{"version":"1.0.0","segments":[{"startTime":12.028,"endTime":15.393,"body":"Om, I have a story to tell you, because"},{"startTime":12.028,"endTime":15.393,"body":"of my position, I go to a lot of product"},{"startTime":15.393,"endTime":19.663,"body":"demos some in my company, some outside"},{"startTime":15.393,"endTime":19.663,"body":"my company, so you'll, never get out"},{"startTime":19.663,"endTime":22.743,"body":"of me where I was when I went through"},{"startTime":19.663,"endTime":22.743,"body":"this product demo, but I went through a"},{"startTime":22.743,"endTime":27.343,"body":"product demo and oh boy, if they could"},{"startTime":22.743,"endTime":27.343,"body":"have hit a speed bump or an accident"},{"startTime":27.353,"endTime":30.883,"body":"or any kind of problem that could have"},{"startTime":27.353,"endTime":30.883,"body":"cropped up, It happened in this demo"},{"startTime":31.153,"endTime":36.783,"body":"and I felt so bad for the presenter,"},{"startTime":31.153,"endTime":36.783,"body":"but also the inner development early"},{"startTime":36.783,"endTime":42.923,"body":"career Brian within me just was you know,"},{"startTime":36.783,"endTime":42.923,"body":"saying I've been there if I had a nickel."},{"startTime":43.073,"endTime":47.073,"body":"For every time that a product demo went"},{"startTime":43.073,"endTime":47.073,"body":"wild, I would have a bunch of nickels."},{"startTime":47.223,"endTime":47.953,"body":"I'm getting there."},{"startTime":48.273,"endTime":48.993,"body":"You are getting there."},{"startTime":49.193,"endTime":50.363,"body":"Product demos."},{"startTime":50.383,"endTime":50.793,"body":"Yeah."},{"startTime":51.013,"endTime":52.393,"body":"So these are."},{"startTime":52.723,"endTime":55.103,"body":"These are necessary evils, I'd say, right?"},{"startTime":55.293,"endTime":58.213,"body":"You have something you've"},{"startTime":55.293,"endTime":58.213,"body":"built within your organization."},{"startTime":58.373,"endTime":61.923,"body":"You have to show it to people so"},{"startTime":58.373,"endTime":61.923,"body":"they can get interested in buying it."},{"startTime":62.073,"endTime":62.943,"body":"So you can't get around it."},{"startTime":62.943,"endTime":64.163,"body":"You have to have product demos."},{"startTime":64.163,"endTime":66.393,"body":"And I've been to a lot of those myself."},{"startTime":66.653,"endTime":70.523,"body":"I've actually conducted a lot of demos"},{"startTime":66.653,"endTime":70.523,"body":"myself as well in a previous life."},{"startTime":70.673,"endTime":75.563,"body":"So you know, the whole point about"},{"startTime":70.673,"endTime":75.563,"body":"product demos is you go in there with"},{"startTime":75.583,"endTime":77.853,"body":"intent to show your best product, right?"},{"startTime":77.863,"endTime":82.883,"body":"You put your best foot forward, and"},{"startTime":77.863,"endTime":82.883,"body":"you hope everything goes well, if the"},{"startTime":82.883,"endTime":85.633,"body":"stars align, which they don't always."},{"startTime":85.783,"endTime":89.573,"body":"And things do go wrong often,"},{"startTime":85.783,"endTime":89.573,"body":"actually, so this podcast, we"},{"startTime":89.573,"endTime":90.893,"body":"can kind of Scratch your surface."},{"startTime":90.893,"endTime":92.243,"body":"So what might go wrong?"},{"startTime":92.283,"endTime":94.083,"body":"How can you get prepared for that?"},{"startTime":94.083,"endTime":97.103,"body":"And what to do if you find"},{"startTime":94.083,"endTime":97.103,"body":"yourself in that situation?"},{"startTime":97.143,"endTime":101.723,"body":"Yeah, I'm using the term product"},{"startTime":97.143,"endTime":101.723,"body":"demo very liberally because"},{"startTime":101.963,"endTime":103.283,"body":"it could be a sprint review."},{"startTime":103.543,"endTime":105.843,"body":"It could be a a conference demo."},{"startTime":105.893,"endTime":108.773,"body":"Any of those things where you're"},{"startTime":105.893,"endTime":108.773,"body":"demonstrating the software or you"},{"startTime":108.773,"endTime":112.263,"body":"have a beta software or brand new"},{"startTime":108.773,"endTime":112.263,"body":"software features or whatever that the"},{"startTime":112.263,"endTime":115.188,"body":"customer is seeing for For the first"},{"startTime":112.263,"endTime":115.188,"body":"time, any of those are applicable."},{"startTime":115.188,"endTime":117.938,"body":"But again, I just sat through"},{"startTime":115.188,"endTime":117.938,"body":"this demo and  everything"},{"startTime":117.938,"endTime":118.678,"body":"that could have went wrong."},{"startTime":118.728,"endTime":123.278,"body":"I like the, the server crashed"},{"startTime":118.728,"endTime":123.278,"body":"and then the, you had performance"},{"startTime":123.318,"endTime":125.308,"body":"scalability issues that were apparent."},{"startTime":125.308,"endTime":127.578,"body":"And then when the data did come"},{"startTime":125.308,"endTime":127.578,"body":"back, it was the wrong data."},{"startTime":127.578,"endTime":130.778,"body":"And every, every, everything that"},{"startTime":127.578,"endTime":130.778,"body":"could have went wrong, went wrong."},{"startTime":130.928,"endTime":134.488,"body":"But again, I'm one of those early"},{"startTime":130.928,"endTime":134.488,"body":"adopter users where even with bugs,"},{"startTime":134.538,"endTime":136.768,"body":"if I have to click it a couple"},{"startTime":134.538,"endTime":136.768,"body":"times or refresh the page, I'm"},{"startTime":136.768,"endTime":138.508,"body":"still going to get to the outcome."},{"startTime":138.628,"endTime":142.678,"body":"I want to see it through to the"},{"startTime":138.628,"endTime":142.678,"body":"end no amount of blow ups or spill"},{"startTime":142.678,"endTime":146.458,"body":"overs or whatever are going to"},{"startTime":142.678,"endTime":146.458,"body":"deter me from sticking to the demo."},{"startTime":146.508,"endTime":147.608,"body":"I'm that kind of user."},{"startTime":147.948,"endTime":149.108,"body":"So, that's a good point."},{"startTime":149.108,"endTime":150.808,"body":"So, you're that kind of user, right?"},{"startTime":150.868,"endTime":153.838,"body":"And the person doing the demo"},{"startTime":150.868,"endTime":153.838,"body":"has to understand his audience."},{"startTime":153.913,"endTime":157.183,"body":"If they're open to that, great, right?"},{"startTime":157.193,"endTime":158.963,"body":"Just roll with the punches, right?"},{"startTime":159.113,"endTime":162.453,"body":"But if they're not and here I'm thinking"},{"startTime":159.113,"endTime":162.453,"body":"about not necessarily like sprint"},{"startTime":162.453,"endTime":165.463,"body":"demos where you've your audience,"},{"startTime":162.453,"endTime":165.463,"body":"cause they've been to many sprint"},{"startTime":165.463,"endTime":170.878,"body":"demos If, if you're at a demo where"},{"startTime":165.463,"endTime":170.878,"body":"external folks come, maybe a trade show,"},{"startTime":170.878,"endTime":172.798,"body":"whatever it might be convention, right?"},{"startTime":173.008,"endTime":176.428,"body":"And you're demoing to audience that"},{"startTime":173.008,"endTime":176.428,"body":"is here to, for unknown to you."},{"startTime":176.428,"endTime":176.638,"body":"Mm-hmm."},{"startTime":176.883,"endTime":177.208,"body":", right?"},{"startTime":177.208,"endTime":178.888,"body":"And things go wrong."},{"startTime":179.208,"endTime":184.578,"body":"Now to rescue the situation really is in"},{"startTime":179.208,"endTime":184.578,"body":"the hands of the demonstrator, largely."},{"startTime":184.698,"endTime":186.618,"body":"There's usually somebody else, right?"},{"startTime":186.648,"endTime":187.908,"body":"Overseeing this as well."},{"startTime":187.908,"endTime":190.098,"body":"There's usually somebody"},{"startTime":187.908,"endTime":190.098,"body":"in sales or marketing."},{"startTime":190.248,"endTime":192.448,"body":"You know, who's doing"},{"startTime":190.248,"endTime":192.448,"body":"the talking over, right?"},{"startTime":192.478,"endTime":197.938,"body":"They maybe introduce the product, what"},{"startTime":192.478,"endTime":197.938,"body":"it does, they introduce the company, and"},{"startTime":197.938,"endTime":199.298,"body":"then they introduce the demonstrator."},{"startTime":199.368,"endTime":203.658,"body":"And then the demonstrator then runs with"},{"startTime":199.368,"endTime":203.658,"body":"it, and things perhaps fall over, right?"},{"startTime":203.898,"endTime":207.948,"body":"So at that point, it can either be the"},{"startTime":203.898,"endTime":207.948,"body":"person who did the initial talking, right?"},{"startTime":208.278,"endTime":211.008,"body":"Or it could be the demonstrator"},{"startTime":208.278,"endTime":211.008,"body":"who tries to, quote unquote,"},{"startTime":211.028,"endTime":212.538,"body":"rescue the situation here."},{"startTime":212.688,"endTime":213.018,"body":"Right."},{"startTime":213.068,"endTime":216.068,"body":"But if you don't know your audience"},{"startTime":213.068,"endTime":216.068,"body":"like you were saying, you're okay."},{"startTime":216.068,"endTime":219.248,"body":"When, if you have to hit refresh twice"},{"startTime":216.068,"endTime":219.248,"body":"people in the audience are looking"},{"startTime":219.248,"endTime":220.978,"body":"to potentially buy the product."},{"startTime":221.128,"endTime":221.338,"body":"Yeah."},{"startTime":221.368,"endTime":224.088,"body":"You don't know how that's going to"},{"startTime":221.368,"endTime":224.088,"body":"rub them the wrong way, perhaps."},{"startTime":224.088,"endTime":224.378,"body":"Right."},{"startTime":224.528,"endTime":226.998,"body":"So as a demonstrator, what"},{"startTime":224.528,"endTime":226.998,"body":"do you, what can you do?"},{"startTime":227.048,"endTime":231.408,"body":"Or, or if you're one of those salespeople"},{"startTime":227.048,"endTime":231.408,"body":"or, or marketing people, what can you do"},{"startTime":231.558,"endTime":236.198,"body":"I always find that making light of the"},{"startTime":231.558,"endTime":236.198,"body":"situation Is always a strategy because"},{"startTime":236.208,"endTime":240.318,"body":"it buys time for the demonstrator to"},{"startTime":236.208,"endTime":240.318,"body":"perhaps hit that second refresh, change"},{"startTime":240.328,"endTime":241.838,"body":"something in, in what they've done."},{"startTime":241.838,"endTime":244.368,"body":"And then hit hit the query"},{"startTime":241.838,"endTime":244.368,"body":"again or whatever they've done."},{"startTime":244.518,"endTime":248.578,"body":"That's always a good way to go make light"},{"startTime":244.518,"endTime":248.578,"body":"of this situation and do it that way."},{"startTime":248.868,"endTime":251.668,"body":"I've been in demos where the"},{"startTime":248.868,"endTime":251.668,"body":"audience has been in the hundreds."},{"startTime":252.453,"endTime":256.183,"body":"And you try something, you know"},{"startTime":252.453,"endTime":256.183,"body":"it's worked every single time"},{"startTime":256.193,"endTime":257.493,"body":"because you prepped it, right?"},{"startTime":257.523,"endTime":259.083,"body":"You practiced it and it worked."},{"startTime":259.423,"endTime":261.353,"body":"Except on the day, it didn't."},{"startTime":261.503,"endTime":264.753,"body":"So I'd say, okay, I'll try that"},{"startTime":261.503,"endTime":264.753,"body":"one more time with interest."},{"startTime":264.763,"endTime":267.483,"body":"This time, do it with sincerity, right?"},{"startTime":267.503,"endTime":268.133,"body":"And then try it."},{"startTime":268.163,"endTime":269.433,"body":"That's my second refresh."},{"startTime":269.663,"endTime":270.613,"body":"And if it works, great."},{"startTime":270.683,"endTime":274.813,"body":"If it doesn't, just say, well, if it"},{"startTime":270.683,"endTime":274.813,"body":"were to work, maybe it'll work this time."},{"startTime":274.963,"endTime":276.213,"body":"That's my third refresh."},{"startTime":276.433,"endTime":280.203,"body":"So you can, you can find yourself"},{"startTime":276.433,"endTime":280.203,"body":"in those situations quite easily."},{"startTime":280.353,"endTime":283.763,"body":"The other thing you can kind of"},{"startTime":280.353,"endTime":283.763,"body":"hope to get away with, and you"},{"startTime":283.763,"endTime":287.343,"body":"don't always, right, is to say,"},{"startTime":283.763,"endTime":287.343,"body":"We added new features, right?"},{"startTime":287.473,"endTime":289.573,"body":"And this is beta software."},{"startTime":289.663,"endTime":293.383,"body":"You get what you get, because we want to"},{"startTime":289.663,"endTime":293.383,"body":"show you everything that we have thus far."},{"startTime":293.533,"endTime":297.063,"body":"You know, I could show you a release"},{"startTime":293.533,"endTime":297.063,"body":"that's safe and stable, that's two"},{"startTime":297.063,"endTime":300.903,"body":"weeks old, where everything just works,"},{"startTime":297.063,"endTime":300.903,"body":"but you're not going to be able to see"},{"startTime":300.903,"endTime":304.603,"body":"this new functionality, or at least the"},{"startTime":300.903,"endTime":304.603,"body":"direction that we're heading down, right?"},{"startTime":304.733,"endTime":306.223,"body":"That gives you a little bit of a pass."},{"startTime":306.373,"endTime":309.453,"body":"But if it happens over and"},{"startTime":306.373,"endTime":309.453,"body":"over, it can really bury you."},{"startTime":309.603,"endTime":314.853,"body":"even the idea of a sprint demo is"},{"startTime":309.603,"endTime":314.853,"body":"that it's, it's like a snowball the"},{"startTime":314.853,"endTime":316.233,"body":"more it rolls, the larger it gets."},{"startTime":316.233,"endTime":317.093,"body":"That's the idea."},{"startTime":317.123,"endTime":319.533,"body":"The idea should be your"},{"startTime":317.123,"endTime":319.533,"body":"customer satisfaction, right?"},{"startTime":319.543,"endTime":323.693,"body":"The more it rolls, the more the customer"},{"startTime":319.543,"endTime":323.693,"body":"sees, the happier they should become."},{"startTime":323.913,"endTime":327.273,"body":"So if they ask for something tiny"},{"startTime":323.913,"endTime":327.273,"body":"in Hey, I like this feature, but it"},{"startTime":327.273,"endTime":328.213,"body":"doesn't really solve the problem."},{"startTime":328.213,"endTime":329.483,"body":"What I really needed was."},{"startTime":329.633,"endTime":330.863,"body":"This other thing, you know?"},{"startTime":330.863,"endTime":334.563,"body":"Oh, I you created a let me think about,"},{"startTime":330.863,"endTime":334.563,"body":"lemme think about a feature for a second."},{"startTime":334.713,"endTime":337.653,"body":"There's one that I wanna reference,"},{"startTime":334.713,"endTime":337.653,"body":"there was a feature one time where"},{"startTime":337.653,"endTime":342.603,"body":"you take a picture of a document and"},{"startTime":337.653,"endTime":342.603,"body":"then you send it to your home office."},{"startTime":342.948,"endTime":345.998,"body":"Like I've talked on the podcast a bunch of"},{"startTime":342.948,"endTime":345.998,"body":"times about working on logistics, right?"},{"startTime":346.288,"endTime":348.758,"body":"So that the, the truck"},{"startTime":346.288,"endTime":348.758,"body":"driver has documents."},{"startTime":348.758,"endTime":349.158,"body":"They get it."},{"startTime":349.308,"endTime":351.898,"body":"They get a signature on their"},{"startTime":349.308,"endTime":351.898,"body":"documents and the documents delivered."},{"startTime":351.898,"endTime":354.908,"body":"They take a picture and then they send it"},{"startTime":351.898,"endTime":354.908,"body":"to their home office, their home office."},{"startTime":355.058,"endTime":358.708,"body":"Can then process the delivery and get paid"},{"startTime":355.058,"endTime":358.708,"body":"for it because they have the signature."},{"startTime":358.708,"endTime":359.798,"body":"They have the paperwork right away."},{"startTime":359.848,"endTime":360.698,"body":"That's great."},{"startTime":360.848,"endTime":365.098,"body":"What's faster is all the little"},{"startTime":360.848,"endTime":365.098,"body":"fields that are on the document."},{"startTime":365.258,"endTime":368.988,"body":"They get read and OCR and then"},{"startTime":365.258,"endTime":368.988,"body":"automatically entered in the system"},{"startTime":368.988,"endTime":372.348,"body":"so that somebody in home office"},{"startTime":368.988,"endTime":372.348,"body":"doesn't have to manually rekey it."},{"startTime":372.378,"endTime":372.618,"body":"Yeah."},{"startTime":372.618,"endTime":375.378,"body":"Rekey all those values and"},{"startTime":372.618,"endTime":375.378,"body":"then potentially make mistakes."},{"startTime":375.378,"endTime":375.718,"body":"Sure."},{"startTime":375.868,"endTime":376.108,"body":"Okay."},{"startTime":376.258,"endTime":377.638,"body":"So that was like the next evolution."},{"startTime":377.638,"endTime":378.658,"body":"So, they might get a demo."},{"startTime":378.808,"endTime":379.818,"body":"Take a picture of the document."},{"startTime":380.038,"endTime":380.738,"body":"There it is."},{"startTime":380.828,"endTime":381.558,"body":"Press the button."