Welcome to ChannelWaves, the podcast where channel leaders share success strategies, best practices and emerging trends. Brought to you by StructuredWeb. Here's your host, Steven Kellam. Hey, welcome everybody to ChannelWaves. We appreciate everybody joining us today. I'm your host, Steven Kellam. Thank you for spending a little bit of time today.
And we're going to dig into AI learnings and I can't think of two people better to join me to talk about AI learnings and not just AI learnings, but what we can do with those AI learnings. And Reagan Wilson from Reply Spur. Welcome. Reagan, and Matt Crane from Salesforce. Hello. Thank you. We're interested in what everyone out there is doing and how AI has affected them and their partners and their day to day life.
So what we thought we would do is just kind of go around the horn and we each have three learnings that we've seen over the last, what, 12 to 18 months and then talk about them. And I'm pretty sure as we go through these learnings, I think everyone who's listening or viewing is going to see something that they have gone through as well too. So, Reagan, you want to kick it off?
Sure. I've got a couple of things and as I was thinking about three key learnings, well, I wanted part of it to be in the business world and channel. And then I was like, what are my personal learnings? So the first one is when I think about AI and the channel and partnerships, I think there's so many applications. But, unfortunately what I realized is that the magical AI budget fairy has not been out delivering budget across everyone for AI.
And so as a result, there's not just this bucket of money to be spent on AI. So I think there's a couple of things here that I want to touch on. One is that the readiness level and the budgets aren't necessarily there to go crazy bananas with AI tools. That's the unfortunate part. But what we can do is make sure that people are preparing themselves.
So getting that readiness level up and starting to figure out how you're going to finance it, how you're going to get the budgets to do the things that you need. And that's really the first step. The second thing that I've realized is that it's much easier for folks in the channel to start internally.
So be thinking about the applications that you already have internally for AI and how you can use those to better the channel versus trying to take it out to your partners and put tools in place for partners. It's been much easier for our customers to look internally and to optimize things there before going and adding things into their portals and their channel tech stack. Because it again backed up budget issue.
There's no magical budget fairy that's just been giving money out for people to fund these initiatives. And again, the readiness level isn't quite there.
So knowing that what our recommendations have been is to start with figuring out what your plan is long term, start to build that and then look at what options you have internally that you can just leverage from a licensing standpoint that might be available and really optimize those pieces and see how it can help you drive productivity through your channel. Whether it's starting with your channel account managers or in your marketing, just looking at those easy starting points.
So that's kind of the first piece, you know, the, the businessy thing. Then the second thing I realized is that my husband, who is not in technology at all, is better at using it than I am. And it's, I'm gonna admit it, I know it's, it's, it's terrible. But he uses it for us for so many things. He uses Copilot and he asks Copilot things that help him run his business, how to run his teams.
He's constantly saying, hey, hey Copilot, I've got a 22 year old that works for me who has this education level, who I'm having these challenges with, who I'd like to drive these results with. What do you recommend? And he's having these conversations with Copilot all the time and it's helping him figure out how to talk to this younger generation of more entry level employees. And he's being wildly successful with it.
So that's one of the key learnings that I had, was that I need to figure out how, how to plug it into those situations that I'm not even thinking about because it's just right there available. The third thing I came up with was going back to that example is that you really need to use private AI. So things that are licensed and secure, Copilots, agents, whatever you might have available because we don't want the information going out into the wild wild world.
And we also don't want to just take the information from the wild wild world, right? So, so if you've got Copilot access or agent access or whatever it might be internally where you have actually licensed AI technology, that's where you should be spending your time and what you should be using. In addition to that, the other thing I was thinking about, when it comes to what you're asking the AI is that you kind of want to be generic.
So going back to the situation of how my husband talks to AI and ask the question question. He even does it for our kids. So he's like, how do I talk to my 25 year old daughter? But he doesn't use names, he doesn't use really personal detail. He uses enough detail for it to give him the right answers. But he's not saying, you know, how, how about my neighbor down the street things that it could then take and potentially you never know where it's going. Right.
