:12:13.120><c> should</c><00:12:13.360><c> tell</c><00:12:13.519><c> you</c><00:12:13.760><c> something.</c>

00:12:14.069 → 00:12:14.079

that that should tell you something.

00:12:14.079 → 00:12:16.389

that that should tell you something. There's<00:12:14.399><c> that</c><00:12:14.639><c> many</c><00:12:14.880><c> people</c><00:12:15.200><c> doing</c><00:12:15.519><c> it</c><00:12:16.079><c> means</c>

00:12:16.389 → 00:12:16.399

There's that many people doing it means

00:12:16.399 → 00:12:18.389

There's that many people doing it means it's<00:12:16.639><c> it's</c><00:12:17.120><c> legitimate</c><00:12:17.680><c> and</c><00:12:17.920><c> you</c><00:12:18.079><c> should</c><00:12:18.240><c> pay</c>

00:12:18.389 → 00:12:18.399

it's it's legitimate and you should pay

00:12:18.399 → 00:12:20.710

it's it's legitimate and you should pay attention<00:12:18.639><c> to</c><00:12:18.800><c> that.</c><00:12:19.120><c> So,</c><00:12:19.680><c> how</c><00:12:19.920><c> do</c><00:12:20.000><c> you</c><00:12:20.399><c> how</c><00:12:20.639><c> do</c>

00:12:20.710 → 00:12:20.720

attention to that. So, how do you how do

00:12:20.720 → 00:12:24.310

attention to that. So, how do you how do you<00:12:20.880><c> go</c><00:12:21.040><c> pick</c><00:12:21.360><c> that</c><00:12:22.079><c> that</c><00:12:22.399><c> vendor?</c><00:12:23.360><c> Um,</c><00:12:24.079><c> what</c>

00:12:24.310 → 00:12:24.320

you go pick that that vendor? Um, what

00:12:24.320 → 00:12:26.230

you go pick that that vendor? Um, what other<00:12:24.560><c> mistakes</c><00:12:25.040><c> have</c><00:12:25.200><c> you</c><00:12:25.440><c> seen</c><00:12:25.760><c> just</c><00:12:26.000><c> kind</c>

00:12:26.230 → 00:12:26.240

other mistakes have you seen just kind

00:12:26.240 → 00:12:28.230

other mistakes have you seen just kind of<00:12:26.560><c> anecdotally</c><00:12:27.200><c> that</c><00:12:27.519><c> people</c><00:12:27.760><c> have</c><00:12:27.920><c> done</c><00:12:28.079><c> to</c>

00:12:28.230 → 00:12:28.240

of anecdotally that people have done to

00:12:28.240 → 00:12:29.509

of anecdotally that people have done to maybe<00:12:28.480><c> pick</c><00:12:28.720><c> the</c><00:12:28.880><c> wrong</c><00:12:29.040><c> person?</c>

00:12:29.509 → 00:12:29.519

maybe pick the wrong person?

00:12:29.519 → 00:12:31.509

maybe pick the wrong person? Well,<00:12:29.680><c> I</c><00:12:29.839><c> like</c><00:12:30.000><c> your</c><00:12:30.160><c> analogy</c><00:12:30.639><c> of</c><00:12:30.800><c> of</c><00:12:30.880><c> of</c><00:12:31.360><c> the</c>

00:12:31.509 → 00:12:31.519

Well, I like your analogy of of of the

00:12:31.519 → 00:12:33.110

Well, I like your analogy of of of the gold<00:12:31.920><c> and</c><00:12:32.160><c> I</c><00:12:32.320><c> want</c><00:12:32.399><c> to</c><00:12:32.480><c> start</c><00:12:32.720><c> there.</c>

00:12:33.110 → 00:12:33.120

gold and I want to start there.

00:12:33.120 → 00:12:33.670

gold and I want to start there. Okay.

00:12:33.670 → 00:12:33.680

Okay.

00:12:33.680 → 00:12:36.629

Okay. Because,<00:12:34.320><c> you</c><00:12:34.560><c> know,</c><00:12:35.519><c> having</c><00:12:35.839><c> worked</c><00:12:36.000><c> in</c><00:12:36.240><c> this</c>

00:12:36.629 → 00:12:36.639

Because, you know, having worked in this

00:12:36.639 → 00:12:39.190

Because, you know, having worked in this industry<00:12:37.279><c> for</c><00:12:37.519><c> a</c><00:12:37.600><c> very</c><00:12:37.920><c> long</c><00:12:38.160><c> time</c><00:12:38.480><c> and</c><00:12:38.720><c> I</c><00:12:38.959><c> look</c>

00:12:39.190 → 00:12:39.200

industry for a very long time and I look

00:12:39.200 → 00:12:41.269

industry for a very long time and I look just<00:12:39.440><c> at</c><00:12:39.680><c> our</c><00:12:39.920><c> customers,</c><00:12:40.639><c> right?</c>

00:12:41.269 → 00:12:41.279

just at our customers, right?

00:12:41.279 → 00:12:43.190

just at our customers, right? So,<00:12:41.440><c> we've</c><00:12:41.760><c> got</c><00:12:41.920><c> customers</c><00:12:42.399><c> that</c><00:12:42.720><c> have</c><00:12:42.880><c> been,</c>

00:12:43.190 → 00:12:43.200

So, we've got customers that have been,

00:12:43.200 → 00:12:45.590

So, we've got customers that have been, you<00:12:43.360><c> know,</c><00:12:43.600><c> using</c><00:12:44.399><c> these,</c><00:12:44.800><c> you</c><00:12:44.959><c> know,</c><00:12:45.120><c> content</c>

00:12:45.590 → 00:12:45.600

you know, using these, you know, content

00:12:45.600 → 00:12:47.750

you know, using these, you know, content repositories,<00:12:46.560><c> some</c><00:12:46.720><c> of</c><00:12:46.800><c> them</c><00:12:46.959><c> for</c><00:12:47.120><c> decades.</c>

00:12:47.750 → 00:12:47.760

repositories, some of them for decades.

00:12:47.760 → 00:12:49.269

repositories, some of them for decades. You<00:12:47.920><c> know,</c><00:12:48.079><c> I</c><00:12:48.240><c> met</c><00:12:48.399><c> with</c><00:12:48.560><c> a</c><00:12:48.720><c> customer</c><00:12:48.959><c> a</c><00:12:49.120><c> few</c>

00:12:49.269 → 00:12:49.279

You know, I met with a customer a few

00:12:49.279 → 00:12:51.190

You know, I met with a customer a few weeks<00:12:49.440><c> ago</c><00:12:49.680><c> who</c><00:12:49.839><c> said,</c><00:12:50.240><c> "I've</c><00:12:50.639><c> got</c><00:12:50.880><c> four</c>

00:12:51.190 → 00:12:51.200

weeks ago who said, "I've got four

00:12:51.200 → 00:12:54.310

weeks ago who said, "I've got four terabytes<00:12:52.320><c> of</c><00:12:52.639><c> information</c><00:12:53.279><c> sitting</c><00:12:53.680><c> in</c><00:12:53.920><c> my</c>

00:12:54.310 → 00:12:54.320

terabytes of information sitting in my

00:12:54.320 → 00:12:56.870

terabytes of information sitting in my content<00:12:54.720><c> repository,</c><00:12:55.760><c> right?</c>

00:12:56.870 → 00:12:56.880

content repository, right?

00:12:56.880 → 00:12:58.870

content repository, right? What<00:12:57.200><c> could</c><00:12:57.360><c> I</c><00:12:57.600><c> potentially</c><00:12:58.240><c> harness</c><00:12:58.639><c> from</c>

00:12:58.870 → 00:12:58.880

What could I potentially harness from

00:12:58.880 → 00:13:00.949

What could I potentially harness from that?"<00:12:59.120><c> Well,</c><00:12:59.360><c> that</c><00:12:59.519><c> is</c><00:12:59.680><c> the</c><00:12:59.920><c> cold,</c><00:13:00.560><c> right?</c>

00:13:00.949 → 00:13:00.959

that?" Well, that is the cold, right?

00:13:00.959 → 00:13:02.710

that?" Well, that is the cold, right? Because<00:13:01.360><c> the</c><00:13:01.519><c> the</c><00:13:01.920><c> thing</c><00:13:02.160><c> about</c><00:13:02.399><c> all</c><00:13:02.560><c> this</c>

00:13:02.710 → 00:13:02.720

Because the the thing about all this

00:13:02.720 → 00:13:04.949

Because the the thing about all this unstructured<00:13:03.440><c> content</c><00:13:03.839><c> is</c><00:13:04.079><c> it's</c><00:13:04.399><c> effectively</c>

00:13:04.949 → 00:13:04.959

unstructured content is it's effectively

00:13:04.959 → 00:13:07.269

unstructured content is it's effectively opaque<00:13:05.440><c> to</c><00:13:05.600><c> the</c><00:13:05.839><c> organization.</c><00:13:06.720><c> I've</c><00:13:07.040><c> got</c><00:13:07.200><c> all</c>

00:13:07.269 → 00:13:07.279

opaque to the organization. I've got all

00:13:07.279 → 00:13:08.629

opaque to the organization. I've got all these<00:13:07.519><c> documents,</c><00:13:07.920><c> but</c><00:13:08.160><c> if</c><00:13:08.240><c> I</c><00:13:08.399><c> want</c><00:13:08.480><c> to</c><00:13:08.560><c> know</c>

00:13:08.629 → 00:13:08.639

these documents, but if I want to know

00:13:08.639 → 00:13:10.230

these documents, but if I want to know what's<00:13:08.880><c> in</c><00:13:09.040><c> them,</c><00:13:09.200><c> I</c><00:13:09.440><c> have</c><00:13:09.519><c> to</c><00:13:09.600><c> literally</c><00:13:10.000><c> open</c>

00:13:10.230 → 00:13:10.240

what's in them, I have to literally open

00:13:10.240 → 00:13:13.190

what's in them, I have to literally open them<00:13:10.560><c> and</c><00:13:10.880><c> read</c><00:13:11.120><c> them.</c><00:13:11.760><c> So,</c><00:13:12.160><c> you</c><00:13:12.320><c> know,</c><00:13:12.399><c> the</c><00:13:12.639><c> ID</c>

00:13:13.190 → 00:13:13.200

them and read them. So, you know, the ID

00:13:13.200 → 00:13:17.350

them and read them. So, you know, the ID idea<00:13:13.680><c> that</c><00:13:13.920><c> IDP</c><00:13:15.200><c> can</c><00:13:16.079><c> not</c><00:13:16.320><c> only</c><00:13:16.560><c> go</c><00:13:16.800><c> in</c><00:13:16.959><c> and</c>

00:13:17.350 → 00:13:17.360

idea that IDP can not only go in and

00:13:17.360 → 00:13:19.190

idea that IDP can not only go in and identify<00:13:17.839><c> documents</c><00:13:18.320><c> by</c><00:13:18.639><c> type</c><00:13:18.959><c> by</c>

00:13:19.190 → 00:13:19.200

identify documents by type by

00:13:19.200 → 00:13:21.190

identify documents by type by classifying<00:13:19.839><c> them</c><00:13:20.000><c> and</c><00:13:20.240><c> saying,</c><00:13:20.639><c> I</c><00:13:20.800><c> know</c><00:13:20.959><c> this</c>

00:13:21.190 → 00:13:21.200

classifying them and saying, I know this

00:13:21.200 → 00:13:23.110

classifying them and saying, I know this is<00:13:21.279><c> a</c><00:13:21.440><c> tax</c><00:13:21.760><c> document</c><00:13:22.160><c> versus</c><00:13:22.480><c> an</c><00:13:22.639><c> application</c>

00:13:23.110 → 00:13:23.120

is a tax document versus an application

00:13:23.120 → 00:13:25.590

is a tax document versus an application used<00:13:23.440><c> my</c><00:13:23.600><c> earlier,</c><00:13:24.320><c> but</c><00:13:24.800><c> based</c><00:13:25.120><c> on</c><00:13:25.279><c> knowing</c>

00:13:25.590 → 00:13:25.600

used my earlier, but based on knowing

00:13:25.600 → 00:13:28.230

used my earlier, but based on knowing it's<00:13:25.760><c> a</c><00:13:25.920><c> tax</c><00:13:26.240><c> document,</c><00:13:26.800><c> it'll</c><00:13:27.279><c> even</c><00:13:27.760><c> be</c><00:13:28.000><c> smart</c>

00:13:28.230 → 00:13:28.240

it's a tax document, it'll even be smart

00:13:28.240 → 00:13:30.230

it's a tax document, it'll even be smart enough<00:13:28.480><c> to</c><00:13:28.639><c> say,</c><00:13:29.040><c> I</c><00:13:29.200><c> bet</c><00:13:29.440><c> you'd</c><00:13:29.680><c> like</c><00:13:29.839><c> to</c><00:13:30.000><c> have</c>

00:13:30.230 → 00:13:30.240

enough to say, I bet you'd like to have

00:13:30.240 → 00:13:31.910

enough to say, I bet you'd like to have some<00:13:30.480><c> of</c><00:13:30.639><c> this</c><00:13:30.959><c> information</c><00:13:31.440><c> from</c><00:13:31.680><c> the</c>

00:13:31.910 → 00:13:31.920

some of this information from the

00:13:31.920 → 00:13:34.150

some of this information from the document.<00:13:32.959><c> And</c><00:13:33.200><c> you</c><00:13:33.360><c> go,</c><00:13:33.680><c> yeah,</c><00:13:34.000><c> you</c><00:13:34.079><c> know</c>

00:13:34.150 → 00:13:34.160

document. And you go, yeah, you know

00:13:34.160 → 00:13:35.590

document. And you go, yeah, you know what?<00:13:34.399><c> I</c><00:13:34.480><c> would</c><00:13:34.639><c> love</c><00:13:34.800><c> to</c><00:13:34.959><c> get</c><00:13:35.120><c> some</c><00:13:35.279><c> of</c><00:13:35.360><c> that</c>

00:13:35.590 → 00:13:35.600

what? I would love to get some of that

00:13:35.600 → 00:13:37.269

what? I would love to get some of that information,<00:13:36.079><c> the</c><00:13:36.240><c> document.</c><00:13:36.639><c> And</c><00:13:36.800><c> and</c><00:13:37.120><c> so</c>

00:13:37.269 → 00:13:37.279

information, the document. And and so

00:13:37.279 → 00:13:40.790

information, the document. And and so here<00:13:37.519><c> you</c><00:13:37.680><c> go.</c><00:13:38.639><c> the</c><00:13:38.800><c> the</c><00:13:39.200><c> challenge</c><00:13:39.519><c> is</c><00:13:39.839><c> that</c>

00:13:40.790 → 00:13:40.800

here you go. the the challenge is that

00:13:40.800 → 00:13:43.990

here you go. the the challenge is that um<00:13:41.440><c> this</c><00:13:41.839><c> technology</c><00:13:42.480><c> you</c><00:13:42.639><c> know</c><00:13:42.880><c> it</c><00:13:43.440><c> I</c><00:13:43.680><c> I've</c>

00:13:43.990 → 00:13:44.000

um this technology you know it I I've

00:13:44.000 → 00:13:45.910

um this technology you know it I I've been<00:13:44.480><c> presenting</c><00:13:44.880><c> a</c><00:13:45.040><c> lot</c><00:13:45.200><c> and</c><00:13:45.440><c> speaking</c><00:13:45.680><c> about</c>

00:13:45.910 → 00:13:45.920

been presenting a lot and speaking about

00:13:45.920 → 00:13:49.030

been presenting a lot and speaking about the<00:13:46.160><c> fact</c><00:13:46.320><c> that</c><00:13:47.040><c> it's</c><00:13:47.440><c> only</c><00:13:48.079><c> two</c><00:13:48.320><c> weeks</c><00:13:48.560><c> ago</c>

00:13:49.030 → 00:13:49.040

the fact that it's only two weeks ago

00:13:49.040 → 00:13:51.190

the fact that it's only two weeks ago that<00:13:49.200><c> chatpt</c><00:13:50.320><c> hit</c><00:13:50.560><c> its</c><00:13:50.720><c> three-year</c>

00:13:51.190 → 00:13:51.200

that chatpt hit its three-year

00:13:51.200 → 00:13:53.590

that chatpt hit its three-year anniversary<00:13:51.680><c> of</c><00:13:52.240><c> being</c><00:13:52.399><c> out</c><00:13:52.720><c> gem</c><00:13:52.959><c> released</c>

00:13:53.590 → 00:13:53.600

anniversary of being out gem released

00:13:53.600 → 00:13:56.389

anniversary of being out gem released only<00:13:53.839><c> 3</c><00:13:54.079><c> years</c><00:13:54.240><c> ago</c><00:13:54.959><c> right</c><00:13:55.440><c> these</c><00:13:55.760><c> IDP</c>

00:13:56.389 → 00:13:56.399

only 3 years ago right these IDP

00:13:56.399 → 00:13:58.710

only 3 years ago right these IDP technologies<00:13:57.360><c> as</c><00:13:57.680><c> they've</c><00:13:58.079><c> you</c><00:13:58.240><c> know</c>

00:13:58.710 → 00:13:58.720

technologies as they've you know

00:13:58.720 → 00:14:01.350

technologies as they've you know exploded<00:13:59.279><c> in</c><00:13:59.600><c> in</c><00:13:59.600><c> in</c><00:14:00.000><c> their</c><00:14:00.240><c> evolution</c><00:14:01.040><c> when</c><00:14:01.199><c> I</c>

00:14:01.350 → 00:14:01.360

exploded in in in their evolution when I

00:14:01.360 → 00:14:03.990

exploded in in in their evolution when I say<00:14:01.519><c> evolution</c><00:14:02.079><c> I</c><00:14:02.240><c> mean</c><00:14:02.480><c> techn</c><00:14:03.199><c> technological</c>

00:14:03.990 → 00:14:04.000

say evolution I mean techn technological

00:14:04.000 → 00:14:05.990

say evolution I mean techn technological evolution<00:14:04.720><c> is</c><00:14:04.959><c> really</c><00:14:05.199><c> the</c><00:14:05.440><c> last</c><00:14:05.600><c> two</c><00:14:05.760><c> two</c><00:14:05.920><c> and</c>

00:14:05.990 → 00:14:06.000

evolution is really the last two two and

00:14:06.000 → 00:14:08.069

evolution is really the last two two and a<00:14:06.160><c> half</c><00:14:06.320><c> years</c><00:14:06.959><c> so</c><00:14:07.199><c> what's</c><00:14:07.440><c> happened</c><00:14:07.600><c> to</c><00:14:07.839><c> Your</c>

00:14:08.069 → 00:14:08.079

a half years so what's happened to Your

00:14:08.079 → 00:14:11.269

a half years so what's happened to Your point<00:14:08.240><c> is</c><00:14:09.360><c> I</c><00:14:09.519><c> I'm</c><00:14:09.839><c> I'm</c><00:14:10.240><c> I</c><00:14:10.560><c> have</c><00:14:10.639><c> to</c><00:14:10.800><c> just</c><00:14:11.040><c> guess</c>

00:14:11.269 → 00:14:11.279

point is I I'm I'm I have to just guess

00:14:11.279 → 00:14:13.030

point is I I'm I'm I have to just guess at<00:14:11.440><c> this,</c><00:14:11.600><c> but</c><00:14:11.839><c> my</c><00:14:12.000><c> guess</c><00:14:12.160><c> is</c><00:14:12.399><c> there</c><00:14:12.639><c> were</c><00:14:12.800><c> 20</c>

00:14:13.030 → 00:14:13.040

at this, but my guess is there were 20

00:14:13.040 → 00:14:17.670

at this, but my guess is there were 20 to<00:14:13.279><c> 25</c><00:14:14.160><c> legit</c><00:14:14.959><c> IDP</c><00:14:15.519><c> vendors</c><00:14:16.480><c> 5</c><00:14:16.720><c> years</c><00:14:16.880><c> ago.</c>

00:14:17.670 → 00:14:17.680

to 25 legit IDP vendors 5 years ago.

00:14:17.680 → 00:14:19.829

to 25 legit IDP vendors 5 years ago. Now,<00:14:18.000><c> to</c><00:14:18.160><c> your</c><00:14:18.320><c> point,</c><00:14:18.480><c> there's</c><00:14:18.720><c> 450.</c><00:14:19.519><c> Yeah.</c>

00:14:19.829 → 00:14:19.839

Now, to your point, there's 450. Yeah.

00:14:19.839 → 00:14:21.430

Now, to your point, there's 450. Yeah. Why?

00:14:21.430 → 00:14:21.440

Why?

00:14:21.440 → 00:14:24.069

Why? Of<00:14:21.680><c> that</c><00:14:21.920><c> 450,</c><00:14:22.639><c> you</c><00:14:22.880><c> have</c><00:14:23.040><c> everything</c><00:14:23.360><c> from</c>

00:14:24.069 → 00:14:24.079

Of that 450, you have everything from

00:14:24.079 → 00:14:26.550

Of that 450, you have everything from platform<00:14:24.560><c> vendors.</c><00:14:25.279><c> So,</c><00:14:25.760><c> every</c><00:14:26.000><c> customer</c><00:14:26.320><c> is</c>

00:14:26.550 → 00:14:26.560

platform vendors. So, every customer is

00:14:26.560 → 00:14:27.910

platform vendors. So, every customer is big<00:14:26.720><c> platform</c><00:14:27.120><c> vendors,</c><00:14:27.440><c> whether</c><00:14:27.680><c> it's</c>

00:14:27.910 → 00:14:27.920

big platform vendors, whether it's

00:14:27.920 → 00:14:31.030

big platform vendors, whether it's Salesforce<00:14:28.480><c> or</c><00:14:28.959><c> whomever</c><00:14:30.079><c> is</c><00:14:30.399><c> saying,</c><00:14:30.720><c> I</c><00:14:30.959><c> have</c>

00:14:31.030 → 00:14:31.040

Salesforce or whomever is saying, I have

00:14:31.040 → 00:14:33.750

Salesforce or whomever is saying, I have IDP<00:14:31.600><c> and</c><00:14:31.760><c> they</c><00:14:31.920><c> do,</c><00:14:32.560><c> right?</c>

00:14:33.750 → 00:14:33.760

IDP and they do, right?

00:14:33.760 → 00:14:36.710

IDP and they do, right? uh<00:14:34.000><c> to</c><00:14:35.040><c> three</c><00:14:35.279><c> guys</c><00:14:35.440><c> in</c><00:14:35.600><c> a</c><00:14:35.760><c> garage,</c><00:14:36.480><c> you</c><00:14:36.639><c> know,</c>

00:14:36.710 → 00:14:36.720

uh to three guys in a garage, you know,

00:14:36.720 → 00:14:37.990

uh to three guys in a garage, you know, with<00:14:36.959><c> VC</c>

00:14:37.990 → 00:14:38.000

with VC

00:14:38.000 → 00:14:39.110

with VC and<00:14:38.160><c> they've</c><00:14:38.399><c> got</c><00:14:38.560><c> IDP.</c>

00:14:39.110 → 00:14:39.120

and they've got IDP.

