{"version":"1.0.0","segments":[{"startTime":3.878,"endTime":4.671,"body":"Welcome everybody"},{"startTime":4.671,"endTime":8.091,"body":"to our latest podcast series,"},{"startTime":4.671,"endTime":8.091,"body":"Reimagining Mobility."},{"startTime":8.591,"endTime":10.593,"body":"I'm here with Thomson Varghese."},{"startTime":10.593,"endTime":13.805,"body":"He's a technical account manager for AVL"},{"startTime":13.805,"endTime":17.6,"body":"in the US on the test system"},{"startTime":13.805,"endTime":17.6,"body":"side in California."},{"startTime":18.101,"endTime":20.895,"body":"So Thomson, tell me a little bit"},{"startTime":18.101,"endTime":20.895,"body":"how you've worked in engineering"},{"startTime":21.438,"endTime":25.066,"body":"and now you're working in, let's call"},{"startTime":21.438,"endTime":25.066,"body":"it sales business development."},{"startTime":25.859,"endTime":28.82,"body":"Tell me a little bit what made you go"},{"startTime":25.859,"endTime":28.82,"body":"from engineering to sales?"},{"startTime":28.82,"endTime":31.74,"body":"What do you like on both little bit"},{"startTime":28.82,"endTime":31.74,"body":"about your career?"},{"startTime":32.866,"endTime":34.951,"body":"So is my first job out of school."},{"startTime":34.951,"endTime":38.496,"body":"So I went to school at Michigan"},{"startTime":34.951,"endTime":38.496,"body":"Tech up in the U.P."},{"startTime":38.496,"endTime":42.375,"body":"and once I graduated there,"},{"startTime":38.496,"endTime":42.375,"body":"I got an opportunity to start at AVL"},{"startTime":42.709,"endTime":44.836,"body":"as an applications engineer."},{"startTime":44.836,"endTime":47.047,"body":"So I was really excited because"},{"startTime":47.047,"endTime":50.383,"body":"as my grad school program at Tech,"},{"startTime":47.047,"endTime":50.383,"body":"I had to set up a so."},{"startTime":50.8,"endTime":53.303,"body":"So that's a really good transition"},{"startTime":50.8,"endTime":53.303,"body":"into AVL."},{"startTime":53.928,"endTime":56.014,"body":"So I started off doing combustion"},{"startTime":53.928,"endTime":56.014,"body":"analysis work."},{"startTime":56.139,"endTime":59.934,"body":"So commissioning intercom systems"},{"startTime":56.139,"endTime":59.934,"body":"from evolved to doing synthetic combustion"},{"startTime":59.934,"endTime":63.646,"body":"work and then transitioned into"},{"startTime":59.934,"endTime":63.646,"body":"commissioning our automation software."},{"startTime":63.646,"endTime":67.609,"body":"Puma for customers, for traditional"},{"startTime":63.646,"endTime":67.609,"body":"ICE customers"},{"startTime":67.609,"endTime":70.07,"body":"was just setting up vessels for them."},{"startTime":70.82,"endTime":74.115,"body":"Did a lot of Bobcat works and offline"},{"startTime":70.82,"endTime":74.115,"body":"Bobcat work for some heavy"},{"startTime":74.115,"endTime":77.952,"body":"duty diesel customers in the US"},{"startTime":74.115,"endTime":77.952,"body":"as well as internationally for them."},{"startTime":78.995,"endTime":79.746,"body":"From there"},{"startTime":79.746,"endTime":83.792,"body":"transitioned slowly"},{"startTime":79.746,"endTime":83.792,"body":"into the technical sales specialist role,"},{"startTime":84.459,"endTime":87.212,"body":"initially as a combustion sensor pieces"},{"startTime":87.712,"endTime":91.716,"body":"from their feed has it that I transition"},{"startTime":87.712,"endTime":91.716,"body":"to software fairly quickly"},{"startTime":91.716,"endTime":95.095,"body":"so I started doing data management"},{"startTime":91.716,"endTime":95.095,"body":"tools and management"},{"startTime":95.095,"endTime":98.556,"body":"tools for the Navy also supporting those"},{"startTime":95.095,"endTime":98.556,"body":"in the presales phase."},{"startTime":99.015,"endTime":103.686,"body":"And then I think during the pandemic,"},{"startTime":99.015,"endTime":103.686,"body":"I had an opportunity where they offered me"},{"startTime":103.686,"endTime":107.232,"body":"to take the sales position"},{"startTime":103.686,"endTime":107.232,"body":"in the state of Texas,"},{"startTime":107.774,"endTime":111.027,"body":"which my wife was really excited about"},{"startTime":107.774,"endTime":111.027,"body":"because she's from Texas."},{"startTime":111.027,"endTime":113.905,"body":"So it's no more winter at Michigan Tech."},{"startTime":113.905,"endTime":114.823,"body":"Let's go to Texas."},{"startTime":114.823,"endTime":115.615,"body":"Exactly. Yeah."},{"startTime":115.615,"endTime":119.661,"body":"So, yeah, so we transitioned into Texas"},{"startTime":115.615,"endTime":119.661,"body":"and some are from"},{"startTime":119.661,"endTime":123.456,"body":"Texas, also got the territory off"},{"startTime":119.661,"endTime":123.456,"body":"Northern California."},{"startTime":123.456,"endTime":124.541,"body":"So it was an exciting time."},{"startTime":124.541,"endTime":128.545,"body":"So from engineering"},{"startTime":124.541,"endTime":128.545,"body":"to doing technical work to the sales side,"},{"startTime":128.545,"endTime":131.714,"body":"I was it's a good opportunity"},{"startTime":128.545,"endTime":131.714,"body":"to learn both side of the business"},{"startTime":132.006,"endTime":136.803,"body":"and the beginning of learning more"},{"startTime":132.006,"endTime":136.803,"body":"about our customer, facing commissioning"},{"startTime":136.803,"endTime":140.682,"body":"jobs, supporting the customer"},{"startTime":136.803,"endTime":140.682,"body":"during the issues and so on and so forth."