#239: The AI Bill Nobody Can Budget For | Broward County, NC Courts & Dell Technologies

Public sector technology leaders are facing unprecedented pressure to adopt artificial intelligence, but the financial reality of doing so is far more complex than the hype suggests. In this episode, Domenic DiLullo, CIO of Broward County, Glenn Mack, CTO of the North Carolina Administrative Office of the Courts, and Jon Minshew, Chief Strategist at Dell Technologies, dive deep into the unpredictable costs of AI tokenization and consumption-based pricing models.

The conversation moves past the excitement of generative AI to address the practical challenges of budgeting for unpredictable invoices. The guests discuss the necessity of establishing strong data foundations, the risks of gypsy cab pricing models, and how public sector agencies can strategically target AI implementation rather than buying blanket licenses for entire organizations.

Additionally, the panel explores the critical need for modernized technology procurement processes and the ongoing struggle to recruit and retain specialized IT talent in government. They emphasize the importance of vendor partnerships where industry leaders have skin in the game to help stabilize costs and ensure long-term project sustainability.

Key takeaways

• Unpredictable tokenization and consumption-based pricing models make budgeting for generative AI extremely difficult for public sector agencies
• A strong foundational data catalog and proper classification are critical prerequisites before successfully deploying AI tools
• Public sector CIOs must target AI licenses strategically to specific use cases rather than purchasing blanket enterprise-wide access
• Modernizing government IT requires updating outdated procurement codes and civil service job descriptions to match the speed of technological change
• Successful vendor relationships in the AI era require partners to have skin in the game and assist with long-term talent enablement

Highlights

• 3:38 — Overview of the North Carolina court system's digital footprint
• 8:43 — The reality of AI readiness and policy gaps in courts
• 15:00 — The challenge of budgeting for unpredictable token costs
• 18:54 — Comparing consumption-based AI billing to a gypsy cab ride
• 31:19 — Addressing the specialized IT skillset gap in government
• 36:36 — The difference between buying technology and being able to afford its maintenance

00:00:00 Introduction and Guest Backgrounds
00:03:38 North Carolina Courts Technology Overview
00:05:05 Broward County IT Landscape and AI
00:08:43 Assessing AI Readiness in Public Sector
00:11:50 Legislative Pressure to Adopt AI Solutions
00:15:00 The Budgetary Challenge of Token Economics
00:21:55 Data Retention and Public Records Policies
00:28:24 Outcome-First Workshops and Strategic Advising
00:31:19 Addressing the Public Sector Skillset Gap
00:36:36 Modernizing Court Systems and Digital Counties
00:43:34 Reforming Technology Acquisition and Procurement

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As<00:03:05.920> everyone<00:03:06.280> on<00:03:06.360> this<00:03:06.519> call<00:03:06.760> knows,<00:03:07.560> it's<00:03:07.760> amazing<00:03:08.360> when<00:03:08.560> you<00:03:08.800> transfer<00:03:09.440> from<00:03:10.000> 24/7,<00:03:11.680> dozens<00:03:12.200> and<00:03:12.320> hundreds<00:03:12.680> of<00:03:12.840> emails<00:03:13.720> to<00:03:14.160> a

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normal<00:03:15.160> corporate<00:03:16.360> life<00:03:16.760> where<00:03:16.880> you're<00:03:17.040> not<00:03:17.280> 24/7<00:03:18.519> and<00:03:18.640> you're<00:03:18.760> not<00:03:19.200> answering<00:03:19.560> 400<00:03:19.959> emails<00:03:20.280> a<00:03:20.360> day<00:03:21.040> and<00:03:21.160> you're<00:03:21.239> not<00:03:21.400> getting<00:03:21.640> called<00:03:21.880> on<00:03:21.959> the<00:03:22.040> weekends.

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It's<00:03:22.840> really<00:03:23.280> awesome.<00:03:23.959> That<00:03:24.080> sounds<00:03:24.320> great.

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I<00:03:24.640> actually<00:03:24.880> can't<00:03:25.040> empathize.<00:03:25.560> As<00:03:25.600> a<00:03:25.640> small<00:03:25.880> business<00:03:26.160> owner,<00:03:26.360> I<00:03:26.680> don't<00:03:27.360> I<00:03:27.400> don't<00:03:27.560> even<00:03:27.680> know<00:03:27.760> what<00:03:27.840> that<00:03:28.040> I<00:03:28.120> don't<00:03:28.239> even<00:03:28.360> know<00:03:28.440> what<00:03:28.519> that's<00:03:28.720> like.

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But,<00:03:29.600> for<00:03:29.840> our<00:03:29.920> audience,<00:03:30.280> it's<00:03:30.400> like,<00:03:30.640> "All<00:03:30.720> right.<00:03:30.920> Hey,<00:03:31.040> Joe,<00:03:31.239> we<00:03:31.320> got<00:03:31.400> to<00:03:31.480> get<00:03:31.560> this<00:03:31.720> going."

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Glenn,<00:03:32.600> so<00:03:32.840> for<00:03:33.000> those<00:03:33.200> who<00:03:33.519> don't<00:03:33.760> know<00:03:33.880> the<00:03:34.000> landscape,<00:03:34.840> give<00:03:35.000> us<00:03:35.080> a<00:03:35.120> 30,000<00:03:35.720> ft<00:03:35.880> overview<00:03:36.840> in<00:03:36.959> North<00:03:37.160> Carolina<00:03:37.560> in<00:03:37.600> the<00:03:37.680> courts.

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Yeah,<00:03:38.560> sure.<00:03:39.000> We<00:03:39.160> have<00:03:39.320> 100<00:03:39.720> counties.<00:03:40.640> Each<00:03:40.880> county<00:03:41.280> has<00:03:41.560> at<00:03:41.680> least<00:03:41.959> one<00:03:42.160> courthouse.

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105,<00:03:44.200> I<00:03:44.280> believe,<00:03:44.720> to<00:03:44.840> be<00:03:45.160> exact.

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And<00:03:46.720> what<00:03:46.920> my<00:03:47.200> agency<00:03:47.720> does<00:03:48.120> is<00:03:48.320> oversees<00:03:49.519> all<00:03:49.760> of<00:03:49.840> the<00:03:50.000> technical<00:03:50.720> areas<00:03:51.239> and<00:03:51.360> administrative<00:03:52.120> functions<00:03:53.120> for<00:03:53.360> all<00:03:53.560> of<00:03:53.680> the<00:03:54.200> courthouses

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and<00:03:55.000> court<00:03:55.240> system<00:03:55.640> for<00:03:55.760> North<00:03:56.040> Carolina.<00:03:57.000> So,<00:03:57.360> it's<00:03:57.560> a<00:03:57.600> pretty<00:03:57.920> broad<00:03:58.800> stretch<00:03:59.320> from<00:03:59.520> Murphy<00:03:59.840> to<00:03:59.960> Manteo.

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For<00:04:00.840> those<00:04:01.080> of<00:04:01.240> you<00:04:01.440> that<00:04:01.680> aren't<00:04:01.920> familiar<00:04:02.240> with<00:04:02.320> geography,<00:04:02.880> that's<00:04:03.120> from<00:04:03.320> the<00:04:03.400> mountains<00:04:04.280> to<00:04:04.400> the<00:04:04.520> coast.

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And<00:04:05.520> it's<00:04:05.680> just<00:04:05.920> an<00:04:06.040> exciting<00:04:06.600> time<00:04:06.959> for<00:04:07.120> me.

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I'm<00:04:08.040> recently<00:04:08.560> in<00:04:08.680> this<00:04:08.920> role<00:04:09.280> less<00:04:09.480> than<00:04:09.680> a<00:04:09.760> year.

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Oh,<00:04:10.720> congratulations.<00:04:11.680> I<00:04:11.720> spent<00:04:12.160> the<00:04:12.240> last<00:04:12.640> 17<00:04:13.320> years<00:04:13.800> with<00:04:14.120> public<00:04:14.480> safety<00:04:14.920> and<00:04:15.040> adult<00:04:15.360> correction.

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And<00:04:16.400> so,<00:04:16.560> what<00:04:16.680> I<00:04:16.760> like<00:04:17.000> to<00:04:17.079> share<00:04:17.320> with<00:04:17.519> folks<00:04:17.880> is<00:04:18.200> I<00:04:18.280> know<00:04:18.480> what<00:04:18.600> happens<00:04:19.040> before<00:04:19.400> you<00:04:19.519> go<00:04:19.680> to<00:04:19.799> court,<00:04:20.400> and<00:04:20.560> I<00:04:20.640> know<00:04:20.799> what<00:04:20.959> happens<00:04:21.320> after<00:04:21.600> you<00:04:21.720> go<00:04:21.880> to<00:04:22.000> court.

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So,<00:04:22.480> it's<00:04:23.200> a<00:04:23.240> seamless<00:04:23.760> transition<00:04:24.440> for<00:04:24.600> me<00:04:25.320> to<00:04:25.440> move<00:04:25.720> into<00:04:26.640> courts.

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And<00:04:27.640> it's<00:04:27.760> just<00:04:27.960> been<00:04:28.120> a<00:04:28.200> phenomenal<00:04:28.880> experience<00:04:29.520> thus<00:04:29.760> far.

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A<00:04:30.200> really<00:04:30.960> strong<00:04:31.480> group<00:04:32.160> of<00:04:32.320> folks<00:04:32.840> that<00:04:33.080> work<00:04:33.320> there,<00:04:33.680> not<00:04:33.919> only<00:04:34.640> that<00:04:34.840> I<00:04:34.960> oversee,<00:04:35.520> but<00:04:35.680> just<00:04:35.919> my<00:04:36.080> peers.

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And<00:04:37.440> just<00:04:37.680> an<00:04:37.800> exciting<00:04:38.360> time<00:04:38.680> for<00:04:38.800> North<00:04:39.080> Carolina<00:04:39.960> as<00:04:40.160> we've<00:04:40.360> implemented<00:04:41.080> our<00:04:41.680> Odyssey<00:04:42.240> eCourt<00:04:42.560> solution,<00:04:43.440> which<00:04:43.680> allows<00:04:44.160> for<00:04:44.840> We've<00:04:45.080> basically

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digitized<00:04:46.760> the<00:04:46.919> court<00:04:47.160> system.

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And<00:04:48.040> so,<00:04:48.320> we're<00:04:48.440> just<00:04:48.680> excited<00:04:49.240> about<00:04:50.040> the<00:04:50.080> future<00:04:50.480> of<00:04:50.720> the<00:04:50.880> court<00:04:51.120> system<00:04:51.480> in<00:04:51.600> North<00:04:51.840> Carolina,<00:04:52.680> and<00:04:53.000> go<00:04:53.160> from<00:04:53.320> there.

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See<00:04:53.800> what<00:04:53.960> things<00:04:54.320> I<00:04:54.400> can<00:04:54.640> add<00:04:54.919> to<00:04:55.040> the<00:04:55.160> mix<00:04:55.440> to<00:04:55.520> make<00:04:55.720> it<00:04:55.840> even<00:04:56.040> better.

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I<00:04:56.720> love<00:04:56.880> that.<00:04:57.000> We're<00:04:57.080> going<00:04:57.200> to<00:04:57.280> go<00:04:57.760> There<00:04:57.919> you<00:04:57.960> go,<00:04:58.080> Dom.<00:04:58.600> I<00:04:58.680> love<00:04:58.840> that.

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We're<00:04:59.200> going<00:04:59.320> to<00:04:59.400> go<00:05:00.240> We're<00:05:00.360> going<00:05:00.480> to<00:05:00.520> come<00:05:00.640> back<00:05:00.880> to<00:05:00.960> you<00:05:01.040> in<00:05:01.080> a<00:05:01.120> second.

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I<00:05:01.480> just<00:05:01.600> want<00:05:01.720> to<00:05:01.800> give<00:05:02.040> Dom<00:05:02.480> the<00:05:02.600> opportunity<00:05:03.200> to<00:05:03.320> kind<00:05:03.440> of<00:05:03.520> lay<00:05:03.720> the<00:05:03.840> 30,000-ft<00:05:04.600> overview<00:05:04.960> in<00:05:05.080> Broward.

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Yeah,<00:05:06.240> so<00:05:06.760> first<00:05:07.040> congrats,<00:05:07.400> Glenn,<00:05:07.760> on<00:05:07.880> transition.

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It's<00:05:08.680> It's<00:05:08.800> a<00:05:08.880> great<00:05:09.120> opportunity<00:05:09.560> for<00:05:09.720> you.<00:05:09.840> It's<00:05:09.960> almost<00:05:10.240> like<00:05:10.400> a<00:05:10.440> seamless<00:05:11.280> moving<00:05:11.640> over<00:05:11.840> for<00:05:11.960> you.

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So,<00:05:12.240> you're<00:05:12.360> going<00:05:12.640> from<00:05:12.840> one<00:05:13.040> house<00:05:13.320> to<00:05:13.400> the<00:05:13.520> next,<00:05:13.880> and<00:05:13.960> you're<00:05:14.040> just<00:05:14.200> continuing<00:05:14.600> to<00:05:14.680> building<00:05:15.000> out<00:05:15.120> the<00:05:15.200> foundation.

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Here<00:05:16.320> in<00:05:16.400> Broward<00:05:16.720> County,<00:05:17.080> we<00:05:17.200> have<00:05:17.360> 31<00:05:17.680> cities<00:05:18.040> in<00:05:18.160> Broward.

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We<00:05:18.840> have<00:05:19.080> 67<00:05:20.000> to<00:05:20.160> 70<00:05:20.600> lines<00:05:20.880> of<00:05:20.960> businesses.

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The<00:05:21.960> Clerk<00:05:22.120> of<00:05:22.200> the<00:05:22.280> Courts<00:05:22.680> first<00:05:22.919> is<00:05:23.040> a<00:05:23.080> constitutional.<00:05:23.960> So,<00:05:24.120> my<00:05:24.360> role<00:05:24.640> as<00:05:24.760> the<00:05:24.840> CIO<00:05:25.200> for<00:05:25.280> the<00:05:25.400> county<00:05:25.880> is<00:05:26.040> to<00:05:26.200> oversee<00:05:27.240> cyber,<00:05:27.800> applications,<00:05:28.880> policy,<00:05:30.000> artificial

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intelligence,<00:05:31.480> infrastructure,<00:05:32.520> endpoint<00:05:33.000> security,<00:05:33.640> the<00:05:33.760> usual<00:05:34.080> things<00:05:34.320> we<00:05:34.480> do<00:05:34.680> on<00:05:34.800> the<00:05:34.880> front<00:05:35.160> and<00:05:35.240> back<00:05:35.640> end.

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And<00:05:36.520> collaboration<00:05:37.360> with<00:05:37.560> across<00:05:38.000> of<00:05:38.080> our<00:05:38.200> 14<00:05:38.560> IT<00:05:38.760> managers<00:05:39.080> across<00:05:39.400> all<00:05:39.480> of<00:05:39.560> our<00:05:39.680> lines<00:05:39.919> of<00:05:40.000> businesses.

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So,<00:05:40.800> our<00:05:41.120> port,<00:05:41.680> our<00:05:41.800> aviation,<00:05:42.680> our<00:05:42.880> water,<00:05:43.640> our<00:05:43.919> enterprise<00:05:44.720> capability<00:05:45.240> pieces,<00:05:46.120> our<00:05:46.280> constitutionals,<00:05:47.160> our<00:05:47.280> Clerk<00:05:47.440> of<00:05:47.520> the<00:05:47.640> Courts,<00:05:48.080> the<00:05:48.160> Sheriff's<00:05:48.640> Offices,

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the<00:05:49.200> Secretary<00:05:49.600> of<00:05:49.680> the<00:05:49.760> Law<00:05:50.720> but<00:05:50.840> there's<00:05:51.000> a<00:05:51.040> lot<00:05:51.280> of<00:05:51.360> collaboration<00:05:52.240> and<00:05:52.360> a<00:05:52.400> lot<00:05:52.640> of<00:05:52.760> communication<00:05:53.560> and<00:05:53.760> building<00:05:54.160> of<00:05:54.280> synergies<00:05:54.720> of<00:05:54.800> technologies.

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And<00:05:56.080> it's<00:05:56.200> been<00:05:56.320> a<00:05:56.400> good<00:05:56.680> 2-year<00:05:57.080> journey,<00:05:57.560> so<00:05:57.920> we've<00:05:58.120> been<00:05:58.480> heavily<00:05:58.880> investing<00:05:59.400> in<00:05:59.600> AI<00:06:00.520> in<00:06:00.640> terms<00:06:00.960> of<00:06:01.080> what<00:06:01.200> we<00:06:01.280> can<00:06:01.440> do<00:06:01.840> in<00:06:02.040> terms<00:06:02.280> of<00:06:02.360> capabilities,<00:06:03.520> part<00:06:03.720> of<00:06:03.760> automation.

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I'm<00:06:05.000> very<00:06:05.280> happy<00:06:05.640> we<00:06:05.800> have<00:06:06.000> a<00:06:06.080> full<00:06:06.520> authorized<00:06:07.080> cap<00:06:07.400> policy.

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We<00:06:08.520> have<00:06:08.640> a<00:06:08.720> full<00:06:09.040> authorized<00:06:09.720> governance<00:06:10.160> strategy<00:06:10.640> with<00:06:10.800> an<00:06:10.880> intake<00:06:11.280> process.

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So<00:06:12.560> as<00:06:12.760> we're<00:06:12.960> learning<00:06:13.400> and<00:06:13.560> culturally<00:06:14.120> learning<00:06:14.520> how<00:06:14.640> to<00:06:14.760> use<00:06:15.080> these<00:06:15.240> tool<00:06:15.520> sets,<00:06:16.280> it's<00:06:16.520> very<00:06:16.760> different<00:06:17.160> from<00:06:17.280> the<00:06:17.400> private<00:06:17.720> sector<00:06:18.160> we<00:06:18.400> have<00:06:18.760> scale<00:06:19.200> and<00:06:19.360> speed.

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And<00:06:20.320> I've<00:06:20.480> been<00:06:20.600> in<00:06:20.720> both<00:06:20.960> sides<00:06:21.240> of<00:06:21.320> the<00:06:21.400> equation,<00:06:21.919> so<00:06:22.320> I<00:06:22.480> you<00:06:22.600> got<00:06:22.720> to<00:06:22.800> figure<00:06:23.040> out<00:06:23.160> where<00:06:23.320> you<00:06:23.480> pick<00:06:23.680> your<00:06:23.800> battles<00:06:24.080> in<00:06:24.160> terms<00:06:24.440> of<00:06:24.600> what's<00:06:24.800> the<00:06:24.919> need<00:06:25.360> versus<00:06:25.680> the<00:06:25.800> want.

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Ask<00:06:26.919> the<00:06:27.040> question,<00:06:27.720> it's<00:06:27.880> a<00:06:27.919> lot<00:06:28.280> of<00:06:28.520> communications,<00:06:29.400> bring<00:06:29.640> the<00:06:29.760> group<00:06:30.040> along,<00:06:30.960> a<00:06:31.000> lot<00:06:31.160> of<00:06:31.240> consultation,<00:06:32.600> but<00:06:32.720> it's<00:06:32.840> been<00:06:32.960> a<00:06:33.040> fun<00:06:33.280> 2<00:06:33.520> years<00:06:33.960> and<00:06:34.080> we've<00:06:34.200> got<00:06:34.480> a<00:06:34.560> significant

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challenge<00:06:35.520> ahead<00:06:36.040> with<00:06:36.280> some<00:06:36.480> of<00:06:36.560> the<00:06:36.640> property<00:06:37.000> taxes<00:06:37.440> coming<00:06:37.680> up<00:06:37.800> on<00:06:37.919> the<00:06:38.000> ballot.

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I'm<00:06:38.880> excited<00:06:39.320> for<00:06:39.520> it<00:06:39.600> because<00:06:39.800> I<00:06:39.840> still<00:06:40.040> think<00:06:40.280> automation<00:06:40.880> is<00:06:41.000> the<00:06:41.120> key<00:06:41.280> to<00:06:41.440> everything.

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Technology<00:06:42.520> drives<00:06:43.280> all<00:06:43.400> these<00:06:43.560> innovations.

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We<00:06:44.320> hope<00:06:44.560> to<00:06:44.640> be<00:06:44.960> chance<00:06:45.200> to<00:06:45.360> partner<00:06:45.919> and<00:06:46.000> provide<00:06:46.400> solutions<00:06:47.000> and<00:06:47.120> scalability<00:06:48.160> to<00:06:48.280> whatever<00:06:48.520> the<00:06:48.640> voters<00:06:49.000> put<00:06:49.200> out<00:06:49.480> in<00:06:49.600> November.

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So<00:06:50.320> that's<00:06:50.560> kind<00:06:50.760> of<00:06:50.840> high-level<00:06:51.240> view,<00:06:51.880> but<00:06:52.000> my<00:06:52.160> day<00:06:52.400> is<00:06:52.560> a<00:06:52.640> mix<00:06:52.919> of<00:06:53.040> collaboration,<00:06:53.840> strategic<00:06:54.960> coach.

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I<00:06:55.800> have<00:06:55.960> 155<00:06:56.600> people<00:06:56.800> that<00:06:56.919> work<00:06:57.160> for<00:06:57.280> me,<00:06:57.880> but<00:06:58.000> every<00:06:58.160> day<00:06:58.480> it's<00:06:58.680> a<00:06:58.760> new<00:06:58.960> challenge<00:06:59.480> and<00:07:00.000> I'm<00:07:00.120> just<00:07:00.280> happy<00:07:00.520> to<00:07:00.640> be<00:07:00.840> in<00:07:00.960> the<00:07:01.040> role<00:07:01.200> that<00:07:01.360> I<00:07:01.440> am.

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And<00:07:01.919> then<00:07:02.040> last<00:07:02.240> thing<00:07:02.400> I'll<00:07:02.520> close<00:07:02.800> Joe,<00:07:03.000> I<00:07:03.080> still<00:07:03.320> think<00:07:03.560> that<00:07:03.680> I<00:07:03.720> shared<00:07:03.919> with<00:07:04.080> you,<00:07:04.640> it<00:07:04.760> is<00:07:04.880> a<00:07:04.960> great<00:07:05.320> time<00:07:05.520> to<00:07:05.640> be<00:07:05.840> a<00:07:05.919> CIO.

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You<00:07:07.040> couldn't<00:07:07.440> ask<00:07:07.800> for<00:07:07.960> more<00:07:08.200> capabilities,<00:07:09.200> opportunities,<00:07:10.000> platforms,<00:07:10.840> software,<00:07:11.840> but<00:07:12.040> with<00:07:12.200> every<00:07:12.400> great<00:07:12.640> innovation,<00:07:13.440> there's<00:07:13.640> always<00:07:13.919> the<00:07:14.040> other<00:07:14.120> side<00:07:14.320> of

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the<00:07:14.480> coin<00:07:15.000> threat<00:07:15.240> landscape<00:07:15.800> becomes<00:07:16.200> more<00:07:16.440> open,<00:07:16.880> more<00:07:17.040> challenging,<00:07:17.720> so<00:07:18.360> you're<00:07:18.520> always<00:07:18.880> battling<00:07:19.400> the<00:07:19.520> scale.

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So<00:07:20.600> for<00:07:20.800> us<00:07:21.080> it's<00:07:21.280> what<00:07:21.919> our<00:07:22.160> customers<00:07:22.680> want,<00:07:23.040> but<00:07:23.160> also<00:07:23.560> do<00:07:23.800> right<00:07:24.080> by<00:07:24.240> the<00:07:24.400> entities<00:07:25.000> and<00:07:25.200> have<00:07:25.360> the<00:07:25.440> right<00:07:25.640> security<00:07:26.080> balances,<00:07:26.640> but<00:07:26.760> also<00:07:27.000> from<00:07:27.160> the<00:07:27.240> revenue<00:07:27.560> side,

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your<00:07:28.280> public<00:07:28.560> sector,<00:07:29.400> protect,<00:07:30.040> defend<00:07:30.360> the<00:07:30.400> citizens.

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If<00:07:31.160> you're<00:07:31.280> on<00:07:31.360> private<00:07:31.640> sector,<00:07:32.080> grow<00:07:32.320> revenue,<00:07:33.160> shareholder<00:07:33.720> values.

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It's<00:07:34.240> a<00:07:34.280> great<00:07:34.520> time<00:07:34.680> to<00:07:34.800> be<00:07:34.919> in<00:07:35.000> our<00:07:35.160> space.<00:07:35.800> Exactly<00:07:36.200> what<00:07:36.400> Dominic<00:07:36.880> just<00:07:37.120> said<00:07:37.680> for<00:07:37.840> me<00:07:38.040> as<00:07:38.240> well.

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Well,<00:07:38.720> that<00:07:38.919> was<00:07:39.080> a<00:07:39.160> good<00:07:39.400> summary.<00:07:40.000> Yeah,<00:07:40.400> very<00:07:40.520> well<00:07:40.640> appreciated.

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Thank<00:07:41.240> you.<00:07:41.680> Very<00:07:41.880> well<00:07:42.000> stated.<00:07:42.240> Thank<00:07:42.480> you.<00:07:42.840> That<00:07:43.160> that<00:07:43.320> is<00:07:43.400> great.

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We're<00:07:43.720> actually<00:07:43.960> going<00:07:44.080> to<00:07:44.120> go<00:07:44.160> a<00:07:44.200> little<00:07:44.320> bit<00:07:44.400> deeper.<00:07:44.680> Okay,<00:07:44.960> so<00:07:46.200> when<00:07:46.360> I<00:07:46.400> was<00:07:46.520> at<00:07:46.600> Infotech<00:07:47.000> Live,<00:07:47.560> the<00:07:47.680> big<00:07:48.000> theme<00:07:48.240> of<00:07:48.320> their<00:07:48.480> conference<00:07:49.200> was<00:07:50.160> that<00:07:50.320> I<00:07:50.400> thought<00:07:50.800> it

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was<00:07:51.120> kind<00:07:51.280> of<00:07:51.400> timely<00:07:51.800> as<00:07:51.920> I<00:07:51.960> was<00:07:52.080> thinking<00:07:52.320> about<00:07:53.000> this<00:07:53.320> was<00:07:53.880> from<00:07:54.880> hype<00:07:55.200> to<00:07:55.360> value<00:07:55.960> for<00:07:56.200> AI<00:07:56.400> and<00:07:56.520> Dom<00:07:56.760> kind<00:07:56.920> of<00:07:57.000> hit<00:07:57.080> it<00:07:57.200> on<00:07:57.280> the<00:07:57.360> head<00:07:57.640> of<00:07:58.160> talking<00:07:58.400> about<00:07:58.720> AI,<00:07:59.280> automation,

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some<00:08:00.200> of<00:08:00.280> this<00:08:00.400> stuff<00:08:00.640> that<00:08:00.840> that<00:08:01.000> comes<00:08:01.280> to<00:08:01.400> mind<00:08:01.640> right<00:08:01.760> now<00:08:01.920> for<00:08:02.040> me<00:08:02.160> that<00:08:02.280> I'm<00:08:02.360> thinking<00:08:02.560> about<00:08:02.840> is<00:08:03.040> data<00:08:03.320> data<00:08:04.160> readiness<00:08:04.920> before<00:08:05.320> this<00:08:05.480> is<00:08:05.560> a<00:08:05.600> big<00:08:05.800> one<00:08:06.480> I<00:08:06.600> think<00:08:07.160> off

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camera<00:08:08.040> right<00:08:08.240> there's<00:08:08.400> a<00:08:08.480> lot<00:08:08.720> of<00:08:08.760> conversations<00:08:09.400> around<00:08:09.600> hey<00:08:09.760> I'm<00:08:09.840> actually<00:08:10.040> I'm<00:08:10.120> not<00:08:10.280> ready<00:08:10.520> yet.

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Here's<00:08:11.360> the<00:08:11.440> process<00:08:11.840> we're<00:08:11.960> kind<00:08:12.120> of<00:08:12.200> going<00:08:12.440> through<00:08:13.160> different<00:08:13.440> agencies<00:08:14.080> are<00:08:14.200> at<00:08:14.640> different<00:08:14.919> landscapes.

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So<00:08:16.120> Glenn,<00:08:16.360> yeah,<00:08:16.440> I'd<00:08:16.520> love<00:08:16.640> to<00:08:16.720> hear<00:08:16.840> from<00:08:17.000> you<00:08:17.160> first<00:08:17.520> you're<00:08:17.680> just<00:08:17.880> kind<00:08:18.080> of<00:08:18.200> you<00:08:18.280> think<00:08:18.440> you<00:08:18.520> said<00:08:18.680> under<00:08:18.919> a<00:08:18.960> year<00:08:19.320> and<00:08:19.880> getting<00:08:20.040> your<00:08:20.160> feet<00:08:20.360> wet<00:08:20.640> at<00:08:20.760> the<00:08:20.840> agency.

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What<00:08:21.840> is<00:08:21.960> the<00:08:22.080> landscape<00:08:22.840> and<00:08:23.040> how<00:08:23.240> are<00:08:23.480> you<00:08:23.600> preparing<00:08:24.240> for<00:08:25.200> for<00:08:25.600> AI<00:08:26.080> which<00:08:26.280> is<00:08:26.400> just<00:08:26.560> constantly<00:08:26.960> evolving<00:08:27.560> and<00:08:27.680> when<00:08:27.800> I<00:08:27.880> say<00:08:28.080> AI<00:08:28.440> I<00:08:28.520> know<00:08:28.720> in<00:08:28.840> public<00:08:29.120> sector<00:08:29.480> a<00:08:29.560> lot

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of<00:08:29.800> times<00:08:30.480> are<00:08:30.560> referred<00:08:30.840> to<00:08:31.280> generative<00:08:31.720> AI.

