So this will be the first in a series of videos that I will do daily of inquiries regarding various subjects and the best way I thought of starting with this was to Ask myself the question of what should my first video be about and here I am Sort of doing the inquiry and I've already done it This will be the first video that I ever did I think where I have written content so I know what I'm gonna talk about and We'll see how it turns out if it turns out not so good then I'll know to depend more on you know kind of verbal and Coming up with stuff to think about and if it turns out well, then I know I can just rely more on written content so anyway, I Started thinking about it and I asked myself. What is the first thing that you need to know when you? Want to ask yourself? What video should you make or let's say you want to be a creator? Which video should you make or you can even extend it to? Creating a product so which product should I create should I do something intuitive? Should I do something? That's that's new. Maybe I should go and look what works and then do that so Are you the type of person? that talks about What is important to you? at that moment or view the type of person that Values more what other people Want to talk about so imagine you're at a party and There's a lot of guests and there's a group of people Is it more important for you that you're gonna talk about? Everybody I mean is gonna talk about what's interesting to you at that moment or do you? look for the main topic in That group at that moment and how you can fit yourself into that topic and from there Start the conversation in other words Do you go for whatever you care about or do you go for what's popular and I'm not saying like this is good. This is bad. This is you know, this is a more Virtuous way of being this is less virtues not all like it's just different personalities. That's all it is and The essence of the question what it focuses on is the distinction or the tension between being a follower and Being a creator so it may look like the creator Which again is the person that talks about what he wants to talk about what's important to him He creates the product that is he's passionate about he creates the videos that he wants to make it seems like he's always Kind of number one. He's always ahead, but it's actually not true because if you look at a Pareto distribution the creator is way ahead but only like Five ten percent of the time 90% of the time he's bound to fail This is in contrast with The follower who's actually very likely to succeed because he's going on something that's already successful So let's say that you go into again a social situation. You start a conversation, but instead of Just choosing a new topic not knowing whether people are gonna like it whether they like your delivery or whether they'll be Invested into the topic you go on a topic that people already talk about for example Let's let's talk about politics or again, but but even more so like let's not just just talk about politics Let's see what other people are talking about regarding politics and let's comment on that in a way that people find Good to hear but not In any way divisive So Harvard calls these distinctions the difference between being an inventor and being an entrepreneur now in terms of Advantages to being a follower or an entrepreneur You basically get safety in popularity Which means that when you choose what appeals to most people like when you want to make a video and you look at what most people What there's a big niche for already you can easily tap into an existing audience and And quickly grow with almost no risk because again people are already succeeding at that venture So you can look at stuff like reaction channels prank channels anti-sgw channels there's a huge market for these videos and You don't need to ask yourself. What do you need to create because again you already see what's working and you can simply tap into that market by doing what works and Maybe having a bit of variation through your personality. So you're kind of a different person So you just naturally do it a bit differently and you can you can look at people like Jinx and leafy who are two people who do pretty much reactions and Again, many people done have done this before but because they do it particularly well Or you could say because they're lucky They built millions of followers in a relatively short time simply by copying what works Now there's an interesting side note here Which something I found out is that Thomas Edison who you know invented the light bulb the Patiphone and many other You know really really important inventions And he's considered like the go-to guy when you talk about inventors He actually is Somebody who considers themselves a follower rather than an entrepreneur Because somebody asked him once and this was on a Harvard peered paper. Somebody asked him What he thinks about his ideas and he replied that he didn't care about them that the only ideas He would actually care about were ideas where he could commercialize them So again, that's a perfect combination between Being a creator and being a follower because he on one hand created stuff that didn't exist But on the other hand, he didn't create just to create he only created things that he knew other people would like Now Sony is another good example Sony was actually originally Founded as a company that that that's agenda was to sell rice cookers So to sell rice cookers commercially on a massive level and that failed horribly and immediately they shifted directions looked at what's currently trending and Nowadays they sell playstations TVs camera. So completely different direction Not creating too much of anything new but then again, you know having some new stuff But but mostly following trends Now in terms of disadvantages the biggest Disadvantages to following trends are simply the inherent limitations in terms of creativity and you know creative engines agency and Depending on the actual trend itself. So These essentially are the problem because You never actually create an audience. Okay, there's An audience That's already there or that's you know being Manipulated and changes based on the environment for example right now. There's a big audience for anti-Trump Videos as well as pro-Trump videos, but once Trump thing goes out of the Popularity contest let's say for in four years when he stops being president suddenly You don't have an audience anymore because nobody cares about Trump anymore or let's say Imagine the case that you want to create something that's not related to Trump again, you've the audience that you've got where you've built up your audience by Extracting a bigger audience that was the people who are interested in the Trump stuff Maybe they don't want to hear about the other shit that you want to say so you run the big risk of Creating an audience that traps you in very specific Interests and then you can't get out of those interests Which again if you have an artistic a High artistic integrity where you have to do something that's kind of your thing That could really mess you up and then again when the audience fades away You can't shift it and you're gonna lose a lot of audience So think for example of companies that sell cars like Kia Honda Toyota Fiat When you buy cars from these companies, you're not buying a car like oh my god. This is a fiat or this is a Honda It's yeah, it's crazy. No, you just buy the car because it's you know the most cheap the cheapest Or maybe it has like some good features You don't have any allegiance to the company itself So the moment the trend shifts to another type of car in the moment, you know the market changes You don't care anymore. You just go to another car Another car company now. This is not the case with companies like Tesla Ferrari Lamborghini Maserati companies that sell, you know usually premium cars that is True, but but more and more Deeply than that is that they sell something that's very unique Where people who buy Tesla? Very often only by Tesla or people who buy Ferraris are you know, they really like Ferraris or Imagine with Apple how somebody who's an Apple fanboy like me Self-admitted Would only buy something that Apple made so you can show me something or you'll be like Hey, it's it looks like Apple. It runs like Apple. It's exactly like Apple, but it's not Apple and Just because I I know that it's not Apple. I won't get it Even if it's cheaper, you know, whatever and and because you created they created a market their own market they can Sell stuff at premium prices So they get more loyal Followings which allow them to not have to compete with other companies and competition Lowers prices so the same logic applies to videos where if you are people love you because of you That gives you a lot of social capital where people are much more willing to do stuff for you So let's say you open up a patreon account and you want people to pay monthly to you know get benefits from you You don't need to do nearly as much to Get people to do it because they'll do it just off of Loving you basically rather than being like, you know convince me to do it because Kia I Don't have any incentive to support it directly. I just wanted their car But if it's a Mercedes You also want to lift up Mercedes because you're not just buying the car. You're buying the brand So when you are a creator and you make videos and you make specifically your videos That means that you're special so people are referring to you rather than the niche So you can take as an example reaction channels where although there are a ton of reaction channels like tens of thousands of them Where some are really successful some are very successful, you know a lot of are somewhat successful And again, many are not successful at all You get channels like h3h3 which are reaction channels, but they're creators so 99% of what they do is completely artistic and creative and People no matter what happens to the whole niche of creation of Reaction videos people are going to follow them no matter what no matter where they go No matter what they change for example now They have podcasts which is a completely different niche so they run a podcast show instead of reacting to videos and They have I think about 25-30% migration where people not only watch this one but also watch this type of content Which just goes to show you how powerful it is When you're a creator again, you don't have to be a creator a follower has many advantages as well This is a creator. So this brings us to the biggest advantage of being a creator, which is that again, you anchor yourself as That person where people love you for you and not just for the trend that you're following When you create something Just for the sake of creating it People will love you very much because it's you put your soul into it.  