April 28, 2025 • 42 mins
Navigating Cloud-Based Physical Security with Philip Heaton from Your Six
In this episode of The Wireless Way, host Chris Whitaker sits down with Philip Heaton, the Commercial Success Manager at Your Six, Inc., a company specializing in cloud-based physical security solutions. They discuss the evolution of security technology to cloud-based infrastructure, the importance of making technology accessible, and the advantages of a proactive security approach powered by AI and edge computing. Heaton shares insights on the current state of the industry, highlights the necessity of educating clients about cloud solutions, and emphasizes the role of cybersecurity. They also explore opportunities in various industries, including heavily regulated sectors and multi-location enterprises. The conversation highlights the significance of asking the right questions to identify potential security needs and partnering with knowledgeable consultants to deliver effective solutions.
00:00 Introduction and Guest Welcome
00:18 Philip Heaton's Background and Role at Your Six
01:07 Personal Insights and Family Life
02:07 Journey into Physical Security
03:47 Customer Service and Sales Philosophy
05:41 Challenges and Education in Cloud Security
09:28 Evolution of Physical Security Industry
12:17 Cloud and AI in Physical Security
17:12 Cybersecurity and Data Protection
20:19 Understanding Network Vulnerabilities
21:42 Exploring AI and Fog Computing
24:11 Wireless and Solar-Powered Camera Solutions
27:45 The Growing Importance of AI in Security
29:38 Opportunities in Cloud and Multi-Location Solutions
33:05 Selling to Existing Customers
36:07 Identifying and Upgrading Old Camera Systems
38:41 Final Thoughts and Sales Strategies
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Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
Chris (00:01):
Hey, welcome to another episode of The Wireless Way.
I'm your host, Chris Whitaker,and I'm grateful that you're
here today.
And I'm also great grateful forPhilip Heaton.
Today's my guest and he's withyour six.
And for you veterans out there,that's Code Ward for I got your
back.
I love the name of this company.
Philip is the commercial successManager at Your Six, Inc.
(00:22):
A company specializing incloud-based physical security
solutions.
We're gonna talk about whythat's important and how it's
evolved to being cloud-based.
Later he has over eight years ofexperience in the security and
network and technology industry.
He brings expertise in sales,management, leadership, and
marketing, all the things youneed to have a successful
(00:44):
program.
At year six, Philip plays apivotal role in promoting the
company's serverless, pure cloudphysical security solutions.
He actively shares insights onplatforms features, integrator
tips and product updates tovarious channels, including, of
course, LinkedIn and YouTube.
There'll be a link in the shownotes to his their YouTube
(01:06):
channel.
You should check it out.
Outside this professionalendeavors.
Of course, he's passionate abouthis family, including his wife
and three children, and heenjoys his life in the greater
southeast of the United States.
Philip, thanks for making timeand joining us today.
How's it going?
Phil (01:21):
Going great's a good holiday weekend, spend time with
the kids and hid a couple Eastereggs and so it was it's been a
good time and a good year sofar.
Chris (01:31):
That's great, man.
It is crazy that we're already,practically at the end of April,
just it's amazing how Q1 justsneaks by you and that's, that,
that's, there's a life, there'sa life lesson there.
You gotta enjoy every day.
'cause it goes by so fast.
Especially when you're in thatparenting phase of life.
You should, I, one of the bestjobs I've ever had is being a
father.
We have four kids and they'reall adults now.
(01:53):
Now we have grandkids.
So that's like a, the gift thatreally keeps on giving.
Yeah, absolutely.
So as always, we read yourprofessional bio again, check
the show notes for links to theYouTube channel and some of the
other videos that Philip and histeam have done.
But I'm always interested in,in, what's not the bio.
How did you get here?
Did you just wake up one day andsay, man, I really love physical
(02:14):
security.
How did you, what was yourjourney like to get to where
you're today?
Phil (02:17):
Yeah, I think really where my journey began was in a
distributor and the, from atechnology standpoint, and that
was around networking and reallyone of the passions that I
learned from there that reallyhas followed me to this point
is.
Getting, making things easy forpeople, whether that's adoption
of a solution training people,giving collateral.
(02:40):
I've really enjoyed the creativeaspect of seeing people who are,
they have a need.
And we typically, whoever I'veworked for at the time has had
the solution.
It's how do you bridge that gap?
And that's been a really funexperience is to be there for
people and give them thesolution they're looking for.
And in my roles, I've reallyjust developed as, a trainer, a
(03:03):
developer of the actual abilityfor allowing people to adopt the
product.
And that's just taken me downthis path.
Definitely had some, a lot offriends in this type of industry
from a networking and securitystandpoint.
And now I'm at year six.
I've been here for four years,and it's it really allows me to
really.
Scratch that itch of reallygoing and telling people, being
an advocate for a product andhelping them adopt the actual
(03:26):
product.
So that's the how I got here wasI enjoy teaching people.
Chris (03:32):
Did you start out early in life as a techie or was it
something else?
Phil (03:37):
No not really.
I more was on just doing thingsthat I, customer service type of
things and that kind of whatyou're really looking to do.
And maybe it's maybe there'ssome, something in the
background there of I, I like toappease people.
And customer service, you learna lot of, how do you make a
customer happy?
(03:57):
And that just developed into,you take that next step of
expanding out of that industryinto, technology.
And it was like, same thing.
How do you make the customerhappy?
How do you make it easy forthem?
How do you make them come back?
And now that we're in a worldof.
Type of subscription models andthings like that the stickiness
with the customer.
Is there constantly, right?
(04:18):
Is how do you keep them happywhen you know that there's a
renewal down the road?
There is in some cases peopleare getting bills monthly,
right?
And so they see that bill andthey want to know, oh, every
month I pay that bill.
It's worth it.
And making the customer happykind of starts back at that
customer, early retail world Istarted in and now up to selling
(04:38):
it in a SaaS form is the samething though.
Chris (04:41):
I I agree with you.
I think having that background,I always tell people in sales,
don't focus on the income, thecommission, focus on the
outcome.
What's the outcome for thecustomer?
It's gonna meet their need.
And even as a hiring managerover the years, I'll be honest
with you, whenever I saw someonewho's ever a bartender, I always
found that at least three outtafour times, they made great
salespeople.
For one, they knew hard work,they dealt with every
(05:04):
personality type.
They had to, negotiate withpeople, not at their best, had
to tell the guy, I can't serveyou anymore, or whatever.
There was some skills that comewith being a bartender and
you're, some of'em are reallygood listeners too.
Absolutely.
So it is funny how we,everybody's got a different
story but I like the origin ofeverything you said is.
Solving the problems of thecustomer.
(05:25):
Absolutely.
And do you ever find that hard?
Sometimes.
You are looking at a businessmodel, you're looking at their
situation, and you're thinking.
I could make your life so easy.
But for some reason they're justnot there yet.
Have you seen that?
And if you do, how do you getaround that?
Phil (05:41):
Absolutely.
I think, you go back a coupleyears and the difficult thing
about we're a hundred percentcloud focused from a physical
security standpoint and for.
The early days, it was, I sayearly days.
The, a couple years back, therewas more of a fight against
cloud in some form or fashion.
Whether that was from a securitystandpoint, a cost standpoint,
(06:03):
bandwidth, I.
And so it was the hurdle waseducating people on the power of
the cloud.
And really what we find today isa little bit different is that
we talk to a lot of customersand partners out there that
they, there's so much fluff inthe industry around and noise
(06:23):
really.
It's really noise in theindustry that.
Is, competitors out theresaying, this is the way it
should be done, this is the wayit shouldn't be done.
This is, and everybody's tuningthe solution to how they do it.
And so they want to go to allthe customers and say, this is
the way it should be done.
This is the way it should bedone.
And so we spend a lot of timeof.
Educating the market on why wedo things the way we do it.
(06:46):
We get in front of the customersand there's nothing better,
especially with the hardware weuse.
It's the best in the industry ofsitting there and saying, okay,
put us up against any competitoryou want.
And so really it's, I think mostpeople have bought into the idea
that, especially in the physicalsecurity world, is everybody
needs it.
It's, you go walk around, golook anywhere.
There's security camera, aftersecurity camera, it's on every
(07:09):
corner.
Is, so really it's educatingthem on the type of solution we
sell and why the way we do itthe right way.
And so it's helping the customeravoid missteps because of all
the noise.
Chris (07:23):
It is probably fair to say, they don't know what they
don't know in a lot of cases.
That, that's so it's, not onlysolving the problems, but as you
kinda alluded to, a lot ofeducation goes on.
They're like, okay, here's theoptions.
Here's what's out there.
Here's what you have, here's thegaps.
Yeah.
Kinda lead them to therealization Oh.
You can help me after all.
Phil (07:40):
Absolutely.
Yeah.
It's you definitely have to andyou do get a wide range right
there.
There's definitely thoseextremely educated partners and
customers out there.
But for a lot of them they dolook at.
They want a consultant, aadvocate, or a, they want a
partner in their journey,through their, the, their whole
(08:01):
IT department, right?
It's not just our IT staffingand networking and physical
security, it's all of it, right?
They need a trusted advisor.
I, I look at it like a amechanic.
If you don't have a mechanicthat you trust, you're who knows
what you're getting.
And so I think a lot of people.
That's what they're looking foris just that person they can
trust, they can go to forquestions and we won't steer'em
(08:23):
in the wrong direction.
Chris (08:24):
That's right.
And I think the days of justbeing a supplier, just shipping
someone a widget and that's it.
Yeah.
Yeah.
It happens on Amazon every dayat my house, it seems but I
don't have a partnership withthose suppliers.
They don't know who I am, yeah.
Sometimes I actually get,something comes from Amazon,
it's wait a minute, this isn't.
