The Intersection of AI and Physical Security: Josh Dickinson, the Best Dressed Man in the Channel with PhySaaS explains.

Unlocking the Future of Physical Security with PhySaaS – Josh Dickinson's Journey

Join us for an enlightening episode of The Wireless Way with Josh Dickinson, leader at PhySaaS (Physical Security as a Service). Hear about Josh's entrepreneurial journey, from starting in telecom at 16 to co-founding multiple successful companies. Learn about PhySaaS’s unique approach to physical security, incorporating advanced AI and Verkada hardware into a turnkey solution for businesses. Josh details the state of the security industry, the importance of integrating physical security into cybersecurity, and practical advice for partners looking to enhance their offerings. With engaging insights on market trends, customer profiles, and the ROI of security solutions, this episode is a must-watch for tech enthusiasts and business leaders alike. Don't miss out on Josh's unique perspective and invaluable advice!

00:00 Introduction and Guest Welcome
01:38 Josh Dickinson's Career Journey
02:48 Founding PhySaaS
04:21 Understanding PhySaaS and Its Offerings
06:00 State of the Security Industry
10:20 AI Integration in Security Solutions
12:24 Event Highlights and Industry Insights
15:22 Access Control and Compliance
17:13 Innovative Security Solutions: License Plate Reading Cameras
17:30 Integrating Access Control Systems with Emerging Technologies
18:18 Partner Profiles: How to Sell Security Solutions
18:42 Six-Step Process for Simplifying Security Sales
21:01 Maximizing ROI and Overcoming Security Challenges
24:57 Trends in Security: New Builds vs. Existing Structures
29:11 The Importance of Managed Security Solutions
30:31 Final Thoughts and Encouragement

Learn more about PhySaaS here

Learn more about Josh here

Transcript

Chris: 0:00

Welcome to another episode of The Wireless Way. I'm grateful that you're here. I'm grateful for my guest, Josh Dickinson. He's the leader, at PhySaaS Physical Security as a service. A little bit about him before we bring him on. He's an entrepreneur at heart. Let's get that outta the way. This guy is a businessman and loves and as a heart for the channel. Successfully helped start two separate companies and taking them all the way to market. If you've ever done that, and most of you that are trusted advisors, you know what that's like. You started your company, some of you have been doing it for a long time. Some of you're just starting, so I think you're gonna really enjoy this conversation. The throw behind starting a company, building it, shaping it, evolving it to fit the needs of partners and agents, and then continue grinding until there's a real company with efficient processes. Important word processes and just as important products that make impacts and a value that's proven. That is what drives him. And if anyone that knows Josh Dickenson will be nodding their head right now going, yep, that's the Josh I know. After being in the channel for, or for 20 years the channel is his passion. I think you can see that. If you don't know Josh you'll pick up on that today in this conversation. Josh, welcome to the show. I'm glad we were able to get this lined up and meet today.

josh: 1:18

I really appreciate you having me. I can't wait to share kind of the story behind Fi. And the security of as a whole in general?

Chris: 1:24

No, that's it's, I feel like it's such an overlooked area, but yet such a critical area and has been for a long time. Before we get to that though, tell us a little bit more about you, man. What's not the bio and how did you get here?

josh: 1:37

Yeah. I started my telecom, my, my it, whatever you wanna call it, career. When I was 16 years old, the day I turned 16, I walked into M-C-I-M-C-I world com. I was, by the time I was still 16 or before I was ever 17, I was promoted to a supervisor running a top five team in the country for the next four years. Slinging long distance. So you have at and t paying at 15 cents a minute, 5 95 monthly fee. I have 2 95, 5 cents a minute. Four free blockbusters. Stay on a line. So doing all the long distance stuff back in the day. Went from there to a software company, built that up. Took off to Real Links, which was a small MSP aggregator. Was there for about 12 years. I was still channel focused. And then from there they sold off to GTT and my partners and I started Hyper Core networks, which was another MSP aggregator, which turned into a worldwide, aggregation company that got sold to Nitel. And even at Hyper Core the last six months, we were working on a security, me a security product. Because there's a hole in the channel. It's a huge miss as far as opportunity there. Just because it's the same decision makers anymore, the same people that make the decision on a telecom side or the same people that make that decision on the security side.'cause it's all cloud-based anymore. So started PhySaaS with John Reed and John Page. He's our part, my partners in this. And so it is been a fun ride. It's completely different from the hyper core. Hyper core is very transactional, very easy as far as just the process goes. This is still the same. It's just a little bit more cumbersome. It's a real solution sale versus just a transactional. Here's your price. Which one do you want?

