Welcome back to our lecture series math 1220 calculus 2 for students at Southern Utah University as usual I'm your professor today. Dr. Andrew Misseldine this lecture represents the first one for lecture 37 in our series Now this one is going to be a continuation of lecture 36, which we're talking about Series that is an infinite sum of a sequence in lecture 36. We talked a lot about geometric series So we're going to change pace a little bit In this video, we're going to talk about the idea of a telescoping series and what we can do with them So consider the series the sum or k ranges from 1 to infinity of the sequence 1 over k times k plus 1 Now when it comes to series it's very important to see similarities between series and integrals because Series in essence are just a different type of integral. It's not a continuous integral It's now a discrete one, but a lot of the techniques that we used when we talked about integrals actually apply to series as well So for example, if we had the improper integral from 1 to infinity of x of 1 over x times x plus 1 and we want to integrate this thing Our our thought would probably eventually get to the idea that oh we should do some type of partial fraction decomposition in order to Calculate the antiderivative it turns out finding the convergence of the series is going to require the same thing So if we take the fraction 1 over k times k plus 1 and we wanted to do a partial fraction decomposition We'd get a over k plus b over k plus 1 as our template clearing the denominators we get 1 equals b times Sorry, we'll start with a the first letter of the alphabet there a times k plus 1 And then add to that b times k. We're going to pick some cool numbers to annihilate with for example If we take k to be zero that annihilates the bk Leaving only McDonald's is the option and that is to say we get one One is equal to just a right and then the other option if we take a or k to be negative one Negative one that'll annihilate the a leaving only behind b in which case we get that negative b equals one That is b equals negative one so with that in mind our partial fractions look like the following like We saw a moment ago a is equal to one and b is equal to negative one I'm actually just going to put the negative sign here in the middle Like so and so this gives us our partial fractions now if this was an integral We would break it up into integrals and continue like that So we're going to try a similar thing for this one our series Our series where we take the sum from k equals 1 to infinity of 1 over k times k plus 1 This actually breaks up into two series. We have the series. Well, we have the series where k goes from 1 to infinity of 1 over k, but then we subtract from that the series k equals 1 to infinity of 1 over k plus 1 Now let's look at what happens to this thing as we expand it we expand it out So if we look at the first term of this series, we would end up with something like well when you plug in k equals 1 You're gonna get 1 minus You're gonna get 1 over 1 plus 1. That's a 2 So we'll just simplify that so you get a 2 right here. And so this is our first term That is k equals 1 in that situation So maybe I'll be specific about that k equals 1 Then if we look at the second term, we're gonna end up with 1 half. That is 1 over 2 And then we're gonna subtract from that 1 third Where the 1 third comes from plugging a 2 into this expression 1 over 2 plus 1 we get a 1 third This is now our second term k equals 2 and if we do a few more just to get the feel of what's going on here We're gonna end up with 1 third minus 1 fourth That is our third term right here k equals 3 our next term would look like 1 fourth minus 1 fifth And then this pattern is going to continue on and on and on Add infinitum So this is our fourth term again. There's there's more and more of these things Now an interesting pattern occurs when we look at this series and this is actually where we get its name What's going to happen? You'll notice that in the first group you have a negative 1 half But in the second group, there's a positive 1 half when we add those things together They're actually going to cancel each other out When we look at the the second group and the third group The second group has a negative 1 third The third group has a positive 1 third when you add those together They're going to cancel out as well Looking at the third and fourth group They both have a negative one has a negative one fourth and the other has a positive one fourth When you add those together they likewise would cancel out and although I didn't write it on the screen If we compared the fourth group with the fifth group Both of those will have a one fifth one is negative like you see here The next one would be a would be positive They're going to cancel each other out and you see this happening over and over and over again And so if we were to just consider a partial sum if we just take s in to be the partial sum We're going to take the sum where k equals 1 to n And we take these two sequences 1 over k minus 1 over k plus 1 This would end up with the same basic idea you'd end up with the first term The one that we see floating around right here But then eventually this thing would stop with the very last term if we went to the nth term We're going to get this 1 over n plus 1 because this pattern again would keep on going cascading cascading down Until the very last term here wouldn't cancel out if we had this partial sum And so because this is the partial sum of our series If we take the limit here as n goes to infinity This thing will look like 1 minus 1 over infinity for which that part is just 0 Right the second piece just goes to 0 and we end up with this series Adding up to the number 1 And so this shows us that the series is in fact convergent because the limit of partial sums exist Because remember that's what that's what a series is the series itself is the limit of the partial sums And so if the limit of the partial sums Exists that's what the series is and so we say the series is convergent when this limit exists All right, and so we're going to get that that limit is equal to 1 Now this example demonstrates to us the idea of a telescoping series That's what it's often called here telescoping summer telescoping series And the idea comes from the following metaphor If we think of like a pirate sailing the high seas and you have A crewman in the crow crow's nest looking upon the horizon Your typical spyglass looks much like the following type object here, right where you have a lens Here on the outside and then you have a small little lens right here for which the crewman would look through Now when it's completely expanded you see all these multiple chambers But then when you're done with the spyglass You're going to collapse it down in which case you don't see Really any of this anymore these parts Just kind of vanish away and everything just collapses inside of this one chamber So you still have the lens on the left you have the lens on the right But then everything else seems like it vanishes away That's that that's that's the metaphor we're using for this telescoping series right here That you have this you have this first term right here And then there's going to be some final term But then everything else cancels out when you collapse it down at the moment This thing looks like the expanded spyglass Right here, but then this thing right here Looks just like the collapse spy get spyglass We just have this first term and this last term And the nice thing about a telescoping series is that if you look at the partial sums you're going to get a You're going to get a general form For the partial sums for which we can then very easily take the limit as it goes to infinity And oftentimes not always oftentimes the tail end is going to vanish vanish away Now one has to be very careful with this because the series itself is a limit Of the partial sums but when you look at the original form It can be very tempted to be like oh, yeah, here you go It starts off with one everything else is going to cancel out so it's going to equal one You would be right in this situation, but sort of somewhat of a misleading perspective As an example to compare remember you take the series Where k equals one to what we'll start at zero from zero to infinity And you take negative one to the n And expanded form this thing looks like one minus one plus one minus one plus one minus one plus Yeah, et cetera, et cetera, right? And so this one can be very tempting to think that oh, it's a telescoping series, right? The one and negative one cancel the one and negative one cancel the one and negative one cancel This thing should add up to be zero But we looked at this example before right you could take a slightly different perspective and be like Oh the negative one and one cancel the negative one and one cancel the negative one and the one cancel And so this thing is going to add up to be one it clearly can't be both And that's because as we saw before this series is divergent But if if you're not careful With these telescoping series you can fall into the same type of trap we have right here So the the strategy that I will encourage you to employ is come up with a come up with the partial sums Don't go off towards infinity. That's when things can get kooky Go to a finite value if we terminate at the nth step Then everything will will cancel out except for the one and the last term the negative one over n plus one And then with this partial sum formula in hand then take the limit And you'll see with that perspective you won't get the wrong Convergence because what happens with you have a divergent telescoping series You might be come to believe that it's convergent when in all reality it's divergent. So watch out for that


