Thanks for tuning out this afternoon everyone. I just want to pick up on a couple of things Diana mentioned for those who saw the previous presentation she was referring to food that gets transported all over the world. Just to help you guys out I'm gonna take with the New Zealand lamb and apples home with me so we'll do a bit of a collection and I'll just relieve you of that. We might give you James Cameron back because he's now a New Zealand resident and he's pushing a whole vegan agenda down in New Zealand so you're gonna have that one back. I'm gonna cover the developmental origins of health and disease which is a topic that I'm starting to see a little bit more of it's a pockets head up. I know Tim in his presentation this morning did touch on a little bit. I'm gonna give a very high-level overview despite degrees and stuff. I know nothing at a depth so don't ask me anything at a depth but I'll kind of skim over the surface and that might be enough for people to dive down a rabbit hole from there. Let's go. Alright so common theme to this symposium is that we've got this whole thing called mismatch going on and it's sort of getting largely agreed even outside of this little bubble of ancestral health that we live in. It's getting largely agreed that this mismatch is at the core of many of the chronic diseases which seem to kind of define the modern human state. By the way if anyone's struggling with the accent subtitles are up there for most of it that's that's important but while it's not uncommon for people kind of put forward a single theory of everything when we look at the problems that we're facing most people are starting to agree that we've got a bit of a perfect storm going on that's very complex it's very multifactorial and the largest portion of starting sets more and more in the discussions the largest portion of the problems that we face are environmental. We have a tendency to focus more on the individuals but as individuals we're largely products of our environment so many of the factors are external to us and just from this diagram here as I go through my presentation the probably not particularly clear but the developmental origins aspects are everything that's going to highlight it in yellow around here so it does make up a big chunk of perhaps some of these factors that we're thinking are at play with the problems that we face. We've got a we've set our environment up where it's such that most of us are opted in to ill health and in order to live a better life to be a healthier human being we have to opt out of the default environment which we're all landed in now that causes problems and that opting out of that environment requires knowledge it requires resources both monetary resources and sort of knowing what you're doing and we've also got the double double whammy where that opt out is being sold to those people with extra resources at a premium so we're seeing this of big inequality in this big split across the the population. Public health resources as they currently at they're often being directed towards treating acute manifestations of the chronic illnesses rather than preventing those diseases in the first place and you know this is fairly well accepted. What we're starting to see is this this thing called the transgenerational the transgenerational transmission of some of these these issues which means that they are skimming across one generation to the next they're not isolated to one particular group and they're being inherited so develop a little bit more as we go through this but we we're not directing any of the public health resources towards preventing that transmission we're still we're still largely of a model that is focused on the here and now and in particular towards individuals who probably have the most influence particularly at a political level. So we can see that historically we've waited until adults develop some sort of acute manifestation of some sort of chronic ill health before intervening so right at the very sort of top here so basically at the point that you historically as you've suffered a heart attack well we might sort of intervene in some sort of intervention there or you've been diagnosed with cancer we undertake some sort of intervention but that comes at a very very high cost both in terms of finances but obviously for the individuals going through some of these treatments at that point and it will have a very limited impact in terms of both the lifespan and health span for that particular individual but more recently we've attended we've attempted to head off some of the disease and development through screening of adults particularly in their middle years and so so around about here we might undertake a national screening program again particularly for some of the cancers around trying to kind of head off some of the development of these diseases but in the end they inevitably end up just being sort of not much more than a delay tactic more than anything else and again probably have fairly limited impact overall and often these these screening programs chase fairly dubious biomarkers at best so they're kind of questionable in terms of their overall impact and they may be or not maybe there's certainly too late in terms of making an impact on any sort of transgenerational transmission of these chronic diseases because typically at this age here where these screening programs kick in people have already had their children so any sort of an inheritable features have already been passed on to the next generation the developmental origins of health and disease hypothesis or paradigm very much focuses on this bottom line through here where if we get the timing right and we focus on the right aspects then we can set individuals and societies on a much lower risk trajectory overall and recognising that much of our health and disease is developmental in origin society may need to move away from investing its biggest chunk of its health resources, interlate it at output interventions and shift them over to the other end of the life cycle particularly focusing on infants children and adolescents and probably through to young adults in their very early reproductive years and there's an increasing call for the first thousand days of life which is a period basically peri-conceptually from conception through to about two years of age and that seems to be one of the critical intervention points if not the most critical one for altering the chronic disease trajectory that we are witnessing globally so you can see that's a that's a big paradigm shift to go from screening people in their 40s and 50s through to investing the largest chunk of our public health dollar down in the very young. The early work in this area in the terms of the development this hypothesis came via professor David Barker from population observations made in the 80s and 90s and Barker's hypothesis was based on based on these observations stated that if a nutritional environment in which a pregnant woman lives is constrained then the woman will program her developing fetus for what we call the thrifty phenotype so and if the infant then encounters a world which isn't nutritionally constrained its own metabolic settings become mismatched to that environment and susceptibility to the range of later life diseases increases so it's sort of you know potentially where we're at currently where by virtue of several mechanisms which I'll outline very shortly we've got the sort of postnatal over nutrition at play for infants that were probably programmed for this thrifty phenotype so alongside genetic and cultural inheritances it is also becoming understood that there's also environmental inheritances mediated maternally and paternally and there tends to be a lot of focus on the mother but there needs to be as much focus on the the father and in this development as well and through this of mediated maternity paternal inheritance environmental exposures from one generation can condition the phenotype of the next and possibly probably most likely subsequent generations and this is where that that whole sort of nature-nurture interaction occurs the environmental exposures of the mother and father can influence the epigenome of the ovum and sperm and while more acute environmental exposures experienced by the mother during pregnancy can obviously influence the in utero embryonic epigenome and here the the genotypes so the the base genetics of the developing child remain the same but it's the phenotypic expression may be altered by the environmental exposures of the the parents and again probably most likely grandparents and great-grandparents so you've got to up to potentially up to three generations worth of environmental information sitting in each particular generation that comes through this ability to developmentally shift your physiological form or the infant's physiological forms to suit the particular predicted environment is referred to as developmental plasticity and that developmental plasticity allows for a process of adaptation to environments operating between longer term natural selection of the species and then the more immediate homeostasis within the within the individual to give you an illustrative non-human example of this developmental plasticity we look at a species of desert locust which can change change the morph of her young based on the population density of other locusts around her and the stress response that this elicits within her so if the population density is low her stress levels will be low and she'll produce a flightless offspring which will live in a short range but if the population density is high her stress levels will be high and she can change the morph of her young to a migratory type which is enabled with long distance flight and the ability to travel over a much larger range so you can imagine low population plenty of resources available does make sense to to disappear off and so that's the morph that she's able to develop but if there's a very high population density she's competing for her own resources her cortisol levels or equivalent are very high she's very stressed so she's programming her young to take flight and to potentially go and seek out a better resourced area so that's the ability to morph will have that plasticity so in essence an assessment of the world in which an infinite is being born into a signal both maternally and paternally with the aim of inducing its development in a direction