Hi, this is your something party on behalf of Linux Foundation and today we have with us guy Martin executive director of OSTs open So today we are going to discuss the new open source management and strategy training series from the Linux Foundation, which you authored So I want to know from you First of all Can you talk about because you have been in this field of open source for so long? tell me what are open source program offices and What is the importance and significance of these offices and today's were especially when number one? almost everybody is either consuming or using open source and number two is that It is becoming increasingly important To know how to engage with open source committee because this is not a one-way traffic, right? Exactly. I mean, I think I look at open source program offices Somebody wants to find it as the and it may have been our friend Nithya Ruff at Comcast as the central nexus where all open source work Is coordinated within an organization now that doesn't mean all the work is necessarily done in that organization But it's a central place where coordination happens around things like compliance around things like it like you said interacting with the open source community and so within that framework, I think Ospos are a reasonably new sort of construct I've actually you know, obviously run one at at at Samsung ran one at Autodesk But in in kind of the formality of really talking about Ospos. It's still reasonably new I think probably within the last 10 years or so and so I think it's a really great way to to again centralize at least how people work with open source and in organizations, but let the work potentially be decentralized But have a place that is again the central nexus of training and and engagement with the community Can you talk about what are the risks? You know if a company does not have an open source strategy? Or if they don't have an open source program, what are the risks they might run into? Yeah So the thing is you may be able to consume open source Effectively as an organization for for quite a while But eventually technology being what it is you're eventually going to run into a situation Where you have a bug or you have in the open source project that you're relying on or you need a feature that the community is Unwilling or unable to contribute or fix for you So you have to have that strategy for how you effectively contribute back to that upstream open source project and I've seen in places that have been in my career where that strategy wasn't in place and Rather than engaging constructively with the community understanding what the community is built that That code was just tossed over the wall to say hey, I've got this patch Or I've got this new feature Please accept it without any sort of strategy for engaging effectively with that community and that generally never ends well That I've seen it generally ends up being that the community says well either a we fix that bug in a different way Or we've implemented that feature, but we don't want to take your fix and then you're in this catch 22 of do you Maintain a long-lived fork of that open source project And then have to do all the engineering with that and then continue to merge changes from the from that upstream or do you You know Basically give up on your fix use whatever the community built and then do all the regression tests within your own product to make It work So it's generally better to have that strategy up front so that when you get to the point that you find a bug or you Know you're going to need to contribute to that that upstream community and by the way you will any executive that says Will only ever consume from open source is is really not living in reality The reality is at some point you will have to contribute back or engage in some constructive way with an open source community And so having that strategy Locked in ahead of time makes it a lot easier organizations individuals companies who do want to Set up open source program office or they want to build A strategy for open source in a very structured manner I think Linux foundation and you have collaborated to come up with this training course series So tell us a bit about this series What does it cover? Who is the target audience for this course? Right? I mean, I think you know this series of courses I was really excited to to to be asked to build this by the Linux foundation And this was actually kind of concurrent with as I took all my new role as the executive director of oasis open Which I'd love to talk to you about more at some point too But as I took this on I I think I was really glad to see that It's not even though I'm the the author on the course. It's really not just my content It's content obviously that I've had over 15 to 18 plus years Running open source program offices, but it's also content that is really the collective Tribal knowledge if you will of all of the open source program office folks that that are in our community And this course is really targeted. I think at both executives and engineers And and really my hope is that at some point This course is something that can help build The the bench of people who run open source program offices because you know, I'm really glad to be part of that community But right now that community is only about 40 or 50 of us in the world We all know each other right, which is great But there's a ton of opportunities and there's a ton of organizations That need this expertise of people who can help run open source program offices And my desire is that this course is one of those things that that you can use to do that So again, it covers everything in in a structured way that really was what I Came up with when I worked with my team at red hat, which is a strategy A core of strategy and governance the why and how of you of of open source or what open source looks like in your organization With modules around how you consume open source How you contribute or collaborate With upstream open source communities and how you create open source So it's really designed to to look at the whole picture of open source from consume Contribute collaborate and create as