how to get a bachelor's degree in network engineering and security in as little as six months. That is going to be the topic of this video and I'm going to tell you exactly how you can do that for yourself. And this is going to be done by using what's known as competency-based education as opposed to traditional education. So at a traditional university, you essentially have to attend college for a certain amount of time. Now the average is going to be 5.1 years, but typically it's going to take you around four years at least. This is a little bit silly in my opinion because there are many degrees out there where it is going to take you four years. An example of that would be an engineering-related degree. If you're able to get that done in four years, that's actually an accomplishment. But there are lots of degrees out there that are nowhere near as difficult as an engineering degree. They're not even close to being as rigorous. And yet colleges try to fit everybody into that four-year model. And this is especially bad considering the cost of college in the United States has been steadily going up since the 1970s and the value has been going down. So naturally, alternative universities have started to pop up and they use what's known as competency-based education. And this is where you are tested based on your competency. So if you are really good at a subject, whether it takes you a week to learn it or five months to learn it, if you are able to pass the test, they deem you competent and you get credit. And there are several really good universities out there that now do this. Now the one I'm going to be using as an example in today's video is going to be WGU or Western Governors University. This is probably the most commonly known competency-based university out there, but there are some other really good ones.  And in some cases, less than six months. And in extreme cases, there are even people who have speed-ran degrees and gotten them in two months, like my friend Josh Matacor, who did that with a computer science degree. And WGU is a top 10% regionally accredited industry respected university. This is not one of those crackerjack box degree for-profit scammy universities that you always hear about on the news. Now up to the point of doing this series, I only shared the tactics and strategies that I'm going to talk about today in private consultations. And there's two reasons for that. One, they're really valuable, of course. And two, I didn't think that I was going to be comfortable sharing all of these tactics and strategies because the truth is, not everybody is going to be perfect for a competency-based university. So I do want to make sure to tell you that you need to do your due diligence. There are a lot of pros to going to competency-based universities, but there's also some cons as well. And I'll talk about that later in the video. And I'm actually going to break this down, make it ridiculously easy. I even have a cheat sheet that I made specifically for this degree. And I'll put that down in the description as well as the pinned comment below. And this is going to be a four-step process.  So if you appreciate me going through all the trouble of making this series, it took me like hundreds of hours to do this, go ahead, gently tap that like button, and let's jump into it. All right. So the first step is going to be the simplest one, but you don't want to skip it. And that is you are going to go ahead and transfer in your existing credits. Now the cool thing about WGU as well as other competency-based universities, and by the way, you can use this exact process at other universities, you just have to make a few changes here and there. But the cool thing about them is that you can actually transfer in a lot of different things. They tend to be very gracious about the credits that they accept. So normal universities are relatively stingy when it comes to accepting credits from other colleges and even accepting high school credits. I've seen many examples where universities for whatever reason will not accept college credit from a class that you've already taken at another college. It doesn't make any sense at all, but they just decide randomly to not accept the credit. I've also seen examples of universities where they don't accept AP credit, and these are classes that you take during high school. So for instance, you'll take an AP class and you'll score a three on it, which is passing, but the university will only accept somebody who scores a four or even a five in some cases, which is absolutely ridiculous because almost nobody scores fives. So not only does WGU accept those two and they tend to be very gracious about that credit, but they also accept CLEP exams, certifications, and certificates. In some cases, they'll even accept classes that you've taken on random websites like Udemy, and on top of all that, in some cases, they'll accept work experience and military experience. So WGU is extremely gracious about the credits they accept. Make sure you take your time at this step.  Make sure you get that together and send all of that into the counselor at WGU. And once you send that in, you're going to get a list back of the remaining classes that you still have to take. And at this point, you're going to move on to step number two, which is the most important step. And that is you are going to go ahead and not enroll in WGU, but you're going to use third-party companies to test out of many of the remaining classes. So we're not enrolling yet. In fact, we don't enroll until step number four. And they might be putting a little bit of pressure on you to enroll at this point, but don't do it.  And you're going to be using these third-party companies to test out of classes before you even start at WGU. And the reason you're doing this, rather than just enrolling in WGU and starting right away, is very simply because it's faster, cheaper, and easier. And there are many examples of people online for some of these WGU classes, especially the technology-related ones, where they will actually test out of like 75% of the classes before they even enroll at WGU. And by the way, this is one of the tracks you can take for the network engineering and security degree. This is the general track. There are other tracks you can take that specialize in other things. And I'll talk about that in different videos. So here's an example of somebody who didn't heed this advice, or maybe they just didn't have access to it, but they tried to take the intro to Python course at WGU, and they found it to be outrageously difficult. And they recommend that you take it at study.com. And study.com is the website that I typically recommend. They're my favorite one overall. They have really good user interface. You actually learn while you're taking the test, and they're just relatively easy. And it's just kind of a seamless, frictionless experience. So study.com is my favorite. My second favorite is going to be Sophia.org. And then my third favorite overall is straighterline.com. Now for this particular degree, you do have to take 37 classes total. And if you use the methods I'm talking about in this video, you can actually test out of all the classes except for 15. So you can test out of well over half the classes before you even enroll in WGU. Now I always like to say this, some of my students, especially the ones that are on the younger side that, you know, don't have a family a full time job, they're super busy, can knock out like one class per day, especially the entry level classes, sometimes even multiple classes per day using study.com. But with that being said, if you are very busy, you've got a family full time job, etc., you can still do one per week relatively easily.  And doing the math there 37 classes, one class per week, you know, obviously you can't knock all of them out that fast, but you can knock out a significant amount of them in just a few months. And like I said, there's many examples of people who have knocked these degrees out in a year and a half, you know, a year, sometimes even less than that. And I think it's very realistic, even if you have a full time job, a family, etc., to do it in two years or less. And that's the entire process, including being enrolled at WGU. Now, once you've completed these classes, you've transferred everything that you can transfer into WGU, you're going to go ahead and move on to step number three, which is a very important step that a lot of people skip. And that is you're going to go ahead and pre study the remaining classes, right. So a lot of people skip this step. And I think it's a huge mistake. And there's really two things you want to do. Not only do you want to pre study the remaining classes, but you want to have a realistic plan of how you're going to go about completing those classes. And the reason you want to do this is because ideally, you want to try to knock all the classes out in one term if you can. And if you're super busy, I totally understand, maybe you want to do it in two terms, but you do not want to be in a situation where you're almost done with whatever term you're in and you have like five classes that you still have to take. Because best case scenario, that's going to be incredibly stressful. In worst case scenario, you're going to end up having to enroll for an entire another term just to be able to finish your degree. And unfortunately, you'll have to pay for the whole thing. So you want to make sure that you have a really good plan. And you want to make sure that you pre studied the classes so that you can finish them as quickly as possible. So there are two resources that I think are phenomenal here. These are really the only two resources you need because they will lead you to the other resources that are going to be best.  