Session 3 -Build Your Super Agent To Match & Recommend Partners
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Justin Zimmerman: [00:00:00] And, and then here we are for our next session of the day. Uh, Ty, you and I have known each other for years I've s- I've seen your, uh, career ascension show up in my, uh, HubSpot. Uh, I watch and I look at every, every single person who registers for my events, I look at the names, the faces, the email addresses.

Justin Zimmerman: And so, you know, you've had a, a really fantastic ride these last couple of years. I'm sure you've got your own version of, of what that means, but you're now at Workday, previously at Microsoft. There may be some- something in between, I can't quite remember. Uh, but you're, you're really, uh, one of the most, I would say, advanced hands-on partnership leaders who are...

Justin Zimmerman: who's in, like, the mid-market to enterprise space, you know? And so, uh, there's a lot of us out there who are, uh, at different sized companies. Uh, and we have a lot more, I think, flexibility. The smaller the company, [00:01:00] we have the more flexibility in the tools that we use. And, you know, it was really interesting in our preparation for our call here today, um, for those people who are, uh, in larger companies and trying to deploy AI.

Justin Zimmerman: You know, uh, we're handcuffed by a lot of stuff, and you've found ways to slip through those handcuffs and build things that get through security, not in a bad or sneaky way, but actually in a compliant- ... successful way. And so I'm really excited to hear, uh, your final presentation on this. And so as people join, as always, I love to see people drop their LinkedIn profile, chat or where they are in the world.

Justin Zimmerman: Uh, we'll show some love. We'll show some respect. Let's show some enthusiasm for our special guest right now, Ty Lingley, uh, head of partnerships, partnership director. I'll let you kind of fill in a little bit more at Workday. And so, uh, let's drop that into the chat right now and, uh, show him some love and excitement and, uh, I'll let you kinda take over right now and share more about, uh, you know, your role, your title, uh, the things you're responsible for, and ultimately, what we're gonna learn and get out of our session here today.

Ty Lingley: Awesome. [00:02:00] Justin, thank you very much. That was a really warm, kind intro. Um, appreciate that all you do for, for the partnership people and our community. Um, you're like the Wizard of Oz back there. You've got tabs on, on everyone. I love it. Uh, welcome everybody. Uh, my name's Ty Lingley, based in Vancouver, BC, as Justin mentioned.

Ty Lingley: Um, today, uh, I'm gonna be talking about just basic ecosystem orchestration with the field, um, utilizing basic AI. I'll show you what our basic AI is. I'm sure you'll have some version. Um, but I'm gonna walk you through exactly what that looks like, how I built it, how it's being used, and, um, some surprise additional benefits I've received from it.

Ty Lingley: So, um, as Justin mentioned, I've been in partnerships for quite a while. Uh, I was calculating the other day, and it's actually 16 years now officially. Um, I started my career, um, with Series A through C funded startups, um, where I built programs in [00:03:00] teams. Um, and two of those I was fortunate enough to be acquired, uh, two times.

Ty Lingley: Um, and partnerships played a large role in those acquisitions. About five or six years ago, one of the startups that I worked with was acquired by Microsoft. Um, so I entered this enterprise space being, um, very much someone who was born in the world of startup, you know, zero to a thousand employees. Um, and then I found myself in one of the world's largest organizations with two hundred and fifty thousand plus people.

Ty Lingley: Uh, so now I'm at Workday. Today, I lead national partner sales, uh, in Canada, uh, for all of our partnerships up here, primarily working with global systems integrators. Um, and then we have a host of hundreds of, of technology partners that build onto, uh, Workday that we integrate with, go to market with together.

Ty Lingley: Um, and then we have a very unique relationship with the hyperscalers, AWS and GCP in particular So I'll kick off this presentation with a bit of a visual that I did use, [00:04:00] uh, NanoBanana for. So big fan of NanoBanana for those out there who are also using it. Um, this is a really familiar place to be in as a partnership lead.

Ty Lingley: Um, I don't really care if you're at a, a small company, medium-sized company, or big company, we're all facing, um, the same resource constraints, the direction to do more with less. And thus, there's a big time drain, and particularly coming from other functional areas that are integrated with partnerships.

Ty Lingley: Okay, so you think of sales, marketing, professional services, solution consulting. There's more, but these are the ones I'm focused on now. And everybody touches partners all day in some shape or c- form or capacity, and they have questions that need to be answered. As your company grows, as your partner ecosystem becomes larger, more complex, as you add more programming, more headcount, [00:05:00] there's just more and more questions that need to be answered.