that is matched to that assessment if the developmental environment is secure then an investment can be made towards a larger lean body mass and longevity in the developing fetus but however if the developmental environment is signaled as being threatening then trade-offs have to be made in order to ensure the best chances of survival into reproductive years and this will be adaptation such as a higher fat mass early puberty and altered behaviors and stress responses so it becomes very interesting when you look at this secure developmental environment and what that means is basically you get programmed to play a long game so you can kind of relax chill out you can build up your tissue reserve build up your muscle mass and you've got a lot of time to play with based on the environmental programming that you've received however if you're being programmed or conditioned towards a more threatening environment you're not there for the long term and so you have a series of physiological adjustments and these are very highly integrated adjustments and you know we're seeing decreases in muscle mass we're seeing so very low muscle mass and tissue reserve levels in these developing infants we're seeing you know in particularly in western worlds we're seeing this early puberty come through and there's many theories for this but perhaps this developmental response is one of those so currently we would argue that you know despite all the features of a western world we're still sort of very much programming our children for a threatening environment so within this Doha concept there are adaptive mechanisms operating within the normal range of developmental exposures and then there are those associated with evolutionary novelty that are more likely to be non-adaptive and developmentally disruptive and by way of example I'll be focusing on over nutrition as a disrupting process but sort of looking at that in conjunction with under nutrition which is more an adaptive process that we can respond to so if we take maternal under nutrition as an example of an environmental challenge that can drive adaptive processes the range of uterine signals will range of uterine signals will occur in response to this challenge affecting the structure and function of the developing child this under nutrition state is signaled when maternal amino acid and micronutrient intake is low as will be the case on eating protein dilute highly processed western diet and you get this highly integrated multi-system adaptations occur which includes a decrease in muscle mass a mitochondrial mass making muscle less metabolically expensive is also as well as behavioral changes such as reduced desire to be active which is the sort of gluttony and sloth type problem that we seem to be playing out but you know obviously we don't think it's those those issues. Concurrent to maternal under nutrition we can also have maternal over nutrition with respect to very large supply of carbohydrate being delivered by those very same processed foods that we're exposed to. It gets very interesting because there are constraint mechanisms which exist to limit the supply of amino acids and fatty acids crossing the placenta but there are no constraint mechanisms for glucose and the the papers that I was reviewing and putting this together the suggestion was that this exposure to high maternal glucose has not been a common feature of human evolution therefore there's no mechanism to slow the influx of glucose through to the the fetus. So we can have two distinct kinds of mismatch operating concurrently with respect to this developmental conditioning linked to one singular aspect within the environment which we have which in this case is this highly processed western diet. So by virtue of their own either maladaptive or disrupting pathways we end up with virtually the same result which is a some sort of mismatch to the environment in which we're born into. If we take everything into account we can map quite a negative developmental cycle that society finds themselves unwittingly trapped into. We're seeing children born into very poor developmental environments and they become an increased risk of becoming adolescents and young adults who in their reproductive years unknowingly end up continuing this downward cycle of developmental conditioning. So you can kind of see it it's it's not a nice cycle that we find a good portion of all of our societies and I don't think there's very many western countries at least who are not not touched by this developmental cycle. You can perhaps look at that cycle that we've got sitting up there on the the graphic and you can see probably if you were going to direct your public health dollars at which point you're probably most likely to do it and it's certainly not going to be after pregnancy as tends to currently happen. For every iteration of this negative cycle each subsequent generation is set on a trajectory of lower tolerances to the key environmental mismatches we face in higher disease risks occurring much earlier in their lives. So this is kind of what we're seeing play out before us where it seems every every generation after the the previous one seems to be getting hit just a little bit earlier and perhaps a little bit harder with some of the key health issues that that we face in our societies. And there is definitely an increase in concern that if we look at specifics like diabetes that diabetes can be transmitted across generations via that mechanism so again we've got to look at ways of how we're going to break this cycle. There are some there is some work being done in terms of how to turn this around and again we come back to this first thousand days. So within this first thousand day window there's an opportunity to condition the health of individuals across their their lifespan. So instead of having each generation kind of get a little bit worse we we need to reverse it and have each generation get a little bit better which means that kind of the environments that we're setting for ourselves in the here and now are not going to be set for largely the benefit of us they're going to be for the benefit of two three generations down the track and unfortunately humans aren't particularly good at thinking that way but this this period this first thousand days is the period with the greatest plasticity which is that ability to morph and adapt in a matched way and it has the least accumulated exposure to a disrupted environment. So again if we look at many of the the modern public health screening processes they all kind of sit down this this end of the scale where your ability to probably turn the ship around is pretty limited and you've got such an accumulated environmental exposure that you're really going to get limited traction with with some of those strategies. So based on the evidence accumulating within the Stowhead concept you can see the futility of messing around with the population at this end trying to you know create a healthy population it really needs to be directed towards the the other end of the scale. One of the strategies put forward is that we need to develop a greater level of empowerment and self-efficacy in terms of health literacy to teaching health literacy to children and adolescents. We need to develop these young individuals to have a greater understanding of their own bodies their own biology and the modern environmental exposures and lifestyles that that can impact on those. We already do it to a certain extent with older adults and certainly when you get to a point in life where people start to talk to you about healthy aging we start to educate older adults in terms of their health literacy and and what it means in terms of healthy aging we actually need to do that better at the other end of the the scale and this needs to go beyond just giving adolescents better education around drugs and alcohol and sexually transmitted diseases but actually give them more empowerment around teaching them about the environment what those environmental exposures mean what it will mean for their health but also the health of their children that they may potentially want to have but to do that we're actually going to need a societal shift which means that we start to place a much greater value on 16 year old girls in our societies than what we do with 60 year old men. We can kind of have a discussion as to why we have that values system in place currently but generally we value the older part of our society than the the younger one when it comes to health. The biggest advantage of this concept is that it creates an integrated integrated and coherent public health policy around it as well as help kind of shift that public mindset allowing the minimization of common disruptive developmental environments that we all face in one way or another we're all going to we will all have to eventually face up to whether it be sort of health or economically. By linking social inequality issues to both biological outcomes that have developmental origins researchers, policymakers, community members and parents and the influences such as we have in the room currently are going to be in a stronger position to argue that the total quality of our societies and lives matter and that inequality is much more than just a condition of social economics. So that's the nuts and bolts of my talk around this as I said I was only going to sort of deliver it across a very kind of high level high level skin. What I will flick through to now and this is me being a little bit cheeky is an advertisement and Tim already sort of slotted this in right at the start to say that we have got our own ancestral health society down in New Zealand. We did run a very successful international symposium last year which many people from this current symposium came along to. It is in the gorgeous Queenstown which you can see up in the photo there not too dissimilar I guess from where at Boulder except we've got large amounts of water floating around as Boulder probably doesn't. So everyone would be welcome to attend and come down and we're just doing a little bit of a sneaky recruit for speakers as well so those who are speaking across the rest of this event bring your A game and you might get an invite to New Zealand. And by the way when I say that the stand is pretty low because Tim's already in so I'm pretty much done so I'll field any questions if there are any. Clearly no one's understood a word so that's okay. Are