00:14:39.120 → 00:14:39.990

and they've got IDP. Yeah.<00:14:39.360><c> Right.</c>

00:14:39.990 → 00:14:40.000

Yeah. Right.

00:14:40.000 → 00:14:42.230

Yeah. Right. And<00:14:40.160><c> they</c><00:14:40.399><c> all</c><00:14:40.560><c> demo</c><00:14:41.120><c> and</c><00:14:41.360><c> it</c><00:14:41.600><c> looks</c><00:14:41.839><c> great.</c>

00:14:42.230 → 00:14:42.240

And they all demo and it looks great.

00:14:42.240 → 00:14:43.509

And they all demo and it looks great. Yep.

00:14:43.509 → 00:14:43.519

Yep.

00:14:43.519 → 00:14:45.590

Yep. And<00:14:43.680><c> and</c><00:14:44.000><c> this</c><00:14:44.240><c> is</c><00:14:44.320><c> where</c><00:14:44.639><c> as</c><00:14:44.800><c> a</c><00:14:45.040><c> customer</c><00:14:45.440><c> I</c><00:14:45.600><c> I</c>

00:14:45.590 → 00:14:45.600

And and this is where as a customer I I

00:14:45.600 → 00:14:48.470

And and this is where as a customer I I I<00:14:46.000><c> I</c><00:14:46.800><c> really</c><00:14:47.040><c> truly</c><00:14:47.440><c> I</c><00:14:47.600><c> empathize</c><00:14:48.079><c> with</c><00:14:48.240><c> the</c>

00:14:48.470 → 00:14:48.480

I I really truly I empathize with the

00:14:48.480 → 00:14:50.550

I I really truly I empathize with the customer<00:14:48.800><c> because</c><00:14:49.120><c> how</c><00:14:49.360><c> do</c><00:14:49.440><c> you</c><00:14:49.600><c> tell?</c><00:14:50.000><c> Well,</c>

00:14:50.550 → 00:14:50.560

customer because how do you tell? Well,

00:14:50.560 → 00:14:52.310

customer because how do you tell? Well, you<00:14:50.720><c> know,</c><00:14:50.959><c> this</c><00:14:51.199><c> one</c><00:14:51.440><c> is</c><00:14:51.600><c> demoed</c><00:14:52.000><c> by</c><00:14:52.160><c> my</c>

00:14:52.310 → 00:14:52.320

you know, this one is demoed by my

00:14:52.320 → 00:14:54.389

you know, this one is demoed by my platform<00:14:52.720><c> vendor</c><00:14:52.959><c> and</c><00:14:53.120><c> it</c><00:14:53.279><c> demoed</c><00:14:53.600><c> good.</c><00:14:54.000><c> So,</c>

00:14:54.389 → 00:14:54.399

platform vendor and it demoed good. So,

00:14:54.399 → 00:14:57.509

platform vendor and it demoed good. So, that<00:14:54.639><c> must</c><00:14:54.800><c> be</c><00:14:54.880><c> the</c><00:14:55.040><c> tool</c><00:14:55.279><c> I</c><00:14:55.519><c> should</c><00:14:55.760><c> go</c><00:14:55.920><c> with.</c>

00:14:57.509 → 00:14:57.519

that must be the tool I should go with.

00:14:57.519 → 00:14:59.030

that must be the tool I should go with. What<00:14:57.760><c> level</c><00:14:58.000><c> of</c><00:14:58.160><c> expertise</c><00:14:58.639><c> do</c><00:14:58.880><c> you</c><00:14:58.959><c> think</c>

00:14:59.030 → 00:14:59.040

What level of expertise do you think

00:14:59.040 → 00:15:01.189

What level of expertise do you think they<00:14:59.279><c> have</c><00:14:59.360><c> in</c><00:14:59.600><c> implementing</c><00:15:00.160><c> IDP</c><00:15:00.720><c> solutions?</c>

00:15:01.189 → 00:15:01.199

they have in implementing IDP solutions?

00:15:01.199 → 00:15:02.949

they have in implementing IDP solutions? Yeah.<00:15:01.440><c> Do</c><00:15:01.600><c> they</c><00:15:01.760><c> have</c><00:15:01.920><c> 20,</c><00:15:02.240><c> 30</c><00:15:02.480><c> years</c><00:15:02.639><c> of</c><00:15:02.800><c> it?</c>

00:15:02.949 → 00:15:02.959

Yeah. Do they have 20, 30 years of it?

00:15:02.959 → 00:15:05.189

Yeah. Do they have 20, 30 years of it? I'm<00:15:03.199><c> going</c><00:15:03.279><c> to</c><00:15:03.440><c> guess</c><00:15:03.920><c> not</c><00:15:04.320><c> since</c><00:15:04.639><c> that,</c><00:15:05.040><c> you</c>

00:15:05.189 → 00:15:05.199

I'm going to guess not since that, you

00:15:05.199 → 00:15:06.790

I'm going to guess not since that, you know,<00:15:05.279><c> the</c><00:15:05.519><c> product's</c><00:15:05.920><c> been</c><00:15:06.079><c> around</c><00:15:06.320><c> for</c><00:15:06.560><c> two</c>

00:15:06.790 → 00:15:06.800

know, the product's been around for two

00:15:06.800 → 00:15:08.790

know, the product's been around for two years.<00:15:07.440><c> Well,</c><00:15:07.600><c> why</c><00:15:07.839><c> does</c><00:15:07.920><c> that</c><00:15:08.160><c> matter?</c><00:15:08.560><c> Well,</c>

00:15:08.790 → 00:15:08.800

years. Well, why does that matter? Well,

00:15:08.800 → 00:15:11.110

years. Well, why does that matter? Well, first<00:15:08.959><c> of</c><00:15:09.120><c> all,</c><00:15:09.839><c> how</c><00:15:10.079><c> many</c><00:15:10.320><c> how</c><00:15:10.560><c> many</c><00:15:10.720><c> how</c><00:15:10.959><c> much</c>

00:15:11.110 → 00:15:11.120

first of all, how many how many how much

00:15:11.120 → 00:15:13.110

first of all, how many how many how much content<00:15:11.440><c> do</c><00:15:11.600><c> you</c><00:15:11.760><c> plan</c><00:15:11.920><c> to</c><00:15:12.079><c> jam</c><00:15:12.399><c> through</c><00:15:12.639><c> it?</c>

00:15:13.110 → 00:15:13.120

content do you plan to jam through it?

00:15:13.120 → 00:15:14.310

content do you plan to jam through it? You<00:15:13.279><c> know,</c><00:15:13.519><c> are</c><00:15:13.680><c> you</c><00:15:13.760><c> going</c><00:15:13.839><c> to</c><00:15:13.920><c> be</c><00:15:14.079><c> putting</c>

00:15:14.310 → 00:15:14.320

You know, are you going to be putting

00:15:14.320 → 00:15:17.189

You know, are you going to be putting millions<00:15:14.720><c> of</c><00:15:14.880><c> documents</c><00:15:15.839><c> a</c><00:15:16.160><c> year,</c><00:15:16.800><c> millions</c>

00:15:17.189 → 00:15:17.199

millions of documents a year, millions

00:15:17.199 → 00:15:19.189

millions of documents a year, millions of<00:15:17.360><c> documents</c><00:15:17.920><c> a</c><00:15:18.160><c> month?</c><00:15:18.639><c> Is</c><00:15:18.800><c> it</c><00:15:19.040><c> going</c><00:15:19.120><c> to</c>

00:15:19.189 → 00:15:19.199

of documents a month? Is it going to

00:15:19.199 → 00:15:20.949

of documents a month? Is it going to perform<00:15:19.519><c> to</c><00:15:19.760><c> that</c><00:15:20.000><c> level?</c>

00:15:20.949 → 00:15:20.959

perform to that level?

00:15:20.959 → 00:15:23.590

perform to that level? And<00:15:21.680><c> where</c><00:15:22.000><c> is</c><00:15:22.240><c> it</c><00:15:22.399><c> going</c><00:15:22.639><c> to</c><00:15:22.880><c> read</c><00:15:23.360><c> the</c>

00:15:23.590 → 00:15:23.600

And where is it going to read the

00:15:23.600 → 00:15:25.750

And where is it going to read the documents?<00:15:24.160><c> When</c><00:15:24.320><c> I</c><00:15:24.480><c> say</c><00:15:24.639><c> where,</c><00:15:25.360><c> what</c><00:15:25.600><c> I'm</c>

00:15:25.750 → 00:15:25.760

documents? When I say where, what I'm

00:15:25.760 → 00:15:27.509

documents? When I say where, what I'm asking<00:15:26.079><c> is</c><00:15:26.399><c> it</c><00:15:26.560><c> going</c><00:15:26.800><c> is</c><00:15:26.959><c> it</c><00:15:27.120><c> going</c><00:15:27.199><c> to</c><00:15:27.279><c> do</c><00:15:27.360><c> it</c>

00:15:27.509 → 00:15:27.519

asking is it going is it going to do it

00:15:27.519 → 00:15:29.430

asking is it going is it going to do it on<00:15:27.680><c> your</c><00:15:27.760><c> premises?</c><00:15:28.720><c> Is</c><00:15:28.880><c> it</c><00:15:29.040><c> going</c><00:15:29.120><c> to</c><00:15:29.279><c> do</c><00:15:29.360><c> it</c>

00:15:29.430 → 00:15:29.440

on your premises? Is it going to do it

00:15:29.440 → 00:15:31.750

on your premises? Is it going to do it in<00:15:29.600><c> a</c><00:15:29.760><c> private</c><00:15:30.160><c> cloud?</c><00:15:30.880><c> Is</c><00:15:31.040><c> it</c><00:15:31.279><c> going</c><00:15:31.440><c> to</c><00:15:31.519><c> take</c>

00:15:31.750 → 00:15:31.760

in a private cloud? Is it going to take

00:15:31.760 → 00:15:33.829

in a private cloud? Is it going to take it<00:15:32.000><c> to</c><00:15:32.160><c> their</c><00:15:32.399><c> private</c><00:15:32.720><c> cloud</c><00:15:33.040><c> and</c><00:15:33.279><c> then</c><00:15:33.600><c> go</c>

00:15:33.829 → 00:15:33.839

it to their private cloud and then go

00:15:33.839 → 00:15:37.269

it to their private cloud and then go query,<00:15:34.800><c> you</c><00:15:34.959><c> know,</c><00:15:35.360><c> open-source</c><00:15:36.399><c> solutions</c>

00:15:37.269 → 00:15:37.279

query, you know, open-source solutions

00:15:37.279 → 00:15:40.069

query, you know, open-source solutions to<00:15:37.760><c> be</c><00:15:37.920><c> able</c><00:15:38.160><c> to</c><00:15:38.560><c> and</c><00:15:38.880><c> who</c><00:15:39.199><c> owns</c><00:15:39.519><c> the</c><00:15:39.760><c> data</c>

00:15:40.069 → 00:15:40.079

to be able to and who owns the data

00:15:40.079 → 00:15:42.069

to be able to and who owns the data chain<00:15:40.720><c> associated</c><00:15:41.199><c> with</c><00:15:41.360><c> that?</c><00:15:41.680><c> What's</c><00:15:41.920><c> your</c>

00:15:42.069 → 00:15:42.079

chain associated with that? What's your

00:15:42.079 → 00:15:44.310

chain associated with that? What's your level<00:15:42.240><c> of</c><00:15:42.399><c> comfort</c><00:15:42.800><c> from</c><00:15:43.519><c> communicate</c>

00:15:44.310 → 00:15:44.320

level of comfort from communicate

00:15:44.320 → 00:15:45.590

level of comfort from communicate standpoint?<00:15:44.880><c> How</c><00:15:44.959><c> does</c><00:15:45.040><c> it</c><00:15:45.199><c> communicate</c>

00:15:45.590 → 00:15:45.600

standpoint? How does it communicate

00:15:45.600 → 00:15:48.389

standpoint? How does it communicate between<00:15:45.920><c> all</c><00:15:46.079><c> those?</c><00:15:46.560><c> Like</c><00:15:47.440><c> those</c><00:15:47.839><c> have</c><00:15:48.079><c> to</c><00:15:48.240><c> be</c>

00:15:48.389 → 00:15:48.399

between all those? Like those have to be

00:15:48.399 → 00:15:50.470

between all those? Like those have to be critical<00:15:48.800><c> questions.</c><00:15:49.360><c> And</c><00:15:49.519><c> then</c><00:15:50.000><c> from</c><00:15:50.240><c> a</c>

00:15:50.470 → 00:15:50.480

critical questions. And then from a

00:15:50.480 → 00:15:52.710

critical questions. And then from a performance<00:15:51.040><c> standpoint,</c>

00:15:52.710 → 00:15:52.720

performance standpoint,

00:15:52.720 → 00:15:54.870

performance standpoint, of<00:15:52.959><c> course,</c><00:15:53.600><c> every</c><00:15:53.920><c> demo</c><00:15:54.320><c> looks</c><00:15:54.560><c> great</c>

00:15:54.870 → 00:15:54.880

of course, every demo looks great

00:15:54.880 → 00:15:56.870

of course, every demo looks great because<00:15:55.519><c> everything</c><00:15:55.920><c> can</c><00:15:56.160><c> handle</c><00:15:56.480><c> a</c><00:15:56.720><c> few</c>

00:15:56.870 → 00:15:56.880

because everything can handle a few

00:15:56.880 → 00:15:58.230

because everything can handle a few documents<00:15:57.360><c> at</c><00:15:57.519><c> a</c><00:15:57.680><c> time.</c>

00:15:58.230 → 00:15:58.240

documents at a time.

00:15:58.240 → 00:16:00.870

documents at a time. Yeah.<00:15:59.040><c> If</c><00:15:59.199><c> if</c><00:15:59.600><c> I've</c><00:15:59.839><c> got</c><00:15:59.920><c> a</c><00:16:00.079><c> missionritical</c>

00:16:00.870 → 00:16:00.880

Yeah. If if I've got a missionritical

00:16:00.880 → 00:16:03.110

Yeah. If if I've got a missionritical thing<00:16:01.120><c> and</c><00:16:01.360><c> I</c><00:16:01.519><c> want</c><00:16:01.600><c> to</c><00:16:01.759><c> convert,</c><00:16:02.240><c> you</c><00:16:02.399><c> know,</c>

00:16:03.110 → 00:16:03.120

thing and I want to convert, you know,

00:16:03.120 → 00:16:05.990

thing and I want to convert, you know, four<00:16:03.360><c> terabytes</c><00:16:04.079><c> over</c><00:16:04.399><c> the</c><00:16:04.639><c> next</c><00:16:04.959><c> year,</c><00:16:05.759><c> boy,</c>

00:16:05.990 → 00:16:06.000

four terabytes over the next year, boy,

00:16:06.000 → 00:16:08.550

four terabytes over the next year, boy, it<00:16:06.240><c> sure</c><00:16:06.480><c> better</c><00:16:06.720><c> be</c><00:16:06.880><c> able</c><00:16:07.040><c> to</c><00:16:07.199><c> scale,</c><00:16:08.079><c> right?</c>

00:16:08.550 → 00:16:08.560

it sure better be able to scale, right?

00:16:08.560 → 00:16:10.389

it sure better be able to scale, right? And<00:16:08.720><c> then</c><00:16:09.040><c> you</c><00:16:09.199><c> got</c><00:16:09.279><c> the</c><00:16:09.519><c> security</c><00:16:09.920><c> elements</c>

00:16:10.389 → 00:16:10.399

And then you got the security elements

00:16:10.399 → 00:16:12.550

And then you got the security elements and<00:16:10.639><c> the</c><00:16:10.800><c> private</c><00:16:11.199><c> all</c><00:16:11.360><c> of</c><00:16:11.440><c> that</c><00:16:11.600><c> that</c><00:16:11.920><c> it</c><00:16:12.320><c> your</c>

00:16:12.550 → 00:16:12.560

and the private all of that that it your

00:16:12.560 → 00:16:13.990

and the private all of that that it your IT<00:16:12.880><c> team's</c><00:16:13.120><c> going</c><00:16:13.199><c> to</c><00:16:13.279><c> be</c><00:16:13.440><c> looking</c><00:16:13.600><c> at.</c>

00:16:13.990 → 00:16:14.000

IT team's going to be looking at.

00:16:14.000 → 00:16:14.310

IT team's going to be looking at. Correct.

00:16:14.310 → 00:16:14.320

Correct.

00:16:14.320 → 00:16:16.069

Correct. So<00:16:14.480><c> where</c><00:16:14.639><c> is</c><00:16:14.720><c> it</c><00:16:14.880><c> being</c><00:16:15.040><c> pushed?</c><00:16:15.759><c> Is</c><00:16:15.920><c> it</c>

00:16:16.069 → 00:16:16.079

So where is it being pushed? Is it

00:16:16.079 → 00:16:18.389

So where is it being pushed? Is it secure<00:16:16.639><c> and</c><00:16:17.199><c> and</c><00:16:17.360><c> then</c><00:16:17.519><c> can</c><00:16:17.680><c> I</c><00:16:17.839><c> even</c><00:16:18.079><c> get</c><00:16:18.240><c> to</c>

00:16:18.389 → 00:16:18.399

secure and and then can I even get to

00:16:18.399 → 00:16:20.550

secure and and then can I even get to it?<00:16:18.720><c> What</c><00:16:18.880><c> do</c><00:16:19.040><c> I</c><00:16:19.199><c> do</c><00:16:19.279><c> with</c><00:16:19.519><c> it?</c><00:16:20.079><c> What</c><00:16:20.240><c> about</c>

00:16:20.550 → 00:16:20.560

it? What do I do with it? What about

00:16:20.560 → 00:16:22.230

it? What do I do with it? What about exceptions?<00:16:21.120><c> What</c><00:16:21.360><c> thing</c><00:16:21.519><c> what</c><00:16:21.839><c> happens</c><00:16:22.000><c> if</c>

00:16:22.230 → 00:16:22.240

exceptions? What thing what happens if

00:16:22.240 → 00:16:26.310

exceptions? What thing what happens if it<00:16:22.480><c> makes</c><00:16:23.360><c> you</c><00:16:24.399><c> one,</c><00:16:24.720><c> right?</c><00:16:25.199><c> So</c><00:16:25.519><c> the</c><00:16:25.839><c> idea</c><00:16:26.079><c> of</c>

00:16:26.310 → 00:16:26.320

it makes you one, right? So the idea of

00:16:26.320 → 00:16:29.430

it makes you one, right? So the idea of exceptions<00:16:26.800><c> and</c><00:16:26.959><c> and</c><00:16:27.279><c> this</c><00:16:27.519><c> is</c><00:16:27.680><c> where</c><00:16:27.920><c> I</c><00:16:28.800><c> get</c><00:16:29.199><c> a</c>

00:16:29.430 → 00:16:29.440

exceptions and and this is where I get a

00:16:29.440 → 00:16:32.629

exceptions and and this is where I get a little<00:16:29.600><c> bit</c><00:16:30.160><c> um</c><00:16:31.199><c> uh</c><00:16:31.519><c> I</c><00:16:31.759><c> don't</c><00:16:31.839><c> know</c><00:16:32.000><c> worked</c><00:16:32.399><c> up</c>

00:16:32.629 → 00:16:32.639

little bit um uh I don't know worked up

00:16:32.639 → 00:16:36.389

little bit um uh I don't know worked up I<00:16:32.880><c> guess</c><00:16:34.079><c> um</c><00:16:34.399><c> because</c><00:16:35.040><c> you</c><00:16:35.279><c> know</c><00:16:35.759><c> we</c><00:16:36.000><c> were</c><00:16:36.079><c> in</c><00:16:36.240><c> a</c>

00:16:36.389 → 00:16:36.399

I guess um because you know we were in a

00:16:36.399 → 00:16:38.629

I guess um because you know we were in a demonstration<00:16:37.040><c> scenario</c><00:16:37.519><c> recently</c><00:16:38.079><c> where</c><00:16:38.399><c> we</c>

00:16:38.629 → 00:16:38.639

demonstration scenario recently where we

00:16:38.639 → 00:16:40.550

demonstration scenario recently where we were<00:16:38.800><c> competing</c><00:16:39.199><c> with</c><00:16:39.360><c> a</c><00:16:39.600><c> couple</c><00:16:39.759><c> of</c><00:16:39.920><c> the</c><00:16:40.240><c> I'll</c>

00:16:40.550 → 00:16:40.560

were competing with a couple of the I'll

00:16:40.560 → 00:16:42.790

were competing with a couple of the I'll just<00:16:40.720><c> call</c><00:16:40.880><c> it</c><00:16:41.120><c> newer</c><00:16:41.440><c> vendors</c><00:16:41.759><c> to</c><00:16:42.000><c> that</c><00:16:42.240><c> IP</c>

00:16:42.790 → 00:16:42.800

just call it newer vendors to that IP

00:16:42.800 → 00:16:44.949

just call it newer vendors to that IP marketplace

00:16:44.949 → 00:16:44.959

marketplace

00:16:44.959 → 00:16:48.870

marketplace and<00:16:46.240><c> um</c><00:16:46.720><c> there</c><00:16:47.120><c> they</c><00:16:47.360><c> were</c><00:16:47.920><c> you</c><00:16:48.079><c> know</c><00:16:48.399><c> publicly</c>

00:16:48.870 → 00:16:48.880

and um there they were you know publicly

00:16:48.880 → 00:16:50.550

and um there they were you know publicly available<00:16:49.440><c> tools</c><00:16:49.759><c> so</c><00:16:49.920><c> we</c><00:16:50.079><c> were</c><00:16:50.240><c> able</c><00:16:50.399><c> to</c>

00:16:50.550 → 00:16:50.560

available tools so we were able to

00:16:50.560 → 00:16:52.470

available tools so we were able to download<00:16:50.880><c> and</c><00:16:51.199><c> sort</c><00:16:51.360><c> of</c><00:16:51.440><c> compare</c><00:16:52.160><c> you</c><00:16:52.320><c> know</c>

00:16:52.470 → 00:16:52.480

download and sort of compare you know

00:16:52.480 → 00:16:55.189

download and sort of compare you know our<00:16:52.800><c> job</c><00:16:52.959><c> as</c><00:16:53.199><c> an</c><00:16:53.360><c> integrator</c><00:16:54.000><c> is</c><00:16:54.240><c> to</c><00:16:54.480><c> use</c><00:16:54.959><c> the</c>

00:16:55.189 → 00:16:55.199

our job as an integrator is to use the

00:16:55.199 → 00:16:57.110

our job as an integrator is to use the best<00:16:55.440><c> technologies</c><00:16:56.000><c> we</c><00:16:56.240><c> can</c><00:16:56.399><c> find,</c><00:16:56.720><c> not</c><00:16:56.959><c> just</c>

00:16:57.110 → 00:16:57.120

best technologies we can find, not just

00:16:57.120 → 00:16:59.030

best technologies we can find, not just to<00:16:57.279><c> say,</c><00:16:57.519><c> well,</c><00:16:57.839><c> we</c><00:16:58.079><c> like</c><00:16:58.320><c> this</c><00:16:58.480><c> one,</c><00:16:58.720><c> so</c>

00:16:59.030 → 00:16:59.040

to say, well, we like this one, so

00:16:59.040 → 00:17:00.949

to say, well, we like this one, so that's<00:16:59.279><c> the</c><00:16:59.440><c> right</c><00:16:59.600><c> one.</c><00:17:00.000><c> So,</c><00:17:00.399><c> you</c><00:17:00.560><c> know,</c><00:17:00.639><c> we</c>

00:17:00.949 → 00:17:00.959

that's the right one. So, you know, we

00:17:00.959 → 00:17:03.189

that's the right one. So, you know, we of<00:17:01.120><c> course</c><00:17:01.279><c> we</c><00:17:01.440><c> went</c><00:17:01.600><c> through</c><00:17:01.759><c> evaluation.</c>

00:17:03.189 → 00:17:03.199

of course we went through evaluation.

