Hello, welcome to our session about getting the technical win or how to position Drupal to a skeptical audience. This isn't a technical session, it's a sales session, so we won't go into detail of which system is better. We won't go comparing features or functions between different systems, but we'll look at it from a sales perspective and how we can leverage the technical features of Drupal to win a deal. So maybe before we start by a show of hands, who's on the sales side, who's on the technical side, who went to the pub crawl yesterday, I saw that. So maybe a little bit about ourselves, so can you hear me without the mic or do I need a mic? Okay, cool, so I'll try to stand still. So a little bit about us, we're a very eclectic bunch. We have Cameron, he's a Kiwi living in London. We have Raphael, he's from France, Paris and myself, I'm from Belgium. Dale introduced himself later on in the session and what we do, we do all sorts of stuff. So we're pre-sales technical consultants at Aquia, so we own the technical part of the sale. We help salespeople position Drupal to customers and prospects and we handle objections and suggest solutions based on Drupal. But before we go any further, I have some really sad news before we can start our session. It may be a bit harsh, so it'll get better. The next slide will be very, it could hurt a little bit, but we'll put it into context. I'm sorry. But looking at this conference, we all know that this is not true. We all are very passionate about Drupal. We know it can do a lot of cool stuff, but if looking at from a customer's perspective, they don't care about Drupal, they only care about certain other stuff. But on the bright side, nobody cares about Adobe either. Don't take a picture of the slide. It can't leave this room, right? So nobody cares about Adobe, nobody cares about Sitecore and nobody cares about WordPress. So it's a level playing field for everybody. The only thing that people care about is solving their own problems. That's what we need to achieve. So how can we make people care about Drupal by solving their problems? So we need to dig into what their problems are. So it could be doing stuff cheaper, could be doing stuff faster, better, easier, or they have a, the market is changing, they need to increase revenue online. So different needs, different itches that we need to uncover. And Drupal can handle a lot of that. So we will try to make people care as much about Drupal as we do, or the 2,200 people that are around here. So we need to make other people care about Drupal. So we'll go a little bit into the sales process and how we can uncover needs or problems and how we can match Drupal onto that. So a lot of stuff is happening. So people on the sales side know this inside out, all the steps of a sales process. We won't go into detail of all of them, like lead to qualification, which is pretty important. RFPs, let's hope not. I think we all hate them, right? RFPs. Okay, cool. We'll go into the needs analysis, so discovery and trying to learn what they're trying to solve. And a little bit into the presentation, demo and proposal phases on how to handle objections. So Cameron and Drupal will be dealing with those. So first thing that we need to do, even it's called getting the technical win, we still need to talk about business side because that's basically where the money comes from and they have a problem. So we need to uncover what the business wants to solve, basically. Once we have that established, we need to remove the technical blockers. So notice how we don't say convince people of Drupal, we just take away the technical blockers. Once we establish a business case, there will be certain blockers that we need to take away for them to agree on Drupal. So convincing people is very hard, removing blockers is easier. And then third part, Rafael will talk about demo and how it could be important in a sales process and what to watch out for and if it's needed, yes or no. So first of all, about the business case, we need to uncover a lot of stuff. So we need to do research, we need to talk to a lot of people, we need to get the pain points from different stakeholders, in a enterprise you'll have different people having different pains and they all trickle down. So let's say, for example, a marketer can put pages up quickly enough, which leads to less revenue or less leads, that's the CMO problem. So they all have a different problem. So by uncovering all those problems in the different areas of the organization, you can actually build a map of what they're trying to solve. Mostly it's not about one problem, it's not about we need a new CMS to generate pages, that will be a very hard win. But if you can uncover why they need a new CMS by asking the right questions, you can actually map your solution onto those problems. Doing some research, what is their competition doing? What is the market evolving to? If you look at newspapers, they're all running to a new digital roadmap. So by knowing that, you can actually help them solve their problem as well. And take a step back, that's our favorite sentence in pre-sales, because if you look at a problem, us as technical people, our brain starts working and we're trying to solve it immediately. So once in a while, we kick each other just to take a step back and to look at the whole picture. So uncovering more than just a problem at hand. So Drupal can be more valuable. Let's say, for example, a company wants to do blogging, for example, if you only see that problem, then Drupal might not be a good fit, because maybe WordPress will win. But if you can uncover that digital roadmap, then Drupal could be a very good platform to do all of that stuff. So how do we do that? Ask them the right questions. Doing a lot of research. What is at stake? So will they lose money? Yes or no? This is a very important driver for new CMSs. Also by asking the right questions, by knowing they're vertical, you can really establish a trusted advisory relationship, which is really important, because they'll start listening to you. You can give them suggestions on how they should look at problems.  So helping them there is a very powerful driver as well. Some questions to ask. To different people in the organization, what are your three major pain points? That will uncover very explicit pains that they need solved. Asking those questions to a CMO, to a CIO will give different answers, enabling you to map the problem. Very interesting question that we like to ask is what does success look like? It enables people on the customer side to think about what their ideal situation is, actually giving you almost a blueprint of their ideal situation. So we can use that to move to it. So we can leverage that knowledge and build Drupal and make it fit into that ideal situation. And another very powerful question is what happens if you don't do this? They could go maybe bankrupt, they could lose a business unit, whatever. So that will give you a sense of urgency or how big the pain is to solve. That all helps you in the sales process and will help you map the technical solution. So some common mistakes that we encountered that we probably did ourselves as well is basically not talking to the people that can make a decision. Because they only see maybe 10% of the problem. You might solve their problem, but their boss doesn't have that problem so he doesn't care. So he won't sign off, no deal, and we're done. Not understanding the pressure to contract, is there a compelling event? So do they need to go live by a certain date? If that person can't answer that question, he might not be the right person to talk to. You need to go higher up. So you could be wasting your time as well. Rafael will talk about demoing. Really important not to demo too early. So like carpet bombing, coming in and showing everything without understanding what they actually need could hurt the deal and you could actually just look ridiculous at some point. So that's very important. Another one is about credibility. So balancing what they actually want and what the market is evolving to. So helping them understand what they should need to, not all customers know about the digital roadmap or what's happening on the internet. So you can help them and really establish that trust relationship. So that on the business side. So we uncovered the pain. Now we go into why they should use Drupal. My friend Cameron can talk about that. Yeah, so I guess the reason we're all here is the pesky tech. I'm just going to quickly introduce myself. I am a solutions architect like Fred and Raf from New Zealand. I live in London and responsible for the UK and Ireland region. In fact, where if you're a partner I may have worked with you. And I've been at Acre for about two years. Before that I was a developer for seven years. So a lot of this sales stuff is really new to me. But now I've found it really fascinating and a lot of things that happen in technology are because of human factors. So I'm sure I don't need to convince you of that. So I'm beginning to learn in detail. So what are the technical themes that we see in pretty much every deal or customer scenario? Drupal is not the strongest tech, but there isn't actually a strongest tech. There's no magic bullet. There's only something that's appropriate for the time. And there's a lot of ways that you can pick holes in Drupal or any other tech. You'll often go into situations where people will have a favorite technology. So if you go into an incumbent who's a Microsoft house or a Java house or they really like hacking on Python or they love Ruby, you just need to recognize that and answer why Drupal can do what they need to do and solve their problem. And it may not compete directly on particular things, but you don't want to get into that game because you'll always lose. You're removing technical objections. You don't want to waste your time. Can you do one step forward? Oh yeah, sorry. That's better? Sorry, guys. Yeah, so you're trying to remove objections. You're not trying to convince people. When they say, you know, Drupal doesn't scale. Well, yes, it does scale and we can demonstrate why with strong examples. You don't want to spend your time arguing about the minutiae of technology when there could be much more important things at play, for example, if someone's asking you about reference counting in PHP 5. But the whole project depends on connecting to a CRM, which is never going to be opened up over the internet. That's where you should be spending your time. You want to try and identify those things very quickly. And there's a bit of an art to that, which you grow. You know, you grow that skill over time, but identifying those high impact questions and activities is very important early on. So kind of on the more positive side, I think we can agree that Drupal has the biggest community and it has huge technical resources. So that speaks to, in real business terms, you can find developers relatively easily. It's a lot easier to find a Drupal developer than a CQ5 developer. There's a huge module ecosystem, as we all know, 30,000 modules. And you can guide people through that, which adding real value. I think that we often say at Acquia, with our wonderful marketing team, is that you can innovate at the speed of the web. So you're not locked into a roadmap if there's a module for that. You know, there's some way that you can find a solution to the problem that's mature, it's tested, it's secure. But it's all very well-seen intellectually, but you must learn on your examples. So it's very important to have some stories, maintain a narrative of technical problems that have been solved with Drupal, preferably in the customer's vertical or in someone they know, and there's a lot of resources around to have that. So if you're lucky, whoever you work for, whatever work you've done, you can talk about that directly. If not, there's a lot of resources available. So there's a DrupalShadeCase.com, Acquia has a lot of case studies and resources on the website. And you know, there's a lot of sessions here, but Drupal is not short of success stories. And this thing about practical objections is really what I was talking about earlier, that you need to think about the actual end result. Don't get stuck into the detail where it's not necessary. And the whole thing is building up to view being credible and trustworthy. It's okay to say that Drupal is not the best.  