{"version":"1.0.0","segments":[{"speaker":"Clint Biggs","startTime":0.69,"endTime":2.34,"body":"You know, you"},{"speaker":"Clint Biggs","startTime":0.69,"endTime":2.34,"body":"remember the old school, you"},{"speaker":"Clint Biggs","startTime":2.34,"endTime":5.88,"body":"know, calculator watches. You"},{"speaker":"Clint Biggs","startTime":2.34,"endTime":5.88,"body":"know, you could buy those things"},{"speaker":"Clint Biggs","startTime":5.88,"endTime":9.09,"body":"for, you know, 10 bucks. And"},{"speaker":"Clint Biggs","startTime":5.88,"endTime":9.09,"body":"then you contrast that with"},{"speaker":"Clint Biggs","startTime":9.09,"endTime":11.94,"body":"something like a Rolex, that all"},{"speaker":"Clint Biggs","startTime":9.09,"endTime":11.94,"body":"it does is tell time, where's"},{"speaker":"Clint Biggs","startTime":11.94,"endTime":14.46,"body":"the value, the values in"},{"speaker":"Clint Biggs","startTime":11.94,"endTime":14.46,"body":"whatever the consumer is"},{"speaker":"Clint Biggs","startTime":14.46,"endTime":17.13,"body":"ultimately choosing. So again,"},{"speaker":"Clint Biggs","startTime":14.46,"endTime":17.13,"body":"that's, that's the world that"},{"speaker":"Clint Biggs","startTime":17.13,"endTime":18.09,"body":"the salesperson is in."},{"speaker":"Aaron Moncur","startTime":32.24,"endTime":35.0,"body":"Hello and welcome"},{"speaker":"Aaron Moncur","startTime":32.24,"endTime":35.0,"body":"to the being an engineer podcast"},{"speaker":"Aaron Moncur","startTime":35.06,"endTime":38.24,"body":"today, we have the pleasure of"},{"speaker":"Aaron Moncur","startTime":35.06,"endTime":38.24,"body":"speaking with Clint Biggs,"},{"speaker":"Aaron Moncur","startTime":38.72,"endTime":43.12,"body":"Senior Vice President of Sales"},{"speaker":"Aaron Moncur","startTime":38.72,"endTime":43.12,"body":"and Marketing at tester act with"},{"speaker":"Aaron Moncur","startTime":43.12,"endTime":46.3,"body":"over three decades of experience"},{"speaker":"Aaron Moncur","startTime":43.12,"endTime":46.3,"body":"in sales leadership and a proven"},{"speaker":"Aaron Moncur","startTime":46.3,"endTime":50.5,"body":"track record in driving growth"},{"speaker":"Aaron Moncur","startTime":46.3,"endTime":50.5,"body":"and innovation, Clint has been"},{"speaker":"Aaron Moncur","startTime":50.56,"endTime":53.5,"body":"instrumental in shaping"},{"speaker":"Aaron Moncur","startTime":50.56,"endTime":53.5,"body":"strategies that bridge the gap"},{"speaker":"Aaron Moncur","startTime":53.5,"endTime":58.48,"body":"between engineering solutions"},{"speaker":"Aaron Moncur","startTime":53.5,"endTime":58.48,"body":"and market needs. Clint, thank"},{"speaker":"Aaron Moncur","startTime":58.48,"endTime":61.74,"body":"you so much for joining us"},{"speaker":"Aaron Moncur","startTime":58.48,"endTime":61.74,"body":"today. Absolutely."},{"speaker":"Clint Biggs","startTime":62.28,"endTime":64.74,"body":"It is great to be"},{"speaker":"Clint Biggs","startTime":62.28,"endTime":64.74,"body":"here with you, and I appreciate"},{"speaker":"Clint Biggs","startTime":64.74,"endTime":65.34,"body":"the discussion."},{"speaker":"Aaron Moncur","startTime":66.24,"endTime":68.22,"body":"All right, maybe"},{"speaker":"Aaron Moncur","startTime":66.24,"endTime":68.22,"body":"you can tell us just a little"},{"speaker":"Aaron Moncur","startTime":68.22,"endTime":72.06,"body":"bit about your background and"},{"speaker":"Aaron Moncur","startTime":68.22,"endTime":72.06,"body":"some of the companies that"},{"speaker":"Aaron Moncur","startTime":72.12,"endTime":72.9,"body":"you've worked for."},{"speaker":"Clint Biggs","startTime":73.26,"endTime":76.86,"body":"Yeah, absolutely,"},{"speaker":"Clint Biggs","startTime":73.26,"endTime":76.86,"body":"so. But yeah, by way of"},{"speaker":"Clint Biggs","startTime":76.86,"endTime":80.6,"body":"introduction, I have spent"},{"speaker":"Clint Biggs","startTime":76.86,"endTime":80.6,"body":"really the entirety of my career"},{"speaker":"Clint Biggs","startTime":80.6,"endTime":88.04,"body":"in the test engineering space. I"},{"speaker":"Clint Biggs","startTime":80.6,"endTime":88.04,"body":"initially, coming out of school,"},{"speaker":"Clint Biggs","startTime":88.04,"endTime":92.3,"body":"really wanted to focus on"},{"speaker":"Clint Biggs","startTime":88.04,"endTime":92.3,"body":"electronic design, computer"},{"speaker":"Clint Biggs","startTime":92.3,"endTime":95.18,"body":"development, things of that"},{"speaker":"Clint Biggs","startTime":92.3,"endTime":95.18,"body":"nature. And really kind of found"},{"speaker":"Clint Biggs","startTime":95.18,"endTime":99.32,"body":"myself by circumstance, in a"},{"speaker":"Clint Biggs","startTime":95.18,"endTime":99.32,"body":"role with National Instruments"},{"speaker":"Clint Biggs","startTime":99.74,"endTime":107.5,"body":"way back in 1992 spent 20,"},{"speaker":"Clint Biggs","startTime":99.74,"endTime":107.5,"body":"almost 24 years of my career at"},{"speaker":"Clint Biggs","startTime":107.5,"endTime":111.4,"body":"NI in a variety of roles. A lot"},{"speaker":"Clint Biggs","startTime":107.5,"endTime":111.4,"body":"of that in around sales, sales"},{"speaker":"Clint Biggs","startTime":111.46,"endTime":117.22,"body":"development, applications"},{"speaker":"Clint Biggs","startTime":111.46,"endTime":117.22,"body":"engineering series, a variety of"},{"speaker":"Clint Biggs","startTime":117.22,"endTime":120.72,"body":"roles in that regard. And really"},{"speaker":"Clint Biggs","startTime":117.22,"endTime":120.72,"body":"kind of fell in love with the"},{"speaker":"Clint Biggs","startTime":120.72,"endTime":124.08,"body":"idea of test engineering, and"},{"speaker":"Clint Biggs","startTime":120.72,"endTime":124.08,"body":"ultimately what that means."},{"speaker":"Clint Biggs","startTime":124.5,"endTime":128.52,"body":"Following my time at at National"},{"speaker":"Clint Biggs","startTime":124.5,"endTime":128.52,"body":"Instruments, I went out on my"},{"speaker":"Clint Biggs","startTime":128.52,"endTime":135.6,"body":"own, and rather than focusing on"},{"speaker":"Clint Biggs","startTime":128.52,"endTime":135.6,"body":"individual product resale or"},{"speaker":"Clint Biggs","startTime":135.6,"endTime":138.06,"body":"product sales as then I was"},{"speaker":"Clint Biggs","startTime":135.6,"endTime":138.06,"body":"doing, I focused more on"},{"speaker":"Clint Biggs","startTime":138.06,"endTime":142.88,"body":"solution development. My company"},{"speaker":"Clint Biggs","startTime":138.06,"endTime":142.88,"body":"was solubit, headquartered out"},{"speaker":"Clint Biggs","startTime":142.88,"endTime":147.5,"body":"of Colorado Springs, and enjoyed"},{"speaker":"Clint Biggs","startTime":142.88,"endTime":147.5,"body":"that for another eight or nine"},{"speaker":"Clint Biggs","startTime":147.5,"endTime":150.38,"body":"years before merging our"},{"speaker":"Clint Biggs","startTime":147.5,"endTime":150.38,"body":"operations in with Tesseract,"},{"speaker":"Clint Biggs","startTime":150.8,"endTime":154.52,"body":"and enjoyed that for the last"},{"speaker":"Clint Biggs","startTime":150.8,"endTime":154.52,"body":"two years. Oh,"},{"speaker":"Aaron Moncur","startTime":154.52,"endTime":156.74,"body":"interesting. I"},{"speaker":"Aaron Moncur","startTime":154.52,"endTime":156.74,"body":"didn't realize that so you were"},{"speaker":"Aaron Moncur","startTime":156.74,"endTime":159.68,"body":"acquired by tester act. It"},{"speaker":"Aaron Moncur","startTime":156.74,"endTime":159.68,"body":"sounds like that's correct."},{"speaker":"Aaron Moncur","startTime":159.8,"endTime":166.72,"body":"Okay, very cool. When you say"},{"speaker":"Aaron Moncur","startTime":159.8,"endTime":166.72,"body":"Test, test engineering, what"},{"speaker":"Aaron Moncur","startTime":166.72,"endTime":169.72,"body":"kind of testing are you"},{"speaker":"Aaron Moncur","startTime":166.72,"endTime":169.72,"body":"referring to? Typically, we do a"},{"speaker":"Aaron Moncur","startTime":169.72,"endTime":173.32,"body":"lot of testing, and it's always,"},{"speaker":"Aaron Moncur","startTime":169.72,"endTime":173.32,"body":"almost always mechanical"},{"speaker":"Aaron Moncur","startTime":173.32,"endTime":176.98,"body":"testing. You know, how much"},{"speaker":"Aaron Moncur","startTime":173.32,"endTime":176.98,"body":"force does it require to move"},{"speaker":"Aaron Moncur","startTime":176.98,"endTime":180.72,"body":"this lever, that sort of thing."},{"speaker":"Aaron Moncur","startTime":176.98,"endTime":180.72,"body":"What kind of tests are you most"},{"speaker":"Aaron Moncur","startTime":180.78,"endTime":184.14,"body":"familiar and comfortable with I"},{"speaker":"Aaron Moncur","startTime":180.78,"endTime":184.14,"body":"love that question."},{"speaker":"Clint Biggs","startTime":185.22,"endTime":187.62,"body":"The kinds of tests"},{"speaker":"Clint Biggs","startTime":185.22,"endTime":187.62,"body":"that we do are really all of the"},{"speaker":"Clint Biggs","startTime":187.62,"endTime":191.22,"body":"above. And it's electrical test,"},{"speaker":"Clint Biggs","startTime":187.62,"endTime":191.22,"body":"it's electrical, mechanical"},{"speaker":"Clint Biggs","startTime":191.22,"endTime":195.9,"body":"test, it's simulation. In some"},{"speaker":"Clint Biggs","startTime":191.22,"endTime":195.9,"body":"cases, it's really the whole"},{"speaker":"Clint Biggs","startTime":195.9,"endTime":200.9,"body":"gambit. It's a beautiful and"},{"speaker":"Clint Biggs","startTime":195.9,"endTime":200.9,"body":"this is part of why I've enjoyed"},{"speaker":"Clint Biggs","startTime":200.9,"endTime":203.78,"body":"my career. I think in test"},{"speaker":"Clint Biggs","startTime":200.9,"endTime":203.78,"body":"engineering, we're not focused"},{"speaker":"Clint Biggs","startTime":203.78,"endTime":207.92,"body":"on any one industry per se, so"},{"speaker":"Clint Biggs","startTime":203.78,"endTime":207.92,"body":"semiconductor, prisons or"},{"speaker":"Clint Biggs","startTime":207.92,"endTime":214.52,"body":"transportation or aerospace, we"},{"speaker":"Clint Biggs","startTime":207.92,"endTime":214.52,"body":"really service all of them the"},{"speaker":"Clint Biggs","startTime":214.58,"endTime":219.02,"body":"when you look at the the focus"},{"speaker":"Clint Biggs","startTime":214.58,"endTime":219.02,"body":"of test engineering,"},{"speaker":"Clint Biggs","startTime":219.02,"endTime":222.58,"body":"specifically, the question is,"},{"speaker":"Clint Biggs","startTime":219.02,"endTime":222.58,"body":"does your company, or do you"},{"speaker":"Clint Biggs","startTime":222.58,"endTime":225.16,"body":"individually, make something,"},{"speaker":"Clint Biggs","startTime":222.58,"endTime":225.16,"body":"and if you make something,"},{"speaker":"Clint Biggs","startTime":225.4,"endTime":228.34,"body":"particularly something that's"},{"speaker":"Clint Biggs","startTime":225.4,"endTime":228.34,"body":"going out to the consumer world,"},{"speaker":"Clint Biggs","startTime":228.34,"endTime":232.12,"body":"you need to test and validate"},{"speaker":"Clint Biggs","startTime":228.34,"endTime":232.12,"body":"that that doing exactly what you"},{"speaker":"Clint Biggs","startTime":232.12,"endTime":237.58,"body":"think and expect. And so really,"},{"speaker":"Clint Biggs","startTime":232.12,"endTime":237.58,"body":"the experience and the"},{"speaker":"Clint Biggs","startTime":237.58,"endTime":241.02,"body":"opportunity to market that goes"},{"speaker":"Clint Biggs","startTime":237.58,"endTime":241.02,"body":"around test engineering spans"},{"speaker":"Clint Biggs","startTime":241.02,"endTime":244.44,"body":"the breadth of anyone or any"},{"speaker":"Clint Biggs","startTime":241.02,"endTime":244.44,"body":"company that makes really"},{"speaker":"Clint Biggs","startTime":244.44,"endTime":245.7,"body":"anything. So is"},{"speaker":"Aaron Moncur","startTime":245.7,"endTime":248.46,"body":"this anything from"},{"speaker":"Aaron Moncur","startTime":245.7,"endTime":248.46,"body":"like, you know, an inexpensive"},{"speaker":"Aaron Moncur","startTime":248.46,"endTime":251.16,"body":"consumer product, maybe a cell"},{"speaker":"Aaron Moncur","startTime":248.46,"endTime":251.16,"body":"phone case or something like"},{"speaker":"Aaron Moncur","startTime":251.16,"endTime":256.68,"body":"that, through medical devices,"},{"speaker":"Aaron Moncur","startTime":251.16,"endTime":256.68,"body":"through a sophisticated defense"},{"speaker":"Aaron Moncur","startTime":256.68,"endTime":259.08,"body":"system, like all of the above?"},{"speaker":"Aaron Moncur","startTime":256.68,"endTime":259.08,"body":"Yep, that's"},{"speaker":"Clint Biggs","startTime":259.259,"endTime":263.299,"body":"absolutely right."},{"speaker":"Clint Biggs","startTime":259.259,"endTime":263.299,"body":"So take, take the first example"},{"speaker":"Clint Biggs","startTime":263.299,"endTime":266.239,"body":"there, you know, inexpensive"},{"speaker":"Clint Biggs","startTime":263.299,"endTime":266.239,"body":"cell phone cover. You know,"},{"speaker":"Clint Biggs","startTime":266.239,"endTime":268.699,"body":"whatever the case may be, what"},{"speaker":"Clint Biggs","startTime":266.239,"endTime":268.699,"body":"are the things that you may be"},{"speaker":"Clint Biggs","startTime":268.699,"endTime":272.359,"body":"interested in looking at that?"},{"speaker":"Clint Biggs","startTime":268.699,"endTime":272.359,"body":"Well, one may be the tensile"},{"speaker":"Clint Biggs","startTime":272.359,"endTime":275.419,"body":"strength of the material. You"},{"speaker":"Clint Biggs","startTime":272.359,"endTime":275.419,"body":"know, at what force or at what"},{"speaker":"Clint Biggs","startTime":275.419,"endTime":278.479,"body":"angle, do do these things bend"},{"speaker":"Clint Biggs","startTime":275.419,"endTime":278.479,"body":"or break? Looking for"},{"speaker":"Clint Biggs","startTime":278.479,"endTime":281.139,"body":"durability, right? You want to"},{"speaker":"Clint Biggs","startTime":278.479,"endTime":281.139,"body":"be able to say, for instance,"},{"speaker":"Clint Biggs","startTime":281.139,"endTime":283.959,"body":"you've got the most durable"},{"speaker":"Clint Biggs","startTime":281.139,"endTime":283.959,"body":"product on the market. You test"},{"speaker":"Clint Biggs","startTime":283.959,"endTime":291.879,"body":"and figure that out. It may also"},{"speaker":"Clint Biggs","startTime":283.959,"endTime":291.879,"body":"be things like, maybe the way"},{"speaker":"Clint Biggs","startTime":291.879,"endTime":295.959,"body":"the material looks and wears, is"},{"speaker":"Clint Biggs","startTime":291.879,"endTime":295.959,"body":"it able to maintain its color"},{"speaker":"Clint Biggs","startTime":295.959,"endTime":299.559,"body":"and its pattern and other"},{"speaker":"Clint Biggs","startTime":295.959,"endTime":299.559,"body":"aspects of that? So sometimes"},{"speaker":"Clint Biggs","startTime":299.559,"endTime":302.819,"body":"it's. It's literal physical"},{"speaker":"Clint Biggs","startTime":299.559,"endTime":302.819,"body":"tests. And these are the things"},{"speaker":"Clint Biggs","startTime":302.819,"endTime":306.419,"body":"that, for instance, you guys"},{"speaker":"Clint Biggs","startTime":302.819,"endTime":306.419,"body":"work quite a bit in as you're"},{"speaker":"Clint Biggs","startTime":306.419,"endTime":310.019,"body":"looking at that, but sometimes"},{"speaker":"Clint Biggs","startTime":306.419,"endTime":310.019,"body":"it may be non contact vision"},{"speaker":"Clint Biggs","startTime":310.019,"endTime":313.679,"body":"based measurement systems. And"},{"speaker":"Clint Biggs","startTime":310.019,"endTime":313.679,"body":"again, everything in between is"},{"speaker":"Clint Biggs","startTime":313.679,"endTime":315.179,"body":"fascinating, and"},{"speaker":"Aaron Moncur","startTime":315.18,"endTime":318.3,"body":"you do this all"},{"speaker":"Aaron Moncur","startTime":315.18,"endTime":318.3,"body":"internally correct."