Ty Lingley: There's more and more updates been happening. There's more and more offers. There's more and more, um, strategic partnerships are being launched. So naturally, all of these functional areas have a lot of questions. And so myself, about two years ago, I found myself spending almost five hours per week answering questions that had to be answered in real time, either through, you know, direct messaging, email, phone calls, or otherwise, because they were critical to co-sell motions and us closing business.

Ty Lingley: So you have all these stakeholders asking you a lot of different questions that are all very important and that need to be answered. So that was the core challenge face for me. If we break it down, I have three challenges that stem from that. So field teams don't have the right information at the right time to effectively co-sell with partners.

Ty Lingley: How do we scale the partner function, which is one person that was for me [00:06:00] two years ago, for field teams? And then the tricky bit is, and Justin alluded to this, is, um, oftentimes in the enterprise, you can see that all the, the surveys and data is coming out about how slow AI adoption is. Um, that's no different at, at Workday.

Ty Lingley: You can't just go off and build your own agent. Um, so in many ways, we weren't ready or we were slow to roll out agents, uh, across the enterprise that were filled with partner data. So that is a big challenge, was a big challenge, um, for me. You know, there's governance, security, compliance, all of that that needs to be put in place before you can just go ahead and roll out org-wide agents in the enterprise.

Ty Lingley: So the solutions, these are a pretty simplistic view, but it's to me, I just started to think at the top, and it's access the right data, make it easily ex- available, and then utilize the AI tools that everyone has access to. So in larger organizations, tools [00:07:00] get rolled out usually in waves at one time once they've gone through this uphill of security, governance, compliance requirements.

Ty Lingley: And so now everybody at Workday is on the Google Suite of AI products. Today, we're going to zero in and focus specifically on, uh, NotebookLM. It's my favorite tool. Okay. So, um, we know this, AI and LLMs, they know almost everything. They have all the world's knowledge stuck into this little chatbot that we can use, easy to automate and great at, um, lower risk tasks.

Ty Lingley: We're all using them every day. That's fine. But really, what do they know about your partners? Right? Um, across technology services, sales partners, whatever partner types you have, do they know what the specifics of your partner programs are? Do they understand the joint value proposition of you specifically, which each-- with each and every partner?

Ty Lingley: Um, do they know about the part expertise your partners bring specifically within your ecosystem? Do they know about how they're performing within your [00:08:00] ecosystem? Do they know who the key stakeholders are in your partner's organization? Um, and you know, for the Crossbeam fans out there, like, do, does, do these LLMs really know anything about your, your overlapping accounts and, and market opportunity?

Ty Lingley: So of course, the answer is, is no, right? So it's then how do we augment these LLMs and get there? So NotebookLM is, is great for this. And on the left, we have these, um, grounded and source-constrained, uh, I would say versions of the LLMs that we all use today. So that's NotebookLM is a spin-off of Gemini, Claude projects, uh, ChatGPT projects.

Ty Lingley: So these are much more precise and predictable, and they're grounded in the data that you constantly are giving it and it's learning from. So there's a more set search parameters in there. So you can be sure that when someone from the field asks a question, it's going to pull directly from the data that you've given it, okay?

Ty Lingley: [00:09:00] Versus on the right side, we have Gemini, Claude, ChatGPT. These are more open-ended and highly creative. So the cool thing is you get the benefits and the flavor of the tools on the right with the tools on the left. However, you also get the grounding from the data that you're giving these tools. So if you have any of these in your suite, I really, um, encourage you to understand the difference between them and start being able to, to use them in the best way that works for you.

Ty Lingley: Okay, so let's pivot here to, um- Basically what was created. So using NotebookLM, it's really cool. You can see that you can upload files, you can link to websites, you can link to, uh, YouTube videos. The best feature is you can hook straight into Drive. So think of all of the data, Google Sheets, Google Slides, Google Docs, everything that's in a Google Drive, that can be synced into NotebookLM to learn off [00:10:00] of and, and deploy.

Ty Lingley: Um, then you also have the web in the top bar. So you can also pipe in, um, Crossbeam data. You can pipe in Tableau data. Whatever direct data sources you have that can be put in the right format can be put into NotebookLM, and that's what I did. So to give you some ideas, you wanna upload all of your partner programmings to the letter of the law of what is included in them into this.

