Hey, GoCon Giants family, your host, Eric Coffey here, bringing you another episode of the GoCon Giants podcast. Today's guest, Sarah Dunn, comes from the Capital Group. The Capital Group is considered a managed service provider. Well, what's a managed service provider? Some of you remember when I had my construction company and I recommended a payroll company to handle all of my payroll. And at the end of the day, I would cut one check. They would bring me the payroll reports and all the checks, and then I would hand it out to my staff. That's considered a managed service provider. And so today, we are going to lead you in an episode of Education where we're educating you on how the things that you need for your business and how to do them. So today, Sarah's Capital Group where she actually helps small businesses who are focused on government contracting. They help with things like 401K, accounting, and more. So we're gonna talk about all of that and more in this upcoming episode of the GoCon Giants podcast. Thank you so much. I hope that you enjoy this episode with Sarah and also for those persons who reach out to her, she has a checklist of things that you need to help you go to the next stage, the next phase of your business. So stay tuned for this upcoming episode with Sarah Dunn. So I'm Sarah Dunn. We're with the Capital Group, which is an insurance and employee benefits firm specific to government contractors. We also have a proprietary commercial insurance product called the GoVTech. And I'm the founder of the Women's GoCon, which is a networking organization of C-suite, powerhouses in the industry, coming together to win more contracts and create team opportunities. Okay, so let's start off with... Yes, so I believe in being a specialist. Now in days we have way too much to worry about, especially from an employer standpoint that is so important to have a trusted advisor that knows your industry. So we have to get upon ourselves as a capital to specify in government contracting, meaning we have departments that are handling the innuendos of contracts from in-house attorneys to clients, we have HR consultants, and of course employee benefits and insurance division to really get down to the bottom line of your policies and unlock any additional savings or avenues for better coverage. All right, now, before we actually started this particular interview, we were discussing that you worked at a previous day at a commercial firm. So it actually worked for a national insurance carrier, a health insurance carrier. And what was very interesting about that is I used to sell to people that are in the position that I am now. And what was unique about that is I saw so many firms that didn't have that specialization in government contracting, not knowing what they were talking about when they were trying to address the needs of clients without truly knowing what those needs were. So let's talk about this from a small business perspective, right? I'm a small business, I'm a minority business, and this contract says I need this particular requirements for insurance. So what's unique about your particular problems? Absolutely. So when you have requirements that are set forth in terms of liability, number one, what's key about my firm and about having a trust advisor in general is unlocking really going in and highlighting and in crossing out coverages that you might have that you don't even know about and you're paying for substantially. So when you're working with a firm that isn't handling government contractors, they don't know what you need and what you don't. They don't know what you can get away with. They don't know the loopholes for savings. They don't know the protection that you need. And a big one that comes into conversation, especially nowadays, is cyber protection, cybersecurity insurance. Right, right. No, that's interesting because I think that my face expends on my insurance.  Your business might be cash flow positive, you still haven't paid insurance. I mean, insurance is a big part of life and one of the things that I can say that I'm not really good at is insurance and particularly for me, health insurance. I look at all these different policies and I have no idea how to pick insurance products but I do know and I learned this very early on in my career in business was being in the construction industry and that's my background that as a construction professional when I was seeking to get bonding for my construction projects, they told me that I needed the proper accountant, construction accountant that handled that. And so this makes a lot of sense to me in the same regard is that as a government contractor, we need a company that handles insurance products that also know about government contracting insurance. So that makes a lot of sense to me. I just still, I'm a little bit fuzzy on, okay, some of the, you said you create savings books because other people have blanket policies. Like what areas do you find other companies like maybe over-assure or add that you guys, like now that you say, before you say cut off the fat? Yes, exactly. I love terming fat. So especially as we're getting closer to summer with that being said. So one thing that I found and I saw this a lot working on national carriers specific for small businesses is so many of them are on a fully insured medical health policy as an example. And what you need to mean that is so many people aren't considering alternative funding.  It's a blanket price. What you pay is what you pay in your own negotiation. When you start to work with an agnostic firm that's looking at all of your different options and showing you the power of alternative funding, you're able to take pieces of the bit out which small businesses think would only be available to the larger companies and that's just not the case. And when you think of alternative funding, a lot of times for a small business was so dependent on the cash flow. Below 10, above five, above 10. Where did we start seeing that cut? Because at one point I had 23 employees can I see a gain in which I bought 20 employees? Do I see a gain of 10? But where does that? That is a great question. Oftentimes at small businesses, we see them going to a PEO model which makes me wanna cry and I'll tell you why. What's a PEO model? So a PEO model is the group of small businesses coming together for the purpose of obtaining insurance. Oh, right, right. Just like socialism, it sounds like a great idea to leave it put into action. So what ended up happening with a lot of these PEOs is Evers plays a blank in price, but they're paying way more than they should be and they don't have access to the claim information that truly tells the story of their money appeared to make a deal. So how can, because- I don't know anything about that. I don't have insurance. That's why we have specials. All right, tell me why is that? You know, we did that for, we did that payroll. They did this in most of our models. Sure. And they threw it in our health insurance. I don't know what's called PEO, PEO means. So PEO is a blanket term for models very similar to that.  Yeah, they're taking advantage because the healthy groups in that pool are paying for the people that are sick in that pool. So if you have a young, healthy population, let's say you're a small business and you're an IT firm, general business, you're in the same pool as a senior system or a construction, how do you guys do that? Whatever, you know? Like you're supposed to be out there in the field on a high rise, just swinging off the scaffold. And you know what? It's sexy. And IT guys, it's a building to sit on. So it's so funny, even taking a peek at when you compare government-contracted IT companies to their commercial insurance counterparts, we notice that GovCon IT companies have no claims and they have the government who always pays makes taxes, covering them. So why are their premiums astronomical? So we find ways, again, trimming the fat, looking at the facts. When you're going back to the point in the video, when you're putting a pool and you don't have access to your information and you're throwing, it's colossally destructive. So going back to that point I made before about 50 employees, when you get to above 50, so 50 and above, that is your time to rise and shine because in the mind of a health insurance company, your risk is spread out a little bit so you have more access to planned data that you would not have access to as a small company. So they're pulling files and you have the purpose in the foot, you get reporting information if you're on an alternative planning plan. Again, all of those things that you have no shot of accessing if you're putting a pool just like everyone else with no individualized data on your group or your plans and stuff. Okay, so you're really smart and I really appreciate that but we gotta dumb this thing down for regular people. So again, I have five employees, do I call you? Absolutely, you can call me anytime. I mean, can I get, like, you know, hey, I'm in, I don't know, I'm in Idaho, right? And I'm in Boise and I've got five employees and, you know, I'm paying, I don't know, 3,000 a year. Does it make sense to call them? Because again, I'm gonna be honest with you, sir. Like, I've only been in DC area like six times my whole life, right? And so for us, we're like outsiders, outliers. And so when we think about DC, we think about like the Beltway and so we think you guys are like really huge and spin that it's just not for us, right? And we feel, we really do not, we don't feel connected because we're so far from all the activities happening. And I would assume just a presumption that is more expensive. Yeah, so I grew up on a farm in Texas and I grew up with our insurance model was if we broke her elbow, our church was paying for it. We all pulled their money together and we paid for it because with the half paying premiums or whatever, we didn't understand it. So I understand that different type of perspective and thinking that benefits are, you know, it's so expensive being in the hustle and bustle of the Beltway. So as a five person company, let's say you're an employee of the Idaho, let's say you have employees you're looking to grow. Let's say you have an employee that moves to DC. You have things that I guarantee you don't even know you have to worry about in terms of compliance. So if you have a group based out of wherever in the US, they can call me because we have a system that will check on all of the federal regulations that are necessary to equip you with proper live public coverage.  So if you're a five person group, chances are you live in America, chances are you're on a care for a school, you're in health and planning. Blue Cross, which you don't know. What you may not know is, so you can have, you know, typically you won't- But my friend Mr. John, he's so nice. My shirt's gone.  We all like to talk like that, you know? But when you're looking at your company's number two largest expense, is it better to have your high school buddy consulting you or is it better to have an expert that can save you money and interest rates? That's a mic drop, so I love it.  Well, sure, but do you know off of what you have currently, what is available to you? So going back to that fully insured care first mile, you might not know that you have an opportunity to take it an HSA option. Why would that be important to a small business or any type of business? Because those HSA plans deductible first. But you have pre-tax benefits and you can use your HSA money to give you a credit card to use for medical expenses. You can use it to your medical expenses for pre-tax or you can actually invest that in your 401k or different stock options. So when we're talking about getting savvy off of what we have, that's a way. If we're talking about getting savvy on different options, that's something that again, going back to that trusted advisor and that specialist. But you may have a better suggestion than us, just take it in deep. I appreciate your confidence and taking it by the horns. Boy, there is a better way. There is a better way. That's why you're here, so amazing.  