IT in the D ep320 – Nuspire


Listen in as we recap last week’s event at Whiskey in the Jar, as well as the news, events and stories that caught our eyes, and then deep dive with our friends at Nuspire about their growth, all of the positions that they have open currently, and more…

Nuspire is at:

Speaker:              Hey, welcome. Thanks for hanging out with us. This is episode three 20 of the it in the D show. Guests this week include a hundred episodes away from four 20 Oh I don’t know where that came from. Sorry. Guest this week include Maria Graham, Pat Sullivan, and from our friends at NuSpirea this security awareness month or we’re talking about programs, how to keep yourself secure a bunch and a bunch of news hacks that are coming out and different and how this company is absolutely blowing up lately and it’s been fun to watch. Cool. And then we’ve got a whole bunch of stuff going on in South Park’s killing it again. Bunch of hacks. Star Wars tickets are on sale that I already bought them. Davie may fire when ready. What is up? Thanks for hanging out with us once again and click and play. This is the it and the show.

Speaker:              We made it all the way up to episode 320 broadcast and live here in studio one in podcast E Triton. Beautiful Royal Oak, Michigan. This is Bob, the sales guy. That is Dave the geek. Randy. I do the Twitters is doing the Twitters, find this online and it in the Do us a favor, give us a like on the socials and subscribe to us everywhere. Fine podcasts are sold. All right, so what do we got? We got hold on. Heads off to uh, the staff and Augie and everybody over whiskey in a jar. Dave, you use into that? Yeah, no, I’m just getting ready to talk event. This was an event post event. Then you could do new events. Um, but no, uh, every, you know I had worries about parking. I was going to jar obviously already figured it out cause it was, it was packed.

Speaker:              There was some regulars there, but that was good too. But yeah, it was packed and everybody said, thanks for having it out here. I appreciate it. And the over under was nine and we had, we beat that at five 25. Yeah, fine. No, it was great. I mean like it’d be in wrong. No. And whiskey in the jar was like, that’s one of those places where like I said, it’s what we used to do. Like, it’s, you know, bring people to like, kind of a little out of the way off the beaten path places. Um, and, and I, if I heard it once, I heard it a dozen times. Oh dude, I, I’ve heard about this place. I keep meaning to get here. Awesome. It’s one of my favorite bars in town. Yeah, no doubt. Yeah. But yeah, thanks to the staff that, you know, Mikey and, uh, AKI just hung out for a little bit, but yeah, Mikey, Mikey outdid himself.

Speaker:              Great bar time. It was great. Uh, but so next coming up, we’ve got Ann Arbor on the fifth, I believe. Yeah. We’ll be at haymaker public house. Cool. Right on Washington. Make sure you vote before you come to the meetup. That is a trait that at that day, election day, man, uh, and then the 21st we’ll be back at Umbro sweet downstairs. That pizza in eyeball pinned video games and electronic jukebox. Yeah. So, Hey, um, you know, we, Dave and I talk about all the time how we a email spreadsheets. We still haven’t figured this thing out, but I think we finally did. Um, we, we don’t know. We’re, we’re on all these different platforms. We, we, we don’t automate anything. Email for those docs for that sheets for that, but box for this, right? Yeah. Yeah. You did. I send you the Dropbox link. New, but Hey, growing up business is super hard, especially when you’re wasting hours moving data from emails to spreadsheets and CRM or wherever.

Speaker:              That stuff should just, shouldn’t that stuff just happen or that you’re lifting a finger? Our friends at Zapier can help. It is the easiest way to automate work that connects all of your business software and handles work for you. So you can focus on things that matter most. No more wasting time on tasks you know, could be automated because that’s what they were built to do. If you don’t know what they are, checked them out. They’re literally, they strip the APIs out of literally every app you use. Got them to talk. So things like a sales automation, if somebody comes in, bring, comes in from your website, fills out a contact form, it goes right into CRM, triggers all these different alerts. When someone buys something from an eCommerce site, it’ll trigger a financing, shipping it. It’s insane. Doesn’t come with trigger warnings. It does not.

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Speaker:              Zappia web 2.0 spelling. Right. So there’s a silent K in a Schwab and lot and yes. Um, but you know what, you know what our events though, it’s amazing. A meetup comes out and says they’re gonna charge $2 per 10 day and the, the mad coders at Microsoft, I mean LinkedIn, uh, went to work and now LinkedIn events is back. Yeah. And they announced it like they’d never had it before, which was the part that made me laugh like you clowns, like we were using you exclusive until you just dropped it for no reason. And then we had to go to meetup. Right. That was the only available option because we have 8,000 members on LinkedIn and like what a thousand on meet? I lost half of our traction. Yup. Well, well eighth whatever, 87.5%. Thanks. Sales guy. Yeah, I wasn’t going to do 12 and a half percent.

Speaker:              Yeah, exactly. Do the math. But you know, we lost literally. Yeah. It was my understanding there would be no math. I did it for, you know, if you want to be 87.5% of our, we lost, you know, and who knows who, you know. Yeah. And it’s, and that’s not guaranteeing that, you know, it’s crossover that could have been new people that we picked up that aren’t on LinkedIn. And yeah. I mean, cause we did, we use LinkedIn events for fricking everything. Um, and I played around this feature maybe cause I’m not a group owner, but I couldn’t have see you in a way to associated with a group. Can, can group owners create it on the vent was never associated with the group. Like, so it was always you just created an event. Yes. You just created an event and off you went. Um, it would be better if they could do that, but yeah.

Speaker:              By the way, I’m, I am going to come from the South park. I was giggling all day, last couple of days or after I’ll do it. It was amazing. So killing it, they’re not just killing it. They’re gonna make about what, half a billion dollars on the new streaming deal. Cause they’re shopping, they’re shopping themselves around, which probably won’t be picked up in China anytime soon. But member member member when South park had all the episodes for free. I ma I remember now. Yeah. Now someone’s listing anymore. No, no, no. It’s been awhile. I think it’s like a clip and then you’ve got to go to a Hulu or whatever. But if you didn’t see this week, I’m totally going to spoil alert for you. Um, basically they’re trashing on the impossible burger from burger King, which is so good given that we just had all the hatch Detroit and the beacon folks got my favorite part.