Ty Lingley: You wanna upload your partner value propositions, all related partner sales data, their delivery data, you know, how are they performing out in the field delivering y-your solution, what sort of qualifications they have via certain industries or segments. What are they authorized to deploy if you have multiple s-SKUs in your, your product set?

Ty Lingley: You know, not all partners ha-- are interested in, in deploying all of them. You have to find out which partners are authorized to do what. Account mapping data, partner offers, what's going out to the field, what's available, integration data, um, any sort of strategy you have around [00:11:00] your, your partners, um, and of course, all of your fiscal planning, QBRs, et cetera.

Ty Lingley: All of this, this corpus of, of partner ecosystem data can be put into NotebookLM. And so without the ability to create an agent, this is what I did. I created a NotebookLM that I shared broadly across the organization, that I spent hours and hours, um, inputting all the correct data. So here you can see, I think you-- they cap you at three hundred.

Ty Lingley: If you pay more, you can put in more, um, documents or pieces of information. I'm almost at two seventy-five, so this thing is, is packed. So if we look at typical questions from the field, there's thousands. There, there's so many variations of questions that you could get, but here's some just to give you a flavor of what would given, uh, be asked in a given week.

Ty Lingley: So for services partners, um, coming from anyone in the field. So which partners have qualifications with mid-size healthcare organizations having completed projects in the last twelve [00:12:00] months with higher than average delivery quality? Okay. That's a very specific question coming from somebody who cares the most about healthcare vertical.

Ty Lingley: But imagine you have reps, BDRs, solution consultants across healthcare, financial services, tech and media, retail, hospitality, pub sec. The list goes on and on and on. So you can imagine with a hundred and twenty-five people in our field all interested in different parts of the business, how many variations of partner questions that one could get asked.

Ty Lingley: Same thing, technology partners. Who's the best-suited partner for payroll in Canada for a five hundred-person company in the tech and media space? Very pointed question, and that's just one technology partner when we have hundreds and hundreds of them. So, um, a lot of, uh, depth of questions coming from the field.

Ty Lingley: And if you're not, you know, I would just say utilizing AI to the best of its ability, you're gonna spin your wheels and spend a lot of time on questions that [00:13:00] aren't really related to strategy or being in co-sell motions with partners. Last are sales partners. So the, the AEs, the marketing organization, always looking for the right partners to, to go to market with.

Ty Lingley: Question might be, who would be the best partner to run an exec roundtable within the financial services industry based on their source revenue numbers, right? You want to zero in on the right partner, the right place, the right time. That's what these people are asking for, and there's no better, uh, way to give it to them than through an LM you've created with all of the most accurate information.

Ty Lingley: This is all homegrown. I'm definitely not the most, uh, technical guy out there. I just wanted to solve this problem badly enough, and I was curious enough about it, and I had access to the resources to be able to, to populate it accurately. So boom, um, I'm not gonna roll through it. I could do a screen share, but I did some screenshots here.

Ty Lingley: Those were those-- These are those three questions that were asked before and that get [00:14:00] answered right away within, I'd say, less than twenty seconds. Very detailed, very pointed. It includes points of contact to follow up further. And now a hundred and twenty-five people, instead of coming to me across Canada, now come to this NotebookLM, which answers their questions probably better than I could in some ways.

Ty Lingley: And if something's not making sense, then they can escalate to me. And I'll tell you right now that I've reduced the amount of questions I get by probably about ninety to ninety-five percent with this tool. Plus, I can see every person that's accessed it in an opt-in way because they need to opt into it, and I have to give them permission to utilize it.

Ty Lingley: There's over a hundred people out of a hundred and twenty-five people in the field using this today. So I'd say the adoption's been great, um, and the outcome has been great. An unintended or, or something that I wasn't thinking about before creating this is it's, [00:15:00] it was originally for me to just, uh, you know, offset a lot of the, the lower value work as you just saw.

Ty Lingley: But now, because this thing keeps training, keeps being updated, it is very, very good at strategy now. So when I think about, um, partner strategy for specific verticals or companies, you can see this is the bottom one, it's pretty blurry, but this is a, a strategy we put together for Lululemon on their ideal partners because they were looking for a new partner.

Ty Lingley: That came from, um, this NotebookLM. Understanding our, our, um, services partner journey and where there's breakdown and room for optimization, that came from this notebook. When we looked at, um, improving, um, our co-sell and giving like new ideas, breathing new life into what we're doing right now in our co-sell motions, that came from, um, NotebookLM.

