Eleven years, zero outbound calls

By his own count, there are close to a thousand learning management systems on the market. John Leh's job is to know what they all do.

Leh is the founder, CEO, and lead analyst of Talented Learning, a research and consulting firm in Bloomsburg, Pennsylvania, that studies the corporate learning technology market and helps companies choose a system. He started it in 2014, with co-founder Joelle Girton, as a blog. He wrote public reviews of learning systems and articles about how to buy one without getting burned. Eventually, a reader asked him to help with a purchase, then another, and the consulting practice grew out of the readership.

"I haven't made a single outbound call in 11 years," Leh told the CEO.com Podcast. "All of that is through this thought leadership marketing that attracts people into our net, and it's all interconnected and strategic to help organizations. And it's for the greater good because it's really confusing out there."

He credits the approach to a book a fellow CEO recommended when Talented Learning was still a few blog posts: Inbound Marketing, by HubSpot founders Brian Halligan and Dharmesh Shah. The idea was that advertising buys traffic once, while an article keeps sending people to your site for years. "I get traffic from blog posts I wrote in 2014 and 2015," Leh said. He has since written about 400 articles. He hosts the Talented Learning Show, where he interviews vendor executives and training leaders, and a shorter show called Customer Ed Nuggets that teaches customer education professionals one thing per episode in about 10 minutes. His bio says he has advised more than 200 organizations, from Fortune 100 companies and global associations to startups.

The business has three revenue streams: consulting for buyers, memberships that let vendors be listed and reviewed on the site, and premium research reports and courses. It does not sell advertising, and Leh does not invest in the public companies he covers, though he could probably do well at it. He calls this the lawyer line.

"I want my clients to know and believe that I'm basically like their lawyer," he said. "They're paying me to help be their independent guide in this resource, and I'm not being paid on the vendor side."

The annual Talented Learning Awards started as a solution to a research problem. Leh could not figure out how to get a thousand vendors to brief him. So he created an award and asked them to apply. Entrants fill out what he describes as an obnoxious capabilities survey and then spend an hour walking him through their product. When he spoke to the CEO.com Podcast, he had done more than 100 of those sessions that year and named winners in six categories. The 2026 cycle is open now. The entry page says the submission deadline is September 15, winners will be announced September 30, and recognition cannot be purchased or influenced by memberships or sponsorships. Last year's winners are listed here.

Leh divides the corporate market into two halves and works in only one. The older half is employee compliance training, which he calls cost stuff: mandatory courses, regulatory records, automation. The newer half is what he calls the extended enterprise: training a company gives to people it does not employ. Customers, so they onboard faster and stay longer. Channel partners, so they get certified and sell more. Association members. Franchisees.

"The best organizations in the world right now are using training not as a necessary evil," he said. "Certainly, many are doing that, but the best organizations are using it as a strategic tool to be better in their industry and to compete better, and that's where Talented Learning lives on that side of the equation."

Asked who is winning that business, he named Docebo, Absorb, LearnUpon, CYPHER Learning, Thought Industries, Skilljar and Litmos, along with older players like Cornerstone.

Leh's degree is in instructional technology, and for most of his career, building an hour of training took two or three months. He spent years hearing vendors talk about AI and machine learning without seeing much. "It was hard to see," he said. "It was easy to bluff." That ended during the awards cycle he described on the podcast, when he watched AI tools build complete courses, with modules, pre-tests, gamification and study guides, in about an hour. He described asking a learning system by voice for a compliance report comparing managers in Pennsylvania to managers in Utah and getting it instantly. "It's Star Trek," he said. His own podcast has since gone deep on the subject, with 2026 episodes on how AI is changing the LMS, featuring Docebo CEO Alessio Artuffo, and on separating AI hype from reality for enterprise buyers.

He does not think this ends well for everyone. An instructional designer who does the functional work is hard to justify at $80,000 or $100,000 when AI gets the course to 80 or 90 percent. "Who you're going to pay 80, 90, 100, or $120,000 is the person that can take it from 80 to 100," he said. "The person that has the broader vision." He compared it to what happened to factory work, and to what the internet and mobile did to other jobs. "As a professional, as a CEO, it's your responsibility to get out in front of that," he said. "Get out in front of it now because if you wait two years and try to get out in front of it, it'll be too late. It's moving too fast."

He uses ChatGPT every day, mostly as a research assistant. He said the answers are not perfect, but they get him down the path, and that things that used to take him a day or a week or an intern now take seconds.

Leh runs the company alone and says so plainly. His day is three blocks of three hours each, with something unrelated in between, because he has noticed he stops being useful after three hours. Between blocks he exercises, does yard work, takes Spanish lessons, naps, or reads. "My day is a series of sprints all day long," he said, "and it starts and ends all in about two seconds, it feels like."

The reading is mostly old. He has read one classic novel a month for about 20 years and calls himself a reading nerd. His favorite is The Old Man and the Sea, which he first read at 18 and has read about 15 times since. The lesson he takes from it has changed as he has aged. Now it is about not quitting. "Almost everybody who takes a steady, measured foot-by-foot approach will get to where they're going as long as they have stick-to-itiveness," he said.

Every CEO.com Podcast ends with the same question, on the premise that the chances one gives are just as important as the chances one takes. Leh joined the Army at 18 and paid for college with the GI Bill, and he said he has always thought of himself as someone who pulled himself up by the bootstraps. But after his undergraduate degree, with grades he called okay, he was admitted to a graduate program in instructional technology and could only stay if he got a graduate assistantship. He sat down with the program director, Dr. Hank Bailey, and told him that if he got the assistantship, he would earn a 4.0.

Bailey said he would think about it, and then gave it to him. Leh got the 4.0.

"Thirty years have gone by," he said. "I was so lucky to fall into that program. And because of that program, I'm gainfully employed today."

00:00:00 Introduction and Welcome
00:00:24 What Is Talented Learning
00:01:54 Thought Leadership Marketing Strategy
00:03:07 Staying Neutral in Vendor Investments
00:03:45 The Talented Learning Awards
00:06:16 LMS Use Cases Explained
00:08:54 A Day in the Life of a CEO
00:10:43 Talented Learning's Revenue Models
00:13:09 Reading Recommendations and Favorite Books
00:16:40 How AI Is Changing Learning Systems
00:20:31 AI's Impact on Industry Employment
00:22:07 Market Trends After the Pandemic
00:24:40 The Importance of Giving and Taking Chances
00:26:27 Closing Remarks and Contact Information

WEBVTT

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And<00:02:56.679> that<00:02:56.824> has<00:02:57.017> a<00:02:57.306> lot<00:02:57.418> of<00:02:57.499> its<00:02:57.643> own<00:02:57.820> implications<00:02:58.462> at<00:02:58.591> that<00:02:58.751> point.

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Do<00:03:00.020> you<00:03:00.213> use<00:03:00.438> your<00:03:00.518> knowledge,<00:03:01.000> but<00:03:01.337> in<00:03:01.417> like<00:03:01.642> invest<00:03:02.140> in<00:03:02.221> this,<00:03:02.461> in<00:03:02.542> the<00:03:02.606> market<00:03:02.943> and<00:03:03.024> stuff<00:03:03.650> like<00:03:03.811> the<00:03:03.891> ones<00:03:04.132> that<00:03:04.228> are<00:03:04.308> public?

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Do<00:03:05.738> I<00:03:05.834> invest<00:03:06.236> in<00:03:06.300> them?

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Yeah.

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No,<00:03:07.826> no,<00:03:08.067> I,<00:03:08.324> I<00:03:08.565> don't<00:03:08.709> want<00:03:09.127> to<00:03:09.287> invest<00:03:09.625> in<00:03:09.689> the<00:03:09.769> market<00:03:10.090> that<00:03:11.108> For<00:03:11.254> some<00:03:11.433> reason,<00:03:11.660> I<00:03:11.676> just<00:03:11.904> think<00:03:12.017> that's<00:03:12.244> a<00:03:12.309> gray<00:03:12.569> line,<00:03:12.878> so<00:03:13.040> I<00:03:13.219> want<00:03:13.349> to<00:03:13.560> stay<00:03:13.868> completely<00:03:14.290> neutral.

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And<00:03:15.151> that's<00:03:15.313> how<00:03:15.476> I've<00:03:15.589> tried<00:03:15.817> to<00:03:15.882> stay<00:03:16.141> the<00:03:16.223> whole<00:03:16.450> time.

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I<00:03:18.215> want<00:03:18.376> my<00:03:18.842> clients<00:03:19.581> to<00:03:19.838> know<00:03:20.288> and<00:03:20.545> believe<00:03:21.027> that<00:03:21.846> I'm<00:03:22.071> basically<00:03:22.457> like<00:03:22.633> their<00:03:22.858> lawyer.

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They're<00:03:23.517> paying<00:03:23.838> me<00:03:24.641> to<00:03:24.947> help<00:03:25.188> be<00:03:25.284> their<00:03:25.509> independent<00:03:26.168> guide<00:03:26.505> in<00:03:27.132> this<00:03:27.294> resource,<00:03:27.861> and<00:03:28.250> I'm<00:03:28.671> not<00:03:28.914> being<00:03:29.141> paid<00:03:29.320> on<00:03:29.401> the<00:03:29.482> vendor<00:03:29.790> side.

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Yeah.

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Yeah.

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That<00:03:31.987> makes<00:03:32.294> sense.

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I<00:03:32.812> guess<00:03:33.070> that<00:03:33.232> would<00:03:33.394> be<00:03:33.491> a<00:03:33.556> bit<00:03:33.717> of<00:03:33.798> a<00:03:33.879> conflict<00:03:34.348> because<00:03:34.607> then<00:03:34.753> you<00:03:34.850> could<00:03:34.947> start<00:03:35.335> pumping<00:03:35.658> up<00:03:35.836> the<00:03:36.710> ones<00:03:37.017> that<00:03:37.114> you<00:03:37.260> liked<00:03:37.616> or<00:03:37.826> you<00:03:37.923> were<00:03:38.069> invested<00:03:38.554> in.

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Sure.

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Exactly.

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Tell<00:03:40.820> us<00:03:41.060> about<00:03:42.279> the<00:03:42.519> awards,<00:03:43.145> these<00:03:43.305> Talented<00:03:43.882> Learning<00:03:44.219> Awards.

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Well,<00:03:45.550> as<00:03:45.662> it<00:03:45.726> turns<00:03:46.031> out,<00:03:46.207> there's,<00:03:46.592> as<00:03:46.688> I<00:03:46.752> said,<00:03:46.993> close<00:03:47.169> to<00:03:47.249> 1,000<00:03:48.773> different<00:03:49.077> learning<00:03:49.334> systems<00:03:49.799> that<00:03:49.911> are<00:03:50.039> out<00:03:50.280> there<00:03:50.456> in<00:03:50.536> the<00:03:50.681> world.

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And<00:03:51.482> so<00:03:52.060> I<00:03:52.140> had<00:03:52.300> a<00:03:52.364> hard<00:03:52.541> time<00:03:53.583> figuring<00:03:53.968> out<00:03:54.064> how<00:03:54.144> to<00:03:54.304> contact<00:03:54.930> them<00:03:55.090> all<00:03:55.347> and<00:03:56.950> really<00:03:57.271> research<00:03:57.736> them<00:03:57.912> proactively.

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So<00:03:59.179> I<00:03:59.211> came<00:03:59.371> up<00:03:59.403> with<00:03:59.499> the<00:03:59.596> concept<00:04:00.141> of<00:04:00.237> just<00:04:00.397> doing<00:04:00.702> an<00:04:00.782> annual<00:04:01.135> awards<00:04:01.985> where<00:04:02.161> I<00:04:02.626> basically<00:04:04.149> asked<00:04:04.390> the<00:04:04.486> vendor<00:04:04.727> community<00:04:05.208> to<00:04:05.304> fill<00:04:05.592> out<00:04:05.753> this<00:04:05.929> obnoxious<00:04:07.020> capability<00:04:07.630> survey<00:04:08.095> that<00:04:08.320> I<00:04:08.416> created,<00:04:09.283> and<00:04:09.363> then<00:04:09.476> spend<00:04:09.781> an<00:04:09.925> hour<00:04:10.182> with<00:04:10.423> me.

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And<00:04:11.226> so<00:04:11.450> I<00:04:11.547> do<00:04:11.691> this<00:04:11.932> every<00:04:12.093> single<00:04:12.414> year.

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This<00:04:12.895> year<00:04:13.072> I<00:04:13.634> interviewed<00:04:13.955> more<00:04:14.180> than<00:04:14.244> 100<00:04:14.982> different<00:04:15.319> organizations<00:04:16.106> out<00:04:16.202> of<00:04:16.283> those<00:04:16.411> 1,000<00:04:17.792> and<00:04:17.888> invest<00:04:18.273> all<00:04:18.450> of<00:04:18.530> that<00:04:18.916> really<00:04:19.092> on<00:04:19.172> my<00:04:19.413> time<00:04:19.734> to<00:04:20.136> be<00:04:20.216> able<00:04:20.328> to<00:04:20.441> stay<00:04:20.762> on<00:04:20.858> the<00:04:21.003> latest<00:04:21.259> and<00:04:21.340> the<00:04:21.484> greatest<00:04:21.966> of<00:04:22.223> what's<00:04:22.447> happening<00:04:22.769> across<00:04:23.041> the<00:04:23.170> world<00:04:23.411> in<00:04:23.507> learning<00:04:23.748> technology.

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And<00:04:25.193> so<00:04:25.434> this<00:04:25.658> year<00:04:25.915> we,<00:04:26.638> we<00:04:26.782> rolled<00:04:27.023> out<00:04:27.135> 6<00:04:27.440> different<00:04:27.745> categories.

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We've<00:04:28.163> been<00:04:28.307> doing<00:04:28.500> it<00:04:28.548> for,<00:04:29.206> this<00:04:29.367> is<00:04:29.527> our<00:04:29.672> 10th<00:04:29.993> year,<00:04:30.812> but<00:04:30.956> this<00:04:31.052> year<00:04:31.197> we<00:04:31.277> had<00:04:31.470> 6<00:04:31.775> different<00:04:32.016> categories<00:04:32.883> in<00:04:34.087> inside<00:04:34.408> the<00:04:34.488> corporate<00:04:34.809> learning<00:04:35.131> space,<00:04:35.548> and<00:04:35.644> we<00:04:35.933> named<00:04:36.495> 10<00:04:36.897> unique<00:04:37.234> organizations<00:04:38.679> for<00:04:38.824> each<00:04:39.065> one<00:04:39.177> of<00:04:39.306> those<00:04:39.482> categories<00:04:40.606> of<00:04:40.751> the<00:04:40.847> best<00:04:41.024> that<00:04:41.152> we've<00:04:41.249> seen.

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So<00:04:42.068> it's<00:04:42.196> not<00:04:42.357> just<00:04:42.533> the,<00:04:43.015> the<00:04:43.176> annual<00:04:43.433> awards,<00:04:43.818> but<00:04:44.043> all<00:04:44.220> throughout<00:04:44.765> the<00:04:44.926> year,<00:04:45.584> just<00:04:45.809> constantly<00:04:46.307> on<00:04:46.452> a<00:04:46.532> daily<00:04:46.869> basis,<00:04:47.688> organizations<00:04:48.314> are<00:04:48.475> reaching<00:04:48.780> out<00:04:49.021> to<00:04:49.198> update<00:04:49.583> me<00:04:49.840> or<00:04:50.081> to<00:04:50.402> introduce<00:04:50.868> themselves.

