{"version":"1.0.0","segments":[{"speaker":"Presenter","startTime":1.02,"endTime":3.6,"body":"Hi everyone. We've"},{"speaker":"Presenter","startTime":1.02,"endTime":3.6,"body":"set up this being an engineer"},{"speaker":"Presenter","startTime":3.6,"endTime":8.1,"body":"podcast as an industry knowledge"},{"speaker":"Presenter","startTime":3.6,"endTime":8.1,"body":"repository, if you will. We hope"},{"speaker":"Presenter","startTime":8.1,"endTime":10.92,"body":"it'll be a tool where engineers"},{"speaker":"Presenter","startTime":8.1,"endTime":10.92,"body":"can learn about and connect with"},{"speaker":"Presenter","startTime":10.92,"endTime":13.92,"body":"other companies, technologies,"},{"speaker":"Presenter","startTime":10.92,"endTime":13.92,"body":"people, resources and"},{"speaker":"Presenter","startTime":13.92,"endTime":17.76,"body":"opportunities. So make some"},{"speaker":"Presenter","startTime":13.92,"endTime":17.76,"body":"connections and enjoy the show."},{"speaker":"Presenter","startTime":17.76,"endTime":20.36,"body":"You. Music,"},{"speaker":"Aaron Moncur","startTime":32.119,"endTime":33.979,"body":"hello and welcome"},{"speaker":"Aaron Moncur","startTime":32.119,"endTime":33.979,"body":"to the being an engineer"},{"speaker":"Aaron Moncur","startTime":33.979,"endTime":38.659,"body":"podcast. Our guest today is Tony"},{"speaker":"Aaron Moncur","startTime":33.979,"endTime":38.659,"body":"Simas, an accomplished business"},{"speaker":"Aaron Moncur","startTime":38.659,"endTime":41.439,"body":"leader with over 20 years of"},{"speaker":"Aaron Moncur","startTime":38.659,"endTime":41.439,"body":"experience driving"},{"speaker":"Aaron Moncur","startTime":41.439,"endTime":44.679,"body":"transformational growth across"},{"speaker":"Aaron Moncur","startTime":41.439,"endTime":44.679,"body":"industries like manufacturing,"},{"speaker":"Aaron Moncur","startTime":44.979,"endTime":48.399,"body":"life sciences, automotive and"},{"speaker":"Aaron Moncur","startTime":44.979,"endTime":48.399,"body":"technology, with a proven"},{"speaker":"Aaron Moncur","startTime":48.459,"endTime":51.339,"body":"ability to harness technology"},{"speaker":"Aaron Moncur","startTime":48.459,"endTime":51.339,"body":"and strategic marketing for"},{"speaker":"Aaron Moncur","startTime":51.339,"endTime":54.279,"body":"sustainable business"},{"speaker":"Aaron Moncur","startTime":51.339,"endTime":54.279,"body":"development, Tony has"},{"speaker":"Aaron Moncur","startTime":54.279,"endTime":57.159,"body":"revitalized underperforming"},{"speaker":"Aaron Moncur","startTime":54.279,"endTime":57.159,"body":"markets, introduced innovative"},{"speaker":"Aaron Moncur","startTime":57.159,"endTime":60.659,"body":"solutions and cultivated"},{"speaker":"Aaron Moncur","startTime":57.159,"endTime":60.659,"body":"thriving teams globally from"},{"speaker":"Aaron Moncur","startTime":60.659,"endTime":64.199,"body":"spearheading growth turnarounds"},{"speaker":"Aaron Moncur","startTime":60.659,"endTime":64.199,"body":"for $100 million business units"},{"speaker":"Aaron Moncur","startTime":64.199,"endTime":69.299,"body":"to integrating cutting edge SaaS"},{"speaker":"Aaron Moncur","startTime":64.199,"endTime":69.299,"body":"and AI solutions, he exemplifies"},{"speaker":"Aaron Moncur","startTime":69.299,"endTime":72.239,"body":"the fusion of technical"},{"speaker":"Aaron Moncur","startTime":69.299,"endTime":72.239,"body":"expertise and leadership"},{"speaker":"Aaron Moncur","startTime":72.239,"endTime":73.979,"body":"finesse. Tony, welcome to the"},{"speaker":"Aaron Moncur","startTime":72.239,"endTime":73.979,"body":"show."},{"speaker":"Tony Simas","startTime":74.52,"endTime":77.1,"body":"Thank you so much."},{"speaker":"Tony Simas","startTime":74.52,"endTime":77.1,"body":"Appreciate you having me. So how"},{"speaker":"Aaron Moncur","startTime":77.1,"endTime":79.92,"body":"did you first get"},{"speaker":"Aaron Moncur","startTime":77.1,"endTime":79.92,"body":"into STEM What was your journey"},{"speaker":"Aaron Moncur","startTime":79.92,"endTime":80.78,"body":"like? Well,"},{"speaker":"Tony Simas","startTime":80.78,"endTime":84.74,"body":"it started in high"},{"speaker":"Tony Simas","startTime":80.78,"endTime":84.74,"body":"school. I had a AP chemistry"},{"speaker":"Tony Simas","startTime":84.74,"endTime":92.78,"body":"class, and the grading was all"},{"speaker":"Tony Simas","startTime":84.74,"endTime":92.78,"body":"on a on a curve, so I had more"},{"speaker":"Tony Simas","startTime":92.78,"endTime":96.08,"body":"labs than I had quizzes, and we"},{"speaker":"Tony Simas","startTime":92.78,"endTime":96.08,"body":"could turn the lab as many times"},{"speaker":"Tony Simas","startTime":96.08,"endTime":98.9,"body":"as we wanted to, until we did it"},{"speaker":"Tony Simas","startTime":96.08,"endTime":98.9,"body":"right. And I said, Wow, this is"},{"speaker":"Tony Simas","startTime":98.9,"endTime":104.56,"body":"fantastic. It continued into"},{"speaker":"Tony Simas","startTime":98.9,"endTime":104.56,"body":"college to be similar to that."},{"speaker":"Tony Simas","startTime":104.56,"endTime":108.46,"body":"My first general chemistry class"},{"speaker":"Tony Simas","startTime":104.56,"endTime":108.46,"body":"was so difficult, 38% was an A."},{"speaker":"Tony Simas","startTime":108.46,"endTime":112.78,"body":"So I was like, wow, I don't have"},{"speaker":"Tony Simas","startTime":108.46,"endTime":112.78,"body":"to learn everything, and I can"},{"speaker":"Tony Simas","startTime":112.78,"endTime":119.08,"body":"get an A. But what really, what"},{"speaker":"Tony Simas","startTime":112.78,"endTime":119.08,"body":"really drove it was I wanted to"},{"speaker":"Tony Simas","startTime":119.08,"endTime":121.98,"body":"be a lawyer when I started in"},{"speaker":"Tony Simas","startTime":119.08,"endTime":121.98,"body":"college, and I looked at all of"},{"speaker":"Tony Simas","startTime":121.98,"endTime":126.0,"body":"the different degrees that I"},{"speaker":"Tony Simas","startTime":121.98,"endTime":126.0,"body":"could get, and I found that a"},{"speaker":"Tony Simas","startTime":126.0,"endTime":130.5,"body":"STEM degree was actually the"},{"speaker":"Tony Simas","startTime":126.0,"endTime":130.5,"body":"most flexible degree, because if"},{"speaker":"Tony Simas","startTime":130.5,"endTime":135.06,"body":"I was a communications major and"},{"speaker":"Tony Simas","startTime":130.5,"endTime":135.06,"body":"or political science major and"},{"speaker":"Tony Simas","startTime":135.06,"endTime":139.14,"body":"became an attorney, or didn't,"},{"speaker":"Tony Simas","startTime":135.06,"endTime":139.14,"body":"decided not to become an"},{"speaker":"Tony Simas","startTime":139.14,"endTime":141.92,"body":"attorney, rather, then I would,"},{"speaker":"Tony Simas","startTime":139.14,"endTime":141.92,"body":"I would have limited options,"},{"speaker":"Tony Simas","startTime":141.92,"endTime":144.92,"body":"probably become a teacher, or"},{"speaker":"Tony Simas","startTime":141.92,"endTime":144.92,"body":"try to wedge my way in somewhere"},{"speaker":"Tony Simas","startTime":144.92,"endTime":147.92,"body":"else. But with a STEM degree,"},{"speaker":"Tony Simas","startTime":144.92,"endTime":147.92,"body":"the companies are willing to"},{"speaker":"Tony Simas","startTime":147.92,"endTime":150.92,"body":"hire you to be a salesperson."},{"speaker":"Tony Simas","startTime":147.92,"endTime":150.92,"body":"You can, you can go into a lab,"},{"speaker":"Tony Simas","startTime":150.98,"endTime":154.34,"body":"which you can't do if you have a"},{"speaker":"Tony Simas","startTime":150.98,"endTime":154.34,"body":"Literature degree or something"},{"speaker":"Tony Simas","startTime":154.34,"endTime":158.0,"body":"for that fact. Or you can work"},{"speaker":"Tony Simas","startTime":154.34,"endTime":158.0,"body":"your way into business, which"},{"speaker":"Tony Simas","startTime":158.0,"endTime":161.8,"body":"is, which is what I ended up"},{"speaker":"Tony Simas","startTime":158.0,"endTime":161.8,"body":"doing fascinating."},{"speaker":"Aaron Moncur","startTime":161.86,"endTime":165.16,"body":"Okay, so you get"},{"speaker":"Aaron Moncur","startTime":161.86,"endTime":165.16,"body":"this degree in STEM, and then"},{"speaker":"Aaron Moncur","startTime":165.16,"endTime":168.76,"body":"eventually you make your way"},{"speaker":"Aaron Moncur","startTime":165.16,"endTime":168.76,"body":"from from chemistry to business"},{"speaker":"Aaron Moncur","startTime":168.76,"endTime":173.8,"body":"leadership. What, what was the"},{"speaker":"Aaron Moncur","startTime":168.76,"endTime":173.8,"body":"draw into that intersection of"},{"speaker":"Aaron Moncur","startTime":173.8,"endTime":175.36,"body":"technology and strategy?"},{"speaker":"Tony Simas","startTime":175.419,"endTime":180.059,"body":"Yeah, I, I always"},{"speaker":"Tony Simas","startTime":175.419,"endTime":180.059,"body":"wanted to be in business. I"},{"speaker":"Tony Simas","startTime":180.059,"endTime":184.019,"body":"wasn't a big lab person. It was"},{"speaker":"Tony Simas","startTime":180.059,"endTime":184.019,"body":"very, very difficult job for me"},{"speaker":"Tony Simas","startTime":184.019,"endTime":188.219,"body":"to do being in the lab. So I was"},{"speaker":"Tony Simas","startTime":184.019,"endTime":188.219,"body":"always looking out creatively"},{"speaker":"Tony Simas","startTime":188.219,"endTime":194.819,"body":"for commercial aspects of the"},{"speaker":"Tony Simas","startTime":188.219,"endTime":194.819,"body":"chemistry and how customers were"},{"speaker":"Tony Simas","startTime":194.819,"endTime":199.079,"body":"using it, and how we could bring"},{"speaker":"Tony Simas","startTime":194.819,"endTime":199.079,"body":"customers together and to"},{"speaker":"Tony Simas","startTime":199.079,"endTime":204.139,"body":"leverage our products better. So"},{"speaker":"Tony Simas","startTime":199.079,"endTime":204.139,"body":"basically, I did the lab job. I"},{"speaker":"Tony Simas","startTime":204.139,"endTime":207.679,"body":"did applications marketing job,"},{"speaker":"Tony Simas","startTime":204.139,"endTime":207.679,"body":"and then everybody said, Tony,"},{"speaker":"Tony Simas","startTime":207.679,"endTime":211.219,"body":"you really got to do some sort"},{"speaker":"Tony Simas","startTime":207.679,"endTime":211.219,"body":"of business, and selling is a"},{"speaker":"Tony Simas","startTime":211.219,"endTime":215.599,"body":"good way to step into it. So I"},{"speaker":"Tony Simas","startTime":211.219,"endTime":215.599,"body":"got a sales job, spelling,"},{"speaker":"Tony Simas","startTime":215.719,"endTime":219.199,"body":"especially chemicals, to food"},{"speaker":"Tony Simas","startTime":215.719,"endTime":219.199,"body":"and beverage manufacturing and"},{"speaker":"Tony Simas","startTime":219.439,"endTime":223.659,"body":"doing operational efficiencies"},{"speaker":"Tony Simas","startTime":219.439,"endTime":223.659,"body":"as well operations consulting"},{"speaker":"Tony Simas","startTime":223.659,"endTime":225.579,"body":"within those manufacturing"},{"speaker":"Tony Simas","startTime":223.659,"endTime":225.579,"body":"facilities."},{"speaker":"Aaron Moncur","startTime":225.579,"endTime":227.319,"body":"And I guess you"},{"speaker":"Aaron Moncur","startTime":225.579,"endTime":227.319,"body":"learned that you like that."},{"speaker":"Aaron Moncur","startTime":227.439,"endTime":229.659,"body":"Yeah, it really pulled together."