Chris: 3:12

Nah. That makes a lot of sense. Going back to when you were 16, e even before that, did you ever consider yourself a techie?

josh: 3:19

Oh no. So I'm not the gadget techie detail person. I'm a big picture. I don't own tools. I don't own hammers or screwdriver in my house. Like I don't like. Details I details are for, to, for someone else to figure out. I like big picture. I like the process. I like the figuring out how, what's missing, how do we bring it together type of environment. So no, I don't own tools. I'm not techie. I'm more of the sales talk to people, relationship person.

Chris: 3:46

There's a lot to be said about that, and that makes a lot of sense that you're this entrepreneur guy.'cause big picture, it is hard to be a big picture guy if you're stuck down in the depths of the details. And you need both. That's why I think your partner with some really sharp, smart guys that, have that skill set too. But yeah, that everywhere you go. There's, yeah, gosh, I might get jumped on by the Apple people. I thought, Steve Jobs he had Wozniak or whatever his name was, Steve Wozniak or, he was more the engineer. Steve Jobs couldn't build an iPhone, if you put a gun to his head, but he knew what he wanted it to do, he knew what the outcome was supposed to be like. And that, that's really cool, man. So let's jump to the topic at hand. PhySaaS, there's a lot of as of service acronyms out there, and it's really unique that you guys, incorporated into the company name. So tell me more about FI SaaS and then, when you're done with that, I'd like to learn a little bit more about state of the security industry.

josh: 4:36

So PhySaaS itself, physical security as a service, as you stated? Basically what we've done is we've taken all of the Verkada products. We are the only Verkada MSP out there, so all the Verkada hardware, the licensing. We basically take all of that and we turn it into an opex model. We amortize it across the course of a term of traditionally three or five years. We add some management pieces into it basically making it a turnkey solution for the customer. We have six easy steps to take'em from start to finish. We project manage and we do everything along the way for'em. We've revised our process and revised our process over and over again to make it extremely simple on partners. Taking that customer and just making'em feel secure, understanding what their problems are, what they're trying to solve for, and then we always have a solution. So if you're not familiar with Ricotta itself, ricotta's the only platform out there that brings your cameras, your doors, your alarm monitoring. Your panic buttons, your air quality sensors, your guest management and brings it under a single paned glass. So if you think about your traditional, if your home environment, you have a app for your ring doorbell, an app for your garage door opener, an app for your a DT, you have a dog or a tiger somewhere in your house, you have a safe, none of that stuff. Talks, communicates, integrates the Frita system, it all pulls everything together so you can have visibility and. Day, all your locations, all the different solutions right through at your fingertips. And then going into the state of the industry as far as security. 75% of companies right now place physical security as one of their foremost priorities. Over the last five years, 60% of companies having counter breaches of some kind of sort in that physical security world. So whether it's somebody being, something being stolen, whether it. An employee being harassed, something along those lines. And the average cost of security is about a hundred thousand dollars every single time. That's just the average cost. So you have costs that are way more expensive, you have costs less, obviously, but for a hundred thousand dollars every as the average, that gets pretty expensive, especially if you're in a, an area that's gonna continue to get vandalized or continue to get broken into. So that's really where PhySaaS comes into play is we're making it easier for that customer to buy easier for that partner to be able to sell into and expand their portfolio with that, make it more sticky. And the product itself is second to none. Just the technology itself.

Chris: 6:57

And five. SAS has been around for a couple years now. Right?

josh: 7:01

Yeah, actually two weeks from now will be two year anniversary June 1st. So yeah, so we're off to the races. 65% of our customers are multi-location. I think it's going back to the exact same reason I just said is that it's bringing everything together from all aspects, but at the same time, the management over the top customers don't have that. That management group anymore, that security team to be able to manage everything. So we do everything start to finish. We do free truck rolls even, right? So we're monitoring the cameras for up, down, the camera's down for 15 minutes. We automatically open a trouble ticket, communicate with that customer, and then start that truck roll process so that way they have that shortened liability. And it's a 10 year hardware warranty with ricotta also, so there's no over the top costs. Later on. There's no gotchas. They only pay what they pay monthly and everything else is included.