You're not there to act like a yes man. Saying no can be very, very powerful. So things you should remember during that process. Focus on the achievement. When they say, can Drupal do this thing? You say, yeah, it can do that. We can do it with views, or we can do it with a module, or we can look at how NBC did it. But don't dig into the detail. It's sticking to the bigger picture at all times. It's often a mistake that I, as a technical person, and I've seen other technical people do, is to dig right down into the detail. It goes to what Fred was saying about being passionate about the technology, digging into the fine detail. Generally, most people in the room are not concerned about how things are done. They wanna know that they can be done. The how will come later. You'll find that there'll be people in the room that will wanna dig, dig, dig into a particular point. That's your opportunity to build a relationship with them and say, hey, I don't think this person's speaking for the whole room. Answer them respectfully, but offer to go into more detail later. And if you can build up that relationship, that's something that's on your side for the future sale. These haters are gonna hate. There's people who wanna stop you succeeding. You might threaten the credibility, or their job security. They might like their own tech. They might dislike your tech. You have to respect their position, but you need to align yourself with the people who can make the decision and who aren't gonna kind of waste a lot of your time. So there's no point getting into the argument with the lead developer if the lead developer is a contractor who's gonna leave next week and the CEO really likes Drupal and he's got a roadmap that's stretching out for the next year based on an open source technology. The kind of things that I see getting challenged a lot. There's a lot of things, but these are sort of very common. Security is a big one. I think that really goes more to hosting in most cases than Drupal. And there's references that everyone has on the tip of their tongue like the White House, a lot of US federal sites, there's a lot of financial services sites, the New York Stock Exchange, Will Pay. These are companies for whom security is of the utmost importance. I think we all agree that Drupal's very secure. And you just need those references. There's the Drupal security report, which is open and available, which will go into more detail. And the hosting provider that you choose, I'm sure, can stand behind you on that. In the larger incumbents, particularly on the non-technical side, we'll have a mistrust of open source.  Or people just don't, they've haven't worked with open source, so don't trust it. That's an argument that I think we should all be able to make. And there's lots of resources around about why open source is a great solution. Similar theme is that we're the underdog, perceived maybe not always actually an underdog, but we can be perceived as an underdog compared to incumbent solutions or big organizations. And failed or poor implementations. So a lot of that comes down to a place where projects fail, no matter what the technology is. A lot of it comes down to project management, but this is a point where you can really demonstrate your value. You can say, yeah, Drupal is a huge open source community. There's 30,000 modules. It's very hard to pick your way through all of that to find where the sweet spot is in terms of quality and reliability, but we have that experience. We know what we're doing with Drupal and we can demonstrate that with example A, B and C. So this is a really good position where you can differentiate yourself as opposed to Drupal. Support and long-term viability I think is a very valid concern, but I think it's demonstrated that a community of this size with this much momentum is not going to fold away tomorrow. And there's a lot of commercial organizations that can provide support and maintenance with an SLA attached. And I'm sure you know some of those names. Drupal can demo poorly, but I think RAF is gonna cover that with great skill. Just remember, this is what people wanna hear. Can we do it? Yes, we can. So people are gonna argue with you. You just wanna remove those objections so that they have no reason not to say yes. So my name is Rafael and I'm based in France as you can hear with my thick accent. Sorry about that. So before actually talking about demo, I'm just wondering how many of you guys actually do demos in the sales process? A few, okay. So do you guys, who amongst you have prepared demo and that you run all the time to the customer or who build custom POC each time? So who build custom POC each time for demoing to customer? Not a lot. Okay. So let's talk a little bit about demo. So for pre-sales like us, sometimes we are sales guy saying, okay, I've just heard that customer on the phone. He wants to hear everything we have, everything we can demo. Let's have two hour demo meeting and show them everything. So in this case, well, no, that's not a good idea. And as Fred said, our favorite sentence in the pre-sales is let's take a step back because what you want to do with the demo is not demoing the full power of Drupal or the full power of your product. What you want to do is insist on a few key points that really impacts the customer decision and you want to stress these points and not just saying, look, what Drupal can do, everything. Yeah, but if you start that, you will never end the discussion because you can do everything with Drupal with any other tool. So you really need to find what the customers wants and just build a custom demo that fits this requirement and will speaks to him. He will understand what you want to show and understand that Drupal will be able to do all the other stuff that all the CMS does but he wants to have the proof that some of his concern will be answered with Drupal. You want to do the demo only to get the technical win and not to try to sell something. You're here to propose a solution to his problems. As Fred said, he wants to have solutions. You're not here just to sell all the products you have. So that means that you really have to push back all the demo you are asked to do. You really want to do the most, a lot of meetings with the customer and try to really understand what he wants because at the first time he will say, I want this and in the end, you will be demoing something completely different because you find out that he wasn't really sure of what he wanted. So try to really understand him, ask a lot of questions and once you think you really know what he wants, demo that and show him that you understand him because that's the main point. If you understand that you understood him, he will trust you even more. And don't depend on the demo to win the deal. So there's a lot of people here that didn't raise your hand so you don't have to do a demo but sometimes that can do the real deal, that can really help you sign the deal at the end. So having prepared demo, so not all of you do custom one, so we really think that having a prepared demo with a beautiful theme that the customer can relate to a real-life website and not just the basic Drupal theme and with contents and scenario pre-baked in the demo with a lot of user and being able to demo workflow and stuff like that, all that matters to him and not only just a few modules that you put together and say, look, you can do all that with Drupal. Don't forget that people like pretty things and especially in the business and marketing area, they want to see stuff that is good, that is very easy to use, then can do stuff like drag and drop and beautiful hijack stuff. They want to be impressed so don't forget about the work effects that can really help you during the demo and try to have stories around your demo, just not just saying, this is feature A, this is feature B, et cetera. So as you can see here, it's just what I think is not a great example of what you could demo. So I'm not saying that it's not a good website. I'm saying that if you want to demo stuff on this page, there is way too much information in it. So the audience will be losing trying to find out what are you talking about, which feature are you demonstrating, et cetera. So try to separate all the features in different pages so you can just navigate and have a clear discussion with the customer of what you're trying to show them and not just say, look, Drupal can do everything. So it's always the same, you have to know your audience. So if you have technical people, you can deep dive into technical stuff, but if you have business and marketing, you just want to tell a story that relates to what they want to hear and what they want to achieve. So don't, how do you say that? So really try to figure out what their key user story that they want to do in their new website and try to make them into the demo. And to do that, it's the good idea to have a very powerful demo with a lot of stuff in it, but you don't want to show them everything you have in the demo, but during the conversation, if they want to see other stuff, you have all that stuff built in a good demo. So have a big demo prepared, but just want to show them just specific facts. And as it's a conversation with the audience, then you can just move around on the website and show other functionality that you have.  I know that some of us might do the same demo over and over, and at some point, you can just do it like a robot, but don't forget that this is a discussion more than just a presentation. So yes, you have the demo behind you, but everyone wants to keep the conversation open and built on that trust that Fred and Cam talked about and just saying, yeah, this is how it works, this is how we've done it. And if you have that trust, that means that when you have demo effects, you don't have to panic that much because if it trusts you, if you demo a lot of stuff that are currently working, if you have some glitches in your demo, that's not bad. Try to just do a joke and get out of it. It's not always easy depending on what was the bug. Hopefully it was a small one, but yeah, in the end, it's more, it's a lot about having a discussion and getting a good relationship with the customer. Try to say, try to stay simple and not to just say, everything that we can do, this is very complex, we build that, that, that. No, just say, it worked like this. This is what you wanted, right? Yes, so have big impact with simple sentences and simple example. Don't forget to have backup plans. If you don't have internet, you want to have a local version of your demo and maybe your local demo won't work for any reason, so you want to have backup on the internet. Have a checklist of what you want to do. Some people love to have full scripts with all sentences and rears that and why not, but try to not read it and just, it's still the same, having conversation and making people interested in what you're saying and what you're demoing. So that's why you have to keep it at the very few key features that will still interest them. If the demo is two hour long, in the end, no one will care about what you're saying and what you're showing. And remember that there is a lot of way to do a good demo, but a really bad demo is, can be just worse than no demo. You can lose deal because you just messed up with the demo and after that the customer is just, he doesn't understand what you're saying, he doesn't understand your product anymore. So he's just saying, okay, your product is not good. So have simple one or don't have one. And just a few words about building a large proof of concept when you do custom demo every time for the customer. I would strongly advise to be aware of what the next steps are, meaning that you want to know that the customer really wants to go further on the project and it doesn't just want to see that it works and after that it's a stale project. So you really want to clear the expectation and know that if you succeed in the POC maybe you will have a clear deal after that with him. Try to get the customer budgets as well. It's very easy to say it's hard to do, but don't waste three weeks on development if you only have a very small budget, if the customer have a very small budget. On the other hand, if you know that it's a massive project for a few years, you might want to spend that two or three weeks building that POC. Don't go to the common pitfall of doing the full project. I have customers that ask me or ask us to do a POC but it was in reality the full projects. So don't do that. I know some of us might have done it, so try to avoid that because in the end it won't help you that much more than if you have just done small proof of concept just to show that you will have what you want to have. And why we do custom POC? It's because Drupal is awesome and I really believe that thanks to Drupal, the community and all the modules that we have we can spin up demo way faster than a lot of our competitor and we can demo stuff more powerful and a lot more different functionality than any other CMS. And if you want to have some specific functionality for that customer, it's really easy to develop. We all know that here. And I'm pretty sure that you will be able to spin up a demo way faster than any other competitor. And for that, Camon will talk us about an example. Yeah, so I just wanted to talk about a recent example that we had a very successful engagement with a longstanding customer who expanded their business with us in the UK. So they're a very large media company. We're aware we've had a big successful