},{"speaker":"Tony Simas","startTime":229.96,"endTime":232.72,"body":"You know, we talked"},{"speaker":"Tony Simas","startTime":229.96,"endTime":232.72,"body":"about the technologies that were"},{"speaker":"Tony Simas","startTime":232.72,"endTime":238.54,"body":"involved, but I started selling"},{"speaker":"Tony Simas","startTime":232.72,"endTime":238.54,"body":"IoT product in 2005 to these CPG"},{"speaker":"Tony Simas","startTime":238.54,"endTime":242.22,"body":"manufacturers. And it was"},{"speaker":"Tony Simas","startTime":238.54,"endTime":242.22,"body":"actually with a a landline, you"},{"speaker":"Tony Simas","startTime":242.22,"endTime":245.7,"body":"know, telephone modem was in it,"},{"speaker":"Tony Simas","startTime":242.22,"endTime":245.7,"body":"and then it pulled all the data"},{"speaker":"Tony Simas","startTime":245.7,"endTime":251.76,"body":"and made a chart. And, you know,"},{"speaker":"Tony Simas","startTime":245.7,"endTime":251.76,"body":"we looked into, I had car"},{"speaker":"Tony Simas","startTime":251.76,"endTime":255.9,"body":"Blanche, in a sense, to sell it"},{"speaker":"Tony Simas","startTime":251.76,"endTime":255.9,"body":"with my chemicals or with"},{"speaker":"Tony Simas","startTime":255.9,"endTime":261.62,"body":"equipment. And, you know, the"},{"speaker":"Tony Simas","startTime":255.9,"endTime":261.62,"body":"thing that excited me most about"},{"speaker":"Tony Simas","startTime":261.62,"endTime":265.52,"body":"it was having my my customers"},{"speaker":"Tony Simas","startTime":261.62,"endTime":265.52,"body":"integrated into their daily"},{"speaker":"Tony Simas","startTime":265.52,"endTime":268.16,"body":"lives and their routines, so"},{"speaker":"Tony Simas","startTime":265.52,"endTime":268.16,"body":"that my customers would go to a"},{"speaker":"Tony Simas","startTime":268.16,"endTime":271.46,"body":"new manufacturing plant and"},{"speaker":"Tony Simas","startTime":268.16,"endTime":271.46,"body":"demand it, rather than just"},{"speaker":"Tony Simas","startTime":271.46,"endTime":275.54,"body":"having nice to have a PowerPoint"},{"speaker":"Tony Simas","startTime":271.46,"endTime":275.54,"body":"slide with a high chart on it"},{"speaker":"Tony Simas","startTime":275.54,"endTime":278.72,"body":"that you kind of look at and go,"},{"speaker":"Tony Simas","startTime":275.54,"endTime":278.72,"body":"okay, yeah, all right, we used"},{"speaker":"Tony Simas","startTime":278.78,"endTime":283.66,"body":"chemicals and water and energy"},{"speaker":"Tony Simas","startTime":278.78,"endTime":283.66,"body":"and time, as you got"},{"speaker":"Aaron Moncur","startTime":283.66,"endTime":286.06,"body":"into selling"},{"speaker":"Aaron Moncur","startTime":283.66,"endTime":286.06,"body":"initially, what were some things"},{"speaker":"Aaron Moncur","startTime":286.06,"endTime":288.82,"body":"that surprised you about selling"},{"speaker":"Aaron Moncur","startTime":286.06,"endTime":288.82,"body":"that you hadn't been on your"},{"speaker":"Aaron Moncur","startTime":288.82,"endTime":290.08,"body":"radar? Wow,"},{"speaker":"Tony Simas","startTime":290.68,"endTime":293.08,"body":"so many, so many"},{"speaker":"Tony Simas","startTime":290.68,"endTime":293.08,"body":"different things. You know, I"},{"speaker":"Tony Simas","startTime":293.08,"endTime":296.38,"body":"think the first, the first thing"},{"speaker":"Tony Simas","startTime":293.08,"endTime":296.38,"body":"when you start selling, you"},{"speaker":"Tony Simas","startTime":296.38,"endTime":298.9,"body":"think like, oh, wow, I've got"},{"speaker":"Tony Simas","startTime":296.38,"endTime":298.9,"body":"this really cool product that"},{"speaker":"Tony Simas","startTime":298.9,"endTime":302.64,"body":"I'm very passionate about. Out,"},{"speaker":"Tony Simas","startTime":298.9,"endTime":302.64,"body":"and you get out there and you"},{"speaker":"Tony Simas","startTime":302.64,"endTime":307.68,"body":"try to get everybody to start"},{"speaker":"Tony Simas","startTime":302.64,"endTime":307.68,"body":"using it. And I think that's"},{"speaker":"Tony Simas","startTime":307.68,"endTime":312.12,"body":"like, the biggest aha is your"},{"speaker":"Tony Simas","startTime":307.68,"endTime":312.12,"body":"excitement about a product"},{"speaker":"Tony Simas","startTime":312.12,"endTime":315.78,"body":"doesn't necessarily translate"},{"speaker":"Tony Simas","startTime":312.12,"endTime":315.78,"body":"over to the person who you're"},{"speaker":"Tony Simas","startTime":316.5,"endTime":317.4,"body":"smiling at."},{"speaker":"Aaron Moncur","startTime":318.06,"endTime":321.44,"body":"And what did you"},{"speaker":"Aaron Moncur","startTime":318.06,"endTime":321.44,"body":"do to overcome that? I think"},{"speaker":"Tony Simas","startTime":321.56,"endTime":324.92,"body":"there are a few"},{"speaker":"Tony Simas","startTime":321.56,"endTime":324.92,"body":"things. Three things. One is I"},{"speaker":"Tony Simas","startTime":324.92,"endTime":328.7,"body":"got mentors, I asked as many"},{"speaker":"Tony Simas","startTime":324.92,"endTime":328.7,"body":"questions as I could, and"},{"speaker":"Tony Simas","startTime":328.7,"endTime":331.76,"body":"watched how other people were,"},{"speaker":"Tony Simas","startTime":328.7,"endTime":331.76,"body":"were doing things, and I was"},{"speaker":"Tony Simas","startTime":331.76,"endTime":335.78,"body":"quiet, but then asked questions,"},{"speaker":"Tony Simas","startTime":331.76,"endTime":335.78,"body":"and then I tried my best to"},{"speaker":"Tony Simas","startTime":335.78,"endTime":340.34,"body":"embrace sales frameworks."},{"speaker":"Tony Simas","startTime":335.78,"endTime":340.34,"body":"There's all types, counselor,"},{"speaker":"Tony Simas","startTime":340.34,"endTime":346.0,"body":"salesperson, the Sadler method,"},{"speaker":"Tony Simas","startTime":340.34,"endTime":346.0,"body":"uh, just, just a number of books"},{"speaker":"Tony Simas","startTime":346.0,"endTime":348.94,"body":"on sales, right? How to do it."},{"speaker":"Tony Simas","startTime":346.0,"endTime":348.94,"body":"You really got to find the sales"},{"speaker":"Tony Simas","startTime":348.94,"endTime":353.5,"body":"method that resonates best with"},{"speaker":"Tony Simas","startTime":348.94,"endTime":353.5,"body":"you and and I, frankly, to this"},{"speaker":"Tony Simas","startTime":353.5,"endTime":356.32,"body":"day, even though I've been"},{"speaker":"Tony Simas","startTime":353.5,"endTime":356.32,"body":"through so many sales trainings"},{"speaker":"Tony Simas","startTime":356.32,"endTime":361.92,"body":"and had sales managers and, you"},{"speaker":"Tony Simas","startTime":356.32,"endTime":361.92,"body":"know, guided sales teams. I have"},{"speaker":"Tony Simas","startTime":361.92,"endTime":367.38,"body":"a sales coach who helps me on a"},{"speaker":"Tony Simas","startTime":361.92,"endTime":367.38,"body":"weekly basis, so that I can help"},{"speaker":"Tony Simas","startTime":367.5,"endTime":370.5,"body":"you know, bring my customers"},{"speaker":"Tony Simas","startTime":367.5,"endTime":370.5,"body":"along on a journey. When they"},{"speaker":"Tony Simas","startTime":370.62,"endTime":374.46,"body":"tell me they have a need, bring"},{"speaker":"Tony Simas","startTime":370.62,"endTime":374.46,"body":"them to the to the solution."},{"speaker":"Aaron Moncur","startTime":374.82,"endTime":377.82,"body":"We're going to go"},{"speaker":"Aaron Moncur","startTime":374.82,"endTime":377.82,"body":"to a specific experience that"},{"speaker":"Aaron Moncur","startTime":377.82,"endTime":382.88,"body":"you had in your career where you"},{"speaker":"Aaron Moncur","startTime":377.82,"endTime":382.88,"body":"were able to reduce data entry"},{"speaker":"Aaron Moncur","startTime":382.88,"endTime":388.28,"body":"by 70% which, on his face, maybe"},{"speaker":"Aaron Moncur","startTime":382.88,"endTime":388.28,"body":"not the sexiest thing in the"},{"speaker":"Aaron Moncur","startTime":388.28,"endTime":391.46,"body":"world, but when you think about"},{"speaker":"Aaron Moncur","startTime":388.28,"endTime":391.46,"body":"it, reducing any process, the"},{"speaker":"Aaron Moncur","startTime":391.46,"endTime":394.94,"body":"effort required for any process,"},{"speaker":"Aaron Moncur","startTime":391.46,"endTime":394.94,"body":"by 70% that's huge. That's a"},{"speaker":"Aaron Moncur","startTime":394.94,"endTime":399.44,"body":"huge accomplishment. Apparently,"},{"speaker":"Aaron Moncur","startTime":394.94,"endTime":399.44,"body":"you faced some resistance in"},{"speaker":"Aaron Moncur","startTime":399.44,"endTime":402.94,"body":"doing so, which is interesting,"},{"speaker":"Aaron Moncur","startTime":399.44,"endTime":402.94,"body":"because as a business leader, if"},{"speaker":"Aaron Moncur","startTime":402.94,"endTime":407.26,"body":"anyone I was working with could"},{"speaker":"Aaron Moncur","startTime":402.94,"endTime":407.26,"body":"reduce an effort by 70% I would"},{"speaker":"Aaron Moncur","startTime":407.26,"endTime":409.84,"body":"be very excited about this. So"},{"speaker":"Aaron Moncur","startTime":407.26,"endTime":409.84,"body":"maybe you can tell us a little"},{"speaker":"Aaron Moncur","startTime":409.84,"endTime":413.86,"body":"bit about the resistance that"},{"speaker":"Aaron Moncur","startTime":409.84,"endTime":413.86,"body":"you faced and how that changed"},{"speaker":"Aaron Moncur","startTime":413.92,"endTime":416.98,"body":"your approach to implementing"},{"speaker":"Aaron Moncur","startTime":413.92,"endTime":416.98,"body":"change."},{"speaker":"Tony Simas","startTime":418.12,"endTime":421.44,"body":"Yes, and I think you"},{"speaker":"Tony Simas","startTime":418.12,"endTime":421.44,"body":"actually nailed in on it. You"},{"speaker":"Tony Simas","startTime":421.44,"endTime":426.66,"body":"said, as a business leader, if"},{"speaker":"Tony Simas","startTime":421.44,"endTime":426.66,"body":"people could reduce their energy"},{"speaker":"Tony Simas","startTime":426.66,"endTime":431.22,"body":"by 70% I would love that Right,"},{"speaker":"Tony Simas","startTime":426.66,"endTime":431.22,"body":"right? As the person that you're"},{"speaker":"Tony Simas","startTime":431.22,"endTime":437.22,"body":"asking to change, they won't"},{"speaker":"Tony Simas","startTime":431.22,"endTime":437.22,"body":"love that the same way. And"},{"speaker":"Tony Simas","startTime":437.64,"endTime":440.9,"body":"yeah, my first job out of"},{"speaker":"Tony Simas","startTime":437.64,"endTime":440.9,"body":"college was watching paint dry"},{"speaker":"Tony Simas","startTime":441.32,"endTime":444.32,"body":"and then taking notes on it. And"},{"speaker":"Tony Simas","startTime":441.32,"endTime":444.32,"body":"at the end of the day, we'd go"},{"speaker":"Tony Simas","startTime":444.32,"endTime":448.22,"body":"and type the notes into the"},{"speaker":"Tony Simas","startTime":444.32,"endTime":448.22,"body":"computer, do the data entry. And"},{"speaker":"Tony Simas","startTime":448.22,"endTime":450.74,"body":"so I said, you know, hey,"},{"speaker":"Tony Simas","startTime":448.22,"endTime":450.74,"body":"there's handheld devices. We can"},{"speaker":"Tony Simas","startTime":450.74,"endTime":453.68,"body":"just write directly into it,"},{"speaker":"Tony Simas","startTime":450.74,"endTime":453.68,"body":"then plug it the computer, do a"},{"speaker":"Tony Simas","startTime":453.68,"endTime":456.86,"body":"little editing and be done. We"},{"speaker":"Tony Simas","startTime":453.68,"endTime":456.86,"body":"can go get a coffee. We can read"},{"speaker":"Tony Simas","startTime":456.86,"endTime":463.72,"body":"a trade magazine. We can do"},{"speaker":"Tony Simas","startTime":456.86,"endTime":463.72,"body":"anything. And the ironic thing"},{"speaker":"Tony Simas","startTime":463.72,"endTime":466.84,"body":"there that thing that was"},{"speaker":"Tony Simas","startTime":463.72,"endTime":466.84,"body":"difficult for people to, like,"},{"speaker":"Tony Simas","startTime":467.26,"endTime":469.78,"body":"kind of understand, especially"},{"speaker":"Tony Simas","startTime":467.26,"endTime":469.78,"body":"in this this world of, like,"},{"speaker":"Tony Simas","startTime":469.84,"endTime":472.42,"body":"thinking about somebody doing"},{"speaker":"Tony Simas","startTime":469.84,"endTime":472.42,"body":"data entry and paint dry, the"},{"speaker":"Tony Simas","startTime":472.42,"endTime":475.54,"body":"whole world kind of thinks that"},{"speaker":"Tony Simas","startTime":472.42,"endTime":475.54,"body":"the, you know, quintessential"},{"speaker":"Tony Simas","startTime":475.54,"endTime":478.48,"body":"job people aren't going to have"},{"speaker":"Tony Simas","startTime":475.54,"endTime":478.48,"body":"fun doing, wouldn't want to do."},{"speaker":"Tony Simas","startTime":478.48,"endTime":481.38,"body":"But there are actually people"},{"speaker":"Tony Simas","startTime":478.48,"endTime":481.38,"body":"that love that, and if you ask"},{"speaker":"Tony Simas","startTime":481.38,"endTime":485.1,"body":"them to stop doing it, they're"},{"speaker":"Tony Simas","startTime":481.38,"endTime":485.1,"body":"going to get they're going to"},{"speaker":"Tony Simas","startTime":485.1,"endTime":488.88,"body":"get nervous and concerned, and"},{"speaker":"Tony Simas","startTime":485.1,"endTime":488.88,"body":"they're they're not going to do"},{"speaker":"Tony Simas","startTime":488.88,"endTime":491.64,"body":"it. So you're asking them, even"},{"speaker":"Tony Simas","startTime":488.88,"endTime":491.64,"body":"though you're you're thinking"},{"speaker":"Tony Simas","startTime":491.64,"endTime":495.54,"body":"you're giving them 70% of their"},{"speaker":"Tony Simas","startTime":491.64,"endTime":495.54,"body":"time back. That's, you know,"},{"speaker":"Tony Simas","startTime":495.72,"endTime":498.36,"body":"something they love to do. It's"},{"speaker":"Tony Simas","startTime":495.72,"endTime":498.36,"body":"like, you know, like, say you"},{"speaker":"Tony Simas","startTime":498.36,"endTime":501.98,"body":"love playing golf. And I said to"},{"speaker":"Tony Simas","startTime":498.36,"endTime":501.98,"body":"you, hey, it takes you nine"},{"speaker":"Tony Simas","startTime":501.98,"endTime":505.4,"body":"hours, 10 hours to play golf. I"},{"speaker":"Tony Simas","startTime":501.98,"endTime":505.4,"body":"can reduce that to two. Would"},{"speaker":"Tony Simas","startTime":505.4,"endTime":506.0,"body":"you like that?"