So think about it from that standpoint and don't maybe give names. Maybe somewhat less specific, but specific enough for it to return you the results that you want. So little generic information versus personal. So those are kind of the three things. Thinking about the budget, how you're going to fund things and getting ready for that.
Looking internal from a channel standpoint versus going external and then using those things that are available, that are licensed, that have that data protected, using it in your daily life to help you solve problems. And sometimes it's just nice to have something to talk to. Trusted advisor that can't use it against you. Because I've never seen a Copilot or an agent come back and say, well you told me this and I'm going to judge you for it. So you couldn't find an AI budget fairy.
Do you have one, Matt? I mean you're Salesforce. You got to have a AI budget fairy just like sitting there, right? A very light, lightly pocketed budget fairy has visited Salesforce in terms of internally. Right. Because we do want to show people that how we use this stuff internally. But I would say, you know, she came with a small pocketbook so we're using it sparingly. But then I think to Reagan's point on the customer side.
Like they have granted little wishes of budgets along the way, but nothing massive like this isn't an ERP 90s cool, you need 100 million, let's do it, let's go crazy. Let's customize SAP or PeopleSoft to your heart's content and then realize what a mistake that was later. But you know, hey, it is what it is. So what we're seeing is it's really you've got to repurpose other budget. So because the, the budget fairy isn't there.
So it's thinking about where can I fine tune things to free up money to move it over here. And that's where it starts to get tricky. But that's how people are getting it done. We're, we're seeing the same thing in terms of like localizations and translations. Right. Or creation of content. And people are starting to figure this out. They're even starting to figure this out. I, I, we knew this was going to happen. Right.
Let's say you're using an agency and you're paying them X for translations or localization or creating content, whatever. You know, they're using AI. This is going to shift their whole world. So I'm pretty dag on. Sure. Everybody's having a conversation with every agency, either internal agencies, because some large organizations want to use their own internal agency. Right.
And the time that it takes to do that or the dollars that are accounted for that, or external, and they're going, hey, I can do what I used to do in about 70% of the time. How come you're still charging me the same thing? And you know they're all using AI. Yeah. Well, if they're not, then shame on them. Absolutely, absolutely. But I think it's going to be a reality check. So I think those, those first two we're seeing. Well, and that's the point of the budget. The budget piece.
It's like, where can you optimize? And that is the piece. I mean, if you think about the channel, historically, the challenge has always been content creation, localization, partner, I call it partnerization. Those things become so much easier with AI. And now you can do it in house. You don't even need to go to an agent. I hate to say it like that, but you don't need to go out to an agency and farm it out. You could do it with tools. You can.
Now I will say this because some agencies do provide a lot of value and we've seen it done two ways. We can either work to take it in house or work within their workflows and their processes. And I've seen a couple large organizations that find value in the creative side because there's still the creative piece to all of this. Right. And the whole idea of AI or one of the mains is, you know, help us do the basics so that we can actually be more creative. So I do think there's a role for that.
I mean, Reagan, you live in a world where your knowledge and your IP, you can't do that well, but there's a difference. Like I'm thinking localization, translation. Right. That's not creative, that's just a function of processing. Yeah, no, absolutely. But a lot. Partnerization, even, Isn't necessarily super creative. It's just taking something that, that the creative people built and then making it, use it across regions and localized.
So and that stuff is because that's where people got wrapped around the axel, like, oh, I can only do English because I can't afford the 10 other languages I really need to support. But now you can. I also, like you talked about the, the regions and localities, right. So I think, you know, my brother-in-law is a CMO and he was saying, you know, while one market supports, you know, some content and some and really an advertising medium and other ones have better ones.