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You<00:08:32.400> know<00:08:32.479> there's<00:08:32.680> other<00:08:32.840> types<00:08:33.120> of<00:08:33.200> AI<00:08:33.560> like<00:08:33.719> the<00:08:33.840> Waymos<00:08:34.240> I<00:08:34.280> love<00:08:34.440> to<00:08:34.560> ride<00:08:34.760> in<00:08:34.960> and<00:08:35.080> all<00:08:35.159> that<00:08:35.280> kind<00:08:35.400> of<00:08:35.479> fun<00:08:35.680> jazz<00:08:36.280> and<00:08:36.479> robotics<00:08:36.960> and<00:08:37.039> all<00:08:37.120> that<00:08:37.240> stuff.

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I'm<00:08:37.880> using<00:08:38.159> this<00:08:38.400> as<00:08:38.800> general<00:08:39.200> and<00:08:39.560> you<00:08:39.680> know<00:08:39.800> that<00:08:40.120> but<00:08:40.240> I'd<00:08:40.320> just<00:08:40.479> love<00:08:40.599> to<00:08:40.680> hear<00:08:40.840> from<00:08:41.000> you<00:08:41.200> like<00:08:41.800> where's<00:08:42.039> the<00:08:42.120> readiness<00:08:42.599> where's<00:08:42.760> the<00:08:42.840> landscape<00:08:43.280> for<00:08:43.400> you?

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Yeah,<00:08:44.080> that's<00:08:44.320> a<00:08:44.400> great<00:08:44.720> question.<00:08:45.480> I'll<00:08:45.640> tell<00:08:45.960> you<00:08:46.560> in<00:08:46.680> my<00:08:46.839> previous<00:08:47.680> job<00:08:48.440> we<00:08:48.560> were<00:08:48.720> well<00:08:49.040> into<00:08:49.400> AI.

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We<00:08:49.720> were<00:08:49.880> using<00:08:50.240> facial<00:08:50.600> recognition,<00:08:51.440> we<00:08:51.600> were<00:08:51.720> building<00:08:52.120> code,<00:08:52.960> we<00:08:53.120> were<00:08:53.200> doing<00:08:53.480> a<00:08:53.560> lot<00:08:53.839> of<00:08:53.920> behind<00:08:54.360> the<00:08:54.440> scenes<00:08:55.000> techy<00:08:55.360> things<00:08:55.680> with<00:08:55.920> AI.

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Then<00:08:56.720> over<00:08:57.000> to<00:08:57.120> the<00:08:57.240> courts<00:08:58.000> and<00:08:58.280> I'll<00:08:58.440> just<00:08:58.680> say<00:08:59.360> but<00:08:59.440> they<00:08:59.560> had<00:08:59.680> a<00:08:59.760> much<00:09:00.000> more<00:09:00.200> conservative<00:09:00.960> approach<00:09:01.920> to<00:09:02.120> AI<00:09:02.600> meaning<00:09:03.000> the<00:09:03.120> policy<00:09:03.600> was<00:09:03.839> there<00:09:04.000> was<00:09:04.240> none.

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We're<00:09:05.000> starting<00:09:05.480> to<00:09:06.200> shift<00:09:06.600> the<00:09:06.680> narrative<00:09:07.280> on<00:09:07.440> that.

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I<00:09:08.000> think<00:09:08.280> that<00:09:08.560> there's<00:09:08.839> recognition<00:09:09.560> of<00:09:09.680> the<00:09:09.760> value<00:09:10.680> that<00:09:10.920> AI<00:09:11.280> can<00:09:11.520> bring<00:09:12.240> and<00:09:12.400> with<00:09:12.640> that<00:09:13.320> we're<00:09:13.440> playing<00:09:13.760> some<00:09:13.960> catch-up<00:09:14.680> to<00:09:14.800> be<00:09:14.960> honest<00:09:15.320> with<00:09:15.480> you.

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We've<00:09:16.080> got<00:09:16.320> to<00:09:16.360> prepare<00:09:16.920> our<00:09:17.080> environment.<00:09:18.000> The<00:09:18.160> data<00:09:18.480> modeling<00:09:19.440> piece<00:09:20.000> had<00:09:20.200> never<00:09:20.480> been<00:09:20.839> accomplished<00:09:21.880> in<00:09:22.040> prior<00:09:22.520> years.

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So<00:09:23.320> we're<00:09:23.480> looking<00:09:23.839> at<00:09:24.080> how<00:09:24.240> do<00:09:24.360> we<00:09:25.000> model<00:09:25.440> our<00:09:25.560> data<00:09:26.080> to<00:09:26.200> prepare<00:09:26.680> it<00:09:26.839> for<00:09:27.000> the<00:09:27.120> world<00:09:27.480> of<00:09:27.600> AI<00:09:28.320> related<00:09:28.920> solutions<00:09:29.960> and<00:09:30.640> initiatives.

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We<00:09:32.080> are<00:09:32.280> doing<00:09:32.640> some<00:09:32.839> pilots<00:09:33.480> today.

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I'm<00:09:34.320> very<00:09:34.600> thankful<00:09:35.120> for<00:09:35.280> that.<00:09:35.680> The<00:09:35.800> director<00:09:36.760> has<00:09:37.200> seen<00:09:37.560> the<00:09:37.680> light<00:09:38.320> and<00:09:38.600> we're<00:09:38.760> starting<00:09:39.280> to<00:09:39.640> embark<00:09:40.240> on<00:09:40.400> a<00:09:40.840> more<00:09:41.000> of<00:09:41.120> a<00:09:41.200> crawl,<00:09:41.800> walk,<00:09:42.160> run<00:09:42.400> approach

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to<00:09:43.480> AI.<00:09:44.360> We're<00:09:44.520> looking<00:09:44.880> at<00:09:45.080> how<00:09:45.360> it<00:09:45.480> could<00:09:45.640> be<00:09:45.760> leveraged<00:09:46.160> the<00:09:46.320> use<00:09:46.640> of<00:09:46.800> the<00:09:46.920> judges,<00:09:47.800> back<00:09:48.120> end<00:09:48.360> office,<00:09:49.200> administrative<00:09:50.480> functionalities<00:09:51.520> and

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efficiencies<00:09:52.280> created<00:09:52.760> there.<00:09:53.360> So,<00:09:53.600> I'm<00:09:53.760> just<00:09:54.120> I'm<00:09:54.320> really<00:09:54.600> excited<00:09:55.600> about<00:09:56.000> it.

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As<00:09:56.480> I<00:09:56.560> mentioned<00:09:56.960> when<00:09:57.120> we<00:09:57.240> were<00:09:57.360> getting<00:09:57.640> started,<00:09:58.160> I<00:09:58.240> was<00:09:58.440> at<00:09:58.520> Cisco<00:09:58.960> Live<00:09:59.800> a<00:09:59.880> couple<00:10:00.200> of<00:10:00.280> weeks<00:10:00.560> ago<00:10:01.000> and<00:10:01.480> obviously<00:10:02.080> AI<00:10:02.440> is<00:10:02.600> the<00:10:02.760> talk<00:10:03.120> of<00:10:03.240> the<00:10:03.360> town<00:10:04.080> and<00:10:04.520> the

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ability<00:10:05.680> for<00:10:06.400> Cisco<00:10:06.840> to<00:10:07.000> leverage<00:10:07.520> things<00:10:07.840> like<00:10:08.080> Motific<00:10:08.920> and<00:10:09.120> implement<00:10:09.600> it<00:10:09.840> into<00:10:10.160> their<00:10:10.360> software<00:10:11.000> that<00:10:11.160> they<00:10:11.320> run<00:10:11.640> their<00:10:12.280> network<00:10:12.760> equipment<00:10:13.240> on

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to,<00:10:14.040> for<00:10:14.200> lack<00:10:14.440> of<00:10:14.560> a<00:10:14.640> better<00:10:14.880> way,<00:10:15.360> self-heal<00:10:16.080> the<00:10:16.200> network,<00:10:17.080> right?

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So,<00:10:17.840> they<00:10:18.000> can<00:10:18.200> able<00:10:18.520> to<00:10:19.160> they're<00:10:19.360> touting<00:10:19.800> the<00:10:19.920> ability<00:10:20.360> to<00:10:20.800> pinpoint<00:10:21.400> where<00:10:21.680> network<00:10:22.120> problems<00:10:22.720> are.

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And<00:10:23.480> so,<00:10:23.680> I'm<00:10:23.840> excited<00:10:24.360> about<00:10:24.640> that.<00:10:24.840> We're<00:10:25.040> a<00:10:25.120> huge<00:10:25.480> Cisco<00:10:25.880> shop<00:10:26.840> at<00:10:27.000> AOC<00:10:27.840> and<00:10:28.040> so,<00:10:28.240> I'm<00:10:28.400> excited<00:10:28.920> about<00:10:29.680> the<00:10:29.800> opportunities<00:10:30.480> for<00:10:30.680> AI<00:10:31.040> to<00:10:31.200> make<00:10:31.480> our

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jobs<00:10:32.040> better,<00:10:32.400> faster,<00:10:32.920> smarter,<00:10:33.760> more<00:10:33.920> secure.

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[laughter]<00:10:35.355> That's<00:10:35.671> so<00:10:35.986> great,<00:10:36.302> Glenn.<00:10:36.617> I<00:10:36.932> love<00:10:37.248> that.<00:10:37.563> No,<00:10:37.878> actually,<00:10:38.194> I<00:10:38.509> just<00:10:38.825> had<00:10:39.140> she<00:10:39.455> was<00:10:39.771> fantastic,<00:10:40.086> Jeanette<00:10:40.402> Benoy,<00:10:40.717> who<00:10:41.032> is<00:10:41.348> the<00:10:41.663> CIO<00:10:41.978> for<00:10:42.294> the<00:10:42.609> San<00:10:42.925> Bernardino<00:10:43.240> courts

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out<00:10:43.839> here<00:10:44.000> in<00:10:44.080> California.<00:10:45.040> She<00:10:45.160> came<00:10:45.320> on<00:10:45.400> the<00:10:45.480> podcast.

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It<00:10:46.280> was<00:10:46.400> a<00:10:46.440> very<00:10:46.760> similar.<00:10:47.480> The<00:10:47.600> courts<00:10:48.120> much<00:10:48.360> different<00:10:48.680> than<00:10:49.080> maybe<00:10:49.760> as<00:10:49.880> far<00:10:50.040> as<00:10:50.200> let's<00:10:50.400> call<00:10:50.560> it<00:10:50.720> AI<00:10:51.000> maturity<00:10:52.160> and<00:10:52.280> there's<00:10:52.440> a<00:10:52.480> little<00:10:52.640> bit<00:10:52.760> more<00:10:52.960> of<00:10:53.040> that<00:10:53.600> caution.

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[laughter]<00:10:54.412> Yeah,<00:10:54.744> it's<00:10:55.076> definitely<00:10:55.408> a<00:10:55.740> much<00:10:56.072> more<00:10:56.404> conservative<00:10:56.736> approach<00:10:57.068> to<00:10:57.400> it.

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I<00:10:57.920> know<00:10:58.200> that<00:10:58.360> there's<00:10:58.600> been<00:10:58.839> some<00:10:59.080> legal<00:10:59.760> proceedings<00:11:00.440> already<00:11:01.000> or<00:11:01.240> some<00:11:01.600> decisions<00:11:02.360> where<00:11:03.120> some<00:11:03.320> judges<00:11:03.760> have<00:11:03.920> leveraged<00:11:04.480> AI<00:11:05.120> in<00:11:05.440> in<00:11:05.680> formulating<00:11:06.400> some

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of<00:11:06.800> their<00:11:06.920> decisions<00:11:07.839> and<00:11:08.000> those<00:11:08.280> were<00:11:08.480> deemed<00:11:08.839> admissible.

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And<00:11:10.120> so,<00:11:10.280> there's<00:11:10.520> those<00:11:10.800> concerns<00:11:11.480> of<00:11:12.040> how<00:11:12.200> much<00:11:12.520> retention<00:11:13.080> of<00:11:13.280> anything<00:11:13.520> and<00:11:13.640> results<00:11:14.120> do<00:11:14.240> we<00:11:14.360> need<00:11:14.600> to<00:11:14.680> retain.

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So,<00:11:15.691> those<00:11:15.942> things<00:11:16.193> we're<00:11:16.444> trying<00:11:16.695> to<00:11:16.945> wrap<00:11:17.196> our<00:11:17.447> heads<00:11:17.698> around<00:11:17.949> [laughter]<00:11:18.200> Yeah.

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[laughter]<00:11:18.891> so<00:11:19.262> that<00:11:19.633> we<00:11:20.004> can<00:11:20.375> enter<00:11:20.745> this<00:11:21.116> fully<00:11:21.487> prepared,<00:11:21.858> fully<00:11:22.229> knowledgeable<00:11:22.600> so<00:11:22.971> that<00:11:23.342> we<00:11:23.713> don't<00:11:24.084> get<00:11:24.455> caught<00:11:24.825> in<00:11:25.196> any<00:11:25.567> type<00:11:25.938> of<00:11:26.309> situation<00:11:26.680> when

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it<00:11:26.920> comes<00:11:27.200> to<00:11:27.360> AI,<00:11:27.680> you<00:11:27.800> know,<00:11:28.200> all<00:11:28.360> the<00:11:28.440> way<00:11:28.560> around,<00:11:29.120> really.

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There's<00:11:29.880> just<00:11:30.120> a<00:11:30.160> lot<00:11:30.480> to<00:11:30.640> ingest,<00:11:31.160> especially<00:11:31.800> since<00:11:32.280> AI<00:11:32.640> really<00:11:32.960> was<00:11:33.200> never<00:11:33.920> really<00:11:34.160> allowed<00:11:34.760> into<00:11:35.040> the<00:11:35.240> agency.

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So,<00:11:36.120> we<00:11:36.200> got<00:11:36.360> a<00:11:36.440> lot<00:11:36.680> of<00:11:36.800> work<00:11:37.040> to<00:11:37.160> do,<00:11:37.440> prep<00:11:37.760> work<00:11:38.000> to<00:11:38.120> do,<00:11:38.760> and<00:11:39.000> really<00:11:39.240> knowledge<00:11:39.720> transfer,<00:11:40.360> knowledge<00:11:41.280> education<00:11:41.960> on<00:11:42.120> our<00:11:42.280> own<00:11:42.440> part<00:11:43.040> from<00:11:43.320> administration,<00:11:44.680> from

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the<00:11:44.920> technology<00:11:45.600> piece,<00:11:46.400> from<00:11:46.600> the<00:11:46.680> leadership<00:11:47.480> to<00:11:47.600> understand<00:11:48.200> what<00:11:48.480> the<00:11:48.600> benefits<00:11:49.200> or<00:11:49.320> what<00:11:49.560> the<00:11:49.680> risks<00:11:50.160> are.

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[laughter]<00:11:50.938> Here's<00:11:51.276> what<00:11:51.614> I'm<00:11:51.952> sort<00:11:52.290> of<00:11:52.628> glad<00:11:52.966> that<00:11:53.304> I'm<00:11:53.642> on<00:11:53.980> this<00:11:54.318> side<00:11:54.656> of<00:11:54.994> the<00:11:55.332> fence<00:11:55.670> versus<00:11:56.008> in<00:11:56.346> Dom's<00:11:56.684> and<00:11:57.022> Glenn's<00:11:57.360> shoes.

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Due<00:11:58.000> to<00:11:58.120> the<00:11:58.200> fact<00:11:58.560> that<00:11:58.680> the<00:11:58.800> legislative<00:11:59.400> pressure.

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Could<00:12:00.400> you<00:12:00.520> imagine<00:12:01.280> because<00:12:01.720> AI<00:12:02.720> is<00:12:02.920> really<00:12:03.200> a<00:12:03.280> tool<00:12:04.280> you<00:12:04.520> use<00:12:05.040> to<00:12:05.360> accomplish<00:12:05.920> something,<00:12:06.600> right?

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But<00:12:07.520> because<00:12:07.800> of<00:12:07.920> all<00:12:08.000> the<00:12:08.120> hype,<00:12:08.800> legislators<00:12:09.520> saying,<00:12:09.840> "We<00:12:10.040> want<00:12:10.440> Glenn<00:12:11.160> and<00:12:11.280> Dominic,<00:12:11.600> we<00:12:11.720> want<00:12:11.960> you<00:12:12.000> to<00:12:12.120> do<00:12:12.320> AI."

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Okay,<00:12:13.320> what<00:12:13.440> do<00:12:13.480> you<00:12:13.560> want<00:12:13.680> me<00:12:13.720> to<00:12:13.800> do<00:12:13.960> with<00:12:14.160> it?<00:12:14.480> I<00:12:14.520> don't<00:12:14.720> matter.

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Just<00:12:15.640> do.<00:12:16.160> Just<00:12:16.400> do<00:12:16.600> it.<00:12:17.040> Can<00:12:17.160> you<00:12:17.280> imagine<00:12:17.800> 50<00:12:18.240> years<00:12:18.480> ago<00:12:18.840> if<00:12:19.040> they<00:12:19.240> would<00:12:19.400> say,<00:12:20.120> "Hey<00:12:20.200> guys,<00:12:21.000> we<00:12:21.120> want<00:12:21.320> you<00:12:21.360> to<00:12:21.440> do<00:12:21.600> COBOL.

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We<00:12:22.560> want<00:12:22.800> you<00:12:22.840> to<00:12:22.960> do<00:12:23.440> this<00:12:23.800> programming<00:12:24.280> language.

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No<00:12:25.120> outcomes,<00:12:25.720> just<00:12:25.960> do<00:12:26.160> it<00:12:26.280> because<00:12:26.520> it's<00:12:26.640> so<00:12:26.800> hypey."

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So,<00:12:27.680> what<00:12:27.920> we're<00:12:28.040> saying<00:12:28.440> all<00:12:28.680> over<00:12:29.320> is<00:12:29.920> that<00:12:30.320> CIOs<00:12:30.960> under<00:12:31.160> legislative<00:12:31.640> pressure,<00:12:32.440> but<00:12:32.880> and<00:12:33.040> the<00:12:33.160> CIOs<00:12:34.160> can't<00:12:34.480> really<00:12:34.640> say<00:12:34.839> we're<00:12:34.960> not<00:12:35.280> ready.

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You<00:12:36.200> got<00:12:36.360> to<00:12:36.440> get<00:12:36.600> the<00:12:36.720> data<00:12:37.000> ready.<00:12:37.280> So,<00:12:37.560> that<00:12:37.760> is<00:12:37.880> a<00:12:37.960> lot<00:12:38.120> of<00:12:38.240> work<00:12:38.440> behind<00:12:38.760> the<00:12:38.839> scene.

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[laughter]<00:12:39.720> Yeah,<00:12:39.920> and<00:12:40.120> to<00:12:40.320> Glenn's<00:12:40.520> point,<00:12:40.720> I<00:12:40.920> think<00:12:41.120> he<00:12:41.320> he<00:12:41.520> don't<00:12:41.720> like<00:12:41.920> key<00:12:42.120> themes.

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You<00:12:42.600> got<00:12:42.720> to<00:12:42.800> crawl<00:12:43.360> before<00:12:43.640> you<00:12:43.760> run<00:12:43.960> before<00:12:44.240> you<00:12:44.360> walk,<00:12:44.640> right?

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Those<00:12:45.120> are<00:12:45.200> the<00:12:45.280> most<00:12:45.480> important<00:12:45.880> principles<00:12:46.160> you<00:12:46.200> got<00:12:46.280> to<00:12:46.360> do<00:12:46.440> first,<00:12:46.720> but<00:12:46.960> I<00:12:47.040> take<00:12:47.280> a<00:12:47.320> different<00:12:48.080> tack<00:12:48.440> to<00:12:48.640> it.

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And<00:12:48.920> this<00:12:49.080> is<00:12:49.240> where<00:12:49.640> I<00:12:49.720> go<00:12:49.839> back<00:12:50.040> to<00:12:50.120> the<00:12:50.240> themes<00:12:50.520> I've<00:12:50.640> had<00:12:50.839> a<00:12:50.880> few<00:12:51.080> years<00:12:51.360> back.

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We<00:12:52.040> went<00:12:52.240> on<00:12:52.360> this<00:12:52.520> path<00:12:53.160> with<00:12:53.520> data<00:12:53.760> catalog,<00:12:54.520> master<00:12:54.760> data<00:12:54.920> management,<00:12:55.600> how<00:12:55.800> good<00:12:56.000> your<00:12:56.120> data<00:12:56.440> is,<00:12:56.680> and<00:12:56.760> classification.

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So,<00:12:57.880> I<00:12:57.960> think<00:12:58.640> if<00:12:58.839> you've<00:12:59.000> done<00:12:59.200> those<00:12:59.480> underlying<00:13:00.160> pinnings<00:13:00.680> already,<00:13:01.720> you've<00:13:01.880> got<00:13:02.000> a<00:13:02.080> good<00:13:02.360> foundational<00:13:03.120> piece.

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AI<00:13:03.880> is<00:13:04.000> going<00:13:04.120> to<00:13:04.160> use<00:13:04.360> that<00:13:04.480> existing<00:13:05.000> data<00:13:05.520> to<00:13:05.600> do<00:13:05.760> prompting<00:13:06.240> on<00:13:06.360> top<00:13:06.680> of<00:13:06.800> it.

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So,<00:13:07.040> if<00:13:07.120> you've<00:13:07.200> already<00:13:07.360> got<00:13:07.480> a<00:13:07.600> good<00:13:07.960> catalog<00:13:08.640> of<00:13:08.720> what<00:13:08.839> you've<00:13:09.000> already<00:13:09.240> built,<00:13:10.080> you've<00:13:10.240> got<00:13:10.400> an<00:13:10.520> 80%<00:13:11.000> of<00:13:11.080> the<00:13:11.160> work<00:13:11.400> already<00:13:11.640> there.

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Doesn't<00:13:12.240> have<00:13:12.400> to<00:13:12.480> be<00:13:12.680> perfect.<00:13:13.720> Has<00:13:13.880> to<00:13:13.960> be<00:13:14.040> properly<00:13:14.400> classified,<00:13:15.280> identified,<00:13:15.960> and<00:13:16.080> retrievable.

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And<00:13:17.120> then<00:13:17.280> also<00:13:17.640> on<00:13:17.760> the<00:13:17.880> hype<00:13:18.160> side,<00:13:18.440> Joe,<00:13:18.720> this<00:13:18.920> is<00:13:19.040> where<00:13:19.280> I<00:13:19.360> get<00:13:19.560> really<00:13:19.760> excited.

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I<00:13:20.400> can<00:13:20.560> start<00:13:20.800> consolidating<00:13:21.680> some<00:13:21.839> of<00:13:21.920> my<00:13:22.080> data<00:13:22.360> warehouses,<00:13:22.960> my<00:13:23.080> data<00:13:23.320> lakes,<00:13:23.640> and<00:13:23.720> my<00:13:23.880> SaaS<00:13:24.280> environments<00:13:24.760> because<00:13:25.200> all<00:13:25.360> I<00:13:25.400> have<00:13:25.520> to<00:13:25.640> tell<00:13:25.880> them<00:13:26.000> is,<00:13:26.520> "It's<00:13:26.880> over<00:13:27.120> there.

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It's<00:13:28.000> over<00:13:28.240> there.<00:13:28.880> It's<00:13:29.120> in<00:13:29.240> my<00:13:29.440> batch.

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It's<00:13:29.960> in<00:13:30.080> my<00:13:30.240> CRM.<00:13:30.920> It's<00:13:31.080> in<00:13:31.200> my<00:13:31.440> data.

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It's<00:13:32.040> in<00:13:32.120> my<00:13:32.280> SQL.<00:13:32.920> It's<00:13:33.080> in<00:13:33.200> my<00:13:33.440> Azure.

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And<00:13:34.400> give<00:13:34.560> it<00:13:34.680> the<00:13:34.760> instructions<00:13:35.440> to<00:13:35.640> learn.<00:13:36.000> So,<00:13:36.680> that's<00:13:36.960> the<00:13:37.080> good<00:13:37.400> side<00:13:37.720> of<00:13:37.840> it.

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The<00:13:38.120> other<00:13:38.280> side<00:13:38.600> of<00:13:38.680> the<00:13:38.760> one<00:13:38.960> I<00:13:39.000> was<00:13:39.120> saying<00:13:39.320> earlier<00:13:39.600> is<00:13:39.720> that<00:13:39.920> is<00:13:40.040> the<00:13:40.160> education<00:13:40.800> piece<00:13:41.120> and<00:13:41.240> some<00:13:41.360> of<00:13:41.440> the<00:13:41.520> challenges<00:13:42.240> and<00:13:42.360> the<00:13:42.440> policy.

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It<00:13:43.040> took<00:13:43.240> us<00:13:43.360> 2<00:13:43.560> years<00:13:43.840> to<00:13:43.920> get<00:13:44.040> our<00:13:44.120> AI<00:13:44.440> policy<00:13:44.840> approved<00:13:45.160> because<00:13:45.920> we<00:13:46.040> wanted<00:13:46.280> to<00:13:46.320> be<00:13:46.440> very<00:13:46.680> targeted.

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Only<00:13:47.960> generative<00:13:48.560> first,<00:13:48.960> basically,<00:13:49.480> right?

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And<00:13:50.280> that<00:13:50.440> means<00:13:50.760> no<00:13:50.920> conversational<00:13:51.960> AI.

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Mostly<00:13:53.360> Copilot,<00:13:54.240> Grammarly,<00:13:55.120> ChatGPT.

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So,<00:13:56.240> we've<00:13:56.400> got<00:13:56.640> those<00:13:57.000> in<00:13:57.160> place.<00:13:57.480> We're<00:13:57.560> going<00:13:57.680> to<00:13:57.760> be<00:13:57.880> adding<00:13:58.240> probably<00:13:58.600> either<00:13:58.920> Claude<00:13:59.360> to<00:13:59.520> them<00:13:59.640> or<00:13:59.720> for<00:13:59.880> coding,<00:14:00.360> you<00:14:00.480> might<00:14:00.720> go<00:14:00.840> down<00:14:01.000> a<00:14:01.040> Reflektive<00:14:01.640> route.

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For<00:14:02.440> research,<00:14:03.040> for<00:14:03.200> analysis,<00:14:03.920> as<00:14:04.080> a<00:14:04.160> tool<00:14:04.920> to<00:14:05.120> use,<00:14:05.480> basically.

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And<00:14:06.600> the<00:14:06.680> second<00:14:07.080> part<00:14:07.400> is<00:14:07.640> we<00:14:07.760> want<00:14:07.880> to<00:14:07.960> make<00:14:08.080> sure<00:14:08.280> that<00:14:08.400> we<00:14:08.520> who<00:14:08.760> uses<00:14:09.200> it<00:14:09.360> has,<00:14:09.600> you<00:14:09.680> were<00:14:09.760> saying<00:14:10.040> Glenn,<00:14:10.240> is<00:14:10.400> what's<00:14:10.560> the<00:14:10.680> outcome?

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What's<00:14:11.280> the<00:14:11.440> use<00:14:11.560> points,<00:14:11.800> John,<00:14:12.040> right?<00:14:12.640> We<00:14:12.800> have<00:14:12.960> a<00:14:13.040> very<00:14:13.280> specific<00:14:13.920> policy.

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If<00:14:15.000> you're<00:14:15.080> going<00:14:15.200> to<00:14:15.280> do<00:14:15.520> X<00:14:15.880> with<00:14:16.080> something,<00:14:16.440> you<00:14:16.520> got<00:14:16.720> to<00:14:16.760> tell<00:14:16.960> the<00:14:17.080> business,<00:14:17.880> tell<00:14:18.160> us<00:14:18.440> tell<00:14:18.640> the<00:14:18.720> let<00:14:18.880> the<00:14:18.960> business<00:14:19.200> tell<00:14:19.440> us<00:14:19.640> what<00:14:19.880> the<00:14:20.040> outcome<00:14:20.480> is.

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Do<00:14:21.160> you<00:14:21.280> have<00:14:21.600> the<00:14:21.720> business<00:14:22.160> case<00:14:22.520> identified?<00:14:23.360> And<00:14:23.520> if<00:14:23.680> you<00:14:23.760> do,<00:14:24.280> and<00:14:24.400> if<00:14:24.520> they<00:14:24.680> approve<00:14:25.120> it<00:14:25.280> at<00:14:25.400> that<00:14:25.640> level,<00:14:26.480> then<00:14:26.680> the<00:14:26.760> security<00:14:27.240> piece<00:14:27.600> is<00:14:27.800> easy<00:14:28.040> after<00:14:28.400> that.

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So,<00:14:29.240> we<00:14:29.360> had<00:14:29.480> about<00:14:29.760> 30<00:14:30.080> use<00:14:30.320> cases<00:14:30.880> that<00:14:30.960> we<00:14:31.040> identified<00:14:31.720> what<00:14:31.920> the<00:14:32.040> output<00:14:32.480> was<00:14:32.640> going<00:14:32.760> to<00:14:32.839> be<00:14:32.960> and<00:14:33.040> the<00:14:33.160> outcome.

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We<00:14:33.800> built<00:14:34.080> those<00:14:34.360> models.<00:14:35.200> And<00:14:35.360> the<00:14:35.480> other<00:14:35.680> thing<00:14:35.960> is<00:14:36.080> we<00:14:36.240> learned<00:14:36.520> also<00:14:36.920> is<00:14:37.040> that<00:14:37.280> there<00:14:37.440> are<00:14:37.520> very<00:14:37.800> specific<00:14:38.360> use<00:14:38.560> cases<00:14:38.880> for<00:14:39.040> very<00:14:39.240> specific<00:14:39.800> models.

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So,<00:14:40.839> if<00:14:40.920> you're<00:14:41.000> going<00:14:41.120> to<00:14:41.200> use<00:14:41.440> Copilot,<00:14:42.240> you're<00:14:42.320> going<00:14:42.440> to<00:14:42.520> use<00:14:42.680> the<00:14:42.760> Copilot<00:14:43.280> ecosystem.