project with them earlier, but being a large company, those teams that were involved in the project that we had been successful with, we're not informing every other team in the company. So we knew there were other projects going on. The particular project that we had an interest in was around a video-on-demand platform, somewhere like a Netflix or a Hulu. They had a bit of a hallway conversation between teams and said, why don't you come and talk to Acquira about Drupal, because we think that Drupal could be a fit here. We knew that Adobe had a presence in the deal, but we agreed to meet and turned up myself and another technical person in the sales guy. He walked into a room that was plastered with whiteboards all around us, and all we could see was Adobe AEM, Omniture. All of these Adobe products, and a huge architecture diagram that someone had been whiteboarding out, and we thought, well, then this is a hostile environment. But we came in and to their credit, they were very good about explaining from that ground up what they were trying to achieve. They had a pressure to deliver this by a certain date because of certain political environment within the organization. They were a long way into the scoping of the project, assuming that Adobe would be the technology that they chose for the web client and front-end. And they said, okay, well, this is what we're doing. This is the user journeys we're trying to establish. This is the revenue that we're trying to see, and these are the technical things that we need to achieve what we need by given date. And so we went through that, and they said, why don't you come in next week when we're gonna present the whole stack from top to bottom, and you can go away and come back to us and tell us where the Drupal can do all this stuff. So we're looking at the stack, and it's like 50 components of this huge platform, really a very big platform. But when we began to realize that we had a real chance, I mean, we were working with them directly and talking to them about these technical issues, and talking about how we could solve them or how we could try something different. And we really began to build up a very trusted relationship. So myself, a colleague of mine, someone in a non-sales role, but technical role, all had a direct line with people at this organization talking about these issues, presenting alternatives. And they said to us specifically, we really like the way you work, because with Adobe, there's a huge organization, everyone's trying to get a license fee, we don't have the level of response, they don't have the level of responsiveness that you have, sure. So that was good, we felt positive about that. The other thing that you couldn't really argue with is that Adobe was gonna charge a million pounds a year or something like that for a license fee. We could say, look, you can take that money and you could put it into improving your product. That's all well and good, but we got to the point where we wanted to demonstrate that that was actually possible. So we ended up going to doing something that we don't like to do unless there's a really compelling reason, which was the POC. And this speaks to Drupal's ability to be very flexible, dynamic, and have a very quick time to market and to be able to integrate a lot of functionality very quickly. So we built a proof of concept with a very limited subset of features, but that demonstrated the things that they wanted to see around editorial experience, look and feel, how different stakeholders could influence different parts of the site and be separated from one another. So we spun that up in two weeks and they were really impressed that we could move so quickly, that Drupal was such a flexible platform, and meanwhile Adobe was still trying to work out how many licenses to sell them. So I think that this, you know, the demonstration here is that, you know, Drupal has got this big advantage over a lot of the proprietary competitors and that it is open and it is free and you can move very quickly, but the thing that really sealed it for us, although there was a huge cost advantage, is that we built up that relationship, that they felt that we were technically competent and could be trusted to advise and we had the references to back us up. So yeah, we were happy with that one. Commit me, Jim. Yeah, so Jim's our fearless leader and our team in presales, we had a problem a couple of years ago where we would be asked to build demos or build proof of concepts and what would happen is someone in our team or maybe we'd draft in other people from Acquire would build those Drupal sites from scratch every single time. And that was unsustainable. So just from a amount of resource we had to assign to that, it didn't work. But it also meant that we were not building with each time that we gave our demo or built our POC, there was no, we chucked out everything we learned every time. So a couple of years ago around the time that Fred and I started, we decided to sponsor a project in the open source community on Drupal.org called Demo Framework. So we have like two and a half people working full-time plus other people coming in who are building a framework to demo Drupal and some of the best features in Drupal 7 specifically for a sales context. So we show some of the really wild features that Raph was talking about, drag and drop with Pinnopoli in place editing with edit module. We use workbench moderation. We do is a responsive design and it's designed in such a way that you can have what we call different content scenarios. So sitting underneath Demo Framework we have something called Lightning which is the underlying code and information architecture. We then have an interface to plug content on top of that. So you can take the Demo Framework and put, if you specialize in a particular vertical you might put, for example, we have a partner who specializes in what they call membership organizations. So they make the site instead of looking like one thing look like another thing but the underlying technology is the same. So we're really trying to encourage people to use the Demo Framework. It comes with scripts and videos that allow you to tell the story and the narrative attached to the Demo and we would really like people to contribute. So, you know, as Acquire, we contribute a lot in terms of resources both technically and sales narratives but we'd love other people to join us. There's no obligation to push your IP back into the community of course but, you know, the more help, you know, a rising tide lifts all boats. So we have got that in the resources section, so when we put the slides up on the website after the session, you'll be a link to the Demo Framework slash project slash DF on Drupal org. It's worth looking at. So, how do we get the technical win? We build trust and credibility in the trusted advisor relationship. For me, in my role, I think that's almost the key thing that I need to do. The sales person will work on the, you know, making the commercial case and getting the operational stuff around the sale done but for us to be in a position where we're trusted technically to deliver, that's huge.  If a customer puts up a whole list of things that technology can do and you attack those points, if you get one of those points wrong, your whole argument goes out the window. You're not an expert on other technologies, just stick to what you know. We know Drupal's fantastic, let's position it that way. And the biggest thing, as always, is just solve the problem, you know, whatever their problem is or whatever their opportunity is, be there for them so you can help them with that. I think that's it. So there's a link of resources that we're speaking about. Demo Framework. We've got a lot of case studies on equa.com, Drupal Security Report for Security Conscious Customers and Drupal Showcase, which is an open list of compelling Drupal sites that people wanna use as references. So, any questions? Yeah. Do you have any experience selling Drupal to folks in like the Stara community? Oh, I wish they had been homeless here. Um, do you wanna talk about that, Jim? No. I don't understand. Yeah, I know. I don't personally have a lot of experience. There are members of our team. For example, we have people on the West Coast who do a lot of that. I think we've had some major startups that, you know, we reference, that maybe aren't so small anymore, the Pinterest, you know. But I think the... Is Pinterest on Drupal? It does use Drupal with Drupal, too. In some places, yeah. I think they have an internal support community on Drupal. Yeah, we've done similar things at Twitter. I guess it's not a startup so much anymore. Can you think of any good examples? So, what sort of startups are you... Just like software and service oriented web applications. Sure. I don't, no, no. It might be more of a West Coast thing. I don't have any personal examples to draw on. Yeah, sorry. If you do have a... You do want to talk about that in more detail, come and find us and we can put you in touch with someone who has a lot of experience in that area. Yeah. Do you have any other questions? Okay, so, government and higher ed and those kind of verticals are quite different in the way they do things. They're very documentation heavy, very process driven. Usually, they're quite open to the idea of open source, but what we get bogged... Well, I find I get bogged down in the contract and the procurement process. The best thing you can do, and if you have these resources available, is to have sort of like, if you've done those deals a few times, the same questions will begin to come up again and again. So, we tend to have, for example, we have a big paper on security that we send out often and we say, look, we can't divulge everything about security, but here's what we can say if you have any questions, come back to us. Because if you get into a sort of, what about this, what about that, what about that, you'll be there all day. So you want to flush out the things that they think are going to stop the deal happening early, rather than wasting your time, well, spending your time on things that they just sort of are interested in. Yeah, part of the Australian deal is also building that trusted relationship. We've been working very hard with them, so being honest and helping them, basically, that was a really big part of the win. Andrew Klopp, of course. It's not a loss. A live demo. We didn't put that on the slide, that's very dangerous, that's very dangerous to do a live demo, but we have it on the laptop. I might have it. Yeah, yeah. Let's do a non-best practice doing a live demo. So this is actually a... I need to give my master plan a bit. On my private... Any other questions while Cam sets up his laptop? He's asking what he needs to say. Everything, he wants to say something. Let's show him the whole piece, and that's enough. The other thing I think we have on the booth, don't we? People running.  You can go to the booth, the Acquire booth, and we'll have people running demos against these things. No, so we've got the demo effect and full effect. You have to make a joke now. Yeah, I have to make a joke. So this is a demo framework. It incorporates a lot of things around responsive design and scenario. So the particular scenario we show is a travel site, and one of the interesting things about having a travel site is that we can do what we call content community and commerce. So we have content, you know, standard Drupal nodes with fields, images, and those sorts of things attached, but we also have the ability to check out an item through Drupal Commerce, and we have comments and social media integration that does the community aspect. And so that can be quite compelling to a lot of prospects who are used to buying, I'm going to buy my social system, I'm going to buy my content system, I'm going to buy my e-commerce package, and this is trying to package that all together. Just do a time check. We also do responsive design from the ground up, so you can use this theme and you can edit it, even the admin menu is responsive. And what else can we show? We have, you know, so if I was to create a... Yeah. So this is the wrong way to demo everyone. No dead nodes. But I think they're probably the best, like you can find any of us to demo in more detail or, yeah, come to the Acquire booth and we can show the demo. There's a lot of resources around this. I think the key thing for agencies and development houses is this concept of having demo scenarios so you can import your own content as and when. So this is the demo. So, yeah, this goes into the detail and you can find the videos that will take you through how to run the script and the actual documents that you can use to base your script on. So we're going to help you with this and we're very happy for you to help us with this. Maybe you're interested in it. No more questions? Thank you very much. And rate the session, please, on the website. Thanks. Yeah. Thank you very much.