},{"speaker":"Clint Biggs","startTime":318.72,"endTime":321.26,"body":"So with Test Track"},{"speaker":"Clint Biggs","startTime":318.72,"endTime":321.26,"body":"specifically. And one of the"},{"speaker":"Clint Biggs","startTime":321.26,"endTime":325.22,"body":"reasons why I was so excited to"},{"speaker":"Clint Biggs","startTime":321.26,"endTime":325.22,"body":"merge in here and work with the"},{"speaker":"Clint Biggs","startTime":325.22,"endTime":330.32,"body":"team that we have. We're not"},{"speaker":"Clint Biggs","startTime":325.22,"endTime":330.32,"body":"just a group of really good test"},{"speaker":"Clint Biggs","startTime":330.32,"endTime":334.7,"body":"engineers that build test"},{"speaker":"Clint Biggs","startTime":330.32,"endTime":334.7,"body":"systems. We are that. But for"},{"speaker":"Clint Biggs","startTime":334.7,"endTime":337.28,"body":"us, we've built enough test"},{"speaker":"Clint Biggs","startTime":334.7,"endTime":337.28,"body":"systems out there that we've"},{"speaker":"Clint Biggs","startTime":337.28,"endTime":341.38,"body":"learned the lessons that we need"},{"speaker":"Clint Biggs","startTime":337.28,"endTime":341.38,"body":"to learn in order to shorten"},{"speaker":"Clint Biggs","startTime":341.38,"endTime":345.94,"body":"that process up. And a big part"},{"speaker":"Clint Biggs","startTime":341.38,"endTime":345.94,"body":"of that is the creation of a"},{"speaker":"Clint Biggs","startTime":345.94,"endTime":350.14,"body":"standardized test framework in"},{"speaker":"Clint Biggs","startTime":345.94,"endTime":350.14,"body":"the software side that you know"},{"speaker":"Clint Biggs","startTime":350.8,"endTime":354.22,"body":"that really gives you a 30 to"},{"speaker":"Clint Biggs","startTime":350.8,"endTime":354.22,"body":"50% start on any given test that"},{"speaker":"Clint Biggs","startTime":354.22,"endTime":358.84,"body":"you may ultimately wind up"},{"speaker":"Clint Biggs","startTime":354.22,"endTime":358.84,"body":"doing, the the device that you"},{"speaker":"Clint Biggs","startTime":358.84,"endTime":361.5,"body":"may be testing, or the thing"},{"speaker":"Clint Biggs","startTime":358.84,"endTime":361.5,"body":"that you ultimately interested"},{"speaker":"Clint Biggs","startTime":361.5,"endTime":364.86,"body":"and that's always going to be"},{"speaker":"Clint Biggs","startTime":361.5,"endTime":364.86,"body":"unique to a given manufacturer"},{"speaker":"Clint Biggs","startTime":364.86,"endTime":368.52,"body":"or given customer, but the"},{"speaker":"Clint Biggs","startTime":364.86,"endTime":368.52,"body":"approach to testing that is is"},{"speaker":"Clint Biggs","startTime":368.58,"endTime":371.7,"body":"relatively the same. You've got"},{"speaker":"Clint Biggs","startTime":368.58,"endTime":371.7,"body":"a design, you've got some"},{"speaker":"Clint Biggs","startTime":371.7,"endTime":374.46,"body":"requirements, you've got some"},{"speaker":"Clint Biggs","startTime":371.7,"endTime":374.46,"body":"specification that you also need"},{"speaker":"Clint Biggs","startTime":374.46,"endTime":377.22,"body":"to approach. You're going to"},{"speaker":"Clint Biggs","startTime":374.46,"endTime":377.22,"body":"have some hardware pieces. How"},{"speaker":"Clint Biggs","startTime":377.22,"endTime":379.44,"body":"do you interface to it? How do"},{"speaker":"Clint Biggs","startTime":377.22,"endTime":379.44,"body":"you communicate to it? Then"},{"speaker":"Clint Biggs","startTime":379.8,"endTime":382.2,"body":"you're going to have some common"},{"speaker":"Clint Biggs","startTime":379.8,"endTime":382.2,"body":"software pieces. How do I want"},{"speaker":"Clint Biggs","startTime":382.2,"endTime":384.44,"body":"to visualize that? Want to"},{"speaker":"Clint Biggs","startTime":382.2,"endTime":384.44,"body":"visualize that? How do I want"},{"speaker":"Clint Biggs","startTime":384.44,"endTime":387.14,"body":"the operator to interact with"},{"speaker":"Clint Biggs","startTime":384.44,"endTime":387.14,"body":"it? And and as much of the"},{"speaker":"Clint Biggs","startTime":387.14,"endTime":392.6,"body":"commonalities you can take and"},{"speaker":"Clint Biggs","startTime":387.14,"endTime":392.6,"body":"and deal with, and, um, in a"},{"speaker":"Clint Biggs","startTime":392.6,"endTime":395.78,"body":"standardized or modular way up"},{"speaker":"Clint Biggs","startTime":392.6,"endTime":395.78,"body":"front, the faster you're going"},{"speaker":"Clint Biggs","startTime":395.78,"endTime":398.84,"body":"to be ultimately developing that"},{"speaker":"Clint Biggs","startTime":395.78,"endTime":398.84,"body":"test. And that's that's really"},{"speaker":"Clint Biggs","startTime":398.84,"endTime":399.86,"body":"the exciting part for me."},{"speaker":"Aaron Moncur","startTime":400.46,"endTime":404.08,"body":"Now, does Test"},{"speaker":"Aaron Moncur","startTime":400.46,"endTime":404.08,"body":"Track focus mostly on building"},{"speaker":"Aaron Moncur","startTime":404.08,"endTime":408.22,"body":"custom systems that you then"},{"speaker":"Aaron Moncur","startTime":404.08,"endTime":408.22,"body":"deploy at a customer site or"},{"speaker":"Aaron Moncur","startTime":408.58,"endTime":412.0,"body":"receiving customer product,"},{"speaker":"Aaron Moncur","startTime":408.58,"endTime":412.0,"body":"whether it's software or hard"},{"speaker":"Aaron Moncur","startTime":412.0,"endTime":415.84,"body":"goods products, performing the"},{"speaker":"Aaron Moncur","startTime":412.0,"endTime":415.84,"body":"testing and then providing a"},{"speaker":"Aaron Moncur","startTime":415.84,"endTime":417.34,"body":"report, it's more"},{"speaker":"Clint Biggs","startTime":417.34,"endTime":421.38,"body":"the former. So for"},{"speaker":"Clint Biggs","startTime":417.34,"endTime":421.38,"body":"us, the the most common"},{"speaker":"Clint Biggs","startTime":421.38,"endTime":425.82,"body":"engagement would be a design"},{"speaker":"Clint Biggs","startTime":421.38,"endTime":425.82,"body":"engineer, a production engineer,"},{"speaker":"Clint Biggs","startTime":426.18,"endTime":430.44,"body":"R and D just, just more broadly,"},{"speaker":"Clint Biggs","startTime":426.18,"endTime":430.44,"body":"and they got an idea, and, you"},{"speaker":"Clint Biggs","startTime":430.44,"endTime":433.14,"body":"know, what are the steps to take"},{"speaker":"Clint Biggs","startTime":430.44,"endTime":433.14,"body":"that idea ultimately to markets?"},{"speaker":"Clint Biggs","startTime":433.14,"endTime":436.26,"body":"You're going to go through some"},{"speaker":"Clint Biggs","startTime":433.14,"endTime":436.26,"body":"level of simulation and some"},{"speaker":"Clint Biggs","startTime":436.26,"endTime":439.8,"body":"level of characterization, and"},{"speaker":"Clint Biggs","startTime":436.26,"endTime":439.8,"body":"then you're going to validate,"},{"speaker":"Clint Biggs","startTime":439.8,"endTime":442.82,"body":"you know, maybe a proof of"},{"speaker":"Clint Biggs","startTime":439.8,"endTime":442.82,"body":"concept that ultimately goes"},{"speaker":"Clint Biggs","startTime":442.82,"endTime":446.3,"body":"with that. And at some point you"},{"speaker":"Clint Biggs","startTime":442.82,"endTime":446.3,"body":"start building up potential"},{"speaker":"Clint Biggs","startTime":446.3,"endTime":449.48,"body":"articles, release candidates,"},{"speaker":"Clint Biggs","startTime":446.3,"endTime":449.48,"body":"first articles will tend to call"},{"speaker":"Clint Biggs","startTime":449.48,"endTime":451.7,"body":"that at the point you're"},{"speaker":"Clint Biggs","startTime":449.48,"endTime":451.7,"body":"comfortable with that, you move"},{"speaker":"Clint Biggs","startTime":451.7,"endTime":454.28,"body":"really more into production,"},{"speaker":"Clint Biggs","startTime":451.7,"endTime":454.28,"body":"where you're moving, you know,"},{"speaker":"Clint Biggs","startTime":454.28,"endTime":457.76,"body":"testing masses of these things"},{"speaker":"Clint Biggs","startTime":454.28,"endTime":457.76,"body":"and and the tests themselves,"},{"speaker":"Clint Biggs","startTime":457.76,"endTime":460.42,"body":"the information you're looking"},{"speaker":"Clint Biggs","startTime":457.76,"endTime":460.42,"body":"for, ultimately, maybe the same,"},{"speaker":"Clint Biggs","startTime":460.42,"endTime":464.2,"body":"but what you're doing with that"},{"speaker":"Clint Biggs","startTime":460.42,"endTime":464.2,"body":"is different. And so in our"},{"speaker":"Clint Biggs","startTime":464.2,"endTime":468.28,"body":"case, we want to collaborate and"},{"speaker":"Clint Biggs","startTime":464.2,"endTime":468.28,"body":"consult with with these"},{"speaker":"Clint Biggs","startTime":468.28,"endTime":472.24,"body":"engineers to get them through"},{"speaker":"Clint Biggs","startTime":468.28,"endTime":472.24,"body":"that process as fast as they"},{"speaker":"Clint Biggs","startTime":472.24,"endTime":472.6,"body":"can."},{"speaker":"Aaron Moncur","startTime":474.1,"endTime":478.12,"body":"How about things"},{"speaker":"Aaron Moncur","startTime":474.1,"endTime":478.12,"body":"like inspection or metrology,"},{"speaker":"Aaron Moncur","startTime":478.18,"endTime":482.58,"body":"measuring? Does that fall in or"},{"speaker":"Aaron Moncur","startTime":478.18,"endTime":482.58,"body":"out of scope of what test track"},{"speaker":"Aaron Moncur","startTime":482.58,"endTime":483.66,"body":"does help me"},{"speaker":"Clint Biggs","startTime":483.66,"endTime":486.0,"body":"understand that a"},{"speaker":"Clint Biggs","startTime":483.66,"endTime":486.0,"body":"little bit more so metrology,"},{"speaker":"Clint Biggs","startTime":486.0,"endTime":487.14,"body":"you know, calibration,"},{"speaker":"Aaron Moncur","startTime":489.06,"endTime":492.06,"body":"like CMM"},{"speaker":"Aaron Moncur","startTime":489.06,"endTime":492.06,"body":"inspection, you're putting a"},{"speaker":"Aaron Moncur","startTime":492.06,"endTime":498.36,"body":"part on a coordinate measuring"},{"speaker":"Aaron Moncur","startTime":492.06,"endTime":498.36,"body":"machine and pulling discrete"},{"speaker":"Aaron Moncur","startTime":498.36,"endTime":501.86,"body":"dimensions off of it to see if A"},{"speaker":"Aaron Moncur","startTime":498.36,"endTime":501.86,"body":"part is within tolerance or out"},{"speaker":"Aaron Moncur","startTime":501.86,"endTime":507.74,"body":"of tolerance. It's kind of test"},{"speaker":"Aaron Moncur","startTime":501.86,"endTime":507.74,"body":"adjacent. I guess. I think"},{"speaker":"Aaron Moncur","startTime":507.74,"endTime":510.92,"body":"that's probably not the kind of"},{"speaker":"Aaron Moncur","startTime":507.74,"endTime":510.92,"body":"work that test direct does. Is"},{"speaker":"Aaron Moncur","startTime":510.92,"endTime":511.64,"body":"that accurate?"},{"speaker":"Clint Biggs","startTime":511.76,"endTime":514.22,"body":"Yeah, I think your"},{"speaker":"Clint Biggs","startTime":511.76,"endTime":514.22,"body":"language is appropriate. It's"},{"speaker":"Clint Biggs","startTime":514.22,"endTime":517.22,"body":"test adjacent. We would work"},{"speaker":"Clint Biggs","startTime":514.22,"endTime":517.22,"body":"with and support something like"},{"speaker":"Clint Biggs","startTime":517.22,"endTime":522.34,"body":"that. But the most common use"},{"speaker":"Clint Biggs","startTime":517.22,"endTime":522.34,"body":"case is someone needs to"},{"speaker":"Clint Biggs","startTime":522.58,"endTime":526.54,"body":"someone, this case, an engineer,"},{"speaker":"Clint Biggs","startTime":522.58,"endTime":526.54,"body":"design or technician operator,"},{"speaker":"Clint Biggs","startTime":526.78,"endTime":529.9,"body":"wants to move beyond the"},{"speaker":"Clint Biggs","startTime":526.78,"endTime":529.9,"body":"individual manual range of"},{"speaker":"Clint Biggs","startTime":529.9,"endTime":533.86,"body":"pushing a button on a on a"},{"speaker":"Clint Biggs","startTime":529.9,"endTime":533.86,"body":"digital multimeter, or turning a"},{"speaker":"Clint Biggs","startTime":533.86,"endTime":536.26,"body":"knob on a scope or something,"},{"speaker":"Clint Biggs","startTime":533.86,"endTime":536.26,"body":"taking a reading and then"},{"speaker":"Clint Biggs","startTime":536.5,"endTime":539.38,"body":"manually doing something with"},{"speaker":"Clint Biggs","startTime":536.5,"endTime":539.38,"body":"that. And instead, if we could"},{"speaker":"Clint Biggs","startTime":539.38,"endTime":541.74,"body":"say, okay, what are all the"},{"speaker":"Clint Biggs","startTime":539.38,"endTime":541.74,"body":"measurements, all the steps that"},{"speaker":"Clint Biggs","startTime":541.74,"endTime":544.44,"body":"you need to do. What does you"},{"speaker":"Clint Biggs","startTime":541.74,"endTime":544.44,"body":"know? What does that script"},{"speaker":"Clint Biggs","startTime":544.44,"endTime":547.44,"body":"ultimately look like? That test"},{"speaker":"Clint Biggs","startTime":544.44,"endTime":547.44,"body":"procedure? Let's automate that"},{"speaker":"Clint Biggs","startTime":547.44,"endTime":551.28,"body":"and run through that as"},{"speaker":"Clint Biggs","startTime":547.44,"endTime":551.28,"body":"accurately and as fast as"},{"speaker":"Clint Biggs","startTime":551.28,"endTime":554.58,"body":"possible, and make sure that"},{"speaker":"Clint Biggs","startTime":551.28,"endTime":554.58,"body":"we're capturing the data,"},{"speaker":"Clint Biggs","startTime":554.58,"endTime":557.58,"body":"providing the reporting and an"},{"speaker":"Clint Biggs","startTime":554.58,"endTime":557.58,"body":"insight with that data that they"},{"speaker":"Clint Biggs","startTime":557.58,"endTime":558.3,"body":"ultimately need."},{"speaker":"Aaron Moncur","startTime":559.26,"endTime":563.24,"body":"Terrific. Okay,"},{"speaker":"Aaron Moncur","startTime":559.26,"endTime":563.24,"body":"you've worked between sales and"},{"speaker":"Aaron Moncur","startTime":563.24,"endTime":565.58,"body":"engineers for a long time. What"},{"speaker":"Aaron Moncur","startTime":563.24,"endTime":565.58,"body":"are some of the biggest"},{"speaker":"Aaron Moncur","startTime":565.58,"endTime":569.06,"body":"challenges that you've seen when"},{"speaker":"Aaron Moncur","startTime":565.58,"endTime":569.06,"body":"when sales and engineering teams"},{"speaker":"Aaron Moncur","startTime":569.06,"endTime":570.74,"body":"try to collaborate?"},{"speaker":"Clint Biggs","startTime":572.06,"endTime":574.04,"body":"Oh, that is great"},{"speaker":"Clint Biggs","startTime":572.06,"endTime":574.04,"body":"question."},{"speaker":"Aaron Moncur","startTime":574.04,"endTime":577.16,"body":"Let's open up a"},{"speaker":"Aaron Moncur","startTime":574.04,"endTime":577.16,"body":"can of worms here. Hi. It is. So"},{"speaker":"Clint Biggs","startTime":578.3,"endTime":582.82,"body":"my own experience"},{"speaker":"Clint Biggs","startTime":578.3,"endTime":582.82,"body":"has been built around the"},{"speaker":"Clint Biggs","startTime":582.82,"endTime":587.08,"body":"concept that really good"},{"speaker":"Clint Biggs","startTime":582.82,"endTime":587.08,"body":"engineers can go out and be"},{"speaker":"Clint Biggs","startTime":587.08,"endTime":593.14,"body":"really good account managers and"},{"speaker":"Clint Biggs","startTime":587.08,"endTime":593.14,"body":"good sales managers. And the"},{"speaker":"Clint Biggs","startTime":593.14,"endTime":595.78,"body":"reason for that is ultimately,"},{"speaker":"Clint Biggs","startTime":593.14,"endTime":595.78,"body":"there's this desire to get in"},{"speaker":"Clint Biggs","startTime":595.78,"endTime":598.18,"body":"and understand what their"},{"speaker":"Clint Biggs","startTime":595.78,"endTime":598.18,"body":"customers are doing and why"},{"speaker":"Clint Biggs","startTime":598.18,"endTime":600.42,"body":"they're doing it that way, so"},{"speaker":"Clint Biggs","startTime":598.18,"endTime":600.42,"body":"that you can all. For them, the"},{"speaker":"Clint Biggs","startTime":600.42,"endTime":605.34,"body":"best solution. And so kind of"},{"speaker":"Clint Biggs","startTime":600.42,"endTime":605.34,"body":"putting my sales hat on here, I"},{"speaker":"Clint Biggs","startTime":605.34,"endTime":609.18,"body":"am a huge proponent of just"},{"speaker":"Clint Biggs","startTime":605.34,"endTime":609.18,"body":"fundamentally a needs based"},{"speaker":"Clint Biggs","startTime":609.18,"endTime":614.16,"body":"selling approach. The"},{"speaker":"Clint Biggs","startTime":609.18,"endTime":614.16,"body":"traditional image of what a"},{"speaker":"Clint Biggs","startTime":614.16,"endTime":618.54,"body":"sales professional looks like,"},{"speaker":"Clint Biggs","startTime":614.16,"endTime":618.54,"body":"probably for most people, smells"},{"speaker":"Clint Biggs","startTime":618.54,"endTime":621.44,"body":"like a car salesman or a real"},{"speaker":"Clint Biggs","startTime":618.54,"endTime":621.44,"body":"estate agent or something like"},{"speaker":"Clint Biggs","startTime":621.44,"endTime":625.28,"body":"that, where they're pushing"},{"speaker":"Clint Biggs","startTime":621.44,"endTime":625.28,"body":"something on you that really you"},{"speaker":"Clint Biggs","startTime":625.28,"endTime":627.98,"body":"probably don't want, you know,"},{"speaker":"Clint Biggs","startTime":625.28,"endTime":627.98,"body":"they took a notional idea that,"},{"speaker":"Clint Biggs","startTime":627.98,"endTime":630.38,"body":"you know you made the mistake of"},{"speaker":"Clint Biggs","startTime":627.98,"endTime":630.38,"body":"walking onto that parking lot,"},{"speaker":"Clint Biggs","startTime":630.38,"endTime":633.5,"body":"and you know you're going to get"},{"speaker":"Clint Biggs","startTime":630.38,"endTime":633.5,"body":"the what's it going to take to"},{"speaker":"Clint Biggs","startTime":633.5,"endTime":637.64,"body":"put you into this 78 Cutlass"},{"speaker":"Clint Biggs","startTime":633.5,"endTime":637.64,"body":"Supreme, you know, today, and"},{"speaker":"Clint Biggs","startTime":637.64,"endTime":641.38,"body":"that is the most horrible sales"},{"speaker":"Clint Biggs","startTime":637.64,"endTime":641.38,"body":"experience you can have. And you"},{"speaker":"Clint Biggs","startTime":641.38,"endTime":646.36,"body":"contrast that with more of a"},{"speaker":"Clint Biggs","startTime":641.38,"endTime":646.36,"body":"technical sales, or kind of"},{"speaker":"Clint Biggs","startTime":646.36,"endTime":649.78,"body":"these engineering sales that we"},{"speaker":"Clint Biggs","startTime":646.36,"endTime":649.78,"body":"have here, and it is more"},{"speaker":"Clint Biggs","startTime":649.78,"endTime":653.8,"body":"consultative, and your goal"},{"speaker":"Clint Biggs","startTime":649.78,"endTime":653.8,"body":"ultimately is to go into these"},{"speaker":"Clint Biggs","startTime":653.8,"endTime":656.8,"body":"places, understand what they're"},{"speaker":"Clint Biggs","startTime":653.8,"endTime":656.8,"body":"trying to achieve before you"},{"speaker":"Clint Biggs","startTime":656.8,"endTime":661.98,"body":"ever get to the recommendation"},{"speaker":"Clint Biggs","startTime":656.8,"endTime":661.98,"body":"side of things. And it's an art,"},{"speaker":"Clint Biggs","startTime":662.04,"endTime":664.44,"body":"it's a science, and it's all"},{"speaker":"Clint Biggs","startTime":662.04,"endTime":664.44,"body":"together fulfilling."