Speaker:              My favorite part of rainy goes to burger King and he goes, it’s impossible burger. No takes a bite. Goes tastes like shit. And like 10 burger King guys. I can tell it. Nobody seems to mind. So the whole Oh no, no, no. So no. So that like that was when Randy started making them. Um, cause that was right in the beginning when he went to burger King. Then he made it, decided to make them afterwards. Right. And started making them with all of the leftover weeds and all that other kind of stuff. And so yeah, there was like, he’s like, Oh God, Steve’s like shit. Takes another bite.

Speaker:              Not that bad. Best part is the teas wearing the tee shirt, like to promote it’s Tegrity burgers. It starts this thing and it’s a Tegrity burger and it’s tastes like shit cause you won’t care cause you’re going to be high. You could buy them on Etsy, which is great. Like the shirts to the burger. I wish you could buy the burgers. Oh my God. Like, so then the, the, the impossible people are like being incredible people in South park. Yeah. So like he’s like, I’m a goo man. I sell, I so go, Oh yeah. I tried to play the whole, uh, like I couldn’t figure out if they were going for Stephen King character. Uh, but yeah, I’m a goon man and all I do is so goo goo that can be made in the hamburgers, patties, anything. You want it, they do it every week anyway.

Speaker:              If you’re not watching it, you’ve got to catch up. It’s only been like, what, three or four episodes? Three or four episodes. It’s been pretty awesome. But, um, what’s, so when all this madness came out with Cinemax, with Comcast, I went, you know, when we had Comcast in here and I’m like, you’ve got to fix my crap. This is stupid. Yep. So I got my Cinemax. Uh, but guess what? Then all of a sudden start didn’t work. And I go, they, they moved they bars, they moved one in the other. But you’re telling me they dropped stars altogether. They are dropping stars. There was a big to do about it because I guess the new episode of Outlander, something was supposed to premiere last night. Um, and there was a big deal, there was a whole kerfluffle about it. Power. I think there’s another other one.

Speaker:              Apparently 50 cent was, was raving about power and it was, it was the post about that that cause people were mocking 50 cent about it at, that’s what brought it to my attention cause well who doesn’t love to mock 50 cent? Ah, yeah, I know. Uh, but yeah, so yeah, now they’ve, now they’ve dropped stars and that’s a thing. And dude, like again, is it final or are they still negotiating? Uh, apparently the deal fell through and so I guess, I think it’s in the stars by the way. Lion’s gate. The movie production company. So they’re not part of the whole conglomerate. Apparently they are not part of the, yeah, apparently they are not part of the whole food chain yet. Um, and so, I mean, I guess good for them. Uh, but I mean, right. Not good for them. How many subscribers they lose? Well, what are they going, what are they going to come out with the stars app now?

Speaker:              Cause I mean, let’s be honest, would any of us watch anything on stars? No. It’s not just in the lineup. Robocop. I mean, okay, I’ll watch it again, but I’m not going to seek it. No. And then, you know, yeah, right. If it’s on as I’m flipping through the channel guide. Yeah. Well, one of the dumbest ones now is AMC. The theaters are coming out with their own streaming app now. I was actually just noticing that as I was purchasing the tickets for the 19th yeah. Yeah. So you could actually buy [inaudible] you can buy like through Comcast on demand, you can get movies that are still in the theaters. Um, but you can’t watch like the blockbuster was still like a week or two after. Yeah. Well and I’m sure this is going to be the same way or unless they’re coming up with a different digital distribution deal.

Speaker:              Who knows and it’s 20 but 1999 a month for this. Come on. Hey, you know what you give me and give me access to first run stuff that I can no, because those are supposed to be priced at like 50 bucks back when they were talking about the discount combination. If you’re also an AMC, a list gets called star a list. Yeah. You just don’t get free Slurpees Randy. Yeah, I know. But dude, I mean how many times did we had just got dude star Wars. This will be the second time this year that I will have been inside a movie theater. And the first time was cause I got talked into taking my kids to something and I, I don’t like movie theaters are more to the point. I don’t like people in movie theaters. So you give me access to something that will let me watch first run movies sitting in my living room I’m in now. The last one is the a imagine in Rochester because the seats are as big as my couch at home with the recliner that now that’s the experience dude. Look it. Yeah. Looking at like looking at the, um, the, the seats as you were picking them. It’s like two seats in an aisle, two seats in an aisle or did we see Susan solo or we all crammed together and it sucked. And that’s why you’re not allowed to buy tickets anymore.

Speaker:              It was die by, I bought IMAX. So number one, you bought three D and all. I did not ask you did they were 3d a that for solo. Oh wait, no, that was for a, I think that was for solo. I bought the bouncy seats with my kids. That’s so, yeah. Oh, the D box. Yes. It was like awful. No. So I, yeah, I don’t know. But yeah. So now we’re, we’re going to be there on the 19th good times, which, which I think is actually, well no, cause we pull our event up early that month so that, that would be the event night. But no, it’s not going to be. Um, so the things I loved, um, I loved, uh, the internet archive. This is one of the stories we didn’t get to last week. So if you ever haven’t heard this yet, this is very, very cool. Uh, they released a 2,500 old ms dos games that you can play online, uh, which is just, it matters to probably nobody other than Bob and I, but there’s just so much old cool content that I remember growing up with and the fun someone remake or give me the emulator for leisure.

Speaker:              So one layer, we’ve talked this, we can play it now like me. I’m sure it’s online somewhere. Somebody who has had that. Um, we talked about that the last [inaudible] no, no, no, no, no. We talked about that the last time cause somebody was talking about doing a reboot of it. Um, I can’t remember. I want to say it’s an independent publisher. This weird thing about that game as like it had this folklore that it was like it was dirty and it wasn’t, but you never really got to see anything. No. But you were all like playing his game. Hopefully that you’ll see like a Buba. Yeah. No, not just, not even about eight bit boobs. Yeah. There’s like four brick, like four light bricks in a dark pixels in it. Yeah.