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If<00:14:43.960> you<00:14:44.040> have<00:14:44.160> a<00:14:44.200> Gemini,<00:14:44.720> you'll<00:14:44.920> use<00:14:45.120> the<00:14:45.200> Gemini<00:14:45.600> ecosystem<00:14:46.200> for<00:14:46.320> those<00:14:46.600> things.

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And<00:14:47.360> Glenn,<00:14:47.640> we're<00:14:47.839> a<00:14:47.920> huge<00:14:48.360> we're<00:14:48.560> a<00:14:48.800> massive<00:14:49.280> Cisco<00:14:49.640> shop<00:14:49.920> just<00:14:50.200> like<00:14:50.480> you.

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Every<00:14:51.320> vendor<00:14:51.520> we<00:14:51.640> talk<00:14:51.920> to<00:14:52.120> that<00:14:52.200> has<00:14:52.360> an<00:14:52.560> AI<00:14:52.839> component<00:14:53.320> to<00:14:53.480> it,<00:14:54.000> but<00:14:54.280> the<00:14:54.640> one<00:14:55.000> last<00:14:55.160> thing,<00:14:55.360> Joe,<00:14:55.520> and<00:14:55.640> I<00:14:55.680> think<00:14:55.880> it's<00:14:56.000> an<00:14:56.120> important<00:14:56.560> question<00:14:57.040> for<00:14:57.240> us<00:14:57.360> going<00:14:57.560> forward

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on<00:14:57.800> the<00:14:57.920> hype.<00:14:58.560> We're<00:14:58.760> already<00:14:59.000> looking<00:14:59.240> at<00:14:59.400> the<00:14:59.520> tokenization<00:15:00.280> cost<00:15:00.680> going<00:15:00.960> forward<00:15:01.760> because<00:15:02.080> the<00:15:02.200> hype<00:15:02.480> for<00:15:02.680> us<00:15:02.920> is<00:15:03.040> not<00:15:03.400> living<00:15:03.720> up<00:15:03.920> to<00:15:04.120> the<00:15:04.280> data<00:15:04.760> point.

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We're<00:15:05.680> already<00:15:06.000> seeing<00:15:06.760> anecdotal<00:15:07.280> evidence<00:15:07.720> that<00:15:07.800> talks<00:15:08.080> about<00:15:08.440> what<00:15:08.600> is<00:15:08.800> already<00:15:09.120> being<00:15:09.480> wiped<00:15:09.880> out<00:15:10.080> because<00:15:10.400> of<00:15:10.520> token<00:15:10.960> use<00:15:11.280> and<00:15:11.400> developer<00:15:11.839> being<00:15:12.080> used<00:15:12.320> cases.

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So,<00:15:12.839> we're<00:15:13.040> taking<00:15:13.440> a<00:15:13.560> re<00:15:15.200> reevaluation<00:15:16.200> across<00:15:16.640> the<00:15:16.720> entire<00:15:17.080> enterprise<00:15:17.640> about<00:15:18.080> how<00:15:18.360> it's<00:15:18.480> going<00:15:18.600> to<00:15:18.680> be<00:15:18.839> done.

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And<00:15:19.200> we're<00:15:19.360> forcing<00:15:19.839> our<00:15:20.000> for<00:15:20.320> to<00:15:20.440> say,<00:15:21.080> "How<00:15:21.200> many<00:15:21.400> tokens<00:15:22.160> are<00:15:22.240> we<00:15:22.360> getting<00:15:22.680> for<00:15:22.920> AMU<00:15:23.640> and<00:15:23.800> what<00:15:24.080> additional<00:15:24.960> token<00:15:25.320> cost<00:15:25.720> is<00:15:25.920> per<00:15:26.160> AMU<00:15:27.080> and<00:15:27.240> how

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much<00:15:27.520> is<00:15:27.600> going<00:15:27.720> to<00:15:27.800> be<00:15:27.920> generated<00:15:28.640> for<00:15:28.760> the<00:15:28.840> individual<00:15:29.320> seat<00:15:29.680> that<00:15:29.800> we're<00:15:29.920> buying?"

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So,<00:15:30.880> we're<00:15:31.040> back<00:15:31.480> we're<00:15:31.720> actually<00:15:32.000> putting<00:15:32.280> ourselves<00:15:32.760> back<00:15:33.000> into<00:15:33.200> a<00:15:33.280> corner.

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Got<00:15:34.240> to<00:15:34.320> figure<00:15:34.480> that<00:15:34.640> piece<00:15:34.960> out<00:15:35.160> because<00:15:35.480> I<00:15:35.560> can't<00:15:35.960> budget<00:15:36.200> that<00:15:36.400> right<00:15:36.600> now.

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I<00:15:37.080> have<00:15:37.240> no<00:15:37.360> way<00:15:37.480> to<00:15:37.640> model<00:15:37.960> that<00:15:38.200> right<00:15:38.400> now<00:15:38.560> going<00:15:38.840> forward.

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So,<00:15:39.800> the<00:15:39.960> hype<00:15:40.320> is<00:15:40.440> on<00:15:40.560> the<00:15:40.640> token<00:15:41.040> piece.

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We're<00:15:41.480> going<00:15:41.600> to<00:15:41.680> start<00:15:41.920> seeing<00:15:42.080> a<00:15:42.120> price<00:15:42.520> war<00:15:42.720> very<00:15:43.000> soon<00:15:43.280> between<00:15:44.120> all<00:15:44.360> the<00:15:44.480> language<00:15:44.800> models<00:15:45.120> out<00:15:45.320> there.

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[laughter]<00:15:46.142> Dominic,<00:15:46.403> you<00:15:46.665> hit<00:15:46.926> the<00:15:47.188> nail<00:15:47.449> on<00:15:47.711> the<00:15:47.972> head<00:15:48.234> with<00:15:48.495> the<00:15:48.757> token<00:15:49.018> uncertainty,<00:15:49.280> right?

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Nobody<00:15:50.320> wants<00:15:50.600> that<00:15:50.840> surprise<00:15:51.400> bill<00:15:52.120> and<00:15:52.520> as<00:15:52.760> we<00:15:52.960> learn<00:15:53.840> these<00:15:54.080> tools,<00:15:54.480> there's<00:15:54.760> obviously<00:15:55.200> going<00:15:55.320> to<00:15:55.400> be<00:15:55.520> more<00:15:55.760> token<00:15:56.120> usage<00:15:56.600> because<00:15:56.920> you're<00:15:57.040> just<00:15:57.800> figuring<00:15:58.240> it

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out<00:15:58.636> on<00:15:58.913> the<00:15:59.189> fly.<00:15:59.465> [laughter]<00:15:59.742> Yeah.<00:16:00.018> Yeah.<00:16:00.295> [laughter]<00:16:00.571> And<00:16:00.847> so,<00:16:01.124> there's<00:16:01.400> a<00:16:01.676> lot<00:16:01.953> of<00:16:02.229> concern<00:16:02.505> budgetarily<00:16:02.782> on<00:16:03.058> how<00:16:03.335> is<00:16:03.611> this<00:16:03.887> going<00:16:04.164> to<00:16:04.440> work?

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How<00:16:05.200> do<00:16:05.320> we<00:16:05.480> meet<00:16:05.800> or<00:16:05.960> how<00:16:06.120> do<00:16:06.240> we<00:16:06.880> audit<00:16:07.280> the<00:16:07.400> usage?

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How<00:16:08.280> do<00:16:08.400> we<00:16:08.520> control<00:16:09.120> it<00:16:09.600> so<00:16:09.760> that<00:16:10.000> there's<00:16:10.200> not<00:16:10.520> these<00:16:11.200> un-invoices<00:16:12.080> that<00:16:12.560> show<00:16:12.760> up<00:16:12.960> on<00:16:13.040> our<00:16:13.160> doorsteps?

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[laughter]<00:16:14.293> And<00:16:14.545> Glenn,<00:16:14.798> I'll<00:16:15.050> send<00:16:15.303> you<00:16:15.555> something.<00:16:15.808> I<00:16:16.060> have<00:16:16.313> a<00:16:16.565> collaboration<00:16:16.818> with<00:16:17.070> our<00:16:17.323> lead<00:16:17.575> good<00:16:17.828> doctor<00:16:18.080> Dr.

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This<00:16:18.640> is<00:16:18.680> Dr.<00:16:18.880> Carey<00:16:19.160> Miller.<00:16:19.440> We<00:16:19.560> work<00:16:19.680> very<00:16:19.880> close<00:16:20.320> in<00:16:20.440> a<00:16:20.480> lot<00:16:20.640> of<00:16:20.720> things.

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She's<00:16:21.200> got<00:16:21.400> some<00:16:21.600> token<00:16:21.960> calculators<00:16:23.080> that<00:16:23.200> I<00:16:23.280> want<00:16:23.440> to<00:16:23.520> share<00:16:23.680> with<00:16:23.880> you<00:16:24.000> that<00:16:24.160> we're<00:16:24.320> using<00:16:24.680> as<00:16:24.800> a<00:16:24.839> model.

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But<00:16:25.932> we're<00:16:26.185> asking<00:16:26.437> the<00:16:26.689> ChatGPTs,<00:16:26.942> "If<00:16:27.194> I<00:16:27.446> buy<00:16:27.698> a<00:16:27.951> $20<00:16:28.203> seat<00:16:28.455> license<00:16:28.708> per<00:16:28.960> person,<00:16:29.212> how<00:16:29.465> many<00:16:29.717> AMU<00:16:29.969> am<00:16:30.222> I<00:16:30.474> going<00:16:30.726> to<00:16:30.978> get<00:16:31.231> out<00:16:31.483> of<00:16:31.735> that<00:16:31.988> seat<00:16:32.240> license?"

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Because<00:16:33.440> when<00:16:33.560> you<00:16:33.640> do<00:16:33.760> the<00:16:33.839> token<00:16:34.200> numbers,<00:16:34.640> you<00:16:34.680> have<00:16:34.760> to<00:16:34.880> see<00:16:35.040> how<00:16:35.160> many<00:16:35.400> words<00:16:35.720> are<00:16:35.839> created<00:16:36.240> on<00:16:36.440> that.

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And<00:16:37.021> then<00:16:37.281> also,<00:16:37.542> if<00:16:37.803> you<00:16:38.064> get<00:16:38.324> a<00:16:38.585> PDF<00:16:38.846> file<00:16:39.107> that<00:16:39.367> you<00:16:39.628> throw<00:16:39.889> into<00:16:40.150> ChatGPT,<00:16:40.410> if<00:16:40.671> it's<00:16:40.932> not<00:16:41.193> properly<00:16:41.453> rendered,<00:16:41.714> you're<00:16:41.975> going<00:16:42.236> to<00:16:42.496> waste<00:16:42.757> your<00:16:43.018> tokens<00:16:43.279> as<00:16:43.539> it<00:16:43.800> reads

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through<00:16:44.120> it<00:16:44.200> before<00:16:44.440> your<00:16:44.600> first<00:16:44.880> prompt<00:16:45.240> comes<00:16:45.560> in<00:16:45.680> basically<00:16:46.600> and<00:16:46.680> you're<00:16:46.800> already<00:16:47.120> down<00:16:47.440> in<00:16:47.480> your<00:16:47.600> prompt<00:16:47.960> count.

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And<00:16:48.560> before<00:16:48.839> you<00:16:48.960> know<00:16:49.160> you're<00:16:49.280> saying,<00:16:49.480> "You've<00:16:49.720> hit<00:16:50.000> the<00:16:50.080> limit<00:16:50.400> of<00:16:50.560> your<00:16:50.720> session,<00:16:51.560> you're<00:16:51.720> timed<00:16:52.120> out<00:16:52.640> and<00:16:52.760> come<00:16:52.920> back<00:16:53.160> tomorrow<00:16:53.640> and<00:16:53.800> may<00:16:54.000> recover<00:16:54.560> basically<00:16:55.120> or

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just<00:16:55.520> pay<00:16:55.680> more<00:16:55.880> money."<00:16:56.640> And<00:16:56.760> also,<00:16:57.040> the<00:16:57.120> last<00:16:57.400> thing<00:16:57.600> Glenn<00:16:57.880> for<00:16:58.000> the<00:16:58.120> courts<00:16:58.480> we<00:16:58.600> have<00:16:58.800> here,<00:16:59.200> uh<00:16:59.280> Johan<00:16:59.880> Johan's<00:17:00.240> a<00:17:00.320> great<00:17:00.560> guy.

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He<00:17:00.839> runs<00:17:01.120> the<00:17:01.240> courts.<00:17:02.040> They're<00:17:02.200> doing<00:17:02.360> a<00:17:02.400> lot<00:17:02.560> of<00:17:02.640> great<00:17:02.960> stuff<00:17:03.200> on<00:17:03.360> AI,<00:17:03.560> but<00:17:03.800> they're<00:17:03.960> also<00:17:04.240> coming<00:17:04.480> into<00:17:04.600> those<00:17:04.720> challenges<00:17:05.120> too<00:17:05.319> about<00:17:05.600> the<00:17:05.680> cost<00:17:06.040> factor<00:17:06.319> going<00:17:06.560> forward

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because<00:17:07.240> they<00:17:07.360> have<00:17:07.680> records<00:17:08.160> or<00:17:08.240> their<00:17:08.360> retention<00:17:08.839> policies.

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So,<00:17:10.000> everything<00:17:10.319> you<00:17:10.439> talked<00:17:10.720> about,<00:17:11.240> we're<00:17:11.360> hitting<00:17:11.600> it<00:17:11.720> too<00:17:11.880> basically.

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But<00:17:12.760> I<00:17:12.800> want<00:17:13.000> to<00:17:13.040> share<00:17:13.240> with<00:17:13.400> you<00:17:13.520> what<00:17:13.600> we<00:17:13.720> have<00:17:13.959> on<00:17:14.040> tokens<00:17:14.439> to<00:17:14.520> help<00:17:14.720> you<00:17:14.800> guys<00:17:15.079> out.

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[laughter]<00:17:15.767> Would<00:17:16.014> love<00:17:16.261> that.<00:17:16.508> I<00:17:16.755> think<00:17:17.002> the<00:17:17.249> more<00:17:17.496> education<00:17:17.744> that<00:17:17.991> I<00:17:18.238> can<00:17:18.485> bring<00:17:18.732> to<00:17:18.979> the<00:17:19.226> table<00:17:19.473> [laughter]<00:17:19.720> Yep.

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and<00:17:20.120> understand<00:17:20.560> it<00:17:20.640> myself<00:17:21.520> it<00:17:21.600> would<00:17:21.920> it<00:17:21.959> would<00:17:22.120> be<00:17:22.520> just<00:17:22.760> a<00:17:22.800> value<00:17:23.319> for<00:17:23.520> my<00:17:23.760> agency<00:17:24.360> in<00:17:24.439> the<00:17:24.520> state<00:17:25.000> in<00:17:25.160> and<00:17:25.480> of<00:17:25.560> itself.

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[laughter]<00:17:26.400> Yeah,<00:17:26.560> I'll<00:17:26.720> send<00:17:26.880> it<00:17:27.040> out<00:17:27.200> to<00:17:27.360> you<00:17:27.520> after<00:17:27.680> our<00:17:27.840> call<00:17:28.000> today.

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[laughter]<00:17:28.880> Appreciate<00:17:29.120> that.<00:17:29.360> Thank<00:17:29.600> you.<00:17:29.840> [laughter]<00:17:30.080> Absolutely.<00:17:30.320> Can<00:17:30.560> you<00:17:30.800> CC<00:17:31.040> me?

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That<00:17:31.520> would<00:17:31.600> be<00:17:31.720> I<00:17:31.800> would<00:17:31.920> love<00:17:32.040> to<00:17:32.160> see<00:17:32.280> that.<00:17:32.840> I'll<00:17:32.960> send<00:17:33.280> you<00:17:33.320> that.

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[laughter]<00:17:34.264> No,<00:17:34.648> it's<00:17:35.032> classified,<00:17:35.416> Joe.<00:17:35.800> Sorry.

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[laughter]<00:17:36.808> You<00:17:37.096> have<00:17:37.384> to<00:17:37.672> buy<00:17:37.960> officials<00:17:38.248> if<00:17:38.536> they<00:17:38.824> bring<00:17:39.112> Glenn<00:17:39.400> and<00:17:39.688> give<00:17:39.976> him<00:17:40.264> all<00:17:40.552> new<00:17:40.840> jackets.

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[laughter]<00:17:41.909> Yes.<00:17:42.059> That<00:17:42.208> was<00:17:42.357> half<00:17:42.507> a<00:17:42.656> jacket.<00:17:42.805> I<00:17:42.955> thought<00:17:43.104> he<00:17:43.253> was<00:17:43.403> getting<00:17:43.552> half<00:17:43.701> or<00:17:43.851> a<00:17:44.000> suit.

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[laughter]<00:17:44.791> No,<00:17:45.022> no.<00:17:45.253> Glenn's<00:17:45.484> one<00:17:45.716> jacket<00:17:45.947> is<00:17:46.178> enough<00:17:46.409> for<00:17:46.640> Domina.

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[laughter]<00:17:47.840> Glenn's<00:17:48.080> team<00:17:48.320> needs<00:17:48.560> about<00:17:48.800> 15<00:17:49.040> jackets<00:17:49.280> to<00:17:49.520> cover<00:17:49.760> the<00:17:50.000> cost<00:17:50.240> of<00:17:50.480> the<00:17:50.720> document.

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[laughter]<00:17:51.700> Okay,<00:17:52.040> that<00:17:52.380> the<00:17:52.720> tokenization<00:17:53.060> piece,<00:17:53.400> in<00:17:53.740> all<00:17:54.080> seriousness,<00:17:54.420> super<00:17:54.760> fascinating.

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I<00:17:55.720> think<00:17:56.120> a<00:17:56.200> lot<00:17:56.440> of<00:17:56.520> folks<00:17:57.440> are<00:17:58.080> I<00:17:58.160> think<00:17:58.360> there's<00:17:58.520> a<00:17:58.560> conversation<00:17:59.120> today<00:17:59.440> and<00:17:59.560> I<00:17:59.600> think<00:18:00.040> it<00:18:00.160> will<00:18:00.280> probably<00:18:00.600> rise<00:18:01.120> in<00:18:01.200> the<00:18:01.280> short<00:18:01.520> term.

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I<00:18:01.960> think<00:18:02.120> at<00:18:02.200> some<00:18:02.360> point<00:18:03.120> it'll<00:18:03.400> fall.

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[laughter]<00:18:04.280> I<00:18:05.440> disagree.<00:18:05.560> I<00:18:06.400> disagree.<00:18:06.520> I<00:18:07.040> wholeheartedly<00:18:07.520> disagree<00:18:08.440> because<00:18:08.600> you<00:18:08.880> have<00:18:09.000> to<00:18:09.320> have<00:18:09.440> the<00:18:10.320> vendors<00:18:10.920> recoup<00:18:11.520> their<00:18:11.720> investment<00:18:12.200> costs.

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And<00:18:12.960> the<00:18:13.120> only<00:18:13.360> way<00:18:13.440> you're<00:18:13.520> going<00:18:13.640> to<00:18:13.720> get<00:18:13.960> that<00:18:14.280> is<00:18:14.440> to<00:18:14.640> use<00:18:14.960> the<00:18:15.080> tool<00:18:15.440> on<00:18:15.560> the<00:18:15.640> token<00:18:16.000> piece.

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You're<00:18:16.280> going<00:18:16.400> to<00:18:16.480> see<00:18:16.640> a<00:18:16.720> price<00:18:17.200> war.<00:18:17.920> It's<00:18:18.120> already<00:18:18.440> starting<00:18:19.360> to<00:18:19.480> bring<00:18:19.720> people<00:18:20.200> in.

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You're<00:18:20.680> going<00:18:20.800> to<00:18:20.880> start<00:18:21.000> seeing<00:18:21.360> meter<00:18:21.720> costs.<00:18:22.200> We<00:18:22.320> have<00:18:22.480> a<00:18:22.520> vendor<00:18:22.840> that<00:18:23.000> already<00:18:23.360> bought<00:18:23.600> a<00:18:24.320> Salesforce<00:18:24.880> but<00:18:25.000> I<00:18:25.040> can<00:18:25.160> be<00:18:25.240> called<00:18:25.600> meter,<00:18:26.440> which<00:18:26.640> is<00:18:26.760> going<00:18:26.880> to<00:18:26.960> be<00:18:27.160> tied

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to<00:18:27.600> their<00:18:27.840> agents,<00:18:28.320> which<00:18:28.520> is<00:18:28.640> subscription<00:18:29.440> user-based<00:18:30.200> models.

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It's<00:18:30.840> like<00:18:31.000> your<00:18:31.120> water<00:18:31.480> meter<00:18:31.680> at<00:18:31.760> your<00:18:31.920> home.<00:18:32.640> The<00:18:32.680> more<00:18:33.000> you<00:18:33.120> use<00:18:33.320> it,<00:18:33.400> you're<00:18:33.480> going<00:18:33.600> to<00:18:33.680> get<00:18:33.760> a<00:18:33.800> monthly<00:18:34.160> bill.

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The<00:18:34.520> less<00:18:34.800> you<00:18:34.920> use<00:18:35.160> it,<00:18:35.320> so<00:18:35.480> it's<00:18:35.640> going<00:18:35.760> to<00:18:35.880> be<00:18:36.040> like<00:18:36.360> that.

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Consumption-based<00:18:37.920> user-based<00:18:38.640> policies.

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How<00:18:39.680> do<00:18:39.800> you<00:18:39.920> budget<00:18:40.320> for<00:18:40.440> that?<00:18:41.000> How<00:18:41.120> does<00:18:41.280> Glenn<00:18:41.560> How<00:18:41.720> do<00:18:41.840> Glenn<00:18:42.040> and<00:18:42.160> I<00:18:42.320> go<00:18:42.560> through<00:18:42.760> our<00:18:43.160> our<00:18:43.320> population<00:18:44.040> say,<00:18:44.240> "Okay,<00:18:44.920> I've<00:18:45.080> got<00:18:45.440> a<00:18:45.520> thousand<00:18:46.080> agents<00:18:46.440> in<00:18:46.560> the<00:18:46.640> entire

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enterprise.<00:18:47.840> Are<00:18:47.960> you<00:18:48.000> going<00:18:48.120> to<00:18:48.200> use<00:18:48.560> all<00:18:48.760> those<00:18:49.080> agents?"

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I<00:18:49.720> have<00:18:49.880> no<00:18:50.120> way<00:18:50.360> to<00:18:50.520> model<00:18:50.880> that<00:18:51.200> on<00:18:51.320> a<00:18:51.400> monthly<00:18:51.880> scale.

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It's<00:18:52.991> impossible<00:18:53.343> to<00:18:53.694> do<00:18:54.045> that.<00:18:54.397> [laughter]<00:18:54.748> So,<00:18:55.099> Dom,<00:18:55.450> when<00:18:55.802> I<00:18:56.153> was<00:18:56.504> at<00:18:56.856> the<00:18:57.207> executive<00:18:57.558> symposium<00:18:57.910> at<00:18:58.261> Cisco<00:18:58.612> Live,<00:18:58.963> my<00:18:59.315> colleagues<00:18:59.666> across<00:19:00.017> the<00:19:00.369> country,<00:19:00.720> both

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private<00:19:01.720> and<00:19:01.880> public<00:19:02.200> sector,<00:19:03.120> were<00:19:03.320> all<00:19:03.600> discussing<00:19:04.200> these<00:19:04.400> same<00:19:04.680> the<00:19:04.800> very<00:19:05.120> same<00:19:05.440> thing.

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And<00:19:06.280> one<00:19:06.480> of<00:19:06.520> the<00:19:06.680> things<00:19:07.560> that<00:19:07.760> was<00:19:07.920> a<00:19:07.960> common<00:19:08.440> theme<00:19:08.840> was<00:19:09.560> is<00:19:09.720> we're<00:19:09.840> not<00:19:10.040> buying<00:19:10.360> licenses<00:19:11.000> for<00:19:11.160> everybody<00:19:11.720> in<00:19:11.840> our<00:19:12.000> organization.

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Needs<00:19:13.120> to<00:19:13.200> be<00:19:13.320> more<00:19:13.560> strategic,<00:19:14.280> more<00:19:14.440> targeted<00:19:15.360> so<00:19:15.520> that<00:19:15.720> we<00:19:15.840> can<00:19:16.360> almost<00:19:17.280> have<00:19:17.520> some<00:19:17.760> control<00:19:18.800> over<00:19:19.080> the<00:19:19.200> monetization<00:19:20.000> of<00:19:20.160> these<00:19:20.400> tokens.

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But<00:19:21.560> really,<00:19:22.360> one<00:19:22.680> one<00:19:22.880> guy,<00:19:23.680> and<00:19:23.800> I<00:19:23.880> forgot<00:19:24.240> where<00:19:24.400> he<00:19:24.600> was<00:19:24.800> from,<00:19:25.240> said,<00:19:25.720> "Basically,<00:19:26.320> you're<00:19:26.520> hopping<00:19:26.920> in<00:19:27.040> a<00:19:27.120> gypsy<00:19:27.520> cab<00:19:28.240> and<00:19:28.400> you<00:19:28.480> have<00:19:28.720> no<00:19:28.960> idea<00:19:29.880> what

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the<00:19:30.120> bill<00:19:30.400> is<00:19:30.520> going<00:19:30.680> to<00:19:30.760> be<00:19:30.960> when<00:19:31.120> you<00:19:31.200> get<00:19:31.400> to<00:19:31.520> your<00:19:31.680> destination."

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<00:19:33.265> That's<00:19:33.570> brilliant.<00:19:33.875> I<00:19:34.180> like<00:19:34.485> that.<00:19:34.790> I<00:19:35.095> love<00:19:35.400> that.

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That's<00:19:35.996> really<00:19:36.271> good.<00:19:36.547> <00:19:36.822> So,<00:19:37.098> really,<00:19:37.373> Joe,<00:19:37.649> it<00:19:37.924> we<00:19:38.200> don't<00:19:38.476> know<00:19:38.751> how<00:19:39.027> much<00:19:39.302> these<00:19:39.578> tokens<00:19:39.853> are<00:19:40.129> going<00:19:40.404> to<00:19:40.680> cost.

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And<00:19:42.400> based<00:19:42.720> on<00:19:42.840> the<00:19:42.960> usage<00:19:43.520> and<00:19:43.640> the<00:19:43.720> compute<00:19:44.640> on<00:19:44.800> the<00:19:44.880> back<00:19:45.240> end.

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And<00:19:45.840> so,<00:19:46.000> that's<00:19:46.280> there's<00:19:46.560> real<00:19:46.800> concern<00:19:47.800> because<00:19:48.040> some<00:19:48.200> of<00:19:48.280> the<00:19:48.360> questions<00:19:48.840> we've<00:19:49.040> already<00:19:49.360> asked,<00:19:49.800> we've<00:19:49.960> met<00:19:50.200> with<00:19:50.400> we've<00:19:50.600> had<00:19:50.800> them<00:19:51.040> come<00:19:51.280> in,<00:19:51.840> right?

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And<00:19:52.400> very<00:19:52.640> promising<00:19:53.240> use<00:19:53.480> cases<00:19:54.400> with<00:19:54.640> them.

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But<00:19:55.840> how<00:19:56.000> much<00:19:56.520> is<00:19:57.240> asking<00:19:57.640> this<00:19:57.840> question?

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And<00:19:58.520> they<00:19:58.920> the<00:19:59.040> representative<00:19:59.760> really<00:20:00.000> couldn't<00:20:00.280> answer<00:20:00.560> the<00:20:00.640> question.

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<00:20:01.420> Yeah.<00:20:01.720> Depends<00:20:02.020> on<00:20:02.320> how<00:20:02.620> complex<00:20:02.920> it<00:20:03.220> is<00:20:03.520> and<00:20:03.820> what<00:20:04.120> all<00:20:04.420> they<00:20:04.720> have<00:20:05.020> to<00:20:05.320> do<00:20:05.620> prior<00:20:05.920> to<00:20:06.220> spitting<00:20:06.520> out<00:20:06.820> an<00:20:07.120> answer.

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<00:20:08.120> And<00:20:08.400> then,<00:20:08.680> Joe,<00:20:08.960> last<00:20:09.240> thing<00:20:09.520> for<00:20:09.800> that,<00:20:10.080> if<00:20:10.360> you<00:20:10.640> go<00:20:10.920> back<00:20:11.200> to<00:20:11.480> Gartner's<00:20:11.760> CIO<00:20:12.040> summit<00:20:12.320> last<00:20:12.600> year,<00:20:12.880> they're<00:20:13.160> really<00:20:13.440> getting<00:20:13.720> into<00:20:14.000> agents<00:20:14.280> and<00:20:14.560> bringing<00:20:14.840> agents

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into<00:20:15.360> your<00:20:15.480> security<00:20:15.800> operations<00:20:16.360> center.<00:20:16.600> Those<00:20:16.880> require<00:20:17.280> tokens.

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Those<00:20:17.880> are<00:20:18.000> analysis.<00:20:18.640> So,<00:20:18.760> wherever<00:20:19.080> you<00:20:19.280> have<00:20:19.640> a<00:20:19.720> business<00:20:20.120> unit<00:20:20.360> that<00:20:20.520> has<00:20:21.200> agents<00:20:21.640> and<00:20:21.760> tokens,<00:20:22.120> let's<00:20:22.280> say<00:20:22.400> I've<00:20:22.520> got<00:20:22.960> let's<00:20:23.120> say<00:20:23.280> I<00:20:23.320> got<00:20:23.520> 20<00:20:23.960> strategic<00:20:24.440> lines<00:20:24.680> of

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businesses<00:20:25.240> that<00:20:25.360> I<00:20:25.440> know<00:20:25.600> I'm<00:20:25.680> going<00:20:25.800> to<00:20:25.880> use<00:20:26.120> that.<00:20:26.560> That<00:20:26.840> cost<00:20:27.320> is<00:20:27.440> going<00:20:27.560> to<00:20:27.800> is<00:20:27.920> not<00:20:28.080> always<00:20:28.360> ephemeral.