So basically, in the subreddits and Facebook groups, they are going to share tips, tricks, strategies, etc. on how you can study for the classes as efficiently and cheaply as possible, and then test out of those classes quickly. So there's the main WGU subreddit, and then there's sub subreddits, I guess you could say, for all of the different degrees and degree tracks. And they will recommend all kinds of different resources depending on the class you're taking. So for instance, they might tell you, Hey, this class is really good. If you go over to Khan Academy, this class is really good. If you go to Udemy, that sort of thing. And then once you feel confident in your preparation and you feel confident in your plan, you are going to move on to step number four, which is you're finally going to enroll in WGU and knock out the remaining classes as fast as you possibly can. Now this step is pretty self-explanatory. You're going to enroll in WGU, you're going to start taking those remaining classes, and you are going to try to finish them as quickly as you possibly can. Now make sure to leverage your mentor as well as your instructors at WGU, especially for some of the harder classes like version control, network analytics and troubleshooting, etc. Now here's what my friend Josh has to say about this degree. This is probably tied for first place with one of the cloud tracks, honestly, in terms of marketability and just how cool the program is. But the caveat to that, I will say it's probably going to take longer than average to complete this one, especially the Cisco track because it has CCNA. And by the way, let's just quickly go over the overall strategy. Step one, you're going to transfer in existing credits. Step two, you're going to test out of classes using third-party companies like study.com. Step three, you're going to pre-study the remaining classes. And step four, you are going to enroll and knock those classes out as fast as you possibly can. Now we're going to go ahead jump into the cheat sheet, which I put down in the description as well as the pen comment below. And we're going to go through this step by step, and I'm going to make it as simple as possible. All right, so we are now in the network engineering and security WGU cheat sheet. And I will just quickly walk you through exactly how to use this. First of all, if you want to do this entire process yourself, because I'm going to be showing an example in this video. But if you want to actually just use this cheat sheet, be able to edit, put all of your information in, go ahead and just go to file and make a copy. This will allow you to edit the cheat sheet. But the downside to this is if I make any updates on it, you will not see the updates. So you might want to check this original cheat sheet from time to time. Now that being said, let's go over some housekeeping stuff. On the far left here, you're going to go ahead and see the ID number for the class at WGU. And the reason that we included this is because of the fact that many times on the WGU Facebook groups, as well as the WGU subreddit, they will actually talk about the classes in terms of the ID number. And the reason for that is because it would be kind of a mouthful or it would be a lot to just type out the name of the classes every single time. And so they use the ID numbers instead. And so this makes it very easy for you to search different classes. So for instance, if you are, you know, taking data management foundations, you would search D426 on the WGU subreddits and Facebook groups. And there's probably a bunch of people who have already talked about that. So that makes everything a lot easier. In this column right here, we have the actual names of the different classes at WGU. This column right here is the units for each class. This column here is probably the most important column. And that is going to be the study.com classes that transfer in to WGU. So just to make this very simple and straightforward. If you take math 101, which is study.com 0013, which again, that's something that you might want to search because sometimes they do refer to them by the class number instead of the class name. But if you take that class, it will transfer in for applied algebra at WGU, right? So I made it mapped it out to be just like super easy and straightforward. Now, if study.com doesn't offer it, we also included alternatives at straighterline and Sophia.org. So for instance, this class right here, web development foundations is not offered at study.com for some reason. But we do have an alternative at Sophia.org that you can take. And in the future, if there are other alternatives or if you know, study.com has other classes that you can take that pop up, we will try to include those on this sheet. So definitely check back because we will be trying to keep this sheet up to date. And I might even make kind of like a webpage on my website that automatically updates it. Now, another thing to note here is there are also certificates and certifications that you can take that will also transfer in for WGU credit. So definitely a good idea to take those in many cases. It is kind of a case by case basis, but definitely can be a good idea to take those. And then the final thing, this final column right here is going to be the type of class. So the green ones are general education, the yellow ones are core and the red ones are program specific. And then of course, you have the capstone at the very end. Now very generally speaking, the green ones are the easiest, yellow are medium and then red are the hardest. Now let's go ahead and go into the four step process. So step number one is going to be transferring in existing credit. So of course, I'm just making all of this up. This is just an example. But let's say that during high school, you took AP economics and you also took AP math. So you're able to transfer in your math class and your economics class. Now you also took a semester of traditional college and you didn't like it, but you were able to finish a class, which is humanities 201.  And so you were able to transfer all those in because you knew you were going to go in for something, you know, network engineering related. So you might as well knock those certificates and certifications out because they're very valuable on your resume. So at this point, you would go ahead and move on to the test out phase where you would test out of all the remaining classes that you can. So you'd be using study.com to test out of many of these remaining classes. And once you test out of all the classes that you could, you would transfer them into WGU and you'd get a list back that looks very similar to this if not exactly the same. So there's about 15 classes left that you still have to take care of course. And at this point, you would move into the pre study phase. So you would pre study a bunch of these classes, if not all of them, and you would also make a plan for trying to pass the classes as quickly and efficiently as possible. So again, you'd want to use the WGU subreddits as well as the Facebook groups. That's the most up to date information on how to pass these classes quickly and efficiently. And once you felt confident, you would go ahead and move on to step number four, which is you would enroll in WGU and knock out the remaining classes as fast as you possibly can. And of course, the mandatory step number five is you are going to have to brag to all of your friends and family that you are able to get a legit bachelor's degree in a year. And if you're really nice, you will share this video with them so that they can do the exact same thing. Alright, so one thing I always like to say when it comes to this subject is competency based universities like WGU are phenomenal for many people out there, but they aren't necessarily for everybody. There are pros and cons to them and you should definitely educate yourself on that. And also there are alternative competency based universities that are really good that might be better for you in your situation. So I talk about all of that in this video right here, which I highly, highly recommend you check out.


I'm glad you liked it, Derek. But having fun with this one might not have been in the same realm of what I think is fun. This is why I don't look at IMDb scores for Supernatural anymore. Woo! That's a hot mug, guys! Hey guys, we're back! Episode 14 of Supernatural Season 15, last holiday. Holy crap, it's been a while and I really shouldn't have watched Season 3 before I started doing this again. I should have watched some of the episodes this season. I can't believe I stayed up until midnight to watch this. This episode is about Sam and Dean finding out that they apparently had a woodnip in the bunker.  This episode, by the way, is written by a gentleman by the name of Jeremy Adams.  Animated kids shows. Not to say that it's not bad that he's writing young kid content, but holy god is it clear as day.   It actually got a bit much. I almost couldn't stand it. There was one joke, though, that was quite funny. When they got the monster radar and they came into those vampires and literally chopped their heads off in a very bad shot, by the way. I liked it how he said, well that's gotta be a record. No searching, no dead ends, in and done. That's the quickest one. That's maybe one of the better parts. However, the kid content does work when addressing the issues with Jack and his soul issue, which I honestly forgot about throughout all of quarantine, and his moral dilemma, the relationship with him and Mrs. Butters. Oh my god, did I not stop thinking about Butters from South Park every time I heard it? She at first seems to be helping Jack through his pain, through his guilt, and then turns out that she's actually just a very, very overprotective mother, really overprotective. And then she thinks that Jack is a threat, and then she tries to help the brothers to kill Jack, but they don't want to either. This episode is by far the cheapest one they ever did in this entire season. And the fact that it was gonna come out in April, yet it was clearly a Christmas episode, at least a good solid section of it was, what, what, what does Andrew Dab do? You have seven episodes remaining to the end of this season, to the end of the show, to the end of this legacy, but you put the Christmas centric episode in April? I know that it's not actually Christmas, I know they're just celebrating all the holidays that they've never gotten to over the years, but guys, what were you smoking in the schedule room? Not to say that the happy vibes of this episode aren't welcome. My God, we all need a bit of cheer right now with everything going on, but it's just baffling to me what on earth they are, their entire schedule, their entire processing of this event. I think they literally have a dartboard with ideas and they just throw darts at it. This episode is really hard to get through, just mainly because I've been watching the more serious season being season three. Watching that and then going back and watching this is hard, guys, it's almost unbearable to see the characters that grew into such developed and flawed characters and seeing Dean walk around in a PJ outfit, pull up his pants and show his weenie, but he forgot was there. Why? This episode gets a two out of seven. It's bad. It's kind of funny, but I shouldn't have watched season three. I guess it's my own fault. I shouldn't have been watching any of the previous stuff. Anyways, guys, I hope you enjoyed this review. If you did, leave a like and if you're interested in more subscribe, don't go and look at the IMDb reviews. There's one guy there who has a similar opinion to me and he's being ripped apart in terms of the thumbs up, the thumbs down. That's what happens anytime someone gives a critical thought about this show and IMDb. It's toxic on there. I agree. I'm not helping. Anyways, guys, that's all for me. See you guys next time.


