1 00:00:00,000 --> 00:00:06,840 So today we're joined by Andy, our senior customer strategy advisor who will be 2 00:00:06,840 --> 00:00:12,800 discussing strategic engagement. So just sharing a little bit about a month ago, 3 00:00:12,800 --> 00:00:17,420 we had our annual tech fair where you spoke about strategic engagement. So I was 4 00:00:17,420 --> 00:00:22,140 hoping you would start with just a little level set. What are we, for people who 5 00:00:22,140 --> 00:00:27,480 didn't attend that session, what are we talking about today? Absolutely. No, 6 00:00:27,480 --> 00:00:31,520 strategic engagement, probably the closest analogy you can make that 7 00:00:31,520 --> 00:00:37,600 potentially maybe other partners offer is virtual CIO. So it's very similar type 8 00:00:37,600 --> 00:00:43,480 of service and type of advice and consulting as that virtual CIO type 9 00:00:43,480 --> 00:00:46,680 service. At CIT we call it strategic engagement because it's a little bit 10 00:00:46,680 --> 00:00:50,160 different flavor even though some of the deliverables might end up being the 11 00:00:50,160 --> 00:00:56,520 same. What we try to do at CIT with strategic engagement and it's a service 12 00:00:56,520 --> 00:01:00,000 that's only available to our managed services customers. So if you have any 13 00:01:00,000 --> 00:01:03,360 questions about it, you want to know more, please reach out to an account 14 00:01:03,360 --> 00:01:06,920 manager to get more information about for your company. But what we're trying to 15 00:01:06,920 --> 00:01:12,360 do is help our customers plan and look ahead for a couple things. One, 16 00:01:12,360 --> 00:01:15,840 for general IT budgeting because one of the biggest headaches, especially 17 00:01:15,840 --> 00:01:19,600 management and C-level tend to have is something breaks and now you've got to 18 00:01:19,600 --> 00:01:22,800 hand over a check for a really large sum of money that you weren't planning on. 19 00:01:22,800 --> 00:01:26,720 So not just being there as a sales resource because our customers already 20 00:01:26,720 --> 00:01:30,720 have a sales contact with CIT, but trying to be that strategic person that can help 21 00:01:30,720 --> 00:01:35,280 them look a year, three, five years down the road and not only look at things like 22 00:01:35,280 --> 00:01:38,520 hardware because obviously those hardware tend to have a little bit of a 23 00:01:38,520 --> 00:01:42,200 predictable cycle. You know about how long a laptop is going to last, you know 24 00:01:42,200 --> 00:01:45,120 about how long a server or firewall those types of things are going to last. 25 00:01:45,120 --> 00:01:48,640 So those are relatively simple but also making sure we get those things on the 26 00:01:48,640 --> 00:01:52,960 radar but also start talking about other things as people mature in their 27 00:01:52,960 --> 00:01:57,640 journey as far as mitigating risk which is one of the other things we try to 28 00:01:57,640 --> 00:02:02,640 help our customers do. Let's bring that risk level down as low as we possibly can. 29 00:02:02,640 --> 00:02:06,320 Can we get it to zero? Probably not. There's always going to be some factor of 30 00:02:06,320 --> 00:02:09,920 risk in there and it may just be a thing where a customer has budget 31 00:02:09,920 --> 00:02:13,480 concerns. You know we'd love to do these things that you're recommending Andy but 32 00:02:13,480 --> 00:02:17,680 we can't do them all next year so we got to help them identify okay well let's 33 00:02:17,680 --> 00:02:21,120 just pick off this one first and go from there and really try to help them get a 34 00:02:21,120 --> 00:02:25,480 plan for if you want to get from point A to point B on that maturity level and 35 00:02:25,480 --> 00:02:29,320 reducing risk how do we help them do that so they can plan it out. They can see it 36 00:02:29,320 --> 00:02:33,600 on a spreadsheet or some kind of planning tool and feel comfortable that 37 00:02:33,600 --> 00:02:37,960 we're not just trying to you know send our flavor of the month at them and have 38 00:02:37,960 --> 00:02:41,880 them buy it but really look at what can benefit their program. What does it mean 39 00:02:41,880 --> 00:02:45,200 and where does it all fit in the landscape as I'm sure many of you have 40 00:02:45,200 --> 00:02:48,960 heard some of the podcasts that our cybersecurity team does there are a lot 41 00:02:48,960 --> 00:02:52,360 of tools out there so one of the challenges for that team and our team 42 00:02:52,360 --> 00:02:55,920 