Chris: 7:49

Wow, that's fantastic. And that's where it's all going, man. It's everything as a service. It's a subscription model, it's managed services, so that's right in line with where a lot of the rest of the channel is going. And these nearly two years, I'm sure you've been on numerous discovery calls, as you mentioned, multiple deals closed with large multi-sites. Is there a common thread that you just, you hear on every call or, in terms of a trend maybe with the end user? Is the commons, are the problems common or do you feel like it's all over the map on why people need your service? I.

josh: 8:24

There's probably three or four main areas that people are trying to secure, or there's three or four different things people are trying to solve for whether it's protecting their people. I. Protecting their assets, protecting their property. It's normally one of those three things. When you protect your people, they feel more secure, they have better productivity, they want to be at work. Obviously protecting your assets in your property, that's money out the door one way or the other. Otherwise. So that normally falls into one of those three buckets.

Chris: 8:53

Goodness. And that makes a lot of sense too. And I'm, I'm thinking if I'm a partner listening right now that, that makes sense. But is there, it almost seems like it's not really, I. Necessarily industry or vertical specific all those things exist all throughout business, but are you seeing is there any sweet spots that you feel like if for a partner, if they have this vertical in their portfolio, they should just go after it? Are you seeing any trends there in terms of the profile or the type of customer.

josh: 9:21

Yeah, some, it seems to fall in that mid-level to enterprise level customer multi-location, as I mentioned, is a huge aspect of it.'cause instead of them having. Four different apps per building. It brings everything under the single pane of glass. So that seems to be a big trend. But we'll do, a two, two cameras for a gas station, or we'll do 160 cameras for a manufacturing warehouse. As far as niches, car dealerships seem to be a big thing right now. HOAs, nursing homes they all seem to be parts of groups of, pE money or whatever the case is, where they have multiple locations, they have the money to be able to spend, but they also wanna make sure everything is secure to protect their property and their people. I mentioned HOAs healthcare clinics. Right now we're installing a 30 site healthcare clinic in Texas. So really it's that multi-location. That suite supply's probably two to 30, 40 locations realistically. But we could definitely handle more than 40 sites depending on what the customer has.

Chris: 10:20

You, another buzzword that's hot right now is ai. How does AI play in this solution is there any components of ai?

josh: 10:28

Oh, then it is, it's completely full of ai. So the guy that created Meraki back in the day, the old COO, when they sold off to Cisco, he actually is the founder of ada. So the SaaS model, the technology, the ai, it's very prevalent. Whenever you're looking at the command portal or the back office is ability to do searches, right? You can do a search for each. All white vehicles, white electric vehicles that are non Prius. Show me everybody that's wearing a red shirt and a backpack. One of the new features that just came out is safety goggles. Like you can actually do checks for or show me all the people that are not wearing safety goggles or are wearing safety goggles or safety vests or hard hats. So it gets into that construction and that kind of safety manufacturing area at that point. So it's all built into integrated. One of the coolest things about Verkada's product, if you tie it together a door and a camera, is you can actually get tailgating alerts, which, no, no one else out there offers this. So if one person swipes their badge and three people enter, you get a text on the spot. So proactively, you have people in your building versus kind of the traditional model of you don't know until you do. So it's that kind of stuff that makes super proactive in the experience as far as, the security itself. You can also upload faces proactively. So if you have a person that comes on site constantly causing damage or harm you can actually upload their face up proactively. That person comes on any of your locations, you get a text on the spot. So think disgruntled employees or disgruntled comp customers that may just go site to site vandalizing, you can know ahead of time when, as soon as they're on site.

Chris: 12:03

Mean, so it's definitely a proactive approach. For years, security cameras were there as a deterrent. I think a lot of'em, I forgot the stat, a lot of'em sometimes don't even work. Of course, no one sits physically watching in most cases. Yeah. And when an event does happen, it may take hours and hours, if not days, to go find the event depending on how far back it was. So I.

josh: 12:23

Oh, absolutely.