Hello everyone, it's your girl, Kenzie here from Leighton Sports Cards and I am Ripon 2021 Penini Prison Football, hobby six box, half case break, number 47, pick your team. Got Alex, Alex F. Giants, Corey S. Cardinals, Dan M. with the Jets and Niners, Danny A. Bills, Harper B. Washington, excuse me, Harry V with the Jags Patriots, Jase E. Saints, Jared R. Chiefs, Jared S. with the Panthers, Bears, Broncos, Lions, Colts, Steelers, Texans and Packers, Jeffrey H. Vikings and Eagles, Jeremy S. Chargers, Jim A. Browns, Joe O. Raiders, John T. Rams, Michael A. Ravens, Nathaniel S. Seahawks, Stephen S. with the Bengals and Dolphins. Good luck. Thanks for hopping in your first break with us, Stephen. Glad to have you here. Travis D. with the Bucks and Titans and Ziggy B. with the Falcons and Cowboys. All right. Here we go, everybody. Prism time. See some big QB ink here. Key of Najee Harris, Elijah Mitchell, Redway to 149, J2Fellie Jax, Silver, Aaron Donald Lockdown. Barmore, we have a Trey Lance, Rugby Base, Niners, Hyper to 175, Patrick Mahomes, they sit there KC and Silver, Bobby Wagner, Seahawks, Joey B. Second here, Wayne Eskridge, Joe Tryon, got Purple to 125, Jalen Hurts, Eagles, and Silver, Teddy Bridgewater for the Broncos. Jones to second, Mary Smith-Marcette, Blue Crackdice to 99 of Kenny Golliday, Giants, and Rookie Fireworks, Jalen Waldo, Dolphins, Trey Nixon, Josh Palmer, Hyper Rookie, Jalen Phillips, Dolphins, Silver, Austin Hooper, Tommy Trembl, Cadarius Tony, Rookie Base, Giants, Purple to 125, Akeem Hicks, Bears, and Emergent Rookie Justin Fields, Bears, Rebyn Jordan, Travis E.T. and Junior Rookie Jags, we've got Redway to 149, Dallas Goddard, Eagles, and Anthony Schwartz, Silver Rookie Browns. We'll come for our autos here. They're calling markets tonight, what do you think? Very bright, well we have a Justin Fields Rookie Base, Bears, Orange to 249, Latvias Murray, Saints, and Brilliant, CMC Panthers. Forest Camo back there, let's see a big rookie auto, Purple Power to 49, Quitty Pay for the Colts, Rookie, it looks like a Saints rookie, Payton Turner on the Forest Camo auto, Payton Turner that is 11 of 25, Payton Turner, still looking for one more auto here, Frank Darby, Nashon Wrights, we've got Hyper to 175, Robert Woods Rams, and Hype of T. Higgins, Bankles, Jaycee Horne, Sewell, we've got Going for the Rainbow here with KC to 125, Patrick Mahomes, and Silver auto, going to the Bucks, Chris Godwin, Go Tampa, Chris Godwin, Last Pack, box one, another Nico Collins, Trama Kitty, a Jimmy Graham on the Forest Camo to 15 Bears, and Break, Justin Herbert, Sharps, Andre Stevenson on Wuzerrique, we've got Hyper of Derek Brown, Panthers, and Mergent Rookie Justin Fields, Bears, Craig Newsom, Dave and Collins, we've got Orange to 249, Dawson Knox, Spills, Silver Rookie, Seth Williams, Barracos, Monty Rice, Rondell Moore, Rookie, Cardinals, Blue Ice to 99, John Brown Raiders, and Brilliance, Kyler Murray, Cardinals, Kylin Hill, Jamar Chase, Rookie, Bangles, Blue Ice to 99, Josh Palmer Chargers, and Wild Points Card, random to all at the end, Pugman Zata, Justin Herbert, second year, Javon Holland, Diami Brown, Red Wave to 149, Rihie Monster Niners, Joe Burrow on the Hype, Bangles, Bracey McMuff, Des Fitzpatrick, Blue Wave to 199, Gibral Peppers, Giant, Silver Rookie Auto, Devontae Smith Eagles, there you go Philly, nice Devontae, Jeffrey H, there you go Jeffrey, congrats on that, pretty well centered too, maybe a little bit low, just a tad, nothing crazy, we'll mag that, Caleb Farley, we've got Purple Ice to 225, Miles Sanders, Eagles, New recruits rookie, Devontae Smith, Rex Ryan Rookie, Jalen Darden, Chasarap, we have Hyper, Kenneth Gainwell to 175, Eagles, Jerry Judy all out, Silver, Elijah Moore, Jake Funk, we've got Green Scope to 75, J.K. Dobbins, Ravens, and Silver, Brandon Cooks to 99, we've got Mack Jones rookie base, Patriots, Pete Werner, Saints, Purple to 149, Sam Hubbard, Bangles, and Silver, a scary teary, oh we got a stained glass y'all, Davis Mills Rookie, oh wait is that, yeah this stained glass, Shai Smith rookie, Hope from the back, fireworks, DK, come on let's see, Titans, we've got a Derrick Henry stained glass, boom, we go Travis D, like the darker blue, a lot of the stained glass are like brighter colored teams on the outside, but that dark blue looks nice too, we go Titans, we'll mag that one for ya, nice, got Michael Carter, Jets, Ernest Jones, Rams, Blue Wave to 199, Elijah Mitchell, Niners, and Silver, Lavonte, Davis, got Najee Harris rookie, Steelers, Elijah Mitchell, Purple to 25, Akeem Hex Bears, and Green Scope, Rookie Otto of Khalil Herbert for the Bears, 75 on that one, Chicago, Shreya Lance rookie, Niners, Christian Barmore, we've got Purple Power to 49, Jameson Crowder, Jets, and Hype, Brandon Iuk, Niners, Rex Ryan, Bafaeawe, Bucky Basham, Blue Ice to 99, Allen Lazar, Packers, and Silver rookie, Rashad Bateman, Ravens, Simi Fajoco, Dazz Newsome, Red Wave to 199, Tyler Boyd-Bangles, and Emergent rookie, Devonte Smith, Eagles, again everyone, 4th of July, start at 11am tomorrow, big high-end baseball, release tomorrow, definitive baseball, we'll be ripping nine cases, pick your team style, we've got Amanra St. Brown rookie, Hunter Long, got nice to 249, Orange, Najee Harris rookie for the Steelers, 249, 165, and a Robert Wood Silver Otto for the Rams, Robert Woods, Jemama, got Tommy Trumbull, Kedaria's Tony rookie, Giants, Purple to 225, Peter Grossmato's Panthers, and New recruits rookie, Jemar Chase, Bangles, Niko Collins, Tray McKitty, Blue Wave to 199, TJ Watt Cardinals, and Brilliance of Alvin Kamera, Philippe Franks, Zach Wilson rookie, Jets, Hyper rookie to 175, Terris Marshall Jr. Panthers, and Silver, Jarvis Landry, Mr. Laundry, Buddy Yingbo, Ajalari, Orange to 249, Dante Hall Chiefs, and Najee Harris, fireworks rookie, Steelers, Skridge, Joe Trion, we've got Purple to 125, Panthers, Terris Marshall Jr., and Silver all out, Derek Carr, Prison guards are so slick. Oh my god, terrible. Patrick Jones II, Amir Smith-Marcet, we have Travis Fulgum on the Purple to 125, Silver, AJ Green, Last Pack, Box 3, Tray Nixon, Josh Palmer, Hyper to 175, Marvin Jones Jr., and Silver, Tremaine Edmonds, Box 4. All right, Box 4. Trevor Lawrence, he does have some long eyelashes. Hillel Herbert, Blue Ice to 99 Bears, All Out, Silver, CD Lamb, Orange Wave coming up here, got Ian Bulk rookie for the Saints, Gironic, Orange Wave, Will Fuller, Fuller the Fifth to 60, Dolphins, and Silver, Ty Law, Pernell Powell, Jared Dokes, we've got Purple to 125, Montez Sweat, Silver, Ryan Fitzpatrick, Peyton Turner, Sante Samuel Jr., we've got Purple Power of Kevin Byard, Titans to 49, DK Metcalfe, fireworks, Tyson Campbell, J2Felly, we've got Blue Wave to 199, Nick Fulton-Cheeps, Silver, Jeremy Chin, Elvin Joseph, Rashad Bateman, we've got Orange to 249, Jamal Williams, Alliance, and Emergent rookie, Kyle Trask, a little glue stick or something like that on that box car. Brady Bay, Felipe Franks, Zach Wilson, we've