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And<00:04:51.911> so<00:04:52.088> the<00:04:52.168> awards<00:04:52.490> actually<00:04:52.730> go<00:04:52.955> beyond<00:04:53.935> just<00:04:54.095> that<00:04:54.272> 100<00:04:54.979> in<00:04:55.059> the,<00:04:55.380> in<00:04:55.460> the<00:04:55.541> summertime.

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But<00:04:56.504> we<00:04:56.584> just<00:04:56.745> got<00:04:56.970> done<00:04:57.146> that<00:04:57.307> and<00:04:57.548> released<00:04:57.869> that<00:04:58.046> here<00:04:58.271> recently,<00:04:58.768> and<00:04:58.849> it's<00:04:59.154> always<00:04:59.266> a<00:04:59.459> big<00:04:59.619> deal<00:04:59.860> for<00:05:00.198> everybody<00:05:00.583> on<00:05:00.744> the<00:05:00.824> list<00:05:01.097> and<00:05:01.642> for<00:05:01.867> us<00:05:02.043> because<00:05:02.364> it's<00:05:02.780> a<00:05:02.845> huge<00:05:03.165> effort<00:05:03.806> to<00:05:03.903> start<00:05:04.271> it<00:05:04.832> and<00:05:04.929> to<00:05:05.009> finish<00:05:05.329> it<00:05:05.474> for<00:05:05.634> sure.

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Oh,<00:05:06.676> for<00:05:06.836> sure.

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So<00:05:07.397> who<00:05:07.574> won?

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I<00:05:08.856> mean,<00:05:09.097> I'm<00:05:09.417> sure<00:05:09.561> there's<00:05:09.882> various<00:05:10.203> categories<00:05:10.780> and<00:05:10.924> stuff,<00:05:11.261> but<00:05:11.405> who<00:05:11.501> are<00:05:11.646> the<00:05:11.822> leaders<00:05:12.142> in<00:05:12.287> this<00:05:12.367> space?

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Well,<00:05:13.265> the<00:05:13.345> leaders<00:05:13.585> in<00:05:13.730> this<00:05:13.890> space<00:05:14.531> are<00:05:15.333> long-time<00:05:15.765> organizations<00:05:16.455> like<00:05:16.615> Cornerstone,<00:05:17.673> but<00:05:17.914> the—<00:05:18.795> is<00:05:18.940> a<00:05:18.972> name<00:05:19.260> that<00:05:19.372> everybody<00:05:19.757> probably<00:05:20.078> remembers<00:05:20.623> with<00:05:20.719> Saba<00:05:21.264> and<00:05:21.745> SumTotal,<00:05:22.466> who<00:05:22.579> are<00:05:22.643> organizations<00:05:23.428> that<00:05:23.589> they've<00:05:23.765> acquired<00:05:24.246> here<00:05:24.470> over<00:05:24.631> the<00:05:24.727> last<00:05:25.753> recent<00:05:26.089> couple<00:05:26.378> of<00:05:26.554> years.

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But<00:05:27.549> the<00:05:27.677> newcomers<00:05:28.175> that<00:05:28.336> are<00:05:28.818> not<00:05:28.995> necessarily<00:05:29.525> newcomers<00:05:29.974> because<00:05:30.167> they<00:05:30.328> all<00:05:30.408> have<00:05:30.585> 10<00:05:30.826> years<00:05:31.131> under<00:05:31.308> their<00:05:31.468> belt<00:05:32.175> at<00:05:32.271> this<00:05:32.496> point<00:05:32.657> would<00:05:32.753> be<00:05:32.898> companies<00:05:33.219> like<00:05:33.396> Docebo<00:05:34.360> and<00:05:34.456> Absorb<00:05:35.066> LMS<00:05:35.885> and<00:05:36.126> LearnUpon<00:05:36.930> and<00:05:37.106> Cypher<00:05:37.652> Learning<00:05:38.102> and<00:05:38.231> Thought<00:05:38.616> Industries<00:05:39.259> and<00:05:39.419> Skilljar<00:05:40.849> are<00:05:41.347> litmus,<00:05:41.973> are<00:05:42.391> examples<00:05:42.953> of<00:05:43.098> who's<00:05:43.419> winning<00:05:43.596> a<00:05:43.612> lot<00:05:43.917> of<00:05:43.997> business<00:05:44.624> across<00:05:44.961> the<00:05:45.057> corporate<00:05:45.427> sector<00:05:45.764> right<00:05:46.005> now.

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And<00:05:46.551> there's<00:05:46.728> a<00:05:46.792> lot<00:05:46.985> of<00:05:47.049> flavors<00:05:47.595> of<00:05:47.756> corporate<00:05:48.238> from<00:05:48.977> whether<00:05:49.201> you<00:05:49.282> train<00:05:49.539> your<00:05:49.667> employees<00:05:50.262> or<00:05:50.406> whether<00:05:50.647> you<00:05:50.743> train<00:05:51.049> your<00:05:51.209> customers<00:05:51.804> or<00:05:51.868> whether<00:05:52.045> you<00:05:52.173> train<00:05:52.494> your<00:05:52.976> partners,<00:05:53.554> or<00:05:53.698> all<00:05:53.859> three<00:05:54.115> of<00:05:54.180> those<00:05:54.372> at<00:05:54.517> the<00:05:54.597> same<00:05:54.918> time<00:05:55.720> are<00:05:55.881> all<00:05:56.827> really<00:05:57.084> different<00:05:57.469> use<00:05:57.710> cases<00:05:58.191> with<00:05:58.288> different<00:05:58.593> solutions,<00:05:59.812> uh,<00:05:59.893> depending<00:06:00.358> on<00:06:00.534> if<00:06:00.615> you're<00:06:00.759> doing<00:06:01.016> one<00:06:01.273> or<00:06:01.417> all<00:06:01.578> of<00:06:01.658> those<00:06:01.915> and<00:06:02.059> which<00:06:02.364> one.

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Uh,<00:06:03.423> and<00:06:03.583> so<00:06:03.824> that's<00:06:04.049> how<00:06:04.306> we<00:06:04.530> look<00:06:04.643> at<00:06:04.771> the<00:06:04.851> marketplace<00:06:05.509> is<00:06:05.670> really<00:06:05.975> on<00:06:06.071> a<00:06:06.215> use<00:06:06.392> case<00:06:06.713> basis<00:06:07.194> of<00:06:07.740> why<00:06:07.981> you<00:06:08.077> would<00:06:08.237> use<00:06:08.462> the<00:06:08.542> system<00:06:09.024> and<00:06:09.120> then<00:06:09.280> try<00:06:09.521> to<00:06:10.227> categorize<00:06:10.949> organizations<00:06:11.447> that<00:06:11.527> would<00:06:11.607> be<00:06:11.848> best<00:06:12.137> for<00:06:12.249> these<00:06:12.554> different,<00:06:13.132> uh,<00:06:13.212> particular,<00:06:14.175> uh,<00:06:14.335> uses.

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And<00:06:16.181> these<00:06:16.341> are<00:06:16.422> like<00:06:16.646> mostly<00:06:17.064> for<00:06:17.288> like<00:06:17.545> internal<00:06:18.091> training,<00:06:18.973> internal<00:06:19.471> courses,<00:06:20.417> things<00:06:20.610> like<00:06:20.819> that,<00:06:20.995> that<00:06:21.156> companies<00:06:21.637> use.

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Like<00:06:22.038> that's<00:06:22.343> kind<00:06:22.504> of<00:06:22.680> the,<00:06:23.322> Cause<00:06:23.467> when<00:06:23.563> I,<00:06:23.723> when<00:06:23.884> I<00:06:24.028> hear<00:06:24.269> LMS,<00:06:24.751> we're<00:06:25.313> in<00:06:25.473> Utah<00:06:26.437> and<00:06:27.737> I<00:06:27.817> hear<00:06:28.058> it,<00:06:28.202> like,<00:06:28.379> think<00:06:28.540> of<00:06:28.620> like<00:06:28.780> Instructure<00:06:29.262> or<00:06:29.744> Blackboard<00:06:30.787> or,<00:06:31.028> you<00:06:31.124> know,<00:06:31.349> these<00:06:31.590> kinds<00:06:31.750> of<00:06:31.782> like<00:06:32.152> big<00:06:32.473> L—<00:06:33.019> cause<00:06:33.195> Instructure<00:06:33.677> is<00:06:33.757> a<00:06:33.837> Utah<00:06:34.463> company,<00:06:35.362> kind<00:06:35.523> of<00:06:35.555> started<00:06:35.940> in<00:06:36.069> here.

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And<00:06:37.690> then<00:06:38.156> there's<00:06:38.332> another<00:06:39.119> kind<00:06:39.279> of<00:06:39.376> big<00:06:39.713> edtech<00:06:40.178> company<00:06:40.564> that<00:06:41.559> started<00:06:42.008> here<00:06:42.426> in<00:06:42.570> Utah<00:06:42.827> called<00:06:43.132> Pluralsight,<00:06:44.497> which<00:06:44.738> is,<00:06:45.235> you<00:06:45.316> know,<00:06:45.540> kind<00:06:45.653> of<00:06:45.701> like<00:06:45.942> training<00:06:46.504> on<00:06:47.065> developers<00:06:47.643> and<00:06:47.788> things<00:06:47.980> like<00:06:48.125> that.

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So<00:06:48.446> where<00:06:48.607> do<00:06:48.767> all<00:06:48.928> of<00:06:49.072> those<00:06:49.473> play<00:06:49.730> in?

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To<00:06:50.196> what,<00:06:50.468> to<00:06:50.597> what<00:06:50.757> you<00:06:50.853> do.

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So,<00:06:52.923> uh,<00:06:54.206> inside<00:06:54.543> the,<00:06:54.783> the<00:06:54.927> corporate<00:06:55.328> space,<00:06:56.211> there's<00:06:56.852> a<00:06:56.932> couple<00:06:57.189> different<00:06:57.510> verticals<00:06:57.911> to<00:06:58.055> think<00:06:58.248> about.

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The,<00:06:58.777> the<00:06:58.937> easiest<00:06:59.354> one<00:07:00.076> and<00:07:00.156> the<00:07:00.317> longest-standing<00:07:01.023> one<00:07:01.199> is<00:07:01.343> what<00:07:01.504> you<00:07:01.600> just<00:07:01.841> mentioned,<00:07:02.322> is<00:07:02.562> that<00:07:03.028> to<00:07:03.124> train<00:07:03.445> your<00:07:03.605> employees.

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So<00:07:04.888> if<00:07:04.984> you're<00:07:05.434> a,<00:07:05.610> a<00:07:05.690> company,<00:07:06.396> you<00:07:06.492> have<00:07:06.637> 1,000<00:07:07.198> employees,<00:07:08.240> chances<00:07:08.641> are<00:07:08.882> you<00:07:08.994> have<00:07:09.443> mandatory<00:07:10.342> training<00:07:10.727> that<00:07:10.807> you<00:07:10.903> want<00:07:11.063> them<00:07:11.224> all<00:07:11.400> to<00:07:11.529> do.

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You<00:07:12.331> have<00:07:12.587> mandatory<00:07:13.229> training<00:07:13.550> that<00:07:13.694> you<00:07:13.790> want<00:07:14.031> them<00:07:14.191> to<00:07:14.271> do<00:07:14.512> based<00:07:14.753> on<00:07:14.833> their<00:07:15.057> job<00:07:15.490> or<00:07:15.619> their<00:07:15.859> role<00:07:16.276> or<00:07:16.421> their<00:07:16.597> organization<00:07:17.335> or<00:07:17.479> where<00:07:17.704> they<00:07:17.880> live.

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And<00:07:18.827> so<00:07:19.308> every<00:07:19.485> organization<00:07:20.607> past<00:07:20.992> 100<00:07:21.474> or<00:07:21.570> 200<00:07:22.067> employees<00:07:23.014> has<00:07:23.254> a<00:07:23.335> learning<00:07:23.575> or<00:07:23.655> needs<00:07:23.832> a<00:07:23.960> learning<00:07:24.217> management<00:07:24.682> system<00:07:24.923> to<00:07:25.003> keep<00:07:25.244> track<00:07:25.580> of<00:07:25.805> all<00:07:25.901> that<00:07:26.206> internal<00:07:26.623> regulatory<00:07:27.185> requirements<00:07:27.826> and<00:07:28.051> external<00:07:28.468> regulatory<00:07:29.029> requirements.

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And<00:07:30.313> that<00:07:30.457> was<00:07:30.698> the<00:07:31.019> main<00:07:31.339> use<00:07:31.596> case<00:07:31.917> for<00:07:32.077> it<00:07:32.222> for<00:07:32.783> decades<00:07:33.762> when<00:07:33.858> it<00:07:33.922> was<00:07:34.179> originally<00:07:35.045> invented<00:07:35.382> almost<00:07:35.687> 40<00:07:36.072> years<00:07:36.345> ago.

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But<00:07:37.291> what's<00:07:37.532> hot<00:07:37.917> now<00:07:38.189> is<00:07:38.414> not<00:07:38.655> that.

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That's<00:07:39.280> like<00:07:39.938> cost<00:07:40.403> stuff.

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That's<00:07:41.045> like<00:07:42.039> saving<00:07:42.505> risk,<00:07:42.970> saving<00:07:43.451> cost,<00:07:44.093> automation.

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That's<00:07:45.617> why<00:07:45.793> organizations<00:07:46.595> buy<00:07:46.836> that<00:07:47.061> to<00:07:47.157> really<00:07:47.397> be<00:07:47.542> more<00:07:47.798> efficient.

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But<00:07:48.905> then<00:07:49.018> there's<00:07:49.162> another<00:07:49.547> side<00:07:49.820> of<00:07:49.884> the<00:07:50.028> equation,<00:07:50.461> and<00:07:50.590> that's<00:07:50.766> where<00:07:50.927> I<00:07:51.167> live<00:07:51.392> primarily,<00:07:52.050> and<00:07:52.130> that's<00:07:52.435> on<00:07:52.531> the<00:07:52.691> making<00:07:53.012> money<00:07:53.269> side<00:07:54.199> or<00:07:54.440> on<00:07:54.696> the<00:07:54.921> actual<00:07:55.643> using<00:07:56.044> training<00:07:56.477> and<00:07:56.686> learning<00:07:57.006> to<00:07:57.103> make<00:07:57.279> a<00:07:57.424> difference,<00:07:57.825> a<00:07:57.905> competitive<00:07:58.530> difference<00:07:58.883> in<00:07:58.964> your<00:07:59.108> organization<00:07:59.734> that's<00:07:59.990> measurable.