},{"startTime":381.708,"endTime":384.198,"body":"Now it's in your home office,"},{"startTime":381.708,"endTime":384.198,"body":"it's in your inbox, it's in your"},{"startTime":384.208,"endTime":385.418,"body":"workflow queue, whatever it is."},{"startTime":385.618,"endTime":386.528,"body":"Ready to process."},{"startTime":386.678,"endTime":389.088,"body":"And they might see it in the"},{"startTime":386.678,"endTime":389.088,"body":"demo and it's like, wow, that's"},{"startTime":389.098,"endTime":390.198,"body":"really great, that's cool."},{"startTime":390.198,"endTime":392.128,"body":"I can get started on"},{"startTime":390.198,"endTime":392.128,"body":"the document right away."},{"startTime":392.278,"endTime":396.518,"body":"But, what do you think if we could"},{"startTime":392.278,"endTime":396.518,"body":"OCR these values and do whatever?"},{"startTime":396.658,"endTime":399.188,"body":"Wow, well at Brian and Om's"},{"startTime":396.658,"endTime":399.188,"body":"Software Development Company,"},{"startTime":399.188,"endTime":400.008,"body":"we never thought about OCR."},{"startTime":400.158,"endTime":401.358,"body":"Work on the OCR technology."},{"startTime":401.358,"endTime":405.738,"body":"Why don't we go see what's in the market,"},{"startTime":401.358,"endTime":405.738,"body":"see what the cost is, try a few of them,"},{"startTime":405.798,"endTime":410.248,"body":"try two, three of them, and then next,"},{"startTime":405.798,"endTime":410.248,"body":"next sprint demo, we'll demonstrate"},{"startTime":410.248,"endTime":413.198,"body":"which, what, which ones we think are the"},{"startTime":410.248,"endTime":413.198,"body":"best, and we'll demonstrate how it might"},{"startTime":413.198,"endTime":416.448,"body":"work on your document to you, and then"},{"startTime":413.198,"endTime":416.448,"body":"if you like it, then we'll put it in the"},{"startTime":416.448,"endTime":420.358,"body":"application, and then the next sprint"},{"startTime":416.448,"endTime":420.358,"body":"demo, it's, you're basically working off"},{"startTime":420.358,"endTime":422.373,"body":"of, What their requests were last time."},{"startTime":422.553,"endTime":424.263,"body":"Maybe you'll, you'll do"},{"startTime":422.553,"endTime":424.263,"body":"other stuff in your sprint."},{"startTime":424.273,"endTime":426.593,"body":"Probably that might not"},{"startTime":424.273,"endTime":426.593,"body":"take all of your time."},{"startTime":426.593,"endTime":427.073,"body":"Right."},{"startTime":427.323,"endTime":431.933,"body":"But that wiggle room that you get,"},{"startTime":427.323,"endTime":431.933,"body":"like they're paying your bills now."},{"startTime":432.083,"endTime":432.683,"body":"You know what I mean?"},{"startTime":432.803,"endTime":434.313,"body":"They're super happy next sprint."},{"startTime":434.323,"endTime":435.893,"body":"Hey, here's, here's the top."},{"startTime":436.043,"endTime":439.873,"body":"You know, the top OCR engine in"},{"startTime":436.043,"endTime":439.873,"body":"the industry or whatever works"},{"startTime":439.873,"endTime":442.293,"body":"really great works 90 percent"},{"startTime":439.873,"endTime":442.293,"body":"of the time for your documents."},{"startTime":442.293,"endTime":443.193,"body":"Maybe that's good enough."},{"startTime":443.343,"endTime":443.673,"body":"Right."},{"startTime":443.923,"endTime":444.993,"body":"Do you want us to implement it?"},{"startTime":445.003,"endTime":445.333,"body":"Yes."},{"startTime":445.353,"endTime":446.093,"body":"We want to implement it."},{"startTime":446.093,"endTime":446.373,"body":"Okay."},{"startTime":446.373,"endTime":449.653,"body":"Well, if we implement it,"},{"startTime":446.373,"endTime":449.653,"body":"this license, all this stuff"},{"startTime":449.653,"endTime":450.903,"body":"has licenses, fees, whatnot."},{"startTime":451.113,"endTime":451.293,"body":"Yeah."},{"startTime":451.443,"endTime":453.983,"body":"You got to pay this much"},{"startTime":451.443,"endTime":453.983,"body":"additional, sure, no problem."},{"startTime":453.993,"endTime":455.143,"body":"Super easy decision."},{"startTime":455.293,"endTime":458.663,"body":"Now, boom, development team just made"},{"startTime":455.293,"endTime":458.663,"body":"some money and now we got to go back to"},{"startTime":458.663,"endTime":462.483,"body":"the people that see development as a cost"},{"startTime":458.663,"endTime":462.483,"body":"center and say, Hey, look, we made money."},{"startTime":462.543,"endTime":464.513,"body":"And then we break their"},{"startTime":462.543,"endTime":464.513,"body":"brains and then yeah."},{"startTime":464.573,"endTime":465.983,"body":"And then, and then everyone gets fired."},{"startTime":465.993,"endTime":468.943,"body":"That's what I'm trying to say."},{"startTime":469.093,"endTime":469.983,"body":"You see what I did?"},{"startTime":470.173,"endTime":471.873,"body":"I introduced a whole different podcast."},{"startTime":472.023,"endTime":473.293,"body":"That is a different podcast."},{"startTime":473.333,"endTime":475.153,"body":"What are you going to do when"},{"startTime":473.333,"endTime":475.153,"body":"you're not a cost center?"},{"startTime":475.153,"endTime":477.443,"body":"Anyway, like that was, I don't"},{"startTime":475.153,"endTime":477.443,"body":"know if I'm going to leave this"},{"startTime":477.463,"endTime":480.473,"body":"in or keep or cut it out of the"},{"startTime":477.463,"endTime":480.473,"body":"podcast so we can stay on the topic."},{"startTime":480.623,"endTime":483.873,"body":"And not have me whining and complaining"},{"startTime":480.623,"endTime":483.873,"body":"about software finance again,"},{"startTime":483.983,"endTime":486.043,"body":"again, again, again, and again."},{"startTime":486.253,"endTime":490.563,"body":"The more that you demo and those"},{"startTime":486.253,"endTime":490.563,"body":"users that saw something last time,"},{"startTime":490.563,"endTime":492.153,"body":"Hey, we, we did this with OCR."},{"startTime":492.163,"endTime":495.573,"body":"We were picking we're picking numbers"},{"startTime":492.163,"endTime":495.573,"body":"off of your documents or letters or"},{"startTime":495.573,"endTime":497.098,"body":"whatever characters off your documents."},{"startTime":497.248,"endTime":501.378,"body":"And we're putting it down in fields,"},{"startTime":497.248,"endTime":501.378,"body":"even if that blows up server crashes,"},{"startTime":501.378,"endTime":504.548,"body":"whatever, in the middle of demo"},{"startTime":501.378,"endTime":504.548,"body":"those customers are still invested."},{"startTime":504.608,"endTime":508.658,"body":"Their willingness to go along for the"},{"startTime":504.608,"endTime":508.658,"body":"ride because they are bought in already."},{"startTime":508.808,"endTime":512.488,"body":"That is different than when"},{"startTime":508.808,"endTime":512.488,"body":"you're demoing to somebody that"},{"startTime":512.488,"endTime":513.628,"body":"you're trying to make a sales to."},{"startTime":513.633,"endTime":514.053,"body":"Exactly."},{"startTime":514.073,"endTime":517.188,"body":"To you make someone that you're trying"},{"startTime":514.073,"endTime":517.188,"body":"to make a sale to for the first time."},{"startTime":517.338,"endTime":520.398,"body":"You know someone who doesn't know"},{"startTime":517.338,"endTime":520.398,"body":"that, that, oh, your company is not"},{"startTime":520.398,"endTime":523.848,"body":"the kind of company where you, you"},{"startTime":520.398,"endTime":523.848,"body":"ask for something and then you write"},{"startTime":523.848,"endTime":527.358,"body":"your congressman and then you copy it"},{"startTime":523.848,"endTime":527.358,"body":"and triplicate and you send it into"},{"startTime":527.358,"endTime":530.118,"body":"the void, and then you get a megaphone"},{"startTime":527.358,"endTime":530.118,"body":"and you scream into the void and then."},{"startTime":530.268,"endTime":533.878,"body":"Three months later, maybe you get a"},{"startTime":530.268,"endTime":533.878,"body":"status report from a project manager."},{"startTime":533.878,"endTime":534.808,"body":"And, you know what I mean?"},{"startTime":534.808,"endTime":537.638,"body":"Like that kind of thing, like"},{"startTime":534.808,"endTime":537.638,"body":"the normal ask for an enhancement"},{"startTime":537.638,"endTime":540.648,"body":"from Facebook and see what you"},{"startTime":537.638,"endTime":540.648,"body":"get that kind of thing, you know?"},{"startTime":540.688,"endTime":540.908,"body":"Yeah."},{"startTime":540.908,"endTime":541.248,"body":"Yeah."},{"startTime":541.248,"endTime":541.438,"body":"Right."},{"startTime":541.438,"endTime":542.358,"body":"Internal customers."},{"startTime":542.538,"endTime":543.458,"body":"I'll just say, right."},{"startTime":543.538,"endTime":546.368,"body":"People that you're demoing to with"},{"startTime":543.538,"endTime":546.368,"body":"your, your sprint reviews frequently,"},{"startTime":546.388,"endTime":549.678,"body":"it could be external, but people"},{"startTime":546.388,"endTime":549.678,"body":"that are known to you, right."},{"startTime":549.828,"endTime":550.868,"body":"To your point, they're vested."},{"startTime":551.018,"endTime":552.888,"body":"If the server crashes or whatever."},{"startTime":553.038,"endTime":556.748,"body":"And you excuse you know, them and"},{"startTime":553.038,"endTime":556.748,"body":"say, look, it's just going to take"},{"startTime":556.748,"endTime":558.168,"body":"me another five minutes to reboot."},{"startTime":558.318,"endTime":559.068,"body":"It's not the end of the world."},{"startTime":559.218,"endTime":562.038,"body":"But yeah, I mean, if you've got"},{"startTime":559.218,"endTime":562.038,"body":"audience that's just coming in"},{"startTime":562.038,"endTime":565.068,"body":"for the first time looking at your"},{"startTime":562.038,"endTime":565.068,"body":"product, they don't really maybe even"},{"startTime":565.068,"endTime":566.878,"body":"know your company that well, right?"},{"startTime":567.098,"endTime":570.778,"body":"So it's not just the product"},{"startTime":567.098,"endTime":570.778,"body":"functionality that they're looking for."},{"startTime":570.778,"endTime":573.168,"body":"They're looking for the"},{"startTime":570.778,"endTime":573.168,"body":"company as well, right?"},{"startTime":573.178,"endTime":576.068,"body":"How are the, how are the"},{"startTime":573.178,"endTime":576.068,"body":"company members treating them?"},{"startTime":576.118,"endTime":576.698,"body":"All of that."},{"startTime":576.848,"endTime":580.798,"body":"If it blows up the first time,"},{"startTime":576.848,"endTime":580.798,"body":"it is really up to the person"},{"startTime":580.808,"endTime":585.908,"body":"doing the demo to find a way to"},{"startTime":580.808,"endTime":585.908,"body":"sidestep it, find a way reboot the"},{"startTime":585.908,"endTime":587.248,"body":"server, whatever it takes, right?"},{"startTime":587.568,"endTime":590.378,"body":"In my experience, there's a whole"},{"startTime":587.568,"endTime":590.378,"body":"plethora of strategies that can"},{"startTime":590.378,"endTime":593.898,"body":"be employed here, depending on"},{"startTime":590.378,"endTime":593.898,"body":"your experience level doing demos."},{"startTime":593.908,"endTime":594.728,"body":"You know, the other one that."},{"startTime":594.908,"endTime":600.018,"body":"I deal with more recently in my line"},{"startTime":594.908,"endTime":600.018,"body":"of work is the shuffle that you and"},{"startTime":600.018,"endTime":603.588,"body":"the salespeople have to do when you're"},{"startTime":600.018,"endTime":603.588,"body":"demoing anything that involves an LLM"},{"startTime":603.598,"endTime":607.728,"body":"or any kind of machine learning type"},{"startTime":603.598,"endTime":607.728,"body":"of model in any way, shape or form."},{"startTime":607.968,"endTime":611.378,"body":"Like everybody knows those"},{"startTime":607.968,"endTime":611.378,"body":"models take a while after you"},{"startTime":611.378,"endTime":612.888,"body":"hit run, they take a while."},{"startTime":613.038,"endTime":616.998,"body":"So you gotta do a little story or"},{"startTime":613.038,"endTime":616.998,"body":"a little shuffle or tell them a"},{"startTime":616.998,"endTime":619.518,"body":"little bit about what's happened"},{"startTime":616.998,"endTime":619.518,"body":"on the back end and then hope."},{"startTime":619.668,"endTime":621.148,"body":"That your hope so good."},{"startTime":621.148,"endTime":621.318,"body":"Yeah."},{"startTime":621.318,"endTime":625.218,"body":"Hope that your, it will hope that you come"},{"startTime":621.318,"endTime":625.218,"body":"through, hope that your input is known."},{"startTime":625.358,"endTime":625.698,"body":"You know what I mean?"},{"startTime":625.698,"endTime":627.338,"body":"That, that was what you were"},{"startTime":625.698,"endTime":627.338,"body":"saying is like, Hey, I've done"},{"startTime":627.338,"endTime":628.858,"body":"this demo a million times, right?"},{"startTime":628.948,"endTime":631.468,"body":"And I know it comes back"},{"startTime":628.948,"endTime":631.468,"body":"in less than 15 seconds."},{"startTime":631.738,"endTime":635.168,"body":"So I got a few little prepared"},{"startTime":631.738,"endTime":635.168,"body":"quips stories things that take"},{"startTime":635.168,"endTime":636.708,"body":"them that take about 15 seconds."},{"startTime":636.868,"endTime":637.558,"body":"I think every."},{"startTime":637.708,"endTime":641.648,"body":"The funny thing about this is sales"},{"startTime":637.708,"endTime":641.648,"body":"people are trained in this kind of thing."},{"startTime":641.918,"endTime":645.138,"body":"Maybe it's like on the job"},{"startTime":641.918,"endTime":645.138,"body":"training that they're trained,"},{"startTime":645.188,"endTime":646.078,"body":"trained in this kind of thing."},{"startTime":646.088,"endTime":650.138,"body":"Or maybe maybe they get trained by"},{"startTime":646.088,"endTime":650.138,"body":"the company in, in The, the how to"},{"startTime":650.138,"endTime":655.228,"body":"present the product or whatever, but a"},{"startTime":650.138,"endTime":655.228,"body":"very rarely does the product team, the"},{"startTime":655.238,"endTime":660.198,"body":"product manager, developers QA people,"},{"startTime":655.238,"endTime":660.198,"body":"whoever like sit with a salesperson"},{"startTime":660.208,"endTime":664.788,"body":"and get critiqued on Hey, this is kind"},{"startTime":660.208,"endTime":664.788,"body":"of how you could improve this skill."},{"startTime":664.788,"endTime":667.218,"body":"And these are ways you can do"},{"startTime":664.788,"endTime":667.218,"body":"better just, just some, some"},{"startTime":667.218,"endTime":669.438,"body":"feedback on the method of demoing."},{"startTime":669.588,"endTime":670.708,"body":"That's super valuable."},{"startTime":670.718,"endTime":675.848,"body":"I think of maybe one company I've ever"},{"startTime":670.718,"endTime":675.848,"body":"been at, maybe two, one or two, single"},{"startTime":675.848,"endTime":679.698,"body":"digit number, regardless, that, that, that"},{"startTime":675.848,"endTime":679.698,"body":"I've, that I've ever been in a position."},{"startTime":679.848,"endTime":683.638,"body":"Where the people in sales, marketing"},{"startTime":679.848,"endTime":683.638,"body":"and whatnot actually sit in the demo"},{"startTime":683.638,"endTime":686.398,"body":"and then gave me some feedback about"},{"startTime":683.638,"endTime":686.398,"body":"like, here, here are some ways that you"},{"startTime":686.718,"endTime":690.088,"body":"could have connected and things that"},{"startTime":686.718,"endTime":690.088,"body":"you could have done to improve your"},{"startTime":690.318,"endTime":693.178,"body":"presentation skill and your demonstrate"},{"startTime":690.318,"endTime":693.178,"body":"the demonstration of the software"},{"startTime":693.178,"endTime":697.073,"body":"and how you tell your story and lead"},{"startTime":693.178,"endTime":697.073,"body":"through that's that's I don't know,"},{"startTime":697.073,"endTime":699.01,"body":"it's kind of sad when I think about it."},{"startTime":699.01,"endTime":701.808,"body":"I was just going to say what a lost"},{"startTime":699.01,"endTime":701.808,"body":"opportunity, because that's really"},{"startTime":701.808,"endTime":705.068,"body":"the easiest way to get feedback is"},{"startTime":701.808,"endTime":705.068,"body":"to From your own staff, from your own"},{"startTime":705.098,"endTime":708.168,"body":"salespeople, marketing people, product"},{"startTime":705.098,"endTime":708.168,"body":"marketing, what have you, right?"},{"startTime":708.318,"endTime":711.208,"body":"This is a safe environment when"},{"startTime":708.318,"endTime":711.208,"body":"you're doing your practice sessions."},{"startTime":711.478,"endTime":714.348,"body":"So get that feedback and then"},{"startTime":711.478,"endTime":714.348,"body":"really hone your technique."},{"startTime":714.668,"endTime":718.098,"body":"So when you do have to do a demo"},{"startTime":714.668,"endTime":718.098,"body":"for quote unquote for real, right?"},{"startTime":718.178,"endTime":719.808,"body":"You've incorporated that feedback."},{"startTime":719.958,"endTime":722.658,"body":"But some of the good salespeople"},{"startTime":719.958,"endTime":722.658,"body":"though you can't really do that."