There you go. Hello everybody. I'm Liz Trotter and today I have Pam Clyde co-hosting with me and we're both really excited to bring on Dene Wolf and Dene is going to talk to us today about Scaling the Smart Way.  Everybody talks about especially in the last I don't know maybe four or five years. I want to scale I want to scale this business. I'm gonna grow it I'm gonna, you know, do all these things but nobody really knows what that means. I mean They don't right Dene? Yeah, they don't they think that means They think all it means is I'm gonna have a big company. That's that's all they think but it's so much more than that So looking forward to having you tell us all of the stuff. What does your title say? Mine is cut off as well. So Liz clean profit bit Yeah Pam Clyde, what's you're supposed to say? Oh, I don't know My company, I don't know. Yeah Title well, actually, I don't know that you ever I don't think you've ever co-hosted before. Have you come now? I haven't. Oh, so we'll we'll do a quick intro there. Hey, Deneet Deneet is always She always says hi Most of the people especially all of our LinkedIn followers. They never say anything I don't know why LinkedIn is shy, but they are Dreaming to LinkedIn. Yeah, uh-huh And you can't you or do you? Yeah, we do YouTube LinkedIn We have four let's see one two three four five Facebook pages Three YouTube channels and a LinkedIn and LinkedIn. Yeah. Hey, man. Good to see you Yeah, it's kind of a hassle to do LinkedIn. Just FYI Deneet. It takes a little bit of work, but it's worth it, right? Yeah, all right, so before we get started on Anybody have anything else that's going on heard any kind of cool news anything? I heard something about um, the uh convention that I'm not sure everybody knows there are no buses running this year and no shuttles So if you're going to convention everybody just know that you Either want to stay at bat least which is the hotel of choice for the convention because it's an easy tram ride If you're there easy walk easy tram ride or know that you don't have to take lift or uber Are either of you ladies going to the convention? I'm not able to this year, but I want to know so I'm familiar. Have you ever been? No Now we're having on the business conference and I feel like I keep getting pregnant, so Well, we got it. We got to get you to the issa convention. You would be a hit there. Oh my Okay, we need to get you on stage too. I think I'm going to be on the committee next year So I've got you on my list This is totally a side note, but I just started working with a brand new life coach and I just filled out her intake before here And she said gold and I said speaking on stage. So that's kind of crazy that you just Nice We're already manifesting. Good job. Good job Um, I had a question today. Someone was asking about p.m. This was in group Heather was asking about What was she asking about something about The nurse Are you talking about that one? No the idol alone I'm a miss that one and we were talking about this with you last week danae. So I thought oh, I'll just save that question for danae Um, actually, maybe I'll go look for it. Wow Actually, p.m. Could you my favor? You can stay live But could you go check it out and see what she asked she wanted to know something I was like, oh, we'll ask danae. She'll know she'll have the goods for us Um, all right, and so I don't think there was anything else big going on with Uh convention or anywhere else. So you can probably jump into it. What are you drinking there? danae just water That's why I'm drinking bubble water I always drink bubble water and I drink a lot of it. I'm always drinking something. I think I have an oral fixation problem I can't stay away from my my straws. All right, so danae Um, did you want to tell us a little bit about you since you haven't been on smart business moves before Tell everybody a little bit who you are and we'll get hammered a bit too. Yeah So my name is danae wolf. I am a financial clarity coach and a profit strategist Which means that I help entrepreneurs like you guys Understand the money side of your business so that you can increase profits and decrease stress Typically I find with those of us with the entrepreneurial spirit We tend to be more of creatives. So we tend to Not like the number side of things. We don't like deal with anything with accounting So I really come in and try to break it down into words We can all understand and really highlight The benefits of it and how it can not only change the trajectory of your company, but also your life And I'm okay. I gotta interrupt. I gotta interrupt real quick. I interrupt a lot danae. You'll see My husband says I do that Oh good, then we'll be like going back to work. All right, so I have to interrupt about one thing You said you try really hard to make it easy to understand so that for people And I just want to interrupt and say I don't know about trying but you succeed. You do make it easy to understand So danae did a presentation for one of our success groups last was that last week friday? Yeah Friday i'm so like And everybody really loved it thought that you made it super easy to understand and made it It seemed like a lot of sense. So I just wanted to say that for everybody who's thinking Yeah, she says that but Is it really true? No, we're really true. So I can kind of tell already right so down there. Hey, linda Did you were you able to find it? Pam now? I'm gonna let you finish On the erc next credit question. Yes, that's what The idea you said the ertc, right? Yeah, I thought she Amazing program. I mean, I've literally Gotten clients like hundreds of thousands of dollars. Wow. It's a great program. What was her question? So she said she keeps hearing about it and heard that they changed the rules like everything else Can anybody give us any info on that? Yeah So she's probably they just made a change. That's probably what she just recently heard So they were going to have it extend through 2021 and they just I want to say That was like a week ago. So that's most likely what she heard. They just cut it off So it's done now. But what the program was And when I say it's done Let me be clear You can still take advantage of it for the the past two, but it's not like moving forward We're not using it anymore. But essentially it's a program. It's a tax credit And by tax credit, I mean you're going to get a check in the mail from the government For 50 percent of your payroll for 2020 75 percent of your payroll for 2021 There's a I'm simplifying there's a lot more into it But that you can literally walk away with thousands and thousands of dollars and you just amend your payroll forms And they'll send you a check. I was getting checks About it goes quarterly. I was getting them for clients about six to seven weeks when the quarter ends That's majorly slowed down. I just had a client Just now get a check for first quarter of this year So they're ramped up a lot of that's probably why they cut it off because everybody's taking advantage of it But I strongly Encourage people if you have w2 employees Your revenues are down You need to look at it. It's a great great program and I definitely have I'm gonna look I'm gonna search my youtube book because I definitely have trainings on it So if our revenue increased in a that we didn't qualify, is that right? So you could qualify they changed there was a lot of changes So there's a court there's certain quarters where that's not going to be a requirement. It all started the first quarter of 2020 because that would have taken because covid people's gonna get closed down in march So um somewhere around that march 6 time, you know, certain townships were closing So around that time, there's all kinds of various Requirements if the government made you close it, but you held people on and I have a chart somewhere I'm gonna look through my um my content while we're on here, but yeah, if you could show us that It's really I mean you're gonna make A lot of like I literally off the top of my head like I have one client who legit got $200,000 That's so awesome. Wow I know that there are a lot of companies out there that you can hire to Do your ertc yeah But most of the ones that I have heard of charge an arm and a leg. How do you charge to do it? So what I did Was if you were Not a client um, we would just charge you an hourly rate And for that we would explain how all of it works. I've got a whole calculator. We have this It's it's a process. Okay.  It's a process Yeah, and we just charged people an hourly rate went over this spreadsheet with them and then had them go back to their tax Repair to do that. Um, but for people who are our in-house clients They got lower fees, but we actually filed it for them But we're not filing for people who Are not our in-house clients, but we do all the calculation. So it's very easy for you to just give it to your accountant. It was a very The the needle was moving all the time. It was very tedious. I Understand why a lot of accountants didn't want to do it. I don't quite respect it, but I understand it Um, but it worked for us that we put the time in we developed a tool I've got this google sheet that ought to happen. It's it so we did it But I just wasn't comfortable, you know signing my name on your taxes when I didn't prepare your financials Um, and if you use gusto gusto did gusto is a payroll company They honestly did a phenomenal job with it and they tracked it for you and they Filed it for you and they'll amend it for you. They were really great to work with. I know other payroll companies You can talk to them about it. I don't know Like personal experience with it, but I if you have gusto, call them. They were amazing And I'll have to find my my videos on it because I went through We did a lot of content on it because it was it's an amazing it really you're good at videos. So I'm guessing that They you have videos that they're gonna be amazing for anybody who doesn't know hasn't worked with danae One of the very unique things that she does in her business that I might catch driving crazy I love One of the things that she does is every month correct me if I get this wrong or elaborate danae um every month if you're a client of hers They do your p&l. They balance all your accounts. They do all of the work But then they send you a video. Yeah Telling you everything that was done and what are the next steps what you should be working on the numbers that you should be looking at and they Spoon feed you Your accounting work so that you can actually do it correctly without having to Take an accounting class or know all of the different things that everybody tells us we need to know. So Amazing awesome. I'm