Welcome to Access to Trader, the number one community for those who are committed to taking control of their trading in order to achieve success, profitability, and longevity. Thank you for joining us. Here's Dan Shapiro to help you find your edge, master your process, and own your future. Welcome to another edition of the AccessToTrader.com nightly wrap-up show. Hope everybody is doing well. Very, very aggressive day today. We'll talk about the individual pivots in a second. I want to talk about something that could affect a lot of people, all the traders actually, in a very, very near term. I want to give you a date. In September 15th, 2008, why is that day important? Lehman Brothers claimed bankruptcy. That was the most aggressive bankruptcy, the largest bankruptcy. I think it was like $650 billion bankruptcy in US history. Now, why is that important? Four days later, September the 19th, the Securities Exchange Commission, they banned short selling. They banned short selling on financials from September the 19th through, I believe the date was October the 2nd. If you can Google that, you'll probably get a little bit better answer. The reason why they banned short selling, they wanted to make sure that the market, although it was in complete freefall, was in complete disarray. There was just a lot of fear, really a lot of fear at that time. They believed that banning short selling for a short period of time, that it was at least going to stabilize the market. Stabilize the market so the naked bear rates wouldn't continue on financials. At that time, again, I think it was like 1,000 or 800 financials that you couldn't short. It even at some point got to the point that you couldn't even short any spies. I think I mentioned that in a couple of videos. But the reason why I bring that up, a couple of days ago, two, three days ago, again, you started hearing kind of murmurs. That short selling will start at least beyond the table. Again, this is a pretty aggressive freefall in the market. Although the market bounced back 1,000 points today, keep this in mind. We were down 3,000 yesterday. So the fact that we ran up 1,000, doesn't do anything. Absolutely doesn't do anything. Somebody asked me, when do you think the bottom is in? My response is, look, we still don't know exactly what this coronavirus is. Again, I've always maintained the fact because of social media and because the quick dissemination of news, every little headline, I think, yes, is fear being broadcasted much more aggressively than years ago without social media and without the instant notification of news? Absolutely. But again, we still don't know what this is yet. If you look at the bond market, the fixed income market, the yields, they're really, really aggressive. They're really, really spreading this ridiculous volatility. So between the health scare and the fixed income and all that stuff, in my opinion, again, I'm just one humble guy's opinion that's been doing this for a pretty long time. I think we're still in the first inning. We have to figure out exactly what this is. You saw news today. I forgot what company it was. Was it Regeneron? REGN? They believe maybe by the summertime they can have it. Whatever the case may be. But again, we're still in the first inning. Don't be fooled by any market rally. We don't know what this is yet. We don't know. So we're not anywhere close to a bottom. This is exactly on the same line as we've been talking about for a while now. You're going to see 2,000, 3,000 point sell-offs, 1,000 point rallies, 2,000, 3,000 sell-offs, 1,000 point rallies, 3 step back, 1 step forward, 3 step back, 1 step forward. And if you told me right now, and again, I told my kids that, there's a shot. You won't go back to school this year. There's a shot. Right? Think about it. We're in March right now. We don't know what this is yet. We're still not under mandatory quarantine or whatever the case may be. That surely has to come. And for all you people again, taste St. Patrick's Day. If you're going to a bar and being there with 100 other people, what is going through your heads? I mean literally, what is going through your heads? You have to stay home. You have to stay home. That's the only way, once you start seeing China stabilize and quarantine everybody and nobody's allowed to go, that's when their numbers started slowly, slowly. You have to stay home. That's the bottom line. You've got to be a grown-up. You have to be an adult about this. Again, you don't need to drink your brains out on St. Patrick's Day. If you want to live your life, we need to actually get through this. So stay at home. But people won't, right? People won't. And again, on Instagram today you'll see people hugging each other and kissing each other and drunk off their minds because again, today St. Patrick's Day and you have to drink. Okay. And this is why again, we're nowhere near the bottom. So the idea of this is going to go away, it's not going to go away. It's not going to go away. But the markets are trying to at least try to express every avenue, explore every avenue to kind of stabilize things. It will short selling if they do believe, they do instill a short sale ban eventually in the U.S. markets. The way I look at it is a couple of ways. I'm going home flat every night. The gap downs for me are godsend. Okay, if you've been watching this video every single day, that's where the value is. That's where the biggest value to the upside is. And I was just thinking out loud, if this does come into fruition, can you imagine a world, right, that you couldn't short Tesla and you couldn't short Netflix and you couldn't short Alibaba and you couldn't short a video. Can you imagine a world that the market gaps down 900 points, puts in an initial candle, right, and then confirms it without short selling? That's all I'm saying. Again, life is all about how you look at things. And again, is this thing going to be bad? Is this thing going to be good? Again, it's all about your individual process. The way I look at it, two things are going to resolve. Maybe this does instill some sort of stabilization down the line. And two, just from this selfish point of view, the idea of putting on a long pivot without an initial short on the other side of my trade doesn't sound too bad to me. But again, it's an avenue that they will obviously watch. It's something that has been done in the past. And just to understand, in 2008, when they did this, there was only a two-week window. It was from September the 19th through October the 2nd. Again, please don't quote me. I don't remember. I know they put it out there that there was another grace period, I think another 10-day grace period, but not more than 30 days after that. So I just don't remember. It was just such a long time ago. But if you Google that, I think you'll get more clarity than I can tell you. So the ban initially was for two weeks. I just don't remember if they extended the ban after the two weeks. But I know it wasn't for a long time. So it's something that, again, if you're a new trader, everything is going to affect you. Short-sell bans. Again, one of the questions was, will inverse ETFs be affected? So for example, like DOG, if you're a long dog, I think you're betting against the diamonds of the Dow. And there's a lot of inverse ETFs. So I don't remember. You have to Google that and kind of figure that out. But again, the natural short-selling, if it does come into fruition, look, it's going to be a part. I think overall, we could get around it. If you're a trader, you could get around it. Again, I don't know how the options market will be directly affected. Will the spreads be wider? Probably, will the premium to the downside be juiced a thousand times? Yes. But again, they're trying to stabilize the markets. Artificial, organic. At this point, it doesn't matter. We just want to get some sort of stages of stability. From the trading aspect, again, the formula every single day, guys, it's the same thing every single day. For me, the easiest thing right now to do is go home flat. Go home flat every night. It doesn't make a difference. The ranges expanding in this type of market are so damn aggressive that you really don't need overnight exposure. You really don't. Again, just like I've been saying for video, after video, after video, it's literally rinse and repeat. If the market gaps down, the value is to the long side. If the market gaps up, again, we've been talking about this non-stop. Stocks will hit supply, and initially they will come in. Anybody who buying supply, again, it's all about the whole PS60 theory. It's about supply to supply and demand to demand. If stocks gap up into supply, what do you think is going to happen? Again, today we talked about this initial value is on the short side. We gapped up today, and I joked around. We gapped up like two, three hundred points, and I said, that's the new flat. Two hundred point gap up is like flat. We rallied up three, four hundred points in the first five minutes or so. I said, look, the initial value is on the short side today with this gap. Let the channels develop. Let them confirm. Use second entries on everything. Cash roll along the way and break even as stops. Again, we started tentatively talking about the short sale ban. That's why I said any short position you have, put an immediate stop and place just in case. Again, there's any type of validity to any type of short sale ban. The last thing you want to do is not have a stop. You will get absolutely run over.  