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It's<00:20:28.840> going<00:20:28.960> to<00:20:29.000> be<00:20:29.120> changing<00:20:29.680> up<00:20:29.880> and<00:20:30.000> down.<00:20:30.280> There's<00:20:30.520> no<00:20:30.760> way<00:20:30.960> to<00:20:31.160> gauge<00:20:31.560> that<00:20:31.920> on<00:20:32.080> an<00:20:32.240> annual<00:20:32.920> one-year<00:20:33.440> budget<00:20:33.840> basis.

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It's<00:20:34.440> impossible<00:20:35.040> to<00:20:35.160> justify<00:20:35.640> that.<00:20:35.840> It's<00:20:35.960> impossible<00:20:36.440> to<00:20:36.520> project<00:20:37.440> 2<00:20:37.680> years<00:20:38.000> from<00:20:38.120> now.

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I<00:20:38.920> think<00:20:39.200> there's<00:20:39.360> going<00:20:39.480> to<00:20:39.520> be<00:20:39.600> a<00:20:39.680> consolidation<00:20:40.560> of<00:20:40.680> all<00:20:40.800> these<00:20:41.040> AI<00:20:41.280> tools<00:20:41.600> at<00:20:41.640> some<00:20:41.840> point<00:20:42.080> because<00:20:42.480> there<00:20:42.600> isn't<00:20:42.840> enough<00:20:43.080> seed<00:20:43.360> money<00:20:43.600> to<00:20:43.720> go<00:20:43.840> around.

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So,<00:20:44.840> if<00:20:44.960> you're<00:20:45.080> 11<00:20:45.520> Labs,<00:20:45.880> if<00:20:46.000> you're<00:20:46.120> Notebook<00:20:46.560> LLM,<00:20:47.080> if<00:20:47.200> you're<00:20:47.400> Perplexity,<00:20:48.040> ChatGPT,<00:20:48.760> OpenAI,<00:20:49.400> Grammarly,<00:20:50.160> you're<00:20:50.280> in<00:20:50.360> the<00:20:50.440> top<00:20:50.720> 10<00:20:50.960> sphere,<00:20:51.240> you're<00:20:51.320> going<00:20:51.440> to

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be<00:20:51.760> there.<00:20:52.360> But<00:20:52.480> some<00:20:52.600> of<00:20:52.640> the<00:20:52.720> smaller<00:20:53.160> ones<00:20:53.400> like<00:20:53.600> Hygiene<00:20:54.320> or<00:20:54.480> Gamma<00:20:55.360> that<00:20:55.560> you<00:20:55.680> use<00:20:55.960> for<00:20:56.080> other<00:20:56.320> things,<00:20:56.840> it's<00:20:56.960> going<00:20:57.080> to<00:20:57.160> become<00:20:57.760> fight<00:20:58.040> or<00:20:58.120> flight<00:20:58.560> and<00:20:58.720> survival

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of<00:20:59.200> the<00:20:59.320> fittest<00:20:59.680> at<00:20:59.760> some<00:20:59.960> point.<00:21:00.600> And<00:21:00.720> so,<00:21:00.840> I<00:21:00.920> worry<00:21:01.120> about<00:21:01.360> that<00:21:01.680> part.

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So,<00:21:02.320> tokenization<00:21:03.000> cost,<00:21:03.920> the<00:21:04.280> language<00:21:04.760> models,<00:21:05.440> the<00:21:05.520> monetization,<00:21:07.160> the<00:21:07.280> data<00:21:07.600> retention,<00:21:08.480> the<00:21:08.600> metadata<00:21:09.000> we<00:21:09.160> capture,<00:21:10.200> we're

00:21:10.320 --> 00:21:17.920
just<00:21:10.560> getting<00:21:10.840> started<00:21:11.640> on<00:21:11.720> a<00:21:11.760> lot<00:21:12.000> of<00:21:12.040> these<00:21:12.280> things<00:21:12.680> and<00:21:13.000> no<00:21:13.200> one<00:21:13.360> and<00:21:13.480> like<00:21:13.560> Glenn<00:21:13.800> said,<00:21:14.120> no<00:21:14.240> one<00:21:14.400> has<00:21:14.680> an<00:21:14.880> answer,<00:21:15.720> but<00:21:15.840> when<00:21:15.960> you<00:21:16.080> ask<00:21:16.360> an<00:21:16.440> executive,<00:21:17.040> they'll<00:21:17.200> say,

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"Pricing<00:21:18.360> will<00:21:18.520> be<00:21:18.680> fluid.<00:21:19.360> We'll<00:21:19.440> be<00:21:19.560> close<00:21:19.920> to<00:21:20.040> the<00:21:20.200> customer.

00:21:20.960 --> 00:21:28.880
We<00:21:21.080> want<00:21:21.200> to<00:21:21.280> make<00:21:21.360> sure<00:21:21.520> we<00:21:21.720> meet<00:21:22.000> their<00:21:22.160> needs."<00:21:23.080> But<00:21:23.240> in<00:21:23.360> reality,<00:21:23.920> Glenn<00:21:24.400> is<00:21:24.600> a<00:21:24.680> state<00:21:24.960> constitutional<00:21:25.640> court,<00:21:26.200> I'm<00:21:26.400> a<00:21:26.440> county<00:21:27.360> that's<00:21:27.600> going<00:21:27.720> to<00:21:27.800> go<00:21:27.960> through<00:21:28.200> a<00:21:28.240> significant

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change<00:21:29.240> in<00:21:29.320> how<00:21:29.480> we<00:21:29.600> allocate<00:21:29.960> our<00:21:30.080> dollars.<00:21:30.560> So,<00:21:30.680> that's<00:21:30.920> all<00:21:31.120> going<00:21:31.240> to<00:21:31.320> change<00:21:32.040> going<00:21:32.320> forward.

00:21:33.080 --> 00:21:35.920
<00:21:33.296> This<00:21:33.512> is<00:21:33.728> the<00:21:33.944> newest<00:21:34.160> version<00:21:34.376> of<00:21:34.592> moving<00:21:34.808> to<00:21:35.024> the<00:21:35.240> cloud.

00:21:35.920 --> 00:21:40.720
<00:21:36.147> Yeah.<00:21:36.373> <00:21:36.600> Moving<00:21:36.827> to<00:21:37.053> the<00:21:37.280> cloud,<00:21:37.507> it<00:21:37.733> was<00:21:37.960> free,<00:21:38.187> put<00:21:38.413> your<00:21:38.640> stuff<00:21:38.867> up<00:21:39.093> there,<00:21:39.320> not<00:21:39.547> a<00:21:39.773> big<00:21:40.000> deal.

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And<00:21:40.880> now,<00:21:41.720> the<00:21:41.880> cloud<00:21:42.400> called<00:21:42.720> the<00:21:42.840> cloud<00:21:43.200> storage<00:21:43.640> costs,<00:21:44.520> whether<00:21:44.774> [snorts]<00:21:44.800> it's<00:21:44.960> hot<00:21:45.200> storage<00:21:45.600> or<00:21:45.720> cold<00:21:46.000> storage,<00:21:46.560> can<00:21:46.800> vary<00:21:47.240> widely<00:21:48.320> and<00:21:48.680> we're<00:21:48.840> seeing

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some<00:21:49.440> exorbitant<00:21:50.160> expenses<00:21:50.760> around<00:21:51.120> cloud<00:21:51.480> storage<00:21:51.960> now<00:21:52.280> where<00:21:52.480> we're<00:21:53.080> even<00:21:53.360> contemplating,<00:21:54.240> do<00:21:54.400> we<00:21:54.520> bring<00:21:54.800> it<00:21:54.920> back<00:21:55.200> down?

00:21:55.880 --> 00:22:02.960
<00:21:56.115> We<00:21:56.351> have<00:21:56.586> a<00:21:56.822> whole<00:21:57.057> five<00:21:57.292> weeks,<00:21:57.528> Glenn,<00:21:57.763> but<00:21:57.998> one<00:21:58.234> of<00:21:58.469> the<00:21:58.705> things<00:21:58.940> we're<00:21:59.175> thinking<00:21:59.411> about<00:21:59.646> going<00:21:59.882> forward<00:22:00.117> is<00:22:00.352> the<00:22:00.588> metadata<00:22:00.823> content<00:22:01.058> that<00:22:01.294> comes<00:22:01.529> from<00:22:01.765> the<00:22:02.000> prompts.

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And<00:22:03.160> how<00:22:03.280> long<00:22:03.480> do<00:22:03.560> we<00:22:03.680> retain<00:22:04.200> that,<00:22:04.480> right?

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There's<00:22:04.960> no<00:22:05.120> retention<00:22:05.640> policy<00:22:06.200> for<00:22:06.320> a<00:22:06.400> prompt,<00:22:07.000> but<00:22:07.240> you<00:22:07.320> could<00:22:07.480> be<00:22:07.640> under<00:22:07.920> a<00:22:08.000> public<00:22:08.360> record<00:22:08.600> request<00:22:09.240> for<00:22:09.400> the<00:22:09.520> use<00:22:09.760> of<00:22:09.840> those<00:22:10.000> tool<00:22:10.320> sets.

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So,<00:22:11.200> how<00:22:11.280> long<00:22:11.440> do<00:22:11.520> we<00:22:11.640> keep<00:22:11.960> it?<00:22:12.440> And<00:22:12.560> so,<00:22:12.760> we're<00:22:12.920> fighting<00:22:13.160> with<00:22:13.280> that,<00:22:13.520> too,<00:22:13.680> as<00:22:13.880> well.

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So,<00:22:14.280> Joe,<00:22:14.520> I<00:22:14.600> don't<00:22:14.840> think<00:22:15.040> this<00:22:15.200> is<00:22:15.280> going<00:22:15.400> to<00:22:15.480> go<00:22:15.520> down<00:22:15.680> anytime<00:22:16.080> soon.

00:22:16.360 --> 00:22:21.400
The<00:22:16.480> hype's<00:22:16.800> going<00:22:16.920> to<00:22:16.960> keep<00:22:17.200> going<00:22:17.600> up,<00:22:18.280> but<00:22:18.560> what<00:22:18.800> we're<00:22:19.000> going<00:22:19.120> to<00:22:19.200> be<00:22:19.360> on<00:22:19.440> the<00:22:19.600> other<00:22:19.840> side<00:22:20.120> of<00:22:20.160> that<00:22:20.400> hype<00:22:20.720> coin,<00:22:21.040> right?

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I<00:22:21.440> still<00:22:21.680> think<00:22:21.960> there's<00:22:22.120> going<00:22:22.240> to<00:22:22.320> be<00:22:23.080> less<00:22:23.560> on<00:22:23.680> the<00:22:23.800> spend<00:22:24.200> enterprise<00:22:24.760> because<00:22:25.080> you're<00:22:25.160> going<00:22:25.280> to<00:22:25.320> hit<00:22:25.440> an<00:22:25.560> inflection<00:22:26.080> point<00:22:26.680> have<00:22:26.880> to<00:22:26.960> start<00:22:27.160> consuming.

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I<00:22:28.200> don't<00:22:28.320> know<00:22:28.360> about<00:22:28.680> Glenn,<00:22:29.040> but<00:22:29.320> we're<00:22:29.480> hesitant<00:22:30.000> with<00:22:30.120> the<00:22:30.200> agentic<00:22:30.720> because<00:22:31.040> we<00:22:31.200> want<00:22:31.360> to<00:22:31.400> figure<00:22:31.680> out<00:22:31.800> regenerative<00:22:32.360> first,<00:22:32.720> right?

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We<00:22:33.040> want<00:22:33.160> to<00:22:33.240> fill<00:22:33.360> out<00:22:33.520> gen<00:22:33.760> AI<00:22:34.200> first,<00:22:34.680> get<00:22:34.840> that<00:22:35.040> in<00:22:35.160> place,<00:22:35.920> but<00:22:36.120> we<00:22:36.240> know<00:22:36.600> the<00:22:36.800> agentic<00:22:37.360> and<00:22:37.520> non-human<00:22:38.000> entities<00:22:38.360> are<00:22:38.480> coming<00:22:39.440> and<00:22:39.560> I<00:22:39.640> sit<00:22:39.880> on<00:22:40.000> an<00:22:40.120> advisory<00:22:40.560> board

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where<00:22:41.000> I<00:22:41.080> have<00:22:41.280> a<00:22:41.320> tool<00:22:41.640> that<00:22:41.840> does<00:22:42.120> that<00:22:42.320> stuff,<00:22:42.640> but<00:22:42.960> I<00:22:43.040> got<00:22:43.200> to<00:22:43.280> redo<00:22:43.600> my<00:22:43.720> infrastructure<00:22:44.280> at<00:22:44.360> that<00:22:44.520> point,<00:22:44.800> right?

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So,<00:22:45.080> Cisco<00:22:45.520> will<00:22:45.640> come<00:22:45.840> and<00:22:45.960> say,<00:22:46.720> "Start<00:22:46.960> orchestration,<00:22:47.880> segmentation."

00:22:48.840 --> 00:22:57.680
That's<00:22:49.080> a<00:22:49.160> cost<00:22:49.680> factor,<00:22:50.200> so<00:22:50.880> a<00:22:50.960> lot<00:22:51.280> of<00:22:51.320> this<00:22:51.440> stuff<00:22:51.800> is<00:22:51.960> tied<00:22:52.440> to<00:22:53.240> how<00:22:53.360> much<00:22:53.640> capital<00:22:54.120> I<00:22:54.200> get<00:22:54.440> to<00:22:54.600> do<00:22:54.880> these<00:22:55.120> things<00:22:55.560> and<00:22:55.680> we<00:22:55.800> tell<00:22:56.040> our<00:22:56.160> public<00:22:56.520> sector<00:22:56.840> vendors,

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"We<00:22:57.760> don't<00:22:57.960> have<00:22:58.200> an<00:22:58.320> infinite<00:22:58.640> amount<00:22:58.880> of<00:22:59.000> money<00:22:59.440> to<00:22:59.600> do<00:22:59.800> all<00:22:59.920> these<00:23:00.080> great<00:23:00.360> things."

00:23:00.760 --> 00:23:09.200
So,<00:23:01.440> what's<00:23:01.640> the<00:23:01.760> must<00:23:02.040> must<00:23:02.280> have<00:23:02.560> I<00:23:02.680> can<00:23:03.080> do<00:23:03.440> right<00:23:03.720> now<00:23:04.120> to<00:23:04.280> show<00:23:04.440> that<00:23:04.760> Glenn's<00:23:05.080> courts<00:23:05.440> work<00:23:05.680> well<00:23:06.040> or<00:23:06.400> and<00:23:06.560> my<00:23:06.840> port<00:23:07.240> works<00:23:07.520> well<00:23:07.880> and<00:23:08.040> my<00:23:08.280> citizens<00:23:08.680> work<00:23:08.920> well

00:23:09.200 --> 00:23:14.280
and<00:23:09.280> human<00:23:09.520> services.<00:23:10.080> Those<00:23:10.320> are<00:23:10.440> things.<00:23:10.800> So,<00:23:11.400> it's<00:23:11.680> going<00:23:11.840> to<00:23:11.960> be<00:23:12.760> a<00:23:12.840> choice<00:23:13.280> at<00:23:13.400> some<00:23:13.600> point.

00:23:14.280 --> 00:23:23.400
<00:23:14.666> Yeah,<00:23:15.052> Dom,<00:23:15.438> you're<00:23:15.824> right.<00:23:16.210> I'm<00:23:16.597> looking<00:23:16.983> at<00:23:17.369> modernization<00:23:17.755> of<00:23:18.141> my<00:23:18.527> court<00:23:18.913> systems,<00:23:19.299> but<00:23:19.685> oh<00:23:20.071> by<00:23:20.457> the<00:23:20.843> way,<00:23:21.230> we've<00:23:21.616> got<00:23:22.002> a<00:23:22.388> refresh<00:23:22.774> that's<00:23:23.160> and

00:23:23.400 --> 00:23:28.240
things<00:23:23.640> will<00:23:23.760> become<00:23:24.120> unsupported.<00:23:25.280> They'll<00:23:25.440> be<00:23:25.800> out<00:23:26.000> of<00:23:26.160> warranty,<00:23:26.880> etc.,<00:23:27.280> etc.

00:23:28.240 --> 00:23:37.400
And<00:23:28.320> so,<00:23:28.400> how<00:23:28.520> do<00:23:28.600> you<00:23:28.680> balance<00:23:29.280> those<00:23:29.520> capex<00:23:30.560> expenses<00:23:31.280> that<00:23:31.520> you<00:23:31.640> need<00:23:31.880> to<00:23:32.000> have<00:23:32.320> just<00:23:32.520> to<00:23:32.600> keep<00:23:33.000> what<00:23:33.200> you<00:23:33.320> have<00:23:33.640> the<00:23:33.760> lights<00:23:34.080> on,<00:23:34.680> but<00:23:34.800> also<00:23:35.120> continuing<00:23:35.720> to<00:23:35.800> modernize

00:23:37.400 --> 00:23:42.000
leveraging<00:23:38.000> AI.<00:23:38.520> So,<00:23:39.120> it<00:23:39.280> is<00:23:39.400> a<00:23:39.480> balancing<00:23:40.040> act<00:23:40.320> with<00:23:40.560> what<00:23:40.760> funding<00:23:41.120> is<00:23:41.320> available.

00:23:42.000 --> 00:23:46.280
<00:23:42.320> Yeah.<00:23:42.640> <00:23:42.960> I'm<00:23:43.280> doing<00:23:43.600> my<00:23:43.920> I'm<00:23:44.240> doing<00:23:44.560> my<00:23:44.880> 3-year<00:23:45.200> projection<00:23:45.520> right<00:23:45.840> now.

00:23:46.280 --> 00:23:53.840
I<00:23:46.360> got<00:23:46.520> to<00:23:46.560> think<00:23:46.800> 3<00:23:47.000> years<00:23:47.280> out.<00:23:47.840> I<00:23:47.920> can't<00:23:48.200> do<00:23:48.360> it<00:23:48.440> year-to-year<00:23:49.000> because<00:23:49.800> Dell<00:23:50.080> has<00:23:50.240> said<00:23:50.400> it<00:23:50.480> to<00:23:50.640> us<00:23:50.880> as<00:23:51.000> well<00:23:51.160> as<00:23:51.240> Cisco,<00:23:52.200> the<00:23:52.320> compute<00:23:52.720> cost<00:23:53.080> is<00:23:53.160> not<00:23:53.320> going<00:23:53.440> to<00:23:53.520> change

00:23:53.840 --> 00:23:58.600
in<00:23:53.880> there<00:23:54.040> 3<00:23:54.280> or<00:23:54.360> 4<00:23:54.600> years.<00:23:54.960> You<00:23:55.040> won't<00:23:55.240> see<00:23:55.400> a<00:23:55.440> price<00:23:55.800> reduction<00:23:56.320> until<00:23:56.600> 2030<00:23:57.400> at<00:23:57.560> the<00:23:57.680> earliest.

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And<00:23:58.720> that's<00:23:58.920> everywhere.<00:23:59.680> So,<00:24:00.000> whether<00:24:00.200> it<00:24:00.240> be<00:24:00.360> a<00:24:00.400> GPU,<00:24:00.880> a<00:24:00.920> compute<00:24:01.320> cost,<00:24:01.760> and<00:24:01.960> I<00:24:02.000> can<00:24:02.160> give<00:24:02.320> you<00:24:02.400> a<00:24:02.440> good<00:24:02.560> example,<00:24:03.480> the<00:24:03.600> server<00:24:03.920> I<00:24:03.960> bought<00:24:04.200> from<00:24:04.400> Dell<00:24:05.040> last<00:24:05.520> year<00:24:05.720> was

00:24:05.880 --> 00:24:09.080
about<00:24:06.200> 40,000.<00:24:06.880> That<00:24:07.040> same<00:24:07.320> server<00:24:07.680> is<00:24:07.800> now<00:24:07.960> 75,000.

00:24:09.080 --> 00:24:17.600
Just<00:24:09.240> for<00:24:09.360> the<00:24:09.520> mid-tier<00:24:10.760> GenAI<00:24:12.080> not<00:24:12.360> with<00:24:12.520> the<00:24:12.640> high-end,<00:24:13.200> but<00:24:13.360> enough<00:24:13.680> to<00:24:13.800> get<00:24:13.960> me<00:24:14.120> some<00:24:14.480> level<00:24:15.080> of<00:24:15.320> compute<00:24:15.800> power<00:24:16.560> in<00:24:16.800> that<00:24:17.040> space.

00:24:17.600 --> 00:24:22.280
So,<00:24:17.720> I<00:24:17.760> can't<00:24:18.040> buy<00:24:18.200> it<00:24:18.280> a<00:24:18.320> Cadillac.<00:24:18.880> Even<00:24:19.000> if<00:24:19.160> I<00:24:19.240> could,<00:24:19.600> I<00:24:19.680> wouldn't<00:24:20.040> because<00:24:20.360> I<00:24:20.440> would<00:24:20.560> blow<00:24:20.800> out<00:24:20.920> my<00:24:21.040> budget<00:24:21.360> basically.

00:24:22.280 --> 00:24:27.760
<00:24:22.553> So,<00:24:22.826> do<00:24:23.099> either<00:24:23.372> one<00:24:23.645> of<00:24:23.918> you<00:24:24.191> would<00:24:24.464> you<00:24:24.736> think<00:24:25.009> about<00:24:25.282> more<00:24:25.555> in<00:24:25.828> the<00:24:26.101> future<00:24:26.374> of<00:24:26.647> consumption<00:24:26.920> models?

00:24:27.760 --> 00:24:36.600
For<00:24:28.142> example,<00:24:28.524> Dell<00:24:28.905> has<00:24:29.287> a<00:24:29.669> pay-as-you-go<00:24:30.051> <00:24:30.433> See,<00:24:30.815> yeah,<00:24:31.196> I<00:24:31.578> hesitate<00:24:31.960> because<00:24:32.342> my<00:24:32.724> budgets<00:24:33.105> aren't<00:24:33.487> always<00:24:33.869> guaranteed<00:24:34.251> every<00:24:34.633> year<00:24:35.015> in<00:24:35.396> my<00:24:35.778> operating<00:24:36.160> budget.

00:24:36.600 --> 00:24:44.160
So,<00:24:37.080> it's<00:24:37.200> very<00:24:37.440> difficult<00:24:38.080> to<00:24:38.200> sign<00:24:38.560> up<00:24:39.040> for<00:24:39.200> pay-as-you-go<00:24:40.040> because<00:24:40.840> I<00:24:40.920> don't<00:24:41.160> know<00:24:41.880> what<00:24:42.040> population's<00:24:42.760> going<00:24:42.880> to<00:24:43.000> use<00:24:43.320> that<00:24:43.480> stuff<00:24:43.720> going<00:24:43.920> forward.

00:24:44.160 --> 00:24:46.880
It's<00:24:44.280> impossible<00:24:44.880> for<00:24:45.000> me<00:24:45.120> to<00:24:45.240> be<00:24:45.440> that<00:24:45.880> that<00:24:46.280> crystal<00:24:46.640> ball.

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If<00:24:47.040> I<00:24:47.120> had<00:24:47.440> that,<00:24:47.720> I<00:24:47.760> think<00:24:48.040> Glenn<00:24:48.240> and<00:24:48.400> I<00:24:48.560> would<00:24:48.680> probably<00:24:48.880> wouldn't<00:24:49.080> be<00:24:49.160> on<00:24:49.240> this<00:24:49.400> podcast.

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We'd<00:24:50.000> be<00:24:50.080> trading<00:24:50.480> stocks<00:24:50.920> in<00:24:51.000> a<00:24:51.040> boat<00:24:51.320> somewhere<00:24:51.880> probably<00:24:52.360> making<00:24:52.680> a<00:24:52.720> lot<00:24:52.960> of<00:24:53.040> money.

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It's<00:24:53.640> not<00:24:53.760> going<00:24:53.880> to<00:24:54.000> happen.<00:24:54.880> And<00:24:55.080> we<00:24:55.200> can't<00:24:55.480> rely<00:24:55.840> on<00:24:56.080> the<00:24:56.200> vendors<00:24:56.680> to<00:24:56.760> do<00:24:56.920> it<00:24:57.000> because<00:24:57.880> their<00:24:58.120> side<00:24:58.440> will<00:24:58.560> be<00:24:58.760> if<00:24:58.880> you<00:24:58.960> do<00:24:59.120> it<00:24:59.200> this<00:24:59.400> way<00:24:59.640> it's<00:24:59.800> a<00:24:59.840> flat<00:25:00.280> rate.

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Amazon<00:25:01.160> will<00:25:01.280> tell<00:25:01.560> you<00:25:01.680> come<00:25:01.920> in<00:25:02.080> through<00:25:02.320> our<00:25:02.560> capability<00:25:03.080> and<00:25:03.200> spend<00:25:03.520> this<00:25:03.680> much<00:25:03.880> money<00:25:04.120> per<00:25:04.240> year<00:25:04.440> you<00:25:04.520> have<00:25:04.640> great<00:25:04.840> stuff.

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I<00:25:05.280> can't<00:25:05.520> even<00:25:05.720> guarantee<00:25:06.120> that<00:25:06.440> spend.<00:25:06.920> It's<00:25:07.080> impossible<00:25:07.600> to<00:25:07.720> do<00:25:07.920> that.

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We<00:25:08.280> have<00:25:08.400> to<00:25:08.520> get<00:25:08.720> super<00:25:09.160> creative<00:25:09.840> in<00:25:09.920> a<00:25:09.960> lot<00:25:10.120> of<00:25:10.240> things<00:25:10.720> without<00:25:11.200> sacrificing<00:25:12.200> the<00:25:12.320> investment<00:25:12.880> in<00:25:12.960> the<00:25:13.040> quality<00:25:13.720> and<00:25:13.840> the<00:25:13.920> protection<00:25:14.440> we<00:25:14.560> have<00:25:14.760> to<00:25:14.840> do.

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So<00:25:15.686> <00:25:15.971> Yeah,<00:25:16.257> yeah.<00:25:16.543> I<00:25:16.829> agree<00:25:17.114> with<00:25:17.400> that.

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John,<00:25:18.360> you<00:25:18.520> John,<00:25:18.800> you<00:25:18.920> know<00:25:19.040> how<00:25:19.200> it<00:25:19.320> is.<00:25:19.680> We<00:25:19.840> need<00:25:20.120> to<00:25:20.240> have<00:25:20.920> our<00:25:21.080> numbers<00:25:21.760> flushed<00:25:22.240> out.

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T<00:25:23.040> was<00:25:23.240> probably<00:25:23.920> an<00:25:24.120> exception.<00:25:25.040> You<00:25:25.120> guys<00:25:25.360> had<00:25:25.520> a<00:25:25.560> lot<00:25:25.800> more<00:25:26.240> fun<00:25:26.520> money<00:25:27.240> to<00:25:27.360> do<00:25:27.600> different<00:25:28.320> exploratory<00:25:29.440> projects<00:25:29.960> with,<00:25:30.560> but<00:25:30.920> we

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need<00:25:31.280> to<00:25:31.440> be<00:25:31.640> able<00:25:31.800> to<00:25:31.880> forecast<00:25:32.480> that<00:25:32.720> out.

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We<00:25:33.000> can't<00:25:33.240> have<00:25:33.400> these<00:25:33.600> surprise<00:25:34.640> invoices<00:25:35.320> coming<00:25:35.680> in<00:25:36.040> or<00:25:36.360> use<00:25:37.000> If<00:25:37.160> it<00:25:37.640> to<00:25:37.760> Dom's<00:25:38.120> point,<00:25:38.840> if<00:25:38.960> something<00:25:39.400> explodes<00:25:40.080> in<00:25:40.280> use<00:25:40.600> in<00:25:40.720> popularity<00:25:41.920> and

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we<00:25:42.640> see<00:25:42.840> a<00:25:42.920> spike<00:25:43.520> in<00:25:43.840> in<00:25:44.080> usage<00:25:45.040> which<00:25:45.200> results<00:25:45.600> in<00:25:45.680> a<00:25:45.760> spike<00:25:46.200> in<00:25:46.320> the<00:25:46.400> bill,<00:25:47.040> and<00:25:47.120> that<00:25:47.280> would<00:25:47.440> be<00:25:47.720> hard<00:25:48.120> to<00:25:48.520> to<00:25:48.640> ingest<00:25:49.160> because<00:25:49.480> we<00:25:49.560> didn't<00:25:49.840> predict<00:25:50.240> that.

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<00:25:50.966> Yeah.<00:25:51.211> Still<00:25:51.457> have<00:25:51.703> it<00:25:51.949> in<00:25:52.194> our<00:25:52.440> budget.<00:25:52.686> <00:25:52.931> And<00:25:53.177> we<00:25:53.423> I<00:25:53.669> know<00:25:53.914> I've<00:25:54.160> asked<00:25:54.406> a<00:25:54.651> couple<00:25:54.897> of<00:25:55.143> my<00:25:55.389> strategic<00:25:55.634> vendors,<00:25:55.880> let's<00:25:56.126> start<00:25:56.371> thinking<00:25:56.617> about,<00:25:56.863> you<00:25:57.109> know,<00:25:57.354> a<00:25:57.600> best

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swag<00:25:58.480> model<00:25:58.960> because<00:25:59.480> we<00:25:59.600> want<00:25:59.720> to<00:25:59.800> put<00:26:00.040> the<00:26:00.160> county<00:26:00.640> and<00:26:00.760> I<00:26:00.800> know<00:26:01.040> Glenn<00:26:01.360> is<00:26:01.480> probably<00:26:01.760> thinking<00:26:02.000> this<00:26:02.120> too<00:26:02.280> as<00:26:02.440> well.

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How<00:26:02.800> you<00:26:02.880> make<00:26:03.080> this<00:26:03.280> court<00:26:03.640> system<00:26:03.960> the<00:26:04.080> best<00:26:04.440> in<00:26:04.520> the<00:26:04.560> United<00:26:04.840> States,<00:26:05.280> right?