well as the what I call the core muscles right before you do any of those things You I think the the key to a good strategy is to have those the core muscles defined of the the why and how Right, what's your overall strategy and how are you going to effectively? Work both with the upstream community and train your own organization because you and I know swap It's it's a lot of times. It's a mindset shift. It's not just a process shift. So This course is designed these core series is really designed to encompass all of those things and I will say that it's designed not to be a deep dive necessarily into any of those topics It gives a high level overview and obviously there's a lot of other training courses that that are out there That Linux foundation and others have already developed and so this is I think meant to give the holistic view at You know a 20 000 foot level that that really lets people kind of get started Who are these people who can benefit from it and what kind of benefit it offers them? I mean, I think it Anybody from an engineer who has to do the work to a senior leader who has to oversee the work to the Middle management that that is working on these day to day things I tried to target this Really across that spectrum and so not everybody has to take every single module I think we tried to design it so that the things like strategy and governance the core pieces Everybody should take but you know engineers can can who aren't familiar with open source can Learn about kind of open source development practices in the in the consume or the or the contribute Modules that we have but senior executives can also Learn both about kind of the strategy and governance But also how to work with With the their engineering teams and how to work with their legal teams In some ways I wanted the benefit of this to be for people Kind of across that engineering management legal spectrum For them to understand where they all fit right because we know it's not just it's not just engineers It's not just you know senior leaders. It's legal. It's you know qa and test. It's release engineers It's a whole wide spectrum of people that you need to be all on the same page to work really effectively with open source How were people, you know who were involved with open source program office? Gained as a skill up till now, you know Since now you have a course where they can benefit from but how are they doing it so far? Uh through a variety of sources, right? I mean, uh, you and I both know that that the that there's also the to-do group Right, which is a kind of a sub foundation area of the linux foundation I've been involved in that community for quite a while and contributed a lot of things to it And I think that's where people have tended to come is through through places like the to-do group or just finding that experience or quite frankly sort of muddling through and I in my early career I muddled through a lot of this right where where there wasn't training and there wasn't we We all were kind of learning on the fly and making making mistakes as you pointed out and you know having ip issues But um, I think my goal really in in this training series is To demystify a lot of that right and say yes, you're right You do have to be careful But that that shouldn't be a barrier to actually trying because I think We're finally at a point now with open source program offices and in the evolution of open source use in Industry where it's less about the fear uncertainty and doubt Right. I mean our friends at microsoft are fantastic now, right? And originally they were the original purveyors of fear uncertainty and doubt and now they're doing an amazing job in open source Because they've began to realize the benefit, right? and I think the showing that benefit and getting senior leaders to understand and more senior leaders to understand The benefits of open source and why you should do it and that you shouldn't be afraid of it You should be cautious and you should have a good strategy, but you shouldn't be afraid of it That's what I hope this this the other thing that this Course series really really helps put forward now before we wrap this up What I want to know from you and these are your thoughts as as a leader in open source yourself is that As companies they do embark on their Distant transformation a cloud native journey and they will come across open source. They will come across only open source That's what is there Why they should embrace? Uh, uh, as they are consuming open source you have touched upon But I want to wrap up with these thoughts of yours that as they do embark Why they should have a very concrete open source strategy and why they should also consider having an open source program office So that irrespective of how much they want to give back or contribute depending on how much resources they have But at least they should be able to leverage these technologies in the best possible way and not create a lot of technical data as well Right. Well, I mean, I think we've all heard the the saying that open source is one, right? Yeah, maybe not on the desktop. But as you pointed out, there's not a single thing from my watch to My phone to the computers we're talking on now that is not in some way touched by open source, right? So everybody's Life is touched by open source. So Then you go up to where where organizations are and there's not a single organization And a lot of them by the way are not traditional software organizations, right?  