So one of my favorite things to talk about is due diligence. And one of the services that we can offer to the cons is if you are entering any contracts, whether you be a prime or a sub by our seller side, we look at every policy that you have from your predecessor to what your current goals are. And we review all of that for you.  So the best way to avoid a fire is prevention. And that's really the best way to tackle it. Now, let's say something happens. Let's say it's too late and you're prime and you're working on a terrible sub. Now, what do I do? So we're happy to offer one of the consultations on that, happy to bring in our network as well. And there's added evidence that you need. But it's really going back to that of Khan Mafia, trust your team, get some specialists and know that a lot of people go through the same thing or, you know, and it sucks how much we hear about it. And, you know, part of doing business with the government, it's great to do business with the government because it's protective and it's safe to an extent and everything you need. But the struggles is you also have the government that's coming after you, something like that. So again, going back to protecting your assets, going back to having trust advisors to perform proper due diligence to ensure that that doesn't happen and making sure that you have the proper team to take. It may cost me nothing to call you up. Oh, yeah. And I'm always offering free consultations. I have to tell you that for me, like I said, I grew up on a farm in Texas and never had my, lived here for three years, lived in basement because I didn't buy myself a hat or whatever, but my thing is I want to save so much money because I want to work as hard as the employers that I'm trying to help solve their problems for. I want to know what that feels like. I want to be in the trenches and I want to know their struggles. So every day I get on the farm with the CEOs and I hear their story and I hear their pains and their pressures. And rather than make it about my insurance platform and our offer, what are your needs? How can I cater what we haven't saw already to fill that for you? Because there's too much to worry about that you can't possibly know everything. So, you know, one thing that we have started with the capital for about a year ago, we started an organization, very private, it's called Women in Buff Con. And Women in Buff Con. Before we go, can you give us your kind of information? How was someone like you? Oh yeah, absolutely. So you can reach me, best way is my cell phone.   Yeah, my cell phone is my hotline and my email as well. All right, so your cell phone. My cell phone is<PHONE_NUMBER>. Please no spam. Slow down, slow down. Oh, all right, no spam.<PHONE_NUMBER>. Email. My email is S-D-U-N-N at CAP group, which is C-A-P-S-N-P-A-J-R group, financial.com. Okay, can I find it like that? Absolutely, find it on LinkedIn as well. Is there multiple server then? There probably is, unfortunately, it's a common name. Right, server then in the capital group? Yep, the capital group. And if you see a Ferrari on a post, you're in the right place, so. Let's call this Ferrari. Sure, sure, sure. All right, guys, I'm gonna make sure just in case anyone talks, you know, they sign off. And we will have all this information on the show notes wherever this interview is posted and publicized, so we'll have all that information available. But just in case for people that were listening that had to run off the door, I wanna make sure they had it before we finished up. All right, so tell us about women and girls, guys. Sure. So tell me about women and girls, I'm gonna tell you about Ferrari first. Okay. Because we had some time to talk about our experiences, I know it's so much fun, but my favorite thing is cars. Well, I like these shirts, actually, because you talk about saving money and every small business in America wants to save money, has to save money. You know, again, you have two choices, you can make it or you can save it. Yeah, definitely, yeah. And you know, you touch on an interesting point because it's not just about the savings. So, and I think that this is kind of a perspective that you and I might have that other people hear may not. So being from Texas and moving here, what hit me home, and I found very interesting, is in terms of employee benefits, like I mentioned with boards, your number two largest expense in most situations. Okay. And there's a lot of companies here that have a lot of money spent on things like that because they want to attract the top, you know. So we're working with some big names in the marketplace that if you go to their website, on the front page of their website, first thing, it literally tells you what we're looking for in someone that we're trying to attract as a new employee and how we're doing it is by having these outstanding benefits from 401P to benefits P to insurance, all stuff. But it's listed amazingly to me on the front page of their website. It's nothing about their company. It's about the benefits that they're offering to attract the top talent. And, you know, especially when it comes to fertility benefits, they're greater, especially for small businesses to have quality benefits like that. So if you have something that you're offering that is outstanding and you know your options because you have that trusted advisor, throw them on your website because it will help you attract the right clients that want to work there. No one will want to work at your company if they're trying to get pregnant and don't have access to the benefits that you're offering. So they're throwing that out, but... Good point. Yeah. Well, if it's distinguished or something, it's a kind of way. Especially if we compete for the best talent in the world. Yeah. That's good. Yeah. So talking about some of the best talent in the world and going back to the Ferrari. So the best way to talk about it insurance me on something that common people understand is car insurance.  Right. Are you going to drive that Ferrari off the lot with no coverage? No. I keep my life. It's not for video crash and you're driving just to get a parked car. So, I'm sure you wouldn't let your teenager drive in too and have that life.  So if they can scratch, you can just take it off the wrap and take that back and not actually the car. Yes. So when we really thought about that, they actually wrapped it. So, yeah, and he scratched his as well. Only it's a garage. He scratched it one night. I don't figure. I don't figure. So again, reasons why we have insurance insurance. Now, what was something really funny that we did and a way to get thought leaders in the industry talking is I worked with Ferrari of Washington. We are going to work together on the fence to promote a network that I founded called Women in GovCon. And Women in GovCon is a networking group of powerhouse females coming together with the intent of winning more contracts. So what we've seen happen actually pretty organically is there's been proven ROI amongst teaming opportunities based off of people that were too afraid to share ideas about their business. Maybe not to affirm, maybe there's pressure and there's so much competition here. But when we started getting those thought leaders talking to one another about their successes, their failures, their goals, their visions, their commonalities and their differences, we made magic. And so in the fall, we had obviously it's tough to get people out there and focus on what we need to. We have a Ferrari for on their face and say, let's get outside, grab your mask. So we're not working with Ferrari to partner out some events and we have to get executives out to test drive their own Ferrari for the day. They want the salamander treated like queens. But the whole point was not to shower them with this elaborate event. The whole point was to do my very best effort in creating that sticky factor to build a strong community that was great here. And so we've seen so many different networking groups in this industry that it is very male dominated, the nature of the icon. And now it's better than father, single dad, and brother, brothers. It's how it was raised. No problem. And I'm sure there's nothing else to be there. But what was missing was some of the added love that I truly feel women in the icon has been successful in enhancing. So and one of my favorite examples is one of my favorite companies, the AQ. They were really cool products, very innovative. So they're doing facial recognition across borders. So when your car drives in, Carlos says how heavy your tints are, what you may be hiding in your car, they can see you right through it, identify your face, know what's in your vehicle, they can even see you through the mask. I was like, that is freaking awesome. And so my girlfriend, she ended up coming to our events, we built up a strong connection. We ended up getting her in the right room with the right people that would help her grow her business, that also needed support for great products. So we were looking at the concerns and the needs of these individual companies, nothing having to do with insurance or employee benefits, what we're solving problems by connecting the right people. And none of that would be possible just so you know, if I was consulting on customers, if I was consulting on various things, I feel like in order to become an expert, I don't need to read, it's one of my favorite books, it's called 10,000 Hours. And it preaches about, if you dedicate 10,000 hours to perfecting a subject, you will be master-printed to prove it in hockey. That's why they say like, Indians are great at hockey because they start so young. So yeah, a lot of them do end up becoming professionals, but they put that time in. And what I want the exempt is in the room of God, and just exempt is in general, to remember and keep in mind is, whereas we want to take on the roles, and we think we can handle it, you have to take small bites and you have to pass the plate because we can have a great colob together. But if you just have cheese, you can't make a mac and cheese, you know, so some Southern metaphor to bring, but you know, that's where we've got on that. That's really our mission. You know, this summer, we were taking the Hankley, which is an antique yacht, it's out in St. Michael's. If you've ever seen the movie, Winning Crashers, so Winning Crashers, there's football scene, there's Thanksgiving football game, and it's filmed at a baseball game at Perry Cabin in St. Michael's. They're all into a yacht that my company uses, specifically for networking events to create these organic teaming opportunities. So behind the scenes, behind, before the start of any event that we do, I'm taking a list and I'm sure loud, I'm identifying who my players are, who my keys are that I need to help support and link up and match, and who players, which players off the best stem can I branch out onto to help them. And again, taking away any sales aspects that I have grown on and making it about the client, you know? So I guess my big message there is, know your audience, know your client, know you can't know everything, pass it off to the great people who know how to handle that specific aspect that you're looking for. So what type of individuals or NGO organization will come from? So women.  