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To<00:26:05.960> be<00:26:06.160> forethinking,<00:26:07.320> you<00:26:07.400> got<00:26:07.520> to<00:26:07.600> have<00:26:07.920> forethinking<00:26:08.640> budgets<00:26:09.160> to<00:26:09.240> also<00:26:09.480> have<00:26:09.680> those<00:26:09.800> scenarios.

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And<00:26:10.960> we're<00:26:11.160> asking<00:26:11.480> these<00:26:11.640> hard<00:26:11.880> questions,<00:26:12.440> but<00:26:12.640> they<00:26:12.760> have<00:26:12.920> to<00:26:13.000> be<00:26:13.120> asked<00:26:13.440> now<00:26:13.680> because<00:26:14.000> if<00:26:14.040> we<00:26:14.120> don't<00:26:14.320> ask<00:26:14.560> them<00:26:14.760> now,<00:26:15.600> we'll<00:26:15.680> never<00:26:15.920> get<00:26:16.120> the<00:26:16.320> answers<00:26:16.720> till<00:26:16.880> it's

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too<00:26:17.240> late<00:26:17.480> basically.<00:26:18.320> And<00:26:18.440> so<00:26:18.560> we<00:26:18.760> are<00:26:19.000> in<00:26:19.120> a<00:26:19.200> kind<00:26:19.440> of<00:26:19.520> this<00:26:19.680> unique<00:26:20.400> in<00:26:20.680> this<00:26:20.840> unique<00:26:21.200> bubble<00:26:21.640> of<00:26:21.920> we<00:26:22.040> have<00:26:22.160> to<00:26:22.280> innovate,<00:26:22.880> we<00:26:22.960> have<00:26:23.080> to<00:26:23.120> do<00:26:23.200> these<00:26:23.320> great<00:26:23.600> things,<00:26:24.520> but

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there's<00:26:24.880> also<00:26:25.160> the<00:26:25.320> fiscal<00:26:25.760> reality<00:26:26.160> part.<00:26:26.360> I<00:26:26.400> go<00:26:26.560> back<00:26:26.880> to<00:26:27.640> You<00:26:27.760> guys<00:26:27.920> remember<00:26:28.200> the<00:26:28.280> dot<00:26:28.560> com<00:26:28.800> days.

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I<00:26:29.120> was<00:26:29.320> a<00:26:29.360> Cisco<00:26:29.720> guy<00:26:30.040> in<00:26:30.120> like<00:26:30.240> 1999,<00:26:30.840> 2000.

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John<00:26:31.720> Chambers'<00:26:32.600> famous<00:26:33.160> line,<00:26:33.600> that's<00:26:33.760> a<00:26:33.840> 100-year<00:26:34.280> flood.

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Well,<00:26:35.040> we're<00:26:35.200> getting<00:26:35.440> to<00:26:35.560> that<00:26:35.760> saturation<00:26:36.480> point<00:26:36.760> where<00:26:36.880> the<00:26:37.000> spigot<00:26:37.360> turns<00:26:37.720> off<00:26:38.040> on<00:26:38.200> some<00:26:38.400> of<00:26:38.480> the<00:26:38.560> generative<00:26:38.960> AI<00:26:39.240> and<00:26:39.320> the<00:26:39.400> investment<00:26:39.800> spend,<00:26:40.040> the<00:26:40.120> data<00:26:40.360> center

00:26:40.640 --> 00:26:43.040
spend.<00:26:40.960> You're<00:26:41.040> starting<00:26:41.280> to<00:26:41.320> see<00:26:41.480> some<00:26:41.840> hesitation<00:26:42.480> there.

00:26:43.040 --> 00:26:45.680
But<00:26:43.200> going<00:26:43.480> forward,<00:26:44.360> we<00:26:44.480> got<00:26:44.680> to<00:26:44.720> use<00:26:44.880> what<00:26:44.960> we<00:26:45.120> have.

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And<00:26:46.000> I<00:26:46.040> keep<00:26:46.320> telling<00:26:46.520> our<00:26:46.600> vendors,<00:26:47.000> we'll<00:26:47.520> use<00:26:47.720> what<00:26:47.800> we<00:26:47.960> have,<00:26:48.360> but<00:26:48.440> if<00:26:48.560> I<00:26:48.640> can't<00:26:48.880> get<00:26:49.160> X,<00:26:49.560> I<00:26:49.640> can't<00:26:49.960> buy<00:26:50.160> Y<00:26:50.920> because<00:26:51.240> the<00:26:51.400> oversight<00:26:51.920> has<00:26:52.160> to<00:26:52.280> be<00:26:52.560> there.

00:26:52.840 --> 00:26:57.000
If<00:26:53.040> I<00:26:53.120> can't<00:26:53.440> oversight<00:26:53.960> it,<00:26:54.080> I'm<00:26:54.160> not<00:26:54.280> going<00:26:54.400> to<00:26:54.480> implement<00:26:54.880> a<00:26:54.960> tool<00:26:55.520> or<00:26:55.680> a<00:26:55.720> piece<00:26:55.920> of<00:26:56.080> AI<00:26:56.400> tool.

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And<00:26:57.160> those<00:26:57.360> are<00:26:57.440> the<00:26:57.520> realities<00:26:58.080> they're<00:26:58.200> going<00:26:58.320> to<00:26:58.400> have<00:26:58.520> to<00:26:58.640> come<00:26:58.840> to<00:26:58.960> face.

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That's<00:26:59.480> just<00:26:59.680> the<00:26:59.720> expectations<00:27:00.400> going<00:27:00.640> forward.<00:27:00.960> So,<00:27:01.520> on<00:27:01.640> your<00:27:01.800> hype<00:27:02.040> question,<00:27:02.440> Joe,<00:27:03.080> I<00:27:03.160> think<00:27:03.320> the<00:27:03.440> hype<00:27:03.680> is<00:27:03.800> still<00:27:04.000> there,<00:27:04.320> but<00:27:04.480> it's<00:27:04.560> in<00:27:04.680> different<00:27:04.960> areas<00:27:05.400> now.

00:27:05.960 --> 00:27:08.920
The<00:27:06.040> concerns<00:27:06.640> are<00:27:06.720> in<00:27:06.800> different<00:27:07.040> areas,<00:27:07.360> too.<00:27:07.720> GenAI<00:27:08.080> was<00:27:08.240> 3<00:27:08.400> years<00:27:08.640> ago.

00:27:08.920 --> 00:27:13.840
We're<00:27:09.080> already<00:27:09.320> in<00:27:09.400> agentic<00:27:09.960> and<00:27:10.080> non-agents<00:27:11.040> massive<00:27:11.600> agents<00:27:12.000> everywhere<00:27:12.480> in<00:27:12.600> full<00:27:12.880> autonomous.

00:27:13.840 --> 00:27:16.480
I<00:27:13.920> know,<00:27:14.080> Glenn,<00:27:14.400> I'm<00:27:14.520> not<00:27:14.640> you,<00:27:14.880> but<00:27:15.080> I'm<00:27:15.200> not<00:27:15.400> going<00:27:15.640> full<00:27:15.920> autonomous.

00:27:16.480 --> 00:27:22.040
I<00:27:16.520> don't<00:27:16.640> have<00:27:16.720> any<00:27:16.840> use<00:27:17.040> case<00:27:17.320> for<00:27:17.560> it.<00:27:18.000> We'll<00:27:18.160> just<00:27:18.320> do<00:27:18.520> assist<00:27:18.920> models<00:27:19.480> and<00:27:19.640> send<00:27:19.960> my<00:27:20.000> autonomous<00:27:20.560> and<00:27:20.680> call<00:27:20.920> it<00:27:20.960> a<00:27:21.000> day,<00:27:21.160> basically.

00:27:22.040 --> 00:27:27.600
<00:27:22.333> I<00:27:22.627> don't<00:27:22.920> have<00:27:23.213> the<00:27:23.507> budget,<00:27:23.800> the<00:27:24.093> skillset,<00:27:24.387> or<00:27:24.680> the<00:27:24.973> manpower,<00:27:25.267> or<00:27:25.560> probably<00:27:25.853> the<00:27:26.147> support<00:27:26.440> for<00:27:26.733> that<00:27:27.027> right<00:27:27.320> now.

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So,<00:27:28.320> I<00:27:28.360> think<00:27:28.680> we're<00:27:29.320> we're<00:27:29.520> always<00:27:29.960> what,<00:27:30.240> n<00:27:30.440> minus<00:27:30.960> two,<00:27:31.400> minus<00:27:31.800> three<00:27:32.880> from<00:27:33.080> the<00:27:33.160> private<00:27:33.560> sector.

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We'll<00:27:34.240> figure<00:27:34.560> it<00:27:34.720> out,<00:27:35.360> but<00:27:35.680> it's<00:27:35.840> going<00:27:35.960> to<00:27:36.040> be<00:27:36.160> interesting<00:27:36.560> to<00:27:36.680> see<00:27:36.840> how<00:27:37.080> it<00:27:37.160> shakes<00:27:37.560> out<00:27:38.160> in<00:27:38.280> the<00:27:38.360> public<00:27:38.760> sector<00:27:39.560> with<00:27:39.720> the<00:27:39.840> way<00:27:40.080> that<00:27:40.240> the<00:27:40.360> industry<00:27:40.840> is<00:27:41.000> going<00:27:41.640> at

00:27:41.720 --> 00:27:47.720
full<00:27:41.960> steam<00:27:42.240> ahead.<00:27:43.000> It's<00:27:43.200> moving<00:27:43.600> faster<00:27:44.040> than<00:27:44.280> we<00:27:44.400> can<00:27:44.600> even<00:27:45.240> comprehend<00:27:46.400> in<00:27:46.480> the<00:27:46.560> public<00:27:46.920> sector.

00:27:47.720 --> 00:27:49.760
<00:27:47.910> Oh,<00:27:48.100> god,<00:27:48.290> yeah.<00:27:48.480> That's<00:27:48.670> the<00:27:48.860> hard<00:27:49.050> part.<00:27:49.240> Yeah.

00:27:49.760 --> 00:27:54.280
<00:27:49.955> So,<00:27:50.149> just<00:27:50.344> to<00:27:50.538> round<00:27:50.733> out,<00:27:50.927> I<00:27:51.122> think<00:27:51.316> this<00:27:51.511> is<00:27:51.705> actually<00:27:51.900> a<00:27:52.095> really<00:27:52.289> great<00:27:52.484> topic<00:27:52.678> that<00:27:52.873> a<00:27:53.067> lot<00:27:53.262> of<00:27:53.456> folks<00:27:53.651> are<00:27:53.845> struggling<00:27:54.040> with.

00:27:54.280 --> 00:28:01.040
I'm<00:27:54.720> in<00:27:54.880> the<00:27:55.000> boat<00:27:55.240> of<00:27:55.440> hoping<00:27:55.800> market<00:27:56.160> forces<00:27:56.920> actually<00:27:57.280> lower<00:27:57.600> prices<00:27:58.160> long-term<00:27:59.160> on<00:27:59.320> the<00:27:59.400> curve,<00:27:59.760> but<00:28:00.280> I<00:28:00.360> might<00:28:00.520> be<00:28:00.640> wrong.

00:28:01.040 --> 00:28:03.560
But,<00:28:01.200> John,<00:28:01.480> I<00:28:01.560> want<00:28:01.760> to<00:28:01.840> hear<00:28:02.080> John,<00:28:02.360> I'd<00:28:02.440> love<00:28:02.560> to<00:28:02.640> hear<00:28:02.800> from<00:28:03.000> you.

00:28:03.560 --> 00:28:05.440
How<00:28:03.760> are<00:28:03.920> you<00:28:04.040> advising<00:28:04.520> clients<00:28:05.000> right<00:28:05.120> now?

00:28:05.440 --> 00:28:13.680
Right?<00:28:05.720> If<00:28:05.800> you<00:28:05.880> just<00:28:06.280> kind<00:28:06.440> of<00:28:06.520> put<00:28:06.720> agentic<00:28:07.240> to<00:28:07.360> the<00:28:07.480> side,<00:28:08.520> everything<00:28:08.960> from<00:28:09.920> data<00:28:10.200> lake<00:28:10.480> houses<00:28:11.120> to<00:28:12.000> just<00:28:12.160> in<00:28:12.280> general,<00:28:12.960> we<00:28:13.000> talk<00:28:13.160> about<00:28:13.520> kind

00:28:13.680 --> 00:28:17.240
of<00:28:13.760> data<00:28:14.040> readiness,<00:28:14.760> I<00:28:14.800> mean,<00:28:15.320> budgeting<00:28:15.800> 3<00:28:16.040> years<00:28:16.320> out.

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How<00:28:17.440> are<00:28:17.600> you<00:28:17.760> working<00:28:18.320> with<00:28:18.520> 30<00:28:18.840> years<00:28:19.440> in<00:28:19.600> in<00:28:19.800> public<00:28:20.200> sector?

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How<00:28:21.080> are<00:28:21.160> you<00:28:21.280> both<00:28:22.320> them<00:28:22.600> and<00:28:22.720> then<00:28:22.880> guiding<00:28:23.360> at<00:28:23.480> the<00:28:23.560> same<00:28:23.840> time?

00:28:24.440 --> 00:28:33.240
<00:28:24.749> A<00:28:25.057> couple<00:28:25.366> things<00:28:25.674> there.<00:28:25.983> One<00:28:26.291> thing<00:28:26.600> that<00:28:26.909> I<00:28:27.217> love<00:28:27.526> that<00:28:27.834> Dell<00:28:28.143> has<00:28:28.451> is<00:28:28.760> we<00:28:29.069> go<00:28:29.377> in<00:28:29.686> and<00:28:29.994> talk<00:28:30.303> with<00:28:30.611> customers,<00:28:30.920> we<00:28:31.229> have<00:28:31.537> a<00:28:31.846> day<00:28:32.154> fee<00:28:32.463> waived<00:28:32.771> workshop<00:28:33.080> where

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we<00:28:33.400> sit<00:28:33.680> down<00:28:34.480> with<00:28:34.640> the<00:28:34.760> leaders<00:28:35.360> and<00:28:35.520> their<00:28:35.680> trusted<00:28:36.160> advisors<00:28:36.920> and<00:28:37.040> their<00:28:37.280> directors.

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And<00:28:38.480> we<00:28:38.600> go<00:28:38.840> in<00:28:38.960> and<00:28:39.080> say,<00:28:39.200> "Okay,<00:28:40.000> what<00:28:40.280> is<00:28:40.440> it<00:28:40.520> that<00:28:40.760> you<00:28:40.840> want<00:28:41.000> to<00:28:41.080> do<00:28:41.400> with<00:28:41.600> AI?

00:28:41.960 --> 00:28:46.280
What<00:28:42.240> outcomes?"<00:28:43.240> And<00:28:43.400> we<00:28:43.520> say,<00:28:43.680> "Okay,<00:28:44.400> let's<00:28:44.640> prioritize<00:28:45.320> these<00:28:45.560> with<00:28:45.760> you."

00:28:46.280 --> 00:28:53.960
And<00:28:46.440> it's<00:28:46.600> a<00:28:46.680> chance<00:28:47.120> to<00:28:47.360> see<00:28:47.640> with<00:28:47.840> our<00:28:48.160> AI<00:28:48.480> experts<00:28:49.440> to<00:28:49.520> see<00:28:49.720> some<00:28:49.880> of<00:28:49.960> the<00:28:50.080> hard<00:28:50.720> answers<00:28:51.240> that<00:28:51.520> some<00:28:51.680> of<00:28:51.720> the<00:28:51.800> hard<00:28:52.040> questions<00:28:52.360> and<00:28:52.440> hard<00:28:52.600> answers<00:28:52.960> that<00:28:53.120> you<00:28:53.240> want.

00:28:53.960 --> 00:28:57.040
I<00:28:54.040> think<00:28:54.240> that's<00:28:54.440> awesome,<00:28:54.920> especially<00:28:55.400> when<00:28:55.560> it's<00:28:55.760> no<00:28:55.960> cost<00:28:56.280> to<00:28:56.400> you.

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And<00:28:57.160> that<00:28:57.320> way<00:28:57.480> you<00:28:57.600> get<00:28:57.760> to<00:28:57.840> sit<00:28:58.080> down<00:28:58.480> and<00:28:58.640> not<00:28:58.920> it's<00:28:59.360> nothing<00:28:59.680> to<00:28:59.800> do<00:29:00.080> with<00:29:00.320> sales.

00:29:01.200 --> 00:29:03.920
It's<00:29:01.400> a<00:29:01.480> pure<00:29:01.880> business<00:29:02.280> outcome.<00:29:03.000> How<00:29:03.200> can<00:29:03.360> we<00:29:03.480> help<00:29:03.760> you?

00:29:03.920 --> 00:29:06.320
How<00:29:04.040> can<00:29:04.200> we<00:29:04.320> be<00:29:04.440> a<00:29:04.520> partner?<00:29:05.240> I<00:29:05.360> love<00:29:05.640> that<00:29:05.800> part.

00:29:06.320 --> 00:29:14.160
We<00:29:06.520> also<00:29:06.960> realize<00:29:07.840> that's<00:29:08.240> from<00:29:08.480> our<00:29:08.600> experience<00:29:09.200> and<00:29:09.280> our<00:29:09.400> experience<00:29:09.760> in<00:29:09.800> North<00:29:09.960> Carolina,<00:29:10.680> you're<00:29:10.840> being<00:29:11.120> asked<00:29:11.520> to<00:29:11.840> predict<00:29:12.480> and<00:29:12.600> project<00:29:13.480> two<00:29:13.640> or<00:29:13.680> three<00:29:13.920> years

00:29:14.160 --> 00:29:22.000
out,<00:29:14.480> for<00:29:14.680> sure.<00:29:15.320> Right?<00:29:16.000> But,<00:29:16.560> a<00:29:16.600> lot<00:29:16.840> of<00:29:17.080> legislative<00:29:17.800> bodies<00:29:18.440> and<00:29:18.600> a<00:29:18.640> lot<00:29:18.840> of<00:29:19.040> legislative<00:29:19.520> sessions<00:29:20.360> are<00:29:20.480> saying,<00:29:20.720> "How<00:29:20.880> can<00:29:21.080> we<00:29:21.240> cut?

00:29:22.000 --> 00:29:28.840
How<00:29:22.160> can<00:29:22.280> we<00:29:22.400> cut<00:29:22.640> taxes?"<00:29:23.080> So,<00:29:23.720> the<00:29:23.880> agencies<00:29:24.520> across<00:29:24.920> the<00:29:24.960> United<00:29:25.280> States<00:29:25.640> that<00:29:25.800> we<00:29:25.960> deal<00:29:26.240> with<00:29:26.520> are<00:29:26.640> saying,<00:29:27.280> "I<00:29:27.360> had<00:29:27.520> to<00:29:27.640> cut<00:29:27.840> 10%.

00:29:28.840 --> 00:29:31.400
I<00:29:28.920> had<00:29:29.040> to<00:29:29.120> cut<00:29:29.280> 15%.<00:29:30.160> I<00:29:30.200> had<00:29:30.360> to<00:29:30.440> do<00:29:30.600> this."

00:29:31.400 --> 00:29:39.080
And<00:29:31.520> now<00:29:31.720> with<00:29:31.880> the<00:29:32.000> market<00:29:32.680> the<00:29:32.800> way<00:29:32.960> it<00:29:33.120> is,<00:29:33.920> and<00:29:34.240> we're<00:29:34.440> at<00:29:34.480> the<00:29:34.600> mercy<00:29:34.920> of<00:29:34.960> the<00:29:35.040> market<00:29:35.480> also,<00:29:35.800> just<00:29:36.080> like<00:29:36.160> any<00:29:36.320> state<00:29:36.680> government<00:29:37.360> out<00:29:37.600> there,<00:29:38.200> the<00:29:38.320> demand<00:29:38.760> is<00:29:38.880> so

00:29:39.080 --> 00:29:44.400
high<00:29:39.400> right<00:29:39.600> now,<00:29:39.920> we<00:29:40.080> have<00:29:40.280> to<00:29:40.440> ride<00:29:40.760> out<00:29:41.000> this<00:29:41.320> somehow,<00:29:42.200> ride<00:29:42.480> out<00:29:42.640> this<00:29:42.880> wave<00:29:43.240> for<00:29:43.400> two<00:29:43.520> or<00:29:43.600> three<00:29:43.800> years.

00:29:44.400 --> 00:29:49.480
That's<00:29:44.600> a<00:29:44.680> fact.<00:29:45.480> So,<00:29:45.680> how<00:29:45.840> can<00:29:46.040> we<00:29:46.160> sit<00:29:46.400> down<00:29:47.160> and<00:29:47.480> go<00:29:47.680> over,<00:29:47.920> "Okay,<00:29:48.560> what<00:29:48.680> are<00:29:48.760> some<00:29:48.920> quick<00:29:49.240> wins?"

00:29:49.480 --> 00:29:52.200
Cuz<00:29:49.720> you<00:29:49.840> need<00:29:50.080> quick<00:29:50.360> wins<00:29:50.720> for<00:29:50.840> your<00:29:51.000> legislators.

00:29:52.200 --> 00:29:58.520
You<00:29:52.320> need<00:29:52.520> to<00:29:52.600> see<00:29:52.800> you're<00:29:52.960> doing<00:29:53.280> something.<00:29:53.600> You<00:29:53.720> need<00:29:53.920> something<00:29:54.280> that's<00:29:54.880> really<00:29:55.240> beneficial<00:29:56.320> to<00:29:56.600> your<00:29:56.880> constituents,<00:29:57.840> right?

00:29:58.520 --> 00:30:07.160
And<00:29:58.720> just<00:29:58.960> sitting<00:29:59.200> down<00:29:59.560> and<00:30:00.120> seeing<00:30:00.360> the<00:30:00.480> business<00:30:00.840> side,<00:30:01.440> and<00:30:02.240> I<00:30:02.360> love<00:30:02.720> working<00:30:03.040> with<00:30:03.160> the<00:30:03.240> business<00:30:03.600> side<00:30:03.840> of<00:30:03.920> the<00:30:04.040> folks<00:30:04.880> and<00:30:05.000> see<00:30:05.200> how<00:30:05.400> we<00:30:05.560> can<00:30:06.080> work<00:30:06.360> backwards.

00:30:07.160 --> 00:30:10.920
That's<00:30:07.360> really<00:30:07.560> what<00:30:07.720> you<00:30:07.800> got<00:30:07.920> to<00:30:08.040> do<00:30:08.680> is,<00:30:08.880> "Okay,<00:30:09.120> this<00:30:09.360> is<00:30:09.520> what<00:30:09.680> we<00:30:09.800> want<00:30:09.960> to<00:30:10.040> accomplish.

00:30:10.920 --> 00:30:14.520
How<00:30:11.040> do<00:30:11.120> we<00:30:11.240> get<00:30:11.360> there,<00:30:11.720> and<00:30:11.880> how<00:30:11.960> do<00:30:12.080> we<00:30:12.160> get<00:30:12.280> there<00:30:12.920> at<00:30:13.120> least<00:30:13.400> with<00:30:13.560> a<00:30:13.600> decent<00:30:13.960> budget?"

00:30:14.520 --> 00:30:19.720
Okay,<00:30:14.760> so,<00:30:15.520> kind<00:30:15.640> of<00:30:15.720> rounding<00:30:16.000> this<00:30:16.200> to<00:30:16.720> make<00:30:17.040> making<00:30:17.320> the<00:30:17.400> business<00:30:17.760> case<00:30:18.800> up<00:30:19.000> the<00:30:19.120> level.

00:30:19.720 --> 00:30:25.360
Thinking<00:30:20.000> about<00:30:20.200> Dom,<00:30:21.000> thinking<00:30:21.200> about<00:30:21.360> Glenn,<00:30:21.840> you<00:30:21.920> got<00:30:22.040> to<00:30:22.120> make<00:30:22.240> this<00:30:22.400> case<00:30:22.880> to<00:30:23.080> the<00:30:23.200> CFO,<00:30:23.920> the<00:30:24.080> CEO.

00:30:25.360 --> 00:30:31.120
I<00:30:25.400> don't<00:30:25.560> even<00:30:25.720> know<00:30:25.800> who<00:30:25.920> else<00:30:26.120> you<00:30:26.200> report<00:30:26.600> to.<00:30:26.720> You<00:30:26.800> got<00:30:26.920> to<00:30:27.000> get<00:30:27.120> buy-in<00:30:27.560> from,<00:30:28.120> you<00:30:28.200> know,<00:30:28.440> if<00:30:28.560> there's<00:30:28.920> legislatures,<00:30:29.880> you<00:30:29.960> got<00:30:30.080> to<00:30:30.160> get<00:30:30.520> you<00:30:30.560> got<00:30:30.640> to<00:30:30.720> get<00:30:30.800> all<00:30:30.920> kinds

00:30:31.120 --> 00:30:36.641
of<00:30:31.200> buy-in.<00:30:31.760> It's<00:30:31.880> Glenn's<00:30:32.240> president,<00:30:32.920> and<00:30:33.120> it's<00:30:33.360> actually<00:30:33.840> it's<00:30:34.240> his<00:30:34.440> emperor<00:30:35.280> we<00:30:35.360> have<00:30:35.480> to<00:30:35.560> go<00:30:35.640> talk<00:30:35.920> to<00:30:36.320> as<00:30:36.400> well.

00:30:36.641 --> 00:30:41.840
[laughter]<00:30:36.960> Yeah,<00:30:37.080> I've<00:30:37.200> got<00:30:37.400> a<00:30:37.600> I've<00:30:37.720> got<00:30:37.920> a<00:30:38.000> director,<00:30:38.760> and<00:30:39.080> there's<00:30:39.320> an<00:30:39.440> assistant<00:30:39.880> director<00:30:40.320> that<00:30:40.520> has<00:30:40.720> a<00:30:40.800> lot<00:30:41.040> of<00:30:41.400> Yeah.

00:30:41.840 --> 00:30:49.520
voice<00:30:42.240> impact.<00:30:42.840> The<00:30:42.960> CFO<00:30:43.840> and<00:30:44.000> then<00:30:44.120> the<00:30:44.200> chief<00:30:44.480> justice,<00:30:45.040> the<00:30:45.200> gentleman<00:30:46.040> that<00:30:46.240> oversees<00:30:46.960> the<00:30:47.520> the<00:30:47.800> court<00:30:48.120> system<00:30:48.560> for<00:30:48.720> North<00:30:49.000> Carolina.

00:30:49.520 --> 00:30:52.040
He's<00:30:49.680> over<00:30:49.880> the<00:30:50.320> North<00:30:50.560> Carolina<00:30:50.920> Supreme<00:30:51.360> Court.

00:30:52.040 --> 00:30:54.760
Yeah.<00:30:53.000> And<00:30:53.200> there's<00:30:53.320> there's<00:30:53.560> a<00:30:53.640> lot<00:30:53.920> of<00:30:54.040> buy-in.

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And<00:30:54.880> then<00:30:55.120> all<00:30:55.360> of<00:30:55.480> this<00:30:55.680> costs<00:30:56.040> money,<00:30:56.360> which<00:30:56.560> we<00:30:56.680> don't<00:30:56.960> have.

00:30:57.320 --> 00:30:59.400
So<00:30:57.440> then<00:30:57.640> we<00:30:57.760> have<00:30:57.960> to<00:30:58.080> lobby<00:30:58.480> for<00:30:58.720> it.<00:30:59.200> Yeah.

00:30:59.400 --> 00:31:07.000
And<00:30:59.520> whether<00:30:59.760> it's<00:30:59.920> one<00:31:00.160> time<00:31:01.000> or<00:31:01.200> recurring,<00:31:02.160> so<00:31:02.320> there's<00:31:02.560> just<00:31:02.880> a<00:31:03.400> you've<00:31:03.560> got<00:31:03.720> to<00:31:03.800> prime<00:31:04.160> the<00:31:04.280> pump<00:31:04.800> and<00:31:04.960> you've<00:31:05.080> got<00:31:05.280> to<00:31:05.360> get<00:31:05.760> really<00:31:06.120> put<00:31:06.320> in<00:31:06.440> the<00:31:06.560> effort<00:31:06.880> for

00:31:07.000 --> 00:31:11.200
the<00:31:07.120> justification<00:31:08.640> and<00:31:09.000> and<00:31:09.120> see<00:31:09.280> if<00:31:09.400> the<00:31:09.480> money's<00:31:10.120> and<00:31:10.280> funding's<00:31:10.640> available.

00:31:11.200 --> 00:31:13.360
And<00:31:11.320> then<00:31:11.440> I'll<00:31:11.560> just<00:31:11.760> toss<00:31:12.040> this<00:31:12.280> in<00:31:12.520> as<00:31:12.720> well.

00:31:13.360 --> 00:31:19.400
What<00:31:13.560> I'm<00:31:13.840> running<00:31:14.160> across<00:31:14.680> is<00:31:14.920> lack<00:31:15.320> of<00:31:15.600> skill<00:31:15.920> set<00:31:16.440> expertise<00:31:17.560> as<00:31:17.760> we<00:31:17.880> move<00:31:18.160> into<00:31:18.400> this<00:31:18.640> arena.

00:31:19.400 --> 00:31:26.000
Yeah.<00:31:19.600> And<00:31:19.720> so<00:31:20.360> the<00:31:20.440> leadership<00:31:21.000> has<00:31:21.200> been<00:31:21.360> around<00:31:21.800> long<00:31:22.040> enough<00:31:22.360> where<00:31:22.480> they<00:31:22.640> understand<00:31:23.200> if<00:31:23.320> you<00:31:23.440> bring<00:31:23.680> a<00:31:23.760> vendor<00:31:24.120> in<00:31:24.240> to<00:31:24.360> help<00:31:24.640> you,<00:31:25.240> then<00:31:25.520> what?