This is what the picture lookedlike.
This is exactly what I ordered.
To, to your point.
(08:44):
So yeah, you got two ways ofdoing it.
You can have a supplier, goodluck with that.
Yeah.
Or you could have a partner inbusiness.
And I've actually had clientstell me that look, we don't
really need a supplier.
We need a partner.
We need someone that's gonnatell us where the blind spots
are.
Advise us.
'cause we don't know about thisstuff.
We, we sell, I'm a chiropractica chiropractor.
I don't know about technology.
I need you to tell me.
(09:04):
So I think that's where a lot ofpartners listening, just
realize.
Our customers and clients, yeahthey're definitely smarter.
This, this time and history.
I think that consumers aresmarter.
They're doing some research, butit's kinda limited.
Unless they're just naturallytechie or our network engineer,
they still need our help.
On that note, and you alluded toit, I think physical security,
what your six is really good at,it's changed over the years.
(09:28):
It wasn't that long ago.
It was just a camera connectedto, A-A-A-V-D-R some type of
recording device.
And that might work.
It might not work.
And now it's wow.
21st century fourth digitalrevolution this year it is in
the cloud.
There's ai.
So tell us more about, what'sthe state of the vessel security
business?
Phil (09:48):
Yeah, absolutely.
It's evolving rapidly, right?
There's and obviously that's nodifferent than any other
technology industry out there.
And I think we recently were ata really big one of the biggest
physical security shows in theindustry in Vegas a couple weeks
ago, and few of us were talkingabout how the.
(10:08):
Showroom floor, the expo floor,how much it has changed in the
sense of who used to make up thereally big booths right in the
middle of the floor right whenyou walked in.
And those were all of your 100%hardware focused.
Everything was on-prem.
And now it has shifted to, youlook at some of these and you,
they don't.
(10:28):
They may even be a hardwaremanufacturer, but they also have
software involved.
They, you look at their boothand you don't even know exactly
what they do because they'reit's, they're expanding into so
many different places.
But really what that comes downto is a move away from, this
idea of just, I'm gonna sell youhardware and I'm gonna walk
away.
I am not going to, there's noreally ongoing sell there.
(10:53):
Everybody, even if they are.
Traditionally, mainly a hardwaremanufacturer.
There is some sort of licensesubscription in there somewhere.
Everybody likes to bake that insomewhere.
And that, move towards a ongoingrelationship with the customer
and the partners of.
Software reoccurring licenses.
And from a general perspectiveof the topic of cloud is, we've
(11:17):
been moving this way for quite awhile, right?
We've been a basically a hundredpercent cloud vendor cloud
supplier and physical securityfor a long time.
Some of our competitors whobucked that trend.
We even had one, one time in athere was a, our CEO was giving
a, or somebody was giving aspeech and somebody was like, oh
(11:40):
yeah, if somebody has to gocloud, I'll just send them to
year six.
One of our competitors saidthat.
And looking back, guess whatthat competitor now does.
They're trying to do the samething we're doing.
So I think we've really pavedthat way of moving towards a
hundred percent cloud.
And really what that means iscamera, and you talked about it,
the, that industry has beencamera plugged into an NVR.
(12:01):
There's servers, there's backuppower because of the size of the
system.
There's additional components ina server room.
You've got additional hvac,you've got a much larger
requirement from an IT staff.
All of that kind of goes out thewindow, right?
And.
For us, it's, you take thecamera, you plug it into a P OE
switch, and you make aconnection to the cloud and it's
(12:22):
up and running.
It's not just, and the other.
So the thing there, moving fromyour on-premise solutions to
your cloud solutions movingtowards a truly serverless
direct to cloud, because a lotof the cloud competitors out
there are putting in.
Appliances and boxes to makethe, make it actually a cloud
solution.
But the other thing there isjust the move towards, yeah.
(12:44):
Towards adopting AI into it.
And really what that has comedown to is a move from, if I
asked you 10, 15, even fiveyears ago, what most people used
their physical security systemfor, they would've told you, I
use it when something badhappens.
Or, I need to review something.
It was all looking reactive orretrospectively looking back at
(13:10):
things.
And we've really shifted andwe've been one of the main
drivers in this is shiftingtowards a proactive approach to
security.
How can I.
Before something happens, howcan I identify a threat?
How can I identify, even if thesolution, things like proactive
health monitoring, how can Iidentify if the camera is gonna
go offline or there's gonna be astorage disruption or something
(13:30):
like that.
So really a shift towards cloud.
And then now really becoming ashift in the fact that the
outcome is more about proactive.
How can I deter things as theyhappen, or even before they
happen?
Chris (13:44):
Yeah.
I love that.
I mean that even looking at yourwebsite, there's a lot of
mentions of, the cloud and AIand there's your six OS sensors.
I wanted to make sure I askedyou about that.
What type of sensors are youguys seeing deployed?
I.
Beyond the cameras?
Phil (13:58):
Yeah.
Really we look at almosteverything to some degree as a
sensor, right?
The camera has a sensor in it.
You've got radar out there,which has been heavily utilized,
and you need to cover larger.
Spans or even, detect speed ofan object, things like that.
In the, just the sense of thecameras.
You've got thermal devices whichare much better at, not
(14:20):
necessarily the identification,but the actual detection of an
object.
The presence, yeah.
Yeah, the presence.
And if those are pieces of it,the solution kind of rolls
itself out with even PIRsensors.
Detection of the passiveinfrared types of detection and
we are moving you'll seeadditional things in the
industry and we're kinda movingtowards this as well as moving
(14:41):
towards more of theenvironmental sensors of things
such as, hey, I, looking at vapedetection, those type of air
quality things is really where.
We're doing a lot of movement inwhere our solution is heading.
Chris (14:52):
I'm gonna go back to the cloud conversation for a second.
Is the, so the, your camerasdirectly on the internet and
they're they can send straightto the cloud so that there's no.
On-prem box, if you will.
Does that camera have somebuilt-in storage, onboard
storage in the sense of ifconnectivity goes down how is it
ours or how Yeah.
(15:13):
How much data can it hold?
So
Phil (15:15):
we really re one of the things that's really important
is that the, the.
That there's trust from thecustomer, that the solution, the
video is always gonna be there.
And really having redundancy,whether, so we're moving those
single points of failure.
And so with that though, isaround redundancy in the storage
sense is we recommend peoplerecord to the SD card that's in
(15:37):
the camera.
That can range all the way up toa terabyte cards now from the
manufacturer.
And it, so you can get a widerange.
You can get.
Anywhere from seven to 14 days.
If you want way more, you want90 days, 200 days, whatever you
would, the SD card will holddepending on the actual type of
(15:58):
footage that's being recorded.
And so 95% of our customersrecord to the SD card, and
that's really a.
You're always gonna have that ifthere's any loss in the
internet, there's a loss to thewide area connection, or the
local connection goes down.
You've got that video beingrecorded.
Where the redundancy comes in isthe cloud storage.
And really what we do issimultaneously as things are
(16:19):
being recorded to the SD card,we also record those, that
footage to the cloud.
And that can be a continuousrecording, Hey, I wanna record
for the next 30 days straight.
Just, it's always gonna have 30days of recorded footage.
Or if I want to limit bandwidthfor any reason, something like
that, I can record only whenmotion's detected.
And so that's where some of thatAI can come in is where you're
(16:41):
really helping.
The storage side of things issaying, Hey, I don't.
The AI is reducing the noise isI wanna reduce the A person
being detected.
I only wanna record when thathappens or a vehicle, and I only
wanna be notified of that whenit's a person or a vehicle.
I don't care about the tree swayin the wind.
And so yeah, SD card on thecamera record locally, 95% of
(17:01):
our customers.
And then a lot of our customersuse for redundancy will record
at the cloud and to really havethat kind of paired up to
everything's being recorded intwo places.
Chris (17:12):
So for clients that are maybe either in a highly
regulated industry, healthcare,or maybe, law enforcement or
legal, or insurance, whatevermanufacturing, if they're like
really concerned about where thecloud is can your data and your
images be sent to their owncloud environment?
Phil (17:31):
We don't do a bring your own cloud, what we, for most of
those customers.
And it does come up from time totime.
We are a couple things when,depending on the environment,
one is we are built on AWS froma actual platform and where the
storage goes.
For a lot of those customers,they will also utilize
on-premise storage.
(17:53):
We can support that as well.
It's not something that's ourdriving as we look at our path
to the future of saying,on-premise storage.
But if somebody requires aserver onsite and they want to
that and have it in a centrallocation.
They can do that and we canrecord to that.
They can play back footage fromit on our platform.
(18:14):
Additionally in thoseenvironments depending on
especially like financing we dohave our SOC two attestation,
which does allow us to.
Go into these types ofenvironments and basically
provide a, our SOC two report,which basically outlines what we
do from a security standpoint,from a cybersecurity standpoint.
(18:34):
And really all that does comeback to I, I.
I joke sometimes that we are aour foundation is cybersecurity.
And the physical securityplatform is built on top of it.
It's such a driving component ofwhat, of everything we do.
I mentioned in our, previousconversation, we were just
chatting briefly before thisabout our lead architect and one
(18:55):
of the smartest guys I know andeverything we do.
The first thing we talk about iswhat is the, the actual
cybersecurity component of thisfeature or this functionality.
And that foundation's extremelystrong.
And that does with the SOC twoand the ability to record to a
local server for mostenvironments, that checks the
(19:16):
box of what the customer andmost of those industries are
looking for.
Chris (19:21):
Even on your website, I see you guys mentioned
cybersecurity.
I wanna, I'm gonna read a littleblurb here.
Strengthening Cybersecurity are.
Six.
Direct to cloud enhancements.