There's a big tension that starts because once people Start demanding your creations It's very likely that they'll want to see some specific type of creation that really gets them going and it's really tempting to just you know go with the market and Follow whatever the whims of other people are so you start off being artistic and then you found out people love especially one type of creation that you did and then that completely destroys you because now you're Confining yourself into doing that specific thing For example, I think Edgar Allan Poe the guy who made Winnie the Pooh He was an he wrote Romantic novels so really deep dramas and none of them really took off and Then when he made Winnie the Pooh that really took off obviously because everybody knows Winnie the Pooh and He would not go back to it. So he would not go back to writing that kind of content he wanted to go back to writing dramas and Everybody hated him for it. So people hated him for not going with what the people wanted and he hated himself For never seeing that success with his own stuff So the only thing that he did where it was like, okay a one-off thing that was successful But his main passion was not so again everything has a Risk with it. Okay. It's like when you have a sick puppy Again, you've got a puppy. It's like oh, it's so cute. I love it And that's why you got it as a toy and then it gets sick You need to take care of it.  I wanted this kind of thing. I'm getting this kind of thing but in terms of disadvantages as a creator you constantly risk being copied by other people being taken advantage of and Ultimately just failing because you're not able to create enough demand for whatever it is you want So for example the reactions channels. I just talked about they're dependent on Extracting value from other creators who who who created things, you know that people value so Channel that does reaction videos will not do a reaction video about a video that nobody watched and took interest in because again, they are dependent as followers on people liking reaction videos and on actually there being Videos to react to which again dependent on people being creators It's just like the argument of job versus the argument of being, you know, a businessman or an entrepreneur When you know, you can say oh, it's the best to be any a businessman, okay, but if you don't have any employees You can't hire anybody. You can't do anything But if you don't have any if there if there are only employees, there are no businesses That means nobody can make any money. So again, it's it's a balance between the two But but but if you're a creator people will use your creations to to get gain value off it So you need to know how to use that Again, the other disadvantage is people Trying to put you down basically create value from the sub for themselves not by extracting value and kind of sharing stuff But by putting you down Let's say you talk about something. This is me. This is my opinion. This is what I think There are a lot of negative people who will use this content to Put you down and make you look bad To criticize you because that's what makes them feel good. That's what That's the way they grow their stuff So again, you run the risk of not just being one of the group, but actually isolating yourself where people Don't like you. You know, you can actually create the wrong thing You can create something that nobody likes and people are gonna be angry at you for it Because you don't have specific guidelines because you use your creativity You don't have that security of knowing what's popular already Now The other thing it means is that you need to sell yourself so Because there's no demand or maybe the demand is not explicit You need to find either the hidden demand that people haven't found yet Or you need to create demand from nothing. So you need to convince people why Your ideas are the best why what you're talking about is the most important or the most entertaining So a big dependency here is on salesmanship and being in the right place in the right time So if you're trying to create something where there's no demand at the moment Dude, you're on your own like you're Entirely dependent on your salesmanship skills on your ability to inspire people and to generate enthusiasm about something Which many people did that and created huge markets just by themselves sometimes Solidifying themselves as the leaders and sometimes unfortunately People saw the trend that these people were creating and now you you get your trend stolen by somebody else who becomes bigger So again, there's always risk in life. No matter if you choose the risky option or the safe option So in conclusion Instead of me saying, okay, you need to make this kind of video or you need to make this kind of video What I recommend is that you think Which type of person Do you fit? Where like how much are you this kind of person? How much are you this kind of person? Because it's not a dichotomy. It's not either this or that. It's it's a combination It's like I'm 80% creative and I'm 20% a follower So a person who's 100% creative is somebody like like Jesus, you know, it's like I have this idea This is how I want the world to work.  This is me. This is my idea where somebody who's a Complete follower is like no, I'll only do it if it's something that I know will work It's the safest route is the most profitable way I can make money or in other words, you make these weird Elsa spider-man videos That go crazy on YouTube right now or you're making, you know reaction channels where you literally just Find the best of the best of the best and the only thing you'll do is is something that you know will guarantee To get at least a thousand views just because there's so much demand behind it now People who are mostly creators They tend to be very artistic very creative. They have a high level of conscientiousness Which means that they will not be able to live with themselves if they don't feel like they're doing the right thing and following their passion So I'm highly conscientious I can I in my case cannot do something where I don't feel like I'm doing the right thing at that moment So I'm never able to be kind of like the follower. That's why I'm like 80% a creator. Also creators are They have a really high capacity for taking risks and dealing with uncertainty Because again when you're not following the herd when you don't go off the beaten fat when you don't go on the beaten path You have no idea what's coming. You know have no idea if it's gonna be amazing if it's gonna be awful if it's super dangerous if it's super Profitable so you have to have a really high tolerance for that now people who are mostly followers They tend to be very calculated and opportunistic So they like to find opportunities and they like to take advantage of them So instead of creating an opportunity they like to find opportunities They're usually a lot less artistic and or at least a lot more orderly and less concerned with artistic freedom So maybe they can be somewhat artistic But but not like this has to be my way or the highway, you know, I can find a place to be artistic in this frame They're also very much inclined towards order and structure and Having a low capacity for risk So you can pretty much sum it up by calling it a person who's opportunistic But likes the beaten proven path So instead of jumping forward and asking yourself am I you know should I do this kind of video or this kind of Video I recommend that you sit down and ask yourself which person are you mostly relating to right now like which archetype between these two Like I'm 80% this 25% that and I'm 50-50. I'm only this only that and based on Where you identify yourself you'll immediately know what's the best decision for you. So if you are A creator type by the way, this is again not about efficiency. So I think most both of them are effective Depending on what you most relate to so they both have their virtues and their disadvantages This is about which one can you live with yourself by doing so most people are Followers and they cannot live with themselves Being mostly creators and people who mostly creators cannot live with themselves doing anything else So if you came to the conclusion that you are a creator, then that means that you should immediately Just start where you are and ask yourself what's important to you and make a video about it And or if it's a business start the business about it and if you are a follower then you should start researching trends and finding either extremely specific niches or extremely general again depending on how artistic you are and And and and start through that path. So both of them Again offer really good solutions Either going really creative or going really based on opportunity. That's already there and trends and markets Identify yourself find out which one you most relate with and that's where you're gonna start for which again for me 80% creative so I Don't really want to look at too much on other stuff. I do that a bit and that's Today's video. So if it's helpful for you, please, you know like it share it with other people and If you're unsubscribed yet, please subscribe lots of more cool stuff coming up. Thanks for watching. See you tomorrow


So I welcome you all in this presentation. My name is Sohail Ahmed. I'm a security researcher at Airtight Networks. I'm going to talk about auto-immunity disorder in Valais lands. Before that I would like to have a polite request to hold your questions and queries for Q&A session. I'll ensure that this presentation would be full of fun and information. So many of you might be knowing about this auto-immunity. This is a quite popular terminology in medical science. This is a disease that exists in biological systems, say human bodies. In next couple of minutes you will be witnessing how the current generation of Valais networks or so-called self-defending networks got infected from this disease. So I'm starting my presentation with simple comparison between biological systems and Valais land systems. So here is a biological systems. There exists immune system. The purpose of immune system is to defend against attacks from Valais's jumps or foreign bodies. In the same way in Valais land systems, the purpose of WLAN software or security software is to defend attacks against intruders or hackers. So here the job of immune system is to keep foreign bodies away from healthy bodies. The same way the job of WLAN software is to keep unauthorized users or hackers away from authorized networks. When immune system mistakenly attacks and destroys healthy body cell or tissues, this condition is known as auto-immunity disorder. What we have discovered that similar condition also exists in Valais lands where access point mistakenly attacks and kills legitimate client connections. So I'll put few slides which will explain you or help you understand when and how the auto-immunity disorder occurs in Valais land systems. But before that, I would like to introduce or talk about a most quite popular attack in Valais land systems called denial of service attack. As we all know, it's very easy to launch a denial of service attack. You just send the authentication or disassociation frame on behalf of client to access point or access point to client and that's it, connection breaks. So what's new here? The new thing that we want to, we'd like to introduce here is called self-doss. In self-doss, attacker simply injects one stimulus in the network and network launches DOS attack against its own authorized clients. This is called self-doss. And these stimulus are nothing but a malfunction package which turns access point into connection killing device. So to understand self-doss in a much better way, here is one example. Let's assume that a client is actually connected with access point and doing some data transfer. So when client sends a data packet to access point, it keeps its own identity in that packet in the source MAC address. Let's assume that attacker sends data packet to access point without associating with that access point. What will happen? What will access point do? It will send a response message saying that you are not authorized to send data. Go away.  