00:17:03.199 → 00:17:06.069

of course we went through evaluation. When<00:17:03.600><c> we</c><00:17:03.920><c> used</c><00:17:04.160><c> it</c><00:17:04.480><c> to</c><00:17:04.720><c> read</c><00:17:05.199><c> information,</c><00:17:05.760><c> the</c>

00:17:06.069 → 00:17:06.079

When we used it to read information, the

00:17:06.079 → 00:17:07.429

When we used it to read information, the same<00:17:06.240><c> information,</c><00:17:06.880><c> you</c><00:17:07.039><c> know,</c><00:17:07.120><c> we</c><00:17:07.280><c> were</c>

00:17:07.429 → 00:17:07.439

same information, you know, we were

00:17:07.439 → 00:17:10.789

same information, you know, we were using<00:17:07.679><c> a</c><00:17:07.919><c> separate</c><00:17:08.160><c> tool</c><00:17:08.400><c> for,</c><00:17:09.600><c> it</c><00:17:09.919><c> had</c><00:17:10.160><c> no</c>

00:17:10.789 → 00:17:10.799

using a separate tool for, it had no

00:17:10.799 → 00:17:13.270

using a separate tool for, it had no native<00:17:11.360><c> exception</c><00:17:11.919><c> handling.</c><00:17:12.559><c> So,</c><00:17:12.880><c> if</c><00:17:13.039><c> it</c>

00:17:13.270 → 00:17:13.280

native exception handling. So, if it

00:17:13.280 → 00:17:15.429

native exception handling. So, if it didn't<00:17:13.520><c> if</c><00:17:13.760><c> it</c><00:17:13.919><c> couldn't</c><00:17:14.240><c> read</c><00:17:14.480><c> something,</c><00:17:15.199><c> it</c>

00:17:15.429 → 00:17:15.439

didn't if it couldn't read something, it

00:17:15.439 → 00:17:18.710

didn't if it couldn't read something, it just<00:17:15.600><c> put</c><00:17:15.760><c> a</c><00:17:16.000><c> null</c><00:17:16.720><c> in</c><00:17:16.959><c> the</c><00:17:17.120><c> data.</c><00:17:17.760><c> Well,</c><00:17:18.480><c> you</c>

00:17:18.710 → 00:17:18.720

just put a null in the data. Well, you

00:17:18.720 → 00:17:21.029

just put a null in the data. Well, you know,<00:17:18.880><c> for</c><00:17:19.439><c> those</c><00:17:19.839><c> less</c><00:17:20.480><c> techn</c>

00:17:21.029 → 00:17:21.039

know, for those less techn

00:17:21.039 → 00:17:23.669

know, for those less techn technological,<00:17:22.480><c> it's</c><00:17:22.720><c> basically</c><00:17:23.199><c> it's</c><00:17:23.439><c> just</c>

00:17:23.669 → 00:17:23.679

technological, it's basically it's just

00:17:23.679 → 00:17:26.069

technological, it's basically it's just leaving<00:17:23.919><c> a</c><00:17:24.160><c> blank</c><00:17:24.400><c> space.</c><00:17:24.880><c> Yeah.</c><00:17:25.199><c> Right.</c><00:17:25.839><c> And</c>

00:17:26.069 → 00:17:26.079

leaving a blank space. Yeah. Right. And

00:17:26.079 → 00:17:29.510

leaving a blank space. Yeah. Right. And so<00:17:27.280><c> that</c><00:17:27.679><c> is</c><00:17:27.839><c> that</c><00:17:28.079><c> okay?</c><00:17:28.640><c> You</c><00:17:28.799><c> just</c><00:17:29.120><c> you</c><00:17:29.360><c> just</c>

00:17:29.510 → 00:17:29.520

so that is that okay? You just you just

00:17:29.520 → 00:17:32.150

so that is that okay? You just you just wanted<00:17:29.840><c> to</c><00:17:30.000><c> go</c><00:17:30.160><c> through</c><00:17:30.400><c> like</c><00:17:30.640><c> that.</c><00:17:31.919><c> One</c><00:17:32.080><c> of</c>

00:17:32.150 → 00:17:32.160

wanted to go through like that. One of

00:17:32.160 → 00:17:35.430

wanted to go through like that. One of the<00:17:32.320><c> things</c><00:17:32.400><c> that</c><00:17:32.559><c> we</c><00:17:32.799><c> believe</c><00:17:33.919><c> in</c><00:17:34.400><c> in</c><00:17:34.799><c> is</c><00:17:35.200><c> the</c>

00:17:35.430 → 00:17:35.440

the things that we believe in in is the

00:17:35.440 → 00:17:37.190

the things that we believe in in is the idea<00:17:35.679><c> of</c><00:17:35.840><c> the</c><00:17:36.000><c> human</c><00:17:36.320><c> and</c><00:17:36.400><c> deluded</c><00:17:36.880><c> component</c>

00:17:37.190 → 00:17:37.200

idea of the human and deluded component

00:17:37.200 → 00:17:40.630

idea of the human and deluded component of<00:17:37.360><c> IDB</c><00:17:38.160><c> that</c><00:17:38.480><c> at</c><00:17:38.799><c> some</c><00:17:39.120><c> point</c><00:17:39.840><c> we</c><00:17:40.080><c> all</c><00:17:40.320><c> have</c><00:17:40.480><c> to</c>

00:17:40.630 → 00:17:40.640

of IDB that at some point we all have to

00:17:40.640 → 00:17:44.390

of IDB that at some point we all have to acknowledge<00:17:41.120><c> that</c><00:17:41.840><c> technology</c><00:17:42.320><c> is</c><00:17:42.559><c> imperfect</c>

00:17:44.390 → 00:17:44.400

acknowledge that technology is imperfect

00:17:44.400 → 00:17:47.110

acknowledge that technology is imperfect and<00:17:44.880><c> it</c><00:17:45.200><c> will</c><00:17:45.840><c> have</c><00:17:46.080><c> questions.</c><00:17:46.559><c> So</c><00:17:46.720><c> it'll</c><00:17:46.960><c> say</c>

00:17:47.110 → 00:17:47.120

and it will have questions. So it'll say

00:17:47.120 → 00:17:50.310

and it will have questions. So it'll say I<00:17:47.280><c> think</c><00:17:47.440><c> this</c><00:17:47.679><c> is</c><00:17:48.559><c> this</c><00:17:49.280><c> but</c><00:17:49.679><c> I</c><00:17:49.919><c> want</c><00:17:50.080><c> you</c><00:17:50.160><c> to</c>

00:17:50.310 → 00:17:50.320

I think this is this but I want you to

00:17:50.320 → 00:17:51.830

I think this is this but I want you to validate<00:17:50.720><c> I</c><00:17:50.960><c> think</c><00:17:51.039><c> it's</c><00:17:51.280><c> this</c><00:17:51.440><c> type</c><00:17:51.679><c> of</c>

00:17:51.830 → 00:17:51.840

validate I think it's this type of

00:17:51.840 → 00:17:54.710

validate I think it's this type of document<00:17:52.559><c> Clay</c><00:17:53.600><c> can</c><00:17:53.760><c> can</c><00:17:54.000><c> you</c><00:17:54.160><c> validate</c><00:17:54.480><c> that</c>

00:17:54.710 → 00:17:54.720

document Clay can can you validate that

00:17:54.720 → 00:17:57.990

document Clay can can you validate that it<00:17:54.799><c> is</c><00:17:55.120><c> I</c><00:17:55.360><c> think</c><00:17:55.440><c> it's</c><00:17:55.760><c> this</c><00:17:56.080><c> word</c><00:17:57.440><c> is</c><00:17:57.760><c> that</c>

00:17:57.990 → 00:17:58.000

it is I think it's this word is that

00:17:58.000 → 00:18:00.630

it is I think it's this word is that correct<00:17:58.799><c> well</c><00:17:59.360><c> you</c><00:17:59.600><c> know</c><00:17:59.840><c> why</c><00:18:00.080><c> is</c><00:18:00.240><c> that</c><00:18:00.400><c> so</c>

00:18:00.630 → 00:18:00.640

correct well you know why is that so

00:18:00.640 → 00:18:02.310

correct well you know why is that so important<00:18:01.039><c> and</c><00:18:01.120><c> and</c><00:18:01.440><c> you</c><00:18:01.600><c> started</c><00:18:01.919><c> to</c><00:18:02.080><c> touch</c>

00:18:02.310 → 00:18:02.320

important and and you started to touch

00:18:02.320 → 00:18:05.350

important and and you started to touch on<00:18:02.480><c> it</c><00:18:03.200><c> at</c><00:18:03.440><c> some</c><00:18:03.679><c> point</c><00:18:03.919><c> when</c><00:18:04.240><c> IDP</c><00:18:04.720><c> is</c><00:18:04.960><c> done</c>

00:18:05.350 → 00:18:05.360

on it at some point when IDP is done

00:18:05.360 → 00:18:07.430

on it at some point when IDP is done it's<00:18:05.679><c> creating</c><00:18:06.000><c> a</c><00:18:06.160><c> a</c><00:18:06.400><c> data</c><00:18:06.720><c> stream</c>

00:18:07.430 → 00:18:07.440

it's creating a a data stream

00:18:07.440 → 00:18:10.470

it's creating a a data stream right<00:18:08.240><c> so</c><00:18:09.360><c> first</c><00:18:09.520><c> of</c><00:18:09.679><c> all</c><00:18:09.919><c> you</c><00:18:10.160><c> want</c><00:18:10.240><c> to</c><00:18:10.400><c> make</c>

00:18:10.470 → 00:18:10.480

right so first of all you want to make

00:18:10.480 → 00:18:12.789

right so first of all you want to make sure<00:18:10.640><c> your</c><00:18:10.799><c> IDP</c><00:18:11.280><c> product</c><00:18:11.600><c> is</c><00:18:12.160><c> creating</c><00:18:12.480><c> a</c>

00:18:12.789 → 00:18:12.799

sure your IDP product is creating a

00:18:12.799 → 00:18:16.070

sure your IDP product is creating a consumable<00:18:13.440><c> data</c><00:18:13.760><c> stream</c><00:18:14.160><c> by</c><00:18:14.880><c> as</c><00:18:15.200><c> as</c><00:18:15.760><c> you</c><00:18:15.840><c> know</c>

00:18:16.070 → 00:18:16.080

consumable data stream by as as you know

00:18:16.080 → 00:18:18.070

consumable data stream by as as you know as<00:18:16.320><c> many</c><00:18:16.640><c> products</c><00:18:16.960><c> as</c><00:18:17.200><c> as</c><00:18:17.520><c> possible</c><00:18:17.840><c> out</c>

00:18:18.070 → 00:18:18.080

as many products as as possible out

00:18:18.080 → 00:18:19.669

as many products as as possible out there.<00:18:18.320><c> So</c><00:18:18.480><c> you</c><00:18:18.720><c> want</c><00:18:18.799><c> that</c><00:18:19.039><c> data</c><00:18:19.280><c> to</c><00:18:19.440><c> be</c><00:18:19.520><c> able</c>

00:18:19.669 → 00:18:19.679

there. So you want that data to be able

00:18:19.679 → 00:18:24.150

there. So you want that data to be able to<00:18:19.840><c> integrate</c><00:18:20.960><c> seamlessly</c><00:18:22.320><c> to</c><00:18:23.120><c> your</c><00:18:23.840><c> data</c>

00:18:24.150 → 00:18:24.160

to integrate seamlessly to your data

00:18:24.160 → 00:18:27.190

to integrate seamlessly to your data lake<00:18:24.640><c> to</c><00:18:24.880><c> your</c><00:18:25.360><c> application</c><00:18:25.919><c> systems</c><00:18:26.559><c> etc.</c><00:18:26.799><c> So</c>

00:18:27.190 → 00:18:27.200

lake to your application systems etc. So

00:18:27.200 → 00:18:29.430

lake to your application systems etc. So something<00:18:27.520><c> like</c><00:18:27.760><c> JSON</c><00:18:28.160><c> or</c><00:18:28.400><c> XML</c><00:18:28.880><c> or</c><00:18:29.039><c> or</c><00:18:29.200><c> those</c>

00:18:29.430 → 00:18:29.440

something like JSON or XML or or those

00:18:29.440 → 00:18:32.230

something like JSON or XML or or those kinds<00:18:29.600><c> of</c><00:18:29.760><c> things.</c><00:18:30.160><c> But</c><00:18:30.400><c> most</c><00:18:30.720><c> importantly,</c>

00:18:32.230 → 00:18:32.240

kinds of things. But most importantly,

00:18:32.240 → 00:18:34.710

kinds of things. But most importantly, if<00:18:32.559><c> you're</c><00:18:33.120><c> planning</c><00:18:33.440><c> to</c><00:18:33.760><c> do</c><00:18:34.160><c> going</c><00:18:34.400><c> back</c><00:18:34.559><c> to</c>

00:18:34.710 → 00:18:34.720

if you're planning to do going back to

00:18:34.720 → 00:18:37.510

if you're planning to do going back to your<00:18:34.880><c> comment</c><00:18:35.120><c> about</c><00:18:35.280><c> Gen</c><00:18:35.520><c> AI,</c>

00:18:37.510 → 00:18:37.520

your comment about Gen AI,

00:18:37.520 → 00:18:39.350

your comment about Gen AI, let's<00:18:37.760><c> say</c><00:18:38.000><c> that</c><00:18:38.400><c> you</c><00:18:38.559><c> know</c><00:18:38.640><c> I</c><00:18:38.880><c> read</c><00:18:39.120><c> this</c>

00:18:39.350 → 00:18:39.360

let's say that you know I read this

00:18:39.360 → 00:18:41.590

let's say that you know I read this document<00:18:39.919><c> and</c><00:18:40.160><c> I</c><00:18:40.400><c> create</c><00:18:40.720><c> this</c><00:18:40.960><c> data</c><00:18:41.200><c> and</c><00:18:41.440><c> I</c>

00:18:41.590 → 00:18:41.600

document and I create this data and I

00:18:41.600 → 00:18:43.990

document and I create this data and I push<00:18:41.840><c> it</c><00:18:42.000><c> down</c><00:18:42.160><c> into</c><00:18:42.480><c> my</c><00:18:42.720><c> data</c><00:18:43.039><c> link</c><00:18:43.600><c> and</c><00:18:43.840><c> then</c>

00:18:43.990 → 00:18:44.000

push it down into my data link and then

00:18:44.000 → 00:18:46.150

push it down into my data link and then we<00:18:44.240><c> create</c><00:18:44.640><c> a</c><00:18:44.799><c> a</c><00:18:45.039><c> Gen</c><00:18:45.280><c> AI</c><00:18:45.600><c> front</c><00:18:45.760><c> end</c><00:18:45.919><c> for</c><00:18:46.080><c> our</c>

00:18:46.150 → 00:18:46.160

we create a a Gen AI front end for our

00:18:46.160 → 00:18:46.390

we create a a Gen AI front end for our customer.

00:18:46.390 → 00:18:46.400

customer.

00:18:46.400 → 00:18:48.390

customer. You<00:18:46.559><c> interrogate</c><00:18:47.039><c> it</c><00:18:47.200><c> with</c><00:18:47.360><c> the</c><00:18:47.440><c> genetic</c><00:18:47.840><c> AI.</c>

00:18:48.390 → 00:18:48.400

You interrogate it with the genetic AI.

00:18:48.400 → 00:18:50.710

You interrogate it with the genetic AI. Exactly.<00:18:49.039><c> Right.</c><00:18:49.600><c> So,</c><00:18:50.240><c> you</c><00:18:50.400><c> know,</c><00:18:50.480><c> the</c>

00:18:50.710 → 00:18:50.720

Exactly. Right. So, you know, the

00:18:50.720 → 00:18:53.029

Exactly. Right. So, you know, the customer<00:18:51.039><c> comes</c><00:18:51.280><c> and</c><00:18:51.520><c> asks</c><00:18:51.760><c> this</c><00:18:52.080><c> question</c>

00:18:53.029 → 00:18:53.039

customer comes and asks this question

00:18:53.039 → 00:18:55.990

customer comes and asks this question and<00:18:54.160><c> we</c><00:18:54.400><c> didn't</c><00:18:54.720><c> use</c><00:18:54.960><c> an</c><00:18:55.120><c> IDP</c><00:18:55.600><c> product</c><00:18:55.760><c> that</c>

00:18:55.990 → 00:18:56.000

and we didn't use an IDP product that

00:18:56.000 → 00:18:57.510

and we didn't use an IDP product that has<00:18:56.160><c> a</c><00:18:56.320><c> human</c><00:18:56.480><c> in</c><00:18:56.640><c> the</c><00:18:56.799><c> loop</c><00:18:57.039><c> exception</c>

00:18:57.510 → 00:18:57.520

has a human in the loop exception

00:18:57.520 → 00:19:00.230

has a human in the loop exception handling<00:18:58.320><c> and</c><00:18:58.559><c> it</c><00:18:58.720><c> was</c><00:18:58.880><c> just</c><00:18:59.120><c> wrong.</c><00:19:00.000><c> Just</c>

00:19:00.230 → 00:19:00.240

handling and it was just wrong. Just

00:19:00.240 → 00:19:01.190

handling and it was just wrong. Just read<00:19:00.480><c> it</c><00:19:00.640><c> wrong.</c>

00:19:01.190 → 00:19:01.200

read it wrong.

00:19:01.200 → 00:19:01.750

read it wrong. Yeah.

00:19:01.750 → 00:19:01.760

Yeah.

00:19:01.760 → 00:19:03.029

Yeah. Right.

00:19:03.029 → 00:19:03.039

Right.

00:19:03.039 → 00:19:04.390

Right. Now,<00:19:03.200><c> it's</c><00:19:03.440><c> in</c><00:19:03.600><c> our</c><00:19:03.679><c> data</c><00:19:04.000><c> lake</c>

00:19:04.390 → 00:19:04.400

Now, it's in our data lake

00:19:04.400 → 00:19:05.270

Now, it's in our data lake and<00:19:04.559><c> it's</c><00:19:04.720><c> going</c><00:19:04.799><c> to</c><00:19:04.880><c> hold.</c>

00:19:05.270 → 00:19:05.280

and it's going to hold.

00:19:05.280 → 00:19:06.950

and it's going to hold. Now,<00:19:05.440><c> it's</c><00:19:05.600><c> going</c><00:19:05.679><c> to</c><00:19:05.760><c> get</c><00:19:06.000><c> picked</c><00:19:06.240><c> up</c><00:19:06.480><c> by</c><00:19:06.720><c> that</c>

00:19:06.950 → 00:19:06.960

Now, it's going to get picked up by that

00:19:06.960 → 00:19:09.350

Now, it's going to get picked up by that agentic<00:19:07.520><c> question</c><00:19:08.000><c> and</c><00:19:08.240><c> we've</c><00:19:08.559><c> just</c><00:19:08.880><c> handed</c>

00:19:09.350 → 00:19:09.360

agentic question and we've just handed

00:19:09.360 → 00:19:11.430

agentic question and we've just handed out<00:19:09.679><c> a</c><00:19:09.919><c> hallucination</c>

00:19:11.430 → 00:19:11.440

out a hallucination

00:19:11.440 → 00:19:14.150

out a hallucination or<00:19:12.080><c> a</c><00:19:12.320><c> lie.</c><00:19:13.120><c> All</c><00:19:13.200><c> right.</c><00:19:13.440><c> Well,</c><00:19:13.679><c> this</c><00:19:13.840><c> is</c><00:19:14.000><c> good</c>

00:19:14.150 → 00:19:14.160

or a lie. All right. Well, this is good

00:19:14.160 → 00:19:15.830

or a lie. All right. Well, this is good stuff.<00:19:14.480><c> Let's</c><00:19:14.880><c> uh</c><00:19:14.960><c> let's</c><00:19:15.280><c> take</c><00:19:15.440><c> a</c><00:19:15.600><c> breather</c>

00:19:15.830 → 00:19:15.840

stuff. Let's uh let's take a breather

00:19:15.840 → 00:19:20.150

stuff. Let's uh let's take a breather and<00:19:16.000><c> go</c><00:19:16.160><c> to</c><00:19:16.240><c> a</c><00:19:16.400><c> break.</c><00:19:16.960><c> Sounds</c><00:19:17.280><c> good.</c>

00:19:20.150 → 00:19:20.160

and go to a break. Sounds good.

00:19:20.160 → 00:19:22.230

and go to a break. Sounds good. Yeah.<00:19:20.400><c> So</c><00:19:20.559><c> those</c><00:19:20.799><c> hallucinations</c><00:19:21.760><c> make</c><00:19:22.000><c> their</c>

00:19:22.230 → 00:19:22.240

Yeah. So those hallucinations make their

00:19:22.240 → 00:19:25.110

Yeah. So those hallucinations make their way<00:19:22.960><c> into</c><00:19:23.440><c> your</c><00:19:23.760><c> data</c><00:19:24.160><c> because</c><00:19:24.559><c> you</c><00:19:24.880><c> didn't</c>

00:19:25.110 → 00:19:25.120

way into your data because you didn't

00:19:25.120 → 00:19:27.830

way into your data because you didn't have<00:19:25.280><c> anybody</c><00:19:26.320><c> dealing</c><00:19:26.720><c> with</c><00:19:26.880><c> the</c><00:19:27.120><c> exception</c>

00:19:27.830 → 00:19:27.840

have anybody dealing with the exception

00:19:27.840 → 00:19:29.029

have anybody dealing with the exception that<00:19:28.080><c> human</c><00:19:28.400><c> in</c><00:19:28.640><c> the</c><00:19:28.720><c> loop.</c>

00:19:29.029 → 00:19:29.039

that human in the loop.

00:19:29.039 → 00:19:29.510

that human in the loop. That's<00:19:29.200><c> right.</c>

00:19:29.510 → 00:19:29.520

That's right.