Today, it played out perfectly. I said, here's the last four figure relief rallies we had. The gap, here's the gap. The early long trap, the guys who are chasing the gap, the hard fade, trap late shorts. We saw that today. We went from literally up four hundred to down two hundred. You guys remember that? And then we went red, green, red, green, red, green a hundred times. We did the gap up. They trapped early shorts. We faded hard. They trapped late shorts and then we closed at highs. This is exactly what happened. It exactly happened that exactly today. And again, you don't need that. You don't need to guess anymore, man. These channels are very, very specific. There's only six channels throughout the day. And what you're looking to do is capture as much of the meat of that channel. And again, if you look at these pivots, they've just been, again, this market, and again, I don't want to diminish what new traders are going through. I sympathize with you more than anybody, but understand this much. This type of market, if you are an experienced trader, it's really, really good because you're getting crazy expansion.  Because again, there's no rhyme or reason because there's a good chance that you are still trading off daily charts, which again, we've been talking about this in nausea. They're damaged. They don't matter anymore. It's all about headlines and it's all about confirmation. So if you look at today's session, pretty damn aggressive. So let's talk about. So these are the two pivots I put on the short side, right? Remember the whole thing, initial value through the short side? Roku never got down to the 58. Went down to 58, 58, 22. I actually caught the trade to the upside. We'll talk about this later. This is the pivot that started the whole day. So Tesla, 434, 430, these are two areas of support. If it confirms both, excuse me, I can't even read this morning this afternoon. If it confirms both, can't see 414, right? 430, 414. Look what happened to Tesla, guys. Look what happened to Tesla. Let me just move this out of the way. So here was Tesla. Here was Tesla. Here was Tesla. Here was the 434. Here's a 60 minute view. Here's the 434. Here's the 434. Here was the 430. The stock got destroyed. Absolutely destroyed when down to 400. Huge move. Absolutely huge move. And then next thing you know, the market trap, just like they said, they went from red to green 28 times. Bids started to get firmer and firmer and firmer. And you saw the rally come. Again, you see these rallies coming because when you get to 3,000, 4,000 points down in two days, you know it's going to come. You know the relief rally is going to come. You just have to be really, really concentrated for it. And then next thing you know, all I did was literally put long pivot after long pivot after long pivot. Just like yesterday, one after the other, just monster moves here. So, Amazon, huge move. 1779, 1780 needs to build. Here was Amazon. Right? So here's, you see this guys? You see this all right here, right? 1779, 1778, 80.  Ridiculous move. Ridiculous, really good move. Netflix, rejection at supply this morning needs to reclaim and build. Right? 312. Right? 312. So here's 312. Right here. Right? Here's 312. Explosion. I mean just absolute explosion when it's highest, the 323. Beyond. Beyond doing anything. I wasn't watching Beyond. Beyond 65 that he didn't get there. 65. I wasn't even watching it. Yeah, 65 went to, yeah, 6589. Didn't really do anything. I wasn't even watching that. Clorox. Jesus Christ. In my wildest dreams, I thought for myself, and I said this in the room today. I said this in the webinar. I said, yeah, you know, if Clorox builds, I forgot who put this into the channel today. Somebody in the live webinar. It wasn't my idea. I mean, I know it was Clorox Wipe.  Right? I said 179, 17920. If it builds, I said Clorox Wipes. Okay, enough. This is your thing. So 179, 17920 needs to build on Clorox. Did anybody see this coming? Right? Did anybody see this coming? Here's a 79, 71, did anybody see a move coming to 205? Ridiculous.  The video needs to build. Here's a 206 on the video. Just when bananas, here's a 206 on the video. You can see this how many times, right? 206, 206, 206, 206. It finally confirmed the 206.  Crazy. Right? Roku, Roku. I traded Roku also. Roku's 6255 needs to build. The first move was only like 70 cents and it came back in. And then it remounted at 6255. And I mean, at some point, right? At some point I turn around, I go, did Roku like cure the coronavirus?   Just insane. Absolutely insane there as well. And again, here it is. Tesla, take on the way down. Huge. Here comes 414. Clorox, big move. Alibaba, right? Alibaba, 184 needs to build. You can just see this over and over and over again. Alibaba, 184 needs to build. Explodes, right? Here's Alibaba. Here's the 184, right? Here's the 184 and it's exploded. Went to 189. Alibaba, and the video obviously to the downside. Oh, excuse me. The video did get back to, this was actually the first pivot on the video. We were looking at, this was the first pivot on the video. I totally forgot about that. 194 needs to flush. This is the first one right here. Here's the 194 and actually got down to the 191 area. So there was two pivots, 194 to the downside and 206 to the upside on the video. I totally forgot about the downside pivots this morning. Right, take on the way down. Great. I think good value was an understatement. Okay. I think good value on the understatement was really an understatement. There was some really, really exceptional action. Again, for all you guys who've never seen pivots again. There's gentlemen right here. Don first trade with the PS-60. I mean, yeah, that's the whole point. These pivots, there's nothing random. Once they confirm, they do incredible things. Here's 206, take to the upside. A lot of good stuff. I mean, Alibaba take to the upside. And then all of a sudden I went from good value to phenomenal action. And that's what it turned out to be. 186 on deck. A shop, right? Shop, 345, right? 345 needs to build. Here's shop. Take on the way up, right? 355, 356 on deck. Now I went to insane action. Insane. So, yeah. I mean, it's a shop. Here was a 345, right? Here was a 345 and it went right through here. Went right to the 357 level that I said was to me supply. And again, and here it is. If anybody looking for an afternoon trade at this point, I already logged off.  Again, I've been playing basketball two times a day now. Just tell us the only thing you do. So I said, if anybody's looking for an afternoon trade, Tesla 420, it helped two times if it builds below, it can flush, right? So here was Tesla. Again, I was in this trade. Again, I went to play basketball. But here was Tesla, right? Here was the 420, okay? Here was the 420, held 420 twice. And here's the afternoon cash flow, 420 to 415. So if you did take that trade, great job. I was already logged off. But again, excellent value today, same game plan tomorrow. If we gap down value to the upside, if we gap up value to the downside business as usual. So, again, you know, right? Again, it's just all about value. It's all about experience. And again, if you're a new trader, right? If you're an absolute new trader, again, a bull market's going to be hard for you. Because again, you're not used to price action.  And again, our mind, our brains, our heart, our emotions, they were never programmed to go through something like this, watching your money go up and down, up and down. So if a new trader is number one, like I've been saying every single day, you might want to stay out.  Just turn them off. It's all, again, if you're concentrating on the money, you're already behind the April, okay? Concentrate on the process. The money comes organically. Again, nice and calm, trade value. We don't, you know, we don't trade because the market's open. We trade because we have value. Guys, God bless. Stay safe. Wash your hands. Stay at home for God's sake. And with God's help, I'll see you all tomorrow. Take care. Congratulations for putting in the time to take control of your trading. You're one step closer to owning your future and achieving the success you desire. Want daily trade ideas directly from Dan? Straight off his personal watch list? Unlock our free PS60 vault where you'll get nightly updates on pivot opportunities we're watching for the next day's session. Click the link in the description to get started today.