00:31:26.000 --> 00:31:34.840
Are<00:31:26.120> they<00:31:26.320> here<00:31:26.600> forever?<00:31:27.400> Yeah.<00:31:27.720> How<00:31:27.760> do<00:31:27.880> we<00:31:28.440> obtain<00:31:28.920> the<00:31:29.000> necessary<00:31:29.760> in-house<00:31:30.280> skill<00:31:30.560> sets<00:31:31.360> to<00:31:31.520> do<00:31:32.400> whatever<00:31:32.760> it<00:31:32.880> is<00:31:33.040> that<00:31:33.200> we're<00:31:33.320> doing<00:31:33.960> now,<00:31:34.280> right?

00:31:34.840 --> 00:31:40.400
The<00:31:34.880> shift<00:31:35.280> is<00:31:35.480> faster<00:31:36.400> than<00:31:36.560> the<00:31:36.680> traditional<00:31:37.240> state<00:31:37.560> employee<00:31:38.640> career<00:31:39.040> growth<00:31:39.400> life<00:31:39.640> cycle.

00:31:40.400 --> 00:31:46.120
Well,<00:31:40.600> we<00:31:40.720> love<00:31:40.920> to<00:31:41.040> come<00:31:41.320> in<00:31:41.680> and<00:31:41.880> provide<00:31:42.360> services<00:31:43.400> and<00:31:43.600> at<00:31:43.720> the<00:31:43.800> very<00:31:44.080> beginning,<00:31:44.920> we<00:31:45.120> love<00:31:45.520> we'll<00:31:45.680> be<00:31:45.800> up<00:31:45.880> front.

00:31:46.120 --> 00:31:48.640
We<00:31:46.240> love<00:31:46.520> to<00:31:46.600> work<00:31:46.800> ourselves<00:31:47.240> out<00:31:47.320> of<00:31:47.400> a<00:31:47.440> job,<00:31:48.080> right?

00:31:48.640 --> 00:31:57.080
Over<00:31:48.920> time,<00:31:49.200> no<00:31:49.280> matter<00:31:49.520> how<00:31:49.640> long<00:31:49.840> it<00:31:49.960> takes,<00:31:50.760> we<00:31:51.120> you<00:31:51.200> know,<00:31:51.360> come<00:31:51.640> in,<00:31:52.200> stand<00:31:52.520> it<00:31:52.680> up,<00:31:53.040> so<00:31:53.200> you<00:31:53.400> have<00:31:53.880> the<00:31:54.040> latest<00:31:54.440> greatest,<00:31:55.160> but<00:31:55.360> then<00:31:55.920> train<00:31:56.240> your<00:31:56.400> staff,<00:31:56.920> you

00:31:57.080 --> 00:32:03.280
hire<00:31:57.440> staff<00:31:57.880> over,<00:31:58.080> you<00:31:58.200> know,<00:31:58.640> over<00:31:58.840> the<00:31:58.960> years,<00:31:59.360> we<00:31:59.520> provide<00:32:00.000> staff<00:32:00.680> and<00:32:00.840> then<00:32:01.120> slowly<00:32:02.000> you'll<00:32:02.120> be<00:32:02.240> able<00:32:02.360> to<00:32:02.440> take<00:32:02.640> it<00:32:02.720> over.

00:32:03.280 --> 00:32:10.720
I<00:32:03.360> think<00:32:03.560> that's<00:32:03.720> a<00:32:03.800> great<00:32:04.040> approach<00:32:04.920> and<00:32:05.040> if<00:32:05.160> it<00:32:05.240> just<00:32:05.440> so<00:32:05.560> happens<00:32:06.000> you<00:32:06.120> say,<00:32:06.320> "Hey,<00:32:07.000> we<00:32:07.160> love<00:32:07.440> you<00:32:07.520> guys<00:32:07.760> being<00:32:07.960> in<00:32:08.080> here<00:32:08.600> and<00:32:08.840> we<00:32:08.960> can<00:32:09.120> just<00:32:09.400> extend<00:32:09.760> that<00:32:09.920> contract.

00:32:10.720 --> 00:32:15.360
We<00:32:10.840> can<00:32:11.000> do<00:32:11.160> the<00:32:11.280> dirty<00:32:11.560> work<00:32:11.840> and<00:32:11.960> you<00:32:12.040> can<00:32:12.200> concentrate<00:32:12.800> on<00:32:13.200> the<00:32:13.360> bigger<00:32:14.200> bigger<00:32:14.520> fish."

00:32:15.360 --> 00:32:18.480
Yeah,<00:32:15.640> and<00:32:15.920> here<00:32:16.080> in<00:32:16.160> the<00:32:16.240> county,<00:32:16.560> so<00:32:17.200> I<00:32:17.320> work<00:32:17.520> for<00:32:17.640> a<00:32:17.680> CFO.

00:32:18.480 --> 00:32:24.960
We<00:32:18.680> have<00:32:18.880> agenda<00:32:19.200> reviews,<00:32:19.720> we<00:32:19.840> have<00:32:20.240> anything<00:32:20.520> above<00:32:20.840> a<00:32:20.880> certain<00:32:21.120> dollar<00:32:21.440> goes<00:32:21.680> to<00:32:21.720> the<00:32:21.800> board<00:32:22.120> for<00:32:22.240> approval,<00:32:22.600> but<00:32:22.720> a<00:32:22.760> lot<00:32:22.920> of<00:32:23.040> our<00:32:23.160> stuff,<00:32:23.640> a<00:32:23.680> lot<00:32:23.760> of<00:32:23.840> our<00:32:24.280> big<00:32:24.600> capital

00:32:24.960 --> 00:32:33.040
stuff<00:32:25.200> is<00:32:25.360> our<00:32:25.480> like<00:32:25.680> standardized<00:32:26.400> and<00:32:26.560> then<00:32:26.720> contracts<00:32:27.280> those<00:32:27.440> are<00:32:27.480> like<00:32:27.680> either<00:32:27.880> renewals<00:32:28.800> or<00:32:28.960> new<00:32:29.160> capital<00:32:30.200> or<00:32:30.440> they're<00:32:30.520> just<00:32:31.120> refresh<00:32:31.680> cycles,<00:32:32.200> but<00:32:32.760> one<00:32:32.920> of<00:32:33.000> the

00:32:33.040 --> 00:32:39.240
things<00:32:33.240> that<00:32:33.360> Glenn<00:32:33.560> mentioned<00:32:33.920> was<00:32:34.000> about<00:32:34.200> the<00:32:34.280> budget<00:32:34.760> on<00:32:34.880> the<00:32:35.000> the<00:32:35.240> side,<00:32:35.520> of<00:32:35.600> course,<00:32:35.920> we<00:32:36.080> have<00:32:36.240> to<00:32:36.360> educate<00:32:36.960> the<00:32:37.520> the<00:32:37.600> commissioners<00:32:38.080> and<00:32:38.160> the<00:32:38.200> board<00:32:38.600> and<00:32:38.720> our<00:32:38.840> staff

00:32:39.240 --> 00:32:43.400
members<00:32:39.640> and<00:32:39.760> our<00:32:39.840> executives<00:32:40.400> that<00:32:40.600> these<00:32:40.800> prices<00:32:41.400> weren't<00:32:41.600> the<00:32:41.720> same<00:32:42.040> 5<00:32:42.280> years<00:32:42.560> ago.

00:32:43.400 --> 00:32:47.400
So,<00:32:43.640> for<00:32:43.800> example,<00:32:44.160> when<00:32:44.280> you<00:32:44.360> replace<00:32:44.840> an<00:32:44.920> end-of-life<00:32:45.280> product<00:32:45.600> with<00:32:45.680> a<00:32:45.720> new<00:32:45.960> one,<00:32:46.200> there's<00:32:46.400> a<00:32:46.480> massive<00:32:46.800> sticker<00:32:47.080> shock.

00:32:47.400 --> 00:32:51.640
They<00:32:47.480> go,<00:32:47.600> "What<00:32:47.800> happened?"<00:32:48.160> It's<00:32:48.280> that<00:32:48.440> product<00:32:48.760> was<00:32:48.920> 10<00:32:49.080> years<00:32:49.320> old<00:32:49.640> and<00:32:49.720> now<00:32:49.880> we're<00:32:50.000> buying<00:32:50.240> something<00:32:50.440> that's<00:32:50.560> 10<00:32:50.760> years<00:32:51.000> newer.

00:32:51.640 --> 00:32:55.080
And<00:32:51.760> so,<00:32:51.880> there's<00:32:52.120> that<00:32:52.320> education<00:32:52.920> process,<00:32:53.360> that<00:32:53.520> market<00:32:53.920> survey<00:32:54.360> piece.

00:32:55.080 --> 00:32:57.360
We<00:32:55.320> use<00:32:55.720> We're<00:32:55.880> a<00:32:55.920> Dell<00:32:56.120> shop,<00:32:56.440> we're<00:32:56.560> a<00:32:56.600> Cisco<00:32:56.960> shop.

00:32:57.360 --> 00:33:00.520
Len<00:32:57.560> made<00:32:57.720> it<00:32:57.800> very<00:32:58.040> clear,<00:32:58.520> we<00:32:58.720> do<00:32:59.120> a<00:32:59.200> lot<00:32:59.520> of<00:32:59.840> in-house<00:33:00.200> stuff.

00:33:00.520 --> 00:33:03.040
And<00:33:00.600> talent's<00:33:00.960> hard<00:33:01.200> to<00:33:01.280> find,<00:33:01.480> of<00:33:01.560> course,<00:33:01.800> when<00:33:01.880> you're<00:33:02.000> public<00:33:02.320> sector.

00:33:03.040 --> 00:33:06.640
But,<00:33:03.280> our<00:33:03.440> rule<00:33:03.720> is<00:33:03.920> we<00:33:04.000> are<00:33:04.080> implementers<00:33:04.680> for<00:33:05.000> a<00:33:05.040> year<00:33:05.280> and<00:33:05.400> we<00:33:05.480> maintain<00:33:05.960> ourselves.

00:33:06.640 --> 00:33:08.880
We<00:33:06.800> have<00:33:06.960> technical<00:33:07.360> account<00:33:07.640> managers<00:33:08.120> for<00:33:08.280> all<00:33:08.400> of<00:33:08.440> our<00:33:08.560> reps.

00:33:08.880 --> 00:33:12.520
We<00:33:09.000> use<00:33:09.200> all<00:33:09.320> Cisco<00:33:09.720> stuff,<00:33:10.160> Microsoft,<00:33:10.920> Dell<00:33:11.200> services<00:33:11.800> for<00:33:11.920> that.

00:33:12.520 --> 00:33:16.840
But,<00:33:12.640> we<00:33:12.760> try<00:33:12.960> to<00:33:13.080> make<00:33:13.240> the<00:33:13.360> county<00:33:13.640> an<00:33:13.720> employer<00:33:14.120> choice,<00:33:14.640> which<00:33:14.840> is<00:33:14.920> sometimes<00:33:15.360> hard<00:33:15.520> to<00:33:15.600> find<00:33:15.880> good<00:33:16.080> talent.

00:33:16.840 --> 00:33:22.960
We<00:33:16.960> believe<00:33:17.320> in<00:33:17.400> that.<00:33:17.640> We<00:33:17.760> don't<00:33:18.000> do<00:33:18.120> a<00:33:18.160> lot<00:33:18.280> of<00:33:18.360> staff<00:33:18.640> augmentation<00:33:19.400> with<00:33:19.640> those<00:33:19.960> roles<00:33:20.160> because<00:33:20.520> it<00:33:20.760> it<00:33:20.920> hurts<00:33:21.160> the<00:33:21.240> morale<00:33:21.880> of<00:33:22.000> the<00:33:22.120> people<00:33:22.400> that<00:33:22.520> we're<00:33:22.640> trying<00:33:22.880> to

00:33:22.960 --> 00:33:28.400
hire.<00:33:23.680> But,<00:33:23.760> we<00:33:23.880> also<00:33:24.080> understand<00:33:24.520> that<00:33:24.600> we<00:33:24.720> have<00:33:24.840> to<00:33:24.960> have<00:33:25.160> in<00:33:25.280> a<00:33:25.320> situation<00:33:25.800> we<00:33:25.880> have<00:33:25.960> an<00:33:26.040> ad<00:33:26.200> hoc<00:33:26.360> have<00:33:26.480> to<00:33:26.600> get<00:33:26.800> somebody,<00:33:27.320> we'll<00:33:27.440> go<00:33:27.560> to<00:33:27.640> our<00:33:27.760> vendors<00:33:28.120> and<00:33:28.200> say,<00:33:28.280> "Who

00:33:28.400 --> 00:33:31.200
do<00:33:28.480> you<00:33:28.560> have?<00:33:29.240> Do<00:33:29.280> you<00:33:29.320> have<00:33:29.400> a<00:33:29.440> Cisco<00:33:29.720> engineer?<00:33:30.160> Do<00:33:30.240> you<00:33:30.280> have<00:33:30.400> a<00:33:30.440> Dell<00:33:30.680> person?

00:33:31.200 --> 00:33:34.120
Do<00:33:31.280> you<00:33:31.360> have<00:33:31.640> a<00:33:31.720> Fortinet<00:33:32.200> guy?<00:33:32.480> Do<00:33:32.600> you<00:33:32.640> got<00:33:32.880> this<00:33:33.160> vendor<00:33:33.480> or<00:33:33.560> that<00:33:33.800> vendor?"

00:33:34.120 --> 00:33:37.840
So,<00:33:34.240> we<00:33:34.400> always<00:33:34.720> have<00:33:35.080> those<00:33:35.440> balances,<00:33:36.120> but<00:33:36.680> Len<00:33:36.960> echoed<00:33:37.240> a<00:33:37.280> good<00:33:37.520> point.

00:33:37.840 --> 00:33:41.480
The<00:33:37.880> workforce<00:33:38.320> talent<00:33:38.600> is<00:33:38.680> going<00:33:38.800> to<00:33:38.880> be<00:33:39.000> challenging<00:33:39.480> going<00:33:39.760> forward<00:33:40.120> and<00:33:40.200> trying<00:33:40.400> to<00:33:40.480> find<00:33:40.720> these<00:33:40.840> skill<00:33:41.160> sets.

00:33:41.480 --> 00:33:44.280
It's<00:33:41.640> a<00:33:41.720> constant<00:33:42.240> virtuous<00:33:42.880> symphony<00:33:43.320> of<00:33:43.440> things<00:33:43.680> that<00:33:43.880> happen.

00:33:44.280 --> 00:33:50.080
If<00:33:44.520> one<00:33:44.760> key<00:33:45.040> is<00:33:45.200> off,<00:33:45.600> they<00:33:45.680> go<00:33:45.840> back<00:33:46.200> and<00:33:46.360> hit<00:33:46.560> the<00:33:46.640> mic<00:33:46.840> again<00:33:47.160> and<00:33:47.240> start<00:33:47.400> up<00:33:47.520> again<00:33:47.840> and<00:33:47.920> start<00:33:48.240> redoing<00:33:48.720> the<00:33:48.800> sheet<00:33:49.000> of<00:33:49.080> music<00:33:49.360> again,<00:33:49.520> basically.

00:33:50.080 --> 00:33:56.040
And<00:33:50.200> it's<00:33:50.320> a<00:33:50.360> challenging<00:33:50.920> process<00:33:51.400> because,<00:33:52.240> and<00:33:52.360> not<00:33:52.480> to<00:33:52.560> put<00:33:52.720> the<00:33:52.760> vendors<00:33:53.000> on<00:33:53.080> the<00:33:53.160> spot,<00:33:53.640> but<00:33:53.760> the<00:33:53.840> vendors<00:33:54.200> make<00:33:54.400> it<00:33:54.520> harder<00:33:54.800> for<00:33:55.000> us<00:33:55.160> to<00:33:55.240> justify<00:33:55.720> some<00:33:55.880> of<00:33:55.960> the

00:33:56.040 --> 00:33:59.560
processes<00:33:56.560> because<00:33:56.840> of<00:33:56.920> the<00:33:57.000> price<00:33:57.320> increases<00:33:57.880> that<00:33:58.040> they<00:33:58.200> have<00:33:58.400> to<00:33:58.480> maintain<00:33:58.840> a<00:33:58.880> profitability.

00:33:59.560 --> 00:34:04.400
We<00:33:59.640> understand<00:34:00.120> that<00:34:00.360> part.<00:34:01.160> We<00:34:01.320> also<00:34:01.600> have<00:34:01.760> to<00:34:01.880> say,<00:34:02.200> "You<00:34:02.400> can't<00:34:02.640> ask<00:34:02.880> for<00:34:03.000> this<00:34:03.280> much<00:34:03.600> money.

00:34:04.400 --> 00:34:11.679
I<00:34:04.480> can<00:34:04.640> only<00:34:04.920> do<00:34:05.240> this<00:34:05.560> much.<00:34:05.920> You<00:34:06.040> got<00:34:06.160> to<00:34:06.240> come<00:34:06.760> Where<00:34:06.880> can<00:34:07.040> you<00:34:07.160> meet<00:34:07.440> us<00:34:07.720> and<00:34:07.880> allow<00:34:08.200> us<00:34:08.360> to<00:34:08.520> do<00:34:08.720> things<00:34:09.040> to<00:34:09.120> allow<00:34:09.320> Glenn<00:34:09.600> to<00:34:09.720> be<00:34:10.360> successful<00:34:10.840> with<00:34:11.000> the<00:34:11.120> courts<00:34:11.600> and

00:34:11.679 --> 00:34:19.200
make<00:34:11.879> his<00:34:12.120> district<00:34:12.600> people<00:34:12.960> happy<00:34:13.560> them<00:34:13.639> the<00:34:13.720> tools<00:34:13.960> they<00:34:14.040> need<00:34:14.159> to<00:34:14.240> be<00:34:14.360> efficient<00:34:14.919> so<00:34:15.000> their<00:34:15.159> case<00:34:15.520> law<00:34:15.720> comes<00:34:16.120> down,<00:34:16.560> not<00:34:16.879> back<00:34:17.200> up,<00:34:17.360> because<00:34:18.159> you<00:34:18.240> don't<00:34:18.360> have<00:34:18.520> technology.

00:34:19.200 --> 00:34:23.440
Or,<00:34:19.360> for<00:34:19.520> us<00:34:19.679> in<00:34:19.800> the<00:34:19.879> county,<00:34:20.679> citizens<00:34:21.040> coming<00:34:21.240> to<00:34:21.320> our<00:34:21.440> portals<00:34:21.840> and<00:34:21.960> seeing<00:34:22.240> things<00:34:22.520> and<00:34:22.639> doing<00:34:22.919> things,<00:34:23.200> right?

00:34:23.440 --> 00:34:29.399
We<00:34:23.520> need<00:34:23.720> vendors<00:34:24.120> to<00:34:24.240> put<00:34:24.440> some<00:34:24.639> more<00:34:24.879> skin<00:34:25.200> in<00:34:25.280> the<00:34:25.399> game<00:34:26.120> during<00:34:26.440> this<00:34:26.600> transition<00:34:27.200> period<00:34:27.480> so<00:34:27.600> the<00:34:27.720> pricing<00:34:28.280> becomes<00:34:28.679> stabilized.

00:34:29.399 --> 00:34:34.320
And<00:34:29.480> so,<00:34:29.560> that's<00:34:29.760> the<00:34:29.879> conversation<00:34:30.280> we<00:34:30.399> have<00:34:30.560> with<00:34:30.679> our<00:34:30.800> vendors<00:34:31.240> and<00:34:31.320> saying,<00:34:31.520> "You<00:34:31.639> want<00:34:31.760> to<00:34:31.800> be<00:34:31.879> with<00:34:32.080> the<00:34:32.159> county,<00:34:32.560> we<00:34:32.679> want<00:34:32.919> you<00:34:33.000> here,<00:34:33.240> but<00:34:33.520> we<00:34:33.639> need<00:34:33.879> you<00:34:33.960> to<00:34:34.040> be

00:34:34.320 --> 00:34:39.679
truly<00:34:34.960> in,<00:34:35.360> and<00:34:35.440> that<00:34:35.600> means<00:34:35.960> you<00:34:36.159> sacrificing<00:34:36.960> margins<00:34:37.960> for<00:34:38.080> the<00:34:38.200> greater<00:34:38.520> good,<00:34:38.800> basically."

00:34:39.679 --> 00:34:47.320
And<00:34:39.800> some<00:34:40.000> do,<00:34:40.159> and<00:34:40.280> a<00:34:40.320> lot<00:34:40.600> don't.<00:34:41.320> I<00:34:41.399> had<00:34:41.560> that<00:34:41.760> conversation<00:34:42.440> with<00:34:42.600> one<00:34:42.720> of<00:34:42.800> my<00:34:42.919> partners<00:34:43.399> this<00:34:43.600> morning,<00:34:44.120> and<00:34:44.440> I<00:34:44.679> will<00:34:44.919> say<00:34:45.639> that<00:34:45.840> my<00:34:46.000> primary<00:34:46.560> vendors,<00:34:47.000> the<00:34:47.080> ones

00:34:47.320 --> 00:34:50.919
I've<00:34:47.440> been<00:34:47.639> using<00:34:48.000> and<00:34:48.120> working<00:34:48.480> with<00:34:48.720> for<00:34:48.879> years<00:34:49.240> over<00:34:49.520> years,<00:34:50.240> they're<00:34:50.520> in.

00:34:50.919 --> 00:34:58.840
They've<00:34:51.159> got<00:34:51.399> skin<00:34:51.679> in<00:34:51.760> the<00:34:51.879> game,<00:34:52.560> and<00:34:52.720> they<00:34:52.879> are<00:34:53.040> truly<00:34:53.480> business<00:34:53.919> partners,<00:34:54.399> and<00:34:54.480> they<00:34:54.639> understand<00:34:55.560> the<00:34:55.760> impact<00:34:56.200> that<00:34:56.360> they<00:34:56.520> make<00:34:56.919> and<00:34:57.160> and<00:34:57.280> the<00:34:57.400> dependency<00:34:58.000> we<00:34:58.200> have

00:34:58.840 --> 00:35:02.120
to<00:34:58.960> work<00:34:59.240> with<00:34:59.400> them.<00:34:59.720> So,<00:35:00.200> Does<00:35:00.440> one<00:35:00.600> of<00:35:00.680> those<00:35:00.880> start<00:35:01.120> with<00:35:01.280> a<00:35:01.320> D?

00:35:02.120 --> 00:35:05.600
We<00:35:02.320> would<00:35:02.480> love<00:35:03.160> We<00:35:03.360> love<00:35:03.680> the<00:35:03.840> D<00:35:04.120> the<00:35:04.240> D<00:35:04.800> folks.

00:35:05.600 --> 00:35:09.080
We've<00:35:05.800> had<00:35:06.040> many<00:35:06.320> workshops<00:35:07.040> with<00:35:07.240> Steve<00:35:07.720> in<00:35:07.840> a<00:35:07.920> lot<00:35:08.120> of<00:35:08.200> areas.

00:35:09.080 --> 00:35:11.640
Sometimes<00:35:09.600> as<00:35:09.680> they<00:35:09.800> work<00:35:10.080> well,<00:35:10.560> sometimes<00:35:10.960> they<00:35:11.040> have<00:35:11.160> a<00:35:11.240> fit.

00:35:11.640 --> 00:35:13.920
There's<00:35:11.760> a<00:35:11.800> lot<00:35:12.040> that<00:35:12.200> don't,<00:35:12.560> but<00:35:12.800> we<00:35:12.920> love<00:35:13.160> those<00:35:13.360> conversations.

00:35:13.920 --> 00:35:16.880
We're<00:35:14.000> going<00:35:14.120> to<00:35:14.160> maintain<00:35:14.560> that<00:35:14.800> relationship.<00:35:15.800> Cisco<00:35:16.200> is<00:35:16.320> the<00:35:16.400> same<00:35:16.680> way.

00:35:16.880 --> 00:35:23.680
We<00:35:17.000> have<00:35:17.080> a<00:35:17.120> lot<00:35:17.240> of<00:35:17.320> credits<00:35:17.800> in<00:35:17.960> out<00:35:18.080> there.<00:35:18.480> We're<00:35:18.640> trying<00:35:18.880> to<00:35:18.960> find<00:35:19.440> every<00:35:19.800> option<00:35:20.200> we<00:35:20.440> have,<00:35:20.840> every<00:35:21.120> creative<00:35:21.800> thought<00:35:22.240> is<00:35:22.480> on<00:35:22.680> the<00:35:22.800> table.

00:35:23.680 --> 00:35:27.040
And<00:35:23.840> then<00:35:24.200> we're<00:35:24.280> going<00:35:24.400> to<00:35:24.480> have<00:35:24.560> to<00:35:24.640> be<00:35:24.680> this<00:35:24.800> way<00:35:24.920> for<00:35:25.120> a<00:35:25.200> while<00:35:25.480> until<00:35:25.680> we<00:35:25.760> get<00:35:25.960> some<00:35:26.120> kind<00:35:26.280> of<00:35:26.360> stabilization.

00:35:27.040 --> 00:35:29.120
It<00:35:27.200> kind<00:35:27.360> of<00:35:27.440> goes<00:35:27.600> back<00:35:27.880> I<00:35:27.920> go<00:35:28.040> back<00:35:28.280> to<00:35:28.360> your<00:35:28.480> business<00:35:28.800> history.

00:35:29.120 --> 00:35:34.480
We<00:35:29.280> were<00:35:29.480> this<00:35:29.680> way<00:35:29.960> in<00:35:30.080> '99,<00:35:30.600> 2000.<00:35:31.200> We're<00:35:31.280> buying<00:35:31.960> tons<00:35:32.360> of<00:35:32.480> stuff,<00:35:32.960> tons<00:35:33.320> of<00:35:33.440> platforms.

00:35:34.480 --> 00:35:37.600
And<00:35:34.600> then<00:35:34.680> we<00:35:34.800> get<00:35:34.960> There's<00:35:35.200> a<00:35:35.240> massive<00:35:35.680> crash.<00:35:36.240> So,<00:35:36.400> we're<00:35:36.520> trying<00:35:36.680> to<00:35:36.760> get<00:35:36.840> ahead<00:35:36.960> of<00:35:37.040> that<00:35:37.240> now.

00:35:37.600 --> 00:35:41.520
I<00:35:37.680> think<00:35:37.920> AI<00:35:38.360> is<00:35:38.520> a<00:35:38.600> good<00:35:38.840> lesson<00:35:39.280> learned<00:35:39.680> from<00:35:39.840> those<00:35:40.120> days<00:35:40.480> in<00:35:40.560> the<00:35:40.680> past.

00:35:41.520 --> 00:35:45.280
Remember,<00:35:42.400> history<00:35:42.680> has<00:35:42.800> a<00:35:42.880> way<00:35:43.000> of<00:35:43.120> repeating<00:35:43.440> itself,<00:35:43.840> and<00:35:43.920> you're<00:35:44.040> seeing<00:35:44.480> it<00:35:44.680> right<00:35:44.920> now.

00:35:45.280 --> 00:35:48.640
And<00:35:45.440> so,<00:35:46.120> I<00:35:46.200> know<00:35:46.400> I<00:35:46.440> don't<00:35:46.600> want<00:35:46.720> to<00:35:46.800> be<00:35:47.040> in<00:35:47.200> that<00:35:47.640> wave<00:35:47.960> that<00:35:48.040> comes<00:35:48.320> down.

00:35:48.640 --> 00:35:56.600
I<00:35:48.680> want<00:35:48.800> to<00:35:48.880> be<00:35:49.040> able<00:35:49.240> to<00:35:49.360> ride<00:35:49.600> it<00:35:49.760> out<00:35:50.080> up<00:35:50.320> here,<00:35:50.840> and<00:35:50.920> be<00:35:51.080> stable<00:35:51.560> enough<00:35:51.920> and<00:35:52.000> not<00:35:52.200> have<00:35:52.400> such<00:35:52.560> a<00:35:52.600> massive<00:35:53.040> low<00:35:53.800> where<00:35:53.920> I'm<00:35:54.080> sacrificing<00:35:54.960> tech<00:35:55.520> to<00:35:55.680> maintain<00:35:56.160> a<00:35:56.240> price

00:35:56.600 --> 00:36:06.640
point,<00:35:57.160> right?<00:35:57.760> And<00:35:57.880> another<00:35:58.200> thing<00:35:58.400> your<00:35:58.560> vendors<00:35:59.080> have<00:35:59.320> to<00:35:59.440> be<00:36:00.320> cognizant<00:36:01.000> of<00:36:01.280> is<00:36:01.720> that<00:36:02.280> when<00:36:02.520> you<00:36:02.640> get<00:36:02.880> one-time<00:36:03.360> money,<00:36:04.080> that's<00:36:04.280> not<00:36:04.440> guaranteed<00:36:05.640> anytime

00:36:06.640 --> 00:36:12.000
ever<00:36:06.920> versus<00:36:07.320> recurring.<00:36:08.200> And<00:36:08.320> some<00:36:08.400> people<00:36:08.640> think<00:36:08.920> you<00:36:09.040> have<00:36:09.200> a<00:36:09.280> lot<00:36:09.480> of<00:36:09.560> funds<00:36:09.960> when<00:36:10.480> you<00:36:10.560> got<00:36:10.680> to<00:36:10.760> be<00:36:10.840> very<00:36:11.080> careful<00:36:11.440> with<00:36:11.600> it.

00:36:12.000 --> 00:36:15.360
Yep.<00:36:12.560> Yeah,<00:36:12.720> one-time<00:36:13.200> money<00:36:13.480> is<00:36:13.600> called<00:36:13.920> one-time<00:36:14.360> money<00:36:14.600> for<00:36:14.800> a<00:36:14.880> reason.

00:36:15.360 --> 00:36:17.760
Yeah.<00:36:15.920> And<00:36:16.000> you're<00:36:16.120> not<00:36:16.240> going<00:36:16.360> to<00:36:16.440> get<00:36:16.600> it.<00:36:17.040> Or<00:36:17.200> worse.