got Green Scope to 75, Corey Littleton for the Raiders, and Silver rookie of Brevin, Jordan, Texans, Buddy Engbow, Angelari, we've got Purple Ice to 225, DeForest Buckner Colts, Brilliant's, Kyler Murray-Carnals, Daffae-Owe, Boogie Bashum, Purple to 225, Rookie, Larry Roundtree the Third, Crack Dice, Flashback Auto of Donald Driver for the Packers, that's sick, that is 38 out of 75, Green Bay, Jared S, there you go, nice, Sammy Pajoco, Dazz Nussel, Orange to 249, DJ Chard Jr., Jags, we've got Hype of Joey B, got Rookie, Amon Rossi, and Thround, Lions, Hunter Long Dolphins, Brilliant's of Dak Prescott, and Hyper, Jalen Hurts to 175, Eagles, Last Time Boss Tour, Hits Rookie, Falcons, Jamie Newman, Purple to 125, Kyle Juszczyk, Niners, and New recruits Rookie, Devonte Smith, Eagles. Okay, they went to the same colleges me, I was just randomly connected with me on LinkedIn, I'm like alright, this is cool, and then he sent me like a whole message about how he's like oh I want to get to know you because I just took a job with the Miami Dolphins, I'd love to get you out at the hard rock stadium and I'm like, I'm like no, I don't know, I'm not doing that, and in my head I'm like there's not a single cell in my body that wants to go to Miami, Florida, so. Have you ever been to Miami? No, no, for many reasons, and then... Ernest Jones later, we've got Plex Cobraz to 125, Giant Silver, Justin Fields, there you go, Bears. He just unconnected with me on LinkedIn. Oh wow, all right. Nice silver one there, Bears. Sounds good, good chat there. Midarts Schwartz, who got Red Wave to 149, there he is, Tony, so Giant Silver to White Freedy, Brevin Jordan, Trivacity, and we've got Forest Camo of Quinn and Williams for the Jets to 15. That is 11 of 15, and Silver A.J. Green. He does, Osprey just doesn't really have a QB to throw in the ball, that's a problem. Here he Brightwell, Justin Fields, Rippy Bates, heard they've had a lot of issues off the field with him too though. Purple to 225, Leonard Floyd, Rams, and Silver, Justin Jefferson.  Devontae Smith, Eagles, Bolton, we've got Purple to 125, Javon Curse, Titans, and Brilliant's, Lamjack. What's up Bradley? Hey Bradley, seems like he doesn't really care, I mean he doesn't have any motivation. Got Kellan Monrookie, Marquette Stevenson, Bills, we've got Purple Power of Drew Sample for the Bengals, and another Purple Power, Sensational Signatures, of Peace and Lamp Hill for the Saints. There you go Saints, that is 20 of 49. What was his contract with what, like 140 mil? Something crazy like that, 10 year, 140 mil, or Longo, PS2 for the Broncos, Purple, Dawson Knox for the Bills to 125, and Hype of CD Lamb, Brady Bates. Bermuth Rookie, Noah Gray, Hyper to 175, Vontess Sweat, Washington, and Emergent Rookie, Vikings, Kellan Mond, our God Javontae Williams Rookie, Broncos, play around to the third, we've got Force Camo again, Rookie of Sam Ellinger for the Colts, there you go, it'll be to 15, that is 6 of 15 there, if you ever get a chance, and Silver Rookie Otto, Brevin Jordan for the Texans. Brevin Jordan, Force Camo, yeah, Force of Cormoa, 2-2 Atwell, got Orange of 249, Dallas Goddard, Eagles, and Brake of CD Lamb, Frank Darby, Nashawn Wright, Blue Wave to 199, Simi Fajoco, Cowboys, Silver, St. Juan, Barkley, Giants, JC Horne, Penny Sewell, we've got Hyper to 175, Kyle Juszczak, Niners, and Fireworks of Aaron Jones, Packers. Box of the break here, class, I haven't seen a Snakeskin yet, let's see if it's in this box or the next. Pretty cool, Brock Lesnar, Calvin Joseph, Rashad Bateman, we've got Purple Eyes to 225, Matt Jones, Pat, there you go, New England, Harry V, very nice, that is 67 out of 225, heck yeah, solid right there, nice, we'll mag that for you Harry, and Jordan Poyer Silver, need some Cubie Ink now, some Rookie Cubie Ink, Sam Elinger, Tyler Wallace, Purple to 125, Ledgerius, Need Chiefs, and Silver, Cooper Cup, Seth Williams, kind of Gainwell, we've got Orange Wave to 60, Michael Pittman, Junior Colts, Silver, Cole Beasley, Joey B, second year, Lil' Harvard, Cody Pay, we've got Purple to 125, Cortland Sutton, Broncos, Fireworks, Brookie Devontae, Smith, haven't seen any vinyl either, Russo, Damon Davis, Orange to 249, Tommy Trouble Panthers, and Silver, Miles Sanders, Eagles, appreciate it Kix, thanks Kix, thanks for checking us out, family Thomas, Amari Rogers, we have Hyper to 175, Chase Edmunds, Cardinals, Break Rookie, Najee Harris, Kyle Pitts Rookie, Falcons, Jamie Newman, Eagles, Purple to 125, Rashad Perriman, Lyons, and Silver Rookie, Tutu Atwell, Rams, that Trevor Lawrence Rookie base, Shane Buccelli, we've got Navy Camo here, Lavante David to 25 for the Bucks, and Fireworks of Justin Jefferson Viking, Ian Book, Rookie Saints, Ben Skaronik, Hyper Rookie Caleb Farley to 175, Titans, and Silver Rookie Otto, Marcus Stevenson for the Bills, here you go Bills, yeah again everyone, tomorrow starting at 11 a.m. of course, big high end baseball for a least day definitive 2022, the checklist is nuts, would you say 50 cut autos that are one of one, Cornell Powell, Jared Dokes, we've got Hyper of Jason Taylor to 175 Dolphins, Emergent Rookie Dolphins, Jaylen Wall, um, he'll be ripping nine cases, there's three box a case of pick your teams during the daytime, starting at 11, Turner, Sante Samuel Jr., Purple to 125, Julio Jones, Titans, and Franchise Legends, Purple Power, Ray Lewis, Ravens, that is nasty, 26 out of 49, it is, we pulled one last week, Michael A, there you go, nice, Ray Lewis, hey, Rich, my birthday is next month, wink, wink, all right, last pack, we've got Tyson Campbell, J2felly, Rich is like, okay, why are you telling me this, great, Greenscope to 75, Billy Sims Lions, happy early birthday, and brilliance of Tyree Hill, all right, everyone, give me one second, let me set up the random here for the wild points card, only points card of the break, one second, got six and five, 11 times on the random, 11 times again, whatever team is on top, we'll take home the wild points cards, good luck, everyone, one, two, three, four, five, six, seven, eight, nine, 10, 11, going to the Chiefs, Chiefs did well, got a couple of colors, Patrick Mom's, all right, let's do a quick recap here, and we had a Silver rookie auto Marquez, Stevenson Bills, Silver Brevin, Jordan Otto, Texan, Sam Ellinger on the Forrest Camo, 215 Colts, Sensational Signatures, Purple Power, Taysom Hill, that is 249, Silver Justin Fields, Flashbacks on the Red Isis 75, Donald Driver for the Packers, cool one there, Silver Robert Woods, Otto Rams, Khalil, Harbour on the Greenscope is 75, Bears, Chris Godwin for the Bucks, Silver Otto, Forrest Camo, Rookie Otto, Payton Turner for the Saints, then our Mac cards, we have a Silver Devante Smith Eagles, the Franchise Legends, Purple Power, Ray Lewis, we had the Cracked Ice Mac Jones base of 225 Patriots, and then the stained glass of Derek Henry, all right, that'll do it for the first half, everyone, we've got a second, that's the second half of this coming up in a few.


