1 00:00:00,000 --> 00:00:05,000 I was at the Brewers Twins game last night. 2 00:00:06,100 --> 00:00:11,000 It was a good game, no matter who won or lost the game. 3 00:00:12,180 --> 00:00:14,220 I'll let you know where my allegiances lie. 4 00:00:15,120 --> 00:00:19,780 Else, other times, but I was talking with my friend, 5 00:00:19,780 --> 00:00:22,960 I went with, and what would your walkup song be? 6 00:00:22,960 --> 00:00:25,020 If you were, you know, a pitcher coming out, 7 00:00:25,020 --> 00:00:27,660 getting ready, warming up, going out from the bullpen 8 00:00:27,660 --> 00:00:31,520 or a starter, or, you know, if you're a batter, 9 00:00:32,400 --> 00:00:35,720 going up to the plate, what would your walkup song be? 10 00:00:36,620 --> 00:00:37,540 I can start. 11 00:00:38,760 --> 00:00:41,260 I told him mine would probably be, 12 00:00:44,160 --> 00:00:47,800 do you believe in a thing called love by the darkness, 13 00:00:47,800 --> 00:00:51,320 or Mr. Brightside by the killers? 14 00:00:51,320 --> 00:00:53,840 Like something that people understand 15 00:00:53,840 --> 00:00:57,160 and then I can kind of like get a little bit of juice with 16 00:00:59,360 --> 00:01:02,080 and, you know, kind of get the crowd into it. 17 00:01:02,080 --> 00:01:02,920 So. 18 00:01:04,240 --> 00:01:05,240 I like it. 19 00:01:05,240 --> 00:01:06,720 I like it. 20 00:01:06,720 --> 00:01:09,000 Tara and Kelsey, we'll give people time to think. 21 00:01:09,000 --> 00:01:10,960 I don't know if you guys have an idea. 22 00:01:10,960 --> 00:01:14,200 I'll say Tara, you got anything? 23 00:01:14,200 --> 00:01:16,280 Oh my gosh, no, I'm like the one question 24 00:01:16,280 --> 00:01:17,360 I'm not prepared for. 25 00:01:17,360 --> 00:01:20,160 I love music, so it's so hard for me to choose. 26 00:01:20,160 --> 00:01:25,160 Like one, can I do like a mashup of like five in a row? 27 00:01:25,280 --> 00:01:26,600 One. 28 00:01:26,600 --> 00:01:29,400 And it's only like a 10 second part of the song. 29 00:01:29,400 --> 00:01:30,480 Yeah. 30 00:01:30,480 --> 00:01:31,600 It's real short. 31 00:01:31,600 --> 00:01:34,480 I'm a classic rock guy, so mine's gonna be ACDC, 32 00:01:34,480 --> 00:01:36,080 back in black. 33 00:01:36,080 --> 00:01:37,200 See, you took mine. 34 00:01:37,200 --> 00:01:38,920 That was my first initial gut thought. 35 00:01:38,920 --> 00:01:39,840 I was like, and then I was like, 36 00:01:39,840 --> 00:01:42,000 I don't know if I'm cool enough for that. 37 00:01:42,000 --> 00:01:43,720 So yeah, that was gonna be mine. 38 00:01:43,720 --> 00:01:44,560 And then I was like. 39 00:01:44,560 --> 00:01:48,000 You're too young for that as your walkup song. 40 00:01:48,000 --> 00:01:49,400 But it's just, it's classic. 41 00:01:49,400 --> 00:01:50,240 You just, you have to, 42 00:01:50,240 --> 00:01:53,560 but I think if I was choosing a more updated song, 43 00:01:53,560 --> 00:01:57,240 quote unquote, what me worry by Portugal the man 44 00:01:57,240 --> 00:01:59,760 has kind of got like a little like pep in its step enough 45 00:01:59,760 --> 00:02:02,720 that you're like, okay, you got like enough little like 46 00:02:02,720 --> 00:02:04,120 juicing up the crowd just a little bit 47 00:02:04,120 --> 00:02:05,120 without trying too hard 48 00:02:05,120 --> 00:02:07,920 because I just don't think that I'm cool enough for ACDC. 49 00:02:07,920 --> 00:02:08,760 Not yet. 50 00:02:10,200 --> 00:02:13,040 I would go with Van Halen interruption. 51 00:02:13,040 --> 00:02:14,360 Okay, yes. 52 00:02:14,360 --> 00:02:15,200 Another classic. 53 00:02:17,200 --> 00:02:18,800 Okay, what'd you come up with? 54 00:02:18,800 --> 00:02:22,760 I would do like some country song that's like nice and easy. 55 00:02:22,760 --> 00:02:25,000 And then I get up to the plate and just hit home run. 56 00:02:25,000 --> 00:02:27,240 So people are like, oh, she's just only gonna get like 57 00:02:27,240 --> 00:02:29,480 a bass hit and just wow, the crowd be like, 58 00:02:29,480 --> 00:02:31,760 oh wow, she's really good. 59 00:02:31,760 --> 00:02:32,720 So I don't know. 60 00:02:32,720 --> 00:02:34,680 George rates my favorite country singer. 61 00:02:34,680 --> 00:02:36,680 So it'd be like oceanfront property 62 00:02:36,680 --> 00:02:38,720 or something like that, very country. 63 00:02:38,720 --> 00:02:40,120 If you played it backwards, 64 00:02:40,120 --> 00:02:42,640 you'd run the basses backwards and get all your stuff back. 65 00:02:42,640 --> 00:02:44,120 Whatever works. 66 00:02:44,120 --> 00:02:45,640 Whatever keeps the crowd into it. 67 00:02:45,640 --> 00:02:48,800 All for entertainment. 68 00:02:48,800 --> 00:02:52,040 So when I heard this question earlier, 69 00:02:53,200 --> 00:02:54,160 I couldn't think of one, 70 00:02:54,160 --> 00:02:56,280 but the song that got stuck in my head 71 00:02:56,280 --> 00:02:59,000 was walking on sunshine, 72 00:02:59,000 --> 00:03:01,840 which is just so out of left field. 73 00:03:01,840 --> 00:03:02,840 And I love it. 74 00:03:02,840 --> 00:03:03,680 I love it. 75 00:03:03,680 --> 00:03:05,800 Everybody's got these like rock songs 76 00:03:05,800 --> 00:03:08,680 and I'm just walking on sunshine. 77 00:03:08,680 --> 00:03:09,680 Yeah. 78 00:03:09,680 --> 00:03:10,680 I like it a lot, Ariel. 79 00:03:10,680 --> 00:03:11,520 Yeah. 80 00:03:11,520 --> 00:03:12,360 Yeah, I like it. 81 00:03:12,360 --> 00:03:13,200 Oh my gosh. 82 00:03:13,200 --> 00:03:14,040 I feel like that would, 83 00:03:14,040 --> 00:03:16,280 you can definitely get the crowd into that one too. 84 00:03:16,280 --> 00:03:17,120 Yes. 85 00:03:17,120 --> 00:03:19,040 It's like, yes. 86 00:03:19,040 --> 00:03:20,720 Everybody's into it. 87 00:03:20,720 --> 00:03:21,560 Yeah. 88 00:03:21,560 --> 00:03:24,040 I think of Frank Sinatra's song or something like that. 89 00:03:24,040 --> 00:03:26,360 It can always be good on those walk up songs too. 90 00:03:26,360 --> 00:03:28,880 Just get real classy with it. 91 00:03:28,880 --> 00:03:29,720 Yeah. 92 00:03:29,720 --> 00:03:30,560 Yeah. 93 00:03:30,560 --> 00:03:32,680 There's a lot of good options. 94 00:03:32,680 --> 00:03:33,520 Yeah. 95 00:03:33,520 --> 00:03:35,760 And there's a lot of good options. 96 00:03:35,760 --> 00:03:36,600 Yeah. 97 00:03:36,600 --> 00:03:39,160 We should definitely have some walk up music today 98 00:03:39,160 --> 00:03:42,040 because we've got some heavy hitters on this podcast. 99 00:03:42,040 --> 00:03:46,600 Kelsey, Tara and myself are joined by Chris, 100 00:03:46,600 --> 00:03:50,000 one of our founders, Kyle, our CEO and president, 101 00:03:50,000 --> 00:03:52,960 and Andrew, our customer strategy advisor, 102 00:03:52,960 --> 00:03:57,480 is back to continue our CIT origin series. 103 00:03:57,480 --> 00:03:59,440 I know on previous episodes, 104 00:03:59,440 --> 00:04:03,120 we discussed the early 80s, early 90s, 105 00:04:03,120 --> 00:04:04,840 our physical locations. 106 00:04:04,840 --> 00:04:06,760 And in this episode, 107 00:04:06,760 --> 00:04:08,720 we're gonna deep dive a little bit 108 00:04:08,720 --> 00:04:12,760 into CIT's connection with manufacturing. 109 00:04:12,760 --> 00:04:15,960 And I know Andrew had some burning questions, 110 00:04:15,960 --> 00:04:17,320 so I'll just kind of throw it to you 111 00:04:17,320 --> 00:04:19,960 and you can kind of take it away from here. 112 00:04:19,960 --> 00:04:20,800 Well, thank you. 113 00:04:21,920 --> 00:04:22,760 Yeah. 114 00:04:22,760 --> 00:04:26,160 No, I appreciate you guys coming back 115 00:04:26,160 --> 00:04:28,960 for third time around. 116 00:04:28,960 --> 00:04:33,960 But so we talked about the manufacturer's manual. 117 00:04:33,960 --> 00:04:38,960 And was that just like an industry? 118 00:04:38,960 --> 00:04:43,960 It was so you found it for... 119 00:04:44,480 --> 00:04:46,520 I was trying to think of what the purpose 120 00:04:46,520 --> 00:04:49,560 of that manual was and then how you utilized it 121 00:04:49,560 --> 00:04:53,480 as essentially a marketing sales tool. 122 00:04:55,000 --> 00:04:58,600 Is it usually meant for manufacturer industries? 123 00:04:58,600 --> 00:05:03,520 Oh, I need XYZ part or you go through 124 00:05:03,520 --> 00:05:07,200 and then that's what that manual was used for? 125 00:05:08,000 --> 00:05:09,960 Yeah, no, keep in mind, Andrew, 126 00:05:09,960 --> 00:05:13,080 that this was back in the late 80s, early 90s 127 00:05:13,080 --> 00:05:15,960 and there really wasn't electronic mailing lists 128 00:05:15,960 --> 00:05:17,200 or wasn't electronic marketing. 