},{"speaker":"Aaron Moncur","startTime":508.28,"endTime":512.36,"body":"That's a really"},{"speaker":"Aaron Moncur","startTime":508.28,"endTime":512.36,"body":"interesting insight. So a, it"},{"speaker":"Aaron Moncur","startTime":512.36,"endTime":515.36,"body":"was something that that at least"},{"speaker":"Aaron Moncur","startTime":512.36,"endTime":515.36,"body":"some of these people genuinely"},{"speaker":"Aaron Moncur","startTime":515.36,"endTime":518.66,"body":"enjoyed doing. But B, I think"},{"speaker":"Aaron Moncur","startTime":515.36,"endTime":518.66,"body":"that was a really important"},{"speaker":"Aaron Moncur","startTime":518.66,"endTime":520.96,"body":"point you made, that maybe some"},{"speaker":"Aaron Moncur","startTime":518.66,"endTime":520.96,"body":"of them saw it as a threat,"},{"speaker":"Aaron Moncur","startTime":520.96,"endTime":526.3,"body":"right? If you're taking 70% of"},{"speaker":"Aaron Moncur","startTime":520.96,"endTime":526.3,"body":"my job away, what does that"},{"speaker":"Aaron Moncur","startTime":526.3,"endTime":530.56,"body":"mean? Am I going to get laid off"},{"speaker":"Aaron Moncur","startTime":526.3,"endTime":530.56,"body":"and one person is going to take"},{"speaker":"Aaron Moncur","startTime":530.56,"endTime":533.44,"body":"over? What previously took three"},{"speaker":"Aaron Moncur","startTime":530.56,"endTime":533.44,"body":"people? And am I that one"},{"speaker":"Aaron Moncur","startTime":533.44,"endTime":535.66,"body":"person, or am I the other two"},{"speaker":"Aaron Moncur","startTime":533.44,"endTime":535.66,"body":"that get laid off?"},{"speaker":"Tony Simas","startTime":535.9,"endTime":539.86,"body":"Right? You spin out"},{"speaker":"Tony Simas","startTime":535.9,"endTime":539.86,"body":"in a lot of ways on that one."},{"speaker":"Tony Simas","startTime":540.1,"endTime":540.6,"body":"Yeah."},{"speaker":"Aaron Moncur","startTime":541.08,"endTime":543.18,"body":"So how did that"},{"speaker":"Aaron Moncur","startTime":541.08,"endTime":543.18,"body":"change your approach to"},{"speaker":"Aaron Moncur","startTime":543.18,"endTime":544.56,"body":"implementing change?"},{"speaker":"Tony Simas","startTime":544.8,"endTime":548.04,"body":"Well, through,"},{"speaker":"Tony Simas","startTime":544.8,"endTime":548.04,"body":"through my career, it's made me"},{"speaker":"Tony Simas","startTime":548.04,"endTime":551.82,"body":"focus on, what are people's"},{"speaker":"Tony Simas","startTime":548.04,"endTime":551.82,"body":"superpowers, what do they love"},{"speaker":"Tony Simas","startTime":551.82,"endTime":556.38,"body":"to do? And what is the on the on"},{"speaker":"Tony Simas","startTime":551.82,"endTime":556.38,"body":"the customer side, what do"},{"speaker":"Tony Simas","startTime":556.38,"endTime":560.18,"body":"customers love to do? So both"},{"speaker":"Tony Simas","startTime":556.38,"endTime":560.18,"body":"internally and externally, and"},{"speaker":"Tony Simas","startTime":561.8,"endTime":566.36,"body":"once you understand that, then"},{"speaker":"Tony Simas","startTime":561.8,"endTime":566.36,"body":"you on, you try to understand"},{"speaker":"Tony Simas","startTime":566.36,"endTime":572.3,"body":"how change you want to implement"},{"speaker":"Tony Simas","startTime":566.36,"endTime":572.3,"body":"will impact it. So one of my"},{"speaker":"Tony Simas","startTime":572.3,"endTime":578.18,"body":"next jobs, or after that, was,"},{"speaker":"Tony Simas","startTime":572.3,"endTime":578.18,"body":"uh, Hey Tony, come out and look"},{"speaker":"Tony Simas","startTime":578.18,"endTime":581.92,"body":"at this. We've got this SAS"},{"speaker":"Tony Simas","startTime":578.18,"endTime":581.92,"body":"product, and it's got IoT"},{"speaker":"Tony Simas","startTime":581.92,"endTime":586.78,"body":"components to it services around"},{"speaker":"Tony Simas","startTime":581.92,"endTime":586.78,"body":"it. It's really cool. It's"},{"speaker":"Tony Simas","startTime":586.78,"endTime":591.76,"body":"forward looking. It'll help our"},{"speaker":"Tony Simas","startTime":586.78,"endTime":591.76,"body":"customers figure out how to how"},{"speaker":"Tony Simas","startTime":591.76,"endTime":595.54,"body":"to eliminate waste in their"},{"speaker":"Tony Simas","startTime":591.76,"endTime":595.54,"body":"manufacturing plant, and it'll"},{"speaker":"Tony Simas","startTime":595.54,"endTime":599.2,"body":"save them time, energy and"},{"speaker":"Tony Simas","startTime":595.54,"endTime":599.2,"body":"money. And nobody's buying it."},{"speaker":"Tony Simas","startTime":599.44,"endTime":604.38,"body":"And. Nobody wants to sell it."},{"speaker":"Tony Simas","startTime":599.44,"endTime":604.38,"body":"And so to turn that around, I"},{"speaker":"Tony Simas","startTime":604.38,"endTime":609.0,"body":"leveraged that early experience"},{"speaker":"Tony Simas","startTime":604.38,"endTime":609.0,"body":"to go to the customer and figure"},{"speaker":"Tony Simas","startTime":609.0,"endTime":612.12,"body":"out what what is their driver?"},{"speaker":"Tony Simas","startTime":609.0,"endTime":612.12,"body":"Because wouldn't their driver be"},{"speaker":"Tony Simas","startTime":612.12,"endTime":614.7,"body":"to save money? Well, yeah, but"},{"speaker":"Tony Simas","startTime":612.12,"endTime":614.7,"body":"if it's not coming right away,"},{"speaker":"Tony Simas","startTime":614.7,"endTime":617.22,"body":"they don't want to wait two"},{"speaker":"Tony Simas","startTime":614.7,"endTime":617.22,"body":"years for it. So we actually"},{"speaker":"Tony Simas","startTime":617.22,"endTime":619.86,"body":"figured out something that we"},{"speaker":"Tony Simas","startTime":617.22,"endTime":619.86,"body":"could tell them immediately from"},{"speaker":"Tony Simas","startTime":619.86,"endTime":622.7,"body":"the software that made an"},{"speaker":"Tony Simas","startTime":619.86,"endTime":622.7,"body":"immediate impact on something"},{"speaker":"Tony Simas","startTime":622.7,"endTime":626.12,"body":"that they cared about and that"},{"speaker":"Tony Simas","startTime":622.7,"endTime":626.12,"body":"drove them to buy it. And then"},{"speaker":"Tony Simas","startTime":626.12,"endTime":628.94,"body":"from the people perspective,"},{"speaker":"Tony Simas","startTime":626.12,"endTime":628.94,"body":"from the sales people's"},{"speaker":"Tony Simas","startTime":628.94,"endTime":634.76,"body":"perspective, you know, they"},{"speaker":"Tony Simas","startTime":628.94,"endTime":634.76,"body":"their passion was going in to to"},{"speaker":"Tony Simas","startTime":634.76,"endTime":637.76,"body":"their customers and finding"},{"speaker":"Tony Simas","startTime":634.76,"endTime":637.76,"body":"operational efficiencies and"},{"speaker":"Tony Simas","startTime":637.76,"endTime":640.04,"body":"savings. And so if you tell"},{"speaker":"Tony Simas","startTime":637.76,"endTime":640.04,"body":"them, we're going to take that"},{"speaker":"Tony Simas","startTime":640.04,"endTime":642.82,"body":"away, and we're going to tell"},{"speaker":"Tony Simas","startTime":640.04,"endTime":642.82,"body":"you what the savings is that's"},{"speaker":"Tony Simas","startTime":642.82,"endTime":644.86,"body":"going to make them"},{"speaker":"Tony Simas","startTime":642.82,"endTime":644.86,"body":"uncomfortable. She's taking"},{"speaker":"Tony Simas","startTime":644.86,"endTime":647.74,"body":"away. So their job they like. So"},{"speaker":"Tony Simas","startTime":644.86,"endTime":647.74,"body":"we change the narrative around"},{"speaker":"Tony Simas","startTime":647.74,"endTime":651.58,"body":"it to say, you know, instead of,"},{"speaker":"Tony Simas","startTime":647.74,"endTime":651.58,"body":"instead of telling you what's"},{"speaker":"Tony Simas","startTime":651.58,"endTime":654.46,"body":"wrong, we're going to tell you,"},{"speaker":"Tony Simas","startTime":651.58,"endTime":654.46,"body":"Hey, I think this is wrong. Can"},{"speaker":"Tony Simas","startTime":654.46,"endTime":658.9,"body":"you go look at XYZ and verify"},{"speaker":"Tony Simas","startTime":654.46,"endTime":658.9,"body":"that it's wrong? And then the"},{"speaker":"Tony Simas","startTime":658.9,"endTime":663.0,"body":"person was able to go through"},{"speaker":"Tony Simas","startTime":658.9,"endTime":663.0,"body":"the motions of actually doing"},{"speaker":"Tony Simas","startTime":663.0,"endTime":666.0,"body":"what they love, but they didn't"},{"speaker":"Tony Simas","startTime":663.0,"endTime":666.0,"body":"have to go but they had an"},{"speaker":"Tony Simas","startTime":666.3,"endTime":671.4,"body":"almost guaranteed outcome of"},{"speaker":"Tony Simas","startTime":666.3,"endTime":671.4,"body":"something was incorrect, whereas"},{"speaker":"Tony Simas","startTime":671.46,"endTime":674.1,"body":"when they went through those"},{"speaker":"Tony Simas","startTime":671.46,"endTime":674.1,"body":"motions before they could watch"},{"speaker":"Tony Simas","startTime":674.1,"endTime":677.88,"body":"something, it could work"},{"speaker":"Tony Simas","startTime":674.1,"endTime":677.88,"body":"perfectly. And so you kind of"},{"speaker":"Tony Simas","startTime":677.88,"endTime":680.48,"body":"get, you get your time savings"},{"speaker":"Tony Simas","startTime":677.88,"endTime":680.48,"body":"there, but you get it in a way"},{"speaker":"Tony Simas","startTime":680.48,"endTime":684.56,"body":"that is not as much as if they"},{"speaker":"Tony Simas","startTime":680.48,"endTime":684.56,"body":"just implemented whatever you"},{"speaker":"Tony Simas","startTime":684.56,"endTime":688.88,"body":"told them to do, but also"},{"speaker":"Tony Simas","startTime":684.56,"endTime":688.88,"body":"mitigated a lot of risks of you"},{"speaker":"Tony Simas","startTime":688.88,"endTime":693.62,"body":"being wrong and really engaged"},{"speaker":"Tony Simas","startTime":688.88,"endTime":693.62,"body":"the team. Nice,"},{"speaker":"Aaron Moncur","startTime":693.98,"endTime":697.94,"body":"nice. So you're a"},{"speaker":"Aaron Moncur","startTime":693.98,"endTime":697.94,"body":"consultant. Tell us a little bit"},{"speaker":"Aaron Moncur","startTime":697.94,"endTime":700.54,"body":"about what a day in the life"},{"speaker":"Aaron Moncur","startTime":697.94,"endTime":700.54,"body":"looks like. I'm sure it's super"},{"speaker":"Aaron Moncur","startTime":700.54,"endTime":703.66,"body":"different, right? No, one day is"},{"speaker":"Aaron Moncur","startTime":700.54,"endTime":703.66,"body":"the same. In fact, you're just"},{"speaker":"Aaron Moncur","startTime":703.66,"endTime":706.78,"body":"telling me before we started"},{"speaker":"Aaron Moncur","startTime":703.66,"endTime":706.78,"body":"recording about an urgent"},{"speaker":"Aaron Moncur","startTime":706.78,"endTime":710.74,"body":"request that is coming up right"},{"speaker":"Aaron Moncur","startTime":706.78,"endTime":710.74,"body":"away. I'm sure you're getting"},{"speaker":"Aaron Moncur","startTime":710.74,"endTime":713.62,"body":"things like this thrown at you"},{"speaker":"Aaron Moncur","startTime":710.74,"endTime":713.62,"body":"all the time. But what? What is"},{"speaker":"Aaron Moncur","startTime":713.62,"endTime":716.32,"body":"it like being a consultant and"},{"speaker":"Aaron Moncur","startTime":713.62,"endTime":716.32,"body":"working with so many different"},{"speaker":"Aaron Moncur","startTime":716.38,"endTime":718.06,"body":"companies? It's"},{"speaker":"Tony Simas","startTime":718.06,"endTime":723.6,"body":"great. It's a lot of"},{"speaker":"Tony Simas","startTime":718.06,"endTime":723.6,"body":"fun. It's just you get to take a"},{"speaker":"Tony Simas","startTime":724.44,"endTime":728.58,"body":"third party, non objective view"},{"speaker":"Tony Simas","startTime":724.44,"endTime":728.58,"body":"of what folks are doing, and"},{"speaker":"Tony Simas","startTime":728.58,"endTime":735.9,"body":"then help them figure out a way"},{"speaker":"Tony Simas","startTime":728.58,"endTime":735.9,"body":"to change and and improve what"},{"speaker":"Tony Simas","startTime":735.9,"endTime":741.08,"body":"that issue or challenge they're"},{"speaker":"Tony Simas","startTime":735.9,"endTime":741.08,"body":"having is a lot of a lot of it"},{"speaker":"Tony Simas","startTime":741.08,"endTime":744.8,"body":"sales too, because I've got to"},{"speaker":"Tony Simas","startTime":741.08,"endTime":744.8,"body":"talk to as many people as I can"},{"speaker":"Tony Simas","startTime":744.8,"endTime":748.22,"body":"and uncover what their"},{"speaker":"Tony Simas","startTime":744.8,"endTime":748.22,"body":"challenges are. And like we"},{"speaker":"Tony Simas","startTime":748.22,"endTime":753.5,"body":"mentioned before that, that in"},{"speaker":"Tony Simas","startTime":748.22,"endTime":753.5,"body":"sales and transformation, just"},{"speaker":"Tony Simas","startTime":753.5,"endTime":755.72,"body":"because you see something"},{"speaker":"Tony Simas","startTime":753.5,"endTime":755.72,"body":"happening that doesn't seem"},{"speaker":"Tony Simas","startTime":755.72,"endTime":758.06,"body":"efficient to you doesn't mean"},{"speaker":"Tony Simas","startTime":755.72,"endTime":758.06,"body":"that somebody's internalized"},{"speaker":"Tony Simas","startTime":758.06,"endTime":763.3,"body":"that. So part of being a"},{"speaker":"Tony Simas","startTime":758.06,"endTime":763.3,"body":"consultant is helping show"},{"speaker":"Tony Simas","startTime":763.3,"endTime":768.22,"body":"people what the financial or"},{"speaker":"Tony Simas","startTime":763.3,"endTime":768.22,"body":"personal impact is of a problem,"},{"speaker":"Tony Simas","startTime":768.28,"endTime":775.72,"body":"and then building out a solution"},{"speaker":"Tony Simas","startTime":768.28,"endTime":775.72,"body":"to get there. And so that's the"},{"speaker":"Tony Simas","startTime":775.72,"endTime":778.36,"body":"that's like the second part of"},{"speaker":"Tony Simas","startTime":775.72,"endTime":778.36,"body":"my day, and then then the third"},{"speaker":"Tony Simas","startTime":778.36,"endTime":781.32,"body":"part of the day is once they've"},{"speaker":"Tony Simas","startTime":778.36,"endTime":781.32,"body":"seen the solution, they ask us"},{"speaker":"Tony Simas","startTime":781.32,"endTime":785.1,"body":"to change it a little bit, and"},{"speaker":"Tony Simas","startTime":781.32,"endTime":785.1,"body":"then we try to figure out a way"},{"speaker":"Tony Simas","startTime":785.1,"endTime":789.9,"body":"to do it that works with the"},{"speaker":"Tony Simas","startTime":785.1,"endTime":789.9,"body":"client, and then we execute, and"},{"speaker":"Tony Simas","startTime":789.9,"endTime":792.42,"body":"we actually help go through the"},{"speaker":"Tony Simas","startTime":789.9,"endTime":792.42,"body":"process."