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So<00:08:01.049> selling<00:08:01.594> more,<00:08:01.931> selling<00:08:02.396> more<00:08:02.637> efficiently,<00:08:03.263> having<00:08:03.519> your<00:08:03.760> partners<00:08:04.723> be<00:08:04.819> certified<00:08:05.525> and<00:08:05.605> sell<00:08:06.070> more<00:08:06.311> and<00:08:06.407> more<00:08:06.567> efficiently<00:08:07.193> and<00:08:07.273> represent<00:08:07.754> your<00:08:07.915> brand<00:08:08.316> better,<00:08:08.653> increasing<00:08:09.198> your<00:08:09.760> customer<00:08:10.113> satisfaction<00:08:10.979> rate<00:08:11.364> and<00:08:11.685> decreasing<00:08:12.246> your<00:08:12.407> turnover<00:08:12.904> rate,<00:08:14.011> educating<00:08:14.428> your<00:08:14.572> customers<00:08:15.005> so<00:08:15.214> that<00:08:15.374> you<00:08:15.454> can<00:08:15.535> help<00:08:15.856> onboard<00:08:16.272> them<00:08:16.577> faster.

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You<00:08:16.993> can<00:08:17.218> use<00:08:17.795> education<00:08:18.339> as<00:08:18.452> a<00:08:18.580> marketing<00:08:19.141> tool,<00:08:19.461> as<00:08:19.573> a<00:08:19.702> tool<00:08:19.958> to<00:08:20.743> onboard<00:08:21.080> them,<00:08:21.176> as<00:08:21.384> a<00:08:21.400> tool<00:08:21.560> to<00:08:21.641> support<00:08:22.057> them<00:08:22.266> over<00:08:22.442> time,<00:08:22.762> turn<00:08:23.003> them<00:08:23.147> into<00:08:23.467> advocates,<00:08:23.884> help<00:08:24.124> attract<00:08:24.525> new<00:08:24.685> customers.

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All<00:08:25.823> of<00:08:25.887> that<00:08:26.128> is<00:08:26.208> part<00:08:26.464> of<00:08:26.512> the<00:08:26.672> corporate<00:08:26.993> space<00:08:27.394> right<00:08:27.554> now,<00:08:27.970> and<00:08:28.115> you're<00:08:28.211> not<00:08:28.371> training<00:08:28.692> your<00:08:28.772> employees<00:08:29.252> in<00:08:29.477> any<00:08:29.653> of<00:08:29.733> that.

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It's<00:08:30.278> training<00:08:30.534> your<00:08:30.679> extended<00:08:31.240> enterprise<00:08:32.153> or<00:08:32.281> the<00:08:32.377> different<00:08:33.259> audiences<00:08:33.820> that<00:08:33.980> touch<00:08:34.204> your<00:08:34.381> organization<00:08:35.326> that<00:08:35.438> empower<00:08:35.983> it.

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So<00:08:36.688> the<00:08:36.784> best<00:08:37.041> organizations<00:08:37.682> in<00:08:37.810> the<00:08:37.890> world<00:08:38.146> right<00:08:38.307> now<00:08:38.483> are<00:08:38.691> using<00:08:39.012> training<00:08:39.348> not<00:08:39.573> as<00:08:39.669> a<00:08:39.685> necessary<00:08:40.534> evil,<00:08:41.432> Certainly<00:08:41.980> many<00:08:42.222> are<00:08:42.383> doing<00:08:42.641> that,<00:08:43.206> but<00:08:43.286> the<00:08:43.367> best<00:08:43.625> organizations<00:08:44.189> are<00:08:44.399> using<00:08:44.592> it<00:08:44.641> as<00:08:44.818> a<00:08:44.883> strategic<00:08:45.463> tool<00:08:45.705> to<00:08:45.769> be<00:08:45.947> better<00:08:46.189> in<00:08:46.334> their<00:08:46.495> industry<00:08:46.834> and<00:08:46.930> to<00:08:47.059> compete<00:08:47.479> better.

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And<00:08:48.340> that's<00:08:48.454> where<00:08:48.599> Talented<00:08:49.004> Learning<00:08:49.586> lives<00:08:50.152> on<00:08:50.233> that<00:08:50.411> side<00:08:50.638> of<00:08:50.703> the<00:08:50.783> equation.

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So<00:08:51.916> what<00:08:52.013> does<00:08:52.110> a<00:08:52.240> typical<00:08:52.579> day<00:08:52.806> look<00:08:52.968> like<00:08:53.162> for<00:08:53.307> you?

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I'm<00:08:54.440> busy.

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I'm<00:08:55.360> busy.

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So<00:08:55.699> I'm<00:08:55.844> a<00:08:55.925> bootstrapping<00:08:58.361> CEO<00:08:58.910> and<00:08:59.313> entrepreneur.

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And<00:09:00.749> so<00:09:01.266> there's<00:09:01.427> nobody<00:09:01.637> going<00:09:01.830> to<00:09:02.524> do<00:09:02.621> it<00:09:02.685> for<00:09:02.928> me<00:09:03.202> is<00:09:03.492> really<00:09:03.815> what<00:09:03.913> I<00:09:04.396> determined,<00:09:05.561> you<00:09:05.677> know,<00:09:05.811> 10<00:09:05.994> years<00:09:06.260> ago.

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And<00:09:07.266> so<00:09:07.843> my<00:09:08.003> day<00:09:08.244> consists—<00:09:09.029> are<00:09:09.189> long.

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I<00:09:09.686> try<00:09:09.926> to<00:09:10.070> do<00:09:10.327> basically<00:09:10.647> 3,<00:09:11.689> 3-hour<00:09:12.250> blocks<00:09:12.650> of<00:09:12.810> working,<00:09:13.676> and<00:09:14.012> in<00:09:14.092> between<00:09:14.413> those<00:09:14.653> 3-hour<00:09:15.054> blocks,<00:09:15.855> I<00:09:15.919> schedule<00:09:16.320> fun<00:09:16.640> stuff.

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And<00:09:17.618> that<00:09:17.762> could<00:09:17.938> be<00:09:18.082> anything<00:09:18.499> from<00:09:18.884> exercise<00:09:19.701> to<00:09:20.086> yard<00:09:20.422> work<00:09:20.807> to<00:09:21.560> Spanish<00:09:22.169> lessons<00:09:22.746> to<00:09:22.970> taking<00:09:23.290> a<00:09:23.306> nap<00:09:23.723> to<00:09:23.931> reading<00:09:24.172> a<00:09:24.268> book.

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But<00:09:25.149> I<00:09:25.213> know<00:09:25.406> that<00:09:25.614> after<00:09:25.870> 3<00:09:26.255> hours,<00:09:26.912> I<00:09:26.992> become<00:09:27.377> less<00:09:27.633> productive.

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And<00:09:28.835> rather<00:09:29.219> slog<00:09:29.876> away<00:09:30.277> 8<00:09:30.501> hours<00:09:30.806> and<00:09:30.918> become<00:09:31.319> less<00:09:31.543> and<00:09:31.639> less<00:09:31.879> productive<00:09:32.344> the<00:09:32.424> whole<00:09:32.601> time<00:09:33.482> just<00:09:33.723> do<00:09:33.867> it<00:09:33.899> in<00:09:34.028> sprints,<00:09:34.525> almost<00:09:34.750> like<00:09:34.846> a<00:09:34.862> software<00:09:35.327> developer<00:09:35.809> company.

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So<00:09:36.755> my<00:09:36.851> day<00:09:37.092> is<00:09:37.654> a<00:09:37.718> series<00:09:38.071> of<00:09:38.135> sprints<00:09:38.600> all<00:09:38.696> day<00:09:38.921> long,<00:09:39.178> and<00:09:39.739> it<00:09:39.820> starts<00:09:40.301> and<00:09:40.445> ends<00:09:40.686> all<00:09:40.782> in<00:09:40.862> about<00:09:41.087> 2<00:09:41.247> seconds,<00:09:41.600> it<00:09:41.729> feels<00:09:41.985> like.

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How<00:09:44.456> often<00:09:44.665> are<00:09:44.777> you<00:09:44.873> publishing<00:09:45.274> episodes<00:09:45.676> of<00:09:45.740> the<00:09:45.820> podcast?

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I<00:09:47.023> have<00:09:47.440> 2<00:09:47.585> different<00:09:47.825> podcasts<00:09:48.387> running.

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I<00:09:48.708> have<00:09:48.884> the<00:09:49.109> Talented<00:09:49.446> Learning<00:09:49.751> Show,<00:09:50.489> and<00:09:50.794> that<00:09:50.954> is<00:09:51.130> my<00:09:51.435> longstanding<00:09:52.013> one.

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I<00:09:52.254> have<00:09:52.639> 88<00:09:52.976> episodes,<00:09:53.537> and<00:09:53.601> I<00:09:53.681> publish<00:09:54.339> generally<00:09:54.740> every<00:09:54.981> 2<00:09:55.222> weeks<00:09:55.462> on<00:09:55.607> that.

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And<00:09:56.264> I'm<00:09:56.345> very<00:09:56.601> similar<00:09:57.612> to<00:09:57.773> this.

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I<00:09:58.735> find<00:09:58.992> different<00:09:59.297> experts<00:10:00.356> on<00:10:00.436> both<00:10:00.661> the<00:10:00.757> vendor<00:10:01.142> and<00:10:01.238> the<00:10:01.318> practitioner<00:10:01.960> side,<00:10:02.506> side<00:10:02.859> of<00:10:02.987> the<00:10:03.147> equation<00:10:03.549> on<00:10:03.645> learning<00:10:03.870> technology,<00:10:04.447> and<00:10:05.009> I<00:10:05.073> found<00:10:05.394> out<00:10:05.490> what<00:10:05.651> they<00:10:05.747> know<00:10:06.036> and<00:10:06.132> what<00:10:06.276> they're<00:10:06.453> great<00:10:06.838> at.

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Then<00:10:07.897> recently<00:10:08.379> I<00:10:08.459> released,<00:10:09.085> uh,<00:10:09.887> recently,<00:10:10.304> 18,<00:10:10.930> uh,<00:10:11.010> 24<00:10:11.492> months,<00:10:11.764> a<00:10:11.829> second<00:10:12.150> podcast.

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It's<00:10:12.952> more,<00:10:13.674> is<00:10:13.818> an<00:10:13.915> educational<00:10:14.476> podcast.

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It's<00:10:15.182> called<00:10:15.423> Customer<00:10:15.904> Education<00:10:16.402> Nuggets,<00:10:17.349> and<00:10:17.413> that's<00:10:17.589> just<00:10:17.766> a<00:10:17.830> little<00:10:18.006> 10-minute<00:10:18.408> podcast<00:10:19.050> that<00:10:19.146> I'm<00:10:19.290> just<00:10:19.595> teaching<00:10:19.932> customer<00:10:20.317> education<00:10:20.815> professionals<00:10:21.392> something<00:10:21.777> new,<00:10:22.483> uh,<00:10:22.660> each<00:10:22.820> time<00:10:23.141> with<00:10:23.302> a,<00:10:23.783> a<00:10:23.944> different<00:10:24.265> guest.

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Uh,<00:10:25.308> so<00:10:25.532> I've<00:10:25.629> been<00:10:25.709> doing<00:10:25.933> that,<00:10:26.190> uh,<00:10:26.286> for<00:10:26.511> quite<00:10:26.736> a<00:10:26.816> while<00:10:27.009> right<00:10:27.217> now.

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That's,<00:10:27.699> that's<00:10:27.875> a<00:10:27.939> lot<00:10:28.100> of<00:10:28.132> fun.

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Before<00:10:28.661> that,<00:10:28.822> I<00:10:28.902> used<00:10:29.063> to<00:10:29.143> do<00:10:29.319> webinars<00:10:30.346> a<00:10:31.164> webinar<00:10:31.565> series<00:10:31.950> for<00:10:32.046> a<00:10:32.191> long<00:10:32.367> time.

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That<00:10:33.249> kind<00:10:33.426> of<00:10:33.490> migrated<00:10:33.987> into<00:10:34.211> the<00:10:34.356> podcast<00:10:35.094> and<00:10:35.254> I've<00:10:35.398> been<00:10:35.495> doing<00:10:35.719> blog<00:10:36.040> posts<00:10:36.297> forever.

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I've<00:10:37.082> written<00:10:37.259> about<00:10:37.564> 400-some<00:10:38.301> serious<00:10:38.766> articles<00:10:39.167> now<00:10:39.264> in<00:10:39.408> the<00:10:39.665> last<00:10:40.467> 10<00:10:40.691> years<00:10:41.108> all<00:10:41.172> about<00:10:41.269> learning<00:10:41.589> technology.

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And<00:10:43.289> so<00:10:43.434> I<00:10:43.514> imagine<00:10:43.899> your<00:10:43.995> revenue<00:10:44.316> model<00:10:44.476> is<00:10:44.637> one,<00:10:44.941> like<00:10:45.118> the<00:10:45.262> clients,<00:10:46.241> you<00:10:46.321> know,<00:10:46.481> that<00:10:46.706> you<00:10:46.866> kind<00:10:47.042> of,<00:10:47.347> you<00:10:47.427> know,<00:10:48.021> do<00:10:48.711> a<00:10:49.047> basic<00:10:49.352> consultant<00:10:50.250> type<00:10:50.507> of<00:10:50.635> contract<00:10:51.116> with<00:10:51.293> them.

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And<00:10:52.335> then<00:10:52.720> are<00:10:52.977> you<00:10:53.121> also<00:10:53.298> like<00:10:53.458> making<00:10:53.634> money<00:10:54.244> on<00:10:54.501> the<00:10:54.966> advertising<00:10:55.639> and<00:10:55.768> all<00:10:55.864> of<00:10:55.944> that<00:10:56.169> type<00:10:56.345> of<00:10:56.377> stuff<00:10:56.602> of<00:10:56.730> the<00:10:56.826> podcast<00:10:57.452> or<00:10:57.532> is<00:10:57.628> that<00:10:58.013> all<00:10:58.109> just<00:10:58.414> lead<00:10:58.590> gen?

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Yeah,<00:10:59.650> so<00:11:00.036> I<00:11:00.116> took<00:11:00.293> it<00:11:00.421> in<00:11:00.775> a<00:11:00.839> couple<00:11:01.161> key<00:11:01.402> pillars<00:11:01.948> and<00:11:02.350> I<00:11:02.382> still<00:11:02.767> do.

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So<00:11:03.426> the<00:11:03.716> first<00:11:04.037> one<00:11:04.294> was<00:11:04.599> to<00:11:06.045> replace<00:11:06.383> my<00:11:06.544> W-2<00:11:07.106> salary.

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And<00:11:07.733> so<00:11:07.829> I<00:11:07.974> had<00:11:08.070> to<00:11:08.215> occupy<00:11:08.633> my—<00:11:09.356> the<00:11:09.436> first<00:11:09.677> pillar<00:11:09.902> was<00:11:10.063> occupy<00:11:10.464> my<00:11:10.641> own<00:11:10.802> time<00:11:11.686> with<00:11:11.862> consulting<00:11:12.393> work<00:11:12.634> to<00:11:12.730> be<00:11:12.875> able<00:11:13.276> to<00:11:13.373> replace<00:11:13.919> that.

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Once<00:11:14.835> I<00:11:14.883> was<00:11:15.140> able<00:11:15.317> to<00:11:15.462> do<00:11:15.703> that,<00:11:16.105> then<00:11:16.249> what<00:11:16.410> I<00:11:16.490> did<00:11:16.651> is<00:11:16.812> I<00:11:17.213> built<00:11:17.390> Talented<00:11:17.936> Learning<00:11:18.274> as<00:11:18.434> a<00:11:18.515> property<00:11:18.997> to<00:11:19.158> go<00:11:19.399> to<00:11:19.704> where<00:11:19.784> you<00:11:19.881> could<00:11:20.025> do<00:11:20.138> a<00:11:20.266> lot<00:11:20.427> of<00:11:20.459> your<00:11:20.684> own<00:11:20.925> research.