Well, they're a huge software organization, right? So the having a consistent strategy Um, if you let me let me kind of put it in a different way if you don't have that strategy What you're going to find especially on the consume side, which you made a great point swap Which is yes, it's really easy to download something I would argue that it's almost too easy in some cases because I've been in organizations where Um, everybody just downloaded whatever whatever, right? And it was like a piece meal and trying to get everybody on the same page was really really difficult Whereas saying hey, we want to we want to embrace open source We want to take advantage of but let's have a consistent strategy for what we download, right? And it's not just technical fitness of purpose It's how is the and this is where senior leadership comes in and having a good strategy is You know, what's the community like, right? Am I downloading this thing that meets my technical needs? But the community is dead and I've got a project out there that essentially is dead And I'm now basing my business on it. I think having you're an open source program office at a certain point when you In your organization and again, it depends on it It varies in terms of when that that that break point is when you need to create that organization Um, it gives you I think not just the place to to manage open source It gives you the peace of mind knowing that A key pieces key pieces of technology that you rely on as a business that you're building your value on top of That those things are going to be healthy, right? I mean the days are long gone of, you know building a technology stack soup to nuts where You know, you can you have complete control of everything The business reality now is that you can't afford from an engineering and business perspective to build everything yourself So with that knowledge, you are relying on a ton of things that are being built by Partners potentially being built by your competitors, right? And we haven't talked about that but that's a really good reason to have an open source program office Is because the understanding is that a lot of your competitors that are working in these open source projects That are benefiting you and them they're there if you don't have a good strategy from the beginning about how you engage with that Open source project What's going to happen if your competitors decide to take that open source project in a different direction That's counter to what you need in your organization if you are not contributing you don't have a seat at the table You don't have a voice in how those projects get managed. So really understanding that It's not just a luxury, right? I think once your company gets to a certain size and again It's depends on where you are in the evolution of your your journey in open source But without an open source program office It's really difficult to Cohesively get a seat at the table for these open source projects and technologies that you rely on So it's I think um in some cases. I would just view it as table stakes at this point for effective You know use of of open source technology And I think the other thing I would leave your viewers with is it's it's long since passed just the use of open source technology I mean the the number of people that in organizations that I still run into that that have this false sense of security of Oh, we're only ever going to consume open source It just you know the I've seen it and it's not just me But we've all seen it time and time and time again that you know If you're sitting on the sidelines just consuming you're missing a whole bunch of opportunity to make your business uh more valuable and to and to safeguard sort of your business and and your technology Against you know changes that may happen without your ability to influence them guys Thank you so much for not only writing this course But also your contribution to the open source world But also talking to me today for a long after a long time. So thank you and I look forward to talk to you again Sounds good. Thanks. Well, great to see you. Take care


Let's see if we can one-hand starter. We can. Let's see if we've got any lift. There's not been a lift before. Not really. There's no water lift there. I don't know why that is. I'm going to get the full board up. So that's not terribly bad, but it didn't feel like that.


everyone and welcome. Welcome to summer. It's hot here in New York City. It's officially summer. It is June, so I'm doing a Hello Summer Golden Gap course special for those who are interested in learning my system and trading this summer. You know, summer is actually a really good time to trade because if you want to get out and enjoy your day, I trade gaps in the morning and you have the rest of the afternoon for yourself, which I've been spending actually looking for apartments. So I mean, it's whatever you want to do. You want to go shopping or golfing, or if you want to spend time in the pool or go to the beach, depends where you live, what you want to do. But I think summer trading is good for the in and out really fast and really quick. So I think that this special will help people get up and running after the class and learning what I know in the system. If you'd like more information, you can email me at MelissaTheStockSchwisch.com. You can call me at 929-3200 Gap. Follow me on Twitter, Facebook, YouTube, or Skype. So I'm doing a Hello Summer special that starts today through the class in June. The class in June is June 12th and 13th. And again, this is the bearish golden gap course and you have until June 11th to sign up. Now, if you're interested in the trial for the trading room, you can email me for that as well. But getting back to what I was saying as far as timing with trades, I'm looking for momentum. This is today trading is in and out. It's active trading where I'm in and out in several minutes of trades and even with options, you know, I'm doing the weekly option so I could be in and out the same day or two, three, or four days. Preferably fast too with the options to be honest with you. I like momentum. So the quicker the better. And again, this is good, particularly if you want to do other things with your life and have some freedom. Everyone wants to make money in the market. But guess what? Not everyone does. And you say, well, why? Why doesn't everyone make money? There's a lot of reasons why I'm not going to detail every single one. But one of the most important things is people do not have a strategy that consistently makes money in the market. That's one of the reasons they lose. People are now going to these chat rooms and thinking that they're going to get ideas from complete and total strangers in chat rooms that have no strategic reason whatsoever at all. So it's very interesting because very often people are under the impression that trading is gambling. It is not. It has to be a thoughtful process that is systematic and very well thought out. And that is what I do every morning in my prep work. You know, the time that I take from the time that I get up until I trade and I get up early about six o'clock each morning, Eastern Time market opens at 9.30. You know, I prepare to trade in the morning in the pre-market, rating my gaps, looking at what I'm doing. And the more time I spend preparing, the better I'll do in the day and the more money I'll make in the day. The less time I spend preparing, I'm probably not going to do as well that day. So it is about having a strategy and focus. Trading isn't gambling. And a lot of people look at it that way.   