Transcript
WEBVTT
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Are you struggling to come up with
original content weekend and week out? Start
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a podcast, interview your ideal clients, let them talk about what they care
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about most, and never run out
of content ideas again. Learn more at
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sweet fish Mediacom. You're listening to
BB growth, a daily podcast for BTB
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leaders. We've interviewed names you've probably
heard before, like Gary Vannerd truck and
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Simon Senek, but you've probably never
heard from the majority of our guests.
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That's because the bulk of our interviews
aren't with professional speakers and authors. Most
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of our guests are in the trenches
leading sales and marketing teams. They're implementing
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strategy, they're experimenting with tactics,
they're building the fastest growing BB companies in
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the world. My name is James
Carberry. I'm the founder of sweet fish
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media, a podcast agency for BB
brands, and I'm also one of the
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cohosts of the show. When we're
not interviewing sales and marketing leaders, you'll
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hear stories from behind the scenes of
our own business. Will share the ups
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and downs of our journey as we
attempt to take over the world. Just
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getting well, maybe let's get into
the show. Welcome. This is Samantha
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Stone, your host for trust in
the age of artificial intelligence, and I
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am very excited today because I have
the CMO of Zulu, clouding biancy,
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with me today, and the reason
I'm so excited is we're actually going to
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talk a lot about practical applications of
artificial intelligence and interacting with customers and buyers,
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and she has some amazing examples of
how this technology is being applied to
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Zoho customers and I am really thrilled
to be able to share those with you.
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Welcome, plotting. Thanks for having
you, Samantha. Prior to recording
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our conversation to day, we were
chatting and you were sharing some really excellent
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examples of how artificial intelligence actually is
being used in ways to help us,
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and I was surprised by a couple
of examples, but as soon as you
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said them, I was like this
light bulb went on. I'm like,
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yes, but this is how it
should work. So I want to talk
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a little bit about whirlpool because I
thought one particularly resonated with me. I
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recently renovated my kitchen and put new
appliances is and I actually found the process
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a little bit frustrating and picking out
which appliances I should use. They went
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into one of the big box stores
and the person there wasn't particularly helpful and
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I think it would have been a
lot easier and have the use some of
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the techniques that you were talking about. So share that with us. Yeah,
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so it's amazing when we when we
shop online or get information or even
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going into the store, when you
look at the information cards that they have,
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it's all text spects, right.
So they talk in terms of cubic
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feet, they talk in terms of
water flow and water pressure and all these
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other terms that, frankly, you
know, concerned. But you know,
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I have two kids and I need
to wash clothes almost every day because they
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have school uniforms. You know,
I have this amount of space I can
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put the washermanship that's not the only
technic thing I want to worry about is
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the size. But today we're confronted
with all these these weird things like how
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many how much water goes through it
and stuff, and as no meaning to
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me. So it Worldpool did,
which I think is fascinating. This,
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instead of just presenting all these technical
specifications to the potential clients and customers,
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what they do is they ask a
series of questions that are relevant to me.
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You have a family to live in
a home. How many washes do
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do per week? You Know How
many? How many people are you washing
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for to do mostly whites or colors? These are all questions I can actually
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answer exactly. They not ask what
your cubic foot requirements are. They're asking
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you how are you intend on using
their washer or dryer? And it's funny.
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It's taking the in store type of
experience that you used to having and
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then moving into a digital experience,
right. So all of a sudden,
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what you because if you walk into
a store and say you go to one
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of the local appliance stores here,
and a customer service representative goes up to
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you, sales associate, they're not
going to ask you you know. So
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how many cubic feed are you looking
for? The Din to ask you the
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same set of questions. So with
digital assistance can provide in the digital world
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as having those type of interactions where
it's healing like conversations, not drowned in
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technical specifications, right, so you
can get what you want without having to
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know all those line by line items
that as drag the sales process down just
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confused the customer. You know,
a man, I wish I had had
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that. I mean I the only
text Bac Guy Really had when I walked
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in was what color I wanted to
expose through my kitchen. But you know,
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I there's also this part of me, the market apart, in this
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kind of drooling over this kind of
data collection. Because one of the things
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as yes, I may not know
what text bacts are, but I even
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if I did, if I told
you I need sixteen cubic fee or I
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need this love of water flow,
you, as a brand don't actually know
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me. You don't actually know a
lot to be able to follow up and
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marketing. But if you know that
I wash every day and I have four
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kids and you know, depending on
the nature of the questions, we ask
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how much space hits in and my
live in a private home and my rent,
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it could be like all these really
relevant questions that let the machine say
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what to offer me. You know, the MIT, the artificial talent at
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this is the right system for you, but also to get to know me
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and the the next evolution, and
I don't think everybody's doing it yet.