looking forward to it. I just find out Yeah, so Is actually on here Pam tell tell the audience a little bit about who you are where you are why you're on here Oh, sure So I'm Pam Clyde with britland cleaning and we are based out of the austin texas area And started my business about 14 years ago started hiring A little about 2001 ish and that was i'm sorry 2011 ish and that was kind of a long process to try to get to where I am today, but um joined liz's group about Seven months ago or so and that's been phenomenal um, and then found denay uh last friday, so I'm always looking for ways to streamline and automate and delegate And denay one of the things that you're going to love about working with pam is Pam is growing like a crazy person right now How much growth are you seeing pam? It's like I know it's kind of crazy It's amazing So right before pandemic you guys I had kind of I had dwindled down to just me and one cleaner and literally in february of 2020 And then when other businesses were shutting down we stayed open We actually gained some clients that you know from cusp companies that that closed down Um had the electrostatic sprayer as well, which it was a big boost, but anyway We quadrupled in about I guess eight months or something. I mean like huge growth And now you're just do do still growing. Yeah, which is another good reason to have you on here while we're going to have denay talking to us Right, yeah, and I found on my youtube. I know when you can't drop links in stream yard unless you know how to do it I actually don't know Actually got a really good question so She is saying You can't With the erotc if you got the ppp. I know there's all kinds of acronyms here But if you got the ppp so to me they did they said you couldn't get both Then they unset it and said you could get both But you couldn't overlap them so you really had to Strategize to make sure that when you filed for your ppp forgiveness That you maximized both and this was something that could be a challenge and again Why a lot of accountants again, I understand it, but don't respect it But you have to make sure that you're strategizing to maximize To get the maximum erotc that you can and to get the maximum ppp because essentially the government is giving you Between 50 and 75 percent refund on payroll you paid But if you paid for it with ppp, then they're not going to reimburse that So you just had to work the timing so you legally can Do both but you have to strategize Okay, and for everybody who didn't strategize and you're like, oh no, I didn't strategize.  You'll see erotc. It says like up to 19,000 Um for person and then I have like a download you can get a free calculator where you can type in your payroll Um, but guys reach out to me send me a quick message and I can tell you like very quickly if you're going to qualify or not Okay, awesome. So you guys all heard that pan help me announce that in groups, right? That makes that happen. Okay, awesome. Um, all right. So I think we did all of our business stuff today Dine take us through what you want to tell tell us about and teach us about Scaling the right way the smart way Yes So I love this topic because for me was being super focused on the cleaning industry One of the things that I find and I'm being very stereotypical here But in my experience the bulk Of the entrepreneurs I encounter It was really a business that was built out of necessity for flexibility in their schedules Most of the time I'm speaking to women Most of the time they were mothers who were leaving a corporate job because they needed that kind of flexibility because they were mom So that's usually what I'm encountering and they're like I didn't know What kind of business to start? I wasn't sure what my skillset would be as an entrepreneur and I thought well I know how to clean usually the story that I get and what happens is you start this service company and It's snowballs. It's snowballs and all of a sudden you wake up one day and you are completely running an empire and in that process that's scaling I call it growing pain There's a lot of growing pains that happen because I don't sometimes I meet Entrepreneurs who are like no no no I I set my eye on the prize I was going to build a million dollar business, but usually people are like It just the phone started running off the hook and it just it's snowballed at snowball that usually kind of accidentally happens because You guys are selling Something that I consider a necessity. I think it back in the day might have been more so a luxury um But today your average family is understanding that they they need help with this stuff So family a current theme in society people are talking more about spending more quality time with your family and you know outsourcing so it's become more mainstream and especially With COVID right I saw my first hand experience. I'm only one person so I'm stereotyping but Most of the cleaning businesses I encountered exploded during COVID um And you it was really sinker or swim there. They either like obliterated themselves or blew up to a level They never really thought possible and what happens is when you all of the sudden scale and you maybe go from you know A couple thousand dollars a month in sales to now you're hitting 10 now you're hitting 15 20 and all of a sudden You wake up and you're like I've I believe you said Pam quadruples Where I was That's a very different business, right? So what you were running four months ago might not be What you're running now, you know, it's completely different and you can't treat them the same way, right? So that's saying what got you here won't get you there, right? You have to operate By the way And I think that I'm never good at remembering where I I get the quote um, but I think that In this process to scale these growing pains Can really make or break you first of all they take an emotional toll. It's a mental toll There's all kinds of things that are going on when we kind of you know Amp up like this and end up with a business doing quadruple what we were before But what we have to do is grow in a smart way because I have seen Too much business destroy a company And it sounds impossible But it's very real that someone could scale too fast and they crumble Because they weren't built for it and that foundation just like building a house that if that foundation isn't rock solid And now you start all of a sudden adding on, you know, you're you're adding all of these additions to the home It's going to crumble because you didn't build the right foundation And what we want to do Is we always want to make sure that we're on solid ground And that we are operating our business for the company we want tomorrow not the one we have today But what happens is a lot of us have heard that right what happens is when we say that immediately People get into this shiny object syndrome and what happens in the cleaning industry is We get into this idea of okay. Well, I want to be something. I hear all the time I want to be a million dollar cleaning company. It's like that's the goal. That's what we're chasing That's what we want to do. They don't really know why they want to do that They just it's like a badge of honor. They want to do that so now They're coming from a place of well, I need this I need that I need this So what's this that I need a fleet of cars wrapped in my logo I need two offices.  I need all Like it really it's one minute. It's oh, I just want to be able to pick up my kids from school to You know domination like they complete like it changes very quickly and For some reason the solution is to throw money at the problem I know why I know why though. Dine. I don't know why yeah, I know why Because when and this is all over the place So we talk about this a lot in group when people don't know what to do What to get what to ask for? The answer is always money because when is money wrong? If you have a problem at the store and you're angry, what do you ask for? Do you ask for anything other than money? No, you ask for money Even though money is not going to make you happy You're going to get all your money back and you're still going to be Just peed right because money's not the answer But we always think money's the answer. So there you go. Dine. That's why we always think money's the answer And we have money in our problems and what I always tell my clients is Money won't fix your problem if the problem is you So if you are unable to balance your business and save and be profitable At $10,000 a month in revenue when you get to a hundred thousand dollars a month in revenue You're still not going to be able to save and be profitable Because the problem is you it wasn't that I need to go down and chase more revenue and get more sales and get more clients That's not going to fix it that operations manager is going to fix it that va isn't going to fix it You have to fix it and when you are running a everybody's cleaning companies, right? No, actually not Okay, we do have some other service, but I do want to say real quick before you get going Is what we tell people when they're in that situation exactly the situation that you were just talking about Is if you're not profitable at ten thousand dollars, you're not going to be profitable at a hundred thousand dollars. Here's the thing y'all You're going broke faster at a hundred thousand dollars. Then you were Yes, you can hold on longer To a Right, but at a hundred thousand. Ah, it's harder faster. It's worse. All right Yeah, the damage is is much much more Yeah, so if you're able to from the beginning right when we are dealing with service-based businesses If you guys are product-based a little bit different, but All service perfect. So when we're dealing with a service-based business We are going to have a significant amount of money Going out the door right off the bat just in order to make sure That we pay the service provider now It might be you it might be one of your cleaning people it might whatever industry you're in But somebody had to fulfill the service, right? It's not a product situation Where if you sold five products or one product, right, you just hit the machine Like it's not a factory like that, right? So it's a bit different when we're dealing with service-based Usually we're going to see between 50 and 55 percent Right out the door Just in order to make sure that We paid the cleaner and had the cleaning supplied. So now what's left of that piece of the pie Is what has to pay for everything else? So until you reach a certain point You have to make sure that you can pay for all of those other things. Well, what are the other things? They're all of the operational expenses. So the key to running a successful service-based business Is keeping those operational costs at bay because there's only so much we can do at the service costs, right?  