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And<00:11:22.034> so<00:11:22.114> you<00:11:22.291> wouldn't<00:11:22.484> necessarily<00:11:23.094> have<00:11:23.400> to<00:11:23.496> talk<00:11:23.801> to<00:11:23.914> me.

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So<00:11:24.380> I've<00:11:24.862> really<00:11:25.424> made<00:11:25.649> public<00:11:26.002> a<00:11:26.067> lot<00:11:26.243> of<00:11:26.291> my<00:11:26.468> research<00:11:26.870> on<00:11:27.014> all<00:11:27.127> the<00:11:27.271> top<00:11:27.592> vendors,<00:11:28.315> demonstrations<00:11:29.359> and<00:11:29.504> videos<00:11:30.002> and<00:11:30.098> my<00:11:30.307> reviews<00:11:31.528> and<00:11:31.672> things<00:11:31.929> like<00:11:32.154> that.

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And<00:11:32.572> so<00:11:33.616> I<00:11:34.258> basically,<00:11:34.644> vendors<00:11:35.125> joined<00:11:35.463> Talented<00:11:35.864> Learning<00:11:36.571> basically<00:11:36.828> to<00:11:36.908> be<00:11:37.069> able<00:11:37.181> to<00:11:37.294> have<00:11:37.551> that<00:11:38.097> right<00:11:38.274> to<00:11:38.354> be<00:11:38.579> on<00:11:38.755> that<00:11:38.980> site.

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There's<00:11:39.301> 1,000<00:11:39.864> of<00:11:39.896> them.

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I<00:11:40.105> can't<00:11:40.362> cover<00:11:40.683> all<00:11:40.827> of<00:11:40.924> them.

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So<00:11:41.952> I<00:11:42.032> cover<00:11:42.353> a<00:11:42.385> smaller<00:11:42.851> set<00:11:43.156> of<00:11:43.188> them<00:11:43.959> and<00:11:44.056> I<00:11:44.136> cover<00:11:44.441> them<00:11:44.602> more<00:11:44.762> deeply.

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And<00:11:45.421> so<00:11:45.566> that<00:11:45.678> was<00:11:46.144> the<00:11:46.288> second<00:11:47.268> vein<00:11:47.525> of<00:11:47.654> revenue.

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And<00:11:48.312> the<00:11:48.409> third<00:11:48.714> vein<00:11:48.971> of<00:11:49.035> revenue<00:11:49.999> is<00:11:50.079> once<00:11:50.240> we<00:11:50.336> got<00:11:50.561> that<00:11:50.737> established,<00:11:51.203> we<00:11:51.300> started<00:11:51.685> publishing<00:11:52.231> premium<00:11:52.713> content.

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So<00:11:53.676> these<00:11:53.853> are<00:11:53.917> our<00:11:54.030> marketer<00:11:54.415> reports<00:11:55.041> that<00:11:55.554> is<00:11:55.698> the<00:11:55.859> latest<00:11:56.180> and<00:11:56.324> greatest<00:11:56.661> in<00:11:56.806> terms<00:11:57.062> of<00:11:57.143> the<00:11:57.223> capabilities<00:11:58.651> of<00:11:59.068> the<00:11:59.213> different<00:11:59.534> vendor<00:12:00.288> solutions<00:12:00.914> in<00:12:01.058> these<00:12:01.235> different<00:12:01.556> use<00:12:01.796> cases.

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So<00:12:02.519> we<00:12:02.599> just<00:12:02.839> recently<00:12:03.241> released<00:12:03.578> our<00:12:04.364> customer<00:12:04.749> education<00:12:05.279> market<00:12:05.648> report,<00:12:06.113> our<00:12:06.209> overall<00:12:06.611> corporate<00:12:07.012> education<00:12:07.573> market<00:12:07.814> report.

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We're<00:12:08.296> just<00:12:08.424> about<00:12:08.616> ready<00:12:08.729> to<00:12:08.841> release<00:12:09.178> one<00:12:09.403> on<00:12:09.499> association.

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And<00:12:10.927> those<00:12:11.120> are<00:12:11.264> premium.

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And<00:12:13.334> so<00:12:13.495> that's<00:12:13.752> generated<00:12:14.233> a<00:12:14.554> third<00:12:14.795> stream<00:12:15.116> of<00:12:15.196> revenue<00:12:16.239> from<00:12:16.801> the<00:12:16.945> content.

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And<00:12:17.523> a<00:12:17.667> part<00:12:17.908> of<00:12:17.940> that,<00:12:18.951> we<00:12:19.047> released<00:12:19.448> our<00:12:19.593> concept<00:12:20.010> of<00:12:20.074> the<00:12:20.170> Talented<00:12:20.636> Learning<00:12:20.893> Center,<00:12:21.278> which<00:12:21.454> is<00:12:21.759> our<00:12:22.000> learning<00:12:22.257> management<00:12:23.316> system.

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Not<00:12:24.086> for<00:12:24.247> our<00:12:24.343> employees,<00:12:24.889> but<00:12:25.129> for<00:12:25.306> the<00:12:25.451> public<00:12:25.868> at<00:12:26.093> large,<00:12:26.911> where<00:12:26.992> we<00:12:27.136> have<00:12:27.377> courses<00:12:27.874> and<00:12:27.955> micro<00:12:28.356> courses<00:12:28.918> and<00:12:29.062> lessons<00:12:29.544> and<00:12:29.704> videos<00:12:30.122> to<00:12:30.266> help<00:12:30.443> train<00:12:30.684> people.

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And<00:12:31.486> we<00:12:31.631> have<00:12:31.888> a<00:12:32.128> monthly<00:12:32.530> and<00:12:32.626> an<00:12:32.835> annual<00:12:33.075> subscription<00:12:33.717> on<00:12:33.894> that.

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So<00:12:34.777> we<00:12:35.339> basically,<00:12:36.125> from<00:12:36.286> the<00:12:36.366> consulting,<00:12:37.490> the<00:12:37.570> membership,<00:12:38.308> and<00:12:38.453> then<00:12:39.175> the<00:12:39.272> premium<00:12:39.593> publications<00:12:40.315> are<00:12:40.459> our<00:12:40.620> three<00:12:40.861> veins<00:12:41.198> of<00:12:41.262> revenue<00:12:41.599> at<00:12:41.744> this<00:12:41.920> point.

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At<00:12:42.466> this<00:12:42.562> point,<00:12:42.739> we<00:12:42.867> haven't<00:12:43.028> really<00:12:43.188> got<00:12:43.365> into<00:12:43.509> advertising.

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Once<00:12:44.264> again,<00:12:44.505> it's<00:12:44.713> on<00:12:44.810> that<00:12:45.131> line<00:12:45.452> of,<00:12:46.800> of<00:12:48.646> that<00:12:48.823> lawyer<00:12:49.144> line.

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I<00:12:49.449> try<00:12:49.561> to<00:12:49.641> stay<00:12:49.930> on<00:12:50.267> the<00:12:50.348> correct<00:12:50.685> side<00:12:50.990> of<00:12:51.215> it.

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Yeah,<00:12:51.632> it's<00:12:51.792> kind<00:12:51.937> of<00:12:51.969> a<00:12:52.033> bit<00:12:52.178> of<00:12:52.274> a<00:12:52.354> gray<00:12:52.595> area<00:12:52.996> there<00:12:53.157> for<00:12:53.317> sure.

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No<00:12:53.943> question.

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Um,<00:12:55.948> so<00:12:57.005> tell<00:12:57.181> me<00:12:57.422> what<00:12:57.566> you<00:12:57.790> read.

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What<00:12:58.271> are<00:12:58.351> you<00:12:58.527> reading<00:12:58.848> every<00:12:59.088> day<00:12:59.489> and<00:12:59.713> how<00:12:59.825> are<00:12:59.970> you<00:13:00.130> thinking<00:13:00.611> about<00:13:00.915> this<00:13:01.011> stuff?

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And,<00:13:01.892> you<00:13:01.989> know,<00:13:02.197> what<00:13:02.373> reading<00:13:02.614> recommendation<00:13:03.238> did<00:13:03.351> you<00:13:03.479> have<00:13:03.655> for<00:13:03.799> other<00:13:03.976> CEOs?

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Because<00:13:04.841> I'm<00:13:04.937> sure<00:13:05.113> you're,<00:13:05.882> you<00:13:05.914> know,<00:13:06.059> reading<00:13:06.299> a<00:13:06.315> lot<00:13:06.539> of<00:13:06.620> industry<00:13:07.020> stuff,<00:13:07.421> but<00:13:07.645> what<00:13:07.805> else<00:13:07.933> do<00:13:08.046> you<00:13:08.142> read?

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So,<00:13:10.049> uh,<00:13:10.161> if<00:13:10.289> you<00:13:10.369> see<00:13:10.529> the<00:13:10.626> bookcase<00:13:11.106> behind<00:13:11.427> me,<00:13:12.052> I<00:13:12.228> am<00:13:12.404> a<00:13:12.773> reading<00:13:13.109> nerd<00:13:13.430> here.

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I've<00:13:13.814> been—<00:13:14.551> I<00:13:14.631> carry<00:13:14.888> for<00:13:15.096> about<00:13:15.272> 20<00:13:15.673> years<00:13:15.978> on<00:13:16.074> a<00:13:16.090> month-by-month<00:13:16.875> basis<00:13:17.900> on<00:13:18.798> classical<00:13:19.198> books<00:13:19.439> that<00:13:19.535> got<00:13:19.695> sent<00:13:19.983> to<00:13:20.016> me<00:13:20.144> one<00:13:20.320> at<00:13:20.400> a<00:13:20.480> time,<00:13:20.737> and<00:13:20.881> I<00:13:21.330> classical<00:13:21.749> fiction<00:13:22.330> and<00:13:22.411> I<00:13:22.492> stayed<00:13:22.815> up<00:13:22.960> with<00:13:23.073> it.

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So<00:13:23.928> I<00:13:24.009> love<00:13:24.251> reading<00:13:24.574> anything<00:13:25.300> old<00:13:25.704> and<00:13:27.076> antique<00:13:27.415> like<00:13:27.722> that.

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And<00:13:28.464> I<00:13:28.529> continue<00:13:28.868> to<00:13:29.013> collect<00:13:29.675> and<00:13:29.836> stay<00:13:30.224> up<00:13:30.320> with<00:13:30.450> that.

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That's<00:13:31.114> still<00:13:31.276> my<00:13:31.455> favorite<00:13:32.006> thing<00:13:32.103> to<00:13:32.249> read.

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Of<00:13:32.509> course,<00:13:32.687> I'm<00:13:32.914> like<00:13:33.222> inundated<00:13:33.644> with<00:13:33.806> all<00:13:34.536> the<00:13:34.617> modern<00:13:34.957> stuff<00:13:35.265> to<00:13:35.573> stay<00:13:35.833> up<00:13:35.995> on<00:13:36.027> my<00:13:36.303> job.

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So<00:13:37.049> I<00:13:37.130> turn<00:13:37.373> to<00:13:37.454> history<00:13:37.925> as<00:13:39.458> my<00:13:41.331> getaway<00:13:42.622> on<00:13:42.783> that.

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So<00:13:44.220> that's<00:13:44.623> generally<00:13:44.865> what<00:13:45.027> I'm<00:13:45.527> reading.

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My<00:13:46.092> favorite<00:13:46.495> book<00:13:46.802> that<00:13:47.856> that<00:13:48.016> I've<00:13:49.380> loved<00:13:49.572> ever<00:13:49.716> since<00:13:49.957> I<00:13:50.005> was<00:13:50.198> 18<00:13:50.518> years<00:13:50.839> old<00:13:51.064> is<00:13:51.304> Old<00:13:51.401> Man<00:13:51.625> and<00:13:51.721> the<00:13:51.802> Sea,<00:13:52.908> Ernest<00:13:53.149> Hemingway.

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Everybody<00:13:53.887> would<00:13:53.935> say,<00:13:54.047> geez,<00:13:54.288> why<00:13:54.432> would<00:13:54.544> you<00:13:55.170> buy<00:13:55.266> a<00:13:55.330> book<00:13:55.571> like<00:13:55.812> that<00:13:56.116> in<00:13:56.213> terms<00:13:56.533> of<00:13:56.614> business?

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I<00:13:57.335> think<00:13:57.512> it's<00:13:57.656> got<00:13:57.801> some—<00:13:58.458> at<00:13:58.635> first<00:13:58.939> it<00:13:59.004> wasn't<00:13:59.260> business<00:13:59.645> that<00:13:59.741> I<00:13:59.822> took<00:14:00.126> out<00:14:00.223> of<00:14:00.303> it,<00:14:00.447> but<00:14:00.560> I've<00:14:00.688> read<00:14:00.848> it<00:14:00.928> about<00:14:01.105> 15<00:14:01.506> times<00:14:01.891> in<00:14:01.923> my<00:14:02.131> life<00:14:02.388> now.

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And<00:14:03.415> each<00:14:03.575> time<00:14:03.735> I<00:14:03.816> take<00:14:04.008> away<00:14:04.169> something<00:14:04.618> else<00:14:04.874> and<00:14:04.955> something<00:14:05.259> more<00:14:05.436> mature<00:14:05.837> as<00:14:06.061> I<00:14:07.120> perhaps<00:14:07.938> maybe<00:14:08.580> mature<00:14:08.948> as<00:14:09.189> I<00:14:09.285> become<00:14:09.831> older<00:14:10.809> in<00:14:10.889> my<00:14:11.114> life.

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But<00:14:11.836> what<00:14:11.932> I<00:14:12.012> take<00:14:12.253> away<00:14:12.429> from<00:14:12.654> that<00:14:12.814> now<00:14:13.520> is<00:14:13.680> just<00:14:13.857> the<00:14:14.017> power<00:14:14.402> of<00:14:14.482> stick-to-itiveness.

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Of,<00:14:16.810> of<00:14:17.212> just<00:14:17.453> not<00:14:17.694> quitting<00:14:18.513> and<00:14:18.593> putting<00:14:18.915> one<00:14:19.139> foot<00:14:19.316> in<00:14:19.397> front<00:14:19.605> of<00:14:19.638> the<00:14:19.862> other.

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And<00:14:20.843> that's<00:14:21.003> really<00:14:21.164> one<00:14:21.324> of<00:14:21.357> my,<00:14:21.726> my<00:14:22.031> main<00:14:23.413> drives<00:14:23.734> in<00:14:23.895> life.

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But<00:14:24.297> my<00:14:24.441> main<00:14:25.646> things<00:14:25.839> that<00:14:25.968> I<00:14:26.064> believe<00:14:26.466> in<00:14:26.610> is<00:14:26.787> that<00:14:27.205> you<00:14:27.285> never<00:14:27.510> get<00:14:27.671> anywhere<00:14:27.992> fast.