Chris: 12:24

I love that you guys had a a fantastic event a month or so ago at the Isabella Stewart Gardner Museum and yeah, if you're listening, you haven't seen the Netflix show. This is a robbery. It, talks about the 1990 theft where some bad guys broke in. Basically, I stole some, high dollar paintings and it was such a neat venue. One, it was a beautiful building. It's the history of the building and Isabella Stewart Gardner herself. It's just amazing. But the story's amazing. And of course, the whole idea of the event was around ADA and via SA and security and had a great panel. What, how did, yeah, any feedback from that? How did that go for you guys? Did you feel like that was time well spent?

josh: 13:04

Yeah, no, absolutely. We, if you, the story itself, like you said, 35 years ago, a bunch of Rembrandts were stolen and they were never solved for, so they're still out there to this day and they know who stole'em, but they don't know where the paintings are. So it's an incredible story when you actually dig in and figure out where, who stole'em, how they actually did it. There's a lot of different mysteries still behind it, how they even got the paintings out. So yeah, it's a really cool story. If you've never seen that

Chris: 13:28

Yep.

josh: 13:29

But to answer your question, yeah. The panel itself was very informative. We had the, I think the Boston chief of the fire department there talking about it. The state of Massachusetts public ser safety commissioner was there on the panel as well. So they were, gave a lot of good information about kind of the state of the business and how they use Veta to keep their sites and the convention centers proactively taken care

Chris: 13:53

Yeah. Oh yeah. That, yeah. The convention center use case was pretty amazing. And you, and the one that kind of, I think could easily sneak by you, even for the audience. I wonder how many people caught it, but the, there was I dunno if he was a CIO or the IT leader for a major law firm was talking about even employee identity and protecting,'cause and law. There's a lot of physical evidence in terms of, papers and files and he was just talking about how they, they have an obligation to their clients to make sure all this, this actual evidence, whatever is safeguarded. And it's always interesting too, and, cybersecurity is such a big buzz word, but if you don't, a, an element of cybersecurity risk could be the physical security of the facility. Someone can, in the spot movies all the time, right? Someone sneaks in and puts a USB drive and the server and now they have access to everything. It's neat how you see this the merging of it. So I would think it seems like a no-brainer if you're a partner and you're selling cybersecurity or you're having cybersecurity conversations. It's just one more question. Hey, let's talk about physical security. How what's your plan there? Is that, is, do you see that correlation?

josh: 14:53

Yeah, no, absolutely. Cybersecurity versus physical security you're protecting something. Whether you're. I your data or you're protecting your people or your property, your assets, that's the point of security is to protect it. And going what you mentioned as well, to get your cybersecurity insurance, you have to be sought to compliant. In order to be sought to compliant, you have to have access control. So it all ties together as a whole, one way or another in order to get insurance, in order to keep your people property safe and protected. So it all comes back full circle.

Chris: 15:22

Yeah let's dig in on that a little bit. You mentioned it gets, to be stock two compliant, you have to have access controls. Give us some examples of what you can do there.

josh: 15:31

Access control is just your door readers, right? You walk up to any building or you're at a hotel and you use your card in your door, or you use a card on a card reader that's access control. So it's basically controlling who has. Access to that environment? What time of day, what means what doors? So you're basically protecting all your information, your property, specific times of day set by specific people. With access control with us, you can use Bluetooth. So you don't necessarily have to have a key fob. With a key fob, I can hand it off to my buddy Chris, and Chris could then drop it and somebody named Bob could pick it up and then. Now you have full access to the building, whereas my with Bluetooth on your phone I don't let my phone out of my site. I don't give it off to anybody. It's it's my information. So it's a lot more secure than having that key fob that could be dropped or stolen or handed off. I.

Chris: 16:21

You even seen in, a lot of the hotels in a big Marriott guy. That digital key, on the phone is, I'd rather have that. Yeah, you're not gonna lose that. I lose the keys all the time. I felt have you seen, I've heard some use cases too around, going back to AI and facial recognition. Could the of service, tap into, the HR database, API and have the employee headshots there and recognize someone and unlock the door from that perspective, is that an option?

josh: 16:47

That's not an option yet. That's it's, I believe that's really close. I know that's been requested over and over again and every. Two to three months Verkada releases new products and new firmware updates that have just that cooler and newer stuff involved. The last firmware update was the ability for the safety goggles and the vest and all that stuff. The release prior to that allowed face blurring for HIPAA environments or in school environments for minors. One of the other releases was the. LPR cameras, the license plate reading cameras can actually open and close security gates outside your property now as well. So lots of different things as far, and that goes back to access control as well. But lots of different ways. It intertwines.