},{"startTime":141.015,"endTime":141.85,"body":"On the sales side,"},{"startTime":141.85,"endTime":143.309,"body":"you see a different side of the business,"},{"startTime":141.85,"endTime":143.309,"body":"right,"},{"startTime":143.309,"endTime":147.105,"body":"and pushing customers in the beginning"},{"startTime":143.309,"endTime":147.105,"body":"and try to shape their requirements"},{"startTime":147.105,"endTime":151.359,"body":"in such a way that we can provide"},{"startTime":147.105,"endTime":151.359,"body":"a solution that meets that requirement."},{"startTime":151.651,"endTime":154.696,"body":"So it's it's very fulfilling"},{"startTime":151.651,"endTime":154.696,"body":"to see both side of the business."},{"startTime":154.737,"endTime":156.614,"body":"Yeah, makes sense."},{"startTime":156.614,"endTime":161.286,"body":"So as the industry has transitioned right"},{"startTime":156.614,"endTime":161.286,"body":"or is still in the transition phase"},{"startTime":161.286,"endTime":165.456,"body":"right from whatever it was ten years ago,"},{"startTime":161.286,"endTime":165.456,"body":"let's say purely ICE and diesel based"},{"startTime":165.832,"endTime":168.793,"body":"propulsion systems"},{"startTime":165.832,"endTime":168.793,"body":"that AVL is heavily involved with."},{"startTime":169.21,"endTime":171.88,"body":"And then over the last several years,"},{"startTime":169.21,"endTime":171.88,"body":"clearly a major"},{"startTime":171.88,"endTime":174.549,"body":"transformation and disruption overall."},{"startTime":175.091,"endTime":176.718,"body":"Tell me a little bit about"},{"startTime":175.091,"endTime":176.718,"body":"I mean, you're clearly in"},{"startTime":176.718,"endTime":179.888,"body":"one of the most interesting markets,"},{"startTime":176.718,"endTime":179.888,"body":"so to speak, when it comes to this,"},{"startTime":179.888,"endTime":182.849,"body":"at least up until about two,"},{"startTime":179.888,"endTime":182.849,"body":"maybe three years ago,"},{"startTime":183.141,"endTime":185.101,"body":"until it kind of swept"},{"startTime":183.141,"endTime":185.101,"body":"the rest of the nation."},{"startTime":185.101,"endTime":187.395,"body":"But in California, we've seen this"},{"startTime":187.395,"endTime":191.441,"body":"push and transformation"},{"startTime":187.395,"endTime":191.441,"body":"into EVs for many years now."},{"startTime":191.941,"endTime":194.235,"body":"Tesla is only one example"},{"startTime":191.941,"endTime":194.235,"body":"as many other ones."},{"startTime":194.444,"endTime":197.822,"body":"So tell me a little bit about those trends"},{"startTime":194.444,"endTime":197.822,"body":"that you see."},{"startTime":197.822,"endTime":199.324,"body":"It's very different."},{"startTime":199.324,"endTime":202.911,"body":"So when I started right,"},{"startTime":199.324,"endTime":202.911,"body":"I started with the traditional OEMs"},{"startTime":203.286,"endTime":205.914,"body":"in the industry in Detroit"},{"startTime":203.286,"endTime":205.914,"body":"and so on and so forth."},{"startTime":206.289,"endTime":208.958,"body":"Those companies were more traditional."},{"startTime":209.334,"endTime":210.96,"body":"They had standard requirements."},{"startTime":210.96,"endTime":212.503,"body":"They knew what they were doing"},{"startTime":212.503,"endTime":215.173,"body":"before they came to be able"},{"startTime":212.503,"endTime":215.173,"body":"to ask us questions about it."},{"startTime":215.632,"endTime":216.674,"body":"And what I see"},{"startTime":216.674,"endTime":220.595,"body":"in the EV space, in the new startup"},{"startTime":216.674,"endTime":220.595,"body":"space is completely different, right?"},{"startTime":220.595,"endTime":223.765,"body":"They are treating this as a software"},{"startTime":220.595,"endTime":223.765,"body":"development project."},{"startTime":223.765,"endTime":225.725,"body":"It's a general development process."},{"startTime":225.725,"endTime":227.227,"body":"They don't know what tomorrow brings."},{"startTime":227.227,"endTime":229.562,"body":"It's all about solving today's problem"},{"startTime":227.227,"endTime":229.562,"body":"and let's"},{"startTime":230.23,"endTime":233.9,"body":"solve the problem one place at a time,"},{"startTime":230.23,"endTime":233.9,"body":"one problem at a time."},{"startTime":233.9,"endTime":235.777,"body":"And if we are failing, let's fail fast."},{"startTime":235.777,"endTime":239.072,"body":"It's a very different mindset"},{"startTime":235.777,"endTime":239.072,"body":"and different methodology."},{"startTime":239.197,"endTime":241.574,"body":"So it's a different piece of work."},{"startTime":241.574,"endTime":244.494,"body":"It's sometimes chaotic,"},{"startTime":241.574,"endTime":244.494,"body":"but it's pretty organized chaos."},{"startTime":244.494,"endTime":248.498,"body":"I would say the great things that are"},{"startTime":244.494,"endTime":248.498,"body":"in California compared to, say, Michigan"},{"startTime":248.498,"endTime":251.584,"body":"and how the the traditional versus"},{"startTime":248.498,"endTime":251.584,"body":"the startup business."