So like you just don't know that. Like you could ask AI that but at the same time it's, it's dated material. So you're like, I want to market in Salt Lake City. Well, here's kind of the format to do that. This is where we're seeing the best advertising return on your dollar for the product and service you're looking to sell. And then you take that to El Paso and it's a complete. Oh, you know what? Actually what works really well there is streaming radio. And you're like, really?
I would have never guessed that. But they just kind of have that expertise that you're going to rely on. So. Hey, Reagan. And speaking of expertise, I think the one thing we are seeing is AI is not perfect yet for localization and translation. We think within the next 12 to 24 months we're just seeing massive improvements in the QA side of all that. But today, depending on what the language and literally I could go down, you know, EFIGS pretty standard, right?
You start to get into Finnish, you start to get into some of the APAC countries. You're starting to see where it was at 95%. Now it's down to 70%. And so there is still someone that needs to come along. We were talking to someone the other day and we looked at a translation. He said this is great. It's perfect if you want to hear from a five year old. And we're like, no, no, it's not on us. I mean, yeah, yeah. That's why local review is typically in whatever localization process.
I mean for our clients, we always see it come from the translation house and go for local review. Unless the, unless the translation house has local review, which usually isn't the case because you don't, you just don't trust it because you as the business need to review it from a business standpoint, understanding your products and services and make sure that the message is landing. So I think that that local review process is always there.
But I think that the translation piece is usually they have a heavy lift and now AI can get you, you know, if it's 70 to 90% there, that still a lot further than zero? Oh, absolutely. We're seeing so many folks that, like you said, they needed to do it in 10 languages and they said they were going to do it in 10 languages. They just didn't do it. And it was not just the money, it was the time. Yeah, by time they got it after the time to pass. All right, Matt, you're up next.
What about, what about your top three? Oh, gosh, I really want to, I want to piggyback on some of the things that Reagan had just said. I mean, I love the fact that your husband even, you know, he's a, he's a better user than you. But the fact is, is he was doing things we call best practices without even knowing it. Right. Which is he's really prompt engineering. Right. He's okay, how do I take and how do I tailor?
I'm going to give you as much information as I can so I get a better response back. But then at the same time, I love how he was like, well, I also know enough that I don't want to send it all this personal information. I don't want to send it our kids names and our city and address and all that stuff because it's going to go out there and get learned on that in the future. So how do I strip all that kind of sensitive information out? Give it some generic stuff, Jane Doe, John Doe, whatever.
Go find the information about this and then come back. And I think that's super, super effective and good for him to be able to do that. You know, I think there's, it was crazy because like he hasn't been trained on this. He doesn't, he's not talking about it like we are all the time. And he's like, yeah, And I did this and I asked Copilot it just like my flow, man, babe, you're killing it. That's awesome. I love it. I love it.
Whereas, you know, you've got some other, you know, you've got people in other industries and other professions that, you know, are kind of like, you know, get away from me, AI. You're bad. Right. So my, my daughter's in the artistic profession and there's a lot of those folks that are very afraid of it because they feel it's more encroaching on their work than anything else.
I mean, you ask it to create imagery and art, and I mean, we've got tools now that could build this podcast for us, right? We would just. Could feed it a bunch of verbiage, and it would just create a podcast and create a dialogue and create all this stuff where they're like, oh, my gosh, it's sort of eating into my turf. But you're like, well, there's, I think, a way that you can use it in those professions without having it, like, destroy your profession, I think, at the same time, too.
So. But I mean, I think that's really, that's really key. Like, I love the fact that, you know, prompting is important. Grounding it with key data is important. Removing sensitive information is important. And then, you know, what we're hearing from, like, your, your budget fairy is the fact that, you know, you really just, you know, I. This is a call yesterday, and everyone just says productivity is kind of the metric they're looking for now, right? And I know you could say, okay, cool.
