WEBVTT 00:00:00.000 --> 00:00:01.639 Hey everybody, welcome back to another episode 00:00:01.639 --> 00:00:04.500 of Vision Pros Live. My name is Fletcher Owens 00:00:04.500 --> 00:00:07.299 and I'm your host and coach today on the show. 00:00:07.419 --> 00:00:10.419 We're talking with another man who's got a vision. 00:00:10.500 --> 00:00:12.960 We're going to dive into that vision. But first, 00:00:13.060 --> 00:00:15.339 welcome to the show, Mike LaVista. How are you 00:00:15.339 --> 00:00:17.719 doing? Fletcher, great to meet you. Thanks for 00:00:17.719 --> 00:00:19.739 getting on with me this morning. Good to meet 00:00:19.739 --> 00:00:23.320 you. Yeah, right on, man. You are with Caxi, 00:00:23.379 --> 00:00:28.039 which is a software and AI consultancy. Before 00:00:28.039 --> 00:00:30.510 we get into that. I always like to start off 00:00:30.510 --> 00:00:32.409 with the program with something that's going 00:00:32.409 --> 00:00:34.490 well. I'm going to ask you, what's a win in your 00:00:34.490 --> 00:00:36.729 life, professionally or personally? The reason 00:00:36.729 --> 00:00:39.030 I do this is there's a lot of uncertainty in 00:00:39.030 --> 00:00:40.570 the world. There's a lot of suffering going on. 00:00:41.070 --> 00:00:45.170 And I like to practice directing our focus to 00:00:45.170 --> 00:00:48.560 something that feels good once in a while. Lay 00:00:48.560 --> 00:00:50.079 it on us. What do you got? No, that's great. 00:00:50.200 --> 00:00:53.880 You got to start up so you can deliver other 00:00:53.880 --> 00:00:56.000 stuff later. So I think what's going well for 00:00:56.000 --> 00:00:58.460 us is, and maybe other people experience this, 00:00:58.479 --> 00:01:00.420 especially like in the consulting agency world, 00:01:00.539 --> 00:01:03.939 people weren't making decisions there for about 00:01:03.939 --> 00:01:06.760 eight months, a year. Just everything we had 00:01:06.760 --> 00:01:08.659 was getting pushed back and pushed back. And 00:01:08.659 --> 00:01:10.840 I don't know what it is. I'm not a global economist 00:01:10.840 --> 00:01:13.019 or anything like that. So I feel like in the 00:01:13.019 --> 00:01:15.879 last... four to six weeks we've had more people 00:01:15.879 --> 00:01:18.000 say yes to moving forward than like the prior 00:01:18.000 --> 00:01:21.120 six months and so it feels like some momentum 00:01:21.120 --> 00:01:23.280 is picking up and i mean obviously we'll get 00:01:23.280 --> 00:01:26.040 into it but you know being in in ai and uh and 00:01:26.040 --> 00:01:27.799 software means that there's at least a lot of 00:01:27.799 --> 00:01:29.640 activity and conversation about it and there's 00:01:29.640 --> 00:01:31.900 maybe nervousness about what it'll be and how 00:01:31.900 --> 00:01:33.420 to move forward but it seems like people are 00:01:33.420 --> 00:01:35.540 finally decided listen it's time to jump in we 00:01:35.540 --> 00:01:39.310 got to do something Yeah, I agree with that. 00:01:39.370 --> 00:01:41.909 I definitely feel I hear both sides of the conversation 00:01:41.909 --> 00:01:44.530 and everything in between, but I think that's 00:01:44.530 --> 00:01:47.469 accurate. There's a sense of some momentum creating 00:01:47.469 --> 00:01:51.390 and more embracing, right? Yeah. Good, good, 00:01:51.409 --> 00:01:54.769 good. So tell us a little bit about what Caxi 00:01:54.769 --> 00:01:57.629 does, because when we talk about software, we 00:01:57.629 --> 00:02:01.030 talk about AI, boy, that might mean something 00:02:01.030 --> 00:02:03.489 completely different to every person you talk 00:02:03.489 --> 00:02:07.700 to. I've got kind of a crazy little mission, 00:02:07.819 --> 00:02:11.400 which I discovered by accident when I was looking 00:02:11.400 --> 00:02:13.699 at what we've been able to accomplish as a company 00:02:13.699 --> 00:02:15.979 with some of our clients. And what I realized 00:02:15.979 --> 00:02:19.099 is that we've been around creating 700 millionaires. 