is letting customers know where does this stuff all fit in the landscape and 43 00:02:55,920 --> 00:03:00,800 we might not necessarily have the answer as a customer strategy advisor but 44 00:03:00,800 --> 00:03:04,720 bringing in that subject matter expert to really help them get the feel for where 45 00:03:04,720 --> 00:03:08,080 does this fit because we have this tool in that tool and do all those sorts of 46 00:03:08,080 --> 00:03:11,680 things. One of the other things we do as part of strategic engagement is really 47 00:03:11,680 --> 00:03:15,440 be that advocate for the customer. If there's any type of service issue or a 48 00:03:15,440 --> 00:03:19,000 thing that they need help with we're there to advocate internally at CIT on 49 00:03:19,000 --> 00:03:22,440 their behalf to make sure that they get resolution that the customers are having 50 00:03:22,440 --> 00:03:26,320 a good experience with CIT and if there's any type of issue that we stay on top of 51 00:03:26,320 --> 00:03:30,160 it now we get resolved as soon as possible so those that's primarily kind 52 00:03:30,160 --> 00:03:33,520 of in a nutshell what what what strategic engagement is doing so we're 53 00:03:33,520 --> 00:03:36,520 helping with planning we're trying to mitigate risk and we're also being an 54 00:03:36,520 --> 00:03:41,720 advocate for the customer. I love it that's that's I feel like you answered a 55 00:03:41,720 --> 00:03:46,040 lot of my questions which is so great I'm still gonna pose them to you because 56 00:03:46,040 --> 00:03:49,680 we got some audience questions from our tech fair so I just want to thank those 57 00:03:49,680 --> 00:03:54,000 listening who sent those in and the first one is sort of so we talked about 58 00:03:54,000 --> 00:03:58,040 strategic engagement which seems like this huge umbrella of all these 59 00:03:58,040 --> 00:04:03,960 different things what really makes that different than like a traditional you 60 00:04:03,960 --> 00:04:09,360 know approach that other companies are doing. Sure a lot of times that that 61 00:04:09,360 --> 00:04:15,480 virtual CIO tends to be a third party so sometimes they offer it and 62 00:04:15,480 --> 00:04:19,080 it's so it's kind of a fine line that we have to walk is that we're trying to be 63 00:04:19,080 --> 00:04:23,200 a consultant and an advisor for our customers but at the same time they're 64 00:04:23,200 --> 00:04:26,080 a customer of us they're already you know are we gonna recommend our own 65 00:04:26,080 --> 00:04:29,920 solutions well sure is it the Fox watching the hand house you can look 66 00:04:29,920 --> 00:04:32,880 you can look at it that way you know so but what we're trying to do is we're 67 00:04:32,880 --> 00:04:36,360 trying to give them honest advice and not just be a salesperson to them we 68 00:04:36,360 --> 00:04:39,520 really want to try to give them good advice on where they're going and what 69 00:04:39,520 --> 00:04:44,360 the right tools are and really try to be that's that that advocate and that 70 00:04:44,360 --> 00:04:48,360 advisor a trusted advisor for them really just not just someone they can you know 71 00:04:48,360 --> 00:04:52,560 go get a third-party consultant and you know come in and do that stuff for them 72 00:04:52,560 --> 00:04:56,080 we're trying to really get that partnership with our customers to help 73 00:04:56,080 --> 00:04:59,760 them advocate for for whatever their needs are and help them reduce that risk 74 00:04:59,760 --> 00:05:04,960 for sure so when you sit down and talk to these companies or these meetings 75 00:05:04,960 --> 00:05:09,040 sort of start rolling what are those common challenges that you're seeing a 76 00:05:09,040 --> 00:05:14,600 lot of companies or businesses bring to the table no great great question so 77 00:05:14,600 --> 00:05:18,720 short-term what we're seeing a lot of is is budgeting there some customers kind 78 00:05:18,720 --> 00:05:21,600 of have some little bit of trepidation they're not really sure what's coming 79 00:05:21,600 --> 00:05:27,000 just as far as the economy in general in 2024 so we're trying to be sensitive to 80 00:05:27,000 --> 00:05:31,160 that even though their customer really may have some some glaring needs or some 81 00:05:31,160 --> 00:05:36,360 glaring gaps some some risk items that that really are front and center but 82 00:05:36,360 --> 00:05:40,440 they may be worried about budgeting they don't want to extend too far that type 83 00:05:40,440 --> 00:05:44,360 of thing they really want to do right