{"version":"1.0.0","segments":[{"speaker":"Unknown","startTime":0.0,"endTime":0.33,"body":"Music."},{"speaker":"YS Chi","startTime":9.66,"endTime":15.21,"body":"Brian, Gaby, welcome."},{"speaker":"YS Chi","startTime":9.66,"endTime":15.21,"body":"Before we get going, can I ask"},{"speaker":"YS Chi","startTime":15.21,"endTime":18.63,"body":"you to please make a few"},{"speaker":"YS Chi","startTime":15.21,"endTime":18.63,"body":"introductory remarks about"},{"speaker":"YS Chi","startTime":18.63,"endTime":19.44,"body":"yourselves?"},{"speaker":"Gaby Appleton","startTime":19.74,"endTime":23.61,"body":"Sure. Thankyou,"},{"speaker":"Gaby Appleton","startTime":19.74,"endTime":23.61,"body":"YS. My name is Gaby Appleton and"},{"speaker":"Gaby Appleton","startTime":23.61,"endTime":28.74,"body":"I'm the Chief Product Officer at"},{"speaker":"Gaby Appleton","startTime":23.61,"endTime":28.74,"body":"RX. I've been with RELX about 15"},{"speaker":"Gaby Appleton","startTime":28.74,"endTime":31.74,"body":"years, which YS will know,"},{"speaker":"Gaby Appleton","startTime":28.74,"endTime":31.74,"body":"because he interviewed me way"},{"speaker":"Gaby Appleton","startTime":31.74,"endTime":35.1,"body":"back when, when I joined the"},{"speaker":"Gaby Appleton","startTime":31.74,"endTime":35.1,"body":"Elsevier division, the science"},{"speaker":"Gaby Appleton","startTime":35.1,"endTime":39.51,"body":"publishing division. I have been"},{"speaker":"Gaby Appleton","startTime":35.1,"endTime":39.51,"body":"at RX about four years and I"},{"speaker":"Gaby Appleton","startTime":39.51,"endTime":42.72,"body":"joined in the middle of that"},{"speaker":"Gaby Appleton","startTime":39.51,"endTime":42.72,"body":"pandemic that you referred to,"},{"speaker":"Gaby Appleton","startTime":42.96,"endTime":45.72,"body":"to see if I could help, together"},{"speaker":"Gaby Appleton","startTime":42.96,"endTime":45.72,"body":"with Brian, build the digital"},{"speaker":"Gaby Appleton","startTime":45.72,"endTime":49.26,"body":"offering. I've got two children"},{"speaker":"Gaby Appleton","startTime":45.72,"endTime":49.26,"body":"who grew up their early years in"},{"speaker":"Gaby Appleton","startTime":49.26,"endTime":51.99,"body":"Amsterdam, when we worked for"},{"speaker":"Gaby Appleton","startTime":49.26,"endTime":51.99,"body":"Elsevier, and now we're based in"},{"speaker":"Gaby Appleton","startTime":51.99,"endTime":52.41,"body":"London."},{"speaker":"YS Chi","startTime":53.4,"endTime":55.02,"body":"Thank you, and Brian."},{"speaker":"Brian Brittain","startTime":55.69,"endTime":57.43,"body":"Hello. I'm Brian"},{"speaker":"Brian Brittain","startTime":55.69,"endTime":57.43,"body":"Brittain, Chief Operating"},{"speaker":"Brian Brittain","startTime":57.43,"endTime":61.84,"body":"Officer for RX global. As with"},{"speaker":"Brian Brittain","startTime":57.43,"endTime":61.84,"body":"Gaby, my family and I are also"},{"speaker":"Brian Brittain","startTime":61.84,"endTime":65.74,"body":"international. We've been here"},{"speaker":"Brian Brittain","startTime":61.84,"endTime":65.74,"body":"in the UK now for 17 years, and"},{"speaker":"Brian Brittain","startTime":66.04,"endTime":69.43,"body":"I'm lucky enough to be with my"},{"speaker":"Brian Brittain","startTime":66.04,"endTime":69.43,"body":"wife and my son, who's at"},{"speaker":"Brian Brittain","startTime":69.43,"endTime":72.37,"body":"university here in the UK. My"},{"speaker":"Brian Brittain","startTime":69.43,"endTime":72.37,"body":"career has taken me through"},{"speaker":"Brian Brittain","startTime":72.37,"endTime":75.55,"body":"multiple industries, including"},{"speaker":"Brian Brittain","startTime":72.37,"endTime":75.55,"body":"RX here for the last seven"},{"speaker":"Brian Brittain","startTime":75.55,"endTime":75.91,"body":"years."},{"speaker":"YS Chi","startTime":77.29,"endTime":80.68,"body":"Like all of our"},{"speaker":"YS Chi","startTime":77.29,"endTime":80.68,"body":"businesses, RX is made up of"},{"speaker":"YS Chi","startTime":80.68,"endTime":86.17,"body":"leaders of extraordinary"},{"speaker":"YS Chi","startTime":80.68,"endTime":86.17,"body":"diversity of every category we"},{"speaker":"YS Chi","startTime":86.17,"endTime":91.57,"body":"can think of. You two come from"},{"speaker":"YS Chi","startTime":86.17,"endTime":91.57,"body":"very different backgrounds, yet"},{"speaker":"YS Chi","startTime":91.57,"endTime":95.8,"body":"you are joined at the hip now in"},{"speaker":"YS Chi","startTime":91.57,"endTime":95.8,"body":"this digital effort, what has it"},{"speaker":"YS Chi","startTime":95.8,"endTime":96.46,"body":"been like?"},{"speaker":"Gaby Appleton","startTime":97.96,"endTime":100.78,"body":"Oh, that's a"},{"speaker":"Gaby Appleton","startTime":97.96,"endTime":100.78,"body":"great question. I always say I"},{"speaker":"Gaby Appleton","startTime":100.78,"endTime":103.99,"body":"was very fortunate to join RX at"},{"speaker":"Gaby Appleton","startTime":100.78,"endTime":103.99,"body":"the time that I did for two"},{"speaker":"Gaby Appleton","startTime":103.99,"endTime":108.31,"body":"reasons. One, because of the"},{"speaker":"Gaby Appleton","startTime":103.99,"endTime":108.31,"body":"pandemic, it was becoming really"},{"speaker":"Gaby Appleton","startTime":108.31,"endTime":111.25,"body":"obvious that digital tools were"},{"speaker":"Gaby Appleton","startTime":108.31,"endTime":111.25,"body":"going to be important ways to"},{"speaker":"Gaby Appleton","startTime":111.25,"endTime":114.67,"body":"help our customers connect. So"},{"speaker":"Gaby Appleton","startTime":111.25,"endTime":114.67,"body":"my timing... it felt like a good"},{"speaker":"Gaby Appleton","startTime":114.67,"endTime":118.66,"body":"time to do this job. But also"},{"speaker":"Gaby Appleton","startTime":114.67,"endTime":118.66,"body":"because when I joined RX, the"},{"speaker":"Gaby Appleton","startTime":118.66,"endTime":122.29,"body":"technology platform itself was"},{"speaker":"Gaby Appleton","startTime":118.66,"endTime":122.29,"body":"already in really good shape. So"},{"speaker":"Gaby Appleton","startTime":122.29,"endTime":125.8,"body":"as a product person who wants to"},{"speaker":"Gaby Appleton","startTime":122.29,"endTime":125.8,"body":"build great stuff for customers,"},{"speaker":"Gaby Appleton","startTime":125.98,"endTime":129.34,"body":"Brian and his team had already"},{"speaker":"Gaby Appleton","startTime":125.98,"endTime":129.34,"body":"sorted out a lot of the global"},{"speaker":"Gaby Appleton","startTime":129.34,"endTime":132.31,"body":"plumbing and roll out that we"},{"speaker":"Gaby Appleton","startTime":129.34,"endTime":132.31,"body":"needed to do that successfully."},{"speaker":"YS Chi","startTime":133.78,"endTime":136.66,"body":"Brian, you built the"},{"speaker":"YS Chi","startTime":133.78,"endTime":136.66,"body":"plumbing, then you brought in"},{"speaker":"YS Chi","startTime":136.78,"endTime":137.35,"body":"the chef."},{"speaker":"Brian Brittain","startTime":138.19,"endTime":140.56,"body":"Yes, that is a"},{"speaker":"Brian Brittain","startTime":138.19,"endTime":140.56,"body":"great way to describe it"},{"speaker":"Brian Brittain","startTime":140.56,"endTime":144.55,"body":"actually, YS. We've gotten to a"},{"speaker":"Brian Brittain","startTime":140.56,"endTime":144.55,"body":"stage where most of the back"},{"speaker":"Brian Brittain","startTime":144.55,"endTime":147.61,"body":"office was well understood what"},{"speaker":"Brian Brittain","startTime":144.55,"endTime":147.61,"body":"we were doing, and we were well"},{"speaker":"Brian Brittain","startTime":147.61,"endTime":150.97,"body":"down that path. We had fairly"},{"speaker":"Brian Brittain","startTime":147.61,"endTime":150.97,"body":"good understanding of where we"},{"speaker":"Brian Brittain","startTime":150.97,"endTime":154.54,"body":"wanted to go on the digital"},{"speaker":"Brian Brittain","startTime":150.97,"endTime":154.54,"body":"side, and we had a team in place"},{"speaker":"Brian Brittain","startTime":154.54,"endTime":157.57,"body":"already, but we were able, with"},{"speaker":"Brian Brittain","startTime":154.54,"endTime":157.57,"body":"Gaby's help and guidance, to"},{"speaker":"Brian Brittain","startTime":157.57,"endTime":161.59,"body":"expand that team and really take"},{"speaker":"Brian Brittain","startTime":157.57,"endTime":161.59,"body":"on a global challenge, and move"},{"speaker":"Brian Brittain","startTime":161.59,"endTime":166.24,"body":"it from ideation and multiple of"},{"speaker":"Brian Brittain","startTime":161.59,"endTime":166.24,"body":"our events into much broader"},{"speaker":"Brian Brittain","startTime":166.24,"endTime":166.57,"body":"scale."},{"speaker":"YS Chi","startTime":167.41,"endTime":170.2,"body":"I know Gaby's background"},{"speaker":"YS Chi","startTime":167.41,"endTime":170.2,"body":"better, so I do have to ask this"},{"speaker":"YS Chi","startTime":170.2,"endTime":173.74,"body":"question. Before you joined, you"},{"speaker":"YS Chi","startTime":170.2,"endTime":173.74,"body":"were seconded to the"},{"speaker":"YS Chi","startTime":173.74,"endTime":174.4,"body":"government..."},{"speaker":"Gaby Appleton","startTime":174.93,"endTime":175.32,"body":"Yes, I was."},{"speaker":"YS Chi","startTime":175.32,"endTime":180.6,"body":"...during Covid to help"},{"speaker":"YS Chi","startTime":175.32,"endTime":180.6,"body":"NHS. How did that kind of shape"},{"speaker":"YS Chi","startTime":180.6,"endTime":185.7,"body":"your mind about building"},{"speaker":"YS Chi","startTime":180.6,"endTime":185.7,"body":"something as a digital product?"},{"speaker":"Gaby Appleton","startTime":186.78,"endTime":189.21,"body":"The thing that I"},{"speaker":"Gaby Appleton","startTime":186.78,"endTime":189.21,"body":"learned working for the"},{"speaker":"Gaby Appleton","startTime":189.21,"endTime":193.29,"body":"government during the pandemic"},{"speaker":"Gaby Appleton","startTime":189.21,"endTime":193.29,"body":"was governments can do amazing"},{"speaker":"Gaby Appleton","startTime":193.29,"endTime":195.84,"body":"things when they put their mind"},{"speaker":"Gaby Appleton","startTime":193.29,"endTime":195.84,"body":"to it, and they can really do it"},{"speaker":"Gaby Appleton","startTime":195.84,"endTime":199.71,"body":"at scale. I learned that, as"},{"speaker":"Gaby Appleton","startTime":195.84,"endTime":199.71,"body":"well as learning this at"},{"speaker":"Gaby Appleton","startTime":199.71,"endTime":201.96,"body":"Elsevier, also at the"},{"speaker":"Gaby Appleton","startTime":199.71,"endTime":201.96,"body":"government, I love doing stuff"},{"speaker":"Gaby Appleton","startTime":201.96,"endTime":205.44,"body":"that scales to big numbers and"},{"speaker":"Gaby Appleton","startTime":201.96,"endTime":205.44,"body":"has big impact on people. And RX"},{"speaker":"Gaby Appleton","startTime":205.44,"endTime":209.43,"body":"is the same. We serve thousands"},{"speaker":"Gaby Appleton","startTime":205.44,"endTime":209.43,"body":"of customers in 20 plus"},{"speaker":"Gaby Appleton","startTime":209.43,"endTime":213.27,"body":"countries across the world in 43"},{"speaker":"Gaby Appleton","startTime":209.43,"endTime":213.27,"body":"sectors. So that opportunity to"},{"speaker":"Gaby Appleton","startTime":213.27,"endTime":216.09,"body":"have impact at scale is"},{"speaker":"Gaby Appleton","startTime":213.27,"endTime":216.09,"body":"something I really treasured and"},{"speaker":"Gaby Appleton","startTime":216.09,"endTime":220.2,"body":"took away. The other thing I"},{"speaker":"Gaby Appleton","startTime":216.09,"endTime":220.2,"body":"learned is the way we do Product"},{"speaker":"Gaby Appleton","startTime":220.2,"endTime":225.96,"body":"Management at RELX is really of"},{"speaker":"Gaby Appleton","startTime":220.2,"endTime":225.96,"body":"high quality and can be"},{"speaker":"Gaby Appleton","startTime":225.96,"endTime":229.44,"body":"reapplied in so many other areas"},{"speaker":"Gaby Appleton","startTime":225.96,"endTime":229.44,"body":"of product management of"},{"speaker":"Gaby Appleton","startTime":229.44,"endTime":232.2,"body":"different industries. We should"},{"speaker":"Gaby Appleton","startTime":229.44,"endTime":232.2,"body":"be proud of the way we listen to"},{"speaker":"Gaby Appleton","startTime":232.2,"endTime":235.35,"body":"customers, we use data to make"},{"speaker":"Gaby Appleton","startTime":232.2,"endTime":235.35,"body":"decisions, those kinds of"},{"speaker":"Gaby Appleton","startTime":235.35,"endTime":237.87,"body":"things, and those are applicable"},{"speaker":"Gaby Appleton","startTime":235.35,"endTime":237.87,"body":"anywhere in a product management"},{"speaker":"Gaby Appleton","startTime":237.87,"endTime":238.14,"body":"career."},{"speaker":"YS Chi","startTime":238.14,"endTime":242.52,"body":"Good. Let's jump into it"},{"speaker":"YS Chi","startTime":238.14,"endTime":242.52,"body":"then. Exhibition business, face"},{"speaker":"YS Chi","startTime":242.52,"endTime":247.8,"body":"to face, person to person. Now"},{"speaker":"YS Chi","startTime":242.52,"endTime":247.8,"body":"you're putting this enormous"},{"speaker":"YS Chi","startTime":247.8,"endTime":253.98,"body":"effort into digital tools and"},{"speaker":"YS Chi","startTime":247.8,"endTime":253.98,"body":"aids, obviously, to make the"},{"speaker":"YS Chi","startTime":253.98,"endTime":257.91,"body":"experience even better. How"},{"speaker":"YS Chi","startTime":253.98,"endTime":257.91,"body":"better? Why, tell us what's"},{"speaker":"YS Chi","startTime":257.91,"endTime":258.54,"body":"behind it all?"},{"speaker":"Brian Brittain","startTime":258.6,"endTime":261.63,"body":"Yeah, YS that's"},{"speaker":"Brian Brittain","startTime":258.6,"endTime":261.63,"body":"a spectacular question, why"},{"speaker":"Brian Brittain","startTime":261.63,"endTime":264.3,"body":"would we go do this after going"},{"speaker":"Brian Brittain","startTime":261.63,"endTime":264.3,"body":"through the pandemic and"},{"speaker":"Brian Brittain","startTime":264.3,"endTime":268.17,"body":"understanding the face to face"},{"speaker":"Brian Brittain","startTime":264.3,"endTime":268.17,"body":"is so important? In our view, we"},{"speaker":"Brian Brittain","startTime":268.17,"endTime":271.92,"body":"always start actually with the"},{"speaker":"Brian Brittain","startTime":268.17,"endTime":271.92,"body":"customer challenge. What is the"},{"speaker":"Brian Brittain","startTime":271.92,"endTime":273.96,"body":"customer need? What's the"},{"speaker":"Brian Brittain","startTime":271.92,"endTime":273.96,"body":"customer wants? In our world,"},{"speaker":"Brian Brittain","startTime":273.96,"endTime":276.99,"body":"it's both exhibitors and"},{"speaker":"Brian Brittain","startTime":273.96,"endTime":276.99,"body":"visitors. And through lots of"},{"speaker":"Brian Brittain","startTime":276.99,"endTime":278.7,"body":"research and lots of"},{"speaker":"Brian Brittain","startTime":276.99,"endTime":278.7,"body":"conversations and knowing our"},{"speaker":"Brian Brittain","startTime":278.7,"endTime":281.61,"body":"customers very well, we"},{"speaker":"Brian Brittain","startTime":278.7,"endTime":281.61,"body":"understand that for exhibitors,"},{"speaker":"Brian Brittain","startTime":281.61,"endTime":284.76,"body":"leads and product launches are"},{"speaker":"Brian Brittain","startTime":281.61,"endTime":284.76,"body":"the two big things to do for the"},{"speaker":"Brian Brittain","startTime":284.76,"endTime":287.7,"body":"attendees. They want to be"},{"speaker":"Brian Brittain","startTime":284.76,"endTime":287.7,"body":"inspired, they want to find new"},{"speaker":"Brian Brittain","startTime":287.7,"endTime":290.46,"body":"products, and both of them are"},{"speaker":"Brian Brittain","startTime":287.7,"endTime":290.46,"body":"trying to grow their businesses."},{"speaker":"Brian Brittain","startTime":290.46,"endTime":294.51,"body":"That's really what we're here"},{"speaker":"Brian Brittain","startTime":290.46,"endTime":294.51,"body":"for. We were able to determine"},{"speaker":"Brian Brittain","startTime":294.78,"endTime":298.08,"body":"very, very quickly that there"},{"speaker":"Brian Brittain","startTime":294.78,"endTime":298.08,"body":"were some gaps and some gaps"},{"speaker":"Brian Brittain","startTime":298.08,"endTime":301.02,"body":"where digital products could"},{"speaker":"Brian Brittain","startTime":298.08,"endTime":301.02,"body":"actually turn around and make it"},{"speaker":"Brian Brittain","startTime":301.05,"endTime":303.78,"body":"a wee bit better for everyone,"},{"speaker":"Brian Brittain","startTime":301.05,"endTime":303.78,"body":"and that's really what we"},{"speaker":"Brian Brittain","startTime":303.78,"endTime":306.9,"body":"focused on. We always start off"},{"speaker":"Brian Brittain","startTime":303.78,"endTime":306.9,"body":"with understanding the problem"},{"speaker":"Brian Brittain","startTime":306.9,"endTime":310.35,"body":"area, and then turn around and"},{"speaker":"Brian Brittain","startTime":306.9,"endTime":310.35,"body":"ask our technology and Gaby,"},{"speaker":"Brian Brittain","startTime":310.35,"endTime":313.59,"body":"you've got a great example of"},{"speaker":"Brian Brittain","startTime":310.35,"endTime":313.59,"body":"what we've done recently at ATM,"},{"speaker":"Brian Brittain","startTime":313.59,"endTime":314.79,"body":"that's made such a big"},{"speaker":"Brian Brittain","startTime":313.59,"endTime":314.79,"body":"difference."