},{"speaker":"Aaron Moncur","startTime":665.7,"endTime":668.1,"body":"How does the"},{"speaker":"Aaron Moncur","startTime":665.7,"endTime":668.1,"body":"business behind that work?"},{"speaker":"Aaron Moncur","startTime":668.1,"endTime":672.12,"body":"Because it takes a lot of time"},{"speaker":"Aaron Moncur","startTime":668.1,"endTime":672.12,"body":"to really understand at a deep"},{"speaker":"Aaron Moncur","startTime":672.12,"endTime":677.46,"body":"level what a customer is going"},{"speaker":"Aaron Moncur","startTime":672.12,"endTime":677.46,"body":"through, right? So not even"},{"speaker":"Aaron Moncur","startTime":677.46,"endTime":680.84,"body":"necessarily specific to test"},{"speaker":"Aaron Moncur","startTime":677.46,"endTime":680.84,"body":"direct, but just generally based"},{"speaker":"Aaron Moncur","startTime":680.84,"endTime":685.22,"body":"on your experience in the"},{"speaker":"Aaron Moncur","startTime":680.84,"endTime":685.22,"body":"industry, are are these"},{"speaker":"Aaron Moncur","startTime":685.58,"endTime":688.64,"body":"consultative approaches,"},{"speaker":"Aaron Moncur","startTime":685.58,"endTime":688.64,"body":"typically like paid engagements,"},{"speaker":"Aaron Moncur","startTime":688.64,"endTime":693.2,"body":"just to understand what's going"},{"speaker":"Aaron Moncur","startTime":688.64,"endTime":693.2,"body":"on, or is this just cost of"},{"speaker":"Aaron Moncur","startTime":693.2,"endTime":695.96,"body":"doing business, where an"},{"speaker":"Aaron Moncur","startTime":693.2,"endTime":695.96,"body":"engineer to engineers go out,"},{"speaker":"Aaron Moncur","startTime":695.96,"endTime":699.62,"body":"meet with the customer and spend"},{"speaker":"Aaron Moncur","startTime":695.96,"endTime":699.62,"body":"however long it takes to really"},{"speaker":"Aaron Moncur","startTime":699.62,"endTime":703.18,"body":"understand the problem and"},{"speaker":"Aaron Moncur","startTime":699.62,"endTime":703.18,"body":"develop candidate solutions."},{"speaker":"Clint Biggs","startTime":703.24,"endTime":706.3,"body":"Yeah, it's a good"},{"speaker":"Clint Biggs","startTime":703.24,"endTime":706.3,"body":"combination of both, which,"},{"speaker":"Clint Biggs","startTime":706.3,"endTime":709.24,"body":"going back to your previous"},{"speaker":"Clint Biggs","startTime":706.3,"endTime":709.24,"body":"question, is why I think"},{"speaker":"Clint Biggs","startTime":710.08,"endTime":714.22,"body":"engineers that choose more of a"},{"speaker":"Clint Biggs","startTime":710.08,"endTime":714.22,"body":"business approach to their"},{"speaker":"Clint Biggs","startTime":714.22,"endTime":718.54,"body":"careers and that want to enter"},{"speaker":"Clint Biggs","startTime":714.22,"endTime":718.54,"body":"into the sales world, I think do"},{"speaker":"Clint Biggs","startTime":718.54,"endTime":723.06,"body":"so well because you can, you can"},{"speaker":"Clint Biggs","startTime":718.54,"endTime":723.06,"body":"cover a lot of ground"},{"speaker":"Clint Biggs","startTime":723.06,"endTime":725.64,"body":"technically with what the"},{"speaker":"Clint Biggs","startTime":723.06,"endTime":725.64,"body":"customer is trying to do just on"},{"speaker":"Clint Biggs","startTime":725.64,"endTime":728.46,"body":"a given sales call. If you"},{"speaker":"Clint Biggs","startTime":725.64,"endTime":728.46,"body":"understand fundamentals of"},{"speaker":"Clint Biggs","startTime":728.88,"endTime":733.92,"body":"electrical measurements, of"},{"speaker":"Clint Biggs","startTime":728.88,"endTime":733.92,"body":"mechanical you know, tests, and,"},{"speaker":"Clint Biggs","startTime":733.92,"endTime":736.44,"body":"quite frankly, my own"},{"speaker":"Clint Biggs","startTime":733.92,"endTime":736.44,"body":"experiences, it kind of doesn't"},{"speaker":"Clint Biggs","startTime":736.44,"endTime":739.32,"body":"matter if you're an electrical"},{"speaker":"Clint Biggs","startTime":736.44,"endTime":739.32,"body":"engineer or mechanical engineer"},{"speaker":"Clint Biggs","startTime":739.32,"endTime":741.92,"body":"or computer engineer or an"},{"speaker":"Clint Biggs","startTime":739.32,"endTime":741.92,"body":"aerospace engineer biomed"},{"speaker":"Clint Biggs","startTime":741.98,"endTime":745.16,"body":"doesn't really matter. The core"},{"speaker":"Clint Biggs","startTime":741.98,"endTime":745.16,"body":"is, is that you've got the"},{"speaker":"Clint Biggs","startTime":745.16,"endTime":748.88,"body":"capacity of seeing and learning"},{"speaker":"Clint Biggs","startTime":745.16,"endTime":748.88,"body":"and understanding problem"},{"speaker":"Clint Biggs","startTime":748.88,"endTime":751.7,"body":"solving, and you've got the"},{"speaker":"Clint Biggs","startTime":748.88,"endTime":751.7,"body":"technical basis that you can"},{"speaker":"Clint Biggs","startTime":751.7,"endTime":755.0,"body":"ultimately build on. Now, that"},{"speaker":"Clint Biggs","startTime":751.7,"endTime":755.0,"body":"said, there is only so far you"},{"speaker":"Clint Biggs","startTime":755.0,"endTime":758.24,"body":"can can take a given sales"},{"speaker":"Clint Biggs","startTime":755.0,"endTime":758.24,"body":"engagement, and at some point"},{"speaker":"Clint Biggs","startTime":758.24,"endTime":761.26,"body":"you really do need to enter into"},{"speaker":"Clint Biggs","startTime":758.24,"endTime":761.26,"body":"that space where you're doing"},{"speaker":"Clint Biggs","startTime":761.26,"endTime":764.26,"body":"probably more of a proper design"},{"speaker":"Clint Biggs","startTime":761.26,"endTime":764.26,"body":"engagement, and that's where you"},{"speaker":"Clint Biggs","startTime":764.26,"endTime":768.34,"body":"roll up your sleeves and either"},{"speaker":"Clint Biggs","startTime":764.26,"endTime":768.34,"body":"take a statement of work or a"},{"speaker":"Clint Biggs","startTime":768.34,"endTime":770.56,"body":"raw set of requirements and"},{"speaker":"Clint Biggs","startTime":768.34,"endTime":770.56,"body":"really dig into what the"},{"speaker":"Clint Biggs","startTime":770.56,"endTime":775.36,"body":"solution is going to be, either"},{"speaker":"Clint Biggs","startTime":770.56,"endTime":775.36,"body":"standing that up by yourself or"},{"speaker":"Clint Biggs","startTime":775.36,"endTime":777.88,"body":"maybe, you know, working"},{"speaker":"Clint Biggs","startTime":775.36,"endTime":777.88,"body":"collaboratively with your"},{"speaker":"Clint Biggs","startTime":777.88,"endTime":782.52,"body":"customer in the case, but It"},{"speaker":"Clint Biggs","startTime":777.88,"endTime":782.52,"body":"really is a bit of a bridge"},{"speaker":"Clint Biggs","startTime":782.52,"endTime":786.24,"body":"there. My own humble opinion is,"},{"speaker":"Clint Biggs","startTime":782.52,"endTime":786.24,"body":"the further you can take it in,"},{"speaker":"Clint Biggs","startTime":786.24,"endTime":790.92,"body":"that sales engagement, that self"},{"speaker":"Clint Biggs","startTime":786.24,"endTime":790.92,"body":"qualification effort, the better"},{"speaker":"Clint Biggs","startTime":790.92,"endTime":793.32,"body":"you are, and certainly the more"},{"speaker":"Clint Biggs","startTime":790.92,"endTime":793.32,"body":"smooth it works later."},{"speaker":"Aaron Moncur","startTime":837.8299999999999,"endTime":840.55,"body":"Have you ever"},{"speaker":"Aaron Moncur","startTime":837.8299999999999,"endTime":840.55,"body":"wasted weeks fixing a design"},{"speaker":"Aaron Moncur","startTime":840.55,"endTime":843.6700000000001,"body":"issue that could have been"},{"speaker":"Aaron Moncur","startTime":840.55,"endTime":843.6700000000001,"body":"caught early or struggled to"},{"speaker":"Aaron Moncur","startTime":843.6700000000001,"endTime":848.05,"body":"find real, practical answers to"},{"speaker":"Aaron Moncur","startTime":843.6700000000001,"endTime":848.05,"body":"manufacturing or tolerant stack"},{"speaker":"Aaron Moncur","startTime":848.05,"endTime":854.8299999999999,"body":"up problems. PDX 2025 is not"},{"speaker":"Aaron Moncur","startTime":848.05,"endTime":854.8299999999999,"body":"your typical trade show. It's a"},{"speaker":"Aaron Moncur","startTime":854.8299999999999,"endTime":859.0899999999999,"body":"hands on engineering training"},{"speaker":"Aaron Moncur","startTime":854.8299999999999,"endTime":859.0899999999999,"body":"event built for problem solving"},{"speaker":"Aaron Moncur","startTime":859.81,"endTime":864.27,"body":"learn advanced CAD surface"},{"speaker":"Aaron Moncur","startTime":859.81,"endTime":864.27,"body":"modeling, Gd and T, DFM,"},{"speaker":"Aaron Moncur","startTime":864.3299999999999,"endTime":868.1099999999999,"body":"adhesives and bonding"},{"speaker":"Aaron Moncur","startTime":864.3299999999999,"endTime":868.1099999999999,"body":"techniques, metrology and much,"},{"speaker":"Aaron Moncur","startTime":868.1099999999999,"endTime":872.31,"body":"much more directly from subject"},{"speaker":"Aaron Moncur","startTime":868.1099999999999,"endTime":872.31,"body":"matter experts in the industry."},{"speaker":"Aaron Moncur","startTime":873.0899999999999,"endTime":876.8699999999999,"body":"Bring your toughest engineering"},{"speaker":"Aaron Moncur","startTime":873.0899999999999,"endTime":876.8699999999999,"body":"challenges, get live expert"},{"speaker":"Aaron Moncur","startTime":876.8699999999999,"endTime":882.6500000000001,"body":"advice and see real world"},{"speaker":"Aaron Moncur","startTime":876.8699999999999,"endTime":882.6500000000001,"body":"solutions in action, PDX 2025 is"},{"speaker":"Aaron Moncur","startTime":882.6500000000001,"endTime":888.5899999999999,"body":"happening october 21 and 22nd in"},{"speaker":"Aaron Moncur","startTime":882.6500000000001,"endTime":888.5899999999999,"body":"Phoenix, Arizona, walk away with"},{"speaker":"Aaron Moncur","startTime":888.5899999999999,"endTime":893.03,"body":"new skills that make you more"},{"speaker":"Aaron Moncur","startTime":888.5899999999999,"endTime":893.03,"body":"valuable help you grow your"},{"speaker":"Aaron Moncur","startTime":893.03,"endTime":897.6500000000001,"body":"career faster and even increase"},{"speaker":"Aaron Moncur","startTime":893.03,"endTime":897.6500000000001,"body":"your earning potential. Spots"},{"speaker":"Aaron Moncur","startTime":897.6500000000001,"endTime":907.3900000000001,"body":"are limited. Sign up now at the"},{"speaker":"Aaron Moncur","startTime":897.6500000000001,"endTime":907.3900000000001,"body":"wave, looking back on all of"},{"speaker":"Aaron Moncur","startTime":907.3900000000001,"endTime":912.6099999999999,"body":"your experience, can you"},{"speaker":"Aaron Moncur","startTime":907.3900000000001,"endTime":912.6099999999999,"body":"identify any trends or patterns"},{"speaker":"Aaron Moncur","startTime":913.03,"endTime":916.0899999999999,"body":"where there are"},{"speaker":"Aaron Moncur","startTime":913.03,"endTime":916.0899999999999,"body":"misunderstandings between sales"},{"speaker":"Aaron Moncur","startTime":916.0899999999999,"endTime":919.77,"body":"teams and engineering teams?"},{"speaker":"Aaron Moncur","startTime":916.0899999999999,"endTime":919.77,"body":"What are some of the common"},{"speaker":"Aaron Moncur","startTime":919.95,"endTime":922.29,"body":"misunderstandings that occur"},{"speaker":"Aaron Moncur","startTime":919.95,"endTime":922.29,"body":"there."},{"speaker":"Clint Biggs","startTime":922.71,"endTime":925.1700000000001,"body":"Well, I'm gonna"},{"speaker":"Clint Biggs","startTime":922.71,"endTime":925.1700000000001,"body":"probably grind a little bit of"},{"speaker":"Clint Biggs","startTime":925.1700000000001,"endTime":928.47,"body":"my own personal axes I go"},{"speaker":"Clint Biggs","startTime":925.1700000000001,"endTime":928.47,"body":"through here, please. I'll give"},{"speaker":"Clint Biggs","startTime":928.47,"endTime":932.9100000000001,"body":"you a bit of a macro trend that"},{"speaker":"Clint Biggs","startTime":928.47,"endTime":932.9100000000001,"body":"I've I just it's it's in not"},{"speaker":"Clint Biggs","startTime":933.27,"endTime":937.47,"body":"just this industry. It's in the"},{"speaker":"Clint Biggs","startTime":933.27,"endTime":937.47,"body":"world at large anymore, but it"},{"speaker":"Clint Biggs","startTime":937.47,"endTime":940.01,"body":"certainly comes into play when."},{"speaker":"Clint Biggs","startTime":937.47,"endTime":940.01,"body":"When you start looking at the"},{"speaker":"Clint Biggs","startTime":940.01,"endTime":945.23,"body":"interchange between engineers"},{"speaker":"Clint Biggs","startTime":940.01,"endTime":945.23,"body":"and and sales in our industry,"},{"speaker":"Clint Biggs","startTime":945.23,"endTime":951.53,"body":"for instance, and the issue,"},{"speaker":"Clint Biggs","startTime":945.23,"endTime":951.53,"body":"quite frankly, is over, over"},{"speaker":"Clint Biggs","startTime":951.53,"endTime":955.01,"body":"dependence upon operational"},{"speaker":"Clint Biggs","startTime":951.53,"endTime":955.01,"body":"efficiency, operational process."},{"speaker":"Clint Biggs","startTime":955.8499999999999,"endTime":959.5899999999999,"body":"We happen to live in a world"},{"speaker":"Clint Biggs","startTime":955.8499999999999,"endTime":959.5899999999999,"body":"where we don't want, really for"},{"speaker":"Clint Biggs","startTime":959.5899999999999,"endTime":962.29,"body":"anything. We have information at"},{"speaker":"Clint Biggs","startTime":959.5899999999999,"endTime":962.29,"body":"our fingertips. People go and"},{"speaker":"Clint Biggs","startTime":962.29,"endTime":966.25,"body":"find to get what they want. And"},{"speaker":"Clint Biggs","startTime":962.29,"endTime":966.25,"body":"that is a beautiful, beautiful"},{"speaker":"Clint Biggs","startTime":966.25,"endTime":970.9300000000001,"body":"thing that's out there, but, but"},{"speaker":"Clint Biggs","startTime":966.25,"endTime":970.9300000000001,"body":"many times, companies will take"},{"speaker":"Clint Biggs","startTime":970.9300000000001,"endTime":976.51,"body":"that idea and say, Okay, I'm"},{"speaker":"Clint Biggs","startTime":970.9300000000001,"endTime":976.51,"body":"going to force my customer base,"},{"speaker":"Clint Biggs","startTime":976.51,"endTime":979.95,"body":"potential customer base, the"},{"speaker":"Clint Biggs","startTime":976.51,"endTime":979.95,"body":"public at large, to approach me"},{"speaker":"Clint Biggs","startTime":979.95,"endTime":982.8900000000001,"body":"a certain way, to have to jump"},{"speaker":"Clint Biggs","startTime":979.95,"endTime":982.8900000000001,"body":"through these hoops to get"},{"speaker":"Clint Biggs","startTime":982.8900000000001,"endTime":985.71,"body":"certain information, or to, you"},{"speaker":"Clint Biggs","startTime":982.8900000000001,"endTime":985.71,"body":"know, heaven forbid, if, you"},{"speaker":"Clint Biggs","startTime":985.71,"endTime":989.3699999999999,"body":"know, pick a phone call and you"},{"speaker":"Clint Biggs","startTime":985.71,"endTime":989.3699999999999,"body":"get the automated self serve"},{"speaker":"Clint Biggs","startTime":990.0899999999999,"endTime":992.49,"body":"thing, or you go to their"},{"speaker":"Clint Biggs","startTime":990.0899999999999,"endTime":992.49,"body":"website and you have to navigate"},{"speaker":"Clint Biggs","startTime":992.49,"endTime":995.19,"body":"20 different things just to get"},{"speaker":"Clint Biggs","startTime":992.49,"endTime":995.19,"body":"a simple question answered or"},{"speaker":"Clint Biggs","startTime":995.19,"endTime":999.77,"body":"something. And we created an"},{"speaker":"Clint Biggs","startTime":995.19,"endTime":999.77,"body":"over dependence of that. And"},{"speaker":"Clint Biggs","startTime":999.8900000000001,"endTime":1004.21,"body":"again, that's a personal pet"},{"speaker":"Clint Biggs","startTime":999.8900000000001,"endTime":1004.21,"body":"peeve of mine. I it flies in the"},{"speaker":"Clint Biggs","startTime":1004.21,"endTime":1009.73,"body":"face, ultimately, of where I"},{"speaker":"Clint Biggs","startTime":1004.21,"endTime":1009.73,"body":"feel you need to be, one as a"},{"speaker":"Clint Biggs","startTime":1009.73,"endTime":1013.03,"body":"salesperson, but particularly as"},{"speaker":"Clint