Welcome to Marketing Monster Mashup, the official podcast of Leading Results!
Join host Matt Starnes for a fascinating conversation about AI and data visualization with Sterling Scott, Director of Marketing at Stratifyd on episode twenty-four of the podcast.
Sterling shares the story of the moment he realized he wanted to leave his fulfilling job to further his career evolution at Stratifyd.
Find out even more about Sterling Scott and Stratifyd at https://www.stratifyd.com/.
Here's the full transcript:
Host - Matt Starnes: Wow, you're in for a treat today. It was my pleasure to speak with Sterling Scott, the Director of Marketing at Stratifyd. What they really do, and you'll love the conversation and the journey we kind of go through during the podcast, but what Stratifyd really does is takes data visualization by artificial intelligence (AI) to that next level. So it's not just a data visualization, it is actually producing actionable steps that you can take with the data. So it's really unique in insights and uh, definitely, just hold on and have fun. I'm kind of envious you get to experience this. This was a fun conversation. Thanks.
Intro with piano music: Marketing Monster Mashup the official podcast of Leading Results.
Matt: All right, thanks for joining us. And, I've been really excited ever since, you agreed to be on the podcast and learn about Stratifyd because I think a lot of people, hear AI and they're either very excited like I am or they're confused and wondering what it is, but tell us how Stratifyd works with AI, what you guys do. Because I think it's, we've talked a little bit before the podcast. I think it's really interesting.
Guest – Sterling Scott: It's really funny because AI and machine learning are, you know, they're very important technologies, but they're very big buzzwords now. They can kind of throw it around a lot. So every time someone hears an AI machine learning it's like, it's fascinating. But how does it apply to me and my every day job like a doctor? And that's one of the cool things about Stratifyd personally we are, is we're a customer analytics platform that's powered by AI and machine learning suppressed. We digest and analyze and visualize data from any data source. So when phone calls, emails, chats, social media surveys, online gurus, kind of all of that unstructured data. We analyze, I can plug key topics, trends and customer sentiment. And so we actually take that, do more than just to give you a visualization of what that data is actually make actual insights such as a customer loyalty score, agents scoring or you precision marketing tools.
Sterling: So we actually take AI kind of empower departments like AI assistance and AI modules that can help you make calculated educated decisions on things that you do. So as a marketer, for me, I could have a tool that just all of my customer feedback interactions and helps me actually by combining that with our CRM data and saying these are the people that target the messaging to target with. If I was over a sales or service team, I could actually say, OK, this customer I just talked with, spoke with, this customer is likely to churn. So you should do this with this customer or just say, Hey, you know what, you didn't do so well in this call. So there's a lot of really actionable we're making, taking AI machine learning and we're kind of democratizing or making accessible to everyone. And so that's what's really cool about it because I can actually tell a relatable story to people because everyone can relate to having to do the right messages in your targeting from the marketing side or having a training coach, sales and service and context and our team members.
Sterling: So these are relatable things and we caught AI into existing workflows. That's really interesting because I think this probably is your big differentiator then because a lot of um, companies are getting into data visualization, but like you, like you're kind of saying it kind of stops there and you guys are going that extra mile and this is what the hell that actually means and what you can do and this is what you should do in those. Because I think a lot of people, just, a lot of other companies I know not to dis them, but they definitely could've stopped. It's like here it is and then you've got to figure it out and everyone got so excited about having the visualizations and have clarity marketer or a salesperson or any one leadership would love to see it. But is that something they willing to pay for?
Sterling: They gain that. So yeah, like, oh this is awesome. I'd love to see that. And then you see the price tag at the software and like, oh I don't want to pay for visualization. We started talking about saying, Hey, you know what? You're not paying for visitation, you're actually paying to help turn your contact center from a cost center to a profit center. We're going to help you spend your marketing dollars more wisely. Then their ears perk up. AI Machinery now really started to my bottom line and in the case of a lot of executives, their bonus, you know, so, so it's really exciting kind of seeing the conversation turn from just visualization to actually actionable intelligence and workflows and things like that.
Matt: So that's excellent. No, I used to work in the ethics compliance space and we had a call center and what you just said about call center into a profit center is, it's so true to get people to think this is because it really wasn't a customer service job. It all, it was a profit to help companies. So it's really great free. So, um, so we were talking a little bit beforehand and you started about six months ago with a company. What kind of attracted you or did they approach you or. Yeah, so if you can share that. It's a really interesting story.