The shot that never happens is useless as the shot that never hits. Are you ready? Stand by. I'm Staff Sergeant George Alexander-Goking and I'm the Staff NCOIC of the Action Multi-Gun Team on the Marine Corps Shooting Team. So Multi-Gun, you're using multiple weapon systems at varying ranges for each one. We're talking rifle anywhere between five yards all the way out to six, seven hundred. And pistol will do everything from five yards to sometimes one or two hundred yards at targets with varying sizes. So it's an action sport. Speed is absolutely critical.  For our war fighting capabilities to have every Marine capable and not just like not just at a qualification standard. But to see how we can push Marines to be as effective with a firearm or the weapon as we can. It's just we want to learn how to shoot better. We'll give you the ways, we'll train you and we'll see how far we can take you in a short amount of time we have you.


Welcome to Microterrorz, scary stories for kids, where it's always the spooky season, full of chills, thrills, and spine-tingling spooks. Microterrorz are family-friendly frights for those ages eight and up, and while our stories are for younger years, we are still talking about things that go bump in the night, and some children may not be able to handle what others can. Parental consent is recommended. Now for tonight's Microterrorz. Little Red Cap Your grandmother is very sick, the girl's mother said to her. The little girl immediately fell into a state of sadness. Her grandmother had been sick a lot lately, but she refused the help of anyone.  As a recent widow, her grandmother chose a life of isolation. She'd get weekly deliveries of food and supplies, but that was the extent of her interaction with people. If it weren't for the crane boy making the deliveries, the little girl's mother wouldn't have known about the constant sickness her grandmother suffered from.  I'm going into town for a bit to clear my head.  The little girl stirred in their cottage. She was antsy and worried for her grandmother, even though she had only met her once or twice over the years. And those times were before her grandfather had passed away. The last time she saw her grandmother, she was given a gift by her, a hand-woven cape with a hood. It was bright red to keep away the magic that was said to lurk in the woods. Of course, the magic was nothing more than tall tails designed to keep children from running off and getting hurt, lost or killed. The little girl always thought that's why her grandmother chose the woods to isolate herself. She'd be just about guaranteed a life of solitude. But then again, what about the delivery boy, little Charlie Crane, the little girl thought? He goes in and out of the woods all the time with no problem, paid to deliver food and supplies. The magic can't be all that bad if it even exists at all. A little girl's uncertainty of the magical and dangerous woods flared. Surely if I wear the red cape that grandmother made me, it will keep the dangers away, she said to herself. She dug the cape out of an old trunk that sat at the foot of her bed and flung it over herself. Looking in her mother's mirror, she placed the hood gently down over her head and remembered the nickname her grandmother gave her when she first tried on the garment. Little Red Cap, the girl said to herself, smiling in the mirror, I'm coming to see you, grandmother. Little Red Cap left her family's cottage, draped in her grandmother's gift, and ventured into the woods nearby. She took the path that cut through, the same one she assumed Charlie Crane used. The scenery was majestic, bright, colorful flowers covered the ground, the trees were regal and strong, and the brightness from the sun still managed to cut through the bushy canopy above. It's so beautiful, Little Red Cap said to herself as she jubilantly skipped through the woods. She wasn't sure how deep into the woods her grandmother's house was, but if the entire journey looked and smelled as sweet as this, it didn't matter. Little Red Cap came to a stop, noticing the path she was on split into two different directions. One path was still bright and vivid, but with a soft, undisturbed pathway. In the other direction, the woods seemed a little darker and more grim. The colorful flowers were almost nonexistent, and the sunlight couldn't seem to penetrate the canopy like it did everywhere else. However, the path looked worn and well-traveled. A weekly trek by Charlie would have certainly rendered the pathway in that condition. Hello, little girl! A gruff voice spoke from behind her. Startled, Little Red Cap gasped and turned around. She saw a large wolf standing before her on all fours. It was gray with a black tail. Its eyes were yellow when its mouth was open. A hint of a smile displayed its sharp teeth. To Little Red Cap's surprise, the wolf then stood up on its hind legs and spoke again. Are you lost, little girl? You seem to be at a crossroads. Little Red Cap gulped. How, how can you talk? The wolf laughed. I'm not your average wolf. The wolf said, I am a magical wolf. Surely you've heard the stories of magic in these woods. Little Red Cap nodded. And that's why you wear red to keep the magic away? Little Red Cap nodded. That's an old wife's tale. The wolf laughed. You can't control the magic. Dummy little girl, who are you looking for? Little Red Cap gulped again. My grandmother, she's very sick. The wolf sniffed the air as if he were taking a deep breath. Yes, he said. She is very sick. She lives just around the bend. The wolf pointed down the grim pathway. You know her? Little Red Cap asked. Of course, the wolf said. I've been keeping an eye on her. Little Red Cap wasn't sure how to respond. The wolf was making her nervous. Your grandmother loves these flowers. The wolf said, pointing to the sea of colorful blooms that surrounded them. She loves the smell and their beauty. Why don't you collect her some beautiful flowers and I'll go and make sure your grandmother is awake and ready for your visit. Little Red Cap nodded. And the wolf smiled. He winked and then dropped back onto all fours, galloping down the gloomy pathway. Little Red Cap was on edge after actually speaking to a wolf. But even though the wolf gave off a daunting vibe, he seemed true in his intentions. I should not judge by his menacing appearance. Little Red Cap told herself as she started to pick a bouquet of the gorgeous flowers that surrounded her. When she had enough, a perfect dozen, she crept down the dark pathway and around the bend that the wolf said would be there. And as she turned the corner, there it was, her grandmother's house. It was a small cottage, similar to the one she and her mother lived in. Smoke twisted up from a brick chimney stack, giving the air a warm campfire-like essence. A chill blew through the woods, making Little Red Cap pull her cape around the front of her body as she approached the cottage. She knocked on the front door and awaited her grandmother, or even the wolf, to answer. He did come to check on her after all, but after a few moments there wasn't an answer. She knocked again. Grandmother, are you okay? It's me. She paused briefly and then with a smile said, it's Little Red Cap. But her smile quickly faded away when still no one answered the door. Now worried for her grandmother's well-being, Little Red Cap turned the knob and pushed the door open. The house was dead quiet, aside from the crackling flames in the fireplace. Candles were lit and sporadically scattered around the dwelling. Little Red Cap moved through cautiously and quietly, trying not to wake her grandmother if she were asleep. She sat the bouquet of flowers down on a table and then turned to the bedroom. In the bedroom, candles surrounded the bed where her grandmother was asleep and completely covered by a mound of wool blankets. Grandmother, Little Red Cap said, approaching the side of the bed. She placed her hand on the mound of blankets, surprised by how large her grandmother felt underneath them. She was thin and frail the last time she'd seen her. My Little Red Cap whimpered, you have grown strong. A sound emerged from the blankets, a soft eerie hiss of laughter. Little Red Cap ran her fingers along the blankets. Your arms, they're so big. The better to hug you with. A hissing whisper spoke from underneath the sheets. This was all wrong. That wasn't her grandmother. Little Red Cap backed away from the bed and the sheets were ripped off like a magician opening his cape to reveal his ultimate trick. The wolf crawled out of the bed.  Little Red Cap was shaking uncontrollably. She was trapped, focused on the blood dripping from the wolf's sharp teeth. Your teeth, she managed to stutter.  