00:19:29.520 → 00:19:32.870

That's right. Is<00:19:29.760><c> is</c><00:19:29.919><c> so</c><00:19:30.160><c> important</c><00:19:30.559><c> because</c><00:19:31.840><c> AI</c><00:19:32.240><c> is</c><00:19:32.480><c> not</c><00:19:32.720><c> a</c>

00:19:32.870 → 00:19:32.880

Is is so important because AI is not a

00:19:32.880 → 00:19:36.630

Is is so important because AI is not a toddler.<00:19:34.000><c> It's</c><00:19:34.559><c> smart,</c><00:19:35.280><c> but</c><00:19:35.679><c> it</c><00:19:36.080><c> only</c><00:19:36.400><c> gets</c>

00:19:36.630 → 00:19:36.640

toddler. It's smart, but it only gets

00:19:36.640 → 00:19:38.950

toddler. It's smart, but it only gets smarter<00:19:37.280><c> like</c><00:19:37.679><c> humans</c><00:19:38.080><c> get</c><00:19:38.240><c> smarter.</c><00:19:38.559><c> It</c><00:19:38.799><c> has</c>

00:19:38.950 → 00:19:38.960

smarter like humans get smarter. It has

00:19:38.960 → 00:19:40.870

smarter like humans get smarter. It has to<00:19:39.120><c> be</c><00:19:39.280><c> told</c><00:19:39.600><c> what</c><00:19:39.840><c> is</c><00:19:40.080><c> correct.</c><00:19:40.559><c> Right?</c>

00:19:40.870 → 00:19:40.880

to be told what is correct. Right?

00:19:40.880 → 00:19:43.110

to be told what is correct. Right? If<00:19:41.120><c> I</c><00:19:41.280><c> told</c><00:19:41.520><c> you</c><00:19:41.840><c> something</c><00:19:42.160><c> that</c><00:19:42.640><c> I</c><00:19:42.960><c> thought</c>

00:19:43.110 → 00:19:43.120

If I told you something that I thought

00:19:43.120 → 00:19:44.630

If I told you something that I thought was<00:19:43.360><c> right,</c><00:19:43.600><c> but</c><00:19:43.760><c> it</c><00:19:43.919><c> wasn't</c><00:19:44.160><c> and</c><00:19:44.320><c> you</c><00:19:44.480><c> went</c>

00:19:44.630 → 00:19:44.640

was right, but it wasn't and you went

00:19:44.640 → 00:19:46.230

was right, but it wasn't and you went and<00:19:44.799><c> spread</c><00:19:44.960><c> that</c><00:19:45.200><c> around,</c><00:19:45.520><c> that's</c><00:19:45.760><c> a</c><00:19:45.919><c> human</c>

00:19:46.230 → 00:19:46.240

and spread that around, that's a human

00:19:46.240 → 00:19:47.990

and spread that around, that's a human version<00:19:46.559><c> of</c><00:19:46.799><c> hallucination.</c><00:19:47.520><c> I</c><00:19:47.679><c> just</c><00:19:47.840><c> told</c>

00:19:47.990 → 00:19:48.000

version of hallucination. I just told

00:19:48.000 → 00:19:49.590

version of hallucination. I just told you<00:19:48.160><c> what</c><00:19:48.320><c> I</c><00:19:48.559><c> thought.</c><00:19:48.960><c> Unfortunately,</c>

00:19:49.590 → 00:19:49.600

you what I thought. Unfortunately,

00:19:49.600 → 00:19:51.190

you what I thought. Unfortunately, that's<00:19:49.840><c> where</c><00:19:50.000><c> we</c><00:19:50.160><c> get</c><00:19:50.240><c> a</c><00:19:50.400><c> lot</c><00:19:50.480><c> of</c><00:19:50.559><c> our</c><00:19:50.720><c> news</c>

00:19:51.190 → 00:19:51.200

that's where we get a lot of our news

00:19:51.200 → 00:19:52.310

that's where we get a lot of our news these<00:19:51.520><c> days.</c>

00:19:52.310 → 00:19:52.320

these days.

00:19:52.320 → 00:19:54.390

these days. Fair.<00:19:52.720><c> Fair.</c><00:19:53.200><c> Well,</c><00:19:53.440><c> and</c><00:19:53.679><c> I</c><00:19:53.840><c> think</c><00:19:54.000><c> I</c><00:19:54.240><c> think</c>

00:19:54.390 → 00:19:54.400

Fair. Fair. Well, and I think I think

00:19:54.400 → 00:19:55.430

Fair. Fair. Well, and I think I think that,<00:19:54.640><c> you</c><00:19:54.799><c> know,</c><00:19:54.880><c> one</c><00:19:55.039><c> of</c><00:19:55.120><c> the</c><00:19:55.200><c> things</c>

00:19:55.430 → 00:19:55.440

that, you know, one of the things

00:19:55.440 → 00:19:57.750

that, you know, one of the things probably<00:19:55.840><c> worth</c><00:19:56.160><c> touching</c><00:19:56.400><c> on</c><00:19:56.640><c> is</c><00:19:57.039><c> so</c><00:19:57.360><c> so</c><00:19:57.600><c> why</c>

00:19:57.750 → 00:19:57.760

probably worth touching on is so so why

00:19:57.760 → 00:19:59.750

probably worth touching on is so so why is<00:19:57.919><c> it</c><00:19:58.080><c> so</c><00:19:58.240><c> much</c><00:19:58.400><c> better,</c><00:19:58.880><c> right?</c><00:19:59.039><c> Why</c><00:19:59.200><c> is</c><00:19:59.360><c> IDP</c>

00:19:59.750 → 00:19:59.760

is it so much better, right? Why is IDP

00:19:59.760 → 00:20:02.710

is it so much better, right? Why is IDP so<00:20:00.000><c> much</c><00:20:00.160><c> better</c><00:20:00.400><c> than</c><00:20:00.640><c> what</c><00:20:00.880><c> it</c><00:20:01.039><c> was?</c><00:20:02.080><c> And</c><00:20:02.559><c> you</c>

00:20:02.710 → 00:20:02.720

so much better than what it was? And you

00:20:02.720 → 00:20:05.350

so much better than what it was? And you know,<00:20:02.880><c> where</c><00:20:03.200><c> AI</c><00:20:03.679><c> has</c><00:20:04.000><c> really</c><00:20:04.640><c> changed</c><00:20:05.200><c> the</c>

00:20:05.350 → 00:20:05.360

know, where AI has really changed the

00:20:05.360 → 00:20:07.430

know, where AI has really changed the the<00:20:05.840><c> narrative</c><00:20:06.240><c> around</c><00:20:06.559><c> IDP</c><00:20:07.039><c> and</c><00:20:07.200><c> its</c>

00:20:07.430 → 00:20:07.440

the narrative around IDP and its

00:20:07.440 → 00:20:10.870

the narrative around IDP and its capabilities<00:20:08.400><c> is</c><00:20:08.640><c> is</c><00:20:08.880><c> the</c><00:20:09.120><c> concept</c><00:20:09.440><c> of</c><00:20:09.679><c> LLMs.</c>

00:20:10.870 → 00:20:10.880

capabilities is is the concept of LLMs.

00:20:10.880 → 00:20:13.270

capabilities is is the concept of LLMs. So<00:20:11.360><c> you</c><00:20:11.520><c> know</c><00:20:11.840><c> historically</c><00:20:12.799><c> one</c><00:20:13.039><c> of</c><00:20:13.039><c> the</c>

00:20:13.270 → 00:20:13.280

So you know historically one of the

00:20:13.280 → 00:20:16.230

So you know historically one of the reasons<00:20:13.600><c> that</c><00:20:13.919><c> the</c><00:20:14.720><c> you</c><00:20:14.880><c> know</c><00:20:14.960><c> the</c><00:20:15.440><c> the</c><00:20:15.840><c> set</c><00:20:16.000><c> of</c>

00:20:16.230 → 00:20:16.240

reasons that the you know the the set of

00:20:16.240 → 00:20:19.350

reasons that the you know the the set of documents<00:20:16.640><c> that</c><00:20:16.880><c> could</c><00:20:17.039><c> be</c><00:20:17.120><c> captured</c><00:20:17.600><c> by</c><00:20:17.840><c> IDP</c>

00:20:19.350 → 00:20:19.360

documents that could be captured by IDP

00:20:19.360 → 00:20:21.590

documents that could be captured by IDP uh<00:20:19.600><c> was</c><00:20:20.000><c> more</c><00:20:20.320><c> narrowed</c><00:20:20.720><c> was</c><00:20:21.039><c> it</c><00:20:21.200><c> was</c><00:20:21.360><c> just</c>

00:20:21.590 → 00:20:21.600

uh was more narrowed was it was just

00:20:21.600 → 00:20:24.230

uh was more narrowed was it was just truly<00:20:22.000><c> using</c><00:20:22.400><c> OCR</c><00:20:23.120><c> right</c><00:20:23.440><c> so</c><00:20:23.679><c> it's</c><00:20:23.840><c> it's</c>

00:20:24.230 → 00:20:24.240

truly using OCR right so it's it's

00:20:24.240 → 00:20:26.150

truly using OCR right so it's it's reading<00:20:24.720><c> it's</c><00:20:25.039><c> reading</c><00:20:25.280><c> a</c><00:20:25.520><c> word</c><00:20:25.760><c> and</c><00:20:25.919><c> let's</c>

00:20:26.150 → 00:20:26.160

reading it's reading a word and let's

00:20:26.160 → 00:20:29.029

reading it's reading a word and let's say<00:20:26.720><c> you</c><00:20:26.880><c> know</c><00:20:27.039><c> the</c><00:20:27.280><c> the</c><00:20:28.000><c> text</c><00:20:28.400><c> it's</c><00:20:28.720><c> going</c><00:20:28.880><c> to</c>

00:20:29.029 → 00:20:29.039

say you know the the text it's going to

00:20:29.039 → 00:20:32.070

say you know the the text it's going to read<00:20:29.840><c> we</c><00:20:30.080><c> have</c><00:20:30.240><c> to</c><00:20:30.400><c> allow</c><00:20:30.640><c> for</c><00:20:30.880><c> alpha</c><00:20:31.280><c> numeric</c>

00:20:32.070 → 00:20:32.080

read we have to allow for alpha numeric

00:20:32.080 → 00:20:34.230

read we have to allow for alpha numeric well<00:20:32.240><c> then</c><00:20:32.400><c> you</c><00:20:32.559><c> get</c><00:20:32.720><c> into</c><00:20:33.120><c> is</c><00:20:33.280><c> this</c><00:20:33.440><c> a</c><00:20:33.679><c> one</c><00:20:34.080><c> is</c>

00:20:34.230 → 00:20:34.240

well then you get into is this a one is

00:20:34.240 → 00:20:36.950

well then you get into is this a one is it<00:20:34.400><c> an</c><00:20:34.559><c> i</c><00:20:35.039><c> is</c><00:20:35.200><c> it</c><00:20:35.440><c> an</c><00:20:35.600><c> l</c><00:20:36.080><c> you</c><00:20:36.240><c> know</c><00:20:36.400><c> those</c><00:20:36.720><c> kinds</c>

00:20:36.950 → 00:20:36.960

it an i is it an l you know those kinds

00:20:36.960 → 00:20:39.590

it an i is it an l you know those kinds of<00:20:37.120><c> scenarios</c><00:20:37.760><c> well</c><00:20:38.400><c> then</c><00:20:38.640><c> you</c><00:20:38.880><c> got</c><00:20:39.039><c> into</c><00:20:39.360><c> the</c>

00:20:39.590 → 00:20:39.600

of scenarios well then you got into the

00:20:39.600 → 00:20:40.789

of scenarios well then you got into the world<00:20:39.760><c> of</c><00:20:40.080><c> you</c>

00:20:40.789 → 00:20:40.799

world of you

00:20:40.799 → 00:20:43.190

world of you um<00:20:40.960><c> you</c><00:20:41.120><c> know</c><00:20:41.280><c> machine</c><00:20:41.600><c> learning</c><00:20:42.080><c> and</c><00:20:42.320><c> and</c><00:20:42.559><c> NLP</c>

00:20:43.190 → 00:20:43.200

um you know machine learning and and NLP

00:20:43.200 → 00:20:45.270

um you know machine learning and and NLP natural<00:20:43.600><c> language</c><00:20:44.000><c> processing</c><00:20:44.640><c> and</c><00:20:44.880><c> that</c><00:20:45.039><c> got</c>

00:20:45.270 → 00:20:45.280

natural language processing and that got

00:20:45.280 → 00:20:47.590

natural language processing and that got significantly<00:20:46.000><c> better.</c><00:20:46.400><c> Well,</c><00:20:46.640><c> now</c>

00:20:47.590 → 00:20:47.600

significantly better. Well, now

00:20:47.600 → 00:20:49.510

significantly better. Well, now when<00:20:47.840><c> you</c><00:20:48.000><c> start</c><00:20:48.320><c> talking</c><00:20:48.559><c> about</c><00:20:48.720><c> the</c><00:20:49.039><c> use</c><00:20:49.200><c> of</c>

00:20:49.510 → 00:20:49.520

when you start talking about the use of

00:20:49.520 → 00:20:52.789

when you start talking about the use of LLMs,<00:20:50.640><c> you</c><00:20:50.960><c> start</c><00:20:51.280><c> introducing</c><00:20:51.919><c> the</c><00:20:52.240><c> idea</c><00:20:52.480><c> of</c>

00:20:52.789 → 00:20:52.799

LLMs, you start introducing the idea of

00:20:52.799 → 00:20:54.630

LLMs, you start introducing the idea of reading<00:20:53.280><c> something</c><00:20:53.600><c> the</c><00:20:53.919><c> way</c><00:20:54.000><c> a</c><00:20:54.240><c> human</c><00:20:54.480><c> would</c>

00:20:54.630 → 00:20:54.640

reading something the way a human would

00:20:54.640 → 00:20:57.430

reading something the way a human would read<00:20:54.880><c> it,</c><00:20:55.200><c> right?</c><00:20:55.919><c> There's</c><00:20:56.240><c> no</c><00:20:56.559><c> reason</c><00:20:57.120><c> that</c>

00:20:57.430 → 00:20:57.440

read it, right? There's no reason that

00:20:57.440 → 00:21:00.070

read it, right? There's no reason that the<00:20:57.760><c> there</c><00:20:58.000><c> would</c><00:20:58.240><c> be</c><00:20:58.480><c> a</c><00:20:58.960><c> a</c><00:20:59.200><c> number</c><00:20:59.440><c> one</c><00:20:59.679><c> in</c><00:20:59.919><c> the</c>

00:21:00.070 → 00:21:00.080

the there would be a a number one in the

00:21:00.080 → 00:21:02.549

the there would be a a number one in the word<00:21:00.320><c> learn.</c><00:21:01.120><c> And</c><00:21:01.280><c> so</c><00:21:01.520><c> we're</c><00:21:01.760><c> no</c><00:21:02.000><c> longer</c><00:21:02.320><c> sort</c>

00:21:02.549 → 00:21:02.559

word learn. And so we're no longer sort

00:21:02.559 → 00:21:05.430

word learn. And so we're no longer sort of<00:21:03.039><c> victim</c><00:21:03.440><c> of</c><00:21:03.679><c> the</c><00:21:03.840><c> the</c><00:21:04.080><c> OCR</c><00:21:04.559><c> engine</c><00:21:04.960><c> being</c>

00:21:05.430 → 00:21:05.440

of victim of the the OCR engine being

00:21:05.440 → 00:21:07.350

of victim of the the OCR engine being unclear.<00:21:06.080><c> It's</c><00:21:06.240><c> going</c><00:21:06.320><c> to</c><00:21:06.480><c> use</c><00:21:06.720><c> logic,</c><00:21:07.280><c> you</c>

00:21:07.350 → 00:21:07.360

unclear. It's going to use logic, you

00:21:07.360 → 00:21:10.230

unclear. It's going to use logic, you know,<00:21:07.440><c> based</c><00:21:07.600><c> on</c><00:21:07.840><c> an</c><00:21:08.000><c> LLM.</c><00:21:08.640><c> So,</c><00:21:09.440><c> so</c><00:21:09.840><c> you</c><00:21:10.000><c> know,</c>

00:21:10.230 → 00:21:10.240

know, based on an LLM. So, so you know,

00:21:10.240 → 00:21:13.830

know, based on an LLM. So, so you know, there's<00:21:10.720><c> I</c><00:21:10.960><c> think</c><00:21:11.280><c> this</c><00:21:12.000><c> um</c>

00:21:13.830 → 00:21:13.840

there's I think this um

00:21:13.840 → 00:21:16.149

there's I think this um predisposition<00:21:14.640><c> by</c><00:21:14.880><c> some</c><00:21:15.120><c> vendors</c><00:21:15.520><c> to</c><00:21:15.919><c> jump</c>

00:21:16.149 → 00:21:16.159

predisposition by some vendors to jump

00:21:16.159 → 00:21:18.549

predisposition by some vendors to jump to,<00:21:16.720><c> well,</c><00:21:16.960><c> it's</c><00:21:17.200><c> so</c><00:21:17.440><c> good,</c><00:21:18.080><c> you</c><00:21:18.240><c> know,</c><00:21:18.320><c> we</c>

00:21:18.549 → 00:21:18.559

to, well, it's so good, you know, we

00:21:18.559 → 00:21:19.830

to, well, it's so good, you know, we don't<00:21:18.640><c> need</c><00:21:18.799><c> the</c><00:21:18.960><c> human</c><00:21:19.120><c> in</c><00:21:19.280><c> the</c><00:21:19.440><c> loop.</c><00:21:19.679><c> Well,</c>

00:21:19.830 → 00:21:19.840

don't need the human in the loop. Well,

00:21:19.840 → 00:21:21.750

don't need the human in the loop. Well, that's<00:21:20.000><c> just</c><00:21:20.320><c> that's</c><00:21:20.559><c> just</c><00:21:20.799><c> flatout</c><00:21:21.280><c> wrong,</c>

00:21:21.750 → 00:21:21.760

that's just that's just flatout wrong,

00:21:21.760 → 00:21:22.789

that's just that's just flatout wrong, right?

00:21:22.789 → 00:21:22.799

right?

00:21:22.799 → 00:21:25.510

right? The<00:21:22.960><c> thing</c><00:21:23.120><c> that's</c><00:21:23.440><c> interesting</c><00:21:23.919><c> is</c><00:21:24.320><c> that</c><00:21:25.200><c> um</c>

00:21:25.510 → 00:21:25.520

The thing that's interesting is that um

00:21:25.520 → 00:21:27.990

The thing that's interesting is that um you<00:21:25.679><c> know,</c><00:21:26.159><c> there's</c><00:21:26.400><c> a</c><00:21:26.640><c> reason</c><00:21:26.880><c> why</c><00:21:27.280><c> 450</c>

00:21:27.990 → 00:21:28.000

you know, there's a reason why 450

00:21:28.000 → 00:21:30.070

you know, there's a reason why 450 vendors<00:21:28.400><c> were</c><00:21:28.559><c> able</c><00:21:28.799><c> to</c><00:21:28.960><c> just</c><00:21:29.600><c> suddenly</c>

00:21:30.070 → 00:21:30.080

vendors were able to just suddenly

00:21:30.080 → 00:21:33.270

vendors were able to just suddenly appear.<00:21:31.039><c> And</c><00:21:31.280><c> that's</c><00:21:31.600><c> because</c><00:21:32.240><c> most</c><00:21:32.640><c> of</c><00:21:32.880><c> them</c>

00:21:33.270 → 00:21:33.280

appear. And that's because most of them

00:21:33.280 → 00:21:36.630

appear. And that's because most of them are<00:21:33.520><c> putting</c><00:21:33.840><c> their</c><00:21:34.000><c> own</c><00:21:34.240><c> shiny</c><00:21:34.720><c> front</c><00:21:34.880><c> end</c><00:21:35.679><c> on</c>

00:21:36.630 → 00:21:36.640

are putting their own shiny front end on

00:21:36.640 → 00:21:39.510

are putting their own shiny front end on the<00:21:36.960><c> same,</c><00:21:37.760><c> you</c><00:21:37.919><c> know,</c><00:21:38.320><c> backend,</c><00:21:39.039><c> either</c>

00:21:39.510 → 00:21:39.520

the same, you know, backend, either

00:21:39.520 → 00:21:42.470

the same, you know, backend, either open-source<00:21:40.240><c> or</c><00:21:40.480><c> proprietary</c><00:21:41.200><c> tools</c><00:21:42.240><c> out</c>

00:21:42.470 → 00:21:42.480

open-source or proprietary tools out

00:21:42.480 → 00:21:44.310

open-source or proprietary tools out there.<00:21:42.799><c> You</c><00:21:42.880><c> know,</c><00:21:43.039><c> the</c><00:21:43.200><c> the</c><00:21:43.280><c> the</c><00:21:43.840><c> analogy</c>

00:21:44.310 → 00:21:44.320

there. You know, the the the analogy

00:21:44.320 → 00:21:47.270

there. You know, the the the analogy I've<00:21:44.559><c> been</c><00:21:44.720><c> using</c><00:21:45.039><c> is</c><00:21:45.840><c> we</c><00:21:46.000><c> go</c><00:21:46.480><c> all</c><00:21:46.720><c> go</c><00:21:46.880><c> out,</c><00:21:47.039><c> we</c>

00:21:47.270 → 00:21:47.280

I've been using is we go all go out, we

00:21:47.280 → 00:21:49.990

I've been using is we go all go out, we buy<00:21:47.440><c> our,</c><00:21:47.760><c> you</c><00:21:47.840><c> know,</c><00:21:47.919><c> our</c><00:21:48.159><c> LED</c><00:21:48.720><c> TV</c><00:21:49.520><c> and</c><00:21:49.840><c> one</c>

00:21:49.990 → 00:21:50.000

buy our, you know, our LED TV and one

00:21:50.000 → 00:21:52.070

buy our, you know, our LED TV and one says<00:21:50.240><c> Vizio</c><00:21:50.640><c> and</c><00:21:50.799><c> one</c><00:21:50.960><c> says</c><00:21:51.200><c> Samsung</c><00:21:51.679><c> and</c><00:21:51.919><c> one</c>

00:21:52.070 → 00:21:52.080

says Vizio and one says Samsung and one

00:21:52.080 → 00:21:53.990

says Vizio and one says Samsung and one says<00:21:52.400><c> something</c><00:21:52.640><c> else.</c><00:21:53.200><c> You</c><00:21:53.360><c> know,</c><00:21:53.440><c> if</c><00:21:53.600><c> if</c><00:21:53.840><c> you</c>

00:21:53.990 → 00:21:54.000

says something else. You know, if if you

00:21:54.000 → 00:21:55.350

says something else. You know, if if you pulled<00:21:54.240><c> it</c><00:21:54.400><c> open,</c><00:21:54.799><c> you're</c><00:21:55.039><c> going</c><00:21:55.120><c> to</c><00:21:55.200><c> find</c>

00:21:55.350 → 00:21:55.360

pulled it open, you're going to find

00:21:55.360 → 00:21:57.909

pulled it open, you're going to find about<00:21:55.679><c> 95%</c><00:21:56.400><c> of</c><00:21:56.480><c> the</c><00:21:56.640><c> componentry,</c><00:21:57.600><c> you</c><00:21:57.760><c> know,</c>

00:21:57.909 → 00:21:57.919

about 95% of the componentry, you know,

00:21:57.919 → 00:22:01.029

about 95% of the componentry, you know, is<00:21:58.159><c> the</c><00:21:58.400><c> same.</c><00:21:58.720><c> Well,</c><00:21:59.919><c> that</c><00:22:00.159><c> is</c><00:22:00.320><c> the</c><00:22:00.559><c> case</c><00:22:00.720><c> with</c>

00:22:01.029 → 00:22:01.039

is the same. Well, that is the case with

00:22:01.039 → 00:22:03.029

is the same. Well, that is the case with a<00:22:01.360><c> lot</c><00:22:01.440><c> of</c><00:22:01.600><c> what's</c><00:22:01.919><c> being</c><00:22:02.159><c> built</c><00:22:02.480><c> out</c><00:22:02.640><c> there.</c>

00:22:03.029 → 00:22:03.039

a lot of what's being built out there.