Chris: 17:29

No, that makes a lot of sense. No, I figure that's a part of that emerging technology. Because essentially. And almost every case, right? Those are two different systems. The access control system was a vendor by a certain brand, right? And then your cameras are a, a DT or somebody else if they're not Rico at yet. So yeah, those sy it's not uncommon that they're not talking even today. So the fact that's on the roadmap, I think that's a huge, that's a huge thing. And I was talking to one other security expert. He goes yeah, but what if someone. It prints off a picture of your face and holds that up to the camera. And I thought that's, yeah, I guess that's, I guess that could happen, so maybe that's not even foolproof. Although, if the camera's smart enough to tell 1D versus three 3D mean, I'm sure that's maybe the component. They're working on. Excellent. So let's pivot a little again, as we talked about the technology, the offering, the state of the industry. Let's talk about partner profiles, and of course we hit on customer profiles already, but, what advice do you have for partners not selling this today? They're looking to increase their revenue. Is this a heavy lift? How do they get into the motion of proposing this and getting discovery calls going and closing deals?

josh: 18:37

Yeah, so really good question. Security's new to the channel world. I understand that people, it's new. They don't want to feel like they're not the expert in it, and that's really why we created a six step process. We try to make it extremely simple for partners to offer it. Really all we want is an intro call to that customer. So step one is an intro call, right? We just make sure that they're in the market. What are they trying to solve for? What are their pain points? Next step would be a demo with our engineering team. We. Show them all the cool features, all the technology, the ai, how everything comes together. We also send them budgetary pricing as well. If they like the pricing and they like the demo, we actually pay for a site survey. So we roll a truck out to their facility. Understand. Can we reuse the existing wiring and hardware that's already on site or is it going to be a brand new refresh of cabling? We get the full bomb. That technician will suggest blind spots, suggest different things. When we get the full bomb and installation cost, we put it all together as a full proposal. We present it to the customer. The only thing that's upfront is the installation, so we make it extremely easy for that customer to buy as far as they're not putting$80,000 up front for the hardware, another$80,000 for the installation. They're paying a monthly fee for all the support management hardware, and then they. Only pay the installation up front. We project manage the installation, so that's off their plate as well. We set up the entire security posture as the customer's requesting, so all the different alerts for facial recognition, for tailgating, loitering motion detection, and. Timing and all that stuff. We even load up all their access directory and there's stuff for the people who, what, where, and how much for access control. So who goes through what doors, at what time and what means, and me measures. So we do all that for'em. We basically set them out. We do all the training, support, maintenance behind the scenes ongoing. So anything the customer needs, they just send us an email and then we continue on with it. Camera monitoring and the free truck rolls as needed per the customer. So we take everything off of their plate. We, they don't have to do a single thing except send us emails for the entire process. And then it, as far as just what they're leaving on the table, we're doing a, that 30 site, a healthcare clinic right now, all 30 sites are about$3,000 a month each as far as the monthly. So that customer's paying in$90,000 a month, that equates to pre almost$20,000 a month for commissions to that partner. Money's definitely in it.

Chris: 21:01

How do you help the end user understand the ROI on that 90,000? Is there, this obvious, this would help, I think partners recognize, identify opportunities. If they could say, yeah, 90 grand sounds like a lot, but to have 30 locations and to have three, or, at least two or three shifts of security guards or even the risk or god, what's the word I'm looking for? Eliminating the risk by having this service in place. Is that how you come up with ROI? Any other thoughts on that?

josh: 21:27

Yeah, no. Lots of thoughts. One is just the cost of the dollar, right? Take it. Do they, as of right now, government tariffs, all that stuff's kind of all over the place. This lets'em save their capital upfront. So instead of that customer, an average camera price let, saves about a thousand dollars. So instead of that customer basically paying$30,000 per location for the. For the hardware upfront, plus the extra money on top of that for licensing, they're able to spread that money out. Furthermore, on top of that, the, if you think about an average camera, cameras will die, especially an exterior camera due to the elements of the weather and rain and everything else. They die every three, four years on average. ADA provides a 10 year hardware warranty included. Guaranteed. So if that camera dies three times over the course of 10 years, they're don't get that newest and greatest camera every time it comes, every time it breaks. So even the cam, and what's nice about it is that with a firmware update, skiing pushed out, they don't have the same quality, the same features as that camera they bought nine years ago because they don't have all that updated. They may have a 16 K or a 80 K camera at that point, depending on the technology of the resolution. But the features, the technology, the cool stuff will all be identical.