00:02:19.139 --> 00:02:22.129 So seven space hundred millionaires. And I got 00:02:22.129 --> 00:02:24.210 this crazy idea, you know, let's go for 25. So 00:02:24.210 --> 00:02:26.129 I got a mission to find, what is it, 18 more 00:02:26.129 --> 00:02:29.610 where we're taking a company that's growing and 00:02:29.610 --> 00:02:32.729 just like pour some kerosene on the fire and 00:02:32.729 --> 00:02:35.490 just really like let's go do something amazing. 00:02:35.569 --> 00:02:38.650 And there's a book and an idea out there that, 00:02:38.650 --> 00:02:41.650 you know, 10X is better, is easier than 2X. And 00:02:41.650 --> 00:02:44.370 the idea behind it kind of summarizes, you know, 00:02:44.370 --> 00:02:46.569 if you want a 2X your business, I think. Really, 00:02:46.689 --> 00:02:49.069 you just you work harder. Maybe later you add 00:02:49.069 --> 00:02:50.469 an extra shift, whatever. But if you're going 00:02:50.469 --> 00:02:52.289 to 10x, you got to do something totally different, 00:02:52.409 --> 00:02:55.250 totally new. And that's really where our company 00:02:55.250 --> 00:02:58.169 comes in, where our specialty is, is that we're 00:02:58.169 --> 00:02:59.830 really good at coming into a company and figuring 00:02:59.830 --> 00:03:01.770 like, where are you? Where are you missing the 00:03:01.770 --> 00:03:03.930 mark on just how you're how you're operating, 00:03:04.229 --> 00:03:07.030 you know, using software, not using software? 00:03:07.669 --> 00:03:09.889 And what would happen if you were to inject, 00:03:10.090 --> 00:03:12.430 you know, an AI sort of thinking creative mindset 00:03:12.430 --> 00:03:15.629 into that business? What would happen? Start 00:03:15.629 --> 00:03:17.629 with low hanging fruit that amounts to that 2X 00:03:17.629 --> 00:03:18.969 idea, which is like, you know, we can do this 00:03:18.969 --> 00:03:20.569 little part of the business better and faster. 00:03:20.870 --> 00:03:22.689 You know, maybe we can get invoices out faster. 00:03:22.810 --> 00:03:24.930 We can get quotes out faster. We can do pricing 00:03:24.930 --> 00:03:27.129 better, et cetera. But it's not until you really 00:03:27.129 --> 00:03:29.479 like. Think of like a new way of operating. So 00:03:29.479 --> 00:03:31.620 sometimes that's, you know, it's a digital product. 00:03:31.699 --> 00:03:33.500 You make a company that isn't a digital company, 00:03:33.699 --> 00:03:35.860 a software company, and all of a sudden when 00:03:35.860 --> 00:03:37.639 they're looking at an exit, instead of looking 00:03:37.639 --> 00:03:39.060 at six or eight times EBITDA, they're looking 00:03:39.060 --> 00:03:41.419 at 20 or 22 times EBITDA. It's a different equation. 00:03:41.819 --> 00:03:43.900 So that's kind of where we really like to plug 00:03:43.900 --> 00:03:45.840 in. We want to help you go faster. We're looking 00:03:45.840 --> 00:03:48.060 for people that are already winning and they 00:03:48.060 --> 00:03:51.360 want to win more. Got it. Yeah, thanks. That's 00:03:51.360 --> 00:03:55.080 very clear. And to your point, yeah, that. that 00:03:55.080 --> 00:03:59.520 first um getting you know doubling tripling yeah 00:03:59.520 --> 00:04:02.699 that takes a lot of effort and it all takes effort 00:04:02.699 --> 00:04:05.240 i'm not saying that but i think what we've seen 00:04:05.240 --> 00:04:09.120 demonstrated is what you've just spoken to with 00:04:09.120 --> 00:04:12.860 many of these uh big companies apple nvidia um 00:04:12.860 --> 00:04:17.160 you know all these where they were wildly successful 00:04:17.160 --> 00:04:22.639 but to reach a trillion dollar uh the trillion 00:04:22.639 --> 00:04:27.329 dollar mark seemed so far out there and then 00:04:27.329 --> 00:04:30.990 when they did it that second trillion and third 