Namaskar, I'm Professor Devdeep Purukayastha from IT Bombay and I welcome you to my course, Business Fundamental for Entrepreneurs, Part 2, External Operations. I also welcome you to this industry-practition of you of how to discover your customers so you can launch new products to meet their needs, whether you are a startup or whether you are working for a large company and grow your business. So today's speaker is Dr. Nishant Tikkakar. Dr. Nishant Tikkakar has done extensive work in the domain of medical devices. At the Betic Lab in IT Bombay, he has also been an adjunct faculty at the Deer School of Entrepreneurship at IT Bombay. Prior to joining IT Bombay, he was in the United States and he did his engineering at VNIT and then his master's and PhD from the University of Utah. He has done extensive research and publications in the domains of medical sciences, medical devices. With that, I'm handing over to Dr. Nishant. Hello, Namaste and welcome to this video on what is called customer discovery in the entrepreneurship world. It is important that you understand and absorb this concept in your mind completely if you want to do well as an entrepreneur and as a startup. So, as you see in this image on the left, be it a startup, be it a small or a medium size company, be it a large business, large corporate, global corporate, all of them want to attract maximum number of customers to their business and to their products. Like a magnet, they want to have some kind of a magnetic capability in their products so that they absorb all kinds of customers, maximum number of customers, as well as the best paying customers, the premium customers. So, what we will do in this video is try to understand what are the techniques to attract those customers, try to understand what is it that majority of the customers want in their products that will help you develop your products in the best possible manner. Remember that developing a new product takes a lot of effort, a lot of time and also involves a lot of financial cost. It is important that you optimize your efforts, the time spent on developing a new product as well as minimize the cost in developing the new product. So, we will try to look into some of the techniques that can help you figure out ways to do that. As seen in this image, we know today the global population has exceeded 8 billion people and people all around the world are different from each other. Each individual is different, not just that there are regional differences, there are differences based on states, differences based on countries, differences based on parts of the world. There used to be a time when majority of the new products, the technology based novel products were developed in the western world and they were then exported out into other parts of the world such as India, Africa, South East Asia. But today the times have changed, we are in the 21st century, we live in an internet driven world, the world has become a lot more flatter. So, it is very much possible for you to be in a developing country or even in an under developed region such as India or Africa or South East Asia and develop novel products that can be attractive to people in developed parts of the world such as the United States or Europe. So, when you think of potential customers, you should think at a global level, consider all potential customers at the global level, they can be in any part of the world and make sure that you find ways to reach those customers. But before you do that, it is important to understand in particular what are their needs and desires, what is it that they want in the potential products. This will help you develop the best possible product to begin with and also quickly sell them and generate a lot of revenue. And this is important from the perspective of a startup because a startup has already incurred a lot of costs before they launch their first product and has very little time, very little gestation period to recover those costs. Now, based on your product, you should try to figure out the concept of TAM, SAM and SOM. TAM stands for Total Addressable Market, SAM stands for Serviceable Addressable Market and SOM stands for Serviceable Obtainable Market. So, let's speak briefly about this. Let's say you have a product that will be used on a daily basis. Let's say an exotic perfume that you want to launch in the market. Now, who are most likely going to be the customers for this new exotic perfume that is going to be very expensive? Chances are, these are in the higher income category around the world. Most people in the higher income category are either business owners or are highly educated. So that becomes your TAM. Across the world, you should try to determine what is the population or the number of people that satisfy this category of high income. That becomes your TAM. Once you have figured out the TAM, you should focus on a certain specific region. Let's say you choose to sell your products only in India. That becomes your SAM. You want to target high income people within India, the higher educated people, the business owners in India. And within this group, within the Indian group, you should try to figure out who would actually be willing to pay for your product. Chances are because it's a perfume style product, educated women would be willing to pay more than educated men. So that becomes your SAM. It is important that you understand these concepts before you begin your product development and start-up development. So that you can reduce the gestation time of the development of your product and do it at minimum possible cost. So, irrespective of who the target customer is, each customer has his or her own needs and desires. Now, if you try to figure out on an individual basis, it becomes an impossible task. But what can be done is you can try to figure out the needs and desires of multiple people and find out the common needs and common desires within that group. Obviously, a new product has to satisfy at least some of them, if not all of them, the needs and desires that the entire group has. Based on the needs and desires, you should try to develop your product and highlight the features of the product such that they address the needs and desires of the customers. Increasingly, not just that, what you have to offer is a wholesome user experience. A great example can be that of a smart glass. Smart glasses come with a lot of features. But if they do not offer a complete wholesome, enjoyable experience to the customer, they fail. This has happened in the past. This can happen in the future. Obviously, you don't want to be in that seat where your product has failed. So, as seen in this image, you have to make sure that you have the right product features that you can offer as a value proposition to the problems or the needs and desires of the customer. Always try to solve the problems faced by the customer, offer a solution, not the product. So, as seen in this image, if you try to fit these square pegs into these triangular crevices, do you think it will work? Certainly not. They will never fit. So, what is important to understand is the concept of the right product market fit. Sometimes, this may seem very obvious. Don't you want the product that you buy to satisfy your expectations? Yes, but there are hidden things in each individual personality that you should understand to develop the best possible product market fit. If that is not done, chances are your products can fail. A good example is that of Google Glass, beautiful product developed by the largest company, best possible technologically advanced company that did not work when it was launched. So, it is important that you understand your customer, understand their needs and desires and make sure that your product features and the value proposition that your product offers is in perfect alignment with the needs and desires of the target customer. Only then you should proceed to developing your product and not before that. So, to understand your customer, how do you go about understanding different customers? What you need to understand is the concept of customer persona. What makes a customer persona? The obvious characteristics are the physical characteristics, the age, the looks, the gender, the body type, body size, etc. However, the not so obvious characteristics of a customer can be their geographical region, their historical background, their cultural background, their religious beliefs, their social circumstances. Even less obvious characteristics are their income, their designation, the company that they work with. All of these constitute customer persona. But if you dig even deeper, what you should try to find out is what are their personal values, what are their personal likes, what are their disc likes, are they facing any certain kind of challenges. Only when you find out all this information of a large number of potential customers, you will be able to define the customer persona. So, what we see here are the different pillars of segmentation. Typically, a customer persona can be segmented into the demographic characteristics relating to the obvious age, gender, physical characteristics, their educational achievements, their income, their designations, the company they work for. Or the geographical characteristics depending on their location, city, whether they are urban customers or rural customers, whether they are in a specific state or region of the world, the local culture, the overall climate can influence their choices. All of these play a role in deciding what product should a customer spend their hard and money on. The not so obvious characteristics are under the two pillars of psychographic and behavioral. Psychographic constitute lifestyle, interest, attitudes. Note that even two brothers with the same background and that grew in the same home may have different interests, different lifestyles, different attitudes, certainly different opinions. And then of course, further you should try to understand their deep values, their behavioral characteristics such as what stage of life they are in, what are the benefits they seek from this point as they go forward in their lives. Only when you get all this information, are you ready to start building your product. Once you collect all this data, first key thing is to collect all the data in an objective fashion, in an unbiased manner, in an open transparent manner, so that even the customers are aware that you are developing a new product, and you have the right data. Once you collect the data, you can then work on the data and segment the potential customers in different categories as seen in this image on the left. So, let's say take an example here of how you can segment potential customers. This is a graph of income versus age. We have categorized customers into three different categories, students, retirees, and working executives. As seen, students and retirees, chances are they will have less income, which is why they are lower on the y-axis. While working executives will obviously have a lot more income, which is why they are higher on the y-axis. However, students tend to be younger, so they are on the left of the x-axis or age. Retirees tend to be older, they are on the right of the axis, entitled age. Executives fall in the middle. With this kind of segmentation, you can identify which is the group that you want to target, depending