Sterling: So I always thought I was completely happy in my previous role, I was in product marketing manager at MapAnything, another software company in the Charlotte area. What they do is they make software on the Salesforce and service now. A platform that takes those customer data in those CRMs actually allows you to visualize on a map. So we use Q, a spatial technologies to actually see what your customers are as a marketer. Allows you to do some geo targeting campaigns; sales, personalized, just see where your people are in the field. You guys should go out there and check in meetings, build routes as a service person that kind of helps you build your service routes and automate things. And so that's where I was. I started there in late 2015. They're about 30 something employees when I joined. Oh, I left, there were over 200. Matt: Oh my goodness. Sterling: Yeah. Solid. A very fast growing really great culture. Jon Stewart our CEO of the company is really a great guy. Really Great Leader. Um, you know, I worked under Brian because he's the CFO over there are really great leader, excellent marketer. So I was actually really, really happy in my role. What happened there was actually with the whole Amazon recruitment that the city was doing, I've worked with some people in that bank thing as well as the Charlotte Chamber. I'm actually on the chamber, Young Professionals Board and so one of the things that um, me and some colleagues did, we're going to put together some assets for them to use in their recruiting campaign.
Sterling: And so I started working on a video that we could use to kind of recruit Amazon to Charlotte. And that video was more so it was less about the business side or the personal side. What's it like to live in Charlotte, what do people really love about it? And so myself and Cara Walters, she's our, she's actually the creative director at Stratifyd now by the time she was our video producer at MapAnything. We both worked there together and we put together this video. We interviewed, Mayor Roberts, Mayor Lyles, a bunch of CEOs and community leaders from the Charlotte area and really got their take on what it's like to live in an ordinance Stratifyd, but together this really great video, one of the people we interviewed was Derek Lang. He's the CEO of Stratifyd. So during our initial meeting, we were, we asked these questions to get people kind of warmed up on camera so you know, our video producer would say what'd you have for breakfast?
Sterling: And they can kind of open up a little bit. And uh, so he asked him, he was talking about breakfast and I was talking about breakfast and I was saying I really love the Original House of Pancakes, that's my favorite breakfast place. And he had never been there before. And so there are. So we talked a little bit while you're forming up a little about what we were doing marketing wise and things like that. After the interview he let's, you know, let's grab breakfast, we grab breakfast and during that breakfast we started talking and not really led to me being offered the role as the director of marketing at Stratifyd. As we kind of progress the conversation. I kind of learned about the tasks that need to be done, kind of the objectives they have grown where they are as a company. And it was a really exciting opportunity. Um, you know, I talked over with my family, I talked it over with Johnson was CEO of MayAnything and while he was sad to see me go and my family, they really loved MapAnything. Everyone's really excited for me about this new opportunity towards a career growth in leadership and things like that. So knowing that I had their full support, it was really exciting, kind of diving in headfirst and it was a really smooth transition.
Matt: That is good to know. I'm sure that it was tough for them to let you go, but at the same time it's, you know, there are other times in your life you're like, yeah, I need to take that leap and get into something a little bit different. But you mentioned the chamber too what does the chamber or what's most impactful for you? Is it the networking or the?...
Sterling: That’s actually what I thought going into it, I thought that...
Sterling: That was the most impactful piece would be the networking and then kind of familiarizing myself more so with the business side of the city of Charlotte. But what I've actually gotten out the most, I'd say the two biggest things are some really great friendships. I'm really close to some people on the board. We have a lot of similar interests outside of business in terms of giving back to the community through volunteering, doing different community programs. And so that's really been a rewarding piece. Being connected with all these different pieces of the community that have similar interests. And so we're doing a lot of great work in the community, especially with goodwill and tech talent south. Um, aside from that, I'd say one of the really big things has been able to make a measurable impact. So a lot of the things I do in the community right now is more so on the training side.
Sterling: We have a measurable impact in terms of equipping people with skills that can use to increase their income or provide for their families, things like that. But it's also nice to go to work on the program side of things. Actually enacting different programs that can affect the business community at, in mass, so different things like networking had been served, startup matchmaking events and there's a lot of really cool things that we're doing there. And I think the biggest thing is just being able to make an impact at a grand scale with uh, my colleagues there. And they just think it's some really great friends of Muslim. That's interesting. You know, I've never spoken with somebody from the chamber and I was curious about that. Matt: So thank you. So let me do a little Barbara Walters on you. Sterling: I'm ready. Matt: When you start your day, do you have a certain routine you tend to follow as far as getting kind of motivated and getting going in the morning?