Single sign-on, two-factorauthentication, modern ciphers.
Automated security patching fromthe cloud to every device.
Auto device hardening, hardenedroot user and password.
(19:43):
Support for sign firmware,secure boot and TPM, key
storage, brute force detection,suspicious IP throttling, breach
password protection.
So a lot of these are things youjust didn't see on a.
On a security surveillancecamera website years ago.
It is this is the 21st centurynow, so you guys are very aware
and very focused on thecybersecurity of the data, so
(20:06):
that's great to hear.
And I'm finding more and moreconversations around
cybersecurity often.
It's a great link, segue intophysical security.
Absolutely.
Yeah, so that, and you guysclearly get that, so that's
pretty awesome.
Phil (20:18):
Yeah.
And it's.
They, it works both ways, right?
We've seen the, everythingthat's on the network can be a
vulnerability to the, thecustomer, right?
And so I think if you go backand look at one of the big ones
a couple years ago, we'llmention their name, large
retailer.
It was through the HVAC system.
Oh yeah.
You've, one of our maincompetitors in our industry was,
(20:41):
the vulnerability was found fouror five years ago at this point,
and a bunch of the recordedfootage got leaked.
And so that publicity is really,it's, it can be highly
detrimental, right?
But it also is allowing thecustomers to understand that
this is a constant threat.
Make sure you vet.
Who you work with.
And that works for both thecustomer working with us.
(21:04):
It works with, who we work withfor third party, conversations
about other things that are outthere.
The ecosystem that makes up thischannel, whether it's the
partner, the manufacturer, thesoftware vendor, everybody has
to be tightened up and be awareof that.
And so our stance on making surethat's a main topic of
development and conversation isalways there.
Chris (21:28):
Yes.
I'm just getting lost in yourwebsite.
I, I probably should do thismore often pick apart the
website while I have the guestson the and I, I'm a techie, but
I gotta think, the average layperson, if they're at the on
your website is what section amI on?
Artificial intelligence, whichwe're gonna go into next, but
there's a blurb here,orchestrate edge devices with
cloud platform through fogcomputing.
(21:51):
Yes.
Explain that to us.
Phil (21:53):
Yeah, so really it, we'll talk about AI as a, that kind of
will round into both.
The fog computing piece isreally at the edge is the.
If I, some of the people outthere, some of the vendors out
there, they re, they'll streamall the footage, all of it to
the cloud and all of theanalytics and AI is run on the
cloud.
(22:14):
And really what happens is a ex,the problems, the fears people
had about cloud of it boggingdown a network from a bandwidth
perspective is.
You get a, that's a lot ofinformation flying across the
airs.
And to reduce that and reallytake the power of the camera is
the camera itself is basicallylike a little computer.
(22:35):
The manufacturer we utilizetheir.
Every, their, all their devicesnow have modern, deep learning
chips in them.
And so you're really able to getthe compute power at the edge,
and that's really where the fogcomputing comes in.
And our AI stance really comesdown to three things.
One is.
The power of AI at the edge onthe camera.
(22:58):
There, and that's where you'regonna see things like a vehicle
identified, a person identified.
Even we now have the ability toidentify are they wearing blue
pants and a red shirt?
Is it a black car?
Is it an orange truck?
And so that type of metadata andall that information is.
Taken and extrapolated at theedge.
(23:20):
And that's one side of the ai.
And the other piece is thesecond piece is what we do.
And that's taking thatinformation and refining it,
utilizing it in a sense thatsomebody can actually do
something with it.
And then the third piece of itis, the third pillar is the
other third parties that we dowork with that are, AI
softwares.
(23:41):
And that can be everything fromdetection of video to, name
anything at this point there.
If AI is not part of theconversation, it's, somebody's
missed marketing, right?
So really it's three pillars.
It's what the camera does or thesensor does at the edge.
It's what we do, and then it'swhat the companies we work with
in our ecosystem do.
And so that's the three piecesof, but the fog computing,
that's, that was the focus ofthat.
(24:02):
What you read from our websiteis really the power of the edge
device being a, basically a truecomputer at the edge.
Chris (24:11):
Are these cameras are they all hardwired or can they
work off wifi or wireless?
Yes.
Phil (24:16):
So actually as a kind of a general topic, yes, they can but
what we are seeing probably themost prevalent is the use of
LTE.
Yeah, or long distance point topoint wireless.
And so with our solution, nothaving a server and so really
what you need is you take anyone of the sensors, camera
(24:39):
radar, a speaker, any of that,all you gotta do is give it
power and an internet connectionand it can work with our system.
So we have a lot of people outthere who are sitting back and
saying, okay, mobile trailers,for example, or construction
sites temporary or, any type ofmobile.
The trailers have been a reallybig one lately.
They're, it's very easy to putsome cameras on these, it's a
(25:02):
hard setup, but as far as the,your six solution involved is we
make it easy for them to nothave a server.
They put on some, they use LTE,some solar panels for power, a
generator for backup, and theyhave a solution.
And some of the ones we workwith that the, they are, it's a
beautiful thing when you seethem up close and see what
(25:23):
they've built with thesetrailers, for example.
But again, constructioncompanies, temporary, even
things like concerts, any typeof venues, those kind of things.
Parking lots.
So if you want to reduce thefootprint of the solution.
We're really the go-to, whichis, not having a server.
And utilizing some ability tonot directly have the device
(25:45):
directly connected to the widearea network, but instead
utilizing like point-to-pointwireless and lt for example.
Chris (25:52):
Yeah.
I'm seeing an uptick in, privatecellular networks as well for,
manufacturing and, largecampuses and absolutely.
Healthcare.
So I mean that again, if youhave your own cellular private
network, then you're not reallyworried about data.
Yeah.
And streaming video, et cetera.
So that's that's prettyinteresting.
And you mentioned, you just needpower and.
Do you guys offer is there acellular a solar power component
(26:15):
to any of these cameras?
Would they that, is that anoption or is it too much?
Phil (26:19):
Yeah.
Not directly on the camerathemselves, but the there are.
Any of the partners out therethat are interested are our
channel managers have a kinda arecommended list of solar
companies and even networkingcompanies as far as the service
goes.
But yeah, I mean it reallydepends on, you get some,
especially like the trailers,for example.
(26:39):
You need a huge, pretty goodsize solar panel.
You've got maybe four camerassome sort of speaker maybe on
that as well.
But for some of the single ones,if I wanna mount a camera to a
pole.
And attach a small solar panel,point to point wireless from a
long parking lot back to acentral location.
That's a pretty easy setup fromthere's a number of.
(27:03):
Of companies out there thatfocus on the actual housing of
that, right?
Even like the components thatare, besides just the camera,
but the actual point wirelessand then maybe even having the
casing itself have a solar panelon the side.
So people have definitely takensome, there's some really
awesome looking, pieces outthere, boxes is, we'll call'em
'cause some of'em have addedlights.
Strobes, really loud sirens.
(27:25):
And so it's I've been part of acouple of companies that have
used our product and they testtheir sirens and I've seen'em
tested on their employees, likein the parking lot or at, in the
cafeteria and stuff.
It's pretty amazing to see howloud they are, but that kind of
part of the whole solution.
But yeah, the solar power.
Solar power, not necessarilypart of the camera, but part of
the solution.
Chris (27:45):
Are you finding the AI conversation just in general, is
that closing more deals for youor is it just an expectation now
or are consumers kind ofexpecting these AI features?
Phil (27:54):
It's really becoming an expectation because what we see
is everybody is rushing to themarket with some versions of ai.
And so when people are seeingdifferent.
Solutions to their problems.
Almost all of them have some AIaspect.
(28:16):
And so again, it kinda comesback to the original issue of
educating them or in some cases,removing the poor education they
got from a competitor on the waythings are done.
Because, if I wanna identify aperson or let's identify a
vehicle, I can rush to marketutilizing a lot of components
(28:37):
that are already on, online youcan create pretty basic
algorithms for these things of70, 80% chance that it's gonna
be accurate.
But, that's not, a real truesolution is gonna be, you need
to be in the nineties, you needto be pushing near a hundred
percent right.
And
Chris (28:55):
right.
Phil (28:55):
The AI piece is an expectation and proving.
We know the way we do it and whywe do it the way we do it is
proper.
And so it's again, the AI noiseis a requirement, but making
sure they understand and don'tget, taken off track of what
they're actually looking for tosolve their solution is what we
really have to focus on.
Chris (29:17):
That's so interesting.
Yeah.
We're we're, even in myindustry, we're doing a lot of
education pieces on how AI isreally making all technology
better.
No one's just buying AI byitself.
AI is always coupled with a, anexisting technology.
Honestly.
It makes it better, moreproactive, et cetera, and
smarter, if you will.
Gosh.
We've covered a lot and a fewmore questions I wanna hit you
(29:38):
with.
Where are you seeing theopportunities?
Where is the channel bringing inthe deals that are like
no-brainers and that have a highclose rate?
What do they look like?
Phil (29:47):
Yeah, I.
So the high, the easy ones are,I would say the the ones where
the customer already is adoptingthe cloud in other senses,
right?
And we, I saw some stats.
The average person uses like 38cloud application today.
And so the easy ones are theones who have a, you got a
customer with an old system and.
(30:09):
They are ready to move to thecloud, they're, that's where
they want to go.
They've kinda already made thatleap.
And then it's, let's talkthrough the value of the
solution we bring to the market,the value of the vendor that we
work with from the actual cameraperspective.
And, sell them on the value ofthat solution from an outcome
perspective.
And those customers out therewho are ready to move.
(30:32):
Additionally, probably theeasiest place for that we see
success is multi-location.
The idea of having to put aserver at every single site
having trained individuals atevery site, if I need a remote
view in, how do I do that?