Hi, and welcome to another guitar lesson here for the NCSSM piano and guitar curriculum. Now, at this point, you've learned your open chords on the guitar, and I want to really take a little bit of time to talk about strumming, because I think one of the areas that a lot of students hear good guitar players playing, and they do these sort of complex rhythms when they're strumming, and it's a much simpler process than you might realize. So I want to take a little bit of time and sort of explain the theory to you. So first of all, when you're strumming the guitar, what we want to find is some kind of an inner rhythm to the song that we're using, and usually I liken that to 16th notes. If we have the pulse of a song that is just simply 1, 2, 3, 4, then the strum inner rhythm is typically 1e, 2e, 3e, 4e, and so if I were to play that pattern strumming, it's something like this. Now that's a pretty vanilla strumming pattern, and it's not something we use very often. But the visual of you seeing my hand going up and down in that 16th note passage is really the important part. You're going to notice that for all the strumming patterns that I show you, my hand is still going to move in that exact same motion, and I'm really going to pick and choose where I allow the pick or my thumb to hit the strings to create the rhythm. Let me show you. If I just want the rhythm to be quarter notes or right on the beat, I would do something like this. And you'll notice even though I'm playing on the first of every four 16th notes, I'm still making the motion of 16th notes. And let me say this, this also keeps you from rushing in a song, and that's an important part of it as well. It really allows you to feel the beat, and it's kind of like dancing in a way. You keep that pulse and that rhythm going. Inner rhythm is so important. So there's one. That's just quarter notes. Now, you're not going to use that all that often either. Let's do eighth notes. So now it would be every other 16th note. And I'm really just hitting on every down stroke. If I'm going down, up, down, up, down, up, down, up, I'm really just hitting down, down, down, down, down. Again, pretty vanilla, not a really interesting rhythm. But let's start doing a few of the up strokes. And again, this is a down stroke. This is an up stroke. What if I did an up stroke on every other set? Let's see if I can do it. Again, visually, it's the same look. My hand's doing the same thing. I'm not changing this pattern at all. It's down, up, down, up, all the way. But I'm just choosing where the pick is making contact with the string. And then we start getting into some really interesting things. How about if I do a quarter note and then a down, an up, skip the down, and another up? Let's see what that sounds like. And this really becomes a feel issue as you go. Probably everybody has heard this picking pattern or strumming pattern. And again, this really becomes a matter of feel. The important concept here is that your right hand is always moving in the 16th note pattern. And you'll learn to change the chords in your left hand to really match that rhythm. And it really gets quite natural after a while. You don't really have to think about it at all. But really, as you go, you'll be able to create very, very complex rhythms with your right hand without doing anything different than down, up, down, up, down, up, down, up, down, up, down, up, down, up. So I want you to work on that. Start out with just that basic pattern. Do the quarter notes, then try eighths, then start adding some upstrokes. And you'll come up with some really neat strumming patterns in a very short period of time. Good luck. And when you've worked this out a little bit, show me what you're doing. Let me help you out a little bit in person.


Good evening. Upon Ricky Burdett's request, I'm here to provide a few closing remarks. I am Shelket Pamuk from the London School of Economics, also born and raised and lived most of my life in the city. Well, what can I say really after these two fascinating and very intensive days? Where can I begin to reflect without I might add taxing further your patience at this very late hour? Let me begin with my hat as an economic historian with some historical perspective again. Obviously, cities are not new. Cities have been with us for literally thousands of years. But as so many people have pointed out in the last two days, there is something very exceptional going on for the last two centuries. And especially the last half century. Economic growth, population growth and urbanization have combined to sharply increase both the total numbers of urban population and also their share in the total world population in the last two centuries and especially in the last half century. I just want to remind you that a number of people again have pointed out that only a century ago, only 10% of the world's population lived in urban areas. Today more than half the world's population live in urban areas. And according to some estimates I've seen by the middle of the 21st century, 3 fourths perhaps 80% of the world's population will be living in urban areas. Combining all of this, even in the last half century we have witnessed possibly a more than 10 fold increase in the urban population of the world. And for the first time in human history in the 21st century we will be living in a world where the majority of the people live in urban areas. And I might add that of all these big trends in the last century, especially in the last half century, most of the urban growth has been in what most people call the developing areas of the world. Most of the urbanization in the developed areas, Europe, North America, Japan, took place in fact earlier. Now let me put my other hat on as someone who has lived in this city most of my life. When I was born the population of Istanbul was only a little over 1 million. It is now about 12 million. So there has been more than 10 fold increase in the population of this city in my lifetime. Now I don't want to remind you of this just to show you my age, but rather I want to point out to the pace of change. And certainly Istanbul is not unique in this respect. Many of the big global cities of the developing world have experienced this phenomenal growth only in the last half century. When I was a school child growing in this city, I thought, admittedly I only thought, but I thought I knew most of the districts if not the neighborhoods in this city. And I suspect that many of you may have already read about this, but that is another matter. Later on in the 1960s and 1970s this city attracted, as you all know, literally millions of new residents, all with their hopes and of course with their disappointments. People were arriving at this city with expectations of, as it has been pointed out, with better, well, better job opportunities, better healthcare, and above all better education. At least if not for themselves, certainly for their children. But as is the case for most of these global cities, Istanbul's trajectory had its ups and downs. I remember very well that in the 1970s this country, as well as this city, was deeply immersed in its political problems, looking inward. And I was wondering whether Istanbul would ever make it or whether Istanbul would miss it. Since the 1980s, in fact, Istanbul turned outward again and Turkey began to reach out and build many of the bridges to the rest of the world. And this city has turned into a global city. And I mentioned these because in many respects this trajectory and a very recent history of this city has many common dimensions with so many of the global cities in the developing world. So I asked myself, well, especially as someone who's looking from the outside, what did I really learn during the last two days? First, there may be differences in the individual histories, but clearly all of these cities share, in addition to a common past, they share a common present and future. As we try to understand the common lives, problems, struggles, I think we also understand, at least for my part, I am much more convinced now than yesterday morning. And I've learned much more that these global cities have a lot to learn from each other's experiences as they struggle with the many similar problems to understand the problems and try to find solutions. And I would like to commend the urban age and the organizers of these series of conferences and those that supported this project for bringing together, well, these thinkers, professionals, activists, politicians, not only bringing them together but I think actively trying to establish an ongoing network, a global network of people as we face the 21st century. Finally, I think we've spent a good bit of time today on this issue. As all these cities, these global cities face similar forces, similar problems, we have been reminded that the solutions will be shaped ultimately by local forces, by local initiatives. And solutions will be built ultimately by local participation. If, in fact, the 21st century is going to be even more a century of the cities, a century of urban areas and all these big trends suggest to us very strongly that will be the case. I think it would not be saying much to say that more than the past ever before, participation, politics and democracy in the urban areas will be increasingly important as they shape or in the shaping of our lives in these urban areas. Thank you very much.