Now attacker is going to play a trick here. He's not going to put his own identity but it puts a broadcast MAC address. Now what will happen? The message which was sent by access point earlier to attacker, now this message will destined to a broadcast address and will reach to all associated client. And as soon as a client receives this message, it finds that access point is saying that you are not authorized to send data packets. So go away. All associated clients immediately disconnect from that network. So in this example, what exactly happened? Attacker simply injected one packet and was able to kill all the connections. Same attack can also be launched using multicast MAC address. We tested this particular attack against these access points. What do you found that? D-Link, Buffalo and open source smart Wi-Fi driver are actually vulnerable to this attack. So are you thinking that this attack is just because of some coding bug present in the access point? Answer is yes. You're right. Due to some improper sanity check present in the access point, we are able to trigger self-doss kind of condition in these access points. So are we saying that all these self-doss only depends on some bug present in access point software? The answer is no. Let's take another example. The client associated with access point and doing data transfer. An attacker at that point injects one request packet spoofing the identity of client and keeping invalid attributes in that packet. When that packet is actually received by access point, it finds that a client which was actually associated is sending a packet, fresh request packet with invalid attributes. Attributes which does not match with attribute of network or access point. So access point send a response message saying that I'm going to tear down this association because attributes are not matching on and the connection breaks. So in this example again, what exactly happened? A client connection was actually disconnected, attacker simply injected one packet and able to break the connection. Now interesting question comes in our mind that why access point send such response message why it breaks or deletes the existing connection? So if we see this response message, we'll find a special field called reason codes or status codes present in these packets. Let's take a look of these reason codes. There are several reason codes or status code mentioned in the standard. For example, let's say the reason code 21. It is saying that unsupported RSN information element version or element capabilities. So access point software, actually if they are implementing these reason codes in a state machine or packet processing logic, they are whenever it will receive an invalid RSN information element on behalf of a client, it is going to send a de-authentication packet to that client. And there are several reason codes mentioned. If you go through these reason codes or status code, you'll be actually able to simulate these stimulus packet very easily. You just go through these reason codes, see what they are saying and just craft your packet accordingly. For example, I take example of status code here, 1818, it is saying that association denied due to requesting a station, not supporting all of the data rates. So what you all have to do is just as request packet, keeping invalid rates it present in that packet and that will be processed by the access points software and it will send a response message with failure or sometimes it will send a de-authentication message and actually this message will reach to a client because in the current implementation of access point software, WLAN device software, there is no logic implemented to actually differentiate between a spoof frame and a legitimate or genuine frame. So that's how you are going to inject stimulus in the network. And the beauty here is that there are several reason codes mentioned, there are several status code mentioned in that standard. So you have several, so many packets which can actually trigger self-doss in the network. And here is a new member of this family, .11w, latest standard has introduced one more reason code saying that robust management frame policy violation. So what you all have to do is just send a packet which violates the robust management policy of that network and that network will send a de-authentication message with this particular reason code. If access point is actually implementing these reason codes in the software. So it's very easy to actually inject different system line in the network. When we tested this particular attributes based attacks again these access point, what we found that all of these access point are actually vulnerable to self-doss. Now the question that came in our mind is what's about Cisco MFP? Is Cisco MFP also vulnerable to self-doss? Let's try to understand it. Here is one example in which MFP client is actually associated with MFP access point. And now attacker is going to send one SOC request packet and it is a genuine request packet. No any attributes present in this packet is wrong or invalid. When access point receives a request packet it finds that a client which was already associated is sending a fresh connection establishment packet. So what should I do now? He has either it can ignore that packet or honor that packet. Access point cannot ignore this packet because it is also possible that the client got reported and trying to establish a fresh connection. So it has to honor that packet. As soon as access point honors this packet it deletes the old information, all old state information about the old connection. It deletes the key. And it sends a response message to client. Client which is not aware of the change in the state machine of access point simply ignores the unsolicited response message and keeps on sending data packet. Access point which is actually expecting of key establishment after seeing connection request packet sees that client is actually sending data encrypted data packet. Access point has no key to actually decrypt that packet. It is expecting a fresh key establishment. So it sends a deauthentication message to client which is unprotected message because access point does not have this time any key to protect this deauthentication message. So it sends open deauthentication which is actually ignored by MFP client. MFP client keeps on sending data. Access point keeps on sending deauthentication message to client, open deauthentication message. An actual communication between client and access point stops. And both client and access point have entered in a deadlock kind of environment situations. So if you notice the earlier DOS, you need to inject several packets to break the connections and keep a sustained disconnection between client and access point. MFP protocol was actually aiming to solve this DOS problem. Actually ended with making this situation even worse. Now you need to send simple one packet and client and access point communication is actually broken. It cannot communicate further now. Let's take another example in which attacker is actually trying to victimize MFP client. So it sends a SOC response message with failure status code present in that. The client honors that message. It honors that message and tears down the association. So when it receives this message, it sends a protected deauthentication message to access point. Since this message is protected, it is actually honored by access point as well and it also deletes its state. So in this example we have seen that actually attacker was able to break MFP connections, or protected connections. So these problems that we are seeing here is not a new problem. Actually, this was noticed when people have implemented a high level authentication in the protocol, .11i, and even .11w, working group is aware of this, these kind of design level problems, and even the latest draft contains one solution for this particular problem. But unfortunate stuff is that even the standard is not ratified, vendors are packaging these stuff in a proprietary protocol, ignoring these design level issues, and claiming a false security, that's not true. So here's the key points of this presentation. New avenues for launching DOS attacks are possible. Majority of these vulnerabilities reported here are implementation dependent and found to exist in select open source access point or commercial access point software. Even with MFP or .11w, DOS vulnerabilities could not be completely eliminated. Even currently available MFP implementation also found vulnerable. So the time to demonstrate something. So I have a video demo here, a client on left hand side, a packet analyzer which is showing data packet, a SOC request, and the authentication packet. DOS packet will appear in a red color, and a SOC request packet will appear in a green color. On the right hand side, black screen shows the client is actually doing ping traffic. Let's try to see if MFP works against the authentication, open the authentication, DOS attacks or not. So we send open the authentication message and see what happens. See, in red color, the authentication message are coming up, and still ping traffic is going on. So MFP is actually working. Now let's say send a SOC request packet. You can see in green color, SOC request packet is coming up, and the ping traffic stopped. DOS access point, client is still sending data packets. On the left hand side, you can see client is still sending data packets because he's not aware of the change in the state machine of access point. Access point is sending the authentication packet which appears in a red color. But actual communication is not happening. The communication is broken. So the claim that Cisco, MFP, the claim that people are making that it's not possible to launch DOS attack, it's not possible to have man-in-the-middle attack or offline dictionary attack is not true. So the bottom line of this talk is that DOS attacks are here to stay. That's it. That's all, folks. I have kept few stimuli that can trigger self-doss in wireless networks here in my presentation. So if you're interested, you can go through these stimuli and you can craft your own stimuli that can trigger self-doss. I have explained the logic. Thank you. In case of MFP, for several seconds, I mean it depends on upper layer. If it takes some actions, it detects that some packets are getting lost. The communication is not taking place. Then it takes some action. So we can say several seconds.