Do I use VPN?
Or, what does that all look likefrom a multi-site and the
(30:55):
managing a solution that's notbuilt for.
Remote utilization and remoteviewing.
And so those are a really easyplace for us to go in and go,
Hey, look, in some cases theyalready have cameras, right?
And so it, it's even camerasthat we support if they're the
manufacturer that we utilize.
And so you're able to sit backand go for some of'em, you're
(31:15):
able to go, Hey, keep yourcameras, utilize your current
cameras.
We will attach'em to our system.
And yeah, you have a modernsystem.
Without replacing the cameras,and now it's easy to get in.
You can review all your sites,multiple sites from, different
locations in the world withoutactually having to be on site
and or, again, VPNN.
The easy ones are those that areready to move those that have
(31:38):
multisites.
And the last one I'd leave youwith is those that are in, as
you mentioned, industries thathave high, restrictions or
requirements in their industry.
And it depends.
A, an example of one iscannabis.
Cannabis is a, or even firearmsales.
Any of those type of highlyregulated industries they can't
(31:59):
afford for their platforms to bedown and they need to be
notified as soon as somethinggoes down.
And the days of an on-premisesolution where you may not know
something's down unless you'reclicking through and viewing the
footage and going oh, thatcamera's not working.
Our system proactively tellspeople that, Hey, your camera
went offline, or your storage isheaded towards a disruption.
(32:19):
And that's really where thatproactive piece comes in.
So those type of industries andthat, that some of them do
require like a SOC twoattestation, which is what we
have.
And it allows for them to reallyhave confidence in, they can't
afford for any amount of timefor their system to go down
because the fines are so high.
Those are really the big three.
Chris (32:38):
Cool.
I was even thinking, commercialnew build, those if you could
get in, if a partner's workingwith, has a contact with a
developer or, know someone inthat commercial construction
space not only can you get theconstruction trailer and the
construction, phase, but maybeyou could, upgrade the, hey let,
lemme do the building too,that's right.
So that's even, that's thatwould, that's an easy one.
(32:58):
You don't have to worry aboutthey need gear anyway.
That's exactly right.
Pivoting just a little bit,from, seeking new opportunities,
whatnot.
Any advice you have for partnerswhen it comes to selling into
their existing base?
Let's face it, pretty much everycust, every partner we have I.
Their customer is, usuallycustomer facing and has a brick
and mortar building and probablyhas a, large majority of'em have
(33:20):
cameras.
What's some best practices yousee there for partners to sell
it to the existing base?
Phil (33:25):
Yeah.
I absolutely, I think the I knowthis is an overutilized
statement, but if you're notselling it to them, somebody is,
and everybody's got physicalsecurity in the sense that.
For the most part and you canthink of physical security and
the fact that.
If somebody has assets toprotect whether that is physical
(33:49):
assets in the sense of I need toprotect myself from things being
stolen or even my assets andfinancial assets of, I need to
protect myself if somethinghappens, right?
So a slip and fall or if I'm ahospital, my assets are really
the patients, right andprotecting.
Them as well as protecting froma legislator or a legal
(34:12):
standpoint, protecting theactual doctors and nurses.
And so everybody has somethingto protect.
Walk around.
I, previous role, I was innetworking role at a distributor
and.
We'd always tell people, walk inand look around.
You'll see wireless accesspoints everywhere.
Walk around and look at ev.
I promise you, there are cameraspretty much everywhere you go.
(34:33):
And every single one of those isan opportunity.
And now it's not just thecamera, right?
It's a speaker.
I wanna play down music.
I wanna have a loud speaker.
Maybe there's a an a.
You hope it never happens.
But if I'm ever in a sense whereI need to play down an alert,
whether that's an activeshooter, a fire, those kind of
things can be parts of thatsolution, which we also work
(34:56):
with the speakers.
And now our newest piece is ouraccess control is, especially in
physical buildings is theability to control the flow of
the human assets coming in andoutta the building.
And so access control is a pieceof it.
So you walk in a building andyou say, oh, there's a camera,
there's a reader on the wall.
There's a speaker for whetherit's music or loud speaker for
(35:16):
warning.
They might have a radar on theoutside of their building.
All of these are components thatsomebody has sold, right?
And all those components do needto be refreshed from time to
time.
And it's a vitally importantthing to ask, how are they doing
with that solution?
Is it, do you have to, can youview it remotely?
(35:36):
Is it giving you what you need?
Do you know if it's even onlineor how old it is?
Or what kind of alerting do youget from it?
And so our channel managers dohave some really good
information on, questions toask.
And that's really all it startswith, right?
I, in a previous role, I, one ofour.
Top sales reps.
I used to ask him, what are youdoing different?
He was like, I'm asking, it'sthat simple.
(35:57):
I'm asking.
And so all about
Chris (35:59):
asking
Phil (36:00):
and it's amazing.
It's that simple, right?
Yep.
But just ask, everybody's gotit.
So ask away and be the one tosell it to'em.
'cause somebody is, you
Chris (36:07):
know, you mentioned a few times old cameras.
Define that.
What generation of cameras isthe crossover from the old.
Cameras, just, analog video todigital cameras, to cameras that
can be used with your system.
Is there like a three years old,five years old, how far what's
the buzzword if you hear sixyears old?
(36:28):
You got an opportunity.
Phil (36:29):
Yeah.
So the shift there, there wasobviously a shift from your
analog to more of the IP type ofdevices and, we do work with
encoders for taking some ofthose old analog devices to the
cloud.
There's obviously limitationson, as I said earlier, the
camera.
(36:49):
There's so much value in thecamera itself from it being a
computer and the chips that ithas, that those old devices
that's not there.
Really what you, what you losewith older like analog devices
is you're really losing thesmarts that the camera gives
you.
Beyond that, older devices tendto bring more, you, you've got
(37:10):
way more vulnerabilities inthose devices, especially if
they're haven't been patched orfirmware hasn't been update
updated.
And that's one of the things wedo is for devices, once they're
on our platform, we're updatingthe firmware for the devices to
make sure that they're always,up to a, to our expectation, but
our customer's expectations.
That's a value we bring.
And so really looking back atthat, we look at about six,
(37:35):
seven years ago is really ofthat line.
And really what it comes down tois, again, customer making sure
that they can get the smarts outof the camera, that the
information they want based onthe brains that are in the
camera.
And it's also the manufacturers.
Are they supporting the camerastill from a firmware release
standpoint?
Because what we don't want is,again, to leave vulnerabilities
(37:58):
on anybody's network.
And so it really becomes one ofthose things where we pretty
much support devices.
Up until the manufacturer deemsthem end of support.
And right now you're lookingsix, seven years back is where
we're sitting currently.
We do have on our website a fulllist of devices that we support
and, when they went end ofsupport or went end of sale.
(38:18):
And so you know that life cyclemanagement is a component of
what we do, but the directanswer is probably about six or
seven years old.
Chris (38:27):
That's good to know.
So that's, if you're meetingwith clients, you're trying to
sell them anything, technology,and you see that camera up there
and go, Hey, by the way how longhave you had those cameras up?
If they tell you six or sevenyears?
Yeah, let's talk.
I'm not be able to help you.
Yeah.
Yeah, absolutely.
So we've covered a lot, I feeland I'm really tempted to keep
on going, but I a promise to mylisteners.
I'll keep it short and sweet.
(38:48):
I get it.
And obviously check the shownotes.
There'll be links to a lot ofvideos and other content from
Philip and the team at your six,but Philip last words, anything
we haven't covered you wanna hiton or any other words of wisdom
you wanna leave us with?
Phil (39:01):
Identifying that last piece right there of identifying
the opportunities.
If your customers are out there,you ask'em a question, how's
your physical security solution?
What are you utilizing?
If it's an on-premise solution,if it's got servers and nobody's
updating the firmware patchingthe solution, you're talking
about a solution that couldeasily be outdated in.
(39:22):
36 months, right?
From when it was purchased.
And with a solution like weoffer, we try to keep, again,
that's that where you get tothat six or seven year ability
to support devices there is tomake sure those devices are
still smart and not avulnerability.
But really just asking thequestions.
And then once you ask thequestions, remember that we are
(39:42):
that consultant for you, right?
We're there to help you navigatethrough.
The solution that the customermay be looking for or even, the
questions they may have of whywe are different than someone
else.
And our channel managers areextremely knowledgeable.
They have ses sales engineersbehind them that have been in
this industry for a long time.
(40:04):
And so the, between you askingthe question, it really just
lights the fuse.
And from there.
We can help you, get started.
It's really just get started,start asking the questions and
then utilize us as the resource.
Chris (40:18):
Great.
Last words.
And I think that sums up sales 10 1 man.
Ask a better question.
Ask diagnostic questions.
And I have a whole series Icould talk to you about that.
My friend, bill StanNet formerguest on the show here talks
about diagnostic questioning,that he's with sales excellence,
he's a CEO of sales excellence.
Yeah.
So yeah, that's another thing.
(40:38):
If you're out there and you havea sales team, and we haven't
trained them lately, don'tassume just'cause they're, great
salespeople that they don't needtraining.
So those people, just like anyathlete, needs practice and
training and I think askingbetter questions.
Is probably the biggest area Isee a lot of stuff people
struggle with.
It's do you wanna buy myservice?
That's not a good question, asunderstand the pain points,
right?
And only way to do that's betterquestions.
(41:00):
Philip, thanks for all thewisdom and information.
I'm definitely excited about theoffering you have and how it's
evolved over the years and greatwebsite too, by the way, to your
marketing team.
Check that out and again,appreciate your time today,
Philip.
Greatly appreciated.
Thank you, Chris.
You're so welcome.
And yes, if you're out therelistening check out the website,
d wireless way.net.