by themselves too so one of that one of 84 00:05:44,360 --> 00:05:48,880 the challenges we are facing it is is getting customers to adopt things that 85 00:05:48,880 --> 00:05:52,640 they that they need or can help them reduce risk be more secure whatever 86 00:05:52,640 --> 00:05:56,520 those things are but because of some of that uncertainty that they that they 87 00:05:56,520 --> 00:06:00,760 feel they see some those things can kind of move slow and that's and that's 88 00:06:00,760 --> 00:06:03,680 common so it kind of ties back to we were talking about four about you know 89 00:06:03,680 --> 00:06:07,880 budget tends to be a considerable budgets always a concern regardless of yeah you 90 00:06:07,880 --> 00:06:12,080 know the economy people you know money it makes it makes a difference we got to 91 00:06:12,080 --> 00:06:15,320 be conscious of that and paying attention to a budget in particular the 92 00:06:15,320 --> 00:06:18,720 normal cycles of the economy you know that's ups its downs and people are 93 00:06:18,720 --> 00:06:22,080 worried that there's gonna be a big one potentially next year so we do we know 94 00:06:22,080 --> 00:06:25,520 what's gonna happen of course and I can't see in the future but we try to be 95 00:06:25,520 --> 00:06:29,600 be sensitive to that and even we're recommending things you know we can say 96 00:06:29,600 --> 00:06:32,840 okay even if we're looking at this not necessarily for next year let's at least 97 00:06:32,840 --> 00:06:36,760 get it on the roadmap for that following year or if something changes next year 98 00:06:36,760 --> 00:06:41,720 perhaps we can move that up from a 2025 item to a late in the year 2024 and we 99 00:06:41,720 --> 00:06:45,600 can be flexible that way so that's probably the most common challenge they 100 00:06:45,600 --> 00:06:51,280 face one of the other ones is getting pushed back from their their decision 101 00:06:51,280 --> 00:06:56,280 makers we may have a decision maker on our regular calls with us we hope that 102 00:06:56,280 --> 00:07:00,400 we do it depends on the the type of meeting it is if we're just doing a 103 00:07:00,400 --> 00:07:03,320 regular meeting to make sure we're staying on top of any potential service 104 00:07:03,320 --> 00:07:08,360 items you may not have a decision make you may have someone who's who it falls 105 00:07:08,360 --> 00:07:11,640 under their purview that's normal thing when you get to a maybe a monthly talk 106 00:07:11,640 --> 00:07:16,000 you same type of thing we could be handling operational things checking in 107 00:07:16,000 --> 00:07:19,440 on projects but we may do and be looking at other items that are 108 00:07:19,440 --> 00:07:23,440 strategic when we get to our regular strategic business reviews where we're 109 00:07:23,440 --> 00:07:26,640 taking that bigger picture and really trying to plan ahead we really hope to 110 00:07:26,640 --> 00:07:29,600 have the decision makers in there because one of the common feedback we get is 111 00:07:29,600 --> 00:07:33,680 that our primary contact is gonna say you know I really think we need to do this 112 00:07:33,680 --> 00:07:37,360 but I'm really having trouble getting that approved you know on that sea level 113 00:07:37,360 --> 00:07:41,320 above me and then and part of it sometimes is just education stating the 114 00:07:41,320 --> 00:07:45,160 case and really as we're talking about the previous question how do all these 115 00:07:45,160 --> 00:07:49,600 tools fit into the landscape and you just just sending me you know the next product 116 00:07:49,600 --> 00:07:53,200 my way no we're really looking at trying to do right by you and get the right fit 117 00:07:53,200 --> 00:07:58,360 for you based on your environment the size of organization you are so that's 118 00:07:58,360 --> 00:08:02,600 probably one of the biggest challenges is getting that adoption and overcoming 119 00:08:02,600 --> 00:08:06,680 some of those barriers like you know something as simple as MFA oh gosh my 120 00:08:06,680 --> 00:08:10,520 users won't go for it it's such a change for them it's like well yeah that it will 121 00:08:10,520 --> 00:08:13,440 be a change for them but you know the last thing we want to do is heaven forbid 122 00:08:13,440 --> 00:08:16,640 have some type of incident because someone was a stubborn that they couldn't 123 00:08:16,640 --> 00:08:20,240 change their process right and you know we all know what happens when other 124 00:08:20,240 --> 00:08:23,160 customers that don't have MFA and what