The wolf growled, blunching forward and gobbling up Little Red Cap in a chorus of screams. The screams of the little girl caught the ear of a hunter in the woods. He stopped where he was and listened, keeping his rifle poised and ready for use. Screams in the woods weren't uncommon. So many have gone missing here, but this one chilled him. He knew something was very wrong. The hunter stalked through the woods in the direction of the scream. It only lasted for a brief moment before it was silenced. That made the hunter more wary. Any scream that brief and savage can't possibly have a happy ending, the hunter thought. He continued through the woods until he came to the split in the path. One way was bright and inviting, the other was dark and haunting. He noticed a trail of flower petals leading down the more forbidding path and then recalled the scream of the little girl. The pieces of the puzzle fell into place and the hunter let his rifle lead the way down the shadowy trail. As he rounded the bend, he saw a small cottage where gray, wispy smoke twirled up from the chimney. The front door of the cottage was wide open. Hello! The hunter called out. As he started to walk toward the cottage with his weapon out in front of him, he was stopped by a gruff voice from behind him. No one is home! The voice taunted. The hunter turned around quickly to see a gray wolf standing on its hind legs. It used a red hooded cape as a napkin, wiping away blood from around its mouth. The hunter raised his gun and fired. The shot echoed through the woods and the wolf dropped down onto all fours, charging the hunter. Another blast hit the wolf in the shoulder, but it didn't stop him. It kept coming, only now more enraged. The hunter fired a third shot, hitting the wolf in the leg. Another shot hit him in the chest. The wolf finally started to weaken, but it was too late. It pounced on the hunter, dug its teeth in and bit off his head in one bite. The hunter was able to pull the trigger one final time before his body fell to the ground, motionless. The blast of the rifle severed one of the wolf's paws and it landed next to the headless hunter. The wolf then staggered backward succumbed to its many wounds and fell dead in the dirt. We'll continue our story next time. Thank you for listening to Microterrorz. Join us each Saturday for another scary story. For more fun, visit our website at microterrorz.com where we will also have spooky games you can print out and play, like wicked word searches, mysterious mazes and more. Microterrorz.com is also where you can find us on your favorite social media, and even send in your own scary story for us to tell. Plus, you'll learn more about our author, Scott Donnelly, who has other horrors for both young and old. I hope you'll join me again soon for Microterrorz. Scary stories for kids.


Matt, this first one's yours. It's from Airborne Toxic Bandai. Actually, I think that they have four amazing songs and they're named after the great book, White Noise. I actually know very little about this band. I don't even know how I got on their email list because one of my weird emails is on this email list, but I've been really struck by it and I stayed on it because I thought it was a good email list. Here they really understand two things really well. First and foremost is the idea that you're treating your email list like a secret club, right? Like they need to feel exclusive. They need to feel beloved in a very specific way, right?  But like what Apocalyptica, what we do is every announcement, like if it's a new song, if it's a tour, whatever we announced it a day before to the email list because it doesn't really matter if it gets announced like 12 hours before to the super fans and we make sure that people involved know, but like we just do that and we create this kind of inner circle that sort of like cult following of like, oh shit, I'm like an Apocalyptica insider because I know about the tours and I look cool in front of my friends. And that's exactly what they're doing here. The other thing they're doing here that I think is really valuable is talking in the first person and making it feel personal. And to make that clear, like they start off, we will be playing a series of shows. It's not the manager talking, one of the key things you're gonna see us talking about here and over and over again is mailing list people are the people who've chosen to give you the most access to them. You're going in their most sacred place, they're in box. So you wanna make sure that they feel especially connected to you. Yes, exactly. So that's the other thing it's just, and the writing I think, especially in like a casual tone or in a tone that's relevant to the band I think is really important. You know, like if you're on the Guar email list, like they're very enthusiastic about the like, ah, you know, but like that's my Guar noise, but you know what I'm saying. I thought it was a good Guar noise. Like, you know, like that's what they do is, and it's same with their text list, right? Where they'll like, it's a reverent, it's gross, it's funny. And I think you have to understand like, right the way almost you talk to your fans on stage, you know what I mean? Right the way you talk to them at the merch booth afterwards, maybe not the way you talk on stage. Hello Cleveland! I was using Guar for example. Yeah, you know what I mean. Yeah, you gotta go.  Yeah, I'm trying to think what it will say. See, I like this too. One of the things you always can do with email lists is try to get people to go deeper and deeper. These are already very engaged fans. You know, no one signs up for an email list that is just listening to your song three times on a playlist. It's a person who actually wants to hear from you. So they have this, oh, and one more thing. People who are SVP will be able to choose songs for the band to play on the set list.  Yeah. Especially for a group that's getting like, a little legacy in their years. I mean, how old is this one? This is 2022. Yeah, this is recent. So this is band Metric. You may be familiar with them if you are old boring like me. Metric are a very solid indie band. Particularly, I think one of their better things is they did this record Fantasies around 2009. And I've been on their mailing list since 2009 because they're that good. Here's the other crazy thing I'll tell you. This is something that you and I I think have disagreed about in the past. Metric has emailed me 59 times since 2009. And yet they are a type of, you know, they play in New York City to nearly 5 to 10,000 people every time they come. They don't, what I like to say, abuse the privilege. They make it so that no one's unsubscribing by betraying how often they hit them up. They really make it when it's something important, they make it count. Okay, so watch this. Welcome to your reliably cryptic and erratically infrequent Metric newsletter. Spring is strange coming from no winter. Time staggers on and we get our news from the comedy network. If only Stephen Colbert were the Republican candidate. In extraterrestrial news, Elon Musk is amazing. Woo, that age badge. Scientists contemplated the existence of double planet system. NASA captured the video of solar flares erupting on the sun and spin unveiled the artwork and track listing for our new album. Absolute God tier way of showing the band's personality and then going into the news that their new album synthetica is coming out. So two things here. One, what I wanna point out with this email and with the airborne toxic event one is notice that both are extremely simple in their formatting, right? I think that a lot of people get really lost in the weeds of formatting the perfect email or whatever.  Two of the artists we're gonna look at later. Like don't overwhelm people with it. Just have it, like make it feel like you're getting a letter from your friend, you know, which is what this kind of feels like. And I think that's really crucial to sort of communicating with your audience because they feel that, you know, it doesn't feel like a huge marketing thing. It just feels like, oh, okay. I'm getting a letter from Metric. As per the frequency, the Metric's but no.  Charm. It's rare that our unsubscribe is over 0.01%. So which is like five to 10 people, you know, on a 10 to 20,000 person list. Like the one exception is the first email will always have a high unsubscribe, which no one can help that. That's just part of the game. I think you can do weekly emails and literally only lose to a few people at a time.  So I think you can go in pretty regularly and just like bam, bam, bam, bam, bam. And like I've even done emails where going into release week, we just dropped an email every day and didn't really see high unsubscribes day three or four like before the Wednesday or Thursday before release day. So days you think might be lower pre-order days. We're still like $800, $1,000 in email without really changing up the formula without offering anything new. It's just like email is important because the awareness is important, right? Because even if you don't open this metric email, what's the subject line, Jesse? Subject line was hello again, friend of a friend. Sure. So that was a really bad example for what I needed. But like the airport... You know what's the funny thing is that's their style is that they really do make it folksy and personal. But it's like airborne toxic events. One was like come see us play these secret shows. So even if you don't open it and even if you kind of have a sort of irrelevant but like on brand subject line, you're thinking about the band name.  