Ty Lingley: Because also in here, I'm not only adding just our proprietary workday data, [00:16:00] I'm adding all of the amazing content that Justin's created with all of his guests, all of the best practices playbooks from all the familiar vendors you know in our space, all the content from partnership leaders from all their conferences, every webinar they've ever done, it's all uploaded in here too.

Ty Lingley: So now you have your proprietary data, and then you have all of the best partnership leader, um, content that's out there to be able to cross-reference and make change, make improvements, you know, surface white space where you're not looking at. So that's incredibly, incredibly powerful when you start combining those two, um, together.

Ty Lingley: So I'm gonna wrap it up here. Um, just from an efficiency perspective, as I mentioned, I think there's been about ninety percent time reduction for, for myself. If you think of a hundred and twenty plus people probably had on average fifteen to thirty minutes of them trying to figure out answers to these questions, navigating who to go [00:17:00] to, um, how to get the right answers, who the right points of contact are.

Ty Lingley: You know, I, I'm calculating that on average, we're saving about fifty to sixty hours across the organization, um, from something very simple that I built. I did put a lot of time into this, um, but the fruit that it keeps bearing in terms of how our people across the org are nav-- able to navigate, um, our partner ecosystem, plus what it's freed me up to, um, has been priceless.

Ty Lingley: So that's a very basic look at a basic LM, um, that's widely ad- available in same, some shape, form, or fashion, whether it's with Google, Copilot, Claude, um, ChatGPT, et cetera, that's available to most people on this call. So, um, thank you very much. And Justin, I'm not sure if you have any, uh, time for Q&A, but happy to take some.

Justin Zimmerman: We definitely do. Uh, one thing I try to give you as one of our guest speakers is a clear [00:18:00] path to get through your ideas. And so I always like to share in the chats, uh, the link of you, the, the speaker, so that way if anybody has any real targeted questions that they wanna answer, they can follow up with you there.

Justin Zimmerman: But, uh, we also have a good amount of time, and so because we're trying some new fun things here on this event, uh, interactive elements, some of you guys who were in the, the past networking sessions, we're trying to not just make these, uh, an opportunity for you to learn from one person talking at you, but also giving people the opportunity to, uh, connect and come live.

Justin Zimmerman: Uh, I'm gonna take a risk. I take risks every day. Uh, I don't take- Do it ... this risk. Yeah, let's take a risk. Who wants me to take a risk? Type the word risk in the chats, uh, because if I do take this risk, uh, I am going to... I probably won't regret it, but, um, I think it's an opportunity for me to, uh, for those of you who want to, for one person, I don't even know, I don't even know what's gonna happen when I do this next, and so that's, that's the risk [00:19:00] 

Ty Lingley: is I'm 

Justin Zimmerman: gonna, I'm gonna- Hit the red button.

Justin Zimmerman: I'm gonna press a button. All right? And then I'm gonna drop a link in the chat, and this link is connected to a feature called Invite Guest. And so one of you guys in the chats, and I don't know if it's one, two, three, I don't know how this works, and so maybe it's, it's an opportunity to test out Um, how in the future we can bring you guys live into these sessions, uh, that could be a, a fun way to test this out.

Justin Zimmerman: And so let me, let me, let me put it out the way. I'm gonna press this button right now. There's the risk. I press the button. Uh, somebody click this link 'cause I think it's gonna come and bring you in here. So I'd love to see what happens, you know? Uh, I, uh, because of efficiencies of scale and systems, I'm actually a one-and-a-half person company and team, and so I don't really get the opportunity to test everything out in every single way.

Justin Zimmerman: And so, um, this is an opportunity to do some, like, live experimentation. And so, uh, for those of you who wanna be bold, who wanna be my friend, who want to, [00:20:00] uh, help me test this out, look inside the chat right now and, uh, let's get one person who, uh, has, um, an inclination to be heard and seen. We promise, uh, we'll be friendly.

Justin Zimmerman: I see. Okay. There's a... I see what... Okay, that's what it does. All right. So it brings them backstage. It brings you backstage. Very cool. Hey. Oh, look at that. It brings multiple people backstage. Very cool. Very cool. I really like this. Okay, so I see Justin, I see Latif. Let's see if we can get one more person.