00:04:30.990 --> 00:04:33.329 trillion and like i think nvidia has hit four 00:04:33.329 --> 00:04:37.350 trillion or close to i mean that's like unheard 00:04:37.350 --> 00:04:39.610 of and i mean i don't i can't even comprehend 00:04:39.610 --> 00:04:43.910 what that means but but that does um give credit 00:04:43.910 --> 00:04:46.870 to exactly what you just talked about yeah it 00:04:46.870 --> 00:04:48.629 is funny because i feel like i remember just 00:04:48.629 --> 00:04:50.529 getting on nvidia for a second i remember when 00:04:50.529 --> 00:04:52.509 they hit whatever that that trillion dollar mark 00:04:52.509 --> 00:04:55.089 was and i remember thinking to myself like there 00:04:55.089 --> 00:04:57.769 aren't too many companies like that so surely 00:04:57.769 --> 00:05:01.110 how much higher could it possibly go and luckily 00:05:01.110 --> 00:05:03.550 i held because i think it's doubled since then 00:05:03.550 --> 00:05:06.250 uh like i think it was under 100 earlier this 00:05:06.250 --> 00:05:08.209 year that in that earlier crash and now it's 00:05:08.209 --> 00:05:11.350 at 185 or something like it's it's bananas what's 00:05:11.350 --> 00:05:13.910 going into that market and we're not I'm not 00:05:13.910 --> 00:05:15.990 a stock analyst guy but like is it overvalued 00:05:15.990 --> 00:05:17.810 is not for me to say but like what it says is 00:05:17.810 --> 00:05:20.589 the the vector that we're going in is that's 00:05:20.589 --> 00:05:23.029 the future and it's funny we've had a couple 00:05:23.029 --> 00:05:25.129 comments on some some of our videos lately where 00:05:25.129 --> 00:05:27.329 it's like people are nervous about AI and it's 00:05:27.329 --> 00:05:28.649 like you know what am I supposed to do about 00:05:28.649 --> 00:05:31.769 it and I think it's in a way it's too late to 00:05:31.769 --> 00:05:34.389 be nervous because if you don't do anything someone 00:05:34.389 --> 00:05:36.089 else is going to blow your doors off and if you 00:05:36.089 --> 00:05:37.610 I always like to think about if you were to start 00:05:37.610 --> 00:05:41.230 your business today how different would it be? 00:05:41.290 --> 00:05:43.389 It'd probably be AI native. It'd be like technology 00:05:43.389 --> 00:05:46.290 native. And just because you're 10 or 20 years 00:05:46.290 --> 00:05:48.089 old, isn't an excuse. Like you have to find a 00:05:48.089 --> 00:05:49.370 way to innovate or someone else is going to find 00:05:49.370 --> 00:05:52.750 a way to do it better. Yeah. I agree with that. 00:05:53.250 --> 00:05:57.810 Also the conversation about, well, gosh, should 00:05:57.810 --> 00:06:00.610 we, should we, should we embrace AI? Should we 00:06:00.610 --> 00:06:04.829 not? No, no, no. We're way past that. Yeah. And, 00:06:04.930 --> 00:06:10.000 and most all of us have. have been and are interacting 00:06:10.000 --> 00:06:13.000 with AI on some level. And we've been doing so 00:06:13.000 --> 00:06:15.199 for many, many, many years. We just didn't realize 00:06:15.199 --> 00:06:16.699 it. Right. That's a great way to look at it. 00:06:16.740 --> 00:06:18.660 Yeah. It's been around. And honestly, like in 00:06:18.660 --> 00:06:21.160 our space, it's almost like, you know, we started 00:06:21.160 --> 00:06:23.939 with AI and machine learning, you know, seven, 00:06:24.040 --> 00:06:26.279 eight years ago. And a lot of this stuff has 00:06:26.279 --> 00:06:28.079 been around. It just wasn't at scale. So it's 00:06:28.079 --> 00:06:31.019 not exactly new. And, you know, just split a 00:06:31.019 --> 00:06:33.709 hair like, you know, the... The LLMs out there 00:06:33.709 --> 00:06:36.089 like ChatGPT and Cloud and stuff like that, that's 00:06:36.089 --> 00:06:39.730 not all AI has to offer, but it's become so useful 00:06:39.730 --> 00:06:41.610 to everybody that that's where we're focusing. 