},{"startTime":251.584,"endTime":253.002,"body":"So it's very interesting."},{"startTime":253.002,"endTime":256.839,"body":"It's fast pace and it's,"},{"startTime":253.002,"endTime":256.839,"body":"I think, challenging inside"},{"startTime":256.839,"endTime":261.427,"body":"even as well to transition"},{"startTime":256.839,"endTime":261.427,"body":"into reacting at the pace of the customers"},{"startTime":261.427,"endTime":266.349,"body":"demanding in California compared to having"},{"startTime":261.427,"endTime":266.349,"body":"a five page RFQ from their customer."},{"startTime":266.349,"endTime":269.227,"body":"That doesn't happen anymore"},{"startTime":266.349,"endTime":269.227,"body":"than if I get a one page RFQ."},{"startTime":269.227,"endTime":270.019,"body":"That's great."},{"startTime":270.019,"endTime":273.398,"body":"Most of my transactions with the customers"},{"startTime":270.019,"endTime":273.398,"body":"happens over text messages,"},{"startTime":273.648,"endTime":275.984,"body":"not even emails."},{"startTime":273.648,"endTime":275.984,"body":"So it's a whole different world."},{"startTime":276.192,"endTime":277.694,"body":"Yeah, I mentioned it to somebody"},{"startTime":277.694,"endTime":280.446,"body":"I don't know, three or so years ago"},{"startTime":277.694,"endTime":280.446,"body":"when we were working with a customer"},{"startTime":281.03,"endTime":283.533,"body":"and he said, Yeah,"},{"startTime":281.03,"endTime":283.533,"body":"I'm sure you get like pages and pages."},{"startTime":283.533,"endTime":285.994,"body":"I mean, not"},{"startTime":283.533,"endTime":285.994,"body":"as many as we get from a traditional OEM."},{"startTime":285.994,"endTime":289.247,"body":"I said, no, if I get a text message"},{"startTime":285.994,"endTime":289.247,"body":"that's more than a few lines long,"},{"startTime":289.956,"endTime":291.165,"body":"you know, and then that's good."},{"startTime":291.165,"endTime":294.21,"body":"But again, as you're saying,"},{"startTime":291.165,"endTime":294.21,"body":"the excitement there is, is, hey,"},{"startTime":294.21,"endTime":297.255,"body":"I need this,"},{"startTime":294.21,"endTime":297.255,"body":"I need the ability to test this,"},{"startTime":297.88,"endTime":300.591,"body":"allowing you then to be one degree."},{"startTime":300.591,"endTime":303.803,"body":"You're not a very creative"},{"startTime":300.591,"endTime":303.803,"body":"and finding the best solutions"},{"startTime":304.178,"endTime":306.389,"body":"instead of having to say, okay,"},{"startTime":304.178,"endTime":306.389,"body":"this is what it says,"},{"startTime":306.389,"endTime":308.016,"body":"well, I don't think this is the best."},{"startTime":308.016,"endTime":310.184,"body":"So but this is what they're asking for is"},{"startTime":308.016,"endTime":310.184,"body":"I give you"},{"startTime":310.435,"endTime":311.686,"body":"so tell me a little bit about it."},{"startTime":311.686,"endTime":317.358,"body":"How how has your mind have to change to"},{"startTime":311.686,"endTime":317.358,"body":"to adapt those to to those types"},{"startTime":317.358,"endTime":321.487,"body":"of customers versus the customers"},{"startTime":317.358,"endTime":321.487,"body":"that tell you exactly what they want."},{"startTime":321.487,"endTime":324.949,"body":"But you may struggle"},{"startTime":321.487,"endTime":324.949,"body":"at times to get across that."},{"startTime":324.949,"endTime":325.7,"body":"Let me tell you,"},{"startTime":325.7,"endTime":329.12,"body":"you may actually need more"},{"startTime":325.7,"endTime":329.12,"body":"or slightly less so slightly different."},{"startTime":329.12,"endTime":331.539,"body":"So how do you deal with the customers"},{"startTime":329.12,"endTime":331.539,"body":"you're dealing with now?"},{"startTime":331.748,"endTime":332.832,"body":"It's a different challenge, right?"},{"startTime":332.832,"endTime":335.585,"body":"So when you have a very fixed set"},{"startTime":332.832,"endTime":335.585,"body":"of requirements,"},{"startTime":335.918,"endTime":338.588,"body":"so it's either you can meet"},{"startTime":335.918,"endTime":338.588,"body":"those requirements or you can't, or you're"},{"startTime":338.588,"endTime":342.467,"body":"trying to find, you know, valid exceptions"},{"startTime":338.588,"endTime":342.467,"body":"to the requirements that are stated."},{"startTime":342.8,"endTime":346.846,"body":"So that's cumbersome process in itself"},{"startTime":342.8,"endTime":346.846,"body":"that you have to follow through"},{"startTime":346.846,"endTime":348.389,"body":"and it takes a lot of work."},{"startTime":348.389,"endTime":351.309,"body":"And then the other end is"},{"startTime":348.389,"endTime":351.309,"body":"when customers are just sending a picture"},{"startTime":351.309,"endTime":352.852,"body":"saying"},{"startTime":351.309,"endTime":352.852,"body":"a lot of time on one of these. Right."