129 00:05:17,200 --> 00:05:19,600 There wasn't all the social media today. 130 00:05:19,600 --> 00:05:24,400 So how did you find potential customers, prospects? 131 00:05:24,400 --> 00:05:25,680 How did you do that back then? 132 00:05:25,680 --> 00:05:29,080 Well, we use a lot of manual lists. 133 00:05:29,080 --> 00:05:30,840 And when we started, 134 00:05:30,840 --> 00:05:33,400 we had a big focus on Western Wisconsin 135 00:05:33,400 --> 00:05:35,520 because we felt from geographical, 136 00:05:35,520 --> 00:05:39,600 it wasn't well attended by the resellers out of the metro. 137 00:05:39,600 --> 00:05:41,800 It wasn't well covered by the Wisconsin 138 00:05:41,800 --> 00:05:44,120 because most of them came out of Madison 139 00:05:44,120 --> 00:05:45,760 or east of Madison. 140 00:05:45,760 --> 00:05:49,360 So what we found is a product called the Minnesota 141 00:05:49,360 --> 00:05:52,240 and Wisconsin Manufacturers Register. 142 00:05:52,240 --> 00:05:54,040 And this particular, 143 00:05:54,040 --> 00:05:56,040 and this is a book at the time, keep in mind, 144 00:05:56,040 --> 00:05:59,360 this is not an electronic list, not a CD. 145 00:05:59,360 --> 00:06:02,440 It's not the worldwide cloud world today. 146 00:06:02,440 --> 00:06:05,120 Like we think of it, it was a book. 147 00:06:05,120 --> 00:06:07,560 So I said, hey, let's just start going through. 148 00:06:07,560 --> 00:06:10,720 And the really cool thing about this book is it had, 149 00:06:10,720 --> 00:06:13,040 it was broken down by counties and cities 150 00:06:13,040 --> 00:06:14,320 and industrial parks, right? 151 00:06:14,320 --> 00:06:18,360 So we could go real specific to Hudson, Wisconsin, 152 00:06:18,360 --> 00:06:20,600 manufacturers, right there we had them. 153 00:06:20,600 --> 00:06:24,280 We had size of the company, what they did, contacts, 154 00:06:24,280 --> 00:06:26,480 who their executives were. 155 00:06:26,480 --> 00:06:28,320 And what we found, 156 00:06:30,240 --> 00:06:31,120 this was kind of happened, 157 00:06:31,120 --> 00:06:33,880 the chance is that a lot of those manufacturers 158 00:06:33,880 --> 00:06:36,120 were starting their transition 159 00:06:36,120 --> 00:06:38,480 from what we talked about in one of our other origins 160 00:06:38,480 --> 00:06:41,520 from the typewriter and terminal 161 00:06:41,520 --> 00:06:43,760 to putting PCs on the desk 162 00:06:43,760 --> 00:06:46,800 and starting to use some of the client server 163 00:06:46,800 --> 00:06:50,240 compute technologies in the manufacturing space, 164 00:06:50,240 --> 00:06:52,240 one of which was engineering and drawing 165 00:06:52,240 --> 00:06:53,240 and CAD and all that stuff. 166 00:06:53,240 --> 00:06:57,840 So it was just a really good reference book to help us. 167 00:06:57,840 --> 00:07:00,720 And a lot of those Western Wisconsin towns 168 00:07:00,720 --> 00:07:03,240 have these business parks with manufacturers. 169 00:07:03,240 --> 00:07:04,440 That's how we ended up there. 170 00:07:04,440 --> 00:07:06,280 I mean, it wasn't real well-planned, 171 00:07:06,280 --> 00:07:08,800 but it ended up being a really well-planned, 172 00:07:08,800 --> 00:07:13,080 well-executed segment for CIT to grow. 173 00:07:13,080 --> 00:07:14,960 How did you find the book? 174 00:07:14,960 --> 00:07:17,640 Like how did you find the registry? 175 00:07:17,640 --> 00:07:20,960 Was it just like you saw it on somebody's desk 176 00:07:20,960 --> 00:07:22,560 and you're like, we could use that? 177 00:07:22,560 --> 00:07:24,320 Like, you know what I mean? 178 00:07:24,320 --> 00:07:28,240 I think to be honest, we found it on a client's desk. 179 00:07:28,240 --> 00:07:30,200 And we're like, well, what is this? 180 00:07:30,200 --> 00:07:31,960 Right? So we started, I'm like, wow, 181 00:07:31,960 --> 00:07:34,600 this is a perfect resource 182 00:07:34,600 --> 00:07:36,720 because when we first started, 183 00:07:36,720 --> 00:07:39,400 we had a couple of good manufacturing customers, right? 184 00:07:39,400 --> 00:07:41,800 So we're like, that could be a huge market. 185 00:07:41,800 --> 00:07:44,560 So how do we find all these manufacturers? 186 00:07:44,560 --> 00:07:48,080 Well, lo and behold, here comes the Minnesota 187 00:07:48,080 --> 00:07:50,560 and the Wisconsin manufacturers register, 188 00:07:50,560 --> 00:07:54,080 which has exact information that we wanted. 189 00:07:54,080 --> 00:07:54,920 Okay. 190 00:07:54,920 --> 00:07:56,720 In a printed format of book. 191 00:07:56,720 --> 00:07:58,360 Somewhere around here in the office, 192 00:07:58,360 --> 00:08:00,480 there's still these books from every year 193 00:08:00,480 --> 00:08:01,960 because then they'd republish them every year 194 00:08:01,960 --> 00:08:03,760 with the new updates. 195 00:08:03,760 --> 00:08:07,520 And was that, so you were probably out of manufacturers, 196 00:08:07,520 --> 00:08:10,080 you saw it on their desk and is that mainly meant 197 00:08:10,080 --> 00:08:13,040 for that industry to be like, hey, I need, you know, 198 00:08:13,040 --> 00:08:16,000 like a part built so you can go through 199 00:08:16,000 --> 00:08:17,720 or like what is that? 200 00:08:18,640 --> 00:08:20,120 Like usually, that's what you do. 201 00:08:20,120 --> 00:08:22,360 It's more of a prospecting platform. 202 00:08:22,360 --> 00:08:24,640 It's more of a marketing and prospecting. 203 00:08:24,640 --> 00:08:28,880 It's not really digging into what we do, what we make, 204 00:08:28,880 --> 00:08:31,840 how can we, it's more business information. 205 00:08:31,840 --> 00:08:34,800 Who are we, where are we, how big are we, you know, 206 00:08:34,800 --> 00:08:37,160 who are executives, how do you contact us? 207 00:08:37,160 --> 00:08:41,200 So it was much more of a marketing product 208 00:08:41,200 --> 00:08:42,520 than it was anything else. 209 00:08:42,520 --> 00:08:45,360 I think when I look back at it and when I looked 210 00:08:45,360 --> 00:08:47,640 at it recently, because actually I, it's funny, 211 00:08:47,640 --> 00:08:48,480 we're talking about this today, 212 00:08:48,480 --> 00:08:50,080 because I just brought it up to Terrigan. 213 00:08:50,080 --> 00:08:53,400 I said, hey, we should, we should look back into that 214 00:08:53,400 --> 00:08:56,440 because it was a really, really good, concise resource 215 00:08:56,440 --> 00:08:58,600 for us to use for marketing. 216 00:08:58,600 --> 00:08:59,440 Yeah. 217 00:08:59,440 --> 00:09:03,760 What, did you find anything else on customer desks 218 00:09:03,760 --> 00:09:07,280 that, you know, maybe used as a resource or? 219 00:09:07,280 --> 00:09:09,280 Nothing we wanted to disclose, probably. 220 00:09:09,280 --> 00:09:10,120 Yeah. 221 00:09:11,120 --> 00:09:11,960 But you know what I'm doing. 222 00:09:11,960 --> 00:09:14,200 What does half recording, right? 223 00:09:14,200 --> 00:09:16,080 So this kind of goes back to the origins, 224 00:09:16,080 --> 00:09:18,800 but what I did early on when I was, right, 225 00:09:18,800 --> 00:09:22,440 because Mark was kind of doing the technical delivery, 226 00:09:22,440 --> 00:09:25,560 I was doing the sales and business development, 227 00:09:25,560 --> 00:09:27,240 I was kind of doing it all. 228 00:09:27,240 --> 00:09:31,840 So what I would do is I would deliver my product 229 00:09:31,840 --> 00:09:33,520 out to our customers. 230 00:09:33,520 --> 00:09:35,680 And what I would do is I'd look around their office 231 00:09:35,680 --> 00:09:39,360 and I try to find who else was shipping boxes into there. 232 00:09:39,360 --> 00:09:40,720 I'd look for labels, right? 233 00:09:40,720 --> 00:09:43,200 So were they buying from Micro Center? 234 00:09:43,200 --> 00:09:45,080 Were they buying from CW? 235 00:09:45,080 --> 00:09:46,640 Where were they getting their gear? 236 00:09:46,640 --> 00:09:48,400 Because then it would help me figure out 237 00:09:48,400 --> 00:09:50,200 how can I chip away at that? 238 00:09:50,200 --> 00:09:52,480 And then I started to do that with every customer. 239 00:09:52,480 --> 00:09:55,320 And then as we brought on sales staff, I said, 240 00:09:55,320 --> 00:09:58,680 keep an eye out for who else is shipping boxes 241 00:09:58,680 --> 00:09:59,680 into your clients. 