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Maybe<00:14:29.020> sometimes<00:14:29.502> you<00:14:29.599> do,<00:14:30.065> maybe<00:14:30.257> it's<00:14:30.418> accelerated,<00:14:31.045> maybe<00:14:31.270> you<00:14:31.350> get<00:14:31.591> lucky,<00:14:32.491> but<00:14:32.635> almost<00:14:32.956> everybody<00:14:33.294> that<00:14:34.081> takes<00:14:34.338> a<00:14:34.402> steady,<00:14:34.981> measured<00:14:35.366> foot-by-foot<00:14:36.041> approach<00:14:36.989> will<00:14:37.069> get<00:14:37.230> to<00:14:37.310> where<00:14:37.487> they're<00:14:37.696> going<00:14:38.194> as<00:14:38.531> long<00:14:38.740> as<00:14:38.821> they<00:14:38.917> have<00:14:39.078> stick-to-itiveness.

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And<00:14:40.122> that's<00:14:40.347> probably<00:14:40.524> my<00:14:40.684> biggest<00:14:40.925> takeaway<00:14:41.327> from<00:14:41.472> that<00:14:41.632> particular<00:14:42.050> book.

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Well,<00:14:42.997> they<00:14:43.078> don't<00:14:43.238> get<00:14:43.334> any<00:14:43.559> better<00:14:43.816> than<00:14:43.960> Hemingway.

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That's<00:14:44.859> the<00:14:44.939> gold<00:14:45.180> standard<00:14:45.742> there.

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One<00:14:46.320> of<00:14:46.384> the<00:14:46.464> greatest<00:14:46.865> writers,<00:14:47.202> if<00:14:47.331> not<00:14:47.491> the<00:14:47.652> greatest<00:14:47.989> writer,<00:14:48.615> um,<00:14:49.257> certainly<00:14:49.594> American<00:14:50.059> writer.

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A<00:14:50.942> lot<00:14:51.022> of<00:14:51.103> great<00:14:51.343> Russian<00:14:51.664> writers.

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You<00:14:52.098> like<00:14:52.322> that<00:14:52.467> one<00:14:52.563> more<00:14:52.788> than<00:14:52.884> The<00:14:52.964> Sun<00:14:53.205> Also<00:14:53.446> Rises<00:14:54.008> too?

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I<00:14:54.810> do,<00:14:55.276> I<00:14:55.372> do.

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I<00:14:55.853> feel<00:14:56.078> that's<00:14:56.255> a<00:14:56.319> little<00:14:56.479> bit<00:14:56.592> easier<00:14:56.881> to<00:14:57.041> read<00:14:57.619> than<00:14:57.763> The<00:14:57.844> Sun<00:14:58.020> Also<00:14:58.325> Rises,<00:14:58.726> though<00:14:58.807> that<00:14:58.919> was<00:14:59.128> the<00:14:59.208> first<00:14:59.529> one,<00:15:00.331> uh,<00:15:00.749> that<00:15:01.150> I<00:15:01.294> read<00:15:01.728> for<00:15:01.936> sure.

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For<00:15:02.354> Whom<00:15:02.514> the<00:15:02.594> Bell<00:15:02.915> Tolls,<00:15:04.199> uh,<00:15:04.617> another<00:15:05.548> great<00:15:05.933> one.

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Yeah,<00:15:06.591> from<00:15:07.088> a<00:15:07.153> business<00:15:07.474> standpoint<00:15:08.035> though,<00:15:08.212> I<00:15:08.292> think<00:15:08.453> my<00:15:08.613> favorite<00:15:09.014> book<00:15:09.480> is<00:15:09.881> when<00:15:09.977> I<00:15:10.058> first<00:15:10.250> started<00:15:10.619> this<00:15:12.048> and<00:15:12.208> I<00:15:12.449> had<00:15:12.770> just<00:15:12.963> a<00:15:13.027> few<00:15:13.251> blog<00:15:13.508> posts<00:15:13.893> up.

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The<00:15:14.150> CEO<00:15:14.632> in<00:15:14.712> the<00:15:14.872> industry<00:15:15.274> reached<00:15:15.579> out<00:15:15.755> to<00:15:15.851> me,<00:15:16.798> uh,<00:15:16.975> for<00:15:17.183> a<00:15:17.200> conversation.

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That<00:15:18.130> was<00:15:18.243> one<00:15:18.339> of<00:15:18.403> the<00:15:18.483> things<00:15:18.788> that<00:15:18.885> I<00:15:19.029> really<00:15:19.286> loved<00:15:19.462> about<00:15:19.687> becoming<00:15:20.024> a<00:15:20.088> CEO<00:15:20.650> is<00:15:20.811> I,<00:15:21.517> I<00:15:21.533> had<00:15:21.709> no<00:15:21.934> idea<00:15:22.255> the<00:15:22.351> CEO<00:15:22.897> network<00:15:23.298> existed<00:15:23.844> out<00:15:24.004> there<00:15:24.261> of,<00:15:24.727> of<00:15:24.887> other<00:15:25.080> folks<00:15:25.449> that<00:15:25.529> were<00:15:25.609> so<00:15:25.786> helpful.

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And<00:15:26.813> so<00:15:27.006> that's<00:15:27.310> been<00:15:27.551> just<00:15:28.209> time<00:15:28.514> and<00:15:28.594> time<00:15:28.835> again<00:15:29.140> throughout<00:15:29.397> my<00:15:29.557> career<00:15:29.878> of<00:15:30.103> how<00:15:30.199> I,<00:15:31.002> uh,<00:15:31.146> get<00:15:31.307> a<00:15:31.323> hand<00:15:31.708> up<00:15:31.884> from,<00:15:32.446> uh,<00:15:32.607> different<00:15:32.847> CEOs.

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But<00:15:33.554> this<00:15:33.714> particular<00:15:34.131> CEO,<00:15:35.239> uh,<00:15:35.335> taught<00:15:35.544> me<00:15:35.640> about<00:15:35.897> the<00:15:35.977> book<00:15:36.362> Inbound<00:15:36.779> Marketing.

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By<00:15:38.128> the<00:15:38.208> HubSpot<00:15:38.706> guys,<00:15:39.252> by—<00:15:39.364> Oh<00:15:39.493> yeah,<00:15:39.894> yeah,<00:15:40.232> yeah.

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I<00:15:40.794> always<00:15:41.019> forget<00:15:41.275> their<00:15:41.436> name.

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Brian<00:15:42.303> Halligan<00:15:42.865> and<00:15:43.186> Dharmesh<00:15:43.524> Shah.

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And<00:15:44.648> they<00:15:45.049> founded<00:15:45.370> HubSpot.

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And<00:15:46.093> the<00:15:46.173> whole<00:15:46.960> concept<00:15:47.378> was<00:15:47.554> if<00:15:47.699> you<00:15:47.779> spend<00:15:48.245> on<00:15:48.406> advertising,<00:15:49.289> that's<00:15:49.465> great.

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If<00:15:49.963> somebody's<00:15:50.284> giving<00:15:50.509> you<00:15:50.606> money<00:15:50.879> or<00:15:50.975> you<00:15:51.071> got<00:15:51.232> your<00:15:51.457> own<00:15:51.553> money<00:15:51.874> or<00:15:52.035> you're<00:15:52.195> generating<00:15:52.758> it,<00:15:53.143> spend<00:15:53.464> on<00:15:53.625> advertising,<00:15:54.187> you<00:15:54.267> get<00:15:54.444> inbound<00:15:54.845> traffic,<00:15:55.552> and<00:15:55.648> then<00:15:55.809> you<00:15:55.953> can<00:15:56.050> sell<00:15:56.258> them<00:15:56.435> your<00:15:56.515> stuff.

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But<00:15:57.029> if<00:15:57.158> you<00:15:57.238> don't<00:15:57.415> have<00:15:57.720> that,<00:15:58.458> or<00:15:58.619> if<00:15:58.699> you<00:15:58.780> want<00:15:58.908> to<00:15:58.940> be<00:15:59.101> more<00:15:59.342> efficient,<00:16:00.385> content<00:16:00.931> marketing<00:16:01.365> is<00:16:01.510> a<00:16:01.574> way<00:16:01.734> that<00:16:01.831> you<00:16:01.863> can<00:16:01.991> get<00:16:02.152> people<00:16:02.425> to<00:16:02.553> come<00:16:02.730> to<00:16:02.859> your<00:16:02.955> site<00:16:03.421> forever<00:16:03.918> and<00:16:04.063> ever<00:16:04.240> and<00:16:04.320> ever.

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Once<00:16:05.427> you<00:16:05.523> write<00:16:05.699> a<00:16:05.763> blog<00:16:06.164> post,<00:16:06.629> it's<00:16:06.949> out<00:16:07.510> in<00:16:07.991> the<00:16:08.087> internet<00:16:08.472> forever.

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And<00:16:09.113> so<00:16:09.289> sooner<00:16:09.610> or<00:16:09.754> later,<00:16:10.491> it<00:16:10.571> could<00:16:10.651> be<00:16:10.796> 10<00:16:11.036> years<00:16:11.292> from<00:16:11.405> now,<00:16:11.693> I<00:16:11.773> get<00:16:11.934> traffic<00:16:12.334> from<00:16:12.494> blog<00:16:12.815> posts<00:16:13.841> I<00:16:14.241> wrote<00:16:14.578> in<00:16:14.818> 2014<00:16:15.780> and<00:16:15.860> 2015.

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And<00:16:17.703> so<00:16:17.799> that<00:16:18.024> book<00:16:18.184> teaches<00:16:18.569> you<00:16:18.665> how<00:16:18.825> to<00:16:19.146> really<00:16:19.370> create<00:16:19.707> that<00:16:19.883> superhighway<00:16:20.829> into<00:16:21.053> your<00:16:21.165> site.

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And<00:16:22.575> I've<00:16:22.768> been<00:16:22.896> working<00:16:23.136> on<00:16:23.168> that<00:16:23.313> superhighway<00:16:23.970> system,<00:16:25.140> that<00:16:25.701> interstate<00:16:26.278> highway<00:16:26.919> system<00:16:27.319> now<00:16:28.682> for<00:16:28.826> many<00:16:29.163> years.

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And<00:16:30.300> that<00:16:30.525> book,<00:16:30.765> which<00:16:31.086> took<00:16:31.246> me<00:16:31.326> an<00:16:31.470> afternoon<00:16:31.951> to<00:16:32.047> read,<00:16:32.288> is<00:16:32.352> still<00:16:32.592> something<00:16:32.833> I<00:16:32.865> think<00:16:33.105> about<00:16:33.714> all<00:16:33.890> the<00:16:34.035> time.

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Here<00:16:34.775> in<00:16:34.840> our<00:16:35.019> business.

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How<00:16:37.014> are<00:16:37.111> you<00:16:37.209> thinking<00:16:37.517> about<00:16:37.841> AI?

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How<00:16:38.441> is<00:16:38.571> AI<00:16:38.831> changing<00:16:39.236> your<00:16:39.399> business?

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How<00:16:39.983> is<00:16:40.112> it<00:16:40.194> changing<00:16:40.534> the<00:16:40.615> industry?

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Good<00:16:41.856> question.

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So<00:16:42.515> as<00:16:42.595> part<00:16:42.836> of<00:16:42.868> this<00:16:43.061> awards<00:16:44.347> process<00:16:44.845> this<00:16:45.070> year,<00:16:45.648> so<00:16:45.809> 2<00:16:46.034> years<00:16:46.227> ago,<00:16:46.918> I<00:16:47.014> would<00:16:47.159> hear<00:16:47.802> AI<00:16:48.444> during<00:16:48.621> the<00:16:48.685> awards<00:16:49.087> or<00:16:49.264> these<00:16:49.585> reviews<00:16:49.971> that<00:16:50.132> I<00:16:50.148> do<00:16:50.469> or<00:16:50.566> machine<00:16:51.032> learning<00:16:51.837> and<00:16:51.917> things<00:16:52.191> like<00:16:52.400> that<00:16:52.642> here<00:16:52.900> or<00:16:53.028> there,<00:16:53.366> but<00:16:53.527> it<00:16:53.592> was<00:16:54.590> something<00:16:54.977> that<00:16:55.138> they<00:16:55.218> would<00:16:55.363> talk<00:16:55.637> about.

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It<00:16:55.991> was<00:16:56.104> hard<00:16:56.345> to<00:16:56.426> see.

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It<00:16:57.086> was<00:16:57.231> easy<00:16:57.472> to<00:16:57.633> bluff.

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It<00:16:58.809> was<00:16:59.244> what<00:16:59.388> I<00:16:59.469> thought<00:16:59.711> about<00:16:59.952> it<00:17:00.033> for<00:17:00.274> years.

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This<00:17:01.735> year<00:17:01.895> it<00:17:01.976> was<00:17:02.136> different.

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This<00:17:03.967> year<00:17:04.449> I<00:17:04.481> saw<00:17:04.931> example<00:17:05.670> after<00:17:05.991> example<00:17:06.778> after<00:17:06.971> example<00:17:07.758> of<00:17:07.983> AI<00:17:08.401> and<00:17:08.545> learning<00:17:08.786> systems<00:17:09.910> changing<00:17:11.035> everything,<00:17:11.838> quite<00:17:11.998> frankly.

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So<00:17:13.380> before,<00:17:14.167> you<00:17:14.199> know,<00:17:14.279> my<00:17:14.568> degree<00:17:14.825> is<00:17:14.970> in<00:17:15.050> instructional<00:17:15.628> technology,<00:17:16.207> it<00:17:16.255> would<00:17:16.432> take<00:17:16.994> 2<00:17:17.170> or<00:17:17.235> 3<00:17:17.460> months<00:17:17.797> to<00:17:17.877> build<00:17:18.118> an<00:17:18.263> hour<00:17:18.520> course.

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Now<00:17:19.226> you<00:17:19.323> can<00:17:19.483> build<00:17:19.644> one<00:17:19.740> in<00:17:19.821> an<00:17:20.190> hour<00:17:21.411> using<00:17:21.877> AI.

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You<00:17:22.455> can<00:17:22.760> give<00:17:22.872> it<00:17:23.017> parameters<00:17:23.643> of<00:17:23.884> what<00:17:23.981> you<00:17:24.061> want<00:17:24.222> the<00:17:24.366> course<00:17:24.704> on.

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You<00:17:25.089> can<00:17:25.410> upload<00:17:25.908> videos<00:17:26.470> and<00:17:26.872> PDFs<00:17:27.595> or<00:17:27.739> point<00:17:27.996> it<00:17:28.076> to<00:17:28.895> a<00:17:28.960> folder<00:17:30.068> of<00:17:30.228> all<00:17:30.405> your,<00:17:31.031> you<00:17:31.064> know,<00:17:31.529> your<00:17:31.674> particular<00:17:32.332> product<00:17:32.814> and<00:17:32.959> knowledge<00:17:33.376> content<00:17:33.842> or<00:17:33.938> something<00:17:34.324> like<00:17:34.516> that.