Biggs","startTime":1009.73,"endTime":1013.03,"body":"a sales engineer, and that is"},{"speaker":"Clint Biggs","startTime":1013.75,"endTime":1016.8699999999999,"body":"building relationships, building"},{"speaker":"Clint Biggs","startTime":1013.75,"endTime":1016.8699999999999,"body":"rapport, and meeting the"},{"speaker":"Clint Biggs","startTime":1016.8699999999999,"endTime":1020.19,"body":"customers where they want to be"},{"speaker":"Clint Biggs","startTime":1016.8699999999999,"endTime":1020.19,"body":"met. Some of them want to at an"},{"speaker":"Clint Biggs","startTime":1020.19,"endTime":1023.73,"body":"arm's length and 100% okay, you"},{"speaker":"Clint Biggs","startTime":1020.19,"endTime":1023.73,"body":"want to service that. But if"},{"speaker":"Clint Biggs","startTime":1023.73,"endTime":1027.69,"body":"that is your only approach, boy,"},{"speaker":"Clint Biggs","startTime":1023.73,"endTime":1027.69,"body":"you're really going to mess that"},{"speaker":"Clint Biggs","startTime":1027.69,"endTime":1031.05,"body":"up and secondarily, just if I"},{"speaker":"Clint Biggs","startTime":1027.69,"endTime":1031.05,"body":"can kind of stretch that a"},{"speaker":"Clint Biggs","startTime":1031.05,"endTime":1034.05,"body":"little bit internally. Sometimes"},{"speaker":"Clint Biggs","startTime":1031.05,"endTime":1034.05,"body":"there's a little bit too much"},{"speaker":"Clint Biggs","startTime":1034.05,"endTime":1036.81,"body":"reliance on process as well,"},{"speaker":"Clint Biggs","startTime":1034.05,"endTime":1036.81,"body":"which forces people to swim in"},{"speaker":"Clint Biggs","startTime":1036.81,"endTime":1044.03,"body":"lanes. Right. In my experience,"},{"speaker":"Clint Biggs","startTime":1036.81,"endTime":1044.03,"body":"the the best engagements that"},{"speaker":"Clint Biggs","startTime":1044.03,"endTime":1046.73,"body":"you're going to wind up having,"},{"speaker":"Clint Biggs","startTime":1044.03,"endTime":1046.73,"body":"the most successful projects"},{"speaker":"Clint Biggs","startTime":1046.73,"endTime":1049.01,"body":"that you're going to wind up"},{"speaker":"Clint Biggs","startTime":1046.73,"endTime":1049.01,"body":"putting are out there or where"},{"speaker":"Clint Biggs","startTime":1049.07,"endTime":1052.25,"body":"the right people are"},{"speaker":"Clint Biggs","startTime":1049.07,"endTime":1052.25,"body":"collaborating the right way. And"},{"speaker":"Clint Biggs","startTime":1052.73,"endTime":1057.71,"body":"quite honestly, nobody cares how"},{"speaker":"Clint Biggs","startTime":1052.73,"endTime":1057.71,"body":"much you know until you know"},{"speaker":"Clint Biggs","startTime":1057.71,"endTime":1061.51,"body":"they know how much you care."},{"speaker":"Clint Biggs","startTime":1057.71,"endTime":1061.51,"body":"Like you got to engage. And so"},{"speaker":"Clint Biggs","startTime":1061.99,"endTime":1064.21,"body":"right? Big question for me, for"},{"speaker":"Clint Biggs","startTime":1061.99,"endTime":1064.21,"body":"sure,"},{"speaker":"Aaron Moncur","startTime":1064.57,"endTime":1067.75,"body":"I have to agree"},{"speaker":"Aaron Moncur","startTime":1064.57,"endTime":1067.75,"body":"with you there. I remember many"},{"speaker":"Aaron Moncur","startTime":1067.75,"endTime":1072.31,"body":"years ago, we had a pretty rigid"},{"speaker":"Aaron Moncur","startTime":1067.75,"endTime":1072.31,"body":"process for how we created and"},{"speaker":"Aaron Moncur","startTime":1072.31,"endTime":1078.07,"body":"assigned tasks to engineers, and"},{"speaker":"Aaron Moncur","startTime":1072.31,"endTime":1078.07,"body":"at some point, we did an audit"},{"speaker":"Aaron Moncur","startTime":1078.1299999999999,"endTime":1081.45,"body":"on this process, and what we"},{"speaker":"Aaron Moncur","startTime":1078.1299999999999,"endTime":1081.45,"body":"learned was that, for the most"},{"speaker":"Aaron Moncur","startTime":1081.45,"endTime":1083.73,"body":"part, people were not following"},{"speaker":"Aaron Moncur","startTime":1081.45,"endTime":1083.73,"body":"that process, and things were"},{"speaker":"Aaron Moncur","startTime":1083.73,"endTime":1087.75,"body":"going well, like the work was"},{"speaker":"Aaron Moncur","startTime":1083.73,"endTime":1087.75,"body":"getting done efficiently, but we"},{"speaker":"Aaron Moncur","startTime":1087.75,"endTime":1092.31,"body":"weren't using that process. And"},{"speaker":"Aaron Moncur","startTime":1087.75,"endTime":1092.31,"body":"what we learned was most of the"},{"speaker":"Aaron Moncur","startTime":1092.31,"endTime":1095.25,"body":"communication, it was just"},{"speaker":"Aaron Moncur","startTime":1092.31,"endTime":1095.25,"body":"happening with conversations,"},{"speaker":"Aaron Moncur","startTime":1095.25,"endTime":1098.01,"body":"you know, people at the office"},{"speaker":"Aaron Moncur","startTime":1095.25,"endTime":1098.01,"body":"sitting next to each other,"},{"speaker":"Aaron Moncur","startTime":1098.07,"endTime":1100.4299999999998,"body":"talking about what needed to be"},{"speaker":"Aaron Moncur","startTime":1098.07,"endTime":1100.4299999999998,"body":"done, and that's how the"},{"speaker":"Aaron Moncur","startTime":1100.4299999999998,"endTime":1103.37,"body":"information was getting passed"},{"speaker":"Aaron Moncur","startTime":1100.4299999999998,"endTime":1103.37,"body":"back and forth, as opposed to,"},{"speaker":"Aaron Moncur","startTime":1103.37,"endTime":1107.9299999999998,"body":"like, filling out this detailed"},{"speaker":"Aaron Moncur","startTime":1103.37,"endTime":1107.9299999999998,"body":"task in a task management"},{"speaker":"Aaron Moncur","startTime":1107.9299999999998,"endTime":1111.53,"body":"application and assigning it to"},{"speaker":"Aaron Moncur","startTime":1107.9299999999998,"endTime":1111.53,"body":"a specific person. And, you"},{"speaker":"Aaron Moncur","startTime":1111.53,"endTime":1114.53,"body":"know, all the communication"},{"speaker":"Aaron Moncur","startTime":1111.53,"endTime":1114.53,"body":"going through this, this purpose"},{"speaker":"Aaron Moncur","startTime":1114.53,"endTime":1118.37,"body":"built application, it really"},{"speaker":"Aaron Moncur","startTime":1114.53,"endTime":1118.37,"body":"came down to just conversations"},{"speaker":"Aaron Moncur","startTime":1118.37,"endTime":1121.57,"body":"between people, and that seemed"},{"speaker":"Aaron Moncur","startTime":1118.37,"endTime":1121.57,"body":"to work really well. So we"},{"speaker":"Aaron Moncur","startTime":1121.57,"endTime":1124.99,"body":"didn't altogether abandon that"},{"speaker":"Aaron Moncur","startTime":1121.57,"endTime":1124.99,"body":"process, but we definitely"},{"speaker":"Aaron Moncur","startTime":1125.1699999999998,"endTime":1128.77,"body":"loosened it and relaxed it and"},{"speaker":"Aaron Moncur","startTime":1125.1699999999998,"endTime":1128.77,"body":"said, okay, just make sure that"},{"speaker":"Aaron Moncur","startTime":1128.77,"endTime":1132.25,"body":"the work gets done. And here's a"},{"speaker":"Aaron Moncur","startTime":1128.77,"endTime":1132.25,"body":"tool that you can use, but if it"},{"speaker":"Aaron Moncur","startTime":1132.25,"endTime":1134.6499999999999,"body":"works better for you, just to"},{"speaker":"Aaron Moncur","startTime":1132.25,"endTime":1134.6499999999999,"body":"have a conversation, great. Just"},{"speaker":"Aaron Moncur","startTime":1134.6499999999999,"endTime":1140.1299999999999,"body":"do that. And that seemed to work"},{"speaker":"Aaron Moncur","startTime":1134.6499999999999,"endTime":1140.1299999999999,"body":"well. We do everything with and"},{"speaker":"Aaron Moncur","startTime":1140.1299999999999,"endTime":1143.97,"body":"through people. So your point"},{"speaker":"Aaron Moncur","startTime":1140.1299999999999,"endTime":1143.97,"body":"about building relationships is"},{"speaker":"Aaron Moncur","startTime":1144.03,"endTime":1147.57,"body":"very important, for sure, in a"},{"speaker":"Aaron Moncur","startTime":1144.03,"endTime":1147.57,"body":"sales role. But you know what?"},{"speaker":"Aaron Moncur","startTime":1147.57,"endTime":1150.51,"body":"We're all we're all selling"},{"speaker":"Aaron Moncur","startTime":1147.57,"endTime":1150.51,"body":"something at some point. So it's"},{"speaker":"Aaron Moncur","startTime":1150.51,"endTime":1153.75,"body":"important for all of us,"},{"speaker":"Aaron Moncur","startTime":1150.51,"endTime":1153.75,"body":"especially us engineers who"},{"speaker":"Aaron Moncur","startTime":1153.9299999999998,"endTime":1156.99,"body":"don't like to go out in daylight"},{"speaker":"Aaron Moncur","startTime":1153.9299999999998,"endTime":1156.99,"body":"and interact with human beings,"},{"speaker":"Aaron Moncur","startTime":1156.99,"endTime":1160.49,"body":"to understand how to develop"},{"speaker":"Aaron Moncur","startTime":1156.99,"endTime":1160.49,"body":"relationships with other people."},{"speaker":"Aaron Moncur","startTime":1160.73,"endTime":1164.87,"body":"What are, what are some pro tips"},{"speaker":"Aaron Moncur","startTime":1160.73,"endTime":1164.87,"body":"that you can share for how to"},{"speaker":"Aaron Moncur","startTime":1164.87,"endTime":1168.29,"body":"develop relationships with, you"},{"speaker":"Aaron Moncur","startTime":1164.87,"endTime":1168.29,"body":"know, new people."},{"speaker":"Clint Biggs","startTime":1169.73,"endTime":1172.1299999999999,"body":"That's also a"},{"speaker":"Clint Biggs","startTime":1169.73,"endTime":1172.1299999999999,"body":"really good question. I would"},{"speaker":"Clint Biggs","startTime":1172.1299999999999,"endTime":1176.9299999999998,"body":"say step one kind of built into"},{"speaker":"Clint Biggs","startTime":1172.1299999999999,"endTime":1176.9299999999998,"body":"the questions you have. You have"},{"speaker":"Clint Biggs","startTime":1176.9299999999998,"endTime":1183.55,"body":"to put yourself out there in"},{"speaker":"Clint Biggs","startTime":1176.9299999999998,"endTime":1183.55,"body":"some regard, a lot of people, I"},{"speaker":"Clint Biggs","startTime":1183.55,"endTime":1185.77,"body":"don't want to say, hide that. A"},{"speaker":"Clint Biggs","startTime":1183.55,"endTime":1185.77,"body":"lot of people kind of hide"},{"speaker":"Clint Biggs","startTime":1185.77,"endTime":1188.8899999999999,"body":"behind the keyboard, you know,"},{"speaker":"Clint Biggs","startTime":1185.77,"endTime":1188.8899999999999,"body":"live in this, you know, kind of"},{"speaker":"Clint Biggs","startTime":1188.8899999999999,"endTime":1192.1299999999999,"body":"digital world where here you and"},{"speaker":"Clint Biggs","startTime":1188.8899999999999,"endTime":1192.1299999999999,"body":"I are, you know, miles and"},{"speaker":"Clint Biggs","startTime":1192.1299999999999,"endTime":1194.95,"body":"states apart from one another,"},{"speaker":"Clint Biggs","startTime":1192.1299999999999,"endTime":1194.95,"body":"having a very good dialog here,"},{"speaker":"Clint Biggs","startTime":1194.95,"endTime":1200.73,"body":"and it's fantastic, but it's not"},{"speaker":"Clint Biggs","startTime":1194.95,"endTime":1200.73,"body":"the same as if you and I were"},{"speaker":"Clint Biggs","startTime":1200.73,"endTime":1203.9099999999999,"body":"sitting across, you know, the"},{"speaker":"Clint Biggs","startTime":1200.73,"endTime":1203.9099999999999,"body":"paper from each other little"},{"speaker":"Clint Biggs","startTime":1203.9099999999999,"endTime":1207.09,"body":"cafe and just having a, you"},{"speaker":"Clint Biggs","startTime":1203.9099999999999,"endTime":1207.09,"body":"know, a discussion there."},{"speaker":"Clint Biggs","startTime":1207.09,"endTime":1211.35,"body":"There's, there is no substitute,"},{"speaker":"Clint Biggs","startTime":1207.09,"endTime":1211.35,"body":"fundamentally, for for human"},{"speaker":"Clint Biggs","startTime":1211.35,"endTime":1216.9299999999998,"body":"interactions, like real human"},{"speaker":"Clint Biggs","startTime":1211.35,"endTime":1216.9299999999998,"body":"interaction. So, you know, my"},{"speaker":"Clint Biggs","startTime":1216.9299999999998,"endTime":1221.81,"body":"single best advice, I guess, for"},{"speaker":"Clint Biggs","startTime":1216.9299999999998,"endTime":1221.81,"body":"engineers that that may be a"},{"speaker":"Clint Biggs","startTime":1221.81,"endTime":1225.47,"body":"little bit more introverted is"},{"speaker":"Clint Biggs","startTime":1221.81,"endTime":1225.47,"body":"is just understand that there's"},{"speaker":"Clint Biggs","startTime":1225.47,"endTime":1227.51,"body":"nothing wrong with being"},{"speaker":"Clint Biggs","startTime":1225.47,"endTime":1227.51,"body":"introverted. There's nothing"},{"speaker":"Clint Biggs","startTime":1227.57,"endTime":1230.99,"body":"wrong with wanting to get in and"},{"speaker":"Clint Biggs","startTime":1227.57,"endTime":1230.99,"body":"focus on a job and move forward."},{"speaker":"Clint Biggs","startTime":1232.25,"endTime":1237.23,"body":"But I always like to say we are"},{"speaker":"Clint Biggs","startTime":1232.25,"endTime":1237.23,"body":"naturally analog creatures and"},{"speaker":"Clint Biggs","startTime":1237.23,"endTime":1240.37,"body":"trying to fit ourselves in."},{"speaker":"Clint Biggs","startTime":1237.23,"endTime":1240.37,"body":"Squarely in a digital world."},{"speaker":"Clint Biggs","startTime":1240.37,"endTime":1243.01,"body":"Just it doesn't work. You have"},{"speaker":"Clint Biggs","startTime":1240.37,"endTime":1243.01,"body":"to, you have to put yourself out"},{"speaker":"Clint Biggs","startTime":1243.01,"endTime":1246.79,"body":"there a little bit. So there's"},{"speaker":"Clint Biggs","startTime":1243.01,"endTime":1246.79,"body":"all sorts of clubs and things"},{"speaker":"Clint Biggs","startTime":1246.79,"endTime":1251.95,"body":"that are there. Yeah, there's"},{"speaker":"Clint Biggs","startTime":1246.79,"endTime":1251.95,"body":"all sorts of still areas. I'll"},{"speaker":"Clint Biggs","startTime":1251.95,"endTime":1255.85,"body":"give you kind of an old school"},{"speaker":"Clint Biggs","startTime":1251.95,"endTime":1255.85,"body":"one that I saw thrive at"},{"speaker":"Clint Biggs","startTime":1255.85,"endTime":1259.59,"body":"National Instruments back in the"},{"speaker":"Clint Biggs","startTime":1255.85,"endTime":1259.59,"body":"day. And that was, you know, the"},{"speaker":"Clint Biggs","startTime":1259.59,"endTime":1262.59,"body":"old Toastmasters club, you know,"},{"speaker":"Clint Biggs","startTime":1259.59,"endTime":1262.59,"body":"learning the basic skills for"},{"speaker":"Clint Biggs","startTime":1262.59,"endTime":1265.6499999999999,"body":"standing up and speaking in"},{"speaker":"Clint Biggs","startTime":1262.59,"endTime":1265.6499999999999,"body":"front of a crowd, never"},{"speaker":"Clint Biggs","startTime":1265.6499999999999,"endTime":1268.35,"body":"something that I wanted to do,"},{"speaker":"Clint Biggs","startTime":1265.6499999999999,"endTime":1268.35,"body":"never something I had interest"},{"speaker":"Clint Biggs","startTime":1268.35,"endTime":1270.87,"body":"in. But at the point that my"},{"speaker":"Clint Biggs","startTime":1268.35,"endTime":1270.87,"body":"career started going a certain"},{"speaker":"Clint Biggs","startTime":1270.87,"endTime":1273.81,"body":"way, I realized the value in it."},{"speaker":"Clint Biggs","startTime":1270.87,"endTime":1273.81,"body":"And it turned out, hey, it was,"},{"speaker":"Clint Biggs","startTime":1273.87,"endTime":1277.53,"body":"it was pretty darn fun. The"},{"speaker":"Clint Biggs","startTime":1273.87,"endTime":1277.53,"body":"other side of that, quite"},{"speaker":"Clint Biggs","startTime":1277.53,"endTime":1280.79,"body":"honestly, is you're going to"},{"speaker":"Clint Biggs","startTime":1277.53,"endTime":1280.79,"body":"wind up meeting a lot of people"},{"speaker":"Clint Biggs","startTime":1280.79,"endTime":1285.53,"body":"in your career, and if you this"},{"speaker":"Clint Biggs","startTime":1280.79,"endTime":1285.53,"body":"is good advice just in general,"},{"speaker":"Clint Biggs","startTime":1285.53,"endTime":1290.57,"body":"not not just for engineers, but"},{"speaker":"Clint Biggs","startTime":1285.53,"endTime":1290.57,"body":"if, if you can remember to just"},{"speaker":"Clint Biggs","startTime":1290.81,"endTime":1294.1699999999998,"body":"maintain a relationship with"},{"speaker":"Clint Biggs","startTime":1290.81,"endTime":1294.1699999999998,"body":"them after the project. You"},{"speaker":"Clint Biggs","startTime":1294.1699999999998,"endTime":1296.33,"body":"know, maybe you're maybe you're"},{"speaker":"Clint Biggs","startTime":1294.1699999999998,"endTime":1296.33,"body":"connected on LinkedIn or"},{"speaker":"Clint Biggs","startTime":1296.33,"endTime":1299.4099999999999,"body":"whatever. Send them notes from"},{"speaker":"Clint Biggs","startTime":1296.33,"endTime":1299.4099999999999,"body":"time to time. Actually look at"},{"speaker":"Clint Biggs","startTime":1299.4099999999999,"endTime":1302.11,"body":"the at the prompts, it'll give"},{"speaker":"Clint Biggs","startTime":1299.4099999999999,"endTime":1302.11,"body":"you their birthdays or whatever."