},{"startTime":722.928,"endTime":725.398,"body":"First of all, look, let's just"},{"startTime":722.928,"endTime":725.398,"body":"acknowledge that you can't really"},{"startTime":725.398,"endTime":727.098,"body":"prepare for all eventualities."},{"startTime":727.348,"endTime":731.798,"body":"Things will just happen right out of the"},{"startTime":727.348,"endTime":731.798,"body":"blue and in that situation, for example,"},{"startTime":731.798,"endTime":735.628,"body":"where you've run this query several times,"},{"startTime":731.798,"endTime":735.628,"body":"you know it comes back somewhere between"},{"startTime":735.628,"endTime":737.708,"body":"nine and 15 seconds every time, right?"},{"startTime":737.858,"endTime":742.308,"body":"You do it in the demo and 15 seconds go"},{"startTime":737.858,"endTime":742.308,"body":"by and nothing still spinning the spinner."},{"startTime":742.518,"endTime":743.968,"body":"Another five seconds go by."},{"startTime":744.118,"endTime":746.838,"body":"And now you're starting to"},{"startTime":744.118,"endTime":746.838,"body":"get anxious as a demonstrator."},{"startTime":746.848,"endTime":748.038,"body":"It's like, what's going on here?"},{"startTime":748.088,"endTime":748.378,"body":"Right?"},{"startTime":748.528,"endTime":752.588,"body":"So again, either yourself, if you have"},{"startTime":748.528,"endTime":752.588,"body":"some experience or the sales people"},{"startTime":752.588,"endTime":756.658,"body":"could say in the previous version,"},{"startTime":752.588,"endTime":756.658,"body":"this used to take 25 seconds, right?"},{"startTime":756.748,"endTime":758.888,"body":"And then let's say the"},{"startTime":756.748,"endTime":758.888,"body":"query returns in 18."},{"startTime":759.038,"endTime":761.178,"body":"Now it's less than 25, right?"},{"startTime":761.198,"endTime":764.318,"body":"So you situation that situation has"},{"startTime":761.198,"endTime":764.318,"body":"been turned around at that point."},{"startTime":764.328,"endTime":766.148,"body":"You can just say we've improved this."},{"startTime":766.188,"endTime":767.888,"body":"We've done nothing really different."},{"startTime":768.038,"endTime":768.598,"body":"Probably."},{"startTime":768.898,"endTime":770.068,"body":"It's just how you kind of."},{"startTime":770.123,"endTime":770.776,"body":"You know, it's it's it's difficult to."},{"startTime":770.776,"endTime":772.53,"body":"Overcome the situation as a demonstrator."},{"startTime":772.53,"endTime":773.44,"body":"You could do the same thing."},{"startTime":773.45,"endTime":775.04,"body":"You could say nine times out of 10."},{"startTime":775.04,"endTime":777.29,"body":"This comes back in 20 seconds, right?"},{"startTime":777.58,"endTime":781.09,"body":"And you know that to be you're really"},{"startTime":777.58,"endTime":781.09,"body":"being economical with the truth."},{"startTime":781.09,"endTime":781.83,"body":"Let's face it, right?"},{"startTime":781.83,"endTime":784.08,"body":"You know that to be not quite"},{"startTime":781.83,"endTime":784.08,"body":"true because it comes back."},{"startTime":784.29,"endTime":786.85,"body":"Let's say 15 seconds or less 20 seconds."},{"startTime":787.05,"endTime":789.97,"body":"It's a little longer and then"},{"startTime":787.05,"endTime":789.97,"body":"it actually comes back in 18."},{"startTime":789.97,"endTime":793.17,"body":"You still don't look as bad if it comes"},{"startTime":789.97,"endTime":793.17,"body":"back in 20, you don't look as bad because"},{"startTime":793.17,"endTime":795.22,"body":"you've set the expectation now, right?"},{"startTime":795.41,"endTime":799.95,"body":"And that only happened in the In the"},{"startTime":795.41,"endTime":799.95,"body":"moment when you hit it and you went past"},{"startTime":799.95,"endTime":804.12,"body":"the 15 and it hasn't come back yet Last"},{"startTime":799.95,"endTime":804.12,"body":"thing you should do is just simply sit"},{"startTime":804.12,"endTime":808.19,"body":"there and stare at the screen or even"},{"startTime":804.12,"endTime":808.19,"body":"worse is gee what's taking it so long?"},{"startTime":808.48,"endTime":812.66,"body":"That's what really pulls the the"},{"startTime":808.48,"endTime":812.66,"body":"good demonstrators away from the ones"},{"startTime":812.66,"endTime":814.34,"body":"that have done it a while, right?"},{"startTime":814.51,"endTime":817.83,"body":"So yeah, I mean there's a lot of"},{"startTime":814.51,"endTime":817.83,"body":"things like that that you can get"},{"startTime":817.84,"endTime":821.53,"body":"better at with practice Right and"},{"startTime":817.84,"endTime":821.53,"body":"practice with your internal stuff."},{"startTime":821.58,"endTime":823.19,"body":"Your point is It's just invaluable."},{"startTime":823.39,"endTime":825.11,"body":"Oh, one more on the audience engagement."},{"startTime":825.12,"endTime":829.42,"body":"So if you don't know, really know"},{"startTime":825.12,"endTime":829.42,"body":"your audience, be very careful in"},{"startTime":829.42,"endTime":832.43,"body":"this Being bold with them and say,"},{"startTime":829.42,"endTime":832.43,"body":"Hey, would one of you like to come"},{"startTime":832.43,"endTime":834.33,"body":"up and hit the keys on the keyboard?"},{"startTime":834.6,"endTime":836.46,"body":"Or would you like to role play?"},{"startTime":836.57,"endTime":836.78,"body":"Yeah."},{"startTime":836.82,"endTime":837.2,"body":"Right."},{"startTime":837.35,"endTime":838.95,"body":"I know the intent is good, right?"},{"startTime":838.96,"endTime":841.19,"body":"Because you're trying to say"},{"startTime":838.96,"endTime":841.19,"body":"this isn't really canned."},{"startTime":841.29,"endTime":841.52,"body":"Yeah."},{"startTime":841.62,"endTime":842.68,"body":"It can backfire on you."},{"startTime":843.0,"endTime":844.48,"body":"I've seen it backfire."},{"startTime":844.63,"endTime":848.11,"body":"Not because the audience is like"},{"startTime":844.63,"endTime":848.11,"body":"doing this maliciously or anything."},{"startTime":848.39,"endTime":852.15,"body":"I've seen it backfired because the person"},{"startTime":848.39,"endTime":852.15,"body":"that was selected from the audience,"},{"startTime":852.44,"endTime":853.86,"body":"English wasn't their first language."},{"startTime":854.01,"endTime":857.97,"body":"And when they were asked to do something,"},{"startTime":854.01,"endTime":857.97,"body":"they just misinterpreted it totally."},{"startTime":858.12,"endTime":859.24,"body":"And they were confused."},{"startTime":859.28,"endTime":861.44,"body":"We are now seeing them confused."},{"startTime":861.59,"endTime":864.89,"body":"Everybody else in the audience is not"},{"startTime":861.59,"endTime":864.89,"body":"going to get a good vibe from this."},{"startTime":865.04,"endTime":865.39,"body":"Right?"},{"startTime":865.42,"endTime":866.72,"body":"So just know your audience."},{"startTime":866.92,"endTime":871.1,"body":"There's two things inside of knowing"},{"startTime":866.92,"endTime":871.1,"body":"your audience that I think about as"},{"startTime":871.22,"endTime":873.1,"body":"real, , important concerns for me."},{"startTime":873.25,"endTime":876.07,"body":"Number one is their technical proficiency."},{"startTime":876.17,"endTime":876.57,"body":"Right."},{"startTime":876.66,"endTime":879.33,"body":"So it depends on the feature you're"},{"startTime":876.66,"endTime":879.33,"body":"showing them, but if you're showing"},{"startTime":879.33,"endTime":883.76,"body":"them something deep something that"},{"startTime":879.33,"endTime":883.76,"body":"requires a lot of like I think about"},{"startTime":883.76,"endTime":887.38,"body":"like a data analytics product that"},{"startTime":883.76,"endTime":887.38,"body":"I worked on where we were, we were"},{"startTime":887.38,"endTime":889.9,"body":"publishing data, like low level data."},{"startTime":890.1,"endTime":892.74,"body":"You can go to the catalog, select"},{"startTime":890.1,"endTime":892.74,"body":"your data source, and then pick the"},{"startTime":892.74,"endTime":893.9,"body":"columns out of your data source."},{"startTime":893.91,"endTime":896.48,"body":"So it's sort of like a, like"},{"startTime":893.91,"endTime":896.48,"body":"a simplified SQL type of deal."},{"startTime":896.63,"endTime":899.44,"body":"That, that requires people to"},{"startTime":896.63,"endTime":899.44,"body":"understand like, Oh, what, what"},{"startTime":899.44,"endTime":900.96,"body":"are these fields for that we want?"},{"startTime":900.97,"endTime":903.61,"body":"You know, what data source is do I need?"},{"startTime":903.76,"endTime":907.32,"body":"You know, if I want to get a"},{"startTime":903.76,"endTime":907.32,"body":"particular type of report or build"},{"startTime":907.32,"endTime":911.83,"body":"a particular dashboard if they"},{"startTime":907.32,"endTime":911.83,"body":"have very little data proficiency."},{"startTime":911.89,"endTime":911.95,"body":"Yeah."},{"startTime":911.99,"endTime":913.85,"body":"Like they're, they're"},{"startTime":911.99,"endTime":913.85,"body":"gonna struggle in that."},{"startTime":914.15,"endTime":917.45,"body":"The other side of technical"},{"startTime":914.15,"endTime":917.45,"body":"proficiency is that something about"},{"startTime":917.45,"endTime":921.2,"body":"their use cases, their, their pain"},{"startTime":917.45,"endTime":921.2,"body":"points that they're trying to solve."},{"startTime":921.35,"endTime":923.06,"body":"You know, something"},{"startTime":921.35,"endTime":923.06,"body":"about it ahead of time."},{"startTime":923.21,"endTime":926.12,"body":"You know that this particular group"},{"startTime":923.21,"endTime":926.12,"body":"is trying to build dashboards."},{"startTime":926.27,"endTime":928.19,"body":"Is struggling because they"},{"startTime":926.27,"endTime":928.19,"body":"don't have access to all"},{"startTime":928.19,"endTime":929.43,"body":"these different data sources."},{"startTime":929.43,"endTime":932.18,"body":"They need to build the dashboards"},{"startTime":929.43,"endTime":932.18,"body":"every time they go get a different data"},{"startTime":932.18,"endTime":935.64,"body":"source, they got to get permissions"},{"startTime":932.18,"endTime":935.64,"body":"and sign offs and it says, et cetera."},{"startTime":935.88,"endTime":938.23,"body":"And if they're going to use your"},{"startTime":935.88,"endTime":938.23,"body":"data platform, They can kind of"},{"startTime":938.23,"endTime":941.37,"body":"shortcut all that because you've"},{"startTime":938.23,"endTime":941.37,"body":"dealt with it all for them."},{"startTime":941.64,"endTime":945.17,"body":"They have access to everything that"},{"startTime":941.64,"endTime":945.17,"body":"the different data providers are happy"},{"startTime":945.17,"endTime":949.97,"body":"to provide, and are willing to provide"},{"startTime":945.17,"endTime":949.97,"body":"without additional sign offs or whatever."},{"startTime":949.97,"endTime":952.21,"body":"Or maybe there's special things"},{"startTime":949.97,"endTime":952.21,"body":"built into your platform where"},{"startTime":952.21,"endTime":953.25,"body":"they can get access to things."},{"startTime":953.25,"endTime":955.38,"body":"But anyway, , you know their"},{"startTime":953.25,"endTime":955.38,"body":"technical proficiency, and"},{"startTime":955.38,"endTime":956.58,"body":"you know their pain points."},{"startTime":956.73,"endTime":959.33,"body":"And you can tailor the"},{"startTime":956.73,"endTime":959.33,"body":"demo to both of those."},{"startTime":959.42,"endTime":960.65,"body":"Yeah, that's a key point."},{"startTime":960.8,"endTime":962.68,"body":"You know, cause that's the"},{"startTime":960.8,"endTime":962.68,"body":"difference between people kind"},{"startTime":962.68,"endTime":965.16,"body":"of just walking by your booth and"},{"startTime":962.68,"endTime":965.16,"body":"be like, Oh, that's kind of neat."},{"startTime":965.23,"endTime":968.13,"body":"And, and the people saying that like,"},{"startTime":965.23,"endTime":968.13,"body":"Oh, this is something that could"},{"startTime":968.14,"endTime":970.78,"body":"be life changing or transformative."},{"startTime":970.78,"endTime":972.99,"body":"And something that I would be"},{"startTime":970.78,"endTime":972.99,"body":"willing to pay for because it's"},{"startTime":973.0,"endTime":976.51,"body":"so useful that Yeah, I, I think"},{"startTime":973.0,"endTime":976.51,"body":"that's a, that's a really key point."},{"startTime":976.56,"endTime":980.18,"body":"So what, one of the things I've seen"},{"startTime":976.56,"endTime":980.18,"body":"over the years is people certainly"},{"startTime":980.18,"endTime":982.3,"body":"having the, the actual demo live demo."},{"startTime":982.3,"endTime":982.56,"body":"Right."},{"startTime":982.66,"endTime":986.33,"body":"But also at the same time, they"},{"startTime":982.66,"endTime":986.33,"body":"have these monitors on pedestals."},{"startTime":986.48,"endTime":990.57,"body":"Scattered around their booth where"},{"startTime":986.48,"endTime":990.57,"body":"a product demo is self running."},{"startTime":990.72,"endTime":994.8,"body":"And I never liked the idea because"},{"startTime":990.72,"endTime":994.8,"body":"You don't know who the audience is."},{"startTime":994.82,"endTime":998.01,"body":"You don't know what pain point it's"},{"startTime":994.82,"endTime":998.01,"body":"solving, if any, from the audience."},{"startTime":998.16,"endTime":1002.1,"body":"So the only play you have is,"},{"startTime":998.16,"endTime":1002.1,"body":"this is like, this is cool."},{"startTime":1002.35,"endTime":1002.66,"body":"Right?"},{"startTime":1002.67,"endTime":1003.79,"body":"That's the only thing you have."},{"startTime":1004.09,"endTime":1005.55,"body":"And who's willing to pay for that?"},{"startTime":1005.59,"endTime":1008.17,"body":"Unless it's gonna hit that"},{"startTime":1005.59,"endTime":1008.17,"body":"this is solving my problem."},{"startTime":1008.32,"endTime":1009.62,"body":"So I never liked that."},{"startTime":1009.65,"endTime":1014.68,"body":"I always liked, The idea of signing"},{"startTime":1009.65,"endTime":1014.68,"body":"people up, walk ins are always"},{"startTime":1014.68,"endTime":1018.1,"body":"welcome, but you can have multiple"},{"startTime":1014.68,"endTime":1018.1,"body":"demos of different types going on"},{"startTime":1018.1,"endTime":1019.46,"body":"depending on your product portfolio."},{"startTime":1019.69,"endTime":1023.27,"body":"But have knowing that people can sign"},{"startTime":1019.69,"endTime":1023.27,"body":"up and you can reach out to them and"},{"startTime":1023.27,"endTime":1025.02,"body":"say, what is it that you're looking for?"},{"startTime":1025.06,"endTime":1025.28,"body":"Yeah."},{"startTime":1025.32,"endTime":1025.51,"body":"Right."},{"startTime":1025.51,"endTime":1026.77,"body":"What problem are you trying to solve?"},{"startTime":1027.11,"endTime":1030.48,"body":"And when you, when you, when"},{"startTime":1027.11,"endTime":1030.48,"body":"you're astute, what you can do is"},{"startTime":1030.63,"endTime":1034.06,"body":"you can recognize those people in"},{"startTime":1030.63,"endTime":1034.06,"body":"the audience and say, what One of"},{"startTime":1034.07,"endTime":1034.94,"body":"you don't have to call them out."},{"startTime":1034.99,"endTime":1038.36,"body":"You can say one of you have this problem"},{"startTime":1034.99,"endTime":1038.36,"body":"perhaps in the audience, and this"},{"startTime":1038.36,"endTime":1039.84,"body":"is how our product helps solve that."},{"startTime":1039.94,"endTime":1040.18,"body":"Yeah."},{"startTime":1040.18,"endTime":1043.37,"body":"That's that is the way that kind"},{"startTime":1040.18,"endTime":1043.37,"body":"of really hit the mark, right?"},{"startTime":1043.56,"endTime":1043.88,"body":"Yeah."},{"startTime":1044.04,"endTime":1046.81,"body":"Otherwise you're spraying"},{"startTime":1044.04,"endTime":1046.81,"body":"with a big hose, right."},{"startTime":1046.87,"endTime":1048.58,"body":"And, and hoping something sticks."},{"startTime":1048.59,"endTime":1051.42,"body":"No, that's a much smarter way, especially"},{"startTime":1048.59,"endTime":1051.42,"body":"if you're deployed with the team,"},{"startTime":1051.45,"endTime":1052.84,"body":"like conferences, stuff like that."},{"startTime":1052.89,"endTime":1056.7,"body":"And the team is observing, listening,"},{"startTime":1052.89,"endTime":1056.7,"body":"they can bring back and share the"},{"startTime":1056.71,"endTime":1058.93,"body":"things that they've heard with the"},{"startTime":1056.71,"endTime":1058.93,"body":"audience so that when they have, when"},{"startTime":1058.93,"endTime":1063.03,"body":"it's their time to resent You now can"},{"startTime":1058.93,"endTime":1063.03,"body":"tweak and tailor your presentation for"},{"startTime":1063.03,"endTime":1064.43,"body":"the things that your team has heard."},{"startTime":1064.77,"endTime":1069.22,"body":"So you're sure that you're resonating"},{"startTime":1064.77,"endTime":1069.22,"body":"with people rather than guessing Oh,"},{"startTime":1069.45,"endTime":1072.22,"body":"we'll do the big bang presentation"},{"startTime":1069.45,"endTime":1072.22,"body":"all around the world presentation."},{"startTime":1072.26,"endTime":1072.68,"body":"Yeah."