242 00:09:59,680 --> 00:10:01,440 It'll give you some pretty good insight 243 00:10:01,440 --> 00:10:04,960 as to who were their workaholic, which is awesome. 244 00:10:04,960 --> 00:10:05,800 So. 245 00:10:06,760 --> 00:10:09,720 Yeah, that's, and Kyle, did you have something similar 246 00:10:09,720 --> 00:10:12,240 on the, you know, technical side when you were, 247 00:10:12,240 --> 00:10:14,440 you know, maybe installing stuff that you, 248 00:10:14,440 --> 00:10:16,080 like soft stickers. 249 00:10:16,080 --> 00:10:19,120 I mean, so when we'd be out doing the deployment services 250 00:10:19,120 --> 00:10:21,480 and stuff on it, we'd provide a lot of feedback. 251 00:10:21,480 --> 00:10:25,720 And as a technician, you tend to get a lot more disclosure 252 00:10:25,720 --> 00:10:30,440 from the customers on kind of what's going on too. 253 00:10:30,440 --> 00:10:35,080 So you get a lot of insight as to where things are at. 254 00:10:35,080 --> 00:10:36,960 You're touching the gear that they're buying. 255 00:10:36,960 --> 00:10:39,320 So you're kind of seeing what they're using 256 00:10:39,320 --> 00:10:41,200 and where the needs are. 257 00:10:41,200 --> 00:10:44,480 So that helps to kind of map out greatly 258 00:10:44,480 --> 00:10:48,240 where we could enhance or add to the offerings 259 00:10:48,240 --> 00:10:49,200 to go through it. 260 00:10:51,160 --> 00:10:55,720 Many of these manufacturers that Chris sent us into side 261 00:10:55,720 --> 00:10:59,000 were, you know, they had some main system. 262 00:10:59,000 --> 00:11:01,400 They had like a AS400. 263 00:11:01,400 --> 00:11:03,960 They had a deck Vax. 264 00:11:03,960 --> 00:11:06,880 You know, they had some many, you know, 265 00:11:06,880 --> 00:11:09,440 mainframe system for lack of a better term 266 00:11:09,440 --> 00:11:11,960 that was, you know, kind of a green screen system 267 00:11:11,960 --> 00:11:15,000 that kind of evolved through the 80s, late 70s, 80s side. 268 00:11:15,000 --> 00:11:18,920 That was what they were running their manufacturing systems on. 269 00:11:18,920 --> 00:11:22,000 So when these PCs at the desk, we were generally plugging in, 270 00:11:22,000 --> 00:11:25,840 you know, a Novel server, maybe a peer to peer, 271 00:11:25,840 --> 00:11:30,000 but mostly a Novel server along with the PCs 272 00:11:30,000 --> 00:11:32,160 and then some kind of connectivity software 273 00:11:32,160 --> 00:11:36,720 for that mainframe was pretty much what happened. 274 00:11:37,960 --> 00:11:40,120 And that just kind of evolved more and more 275 00:11:40,120 --> 00:11:44,280 as those mainframes kind of slowly died out 276 00:11:44,280 --> 00:11:46,480 and you got more and more power on the PC side. 277 00:11:46,480 --> 00:11:47,960 It just transitioned. 278 00:11:47,960 --> 00:11:52,000 The ERP systems flipped over to the other side 279 00:11:52,000 --> 00:11:53,720 and then those ERP systems kind of died out 280 00:11:53,720 --> 00:11:55,680 because they obviously were expensive. 281 00:11:55,680 --> 00:11:58,080 Yeah, well, and then I'm sure Active Directory 282 00:11:58,080 --> 00:12:01,360 through Windows, you know, helped with that. 283 00:12:01,360 --> 00:12:05,000 So you didn't have to have the back end of Novel 284 00:12:05,000 --> 00:12:07,120 to do a lot of that, right? 285 00:12:07,120 --> 00:12:09,200 Yeah, I mean, Active Directory didn't really show up 286 00:12:09,200 --> 00:12:10,800 until around 2000. 287 00:12:10,800 --> 00:12:14,040 So that was, we had almost a decade. 288 00:12:14,040 --> 00:12:14,880 Yeah. 289 00:12:14,880 --> 00:12:19,400 Before those hit, but Novel had their directory services 290 00:12:19,400 --> 00:12:20,240 side of it. 291 00:12:20,240 --> 00:12:21,880 So Novel really invented that. 292 00:12:21,880 --> 00:12:22,720 Yeah. 293 00:12:22,720 --> 00:12:24,160 Directly side, but even before that, though, 294 00:12:24,160 --> 00:12:26,480 just the old original Novel just had, you know, 295 00:12:26,480 --> 00:12:29,280 essentially created user accounts with a password. 296 00:12:29,280 --> 00:12:30,120 That was it. 297 00:12:30,120 --> 00:12:33,560 I mean, he had some simple group permission sites 298 00:12:33,560 --> 00:12:36,040 that you assigned, you know, shared folders 299 00:12:36,040 --> 00:12:36,880 and those things. 300 00:12:36,880 --> 00:12:39,840 So it was very simple, but the needs were simple. 301 00:12:40,920 --> 00:12:41,880 So it kind of met. 302 00:12:41,880 --> 00:12:44,640 But as it evolved, like technology does, 303 00:12:44,640 --> 00:12:49,560 it just continued to enhance and expand side with it. 304 00:12:49,560 --> 00:12:52,200 You know, and when Novel created that replication 305 00:12:52,200 --> 00:12:55,000 of this directory service that allowed 306 00:12:55,000 --> 00:12:58,840 for replication expansion, that was purely in response 307 00:12:58,840 --> 00:13:03,000 to just the expansion of bringing those apps in. 308 00:13:03,000 --> 00:13:05,360 And I think Bandy and Vines actually was probably 309 00:13:05,360 --> 00:13:07,680 the leader side originally on that side of it. 310 00:13:07,680 --> 00:13:11,400 Novel kind of took that, but there was a kind 311 00:13:11,400 --> 00:13:14,120 of a niche side that existed on some very large enterprise 312 00:13:14,120 --> 00:13:15,600 called Banyan. 313 00:13:15,600 --> 00:13:16,720 We really didn't do anything with it 314 00:13:16,720 --> 00:13:18,280 because it was a pretty large scale. 315 00:13:18,280 --> 00:13:20,680 It didn't really fit the small market. 316 00:13:20,680 --> 00:13:24,840 But that's kind of how you saw things evolve. 317 00:13:24,840 --> 00:13:26,720 You just kind of saw these technologies 318 00:13:26,720 --> 00:13:28,280 and you know, it was really exciting 319 00:13:28,280 --> 00:13:29,560 because it was kind of wild west. 320 00:13:29,560 --> 00:13:31,120 Things are really evolving quickly 321 00:13:31,120 --> 00:13:36,120 and there's a lot of evolving, I'll say standards loosely. 322 00:13:36,440 --> 00:13:37,280 Yeah. 323 00:13:37,280 --> 00:13:39,800 I guess things that manufacturers come out and say, 324 00:13:39,800 --> 00:13:42,600 hey, do this and you know, sometimes it sticks, 325 00:13:42,600 --> 00:13:44,160 sometimes it didn't. 326 00:13:44,160 --> 00:13:46,680 Sometimes it wasn't a group that brought it to market 327 00:13:46,680 --> 00:13:49,800 that became, you know, ultimately leader out of Microsoft. 328 00:13:51,240 --> 00:13:53,480 You know, Microsoft is kind of the master of that. 329 00:13:53,480 --> 00:13:54,680 They don't necessarily invent, 330 00:13:54,680 --> 00:13:58,920 but they certainly enhance and bring it to market. 331 00:13:58,920 --> 00:14:01,920 You know, and that's kind of where it evolved out of. 332 00:14:01,920 --> 00:14:06,200 But yeah, a lot of times we talked about this 333 00:14:06,200 --> 00:14:08,200 and I've talked about in the other origins 334 00:14:08,200 --> 00:14:10,800 is the transition from typewriter and terminals 335 00:14:10,800 --> 00:14:12,240 to technology, right? 336 00:14:12,240 --> 00:14:13,880 Cause I kind of use that as a, 337 00:14:13,880 --> 00:14:15,560 even when I talked to our customers today, right? 338 00:14:15,560 --> 00:14:18,160 We helped with the transition from typewriter 339 00:14:18,160 --> 00:14:21,080 and a terminal to putting a PC 340 00:14:21,080 --> 00:14:23,040 and connecting it to more technology, 341 00:14:23,040 --> 00:14:25,640 which just started opening up more and more options 342 00:14:25,640 --> 00:14:27,520 for these not only manufacturers, 343 00:14:27,520 --> 00:14:29,520 but it was really starting to be all of our clients 344 00:14:29,520 --> 00:14:32,000 that say, okay, well, you know, 345 00:14:32,000 --> 00:14:34,200 we used to type a letter on a typewriter 346 00:14:34,200 --> 00:14:35,600 and put it in the mail. 347 00:14:35,600 --> 00:14:37,160 Then we started faxing 348 00:14:37,160 --> 00:14:39,600 and then now we can do that on a PC 349 00:14:39,600 --> 00:14:42,200 and then we electronic, you know, start to send 350 00:14:42,200 --> 00:14:45,040 and we start to get rid of these main core, 351 00:14:45,040 --> 00:14:48,240 big minis and mainframes and move it out to the desktop. 352 00:14:48,240 --> 00:14:50,400 I mean, that was just a huge transition. 353 00:14:50,400 --> 00:14:52,520 And for some reason manufacturers 354 00:14:52,520 --> 00:14:54,360 seemed to jump on that faster. 