},{"speaker":"Clint Biggs","startTime":1302.29,"endTime":1305.1699999999998,"body":"Those small touches actually"},{"speaker":"Clint Biggs","startTime":1302.29,"endTime":1305.1699999999998,"body":"make a difference in heaven. But"},{"speaker":"Clint Biggs","startTime":1305.1699999999998,"endTime":1307.57,"body":"forbid, if you ever find"},{"speaker":"Clint Biggs","startTime":1305.1699999999998,"endTime":1307.57,"body":"yourself on the outside of a job"},{"speaker":"Clint Biggs","startTime":1307.57,"endTime":1310.09,"body":"looking in one of the other"},{"speaker":"Clint Biggs","startTime":1307.57,"endTime":1310.09,"body":"differences that's in our world"},{"speaker":"Clint Biggs","startTime":1310.09,"endTime":1313.51,"body":"today, nobody cares about"},{"speaker":"Clint Biggs","startTime":1310.09,"endTime":1313.51,"body":"resumes. You're not winning"},{"speaker":"Clint Biggs","startTime":1313.51,"endTime":1315.97,"body":"anything by paper resumes."},{"speaker":"Clint Biggs","startTime":1313.51,"endTime":1315.97,"body":"Everything is done through"},{"speaker":"Clint Biggs","startTime":1315.97,"endTime":1320.01,"body":"referral and by maintaining your"},{"speaker":"Clint Biggs","startTime":1315.97,"endTime":1320.01,"body":"networks and actually having"},{"speaker":"Clint Biggs","startTime":1320.01,"endTime":1323.25,"body":"some semblance of the genuine"},{"speaker":"Clint Biggs","startTime":1320.01,"endTime":1323.25,"body":"relationship, you'll serve"},{"speaker":"Clint Biggs","startTime":1323.25,"endTime":1323.97,"body":"yourself well there"},{"speaker":"Aaron Moncur","startTime":1323.97,"endTime":1327.21,"body":"too. Well said,"},{"speaker":"Aaron Moncur","startTime":1323.97,"endTime":1327.21,"body":"well said, let me take a short"},{"speaker":"Aaron Moncur","startTime":1327.21,"endTime":1330.33,"body":"break here and share with"},{"speaker":"Aaron Moncur","startTime":1327.21,"endTime":1330.33,"body":"everyone that the being an"},{"speaker":"Aaron Moncur","startTime":1330.33,"endTime":1333.45,"body":"engineer podcast is brought to"},{"speaker":"Aaron Moncur","startTime":1330.33,"endTime":1333.45,"body":"you by pipeline design and"},{"speaker":"Aaron Moncur","startTime":1333.45,"endTime":1336.45,"body":"engineering, where we don't"},{"speaker":"Aaron Moncur","startTime":1333.45,"endTime":1336.45,"body":"design pipelines, but we do help"},{"speaker":"Aaron Moncur","startTime":1336.45,"endTime":1339.8899999999999,"body":"companies develop advanced"},{"speaker":"Aaron Moncur","startTime":1336.45,"endTime":1339.8899999999999,"body":"manufacturing processes,"},{"speaker":"Aaron Moncur","startTime":1340.19,"endTime":1343.31,"body":"automated machines and custom"},{"speaker":"Aaron Moncur","startTime":1340.19,"endTime":1343.31,"body":"fixtures, complemented with"},{"speaker":"Aaron Moncur","startTime":1343.49,"endTime":1347.87,"body":"product design and R D services,"},{"speaker":"Aaron Moncur","startTime":1343.49,"endTime":1347.87,"body":"Learn more at Team pipeline.us."},{"speaker":"Aaron Moncur","startTime":1349.19,"endTime":1353.87,"body":"The podcast is also sponsored by"},{"speaker":"Aaron Moncur","startTime":1349.19,"endTime":1353.87,"body":"the wave, an online platform of"},{"speaker":"Aaron Moncur","startTime":1353.87,"endTime":1357.83,"body":"free tools, education and"},{"speaker":"Aaron Moncur","startTime":1353.87,"endTime":1357.83,"body":"community for engineers. Learn"},{"speaker":"Aaron Moncur","startTime":1357.83,"endTime":1362.1699999999998,"body":"more at the wave. Dot engineer,"},{"speaker":"Aaron Moncur","startTime":1357.83,"endTime":1362.1699999999998,"body":"and we have the privilege of"},{"speaker":"Aaron Moncur","startTime":1362.1699999999998,"endTime":1367.21,"body":"speaking with Clint Biggs today."},{"speaker":"Aaron Moncur","startTime":1362.1699999999998,"endTime":1367.21,"body":"Clint, can you think of a time"},{"speaker":"Aaron Moncur","startTime":1367.27,"endTime":1371.83,"body":"when sales and engineering"},{"speaker":"Aaron Moncur","startTime":1367.27,"endTime":1371.83,"body":"really came together well to"},{"speaker":"Aaron Moncur","startTime":1371.83,"endTime":1376.99,"body":"solve a problem for a customer?"},{"speaker":"Aaron Moncur","startTime":1371.83,"endTime":1376.99,"body":"Is there a story that comes to"},{"speaker":"Aaron Moncur","startTime":1376.99,"endTime":1378.97,"body":"mind that you can share"},{"speaker":"Aaron Moncur","startTime":1376.99,"endTime":1378.97,"body":"something like that"},{"speaker":"Clint Biggs","startTime":1380.05,"endTime":1385.47,"body":"in our world that"},{"speaker":"Clint Biggs","startTime":1380.05,"endTime":1385.47,"body":"is literally business as usual."},{"speaker":"Clint Biggs","startTime":1385.47,"endTime":1390.21,"body":"So let me, let me start by"},{"speaker":"Clint Biggs","startTime":1385.47,"endTime":1390.21,"body":"answering that question by"},{"speaker":"Clint Biggs","startTime":1390.21,"endTime":1395.37,"body":"saying, again to me, the worst"},{"speaker":"Clint Biggs","startTime":1390.21,"endTime":1395.37,"body":"technical sales process there is"},{"speaker":"Clint Biggs","startTime":1395.37,"endTime":1399.59,"body":"when the salesperson only cares"},{"speaker":"Clint Biggs","startTime":1395.37,"endTime":1399.59,"body":"about uncovering a lead,"},{"speaker":"Clint Biggs","startTime":1399.95,"endTime":1402.6499999999999,"body":"receiving the PO and then"},{"speaker":"Clint Biggs","startTime":1399.95,"endTime":1402.6499999999999,"body":"throwing a project over the wall"},{"speaker":"Clint Biggs","startTime":1402.83,"endTime":1407.57,"body":"to another team. And you know,"},{"speaker":"Clint Biggs","startTime":1402.83,"endTime":1407.57,"body":"there's language and roles that"},{"speaker":"Clint Biggs","startTime":1407.57,"endTime":1410.81,"body":"are out there that go with that,"},{"speaker":"Clint Biggs","startTime":1407.57,"endTime":1410.81,"body":"but it but, but the idea of"},{"speaker":"Clint Biggs","startTime":1410.81,"endTime":1413.75,"body":"actually having account"},{"speaker":"Clint Biggs","startTime":1410.81,"endTime":1413.75,"body":"management really is the goal of"},{"speaker":"Clint Biggs","startTime":1413.75,"endTime":1417.6499999999999,"body":"sales, as opposed to just pure"},{"speaker":"Clint Biggs","startTime":1413.75,"endTime":1417.6499999999999,"body":"POS and revenues is a big"},{"speaker":"Clint Biggs","startTime":1417.6499999999999,"endTime":1421.03,"body":"difference maker. And so at"},{"speaker":"Clint Biggs","startTime":1417.6499999999999,"endTime":1421.03,"body":"tesra Act, for instance, our"},{"speaker":"Clint Biggs","startTime":1421.03,"endTime":1425.8899999999999,"body":"teams stay engaged completely on"},{"speaker":"Clint Biggs","startTime":1421.03,"endTime":1425.8899999999999,"body":"projects. We're just working"},{"speaker":"Clint Biggs","startTime":1425.8899999999999,"endTime":1431.4099999999999,"body":"with a group. I'll probably"},{"speaker":"Clint Biggs","startTime":1425.8899999999999,"endTime":1431.4099999999999,"body":"leave them unnamed at the point,"},{"speaker":"Clint Biggs","startTime":1431.4099999999999,"endTime":1435.37,"body":"but they're a major government"},{"speaker":"Clint Biggs","startTime":1431.4099999999999,"endTime":1435.37,"body":"prime contractor, and we're"},{"speaker":"Clint Biggs","startTime":1435.37,"endTime":1439.59,"body":"looking at thrust vector control"},{"speaker":"Clint Biggs","startTime":1435.37,"endTime":1439.59,"body":"systems, rocket gimmel to"},{"speaker":"Clint Biggs","startTime":1439.59,"endTime":1442.29,"body":"somebody, for lack of a better"},{"speaker":"Clint Biggs","startTime":1439.59,"endTime":1442.29,"body":"word. And again, these are"},{"speaker":"Clint Biggs","startTime":1442.29,"endTime":1446.61,"body":"complex engagements, complex"},{"speaker":"Clint Biggs","startTime":1442.29,"endTime":1446.61,"body":"problems and and on the one"},{"speaker":"Clint Biggs","startTime":1446.61,"endTime":1449.1299999999999,"body":"hand, it's quote unquote easy"},{"speaker":"Clint Biggs","startTime":1446.61,"endTime":1449.1299999999999,"body":"for the for the salesperson, the"},{"speaker":"Clint Biggs","startTime":1449.37,"endTime":1451.77,"body":"sales engineer, in this case, to"},{"speaker":"Clint Biggs","startTime":1449.37,"endTime":1451.77,"body":"go and talk with them, get the"},{"speaker":"Clint Biggs","startTime":1451.77,"endTime":1456.87,"body":"initial requirements, talk them"},{"speaker":"Clint Biggs","startTime":1451.77,"endTime":1456.87,"body":"into an idea of a solution with"},{"speaker":"Clint Biggs","startTime":1457.05,"endTime":1460.4299999999998,"body":"the team. But no, no, we stay"},{"speaker":"Clint Biggs","startTime":1457.05,"endTime":1460.4299999999998,"body":"completely engaged in, and when"},{"speaker":"Clint Biggs","startTime":1460.4299999999998,"endTime":1464.51,"body":"problems invariably surface, is"},{"speaker":"Clint Biggs","startTime":1460.4299999999998,"endTime":1464.51,"body":"that account manager, they're"},{"speaker":"Clint Biggs","startTime":1464.51,"endTime":1466.4299999999998,"body":"helping to make sure they"},{"speaker":"Clint Biggs","startTime":1464.51,"endTime":1466.4299999999998,"body":"understand and have the"},{"speaker":"Clint Biggs","startTime":1466.4299999999998,"endTime":1469.31,"body":"customers interest at heart and"},{"speaker":"Clint Biggs","startTime":1466.4299999999998,"endTime":1469.31,"body":"understanding where the project"},{"speaker":"Clint Biggs","startTime":1469.31,"endTime":1471.6499999999999,"body":"management team has come"},{"speaker":"Clint Biggs","startTime":1469.31,"endTime":1471.6499999999999,"body":"together, creating some some key"},{"speaker":"Clint Biggs","startTime":1471.6499999999999,"endTime":1476.6299999999999,"body":"solutions and and literally, we"},{"speaker":"Clint Biggs","startTime":1471.6499999999999,"endTime":1476.6299999999999,"body":"just went through an example of"},{"speaker":"Clint Biggs","startTime":1476.6299999999999,"endTime":1480.31,"body":"that just this past week. And"},{"speaker":"Clint Biggs","startTime":1476.6299999999999,"endTime":1480.31,"body":"you know, you put yourself out"},{"speaker":"Clint Biggs","startTime":1480.31,"endTime":1482.53,"body":"there a little more because it's"},{"speaker":"Clint Biggs","startTime":1480.31,"endTime":1482.53,"body":"the right thing to do with the"},{"speaker":"Clint Biggs","startTime":1482.53,"endTime":1487.33,"body":"customer. And everybody wins. It"},{"speaker":"Clint Biggs","startTime":1482.53,"endTime":1487.33,"body":"truly is a win. Win. You make"},{"speaker":"Clint Biggs","startTime":1487.33,"endTime":1489.01,"body":"someone successful. It comes"},{"speaker":"Clint Biggs","startTime":1487.33,"endTime":1489.01,"body":"around."},{"speaker":"Aaron Moncur","startTime":1490.3899999999999,"endTime":1492.31,"body":"In your opinion,"},{"speaker":"Aaron Moncur","startTime":1490.3899999999999,"endTime":1492.31,"body":"what do you think is the"},{"speaker":"Aaron Moncur","startTime":1492.31,"endTime":1496.27,"body":"relationship between sales and"},{"speaker":"Aaron Moncur","startTime":1492.31,"endTime":1496.27,"body":"marketing? Oh,"},{"speaker":"Clint Biggs","startTime":1538.4999999999998,"endTime":1542.5399999999997,"body":"that is two sides"},{"speaker":"Clint Biggs","startTime":1538.4999999999998,"endTime":1542.5399999999997,"body":"of the same coin. For sure. Are"},{"speaker":"Clint Biggs","startTime":1542.5399999999997,"endTime":1545.5399999999997,"body":"all salespeople, good marketers?"},{"speaker":"Clint Biggs","startTime":1542.5399999999997,"endTime":1545.5399999999997,"body":"Absolutely not. And I'm probably"},{"speaker":"Clint Biggs","startTime":1545.5399999999997,"endTime":1548.84,"body":"in that definition. I'd like to"},{"speaker":"Clint Biggs","startTime":1545.5399999999997,"endTime":1548.84,"body":"think that I've got cool ideas,"},{"speaker":"Clint Biggs","startTime":1548.84,"endTime":1552.2599999999998,"body":"marketing ideas, but I don't."},{"speaker":"Clint Biggs","startTime":1548.84,"endTime":1552.2599999999998,"body":"And are all good marketers? Good"},{"speaker":"Clint Biggs","startTime":1552.2599999999998,"endTime":1555.9799999999998,"body":"salespeople? No. But"},{"speaker":"Clint Biggs","startTime":1552.2599999999998,"endTime":1555.9799999999998,"body":"fundamentally, you're moving"},{"speaker":"Clint Biggs","startTime":1555.9799999999998,"endTime":1561.0399999999997,"body":"towards a common goal, and that"},{"speaker":"Clint Biggs","startTime":1555.9799999999998,"endTime":1561.0399999999997,"body":"is generating awareness of who"},{"speaker":"Clint Biggs","startTime":1561.0399999999997,"endTime":1563.7399999999998,"body":"and what you're doing, either"},{"speaker":"Clint Biggs","startTime":1561.0399999999997,"endTime":1563.7399999999998,"body":"whether it's a product or a"},{"speaker":"Clint Biggs","startTime":1563.7399999999998,"endTime":1566.9799999999998,"body":"service or whatever the case may"},{"speaker":"Clint Biggs","startTime":1563.7399999999998,"endTime":1566.9799999999998,"body":"be, and then ultimately crafting"},{"speaker":"Clint Biggs","startTime":1566.9799999999998,"endTime":1571.8999999999999,"body":"messages that resonate with"},{"speaker":"Clint Biggs","startTime":1566.9799999999998,"endTime":1571.8999999999999,"body":"people so they understand why"},{"speaker":"Clint Biggs","startTime":1571.8999999999999,"endTime":1575.4399999999998,"body":"they should care about that for"},{"speaker":"Clint Biggs","startTime":1571.8999999999999,"endTime":1575.4399999999998,"body":"themselves, individually and"},{"speaker":"Clint Biggs","startTime":1575.4399999999998,"endTime":1579.5199999999998,"body":"really at that point, you know,"},{"speaker":"Clint Biggs","startTime":1575.4399999999998,"endTime":1579.5199999999998,"body":"marketing is generally the tip"},{"speaker":"Clint Biggs","startTime":1579.5199999999998,"endTime":1584.2799999999997,"body":"of the stair that regard. Going"},{"speaker":"Clint Biggs","startTime":1579.5199999999998,"endTime":1584.2799999999997,"body":"out and and capturing that"},{"speaker":"Clint Biggs","startTime":1584.2799999999997,"endTime":1586.9799999999998,"body":"awareness, or those leads, for"},{"speaker":"Clint Biggs","startTime":1584.2799999999997,"endTime":1586.9799999999998,"body":"lack of a better word, you know,"},{"speaker":"Clint Biggs","startTime":1586.9799999999998,"endTime":1589.7399999999998,"body":"the general expression of"},{"speaker":"Clint Biggs","startTime":1586.9799999999998,"endTime":1589.7399999999998,"body":"interest in whatever it is that"},{"speaker":"Clint Biggs","startTime":1589.7399999999998,"endTime":1593.3999999999999,"body":"you're doing. And it's typically"},{"speaker":"Clint Biggs","startTime":1589.7399999999998,"endTime":1593.3999999999999,"body":"the salesperson's responsibility"},{"speaker":"Clint Biggs","startTime":1593.3999999999999,"endTime":1596.4599999999998,"body":"to then convert that interest"},{"speaker":"Clint Biggs","startTime":1593.3999999999999,"endTime":1596.4599999999998,"body":"into, you know, business,"},{"speaker":"Clint Biggs","startTime":1596.4599999999998,"endTime":1598.9199999999998,"body":"whatever that is. But the"},{"speaker":"Clint Biggs","startTime":1596.4599999999998,"endTime":1598.9199999999998,"body":"reality is that is a hand in"},{"speaker":"Clint Biggs","startTime":1598.9199999999998,"endTime":1605.06,"body":"hand role sales informs the"},{"speaker":"Clint Biggs","startTime":1598.9199999999998,"endTime":1605.06,"body":"marketing side on what they're"},{"speaker":"Clint Biggs","startTime":1605.06,"endTime":1607.9399999999998,"body":"seeing and what they're doing,"},{"speaker":"Clint Biggs","startTime":1605.06,"endTime":1607.9399999999998,"body":"and marketing informs sales on"},{"speaker":"Clint Biggs","startTime":1607.9399999999998,"endTime":1611.4799999999998,"body":"kind of the larger macro. And by"},{"speaker":"Clint Biggs","startTime":1607.9399999999998,"endTime":1611.4799999999998,"body":"the way, in the interest of"},{"speaker":"Clint Biggs","startTime":1611.4799999999998,"endTime":1614.2399999999998,"body":"engineering, some of the"},{"speaker":"Clint Biggs","startTime":1611.4799999999998,"endTime":1614.2399999999998,"body":"absolute best marketers I've"},{"speaker":"Clint Biggs","startTime":1614.2399999999998,"endTime":1617.6599999999999,"body":"seen also have engineering"},{"speaker":"Clint Biggs","startTime":1614.2399999999998,"endTime":1617.6599999999999,"body":"backgrounds, and it's because"},{"speaker":"Clint Biggs","startTime":1617.6599999999999,"endTime":1620.86,"body":"they see and approach things"},{"speaker":"Clint Biggs","startTime":1617.6599999999999,"endTime":1620.86,"body":"from a logical perspective and"},{"speaker":"Clint Biggs","startTime":1621.2199999999998,"endTime":1624.2199999999998,"body":"and they're looking at, what"},{"speaker":"Clint Biggs","startTime":1621.2199999999998,"endTime":1624.2199999999998,"body":"does this product or service"},{"speaker":"Clint Biggs","startTime":1624.2199999999998,"endTime":1627.0399999999997,"body":"actually solve? And let me think"},{"speaker":"Clint Biggs","startTime":1624.2199999999998,"endTime":1627.0399999999997,"body":"of all these derivatives and how"},{"speaker":"Clint Biggs","startTime":1627.0399999999997,"endTime":1629.1399999999999,"body":"it's going to play out there,"},{"speaker":"Clint Biggs","startTime":1627.0399999999997,"endTime":1629.1399999999999,"body":"and, and how do I put that"},{"speaker":"Clint Biggs","startTime":1629.1999999999998,"endTime":1634.06,"body":"language that somebody would"},{"speaker":"Clint Biggs","startTime":1629.1999999999998,"endTime":1634.06,"body":"appreciate? And so it's, it's a"},{"speaker":"Clint Biggs","startTime":1634.06,"endTime":1636.9399999999998,"body":"very viable career for someone"},{"speaker":"Clint Biggs","startTime":1634.06,"endTime":1636.9399999999998,"body":"that perhaps has gone to school"},{"speaker":"Clint Biggs","startTime":1636.9399999999998,"endTime":1640.36,"body":"to be an engineer, to then"},{"speaker":"Clint Biggs","startTime":1636.9399999999998,"endTime":1640.36,"body":"pursue a technical marketing"},{"speaker":"Clint Biggs","startTime":1640.36,"endTime":1644.2799999999997,"body":"role, Mark Holms role, you know,"},{"speaker":"Clint Biggs","startTime":1640.36,"endTime":1644.2799999999997,"body":"marketing communication just as"},{"speaker":"Clint Biggs","startTime":1644.2799999999997,"endTime":1647.9999999999998,"body":"well as it might be for a Field"},{"speaker":"Clint Biggs","startTime":1644.2799999999997,"endTime":1647.9999999999998,"body":"Sales Engineer or something like"},{"speaker":"Clint Biggs","startTime":1647.9999999999998,"endTime":1648.2399999999998,"body":"that."