00:06:41.990 --> 00:06:45.670 But you're right. It's too late to stop the train, 00:06:45.730 --> 00:06:47.990 I think. Yeah. And so for those people who are 00:06:47.990 --> 00:06:50.430 listening to this conversation and might be thinking 00:06:50.430 --> 00:06:53.470 like, well, I don't know. I heard a quote the 00:06:53.470 --> 00:06:56.189 other day, and I think it's very applicable for 00:06:56.189 --> 00:07:00.730 this conversation. Instead of resisting and... 00:07:01.660 --> 00:07:05.639 hymning and hawing, I invite you to invite the 00:07:05.639 --> 00:07:10.420 friction, meaning embrace this idea and because 00:07:10.420 --> 00:07:15.620 it is here, so embrace it and see how can I harness 00:07:15.620 --> 00:07:19.360 this and where can I, how can I harness it and 00:07:19.360 --> 00:07:22.199 have it serve my life or serve my business, right? 00:07:22.379 --> 00:07:25.399 And is that kind of some of the work that you 00:07:25.399 --> 00:07:28.879 all do with businesses? You know, it's funny. 00:07:28.939 --> 00:07:32.040 So you hit on a code word for us, which is friction. 00:07:32.420 --> 00:07:34.879 And in a way what we look for in a business is 00:07:34.879 --> 00:07:37.279 where is the friction happening and find a way 00:07:37.279 --> 00:07:39.220 to blast through it. Because, you know, if you 00:07:39.220 --> 00:07:42.079 think about like where where friction is in like 00:07:42.079 --> 00:07:44.459 your everyday life, it's where you have gains. 00:07:44.579 --> 00:07:46.439 Like if you know, if you're lifting weights like 00:07:46.439 --> 00:07:48.420 the heavier weights or you get the gains, if 00:07:48.420 --> 00:07:50.180 you're practicing an instrument, it's when it's 00:07:50.180 --> 00:07:51.420 uncomfortable. You don't know what you're doing. 00:07:51.439 --> 00:07:53.600 That's where you get the gains. So you really 00:07:53.600 --> 00:07:56.740 have to embrace that or you're basically you've 00:07:56.740 --> 00:07:58.540 given up and you've said, I'm just going to do 00:07:58.540 --> 00:07:59.800 the same thing over and over again and hope I 00:07:59.800 --> 00:08:02.639 get different results. Yeah. Yeah, exactly. Yeah. 00:08:02.759 --> 00:08:05.620 So invite that friction. Learn from it. Move 00:08:05.620 --> 00:08:08.629 through it. right and and then there's going 00:08:08.629 --> 00:08:13.370 to be the next level of friction um so if somebody's 00:08:13.370 --> 00:08:16.209 uh listening to you to us right now mike and 00:08:16.209 --> 00:08:18.949 they're like well yeah i mean i've got a company 00:08:18.949 --> 00:08:21.610 it's small i don't know could this benefit me 00:08:21.610 --> 00:08:23.769 i mean what size companies do you all work with 00:08:23.769 --> 00:08:26.569 and and who's and how does the company know when 00:08:26.569 --> 00:08:28.649 they're ready to begin to implement some sort 00:08:28.649 --> 00:08:32.669 of ai technology so i would say um i'll answer 00:08:32.669 --> 00:08:37.059 those in reverse um the Really anyone can jump 00:08:37.059 --> 00:08:40.539 in and likely probably has. So no matter what 00:08:40.539 --> 00:08:43.200 your scale is, I hope you've played around with, 00:08:43.259 --> 00:08:46.539 you know, a chat GPT or a Gemini or a cloud or 00:08:46.539 --> 00:08:48.899 something. And you've tried, you know, writing 00:08:48.899 --> 00:08:51.659 an email or responding to an RFP or all that 00:08:51.659 --> 00:08:54.080 kind of stuff. I think where we come in is this 00:08:54.080 --> 00:08:56.740 idea we've we've come up with about operationalizing 00:08:56.740 --> 00:09:00.490 AI. And so when you think about. Terrific. You 00:09:00.490 --> 00:09:03.409 have a chat bot you've created and you're working 00:09:03.409 --> 00:09:06.049 with by yourself, right? But as soon as you need 00:09:06.049 --> 00:09:08.110 to roll that out to a company of two or five 00:09:08.110 --> 00:09:10.370 hundred or a thousand people, all