},{"speaker":"Gaby Appleton","startTime":315.09,"endTime":317.61,"body":"Yeah, I think our"},{"speaker":"Gaby Appleton","startTime":315.09,"endTime":317.61,"body":"focus is always on, how can"},{"speaker":"Gaby Appleton","startTime":317.61,"endTime":320.91,"body":"digital enhance the outcomes"},{"speaker":"Gaby Appleton","startTime":317.61,"endTime":320.91,"body":"from the event overall."},{"speaker":"YS Chi","startTime":321.12,"endTime":323.97,"body":"Right, so it's an add"},{"speaker":"YS Chi","startTime":321.12,"endTime":323.97,"body":"on, as opposed to the first"},{"speaker":"YS Chi","startTime":323.97,"endTime":324.45,"body":"driver."},{"speaker":"Gaby Appleton","startTime":324.48,"endTime":326.97,"body":"Yes, absolutely."},{"speaker":"Gaby Appleton","startTime":324.48,"endTime":326.97,"body":"What our customers tell us they"},{"speaker":"Gaby Appleton","startTime":326.97,"endTime":330.87,"body":"want is more leads and to meet"},{"speaker":"Gaby Appleton","startTime":326.97,"endTime":330.87,"body":"more customers. Our goal with"},{"speaker":"Gaby Appleton","startTime":330.87,"endTime":334.2,"body":"digital is, not only do"},{"speaker":"Gaby Appleton","startTime":330.87,"endTime":334.2,"body":"customers take the space, the"},{"speaker":"Gaby Appleton","startTime":334.2,"endTime":337.08,"body":"booth at the event, but we use"},{"speaker":"Gaby Appleton","startTime":334.2,"endTime":337.08,"body":"the digital tools to help them"},{"speaker":"Gaby Appleton","startTime":337.08,"endTime":340.59,"body":"get more return on their"},{"speaker":"Gaby Appleton","startTime":337.08,"endTime":340.59,"body":"investment in that space. And so"},{"speaker":"Gaby Appleton","startTime":340.59,"endTime":345.03,"body":"for our example, at Arabian"},{"speaker":"Gaby Appleton","startTime":340.59,"endTime":345.03,"body":"Travel Market in Dubai, we had"},{"speaker":"Gaby Appleton","startTime":345.03,"endTime":348.51,"body":"one customer who used to spend"},{"speaker":"Gaby Appleton","startTime":345.03,"endTime":348.51,"body":"about 40,000 pounds on a booth,"},{"speaker":"Gaby Appleton","startTime":348.96,"endTime":351.6,"body":"and after a conversation with"},{"speaker":"Gaby Appleton","startTime":348.96,"endTime":351.6,"body":"one of our sales reps, they were"},{"speaker":"Gaby Appleton","startTime":351.6,"endTime":354.99,"body":"convinced to use some of our"},{"speaker":"Gaby Appleton","startTime":351.6,"endTime":354.99,"body":"digital tools that promote their"},{"speaker":"Gaby Appleton","startTime":354.99,"endTime":358.32,"body":"presence at the event. And after"},{"speaker":"Gaby Appleton","startTime":354.99,"endTime":358.32,"body":"seeing that, by using these"},{"speaker":"Gaby Appleton","startTime":358.32,"endTime":361.53,"body":"tools, they got more leads out"},{"speaker":"Gaby Appleton","startTime":358.32,"endTime":361.53,"body":"of the event the year over year."},{"speaker":"Gaby Appleton","startTime":361.92,"endTime":364.29,"body":"Then they started to think, wow,"},{"speaker":"Gaby Appleton","startTime":361.92,"endTime":364.29,"body":"this is the really the event for"},{"speaker":"Gaby Appleton","startTime":364.29,"endTime":367.08,"body":"us. We can see and we can"},{"speaker":"Gaby Appleton","startTime":364.29,"endTime":367.08,"body":"benchmark with data that we're"},{"speaker":"Gaby Appleton","startTime":367.08,"endTime":370.08,"body":"doing better than before and"},{"speaker":"Gaby Appleton","startTime":367.08,"endTime":370.08,"body":"better than our competitors.Then"},{"speaker":"Gaby Appleton","startTime":370.65,"endTime":374.28,"body":"they grew their overall spend on"},{"speaker":"Gaby Appleton","startTime":370.65,"endTime":374.28,"body":"the event, including the space"},{"speaker":"Gaby Appleton","startTime":374.28,"endTime":376.17,"body":"spend. So that's the kind of"},{"speaker":"Gaby Appleton","startTime":374.28,"endTime":376.17,"body":"outcome we want."},{"speaker":"YS Chi","startTime":380.01,"endTime":384.9,"body":"Did you start out with a"},{"speaker":"YS Chi","startTime":380.01,"endTime":384.9,"body":"blueprint, or did these things"},{"speaker":"YS Chi","startTime":384.9,"endTime":389.85,"body":"just kind of accumulate one by"},{"speaker":"YS Chi","startTime":384.9,"endTime":389.85,"body":"one, by going to the shows and"},{"speaker":"YS Chi","startTime":389.85,"endTime":392.7,"body":"listening to the customers pre"},{"speaker":"YS Chi","startTime":389.85,"endTime":392.7,"body":"and post show?"},{"speaker":"Brian Brittain","startTime":393.54,"endTime":396.09,"body":"Interestingly"},{"speaker":"Brian Brittain","startTime":393.54,"endTime":396.09,"body":"enough, we actually had an idea"},{"speaker":"Brian Brittain","startTime":396.09,"endTime":400.05,"body":"of what the blueprint could look"},{"speaker":"Brian Brittain","startTime":396.09,"endTime":400.05,"body":"like. But to your point, it was"},{"speaker":"Brian Brittain","startTime":400.08,"endTime":402.54,"body":"only when we got things into"},{"speaker":"Brian Brittain","startTime":400.08,"endTime":402.54,"body":"customer hands and really"},{"speaker":"Brian Brittain","startTime":402.54,"endTime":406.26,"body":"understood that a networking"},{"speaker":"Brian Brittain","startTime":402.54,"endTime":406.26,"body":"event is dramatically different"},{"speaker":"Brian Brittain","startTime":406.44,"endTime":409.44,"body":"than a B2C, like a comic con"},{"speaker":"Brian Brittain","startTime":406.44,"endTime":409.44,"body":"event is very different, and the"},{"speaker":"Brian Brittain","startTime":409.44,"endTime":412.56,"body":"needs. Although it still comes"},{"speaker":"Brian Brittain","startTime":409.44,"endTime":412.56,"body":"down to leads for exhibitors and"},{"speaker":"Brian Brittain","startTime":412.56,"endTime":417.63,"body":"new business and being inspired,"},{"speaker":"Brian Brittain","startTime":412.56,"endTime":417.63,"body":"the 'how' is different. So as"},{"speaker":"Brian Brittain","startTime":417.63,"endTime":420.06,"body":"you go through different"},{"speaker":"Brian Brittain","startTime":417.63,"endTime":420.06,"body":"geographies, you get slight"},{"speaker":"Brian Brittain","startTime":420.06,"endTime":422.76,"body":"variances on how products work,"},{"speaker":"Brian Brittain","startTime":420.06,"endTime":422.76,"body":"and some products work"},{"speaker":"Brian Brittain","startTime":422.76,"endTime":427.08,"body":"incredibly well in some types of"},{"speaker":"Brian Brittain","startTime":422.76,"endTime":427.08,"body":"events, and they don't work"},{"speaker":"Brian Brittain","startTime":427.08,"endTime":430.92,"body":"quite as well. So I'd say we had"},{"speaker":"Brian Brittain","startTime":427.08,"endTime":430.92,"body":"a blueprint, but not necessarily"},{"speaker":"Brian Brittain","startTime":430.95,"endTime":433.5,"body":"a rock solid foundation, that we"},{"speaker":"Brian Brittain","startTime":430.95,"endTime":433.5,"body":"knew exactly where we're"},{"speaker":"Brian Brittain","startTime":433.5,"endTime":435.54,"body":"building this and this and this"},{"speaker":"Brian Brittain","startTime":433.5,"endTime":435.54,"body":"and this."},{"speaker":"YS Chi","startTime":435.66,"endTime":437.79,"body":"Did you feel like you"},{"speaker":"YS Chi","startTime":435.66,"endTime":437.79,"body":"had to start somewhere"},{"speaker":"YS Chi","startTime":437.79,"endTime":441.18,"body":"geographically first because you"},{"speaker":"YS Chi","startTime":437.79,"endTime":441.18,"body":"felt that the digital knowledge"},{"speaker":"YS Chi","startTime":441.18,"endTime":446.55,"body":"was better embedded? Or was it a"},{"speaker":"YS Chi","startTime":441.18,"endTime":446.55,"body":"across the world, one at a time?"},{"speaker":"Gaby Appleton","startTime":447.0,"endTime":450.81,"body":"I think we"},{"speaker":"Gaby Appleton","startTime":447.0,"endTime":450.81,"body":"started with two ideas. One is"},{"speaker":"Gaby Appleton","startTime":451.68,"endTime":455.04,"body":"the global platform that we use"},{"speaker":"Gaby Appleton","startTime":451.68,"endTime":455.04,"body":"for promoting our events and"},{"speaker":"Gaby Appleton","startTime":455.04,"endTime":457.56,"body":"providing information about"},{"speaker":"Gaby Appleton","startTime":455.04,"endTime":457.56,"body":"events. The website that's"},{"speaker":"Gaby Appleton","startTime":457.59,"endTime":460.92,"body":"pretty fundamental. So we knew"},{"speaker":"Gaby Appleton","startTime":457.59,"endTime":460.92,"body":"we could be uniform with that"},{"speaker":"Gaby Appleton","startTime":460.92,"endTime":464.43,"body":"platform. We knew we had a few"},{"speaker":"Gaby Appleton","startTime":460.92,"endTime":464.43,"body":"big geographies that have a lot"},{"speaker":"Gaby Appleton","startTime":464.43,"endTime":467.28,"body":"of our events, so we could reach"},{"speaker":"Gaby Appleton","startTime":464.43,"endTime":467.28,"body":"a lot of customers more quickly"},{"speaker":"Gaby Appleton","startTime":467.28,"endTime":470.97,"body":"by focusing on those areas. So"},{"speaker":"Gaby Appleton","startTime":467.28,"endTime":470.97,"body":"we started there, and then as"},{"speaker":"Gaby Appleton","startTime":470.97,"endTime":473.64,"body":"time goes by, you have the"},{"speaker":"Gaby Appleton","startTime":470.97,"endTime":473.64,"body":"success stories. You prove the"},{"speaker":"Gaby Appleton","startTime":473.64,"endTime":476.67,"body":"case, you prove it with data,"},{"speaker":"Gaby Appleton","startTime":473.64,"endTime":476.67,"body":"and then you go to the events"},{"speaker":"Gaby Appleton","startTime":476.67,"endTime":479.31,"body":"that maybe look a bit different"},{"speaker":"Gaby Appleton","startTime":476.67,"endTime":479.31,"body":"or are in smaller markets, or"},{"speaker":"Gaby Appleton","startTime":479.31,"endTime":481.44,"body":"whatever. So that's how we've"},{"speaker":"Gaby Appleton","startTime":479.31,"endTime":481.44,"body":"thought about roll out"},{"speaker":"Gaby Appleton","startTime":481.44,"endTime":481.95,"body":"generally."},{"speaker":"YS Chi","startTime":482.64,"endTime":485.55,"body":"Since you mentioned the"},{"speaker":"YS Chi","startTime":482.64,"endTime":485.55,"body":"word data, we cannot avoid"},{"speaker":"YS Chi","startTime":485.67,"endTime":488.52,"body":"talking about it, right? Because"},{"speaker":"YS Chi","startTime":485.67,"endTime":488.52,"body":"none of these digital products"},{"speaker":"YS Chi","startTime":488.52,"endTime":492.24,"body":"would be very meaningful without"},{"speaker":"YS Chi","startTime":488.52,"endTime":492.24,"body":"good data, depth of data,"},{"speaker":"YS Chi","startTime":492.24,"endTime":500.85,"body":"breadth of data. Tell us how you"},{"speaker":"YS Chi","startTime":492.24,"endTime":500.85,"body":"are collecting data and, how are"},{"speaker":"YS Chi","startTime":500.85,"endTime":503.55,"body":"you surprised by some of the"},{"speaker":"YS Chi","startTime":500.85,"endTime":503.55,"body":"data points that you are"},{"speaker":"YS Chi","startTime":503.55,"endTime":504.06,"body":"collecting?"},{"speaker":"Gaby Appleton","startTime":504.0,"endTime":506.61,"body":"Yeah, maybe I'll"},{"speaker":"Gaby Appleton","startTime":504.0,"endTime":506.61,"body":"talk about it from the product"},{"speaker":"Gaby Appleton","startTime":506.61,"endTime":510.18,"body":"side and then Brian can talk"},{"speaker":"Gaby Appleton","startTime":506.61,"endTime":510.18,"body":"about the tech. One good"},{"speaker":"Gaby Appleton","startTime":510.18,"endTime":514.38,"body":"example, we last year, started"},{"speaker":"Gaby Appleton","startTime":510.18,"endTime":514.38,"body":"to launch a product called"},{"speaker":"Gaby Appleton","startTime":514.41,"endTime":517.65,"body":"'Colleqt' which allows visitors"},{"speaker":"Gaby Appleton","startTime":514.41,"endTime":517.65,"body":"to use their mobile phones to"},{"speaker":"Gaby Appleton","startTime":517.65,"endTime":521.52,"body":"scan exhibitor stand QR codes"},{"speaker":"Gaby Appleton","startTime":517.65,"endTime":521.52,"body":"and collect information about"},{"speaker":"Gaby Appleton","startTime":521.52,"endTime":525.84,"body":"that. In 2023 we piloted with"},{"speaker":"Gaby Appleton","startTime":521.52,"endTime":525.84,"body":"seven shows, and because we"},{"speaker":"Gaby Appleton","startTime":525.84,"endTime":529.26,"body":"could see the data in that"},{"speaker":"Gaby Appleton","startTime":525.84,"endTime":529.26,"body":"product about what was working"},{"speaker":"Gaby Appleton","startTime":529.26,"endTime":533.1,"body":"and what was not, where most"},{"speaker":"Gaby Appleton","startTime":529.26,"endTime":533.1,"body":"leads were being generated, we"},{"speaker":"Gaby Appleton","startTime":533.1,"endTime":536.85,"body":"were able to see that shows that"},{"speaker":"Gaby Appleton","startTime":533.1,"endTime":536.85,"body":"are very heavily product led,"},{"speaker":"Gaby Appleton","startTime":536.85,"endTime":540.3,"body":"where exhibitors want to meet. A"},{"speaker":"Gaby Appleton","startTime":536.85,"endTime":540.3,"body":"lot of exhibitors collect a lot"},{"speaker":"Gaby Appleton","startTime":540.3,"endTime":543.84,"body":"of product information and"},{"speaker":"Gaby Appleton","startTime":540.3,"endTime":543.84,"body":"detailed specifications. That"},{"speaker":"Gaby Appleton","startTime":543.84,"endTime":547.77,"body":"type of show was real winner for"},{"speaker":"Gaby Appleton","startTime":543.84,"endTime":547.77,"body":"this particular product. So"},{"speaker":"Gaby Appleton","startTime":547.77,"endTime":551.91,"body":"then, because we can see across"},{"speaker":"Gaby Appleton","startTime":547.77,"endTime":551.91,"body":"all of our 280 odd events across"},{"speaker":"Gaby Appleton","startTime":551.91,"endTime":554.64,"body":"the whole portfolio, we're able"},{"speaker":"Gaby Appleton","startTime":551.91,"endTime":554.64,"body":"to say, okay, where have we got"},{"speaker":"Gaby Appleton","startTime":554.64,"endTime":558.21,"body":"more shows that look like that"},{"speaker":"Gaby Appleton","startTime":554.64,"endTime":558.21,"body":"one, and prioritise those for"},{"speaker":"Gaby Appleton","startTime":558.21,"endTime":561.45,"body":"the roll out? It's helped us"},{"speaker":"Gaby Appleton","startTime":558.21,"endTime":561.45,"body":"find product market fit more"},{"speaker":"Gaby Appleton","startTime":561.45,"endTime":562.53,"body":"quickly, I would say."},{"speaker":"Brian Brittain","startTime":563.11,"endTime":566.98,"body":"As far the, from"},{"speaker":"Brian Brittain","startTime":563.11,"endTime":566.98,"body":"my perspective, the extremely"},{"speaker":"Brian Brittain","startTime":566.98,"endTime":571.24,"body":"interesting nature of Colleqt,"},{"speaker":"Brian Brittain","startTime":566.98,"endTime":571.24,"body":"using that as an example. A"},{"speaker":"Brian Brittain","startTime":571.24,"endTime":574.36,"body":"number of things had to line up"},{"speaker":"Brian Brittain","startTime":571.24,"endTime":574.36,"body":"quite nicely YS. The first one"},{"speaker":"Brian Brittain","startTime":574.36,"endTime":579.7,"body":"is, before the pandemic, not all"},{"speaker":"Brian Brittain","startTime":574.36,"endTime":579.7,"body":"of our folks actually understood"},{"speaker":"Brian Brittain","startTime":579.7,"endTime":582.28,"body":"what QR codes were. They had"},{"speaker":"Brian Brittain","startTime":579.7,"endTime":582.28,"body":"seen them, but they hadn't"},{"speaker":"Brian Brittain","startTime":582.28,"endTime":584.95,"body":"necessarily experienced them,"},{"speaker":"Brian Brittain","startTime":582.28,"endTime":584.95,"body":"and that's kind of the roots of"},{"speaker":"Brian Brittain","startTime":584.95,"endTime":587.5,"body":"your question of in some"},{"speaker":"Brian Brittain","startTime":584.95,"endTime":587.5,"body":"countries, they were extremely"},{"speaker":"Brian Brittain","startTime":587.5,"endTime":590.44,"body":"well understood. In other"},{"speaker":"Brian Brittain","startTime":587.5,"endTime":590.44,"body":"countries, it wasn't, still"},{"speaker":"Brian Brittain","startTime":590.44,"endTime":592.24,"body":"barcodes. It wasn't the same"},{"speaker":"Brian Brittain","startTime":590.44,"endTime":592.24,"body":"thing."},{"speaker":"YS Chi","startTime":592.24,"endTime":592.87,"body":"Bar codes, yeah."