},{"startTime":1072.89,"endTime":1076.85,"body":"Because, because one of the things that"},{"startTime":1072.89,"endTime":1076.85,"body":"like, especially product demos, I've"},{"startTime":1076.85,"endTime":1080.5,"body":"done a lot of them the other thing that"},{"startTime":1076.85,"endTime":1080.5,"body":"you deal with in every product demo,"},{"startTime":1080.5,"endTime":1083.68,"body":"just like anytime you do any kind of"},{"startTime":1080.5,"endTime":1083.68,"body":"presentation, corporate presentation"},{"startTime":1083.89,"endTime":1088.05,"body":"is there is never enough time,"},{"startTime":1083.89,"endTime":1088.05,"body":"regardless of whatever time you have."},{"startTime":1088.2,"endTime":1089.68,"body":"Like there is never enough."},{"startTime":1089.83,"endTime":1091.05,"body":"That's the universal truth."},{"startTime":1091.09,"endTime":1092.32,"body":"It is never enough time."},{"startTime":1092.35,"endTime":1096.45,"body":"So managing your time in the demo"},{"startTime":1092.35,"endTime":1096.45,"body":"presentation, demo, whatever it is,"},{"startTime":1096.45,"endTime":1099.18,"body":"we probably could have a whole nother"},{"startTime":1096.45,"endTime":1099.18,"body":"podcast about this, but managing your"},{"startTime":1099.18,"endTime":1101.43,"body":"time in the demo is super critical."},{"startTime":1101.58,"endTime":1101.81,"body":"Yeah."},{"startTime":1101.81,"endTime":1106.4,"body":"Cause you, you don't want to just simply"},{"startTime":1101.81,"endTime":1106.4,"body":"do the first 20 percent of your demo and"},{"startTime":1106.4,"endTime":1108.03,"body":"then find yourself running short of time."},{"startTime":1108.03,"endTime":1109.39,"body":"So, yeah, I agree with that."},{"startTime":1109.7,"endTime":1113.47,"body":"I think one of the, one of the"},{"startTime":1109.7,"endTime":1113.47,"body":"techniques you could use to help"},{"startTime":1113.47,"endTime":1115.11,"body":"you with that is let's say you have."},{"startTime":1115.26,"endTime":1118.93,"body":"Customers that are all, because customers"},{"startTime":1115.26,"endTime":1118.93,"body":"usually attend these things too, right?"},{"startTime":1119.21,"endTime":1120.97,"body":"Whether it's trade shows or whatever."},{"startTime":1121.12,"endTime":1126.91,"body":"Get some of those customers to come to"},{"startTime":1121.12,"endTime":1126.91,"body":"your booth and be open to talk about how"},{"startTime":1126.95,"endTime":1128.73,"body":"the product has solved their problems."},{"startTime":1128.8,"endTime":1129.04,"body":"Yeah."},{"startTime":1129.21,"endTime":1132.03,"body":"And their problems are probably"},{"startTime":1129.21,"endTime":1132.03,"body":"also some other people's"},{"startTime":1132.03,"endTime":1133.44,"body":"problems, their prospects, right?"},{"startTime":1133.54,"endTime":1134.26,"body":"Sure, sure."},{"startTime":1134.51,"endTime":1138.36,"body":"So again, this comes back to get your"},{"startTime":1134.51,"endTime":1138.36,"body":"people to get your audience to sign up"},{"startTime":1138.37,"endTime":1140.6,"body":"beforehand and then ask them the question."},{"startTime":1140.6,"endTime":1143.6,"body":"What are the top two things"},{"startTime":1140.6,"endTime":1143.6,"body":"you're trying to solve today?"},{"startTime":1143.77,"endTime":1148.39,"body":"And align those customers up with these"},{"startTime":1143.77,"endTime":1148.39,"body":"prospects and say, What you're trying"},{"startTime":1148.39,"endTime":1153.17,"body":"to do is already being done for the"},{"startTime":1148.39,"endTime":1153.17,"body":"most part, let's say, by Fred or Mary."},{"startTime":1153.4,"endTime":1155.53,"body":"And you should talk, right?"},{"startTime":1155.53,"endTime":1158.74,"body":"And I think that buys you a little"},{"startTime":1155.53,"endTime":1158.74,"body":"time because you don't have to go"},{"startTime":1158.74,"endTime":1160.46,"body":"through the whole thing in detail."},{"startTime":1160.61,"endTime":1164.35,"body":"For that particular prospect, you"},{"startTime":1160.61,"endTime":1164.35,"body":"probably have a scripted demo."},{"startTime":1164.49,"endTime":1165.81,"body":"We should probably stick to it."},{"startTime":1165.82,"endTime":1166.64,"body":"That's very interesting."},{"startTime":1166.64,"endTime":1169.34,"body":"Look, we used to do that"},{"startTime":1166.64,"endTime":1169.34,"body":"with the logistics customers."},{"startTime":1169.34,"endTime":1172.71,"body":"We used to connect certain customers"},{"startTime":1169.34,"endTime":1172.71,"body":"to other customers to say, Hey,"},{"startTime":1172.92,"endTime":1175.41,"body":"this customer had the problem"},{"startTime":1172.92,"endTime":1175.41,"body":"you're having and they solved it."},{"startTime":1175.6,"endTime":1178.4,"body":"You know, usually we would only do"},{"startTime":1175.6,"endTime":1178.4,"body":"that if they solved it with one of"},{"startTime":1178.4,"endTime":1180.41,"body":"our features that they did not buy."},{"startTime":1180.62,"endTime":1185.61,"body":"So it is a sales business development"},{"startTime":1180.62,"endTime":1185.61,"body":"opportunity in disguise, but also"},{"startTime":1185.61,"endTime":1186.66,"body":"like a networking opportunity."},{"startTime":1186.66,"endTime":1188.38,"body":"Hey, I'm going to introduce"},{"startTime":1186.66,"endTime":1188.38,"body":"you to another customer."},{"startTime":1188.56,"endTime":1189.5,"body":"They already solved your problem."},{"startTime":1189.53,"endTime":1191.01,"body":"They're living in your future."},{"startTime":1191.16,"endTime":1192.89,"body":"And also they're spending"},{"startTime":1191.16,"endTime":1192.89,"body":"more money with us."},{"startTime":1193.02,"endTime":1195.21,"body":"But  their pain point is relieved."},{"startTime":1195.36,"endTime":1196.99,"body":"So that was, I mean, that was a."},{"startTime":1197.14,"endTime":1198.24,"body":"Easy win."},{"startTime":1198.45,"endTime":1200.99,"body":"Yeah, I agree at the time we a long time."},{"startTime":1200.99,"endTime":1203.98,"body":"So we actually flew out one"},{"startTime":1200.99,"endTime":1203.98,"body":"of the at the customer side."},{"startTime":1203.99,"endTime":1208.57,"body":"You have people that know your tool very"},{"startTime":1203.99,"endTime":1208.57,"body":"well and can train other people to use it."},{"startTime":1208.72,"endTime":1212.8,"body":"We flew out one of those people for an"},{"startTime":1208.72,"endTime":1212.8,"body":"entire trade show to do demos for us."},{"startTime":1212.95,"endTime":1216.38,"body":"And how we differentiate ourselves with"},{"startTime":1212.95,"endTime":1216.38,"body":"competition is We're not going to do a"},{"startTime":1216.38,"endTime":1218.7,"body":"demo for you, meaning the vendor, right?"},{"startTime":1218.97,"endTime":1221.52,"body":"We're going to have a customer get"},{"startTime":1218.97,"endTime":1221.52,"body":"up and talk about how they're using"},{"startTime":1221.52,"endTime":1223.13,"body":"this tool to solve their problems."},{"startTime":1223.28,"endTime":1226.9,"body":"And then queue up this person and she"},{"startTime":1223.28,"endTime":1226.9,"body":"would come up and she would wax lyrical"},{"startTime":1226.9,"endTime":1228.67,"body":"about how how the products really work."},{"startTime":1228.82,"endTime":1229.94,"body":"It worked out for them."},{"startTime":1230.17,"endTime":1234.15,"body":"And then leave it open for like"},{"startTime":1230.17,"endTime":1234.15,"body":"contacts to say, if anybody"},{"startTime":1234.15,"endTime":1235.62,"body":"has any questions, contact me."},{"startTime":1235.67,"endTime":1236.65,"body":"I'm going to tell you how it is."},{"startTime":1236.8,"endTime":1237.08,"body":"Right."},{"startTime":1237.09,"endTime":1237.84,"body":"Because I'm a customer."},{"startTime":1237.84,"endTime":1239.16,"body":"I don't work for these guys."},{"startTime":1239.25,"endTime":1239.68,"body":"Right."},{"startTime":1239.93,"endTime":1241.19,"body":"I think that's very effective."},{"startTime":1241.34,"endTime":1243.86,"body":"I think you do have to work"},{"startTime":1241.34,"endTime":1243.86,"body":"with them to make sure that."},{"startTime":1244.01,"endTime":1246.19,"body":"So what's going to happen is"},{"startTime":1244.01,"endTime":1246.19,"body":"that the version of the product"},{"startTime":1246.22,"endTime":1249.54,"body":"that's in production at their"},{"startTime":1246.22,"endTime":1249.54,"body":"site is an older version."},{"startTime":1249.75,"endTime":1250.44,"body":"Undoubtedly."},{"startTime":1250.49,"endTime":1250.62,"body":"Right."},{"startTime":1250.66,"endTime":1254.45,"body":"By the time a demo comes around at a trade"},{"startTime":1250.66,"endTime":1254.45,"body":"show, you have added lots of features."},{"startTime":1254.66,"endTime":1258.27,"body":"So you have to train that person"},{"startTime":1254.66,"endTime":1258.27,"body":"saying, well you may not be using"},{"startTime":1258.27,"endTime":1259.99,"body":"these yet, but this is how it works."},{"startTime":1260.14,"endTime":1263.17,"body":"And now you have double benefit"},{"startTime":1260.14,"endTime":1263.17,"body":"because they're going to go back to"},{"startTime":1263.17,"endTime":1264.5,"body":"their organization and talk about it."},{"startTime":1264.755,"endTime":1266.355,"body":"He gets what's coming next, right?"},{"startTime":1266.405,"endTime":1266.645,"body":"Yeah."},{"startTime":1266.965,"endTime":1269.745,"body":"So it's, it's easy, it's easy to do that."},{"startTime":1269.825,"endTime":1272.165,"body":"All it costs you is a"},{"startTime":1269.825,"endTime":1272.165,"body":"flight and a hotel room."},{"startTime":1272.395,"endTime":1272.685,"body":"Yeah."},{"startTime":1272.685,"endTime":1274.015,"body":"You know, with a willing customer."},{"startTime":1274.035,"endTime":1274.325,"body":"Yeah."},{"startTime":1274.375,"endTime":1278.605,"body":"The thing about time management in demos"},{"startTime":1274.375,"endTime":1278.605,"body":"for me has been a customer will get on"},{"startTime":1278.605,"endTime":1280.405,"body":"a, a customer will get on a tangent."},{"startTime":1280.425,"endTime":1284.205,"body":"Let's hope it's a customer because I"},{"startTime":1280.425,"endTime":1284.205,"body":"think the more I'm going to say it from"},{"startTime":1284.205,"endTime":1288.355,"body":"the perspective of a customer will get"},{"startTime":1284.205,"endTime":1288.355,"body":"on a tangent about one specific thing"},{"startTime":1288.675,"endTime":1291.285,"body":"and they'll only want to talk about that"},{"startTime":1288.675,"endTime":1291.285,"body":"for the rest of the demo and you'll have"},{"startTime":1291.285,"endTime":1293.885,"body":"all of the rest of this stuff queued up"},{"startTime":1291.285,"endTime":1293.885,"body":"and you won't be able to talk about it."},{"startTime":1293.915,"endTime":1295.375,"body":"Cause that's what the"},{"startTime":1293.915,"endTime":1295.375,"body":"customer wants to talk about."},{"startTime":1295.525,"endTime":1300.235,"body":"However, I've also been on calls"},{"startTime":1295.525,"endTime":1300.235,"body":"where, you know the, the executive"},{"startTime":1300.245,"endTime":1303.305,"body":"stakeholder has been on the call or the."},{"startTime":1303.54,"endTime":1307.38,"body":"Sales person who sold the feature"},{"startTime":1303.54,"endTime":1307.38,"body":"has been on a call with the customer"},{"startTime":1307.41,"endTime":1311.51,"body":"and they start monopolizing the time"},{"startTime":1307.41,"endTime":1311.51,"body":"talking about a specific feature"},{"startTime":1311.51,"endTime":1313.23,"body":"or really anchoring on one thing."},{"startTime":1313.29,"endTime":1316.07,"body":"And the customer kind of gets on"},{"startTime":1313.29,"endTime":1316.07,"body":"board with what they're talking about."},{"startTime":1316.07,"endTime":1321.13,"body":"So like the kind of the hostile parties"},{"startTime":1316.07,"endTime":1321.13,"body":"have taken over the call, but I, I don't"},{"startTime":1321.13,"endTime":1324.22,"body":"know if I have a hot take on this one,"},{"startTime":1321.13,"endTime":1324.22,"body":"but I'm like, I honestly, I never mind"},{"startTime":1324.22,"endTime":1327.21,"body":"that because like, obviously if they're,"},{"startTime":1324.22,"endTime":1327.21,"body":"if they want to waste the whole call."},{"startTime":1327.36,"endTime":1328.81,"body":"Not talking about any of our new features."},{"startTime":1328.96,"endTime":1332.41,"body":"And just talk about this one"},{"startTime":1328.96,"endTime":1332.41,"body":"thing that is so painful for them."},{"startTime":1332.56,"endTime":1335.71,"body":"Obviously we are solving the"},{"startTime":1332.56,"endTime":1335.71,"body":"wrong thing and we need to pivot"},{"startTime":1335.72,"endTime":1338.86,"body":"to what they're talking about to"},{"startTime":1335.72,"endTime":1338.86,"body":"solve that within reason right?"},{"startTime":1339.01,"endTime":1340.9,"body":"Well, if that's or at least talk about it."},{"startTime":1341.04,"endTime":1343.09,"body":"Yeah, we should definitely"},{"startTime":1341.04,"endTime":1343.09,"body":"not shut it down, right?"},{"startTime":1343.09,"endTime":1346.42,"body":"Because that's of that's of relevance"},{"startTime":1343.09,"endTime":1346.42,"body":"that's of importance to them You"},{"startTime":1346.42,"endTime":1349.76,"body":"know as long as you don't have other"},{"startTime":1346.42,"endTime":1349.76,"body":"people on the call that have vested"},{"startTime":1349.76,"endTime":1353.61,"body":"interests somewhere else if you have"},{"startTime":1349.76,"endTime":1353.61,"body":"a general Demo, for example, right?"},{"startTime":1353.65,"endTime":1356.83,"body":"Where it's not just one customer,"},{"startTime":1353.65,"endTime":1356.83,"body":"it's multiple customers and one"},{"startTime":1356.83,"endTime":1358.25,"body":"customer is monopolizing it."},{"startTime":1358.4,"endTime":1359.76,"body":"That may not go all that well."},{"startTime":1359.8,"endTime":1363.29,"body":"I would probably just say there's"},{"startTime":1359.8,"endTime":1363.29,"body":"lots we can talk about there, right?"},{"startTime":1363.29,"endTime":1363.53,"body":"Yeah."},{"startTime":1363.54,"endTime":1364.42,"body":"I'd be happy to set up time."},{"startTime":1364.47,"endTime":1365.09,"body":"I didn't write."},{"startTime":1365.2,"endTime":1366.26,"body":"I didn't write until one on one."},{"startTime":1366.26,"endTime":1368.53,"body":"So I mean, definitely that,"},{"startTime":1366.26,"endTime":1368.53,"body":"that's a, that's an option."},{"startTime":1368.86,"endTime":1372.36,"body":"But don't, don't, definitely don't"},{"startTime":1368.86,"endTime":1372.36,"body":"shut down any of these interactions"},{"startTime":1372.36,"endTime":1375.31,"body":"because you're closing the door in their"},{"startTime":1372.36,"endTime":1375.31,"body":"face and you don't want to do that."},{"startTime":1375.4,"endTime":1375.65,"body":"Yeah."},{"startTime":1375.65,"endTime":1375.96,"body":"No."},{"startTime":1376.11,"endTime":1379.48,"body":"See a point about your, your"},{"startTime":1376.11,"endTime":1379.48,"body":"salespeople leading that."},{"startTime":1379.83,"endTime":1380.2,"body":"Right?"},{"startTime":1380.32,"endTime":1381.85,"body":"That can be trained in that."},{"startTime":1381.87,"endTime":1384.55,"body":"You can say, Look, this is"},{"startTime":1381.87,"endTime":1384.55,"body":"a general audience, right?"},{"startTime":1384.66,"endTime":1388.17,"body":"So if somebody wants to go down a"},{"startTime":1384.66,"endTime":1388.17,"body":"tangent, I'm probably going to refer"},{"startTime":1388.17,"endTime":1391.98,"body":"to you and say, can we, can we host"},{"startTime":1388.17,"endTime":1391.98,"body":"another call for that customer?"},{"startTime":1391.98,"endTime":1393.61,"body":"We can deep dive into this matter."},{"startTime":1393.62,"endTime":1396.63,"body":"I mean, it might be just for one"},{"startTime":1393.62,"endTime":1396.63,"body":"specific customer at that point."},{"startTime":1396.78,"endTime":1399.03,"body":"Well, if that's the case,"},{"startTime":1396.78,"endTime":1399.03,"body":"then it's their call, right?"},{"startTime":1399.06,"endTime":1399.59,"body":"Let's do it."},{"startTime":1399.6,"endTime":1400.43,"body":"Yeah, exactly."},{"startTime":1400.43,"endTime":1401.19,"body":"Yeah, let's do it."},{"startTime":1401.19,"endTime":1403.56,"body":"Especially if you know with"},{"startTime":1401.19,"endTime":1403.56,"body":"confidence that the product"},{"startTime":1403.59,"endTime":1404.71,"body":"does what they're looking for."},{"startTime":1404.77,"endTime":1405.71,"body":"Yeah, yeah, yeah."},{"startTime":1405.78,"endTime":1406.96,"body":"Entertain them by all means."},{"startTime":1407.02,"endTime":1409.9,"body":"A lot of my calls, I've talked"},{"startTime":1407.02,"endTime":1409.9,"body":"on the podcast where when we do"},{"startTime":1409.9,"endTime":1414.07,"body":"stories the stories generally"},{"startTime":1409.9,"endTime":1414.07,"body":"are one, one persona per story."},{"startTime":1414.11,"endTime":1416.77,"body":"I've talked about that on the"},{"startTime":1414.11,"endTime":1416.77,"body":"podcast before, and usually"},{"startTime":1416.77,"endTime":1417.79,"body":"when we're doing a demo."},{"startTime":1417.94,"endTime":1422.88,"body":"Unless the features for that one persona"},{"startTime":1417.94,"endTime":1422.88,"body":"are applicable to many, many, many people."