00:22:03.039 → 00:22:04.149

a lot of what's being built out there. But<00:22:03.120><c> you</c><00:22:03.280><c> don't</c><00:22:03.360><c> know</c><00:22:03.520><c> what</c><00:22:03.679><c> it</c><00:22:03.760><c> is.</c><00:22:04.000><c> Like</c>

00:22:04.149 → 00:22:04.159

But you don't know what it is. Like

00:22:04.159 → 00:22:06.470

But you don't know what it is. Like that's<00:22:04.400><c> the</c><00:22:04.559><c> thing.</c><00:22:05.280><c> The</c><00:22:05.440><c> average</c><00:22:05.760><c> person</c>

00:22:06.470 → 00:22:06.480

that's the thing. The average person

00:22:06.480 → 00:22:08.310

that's the thing. The average person knowing<00:22:06.799><c> that</c><00:22:07.039><c> is</c><00:22:07.280><c> not</c><00:22:07.760><c> they're</c><00:22:08.080><c> not</c><00:22:08.240><c> going</c><00:22:08.240><c> to</c>

00:22:08.310 → 00:22:08.320

knowing that is not they're not going to

00:22:08.320 → 00:22:11.029

knowing that is not they're not going to know<00:22:08.480><c> that</c><00:22:08.720><c> when</c><00:22:08.880><c> they're</c><00:22:09.039><c> trying</c><00:22:09.200><c> to</c><00:22:10.000><c> discern</c>

00:22:11.029 → 00:22:11.039

know that when they're trying to discern

00:22:11.039 → 00:22:13.830

know that when they're trying to discern well<00:22:11.280><c> what's</c><00:22:11.760><c> what's</c><00:22:12.159><c> real</c><00:22:12.400><c> and</c><00:22:12.720><c> what's</c>

00:22:13.830 → 00:22:13.840

well what's what's real and what's

00:22:13.840 → 00:22:15.669

well what's what's real and what's you<00:22:14.000><c> know</c><00:22:15.039><c> red</c><00:22:15.280><c> herring.</c>

00:22:15.669 → 00:22:15.679

you know red herring.

00:22:15.679 → 00:22:17.110

you know red herring. Well,<00:22:15.919><c> and</c><00:22:16.080><c> that's</c><00:22:16.240><c> where</c><00:22:16.400><c> I</c><00:22:16.640><c> think</c><00:22:16.799><c> you</c><00:22:16.960><c> know</c>

00:22:17.110 → 00:22:17.120

Well, and that's where I think you know

00:22:17.120 → 00:22:19.350

Well, and that's where I think you know our<00:22:17.440><c> job</c><00:22:17.919><c> you</c><00:22:18.000><c> know</c><00:22:18.159><c> at</c><00:22:18.320><c> KARK</c><00:22:18.880><c> as</c><00:22:19.120><c> an</c>

00:22:19.350 → 00:22:19.360

our job you know at KARK as an

00:22:19.360 → 00:22:23.350

our job you know at KARK as an integrator<00:22:20.400><c> is</c><00:22:20.720><c> really</c><00:22:21.120><c> to</c><00:22:21.520><c> help</c><00:22:21.760><c> a</c><00:22:22.080><c> customer</c>

00:22:23.350 → 00:22:23.360

integrator is really to help a customer

00:22:23.360 → 00:22:25.830

integrator is really to help a customer you<00:22:23.520><c> know</c><00:22:24.240><c> break</c><00:22:24.559><c> these</c><00:22:24.880><c> things</c><00:22:25.039><c> apart.</c><00:22:25.679><c> You</c>

00:22:25.830 → 00:22:25.840

you know break these things apart. You

00:22:25.840 → 00:22:28.470

you know break these things apart. You know,<00:22:26.000><c> it's</c><00:22:26.320><c> not</c><00:22:26.559><c> necessarily</c><00:22:27.200><c> with</c><00:22:27.440><c> in</c><00:22:27.760><c> mind,</c>

00:22:28.470 → 00:22:28.480

know, it's not necessarily with in mind,

00:22:28.480 → 00:22:30.710

know, it's not necessarily with in mind, you<00:22:28.640><c> know,</c><00:22:28.880><c> who's</c><00:22:29.200><c> the</c><00:22:29.440><c> best.</c><00:22:30.000><c> It's</c><00:22:30.400><c> really</c>

00:22:30.710 → 00:22:30.720

you know, who's the best. It's really

00:22:30.720 → 00:22:32.789

you know, who's the best. It's really with<00:22:30.960><c> in</c><00:22:31.200><c> mind</c><00:22:31.520><c> what's</c><00:22:31.760><c> your</c><00:22:31.919><c> use</c><00:22:32.159><c> case,</c><00:22:32.640><c> what</c>

00:22:32.789 → 00:22:32.799

with in mind what's your use case, what

00:22:32.799 → 00:22:34.390

with in mind what's your use case, what are<00:22:32.880><c> you</c><00:22:33.039><c> trying</c><00:22:33.200><c> to</c><00:22:33.360><c> accomplish,</c><00:22:34.159><c> what's</c>

00:22:34.390 → 00:22:34.400

are you trying to accomplish, what's

00:22:34.400 → 00:22:36.390

are you trying to accomplish, what's your<00:22:34.640><c> volume,</c><00:22:35.280><c> what's</c><00:22:35.760><c> what's</c><00:22:36.000><c> your</c><00:22:36.159><c> end</c>

00:22:36.390 → 00:22:36.400

your volume, what's what's your end

00:22:36.400 → 00:22:38.549

your volume, what's what's your end goal.<00:22:36.640><c> Is</c><00:22:36.799><c> it</c><00:22:36.880><c> for</c><00:22:37.120><c> analytics?</c><00:22:37.760><c> Is</c><00:22:37.919><c> it</c><00:22:38.080><c> to</c><00:22:38.240><c> feed</c>

00:22:38.549 → 00:22:38.559

goal. Is it for analytics? Is it to feed

00:22:38.559 → 00:22:40.710

goal. Is it for analytics? Is it to feed aentic?<00:22:39.280><c> Is</c><00:22:39.440><c> it,</c><00:22:40.000><c> you</c><00:22:40.080><c> know,</c><00:22:40.240><c> are</c><00:22:40.400><c> you</c><00:22:40.559><c> just</c>

00:22:40.710 → 00:22:40.720

aentic? Is it, you know, are you just

00:22:40.720 → 00:22:42.070

aentic? Is it, you know, are you just trying<00:22:40.880><c> to</c><00:22:41.039><c> capture</c><00:22:41.440><c> information</c><00:22:41.760><c> to</c><00:22:42.000><c> get</c>

00:22:42.070 → 00:22:42.080

trying to capture information to get

00:22:42.080 → 00:22:44.070

trying to capture information to get into<00:22:42.320><c> core</c><00:22:42.640><c> line</c><00:22:42.799><c> of</c><00:22:42.960><c> business</c><00:22:43.280><c> systems?</c>

00:22:44.070 → 00:22:44.080

into core line of business systems?

00:22:44.080 → 00:22:45.750

into core line of business systems? What's<00:22:44.320><c> your</c><00:22:44.480><c> turnaround</c><00:22:44.960><c> times?</c><00:22:45.360><c> Like</c><00:22:45.600><c> all</c>

00:22:45.750 → 00:22:45.760

What's your turnaround times? Like all

00:22:45.760 → 00:22:47.990

What's your turnaround times? Like all these<00:22:46.080><c> questions</c><00:22:46.480><c> that</c><00:22:46.880><c> you</c><00:22:47.120><c> have</c><00:22:47.280><c> to</c><00:22:47.520><c> ask</c><00:22:47.840><c> on</c>

00:22:47.990 → 00:22:48.000

these questions that you have to ask on

00:22:48.000 → 00:22:51.270

these questions that you have to ask on the<00:22:48.159><c> front</c><00:22:48.320><c> end</c><00:22:49.200><c> that,</c><00:22:49.679><c> you</c><00:22:49.840><c> know,</c><00:22:50.240><c> change</c>

00:22:51.270 → 00:22:51.280

the front end that, you know, change

00:22:51.280 → 00:22:53.350

the front end that, you know, change well,<00:22:51.919><c> what's,</c><00:22:52.320><c> you</c><00:22:52.480><c> know,</c><00:22:52.559><c> what's</c><00:22:52.799><c> the</c><00:22:52.960><c> ROI</c>

00:22:53.350 → 00:22:53.360

well, what's, you know, what's the ROI

00:22:53.360 → 00:22:54.950

well, what's, you know, what's the ROI that<00:22:53.600><c> I'm</c><00:22:53.840><c> looking</c><00:22:54.000><c> for?</c><00:22:54.320><c> you</c><00:22:54.480><c> know,</c><00:22:54.640><c> is</c><00:22:54.799><c> that</c>

00:22:54.950 → 00:22:54.960

that I'm looking for? you know, is that

00:22:54.960 → 00:22:56.470

that I'm looking for? you know, is that tangible<00:22:55.440><c> in</c><00:22:55.679><c> terms</c><00:22:55.840><c> of</c><00:22:56.000><c> the</c><00:22:56.240><c> number</c><00:22:56.320><c> of</c>

00:22:56.470 → 00:22:56.480

tangible in terms of the number of

00:22:56.480 → 00:22:57.669

tangible in terms of the number of people<00:22:56.720><c> involved?</c><00:22:57.200><c> Is</c><00:22:57.360><c> it</c><00:22:57.440><c> more</c><00:22:57.520><c> or</c>

00:22:57.669 → 00:22:57.679

people involved? Is it more or

00:22:57.679 → 00:22:59.909

people involved? Is it more or intangible<00:22:58.480><c> in</c><00:22:58.720><c> a</c><00:22:59.120><c> customer</c><00:22:59.520><c> experience</c>

00:22:59.909 → 00:22:59.919

intangible in a customer experience

00:22:59.919 → 00:23:01.350

intangible in a customer experience because<00:23:00.159><c> I</c><00:23:00.320><c> want</c><00:23:00.400><c> to</c><00:23:00.480><c> launch</c><00:23:00.640><c> an</c><00:23:00.799><c> agent</c>

00:23:01.350 → 00:23:01.360

because I want to launch an agent

00:23:01.360 → 00:23:03.590

because I want to launch an agent solution?<00:23:02.080><c> And</c><00:23:02.240><c> then</c><00:23:02.400><c> we</c><00:23:02.640><c> start</c><00:23:02.799><c> to</c><00:23:03.039><c> back</c><00:23:03.360><c> up</c>

00:23:03.590 → 00:23:03.600

solution? And then we start to back up

00:23:03.600 → 00:23:05.590

solution? And then we start to back up to<00:23:04.000><c> so</c><00:23:04.240><c> what</c><00:23:04.400><c> is</c><00:23:04.559><c> the</c><00:23:04.720><c> right</c><00:23:04.880><c> tool</c><00:23:05.200><c> for</c><00:23:05.360><c> the</c>

00:23:05.590 → 00:23:05.600

to so what is the right tool for the

00:23:05.600 → 00:23:08.870

to so what is the right tool for the job?<00:23:06.080><c> And</c><00:23:07.120><c> that's</c><00:23:07.520><c> where,</c><00:23:08.320><c> you</c><00:23:08.400><c> know,</c><00:23:08.559><c> in</c><00:23:08.720><c> my</c>

00:23:08.870 → 00:23:08.880

job? And that's where, you know, in my

00:23:08.880 → 00:23:10.950

job? And that's where, you know, in my opinion,<00:23:09.280><c> the</c><00:23:09.520><c> sort</c><00:23:09.679><c> of</c><00:23:09.840><c> irresponsibility</c><00:23:10.799><c> of</c>

00:23:10.950 → 00:23:10.960

opinion, the sort of irresponsibility of

00:23:10.960 → 00:23:13.590

opinion, the sort of irresponsibility of the<00:23:11.039><c> whisbang</c><00:23:11.679><c> demo</c><00:23:12.080><c> do</c><00:23:12.559><c> you</c><00:23:12.720><c> want</c><00:23:12.960><c> it,</c>

00:23:13.590 → 00:23:13.600

the whisbang demo do you want it,

00:23:13.600 → 00:23:14.870

the whisbang demo do you want it, you<00:23:13.679><c> know,</c><00:23:13.919><c> kind</c><00:23:14.080><c> of</c><00:23:14.159><c> gets</c><00:23:14.400><c> you</c><00:23:14.559><c> off</c><00:23:14.720><c> the</c>

00:23:14.870 → 00:23:14.880

you know, kind of gets you off the

00:23:14.880 → 00:23:15.430

you know, kind of gets you off the rails.

00:23:15.430 → 00:23:15.440

rails.

00:23:15.440 → 00:23:16.630

rails. And<00:23:15.520><c> I'm</c><00:23:15.679><c> going</c><00:23:15.760><c> to</c><00:23:15.840><c> say</c><00:23:16.080><c> something</c><00:23:16.320><c> very</c>

00:23:16.630 → 00:23:16.640

And I'm going to say something very

00:23:16.640 → 00:23:18.070

And I'm going to say something very heretical<00:23:17.120><c> for</c><00:23:17.280><c> a</c><00:23:17.440><c> marketer.</c>

00:23:18.070 → 00:23:18.080

heretical for a marketer.

00:23:18.080 → 00:23:21.590

heretical for a marketer. Yeah.<00:23:18.559><c> that</c><00:23:19.760><c> unfortunately</c><00:23:21.120><c> one</c><00:23:21.280><c> of</c><00:23:21.360><c> the</c>

00:23:21.590 → 00:23:21.600

Yeah. that unfortunately one of the

00:23:21.600 → 00:23:23.190

Yeah. that unfortunately one of the biggest<00:23:22.000><c> challenges</c><00:23:22.559><c> what</c><00:23:22.799><c> we're</c><00:23:22.960><c> talking</c>

00:23:23.190 → 00:23:23.200

biggest challenges what we're talking

00:23:23.200 → 00:23:25.990

biggest challenges what we're talking about<00:23:23.440><c> in</c><00:23:23.760><c> IDP</c><00:23:24.400><c> selection</c><00:23:24.960><c> is</c><00:23:25.360><c> believing</c><00:23:25.760><c> the</c>

00:23:25.990 → 00:23:26.000

about in IDP selection is believing the

00:23:26.000 → 00:23:27.990

about in IDP selection is believing the marketing<00:23:26.960><c> before</c><00:23:27.360><c> understanding</c><00:23:27.840><c> the</c>

00:23:27.990 → 00:23:28.000

marketing before understanding the

00:23:28.000 → 00:23:28.390

marketing before understanding the model.

00:23:28.390 → 00:23:28.400

model.

00:23:28.400 → 00:23:29.270

model. Yeah,<00:23:28.640><c> that's</c><00:23:28.880><c> right.</c>

00:23:29.270 → 00:23:29.280

Yeah, that's right.

00:23:29.280 → 00:23:33.110

Yeah, that's right. And<00:23:29.600><c> so</c><00:23:30.480><c> like</c><00:23:30.720><c> don't</c><00:23:31.039><c> discount</c><00:23:31.600><c> a</c><00:23:31.840><c> good</c><00:23:32.240><c> demo,</c>

00:23:33.110 → 00:23:33.120

And so like don't discount a good demo,

00:23:33.120 → 00:23:33.590

And so like don't discount a good demo, right?

00:23:33.590 → 00:23:33.600

right?

00:23:33.600 → 00:23:35.990

right? But<00:23:33.840><c> ask</c><00:23:34.159><c> more</c><00:23:34.400><c> questions</c><00:23:35.360><c> questions.</c>

00:23:35.990 → 00:23:36.000

But ask more questions questions.

00:23:36.000 → 00:23:38.470

But ask more questions questions. So<00:23:36.240><c> our</c><00:23:36.480><c> goal</c><00:23:36.640><c> is</c><00:23:36.799><c> to</c><00:23:37.039><c> help</c><00:23:37.200><c> people</c><00:23:37.919><c> find</c><00:23:38.159><c> the</c>

00:23:38.470 → 00:23:38.480

So our goal is to help people find the

00:23:38.480 → 00:23:40.390

So our goal is to help people find the right<00:23:38.720><c> vendor</c><00:23:39.120><c> and</c><00:23:39.360><c> we</c><00:23:39.600><c> believe</c><00:23:39.840><c> we</c><00:23:40.080><c> are</c><00:23:40.240><c> the</c>

00:23:40.390 → 00:23:40.400

right vendor and we believe we are the

00:23:40.400 → 00:23:42.149

right vendor and we believe we are the right<00:23:40.559><c> vendor</c><00:23:40.799><c> for</c><00:23:40.960><c> a</c><00:23:41.120><c> lot</c><00:23:41.200><c> of</c><00:23:41.280><c> that.</c><00:23:41.600><c> But</c><00:23:42.080><c> we</c>

00:23:42.149 → 00:23:42.159

right vendor for a lot of that. But we

00:23:42.159 → 00:23:44.710

right vendor for a lot of that. But we we<00:23:42.400><c> aren't</c><00:23:42.799><c> always</c><00:23:43.200><c> the</c><00:23:43.440><c> right</c><00:23:43.600><c> vendor.</c><00:23:44.159><c> Well,</c>

00:23:44.710 → 00:23:44.720

we aren't always the right vendor. Well,

00:23:44.720 → 00:23:46.070

we aren't always the right vendor. Well, and<00:23:44.799><c> that's</c><00:23:44.960><c> I</c><00:23:45.120><c> know</c><00:23:45.280><c> that</c><00:23:45.360><c> may</c><00:23:45.520><c> be</c><00:23:45.679><c> surprising</c>

00:23:46.070 → 00:23:46.080

and that's I know that may be surprising

00:23:46.080 → 00:23:47.669

and that's I know that may be surprising to<00:23:46.240><c> somebody</c><00:23:46.559><c> here,</c><00:23:46.960><c> you</c><00:23:47.039><c> know,</c><00:23:47.200><c> like</c><00:23:47.440><c> this</c>

00:23:47.669 → 00:23:47.679

to somebody here, you know, like this

00:23:47.679 → 00:23:49.270

to somebody here, you know, like this isn't<00:23:48.000><c> just</c><00:23:48.159><c> about</c><00:23:48.559><c> it's</c><00:23:48.799><c> it's</c><00:23:48.960><c> all</c><00:23:49.120><c> about</c>

00:23:49.270 → 00:23:49.280

isn't just about it's it's all about

00:23:49.280 → 00:23:50.870

isn't just about it's it's all about Kmart.<00:23:49.760><c> We're</c><00:23:49.840><c> the</c><00:23:50.000><c> ones</c><00:23:50.159><c> you</c><00:23:50.320><c> got</c><00:23:50.480><c> to</c><00:23:50.559><c> come</c><00:23:50.640><c> to</c>

00:23:50.870 → 00:23:50.880

Kmart. We're the ones you got to come to

00:23:50.880 → 00:23:51.669

Kmart. We're the ones you got to come to us.

00:23:51.669 → 00:23:51.679

us.