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I dream about is what are they
now going to do with that information as
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a brand relationship with me post purchase. Sure's I don't know what other companies
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are doing, but certainly zoo is
collecting all this information about you and not.
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Obviously, you know, we're not
violating any GDP are things, but
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we're starting to understand that, you
know, mothers of a certain age or
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the certain medic kids are kind to
prefer this kind of machine and we can
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start changing the questions so that when
we see someone that fits your person,
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we ask them the right questions,
and not only asking them the right questions,
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because the right order of those questions, which questions are working, which
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ones aren't, and then actually having
the system make recommendations for you. Say,
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well, we ask her about the
color of the machine, her propensity.
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You know, at this stage in
the the questionnaire, you know by
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the time you get to the end
she's not going to buy. So move
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out the color to the end,
because that you could help her visualize it.
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You know, whatever the a I
think he is, or because I
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have this massive data that says this
is the order that you should be actually
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addressing Samantha as she goes to guy, you know, a washing machine or
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driver. I just the day that
we can get to this. And here's
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the amazing part to me, for
those are listening, it's the technology is
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just to do this today, absolutely
right, and we just got to retrain
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the way we think as business leaders
and marketers and customer service. And a
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lot of times, I think marketers
don't even think about that part of the
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process as their job. Would imagine
if we can get our hands on that
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information and we can even put into
and putting design of product in the future
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right. It is a lot of
application and absolutely a lot of I think
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what we go through is choice paralysis. Almost we get too much. We
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have all this choice out there,
but it's really hard to nail and what's
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the right thing for us and actually
have confidence about making the purchase decision.
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This goes for enterprise software, IT
GOES FOR CARS, it goes for,
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you know, hair and beauty products, for the mistakes. I mean it's
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everywhere. We eat confidence, but
there's just so much choice we're afraid to
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make a decision, so we don't, no one ends up buying and sellers
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get frustrated. Yeah, and you
know, a lot of times it may
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be that with the way we answer
questions it comes up with not a great
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fit. Maybe we don't have the
right model it's going to meet their needs
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or their budget or whatever those criterias
are. But instead of just accepting that
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and moving on to the next customer, we actually can take that information and
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act on it and do something with
it. If we see enough people like
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that that we're not serving now,
we can go back and find a way
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maybe to sert that audience. Yeah, well, today's world, I'd be
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big data and there is a lot, a lot of data out there.
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It's chuck full of information, but
we just don't know how to extract it
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to make it needful, and Ai, I think, is really helping us
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to get there so that we can
make these applications that really do help customers,
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consumers, buyers, make better decisions
in their purchasing activities. I want
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to talk a little bit about not
so great experience that you had recently,
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and I won't shame the pharmacy specifically
by naming them, but you had a
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recent experience where you were trying trying
to order refillip prescription. Let's kind of
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talk our audience through what happened there, because it's it's a good opportunity for
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us to do better. Sure,
so it is typical. Example, I
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travel a lot. I have a
prescription that's going to run out in wall.
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I'm going to be on the road, so I called this particular pharmacy
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and I got their automated botton who
said, you know, I'm going to
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help guide you through this discussion.
Is Great. Each of my it's always
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activated now, so I don't even
have to key anything, and I thought,
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Oh, this is going well.
So I give him him. It
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was an like that. You this
is like you've made this a person now.
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So, whether it was intentional or
not, you feel like you're interacting
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with somebody representing the company. That
absolutely so this him, he, whatever
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his name is. You don't ask
me questions. I give my prescription number,
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he verifies the prescription, my name, all this type of stuff.
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It's great, and we're on the
phone for a while giving them all this
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information, and then he says,
well, it's too soon to refill this
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prescription and I was like, well, yeah, but I need to refill
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it. I'll be on the road, but then the time I need it,
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and I said that into the phone
as if I'm talking to the guy
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and he said, what next question? Would you like to refill another prescription?