},{"startTime":1423.03,"endTime":1425.76,"body":"I will try to just have that one"},{"startTime":1423.03,"endTime":1425.76,"body":"persona represented on the call."},{"startTime":1425.92,"endTime":1427.96,"body":"So it'll be a demo to that one persona."},{"startTime":1428.03,"endTime":1431.86,"body":"It does that sometimes mean the"},{"startTime":1428.03,"endTime":1431.86,"body":"engineering team has to tell somebody,"},{"startTime":1431.86,"endTime":1433.53,"body":"Hey, join in the latter half of the call."},{"startTime":1433.78,"endTime":1436.36,"body":"We're going to be demoing to this"},{"startTime":1433.78,"endTime":1436.36,"body":"other persona in the first half"},{"startTime":1436.36,"endTime":1439.67,"body":"of the call, joined in the last 15"},{"startTime":1436.36,"endTime":1439.67,"body":"minutes, or joined in the last 20"},{"startTime":1439.67,"endTime":1440.41,"body":"minutes, or something like that."},{"startTime":1440.64,"endTime":1443.2,"body":"Yeah, sometimes I do that especially"},{"startTime":1440.64,"endTime":1443.2,"body":"with internal stakeholders."},{"startTime":1443.35,"endTime":1446.44,"body":"If it was a customer, external customer,"},{"startTime":1443.35,"endTime":1446.44,"body":"I probably would just set up another call."},{"startTime":1446.59,"endTime":1449.21,"body":"You know, just set up a separate"},{"startTime":1446.59,"endTime":1449.21,"body":"30 minute real quick type of thing."},{"startTime":1449.36,"endTime":1450.19,"body":"Because most of my stuff is separate."},{"startTime":1450.24,"endTime":1454.39,"body":"small I'm not, I'm not going three months"},{"startTime":1450.24,"endTime":1454.39,"body":"at a time and then dropping my, my hottest"},{"startTime":1454.39,"endTime":1455.93,"body":"new mixtape or whatever on the internet."},{"startTime":1455.96,"endTime":1457.37,"body":"Like that's not the way I work."},{"startTime":1457.52,"endTime":1461.03,"body":"I want, I want small, so I can get"},{"startTime":1457.52,"endTime":1461.03,"body":"small feedback and then do the next"},{"startTime":1461.03,"endTime":1465.6,"body":"small iteration of that small feedback"},{"startTime":1461.03,"endTime":1465.6,"body":"because I, I, I had this feeling and I"},{"startTime":1465.61,"endTime":1469.38,"body":"brought it up here on the podcast before"},{"startTime":1465.61,"endTime":1469.38,"body":"that customers, companies, everyone"},{"startTime":1469.39,"endTime":1472.23,"body":"has metrics, things that are important,"},{"startTime":1469.39,"endTime":1472.23,"body":"things that they measure, whatever."},{"startTime":1472.23,"endTime":1475.555,"body":"And then all that stuff falls"},{"startTime":1472.23,"endTime":1475.555,"body":"by the wayside when you just."},{"startTime":1475.705,"endTime":1479.745,"body":"When people have confidence that"},{"startTime":1475.705,"endTime":1479.745,"body":"you know, they, they don't feel when"},{"startTime":1479.745,"endTime":1482.775,"body":"they have confidence that you will"},{"startTime":1479.745,"endTime":1482.775,"body":"keep delivering software to them"},{"startTime":1482.995,"endTime":1484.865,"body":"on a regular basis into the future."},{"startTime":1485.015,"endTime":1487.895,"body":"When they don't feel like like I"},{"startTime":1485.015,"endTime":1487.895,"body":"can't let Brian go because if he"},{"startTime":1487.895,"endTime":1490.065,"body":"goes, I may never hear from him again."},{"startTime":1490.065,"endTime":1491.755,"body":"He may never give me a feature ever again."},{"startTime":1491.755,"endTime":1493.715,"body":"Like that, that, that fear of abandonment."},{"startTime":1493.725,"endTime":1494.094,"body":"That fear of abandonment."},{"startTime":1494.245,"endTime":1496.275,"body":"Do you have development"},{"startTime":1494.245,"endTime":1496.275,"body":"fears of abandonment?"},{"startTime":1496.425,"endTime":1497.545,"body":"That could be a whole podcast, too."},{"startTime":1497.695,"endTime":1499.745,"body":"I think it is like I think you're right."},{"startTime":1499.775,"endTime":1503.165,"body":"If you were in that situation where"},{"startTime":1499.775,"endTime":1503.165,"body":"customers are looking at you as a"},{"startTime":1503.315,"endTime":1506.535,"body":"almost like a big key then, then,"},{"startTime":1503.315,"endTime":1506.535,"body":"yeah, you definitely want to make"},{"startTime":1506.535,"endTime":1508.635,"body":"sure you address that before the demo."},{"startTime":1508.785,"endTime":1510.375,"body":"Otherwise your demo is going to be just."},{"startTime":1510.67,"endTime":1513.68,"body":"Targeted to that particular"},{"startTime":1510.67,"endTime":1513.68,"body":"aspect only, right?"},{"startTime":1513.83,"endTime":1516.72,"body":"But one of the, one of the tips I can"},{"startTime":1513.83,"endTime":1516.72,"body":"share with people that are looking to"},{"startTime":1516.72,"endTime":1522.13,"body":"improve doing demos is, by all means,"},{"startTime":1516.72,"endTime":1522.13,"body":"record it and watch your recording, right?"},{"startTime":1522.28,"endTime":1525.71,"body":"And show it to people that aren't"},{"startTime":1522.28,"endTime":1525.71,"body":"in the demo at the time because"},{"startTime":1525.71,"endTime":1529.525,"body":"they won't have Context continuity"},{"startTime":1525.71,"endTime":1529.525,"body":"and ask them, how can I improve?"},{"startTime":1529.525,"endTime":1530.335,"body":"What do you see here?"},{"startTime":1530.335,"endTime":1531.335,"body":"That doesn't make sense."},{"startTime":1531.515,"endTime":1533.585,"body":"What's disjointed about this demo for you?"},{"startTime":1533.905,"endTime":1536.745,"body":"If you're in the demo, you"},{"startTime":1533.905,"endTime":1536.745,"body":"understand what's being said prior"},{"startTime":1537.025,"endTime":1538.255,"body":"and you kind of get the context."},{"startTime":1538.255,"endTime":1540.195,"body":"So you don't get, you get feedback."},{"startTime":1540.195,"endTime":1543.735,"body":"It's all valuable, but it's not as"},{"startTime":1540.195,"endTime":1543.735,"body":"valuable as feedback from somebody"},{"startTime":1543.805,"endTime":1544.525,"body":"who doesn't have the content."},{"startTime":1544.675,"endTime":1549.115,"body":"So we're kind of in a, how to make your,"},{"startTime":1544.675,"endTime":1549.115,"body":"how to make your demos go smoothly."},{"startTime":1549.23,"endTime":1553.54,"body":"Category at this point, we already"},{"startTime":1549.23,"endTime":1553.54,"body":"covered two, which is asking for feedback."},{"startTime":1553.56,"endTime":1556.49,"body":"Hey you're a salesperson, you're"},{"startTime":1553.56,"endTime":1556.49,"body":"an executive, you're whatever."},{"startTime":1556.58,"endTime":1557.76,"body":"Can you watch my recording?"},{"startTime":1557.76,"endTime":1558.69,"body":"Can you watch my demo?"},{"startTime":1558.69,"endTime":1559.56,"body":"Can you watch whatever?"},{"startTime":1559.71,"endTime":1561.16,"body":"Or attend, right?"},{"startTime":1561.19,"endTime":1563.04,"body":"And give me feedback on, on my techniques."},{"startTime":1563.205,"endTime":1564.502,"body":"And you know, that I can improve."},{"startTime":1564.592,"endTime":1566.362,"body":"So you're asking for"},{"startTime":1564.592,"endTime":1566.362,"body":"feedback for improvement."},{"startTime":1566.512,"endTime":1569.962,"body":"The other one implied in that you're"},{"startTime":1566.512,"endTime":1569.962,"body":"recording is that you are, I like"},{"startTime":1569.962,"endTime":1574.312,"body":"rehearsing 'cause you can re, you"},{"startTime":1569.962,"endTime":1574.312,"body":"can record a rehearsal and send that"},{"startTime":1574.312,"endTime":1576.022,"body":"for feedback without ever going live."},{"startTime":1576.142,"endTime":1576.232,"body":"Sure."},{"startTime":1576.352,"endTime":1576.802,"body":"Absolutely."},{"startTime":1576.802,"endTime":1577.552,"body":"No, exactly."},{"startTime":1577.557,"endTime":1578.332,"body":"That was my intent."},{"startTime":1578.332,"endTime":1579.412,"body":"Especially if you're brand new."},{"startTime":1579.412,"endTime":1582.562,"body":"If you're a brand new product manager,"},{"startTime":1579.412,"endTime":1582.562,"body":"you or a brand new person who's"},{"startTime":1582.802,"endTime":1585.232,"body":"being asked to demo, for example."},{"startTime":1585.382,"endTime":1588.802,"body":"Like the example I started with"},{"startTime":1585.382,"endTime":1588.802,"body":"this podcast is like a junior"},{"startTime":1588.802,"endTime":1592.032,"body":"employee is being asked to demo"},{"startTime":1588.802,"endTime":1592.032,"body":"in front of a large audience."},{"startTime":1592.182,"endTime":1596.422,"body":"It would be good to prepare that demo,"},{"startTime":1592.182,"endTime":1596.422,"body":"just write down the bullet points,"},{"startTime":1596.422,"endTime":1597.522,"body":"the highlights that you want to hit."},{"startTime":1597.522,"endTime":1599.312,"body":"You don't have to write a"},{"startTime":1597.522,"endTime":1599.312,"body":"script or anything like that."},{"startTime":1599.312,"endTime":1602.402,"body":"I'm sure you can write, but you"},{"startTime":1599.312,"endTime":1602.402,"body":"don't have to do any of that."},{"startTime":1602.552,"endTime":1605.612,"body":"Write a script what you want to do,"},{"startTime":1602.552,"endTime":1605.612,"body":"what you want to, the highlights"},{"startTime":1605.612,"endTime":1608.092,"body":"that you want to talk about, what"},{"startTime":1605.612,"endTime":1608.092,"body":"you're going to do in the application"},{"startTime":1608.092,"endTime":1609.112,"body":"while you're talking about it."},{"startTime":1609.262,"endTime":1613.212,"body":"Run through it, record it, fire it"},{"startTime":1609.262,"endTime":1613.212,"body":"off to somebody, ask them for feedback"},{"startTime":1613.262,"endTime":1614.902,"body":"and you know, rinse and repeat."},{"startTime":1614.942,"endTime":1617.602,"body":"Maybe ask a couple of people,"},{"startTime":1614.942,"endTime":1617.602,"body":"ask your boss, ask somebody you"},{"startTime":1617.602,"endTime":1618.882,"body":"respect, ask somebody in sales."},{"startTime":1618.882,"endTime":1620.302,"body":"I mean, you could ask a couple of people."},{"startTime":1620.542,"endTime":1622.392,"body":"It's a recording people can"},{"startTime":1620.542,"endTime":1622.392,"body":"watch on their own time."},{"startTime":1622.392,"endTime":1625.252,"body":"If they don't give you feedback,"},{"startTime":1622.392,"endTime":1625.252,"body":"Hey, you, you've lost nothing."},{"startTime":1625.322,"endTime":1625.902,"body":"Exactly."},{"startTime":1625.902,"endTime":1626.342,"body":"I agree."},{"startTime":1626.342,"endTime":1628.222,"body":"And don't forget to"},{"startTime":1626.342,"endTime":1628.222,"body":"ask your peers as well."},{"startTime":1628.222,"endTime":1631.502,"body":"The rehearsal part of that we"},{"startTime":1628.222,"endTime":1631.502,"body":"haven't talked about yet is"},{"startTime":1631.512,"endTime":1635.122,"body":"that, Oh, you're rehearsing your"},{"startTime":1631.512,"endTime":1635.122,"body":"demonstration at this point."},{"startTime":1635.272,"endTime":1637.082,"body":"We don't talk about that"},{"startTime":1635.272,"endTime":1637.082,"body":"with sprint demos either."},{"startTime":1637.082,"endTime":1637.952,"body":"It's like, Hey."},{"startTime":1638.102,"endTime":1640.302,"body":"I have a team, like I'm the"},{"startTime":1638.102,"endTime":1640.302,"body":"product manager for the team."},{"startTime":1640.582,"endTime":1644.342,"body":"I expect the developers are going"},{"startTime":1640.582,"endTime":1644.342,"body":"to be demonstrating functionality."},{"startTime":1644.342,"endTime":1646.472,"body":"How do they improve at this?"},{"startTime":1646.512,"endTime":1650.412,"body":"We don't ever, I can't recall ever on"},{"startTime":1646.512,"endTime":1650.412,"body":"a development team talking about, Hey,"},{"startTime":1650.412,"endTime":1652.332,"body":"we're going to rehearse this sprint demo."},{"startTime":1652.482,"endTime":1652.732,"body":"Yeah."},{"startTime":1652.732,"endTime":1655.852,"body":"I, I, yeah, I've come across that"},{"startTime":1652.732,"endTime":1655.852,"body":"in a, a scaled environment where"},{"startTime":1655.852,"endTime":1657.172,"body":"they rehearse midway through."},{"startTime":1657.502,"endTime":1659.202,"body":"Well, that's, that's a"},{"startTime":1657.502,"endTime":1659.202,"body":"little bit different."},{"startTime":1659.202,"endTime":1663.792,"body":"And I, I try, I always try to steer my"},{"startTime":1659.202,"endTime":1663.792,"body":"teams away from the concept of like, well,"},{"startTime":1663.792,"endTime":1668.592,"body":"now we We have to spin up a whole demo"},{"startTime":1663.792,"endTime":1668.592,"body":"environment and we got to maintain it."},{"startTime":1668.592,"endTime":1671.172,"body":"And we got to copy all"},{"startTime":1668.592,"endTime":1671.172,"body":"the data to this thing."},{"startTime":1671.172,"endTime":1672.102,"body":"And it's, it's a hold."},{"startTime":1672.122,"endTime":1673.522,"body":"I'm like, no, no, no, no, no, no."},{"startTime":1673.522,"endTime":1676.162,"body":"I know I want to, I want"},{"startTime":1673.522,"endTime":1676.162,"body":"to demo the live feature."},{"startTime":1676.312,"endTime":1681.232,"body":"The way we the way we deployed it"},{"startTime":1676.312,"endTime":1681.232,"body":"in production as is, and if it falls"},{"startTime":1681.232,"endTime":1685.122,"body":"over, it falls over, I want to see"},{"startTime":1681.232,"endTime":1685.122,"body":"the real live feature in production."},{"startTime":1685.312,"endTime":1687.382,"body":"I don't want to see a mocked up demo."},{"startTime":1687.382,"endTime":1687.572,"body":"Yeah."},{"startTime":1687.572,"endTime":1688.722,"body":"I'm a big fan of that."},{"startTime":1689.002,"endTime":1691.922,"body":"This reminds me of these You know,"},{"startTime":1689.002,"endTime":1691.922,"body":"there's cooking shows that you see"},{"startTime":1691.922,"endTime":1695.272,"body":"where, where the chef says, this is"},{"startTime":1691.922,"endTime":1695.272,"body":"how, and they actually put the dish"},{"startTime":1695.272,"endTime":1698.822,"body":"together and then they put that aside"},{"startTime":1695.272,"endTime":1698.822,"body":"and go, here's one I baked earlier."},{"startTime":1698.972,"endTime":1700.762,"body":"And that looks golden beautiful, right?"},{"startTime":1700.772,"endTime":1703.842,"body":"It's like, yeah, but"},{"startTime":1700.772,"endTime":1703.842,"body":"how does it really work?"},{"startTime":1704.122,"endTime":1706.402,"body":"You know, so I'm a big"},{"startTime":1704.122,"endTime":1706.402,"body":"fan of that, really."},{"startTime":1706.552,"endTime":1709.222,"body":"You don't have to go through the"},{"startTime":1706.552,"endTime":1709.222,"body":"extra overheads of setting up"},{"startTime":1709.222,"endTime":1710.882,"body":"environments or anything like that."},{"startTime":1711.202,"endTime":1712.312,"body":"As long as you can be."},{"startTime":1712.632,"endTime":1715.042,"body":"Open and say this is this environment."},{"startTime":1715.042,"endTime":1716.812,"body":"This is how it's working by all means."},{"startTime":1716.962,"endTime":1718.712,"body":"Don't you can use synthetic data."},{"startTime":1718.742,"endTime":1720.042,"body":"That's okay, right?"},{"startTime":1720.382,"endTime":1723.092,"body":"But if you use production data"},{"startTime":1720.382,"endTime":1723.092,"body":"where customers can kind of"},{"startTime":1723.092,"endTime":1724.502,"body":"recognize the data, right?"},{"startTime":1724.522,"endTime":1725.422,"body":"That's even better."},{"startTime":1725.572,"endTime":1728.862,"body":"If you have one customer that you're"},{"startTime":1725.572,"endTime":1728.862,"body":"demoing to, you could do a lot worse"},{"startTime":1728.862,"endTime":1730.331,"body":"than just get a copy of their data."},{"startTime":1730.332,"endTime":1730.392,"body":"Yeah."},{"startTime":1730.662,"endTime":1732.132,"body":"Because they recognize their data."},{"startTime":1732.132,"endTime":1732.342,"body":"Sure."},{"startTime":1732.347,"endTime":1732.492,"body":"Yeah."},{"startTime":1732.522,"endTime":1735.072,"body":"Now you get instant"},{"startTime":1732.522,"endTime":1735.072,"body":"buy-in when they see that."},{"startTime":1735.102,"endTime":1735.192,"body":"Mm-Hmm."},{"startTime":1735.522,"endTime":1737.682,"body":"as opposed to just just mock data."},{"startTime":1737.742,"endTime":1737.952,"body":"Right."},{"startTime":1737.952,"endTime":1738.012,"body":"Yeah."},{"startTime":1738.332,"endTime":1741.602,"body":"So there's a lot you can do as,"},{"startTime":1738.332,"endTime":1741.602,"body":"as far as gaining credibility is"},{"startTime":1741.602,"endTime":1744.362,"body":"concerned without really spending"},{"startTime":1741.602,"endTime":1744.362,"body":"a whole lot of effort on it."},{"startTime":1744.362,"endTime":1744.572,"body":"Yeah."},{"startTime":1744.722,"endTime":1748.113,"body":"I, I was at I, I mean I, at most"},{"startTime":1744.722,"endTime":1748.113,"body":"of the places I've been, they"},{"startTime":1748.113,"endTime":1749.943,"body":"have had they, they have at least."