355 00:14:54,360 --> 00:14:57,880 I think a lot of it, and I don't know if you think this, Kyle, 356 00:14:57,880 --> 00:14:59,880 but I think a lot of it had to do with engineering 357 00:14:59,880 --> 00:15:02,640 and CAD and drawing and sharing of files. 358 00:15:02,640 --> 00:15:05,080 And they were big, big needs for that. 359 00:15:05,080 --> 00:15:08,200 So I think manufacturing was really a good industry 360 00:15:08,200 --> 00:15:09,160 to start to kick that. 361 00:15:09,160 --> 00:15:11,520 And keep in mind, this was all, 362 00:15:11,520 --> 00:15:12,880 we were doing it all on site, right? 363 00:15:12,880 --> 00:15:15,680 We had no remote support, no remote connectivity. 364 00:15:15,680 --> 00:15:18,960 So not only was I going on site, drop and gear off, 365 00:15:18,960 --> 00:15:20,400 like Kyle said, they were going on site 366 00:15:20,400 --> 00:15:23,400 and installing it all, working with the clients. 367 00:15:23,400 --> 00:15:27,520 And like he said, the client looked at Kyle and Marcus, 368 00:15:27,520 --> 00:15:31,480 technical advisors, not as salespeople like myself. 369 00:15:31,480 --> 00:15:34,000 So they tended to give them more information 370 00:15:34,000 --> 00:15:35,120 than they'd give me. 371 00:15:35,120 --> 00:15:38,200 I just had to look at boxes, trying to find labels. 372 00:15:40,520 --> 00:15:44,160 So talking about those shifts, did you, in technology, 373 00:15:44,160 --> 00:15:53,160 so the typewriter letter to the terminal, 374 00:15:53,160 --> 00:16:00,360 and then the desktop, you said you kind of noticed it 375 00:16:00,360 --> 00:16:03,040 and maybe the increase in the product. 376 00:16:03,040 --> 00:16:05,480 Were there other shifts that you noticed? 377 00:16:05,480 --> 00:16:07,760 Or is it more of like a looking back, like, 378 00:16:07,760 --> 00:16:11,280 oh, that was a transformational time? 379 00:16:11,280 --> 00:16:14,440 And I'm just thinking about with, 380 00:16:14,440 --> 00:16:18,640 I know on our other podcast, we've talked about AI 381 00:16:18,640 --> 00:16:21,080 and machine learning and how that's 382 00:16:21,080 --> 00:16:22,440 being integrated into things. 383 00:16:22,440 --> 00:16:26,160 And that, I don't think it's an if, it's a when, 384 00:16:26,160 --> 00:16:29,920 that's going to change how we work. 385 00:16:29,920 --> 00:16:32,960 And I can see that as a shift of, OK, 386 00:16:32,960 --> 00:16:37,160 so we went from typewriters to desktops. 387 00:16:39,560 --> 00:16:41,920 Do you notice those changes when you're in those? 388 00:16:41,920 --> 00:16:49,200 Or did you notice those and how CIT could adapt to that change? 389 00:16:49,200 --> 00:16:51,360 Well, I mean, I think it's very similar to what we're going 390 00:16:51,360 --> 00:16:52,960 through, as you mentioned, with AI. 391 00:16:52,960 --> 00:16:56,320 It was that big of transitional change, 392 00:16:56,320 --> 00:17:01,240 because we had typing up letters on a typewriter, 393 00:17:01,240 --> 00:17:06,160 and maybe the next step was you faxed them, right? 394 00:17:06,160 --> 00:17:08,400 You put them in fax machine, and you sent them 395 00:17:08,400 --> 00:17:11,480 via fax similarly versus sending them in the mail. 396 00:17:11,480 --> 00:17:16,320 But when we started to implement client server PC computing, 397 00:17:16,320 --> 00:17:19,560 where we started internally sharing of files, 398 00:17:19,560 --> 00:17:22,480 where we could share files and start sharing some spreadsheets 399 00:17:22,480 --> 00:17:24,680 and sharing CAD drawings, things like that, 400 00:17:24,680 --> 00:17:28,760 what changed next, which I think is very similar to AI today, 401 00:17:28,760 --> 00:17:32,960 is the invention of the internet into business, right? 402 00:17:32,960 --> 00:17:36,240 So they could use internet as their protocol 403 00:17:36,240 --> 00:17:38,840 to start transferring this stuff via the big giant 404 00:17:38,840 --> 00:17:42,080 worldwide web out there, which eliminated faxing, 405 00:17:42,080 --> 00:17:44,880 which eliminated postal mailing, right? 406 00:17:44,880 --> 00:17:46,560 Because we really, when we started 407 00:17:46,560 --> 00:17:49,520 to integrate internet early on into businesses, 408 00:17:49,520 --> 00:17:52,120 they used it really just for sending email, right? 409 00:17:52,120 --> 00:17:54,160 That was the big thing that we're doing. 410 00:17:54,160 --> 00:17:56,200 There wasn't all the browsing, because we really hadn't 411 00:17:56,200 --> 00:18:00,640 gotten to the e-commerce stage yet that came after 2000. 412 00:18:00,640 --> 00:18:03,720 So early on, it was, now we have this PC, 413 00:18:03,720 --> 00:18:06,080 we have these files we've been sharing internally, 414 00:18:06,080 --> 00:18:07,960 but now we can actually share them externally 415 00:18:07,960 --> 00:18:11,040 to the rest of the world using the internet. 416 00:18:11,040 --> 00:18:13,240 So I think that was a huge change. 417 00:18:13,240 --> 00:18:18,360 And then came the 2000, not only just the Y2K change, 418 00:18:18,360 --> 00:18:21,760 but then came the e-commerce stage of what everyone was doing. 419 00:18:21,760 --> 00:18:24,720 And saying, hey, we can start to transact and do business 420 00:18:24,720 --> 00:18:27,120 on the internet, huge game changer, 421 00:18:27,120 --> 00:18:31,160 very similar to what's going to happen with AI, machine 422 00:18:31,160 --> 00:18:32,520 learning, and all that. 423 00:18:32,520 --> 00:18:36,680 And I could see that with also the documentation change, 424 00:18:36,680 --> 00:18:38,880 where you're going from the typewriter, 425 00:18:38,880 --> 00:18:40,480 but then you put e-commerce in there, 426 00:18:40,480 --> 00:18:43,760 and then you have to have labels, you have to have the POs, 427 00:18:43,760 --> 00:18:47,960 you have to have all that tracking internally to say, 428 00:18:47,960 --> 00:18:54,280 OK, what do we do with all this information that we have now? 429 00:18:54,280 --> 00:18:58,400 On the education side of those newer technologies, 430 00:18:58,400 --> 00:19:02,600 did you have to really talk about what the capabilities 431 00:19:02,600 --> 00:19:05,160 or the limitations were? 432 00:19:05,160 --> 00:19:09,960 I just think it's one of my pet peeves is how we attach things 433 00:19:09,960 --> 00:19:12,160 to emails. 434 00:19:12,160 --> 00:19:17,440 Email was never meant to have giant file sent. 435 00:19:17,440 --> 00:19:22,520 And that's as somebody who has worked in the help desk 436 00:19:22,520 --> 00:19:27,160 for many years, where people are trying to send gigs and gigs. 437 00:19:27,160 --> 00:19:30,760 And you're like, no, no, it's not meant to do that. 438 00:19:30,760 --> 00:19:32,760 Were there any of those instances 439 00:19:32,760 --> 00:19:36,720 while putting these new things or helping customers 440 00:19:36,720 --> 00:19:42,000 along of educating them with the limitations? 441 00:19:42,000 --> 00:19:43,120 It was all relative. 442 00:19:43,120 --> 00:19:47,880 I mean, you got to remember, these are very little graphics 443 00:19:47,880 --> 00:19:49,240 environments, typically. 444 00:19:49,240 --> 00:19:54,880 So many of them were WordPerfect, for example. 445 00:19:54,880 --> 00:19:56,040 It wasn't Microsoft Word. 446 00:19:56,040 --> 00:19:59,720 It was WordPerfect and WordStar and those things. 447 00:19:59,720 --> 00:20:02,720 Essentially, they weren't even ran in Windows. 448 00:20:02,720 --> 00:20:04,160 They ran from DOS. 449 00:20:06,480 --> 00:20:08,960 And size is pretty relative. 450 00:20:08,960 --> 00:20:12,960 We're talking entire servers were in megabytes, not gigabytes. 451 00:20:12,960 --> 00:20:16,960 I mean, everything was pretty relative. 452 00:20:16,960 --> 00:20:19,560 So you got to really multiply it way, way down. 453 00:20:19,560 --> 00:20:23,800 So I mean, we look at like email attachment limit 454 00:20:23,800 --> 00:20:26,160 sends of 30 meg in attachment. 455 00:20:26,160 --> 00:20:30,160 I mean, there's ties back to original just data transfer 456 00:20:30,160 --> 00:20:31,320 times. 457 00:20:31,320 --> 00:20:33,480 I mean, we thought we had a high-speed connection 458 00:20:33,480 --> 00:20:34,000 for a customer. 459 00:20:34,000 --> 00:20:41,040 And we put an ISDN line in there that essentially was 128K 460 00:20:41,040 --> 00:20:42,160 of nailed up bandwidth. 