Okay, welcome back. We're here live in New York City. This is Silicon Angle and Wikibon's theCUBE, our flagship program. We go out to the events, extract the ceiling from the noise, and sometimes we have our own events. And our event is Big Data NYC, hashtag Big Data NYC, in conjunction around Big Data Week Stratoconference, Hadoop World. I'm John Furrier, the founder. I'm John, my co-host, Dave Vellante. And our next guest is Prakash Nanduri, CEO and co-founder of Paxata. Congratulations.  Thank you. First time on TV, web TV period, for your exclusive announcement here on the side of theCUBE. This is our first, well, actually our second, we had Trasada launched on theCUBE, our second company launching on theCUBE. Tell us what your company's doing. Launch your company, go. Thank you very much. Very excited that today Paxata is launching the industry's first adaptive data preparation platform. We are launching with live customers. We're also going to be announcing three very important and strategic partnerships with Tableau, ClickView, and CloudEra. And last but not least, to fuel our growth, we are thrilled that we've closed our next round of financing, led by Axel Partners. And we are- Ping Li. Dinesh Katyaar, Samir Gandhi, and the rest of the team at Axel. They are big supporters. They've been supporters right from the beginning. My interview about the Axel Stanford event. Yes. Samir. Yes. They led our series A, and now they are leading our series B. How much in funding do you guys take in so far? So far, totally 10 million. On two rounds. On two rounds. Okay. And we just closed our series B with eight million in financing. So you did a lot with a couple million? Yes, we did. We are thrilled that we've been extremely capital efficient. In fact, since we began in early 2012, we've gone from having a prototype to having a full live product on our multi-tenant cloud. We have live customers, several live customers who we are announcing, including the Pat's Brewing Company, Dan and Box, and a couple of other very large customers. So we're thrilled about that. And we promised ourselves when we started this journey that we would not launch just because we have been funded or just because we have founded a team. We wanted to have our customers and partners launch us. And today I'm very proud that we have achieved that milestone where we're launching with some of the leading brands gaining value from our product. And then we're also in this journey together with very strong partners such as Tableau, ClickView, and CloudEra. Why did you start the company? It's a great question. So my personal journey has been, my entire professional career have been in information management, data management. I was one of the pioneers of the master data management space when I co-founded a company called VeloCell, which is now part of TIPCO. And it's TIPCO's MDM platform. After that, I spent a significant amount of years both at TIPCO and SAP and was very, very much involved in the whole BI analytics strategy. And as I was going through this journey, I clearly identified this white space, this bridge between, or this missing link, frankly, between the visualization and analytical tools on top such as Tableau and ClickView, and then the core data management next generation, no-SQL data management platforms such as Hadoop and SAP HANA at the bottom. What was missing was the middle link around data preparation, which centers on the needs of a business analyst who spends way too much time in taking all these raw data sets that they're getting from Hadoop and other sources and putting them together in data that is ready for analytics. And what you find is in an enterprise, there are a number of analytics tools because there are multiple analytical needs. You have multiple data sources, whether they are within the enterprise or outside the enterprise. And the biggest challenge in an analytics exercise is for a business analyst to very rapidly prepare the data that is to combine, to enrich, to merge, and to clean the data sets and get it ready so that they can visualize or analyze that data in any tool of their choice. And that's where we thought that it's fantastic to have this piece. We thought that that was the white space and we came together in early 2012, and here we are today. Talk about the, well, two questions. One is, what's more disruptive right now? The BI side of the business, business intelligence or the data warehouse transformation? Those markets. And then two, tell us about your go-to-market technology. Was it the cloud, multi-dimensional cloud? So first, BI or DW, data warehouse of business intelligence. Which one is going to be the driver? Which one, if you had to weight it, like is business intelligence more important? I think you can't say one or the other. It's a yin and yang. So what has happened, if you look at the last five to 10 years, tremendous amount of innovation on the BI tool side. The big difference there has been self-service BI where the business user has been able to do analytics on their own. Products such as Tableau and Click if you have really driven that. And that continues. If you see their growth rates, you see that. That growth in self-service BI is really happening. At the same time, when you look at the data warehouse market, you see that it is impossible to maintain the cost economics of the large big data sets that companies require. And therefore, there's a need for new technologies. And just today, I was with the folks at Cloudera and it was absolutely true that as the enterprise architecture is changing and there is a need for both structured and unstructured data, the traditional data warehouse technology cannot handle the economics of what the current day analytics needs are. Therefore, I believe that it is a yin and yang. Both the warehouse market is evolving and the analytics market is evolving and which is pulling which, frankly, it always starts with the business pulling the need in the enterprise. So the business is wanting more data for analytics and decision making, which is driving the entire stack underneath. And... So help us understand a little bit more about what you do and sort of how you do it. So you're talking about this middle layer between the visualization whether it's a key value store or an in-memory database. And so it sounds like you've figured out a way to automate the merging, cleansing, preparation. So preparation, data preparation means it's ready to be analyzed. Is that right? Yes, absolutely. Okay, so in my right, you've automated that process. That is right. So the innovation that Paxata brings to the market is that for the very first time in the industry, a business analyst and not a very deep technical person, a business analyst can very rapidly merge structured unstructured data, whether that is personal, proprietary, premium or public data sets, whether they are within the enterprise or outside the enterprise. They can bring those together, they can merge them, clean them and get them ready for analytics. Now what they do is they are more interested in putting the data together and looking at what analytics problems they want to solve. And the Paxata system using our intelligent algorithms and very powerful distributed computing technologies in conjunction with technologies such as Hadoop does all the heavy lifting of automating that particular process. You're absolutely right. Okay. So you're talking about the cloud. You didn't get the cloud multi-tenant thing in there. So what is the product, the cloud, is it cloud-based? The product is consumed via the cloud, absolutely. So Paxata offers our solution via our multi-tenant cloud. And a business analyst, all he or she has to do is to sign up in our account, be able to load data right away, merge it, do their work and then be able to either automate the export to a tool like Tableau or ClickView or to basically extract a CSV file and then load it into even an Excel spreadsheet. So talk about the secret sauce a little bit. What's the tech behind what you guys have done? The technology behind it, which our co-founder Dave Brewster actually came up with, is centered around a set of proprietary algorithms that detect relationships across multiple data sets whether they are structured or unstructured. And after detecting the relationships, there is a smart way using probabilistic techniques to figure out what is the best join for the data sets. We're using text analytics and semantic technologies in order to automatically find the relationships across different data sets, varied data sets, but then not just to find the relationships but actually to merge those data sets together. And most important, semantically type the data so that you can now intelligently enrich the data based on the meaning and not the metadata or the model, but the meaning of the data drives how you enrich it, how you clean it, how you merge it. So you're inferring context. Yes, absolutely. Using math, essentially. Math, statistics, and graph theory, yes. So latent semantic indexing and what do you like? You got it, you got it. So we are using latent semantic indexing techniques, statistical cluster graphing, and pattern recognition all together in a distributed computer environment. Now why, now this technology's been around for a while, but it's not been commercialized in a cost effective way. What's been the catalyst for you guys to be able to bring that forward? That's a very good question. So what has happened is there's been a number of critical catalysts that have come together. So the first thing, if you look at the lowest level, distributed computing and the advancement of technologies such as Hadoop have really made it very, very much more economical to be able to manage and process large amounts of data. That's a really important piece. The second thing that is very critical is in-memory technologies and being able to have in-memory technologies. The third is the use of algorithms which were able to be developed in such a way that they could be executed in parallel across a large scale at an effective cost, which was impossible in the past. And the last but not least is the next generation visual technologies which allows us to deliver a solution which is very, very simple for the business analyst to use. It's a perfect storm for you guys. And I was gonna say, you've seen examples of this before, but very, very small scale. You couldn't economically scale in the past. This is, I mean, obviously you've studied it, but what are your thoughts on the TAM? I wonder if you could share that with us. I would think this is an enormous opportunity. So this is a very, very large TAM. We estimate our addressable market to be anywhere between $13.5 and $16 billion in the next three years, ending December 2015. We look at this primarily as being a subset of the larger addressable market that enterprise analytics as a whole has. And we are focusing on the data preparation piece of that. And if we look at that, the segmentation goes across three levels. It goes across the ad hoc analytics use cases. It also goes to analytical applications in the cloud, such as Anna Plan and others. And last but not least, the next generation data warehouses. You know, I love, this is, I can't speak to the tech, but I'm dying to learn more and bring in some of our guys who can go deeper. You were attacking the labor component of the marketplace, which today, nobody gets revenues for it, companies just spend, and they would much rather spend money with you to save time than having to spend their own time to get to that point. But the labor is absolutely one piece, but the other piece that is there is, if you look at any analytics exercise, 80% of the time is spent in preparing the data, and only 20% of the time is spent in analyzing data. That's what I've seen across my enterprise. Yeah, isn't that 80% of time on labor, like non-differentiated heavy lifting? That is true. But it's also one of the things that really diminishes the value of analytics and getting to the right ideas. Which is why people throw up their hands there, forget it. Yes, so all of us in business want to go around and make data-driven decisions, but we can't because the data preparation is the biggest hole, and now what you do is we're wanting to flip the equation and have people spend 80% of time in actually doing analysis and 20% in preparation. So the productivity gain is significantly higher than just the labor costs, right? And that's why we believe that this is a game changer. And that's true, the productivity gain is enormous. It's not just, but with a lot of markets, it's like, okay, we're going to essentially replace sort of an old way of doing things. Linux replaces Unix, okay? Even though everybody says, oh, Hadoop, it's incremental, but we know Hadoop is going to ultimately eat away at some of the data platforms. But this is really attacking spending and it's not, like I say, going to any vendor today. It's just really driving value from the customer side. So I love that plan. And that's what our customers are delighted about and that's what we've seen the tremendous traction from the customer side and the support from the customer side. Because when we see companies like perhaps Brewing Company where the CFO there has questions like which product is being sold by which distributor at what time in what retailer, and they want that answer fast. And their big problem is they're getting data from Nielsen, from their distributors, from their own backend systems, from their manufacturers, and they have to put this all together. And they spend months and days doing this. It's a daunting task. So Ben Haynes is a customer of the box now. He's coming on. He's coming on tomorrow or Wednesday. Yes, Ben Haynes is a wonderful supporter and he has been truly a visionary. He's a Cube fan of ours. We've been doing crowd chats with him. He's been great. He's awesome, yeah. Excited to have him. He's okay, good. So we'll ask him about what he's doing with Paxada. Absolutely, you should. He's been a great supporter and we're delighted to have him as a customer. Awesome. Okay, so we are here breaking news, launching companies, analyzing and dissecting the Strata conference, Hadoop World Trends, big data week, New York City. This is Silicon Angles theCUBE with Silicon Angle and Wikibon live on the ground for two more days. Today, we'll have live coverage every day. I'll be right back for a wrap up from day one from Dave, myself and Dave Vellante. I'm John Furrier, Dave Vellante. We'll be right back with our wrap up after this short break.