Sterling: That's the goal. That's what I try to do, but it never works out that way. So, when I got started in the morning, you know, I always started with a cup of tea and try to start with a breakfast. Um, that's what I try to do most of your design of missing breakfast and getting straight to work. Um, but, you know, when I come in the morning, my biggest things are I tried to avoid falling into the trap of getting locked into answering emails and things like that. As soon as I get in I try to get really involved. So I think, we know usually when I first come in I look at what are our deliverables and deadlines for the week and kind of look at it, you know, what are some needs that are across department. When I first get in, I try to address those things.
Sterling: I try to address things that other departments need from us as a marketing group first and then kind of get back around to answering emails and then just churning out content and deliverables are the biggest things that we're doing right now at Stratifyd, we are implementing our marketing automation and really getting our Salesforce and systems ready to go so we can really drive these inbound campaigns and start, you know, taking our leads and prospects through different journeys and stuff like that. You've got ad campaigns. There's a lot of really exciting stuff happening at one time. So it's stuff right now because we're kind of juggling everything. But you know, we start off with the basics. You know, started six months ago it was all about getting the website done, getting our new messaging. I'm getting different content and marketing collateral and now it's all about hey, we have all the assets and the website now let's, let's make it work for us. And so my, I'd say my schedule in the morning, it's changed significantly since then before is all about, you know, writing copy, reviewing designs and things like that. Now it's more so about mapping out drip campaigns, mapping out customer journeys and things like that. Figure out which metrics you want to track and how we want to do part of scoring and grading. And so it's, you know, it's pretty exciting, but I usually try to start off every morning with, you know, just my tea and breakfast and then meeting other departments’ needs.
Sterling: It's really tough for the breakfast part. That's what my aspirations to he seems to be, no matter what time I wake up, it's still becomes a thing. I put on the back-burner for the house and then I'm like, no.
Sterling: Then when I buy breakfast, like I can actually physically go buy breakfast and have it in my hand. It’s right in front of my computer. I'll look up the next thing I know it's 11:00 or 12 and I haven't even eaten yet.
Sterling: Oh brother, uh, I consider it as kind of the layer for breakfast, lunch and dinner. And dinner was supposed to be asleep. Matt: Well it sounds like you definitely enjoy what you're doing before you came to Stratifyd now that you're there to indefinitely. It is interesting in how you laid out that six month to kind of shift in what you were doing. You built the framework and the foundation and now it's the more of the tweaking and the content. But you know, we were talking about the buyer's journey and things like that. But it's always fun to kind of look at our internal journey to as we kind of move along. So, um, I'm sure you're excited about the community at Stratifyd.
Sterling: Here's the thing like this sort of impossible without the teams. Really great teams. I said Karen Walters, she's our creative director. She came over with me from MapAnything and she's been really great. She has a really great creative shop between her, our graphic designer and our web designer and developer. They're really great. And so just knowing that I had that support. So when we need to get things done and things get done really quickly and really well and it's nice having. I think we kind of underestimate sometimes the importance of having an in-house creative team. A lot of companies outsource these things and they have to sign contracts just to have a team in house that can do all media, website, video graphics. That's very invaluable. And so for me has been great, is really helped with that transition and everything and it makes it super exciting because we look at our current marketing room, half of all things we want to accomplish this. You're just knowing that we have in-house resources that are already planning for it. That's great to have.
Matt: It does make a difference. I took you on a tour before we started this and there's something just beautiful about being able to walk around a cubicle and say, hey, can you help me with this? Or does it sound right? Or those little tiny moments if you can go to that person directly or at least get them on a phone call. But um, yeah, there are so many, even agencies when I go out and network and talk to other peers and stuff where they have to be like, well I had just sent an email to our Bulgaria side, you know, it takes a day to get that or when I'm leaving they're waking up and I have to stay, you know, it's the only kind of weird kind of confinement, you know, they saved money. But at what cost? Because the communication lacks a little bit sometimes.