},{"startTime":1750.093,"endTime":1754.423,"body":"Two systems, most, most places have"},{"startTime":1750.093,"endTime":1754.423,"body":"three, most places have a, a a development"},{"startTime":1754.423,"endTime":1758.633,"body":"playground type of environment, and then"},{"startTime":1754.423,"endTime":1758.633,"body":"a middle ground, either stage or QA or"},{"startTime":1758.633,"endTime":1762.583,"body":"something that looks close to production"},{"startTime":1758.633,"endTime":1762.583,"body":"looks, feels close to production, and then"},{"startTime":1762.583,"endTime":1763.843,"body":"they have their production environment."},{"startTime":1764.053,"endTime":1766.773,"body":"You know, some places have four,"},{"startTime":1764.053,"endTime":1766.773,"body":"very, very few that I've seen, but"},{"startTime":1767.113,"endTime":1768.973,"body":"most places have either two or three."},{"startTime":1769.023,"endTime":1769.263,"body":"Yeah."},{"startTime":1769.593,"endTime":1775.593,"body":"And in this, this goes along to having"},{"startTime":1769.593,"endTime":1775.593,"body":"a backup plan if, if it doesn't work"},{"startTime":1775.603,"endTime":1779.533,"body":"in production, you can always open"},{"startTime":1775.603,"endTime":1779.533,"body":"a new tab, flip over to your stage"},{"startTime":1779.533,"endTime":1782.013,"body":"environment that you know is good."},{"startTime":1782.063,"endTime":1784.323,"body":"Cause maybe that's where you test"},{"startTime":1782.063,"endTime":1784.323,"body":"it, or maybe that's where you've done"},{"startTime":1784.323,"endTime":1786.433,"body":"your internal shakedown or whatever."},{"startTime":1786.583,"endTime":1786.793,"body":"Yep."},{"startTime":1786.813,"endTime":1788.593,"body":"You've got another place ready to go."},{"startTime":1788.743,"endTime":1791.513,"body":"Right away, as opposed to standing"},{"startTime":1788.743,"endTime":1791.513,"body":"there with egg on your face."},{"startTime":1791.513,"endTime":1791.923,"body":"I agree."},{"startTime":1791.953,"endTime":1792.763,"body":"I absolutely agree."},{"startTime":1793.063,"endTime":1797.643,"body":"And this is all the more critical when"},{"startTime":1793.063,"endTime":1797.643,"body":"you have integrations with other things,"},{"startTime":1797.653,"endTime":1802.263,"body":"other teams, other products, sub products,"},{"startTime":1797.653,"endTime":1802.263,"body":"whatever you have, you have integrations."},{"startTime":1802.553,"endTime":1804.333,"body":"Maybe your stuff is solid."},{"startTime":1804.393,"endTime":1806.153,"body":"It works right time and again."},{"startTime":1806.153,"endTime":1806.923,"body":"It just works."},{"startTime":1807.093,"endTime":1811.104,"body":"Except when you integrate, We on some"},{"startTime":1807.093,"endTime":1811.104,"body":"environment like stage, let's say,"},{"startTime":1811.444,"endTime":1814.894,"body":"and you have this other team's product"},{"startTime":1811.444,"endTime":1814.894,"body":"and maybe that's where the issue is."},{"startTime":1814.934,"endTime":1815.184,"body":"Right."},{"startTime":1815.264,"endTime":1816.114,"body":"But you're doing the demo."},{"startTime":1816.184,"endTime":1816.414,"body":"Right."},{"startTime":1816.504,"endTime":1820.504,"body":"So in that case, yeah, it behooves you"},{"startTime":1816.504,"endTime":1820.504,"body":"to have a backup plan where to your"},{"startTime":1820.504,"endTime":1824.014,"body":"point, I just swap over to another tab"},{"startTime":1820.504,"endTime":1824.014,"body":"and say in this environment it works."},{"startTime":1824.014,"endTime":1824.224,"body":"Yeah."},{"startTime":1824.404,"endTime":1824.744,"body":"And."},{"startTime":1824.849,"endTime":1826.369,"body":"But be open."},{"startTime":1826.509,"endTime":1828.279,"body":"We're not lying to anybody here."},{"startTime":1828.479,"endTime":1831.239,"body":"Just say, well, the integration seems"},{"startTime":1828.479,"endTime":1831.239,"body":"to be having a problem right now."},{"startTime":1831.549,"endTime":1833.919,"body":"But, we have it working"},{"startTime":1831.549,"endTime":1833.919,"body":"in this other environment."},{"startTime":1834.009,"endTime":1835.299,"body":"Yeah, a great example of that."},{"startTime":1835.339,"endTime":1838.999,"body":"I was just talking about flipping"},{"startTime":1835.339,"endTime":1838.999,"body":"between a production and a staging"},{"startTime":1838.999,"endTime":1842.569,"body":"environment, I remember we all the"},{"startTime":1838.999,"endTime":1842.569,"body":"mobile apps have back end APIs,"},{"startTime":1842.579,"endTime":1843.969,"body":"like integrated with back end APIs."},{"startTime":1844.299,"endTime":1849.939,"body":"And I remember that we had, We had"},{"startTime":1844.299,"endTime":1849.939,"body":"back end APIs that the responses were"},{"startTime":1849.939,"endTime":1854.219,"body":"hard coded in stage, for example,"},{"startTime":1849.939,"endTime":1854.219,"body":"you would always get the response."},{"startTime":1854.259,"endTime":1856.479,"body":"The response will always come through"},{"startTime":1854.259,"endTime":1856.479,"body":"correctly because we're not, because"},{"startTime":1856.479,"endTime":1859.279,"body":"the stage environment doesn't reach"},{"startTime":1856.479,"endTime":1859.279,"body":"out to the real production response."},{"startTime":1859.429,"endTime":1863.499,"body":"But it would always come back with the"},{"startTime":1859.429,"endTime":1863.499,"body":"proper inputs for the program to use."},{"startTime":1863.519,"endTime":1864.209,"body":"Stub data."},{"startTime":1864.239,"endTime":1868.289,"body":"So if you had a problem in production and"},{"startTime":1864.239,"endTime":1868.289,"body":"it wasn't returning the proper results,"},{"startTime":1868.409,"endTime":1870.199,"body":"sometimes bad data got through, right?"},{"startTime":1870.199,"endTime":1871.259,"body":"Sometimes it's just bad data."},{"startTime":1871.409,"endTime":1872.859,"body":"You could quickly flip over."},{"startTime":1873.159,"endTime":1875.589,"body":"Your mobile application"},{"startTime":1873.159,"endTime":1875.589,"body":"to the stage environment."},{"startTime":1875.689,"endTime":1877.029,"body":"Nobody would be the wiser."},{"startTime":1877.179,"endTime":1880.119,"body":"Rerun , your trial, whatever the demo is."},{"startTime":1880.229,"endTime":1882.529,"body":"And now you're getting"},{"startTime":1880.229,"endTime":1882.529,"body":"perfect data back every time."},{"startTime":1882.869,"endTime":1883.169,"body":"Yeah."},{"startTime":1883.179,"endTime":1884.559,"body":"But as long as you're open, right."},{"startTime":1884.559,"endTime":1888.419,"body":"And just say that this is a stage"},{"startTime":1884.559,"endTime":1888.419,"body":"environment and only this part of the"},{"startTime":1888.419,"endTime":1890.259,"body":"contract is what we're trying to show you."},{"startTime":1890.269,"endTime":1891.599,"body":"The rest of it is mocked up."},{"startTime":1891.609,"endTime":1891.819,"body":"Yeah."},{"startTime":1891.869,"endTime":1895.379,"body":"We'll get to that next sprint or next,"},{"startTime":1891.869,"endTime":1895.379,"body":"whenever we meet again, that's okay."},{"startTime":1895.379,"endTime":1896.689,"body":"I think people are okay with that."},{"startTime":1896.839,"endTime":1899.964,"body":"The other thing that we, we"},{"startTime":1896.839,"endTime":1899.964,"body":"haven't said out loud, Yep."},{"startTime":1899.974,"endTime":1902.594,"body":"But I want to say it out loud before"},{"startTime":1899.974,"endTime":1902.594,"body":"we get out of the room talking about"},{"startTime":1902.594,"endTime":1907.284,"body":"this is that there's no point in having"},{"startTime":1902.594,"endTime":1907.284,"body":"demos if you're not going to use the"},{"startTime":1907.284,"endTime":1910.754,"body":"feedback that you get from customers,"},{"startTime":1907.284,"endTime":1910.754,"body":"if the feedback is, this is all great"},{"startTime":1910.934,"endTime":1916.604,"body":"perfect five star review on, on next door,"},{"startTime":1910.934,"endTime":1916.604,"body":"your great neighbors five out of five"},{"startTime":1916.604,"endTime":1918.364,"body":"would, would, would move next to again."},{"startTime":1918.629,"endTime":1920.109,"body":"I guess you can get that as feedback."},{"startTime":1920.109,"endTime":1922.509,"body":"I was like, this is very rare,"},{"startTime":1920.109,"endTime":1922.509,"body":"but you can still get more, right."},{"startTime":1922.509,"endTime":1924.049,"body":"You can say, well, how can it be improved?"},{"startTime":1924.109,"endTime":1924.369,"body":"Right."},{"startTime":1924.369,"endTime":1924.569,"body":"Yeah."},{"startTime":1924.719,"endTime":1926.799,"body":"Well, what, what did you look,"},{"startTime":1924.719,"endTime":1926.799,"body":"what do you, what do you wish for?"},{"startTime":1926.799,"endTime":1927.369,"body":"That's not there."},{"startTime":1927.714,"endTime":1932.274,"body":"Yeah, because you know, so it's always,"},{"startTime":1927.714,"endTime":1932.274,"body":"you can always solicit feedback, right?"},{"startTime":1932.294,"endTime":1936.154,"body":"Even if somebody says it was excellent,"},{"startTime":1932.294,"endTime":1936.154,"body":"but yeah, it's a valid point."},{"startTime":1936.154,"endTime":1939.464,"body":"You may get the feedback that"},{"startTime":1936.154,"endTime":1939.464,"body":"is their part of the deal."},{"startTime":1939.474,"endTime":1942.554,"body":"That's their part of the contract"},{"startTime":1939.474,"endTime":1942.554,"body":"for showing up right at this"},{"startTime":1942.554,"endTime":1945.614,"body":"venue, where virtual venue,"},{"startTime":1942.554,"endTime":1945.614,"body":"where I'm showing you the demo."},{"startTime":1945.764,"endTime":1949.624,"body":"Your part is you will give me"},{"startTime":1945.764,"endTime":1949.624,"body":"feedback and please be open, right?"},{"startTime":1949.634,"endTime":1950.894,"body":"Give me to a brutal feedback."},{"startTime":1951.064,"endTime":1952.244,"body":"Every feedback is welcome."},{"startTime":1952.394,"endTime":1954.204,"body":"If they give you a brutal"},{"startTime":1952.394,"endTime":1954.204,"body":"feedback, guess what?"},{"startTime":1954.404,"endTime":1955.644,"body":"Now you've got somewhere to go."},{"startTime":1955.644,"endTime":1959.704,"body":"You can improve, but if they give you no"},{"startTime":1955.644,"endTime":1959.704,"body":"feedback, you have no idea how it landed."},{"startTime":1959.764,"endTime":1962.899,"body":"Well, I mean, this is part, like we"},{"startTime":1959.764,"endTime":1962.899,"body":"talked about knowing your audience right"},{"startTime":1962.949,"endTime":1965.929,"body":"I mean, if you're showing a non technical"},{"startTime":1962.949,"endTime":1965.929,"body":"audience, something tactical, maybe they"},{"startTime":1965.929,"endTime":1969.749,"body":"can't give you great feedback, but if"},{"startTime":1965.929,"endTime":1969.749,"body":"you're showing the audience something"},{"startTime":1969.749,"endTime":1972.914,"body":"that they're interested in, something"},{"startTime":1969.749,"endTime":1972.914,"body":"that That deals with their pain points."},{"startTime":1973.114,"endTime":1976.124,"body":"If you align your demo up"},{"startTime":1973.114,"endTime":1976.124,"body":"with your audience number one,"},{"startTime":1976.164,"endTime":1978.584,"body":"you're, you're setting yourself"},{"startTime":1976.164,"endTime":1978.584,"body":"up to get feedback, right?"},{"startTime":1978.604,"endTime":1981.364,"body":"Cause they already want to tell"},{"startTime":1978.604,"endTime":1981.364,"body":"you about what they're saying."},{"startTime":1981.624,"endTime":1985.824,"body":"But the, the other, the other side of"},{"startTime":1981.624,"endTime":1985.824,"body":"this is I think about some developers"},{"startTime":1985.894,"endTime":1990.554,"body":"that I've had on my team that some of"},{"startTime":1985.894,"endTime":1990.554,"body":"them are like real, real, real what's,"},{"startTime":1990.594,"endTime":1991.944,"body":"what's, what's a good way to say"},{"startTime":1992.034,"endTime":1995.634,"body":"I think about like a in a retrospective"},{"startTime":1992.034,"endTime":1995.634,"body":"You have some people that are like ohm."},{"startTime":1995.944,"endTime":1998.544,"body":"It seems like you have something to"},{"startTime":1995.944,"endTime":1998.544,"body":"say, but you haven't said anything yet"},{"startTime":1998.584,"endTime":1999.984,"body":"Is there anything you have to you know?"},{"startTime":1999.994,"endTime":2001.704,"body":"But what do you think about"},{"startTime":1999.994,"endTime":2001.704,"body":"this topic that kind of that"},{"startTime":2001.704,"endTime":2003.344,"body":"kind of drawing people out?"},{"startTime":2003.624,"endTime":2007.464,"body":"Like if you have team members that"},{"startTime":2003.624,"endTime":2007.464,"body":"have that ability There's no reason"},{"startTime":2007.464,"endTime":2009.854,"body":"to not involve everybody on your team."},{"startTime":2009.874,"endTime":2013.384,"body":"I think about different personalities"},{"startTime":2009.874,"endTime":2013.384,"body":"Please And they're different abilities to"},{"startTime":2013.384,"endTime":2016.174,"body":"interact and then to, to, to sense things."},{"startTime":2016.344,"endTime":2018.954,"body":"You mean different levels"},{"startTime":2016.344,"endTime":2018.954,"body":"of EQ to sense things?"},{"startTime":2019.204,"endTime":2022.064,"body":"I guess, I guess what I'm saying is"},{"startTime":2019.204,"endTime":2022.064,"body":"you could cover for each other if"},{"startTime":2022.064,"endTime":2023.844,"body":"you're involving the whole, whole team."},{"startTime":2023.994,"endTime":2026.824,"body":"Now, if you're just going with a sales guy"},{"startTime":2023.994,"endTime":2026.824,"body":"and you're the product manager and you're"},{"startTime":2026.824,"endTime":2030.124,"body":"just going off and demoing stuff and your"},{"startTime":2026.824,"endTime":2030.124,"body":"team doesn't even know that you're talking"},{"startTime":2030.124,"endTime":2034.754,"body":"to customers like you kind of lose an"},{"startTime":2030.124,"endTime":2034.754,"body":"opportunity that you could have involved"},{"startTime":2034.754,"endTime":2039.464,"body":"them not only developing their skills,"},{"startTime":2034.754,"endTime":2039.464,"body":"not only getting them broader experience."},{"startTime":2039.614,"endTime":2041.214,"body":"But they could have helped you."},{"startTime":2041.364,"endTime":2043.024,"body":"Maybe you don't even"},{"startTime":2041.364,"endTime":2043.024,"body":"realize it could help you."},{"startTime":2043.174,"endTime":2046.244,"body":"And this is the number one way I think"},{"startTime":2043.174,"endTime":2046.244,"body":"about they could have helped you is, is"},{"startTime":2046.584,"endTime":2051.464,"body":"your did you, developers are hearing the"},{"startTime":2046.584,"endTime":2051.464,"body":"back and forth and if they're you know,"},{"startTime":2051.614,"endTime":2054.644,"body":"if they're confident enough, maybe it's"},{"startTime":2051.614,"endTime":2054.644,"body":"their first time or whatever, right."},{"startTime":2054.734,"endTime":2057.994,"body":"If they're confident enough, they"},{"startTime":2054.734,"endTime":2057.994,"body":"can hook into the conversation and"},{"startTime":2057.994,"endTime":2059.274,"body":"start asking additional things."},{"startTime":2059.274,"endTime":2060.174,"body":"Yeah, I agree."},{"startTime":2060.174,"endTime":2061.814,"body":"So I want to say a couple"},{"startTime":2060.174,"endTime":2061.814,"body":"of things here, right?"},{"startTime":2061.844,"endTime":2062.354,"body":"One is."},{"startTime":2062.504,"endTime":2065.464,"body":"You said earlier, if you're"},{"startTime":2062.504,"endTime":2065.464,"body":"demonstrating a technical product"},{"startTime":2065.504,"endTime":2067.414,"body":"to a non technical audience, right?"},{"startTime":2067.564,"endTime":2069.934,"body":"Again, this is all part"},{"startTime":2067.564,"endTime":2069.934,"body":"of knowing your audience."},{"startTime":2069.934,"endTime":2072.364,"body":"If you're doing that,"},{"startTime":2069.934,"endTime":2072.364,"body":"don't use technical jargon."},{"startTime":2072.374,"endTime":2073.654,"body":"Use their language, right?"},{"startTime":2073.654,"endTime":2076.324,"body":"So that you can communicate"},{"startTime":2073.654,"endTime":2076.324,"body":"with them at their level."},{"startTime":2076.614,"endTime":2079.254,"body":"So you have to talk their language"},{"startTime":2076.614,"endTime":2079.254,"body":"so that you can communicate."},{"startTime":2079.564,"endTime":2080.804,"body":"And the same thing applies."},{"startTime":2080.804,"endTime":2083.414,"body":"I agree, first of all, that"},{"startTime":2080.804,"endTime":2083.414,"body":"developers should be engaged"},{"startTime":2083.424,"endTime":2084.644,"body":"in this conversation, right?"},{"startTime":2084.864,"endTime":2086.474,"body":"Or at least listen initially."},{"startTime":2086.624,"endTime":2089.994,"body":"But when they do speak, they've"},{"startTime":2086.624,"endTime":2089.994,"body":"got to be coached the same way."},{"startTime":2090.074,"endTime":2094.504,"body":"They don't use technical terminology"},{"startTime":2090.074,"endTime":2094.504,"body":"with non technical audiences."