Speaker:              I still want to play it cause it was fun as hell. It was, it was, Oh hold on, hold on. Is it SpaghettiOs and in a Johnny Sacco dude, it could be. I mean it’s, you know, you gotta be careful what you wish for. I mean, you know, how many times have we had the, did it hold up conversation like it’s, it, it might, it might be pure nostalgia and it might be better, but I, I’m, I’m sure somebody has it out there somewhere else. You know, like games that held up like 1942 held a love Alica held out. Love it. Right? There’s, there’s like some of those, like even like plain old asteroids like to me holds up. Oh, I, I still play that all day. Do the centipede all day. Right. Those things are timeless. I’ll never, you know, um, but some of them are bad, some are just utter pieces of toilet.

Speaker:              Oh yeah. And I like, I can’t, although I’m telling ya, uh, that stupid arcade game, uh, that I bought, uh, for, you know, uh, the brewery back in, um, is in my basement. I do to, I will sit there and play Kung Fu master for hours and just be perfectly happy. Um, so we love talking about we work, so we must continue to talk about we work because the chaos and mayhem continues and we stop. Nope. Not until they die. Um, so not only, yeah, yeah, exactly. Which, speaking of dying, uh, so apparently they have now issued a warning, uh, to all of their members because they have 2300, 500, 2300 phone booths that apparently have exceedingly high levels of formaldehyde and other known carcinogens. How does that happen? Um, I, let’s see, I maybe something to do with the fact that their largest, uh, investor is, uh, owns Asian manufacturing companies.

Speaker:              Uh, and, and we’re probably having them done, they’re just saying yes. Well, I did read a rumor that SoftBank is taking them over there like, and you’re out. Yeah, they did it. Kenny powers on him. You’re effing out. I’m FNN get the F out of my chair. Well, they’ve put what, 12 into it so far? I don’t know the exact number, but I’d say because they’d put round a funding round, a funding round of funding to bail them out when the IPO failed and they weren’t gonna make payroll and they weren’t gonna like they had like a month and a half of operating capital. Um, I’d say they own them right about now. So I, I would say, I mean, granted it’s not like SoftBank’s doing all that great with Uber either. But today SoftBank offered $10 billion as part of a takeover plan. Wow. Wow.

Speaker:              How, how is it still worth that much? So yeah, to me that’s an ego play. Like that’s, that’s that, that’s that guy not wanting to lose their investment. He was going to say that they’re, they’re buying stock after I got caught in half and they’re trying to just hedge there, you know. Um, the interesting one, this was, to me, this was the most fascinating story this week and it’s gonna give a window into the future on how food has done. So what have you, if you’ve noticed this shift, no one’s sitting down at a TGI Friday’s anymore, but they’re ordering the shit out of it on door dash or on whatever app you choose. People are ordering from TGI Fridays or whatever order from restaurants till two in the morning. Oh, those white castle. And you can get white castle delivered from door dash and make better choices.

Speaker:              So door dash we always joked at DoorDash doesn’t own any restaurants but it’s worth more than combined. Well now they just got into the ghost kitchen business. So I got my little crystal ball out like a Halloween story. Who? Yeah, no, this is, I cut. This is what I envision. There’s going to be these fake, they’re going to be like pop up restaurants that don’t have that. You can sit down and eat but you can order a MUN food delivery done door dash. So we have the pizza joint up front. Pretty much. You can see, you can sit down and eat there, but you can get pizza and go right. Yeah, pretty much. But they’re gonna have like, like a food court. You’re gonna have like 40 50 people in these, in these ghost kitchens and all their only business is going to be home delivery.

Speaker:              I feel like we talked about this awhile ago, like there’s a like start up incubator spaces like in Los Angeles, in New York where you just rent out space in a giant industrial kitchen for your own little well look, I mean that’s what my friends part. Hold on David, my, uh, my buddy of mine is part of a conglomerate down in Cincinnati where they’re doing that, but this was more for food trucks and so we can have a home, it wasn’t necessary. And then they have like a general seating space. So you can like of like, you can do popups there, but it wasn’t necessarily meant specifically for door [inaudible] shipping company, but bigger with it. But not in no, but not, it wasn’t meant for that, but with no tables. Yeah. Like that was a low point. Speaking of food trucks, just to segue for a second, what’s the, what’s the place that always had all the food trucks in Ferndale fleet fleet?

Speaker:              Every named after the, uh, enema kit. Do, did you read that well, which was appropriate. Did you read the story that came out? I believe? No. No. Um, where, you know what, before I go slandering anybody, let me just make sure that I’m, I’m getting this right. Um, there is a restaurant, uh, that apparently has been bouncing payroll. Oh, that’s Otis supply to supply. That’s across the street from fleet. That’s essentially, yeah. So yeah, apparently like none of the payroll ever clears, uh, vendors, vendors 170 grand in the hole. So you’re to get a hand carved, sliding barn doors from Paris. That’s the crazy shit. Like the build out on that $4 million to build it out. And I love going there. It’s a nice space. I love it. But, you know, not for 4 million bucks, you’re not gonna make, you know, in this business. No way.

Speaker:              No way. The margins on food and they’re not, they’re not that much. Yeah. Right, right, right. Um, a couple of things on the uh, security front that I thought were, uh, were not humorous and sad dude, Equifax, ah, dude, the breach happened because they left a portal with the user ID admin and password admin. Really, really Equifax. Really, someone brought up a really good point. I work today. And if you look at their stock ticker, when the hack happened and they then they shit the bed, the stock went down to like whatever, the all time low and now it’s actually creep back up where it’s decent. And now this class action lawsuits coming to basically drive them back down again. Yeah. Like, but when stories like this come out, when you’re admin admin like you, you deserve what you got. Yeah. You really deserve every, every single moment.

Speaker:              Again, you know, our anger that w I don’t hire you, but you have all my shit, right. You, um, yeah. I didn’t voluntarily give you any of my crap, but you still have it from all in you. You won’t. Oh yeah. They’re the worst of all data. Those are huge, huge class action. Hey Bob, I forget. Do you have the [inaudible] head? A Chevy pickup? No. The galaxy, no, I have the nine. Oh, okay. Just checking. Uh, in case you’re listening to this and you haven’t heard yet. Um, the galaxy S 10, uh, if you’re using thumb print a to unlock it for identification purposes. Um, yeah, they, they admitted today that there’s a bug and any, any thumbprint will unlock it. It doesn’t have to be yours at all. Any, any, any thumbprint [inaudible] it was the cause I think what it didn’t a woman use her left than her.