},{"speaker":"Aaron Moncur","startTime":793.02,"endTime":794.94,"body":"What do you think"},{"speaker":"Aaron Moncur","startTime":793.02,"endTime":794.94,"body":"is one of the hardest parts"},{"speaker":"Aaron Moncur","startTime":794.94,"endTime":797.04,"body":"about being a consultant? The"},{"speaker":"Tony Simas","startTime":797.04,"endTime":801.32,"body":"hardest part about"},{"speaker":"Tony Simas","startTime":797.04,"endTime":801.32,"body":"being a consultant, I think it's"},{"speaker":"Tony Simas","startTime":801.32,"endTime":805.22,"body":"the uncertainty of the next"},{"speaker":"Tony Simas","startTime":801.32,"endTime":805.22,"body":"project, when it's going to"},{"speaker":"Tony Simas","startTime":805.22,"endTime":810.38,"body":"come, and making sure that"},{"speaker":"Tony Simas","startTime":805.22,"endTime":810.38,"body":"you've balanced out time in the"},{"speaker":"Tony Simas","startTime":810.38,"endTime":815.0,"body":"project so you haven't taken on"},{"speaker":"Tony Simas","startTime":810.38,"endTime":815.0,"body":"too many projects, and so you"},{"speaker":"Tony Simas","startTime":815.0,"endTime":820.6,"body":"can manage that balance of"},{"speaker":"Tony Simas","startTime":815.0,"endTime":820.6,"body":"discovery, work with clients and"},{"speaker":"Tony Simas","startTime":820.6,"endTime":824.38,"body":"actually doing projects. And"},{"speaker":"Tony Simas","startTime":820.6,"endTime":824.38,"body":"that's the most difficult thing"},{"speaker":"Tony Simas","startTime":824.38,"endTime":827.98,"body":"that getting that balance right,"},{"speaker":"Tony Simas","startTime":824.38,"endTime":827.98,"body":"and your team, that"},{"speaker":"Aaron Moncur","startTime":827.98,"endTime":830.44,"body":"sounds a lot like"},{"speaker":"Aaron Moncur","startTime":827.98,"endTime":830.44,"body":"our business, finding that the"},{"speaker":"Aaron Moncur","startTime":830.44,"endTime":834.7,"body":"balance of not too much work,"},{"speaker":"Aaron Moncur","startTime":830.44,"endTime":834.7,"body":"not too little work, that"},{"speaker":"Aaron Moncur","startTime":834.7,"endTime":838.36,"body":"Goldilocks zone right in between"},{"speaker":"Aaron Moncur","startTime":834.7,"endTime":838.36,"body":"having the right team members."},{"speaker":"Aaron Moncur","startTime":838.72,"endTime":842.1,"body":"Speaking of our work, I've got a"},{"speaker":"Aaron Moncur","startTime":838.72,"endTime":842.1,"body":"selfish question I want to ask"},{"speaker":"Aaron Moncur","startTime":842.1,"endTime":844.86,"body":"you here. You've been involved"},{"speaker":"Aaron Moncur","startTime":842.1,"endTime":844.86,"body":"in some digital transformation"},{"speaker":"Aaron Moncur","startTime":844.86,"endTime":850.8,"body":"involving SaaS and AI, and we"},{"speaker":"Aaron Moncur","startTime":844.86,"endTime":850.8,"body":"have a product right now that"},{"speaker":"Aaron Moncur","startTime":850.8,"endTime":854.94,"body":"we're selling. It's a motion"},{"speaker":"Aaron Moncur","startTime":850.8,"endTime":854.94,"body":"control product that is"},{"speaker":"Aaron Moncur","startTime":854.94,"endTime":857.88,"body":"developed for non programmers."},{"speaker":"Aaron Moncur","startTime":854.94,"endTime":857.88,"body":"So if you don't know how to"},{"speaker":"Aaron Moncur","startTime":857.88,"endTime":861.08,"body":"program but you need to create"},{"speaker":"Aaron Moncur","startTime":857.88,"endTime":861.08,"body":"automated motion, this is the"},{"speaker":"Aaron Moncur","startTime":861.08,"endTime":864.32,"body":"product for you. It's super,"},{"speaker":"Aaron Moncur","startTime":861.08,"endTime":864.32,"body":"super easy, drag and drop,"},{"speaker":"Aaron Moncur","startTime":864.32,"endTime":871.04,"body":"visual interface, no code"},{"speaker":"Aaron Moncur","startTime":864.32,"endTime":871.04,"body":"solution, and we are not doing a"},{"speaker":"Aaron Moncur","startTime":871.04,"endTime":875.78,"body":"SAS model right now. We're just"},{"speaker":"Aaron Moncur","startTime":871.04,"endTime":875.78,"body":"selling the software as part of"},{"speaker":"Aaron Moncur","startTime":875.78,"endTime":879.14,"body":"the hardware. And I thought this"},{"speaker":"Aaron Moncur","startTime":875.78,"endTime":879.14,"body":"might be an interesting case"},{"speaker":"Aaron Moncur","startTime":879.14,"endTime":883.6,"body":"study to go over and I can get"},{"speaker":"Aaron Moncur","startTime":879.14,"endTime":883.6,"body":"some free coaching from you, and"},{"speaker":"Aaron Moncur","startTime":883.6,"endTime":887.38,"body":"the listeners can get some"},{"speaker":"Aaron Moncur","startTime":883.6,"endTime":887.38,"body":"interesting information and a"},{"speaker":"Aaron Moncur","startTime":887.38,"endTime":890.32,"body":"peek into behind the scenes,"},{"speaker":"Aaron Moncur","startTime":887.38,"endTime":890.32,"body":"how, how something like this"},{"speaker":"Aaron Moncur","startTime":890.32,"endTime":892.36,"body":"would be handled. Because I'm"},{"speaker":"Aaron Moncur","startTime":890.32,"endTime":892.36,"body":"sure there are plenty of"},{"speaker":"Aaron Moncur","startTime":892.36,"endTime":895.06,"body":"engineers out there who have"},{"speaker":"Aaron Moncur","startTime":892.36,"endTime":895.06,"body":"their own ideas, their own"},{"speaker":"Aaron Moncur","startTime":895.06,"endTime":897.94,"body":"products, and they're thinking"},{"speaker":"Aaron Moncur","startTime":895.06,"endTime":897.94,"body":"about these questions as well."},{"speaker":"Aaron Moncur","startTime":898.12,"endTime":901.92,"body":"So frankly, we don't really."},{"speaker":"Aaron Moncur","startTime":898.12,"endTime":901.92,"body":"Know how to do SAS, so we're"},{"speaker":"Aaron Moncur","startTime":901.92,"endTime":905.16,"body":"just bundling the software along"},{"speaker":"Aaron Moncur","startTime":901.92,"endTime":905.16,"body":"with the hardware, but"},{"speaker":"Aaron Moncur","startTime":905.16,"endTime":910.14,"body":"eventually we'd like to get to a"},{"speaker":"Aaron Moncur","startTime":905.16,"endTime":910.14,"body":"SaaS based model. What are some"},{"speaker":"Aaron Moncur","startTime":910.14,"endTime":915.54,"body":"of the obstacles that you"},{"speaker":"Aaron Moncur","startTime":910.14,"endTime":915.54,"body":"expect, not just pipeline, but"},{"speaker":"Aaron Moncur","startTime":915.54,"endTime":918.78,"body":"any organization who is moving"},{"speaker":"Aaron Moncur","startTime":915.54,"endTime":918.78,"body":"towards SaaS in the future are"},{"speaker":"Aaron Moncur","startTime":918.78,"endTime":922.1,"body":"going to encounter, and what can"},{"speaker":"Aaron Moncur","startTime":918.78,"endTime":922.1,"body":"we do now to prepare for that?"},{"speaker":"Tony Simas","startTime":962.1099999999999,"endTime":968.6500000000001,"body":"Well, the I think"},{"speaker":"Tony Simas","startTime":962.1099999999999,"endTime":968.6500000000001,"body":"the key is, is adoption, and"},{"speaker":"Tony Simas","startTime":969.9100000000001,"endTime":974.5899999999999,"body":"making sure that the customer is"},{"speaker":"Tony Simas","startTime":969.9100000000001,"endTime":974.5899999999999,"body":"adopting and integrating their"},{"speaker":"Tony Simas","startTime":974.5899999999999,"endTime":977.4100000000001,"body":"product into their their daily"},{"speaker":"Tony Simas","startTime":974.5899999999999,"endTime":977.4100000000001,"body":"routine, as something that"},{"speaker":"Tony Simas","startTime":977.4100000000001,"endTime":980.6099999999999,"body":"they're using. Because if it's"},{"speaker":"Tony Simas","startTime":977.4100000000001,"endTime":980.6099999999999,"body":"just something you buy and then"},{"speaker":"Tony Simas","startTime":980.8499999999999,"endTime":984.8699999999999,"body":"use it, you know, once or twice"},{"speaker":"Tony Simas","startTime":980.8499999999999,"endTime":984.8699999999999,"body":"a year, once a month, to program"},{"speaker":"Tony Simas","startTime":985.23,"endTime":991.1700000000001,"body":"a machine, then that doesn't"},{"speaker":"Tony Simas","startTime":985.23,"endTime":991.1700000000001,"body":"lend itself to the to the SaaS"},{"speaker":"Tony Simas","startTime":991.1700000000001,"endTime":999.77,"body":"model, hmm, it's got to be a"},{"speaker":"Tony Simas","startTime":991.1700000000001,"endTime":999.77,"body":"regular thing. And the there's a"},{"speaker":"Tony Simas","startTime":999.77,"endTime":1003.31,"body":"lot of precedent now to to turn"},{"speaker":"Tony Simas","startTime":999.77,"endTime":1003.31,"body":"everything into SAS, right, like"},{"speaker":"Tony Simas","startTime":1003.31,"endTime":1008.53,"body":"the car card manufacturers"},{"speaker":"Tony Simas","startTime":1003.31,"endTime":1008.53,"body":"turning the seat warmer into a"},{"speaker":"Tony Simas","startTime":1008.53,"endTime":1014.47,"body":"SAS model. So, you know, pay as"},{"speaker":"Tony Simas","startTime":1008.53,"endTime":1014.47,"body":"you go, so you have a little bit"},{"speaker":"Tony Simas","startTime":1014.47,"endTime":1017.71,"body":"of that. But the, I think that"},{"speaker":"Tony Simas","startTime":1014.47,"endTime":1017.71,"body":"it's that adoption, using it"},{"speaker":"Tony Simas","startTime":1017.71,"endTime":1020.31,"body":"every day, balancing out the"},{"speaker":"Tony Simas","startTime":1017.71,"endTime":1020.31,"body":"there's, there's multiple"},{"speaker":"Tony Simas","startTime":1020.31,"endTime":1025.35,"body":"pricing models, and I can send"},{"speaker":"Tony Simas","startTime":1020.31,"endTime":1025.35,"body":"you a document on SAS pricing"},{"speaker":"Tony Simas","startTime":1025.35,"endTime":1028.71,"body":"models too, but that's another"},{"speaker":"Tony Simas","startTime":1025.35,"endTime":1028.71,"body":"thing to another way to look at"},{"speaker":"Tony Simas","startTime":1028.71,"endTime":1033.57,"body":"it is like, if, if, how would I"},{"speaker":"Tony Simas","startTime":1028.71,"endTime":1033.57,"body":"charge charge for this service?"},{"speaker":"Tony Simas","startTime":1033.57,"endTime":1037.95,"body":"Am I and is the customer getting"},{"speaker":"Tony Simas","startTime":1033.57,"endTime":1037.95,"body":"value over and over again? I"},{"speaker":"Tony Simas","startTime":1037.95,"endTime":1045.05,"body":"would say that there's also a"},{"speaker":"Tony Simas","startTime":1037.95,"endTime":1045.05,"body":"consideration of, Am I regularly"},{"speaker":"Tony Simas","startTime":1045.05,"endTime":1050.21,"body":"improving this product so that"},{"speaker":"Tony Simas","startTime":1045.05,"endTime":1050.21,"body":"the customer is getting new and"},{"speaker":"Tony Simas","startTime":1050.21,"endTime":1059.35,"body":"new features? And I, I see that"},{"speaker":"Tony Simas","startTime":1050.21,"endTime":1059.35,"body":"as a as a blessing and a curse,"},{"speaker":"Tony Simas","startTime":1059.35,"endTime":1061.69,"body":"like, if you can regularly put"},{"speaker":"Tony Simas","startTime":1059.35,"endTime":1061.69,"body":"out new features and the"},{"speaker":"Tony Simas","startTime":1061.69,"endTime":1063.85,"body":"customers are excited about"},{"speaker":"Tony Simas","startTime":1061.69,"endTime":1063.85,"body":"them, then they'll kind of"},{"speaker":"Tony Simas","startTime":1063.85,"endTime":1068.05,"body":"happily continue to pay. But you"},{"speaker":"Tony Simas","startTime":1063.85,"endTime":1068.05,"body":"could also overdo it, and I'm"},{"speaker":"Tony Simas","startTime":1068.05,"endTime":1072.55,"body":"thinking about like a web a"},{"speaker":"Tony Simas","startTime":1068.05,"endTime":1072.55,"body":"webinar video conferencing"},{"speaker":"Tony Simas","startTime":1072.55,"endTime":1076.03,"body":"software, where they they just"},{"speaker":"Tony Simas","startTime":1072.55,"endTime":1076.03,"body":"changed and moved where the"},{"speaker":"Tony Simas","startTime":1076.03,"endTime":1080.61,"body":"buttons were and how the system"},{"speaker":"Tony Simas","startTime":1076.03,"endTime":1080.61,"body":"operated all the time. And, you"},{"speaker":"Tony Simas","startTime":1080.61,"endTime":1083.31,"body":"know, it got embarrassing one"},{"speaker":"Tony Simas","startTime":1080.61,"endTime":1083.31,"body":"time. They changed it on the"},{"speaker":"Tony Simas","startTime":1083.31,"endTime":1089.37,"body":"phone, and they had a pop up of"},{"speaker":"Tony Simas","startTime":1083.31,"endTime":1089.37,"body":"of you, a video of you, pop up."