Hi everyone, we're down at Kinkham Lakes, higher Kinkham farm, it's called in the middle of nowhere It's a series of beautiful cascading ponds between Crookham and Maiden Newton It's a day-ticket fishery and you can night fish it And I'm down here with Will to celebrate his 50th birthday of my 47th, and Yeah, we're going to pretend we're fishing What was the point of that? She was good fun! What were you doing? Foul Perks Count the rings and you can see how old the fish is Five My setup is a eight-weight agility nine-foot rod a max catch floating line, and I'm going to go down from a 20 pound leader with a 12 pound tippet Seems really heavy, but if you saw them out of weed in here, then you'd understand why Will's had a tinge while I wasn't here about three and a half pounds. It's nice. Shame I missed that So that's what my fly looks like when it's not got weed on it Liam's pellets that are soaked in an oil has got different flavors. I think he said it's got krill And that's that hemp oil Making a slick in the ripple, which you can probably make out actually I'm just trying to start to feed and then start It's at least 40 Beautiful long bronze colored fish It's weighing, what do you reckon he weighs? I'm going to go eight and a half Six, six, seven, four 10 pounds six with a net It's a stepladder Mission accomplished Charlie. Yeah, yeah, nice one. Yeah pleased with that. I really didn't think I was going to catch Perhaps thanks to Liam putting all those pellets in Two pound 13 ounces so seven six seven nine


Chapter 5. Days became weeks, and weeks became months, and the months followed one another in a lazy procession of hot, humid days and warm, humid nights. The fugitives never saw a weiru by day, though often at night they heard the melancholy flapping of giant wings far above them. Each day was much like its predecessor. Bradley splashed about for a few minutes in the cold pool early each morning, and after a time the girl tried it and liked it. Toward the center it was deep enough for swimming, and so he taught her to swim. She was probably the first human being in all cast-packs long ages who had done this thing. And then, while she prepared breakfast, the man shaved. This he never neglected. At first it was a source of wonderment to the girl, for the galu men are beardless. When they needed meat he hunted, otherwise he busied himself in improving their shelter, making new and better weapons, perfecting his knowledge of the girl's language and teaching her to speak and to write English—anything that would keep them both occupied. He still sought new plans for escape, but with ever-lessening enthusiasm, since each new scheme presented some insurmountable obstacle. And then one day, as a bolt out of a clear sky, came that which blasted the peace and security of their sanctuary forever. Bradley was just emerging from the water after his morning plunge, when from overhead came the sound of flapping wings. Glancing quickly up the man saw a white-robed wiru circling slowly above him. That he had been discovered he could not doubt, since the creature even dropped to a lower altitude as though to assure itself that what it saw was a man. Then it rose rapidly and winged away toward the city. For two days Bradley and the girl lived in a constant state of apprehension, awaiting the moment when the hunters would come for them. But nothing happened until just after dawn of the third day when the flapping of wings apprised them of the approach of wirus. Together they went to the edge of the wood and looked up to see five red-robed creatures dropping slowly in ever-lessening spirals toward their little amphitheater. With no attempt at concealment they came, sure of their ability to overwhelm these two fugitives, and with the fullest measure of self-confidence they landed in the clearing but a few yards from the man and the girl. Following a plan already discussed Bradley and the girl retreated slowly into the woods. The wirus advanced, calling upon them to give themselves up, but the quarry made no reply. Farther and farther into the little wood Bradley led the hunters, permitting them to approach even closer. Then he circled back again toward the clearing, evidently to the great delight of the wirus, who now followed more leisurely, awaiting the moment when they should be beyond the trees and able to use their wings. They had opened into semi-circular formation now, with the evident intention of cutting the two off from returning into the wood. Each wiru advanced with his curved blade ready in his hand, each hideous face blank and expressionless. It was then that Bradley opened fire with his pistol, three shots aimed with careful deliberation, for it had been long since he had used the weapon and he could not afford to chance-wasting ammunition on misses. At each shot a wiru dropped, and then the remaining two sought escape by flight, screaming and wailing after the manner of their kind. When a wiru runs his wings spread almost without any volition upon his part, since from time immemorial he has always used them to balance himself and accelerate his running speed, so that in the open they appear to skim the surface of the ground when in the act of running. But here in the woods, among the close-set bowls, the spreading of their wings proved their undoing. It hindered and stopped them, and threw them to the ground, and then Bradley was upon them, threatening them with instant death, if they did not surrender, promising them their freedom if they did his bidding. As you have seen, he cried, I can kill you when I wish, and at a distance. You cannot escape me. Your only hope of life lies in obedience. Quick, or I kill. The wiru stopped and faced him. What do you want of us? Asked one. Throw aside your weapons, Bradley commanded. After a moment's hesitation they obeyed. Now approach. A great plan, the only plan, had suddenly come to him like an inspiration. The wirus came closer and halted at his command. Bradley turned to the girl. There was a rope in the shelter, he said, fetch it. She did as he bid, and then he directed her to fasten one end of a fifty-foot length to the ankle of one of the wirus and the opposite end to the second. The creatures gave evidence of great fear, but they dared not attempt to prevent the act. Now go out into the clearing, said Bradley, and remember that I am walking close behind, and that I will shoot the nearer one should either attempt to escape. That will hold the other until I can kill him as well. In the open he halted them. The girl will get upon the back of the one in front, announced the Englishman. I will mount the other. She carries a sharp blade, and I carry this weapon that you know kills easily at a distance.   If you obey, I promise to set you free without harming you. You will carry us due west, depositing us upon the shore of the mainland. That is all. It is the price of your lives. Do you agree? Suddenly the wirus acquiesced. Bradley examined the knots that held the rope to their ankles, and feeling them secure, directed the girl to mount the back of the leading wiru, himself upon the other. Then he gave the signal for the two to rise together. With loud flapping of the powerful wings the creatures took to the air, circling once before they topped the trees upon the hill, and then taking a course due west out over the waters of the sea. Nowhere about them could Bradley see signs of other wirus, nor of those other menaces which he had feared might bring disaster to his plans for escape, the huge winged reptilia that are so numerous above the southern areas of Caspac, and which are often seen, though in lesser numbers farther north. Nearer and nearer loomed the mainland, a broad, park-like expanse stretching inland to the foot of a low plateau spread out before them. The little dots in the foreground became grazing herds of deer and antelope and boss. A huge woolly rhinoceros walled in a mud-hole to the right, and beyond a mighty mammoth culled the tender shoots from a tall tree. The roars and screams and growls of giant carnivora came faintly to their ears. Ah, this was Caspac. With all its dangers and its primal savagery it brought a fullness to the throat of the Englishman, as to one who sees and hears the familiar sights and sounds of home after a long absence. Then the wirus dropped swiftly downward to the flower-starred turf that drew almost to the water's edge. The fugitive slipped from their bags, and Bradley told the red-robed creatures they were free to go. When he had cut the ropes from their ankles they rose with that uncanny wailing upon their lips that always brought a shudder to the Englishman, and upon dismal wings they flapped away toward frightful ooo-oo. When the creatures had gone the girl turned toward Bradley. Why did you have them bring us here? She asked. Now we are far from my country. We may never live to reach it, as we are among enemies who, while not so horrible, will kill us just as surely as would the wirus should they capture us, and we have before us many marches through lands filled with savage bees. There were two reasons, replied Bradley. You told me that there are two wirus cities at the eastern end of the island. To have passed near either of them might have been to have brought about our heads hundreds of the creatures from whom we could not possibly have escaped. Again my friends must be near this spot. It cannot be over two marches to the fort of which I have told you. It is my duty to return to them. If they still live we shall find a way to return you to your people. And you, asked the girl, I escaped from ooo-oo, replied Bradley. I have accomplished the impossible once, and so I shall accomplish it again. I shall escape from Caspac. He was not looking at her face, as he answered her, and so he did not see the shadow of sorrow that crossed her countenance. When he raised his eyes again she was smiling. What you wish, I wish, said the girl. Southward along the coast they made their way, following the beach, where the walking was best, but always keeping close enough to trees to ensure sanctuary from the beasts and reptiles that so often menaced them. It was late in the afternoon when the girl suddenly seized Bradley's arm and pointed straight ahead along the shore. What is that? she whispered. What strange reptile is it? Bradley looked in the direction her slim forefinger indicated. He rubbed his eyes and looked again, and then he seized her wrist and drew her quickly behind a clump of bushes. What is it? she asked. It is the most frightful reptile that the waters of the world have ever known, he replied. It is a German U-boat. An expression of amazement and understanding lighted her features. It is the thing of which you told me, she exclaimed, the thing that swims under the water and carries men in its belly. It is, replied Bradley. Then why do you hide from it? asked the girl. You said that now it belonged to your friends. Many months have passed since I knew what was going on among my friends, he replied. I cannot know what has befallen them. They should have been gone from here in this vessel long since, and so I cannot understand why it is still here. I am going to investigate first before I show myself. When I left there were more Germans on the U-33 than there were men of my own party at the fort, and I have had sufficient experience of Germans to know that they will bear watching if they have not been properly watched since I left. Making their way through a fringe of wood that grew a few yards inland the two crept unseen toward the U-boat, which lay moored to the shore at a point which Bradley now recognized as being near the oil pool north of Dinosaur. As close as possible to the vessel they halted, crouching low among the dense vegetation and watched the boat for signs of human life about it. The hatches were closed, no one could be seen or heard. For five minutes Bradley watched and then he determined to board the submarine and investigate. He had risen to carry his decision into effect when there suddenly broke upon his ear, uttered in loud and menacing tones a volley of German oaths and expletives, among which he heard English as fine hunda, repeated several times. The voice did not come from the direction of the U-boat, but from inland. Creeping forward Bradley reached a spot where, through the creepers hanging from the trees, he could see a party of men coming down toward the shore. He saw Baron Friedrich von Schuenborts and six of his men, all armed, while marching in a little knot among them were Olson, Brady, Sinclair, Wilson, and Whiteley. Bradley knew nothing of the disappearance of Bowen-Tiler and Miss LaRue, nor of the perfidy of the Germans in shelling the fort and attempting to escape in the U-33, but he was in no way surprised at what he saw before him. The little party came slowly onward, the prisoners staggering beneath heavy cans of oil, while Schwartz, one of the German non-commissioned officers, cursed and beat them with a stick of wood impartially. von Schuenborts walked in the rear of the column, encouraging Schwartz and laughing at the discomforture of the Britishers. Dietz, Heinz, and Klotz also seemed to enjoy the entertainment immensely, but two of the men, Plesser and Hindle, marched with eyes straight to the front and with scowling faces. Bradley felt his blood boil at sight of the cowardly indignities being heaped upon his men, and in the brief span of time occupied by the column to come abreast of where he lay hidden he made his plans, foolhardy though he knew them. Then he drew the girl close to him. Stay here, he whispered. I am going out to fight those beasts, but I shall be killed. Do not let them see you. Do not let them take you alive. They are more cruel, more cowardly, more beastial than the wirus. The girl pressed close to him, her face very white. Go, if that is right, she whispered, but if you die I shall die, for I cannot live without you. He looked sharply into her eyes. Oh! he ejaculated.  