00:36:17.760 --> 00:36:19.960
If<00:36:17.880> you<00:36:17.960> don't<00:36:18.200> spend<00:36:18.480> it<00:36:18.600> now,<00:36:18.840> you're<00:36:18.920> never<00:36:19.160> going<00:36:19.280> to<00:36:19.360> get<00:36:19.400> it<00:36:19.480> again.

00:36:19.960 --> 00:36:23.440
Chaos.<00:36:20.440> Yeah.<00:36:21.880> It's<00:36:21.920> a<00:36:21.960> great<00:36:22.240> It's<00:36:22.360> a<00:36:22.440> great<00:36:22.640> conversation.

00:36:23.440 --> 00:36:26.680
Hey,<00:36:23.600> before<00:36:23.920> we<00:36:24.080> just<00:36:24.640> put<00:36:24.760> a<00:36:24.840> bow<00:36:25.080> on<00:36:25.240> this,<00:36:25.880> I'm<00:36:26.080> kind<00:36:26.240> of<00:36:26.320> curious.

00:36:26.680 --> 00:36:30.520
You<00:36:26.800> all<00:36:26.960> refer<00:36:27.240> to<00:36:27.360> Dell<00:36:27.720> as<00:36:27.880> Dell<00:36:28.240> or<00:36:28.400> the<00:36:28.800> It's<00:36:29.000> the<00:36:29.120> big<00:36:29.360> dog.

00:36:30.520 --> 00:36:33.960
When<00:36:30.720> I<00:36:30.800> call<00:36:31.000> up<00:36:31.080> the<00:36:31.160> sys<00:36:31.400> group,<00:36:31.600> I<00:36:31.680> call<00:36:32.080> Here<00:36:32.320> comes<00:36:32.680> the<00:36:32.840> Umbrella<00:36:33.240> Corporation.

00:36:33.960 --> 00:36:36.840
That's<00:36:34.120> what<00:36:34.240> I<00:36:34.280> call<00:36:34.520> them,<00:36:34.640> basically.<00:36:35.840> Let's<00:36:36.000> go<00:36:36.120> with<00:36:36.280> Dell.

00:36:36.840 --> 00:36:43.320
You<00:36:36.920> know<00:36:37.040> what,<00:36:37.200> Joe?<00:36:37.520> I'll<00:36:37.720> sum<00:36:38.040> up<00:36:38.240> what<00:36:38.440> Dom<00:36:38.760> just<00:36:39.000> described<00:36:39.560> in<00:36:39.640> a<00:36:39.720> simple<00:36:40.520> phrase<00:36:40.920> that<00:36:41.080> someone<00:36:41.480> shared<00:36:41.760> with<00:36:41.920> me<00:36:42.040> a<00:36:42.080> long<00:36:42.360> time<00:36:42.600> ago.

00:36:43.320 --> 00:36:47.760
There's<00:36:43.560> being<00:36:43.880> able<00:36:44.160> to<00:36:44.320> buy<00:36:44.640> a<00:36:44.760> car<00:36:45.520> or<00:36:45.720> can<00:36:45.920> you<00:36:46.040> afford<00:36:46.560> the<00:36:46.680> car,<00:36:47.400> right?

00:36:47.760 --> 00:36:50.600
And<00:36:47.880> so,<00:36:48.320> do<00:36:48.480> you<00:36:48.600> have<00:36:48.800> enough<00:36:49.040> money<00:36:49.320> to<00:36:49.440> buy<00:36:49.640> the<00:36:49.760> Cadillac?

00:36:50.600 --> 00:36:56.960
Maybe,<00:36:51.400> but<00:36:51.560> do<00:36:51.680> you<00:36:51.800> have<00:36:52.000> enough<00:36:52.280> money<00:36:53.000> to<00:36:53.120> keep<00:36:53.360> it<00:36:53.480> on<00:36:53.600> the<00:36:53.720> road<00:36:54.080> and<00:36:54.200> maintain<00:36:55.080> and<00:36:55.360> tuned<00:36:55.760> up<00:36:55.960> and<00:36:56.080> everything<00:36:56.480> else?

00:36:56.960 --> 00:36:59.280
Those<00:36:57.160> are<00:36:57.280> two<00:36:57.480> different<00:36:57.880> purchases.<00:36:58.760> Well<00:36:58.920> said.

00:36:59.280 --> 00:37:01.640
Those<00:36:59.360> are<00:36:59.440> two<00:36:59.640> different<00:37:00.360> business<00:37:00.800> plans.

00:37:01.640 --> 00:37:09.280
And<00:37:01.760> so,<00:37:01.960> that's<00:37:02.240> one<00:37:02.440> thing<00:37:02.680> that<00:37:02.880> we<00:37:03.040> have<00:37:03.240> to<00:37:03.360> forecast<00:37:03.960> and<00:37:04.080> look<00:37:04.280> out<00:37:04.480> for<00:37:05.120> is<00:37:05.280> not<00:37:05.480> only<00:37:05.680> can<00:37:05.840> we<00:37:05.960> afford<00:37:06.280> to<00:37:06.360> buy<00:37:06.640> it,<00:37:06.840> but<00:37:07.000> can<00:37:07.160> we<00:37:07.280> afford<00:37:07.600> to<00:37:07.760> own<00:37:08.000> it?

00:37:09.280 --> 00:37:11.360
Well<00:37:09.480> said.<00:37:10.160> Great<00:37:10.360> one.<00:37:10.720> It's<00:37:10.800> a<00:37:10.840> great<00:37:11.040> one.

00:37:11.360 --> 00:37:15.360
I<00:37:11.400> love<00:37:11.560> that.<00:37:12.040> Okay,<00:37:12.240> so<00:37:12.400> as<00:37:12.520> we<00:37:12.640> round<00:37:12.880> this<00:37:13.040> out,<00:37:13.200> I'm<00:37:13.280> kind<00:37:13.440> of<00:37:13.520> curious<00:37:14.160> for<00:37:14.320> each<00:37:14.520> one<00:37:14.640> of<00:37:14.760> you.

00:37:15.360 --> 00:37:21.600
We'll<00:37:15.440> go<00:37:15.520> with<00:37:15.680> Glenn<00:37:15.960> first.<00:37:16.360> Glenn,<00:37:16.920> if<00:37:17.040> you<00:37:17.200> wanted<00:37:17.520> a<00:37:17.560> private<00:37:18.040> round<00:37:18.280> table,<00:37:19.000> what's<00:37:19.320> the<00:37:19.440> most<00:37:19.720> burning<00:37:20.080> topic<00:37:20.560> for<00:37:20.720> you<00:37:20.960> right<00:37:21.200> now?

00:37:21.600 --> 00:37:25.400
And<00:37:21.680> I'm<00:37:21.720> not<00:37:21.880> going<00:37:22.000> to<00:37:22.080> leave<00:37:22.240> I<00:37:22.280> thought<00:37:22.400> you<00:37:22.480> were<00:37:22.520> going<00:37:22.640> to<00:37:22.720> ask<00:37:22.920> me<00:37:23.040> name<00:37:23.280> my<00:37:23.440> three<00:37:23.760> favorite<00:37:24.160> people<00:37:24.480> for<00:37:24.600> the<00:37:24.720> round<00:37:25.000> table.

00:37:25.400 --> 00:37:28.560
And<00:37:25.480> that<00:37:25.560> was<00:37:25.680> going<00:37:25.800> to<00:37:25.880> have<00:37:26.080> to<00:37:26.200> be<00:37:26.400> you<00:37:26.640> three.<00:37:27.360> And<00:37:27.600> that,<00:37:27.840> too.

00:37:28.560 --> 00:37:37.840
I<00:37:28.680> think<00:37:28.920> the<00:37:29.040> topic<00:37:29.560> for<00:37:29.720> me<00:37:30.600> would<00:37:30.840> just<00:37:31.120> be<00:37:31.840> I<00:37:31.920> want<00:37:32.120> to<00:37:32.200> become<00:37:32.720> more<00:37:33.280> of<00:37:33.440> a<00:37:33.480> subject<00:37:33.920> matter<00:37:34.240> expert<00:37:35.160> on<00:37:35.880> court<00:37:36.240> modernization<00:37:37.480> using

00:37:37.840 --> 00:37:40.480
technology,<00:37:38.840> right?<00:37:39.120> That's<00:37:39.320> my<00:37:39.480> new<00:37:39.720> job.

00:37:40.480 --> 00:37:47.760
That's<00:37:40.720> where<00:37:40.920> I'm<00:37:41.080> really<00:37:41.360> focused<00:37:41.920> on.<00:37:42.560> And<00:37:42.640> so,<00:37:42.800> how<00:37:43.000> can<00:37:43.240> I<00:37:43.360> make<00:37:43.720> where<00:37:43.960> I'm<00:37:44.240> at<00:37:44.600> today<00:37:45.480> a<00:37:45.560> better<00:37:45.880> place<00:37:46.400> via<00:37:46.680> technology?

00:37:47.760 --> 00:37:52.920
The<00:37:47.920> sustainable,<00:37:49.160> manageable,<00:37:50.400> and<00:37:50.560> all<00:37:50.680> those<00:37:50.960> fun<00:37:51.200> things<00:37:51.600> that<00:37:51.920> that<00:37:52.080> go<00:37:52.280> with<00:37:52.440> that.

00:37:52.920 --> 00:37:55.280
That's<00:37:53.160> my<00:37:53.360> answer.<00:37:54.120> Final<00:37:54.480> answer,<00:37:54.760> Regis.

00:37:55.280 --> 00:37:57.800
I'm<00:37:55.480> really<00:37:55.640> curious.<00:37:56.440> My<00:37:56.760> And<00:37:56.920> I<00:37:57.000> do<00:37:57.120> have<00:37:57.240> a<00:37:57.280> follow-up.

00:37:57.800 --> 00:38:00.320
I<00:37:57.880> do<00:37:57.960> have<00:37:58.080> a<00:37:58.120> follow-up.<00:37:58.720> You<00:37:58.920> said<00:37:59.280> court<00:37:59.600> modernization.

00:38:00.320 --> 00:38:04.120
I<00:38:00.400> got<00:38:00.560> to<00:38:00.680> ask,<00:38:01.800> what<00:38:02.040> does<00:38:02.200> the<00:38:02.280> word<00:38:02.560> modernization<00:38:03.280> mean<00:38:03.480> to<00:38:03.600> you?

00:38:04.120 --> 00:38:12.440
Yeah,<00:38:04.320> so<00:38:04.680> here<00:38:04.880> a<00:38:04.920> good<00:38:05.120> example<00:38:05.680> is<00:38:05.880> I've<00:38:06.040> been<00:38:06.280> asked<00:38:06.640> to<00:38:07.000> find<00:38:07.440> ways<00:38:08.040> to<00:38:08.720> leverage<00:38:09.240> AI<00:38:09.640> for<00:38:09.880> court<00:38:10.200> translations<00:38:11.280> and<00:38:11.440> transcriptions.

00:38:12.440 --> 00:38:15.720
So,<00:38:12.640> we<00:38:12.760> have<00:38:12.920> folks<00:38:13.200> that<00:38:13.360> come<00:38:13.600> in<00:38:13.840> that<00:38:14.000> aren't<00:38:14.200> native<00:38:14.520> English<00:38:14.840> speakers.

00:38:15.720 --> 00:38:22.080
We've<00:38:15.880> got<00:38:16.080> the<00:38:16.160> stenographers.<00:38:17.120> You<00:38:17.160> remember<00:38:17.560> in<00:38:17.680> the<00:38:17.760> movies<00:38:18.160> where<00:38:18.280> you<00:38:18.360> got<00:38:18.520> the<00:38:18.640> person<00:38:19.000> in<00:38:19.080> the<00:38:19.160> corner<00:38:19.720> banging<00:38:20.240> away<00:38:20.520> at<00:38:20.640> that<00:38:20.880> little<00:38:21.120> typewriter?

00:38:22.080 --> 00:38:30.760
We're<00:38:22.200> looking<00:38:22.600> at<00:38:23.160> how<00:38:23.280> do<00:38:23.440> we<00:38:24.280> how<00:38:24.400> do<00:38:24.520> we<00:38:24.680> capture<00:38:25.240> that<00:38:25.520> same<00:38:26.040> essence<00:38:26.800> of<00:38:27.600> what's<00:38:27.800> going<00:38:28.120> on<00:38:28.320> in<00:38:28.400> the<00:38:28.480> court<00:38:28.800> session<00:38:29.600> through<00:38:29.800> technology.

00:38:30.760 --> 00:38:35.280
And<00:38:31.000> to<00:38:31.080> me,<00:38:31.320> that<00:38:31.560> would<00:38:31.720> be<00:38:31.880> modernization<00:38:33.160> of<00:38:33.280> that<00:38:33.440> experience<00:38:34.160> in<00:38:34.240> the<00:38:34.320> courtroom.

00:38:35.280 --> 00:38:39.960
And<00:38:35.400> then<00:38:35.560> the<00:38:35.680> lastly,<00:38:36.640> we're<00:38:36.800> looking<00:38:37.160> at<00:38:37.320> doing<00:38:37.600> more<00:38:37.840> virtual<00:38:38.840> court<00:38:39.080> hearings,<00:38:39.720> right?

00:38:39.960 --> 00:38:43.000
We've<00:38:40.120> got<00:38:40.600> folks<00:38:40.960> in<00:38:41.080> jail<00:38:41.920> or<00:38:42.040> in<00:38:42.160> prison.

00:38:43.000 --> 00:38:47.400
We<00:38:43.160> want<00:38:43.360> to<00:38:43.440> minimize<00:38:44.040> the<00:38:44.160> transfer<00:38:44.680> of<00:38:44.800> those<00:38:45.080> folks<00:38:45.840> into<00:38:46.200> our<00:38:46.320> courtrooms.

00:38:47.400 --> 00:38:54.000
And<00:38:47.520> so<00:38:47.680> just<00:38:47.920> leveraging<00:38:48.520> existing<00:38:49.080> technology<00:38:50.200> on<00:38:50.400> both<00:38:50.680> sides<00:38:51.640> to<00:38:51.800> have<00:38:52.400> virtual<00:38:52.880> court<00:38:53.080> appearances.

00:38:54.000 --> 00:39:01.280
We're<00:38:54.120> doing<00:38:54.440> that<00:38:54.680> some<00:38:54.920> now,<00:38:55.600> but<00:38:55.720> we<00:38:55.880> want<00:38:56.080> to<00:38:56.160> do<00:38:56.280> it<00:38:56.400> better<00:38:56.760> and<00:38:56.920> smarter<00:38:57.760> leveraging<00:38:58.400> some<00:38:58.680> of<00:38:58.760> the<00:38:59.160> new<00:38:59.400> tool<00:38:59.640> sets<00:38:59.920> that<00:39:00.040> are<00:39:00.120> coming<00:39:00.400> down<00:39:00.640> the<00:39:00.720> pike.

00:39:01.280 --> 00:39:07.960
Nice.<00:39:02.040> That's<00:39:02.160> great.<00:39:02.520> Dom?<00:39:03.120> For<00:39:03.280> me<00:39:03.720> the<00:39:03.840> theme<00:39:04.120> I<00:39:04.200> have<00:39:04.400> for<00:39:04.520> this<00:39:04.760> for<00:39:04.880> the<00:39:04.960> rest<00:39:05.200> of<00:39:05.240> the<00:39:05.320> fiscal<00:39:05.640> year<00:39:05.800> and<00:39:05.880> next<00:39:06.120> year<00:39:06.320> is<00:39:06.600> being<00:39:06.840> a<00:39:06.880> digital<00:39:07.240> county.

00:39:07.960 --> 00:39:10.440
And<00:39:08.120> what<00:39:08.280> I<00:39:08.320> mean<00:39:08.600> by<00:39:08.720> that<00:39:09.000> is<00:39:09.280> everything<00:39:09.600> is<00:39:09.720> digitization.

00:39:10.440 --> 00:39:14.360
Our<00:39:10.600> website<00:39:11.040> is<00:39:11.120> going<00:39:11.240> to<00:39:11.320> be<00:39:11.400> fully<00:39:11.680> digital.<00:39:12.120> It's<00:39:12.200> going<00:39:12.320> to<00:39:12.360> have<00:39:12.480> a<00:39:12.520> new<00:39:12.680> search,<00:39:13.200> source<00:39:13.440> of<00:39:13.560> truth.

00:39:14.360 --> 00:39:22.960
Our<00:39:14.520> citizens<00:39:14.960> come<00:39:15.240> for<00:39:15.360> services;<00:39:16.040> terms<00:39:16.280> will<00:39:16.360> be<00:39:16.520> parks,<00:39:17.520> animal<00:39:17.880> care,<00:39:18.240> human<00:39:18.520> services,<00:39:19.680> shelters,<00:39:20.760> you<00:39:20.800> know,<00:39:20.920> events,<00:39:21.360> parks,<00:39:21.760> whatever<00:39:22.000> that<00:39:22.120> may<00:39:22.320> be.

00:39:22.960 --> 00:39:25.400
But<00:39:23.195> also<00:39:23.430> extending<00:39:23.665> it<00:39:23.900> out<00:39:24.135> to<00:39:24.370> the<00:39:24.605> back-end<00:39:24.840> capability.

00:39:25.400 --> 00:39:31.360
Governments<00:39:25.760> need<00:39:25.880> to<00:39:25.960> be<00:39:26.720> mini<00:39:27.000> tech<00:39:27.280> companies<00:39:27.800> and<00:39:27.880> provide<00:39:28.360> services<00:39:28.840> at<00:39:28.960> a<00:39:29.000> very<00:39:29.320> speed<00:39:30.040> and<00:39:30.200> scalable<00:39:30.760> level.

00:39:31.360 --> 00:39:34.520
So<00:39:31.520> I<00:39:31.560> want<00:39:31.800> Broward<00:39:32.120> to<00:39:32.200> be<00:39:32.320> a<00:39:32.400> true<00:39:32.800> digital<00:39:33.320> county<00:39:33.760> going<00:39:34.040> forward.

00:39:34.520 --> 00:39:37.360
We've<00:39:34.848> done<00:39:35.176> some<00:39:35.504> modernization<00:39:35.832> back-end<00:39:36.160> infrastructure.

00:39:37.360 --> 00:39:40.120
AI<00:39:37.720> helps<00:39:38.040> with<00:39:38.200> that,<00:39:38.520> but<00:39:38.920> change<00:39:39.240> the<00:39:39.360> business<00:39:39.840> rules.

00:39:40.120 --> 00:39:43.920
Get<00:39:40.320> out<00:39:40.440> of<00:39:40.520> those<00:39:40.680> old<00:39:40.920> BPR<00:39:41.440> processes.<00:39:42.080> Look<00:39:42.200> at<00:39:42.320> your<00:39:42.480> business<00:39:43.040> applications.

00:39:43.920 --> 00:39:52.440
Where<00:39:44.080> can<00:39:44.280> I<00:39:44.520> Where<00:39:44.640> can<00:39:44.760> I<00:39:44.840> automate<00:39:45.440> going<00:39:45.720> forward<00:39:46.040> because<00:39:46.520> the<00:39:46.640> landscape<00:39:47.240> is<00:39:47.440> forcing<00:39:47.840> us<00:39:48.040> more<00:39:48.960> into<00:39:49.480> using<00:39:49.880> technology<00:39:50.760> to<00:39:50.920> be<00:39:51.320> an<00:39:51.480> efficient<00:39:52.080> game

00:39:52.440 --> 00:40:00.120
changer<00:39:52.840> going<00:39:53.120> forward.<00:39:53.560> I<00:39:53.640> think<00:39:53.880> it<00:39:53.960> goes<00:39:54.120> back<00:39:54.320> again,<00:39:54.720> lessons<00:39:55.120> learned<00:39:55.400> back<00:39:55.600> in<00:39:55.640> the<00:39:55.720> 2000s,<00:39:56.480> lessons<00:39:56.840> learned<00:39:57.120> in<00:39:57.680> modernization,<00:39:58.920> leveraging<00:39:59.400> RPAs,<00:40:00.040> you

00:40:00.120 --> 00:40:07.480
know,<00:40:00.555> those<00:40:00.990> stories<00:40:01.425> years<00:40:01.860> back.<00:40:02.295> So<00:40:02.730> to<00:40:03.165> be<00:40:03.600> a<00:40:04.035> truly<00:40:04.470> digital<00:40:04.905> citizen-focused<00:40:05.340> county<00:40:05.775> to<00:40:06.210> provide<00:40:06.645> services<00:40:07.080> quickly.

00:40:07.480 --> 00:40:14.480
It'll<00:40:07.600> be<00:40:07.760> water<00:40:08.120> utilities,<00:40:08.800> paying<00:40:09.120> bills,<00:40:09.520> going<00:40:09.720> to<00:40:09.840> parks,<00:40:10.640> booking<00:40:11.160> booking<00:40:11.600> pools<00:40:12.080> for<00:40:12.240> kids,<00:40:13.160> libraries,<00:40:13.920> everything.

00:40:14.480 --> 00:40:22.520
Everything<00:40:14.720> now<00:40:15.080> has<00:40:15.200> been<00:40:15.360> digital<00:40:15.720> for<00:40:15.840> the<00:40:15.920> last<00:40:16.240> 25-30<00:40:17.160> years,<00:40:17.560> and<00:40:17.720> our<00:40:17.880> governments<00:40:18.640> should<00:40:19.040> be<00:40:19.360> more<00:40:19.840> in<00:40:19.960> tune<00:40:20.360> like<00:40:20.640> that<00:40:21.280> 'cause<00:40:21.480> citizens<00:40:22.040> want<00:40:22.320> that.

00:40:22.520 --> 00:40:29.080
They<00:40:22.600> want<00:40:22.720> to<00:40:22.760> find<00:40:23.000> their<00:40:23.160> home<00:40:23.440> permits,<00:40:23.920> their<00:40:24.040> home<00:40:24.280> buildings,<00:40:24.840> look<00:40:25.040> up<00:40:25.200> their<00:40:25.440> court<00:40:25.760> cases,<00:40:26.280> and<00:40:26.400> whatever<00:40:26.720> it<00:40:26.880> is,<00:40:27.160> it<00:40:27.240> requires<00:40:27.640> a<00:40:27.720> digital<00:40:28.280> interaction

00:40:29.080 --> 00:40:33.840
to<00:40:29.240> do<00:40:29.440> that.<00:40:29.680> So,<00:40:30.120> that's<00:40:30.360> our<00:40:30.520> theme<00:40:30.960> for<00:40:31.080> the<00:40:31.200> next<00:40:31.480> year<00:40:31.720> is<00:40:31.920> becoming<00:40:32.320> a<00:40:32.360> truly<00:40:32.760> a<00:40:32.800> digital<00:40:33.200> county.

00:40:33.840 --> 00:40:39.960
That's<00:40:33.960> fantastic.<00:40:34.640> I<00:40:34.680> just<00:40:34.840> have<00:40:35.160> kind<00:40:35.320> of<00:40:35.440> one<00:40:35.720> highlight<00:40:36.200> at<00:40:36.320> the<00:40:36.400> Bellagio,<00:40:37.520> they<00:40:37.680> have<00:40:37.840> nailed<00:40:38.240> the<00:40:38.320> digital<00:40:38.680> experience<00:40:39.400> on<00:40:39.600> the<00:40:39.720> app.

00:40:39.960 --> 00:40:42.560
It<00:40:40.080> was<00:40:40.240> incredible.<00:40:40.960> There<00:40:41.120> was<00:40:41.280> a<00:40:41.520> massive<00:40:42.120> line.

00:40:42.560 --> 00:40:45.640
I'm<00:40:42.640> like,<00:40:42.800> I<00:40:42.840> don't<00:40:43.000> want<00:40:43.120> to<00:40:43.200> check<00:40:43.440> in<00:40:43.600> there.<00:40:44.000> That<00:40:44.200> sounds<00:40:44.440> like<00:40:44.560> a<00:40:44.600> nightmare.

00:40:45.640 --> 00:40:50.000
And<00:40:45.800> I<00:40:45.880> was<00:40:46.000> able<00:40:46.160> to<00:40:46.240> get<00:40:46.560> my<00:40:46.840> not<00:40:47.040> only<00:40:47.200> just<00:40:47.320> my<00:40:47.440> digital<00:40:47.800> key,<00:40:48.000> but<00:40:48.160> I<00:40:48.200> was<00:40:48.360> also<00:40:48.640> able<00:40:48.840> to<00:40:48.960> send<00:40:49.200> it<00:40:49.320> to<00:40:49.400> my<00:40:49.560> wife.

00:40:50.000 --> 00:40:53.760
She<00:40:50.160> was<00:40:50.320> able<00:40:50.480> to<00:40:50.600> get<00:40:50.720> a<00:40:50.760> digital<00:40:51.120> key.<00:40:51.920> I<00:40:52.040> was<00:40:52.200> able<00:40:52.440> to<00:40:52.760> Do<00:40:52.840> I<00:40:52.880> want<00:40:53.080> to<00:40:53.160> upgrade?

00:40:53.760 --> 00:41:00.120
Do<00:40:53.840> I<00:40:53.920> want<00:40:54.240> this?<00:40:54.800> And<00:40:55.440> 2026,<00:40:56.120> you<00:40:56.200> kind<00:40:56.320> of<00:40:56.400> think<00:40:56.640> Oh,<00:40:56.680> it's<00:40:56.800> kind<00:40:56.920> of<00:40:57.000> been<00:40:57.120> around,<00:40:57.920> but<00:40:58.040> a<00:40:58.080> lot<00:40:58.200> of<00:40:58.280> companies<00:40:58.600> have<00:40:58.720> kind<00:40:58.840> of<00:40:58.960> fumbled<00:40:59.320> it,<00:40:59.480> by<00:40:59.600> the<00:40:59.720> way.

00:41:00.120 --> 00:41:04.200
A<00:41:00.160> lot<00:41:00.520> of<00:41:00.640> companies<00:41:00.960> have<00:41:01.040> fumbled.<00:41:01.320> Have<00:41:01.400> you<00:41:01.480> ever<00:41:01.600> been<00:41:01.680> to<00:41:01.720> a<00:41:01.760> hotel<00:41:02.080> room<00:41:02.280> and<00:41:02.360> you're<00:41:02.440> like,<00:41:02.680> "Oh,<00:41:02.800> now<00:41:02.920> I<00:41:02.960> got<00:41:03.080> to<00:41:03.160> go<00:41:03.240> downstairs."

00:41:04.200 --> 00:41:07.680
or<00:41:04.920> "Oh,<00:41:05.200> we<00:41:05.360> checked<00:41:05.640> you<00:41:05.760> in,<00:41:06.080> but<00:41:06.240> you<00:41:06.320> still<00:41:06.480> got<00:41:06.600> to<00:41:06.640> go<00:41:06.760> see<00:41:06.880> the<00:41:07.000> front<00:41:07.240> desk."

00:41:07.680 --> 00:41:10.520
The<00:41:08.160> Bellagio,<00:41:08.760> I<00:41:08.800> think<00:41:08.960> it<00:41:09.000> was<00:41:09.120> the<00:41:09.240> best<00:41:09.600> I've<00:41:09.720> seen<00:41:09.960> so<00:41:10.200> far.

00:41:10.520 --> 00:41:13.560
They<00:41:10.680> crushed<00:41:11.080> it.<00:41:11.760> John,<00:41:12.440> what<00:41:12.560> round<00:41:12.760> table<00:41:13.000> would<00:41:13.120> you<00:41:13.200> love<00:41:13.320> to<00:41:13.400> see?

00:41:13.560 --> 00:41:20.920
Close<00:41:13.760> us<00:41:13.880> out.<00:41:14.440> All<00:41:14.560> right.<00:41:14.840> I'm<00:41:15.200> very<00:41:15.520> lucky<00:41:16.560> as<00:41:16.960> that<00:41:17.120> we,<00:41:17.680> my<00:41:17.840> fantasy<00:41:18.320> round<00:41:18.560> table,<00:41:19.320> we<00:41:19.680> make<00:41:19.920> a<00:41:19.960> reality<00:41:20.520> already.

00:41:20.920 --> 00:41:28.600
So,<00:41:21.280> we<00:41:21.440> have<00:41:22.000> a<00:41:22.280> customer<00:41:22.880> advisory<00:41:23.360> board<00:41:24.080> where<00:41:24.280> we<00:41:24.480> invite<00:41:24.880> CIOs<00:41:25.440> at<00:41:25.560> all<00:41:25.720> levels,<00:41:26.480> cities,<00:41:26.920> counties,<00:41:27.520> state<00:41:27.800> level,<00:41:28.400> right?

00:41:28.600 --> 00:41:32.480
Utilities,<00:41:29.640> like<00:41:30.200> huge<00:41:30.600> Texas<00:41:31.040> utility<00:41:31.560> CIOs.

00:41:32.480 --> 00:41:40.320
We<00:41:32.800> get<00:41:33.400> together<00:41:33.760> in<00:41:33.840> Round<00:41:34.120> Rock,<00:41:34.800> and<00:41:35.360> only<00:41:35.560> do<00:41:35.720> we<00:41:35.880> talk<00:41:36.160> about<00:41:36.320> they<00:41:36.440> get<00:41:36.600> to<00:41:36.680> talk<00:41:36.960> with<00:41:37.200> each<00:41:37.440> other<00:41:38.160> about<00:41:38.480> what<00:41:38.760> they're<00:41:39.080> seeing,<00:41:39.480> what<00:41:39.640> they're<00:41:39.800> battling<00:41:40.200> at

00:41:40.320 --> 00:41:44.040
all<00:41:40.520> levels.<00:41:41.280> We<00:41:41.520> bring<00:41:41.840> in<00:41:42.560> Dell<00:41:43.000> executives.