461 00:20:42,160 --> 00:20:43,840 I mean, that's what we're talking about here. 462 00:20:43,840 --> 00:20:49,520 What would seem by today's standards is horribly painful. 463 00:20:49,520 --> 00:20:53,880 Speeds was very ample for what the needs were for the connectivity 464 00:20:53,880 --> 00:20:54,520 side of that. 465 00:20:54,520 --> 00:20:56,680 And the internet really didn't come along. 466 00:20:56,680 --> 00:20:58,720 I mean, again, until pretty late in the game 467 00:20:58,720 --> 00:21:01,120 on where this was changing side of it. 468 00:21:01,120 --> 00:21:06,120 So the initial change was being able to be not dependent 469 00:21:06,120 --> 00:21:10,920 on these larger mainframes where all their data resided. 470 00:21:10,920 --> 00:21:14,760 And like Chris said, you started now have documents 471 00:21:14,760 --> 00:21:19,840 that all became easily more accessible, easier to edit 472 00:21:19,840 --> 00:21:24,680 and change and reuse for ordering in templates, 473 00:21:24,680 --> 00:21:28,480 the power of spreadsheets to be able to do calculations, 474 00:21:28,480 --> 00:21:32,080 and then even relational databases. 475 00:21:32,080 --> 00:21:38,400 Your DB3, DB2 stuff, basically Microsoft Axis, 476 00:21:38,400 --> 00:21:41,440 Microsoft's 4A into that as it went through there, 477 00:21:41,440 --> 00:21:48,560 kind of opened the door to self-service data that really 478 00:21:48,560 --> 00:21:52,400 wasn't, if you go back a few years for Minium, 479 00:21:52,400 --> 00:21:55,920 wasn't easily accessible, was very, very expensive. 480 00:21:55,920 --> 00:21:59,240 Because being a programmer in for one of these mainframe stuff 481 00:21:59,240 --> 00:22:01,000 was very expensive. 482 00:22:01,000 --> 00:22:03,200 Many of these manufacturers had teams. 483 00:22:03,200 --> 00:22:04,680 That's what they did. 484 00:22:04,680 --> 00:22:06,160 They had full-time employees. 485 00:22:06,160 --> 00:22:08,840 I mean, and that was usually who we wound up working with 486 00:22:08,840 --> 00:22:09,480 many times. 487 00:22:09,480 --> 00:22:14,280 They were the data people for these larger systems. 488 00:22:14,280 --> 00:22:18,840 And so you're talking 3, 4, 5 FTEs. 489 00:22:18,840 --> 00:22:21,640 Just to run these and manage the systems, 490 00:22:21,640 --> 00:22:22,760 they handle the data requests. 491 00:22:22,760 --> 00:22:24,120 And now it starts to evolve where it 492 00:22:24,120 --> 00:22:25,520 becomes a little more self-service. 493 00:22:25,520 --> 00:22:28,360 You started to have engineers who obviously running CAD 494 00:22:28,360 --> 00:22:30,080 are very, very smart. 495 00:22:30,080 --> 00:22:35,320 They tended to be highly, very willing to engage technology. 496 00:22:35,320 --> 00:22:36,280 They were fun to work with. 497 00:22:36,280 --> 00:22:38,080 I mean, they pretty much fully embraced 498 00:22:38,080 --> 00:22:39,400 and they were willing to try things 499 00:22:39,400 --> 00:22:43,480 because it was enabling so much more access to things 500 00:22:43,480 --> 00:22:44,560 they just never had. 501 00:22:44,560 --> 00:22:47,160 So there's, I think, a tremendous appreciation 502 00:22:47,160 --> 00:22:51,000 for the technology because it was really turning on. 503 00:22:51,000 --> 00:22:53,040 It is a liken to that AI. 504 00:22:53,040 --> 00:22:56,320 When you have, you just go, wow, look at what that produced. 505 00:22:56,320 --> 00:22:58,440 That was a similar feeling. 506 00:22:58,440 --> 00:23:00,160 That's a good correlation because when 507 00:23:00,160 --> 00:23:02,960 you could extract these data and these reports, 508 00:23:02,960 --> 00:23:06,520 stuff that used to take them, they'd wait months to get 509 00:23:06,520 --> 00:23:08,800 or they just could never obtain it 510 00:23:08,800 --> 00:23:11,680 to be able to get it themselves through a database 511 00:23:11,680 --> 00:23:15,760 or on the side, people are like, wow, this is huge. 512 00:23:15,760 --> 00:23:17,360 This saves me so much time. 513 00:23:17,360 --> 00:23:20,360 So there was just a lot of energy and enthusiasm 514 00:23:20,360 --> 00:23:21,080 behind that. 515 00:23:21,080 --> 00:23:22,720 So whenever something new would come out, 516 00:23:22,720 --> 00:23:25,120 you'd just kind of float it by and be like, yeah, let's try it. 517 00:23:25,120 --> 00:23:28,600 They were very willing to always try things 518 00:23:28,600 --> 00:23:29,480 as they came through. 519 00:23:29,480 --> 00:23:32,600 And email became part of that. 520 00:23:32,600 --> 00:23:34,080 So they said, oh, here's this new internet. 521 00:23:34,080 --> 00:23:35,240 Let's try that out. 522 00:23:35,240 --> 00:23:38,800 And you bring that into the equation. 523 00:23:38,800 --> 00:23:41,320 And email was then on premise, right? 524 00:23:41,320 --> 00:23:43,200 Were you using Exchange or Novell? 525 00:23:43,200 --> 00:23:47,360 Or what did that look like? 526 00:23:47,360 --> 00:23:50,200 Originally, it was internal first. 527 00:23:50,200 --> 00:23:51,560 No internet side of it. 528 00:23:51,560 --> 00:23:55,040 So you're doing some simple emails internally side 529 00:23:55,040 --> 00:23:57,000 through. 530 00:23:57,000 --> 00:23:59,640 Novell had groupwise. 531 00:23:59,640 --> 00:23:59,920 I forget. 532 00:23:59,920 --> 00:24:01,520 What was it called before groupwise? 533 00:24:01,520 --> 00:24:02,760 I was trying to remember. 534 00:24:02,760 --> 00:24:03,960 They had a name for something. 535 00:24:03,960 --> 00:24:04,960 Yeah. 536 00:24:04,960 --> 00:24:06,480 They were groupwise. 537 00:24:06,480 --> 00:24:09,600 And then Mike told them all the PC mail, right? 538 00:24:09,600 --> 00:24:10,080 Yeah. 539 00:24:10,080 --> 00:24:12,360 And then there's PC mail, like Windows for Work Groups, 540 00:24:12,360 --> 00:24:16,840 had an integrated email kind of protocol side of these things 541 00:24:16,840 --> 00:24:20,000 that they'd work with. 542 00:24:20,000 --> 00:24:22,520 Again, Exchange really didn't show up on the landscape 543 00:24:22,520 --> 00:24:27,840 until around 2000 or so that that showed up. 544 00:24:27,840 --> 00:24:29,880 And so Novell had their groupwise. 545 00:24:29,880 --> 00:24:34,360 And there was Lotus Notes was gaining a lot of popularity. 546 00:24:34,360 --> 00:24:39,960 And Lotus Notes had some unique, more collaborative stuff. 547 00:24:39,960 --> 00:24:43,840 They allowed you to create forms and custom data entry sites. 548 00:24:43,840 --> 00:24:47,520 It had some very unique aspects to it itself. 549 00:24:47,520 --> 00:24:49,440 And Lotus was acquired by IBM. 550 00:24:49,440 --> 00:24:51,320 So you kind of envision. 551 00:24:51,320 --> 00:24:54,480 IBM had large enterprise stuff on it. 552 00:24:54,480 --> 00:24:57,320 So there's a lot of that going on. 553 00:24:57,320 --> 00:24:59,200 And you got to remember throughout the 90s stuff, 554 00:24:59,200 --> 00:25:03,320 there was a lot of jockeying to kind of for what was going 555 00:25:03,320 --> 00:25:06,400 to kind of evolve to be the de facto system. 556 00:25:06,400 --> 00:25:09,720 You had IBM promoting OS2 originally with Microsoft 557 00:25:09,720 --> 00:25:11,400 and the Microsoft abandoning that. 558 00:25:11,400 --> 00:25:15,960 And you still had IBM promoting OS2 as the graphical. 559 00:25:15,960 --> 00:25:18,800 You had Apple out there with their Macintosh GUI. 560 00:25:18,800 --> 00:25:22,880 And then you had Microsoft kind of quickly trying 561 00:25:22,880 --> 00:25:27,720 to get Windows jockeied into play stuff on it. 562 00:25:27,720 --> 00:25:30,120 I think DOS being the predominant side of it, 563 00:25:30,120 --> 00:25:35,960 Microsoft kind of by securing the DOS side had a step up 564 00:25:35,960 --> 00:25:37,760 on everybody's side with that. 565 00:25:37,760 --> 00:25:40,720 But there's still a lot of uncertainty. 566 00:25:40,720 --> 00:25:43,120 And there's a lot of jockeying on where that was going to go. 567 00:25:43,120 --> 00:25:46,600 So people were, you kind of had people getting into camps 568 00:25:46,600 --> 00:25:50,360 on which technology they liked. 569 00:25:50,360 --> 00:25:52,440 Nowadays, that's pretty agnostic. 570 00:25:52,440 --> 00:25:55,440 We don't spend a lot of time worrying about that as much 571 00:25:55,440 --> 00:25:57,920 because it's so web based. 