},{"startTime":2094.594,"endTime":2096.394,"body":"Sales people can help you with that."},{"startTime":2096.454,"endTime":2097.544,"body":"Yeah, for sure."},{"startTime":2097.694,"endTime":2098.114,"body":"Agreed."},{"startTime":2098.134,"endTime":2098.744,"body":"Absolutely."},{"startTime":2098.784,"endTime":2103.104,"body":"That's, I mean, that's, that's why the"},{"startTime":2098.784,"endTime":2103.104,"body":"main point you have to ask for feedback"},{"startTime":2103.154,"endTime":2106.394,"body":"on your, your presentation, your"},{"startTime":2103.154,"endTime":2106.394,"body":"presentation style, that kind of stuff."},{"startTime":2106.434,"endTime":2106.694,"body":"All right."},{"startTime":2106.704,"endTime":2109.724,"body":"So in like, I want to, I wanted"},{"startTime":2106.704,"endTime":2109.724,"body":"to reserve, I didn't say it at the"},{"startTime":2109.724,"endTime":2113.044,"body":"beginning of the podcast, I probably"},{"startTime":2109.724,"endTime":2113.044,"body":"should have, but I wanted to reserve at"},{"startTime":2113.044,"endTime":2117.694,"body":"least a couple of minutes to talk about"},{"startTime":2113.044,"endTime":2117.694,"body":"experiences with issues during demos."},{"startTime":2117.884,"endTime":2119.264,"body":"Issues is a good way to put it."},{"startTime":2119.264,"endTime":2119.504,"body":"Call."},{"startTime":2119.504,"endTime":2121.924,"body":"I was, I was going to"},{"startTime":2119.504,"endTime":2121.924,"body":"call this, demo disasters."},{"startTime":2121.924,"endTime":2122.684,"body":"That's what I was going to."},{"startTime":2122.949,"endTime":2126.119,"body":"Reserve a few minutes for us to"},{"startTime":2122.949,"endTime":2126.119,"body":"have fun with demo disasters."},{"startTime":2126.379,"endTime":2130.719,"body":"I already told you about, I already"},{"startTime":2126.379,"endTime":2130.719,"body":"told you about one where I felt, I"},{"startTime":2130.719,"endTime":2132.159,"body":"felt a lot of pain in that moment."},{"startTime":2132.279,"endTime":2134.559,"body":"You know, the, the, I mean, the, the"},{"startTime":2132.279,"endTime":2134.559,"body":"funny thing is that there's a lot of"},{"startTime":2134.559,"endTime":2137.399,"body":"stuff in this, in this podcast that"},{"startTime":2134.559,"endTime":2137.399,"body":"I would like to talk about, but I'm"},{"startTime":2137.399,"endTime":2139.459,"body":"trying to keep it super on track."},{"startTime":2139.749,"endTime":2140.799,"body":"I've been in some demos."},{"startTime":2141.124,"endTime":2145.504,"body":"Where some executives come down and"},{"startTime":2141.124,"endTime":2145.504,"body":"start it's like going on a diatribe about"},{"startTime":2145.594,"endTime":2149.464,"body":"who needs it, who asked for this, who"},{"startTime":2145.594,"endTime":2149.464,"body":"needs this this is not what we need or"},{"startTime":2149.614,"endTime":2152.994,"body":"customers that are upset or agitated,"},{"startTime":2149.614,"endTime":2152.994,"body":"like just the people that are out of"},{"startTime":2152.994,"endTime":2156.884,"body":"line basically, but I, I, I don't want"},{"startTime":2152.994,"endTime":2156.884,"body":"that to be any part of this podcast"},{"startTime":2156.934,"endTime":2159.474,"body":"because I feel like if someone's out"},{"startTime":2156.934,"endTime":2159.474,"body":"of line, like you just hit the, hit"},{"startTime":2159.474,"endTime":2160.874,"body":"the red hangout button and you're done."},{"startTime":2161.024,"endTime":2165.264,"body":"If you're remote and executives intrude"},{"startTime":2161.024,"endTime":2165.264,"body":"in this way, just tell them to hit Alt F4."},{"startTime":2165.274,"endTime":2167.444,"body":"Nah, if they're in person,"},{"startTime":2165.274,"endTime":2167.444,"body":"hit their red hang up button."},{"startTime":2167.444,"endTime":2168.244,"body":"Yeah, yeah, yeah."},{"startTime":2168.244,"endTime":2169.384,"body":"I like that one even better."},{"startTime":2169.534,"endTime":2172.564,"body":"So I think this is an important"},{"startTime":2169.534,"endTime":2172.564,"body":"little little segment of the podcast."},{"startTime":2172.714,"endTime":2174.244,"body":"Anything that can will go wrong."},{"startTime":2174.394,"endTime":2176.604,"body":"And anything that can't will"},{"startTime":2174.394,"endTime":2176.604,"body":"probably still go wrong."},{"startTime":2176.794,"endTime":2178.844,"body":"So you just have to be"},{"startTime":2176.794,"endTime":2178.844,"body":"prepared for it, right?"},{"startTime":2178.874,"endTime":2182.634,"body":"You know, you know the worst, you know the"},{"startTime":2178.874,"endTime":2182.634,"body":"worst feeling about a demo going wrong?"},{"startTime":2182.634,"endTime":2187.704,"body":"I think again, in the mobile world, mobile"},{"startTime":2182.634,"endTime":2187.704,"body":"development is when, because a mobile app,"},{"startTime":2187.994,"endTime":2191.674,"body":"you can do some stuff on the local mobile"},{"startTime":2187.994,"endTime":2191.674,"body":"app, like there is some local processing"},{"startTime":2191.684,"endTime":2194.317,"body":"because mobile apps have databases"},{"startTime":2191.684,"endTime":2194.317,"body":"on the phones and stuff like that."},{"startTime":2194.317,"endTime":2197.557,"body":"But in order for them to do anything"},{"startTime":2194.317,"endTime":2197.557,"body":"real, substantial they have to"},{"startTime":2197.557,"endTime":2198.917,"body":"hit the API that they go to."},{"startTime":2198.917,"endTime":2203.377,"body":"They have to hit the, the, the, the web"},{"startTime":2198.917,"endTime":2203.377,"body":"server that they go to the backend and"},{"startTime":2203.377,"endTime":2208.387,"body":"if your wifi sucks, what a terrible thing"},{"startTime":2203.377,"endTime":2208.387,"body":"to torpedo your whole demo, we can't"},{"startTime":2208.457,"endTime":2210.597,"body":"get wifi and it's not in your control."},{"startTime":2210.597,"endTime":2213.807,"body":"It often happens, especially if"},{"startTime":2210.597,"endTime":2213.807,"body":"you're outside somewhere, like at a"},{"startTime":2213.807,"endTime":2215.207,"body":"venue where you're doing the demos."},{"startTime":2215.522,"endTime":2216.572,"body":"You never know, right?"},{"startTime":2216.572,"endTime":2216.902,"body":"Yeah."},{"startTime":2216.952,"endTime":2221.922,"body":"And you might think that if all the sales"},{"startTime":2216.952,"endTime":2221.922,"body":"goods that, that you get from venues"},{"startTime":2222.072,"endTime":2226.022,"body":"con conference centers or whatever else,"},{"startTime":2222.072,"endTime":2226.022,"body":"they'll say high speed wifi available."},{"startTime":2226.142,"endTime":2229.862,"body":"And sure enough, you go in there, you"},{"startTime":2226.142,"endTime":2229.862,"body":"test everything's blazing fast, except"},{"startTime":2229.867,"endTime":2231.932,"body":"in the demo it just happenstance, right?"},{"startTime":2231.962,"endTime":2233.882,"body":"There's multiple vendors doing demos."},{"startTime":2233.882,"endTime":2235.562,"body":"Everyone's consuming that bandwidth."},{"startTime":2235.562,"endTime":2237.362,"body":"So many people are,"},{"startTime":2235.562,"endTime":2237.362,"body":"yeah, it happens, right?"},{"startTime":2237.362,"endTime":2237.452,"body":"Yeah."},{"startTime":2237.722,"endTime":2240.752,"body":"So you just have to, you just have"},{"startTime":2237.722,"endTime":2240.752,"body":"to know that it's gonna happen."},{"startTime":2240.902,"endTime":2242.613,"body":"First of all, don't start"},{"startTime":2240.902,"endTime":2242.613,"body":"sweating under your collar."},{"startTime":2242.763,"endTime":2243.003,"body":"Right?"},{"startTime":2243.003,"endTime":2243.603,"body":"It's gonna happen."},{"startTime":2243.753,"endTime":2245.943,"body":"It's not a maybe sooner or later."},{"startTime":2245.943,"endTime":2247.603,"body":"If you're in the game long"},{"startTime":2245.943,"endTime":2247.603,"body":"enough, it's gonna happen."},{"startTime":2247.643,"endTime":2248.003,"body":"Yeah."},{"startTime":2248.203,"endTime":2250.093,"body":"So be prepared, right?"},{"startTime":2250.383,"endTime":2253.003,"body":"Be prepared with a couple of"},{"startTime":2250.383,"endTime":2253.003,"body":"things that you can put out"},{"startTime":2253.003,"endTime":2254.893,"body":"there to kind of help you, right?"},{"startTime":2255.043,"endTime":2258.363,"body":"Just make sure they're not boomerangs that"},{"startTime":2255.043,"endTime":2258.363,"body":"they come back and smack you in the head."},{"startTime":2258.373,"endTime":2258.663,"body":"Right?"},{"startTime":2258.873,"endTime":2259.653,"body":"But definitely, Yeah."},{"startTime":2259.803,"endTime":2261.323,"body":"Allow for all of these things."},{"startTime":2261.563,"endTime":2264.303,"body":"I've had things like"},{"startTime":2261.563,"endTime":2264.303,"body":"brownouts occur during demos."},{"startTime":2264.453,"endTime":2268.063,"body":"Never could have planned for that, but"},{"startTime":2264.453,"endTime":2268.063,"body":"a storm went through real fast, and"},{"startTime":2268.063,"endTime":2269.553,"body":"a brownout, and the server blipped."},{"startTime":2269.703,"endTime":2272.473,"body":"Of course we didn't have any"},{"startTime":2269.703,"endTime":2272.473,"body":"any protection on the server."},{"startTime":2272.813,"endTime":2275.653,"body":"So the server's now"},{"startTime":2272.813,"endTime":2275.653,"body":"rebooting, and it takes time."},{"startTime":2275.663,"endTime":2276.083,"body":"Yeah."},{"startTime":2276.143,"endTime":2276.533,"body":"Right?"},{"startTime":2276.843,"endTime":2279.883,"body":"So during that time, You"},{"startTime":2276.843,"endTime":2279.883,"body":"have a choice, right?"},{"startTime":2280.053,"endTime":2282.743,"body":"You say, well, the servers now"},{"startTime":2280.053,"endTime":2282.743,"body":"rebooting and just kind of everybody's"},{"startTime":2282.743,"endTime":2283.853,"body":"just looking at each other."},{"startTime":2284.003,"endTime":2284.723,"body":"This is no good."},{"startTime":2284.743,"endTime":2285.443,"body":"Five minute break."},{"startTime":2285.443,"endTime":2287.463,"body":"Half the time people don't even trust you."},{"startTime":2287.483,"endTime":2288.253,"body":"Would you say that?"},{"startTime":2288.253,"endTime":2291.943,"body":"Yeah, luckily, in that example,"},{"startTime":2288.253,"endTime":2291.943,"body":"the lights blipped so everyone"},{"startTime":2291.943,"endTime":2293.023,"body":"could kind of relate to it."},{"startTime":2293.323,"endTime":2295.143,"body":"But yeah, have have a few things."},{"startTime":2295.163,"endTime":2298.343,"body":"Play this out in your mind with"},{"startTime":2295.163,"endTime":2298.343,"body":"your friends, with your colleagues,"},{"startTime":2298.343,"endTime":2302.143,"body":"your peers and say, How can"},{"startTime":2298.343,"endTime":2302.143,"body":"we have strategies like that?"},{"startTime":2302.293,"endTime":2305.563,"body":"Where if something does go"},{"startTime":2302.293,"endTime":2305.563,"body":"wrong, you can make light of it."},{"startTime":2305.633,"endTime":2306.793,"body":"I mean, humor."},{"startTime":2306.913,"endTime":2307.593,"body":"Make light of it."},{"startTime":2307.743,"endTime":2310.973,"body":"I've had an anecdote that I shared"},{"startTime":2307.743,"endTime":2310.973,"body":"with you this earlier this afternoon"},{"startTime":2310.983,"endTime":2315.513,"body":"where I was behind in this almost"},{"startTime":2310.983,"endTime":2315.513,"body":"like a server area doing things back"},{"startTime":2315.513,"endTime":2319.143,"body":"there, swapping things out back in the"},{"startTime":2315.513,"endTime":2319.143,"body":"days of not enough memory available."},{"startTime":2319.463,"endTime":2322.703,"body":"And the demonstrator when we"},{"startTime":2319.463,"endTime":2322.703,"body":"practiced, I said, just continue"},{"startTime":2322.703,"endTime":2323.443,"body":"doing what you're doing."},{"startTime":2323.593,"endTime":2327.893,"body":"And I will keep doing what I'm doing right"},{"startTime":2323.593,"endTime":2327.893,"body":"and I made the comment ignore the man"},{"startTime":2327.893,"endTime":2331.553,"body":"behind the curtain Well, she took that"},{"startTime":2327.893,"endTime":2331.553,"body":"to mean that that is like a keyword or"},{"startTime":2331.553,"endTime":2335.593,"body":"a keyword code word So during the demo"},{"startTime":2331.553,"endTime":2335.593,"body":"she kept saying ignore the man behind"},{"startTime":2335.593,"endTime":2339.663,"body":"the curtain She said a few times before"},{"startTime":2335.593,"endTime":2339.663,"body":"I registered what she's trying to say."},{"startTime":2339.933,"endTime":2342.713,"body":"It's like no, it's not time"},{"startTime":2339.933,"endTime":2342.713,"body":"yet I couldn't see her."},{"startTime":2342.963,"endTime":2344.653,"body":"I couldn't see at what stage of the demo."},{"startTime":2344.653,"endTime":2347.573,"body":"She was at I was trying to just"},{"startTime":2344.653,"endTime":2347.573,"body":"listen And kind of keep up with it."},{"startTime":2347.913,"endTime":2349.973,"body":"So things will go wrong."},{"startTime":2350.233,"endTime":2351.393,"body":"That's a given, right?"},{"startTime":2351.463,"endTime":2353.203,"body":"And you just have to make the best of it."},{"startTime":2353.353,"endTime":2357.363,"body":"Another anecdote I can share is"},{"startTime":2353.353,"endTime":2357.363,"body":"a demonstrator, very, very smart"},{"startTime":2357.363,"endTime":2361.663,"body":"demonstrator but their problem was when"},{"startTime":2357.363,"endTime":2361.663,"body":"something went wrong, they would go"},{"startTime":2361.773,"endTime":2365.883,"body":"bright red in the face, get flustered"},{"startTime":2361.773,"endTime":2365.883,"body":"and start pounding the keyboard."},{"startTime":2365.883,"endTime":2368.643,"body":"And this, this guy, he"},{"startTime":2365.883,"endTime":2368.643,"body":"started hitting the keyboard."},{"startTime":2368.973,"endTime":2373.313,"body":"We literally saw a couple of keys"},{"startTime":2368.973,"endTime":2373.313,"body":"from the old XT style keyboard."},{"startTime":2373.653,"endTime":2374.363,"body":"Fly off the key."},{"startTime":2375.173,"endTime":2377.523,"body":"It's his frustration"},{"startTime":2375.173,"endTime":2377.523,"body":"coming through, right?"},{"startTime":2377.583,"endTime":2379.243,"body":"But that didn't help, right?"},{"startTime":2379.393,"endTime":2381.923,"body":"So you just have to kind of"},{"startTime":2379.393,"endTime":2381.923,"body":"know that when things go wrong."},{"startTime":2381.983,"endTime":2382.913,"body":"Don't do that."},{"startTime":2383.003,"endTime":2386.093,"body":"Yeah You know use other people"},{"startTime":2383.003,"endTime":2386.093,"body":"around you to help you to let your"},{"startTime":2386.093,"endTime":2387.323,"body":"sales people are good for that."},{"startTime":2387.343,"endTime":2389.813,"body":"Yeah well, you know the other thing"},{"startTime":2387.343,"endTime":2389.813,"body":"about when things are going wrong"},{"startTime":2389.813,"endTime":2393.733,"body":"is like when you get stressed and"},{"startTime":2389.813,"endTime":2393.733,"body":"things are going wrong you Like your"},{"startTime":2393.733,"endTime":2397.423,"body":"mindset goes to a place where you're"},{"startTime":2393.733,"endTime":2397.423,"body":"not taking in the feedback anymore."},{"startTime":2397.623,"endTime":2401.133,"body":"I think about a demonstration"},{"startTime":2397.623,"endTime":2401.133,"body":"that I was in one time where the"},{"startTime":2401.283,"endTime":2404.573,"body":"customer was they were asking the"},{"startTime":2401.283,"endTime":2404.573,"body":"presenter a bunch of questions."},{"startTime":2404.573,"endTime":2405.433,"body":"This is when I was a developer."},{"startTime":2405.503,"endTime":2409.093,"body":"This is a long time ago when I was"},{"startTime":2405.503,"endTime":2409.093,"body":"a development team member and the"},{"startTime":2409.243,"endTime":2412.903,"body":"customer was asking a lot of questions"},{"startTime":2409.243,"endTime":2412.903,"body":"about the flow through the application."},{"startTime":2413.053,"endTime":2415.383,"body":"You know, Hey, why, why, why"},{"startTime":2413.053,"endTime":2415.383,"body":"am I coming to this screen?"},{"startTime":2415.583,"endTime":2416.783,"body":"What happens if I had this thing?"},{"startTime":2416.783,"endTime":2420.153,"body":"And they're just hammering the"},{"startTime":2416.783,"endTime":2420.153,"body":"presenter with questions about"},{"startTime":2420.153,"endTime":2421.243,"body":"what if, you know what I mean?"},{"startTime":2421.393,"endTime":2425.073,"body":"And the, the problem with what ifs"},{"startTime":2421.393,"endTime":2425.073,"body":"is you very quickly come to the"},{"startTime":2425.113,"endTime":2428.073,"body":"end of the presenters theoretical"},{"startTime":2425.113,"endTime":2428.073,"body":"understanding of the system."