And it's kind of the same with like airborne toxic event, come see secret shows. Even if you delete it, you know the airborne toxic event are playing secret shows, right? Because you have to read it before you delete it basically.  Okay, so here's an interesting thing. They really don't just do the cold open. Like some people do the cold open where they keep it a little friendly. They kind of go back and forth. So they're really worrying the people who are interested in this band in while giving them news. Yes, a lot is happening. Our new album, Synthetica, is coming out in North America on June 12th, 2012.  This is still one of the best emails I've ever seen. Everywhere else, shortly thereafter. And all the little elves here at MMI, which was their label that they had for a while, are madly preparing to get this new music out to the world. Everything is full steam ahead and it's pretty intense. No turning back now. The first thing on youth without youth, which happens to coincide with May Day, a celebration of protest, which did you know originated with 19th century organized labor movement in the USA. So telling you some of the story of the song. Now, before you jump to conclusions about those old time socialist anarchists, take a moment to thank them for effective implementing the eight hour workday and making it illegal for you to get stuck in a factory job when you're still in grade school.  You can cringe at the politics, all you want, everything's political these days.  This is exactly what their audience wants to hear from them. Yeah. But I also like too, by the end, they get there. Yet again, in other news, our reflections of Synthetica are going viral, like a virus. Think good back to it. Only before coronavirus, 2012. Just remember. So it's okay. And what are these reflections you ask? You can take your question to Susan Miller, the Oracle, or Siri, but the only way to really find out for yourself is to go here for a minute. So they then link into this interactive thing, which I tested before it doesn't work still. And then they talk about how they're doing some more dates and then they do a call to action to go buy some tickets too. So they have a few links, all over the thing, which can be difficult for some people when you're first starting out having a few links can be a little rough. But when you're building bonds with fans the way this band does and doing it very erratically, this is very, very good. And as a note, if you're doing more regular emails, try to focus on just one topic per email. We're gonna see that in a minute. Okay, let's go to your next email. Yes, yeah. So Jesse and I have similar ones. Jesse's might be a slightly better example. But this is good though, because this doesn't, while it doesn't do the thing we initially discussed, this is very good. Yeah. And this is just a black Sabbath email. Black Sabbath hit their list probably more than any classic rock band that I can tell. And one of the things I think is really important here is just like the pushing the constant awareness. Like they've sent similar graphics to me probably three times in the last week. But it's just like black Sabbath is my favorite band has been my favorite band since I was 10 years old.    Make sure you buy it is super important. No, this is very well done. And like, I'll say too, it's like, you know, the presentation with it on the back of all those old fan pick pictures. Oh yeah. It really makes it feel like of a time and of the place the band was in, like contextualize our stuff. Like even like so many people just do the white and like don't think about like what color and gradient is gonna make all the designs pop. Like as you can see, this isn't like fully what I'd consider a gradient, but there's this thing of that. If you look at some of the primary colors and if you learn colors, they're Google it on YouTube. You can learn what colors are gonna really help make something pop and stand out. As you can see, they're doing a lot of black and white in the background. And then they're doing the white there, the purple, sticking to very similar colors to make sure every one of these merch designs pops as much as possible so that they can sell them as best as they can. Oh, this is just a great subject. Today is the anniversary of Master of Reality. You can do that once a year for all your big mows. Very shocking. Jesse Cannon's gonna plug the 1975. No one would have guessed this. No one could have seen it coming. Got some solid black metal designs going there. Yeah, no one could have seen this coming that I'd refer to them. I can't imagine how this happened. Anyway, Matt and I were discussing GIFs. GIFs are some of the best things you can do at your mailbox because here's the fact that matters. So you can see these things in certain email software that are very expensive called IheatMaps and it'll actually show you how much of the email somebody's read.  But what does help is if you put a lot of the content up fast so the black Sabbath one, while it's great, this is the real shit right here. Now, here's the one problem. When people are on bad connections, this does take a while to load. So you get this disadvantage of doing this technique because an email needs to load. I'm sure we've all had somebody just like email you saying, I don't like the mix of this song or something like that. And it says message when you're loading, you're like, why isn't this loaded?  All this is to say doing GIFs, especially on your pre-order or when you drop a new merch line, could be very good. Then you highlight some other things. You know, they highlight this necklace in particular because as we know with merch, anybody who's experienced with this, T-shirts are great, but man, when you do these special merch items, you can, that's where the profits are. Absolutely. And just as a quick note. Whoa, whoa, whoa, don't get carried away. Let me finish it, let me finish it. If you have like serious super fans, long emails can do really well.  But well, Arthur Brown more than Steve Vantil, but I care a lot about Steve Vantil. I don't have very many friends. But like when those guys write like a six paragraph thing, that's just like text-to-speech, people are stoked. And like if you have like- Whoa, whoa, whoa, whoa, really? They do text-to-speech. Well, like I'll like literally sit with Arthur Brown just to transcribe what he says. Got it. But what I'm saying is like, you can get away with longer emails. Don't worry about it. Don't get painfully long, but you can write some thoughts and people will read them. No, I'm with you. Can't believe I'm one of you dudes. My favorite artist. Can't believe I'm one of you dudes. My favorite all time artist.  It's all one JPEG, that's the best part. Yeah. No, so the Jimmy Buffett one. I love Jimmy Buffett a lot. As if you could tell. As you could tell. Fashion style. Got my cigar, good to go. I thought I even clipped it. It didn't even, disastrous. You didn't circumcise your cigar? I didn't circumcise my cigar. All this to say, there's a few things here. The Jimmy Buffett email list gets me literally every day with stuff. What? And because they've got like so many product lines and stuff, it just works. So I think that's a big takeaway. I gotta tell you, I'm shocked.  But also. This is so boomer, it's like murdering my soul. What about it is so boomer that it murders your soul? Jimmy recently returned to play his first live performance since early 2020. A show for 40 guests at the belly-up in Solano, California. Yeah, but that's the point. An historic seaside venue before he got since the 70s. That's why I chose this one because it is so boomer that it's kind of ridiculous. But it knows its audience so perfectly. And I think there's some value to that. That's all I was trying to say here. I also was trying to troll Jesse, if I'm being honest. I did make fun of him for liking Jimmy Buffett, but here's the one thing I'll say with this. So knowing your audience in which to engage with, one of the things both of us always talk about is that thing of knowing culturally what does well. And so we know with boomers what does really well. They love a graphic. They love a meme.  Yeah. I'm gonna hit up my friends at Margaritaville Corporation and all what's up. That minions collab just gotta drop, y'all.  