you familiar with the Dutch hunger winter and how it sort of laid the foundation for Barker verifying his results? Could you talk a little bit about it? I'm just I'm going to be talking about it tomorrow and you set me up beautifully. That was a great talk by the way. You may need to develop a little bit more but there my understanding was that as we sort of studied different populations around the world who kind of underwent some of the famines various famines around there that we could see that even those who are exposed to some of the famine conditions but as as developing children once they were back in part of a society that had plentiful food and other resources and even were transposed into very sort of wealthy family so they kind of ticked all the boxes in terms of what we think a human needs to be healthy. They still carried forth many of the many of the illnesses that they were probably preconditioned for as part of that exposure to the famine at those sort of critical developmental points so it kind of it underscores the fact that during these very critical developmental phases that is the point at which we need to make sure that the environment is pretty solid because even once you get a good solid supporting environment outside of those times you end up having very very limited impact in terms of the the disease risk and trajectory that those people end up on so oh no this scares me a little bit. Oh time for one more question. That was a terrific talk. I just want to sort of second everything that you said but specifically for our US audience here everything that he's saying the dietary guidelines folks and the folks at Health and Human Services and USDA are already thinking along these lines however they're thinking with their nutritional paradigm in mind so we have the dietary guidelines for people age two and up now they're turning their sites to zero and 24 there's a zero to 24 program the thousand days will be next. They want to start looking at epigenetic effects and these developmental origins of adult diseases but what they'll be doing is restricting calories and restricting protein the two things that we know set the child up for metabolic diseases and especially limiting high quality protein that is as bad that that that causes adult metabolic outcomes that are as bad as simply having calories restricted so the the stuff that you are saying at the very beginning of the talk about this is a social issue this is you can't just sit back and go I personally cannot doubt your children are going to be marrying people and having children with people who haven't opted out so thank you for terrific talk. Thanks Adele. Yes it's very interesting we've one of the the lead researchers in this area Sir Peter Gluckman is actually the Chief Science Advisor to the government that we have in New Zealand so we're actually starting to see a program of investment in this area so we're sort of talked about at the start of and they're not as blatant in terms of stating this but a disinvestment from that later portion of life and actually reinvesting at some of these earlier childhood services supporting mothers supporting supporting infants however as Adele points out despite first-hand knowledge feeding policy in our country it is still hooked up to very poor dietary guidelines so there's this big mismatch between the information that the government is getting from one of the the leaders of this sort of research and still where we're directing the public to live and to eat and how to live and so on so we're not going to turn the ship around anytime soon the other aspect to that which we'll find very interesting Adele is that as soon as you start having this discussion at a public health level and it's it's fled up a couple of times in New Zealand I think it has fled up in South America as well that it often gets positioned as blaming mothers so it's it becomes an issue of mothers are doing the wrong things by their children or young girls are doing the wrong things when they're going to be the ones having the the babies and we really need to remove the stigma from from being a mistake mothers have made and we need to be very calculated with our language so that as this stuff gets to gets more traction and gets rolled out we don't get this public pushback of going right well great now you're blaming mothers for everything that's going on in our society well just not to jump on mothers again um in addition to protein and calories as being energy and growth substrates that can be limiting in utero that can have a doha effect oxygen is considered a nutrient most people don't see it that way it's a respiratory nutrient and if it's limited during gestation there's a new disease called gestational apnea which projects to the fetus that you're about to be born on top of a mountain and again i'm going to be talking about that tomorrow but there's there are other substrates other than energy and growth substrates but oxygen can can also through if a mom smokes if a mom you know snores has apnea that that can impact the same way as the energy substance there's there's there's a lot of developmental disruptors out there i only touched on the nutritional side of things more for for timing in fact i'm a nutritionist so that's where my bias is but there's anything from as i say oxygen availability microbiome seasonal seasonal aspects sun exposure illness exposure during pregnancy skeletal muscle mass that was that was probably my next presentation if i do one but the skeletal muscle mass of the of the mother is a developmental has a developmental aspect as well so there's loads of aspects out there but they'll kind of circle back around to this highly mismatched environment that we have so hello um i wanted to ask you if there was any um if any connection to maternal affect genes in these up to changes experienced you're asking the wrong guy you want to talk genetics talk to talk this guy down here but no genetics is outside of my my scope so i wouldn't be able to answer sorry thank you thank you one more no no you go you go i had a question about um the new zealand health system do you have what we have have over here like a kind of like a cartelized like the american medical association not even close like like what can can you just treat somebody like when you're a nutritionist do you have a like a state license and is that necessary and do you have to teach certain things can get in trouble for recommending like a high cholesterol diet on the nutrition side of things we have and probably very similar to to what you have here we've got registered dieticians and they walk a pretty narrow line and you know they've got certain expectations in terms of their scope of practice and the information that they're giving across you can be a registered nutritionist in new zealand but again probably similar to what you have here you can be also being an unregistered one i was a registered nutritionist for a while i got nothing out of giving someone some money so i deregistered so but and so there's there's no limits on my scope of practice i don't get i don't get hauled before a board if i step outside of the limit so i've got a lot of freedom in that in that respect so excellent thank you very much


Cuba is a vital element of the island's healthcare system, in terms of its support for educating health professionals and its provision of specialized treatment in many sectors of healthcare, not only for physicians, but also for nurses and pharmacists. Ten more students have benefited from this bilateral relations between the two countries, having received scholarships from Cuba to pursue studies in varying areas of medicine. They gathered recently to receive their packages, and to meet briefly with Cuban Ambassador to St. Lucia, his Excellency Bernardo Toscano-Sardinas, and Minister with Responsibility for Education Honorable Sean Edward. For his part, Cuban Ambassador Sardinas wished scholarship recipients well and promised them a training that will not only make them and their families proud, but will be beneficial to the development of healthcare on the island. We hope that we will vote there, you will study very hard, and you return to your country with all the knowledge necessary to support the solution people in a specific area like the healthcare. Minister with Responsibility for Education Honorable Sean Edward thanked the Cuban government through Ambassador Sardinas for its continued support in education and healthcare, and called on students to understand what sacrifices have been made in order to afford them training in the Spanish-speaking Caribbean country. We can comfortably find another 200 students in St. Lucia at this very moment who are qualified to embark on the same journey that you are embarking on this morning, but the spaces and the opportunities are limited, and that is why I want to let you know or remind you that you are extremely fortunate to have been chosen. Do not take it for granted. The government of Cuba, through all the difficulties they've been subjected to, due to no fault of theirs, they have always stood firm with St. Lucia. Of the 10 recipients, seven will pursue Doctor of Medicine degrees, while two will return to Cuba to pursue post-grad studies in specialized areas of medicine. Post-grad recipient Dr. Genoma Gifad shared her experiences studying in Cuba with new students like Jeremiah Conay, who is optimistic about the opportunity provided in his seven-year undertaking. Cuba is the optimum place to become the best version of yourself. It really is. There are challenges, but if we go there with a positive mindset and we take the bull by tons, and what we're supposed to do, we will come back, well, you all will come back, including myself and Dr. Chico as renowned doctors to serve the people of St. Lucia. I'm very grateful for the opportunity I've been granted to study in Cuba, both to the government of St. Lucia and to the government of Cuba, and I promise to make a good use of the opportunity I've been granted. Cuban scholarships are provided yearly and can be pursued through the Human Resource Development Unit of the Ministry of Education. More information on this and other scholarship opportunities can be obtained on the government website at govt.lc slash scholarship. From the Communications Unit of the Ministry of Education, Sustainable Development, Innovation, Science, Technology, and Vocational Training, I am Chris Satney reporting.