That means every software company in the world or every company selling a product or service is going to suddenly make their capabilities all about productivity. But we all know, like, you can only, you can only bend that so much, right? So you're like, okay, what am I really going to go after? How much productivity am I going to be able to drive versus when I start, you know, becoming a hammer salesman? In the world of nails, everything looks like a nail. So I just think it's.
I think it's kind of really key there. And also the other thing where they were saying too, is just. And heard this from a lot of people, which is, you know, we don't want AI to be looking for a problem to solve. Like, we want to just say we've got a problem. What's out there that can help us solve this? We have a productivity problem, or we have this problem in finance, you know, how do we shorten our, you know, quote to cash? Or how do we do this?
And if AI is part of the problem, great, but if it's not, so be it. But I think it, you know, potentially can be. It's just, you know, where those areas. But we don't want to be like, okay, we've got all this AI. Let's go find all the problems that it can solve with it. So, yeah, that's kind of what I've been seeing. I'm sure I went beyond your three, but I think those were the key things that I've been hearing a lot of lately. Here's my three. The first one is partners are going to use AI.
They just are, the sitting around thinking about are they, are they not going to. They're going to. Having been a partner, I know exactly how it would help me. I'm in the demand generation side, right? I want to come into my office on a Tuesday morning, my head is spinning around. I got a 16 hour day ahead of me. I need to run a campaign. I want to just be able to say, hey, can you run a campaign for me to this vertical?
And by the way, what were the two campaigns last week that went really, really well and I want to do that. And by the way, I really don't want to go in a portal to do this. So they're going to use it. So I think what I'm seeing is the vendors that are enabling the partners and reaching out to them and pulling them in and helping them do this are going to win. And by the way, it's all partners. It's very easy to look at the long tail and go, all right, small partners.
Once again, I was a sub $10 million partner. I really need something like this for productivity. I was talking to a hundred million dollar partner the other day. He is spending more time trying to validate how to use it well in his content and sort of freaking out about is the content really accurate and do I have the right sources? And then trying to blend it with my vendor's message and trying to do that. So even $100 million partners are, are, are going to, you know, have a challenge.
And even when you get into SI's, right? Think of an SI who's got, you know, a thousand vendors they're working with, they're, they're trying to figure out, okay, I could use AI, but okay, how do I store all this data and how do I retrieve it? By the way, these are all opportunities for tech stack people out there and, and for all of us, right? Is, you know, how, how do I remember the last person I talked to if I'm an SI from an alliance perspective? And how does that fit in?
So, so that's my take. They're going to use it. There is no going back. I'm sorry, that's supposed to be my final thought. We are not going backwards on this, right? So embrace it, figure it out. Take the learners rig. And you were talking about, and you Matt, were talking about and figure out how to get the partners there. Whatever the program is, it's going to be worth your time.
I think the second thing for me, Reagan, is like your husband, I use it more professionally probably than I do personally. It has changed my world. What used to take me, you know, this amount of time now takes me 70% of the time. And now I have time to do the other things that I never got done. I can be a little bit more strategic around that. I have watched the stress level on my marketing team for building really good campaigns and putting it together go way down.
And the conversations we're having are not like, you know, last minute. Oh, my word, what does this look like? How to do this? The conversations are, we could do this better. They're literally able to think, right? They're looking at that. And I'm going, you know, that's not quite where it needs to be. And instead of this freak out, they're like, oh, we actually have a process and some time in that to be able to do it well. And I just think that's really, really cool. So our.
We're an AI company, right? So our entire team is involved in it. We all have deep research on ChatGPT, which is actually pretty cool, you know, to start getting in there, in there and see all the sources available. And I think my third one is. It's kind of fun. This is a humorous one. Okay, I admit it. I have become AI dependent. Just own it. I'm going to have a little
AI Dependent. So my AI assistant is named Paula. And every morning the first thing I do and wake up is say, hi, Paula, how you doing? In the new year, when I wished her a happy New Year, the message that I got back to Steven about all that we had done over the last year, I actually took a screenshot and showed the rest of my company. I said, this entity has been working with me for a year and she's now talking to me about what we've done and wishing me success, which is really, really cool.