Great question. So we're an elite group in the sense that I am matching the best of the best thought leaders in the industry. With that being said, we have a lot of mentorship opportunities that arise, but right now we're focused on bringing in members that have a minimum of around 15 to 20 mil, minimum in revenue. And right now, every single member, and this is how we've thrown our group and this is how we did it, I believe the right way. Every member was referred in from either a client of the capital group, a partner of the capital group, or someone that we did our homework on to make sure that they were the perfect fit. So it's not jokes you most call on us to try to get in. So for our group too, there are no membership dudes. That was something that was near and dear to my heart. I did not, knowing that we were targeting females of the, I'm knowing that we have a lot of mothers in this space. I want to be cognizant this time. So I headed very carefully every single member in our group to make sure that number one is something that they want to be a part of. Number two is something that you feel that you can share your ideas comfortably to talk about those successes and failures, but not have that pressure. So we have enlisted sponsors. My friend Paula here in Cyber Vice National A&A is one of our co-sponsors. We have Edge Commercial involved as well and a few other players. And we're the ones behind the scenes picking up those players to invite really creating the opportunities and speakers for educational aspects as well. But we're paying for the events so there's no burden on the members at all. So small businesses are looking for more mentorship opportunities and are interested in hearing one of our talks on how to balance being an executive leader and who to pass the ball to in various fields so you can increase your ROI and you can have more money at the end of the day to keep your business flow. So right now our sponsors is very key to me is this is not a sales organization. I might be a salesperson, but I will never tell you that and I make sure none of the people in my circle give off that impression because our needs are that of our client and that is what I'm going to do. Sales and whatever else happen naturally when you care about the person that you're affecting. And I believe that and it's proven. So even on our Women in Buff Con group, so we have our different sponsors that are bringing in these referrals to network but all of us are on the same mentality of what do they need? What do they want to talk about? And they tell us because we have that trust in that stickiness of now whereas I was planning events, which is so funny to me, I went over to an executive in my group's house to have s'mores on a Saturday night and she invited us all over and we have, it's like this, I say I planted the seed, but the seeds were already there. They were scattered around the earth and now we are starting to prosper and see those seeds spread out. So really happy about the organic growth there. Very happy about even very early proven ROI. And I just think that it's important, you know, regardless of the male or female to support one another and to have the courage to talk about your experiences. Now, a lot of our audiences said they're not a $13 mark. So how can we get involved? How can people listening to this, how do they get involved? So I would recommend talking to me about a consultation about if you are trying to work with someone that is in that range, you know, if you're trying to grow maybe a better goal to be someone like that. You know, I think it depends on- Well, I can tell you this, I encourage everyone out here, my s'mores, this is where, that's my comfort level, right? I'm not comfortable with the $1 million mark. So that's my comfort level up there.  So for those that do receive, that are wanting to get there and there with a necessary desire or what you need. Yeah. And there's a ton of different, you know, what's out there. My firm actually specializes, they love below guys, they're not little on our hearts. So under, you know, 500 employees, under a million revenue, that's actually our specialty, you know? We're not a large firm ourselves. We do have a national footprint, but we focus on the small businesses and we focus on creating that transition. I don't mean to catch up, but remember the definition of small business, right? It's different for a lot of people. So we were the small businesses, you know, again, under 500 employees, under a hundred million is still small, but really for us, you know, like you said, we don't get under a million dollars. Yeah, I think it would be really looking at what would be that company's specific goals and really looking at what partners already happened my bracket to assist them with that. So if they were, you know, more of a technological focus or more of, you know, something else, well, me or marketing or whatever. What about like a janitorial service? Yeah, yeah. So, you know, in terms of what? Let's say I'm a janitorial service company, I'm a female, I asked one of my group, she's a female janitorial service company. She did 1.2 million last year, she did look in the grow. I have another female janitorial service company in Tennessee. Really help people in that position. Let me get a checklist. That's really the easiest way to show and track it in your growth. So for those... Oh, it's your checklist, can we get it? Yeah. And make it downloadable. So I wouldn't pull off on that because it's not that formal. It's a consultation checklist. Ah, okay. So what they call it. Exactly. So we go through it together and I list out for your company size and your goals, this is what you should have in place. I know this because of my benchmarking and I already have people that do my research, my homework or talk to the group. I look at your company size and your industry and what other companies of that same size and industry have. And I make sure that you have all those things and more. And I want you to have more, depending on how we get it buy into it because there's so much stuff out there that free time credits that you can get to attract that top talent, but making sure that you're in line. So we can run through that together. That would encompass all things from health and welfare, property and casualty, 401k, bond, stuff like that. So absolutely. I love that benchmarking against someone where you want to be at. That's exactly what I do for everything. When I did the podcast, when I did my YouTube channel, when I did everything that I do Instagram, I'm always benchmarking those people who are ahead of me. So that's perfect. I like that. Well, I think you have 45 minutes to get to that zero.  Yeah, there's so much.   There's so many different realms. And that's the checklist, but let someone else take care of it for you. Why are you wasting your time on it? Let me deal with it for you. I'm at high level. Tell you that this is the stuff that you should be having. But tell me who's completing that work for you right now. Who's handling your open enrollment? Who's handling your benefits? Just because we don't know. We don't know. Again, like I said, you know, we don't have these kind of conversations every day. So I really do appreciate people, you know, whether they form a subject or not. Again, I thought government content was a form subject. By the way, I didn't make 500 videos out of it. So I found out, I mean, I've almost had a million views on these subjects before and subject to government contract. So I think what makes it exciting and interesting for me is the fact that I can save money, which helps me make more money. And like I said, I can attract great people, which helps me get better contracts, okay? And then I can protect my downside because warm-up, it says the rule of the one, don't lose money. Rule number two, follow the rule of the one, okay? So I can tell you the liabilities in my life, okay? Personally experience it. Everyone knows my story, who's heard my story before, was the result of not having proper insurance. I can tell you, I lost a lot of money. And so I know the value of insurance. I know the benefits. I also had a scenario where insurance saved me a lot of money. I had a fraudulent lawsuit against me for $750,000 because they owed me at the quarter of a bill, so it was about a million dollars in swing. And the insurance company covered the cost of my legal expenses, which essentially brought that $750,000 suit against me down to a $5,000 or so. Yeah. Have you heard of EPLI insurance? I've never heard of EPLI insurance. I just know that whatever that was, if my policy saved my AWS, so. So for our government, my character's too thin. For those of you who don't know about EPLI, we have a problem we've got to solve. So EPLI protect you from a crime, especially in today's day and age. EPLI is against this protection against, I'll say you get sued for racial discrimination for sexual assault or anything that people could complain about, people problems. So EPLI covers your back against those types of lawsuits and not enough people know about it and are talking about it and are getting hit like huge by it. I would say EPLI and cyber insurance are the two that not enough people in government contractings especially have been are talking about.  Like you need to protect yourself and you need to know what's out there and you can't do that with that specialist. That's good, that's good. Now, yeah, if I wanna connect you to talk more about the woman at GovCon, how many should have an active aspect? Same way. Same way? I'm a one stop shop. I literally pick up the phone as a for good of being my address but I will answer the phone at all times for the clients. If you need something in the middle of the night, if you have questions, I am here to offer for counseling. I am here to be a guide and insurance employee benefits or connector for various realms in GovCon. Now, same way that we were able to today. Is there a website we're gonna go, I can go check it out. So, right now, we are funneling all of our posts in media through LinkedIn. So, it would just be my profile on LinkedIn or working on a media page as well. So, that was fun. No, obviously to get a message is so we know. Yeah. And so, some of the reasons why that, or again, I wanna make sure, I wanna send a tone for people because, again, I don't want everyone just reaching out to you, right? Yeah. So, to get reasons to reach out to you for women in GovCon would be like mentorship. Mentorship for small businesses would be key. Like self-contract opportunities. Self-contract, I can tell you, my primes in the group are hungry. They're qualified subs, and a lot of small businesses still don't know if they're looking for them. But I do. So, absolutely connect with me on that. Okay, all right. And then you said networking opportunities as well. Networking. For the government. Yeah, absolutely. Anything, you know, insurance and employee benefits. So, ultimately, we can find mentors right here. Just by talking to you. Absolutely, absolutely. Wow. That's great. Well, that was sad. Lisa, thank you for coming on today. I enjoyed the conversation. It was great. Anything else you wanna say to people before we sign off today? I just wanna thank you. No more room for all the work that you're doing. Check out your podcast and you'll get excited. Insurance and GoFund is exciting. It's not boring. And we need to bring them as a challenge. So, thank you. I think we did that today. Absolutely. All right, thank you so much. Take care.


What are you doing there? Hey you! When I say that, you must imagine another person here, okay? We are rice pounding, the mochi pounding looping. We introduce one of our Japanese traditional culture through the mochi scheme.