And I've always done that actually, which is one of the reasons for my success. I look for institutional money in the market. How do you read it? I'm reading it in the gap using my 26 point rating system to determine if the stock is going to move higher or lower. Are institutions buying the stock or are they selling the stock? That's what the points figure out. That's what I teach in the Golden Gap course. I just got done saying I'm doing a special for the Golden Gap course. The class itself, the meat and potatoes of the class is the rating system. Okay. Trading is great. Doing it is great. That's how you're going to make money. But when you learn something, when you really, really, truly understand it and believe in it and have the conviction in it, the sky's the limit for you and you can make a lot of money doing it. And I really have a lot of conviction in my strategy. One, because I developed it myself. And two, because I've been doing it now for a long time. So here's a chart of tea. Let's basically go over a basic here, what a gap is. This is a trade that we did. This was a short stock close to your gap down. So a gap is a difference in the close in the open, a stock close to your one price at four o'clock market closes at four every day and open the next day at 930 at a different price. That is a gap. We shorted it, it fell. This was AT&T. Down here's the volume. Okay. So here was the trade and I'm showing you advanced risk and beginner risk. I called this trade in the live trading room. Okay. And I'm offering the live trading room and the options newsletter free through the end of 2021 with the Golden Gap Horse Hello Summer Special. So this is a benefit. I'm calling the trades live in the room. In fact, I think I have the room taped on YouTube from this day can go back and look at it. Entry was 2957 shares advanced risk again, 5,000 2650 risk exit 2895 profit 3,100. Actually, this continued to go I'll show you in a minute, but I like the fast trades beginner risk $530. That's a solid risk. You turn your money around profit 620. Let's go back here. Yeah, you can see this came all the way down and actually broke, broke this area. So I like to get it in that fast. So I did a fast trade in this but this kept going. So this was again a trade I called in the live room. So one of the nice features of this special is the support system of being in the live room the rest of 2021 to be able to get trade calls like this after the class. Okay. So what is the Golden Gap system? It is a 26 point rating system that I developed over the course of over three years of my life. I look at the daily chart of a gap. There are many things that gap every day. There are thousands of gaps every day. I don't rate thousands of gaps every day. Why? You'll learn more of that in the class. But the idea is to make a watch list and pick out the ones you want to rate and then go with the highest rated one. So that's how I pick something like tea, for example, that I do the only one traded day to make money. Now you may do want to do more than one option if you're holding things overnight as multiples, but even that if you only did one option a day is all you would need to. So summer is a great time to trade. I love this picture of this full baby. I just think this is adorable. And you know, it's so nice to have the weather nice here in New York. It's freezing here in the cold.  And I am definitely going to enjoy my summer and not trade all day. That is a huge benefit. You have the rest of the day to yourself. We're done usually by 10 o'clock, 10, 15. And my system is pretty straightforward. Last month when I did the class, someone said something to this effect, you know, I usually follow other people. How are you doing? Did you understand it? Do you have questions? You know, I think he this was these exact words actually said it was pretty straightforward. You know, you don't know what to look for. I'm teaching you. You ask me questions when you're in the class or afterwards to comprehend it. And then you do it. I do my best to break it down for people. It's just that many people don't know what to look for. And so that's how I developed the 26 points. Again, it was over a course of years of doing this. If I could come up with 126 points, I would. And then I'd have 100% win, win ratio accuracy rate, you know, it's the more things you look at the higher the odds and trading is about odds. You have to put the odds in your favor. Nothing is 100%.  High chances of success. Okay. Because I'm taking risk when I put a trade on. You can't make money if you don't. So I want my odds of success and making money to be high. High odds is what you have to follow. Again, going back to the comment I made earlier at the chat rooms, low odds, ideas you get in chat rooms work or free videos or, you know, any of these other things that people go out there desperate for ideas. My system is a thought out, thoughtful process that I go through every morning, but it is straightforward and it is something that you can comprehend and I can help you get and teach you. And again, it is called the golden gap system. This is what I teach in the golden gap course. The first day is the points. Okay. The second day is the entries. And then we go over targets as well. So think about this. If you want to be successful, start hanging around successful people. One of the reasons I have the chat room closed off is so that people cannot talk to each other in the chat room. I'm in charge. I'm the one that's controlling everything, calling the trades, doing the discussions, doing the teaching.  