of a sudden, 00:09:10.409 --> 00:09:13.320 like the software. things that we've been good 00:09:13.320 --> 00:09:15.200 at you know for 20 plus years come into play 00:09:15.200 --> 00:09:17.379 like well how do i make it secure and how do 00:09:17.379 --> 00:09:19.000 we deal with storage and how do we make sure 00:09:19.000 --> 00:09:21.139 that you can log in and how do we make sure that 00:09:21.139 --> 00:09:22.519 when someone leaves the company they can't get 00:09:22.519 --> 00:09:25.059 back all that sort of software process stuff 00:09:25.059 --> 00:09:27.940 becomes like how you operationalize your idea 00:09:27.940 --> 00:09:30.059 that maybe you played with an ad and so for us 00:09:30.059 --> 00:09:32.259 that means we're probably working with companies 00:09:32.259 --> 00:09:38.259 50 million and up But, again, not to say you 00:09:38.259 --> 00:09:40.100 shouldn't work with it. I think you can have 00:09:40.100 --> 00:09:42.919 a lot of success at any scale, really. It's more 00:09:42.919 --> 00:09:45.460 about you might need help. For example, if you're 00:09:45.460 --> 00:09:48.299 not a company that does software, you will definitely 00:09:48.299 --> 00:09:51.720 need help building out a program that makes it 00:09:51.720 --> 00:09:53.899 into your entire company, or you will almost 00:09:53.899 --> 00:09:56.840 certainly get hacked or it will break, like all 00:09:56.840 --> 00:09:58.639 the bad consequences that happen when software 00:09:58.639 --> 00:10:06.240 is at scale. Got it. Okay. pricing and accessibility 00:10:06.240 --> 00:10:09.580 price -wise, because I have no idea about this. 00:10:09.679 --> 00:10:11.440 I told you I was going to ask a lot of elementary 00:10:11.440 --> 00:10:17.539 questions. For the average, let's say, company 00:10:17.539 --> 00:10:25.200 of 20 to 50 people, small business, is there 00:10:25.200 --> 00:10:30.450 an accessible AI software? package that can help 00:10:30.450 --> 00:10:32.789 them that i mean i don't even know what pricing 00:10:32.789 --> 00:10:35.210 is for these types of things i mean i i use chat 00:10:35.210 --> 00:10:38.529 gpt right and i just use the free version because 00:10:38.529 --> 00:10:40.990 it's sufficient for me i don't even have a clue 00:10:40.990 --> 00:10:43.269 as to what the pricing is for these types of 00:10:43.269 --> 00:10:45.889 things um can you kind of clue me in on some 00:10:45.889 --> 00:10:49.190 of that yeah sure so i think um i like to look 00:10:49.190 --> 00:10:51.750 at it from maybe the other side of the telescope 00:10:51.750 --> 00:10:54.070 which is to say what's the size of the problem 00:10:54.070 --> 00:10:56.870 you're trying to fix so um if you were to walk 00:10:56.870 --> 00:10:59.860 into you know, a car dealer and be like, how 00:10:59.860 --> 00:11:01.779 much are the cars? They're definitely, what are 00:11:01.779 --> 00:11:03.039 we, what are you trying to get into? Or is this, 00:11:03.100 --> 00:11:05.139 you know, are you a Cadillac guy? You're a Chevy 00:11:05.139 --> 00:11:07.940 guy. I used, uh, you know, a Chevy, whatever. 00:11:08.259 --> 00:11:11.500 Um, so I like to think about, um, like for example, 00:11:11.500 --> 00:11:15.100 the, the ROI on chat GPT is close to infinity, 00:11:15.159 --> 00:11:17.450 right? Cause if you're. If you're not spending 00:11:17.450 --> 00:11:19.769 a dime on it, then it is infinity. And if you're 00:11:19.769 --> 00:11:21.429 spending the 20 bucks, you got a little extra 00:11:21.429 --> 00:11:22.750 firepower that you're like, this is actually 00:11:22.750 --> 00:11:25.029 kind of nice to have it, you know, a little more 00:11:25.029 --> 00:11:28.049 trying to use like the buzzwords, but like more 00:11:28.049 --> 00:11:30.409 tokens, more context, it'll give you better results. 