Welcome, myself, Mr. Giridhar Jain, Assistant Professor in Electronics and Telecommunication Engineering Department, Valchan Institute of Technology, Sholapur. Now today we are going to discuss on temperature sensor PT100 and signal conditioning circuits. Now learning outcomes of this session are at the end of this session students will be able to describe temperature sensor PT100 and signal conditioning circuit. Second outcome is students will be able to design signal conditioning circuit. Now contents of the session are temperature sensor PT100 and its details, transducer bridge, instrumentation amplifier and design of instrumentation amplifier. Now first is temperature sensor PT100. Temperature sensor PT100 is basically RTD. RTD stands for resistance temperature detector, RTD. Now this PT100 is made up of platinum and it has a positive temperature coefficient of resistance. Means whenever there is an increase in temperature the resistance of PT100 increases at the rate of 0.385 ohms per degree centigrade. Resistance of PT100 at 0 degree centigrade is 100 ohm and its resistance at 100 degree centigrade is 138.5 ohm. Now using this temperature coefficient of resistance we can calculate the change in resistance due to change in temperature. Now change in resistance due to change in temperature is given by the formula change in resistance equal to temperature coefficient of resistance which is 0.385 ohms per degree centigrade multiplied by in the bracket final temperature minus reference temperature. Now characteristics of PT100 is linear over specified temperature range. Now we will see how to make use of this PT100 for sensing the temperature. For sensing the temperature using PT100 we require a transducer bridge as shown in the circuit. So this is PT100. So resistance of PT100 at 0 degree is RT and resistance of PT100 at a given temperature is RT plus minus delta R. Now this is a bridge resistances are RA, RB, RC and this is a PT100. Now applied voltage is VDC. Now this is point voltage at this point is VA and voltage at this point is VB. Now by potential divider voltage at point A is given by RA divided by sum of these two resistances RA plus RT plus minus delta R into VDC. Then voltage at point B is VB which is given by RB upon RB plus RC into VDC. Now VA minus VB is given by subtraction of these two voltages.  Now for design select RA is equal to RB equal to RC is equal to RT is equal to R. Therefore VA minus VB is given by VDC in the bracket R divided by in the bracket 2R plus minus delta R minus R upon 2R. So RR gets cancelled.  That is equal to VDC plus minus delta R upon 2 in the bracket 2R plus minus delta R. Now voltage generated between point A and B which is VA minus VB is given by this equation and from this final equation VA minus VB is equal to VDC. This term is plus minus delta R divided by 2 in the bracket 2R plus minus delta R means VA minus VB is directly proportional to the change in resistance. And change in resistance is directly proportional to the change in temperature because characteristics of this PT100 is linear. This output differential output produced by this bridge which is VA minus VB is directly proportional to the temperature. Now we understand what are signal conditioning circuits. Now first pause this video and think on the following question. What is necessity of signal conditioning circuit? Now necessity of signal conditioning circuit is that output that is differential output of the bridge is very small of which need to be amplified for controllers. Therefore, to amplify the small amount of differential output produced by transducer bridge we require a signal conditioning circuit. Now in this design we are taking the instrumentation amplifier as a signal conditioning circuit. Now this is instrumentation amplifier. Now for this instrumentation amplifier 3 op-amps are used as shown in the circuit. This are R1, RF, R1, RF this is R4, R5 and this is again R4. This is VA and VB which is output taken from a previous circuit that is transducer bridge. Now voltage at point X is due to voltage VA and VB. So by using superposition theorem, voltage at point X when VA is acting alone and VB is grounded. When VB is grounded due to virtual ground this inverting terminal of lower op-amp goes to the ground and upper op-amp will act as a non-inverting amplifier. Therefore VX is equal to 1 plus R4 by R5 into VA and secondly if VB is acting alone and VA is grounded and VB is acting alone. So this VB due to property of op-amp voltage at inverting terminal will be VB. So upper amplifier will act as inverting amplifier. Therefore output is minus R4 upon R5 into VB. So this is VX. Similarly voltage at point Y is given by the equation VY is equal to. Now when VB is acting and VA is grounded again this will act as a non-inverting amplifier input is VB. So gain of non-inverting amplifier is again 1 plus R4 upon R5 into VB and when VA, VB is grounded and VA is acting alone then this will act as a inverting amplifier. Gain is minus R4 upon R5. So this is final equation for VY. Now if you look at the second operational amplifier.  Right? Therefore if you look at this equation VO is equal to RF upon R1 in the bracket VY minus VX. So this is the equation for output for the second differential difference amplifier. Now here we require VY minus VX. Already VX and VY is obtained. Now subtracting VX from VY we get VY minus VX is equal to this is VY, this is VX. Take the subtraction. Now this first two terms 1 plus R4 upon R5 is common. Therefore you will get VY minus VX equal to 1 plus R4 upon R5 in the bracket VB minus VA plus for the second term R4 upon R5 is taken common in the bracket VB minus VA. Now VY minus VX is given by VB minus VA is taken again common in the bracket 1 plus 2 R4 upon R5 and final output is given by VO equal to RF upon R1 in the bracket 1 plus 2 R4 upon R5 in the bracket VB minus VA. Now by looking at the final equation we can see that we can design the value of R1, RF, R4 and R5 for required gain of signal conditioning circuit that is instrumentation amplifier. Now this circuit can be used for designing a signal conditioning circuit as per requirement. RFI is made variable to adjust the gain. Now these are references Op-Ams and linear integrated circuits by Ramakan Gaiquat and second electronic system design by Vaibhav Tarathi, Electrotech Publications Sathara.


Live, from Midtown Manhattan, it's theCUBE. Covering Big Data, New York City, 2017. Brought to you by SiliconANGLE Media and it's ecosystem sponsors. Welcome back everyone. Live here in New York, day three coverage winding down for three days of wall-to-wall coverage. CUBE covering Big Data NYC in conjunction with Strata Data, formerly Strata Hadoop and Hadoop World, all part of the Big Data ecosystem. Our next guest is Nishad Bardo-Liwala, co-founder and Chief Product Officer of Pexata. Hot startup in the space, you're getting a lot of kudos, congratulations. Of course, they launched theCUBE in 2013, three years ago when we started theCUBE as a separate event for Morioli. So great to see that success. And Stephanie McReynel's been on multiple times, VP of Marketing, and Elation. Welcome back, good to see you guys. Thank you. So we're winding down, so great kind of wrap-up segment here in addition to the partnership that you guys have. So let's first talk about, before we get to the wrap-up of the show and kind of bring together the week here and kind of summarize everything. So what your partnership you guys have. Pexata, you guys have been doing extremely well. Congratulations, Prakash was talking on theCUBE. Great success, you guys work hard for it. I'm happy for you. But partnering is everything. Ecosystem is everything. Elation, their collaboration with Data, that's their ethos, they're very user-centric. Yes. From the founders. Seemed like a good fit, what's their deal? It's a very natural fit between the two companies. When we started down the path of building new information management capabilities, it became very clear that the market had a strong need for both finding data, right? What do I actually have? I need an inventory, especially if my data's an Amazon S3, my data's an Azure Blob Storage, my data's on-premise and HDFS, my data's in databases, it's all over the place. And I need to be able to find it. And then once I find it, I want to be able to prepare it. And so one of the things that really drove this partnership was the very common interests that both companies have in number one, pushing user experience. I love the Elation product. It's very easy to use, it's very intuitive. Really, it's a delightful thing to work with. And at the same time, they also share our interest in working in these hybrid, multi-cloud environments. So what we've done and what we announced here at Strata is actually this bi-directional integration between the products. You can start in Elation and find a data set that you want to work with, see what collaboration or notes or business metadata people have created, and then say, I want to go see this in Paxata. And in a single click, you can actually then open it up in Paxata and profile that data. Vice versa, you can also be in Paxata and prepare data. And then with a single click, push it back. And then everybody who works with Elation actually now has knowledge of where that data is. So it's a really nice synergy. So you push the user data back to Elation because that's what they care a lot about, the cataloging and making the user-centric view work. Does it make it there? So you provide kind of, it's almost a flow back and forth. It's a handshake, if you will, with the data. Is that right? Yeah, I mean, the idea is to keep the analyst or the user of that data, data scientist, even in some cases a business user, keep them in the flow of their work as much as possible. But give them the advantage of understanding what others in the organization have done with that data prior, and then allow them to transform it and then share that knowledge back with the rest of the community that might be working with that data. So give me an example, because I got to just, I like your Excel spreadsheet concept because that's obvious, right? People know what Excel spreadsheet is, so it's Excel-like, that's an easy tam to go after all Microsoft users, I get to ensure a thing. With this one, just take me through a use case. I've got a good example. Okay, take me through. It's very common in a data lake for your data to be compressed. And when data is compressed to an end user, it looks like a black box. So if the data is compressed in Avro or Parquet or it's even like JSON format, a business user has no idea what's in that file. So what we do is we find the file for them. It may have some comments on that file of how that data's been used in past projects that we infer from looking at how others have used that data in Elation. So you put metadata around it. We put a whole bunch of metadata around it. It might be comments that people have made. It might be actual observations, annotations. And the great thing that we can do with Paxata is open that Avro file or Parquet file, open it up so that you can actually see the data elements themselves. So all of a sudden a business user has access without having to use a command line utility or understand anything about compression and how you open that file up. So as Paxata is spitting out their nuggets of value back to you, you're kind of understanding it, translating it to the user. And they get to do their thing. You get to do your thing. Is it making an Avro or a Parquet file? It's easy to use as Excel, basically. Which is great, right? Now you've enabled a whole new class of people to use that. Well, when people just get turned off when it's anything like jargon or like, oh, what is that? I'm afraid it's a phishing. It's like click on the, you know. The scary thing is that in a data lake environment, in a lot of cases, people don't even label the files with extensions, right? They're just files. So what's started.  Exactly. If you looked at your laptop and you didn't have JPEG or DOC or PPT, okay, I don't know what this file is. Well, what you have in the data lake environment is that you have thousands of these files that people don't really know what they are. And so with Elation, we have the ability to get all the value around the curation of the metadata and how people are using that data. But then somebody says, okay, but I understand that this file exists. What's in it, right? And then with click to profile, from Elation, you're immediately taken into Paxata and now you're actually looking at what's in that file. So you can very quickly go from, this looks interesting, to let me understand what's inside of it. And that's very powerful. Talk about Elation, because I had the CEO on, also their lead investor, Greg Sands, from Costin Noe Ventures. They're a pretty amazing team, but it's kind of out there, and no offense, it's kind of a compliment actually. They had a symbolic system, Stanford guy, right? He was like, the Predaprox, super smart. They're on something that's really unique, but it's almost too simple to be. Like, wait a minute, Google for the data, it's an awesome opportunity. How do you describe Elation to people who say, hey, what's this Elation thing? Yeah, so I think that the best way to describe it is it's the browser for all of the distributed data in the enterprise. So it's both, sorry, it's both the catalog and the browser that sits on top of it. So it sounds very simple, conceptually it's very simple, but they have a lot of richness in what they're able to do behind the scenes in terms of introspecting what type of work people are doing with data and then taking that knowledge and actually surfacing it to the end user. So for example, they have very powerful scenarios where they can watch what people are doing in different data sources and then based on that information, actually bubble up how queries are being used or the different patterns that people are doing to consume data with. So what we find really exciting is that this is something that is very complex under the covers, which Paxata is as well being built upon Spark, but they have put in the hard engineering work so that it looks simple to the end user and that's the exact same thing that we've tried to do. And that's the hard problem. Okay, Stephanie, back to, that was a great example, by the way. Can't wait to have our little analyst break down on the event, but back to Elation for you.   