No one's going to work for you, right? Especially not today Right and regardless whatever service you are in if you are Underpaying the service provider. You're going to go out of business So if you have standards of the type of service that you would like to provide the reality is You've got at least half going out the door for that Maybe you're pulling off a 40 45 percent if you're below I would seriously Evaluate your service standards um So when you're dealing with that you've got to keep those operational costs low So you want to essentially say if it's a hundred dollars that the customer pays me And I have 50 going out the door to what I'm paying in service and supplies I've got 50 dollars left I need to look at all of the operational expenses and divide them by 50 If I cannot comfortably do that many services I need to lower those operational expenses And if you're in a situation Where you are running, um, let's say 10 000 a month in revenue And you cannot afford your operational expenses Don't say well when I get to 15 I can or when I get to 20 No, I want you to say Why can I not sustain at 10? Why is my operations not streamlined enough? Why do I need these cars this office this VA this ops manager? I'm just thinking of all the different Sucks that I usually see the expense that happen in a cleaning industry But for most service industries, it's usually some type of a support staff Not the service provider right the support staffs or your VA your admin type people What is going on operationally that you need this many hands in the cookie jar? And I'd rather see you spend your time and energy and money In figuring out how to run efficiently because running efficiently and getting those operations streamlined Is that foundation that we talked about at the beginning? That's the foundation that you're building everything on And that's how we eliminate the need to try to throw money at these problems because we've got this solid base And in covid a lot of people Were forced to let go of support staff and a lot of the entrepreneurs had to step in And they stepped in and they're like, oh if I use If I sent I don't know if you guys are familiar like zaper like if I send a zap I just eliminated, you know 20 minutes at the VA did this or if I use this zapper You get in and you start streamlining and then what happens is You keep that foundation and when you do get to 100,000 You're going to be way more profitable Because you have these proper systems and infrastructure in place and if we come back to a place of always saying I'm not going to throw money at the problem. I'm going to figure out how to solve the problem I'm going to build that foundation because too often I see service providers with a really small piece of the pie You should be getting at least 20 percent as the owner Now I have certain entrepreneurs who say I will take 15 and I will throw an extra five Into ops because I want to be completely hands off Sarah she's talking about you Sarah you're on here. She's talking about you I don't want to do any of that stuff Like I'm a very passive owner In those situations I am on board with it because I do believe that time is our greatest resource So if that's the situation but usually what will end up happening As we talk a big game about how we're going to take less so we can invest in this team and they're going to run the company and then We're in there anyways, and now we're making a lot of money and we're sitting like I'm so true I want to tell you one thing Is um, we had an event. Oh, I don't know when were we in vegas tam uh into june I think yeah in june. Okay, so our strategic success groups went to vegas and one of the things that we did was actually one you were a A sponsor A sponsor at that event. Thank you for that again But one of the things that we did was the people that Were at the event. They also had to participate by presenting and I wanted to tell you that one of the things The reason I wanted to bring this up is when pam got up to present on what she did We were all blown away by the amount Yeah, not kidding by the size of her business and that she only had one person Doing any of the admin and it was her but she had so much Done in the way of automation and making things happen that it was just like Everybody else was like, I don't understand.  And she never looked really stressed out or anything. So that that piece really mattered I really liked how you mentioned, you know The zaps and how you can automate things so that it's not one person just grinding it out every or multiple people grinding out all of these Flex systems, you know, also that that's another thing that this industry is notorious for complexity making everything so freaking hard And I love that that you simplify everything and you're really big in this idea Guys this stuff is not easy Okay Running a business is not easy. The majority of us are women. So Let's be serious. There's a whole lot going on at home. Like we have other stuff going on and It is what it is. I think a man compartmentalizes They go to the office and whatever they're checked out like we're working and we're like, oh, did we pack morning snack? I don't remember, right? We go Just I do Like usually something big bad happens. I like just I think it was Monday I close friend of ours committed to a side and I was on a call like half hour later And I look pretty much exactly the same as I look right now. Yeah, it's not Because I know that is it's very much organized very very well. That's definitely one of their skills That's you're lucky that you have that that's When we're trying to do something that's already challenging Why on earth would you make it harder? So when we're complicating things, I think sometimes we build it up in our head that Well, it's got to be this complex Situation because that's the fans here. It's legit or man Legit. Yeah, good job service providers who charge Thousands of dollars and they're like, here's a google sheet. Like here's my intake form. It's a google sheet And I'm like, she really didn't overthink that like there are certain things that do not need to be a 20 point system That went to 50 different people and no no we can automate And if you cannot find an automation for a specific process you want in your business Maybe you need to re-evaluate the process. Maybe there's a That there's not a lot of that Repeat that didn't process If you can't find an automation for a process you want to do in your business Maybe the process is the problem and that's the reason why there's not an it's just not a smart way to do it And I think a lot of that can be us reinventing the wheel Right. We really don't want to do that. We wanted Who is the leader in the space first thing you should always do? Who's the leaders in the space? Who should I be listening to and take a little bit from this one? Take a little bit from that one. I'm not saying one person should dictate the way you do everything But get your bits and pieces do your research and we all Internalize things differently. We all have different like as a micro as you might be more productive in the morning And you might be more productive at night Absolutely Don't reinvent the wheel stay true to what you are and maybe at night is when you do this stuff So you really have to find what works for you but Throwing money at it is not going to be the solution because now you're working more than you ever have and you're broke So you're not happy. You're not in a good space And there are all kinds of stresses in life, but in my experience There's stress and then there's financial stress that is stress on a very very different level It's very isolating. I think you will pick up the phone and say i'm in a stressful time in my marriage I am a stressful time in my motherhood It is a little bit different to pick up the phone and saying i'm in a stressful time financially So we tend to get very isolated about it people don't talk about it. It's very faux pas Especially if you're an entrepreneur Because now it's not my job is going through stuff and i'm getting taken down with them It's I was steering the ship and I steered us wrong. So there's a lot of ego. There's a lot of issues with it And it's important just like you would worry about your regular health or your mental health We got to think about our financial well-being and when we get this shiny object syndrome And we're just swiping that card and spending spending spending and let me do this Let me do that take the time to set back and say Money isn't an option. Okay. I'm not going to pretend that's a solution I'm actually going to fix the problem and figure out how can I run things more streamlined because if you are not keeping 20% in your pocket You should go back to the drawing board and really dissect the daily operations of your service-based business All right. I'm gonna I'm gonna argue that a little tiny bit So just a little bit though Sometimes and this happens a lot with people that I work for work with They are looking to grow much faster And so they're willing to spend more money upfront take a smaller similar to sarah, you know, we talk about sarah They're willing to reduce their profit margin methodically and That would be I believe you are talking about investing Yes, exactly. And they'll invest that profit. So but they're doing it Physically that is scaling strategically making a conscious that I actually have a live training I think it's next week on investing versus just spending on your business So that is very different, right? So when we're investing in our business We are spending that money with the hopes that it is going to Make you money when you're hiring a va. You don't think that's going to make you money You're thinking I have to otherwise I'm going to be drowning over here with so many tasks to do So investing is very different and making a conscious decision to take a lower margin to invest in the business to scale faster All about that I'm talking about when you're just scaling so quickly you have lost control of it and you are throwing money at it Yes, you're making a strategic decision All for it. That's what I want you guys to be doing. Absolutely. All right. We have two things We got a question here for for pam from Diane and we'll get that first and then I have one more thing go ahead Pam. Okay. So Diane's asking what do you use for automation? And uh, let me think about this a second, but So all the estimates that come through I knew that me as one person could not take all the calls and return all the emails And come