the type of things that can happen as we 125 00:08:23,160 --> 00:08:28,680 read about in the news so it's getting that adoption getting customers who are 126 00:08:28,680 --> 00:08:31,560 saying you know we know we need this we're gonna move forward with it we're 127 00:08:31,560 --> 00:08:35,600 gonna help our our users educate them on what that process changes as if there is 128 00:08:35,600 --> 00:08:39,360 one so that way that transition or whatever that new tool is or the the 129 00:08:39,360 --> 00:08:42,080 right fit is it's a little bit easier transition than just dropping something 130 00:08:42,080 --> 00:08:48,320 on and so you kind of led into one of my you know future questions when you're 131 00:08:48,320 --> 00:08:52,480 talking about reviews you know we hope to have these you know x y and z sitting 132 00:08:52,480 --> 00:08:58,240 at the table and we did have a specific questions about who should be at that 133 00:08:58,240 --> 00:09:03,880 review you know how often is that review happening our texts should it admin be 134 00:09:03,880 --> 00:09:07,600 there should C level be there could you go into a little bit more detail about 135 00:09:07,600 --> 00:09:14,160 that specifically absolutely so we have our regular calls our weekly a monthly 136 00:09:14,160 --> 00:09:17,720 something like that we don't necessarily have to have the the top-end 137 00:09:17,720 --> 00:09:21,840 decision-makers your C level your president CFOs we don't have to if they 138 00:09:21,840 --> 00:09:24,520 want to be involved they're more than welcome to but we really want them 139 00:09:24,520 --> 00:09:29,720 whenever possible to be a part of those strategic business reviews and should we 140 00:09:29,720 --> 00:09:34,480 have tech people in there as well absolutely and the reason for that is 141 00:09:34,480 --> 00:09:38,480 you know I could talk to a customer and say you know this is really something we 142 00:09:38,480 --> 00:09:42,640 highly recommend it is a definitely a need for your organization they might the 143 00:09:42,640 --> 00:09:45,560 first thing they'll do is turn to their trusted technology person within the 144 00:09:45,560 --> 00:09:49,360 company and say you know what do you think of this stuff that CIT is telling 145 00:09:49,360 --> 00:09:54,920 me and he or she might say yep I'm gonna complete agreement with it or yes but 146 00:09:54,920 --> 00:09:58,800 here are some challenges we'll face or they might you know sure that could they 147 00:09:58,800 --> 00:10:02,440 say no I don't think we need that right now but we should put that on the road 148 00:10:02,440 --> 00:10:06,360 map for you know next quarter next year whatever it might be so it is really 149 00:10:06,360 --> 00:10:11,520 important to have those people involved because otherwise you did your day-to-day 150 00:10:11,520 --> 00:10:14,680 contact the last you want to do is feel like you're just jumping right over them 151 00:10:14,680 --> 00:10:18,000 that they're not important that they're all it's everyone's part of the process 152 00:10:18,000 --> 00:10:22,520 both this the team at CIT we want to have the right technical people when it 153 00:10:22,520 --> 00:10:26,440 when it's appropriate in those meetings same thing with the customer we want the 154 00:10:26,440 --> 00:10:29,840 technical people they're involved when it makes it when it's when it's appropriate 155 00:10:29,840 --> 00:10:32,760 just to make sure that if there are any questions about how something fits in 156 00:10:32,760 --> 00:10:36,240 their environment that they can talk to their trusted advisor whether it's a CIT 157 00:10:36,240 --> 00:10:40,640 person or someone internal to their organization so that's that that's kind 158 00:10:40,640 --> 00:10:43,960 of my thoughts on that we what some of our best relationships with customers 159 00:10:43,960 --> 00:10:48,360 tend to be when there is some type of internal IT presence there doesn't 160 00:10:48,360 --> 00:10:52,280 necessarily need to be someone the level of an IT director and IT manager could 161 00:10:52,280 --> 00:10:57,520 be simply someone who's a desktop support specialist or a subject matter 162 00:10:57,520 --> 00:11:02,520 expert on the core app that the company uses because they're gonna know more 163 00:11:02,520 --> 00:11:06,040 about it than we believe we might we might be familiar with it on a high level 164 00:11:06,040 --> 00:11:09,400 but this person really knows how it works within their organization so it's 165 00:11:09,400 --> 00:11:12,040 great to have that partnership too so we all want to make sure that we include 166 00:11:12,040 --> 00:11:18,400 them in those reviews when it's appropriate. Definitely that's awesome. 