Speaker:              Right. Ask her husband to it and it opened up [inaudible] and then they stems from her using a gel based screen protector on the screen. So thumbprint applies screen protector, screen protector interferes with reading. The thumbprint detects the ridges in the screen protector as the thumbprint and just unlocks. So this is as good as the old windows seven facial recognition on lock where you, all you had to do was hold up a photo of someone to unlock us and that since any film will do it. That’s, that’s amazing. That’s, you know, that’s one of the reasons why no thumb, no retina scan. Oh, I’m fine punching in my stupid 60 digit card. I just, I always go back to demolition man. Like I, I get, I know I keep going back to eyeball on the pen to unlock. No, I’m good. My kid, my kid turned 13 so I got her an I a iPhone 11 a for a birthday and it not the pro one like Arnold Schwarzenegger cannon on the back of nice, just like the regular one.

Speaker:              And uh, she was like, okay, now you can do your face. Can I go? Nope. And I was like, I don’t want, the government doesn’t need to see what your retinas look like. You’re only 13 don’t leave the device. I, and I’m just being funny right. Believably elegiac exactly. Allegedly. Yeah, sure. We would know by now. Yeah. And Snapchat deletes everything. When you say really and Equifax can’t get at, Ian wants to let us know that leisure suit Larry bundle is available on steam up one through seven available. Ooh, I didn’t even, it can’t be worn about sort of like, I didn’t know there was a house party for [inaudible] your suit, Larry. Seven $24. And you know what a, you know, so you know, since the church, you know, isn’t getting a lot that, you know, the kids just don’t want to go to the church no more.

Speaker:              Um, uh, how bout uh, someone sat around a table and said, why don’t we get into the uh, the IOT game and someone said, layouts do it. Click to prey is the name of this device and, and it’s a rosary that you can wear like a bracelet, click to pray, click, click to pray. Uh, it talks to your phone. So it’s an essence. It’s IOT. When you make the sign of the cross, the motion sensors in the bracelet actually opened the app on your phone and start playing a rosary. That’s not real. It, it really is. Does that end gadget? Oh yeah. I know it’s from the Vatican for real. Right? It’s a thing. It’s the Vatican says the device part of the Pope’s worldwide prayer network, a tech based teaching tool for learning how to pray for peace in the world. You get points for each time you pray in, the more you [inaudible] are they going to game-ify prayer.

Speaker:              Um, so Hey, but good news. Um, it, we’re only what, let’s see. This is 2019 almost the end of it. Um, the military is no longer going to use eight inch floppy disks. Dude, I had to read this troll nuclear launch sequences. I had to read this six times to make sure that it wasn’t the onion. It not, not, not five and a quarter, not three and a half, eight inch. The big MCI floppy discs like from like war games. I want to say this again. Hold on. Can we say this again? U S military will no longer use floppy disks to coordinate nuclear launches. That’s terrifying. Just last week, 19 under title or whatever the, whatever. What’s the subtitle? Um, no has a highly secure, solid state digital storage solution. Mm. That makes me nervous about pure storage. It’s all tells me, Hey, well they bought Dell EMC, right?

Speaker:              I made an eight inch floppy joke. Uh, sorry. I get a belt just for them. So actually we were talking about star Wars. Uh, one of the things we did not mention is, so if, if you are so inclined, uh, so the believe the first showing of the movie, uh, the new movie is on the 19th at 6:00 PM. If you feel like being around fellow nerds for a long, long time. Yes. Uh, you can start on the 18th in the morning and for a, I want, I’m sure, uh, 27 hours and 21 minutes. Yes. They will show all of the star Wars films immediately followed by the new moon. My seat be a toilet. Yeah, exactly. Exactly. It’s gotta be like the Cartman world of Warcraft says awfully amazing. I wanna know what sequence they’re going to show them, not just what sequence. I want to know what version, I don’t want the night.

Speaker:              You do going to show me that in a second. But if you show me O G, O G, uh, episode four, they’re never gonna sh no, it’s going to be 97. It’s going to be the special edition toilet. I don’t want to go that, you know, to sleep through or just bring lots of coffee or you sleep through any of them. I’m episode one, episode one. You totally just yet the mall scenes are better than any of the others too. Wake me up for the pod racing and then boring. No, the pod racing’s totally the best dude. Not even for the pod racing. Just for, we’ll just for dual. The fades like that stool. The face is good. Yeah. So wake me up for that. Wake me up for a mall and then we’re good. And then two, um, okay. I’ll fall asleep after he kills two, two and then wake me up. I was dad and yeah, and then wake me up somewhere around the bondage scenes like when, when Pat may starts showing up in the leather gear can be up around that the most I’ve ever done is when judge are being slowed in three movements. Back to back to back. I don’t know if I could do this. I can’t sit in a single seat for that long. I would lose my mind. I did it. Be it a desire this weekend, I guess you’re right.

Speaker:              Bring a Blakey, bring a pillow. So we’ve got to take a bet on which one of our friends Teslas is going to brick first because the flash memory wears out. Dude, I’m going Neil, you’re going neat. Neo is our first friend with one I know, but he got the uh, the fancy one. So I don’t know if that gave, um, so basically it’s the culprit resides in the flash memory and the media control under the older Tesla vehicles. Um, basically it keeps all the log data and it doesn’t dump it. Yup. And it doesn’t archive it and it doesn’t move it into the cloud. It just sits there and the firmware wasn’t, it’s a big in the beginning. So log data law is lots of spare room to play with and basically they wrote the workload spread over over all the memory. Yeah. And now it’s full.

Speaker:              Yeah. Now they’re logging so much data. There aren’t empty sectors available for like fall over or error correction or anything. The best line is because Tesla is a highly dependent on electronics. Once the flash memory and an infotainment unit goes bad at essentially bricks the car. That’s amazing dude. Shit, the app went down and what was it, two weeks ago? And nobody could get into their cars. Yeah. So that was amazing. So, and so we can wrap up with the, from the, nobody cares, a department. Um, and also like from back in the day of eight inch floppy disks, um, Yahoo groups is winding down. I didn’t even know Yahoo groups. I knew Yahoo still existed company ever. Did you ever do Yahoo? I didn’t even know what was Yahoo groups mailing lists? No, no, no. They were mailing lists. It was, no, it was message boards.