up with all of those solutions or all those estimates. So I actually got responsive bid for that And and that's huge so I can handle 169 estimates a month for example and not have to do it myself Um bamboo HR. I have them for all my Yeah, so that streamline things it reminds me of the the employee's birthdays and whatever else Time to get their um Oh the drivers their car insurance up to up to date or whatever For social media management, I'm using a foreign VA service called um one virtual solutions And they're based out of the Philippines. They're amazing with their graphics and they handle all my social media management So I don't have to lift a finger So um, and then I do have a hiring platform that I use would recruit and they've automated all of my um Applications and just I just have to show up for the interview So those are just a handful of the some of the things that I used to automate She has a ton of stuff Automated the gal is automating it. Um, and now you just signed up for you're signing up with denay I know And you also just signed up for make central make central. Yeah Yeah more more things to automate and to reduce the amount of time that you have to spend on things, right? Absolutely I know right there. Yeah, it's when you're able to spend like reduce the time on those sort of tasks Then you can get back to your zone of genius because an app can't do What is your zone of genius, right? They're not going to be able to mirror that But if an app can do it and somewhere someone has figured out how to literally make a robot do it Why would you spend your time doing it if it's something that literally an app can do Because we need to get back to strategizing and being able to have that bird's eye view so Many entrepreneurs cannot what is it see the see the trees through the forest? Whatever that's saying They're lacking that bird's eye view of let me, you know fly up here look down and see What are all the moving pieces? You know, we should be looking at our companies as a chess board and we need to be strategic in how we're moving them But I can't do that if i'm on the board Just trying to get through the next move like you're not getting this upper level view if you're stuck in the weeds Doing all of the things and just keep just trying to write checks to people so that they can start doing all the things Well, why don't we change the way we do the things? So we need a lots manpower to do it Right. All right. So I want to give a little bit of definition to this word strategic So it's a word that gets thrown around a lot And everybody's like, yeah, I know I am doing it strategically. I'm doing it because of this that the other So this is the definition that we use in strategic success is that you make the plan to do the thing Before you do the thing If you do the thing and then later you're like, yeah, but this is why that's not strategic strategic is make the plan Before you do and consider All of the things how much money is it going to cost? What is my return going to be? strategic is make the plan in advance Figure out all of the things and then take action On the plan if it makes sense and then this is another key piece for us in strategic success groups Check in with your freaking plan every week Check in check in check in Jim ron said famously for those of you that know who Jim ron was He used to say all the time is often. Do you weigh the baby? Baby you weigh the baby every day You don't have to weigh an 18 year old every day But you have to weigh the baby every day And the the the thinking there is if you are Launching a new strategic initiative. You have to check in all the time regularly Don't just say this one. I'm doing bam and then walk away and do something else. This is not strategic all right, I gotta I got a hammer on that because Strategy is my is my ballet work there and it drives me crazy when people are saying they're being strategic when I'm like Yeah, not so much Yes, right they're in the whirlwind and they're totally in the whirlwind and I'm like, oh stop saying you're being strategic when you're in the whirlwind All right, I'm off my soapbox for real this time. Dine. Although I have like 20 soapboxes, so I think if you guys are able to sit down and Really, I'll just tell you what I recommend and Obviously if you know, we've already highlighted the differences if you're going to be making an investment in your your business Obviously an investment is something that would be short term, right? We're not going to do this all the time But essentially for our service-based business. I'd like to see 55% max going out the door to fulfill the service. I'd like to see about 10% Going to marketing I'll tell you guys right now if you are one of those talented and gifted individuals That is able to have an organic marketing strategy go for it But I encourage you to think If I have that and I spent 10% what could happen, right? Just just ask yourself that but Some people you really just it's a machine. You you have enough deep roots with a bunch of different network groups You don't need to do it, but I'd like to see 10% into marketing and then 15% Everything else and then 20% is going to be your profit now those of you Who are taxed as an escort? Quick caveat with this We're going to take the percentage of your paycheck that your payroll company's paying you We're going to add that to the profits. You might be like, oh, my profit is only 15 Well, if you took a 5% paycheck, you're you're right at the 20, but that's really how I like things allocated Again, this is all going to be individualized, right? So you might say no, you don't need to spend 10% in marketing Okay, so This is where we're going to strategize, right? We're going to sit down and we're going to determine What are these buckets? We're putting 55% into Service fulfillment. We're putting 5% into whatever it is You're going to lay it out and then you are going to operate within those confines And this is where you have to be able to be in touch with what's going on financially because if you only have 20% to spend on something and you're looking to spend 25 Where's that 5 coming from?  And now you're going to bring home Less money to your family less money to your personal situation And this is how that resentment these feelings of failure all the thing just starts brewing but you could have prevented that by Maybe even a situation where you could have said to the vendor. Hey, I really want to do this I want to spend this money. Can I separate it over a couple months? Can I get on a payment plan? There's all kinds of things that we can do If we are actually trying to do things smart and looking at them and not flying blind Too many people are completely flying blind because they're just not in touch with these numbers Okay, you hit another one of my soapboxes You're good. You're good. All right So I was recently at an event Foundations. Oh, I real quick before I get into my story here For those of you that are regular smart business moves watchers when dineas talking about service What what's the term you use service fulfillment? Yep. So cost of the moment Everything is what we call cogs on the show. Yeah, right. So that's that's what she means is cogs. All right so I was at an event and um at foundations and somebody was talking to us about their Their money their idle loan the ppp and they had spent half of their idle money and didn't know where it was Didn't know where they spent it Don't get sick. Don't get nauseous today But well, they're gonna oh you have to hand like there's a whole other component to that because the sba man If you have to hand those in in march Yeah So So the reason I'm bringing this up is When we're talking about knowing where your money is going and a lot of times it's even And what dinei keeps talking about is if you're having the problem at 10,000 You're going to have the problem at 100,000 This is what she's talking about that and you can dig yourself into bigger and bigger holes The problem is a lot bigger at 100,000 500,000. You want to have a million dollar company? Bigger bigger bigger. Yeah, I like that big trees fall hard. That's great. Um, let's see. I'm going to I see linda has a question for you See I I'm thinking she probably means diy. She does. Okay Um, I do that is profit perfect. So that is our course Um, usually people will start off doing it themselves and profit perfect gives you the foundation to do that It's got an entire tech tutorial library that I find it perfect I can give you the link. I can't I can't drop it. If you tell me where to find it I can go get the link and I can drop it. All right. Yep. I can Can you send it to me and chat? I know I'm wondering if I can send it in the I'm pulling it up right now I'm wondering if I can send it in the I don't know in the my people will post a comment But if you give me if you give it to me, I'll post it to all of the pages and all the groups Did it I worked there. I put it in the private chat You did. All right. That's really the approach for those of you who are like I want to get the money stuff under control, but I'm not quite ready to outsource This would be a great fit and those of you who are ready to outsource It's a good fit if you just want to Understand how it all works. So I'm building a house right now. I Literally I'm not building it myself, but I have watched so much Information on it because I wanted to walk through and be like, okay Is that what it should look like at this phase? Like literally just thinking like, okay Was the plumbing supposed to go before the electrical did he do that backward? Like I I don't want somebody to just yes me to that And did I want to get a construction license? No, but I wanted to know what was going on because they could be Beating me a whole lot of fluff. So I always think that you should just My educate yourself enough to hold a conversation and know what's going on So if you're just looking for financial literacy, this is totally going to cover the basis We get into everything LLC s corp how to pay yourself how to say all the things And it also has the plus of if you want to implement yourself an entire tech tutorial library of quickbooks online Yes, Kelly loves Who is Kelly tell us who Kelly is Kelly is one of my absolute business bestie. So she is actually local to me. Um Literally, I would say We're in Delaware. Oh Delaware. Okay. Yeah Delaware And she she's cleaning company. She's a freaking Howard house Really really impressive and she's another one, you know a mom who was like I need flexibility Like I can't I can't do this nine to five type stuff and then Her story what is I'll just share this really quickly She built a very successful cleaning company and she was doing all the things and she was like, uh, uh I got into this because I wanted flexibility with my kids. So she sold it. She was like, I'm out I'm not doing it. And then she took the time to learn Automations all that and she re a brand new one started up Now, I mean, she's one of our best success stories. She has that stuff Lock because I love that Kelly we're gonna have to get you on smart business moves to tell you One she would be a good one that's on my show December 1st. I think December 1st. All right. We'll have to all right. So where are we gonna find your show? Don't I do live content every wednesday This week today. We did how to talk to your partner about money like your significant other not like your business partner We always do some type of financial training And they are getting streamed into our youtube channel, which is the profit factor They also into our private facebook group, which is also the profit factor And then we also pull the audio and put it on the apple podcast Which is also called the profit factor Basically everything's called the profit Nice the profit factor. It's nice and easy there. Yeah profit factor. All right youtube the profit factor You guys just check it out And the facebook group that's where all this stuff is and we do live training each week on wednesdays All right. And what time on wednesdays? 