00:23:51.679 → 00:23:53.669

us. We<00:23:51.919><c> we</c><00:23:52.240><c> will</c><00:23:52.400><c> point</c><00:23:52.640><c> we've</c><00:23:53.039><c> often</c><00:23:53.360><c> times</c>

00:23:53.669 → 00:23:53.679

We we will point we've often times

00:23:53.679 → 00:23:54.950

We we will point we've often times pointed<00:23:54.000><c> customers</c><00:23:54.400><c> in</c><00:23:54.559><c> a</c><00:23:54.720><c> different</c>

00:23:54.950 → 00:23:54.960

pointed customers in a different

00:23:54.960 → 00:23:56.789

pointed customers in a different direction<00:23:55.360><c> just</c><00:23:55.600><c> because</c><00:23:55.760><c> we</c><00:23:56.080><c> believed</c><00:23:56.559><c> we</c>

00:23:56.789 → 00:23:56.799

direction just because we believed we

00:23:56.799 → 00:23:58.310

direction just because we believed we weren't<00:23:57.039><c> really</c><00:23:57.280><c> the</c><00:23:57.440><c> best</c><00:23:57.600><c> fit</c><00:23:57.919><c> for</c><00:23:58.159><c> what</c>

00:23:58.310 → 00:23:58.320

weren't really the best fit for what

00:23:58.320 → 00:23:59.750

weren't really the best fit for what they<00:23:58.559><c> really</c><00:23:58.720><c> needed</c><00:23:59.039><c> cuz</c><00:23:59.280><c> we're</c><00:23:59.520><c> listening</c>

00:23:59.750 → 00:23:59.760

they really needed cuz we're listening

00:23:59.760 → 00:24:00.070

they really needed cuz we're listening to

00:24:00.070 → 00:24:00.080

00:24:00.080 → 00:24:02.470

to Well,<00:24:00.400><c> even</c><00:24:00.799><c> even</c><00:24:01.039><c> in</c><00:24:01.280><c> this</c><00:24:01.520><c> scenario</c><00:24:01.919><c> where,</c>

00:24:02.470 → 00:24:02.480

Well, even even in this scenario where,

00:24:02.480 → 00:24:05.029

Well, even even in this scenario where, you<00:24:02.640><c> know,</c><00:24:03.200><c> um</c><00:24:03.919><c> you</c><00:24:04.080><c> know,</c><00:24:04.159><c> we</c><00:24:04.400><c> may</c><00:24:04.640><c> not</c><00:24:04.880><c> be</c>

00:24:05.029 → 00:24:05.039

you know, um you know, we may not be

00:24:05.039 → 00:24:07.830

you know, um you know, we may not be providing<00:24:05.520><c> a</c><00:24:05.840><c> product,</c><00:24:06.320><c> but</c><00:24:07.120><c> you</c><00:24:07.280><c> know,</c><00:24:07.440><c> we've</c>

00:24:07.830 → 00:24:07.840

providing a product, but you know, we've

00:24:07.840 → 00:24:10.310

providing a product, but you know, we've got<00:24:08.159><c> just</c><00:24:08.559><c> a</c><00:24:08.880><c> tremendous</c><00:24:09.679><c> amount</c><00:24:10.080><c> of</c>

00:24:10.310 → 00:24:10.320

got just a tremendous amount of

00:24:10.320 → 00:24:12.710

got just a tremendous amount of expertise<00:24:10.960><c> in</c><00:24:11.200><c> this</c><00:24:11.520><c> in</c><00:24:11.760><c> our</c><00:24:12.000><c> staff</c><00:24:12.480><c> and</c>

00:24:12.710 → 00:24:12.720

expertise in this in our staff and

00:24:12.720 → 00:24:13.909

expertise in this in our staff and insight.<00:24:13.200><c> 30</c><00:24:13.440><c> years</c>

00:24:13.909 → 00:24:13.919

insight. 30 years

00:24:13.919 → 00:24:15.750

insight. 30 years and<00:24:14.080><c> then</c><00:24:14.240><c> going</c><00:24:14.559><c> to</c><00:24:14.799><c> consult</c><00:24:15.120><c> on</c><00:24:15.360><c> that.</c><00:24:15.520><c> I</c>

00:24:15.750 → 00:24:15.760

and then going to consult on that. I

00:24:15.760 → 00:24:17.669

and then going to consult on that. I mean<00:24:15.840><c> the</c><00:24:16.000><c> the</c><00:24:16.240><c> roots</c><00:24:16.559><c> of</c><00:24:16.720><c> the</c><00:24:16.880><c> company</c><00:24:17.360><c> 30</c>

00:24:17.669 → 00:24:17.679

mean the the roots of the company 30

00:24:17.679 → 00:24:20.310

mean the the roots of the company 30 years<00:24:18.559><c> was</c><00:24:19.039><c> you</c><00:24:19.200><c> know</c><00:24:19.279><c> in</c><00:24:19.600><c> this</c><00:24:19.840><c> space</c><00:24:20.080><c> and</c>

00:24:20.310 → 00:24:20.320

years was you know in this space and

00:24:20.320 → 00:24:21.750

years was you know in this space and it's<00:24:20.480><c> had</c><00:24:20.640><c> a</c><00:24:20.799><c> lot</c><00:24:20.960><c> of</c><00:24:21.039><c> different</c><00:24:21.200><c> names</c><00:24:21.520><c> over</c>

00:24:21.750 → 00:24:21.760

it's had a lot of different names over

00:24:21.760 → 00:24:24.310

it's had a lot of different names over the<00:24:21.919><c> years</c><00:24:22.159><c> but</c><00:24:22.320><c> the</c><00:24:22.559><c> core</c><00:24:22.799><c> concepts</c><00:24:23.440><c> remained</c>

00:24:24.310 → 00:24:24.320

the years but the core concepts remained

00:24:24.320 → 00:24:26.630

the years but the core concepts remained you<00:24:24.480><c> know</c><00:24:24.640><c> very</c><00:24:24.880><c> similar</c><00:24:25.440><c> and</c><00:24:25.679><c> so</c><00:24:26.400><c> that</c>

00:24:26.630 → 00:24:26.640

you know very similar and so that

00:24:26.640 → 00:24:29.269

you know very similar and so that ability<00:24:26.960><c> to</c><00:24:27.200><c> help</c><00:24:27.440><c> somebody</c><00:24:28.000><c> discern</c><00:24:29.120><c> you</c>

00:24:29.269 → 00:24:29.279

ability to help somebody discern you

00:24:29.279 → 00:24:31.510

ability to help somebody discern you know<00:24:29.919><c> something</c><00:24:30.320><c> that's</c><00:24:30.799><c> going</c><00:24:30.960><c> to</c><00:24:31.200><c> meet</c>

00:24:31.510 → 00:24:31.520

know something that's going to meet

00:24:31.520 → 00:24:33.029

know something that's going to meet their<00:24:31.840><c> particular</c><00:24:32.159><c> use</c><00:24:32.400><c> case</c><00:24:32.640><c> when</c><00:24:32.880><c> you</c>

00:24:33.029 → 00:24:33.039

their particular use case when you

00:24:33.039 → 00:24:36.070

their particular use case when you mentioned<00:24:33.360><c> the</c><00:24:33.600><c> 66%</c><00:24:34.559><c> that</c><00:24:34.799><c> fail</c><00:24:35.600><c> some</c><00:24:35.760><c> of</c><00:24:35.840><c> them</c>

00:24:36.070 → 00:24:36.080

mentioned the 66% that fail some of them

00:24:36.080 → 00:24:38.710

mentioned the 66% that fail some of them are<00:24:36.320><c> just</c><00:24:36.640><c> it's</c><00:24:36.880><c> a</c><00:24:37.039><c> bad</c><00:24:37.279><c> use</c><00:24:37.520><c> case</c><00:24:38.159><c> and</c><00:24:38.559><c> you</c>

00:24:38.710 → 00:24:38.720

are just it's a bad use case and you

00:24:38.720 → 00:24:41.110

are just it's a bad use case and you know<00:24:38.960><c> that's</c><00:24:39.279><c> not</c><00:24:39.520><c> necessarily</c>

00:24:41.110 → 00:24:41.120

know that's not necessarily

00:24:41.120 → 00:24:44.630

know that's not necessarily um<00:24:41.760><c> you</c><00:24:42.000><c> know</c><00:24:42.159><c> driven</c><00:24:42.559><c> by</c><00:24:43.360><c> the</c><00:24:43.600><c> the</c><00:24:43.840><c> the</c><00:24:44.080><c> the</c>

00:24:44.630 → 00:24:44.640

um you know driven by the the the the

00:24:44.640 → 00:24:47.350

um you know driven by the the the the technology<00:24:45.120><c> ology</c><00:24:45.520><c> shortcomings.</c><00:24:46.400><c> It's</c><00:24:47.039><c> that</c>

00:24:47.350 → 00:24:47.360

technology ology shortcomings. It's that

00:24:47.360 → 00:24:50.070

technology ology shortcomings. It's that you<00:24:47.600><c> you</c><00:24:48.320><c> you</c><00:24:48.880><c> matched</c><00:24:49.200><c> it</c><00:24:49.360><c> wrong.</c>

00:24:50.070 → 00:24:50.080

you you you matched it wrong.

00:24:50.080 → 00:24:51.750

you you you matched it wrong. I<00:24:50.240><c> hate</c><00:24:50.400><c> to</c><00:24:50.559><c> say</c><00:24:50.720><c> too,</c><00:24:50.960><c> I</c><00:24:51.120><c> think</c><00:24:51.279><c> people</c><00:24:51.520><c> don't</c>

00:24:51.750 → 00:24:51.760

I hate to say too, I think people don't

00:24:51.760 → 00:24:54.149

I hate to say too, I think people don't ask<00:24:51.919><c> the</c><00:24:52.159><c> right</c><00:24:52.400><c> questions.</c><00:24:52.880><c> So,</c><00:24:53.360><c> if</c><00:24:53.520><c> if</c><00:24:54.000><c> you</c>

00:24:54.149 → 00:24:54.159

ask the right questions. So, if if you

00:24:54.159 → 00:24:56.630

ask the right questions. So, if if you go<00:24:54.320><c> to</c><00:24:54.480><c> meet</c><00:24:54.720><c> with</c><00:24:54.799><c> a</c><00:24:55.039><c> vendor</c><00:24:55.919><c> and</c><00:24:56.240><c> they're</c>

00:24:56.630 → 00:24:56.640

go to meet with a vendor and they're

00:24:56.640 → 00:24:59.430

go to meet with a vendor and they're only<00:24:56.960><c> speaking</c><00:24:57.440><c> at</c><00:24:57.760><c> you</c><00:24:58.480><c> and</c><00:24:58.720><c> they're</c><00:24:59.039><c> not</c>

00:24:59.430 → 00:24:59.440

only speaking at you and they're not

00:24:59.440 → 00:25:02.149

only speaking at you and they're not asking<00:24:59.919><c> you</c><00:25:00.240><c> questions,</c><00:25:01.120><c> that</c><00:25:01.279><c> is</c><00:25:01.440><c> a</c><00:25:01.679><c> huge</c>

00:25:02.149 → 00:25:02.159

asking you questions, that is a huge

00:25:02.159 → 00:25:02.789

asking you questions, that is a huge flag.

00:25:02.789 → 00:25:02.799

flag.

00:25:02.799 → 00:25:03.269

flag. That's<00:25:02.960><c> right.</c>

00:25:03.269 → 00:25:03.279

That's right.

00:25:03.279 → 00:25:05.510

That's right. If<00:25:03.679><c> a</c><00:25:04.000><c> good</c><00:25:04.240><c> vendor</c><00:25:04.480><c> is</c><00:25:04.640><c> going</c><00:25:04.799><c> to</c><00:25:04.880><c> come</c><00:25:04.960><c> in</c><00:25:05.200><c> and</c>

00:25:05.510 → 00:25:05.520

If a good vendor is going to come in and

00:25:05.520 → 00:25:07.909

If a good vendor is going to come in and start<00:25:05.760><c> asking</c><00:25:06.159><c> you</c><00:25:06.480><c> questions.</c><00:25:06.960><c> So,</c><00:25:07.440><c> we</c><00:25:07.679><c> put</c>

00:25:07.909 → 00:25:07.919

start asking you questions. So, we put

00:25:07.919 → 00:25:09.190

start asking you questions. So, we put together<00:25:08.159><c> a</c><00:25:08.400><c> little</c><00:25:08.480><c> tool.</c>

00:25:09.190 → 00:25:09.200

together a little tool.

00:25:09.200 → 00:25:09.590

together a little tool. Nice.

00:25:09.590 → 00:25:09.600

Nice.

00:25:09.600 → 00:25:11.750

Nice. All right.<00:25:09.919><c> Um</c><00:25:10.400><c> it's</c><00:25:10.720><c> free.</c><00:25:10.960><c> You</c><00:25:11.120><c> can</c><00:25:11.279><c> go</c><00:25:11.360><c> to</c>

00:25:11.750 → 00:25:11.760

All right. Um it's free. You can go to

00:25:11.760 → 00:25:13.190

All right. Um it's free. You can go to I<00:25:11.919><c> like</c><00:25:12.000><c> how</c><00:25:12.159><c> you</c><00:25:12.320><c> did</c><00:25:12.400><c> the</c><00:25:12.559><c> segue,</c><00:25:12.960><c> too.</c>

00:25:13.190 → 00:25:13.200

I like how you did the segue, too.

00:25:13.200 → 00:25:14.710

I like how you did the segue, too. Yes.<00:25:13.440><c> That's</c><00:25:13.760><c> classic.</c><00:25:14.080><c> really</c><00:25:14.320><c> impressed.</c>

00:25:14.710 → 00:25:14.720

Yes. That's classic. really impressed.

00:25:14.720 → 00:25:15.430

Yes. That's classic. really impressed. I<00:25:14.880><c> practiced</c><00:25:15.200><c> that.</c>

00:25:15.430 → 00:25:15.440

I practiced that.

00:25:15.440 → 00:25:16.390

I practiced that. Yeah.<00:25:15.840><c> Nice</c><00:25:16.000><c> work.</c>

00:25:16.390 → 00:25:16.400

Yeah. Nice work.

00:25:16.400 → 00:25:18.630

Yeah. Nice work. Mostly<00:25:16.720><c> unstructured.</c><00:25:18.159><c> A</c><00:25:18.320><c> little</c><00:25:18.400><c> bit</c><00:25:18.480><c> of</c>

00:25:18.630 → 00:25:18.640

Mostly unstructured. A little bit of

00:25:18.640 → 00:25:20.630

Mostly unstructured. A little bit of structure<00:25:18.960><c> there.</c><00:25:19.440><c> Yeah.</c><00:25:19.760><c> So,</c><00:25:19.919><c> we</c><00:25:20.240><c> created</c>

00:25:20.630 → 00:25:20.640

structure there. Yeah. So, we created

00:25:20.640 → 00:25:23.029

structure there. Yeah. So, we created this<00:25:20.799><c> tool.</c><00:25:21.279><c> My</c><00:25:21.440><c> team</c><00:25:21.679><c> put</c><00:25:21.840><c> it</c><00:25:22.000><c> together.</c><00:25:22.799><c> Uh</c>

00:25:23.029 → 00:25:23.039

this tool. My team put it together. Uh

00:25:23.039 → 00:25:25.190

this tool. My team put it together. Uh it's<00:25:23.279><c> a</c><00:25:23.520><c> simple</c><00:25:23.919><c> PDF.</c><00:25:24.480><c> If</c><00:25:24.720><c> you're</c><00:25:24.880><c> watching,</c>

00:25:25.190 → 00:25:25.200

it's a simple PDF. If you're watching,

00:25:25.200 → 00:25:27.190

it's a simple PDF. If you're watching, it<00:25:25.440><c> looks</c><00:25:25.600><c> like</c><00:25:25.760><c> this.</c><00:25:26.400><c> You</c><00:25:26.640><c> can</c><00:25:26.720><c> go</c><00:25:26.880><c> download</c>

00:25:27.190 → 00:25:27.200

it looks like this. You can go download

00:25:27.200 → 00:25:28.630

it looks like this. You can go download it,<00:25:27.440><c> print</c><00:25:27.600><c> it</c><00:25:27.679><c> off,</c><00:25:28.000><c> use</c><00:25:28.159><c> the</c><00:25:28.320><c> digital</c>

00:25:28.630 → 00:25:28.640

it, print it off, use the digital

00:25:28.640 → 00:25:30.310

it, print it off, use the digital version<00:25:28.960><c> of</c><00:25:29.120><c> it.</c><00:25:29.440><c> And</c><00:25:29.600><c> what</c><00:25:29.760><c> it's</c><00:25:30.000><c> going</c><00:25:30.080><c> to</c><00:25:30.159><c> do</c>

00:25:30.310 → 00:25:30.320

version of it. And what it's going to do

00:25:30.320 → 00:25:33.269

version of it. And what it's going to do is<00:25:30.559><c> give</c><00:25:30.799><c> you</c><00:25:31.360><c> the</c><00:25:31.679><c> questions</c><00:25:32.080><c> that</c><00:25:32.880><c> you</c><00:25:33.120><c> need</c>

00:25:33.269 → 00:25:33.279

is give you the questions that you need

00:25:33.279 → 00:25:34.950

is give you the questions that you need to<00:25:33.440><c> ask.</c><00:25:33.919><c> By</c><00:25:34.080><c> the</c><00:25:34.159><c> way,</c><00:25:34.320><c> you</c><00:25:34.400><c> can</c><00:25:34.480><c> get</c><00:25:34.640><c> that</c><00:25:34.720><c> at</c>

00:25:34.950 → 00:25:34.960

to ask. By the way, you can get that at

00:25:34.960 → 00:25:38.310

to ask. By the way, you can get that at keymarkinc.com/tools.

00:25:38.310 → 00:25:38.320

00:25:38.320 → 00:25:39.909

T<00:25:38.799> O<00:25:39.039> Ls.

00:25:39.909 → 00:25:39.919

T O Ls.

00:25:39.919 → 00:25:41.430

T O Ls. And<00:25:40.159><c> you</c><00:25:40.320><c> can</c><00:25:40.480><c> download</c><00:25:40.720><c> it.</c><00:25:40.960><c> and</c><00:25:41.120><c> we're</c><00:25:41.279><c> not</c>

00:25:41.430 → 00:25:41.440

And you can download it. and we're not

00:25:41.440 → 00:25:43.110

And you can download it. and we're not going<00:25:41.520><c> to</c><00:25:41.600><c> take</c><00:25:41.760><c> your</c><00:25:42.080><c> information,</c><00:25:42.960><c> you</c>

00:25:43.110 → 00:25:43.120

going to take your information, you

00:25:43.120 → 00:25:45.029

going to take your information, you know,<00:25:44.080><c> marketers,</c><00:25:44.640><c> right?</c>

00:25:45.029 → 00:25:45.039

know, marketers, right?

00:25:45.039 → 00:25:45.430

know, marketers, right? Right.

00:25:45.430 → 00:25:45.440

Right.

00:25:45.440 → 00:25:47.350

Right. No,<00:25:45.679><c> we're</c><00:25:45.919><c> not</c><00:25:46.080><c> doing</c><00:25:46.159><c> that.</c><00:25:46.480><c> It's</c><00:25:46.640><c> it's</c><00:25:46.960><c> free</c>

00:25:47.350 → 00:25:47.360

No, we're not doing that. It's it's free

00:25:47.360 → 00:25:48.710

No, we're not doing that. It's it's free you<00:25:47.520><c> to</c><00:25:47.679><c> use.</c>

00:25:48.710 → 00:25:48.720

you to use.

00:25:48.720 → 00:25:50.870

you to use. And<00:25:48.880><c> it</c><00:25:49.120><c> helps</c><00:25:49.279><c> you</c><00:25:49.520><c> define,</c><00:25:50.400><c> you</c><00:25:50.559><c> know,</c><00:25:50.720><c> the</c>

00:25:50.870 → 00:25:50.880

And it helps you define, you know, the

00:25:50.880 → 00:25:52.870

And it helps you define, you know, the the<00:25:51.279><c> processes</c><00:25:51.919><c> that</c><00:25:52.240><c> you're</c><00:25:52.480><c> wanting</c><00:25:52.720><c> to</c>

00:25:52.870 → 00:25:52.880

the processes that you're wanting to

00:25:52.880 → 00:25:55.350

the processes that you're wanting to improve<00:25:53.200><c> with</c><00:25:53.440><c> IDP.</c><00:25:54.400><c> Uh</c><00:25:54.720><c> you</c><00:25:54.880><c> can</c><00:25:55.039><c> define</c>

00:25:55.350 → 00:25:55.360

improve with IDP. Uh you can define

00:25:55.360 → 00:25:57.350

improve with IDP. Uh you can define that,<00:25:55.679><c> you</c><00:25:55.840><c> can</c><00:25:55.919><c> grade</c><00:25:56.240><c> it,</c><00:25:56.480><c> and</c><00:25:56.799><c> it's</c><00:25:57.120><c> really</c>

00:25:57.350 → 00:25:57.360

that, you can grade it, and it's really

00:25:57.360 → 00:25:58.789

that, you can grade it, and it's really cool.<00:25:57.520><c> It's</c><00:25:57.760><c> got</c><00:25:57.840><c> a</c><00:25:58.000><c> nice</c><00:25:58.159><c> little</c><00:25:58.320><c> checklist</c>

00:25:58.789 → 00:25:58.799

cool. It's got a nice little checklist

00:25:58.799 → 00:26:01.590

cool. It's got a nice little checklist on<00:25:59.039><c> it,</c><00:25:59.600><c> easy</c><00:25:59.919><c> to</c><00:26:00.159><c> use.</c><00:26:00.799><c> And</c><00:26:00.960><c> I</c><00:26:01.200><c> thought,</c><00:26:01.440><c> you</c>

00:26:01.590 → 00:26:01.600

on it, easy to use. And I thought, you

00:26:01.600 → 00:26:03.430

on it, easy to use. And I thought, you know,<00:26:01.760><c> as</c><00:26:02.000><c> we</c><00:26:02.159><c> kind</c><00:26:02.320><c> of</c><00:26:02.480><c> wrap</c><00:26:02.799><c> things</c><00:26:02.960><c> up</c><00:26:03.200><c> here,</c>

00:26:03.430 → 00:26:03.440

know, as we kind of wrap things up here,

00:26:03.440 → 00:26:06.070

know, as we kind of wrap things up here, we've<00:26:03.679><c> already</c><00:26:03.919><c> covered</c><00:26:04.720><c> several</c><00:26:05.200><c> of</c><00:26:05.520><c> the</c>

00:26:06.070 → 00:26:06.080

we've already covered several of the

00:26:06.080 → 00:26:07.909

we've already covered several of the criterion<00:26:06.559><c> that</c><00:26:06.799><c> are</c><00:26:06.960><c> on</c><00:26:07.200><c> here</c><00:26:07.440><c> that</c><00:26:07.760><c> help</c>

00:26:07.909 → 00:26:07.919

criterion that are on here that help

00:26:07.919 → 00:26:09.750

criterion that are on here that help people<00:26:08.159><c> make</c><00:26:08.240><c> a</c><00:26:08.400><c> good</c><00:26:08.559><c> decision,</c><00:26:08.880><c> like</c><00:26:09.360><c> can</c><00:26:09.600><c> it</c>

00:26:09.750 → 00:26:09.760

people make a good decision, like can it

00:26:09.760 → 00:26:11.750

people make a good decision, like can it handle<00:26:10.080><c> the</c><00:26:10.320><c> most</c><00:26:10.640><c> you</c><00:26:10.960><c> my</c><00:26:11.120><c> mostused</c>

00:26:11.750 → 00:26:11.760

handle the most you my mostused

00:26:11.760 → 00:26:13.909

handle the most you my mostused documents?<00:26:12.240><c> We</c><00:26:12.480><c> touched</c><00:26:12.720><c> on</c><00:26:12.880><c> that.</c><00:26:13.279><c> We</c><00:26:13.520><c> talked</c>

00:26:13.909 → 00:26:13.919

documents? We touched on that. We talked

00:26:13.919 → 00:26:16.710

documents? We touched on that. We talked about<00:26:14.480><c> um</c><00:26:14.640><c> the</c><00:26:14.960><c> speed,</c><00:26:15.679><c> how</c><00:26:16.000><c> fast</c><00:26:16.240><c> it</c><00:26:16.480><c> can</c>

00:26:16.710 → 00:26:16.720

about um the speed, how fast it can

00:26:16.720 → 00:26:19.590

about um the speed, how fast it can move,<00:26:17.600><c> um</c><00:26:17.919><c> does</c><00:26:18.159><c> it</c><00:26:18.320><c> allow</c><00:26:18.559><c> you</c><00:26:18.799><c> to</c><00:26:19.120><c> address</c>

00:26:19.590 → 00:26:19.600

move, um does it allow you to address

00:26:19.600 → 00:26:23.029

move, um does it allow you to address those<00:26:20.799><c> errors</c><00:26:21.440><c> or</c><00:26:21.679><c> exceptions?</c><00:26:22.640><c> And</c><00:26:22.799><c> then</c>

00:26:23.029 → 00:26:23.039

those errors or exceptions? And then

00:26:23.039 → 00:26:26.149

those errors or exceptions? And then does<00:26:23.279><c> is</c><00:26:23.440><c> is</c><00:26:23.919><c> the</c><00:26:24.080><c> IDP</c><00:26:24.640><c> even</c><00:26:24.880><c> learning</c><00:26:25.679><c> from</c>

00:26:26.149 → 00:26:26.159

does is is the IDP even learning from

00:26:26.159 → 00:26:27.830

does is is the IDP even learning from those<00:26:26.559><c> exceptions?</c><00:26:27.120><c> Right.</c><00:26:27.440><c> It</c><00:26:27.600><c> doesn't</c>

00:26:27.830 → 00:26:27.840

those exceptions? Right. It doesn't

00:26:27.840 → 00:26:31.990

those exceptions? Right. It doesn't always<00:26:28.720><c> necessarily</c><00:26:29.840><c> learn</c><00:26:30.320><c> well</c>

00:26:31.990 → 00:26:32.000

always necessarily learn well

00:26:32.000 → 00:26:33.590

always necessarily learn well making<00:26:32.159><c> the</c><00:26:32.320><c> same</c><00:26:32.480><c> exception</c><00:26:32.799><c> over</c><00:26:33.279><c> the</c><00:26:33.360><c> same.</c>

00:26:33.590 → 00:26:33.600

making the same exception over the same.