},{"speaker":"Brian Brittain","startTime":593.17,"endTime":595.21,"body":"If you start"},{"speaker":"Brian Brittain","startTime":593.17,"endTime":595.21,"body":"thinking about what has to line"},{"speaker":"Brian Brittain","startTime":595.21,"endTime":597.94,"body":"up to make a product like"},{"speaker":"Brian Brittain","startTime":595.21,"endTime":597.94,"body":"Colleqt work, you have to have a"},{"speaker":"Brian Brittain","startTime":597.94,"endTime":600.52,"body":"QR code in place. You have to"},{"speaker":"Brian Brittain","startTime":597.94,"endTime":600.52,"body":"have a mobile app that actually"},{"speaker":"Brian Brittain","startTime":600.52,"endTime":603.52,"body":"folks will utilise, that doesn't"},{"speaker":"Brian Brittain","startTime":600.52,"endTime":603.52,"body":"require something out of the App"},{"speaker":"Brian Brittain","startTime":603.52,"endTime":606.19,"body":"Store, which has very low"},{"speaker":"Brian Brittain","startTime":603.52,"endTime":606.19,"body":"download rates. There are a"},{"speaker":"Brian Brittain","startTime":606.19,"endTime":609.13,"body":"number of things that get to"},{"speaker":"Brian Brittain","startTime":606.19,"endTime":609.13,"body":"line up, when you're able to"},{"speaker":"Brian Brittain","startTime":609.13,"endTime":615.31,"body":"connect that data, which is in"},{"speaker":"Brian Brittain","startTime":609.13,"endTime":615.31,"body":"real time, with the exhibitor"},{"speaker":"Brian Brittain","startTime":615.31,"endTime":617.77,"body":"data and the attendee data and"},{"speaker":"Brian Brittain","startTime":615.31,"endTime":617.77,"body":"everything else that we have"},{"speaker":"Brian Brittain","startTime":617.77,"endTime":620.74,"body":"underlying. Now, you can create"},{"speaker":"Brian Brittain","startTime":617.77,"endTime":620.74,"body":"different data products. It"},{"speaker":"Brian Brittain","startTime":620.74,"endTime":625.39,"body":"gives you deeper insight into"},{"speaker":"Brian Brittain","startTime":620.74,"endTime":625.39,"body":"specifically who the attendee is"},{"speaker":"Brian Brittain","startTime":625.39,"endTime":628.24,"body":"and why they're interested in"},{"speaker":"Brian Brittain","startTime":625.39,"endTime":628.24,"body":"this product, which enables us"},{"speaker":"Brian Brittain","startTime":628.24,"endTime":631.66,"body":"to give more recommendations and"},{"speaker":"Brian Brittain","startTime":628.24,"endTime":631.66,"body":"make that event to be even more"},{"speaker":"Brian Brittain","startTime":631.66,"endTime":635.62,"body":"successful for that attendee."},{"speaker":"Brian Brittain","startTime":631.66,"endTime":635.62,"body":"That's why we always start with,"},{"speaker":"Brian Brittain","startTime":636.4,"endTime":638.92,"body":"forget the tech for a second,"},{"speaker":"Brian Brittain","startTime":636.4,"endTime":638.92,"body":"let's talk about what the"},{"speaker":"Brian Brittain","startTime":638.95,"endTime":641.38,"body":"challenges that the attendee is"},{"speaker":"Brian Brittain","startTime":638.95,"endTime":641.38,"body":"trying to solve for the"},{"speaker":"Brian Brittain","startTime":641.38,"endTime":641.86,"body":"exhibitor."},{"speaker":"YS Chi","startTime":642.15,"endTime":646.44,"body":"We can think of all"},{"speaker":"YS Chi","startTime":642.15,"endTime":646.44,"body":"these digital experience as"},{"speaker":"YS Chi","startTime":646.44,"endTime":650.7,"body":"being the experience on site."},{"speaker":"YS Chi","startTime":646.44,"endTime":650.7,"body":"But I'm sure you planned for"},{"speaker":"YS Chi","startTime":650.73,"endTime":655.5,"body":"before and well after as well."},{"speaker":"YS Chi","startTime":650.73,"endTime":655.5,"body":"Tell us a little bit about the"},{"speaker":"YS Chi","startTime":655.56,"endTime":660.81,"body":"breadth of the digital solutions"},{"speaker":"YS Chi","startTime":655.56,"endTime":660.81,"body":"that you have to design to get"},{"speaker":"YS Chi","startTime":660.81,"endTime":662.01,"body":"the so called ROI."},{"speaker":"Gaby Appleton","startTime":662.1,"endTime":666.45,"body":"Yep, well before"},{"speaker":"Gaby Appleton","startTime":662.1,"endTime":666.45,"body":"the show, we know that many of"},{"speaker":"Gaby Appleton","startTime":666.45,"endTime":669.48,"body":"our visitors plan their"},{"speaker":"Gaby Appleton","startTime":666.45,"endTime":669.48,"body":"experience at the show. They've"},{"speaker":"Gaby Appleton","startTime":669.51,"endTime":672.15,"body":"taken two days out of the"},{"speaker":"Gaby Appleton","startTime":669.51,"endTime":672.15,"body":"office. Maybe they want to get"},{"speaker":"Gaby Appleton","startTime":672.15,"endTime":674.91,"body":"maximum return for their time"},{"speaker":"Gaby Appleton","startTime":672.15,"endTime":674.91,"body":"spent, and they really want to"},{"speaker":"Gaby Appleton","startTime":674.91,"endTime":679.65,"body":"meet the right people. We can"},{"speaker":"Gaby Appleton","startTime":674.91,"endTime":679.65,"body":"see in our exhibitor directories"},{"speaker":"Gaby Appleton","startTime":679.65,"endTime":683.01,"body":"who's looking at which"},{"speaker":"Gaby Appleton","startTime":679.65,"endTime":683.01,"body":"exhibitor, and we use that"},{"speaker":"Gaby Appleton","startTime":683.01,"endTime":687.24,"body":"information to do two things."},{"speaker":"Gaby Appleton","startTime":683.01,"endTime":687.24,"body":"One is help exhibitors prepare"},{"speaker":"Gaby Appleton","startTime":687.24,"endTime":690.42,"body":"their show and make sure that"},{"speaker":"Gaby Appleton","startTime":687.24,"endTime":690.42,"body":"they are promoting their stand"},{"speaker":"Gaby Appleton","startTime":690.42,"endTime":693.39,"body":"and their presence appropriately"},{"speaker":"Gaby Appleton","startTime":690.42,"endTime":693.39,"body":"to the right visitors. We have"},{"speaker":"Gaby Appleton","startTime":693.39,"endTime":696.24,"body":"some products that can target"},{"speaker":"Gaby Appleton","startTime":693.39,"endTime":696.24,"body":"the right subset of visitors for"},{"speaker":"Gaby Appleton","startTime":696.24,"endTime":699.27,"body":"them, but we also know that we"},{"speaker":"Gaby Appleton","startTime":696.24,"endTime":699.27,"body":"have some visitors who are"},{"speaker":"Gaby Appleton","startTime":699.27,"endTime":702.33,"body":"really uber planners. I mean,"},{"speaker":"Gaby Appleton","startTime":699.27,"endTime":702.33,"body":"they really go through every"},{"speaker":"Gaby Appleton","startTime":702.33,"endTime":705.42,"body":"single exhibitor and work out"},{"speaker":"Gaby Appleton","startTime":702.33,"endTime":705.42,"body":"who they should meet and plan."},{"speaker":"Gaby Appleton","startTime":705.72,"endTime":708.63,"body":"So we have different shows that"},{"speaker":"Gaby Appleton","startTime":705.72,"endTime":708.63,"body":"help people plan their time in"},{"speaker":"Gaby Appleton","startTime":708.63,"endTime":712.8,"body":"different ways. I've also met"},{"speaker":"Gaby Appleton","startTime":708.63,"endTime":712.8,"body":"people who, their plan for the"},{"speaker":"Gaby Appleton","startTime":712.8,"endTime":715.92,"body":"show was written on the back of"},{"speaker":"Gaby Appleton","startTime":712.8,"endTime":715.92,"body":"the airline boarding pass on the"},{"speaker":"Gaby Appleton","startTime":715.92,"endTime":719.52,"body":"way that they get there. They're"},{"speaker":"Gaby Appleton","startTime":715.92,"endTime":719.52,"body":"a bit more like me, and we know"},{"speaker":"Gaby Appleton","startTime":719.52,"endTime":722.52,"body":"that those people we need to"},{"speaker":"Gaby Appleton","startTime":719.52,"endTime":722.52,"body":"help them at the show. In the"},{"speaker":"Gaby Appleton","startTime":722.52,"endTime":725.52,"body":"moment of the show and provide"},{"speaker":"Gaby Appleton","startTime":722.52,"endTime":725.52,"body":"them the tools on the day that"},{"speaker":"Gaby Appleton","startTime":725.52,"endTime":728.1,"body":"help them navigate, find people,"},{"speaker":"Gaby Appleton","startTime":725.52,"endTime":728.1,"body":"et cetera."},{"speaker":"YS Chi","startTime":728.91,"endTime":730.11,"body":"How about post show?"},{"speaker":"Brian Brittain","startTime":730.92,"endTime":734.34,"body":"Yeah, post show"},{"speaker":"Brian Brittain","startTime":730.92,"endTime":734.34,"body":"is both reminding the attendees"},{"speaker":"Brian Brittain","startTime":734.34,"endTime":739.5,"body":"about who they saw, what their"},{"speaker":"Brian Brittain","startTime":734.34,"endTime":739.5,"body":"next steps could be, and the"},{"speaker":"Brian Brittain","startTime":739.5,"endTime":742.08,"body":"exhibitor, it's all about the"},{"speaker":"Brian Brittain","startTime":739.5,"endTime":742.08,"body":"leads. It's actually figuring"},{"speaker":"Brian Brittain","startTime":742.08,"endTime":746.01,"body":"out. It actually then moves"},{"speaker":"Brian Brittain","startTime":742.08,"endTime":746.01,"body":"directly into the conversation"},{"speaker":"Brian Brittain","startTime":746.01,"endTime":748.53,"body":"of next year or the next event."},{"speaker":"Brian Brittain","startTime":746.01,"endTime":748.53,"body":"Some of our events that are"},{"speaker":"Brian Brittain","startTime":748.53,"endTime":752.19,"body":"actually multiple times a year."},{"speaker":"Brian Brittain","startTime":748.53,"endTime":752.19,"body":"Because now we have the data to"},{"speaker":"Brian Brittain","startTime":752.19,"endTime":755.04,"body":"say this is what happened. This"},{"speaker":"Brian Brittain","startTime":752.19,"endTime":755.04,"body":"is what who you saw. These are"},{"speaker":"Brian Brittain","startTime":755.04,"endTime":757.98,"body":"the leads that you got out of"},{"speaker":"Brian Brittain","startTime":755.04,"endTime":757.98,"body":"it. This is the exposure that"},{"speaker":"Brian Brittain","startTime":757.98,"endTime":761.7,"body":"you got. What would you like to"},{"speaker":"Brian Brittain","startTime":757.98,"endTime":761.7,"body":"do for next year? Do you have"},{"speaker":"Brian Brittain","startTime":761.7,"endTime":764.07,"body":"product launches? Therefore do"},{"speaker":"Brian Brittain","startTime":761.7,"endTime":764.07,"body":"we take a different product set"},{"speaker":"Brian Brittain","startTime":764.1,"endTime":767.22,"body":"to you, or are you going to do"},{"speaker":"Brian Brittain","startTime":764.1,"endTime":767.22,"body":"the same type that you did last"},{"speaker":"Brian Brittain","startTime":767.22,"endTime":771.42,"body":"year? So it helps us to have a"},{"speaker":"Brian Brittain","startTime":767.22,"endTime":771.42,"body":"much more data led conversation"},{"speaker":"Brian Brittain","startTime":771.99,"endTime":773.1,"body":"in the sales relationship."},{"speaker":"YS Chi","startTime":774.3,"endTime":779.61,"body":"For this community, who"},{"speaker":"YS Chi","startTime":774.3,"endTime":779.61,"body":"put up booth and also come to"},{"speaker":"YS Chi","startTime":779.61,"endTime":784.44,"body":"visit the booth, has it been"},{"speaker":"YS Chi","startTime":779.61,"endTime":784.44,"body":"surprisingly digital savvy or"},{"speaker":"YS Chi","startTime":784.44,"endTime":788.49,"body":"have there been more friction"},{"speaker":"YS Chi","startTime":784.44,"endTime":788.49,"body":"with them to really appreciate"},{"speaker":"YS Chi","startTime":788.49,"endTime":790.47,"body":"the tools you are providing for"},{"speaker":"YS Chi","startTime":788.49,"endTime":790.47,"body":"them?"},{"speaker":"Gaby Appleton","startTime":790.77,"endTime":792.99,"body":"This is actually"},{"speaker":"Gaby Appleton","startTime":790.77,"endTime":792.99,"body":"one of my favorite topics with"},{"speaker":"Gaby Appleton","startTime":792.99,"endTime":797.13,"body":"our teams around the world. I'll"},{"speaker":"Gaby Appleton","startTime":792.99,"endTime":797.13,"body":"tell you a story about when I"},{"speaker":"Gaby Appleton","startTime":797.13,"endTime":800.61,"body":"first joined RX, I went to meet"},{"speaker":"Gaby Appleton","startTime":797.13,"endTime":800.61,"body":"the event directors of one of"},{"speaker":"Gaby Appleton","startTime":800.61,"endTime":804.36,"body":"our German manufacturing shows."},{"speaker":"Gaby Appleton","startTime":800.61,"endTime":804.36,"body":"They said to me, Gaby, this"},{"speaker":"Gaby Appleton","startTime":804.36,"endTime":808.17,"body":"digital stuff, it's all great,"},{"speaker":"Gaby Appleton","startTime":804.36,"endTime":808.17,"body":"but my customers are not really"},{"speaker":"Gaby Appleton","startTime":808.17,"endTime":813.42,"body":"that digital. He said to me, I"},{"speaker":"Gaby Appleton","startTime":808.17,"endTime":813.42,"body":"have a client who puts a plate"},{"speaker":"Gaby Appleton","startTime":813.42,"endTime":817.32,"body":"of sausages out on the front of"},{"speaker":"Gaby Appleton","startTime":813.42,"endTime":817.32,"body":"the booth at the event, and he"},{"speaker":"Gaby Appleton","startTime":817.32,"endTime":820.89,"body":"judges whether or not he's had a"},{"speaker":"Gaby Appleton","startTime":817.32,"endTime":820.89,"body":"good show by how quickly the"},{"speaker":"Gaby Appleton","startTime":820.89,"endTime":824.61,"body":"sausages get eaten and how good"},{"speaker":"Gaby Appleton","startTime":820.89,"endTime":824.61,"body":"people he's met. I said, ah"},{"speaker":"Gaby Appleton","startTime":824.82,"endTime":828.45,"body":"okay, does that guy also have a"},{"speaker":"Gaby Appleton","startTime":824.82,"endTime":828.45,"body":"smartphone in his pocket? Does"},{"speaker":"Gaby Appleton","startTime":828.45,"endTime":831.96,"body":"he use that kind of technology?"},{"speaker":"Gaby Appleton","startTime":828.45,"endTime":831.96,"body":"And if he does, maybe we can"},{"speaker":"Gaby Appleton","startTime":831.96,"endTime":835.44,"body":"have a conversation. So we"},{"speaker":"Gaby Appleton","startTime":831.96,"endTime":835.44,"body":"started to realise that we"},{"speaker":"Gaby Appleton","startTime":835.44,"endTime":838.86,"body":"really had to educate our"},{"speaker":"Gaby Appleton","startTime":835.44,"endTime":838.86,"body":"customers in what these tools"},{"speaker":"Gaby Appleton","startTime":838.86,"endTime":841.77,"body":"can do, and also our sales"},{"speaker":"Gaby Appleton","startTime":838.86,"endTime":841.77,"body":"people, so that they felt"},{"speaker":"Gaby Appleton","startTime":841.77,"endTime":845.13,"body":"confident in explaining the"},{"speaker":"Gaby Appleton","startTime":841.77,"endTime":845.13,"body":"value of digital tools to that"},{"speaker":"Gaby Appleton","startTime":845.13,"endTime":849.84,"body":"customer. Now in 2024 that show"},{"speaker":"Gaby Appleton","startTime":845.13,"endTime":849.84,"body":"generated over 42,000 digital"},{"speaker":"Gaby Appleton","startTime":849.84,"endTime":853.41,"body":"leads for the customers of that"},{"speaker":"Gaby Appleton","startTime":849.84,"endTime":853.41,"body":"show. That journey can take you"},{"speaker":"Gaby Appleton","startTime":853.44,"endTime":855.36,"body":"a year or two years, maybe."},{"speaker":"Gaby Appleton","startTime":853.44,"endTime":855.36,"body":"But..."},{"speaker":"YS Chi","startTime":855.45,"endTime":857.97,"body":"Hey, two years is not"},{"speaker":"YS Chi","startTime":855.45,"endTime":857.97,"body":"that slow, huh?"},{"speaker":"Gaby Appleton","startTime":858.0,"endTime":858.39,"body":"Yeah."},{"speaker":"Brian Brittain","startTime":858.9,"endTime":861.3,"body":"Yeah, I"},{"speaker":"Brian Brittain","startTime":858.9,"endTime":861.3,"body":"completely agree with Gaby on"},{"speaker":"Brian Brittain","startTime":861.3,"endTime":865.02,"body":"that one. One of the... where"},{"speaker":"Brian Brittain","startTime":861.3,"endTime":865.02,"body":"you brought up data earlier YS,"},{"speaker":"Brian Brittain","startTime":866.61,"endTime":870.42,"body":"the way we actually measure"},{"speaker":"Brian Brittain","startTime":866.61,"endTime":870.42,"body":"what's actually happening on the"},{"speaker":"Brian Brittain","startTime":870.42,"endTime":873.0,"body":"products themselves, who's using"},{"speaker":"Brian Brittain","startTime":870.42,"endTime":873.0,"body":"them, how using them. That's"},{"speaker":"Brian Brittain","startTime":873.0,"endTime":875.79,"body":"used to actually convince our"},{"speaker":"Brian Brittain","startTime":873.0,"endTime":875.79,"body":"own teams as well that the"},{"speaker":"Brian Brittain","startTime":875.79,"endTime":878.76,"body":"products work. Because if you"},{"speaker":"Brian Brittain","startTime":875.79,"endTime":878.76,"body":"think about the way we're"},{"speaker":"Brian Brittain","startTime":878.76,"endTime":882.75,"body":"geographically dispersed, you"},{"speaker":"Brian Brittain","startTime":878.76,"endTime":882.75,"body":"don't necessarily hear in France"},{"speaker":"Brian Brittain","startTime":882.87,"endTime":885.57,"body":"what's working well in the US,"},{"speaker":"Brian Brittain","startTime":882.87,"endTime":885.57,"body":"or what's working well at a"},{"speaker":"Brian Brittain","startTime":885.57,"endTime":888.9,"body":"specific event in China, or how"},{"speaker":"Brian Brittain","startTime":885.57,"endTime":888.9,"body":"Japan has rolled out a specific"},{"speaker":"Brian Brittain","startTime":888.9,"endTime":892.05,"body":"registration that everyone else"},{"speaker":"Brian Brittain","startTime":888.9,"endTime":892.05,"body":"could benefit. Being able to"},{"speaker":"Brian Brittain","startTime":892.05,"endTime":895.98,"body":"show that data that says this is"},{"speaker":"Brian Brittain","startTime":892.05,"endTime":895.98,"body":"was what they have versus this"},{"speaker":"Brian Brittain","startTime":895.98,"endTime":900.12,"body":"is what you have. Do you think"},{"speaker":"Brian Brittain","startTime":895.98,"endTime":900.12,"body":"we need to talk? That data"},{"speaker":"Brian Brittain","startTime":900.15,"endTime":901.59,"body":"drives those conversations."