Justin Zimmerman: I'm curious to see what happens next. And so, uh, would you guys be willing to turn on your camera, Justin or Latif? I'm curious if, uh... Okay. Well, there we go. We got Justin, we got Latif, uh, we've got, uh, L- Darvi. All right. So, you know, Justin, I'm gonna bring you on. And look at that. We got, we've got guests.

Justin Zimmerman: We've got guests joining us. This is amazing. I love it. All right. Well, um, your camera's on. Uh, welcome, Justin. Uh, right here. Wait. So we got, we got- 

Ty Lingley: Look, it [00:21:00] works. It's great. 

Justin Zimmerman: It works. We got two Justins and a Ty. Uh, so there's, there's, there's something in there. I don't quite have a joke. So, uh, thank you for being willing to jump in here with us, Justin.

Justin Zimmerman: Why don't you tell us a little bit about your program, uh, your company, and maybe some of the challenges that you're facing, and then maybe Ty and I can maybe walk through some of the things he talked about. More Ju- more, more Ty. I'm gonna, I'm gonna shut up and take a step back. I think I've done my job here to make this more interactive.

Justin Zimmerman: Yeah. And so it's all you, Justin. 

Justin Young: Yeah. Thanks for having me. Um, so I work at Twilio. I'm a partner program manager, and I really kind of focus on the technology space and kind of everything that we do from a technology perspective. So that's PRM, how we position partners on our website, how we work with partners internally, how we do deal reg, how we do all of that.

Justin Young: So I kind of, like, run the systems and platforms that do all of those things. 

Ty Lingley: Nice. 

Justin Young: Um, like Ty, we drown in requests for who is the best partner for XYZ. And so the thing that we're actively building right now is a recommendation engine [00:22:00] to recommend the best partner to not only our internal teams, but also to prospects of Twilio who are interested in, um, finding an out-of-box solution or finding someone to help them build a custom solution.

Justin Young: And so, like, we're in the weeds of this right now, and I think one of the things that we Have come up against, kind of similar to what you've talked about at Workday with, like, the governance controls, is we have access to all the entire Google Suite, but what we struggle with is getting access into, like, revenue data to help us inform our decisions or- 

Ty Lingley: Mm-hmm

Justin Young: um, getting access into, you know, like, partner metadata of, like, you know, kind of normalizing what all partners do and what their specialties are. And, you know, a lot of that we just have to let them self-report, and it's kind of messy. And, you know, we sometimes have bad actors who say, you know, "The special instructions for me are give me everything, and I will tell you if I don't want it."

Justin Young: So, like- Right ... we've run into, like, a lot of weirdness when we've tried to do this. 

Ty Lingley: Yeah. [00:23:00] So we've been pretty l- lucky, I would say, in that we have pretty great partner reporting. Um, we do, we visualize it through Sigma. So usually anything you wanna know about a partner from a go-to-market perspective, so their source and influence data, um, you know, amount of leads they've registered, their, you know, conversion rates, average deal sizes, time to close, plus all of their authorizations.

Ty Lingley: Um, everything to do with partners is, is piped through Sigma. And what I do is I have a poll that goes into Google Sheets, which then updates in real time to NotebookLM. So I'm fortunate that way, that this data is available, it can hook in, and it flows through to, to Notebook LM. Um, so and that's, that's a bit of a-- That, that's for sure a challenge, right?

Ty Lingley: But I think at the end of the day, if, you know, if you're going to be working towards an outcome that's a huge [00:24:00] time saver for many, many people, I would think that the, the gatekeepers of the data that you need would wanna make it available to you. So, on two occasions, I had to basically get permission to access some of the data that, that I wanted.

Ty Lingley: Um, I had already had some traction with this NotebookLM already, and our organization in some way, kind of because we didn't have our own internal agent set up yet, is basically using this as the de facto agent to answer all things partner. So I feel for you, man. Um, if, if, if it's not already hooked up and set in and there's not a direct line, it's something you gotta build yourself, that's, that's a tougher road.

Ty Lingley: But I would think that the data exists and that the right stakeholders should, um, oblige you in, in creating something like this. 

Justin Young: Yeah. We're getting there. We're just not there yet. 

Ty Lingley: Oh. Nice. Nice. 

Justin Zimmerman: Thank you. Thank you. Yeah. Thanks Justin, for joining in on this. I love it. You've now inspired me to do more things like this in the future now that I know it's that easy to [00:25:00] work.