},{"speaker":"Tony Simas","startTime":1089.97,"endTime":1094.35,"body":"And I saw that pop up one time,"},{"speaker":"Tony Simas","startTime":1089.97,"endTime":1094.35,"body":"and I was like, I was sitting"},{"speaker":"Tony Simas","startTime":1094.35,"endTime":1097.59,"body":"outside on my porch on this"},{"speaker":"Tony Simas","startTime":1094.35,"endTime":1097.59,"body":"conference call, 300 people, and"},{"speaker":"Tony Simas","startTime":1097.59,"endTime":1100.1299999999999,"body":"I saw not on my desk, and I saw"},{"speaker":"Tony Simas","startTime":1097.59,"endTime":1100.1299999999999,"body":"the pop up, and I said, Oh my"},{"speaker":"Tony Simas","startTime":1100.1299999999999,"endTime":1102.83,"body":"gosh, I'm on the call, because"},{"speaker":"Tony Simas","startTime":1100.1299999999999,"endTime":1102.83,"body":"it popped up and it showed me my"},{"speaker":"Tony Simas","startTime":1102.83,"endTime":1106.49,"body":"face. So I immediately slammed"},{"speaker":"Tony Simas","startTime":1102.83,"endTime":1106.49,"body":"the button, and then, boom, I'm"},{"speaker":"Tony Simas","startTime":1106.49,"endTime":1109.4299999999998,"body":"sitting there, you know,"},{"speaker":"Tony Simas","startTime":1106.49,"endTime":1109.4299999999998,"body":"unshaven on the call in front of"},{"speaker":"Tony Simas","startTime":1109.4299999999998,"endTime":1113.09,"body":"300 people, because I had"},{"speaker":"Tony Simas","startTime":1109.4299999999998,"endTime":1113.09,"body":"actually said, Yeah, you know."},{"speaker":"Tony Simas","startTime":1113.09,"endTime":1117.05,"body":"So this, you got to be careful"},{"speaker":"Tony Simas","startTime":1113.09,"endTime":1117.05,"body":"with these changes, you know, if"},{"speaker":"Tony Simas","startTime":1117.05,"endTime":1119.6499999999999,"body":"you've got a video conferencing"},{"speaker":"Tony Simas","startTime":1117.05,"endTime":1119.6499999999999,"body":"software, don't change the"},{"speaker":"Tony Simas","startTime":1119.6499999999999,"endTime":1121.51,"body":"button, move it. Yeah,"},{"speaker":"Aaron Moncur","startTime":1121.57,"endTime":1124.87,"body":"yeah. Like, so. So"},{"speaker":"Aaron Moncur","startTime":1121.57,"endTime":1124.87,"body":"that's a really interesting"},{"speaker":"Aaron Moncur","startTime":1124.87,"endTime":1127.27,"body":"point that you bring up. It"},{"speaker":"Aaron Moncur","startTime":1124.87,"endTime":1127.27,"body":"seems like there is this trend"},{"speaker":"Aaron Moncur","startTime":1127.27,"endTime":1130.27,"body":"towards moving everything to"},{"speaker":"Aaron Moncur","startTime":1127.27,"endTime":1130.27,"body":"SAS. What? What other"},{"speaker":"Aaron Moncur","startTime":1130.27,"endTime":1134.35,"body":"considerations are there when"},{"speaker":"Aaron Moncur","startTime":1130.27,"endTime":1134.35,"body":"deciding, is it a good idea to"},{"speaker":"Aaron Moncur","startTime":1134.35,"endTime":1137.53,"body":"move to SAS, or should I just,"},{"speaker":"Aaron Moncur","startTime":1134.35,"endTime":1137.53,"body":"you know, sell this is the"},{"speaker":"Aaron Moncur","startTime":1137.53,"endTime":1140.9099999999999,"body":"price. You buy the software and"},{"speaker":"Aaron Moncur","startTime":1137.53,"endTime":1140.9099999999999,"body":"you you own it for whatever"},{"speaker":"Aaron Moncur","startTime":1140.9099999999999,"endTime":1145.35,"body":"forever or for certain number of"},{"speaker":"Aaron Moncur","startTime":1140.9099999999999,"endTime":1145.35,"body":"years or something. What other"},{"speaker":"Aaron Moncur","startTime":1145.35,"endTime":1148.11,"body":"considerations might you"},{"speaker":"Aaron Moncur","startTime":1145.35,"endTime":1148.11,"body":"contemplate? Yeah,"},{"speaker":"Tony Simas","startTime":1148.11,"endTime":1150.9299999999998,"body":"I would look at your"},{"speaker":"Tony Simas","startTime":1148.11,"endTime":1150.9299999999998,"body":"ultimate goal, right? What do"},{"speaker":"Tony Simas","startTime":1150.9299999999998,"endTime":1155.37,"body":"you what is your five year plan,"},{"speaker":"Tony Simas","startTime":1150.9299999999998,"endTime":1155.37,"body":"10 year plan with this software,"},{"speaker":"Tony Simas","startTime":1155.4299999999998,"endTime":1162.23,"body":"and then walk your way back from"},{"speaker":"Tony Simas","startTime":1155.4299999999998,"endTime":1162.23,"body":"from there you mentioned like,"},{"speaker":"Tony Simas","startTime":1162.77,"endTime":1165.35,"body":"oh, it's something that that"},{"speaker":"Tony Simas","startTime":1162.77,"endTime":1165.35,"body":"would have to, you know, be"},{"speaker":"Tony Simas","startTime":1165.35,"endTime":1168.35,"body":"renewed every five years. That's"},{"speaker":"Tony Simas","startTime":1165.35,"endTime":1168.35,"body":"actually a SAS model, just with"},{"speaker":"Tony Simas","startTime":1168.35,"endTime":1172.9099999999999,"body":"a crazy pricing model. But you"},{"speaker":"Tony Simas","startTime":1168.35,"endTime":1172.9099999999999,"body":"could also build it out and say,"},{"speaker":"Tony Simas","startTime":1172.9099999999999,"endTime":1176.81,"body":"like, it's, it's just not going"},{"speaker":"Tony Simas","startTime":1172.9099999999999,"endTime":1176.81,"body":"to be supported after three"},{"speaker":"Tony Simas","startTime":1176.81,"endTime":1181.99,"body":"years, right? And that could be"},{"speaker":"Tony Simas","startTime":1176.81,"endTime":1181.99,"body":"your way to get there. So it"},{"speaker":"Tony Simas","startTime":1181.99,"endTime":1185.59,"body":"really is more of a focus on on"},{"speaker":"Tony Simas","startTime":1181.99,"endTime":1185.59,"body":"what is your growth strategy?"},{"speaker":"Tony Simas","startTime":1185.6499999999999,"endTime":1188.11,"body":"What is your growth goal? What"},{"speaker":"Tony Simas","startTime":1185.6499999999999,"endTime":1188.11,"body":"is your growth strategy, and"},{"speaker":"Tony Simas","startTime":1188.35,"endTime":1190.87,"body":"what do you need to do in order"},{"speaker":"Tony Simas","startTime":1188.35,"endTime":1190.87,"body":"to get there? And I think that's"},{"speaker":"Tony Simas","startTime":1190.87,"endTime":1196.9299999999998,"body":"going to guide you more so than"},{"speaker":"Tony Simas","startTime":1190.87,"endTime":1196.9299999999998,"body":"trying to boil the ocean. Figure"},{"speaker":"Tony Simas","startTime":1196.9299999999998,"endTime":1200.55,"body":"out all of the issues. Start"},{"speaker":"Tony Simas","startTime":1196.9299999999998,"endTime":1200.55,"body":"from the end. Make a hypothesis."},{"speaker":"Tony Simas","startTime":1200.55,"endTime":1204.45,"body":"I want to sell a million dollars"},{"speaker":"Tony Simas","startTime":1200.55,"endTime":1204.45,"body":"this software in five years, and"},{"speaker":"Tony Simas","startTime":1204.45,"endTime":1206.85,"body":"then work your way back and say"},{"speaker":"Tony Simas","startTime":1204.45,"endTime":1206.85,"body":"what has to be true in order for"},{"speaker":"Tony Simas","startTime":1206.85,"endTime":1208.47,"body":"that to happen. Yeah,"},{"speaker":"Aaron Moncur","startTime":1208.5,"endTime":1211.3799999999999,"body":"great. Very smart."},{"speaker":"Aaron Moncur","startTime":1208.5,"endTime":1211.3799999999999,"body":"All right, I'm going to take a"},{"speaker":"Aaron Moncur","startTime":1211.3799999999999,"endTime":1213.99,"body":"short break here and share with"},{"speaker":"Aaron Moncur","startTime":1211.3799999999999,"endTime":1213.99,"body":"everyone that the being an"},{"speaker":"Aaron Moncur","startTime":1213.99,"endTime":1217.5,"body":"engineer podcast is brought to"},{"speaker":"Aaron Moncur","startTime":1213.99,"endTime":1217.5,"body":"you by pipeline design and"},{"speaker":"Aaron Moncur","startTime":1217.5,"endTime":1221.1599999999999,"body":"engineering, where we don't"},{"speaker":"Aaron Moncur","startTime":1217.5,"endTime":1221.1599999999999,"body":"design pipelines, but we do help"},{"speaker":"Aaron Moncur","startTime":1221.1599999999999,"endTime":1224.28,"body":"companies develop advanced"},{"speaker":"Aaron Moncur","startTime":1221.1599999999999,"endTime":1224.28,"body":"manufacturing processes,"},{"speaker":"Aaron Moncur","startTime":1224.61,"endTime":1228.09,"body":"automated machines and custom"},{"speaker":"Aaron Moncur","startTime":1224.61,"endTime":1228.09,"body":"fixtures, complemented with"},{"speaker":"Aaron Moncur","startTime":1228.09,"endTime":1231.99,"body":"product design and R D services."},{"speaker":"Aaron Moncur","startTime":1228.09,"endTime":1231.99,"body":"You can learn more at Team"},{"speaker":"Aaron Moncur","startTime":1231.99,"endTime":1236.76,"body":"pipeline.us The podcast is also"},{"speaker":"Aaron Moncur","startTime":1231.99,"endTime":1236.76,"body":"sponsored by the wave, an online"},{"speaker":"Aaron Moncur","startTime":1236.76,"endTime":1240.48,"body":"platform of free tools"},{"speaker":"Aaron Moncur","startTime":1236.76,"endTime":1240.48,"body":"education. And community for"},{"speaker":"Aaron Moncur","startTime":1240.48,"endTime":1245.1599999999999,"body":"engineers, Learn more at the"},{"speaker":"Aaron Moncur","startTime":1240.48,"endTime":1245.1599999999999,"body":"wave dot engineer, and we're"},{"speaker":"Aaron Moncur","startTime":1245.1599999999999,"endTime":1249.0,"body":"speaking with Tony Simas  today."},{"speaker":"Aaron Moncur","startTime":1245.1599999999999,"endTime":1249.0,"body":"So Tony, you've been involved"},{"speaker":"Aaron Moncur","startTime":1249.0,"endTime":1254.01,"body":"helping companies with creating"},{"speaker":"Aaron Moncur","startTime":1249.0,"endTime":1254.01,"body":"market entry strategies. First"},{"speaker":"Aaron Moncur","startTime":1254.01,"endTime":1257.52,"body":"of all, what is market entry?"},{"speaker":"Aaron Moncur","startTime":1254.01,"endTime":1257.52,"body":"And then what are some of the"},{"speaker":"Aaron Moncur","startTime":1257.52,"endTime":1261.1799999999998,"body":"critical factors that companies"},{"speaker":"Aaron Moncur","startTime":1257.52,"endTime":1261.1799999999998,"body":"should be considering before"},{"speaker":"Aaron Moncur","startTime":1261.21,"endTime":1263.4299999999998,"body":"expanding into new markets."},{"speaker":"Aaron Moncur","startTime":1261.21,"endTime":1263.4299999999998,"body":"Well,"},{"speaker":"Tony Simas","startTime":1264.69,"endTime":1267.1499999999999,"body":"I think that"},{"speaker":"Tony Simas","startTime":1264.69,"endTime":1267.1499999999999,"body":"previous question was a great"},{"speaker":"Tony Simas","startTime":1267.1499999999999,"endTime":1271.4099999999999,"body":"segue into it, right? Basically,"},{"speaker":"Tony Simas","startTime":1267.1499999999999,"endTime":1271.4099999999999,"body":"when you think about market"},{"speaker":"Tony Simas","startTime":1271.4099999999999,"endTime":1276.27,"body":"entry strategy, you're thinking"},{"speaker":"Tony Simas","startTime":1271.4099999999999,"endTime":1276.27,"body":"about, how do I achieve a goal?"},{"speaker":"Tony Simas","startTime":1276.69,"endTime":1281.09,"body":"And your your software is a"},{"speaker":"Tony Simas","startTime":1276.69,"endTime":1281.09,"body":"great example of that, it's"},{"speaker":"Tony Simas","startTime":1281.09,"endTime":1287.09,"body":"market entry. Is thinking about"},{"speaker":"Tony Simas","startTime":1281.09,"endTime":1287.09,"body":"where you want to go and how you"},{"speaker":"Tony Simas","startTime":1287.09,"endTime":1292.49,"body":"can get there. A lot of people,"},{"speaker":"Tony Simas","startTime":1287.09,"endTime":1292.49,"body":"you can do this one of two ways."},{"speaker":"Tony Simas","startTime":1292.49,"endTime":1294.6499999999999,"body":"One, you start with a product,"},{"speaker":"Tony Simas","startTime":1292.49,"endTime":1294.6499999999999,"body":"like, you already have a"},{"speaker":"Tony Simas","startTime":1294.6499999999999,"endTime":1297.1699999999998,"body":"product, so you want to do a"},{"speaker":"Tony Simas","startTime":1294.6499999999999,"endTime":1297.1699999999998,"body":"market entry study for that"},{"speaker":"Tony Simas","startTime":1297.1699999999998,"endTime":1303.61,"body":"product. Or you could say, I can"},{"speaker":"Tony Simas","startTime":1297.1699999999998,"endTime":1303.61,"body":"make software. What product"},{"speaker":"Tony Simas","startTime":1303.9099999999999,"endTime":1306.49,"body":"should I enter the market with,"},{"speaker":"Tony Simas","startTime":1303.9099999999999,"endTime":1306.49,"body":"and what would be the most"},{"speaker":"Tony Simas","startTime":1306.49,"endTime":1311.11,"body":"attractive product to develop?"},{"speaker":"Tony Simas","startTime":1306.49,"endTime":1311.11,"body":"Most people start with a"},{"speaker":"Tony Simas","startTime":1311.11,"endTime":1314.53,"body":"product. So when you start with"},{"speaker":"Tony Simas","startTime":1311.11,"endTime":1314.53,"body":"a product, you do similar to"},{"speaker":"Tony Simas","startTime":1314.53,"endTime":1318.4299999999998,"body":"what I explained to you before,"},{"speaker":"Tony Simas","startTime":1314.53,"endTime":1318.4299999999998,"body":"is you set a long term goal."