},{"speaker":"YS Chi","startTime":901.8,"endTime":904.38,"body":"You jump to my next"},{"speaker":"YS Chi","startTime":901.8,"endTime":904.38,"body":"question already, but I'm going"},{"speaker":"YS Chi","startTime":904.38,"endTime":907.26,"body":"to expand a little bit, and that"},{"speaker":"YS Chi","startTime":904.38,"endTime":907.26,"body":"is, we talked about external"},{"speaker":"YS Chi","startTime":907.26,"endTime":910.92,"body":"friction with our exhibitors and"},{"speaker":"YS Chi","startTime":907.26,"endTime":910.92,"body":"visitors, but I'm sure there"},{"speaker":"YS Chi","startTime":910.92,"endTime":914.16,"body":"were enormous amount of internal"},{"speaker":"YS Chi","startTime":910.92,"endTime":914.16,"body":"friction as well. You talk about"},{"speaker":"YS Chi","startTime":914.16,"endTime":917.55,"body":"the fact that we're a global"},{"speaker":"YS Chi","startTime":914.16,"endTime":917.55,"body":"company, therefore different"},{"speaker":"YS Chi","startTime":917.55,"endTime":920.43,"body":"parts of our organisation"},{"speaker":"YS Chi","startTime":917.55,"endTime":920.43,"body":"probably reacted differently as"},{"speaker":"YS Chi","startTime":920.43,"endTime":925.26,"body":"well. You've just given me a"},{"speaker":"YS Chi","startTime":920.43,"endTime":925.26,"body":"good example. Were there are"},{"speaker":"YS Chi","startTime":925.26,"endTime":930.09,"body":"other surprise frictions in"},{"speaker":"YS Chi","startTime":925.26,"endTime":930.09,"body":"implementing this digital"},{"speaker":"YS Chi","startTime":930.09,"endTime":932.22,"body":"strategy out over the last"},{"speaker":"YS Chi","startTime":930.09,"endTime":932.22,"body":"three, four years?"},{"speaker":"Gaby Appleton","startTime":933.9,"endTime":936.0,"body":"I do think you"},{"speaker":"Gaby Appleton","startTime":933.9,"endTime":936.0,"body":"have to take different"},{"speaker":"Gaby Appleton","startTime":936.0,"endTime":939.15,"body":"geographies that represent"},{"speaker":"Gaby Appleton","startTime":936.0,"endTime":939.15,"body":"different customers on their own"},{"speaker":"Gaby Appleton","startTime":939.18,"endTime":943.74,"body":"merit. For example, we have done"},{"speaker":"Gaby Appleton","startTime":939.18,"endTime":943.74,"body":"a lot of work with our Chinese"},{"speaker":"Gaby Appleton","startTime":943.77,"endTime":947.64,"body":"teams recently to understand"},{"speaker":"Gaby Appleton","startTime":943.77,"endTime":947.64,"body":"what the value of digital is"},{"speaker":"Gaby Appleton","startTime":947.64,"endTime":951.54,"body":"there, and our default mindset"},{"speaker":"Gaby Appleton","startTime":947.64,"endTime":951.54,"body":"has been where possible, we want"},{"speaker":"Gaby Appleton","startTime":951.54,"endTime":954.42,"body":"to use global solutions that"},{"speaker":"Gaby Appleton","startTime":951.54,"endTime":954.42,"body":"scale, that we can invest the"},{"speaker":"Gaby Appleton","startTime":954.42,"endTime":957.21,"body":"most money in, that we can"},{"speaker":"Gaby Appleton","startTime":954.42,"endTime":957.21,"body":"measure the results. But"},{"speaker":"Gaby Appleton","startTime":957.21,"endTime":959.7,"body":"sometimes things are just"},{"speaker":"Gaby Appleton","startTime":957.21,"endTime":959.7,"body":"different, and in China, it's"},{"speaker":"Gaby Appleton","startTime":959.7,"endTime":962.4,"body":"just a little bit different"},{"speaker":"Gaby Appleton","startTime":959.7,"endTime":962.4,"body":"because most of our customers,"},{"speaker":"Gaby Appleton","startTime":962.4,"endTime":966.12,"body":"whether they're visitors or"},{"speaker":"Gaby Appleton","startTime":962.4,"endTime":966.12,"body":"exhibitors, are using local apps"},{"speaker":"Gaby Appleton","startTime":966.12,"endTime":969.78,"body":"like WeChat to connect. They're"},{"speaker":"Gaby Appleton","startTime":966.12,"endTime":969.78,"body":"already scanning each other"},{"speaker":"Gaby Appleton","startTime":969.78,"endTime":974.4,"body":"using WeChat. So you have to"},{"speaker":"Gaby Appleton","startTime":969.78,"endTime":974.4,"body":"think about how to operate in"},{"speaker":"Gaby Appleton","startTime":974.4,"endTime":978.09,"body":"that local technology and"},{"speaker":"Gaby Appleton","startTime":974.4,"endTime":978.09,"body":"sometimes government regulation"},{"speaker":"Gaby Appleton","startTime":978.12,"endTime":981.54,"body":"environment as well. That can"},{"speaker":"Gaby Appleton","startTime":978.12,"endTime":981.54,"body":"need a lot of discussion"},{"speaker":"Gaby Appleton","startTime":981.54,"endTime":985.59,"body":"sometimes, but I think the way"},{"speaker":"Gaby Appleton","startTime":981.54,"endTime":985.59,"body":"to unlock that conversation is"},{"speaker":"Gaby Appleton","startTime":985.59,"endTime":987.81,"body":"always to start with the"},{"speaker":"Gaby Appleton","startTime":985.59,"endTime":987.81,"body":"customer. If you go deep on,"},{"speaker":"Gaby Appleton","startTime":987.81,"endTime":990.21,"body":"what is the customer doing? What"},{"speaker":"Gaby Appleton","startTime":987.81,"endTime":990.21,"body":"do they value? What do they"},{"speaker":"Gaby Appleton","startTime":990.21,"endTime":993.21,"body":"need? I think you can always"},{"speaker":"Gaby Appleton","startTime":990.21,"endTime":993.21,"body":"come to alignment in the end."},{"speaker":"YS Chi","startTime":994.14,"endTime":996.69,"body":"Did you create any kind"},{"speaker":"YS Chi","startTime":994.14,"endTime":996.69,"body":"of competition between your"},{"speaker":"YS Chi","startTime":996.69,"endTime":1001.22,"body":"people to see if it's an"},{"speaker":"YS Chi","startTime":996.69,"endTime":1001.22,"body":"incentive for each other?"},{"speaker":"Brian Brittain","startTime":1002.12,"endTime":1006.32,"body":"Yes, we did."},{"speaker":"Brian Brittain","startTime":1002.12,"endTime":1006.32,"body":"Interestingly enough, having"},{"speaker":"Brian Brittain","startTime":1006.32,"endTime":1010.04,"body":"worked in multiple industries,"},{"speaker":"Brian Brittain","startTime":1006.32,"endTime":1010.04,"body":"this is not new. This is, quite"},{"speaker":"Brian Brittain","startTime":1010.04,"endTime":1013.55,"body":"frankly, the infamous 'Who Moved"},{"speaker":"Brian Brittain","startTime":1010.04,"endTime":1013.55,"body":"My Cheese?' If you want to go"},{"speaker":"Brian Brittain","startTime":1013.55,"endTime":1016.76,"body":"way, way, way back, one of the"},{"speaker":"Brian Brittain","startTime":1013.55,"endTime":1016.76,"body":"books I was given when I was"},{"speaker":"Brian Brittain","startTime":1016.76,"endTime":1017.12,"body":"starting out..."},{"speaker":"YS Chi","startTime":1017.12,"endTime":1017.42,"body":"Dr Johnson."},{"speaker":"Brian Brittain","startTime":1017.42,"endTime":1023.36,"body":"Exactly. You run"},{"speaker":"Brian Brittain","startTime":1017.42,"endTime":1023.36,"body":"an event, you run a very"},{"speaker":"Brian Brittain","startTime":1023.66,"endTime":1027.98,"body":"successful event, and it works"},{"speaker":"Brian Brittain","startTime":1023.66,"endTime":1027.98,"body":"incredibly well. High NPS"},{"speaker":"Brian Brittain","startTime":1027.98,"endTime":1031.34,"body":"scores, our renewal rates are"},{"speaker":"Brian Brittain","startTime":1027.98,"endTime":1031.34,"body":"high. Attendees are just banging"},{"speaker":"Brian Brittain","startTime":1031.34,"endTime":1035.54,"body":"at the door to get in. We rock"},{"speaker":"Brian Brittain","startTime":1031.34,"endTime":1035.54,"body":"up and go. We've got these new"},{"speaker":"Brian Brittain","startTime":1035.54,"endTime":1038.36,"body":"tools, and there's going to make"},{"speaker":"Brian Brittain","startTime":1035.54,"endTime":1038.36,"body":"your life so much better and"},{"speaker":"Brian Brittain","startTime":1038.36,"endTime":1042.44,"body":"your attendees and your"},{"speaker":"Brian Brittain","startTime":1038.36,"endTime":1042.44,"body":"exhibitors. You already have a"},{"speaker":"Brian Brittain","startTime":1042.44,"endTime":1045.14,"body":"long list of things that you're"},{"speaker":"Brian Brittain","startTime":1042.44,"endTime":1045.14,"body":"doing for that event, but that"},{"speaker":"Brian Brittain","startTime":1045.14,"endTime":1048.95,"body":"are all successful, and we're"},{"speaker":"Brian Brittain","startTime":1045.14,"endTime":1048.95,"body":"going to give you more, but I"},{"speaker":"Brian Brittain","startTime":1048.95,"endTime":1051.53,"body":"have to get your attention. By"},{"speaker":"Brian Brittain","startTime":1048.95,"endTime":1051.53,"body":"the way, it doesn't matter what"},{"speaker":"Brian Brittain","startTime":1051.53,"endTime":1054.8,"body":"the product is. It doesn't"},{"speaker":"Brian Brittain","startTime":1051.53,"endTime":1054.8,"body":"matter what the new thing is in"},{"speaker":"Brian Brittain","startTime":1054.8,"endTime":1057.71,"body":"any industry, it's that same"},{"speaker":"Brian Brittain","startTime":1054.8,"endTime":1057.71,"body":"thing. You have to show the"},{"speaker":"Brian Brittain","startTime":1057.71,"endTime":1060.74,"body":"proof. You have to get on their"},{"speaker":"Brian Brittain","startTime":1057.71,"endTime":1060.74,"body":"radar. You have to understand."},{"speaker":"Brian Brittain","startTime":1060.74,"endTime":1063.86,"body":"You have to help them"},{"speaker":"Brian Brittain","startTime":1060.74,"endTime":1063.86,"body":"understand. And then from there,"},{"speaker":"Brian Brittain","startTime":1063.92,"endTime":1067.13,"body":"you can have a real"},{"speaker":"Brian Brittain","startTime":1063.92,"endTime":1067.13,"body":"conversation. But that's the"},{"speaker":"Brian Brittain","startTime":1067.13,"endTime":1069.23,"body":"internal... and you see it in"},{"speaker":"Brian Brittain","startTime":1067.13,"endTime":1069.23,"body":"every industry."},{"speaker":"Gaby Appleton","startTime":1070.49,"endTime":1072.29,"body":"But I would say"},{"speaker":"Gaby Appleton","startTime":1070.49,"endTime":1072.29,"body":"actually, our ability to measure"},{"speaker":"Gaby Appleton","startTime":1072.29,"endTime":1075.02,"body":"things in standardised, global"},{"speaker":"Gaby Appleton","startTime":1072.29,"endTime":1075.02,"body":"ways, has helped foster that"},{"speaker":"Gaby Appleton","startTime":1075.02,"endTime":1077.87,"body":"spirit of competition, and it's"},{"speaker":"Gaby Appleton","startTime":1075.02,"endTime":1077.87,"body":"quite a cheerful spirit of"},{"speaker":"Gaby Appleton","startTime":1077.87,"endTime":1081.17,"body":"competition now. Some of our..."},{"speaker":"Gaby Appleton","startTime":1077.87,"endTime":1081.17,"body":"I'm really proud of some of our"},{"speaker":"Gaby Appleton","startTime":1081.17,"endTime":1084.8,"body":"teams in the US and the UK and"},{"speaker":"Gaby Appleton","startTime":1081.17,"endTime":1084.8,"body":"other geographies, and they do"},{"speaker":"Gaby Appleton","startTime":1084.8,"endTime":1086.96,"body":"now look around the world and"},{"speaker":"Gaby Appleton","startTime":1084.8,"endTime":1086.96,"body":"say, well, what are our"},{"speaker":"Gaby Appleton","startTime":1087.62,"endTime":1091.49,"body":"competitors in other business"},{"speaker":"Gaby Appleton","startTime":1087.62,"endTime":1091.49,"body":"units doing? Who's winning? How"},{"speaker":"Gaby Appleton","startTime":1091.49,"endTime":1095.9,"body":"can we be better? I think as a"},{"speaker":"Gaby Appleton","startTime":1091.49,"endTime":1095.9,"body":"central, global team, the number"},{"speaker":"Gaby Appleton","startTime":1095.9,"endTime":1099.62,"body":"one request we get from those"},{"speaker":"Gaby Appleton","startTime":1095.9,"endTime":1099.62,"body":"teams is, how can you help me"},{"speaker":"Gaby Appleton","startTime":1099.62,"endTime":1102.59,"body":"learn faster? Have you got best"},{"speaker":"Gaby Appleton","startTime":1099.62,"endTime":1102.59,"body":"practices from other business"},{"speaker":"Gaby Appleton","startTime":1102.59,"endTime":1105.95,"body":"units that I can learn from,"},{"speaker":"Gaby Appleton","startTime":1102.59,"endTime":1105.95,"body":"that you can share? How were"},{"speaker":"Gaby Appleton","startTime":1105.95,"endTime":1108.98,"body":"they thinking about delivering"},{"speaker":"Gaby Appleton","startTime":1105.95,"endTime":1108.98,"body":"this in this kind of show, on"},{"speaker":"Gaby Appleton","startTime":1109.01,"endTime":1112.13,"body":"that kind of thing? I think that"},{"speaker":"Gaby Appleton","startTime":1109.01,"endTime":1112.13,"body":"means the organisation has come"},{"speaker":"Gaby Appleton","startTime":1112.13,"endTime":1115.67,"body":"a long way in thinking about how"},{"speaker":"Gaby Appleton","startTime":1112.13,"endTime":1115.67,"body":"to deploy technology at shows."},{"speaker":"YS Chi","startTime":1117.08,"endTime":1120.23,"body":"On the other side of the"},{"speaker":"YS Chi","startTime":1117.08,"endTime":1120.23,"body":"coin, to put you on the spot,"},{"speaker":"YS Chi","startTime":1121.16,"endTime":1127.16,"body":"tell me about one or two"},{"speaker":"YS Chi","startTime":1121.16,"endTime":1127.16,"body":"disappointments or spectacular"},{"speaker":"YS Chi","startTime":1127.16,"endTime":1129.65,"body":"failures of something you tried."},{"speaker":"Brian Brittain","startTime":1131.69,"endTime":1135.44,"body":"Yes, that's the"},{"speaker":"Brian Brittain","startTime":1131.69,"endTime":1135.44,"body":"nature of the beast."},{"speaker":"YS Chi","startTime":1135.47,"endTime":1136.4,"body":"It has to be, no?"},{"speaker":"Brian Brittain","startTime":1136.4,"endTime":1140.06,"body":"It has to be."},{"speaker":"Brian Brittain","startTime":1136.4,"endTime":1140.06,"body":"You can't always succeed? It"},{"speaker":"Brian Brittain","startTime":1140.06,"endTime":1142.37,"body":"would be great if you could. But"},{"speaker":"Brian Brittain","startTime":1140.06,"endTime":1142.37,"body":"unfortunately, that's not life."},{"speaker":"Brian Brittain","startTime":1144.05,"endTime":1149.45,"body":"We follow the standard practices"},{"speaker":"Brian Brittain","startTime":1144.05,"endTime":1149.45,"body":"that everybody in RELX does,"},{"speaker":"Brian Brittain","startTime":1149.54,"endTime":1153.32,"body":"where we actually walk through"},{"speaker":"Brian Brittain","startTime":1149.54,"endTime":1153.32,"body":"and put guardrails in and make"},{"speaker":"Brian Brittain","startTime":1153.32,"endTime":1155.72,"body":"sure that we get to phase gates."},{"speaker":"Brian Brittain","startTime":1153.32,"endTime":1155.72,"body":"If something doesn't look right,"},{"speaker":"Brian Brittain","startTime":1155.72,"endTime":1159.53,"body":"then we shut it down, rather"},{"speaker":"Brian Brittain","startTime":1155.72,"endTime":1159.53,"body":"than spending a quantity of cash"},{"speaker":"Brian Brittain","startTime":1159.56,"endTime":1163.13,"body":"then turn around and just say"},{"speaker":"Brian Brittain","startTime":1159.56,"endTime":1163.13,"body":"this doesn't work. That's the"},{"speaker":"Brian Brittain","startTime":1163.13,"endTime":1167.75,"body":"mechanics we use. An example of"},{"speaker":"Brian Brittain","startTime":1163.13,"endTime":1167.75,"body":"one, we chased a marketplace,"},{"speaker":"Brian Brittain","startTime":1168.05,"endTime":1171.08,"body":"which I assume at some point"},{"speaker":"Brian Brittain","startTime":1168.05,"endTime":1171.08,"body":"we'll have a conversation about"},{"speaker":"Brian Brittain","startTime":1171.08,"endTime":1174.53,"body":"virtual as well, because that's"},{"speaker":"Brian Brittain","startTime":1171.08,"endTime":1174.53,"body":"a digital example that has not"},{"speaker":"Brian Brittain","startTime":1174.53,"endTime":1177.92,"body":"worked well in the industry. But"},{"speaker":"Brian Brittain","startTime":1174.53,"endTime":1177.92,"body":"we had this marketplace that we"},{"speaker":"Brian Brittain","startTime":1177.92,"endTime":1181.61,"body":"were absolutely convinced would"},{"speaker":"Brian Brittain","startTime":1177.92,"endTime":1181.61,"body":"work. Not only were we convinced"},{"speaker":"Brian Brittain","startTime":1181.61,"endTime":1184.97,"body":"it'll work, the event teams were"},{"speaker":"Brian Brittain","startTime":1181.61,"endTime":1184.97,"body":"convinced it'll work, the sector"},{"speaker":"Brian Brittain","startTime":1184.97,"endTime":1188.54,"body":"was convinced. They were doing"},{"speaker":"Brian Brittain","startTime":1184.97,"endTime":1188.54,"body":"articles about how this"},{"speaker":"Brian Brittain","startTime":1188.54,"endTime":1191.81,"body":"marketplace we were building"},{"speaker":"Brian Brittain","startTime":1188.54,"endTime":1191.81,"body":"would completely revolutionise"},{"speaker":"Brian Brittain","startTime":1192.14,"endTime":1195.14,"body":"the value exchange and, more"},{"speaker":"Brian Brittain","startTime":1192.14,"endTime":1195.14,"body":"importantly, the content that's"},{"speaker":"Brian Brittain","startTime":1195.14,"endTime":1198.77,"body":"produced, even for our"},{"speaker":"Brian Brittain","startTime":1195.14,"endTime":1198.77,"body":"televisions. We chased that"},{"speaker":"Brian Brittain","startTime":1198.86,"endTime":1202.61,"body":"quite literally for years."