00:41:44.040 --> 00:41:52.640
So,<00:41:44.160> imagine<00:41:44.560> being<00:41:44.720> able<00:41:44.920> to<00:41:45.040> have<00:41:45.800> 30<00:41:46.120> minutes<00:41:46.520> to<00:41:46.640> 45<00:41:47.080> minutes<00:41:47.680> with<00:41:47.880> Michael<00:41:48.160> Dell,<00:41:48.640> which<00:41:48.880> we<00:41:49.000> did,<00:41:49.680> our<00:41:49.880> CTO,<00:41:50.920> our<00:41:51.480> CISO,<00:41:52.480> and

00:41:52.640 --> 00:42:00.200
talk<00:41:52.840> about<00:41:53.440> this<00:41:53.640> is<00:41:53.760> how<00:41:53.880> we<00:41:54.040> solved<00:41:54.320> that<00:41:54.480> problem,<00:41:55.240> and<00:41:55.440> the<00:41:55.560> CIOs<00:41:56.360> at<00:41:56.480> all<00:41:56.600> levels<00:41:57.240> see,<00:41:57.600> "Hey,<00:41:58.200> y'all<00:41:58.440> went<00:41:58.600> through<00:41:58.720> the<00:41:58.800> same<00:41:59.080> thing<00:41:59.320> we<00:41:59.480> did.

00:42:00.200 --> 00:42:02.840
And<00:42:00.320> then,<00:42:00.520> how<00:42:00.640> did<00:42:00.840> you<00:42:01.240> solve<00:42:01.640> it?"<00:42:01.840> And<00:42:02.000> we<00:42:02.120> tell<00:42:02.360> them.

00:42:02.840 --> 00:42:08.640
And<00:42:03.000> it<00:42:03.120> makes<00:42:03.400> it<00:42:03.680> say,<00:42:03.880> "Okay,<00:42:04.480> you're<00:42:04.680> this<00:42:04.920> huge,<00:42:05.480> big,<00:42:05.840> successful,<00:42:07.040> customer-friendly<00:42:07.840> company."

00:42:08.640 --> 00:42:10.720
That's<00:42:09.060> my<00:42:09.480> description<00:42:09.900> of<00:42:10.320> it.

00:42:10.720 --> 00:42:14.800
But,<00:42:11.320> you're<00:42:11.520> going<00:42:11.800> through<00:42:12.080> this<00:42:12.320> and<00:42:12.440> you're<00:42:12.560> sharing<00:42:13.520> what<00:42:13.880> you<00:42:14.040> fumble.

00:42:14.800 --> 00:42:17.760
And<00:42:15.000> so,<00:42:15.320> that<00:42:16.040> is<00:42:16.240> a<00:42:16.360> Is<00:42:16.480> it<00:42:16.640> awesome<00:42:16.960> time?

00:42:17.760 --> 00:42:19.680
And<00:42:18.240> I<00:42:18.320> wouldn't<00:42:18.600> change<00:42:18.840> anything<00:42:19.120> about<00:42:19.440> it.

00:42:19.680 --> 00:42:21.920
It's<00:42:19.840> awesome.<00:42:20.400> So,<00:42:20.480> you<00:42:20.520> got<00:42:20.640> to<00:42:20.720> give<00:42:20.840> me<00:42:20.920> a<00:42:20.960> specific<00:42:21.440> example.

00:42:21.920 --> 00:42:24.760
That<00:42:22.120> sounded<00:42:22.480> great.<00:42:22.720> You<00:42:22.800> go<00:42:22.880> to<00:42:22.960> Round<00:42:23.200> Rock.<00:42:23.600> You<00:42:23.720> get<00:42:23.800> to<00:42:23.880> meet<00:42:24.000> Michael<00:42:24.280> Dell.

00:42:24.760 --> 00:42:29.440
You<00:42:24.840> get<00:42:24.960> a<00:42:25.000> selfie.<00:42:25.560> You<00:42:25.640> got<00:42:25.760> to<00:42:25.800> give<00:42:25.960> me<00:42:26.040> an<00:42:26.080> example.<00:42:26.640> I'll<00:42:26.840> give<00:42:27.000> you<00:42:27.040> an<00:42:27.120> example<00:42:27.360> 'cause<00:42:27.480> I<00:42:27.560> just<00:42:27.720> had<00:42:28.320> You<00:42:28.480> Bob<00:42:28.800> Lee<00:42:29.000> came<00:42:29.240> on.

00:42:29.440 --> 00:42:32.920
I<00:42:29.480> know<00:42:29.640> he's<00:42:29.800> on<00:42:29.880> the<00:42:29.960> customer<00:42:30.320> advisory<00:42:30.760> board.<00:42:31.080> You've<00:42:31.200> been<00:42:31.320> on<00:42:31.400> the<00:42:31.480> pod<00:42:31.760> several<00:42:32.000> times.

00:42:32.920 --> 00:42:37.240
What's<00:42:33.200> What's<00:42:33.360> a<00:42:33.440> county<00:42:33.840> What's<00:42:34.000> a<00:42:34.040> county<00:42:34.440> CIO<00:42:35.320> at<00:42:35.480> a<00:42:35.520> Dell<00:42:35.760> advisory<00:42:36.240> board<00:42:36.480> asking?

00:42:37.240 --> 00:42:42.400
He's<00:42:37.400> asking<00:42:37.760> that<00:42:37.920> the<00:42:38.120> Dell<00:42:38.360> sales<00:42:38.560> Michael<00:42:38.840> Dell,<00:42:39.400> the<00:42:39.600> big<00:42:39.840> hit<00:42:40.160> was<00:42:40.880> our<00:42:41.040> CISO,<00:42:41.840> right?

00:42:42.400 --> 00:42:47.000
He<00:42:42.560> shared<00:42:43.000> This<00:42:43.200> guy<00:42:43.960> has<00:42:44.280> is<00:42:44.880> an<00:42:45.040> industry<00:42:45.520> expert<00:42:46.000> to<00:42:46.120> the<00:42:46.200> max.

00:42:47.000 --> 00:42:49.640
He<00:42:47.160> looks<00:42:47.400> 25.<00:42:48.240> He's<00:42:48.440> probably<00:42:48.720> 35.

00:42:49.640 --> 00:42:52.760
So<00:42:49.800> much<00:42:50.000> experience.<00:42:50.680> And<00:42:50.760> they<00:42:50.880> say,<00:42:51.040> "Hey,<00:42:51.480> how<00:42:51.560> did<00:42:51.720> you<00:42:51.840> solve<00:42:52.200> this?

00:42:52.760 --> 00:42:56.680
How<00:42:52.880> did<00:42:53.000> you<00:42:53.120> solve<00:42:53.360> the"<00:42:53.560> It's<00:42:53.760> all<00:42:53.840> around<00:42:54.520> Most<00:42:54.800> of<00:42:54.840> the<00:42:54.920> conversation<00:42:55.520> was<00:42:55.680> around<00:42:56.000> security.

00:42:56.680 --> 00:42:58.840
And<00:42:56.920> they<00:42:57.080> really<00:42:57.400> pinged<00:42:57.720> him<00:42:58.320> on<00:42:58.560> it.

00:42:58.840 --> 00:43:03.640
They<00:42:59.000> actually<00:42:59.360> did<00:43:00.040> ask<00:43:00.400> our<00:43:01.080> our<00:43:01.480> Dell<00:43:01.840> CRO<00:43:02.480> about<00:43:02.800> pricing.

00:43:03.640 --> 00:43:05.800
And<00:43:03.800> why<00:43:03.960> can't<00:43:04.200> we<00:43:04.360> eat<00:43:04.560> some<00:43:04.760> of<00:43:04.920> it?<00:43:05.240> Yeah.

00:43:05.800 --> 00:43:09.680
And<00:43:05.960> Joe,<00:43:06.120> if<00:43:06.240> I<00:43:06.320> could<00:43:06.520> add<00:43:06.840> just<00:43:07.040> one<00:43:07.200> thing,<00:43:07.480> I<00:43:07.560> want<00:43:07.760> to<00:43:08.000> kind<00:43:08.200> of<00:43:08.280> go<00:43:08.400> back<00:43:08.640> to<00:43:08.720> something<00:43:09.040> I<00:43:09.120> said<00:43:09.320> earlier.

00:43:09.680 --> 00:43:13.680
I'm<00:43:09.880> on<00:43:10.000> an<00:43:10.120> advisory<00:43:10.440> board,<00:43:10.680> too,<00:43:10.960> but<00:43:11.120> mostly<00:43:12.080> for<00:43:12.160> our<00:43:12.280> our<00:43:12.320> Pan<00:43:12.600> Proc<00:43:12.920> sets.

00:43:13.680 --> 00:43:18.920
We<00:43:13.840> were<00:43:14.120> fortunate<00:43:14.480> to<00:43:14.560> have<00:43:14.720> a<00:43:14.800> couple<00:43:15.120> of<00:43:15.200> state<00:43:15.520> A<00:43:15.600> state<00:43:15.880> CIO<00:43:16.440> from<00:43:16.640> Kansas<00:43:17.040> and<00:43:17.160> myself<00:43:17.640> from<00:43:17.760> the<00:43:17.840> county<00:43:18.160> level.

00:43:18.920 --> 00:43:21.400
We<00:43:19.080> were<00:43:19.200> giving<00:43:19.440> advice<00:43:19.880> on<00:43:19.960> the<00:43:20.040> Proc<00:43:20.320> sets<00:43:20.560> we<00:43:20.680> actually<00:43:21.040> use.

00:43:21.400 --> 00:43:26.400
How<00:43:21.480> to<00:43:21.560> make<00:43:21.680> it<00:43:21.800> better,<00:43:22.280> stay<00:43:22.560> true<00:43:22.840> to<00:43:22.920> your<00:43:23.120> core<00:43:23.480> mission,<00:43:23.880> which<00:43:24.080> are<00:43:24.200> these<00:43:24.520> things,<00:43:25.000> and<00:43:25.120> this<00:43:25.240> is<00:43:25.320> what<00:43:25.400> we<00:43:25.480> want<00:43:25.600> to<00:43:25.640> see<00:43:25.800> going<00:43:26.080> forward.

00:43:26.400 --> 00:43:29.680
So,<00:43:26.480> I<00:43:26.560> think<00:43:26.800> that's<00:43:27.120> a<00:43:27.160> little<00:43:27.400> more<00:43:27.840> It's<00:43:28.040> an<00:43:28.200> intimate<00:43:28.640> surrounding.

00:43:29.680 --> 00:43:34.280
You're<00:43:29.880> there<00:43:30.000> with<00:43:30.160> It's<00:43:30.320> a<00:43:30.360> very<00:43:30.680> close<00:43:31.120> environment.<00:43:31.760> You<00:43:31.880> have<00:43:32.480> You<00:43:32.560> give<00:43:32.800> tough<00:43:33.080> feedback.

00:43:34.280 --> 00:43:41.640
But,<00:43:34.480> for<00:43:34.760> a<00:43:34.880> fantasy<00:43:35.360> round<00:43:35.680> table,<00:43:36.240> to<00:43:36.360> add<00:43:36.600> to<00:43:36.680> the<00:43:36.760> piece<00:43:36.960> I<00:43:37.000> was<00:43:37.120> saying<00:43:37.320> about<00:43:37.520> being<00:43:37.640> a<00:43:37.680> digital<00:43:38.000> county,<00:43:38.800> I<00:43:38.920> think<00:43:39.120> you<00:43:39.200> need<00:43:39.320> to<00:43:39.400> have<00:43:40.280> Not<00:43:40.880> What<00:43:41.080> John<00:43:41.280> was<00:43:41.400> saying

00:43:41.640 --> 00:43:47.840
is<00:43:41.760> great,<00:43:42.240> but<00:43:42.520> I<00:43:42.560> think<00:43:42.800> it<00:43:42.880> takes<00:43:43.160> away<00:43:43.560> from<00:43:43.840> where<00:43:44.040> counties<00:43:44.720> and<00:43:44.880> cities<00:43:45.760> and<00:43:46.000> municipalities<00:43:46.880> operate.

00:43:47.840 --> 00:43:50.280
And<00:43:48.280> very<00:43:48.640> specific<00:43:49.280> different<00:43:49.680> environments.

00:43:50.280 --> 00:43:57.640
We<00:43:50.360> all<00:43:50.480> have<00:43:50.600> the<00:43:50.680> same<00:43:51.000> challenges,<00:43:51.640> the<00:43:51.720> same<00:43:52.000> opportunities,<00:43:53.080> but<00:43:53.200> it<00:43:53.280> comes<00:43:53.560> down<00:43:53.880> to<00:43:54.040> really<00:43:54.600> theme<00:43:55.240> I'm<00:43:55.440> a<00:43:55.480> warm<00:43:55.800> funding,<00:43:56.160> but<00:43:56.320> I<00:43:56.360> also<00:43:56.600> think<00:43:56.760> it's<00:43:56.920> structural,

00:43:57.640 --> 00:44:04.160
too.<00:43:57.880> I<00:43:57.960> think<00:43:58.560> how<00:43:58.880> counties<00:43:59.480> are<00:43:59.600> structurally<00:44:00.200> built<00:44:00.680> and<00:44:00.840> how<00:44:01.000> they<00:44:01.160> look<00:44:01.360> at<00:44:01.480> technology,<00:44:02.640> it's<00:44:02.800> a<00:44:02.840> different<00:44:03.200> conversation.

00:44:04.160 --> 00:44:10.240
And<00:44:04.840> And<00:44:04.920> my<00:44:05.080> personal<00:44:05.480> opinion<00:44:05.920> is<00:44:06.080> I<00:44:06.120> think<00:44:06.480> how<00:44:06.720> counties<00:44:07.160> look<00:44:07.320> at<00:44:07.400> technology<00:44:07.960> acquisitions<00:44:08.640> needs<00:44:08.840> to<00:44:08.920> change<00:44:09.240> going<00:44:09.520> forward.

00:44:10.240 --> 00:44:17.480
It's<00:44:10.400> a<00:44:10.440> different<00:44:10.840> model.<00:44:11.440> The<00:44:11.520> way<00:44:11.720> these<00:44:11.920> things<00:44:12.120> are<00:44:12.200> built<00:44:12.440> today<00:44:12.920> aren't<00:44:13.240> sustainable<00:44:13.920> because<00:44:14.400> the<00:44:14.520> speed<00:44:15.080> of<00:44:15.200> these<00:44:15.400> applications<00:44:16.200> and<00:44:16.280> the<00:44:16.360> pricings<00:44:17.360> are

00:44:17.480 --> 00:44:22.960
not<00:44:17.720> stagnant.<00:44:19.040> It's<00:44:19.200> not<00:44:19.600> It's<00:44:19.720> not<00:44:19.840> like<00:44:20.000> building<00:44:20.240> a<00:44:20.320> building<00:44:20.840> or<00:44:20.960> a<00:44:21.040> road<00:44:21.400> or<00:44:21.520> a<00:44:21.560> bridge<00:44:21.920> or<00:44:22.080> a<00:44:22.120> highway.

00:44:22.960 --> 00:44:28.840
This<00:44:23.120> is<00:44:23.200> a<00:44:23.240> piece<00:44:23.400> of<00:44:23.520> software<00:44:24.120> that<00:44:24.360> needs<00:44:24.600> to<00:44:24.720> be<00:44:24.840> implemented<00:44:25.280> quickly<00:44:25.920> and<00:44:26.240> if<00:44:26.360> you<00:44:26.440> don't<00:44:26.640> have<00:44:26.920> it,<00:44:27.080> you<00:44:27.160> lose<00:44:27.400> pricing<00:44:27.960> power.

00:44:28.840 --> 00:44:36.720
That's<00:44:29.080> a<00:44:29.120> different<00:44:29.480> conversation.<00:44:30.000> That'd<00:44:30.160> be<00:44:30.240> a<00:44:30.320> very<00:44:30.720> strong<00:44:31.200> fancy<00:44:31.560> round<00:44:31.840> table<00:44:32.240> is<00:44:32.360> to<00:44:32.480> start<00:44:32.800> putting<00:44:33.600> these<00:44:33.960> people<00:44:35.000> in<00:44:35.120> a<00:44:35.200> spotlight<00:44:35.880> to<00:44:35.960> talk<00:44:36.160> about<00:44:36.520> how

00:44:36.720 --> 00:44:42.480
to<00:44:36.840> make<00:44:37.080> that<00:44:37.360> better<00:44:38.200> to<00:44:38.360> deliver<00:44:38.960> because<00:44:39.360> these<00:44:39.560> are<00:44:39.680> technology<00:44:40.440> products<00:44:40.880> that<00:44:41.000> have<00:44:41.120> to<00:44:41.200> be<00:44:41.280> delivered<00:44:41.520> for<00:44:41.640> citizens.

00:44:42.480 --> 00:44:45.240
When<00:44:42.680> those<00:44:43.000> are<00:44:43.080> delayed,<00:44:43.760> other<00:44:43.960> things<00:44:44.280> are<00:44:44.360> delayed<00:44:44.720> too<00:44:44.880> as<00:44:45.040> well.

00:44:45.240 --> 00:44:49.880
So,<00:44:45.400> I<00:44:45.440> love<00:44:45.600> to<00:44:45.720> see<00:44:45.880> that<00:44:46.200> kind<00:44:46.400> of<00:44:46.480> conversation.<00:44:47.480> So,<00:44:47.760> Dom,<00:44:48.200> it's<00:44:48.400> almost<00:44:48.680> like<00:44:48.840> you<00:44:48.920> were<00:44:49.000> in<00:44:49.080> the<00:44:49.160> room.

00:44:49.880 --> 00:44:53.560
I<00:44:50.160> wasn't,<00:44:50.680> but<00:44:50.880> I<00:44:50.920> was<00:44:51.080> there.<00:44:51.680> We<00:44:51.920> were<00:44:52.200> We<00:44:52.360> had<00:44:52.480> that<00:44:52.640> exact<00:44:52.920> conversation.

00:44:53.560 --> 00:44:59.760
So,<00:44:54.440> if<00:44:54.600> we<00:44:54.720> bring<00:44:54.960> everybody<00:44:55.360> together<00:44:55.720> like<00:44:55.880> that,<00:44:56.280> maybe<00:44:56.520> next<00:44:56.800> time<00:44:57.240> we'll<00:44:57.480> have<00:44:57.840> breakout<00:44:58.240> session<00:44:58.760> with<00:44:58.920> the<00:44:59.040> county<00:44:59.360> folks.

00:44:59.760 --> 00:45:04.600
But<00:44:59.920> for<00:45:00.080> that<00:45:00.320> kind<00:45:00.480> of<00:45:00.560> conversation,<00:45:01.440> you're<00:45:01.640> challenging<00:45:02.280> people's<00:45:03.160> positions<00:45:03.840> of<00:45:04.080> career.

00:45:04.600 --> 00:45:08.400
You're<00:45:04.720> challenging<00:45:05.320> acquisition<00:45:05.920> officers<00:45:06.480> to<00:45:06.600> think<00:45:07.040> and<00:45:07.200> do<00:45:07.360> something<00:45:07.760> differently.

00:45:08.400 --> 00:45:15.440
Glenn<00:45:08.680> was<00:45:08.840> saying<00:45:09.120> you<00:45:09.280> have<00:45:09.880> people<00:45:10.160> who<00:45:10.320> are<00:45:10.760> trying<00:45:11.080> to<00:45:11.160> teach<00:45:11.400> them<00:45:11.560> new<00:45:11.720> tricks<00:45:12.200> and<00:45:12.400> do<00:45:12.520> they<00:45:12.640> want<00:45:13.080> to<00:45:13.680> for<00:45:13.800> the<00:45:13.920> greater<00:45:14.240> good<00:45:14.440> of<00:45:14.520> the<00:45:14.640> courts<00:45:15.080> or<00:45:15.120> for<00:45:15.200> the<00:45:15.280> greater

00:45:15.440 --> 00:45:20.920
good<00:45:15.520> of<00:45:15.600> the<00:45:15.680> county<00:45:16.040> or<00:45:16.080> for<00:45:16.160> the<00:45:16.240> greater<00:45:16.360> good<00:45:16.440> of<00:45:16.480> the<00:45:16.560> state.<00:45:17.200> You<00:45:17.400> have<00:45:17.720> to<00:45:17.880> have<00:45:18.160> these<00:45:18.400> systemic<00:45:19.040> changes<00:45:19.720> to<00:45:19.880> make<00:45:20.120> up<00:45:20.200> with<00:45:20.320> the<00:45:20.440> times.

00:45:20.920 --> 00:45:27.440
So,<00:45:21.560> for<00:45:21.680> those<00:45:21.840> who've<00:45:21.920> been<00:45:22.040> around<00:45:22.440> for<00:45:22.640> a<00:45:22.720> while,<00:45:23.040> we<00:45:23.200> all<00:45:23.360> have,<00:45:23.840> I<00:45:23.880> can<00:45:24.000> go<00:45:24.160> back<00:45:24.440> to<00:45:24.840> privacy<00:45:25.320> law,<00:45:25.600> 1974<00:45:26.520> Privacy<00:45:26.960> Act.

00:45:27.440 --> 00:45:30.800
It's<00:45:27.560> still<00:45:27.800> not<00:45:28.080> updated.<00:45:28.640> It's<00:45:28.720> like<00:45:28.880> 20,<00:45:29.440> 30<00:45:29.760> years<00:45:30.040> later.

00:45:30.800 --> 00:45:33.600
Technology<00:45:31.360> has<00:45:31.480> moved<00:45:31.800> way<00:45:32.080> past<00:45:32.440> those<00:45:32.600> statutes.

00:45:33.600 --> 00:45:40.160
And<00:45:33.720> I<00:45:33.800> think<00:45:34.240> you<00:45:34.360> we<00:45:34.520> and<00:45:34.680> counties<00:45:35.160> and<00:45:35.280> states<00:45:35.720> are<00:45:35.800> dealing<00:45:36.120> with<00:45:36.360> administrative<00:45:37.000> codes<00:45:37.400> that<00:45:37.480> need<00:45:37.600> to<00:45:37.680> be<00:45:37.920> really<00:45:38.360> updated<00:45:38.960> to<00:45:39.080> meet<00:45:39.320> the<00:45:39.440> current<00:45:39.800> times.

00:45:40.160 --> 00:45:42.520
That's<00:45:40.360> a<00:45:40.400> different<00:45:41.160> conversation<00:45:42.080> for<00:45:42.320> us.

00:45:42.520 --> 00:45:50.440
That's<00:45:42.720> more<00:45:42.920> political,<00:45:44.000> but<00:45:44.240> it's<00:45:44.440> those<00:45:44.760> ones<00:45:45.040> that<00:45:45.240> have<00:45:45.560> to<00:45:45.680> happen<00:45:46.120> there<00:45:46.480> for<00:45:46.640> really<00:45:46.840> start<00:45:47.080> to<00:45:47.160> get<00:45:47.320> the<00:45:47.440> execution<00:45:48.600> so<00:45:48.680> that<00:45:49.000> Glenn<00:45:49.400> and<00:45:49.600> I<00:45:49.840> can<00:45:50.040> do<00:45:50.240> what<00:45:50.320> we

00:45:50.440 --> 00:45:56.880
do<00:45:50.600> best<00:45:50.880> basically.<00:45:51.800> That<00:45:52.000> you<00:45:52.160> just<00:45:52.400> described<00:45:53.200> the<00:45:53.360> HR<00:45:53.760> job<00:45:54.120> descriptions<00:45:55.080> that<00:45:55.280> we<00:45:55.400> have<00:45:55.600> to<00:45:55.720> fit,<00:45:56.280> right?

00:45:56.880 --> 00:46:04.480
They're<00:45:57.080> 50<00:45:57.400> years<00:45:58.160> years<00:45:58.320> old.<00:45:59.120> with<00:45:59.320> specific<00:46:00.000> product<00:46:00.480> names<00:46:00.840> in<00:46:00.960> them<00:46:01.160> that<00:46:01.320> are<00:46:01.840> But<00:46:01.960> I<00:46:02.000> think<00:46:02.320> that<00:46:02.440> Glenn,<00:46:02.720> I<00:46:02.760> think<00:46:02.960> you<00:46:03.080> and<00:46:03.200> I<00:46:03.440> can<00:46:03.760> appreciate<00:46:04.280> being

00:46:04.480 --> 00:46:08.440
both<00:46:04.720> in<00:46:04.800> public<00:46:05.160> and<00:46:05.280> private<00:46:06.000> where<00:46:06.120> the<00:46:06.240> speed<00:46:06.600> and<00:46:06.720> the<00:46:06.760> agility<00:46:07.280> is<00:46:07.520> for<00:46:07.720> acquisitions.

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And<00:46:08.520> I<00:46:08.560> think<00:46:09.160> Joe,<00:46:09.480> I<00:46:09.520> think<00:46:09.720> that<00:46:10.080> is<00:46:10.280> where<00:46:11.040> a<00:46:11.160> really<00:46:11.560> hard,<00:46:12.560> really<00:46:12.880> good<00:46:13.160> fantasy<00:46:13.560> round<00:46:13.880> table<00:46:14.280> with<00:46:14.520> chief<00:46:14.880> acquisition<00:46:15.520> officers<00:46:16.680> getting

00:46:16.960 --> 00:46:25.680
together<00:46:17.400> and<00:46:17.480> trying<00:46:17.640> to<00:46:17.720> figure<00:46:18.000> out<00:46:18.200> where<00:46:18.440> structurally<00:46:19.160> can<00:46:19.440> their<00:46:19.600> administrative<00:46:20.160> codes<00:46:20.560> be<00:46:20.760> modulated<00:46:22.040> to<00:46:22.240> give<00:46:22.560> some<00:46:23.000> leeway<00:46:23.600> and<00:46:23.760> flexibility<00:46:24.520> to<00:46:24.640> CIOs

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who<00:46:25.840> make<00:46:26.240> acquisition<00:46:26.880> decisions<00:46:27.520> and<00:46:27.600> make<00:46:27.800> technology<00:46:28.400> decisions<00:46:29.440> vice<00:46:29.800> just<00:46:30.040> pushing<00:46:30.400> paper<00:46:30.840> to<00:46:30.960> go<00:46:31.080> out<00:46:31.240> and<00:46:31.320> buy<00:46:31.560> somewhere.

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When<00:46:32.560> we<00:46:32.680> make<00:46:32.880> a<00:46:32.920> decision<00:46:33.360> to<00:46:33.480> say<00:46:33.680> we're<00:46:33.800> going<00:46:33.920> to<00:46:33.960> buy<00:46:34.240> X,<00:46:34.680> we've<00:46:34.880> vetted<00:46:35.200> it,<00:46:35.360> we're<00:46:35.480> the<00:46:35.600> authority,<00:46:36.080> we<00:46:36.200> know<00:46:36.360> where<00:46:36.520> it's<00:46:36.720> at.

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Tell<00:46:37.480> us<00:46:37.600> what<00:46:37.760> vehicle<00:46:38.080> to<00:46:38.160> go<00:46:38.320> after,<00:46:38.760> give<00:46:38.960> us<00:46:39.040> the<00:46:39.160> best<00:46:39.480> process<00:46:39.920> for<00:46:40.040> that.

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But<00:46:40.800> the<00:46:40.920> decision<00:46:41.320> is<00:46:41.440> made<00:46:41.600> on<00:46:41.680> technology.<00:46:42.320> We're<00:46:42.520> there,<00:46:42.760> we're<00:46:42.880> going<00:46:43.320> basically<00:46:43.800> at<00:46:43.880> that<00:46:44.080> point.

00:46:44.400 --> 00:46:49.240
Business<00:46:44.720> has<00:46:44.920> vetted<00:46:45.320> it,<00:46:45.440> they<00:46:45.560> all<00:46:45.760> like<00:46:46.040> it,<00:46:46.200> it<00:46:46.320> has<00:46:46.520> functionality<00:46:47.240> that<00:46:47.360> they<00:46:47.480> need<00:46:47.880> to<00:46:47.960> meet<00:46:48.080> their<00:46:48.240> requirements.

00:46:49.240 --> 00:46:53.680
That<00:46:49.440> part's<00:46:49.760> done.<00:46:50.400> How<00:46:50.560> we<00:46:50.680> buy<00:46:51.000> it<00:46:51.120> now,<00:46:51.440> it's<00:46:51.600> a<00:46:51.640> different<00:46:52.000> conversation<00:46:52.720> at<00:46:52.800> that<00:46:53.040> point.

00:46:53.680 --> 00:46:56.560
Okay,<00:46:54.000> this<00:46:54.080> is<00:46:54.160> a<00:46:54.200> fantastic<00:46:54.720> conversation.<00:46:55.280> We're<00:46:55.360> going<00:46:55.480> to<00:46:55.560> wrap<00:46:55.840> this<00:46:56.160> up.

00:46:56.560 --> 00:47:00.560
Thank<00:46:56.840> you,<00:46:56.960> Glenn,<00:46:57.440> Dom,<00:46:57.960> and<00:46:58.320> John<00:46:58.880> for<00:46:59.120> coming<00:46:59.400> on<00:46:59.480> the<00:46:59.560> podcast.

00:47:00.560 --> 00:47:05.120
And<00:47:01.040> can't<00:47:01.200> wait<00:47:01.320> to<00:47:01.400> release<00:47:01.640> this<00:47:01.760> episode.<00:47:02.120> I<00:47:02.160> think<00:47:02.280> it's<00:47:02.400> going<00:47:02.520> to<00:47:02.600> spur<00:47:02.840> a<00:47:02.880> lot<00:47:03.000> of<00:47:03.080> great<00:47:03.240> conversations<00:47:03.800> with<00:47:03.880> CIOs<00:47:04.240> around<00:47:04.440> the<00:47:04.480> country.

00:47:05.120 --> 00:47:06.960
Oops.<00:47:05.480> All<00:47:05.520> right.<00:47:05.920> Thank<00:47:06.160> you<00:47:06.280> so<00:47:06.480> much.<00:47:06.760> us.

00:47:06.960 --> 00:47:09.720
Appreciate<00:47:07.400> it.<00:47:07.520> Thank<00:47:07.640> you,<00:47:07.720> guys.