572 00:25:57,920 --> 00:25:59,960 But there's interesting times through that. 573 00:25:59,960 --> 00:26:00,720 It was fun. 574 00:26:00,720 --> 00:26:02,360 It was actually a lot of fun because you could really 575 00:26:02,360 --> 00:26:03,880 experiment a lot of different things. 576 00:26:03,880 --> 00:26:08,320 You could really see everything and who offered what and how. 577 00:26:08,320 --> 00:26:09,240 Yeah. 578 00:26:09,240 --> 00:26:09,480 OK. 579 00:26:09,480 --> 00:26:12,840 The other thing to understand, Andrew, when you talk about 580 00:26:12,840 --> 00:26:18,000 files and attaching and size and how big they are, back then, 581 00:26:18,000 --> 00:26:20,440 remember, we were, most of us was just text. 582 00:26:20,440 --> 00:26:21,960 There was no graphics yet. 583 00:26:21,960 --> 00:26:23,560 The marketing department was creating 584 00:26:23,560 --> 00:26:26,080 all these big, giant, graphical multicolored 585 00:26:26,080 --> 00:26:30,320 because not only was it text, it was in amber or green, right? 586 00:26:30,320 --> 00:26:31,680 Two colors. 587 00:26:31,680 --> 00:26:35,560 So it was really, I always go back to the typewriter 588 00:26:35,560 --> 00:26:36,440 and the terminal. 589 00:26:36,440 --> 00:26:39,640 What we were doing is really scraping that text 590 00:26:39,640 --> 00:26:41,760 from the typewriter and from the terminal 591 00:26:41,760 --> 00:26:44,080 and putting it onto a PC and putting it 592 00:26:44,080 --> 00:26:45,960 into an electronic document. 593 00:26:45,960 --> 00:26:49,080 But those documents were very, very text. 594 00:26:49,080 --> 00:26:50,640 I mean, there was no logo on them. 595 00:26:50,640 --> 00:26:52,320 There was no graphics on them. 596 00:26:52,320 --> 00:26:53,880 There was no color on them. 597 00:26:53,880 --> 00:26:57,960 We were sending black and white text documents. 598 00:26:57,960 --> 00:27:00,920 So it was very, very simple, right? 599 00:27:00,920 --> 00:27:05,680 So as performance and speed and size of the network 600 00:27:05,680 --> 00:27:10,040 increased, so did marketing and putting all the fancy stuff 601 00:27:10,040 --> 00:27:11,600 into all these documents. 602 00:27:11,600 --> 00:27:14,680 So did the engineers with all these big 3D files. 603 00:27:14,680 --> 00:27:18,120 So it all kind of moved and grew together 604 00:27:18,120 --> 00:27:20,080 as the technology grew. 605 00:27:20,080 --> 00:27:22,320 It grew along with it, right? 606 00:27:22,320 --> 00:27:24,720 So it was an interesting transition 607 00:27:24,720 --> 00:27:29,800 because the GUI interface didn't really exist when we started. 608 00:27:29,800 --> 00:27:32,560 Like, how it was all DOS based was text based, right? 609 00:27:32,560 --> 00:27:33,800 We didn't have a GUI interface. 610 00:27:33,800 --> 00:27:36,680 We were like, what's a GUI? 611 00:27:36,680 --> 00:27:37,640 A lot of you don't remember. 612 00:27:37,640 --> 00:27:41,080 We didn't have this Windows GUI interfaces before. 613 00:27:41,080 --> 00:27:44,560 We started as text command line. 614 00:27:44,560 --> 00:27:45,600 Yeah. 615 00:27:45,600 --> 00:27:49,840 Yeah, I think about that sometimes working in the terminal 616 00:27:49,840 --> 00:27:54,200 where it's just like some work for university work. 617 00:27:54,200 --> 00:27:56,960 And it's just like, you got to do everything through the terminal. 618 00:27:56,960 --> 00:27:59,440 And you're just like, I just want to just take my mouse 619 00:27:59,440 --> 00:28:00,160 and click. 620 00:28:00,160 --> 00:28:02,120 And you couldn't do that. 621 00:28:02,120 --> 00:28:03,960 No, there was no mouse. 622 00:28:03,960 --> 00:28:05,480 Yeah, there wasn't a mouse. 623 00:28:05,480 --> 00:28:07,640 There was no mouse, yeah. 624 00:28:07,640 --> 00:28:09,720 Well, even the initial versions of the Windows, 625 00:28:09,720 --> 00:28:11,160 they ran on top of DOS. 626 00:28:11,160 --> 00:28:14,680 I mean, you literally started at the command property type win, 627 00:28:14,680 --> 00:28:16,440 and then it loaded the Windows interface. 628 00:28:16,440 --> 00:28:18,280 I mean, it was really just a DOS app. 629 00:28:18,280 --> 00:28:21,560 Yeah. 630 00:28:21,560 --> 00:28:23,320 We spent many years doing that. 631 00:28:23,320 --> 00:28:26,040 I mean, and the Windows would crash because you ran out 632 00:28:26,040 --> 00:28:31,280 of memory because DOS uses 640k. 633 00:28:31,280 --> 00:28:35,160 I mean, that was DOS' memory usage. 634 00:28:35,160 --> 00:28:36,600 I mean, think about that. 635 00:28:36,600 --> 00:28:40,560 I mean, that's tiny. 636 00:28:40,560 --> 00:28:43,720 And it was fun times. 637 00:28:43,720 --> 00:28:46,360 I mean, they went through those. 638 00:28:46,360 --> 00:28:48,760 The other piece that kind of occurred through their side 639 00:28:48,760 --> 00:28:52,000 just to note is the use of those online services, 640 00:28:52,000 --> 00:28:55,520 the ConfuServe, the AOLs really evolved through that 90s side 641 00:28:55,520 --> 00:28:56,000 of those. 642 00:28:56,000 --> 00:28:59,560 And we did use, sort of a lot of times, we're on support. 643 00:28:59,560 --> 00:29:02,440 We used a lot of ConfuServe. 644 00:29:02,440 --> 00:29:03,960 ConfuServe's were Novels. 645 00:29:03,960 --> 00:29:05,000 Sports forums were. 646 00:29:05,000 --> 00:29:07,720 That's where Microsoft's support forums were because they 647 00:29:07,720 --> 00:29:10,680 didn't have websites at the time. 648 00:29:10,680 --> 00:29:11,880 There was no website. 649 00:29:11,880 --> 00:29:16,840 So the knowledge base for help on those 650 00:29:16,840 --> 00:29:18,680 was on the ConfuServe forum. 651 00:29:18,680 --> 00:29:21,000 So we'd have to get on our modems, dial up 652 00:29:21,000 --> 00:29:24,240 into the ConfuServe, go log into those forums, 653 00:29:24,240 --> 00:29:25,360 and search those forums. 654 00:29:25,360 --> 00:29:29,480 That's where we got updated drivers for the network cards 655 00:29:29,480 --> 00:29:32,120 and all those things. 656 00:29:32,120 --> 00:29:34,680 And that's where you converse with other folks 657 00:29:34,680 --> 00:29:36,560 in your industry side of it. 658 00:29:36,560 --> 00:29:39,480 So your first social networks really 659 00:29:39,480 --> 00:29:42,840 evolved out of what these ConfuServe forums, AOL forums 660 00:29:42,840 --> 00:29:44,400 of that was social networking. 661 00:29:44,400 --> 00:29:46,000 We were doing that in the 90s. 662 00:29:46,000 --> 00:29:47,520 It was just didn't call it that. 663 00:29:47,520 --> 00:29:52,280 But that's how we can burst and help troubleshoot. 664 00:29:52,280 --> 00:29:54,800 You post things out there saying, 665 00:29:54,800 --> 00:29:56,280 I can't figure this out. 666 00:29:56,280 --> 00:29:57,800 Do you guys anybody have any suggestions? 667 00:29:57,800 --> 00:29:58,920 Or have you seen this? 668 00:29:58,920 --> 00:30:01,920 And you get responses to it. 669 00:30:01,920 --> 00:30:04,280 So there was access there. 670 00:30:04,280 --> 00:30:09,000 But that was an invaluable tool for us, engineering-wise. 671 00:30:09,000 --> 00:30:14,200 ConfuServe was, you spent a lot of time on that. 672 00:30:14,200 --> 00:30:16,880 I know we're running up on time. 673 00:30:16,880 --> 00:30:20,600 But did you see difference? 674 00:30:20,600 --> 00:30:25,120 So I think of the big Apple 2E push 675 00:30:25,120 --> 00:30:28,480 that they had in schools. 676 00:30:28,480 --> 00:30:34,720 And it was a huge push to get that into schools. 677 00:30:34,720 --> 00:30:35,480 And they did that. 678 00:30:35,480 --> 00:30:38,800 Did you see differences in industries? 679 00:30:38,800 --> 00:30:42,440 If you were in manufacturing, did they have a different? 680 00:30:42,440 --> 00:30:47,440 They liked IBM or Windows or DOS or whatever, 681 00:30:47,440 --> 00:30:56,960 versus a school or a retail or anything like that. 682 00:30:56,960 --> 00:30:58,520 Oh, yeah, we definitely did. 683 00:30:58,520 --> 00:31:01,520 I'd say we definitely did, because you predominantly would. 684 00:31:01,520 --> 00:31:05,520 We correlate the schools to Apple products, 685 00:31:05,520 --> 00:31:08,160 as you mentioned, whether it's those. 686 00:31:08,160 --> 00:31:11,120 If they were heavy in design or they were marketing, 687 00:31:11,120 --> 00:31:13,800 they were Macintosh. 