Cube SiliconANGLE's continuous production. We're here at Knowledge Service Now's big customer event. I'm here with my co-host, Jeff Frick. This morning we were broadcasting live from SAP Sapphire. My colleagues, John Furrier, Jeff Kelly and David Fleuer were down here. But we're here in Las Vegas at the Aria Hotel. We're here with Dave Schneider, who's the Senior Vice President of Worldwide Sales and Services at Service Now. Dave, welcome to theCUBE. Thank you for having me. A lot of good energy here. Talking to customers, said Brian Lillian from Equinix. Great case study, great story. Jeff and I were at the customer event last night, just cruising around, talking to customers, talking to prospects. Everybody's really excited. What are they telling you? I think what they're telling us is that what we're all about, which is making customers successful on their journey, both to IT service management and allowing IT to be helpful to the entire organization is actually working. And that the value that they're getting from the investment around our technology is yielding really good results for their customers. So when you go to meet customers, describe, paint a picture for us of new customers, new prospects, what's the environment like? You know, I think it ranges a lot between customer experiences. So as people are becoming more and more comfortable with the cloud idea of different service, we're seeing people really just rotate naturally to that. Wanting to get away from fixed offerings and traditional hosted systems internal to their networks. So we're seeing a lot of excitement about that. And then there's some disbelief. There's some disbelief that actually after all these years of trying, that they can actually make IT an effective part of an organization. And our tools and our solutions really help them do that. So when you say all these years of trying, what have they tried that's not worked? It seems like they've tried everything. Well, I mean you're just, they've tried Remedy, they've tried Peregrine, they've tried Homegrown, Lotus Tools, right? Absolutely. So I think what happens in IT is, you know, they've been the forgotten ones. They've been the ones that didn't have the opportunity to invest as the other lines of business were able to invest to keep themselves competitive in the marketplace. Now we're giving them best in class tools so that they are no longer hindered by the lack of sophistication that they once had. So you're getting penalized in a sense by the past failures of other initiatives, right? That's the big barrier that you have to come over, right? Is that inertia, the existing disbelief? Is that right or? I think there's some disbelief also. I think IT is often starved for resources. IT is a cost to an organization, not necessarily seen as a benefit by the financial parts of the organization. Whoever, if used correctly, they can be turned into an asset class and make the whole organization more competitive. This morning we had GE talking on stage and they were able to do a massive transformation using the tool to generate millions of dollars of cost savings and additional revenue streams. Yeah, I mean, I've been saying to me, this is all about global scale and demonstrating IT value and excellence throughout the organization. Are you finding that you're, so we talked about sort of your prospects when you go in, when you go in after customers implemented, let's say for a year or so, what's different? What's changed? And particularly I'm interested in that notion of IT value, is there a heightened awareness of IT value throughout the organization? Well, so I think part of what happens is IT changes, or the perception of IT in the organization gets changed through the transformation with our tool. They go from, as we often say, the department of know to the department of now, that's a real thing. And that kind of confidence, the swagger that the people have in IT for IT kind of gets reestablished and you see people really proud of doing what they're doing and knowing that they're bringing a real value to their customer is really an important part of what we do. So the new confidence that these organizations have on delivering value to their customer, the ability to support and integrate hundreds of tools potentially into a single platform record, that's transformative to a CIO or to an IT executive who didn't know where things were and when bad things would happen, they couldn't tell what was causing the event and know how to fix it. So what questions do you ask prospective customers? What's your sort of list of top two or three questions that you start with? I think first of all is, why would you continue down the path that you are? If there was something better, what would keep you from doing that? And then we also look for other initiatives that are important to the business. Where, what's driving them? So if they've done a lot of integrations through acquisitions, that's a huge opportunity for cost savings and aggregation into one set of tools. Okay, let's talk a little bit about your sort of sales organization. You guys I think have, do you show your, let's let me back up a little bit. So you start with, I presume, incident management, problem management, maybe even change management, is that right? Is that the starting point? So we get brought in to solve a lot of different problems now in an IT organization. So it's not uncommon that someone would think about replacing their old help desk or incident management system. We always say help desk is sort of like two four letter words. We should really try to make the desk go away because our customers don't want us sitting behind desks. They want us to be out talking to them or they want to self help themselves. And so we start maybe with looking at the historical systems, but very quickly we try to get into a much broader conversation. Okay, and then my understanding is your sales organization has evolved where you will both look at existing customers helping them utilize the platform further beyond maybe just the core help desk and incident management, problem management, and utilize ServiceNow as a platform for other areas. Can you talk about that a little bit? So once, when we get involved with a customer, the customer is a customer for life. So we kind of have a mantra inside of ServiceNow which is love thy customer. And if you love the customer and you do things for and on behalf of them, teaching them about the technology and how they can benefit from it, we get additional businesses that are more and more successful. So every time we interface with a customer, it's an opportunity to throw them an opportunity to make them more successful. Every time they do something to aggregate technology around us, they're saving money and probably growing their licensed business with us, but having a pretty good impact. So it's interesting when we were at the event last night for the people that weren't here, there were pictures of cakes all over the place. There was cakes on the table and there was a slide show with cakes. And I said, so what is the story with the cakes? What's this, and I kind of know what the story is, but I think it's good to follow up to what you said about it. You had an attitude about customers. What's with the cakes? Well, a lot of it's like sugar. So there is that. There's this common desire to celebrate. So actually, Common desire to celebrate, not common in IT. Well, it's not common IT, but it actually started with one customer or a couple different customers. Well, when we went go live, the customer actually themselves, they didn't go buy a store-bought cake. They baked their own cake and they would decorate the cake in various ways. And most of them had service now or thank you service now as part of it. They really viewed this as a setting free element. And so they were celebrating, like a birth or a wedding, like anything else that we celebrate in life. They were celebrating with a cake. And so it became a tradition. I can't tell you how many hundreds of cakes I've now eaten, but it's really a fun thing to do. And it kind of keeps on a life of its own. And sometimes they'll do interim cakes when they do go live with a new module or other aspects. We call those cupcakes. It's interesting, as they said, we were down at the event last night talking to a lot of customers, potential customers. And the vibe is very good. And the other vibe that's that picked them this morning, I mean, the keynote started at 8 a.m., right? This is not a sleep in group of people. These are people that are up and ready to go. Everyone was waiting to eat at 6.30. They're on the ground. And so these are people that are working. You know, they're getting stuff done. This is not kind of a hangout tech crowd.  So there was a little hanging out last night. However, I will say this event is all about the customer. More than 80% of the content is taught by customers to customers. They come up with the content. They're here because they want to learn. And so they don't want to miss a thing. They're going to bring the ideas back to their companies and implement change. And so they view themselves through ServiceNow as an opportunity to make a massive impact in their organization. It's obviously a pretty darn good career move for a lot of the customers as well who get successful with us. But most importantly, they want to be here and we're thrilled to have them because quite honestly, I get energy. I sat in that keynote presentation and I got so much energy listening to the panel. I was fired up and ready to go. Awesome. David, you guys have a 96% renewal rate, which is, that's insane. How is it that you've been able to achieve that? What's the secret sauce behind that? What do customers tell you? So it fluctuates a little bit, but it's been a 95 plus for 13 quarters in a row. I think really the issue is if you do right by the customers, why would they go somewhere else? The alternatives just aren't that good. But most importantly, if you're delivering value every day through an engagement, if you're bringing technology to bear to solve a problem, once you solve the problem, you don't need to try something else. You look to ways to leverage what you've already built and move forward. So the 4% or 5% of customers that disappear, many of those are through acquisitions. Companies got acquired and went out of business. Very rarely is it they made a choice to go with a different technology. You guys don't, and maybe you used to in the early days, but you don't sort of overwhelm your messaging with cloud. Where some of the SaaS companies do. Can you talk about sort of how you sell to organizations in a little bit more depth? It's almost like not a hardcore technology sell. It's really around business process and value. Can you talk more about it? So we sell to multiple levels in a company. So there are folks that are functionally responsible for different aspects of what we do. Let it be incident management or help desk. Let it be people that are trying to build knowledge management systems or trying to do employee self-service. Those are different constituents that we'll talk to in a sales campaign. And then we often will try to reach the CIO or an executive in IT. You give them the message of what we can really provide. Because people don't start off thinking, I want to replace my help desk and I'm going to end up with ERP for IT. We've got to convince them or give them the possibility that that's, or sorry, paint the picture that the possibilities are reality. So to customers, do they do, I mean so many projects today are not IT projects. They're business driven. And there's a business case around them and the whole IRR and ROI, et cetera, NPV, whatever it is. How do people conduct a business case for service now? It ranges dramatically depending on what problem they're trying to solve. Some of what we do is sort of like an oxygen water problem, right?  