},{"startTime":352.852,"endTime":356.814,"body":"So then you have to come to the customer"},{"startTime":352.852,"endTime":356.814,"body":"with follow up questions"},{"startTime":356.814,"endTime":357.982,"body":"in such a way that"},{"startTime":359.275,"endTime":360.526,"body":"you're not annoying them,"},{"startTime":360.526,"endTime":364.864,"body":"you're trying to get the right information"},{"startTime":360.526,"endTime":364.864,"body":"from them that changes your perspective"},{"startTime":364.864,"endTime":369.369,"body":"because how do you take internally"},{"startTime":364.864,"endTime":369.369,"body":"to our team saying, Hey, my customer wants"},{"startTime":369.369,"endTime":372.789,"body":"an immediate test testing, but"},{"startTime":369.369,"endTime":372.789,"body":"I don't know much more than that, right?"},{"startTime":372.789,"endTime":374.832,"body":"So we have to go to the website"},{"startTime":372.789,"endTime":374.832,"body":"and figure out"},{"startTime":374.999,"endTime":378.586,"body":"what projects they're working"},{"startTime":374.999,"endTime":378.586,"body":"on, what are the specs, get a rough idea"},{"startTime":378.586,"endTime":381.047,"body":"and then go to the customer saying,"},{"startTime":378.586,"endTime":381.047,"body":"hey, that's what we were thinking."},{"startTime":381.547,"endTime":382.84,"body":"Correct? As if we are wrong. Right."},{"startTime":382.84,"endTime":386.594,"body":"That approach, if I go to a customer, say,"},{"startTime":382.84,"endTime":386.594,"body":"in a startup company, if I go them"},{"startTime":386.594,"endTime":390.556,"body":"with like a questionnaire of 50 questions,"},{"startTime":386.594,"endTime":390.556,"body":"that probably will get ignored."},{"startTime":390.973,"endTime":394.185,"body":"So the approach has been for us,"},{"startTime":390.973,"endTime":394.185,"body":"what we've learned"},{"startTime":394.977,"endTime":399.19,"body":"is that we should probably make"},{"startTime":394.977,"endTime":399.19,"body":"some educated guess for the customer"},{"startTime":399.19,"endTime":400.233,"body":"and make some suggestions"},{"startTime":400.233,"endTime":403.361,"body":"based on an experience"},{"startTime":400.233,"endTime":403.361,"body":"and go to the customer and show it to them"},{"startTime":403.653,"endTime":405.988,"body":"and see if we are in line"},{"startTime":403.653,"endTime":405.988,"body":"with the requirements."},{"startTime":405.988,"endTime":407.99,"body":"And then we can,"},{"startTime":405.988,"endTime":407.99,"body":"you know, iterate from there."},{"startTime":408.366,"endTime":411.077,"body":"And then the customers"},{"startTime":408.366,"endTime":411.077,"body":"really like that process"},{"startTime":411.077,"endTime":414.831,"body":"and that's been pretty successful for us"},{"startTime":411.077,"endTime":414.831,"body":"in the modern kind of funding market."},{"startTime":415.206,"endTime":418.626,"body":"So besides the different approach that you"},{"startTime":415.206,"endTime":418.626,"body":"just shared, which is very interesting,"},{"startTime":420.294,"endTime":421.671,"body":"tell me a little bit what"},{"startTime":421.671,"endTime":425.591,"body":"are, let's say Northern California"},{"startTime":421.671,"endTime":425.591,"body":"or California customers"},{"startTime":425.591,"endTime":429.637,"body":"and customers in Texas maybe as well"},{"startTime":425.591,"endTime":429.637,"body":"that you are responsible for here."},{"startTime":430.304,"endTime":432.849,"body":"What do they do different"},{"startTime":430.304,"endTime":432.849,"body":"when it comes to testing"},{"startTime":432.89,"endTime":436.269,"body":"versus what you know,"},{"startTime":432.89,"endTime":436.269,"body":"when when you were working in Detroit?"},{"startTime":436.602,"endTime":439.355,"body":"Can you give me a little bit of an idea"},{"startTime":436.602,"endTime":439.355,"body":"what what differences are there?"},{"startTime":439.355,"endTime":441.149,"body":"Maybe there are not differences."},{"startTime":439.355,"endTime":441.149,"body":"I believe there are."},{"startTime":441.149,"endTime":443.151,"body":"But yeah, so there are"},{"startTime":443.151,"endTime":446.529,"body":"traditional customers in Texas already,"},{"startTime":443.151,"endTime":446.529,"body":"some testing houses and so on"},{"startTime":446.529,"endTime":446.988,"body":"and so forth."},{"startTime":446.988,"endTime":450.491,"body":"In the San Antonio area,"},{"startTime":446.988,"endTime":450.491,"body":"there are some ..."},{"startTime":450.491,"endTime":452.493,"body":"companies out in Houston."},{"startTime":452.493,"endTime":455.079,"body":"Some aviation markets"},{"startTime":452.493,"endTime":455.079,"body":"there are still mature in Dallas."},{"startTime":455.079,"endTime":458.708,"body":"So those customers are more mature"},{"startTime":455.079,"endTime":458.708,"body":"customers there."},{"startTime":459.041,"endTime":462.712,"body":"Their requirements are they would call me"},{"startTime":459.041,"endTime":462.712,"body":"knowing exactly what they want, right?"},{"startTime":462.837,"endTime":465.089,"body":"They are. We are"},{"startTime":462.837,"endTime":465.089,"body":"we are having discussion with them."},{"startTime":465.339,"endTime":466.924,"body":"They know precisely what they want."},{"startTime":466.924,"endTime":468.634,"body":"They are very"},{"startTime":470.011,"endTime":471.846,"body":"do they"},{"startTime":470.011,"endTime":471.846,"body":"say, very conscious of their budget."},{"startTime":471.846,"endTime":474.974,"body":"So they're always trying to see"},{"startTime":471.846,"endTime":474.974,"body":"if they can get unused equipment"},{"startTime":474.974,"endTime":477.018,"body":"and engineer it."