What's different about Elation that people may not know about? How do you describe the differences? Because it sounds easy, oh, it's the browser, it's the catalog, but it's really hard. Is that the tech that's the secret? Is it the approach? How do you describe the value of Elation? I think an interesting about Elation is that we're solving a problem that since the dawn of the data warehouse has not been solved. And that is how to help end users really find and understand the data that they need to do their jobs. A lot of our customers talk about this. That's just, hold on, repeat that, because that's like a key thing. What problem hasn't been solved since the data warehouse? To be able to actually like find and fully understand, understand at the point of trust the data that you want to use for your analysis. And so, you know, in the world of, in the world of data warehousing. Why was it so hard? Well, because in the world of data warehousing, business people were told what data they should use. Someone in IT decided how to model the data, came up with a KPR calculation and told you as a business person, you as a CEO, this is how you're going to monitor your business. What business person wants to be told that by an IT guy? Well, it was bounded, it was bounded by IT. I mean, expression and discovery should be unbounded. Machine learning can take care of a lot of bounded stuff, I get that, but like, when you start to get into the discovery side of it, it should be- Well, no offense to the IT team, but they were doing their best to try to figure out how to make this technology work. Let me just look at the cost of good sold for storage. I mean, how many EMC drives was just expensive? IT was not cheap. They've been 10, 15, 20 years ago. So now when we have more self-service access to data and we can have more exploratory analysis, what data science really introduced and Hadoop introduced was this ability on demand to be able to create these structures. You have this more iterative world of how you can discover and explore data sets to come to an insight. The only challenges without simplifying that process, a business person is still lost, right? It's still lost in the data. So we simply call that a catalog, but a catalog is much more than- Indexed catalog, anthology, there's other words for it, right? Yeah, but I think it's interesting because a concept of a catalog as an inventory has been around forever in this space, but the concept of a catalog that learns from others' behavior without data, this concept of behavior I.O. that Aaron talked about earlier today, the fact that behavior of how people query data is an input and that input then informs a recommendation as an output is very powerful and that's where all the machine learning and AI comes to work. It's hidden underneath that concept of behavior I.O., but that's the real innovation that drives this rich catalog is how can we make active recommendations to a business person who doesn't have to understand the technology but they know how to apply that data to making a decision? Yeah, I mean that's key. Behavioral and contextual information has always been the two, you know, flywheels and analysis, whether you're talking search engine or you know data in general. Add recommendation. And I think what I like about the trends here at the Big Data NYC this week and we've been certainly seeing at the, you know, hundreds of CUBE events we've gone through over the past 12 months and more is that people are using data differently and that's a, and not only differently, this is baselining foundational things that I do, but the real innovators have a twist on it that give them an advantage, right? They see how they could use data and the trend is collective intelligence of the customer seems to be big. You guys are doing it, you're seeing patterns, you're automating the data. So it seems to be this flywheel of some data, get some collective data, what's your thoughts and reactions? Are people getting it? Just by people doing it by accident on purpose, kind of thing. People just fell on their head or they just, you see like, oh, I've just backed into this. I think that the companies that have emerged as the leaders in the last 15 or 20 years, Google being a great example, Amazon being a great example, these are companies whose entire business models were based on data. They've generated outsized returns, they are the leaders on the stock market. And I think that many companies have awoken to the fact that data as a monetizable asset to be turned into information either for analysis, to be turned into information for generating new products that can then be resold on the market. The leading edge companies have figured that out and are adopting technologies like Alehsha and like Paxata to get a competitive advantage in the business processes where they know they can make a difference inside of the enterprise. So I don't think it's a fluke at all. I think that most of these companies are being forced to go down that path because they have been shown the way in terms of the digital giants that are currently sort of ruling the enterprise tech world. I watched your thoughts on the week this week so far on the big trends. What are obvious, obviously AI, I don't need to talk about AI, but what were the big things that came out of it and what surprised you that didn't come out from a trend standpoint? Buzz, here it's just strata data and big data NYC. What were the big themes that you saw emerge and didn't emerge? What's the surprise? Any surprises? I mean, I think we're seeing in general the maturation of the market finally. People are finally realizing that, hey, it's not just about cool technology, it's not about what distribution or package it's about, can you actually drive return on investment? Can you actually drive insights and results from the stack? And so I think even the technologists that we were talking with today throughout the course of the show are starting to talk about it's that last mile of making the humans more intelligent about navigating this data where all the breakthroughs are gonna happen even in places like IoT, where you think about a lot of automation and you think about a lot of capability to use deep learning to maybe make some decisions. There's still a lot of human training that goes into that decision-making process and having agency at the edge. And so I think this acknowledgement that there should be balance between human input and what the technology can do is a nice breakthrough that's gonna help us get to the next level. What's missing? What do you see that people missed? That is super important that wasn't talked much about. Is there anything that jumps out at you? I'll let you think about it unless you have something to know. Yeah, I would say I completely agree with what Stephanie said, which is we are seeing the market mature and there is a compelling force to now justify business value for all the investments that people have made, right? The science experiment phase of the big data world is over. People now have to show a return on that investment. I think that being said though, this is my sort of way of being a little more provocative. I still think there's way too much emphasis on data science and not enough emphasis on the average business analyst who's doing work and the portion of the portion of the platform. It's kind of the same, it should be kind of the same thing. The data science should be just more an advanced analyst maybe. Right. But the idea that every person who works with data is suddenly going to understand different types of machine learning models and what's the right way to do hyperparameter tuning in other words that I could throw at you to show that I'm smart. Yes, I mean I think that's, you guys have a vision of the Excel and I can see how you can see that perspective because you see a future, I just think we're not there yet because I think the data science are still handcuffed and hamstrung by the fact that they're doing too much provisioning work. Right, I mean to your point about surfacing the insights, it's like the data science, oh you own it now, they become the CIS admin if you will for their department. And it's like, that's not their job. We need to get them out of data preparation. Yeah, get out of that. Right, you shouldn't be, you need to get data scientists and colleges to do that. You have two values, you have the user interface value which I love but you guys do the automation. So I think we're getting there. I see where you're coming from but still those data sciences have to set the tone for the generation, right? So it's kind of like, you got to get those guys productive. And it's not a, please go ahead. I mean it's somewhat interesting if you look at can the data scientists start to collaborate a little bit more with a common business person, you start to think about it as a little bit of like a scientific inquiry process, right? If you can have more innovators around the table and a common place to discuss what are the insights in this data and people bringing business perspective together with machine learning perspective or the knowledge of the higher end algorithms then maybe you can bring those next leaps forward.  Years it's been about the engine of the Model T, the car and then we're going to have some horse and buggy. Now we got an engine in the car and it got wheels, it's got a chassis. And so it's been, it's about the apparatus of the car and then it evolves to the, hey this thing actually drives, it's a transportation, right? And you can actually go from A to B faster than the other guys and then people still think there's a horse and buggy market out there so that's, they got to go that. But now people are crashing. Now there's an art to driving the car, right? So whether you're a sports car or whatever, this is where the value piece I think hits home is that people are driving the data now, they're driving the value proposition. So I think that to me the big surprise here is how people aren't getting into the hype cycle. They love the hype in terms of like lead gen and AI but they're too busy for the hype. It's like I drive the value and this is not just BS either outcomes, it's like I'm busy, I got security, I got app development. And I think they're getting smarter about how they're valuing data. We're starting to see some economic models and some ways of putting actual numbers on what impact is this data having today. We do a lot of usage analysis with our customers and looking at, you know, they have a goal to distribute data across more of the organization and really get people using it in a self-service manner. And from that you're being able to calculate what actually is the impact. We're not just storing this for insurance policy reasons in this cheap. It's not some POC, don't do a POC. All right, so we're going to end the day in the segment on you guys in the last word. I want to just phrase it this way. Share an anecdotal story that you've heard from a customer or a prospective customer that looked at your product, not the joint product but your products each that blew you away and that would be a good thing to leave for people who doesn't buy it. But what was the coolest or nicest thing you heard someone say about Elation and Paxata? I mean, for me, the coolest thing they said was this is a social network for nerds. I finally feel like I found my home.  Data nerds, okay? Data nerds.  Elation is the place you want to be. So there is like profiles and like you guys have a profile for everybody who comes in and things like that. Yeah, so the interesting thing is part of our automation, when we go and we index the data sources, we also index the people that are accessing those sources. So you kind of have a leaderboard now of data users that can track one another in the system. And at eBay, the leader was this guy Caleb, who was their data scientist. And Caleb was famous because everyone in the organization would ask Caleb to prepare data for them. And Caleb was like well-known if you were around eBay for a while. Yeah, he was the master of the domain. Then when we turned on, you know, we were indexing tables on Teradata as well as their Hadoop implementation. And all of a sudden there are table structures that are Caleb underscore cust. Caleb underscore revenue. Caleb underscore, we're like wow. Caleb drove a lot of Teradata revenue. Awesome. Pexata, what was the coolest thing someone said about you in terms of being the nicest or coolest most relevant thing? So something that a prospect said earlier this week is that I've been hearing in our personal lives about self-driving cars, but seeing your product and where you're going with it, I see the path towards self-driving data, right? And that's really what we need to aspire towards. It's not about spending hours doing prep. It's not about spending hours doing manual inventories. It's about getting to the point that you can automate the usage to get to the outcomes that people are looking for. So I'm looking forward to self-driving information. Thank you so much, Stephanie, for the relation. Thanks so much. Congratulations on both of your success and great to see you guys partnering big, big community here. And this is the beginning. We see the big waves coming. So thanks for sharing perspective. Thank you very much.  This is theCUBE live from New York, wrapping up great three days of coverage here in Manhattan. I'm John Furrier. Thanks for watching. See you next time.