},{"speaker":"Tony Simas","startTime":1319.27,"endTime":1322.11,"body":"Some people call it a strategy,"},{"speaker":"Tony Simas","startTime":1319.27,"endTime":1322.11,"body":"but at the end of the day, it's"},{"speaker":"Tony Simas","startTime":1323.37,"endTime":1326.79,"body":"your goal is, like, financially,"},{"speaker":"Tony Simas","startTime":1323.37,"endTime":1326.79,"body":"where do you want to be in a"},{"speaker":"Tony Simas","startTime":1326.79,"endTime":1333.03,"body":"certain number of years? Also, I"},{"speaker":"Tony Simas","startTime":1326.79,"endTime":1333.03,"body":"love to have goals that are"},{"speaker":"Tony Simas","startTime":1333.45,"endTime":1338.49,"body":"focused on people within your"},{"speaker":"Tony Simas","startTime":1333.45,"endTime":1338.49,"body":"company, your customer, or"},{"speaker":"Tony Simas","startTime":1338.9099999999999,"endTime":1345.1699999999998,"body":"sustainability. ESG, we talked"},{"speaker":"Tony Simas","startTime":1338.9099999999999,"endTime":1345.1699999999998,"body":"earlier about transformation and"},{"speaker":"Tony Simas","startTime":1345.1699999999998,"endTime":1349.49,"body":"transforming people in software"},{"speaker":"Tony Simas","startTime":1345.1699999999998,"endTime":1349.49,"body":"and leveraging business process"},{"speaker":"Tony Simas","startTime":1349.49,"endTime":1353.3899999999999,"body":"transformation. I actually wrote"},{"speaker":"Tony Simas","startTime":1349.49,"endTime":1353.3899999999999,"body":"a white paper about how to go"},{"speaker":"Tony Simas","startTime":1353.3899999999999,"endTime":1358.1299999999999,"body":"from an idea to delivering the"},{"speaker":"Tony Simas","startTime":1353.3899999999999,"endTime":1358.1299999999999,"body":"value functionally within"},{"speaker":"Tony Simas","startTime":1358.73,"endTime":1361.51,"body":"adopting a new technology or"},{"speaker":"Tony Simas","startTime":1358.73,"endTime":1361.51,"body":"making a change in your company."},{"speaker":"Tony Simas","startTime":1361.75,"endTime":1367.45,"body":"So the market entry framework is"},{"speaker":"Tony Simas","startTime":1361.75,"endTime":1367.45,"body":"very similar to that. You set"},{"speaker":"Tony Simas","startTime":1367.45,"endTime":1372.01,"body":"your goals and then you put"},{"speaker":"Tony Simas","startTime":1367.45,"endTime":1372.01,"body":"together a number of metrics. So"},{"speaker":"Tony Simas","startTime":1372.01,"endTime":1375.31,"body":"I just list them out for you."},{"speaker":"Tony Simas","startTime":1372.01,"endTime":1375.31,"body":"There's you do a market"},{"speaker":"Tony Simas","startTime":1375.31,"endTime":1380.1299999999999,"body":"analysis, a value proposition,"},{"speaker":"Tony Simas","startTime":1375.31,"endTime":1380.1299999999999,"body":"product positioning, define"},{"speaker":"Tony Simas","startTime":1380.1299999999999,"endTime":1382.6499999999999,"body":"where the product's position is,"},{"speaker":"Tony Simas","startTime":1380.1299999999999,"endTime":1382.6499999999999,"body":"the market related to your"},{"speaker":"Tony Simas","startTime":1382.6499999999999,"endTime":1386.37,"body":"customers, and that the customer"},{"speaker":"Tony Simas","startTime":1382.6499999999999,"endTime":1386.37,"body":"segment you want to go after you"},{"speaker":"Tony Simas","startTime":1386.37,"endTime":1389.31,"body":"build out a go to market"},{"speaker":"Tony Simas","startTime":1386.37,"endTime":1389.31,"body":"strategy. That's your overall"},{"speaker":"Tony Simas","startTime":1389.31,"endTime":1393.09,"body":"approach. The key tactics for"},{"speaker":"Tony Simas","startTime":1389.31,"endTime":1393.09,"body":"launching your your product or"},{"speaker":"Tony Simas","startTime":1393.09,"endTime":1398.49,"body":"service, what you're going to"},{"speaker":"Tony Simas","startTime":1393.09,"endTime":1398.49,"body":"do, when and how, and then the"},{"speaker":"Tony Simas","startTime":1398.49,"endTime":1401.6299999999999,"body":"sales enablement, right? Making"},{"speaker":"Tony Simas","startTime":1398.49,"endTime":1401.6299999999999,"body":"sure your sales team is on"},{"speaker":"Tony Simas","startTime":1401.6299999999999,"endTime":1405.29,"body":"board. They have the tools,"},{"speaker":"Tony Simas","startTime":1401.6299999999999,"endTime":1405.29,"body":"training necessary, building out"},{"speaker":"Tony Simas","startTime":1405.29,"endTime":1407.81,"body":"a marketing campaign. This is"},{"speaker":"Tony Simas","startTime":1405.29,"endTime":1407.81,"body":"when you call that branding"},{"speaker":"Tony Simas","startTime":1407.81,"endTime":1410.1499999999999,"body":"agency and say, Hey, can you"},{"speaker":"Tony Simas","startTime":1407.81,"endTime":1410.1499999999999,"body":"make this thing look really"},{"speaker":"Tony Simas","startTime":1410.1499999999999,"endTime":1415.25,"body":"great and appealing to these"},{"speaker":"Tony Simas","startTime":1410.1499999999999,"endTime":1415.25,"body":"folks? Can you, can you put this"},{"speaker":"Tony Simas","startTime":1415.25,"endTime":1420.01,"body":"online on the on a website, and"},{"speaker":"Tony Simas","startTime":1415.25,"endTime":1420.01,"body":"get it SEO, the description of"},{"speaker":"Tony Simas","startTime":1420.01,"endTime":1424.27,"body":"it, SEO optimized, so it shows"},{"speaker":"Tony Simas","startTime":1420.01,"endTime":1424.27,"body":"up on Google. And then Customer"},{"speaker":"Tony Simas","startTime":1424.27,"endTime":1426.6699999999998,"body":"Success and Support, figuring"},{"speaker":"Tony Simas","startTime":1424.27,"endTime":1426.6699999999998,"body":"out how you're going to ensure"},{"speaker":"Tony Simas","startTime":1426.6699999999998,"endTime":1431.71,"body":"that your customers are having a"},{"speaker":"Tony Simas","startTime":1426.6699999999998,"endTime":1431.71,"body":"positive experience. Then again,"},{"speaker":"Tony Simas","startTime":1431.71,"endTime":1434.47,"body":"this is kind of at the beginning"},{"speaker":"Tony Simas","startTime":1431.71,"endTime":1434.47,"body":"end. At the end your metrics and"},{"speaker":"Tony Simas","startTime":1434.47,"endTime":1439.29,"body":"performance tracking. So there's"},{"speaker":"Tony Simas","startTime":1434.47,"endTime":1439.29,"body":"two metrics that I like the best"},{"speaker":"Tony Simas","startTime":1439.29,"endTime":1443.07,"body":"one is KPIs. You know, what is"},{"speaker":"Tony Simas","startTime":1439.29,"endTime":1443.07,"body":"the volume, what is the margin,"},{"speaker":"Tony Simas","startTime":1443.07,"endTime":1447.6299999999999,"body":"what is the total, total price,"},{"speaker":"Tony Simas","startTime":1443.07,"endTime":1447.6299999999999,"body":"that total value of what you're"},{"speaker":"Tony Simas","startTime":1447.6299999999999,"endTime":1451.59,"body":"selling? Those are lagging"},{"speaker":"Tony Simas","startTime":1447.6299999999999,"endTime":1451.59,"body":"indicators of success. Leading"},{"speaker":"Tony Simas","startTime":1451.59,"endTime":1454.71,"body":"indicators of success are more"},{"speaker":"Tony Simas","startTime":1451.59,"endTime":1454.71,"body":"like OKRs, objectives and key"},{"speaker":"Tony Simas","startTime":1454.71,"endTime":1459.29,"body":"results. I'm going to attend 10"},{"speaker":"Tony Simas","startTime":1454.71,"endTime":1459.29,"body":"trade shows, and I'm going to"},{"speaker":"Tony Simas","startTime":1459.29,"endTime":1461.87,"body":"accomplish this at those trade"},{"speaker":"Tony Simas","startTime":1459.29,"endTime":1461.87,"body":"shows,"},{"speaker":"Aaron Moncur","startTime":1462.95,"endTime":1465.59,"body":"switching gears"},{"speaker":"Aaron Moncur","startTime":1462.95,"endTime":1465.59,"body":"again a little bit back into a"},{"speaker":"Aaron Moncur","startTime":1465.59,"endTime":1468.95,"body":"manufacturing environment. So"},{"speaker":"Aaron Moncur","startTime":1465.59,"endTime":1468.95,"body":"you've been involved helping"},{"speaker":"Aaron Moncur","startTime":1468.95,"endTime":1474.4099999999999,"body":"companies integrate IoT and AI"},{"speaker":"Aaron Moncur","startTime":1468.95,"endTime":1474.4099999999999,"body":"into manufacturing environments."},{"speaker":"Aaron Moncur","startTime":1474.77,"endTime":1481.51,"body":"What are some ways that you have"},{"speaker":"Aaron Moncur","startTime":1474.77,"endTime":1481.51,"body":"seen AI and IoT increase"},{"speaker":"Aaron Moncur","startTime":1481.57,"endTime":1486.37,"body":"operational efficiencies in"},{"speaker":"Aaron Moncur","startTime":1481.57,"endTime":1486.37,"body":"manufacturing and like, what are"},{"speaker":"Aaron Moncur","startTime":1486.37,"endTime":1490.6299999999999,"body":"some kind of tactical nuggets"},{"speaker":"Aaron Moncur","startTime":1486.37,"endTime":1490.6299999999999,"body":"that you can share with"},{"speaker":"Aaron Moncur","startTime":1490.75,"endTime":1493.09,"body":"engineers who are listening to"},{"speaker":"Aaron Moncur","startTime":1490.75,"endTime":1493.09,"body":"this, especially the"},{"speaker":"Aaron Moncur","startTime":1493.09,"endTime":1495.61,"body":"manufacturing engineers, the"},{"speaker":"Aaron Moncur","startTime":1493.09,"endTime":1495.61,"body":"process engineers."},{"speaker":"Tony Simas","startTime":1496.03,"endTime":1498.07,"body":"Well, there's some,"},{"speaker":"Tony Simas","startTime":1496.03,"endTime":1498.07,"body":"there's some really cool things"},{"speaker":"Tony Simas","startTime":1498.07,"endTime":1502.6499999999999,"body":"you can do with AI now, where"},{"speaker":"Tony Simas","startTime":1498.07,"endTime":1502.6499999999999,"body":"you can track what you're doing,"},{"speaker":"Tony Simas","startTime":1502.6499999999999,"endTime":1507.6299999999999,"body":"in in the in the manufacturing"},{"speaker":"Tony Simas","startTime":1502.6499999999999,"endTime":1507.6299999999999,"body":"plant, either through actual"},{"speaker":"Tony Simas","startTime":1507.6299999999999,"endTime":1513.99,"body":"data or qualitatively, just"},{"speaker":"Tony Simas","startTime":1507.6299999999999,"endTime":1513.99,"body":"entering in your insights. I've"},{"speaker":"Tony Simas","startTime":1513.99,"endTime":1517.53,"body":"seen some really cool software"},{"speaker":"Tony Simas","startTime":1513.99,"endTime":1517.53,"body":"that will as a quality person,"},{"speaker":"Tony Simas","startTime":1517.53,"endTime":1520.01,"body":"you can be walking through and"},{"speaker":"Tony Simas","startTime":1517.53,"endTime":1520.01,"body":"describing what you're seeing,"},{"speaker":"Tony Simas","startTime":1520.01,"endTime":1524.45,"body":"and then it'll change it into"},{"speaker":"Tony Simas","startTime":1520.01,"endTime":1524.45,"body":"quantified, quantified data. I"},{"speaker":"Tony Simas","startTime":1524.45,"endTime":1529.6699999999998,"body":"think the other, the other piece"},{"speaker":"Tony Simas","startTime":1524.45,"endTime":1529.6699999999998,"body":"with you know, IoT, you've got a"},{"speaker":"Tony Simas","startTime":1529.6699999999998,"endTime":1533.57,"body":"sensor where you're tracking"},{"speaker":"Tony Simas","startTime":1529.6699999999998,"endTime":1533.57,"body":"something that's happening, and"},{"speaker":"Tony Simas","startTime":1533.69,"endTime":1541.69,"body":"you have to AI isn't going to."},{"speaker":"Tony Simas","startTime":1533.69,"endTime":1541.69,"body":"It is going to have trouble"},{"speaker":"Tony Simas","startTime":1542.23,"endTime":1548.05,"body":"having context around what that"},{"speaker":"Tony Simas","startTime":1542.23,"endTime":1548.05,"body":"device is doing. So you're going"},{"speaker":"Tony Simas","startTime":1548.05,"endTime":1552.73,"body":"to have to build an ecosystem"},{"speaker":"Tony Simas","startTime":1548.05,"endTime":1552.73,"body":"around articulating parameters"},{"speaker":"Tony Simas","startTime":1552.97,"endTime":1559.03,"body":"or trying to help it understand"},{"speaker":"Tony Simas","startTime":1552.97,"endTime":1559.03,"body":"everything that's occurring. I"},{"speaker":"Tony Simas","startTime":1559.03,"endTime":1564.27,"body":"think my my, my insight here,"},{"speaker":"Tony Simas","startTime":1559.03,"endTime":1564.27,"body":"and the thing that I found most"},{"speaker":"Tony Simas","startTime":1564.27,"endTime":1570.99,"body":"challenging is that it's not a"},{"speaker":"Tony Simas","startTime":1564.27,"endTime":1570.99,"body":"it's not an easy button, and"},{"speaker":"Tony Simas","startTime":1570.99,"endTime":1575.37,"body":"it's not a miracle. It's not a"},{"speaker":"Tony Simas","startTime":1570.99,"endTime":1575.37,"body":"miracle. You're not gonna it's"},{"speaker":"Tony Simas","startTime":1575.37,"endTime":1578.37,"body":"not a silver bullet. If you put"},{"speaker":"Tony Simas","startTime":1575.37,"endTime":1578.37,"body":"a device in a plant, start"},{"speaker":"Tony Simas","startTime":1578.37,"endTime":1581.81,"body":"tracking it, you hook it up to"},{"speaker":"Tony Simas","startTime":1578.37,"endTime":1581.81,"body":"AI, it's not going to start"},{"speaker":"Tony Simas","startTime":1581.81,"endTime":1584.87,"body":"telling you that you have a"},{"speaker":"Tony Simas","startTime":1581.81,"endTime":1584.87,"body":"preventative maintenance"},{"speaker":"Tony Simas","startTime":1584.87,"endTime":1588.6499999999999,"body":"opportunity or something isn't"},{"speaker":"Tony Simas","startTime":1584.87,"endTime":1588.6499999999999,"body":"occurring properly. You've got"},{"speaker":"Tony Simas","startTime":1588.6499999999999,"endTime":1592.01,"body":"to feed it a ton of context. A"},{"speaker":"Tony Simas","startTime":1588.6499999999999,"endTime":1592.01,"body":"lot