},{"speaker":"Brian Brittain","startTime":1198.86,"endTime":1202.61,"body":"Continued to adjust, continued"},{"speaker":"Brian Brittain","startTime":1202.61,"endTime":1204.98,"body":"to adjust, continued to adjust."},{"speaker":"Brian Brittain","startTime":1202.61,"endTime":1204.98,"body":"Some of our competitors are"},{"speaker":"Brian Brittain","startTime":1204.98,"endTime":1208.46,"body":"doing the exact same thing."},{"speaker":"Brian Brittain","startTime":1204.98,"endTime":1208.46,"body":"Unfortunately, it didn't work,"},{"speaker":"Brian Brittain","startTime":1208.94,"endTime":1213.05,"body":"and we found out later, really"},{"speaker":"Brian Brittain","startTime":1208.94,"endTime":1213.05,"body":"why it didn't work, because it"},{"speaker":"Brian Brittain","startTime":1213.05,"endTime":1215.57,"body":"didn't have the stickiness that"},{"speaker":"Brian Brittain","startTime":1213.05,"endTime":1215.57,"body":"you would need for a year round"},{"speaker":"Brian Brittain","startTime":1215.57,"endTime":1218.09,"body":"marketplace. That's really one"},{"speaker":"Brian Brittain","startTime":1215.57,"endTime":1218.09,"body":"of the challenges behind"},{"speaker":"Brian Brittain","startTime":1218.09,"endTime":1220.91,"body":"marketplaces, is you have to"},{"speaker":"Brian Brittain","startTime":1218.09,"endTime":1220.91,"body":"have a reason to come back over"},{"speaker":"Brian Brittain","startTime":1220.91,"endTime":1225.14,"body":"and over and over again. In that"},{"speaker":"Brian Brittain","startTime":1220.91,"endTime":1225.14,"body":"business, it's very cyclical in"},{"speaker":"Brian Brittain","startTime":1225.14,"endTime":1228.53,"body":"its nature. You're very"},{"speaker":"Brian Brittain","startTime":1225.14,"endTime":1228.53,"body":"interested two or three times a"},{"speaker":"Brian Brittain","startTime":1228.53,"endTime":1231.62,"body":"year. You're not necessarily"},{"speaker":"Brian Brittain","startTime":1228.53,"endTime":1231.62,"body":"interested on pick your famous,"},{"speaker":"Brian Brittain","startTime":1231.68,"endTime":1235.22,"body":"favorite e-commerce site, where"},{"speaker":"Brian Brittain","startTime":1231.68,"endTime":1235.22,"body":"you have boxes showing up at"},{"speaker":"Brian Brittain","startTime":1235.22,"endTime":1238.13,"body":"your house three or four times a"},{"speaker":"Brian Brittain","startTime":1235.22,"endTime":1238.13,"body":"week. It didn't have that level"},{"speaker":"Brian Brittain","startTime":1238.13,"endTime":1242.48,"body":"of stickiness. We have had some"},{"speaker":"Brian Brittain","startTime":1238.13,"endTime":1242.48,"body":"interesting failures where we"},{"speaker":"Brian Brittain","startTime":1242.48,"endTime":1245.03,"body":"learned a lot, we're able to"},{"speaker":"Brian Brittain","startTime":1242.48,"endTime":1245.03,"body":"take all of that and reapply it"},{"speaker":"Brian Brittain","startTime":1245.03,"endTime":1247.79,"body":"to other places. But didn't work"},{"speaker":"Brian Brittain","startTime":1245.03,"endTime":1247.79,"body":"out quite like we thought it"},{"speaker":"Brian Brittain","startTime":1247.79,"endTime":1248.09,"body":"would."},{"speaker":"Gaby Appleton","startTime":1249.32,"endTime":1251.36,"body":"We've had a few"},{"speaker":"Gaby Appleton","startTime":1249.32,"endTime":1251.36,"body":"experiments where we tested"},{"speaker":"Gaby Appleton","startTime":1251.36,"endTime":1256.01,"body":"virtual reality headsets at"},{"speaker":"Gaby Appleton","startTime":1251.36,"endTime":1256.01,"body":"shows, and I think that is a"},{"speaker":"Gaby Appleton","startTime":1256.01,"endTime":1259.91,"body":"combination of the technology is"},{"speaker":"Gaby Appleton","startTime":1256.01,"endTime":1259.91,"body":"still not quite there from a"},{"speaker":"Gaby Appleton","startTime":1259.91,"endTime":1263.18,"body":"usability perspective yet. So"},{"speaker":"Gaby Appleton","startTime":1259.91,"endTime":1263.18,"body":"people keep trying at events,"},{"speaker":"Gaby Appleton","startTime":1263.18,"endTime":1267.14,"body":"and it keeps not quite getting"},{"speaker":"Gaby Appleton","startTime":1263.18,"endTime":1267.14,"body":"there - that's one. In the"},{"speaker":"Gaby Appleton","startTime":1267.14,"endTime":1270.74,"body":"pandemic, we had an at show"},{"speaker":"Gaby Appleton","startTime":1267.14,"endTime":1270.74,"body":"product called 'exhibitor not"},{"speaker":"Gaby Appleton","startTime":1270.74,"endTime":1273.38,"body":"present,' where, for example, if"},{"speaker":"Gaby Appleton","startTime":1270.74,"endTime":1273.38,"body":"we were running a live show in"},{"speaker":"Gaby Appleton","startTime":1273.38,"endTime":1277.01,"body":"China that would normally have"},{"speaker":"Gaby Appleton","startTime":1273.38,"endTime":1277.01,"body":"japan, Japanese exhibitors who"},{"speaker":"Gaby Appleton","startTime":1277.01,"endTime":1279.77,"body":"couldn't travel to China, we"},{"speaker":"Gaby Appleton","startTime":1277.01,"endTime":1279.77,"body":"would literally put the"},{"speaker":"Gaby Appleton","startTime":1279.77,"endTime":1283.91,"body":"exhibitor on an iPad and show it"},{"speaker":"Gaby Appleton","startTime":1279.77,"endTime":1283.91,"body":"to, the visitor at the show. We"},{"speaker":"Gaby Appleton","startTime":1283.91,"endTime":1286.67,"body":"thought that would be a great"},{"speaker":"Gaby Appleton","startTime":1283.91,"endTime":1286.67,"body":"solution to the problem. Didn't"},{"speaker":"Gaby Appleton","startTime":1286.67,"endTime":1289.85,"body":"work at all. Turns out that"},{"speaker":"Gaby Appleton","startTime":1286.67,"endTime":1289.85,"body":"people really want the face to"},{"speaker":"Gaby Appleton","startTime":1289.85,"endTime":1293.24,"body":"face interaction, and would"},{"speaker":"Gaby Appleton","startTime":1289.85,"endTime":1293.24,"body":"prioritise that. Also, if you"},{"speaker":"Gaby Appleton","startTime":1293.24,"endTime":1296.96,"body":"connect someone over video, the"},{"speaker":"Gaby Appleton","startTime":1293.24,"endTime":1296.96,"body":"buyer, the visitor really"},{"speaker":"Gaby Appleton","startTime":1296.96,"endTime":1299.33,"body":"expects to see the product"},{"speaker":"Gaby Appleton","startTime":1296.96,"endTime":1299.33,"body":"specialist and not just the"},{"speaker":"Gaby Appleton","startTime":1299.33,"endTime":1302.66,"body":"sales persons. There's kind of"},{"speaker":"Gaby Appleton","startTime":1299.33,"endTime":1302.66,"body":"mismatches of expectations about"},{"speaker":"Gaby Appleton","startTime":1302.69,"endTime":1303.98,"body":"what those things would bring."},{"speaker":"YS Chi","startTime":1306.45,"endTime":1310.71,"body":"Obviously, we know the"},{"speaker":"YS Chi","startTime":1306.45,"endTime":1310.71,"body":"value of face to face as a"},{"speaker":"YS Chi","startTime":1310.8,"endTime":1316.08,"body":"company. So do our customers,"},{"speaker":"YS Chi","startTime":1310.8,"endTime":1316.08,"body":"especially post pandemic. At the"},{"speaker":"YS Chi","startTime":1316.08,"endTime":1319.95,"body":"same time, we know that things"},{"speaker":"YS Chi","startTime":1316.08,"endTime":1319.95,"body":"like webinars and digital"},{"speaker":"YS Chi","startTime":1319.95,"endTime":1325.86,"body":"meetings work. So where is the"},{"speaker":"YS Chi","startTime":1319.95,"endTime":1325.86,"body":"gap? Where's the bridge that's"},{"speaker":"YS Chi","startTime":1325.86,"endTime":1329.97,"body":"not there yet for virtual"},{"speaker":"YS Chi","startTime":1325.86,"endTime":1329.97,"body":"exhibition?"},{"speaker":"Brian Brittain","startTime":1330.32,"endTime":1333.98,"body":"Yeah, so"},{"speaker":"Brian Brittain","startTime":1330.32,"endTime":1333.98,"body":"interestingly enough, I'm not"},{"speaker":"Brian Brittain","startTime":1333.98,"endTime":1336.95,"body":"convinced there's actually a"},{"speaker":"Brian Brittain","startTime":1333.98,"endTime":1336.95,"body":"gap. I think it's just a miss."},{"speaker":"Brian Brittain","startTime":1337.58,"endTime":1341.51,"body":"To your point, webinars work"},{"speaker":"Brian Brittain","startTime":1337.58,"endTime":1341.51,"body":"very, very well. If you think"},{"speaker":"Brian Brittain","startTime":1341.51,"endTime":1344.18,"body":"about the mechanics of a"},{"speaker":"Brian Brittain","startTime":1341.51,"endTime":1344.18,"body":"webinar, forget the technology."},{"speaker":"Brian Brittain","startTime":1344.39,"endTime":1346.76,"body":"It's literally you have a"},{"speaker":"Brian Brittain","startTime":1344.39,"endTime":1346.76,"body":"product pitch, or you're trying"},{"speaker":"Brian Brittain","startTime":1346.76,"endTime":1350.6,"body":"to launch into another country"},{"speaker":"Brian Brittain","startTime":1346.76,"endTime":1350.6,"body":"and someone like us will figure"},{"speaker":"Brian Brittain","startTime":1350.6,"endTime":1354.5,"body":"out how to get key buyers that"},{"speaker":"Brian Brittain","startTime":1350.6,"endTime":1354.5,"body":"would help you ease into that"},{"speaker":"Brian Brittain","startTime":1354.5,"endTime":1359.0,"body":"new product or that new country."},{"speaker":"Brian Brittain","startTime":1354.5,"endTime":1359.0,"body":"But it's timed, right? You're"},{"speaker":"Brian Brittain","startTime":1359.0,"endTime":1362.33,"body":"there for literally 30 minutes"},{"speaker":"Brian Brittain","startTime":1359.0,"endTime":1362.33,"body":"or 45 minutes, you know why"},{"speaker":"Brian Brittain","startTime":1362.33,"endTime":1365.96,"body":"you're pitching as an exhibitor."},{"speaker":"Brian Brittain","startTime":1362.33,"endTime":1365.96,"body":"The visitors knows exactly why"},{"speaker":"Brian Brittain","startTime":1365.96,"endTime":1371.3,"body":"he's on the call. When you talk"},{"speaker":"Brian Brittain","startTime":1365.96,"endTime":1371.3,"body":"about a virtual event, the"},{"speaker":"Brian Brittain","startTime":1371.3,"endTime":1375.11,"body":"attendee is going to dedicate"},{"speaker":"Brian Brittain","startTime":1371.3,"endTime":1375.11,"body":"somewhere in the neighborhood of"},{"speaker":"Brian Brittain","startTime":1375.14,"endTime":1380.33,"body":"two days online on their"},{"speaker":"Brian Brittain","startTime":1375.14,"endTime":1380.33,"body":"computer. I think we all get a"},{"speaker":"Brian Brittain","startTime":1380.33,"endTime":1380.93,"body":"little tired..."},{"speaker":"YS Chi","startTime":1380.93,"endTime":1382.01,"body":"No, I don't think so."},{"speaker":"Brian Brittain","startTime":1383.02,"endTime":1384.52,"body":"...Zoom and"},{"speaker":"Brian Brittain","startTime":1383.02,"endTime":1384.52,"body":"Teams and the rest. We all get a"},{"speaker":"Brian Brittain","startTime":1384.52,"endTime":1388.75,"body":"little tired. We get"},{"speaker":"Brian Brittain","startTime":1384.52,"endTime":1388.75,"body":"tired.There's problem number"},{"speaker":"Brian Brittain","startTime":1388.75,"endTime":1392.32,"body":"one. Problem number two is the"},{"speaker":"Brian Brittain","startTime":1388.75,"endTime":1392.32,"body":"face to face peice of it, is"},{"speaker":"Brian Brittain","startTime":1392.32,"endTime":1395.11,"body":"literally the important part."},{"speaker":"Brian Brittain","startTime":1392.32,"endTime":1395.11,"body":"You're there to be inspired."},{"speaker":"Brian Brittain","startTime":1395.47,"endTime":1398.26,"body":"You're there to build that"},{"speaker":"Brian Brittain","startTime":1395.47,"endTime":1398.26,"body":"connection between two people"},{"speaker":"Brian Brittain","startTime":1398.44,"endTime":1401.89,"body":"that says, I want to do business"},{"speaker":"Brian Brittain","startTime":1398.44,"endTime":1401.89,"body":"with YS. I want to do business"},{"speaker":"Brian Brittain","startTime":1401.89,"endTime":1405.13,"body":"with Gaby, and you want to find"},{"speaker":"Brian Brittain","startTime":1401.89,"endTime":1405.13,"body":"out more and to follow up."},{"speaker":"Brian Brittain","startTime":1405.22,"endTime":1408.58,"body":"Again, something that you really"},{"speaker":"Brian Brittain","startTime":1405.22,"endTime":1408.58,"body":"can't do virtually. You can have"},{"speaker":"Brian Brittain","startTime":1408.58,"endTime":1411.46,"body":"a one on one if I know exactly"},{"speaker":"Brian Brittain","startTime":1408.58,"endTime":1411.46,"body":"who I need to talk to in this"},{"speaker":"Brian Brittain","startTime":1411.46,"endTime":1414.85,"body":"company. But it isn't"},{"speaker":"Brian Brittain","startTime":1411.46,"endTime":1414.85,"body":"necessarily works that well."},{"speaker":"Brian Brittain","startTime":1415.06,"endTime":1419.56,"body":"Gaby brought up earlier the"},{"speaker":"Brian Brittain","startTime":1415.06,"endTime":1419.56,"body":"example of, we thought"},{"speaker":"Brian Brittain","startTime":1419.62,"endTime":1424.21,"body":"'exhibitor not present' would be"},{"speaker":"Brian Brittain","startTime":1419.62,"endTime":1424.21,"body":"a brilliant solution. But"},{"speaker":"Brian Brittain","startTime":1424.21,"endTime":1427.54,"body":"interestingly enough, in that"},{"speaker":"Brian Brittain","startTime":1424.21,"endTime":1427.54,"body":"world, there is a complete"},{"speaker":"Brian Brittain","startTime":1427.54,"endTime":1431.98,"body":"mismatch of... no, no. I want to"},{"speaker":"Brian Brittain","startTime":1427.54,"endTime":1431.98,"body":"talk to the product expert. I"},{"speaker":"Brian Brittain","startTime":1431.98,"endTime":1435.88,"body":"want to talk to the engineer."},{"speaker":"Brian Brittain","startTime":1431.98,"endTime":1435.88,"body":"Not all companies want their"},{"speaker":"Brian Brittain","startTime":1435.88,"endTime":1440.68,"body":"engineers in front of their"},{"speaker":"Brian Brittain","startTime":1435.88,"endTime":1440.68,"body":"customers. There's multiple"},{"speaker":"Brian Brittain","startTime":1441.25,"endTime":1445.36,"body":"challenges in that space. Will"},{"speaker":"Brian Brittain","startTime":1441.25,"endTime":1445.36,"body":"we ever get to a true virtual"},{"speaker":"Brian Brittain","startTime":1445.87,"endTime":1450.67,"body":"exhibition? I'm not sure, but I"},{"speaker":"Brian Brittain","startTime":1445.87,"endTime":1450.67,"body":"do know that our products can"},{"speaker":"Brian Brittain","startTime":1450.67,"endTime":1454.06,"body":"actually enhance the exhibitions"},{"speaker":"Brian Brittain","startTime":1450.67,"endTime":1454.06,"body":"that we have, and that does make"},{"speaker":"Brian Brittain","startTime":1454.06,"endTime":1454.48,"body":"a big difference."},{"speaker":"YS Chi","startTime":1454.48,"endTime":1454.78,"body":"Yes."},{"speaker":"Gaby Appleton","startTime":1455.11,"endTime":1457.39,"body":"I would just add"},{"speaker":"Gaby Appleton","startTime":1455.11,"endTime":1457.39,"body":"one thing, which is, at RX, we"},{"speaker":"Gaby Appleton","startTime":1457.39,"endTime":1460.48,"body":"talk a lot about the magic of"},{"speaker":"Gaby Appleton","startTime":1457.39,"endTime":1460.48,"body":"the event. The buzz, the"},{"speaker":"Gaby Appleton","startTime":1460.48,"endTime":1464.26,"body":"excitement and particularly for"},{"speaker":"Gaby Appleton","startTime":1460.48,"endTime":1464.26,"body":"the visitor, there's something"},{"speaker":"Gaby Appleton","startTime":1464.26,"endTime":1468.04,"body":"really amazing about taking two"},{"speaker":"Gaby Appleton","startTime":1464.26,"endTime":1468.04,"body":"days out of your office life and"},{"speaker":"Gaby Appleton","startTime":1468.04,"endTime":1468.49,"body":"all of your..."},{"speaker":"YS Chi","startTime":1468.49,"endTime":1468.97,"body":"I can attest to that."