In my lecture yesterday we talked about the problems and dangers posed by discursive imperialism, a discourse which, according to Edward Said, attempts to define our terminology and tell our narrative in this case as Muslims living in the West. So here's the bottom line. If the West really wants to understand Islam, and when I say the West I'm not just talking about non-Muslims living in the West. The West and Islam is not an absolute economy. We have to stop being so binary. We are the West. One of my teachers is an American convert.  These are a mausoleum? And he said, yes.  He walked up. And so when is Muslim the opposite of American? What is an American? What is a Muslim? If the West really wants to understand this deen, this way of being in the world, then it must, we must, equate ourselves. We must equate ourselves with our Master Muhammad, Sallallahu Alaihi Wasallam. If you don't know the prophet, then you don't know the Islamic tradition. That's the bottom line. If you don't know the prophet, you don't know the Quran. And anti-Muslim bigots, they know this really well. You can call them Islamophobes if you like. They know this well. That's why they're constantly trying to assassinate the prophet's character, Sallallahu Alaihi Wasallam. It's an age old tactic, strike the shepherd and the sheep will scatter. And if you knew the prophet, Sallallahu Alaihi Wasallam, you would know that his message is universal. He said, Sallallahu Alaihi Wasallam, I'm the master of the children of Adam and I do not boast. He's a messenger of everyone. He said, there is nothing in the heavens and the earth that does not know I'm the messenger of God except the rebels from the jinn and ins. And oftentimes this cosmopolitan aspect of his message is misrepresented and termed as Islam's global agenda. This is to create fear. Who threatens you with fear according to the Quran is Satan. That's from Satan. So this rhetoric of Muslims are going to take over the planet. It's going to be planet of the apes. They're secretly planning on usurping power from Western nations. Makes for a good mini-series on Fox, I guess. We're talking about this yesterday, the effective media pedagogy. If television is your main source of religious education then you have a problem and you need to check yourself before you wreck yourself. I promised a brother yesterday I'd quote Ice Cube again in my talk so I had to do it early, get it out of the way. The Muslims, you know, we're not the ones meeting once a year at the Bohemian Grove, the L'Berge Hotel. We meet at at risk here and our doors are open. We have nothing to hide. It's complete transparency. We say marhaban ahlan musahlan. You don't need a trust fund. You just need an open heart and an open mind and if they weren't so loud outside I'd actually invite the Christians inside and listen but mashallah the man has a voice like a megaphone so I don't know if it's going to be prudent at this juncture. I made a mistake one time of actually approaching one of these hardcore evangelical Christians. It was at a church one time and we were having an interfaith dialogue and when I walked out a group of them kind of just ambushed me right but I approached one of them and she said you know as a woman so I thought you'd be more reasonable and so she says your prophet went into Europe and slaughtered all of the Europeans. Wow I don't know who you think my prophet is, Napoleon or someone. To know it's very well documented I said oh he never left the Arabian Peninsula in the 23 years of his prophecy and then she proceeded to quote a verse to me from the Quran that ostensibly or apparently advocates violence so I quoted a verse to her from the Bible which apparently advocates violence out of context right in order to demonstrate her erroneous methodology so I quoted from Luke chapter 19 verse 27 in which Jesus has reported to us that those enemies that do not accept me as their king bring them hither and slay them before me right and another translation cut their throats in my very presence and I expected her to say well you're not looking at the context right and then I would say of course that was my point but she didn't say that he said that verse is nowhere in my Bible so I said can I see your Bible and then I just kind of flipped it open and it was right there and she closed the book and she looked at me looked down back at the Bible looked at me again and said I know who you are satan sometimes you have to put the fun and fundamentalism Allah subhanahu wa ta'ala describes the universal aspect of the prophet's message when he says global mercy not domination arts and minds not lands and resources universal in the sense that this tradition recognizes and accepts our distinctiveness with respect to ethnicity country culture language clan tribe yet also transcends these designations and uh distinctions by offering us a unifying spiritual identity called muslim and there's no country called islamistan right I assure you there's no christendom either right I can't tell you how many times I've been asked are you islam or are you from islam so what is a muslim a follower of muhammad sallallahu alaihi sallam but he himself was a muslim so how do we deal with that the quran says that the sons of jayka the bani israel they were muslim the quran says that the disciples of isa alayhi sallam were muslim this is a transcendental spiritual identity so here's what i'm saying there's always going to be a level of hybridity in our identities we're all hybrids and we should embrace that don't fight it embrace it don't think that you have to put yourself into a box am i afghan or american am i indian or canadian am i muslim or american no we should forsake this black and white binary framework we find it annoying when people do do it to us why did we do it to ourselves our sisters know about this people slowing down their speech because they assume you're an idiot because you wear a hijab or you don't understand english right it's very annoying all right or they're you know someone's forcing you so they they have they have pity for you some some husband some father some brother is forcing you because no one in the right mind would wear hijab right so they're trying to fit you nicely inside of a box but you're not so easily definable you're highly nuanced and most non-muslims as well we have to be careful in our interactions with people zayno al abedin said that Allah has hidden his awliya amongst his creation not in muslimin or beina muslimin in his creation Allah subhanahu wa ta'ala has hid or concealed his his friends his awliya so we have to be very vigilant as to how we interact with people whether they're muslim or not this is common sense so embrace your hybridity explore it there's nothing wrong with being hyphenated you can be a muslim hyphen american or a american hyphen muslim wherever you want to put your emphasis and what does it mean to give precedence to your faith over your country what does that entail is that a bad thing i asked five christian professors at a christian seminary i said which of these two takes precedence in your life the fact that you're american or the fact that you're christian which takes precedence and five out of five times with no hesitation they said the fact that i'm christian it's obvious and what's wrong with that nothing because they know that their national identity their nationalism will ultimately die with their bodies right but the soul will endure the angels in your grave will not ask you whether you're from the east or the west whether you were a democrat or republican whether you prefer coke or pepsi or whether you're on team jacob or team whatever i don't i don't even know i just expose myself some of these designations are important for the dunya but ultimately they will die with your body man the rubbuka who is your lord what madinuka what is your religion nabiyuka who is your prophet that's it embrace your hybridity but know but know that that above all you are a muslim i am an iranian born american sunni muslim anafi ashari who strongest english who strongest language is english anyone else i'm usually the only one in the room wallahi i've never had because i've heard a lot of theories out there is he half jewish he's a curd wallahi i've never had an identity crisis you wanted to find me you could just call me muslim so let's look at some of the best of exemplars the prophet musa aley salam he was an israelite from bani israel that was his ethnic distinction in exodus chapter six we are told that he's from the banei levi which means a levite that was his tribal distinction he was born in mitzrayim or miso in egypt that's his national distinction he spoke ancient egyptian and ancient hebru that's his linguistic distinction his wife was zippora the daughter of a medianite priests so his children were half arab look at the hybridity look at the diversity but what was his spiritual distinction his spiritual distinction what was his transcendental identity right i hope i don't offend anyone with this but if we can travel back in time 1400 years before the common era some 3400 years ago and we can ask the prophet musa aley salam if i asked him are you a jew he would say no i'm a levite because in his day the word jew meant a descendant of yehuda of juda like david was from juda but moses is from levite in other words he would think that i was referring to a tribal distinction not the name of a faith if i asked him are you a practitioner of judaism he would not know what i was talking about because this word judaism as a concept wasn't coined until the eighth century before the common era after the assyrians tacked the norther kingdom of israel in 722 and apparently 10 of the 12 tribes were wiped out the only two tribes that remained were benjamin and juda and juda is the older brother so they call themselves the jews our contention is that the spiritual identity the spiritual identity of the prophet musa aley salam was muslim one who peacefully submitted to god the word muslim is transcendental right it's it's an anachronistic to call musa aley salam a jew uh the prophet isa aley salam jesus christ who was born in bayt lechem in judia the roman occupation he was raised in uh galilee nazareth um in northern palestine he spoke syriac which is the language that the israelites adopted when they were in captivity in babalon he also spoke hebru the language of the synagogue liturgy and probably spoke koine greek which was the language of the roman occupiers so there's a lot of hybridity now obviously the prophet jesus wasn't a christian the book of axe tells us that believers in jesus were first called christian when they were being expelled from the synagogues in anioc it was originally a derogatory term the earliest somatic christians call themselves nazarians or evionine right and they considered themselves actually a sect of judaism our contention is that his spiritual identity the spiritual identity which is overriding everything was muslim and he says in the beatitudes in his mother tongue and this is obviously from a fourth century um uh translation of the greek manuscripts called the peshita and his mother tongue he says blessed are those who make peace if you were to translate that into hebu it would be blessed are the meshalimim which is the exact cognate of the word muslim in the accusative case in judaism the nasab or the lineage is taken from the mother it's matrilineal and