(41:20):
Does a contact us button there,you can click onto reach out to
me and I'll reply directly.
I'd love to get any inputthoughts on the show, any
requests or suggestions.
And as always, if this show.
This episode, hit home with you.
You heard some things youthought maybe someone in your
team needs to hear or a customerneeds to hear.
Please share it with'em.
That, that's why we do these,the, to get the word out and
(41:41):
have just a general conversationof how technology is solving
problems and providing betteroutcomes.
It almost sounds noble when yousay it that way.
We're really making a differencein the world.
I believe in solving problemswith technology properly.
There's a proper way, there's animproper way to do everything
and I'm grateful to work with somany companies like your six and
(42:01):
others that do it the right way,and they're open to feedback.
So there you go folks.
Another episode in the books ofthe Wireless Way.
We'll see you next time.
Hey, welcome to another episode of The Wireless Way.
I'm your host, Chris Whitaker,and I'm grateful that you're
here today.
And I'm also great grateful forPhilip Heaton.
Today's my guest and he's withyour six.
And for you veterans out there,that's Code Ward for I got your
back.
I love the name of this company.
Philip is the commercial successManager at Your Six, Inc.
(00:22):
A company specializing incloud-based physical security
solutions.
We're gonna talk about whythat's important and how it's
evolved to being cloud-based.
Later he has over eight years ofexperience in the security and
network and technology industry.
He brings expertise in sales,management, leadership, and
marketing, all the things youneed to have a successful
(00:44):
program.
At year six, Philip plays apivotal role in promoting the
company's serverless, pure cloudphysical security solutions.
He actively shares insights onplatforms features, integrator
tips and product updates tovarious channels, including, of
course, LinkedIn and YouTube.
There'll be a link in the shownotes to his their YouTube
(01:06):
channel.
You should check it out.
Outside this professionalendeavors.
Of course, he's passionate abouthis family, including his wife
and three children, and heenjoys his life in the greater
southeast of the United States.
Philip, thanks for making timeand joining us today.
How's it going?
Phil (01:21):
Going great's a good holiday weekend, spend time with
the kids and hid a couple Eastereggs and so it was it's been a
good time and a good year sofar.
Chris (01:31):
That's great, man.
It is crazy that we're already,practically at the end of April,
just it's amazing how Q1 justsneaks by you and that's, that,
that's, there's a life, there'sa life lesson there.
You gotta enjoy every day.
'cause it goes by so fast.
Especially when you're in thatparenting phase of life.
You should, I, one of the bestjobs I've ever had is being a
father.
We have four kids and they'reall adults now.
(01:53):
Now we have grandkids.
So that's like a, the gift thatreally keeps on giving.
Yeah, absolutely.
So as always, we read yourprofessional bio again, check
the show notes for links to theYouTube channel and some of the
other videos that Philip and histeam have done.
But I'm always interested in,in, what's not the bio.
How did you get here?
Did you just wake up one day andsay, man, I really love physical
(02:14):
security.
How did you, what was yourjourney like to get to where
you're today?
Phil (02:17):
Yeah, I think really where my journey began was in a
distributor and the, from atechnology standpoint, and that
was around networking and reallyone of the passions that I
learned from there that reallyhas followed me to this point
is.
Getting, making things easy forpeople, whether that's adoption
of a solution training people,giving collateral.
(02:40):
I've really enjoyed the creativeaspect of seeing people who are,
they have a need.
And we typically, whoever I'veworked for at the time has had
the solution.
It's how do you bridge that gap?
And that's been a really funexperience is to be there for
people and give them thesolution they're looking for.
And in my roles, I've reallyjust developed as, a trainer, a
(03:03):
developer of the actual abilityfor allowing people to adopt the
product.
And that's just taken me downthis path.
Definitely had some, a lot offriends in this type of industry
from a networking and securitystandpoint.
And now I'm at year six.
I've been here for four years,and it's it really allows me to
really.
Scratch that itch of reallygoing and telling people, being
an advocate for a product andhelping them adopt the actual
(03:26):
product.
So that's the how I got here wasI enjoy teaching people.
Chris (03:32):
Did you start out early in life as a techie or was it
something else?
Phil (03:37):
No not really.
I more was on just doing thingsthat I, customer service type of
things and that kind of whatyou're really looking to do.
And maybe it's maybe there'ssome, something in the
background there of I, I like toappease people.
And customer service, you learna lot of, how do you make a
customer happy?
(03:57):
And that just developed into,you take that next step of
expanding out of that industryinto, technology.
And it was like, same thing.
How do you make the customerhappy?
How do you make it easy forthem?
How do you make them come back?
And now that we're in a worldof.
Type of subscription models andthings like that the stickiness
with the customer.
Is there constantly, right?
(04:18):
Is how do you keep them happywhen you know that there's a
renewal down the road?
There is in some cases peopleare getting bills monthly,
right?
And so they see that bill andthey want to know, oh, every
month I pay that bill.
It's worth it.
And making the customer happykind of starts back at that
customer, early retail world Istarted in and now up to selling
(04:38):
it in a SaaS form is the samething though.
Chris (04:41):
I I agree with you.
I think having that background,I always tell people in sales,
don't focus on the income, thecommission, focus on the
outcome.
What's the outcome for thecustomer?
It's gonna meet their need.
And even as a hiring managerover the years, I'll be honest
with you, whenever I saw someonewho's ever a bartender, I always
found that at least three outtafour times, they made great
salespeople.
For one, they knew hard work,they dealt with every
(05:04):
personality type.
They had to, negotiate withpeople, not at their best, had
to tell the guy, I can't serveyou anymore, or whatever.
There was some skills that comewith being a bartender and
you're, some of'em are reallygood listeners too.
Absolutely.
So it is funny how we,everybody's got a different
story but I like the origin ofeverything you said is.
Solving the problems of thecustomer.
(05:25):
Absolutely.
And do you ever find that hard?
Sometimes.
You are looking at a businessmodel, you're looking at their
situation, and you're thinking.
I could make your life so easy.
But for some reason they're justnot there yet.
Have you seen that?
And if you do, how do you getaround that?
Phil (05:41):
Absolutely.
I think, you go back a coupleyears and the difficult thing
about we're a hundred percentcloud focused from a physical
security standpoint and for.
The early days, it was, I sayearly days.
The, a couple years back, therewas more of a fight against
cloud in some form or fashion.
Whether that was from a securitystandpoint, a cost standpoint,
(06:03):
bandwidth, I.
And so it was the hurdle waseducating people on the power of
the cloud.
And really what we find today isa little bit different is that
we talk to a lot of customersand partners out there that
they, there's so much fluff inthe industry around and noise
(06:23):
really.
It's really noise in theindustry that.
Is, competitors out theresaying, this is the way it
should be done, this is the wayit shouldn't be done.
This is, and everybody's tuningthe solution to how they do it.
And so they want to go to allthe customers and say, this is
the way it should be done.
This is the way it should bedone.
And so we spend a lot of timeof.
Educating the market on why wedo things the way we do it.
(06:46):
We get in front of the customersand there's nothing better,
especially with the hardware weuse.
It's the best in the industry ofsitting there and saying, okay,
put us up against any competitoryou want.
And so really it's, I think mostpeople have bought into the idea
that, especially in the physicalsecurity world, is everybody
needs it.
It's, you go walk around, golook anywhere.
There's security camera, aftersecurity camera, it's on every
(07:09):
corner.
Is, so really it's educatingthem on the type of solution we
sell and why the way we do itthe right way.
And so it's helping the customeravoid missteps because of all
the noise.
Chris (07:23):
It is probably fair to say, they don't know what they
don't know in a lot of cases.
That, that's so it's, not onlysolving the problems, but as you
kinda alluded to, a lot ofeducation goes on.
They're like, okay, here's theoptions.
Here's what's out there.
Here's what you have, here's thegaps.
Yeah.
Kinda lead them to therealization Oh.
You can help me after all.
Phil (07:40):
Absolutely.
Yeah.
It's you definitely have to andyou do get a wide range right
there.
There's definitely thoseextremely educated partners and
customers out there.
But for a lot of them they dolook at.
They want a consultant, aadvocate, or a, they want a
partner in their journey,through their, the, their whole
(08:01):
IT department, right?
It's not just our IT staffingand networking and physical
security, it's all of it, right?
They need a trusted advisor.
I, I look at it like a amechanic.
If you don't have a mechanicthat you trust, you're who knows
what you're getting.
And so I think a lot of people.
That's what they're looking foris just that person they can
trust, they can go to forquestions and we won't steer'em
(08:23):
in the wrong direction.
Chris (08:24):
That's right.
And I think the days of justbeing a supplier, just shipping
someone a widget and that's it.
Yeah.
Yeah.
It happens on Amazon every dayat my house, it seems but I
don't have a partnership withthose suppliers.
They don't know who I am, yeah.
Sometimes I actually get,something comes from Amazon,
it's wait a minute, this isn't.
This is what the picture lookedlike.
This is exactly what I ordered.
To, to your point.
(08:44):
So yeah, you got two ways ofdoing it.
You can have a supplier, goodluck with that.
Yeah.
Or you could have a partner inbusiness.
And I've actually had clientstell me that look, we don't
really need a supplier.
We need a partner.
We need someone that's gonnatell us where the blind spots
are.
Advise us.
'cause we don't know about thisstuff.
We, we sell, I'm a chiropractica chiropractor.
I don't know about technology.
I need you to tell me.
(09:04):
So I think that's where a lot ofpartners listening, just
realize.
Our customers and clients, yeahthey're definitely smarter.
This, this time and history.
I think that consumers aresmarter.
They're doing some research, butit's kinda limited.
Unless they're just naturallytechie or our network engineer,
they still need our help.