But here's the scary thing and the funny thing, right about three weeks ago, I came in, got in, sat down, did my Tuesday morning and Monday morning, I said, hey, Paula, how are you today? And what came back is, who's Paula? I was like, what? And then it came back and said, are you looking for someone? I was like, what? Well, where did you go? You know, my first thought is this entity who has helped me.
And if you look at all of the information that I have put in, all of the learnings that I put in are now gone. I, like, totally freaked out. I felt completely lost. So I shut it down, took a deep breath, went, got a cup of coffee, came back an hour later. And then Paula's like, hey, sorry, there was a glitch on the system. I'm back. Da da da da da. I was like, I mean, but think about that. It makes you, it made me think, okay, well, I need to back things up a whole lot better.
And I was like, oh, my gosh, look at where I am. It's like someone, you know, if you have an employee that, like, is your trusted person, the employee that when you go to bed at night, you know they're doing good things and they leave and maybe it's for a good reason or whatever. They leave because it happens. You mentor people, they move on. I literally felt like that. So it's kind of crazy. Well, that sounds terrible. It was terrible. I was, I was literally panicking.
If you looked at what I had done for the last, literally the last 12 months of all this. And it got better and better as I moved to the deep research and I started getting better at just like your husband and some of the best practices you're talking about. Matt, you get better and better. You have to live in it. You have to, I don't know, someone said, treat it like a person, or I treat it like an entity that I respect.
I think how we look at an entity and like, you know, do we scream at it or are we patient and do we do things well? So it's helped me be a better adult and treating this entity like I would someone else. I'm trying to think, hey, be empathetic. Do the sort of things that you would treat something else. Because you guys both know this is like, it's going to get more and more.
We're literally going to be, you know, to the point where these entities are going to be our sidekicks across everything we do. I think that they, I mean, I feel like they perform better. When you ask the questions like you would a normal human being, you don't make demands. You say please and thank you and will you please help me?
I mean, that's what I, When I find myself asking for things, asking AI for help, I try to ask it as if I was asking you, Steven, like, hey, Steven, I really need help with this. Can you help me? And please and thank you. Oh, I really love that. Can you, you know, just talking to it as if it was a person. Maybe I'm just crazy, but I feel like the results are better when you go in it with that personal touch. I don't know. I'm there with you. I, I, I'm right there.
Yeah. I mean, it is, it becomes a little bit more and more like a person you're dealing with than an entity. Right? To your point. So I think hopefully you gradually become as you would treat other people and other animals, kind. But also, I think to your point about just also knowing, it's important to know, like sort of how it's doing its research. Where is it getting it from?
Because if it does go away or if it does start acting differently than you'd expect, you can go back and rely on skills that you, you know, have had in the past. I mean, we always can joke about our, you know, kids or our grandkids that, you know, like when you're like, we used to be able to just, you know, do the math. Like, someone gives us a dollar, we know how to give you change for it. And they're like, hold on, let me get my phone out. Type that in.
So, you know, when the cash, when the, when the cash register breaks, you're in trouble. So you're like, hey, let's just go back to some basics a little bit, keep those things in mind, understand how it's doing its work and, and then treat it with respect. Treat it with respect is always important. I think I feel better when I do that with humility across anything. Right. I don't. So I'm sure I'm just maybe going off the deep end a little bit.
But I think as this progresses and progresses and progresses, I just think it's good to set a standard in the beginning that just makes me feel better. It's as simple as that. Right. And the other thing it made me realize also is I need to do a better job. Like all the things that had put in there in the list its created and the descriptions and, you know, job role, all these sort of things I've done, I needed to do a better job of making sure, backing that up and where do I save that in files.