all of the tribe except for one a tribe of levi and mariam is uftaharun she's a leviate she's the descendant of of erin of harun alayhi salam right he was the first high priest the gospel of luke also says that she was a leviate so in that tribe tribal distinction is taken from the father only in that tribe so issa alayhi salam's tribal distinction would be whatever his father's was but issa alayhi salam doesn't have a father therefore issa alayhi salam you think about it it's not really from bani israel or rasool al ila bani israel he was a messenger sent to the children of israel this is why he's never quoted in the quran is saying ya qomi like every other prophet says oh my people because their father is from that people but issa alayhi salam says ya bani israel so usually when i make this next comment and there's a mixed crowd of christians and jews and whatnot i say hold on to your hats and your hijabs and your hairpieces when i tell you that issa alayhi salam jesus christ peace be upon him was essentially a muslim and in the nation of the prophet sallallahu alaihi wasallam the prophet sallallahu alaihi salam he was from a tribe called koreish this clan was bani hasheb spoke arabic but he was in reality a citizen of the world and i believe that he advocated what philosophers today call a rooted cosmopolitanism in other words to act locally but think globally to think of something outside of yourself like when he said seek knowledge even to china sticking outside the box but many of us will say you know i don't i don't want to look weird weird and the kufi and hijab is it just seems weird to me you know it's weird to me when i was in junior high there was a fat apparently a trend where you would wear clothes backwards you guys remember that i guess there were some guys some artists who were doing that were their clothes backwards that seems really weird you know i don't know if i'm coming or going i guess i don't know or wearing jeans so tight that you can tell if a quarter in your back pocket is heads or tails this young brother who's you know 18 19 years old he uh he started growing his beard and he came to me and he was in tears and he said you know my friends at school they made fun of me and so on and so forth i said you know brother one day you're going to look back at this and you're going to laugh i'm laughing at you already you have to put some humor into it so weird is actually a matter of perspective i mean there are christians in the muslim world you go to some churches in the muslim world you're thinking walking into a muslim you see people standing and bowing and prostrating they're reciting litanies in arabic you take some of those christians that are in contemporary middle east and you bring them into like a joe austin convention at the staple center you know this idea of the prosperity gospel and those christians will say this is so weird what are they doing here what are they talking about and those are also christians so it's not a muslim christian thing it's this postmodern opulent lifestyle thing that's weird the people of faith being weird to the postmodern world is actually a good thing and i'll end with this the prophet sallallahu alayhi wa sallam said in nadina badaa ghariban this religion began as something strange as something weird saya udu kama badaa and then it'll it'll return to be something strange batuba lil ghorabah we're glad tidings to the strangers we're glad tidings to the weirdos so it's loving allah and his messenger is weird and i don't want to be normal


happy to. Thanks to all of you for joining us live or the recording for another episode of the nonprofit show. Just like we start every episode, we really like to extend our sincerest appreciation and our deepest gratitude to all of these presenting sponsors you see right in front of you and behind us. So thank you so much for these corporate sponsors supporting the show and truly supporting each and every one of our guests as well as our attendees as they come we like to say or I should say I like to say that these sponsors really like Julia and I but they love the work that you're doing so they're here to support you and to really elevate your missions and your causes around the globe. So thank you to our sponsors and of course welcome to Julia Patrick's CEO of the American Nonprofit Academy and there's me with my little cha cha and so I'm Jared Ransom also known as the non-profit nerd CEO of the Raven Group coming to you today from Mexico. So really excited to be here and also get our show started. So this week is track full we've already had some really amazing guests on but today I am thrilled to announce and to welcome Julie Ordonez and I hope that I said that properly. CEO and you're joining us Julie from the West Coast in Los Angeles so welcome to you and thanks for joining us for our show today. I am so thrilled to be here thank you so much Jared. Yeah so Julie I think that when we meet again we need to be with Jared having our show. It's got to be in Mexico I won't accept anything else I'm totally in I'm all in okay. Oh my gosh well I'm just really interested to hear what you have to say over the overarching concept of major asks and the strategies that we need to be looking at because this just seems such a fear point for us in the non-profit sector and we hear this all the time. It seems to me we get folks that are like let me at it I can't wait to ask I love it or oh my gosh I can't do it you know step away and so I'm really interested to know about your approaches and your thoughts on this but first I gotta ask how do we define a major gift? Yes great question so it really depends on the size of your annual budget is what I would say and a really great way to think about it is the larger your organization than the larger a major gift needs to be right so my background is I was a major gifts officer for four years at United Way of Greater Los Angeles which was so fun I loved that job I got to meet people for breakfast, lunch, coffee, dinner, happy hour and go to all the events and meet people and really get to know why you know they give and the difference they want to make in the world and it was a total blast and at United Way and typically in the United Way system and United Way of Greater Los Angeles is a massive organization right tens of millions of dollars a year and I personally was raising about 2.5 million from individuals each year and a major gift oh thank you I just want to share that it's possible right not necessarily to toot my own horn but to show that that of course I'm in Los Angeles where there is tremendous wealth and also a lot of poverty yeah I've got a lot of people doing a lot of good so ten thousand dollars was a major gift there and I think that anything lower than that we called a leadership gift right so a thousand to just below 10k was was a leadership gift and that was really our pipeline for prospective major donors right if you're it stands to to reason that if you give five thousand dollars a year you could eventually in a short amount of time give 10k a year or maybe right now you know if we get to know you and understand who you are so if you're a smaller nonprofit if your budget is less than a million a year then I would say a major gift is most likely maybe five thousand dollars twenty five hundred dollars depending on you know you're the size of your organization and and I think it matters defining what a major gift is right because it determines not the quality of the relationship right we treat every donor with the utmost respect um but it it matters for the quantity of of reaching out right so with someone who is a major donor we say okay these people are probably going to hear from us more often we're probably going to go deeper with them so it's important for us to define what a major gift is can this be aspirate I'm sorry Jared I interrupted you no go ahead I'll I'll tag on afterwards can this be aspirational or should this more be should this be more of a data focus like you can look at your journal entries and say yeah this is this constitutes a major gift do you see what I'm saying yeah so I think um I think it can be aspirational absolutely let's say you've got you know if you're really small and you've got just a handful of people who give you 10k gifts right you know that that can be um your your major gift um threshold if if you find that you have more people who are in that leadership level range who could potentially give more um I think it's important to to just decide and be clear and have everybody on the same page honestly right that's that would be my biggest thing yeah okay I was going to say I love that you really identified the correlation of a major gift to the operating budget of the organization because what that tells me if I'm hearing correctly is every organization has a chance to evolve the definition of a major gift um so one that's that's one thing I wanted to acknowledge and I really appreciated that correlation that you provided Julie but furthermore and and I'm really like known to ask these questions that maybe some of our viewers wish they had asked but here's my question to you and by no way shape or form is it meant to back you into a corner but what I've noticed through my career Julie is the individuals that do invest at that major gift level may not consider themselves a major donor so what do you um I don't know what do you suggest when it comes to us as the development professional when it comes to our vernacular and how we talk to that major donor do we actually tell them that that's the category in which they're they're giving yeah so that's a that's a great question yeah and I think it you know I'm very much about an individualized approach so I think it depends on the donor and um if having recognition for being a major donor is important to them then yes you should let them know yeah you're you are a major donor for us but I think if someone is maybe more discreet or they're not really interested in being categorized in that way for whatever reason right whatever the reasoning might be I think it's smart to just focus on building the relationship and you know Julia you mentioned the fear piece right connected to major gifts and I think that that's what this has a lot to do with is when we start to focus on the money above the people and the relationship that's when things start to get scary and a little icky feeling um and so if if we really focus on building relationships and partnerships and I think it kind of takes a lot of the fear out of it and there's less of a need to externally categorize someone right for internal language it's helpful to be on the same page right um but I think it's it's maybe less important externally unless that's your strategy right we have an affinity group that is people who give at this level and it's prestigious and you get to meet other people who are also committed at this level if that's your strategy then yes you should be clear about that marketing you know I appreciate that because I know I've been caught in that kind of situation um and someone had said which you know for them it was a ten thousand dollar gift and she didn't see it really as a major gift and she's like oh gosh I'm really not a big donor I'm sure you have bigger donors you know and so I just wanted to ask that question because I do think previously in my career maybe I wasn't as informed of how do we talk about