},{"speaker":"Gaby Appleton","startTime":1469.27,"endTime":1472.06,"body":"...emails and"},{"speaker":"Gaby Appleton","startTime":1469.27,"endTime":1472.06,"body":"regular meetings and going and"},{"speaker":"Gaby Appleton","startTime":1472.06,"endTime":1474.97,"body":"learning something new, talking"},{"speaker":"Gaby Appleton","startTime":1472.06,"endTime":1474.97,"body":"to people you haven't seen for a"},{"speaker":"Gaby Appleton","startTime":1474.97,"endTime":1478.87,"body":"while, reconnecting, seeing"},{"speaker":"Gaby Appleton","startTime":1474.97,"endTime":1478.87,"body":"other people's latest products,"},{"speaker":"Gaby Appleton","startTime":1478.96,"endTime":1483.19,"body":"and it's really hard to recreate"},{"speaker":"Gaby Appleton","startTime":1478.96,"endTime":1483.19,"body":"that focus and buzz online."},{"speaker":"YS Chi","startTime":1483.81,"endTime":1487.62,"body":"It is. There are a few"},{"speaker":"YS Chi","startTime":1483.81,"endTime":1487.62,"body":"shows that I go to every year,"},{"speaker":"YS Chi","startTime":1487.62,"endTime":1491.37,"body":"or at least every other year,"},{"speaker":"YS Chi","startTime":1487.62,"endTime":1491.37,"body":"that has to be on my calendar"},{"speaker":"YS Chi","startTime":1491.37,"endTime":1498.45,"body":"because it's actually a point of"},{"speaker":"YS Chi","startTime":1491.37,"endTime":1498.45,"body":"energy builder around that. I"},{"speaker":"YS Chi","startTime":1498.45,"endTime":1503.58,"body":"can see that. It is, in this"},{"speaker":"YS Chi","startTime":1498.45,"endTime":1503.58,"body":"conversation, it's clear that we"},{"speaker":"YS Chi","startTime":1503.58,"endTime":1507.21,"body":"are trying to make one plus one"},{"speaker":"YS Chi","startTime":1503.58,"endTime":1507.21,"body":"equal three. It's not that we"},{"speaker":"YS Chi","startTime":1507.21,"endTime":1510.45,"body":"have to stick with just the"},{"speaker":"YS Chi","startTime":1507.21,"endTime":1510.45,"body":"person in person or just the"},{"speaker":"YS Chi","startTime":1510.45,"endTime":1514.65,"body":"digital. By adding digital to in"},{"speaker":"YS Chi","startTime":1510.45,"endTime":1514.65,"body":"person, we want to make third"},{"speaker":"YS Chi","startTime":1515.07,"endTime":1523.53,"body":"leg work. Two questions, so you"},{"speaker":"YS Chi","startTime":1515.07,"endTime":1523.53,"body":"can both answer them, or you can"},{"speaker":"YS Chi","startTime":1523.56,"endTime":1529.77,"body":"answer them, you know, one each."},{"speaker":"YS Chi","startTime":1523.56,"endTime":1529.77,"body":"How far do you see this digital"},{"speaker":"YS Chi","startTime":1530.49,"endTime":1537.12,"body":"experience being able to enhance"},{"speaker":"YS Chi","startTime":1530.49,"endTime":1537.12,"body":"our in person experience? Just"},{"speaker":"YS Chi","startTime":1537.15,"endTime":1541.68,"body":"how far do you imagine being"},{"speaker":"YS Chi","startTime":1537.15,"endTime":1541.68,"body":"able to take it. Obviously,"},{"speaker":"YS Chi","startTime":1541.68,"endTime":1544.8,"body":"Brian, according to you, it's"},{"speaker":"YS Chi","startTime":1541.68,"endTime":1544.8,"body":"not all the way to replace."},{"speaker":"YS Chi","startTime":1546.51,"endTime":1551.79,"body":"That's my first question. The"},{"speaker":"YS Chi","startTime":1546.51,"endTime":1551.79,"body":"second question is, is there a"},{"speaker":"YS Chi","startTime":1551.79,"endTime":1557.76,"body":"visible return to us for this"},{"speaker":"YS Chi","startTime":1551.79,"endTime":1557.76,"body":"investment in technology?"},{"speaker":"YS Chi","startTime":1557.79,"endTime":1558.63,"body":"Because it's not cheap."},{"speaker":"Brian Brittain","startTime":1559.83,"endTime":1561.12,"body":"Gaby why don't"},{"speaker":"Brian Brittain","startTime":1559.83,"endTime":1561.12,"body":"you take the first, I'll take"},{"speaker":"Brian Brittain","startTime":1561.12,"endTime":1561.45,"body":"the second."},{"speaker":"Gaby Appleton","startTime":1564.84,"endTime":1568.02,"body":"How far does"},{"speaker":"Gaby Appleton","startTime":1564.84,"endTime":1568.02,"body":"technology go? If you go to a"},{"speaker":"Gaby Appleton","startTime":1568.02,"endTime":1571.98,"body":"trade show, everybody is walking"},{"speaker":"Gaby Appleton","startTime":1568.02,"endTime":1571.98,"body":"around with their mobile phone"},{"speaker":"Gaby Appleton","startTime":1572.01,"endTime":1575.76,"body":"in their hand anyway, all the"},{"speaker":"Gaby Appleton","startTime":1572.01,"endTime":1575.76,"body":"time. Technology is already"},{"speaker":"Gaby Appleton","startTime":1575.76,"endTime":1579.84,"body":"infused into every aspect of the"},{"speaker":"Gaby Appleton","startTime":1575.76,"endTime":1579.84,"body":"show. What I see from our side"},{"speaker":"Gaby Appleton","startTime":1579.84,"endTime":1583.38,"body":"is on the visitor experience, we"},{"speaker":"Gaby Appleton","startTime":1579.84,"endTime":1583.38,"body":"can certainly make that a lot"},{"speaker":"Gaby Appleton","startTime":1583.38,"endTime":1585.66,"body":"better and a lot more"},{"speaker":"Gaby Appleton","startTime":1583.38,"endTime":1585.66,"body":"productive. I think we've done"},{"speaker":"Gaby Appleton","startTime":1585.66,"endTime":1588.84,"body":"quite a good job for exhibitors"},{"speaker":"Gaby Appleton","startTime":1585.66,"endTime":1588.84,"body":"so far at helping them collect"},{"speaker":"Gaby Appleton","startTime":1588.87,"endTime":1592.92,"body":"leads, and we'll continue to"},{"speaker":"Gaby Appleton","startTime":1588.87,"endTime":1592.92,"body":"work on that. Exhibitors ask us,"},{"speaker":"Gaby Appleton","startTime":1593.13,"endTime":1595.59,"body":"okay, I've got these leads. Can"},{"speaker":"Gaby Appleton","startTime":1593.13,"endTime":1595.59,"body":"you tell me a bit more about"},{"speaker":"Gaby Appleton","startTime":1595.59,"endTime":1598.77,"body":"them? How big is their company?"},{"speaker":"Gaby Appleton","startTime":1595.59,"endTime":1598.77,"body":"Is their company doing deals at"},{"speaker":"Gaby Appleton","startTime":1598.77,"endTime":1601.62,"body":"the moment? Those kinds of"},{"speaker":"Gaby Appleton","startTime":1598.77,"endTime":1601.62,"body":"questions. We're really"},{"speaker":"Gaby Appleton","startTime":1601.62,"endTime":1604.65,"body":"interested in taking that one"},{"speaker":"Gaby Appleton","startTime":1601.62,"endTime":1604.65,"body":"step further beyond collecting"},{"speaker":"Gaby Appleton","startTime":1604.65,"endTime":1607.98,"body":"leads to help exhibitors"},{"speaker":"Gaby Appleton","startTime":1604.65,"endTime":1607.98,"body":"understand their leads better."},{"speaker":"Gaby Appleton","startTime":1608.01,"endTime":1612.69,"body":"That's one. The second is on the"},{"speaker":"Gaby Appleton","startTime":1608.01,"endTime":1612.69,"body":"visitor side. If I'm the person"},{"speaker":"Gaby Appleton","startTime":1612.69,"endTime":1616.02,"body":"on the plane planning my show on"},{"speaker":"Gaby Appleton","startTime":1612.69,"endTime":1616.02,"body":"the back of my airplane boarding"},{"speaker":"Gaby Appleton","startTime":1616.02,"endTime":1619.74,"body":"pass, I might need some help"},{"speaker":"Gaby Appleton","startTime":1616.02,"endTime":1619.74,"body":"being more efficient navigating"},{"speaker":"Gaby Appleton","startTime":1619.74,"endTime":1623.16,"body":"that show, and we can do, I"},{"speaker":"Gaby Appleton","startTime":1619.74,"endTime":1623.16,"body":"think, much more using the"},{"speaker":"Gaby Appleton","startTime":1623.28,"endTime":1626.7,"body":"smartphone that is in everyone's"},{"speaker":"Gaby Appleton","startTime":1623.28,"endTime":1626.7,"body":"hands to do that and make it an"},{"speaker":"Gaby Appleton","startTime":1626.7,"endTime":1630.63,"body":"easier experience. That will"},{"speaker":"Gaby Appleton","startTime":1626.7,"endTime":1630.63,"body":"also give us data about what"},{"speaker":"Gaby Appleton","startTime":1630.63,"endTime":1633.12,"body":"those people are doing at the"},{"speaker":"Gaby Appleton","startTime":1630.63,"endTime":1633.12,"body":"show, who, where they're going,"},{"speaker":"Gaby Appleton","startTime":1633.12,"endTime":1636.18,"body":"who they're interested in, what"},{"speaker":"Gaby Appleton","startTime":1633.12,"endTime":1636.18,"body":"seminars they attended, and that"},{"speaker":"Gaby Appleton","startTime":1636.18,"endTime":1639.06,"body":"helps us as an organisation to"},{"speaker":"Gaby Appleton","startTime":1636.18,"endTime":1639.06,"body":"make sure the show is really"},{"speaker":"Gaby Appleton","startTime":1639.06,"endTime":1642.51,"body":"targeted appropriately to the"},{"speaker":"Gaby Appleton","startTime":1639.06,"endTime":1642.51,"body":"people who are there. That's"},{"speaker":"Gaby Appleton","startTime":1642.51,"endTime":1645.12,"body":"kind of what I get excited about"},{"speaker":"Gaby Appleton","startTime":1642.51,"endTime":1645.12,"body":"working on in the next couple of"},{"speaker":"Gaby Appleton","startTime":1645.12,"endTime":1645.39,"body":"years."},{"speaker":"YS Chi","startTime":1645.44,"endTime":1645.92,"body":"Thank you."},{"speaker":"Brian Brittain","startTime":1646.68,"endTime":1649.05,"body":"And your second"},{"speaker":"Brian Brittain","startTime":1646.68,"endTime":1649.05,"body":"question, how do we measure,"},{"speaker":"Brian Brittain","startTime":1649.2,"endTime":1653.61,"body":"basically, return on investment"},{"speaker":"Brian Brittain","startTime":1649.2,"endTime":1653.61,"body":"or return on spend? That's one"},{"speaker":"Brian Brittain","startTime":1653.61,"endTime":1656.94,"body":"of the massive advantages that"},{"speaker":"Brian Brittain","startTime":1653.61,"endTime":1656.94,"body":"we have as RX, because we're on"},{"speaker":"Brian Brittain","startTime":1656.94,"endTime":1659.64,"body":"a single set of platforms,"},{"speaker":"Brian Brittain","startTime":1656.94,"endTime":1659.64,"body":"because we're rolling out"},{"speaker":"Brian Brittain","startTime":1659.64,"endTime":1664.83,"body":"specific digital solutions, but"},{"speaker":"Brian Brittain","startTime":1659.64,"endTime":1664.83,"body":"we're doing it globally. It lets"},{"speaker":"Brian Brittain","startTime":1664.83,"endTime":1667.62,"body":"us scale. We don't have to"},{"speaker":"Brian Brittain","startTime":1664.83,"endTime":1667.62,"body":"reinvent the wheel over and over"},{"speaker":"Brian Brittain","startTime":1667.62,"endTime":1670.65,"body":"and over again. If you look at"},{"speaker":"Brian Brittain","startTime":1667.62,"endTime":1670.65,"body":"the industry as a whole, that's"},{"speaker":"Brian Brittain","startTime":1670.65,"endTime":1674.49,"body":"a challenge for most folks in"},{"speaker":"Brian Brittain","startTime":1670.65,"endTime":1674.49,"body":"the industry. It is literally"},{"speaker":"Brian Brittain","startTime":1674.49,"endTime":1678.18,"body":"solutions for this event or for"},{"speaker":"Brian Brittain","startTime":1674.49,"endTime":1678.18,"body":"this cluster of events, which"},{"speaker":"Brian Brittain","startTime":1678.18,"endTime":1682.47,"body":"makes it really hard to share"},{"speaker":"Brian Brittain","startTime":1678.18,"endTime":1682.47,"body":"data around. You have to use"},{"speaker":"Brian Brittain","startTime":1682.47,"endTime":1686.67,"body":"some technology that is hard to"},{"speaker":"Brian Brittain","startTime":1682.47,"endTime":1686.67,"body":"reconcile and doesn't"},{"speaker":"Brian Brittain","startTime":1686.67,"endTime":1690.54,"body":"necessarily benefit you that"},{"speaker":"Brian Brittain","startTime":1686.67,"endTime":1690.54,"body":"much, but you can kind of make"},{"speaker":"Brian Brittain","startTime":1690.54,"endTime":1696.12,"body":"it work. We achieve our scale"},{"speaker":"Brian Brittain","startTime":1690.54,"endTime":1696.12,"body":"and we can roll out to 253"},{"speaker":"Brian Brittain","startTime":1696.18,"endTime":1699.69,"body":"shows. That's a very different"},{"speaker":"Brian Brittain","startTime":1696.18,"endTime":1699.69,"body":"model, a very different style."},{"speaker":"Brian Brittain","startTime":1699.99,"endTime":1704.79,"body":"We can take the best of"},{"speaker":"Brian Brittain","startTime":1699.99,"endTime":1704.79,"body":"capabilities of every event as"},{"speaker":"Brian Brittain","startTime":1704.79,"endTime":1707.73,"body":"we roll out and modify and every"},{"speaker":"Brian Brittain","startTime":1704.79,"endTime":1707.73,"body":"other event automatically gets"},{"speaker":"Brian Brittain","startTime":1707.73,"endTime":1712.17,"body":"it. That's how you get return."},{"speaker":"Brian Brittain","startTime":1707.73,"endTime":1712.17,"body":"You don't have to do it over and"},{"speaker":"Brian Brittain","startTime":1712.17,"endTime":1714.21,"body":"over and over again. You"},{"speaker":"Brian Brittain","startTime":1712.17,"endTime":1714.21,"body":"leverage what you have."},{"speaker":"YS Chi","startTime":1714.9,"endTime":1719.79,"body":"We cannot have a talk"},{"speaker":"YS Chi","startTime":1714.9,"endTime":1719.79,"body":"about digital solution without"},{"speaker":"YS Chi","startTime":1719.79,"endTime":1725.19,"body":"talking about the buzz word of"},{"speaker":"YS Chi","startTime":1719.79,"endTime":1725.19,"body":"the past two years. AI, my"},{"speaker":"YS Chi","startTime":1725.19,"endTime":1733.29,"body":"goodness. How do you embed AI,"},{"speaker":"YS Chi","startTime":1725.19,"endTime":1733.29,"body":"particularly Gen AI, into what"},{"speaker":"YS Chi","startTime":1733.62,"endTime":1737.4,"body":"RX is trying to develop for the"},{"speaker":"YS Chi","startTime":1733.62,"endTime":1737.4,"body":"customer experience?"},{"speaker":"Brian Brittain","startTime":1739.79,"endTime":1743.39,"body":"Any of the AI"},{"speaker":"Brian Brittain","startTime":1739.79,"endTime":1743.39,"body":"techniques, including Gen AI is"},{"speaker":"Brian Brittain","startTime":1743.39,"endTime":1746.0,"body":"something that we always look"},{"speaker":"Brian Brittain","startTime":1743.39,"endTime":1746.0,"body":"at. Again, we look at from the"},{"speaker":"Brian Brittain","startTime":1746.12,"endTime":1748.61,"body":"what problem are we trying to"},{"speaker":"Brian Brittain","startTime":1746.12,"endTime":1748.61,"body":"solve first, before we actually"},{"speaker":"Brian Brittain","startTime":1748.61,"endTime":1752.9,"body":"look at the technology to apply."},{"speaker":"Brian Brittain","startTime":1748.61,"endTime":1752.9,"body":"We do have a small R\u0026D team that"},{"speaker":"Brian Brittain","startTime":1752.9,"endTime":1755.66,"body":"looks at just the technology to"},{"speaker":"Brian Brittain","startTime":1752.9,"endTime":1755.66,"body":"see how we could apply that"},{"speaker":"Brian Brittain","startTime":1755.66,"endTime":1758.27,"body":"specific piece of tech, but it's"},{"speaker":"Brian Brittain","startTime":1755.66,"endTime":1758.27,"body":"almost always starts with"},{"speaker":"Brian Brittain","startTime":1758.27,"endTime":1763.97,"body":"customer first. AI has been"},{"speaker":"Brian Brittain","startTime":1758.27,"endTime":1763.97,"body":"interesting because we can see"},{"speaker":"Brian Brittain","startTime":1763.97,"endTime":1766.73,"body":"the the areas that it works"},{"speaker":"Brian Brittain","startTime":1763.97,"endTime":1766.73,"body":"quite well, and we can see the"},{"speaker":"Brian Brittain","startTime":1766.73,"endTime":1770.9,"body":"areas where it doesn't quite get"},{"speaker":"Brian Brittain","startTime":1766.73,"endTime":1770.9,"body":"there, and we've all experienced"},{"speaker":"Brian Brittain","startTime":1771.14,"endTime":1776.96,"body":"it. My always dead indicator"},{"speaker":"Brian Brittain","startTime":1771.14,"endTime":1776.96,"body":"that I use is, why do we still"},{"speaker":"Brian Brittain","startTime":1776.96,"endTime":1778.64,"body":"have keyboards on our laptops?"},{"speaker":"YS Chi","startTime":1779.65,"endTime":1779.95,"body":"Yeah."},{"speaker":"Brian Brittain","startTime":1780.31,"endTime":1783.01,"body":"Speech, voice"},{"speaker":"Brian Brittain","startTime":1780.31,"endTime":1783.01,"body":"recognition should be just an"},{"speaker":"Brian Brittain","startTime":1783.01,"endTime":1787.45,"body":"automatic and yet we still all"},{"speaker":"Brian Brittain","startTime":1783.01,"endTime":1787.45,"body":"have keyboards. It's not a"},{"speaker":"Brian Brittain","startTime":1787.45,"endTime":1791.68,"body":"panacea. I think the flip side,"},{"speaker":"Brian Brittain","startTime":1787.45,"endTime":1791.68,"body":"though, is it will change, and"},{"speaker":"Brian Brittain","startTime":1791.68,"endTime":1796.78,"body":"continues to change how our"},{"speaker":"Brian Brittain","startTime":1791.68,"endTime":1796.78,"body":"lives work, and it will. There's"},{"speaker":"Brian Brittain","startTime":1796.78,"endTime":1799.78,"body":"no doubt about that. New"},{"speaker":"Brian Brittain","startTime":1796.78,"endTime":1799.78,"body":"technologies will always do"},{"speaker":"Brian Brittain","startTime":1799.78,"endTime":1803.35,"body":"that. The iPhone, sorry, the"},{"speaker":"Brian Brittain","startTime":1799.78,"endTime":1803.35,"body":"iPhone, Android, pick your"},{"speaker":"Brian Brittain","startTime":1803.35,"endTime":1807.88,"body":"favorite. That has made dramatic"},{"speaker":"Brian Brittain","startTime":1803.35,"endTime":1807.88,"body":"differences in our daily lives."