Justin Zimmerman: Uh, and so if there's anybody else backstage that wants to come on and share their screen, we've got about, uh, three minutes left. Uh, we could burn some time with that. Um, and then, uh, Ty, um, I, I think you're gonna share the slide deck with me, and so I think- Yeah, sure ... we can get that out to everybody. Um, and so I just- Sure.

Ty Lingley: And if anyone has any other questions, they can, they can ask me. Um, I, I'll put up, uh, or I'll drop in my LinkedIn if they wanna just message me through there, they can do that. 

Justin Zimmerman: Yeah, please do. And so, yeah, if you'd lo- love a copy of Ty's slides, sounds like a coffee shop or something, um- ... type the word slides in the chat right now and, uh, I'll make sure that, uh, you get a copy of those slides.

Justin Zimmerman: And, um, with that said, I think we have done- 

Ty Lingley: One last question, Justin, that someone- Oh ... I wanted to get to before we jump. Oh yeah, let's do it. So I think it's Lee Adarvi. Multiple people have asked about, like, how it stays, the data stays relevant. Um, because NotebookLM can hook into [00:26:00] Drive, and basically we use Drive throughout the whole organization, that any updates there come in real time.

Ty Lingley: So anything that's pulled from a data source like a Sigma or like a Tableau, you can create automations to pull data into, um, Google files, pri- primarily, uh, Sheets, which then will pull into NotebookLM. So that's kind of the hack I have to keeping everything up to date. Thanks, Justin. Appreciate it. 

Justin Zimmerman: Yeah, I love it.

Justin Zimmerman: Um, I'm just making sure I didn't miss a message from you, and so yeah, if you can, uh, send me over that as a PDF, I'll get that slide deck over to everybody else- Sure ... after today's event. Uh, let's give Ty a round of applause for taking the time out of his busy, extremely, we'll say, valuable time, 'cause of the, the scale at which you operate, by dropping the word T-Y in the chats.

Justin Zimmerman: A little T-Y Ty to let him know that- Oh, no. Thank you, guys ... we love him, we like him. Love it. And then a- as, as we wrap up this session, I'm gonna drop one more link into the chats for you guys to very quickly and easily join the next session. [00:27:00] Uh, we've got the magnanimous, and I can't always pronounce that word correctly, but I did today, uh, Alan Adler, uh, who is now working at a company called Tier One Performance.

Justin Zimmerman: Uh, he is like one of, uh, okay, one of the biggest strategic thinkers in partnerships and, uh, I touch base with him about once every three or four months, and he has gotten his hands dirty, and he is doing some amazing things that, uh, if you're thinking about how do I replicate myself, my productivity, even beyond partnerships, just like general how do I get things done better, uh, in my professional life, uh, maybe some personal overlap there too, come join, uh, another session around duplicating yourself, cloning yourself, uh, kind of building your second brain in AI.

Justin Zimmerman: Uh, I have just dropped that link in there, and so we've got a nice healthy two minutes between this session and the next. Uh, it's really nice. Uh, Ty, thank you actually, 'cause- Thank you ... I'm usually against the last five seconds of every session, so it's nice to have a little bit of breathing room too. No, you're good.

Justin Zimmerman: So if [00:28:00] you wanna go drop and get on to the next things in your day, uh, I want everyone else- Appreciate it. Thank you, Justin ... who's hanging out with us right now to click that link. See ya, Ty. Take care. Uh, click that link to come join us in, uh, one of our next sessions. Come meet me and Alan Adler around, uh, duplicating yourself.

Justin Zimmerman: Uh, he's got some really great systems. Again, I meet with everybody before these events. I go through their slide decks. I know what's coming and so, um, I make sure that, uh, what we have for you is always impressive and amazing, uh, insightful and valuable. Um, and maybe there's some time again to go do that little trick that we did here today about bringing some people on stage.

Justin Zimmerman: Uh, if you liked that, I liked that. Uh, I wanna do that again, and so I'm gonna shut this down. I'm gonna head over there now to go meet up with Alan. Uh, I hope you do too. Uh, thank you for participating in, uh, this session right now and overall making these events feel warm, um, exciting, and engaged. Um, and so I appreciate everyone who takes the time.

Justin Zimmerman: I'm sure you feel the same way about me in helping provide this to you, and so, [00:29:00] uh, it's a nice partnership we have together, right? All right, guys, I'll see you over there. Let's go jump into Alan's-