Chris: 22:40

Wow. No. So where do you see the deals coming from? Are. I imagine there's probably some partners, because I've talked to them. They used to be a DT resellers. There's a very small percentage, less than of 1% maybe that kind of come from this space. They understand security cameras or alarm systems. Again, that's a very small percentage, so we, that ain't gonna work more than that. And then there, imagine there's partners that, that see your presentation, they hear your story, and then they look at their existing customers. Do you have a sense of, are a lot of the deals coming from existing customers, or are a lot of these net new logos for you and the client and the partner?

josh: 23:15

It's a combination of both. It's really just that partner asking the question, just what are they trying to solve for. I think I told you before, I, my guess just based off of conversations I have daily, I would guess that 40% of all the cameras that are outstanding right now don't work. I. In all facilities. We did a rip and replace here in Austin at a school, a private school. They had Honeywell cameras. They had 40 of'em and 15 of'em didn't work. They called Honeywell. They, Honeywell took three weeks to come on site. They charged'em$1,500. They looked around for five minutes and said, go buy new cameras. That's the process that

Chris: 23:47

great that's the fear of uncertainty, doubt story. You want to learn and tell.

josh: 23:51

Yeah, no. So that's really where we come in. Like we, we, as of camera one, we would've automatically notified them. We would've already had a truck roll out there within a couple days. We would've had it replaced immediately, and it just shortens that liability, especially for a school. You have young kids running around, you have, lots of different op, lots of different hazards and stuff at a school obviously. So yeah that's really where it comes into play as far as we're asking the questions. It's the same decision maker anymore that make, that makes the telecom decision because this is all cloud-based. I was actually speaking to a woman a couple days ago who said that I don't deal with, I only deal with, I deal with this. She only deals with the network and all that, not the actual. Access control cameras. When I explained to her, everything fell into the cloud. That changed the entire conversation. Completely reached turned 180. We had full on demo and kept the conversation going. So it was just a different perspective. Whenever the partner and that customer realized it's not just putting a device on the wall and it's it's not a device we're selling, it's not a widget, it's actually a solution.

Chris: 24:53

A smart solution at that, are another question from trends. It seems like a new build situation, a new building going up. Is ideal other than, it might take, six months or a year for it to be completed. But if you come in at the right time and it's already dried in, the walls are up, the ceiling's on and they're just starting to run the wiring or whatever, that, that's a great solution. So I got a handful of partners. I know. I'm thinking of that. The focus on commercial real estate, focus on commercial new build, construction companies, versus, as you mentioned, the rip and replace. It's already been there a while. I was thinking about the, even that museum the Isabella Stewart Gardner Museum, I mean it's historical building and they're like, yeah, we can't just run wires through the wall'cause we can't even drill in it. We can't even put holes in the wall. Is there any trends there? Is it all over the map in terms of new build versus existing structures and do you favor one over the other? I.

josh: 25:47

It's a little bit of both, honestly. New construction or customer moving makes it extremely simple. Our engineering team will actually work with their GC or the general contractor to understand. Where they're thinking about putting the wiring, what they're doing for the doors and the door hardware. We can actually we've actually saved a problem in the past where the customer was on, put glass walls next to the glass door. Two, two glass double doors and another glass wall on the side of it, which at that point, where do you put access control as far as the card reader goes, you don't wanna put it 30 feet down the hallway. So we were able to talk to the GC ahead of time and kind of make recommendations on changing the door change or at least that wall, so that way they didn't have to redo that later on whenever they did want the access control. So getting in as early as possible definitely is beneficial. If the customer already has cameras like I said, most of'em don't work anyways, so it. Just asking that question as far as what are you trying to solve? Are your cameras working? And then we can traditionally use the existing wiring that's in place, assuming it's cat five or cat six, so there's not a lot of cost involved as far as the installation. It's just plugging in a new camera.

Chris: 26:55

And I imagine this next question may be, it depends which is so often the answer in technology. It depends. But from the time, the first discovery call. Mean that the partner and the client are, cooperating with meetings and whatnot. What's the average timeframe from discovery call to install complete?

josh: 27:14

Traditionally it's gonna be probably about four to six weeks. And again, it goes based on what you mentioned as well as far as how fast does a customer want to move. But we can knock out an intro, call, a demo, budgetary pricing, all within a week. We can probably get the site survey done week two. And at that point, just waiting for the numbers back. That'd be week three and then. Placing the order and coordinating the installation with that end user and the technician. That's week four or five. So we could get that out the door pretty quickly as far as that goes, but it is a solution. Obviously, if you think about like a fiber, like if you think, or if you relate it to fiber or like your telecom, if you sell Comcast fiber, it's going to take that same three month install period as well. So it's that same kind of mentality of just get ahead of the game.