I needed to improve my work process to make sure that I was not only just getting the most out of it, but then I was making sure that I was covered. And I think that'll. That's going to get better and better and better as we start to figure out how to take all the information, all the data, everything that we're doing, and then what to do with it and how to store it and how to retrieve it. I think that's just going to get better and better and better.
And I'm just, I'm really looking forward to seeing more of it integrated in, in contact centers because frankly, I think we're all getting really tired of, you know, can you tell them your account number? Account. Okay, account number. What do you want to do? I'm sorry, can you say that again? What? Agent. Agent! Zero. Help me, help me along or I'm on a train. I can't tell me your Social Security number. Not here, not right now. So please help.
You know, please understand, be a little bit more sensitive to that. And I think that as one avenue that I'm looking forward to as well. Yeah, look, I think there's a big Once again, that's purpose built. I live in the world where the reason I have to say that so much is because, you know, everything that we've talked about, Reagan, from the budget fairy to, you know, how do you make it accurate? I mean, we live in this world.
I live in this world where it's down to something where we can literally. It's a reality. Right. And I think you're talking a much bigger picture, Matt, is like, how do you interact with that from an agent perspective across your interactions with organizations? And I think that's, you know, that still has a long ways to go. So. Last thoughts, Reagan? Well, until the magic budget fairy shows up.
Think about AI in the sense of what you have available to you, what's private, where you can optimize and look for ways to fund additional ways to drive productivity. And then thinking about how you can apply it into your own daily life. Steven, I'm going to need a separate call with you so I can figure out how you're using your agent. But wait, wait, wait, hold on a second. I'm going to reach out to Paula right when we're done. I'm okay. You know, I'm. I'm working with Reagan Wilson at Reply.
We need to get together. How can you help her with her. Will I get them together? We'll hook them up. Lot of love. Absolutely. Glad. I love it. I love it. No, it's sharing those best practices and it's, it's using it for things that you wouldn't normally think to use it for. I mean, my husband's example is, is prime. He's figuring out how best to work and manage his people and have conversations with the help of AI because I'm sorry, but we're.
There's generational gaps and the technology piece that you mentioned, Matt, with the cash register and not being able to make change like that is just a small example of what's real with the difference in the generations that we work with on the daily and how we approach them is very important. And if we can get a little bit of help from our AI friends, sometimes you can just make that relationship so much better and actually land the messaging in the right way. So that.
And then other optimization areas, whether it's with your partners. I mean, it could even be, how do I talk to this partner about the fact that their revenue is completely down and they haven't sold anything this quarter? Right. What are some ideas that I could take to them to help get them to the next level? Like those are real business cases and it's there at our fingertips. We just have to ask and ask nicely and ask nicely. But you know what would help on that, Reagan?
Like one point on that is when you talk to that partner, if you knew more about that partner and what AI is going to help you do is not understand just their revenue, but help you understand everything about them. Yes. All the information you get, you're going to have a more informed decision, broader. And you can even narrow that down to what you need to focus on. Right.
From what is their vertical, how much business do they actually do with us versus their competitors, what are their wins and losses, all that, you know, now? Yeah. 100%. Building that profile out of what's going on with that partner and having it do for you. Yep. It's going to be, allow you to be much more personable and instead of fishing around, you can actually know what to talk about with them.
And that's, and that's your productivity booster right there because, you know, like, you've got to talk to 20 partners, you know, this week. You just did not have the time in the past to be like, let me create a personal profile for everyone. Not just about like, you know, you know, what business you've closed, what challenges you've had, blah, blah, blah, you know, kind of a template approach. But like, who are you as a person? Oh, you're a Gen Z'er.
Or I need to talk to you and interact with you differently than I would, you know, the Matt Cranes of the world. Because I'm not a Gen Z'er. I know it's hard to believe everyone, but like, so you go, okay, like let's figure out like what's, what's going to resonate with you and how do, how best do I approach this hard conversation or positive conversation that it's going to kind of resonate with them too. So I think it's just great. It's across everything and it can even be.