this to the actual investor if you will yeah and I think you know listen to them right so if they're telling you 10k is not a large gift hello yeah okay so that could be a chance to say well then what would you consider a major gift right right and pick up the cues and conversation yes and listen and and okay well that's so fascinating because to us actually 10k is a major gift for us there are not a lot of people who give at the level that you do you should know that right and even just saying that and being get real you know like there's no reason to hide this from them um you know and I think people want to help so maybe she she will end up giving more knowing that that's a need and that not a lot of people are stepping up in that way right so let me ask a question that dev tells to that and kind of comes at it from the other direction is how often do you think donors would like to be known as a major gift you know donor I mean is that a value yeah I think it depends on the organizational structure and and the culture and what they've come to expect um from that organization so you know if you're you know fundraising at an organization like a united way or you know where there's a really well-known tote toteville society right or you're you're fundraising at a large um university where there is this really robust alumni network then yes I think that's just a piece and a component of the myriad of reasons why people get donate and one of them right is that they they get to be a part of these groups um but again I think sometimes we assume that it really matters to donors but maybe it doesn't you know maybe what matters more to them is that they can help people and it just takes getting to know someone and I think the non-profit sector we kind of make a lot of assumptions about people that don't necessarily help us raise more money right I think you're right I think you're right so you use that great word that I love icky and everybody can identify that I could just see our viewers going oh yeah so can you talk about when we are working with major donors why is there just this fear and then I would also counterpoint that to why is it that there are some people that are excited and chomping at the bit to do it and they don't have that associative fear that's that the majority of us seem to have well how much time you got Julia I mean the whole I mean I mean gosh yeah I mean the first thing that I would say to you is if you are feeling fear in asking for major gifts please stop judging yourself it is normal even though it's your job I mean and you know as as you continue to grow as a professional you know I remember earlier in my career like what 12 years ago asking for $10,000 seemed like oh my gosh I could never ask for that amount of money now I'm like will you consider giving 10k k great let's follow up tomorrow if you need time to think about it you know it's just like it's it's and so now there's there's new amounts that kind of make me feel a little nervous and you know psych me out that you know at the time later or earlier in my career I couldn't have even fathomed to say that number out loud so I would say it's normal and even as you grow you're going to overcome some fears you know there might be amounts that that are easy for you now but there's an amount that you're just like trembling shaking in your boots and you know that's and and you know the same I think the key for kind of getting over those fears is being around other people who are also building courage right and having a manager a mentor a coach whoever it is who believes in you and maybe more than you believe in yourself you know and and I think courage doesn't get built in a vacuum so you you've got to get around other people regularly who are also doing that work. I remember recently last week in fact talking with Jason Champion at Windspire and we were looking at Gala packages and really looking at experiences that were a high price tag to me or to others with the organization that I was working with and he said which I believe really correlates with today's conversation is we're not shopping with our budget in mind right we're shopping with the the attendee or the donor or the investor's budget in mind so when it comes to asking for ten thousand dollars for someone me included that is a really large commitment and something I would really need to spend some time thinking about but not everyone as we were saying earlier and Julie said this as well you know ten thousand may not be a big gift to some people so we're really shopping if you will with their budget and what's major in you know in their reality and to realize that everyone's money correlation and money story and minimums and maximums they're all different yes so much yes that is so good yes I have to remind myself to you know be like oh my gosh fifty thousand dollars that's that's a lot of money but for some people as you said Julie you know they may be like great fifty thousand where do I where do I sit in the check so yep and that's how you know you left money on the table when you get an instant yes we want the instant yes we want it with it we just want to win and we want to move on because we're sitting on our plate and if they didn't even need to consult their spouse their partner their accountant their CPA their anybody business manager whoever right then like you you what I really try to teach people is find find that amount that they need to pray about it you know they need to think about it they need it's it's something when you get to that place you know that it is a meaningful amount to them and and probably the amount that your nonprofit actually really needs right and and that's what you really want you don't want your donor to be like oh hey um Chris what did I give last year I don't even remember can you tell me right right hello is that when you go back and say great was that a fifty thousand dollar commitment quarterly or monthly I love it that is genius yes that's genius yeah that's so good Jared that's so good I love it so Julie we have not a lot of time left and I didn't want to get away from you without talking about the courage lab of course love the word in the nonprofit sector every day we get out of bed we need to have courage we need to have courage for ourselves courage for our clients courage for our community yes so when I saw this I was just like wow I really want to know what this looks like and and and just talk to us about it yeah absolutely so it is my flagship six-week group coaching accelerator it's called courage lab and it is kind of what it sounds like it's a place for you to build courage and to test it out and to go for things and to to really push yourself in an environment where you're surrounded by peers um other nonprofit founders executive directors vps of development people within leadership roles in organizations who are ambitious who want to raise a lot of money they're they're not just trying to move the needle necessarily or grow by a small percentage they want to double their individual giving they want to really focus on major gifts and so that's what we do we focus on building courage strategy and relationships and it is a lot of fun and people truly it is crazy people truly transform in just this six-week container from really struggling with imposter syndrome with feeling like who am I to be asking anybody for anything and I'll just I'll just take whatever you want to give you know and struggle and be overworked and overwhelmed and over committed and strung out really if they're honest right to really stand advocating for themselves asking for more um and not just from their donors but even from their teams and um asking for more I think sometimes looks like renegotiating a lot of commitments nonprofits are notorious for over committing themselves and frankly doing too much uh you cannot now you know courage lab and it's an online community is it built and designed to be an online community great and so go ahead how many individuals go through together are there cohorts or is it entry points that are rolling that's right so it's a cohort and the next one launches May 18th so we're kind of a month out and it's a really intimate group it's usually no more than eight to ten individuals and we go really deep fast and you know six weeks goes by like that you know so and you and you really learn everything from a to z of what you need to to raise major gifts regularly and when I say major gift I mean at least five figure gifts good good I love it and all sectors I mean all different parts regions across the country it really is not just tied to your own group right it's not a it's not a focus group within your within one organization that's right yeah so we've had folks um here in California and different parts of California in Texas on the east coast so it really yeah it's all it's all over I love that well I think what it probably um adds to the richness of discussions and experiences when you can have you know different voices coming in talking about things that could be similar or things are completely different yes and they I think it helps you to be around other people who just asking for major gifts is is normal and fundraising can feel so lonely sometimes unfortunately and so that's part of why I created this group experience so that people could be in community yeah and it's so needed yeah before we let you go I'm really interested if you could kind of give us a purview of the landscape for um this part of the nonprofit sector and the professionals do you see people coming in running out I mean what do you see as the overall health of major gift officers or just development teams in general I know it's a I something that I think we talk about and worry a lot that we see problems systemic problems um in the sector I mean we you mentioned it burnout frustration people are like are you kidding me I can go work in the you know in the for-profit sector and make twice as much money and have my weekends I mean you know so what do you see do you see it like yay team going forward or or sliding back oh gosh um you know I I don't think it's um black and white right I think it's it's it's really more complex but I would say that in regards to major gifts um this is going to be maybe a little tough to take but we're probably all thinking it so I think boards nonprofit boards everybody who's on a board wants to do a good job give them the benefit of the doubt right but they're largely ignorant about what it takes to raise money in general and specifically what it takes to raise major gifts and the same can be said for a lot of senior leadership whether it's a large organization or a small one I've I've seen I talk with a ton of executive directors and CEOs and um their expectations I think of of it being near instantaneous well can't you just pick up the phone and you know raise money and I think um that along with because of because of the ignorance there's just these unrealistic expectations of raising a ton in a short amount of time um and not really valuing employees and I don't think that this is a new thing this is a this is an age old story I guess I think even before my time too so um I think it it comes down to humility honestly and having real authentic conversations about hey we don't actually know what we're doing um and so we need to let people and employees lead the way in a lot of these decisions and strategy and