on your product. Once that is done, now let's say you are developing a product that will likely be utilized by young working executives. Now, within that age group, as seen in this image on the left, you will find all kinds of people. They will look different, they will appear different, they will dress different, they may have different attitudes. So, how do you determine who is most likely the working executive that will pay for your product? Chances are he or she looks something like this. He dresses up well, he looks better educated, he looks very decent, and appears formal in his attire and behavior. That is the way to define your potential paying customer. Irrespective of the product you choose to work on, you should work on identifying such a customer down to the individual level. So, let's look at what are the methods that you can adopt to do this kind of customer discovery. What I have done here is I have listed various methods that are popularly used. These are typically called market research methods. There are companies that do this and they have become multi-million billion dollar companies. Some examples are Ipsos or Reuters and so on and so forth. They use different techniques to understand their customer. Most likely when you have a large customer base to choose from or to pick from or to identify potential paying customers from, the best way to start is usually conducting a survey. This can be an online survey using Google Form or it can be an offline survey where you do conduct the survey in person in pen and paper form. From there you can start in identifying the right customers. Make sure that the questions asked in the survey are objective. They are not biased. They should not carry any of your personal bias and they are close-ended, meaning they should yield meaningful answers to the questions that you are trying to address. Once these surveys are done, you can do other things. You can observe potential customers in real-life scenarios. Let's say you are trying to pick out what is the best color for packaging. You go in a grocery store or in a large store and you spend time observing the choice of packaging that customers like. It can be based on color. It can be based on size or shape or certain symbols. This is again unbiased, open-ended observation that you have to do yourself. The other few methods are focus groups where you bring potential customers together in a closed environment like an enclosed room and you make them discuss what is expected in the potential product that you are developing. That is called a focus group discussion.  You are just listening to it and you are taking your own notes and observing what customers want. Competitive analysis refers to other products that can be potential customers that are either already in the market or can be quickly in the market. There you try to study what the competing products offer to the customers and then bring out some uniqueness to your own product that will help you beat the competing products in the market. Personal interviews obviously means that you personally interview customers one on one with the right questions, try to understand their deep values, their deep expectations from your products. And field trials means you make a certain, it's like making a pilot number of products, running a pilot program, and you launch them in the smaller market and then gather data on what customer feedback is so that you get true meaningful data of how your product will perform in the market, okay? Once you do all these customer discovery methods and collect the data, you will be able to better define your product functionality, the how it is supposed to function, the aesthetic aspects of your product to make sure that it is attractive right from day one in the market as well as the price point that the customer is willing to pay for your product. And not just that, if you know the price point, you can even back calculate the cost within which you should produce your product to make handsome profit. So if we compare these methodologies, what we find is that the surveys and observations yield qualitative as well as quantitative results depending on the kind of questions you ask or the observations that you make. Other more involved, more intense customer discovery methods yield mostly qualitative results. And you have to figure out ways to determine the key points in a quantitative manner based on the customer feedback. The surveys and observations tend to be low cost, tend to take shorter to medium time for the most part. Other methodologies take longer because they are more intense, they are more involved but yield better results, yield deeper results and help you understand the customer completely in a wholesome manner. So depending on the product you are about to launch, you should adopt certain methodologies. If not all, certainly some of these to understand your customers before you launch the product or even make the product. So let's take a small break. We will let you reflect on some of the questions that we have posed here. We want you to answer them in true or false and we will come back to further explain how to make your products and how to address customers. Thank you.


Spencer, in that fourth quarter, execution wise, what was key for you guys to get in the shots that you guys needed and the stops? I think just team-wide maturity. I think understanding that McKell was definitely going to make shots and make plays for us. And just having a calmness and a patience. Now we've been tested a little bit. You hit some big ones in that fourth quarter. What did you read from the defense that you were able to take advantage of? Different things at different times. I had an isolation attempt and also then blitzing a little bit, which got my teammates some open shots. That's just part of being able to leave for 10 years. Jock said now that the key is doing it again tomorrow with a game like this where so many guys are impactful at big time and big moments. How can you guys replicate that tomorrow night against the Redding Champs? Just having a level of intensity, effort, understanding that obviously a back-to-back is tough but staying focused to the game plan and we have a chance to unite.


I started as a graduate with the Australian Signals Directorate. I had a degree in both maths and linguistics, and then I found that throughout my career I was drawn to a whole lot of technology-based positions. What I love about my job is the absolute diversity which includes working with industry, working across government, representing my country overseas, so there's all sorts of exciting opportunities in government and in cyber security. And these that just complexity and challenges some of the issues that we deal with.


Live from Orlando, Florida. It's theCUBE, coverage.conf18, brought to you by Splunk. Welcome back to Conf 2018. This is theCUBE, the leader in live tech coverage. My name is Dave Vellante. I'm here with my co-host, Stu Miniman. We're going to start the day. We're going to talk to some customers. We love that. John Morris here is the MIS program director at UConn, the Huskies. Welcome to theCUBE, good to see you. And he's joined by Ryan O'Connor, who's the senior advisory engineer at Splunk. He's got the cool hat on. Gents, welcome to theCUBE. Great to have you. Thank you. Thank you for having us. So kind of a cool setting this morning. This is Stu's first Conf. And I said, you know, when you see this, it's kind of crazy. We're all shaking our phones. We had the horse race this morning. We won. So that was kind of fun. Team Orange. Yeah, Team Orange. Team Orange as well. Which is great. You're on Team Orange? I'm on Team Orange, yeah. So we're in the media section. And the media guys are like sitting on their hands, but Stu and I were getting into it. So good job. I think it's good. Nice, MVPs. So John, let's start with you. So I always love to start with the customer perspective. Maybe describe your role and we'll get into it. Sure. So as you mentioned, I'm the director of our undergrad program, MIS, Management Information Systems, Business Technology. We're in the School of Business under the Operations and Information Management Department. The acronym, OPIM. Okay, cool. And then Sir Ryan, tell us about your role, explain the hat. Absolutely, yeah. I'm an honorary member of the Splunk Trust now. I recently joined Splunk about a month ago, back in August. And yeah, outside of my full-time job working at Splunk, I'm also an adjunct professor at the University of Connecticut. So I helped John in teaching and that's kind of my role and where our worlds sort of meet. So John, we were, Stu and I were talking about the sort of evolution of Splunk, a company that was just, okay, log file analysis, kind of on-prem, perpetual license model, and it's really evolved and it's permeating throughout many organizations, but maybe you could take us through sort of the early days, and then you con for a while. What was life like before Splunk? What prompted you to start playing around with Splunk and where have you taken it? What's your journey look like? Sure. So about three years ago, we started looking at it through kind of an educational lens. Started to think of how could we tie it into the curriculum. We started talking to a lot of the recruiters and companies that many of our students go into saying what skill sets are you looking for and Splunk was definitely one of those. So, academia takes a while to change the curriculum, make that pendulum swing, so how can we get this into students' hands as quickly as possible and also make it applicable. So we developed this initiative in our department called OPIM Innovate, which was all based around bringing emerging technology skills to students outside of the general curriculum. We built an innovation space, a research lab, and really focused in bringing students in classes and incorporating it that way. We started kind of slowly different parts of some early classes about three years ago, different data analytics, predictive analytics courses, and then that really built into, we did a few workshops with our Innovate initiative, which Ryan taught, and then from there it kind of exploded. We started doing projects and our latest one was with the Splunk mobile team. Okay, and you guys got some hard news around mobile today, right? Maybe take us through that. Absolutely. You want to? Sure, yeah, I'll take that. So we teach a course on IoT, industrial IoT, at the University of Connecticut, and so we heard about the mobile projects and basically they were doing a beta of the mobile application. So we partnered with them this summer and they came in, we have a Splunk enterprise license through Splunk for Good, so we're able to actually ingest Splunk data, and so as part of that course, we can ingest IoT data and use Splunk mobile to visualize it. Ryan, maybe you could explain to our audience that might not know Splunk for Good. Absolutely, yeah, yeah. So Splunk for Good is a great initiative. They offer a Splunk pledge license, they call it, to higher education institutions and research initiatives, so we're able to have a 10 gig license for free that we can run our own Splunk enterprise, we can have students actually get hands-on experience with it, and in addition to that, they also get free training so they can take Splunk fundamentals one and two and actually