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I was like, well, no, I want to talk to sound
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about this prescription. And he again
ask is there another prescription I can help
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you with? And and he asked
me this once or twice and then he
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hangs up. This best, I
mean he has up on me. So
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frustrated this point because now I know
I have to go to the pharmacist and
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talk to the pharmacism person right.
So that's something weach more we should work
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is he should either give me,
he should route me to a person that
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could help me or just say sorry, I'm not a quick to do this.
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Can I route you to the pharmacy? Says, touch your local pharmacy
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store, but they didn't do that. Yeah, and and by the way,
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when they route you, or should
they should alert that local store that
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you've had an issue. So,
even if it's just when you come in
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in person, they know all this
history and you know. Thank you for
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sharing that example. I think we
all kind of come up with lots of
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examples like that, and the reason
I want to do that is we need
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to retrain ourselves to think about how
we use technology to interact. There's a.
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You know, we under doing that
voice activated thing that you went through.
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That sort of could it's actually difficult
work and it's meaningful and that brand
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invested in doing that and their intentions
were good. Their intentions were not to
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frustrate their customers. They wanted to
have a conversation with you. But we
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fell down because they didn't anticipate when
something doesn't work according to my script,
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what's going to happen. And I
think it's our obligation and our opportunity as
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marketer just to figure out and anticipate
when something goes wrong, what do we
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do and how do we make that
smooth transition and over right, because instead
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of a positive I was going along
very well, I would have a very
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positive experience with this particular brand,
but it felt flat. With want one
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little que that they can make,
a one rule or something. They just
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fell short. So that's what I
think. We were taking the technology so
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far, but not far enough.
Yeah, that's an opportunity. Let's talk
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about the work that you guys do
in Amazon, because that's another great example
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of something that I actually think is
working really well. Right. So let's
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talk about talk about that. Yeah, so Amazon uses us in so some
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of their product categories and to listen, to use cameras. For example,
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I go to Amazon. I want
to find a camera for my daughter,
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right. So we're going on vacation. She's fifteen. She on something that
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she can put in her little pocket
book there and I typing cameras in Amazon
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and I get fortyzero responses. Fortyzero, and cameras out there overwhelming. Yeah,
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now they do bring me out and
they give me filters, which is
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nice. If you go left hand
side I can pick out filters, but
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it's all based on aperture and lends, sizes and all these technical things.
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I don't know anything about that.
I made all I want her to do
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is pointed something. So Amazon's brilliant
and they've discovered on some of these more
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complex sales what they need is these
digital systems, and a digital systems will
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ask. It'll take all those technical
specifications and actually make them to human language.
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So if you need something that's aperture
rating, right, instead of asking
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you what apertures you need, it'll
ask you something simple like are you going
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to take photos at night? Right? Do you want a big camera or
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a little camera, or you know
the size of the carriage, they say,
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you know, this is something heavy
or something like all the last few
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it's like, well, will you
be taking this traveling right? Do you
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want something small enough to fit into
your purse? Where your briefcase? You
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your pocket right, all these types
of human questions that it can nail down
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those fortyzero choices I have down to
maybe a handful that I can then go
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and explore on my own, you
know, and then read about the reviews,
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because reviews are very important here,
because that's the human connection to that
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we bring to that buying decision.
So I think, I think it's really
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Amazon is doing, because it's actually
helping you. It's providing that in store
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experience online. I think that's so
critical and that that is the magic here,
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isn't that? They've said, hey, we're only we're going to try
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and manually think of all the questions
to ask and we're to try and stay
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on top because you have too many
product categories. Of prob they couldn't possibly
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do that. And even if you
have a smaller sort of product categories,
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there's so much richness to be learned
and from the experience of those digital assistant
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interactions and gives you the opportunity to
scale human interactions and ways that we just
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can't do. We just can't hire
enough people to have every person interact with
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this right and shoppers don't always want
to talk to a real person. Let's
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be honest. Sometimes it's three o'clock
in the morning and I have insomnia and
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I you know, I just want
to go on and buy camera for the
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trip that's coming, because that's why
I can't sleep, because I'm stressed out,
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because I don't have anything ready to
pack. Right exactly, since any
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times pay for seven right that you
can get this information that you're not going
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to be able to go into a
store and ask for. And in fact
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I think people are less and less
inclined to go to the store right because
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they're going to run into a sales
associate that room can really help them a
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plus. It takes time to get
there to have that, except unless there's
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a great experience happening at that brick
and mortar. You know, I'm better
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off finding stuff online. I mean
I have to teenage daughter's room. Teenagers
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who he had all that. Yes, I remember so much time shopping and
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having a facetoface interactions that just doesn't
happen anymore. Needs kids today, the
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Gen's ears. They do everything.