Nor could I live without you, little girl. And he drew her very close and kissed her lips. Goodbye! He disengaged himself from her arms and looked again in time to see that the rear of the column had just passed him. Then he rose and leaped quickly and silently from the jungle. Suddenly Bonchou and Vorks felt an arm thrown about his neck and his pistol jerked from its holster. He gave a cry of fright and warning, and his men turned to see a half-naked white man holding their leader securely from behind and aiming a pistol at them over his shoulder. Drop those guns, came in short, sharp syllables, and perfect German from the lips of the newcomer. Drop them, or I'll put a bullet through the back of Bonchou and Vorks head. The Germans hesitated for a moment, looking first toward Bonchou and Vorks, and then to Schwarz, who was evidently second in command for orders.  Go and get him. Go yourself, Groud blesser. Hindle moved close to the side of blesser and whispered something to him. The latter nodded. Suddenly Bonchou and Vorks wheeled about and seized Bradley's pistol arm with both hands. Now, he shouted, come and take him quick. Schwarz and three others leaped forward, but blesser and Hindle held back, looking questioningly toward the English prisoners. Then blesser spoke. Now it's your chance, Englander, he called in low tones. Seize Hindle and me and take out guns from us. We will not fight hard. Olson and Brady were not long in acting upon the suggestion. They had seen enough of the brutal treatment of Bonchou and Vorks accorded his men and the especially venomous attentions he had taken great enjoyment in according blesser and Hindle to understand that these two might be sincere in a desire for revenge. In another moment the two Germans were unarmed, and Olson and Brady were running to the support of Bradley, but already had seen too late. Bonchou and Vorks had managed to drag the Englishmen around so that his back was toward Schwarz and the other advancing Germans. Schwarz was almost upon Bradley with gun clubbed and ready to smash down upon the Englishmen's skull. Brady and Olson were charging the Germans in the rear with Wilson, Whiteley, and Sinclair supporting them with bare fists. It seemed that Bradley was doomed when, apparently out of space, an arrow whizzed, striking Schwarz in the side, passing halfway through his body to crumple him to the earth. With a shriek the man fell, and at the same time Olson and Brady saw the slim figure of a young girl standing at the edge of the jungle, coolly fitting another arrow to her bow.  The rest of the English and Germans were engaged in a hand-to-hand encounter, blesser and Hindle standing aside from the melee, and urging their comrades to surrender and join with the English against the tyranny of Bonchou and Vorks.  It was Olson who engaged him, and though unused to the long German rifle and bayonet he met the bullrush of the Hun with the cold, cruel precision and science of English bayonet fighting. There was no fainting, no retiring, and no parrying that was not also an attack. Bayonet fighting today is not a pretty thing to see. It is not an artistic fencing match in which men give and take. It is slaughter, inevitable, and quickly over. Dietz lunged once madly at Olson's throat. A short point, with just a twist of the bayonet to the left, sent the sharp blade over the Englishman's left shoulder. Instantly he stepped close in, dropped his rifle through his hands, and grasped it with both hands close below the muzzle, and with a short sharp jab sent his blade up beneath Dietz's chin to the brain. So quickly was the thing done, and so quick the withdrawal that Olson had wheeled to take on another adversary before the Germans' corps had toppled to the ground. But there were no more adversaries to take on. Heinz and Klotz had thrown down their rifles, and with hands above their heads were crying, Comrade, Comrade! At the tops of their voices, Bonchon d'Orc still lay where he had fallen. Plesser and Hindle were explaining to Bradley that they were glad of the outcome of the fight, as they could no longer endure the brutality of the U-boat commander. The remainder of the men were looking at the girl who now advanced slowly, her bow ready, when Bradley turned toward her and held out his hand. Kotan, he said, unstring your bow, these are my friends and yours, and to the Englishman, this is Kotan, you who saw her save me from Schwartz, know a part of what I owe her. The rough men gathered about the girl, and when she spoke to them in broken English, with a smile upon her lips, enhancing the charm of her irresistible accent, each and every one of them promptly fell in love with her, and constituted himself henceforth her guardian and her slave. A moment later the attention of each was called to Plesser by a volley of invective. They turned in time to see the man running toward von Schwartz, who was just rising from the ground. Plesser carried a rifle with bayonet fixed that he had snatched from the side of Dietz's corpse. von Schwartz's face was livid with fear, his jaws working as though he would call for help, but no sound came from his blue lips. You struck me, shrieked Plesser.   You are only one of your kind. They are all like you from the Kaiser down. I wish that you were the Kaiser. That's what I do." And he lunged his bayonet through von Schwartz's chest. Then he let his rifle fall with the dying man and wheeled toward Bradley. Here I am, he said, do with me as you like. All my life I have been kicked and cuffed by such as that, and yet all these I have gone out when they commanded. Singing to give up my life if need be to keep them in power.   Here I am. If I was after being the king, said Olsen, I depended of his sea on your noble chest, but being only an Irishman, if it's a freed name, for which God forgive me, the best I can do is shake your hand. You will not be punished, said Bradley. There are four of you left. If you four want to come along and work with us, we will take you, but you will come as prisoners. It suits me, said blessor. Now that the captain do tendities dead, you need not fear us. All our lives we have known nothing but to obey his class.  But he is dead. Now we will obey you. We must obey someone. And you, Bradley, turn to the other survivors of the original crew of the U-33, each promised obedience. The two dead Germans were buried in a single grave, and then the party boarded the submarine and stowed away the oil. Here Bradley told the men what had befallen him since the night of September 14th, when he had disappeared so mysteriously from the camp upon the plateau. Now he learned for the first time that Boan J. Tyler, Jr. and Miss LaRue had been missing even longer than he, and that no faintest trace of them had been discovered. Olsen told him of how the Germans had returned, and waited in ambush for them outside the fort, capturing them that they might be used to assist in the work of refining the oil, and later in manning the U-33. And Plesser told briefly of the experiences of the German crew under von Schuhenvorge since they had escaped from Kasbach months before, of how they lost their bearings after having been shelled by ships, they had attempted to sneak farther north and how at last with provisions gone, and fuel almost exhausted, they had sought and at last found, more by accident than design, the mysterious island they had once been so glad to leave behind. Now, announced Bradley, we'll plan for the future. The boat has fuel, provisions, and water for a month, I believe you said, Plesser. There are ten of us to man it. We have a last sad duty here. We must search for Miss LaRue and Mr. Tyler. I say a sad duty because we know that we shall not find them. But it is none the less our duty to comb the shoreline, firing signal shells at intervals, that we at least may leave at last with full knowledge that we have done all that men might do to locate them. None dissented from this conviction, nor was there a voice raised in protest against the plan to at least make assurance doubly sure before quitting Kasbach forever. And so they started, cruising slowly up the coast and firing an occasional shot from the gun. Often the vessel was brought to a stop, and always there were anxious eyes scanning the shore for an answering signal. Late in the afternoon they caught sight of a number of band blue warriors. But when the vessel approached the shore and the natives realized that human beings stood upon the back of the strange monster of the sea, they fled in terror before Bradley could come with inhaling distance. That night they dropped anchor at the mouth of a sluggish stream whose warm waters swarmed with millions of tiny tadpole-like organisms, minute human spawn, starting on their precarious journey from some inland pool toward the beginning, a journey which one in millions might perhaps survive to complete. Already almost at the inception of life they were being greeted by thousands of voracious mouths as fish and reptiles of many kinds fought to devour them. The while other and larger creatures pursued the devours to be in turn preyed upon by some other of the countless forms that inhabit the depths of Caprona's frightful sea. The second day was practically a repetition of the first. They moved very slowly with frequent stops and once they landed in the Krolu country to hunt. Here they were attacked by the bow-and-arrow men, whom they could not persuade to palaver with them. So belligerent were the natives that it became necessary to fire into them in order to escape their persistent and ferocious attentions. What chance, asked Bradley, as they were returning to the boat with their game, could Tyler and Miss Larue have had among such as these. But they continued on their fruitless quest, and the third day, after cruising along the shore of a deep inlet, passed a line of lofty cliffs that formed the southern shore of the inlet and rounded a sharp promontory about noon. Kotan and Bradley were on deck alone, and as the new shoreline appeared beyond the point, the girl gave an exclamation of joy and seized the man's hand in hers. "'Oh, look!' she cried. "'The Galoo country! The Galoo country! "'It is my country that I never thought to see again!' "'You are glad to come again, Kotan?' asked Bradley. "'Oh, so glad!' she cried. "'And you will come with me to my people. "'We may live here among them, and you will be a great warrior. "'Oh, when your dies you may even be chief, for there is none so mighty as my warrior. "'You will come?' Bradley shook his head. "'I cannot, little Kotan,' he answered. "'My country needs me, and I must go back. "'Maybe someday I shall return. "'You will not forget me, Kotan?' she looked at him and wide-eyed wonder. "'You are going away from me?' she asked, in a very small voice. "'You