167 00:11:18,400 --> 00:11:21,920 To one last question then I'll kind of open it up if you there's anything else 168 00:11:21,920 --> 00:11:26,320 you want to share we had an audience question about what are kind of the 169 00:11:26,320 --> 00:11:31,360 biggest trends or what are the biggest kind of like focus that's happening out 170 00:11:31,360 --> 00:11:36,640 there in my second part to that is what should be the focus so what right 171 00:11:36,640 --> 00:11:40,720 trends and focus are you seeing and then what should they be focusing on 172 00:11:40,720 --> 00:11:45,320 maybe it's the same different I don't know. They kind of tend to go in and part 173 00:11:45,320 --> 00:11:49,680 of it's yeah part of it is is tied to risk so some of that the trends we're 174 00:11:49,680 --> 00:11:54,200 seeing is people moving to the cloud and and why is that a trend well part of 175 00:11:54,200 --> 00:11:58,840 it's that it allows them to not necessarily worry as much about their 176 00:11:58,840 --> 00:12:02,800 and on-premise infrastructure they might maintain some type of small footprint 177 00:12:02,800 --> 00:12:08,080 and that's perfectly okay but part of it is when it's on-premise then you got to 178 00:12:08,080 --> 00:12:11,760 worry about making sure that it gets updated maintain if it if it if it goes 179 00:12:11,760 --> 00:12:16,200 down or your power goes out in your building and yeah the UPS helped you 180 00:12:16,200 --> 00:12:20,040 power it down safely but a physical person has to go and go turn it back on 181 00:12:20,040 --> 00:12:24,520 or address it or put hands on it and if you don't have that internal staff you're 182 00:12:24,520 --> 00:12:27,240 calling someone like CIT to come in and give you a hand with that which we're 183 00:12:27,240 --> 00:12:31,160 more than happy to do but when that stuff is in the cloud you've got those 184 00:12:31,160 --> 00:12:37,360 providers like a Microsoft who has that you know that 99.999 type of uptime so 185 00:12:37,360 --> 00:12:41,280 you feel more confident that okay if something goes down it's a better chance 186 00:12:41,280 --> 00:12:45,000 that it's going to be that somebody that it's our internet that went down this 187 00:12:45,000 --> 00:12:48,440 why we can't get to the cloud that maybe they're doing construction and a line 188 00:12:48,440 --> 00:12:52,360 got cut or you know my local internet providers having some type of hiccup 189 00:12:52,360 --> 00:12:57,200 right now so it's just that confidence of knowing that it's one less thing for 190 00:12:57,200 --> 00:13:01,880 for people to worry about and it's more of a monthly recurring type expenditure 191 00:13:01,880 --> 00:13:05,920 rather than that capital expenditure knowing that okay every X number of 192 00:13:05,920 --> 00:13:09,840 years when a server goes end of life for my host my virtual host is getting old 193 00:13:09,840 --> 00:13:13,480 I got to fork out a whole bunch of money well if it's something that's in the 194 00:13:13,480 --> 00:13:16,560 cloud I just know that I had this monthly service that's a little bit more 195 00:13:16,560 --> 00:13:20,320 predictable and maybe can even scale my customer my company is getting bigger and 196 00:13:20,320 --> 00:13:24,080 I need to increase that okay now I can actually just add that in a sense on the 197 00:13:24,080 --> 00:13:28,560 fly and still have it be this monthly expense rather than hope I got to buy 198 00:13:28,560 --> 00:13:32,760 another virtual host and I got to buy more servers and now I got to have three 199 00:13:32,760 --> 00:13:36,440 hosts and now I have to have a sand they have that shared storage and all those 200 00:13:36,440 --> 00:13:39,400 kind of things so it's it makes things a little bit more scalable a little bit 201 00:13:39,400 --> 00:13:43,640 more peace of mind so that's kind of the trend and should that be the trend 202 00:13:43,640 --> 00:13:46,920 absolutely I mean there are there are certainly are cases where you might want 203 00:13:46,920 --> 00:13:51,320 to keep something on premise depending on the nature of your business but yes 204 00:13:51,320 --> 00:13:55,240 moving things to the cloud where it makes sense it should absolutely be that 205 00:13:55,240 --> 00:14:00,160 be one of those trends others being and I'm sure some of the cyber security 206 