Trading is an independent activity. If you win, you're happy. If you lose, you're upset. At the end of the day, no one cares really but you. The market certainly doesn't care. So you have to look at this as a very independent activity. And if you are someone that's entrepreneurial, this may be for you, but you have to have a positive attitude. You have to be optimistic. And I'm telling you, success is contagious when we have a good day in the room or we have some great huge options trades, which we have recently, like the ones we did in the last week in Nividia. I mean, it's snowballs where then you realize you can make money doing this and then you're green, green, green, green, green, green. And people very often when they come to me, they've traded in the past, they've lost money, they've been losing, and then all of a sudden they start making money and it's like magic. Because it is like magic. The 26 points, the reason I call my system the golden gap, because it is like finding gold in the market, it is like magic. That I can predict where something's going to go before it does it, just like tea and just like Nividia. I predicted where Nividia would go, like before it even happened. And that is how you make money in the market. And how am I able to do that through my system, through the 26 points. Every day I'm focusing on one thing a day to get the bullseye. Just get it right in there, boom. That's what I'm looking for every single day and you only need one. And that's another important thing that I need to tell people too. It's not about, you know, again, trying to do this many trades and cover this many trades now. You just, you need one winner. That's it. And you add size to it. So if you're thinking about doing this for a living, you can trade the market, trade for financial freedom. A positive attitude definitely, definitely, definitely helps you a lot. And I try to instill that in people when I teach them as well. Whether you want to trade full-time or part-time and it's totally up to you, it does have to do with how much time you have to devote to trading. As far as the day trades, I say the first half hour, hour of the day. That's all you need to be devoting to day trading to get the quick trades in the morning in and out. As far as options, you can place the options trade in the morning and you can put a sell order in after you place it and then check at different times during the day. You do not have to sit and watch the options trades all day. I also think having a mentor to follow is invaluable, which is one of the reasons that I require people to learn the course and do the course before they sign up for the live trading room. Now in this case, for the special, I'm offering the trading room free to the end of the year, but normally the trading room is $500 a month after the class. And again, we're doing momentum. That is the focus. Now, what is the Golden Gap course about? What will you learn? You will learn, like I said, the rating system. You will learn all of the entries that I do. Okay, you will learn targets. And think about what I said about summer trading, really fast trades are the best. And I like fast trades all year long, but they are great in the summer because you can go off and enjoy your life. So, empower yourself to earn your own income working for yourself. You can do it. My system works. Again, it all comes down to the rating system. You learn all the points in the class and I teach this. It's a 16-hour course. We take an hour break for lunch, both days, but it's the whole weekend. Again, June 12th and 13th. It's based on gaps. It's based on momentum and I'm very focused on making money. Even if you're working full-time, even if you live your job, why wouldn't you want to make more money on the side? Of course you would want to. So, I know there's a cost to learn, but it's well worth it. You're paying me for my information and time and you're going to learn it and gas for something that will always exist in the market. Luckily, because the market will always have a close and open in the U.S. market. And so you're going to learn a system you can use for the rest of your life for long-term investments, swing trading, day training and options. So, think of it as an investment in yourself. The best investments you can ever make are really in yourself and your future. And I truly, truly believe that. I've done that for my own life. There's a sacrifice at the time that I spent trading over that three-year period, but it was well worth it, absolutely 100% worth it. And you know, even now, even today, I'm constantly making investments in myself and my future goals and dreams. I think that people miss the boat when they don't think of long-term of what they want to do in life. If there is a certain amount of level of cost and hard work and you have to invest in yourself. If you are not willing to invest in yourself, who else is going to invest in you? Things don't just drop into your lap. Opportunities don't just drop into your lap every day. You have to go out into this world and you have to create the future that you want. And you need to know what that is, what you want. So here's the bull baby, Mr. Bull Baby. Hello, Summer Special. Let's go over it. Son of the Golden Gap course by June 11th, Friday, June 11th, you will receive the Stockswish Show live trading room and the Gap Options newsletter free through the end of 2021. Class tuition is always $69.99, so you will receive the newsletter and room free through the end of the year with the normal price of the class. So this is a good deal. And this is really a long time in the room. There's seven more months left in the year. So class dates are June 12th and 13th from 9 to 5, Saturday and Sunday, classes online. You can be anywhere in the world and take it. If you're interested in signing up, email me at Melissa at thestockswish.com to register. You must email me for sign up forms. Okay. If you have questions, feel free to pick up a phone and call me or email me. Have a great day, everyone.