},{"startTime":2428.223,"endTime":2431.673,"body":"And customers have a way of getting"},{"startTime":2428.223,"endTime":2431.673,"body":"quickly exhausting all of the"},{"startTime":2431.673,"endTime":2433.733,"body":"knowledge to get to a point where"},{"startTime":2431.673,"endTime":2433.733,"body":"we're like, we have to look through"},{"startTime":2433.733,"endTime":2437.273,"body":"the code and find out what happens"},{"startTime":2433.733,"endTime":2437.273,"body":"when you get that deep or whatever."},{"startTime":2437.423,"endTime":2440.983,"body":"But basically the customer is when"},{"startTime":2437.423,"endTime":2440.983,"body":"they're doing that, they're, they're"},{"startTime":2441.003,"endTime":2447.103,"body":"expressing frustration with your UI UX,"},{"startTime":2441.003,"endTime":2447.103,"body":"with your user experience, your, your"},{"startTime":2447.103,"endTime":2452.473,"body":"user journey, basically if we could have"},{"startTime":2447.103,"endTime":2452.473,"body":"stopped and just graphically demonstrated"},{"startTime":2452.583,"endTime":2455.933,"body":"on a whiteboard or whatever storyboard,"},{"startTime":2452.583,"endTime":2455.933,"body":"yeah, like a storyboard like you're going"},{"startTime":2455.933,"endTime":2458.923,"body":"through a journey, a user journey map,"},{"startTime":2455.933,"endTime":2458.923,"body":"basically you're going through these"},{"startTime":2458.923,"endTime":2461.253,"body":"screens and then you get to this point"},{"startTime":2458.923,"endTime":2461.253,"body":"and then it splits off and you make"},{"startTime":2461.253,"endTime":2462.873,"body":"this decision tree and you go this way."},{"startTime":2463.113,"endTime":2466.493,"body":"Like if we could have demonstrated that"},{"startTime":2463.113,"endTime":2466.493,"body":"visually that would have been something"},{"startTime":2466.493,"endTime":2470.823,"body":"we could take immediately back to the"},{"startTime":2466.493,"endTime":2470.823,"body":"backlog if X then Y and then Zed, I"},{"startTime":2470.823,"endTime":2476.903,"body":"did it again, then You know, you go"},{"startTime":2470.823,"endTime":2476.903,"body":"all the way back to a, and it could"},{"startTime":2476.903,"endTime":2479.893,"body":"have been immediately turned into a"},{"startTime":2476.903,"endTime":2479.893,"body":"story for feedback, but because of the"},{"startTime":2479.893,"endTime":2483.363,"body":"way that it was just hammered at the"},{"startTime":2479.893,"endTime":2483.363,"body":"presenter who was already overwhelmed"},{"startTime":2483.513,"endTime":2486.253,"body":"cause maybe something was happening and"},{"startTime":2483.513,"endTime":2486.253,"body":"that's why the customer hooked onto it."},{"startTime":2486.403,"endTime":2488.013,"body":"Then maybe we didn't get that feedback."},{"startTime":2488.033,"endTime":2491.363,"body":"We forgot that the main point"},{"startTime":2488.033,"endTime":2491.363,"body":"of the demo is not necessarily"},{"startTime":2491.363,"endTime":2492.563,"body":"to get to the finish line."},{"startTime":2492.713,"endTime":2495.613,"body":"It's to talk about how we can"},{"startTime":2492.713,"endTime":2495.613,"body":"enhance the product, get that into"},{"startTime":2495.633,"endTime":2499.213,"body":"the backlog and then see you in"},{"startTime":2495.633,"endTime":2499.213,"body":"the next two weeks or whatever."},{"startTime":2499.363,"endTime":2500.673,"body":"That's a really important point."},{"startTime":2500.673,"endTime":2504.083,"body":"This, this actually, I've lived through"},{"startTime":2500.673,"endTime":2504.083,"body":"this scenario where everything was going"},{"startTime":2504.103,"endTime":2508.353,"body":"swimmingly well during the demo and it"},{"startTime":2504.103,"endTime":2508.353,"body":"was a demo of a, an advertising system."},{"startTime":2508.353,"endTime":2511.113,"body":"So you basically have a, an editor"},{"startTime":2508.353,"endTime":2511.113,"body":"and you're typing text in there."},{"startTime":2511.263,"endTime":2514.523,"body":"And often you don't want to sit"},{"startTime":2511.263,"endTime":2514.523,"body":"there and actually type text."},{"startTime":2514.703,"endTime":2517.593,"body":"So you have some text that you"},{"startTime":2514.703,"endTime":2517.593,"body":"save in your buffer, right?"},{"startTime":2517.593,"endTime":2517.873,"body":"Then you just."},{"startTime":2518.023,"endTime":2519.053,"body":"Paste it in there, right?"},{"startTime":2519.203,"endTime":2519.663,"body":"And I did."},{"startTime":2519.703,"endTime":2520.313,"body":"I did that."},{"startTime":2520.663,"endTime":2525.173,"body":"But I was going through the different"},{"startTime":2520.663,"endTime":2525.173,"body":"types of advertisements and I picked"},{"startTime":2525.173,"endTime":2529.173,"body":"one in the employment section and"},{"startTime":2525.173,"endTime":2529.173,"body":"at random because you have the"},{"startTime":2529.173,"endTime":2531.013,"body":"newspaper front is publishing app."},{"startTime":2531.353,"endTime":2534.223,"body":"And I put in there, you know"},{"startTime":2531.353,"endTime":2534.223,"body":"therapist wanted was the headline."},{"startTime":2534.223,"endTime":2537.023,"body":"And then it's some description of"},{"startTime":2534.223,"endTime":2537.023,"body":"the skill sets needed, etcetera."},{"startTime":2537.173,"endTime":2540.373,"body":"So it was a short paragraph, and"},{"startTime":2537.173,"endTime":2540.373,"body":"I had that saved in the buffer."},{"startTime":2540.553,"endTime":2540.753,"body":"Yeah."},{"startTime":2540.943,"endTime":2544.133,"body":"And as I'm demonstrating this, I"},{"startTime":2540.943,"endTime":2544.133,"body":"paste that in there, so I hear some"},{"startTime":2544.133,"endTime":2546.573,"body":"text, I'm gonna just paste it in,"},{"startTime":2544.133,"endTime":2546.573,"body":"so you don't have to watch me type."},{"startTime":2546.723,"endTime":2551.893,"body":"I do that, and it hyphenates and justifies"},{"startTime":2546.723,"endTime":2551.893,"body":"the column of the advertisement, right?"},{"startTime":2551.893,"endTime":2553.653,"body":"So one column, textual ad."},{"startTime":2553.803,"endTime":2557.433,"body":"And I hear people guffawing in"},{"startTime":2553.803,"endTime":2557.433,"body":"the audience what's going on?"},{"startTime":2557.583,"endTime":2558.673,"body":"So I look at my screen."},{"startTime":2558.823,"endTime":2560.443,"body":"And everyone's laughing, right?"},{"startTime":2560.683,"endTime":2564.173,"body":"And it had hyphenated the"},{"startTime":2560.683,"endTime":2564.173,"body":"word therapist after T H E."},{"startTime":2564.323,"endTime":2564.713,"body":"Right?"},{"startTime":2564.863,"endTime":2566.423,"body":"So, of course they were laughing."},{"startTime":2566.463,"endTime":2570.073,"body":"Okay, so I laugh with them and"},{"startTime":2566.463,"endTime":2570.073,"body":"I say, well, luckily the system"},{"startTime":2570.073,"endTime":2572.963,"body":"has a feature where you can"},{"startTime":2570.073,"endTime":2572.963,"body":"change the hyphenation point."},{"startTime":2573.263,"endTime":2577.163,"body":"So instead of having it after E, usually"},{"startTime":2573.263,"endTime":2577.163,"body":"a bad idea to have it after vowels anyway."},{"startTime":2577.313,"endTime":2578.083,"body":"I'll change it."},{"startTime":2578.213,"endTime":2581.173,"body":"And I did that live,"},{"startTime":2578.213,"endTime":2581.173,"body":"wasn't part of my script."},{"startTime":2581.213,"endTime":2584.653,"body":"So I'm like, here, I'm going to bring"},{"startTime":2581.213,"endTime":2584.653,"body":"up the the dictionary and moved it"},{"startTime":2584.653,"endTime":2586.343,"body":"from after the E to after the R."},{"startTime":2586.553,"endTime":2589.653,"body":"And then I hit the hyphenation"},{"startTime":2586.553,"endTime":2589.653,"body":"button again and it fixed it."},{"startTime":2589.653,"endTime":2589.883,"body":"Right?"},{"startTime":2589.943,"endTime":2590.213,"body":"Wow."},{"startTime":2590.333,"endTime":2596.733,"body":"So it's demonstrating a feature in flight"},{"startTime":2590.333,"endTime":2596.733,"body":"of your demo when you come across that."},{"startTime":2597.043,"endTime":2597.193,"body":"Yes."},{"startTime":2597.213,"endTime":2598.982,"body":"And like, what else could I have done?"},{"startTime":2599.132,"endTime":2600.062,"body":"That's, that's funny."},{"startTime":2600.072,"endTime":2603.112,"body":"Like you just brought up a random"},{"startTime":2600.072,"endTime":2603.112,"body":"memory for me because in a system that"},{"startTime":2603.112,"endTime":2605.962,"body":"I worked on that generated random GUIDs."},{"startTime":2606.112,"endTime":2609.152,"body":"Like you know how, like you get up,"},{"startTime":2606.112,"endTime":2609.152,"body":"you'll subscribe to something and it'll"},{"startTime":2609.152,"endTime":2612.912,"body":"give you like a confirmation code or"},{"startTime":2609.152,"endTime":2612.912,"body":"whatever, like the confirmation code."},{"startTime":2613.082,"endTime":2618.202,"body":"We had to remove vowels from"},{"startTime":2613.082,"endTime":2618.202,"body":"the alphanumeric characters."},{"startTime":2618.352,"endTime":2618.632,"body":"Yeah."},{"startTime":2618.902,"endTime":2619.322,"body":"Oh yeah."},{"startTime":2619.322,"endTime":2622.712,"body":"You know where I'm going, you know where"},{"startTime":2619.322,"endTime":2622.712,"body":"I'm going because it was generating"},{"startTime":2622.712,"endTime":2626.602,"body":"some naughty words and like, not,"},{"startTime":2622.712,"endTime":2626.602,"body":"not, not like not like the, the,"},{"startTime":2626.642,"endTime":2629.82,"body":"the good four letter words, I mean"},{"startTime":2626.642,"endTime":2629.82,"body":"the bad four letter words, but in,"},{"startTime":2629.84,"endTime":2634.49,"body":"in the quote, a random confirmation"},{"startTime":2629.84,"endTime":2634.49,"body":"code, we had to remove a vowels and"},{"startTime":2634.49,"endTime":2635.75,"body":"that's how we solved that problem."},{"startTime":2635.86,"endTime":2637.5,"body":"I didn't even think we"},{"startTime":2635.86,"endTime":2637.5,"body":"removed all the vowels."},{"startTime":2637.5,"endTime":2639.25,"body":"I think we just removed you."},{"startTime":2639.4,"endTime":2639.91,"body":"I know."},{"startTime":2639.97,"endTime":2641.08,"body":"But yeah, we had to do that one."},{"startTime":2641.08,"endTime":2643.39,"body":"Now I don't remember if that was"},{"startTime":2641.08,"endTime":2643.39,"body":"on, I don't think it was on a demo."},{"startTime":2643.39,"endTime":2645.6,"body":"I think that was it, but it"},{"startTime":2643.39,"endTime":2645.6,"body":"very well could have been."},{"startTime":2645.6,"endTime":2646.66,"body":"It very well could have been."},{"startTime":2646.89,"endTime":2647.3,"body":"Yeah."},{"startTime":2647.45,"endTime":2649.1,"body":"But yeah, that was, that's a good one."},{"startTime":2649.15,"endTime":2651.82,"body":"It never happened in any"},{"startTime":2649.15,"endTime":2651.82,"body":"of the practice sessions."},{"startTime":2651.97,"endTime":2653.08,"body":"I can guarantee you that."},{"startTime":2653.29,"endTime":2654.28,"body":"Yeah, well, yeah, yeah, yeah."},{"startTime":2654.28,"endTime":2656.47,"body":"Well, you hit the lottery on"},{"startTime":2654.28,"endTime":2656.47,"body":"that one in front of a crowd."},{"startTime":2656.47,"endTime":2656.98,"body":"Yeah, right."},{"startTime":2657.22,"endTime":2657.94,"body":"Congratulations."},{"startTime":2657.94,"endTime":2661.57,"body":"They just picked all the random ones"},{"startTime":2657.94,"endTime":2661.57,"body":"in practice, like automotive ads or"},{"startTime":2661.57,"endTime":2662.56,"body":"whatever, but that's what you do."},{"startTime":2662.61,"endTime":2663.48,"body":"You get extra credit from."},{"startTime":2663.63,"endTime":2667.51,"body":"You get extra credit from the crowd"},{"startTime":2663.63,"endTime":2667.51,"body":"for handling it for playing it"},{"startTime":2667.51,"endTime":2671.37,"body":"cool and handling it and showing,"},{"startTime":2667.51,"endTime":2671.37,"body":"Hey, we're going to move past it."},{"startTime":2671.64,"endTime":2675.23,"body":"Same thing with like, Oh, the, the, the"},{"startTime":2671.64,"endTime":2675.23,"body":"query is taking the, the, I'm going to"},{"startTime":2675.3,"endTime":2679.54,"body":"send to the LLM and the LLM normally"},{"startTime":2675.3,"endTime":2679.54,"body":"takes five seconds in all my prep"},{"startTime":2679.54,"endTime":2683.28,"body":"for the demos, but now it's taken 10"},{"startTime":2679.54,"endTime":2683.28,"body":"ish seconds or whatever, 20 seconds."},{"startTime":2683.28,"endTime":2685.12,"body":"I'll be telling you it"},{"startTime":2683.28,"endTime":2685.12,"body":"takes between 10 and 20."},{"startTime":2685.36,"endTime":2686.65,"body":"Yeah like play it cool."},{"startTime":2686.68,"endTime":2689.64,"body":"If it comes back in 25, it's"},{"startTime":2686.68,"endTime":2689.64,"body":"still not that bad because you can"},{"startTime":2689.64,"endTime":2692.46,"body":"say, look, the environment we're"},{"startTime":2689.64,"endTime":2692.46,"body":"in, connectivity is not ideal."},{"startTime":2692.46,"endTime":2693.36,"body":"So it took a little longer."},{"startTime":2693.4,"endTime":2693.64,"body":"Right."},{"startTime":2693.71,"endTime":2694.85,"body":"And just keep rolling with it."},{"startTime":2694.93,"endTime":2695.26,"body":"Yeah."},{"startTime":2695.5,"endTime":2697.56,"body":"If we're going somewhere on"},{"startTime":2695.5,"endTime":2697.56,"body":"this podcast, this is where"},{"startTime":2697.56,"endTime":2701.46,"body":"we're going is your presentation"},{"startTime":2697.56,"endTime":2701.46,"body":"skill is the difference between."},{"startTime":2701.8,"endTime":2705.99,"body":"A good and a bad demo, which"},{"startTime":2701.8,"endTime":2705.99,"body":"is tough for people to hear."},{"startTime":2706.14,"endTime":2710.57,"body":"It's tough because that's, that's product"},{"startTime":2706.14,"endTime":2710.57,"body":"management is probably closest to it."},{"startTime":2710.72,"endTime":2714.68,"body":"The development team members, scrum"},{"startTime":2710.72,"endTime":2714.68,"body":"master probably can help a lot"},{"startTime":2714.68,"endTime":2717.61,"body":"with it, but every team doesn't"},{"startTime":2714.68,"endTime":2717.61,"body":"have a dedicated scrum master."},{"startTime":2717.67,"endTime":2719.7,"body":"Managers maybe are doing it or whatever."},{"startTime":2719.74,"endTime":2721.01,"body":"So everyone's kind of sort of."},{"startTime":2721.16,"endTime":2724.44,"body":"Doing a little bit, but they're"},{"startTime":2721.16,"endTime":2724.44,"body":"doing it so that they can"},{"startTime":2724.44,"endTime":2725.43,"body":"get done with it and move on."},{"startTime":2725.64,"endTime":2728.53,"body":"No, one's really advancing that skillset."},{"startTime":2728.83,"endTime":2732.94,"body":"So that's, I mean, that would be the"},{"startTime":2728.83,"endTime":2732.94,"body":"takeaway is look for opportunities"},{"startTime":2733.26,"endTime":2735.51,"body":"to advance those presentation skills."},{"startTime":2735.86,"endTime":2740.43,"body":"Cause I, again like at the end of"},{"startTime":2735.86,"endTime":2740.43,"body":"the sprint, there will be people"},{"startTime":2740.43,"endTime":2743.95,"body":"with good presentation skills,"},{"startTime":2740.43,"endTime":2743.95,"body":"people with bad presentation skills."},{"startTime":2744.1,"endTime":2747.62,"body":"Every, every time that you present, it's"},{"startTime":2744.1,"endTime":2747.62,"body":"an opportunity to improve those skills."},{"startTime":2747.75,"endTime":2748.3,"body":"Exactly."},{"startTime":2748.45,"endTime":2749.11,"body":"I agree with that."},{"startTime":2749.11,"endTime":2749.57,"body":"Absolutely."},{"startTime":2749.57,"endTime":2751.08,"body":"And practice does make perfect."},{"startTime":2751.34,"endTime":2753.07,"body":"You come across all these scenarios."},{"startTime":2753.08,"endTime":2756.1,"body":"So be the first one to put your hand"},{"startTime":2753.08,"endTime":2756.1,"body":"up when, when somebody says, who's"},{"startTime":2756.1,"endTime":2757.29,"body":"going to demo this, this sprint."},{"startTime":2757.44,"endTime":2759.03,"body":"You know, just embrace it, right?"},{"startTime":2759.04,"endTime":2759.85,"body":"It's not you."},{"startTime":2759.86,"endTime":2761.74,"body":"You're just the hands"},{"startTime":2759.86,"endTime":2761.74,"body":"on the keyboard person."},{"startTime":2761.74,"endTime":2764.6,"body":"The team is really"},{"startTime":2761.74,"endTime":2764.6,"body":"showing the work, right?"},{"startTime":2764.61,"endTime":2769.28,"body":"So feel free so know your audience ask for"},{"startTime":2764.61,"endTime":2769.28,"body":"help speak the language They speak a lot"},{"startTime":2769.28,"endTime":2773.86,"body":"of the points we hit on this podcast and"},{"startTime":2769.28,"endTime":2773.86,"body":"have a backup plan and have a backup plan"},{"startTime":2774.05,"endTime":2777.09,"body":"Yeah, all right Well, my backup plan"},{"startTime":2774.05,"endTime":2777.09,"body":"is to like and subscribe the agile"},{"startTime":2777.09,"endTime":2780.64,"body":"podcast the old arguing agile All"},{"startTime":2777.09,"endTime":2780.64,"body":"right, and let us know what other"},{"startTime":2780.64,"endTime":2781.92,"body":"topics you'd like us to talk about"}]}