},{"startTime":477.018,"endTime":480.646,"body":"Compared to that,"},{"startTime":477.018,"endTime":480.646,"body":"the California market is very fast paced."},{"startTime":481.063,"endTime":484.942,"body":"They don't have time to engineer it"},{"startTime":481.063,"endTime":484.942,"body":"and build something from scratch or"},{"startTime":485.526,"endTime":488.154,"body":"take your spots"},{"startTime":485.526,"endTime":488.154,"body":"and figure out how to make it work."},{"startTime":488.154,"endTime":491.699,"body":"They just time is so important for them"},{"startTime":488.154,"endTime":491.699,"body":"because they're trying to move"},{"startTime":491.699,"endTime":492.492,"body":"really fast."},{"startTime":492.492,"endTime":495.578,"body":"So they are coming to us"},{"startTime":492.492,"endTime":495.578,"body":"as the experts in the field"},{"startTime":495.578,"endTime":499.499,"body":"and asking us for a solution"},{"startTime":495.578,"endTime":499.499,"body":"that we can deliver instantaneously."},{"startTime":499.665,"endTime":501.042,"body":"So the timing is also very different."},{"startTime":501.042,"endTime":505.087,"body":"So Texas customers do understand"},{"startTime":501.042,"endTime":505.087,"body":"that, you know, things like our testing"},{"startTime":505.087,"endTime":508.09,"body":"would take another six months to a year"},{"startTime":505.087,"endTime":508.09,"body":"lead time."},{"startTime":508.382,"endTime":511.427,"body":"But in California, to come back and say,"},{"startTime":508.382,"endTime":511.427,"body":"hey, can you do this in two months?"},{"startTime":511.427,"endTime":513.554,"body":"And what"},{"startTime":511.427,"endTime":513.554,"body":"what does it take to get us there?"},{"startTime":513.554,"endTime":516.599,"body":"So that's the different approach"},{"startTime":513.554,"endTime":516.599,"body":"to the basis different."},{"startTime":516.599,"endTime":519.81,"body":"And that's what I see that startups"},{"startTime":516.599,"endTime":519.81,"body":"in Texas too, that behave very similar"},{"startTime":519.81,"endTime":522.939,"body":"to Californian customers,"},{"startTime":519.81,"endTime":522.939,"body":"it's just a difference between started"},{"startTime":522.939,"endTime":526.442,"body":"was something of traditional"},{"startTime":522.939,"endTime":526.442,"body":"more established players in the market."},{"startTime":527.068,"endTime":529.654,"body":"So when we look at California"},{"startTime":527.068,"endTime":529.654,"body":"customers, oftentimes"},{"startTime":529.654,"endTime":533.115,"body":"I think of some of the startups"},{"startTime":529.654,"endTime":533.115,"body":"and more established ones there"},{"startTime":533.115,"endTime":537.161,"body":"to kind of push this, let's say, over"},{"startTime":533.115,"endTime":537.161,"body":"the air updates for vehicles."},{"startTime":537.161,"endTime":537.787,"body":"Right."},{"startTime":537.995,"endTime":540.665,"body":"Do we have something similar"},{"startTime":537.995,"endTime":540.665,"body":"that they demand from you"},{"startTime":540.665,"endTime":542.166,"body":"when it comes to test equipment?"},{"startTime":542.166,"endTime":546.045,"body":"Meaning give me this piece of hardware"},{"startTime":542.166,"endTime":546.045,"body":"that I can test and e-motor"},{"startTime":546.045,"endTime":549.423,"body":"a battery,"},{"startTime":546.045,"endTime":549.423,"body":"a fuel cell, and oh, by the way, I hope"},{"startTime":549.423,"endTime":552.969,"body":"I on a regular basis"},{"startTime":549.423,"endTime":552.969,"body":"consistently get software updates."},{"startTime":552.969,"endTime":556.055,"body":"Is that similar with in their mind"},{"startTime":552.969,"endTime":556.055,"body":"with test equipment?"},{"startTime":556.931,"endTime":559.85,"body":"So over the over the air updates"},{"startTime":556.931,"endTime":559.85,"body":"for software, that's something we don't"},{"startTime":559.85,"endTime":565.189,"body":"encourage at all because of the safety"},{"startTime":559.85,"endTime":565.189,"body":"aspects of spinning objects in general."},{"startTime":565.189,"endTime":567.441,"body":"So we try to stay away from it. Sure."},{"startTime":567.441,"endTime":570.236,"body":"But on that similar line,"},{"startTime":567.441,"endTime":570.236,"body":"I can give you an example."},{"startTime":570.236,"endTime":573.739,"body":"And so in my previous role at for Data"},{"startTime":570.236,"endTime":573.739,"body":"Management in one of these startups"},{"startTime":574.448,"endTime":577.743,"body":"in the California"},{"startTime":574.448,"endTime":577.743,"body":"market had asked us to provide them"},{"startTime":577.743,"endTime":580.746,"body":"a data management solution, which we can."},{"startTime":580.746,"endTime":581.956,"body":"So we had solutions for that."},{"startTime":581.956,"endTime":585.126,"body":"So we recommended to them and they wanted"},{"startTime":585.126,"endTime":589.964,"body":"that software as a service and we're like,"},{"startTime":585.126,"endTime":589.964,"body":"Oh no, no, because"},{"startTime":589.964,"endTime":593.593,"body":"most of our customers don't want this data"},{"startTime":589.964,"endTime":593.593,"body":"to be sitting in a cloud that's shared."