of manufacturing is very"},{"speaker":"Tony Simas","startTime":1592.01,"endTime":1596.6299999999999,"body":"messy. They haven't, you know,"},{"speaker":"Tony Simas","startTime":1592.01,"endTime":1596.6299999999999,"body":"you could use AI maybe to clean"},{"speaker":"Tony Simas","startTime":1596.6299999999999,"endTime":1598.73,"body":"up the tags in your"},{"speaker":"Tony Simas","startTime":1596.6299999999999,"endTime":1598.73,"body":"manufacturing plant. I don't"},{"speaker":"Tony Simas","startTime":1598.73,"endTime":1601.33,"body":"think this is something that's"},{"speaker":"Tony Simas","startTime":1598.73,"endTime":1601.33,"body":"typically done, but, you know,"},{"speaker":"Tony Simas","startTime":1601.33,"endTime":1603.9099999999999,"body":"if you look across multiple"},{"speaker":"Tony Simas","startTime":1601.33,"endTime":1603.9099999999999,"body":"manufacturing plants, you're the"},{"speaker":"Tony Simas","startTime":1603.9099999999999,"endTime":1608.95,"body":"same one, a temperature sensor"},{"speaker":"Tony Simas","startTime":1603.9099999999999,"endTime":1608.95,"body":"might be labeled te 15, and then"},{"speaker":"Tony Simas","startTime":1609.01,"endTime":1613.45,"body":"a different temperature sensor,"},{"speaker":"Tony Simas","startTime":1609.01,"endTime":1613.45,"body":"whether it's the same equipment"},{"speaker":"Tony Simas","startTime":1613.45,"endTime":1619.83,"body":"or not, could be labeled C 15 or"},{"speaker":"Tony Simas","startTime":1613.45,"endTime":1619.83,"body":"C 20, like a totally different"},{"speaker":"Tony Simas","startTime":1619.83,"endTime":1624.1499999999999,"body":"naming nomenclature, and you"},{"speaker":"Tony Simas","startTime":1619.83,"endTime":1624.1499999999999,"body":"don't know what it is, so you've"},{"speaker":"Tony Simas","startTime":1624.1499999999999,"endTime":1628.05,"body":"just got messy data. And I think"},{"speaker":"Tony Simas","startTime":1624.1499999999999,"endTime":1628.05,"body":"the insight here is, how can you"},{"speaker":"Tony Simas","startTime":1628.05,"endTime":1632.55,"body":"leverage AI to clean your data,"},{"speaker":"Tony Simas","startTime":1628.05,"endTime":1632.55,"body":"and then how can you level set"},{"speaker":"Tony Simas","startTime":1632.55,"endTime":1635.25,"body":"expectations that you need to"},{"speaker":"Tony Simas","startTime":1632.55,"endTime":1635.25,"body":"collect data and see what's"},{"speaker":"Tony Simas","startTime":1635.25,"endTime":1639.77,"body":"actually going to break before"},{"speaker":"Tony Simas","startTime":1635.25,"endTime":1639.77,"body":"AI can start learning about it."},{"speaker":"Tony Simas","startTime":1640.25,"endTime":1644.3899999999999,"body":"You know, if you have an"},{"speaker":"Tony Simas","startTime":1640.25,"endTime":1644.3899999999999,"body":"aircraft engine and it's about"},{"speaker":"Tony Simas","startTime":1644.3899999999999,"endTime":1648.6499999999999,"body":"to fail, there's probably"},{"speaker":"Tony Simas","startTime":1644.3899999999999,"endTime":1648.6499999999999,"body":"multitude of ways that an engine"},{"speaker":"Tony Simas","startTime":1648.6499999999999,"endTime":1652.97,"body":"would fail, and AI is just going"},{"speaker":"Tony Simas","startTime":1648.6499999999999,"endTime":1652.97,"body":"to guess that"},{"speaker":"Aaron Moncur","startTime":1653.45,"endTime":1655.79,"body":"first step is"},{"speaker":"Aaron Moncur","startTime":1653.45,"endTime":1655.79,"body":"cleaning up your data. Yes,"},{"speaker":"Tony Simas","startTime":1655.85,"endTime":1660.07,"body":"clean it, track it,"},{"speaker":"Tony Simas","startTime":1655.85,"endTime":1660.07,"body":"feed it. So you've lived"},{"speaker":"Aaron Moncur","startTime":1660.07,"endTime":1663.01,"body":"in a variety of"},{"speaker":"Aaron Moncur","startTime":1660.07,"endTime":1663.01,"body":"different places globally, and"},{"speaker":"Aaron Moncur","startTime":1663.01,"endTime":1665.53,"body":"have had experiences with a lot"},{"speaker":"Aaron Moncur","startTime":1663.01,"endTime":1665.53,"body":"of different cultures. I'm"},{"speaker":"Aaron Moncur","startTime":1665.53,"endTime":1669.31,"body":"curious, have there been any"},{"speaker":"Aaron Moncur","startTime":1665.53,"endTime":1669.31,"body":"stories or experiences that you"},{"speaker":"Aaron Moncur","startTime":1669.31,"endTime":1673.33,"body":"can share where you experienced"},{"speaker":"Aaron Moncur","startTime":1669.31,"endTime":1673.33,"body":"something that was very culture"},{"speaker":"Aaron Moncur","startTime":1673.33,"endTime":1677.23,"body":"specific and it affected the way"},{"speaker":"Aaron Moncur","startTime":1673.33,"endTime":1677.23,"body":"that you worked with that"},{"speaker":"Aaron Moncur","startTime":1677.23,"endTime":1679.23,"body":"organization? Oh, okay,"},{"speaker":"Tony Simas","startTime":1681.21,"endTime":1685.95,"body":"yes, you know, I"},{"speaker":"Tony Simas","startTime":1681.21,"endTime":1685.95,"body":"I've lived in I lived in Japan"},{"speaker":"Tony Simas","startTime":1685.95,"endTime":1689.97,"body":"for a couple of years when I was"},{"speaker":"Tony Simas","startTime":1685.95,"endTime":1689.97,"body":"growing up. And I've been in in"},{"speaker":"Tony Simas","startTime":1689.97,"endTime":1693.3899999999999,"body":"a lot of countries all over the"},{"speaker":"Tony Simas","startTime":1689.97,"endTime":1693.3899999999999,"body":"world. I lived in 11 different"},{"speaker":"Tony Simas","startTime":1693.45,"endTime":1696.57,"body":"places from places, but I think"},{"speaker":"Tony Simas","startTime":1693.45,"endTime":1696.57,"body":"my biggest culture shock is"},{"speaker":"Tony Simas","startTime":1696.57,"endTime":1701.69,"body":"moving from New York to"},{"speaker":"Tony Simas","startTime":1696.57,"endTime":1701.69,"body":"Minneapolis, Minnesota, and"},{"speaker":"Tony Simas","startTime":1702.8899999999999,"endTime":1708.35,"body":"there the way that people are"},{"speaker":"Tony Simas","startTime":1702.8899999999999,"endTime":1708.35,"body":"very direct in New York and then"},{"speaker":"Tony Simas","startTime":1708.47,"endTime":1712.97,"body":"passive in Minneapolis. So I"},{"speaker":"Tony Simas","startTime":1708.47,"endTime":1712.97,"body":"really needed to learn how to"},{"speaker":"Tony Simas","startTime":1713.1499999999999,"endTime":1719.95,"body":"how to be quiet, listen and"},{"speaker":"Tony Simas","startTime":1713.1499999999999,"endTime":1719.95,"body":"figure out how to ask questions"},{"speaker":"Tony Simas","startTime":1719.95,"endTime":1725.29,"body":"better to get to an outcome that"},{"speaker":"Tony Simas","startTime":1719.95,"endTime":1725.29,"body":"I was looking for, where in New"},{"speaker":"Tony Simas","startTime":1725.29,"endTime":1729.97,"body":"York, I would just go to"},{"speaker":"Tony Simas","startTime":1725.29,"endTime":1729.97,"body":"leadership and say, x, y, z is"},{"speaker":"Tony Simas","startTime":1729.97,"endTime":1734.59,"body":"wrong. In certain cultures, you"},{"speaker":"Tony Simas","startTime":1729.97,"endTime":1734.59,"body":"just can't, you just can't say"},{"speaker":"Tony Simas","startTime":1734.59,"endTime":1740.1299999999999,"body":"that. You can't do it. I was"},{"speaker":"Tony Simas","startTime":1734.59,"endTime":1740.1299999999999,"body":"surprised. Yeah, so Minnesota, I"},{"speaker":"Tony Simas","startTime":1740.1299999999999,"endTime":1743.6699999999998,"body":"think the learning too, is"},{"speaker":"Tony Simas","startTime":1740.1299999999999,"endTime":1743.6699999999998,"body":"whenever I go into a new"},{"speaker":"Tony Simas","startTime":1743.6699999999998,"endTime":1746.97,"body":"culture, I really try to read"},{"speaker":"Tony Simas","startTime":1743.6699999999998,"endTime":1746.97,"body":"about the business practices."},{"speaker":"Tony Simas","startTime":1746.97,"endTime":1750.33,"body":"You can get little books. When"},{"speaker":"Tony Simas","startTime":1746.97,"endTime":1750.33,"body":"we moved to Japan, my dad had"},{"speaker":"Tony Simas","startTime":1750.33,"endTime":1753.9299999999998,"body":"little little books where you"},{"speaker":"Tony Simas","startTime":1750.33,"endTime":1753.9299999999998,"body":"could read up on it. Now there's"},{"speaker":"Tony Simas","startTime":1753.9299999999998,"endTime":1758.4299999999998,"body":"also on YouTube. There's a"},{"speaker":"Tony Simas","startTime":1753.9299999999998,"endTime":1758.4299999999998,"body":"really cool guy that's English,"},{"speaker":"Tony Simas","startTime":1758.4299999999998,"endTime":1762.1699999999998,"body":"but he lives in Germany, and he"},{"speaker":"Tony Simas","startTime":1758.4299999999998,"endTime":1762.1699999999998,"body":"says, you know, in, you know, in"},{"speaker":"Tony Simas","startTime":1762.1699999999998,"endTime":1768.11,"body":"Germany, we say this, yeah, this"},{"speaker":"Tony Simas","startTime":1762.1699999999998,"endTime":1768.11,"body":"way, and that, that's super"},{"speaker":"Tony Simas","startTime":1768.11,"endTime":1772.25,"body":"insightful. And although it's,"},{"speaker":"Tony Simas","startTime":1768.11,"endTime":1772.25,"body":"it's humorous, it's, you know,"},{"speaker":"Tony Simas","startTime":1772.25,"endTime":1775.55,"body":"it's important to know, if you"},{"speaker":"Tony Simas","startTime":1772.25,"endTime":1775.55,"body":"ask it, if you ask some people,"},{"speaker":"Tony Simas","startTime":1775.61,"endTime":1778.6699999999998,"body":"how are you doing it? In"},{"speaker":"Tony Simas","startTime":1775.61,"endTime":1778.6699999999998,"body":"America, that's like saying"},{"speaker":"Tony Simas","startTime":1778.6699999999998,"endTime":1782.11,"body":"hello. But in other places, you"},{"speaker":"Tony Simas","startTime":1778.6699999999998,"endTime":1782.11,"body":"say, how are you doing? That's a"},{"speaker":"Tony Simas","startTime":1782.1699999999998,"endTime":1785.53,"body":"That's a deep question they want"},{"speaker":"Tony Simas","startTime":1782.1699999999998,"endTime":1785.53,"body":"to share. So you got to be ready"},{"speaker":"Tony Simas","startTime":1785.53,"endTime":1786.01,"body":"for that."},{"speaker":"Aaron Moncur","startTime":1786.07,"endTime":1787.9299999999998,"body":"I never know how"},{"speaker":"Aaron Moncur","startTime":1786.07,"endTime":1787.9299999999998,"body":"to answer that question. How are"},{"speaker":"Aaron Moncur","startTime":1787.9299999999998,"endTime":1791.05,"body":"you doing? Do you really want to"},{"speaker":"Aaron Moncur","startTime":1787.9299999999998,"endTime":1791.05,"body":"know how I'm doing? Or are we"},{"speaker":"Aaron Moncur","startTime":1791.05,"endTime":1794.59,"body":"just saying, I'm fine? How about"},{"speaker":"Aaron Moncur","startTime":1791.05,"endTime":1794.59,"body":"you? I'm fine. Okay, it kind of"},{"speaker":"Aaron Moncur","startTime":1794.59,"endTime":1798.61,"body":"bugs me, actually, you know,"},{"speaker":"Aaron Moncur","startTime":1794.59,"endTime":1798.61,"body":"like it seems, let's either ask"},{"speaker":"Aaron Moncur","startTime":1798.61,"endTime":1802.23,"body":"it and really give deep and"},{"speaker":"Aaron Moncur","startTime":1798.61,"endTime":1802.23,"body":"meaningful answers, or just do"},{"speaker":"Aaron Moncur","startTime":1802.23,"endTime":1804.6299999999999,"body":"away with it at all. But it's"},{"speaker":"Aaron Moncur","startTime":1802.23,"endTime":1804.6299999999999,"body":"like, it's part of the culture,"},{"speaker":"Aaron Moncur","startTime":1804.6299999999999,"endTime":1807.87,"body":"right? How you doing good? How"},{"speaker":"Aaron Moncur","startTime":1804.6299999999999,"endTime":1807.87,"body":"you doing good? Okay, now we can"},{"speaker":"Aaron Moncur","startTime":1807.87,"endTime":1810.45,"body":"actually have a conversation"},{"speaker":"Aaron Moncur","startTime":1807.87,"endTime":1810.45,"body":"about whatever we're trying to"},{"speaker":"Aaron Moncur","startTime":1810.45,"endTime":1812.37,"body":"talk about anyway. Pet peeve of"},{"speaker":"Aaron Moncur","startTime":1810.45,"endTime":1812.37,"body":"mine,"},{"speaker":"Tony Simas","startTime":1813.3899999999999,"endTime":1815.61,"body":"I think, I think you"},{"speaker":"Tony Simas","startTime":1813.3899999999999,"endTime":1815.61,"body":"should, I think you should just"},{"speaker":"Tony Simas","startTime":1815.61,"endTime":1819.29,"body":"jump in and go for it. Building"},{"speaker":"Tony Simas","startTime":1815.61,"endTime":1819.29,"body":"rapport is so important. And if"},{"speaker":"Tony Simas","startTime":1819.71,"endTime":1824.1499999999999,"body":"somebody asks you, just honestly"},{"speaker":"Tony Simas","startTime":1819.71,"endTime":1824.1499999999999,"body":"tell them, like, yeah, you know,"},{"speaker":"Tony Simas","startTime":1824.75,"endTime":1828.35,"body":"you can leave out the stuff"},{"speaker":"Tony Simas","startTime":1824.75,"endTime":1828.35,"body":"that's very super personal, but,"},{"speaker":"Tony Simas","startTime":1828.71,"endTime":1833.87,"body":"you know, tell them and and ask"},{"speaker":"Tony Simas","startTime":1828.71,"endTime":1833.87,"body":"them and that that builds trust"},{"speaker":"Tony Simas","startTime":1833.87,"endTime":1837.47,"body":"and it helps people open up,"},{"speaker":"Tony Simas","startTime":1833.87,"endTime":1837.47,"body":"especially if you're going to"},{"speaker":"Tony Simas","startTime":1837.47,"endTime":1840.85,"body":"have a business conversation."