Sterling: Definitely a lot of my friends worked at companies that have distributed teams, distributed employees around the world. And you know, the key thing is that the difference between having those in house and externally is in-house. You have all the communication systems in place to plan around that. So you can have your Slacks and you can have a chat and all that stuff and hangouts and go to meetings. But when you're working on, and certainly it's usually just email so you can't get a hold of someone you might not hear back for a day. But just knowing that there's someone that's ready to chat anytime of day or night, say, Hey, yeah, sure I got this, I'll take care of it, or hey, could you help me with this? And it just makes it so much easier to have a fully distributed team with the teams internally. And so, you know, it's been working out very well.
Matt: When you came on board six months ago, where was the company using social media? Did you kind of change the focus, what you were building structure?
Sterling: There are some things that we're doing really well as a company. When I first started, some things we weren't doing really well. Some things that we're doing really well enough. When I first started, they're doing really well with generating traffic through social media, SEO and the blog, the things that we weren't doing very well - targeting the right audiences and then actually having somebaction items for them to do some calls to actions and to do that, help us generate inbound. And so when I first started, you know, it's a little bit controversial thing, but I cut off all social media, didn't delete it, just let's pause on the social media side. Let’s reevaluate who we're targeting was figure out who we're targeting, first of all, what messaging we're targeting with and what their calls to action should be. And so it's a little weird.
Sterling: As a company we see active social media goes all of a sudden one day they all just stop, but I thought it was important to really just stop doing that. And then for our website, let's stop. I need new content. We needed a new website so everything is came to a halt one day. So far we've got the new website up, the new content and messaging that we're just now about to relaunch our social media. Yeah. So we have some ad campaigns that are about to start running as well as some other campaigns that we're doing and we're going to launch our social media concurrently with that in a few weeks. And so it's kind of weird. We usually come to kind of pause things, but it was important to make sure that we're, you know, we're using our time efficiently, target the right people with the right messaging and so that's what we did and now we're coming full circle and it's really exciting. So yeah, we weren't doing much. We haven't been doing much on the social media side the last six months we were before, but we're really going to ramp up now. We're going to be much more targeted and deliberate with what we're posting.
Matt: You know, some people listening might go why would you do that? But it's obviously to make sure the message across everything your internally and externally because it's one thing just to post something and I think that's kind of an illusion sometimes when we talk with clients, they've been doing a whole bunch of social media or not very much and it's like, yes, you're out there. It's kind of you're basically just doing brand awareness at that stage and just like, hey, we exist, but when you target it, that's when things start to happen and you get those interactions and you're basically saying CTAs inside of the messaging, so you're getting some interaction and it's a lot more volume. Right?
Sterling: Definitely. The biggest challenge is that we've always had a great product, great platform, awesome solutions, customers who love us under percent retention rate, but we didn't know how to tell that story. We didn't know how to explain the value behind our solutions. We didn't know how to explain how our worked and it requires some work required leadership teams sitting down and identifying these things, find retargeting, why they care, what their pain points are and how we help solve their problems. So that's the leadership team. We sat down and reviewed this. We also brought in a consultant. His name is Bart Queen does a lot of a marketing consulting, communications consulting in the Carolinas and around the world. Really. We brought him in twice in between these exercises, diagramed it, really outlined exactly who we are and the story you want to tell them. Once we had that, we were ready to do the website, the assets, and now social media. Matt: So was it was a lot of whiteboard with a lot of whiteboard and tons of whiteboard taking pictures?
Sterling: Uh, amazingly enough, Post-IT Notes. That's the majority of our messaging was built through Post-it Notes on walls and on the whiteboard and actually upside down. So it makes it easier when you've closed books or keep it stored. They don't start coming off. But yeah, so we did a lot of white boarding, a lot of Post-it Notes and really built out the messaging that way. And Barnes was a great help. Our leadership team all came together and we grinded it out for a few good days and it came out of some really solid messaging.
Matt: It's amazing what you can do with one of those kind of focused, hyper-focused. This is the whole future. What's the last book you read?
Sterling: The last book I read was Hooked. It's a really great book and uses real world case study examples of how you can boost user interactions within your product. That was probably one of the best books I've ever read before. That philosophy I read was the lean startup. That's one of my favorites that always kind of takes you through how to build an MVP, validate your product. And he's like that. But all these things, these folks are built more towards product managers or product leaders, but at the same time, I think that these lessons can be viable to any entrepreneur or any marketer because it teaches you how to validate and test an idea as well as how to get people to engage with you. And so while these takeaway that took, not necessarily as a product person, but I took them as a marketing person and kind of apply these principles to when we were building our strategy, how do we test it out a small load with a minimum viable product to see if it works.