},{"speaker":"Aaron Moncur","startTime":1648.9599999999998,"endTime":1653.5199999999998,"body":"Yeah, this next"},{"speaker":"Aaron Moncur","startTime":1648.9599999999998,"endTime":1653.5199999999998,"body":"question is is not specific to"},{"speaker":"Aaron Moncur","startTime":1653.5199999999998,"endTime":1657.12,"body":"you in any way, and hopefully"},{"speaker":"Aaron Moncur","startTime":1653.5199999999998,"endTime":1657.12,"body":"you're comfortable answering it."},{"speaker":"Aaron Moncur","startTime":1657.12,"endTime":1660.4799999999998,"body":"But if you're not, that's fine"},{"speaker":"Aaron Moncur","startTime":1657.12,"endTime":1660.4799999999998,"body":"as well for engineers who are"},{"speaker":"Aaron Moncur","startTime":1660.4799999999998,"endTime":1664.0399999999997,"body":"listening to this thinking, huh?"},{"speaker":"Aaron Moncur","startTime":1660.4799999999998,"endTime":1664.0399999999997,"body":"You know, sales engineer, maybe"},{"speaker":"Aaron Moncur","startTime":1664.0399999999997,"endTime":1668.1799999999998,"body":"I'd like to try that out. What,"},{"speaker":"Aaron Moncur","startTime":1664.0399999999997,"endTime":1668.1799999999998,"body":"what is the money like for a"},{"speaker":"Aaron Moncur","startTime":1668.1799999999998,"endTime":1674.2999999999997,"body":"sales engineer? Like, how does,"},{"speaker":"Aaron Moncur","startTime":1668.1799999999998,"endTime":1674.2999999999997,"body":"how does a salary and bonus work"},{"speaker":"Aaron Moncur","startTime":1674.2999999999997,"endTime":1678.4999999999998,"body":"for a sales engineer, what's the"},{"speaker":"Aaron Moncur","startTime":1674.2999999999997,"endTime":1678.4999999999998,"body":"earning potential versus, like,"},{"speaker":"Aaron Moncur","startTime":1678.4999999999998,"endTime":1681.7599999999998,"body":"a straight up salaried engineer?"},{"speaker":"Aaron Moncur","startTime":1678.4999999999998,"endTime":1681.7599999999998,"body":"Yeah, fantastic"},{"speaker":"Clint Biggs","startTime":1681.7599999999998,"endTime":1684.8799999999999,"body":"question, and I'm"},{"speaker":"Clint Biggs","startTime":1681.7599999999998,"endTime":1684.8799999999999,"body":"100% comfortable talking about"},{"speaker":"Clint Biggs","startTime":1685.2999999999997,"endTime":1690.1599999999999,"body":"that. In general, sales folks"},{"speaker":"Clint Biggs","startTime":1685.2999999999997,"endTime":1690.1599999999999,"body":"have the I have a hat bump a"},{"speaker":"Clint Biggs","startTime":1690.1599999999999,"endTime":1694.4799999999998,"body":"higher earning potential, and"},{"speaker":"Clint Biggs","startTime":1690.1599999999999,"endTime":1694.4799999999998,"body":"the reason why is because"},{"speaker":"Clint Biggs","startTime":1694.4799999999998,"endTime":1700.9599999999998,"body":"there's inherent risk that also"},{"speaker":"Clint Biggs","startTime":1694.4799999999998,"endTime":1700.9599999999998,"body":"comes with that. So traditional"},{"speaker":"Clint Biggs","startTime":1700.9599999999998,"endTime":1708.1799999999998,"body":"sales jobs, many times, will be"},{"speaker":"Clint Biggs","startTime":1700.9599999999998,"endTime":1708.1799999999998,"body":"100% commission. My experience"},{"speaker":"Clint Biggs","startTime":1708.1799999999998,"endTime":1712.62,"body":"is in the technical sales world,"},{"speaker":"Clint Biggs","startTime":1708.1799999999998,"endTime":1712.62,"body":"and particularly in the test"},{"speaker":"Clint Biggs","startTime":1712.62,"endTime":1714.8999999999999,"body":"engineering world, the"},{"speaker":"Clint Biggs","startTime":1712.62,"endTime":1714.8999999999999,"body":"automation world, such you know"},{"speaker":"Clint Biggs","startTime":1714.8999999999999,"endTime":1719.9399999999998,"body":"that you're in that's not a good"},{"speaker":"Clint Biggs","startTime":1714.8999999999999,"endTime":1719.9399999999998,"body":"combination. And people tend to"},{"speaker":"Clint Biggs","startTime":1719.9399999999998,"endTime":1723.7399999999998,"body":"be engineers, tend to be much"},{"speaker":"Clint Biggs","startTime":1719.9399999999998,"endTime":1723.7399999999998,"body":"less risk tolerant in that kind"},{"speaker":"Clint Biggs","startTime":1723.7399999999998,"endTime":1728.2399999999998,"body":"of regard. So typically, and"},{"speaker":"Clint Biggs","startTime":1723.7399999999998,"endTime":1728.2399999999998,"body":"I've seen this play out across"},{"speaker":"Clint Biggs","startTime":1728.2399999999998,"endTime":1730.7599999999998,"body":"the full 30 plus years of my"},{"speaker":"Clint Biggs","startTime":1728.2399999999998,"endTime":1730.7599999999998,"body":"career, typically what you're"},{"speaker":"Clint Biggs","startTime":1730.7599999999998,"endTime":1737.2399999999998,"body":"going to wind up seeing is some"},{"speaker":"Clint Biggs","startTime":1730.7599999999998,"endTime":1737.2399999999998,"body":"sort of combined on target"},{"speaker":"Clint Biggs","startTime":1737.2399999999998,"endTime":1740.2399999999998,"body":"earnings model, which means the"},{"speaker":"Clint Biggs","startTime":1737.2399999999998,"endTime":1740.2399999999998,"body":"engineer is going to receive"},{"speaker":"Clint Biggs","startTime":1740.2399999999998,"endTime":1744.3999999999999,"body":"some portion of their salary"},{"speaker":"Clint Biggs","startTime":1740.2399999999998,"endTime":1744.3999999999999,"body":"usually about 60% it'll range"},{"speaker":"Clint Biggs","startTime":1744.3999999999999,"endTime":1748.5399999999997,"body":"between 50 and 70% but a 6040"},{"speaker":"Clint Biggs","startTime":1744.3999999999999,"endTime":1748.5399999999997,"body":"model is probably the most"},{"speaker":"Clint Biggs","startTime":1748.5399999999997,"endTime":1751.9599999999998,"body":"typical. 60% of that target"},{"speaker":"Clint Biggs","startTime":1748.5399999999997,"endTime":1751.9599999999998,"body":"salary is guaranteed base. And"},{"speaker":"Clint Biggs","startTime":1751.9599999999998,"endTime":1754.06,"body":"they're just like, this is for"},{"speaker":"Clint Biggs","startTime":1751.9599999999998,"endTime":1754.06,"body":"you going out doing your job,"},{"speaker":"Clint Biggs","startTime":1754.06,"endTime":1756.3999999999999,"body":"and this is to make sure that"},{"speaker":"Clint Biggs","startTime":1754.06,"endTime":1756.3999999999999,"body":"you're doing all the other stuff"},{"speaker":"Clint Biggs","startTime":1756.3999999999999,"endTime":1759.1,"body":"that goes ultimately with that."},{"speaker":"Clint Biggs","startTime":1756.3999999999999,"endTime":1759.1,"body":"And then you'll have like, 40%"},{"speaker":"Clint Biggs","startTime":1759.4599999999998,"endTime":1762.7799999999997,"body":"or so of your target salary at"},{"speaker":"Clint Biggs","startTime":1759.4599999999998,"endTime":1762.7799999999997,"body":"risk. And that's contingent upon"},{"speaker":"Clint Biggs","startTime":1762.7799999999997,"endTime":1765.8999999999999,"body":"how well you're able to achieve"},{"speaker":"Clint Biggs","startTime":1762.7799999999997,"endTime":1765.8999999999999,"body":"your quota, your goals, the"},{"speaker":"Clint Biggs","startTime":1765.9599999999998,"endTime":1771.4799999999998,"body":"revenue goals that the company"},{"speaker":"Clint Biggs","startTime":1765.9599999999998,"endTime":1771.4799999999998,"body":"needs you to bring in. And you"},{"speaker":"Clint Biggs","startTime":1771.4799999999998,"endTime":1774.2999999999997,"body":"know, it's a it's a direct"},{"speaker":"Clint Biggs","startTime":1771.4799999999998,"endTime":1774.2999999999997,"body":"prorated portion. If you hit 50%"},{"speaker":"Clint Biggs","startTime":1774.6599999999999,"endTime":1777.6,"body":"of your your quota, a lot of"},{"speaker":"Clint Biggs","startTime":1774.6599999999999,"endTime":1777.6,"body":"times you'll make 50% of that."},{"speaker":"Clint Biggs","startTime":1777.84,"endTime":1780.2399999999998,"body":"It's not always that way."},{"speaker":"Clint Biggs","startTime":1777.84,"endTime":1780.2399999999998,"body":"Sometimes it's, you know, more"},{"speaker":"Clint Biggs","startTime":1780.2399999999998,"endTime":1784.82,"body":"of you know, a curve that goes"},{"speaker":"Clint Biggs","startTime":1780.2399999999998,"endTime":1784.82,"body":"on with that. But almost all"},{"speaker":"Clint Biggs","startTime":1784.82,"endTime":1789.4999999999998,"body":"plans also allow for and gladly"},{"speaker":"Clint Biggs","startTime":1784.82,"endTime":1789.4999999999998,"body":"pay accelerated rates once you"},{"speaker":"Clint Biggs","startTime":1789.4999999999998,"endTime":1794.6599999999999,"body":"exceed your goals. So usually,"},{"speaker":"Clint Biggs","startTime":1789.4999999999998,"endTime":1794.6599999999999,"body":"earning is ultimately Unlimited,"},{"speaker":"Clint Biggs","startTime":1794.6599999999999,"endTime":1798.4399999999998,"body":"but from a salary range depends"},{"speaker":"Clint Biggs","startTime":1794.6599999999999,"endTime":1798.4399999999998,"body":"upon which industry, which roles"},{"speaker":"Clint Biggs","startTime":1798.4399999999998,"endTime":1803.7999999999997,"body":"you'll get in. But you know,"},{"speaker":"Clint Biggs","startTime":1798.4399999999998,"endTime":1803.7999999999997,"body":"100,000 200,000 you know,"},{"speaker":"Clint Biggs","startTime":1803.7999999999997,"endTime":1807.9999999999998,"body":"$300,000 those are not unheard"},{"speaker":"Clint Biggs","startTime":1803.7999999999997,"endTime":1807.9999999999998,"body":"of numbers as as a sales"},{"speaker":"Clint Biggs","startTime":1807.9999999999998,"endTime":1808.4799999999998,"body":"engineer."},{"speaker":"Aaron Moncur","startTime":1808.84,"endTime":1810.6999999999998,"body":"Well, that's"},{"speaker":"Aaron Moncur","startTime":1808.84,"endTime":1810.6999999999998,"body":"great. Thank you for walking"},{"speaker":"Aaron Moncur","startTime":1810.6999999999998,"endTime":1815.86,"body":"through that. Let's talk about"},{"speaker":"Aaron Moncur","startTime":1810.6999999999998,"endTime":1815.86,"body":"incentives, because I think"},{"speaker":"Aaron Moncur","startTime":1816.0399999999997,"endTime":1820.12,"body":"sales engineers have incentives"},{"speaker":"Aaron Moncur","startTime":1816.0399999999997,"endTime":1820.12,"body":"that are often different than"},{"speaker":"Aaron Moncur","startTime":1820.1799999999998,"endTime":1823.1399999999999,"body":"the actual engineer doing the"},{"speaker":"Aaron Moncur","startTime":1820.1799999999998,"endTime":1823.1399999999999,"body":"work, right? Sales Engineer,"},{"speaker":"Aaron Moncur","startTime":1823.1399999999999,"endTime":1825.5399999999997,"body":"they want to make the sale"},{"speaker":"Aaron Moncur","startTime":1823.1399999999999,"endTime":1825.5399999999997,"body":"because that's where, like you"},{"speaker":"Aaron Moncur","startTime":1825.5399999999997,"endTime":1829.0199999999998,"body":"said, maybe 40 or some"},{"speaker":"Aaron Moncur","startTime":1825.5399999999997,"endTime":1829.0199999999998,"body":"percentage of their income is"},{"speaker":"Aaron Moncur","startTime":1829.0199999999998,"endTime":1832.1999999999998,"body":"coming from. And then the"},{"speaker":"Aaron Moncur","startTime":1829.0199999999998,"endTime":1832.1999999999998,"body":"engineer, I mean, the engineers"},{"speaker":"Aaron Moncur","startTime":1832.1999999999998,"endTime":1836.2199999999998,"body":"incentive is, just do a good"},{"speaker":"Aaron Moncur","startTime":1832.1999999999998,"endTime":1836.2199999999998,"body":"job, right? Complete projects on"},{"speaker":"Aaron Moncur","startTime":1836.2199999999998,"endTime":1839.1599999999999,"body":"time, on budget, work"},{"speaker":"Aaron Moncur","startTime":1836.2199999999998,"endTime":1839.1599999999999,"body":"efficiently, manage your time."},{"speaker":"Aaron Moncur","startTime":1839.6999999999998,"endTime":1844.2799999999997,"body":"How? What are some good"},{"speaker":"Aaron Moncur","startTime":1839.6999999999998,"endTime":1844.2799999999997,"body":"solutions to align the"},{"speaker":"Aaron Moncur","startTime":1844.2799999999997,"endTime":1849.4999999999998,"body":"incentives of the sales team and"},{"speaker":"Aaron Moncur","startTime":1844.2799999999997,"endTime":1849.4999999999998,"body":"the engineering team? And do you"},{"speaker":"Aaron Moncur","startTime":1849.4999999999998,"endTime":1853.3999999999999,"body":"see problems arise based on"},{"speaker":"Aaron Moncur","startTime":1849.4999999999998,"endTime":1853.3999999999999,"body":"different incentives very often"},{"speaker":"Aaron Moncur","startTime":1853.3999999999999,"endTime":1856.0399999999997,"body":"or for the most part, that's"},{"speaker":"Aaron Moncur","startTime":1853.3999999999999,"endTime":1856.0399999999997,"body":"just not an issue."},{"speaker":"Clint Biggs","startTime":1856.4599999999998,"endTime":1859.2799999999997,"body":"No, yeah, that's"},{"speaker":"Clint Biggs","startTime":1856.4599999999998,"endTime":1859.2799999999997,"body":"absolutely an issue. And let me"},{"speaker":"Clint Biggs","startTime":1859.2799999999997,"endTime":1864.82,"body":"kind of take a step back the"},{"speaker":"Clint Biggs","startTime":1859.2799999999997,"endTime":1864.82,"body":"successful sales engineer in a"},{"speaker":"Clint Biggs","startTime":1864.82,"endTime":1868.84,"body":"perfect world is always meeting"},{"speaker":"Clint Biggs","startTime":1864.82,"endTime":1868.84,"body":"or exceeding their their quota,"},{"speaker":"Clint Biggs","startTime":1868.84,"endTime":1873.4599999999998,"body":"their sales goal. But if you're"},{"speaker":"Clint Biggs","startTime":1868.84,"endTime":1873.4599999999998,"body":"if you're meeting that goal 100%"},{"speaker":"Clint Biggs","startTime":1873.82,"endTime":1876.1,"body":"of the time, you know, you could"},{"speaker":"Clint Biggs","startTime":1873.82,"endTime":1876.1,"body":"argue maybe the goal isn't high"},{"speaker":"Clint Biggs","startTime":1876.1,"endTime":1878.9799999999998,"body":"enough, and organizations aren't"},{"speaker":"Clint Biggs","startTime":1876.1,"endTime":1878.9799999999998,"body":"dumb, you know, they're going to"},{"speaker":"Clint Biggs","startTime":1878.9799999999998,"endTime":1881.6399999999999,"body":"put numbers out there that"},{"speaker":"Clint Biggs","startTime":1878.9799999999998,"endTime":1881.6399999999999,"body":"they're. Innovation needs, but"},{"speaker":"Clint Biggs","startTime":1881.6399999999999,"endTime":1884.6399999999999,"body":"they also want to stretch you"},{"speaker":"Clint Biggs","startTime":1881.6399999999999,"endTime":1884.6399999999999,"body":"right? And so those things kind"},{"speaker":"Clint Biggs","startTime":1884.6399999999999,"endTime":1888.84,"body":"of go in play. And so you're"},{"speaker":"Clint Biggs","startTime":1884.6399999999999,"endTime":1888.84,"body":"always kind of navigating that."