You can't live in IT without solving some of these problems, so it's an oxygen issue. The nice to have things are quickly becoming oxygen issues, employee self-service. Are you kidding me? You're not going to have a system that lets employees help themselves. Why wouldn't you do that? Why wouldn't you have an automated password reset process to save money? Why wouldn't you do cloud provisioning to save money? These are oxygen issues. Can't live without them type of problems for IT organizations. And the reality is they're not getting the job done today. So being able to show them a way to make it transformed is great. We do intercede a lot of times during an upgrade process or during that consolidation phase where they realize we've got hundreds of tools and they're all in little islands and they're not talking to each other and they don't have any data that they can trust. So you strive for this consumer like experience. We're hearing that a lot. What are your customers telling you about how well you're doing in that regard? I think the exciting things we're going to see tomorrow with Fred's keynote presentation on the handheld and tablet device interfaces are really all about continuing that push towards consumerization. Nobody wants to use a green screen interface that was designed in the 80s anymore. Our customers are wanting the same kind of tools they had or they have when they go home, when they use Google or they use Amazon. They want the same kind of experience when they're at work. And so we provide them the ability to make that happen. And that's really transformative to how people perceive IT. Is it more the IT staff that wants that type of experience or their customers, their clients and their own company are telling them, this is our expectation? She said, I don't know why you use Google, I don't know why you use Amazon as it came up in the keynote. I mean, I'll go as far as to say is if I'm an old guard customer with old tools and I'm trying to recruit the generation that's coming into the workforce today and I'm showing user interfaces that look antiquated and old, that employee base isn't going to stay there very long. So if you want to be able to grow your business with today's talent on a global scale, you need tools that look familiar and that people want to use. I mean, looking at your screen over there, it looks pretty sexy. It doesn't look anything like it did 10 years ago. Yeah, you're right. So Dave, if you're working for Frank Slutman, you're hiring. I'm hiring. What are you hiring? What are you looking for? We're hiring athletes. We're hiring people that care. We love them. We love tech athletes. Thank you. I absolutely love tech athletes. I mean, if I could say it one way is if you want to love your customer and sell transformative technology and you want to be part of something that's bigger than you, because that's what I'm looking for. I'm looking for people that want to join us, create something special, make a difference, not just in our lives, which is nice and fun, but really focus on the customer. Because when you change your customer's experience and their perception, it has gifts beyond cakes, it has gifts beyond making a great company. These are lifelong relationships you'll have and you have an opportunity to do that at Service Center. Well, the enthusiasm here at Knowledge is palpable. You talk to the customers and they all have smiles on their faces. They want to be here. They want to, as you said, David, share their stories, most of the content coming from customers. And then, of course, theCUBE. So keep it right there. I'll be back with Jeff Frick. David, thank you very much for coming into theCUBE and sharing your story. This is theCUBE. This is Knowledge. We're here live in Vegas. We'll be right back with our next guest right after this. Great, thanks guys.


nd community risk reduction very competitive we're fortunate to have some great candidates Liam's from Portman Maine has experience in emergency dispatching inspections, firefighting fire prevention so we're extremely happy to have him on board he's in week four so he's continued to come back we're happy with that he's a great cook he cooked us lunch on Friday so he's still looking pretty good welcome yes thank you I'm happy to be here like the chief said I'm originally from New York, Long Island area, I moved up to Portland in 2015 to take a job full-time with Portland Regional Communication Center dispatching full-time there I was doing firefighting in New York in Maine took about three per diem jobs I was doing that fire prevention in the town that I was living in before I applied for this job and I was fortunate enough to be considered and decided to accept and just so happens this is Vermont's opportunity city and this was the opportunity for a whole lifetime for me so I'm happy to be here that was excellent to hear, thank you how are you finding Wineski so far it's a very it's a progressive city it's growing and it's a really neat place to be and it's cool to be on the ground level of so many changes awesome any questions for our new staff welcome thank you we'll spin right into the grant so while at the Chief's Fiddle the New England International Fire Chiefs convention in Rhode Island were lucky enough to sit through their educational seminars and one of the presenters was FM Global FM Global runs a worldwide fire prevention grant program I forwarded some information to you and the theme of the day for them was about prevention and the theme of the whole educational seminar was community risk reduction so we felt pretty good to be here at the table and kind of be able to better understand what we're doing and just how much we're on the forefront of community risk reduction and the efforts that we do every day and some of the other people are still just trying to figure out what this is so I'm pretty happy to have the opportunity to lead that charge and to carry on your values and turn that into community risk reduction so with this grant it's pretty straight forward there's no match I think it's four times a year they accept applications for us we're trying to we're trying to fill a gap that we feel exists with those trying to resettle here for the first time or settle here for the first time and those that are relocating to our community and what I mean with that is a lot of people just don't understand the fundamentals of basic life safety what a smoke detector is cooking safety fall prevention so the idea here is we had a very good experience with our recruitment video production working with channel 17 on a very local level very grassroots effort if you will to really be able to carry our your values forward in that recruitment video so the idea would be to do the same with this life safety fire prevention video that we could then use our external partners to help us carry that message so the idea would be send a couple languages and we can maybe have a couple videos depending on cost one that we can use in some of our higher risk buildings the 83 miles just pieces some tools so put it in perspective why a community risk reduction now we're at about 1193 events for the fire department between emergency response and inspections 900 of those or 66% of that is all inspection work so about 33% of that is emergency response so I'm just trying to really paint the picture of the workload that we're doing here and that we continue to be on that forefront of community risk reduction and the fire prevention pieces of what's happening here every day in Manuski very important stuff on the emergency response side to date it's so I'm talking January 1 to current again it's about 293 calls approximately 40% of those responses were in multi-family dwellings so the same dwellings that we're talking about putting this video in and really trying to educate people seven of those properties we responded more than three times and the top two of those seven one property we responded so far 15 times and the other seven times so again this data is really telling us where to try to concentrate our efforts so more to come on the data again this goes back to firehouse you guys have heard me talk about that a lot in budgeting where we're putting our resources where you're trying to put future resources for me it's all going to be not all but we now have some very good data we're starting to see some good data to be able to help us make those decisions so this it's a way for us to get further move our program forward I think it's an exciting opportunity I was really excited to read about what your plan is for it and also just no match no strings attached and to hear that it's going to be translated the videos that's really important I mean we know it has to be right and that's they give this out four times a year yeah so once you're awarded it you're done for three years you're done for three years is there any opportunity to reach out to your partners that you want to team up with to maybe throw a couple bucks in to make that video service translated for everybody is that an opportunity that you see you could run and yes I mean that's a great suggestion we're just trying to get the seed money to get this type of program off the ground and then we would as this developed further we certainly would be sitting down with our partners there's certainly some interest to work with us we know that we've been asked I believe when Ray was in the seat we were there's people coming here saying can we get you guys to do a video you know either through the school or so again this will be the seed money I haven't crossed all those bridges yet I think applying for this with the concept in mind the goal in mind and then we'll work forward and certainly if we can get some other folks to contribute and make a better product that we can you know have reach more people we're all on board with that for sure any questions any questions from the public all right I would entertain a motion to approve the global FM for community risk reduction grant so I'll move motion by Mike second by Hal all those