On that note, and you alluded toit, I think physical security,
what your six is really good at,it's changed over the years.
(09:28):
It wasn't that long ago.
It was just a camera connectedto, A-A-A-V-D-R some type of
recording device.
And that might work.
It might not work.
And now it's wow.
21st century fourth digitalrevolution this year it is in
the cloud.
There's ai.
So tell us more about, what'sthe state of the vessel security
business?
Phil (09:48):
Yeah, absolutely.
It's evolving rapidly, right?
There's and obviously that's nodifferent than any other
technology industry out there.
And I think we recently were ata really big one of the biggest
physical security shows in theindustry in Vegas a couple weeks
ago, and few of us were talkingabout how the.
(10:08):
Showroom floor, the expo floor,how much it has changed in the
sense of who used to make up thereally big booths right in the
middle of the floor right whenyou walked in.
And those were all of your 100%hardware focused.
Everything was on-prem.
And now it has shifted to, youlook at some of these and you,
they don't.
(10:28):
They may even be a hardwaremanufacturer, but they also have
software involved.
They, you look at their boothand you don't even know exactly
what they do because they'reit's, they're expanding into so
many different places.
But really what that comes downto is a move away from, this
idea of just, I'm gonna sell youhardware and I'm gonna walk
away.
I am not going to, there's noreally ongoing sell there.
(10:53):
Everybody, even if they are.
Traditionally, mainly a hardwaremanufacturer.
There is some sort of licensesubscription in there somewhere.
Everybody likes to bake that insomewhere.
And that, move towards a ongoingrelationship with the customer
and the partners of.
Software reoccurring licenses.
And from a general perspectiveof the topic of cloud is, we've
(11:17):
been moving this way for quite awhile, right?
We've been a basically a hundredpercent cloud vendor cloud
supplier and physical securityfor a long time.
Some of our competitors whobucked that trend.
We even had one, one time in athere was a, our CEO was giving
a, or somebody was giving aspeech and somebody was like, oh
(11:40):
yeah, if somebody has to gocloud, I'll just send them to
year six.
One of our competitors saidthat.
And looking back, guess whatthat competitor now does.
They're trying to do the samething we're doing.
So I think we've really pavedthat way of moving towards a
hundred percent cloud.
And really what that means iscamera, and you talked about it,
the, that industry has beencamera plugged into an NVR.
(12:01):
There's servers, there's backuppower because of the size of the
system.
There's additional components ina server room.
You've got additional hvac,you've got a much larger
requirement from an IT staff.
All of that kind of goes out thewindow, right?
And.
For us, it's, you take thecamera, you plug it into a P OE
switch, and you make aconnection to the cloud and it's
(12:22):
up and running.
It's not just, and the other.
So the thing there, moving fromyour on-premise solutions to
your cloud solutions movingtowards a truly serverless
direct to cloud, because a lotof the cloud competitors out
there are putting in.
Appliances and boxes to makethe, make it actually a cloud
solution.
But the other thing there isjust the move towards, yeah.
(12:44):
Towards adopting AI into it.
And really what that has comedown to is a move from, if I
asked you 10, 15, even fiveyears ago, what most people used
their physical security systemfor, they would've told you, I
use it when something badhappens.
Or, I need to review something.
It was all looking reactive orretrospectively looking back at
(13:10):
things.
And we've really shifted andwe've been one of the main
drivers in this is shiftingtowards a proactive approach to
security.
How can I.
Before something happens, howcan I identify a threat?
How can I identify, even if thesolution, things like proactive
health monitoring, how can Iidentify if the camera is gonna
go offline or there's gonna be astorage disruption or something
(13:30):
like that.
So really a shift towards cloud.
And then now really becoming ashift in the fact that the
outcome is more about proactive.
How can I deter things as theyhappen, or even before they
happen?
Chris (13:44):
Yeah.
I love that.
I mean that even looking at yourwebsite, there's a lot of
mentions of, the cloud and AIand there's your six OS sensors.
I wanted to make sure I askedyou about that.
What type of sensors are youguys seeing deployed?
I.
Beyond the cameras?
Phil (13:58):
Yeah.
Really we look at almosteverything to some degree as a
sensor, right?
The camera has a sensor in it.
You've got radar out there,which has been heavily utilized,
and you need to cover larger.
Spans or even, detect speed ofan object, things like that.
In the, just the sense of thecameras.
You've got thermal devices whichare much better at, not
(14:20):
necessarily the identification,but the actual detection of an
object.
The presence, yeah.
Yeah, the presence.
And if those are pieces of it,the solution kind of rolls
itself out with even PIRsensors.
Detection of the passiveinfrared types of detection and
we are moving you'll seeadditional things in the
industry and we're kinda movingtowards this as well as moving
(14:41):
towards more of theenvironmental sensors of things
such as, hey, I, looking at vapedetection, those type of air
quality things is really where.
We're doing a lot of movement inwhere our solution is heading.
Chris (14:52):
I'm gonna go back to the cloud conversation for a second.
Is the, so the, your camerasdirectly on the internet and
they're they can send straightto the cloud so that there's no.
On-prem box, if you will.
Does that camera have somebuilt-in storage, onboard
storage in the sense of ifconnectivity goes down how is it
ours or how Yeah.
(15:13):
How much data can it hold?
So
Phil (15:15):
we really re one of the things that's really important
is that the, the.
That there's trust from thecustomer, that the solution, the
video is always gonna be there.
And really having redundancy,whether, so we're moving those
single points of failure.
And so with that though, isaround redundancy in the storage
sense is we recommend peoplerecord to the SD card that's in
(15:37):
the camera.
That can range all the way up toa terabyte cards now from the
manufacturer.
And it, so you can get a widerange.
You can get.
Anywhere from seven to 14 days.
If you want way more, you want90 days, 200 days, whatever you
would, the SD card will holddepending on the actual type of
(15:58):
footage that's being recorded.
And so 95% of our customersrecord to the SD card, and
that's really a.
You're always gonna have that ifthere's any loss in the
internet, there's a loss to thewide area connection, or the
local connection goes down.
You've got that video beingrecorded.
Where the redundancy comes in isthe cloud storage.
And really what we do issimultaneously as things are
(16:19):
being recorded to the SD card,we also record those, that
footage to the cloud.
And that can be a continuousrecording, Hey, I wanna record
for the next 30 days straight.
Just, it's always gonna have 30days of recorded footage.
Or if I want to limit bandwidthfor any reason, something like
that, I can record only whenmotion's detected.
And so that's where some of thatAI can come in is where you're
(16:41):
really helping.
The storage side of things issaying, Hey, I don't.
The AI is reducing the noise isI wanna reduce the A person
being detected.
I only wanna record when thathappens or a vehicle, and I only
wanna be notified of that whenit's a person or a vehicle.
I don't care about the tree swayin the wind.
And so yeah, SD card on thecamera record locally, 95% of
(17:01):
our customers.
And then a lot of our customersuse for redundancy will record
at the cloud and to really havethat kind of paired up to
everything's being recorded intwo places.
Chris (17:12):
So for clients that are maybe either in a highly
regulated industry, healthcare,or maybe, law enforcement or
legal, or insurance, whatevermanufacturing, if they're like
really concerned about where thecloud is can your data and your
images be sent to their owncloud environment?
Phil (17:31):
We don't do a bring your own cloud, what we, for most of
those customers.
And it does come up from time totime.
We are a couple things when,depending on the environment,
one is we are built on AWS froma actual platform and where the
storage goes.
For a lot of those customers,they will also utilize
on-premise storage.
(17:53):
We can support that as well.
It's not something that's ourdriving as we look at our path
to the future of saying,on-premise storage.
But if somebody requires aserver onsite and they want to
that and have it in a centrallocation.
They can do that and we canrecord to that.
They can play back footage fromit on our platform.
(18:14):
Additionally in thoseenvironments depending on
especially like financing we dohave our SOC two attestation,
which does allow us to.
Go into these types ofenvironments and basically
provide a, our SOC two report,which basically outlines what we
do from a security standpoint,from a cybersecurity standpoint.
(18:34):
And really all that does comeback to I, I.
I joke sometimes that we are aour foundation is cybersecurity.
And the physical securityplatform is built on top of it.
It's such a driving component ofwhat, of everything we do.
I mentioned in our, previousconversation, we were just
chatting briefly before thisabout our lead architect and one
(18:55):
of the smartest guys I know andeverything we do.
The first thing we talk about iswhat is the, the actual
cybersecurity component of thisfeature or this functionality.
And that foundation's extremelystrong.
And that does with the SOC twoand the ability to record to a
local server for mostenvironments, that checks the
(19:16):
box of what the customer andmost of those industries are
looking for.
Chris (19:21):
Even on your website, I see you guys mentioned
cybersecurity.
I wanna, I'm gonna read a littleblurb here.
Strengthening Cybersecurity are.
Six.
Direct to cloud enhancements.
Single sign-on, two-factorauthentication, modern ciphers.
Automated security patching fromthe cloud to every device.
Auto device hardening, hardenedroot user and password.
(19:43):
Support for sign firmware,secure boot and TPM, key
storage, brute force detection,suspicious IP throttling, breach
password protection.
So a lot of these are things youjust didn't see on a.
On a security surveillancecamera website years ago.
It is this is the 21st centurynow, so you guys are very aware
and very focused on thecybersecurity of the data, so
(20:06):
that's great to hear.
And I'm finding more and moreconversations around
cybersecurity often.
It's a great link, segue intophysical security.
Absolutely.
Yeah, so that, and you guysclearly get that, so that's
pretty awesome.
Phil (20:18):
Yeah.
And it's.
They, it works both ways, right?
We've seen the, everythingthat's on the network can be a
vulnerability to the, thecustomer, right?