Speaker:              It was essentially glorified mail. Yeah. And yeah, but, but like the good message boards that had the email component to it and that kind of stuff. Um, like right as like CompuServe and that kind of stuff was starting to wind down Yahoo launched groups trying to take its place and fill that niche and fill that void. I never did that, ever. No. I loved message boards, you know that. Oh, I know. Yeah. But yeah, so no, apparently. Yeah, and I think it’s like what you have like a day left. Uh, they extended it to the 28th to download all your files. So they’re killing all the features except for the emailing. I couldn’t, what does everybody got to move to Reddit R slash Google. Yahoo groups or who knows? Who knows. I couldn’t even begin to tell you what I had out there and nor do I care.

Speaker:              I’m just managing. I was looking at PopCap games. We used to play the shit out of those at Verio and I was, there was this, these two games. One was like a javelin throw and the other one was a poker piggy packer and they’re both gone. I can’t find them. And like there was like literally the hours, hours, we could have sold so much crap, but we decided we had to like we have an office tournament on piggy booger. Anyway, we’re going to take a quick break. We’re going to be back with Maria and Pat from NuSpire. This is the item that he show. Hey, we’ll be right back.

Speaker 2:           I see. And that the raids meets, listen, networking Detroit one day at a time.

Speaker 3:           Hey, this is John Schneider from nip tuck Smallville, the haves and have not. So Dr. Quinn hot in Cleveland secret lives, the American teenager and just about everything you can possibly imagine and Oh yeah, the Dukes of hazard. You’re listening to Bob and Dave. See it in the D, show

Speaker 2:           it in the

Speaker:              Hey, welcome back. Segment two episode three 20 this is the it and that he show broadcast in live here in studio one podcasts each, right and beautiful oil Oak, Michigan, Bob the sales guy, Dave the geek. Randy. I do the Twitters is doing the Twitters. Find us online it in the [inaudible] dot com where you will find all the things. All right, so nobody, nobody ever in the history of time has ever gone into business because they want to collect evenly Rob the song. Nobody. No God, no. But you know, cause they want to get like sales tax for the government. But it’s something we all have to do. Thankfully, Avalara takes the mystery and paint out of the complex process of managing sales tax. Avalara uses the power of the internet in cloud services to automate the tax compliance process for businesses of all sizes.

Speaker:              Integrating directly with the accounting e-commerce point of sale and marketplace platforms that you’re already using. Avalara software automatically calculates the right amount of tax that should be charged for every product in every transaction in real time and files your sales tax returns wherever and whenever they’re due. Selling internationally adds a whole new level of complexity. But Avalara has experts in 15 countries around the world to help you navigate compliance challenges as you grow. Dude, thank God we are not a product based company. Um, because like I remember like even selling tickets for the wrestling stuff, Oh, suddenly that became a tax implication that had to be dealt with because it’s a physical product and yet idiotic. I told you I almost shut down my German club and three events a year, they’re selling beer to make money to pay for the damn property tax and all of a sudden, Oh yeah, you guys owe another eight grand.

Speaker:              Wait, what? Oh yeah. Well it just, you know, like we said, you know, the like the vendors at cons and that kind of stuff, you know, they’re selling their stuff that are trying to do it right, that are collecting sales tax and having to deal with it, you know, with their phone off their square or Stripe or yet it’s just ridiculous. Um, so here’s the deal. Stop spending valuable time worrying about your sales tax returns and focus on the things you actually love about running your business. Go to and the D to learn more about how Avalara can help you. That’s Avalara, a V a L a R in the D Avalara tax compliance. Done right guys, give it a look. You need to, yeah, good stuff. Absolutely. So, Hey, we are joined by a old friends of ours and a new friend. But Hey, the team here from NuSpire, it’s where they’re in the house.

Speaker:              Three people here, no Maria pads, knee pads knew she can be to people that, Oh well she was telling us she was doing four jobs. So HR, um, but no, we got him, Maria Graham and house and Pat O’Sullivan from newspaper networks. How are both of you doing? I always love having you here. Doing great. Happy to be here. Good. Thanks for having me back. Loving having you back. So this is a, I don’t know if this is goofy or not, but it’s cybersecurity awareness month and there’s stuff going on at work, like where they, you know, stop the fish and they’re giving away Swedish fish and people are still doing stupid things like making their, you know, service count password one, two, three and getting hit by auditors like credo, Equifax. [inaudible] man. So I mean, when, when, when, you know, cybersecurity awareness about like, you know, Oh, by the way, my father, um, double-clicked uh, an attachment in an email, shut his computer down and call an 800 number on the phone for two hours with this person.

Speaker:              My dad gave them the credit card. Luckily my mother was smart enough to call immediately and cancel the credit card and I chewed my dad out for an hour and he goes, who told you? And I’m like, meeting my wife told me, well, she not supposed that you didn’t want me to yell at him. Oh here’s your dad’s still running a windows PC. No, cause he doesn’t know how to load it on Boone to Randy [inaudible] give him a Chromebook or something that, Oh my, I got my mom a Chromebook, but he likes his desktop. Anyway. Um, so I mean going back like cyber security awareness month, it seems like no matter how hard we try, it seems like these things still happen. I mean, what are, what are you guys doing and what can we do to like, you know, make people aware to not do that stuff?

Speaker 4:           Well, it’s really interesting. So we talked to, we’re, well, we’re in the sales side, right? So we talked to people all day, every day. And I’m, when we start talking in, you know, discovery and what’s going on and what’s your biggest challenge? And it’s always my people, my people, my, I’m paying all this money for these platforms, really good platforms, no before and things like that. And, uh, there’s not adaption and there’s not a buy in from, you know, executive leadership teams or things of that nature. And that’s the first thing, right? They’ve got to, yes. Start with that. You start with your people and if you’re not going to get buy in at the higher level, you gotta figure out how to do that. I think

Speaker:              so what you’re saying is an internally, they need to have a salesperson to sell internally.

Speaker 4:           Amazing. I’m amazed.

Speaker:              I know I cheated there. My dad.