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You<00:17:35.287> can<00:17:35.384> say,<00:17:35.625> I<00:17:35.689> want<00:17:35.865> this<00:17:36.106> in<00:17:36.251> modules,<00:17:36.749> I<00:17:36.829> want<00:17:37.070> lessons,<00:17:37.536> I<00:17:37.616> want<00:17:37.793> pretests,<00:17:38.274> I<00:17:38.355> want<00:17:38.660> posttests,<00:17:39.093> I<00:17:39.158> want<00:17:39.222> a<00:17:39.383> gamification<00:17:40.105> strategy,<00:17:40.459> I<00:17:40.587> want<00:17:40.748> to<00:17:40.844> be<00:17:41.005> able<00:17:41.117> to<00:17:41.792> ask<00:17:41.968> the<00:17:42.113> professor<00:17:42.851> questions,<00:17:43.333> I<00:17:43.414> want<00:17:43.558> to<00:17:43.638> be<00:17:43.671> able<00:17:43.799> to<00:17:43.879> have<00:17:44.056> group<00:17:44.313> assignments,<00:17:45.004> I<00:17:45.020> want<00:17:45.180> a<00:17:45.196> study<00:17:45.646> guide.

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Go<00:17:47.268> build<00:17:47.509> this<00:17:47.669> for<00:17:47.830> me<00:17:47.991> right<00:17:48.232> now.

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And<00:17:49.597> AI<00:17:49.982> will<00:17:50.159> build<00:17:50.400> that<00:17:50.624> course.

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This<00:17:51.363> is<00:17:51.524> in<00:17:51.668> ChatGPT.

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This<00:17:52.664> is<00:17:52.809> like<00:17:52.985> up<00:17:53.194> here.

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And<00:17:54.278> it'll<00:17:54.937> basically<00:17:55.323> build<00:17:55.484> that<00:17:55.596> course<00:17:55.966> for<00:17:56.078> you.

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And<00:17:56.303> so<00:17:56.480> now<00:17:56.705> training<00:17:57.107> professional,<00:17:59.196> training<00:17:59.437> and<00:17:59.502> development<00:17:59.903> professionals<00:18:00.466> everywhere<00:18:01.430> that<00:18:01.928> like<00:18:02.153> myself<00:18:02.813> are<00:18:03.296> used<00:18:03.474> to<00:18:03.603> doing<00:18:03.780> this<00:18:03.941> in<00:18:04.167> weeks<00:18:04.505> and<00:18:04.666> months<00:18:05.392> are<00:18:05.537> now<00:18:05.859> having<00:18:06.036> to<00:18:06.181> change<00:18:06.504> their<00:18:06.665> whole<00:18:06.842> paradigm<00:18:07.423> of<00:18:07.568> thinking,<00:18:08.277> how<00:18:08.454> do<00:18:08.519> we<00:18:08.680> use<00:18:08.857> this<00:18:09.018> technology?

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You<00:18:10.524> don't<00:18:11.040> have<00:18:11.218> the<00:18:11.363> leisure<00:18:11.702> of<00:18:11.734> saying,<00:18:12.331> I<00:18:12.347> don't<00:18:12.573> like<00:18:12.766> it,<00:18:13.073> or<00:18:13.154> it's<00:18:13.412> not<00:18:13.638> as<00:18:13.799> good<00:18:14.202> because<00:18:15.267> if<00:18:15.396> you're<00:18:15.557> using<00:18:15.815> it<00:18:15.880> for<00:18:16.041> just<00:18:16.283> the<00:18:16.461> cost<00:18:16.783> savings,<00:18:17.348> well,<00:18:17.525> maybe<00:18:17.816> you<00:18:17.977> do.

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But<00:18:18.332> if<00:18:18.461> you're<00:18:18.622> using<00:18:18.816> it<00:18:18.881> for<00:18:19.010> a<00:18:19.123> competitive<00:18:19.606> advantage<00:18:20.026> like<00:18:20.187> I<00:18:20.220> was<00:18:20.341> describing,<00:18:21.452> You<00:18:21.532> don't<00:18:21.740> have<00:18:21.837> that<00:18:22.333> luxury,<00:18:22.814> so<00:18:23.039> you<00:18:23.199> have<00:18:23.520> to<00:18:23.616> learn<00:18:23.840> how<00:18:23.952> to<00:18:24.097> do<00:18:24.321> that.

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So<00:18:25.138> the<00:18:25.218> learning<00:18:25.459> system<00:18:26.004> vendors<00:18:26.581> are<00:18:26.805> all<00:18:27.046> innovating,<00:18:27.462> not<00:18:27.703> just<00:18:27.927> on<00:18:28.184> generative<00:18:28.648> AI<00:18:29.289> developing<00:18:29.770> courses,<00:18:30.331> but<00:18:30.892> looking<00:18:31.133> at<00:18:31.229> the<00:18:31.389> data<00:18:31.774> and<00:18:31.934> analytics<00:18:32.575> and<00:18:32.655> finding<00:18:33.056> trends,<00:18:33.537> doing<00:18:33.777> administrative<00:18:34.434> tasks<00:18:34.755> for<00:18:34.915> you,<00:18:35.059> having<00:18:35.396> learner<00:18:35.717> bots<00:18:36.117> that<00:18:36.822> you<00:18:36.919> can<00:18:37.143> ask,<00:18:37.383> say,<00:18:37.704> tell<00:18:37.816> me<00:18:37.960> this<00:18:38.217> or<00:18:38.345> tell<00:18:38.457> me<00:18:38.666> that,<00:18:38.986> and<00:18:39.034> it'll<00:18:39.146> go<00:18:39.307> find<00:18:39.579> the<00:18:39.707> learning<00:18:39.948> for<00:18:40.188> you,<00:18:40.284> go<00:18:40.525> look<00:18:40.701> in<00:18:40.781> the<00:18:40.926> videos<00:18:41.406> and<00:18:42.047> find<00:18:42.288> the<00:18:42.448> point<00:18:42.833> at<00:18:43.089> 6<00:18:43.410> minutes<00:18:43.634> and<00:18:43.730> 38<00:18:44.195> seconds<00:18:44.612> just<00:18:45.173> to<00:18:45.333> tell<00:18:45.638> you.

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These<00:18:46.455> are<00:18:46.599> all<00:18:46.712> things<00:18:47.080> that<00:18:47.192> are<00:18:47.256> here<00:18:47.497> today.

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Administratively,<00:18:48.715> it's<00:18:48.939> like<00:18:49.036> super<00:18:49.564> cool.

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Like,<00:18:50.222> You<00:18:50.302> can<00:18:50.463> go<00:18:50.559> to<00:18:50.703> an<00:18:50.848> LMS<00:18:51.233> and<00:18:51.330> you<00:18:51.410> could<00:18:51.506> say,<00:18:51.812> okay,<00:18:52.775> I<00:18:52.856> want<00:18:52.936> to<00:18:53.032> look<00:18:53.337> at<00:18:53.514> Pennsylvania<00:18:54.478> versus<00:18:55.441> the<00:18:55.522> state<00:18:55.987> of<00:18:56.389> Utah<00:18:57.513> inside<00:18:57.947> the<00:18:58.059> city<00:18:58.332> populations<00:18:59.199> for<00:18:59.440> only<00:18:59.681> my<00:18:59.906> managers<00:19:00.500> that<00:19:00.645> have<00:19:00.966> more<00:19:01.143> than<00:19:01.287> 10<00:19:01.608> years.

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And<00:19:02.331> I<00:19:02.411> want<00:19:02.492> to<00:19:02.572> see<00:19:02.829> what<00:19:02.974> the<00:19:03.070> compliance<00:19:03.777> of<00:19:03.873> their<00:19:04.034> employees<00:19:04.580> are.

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Show<00:19:04.917> me<00:19:04.997> that<00:19:05.238> now.

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And<00:19:05.784> you<00:19:05.816> can<00:19:05.961> do<00:19:06.121> that<00:19:06.362> in<00:19:06.523> a,<00:19:06.924> in<00:19:07.005> a<00:19:07.085> voice<00:19:07.406> command.

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And<00:19:08.097> it's<00:19:08.209> going<00:19:08.322> to<00:19:08.386> look<00:19:08.531> at<00:19:08.611> the<00:19:08.691> data<00:19:08.932> and<00:19:09.077> come<00:19:09.237> out<00:19:09.334> there<00:19:09.494> and<00:19:09.719> boom,<00:19:10.442> show<00:19:10.634> you<00:19:10.715> this.

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That<00:19:11.421> used<00:19:11.582> to<00:19:11.662> take<00:19:11.887> what<00:19:11.983> I<00:19:12.064> just<00:19:12.224> described<00:19:12.706> right<00:19:12.867> there.

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It<00:19:13.076> might<00:19:13.268> take<00:19:13.445> somebody<00:19:13.750> a<00:19:13.830> week<00:19:14.071> to<00:19:14.152> put<00:19:14.312> together<00:19:14.633> that<00:19:14.794> report.

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Now<00:19:15.501> you<00:19:15.597> can<00:19:15.742> just<00:19:15.822> tell<00:19:15.870> somebody.

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Yeah,<00:19:16.159> it's<00:19:16.288> magic.

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Like<00:19:17.058> it,<00:19:17.282> like<00:19:17.587> it's,<00:19:17.907> like<00:19:18.067> it's<00:19:18.228> Star<00:19:18.484> Trek.

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So<00:19:19.285> in<00:19:19.430> my<00:19:19.606> industry,<00:19:20.167> that's<00:19:20.407> changing<00:19:20.792> every—<00:19:21.449> everything.

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So<00:19:22.090> for<00:19:22.218> me,<00:19:22.971> that<00:19:23.131> covers<00:19:23.468> the<00:19:23.612> industry<00:19:24.013> and<00:19:24.077> tries<00:19:24.349> to<00:19:24.477> tell<00:19:24.734> everybody<00:19:25.134> and<00:19:25.278> simplify<00:19:25.855> it.

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It's<00:19:26.576> changing<00:19:26.961> everything<00:19:27.330> because<00:19:27.602> I<00:19:27.698> got<00:19:27.810> to<00:19:27.922> learn<00:19:28.099> all<00:19:28.323> this<00:19:28.579> to<00:19:28.740> figure<00:19:28.964> out<00:19:29.060> how<00:19:29.236> I<00:19:29.381> can<00:19:29.541> understand<00:19:30.022> it,<00:19:30.102> to<00:19:31.207> see<00:19:31.304> if<00:19:31.400> I<00:19:31.464> can<00:19:31.624> simplify<00:19:32.121> it<00:19:32.201> and<00:19:32.345> tell<00:19:32.521> it<00:19:32.650> easier<00:19:33.531> to<00:19:33.611> somebody<00:19:34.028> on,<00:19:34.332> on,<00:19:34.749> on<00:19:35.069> what's<00:19:35.310> going<00:19:35.614> on.

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And<00:19:36.111> that's<00:19:36.351> my,<00:19:37.217> that's<00:19:37.393> my<00:19:37.553> challenge.

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So<00:19:37.954> that's<00:19:38.338> in<00:19:38.434> the<00:19:38.579> business<00:19:38.915> of<00:19:38.995> the<00:19:39.075> business.

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But<00:19:39.861> just<00:19:40.101> using<00:19:40.422> AI,<00:19:41.159> I<00:19:41.175> mean,<00:19:41.623> ChatGPT<00:19:42.441> has<00:19:42.665> went<00:19:43.050> has<00:19:43.306> become,<00:19:44.108> you<00:19:44.140> know,<00:19:44.284> part<00:19:44.461> of<00:19:44.509> my<00:19:44.669> core<00:19:44.846> stack.

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I'm<00:19:45.407> in<00:19:45.487> it,<00:19:45.952> you<00:19:45.984> know,<00:19:46.193> every<00:19:46.369> day.

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There's<00:19:46.754> no<00:19:46.850> way<00:19:47.011> I<00:19:47.075> can<00:19:47.155> go<00:19:47.267> a<00:19:47.331> day<00:19:47.492> without<00:19:47.796> it<00:19:47.893> anymore,<00:19:48.999> uh,<00:19:49.159> because<00:19:49.560> it<00:19:49.737> helps<00:19:49.977> me<00:19:50.138> with<00:19:50.362> this,<00:19:50.539> that,<00:19:50.715> or<00:19:50.843> the<00:19:51.004> other.

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Not<00:19:51.757> for<00:19:51.966> doing<00:19:52.142> stuff<00:19:52.463> for<00:19:52.768> me,<00:19:53.024> but<00:19:53.586> helping<00:19:53.826> me<00:19:53.906> think<00:19:54.291> through<00:19:54.484> things.

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I<00:19:54.949> think<00:19:55.350> particularly<00:19:55.751> for<00:19:55.895> you,<00:19:56.055> I<00:19:56.151> imagine,<00:19:56.536> like,<00:19:56.713> as<00:19:56.857> a<00:19:56.953> research<00:19:57.515> assistant,<00:19:58.236> it's<00:19:58.557> incredible.

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Oh<00:19:59.599> yeah,<00:20:00.064> you<00:20:00.225> kind<00:20:00.417> of<00:20:00.562> have<00:20:00.786> like<00:20:00.979> this<00:20:01.989> research<00:20:02.342> assistant<00:20:02.807> that<00:20:02.951> costs,<00:20:03.352> you<00:20:03.384> know,<00:20:03.593> $20<00:20:03.849> a<00:20:04.026> month.

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Yeah,<00:20:05.052> that's<00:20:05.453> exactly<00:20:05.934> that.

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I'll<00:20:06.656> say,<00:20:06.816> go<00:20:06.960> find<00:20:07.233> me<00:20:07.682> this,<00:20:08.323> you<00:20:08.355> know,<00:20:08.484> go<00:20:08.596> find<00:20:08.820> me<00:20:09.286> examples<00:20:09.847> of<00:20:10.023> that.

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And,<00:20:11.451> uh,<00:20:11.932> you<00:20:11.964> know,<00:20:12.252> this<00:20:12.445> or<00:20:12.589> that—<00:20:12.814> once<00:20:12.990> again,<00:20:13.375> that's<00:20:13.552> the<00:20:13.632> third<00:20:13.856> time<00:20:14.033> I've<00:20:14.177> said<00:20:14.353> that<00:20:14.514> now<00:20:14.642> in<00:20:14.754> this<00:20:14.899> conversation—<00:20:15.620> used<00:20:15.781> to<00:20:15.861> take<00:20:16.101> me<00:20:16.438> a<00:20:16.583> day<00:20:16.935> or<00:20:17.096> a<00:20:17.160> week<00:20:17.561> or<00:20:17.705> two<00:20:17.882> weeks<00:20:18.202> or<00:20:18.363> an<00:20:18.523> intern<00:20:19.485> or<00:20:19.566> something,<00:20:19.886> and<00:20:20.207> now<00:20:20.448> it's<00:20:21.554> seconds.

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I'll<00:20:22.693> be<00:20:22.757> like,<00:20:22.950> oh,<00:20:23.030> that's<00:20:23.399> great.

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Now,<00:20:23.992> is<00:20:24.120> that<00:20:24.216> the<00:20:24.441> answer<00:20:24.698> perfect?

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No.

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But<00:20:25.804> does<00:20:25.949> that<00:20:26.061> get<00:20:26.221> me<00:20:26.382> down<00:20:26.622> the<00:20:26.702> path?

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Yeah.

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And<00:20:27.745> that's,<00:20:28.130> you<00:20:28.226> know,<00:20:28.386> that's<00:20:28.627> what<00:20:28.771> I<00:20:28.787> need<00:20:29.028> on<00:20:29.172> that<00:20:29.332> step-by-step<00:20:29.990> process.