1 p.m. Today. I pushed it to two because build in the house and we had an electrical walkthrough and it ran way over and next to eastern Right 1 p.m. Eastern standard time normally one. Okay, so 10 o'clock pacific y'all. We have time zone people 11 o'clock mountain 12 o'clock central and one o'clock eastern. Oh, you're good. See I could never I can That what you just did I have to do it every single day. So I'm getting really really good at it. All right. Well any last things that you really want people to know Diney to make sure that they can be successful as they scale we've got four minutes here Yeah, I want them to really know that you are in A very profitable industry as service providers, right? There is margin there Um, this is not industry some industries. I'm like, it's a little challenging, right? This is not one of them Don't over complicate it You have to be very careful with every penny you spend and I strongly encourage you to Build a budget, right? We're going to decide what your percentages are going to be and then you're going to stick to it So if you decide you're spending 15 on ops and that actually translates To $5,000 a month to operate your business. I probably wouldn't hire an ops manager and pay her 50 grand a year Because you have to make sure that not only do you set a budget, but you stick to it and that's Accountability Coming back to it. I think there's too many service providers who are It's just entrepreneurial poverty and they're exhausted and they're crying on the phone with me and they're so stressed out And if you guys take anything away from today, I want you to know like it doesn't have to be like that It does not have to be like that There is money on the table. We just got to rearrange the way you guys have it going out the door. It's coming in I know that entrepreneurial spirit where hustlers we can get those bookings But once the money comes in the door, we got to be smart about how we spend it All right, so dine I like what you just said if we have people That we know are struggling financially And they're afraid to call anybody because they don't want to tell like you were saying right They don't want to talk about it and some of our people are ostriches They don't want to tell anybody about it because Talking about it will make it real real. So it's it's scary Do you are you able to give them specific advice on what they should be doing in the next month to Get themselves in a better spot or is it more like? All right, here's the num here's where you having problems.  I want you to go through every transaction First thing we're going to do is say how much is it costing me to actually fulfill the service? What is that cost of goods? It's going to be the first thing you guys calculate if you are over 55% You need help. Okay. We got to fix it. You got to go back Going on there The next thing I want you to do Is I want you to look at all of your recurring charges So that might be any software anything that you guys have that you know you're on the line for The reason why I like to start there is because I can't tell you how many times people go I thought that was a free trial and I didn't realize they're still Charging me So we're going to go through we're going to look at all of the recurring charges Of where you are spending your money. You're also going to then look at what are the one-offs So they're not recurring, but hey, I went to staples. I spent 350. That's not something I'm going to do all the time Well, what did you get think behind it? Look at all those one-offs re-evaluate them and start creating budgets Here's how much I can do operationally each month and if I need a one-off thing something I don't usually do I now know I don't max I spend no more than 250 You know a week on miscellaneous That's how I would start you got to print those bank statements and see what the heck is going on All right, so dine I'm going to put you on the spot here real quick But next month we're talking all about budgeting So is it possible to maybe get you on next month to talk about budgeting? Yeah, either a monday or a wednesday. I'll hit you out Which one Wednesday because I'm efficient guys and I already have to do my hair on wednesday So we're gonna stay efficient and we're gonna do wednesday Sounds great. I'm gonna hit you up with wednesday dates that I have open And I'm gonna get you on for budgeting. I think it's gonna be amazing All right for everybody that is afraid you're afraid to call you're afraid to do the thing Dine just told you the first three things to do But even if that is too scary then what i'm gonna tell you is just called in a you see how easy she is to talk to You see that she's Talked to lots of people and at least in vat of a spot as you're in at least as vat of a spot You will not shock me. I promise you you want shocker You will be able to get help and you can be done with this feeling I know it's scary, but get over it and just be done with it. All right We are up for today. We're a little bit over. Sorry about that y'all just a couple of minutes Hope it was worthwhile. Thank you all and we'll see you next week on monday Bye


Current carrying coils or inductors store energy inside them and in this video will derive an expression for it But before we begin here's my question How do I convince myself that these coils really store energy? I mean just because the textbook is saying that I can't believe it So for that let's take a circuit which I've stolen from our previous video with an inductor and Abub in series connected across a battery. We saw that when you close the switch Current slowly starts rising it doesn't instantly rise and that happens because inductors fight changes in the current And if this concept is not familiar be a great idea to go back and watch our previous video on self inductance highly recommended But anyways eventually once the current rises to its max value Then it's no longer changing Inductor no longer fights it and we have a steady situation now Imagine we are in such a situation where the current is no longer changing. It reaches max value My question now is what happens if I suddenly make the battery disappear? And the way I do that is by short-circuiting it. You might know when you create a short Current tends to take the path of least resistance and now a short has almost zero resistance So all the current would flow through this. It's like effectively removing battery from our primary circuit So if I short-circuit it, it's like I've removed the battery So imagine I do it I remove the battery my question to you is what's gonna happen to our bulb? Will it stop glowing immediately or we'll take some time and we'll keep glowing for some time or will it keep glowing forever? What do you think will happen? Can you pause and ponder upon this? Okay, my first thoughts are it is the battery that was maintaining the current So if I remove the battery the current should instantly die out and the bulb should instantly stop glowing But that's not what happens. We find that the bulb will take some time Before slowly turning off even if there is no battery Why? Why is that happening? Because remember inductors hate changes in the current Here the current is trying to decrease and go to zero and we've seen that whenever there is a change in the current The inductors will induce an EMF or voltage Now the moment we remove the battery a current immediately starts decreasing and therefore Immediately there will be a voltage induced across the inductor Another quick question. Do you think this induced voltage supports the current or do you think it opposes the current? Well again, my first thoughts from this equation is well EMF induced will oppose the current That's what the minus sign is saying, right? No, no, no remember inductors have no problems with the current They have a problem with changing current and so they oppose the change So if the current is increasing, they'll try to decrease it But in our case the current is decreasing so the inductor will try to increase it So in this case to increase the current it will support the current So it will act like a battery and support the current and as a result the current will flow for some time But it can't keep maintaining that eventually DI by DT will go to zero And so with time the EMF decreases the current decreases and eventually the bulb runs out So this means even after removing the battery for a small time the bulb is still glowing So during that time who is providing the energy to the bulb? There's no longer a battery Who is maintaining the current? There's no longer a battery. Ah, it's the inductor Therefore the inductor must have had energy inside of it That's how we can convince ourselves that inductors carrying current must have energy inside of them So the next question is what's the expression for that energy? First I want to show you a shortcut derivation using a cool analogy Inductors carrying current are very similar to masses having velocity At first you may like what's the connection? How can you even compare them? But let's look at their equations and the equation will help us understand When you push on an object, right? You know from Newton's third law it pushes back And so that's right the expression for that reaction force That reaction force F reaction is going to be equal