Speaker 4:           Yeah. Yes, yes. That’s the biggest, that’s the biggest challenge that I hear. I think day in, day out, day in and day out is, is, uh, it all comes back down to the user. And you can buy all the best tools and platforms that are out there, but if you can’t teach,

Speaker:              people still click things. Yeah. He’ll open up. The emails are still open, empty attachments. So here’s the thing though, those, those emails are our utter shite when, when we all know that they’re what they are. But the phishing tests, yes, yes, they’re there. They’re bad. Some of them write good ones where you like they’d get the domain. I think Neil did a good one where he bought like your company’s it department or some stupid URL like that and then shot like a, you know, and he got like, they got like 14 people out of 500 to like update their password through it. And I was like, ah. So I mean, you know, again, I’m like security awareness, PR. I mean, I guess where do you start and how do you stop that? I guess it’ll never stop it, but I mean, are you doing this monthly, biweekly? Do you get it random? Is this mitigation of risk at this point? I would,

Speaker 4:           yeah. I think so too. But I think that there’s gotta be enough of somebody that has the authority to say, no, I’m serious. You do this and you learn this and you take it seriously. Because if you don’t, you’re exposing a huge risk to our business. So you need to be aware.

Speaker:              There’s no repercussions though for, you know, Timmy and accounting that that clicked, that password reset. He didn’t even get his hand slapped. They just like you, you made the list great. And then you have to sit down and watch this video. Yeah.

Speaker 4:           Well were like 10 videos or whatever. So no, it’s, it’s an ongoing battle. So then you have to have, you know, you gotta, you gotta take it from there. Right. It starts with user awareness and it doesn’t stop there. You have to continue that. You can’t just do it once a quarter, once a year. You can’t do it this month only. And then hope that that’s gonna resonate with you.

Speaker:              Well, cause are you only hiring people this month?

Speaker 4:           No. Yeah. Right. It’s got to continue. It’s got to be ongoing, going to be

Speaker:              busy. There’s still going to be rushing through their words. They’re still going to be clicking on things and opening things. Um, you know, and you said it has to be for, for front of mine, but you also had to do more because people are, no matter how much training you do, people are still gonna click. They’re still gonna look, you have to watch, you have to, you know, you have to be seeing what they’re doing. You have to be paying attention, you have to have eyes on because I’m training isn’t enough. I mean, cause if you look at it, I remember having a conversation, think I brought this up a few times of a CSO of a pretty large company that everybody would know and he goes, man, he goes, 70% of my budget is, is firewalls and VPN licenses. And he goes in the in, in IDs as IDPs and he goes, 20% is maybe doing, you know, buying a proof point or, or getting, you know, some sort of LDP or at all. Um, data loss, prevention, DLP, sorry, DLP. And then I got like 10% to do stuff that I want to do. So I, you know, everybody’s like small security’s important. Everybody’s crunched by the almighty budget dollar, you know, so you gotta go on the cheap and then, and then what, you know what I mean? So I think both both sides are accountable. Then your phishing emails look like crap. [inaudible] you can’t really, you can’t really get too mad at Timmy and accounting when you haven’t done shit. Yeah,

Speaker 4:           right. Yeah. Well. And it’s also spending the money wisely. Right. So there’s a lot of things that you can do for teaching user awareness. Like I think it’s unique that your work is sending out, they’re doing a more of a social campaign. Right? Like just making you aware they’re not making you sit down and watch videos cause no offense, like I hate watching the videos. I work for a cyber company. Fricking words like I hate it. But like if you can do something fun just to keep me like, Hey this is the thing, don’t screw up. It’s important that

Speaker:              so you get by us. If you leave your laptop on locked, you walk home. No, when you walk away, if security sees it, they basically shame you when they change your wallpaper to me. Like you got,

Speaker 4:           Oh that happens. They’ll turn, they do the thing. Like I’m in sales, I don’t even know how they do this. Like I’ve done that twice. I think in 10 years at new Spier they’ll turn your whole stuff upside down.

Speaker:              Controller. Okay. Yeah, I think it’s control. Alt arrow keys.

Speaker 4:           Okay. Thank you. Critical knowledge for me.

Speaker:              Most people get, they get it. If security doesn’t catch someone on our floor, they get Hastlehoffed. Yeah, the horizontal Playboy pose like that one. Yeah. That’s the wallpaper. Yeah. Yes. You’re hiring, right? Oh yes. Right. He just leaves his shit open all day. Right. Actually he just leaves one laptop open all day that he does nothing with and it does all his work on the other one now.

Speaker 4:           Yeah. Well there’s like tons of things, right? So you can start with the training, but then you know, there’s a lot of people that are going, they’re skipping the training cause they feel like it’s not effective or they do it once a year and then they spend a fortune on point solutions that aren’t integrated. And you know, at the end of the day they spend a ton of money with a bunch of point solutions and they’re not integrated and a ton of time and they can’t, they still don’t know what the heck’s going on. They don’t know what they’re doing. So, um, and it’s no fault of anybody’s, it’s just here’s gaps. Let’s fill in with some tech and then, okay, now the text making noise and now what do we do with the noise? And now we’re ignoring the noise. And now our people aren’t. Now our people aren’t trained and now the fishing is happening and this caught the fishing. But we didn’t catch it because we have 40 other point solutions that are being build me a dashboard. Yeah. Now I use the dashboard, but now I’ve got 47 dashboards and it’s, it’s uh, it’s tough.

Speaker:              Common. We’re seeing that a lot actually. Yeah. So what’s the a, is there an answer or is it just, just keep doing, keep doing. I don’t, you know, I’ve just, I think there’s always going to be a little bit of that, right? We have to keep layering security. But there is an answer. There’s a, I mean, there’s a few ways we can do it. The biggest thing is to get some help, get some help from people who know what they’re doing. Get some people who can actually pay attention. Um, who can look at the tools you’ve got in place, who can look at what’s going on in your network, um, and, and spend that money on those types of resources rather than continuing to invest $100,000 in new point solutions or a new staff to, to watch and body. I guess here’s the thing. You’ve got security vendors coming, you know, out of the woodworks. How do you know, how do, I guess, how do you trust that they’re not glue sniffers building model airplanes? You know what I mean? There’s, yeah,

Speaker 4:           no, I agree. I think that’s a good point. No, I think a, a better thing to do would be to slow the heck down and instead of realizing that you’ve got gaps everywhere and filling the gaps, figure out a strategic approach to fill the gaps, right? So like, instead of buying this tool that’s gonna do this and this tool that’s going to do this, and Oh, by the way, both of these tools have this overlapping functionality really like slow down before you start pulling the trigger on some of that stuff and think about an integrated approach. Um, that’s also going to tie into your capability to manage that approach or figure out what you can and can not manage and figure out where you need to hire more people or maybe partner with some strategic people and, um, don’t stop the user training cause that’s again going to be the most important thing, right? So you have to have an integrated approach. You have to figure out what tools are gonna talk to, which tools you have to figure out what those gaps are. Please don’t start spending money on pen testing for no reason. Like if you’ve know there’s gaps, you know, your users aren’t getting trained and you know, your IDs is set up poorly and you know, you have these don’t spend money on a pen test that’s not going to work. We hear that a lot too,

Speaker:              but sometimes like, but, and just, you know, but sometimes don’t you have to, to be able to check the box and said, yes, we did a pen test.