},{"speaker":"Brian Brittain","startTime":1808.12,"endTime":1810.61,"body":"When mobile phones came out,"},{"speaker":"Brian Brittain","startTime":1808.12,"endTime":1810.61,"body":"that wasn't the first thought."},{"speaker":"Brian Brittain","startTime":1811.24,"endTime":1814.69,"body":"It wasn't really thought of that"},{"speaker":"Brian Brittain","startTime":1811.24,"endTime":1814.69,"body":"way. New technology, whatever it"},{"speaker":"Brian Brittain","startTime":1814.69,"endTime":1818.53,"body":"happens to be, AI or otherwise,"},{"speaker":"Brian Brittain","startTime":1814.69,"endTime":1818.53,"body":"will always make a difference,"},{"speaker":"Brian Brittain","startTime":1818.53,"endTime":1820.84,"body":"and it's up to us to figure out"},{"speaker":"Brian Brittain","startTime":1818.53,"endTime":1820.84,"body":"how to leverage it to solve our"},{"speaker":"Brian Brittain","startTime":1820.84,"endTime":1825.07,"body":"customer problems. Since you"},{"speaker":"Brian Brittain","startTime":1820.84,"endTime":1825.07,"body":"asked specifically about Gen AI,"},{"speaker":"Brian Brittain","startTime":1825.97,"endTime":1829.21,"body":"which has been two years, and"},{"speaker":"Brian Brittain","startTime":1825.97,"endTime":1829.21,"body":"everyone has been talking about"},{"speaker":"Brian Brittain","startTime":1829.21,"endTime":1833.32,"body":"it. We have been doing R\u0026D and"},{"speaker":"Brian Brittain","startTime":1829.21,"endTime":1833.32,"body":"it has unlocked some rather"},{"speaker":"Brian Brittain","startTime":1833.32,"endTime":1836.71,"body":"interesting customer behaviour"},{"speaker":"Brian Brittain","startTime":1833.32,"endTime":1836.71,"body":"that we did not expect. Even"},{"speaker":"Brian Brittain","startTime":1836.71,"endTime":1841.39,"body":"being in the industry for"},{"speaker":"Brian Brittain","startTime":1836.71,"endTime":1841.39,"body":"literally decades, where your"},{"speaker":"Brian Brittain","startTime":1841.39,"endTime":1845.92,"body":"next set of recommendations that"},{"speaker":"Brian Brittain","startTime":1841.39,"endTime":1845.92,"body":"could come down. People assumed"},{"speaker":"Brian Brittain","startTime":1845.95,"endTime":1849.22,"body":"that they knew how to do"},{"speaker":"Brian Brittain","startTime":1845.95,"endTime":1849.22,"body":"recommendations. Interestingly"},{"speaker":"Brian Brittain","startTime":1849.22,"endTime":1851.95,"body":"enough, when you look at a"},{"speaker":"Brian Brittain","startTime":1849.22,"endTime":1851.95,"body":"massive data set and you apply"},{"speaker":"Brian Brittain","startTime":1851.98,"endTime":1855.07,"body":"some of the AI techniques on it,"},{"speaker":"Brian Brittain","startTime":1851.98,"endTime":1855.07,"body":"you actually end up with a"},{"speaker":"Brian Brittain","startTime":1855.07,"endTime":1857.77,"body":"different way to do"},{"speaker":"Brian Brittain","startTime":1855.07,"endTime":1857.77,"body":"recommendations, which is kind"},{"speaker":"Brian Brittain","startTime":1857.77,"endTime":1860.89,"body":"of core to what we do and what"},{"speaker":"Brian Brittain","startTime":1857.77,"endTime":1860.89,"body":"we're building into our new"},{"speaker":"Brian Brittain","startTime":1860.89,"endTime":1865.06,"body":"suite of products that are"},{"speaker":"Brian Brittain","startTime":1860.89,"endTime":1865.06,"body":"coming out this year. That's one"},{"speaker":"Brian Brittain","startTime":1865.06,"endTime":1868.3,"body":"example of. But again, it comes"},{"speaker":"Brian Brittain","startTime":1865.06,"endTime":1868.3,"body":"back down to what's the problem?"},{"speaker":"Brian Brittain","startTime":1868.36,"endTime":1871.45,"body":"The problem is we need better"},{"speaker":"Brian Brittain","startTime":1868.36,"endTime":1871.45,"body":"recommendations, more of them,"},{"speaker":"Brian Brittain","startTime":1871.45,"endTime":1875.08,"body":"so you have a better outcome."},{"speaker":"Brian Brittain","startTime":1871.45,"endTime":1875.08,"body":"Brilliant. What techniques do we"},{"speaker":"Brian Brittain","startTime":1875.08,"endTime":1878.95,"body":"want to use? That one happens to"},{"speaker":"Brian Brittain","startTime":1875.08,"endTime":1878.95,"body":"be one that works along with"},{"speaker":"Brian Brittain","startTime":1878.95,"endTime":1880.36,"body":"some coaching in other areas."},{"speaker":"Gaby Appleton","startTime":1881.29,"endTime":1883.45,"body":"Yeah, and we're"},{"speaker":"Gaby Appleton","startTime":1881.29,"endTime":1883.45,"body":"starting to experiment with"},{"speaker":"Gaby Appleton","startTime":1883.45,"endTime":1886.84,"body":"things like, one of the things"},{"speaker":"Gaby Appleton","startTime":1883.45,"endTime":1886.84,"body":"that exhibitors find difficult"},{"speaker":"Gaby Appleton","startTime":1886.84,"endTime":1889.51,"body":"is to write good descriptions of"},{"speaker":"Gaby Appleton","startTime":1886.84,"endTime":1889.51,"body":"their companies, and what they"},{"speaker":"Gaby Appleton","startTime":1889.51,"endTime":1892.42,"body":"do. Starting from a blank sheet"},{"speaker":"Gaby Appleton","startTime":1889.51,"endTime":1892.42,"body":"of paper is just quite hard."},{"speaker":"Gaby Appleton","startTime":1893.11,"endTime":1896.83,"body":"We've been testing, can the AI"},{"speaker":"Gaby Appleton","startTime":1893.11,"endTime":1896.83,"body":"write starting point"},{"speaker":"Gaby Appleton","startTime":1896.86,"endTime":1901.57,"body":"descriptions that the exhibitors"},{"speaker":"Gaby Appleton","startTime":1896.86,"endTime":1901.57,"body":"then can modify and add to. We"},{"speaker":"Gaby Appleton","startTime":1901.57,"endTime":1905.77,"body":"found that leads to slightly"},{"speaker":"Gaby Appleton","startTime":1901.57,"endTime":1905.77,"body":"longer company descriptions"},{"speaker":"Gaby Appleton","startTime":1905.77,"endTime":1909.34,"body":"being produced, which tend to"},{"speaker":"Gaby Appleton","startTime":1905.77,"endTime":1909.34,"body":"get more viewer and visitor"},{"speaker":"Gaby Appleton","startTime":1909.34,"endTime":1912.85,"body":"engagement, which then might"},{"speaker":"Gaby Appleton","startTime":1909.34,"endTime":1912.85,"body":"lead to a few more conversations"},{"speaker":"Gaby Appleton","startTime":1912.85,"endTime":1915.49,"body":"and a few more leads for the"},{"speaker":"Gaby Appleton","startTime":1912.85,"endTime":1915.49,"body":"exhibitor. So sometimes it's"},{"speaker":"Gaby Appleton","startTime":1915.49,"endTime":1918.88,"body":"like the one and two steps on"},{"speaker":"Gaby Appleton","startTime":1915.49,"endTime":1918.88,"body":"from from AI as a prompt, where"},{"speaker":"Gaby Appleton","startTime":1918.88,"endTime":1919.81,"body":"the value can be."},{"speaker":"YS Chi","startTime":1920.47,"endTime":1922.66,"body":"Interesting. I think"},{"speaker":"YS Chi","startTime":1920.47,"endTime":1922.66,"body":"there's going to be a lot more"},{"speaker":"YS Chi","startTime":1922.66,"endTime":1925.0,"body":"to come in this area. Clearly,"},{"speaker":"YS Chi","startTime":1922.66,"endTime":1925.0,"body":"we are learning today in this"},{"speaker":"YS Chi","startTime":1926.59,"endTime":1933.04,"body":"conversation that the tools are"},{"speaker":"YS Chi","startTime":1926.59,"endTime":1933.04,"body":"indeed important, but so is data"},{"speaker":"YS Chi","startTime":1933.04,"endTime":1937.54,"body":"itself. Whether it's a single"},{"speaker":"YS Chi","startTime":1933.04,"endTime":1937.54,"body":"data platform or collecting more"},{"speaker":"YS Chi","startTime":1937.54,"endTime":1943.93,"body":"data to be able to do even"},{"speaker":"YS Chi","startTime":1937.54,"endTime":1943.93,"body":"deeper support of both the"},{"speaker":"YS Chi","startTime":1944.26,"endTime":1949.42,"body":"exhibitors and the visitors."},{"speaker":"YS Chi","startTime":1944.26,"endTime":1949.42,"body":"Data is critical and RELX is a"},{"speaker":"YS Chi","startTime":1949.42,"endTime":1952.99,"body":"data company. It's a company"},{"speaker":"YS Chi","startTime":1949.42,"endTime":1952.99,"body":"that has deep experience and an"},{"speaker":"YS Chi","startTime":1952.99,"endTime":1956.95,"body":"incredible depth and breadth of"},{"speaker":"YS Chi","startTime":1952.99,"endTime":1956.95,"body":"data collection, curation,"},{"speaker":"YS Chi","startTime":1956.95,"endTime":1961.72,"body":"organisation and even"},{"speaker":"YS Chi","startTime":1956.95,"endTime":1961.72,"body":"certification method. I hope"},{"speaker":"YS Chi","startTime":1961.72,"endTime":1964.18,"body":"you're learning a lot of these"},{"speaker":"YS Chi","startTime":1961.72,"endTime":1964.18,"body":"from your sister companies."},{"speaker":"Gaby Appleton","startTime":1964.39,"endTime":1966.43,"body":"I feel so blessed"},{"speaker":"Gaby Appleton","startTime":1964.39,"endTime":1966.43,"body":"to have worked for a different"},{"speaker":"Gaby Appleton","startTime":1966.43,"endTime":1970.21,"body":"division in Elsevier, and"},{"speaker":"Gaby Appleton","startTime":1966.43,"endTime":1970.21,"body":"therefore you're able to see not"},{"speaker":"Gaby Appleton","startTime":1970.21,"endTime":1973.15,"body":"only the parallels in terms of"},{"speaker":"Gaby Appleton","startTime":1970.21,"endTime":1973.15,"body":"business models and technology"},{"speaker":"Gaby Appleton","startTime":1973.15,"endTime":1975.52,"body":"sometimes. But you have a"},{"speaker":"Gaby Appleton","startTime":1973.15,"endTime":1975.52,"body":"network of people that you can"},{"speaker":"Gaby Appleton","startTime":1975.52,"endTime":1980.41,"body":"call and ask for advice. My team"},{"speaker":"Gaby Appleton","startTime":1975.52,"endTime":1980.41,"body":"is thinking about how we do"},{"speaker":"Gaby Appleton","startTime":1980.41,"endTime":1983.5,"body":"tracking and analytics within"},{"speaker":"Gaby Appleton","startTime":1980.41,"endTime":1983.5,"body":"our products and what software"},{"speaker":"Gaby Appleton","startTime":1983.5,"endTime":1987.46,"body":"we might use, and also what good"},{"speaker":"Gaby Appleton","startTime":1983.5,"endTime":1987.46,"body":"practices we need to have inside"},{"speaker":"Gaby Appleton","startTime":1987.46,"endTime":1991.0,"body":"our own product teams to do"},{"speaker":"Gaby Appleton","startTime":1987.46,"endTime":1991.0,"body":"that. Two weeks ago, I was on"},{"speaker":"Gaby Appleton","startTime":1991.0,"endTime":1994.33,"body":"the phone to some folks at"},{"speaker":"Gaby Appleton","startTime":1991.0,"endTime":1994.33,"body":"Elsevier, saying, remind me, how"},{"speaker":"Gaby Appleton","startTime":1994.33,"endTime":1996.52,"body":"do you do this at Elsevier? I"},{"speaker":"Gaby Appleton","startTime":1994.33,"endTime":1996.52,"body":"think you might be one step"},{"speaker":"Gaby Appleton","startTime":1996.52,"endTime":1999.55,"body":"ahead of us. Can you give us"},{"speaker":"Gaby Appleton","startTime":1996.52,"endTime":1999.55,"body":"some tips and tell us how you've"},{"speaker":"Gaby Appleton","startTime":1999.55,"endTime":2003.18,"body":"got where you are. I think"},{"speaker":"Gaby Appleton","startTime":1999.55,"endTime":2003.18,"body":"that's an enormous advantage of"},{"speaker":"Gaby Appleton","startTime":2003.18,"endTime":2006.84,"body":"being part of RELX and my team"},{"speaker":"Gaby Appleton","startTime":2003.18,"endTime":2006.84,"body":"really enjoy those interactions."},{"speaker":"Brian Brittain","startTime":2007.98,"endTime":2010.23,"body":"Yeah, completely"},{"speaker":"Brian Brittain","startTime":2007.98,"endTime":2010.23,"body":"agree with Gaby. We're"},{"speaker":"Brian Brittain","startTime":2010.23,"endTime":2013.71,"body":"incredibly fortunate that we"},{"speaker":"Brian Brittain","startTime":2010.23,"endTime":2013.71,"body":"share across the four major"},{"speaker":"Brian Brittain","startTime":2013.71,"endTime":2017.58,"body":"divisions, both product and"},{"speaker":"Brian Brittain","startTime":2013.71,"endTime":2017.58,"body":"technology, meaning there are"},{"speaker":"Brian Brittain","startTime":2017.58,"endTime":2020.34,"body":"constant conversations on the"},{"speaker":"Brian Brittain","startTime":2017.58,"endTime":2020.34,"body":"product side about what's best"},{"speaker":"Brian Brittain","startTime":2020.34,"endTime":2022.5,"body":"practice into the customer."},{"speaker":"Brian Brittain","startTime":2020.34,"endTime":2022.5,"body":"There's also constant"},{"speaker":"Brian Brittain","startTime":2022.5,"endTime":2025.68,"body":"conversations on the technology"},{"speaker":"Brian Brittain","startTime":2022.5,"endTime":2025.68,"body":"side about how to leverage and"},{"speaker":"Brian Brittain","startTime":2025.68,"endTime":2027.42,"body":"how to learn from so if a..."},{"speaker":"YS Chi","startTime":2027.46,"endTime":2028.54,"body":"...this is through the"},{"speaker":"YS Chi","startTime":2027.46,"endTime":2028.54,"body":"CTO form."},{"speaker":"Brian Brittain","startTime":2028.0,"endTime":2030.82,"body":"Through the CTO"},{"speaker":"Brian Brittain","startTime":2028.0,"endTime":2030.82,"body":"form. And there's also a product"},{"speaker":"Brian Brittain","startTime":2030.82,"endTime":2034.93,"body":"form as well. If you think about"},{"speaker":"Brian Brittain","startTime":2030.82,"endTime":2034.93,"body":"some of the new techniques that"},{"speaker":"Brian Brittain","startTime":2034.93,"endTime":2038.17,"body":"are coming down, using AI as an"},{"speaker":"Brian Brittain","startTime":2034.93,"endTime":2038.17,"body":"example, some of the new AI"},{"speaker":"Brian Brittain","startTime":2038.17,"endTime":2041.47,"body":"techniques. One of our sister"},{"speaker":"Brian Brittain","startTime":2038.17,"endTime":2041.47,"body":"companies can actually take a"},{"speaker":"Brian Brittain","startTime":2041.47,"endTime":2044.32,"body":"lead on that and we can leverage"},{"speaker":"Brian Brittain","startTime":2041.47,"endTime":2044.32,"body":"from it. We don't have to learn"},{"speaker":"Brian Brittain","startTime":2044.32,"endTime":2049.48,"body":"from scratch. That's incredibly"},{"speaker":"Brian Brittain","startTime":2044.32,"endTime":2049.48,"body":"handy to have, but it also"},{"speaker":"Brian Brittain","startTime":2049.48,"endTime":2053.38,"body":"enables data to be shared"},{"speaker":"Brian Brittain","startTime":2049.48,"endTime":2053.38,"body":"across, and you can basically"},{"speaker":"Brian Brittain","startTime":2053.38,"endTime":2057.67,"body":"establish business relationship"},{"speaker":"Brian Brittain","startTime":2053.38,"endTime":2057.67,"body":"between. If LN, LexisNexis has"},{"speaker":"Brian Brittain","startTime":2057.67,"endTime":2060.46,"body":"data that we need, we can"},{"speaker":"Brian Brittain","startTime":2057.67,"endTime":2060.46,"body":"actually establish a proper"},{"speaker":"Brian Brittain","startTime":2060.46,"endTime":2063.16,"body":"business connection between the"},{"speaker":"Brian Brittain","startTime":2060.46,"endTime":2063.16,"body":"two and start sharing data back"},{"speaker":"Brian Brittain","startTime":2063.16,"endTime":2067.78,"body":"and forth. That's the power of"},{"speaker":"Brian Brittain","startTime":2063.16,"endTime":2067.78,"body":"leveraging RELX. You get to"},{"speaker":"Brian Brittain","startTime":2067.78,"endTime":2070.09,"body":"understand how the technology"},{"speaker":"Brian Brittain","startTime":2067.78,"endTime":2070.09,"body":"works. You understand the best"},{"speaker":"Brian Brittain","startTime":2070.09,"endTime":2073.18,"body":"way to approach customers and"},{"speaker":"Brian Brittain","startTime":2070.09,"endTime":2073.18,"body":"products, and you're able to"},{"speaker":"Brian Brittain","startTime":2073.18,"endTime":2076.9,"body":"leverage data across the"},{"speaker":"Brian Brittain","startTime":2073.18,"endTime":2076.9,"body":"companies themselves. Absolutely"},{"speaker":"Brian Brittain","startTime":2076.9,"endTime":2077.29,"body":"brilliant."},{"speaker":"Gaby Appleton","startTime":2077.71,"endTime":2080.56,"body":"I would just add"},{"speaker":"Gaby Appleton","startTime":2077.71,"endTime":2080.56,"body":"to that. One of the components"},{"speaker":"Gaby Appleton","startTime":2080.56,"endTime":2082.96,"body":"of being a successful product"},{"speaker":"Gaby Appleton","startTime":2080.56,"endTime":2082.96,"body":"and tech organisation is the"},{"speaker":"Gaby Appleton","startTime":2082.96,"endTime":2086.14,"body":"people, and we also have the"},{"speaker":"Gaby Appleton","startTime":2082.96,"endTime":2086.14,"body":"opportunity to move talent"},{"speaker":"Gaby Appleton","startTime":2086.14,"endTime":2087.46,"body":"around between the divisions."