And so I think if you go backand look at one of the big ones
a couple years ago, we'llmention their name, large
retailer.
It was through the HVAC system.
Oh yeah.
You've, one of our maincompetitors in our industry was,
(20:41):
the vulnerability was found fouror five years ago at this point,
and a bunch of the recordedfootage got leaked.
And so that publicity is really,it's, it can be highly
detrimental, right?
But it also is allowing thecustomers to understand that
this is a constant threat.
Make sure you vet.
Who you work with.
And that works for both thecustomer working with us.
(21:04):
It works with, who we work withfor third party, conversations
about other things that are outthere.
The ecosystem that makes up thischannel, whether it's the
partner, the manufacturer, thesoftware vendor, everybody has
to be tightened up and be awareof that.
And so our stance on making surethat's a main topic of
development and conversation isalways there.
Chris (21:28):
Yes.
I'm just getting lost in yourwebsite.
I, I probably should do thismore often pick apart the
website while I have the guestson the and I, I'm a techie, but
I gotta think, the average layperson, if they're at the on
your website is what section amI on?
Artificial intelligence, whichwe're gonna go into next, but
there's a blurb here,orchestrate edge devices with
cloud platform through fogcomputing.
(21:51):
Yes.
Explain that to us.
Phil (21:53):
Yeah, so really it, we'll talk about AI as a, that kind of
will round into both.
The fog computing piece isreally at the edge is the.
If I, some of the people outthere, some of the vendors out
there, they re, they'll streamall the footage, all of it to
the cloud and all of theanalytics and AI is run on the
cloud.
(22:14):
And really what happens is a ex,the problems, the fears people
had about cloud of it boggingdown a network from a bandwidth
perspective is.
You get a, that's a lot ofinformation flying across the
airs.
And to reduce that and reallytake the power of the camera is
the camera itself is basicallylike a little computer.
(22:35):
The manufacturer we utilizetheir.
Every, their, all their devicesnow have modern, deep learning
chips in them.
And so you're really able to getthe compute power at the edge,
and that's really where the fogcomputing comes in.
And our AI stance really comesdown to three things.
One is.
The power of AI at the edge onthe camera.
(22:58):
There, and that's where you'regonna see things like a vehicle
identified, a person identified.
Even we now have the ability toidentify are they wearing blue
pants and a red shirt?
Is it a black car?
Is it an orange truck?
And so that type of metadata andall that information is.
Taken and extrapolated at theedge.
(23:20):
And that's one side of the ai.
And the other piece is thesecond piece is what we do.
And that's taking thatinformation and refining it,
utilizing it in a sense thatsomebody can actually do
something with it.
And then the third piece of itis, the third pillar is the
other third parties that we dowork with that are, AI
softwares.
(23:41):
And that can be everything fromdetection of video to, name
anything at this point there.
If AI is not part of theconversation, it's, somebody's
missed marketing, right?
So really it's three pillars.
It's what the camera does or thesensor does at the edge.
It's what we do, and then it'swhat the companies we work with
in our ecosystem do.
And so that's the three piecesof, but the fog computing,
that's, that was the focus ofthat.
(24:02):
What you read from our websiteis really the power of the edge
device being a, basically a truecomputer at the edge.
Chris (24:11):
Are these cameras are they all hardwired or can they
work off wifi or wireless?
Yes.
Phil (24:16):
So actually as a kind of a general topic, yes, they can but
what we are seeing probably themost prevalent is the use of
LTE.
Yeah, or long distance point topoint wireless.
And so with our solution, nothaving a server and so really
what you need is you take anyone of the sensors, camera
(24:39):
radar, a speaker, any of that,all you gotta do is give it
power and an internet connectionand it can work with our system.
So we have a lot of people outthere who are sitting back and
saying, okay, mobile trailers,for example, or construction
sites temporary or, any type ofmobile.
The trailers have been a reallybig one lately.
They're, it's very easy to putsome cameras on these, it's a
(25:02):
hard setup, but as far as the,your six solution involved is we
make it easy for them to nothave a server.
They put on some, they use LTE,some solar panels for power, a
generator for backup, and theyhave a solution.
And some of the ones we workwith that the, they are, it's a
beautiful thing when you seethem up close and see what
(25:23):
they've built with thesetrailers, for example.
But again, constructioncompanies, temporary, even
things like concerts, any typeof venues, those kind of things.
Parking lots.
So if you want to reduce thefootprint of the solution.
We're really the go-to, whichis, not having a server.
And utilizing some ability tonot directly have the device
(25:45):
directly connected to the widearea network, but instead
utilizing like point-to-pointwireless and lt for example.
Chris (25:52):
Yeah.
I'm seeing an uptick in, privatecellular networks as well for,
manufacturing and, largecampuses and absolutely.
Healthcare.
So I mean that again, if youhave your own cellular private
network, then you're not reallyworried about data.
Yeah.
And streaming video, et cetera.
So that's that's prettyinteresting.
And you mentioned, you just needpower and.
Do you guys offer is there acellular a solar power component
(26:15):
to any of these cameras?
Would they that, is that anoption or is it too much?
Phil (26:19):
Yeah.
Not directly on the camerathemselves, but the there are.
Any of the partners out therethat are interested are our
channel managers have a kinda arecommended list of solar
companies and even networkingcompanies as far as the service
goes.
But yeah, I mean it reallydepends on, you get some,
especially like the trailers,for example.
(26:39):
You need a huge, pretty goodsize solar panel.
You've got maybe four camerassome sort of speaker maybe on
that as well.
But for some of the single ones,if I wanna mount a camera to a
pole.
And attach a small solar panel,point to point wireless from a
long parking lot back to acentral location.
That's a pretty easy setup fromthere's a number of.
(27:03):
Of companies out there thatfocus on the actual housing of
that, right?
Even like the components thatare, besides just the camera,
but the actual point wirelessand then maybe even having the
casing itself have a solar panelon the side.
So people have definitely takensome, there's some really
awesome looking, pieces outthere, boxes is, we'll call'em
'cause some of'em have addedlights.
Strobes, really loud sirens.
(27:25):
And so it's I've been part of acouple of companies that have
used our product and they testtheir sirens and I've seen'em
tested on their employees, likein the parking lot or at, in the
cafeteria and stuff.
It's pretty amazing to see howloud they are, but that kind of
part of the whole solution.
But yeah, the solar power.
Solar power, not necessarilypart of the camera, but part of
the solution.
Chris (27:45):
Are you finding the AI conversation just in general, is
that closing more deals for youor is it just an expectation now
or are consumers kind ofexpecting these AI features?
Phil (27:54):
It's really becoming an expectation because what we see
is everybody is rushing to themarket with some versions of ai.
And so when people are seeingdifferent.
Solutions to their problems.
Almost all of them have some AIaspect.
(28:16):
And so again, it kinda comesback to the original issue of
educating them or in some cases,removing the poor education they
got from a competitor on the waythings are done.
Because, if I wanna identify aperson or let's identify a
vehicle, I can rush to marketutilizing a lot of components
(28:37):
that are already on, online youcan create pretty basic
algorithms for these things of70, 80% chance that it's gonna
be accurate.
But, that's not, a real truesolution is gonna be, you need
to be in the nineties, you needto be pushing near a hundred
percent right.
And
Chris (28:55):
right.
Phil (28:55):
The AI piece is an expectation and proving.
We know the way we do it and whywe do it the way we do it is
proper.
And so it's again, the AI noiseis a requirement, but making
sure they understand and don'tget, taken off track of what
they're actually looking for tosolve their solution is what we
really have to focus on.
Chris (29:17):
That's so interesting.
Yeah.
We're we're, even in myindustry, we're doing a lot of
education pieces on how AI isreally making all technology
better.
No one's just buying AI byitself.
AI is always coupled with a, anexisting technology.
Honestly.
It makes it better, moreproactive, et cetera, and
smarter, if you will.
Gosh.
We've covered a lot and a fewmore questions I wanna hit you
(29:38):
with.
Where are you seeing theopportunities?
Where is the channel bringing inthe deals that are like
no-brainers and that have a highclose rate?
What do they look like?
Phil (29:47):
Yeah, I.
So the high, the easy ones are,I would say the the ones where
the customer already is adoptingthe cloud in other senses,
right?
And we, I saw some stats.
The average person uses like 38cloud application today.
And so the easy ones are theones who have a, you got a
customer with an old system and.
(30:09):
They are ready to move to thecloud, they're, that's where
they want to go.
They've kinda already made thatleap.
And then it's, let's talkthrough the value of the
solution we bring to the market,the value of the vendor that we
work with from the actual cameraperspective.
And, sell them on the value ofthat solution from an outcome
perspective.
And those customers out therewho are ready to move.
(30:32):
Additionally, probably theeasiest place for that we see
success is multi-location.
The idea of having to put aserver at every single site
having trained individuals atevery site, if I need a remote
view in, how do I do that?
Do I use VPN?
Or, what does that all look likefrom a multi-site and the
(30:55):
managing a solution that's notbuilt for.
Remote utilization and remoteviewing.
And so those are a really easyplace for us to go in and go,
Hey, look, in some cases theyalready have cameras, right?
And so it, it's even camerasthat we support if they're the
manufacturer that we utilize.
And so you're able to sit backand go for some of'em, you're
(31:15):
able to go, Hey, keep yourcameras, utilize your current
cameras.
We will attach'em to our system.
And yeah, you have a modernsystem.
Without replacing the cameras,and now it's easy to get in.
You can review all your sites,multiple sites from, different
locations in the world withoutactually having to be on site
and or, again, VPNN.
The easy ones are those that areready to move those that have
(31:38):
multisites.