00:26:33.600 → 00:26:35.669

making the same exception over the same. Yeah.<00:26:33.840><c> Right.</c><00:26:34.480><c> Um</c><00:26:34.799><c> so</c><00:26:35.039><c> then</c><00:26:35.279><c> we</c><00:26:35.440><c> talked</c><00:26:35.520><c> about</c>

00:26:35.669 → 00:26:35.679

Yeah. Right. Um so then we talked about

00:26:35.679 → 00:26:37.909

Yeah. Right. Um so then we talked about the<00:26:35.840><c> human</c><00:26:36.000><c> in</c><00:26:36.240><c> the</c><00:26:36.320><c> loop.</c><00:26:36.880><c> Um</c><00:26:37.120><c> you</c><00:26:37.279><c> you</c><00:26:37.600><c> talked</c>

00:26:37.909 → 00:26:37.919

the human in the loop. Um you you talked

00:26:37.919 → 00:26:41.590

the human in the loop. Um you you talked about<00:26:38.320><c> deployment.</c><00:26:39.679><c> This</c><00:26:39.919><c> is</c><00:26:40.640><c> a</c><00:26:40.960><c> big</c><00:26:41.279><c> deal</c>

00:26:41.590 → 00:26:41.600

about deployment. This is a big deal

00:26:41.600 → 00:26:42.549

about deployment. This is a big deal with<00:26:41.840><c> a</c><00:26:42.080><c> lot</c><00:26:42.159><c> of</c><00:26:42.240><c> people.</c>

00:26:42.549 → 00:26:42.559

with a lot of people.

00:26:42.559 → 00:26:44.630

with a lot of people. This<00:26:42.720><c> is</c><00:26:43.200><c> critical.</c><00:26:43.840><c> Yeah.</c><00:26:44.080><c> You</c><00:26:44.240><c> know</c><00:26:44.400><c> we</c><00:26:44.559><c> we</c>

00:26:44.630 → 00:26:44.640

This is critical. Yeah. You know we we

00:26:44.640 → 00:26:46.870

This is critical. Yeah. You know we we we<00:26:45.279><c> operate</c><00:26:45.679><c> in</c><00:26:46.000><c> heavily</c><00:26:46.400><c> regulated</c>

00:26:46.870 → 00:26:46.880

we operate in heavily regulated

00:26:46.880 → 00:26:48.950

we operate in heavily regulated industries,<00:26:47.360><c> right?</c><00:26:47.840><c> Our</c><00:26:48.080><c> customer</c><00:26:48.400><c> base</c><00:26:48.720><c> is</c>

00:26:48.950 → 00:26:48.960

industries, right? Our customer base is

00:26:48.960 → 00:26:51.430

industries, right? Our customer base is primarily<00:26:49.600><c> government,</c><00:26:50.480><c> financial,</c>

00:26:51.430 → 00:26:51.440

primarily government, financial,

00:26:51.440 → 00:26:54.310

primarily government, financial, insurance,<00:26:52.320><c> healthcare.</c><00:26:53.200><c> Where</c><00:26:53.520><c> that</c><00:26:53.760><c> data</c>

00:26:54.310 → 00:26:54.320

insurance, healthcare. Where that data

00:26:54.320 → 00:26:57.029

insurance, healthcare. Where that data lives<00:26:54.960><c> matters</c><00:26:55.600><c> a</c><00:26:55.919><c> lot.</c><00:26:56.320><c> Right.</c><00:26:56.559><c> And</c><00:26:56.720><c> so</c><00:26:56.799><c> that</c>

00:26:57.029 → 00:26:57.039

lives matters a lot. Right. And so that

00:26:57.039 → 00:26:58.230

lives matters a lot. Right. And so that deployment<00:26:57.440><c> is</c><00:26:57.600><c> critical.</c>

00:26:58.230 → 00:26:58.240

deployment is critical.

00:26:58.240 → 00:27:00.630

deployment is critical. And<00:26:58.400><c> then</c><00:26:58.640><c> being</c><00:26:58.880><c> able</c><00:26:59.120><c> to</c><00:26:59.679><c> audit</c><00:27:00.080><c> that.</c>

00:27:00.630 → 00:27:00.640

And then being able to audit that.

00:27:00.640 → 00:27:01.350

And then being able to audit that. That's<00:27:00.880><c> right.</c>

00:27:01.350 → 00:27:01.360

That's right.

00:27:01.360 → 00:27:02.870

That's right. How<00:27:01.520><c> do</c><00:27:01.600><c> you</c><00:27:01.760><c> how</c><00:27:01.919><c> do</c><00:27:02.080><c> you</c><00:27:02.400><c> do</c><00:27:02.559><c> that?</c><00:27:02.799><c> And</c>

00:27:02.870 → 00:27:02.880

How do you how do you do that? And

00:27:02.880 → 00:27:04.390

How do you how do you do that? And there's<00:27:03.200><c> like</c><00:27:03.360><c> we</c><00:27:03.600><c> can</c><00:27:03.679><c> there's</c><00:27:03.919><c> so</c><00:27:04.080><c> many</c><00:27:04.240><c> good</c>

00:27:04.390 → 00:27:04.400

there's like we can there's so many good

00:27:04.400 → 00:27:05.669

there's like we can there's so many good things<00:27:04.559><c> here,</c><00:27:04.720><c> but</c><00:27:04.960><c> I</c><00:27:05.039><c> do</c><00:27:05.200><c> want</c><00:27:05.279><c> to</c><00:27:05.360><c> close</c><00:27:05.520><c> on</c>

00:27:05.669 → 00:27:05.679

things here, but I do want to close on

00:27:05.679 → 00:27:08.390

things here, but I do want to close on on<00:27:06.000><c> two</c><00:27:06.240><c> two</c><00:27:06.559><c> items.</c><00:27:06.880><c> One</c><00:27:07.039><c> is</c><00:27:07.279><c> integration.</c><00:27:08.159><c> So</c>

00:27:08.390 → 00:27:08.400

on two two items. One is integration. So

00:27:08.400 → 00:27:10.070

on two two items. One is integration. So one<00:27:08.559><c> of</c><00:27:08.559><c> the</c><00:27:08.720><c> questions</c><00:27:08.960><c> on</c><00:27:09.200><c> here</c><00:27:09.440><c> it</c><00:27:09.679><c> asks</c><00:27:09.919><c> is</c>

00:27:10.070 → 00:27:10.080

one of the questions on here it asks is

00:27:10.080 → 00:27:11.750

one of the questions on here it asks is does<00:27:10.240><c> it</c><00:27:10.480><c> support</c><00:27:10.640><c> the</c><00:27:10.880><c> necessary</c><00:27:11.360><c> output</c>

00:27:11.750 → 00:27:11.760

does it support the necessary output

00:27:11.760 → 00:27:14.549

does it support the necessary output formats<00:27:12.559><c> to</c><00:27:12.960><c> integrate</c><00:27:13.440><c> results</c><00:27:13.840><c> into</c><00:27:14.240><c> your</c>

00:27:14.549 → 00:27:14.559

formats to integrate results into your

00:27:14.559 → 00:27:16.870

formats to integrate results into your apps<00:27:15.200><c> and</c><00:27:15.440><c> your</c><00:27:15.760><c> databases.</c><00:27:16.480><c> Right?</c>

00:27:16.870 → 00:27:16.880

apps and your databases. Right?

00:27:16.880 → 00:27:20.230

apps and your databases. Right? So<00:27:17.679><c> that</c><00:27:17.919><c> is</c><00:27:18.159><c> a</c><00:27:18.320><c> a</c><00:27:18.559><c> part</c><00:27:18.880><c> of</c><00:27:19.039><c> the</c><00:27:19.279><c> process.</c><00:27:20.000><c> Like</c>

00:27:20.230 → 00:27:20.240

So that is a a part of the process. Like

00:27:20.240 → 00:27:22.070

So that is a a part of the process. Like you<00:27:20.400><c> can</c><00:27:20.480><c> look</c><00:27:20.640><c> at</c><00:27:20.799><c> that</c><00:27:21.039><c> beautiful</c><00:27:21.360><c> demo</c><00:27:21.840><c> but</c>

00:27:22.070 → 00:27:22.080

you can look at that beautiful demo but

00:27:22.080 → 00:27:23.750

you can look at that beautiful demo but if<00:27:22.240><c> it</c><00:27:22.400><c> is</c><00:27:22.640><c> not</c><00:27:22.799><c> going</c><00:27:22.960><c> to</c><00:27:23.120><c> fit</c><00:27:23.279><c> into</c><00:27:23.520><c> your</c>

00:27:23.750 → 00:27:23.760

if it is not going to fit into your

00:27:23.760 → 00:27:25.350

if it is not going to fit into your ecosystem

00:27:25.350 → 00:27:25.360

ecosystem

00:27:25.360 → 00:27:26.230

ecosystem you're<00:27:25.520><c> wasting</c><00:27:25.760><c> your</c><00:27:26.000><c> time.</c>

00:27:26.230 → 00:27:26.240

you're wasting your time.

00:27:26.240 → 00:27:27.909

you're wasting your time. Well<00:27:26.480><c> particularly</c><00:27:26.960><c> understanding</c><00:27:27.520><c> that</c><00:27:27.840><c> you</c>

00:27:27.909 → 00:27:27.919

Well particularly understanding that you

00:27:27.919 → 00:27:29.350

Well particularly understanding that you know<00:27:28.080><c> and</c><00:27:28.240><c> and</c><00:27:28.400><c> I</c><00:27:28.559><c> like</c><00:27:28.640><c> the</c><00:27:28.799><c> word</c><00:27:28.960><c> you</c><00:27:29.120><c> used</c>

00:27:29.350 → 00:27:29.360

know and and I like the word you used

00:27:29.360 → 00:27:31.029

know and and I like the word you used ecosystem.<00:27:29.840><c> So</c><00:27:30.000><c> I</c><00:27:30.159><c> talk</c><00:27:30.320><c> about</c><00:27:30.400><c> that</c><00:27:30.640><c> a</c><00:27:30.799><c> lot</c>

00:27:31.029 → 00:27:31.039

ecosystem. So I talk about that a lot

00:27:31.039 → 00:27:33.590

ecosystem. So I talk about that a lot that<00:27:31.520><c> you</c><00:27:31.679><c> know</c><00:27:31.840><c> when</c><00:27:32.080><c> when</c><00:27:32.320><c> you</c><00:27:32.480><c> go</c><00:27:32.720><c> into</c><00:27:33.360><c> an</c>

00:27:33.590 → 00:27:33.600

that you know when when you go into an

00:27:33.600 → 00:27:36.230

that you know when when you go into an organization<00:27:34.559><c> that</c><00:27:34.799><c> ecosystem</c><00:27:35.440><c> is</c><00:27:35.679><c> typically</c>

00:27:36.230 → 00:27:36.240

organization that ecosystem is typically

00:27:36.240 → 00:27:38.870

organization that ecosystem is typically you<00:27:36.400><c> know</c><00:27:36.640><c> dozens</c><00:27:37.039><c> and</c><00:27:37.200><c> dozens</c><00:27:37.679><c> if</c><00:27:37.919><c> not</c><00:27:38.080><c> more</c>

00:27:38.870 → 00:27:38.880

you know dozens and dozens if not more

00:27:38.880 → 00:27:41.029

you know dozens and dozens if not more of<00:27:39.279><c> you</c><00:27:39.440><c> know</c><00:27:39.600><c> different</c><00:27:39.840><c> application</c><00:27:40.400><c> types</c>

00:27:41.029 → 00:27:41.039

of you know different application types

00:27:41.039 → 00:27:44.470

of you know different application types and<00:27:41.840><c> you</c><00:27:42.080><c> know</c><00:27:42.320><c> if</c><00:27:42.559><c> you</c><00:27:43.200><c> once</c><00:27:43.520><c> you</c><00:27:43.760><c> start</c>

00:27:44.470 → 00:27:44.480

and you know if you once you start

00:27:44.480 → 00:27:46.789

and you know if you once you start finding<00:27:44.880><c> benefit</c><00:27:45.200><c> with</c><00:27:45.440><c> IDP</c><00:27:46.080><c> that</c><00:27:46.320><c> first</c><00:27:46.559><c> use</c>

00:27:46.789 → 00:27:46.799

finding benefit with IDP that first use

00:27:46.799 → 00:27:48.950

finding benefit with IDP that first use case<00:27:47.279><c> you're</c><00:27:47.600><c> going</c><00:27:47.679><c> to</c><00:27:47.760><c> find</c><00:27:48.000><c> more</c>

00:27:48.950 → 00:27:48.960

case you're going to find more

00:27:48.960 → 00:27:51.510

case you're going to find more and<00:27:49.440><c> so</c><00:27:49.840><c> you</c><00:27:50.000><c> know</c><00:27:50.159><c> the</c><00:27:50.320><c> key</c><00:27:50.559><c> there</c><00:27:50.799><c> is</c><00:27:51.039><c> that</c>

00:27:51.510 → 00:27:51.520

and so you know the key there is that

00:27:51.520 → 00:27:53.110

and so you know the key there is that although<00:27:51.840><c> you</c><00:27:52.000><c> may</c><00:27:52.240><c> look</c><00:27:52.400><c> and</c><00:27:52.559><c> go</c><00:27:52.799><c> okay</c><00:27:52.960><c> well</c>

00:27:53.110 → 00:27:53.120

although you may look and go okay well

00:27:53.120 → 00:27:54.630

although you may look and go okay well it<00:27:53.360><c> integrates</c><00:27:53.679><c> with</c><00:27:53.840><c> this</c><00:27:54.000><c> application</c><00:27:54.399><c> for</c>

00:27:54.630 → 00:27:54.640

it integrates with this application for

00:27:54.640 → 00:27:56.549

it integrates with this application for this<00:27:54.799><c> one</c><00:27:55.039><c> use</c><00:27:55.200><c> case</c><00:27:55.760><c> the</c><00:27:56.000><c> question</c><00:27:56.240><c> you</c><00:27:56.480><c> need</c>

00:27:56.549 → 00:27:56.559

this one use case the question you need

00:27:56.559 → 00:27:58.789

this one use case the question you need to<00:27:56.720><c> ask</c><00:27:56.960><c> is</c><00:27:57.600><c> you</c><00:27:57.760><c> know</c><00:27:57.919><c> what</c><00:27:58.240><c> else</c><00:27:58.480><c> can</c><00:27:58.640><c> it</c>

00:27:58.789 → 00:27:58.799

to ask is you know what else can it

00:27:58.799 → 00:28:00.710

to ask is you know what else can it integrate<00:27:59.120><c> with</c><00:27:59.200><c> it</c><00:27:59.679><c> What</c><00:27:59.919><c> is</c><00:28:00.000><c> that</c><00:28:00.240><c> format?</c>

00:28:00.710 → 00:28:00.720

integrate with it What is that format?

00:28:00.720 → 00:28:03.029

integrate with it What is that format? Because<00:28:01.279><c> as</c><00:28:01.600><c> you</c><00:28:01.840><c> find,</c><00:28:02.320><c> you</c><00:28:02.480><c> know,</c><00:28:02.640><c> success</c>

00:28:03.029 → 00:28:03.039

Because as you find, you know, success

00:28:03.039 → 00:28:05.190

Because as you find, you know, success with<00:28:03.279><c> the</c><00:28:03.520><c> technology,</c><00:28:04.240><c> you</c><00:28:04.480><c> might</c><00:28:04.559><c> find,</c><00:28:04.880><c> oh,</c>

00:28:05.190 → 00:28:05.200

with the technology, you might find, oh,

00:28:05.200 → 00:28:07.190

with the technology, you might find, oh, now<00:28:05.360><c> I</c><00:28:05.520><c> need</c><00:28:05.600><c> to</c><00:28:05.679><c> integrate</c><00:28:06.000><c> it</c><00:28:06.240><c> here.</c><00:28:06.799><c> And</c><00:28:06.960><c> you</c>

00:28:07.190 → 00:28:07.200

now I need to integrate it here. And you

00:28:07.200 → 00:28:08.630

now I need to integrate it here. And you don't<00:28:07.360><c> want</c><00:28:07.520><c> to</c><00:28:07.679><c> be</c><00:28:07.919><c> boxed</c><00:28:08.320><c> in.</c>

00:28:08.630 → 00:28:08.640

don't want to be boxed in.

00:28:08.640 → 00:28:09.269

don't want to be boxed in. That's<00:28:08.799><c> right.</c>

00:28:09.269 → 00:28:09.279

That's right.

00:28:09.279 → 00:28:11.430

That's right. And<00:28:09.440><c> and</c><00:28:09.840><c> one</c><00:28:10.080><c> thing</c><00:28:10.240><c> that</c><00:28:10.640><c> we</c><00:28:11.039><c> haven't</c><00:28:11.279><c> talked</c>

00:28:11.430 → 00:28:11.440

And and one thing that we haven't talked

00:28:11.440 → 00:28:12.789

And and one thing that we haven't talked about<00:28:11.679><c> yet</c><00:28:11.840><c> that</c><00:28:12.000><c> I</c><00:28:12.159><c> just</c><00:28:12.240><c> want</c><00:28:12.320><c> to</c><00:28:12.480><c> hit</c><00:28:12.559><c> on</c>

00:28:12.789 → 00:28:12.799

about yet that I just want to hit on

00:28:12.799 → 00:28:15.269

about yet that I just want to hit on really<00:28:13.039><c> briefly</c><00:28:13.440><c> is</c><00:28:14.159><c> don't</c><00:28:14.399><c> try</c><00:28:14.559><c> to</c><00:28:14.880><c> boil</c><00:28:15.120><c> the</c>

00:28:15.269 → 00:28:15.279

really briefly is don't try to boil the

00:28:15.279 → 00:28:18.470

really briefly is don't try to boil the ocean,<00:28:15.600><c> like</c><00:28:15.840><c> go</c><00:28:16.080><c> find</c><00:28:16.399><c> a</c><00:28:16.720><c> very</c><00:28:17.520><c> easy</c><00:28:17.840><c> to</c><00:28:18.080><c> solve</c>

00:28:18.470 → 00:28:18.480

ocean, like go find a very easy to solve

00:28:18.480 → 00:28:19.510

ocean, like go find a very easy to solve problem

00:28:19.510 → 00:28:19.520

problem

00:28:19.520 → 00:28:22.149

problem and<00:28:19.840><c> do</c><00:28:20.080><c> that</c><00:28:20.399><c> first.</c><00:28:21.200><c> You</c><00:28:21.440><c> don't</c><00:28:21.679><c> learn</c><00:28:21.919><c> to</c>

00:28:22.149 → 00:28:22.159

and do that first. You don't learn to

00:28:22.159 → 00:28:24.630

and do that first. You don't learn to juggle<00:28:22.799><c> with</c><00:28:23.360><c> four</c><00:28:23.679><c> balls</c><00:28:23.919><c> in</c><00:28:24.159><c> your</c><00:28:24.240><c> hand</c><00:28:24.399><c> the</c>

00:28:24.630 → 00:28:24.640

juggle with four balls in your hand the

00:28:24.640 → 00:28:26.230

juggle with four balls in your hand the first<00:28:24.799><c> time.</c><00:28:25.039><c> You</c><00:28:25.279><c> start</c><00:28:25.440><c> with</c><00:28:25.600><c> one</c><00:28:25.840><c> and</c><00:28:26.080><c> then</c>

00:28:26.230 → 00:28:26.240

first time. You start with one and then

00:28:26.240 → 00:28:28.470

first time. You start with one and then you<00:28:26.399><c> add</c><00:28:26.559><c> two.</c><00:28:27.360><c> Start</c><00:28:27.600><c> with</c><00:28:27.840><c> something</c><00:28:28.159><c> that's</c>

00:28:28.470 → 00:28:28.480

you add two. Start with something that's

00:28:28.480 → 00:28:31.110

you add two. Start with something that's easily<00:28:29.039><c> identifiable,</c><00:28:29.840><c> easily</c><00:28:30.240><c> addressable,</c>

00:28:31.110 → 00:28:31.120

easily identifiable, easily addressable,

00:28:31.120 → 00:28:33.510

easily identifiable, easily addressable, and<00:28:31.279><c> then</c><00:28:31.520><c> get</c><00:28:31.760><c> that</c><00:28:32.000><c> momentum</c><00:28:32.559><c> moving.</c><00:28:33.360><c> And</c>

00:28:33.510 → 00:28:33.520

and then get that momentum moving. And

00:28:33.520 → 00:28:36.549

and then get that momentum moving. And then<00:28:33.679><c> finally,</c><00:28:34.000><c> just</c><00:28:34.480><c> um</c><00:28:34.960><c> I</c><00:28:35.279><c> think</c><00:28:35.520><c> this</c><00:28:35.760><c> is</c><00:28:36.080><c> so</c>

00:28:36.549 → 00:28:36.559

then finally, just um I think this is so

00:28:36.559 → 00:28:38.789

then finally, just um I think this is so critical<00:28:37.520><c> when</c><00:28:37.760><c> you're</c><00:28:38.000><c> choosing</c><00:28:38.240><c> a</c><00:28:38.480><c> vendor.</c>

00:28:38.789 → 00:28:38.799

critical when you're choosing a vendor.