are going away from Kotan?' Bradley looked down upon the little bowed head. He felt the soft cheek against his bare arm, and he felt something else there, too. Hot drops of moisture that ran down to his very fingertips and splashed, but each one rung from a woman's heart. He bent low and raised the tear-stained face to his own. "'No, Kotan,' he said. "'I am not going away from you, for you are going with me. "'You are going back to my own country to be my wife. "'Tell me that you will, Kotan.' And he bent still lower yet from his height and kissed her lips. Nor did he need more than the wonderful new light in her eyes to tell him that she would go to the end of the world with him, if he would but take her. And then the gun-crew came up from below again to fire a signal-shot, and the two were brought down from the high heaven of their new happiness to the scarred and weather-beaten deck of the U-33. An hour later the vessel was running close in by a shore of wondrous beauty beside a part-like meadow that stretched back a mile inland to the foot of a plateau when Whiteley called attention to a score of figures clamoring downward from the elevation to the lowland below. The engines were reversed and the boat brought to a stop while all hands gathered on deck to watch the little party coming toward them across the meadow. "'They are gallows,' cried Kotan. "'They are my own people. "'Let me speak to them, we come to fight them. "'Put me ashore, my man, and I will go meet them.' The nose of the U-boat was run close in to the steep bank. But when Kotan would have run forward alone Bradley seized her hand and held her back. "'I will go with you, Kotan,' he said, and together they advanced to meet the oncoming party. There were about twenty warriors moving forward in a thin line as how our infantry advanced as skirmishers. But notice the marked difference between this formation and the mob-like methods of the lower tribes he had come in contact with and he commented upon it to Kotan. "'Gallow warriors always advance into battle thus,' she said. The lesser people remain in a huddled group where they can scarce use their weapons the while they present so big a mark to us that our spears and arrows cannot miss them. But when they hurl theirs at our warriors if they miss the first man there is no chance that they will kill someone behind him. "'Stand still now,' she cautioned, and fold your arms they will not harm us then.' Bradley did as he was bid and the two stood with arms folded as the line of warriors approached. When they had come within some fifty yards they halted and one spoke. "'Who are you? And from whence do you come?' he asked.  "'O-tan!' she exclaimed. "'Do you not know your little Kotan?' The warrior stared, incredulous for a moment, and then he too ran forward and when they met took the girl in his arms. It was then that Bradley experienced to the full a sensation that was new to him a sudden hatred for the strange warrior and a desire to kill without knowing why he would kill. He moved quickly to the girl's side and grasped her wrist. "'Who is this man?' he demanded in cold tones. Kotan turned a surprised face toward the Englishman and then of a sudden broke forth into a merry peel of laughter. "'This is my father, Bradley,' she cried. "'And who is Bradley?' demanded the warrior. "'He is my man,' replied Kotan simply. "'By what right?' insisted Tan. And then she told him briefly of all that she had passed through since the wirus had stolen her and of how Bradley had rescued her and sought to rescue Antak, her brother. "'You are satisfied with him?' asked Tan. "'Yes,' replied the girl proudly. It was then that Bradley's attention was attracted to the edge of the plateau by a movement there and looking closely he saw a horse bearing two figures sliding down the steep declivity. Once at the bottom the animal came charging across the middle land at a rapid run. It was a magnificent animal, a great bay stallion with a white-blazed face and white forelegs to the knees, its barrel encircled by a broad surcingle of white. And as it came to a sudden stop beside Tan, the Englishman saw that it bore a man and a girl, a tall man and a girl as beautiful as Coltan. When the girl aspired the latter, she slid from the horse and ran toward her, fairly screaming for joy. The man dismounted and stood beside Tan. Like Bradley he was garbed after the fashion of the surrounding warriors, but there was a subtle difference between him and his companion. Possibly he detected a similar Bradley, for his first question was, from what country? And though he spoke in Galoo, Bradley thought he detected an accent. England, replied Bradley.  I am Tom Billings of Santa Monica, California, he said. I know all about you and I am mighty glad to find you alive. It was the only party of men from the outer world ever to enter Caprona. It was, until we came in search of Boan J. Tyler, Jr., replied Billings. We found him and sent him home with his bride. But I was kept a prisoner here. Bradley's face darkened. Then they were not among friends after all. There are ten of us down here, people. You don't know my jailer, replied Billings, or you'd not be so sure. Wait, I'll introduce you. And then turning to the girl who had accompanied him, he called her by name. Ajor, he said, permit me to introduce Lieutenant Bradley. Lieutenant, Mrs. Billings, my jailer. The Englishman laughed as he shook hands with the girl. I have taken one. Mrs. Bradley, this is Mr. Billings. Ajor, quick to understand, turned toward Kotan. You are going back with him to his country, she asked. Kotan admitted it. You dare, asked Ajor. But your father will not permit it. Jor, my father, high chief of the gallows, will not permit it. I love to see all the strange and wonderful things of which my Tom tells me. Bradley bent and whispered in her ear, say the word, and you may both go with us. Billings heard, and speaking in English, asked Ajor if she would go. Yes, she answered, if you wish it, but you know my Tom, that if Jor captures us, both you and Kotan's man will pay the money, nor his admiration for you can save you. Bradley noticed that she spoke in English, broken English, like Kotan's, but equally appealing. We can easily get you aboard the ship, he said, on some pretext or other, and then we can steam away. They can neither harm nor detain us, nor will we have to fire a shot at them. Which almost immediately raised anchor and moved slowly out into the sea. I hate to do it, said Billings, they have been fine to me. Jor and Tan are splendid men, and they will think me an ingrate, but I can't waste my life here when there is much to be done in the outer world. As they steamed down the inland sea past the island of Uo, the stories of Captain Tyler and his bride had left the Galoo country but a fortnight before, and that there was every reason to believe that the toreador might still be lying in the Pacific, not far off the subterranean mouth of the river which emitted Caprona's heated waters into the ocean. Late in the second day, after running through swarms of hideous reptiles, they submerged at the point where the crafter rose to the sun-lit surface of the Pacific. But nowhere, as far as they could see, was sign of another craft. Down the coast they steamed toward the beach where Billings had made his crossing in the hydro-arrowplane, and just at dusk the lookout announced a light dead ahead. It proved to be aboard the toreador, and a half hour later there was such a reunion on the coast that it might be possible. Of the allies there were only Tippett and James to be mourned, and no one mourned any of the Germans dead, nor Benson the traitor, whose ugly story was first told in Bohen Tyler's manuscript. Tyler and the rescue party had but just reached the yacht that afternoon. They had heard, faintly, the signal shots fired by the U-33, but had been unable to hear from the guns of the toreador. It was a happy party that sailed north toward sunny Southern California, the old U-33 trailing in the wake of the toreador, and flying with the latter the glorious stars and stripes beneath which she had been born in the shipyard at Santa Monica. Three newly married couples, their bonds now duly solemnized by the master of the ship, joyed in the peace of the South Pacific, and the unique honeymoon, which had it not been for stern duty ahead they could have wished protracted till the end of time. And so they came one day to dock at the shipyard which Bohen Tyler now controlled, and here the U-33 still lies while those who pass so many eventful days within, and because of her, have gone their various ways. End of Chapter 5 The End of Out of Times Abyss


Welcome back, in the last lecture we re-proved the result that every positive definite form is equivalent to a reduced form and we also saw that given any discriminant D which is a negative number there are only finitely many reduced forms of the discriminant equal to D. So, we would like to compute this number and the number of in equivalent reduced forms of the negative discriminant D is called the class number of D. This is a very important quantity in fact given any such negative number there is a certain field extension of the rationals associated to the number and then there is a quantity called class group associated to this field extension. This class number that we are going to compute actually happens to be the cardinality of the class group. So, the class group and so on which is defined in a slightly non-trivial way its order can be computed very easily simply by looking at the number of in equivalent reduced forms of the discriminant D. So, this is a very important number we denote it by HD. Let us do one computation for this number we know that this number has to be negative and it is allowed to be 1 or 0 mod 4. So, let us look at the first negative number which is non-zero and is 0 mod 4. So, that number is minus 4. Let us compute H of minus 4. We have the following bound that minus D is bigger than or equal to 3 AC but minus D here is 4. So, we get immediately the bound on AC to be less than or equal to 4 by 3. Now, it is possible that your A and C might be 0. If A and C are if any of these so, which means that if the product is 0 then D is B square because actual definition of D is B square minus 4 AC but AC is 0. So, D is B square and B square is always bigger than or equal to 0. So, this is not possible which means that AC the product AC is not allowed to be 0 that will have to be a positive number and the only integer which is not 0 and is yet less than 4 by 3 is equal to 1. So, what we then have is that A equal to C equal to 1. A and C are both non negative. So, they are both either 0 or positive and their product is equal to 1. So, they better be both equal to 1. So, now A is 1, B is therefore allowed to be 0 or 1 because A and C are equal. So, the possibilities for B go from 0 to A which is 0 and 1. So, further B can be 0 or 1. So, the two forms that we get are x square plus y square where A is 1, B is 0 and C is 1 and the other form is x square plus xy plus y square. And so, these are the two possible forms satisfying the bound which was given by the discriminant being equal to minus 4 and now we need to see whether these two forms have the required discriminant. So, this I think we had checked last time the discriminant of this is minus 4. So, this form is okay for us. Here if you check the discriminant it is 1 minus 4 and therefore this is minus 3. So, this is not the form that we are going to take. We will take only this form which is the only reduced form of discriminant minus 4. So, the answer to our question is h minus 4 is equal to 1. That is a very good thing. In fact, this is something that we are also going to use later in remaining further lectures. But therefore you should remember this but the proof is also very easy that h of minus 4 is equal to 1. And now we come to this next observation that this number hd is in fact equal to only the number of reduced forms of discriminant d which means that we are doing away with the phrase in equivalent that is redundant. If there are two reduced forms which are equivalent then they have to be the same. Different reduced forms cannot be equivalent to each other. This is the next theorem that we are going to prove. But before we go to this proof there are some intermediate lemmas that we will have to do