in favor please say aye motion carries thank you thank you you too yes thank you for coming in apparently we only hire redheaded fire maybe the guy hiring them Ray will join us for item H approval parks RFP contract redheaded hello hello again so couple items here in a row but first one is kind of a heads up and request for authorization for city manager to enter into a contract with Omnis which is the group that we are recommending as the vendor for our parks planning parks and open space planning process so that is funded through the national record parks association grant that we secured last year that grant 32,000 of that $40,000 grant was set aside through the application to cover the cost of this contract and so we're requesting authorization for the city manager to enter into a draft contract with this group we had five bidders really actually very competitive group there was I think five firms that could have all done a really nice job for us so it was a hard decision I definitely want to give some kudos to Eric who is a great resource he sat on the sort of decision making group as did Alicia and Claudia from Wreck and then Lauren Jakodi from Moonee Ski Valley Park District and ultimately felt like Omnis was the best fit for us so some really strong elements visually they've got some really nice aesthetic to the work that they produce really strong use of infographics which for us here in a multilingual community I think is really valuable and some really innovative and interesting outreach techniques too some things that we weren't seeing in other groups I sort of jokingly said at the end we did two follow up conversations about top groups and I was actually pleased neither of them in either conversation said the word sure at once which I took to be a really good sign I think we're trying to really take this down to a level where everybody can engage and be part of the process so we're recommending them and hoping you will enjoy what we put in front of you here yeah so I think for the public point of view this is an agreement to go through a public process to do some design for our open and park spaces yes the question I had is how does this work with our master plan I think the master plan simply doesn't address those spaces yeah and so within the master plan itself there is a call for further development of parks and open space planning so in the development of the master plan and Eric feel free to throw tomatoes away off we didn't get into a lot of depth about land use as it relates to parks and open space I think there's a lot more look at the zoning code the built environment those sorts of things and I think just for lack of bandwidth frankly we didn't get into a lot of depth around parks and open space planning so this is an opportunity for us to do that and then layer that on top of the master plan that exists so one thing actually both groups said which was pretty cool is that they had read through the master plan so I think there's a general awareness that this is not going to be a standalone item this is going to be incorporated into a plan that exists and I think both groups had some really positive things to say about the plan and what it says about the city so that was encouraging as well right right specifically for us to go into more detail park and open space planning so it was part of the master plan to take this next step correct thank you and just like the master plan was designed to be an umbrella document for all the other planning efforts that we had done so that allows us to update those smaller planning documents while the master plan is in effect this is basically doing that but adding it in it's like the transportation plan exactly any questions or concerns from the council I would just call out I liked looked like they had a pretty like deep and broad data collection plan including qualitative feedback and just quantitative that impressed me I think like having the master plan the proposal here so yeah we feel good about it if there are no questions from council I would entertain a motion to approve the parks RFP contract second motion by Amy second by Jim all those in favor please say aye motion carries thank you now move us along to item I grant approval for CSWD container application Mark's planning to trash cans so we are seeking funds through the CSWD container grant program to upgrade their receptacles at the O'Brien Center in particular the compliance check done through CSWD weeks ago and when the staff member arrived on site some of our trash cans and recycling bins were not side by side those are free standing units they tend to move about as things do down there and so we have the correct number but they're not built in such a way that they're bolted down in stationary so this would allow us to get some upgraded units I think improve the aesthetic down there and also help us come into compliance with the ordinance so we are proposing an application to the container grant program and then would also be looking to use our community cleanup fund dollars as a match because there's a one to one match requirement so essentially there's a net zero impact to the dollars that we're putting out beyond what's coming out of CSWD's funding streams if that makes sense because that cleanup fund rejuvenates every year maybe a thousand dollars every year so I think um like me many other folks might not realize that there are chitin and solid waste district ordinances that we need to abide by what is what is the penalty if we were not to comply I will be honest I did not look into that I'm not sure I think at this point the compliance checks that they're doing are really educational it's not a gotcha effort the woman that I met with was super helpful she was the one who pointed out the resources available so I think it's really as an agency I think they're really committed to trying to improve the ways that waste gets into the waste stream and help support agencies to do that so I don't know off the top of my head what those penalties are I think our representative Bryn to CSWD would be very upset with us especially since they are also giving us the funding stream to make the improvement so we're essentially matching their grant with their money right that is exactly what we're doing at their recommendation that was the staff person's suggestion um questions from council it's really $6,000 but three containers the nicer sort of more stable side by side units are about $1,500 a pot so it doesn't make it to myself all right I would entertain a motion to approve the CSWD container application grant grant application motion by Jim second by Amy all those in favor please say aye motion carries thank you and final item J community services scholarship policy update so we are back to share some of the updates that we made out of the initial feedback that we got from you all so on the policy side of the equation not a ton updated there in the language primarily just removing the specific language that in the initial draft prevented city staff from applying I believe that was Amy's recommendation so we've made that adjustment a lot more work done on the procedural side and again as noted here even though those are procedures that would ultimately be approved by the city manager wanted to put those in front of you to contextualize the policy and kind of let you know behind the scenes what was happening on an implementation front and then just kind of final contextual piece and then questions wanting to make sure folks know that because this is a policy that will have a pretty broad impact we have a pretty robust outreach plan we're going to use our current recreation software to do a blast out with the language post that throughout our facilities and really make an effort to connecting residents with this information so that as it goes into effect folks know what's coming we can answer questions ahead of time I'm excited to hear that there's a communications plan in place yes and I also just thank Amy for the widget that helped me bring my language from grade 19 to grade 13 I will say it took several iterations yeah it's tough it was great though it was a really helpful tool and I think a good exercise for me to go through so thank you for sharing that I wanted to bring that up too I think that's super important and something that we could consider not as a new initiative but from time to time having staff go through that exercise maybe with one document just to try to make our documents more accessible is there any coordination I'm just looking at the outreach venues you have identified and I know the school is not part of it the housing authority properties aren't part of it what can we do to help not necessarily lessen staff but is there other opportunity to help extend that communication with the communications person in the school or other ways yeah those are both great questions and suggestions so I think the school we have a great report with and can very easily get that information out the door there and I think with Housing Authority 2 we do a lot of work and that avenue is also a really easy one for us to look into so I will noob those both and add those to the list thanks are there any other questions or concerns alright so having addressed our previous ones I would entertain a motion to approve the community services scholarship policy second motion by Jim second by Hal all those in favor please say aye motion carries thank you that brings us to the end of our agenda I would entertain a motion to adjourn second motion by Jim second by Amy all those in favor please say aye meeting adjourned