00:14:00,160 --> 00:14:04,520 team at CIT has talked about this too things like zero trust and things like 207 00:14:04,520 --> 00:14:08,560 kind of getting rid of that traditional active directory because those are the 208 00:14:08,560 --> 00:14:12,680 types of things that have been those most commonly targeted things by by 209 00:14:12,680 --> 00:14:16,440 threat actors right once I get in I can start moving laterally I can get 210 00:14:16,440 --> 00:14:20,160 credentials well if we implement a solution where yes I know you're on the 211 00:14:20,160 --> 00:14:23,800 same domain as me but I'm just not going to trust you so that way it keeps 212 00:14:23,800 --> 00:14:28,840 anything moving across the network and we're moving to those more secure type 213 00:14:28,840 --> 00:14:32,120 solutions too so things that are cloud based things that kind of move away from 214 00:14:32,120 --> 00:14:36,840 that traditional active directory type solution and of course keeping things 215 00:14:36,840 --> 00:14:41,280 like MFA in the mix there too we always want to have that usually usually the 216 00:14:41,280 --> 00:14:45,120 biggest ones are just making sure that you've got MFA and you've got some type 217 00:14:45,120 --> 00:14:49,040 of backup those the two big ones that I'm sure you've heard and a Todd our COO 218 00:14:49,040 --> 00:14:52,960 and a director cyber security talking about left right and center and they're 219 00:14:52,960 --> 00:14:56,040 and they're right because those are the most simple things that can help you if 220 00:14:56,040 --> 00:14:59,160 heaven forbid there is some type of what one it could protect you from an 221 00:14:59,160 --> 00:15:02,360 incentive something were to happen that's the best way for you to get back up and 222 00:15:02,360 --> 00:15:05,640 running in the shortest amount of time is just having those those things in place 223 00:15:05,640 --> 00:15:08,400 and then of course you start to build from there as you get more mature down 224 00:15:08,400 --> 00:15:11,880 the road so those those are the trends and those really should be the trends 225 00:15:11,880 --> 00:15:16,280 but of course is that going to change who knows maybe next year there's some new 226 00:15:16,280 --> 00:15:19,200 thing that the threat actors are targeting and we have to be flexible 227 00:15:19,200 --> 00:15:22,760 and really you know find out what that next solution is for people because 228 00:15:22,760 --> 00:15:26,200 it's changing it's like I kind of liken it to buying a car as soon as you buy the 229 00:15:26,200 --> 00:15:29,600 newest model it's you know within within a couple years it's obsolete and 230 00:15:29,600 --> 00:15:32,040 nobody makes it anymore and now there's this new one that's got all the new 231 00:15:32,040 --> 00:15:36,560 tools and an IT can really be that's that same way too what's the most you know 232 00:15:36,560 --> 00:15:39,600 the biggest thing now might not be the biggest thing in three years and as soon 233 00:15:39,600 --> 00:15:43,600 as you find a way to block threat actors they're figured in a way to try to get 234 00:15:43,600 --> 00:15:47,800 around it so it's just it's that constant being on the forefront and 235 00:15:47,800 --> 00:15:51,640 reevaluating and reevaluating and looking ahead and see what's going on out there 236 00:15:51,640 --> 00:15:55,040 that that helps people stay ahead of it and that's one of things we can help 237 00:15:55,040 --> 00:15:59,320 with at CIT whether you have strategic engagement on your account specifically 238 00:15:59,320 --> 00:16:02,120 or not but those are the things that we can help with. 239 00:16:02,120 --> 00:16:06,920 Definitely I love it this is thank you so much for joining us this is so 240 00:16:06,920 --> 00:16:11,640 interesting because you've said so many things that we have heard before but in 241 00:16:11,640 --> 00:16:16,640 a different way like you're looking at the playing field as a whole so I love 242 00:16:16,640 --> 00:16:21,720 listening to you kind of talk about how all these pieces fit together so thank 243 00:16:21,720 --> 00:16:25,880 you again for joining us today. Sure happy to do it. If you liked this podcast 244 00:16:25,880 --> 00:16:29,920 please like subscribe if you have a question or you'd like to get in contact 245 00:16:29,920 --> 00:16:35,000 with Andy please reach out to us at info at CIT-net.com or head out to our 246 00:16:35,000 --> 00:17:03,720 website CIT-net.com slash podcast and we'll be back next week with an all-new episode.