Speaker 4:           You do. You do have to do that to check the box, certainly for depending on your industry, right? But as a solution fixing, um, we hear a lot too. That’s just the new think it’s not new, but it’s something that is starting to gain weight a lot, especially in like some of the, the mid market and maybe unregulated industries where they don’t have to do that, but they talked to other people that are regulated. I’ll go get a pen test. Well, why are you going to test something, you know, is broken? That doesn’t really make sense. Why don’t you, why don’t you, uh, you know, it’s like a leaky dam, right? Don’t, don’t try to patch the hole before you try to break through the hole. Right? Um, and then once you figure out where those gaps are, maybe taking a stick a finger in the dike. [inaudible]

Speaker 4:           I know he was, I saw it in his face. I did. The eyes opened up like Johnny Cash I look at and I’m like, Oh my God, I’m sorry you’re allowed to do that. It’s fine. It’s fine. Um, but so you just gotta take integrated approach to the whole thing and then you’ve got to figure out what you can and cannot do yourself. That’s it. Right? Figure out, find some strategic partners, figure out what makes sense to manage internally. Figure out what doesn’t, but make sure from at the end of the day, spending a ton of money on cyber tool after cyber tool, after cyber tool. And then you have a whole stack of stuff that’s creating nothing but noise.

Speaker:              Well yeah, there’s probably not integrated that

Speaker 4:           it doesn’t make any sense. You gotta be strategic about it and you know, and so figuring out how to do that. So sometimes instead of just pulling the trigger, it’s hard. And I’m in sales like the worst. It’s the worst when I get into one of those conversations and I’m like, Oh my God, I could tell you all the things right now, but I’m not going to, you need to slow down. Like I need you to slow down cause what you’re doing isn’t going to work. And I, you know, this is why, right? Cause you, you’re talking about this tool, you’re talking about this tool, you’re talking about all these different things. And then you know, you’ve all P S you’ve got an it staff of 20 for X billion amount of users or whatever. This isn’t going to work for you to manage. So let’s figure out a better strategic way to integrate this stuff and make it so that, you know, we can be successful at the end of it. And that I think is, is the challenge that we’re coming into now because there’s just, I mean, you look at the fricking, you know, the LinkedIn, the infographic, we’ve all seen what the security value. Yeah. Like nobody even like you D my shoe hurts and I’ve got 47 security vendors for like, I don’t need, my shoe doesn’t hurt. It’s very comfortable. But you know what I’m saying? Like there so many options out there and these people, people, it’s tough.

Speaker:              So, yeah, I mean I keep hearing over and over that the trend seems to be moving towards simplicity. Um, you kind of alluded to it. Um, I guess, are you seeing it too? And, and I guess to what degree, cause you know, when you say that that’s a very loose term. Um, but then I’m hearing this and you know, it kind of coincides with everything I’m hearing as well.

Speaker 4:           Yeah. Um, I think that what I hear more is it’s too complex, right? So it’s a complex landscape right now in the, in the people that I talked to, ha, it’s too complex for them to deal with.

Speaker:              What I meant was simplicity. Meaning where does it going to take and just strip everything away and we’re going to, we’re going to like the strategies from an end user are just, you know, go into more simpler route than stacking all these vendors on that. Yeah.

Speaker 4:           Um, yeah, I think that or I th so yes, I do think stripping it back and finding a, um, well I guess there’s a couple of different ways to look at, and it depends on who you’re talking to. Um, larger scale organizations are going to take a different approach than more of the middle market. Right? Um, so for the larger scale, I think that what I found is everybody’s going towards single vendor, single platform. It doesn’t matter who it is, it doesn’t matter what it is. And once they buy into one piece of it, if they like it, they’re going to buy the whole thing, which is good as long as they have the people to manage it. Um, smaller enterprise to higher end mid market and mid market there, they’re still in, in my experience from, from the conversations they’re having. We’ve got a lot of people have just bought and layered on a ton of different tools, a ton of different applications, a ton of different dashboards and um, they can’t do it. Like they’re like, I got all this stuff, but I have no visibility. And it’s confusing to me is how you don’t have the visibility and it’s time and resources. They don’t have the time and resources to deal with.

Speaker:              Well. Yeah, I guess that brings up a point that I wanted to, I wanted to ask you, you guys do always have done really well with small business and I could tell a couple of stories from just this past year where one, um, it was an insider theft scenario. [inaudible] cost them about a million and a half in legal fees, never implemented any solution to curtail that in the future. Another one, you know, basically got ransomwared um, never did it in, into stop, but in the future is like, here’s the thing, they’re getting burned. You know, it’s kind of like if you get your car stolen, you might get a low Jack next. You know what I mean? Yeah. And go, I don’t know. I want to deal this crap again. You know what I mean? You just go buy something or some of it comes down to, you know, where’s, you know, w what’s a, what’s your risk tolerance and B, where’s the cost benefit? Like if, if, okay, the ransomware is they want $200,000 and it’s going to cost me 30 grand to replace everything. All right. Everything just got lit on fire and I’m just replacing everything right. It’ll be stopped. We saw that happen with a couple of universities this year with the stories we were talking about, the library or whatever. Yeah.