00:11:30.769 --> 00:11:33.029 So when we work on a problem, what we're looking 00:11:33.029 --> 00:11:35.549 for, and I think this is what you want in any 00:11:35.549 --> 00:11:37.370 service provider, any kind of consulting provider 00:11:37.370 --> 00:11:40.029 is what you want is you want to identify a problem 00:11:40.029 --> 00:11:43.570 that it costs you a lot to not fix. If I were 00:11:43.570 --> 00:11:45.309 to come into your business and you've got a, 00:11:45.559 --> 00:11:48.480 we'll do that $50 million business idea. If you 00:11:48.480 --> 00:11:50.340 go into a $50 million business, actually, there's 00:11:50.340 --> 00:11:53.919 a true story. And what we find is you are losing 00:11:53.919 --> 00:11:57.600 a million dollars a quarter by estimating with 00:11:57.600 --> 00:11:59.720 the wrong data. And so this particular company 00:11:59.720 --> 00:12:03.879 was – they have a spreadsheet with all your past 00:12:03.879 --> 00:12:05.399 quotes. And we've probably all done this. When 00:12:05.399 --> 00:12:07.299 you make a new quote for someone, you probably 00:12:07.299 --> 00:12:08.759 bring up the last time you had the spreadsheet, 00:12:08.980 --> 00:12:11.720 open it up, save as, and here's the new quote. 00:12:12.080 --> 00:12:13.919 Well, this company was doing that over and over 00:12:13.919 --> 00:12:16.379 again using data from the last time they did 00:12:16.379 --> 00:12:18.340 it, which was six months ago, a year ago, 18 00:12:18.340 --> 00:12:20.629 months ago. And guess what? Products change, 00:12:20.750 --> 00:12:23.929 pricing change, tariffs affected some of their 00:12:23.929 --> 00:12:25.870 stuff. And so you send out a quote and all of 00:12:25.870 --> 00:12:27.769 a sudden now instead of you're shooting for a 00:12:27.769 --> 00:12:29.590 22 % margin, all of a sudden you're underwater 00:12:29.590 --> 00:12:33.509 from day one. That's a big problem. So if we 00:12:33.509 --> 00:12:35.889 come into a company that's losing a million dollars 00:12:35.889 --> 00:12:42.850 a quarter, in a way, $999 ,999 and under is a 00:12:42.850 --> 00:12:46.850 win. And so – because once it's fixed, you get 00:12:46.850 --> 00:12:48.830 that million and a quarter forever. Like once 00:12:48.830 --> 00:12:51.009 it's gone, right? And so really it's all about 00:12:51.009 --> 00:12:53.450 can you find a problem worth fixing and then 00:12:53.450 --> 00:12:54.970 you adjust because sometimes it's the other way. 00:12:54.990 --> 00:12:57.049 Sometimes people bring us in and they're like 00:12:57.049 --> 00:12:59.570 – and this is usually because it's a minor inconvenience. 00:12:59.629 --> 00:13:01.190 This is usually when we get pushed back on price. 00:13:01.909 --> 00:13:03.690 They'll say, hey, you know what? Charlie every 00:13:03.690 --> 00:13:06.190 day, he's got to go through this system. There's 00:13:06.190 --> 00:13:08.009 usually like four or five things he has to correct 00:13:08.009 --> 00:13:09.570 and it's like he's got to spend like an hour 00:13:09.570 --> 00:13:12.090 fixing these things, right? And we're like, okay, 00:13:12.129 --> 00:13:13.860 that will be – You know, I'm making up a number. 00:13:13.960 --> 00:13:16.039 That'll be $10 ,000 to fix. What? That's crazy. 00:13:16.120 --> 00:13:19.299 $10 ,000. And you're right. That is way too much 00:13:19.299 --> 00:13:21.379 to fix Charlie's one -hour -a -day problem. You 00:13:21.379 --> 00:13:23.679 know what, Charlie? Keep doing it manually forever 00:13:23.679 --> 00:13:26.340 because it costs you nothing. It's fine, right? 