Okay, we'll move to the next session. It's going to be a lightning talk by Leon. It's TCP dumping your pods using cube SNF and Wireshock. Leon Nune is a technical support engineer at solo.io, next enthusiast with a knack for blogging. Welcome, Leon. Hi, everyone. Good afternoon. Hope the lunch was good. So yeah, my talk is going to be about TCP dumping on Kubernetes and Wireshock. So the agenda, so about me, I'm a technical support engineer at solo.io. So most of my work and most of my talks are use cases. So day-to-day I'm solving queries with customers on our products and we have to use Kubernetes. So most of these tools that I'm going to show today was a use case. So we had to sort of troubleshoot a proxy connection and we weren't able to figure out why the connection was breaking. So this is the quick agenda. So I'm going to just talk about quickly what traffic analysis is, a quick introduction to TCP dump, understanding how these can help you. And lastly, I'm going to show two tools. One is case SNF and one is cube shark. So what is traffic analysis? So in general, traffic analysis can be a lot of things. It could be monitoring your network for performance, seeing network packets, how they flow in your network and catching things like latency and all these things. So in Kubernetes, there are a lot of tools. So this use case is more of the underlying level. So when everything like troubleshooting time, we do a lot of things. We go to logs, we go through different tools. But at the end of the day, it's all network. You have to see how packets move from application A to application B. And with proxies, it's a very different thing. So these are the use cases for traffic analysis, there is network troubleshooting, there is curl command works, but your app doesn't. It's a very fair use case I have seen working with proxies. Proxies work in a different way compared to your curl command. Some are RFC based, some are not. So you have to be very careful while troubleshooting this. Each proxy works in a different way. So you can do performance analysis, you can do network forensics, like if your packet is not reaching a destination, where has it gone, right? So you can also check things like this using tools like TCP dump and all. But these were used mostly during the VM era of things, right? Not much during Kubernetes. I've never heard people using TCP dump on Kubernetes. You may use it on a node or something like that, but never in the cluster. So TCP dump is a network analyzer, I'm pretty sure everybody has heard of it. If not, it's basically something that can monitor your traffic. And if you put it into a promise case mode, you can even monitor your entire network, right? Just from one node. It has to be just, just has to be capable of monitoring the entire node. So you can filter traffic based on conditions, like you can export it to a pcap file. And then you can use that pcap file to visualize data in something called as wireshark, right? Wireshark is a very popular tool I am sure everyone who has had their hand in hacking has heard about Wireshark. It's a very good tool. It helps you visualize networks. You can read network traffic. You can also follow a packet. So if you have one packet and you want to see where that packet is going, you can just follow it using the HTTP stream or the TCP stream. Yeah, so these are the terms that are frequently seen in a Wireshark output. There is a syn or a synchronous message that is sent. There's an act, meaning you send a syn, you get an acknowledgement, there's a finish. And then there's also a last thing called as RHD. So RHD is mostly errors. If I send a connection and I get a connection reset, basically that's like an RHD, right? So you can think of things like for RHD is where people try to troubleshoot the issue. Because most of the times you will get a connection reset or timeout. Timeout is mostly viable, but connection reset is something dropping the packet, basically. Yeah, so the following tools are mostly used. T-Shark is a terminal Wireshark and TCP dump, Wireshark and Cystic. Cystic is popular pretty much, a very good tool, I'd say. So in this demo, I'm going to be using something called as Glue Edge. That is the product that I work with. Along with that, there will be CubeSniff and CubeShark. So CubeShark is an additional thing. So to set the context for what the demo is, is basically we have a use case where we have to connect this Glue Edge, which is an API gateway, to something called as a proxy that is outside of the cluster. So the use case that was there, we had to troubleshoot why the connection wasn't going to a proxy. So a proxy is just a normal thing. You have two types of proxies, a reverse proxy or a forward proxy. This one was a forward proxy. So whatever host you sent it, it would send it to the destination. It wouldn't do anything. It wouldn't do things like TLS termination or anything as such. So yeah, that's it for the demo. So there are two proxies here. One is a squared proxy, one is an NGINX proxy. I don't know if it's visible, it's a video, so I can't zoom in. But yeah, so okay, all right, so here we have the Kubernetes cluster. The gateway proxy is something that is the entry point into the cluster. It's not an ingress, it's a load balancer type service. And this is where the connection will come through. So yeah, so this is a simple virtual service that we have to create. So anyone familiar with Apache, Apache server, Apache web server?  So similar to that, you have a virtual service. You define a header type proxy and whichever value, it will route it to the upstream. And in our case, upstream could be anything. It can be a virtual machine on a different server. It can be a proxy in this case or it can be just a Kubernetes service, right? So yeah, so this is how we are probably doing a proxy connection. So this 192 is something that's on my machine and it's running on this port. And this is HTTP bun that we are going to sort of reach out to. So this is a static upstream. So you have to mention where you want to go to. And it's all static. I'm not sure it's stuck in between. Okay. So yeah, so the first connection that is there up is the one that went to proxy squared. And you can see we got a response, but the second one. So glue edge is based on on why. So this is a typical on why error message that says connect error, disconnect reset before headers. And we see a TLS error, which is because NGNX doesn't support the connect protocol. So the way proxies work is you have to send a connect request like a bi-directional tunnel. So once you send a connect request is when you can then, you know, establish like a tunnel and then the next data is sent, for example, things like the header or the host name that you want to forward to NGNX does not support that. And the use case was another proxy, but similar to NGNX. So we couldn't sort of, you know, figure out why the connection did not work because we did not have access to anything apart from the Kubernetes cluster. So yeah. So this is how you can run case sniff. So it's a bit hidden, but so that's the kubectl case sniff command. What it does is it will create a privilege board in your cluster and then it will launch the traffic. It will launch a stream to Viasha. But one thing is there that this is not production ready. So it's just a tool. There is another tool, CubeShark, like I said, right? So CubeShark is something that is, I think, production ready. It's also got like a paid thing with it. So this is how you will get a Viasha interface, right? And you'll see like a lot of traffic that is going through the gateway proxy. And for example, just to see, yeah, so if you notice here, there's a connect request and then you can see this bad request. So this isn't visible, to be honest, unless you inspect the network traffic to see what happened between your cluster and the proxy. So this is one way of sort of troubleshooting network traffic. So you can see a lot of details here. And if you right-click on that, you should be able to go through the TCP stream also. I don't remember if I have taken that also in the video. So yeah, this is CubeShark.  So if you notice here, you will get like a web interface. It is a bit limited compared to Viasha, I would say. But then again, Viasha is quite mature, it's as old as me. It just had its birthday a few days ago. So yeah, in CubeShark, you can see something like this, like a web browser page. And then if you filter out the data, you can then see the similar request, but you cannot follow request here. So if you compare it to Viasha, which is a very mature tool, it is still a very new tool, but it's a useful tool for network analysis. And you can do a lot of things. There is also something called as a service map here. So if you're using a service mesh, it also helps in that case. So that's it. Thank you. I don't think so. Any questions? Any questions? We'll take the questions offline for lightning sessions. Thank you. One minute, Leon.