},{"startTime":593.593,"endTime":596.053,"body":"And you can often, yeah, compromise"},{"startTime":593.593,"endTime":596.053,"body":"the data."},{"startTime":596.22,"endTime":598.222,"body":"Everybody wants the data on PREM"},{"startTime":598.222,"endTime":601.434,"body":"and the engineers are accusing me"},{"startTime":598.222,"endTime":601.434,"body":"of being stuck in 2010."},{"startTime":601.976,"endTime":603.686,"body":"That's software firm anymore."},{"startTime":603.686,"endTime":605.438,"body":"So this is a different"},{"startTime":606.397,"endTime":607.064,"body":"mindset."},{"startTime":607.064,"endTime":610.86,"body":"So they don't necessarily"},{"startTime":607.064,"endTime":610.86,"body":"want to own the software all the time."},{"startTime":611.235,"endTime":612.862,"body":"It's not that exceptions, obviously."},{"startTime":612.862,"endTime":616.574,"body":"So it's a different way of thinking"},{"startTime":612.862,"endTime":616.574,"body":"how software to manage."},{"startTime":616.824,"endTime":618.284,"body":"So when you have software as a service,"},{"startTime":618.284,"endTime":620.286,"body":"it's expected"},{"startTime":618.284,"endTime":620.286,"body":"that updates automatically happen."},{"startTime":620.286,"endTime":624.081,"body":"Yes, you're managing the software"},{"startTime":620.286,"endTime":624.081,"body":"for them on a horse or a cloud somewhere,"},{"startTime":624.332,"endTime":628.21,"body":"so you manage the infrastructure for them,"},{"startTime":624.332,"endTime":628.21,"body":"which is very different"},{"startTime":628.21,"endTime":629.754,"body":"than our traditional customer base"},{"startTime":629.754,"endTime":633.174,"body":"who do not want to do anything"},{"startTime":629.754,"endTime":633.174,"body":"but storing the data in a public cloud."},{"startTime":633.257,"endTime":635.301,"body":"Sure, that that is what."},{"startTime":635.301,"endTime":637.637,"body":"And so the new versus old mindset, right?"},{"startTime":637.637,"endTime":639.305,"body":"Not necessarily wrong"},{"startTime":637.637,"endTime":639.305,"body":"one way or the other,"},{"startTime":639.305,"endTime":641.515,"body":"just a different culture"},{"startTime":639.305,"endTime":641.515,"body":"and think exactly."},{"startTime":642.058,"endTime":645.019,"body":"So when you think about what the equipment"},{"startTime":645.436,"endTime":649.315,"body":"with the software, data analytics,"},{"startTime":645.436,"endTime":649.315,"body":"data management, all these things,"},{"startTime":649.815,"endTime":653.527,"body":"when you see what you're seeing today,"},{"startTime":649.815,"endTime":653.527,"body":"what do you see in five years?"},{"startTime":654.111,"endTime":656.447,"body":"What do we worst"},{"startTime":654.111,"endTime":656.447,"body":"the industry going in five years?"},{"startTime":656.822,"endTime":660.242,"body":"Well, it's very hard to predict"},{"startTime":656.822,"endTime":660.242,"body":"what's happening in six months"},{"startTime":660.242,"endTime":662.37,"body":"from now"},{"startTime":660.242,"endTime":662.37,"body":"because things are changing so fast."},{"startTime":662.37,"endTime":667.208,"body":"It's I, I, I can't predict very well"},{"startTime":662.37,"endTime":667.208,"body":"what's going to happen in five years."},{"startTime":667.208,"endTime":671.045,"body":"I not in a good position to tell you,"},{"startTime":667.208,"endTime":671.045,"body":"but what I can say is"},{"startTime":671.045,"endTime":674.799,"body":"I think the aviation trend"},{"startTime":671.045,"endTime":674.799,"body":"is going to be higher."},{"startTime":674.799,"endTime":677.593,"body":"So the electrification"},{"startTime":674.799,"endTime":677.593,"body":"trend is going to be"},{"startTime":678.969,"endTime":680.012,"body":"strong"},{"startTime":680.346,"endTime":683.432,"body":"and you will see a lot of double work"},{"startTime":680.346,"endTime":683.432,"body":"in different battery chemistry,"},{"startTime":683.724,"endTime":685.059,"body":"different kind of battery packs"},{"startTime":685.059,"endTime":688.479,"body":"that people are trying to develop"},{"startTime":685.059,"endTime":688.479,"body":"to optimize it for different applications."},{"startTime":688.896,"endTime":692.316,"body":"So I see a lot of that happening,"},{"startTime":692.316,"endTime":694.11,"body":"a lot of improvement in the ADAS."},{"startTime":694.11,"endTime":695.319,"body":"It is space."},{"startTime":695.319,"endTime":698.864,"body":"There is a lot of investment that I see"},{"startTime":695.319,"endTime":698.864,"body":"in the market right now in the space."},{"startTime":699.073,"endTime":702.368,"body":"So a lot of work is still"},{"startTime":699.073,"endTime":702.368,"body":"this industry is pretty nascent right"},{"startTime":702.368,"endTime":704.995,"body":"now, so I'm expecting a lot of investment"},{"startTime":702.368,"endTime":704.995,"body":"in that space."},{"startTime":706.122,"endTime":709.25,"body":"e-motor, e-axel That's"},{"startTime":706.122,"endTime":709.25,"body":"I think getting to a point"},{"startTime":709.25,"endTime":712.712,"body":"where things have matured for"},{"startTime":709.25,"endTime":712.712,"body":"some of the bigger players in the market."