688 00:31:13,800 --> 00:31:15,880 And they generally ran Local Talk, which 689 00:31:15,880 --> 00:31:19,640 was Mac's Apple Talk side of it. 690 00:31:19,640 --> 00:31:22,760 It was their custom networking protocol 691 00:31:22,760 --> 00:31:25,600 of peer-to-peer sharing within Macs. 692 00:31:25,600 --> 00:31:29,880 And then we had, if the customer was running AS for 100, 693 00:31:29,880 --> 00:31:32,760 they would say they have an IBM rep. 694 00:31:32,760 --> 00:31:33,720 They're pro IBM. 695 00:31:33,720 --> 00:31:37,520 So we may, for example, we'd find 696 00:31:37,520 --> 00:31:38,680 that they'd have an AS for 100. 697 00:31:38,680 --> 00:31:43,080 They may wind up with Lotus Notes, for example, versus. 698 00:31:43,080 --> 00:31:46,520 So they would be very much getting a lot of information 699 00:31:46,520 --> 00:31:47,880 from their IBM side of it. 700 00:31:47,880 --> 00:31:49,880 Because the IT director, again, probably 701 00:31:49,880 --> 00:31:56,040 came from that mainframe or AS for 100 background. 702 00:31:56,040 --> 00:31:57,640 And they were always subscribed to say, 703 00:31:57,640 --> 00:31:59,920 I never got fired for buying IBM. 704 00:31:59,920 --> 00:32:01,800 Nobody ever got fired for buying IBM. 705 00:32:01,800 --> 00:32:04,120 That was very, very common. 706 00:32:04,120 --> 00:32:08,360 So that IT director would buy Lotus Notes. 707 00:32:08,360 --> 00:32:13,680 They would buy IBM servers. 708 00:32:13,680 --> 00:32:15,560 They'd buy IBM gear. 709 00:32:15,560 --> 00:32:17,880 Unlike today, the devices back then 710 00:32:17,880 --> 00:32:19,840 were much more purpose-driven. 711 00:32:19,840 --> 00:32:23,280 It was education in Apple, and manufacturing 712 00:32:23,280 --> 00:32:27,800 was typically more Windows and PC-based, 713 00:32:27,800 --> 00:32:30,440 because the applications were driving more of that. 714 00:32:30,440 --> 00:32:32,840 Today, it's really an endpoint device 715 00:32:32,840 --> 00:32:35,720 that we really, it doesn't necessarily matter. 716 00:32:35,720 --> 00:32:38,040 You can do most everything cross-platform. 717 00:32:38,040 --> 00:32:40,120 But back in the early days, it was really 718 00:32:40,120 --> 00:32:41,840 purpose-driven devices. 719 00:32:41,840 --> 00:32:44,440 What do you, like I said, if you're in the marketing 720 00:32:44,440 --> 00:32:46,320 and you're in the graphical and you're in the design 721 00:32:46,320 --> 00:32:50,720 or you're in education, a lot more Apple Mac-based product 722 00:32:50,720 --> 00:32:51,640 platform. 723 00:32:51,640 --> 00:32:53,960 And they were not as easy to integrate 724 00:32:53,960 --> 00:32:57,120 into the rest of the business space, the mainframe space, 725 00:32:57,120 --> 00:32:59,520 and the server space back then. 726 00:32:59,520 --> 00:33:02,760 Today, it's very open platform. 727 00:33:02,760 --> 00:33:05,280 I mean, a lot of that has to do with when 728 00:33:05,280 --> 00:33:07,840 Apple kind of embraced Microsoft, 729 00:33:07,840 --> 00:33:09,360 they started to partner more, and we 730 00:33:09,360 --> 00:33:11,600 moved some of those applications that were traditionally 731 00:33:11,600 --> 00:33:15,520 all PC Windows-based to run on the Mac OS. 732 00:33:15,520 --> 00:33:16,920 It was a huge game changer. 733 00:33:16,920 --> 00:33:21,640 It made really the device agnostic to some degree. 734 00:33:21,640 --> 00:33:22,640 Yeah. 735 00:33:22,640 --> 00:33:25,600 And I got called in to integrate a Mac into the Novel Network. 736 00:33:25,600 --> 00:33:27,040 That was a bad day. 737 00:33:27,040 --> 00:33:28,240 I was going to, I was going to. 738 00:33:28,240 --> 00:33:29,680 That usually sucked. 739 00:33:29,680 --> 00:33:30,480 Yeah. 740 00:33:30,480 --> 00:33:36,240 That was going to be my next question of Chris on the sales 741 00:33:36,240 --> 00:33:38,280 side and Kyle on the technical side. 742 00:33:38,280 --> 00:33:40,080 Did you have a preference? 743 00:33:40,080 --> 00:33:43,840 Either if it was you made a better margin 744 00:33:43,840 --> 00:33:45,960 or it was easier to sell the IBM, as you said, 745 00:33:45,960 --> 00:33:49,520 no one ever got fired for buying IBM. 746 00:33:49,520 --> 00:33:51,880 Or Kyle, if you're like, oh man, I 747 00:33:51,880 --> 00:33:54,720 do not want to work on this network today 748 00:33:54,720 --> 00:34:00,360 because I know it's going to be a bear and a half. 749 00:34:00,360 --> 00:34:02,960 I mean, from a technical side, I was always, 750 00:34:02,960 --> 00:34:04,440 I worked on whatever. 751 00:34:04,440 --> 00:34:06,240 I mean, I worked on all this. 752 00:34:06,240 --> 00:34:08,120 I mean, I was able to kind of always 753 00:34:08,120 --> 00:34:09,960 wanted to take on a challenge to go through it. 754 00:34:09,960 --> 00:34:13,240 But I just knew you were very limited on what 755 00:34:13,240 --> 00:34:18,080 Apple was embracing as far as Apple was a very locked ecosystem. 756 00:34:18,080 --> 00:34:20,280 So trying to get them connected, again, 757 00:34:20,280 --> 00:34:22,040 you just knew the results to the customer. 758 00:34:22,040 --> 00:34:24,200 Probably not going to be what they were looking for. 759 00:34:24,200 --> 00:34:28,880 So you had to set those expectations right away. 760 00:34:28,880 --> 00:34:31,520 I'm just being like, we're going to do as much as we can. 761 00:34:31,520 --> 00:34:33,280 Yeah, we'll do as much as we can. 762 00:34:33,280 --> 00:34:36,240 We'll find out how to get this to work to the best 763 00:34:36,240 --> 00:34:37,360 of our ability side of that. 764 00:34:37,360 --> 00:34:38,760 And it was always a fun challenge. 765 00:34:38,760 --> 00:34:40,440 I mean, I did some OS2 connectivity. 766 00:34:40,440 --> 00:34:41,920 I did Mac connectivity. 767 00:34:41,920 --> 00:34:44,520 I did the Windows, still had DAW. 768 00:34:44,520 --> 00:34:46,080 So you kind of a little bit of everything. 769 00:34:46,080 --> 00:34:47,680 But I always kept an on mind, well, 770 00:34:47,680 --> 00:34:50,320 and take on the challenge to go through that side of it. 771 00:34:50,320 --> 00:34:52,480 As long as the customer kind of understood it, again, 772 00:34:52,480 --> 00:34:53,600 it was all new. 773 00:34:53,600 --> 00:34:56,200 So there wasn't like there was somebody out there 774 00:34:56,200 --> 00:34:58,520 that had 10 years experience with it. 775 00:34:58,520 --> 00:34:59,760 It didn't exist. 776 00:34:59,760 --> 00:35:02,200 It's not been out there for a one or two years. 777 00:35:02,200 --> 00:35:03,360 There's very few people. 778 00:35:03,360 --> 00:35:07,760 It's just like everything was kind of, OK, we'll give it a shot 779 00:35:07,760 --> 00:35:09,480 and see what we find out. 780 00:35:09,480 --> 00:35:11,920 And to tie back to your manufacturing, 781 00:35:11,920 --> 00:35:13,760 kind of how you started this, Andrew, 782 00:35:13,760 --> 00:35:17,400 the manufacturing space was very, very heavy PC based. 783 00:35:17,400 --> 00:35:20,160 It really was more, and there again, 784 00:35:20,160 --> 00:35:21,440 it was that purpose built. 785 00:35:21,440 --> 00:35:26,520 The PC plugged in, played with other platforms well. 786 00:35:26,520 --> 00:35:28,160 It was an easy transition. 787 00:35:28,160 --> 00:35:30,800 But we always had those outliers that say, well, 788 00:35:30,800 --> 00:35:32,360 we've got this other device. 789 00:35:32,360 --> 00:35:35,800 Most of the time it was some Apple based, Mac based, 790 00:35:35,800 --> 00:35:40,680 some off brand product that we had to try to integrate in. 791 00:35:40,680 --> 00:35:43,680 And you could do it, but you had to do a lot of work 792 00:35:43,680 --> 00:35:46,640 rounds in order to make it function like the purpose 793 00:35:46,640 --> 00:35:49,800 built device, which was kind of defaulted to the PC 794 00:35:49,800 --> 00:35:52,320 and the manufacturer space. 795 00:35:52,320 --> 00:35:53,960 Because then we ran into it with engineering, 796 00:35:53,960 --> 00:35:57,600 we ran into it with marketing and design and the graphics. 797 00:35:57,600 --> 00:36:01,120 So we had to start figuring out how do we integrate these platforms 798 00:36:01,120 --> 00:36:02,240 better. 799 00:36:02,240 --> 00:36:06,360 And today, like I said, we're pretty much device-agnostic. 800 00:36:06,360 --> 00:36:08,280 It doesn't really matter what the end user wants. 801 00:36:08,280 --> 00:36:09,160 We can make it work. 802 00:36:09,160 --> 00:36:12,560 And the applications are such that they work cross-platform. 