},{"speaker":"Clint Biggs","startTime":1889.4999999999998,"endTime":1893.6999999999998,"body":"The reality is sales people are"},{"speaker":"Clint Biggs","startTime":1889.4999999999998,"endTime":1893.6999999999998,"body":"not just responsible for"},{"speaker":"Clint Biggs","startTime":1893.6999999999998,"endTime":1897.9599999999998,"body":"revenue, they are also"},{"speaker":"Clint Biggs","startTime":1893.6999999999998,"endTime":1897.9599999999998,"body":"responsible for feedback. They"},{"speaker":"Clint Biggs","startTime":1897.9599999999998,"endTime":1901.2199999999998,"body":"are many times the voice of the"},{"speaker":"Clint Biggs","startTime":1897.9599999999998,"endTime":1901.2199999999998,"body":"customer back into the"},{"speaker":"Clint Biggs","startTime":1901.2199999999998,"endTime":1905.2999999999997,"body":"organization. And so there's"},{"speaker":"Clint Biggs","startTime":1901.2199999999998,"endTime":1905.2999999999997,"body":"other ways that that they are"},{"speaker":"Clint Biggs","startTime":1905.2999999999997,"endTime":1908.4199999999998,"body":"adding value back in, and"},{"speaker":"Clint Biggs","startTime":1905.2999999999997,"endTime":1908.4199999999998,"body":"there's other metrics and KPIs"},{"speaker":"Clint Biggs","startTime":1908.4199999999998,"endTime":1910.6999999999998,"body":"or whatever that need to be"},{"speaker":"Clint Biggs","startTime":1908.4199999999998,"endTime":1910.6999999999998,"body":"captured and pulled back in as"},{"speaker":"Clint Biggs","startTime":1910.6999999999998,"endTime":1915.0199999999998,"body":"well. So you can look at a given"},{"speaker":"Clint Biggs","startTime":1910.6999999999998,"endTime":1915.0199999999998,"body":"sales job and say, Hey, let's"},{"speaker":"Clint Biggs","startTime":1915.0199999999998,"endTime":1919.0399999999997,"body":"boil this down to, you know, a"},{"speaker":"Clint Biggs","startTime":1915.0199999999998,"endTime":1919.0399999999997,"body":"set of activities or metrics."},{"speaker":"Clint Biggs","startTime":1919.0399999999997,"endTime":1921.7599999999998,"body":"And this kind of gets into that,"},{"speaker":"Clint Biggs","startTime":1919.0399999999997,"endTime":1921.7599999999998,"body":"that over processing that I was"},{"speaker":"Clint Biggs","startTime":1921.7599999999998,"endTime":1924.6999999999998,"body":"talking about earlier. But, you"},{"speaker":"Clint Biggs","startTime":1921.7599999999998,"endTime":1924.6999999999998,"body":"know, they could say you need to"},{"speaker":"Clint Biggs","startTime":1924.6999999999998,"endTime":1927.34,"body":"do a certain number of customer"},{"speaker":"Clint Biggs","startTime":1924.6999999999998,"endTime":1927.34,"body":"calls a week, or you need to do"},{"speaker":"Clint Biggs","startTime":1927.34,"endTime":1930.9399999999998,"body":"a certain number of demos or"},{"speaker":"Clint Biggs","startTime":1927.34,"endTime":1930.9399999999998,"body":"visits and and those are fine"},{"speaker":"Clint Biggs","startTime":1931.6599999999999,"endTime":1936.3999999999999,"body":"proxies for what you have out"},{"speaker":"Clint Biggs","startTime":1931.6599999999999,"endTime":1936.3999999999999,"body":"there. But really, the ultimate"},{"speaker":"Clint Biggs","startTime":1936.3999999999999,"endTime":1939.1599999999999,"body":"goal is to say, Okay, what's it"},{"speaker":"Clint Biggs","startTime":1936.3999999999999,"endTime":1939.1599999999999,"body":"going to take the to achieve"},{"speaker":"Clint Biggs","startTime":1939.1599999999999,"endTime":1941.6999999999998,"body":"your revenue goals? You know,"},{"speaker":"Clint Biggs","startTime":1939.1599999999999,"endTime":1941.6999999999998,"body":"within, you know, reason and"},{"speaker":"Clint Biggs","startTime":1941.9999999999998,"endTime":1945.06,"body":"what's it, what's it going to"},{"speaker":"Clint Biggs","startTime":1941.9999999999998,"endTime":1945.06,"body":"take to capture this feedback in"},{"speaker":"Clint Biggs","startTime":1945.06,"endTime":1949.32,"body":"a way that allows us to"},{"speaker":"Clint Biggs","startTime":1945.06,"endTime":1949.32,"body":"accelerate our own development"},{"speaker":"Clint Biggs","startTime":1949.32,"endTime":1952.3799999999999,"body":"internally? You know, you're"},{"speaker":"Clint Biggs","startTime":1949.32,"endTime":1952.3799999999999,"body":"hearing the features that the"},{"speaker":"Clint Biggs","startTime":1952.3799999999999,"endTime":1954.8999999999999,"body":"customer needs. You hear these"},{"speaker":"Clint Biggs","startTime":1952.3799999999999,"endTime":1954.8999999999999,"body":"other things. So that's a really"},{"speaker":"Clint Biggs","startTime":1954.8999999999999,"endTime":1958.4999999999998,"body":"long background. Ultimately, get"},{"speaker":"Clint Biggs","startTime":1954.8999999999999,"endTime":1958.4999999999998,"body":"to your question of, how do you,"},{"speaker":"Clint Biggs","startTime":1958.7999999999997,"endTime":1962.36,"body":"how do you then incentivize"},{"speaker":"Clint Biggs","startTime":1958.7999999999997,"endTime":1962.36,"body":"that? And the simple answer for"},{"speaker":"Clint Biggs","startTime":1962.36,"endTime":1964.8799999999999,"body":"people is, well, we'll sell"},{"speaker":"Clint Biggs","startTime":1962.36,"endTime":1964.8799999999999,"body":"guys, they only respond to"},{"speaker":"Clint Biggs","startTime":1964.8799999999999,"endTime":1967.1599999999999,"body":"money. Well, they, I mean, it's"},{"speaker":"Clint Biggs","startTime":1964.8799999999999,"endTime":1967.1599999999999,"body":"true, they do respond to money"},{"speaker":"Clint Biggs","startTime":1967.1599999999999,"endTime":1969.7399999999998,"body":"many times that one of the"},{"speaker":"Clint Biggs","startTime":1967.1599999999999,"endTime":1969.7399999999998,"body":"driving courses of people"},{"speaker":"Clint Biggs","startTime":1969.7399999999998,"endTime":1974.1799999999998,"body":"perhaps choosing that. But it's"},{"speaker":"Clint Biggs","startTime":1969.7399999999998,"endTime":1974.1799999999998,"body":"not always that way. There is"},{"speaker":"Clint Biggs","startTime":1974.1799999999998,"endTime":1978.0199999999998,"body":"recognition, there is engagement"},{"speaker":"Clint Biggs","startTime":1974.1799999999998,"endTime":1978.0199999999998,"body":"that goes to that sometimes has"},{"speaker":"Clint Biggs","startTime":1978.0199999999998,"endTime":1983.32,"body":"nothing to do with money. And"},{"speaker":"Clint Biggs","startTime":1978.0199999999998,"endTime":1983.32,"body":"for engineers, I find that that"},{"speaker":"Clint Biggs","startTime":1983.6799999999998,"endTime":1986.9799999999998,"body":"seeing that successful"},{"speaker":"Clint Biggs","startTime":1983.6799999999998,"endTime":1986.9799999999998,"body":"completion go around, and, you"},{"speaker":"Clint Biggs","startTime":1986.9799999999998,"endTime":1990.9399999999998,"body":"know, getting to, for lack of a"},{"speaker":"Clint Biggs","startTime":1986.9799999999998,"endTime":1990.9399999999998,"body":"better word, a customer"},{"speaker":"Clint Biggs","startTime":1990.9399999999998,"endTime":1993.3999999999999,"body":"satisfaction score, a net"},{"speaker":"Clint Biggs","startTime":1990.9399999999998,"endTime":1993.3999999999999,"body":"promoter score, from that"},{"speaker":"Clint Biggs","startTime":1993.3999999999999,"endTime":1996.6399999999999,"body":"customer that says, Yes, you"},{"speaker":"Clint Biggs","startTime":1993.3999999999999,"endTime":1996.6399999999999,"body":"guys really took care of us, and"},{"speaker":"Clint Biggs","startTime":1996.6399999999999,"endTime":1999.0399999999997,"body":"we're going to recommend you,"},{"speaker":"Clint Biggs","startTime":1996.6399999999999,"endTime":1999.0399999999997,"body":"and getting that referral, that"},{"speaker":"Clint Biggs","startTime":1999.0399999999997,"endTime":2003.9199999999998,"body":"there's a lot of a lot of"},{"speaker":"Clint Biggs","startTime":1999.0399999999997,"endTime":2003.9199999999998,"body":"interesting metricing and"},{"speaker":"Clint Biggs","startTime":2003.9199999999998,"endTime":2006.9799999999998,"body":"valuing that goes around those"},{"speaker":"Clint Biggs","startTime":2003.9199999999998,"endTime":2006.9799999999998,"body":"types of thought lines. Very"},{"speaker":"Aaron Moncur","startTime":2006.9799999999998,"endTime":2011.4199999999998,"body":"thoughtful answer."},{"speaker":"Aaron Moncur","startTime":2006.9799999999998,"endTime":2011.4199999999998,"body":"Thank you. Yeah, what advice"},{"speaker":"Aaron Moncur","startTime":2011.4199999999998,"endTime":2016.58,"body":"would you give to an engineer"},{"speaker":"Aaron Moncur","startTime":2011.4199999999998,"endTime":2016.58,"body":"who wants to be to improve his"},{"speaker":"Aaron Moncur","startTime":2016.58,"endTime":2020.2399999999998,"body":"or her ability to communicate"},{"speaker":"Aaron Moncur","startTime":2016.58,"endTime":2020.2399999999998,"body":"effectively with the sales team?"},{"speaker":"Aaron Moncur","startTime":2020.84,"endTime":2021.3999999999999,"body":"Yeah,"},{"speaker":"Clint Biggs","startTime":2029.86,"endTime":2036.58,"body":"the best thing that"},{"speaker":"Clint Biggs","startTime":2029.86,"endTime":2036.58,"body":"I would say is don't just speak"},{"speaker":"Clint Biggs","startTime":2036.58,"endTime":2042.7199999999998,"body":"in facts. I mean, engineers look"},{"speaker":"Clint Biggs","startTime":2036.58,"endTime":2042.7199999999998,"body":"at facts and detail and and"},{"speaker":"Clint Biggs","startTime":2042.7199999999998,"endTime":2045.2399999999998,"body":"again, it's, it's a it's a"},{"speaker":"Clint Biggs","startTime":2042.7199999999998,"endTime":2045.2399999999998,"body":"pretty black or white world many"},{"speaker":"Clint Biggs","startTime":2045.2399999999998,"endTime":2049.5,"body":"times. And just understand that."},{"speaker":"Clint Biggs","startTime":2045.2399999999998,"endTime":2049.5,"body":"Again, the sales person this"},{"speaker":"Clint Biggs","startTime":2049.5,"endTime":2052.62,"body":"regard usually has a foot in"},{"speaker":"Clint Biggs","startTime":2049.5,"endTime":2052.62,"body":"that world, but then a foot in"},{"speaker":"Clint Biggs","startTime":2052.62,"endTime":2056.34,"body":"this, this other analog world of"},{"speaker":"Clint Biggs","startTime":2052.62,"endTime":2056.34,"body":"the customer, that's, it's not"},{"speaker":"Clint Biggs","startTime":2056.34,"endTime":2060.42,"body":"about a fact, it's about what"},{"speaker":"Clint Biggs","startTime":2056.34,"endTime":2060.42,"body":"that person cares about. So let"},{"speaker":"Clint Biggs","startTime":2060.42,"endTime":2065.12,"body":"me kind of define that a little"},{"speaker":"Clint Biggs","startTime":2060.42,"endTime":2065.12,"body":"bit. It would be easy to assume,"},{"speaker":"Clint Biggs","startTime":2065.12,"endTime":2069.5,"body":"for instance, that the more"},{"speaker":"Clint Biggs","startTime":2065.12,"endTime":2069.5,"body":"features your product or service"},{"speaker":"Clint Biggs","startTime":2069.5,"endTime":2072.14,"body":"has, the more valuable it is."},{"speaker":"Clint Biggs","startTime":2069.5,"endTime":2072.14,"body":"And that couldn't be further"},{"speaker":"Clint Biggs","startTime":2072.14,"endTime":2077.12,"body":"from the truth. You remember the"},{"speaker":"Clint Biggs","startTime":2072.14,"endTime":2077.12,"body":"old school calculator watches."},{"speaker":"Clint Biggs","startTime":2077.12,"endTime":2082.06,"body":"You could buy those things for"},{"speaker":"Clint Biggs","startTime":2077.12,"endTime":2082.06,"body":"10 bucks, and they did all sorts"},{"speaker":"Clint Biggs","startTime":2082.06,"endTime":2084.46,"body":"of little cool things or"},{"speaker":"Clint Biggs","startTime":2082.06,"endTime":2084.46,"body":"whatever. And then you contrast"},{"speaker":"Clint Biggs","startTime":2084.46,"endTime":2086.98,"body":"that with something like a"},{"speaker":"Clint Biggs","startTime":2084.46,"endTime":2086.98,"body":"Rolex, that all it does is sell"},{"speaker":"Clint Biggs","startTime":2087.34,"endTime":2091.42,"body":"time, where's the value, the"},{"speaker":"Clint Biggs","startTime":2087.34,"endTime":2091.42,"body":"values and whatever the consumer"},{"speaker":"Clint Biggs","startTime":2091.42,"endTime":2094.0,"body":"is ultimately choosing. And in"},{"speaker":"Clint Biggs","startTime":2091.42,"endTime":2094.0,"body":"one case there, you know, it's"},{"speaker":"Clint Biggs","startTime":2094.0,"endTime":2096.4,"body":"about the materials, it's about"},{"speaker":"Clint Biggs","startTime":2094.0,"endTime":2096.4,"body":"the procedure, it's about the"},{"speaker":"Clint Biggs","startTime":2096.4,"endTime":2099.04,"body":"whatever. And the important"},{"speaker":"Clint Biggs","startTime":2096.4,"endTime":2099.04,"body":"thing is to understand that. So"},{"speaker":"Clint Biggs","startTime":2099.04,"endTime":2102.0,"body":"again, that's, that's the world"},{"speaker":"Clint Biggs","startTime":2099.04,"endTime":2102.0,"body":"of the salesperson is in what"},{"speaker":"Clint Biggs","startTime":2102.0,"endTime":2106.2,"body":"does that end customer, or the"},{"speaker":"Clint Biggs","startTime":2102.0,"endTime":2106.2,"body":"people that we're interested,"},{"speaker":"Clint Biggs","startTime":2106.2,"endTime":2110.64,"body":"what do they care about? And"},{"speaker":"Clint Biggs","startTime":2106.2,"endTime":2110.64,"body":"it's, it's taking some of these,"},{"speaker":"Clint Biggs","startTime":2110.7,"endTime":2116.7,"body":"you know, truths or or bits of"},{"speaker":"Clint Biggs","startTime":2110.7,"endTime":2116.7,"body":"information that engineer hands,"},{"speaker":"Clint Biggs","startTime":2116.7,"endTime":2121.92,"body":"and putting it in a way that"},{"speaker":"Clint Biggs","startTime":2116.7,"endTime":2121.92,"body":"those people care about. So if"},{"speaker":"Clint Biggs","startTime":2121.92,"endTime":2124.58,"body":"an engineer wants to learn to"},{"speaker":"Clint Biggs","startTime":2121.92,"endTime":2124.58,"body":"work better with sales or to"},{"speaker":"Clint Biggs","startTime":2124.58,"endTime":2129.56,"body":"communicate better with sales,"},{"speaker":"Clint Biggs","startTime":2124.58,"endTime":2129.56,"body":"speak more than in closed"},{"speaker":"Clint Biggs","startTime":2129.56,"endTime":2133.3399999999997,"body":"sentences. Like, open ended"},{"speaker":"Clint Biggs","startTime":2129.56,"endTime":2133.3399999999997,"body":"questions are good, open ended"},{"speaker":"Clint Biggs","startTime":2133.3399999999997,"endTime":2135.98,"body":"answers are good. Like, like,"},{"speaker":"Clint Biggs","startTime":2133.3399999999997,"endTime":2135.98,"body":"have a bit of a dialog and and"},{"speaker":"Clint Biggs","startTime":2136.3999999999996,"endTime":2138.9199999999996,"body":"ultimately, try to understand"},{"speaker":"Clint Biggs","startTime":2136.3999999999996,"endTime":2138.9199999999996,"body":"what's what's really"},{"speaker":"Aaron Moncur","startTime":2138.919,"endTime":2142.5389999999998,"body":"important."},{"speaker":"Aaron Moncur","startTime":2138.919,"endTime":2142.5389999999998,"body":"Terrific, so you've worked with"},{"speaker":"Aaron Moncur","startTime":2142.5389999999998,"endTime":2146.0789999999997,"body":"a lot of different industries"},{"speaker":"Aaron Moncur","startTime":2142.5389999999998,"endTime":2146.0789999999997,"body":"over the years. Does your"},{"speaker":"Aaron Moncur","startTime":2146.1389999999997,"endTime":2150.219,"body":"approach change much based on"},{"speaker":"Aaron Moncur","startTime":2146.1389999999997,"endTime":2150.219,"body":"industry, or is it always kind"},{"speaker":"Aaron Moncur","startTime":2150.219,"endTime":2152.859,"body":"of the same process that you go"},{"speaker":"Aaron Moncur","startTime":2150.219,"endTime":2152.859,"body":"through? Yeah,"},{"speaker":"Clint Biggs","startTime":2152.9199999999996,"endTime":2156.7,"body":"each industry has"},{"speaker":"Clint Biggs","startTime":2152.9199999999996,"endTime":2156.7,"body":"its particulars, for sure, I"},{"speaker":"Clint Biggs","startTime":2156.7,"endTime":2160.24,"body":"will tell you you get to, for"},{"speaker":"Clint Biggs","startTime":2156.7,"endTime":2160.24,"body":"instance, consumer electronics"},{"speaker":"Clint Biggs","startTime":2160.2999999999997,"endTime":2164.7,"body":"and semiconductor. It is about"},{"speaker":"Clint Biggs","startTime":2160.2999999999997,"endTime":2164.7,"body":"speed to market, and they are"},{"speaker":"Clint Biggs","startTime":2164.7,"endTime":2167.1,"body":"ringing every bit of profit."