and opposite negative To the force that you apply on it But what is the force that you apply on it? From Newton's second law we know that force you apply You apply on it is mass of that object multiplied by the acceleration of that object And that acceleration is dv over dt Look at these two equations how similar they are So the induced EMF is like the reaction force opposite So the inductance is like the inertia So just like how inertia of the mass resist changes in velocity Electrical inertia inductance resist changes in the current And we know so if we now look at this comparison We know that moving masses have energy inside of them And the expression is the kinetic energy half MV square So from this can you guess what the expression for The energy stored in an inductor could be Can you guess what that's gonna be? Well if you use the comparison it's going to be half Times inertia which is in our case electrical inertia inductance Times instead of velocity square it's going to be current squared And that's exactly what you will end up getting if you derive it How cool is that? In fact this is how I remember the expression for energy stored inside an inductor But this is kind of cheating because we thought deeply about physics and found this connection That's not a derivation So now let's go ahead and formally derive it using this circuit So let's go back to the time when we just removed our battery We know for the next few I don't know maybe milliseconds or microseconds There will still be the bulb will still be glowing And during that time the energy would be transferred to the bulb by the inductor So since it's the inductor that's transferring energy to the bulb If I can figure out how much is the total energy transferred to the bulb That must be the total energy inside the inductor If the inductor has transferred let's say total of 100 joules Then I know the inductor had 100 joules to begin with And so from this I can say that the total energy inside the inductor Must equal the total energy that was transferred to the bulb But how do you calculate that? Well anytime you want to talk about energies when it comes to circuits We fall back to one and only one equation The power transferred that is energy transferred per second Always equals voltage times the current And in our case since the energy is transferred by the inductor The voltage will be that of the inductor Voltage across the inductor and this will be the current through the inductor And so we know how much is the energy being transferred per second We know the expression for the voltage We also we know what we need to calculate The total energy transferred So although it's a little tricky to put this all together I highly encourage you to pause at this moment And see if you can try this yourself first It's completely okay if you make some mistakes or get stuck somewhere Then you watch it then your learning would be much much better So I'll highly encourage you to pause and give it a shot yourself first Okay so the first thing I do is I have an equation Let me go ahead and substitute So I know the voltage across the inductor is minus l Di over dt times the current i Okay what's next well one immediate thought is Since this is energy transferred per second If I want to calculate the total energy transferred Maybe just multiplied by the total time taken Right total time for which the bulb was glowing So can I just multiply this number with the total time And would that give me the total energy Very close to the final you know very close to it But that's not how you do it Why that's important because these are some of the mistakes that we can make Why can't I just do it that way Because that would only work if the power was a constant For example if the inductor was transferring 100 joules per second And that was constant Then in next 10 seconds I know the energy Would total energy would be 100 times 10 But here the power is not a constant Right the current is continuously decreasing And so you can't just multiply it by time You have to use calculus And it's for that reason Instead of directly saying it I can what I can do is I can say This is energy transferred per second And so I can write this as du over dt That equals minus ldi over dt times i So you understand why you have to use calculus Because sometimes I used to wonder why sometimes we use du or dt Sometimes we don't Because that's the thing because it's changing And now we can cancel out the dt's And so what is this new equation saying It's saying when the current changes by a small amount What is the small amount of energy transferred That is this number Okay So now if I want to calculate the total energy transferred When the current changes by a large amount from i to 0 Now we need to integrate this So again feel free to pause any moment and integrate it Okay so let's do that So now that we completely understand It's important to understand what's going on So now I have to integrate this And I'm integrating with respect to the current And from where to where I'm integrating with from initial current i The moment when we just removed the battery All the way to when the current goes to zero Because still then the energy is being transferred And I want to calculate what's the total energy transferred Okay So minus l I'll keep the i first and times di All right So over here l is a constant I can remove it outside So minus l comes out What's the integral of i di That comes from maths It's going to be i square over 2 And so if you have troubles with that Feel free to go back and check out our videos on integration So this will be i squared over 2 And we have to put the limits From i to 0 So if you put the upper limit you get 0 Minus i square over 2 And so if you put that together You'll get l i squared over 2 And indeed notice we get exactly the same expression So this is the energy stored inside the inductor


And here is your moderator. Very good. All right. We are getting close. We've got two sessions left. We're going to do a kind of what's next. We're going to talk about some sort of advanced topics. We've been, I feel like sort of all day's been advanced topics, but we're going to talk about some things that would sort of be classified as advanced topics. We're going to do a panel on that. We're going to do a real quick kind of what's coming next with OpenShift. And then we're going to do some sort of ask me anything with the OpenShift product management team. So thank you all for still being here and sticking around and so much attention. So great panel. We've got four different companies that are going to talk about four different kind of topics in this space. So Michael Haas from VorWorks is going to talk to us about IoT. Alessandro Conconi from Intessa is going to talk to us about machine learning. Ken Chenis from ACI Worldwide is going to talk to us about real-time analytics, real-time analysis. And then Sphere Lenbrock is going to talk to us about going from Windows to Linux, about building brand new stacks, and about trying to do all this sort of with your hair on fire and training and learning to it at the same time. So Michael, I'm going to let you go ahead and start off. You can come on up here and present right off of this. And then we'll hold on and do a little bit of question and answer at the end. Yeah, hello everybody. It's a great pleasure to be here. It's the first time for VorWorks to present here at OpenShift Commons. And that's because we just signed the contract with Red Hat by the end of last year. OK, I have to step forward here myself. Yes, the topic of my speech is actually from carpet manufacturer to a digital service provider for the home. And that's because VorWork, some of you from the European continent may know that we are traditionally a carpet manufacturer. We are founded in 1883, so quite old, quite old business. It's a family business, still since then. And that's something very special in that area. We are still a family business. We were traditionally a pioneer for all things. And the carpets itself were a pioneer on that topic because at that time, that was a complete different business. And that's still true for the present. Constantly reinventing everything. And after the carpets, we invented vacuum cleaners. We're still doing vacuum cleaners. And we're worldwide acting. And at the moment, we are around 650,000 people working for VorWork. Yeah, that's quite impressive. Of course, I don't know all of them, but OK. Most of them. Most of them. Most of them, of course. Most of the most important thing of us, and that's also the topic of IoT, Brian said, is the thermal mix. Thermal mix is, as you can read here, it's not a machine, not only a machine. Our intention is the heart of the kitchen. And the heart of the kitchen means you can do a lot of things with that. I don't want to sell that today to you, but of course, you can buy that if you like. The important thing for us is not to let the people cook with them or whatever. You can read that, what you can do with that part. For us, it wasn't very important to have a connection to the Wi-Fi, to have services around that. And these services around that is built up a complete ecosystem for us. You can see here a lot of services. They are not only digital, but also cooking classes. So you have your advisor that he can help you and is cooking with you, some cooking classes and whatever. You have the community. Of course, we do firmware updates. We synchronize recipes onto the machines. And that's the big IoT part we have. You can imagine that we have a lot of customers here that are doing, at the moment, around 1.5 million devices in that topic. So we are having an ecosystem, a digital ecosystem, with synchronizing 1.5 million devices. That's sometimes, you can imagine, that most of the people cooking at midday or in the evening and, of course, at Christmas. And then that's the most business and where we have to scale up and scale down our platforms. We started it with the services. You can see here in 2014, at that point in time, OpShift was not dead in that place. So we could not use that. But over the last years, we learned that we have to change something if we want to have that in future also available for the customers and present the services. And last year, I got the opportunity to be the executive for that project. It's called OpenShift Introduction. And with that project, we try to migrate all our services to an OpenShift platform. There are some challenges we are currently facing, especially for the IoT, because it's our own IoT service. And that's not that easy to bring that to a real container platform like OpenShift. Yeah, that's it for the moment. And are you? Great.