that's pretty radical but I think that that would be one solution to this problem I love that word radical Julie I was talking to someone else about you know where we are in the sector and about a year ago I had said Julie uh Julia you'll remember I had said our sector is due for a shake-up we are due for the disruption and in a radical way you know for it to be just completely shifted in a manner in which none of us have truly experienced before and I I just want to add to this because this has been such a wonderful conversation I would echo your sentiments Julie truly when it comes to the board and then also for the staff to truly you know um share and communicate the expectations because as we're learning you know also from Tony Bell with Fundraising Academy when it comes to cause selling just when you start a conversation with someone doesn't mean you're going to see the fruits of that labor instantaneously right so it really is a long journey for some donors when I had mentioned you know this major donor and I had said thank you so much and she truly didn't identify herself as a major donor you better believe that I put that note in the donor database so that you know whomever acquired her in their portfolio was able to take on that conversation to the next level so I think that's really important to you to share with the board is to truly level set our expectations and to let them know that this is a journey right this is a donor journey and it doesn't happen overnight but every step along the way is so important to seeing the fruits of that labor yeah yeah it's amazing well wow you have been great I mean we have just so enjoyed having you with us and I know that there's so many viewers with us live and that are going to join us later today on you know road through Amazon Fire TV Vimeo on our site everything that are going to be like shaking their heads and maybe reaching for a little bit more of that courage when they know there's work to be done but work to be done on internally and so here's Julie's information check her out she's got a great website with a lot of information going on talking about the struggles that we all endure and sometimes that we don't talk about but that we should within our sector you'll also be able to see the Courage Lab with with their trajectory it looks like what did you say again May 18th that's right that's the next cohort start so yeah check it out I think it's a really interesting way to look at how we can navigate ourselves to be better and to be stronger so we can do well again I'm Julia Patrick CEO of the American Nonprofit Academy I've been joined today by Señorita, Jared Ransom, coming to us from Mexico, what part of Mexico are you in? Playa del Carmen. Beautiful okay so I nearly wept one time live on camera and that was with the amazing leader of Cindy May I think of Cindy May of an amazing nonprofit it's going to make me weep again this could be the second time hearing your like that you're in my favorite part and I heard a rumor that you can see the ocean from your room. True okay we got to get off this slide it's making me depressed hey we want to thank all of our sponsors without you we would not be here or there having these conversations that are so important and so again we want to definitely let everyone know that without these folks we wouldn't be here so we're super super grateful. Wow a great conversation I'm totally revved up Julie Ordonez you really sparked something in me today actually many things and so we're super grateful that you would join us and share your your mission and your passion about all things major gifts. Jared Ransom see you tomorrow huh sister? I will see you tomorrow absolutely excited to have Joshua Ward on and as we end every episode and we have for the last year please stay well so you can do well we'll see you all tomorrow and thank you so much Julie.


Myself, P. V. Ekhande working as assistant professor in Department of Mechanical Engineering at Valkan Institute of Technology, Solapur. Today we will see the comparison between the spark ignition and compression ignition engines that is SI engine and CI engine. At the end of this session, students will be able to explain the difference between SI and CI internal combustion engines. Now, we have already seen regarding the working of diesel engine, petrol engine or the according to the strokes that is two-stroke engine, four-stroke engine or the working of spark ignition and compression ignition that also we have seen. Now, here based on this knowledge, we will see the comparison points between spark ignition and compression ignition engine. Now, the first point of the comparison is in SI engines, we have, there is a provision of spark plug to ignite the air fuel mixture by electric spark and in CI engine, there is a fuel injector to inject fuel and the mixture is ignited by high compression and high temperature developed in the cylinder. So, the first point of the comparison is in case of the spark ignition, there is a provision of the spark plug for igniting the fuel air mixture that is petrol air mixture whereas in case of the CI engine, during the suction stroke only air is taken as a intake which is compressed with help of the large size engine and due to the compression, the pressure increases, temperature also increases and at the end of the compression, there is injection of the fuel that is a diesel with the help of fuel injector that is a sort of nozzle which is spraying the diesel in the very fine particle parts that is called as a say atomized form. So, that is first point of the comparison and that atomized form of the diesel is ignited on its own due to high pressure and high temperature developed in the cylinder. So, this is first point of the comparison. Now, second point of the comparison is related to the fuel, we have seen that in case of the spark ignition, the spark is generated for igniting the petrol air mixture. So, here fuel uses naturally petrol whereas in case of the compression ignition engine, the diesel is ignited at the end of the compression stroke. So, there we are using the diesel as a fuel whereas initially only air is taken as a say charge during the suction stroke. Now, third point is related to the compression ratio. So, compression ratio required for the compression ignition is naturally high and that is required to develop the high pressure and high temperature in the cylinder whereas that is not required for the spark ignition engine. In spark ignition engine, the spark is ignited for the combustion of the fuel. So, we require the lesser compression ratio, so that is up to 9. So, we can say that from 5 to 9 that will be the compression ratio in case of the SI engine whereas it is from around 14 to 20 in case of the compression ignition engine.  How you are going to recognize that? Yes, we can recognize the engines as a spark ignition or the compression ignition with the help of the spark plug provided over there. The spark ignition engine is provided with the spark plug whereas in case of the compression ignition it is not provided with the spark plug as the fuel will get ignited on its own because of the fuel injection in the atomized form at the end of the compression or CI engine. Now, the next point or the fourth point of the comparison is in case of the spark ignition engine the pressure and temperature is less as compared to the compression engine. Just now we have seen regarding the compression ratio and due to the lesser compression ratio in case of the SI engine the pressure and temperature develop is naturally less whereas in case of the compression ignition engine the pressure and temperature develop is higher and that is because of the higher compression ratio. So, here the pressure temperature is high and that is why the engine size or the say the more strong engine is required in case of the compression ignition. So, that is the comparison related to the pressure and temperature develop in CI and SI engine. Now, based on that we can say that the construction is light in case of the spark ignition this is one more point of the comparison. So, the construction is light in case of the SI engine spark ignition and the construction is heavy in case of the CI engine or compression engine. Then next point of the comparison is related to the speed. The SI engines operates at a high speed and compression ignition engines operates at a low speed. So, here the speed will be higher because of say generation of the spark and here the CI engines operates at low speed. So, that is the point of the comparison based on the speed and next point is the starting related to the engine starting. In SI engine we are providing the spark for igniting the fuel. So, naturally the starting is easy because once you have the say the starting of the engine in one or two moment of the piston itself the starting will be there as there is a spark provided whereas in case of the CI engine it is somewhat difficult. But that is again we can say that now because of the advanced technology we are not facing that much problem. But as a comparison it is very easy in case of the spark it is not that much. Now, the next point of the comparison that is related to the noise produce. Now, in case of the spark ignition engines the noise produce will be lesser and in case of the CI engine the noise produce is more and that is because of the more vibrations and why the vibrations are more in case of the spark compression ignition engine because the heavy engine is required for generating the high pressure high temperature that means the compression ratio is high that leads to the high pressure and high temperature and naturally the working will have some noise as compared to the say SI engine. So, this is less noise means it is almost nil in some vehicles if you stand nearby the vehicle which is having the spark ignition engine you will not feel the working of that engine also you may think that the engine is a stand steel or the vehicle is a stand steel whereas that is not the case for the compression engine if you stand nearby definitely there will be noise. Now, the next point of the comparison that is related to the maintenance cost of the engine or initial cost of the engine it is less in case of the initial in case of the SI engine. So, initial investment initial cost is also less in because the size and design is required will be a lighter one whereas the case of the CI is different in case of the compression ignition engine the initial cost itself will increase because of the heavy engine heavy design and the maintenance cost is also more this is because of the more moving parts more bulky parts which are provided over there. So, this is the comparison point related to maintenance and the initial cost of the engine and the next point of the comparison is efficiency. So, spark ignition is having the lesser efficiency because the power generated will be more in case of that but the efficiency will decrease in case of the spark ignition whereas the efficiency is higher in case of the compression ignition. So, if you compare the average or the mileage for the same size of the engine suppose 1200 cc engine which is provided with the spark ignition as compared to the same size of the engine of the compression ignition. So, we have the higher efficiency for the compression ignition whereas it is lesser in case of the spark ignition these are the reference books. Thank you.