},{"speaker":"Clint Biggs","startTime":2164.7,"endTime":2167.1,"body":"They can't have a system. They"},{"speaker":"Clint Biggs","startTime":2167.1,"endTime":2171.54,"body":"will grind on you. One of the"},{"speaker":"Clint Biggs","startTime":2167.1,"endTime":2171.54,"body":"things that's that's a true"},{"speaker":"Clint Biggs","startTime":2171.54,"endTime":2173.8799999999997,"body":"reality that every engineer on"},{"speaker":"Clint Biggs","startTime":2171.54,"endTime":2173.8799999999997,"body":"here probably needs to"},{"speaker":"Clint Biggs","startTime":2173.8799999999997,"endTime":2177.3599999999997,"body":"understand is nobody likes"},{"speaker":"Clint Biggs","startTime":2173.8799999999997,"endTime":2177.3599999999997,"body":"paying for your time. Nobody"},{"speaker":"Clint Biggs","startTime":2177.3599999999997,"endTime":2179.7599999999998,"body":"likes paying for your time. They"},{"speaker":"Clint Biggs","startTime":2177.3599999999997,"endTime":2179.7599999999998,"body":"will pay for a product and"},{"speaker":"Clint Biggs","startTime":2179.7599999999998,"endTime":2182.3599999999997,"body":"usually not argue. With you. But"},{"speaker":"Clint Biggs","startTime":2179.7599999999998,"endTime":2182.3599999999997,"body":"if it's your time, they're going"},{"speaker":"Clint Biggs","startTime":2182.3599999999997,"endTime":2185.4199999999996,"body":"to argue, you know, you can do"},{"speaker":"Clint Biggs","startTime":2182.3599999999997,"endTime":2185.4199999999996,"body":"this in a week. You should be"},{"speaker":"Clint Biggs","startTime":2185.4199999999996,"endTime":2188.12,"body":"able to do it in four days, by"},{"speaker":"Clint Biggs","startTime":2185.4199999999996,"endTime":2188.12,"body":"golly. And you're going to go"},{"speaker":"Clint Biggs","startTime":2188.12,"endTime":2191.4199999999996,"body":"down that route. And some"},{"speaker":"Clint Biggs","startTime":2188.12,"endTime":2191.4199999999996,"body":"industries are just harder on"},{"speaker":"Clint Biggs","startTime":2191.4199999999996,"endTime":2195.14,"body":"you than others that way. So in"},{"speaker":"Clint Biggs","startTime":2191.4199999999996,"endTime":2195.14,"body":"consumer electronic,"},{"speaker":"Clint Biggs","startTime":2195.14,"endTime":2198.8599999999997,"body":"semiconductor, it's pretty"},{"speaker":"Clint Biggs","startTime":2195.14,"endTime":2198.8599999999997,"body":"brutal. There you get into the"},{"speaker":"Clint Biggs","startTime":2198.9199999999996,"endTime":2201.58,"body":"medical space, the biomedical"},{"speaker":"Clint Biggs","startTime":2198.9199999999996,"endTime":2201.58,"body":"space, for instance, it's not"},{"speaker":"Clint Biggs","startTime":2201.58,"endTime":2205.6,"body":"about that. It is about probably"},{"speaker":"Clint Biggs","startTime":2201.58,"endTime":2205.6,"body":"more accuracy and lack of"},{"speaker":"Clint Biggs","startTime":2205.6,"endTime":2210.3399999999997,"body":"failure than anything else. And"},{"speaker":"Clint Biggs","startTime":2205.6,"endTime":2210.3399999999997,"body":"so you move into the more"},{"speaker":"Clint Biggs","startTime":2210.3399999999997,"endTime":2213.7599999999998,"body":"heavily regulated industry. So"},{"speaker":"Clint Biggs","startTime":2210.3399999999997,"endTime":2213.7599999999998,"body":"I'll say, like medical or like"},{"speaker":"Clint Biggs","startTime":2213.7599999999998,"endTime":2218.08,"body":"aerospace, for instance, nobody"},{"speaker":"Clint Biggs","startTime":2213.7599999999998,"endTime":2218.08,"body":"is interested in how many"},{"speaker":"Clint Biggs","startTime":2218.14,"endTime":2222.7799999999997,"body":"airplanes Boeing can run out the"},{"speaker":"Clint Biggs","startTime":2218.14,"endTime":2222.7799999999997,"body":"the you know, their hangers in a"},{"speaker":"Clint Biggs","startTime":2222.7799999999997,"endTime":2225.72,"body":"given year, they're more worried"},{"speaker":"Clint Biggs","startTime":2222.7799999999997,"endTime":2225.72,"body":"about what's the quality of the"},{"speaker":"Clint Biggs","startTime":2225.72,"endTime":2229.2599999999998,"body":"airplanes going out of there."},{"speaker":"Clint Biggs","startTime":2225.72,"endTime":2229.2599999999998,"body":"And so those things will come"},{"speaker":"Clint Biggs","startTime":2229.2599999999998,"endTime":2232.2599999999998,"body":"into play. Now the approach in"},{"speaker":"Clint Biggs","startTime":2229.2599999999998,"endTime":2232.2599999999998,"body":"test engineering, fundamentally,"},{"speaker":"Clint Biggs","startTime":2232.2599999999998,"endTime":2236.46,"body":"is the same. What is it that you"},{"speaker":"Clint Biggs","startTime":2232.2599999999998,"endTime":2236.46,"body":"need to test? What kind of data"},{"speaker":"Clint Biggs","startTime":2236.46,"endTime":2239.16,"body":"you ultimately want? Is it"},{"speaker":"Clint Biggs","startTime":2236.46,"endTime":2239.16,"body":"digital data? Is it analog data,"},{"speaker":"Clint Biggs","startTime":2239.16,"endTime":2241.7,"body":"the visual data? You know, are"},{"speaker":"Clint Biggs","startTime":2239.16,"endTime":2241.7,"body":"these kinds of things, and what"},{"speaker":"Clint Biggs","startTime":2241.7,"endTime":2244.2799999999997,"body":"do you want to do with that"},{"speaker":"Clint Biggs","startTime":2241.7,"endTime":2244.2799999999997,"body":"data? So I can overly simplify"},{"speaker":"Clint Biggs","startTime":2244.2799999999997,"endTime":2247.8799999999997,"body":"it that way, but again,"},{"speaker":"Clint Biggs","startTime":2244.2799999999997,"endTime":2247.8799999999997,"body":"ultimately, what they care about"},{"speaker":"Clint Biggs","startTime":2247.8799999999997,"endTime":2251.48,"body":"is making sure that it's"},{"speaker":"Clint Biggs","startTime":2247.8799999999997,"endTime":2251.48,"body":"reliable or it's robust, or it's"},{"speaker":"Clint Biggs","startTime":2251.48,"endTime":2254.3599999999997,"body":"fast, or it's cheap, or some"},{"speaker":"Clint Biggs","startTime":2251.48,"endTime":2254.3599999999997,"body":"combination of those things."},{"speaker":"Aaron Moncur","startTime":2255.98,"endTime":2257.8399999999997,"body":"When you said"},{"speaker":"Aaron Moncur","startTime":2255.98,"endTime":2257.8399999999997,"body":"nobody wants to pay for your"},{"speaker":"Aaron Moncur","startTime":2257.8399999999997,"endTime":2261.58,"body":"time, that that really resonated"},{"speaker":"Aaron Moncur","startTime":2257.8399999999997,"endTime":2261.58,"body":"with me. I mean, we we get that"},{"speaker":"Aaron Moncur","startTime":2261.58,"endTime":2265.54,"body":"because we sell our time"},{"speaker":"Aaron Moncur","startTime":2261.58,"endTime":2265.54,"body":"basically at the end of the day,"},{"speaker":"Aaron Moncur","startTime":2265.8399999999997,"endTime":2269.2,"body":"and so we've certainly"},{"speaker":"Aaron Moncur","startTime":2265.8399999999997,"endTime":2269.2,"body":"experienced some some of that. I"},{"speaker":"Aaron Moncur","startTime":2269.2,"endTime":2273.58,"body":"wonder if you have any pro tips"},{"speaker":"Aaron Moncur","startTime":2269.2,"endTime":2273.58,"body":"about what, what has test rack"},{"speaker":"Aaron Moncur","startTime":2273.58,"endTime":2278.7999999999997,"body":"done? Or you personally to to"},{"speaker":"Aaron Moncur","startTime":2273.58,"endTime":2278.7999999999997,"body":"overcome that and to package"},{"speaker":"Aaron Moncur","startTime":2278.7999999999997,"endTime":2283.14,"body":"your time in a way that it's"},{"speaker":"Aaron Moncur","startTime":2278.7999999999997,"endTime":2283.14,"body":"more of a product or productized"},{"speaker":"Aaron Moncur","startTime":2283.14,"endTime":2285.66,"body":"service, as opposed to just"},{"speaker":"Aaron Moncur","startTime":2283.14,"endTime":2285.66,"body":"selling hours?"},{"speaker":"Clint Biggs","startTime":2285.8999999999996,"endTime":2290.04,"body":"Yeah, you've got to"},{"speaker":"Clint Biggs","startTime":2285.8999999999996,"endTime":2290.04,"body":"get yourself away from"},{"speaker":"Clint Biggs","startTime":2290.04,"endTime":2295.3199999999997,"body":"commoditizing. And so every"},{"speaker":"Clint Biggs","startTime":2290.04,"endTime":2295.3199999999997,"body":"engineer again on here will"},{"speaker":"Clint Biggs","startTime":2295.3199999999997,"endTime":2299.3399999999997,"body":"probably resonate with this as"},{"speaker":"Clint Biggs","startTime":2295.3199999999997,"endTime":2299.3399999999997,"body":"well, but you don't want to be"},{"speaker":"Clint Biggs","startTime":2299.3399999999997,"endTime":2304.16,"body":"and also ran like you can go to"},{"speaker":"Clint Biggs","startTime":2299.3399999999997,"endTime":2304.16,"body":"upworks, wherever, and say, Hey,"},{"speaker":"Clint Biggs","startTime":2304.22,"endTime":2307.7,"body":"what's, what is it? You know,"},{"speaker":"Clint Biggs","startTime":2304.22,"endTime":2307.7,"body":"what's the hourly range for a C"},{"speaker":"Clint Biggs","startTime":2307.7,"endTime":2310.7,"body":"Plus Plus programmer out there?"},{"speaker":"Clint Biggs","startTime":2307.7,"endTime":2310.7,"body":"And you're, you're gonna see"},{"speaker":"Clint Biggs","startTime":2310.7,"endTime":2313.1,"body":"there's a C of those folks. And"},{"speaker":"Clint Biggs","startTime":2310.7,"endTime":2313.1,"body":"if all you care about a C Plus"},{"speaker":"Clint Biggs","startTime":2313.1,"endTime":2315.2599999999998,"body":"Plus programmer, there is no"},{"speaker":"Clint Biggs","startTime":2313.1,"endTime":2315.2599999999998,"body":"differentiation out there."},{"speaker":"Clint Biggs","startTime":2315.2599999999998,"endTime":2317.4199999999996,"body":"They'll, they'll talk about"},{"speaker":"Clint Biggs","startTime":2315.2599999999998,"endTime":2317.4199999999996,"body":"their experience and different"},{"speaker":"Clint Biggs","startTime":2317.4199999999996,"endTime":2319.7,"body":"things. But, but to somebody out"},{"speaker":"Clint Biggs","startTime":2317.4199999999996,"endTime":2319.7,"body":"there looking at that who's"},{"speaker":"Clint Biggs","startTime":2319.7,"endTime":2322.7799999999997,"body":"actually paying for the time,"},{"speaker":"Clint Biggs","startTime":2319.7,"endTime":2322.7799999999997,"body":"they probably don't care about"},{"speaker":"Clint Biggs","startTime":2322.7799999999997,"endTime":2326.98,"body":"that so much. And and the more"},{"speaker":"Clint Biggs","startTime":2322.7799999999997,"endTime":2326.98,"body":"you move yourself or your"},{"speaker":"Clint Biggs","startTime":2326.98,"endTime":2329.2,"body":"service towards a commodity, the"},{"speaker":"Clint Biggs","startTime":2326.98,"endTime":2329.2,"body":"more you're going to have"},{"speaker":"Clint Biggs","startTime":2329.2,"endTime":2332.3199999999997,"body":"pressures around what people are"},{"speaker":"Clint Biggs","startTime":2329.2,"endTime":2332.3199999999997,"body":"willing or not willing to pay"},{"speaker":"Clint Biggs","startTime":2332.3199999999997,"endTime":2335.44,"body":"for that time, the more you can"},{"speaker":"Clint Biggs","startTime":2332.3199999999997,"endTime":2335.44,"body":"show the uniqueness of what"},{"speaker":"Clint Biggs","startTime":2335.44,"endTime":2339.64,"body":"you're bringing. And again, it's"},{"speaker":"Clint Biggs","startTime":2335.44,"endTime":2339.64,"body":"not, it's not just experience"},{"speaker":"Clint Biggs","startTime":2339.64,"endTime":2342.54,"body":"that's a part of it, but it's,"},{"speaker":"Clint Biggs","startTime":2339.64,"endTime":2342.54,"body":"the value of what you're doing"},{"speaker":"Clint Biggs","startTime":2342.54,"endTime":2346.68,"body":"in terms of the in deliverable"},{"speaker":"Clint Biggs","startTime":2342.54,"endTime":2346.68,"body":"to the customer. So in my case,"},{"speaker":"Clint Biggs","startTime":2347.46,"endTime":2350.04,"body":"if we're going to talk about"},{"speaker":"Clint Biggs","startTime":2347.46,"endTime":2350.04,"body":"test, there's a bunch of people"},{"speaker":"Clint Biggs","startTime":2350.04,"endTime":2353.04,"body":"out there that can help them"},{"speaker":"Clint Biggs","startTime":2350.04,"endTime":2353.04,"body":"test their widget, but if I can"},{"speaker":"Clint Biggs","startTime":2353.04,"endTime":2355.74,"body":"help them test their widget"},{"speaker":"Clint Biggs","startTime":2353.04,"endTime":2355.74,"body":"faster or with more quality or"},{"speaker":"Clint Biggs","startTime":2355.74,"endTime":2358.14,"body":"whatever, and I've got a proven"},{"speaker":"Clint Biggs","startTime":2355.74,"endTime":2358.14,"body":"track record, that farmer to"},{"speaker":"Clint Biggs","startTime":2358.14,"endTime":2362.06,"body":"sell that and it's, it's a value"},{"speaker":"Clint Biggs","startTime":2358.14,"endTime":2362.06,"body":"based engagement, as opposed to"},{"speaker":"Clint Biggs","startTime":2362.06,"endTime":2364.58,"body":"a commodity based engagement."},{"speaker":"Clint Biggs","startTime":2362.06,"endTime":2364.58,"body":"Yeah,"},{"speaker":"Aaron Moncur","startTime":2365.18,"endTime":2369.2,"body":"that's great."},{"speaker":"Aaron Moncur","startTime":2365.18,"endTime":2369.2,"body":"Clint, this has been wonderful."},{"speaker":"Aaron Moncur","startTime":2369.2,"endTime":2372.9199999999996,"body":"I think that you've shared a lot"},{"speaker":"Aaron Moncur","startTime":2369.2,"endTime":2372.9199999999996,"body":"of information that most of us"},{"speaker":"Aaron Moncur","startTime":2372.9199999999996,"endTime":2375.2,"body":"engineers just never really"},{"speaker":"Aaron Moncur","startTime":2372.9199999999996,"endTime":2375.2,"body":"think about, right? Because"},{"speaker":"Aaron Moncur","startTime":2375.2,"endTime":2378.62,"body":"we're not, we're not in the"},{"speaker":"Aaron Moncur","startTime":2375.2,"endTime":2378.62,"body":"sales space, but we probably"},{"speaker":"Aaron Moncur","startTime":2378.62,"endTime":2383.44,"body":"should at least have a basic"},{"speaker":"Aaron Moncur","startTime":2378.62,"endTime":2383.44,"body":"knowledge and understanding of"},{"speaker":"Aaron Moncur","startTime":2383.44,"endTime":2386.2599999999998,"body":"and I think that's what you've"},{"speaker":"Aaron Moncur","startTime":2383.44,"endTime":2386.2599999999998,"body":"given us today. So thank you so"},{"speaker":"Aaron Moncur","startTime":2386.2599999999998,"endTime":2387.3999999999996,"body":"much. You're"},{"speaker":"Clint Biggs","startTime":2387.3999999999996,"endTime":2389.5,"body":"welcome. Thank you"},{"speaker":"Clint Biggs","startTime":2387.3999999999996,"endTime":2389.5,"body":"for having me. This has been"},{"speaker":"Clint Biggs","startTime":2389.5,"endTime":2392.7999999999997,"body":"fantastic. This is a great"},{"speaker":"Clint Biggs","startTime":2389.5,"endTime":2392.7999999999997,"body":"series. You're very kind to"},{"speaker":"Clint Biggs","startTime":2393.2799999999997,"endTime":2396.7599999999998,"body":"allow me to contribute a little"},{"speaker":"Clint Biggs","startTime":2393.2799999999997,"endTime":2396.7599999999998,"body":"bit here. I hope that it is"},{"speaker":"Clint Biggs","startTime":2396.7599999999998,"endTime":2400.2999999999997,"body":"helpful, and would love to hear"},{"speaker":"Clint Biggs","startTime":2396.7599999999998,"endTime":2400.2999999999997,"body":"from you or anyone else that"},{"speaker":"Clint Biggs","startTime":2400.2999999999997,"endTime":2402.48,"body":"they may have following on"},{"speaker":"Clint Biggs","startTime":2400.2999999999997,"endTime":2402.48,"body":"questions. Well,"},{"speaker":"Aaron Moncur","startTime":2402.48,"endTime":2404.7599999999998,"body":"that's a great"},{"speaker":"Aaron Moncur","startTime":2402.48,"endTime":2404.7599999999998,"body":"segue into the last question,"},{"speaker":"Aaron Moncur","startTime":2404.7599999999998,"endTime":2407.8799999999997,"body":"which is, how can people get in"},{"speaker":"Aaron Moncur","startTime":2404.7599999999998,"endTime":2407.8799999999997,"body":"touch with you? Absolutely,"},{"speaker":"Clint Biggs","startTime":2407.94,"endTime":2412.2,"body":"I am on LinkedIn,"},{"speaker":"Clint Biggs","startTime":2407.94,"endTime":2412.2,"body":"Clint Biggs at test rack. Find"},{"speaker":"Clint Biggs","startTime":2412.2,"endTime":2412.3199999999997,"body":"me."},{"speaker":"Aaron Moncur","startTime":2412.74,"endTime":2416.8799999999997,"body":"I'm Aaron"},{"speaker":"Aaron Moncur","startTime":2412.74,"endTime":2416.8799999999997,"body":"pipeline. Generally, you're"},{"speaker":"Aaron Moncur","startTime":2416.8799999999997,"endTime":2420.24,"body":"welcome. You like what you heard"},{"speaker":"Aaron Moncur","startTime":2416.8799999999997,"endTime":2420.24,"body":"today. Please share the episode"},{"speaker":"Aaron Moncur","startTime":2420.2999999999997,"endTime":2423.7999999999997,"body":"and how your team can leverage"},{"speaker":"Aaron Moncur","startTime":2420.2999999999997,"endTime":2423.7999999999997,"body":"our team and I will welcome"},{"speaker":"Aaron Moncur","startTime":2423.9199999999996,"endTime":2426.7999999999997,"body":"advanced manufacturing process"},{"speaker":"Aaron Moncur","startTime":2423.9199999999996,"endTime":2426.7999999999997,"body":"and help you on automated"},{"speaker":"Aaron Moncur","startTime":2426.7999999999997,"endTime":2429.9199999999996,"body":"machines. Terrific, and thank"},{"speaker":"Aaron Moncur","startTime":2426.7999999999997,"endTime":2429.9199999999996,"body":"you so much. Complimented with"},{"speaker":"Aaron Moncur","startTime":2429.9199999999996,"endTime":2436.2799999999997,"body":"product design and R D services."},{"speaker":"Aaron Moncur","startTime":2429.9199999999996,"endTime":2436.2799999999997,"body":"Visit us at Team pipeline.us. To"},{"speaker":"Aaron Moncur","startTime":2436.2799999999997,"endTime":2440.0,"body":"join a vibrant community of"},{"speaker":"Aaron Moncur","startTime":2436.2799999999997,"endTime":2440.0,"body":"engineers online. Visit the"},{"speaker":"Aaron Moncur","startTime":2440.0,"endTime":2443.3199999999997,"body":"wave. Dot, engineer, thank you"},{"speaker":"Aaron Moncur","startTime":2440.0,"endTime":2443.3199999999997,"body":"for listening. You."}]}