And the last one I'd leave youwith is those that are in, as
you mentioned, industries thathave high, restrictions or
requirements in their industry.
And it depends.
A, an example of one iscannabis.
Cannabis is a, or even firearmsales.
Any of those type of highlyregulated industries they can't
(31:59):
afford for their platforms to bedown and they need to be
notified as soon as somethinggoes down.
And the days of an on-premisesolution where you may not know
something's down unless you'reclicking through and viewing the
footage and going oh, thatcamera's not working.
Our system proactively tellspeople that, Hey, your camera
went offline, or your storage isheaded towards a disruption.
(32:19):
And that's really where thatproactive piece comes in.
So those type of industries andthat, that some of them do
require like a SOC twoattestation, which is what we
have.
And it allows for them to reallyhave confidence in, they can't
afford for any amount of timefor their system to go down
because the fines are so high.
Those are really the big three.
Chris (32:38):
Cool.
I was even thinking, commercialnew build, those if you could
get in, if a partner's workingwith, has a contact with a
developer or, know someone inthat commercial construction
space not only can you get theconstruction trailer and the
construction, phase, but maybeyou could, upgrade the, hey let,
lemme do the building too,that's right.
So that's even, that's thatwould, that's an easy one.
(32:58):
You don't have to worry aboutthey need gear anyway.
That's exactly right.
Pivoting just a little bit,from, seeking new opportunities,
whatnot.
Any advice you have for partnerswhen it comes to selling into
their existing base?
Let's face it, pretty much everycust, every partner we have I.
Their customer is, usuallycustomer facing and has a brick
and mortar building and probablyhas a, large majority of'em have
(33:20):
cameras.
What's some best practices yousee there for partners to sell
it to the existing base?
Phil (33:25):
Yeah.
I absolutely, I think the I knowthis is an overutilized
statement, but if you're notselling it to them, somebody is,
and everybody's got physicalsecurity in the sense that.
For the most part and you canthink of physical security and
the fact that.
If somebody has assets toprotect whether that is physical
(33:49):
assets in the sense of I need toprotect myself from things being
stolen or even my assets andfinancial assets of, I need to
protect myself if somethinghappens, right?
So a slip and fall or if I'm ahospital, my assets are really
the patients, right andprotecting.
Them as well as protecting froma legislator or a legal
(34:12):
standpoint, protecting theactual doctors and nurses.
And so everybody has somethingto protect.
Walk around.
I, previous role, I was innetworking role at a distributor
and.
We'd always tell people, walk inand look around.
You'll see wireless accesspoints everywhere.
Walk around and look at ev.
I promise you, there are cameraspretty much everywhere you go.
(34:33):
And every single one of those isan opportunity.
And now it's not just thecamera, right?
It's a speaker.
I wanna play down music.
I wanna have a loud speaker.
Maybe there's a an a.
You hope it never happens.
But if I'm ever in a sense whereI need to play down an alert,
whether that's an activeshooter, a fire, those kind of
things can be parts of thatsolution, which we also work
(34:56):
with the speakers.
And now our newest piece is ouraccess control is, especially in
physical buildings is theability to control the flow of
the human assets coming in andoutta the building.
And so access control is a pieceof it.
So you walk in a building andyou say, oh, there's a camera,
there's a reader on the wall.
There's a speaker for whetherit's music or loud speaker for
(35:16):
warning.
They might have a radar on theoutside of their building.
All of these are components thatsomebody has sold, right?
And all those components do needto be refreshed from time to
time.
And it's a vitally importantthing to ask, how are they doing
with that solution?
Is it, do you have to, can youview it remotely?
(35:36):
Is it giving you what you need?
Do you know if it's even onlineor how old it is?
Or what kind of alerting do youget from it?
And so our channel managers dohave some really good
information on, questions toask.
And that's really all it startswith, right?
I, in a previous role, I, one ofour.
Top sales reps.
I used to ask him, what are youdoing different?
He was like, I'm asking, it'sthat simple.
(35:57):
I'm asking.
And so all about
Chris (35:59):
asking
Phil (36:00):
and it's amazing.
It's that simple, right?
Yep.
But just ask, everybody's gotit.
So ask away and be the one tosell it to'em.
'cause somebody is, you
Chris (36:07):
know, you mentioned a few times old cameras.
Define that.
What generation of cameras isthe crossover from the old.
Cameras, just, analog video todigital cameras, to cameras that
can be used with your system.
Is there like a three years old,five years old, how far what's
the buzzword if you hear sixyears old?
(36:28):
You got an opportunity.
Phil (36:29):
Yeah.
So the shift there, there wasobviously a shift from your
analog to more of the IP type ofdevices and, we do work with
encoders for taking some ofthose old analog devices to the
cloud.
There's obviously limitationson, as I said earlier, the
camera.
(36:49):
There's so much value in thecamera itself from it being a
computer and the chips that ithas, that those old devices
that's not there.
Really what you, what you losewith older like analog devices
is you're really losing thesmarts that the camera gives
you.
Beyond that, older devices tendto bring more, you, you've got
(37:10):
way more vulnerabilities inthose devices, especially if
they're haven't been patched orfirmware hasn't been update
updated.
And that's one of the things wedo is for devices, once they're
on our platform, we're updatingthe firmware for the devices to
make sure that they're always,up to a, to our expectation, but
our customer's expectations.
That's a value we bring.
And so really looking back atthat, we look at about six,
(37:35):
seven years ago is really ofthat line.
And really what it comes down tois, again, customer making sure
that they can get the smarts outof the camera, that the
information they want based onthe brains that are in the
camera.
And it's also the manufacturers.
Are they supporting the camerastill from a firmware release
standpoint?
Because what we don't want is,again, to leave vulnerabilities
(37:58):
on anybody's network.
And so it really becomes one ofthose things where we pretty
much support devices.
Up until the manufacturer deemsthem end of support.
And right now you're lookingsix, seven years back is where
we're sitting currently.
We do have on our website a fulllist of devices that we support
and, when they went end ofsupport or went end of sale.
(38:18):
And so you know that life cyclemanagement is a component of
what we do, but the directanswer is probably about six or
seven years old.
Chris (38:27):
That's good to know.
So that's, if you're meetingwith clients, you're trying to
sell them anything, technology,and you see that camera up there
and go, Hey, by the way how longhave you had those cameras up?
If they tell you six or sevenyears?
Yeah, let's talk.
I'm not be able to help you.
Yeah.
Yeah, absolutely.
So we've covered a lot, I feeland I'm really tempted to keep
on going, but I a promise to mylisteners.
I'll keep it short and sweet.
(38:48):
I get it.
And obviously check the shownotes.
There'll be links to a lot ofvideos and other content from
Philip and the team at your six,but Philip last words, anything
we haven't covered you wanna hiton or any other words of wisdom
you wanna leave us with?
Phil (39:01):
Identifying that last piece right there of identifying
the opportunities.
If your customers are out there,you ask'em a question, how's
your physical security solution?
What are you utilizing?
If it's an on-premise solution,if it's got servers and nobody's
updating the firmware patchingthe solution, you're talking
about a solution that couldeasily be outdated in.
(39:22):
36 months, right?
From when it was purchased.
And with a solution like weoffer, we try to keep, again,
that's that where you get tothat six or seven year ability
to support devices there is tomake sure those devices are
still smart and not avulnerability.
But really just asking thequestions.
And then once you ask thequestions, remember that we are
(39:42):
that consultant for you, right?
We're there to help you navigatethrough.
The solution that the customermay be looking for or even, the
questions they may have of whywe are different than someone
else.
And our channel managers areextremely knowledgeable.
They have ses sales engineersbehind them that have been in
this industry for a long time.
(40:04):
And so the, between you askingthe question, it really just
lights the fuse.
And from there.
We can help you, get started.
It's really just get started,start asking the questions and
then utilize us as the resource.
Chris (40:18):
Great.
Last words.
And I think that sums up sales 10 1 man.
Ask a better question.
Ask diagnostic questions.
And I have a whole series Icould talk to you about that.
My friend, bill StanNet formerguest on the show here talks
about diagnostic questioning,that he's with sales excellence,
he's a CEO of sales excellence.
Yeah.
So yeah, that's another thing.
(40:38):
If you're out there and you havea sales team, and we haven't
trained them lately, don'tassume just'cause they're, great
salespeople that they don't needtraining.
So those people, just like anyathlete, needs practice and
training and I think askingbetter questions.
Is probably the biggest area Isee a lot of stuff people
struggle with.
It's do you wanna buy myservice?
That's not a good question, asunderstand the pain points,
right?
And only way to do that's betterquestions.
(41:00):
Philip, thanks for all thewisdom and information.
I'm definitely excited about theoffering you have and how it's
evolved over the years and greatwebsite too, by the way, to your
marketing team.
Check that out and again,appreciate your time today,
Philip.
Greatly appreciated.
Thank you, Chris.
You're so welcome.
And yes, if you're out therelistening check out the website,
d wireless way.net.
(41:20):
Does a contact us button there,you can click onto reach out to
me and I'll reply directly.
I'd love to get any inputthoughts on the show, any
requests or suggestions.
And as always, if this show.
This episode, hit home with you.
You heard some things youthought maybe someone in your
team needs to hear or a customerneeds to hear.
Please share it with'em.
That, that's why we do these,the, to get the word out and
(41:41):
have just a general conversationof how technology is solving
problems and providing betteroutcomes.
It almost sounds noble when yousay it that way.
We're really making a differencein the world.
I believe in solving problemswith technology properly.
There's a proper way, there's animproper way to do everything
and I'm grateful to work with somany companies like your six and
(42:01):
others that do it the right way,and they're open to feedback.
So there you go folks.
Another episode in the books ofthe Wireless Way.
We'll see you next time.
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