Okay, welcome back everyone. This is theCUBE, our flagship program. We go out to the events extracted from the noise. I'm John Furrier, the founder of SiliconANGLE. I'm joined by my co-host, Paul Gillan, with SiliconANGLE, my co-host. Live at IBM Impact, we're in Las Vegas where all the actions happen here. For IBM, their customers, their technology, it's all kind of coming together. And our next guest is Keith Brooks, social strategist and social business practice manager at ThinkRight. Welcome to theCUBE. Thanks guys, happy to be here. So you're out in the trenches, you work with IBM and you have an application that's targeted on the sales folks and people mobile, applications basically as well. So before we get into that, I want to get your impression of IBM. Paul and I were talking on our intro. IBM's on all the right fault lines of the tectonic shifts and the messaging is great, right? So we're all, where's the meat on the bone is what we're seeking? Where's the action? What's the enterprise story? How's it related to traction? So we want to dig into that a little bit as we start. But first I'd like you to give us the impressions of last year to this year. What's the big aha change from IBM and their products, what they're showing, the vibe from last year to this year? Well, last year was my first time at IBM Impact. Historically, I come from the ICS side and IBM Connect and Lotusphere. And so I came out here and I was very impressed by the size of this show and all that and where we were going. But I also felt last year, we were kind of looking at the past and looking at the future, but weren't quite ready to get there yet. This morning's OGS was definitely a definitive step in a direction with everybody following. Mobile obviously is a strong point, but not just mobile, the integration of the customer experience, the analysis, the behind the scenes things to make life easier, not just for the developers, but for the customer and management to get a dashboard and know what's going on. And it just seemed like everything kind of gel together for IBM to sit there and say, we get it, we now know where we're going with everything and we're not what you thought we were last year or a few years back where we weren't quite on a path that we can lead people. This morning definitely was a leading path that I saw. How you're talking about analytics and clearly that was a clear focus this morning. I think IBM says it's spent $25 billion investing in analytics over the last few years. You've got a position stake out in this market. In an area of analytics I really haven't thought of as letting itself to analysis. Tell us about that. Right, so ThinkWrite as a company, we're working on a product to take your conference calls, your meetings and pull analysis out of those meetings for you. So let me give you an example. So we have a product called the ThinkWrite Assistant which is available on the app stores and you can pull that down and what it does is it looks at your schedule, finds all your meetings and then notifies you a few minutes in advance to say hey, you have a little conference call coming up, here's the bridge number, here's the web meeting number and a third thing which pops up to let you take notes during the call.  All that is fine and good and nice.  But what we do on the back end is we now have your attendee list. We provide you the contact details for that attendee list. We then, at the end of that, you can take all those notes, save them, send them to whoever you want. And what we're trying to do is basically come to people and say, your sales guys, your sales people spend hours of meetings, hours of time on calls and doing meetings with people. Are they really being useful? Are they hitting their quota? Should they spend two hours or five hours a day? Should they not spend any time? And if you take that a further step of, you know, Joe brings in Fred all the time and Steve and Terry bring in Fred, but all the other ones never bring in Fred, but it seems all the ones who brought in Fred all hit quota this year. So we're trying to find, you know, who in your business is maybe the key point that you don't think about as yourselves, but as the helper. And as, of course you can see corollaries outside of meetings, right? I mean, this could be used really at a macro HR level to identify who are your top performers. I think of the guy on the basketball team who nobody pays any attention to, but every team he's with wins. Is it that kind of, do we see that kind of an image? It's exactly that kind of idea. I'm from Miami, so right now, I'm all four of them. Yeah, you win a lot, right? But, you know, the coach, Eric Spoltzer says that, you know, you may sit there and say, well, you know, Chris Boston didn't score any points, but where we needed him was to be on the defense side. And we needed him to get that rebound to cover this one guy. We didn't need him to get points that day. That's missing in companies. They can't really say who is that person who just gets stuff done or makes that connection, but isn't really obviously the person in line. You know, you and I may know who that is because we work with them, but the guy at the other office, they don't have maybe an idea of who they should be with. And so cutting down to the chase and finding that analysis is really helpful in the grand scheme of that team effort. And HR, of course, for better or for worse, can use that detail as well. So this way it goes beyond meetings or sales effectiveness. It goes to changing the way you think about your human resources, which historically has not been an asset that we have applied analytics to. Right. And HR, in my view, has always missed that point of what makes you special that we should either hire you, keep you or fire you. That part is always lost in HR because they never see it. They never hear about it. Unless you are the best person in the company, that's the only time they hear you for the worst. But if you're that middle, 80% of the company, HR doesn't have a great way to really do any analysis on you. So I'm thinking of some companies we hear applying cloud scores to their hiring criteria, which I think personally is disgusting, but are you seeing your- You remember how close about cloud sucks, huh? Yeah, that's one way to put it. Are you seeing technology- I'll retweet that. Being applied to the personnel process on a large scale, is this, are we beginning to open the floodgates to a new way to approach hiring and staff with one? Well, you know, cloud serves one purpose. And that is if I'm very social, I have a cloud score, pretty much, you know, whether you're 50, 60, 70, 20, it's because of where you are on your score. You know, when you look at like what Andrew Drill did with Fred, it was more about how you influence the people around you, not just I post and I'm people repost me. So if we can take the analysis from your meetings and from your sales quotas and all this stuff and pull it back in from your CRM with your average inbox and make that stuff work, we can take you out and really find that person and provide possibly a linkage to say, we're looking for someone who has this type of background, this view of the world and can get out there more. And among companies, the research that you've done, what kind of productivity improvements can you see, do you think companies can obtain by deploying their people assets more effectively? Well, I think in the long run, you're going to see a much leaner company. You're going to see people really get down to who really solves their problems, who helps us get the sale, who is the person with the knowledge. And it's not always going to be the person you expect, but you're also going to find people are going to be very niche in their company now. So you might be the person who really isn't great at sales, integrated tech, but for whatever reason, you're really good with customers in helping them bridge that gap between the two sides or maybe between executives and in technology. And if that's what you do and we provide that is what's needed in every sale, then that's what we need. And IBM has a long history of having not just salespeople and tech people, but also that middle ground person that's the only out to see that customer. Keith, I want to ask you some kind of environmental kind of marketplace questions around the market, what the landscape looks like. I mean, we've all seen the voice over IP market really enable the democratization of collaboration. You mentioned same time, that goes back. Unified communications was a great market, but it seems to be old now.  So you got all these new tools now with Twitter. You have a changing definition of presence, which is a core principle in unified communications. You have all this new stuff happening. So how is unified communications really evolving from the old definition to new, where these modern tools are just completely different platforms. The end goals the same, right? Collaboration is about sharing and connecting seamlessly, frictionlessly, getting job done. Not necessarily having baggage on your back in terms of old platforms. So how do we get this new modern error? How do we shift over this next wave? I think part of it is you have to understand your cell phone pretty much at this point is more powerful than your desk phone and your laptop in some ways. Because we do things with them differently than others, right? But at the same time, if I'm in my house or I'm at my office, I'm not probably using my cell phone to have my conference calls, right? And so there still is a delay point where we're not quite at that point where people are throwing out their phones or just using their cell phones for various reasons. But we don't see the UC world as going away. We just see it as expanding in different directions. It's changing, for sure. It's no longer just you're calling me and you're leaving me a voicemail. I almost never get voicemails and I almost never listen to them. The young generation doesn't even turn on voicemails. That's just for old people. Right, there's that too. I mean, I have voicemails when they come or people leave a message at my house, but the truth is most of my friends even jokingly say if they don't send to me on Twitter or Facebook, I won't see it or hear it. Which is only partially true. It's a user experience. It's a legitimate user experience, not making it standard, but it's diverse. It's just all new omnichannel communication. Right, you know, looking around here, there's 10,000 people or whatever there are, but we're all technology geeks, so we all do these things. But if you walk away from here and go back to everybody's company, 75% of those companies are not people who are doing these things. They don't want to touch all this stuff. They don't even know how to use a lot of it. They're happy when their phone just works, does what they want and goes forward. Should Twitter be a phone client? Should Facebook, since they bought WhatsApp, should it now make calls for you? Maybe it should and maybe it shouldn't. It's an open territory. It's an open question. Right, we still have QoS problems. Quality of service is still a problem. Skype calls, for instance, for me are not very good, but Google Voice is generally very solid. Just we'll get two different perspectives on the website. You mentioned sales, I know Paul's got a question before he gets to that question I wanted to ask you, because you mentioned sales professionals. And I was talking to a marketer and they hire a lot of young people right out of college and they're inside sales and some of them hit the road. Like, they don't even literally know how to use a phone probably, calling phone. And it's like, but they, the social sales prospecting, a lot of it's going on on Twitter, how people are connecting. Not to say it's killing and disrupting the old way, it's just adding to the pile of new stuff. Email marketing is not as effective as it used to be in the past. So there's new things that in the real time aspect of it creates a platform challenge. Well, okay, so I'll give you a different challenge to go with your platform challenge. Okay, we've got a challenge. The new people are much more social. They