every time you go into a used game store you know one that actually has super Nintendo cartridges you're always gonna find the same set of games no matter where you go you're gonna see crap like balls 3d you're gonna see Mario is missing you'll probably see rival turf I'm sure and you'll definitely see like two dozen sports games always sports games that's a guarantee why is that well sports games have a short shelf life by nature from year to year players switch teams making the rosters outdated as a Minnesota Vikings fan there was nothing more annoying to me as a kid than playing as the 1994 roster in like 1997 more than half these guys aren't even on the team anymore at this point come on Warren moon Terry Allen screw these guys I want to play as Randy Moss and Randall Cunningham sports games also got incrementally better from year to year by adding more and more features they went from generic made-up teams to real teams to real players to full-season stats so most of the time the older sports game simply just got left behind the same way cassettes and VHS tapes did anyway the only real way for a sports game to stay relevant is to well you know actually be a good game on its own imagine that and by good I mean it's got to appeal in some way to people that don't give a crap about the sport I think good examples of this are games like NHL 94 Tecmo Super Bowl and Ken Griffey jr. presents major league baseball hey we finally got to the game after that long-ass preamble but anyway even if you don't give a crap about baseball this game still is a blast to play it's a perfect example of cartoony realism the players look like cartoons that they're overmuscled physiques which actually fits the era in which this game came out you know with steroids and all that kind of stuff but the physics behind the game itself is realistic hitting is all-timing there's no targeting a pitch or anything like that pitching is very straightforward as well I really like all the different batting stances and pitching motions Dennis Eckersley is in particular is badass plus he got a love when you strike a guy out he snaps his bat over his knee like a twig and sometimes a dude will actually yell at you what dude you swung and missed only don't yell at me asshole or sometimes he just kind of sighs totally defeated and sulks back to the dugout to go listen to some Morrissey or something whatever dude the game is paced really well you can get a 980 game completed in less than 20 minutes and it's got a season mode that lets you play through all 163 games if you want to and it keeps stats along the way or you can just skip right through the playoffs there's also a home run derby which is fun but really flawed if you're playing the one-player mode because you have to sit there and watch the computer go first which takes forever whose idea was this also I love the names that came up with some of the participants you got a look can o'corn and Nick no hard speaking of names the game has a major league baseball license so it's got real teams in real stadiums but one odd quirk is that while real players are included as in their likenesses but their names aren't for example this is clearly Kirby Puckett and this is clearly Kent Herbeck right down to their stats from 1993 and their batting stances but Nintendo for whatever reason was unable to get a license from the MLB PA to use real names the only real name used in the game is of course Ken Griffey Jr. they could use their likenesses though for some reason but not their names game does let you change all the names so it doesn't even matter anyway and yes when I was 12 years old you better believe I sat in front of a pile of newspapers looking up every single player from box scores and changing their fake name to the correct one it took me for like four hours but damn it it was worth it I was 12 what the hell else was I gonna do or you could be like my friend from junior high who changed all the names on one team to male porn stars when I asked how he knew the names of 20 different male porn stars he did not have an answer for me also it is worth noting that some of these fake names aren't just any fake names for example the Cincinnati Reds consist of authors like Bram Stoker and Philip K. Dick the Milwaukee Brewers have Peter Parker Bruce Wayne and Clark Kent it's pretty amusing I have a link in the description that has more information in case you're ever curious about some of these guys anyway this game is the best baseball game on the Super Nintendo because of the colorful artwork the personality and the pacing of the game stuff was right along it's never dull for too long it's totally worth picking up today I think because of like I said the cartoon like realism the game has a lot of personality and you just don't see much of that in modern baseball games sadly they dropped the cartoon aspect in the sequel Ken Griffey Junior's winning a run and the game just feels totally flat and dull as a result I think they're going for more realistic approach but it's just it's just not the colors aren't as bright everything looks kind of lifeless and listen to this music why so serious it's a freaking baseball game anyway yeah if you're looking for a one baseball game for the Super Nintendo that's worth playing today it's Griffey MLB