00:28:38.799 → 00:28:41.590

critical when you're choosing a vendor. This<00:28:39.039><c> the</c><00:28:39.200><c> last</c><00:28:39.520><c> question</c><00:28:40.000><c> on</c><00:28:40.399><c> our</c><00:28:40.720><c> tool.</c><00:28:41.440><c> Does</c>

00:28:41.590 → 00:28:41.600

This the last question on our tool. Does

00:28:41.600 → 00:28:44.149

This the last question on our tool. Does the<00:28:41.760><c> vendor</c><00:28:42.080><c> have</c><00:28:42.159><c> a</c><00:28:42.320><c> clear</c><00:28:42.640><c> vision</c><00:28:43.600><c> for</c><00:28:43.919><c> the</c>

00:28:44.149 → 00:28:44.159

the vendor have a clear vision for the

00:28:44.159 → 00:28:46.630

the vendor have a clear vision for the future<00:28:44.960><c> with</c><00:28:45.200><c> a</c><00:28:45.440><c> product</c><00:28:45.679><c> roadmap?</c><00:28:46.240><c> Are</c><00:28:46.480><c> they</c>

00:28:46.630 → 00:28:46.640

future with a product roadmap? Are they

00:28:46.640 → 00:28:49.990

future with a product roadmap? Are they just<00:28:46.799><c> coming</c><00:28:47.039><c> in</c><00:28:47.679><c> to</c><00:28:48.240><c> give</c><00:28:48.480><c> you</c><00:28:48.960><c> gas</c><00:28:49.440><c> for</c><00:28:49.760><c> your</c>

00:28:49.990 → 00:28:50.000

just coming in to give you gas for your

00:28:50.000 → 00:28:52.630

just coming in to give you gas for your car<00:28:50.559><c> or</c><00:28:50.799><c> are</c><00:28:50.960><c> they</c><00:28:51.200><c> helping</c><00:28:51.520><c> you</c><00:28:52.080><c> determine</c>

00:28:52.630 → 00:28:52.640

car or are they helping you determine

00:28:52.640 → 00:28:54.710

car or are they helping you determine where<00:28:52.880><c> you</c><00:28:53.120><c> want</c><00:28:53.200><c> to</c><00:28:53.360><c> go?</c><00:28:53.919><c> And</c><00:28:54.159><c> I</c><00:28:54.320><c> think</c><00:28:54.480><c> this</c>

00:28:54.710 → 00:28:54.720

where you want to go? And I think this

00:28:54.720 → 00:28:56.789

where you want to go? And I think this is,<00:28:54.960><c> you</c><00:28:55.120><c> know,</c><00:28:55.440><c> this</c><00:28:55.679><c> is</c><00:28:55.840><c> a</c><00:28:56.080><c> really</c><00:28:56.240><c> key</c><00:28:56.559><c> point</c>

00:28:56.789 → 00:28:56.799

is, you know, this is a really key point

00:28:56.799 → 00:28:59.750

is, you know, this is a really key point because,<00:28:57.919><c> you</c><00:28:58.159><c> know,</c>

00:28:59.750 → 00:28:59.760

because, you know,

00:28:59.760 → 00:29:01.669

because, you know, a<00:29:00.080><c> lot</c><00:29:00.159><c> of</c><00:29:00.480><c> companies</c><00:29:00.880><c> are</c><00:29:01.039><c> popping</c><00:29:01.279><c> up.</c><00:29:01.520><c> We</c>

00:29:01.669 → 00:29:01.679

a lot of companies are popping up. We

00:29:01.679 → 00:29:02.870

a lot of companies are popping up. We talked<00:29:01.840><c> about,</c><00:29:02.159><c> you</c><00:29:02.320><c> know,</c><00:29:02.480><c> particularly</c>

00:29:02.870 → 00:29:02.880

talked about, you know, particularly

00:29:02.880 → 00:29:05.350

talked about, you know, particularly the,<00:29:03.279><c> you</c><00:29:03.360><c> know,</c><00:29:03.760><c> VC</c><00:29:04.240><c> funded</c><00:29:04.720><c> startups,</c><00:29:05.279><c> you</c>

00:29:05.350 → 00:29:05.360

the, you know, VC funded startups, you

00:29:05.360 → 00:29:07.750

the, you know, VC funded startups, you know,<00:29:05.520><c> that</c><00:29:05.679><c> are</c><00:29:05.760><c> getting</c><00:29:05.919><c> into</c><00:29:06.159><c> this,</c>

00:29:07.750 → 00:29:07.760

know, that are getting into this,

00:29:07.760 → 00:29:09.510

know, that are getting into this, why<00:29:07.919><c> are</c><00:29:08.080><c> they</c><00:29:08.240><c> getting</c><00:29:08.399><c> into</c><00:29:08.720><c> this?</c>

00:29:09.510 → 00:29:09.520

why are they getting into this?

00:29:09.520 → 00:29:10.630

why are they getting into this? Because<00:29:09.679><c> they</c><00:29:09.840><c> want</c><00:29:09.919><c> to</c><00:29:10.000><c> grow</c><00:29:10.159><c> it</c><00:29:10.320><c> to</c><00:29:10.399><c> a</c><00:29:10.559><c> point</c>

00:29:10.630 → 00:29:10.640

Because they want to grow it to a point

00:29:10.640 → 00:29:11.510

Because they want to grow it to a point and<00:29:10.799><c> sell</c><00:29:10.960><c> it,</c>

00:29:11.510 → 00:29:11.520

and sell it,

00:29:11.520 → 00:29:12.710

and sell it, right?<00:29:11.840><c> And</c><00:29:12.000><c> so</c><00:29:12.159><c> what</c><00:29:12.320><c> that,</c><00:29:12.559><c> you</c><00:29:12.640><c> know,</c>

00:29:12.710 → 00:29:12.720

right? And so what that, you know,

00:29:12.720 → 00:29:15.269

right? And so what that, you know, what's<00:29:12.960><c> that</c><00:29:13.120><c> going</c><00:29:13.279><c> to</c><00:29:13.360><c> look</c><00:29:13.520><c> like?</c><00:29:14.000><c> And</c><00:29:15.039><c> you</c>

00:29:15.269 → 00:29:15.279

what's that going to look like? And you

00:29:15.279 → 00:29:16.950

what's that going to look like? And you know<00:29:15.440><c> this</c><00:29:15.679><c> is</c><00:29:15.840><c> where</c><00:29:16.080><c> I</c><00:29:16.320><c> think</c><00:29:16.399><c> the</c><00:29:16.559><c> the</c>

00:29:16.950 → 00:29:16.960

know this is where I think the the

00:29:16.960 → 00:29:20.950

know this is where I think the the expertise<00:29:18.399><c> uh</c><00:29:18.640><c> the</c><00:29:19.279><c> you</c><00:29:19.520><c> know</c><00:29:20.000><c> viability</c><00:29:20.799><c> the</c>

00:29:20.950 → 00:29:20.960

expertise uh the you know viability the

00:29:20.960 → 00:29:23.269

expertise uh the you know viability the the<00:29:21.120><c> the</c><00:29:21.600><c> length</c><00:29:21.919><c> and</c><00:29:22.159><c> tenure</c><00:29:22.559><c> of</c><00:29:22.799><c> experience</c>

00:29:23.269 → 00:29:23.279

the the length and tenure of experience

00:29:23.279 → 00:29:25.750

the the length and tenure of experience in<00:29:23.520><c> this</c><00:29:23.760><c> industry</c><00:29:24.480><c> it</c><00:29:24.720><c> should</c><00:29:24.960><c> matter</c><00:29:25.520><c> right</c>

00:29:25.750 → 00:29:25.760

in this industry it should matter right

00:29:25.760 → 00:29:27.830

in this industry it should matter right I<00:29:26.000><c> mean</c><00:29:26.159><c> it</c><00:29:26.480><c> should</c><00:29:26.640><c> be</c><00:29:26.799><c> a</c><00:29:26.960><c> critical</c><00:29:27.440><c> and</c><00:29:27.520><c> and</c>

00:29:27.830 → 00:29:27.840

I mean it should be a critical and and

00:29:27.840 → 00:29:29.269

I mean it should be a critical and and one<00:29:28.000><c> thing</c><00:29:28.080><c> I</c><00:29:28.240><c> want</c><00:29:28.399><c> to</c><00:29:28.480><c> say</c><00:29:28.880><c> you</c><00:29:28.960><c> know</c><00:29:29.120><c> because</c>

00:29:29.269 → 00:29:29.279

one thing I want to say you know because

00:29:29.279 → 00:29:31.029

one thing I want to say you know because I<00:29:29.520><c> think</c><00:29:29.600><c> we've</c><00:29:29.840><c> talked</c><00:29:30.000><c> a</c><00:29:30.159><c> lot</c><00:29:30.320><c> about</c><00:29:30.640><c> and</c><00:29:30.720><c> and</c>

00:29:31.029 → 00:29:31.039

I think we've talked a lot about and and

00:29:31.039 → 00:29:33.669

I think we've talked a lot about and and rightly<00:29:31.520><c> about</c><00:29:32.240><c> making</c><00:29:32.640><c> responsible</c><00:29:33.200><c> choices</c>

00:29:33.669 → 00:29:33.679

rightly about making responsible choices

00:29:33.679 → 00:29:35.669

rightly about making responsible choices doing<00:29:33.919><c> the</c><00:29:34.080><c> right</c><00:29:34.240><c> due</c><00:29:34.480><c> diligence</c><00:29:35.120><c> you</c><00:29:35.279><c> know</c>

00:29:35.669 → 00:29:35.679

doing the right due diligence you know

00:29:35.679 → 00:29:38.149

doing the right due diligence you know because<00:29:36.159><c> there</c><00:29:36.399><c> have</c><00:29:36.640><c> been</c><00:29:37.200><c> you</c><00:29:37.360><c> know</c><00:29:37.600><c> so</c><00:29:37.840><c> many</c>

00:29:38.149 → 00:29:38.159

because there have been you know so many

00:29:38.159 → 00:29:40.950

because there have been you know so many that<00:29:38.399><c> haven't</c><00:29:38.720><c> gone</c><00:29:38.960><c> right</c><00:29:40.080><c> but</c><00:29:40.559><c> you</c><00:29:40.720><c> know</c>

00:29:40.950 → 00:29:40.960

that haven't gone right but you know

00:29:40.960 → 00:29:43.510

that haven't gone right but you know make<00:29:41.200><c> no</c><00:29:41.440><c> mistake</c><00:29:41.919><c> that</c><00:29:42.159><c> the</c><00:29:42.480><c> power</c><00:29:43.039><c> in</c><00:29:43.360><c> this</c>

00:29:43.510 → 00:29:43.520

make no mistake that the power in this

00:29:43.520 → 00:29:47.750

make no mistake that the power in this tool<00:29:43.679><c> pool</c><00:29:44.240><c> is</c><00:29:45.520><c> a</c><00:29:46.000><c> seismic</c><00:29:46.960><c> change</c><00:29:47.360><c> from</c><00:29:47.600><c> where</c>

00:29:47.750 → 00:29:47.760

tool pool is a seismic change from where

00:29:47.760 → 00:29:49.990

tool pool is a seismic change from where it's<00:29:48.080><c> been.</c><00:29:48.799><c> You</c><00:29:48.960><c> know</c><00:29:49.120><c> what</c><00:29:49.440><c> people</c><00:29:49.679><c> can</c><00:29:49.840><c> do</c>

00:29:49.990 → 00:29:50.000

it's been. You know what people can do

00:29:50.000 → 00:29:52.470

it's been. You know what people can do with<00:29:50.159><c> IDP</c><00:29:50.720><c> today</c><00:29:51.039><c> that</c><00:29:51.200><c> the</c><00:29:51.679><c> challenges</c><00:29:52.159><c> they</c>

00:29:52.470 → 00:29:52.480

with IDP today that the challenges they

00:29:52.480 → 00:29:56.710

with IDP today that the challenges they can<00:29:52.640><c> tackle,</c><00:29:53.679><c> you</c><00:29:53.840><c> know,</c><00:29:54.080><c> at</c><00:29:54.799><c> massive</c><00:29:55.679><c> volumes</c>

00:29:56.710 → 00:29:56.720

can tackle, you know, at massive volumes

00:29:56.720 → 00:29:59.029

can tackle, you know, at massive volumes of,<00:29:57.200><c> you</c><00:29:57.360><c> know,</c><00:29:57.760><c> conversion</c><00:29:58.320><c> of</c><00:29:58.399><c> unstructured</c>

00:29:59.029 → 00:29:59.039

of, you know, conversion of unstructured

00:29:59.039 → 00:30:02.230

of, you know, conversion of unstructured data<00:29:59.919><c> is</c><00:30:00.399><c> so</c><00:30:00.720><c> incredibly</c><00:30:01.360><c> powerful.</c><00:30:01.840><c> But</c><00:30:02.000><c> to</c>

00:30:02.230 → 00:30:02.240

data is so incredibly powerful. But to

00:30:02.240 → 00:30:06.549

data is so incredibly powerful. But to your<00:30:02.480><c> point,</c><00:30:03.760><c> you</c><00:30:03.919><c> know,</c><00:30:05.120><c> the</c><00:30:05.440><c> idea</c><00:30:05.760><c> of</c><00:30:06.159><c> start</c>

00:30:06.549 → 00:30:06.559

your point, you know, the idea of start

00:30:06.559 → 00:30:09.350

your point, you know, the idea of start small,<00:30:07.440><c> right?</c><00:30:07.840><c> Prove</c><00:30:08.080><c> it</c><00:30:08.320><c> out,</c><00:30:08.880><c> get</c><00:30:09.120><c> your</c>

00:30:09.350 → 00:30:09.360

small, right? Prove it out, get your

00:30:09.360 → 00:30:12.389

small, right? Prove it out, get your win,<00:30:10.320><c> and</c><00:30:10.559><c> then</c><00:30:10.960><c> start</c><00:30:11.440><c> layering</c><00:30:11.840><c> on,</c><00:30:12.159><c> I</c>

00:30:12.389 → 00:30:12.399

win, and then start layering on, I

00:30:12.399 → 00:30:14.630

win, and then start layering on, I think,<00:30:12.480><c> is</c><00:30:12.720><c> so</c><00:30:12.960><c> critical</c><00:30:13.679><c> and</c><00:30:13.919><c> and</c><00:30:14.080><c> and</c>

00:30:14.630 → 00:30:14.640

think, is so critical and and and

00:30:14.640 → 00:30:17.510

think, is so critical and and and enhanced<00:30:15.200><c> by</c><00:30:15.760><c> make</c><00:30:16.000><c> the</c><00:30:16.240><c> right</c><00:30:16.399><c> choice</c><00:30:16.799><c> first</c>

00:30:17.510 → 00:30:17.520

enhanced by make the right choice first

00:30:17.520 → 00:30:19.590

enhanced by make the right choice first by<00:30:17.760><c> doing</c><00:30:18.000><c> these,</c><00:30:18.399><c> you</c><00:30:18.559><c> know,</c><00:30:18.880><c> going</c><00:30:19.120><c> through</c>

00:30:19.590 → 00:30:19.600

by doing these, you know, going through

00:30:19.600 → 00:30:21.350

by doing these, you know, going through a<00:30:19.760><c> a</c><00:30:20.000><c> process</c><00:30:20.320><c> like</c><00:30:20.640><c> this</c><00:30:21.039><c> at</c>

00:30:21.350 → 00:30:21.360

a a process like this at

00:30:21.360 → 00:30:23.430

a a process like this at keymark.com/tools

00:30:23.430 → 00:30:23.440

keymark.com/tools

00:30:23.440 → 00:30:25.990

keymark.com/tools and,<00:30:24.240><c> you</c><00:30:24.399><c> know,</c><00:30:24.720><c> really</c><00:30:25.279><c> asking</c><00:30:25.600><c> the</c><00:30:25.840><c> right</c>

00:30:25.990 → 00:30:26.000

and, you know, really asking the right

00:30:26.000 → 00:30:26.549

and, you know, really asking the right questions.

00:30:26.549 → 00:30:26.559

questions.

00:30:26.559 → 00:30:27.269

questions. Yeah.

00:30:27.269 → 00:30:27.279

Yeah.

00:30:27.279 → 00:30:28.630

Yeah. Well,<00:30:27.440><c> that's</c><00:30:27.679><c> where</c><00:30:28.000><c> that's</c><00:30:28.240><c> where</c><00:30:28.399><c> it</c>

00:30:28.630 → 00:30:28.640

Well, that's where that's where it

00:30:28.640 → 00:30:29.990

Well, that's where that's where it really<00:30:28.880><c> began</c><00:30:29.120><c> is</c><00:30:29.360><c> asking</c><00:30:29.600><c> the</c><00:30:29.679><c> right</c>

00:30:29.990 → 00:30:30.000

really began is asking the right

00:30:30.000 → 00:30:31.350

really began is asking the right questions.<00:30:30.240><c> this</c><00:30:30.399><c> is</c><00:30:30.559><c> why</c><00:30:30.720><c> we</c><00:30:30.880><c> provided</c><00:30:31.200><c> that</c>

00:30:31.350 → 00:30:31.360

questions. this is why we provided that

00:30:31.360 → 00:30:33.350

questions. this is why we provided that tool<00:30:31.679><c> and</c><00:30:31.919><c> we</c><00:30:32.080><c> do</c><00:30:32.320><c> hope</c><00:30:32.480><c> that</c><00:30:32.880><c> that</c><00:30:33.120><c> it's</c>

00:30:33.350 → 00:30:33.360

tool and we do hope that that it's

00:30:33.360 → 00:30:34.070

tool and we do hope that that it's helpful

00:30:34.070 → 00:30:34.080

helpful

00:30:34.080 → 00:30:35.830

helpful for<00:30:34.320><c> people</c><00:30:34.559><c> and</c><00:30:34.799><c> and</c><00:30:35.039><c> hope</c><00:30:35.279><c> we're</c><00:30:35.440><c> we're</c><00:30:35.679><c> the</c>

00:30:35.830 → 00:30:35.840

for people and and hope we're we're the

00:30:35.840 → 00:30:37.510

for people and and hope we're we're the bender<00:30:36.159><c> of</c><00:30:36.240><c> choice.</c><00:30:36.559><c> If</c><00:30:36.720><c> not,</c><00:30:37.039><c> you</c><00:30:37.200><c> know,</c><00:30:37.360><c> we</c>

00:30:37.510 → 00:30:37.520

bender of choice. If not, you know, we

00:30:37.520 → 00:30:39.029

bender of choice. If not, you know, we we're<00:30:37.919><c> happy</c><00:30:38.080><c> to</c><00:30:38.240><c> point</c><00:30:38.399><c> you</c><00:30:38.559><c> in</c><00:30:38.720><c> the</c><00:30:38.880><c> right</c>

00:30:39.029 → 00:30:39.039

we're happy to point you in the right

00:30:39.039 → 00:30:40.070

we're happy to point you in the right direction.<00:30:39.440><c> So,</c>

00:30:40.070 → 00:30:40.080

direction. So,

00:30:40.080 → 00:30:41.350

direction. So, we've<00:30:40.320><c> covered</c><00:30:40.559><c> a</c><00:30:40.640><c> lot</c><00:30:40.799><c> of</c><00:30:40.799><c> ground.</c><00:30:41.120><c> We</c><00:30:41.279><c> could</c>

00:30:41.350 → 00:30:41.360

we've covered a lot of ground. We could

00:30:41.360 → 00:30:42.630

we've covered a lot of ground. We could talk<00:30:41.520><c> for</c><00:30:41.760><c> probably</c><00:30:42.000><c> another</c><00:30:42.240><c> hour</c><00:30:42.399><c> and</c><00:30:42.480><c> a</c>

00:30:42.630 → 00:30:42.640

talk for probably another hour and a

00:30:42.640 → 00:30:44.789

talk for probably another hour and a half<00:30:42.799><c> about</c><00:30:43.039><c> this</c><00:30:43.360><c> stuff.</c><00:30:43.760><c> Um</c>

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half about this stuff. Um

00:30:44.799 → 00:30:47.510

half about this stuff. Um uh<00:30:45.120><c> so</c><00:30:45.679><c> this</c><00:30:45.919><c> is</c><00:30:46.080><c> cool,</c><00:30:46.320><c> man.</c><00:30:46.720><c> Enjoyed</c><00:30:47.120><c> it.</c>

00:30:47.510 → 00:30:47.520

uh so this is cool, man. Enjoyed it.

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uh so this is cool, man. Enjoyed it. No,<00:30:47.760><c> I</c><00:30:47.919><c> appreciate</c><00:30:48.159><c> it.</c><00:30:48.320><c> This</c><00:30:48.480><c> was</c><00:30:48.799><c> uh</c><00:30:48.960><c> this</c>

00:30:49.190 → 00:30:49.200

No, I appreciate it. This was uh this

00:30:49.200 → 00:30:51.830

No, I appreciate it. This was uh this was<00:30:49.440><c> fun</c><00:30:49.760><c> and</c><00:30:50.080><c> I</c><00:30:50.320><c> think</c><00:30:50.399><c> we</c><00:30:50.880><c> I</c><00:30:51.200><c> think</c><00:30:51.360><c> you</c><00:30:51.520><c> and</c><00:30:51.679><c> I</c>

00:30:51.830 → 00:30:51.840

was fun and I think we I think you and I

00:30:51.840 → 00:30:54.070

was fun and I think we I think you and I lived<00:30:52.159><c> up</c><00:30:52.320><c> to</c><00:30:52.480><c> the</c><00:30:52.559><c> the</c><00:30:52.880><c> name</c><00:30:53.039><c> of</c><00:30:53.200><c> the</c><00:30:53.360><c> podcast</c>

00:30:54.070 → 00:30:54.080

lived up to the the name of the podcast

00:30:54.080 → 00:30:56.389

lived up to the the name of the podcast mostly.<00:30:54.960><c> Well,</c><00:30:55.200><c> mostly</c><00:30:55.600><c> unstructured.</c>

00:30:56.389 → 00:30:56.399

mostly. Well, mostly unstructured.

00:30:56.399 → 00:30:58.070

mostly. Well, mostly unstructured. Yeah.<00:30:56.559><c> So,</c><00:30:56.880><c> thanks</c><00:30:57.039><c> for</c><00:30:57.200><c> hanging</c><00:30:57.360><c> out</c><00:30:57.520><c> and</c><00:30:57.840><c> for</c>

00:30:58.070 → 00:30:58.080

Yeah. So, thanks for hanging out and for

00:30:58.080 → 00:30:59.590

Yeah. So, thanks for hanging out and for those<00:30:58.320><c> watching</c><00:30:58.640><c> or</c><00:30:58.880><c> listening,</c><00:30:59.279><c> thanks</c><00:30:59.440><c> for</c>

00:30:59.590 → 00:30:59.600

those watching or listening, thanks for

00:30:59.600 → 00:31:01.909

those watching or listening, thanks for joining<00:30:59.840><c> us</c><00:31:00.000><c> on</c><00:31:00.240><c> the</c><00:31:00.799><c> Mostly</c><00:31:01.279><c> Unstructured</c>

00:31:01.909 → 00:31:01.919

joining us on the Mostly Unstructured

00:31:01.919 → 00:31:03.269

joining us on the Mostly Unstructured podcast.<00:31:02.399><c> If</c><00:31:02.559><c> you</c><00:31:02.720><c> heard</c><00:31:02.960><c> something</c>

00:31:03.269 → 00:31:03.279

podcast. If you heard something

00:31:03.279 → 00:31:05.190

podcast. If you heard something brilliant,<00:31:03.760><c> well,</c><00:31:04.159><c> just</c><00:31:04.399><c> assume</c><00:31:04.720><c> we</c><00:31:04.960><c> planned</c>

00:31:05.190 → 00:31:05.200

brilliant, well, just assume we planned

00:31:05.200 → 00:31:06.950

brilliant, well, just assume we planned it.

00:31:06.950 → 00:31:06.960

it.

00:31:06.960 → 00:31:08.070

it. We'll<00:31:07.120><c> see</c><00:31:07.279><c> you</c><00:31:07.440><c> next</c><00:31:07.679><c> time.</c>

00:31:08.070 → 00:31:08.080

We'll see you next time.

00:31:08.080 → 00:31:11.320

We'll see you next time. Thank<00:31:08.320><c> you.</c>

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