maybe are better at going out to meet people, no question, or how to interact with them on different levels. But there's a big chasm between doing that and then going back to your office and doing all the back office. That is missing immensely. Right now, when I meet some of the people who are coming into companies that I meet and people I know, and I'm amazed at their lack of ability to understand how to use their own computer, what are on their phone. So it's real good that they're real good at sales, but if you don't know how to use any of the other things on the back end, your CRM or even how to log your details so that when you get hit by a bus, someone else can take care of your stuff. There's a lot that's lacking on that back end because they just think, oh, it's somewhere out there and it'll be there. But it's just not. But John brings up a real interesting point, though, the evolution of unified communications. And we're talking about really, maybe this is the liberal arts major in me talking, but we're talking about being able to instrument people and understand better how people relate to an overall goal. And you can call it sort of the internet of folks, right? So are we looking at a revolution and how we measure the contribution of people to their organization thanks to instrumentation and being able to understand at a very granular level what they do and how it relates to outcomes? I think of the long run, the answer is yes. In the short term, it's a problem because unless I'm actually hitting my quota as a salesperson, you don't care how I'm doing it. You'd like to know, because you'd like to know if I'm doing it this way or that way, but when it comes down to it, you don't care how I hit my quota. At least very few managers have ever told me they care how their guys do it. But if you're a tech guy, I don't hit quotas, but you know if I did my job because that system works or it doesn't. There's no middle ground of, oh, I'm working on it. It's down or it's up. There is real no middle ground. So you've got one group of people who are taking a longer time to get that sales plan down and another group that's trying to cut it shorter, but are they really able to get there and provide that benefit at the company analysis level? I'm just not so sure that we're there today. Maybe in another year or two, that'll be a lot more cleaner. But I think today there's still a lot of, if it works, we're going with it and we're doing it, but the old stuff works too. Keith, I want to ask you a question, final questions we end the segment. I'll let you get the last word and share with the folks out there, why is this show so important? And for folks looking at the challenge of social business from a perspective that you can come from, what's their biggest thing that they should be focusing on paying attention to? Coming to impact, if you're working on massive transactional systems, whether it's e-business or telecoms or whatever it is, this is the confidence you want to be at because these systems are what run, I think, like five of the top 10 websites around the world and massive business transactions. And the people you're going to meet here have written most of it, have worked on it and are expanding those beyond it based on what you need in the field. Obviously you need developers to make it all work and put it all together, but the core underlined is here. And if you're not so sure what direction you want to take, definitely this morning we saw a great direction for people. So if you were questioning where you're going or here, you probably know where you want to go now. At a collaboration perspective and social side, I think this conference and the people at it have a little further to go than some of the other parts of IBM, like ICS, which has always been more collaborative. But they're getting there and they're interacting more. This year, I was not the only person tweeting the OGS compared to last year where I was one of the few. There were tons of people doing it, a lot more interactive. IBM is pursuing their own people to do it more. They're asking them not just to do it for themselves, but to do it for the company and work with others. So I think other companies will get there as well. We've talked a lot about collaboration. The last five years that all about collaboration. And it's sort of a motherhood thing. We believe the collaboration is good. But I think that what you're getting at is maybe the next level of this is being to measure collaboration and understand what about collaboration is good and what is just wasting time. Do you think that's where we're going? I think, ideally, that's what companies say they want, but you have to realize a little bit of my wasted time is a long-term benefit to someone out there who I'm working with. So this morning, I tweeted a lot about the OGS. Some of it was a little more fun than spitting out what we heard. And that's bringing people in to think about it also. I made fun of the Shake My iPad as an Etch-a-Sketch because there's an old Dilbore cartoon about that as well as a sign called episode. But it was just one example of like, it's not all a serious side. And not everybody out there really does business on a serious level. IBM writes things in a very certain way, but when you go to read books, do you want to read books like Technangels or whatever? No, you want to read books that are enjoyable for you to read. And so I think that in time, we're going to see people be a little more looser with how they interact and get over that, oh, they're just talking about sports all day or something. Because in the end of the day, if I'm not doing my job and getting things done, you're going to know that no matter what I'm doing. But to be fair, I also are going to go, maybe this is the best way for us to get rid of management. Because management usually is the bottleneck that we face when we look at the analytics. Keith, thanks so much for joining the queue. We're here live at IBM Impact. We are in the Social Impact Lounge. We're on the ground floor. We're right in the main area here at the Venetian Sands, the Palazzo. This is theCUBE, expecting the data, sharing that with you and getting a perspective on the real changes happening in IBM, but also in the marketplace, especially with social media, social data, making the user experience really fantastic. It's the key to success. Appreciate your perspective. We'll be right back with our next guest after this short break.


So as you can well imagine, this took a lot of effort and an incredible amount of hard work and all nighters and things like that. And first of all, we want to thank the sponsors and they have been absolutely, without them we would not be here. Whoops, let me go backwards. There you go, I don't know how it was moving, but here we go.  And since we all graduated from the department of PowerPoint Engineering, so this is some a little bit of, so these are the advisors, these are the program team, they reconstructed the program together and now this is some automated stuff. And that lady, Cindy Williams, she's the quarterback of this whole thing. She's also our voice of God, so thank you. And since she's the quarterback in this region, we call it Josephine Montana. This is all the staff from various centers and programs across Stanford. We all came together and created this and they were absolutely rock star people who were behind the scenes to make this happen. And we just, there are several of them and you'll see at the end and it goes on, it goes on. This is the staff that was behind the scenes to for all of this. And again, you see some PowerPoint engineering going on out here. And finally, this is the team. Well again, it's come to an end and thank you all for coming here. Just a few words. I think this, the only thing I would say is that the challenge and the opportunities are absolutely amazing. The challenge in particular that was laid out and also I would say challenge, every challenge is an opportunity. Opportunity to innovate in a variety of respects. And this is just the start. We have a long way to go and we will be back again and I hope you come and join us and I hope you bring other people and this hall is not big enough frankly to hold all the people but we'll hold it out here but please come back again and engage with us and the forum is just the start, the work starts after the forum and we'll come back again for that. Please. And just a little more. I just want to thank the students. You're really the reason that we're here.  You bring all this new innovation to solving these problems. And to our faculty, colleagues, we get to live in a world where we learn so much every day because we get to listen to our rockstar colleagues and it just makes us so much smarter. Also want to thank our industry partners. We have long time partners through GSAP and now the new Strategic Energy Alliance. Thank you so much. We learned so much from you and we really appreciate all the support you provide. Old friends, we have many of you here. Thank you for standing by us for so long and for all the new friends that we hope we'll see you again next year and we hope it doesn't take a whole year. So thank you all so much for being here and being interested and committed to this important topic. So thank you very much. And as I've learned from Secretary Schultz as the word goes, let's stack arms and get the heck out of here. You got it. That's the old Marine Corps. Marine Corps.


Hi friends and subscribers, welcome back to my youtube channel, this is Daniel Rosel and we're continuing today with our ongoing foray into Ireland-Israel relations. Overall relations between the two countries are continuing to deteriorate at what I might describe as a surprisingly rapid pace. Today a far right minister in the Israeli government was rebuked by Prime Minister Netanyahu for suggesting that Israel should nuke the Gaza Strip. Of course this was a wild and unacceptable remark by a very fringe voice in parliament the true widespread condemnation. But his remark that the population of would-be displaced Gazans should quote, go to Ireland or deserts was pretty telling of the way that many Israelis are currently feeling about the not-so-friendly posture from the Emerald Isle. Those feelings were probably not endeared very much by the signature of a letter last Thursday by more than 600 Irish academics calling for the complete cessation of academic relations between their institutions and their Israeli counterparts. The full text to the letter was published in Ireland's newspaper of record the Irish Times yesterday. It contains the spurious claim that Israel's actions in Gaza amount to quote, a campaign of ethnic cleansing and according to many experts, genocidal violence, unquote. It describes the October 7th massacre perpetrated by Hamas as quote, an incursion by armed groups unquote, which included what they deem quote, criminal attacks against civilians unquote. I mean that's one way of describing burning people alive in ovens and beheading infants. The letter continues with the statement that under no circumstances does international law permit the systemic bombardment and collective punishment of civilians in a besieged occupied territory. The letter further adds that quote, leading Jewish and Israeli scholars of Holocaust and genocide studies have called this a textbook case of genocide. By drawing a close parallel between Israel's current actions in Gaza and the extermination of the Jews perpetrated under Nazi Germany, this cohort of more than 600 academics in Irish universities are once more making shameful comparisons between Israel and Nazi Germany, an action with the IHRA deems to be a manifestation of anti-Semitism. The letter ends with a call on all universities in Ireland to immediately sever any existing institutional partnership or affiliation with Israeli institutions. Signatories include faculty members from University College Dublin, Maynooth University, Walter University, the University of Galway, University College Cork, Trinity College Dublin, and Queen's University Belfast, which is another word just about all major Irish third-level teaching institutions on both sides of the island.