Sterling: And then before we put a ton of money into it with Hooked, it's kind of like how do you get people to engage, how to get people to continuously engage with you through your marketing, how do you engage them with your content and your assets and things like that. And so there's some really good takeaway from those two books. Some of the read, I probably only get to read maybe three or four books a year, but when I do, they're usually from recommendations from friends. They usually are pretty impactful in my business life and my personal life.
Matt: Do you listen to podcasts?
Sterling: I actually don't listen to that many podcasts. You know, what I do though is a lot of podcasts I ended up seeing on social media, like videos or sound bites. And so I usually find a bunch of those on LinkedIn. So I do a ton of LinkedIn scrolling and reading. So I usually listen to different clips from there. Most of them have to do with marketing or product management or things like that.
Matt: What do you think has been the biggest challenge of getting the Stratifyd message out there or the story? Because I mean our podcast can help direct people to that, but I know you've got a demo video on the site. It's engaging.
Sterling: That's a tough question. I would say the biggest challenge overall was defining our audience because our solution really has unlimited numbers of use cases and we’ve had companies use Stratifyd for marketing. They've used it for sales service, HR, R&D, market research, and tiny use cases, a ton of different verticals, you know, 10 different company sizes from small companies to large global enterprises. We can't do the spreadsheet approach purchase more of how do we target our messaging to a specific lies, how do we first identify the audience to mix the most sense in terms of the most need and the most interest in what we do. And then how do we target the one where we can have lots of growth opportunities within those companies. And so it really took us a lot of just learning, you know, trial by fire to figure out who we need to target.
Sterling: And this was before and after the messaging, how do we, how do we refine this to an audience? And that's the key thing, Stratifyd our message to our office and we are an analytics platform that helps you visualize now we're a customer analytics program that helps you increase customer acquisition and retention. And so we were early on to find out what Google is to from general analytics, customer analytics and then we clear insights. And so we really target our messaging towards customer experience marketing and product professionals as well as contact. So we really narrowed our scope and it's really been, that was the biggest challenge to figure out who we wanted to target, who we, who we needed to connect with the most. And I was learning from our customers, how are they using us, how we grow in their organizations. And then also learning from our partners. Were they hearing from their customers though? What's, what success are they having. And you know, after we learned from that, we really refined our messaging and targeting that was a really was a really big challenge. But I'm glad we solved it.
Matt: One thing that kind of helped me, I like to read, but I'm also a visual person too, like a lot of folks who I guess, but um, your diagram you had where it had the different arrows around the contact centers and it had that motion going around the diagram in the air here. Can't see it as I trace the air. But they'll get it because it actually has some, some movement in there. And I think that's helpful because it's just a, it's not a huge thing. It's not, you're not going to get dizzy, you're not watching a video game with flashes and stuff. It's just a little bit of motion. But it really helps hit home - take you in the journey. So just trial and error around this diagram. It's moving and it's, it's a tiny thing, but I think it's a really important thing because I could understand it a lot quicker than a static image.
Sterling: Our creative team at work again, our creative director and then our, um, our graphic designer and our web developer designer and they really came together with our CEO and said, you know, what's the story that you want to tell? The most important thing he (CEO) wanted people to understand that as a customer analytics solution that's end to end encloses the customer feedback with. Because a lot of times that custom field with [inaudible], we, you know, most companies, you ask them how are you getting feedback from your customers as though we do a survey and they want it to one to two percent of the people actually fill surveys out and then 80 percent of data they get back in the survey they don't even use. They just use the structured data set. They've kept the box adding a number for the form, but all the written content that's in that survey doesn't really get analyzed most of the time.
Sterling: By the time it is analyzed, usually either one it is outdated because it's expired, it's months, older weeks old, and then two, there's human bias behind it. So not only is it a slow process, but there's human bias and interpreting what they're supposed to get from that data. So you have someone who really is passionate about their product or their marketing, reading the results from the survey. They're going to plot what they want to pull out from those results and what to take action or not take action. And if they don't mean to the pharmacy manager, it's implicit bias. But you know, by the time you spent all that time getting that data, not only is it inaccurate, but it's usually outdated. And then there's no action steps after that. There's no clear path forward. And so it's broken. So when it gets to the leadership team, there's the leadership team they actually take action on.