I know I enjoyed the crack with him and all the singing and everything and then all the teachers that put in the big efforts. Yeah, even made as a sign as well. I know Milford was a little miniature picture of legal and I know we help himself. Come here. This is one of the busiest weeks in the lifetime in the Highland Radio, isn't it? I think with everything's going on. There's a few things going on. It's fair to say I'm looking forward to Friday now in fairness. But yeah, there's a lot going on this week, but it's that it's probably my most enjoyable week of the year because it's Christmas. And we're out and about and we're given and we're meeting people. And yeah, it's just fabulous. And it's a big crescendo this Friday with the car draw. I know some car as well, isn't it? Beautiful. Imagine wanting that just to mouth the Christmas. And no, and I got money to give away. I got a thousand year old cash call to be doing as well. Going to do that very shortly. Hopefully. Yeah, well, I got to say, look, I just we had the Highland Radio's colour and competition. Now, I have a few here. Let me just I have a few. Look, can you see some of these? Look at the hours and you have something to show that you I'm kind of scared to lift my because I will lift them up because they're not believe other ways. These are only half of what I have here over over to the camera here. I don't you see them? Look at all these. It's amazing. And there's so I don't know and a big thanks to Charlotte Duffy first of all for providing the artwork daytime.  This here would be lovely. All decorated as wallpaper over the Christmas wall, wouldn't it?  We actually put it on the floor. Yeah, we did. We took a video last year of upstairs on the floor and actually covered the whole floor. I would say so. And I got a slower back actually trying to lift them back up again. So we didn't do that this year. Yeah, see that? Well, come here. So we had three categories, right? We had under sixes under 9s and under 12s. Now, everybody's a winner for taking part in all of that, but it's more of a token thing that we have overall winners because I don't know how you'd ever pick, you know, the bestest from all those. There's probably thousands there. There is. And it's probably the most one of the most contentious decisions on a yearly basis in here because we normally what we do is we get three or four people involved. So it's not the one person. So yeah, so there's like everybody's got their favorites and it's kind of hard. Yeah. And it's, you know, it's lovely though. Leaves. Every year now, I think this is the fourth year that we've done it. It's there's packets upon packets of envelopes coming in. It's classes that do it. So teachers are taking the time to get the boys and girls to sit down and to color this. And literally there is thousands that come through the door. So it's a great thing to do. And it's so hard. But as you rightly said, they're a hundred percent. Everybody's a winner. Yes, because they put so much effort in it. Well, we've got, I have to ask you pushing out for these questions, right? What are you going to start with the under-12s? No, we'll go with the under- sixties first. So what I have is, and hopefully I'm going to do this right. So I've got in third place. Hold on. I want to, all of you start there in the reception.  All right. Just to keep it nice and lively for us. All right. I've been pulled up with Quality Street there. Where you go? So in third place, we have Michael Ferry from Drummond National School. And you can see on the camera there. Beautiful picture. And he's age five. Wow. He's around between the lines and everything. How good. Well done. Congratulations. In second place, another beautiful picture from Killian Wright, who's five years of old. And he's from Drummond National School in Killigarden. So well done, Killian. Well done, Killian. Great job. And the winner, I have to say, now this one is pretty fantastic. They actually made a frame from this one. Oh, show us this one. So this one is, the winner is Kieran Connor. And he's from that class. Oh, and the snow and everything. That's super cool. A lot of effort put into that one. Now, so everybody's going to be wondering, what are we getting here? A shot. You didn't win, Lee. But what they got is actually, it's lovely. It's big coloring sets, pens, pencils. And they have also selection boxes. A few tweets in there, I'm sure. Oh, yeah. And well deserved, too. Well, sure. Come here. Thanks for popping in. And have you got under nines now? We haven't done the under nines yet, Lee. Have we not? No. This is going to be great. I'll get the loads. Well, hurry there. Not at all. I'm just thinking I've got to give away a grand as well. Well, I hit. Under nines. Under nines in third place, we have a lovely one from Kelly Rafferty. And she's from Elishton National School. Down the road to Rexalaces. Brilliant. Second place in under nines, Charles Gallagher. Chuck. And he's from St Mary's National School in Castle Finn. Well done, Charles. That is very good in the frame and everything around that. Very well done. Lovely. Love it. Love it. Love it. And the winner is Darcy Doherty. Darcy. Where's he from? Now, we don't have a school for Darcy, but we do have a phone number so we will get in touch with Darcy. But he's aged eight, Lee. Well, congratulations to Darcy. Give him a nice round of applause there. Come on. Yay. Good man, Darcy. So, 12 and unders. We're nearly there. I'm going to keep on to Molly. Molly Dixon aged 11 and she's from Alistair National School. Down the road. Very talented, that's good. I'll take it. Brilliant. In second place, we've got Lili Rose Grant and she is from Bunkerana. And she is 10 years of age. Well done. Lovely. And the winner, the final one. This is pretty amazing now in fairness. Well done to Ava McDermott who is aged 12 and she's from Alistair National School. Wow. Congratulations to everybody. Well, Sean, that is just the best it's ever. What a morning to do that. Isn't it beautiful? It's lovely. Great talent. As I said, it grows every single year. It's great to have the kids involved. Thanks to the teachers, by the way, because they obviously they're helping, supporting and the parents. Yeah. Because there's a few that didn't go outside the lines there. They might get a little bit of help. But sure, a bit of creativity. You don't always have to keep in between the lines, so you can pick any of them and they're just all brilliant. So well done to everybody. Yeah. Sean, thanks for coming in and give me a hand with that. Pleasurely. Because we need a forklift to take them all out again. I know. But sure, there you have it. And I don't want to hold you up because you need loads to do today and we've got to give a... So we've got... So how's the... So we've got 1,000 euro to get away in this cash call then? 1,000 euros, I'd say maybe in the next five minutes will we do it? Oh my goodness me. Right, it's the next five, six, seven, eight minutes. So if you've bought a ticket for this not for this draw. No, not for this draw. But I mean for the car. Absolutely. Tell us about this car. It's a big money car. Oh, it's a beautiful car. It's 30,000 euros car. My goodness. Yeah, it's beautiful. It's... If you're in the shop in Central Liddy Kenny, it's there. So you'll see it in real. And you buy tickets there as well, can't you? It's all online, is it? It's all online but we may be down there today. Yeah. We'll let you know more. We're trying to get down there today if we can. But you can buy them online at highlyredo.com. Very good. Yeah. And yeah, on Friday. And when's the deadline for that? Because I know it's tight to the wire. We'll probably go to about 11 o'clock on Friday. 11 o'clock on Friday. So if you haven't bought a ticket, buy one today. But it's a nice present for somebody. Oh, that might... Imagine you bought somebody a ticket, right? Would you give that to me, Lee? No. Would you give it to him on you? No. See, now you're a nice guy but no, I wouldn't give it. I would give it to my mum or dad or somebody like that. It's a present. They could give me a ticket. And we'd be lovely. An envelope with a set of keys in it. We'd be better against. With a brand new car. I'm licking that one. I'm licking that one. Come here. Thanks for the pop on the inch. I'm going to play a Christmas song and then we're going to get cheered up for this 1,000-year-old cash call. Thanks a million man. Thanks, Lee. Cheers, bye.


Yeah, yeah, what's up everybody? What's getting my name is brand man, Shawn and today we're going over four reasons why your project release strategy Doesn't matter what you talking about brand man. I know I might throw you off at first But we'll quickly go over why and then I'll tell you what does matter number one is you need to Experiment and I don't necessarily just mean your music and seeing what people like or what they don't like you also need to Experiment on what works for you as far as branding and what works for you as far as just your marketing and how People receive the things that you do and you never get that opportunity If you aren't actually out there doing it This isn't something you can do in the bathroom and then we get into number two You don't know what people will like most you can master mind be up there like a scientist got your beakers and Yeah at the computer typing up this master plan all that shit And you could be working on a song that people don't like and then you can have some kind of song Where you on the toilet and it just comes to you out of nowhere And then next thing you know you hop up on the mic and then just freestyle on like five minutes And then that's the song that blows up and makes you that man for the rest of your life But you never know if you don't put this stuff out there People can't react until you give them something to react to and then we have this time period Where a lot of music can lose its relevance if you wait five months six months A year I know a lot of people that recorded some great music about five years ago and never released it And now it was a hit it's not a hit now number three Which is so important to increase your chances of being discovered everybody doesn't necessarily have to create a huge Following huge wave and brand before they get a record deal or before they Encounter somebody who can help their career and boost them up But damn me everybody does have to have something out there right if you have music out there Maybe you might only have 500 followers, but you have it on Spotify and YouTube and SoundCloud in a few places Then there's this serendipitous moment of someone having the ability to find your stuff And then they might know somebody and say hey talking to an A&R or somebody had a record label and say yo We need to check this kid out We can scoop this kid before anybody else knows them and then we get credit for creating them You don't have that opportunity if your music isn't actually out for people to hear and number four Which is what a lot of artists do not think about but nobody knows or will know or care Probably you might get known and be known by a few people who are in your immediate circles on your first time out and first push But because a lot of people don't have experience with marketing and access and resources to get it out to the masses a Lot of times you have that immediate circle that seems so important that immediate few blocks away from you That seems so important, but at the end of the day when you blow up people will not even know about a lot of times The music you start off with remember Russ if you do know him I did a video on him before he made 11 albums by himself and I heard the music But most people have never heard that music and you go back now You can't even find those first 11 albums Lupe Fiasco is making more pop type music when he first got signed to them early record deals That we're trying to change him but by the time he blew up with kick-push and the stuff that he's known for you Can't find that other music you always have the opportunity to rebrand as long as nobody knows you You're actually in a fortunate position to continuously recreate yourself into something that you want It's when people actually get to know you that things get hard and more rigid in your movement So it doesn't matter if there are a hundred people that know you and 60 of them think that that song is trash So now let's dig into what matters the most you can't win unless you get in the fucking game You have to put your music out there to start winning. Yes strategy helps put you in the right place But the championships are one from your adjustments. So understand I'm not saying that your project drop doesn't matter at all But what I really want people to understand I want you to understand that you are dropping your first project You're early in the game. Don't worry too much about the mastermind because it's really the grind after the fact that matters That's what most people lose because they aren't able to adjust to what people like they aren't able to adjust to realize Oh, that's not my strength. That's my strength. That's my sound that I should be following up on It's those adjustments that allow you to really win and create a lasting career You have to get in the game to even understand and experience those things There are a lot of unknown factors Don't try to mastermind everything because if you haven't been here before you can't mastermind You don't even know all the factors you can't even imagine all the factors the unknown will happen So for the last time you have to get in the game strategy will help put you in the right position But the adjustments is when and where you will win the championships, which is your career. That's it Hit that subscribe button