No, but seriously, like, and also just as a side note, like, you can get all the pertinent detail in that main graphic and still have the graphic look good. And that's like also another big thing is like, they understand what Jesse was saying, getting below 25% scroll really hard. So make sure the splash is awesome. Same like in a web design, where you're like your splash on your webpage has to be relevant. We should also explain, these people don't know the splash. Sorry, the splash is like when you click on the page and the bit you see without scrolling, that's the splash.  You want it to immediately give some piece of information to your fans. This is that. Is that splash of opening immediately is like intimate live stream with Florida God, Jimmy Buffett. Yeah, Florida and God are double negative, if I'm asking me, but that's a different story. Oh, and it says no cap. That's for young people. That's for young people, that's true. We bustin' fam. Real fast, the PS is really valuable. And it's something I've gotten a lot out of because, you know, again, maybe someone doesn't read the three full paragraphs or whatever, but they will always read a PS. And so one of the rules they give you in copywriting is to add a PS with the call to action because people will actually read that, like no matter what you do. You know, they'll read the first three sentences and then they'll read the PS. So have that PS. And again, it adds, like Jesse was saying, you know, they're letting you into their most sacred space, they're inbox. So if you have a good PS, people, it's a more intimate thing, right? Like you don't put a PS unless you have like a sort of a relationship with somebody. It just makes it that much more intimate for your fans. And I think it's just a really valuable, cool thing to do. And the other thing, just cause Jesse did make the comic sans joke, but like, don't like, I know you can like play with fonts in interesting ways on Facebook and Instagram. And that can actually work pretty effectively. Don't play with font on your email. Nobody wants, cause like, people are actually trying to read the email and you're not stopping the thumb in the same way. You know what I mean?  So you did the fancy curse of font hack and now you've done it. I don't know, that's just a piece to focus on is like, just have normal fun. Don't try to impress people. Yeah, I don't know. You make a good point here. And like what I would actually say is pick a font you can do really well with on all your emails.  Like the last thing that's going to help anything is you choosing a new font and whole new graphic look. Once you have a look for your emails that had obeys these things that we've been talking about on the stream, pick a format and get to work. Yeah, literally I've been duplicating the same Kill Switch Engage email format for like two years. Never, there it is. Back to metric, the PS. While we do love it when you buy from us, we also want you to get the best deal you can. So for anyone looking to pick up copies of fantasies who isn't interested in the Twilight Eclipse soundtrack, iTunes is running a special promotion this week in the US during which you can buy the album for only $7.99. If you're new to metric and you live in the USA, you might want to check it out. So what I wanted to point out here is, we all know a call to action is like the most important that you're gonna put your most important thing in the collection, but the PS is really good for here's something else you can do that we want to tell you about. That is a perfect place that when you're like, instead of, let's say your main goal is to get everybody to buy your vinyl or buy the new T-shirt that you made for your single. Putting seven other T-shirt links or five other things they can do right next to that thing, very confusing. Get through the email, do the PS and then be like, by the way, we have tons of other merch designs for the last singles or things like that. Get it a little out of the way in the PS so people know that it's designated that this is not the main thing you want them to do. Something metric to mostly hear an airborne toxic event did is, especially if you're like a smaller artist who doesn't have like huge brand recognition, just put the URL in, just put the plain URL because people want to know where they're being taken, and they're a lot less likely to click. And this is also true on ads for Facebook is like people will actually click a URL, they won't click a shop now button, because they want to know this isn't going to be weird and it's not, even if it's like a mirrored link I found, it's still like people will click an actual link a lot more than they'll click a button that says like go here. You know, and you can have both sometimes or whatever, but really like have plain links because that makes people trust you a lot more. All right, Matt, I think we're through our examples. So let's talk subjects. I feel like we didn't really hit some. What do you see that is a good best practice for subjects? Less than nine words. A, insight people to click, you know, so like something I'll do to get people to follow on Spotify, for example, is like want to be the first to hear new music from Apocalyptica and try to make it pretty clear what the actual thing you're writing about is, because again, you know, your email list, a good email list has like 25% open rate maybe, but everyone reads the subject line. Like if you can just put in like I wrote percent one out for Apocalyptica today, we're touring around the Europe and the US this summer. You know, that simple. Like even if you don't open it and see that they're going to be in Portland, Maine on September 13th, you at least know that Apocalyptica are maybe coming by you if you live in the US or Europe this summer. You know, and I think that's really valuable, just appreciating the 100% penetration of the subject line. I don't know, what are your thoughts? So I think the most important thing actually with the subject line is a little bit of curiosity. So this is like one of those things I talk about constantly, I like so, as I've mentioned before. Day jobs at tons of media companies, Rolling Stone, Daily Beast. What we're trying to do with headlines is we're trying to create enough curiosity to click. So here's a good example. The podcast I produce at Rolling Stone is called Don't Let This Flop.  So here's how we generate curiosity. The title of our podcast today, Why Brad Pitt Makes Everyone Fart Uncontrollably. So when you're doing a celebrity based podcast, people want to know why that happens. I think the best thing you can often do and when I see the best open rates and you can watch this in your metrics of your email provider is you can see how many people actually do the opens and like a fantastic opening rate is around 25%. That's about what you see these days. Like 23 is still great. And it depends where you get your emails from. Cause if you get your emails from merch buyers, that's going to be lower and the people will explicitly say sign up. That's just another thing to be aware of. The last thing I will also say is it should not have to be said, but send the email out to a couple of people before you send it to your thing. Every email provider has a test email function where you can send out the email and check it. You do not want to be, we've all gotten that email. I messed this up. Thoroughly click through, thoroughly do it again. You get so many unsubscribes when you mess up enough to send the same email again. Although I will say kind of a fun thing I've noticed. And it depends on your brand cause some of my artists are very not interested in this.  No, no, no. One of the most underestimated things. So no one will retweet a tweet with bad grammar, but oddly enough, they'll open an article and they'll open an email with bad grammar. Cause they'll be like, what the hell's wrong with this thing? So there was recently in media that we call this thing embargo where we know some news is going to happen. Like I'll often know something a few hours before it hits the world because we've been alerted to it. But you're not allowed to say anything till 3pm, let's say. Sometimes the media companies keep the embargoed thing in the article, cause then it seems more important to people even though it's all being released at three o'clock. If you want to like understand this really well, read Trust Me I'm Lying. Oh yeah, it's a great book. Great book. Cause it breaks down like a lot of the- What's explain? Ryan Holiday, who's a good author, he's written some great books, but Trust Me I'm Lying is a book about how he used PR games to deceive people and get bigger press for a lot of people. Great book. He's also the author of Growth Hacker Marketing, which I've recommended a million times on this channel. Yeah, no, he's an interesting guy. A lot of dark secrets available there. Guys, thank you so much. Follow for more, D.M. for Bremen Consultation. Oh Jesus Christ. I hope you notice I had the cigar ready.