They have conversations and it's all through text,
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right. It has nothing to do
with pick antepone and actually calling someone
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and talking to them. They want
to have those conversations that they wanted in
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a digital experience. A hundred percent. And you know, one of the
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things we were talking about is even
translating. Digital assistance going to be hugely
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valuable, even in in store experiences. Right. I go into an electronic
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superstore, and this actually really happened. So I went to buy my son
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a computer. He's going to college. I'm fairly tech savvy, I consider
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myself, but there's like fifty choices. They all start to look the same.
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I don't want to make the decision
purely based on what's the least expensive
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or most expensive. I want to
have some thoughtfulness to how I do that.
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And so I ask an associate to
help me and they aren't. You
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know, they'd no less than I
do sometimes. Right. So, and
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you know, I'm not blaming that
associate, they're busy. You know,
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may turn out maybe they normally work. And you know, home appliances like
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refrigerators and today they were short staffed
and computers with her over there. These
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types of technologies can help in those
environments as well. Right, absolutely.
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So. A great example of this
is Microsoft. So Microsoft, with a
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number of their retailers, is putting
in store kiosks and the in stored kiosk
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are taking all those things that you
would typically look for a computer, you
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know. Are you going to travel
with it? You want something smallowly want
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something large? Do you play games
with it? Is A computer mostly for
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home or work. So it's taking
all the anxiety over how many mega hurts
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I need or how much Cepu power
I need and then really narrowing it down
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to just those choices that make the
most sense for you and what you really
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really need. And it is this
importance. Stores will think about the holiday
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season. We boost up all these
employees, you know, to get us
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to the the Christmas buying season.
Not all of them are trained. Not
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on them are going to know.
So this is stored kiosk is suddenly helping
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the consumers. It's augmenting our sales
staff to all to be able to provide
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the information to those consumers as they
need it. Yeah, I think it's
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really important. I don't think we
can underestimate the value of that in any
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way. We have to get better
at using the technology that's available to us
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today, and so I think those
examples that you can write, ever,
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Amazon and Microsoft Realpool, are really
good reminders for us. I also want
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to remind us, though, that
you don't have to be part of a
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huge brand and have millions of customers
to benefit that. Every day we have
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the opportunity to be interact and different
new and better ways digitally with our with
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our customers, and there's a tremendous
opportunity to carry that through as a differentiating
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experience for us. And we have
to do that and these complex buying processes
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are a perfect place to start,
right. We don't sometimes think about a
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washing machine Una complex, which just
but it actually is. It is right
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if there's a lot that goes into
something like that. Nothing is as easy
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as it seems. So never,
never, and you know, we're a
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household that does Lond. We do
two to three loads of laundry every day.
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Yeah, and you know, mostly
because my husband and children come home
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very stinky from their jobs and their
their date tasks activities and and we need
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to do that. So our burden
is different than our neighbor perhaps, who
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you know is a is a couple
who lives alone and does a lot of
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dry cleaning. Right. So there's
all these factors that go into what we
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need and we have these tremendous opportunity. So thank you so much for joining
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me, clotting. These have been
incredible, incredible examples. If folks want
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to learn more about Zubu, what's
the best way for them to check that
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out? Yet they can see a
lot of the live examples and really get
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a good sense of what we offer
to marketers at www dot zoo, which
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is zoo bucom. Thank you so
much. I really encourage you to check
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it out. The work that they're
doing there is really inspiring. What I
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particularly like about it is really good, practical applications of this advanced technology.
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We shouldn't be afraid of it.
We don't have to be a technology expert
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to be able to use it.
These are examples that most of us should
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be able to think through correct absolutely
excellent. Thank you again for joining us.
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Thank you for listening and I encourage
you to go out there and think
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about all the ways that you can
apply this fantastic technology to your own interactions
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with customers. We totally get it. We publish a ton of content on
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this podcast and it can be a
lot to keep up with. That's why
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00:19:48.730 --> 00:19:52.319
we've started the BB growth big three, a no fluff email that boils down
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00:19:52.359 --> 00:19:57.079
our three biggest takeaways from an entire
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Sweet Phish Mediacom Big Three. That
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