some basic statements which need to be observed and they need to be proved. So, we will state and prove these lemmas and then we go to proving the statement that two reduced forms which are equivalent have to be the same. So, here is the first statement which is quite a simple statement. If you have two integers which are co-prime and we look at our allowed transformation. So, we have ps minus q r equal to 1 and we transform the m and n by the allowed transformation which is that m is going to p m plus q n and n is going to r m plus s n. Then the GCD of these two numbers remains equal to 1. This GCD does not become bigger. So, how do we prove this? This proof is actually very easy. So, since determinant of our matrix which is p q r s is 1 we call this matrix to be u. We have that u inverse also has integer entries say u inverse is A, B, C, D. So, we have u inverse which also has integer entries and if we have we call these numbers as alpha and beta then u inverse into alpha beta gives us our numbers m and n. So, m is a linear combination integral linear combination of alpha and beta n is an integral linear combination of alpha and beta given by A, B and C, D. Now, if alpha beta had a GCD which was not equal to 1 that would mean that there is a prime which divides the GCD of alpha beta whether the GCD is positive or negative that we do not worry about right now. The GCD can be always taken to be positive since we are looking at the number which is dividing both these quantities. So, if some negative number divides it its negative will also divide it. So, we are taking the GCD to be positive therefore we will assume that whenever this GCD alpha beta is not 1 then there is a prime p which divides both alpha and beta. But if p divides alpha p divides beta then p will divide this combination of alpha and beta. There is a p which divides alpha beta then the p will divide m and p divides n. This is clearly a contradiction because we had assumed that the numbers m and n are co-prime. So, if m and n are co-prime and you have a GCD of alpha and beta to be not equal to 1 we get a contradiction. So, the GCD of m and n have to be equal to 1. This is a very important statement. Let us see the importance of this statement in the next slide. First of all let us recall that whenever we are given any form f we say that an integer alpha is represented by f if you have that alpha equal to f of m, n for some integers m and n. Further this is a new definition. We say that f represent alpha properly. The integer alpha is represented properly by f if you have alpha equal to f of m, n where the m and n are co-prime. The GCD of m and n is equal to 1. So, we have numbers which are represented by the given positive definite or in general a binary quadratic form if you have alpha equal to f of m, n. Now these m and n might have a non-trivial GCD. But if the GCD is 1 the corresponding integers which are represented by such pair of elements are called to be properly represented by the given form f. What does the lemma say? Remember lemma said that whenever you had m, n to have GCD 1 the transformation the change of variables will give you another pair which will continue to have GCD 1. So, lemma 1 says that the integers properly represented by two equivalent forms are the same. We had earlier seen that the value sets of two equivalent forms is the same set. If you have an integer which is represented by one form it is also represented by its equivalent form and therefore the values represented by two equivalent forms are the same sets of integers. Here we have this is a somewhat restricted subset that the number of integers the actual integers which are represented properly by these two forms which are equivalent are same. So, if I have alpha represented properly by f and f is equivalent to G then alpha is represented by G but it is also represented properly that means there will have to be some co-prime integers which will give you the value alpha. This is a very important statement. We now go to another very very important lemma. This lemma says that if you start with a reduced form given by ax square plus bxy plus cy square then the three smallest values represented by f are the ones which are given in the screen. So, we are looking at reduced forms remember the reduced form is always a positive definite form it will take only positive values. So, we can talk about smallest values represented by the form and what we say here is that any small value represented properly by the form f will either be equal to a or c or a minus mod b plus c or bigger than this. So, this is a very important statement. So, let us go about proving this statement. There are two parts first of all we will have to prove that these three values are represented by the form and then we will say that any value represented properly by our form will have to be bigger than or equal to these three. So, that will tell you that these are the three smallest values represented by our form. a is first of all equal to f of 1 comma 0 c is equal to f of 0 comma 1 and a plus or minus mod b plus c is f of 1 comma plus minus 1. So, we then have that these values a c and a plus minus mod b plus c are represented properly by our form f. Now, note here that here although we have the integers 1 comma 0 and the gcd of 1 comma 0 is 1. Similarly, here we have 0 comma 1 and clearly gcd of 0 comma 1 is also 1. If you had anything where one of the two integers if you had any pair of integers where one of the two integers is 0 then the other will have to be a multiple of 1 clearly and then the value represented will be a multiple of a or c by a square. This is what we have and now what we are going to see further is that if you have any two integers which are co-prime then clearly whenever one of them is 0 the other is 1. So, if you are looking at integers which are represented properly by our form f and if the none of those integers is 0 then we have to only show that those values are bigger than or equal to a minus mod b plus c. So, let me write down this statement we show that if mn is 1 the product is non-zero then fm comma n is bigger than or equal to a minus mod b plus c. This will complete the proof because the proper representation requires a pair of integers which are co-prime. If any of the m or n is 0 the other integer has to be 1. So, 1, 0 and 0, 1 these are the two possible pairs of integers which are co-prime and one of the two integers is equal to 0 but there are no other such elements. So, once we are done with these two the other numbers that are going to be properly represented will be given by m comma n where the product mn is non-zero and then we show that any such value f of mn has to be bigger than or equal to this third number a minus mod b plus c. Before we go further let us also quickly observe that the inequalities that we have written here are true. We clearly have that c is bigger than or equal to a when because our form is reduced. So, this inequality is this inequality is there because a minus mod b this is always bigger than or equal to 0. Remember b can take values only from minus a to a. So, mod b can never be bigger than a. So, a minus mod b this is either a positive number or is 0 and therefore the second inequality also holds. So, we have these three numbers in this order which are represented properly by the form f and these are the three smallest values represented by f properly. So, now we need to show this last statement that whenever you have a pair of integers mn of non-zero integers which are co-prime then the value f of mn is bigger than or equal to a minus mod b plus c. So, assume first of all that our mod m is bigger than or equal to mod n. This is one thing that we assume one inequality we will then also see the other proof f of m comma n is a m square plus b mn plus c n square. We observe one basic inequality here we will prove this inequality later but let us assume this inequality to begin with. So, now here we have that this is further bigger than or equal to mod m into a minus mod b. This is because here we are taking this mod m common this would be mod b into mod n and we are assuming that mod of m is bigger than or equal to mod of n. So, when we put a negative sign to it it will mean that minus of mod m is less than or equal to minus of mod n. Therefore, I can replace this n here by m and I will get a smaller quantity and therefore we have this smaller quantity mod of n square a minus mod b and finally I just have mod of n square but we have observed that m and n are both non-zero. Therefore, mod of m is one or more mod of n is one or more and therefore this quantity is bigger than or equal to a minus mod b plus c. So, barring the inequality that we have here which is not proved yet. We have the result that with mod m bigger than or equal to mod n f of m n is always bigger than or equal to a minus mod b plus c. Now, m is the coefficient of a, n is the coefficient of c. Let us look at the inequality that we have obtained. The inequality is symmetric as far as a and c are concerned. If you switch a and c the inequality that you obtain remains the same. So, therefore we will have the same method clearly if mod m is less than mod n we get the same inequality. So, modulo this inequality that we have not yet proved we are done with the proof because we would have proved that whenever m n are non-zero and are co-prime the values taken by m and n on the form f is bigger than or equal to a minus mod b plus c and let us just see what is happening. So, let me write down this inequality once again on the next slide and we will prove this. This is the inequality that we want to prove. Now, notice that this thing is simply a times mod n square minus mod m into mod b n plus c times mod n square. Now, whether m is positive or negative whether n is positive or negative mod m square is the same as m square mod n square is the same as n square. So, to prove this inequality we have to only prove b m n is bigger than or equal to minus of m into mod minus of mod m into mod b n which is actually equivalent to showing that product alpha beta of any two integers is always bigger than or equal to the product minus of mod alpha mod beta. This is the only inequality that we have to observe but this is true we can just look at all possibilities for the science of alpha and beta. If both alpha beta are positive here we get something which is bigger than or equal to 0. This is positive and this quantity is clearly negative because mod alpha is alpha mod beta is beta. So, you have a positive quantity bigger than a negative quantity which is clearly true. If both alpha and beta are negative their product is positive. So, this quantity is again bigger equals 0 if both are negative whereas this is again going to be negative. This quantity on the RHS is always negative. So, what you may have is that the quantity on the LHS is either positive or it is negative and equals the quantity on the RHS. So, LHS is positive and therefore it is bigger than the RHS which is negative or 0 or LHS is negative and equals the RHS. So, how can LHS be negative? You may have different signs for alpha and beta. Alpha is positive and beta is negative say. Then you have that beta is equal to minus of mod beta. If beta is negative mod beta is its negative. If beta is minus 5 mod beta is 5 and then minus of mod beta is equal to beta. So, you then have equality here whenever any of these two have different signs. So, the worst thing that you have for inequality is that you get equality. Whenever alpha and beta have distinct signs alpha beta is equal to minus of mod alpha minus mod beta and whenever alpha beta have the same signs be positive or negative then we get that alpha beta which is now a positive quantity is strictly bigger than minus of mod alpha times mod beta. So, this proves our statement that whenever we have any reduced form the smallest three values which are represented by the positive definite reduced forms are less equal c less equal a minus mod b plus c and with these two lemmas we are going to prove that any reduced form is not equivalent to another reduced form unless they are the same. So, we will start with two reduced binary forms which are equivalent to each other and we will show that they are both are just the same forms. But we will have to wait for the next lecture for this. So, I will see you then. Thank you very much.