You know toward halftime, I guess. Yeah, I mean every team's gonna make a run if we're not making shots I felt like we got a few great ones that went in and out or just didn't go our way and Majority of the offense tonight for the Lakers was in transition So we just wanted to make it difficult for them and just make them do things in the half court That could set our defense and put us in position to be successful Few offensive rebounds went their way but again We've been talking about it over this kind of stretch of just doing the little things and once other teams do the little things Come in get offensive rebounds. They get extra shots Then they're gonna make a run or two and this is your tenth game without Kevin You guys are four and six know a few things go differently Maybe you're 500 maybe a little bit better Just what have you made of this stretch without Kevin and you think you guys have a formula now for kind of how to operate without him Yeah, we just take it game to game To be honest with you, I'm not really paying attention to the wins or losses per se Objective is still the same every day we prepare as as to win basketball games but You know, we look back at the lessons that we've learned whether we're successful and winning or we failed that that night by possessions We just got to do the little things that that make us look very very good offensively and defensively You know when we're out of position or we're not aggressive enough then the game could go either way So definitely those six losses I look at and I'm like I could have gone either way if we were done a little things But that's a choice. So hopefully going forward We could put our best foot in front of ourselves and just give ourselves a chance to win every single every single night Kariah cam had 21 Patty had 21 Aron had 14 rebounds just what can you say about the work that the second unit puts in behind the scenes That would allow them to play the way they played tonight. Yeah, no I just think our our group and itself We've gotten past Kind of the phase of being uncomfortable with our roles and just asking a bunch of questions night-to-night What it's gonna look like So once we got past that phase, I felt like we were playing some good solid basketball Just accepting reality for what it is case not in the lineup TJ's not in the lineup guys are in and out So it's gonna leave opportunity for guys that are working extremely hard And it's nothing but joy in my eyes when I see them get rewarded for the hard work that they put in Makes my job a lot easier and I want to continue to lead by example by putting the work too So when they score 66 points off the bench, that means I don't have to have a fourth quarter where You know, I'm putting my head down or or doing the things to keep us in the game I love to see your stat line like this where everybody Plays extremely well and everybody gets a chance to see that ball going the rim Second just from the outside looking in it looks like Patrick Beverly is probably one of the more irritating players to go Against just do you relish those matchups when the guy is trying to play tough on you? I wouldn't use the you know that to irritate Irritable or you know, he's irritating. I think some other guys would probably use that word But from me, I think with Patrick I enjoyed a competitive spirit that he brings out of me and he brings out of other people and You know, if you can get by him and you can score on him And I feel like you can score a majority of the people in the league That's just the respect I have for him, but we're out there.  I Welcome the challenge, but I just kept telling him like the objective of the game is to win So me going back and forth with you right now and trying to score over you every single time like it That's not really where my energy is. I'm just trying to win the game Pat And you know a few times I missed shots and he was like, that's all if I told you he's gonna miss and I just Looking at like the objectives is to win Patrick I'm not really gonna get into this, but um, it makes the game a lot more fun. I I believe There has been obviously a little bit of heavier load on you these last 10 games When there is a night like tonight when you see that I mean, can you tell right away when when camera Patty has it going or both of them that Okay I don't have to do as much as I did two nights ago or four nights ago, whatever and or is it How does it work like that? I just stand in the flow of the game You know basketball is is a game of possessions is 48 minutes that's clicking ticking down So when you got guys that could have two minutes spurts where they score six to ten points or four points So they give you a three-pointer out of a timeout where they get you a charge or defensive stop it matters for the overall Landscape of the game. So I care a lot when those guys are playing well I mean I care a lot regardless, but when they're playing extremely well I just want to feed them confidence and game to game. I'm just telling them to be aggressive find your rhythm And just reading me. I'm able to get you open shots if Patrick Beverly's playing me like this So we talk about a communicate and then you come out with a win on the other side just play in the right way It's been a little bit of a running joke on social media that cam never smiles Looks like he he cracked one to you at one point Can you just talk about what you've seen from impersonality wise and as a player just you know behind the scenes? Well first he said that that question came off the cuff like Excuse my language MBA, but it's uh not trying to get fine, man When he said that I think that's a small doses of what you guys see that cam actually actually says and is like But when he's not smiling on the bench, I mean, you know, I feel like Internally he would like to be out there and he's a young player. That's really hungry to be on the court So he's really focused and I take that as that. I don't take it as anything less or more So I just wanted to be locked in and his opportunity knocked tonight and he was ready and that just comes with the work not, you know, trying to perform or be liked by the fans or the media and stuff like that, you know, just Like he was being serious with you guys, but not really Gary you've always spoken about the responsibility you feel to put on a show for fans when you're out there as One of the stars of the game in the context of LeBron and ad sitting on the first sign of a back-to-back Is there anything you feel like the league can do? Schedulized to allow the stars like you who people come out to watch to be out there more than what they are right now sure man to be honest with y'all been on both sides of the conversation in terms of Trying to get as much rest for a long time journey, you know, you're going back to the finals or you know kind of Just going through the the day-to-day and you just want to be ready for the big picture and then on the other side You know guys going down and you feel called to play every single game where You know, of course It's about the performance and the fans and you want to show up But you want to more or less show up for the organization show up for your teammates and and get as many wins as you can because these wins matter early so We're definitely taking the necessary steps of having the conversations with the NBA about what it looks like for the quote-un Quo-star players missing games or the superstar players not necessarily being available It's a long season man. It's a grinded-out season a two games. It's a lot on our bodies You know, I will not complain about it because I put my body in a great position every day but It takes a lot of people a long time to figure out what their routine looks like I had a very high level So there's a figure in our process basically what I'm saying from the NBA side and the NBA side on how we can reconcile Some of these issues that the fans bring up or the media brings up or people bring up of why people aren't available So I see it from both sides and I have to sit in the middle and just say We have things in in the works right now that we talk about but all in all everybody's body is different Everybody's will to play is different And everybody's desire to be out there is different So I just think those that are available to play will play and those that are not, you know You just got to respect their bodies and respect what they do so You obviously didn't get a chance to compete against LeBron tonight, but just from playing with him six seven years ago Could you foresee him playing at this high of a level at age 38? And what has impressed you the most about what he's accomplished this year as he approaches the scoring record? Yes to answer your first question. Yes, I definitely saw this when we were playing together his ability to Prepare himself mentally spiritually emotionally game-to-game day-to-day I've been quoting I'm saying it's hard to be LeBron James or any superstar in any entertainment sport Athletic or business industry Because all eyes are on you But he's handled extremely well We gave the keys to the whole entire business to 18 year old kid and now he's 38 years old and he's still dominating I don't think we should be surprised. I think we should congratulate him and celebrate him as much as possible continue to You know enjoy the shows that he put on because it's not gonna be for too much longer You know whenever he decides play but I'm enjoying the show and I wish we could have got a chance to play against one another But um, you know who who knows what can happen down the line, so