Smart people focus on optimizing at the bottom of the funnel, and that's where the margins are made. Reducing card abandonment. Fun fact, I don't make this thing up. 70% of the people visiting your website are leaving. Check your analytics. It looks something like this. All right. A few other things that we see on OptinMonster. First time add to cards by 85% of people don't finish the transaction. That's why returning visitors are six times more likely to actually make a purchase. So we have several solutions that we're using in our own businesses, advising really, really large companies on fixing their funnel so they can increase their revenue overall. Exit intent pop-ups show up only when you're about to leave. Can give you a 2 to 7% uplift. Looks something like this. This is the one we're using on OptinMonster. Converts really, really well. 4.7% of the people who are actually looking at this pop-up convert sent us an email. And then one out of three of those actually in a bind. Tons of them, tons and tons of case studies you'll find across the board. There's a reason why you're seeing more and more of these on e-commerce sites because they appear in simple work. Live chat. How many of you use live chat on your sites? Awesome. So those of you who know or are using live chat, you know it significantly improves conversion. One of the biggest barrier to entry in live chat is the cost to having a live chat agent in your company. Especially if you want to offer 24-7. Now you're looking at multiple staff members. So we found a company called LTD Plus. They pretty much give us outsourced live chat agents for pre-sales. Only pre-sales. Not technical support, nothing else. Only answering pre-sales questions. And they charge like $380 a week per agent. We know that every person who talks to your agent 11 times higher conversion rate. So if you have an e-commerce store, live chat, having live chat, not just on your checkout pages, pricing pages, every page, product pages. You have the answer to your product. What it does, but people still have that question and they're going to leave because we don't like reading. So having that live chat widget is a game changer. It's been a game changer for us. One of the things that we use is card abandonment emails. I call them magic recovery emails because it's pure and simple work. As the user is checking out, they're typing the stuff in, we save that user. If they don't finish the transaction, they get an email after first 30 minutes, then they get another reminder email the next day and another one after that. And if they don't convert, then we pretty much discard their email address because we don't want to spam them. We'd recover 55% of lost revenue and we continue to use this solution across all of our properties. You guys might have seen a sponsor here, Jilt. They offer this service. So if you have not talked to them, go talk to them. I see it as free money, guys. If you're not doing this, you're losing money.  So Jilt, card abandonment emails. Have multiple payment options. Don't just have credit card or PayPal or something else. Have whatever your users are interested in. So we offer multiple payment options across the board. We actually do the test, remove PayPal, lost 20% of ourselves. Some people just prefer to pay with PayPal and not credit card. So we offer both. In broader e-commerce, some people are using Amazon payments. Some are using Apple Pay. Use whatever your users are interested in. ComScore studies show that 56% of online shoppers actually prefer to have multiple payment options. If you don't have that, you're going to miss out. Remove all that's not needed.  If you notice that our photo is pretty simplified right here. Only terms in service and privacy links, no other site links. Header also has no other links. It just has a logo because there's only one goal on this page for you to buy. And of course, there's a live chat thing that's there if you have any questions. Look at the heat map of that page. See what users are actually doing. These two tools really help you do that. See how far there's somebody scrolling. If you have people leaving your card page and they're scrolling only 20% of the thing, maybe you want to add something there. What can you add? Trust and social proof. One of the main reasons why we don't buy things on a e-commerce store is because we have objections. Some kind of objections. Maybe are these people trustworthy?  Is my information safe with them? So you can overcome all of that with different social proof and trust deals. One of the things that we do is testimonials. Showcase a success study right there. Mike Stelzner in seven months added 95,000 subscribers. Last minute, somebody's added something in the card and it's like, well, is it really worth paying like a thousand bucks a month? Is it really worth paying, you know, 40 bucks a month? Whatever it is. Showing the trust symbols overcomes that objection. FOMO notifications. How many of you seen this? You go on a website, a notification comes up that says so-and-so just bought this. So-and-so just bought this. This is only going to increase, right? The travel booking companies like Booking.com and others figured this out years before. Now the rest of the e-com space is figuring this out. They're like adding this fear of missing out notifications triggers the impulse buyers. The impulse buyers that were previously going to leave your site, now they're going to convert. Two tools that offer this service. Useproof.com and useFOMO.com. Really, really good software. You can combine this with just about any lead generation, any card abandonment techniques. These things work. Overcome objection with trust seals, right? Any popular e-com site you're going to go, you're going to have trust seals by Norton, McAfee, what have you. Put those on a site. This stat shows, you know, in conversion increased by 42% for a blue-found media. Is this going to work for me? What if it doesn't work? Am I going to get my money back? Have a refund policy or have a free trial? One or two, you have to have that. And that's why you'll see a lot of the infomercial. If this doesn't work out, we'll give you all your money back, right? They've been doing that since the, since basically the invention of infomercial. Because it works. It overcomes that last objection that you have whenever you buy something, right? Anytime you remove this, your conversions are going to go down. Anytime you add it, your conversion is going to go up. Have guest checkout. A lot of times you don't want to give and create accounts. Enabling guest checkout or a single sign-on with Facebook and Google are always, always, always going to increase your conversions. 