},{"speaker":"Tony Simas","startTime":1837.47,"endTime":1840.85,"body":"If. People feel like you know,"},{"speaker":"Tony Simas","startTime":1841.3899999999999,"endTime":1844.45,"body":"know them and are and appreciate"},{"speaker":"Tony Simas","startTime":1841.3899999999999,"endTime":1844.45,"body":"what they're going through,"},{"speaker":"Tony Simas","startTime":1844.81,"endTime":1846.07,"body":"they'll share much more."},{"speaker":"Aaron Moncur","startTime":1846.6699999999998,"endTime":1848.59,"body":"I think a lot of"},{"speaker":"Aaron Moncur","startTime":1846.6699999999998,"endTime":1848.59,"body":"that comes down to like"},{"speaker":"Aaron Moncur","startTime":1848.59,"endTime":1853.75,"body":"situational awareness and just"},{"speaker":"Aaron Moncur","startTime":1848.59,"endTime":1853.75,"body":"being aware of the context in"},{"speaker":"Aaron Moncur","startTime":1853.75,"endTime":1857.47,"body":"different situations. When you"},{"speaker":"Aaron Moncur","startTime":1853.75,"endTime":1857.47,"body":"moved from New York to"},{"speaker":"Aaron Moncur","startTime":1857.47,"endTime":1861.27,"body":"Minneapolis, were you"},{"speaker":"Aaron Moncur","startTime":1857.47,"endTime":1861.27,"body":"intrinsically just aware very"},{"speaker":"Aaron Moncur","startTime":1861.27,"endTime":1863.6699999999998,"body":"quickly that the culture was"},{"speaker":"Aaron Moncur","startTime":1861.27,"endTime":1863.6699999999998,"body":"different there and you had to"},{"speaker":"Aaron Moncur","startTime":1863.6699999999998,"endTime":1866.79,"body":"take different approaches, or at"},{"speaker":"Aaron Moncur","startTime":1863.6699999999998,"endTime":1866.79,"body":"some point, did someone pull you"},{"speaker":"Aaron Moncur","startTime":1866.79,"endTime":1869.25,"body":"aside and was like, hey, hey,"},{"speaker":"Aaron Moncur","startTime":1866.79,"endTime":1869.25,"body":"Tony. You know, you're kind of"},{"speaker":"Aaron Moncur","startTime":1869.25,"endTime":1872.1299999999999,"body":"abrupt and direct. You need to"},{"speaker":"Aaron Moncur","startTime":1869.25,"endTime":1872.1299999999999,"body":"tone it down. Things are"},{"speaker":"Aaron Moncur","startTime":1872.1299999999999,"endTime":1873.69,"body":"different here. I'm just"},{"speaker":"Aaron Moncur","startTime":1872.1299999999999,"endTime":1873.69,"body":"curious."},{"speaker":"Tony Simas","startTime":1874.11,"endTime":1876.45,"body":"Oh, yeah, totally"},{"speaker":"Tony Simas","startTime":1874.11,"endTime":1876.45,"body":"was pulled over to the side. I"},{"speaker":"Tony Simas","startTime":1876.45,"endTime":1880.4299999999998,"body":"didn't, I didn't think to read a"},{"speaker":"Tony Simas","startTime":1876.45,"endTime":1880.4299999999998,"body":"booklet about going to"},{"speaker":"Tony Simas","startTime":1880.4299999999998,"endTime":1881.51,"body":"Minneapolis, yeah,"},{"speaker":"Aaron Moncur","startTime":1881.51,"endTime":1884.21,"body":"right. It seems"},{"speaker":"Aaron Moncur","startTime":1881.51,"endTime":1884.21,"body":"like the same place, right? I"},{"speaker":"Aaron Moncur","startTime":1884.21,"endTime":1886.79,"body":"mean, we're both in the US,"},{"speaker":"Aaron Moncur","startTime":1884.21,"endTime":1886.79,"body":"yeah,"},{"speaker":"Tony Simas","startTime":1887.03,"endTime":1889.79,"body":"it sent me back. It"},{"speaker":"Tony Simas","startTime":1887.03,"endTime":1889.79,"body":"sent me back at least a year"},{"speaker":"Tony Simas","startTime":1889.79,"endTime":1893.1499999999999,"body":"because, you know, folks were"},{"speaker":"Tony Simas","startTime":1889.79,"endTime":1893.1499999999999,"body":"uncomfortable talking to me"},{"speaker":"Tony Simas","startTime":1893.1499999999999,"endTime":1897.59,"body":"because I would tell it"},{"speaker":"Tony Simas","startTime":1893.1499999999999,"endTime":1897.59,"body":"straight, and it might not be"},{"speaker":"Tony Simas","startTime":1897.59,"endTime":1900.31,"body":"right, or it would be right, but"},{"speaker":"Tony Simas","startTime":1897.59,"endTime":1900.31,"body":"it didn't matter, because you're"},{"speaker":"Tony Simas","startTime":1900.31,"endTime":1904.1499999999999,"body":"just abrasive, right? Nobody"},{"speaker":"Tony Simas","startTime":1900.31,"endTime":1904.1499999999999,"body":"likes somebody who's abrasive in"},{"speaker":"Tony Simas","startTime":1904.1499999999999,"endTime":1904.51,"body":"general."},{"speaker":"Aaron Moncur","startTime":1904.57,"endTime":1907.21,"body":"That is"},{"speaker":"Aaron Moncur","startTime":1904.57,"endTime":1907.21,"body":"fascinating. I mean, set you"},{"speaker":"Aaron Moncur","startTime":1907.21,"endTime":1911.4099999999999,"body":"back a year we talk. Sometimes"},{"speaker":"Aaron Moncur","startTime":1907.21,"endTime":1911.4099999999999,"body":"we have this volunteer program,"},{"speaker":"Aaron Moncur","startTime":1911.4099999999999,"endTime":1915.19,"body":"CAD club. And one of the things"},{"speaker":"Aaron Moncur","startTime":1911.4099999999999,"endTime":1915.19,"body":"that we tell these young"},{"speaker":"Aaron Moncur","startTime":1915.19,"endTime":1918.19,"body":"students, middle school and high"},{"speaker":"Aaron Moncur","startTime":1915.19,"endTime":1918.19,"body":"school age students that come"},{"speaker":"Aaron Moncur","startTime":1918.19,"endTime":1922.11,"body":"into our office and learn to use"},{"speaker":"Aaron Moncur","startTime":1918.19,"endTime":1922.11,"body":"CAD among other things. The"},{"speaker":"Aaron Moncur","startTime":1922.11,"endTime":1927.87,"body":"first class we go over soft"},{"speaker":"Aaron Moncur","startTime":1922.11,"endTime":1927.87,"body":"skills and how you know you"},{"speaker":"Aaron Moncur","startTime":1927.87,"endTime":1930.99,"body":"might have the best technical"},{"speaker":"Aaron Moncur","startTime":1927.87,"endTime":1930.99,"body":"skills in the world, but if your"},{"speaker":"Aaron Moncur","startTime":1930.99,"endTime":1933.21,"body":"soft skills aren't good, if you"},{"speaker":"Aaron Moncur","startTime":1930.99,"endTime":1933.21,"body":"don't know how to read a room,"},{"speaker":"Aaron Moncur","startTime":1933.21,"endTime":1935.4299999999998,"body":"if you don't know how to"},{"speaker":"Aaron Moncur","startTime":1933.21,"endTime":1935.4299999999998,"body":"communicate with people, there's"},{"speaker":"Aaron Moncur","startTime":1935.4299999999998,"endTime":1938.79,"body":"only so far you can go, whereas"},{"speaker":"Aaron Moncur","startTime":1935.4299999999998,"endTime":1938.79,"body":"if your technical skills are"},{"speaker":"Aaron Moncur","startTime":1938.9099999999999,"endTime":1941.3899999999999,"body":"pretty good, you know, good"},{"speaker":"Aaron Moncur","startTime":1938.9099999999999,"endTime":1941.3899999999999,"body":"enough, but you have really good"},{"speaker":"Aaron Moncur","startTime":1941.3899999999999,"endTime":1944.33,"body":"people skills. There's almost no"},{"speaker":"Aaron Moncur","startTime":1941.3899999999999,"endTime":1944.33,"body":"limit to how far you can go. And"},{"speaker":"Aaron Moncur","startTime":1944.33,"endTime":1949.73,"body":"that that right, there is such a"},{"speaker":"Aaron Moncur","startTime":1944.33,"endTime":1949.73,"body":"a tangible example of of what we"},{"speaker":"Aaron Moncur","startTime":1949.73,"endTime":1953.03,"body":"talk about, just knowing how to"},{"speaker":"Aaron Moncur","startTime":1949.73,"endTime":1953.03,"body":"talk to people. Absolutely, I'm"},{"speaker":"Aaron Moncur","startTime":1953.03,"endTime":1955.6699999999998,"body":"going to use that in CAD club,"},{"speaker":"Aaron Moncur","startTime":1953.03,"endTime":1955.6699999999998,"body":"if you don't mind. I'm going to"},{"speaker":"Aaron Moncur","startTime":1955.6699999999998,"endTime":1957.95,"body":"take that example and share it"},{"speaker":"Aaron Moncur","startTime":1955.6699999999998,"endTime":1957.95,"body":"with them as a real world"},{"speaker":"Aaron Moncur","startTime":1958.19,"endTime":1959.6499999999999,"body":"example. I won't use your name,"},{"speaker":"Tony Simas","startTime":1960.37,"endTime":1964.09,"body":"that's okay. I mean"},{"speaker":"Tony Simas","startTime":1960.37,"endTime":1964.09,"body":"it really the great thing that"},{"speaker":"Tony Simas","startTime":1964.09,"endTime":1968.23,"body":"came out of it is a huge"},{"speaker":"Tony Simas","startTime":1964.09,"endTime":1968.23,"body":"different level of emotional"},{"speaker":"Tony Simas","startTime":1968.23,"endTime":1972.19,"body":"intelligence and empathy."},{"speaker":"Tony Simas","startTime":1968.23,"endTime":1972.19,"body":"Empathy really comes from that."},{"speaker":"Tony Simas","startTime":1972.31,"endTime":1972.79,"body":"Yeah,"},{"speaker":"Aaron Moncur","startTime":1974.05,"endTime":1976.1499999999999,"body":"all right, one"},{"speaker":"Aaron Moncur","startTime":1974.05,"endTime":1976.1499999999999,"body":"more question, and we'll wrap"},{"speaker":"Aaron Moncur","startTime":1976.1499999999999,"endTime":1979.77,"body":"things up here. What advice"},{"speaker":"Aaron Moncur","startTime":1976.1499999999999,"endTime":1979.77,"body":"would you give to younger"},{"speaker":"Aaron Moncur","startTime":1980.1299999999999,"endTime":1985.29,"body":"engineers, leaders, folks in"},{"speaker":"Aaron Moncur","startTime":1980.1299999999999,"endTime":1985.29,"body":"STEM who are in you know, who"},{"speaker":"Aaron Moncur","startTime":1985.29,"endTime":1989.79,"body":"are going down that path of"},{"speaker":"Aaron Moncur","startTime":1985.29,"endTime":1989.79,"body":"engineering, r, d, stem"},{"speaker":"Aaron Moncur","startTime":1989.79,"endTime":1991.95,"body":"technology, those areas,"},{"speaker":"Tony Simas","startTime":1992.53,"endTime":1995.62,"body":"oh, be open,"},{"speaker":"Tony Simas","startTime":1992.53,"endTime":1995.62,"body":"emotionally intelligent like you"},{"speaker":"Tony Simas","startTime":1995.62,"endTime":2001.1699999999998,"body":"mentioned. Learn how how to"},{"speaker":"Tony Simas","startTime":1995.62,"endTime":2001.1699999999998,"body":"communicate and get a mentor and"},{"speaker":"Tony Simas","startTime":2001.1699999999998,"endTime":2005.8799999999999,"body":"a supporter at your company and"},{"speaker":"Tony Simas","startTime":2001.1699999999998,"endTime":2005.8799999999999,"body":"and just ask as many questions"},{"speaker":"Tony Simas","startTime":2005.8799999999999,"endTime":2009.8999999999999,"body":"as possible. People love to ask"},{"speaker":"Tony Simas","startTime":2005.8799999999999,"endTime":2009.8999999999999,"body":"questions. Ask them for advice."},{"speaker":"Tony Simas","startTime":2009.8999999999999,"endTime":2014.19,"body":"They'd love to give advice. And"},{"speaker":"Tony Simas","startTime":2009.8999999999999,"endTime":2014.19,"body":"you'll learn. You'll learn so"},{"speaker":"Tony Simas","startTime":2014.19,"endTime":2015.54,"body":"much that way."},{"speaker":"Aaron Moncur","startTime":2015.78,"endTime":2018.03,"body":"Terrific,"},{"speaker":"Aaron Moncur","startTime":2015.78,"endTime":2018.03,"body":"Terrific. Tony. Thank you so"},{"speaker":"Aaron Moncur","startTime":2018.03,"endTime":2020.9099999999999,"body":"much for being on the show"},{"speaker":"Aaron Moncur","startTime":2018.03,"endTime":2020.9099999999999,"body":"today, I sure appreciate it."},{"speaker":"Tony Simas","startTime":2021.03,"endTime":2022.02,"body":"Thank you for having"},{"speaker":"Tony Simas","startTime":2021.03,"endTime":2022.02,"body":"me."},{"speaker":"Aaron Moncur","startTime":2023.55,"endTime":2027.09,"body":"I'm Aaron Moncur,"},{"speaker":"Aaron Moncur","startTime":2023.55,"endTime":2027.09,"body":"founder of pipeline design and"},{"speaker":"Aaron Moncur","startTime":2027.09,"endTime":2029.94,"body":"engineering. If you liked what"},{"speaker":"Aaron Moncur","startTime":2027.09,"endTime":2029.94,"body":"you heard today, please share"},{"speaker":"Aaron Moncur","startTime":2029.94,"endTime":2033.33,"body":"the episode to learn how your"},{"speaker":"Aaron Moncur","startTime":2029.94,"endTime":2033.33,"body":"team can leverage our team's"},{"speaker":"Aaron Moncur","startTime":2033.36,"endTime":2036.84,"body":"expertise developing advanced"},{"speaker":"Aaron Moncur","startTime":2033.36,"endTime":2036.84,"body":"manufacturing processes,"},{"speaker":"Aaron Moncur","startTime":2036.99,"endTime":2040.6499999999999,"body":"automated machines and custom"},{"speaker":"Aaron Moncur","startTime":2036.99,"endTime":2040.6499999999999,"body":"fixtures, complemented with"},{"speaker":"Aaron Moncur","startTime":2040.6499999999999,"endTime":2047.07,"body":"product design and R D services."},{"speaker":"Aaron Moncur","startTime":2040.6499999999999,"endTime":2047.07,"body":"Visit us at Team pipeline.us. To"},{"speaker":"Aaron Moncur","startTime":2047.07,"endTime":2050.82,"body":"join a vibrant community of"},{"speaker":"Aaron Moncur","startTime":2047.07,"endTime":2050.82,"body":"engineers online. Visit the"},{"speaker":"Aaron Moncur","startTime":2050.82,"endTime":2059.19,"body":"wave. Dot, engineer, thank you"},{"speaker":"Aaron Moncur","startTime":2050.82,"endTime":2059.19,"body":"for listening. You."}]}