Sterling: It's usually one or two quarters later and it's a little bit inaccurate. So what we really wanted to tell them, that diagram was going to explain that we not only can go from being that you can take that one to two percent of survey data and we can analyze it a hundred percent of it so that, but we can actually do more than that. We can turn every single customer interaction into that similar survey data. So you don't have to rely on surveys maybe. Or if you have a contact center and you get one out of every 100 people that say, yeah, I'll take a survey after the call. What if you take every single one of those phone calls, get the exact same data and metrics without the survey, just from the conversation plot a customer loyalty score, what topics they talked about, their customer sentiment around those topics. You turn a hundred percent of customer interactions into usable data in real time. So it's not. There's no weight on the data is real time. Not only that, it has action steps and so this is how we close the feedback loop and that diagram really did a great job of helping us tell that story. They sat down and white boarded it out and did a great job designing it.
Matt: What our listeners really want to know is does Cara wear the bowtie all the time?
Matt: That’s just one of the benefits of having in-house where your team is. You have portraits on demand, right?
Sterling: (Laughter) Um, yeah. She doesn't wear the bow tie every day. I never wear a jacket and button down right now. This is pretty much me most days a tee shirt and jeans. But we were like, yeah, well look, dress up for the websites, you know, get a little, a little more business casual in their culture. Matt: You know, I'm sure you've found it too, but we have these different analytic tools, you know, where to look at heat maps and all these types of things. But the about us is always where people go to checkout the About Us and you guys have a good one. So we have time for one last question, um, but I would love to have you back because there's a lot more we can talk about Sterling: I'd love to come back.
Matt: Let's say you got to travel through time and could go back to a younger version of you any point in time and give some advice from now. What do you think that would be?
Sterling: It's a tough one, but it's an easy once I got to think of like if I could change something about myself today, what would that be? And if I could have made that change earlier. So I wish I had more technical skills than I have now. I think everyone kind of wishes that some degree, but if I could go back to myself in high school or even middle school, I would tell myself to take advantage of every free opportunity that I have to pick up new technical skills, whether that's coding, design, Computer Science, um, I would have gone back and done that. Um, I think that is very important for people, especially nowadays, especially as marketers like every year there's new tools and technologies that we have to be familiar with them and if you don't keep up with the times and you can get not as effective as you can be. So if I could go back in time, I would've told myself, hey, just learn as much as you can, as early as you can learn.
Sterling: You know people go to college universities, then it's a keeper to learn it. Then after you're an adult and you're trying to find a program. So I would say like, Oh, I would tell myself to learn as much as I can, as early as I can and just equip myself with, some more 21st century skills that would help me be more competitive and a better leader in marketing.
Matt: I think that's great advice and I'm trying to learn coding now without having absolutely any experience. Just for myself. It's not even part of my job, but really it is because I want to understand, you know, and I'm going through this free kind of a code camp through Medium and just starting with baby steps.
Matt: But yeah, so like same thing, I wish we could go back. The owner, Dan Krauss's daughter is going to this coding a place around the corner and I'm like wow we didn’t have that when I was growing up and it's like, whoa. Sterling: I think it's called Code Ninjas.
Matt: Yeah. Awesome. I'm just like, wow, that is. Yeah, that's just, it's so much easier to absorb things and learning for sure. Sterling: So yeah, I go back in time. I don't even know they had that when I was a kid. At least now we have, you know, between coding is for the kids nowadays. There's place I started Tech Talent South that has tons of really great coding programs at reasonable costs almost right here based out of Charlotte.
Sterling: So I think they also do a web design, web development class there. And I also took an IOS development class they were both amazing classes. Um, yeah, I think that there's a lot of opportunities, especially here in the Charlotte area, but around the country, locations from all corners of the United States, certainly there's other companies that do similar things out there as well. And Coding Ninjas is growing really fast too. So I'd say five to 10 years from now there should be something like this in every neighborhood. So it's just so many.
Matt: And I think to now, MIT is released basically a ton of their curriculum online for free and it's just, you could really get an MIT education for free. You could just have to piece it together, but it's like, it's like some other deep learning computer science type of stuff. And it's, yeah, just, it's a great time to be alive, isn't it? Connectivity and access to knowledge information is better now than it's ever been before. And I can't imagine something like 10 to 15 years from now. Thank you so much for being a guest. Sterling: Thanks for having me.
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