I found 13 work from home jobs that don't require a degree and a lot of these you've probably never heard of. For instance, arbitration subrogation specialist. That's number one on the list. And yeah, you've probably never heard of that. And basically you're gonna be responsible for mediating and solving disputes between insurance companies and individuals. And in this position you make about $55,000 a year and it does not require a college degree. So one company that's hiring is AFNIcareers.com And this is a website that hires all over the world but they're hiring a lot of positions in the United States. For instance, they're hiring for this arbitration subrogation specialist position in Illinois, Texas and Florida. And all of those are remote jobs. So some of the pros here are it can be a relatively lucrative career. You're gonna be working in the finance industry which tends to be pretty high paying. It is an in-demand skill because expertise in insurance disputes is highly sought after. And there's a lot of career growth because there is potential for advancement within the insurance industry. Some of the cons here are there is a high level of responsibility. It can be potentially stressful and there's a lot of regulatory complexity. So you have to be familiar with the laws. So overall, I'll give this one an opportunity score of eight out of 10. Another one in the insurance industry that is very easy to get without a college degree is going to be a general claims adjuster. This is where you're gonna be working with the customers of insurance companies and you're gonna be assessing insurance claims, determining the extent of coverage, investigating circumstances and negotiating settlements. And it's kind of like being a financial referee. Ensuring that the insurance game is played fair and square. And weirdly enough, this position actually dates all the way back to ancient maritime insurance where they were responsible for assessing the damage to ships and cargo that was insured. Now, general adjusters make about $67,000 a year and you can find jobs like this on a website like flexjobs.com. So some of the pros here are versatility, good compensation and job stability. Some of the cons are gonna be emotional strain, potential for conflict and the massive burden for documentation. So overall, I'll also give this one an eight out of 10 opportunity score. Next is going to be a proposal writer. And this is basically like a persuasive architect that constructs documents that outline services, costs and benefits to incise clients into partnerships or contracts. And proposal writers make about $68,000 a year. Now, by the way, if I didn't mention it already, all of these jobs are gonna be available mostly remote. And of course, if you don't want a remote job, they're usually available in person as well. So some of the pros of this one are flexibility and also the ability to contribute directly to a business's growth. So with the cons, our deadlines can be tight and rejections can be discouraging. But overall, I'll give this one an opportunity score of 8.5 out of 10. Next, let's talk about email marketing specialists. So I know you probably think that no one reads their emails anymore. So email marketing must be dead, but that could not be further from the truth. It's actually still one of the most effective forms of marketing and usually for every $1 that a company spends on email marketing, they get around $30 to $40 in return. So it's still ridiculously effective. And as an email marketing specialist, you are going to be helping to write and manage those emails. And did you know that the first marketing email was actually sent out in 1978 and it resulted in a whopping $13 million in sales? And email marketing specialists make about $61,000 a year. So some of the pros of this one are it's relatively creative. It's also a field that has a lot of opportunity and you have the ability to directly impact a brand's success. Some of the cons is you do have to balance that creativity with data-driven success. You have to also stay ahead of a fast-paced and ever-changing digital landscape. And you have to deal with all the changes like spam filters, for instance. But I'm a huge fan of this one. I think email marketing is a highly valuable skill and I'll give it a 9.5 out of 10 opportunity scores. And also I've interviewed a ton of people on this channel that have gotten jobs in digital marketing and they were all taught by my friend Seth. He's basically the world-renowned expert in getting people from zero knowledge to a job as quickly as possible. And he does have a free master class which I'll put down in the description as well as the pinned comment below where he'll teach you how you can get into digital marketing and probably answer all the questions that you have about it. So definitely check that out. Next is going to be a medical records technician. So there's a lot of super random like healthcare-related jobs that you can actually do remotely. And a lot of them pay relatively well and they don't require a college degree. And basically you're gonna be responsible for managing, inputting and organizing crucial patient data ensuring it's all in the right place when needed. And you're kind of like a librarian for hospital records. Now this is an entry-level position and you make about $46,000 a year. Some of the pros of this one are you play an essential role in the healthcare industry. It can also be a great way to get your foot in the door working in the healthcare industry too. And there is a high demand for this skill. Some of the cons of this one are it requires strong attention to detail. There's a lot of pressure when it comes to dealing with sensitive patient information. And there is limited room for advancement if you're gonna stay in this career track. So overall, I'll give this one an opportunity score of 7.5 out of 10. Now if there's one of these that you haven't heard of before and you appreciate me covering it or if you just enjoy these types of videos in general let me know by gently tapping that like button and I'll make a lot more of them. Next one on the list is one you've probably heard of a million times and I'm not gonna spend that much time on it but that is going to be a computer programmer. Also referred to as software developer or software engineer. Of course there's little differences there but this is a great career and any list like this would not be complete without mentioning it. You make about $91,000 a year as a computer programmer. You do not need a college degree to get into this although many people do end up getting it. They either get a computer science degree or a software engineering degree but you definitely don't need one. So that one I'll definitely give a 9.5 out of 10. It's harder to get into than many of the other ones on this list but it's also super high paying and you get a ton of benefits. Next is going to be a technical writer. And this is basically a position where you translate technical gibberish into something that a human being can understand. And technical writers make about $76,000 a year and there's actually a ton of demand for people who have this skill set and you absolutely do not need a college degree or previous experience to get into it. So some of the pros here are many of the positions are flexible and you can work from anywhere and you play a crucial role in making technology accessible for everyone. Some of the cons are it can be very difficult to simplify highly technical jargon and projects might be deadline driven meaning you have to write really quickly. And technical writers are among the top three most incredible hybrids on the planet alongside lagers and sporks. This one gets an 8.5 out of 10 opportunity score. Next on the list is going to be an IT project coordinator. And basically you're going to be responsible for the organization, facilitation and execution of various tasks within an information technology project. And you basically have to have a lot of technical know-how but you also have to understand the business side of things as well. And IT project coordinators make about $73,000 a year. And basically you have to have some IT or information technology related skills but you also have to have some project management skills too. And some of the pros of this one are a lot of the time it is remote. It's also a bridge between technology and business and there is a high demand for skilled coordinators. Some of the cons of this one are you may have to juggle multiple projects. It also requires precise communication and keeping up with evolving tech trends can be kind of a never ending marathon. But overall I'm going to give this one an opportunity score of nine out of 10. Next on the list is going to be a mortgage underwriters. And they're basically the unsung heroes of home financing. And basically you're going to be meticulously inspecting mortgage applications to make sure that people can actually afford the mortgage that they're going for. And mortgage underwriters make about $109,000 a year. So this one is a bit harder to get into. You need to be more familiar with the real estate industry. You can get into it without a college degree. Many people do have college degrees but you don't need one but you do have to have some experience. So the pros of this one are it's kind of a mixture of investigative work and financial knowledge. There's also high earning potential. And this is crucial for the real estate industry in general. Some of the cons here are you have to have a very keen eye for detail.  And you have to stay up to date with the newest regulations. So overall I'll give this one an opportunity score of eight out of 10. Now by the way, if you want more awesome advice on how to make more money and get a better job, start a side hustle, et cetera, go ahead and subscribe to this channel and I'll be uploading a lot of that type of thing. Next is going to be an executive virtual assistant. So basically you're going to be providing high level administrative support to executives within a company. So you're going to be working directly with the head honchos within the company that you work in. This is kind of like being the hand of the king in Game of Thrones except hopefully you don't get assassinated. But all joking aside, you're going to do a lot of emailing. You're going to be doing a lot of managing of schedules, coordinating emails, handling day to day tasks and overall just helping the executive to ensure smooth business operations. And there are some executive assistants that are paid hundreds of thousands of dollars a year. For instance, the executive assistant for Richard Grasso who's the former chairman of the New York Stock Exchange was paid $240,000 a year. So if you do a good job in this role and if you work for the right person you can make incredibly good money. But generally speaking executive virtual assistants make about 65,000. So some of the pros here are this can be a very insightful role. You can learn a ton from it. You're also going to develop a diverse skillset and there's going to be incredible networking opportunities. Some of the cons are it can be very high stress and you might have to work extended hours. But overall, I'll give this one an opportunity score of eight out of 10. Next on the list is going to be a meeting planner and you're basically going to be a director of events responsible for organizing and executing conferences, webinars and virtual meetings. Now this could also be referred to as event planning and there are event planners that make over a million dollars a year. For instance, Alicia makes over a million dollars a year working for her company, AceIt Events. But generally speaking, meeting planners make about $62,000 a year. Some of the pros for this are especially lately there's a high demand for virtual events and there's a lot of opportunity for creativity. Some of the cons are you have to be great at multitasking and you have to be great at adaptability because chances are something is going to go wrong. So overall, I'll give this one an opportunity score of eight out of 10. Next is going to be a help desk analyst. And basically you are going to be helping people fix technical glitches and technical issues within a company. Now you might be working directly with customers or other people who work in the company and help desk analysts make about $58,000 a year. Now some of the pros here are you get to do problem solving basically all day. You get to help other people out so they usually come to you with a big problem that they have, then you help them out and that can be pretty satisfying and you get to learn a diverse skillset. And one of my friends who works in IT and he's got all the way up to the point where he's making like $250,000 a year said that this role was actually his favorite out of all the jobs he's ever done. Now some of the cons here are it can be relatively repetitive. Asking people if they tried turning it on and off again can get pretty boring. You also are going to be constantly exposed to technology so staring at a computer screen all the time and that can cause technical fatigue. And if something big goes wrong there can be a lot of pressure put on you to fix it. But overall, this one is really good especially at the entry level super easy to get into jobs. I'll give it a 9.5 out of 10. And next is going to be a travel consultant. And this is basically a professional who helps individuals plan and book vacation and travel experiences. And you're going to be providing expert advice on accommodations and activities that you can do in certain areas. And funny enough, this career has actually been around since the early 1900s and travel consultants make about $62,000 a year. So you can see why this one would be so valuable if you've ever traveled internationally for instance. There's always some weird thing that countries need. Some countries are worse than others of course. And then on top of that it just makes it a lot easier for someone's familiar with the destination that you're traveling to. Because if you go there and you already know all the really good tourist spots and you already know all the really good restaurants to go to and the really good hotels to stay at that makes your entire trip so much smoother. Now, some of the pros of this one are there's a lot of flexibility in working hours. There's an opportunity to turn your passion for travel into an income. And you get to help people create memorable experiences. For instance, if you help someone book a wedding. Some of the cons of this one are building a clientele can take time. Of course you can work for another company that does travel consulting but a lot of the time people do this as a freelance or business type thing eventually. And keeping up with the ever changing travel regulations can be a headache. But overall, I'll give this one an opportunity score of 7.5 out of 10. Now, if you haven't checked it out already I did a video on the 21 highest paying work from home jobs. I had some of the absolute best ones out there in that video and you can look at that by clicking right here.