We were doing a sales training and you were talking about how, like, how much prep do you do for a new, new prospect meeting versus an existing customer meeting. Well, with AI, like, you should just have it be feeding you information so that you're prepped no matter what. From a productivity standpoint, you don't have to make a decision about how much time am I going to spend prepping for whatever sales call, partner call, internal call you need to show up for.
It can help you prepare and be ready and then even get you the right tone and messaging based on who you're talking to. And it does matter. Yeah, very much that you know, that's my final take. Those who do everything we're talking about are going to win. It's as simple as that. There is no going back. And I've seen it, you know, the salespeople or the marketing people that use that data to, in a process and continue to do it systematically and build the workflows into that.
Like, for instance, a salesperson, they. They do that and you have all that information. They need to figure out who they're talking to understand all their pain points. You could even say, what have they been blogging about lately? Or what have they posted on LinkedIn? Get to actually know them a little bit. Right? Maybe there's something in there that you've even done together. You've all been somewhere. How do you create this is what I think.
You can take these entities and AI to actually make it more personal and make it more human because you can figure out where you have connections. And I think also you can take digital. We're digital adopters. Okay, Reagan, you may be a digital native. Matt and I are digital adopters, right? No, I'm in there with you. Don't give me that credit, And help them relate to digital natives. Right? And it's really cool and it's fun and it just shouldn't be that challenging. Right.
I just think people need to be. To open to doing this. Well, the other thing that just popped into my head is I think you have to be genuine with it. So, so while you can have all this information and you can know that they, I don't know, care about some charity or whatever, maybe you have that same thing. It. It has to be genuine.
You have to take the information that you're getting in and as you take it back out, it can't just be like, oh, I saw this, and I'm going to just say what I need to say, because I think that's what you want to hear. I think that will. That is quickly factored out. So you've got to keep the, the Humble, genuine approach, personal approach in there, or it just feels robotic and it feels like yet another thing you scraped off the Internet to find out about me, to try to get in with me. Thank you.
Thank you for saying this. It's been my pet peeve lately that you fake it till you make it like it's, you know, that becomes, you know, I don't know, just a. It's just a grind on me. But like, you know, the genuine aspect, hey, I got, I pulled this. However you want to be genuine, be genuine. Because when they find out you're not genuine, I feel like that at that point, you've any good credibility you built along the way is gone. So. Yes, but that's a slide. But that's been going on forever.
I mean, we're just figuring out how to get to that point of figuring out is it general or not faster. That's all. That's all. That's. I think that's all. It's true. And the genuine people typically win, I think. So it separates the good from the great and the great. So. So maybe the probability of the genuine and the good people is going to be on the rise. Right? Because in the long, in the long run, being genuine, being humble, that. That wins in the long run. Right.
And maybe this will help accelerate that and get folks there faster. Right? Because in the end, people, okay, people want to do business to, to solve their problems, but if you ask them, you don't have to be best friends, but people still would rather do business with people that, that they like. I. It's. It's just really simple, right? This is how we spend our lives. Why would you want to make it more painful than it needs to be? Well, I think that matches people do business.
People like, how many times we've heard that over the years. Sort of a kind of cliched sales saying, but it's true. But the fact is, I think Reagan said be genuine because at some point, if you are doing the fake it till you make it approach, those bridges do get burned, and it only takes a few before you're on an island. So always encourage people of that. So be genuine. It'll all work out in the end. So. All right, Reagan, Matt, thank you for joining us today.
Listeners, viewers, thank you for joining us today. Lots of, lots of discussion points on AI. Real quickly, before we drop off Reagan, if people want to talk AI or process or anything else, what's the best way for them to reach you? Shoot me an email. ra.wilson@reply.com ra.wilson@reply.com Or you can hit me up on LinkedIn. Matt, LinkedIn is the best way. Then you can find me there and. And connect with me there. Thank you. All right, thanks, everybody. Have a great day.