come out of school with hands-on experience and certifications when they go into the job market, so. John, we talk so much about the important role of data and the tools change a lot. We talk about the next generation of jobs, you're right at that intersection, maybe you can give, what are the students, what are they looking for, what are the people that are looking for them, hoping that they come out of school with? Yeah, it's, you have two different types of students, I would say, those that know what they're looking for and those that don't, that really have the curiosity, they want to learn, and so we try to build this initiative around both. Those that maybe they're afraid of the technology and the skills, so how do we bring them in, how do we make a very immersive environment, kind of have that aha moment quickly, so we have a series of services around that, we have what's called TechKits, the students come in, they're able to do something applicable right away and it sparks an interest, and then we also kind of developed another path for those that were more interested in doing projects, so they had that higher level skill set, but we also wanted to cultivate an environment where they could learn more, so a lot of it is being able to scaffold the learning environment based off of the different student coming in. So it's interesting, my son's a junior in college at GW and he's very excited, he's playing around with data, he says, I'm learning R, I'm learning Tableau, am I great? What about Splunk? And he says, what's that? Yup, yeah, then no, exactly. It's a little off-center from some of the more traditional visualization tools, for example, so it's interesting and impressive that you guys, sort of identified that need and actually brought it to students. How did that all, what was it, an epiphany or was it demand from the students? How'd that come about? It was a combination of a lot of things. We were lucky, Ryan and I have known each other for a long time as the director of the program, trying to figure out what classes we should bring in, how to build out the curriculum, and we have our core classes, but then we have kind of the liberty to build out special topics, things that we think are relevant, up and coming. We can try it out once if it's good, maybe teach it a few more times, maybe it becomes a permanent class, and that's kind of where we were able to pull Ryan in and he had been doing consulting for Splunk for a number of years, and so I think this is an important skill set. Is it something that you could help bring to the students? Sure, yeah, yeah, I mean, one of the big courses we looked at was a data analytics course, and we were already teaching with a separate piece of software, not going to name names, but essentially I looked at it one for one, like what key benefits does this piece of software have, what are the students trying to get out of it, and then just compared it one for one to Splunk, like could Splunk actually give them the same learning components and all that, and it could, and with the Splunk for good license and all that stuff, we could give them the hands-on experience and augment our teaching with that free training, so when they come out of school, they have something tangible, they can say, I have this, and so that kind of snowballed. Once that course worked, then we could integrate it into multiple other courses. So you were able to essentially replicate the value to the students of the legacy software, but also have a sort of modern platform. Exactly, exactly, yep, yeah, you nailed it. And that was, what, was like a, if Doug was talking about making jokes about MDM and codifying business processes and...  So we said, we were hearing Splunk over and over again, so why not just bring it into the classroom and give them that?  What, how's the mobile going to impact you, especially, I would think? Yeah, so when we kind of came up with our initiative, we identified five tracks that both skill sets we believe the students needed and that, and companies were kind of looking for. A lot of that was, our students would go into internships and say, hey, you know, the skills that we're learning, you know, they're asking us to do all this other work in AWS and drones and VR. So as, again, as part of this, it was identifying, let's start small five tracks. So we started with 3D printing, virtual reality, microcontrollers, IoT, and then analytics kind of tying that all together. So we had already been building an environment to try and incorporate that, and when we kind of started working with the Splunk mobile team, there was all these different components that we wanted to not only tie into the class, but tied into the larger initiative. So the goal of the class is not to just get these students the skills and interesting, interested in it, but to spread that awareness. The augmented part is just kind of another feature, is the next piece that we're looking in to build activities, and it just, it had this great synergy of coming in at the right time, saying, hey, look at this sensor that we built, and now you can look at data in an AR. It's a really powerful thing to most people. Yeah, they showed that screenshot of AR during the keynote, and one of the challenges that we have at the farm, so we're teaching, this is the latest course that we're talking about on an industrial IoT. One of the challenges we have at that farm is we don't have a desk, we don't have a laptop, but we do have a phone in our pocket, and we can put a QR code or an NFC tag anywhere inside that facility. So we can actually have, we have students go around and they can put an iPhone up to a sensor or scan a QR code and see actual live, real-time data of what those sensors are doing, which is, it's an invaluable tool inside the classroom in an environment like that, for sure. So it's just been able to do things we never would have been able to do before. I want to ask you about, come back to mobile. Yeah. Because you're saying it was something that people have wanted for a long time. It took a while. Presumably it's not trivial to take all this data and present it in a format in mobile that's simple number one, and number two is, a lot of Splunk users are, they're at the command center, right? They're on the grid. So maybe that worked to your advantage a little bit in that you look at how quickly mobile apps become obsolete. So is that why it took so long? Because it was so complicated, and you had a user profile that was largely stationary? Yeah. And how has that changed? Yeah, honestly, I'm not sure on the full history of the mobile app. I know there previously was a new mobile app, and there was an old mobile app, and this new one, though, is- Have you used it? The new one? Yes. Oh, so when we're talking about augmented reality, that might be, we may not have been clear on that. Augmented reality is actually part of the mobile app. It is part of the mobile app. Yeah, yeah, definitely. And multiple features to it. And then, in addition, we have, the Apple TV app is in our lab. We have a dashboard displayed on a monitor, so not only can we teach this class and have students setting up sensors and all this, but we can live display it for everyone to come in and look at all the time. And we know that it's a secure connection to our backend. People walk into the lab, and the first thing they see is this live dashboard, Splunk data from the Apple TV, based off of the project we've been working on. What's that? Well, that's a live feed from a farm five miles off campus, giving us all these data points. And it's just a talking point. People are like, wow, how did you do that? And it kind of, it goes from there. Yeah, and the farm managers are actively looking at it too, so they can see when the doors are open and closed to the facility, if the temperature gets too high, all these metrics are actually used by the farm manager. That was the important part to actually solve a business problem for them. We built a proof of concept for the class, so the students could see it. And then the students are kind of replicating another final project in the class. The class is still ongoing, but where they have to build out a sensor for plants to, so it's kind of the same type of sensor kit, but it's, they're more stationary plant systems. And then they have to figure out how to take that data, put it into Splunk and make sense of it. So there's all these different components. And you get, for the students, you get the glam factor. You can put it in a fishbowl, have the Apple TV up there, and it's all these different things. Good recruiting tool. Exactly, and that's, I mean, part of it, when we started to think about our initiative, it was recruitment. How do we get students beyond that fear of technology, especially kind of coming into a business school? But it really went well beyond that. We aligned it with the launch of our analytics minor, which was open to anyone. So now we're getting students from outside the school of business, liberal arts students, just creating very diverse teams. Even in the class itself, we have engineers, business, psychology student, history student, that are all looking to understand data and platforms to be able to make decisions. So there's essentially one Splunk class today, instead of a Splunk 101? This semester there's a couple classes that are actually using Splunk inside the classroom. And I mean, it depends on the semester, how many we have going on that are, actually there's three this semester. Sorry, I misspoke there. We have another professor as well who's also utilizing it. So yeah, we have three classes that are essentially relying on Splunk to teach different components or, you know. Is it, help us understand it. Is it part of, almost exclusively part of the analytics, you know, curriculum, or is it sort of permeate into other MIS and computer science or? Right now it's within our kind of MIS purview, trying to, you know, build all their partners within the university. And the classes, they're not, it's not solely on Splunk. Splunk is a component of the tool. So it's like, for example, the particular industrial IoT course, it is understanding microcontrollers, understanding aquaponics and sustainability, understanding how to look at data, clean data, and then using Splunk as a tool to help bring that all together. Awesome. It's kind of the backbone, you know? Love it. And then, I mean, in addition to, I just wanted to mention that, we've had students already go out into the field, which is great, and come back and tell us, hey, we went out to a job, and we mentioned that we knew Splunk, and we were, you know, a shoe in, for certain things. Once it goes up on their LinkedIn profile, it's start getting. Yeah, I mean, again, I would think it's right up there with, I mean, even more so. I mean, everybody's, in our day it was SPSS, now it's R, Tableau obviously, for the Viz, everybody's kind of playing around with it.  Right. Exactly. Coming out of school with that. When you dig a little bit deeper, you find that out. Yeah. Cool. Well, great work, guys. Thank you very much. Really appreciate you guys coming on theCUBE, and it was great to meet you. All right, we appreciate it. Thank you. All right, you're welcome. All right, keep it right there, everybody, Stu and I will be right back after this. This is day one of .conf18 from Splunk. This is theCUBE.