00:13:27.100 --> 00:13:29.519 Whereas we come in and we go, hey, look, you 00:13:29.519 --> 00:13:32.340 know, you're... um you know it takes you uh three 00:13:32.340 --> 00:13:34.519 weeks to get invoices out because this data connection 00:13:34.519 --> 00:13:36.360 isn't right and we can fix that for ten thousand 00:13:36.360 --> 00:13:39.840 dollars do it today right so it's really for 00:13:39.840 --> 00:13:42.460 me it's not so much about the the cost of it 00:13:42.460 --> 00:13:45.100 is like find a thing where you get i mean we 00:13:45.100 --> 00:13:47.659 shoot for a 5x return in the year that you invest 00:13:47.659 --> 00:13:50.159 so if you're going to spend 10 with us you should 00:13:50.159 --> 00:13:54.019 make 50 that year otherwise don't do it just 00:13:54.019 --> 00:13:55.600 keep doing the same old way that's that's my 00:13:55.600 --> 00:13:59.210 rule Yeah, thanks for putting into words that 00:13:59.210 --> 00:14:01.490 I can understand like that. Yeah, we shoot for 00:14:01.490 --> 00:14:05.370 a five times return. So that makes, because what 00:14:05.370 --> 00:14:07.549 we're really talking about then is value pricing, 00:14:07.769 --> 00:14:11.090 right? As opposed to like an hourly price. We're 00:14:11.090 --> 00:14:13.789 like, no, no, we're creating this much value 00:14:13.789 --> 00:14:18.730 for you for the long run. And what you're saying 00:14:18.730 --> 00:14:22.210 is we want you to get that return within 12 months. 00:14:23.610 --> 00:14:27.649 That's appealing, right? Sometimes pricing is 00:14:27.649 --> 00:14:29.850 hard for me and I'm going to assume for other 00:14:29.850 --> 00:14:33.009 people to understand, so thanks for articulating 00:14:33.009 --> 00:14:35.309 it like that. Yeah, I appreciate it. Really, 00:14:35.529 --> 00:14:37.529 we want everyone, because we're in a service 00:14:37.529 --> 00:14:40.289 business, and I tell people here that as much 00:14:40.289 --> 00:14:42.730 as we're a technology company, we're closer to 00:14:42.730 --> 00:14:44.769 a neighborhood bakery than we are to Microsoft. 00:14:45.070 --> 00:14:47.409 You come in, you work with our people, you like 00:14:47.409 --> 00:14:49.870 our people, you recommend us, you come back again. 00:14:50.169 --> 00:14:52.889 We are a service business, and so what we want 00:14:52.889 --> 00:14:54.889 is for people to have a great customer experience, 00:14:55.009 --> 00:14:56.429 and part of the customer experience is, does 00:14:56.429 --> 00:14:59.149 that feel like a great value, or does it feel 00:14:59.149 --> 00:15:01.309 like, eh, kind of nickel -to -dimed us, or like, 00:15:01.350 --> 00:15:03.470 I lost money on that. So we definitely want you 00:15:03.470 --> 00:15:05.559 to like it. coming into the bakery. Mike, this 00:15:05.559 --> 00:15:07.799 has been enlightening for me and I hope for our 00:15:07.799 --> 00:15:10.519 listeners as well. For anybody who wants to reach 00:15:10.519 --> 00:15:14.299 out, start a conversation, get a quote, what's 00:15:14.299 --> 00:15:16.820 the best way to reach you? Just our website, 00:15:17.000 --> 00:15:22.840 C -A -X -Y dot com. Caxi dot com. Right on. This 00:15:22.840 --> 00:15:25.720 is Mike Levista with Caxi. Thanks for being on 00:15:25.720 --> 00:15:28.940 our show today, Mike. And you all know now what 00:15:28.940 --> 00:15:30.860 it's time to do. It's time to get out there. 00:15:31.340 --> 00:15:33.460 Be a source of kindness. Be a source of contribution. 00:15:33.919 --> 00:15:36.820 You do have something to offer this world, and 00:15:36.820 --> 00:15:38.700 I believe in you. Thank you for being here today. 00:15:38.879 --> 00:15:40.659 I'm really happy that you tuned in to Vision 00:15:40.659 --> 00:15:43.279 Pros Live. I'm looking forward to seeing your 00:15:43.279 --> 00:15:46.059 reactions as these episodes continue to move 00:15:46.059 --> 00:15:48.000 forward. This is going to get more and more fun. 00:15:48.039 --> 00:15:49.899 We'll have more and more engagement as well. 00:15:49.919 --> 00:15:51.840 We'll invite people to participate in the show. 00:15:52.000 --> 00:15:54.019 And thank you for giving us your time and attention. 00:15:54.299 --> 00:15:56.940 Have an excellent time building out your vision 00:15:56.940 --> 00:15:58.320 and becoming a vision pro yourself.