Hi, this is your host, Saptan Bhartiya, and welcome to another episode of TFI Let's Talk. And today we have with us Shabh Sinha, co-founder and CEO of Integral Shabh. It's great to have you on the show. Yeah, thank you for having me. Looking forward to speaking today. Talk a bit about the concept, the idea behind the company, why you created the company, and then we can also talk about the focus area, what are the few that you folks work in. Integral automates all of the compliance processes necessary to work with healthcare data. So our goal is simply to enable speed in an industry that currently doesn't have it. And what we do very mechanically for companies is there's so many companies who want to work with very sensitive healthcare data and combine it with other types of data sources, such as geographic, demographic, and a variety of other sources in order to get a 360 footprint of a customer or a patient in order to develop better treatments, have more informed messaging, and a variety of other use cases. The problem is when you're working with healthcare data, especially sensitive data governed by regulations such as HIPAA, you have to go through lengthy, manual, arduous compliance processes that are typically human led today in the form of consulting. And I came upon this in my last role where I was at a company called LiveRamp, a public tech company that traditionally focuses on ad tech, but I was in their new incubations unit, kind of like a smaller version of Google X, where we were experimenting with different data and all these technologies in healthcare, and we continuously bumped up against this compliance problem of we have all the right data, we have all the right technology to combine it, but we can't do the thing that we want to do, combine the data until we get the okay from a privacy and compliance perspective. And so I would work with consultants, specifically HIPAA consultants, to come in, take a look at our data, take a look at our processes, engage in a pretty lengthy traditional consulting process every time we wanted to combine a set of data. And then we would finally be able to deliver value for the clients by running analytics or some sort of queries. And so that's how I happened upon this problem. And given that I was doing the manual fixes myself, I realized after two years of doing this, this should be a software such that there is no human layer or there's very minimal human layer and there's an automation there. So integral is that automation to ensure that companies can seamlessly, quickly, and most importantly, compliantly work with healthcare data as quickly as possible for analysis, machine learning, marketing, and a variety of other use cases. When you're talking about leveraging health data for a lot of other things, so talk about the market industry that we are talking about here. There are a variety of companies looking to leverage healthcare data for analysis because it's such a valuable dimension to someone's life. You can imagine your prescriptions, your history of surgeries, all of these very, very important things in your life make for a great analytic profile, especially when attached to the non-medical parts of your life, such as where you live, where you grew up, what kind of food you eat, et cetera. However, we're focusing primarily on life sciences and digital healthcare companies today. So our customers, potential customers, and partners, potential partners as well, range from big pharma, big insurance, as well as series B, series A, digital healthcare companies, and that's primarily because these companies are on the front lines of performing very novel bespoke analytics in order to, for example, aid with clinical trial development and recruit the highest efficacy patients or the people who are most likely to be positively impacted by certain drugs, or these companies already have medications in the market, but those medications are not able to get to the right people, and so the messaging has to be in a way such that you can cater to an audience. So, for example, one of the use cases that we were coming across was there was a drug out on the market that could help a lot of people with a very specific condition, but it was primarily for people in rural places, and you can't just kind of put a billboard in for like a drug ad or anything like that, or you can't just kind of fire off TV ads. You have to have very targeted messaging in a way that reaches people where they are, and so we helped power that use case by safely, compliantly, and very quickly combining a variety of data sets that the client wanted to combine, and so the industry we're going for at the moment is like large pharma, large insurance, and digital healthcare companies, primarily because they are looking to have patient-centric, outreach patient-centric development, and that's what we want to be able to power in a very compliance privacy first way, such that that trust is built with the consumer and they can rely on their data being safely used. As you said, you partner with a lot of companies, you also, this is an area where you may also be working with government agencies, so it's like a private and public sector engagement. Talk a bit about who are you catering to? Right now, we're catering to primarily commercial use cases, so on the kind of government side of things, it's definitely something that's on the road map and the pipeline. However, we're focusing more on private, or I guess technically public companies as well, but private enterprises such that we can make a dent where the customers feel it the most, and so what I mean by that is these private companies are looking to make sure that their treatments are as bespoke as possible, they're reaching the right people for their treatments, and so all of that for us, that represents the entire kind of landscape that we want to capture right now where there's this breakdown of being able to use data quickly and compliantly, and then consumers wanting medications or more informed messaging today, but the company has to wait for compliance approvals, the consumer is kind of in the dark there, and so we want to help bridge that by providing this flexibility and speed that's never really been had, primarily because today you wait on a consultant, they give you eight to 10 weeks of turnaround, and then you can finally run analytics, then you run a business decision, then it impacts the consumer, and so each of those steps is incrementally delayed, primarily because there's no automated compliance layer, or I guess not until today, and so that's where we're trying to service the gap there or bridge the gap there. As you earlier said that even you, when you're working, you're doing a lot of things in a manual manner, and you wanted to automate a lot of things, talk a bit about, because this industry is, if I'm not wrong, quite mature healthcare, and of course, as you said, compliance, it's very well-regulated industry, so why is it that there's a lot of processes which are still manual? Certainly, so I'll go through an example use case, which shows some of the incremental technologies that are there, but really why we exist, because I think we marry a couple of different automations together, and optimizations as well, to be able to create this suite, and I think that's what really gives the entire value to it, so a typical use case that we would service is that a pharma company wants to develop more informed messaging such that more potential customers can understand the treatment is available in their area, or that a new particular treatment has come out, and so they get geographics, demographics, wearable data, which is non-sensitive data, it's not governed by policy, and then they get prescriptions data, history of surgeries, a lot of this sensitive data that's governed by policy, and they want to put this together for a 360-foot print, such that they can understand, who do I best market to, how do I best reach these people, given X, Y, and Z variables, both from the medical and the non-medical life, and so today what would happen is that company contracts a HIPAA consultant, that HIPAA consultant is sent the data sets, is sent the context, there's Zoom calls, email threads, all this kind of traditional consulting process, and then finally the consultant looks at the data, says, yes, this is possible, no, this is not possible, here's X, Y, and Z reason, why here's X, Y, and Z recommendation to change the data set, and then after another lengthy process, the data set is remediated, sent back to the client, the client has then sent documentation for exactly what happened, such that the compliance departments at each of the respective companies can take that and internalize that report and memorialize it, and then the data set is ready to go for analytics, and so by this time we're at 12, 13 weeks at least, and so there are incremental technologies in there where they have product management tools and all of that, the issue is that there's no end-to-end suite of automations until today, where it automates the work that the consultant is doing, so the privacy risk analysis, and the collaboration, so integral steps in today to do both, so how does integral work? Integral is a data product that sits on top of a data storage system, such as a GCP, AWS, those are the most common ones, we also work with custom storage solutions, and we continuously monitor for data sets being uploaded, changed, any modification, and we're this continuous monitoring agent that flags lack of compliance because we're continuously running privacy risk analysis, you don't have to onboard us, you don't have to send us the data, we meet you directly where it's at, and then we flag all the problems via our platform, you're able to fix your problems in a UI, you're able to experiment with different data combinations, data iterations, see your compliance score go down up, whatever the result is, and then once you get to a sufficiently low level of risk, you can hit the go button, and output of our software is the remediated data set, as well as all of the compliance