},{"startTime":713.003,"endTime":714.922,"body":"I believe smaller players"},{"startTime":713.003,"endTime":714.922,"body":"still have to get there."},{"startTime":714.922,"endTime":718.926,"body":"So there's not a lot of investment that's"},{"startTime":714.922,"endTime":718.926,"body":"going to happen in that space as well."},{"startTime":719.427,"endTime":721.846,"body":"Do you do you see more of a demand?"},{"startTime":721.846,"endTime":722.805,"body":"Hey, I need to"},{"startTime":723.806,"endTime":725.516,"body":"spend any more or even faster."},{"startTime":725.516,"endTime":727.435,"body":"I need to get even more data out of it."},{"startTime":727.435,"endTime":730.396,"body":"So even faster"},{"startTime":730.396,"endTime":734.233,"body":"acquisition times, more involvement"},{"startTime":734.233,"endTime":738.028,"body":"of artificial intelligence too"},{"startTime":734.233,"endTime":738.028,"body":"immediately, as soon as I get this data,"},{"startTime":739.363,"endTime":742.116,"body":"use analysis tools"},{"startTime":742.116,"endTime":746.454,"body":"and give me results"},{"startTime":742.116,"endTime":746.454,"body":"and maybe predictive type thing"},{"startTime":746.454,"endTime":750.166,"body":"instead of analyzing the data as is,"},{"startTime":746.454,"endTime":750.166,"body":"but looking"},{"startTime":750.166,"endTime":753.461,"body":"trying to look forward through AI"},{"startTime":750.166,"endTime":753.461,"body":"and other things, you see that as well."},{"startTime":753.461,"endTime":754.879,"body":"Happening quite a bit."},{"startTime":754.879,"endTime":757.381,"body":"So in the traditional"},{"startTime":758.674,"endTime":761.218,"body":"space of immature or excellent testing,"},{"startTime":761.469,"endTime":764.43,"body":"that's just catching up in my opinion"},{"startTime":761.469,"endTime":764.43,"body":"from what I'm seeing in the market."},{"startTime":764.722,"endTime":767.516,"body":"But in the ADAS/AD space"},{"startTime":764.722,"endTime":767.516,"body":"that's already there, it's very hard"},{"startTime":767.516,"endTime":770.644,"body":"for you to classify the data"},{"startTime":767.516,"endTime":770.644,"body":"that are getting done, like terabytes."},{"startTime":770.644,"endTime":772.104,"body":"In terms of data,"},{"startTime":770.644,"endTime":772.104,"body":"you don't have time to do it"},{"startTime":772.104,"endTime":774.607,"body":"manually training eyes to do that"},{"startTime":772.104,"endTime":774.607,"body":"quite a bit."},{"startTime":774.607,"endTime":777.443,"body":"That's already happening,"},{"startTime":774.607,"endTime":777.443,"body":"but you're seeing that as well."},{"startTime":777.443,"endTime":781.322,"body":"But say after testing, right, there's"},{"startTime":777.443,"endTime":781.322,"body":"so much getting created during"},{"startTime":781.447,"endTime":783.616,"body":"our practice,"},{"startTime":781.447,"endTime":783.616,"body":"you can create a tiny amount of data."},{"startTime":783.657,"endTime":786.285,"body":"The easy right."},{"startTime":783.657,"endTime":786.285,"body":"That's a lot of data to analyze."},{"startTime":786.577,"endTime":787.453,"body":"So there's a lot of"},{"startTime":788.746,"endTime":790.748,"body":"analysis software that are being used."},{"startTime":790.748,"endTime":793.083,"body":"People are writing their own scripts"},{"startTime":790.748,"endTime":793.083,"body":"to analyze through them."},{"startTime":793.292,"endTime":795.753,"body":"We have some tool chains"},{"startTime":793.292,"endTime":795.753,"body":"that we offer in that space as well."},{"startTime":795.961,"endTime":800.716,"body":"We have daily software that we allow"},{"startTime":795.961,"endTime":800.716,"body":"customers we use for customers to"},{"startTime":801.967,"endTime":804.762,"body":"better choose the edge cases"},{"startTime":801.967,"endTime":804.762,"body":"so they can test the cases"},{"startTime":804.762,"endTime":807.723,"body":"and not every single point"},{"startTime":804.762,"endTime":807.723,"body":"of the factorial arm."},{"startTime":807.765,"endTime":811.685,"body":"So as it's happening"},{"startTime":807.765,"endTime":811.685,"body":"there in that space as well."},{"startTime":811.685,"endTime":812.394,"body":"Okay."},{"startTime":812.686,"endTime":816.065,"body":"So California companies,"},{"startTime":812.686,"endTime":816.065,"body":"he talked about it before very advanced"},{"startTime":816.065,"endTime":820.486,"body":"in some of their thinking and what they"},{"startTime":816.065,"endTime":820.486,"body":"want to do, maybe relatively speaking."},{"startTime":820.486,"endTime":820.986,"body":"Right."},{"startTime":821.654,"endTime":825.074,"body":"Do you see a big push in your markets"},{"startTime":821.654,"endTime":825.074,"body":"and with your customers"},{"startTime":825.074,"endTime":829.62,"body":"to try and get totally away"},{"startTime":825.074,"endTime":829.62,"body":"with any physical testing,"},{"startTime":829.662,"endTime":833.999,"body":"go to purely simulation"},{"startTime":829.662,"endTime":833.999,"body":"and model based testing"},{"startTime":835.584,"endTime":836.085,"body":"there?"},{"startTime":836.085,"endTime":836.919,"body":"I think there is"},{"startTime":836.919,"endTime":839.588,"body":"there's always going to be some place"},{"startTime":836.919,"endTime":839.588,"body":"for physical testing"},{"startTime":839.588,"endTime":841.257,"body":"no matter how much you do"},{"startTime":839.588,"endTime":841.257,"body":"monitoring and simulation."