803 00:36:12,560 --> 00:36:15,680 But it wasn't always the case back in the early days. 804 00:36:15,680 --> 00:36:16,760 Yeah, what I think about it. 805 00:36:16,760 --> 00:36:21,800 I remember IBM doing some dedicated OS2 machines 806 00:36:21,800 --> 00:36:26,880 for some of those, again, because OS2 was being promoted by IBM. 807 00:36:26,880 --> 00:36:29,560 They actually have software solutions 808 00:36:29,560 --> 00:36:32,320 that were marketed in, simply around, say, 809 00:36:32,320 --> 00:36:35,120 like label printing or civic function sides of it. 810 00:36:35,120 --> 00:36:39,560 Because OS2 was the first truly multitasking operating 811 00:36:39,560 --> 00:36:40,320 system you get. 812 00:36:40,320 --> 00:36:44,880 So they could actually have two processes run at the same time. 813 00:36:44,880 --> 00:36:46,960 You couldn't do that with Windows. 814 00:36:46,960 --> 00:36:48,120 You can only do one thing. 815 00:36:48,120 --> 00:36:49,480 That was all it could do. 816 00:36:49,480 --> 00:36:50,840 It task swapped. 817 00:36:50,840 --> 00:36:53,040 It did not multitask. 818 00:36:53,040 --> 00:36:54,520 OS2 Warp could. 819 00:36:54,520 --> 00:36:57,920 So you might put this OS2 Warp machine on the manufacturing 820 00:36:57,920 --> 00:37:01,600 floor, and they needed to pull some data off of it 821 00:37:01,600 --> 00:37:02,200 to talk to it. 822 00:37:02,200 --> 00:37:03,480 So we had to network it. 823 00:37:03,480 --> 00:37:06,440 We had to figure out how to network this OS2 machine. 824 00:37:06,440 --> 00:37:09,920 But again, it's like speaking Spanish and English. 825 00:37:09,920 --> 00:37:12,920 I mean, similar, but it's different. 826 00:37:12,920 --> 00:37:14,480 It's inherently different. 827 00:37:14,480 --> 00:37:17,400 So you had to learn two languages there. 828 00:37:17,400 --> 00:37:21,880 And then all the networking side was learning on the job 829 00:37:21,880 --> 00:37:24,240 right, Kyle. 830 00:37:24,240 --> 00:37:26,800 Like, OK, here's how we build a network, 831 00:37:26,800 --> 00:37:30,400 and architect it, and put it all together. 832 00:37:30,400 --> 00:37:36,920 Because we can go in on another one 833 00:37:36,920 --> 00:37:40,760 on a more technical side if we wanted to. 834 00:37:40,760 --> 00:37:45,680 Because I even, it was probably over 10 years ago 835 00:37:45,680 --> 00:37:46,840 when I was at university. 836 00:37:46,840 --> 00:37:50,520 But we still learned about ring networks versus star networks 837 00:37:50,520 --> 00:37:53,640 and how those are just internal architectures of how 838 00:37:53,640 --> 00:37:57,480 to build an internal network when now it's like you buy a switch 839 00:37:57,480 --> 00:37:59,880 and you just plug everything in. 840 00:37:59,880 --> 00:38:04,800 It's you don't really have that technical side anymore. 841 00:38:04,800 --> 00:38:07,800 We in those have Ethernet as a standard. 842 00:38:07,800 --> 00:38:08,560 Yeah, we had a lot of that. 843 00:38:08,560 --> 00:38:10,040 We forget that, right? 844 00:38:10,040 --> 00:38:11,560 Yeah, yeah. 845 00:38:11,560 --> 00:38:12,400 We had customers. 846 00:38:12,400 --> 00:38:15,760 Again, the IBM customers had Tolkien Ring. 847 00:38:15,760 --> 00:38:19,560 Tolkien Ring had 4 meg, and then they had 816. 848 00:38:19,560 --> 00:38:21,120 So they were different. 849 00:38:21,120 --> 00:38:23,320 And then you had coaxial Ethernet. 850 00:38:23,320 --> 00:38:25,760 You had thick Ethernet than some of these. 851 00:38:25,760 --> 00:38:30,880 And then you had the versions of 10 base T for twisted pair. 852 00:38:30,880 --> 00:38:32,960 And you even had some deviance from that 853 00:38:32,960 --> 00:38:34,360 because pre-standard. 854 00:38:34,360 --> 00:38:37,360 So yeah, it was a wild west of. 855 00:38:37,360 --> 00:38:39,560 And we had customers that have multiples 856 00:38:39,560 --> 00:38:41,480 of the same technology running in there. 857 00:38:41,480 --> 00:38:44,040 So it was interesting. 858 00:38:46,480 --> 00:38:47,880 Oh, another topic, Andrew. 859 00:38:47,880 --> 00:38:50,240 Yeah, I was going to say. 860 00:38:50,240 --> 00:38:52,480 Maybe that's version four. 861 00:38:52,480 --> 00:38:53,480 Yeah, definitely. 862 00:38:53,480 --> 00:38:54,600 So it's the next one. 863 00:38:54,600 --> 00:38:58,160 The infrastructure changes of the last 35 years. 864 00:38:58,160 --> 00:39:00,240 Yeah, I love it. 865 00:39:00,240 --> 00:39:05,200 As we kind of finish up here, my closing question 866 00:39:05,200 --> 00:39:07,600 is on a little bit higher level when 867 00:39:07,600 --> 00:39:11,160 you're thinking about CIT back in the day, 868 00:39:11,160 --> 00:39:14,080 going into those manufacturing, having those conversations, 869 00:39:14,080 --> 00:39:16,640 and CIT today. 870 00:39:16,640 --> 00:39:19,560 Are the conversations similar? 871 00:39:19,560 --> 00:39:22,120 Are you still solving the similar problems? 872 00:39:22,120 --> 00:39:23,640 Different technology. 873 00:39:23,640 --> 00:39:27,960 But for manufacturing kind of back then and now, 874 00:39:27,960 --> 00:39:29,040 what are you sort of seeing? 875 00:39:29,040 --> 00:39:32,080 Or has it changed? 876 00:39:32,080 --> 00:39:34,440 Well, I mean, they're still doing the same thing 877 00:39:34,440 --> 00:39:35,920 at the end of the day. 878 00:39:35,920 --> 00:39:37,880 They're still manufacturing, making widgets. 879 00:39:37,880 --> 00:39:42,000 I think we've just taken what was 35 years ago much more 880 00:39:42,000 --> 00:39:45,760 manual processing and moved it to electronic processing, which 881 00:39:45,760 --> 00:39:48,880 has pushed all this technology, all the devices, 882 00:39:48,880 --> 00:39:50,520 all the connectivity. 883 00:39:50,520 --> 00:39:52,000 It's pushed everything, right? 884 00:39:52,000 --> 00:39:53,880 But at the end of the day, we're still 885 00:39:53,880 --> 00:39:56,080 solving the exact same problem. 886 00:39:56,080 --> 00:39:58,720 Word is doing it with a lot different toolset, software 887 00:39:58,720 --> 00:40:02,880 set, devices, much more efficient, right? 888 00:40:02,880 --> 00:40:04,920 We'll call it because we can multitask 889 00:40:04,920 --> 00:40:07,320 and we can do more. 890 00:40:07,320 --> 00:40:10,120 But I mean, they're still making the same thing 891 00:40:10,120 --> 00:40:11,720 as they were 35 years ago. 892 00:40:11,720 --> 00:40:15,320 They're using technology much differently to do it. 893 00:40:15,320 --> 00:40:16,640 Yeah, yeah, I'd agree with that. 894 00:40:16,640 --> 00:40:19,720 I mean, in very similar, we're still 895 00:40:19,720 --> 00:40:21,640 looking at what they're trying to accomplish 896 00:40:21,640 --> 00:40:24,760 and finding newer and better ways for technology 897 00:40:24,760 --> 00:40:27,880 to augment and help improve those processes 898 00:40:27,880 --> 00:40:29,560 and how they do it. 899 00:40:29,560 --> 00:40:31,600 And again, when you talk about AI and those things, 900 00:40:31,600 --> 00:40:34,400 that's kind of a good correlation of what 901 00:40:34,400 --> 00:40:37,840 that could potentially do to increase efficiencies of how 902 00:40:37,840 --> 00:40:43,640 they manufacture and provide their products to the market. 903 00:40:43,640 --> 00:40:46,960 And I think that's, again, same end game as Chris mentioned. 904 00:40:46,960 --> 00:40:50,800 It's just we're just doing it with newer and better 905 00:40:50,800 --> 00:40:52,360 technologies as it evolved. 906 00:40:52,360 --> 00:40:55,920 And that's kind of what we were doing back then. 907 00:40:55,920 --> 00:40:58,640 Things are a lot faster, of course. 908 00:40:58,640 --> 00:41:02,560 And I think the impacts are even bigger on where they go. 909 00:41:02,560 --> 00:41:05,720 But same idea. 910 00:41:05,720 --> 00:41:06,680 Perfect. 911 00:41:06,680 --> 00:41:07,520 Well, thank you. 912 00:41:07,520 --> 00:41:11,680 Thank you, Chris, Kyle, and Andrew, for joining us today. 913 00:41:11,680 --> 00:41:15,920 If you enjoyed this podcast, like, subscribe, reach out to us. 914 00:41:15,920 --> 00:41:17,720 We'd love to hear from you. 915 00:41:17,720 --> 00:41:21,880 You can contact us at info at cit-net.com 916 00:41:21,880 --> 00:41:25,200 or head out to our website, cit-net.com. 917 00:41:25,200 --> 00:41:26,680 slash podcast. 918 00:41:26,680 --> 00:41:29,080 And we'll be back next week with an all new episode. 919 00:41:29,080 --> 00:41:32,760 And we'll see you then.