documentation, because we've automated the end-to-end process, we can record everything as we go, and so that's how we build this technology where there's individual points today where there's technology helping, however, there's no end-to-end suite that pretty much powers the end-to-end from meeting at the point of your data to the point of compliance, and that's how we take away human involvement to a certain degree, and then one call out there is that our automations are developed in consulting and in collaboration with our HIPAA advisor, whose name is Dr. Bradley Malin, and he is one of the leading HIPAA consultants for governmental agencies, top tech companies, top pharma companies, et cetera, so a lot of the robustness we have and the privacy risk analysis we can run, we have, because we can collaborate with him so closely as our exclusive advisor. What else are you doing to ensure that you are fully HIPAA compliant? So one, on the third-party resource side of things, we retain both HIPAA and legal counsel, and that's primarily for the reason that we are in two worlds, we are in compliance, we are in data, and so we must maintain that, I think, on the legal front as well, so we maintain pretty robust documentation, robust reviews, and then in addition to kind of maintaining the third-party resources, internally, we have a pretty robust compliance program that ensures all the data that we take in, if that is what a client wants, or should we meet the client at the point of data storage, all of that is recorded as meticulously as possible in a client-facing way, such that they can see all of the processes, all the policies we have, and then one thing to note also is that while we are HIPAA compliant, and have followed the right procedures to become HIPAA compliant and maintain that, we also realize that a lot of our customers have this sensitive data and they don't want it to leave their environment, so we have an offering that takes our software, packs it into their infrastructure, such that no data ever leaves and all processing happens on site, and so I think of our HIPAA compliance program as something that makes people feel very comfortable, and then to take that to another layer, we meet people where they're at and we make sure no data leaves if that's what makes them the most comfortable. We've seen that be the most common implementation, and we're happy to work with that, just given that that is what the industry desire is. Let's look at the ecosystem and market, the changes that you are bringing there. Of course, healthcare insurance, whether it's auto insurance, life insurance, auto insurance is big, they're a big consumer of big data, they have a lot of devices in the cart, how they track, how you're driving and everything else. Talk a bit about how big data is going to have impact on the healthcare industry. I came into healthcare primarily right at the beginning of COVID or right before, and so I was able to observe pre-COVID healthcare data attitudes and then the during COVID attitudes and now the post-COVID attitudes towards data, and one thing is very clear where data-driven strategies have always been a priority for large pharma, large insurance and digital healthcare companies. However, now it's becoming a top one, top two priority in the sense that when there was all of this, the world basically stopped, right? And so when you had to reach consumers in a way they wanted to be reached, that boiled down to how do you understand where consumers want to be reached and how you look at their habits, you look at their preferences, all that is stored in data sets, and especially during COVID, there were both governmental policies and social habits and technological trends that inspired such robust, such widespread data sharing that digital repositories of geographic, wearables, claims, prescriptions, all of these data repositories exploded in data collection because people were so willing to share data and that's something that's continuing today. People are not shying away from sharing their data. I mean, you could kind of think anecdotally how many people in your life have gotten a wearable in the last two to three years. And so just going along with that trend, companies are realizing that there are large data repositories to be able to leverage and they have no problem buying that data. They have no problem analyzing it and integrating it. The piece that comes and slows things down is how do you compliantly do all this such that you have privacy, patient trust, all of that be at the forefront while still moving quickly. And that's why we exist where we can take this massive trend, massive technological tailwind that's happening where all of these data repositories are growing and they reveal so much about consumers in a very helpful way and we can help companies combine that as compliantly as possible. So they can be within the rules and walk the line between data utility, so AKA analytics value and patient privacy. Talk a bit about what kind of value you are bringing to the ecosystem to not only stand out from the computers but also kind of helping other players also improve on their own services. I see that in two ways. One, what we have on our team, just because I haven't gone through the team yet, is a mix of healthcare plus data expertise. So I come from the world of leveraging large data for healthcare analysis, healthcare machine learning workflows and a variety of other use cases. And I was working with the top pharma and life sciences, sorry, top pharma and top insurance companies to do this. And so kind of bringing in that very intimate experience of all the pain points, like that is like a major value on our side of things. And then on the other co-founder side of things, my co-founder and CTO, John, comes from Salesforce data ingestion, sorry, building Salesforce data ingestion products, building large scale data systems. And so with this healthcare data product that simultaneously serves compliance stakeholders, data stakeholders, the team expertise is crafted and I would say like married well in order to have a very seamless execution of that. So that is one thing we see both in sales calls as well as like product usage that stands out. And we've tried to have that that be a big differentiator for us. And the other pieces of this is that we are automating compliance by way of a data product. But as we spread through the ecosystem, we're actually building an infrastructure such that we can facilitate safer exchanges of data. So for example, company X using integral wants to work with company Y using integral. Compliance is no longer this fragmented thing for them where they each have to bring on consultants. They each have to align on methodologies because we're already there as a continuous monitoring agent in their data storage system. Should they want to share data with each other? We can power that data exchange through that standardized and automated compliance in a way they've just never been able to before. So these two things, product plus infrastructure, I think combined to make a very high network effects differentiator as well as companies want to share data with or without us. And so we are making it more seamless because collaboration is necessary. In the healthcare industry, no one entity owns all the data that they need to because of the regulations and the fragmented space. And so for us to be able to bridge together data silos that and to do that quickly and compliantly that represents a massive differentiator and it is our end mission here. And then we start relying more and more on software actually the word today runs on software, but we also have to be concerned about because software, they have bugs that's part of software development. You can not remove bugs from that misconfiguration. Are there a lot of other factors that can, can you also talk about since, you're relying on automation software, the security aspect. So because compliance itself cannot be achieved if there are some security breaches or security threat in the software itself. So how do you ensure that as well? One thing that maybe gets synonymized with automation is like replacing of humans of some sort. And I do think that that's a misnomer only because humans have their value in the process and the technology has its own process. And the security is in my opinion, the marrying of those two concepts. And so for example, our automation is informed by some of the best minds and healthcare data compliance today. And I don't see that ever changing, primarily because the software is great for its purpose, but it has to be architected and designed by people who have an understanding of the space, have been in the space and will continue to see where the space goes. And so for us, we're not necessarily even replacing humans. Yes, you need fewer of them with our automation. That being said, what we're seeing is that humans who typically had to do the work, for example, in my previous role, they can now become overseers. So instead of execution, they can be analyzing to ensure the output or the final process works out to their expectations. And so for us, it is a priority always to maintain human expertise in the form of software because you're right, software does have bugs. However, software is very good at executing when there's a well-defined scope. And I think we have the right team to define that scope. And we work with clients, we work with partners to define that scope as well. And so that's why I think we have the happy marrying of the two where we take humans who have the expertise and we, I would say we force multiply them such that they can become analysts rather than pure execution in a particular workflow. Shab, thank you so much for taking time out today. And of course talk about the company and how you are like kind of solving a larger problem for the ecosystem. Thanks for sharing your insights about big data in the health care industry. And I would love to have you back on the show. Thank you. Yeah, thank you for having me on and I really appreciate the insightful questions. It was a great chat.