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How<00:20:31.209> is<00:20:31.353> that<00:20:31.514> going<00:20:31.834> to<00:20:31.995> affect,<00:20:32.781> uh,<00:20:33.422> jobs<00:20:33.999> in<00:20:34.080> your<00:20:34.240> industry?

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Like,<00:20:35.186> I<00:20:35.266> imagine,<00:20:35.683> like,<00:20:36.148> um,<00:20:36.469> you<00:20:36.501> know,<00:20:36.662> if<00:20:36.870> a<00:20:36.950> lot<00:20:37.127> of<00:20:37.191> this<00:20:37.287> stuff<00:20:37.592> can<00:20:37.688> be<00:20:37.913> automated,<00:20:38.474> or<00:20:38.570> even<00:20:38.811> like<00:20:39.578> I'm<00:20:39.835> thinking<00:20:40.077> like<00:20:40.238> there's<00:20:40.866> those<00:20:41.188> AI<00:20:41.751> like<00:20:42.154> bots<00:20:42.637> where<00:20:42.798> it's<00:20:42.895> like<00:20:43.136> not<00:20:43.684> even<00:20:43.861> a<00:20:44.006> real<00:20:44.408> person,<00:20:44.988> but<00:20:45.068> it<00:20:45.294> looks<00:20:45.471> like<00:20:45.648> a<00:20:45.777> real<00:20:45.954> person<00:20:46.421> who's<00:20:46.662> kind<00:20:46.840> of<00:20:47.467> teaching<00:20:47.886> the<00:20:48.031> course<00:20:48.450> and<00:20:48.595> things<00:20:48.740> like<00:20:48.999> that.

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Like<00:20:49.419> how<00:20:49.808> are<00:20:50.051> you<00:20:51.120> anticipating<00:20:51.929> it<00:20:52.010> affecting<00:20:53.062> the<00:20:53.224> industry<00:20:53.629> from<00:20:53.856> like<00:20:54.034> an<00:20:54.099> employment<00:20:54.698> standpoint?

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I<00:20:55.977> think<00:20:56.041> it's<00:20:56.203> going<00:20:56.284> to<00:20:56.381> blow<00:20:56.608> up<00:20:56.705> a<00:20:56.770> whole<00:20:56.948> bunch<00:20:57.175> of<00:20:57.240> stuff,<00:20:57.499> Clint,<00:20:58.001> unfortunately.

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Like<00:21:00.106> every<00:21:00.495> technological<00:21:01.175> revolution,<00:21:01.871> there's<00:21:02.066> going<00:21:02.244> to<00:21:02.600> be<00:21:02.794> casualties.

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And<00:21:06.020> I<00:21:06.160> think,<00:21:06.580> uh,<00:21:07.000> there's<00:21:07.080> going<00:21:07.200> to<00:21:07.201> be<00:21:07.300> a<00:21:07.420> lot<00:21:07.500> of<00:21:07.560> casualties<00:21:07.980> for<00:21:08.400> that.

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You<00:21:08.720> know,<00:21:08.820> I<00:21:08.920> just<00:21:09.120> once<00:21:09.440> again<00:21:09.600> go<00:21:09.740> back<00:21:09.920> to<00:21:10.020> that<00:21:10.140> instructional<00:21:10.520> design<00:21:11.000> example<00:21:11.400> of<00:21:11.640> that<00:21:11.780> course.

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You<00:21:13.000> know,<00:21:13.100> it's<00:21:13.200> really<00:21:13.440> hard<00:21:13.639> to<00:21:13.780> pay<00:21:13.940> that<00:21:14.100> instructional<00:21:14.560> designer<00:21:14.980> now<00:21:15.360> $100,000<00:21:16.480> or<00:21:16.820> $80,000<00:21:17.760> when<00:21:18.320> AI<00:21:19.020> can<00:21:19.180> get<00:21:19.320> it<00:21:19.460> to<00:21:19.560> 80,<00:21:20.360> 90%.

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So<00:21:21.320> who<00:21:21.520> you're<00:21:21.700> going<00:21:21.759> to<00:21:21.940> pay<00:21:22.140> $80,000<00:21:22.360> or<00:21:22.440> $90,000<00:21:22.780> or<00:21:22.980> $100,000<00:21:23.360> or<00:21:23.830> $120,000<00:21:24.280> is<00:21:24.680> the<00:21:24.860> person<00:21:25.080> that<00:21:25.220> can<00:21:25.360> take<00:21:25.500> it<00:21:25.660> from<00:21:25.780> 80<00:21:25.960> to<00:21:26.080> 100.

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The<00:21:27.160> person<00:21:27.420> that,<00:21:27.920> you<00:21:28.160> know,<00:21:28.280> has<00:21:28.580> the<00:21:28.860> broader<00:21:29.200> vision.

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So<00:21:30.320> I<00:21:30.440> think<00:21:30.640> a<00:21:30.840> lot<00:21:30.900> of<00:21:31.020> the<00:21:31.180> functional<00:21:31.540> positions,<00:21:32.280> kind<00:21:32.440> of<00:21:32.500> like<00:21:32.620> the<00:21:32.820> functional<00:21:33.320> factory<00:21:33.920> positions,<00:21:35.334> got<00:21:35.558> eliminated<00:21:36.120> over<00:21:36.281> the<00:21:36.313> last<00:21:36.682> few<00:21:36.859> decades.

00:21:37.822 --> 00:21:47.521
I<00:21:38.127> do<00:21:38.224> feel<00:21:39.267> unfortunately,<00:21:40.632> you<00:21:40.857> know,<00:21:41.355> that<00:21:41.596> type<00:21:41.853> of<00:21:41.997> technical<00:21:43.217> displacement<00:21:43.828> or<00:21:43.908> unemployment<00:21:45.353> is<00:21:45.931> probably<00:21:47.039> inevitable.

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And<00:21:47.842> I<00:21:47.938> think<00:21:48.099> the<00:21:48.179> same<00:21:48.500> thing<00:21:48.741> happened<00:21:49.223> when<00:21:49.383> mobile<00:21:49.624> devices<00:21:50.106> came<00:21:50.427> and<00:21:50.491> the<00:21:50.523> same<00:21:50.828> thing<00:21:51.069> happened<00:21:51.294> with<00:21:51.406> social<00:21:51.872> media<00:21:52.113> and<00:21:52.257> the<00:21:52.289> same<00:21:52.594> thing<00:21:52.819> happened<00:21:53.156> with<00:21:53.301> the<00:21:53.478> internet.

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And<00:21:54.666> so<00:21:55.083> as<00:21:55.260> a<00:21:55.324> professional,<00:21:56.127> as<00:21:56.287> a<00:21:56.304> CEO,<00:21:57.556> you<00:21:57.588> know,<00:21:57.749> it's<00:21:57.877> your<00:21:57.973> responsibility<00:21:58.776> to<00:21:58.921> get<00:21:59.081> out<00:21:59.242> in<00:21:59.322> front<00:21:59.579> of<00:21:59.611> that.

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Get<00:22:00.510> out<00:22:00.690> in<00:22:00.830> front<00:22:00.910> of<00:22:00.970> it<00:22:01.130> now.

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Because<00:22:02.310> if<00:22:02.450> you<00:22:02.530> wait<00:22:02.750> 2<00:22:02.890> years<00:22:03.130> and<00:22:03.230> try<00:22:03.410> to<00:22:03.490> get<00:22:03.550> out<00:22:03.730> in<00:22:03.930> front<00:22:04.010> of<00:22:04.090> it,<00:22:04.329> it'll<00:22:04.710> be<00:22:05.110> too<00:22:05.310> late.

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It's<00:22:05.770> moving<00:22:05.990> too<00:22:06.270> fast.

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Yeah.

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Yeah.

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That's<00:22:09.130> fair.

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What<00:22:09.871> was<00:22:10.130> the<00:22:10.290> market<00:22:10.510> like?

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Because<00:22:10.790> I<00:22:10.890> know<00:22:11.010> the<00:22:11.150> economy<00:22:11.650> at<00:22:11.970> the<00:22:11.990> beginning<00:22:12.250> of<00:22:12.410> the<00:22:12.590> year<00:22:12.770> was<00:22:12.930> a<00:22:13.050> little<00:22:13.210> shaky<00:22:13.710> in<00:22:14.130> some<00:22:14.410> industries,<00:22:14.790> actually<00:22:15.130> kind<00:22:15.290> of<00:22:15.330> good<00:22:15.610> in<00:22:15.730> some.

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It's<00:22:16.130> kind<00:22:16.550> of<00:22:16.630> like<00:22:16.730> this<00:22:16.890> weird<00:22:17.230> economy<00:22:17.690> where<00:22:17.910> we<00:22:18.030> were<00:22:18.270> like<00:22:18.350> kind<00:22:18.450> of<00:22:18.950> half<00:22:19.330> the<00:22:19.550> industries<00:22:19.990> were<00:22:20.210> in<00:22:20.330> a<00:22:20.390> recession,<00:22:20.850> half<00:22:21.110> of<00:22:21.250> them<00:22:21.430> weren't.

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It<00:22:22.170> was<00:22:22.190> just<00:22:22.370> an<00:22:22.550> interesting<00:22:22.930> year<00:22:23.670> and<00:22:24.210> a<00:22:24.450> lot<00:22:24.470> of<00:22:24.590> uncertainty<00:22:24.990> obviously<00:22:25.310> leading<00:22:25.510> up<00:22:25.690> to<00:22:25.790> the<00:22:25.890> election<00:22:26.170> in<00:22:26.350> the<00:22:26.370> United<00:22:26.530> States.

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But<00:22:27.110> there<00:22:27.210> was<00:22:27.410> elections<00:22:28.010> in<00:22:28.310> 20,<00:22:28.770> 25<00:22:29.110> other<00:22:29.350> countries<00:22:29.670> as<00:22:29.930> well.

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So<00:22:30.630> there's<00:22:30.780> some<00:22:30.846> uncertainty<00:22:31.313> around<00:22:31.580> that.

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How<00:22:33.910> did<00:22:34.074> it<00:22:34.304> look<00:22:34.484> at<00:22:34.566> the<00:22:34.648> beginning<00:22:35.074> and<00:22:35.156> how<00:22:35.369> were<00:22:35.779> you<00:22:35.877> forecasting<00:22:36.681> it<00:22:36.943> in<00:22:37.090> 2025?

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So<00:22:40.376> our<00:22:40.554> industry<00:22:41.024> has<00:22:41.121> been<00:22:41.283> around,<00:22:41.769> as<00:22:41.850> I<00:22:41.931> said,<00:22:42.174> for<00:22:42.271> a<00:22:42.400> long<00:22:42.643> time,<00:22:42.984> for<00:22:43.146> 30<00:22:43.453> or<00:22:43.858> 40<00:22:44.198> years.

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But<00:22:45.348> when<00:22:45.494> the<00:22:45.575> pandemic<00:22:46.207> came,<00:22:46.855> for<00:22:46.952> the<00:22:47.033> first<00:22:47.276> time<00:22:47.600> ever,<00:22:47.843> we<00:22:48.070> were<00:22:48.167> heroes.

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This<00:22:49.842> was—<00:22:52.156> we<00:22:52.253> were<00:22:52.397> heroes.

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I<00:22:53.120> mean,<00:22:53.297> it<00:22:53.361> was<00:22:53.458> hard<00:22:53.618> to<00:22:53.699> believe<00:22:54.100> that<00:22:54.277> instructional<00:22:54.759> designers<00:22:55.450> with<00:22:55.547> virtual<00:22:56.334> e-learning<00:22:56.896> training<00:22:57.555> would<00:22:57.700> be<00:22:57.796> heroes,<00:22:58.198> but<00:22:58.342> it<00:22:58.375> was<00:22:58.584> needed<00:22:58.841> by<00:22:59.164> everybody,<00:22:59.591> not<00:22:59.805> just<00:23:00.018> for<00:23:00.084> compliance,<00:23:00.314> but<00:23:00.412> to<00:23:00.478> get<00:23:00.544> through<00:23:03.924> the,<00:23:04.549> the<00:23:04.630> changes<00:23:05.030> that<00:23:05.191> were<00:23:05.271> happening<00:23:05.752> at<00:23:05.912> the<00:23:06.008> time.

00:23:06.569 --> 00:23:18.320
And<00:23:06.714> so<00:23:07.692> if<00:23:07.836> you<00:23:07.996> were<00:23:08.092> a<00:23:08.173> learning<00:23:08.974> tech<00:23:09.215> company<00:23:09.695> that<00:23:10.000> happened<00:23:10.321> to<00:23:10.481> enter<00:23:10.721> that<00:23:10.978> pandemic<00:23:11.924> and<00:23:12.260> didn't<00:23:13.126> exit<00:23:13.383> that<00:23:13.543> pandemic,<00:23:15.066> uh,<00:23:15.371> 2,<00:23:15.691> 3,<00:23:15.948> 5<00:23:16.268> times<00:23:16.573> the<00:23:16.669> size,<00:23:17.695> you<00:23:17.791> did<00:23:17.952> poorly.

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Uh,<00:23:19.138> everybody<00:23:19.715> was,<00:23:20.180> everybody<00:23:20.661> did<00:23:20.901> really<00:23:21.158> good.

00:23:21.462 --> 00:23:24.043
All<00:23:21.559> ships<00:23:21.943> rise<00:23:22.360> on<00:23:22.440> a,<00:23:23.082> on<00:23:23.242> a<00:23:23.466> high<00:23:23.723> tide.

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And<00:23:24.829> so<00:23:24.925> that's<00:23:25.085> what<00:23:25.230> happened.

00:23:25.871 --> 00:23:32.157
Uh,<00:23:25.903> so<00:23:26.111> that<00:23:26.208> was<00:23:26.368> the<00:23:26.448> heyday,<00:23:27.009> but<00:23:27.154> what<00:23:27.266> happened<00:23:27.650> is<00:23:29.318> After<00:23:29.639> all<00:23:29.751> those<00:23:29.847> systems<00:23:30.377> came<00:23:30.697> in,<00:23:31.162> it<00:23:31.243> became<00:23:31.579> more<00:23:31.820> measured.

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And<00:23:32.445> I<00:23:32.526> think<00:23:32.718> that's<00:23:32.927> where<00:23:33.023> we<00:23:33.263> are<00:23:33.360> at<00:23:33.440> the<00:23:33.648> end<00:23:33.744> of<00:23:33.809> the<00:23:33.905> year.

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There's<00:23:34.610> no<00:23:34.787> longer<00:23:35.092> hair<00:23:35.412> on<00:23:35.573> fire,<00:23:35.990> I<00:23:36.134> have<00:23:36.631> to<00:23:36.711> have<00:23:36.888> a<00:23:36.952> new<00:23:37.128> system<00:23:38.059> today.

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It's<00:23:39.358> now,<00:23:40.705> okay,<00:23:41.122> I<00:23:41.202> have<00:23:41.426> a<00:23:41.458> system<00:23:42.308> and<00:23:42.373> I'm<00:23:42.549> using<00:23:42.806> it<00:23:42.870> strategically<00:23:43.688> and<00:23:43.832> I<00:23:43.992> want<00:23:44.089> to<00:23:44.169> take<00:23:44.409> it<00:23:44.490> to<00:23:44.554> that.