23% of the users will abandon your shopping cart if they have to create a user profile. And I know I am one of those 23%, okay? A lot of you guys are too, right? We hate creating accounts. If we can connect with Facebook and do it, do it all time. If we can do guest checkout, do it all time. Free shipping bars. Amazon have spoiled us, right? We love getting two-day shipping, especially when it's free. Five-day shipping is terrible, but paying for shipping is the absolute worst. So having a free shipping bar on your store is just an easy, easy way to reduce cart abandonment. Forester's study shows that 44% of the online shoppers who are abandoning your cart are doing so because of shipping. All right? Soon, two-day shipping is going to become a standard. So if you're doing shipping, make that, you know, build it into your margins and offer it. Timer bars with discounts. Works absolutely wonders. We do it on our site all the time. It's a continuous sale going on. It basically doubles the conversion from our pricing to checkout page. On all of our products you're going to go, you're going to see this timer bar. And the other thing it helps us avoid is people who see a discount field and they leave to go and find a coupon and then come back. It completely skews all of your stats. And also, in some cases, you're going to end up paying affiliate fees or what have you. Having this, we can still offer discounts and reduce cart abandonment. There's a lot, a lot of tactics. Hopefully, some of these will help you increase your conversion and reduce cart abandonment. Here's a list of all the tools if you missed any of them. And yeah, just continuously test, tweak things and improve. Thank you very much. So I left some time for questions. If you guys have any questions. This was a lightning talk, so yeah, go ahead Scott. Timer bar, question is there tools to do the timer bar? There wasn't, so I built it and then had the dev team build it into OptinMonster. So now we're using that and a lot of the WordPress plugins website that you're going to go are all using that because it just pure simple works. So the question is the little phone notifications coming up that saying so-and-so bought the product. Is that real? Absolutely. So yeah, so the way it works, there's two ways it works. One, it captures all the transactions that are happening on your site. Use FOMO, the way they work is they integrate with your e-commerce provider. Okay, so as the transactions are happening, it keeps a record of it and it shows that, right? The way use proof works is this script doesn't integrate with any of your providers. It basically captures any form that's being submitted on your site. So it practically works with everything, right? So if a form gets submitted, they mark that and they have the user's name and email and using the email and the IP, they would either show the map or they would show the photo if your photo is connected to Gravatar or Google Photos or what have you with that email address. So they're 110% real. Now, one thing that you would see, different people are using different things and this is the tactic. It's the time that it shows on there, all right? So if you're a high volume store, you're going to show so-and-so signed up 30 seconds ago, so-and-so signed up two hours ago, right? But if you're a low volume store, it would show so-and-so signed up recently. So instead of showing the actual timer, it would show recently. And recent could be however you define reason. So the question is, do we have a webhook for our products so it works with Zapier or ConvertKit? Absolutely. We have a Zapier integration. We also have a native integration with ConvertKit and 24 other providers. Okay. You know, it depends on your use case. So the question is, what would you avoid in the things that have come up in the last several years? It really depends on what you're trying to do. Like, if you have the people and the means to do a Facebook bot, do it. If you don't have it, then don't do it. Don't do anything half-assed, basically. Whatever you're doing, commit to it. Like, don't put a live chat thing up there and not have any live chat agents, right? That's pointless. So whichever technique you're using, go all in. Otherwise, don't do it. What's your favorite book? What's my favorite book? For what? Oh, yeah, so some of my most favorite books, Hard Things About Hard Things, is a really, really good book. Traction, really, really good book. So, yeah. Does the money-back guarantee increase any other risk, like return rate or whatnot? Actually, no. Somebody who's going to return your product is going to return it anyways.  Otherwise, you're going to end up with a charge-back. But if you don't offer that, it's pretty simple for us to log into our AMAX account or city card account, whatever account you have and say, dispute this transaction, the goods was not satisfying. And eight out of ten times, you're going to lose that case. In most cases, 99% of the time, you're going to lose that case unless you have a very, very good reason to win. So just offering that is going to overcome the objection of, am I safe? And that's it. And stick to that. We have a 14-day money-back guarantee, but even if you come back in 30 days later and say, I want a refund, we'll refund it because we don't want to be able to charge-backs. If you're not happy, we don't want your money. Any other questions? Traction and hard things about hard things. Life hacking one is a power of habits. Really good one. Any other questions? If not, then thank you very much, guys.