},{"speaker":"YS Chi","startTime":2087.46,"endTime":2087.79,"body":"Yes."},{"speaker":"Gaby Appleton","startTime":2088.26,"endTime":2091.2,"body":"In my team, we"},{"speaker":"Gaby Appleton","startTime":2088.26,"endTime":2091.2,"body":"have one person who used to work"},{"speaker":"Gaby Appleton","startTime":2091.2,"endTime":2094.53,"body":"at LexisNexis, two that used to"},{"speaker":"Gaby Appleton","startTime":2091.2,"endTime":2094.53,"body":"work at Elsevier. I don't have"},{"speaker":"Gaby Appleton","startTime":2094.53,"endTime":2098.13,"body":"anyone from Risk yet, but"},{"speaker":"Gaby Appleton","startTime":2094.53,"endTime":2098.13,"body":"there's still time, and that"},{"speaker":"Gaby Appleton","startTime":2098.13,"endTime":2100.29,"body":"really brings fresh perspective"},{"speaker":"Gaby Appleton","startTime":2098.13,"endTime":2100.29,"body":"as well."},{"speaker":"YS Chi","startTime":2102.0,"endTime":2106.17,"body":"Gaby, if you have any"},{"speaker":"YS Chi","startTime":2102.0,"endTime":2106.17,"body":"message to people at RX and"},{"speaker":"YS Chi","startTime":2106.17,"endTime":2112.68,"body":"within RELX even, of what you"},{"speaker":"YS Chi","startTime":2106.17,"endTime":2112.68,"body":"aspire to see in the journey for"},{"speaker":"YS Chi","startTime":2112.68,"endTime":2117.87,"body":"the next couple years. What"},{"speaker":"YS Chi","startTime":2112.68,"endTime":2117.87,"body":"would that wisdom be that you"},{"speaker":"YS Chi","startTime":2117.87,"endTime":2120.12,"body":"want to share as a Chief Product"},{"speaker":"YS Chi","startTime":2117.87,"endTime":2120.12,"body":"Officer."},{"speaker":"Gaby Appleton","startTime":2120.96,"endTime":2123.51,"body":"We always say the"},{"speaker":"Gaby Appleton","startTime":2120.96,"endTime":2123.51,"body":"mission of our team is to"},{"speaker":"Gaby Appleton","startTime":2123.51,"endTime":2126.66,"body":"enhance the value of our events"},{"speaker":"Gaby Appleton","startTime":2123.51,"endTime":2126.66,"body":"by using digital tools and"},{"speaker":"Gaby Appleton","startTime":2126.66,"endTime":2129.51,"body":"technology so that we can"},{"speaker":"Gaby Appleton","startTime":2126.66,"endTime":2129.51,"body":"digitise all the behaviour at"},{"speaker":"Gaby Appleton","startTime":2129.51,"endTime":2131.97,"body":"the events and create more value"},{"speaker":"Gaby Appleton","startTime":2129.51,"endTime":2131.97,"body":"for our customers. So really,"},{"speaker":"Gaby Appleton","startTime":2131.97,"endTime":2134.97,"body":"that's our mission and our"},{"speaker":"Gaby Appleton","startTime":2131.97,"endTime":2134.97,"body":"rallying cry, and we're trying"},{"speaker":"Gaby Appleton","startTime":2134.97,"endTime":2139.38,"body":"to spread that far and wide"},{"speaker":"Gaby Appleton","startTime":2134.97,"endTime":2139.38,"body":"across the organisation. My"},{"speaker":"Gaby Appleton","startTime":2139.38,"endTime":2142.05,"body":"other message is always, I don't"},{"speaker":"Gaby Appleton","startTime":2139.38,"endTime":2142.05,"body":"think we have to invent all of"},{"speaker":"Gaby Appleton","startTime":2142.05,"endTime":2146.52,"body":"this ourselves. Our value is in"},{"speaker":"Gaby Appleton","startTime":2142.05,"endTime":2146.52,"body":"how we understand our customers"},{"speaker":"Gaby Appleton","startTime":2146.76,"endTime":2149.73,"body":"and how we apply technology"},{"speaker":"Gaby Appleton","startTime":2146.76,"endTime":2149.73,"body":"that's been proven in a lot of"},{"speaker":"Gaby Appleton","startTime":2149.73,"endTime":2153.66,"body":"cases to make our events better"},{"speaker":"Gaby Appleton","startTime":2149.73,"endTime":2153.66,"body":"and meet our customer needs, and"},{"speaker":"Gaby Appleton","startTime":2153.66,"endTime":2156.21,"body":"we can learn a lot of that from"},{"speaker":"Gaby Appleton","startTime":2153.66,"endTime":2156.21,"body":"our sisters and brothers in"},{"speaker":"Gaby Appleton","startTime":2156.21,"endTime":2156.69,"body":"RELX."},{"speaker":"YS Chi","startTime":2157.89,"endTime":2163.47,"body":"So, Brian. What is the"},{"speaker":"YS Chi","startTime":2157.89,"endTime":2163.47,"body":"indication that says, this has"},{"speaker":"YS Chi","startTime":2163.47,"endTime":2168.66,"body":"been all worth it. What is that,"},{"speaker":"YS Chi","startTime":2163.47,"endTime":2168.66,"body":"which you will look at and say,"},{"speaker":"YS Chi","startTime":2168.84,"endTime":2171.15,"body":"'see, we did it right?'"},{"speaker":"Brian Brittain","startTime":2173.26,"endTime":2175.45,"body":"As always,"},{"speaker":"Brian Brittain","startTime":2173.26,"endTime":2175.45,"body":"there's a number of answers to"},{"speaker":"Brian Brittain","startTime":2175.66,"endTime":2175.75,"body":"it."},{"speaker":"YS Chi","startTime":2175.75,"endTime":2176.41,"body":"Go ahead."},{"speaker":"Brian Brittain","startTime":2176.0,"endTime":2179.81,"body":"First one, you"},{"speaker":"Brian Brittain","startTime":2176.0,"endTime":2179.81,"body":"can see it in the NPS. You see"},{"speaker":"Brian Brittain","startTime":2179.81,"endTime":2183.02,"body":"the net promoter scores, we can"},{"speaker":"Brian Brittain","startTime":2179.81,"endTime":2183.02,"body":"measure the difference between"},{"speaker":"Brian Brittain","startTime":2183.02,"endTime":2185.45,"body":"those customers that use our"},{"speaker":"Brian Brittain","startTime":2183.02,"endTime":2185.45,"body":"products and those that do not"},{"speaker":"Brian Brittain","startTime":2185.45,"endTime":2189.23,"body":"use our products. There's no"},{"speaker":"Brian Brittain","startTime":2185.45,"endTime":2189.23,"body":"doubt whether or not the"},{"speaker":"Brian Brittain","startTime":2189.23,"endTime":2192.08,"body":"products work. We can also see"},{"speaker":"Brian Brittain","startTime":2189.23,"endTime":2192.08,"body":"how the customers themselves are"},{"speaker":"Brian Brittain","startTime":2192.08,"endTime":2195.05,"body":"using the products, so we can"},{"speaker":"Brian Brittain","startTime":2192.08,"endTime":2195.05,"body":"enhance. We actually had a"},{"speaker":"Brian Brittain","startTime":2195.05,"endTime":2198.35,"body":"change that we made this year on"},{"speaker":"Brian Brittain","startTime":2195.05,"endTime":2198.35,"body":"something we call the 'customer"},{"speaker":"Brian Brittain","startTime":2198.35,"endTime":2203.36,"body":"hub' that encouraged usage of"},{"speaker":"Brian Brittain","startTime":2198.35,"endTime":2203.36,"body":"another product, and we saw that"},{"speaker":"Brian Brittain","startTime":2203.36,"endTime":2207.23,"body":"product usage jump by 30%. I"},{"speaker":"Brian Brittain","startTime":2203.36,"endTime":2207.23,"body":"mean, it was a fairly"},{"speaker":"Brian Brittain","startTime":2207.53,"endTime":2210.05,"body":"straightforward change but it"},{"speaker":"Brian Brittain","startTime":2207.53,"endTime":2210.05,"body":"just wasn't to the top of the"},{"speaker":"Brian Brittain","startTime":2210.05,"endTime":2213.56,"body":"list. You can see it in the"},{"speaker":"Brian Brittain","startTime":2210.05,"endTime":2213.56,"body":"numbers, whether or not the"},{"speaker":"Brian Brittain","startTime":2213.56,"endTime":2215.6,"body":"customers are using it. You can"},{"speaker":"Brian Brittain","startTime":2213.56,"endTime":2215.6,"body":"see whether the customers are"},{"speaker":"Brian Brittain","startTime":2215.6,"endTime":2219.29,"body":"happy that they're using it."},{"speaker":"Brian Brittain","startTime":2215.6,"endTime":2219.29,"body":"Now, that's the customer side."},{"speaker":"Brian Brittain","startTime":2219.35,"endTime":2222.68,"body":"Now, let's talk about from the"},{"speaker":"Brian Brittain","startTime":2219.35,"endTime":2222.68,"body":"company side, we can see one of"},{"speaker":"Brian Brittain","startTime":2222.68,"endTime":2226.22,"body":"the things that we do as part of"},{"speaker":"Brian Brittain","startTime":2222.68,"endTime":2226.22,"body":"RELX is we are constantly asking"},{"speaker":"Brian Brittain","startTime":2226.22,"endTime":2231.41,"body":"our employees what they think."},{"speaker":"Brian Brittain","startTime":2226.22,"endTime":2231.41,"body":"We have opinion scores from our"},{"speaker":"Brian Brittain","startTime":2231.41,"endTime":2235.43,"body":"employees, and we can see how"},{"speaker":"Brian Brittain","startTime":2231.41,"endTime":2235.43,"body":"engaged they are and we can see"},{"speaker":"Brian Brittain","startTime":2235.43,"endTime":2239.9,"body":"our engagement growing. Another"},{"speaker":"Brian Brittain","startTime":2235.43,"endTime":2239.9,"body":"indicator that what we do, which"},{"speaker":"Brian Brittain","startTime":2239.9,"endTime":2244.67,"body":"is help companies build their"},{"speaker":"Brian Brittain","startTime":2239.9,"endTime":2244.67,"body":"business, works and that folks"},{"speaker":"Brian Brittain","startTime":2244.67,"endTime":2247.37,"body":"are engaged. They're empowered,"},{"speaker":"Brian Brittain","startTime":2244.67,"endTime":2247.37,"body":"they feel. We can see that"},{"speaker":"Brian Brittain","startTime":2247.37,"endTime":2251.51,"body":"measure as well. Another thing"},{"speaker":"Brian Brittain","startTime":2247.37,"endTime":2251.51,"body":"that my role looks at, and last"},{"speaker":"Brian Brittain","startTime":2251.51,"endTime":2253.97,"body":"but not least is, can we see it"},{"speaker":"Brian Brittain","startTime":2251.51,"endTime":2253.97,"body":"in the revenue."},{"speaker":"YS Chi","startTime":2254.26,"endTime":2255.67,"body":"The revenue side, right?"},{"speaker":"Brian Brittain","startTime":2256.96,"endTime":2260.05,"body":"You asked a"},{"speaker":"Brian Brittain","startTime":2256.96,"endTime":2260.05,"body":"question earlier about, how do"},{"speaker":"Brian Brittain","startTime":2260.05,"endTime":2263.47,"body":"we handle the cost, because"},{"speaker":"Brian Brittain","startTime":2260.05,"endTime":2263.47,"body":"these things are not cheap. We"},{"speaker":"Brian Brittain","startTime":2263.47,"endTime":2267.61,"body":"handle it by scale, being able"},{"speaker":"Brian Brittain","startTime":2263.47,"endTime":2267.61,"body":"to roll out to 250 events, but"},{"speaker":"Brian Brittain","startTime":2267.61,"endTime":2270.94,"body":"we can also see the revenue"},{"speaker":"Brian Brittain","startTime":2267.61,"endTime":2270.94,"body":"coming in from it. As you can"},{"speaker":"Brian Brittain","startTime":2270.94,"endTime":2275.26,"body":"see in our annual reports,"},{"speaker":"Brian Brittain","startTime":2270.94,"endTime":2275.26,"body":"percentage of digital continues"},{"speaker":"Brian Brittain","startTime":2275.26,"endTime":2279.1,"body":"to grow. We have happy customers"},{"speaker":"Brian Brittain","startTime":2275.26,"endTime":2279.1,"body":"that are using the tools,"},{"speaker":"Brian Brittain","startTime":2279.16,"endTime":2283.39,"body":"employees that feel like they"},{"speaker":"Brian Brittain","startTime":2279.16,"endTime":2283.39,"body":"are truly empowered and engaged,"},{"speaker":"Brian Brittain","startTime":2283.66,"endTime":2288.43,"body":"and you can see our growth in"},{"speaker":"Brian Brittain","startTime":2283.66,"endTime":2288.43,"body":"our revenue stream. Those are"},{"speaker":"Brian Brittain","startTime":2288.46,"endTime":2290.62,"body":"some pretty good metrics of what"},{"speaker":"Brian Brittain","startTime":2288.46,"endTime":2290.62,"body":"I use to see..."},{"speaker":"Brian Brittain","startTime":2290.62,"endTime":2292.36,"body":"They are good indicators."},{"speaker":"Gaby Appleton","startTime":2292.96,"endTime":2295.93,"body":"It was brought"},{"speaker":"Gaby Appleton","startTime":2292.96,"endTime":2295.93,"body":"home to me recently where me and"},{"speaker":"Gaby Appleton","startTime":2295.93,"endTime":2299.41,"body":"one of my team were invited by"},{"speaker":"Gaby Appleton","startTime":2295.93,"endTime":2299.41,"body":"our international sales leader"},{"speaker":"Gaby Appleton","startTime":2299.41,"endTime":2302.95,"body":"to go to China and to help train"},{"speaker":"Gaby Appleton","startTime":2299.41,"endTime":2302.95,"body":"not only our own Chinese sales"},{"speaker":"Gaby Appleton","startTime":2302.95,"endTime":2306.85,"body":"force, but also the agents who"},{"speaker":"Gaby Appleton","startTime":2302.95,"endTime":2306.85,"body":"sell on behalf of RX in China to"},{"speaker":"Gaby Appleton","startTime":2306.85,"endTime":2310.57,"body":"our international events. I"},{"speaker":"Gaby Appleton","startTime":2306.85,"endTime":2310.57,"body":"would have thought in the past"},{"speaker":"Gaby Appleton","startTime":2310.57,"endTime":2313.15,"body":"it was a touch and go thing as"},{"speaker":"Gaby Appleton","startTime":2310.57,"endTime":2313.15,"body":"to whether these agents, sitting"},{"speaker":"Gaby Appleton","startTime":2313.15,"endTime":2316.39,"body":"in quite far flung corners of"},{"speaker":"Gaby Appleton","startTime":2313.15,"endTime":2316.39,"body":"China would be at all interested"},{"speaker":"Gaby Appleton","startTime":2316.39,"endTime":2319.6,"body":"in the digital tools. But they"},{"speaker":"Gaby Appleton","startTime":2316.39,"endTime":2319.6,"body":"sat and listened to us for two"},{"speaker":"Gaby Appleton","startTime":2319.6,"endTime":2322.6,"body":"hours about the value that they"},{"speaker":"Gaby Appleton","startTime":2319.6,"endTime":2322.6,"body":"could bring to their customers"},{"speaker":"Gaby Appleton","startTime":2322.84,"endTime":2326.41,"body":"by putting digital tools in"},{"speaker":"Gaby Appleton","startTime":2322.84,"endTime":2326.41,"body":"their hands, and therefore the"},{"speaker":"Gaby Appleton","startTime":2326.41,"endTime":2328.6,"body":"revenue that they can generate"},{"speaker":"Gaby Appleton","startTime":2326.41,"endTime":2328.6,"body":"and the livelihoods they can"},{"speaker":"Gaby Appleton","startTime":2328.6,"endTime":2331.96,"body":"build for their own families."},{"speaker":"Gaby Appleton","startTime":2328.6,"endTime":2331.96,"body":"That was a remarkably rewarding"},{"speaker":"Gaby Appleton","startTime":2331.96,"endTime":2332.92,"body":"moment for me."},{"speaker":"YS Chi","startTime":2332.99,"endTime":2337.07,"body":"I bet it was. Well,"},{"speaker":"YS Chi","startTime":2332.99,"endTime":2337.07,"body":"thank you very much today for"},{"speaker":"YS Chi","startTime":2337.07,"endTime":2340.22,"body":"sharing your insights and"},{"speaker":"YS Chi","startTime":2337.07,"endTime":2340.22,"body":"experience. It sounds like"},{"speaker":"YS Chi","startTime":2340.22,"endTime":2344.3,"body":"you're in a very exciting"},{"speaker":"YS Chi","startTime":2340.22,"endTime":2344.3,"body":"journey, and we're just at the"},{"speaker":"YS Chi","startTime":2344.3,"endTime":2347.99,"body":"very beginning part of it. Would"},{"speaker":"YS Chi","startTime":2344.3,"endTime":2347.99,"body":"you say chapter two over now?"},{"speaker":"Gaby Appleton","startTime":2349.06,"endTime":2350.8,"body":"I think so. Yes,"},{"speaker":"Gaby Appleton","startTime":2349.06,"endTime":2350.8,"body":"yes."},{"speaker":"Brian Brittain","startTime":2350.95,"endTime":2352.24,"body":"We're looking"},{"speaker":"Brian Brittain","startTime":2350.95,"endTime":2352.24,"body":"forward to three and four."},{"speaker":"YS Chi","startTime":2353.05,"endTime":2355.27,"body":"There's going be a lot"},{"speaker":"YS Chi","startTime":2353.05,"endTime":2355.27,"body":"more than that Brian. I have a"},{"speaker":"YS Chi","startTime":2355.27,"endTime":2357.43,"body":"feeling that this is gonna be a"},{"speaker":"YS Chi","startTime":2355.27,"endTime":2357.43,"body":"10 chapter book."},{"speaker":"Brian Brittain","startTime":2357.94,"endTime":2358.48,"body":"Sounds good."},{"speaker":"Gaby Appleton","startTime":2358.51,"endTime":2360.04,"body":"Have you help"},{"speaker":"Gaby Appleton","startTime":2358.51,"endTime":2360.04,"body":"write it, sorry."},{"speaker":"YS Chi","startTime":2360.67,"endTime":2364.18,"body":"Thank you again for"},{"speaker":"YS Chi","startTime":2360.67,"endTime":2364.18,"body":"participating today in this"},{"speaker":"YS Chi","startTime":2364.18,"endTime":2368.41,"body":"podcast and look forward to"},{"speaker":"YS Chi","startTime":2364.18,"endTime":2368.41,"body":"hearing more about it as to how"},{"speaker":"YS Chi","startTime":2368.41,"endTime":2370.12,"body":"it develops in a year or two"},{"speaker":"YS Chi","startTime":2368.41,"endTime":2370.12,"body":"time."},{"speaker":"Gaby Appleton","startTime":2370.63,"endTime":2371.32,"body":"Thank you, YS."},{"speaker":"Brian Brittain","startTime":2371.32,"endTime":2371.74,"body":"Thank you."}]}