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So<00:23:44.955> people<00:23:45.147> are<00:23:45.291> taking<00:23:45.612> just<00:23:45.789> a<00:23:45.917> more<00:23:46.157> measured,<00:23:46.735> structured,<00:23:47.922> uh,<00:23:48.274> scientific<00:23:48.996> approach<00:23:49.525> to,<00:23:50.247> uh,<00:23:50.744> to<00:23:51.530> switching<00:23:51.947> systems,<00:23:52.508> to<00:23:52.669> upgrading<00:23:53.150> systems.

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And<00:23:54.272> so<00:23:54.593> I<00:23:54.738> think<00:23:55.058> overall<00:23:55.620> what<00:23:55.780> that's<00:23:56.518> done<00:23:56.743> is<00:23:56.839> it<00:23:56.984> made<00:23:57.385> some<00:23:57.721> vendors<00:23:59.005> pause,<00:24:00.208> that<00:24:00.449> things<00:24:00.834> aren't<00:24:01.074> as<00:24:01.170> great.

00:24:02.037 --> 00:24:04.700
And,<00:24:02.678> but<00:24:02.839> from<00:24:02.919> my<00:24:03.176> perspective,<00:24:03.817> I<00:24:03.898> think<00:24:04.138> they're<00:24:04.379> great.

00:24:04.844 --> 00:24:08.582
What's<00:24:05.021> different<00:24:05.422> is<00:24:05.662> that<00:24:06.544> you<00:24:06.625> have<00:24:06.865> to<00:24:07.026> earn<00:24:07.908> your<00:24:07.988> sale<00:24:08.373> again.

00:24:08.855 --> 00:24:12.384
So<00:24:09.047> there's<00:24:09.272> a<00:24:09.288> lot<00:24:09.592> more<00:24:10.780> intensity<00:24:11.357> in<00:24:11.437> the<00:24:11.501> sales<00:24:11.902> process.

00:24:12.480 --> 00:24:15.464
There's<00:24:12.721> a<00:24:12.737> lot<00:24:12.881> more<00:24:13.041> intensity<00:24:13.683> in<00:24:13.828> customer<00:24:14.710> satisfaction.

00:24:15.512 --> 00:24:20.485
There's<00:24:15.672> a<00:24:15.688> lot<00:24:15.929> more<00:24:16.089> intensity<00:24:16.651> of<00:24:16.795> wrapping<00:24:17.132> services<00:24:17.774> around<00:24:18.175> the<00:24:18.255> software<00:24:18.720> solution<00:24:19.298> to<00:24:19.442> add<00:24:19.763> more<00:24:19.939> value.

00:24:20.902 --> 00:24:27.724
And<00:24:21.047> so<00:24:21.544> I<00:24:21.624> think<00:24:22.026> by<00:24:22.828> the<00:24:22.908> market<00:24:23.551> pulling<00:24:23.872> back<00:24:24.176> just<00:24:24.369> a<00:24:24.498> little<00:24:24.754> bit<00:24:24.979> has<00:24:25.236> caused<00:24:25.814> the<00:24:25.958> best<00:24:26.135> solutions<00:24:26.680> to<00:24:26.761> become<00:24:27.098> a<00:24:27.114> lot<00:24:27.403> better.

00:24:28.847 --> 00:24:36.134
The<00:24:28.928> best<00:24:29.152> solutions<00:24:29.634> though<00:24:29.810> aren't<00:24:30.035> struggling<00:24:30.677> for<00:24:30.773> sure,<00:24:31.335> but<00:24:31.576> the<00:24:31.672> market<00:24:31.961> can't<00:24:32.154> support<00:24:32.507> 1,000<00:24:33.021> at<00:24:33.165> all<00:24:33.261> times,<00:24:33.663> especially,<00:24:35.027> well,<00:24:35.155> it<00:24:35.187> can't<00:24:35.412> support<00:24:35.589> 1,000.

00:24:36.183 --> 00:24:39.088
So<00:24:36.391> there's<00:24:36.552> going<00:24:36.648> to<00:24:36.712> be<00:24:36.792> winners<00:24:37.113> and<00:24:37.194> losers<00:24:37.659> like<00:24:38.317> there<00:24:38.414> is<00:24:38.558> in<00:24:38.654> every<00:24:38.815> market.

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Yeah,<00:24:39.906> exactly.

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Finally,<00:24:41.929> we<00:24:42.089> end<00:24:42.234> every<00:24:42.731> interview<00:24:43.052> with<00:24:43.149> the<00:24:43.229> same<00:24:43.518> question,<00:24:44.096> and<00:24:44.176> that<00:24:44.401> is<00:24:44.513> at<00:24:44.593> CEO.com,<00:24:45.460> we<00:24:45.620> believe<00:24:45.861> the<00:24:45.941> chances<00:24:46.407> one<00:24:46.664> gives<00:24:47.145> is<00:24:47.226> just<00:24:47.354> as<00:24:47.466> important<00:24:47.787> as<00:24:47.932> the<00:24:48.028> chances<00:24:48.413> one<00:24:48.574> takes.

00:24:49.399 --> 00:24:52.214
When<00:24:49.482> you<00:24:49.729> hear<00:24:49.976> that,<00:24:50.288> who<00:24:50.453> gave<00:24:50.634> you<00:24:50.782> a<00:24:50.799> chance<00:24:51.128> to<00:24:51.276> get<00:24:51.375> you<00:24:51.474> to<00:24:51.605> where<00:24:51.770> you<00:24:51.934> are<00:24:52.033> today?

00:24:56.525 --> 00:25:00.946
So,<00:24:57.009> uh,<00:24:57.735> you<00:24:57.767> know,<00:24:57.832> I'm<00:24:58.074> a—<00:24:58.881> I<00:24:58.961> put<00:24:59.123> my—<00:24:59.688> I<00:24:59.833> joined<00:25:00.010> the<00:25:00.236> Army<00:25:00.495> at<00:25:00.575> 18.

00:25:01.076 --> 00:25:03.093
I<00:25:01.140> put<00:25:01.366> myself<00:25:01.818> through<00:25:02.173> GI<00:25:02.512> Bill<00:25:02.738> college.

00:25:03.141 --> 00:25:09.528
You<00:25:03.222> know,<00:25:03.319> I<00:25:03.399> always<00:25:04.448> look<00:25:04.610> at<00:25:04.820> myself<00:25:05.237> as,<00:25:05.559> uh,<00:25:06.684> I<00:25:07.246> pull<00:25:07.359> myself<00:25:07.809> up<00:25:07.905> by<00:25:08.066> the<00:25:08.210> bootstraps<00:25:08.789> and<00:25:08.869> made<00:25:09.094> it<00:25:09.175> happen.

00:25:09.994 --> 00:25:14.346
And,<00:25:10.460> uh,<00:25:12.469> and<00:25:12.630> for<00:25:12.790> a<00:25:12.806> lot<00:25:13.047> of<00:25:13.128> it,<00:25:13.433> I<00:25:13.546> think<00:25:13.755> it<00:25:13.835> was<00:25:14.013> that<00:25:14.263> way.

00:25:14.845 --> 00:25:17.911
Um,<00:25:15.261> I,<00:25:15.827> I<00:25:15.994> always<00:25:16.244> felt<00:25:16.377> like<00:25:16.493> I<00:25:16.510> didn't<00:25:16.760> necessarily<00:25:17.350> get<00:25:17.526> handed.

00:25:19.228 --> 00:25:31.813
But<00:25:20.255> at<00:25:20.913> one<00:25:21.138> time<00:25:21.860> I<00:25:22.663> finished<00:25:22.920> my<00:25:23.305> undergraduate<00:25:23.947> and<00:25:24.606> I<00:25:24.670> had<00:25:25.071> okay<00:25:25.408> grades<00:25:26.355> and<00:25:26.917> I<00:25:27.078> wanted<00:25:27.254> to<00:25:27.335> get<00:25:27.399> into<00:25:27.575> this<00:25:27.736> graduate<00:25:28.217> program<00:25:28.795> of<00:25:29.100> instructional<00:25:29.662> technology,<00:25:30.625> which<00:25:30.850> changed<00:25:31.187> my<00:25:31.332> whole<00:25:31.428> life.

00:25:32.616 --> 00:25:37.881
And<00:25:32.777> I<00:25:32.793> got<00:25:33.033> into<00:25:33.258> the<00:25:33.419> program,<00:25:35.201> but<00:25:35.843> what<00:25:36.003> I<00:25:36.100> needed<00:25:36.549> was<00:25:36.726> a<00:25:36.790> graduate<00:25:37.223> assistantship.

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And<00:25:38.989> if<00:25:39.214> I<00:25:39.358> got<00:25:39.551> a<00:25:39.615> graduate<00:25:40.016> assistantship,<00:25:40.996> I<00:25:41.140> could<00:25:42.168> stay<00:25:42.344> in<00:25:42.424> the<00:25:42.505> program.

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If<00:25:43.163> I<00:25:43.307> didn't,<00:25:43.612> I<00:25:43.628> had<00:25:43.773> to<00:25:43.805> get<00:25:43.949> a<00:25:44.030> real<00:25:44.190> job.

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And<00:25:46.050> so<00:25:46.579> I<00:25:46.996> sat<00:25:47.317> in<00:25:47.397> that<00:25:47.638> interview<00:25:47.958> with<00:25:48.102> the<00:25:48.199> director<00:25:48.599> of<00:25:48.680> the<00:25:48.760> program,<00:25:49.305> Dr.<00:25:49.706> Hank<00:25:50.026> Bailey,<00:25:50.363> at<00:25:50.507> the<00:25:50.603> time.

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And<00:25:52.431> I<00:25:53.088> basically<00:25:54.611> told<00:25:54.820> him<00:25:54.996> all<00:25:55.108> that<00:25:55.413> and<00:25:55.717> told<00:25:55.878> him<00:25:55.974> what<00:25:56.118> a<00:25:56.198> go-getter<00:25:56.679> I<00:25:56.759> was.

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And<00:25:58.523> if<00:25:58.763> he<00:25:58.860> gave<00:25:59.036> me<00:25:59.276> a<00:25:59.341> chance<00:25:59.886> with<00:25:59.982> that<00:26:00.142> graduate<00:26:00.543> assistantship,<00:26:01.264> I'd<00:26:01.425> get<00:26:01.585> a<00:26:01.649> 4.0.

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And<00:26:03.413> he<00:26:03.509> said,<00:26:03.701> I'll<00:26:03.829> think<00:26:04.006> about<00:26:04.310> it.

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And<00:26:04.952> he<00:26:05.096> came<00:26:05.352> back<00:26:05.689> and<00:26:05.833> gave<00:26:06.058> it<00:26:06.138> to<00:26:06.250> me<00:26:06.475> and<00:26:06.539> I<00:26:06.635> got<00:26:06.811> a<00:26:06.859> 4.0<00:26:07.436> and<00:26:08.318> 30<00:26:08.543> years<00:26:08.703> has<00:26:08.863> gone<00:26:09.040> by.

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So<00:26:11.108> I<00:26:11.188> think<00:26:11.380> that<00:26:11.508> was<00:26:11.685> the<00:26:11.765> biggest<00:26:12.150> leg<00:26:12.390> up<00:26:12.486> that<00:26:12.647> I<00:26:12.663> had<00:26:12.807> gotten<00:26:13.512> in<00:26:13.609> my<00:26:13.753> life<00:26:14.314> at<00:26:14.410> that<00:26:14.570> point..

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And<00:26:15.780> quite<00:26:16.020> frankly,<00:26:16.480> it<00:26:16.481> changed<00:26:16.660> everything.

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I<00:26:17.261> mean,<00:26:17.360> I<00:26:17.580> was<00:26:17.581> so<00:26:17.780> lucky<00:26:17.980> to<00:26:18.140> fall<00:26:18.360> into<00:26:18.560> that<00:26:18.760> program<00:26:19.240> and,<00:26:20.260> um,<00:26:20.280> because<00:26:20.360> of<00:26:20.560> that<00:26:20.660> program,<00:26:21.180> I'm<00:26:21.640> gainfully<00:26:21.960> employed<00:26:22.300> today.

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So,<00:26:22.980> uh,<00:26:23.860> that<00:26:23.940> was<00:26:24.100> a<00:26:24.360> big<00:26:24.460> bunch<00:26:24.740> of<00:26:24.920> taking<00:26:25.200> in,<00:26:25.480> uh,<00:26:25.960> in<00:26:26.100> my<00:26:26.240> life.

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That's<00:26:27.620> incredible.

00:26:28.120 --> 00:26:30.050
John,<00:26:28.360> thank<00:26:28.560> you<00:26:28.660> so<00:26:28.840> much<00:26:28.980> for<00:26:29.120> coming<00:26:29.340> on<00:26:29.480> the<00:26:29.600> show.

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Congratulations<00:26:30.600> on<00:26:30.820> everything.

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Hi,<00:26:31.780> tell<00:26:31.980> everybody<00:26:32.300> how<00:26:32.520> to,<00:26:32.840> how<00:26:32.841> they<00:26:33.040> read<00:26:33.480> your<00:26:33.640> stuff<00:26:34.100> and<00:26:34.440> your<00:26:34.820> podcast<00:26:35.260> and<00:26:35.440> things<00:26:35.620> like<00:26:35.820> that.

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I<00:26:36.040> wanna<00:26:36.120> make<00:26:36.320> sure<00:26:36.440> that<00:26:36.540> we<00:26:36.620> get<00:26:36.800> that<00:26:36.980> information<00:26:37.380> out<00:26:37.640> there<00:26:37.780> as<00:26:37.820> well.

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Easiest<00:26:38.101> thing<00:26:38.280> to<00:26:38.460> do<00:26:38.540> is<00:26:38.660> just<00:26:38.820> go<00:26:38.940> to<00:26:39.040> our<00:26:39.180> website,<00:26:39.980> talentedlearning.com,<00:26:41.560> and<00:26:41.800> everything<00:26:42.340> is<00:26:42.560> there.

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The<00:26:42.920> different<00:26:43.160> podcasts,<00:26:43.940> the<00:26:44.120> blog.

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All<00:26:44.955> of<00:26:45.036> our<00:26:45.197> resources<00:26:45.926> for<00:26:46.168> learning<00:26:46.411> system<00:26:46.799> buyers.

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Uh,<00:26:47.803> most<00:26:48.126> of<00:26:48.207> it's<00:26:48.418> free,<00:26:48.757> 90%<00:26:49.227> of<00:26:49.388> it's<00:26:49.550> free<00:26:49.793> on<00:26:49.971> there,<00:26:50.133> and<00:26:50.602> you<00:26:50.699> can<00:26:51.411> use<00:26:51.573> it<00:26:51.670> to<00:26:51.751> your<00:26:51.897> heart's<00:26:52.156> delight.

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And,<00:26:52.965> uh,<00:26:53.126> I<00:26:53.207> hope<00:26:53.434> that<00:26:53.531> you<00:26:53.580> do.

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Awesome.

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Thanks,<00:26:55.328> John.

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Really<00:26:55.965> appreciate<00:26:56.324> it,<00:26:56.390> man.

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Thanks,<00:26:57.125> Clint.

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Thanks<00:26:57.926> for<00:26:58.024> having<00:26:58.187> me.

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It's<00:26:58.350> great<00:26:58.514> to<00:26:58.579> be<00:26:58.693> here.

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Hey!