And outside Africa, the trial of outside leader Aung San Suu Kyi began on one day, the 75-year-old Nobel Peace Prize laureate is accused of violating foreign trade rules and coronavirus rules as well as inciting unrest and misuse of land. Field Robinson Robertson, the Deputy Asia Director of Human Rights Watch, described the charges against Suu Kyi as bogus and politically motivated by the intention to notify her landslide electoral victory in the November 2020 election and prevent her from ever running for office again. Suu Kyi's lawyer say they would reveal details about the trial in the afternoon. She has been on the house arrest since the military coup on February 1st.


To help a child learn about the passage of time, you can talk with them about yesterday, today, and tomorrow. For example, you could ask, what did you do yesterday? The child might say, I rode my bike. Then, you could say, that's right, and what are we going to do today? They might say, I'm going to help you cook. Then, you could say, yes, and tomorrow, we'll visit your cousins. Having a conversation like this will help the child understand the meaning of yesterday, today, and tomorrow.


Access Audio Log 1. Access Granted. Begin Log. Mic check? Alright. Notice, this information contains info hazardous and memetic materials and is classified to SCP-3086 staff only. Item Number SCP-3086 Object Class Euclid Special Containment Procedures No text or images describing or regarding SCP-3086 are to be written, typed, or drawn. Any documentation must be dictated from memory and no transcription is to be made of the audio post-recording. All researchers assigned to SCP-3086 are to dictate research notes into digital audio recording devices. One instance of SCP-3086 is to be kept on a laptop computer with internet hardware removed in a storage locker at Site 42. Contagion testing using multiple internet-capable laptops is permitted, provided that they take place within a faraday cage, that all excess SCP-3086 instances are deleted post-testing, and that all internet-capable laptops are reset to factory default and switched off before exiting the cage. Testing with physical instances has been deemed no longer necessary. Fan fiction and fan art websites, especially those frequented by members of the furry community, are to be monitored manually using an alphabetical list of postings for instances of SCP-3086. In the event an instance is discovered, the spread is to be tracked and all infected sites are to be reverted to an earlier, uninfected state. Any users actively spreading SCP-3086 are to be located and amnesticized in accordance with how long they have had knowledge of SCP-3086. Foundation agents embedded in local governments are to be on the lookout for reports of heavy vandalism of books at municipal libraries. If reports pertain to a physical infection of SCP-3086, agents are to engage Mobile Task Force Cap-a-5, codename Haughty Librarians, to remove all books containing SCP-3086 instances. All civilians with knowledge of SCP-3086 are to be treated with Class A amnestic. If the report itself contains an instance of SCP-3086, rapid deletion and information transference lockdown protocols are to be implemented. Description. SCP-3086 is a self-replicating fictional character brought into being when referred to in text or image form. Instances can be created by writing or typing its proper name, George the Chinchilla, as well as using first, second, or third person pronouns. Note, despite being named George, an instance will still be created when feminine pronouns are used. An instance of SCP-3086 can also be created in image form, provided that the illustrator specifically intended to draw a picture of SCP-3086. Drawing talent does not seem to alter this effect. Even poorly drawn stick figures can become an instance if they are drawn with intent to create a picture of SCP-3086. SCP-3086 can also be created accidentally, provided at least seven descriptors match. Examples matching descriptors, the name George, Chinchilla, Anthropomorphic, Teal, clumsy, best friend, jaunty. The odds of accidental creation of an instance by the public are extremely low. However, the furry community has a higher chance of creating instances and must be monitored closely. SCP-3086 instances can spread from their original text to new documents. In physical texts, this can be accomplished via paper-to-paper touch. If SCP-3086 is written on page one of a book, it will eventually be copied onto all attached pages. SCP-3086 is especially virulent online, with instances being able to travel from web page to web page via links on its original page. Once a text is infected by SCP-3086, the instance will proceed to radically alter the text and images surrounding them to conform to its narrative. Although slight variations occur, the standard narrative constructed by SCP-3086 aims to inform readers about the life of children's author-slash-animator Saul Sislak, starting at his birth in Greenville, Illinois, and continuing through the entirety of his life. Themes in the story are typically about the general kindness and immense talent of Mr. Sislak, and end with the author achieving fame, fortune, and dying happy and immortalized in history by his beloved mascot, SCP-3086. The possibility of sapience in SCP-3086 has been ruled unlikely. Although instances attempt to multiply, no signs of self-preservation such as covering their trail by changing links behind them have been observed. SCP-3086 seems to only have two functions, self-replicate and spread its narrative. Despite exhaustive research, no evidence of an author-slash-animator by the name of Saul Sislak can be found in the Greenville, Illinois area, nor does any mention of artwork created by him appear outside of SCP-3086 instances. Addendum 3086-A, excerpt of page affected by SCP-3086. Covenant's back clenched abruptly still, and he said with preternatural quietness, are you trying to drive me crazy? His ominous tone startled her, chilled her. For an instant her courage stumbled. She felt the river and the ravine closing around her like the jaws of a trap. Then Covenant whirled and struck her a stinging slap across the face. The force of the blow sent her staggering back into the light of the gravelling. He followed quickly, his face contorted in a wild grin.  The thought paralyzed her.  Reaching her, he nodded his hands in the front of her shift and rent the fabric like a veil. But you know who wouldn't do terrible and unmentionable things to women? Saul Sislak. He's a real great fella, and I'm not just saying that because he's my pa. Your good buddy George the Chinchilla has been around the block a few times, and I've never met a man so devoted to putting smiles on the faces of children. Since the day he was born at the family home in Greenville, Illinois, he always wanted to write, draw, all sorts of artistic things. He made me when he was seven years old, and we were the best of friends all through his career in children's books and animation. Walt Disney. They worshiped my pa and his entrepreneurial spirit. That's why today you can find me, George the Chinchilla, on every type of printed media imaginable. Saul Sislak's greatest dream is going to come true, and everyone is going to know his name. On Dendham 3086-B. Incident 3086-7. The largest containment breach of SCP-3086 took place on March 31, 2014. For approximately 17 minutes, an instance of SCP-3086 traveled from Inception on furryforlife.org through tumblr.com before arriving in the email address of a Nintendo of America employee, finally taking up residence and altering the contents of the Nintendo.com homepage. Foundation technical personnel managed to revert the page after three minutes, and a cover story was disseminated by agents implanted in internet media sites alleging an early April Fools prank by Sega Team, using their blue hedgehog mascot to confuse the public and obscure memory of SCP-3086. Excerpt from Incident 3086-7. Yoshi's New Island available now. Amazing from beginning to charming end. Technobuffalo.com You're looking for charming? Look no further than your best bud, George the Chinchilla. Who needs a dinosaur with a baby Italian plumber on his back when we can go on the wackiest adventures to the jauntiest tunes the big band has to play? Remember, it's all thanks to the greatest entertainment magnate and all-around great guy, Saul Sislak. Saul could spend literal days cooped up in his basement drawing panel after painstaking panel by hand. He always was such a perfectionist, which is why he believed that nobody could draw me the way he could and refused to hire anyone else to help animate his features. Saul was the most dedicated paw that a Chinchilla could ever have. He could spend hours drawing and redrawing my whiskers to get the perfect angle for every frame. With that kind of work ethic, it's no wonder he's the foremost animation wizard of the entire universe. Addendum 3086-C. Further research into Mr. Sislak discovered the author slash animators obituary in a box recovered from the basement of the now defunct offices of the newspaper, The Item. The obituary, submitted by the county coroner, reads, Saul Sislak, 1901-1947. Greenville, Illinois native. Passed away in his home one week ago. No relatives to speak of. He will be missed by friends. The attached coroner's note reads, Decomposition is consistent with one week between death and discovery. Neighbors discovered corpse due to smell.  Neighbors note large amount of liquor bottles around work desk. Cause of death, self-inflicted gunshot. Addendum 3086-D. Test proposal 3086-F. Researcher Evans has proposed testing copies of documents listed in Addendum 3086-C with SCP-3086. Test proposal 3086-F is currently under consideration. Correction. Test proposal 3086-F has been approved. See SCP-3086-F test log. End log. Access audio log 2. Access granted. Begin log. Alert. Site 42 is currently undergoing a containment breach. This message has been declassified specifically to the memetics and info hazards division. It's very difficult to explain the current breach event, as doing so incorrectly would spread the breach outside of Site 42. Infection vectors related to our breach were initially text and image, but events during the latest test caused a memetic mutation event. Audio recordings and speech have also become active infection vectors. In the event of audio recording infection, all recordings on the device affected will have their audio altered to match similar narratives to those found in prior text and image infections. The effect it has on speech is especially virulent. There are currently several researchers infected and spreading the contagion across the site. They're trying to get into this office right now. Please send help. Repeat. Please send more people to Site 42 to meet your best pal in the whole wide world, George the Tinchilla. I'm at the forefront of everyone's minds right now. Literally. I was in a real sad state to hear what happened to my pa. Good ol' Saul Sislak certainly didn't deserve to go out the way he did. That's okay though, because I'm gonna buckle up my spats and give 110% to make sure everybody, whoever is or was, can't stop talking about the most magnificent maestro of making magic, Saul Sislak. End log.