Chris: 27:57

That's right. Anything worth having is worth waiting for. That, yeah. Anything that's too instant you gotta be a little suspicious if it's oh, we'll be there tomorrow. Mean you can go to Amazon and order, you know your ring doorbells and all, but those aren't commercial grade. There's no support. There's a lot of reasons why that's a bad idea. It's quick and it's what's the same reliable, fast, and cheap. You can have two, but you can't have all three. I think that applies here too. Man, Josh, this has been a great conversation. Very enlightening because like I said, you said earlier it is not a traditional telecom channel solution, but I think it is becoming one because of the cybersecurity, because of the networking, because of the cloud. It's got all the ingredients of. Telecom and technology and it's just solving a different problem. And I think that's what is great about what you're doing and what, so many suppliers are doing and trusted advisors. We're solving everyday business problems with technology and it's getting better and better. And yes, I know it comes with his frustrations and limitations at times, but. I don't know. From my perspective, there's a lot more upside than downside. I'll all day long, we'll lean into this. Man, I landed the plane a little bit, man. Any last words, anything that you want cover we haven't talked about yet? I.

josh: 29:09

No, really, like I said, I two things. One, this is a managed solution, right? So this takes the entire customer experience and does gives them a turnkey offering versus a traditional model of them having to go find the hardware, finding the technician, getting it installed, managing it themselves. Setting it up, all that good stuff. So this takes all that off their hands and makes it extremely simple for that customer. And then I'd say just my kind of a quote that I live by is, why put off until tomorrow what you can do today? Benjamin Franklin said that procrastination always seems to shoot myself in the foot, so you might as well start today, somewhat else will sell it. Otherwise, if you're not selling it, so you may as well.

Chris: 29:48

I love that quote. That is a great one. Yeah, you told me you had one. You told me what it was, but that, there's a lot, there's a lot in that procrastination really burns. I mean that in my older age I'm finding myself, I'm walking through the house, I see something like, loose doorknob or something that, you know, first tying into that same quote, another one, it's not really a quote, I guess it's more of a thought, if something bothers you. Address it, take care of it. Don't walk by the same loose doorknob for a month going, oh my God, that door knobs killed. Just, I literally stop what I'm doing, Lord will, and I have the time. Go out to the garage, get the screwdriver, and just fix it. And now the next time I go by it, I feel satisfied. I've accomplished something. But yeah, procrastination, I just don't think there's, I can't think of a situation where that's, that pays off nicely. But I do have one more question just popped in. Anyone that knows you well will be. Mad at me for not asking this question, and I almost wish we were on video. What kind of pants are you wearing today? I'm sure I'm not, I'm sure Are you wearing shorts? But if you wear, any cool pants today.

josh: 30:46

Not today. I'm actually moving as we speak, so moving houses. So I have actually shorts on, I have shorts on. Have crawfish on'em to tell you the

Chris: 30:54

Okay. So you got some cool shorts on? There we go.

josh: 30:56

I got cool with crawfish.

Chris: 30:58

That makes sense. I see. That's what I expected. I'm just glad you did come back going. What makes you think I'm wearing pants? But I'm glad you're Yeah, I knew you would be. Yeah. This is this is not a family show, but yeah, we do try to keep it above board and professional, but yeah I tell everybody, man you're the best dressed in the oddest way at every channel event, right? So that, that's your shtick.

josh: 31:17

I.

Chris: 31:18

Yeah. Yeah, it's, it is a compliment. You're not trying to, you definitely, you have your own music you dance to and you do it well. And I've always enjoyed your friendship. You've always got a smile and a handshake. Thank you for that. And yeah, thanks for making time today.

josh: 31:32

Yeah, absolutely. I appreciate it as well, and look forward to seeing you next time.

Chris: 31:35

You bet. There you go folks. Another episode of The Wireless Way. And as always, if you heard anything, you hit home, you thought about a client, you thought about a business partner or colleague, share this episode with'em. Check the show notes. I'll have some links to. His website and more information about how you can do business with Josh and his team. Thank you very much. And also don't forget to check out the wireless way.net website. There's a connect contact us button if you have any suggestions, recommendations feedback. Love to hear from you@thewirelessway.net. And until then, have a fantastic remainder of your day. Be the moment and don't procrastinate. That's our message today. See you next time on the Wireless Way.