},{"startTime":841.257,"endTime":844.885,"body":"If you validate those models inside"},{"startTime":841.257,"endTime":844.885,"body":"a simulation using some physical data."},{"startTime":845.135,"endTime":847.471,"body":"So it won't be 100% there."},{"startTime":847.471,"endTime":851.183,"body":"But I feel like it's getting pushed"},{"startTime":847.471,"endTime":851.183,"body":"to simulation and modeling quite a bit."},{"startTime":851.767,"endTime":855.521,"body":"So that's where a lot of the development"},{"startTime":851.767,"endTime":855.521,"body":"is happening and then once they have some"},{"startTime":855.938,"endTime":858.274,"body":"some designed,"},{"startTime":855.938,"endTime":858.274,"body":"they try it for the physical prototyping"},{"startTime":858.399,"endTime":862.152,"body":"and validate those models and then"},{"startTime":858.399,"endTime":862.152,"body":"keep reiterating that process over time."},{"startTime":862.152,"endTime":864.405,"body":"Okay. Yeah, I'm trying."},{"startTime":864.405,"endTime":868.576,"body":"Can you elaborate a little bit"},{"startTime":864.405,"endTime":868.576,"body":"on our involvement, what we do with Lucid"},{"startTime":868.784,"endTime":871.62,"body":"and the technologies that we have them,"},{"startTime":871.62,"endTime":874.874,"body":"why they came to us, etc.,"},{"startTime":871.62,"endTime":874.874,"body":"from from your perspective."},{"startTime":875.165,"endTime":879.336,"body":"From lucid has been great"},{"startTime":875.165,"endTime":879.336,"body":"at our great customers to us at AVL."},{"startTime":879.753,"endTime":884.091,"body":"So they involved us initially"},{"startTime":879.753,"endTime":884.091,"body":"with their battery testing space."},{"startTime":884.091,"endTime":889.013,"body":"So we have provided some solutions"},{"startTime":884.091,"endTime":889.013,"body":"in that space in the beginning"},{"startTime":889.096,"endTime":893.559,"body":"when they were still Latina,"},{"startTime":889.096,"endTime":893.559,"body":"since then in the powertrain space,"},{"startTime":893.559,"endTime":897.73,"body":"they have decided on the selected"},{"startTime":893.559,"endTime":897.73,"body":"AVL as a supplier to provide them"},{"startTime":897.73,"endTime":901.525,"body":"the next generation of testing hardware"},{"startTime":897.73,"endTime":901.525,"body":"and software in those spaces."},{"startTime":901.525,"endTime":905.404,"body":"So anywhere from the e-axle testbeds"},{"startTime":901.525,"endTime":905.404,"body":"to e-motor test stands or even chassis"},{"startTime":905.404,"endTime":909.158,"body":"dyno from validation"},{"startTime":905.404,"endTime":909.158,"body":"work is all being sold through AVL."},{"startTime":909.158,"endTime":913.621,"body":"so, they have they're getting"},{"startTime":909.158,"endTime":913.621,"body":"the AVL ecosystem of software"},{"startTime":913.621,"endTime":918.5,"body":"that allows them to collaborate"},{"startTime":913.621,"endTime":918.5,"body":"between these different testing profiles."},{"startTime":918.5,"endTime":918.751,"body":"Right."},{"startTime":918.751,"endTime":919.96,"body":"So anywhere from e-motor test"},{"startTime":919.96,"endTime":922.922,"body":"to chassis dyno, it’s"},{"startTime":919.96,"endTime":922.922,"body":"all going to be on the same software space"},{"startTime":922.922,"endTime":926.175,"body":"that will allow them to collaborate better"},{"startTime":922.922,"endTime":926.175,"body":"between their own departments as well."},{"startTime":927.301,"endTime":928.052,"body":"Okay."},{"startTime":929.136,"endTime":930.846,"body":"Any final thoughts from"},{"startTime":930.846,"endTime":934.016,"body":"your side on where the market is going?"},{"startTime":934.266,"endTime":935.559,"body":"And it's exciting times."},{"startTime":935.559,"endTime":939.063,"body":"You know,"},{"startTime":935.559,"endTime":939.063,"body":"we are seeing new applications right now"},{"startTime":939.063,"endTime":941.565,"body":"anywhere from in all these electrified"},{"startTime":942.399,"endTime":945.402,"body":"air taxis to"},{"startTime":945.402,"endTime":947.446,"body":"electrified cars to all kinds"},{"startTime":947.446,"endTime":950.157,"body":"of cool technologies"},{"startTime":947.446,"endTime":950.157,"body":"that are coming out into the market."},{"startTime":950.407,"endTime":951.617,"body":"Exciting times to live in."},{"startTime":951.617,"endTime":954.161,"body":"And I'm excited"},{"startTime":951.617,"endTime":954.161,"body":"to work with these companies."},{"startTime":954.37,"endTime":956.705,"body":"Very good."},{"startTime":954.37,"endTime":956.705,"body":"Thanks, Thompson, for your time."},{"startTime":956.705,"endTime":959.917,"body":"Thank you."},{"startTime":956.705,"endTime":959.917,"body":"Thanks, everyone, for tuning in."},{"startTime":959.917,"endTime":962.378,"body":"Thanks for listening"},{"startTime":959.917,"endTime":962.378,"body":"to Reimagine Mobility Podcast."},{"startTime":962.378,"endTime":965.047,"body":"If you'd like to episode,"},{"startTime":962.378,"endTime":965.047,"body":"please subscribe and tell a friend."}]}