Speaker 4:           Um, well I think that it is, it’s always a risk. It’s a risk tolerance equation always. Right. And so, um, it depends on who you’re talking to. Right. Um, I think that providing people with a narrative when they’re going internally, cause it’s not like I’m never going to talk to a CSO that got burned and we’re not, we, we’ve done very well in the SMB, but we’ve moved a little bit upstream to more higher end Midmark in some, some low and enterprise type of, of, um, engagements in, in, um, target market in the last two years. But you’re never gonna talk to a C. so they got burned and is like, I’m okay with it. Yeah.

Speaker:              Right. That’s exciting. I wouldn’t wish their job on anyone that when they do get burned because like how many people called Borg Warner the morning after the, whatever, that guy that got caught in erratic [inaudible]. Anyone know? They didn’t get burned. David target on their back. It’s tough. Average length, what was it, 18 months. Yeah, yeah, yeah.

Speaker 4:           It’s, it’s very short. Um, but it’s not about the CSO though. It’s not that they don’t want to do it. It’s about helping them create the narrative to sell internally with the risk, with the risk. Right? Like, um, like you said, it’s like you need a salesperson. You need a sales person on the inside. And so, um,

Speaker:              I found that’s a big challenge for a lot of them too, is translating the, the risk equation and translating the, you know, what they know needs to happen on the it side, into business language that the board can actually adopt and understand and resonate with. You know, they, they’re speaking in business terms and a lot of times translating that as a major challenge.

Speaker 4:           Um, but, uh, um, you know, I think that, uh, a lot of it is just [inaudible]. You have to pay attention and you have to, you have to be aware of what’s happening. You have to train your users. You have to be constantly evolving because the landscape is constantly evolving. Every day there’s new things happening and changing. 10 years ago, tell me, ransomware was going to hit every 14 seconds and it would take four minutes to hack an IOT device. It’s literally, it’s 14 seconds. Every, every day, 14 seconds. Ransomware is hitting somewhere. And I think it’s right. It’s gotten to the point where it’s hitting my father’s computer, right? It’s everywhere. It’s everywhere. It’s ridiculous. Um, and so it’s, it’s, I think more and more people are understanding and I think it’s our job in a cyber secure and we’re not a point solution. We’re a managed security service provider.

Speaker 4:           So I think the largest part of my job is not, I don’t have to sell a CSO. My service, there’s value there. They get it right? But I have to help them. I become there. I’m the sales person on the inside. Like, how do I help you, um, be successful and win? What can I do for that? And so that’s, um, probably, you know, where we’re NuSpires been very successful is, is kind of trying to crack that code and help people be successful in getting there. We always like hearing us. We always like hearing people that are hiring. Yeah, the magnitude of what you guys are hiring. 50 jabs. I got 50 open positions. We’re growing. It’s good. We jumped to a good problem to have. It’s a good problem to have. We jumped. Um, we’re number 27 on the MSSP list right now.

Speaker 4:           That’s up like 25 spots from last year cause he was little kids. Do I know up first time I was scared of you the first time I was like Oh my gosh, she’s such, he says such foul language. What do I do? I didn’t, I didn’t say that I was probably dropping F bombs with them but no. But yeah we’ve got 50 open positions and majority of those are going to be in like um, the security engineering and the the, the SIM and SAC analysis and and stuff like that. But anybody thrown out, thrown out a wishbone here cause I’m a sales person, but we’re hiring, we got a ton of sales positions open to so hit us up. Yeah, that’s insane. I just had to give this guy $250 spiff. I split my, my referral fee with him for the last candidate he sent me. So if you know, people send them to me, we have bonuses.

Speaker 4:           What else has got, I guess, what else is going on without, you know, what else is going on? Oh my goodness. So many things. We, um, Oh, secure world. How we’re supposed to see you in security. I really missed you guys there. I was really sad and you could see it was good. It was a good show. Such a chaotic week by the of God. I know. I what he said. I was texting him, but um, no, it was a, it was a good show. Uh, there was a lot of, a lot of traffic. Uh, topics were good. We had a panel, we had a couple of really good friends that were there, so that was fun. It was a good show. Oh, is usually is. Yeah. It was in a new venue this year, which is, it was at co, well, it’s not global. It’s not Kobo anymore. What is it now? [inaudible]. It’s called both. Yeah, I know. I know the people mover just says convention center. Yeah. Well it’s all confusing now because none of the maps, the maps don’t know where to send you. You put that, it’s very confusing. No, it was good. Um,

Speaker:              [inaudible] chemical boys South wasn’t there last year? No. It was over the one that you’re thinking of the state of Michigan one with the CIO? No, not even dental was at Detroit science center. There’s that Kobo. No, there. Yeah, I was gonna say, cause there was the one that Michigan site, it was the cybersecurity summit. So that was the one that Snyder’s Brennan was there. Yes. But there was the other one we did. Oh. Oh, that was CBIS. Oh, that was a no, no, no, no. Uh, besides, so that was one of those two, what was it? B. Okay. Yeah. Cause it was on the second floor. Yeah. Yeah. That one second off besides, or was one of the, there’s two of them that are always back to back. Yeah. Yeah. Okay.

Speaker 4:           I mean, whatever it’s called. Anyways, it caused confusion for me. Paint up. Let’s just try now. I’m all screwed up. Shoot now. So that was good. Um, what else have we been doing? We, we just finished a overhaul on our security operation center. It looks awesome. Oh, I completely remodeled. Cool. Awesome. Kind of space age now. Yeah, it’s really fun coming from I was a baby so it was not that. And now it’s,

Speaker:              well, you know, we need almost an Ivy designer cause it’s all like the fancy TV.

Speaker 4:           I don’t even know. I’m like texting my old time clients from eight years ago. Like check on her sock now. I know you were here a while ago. Like what, five employees now? Yeah, it was small company, but we’re growing and we’re doing, it’s fun. It’s a fun place to be. The culture school. Um, and we’re going places. So it’s, it’s been really exciting or a year and a half and it’s been wild.

Speaker:              Just the ride in that short time. How can we, we’ve grown and I say, I called it and you guys back in like, Oh eight when I was at HP, that’s when I first started talking to Dan. And, uh, yeah to that. That’s 11 years ago. Oh my God. But yeah, you guys are a little [inaudible] exactly. Go into the junior high dance doing the, the slow dance where your arms are fully extended. Yeah.

Speaker 4:           Yeah. Now you’re getting our prayer fun. We’ve got a couple of, we’ve got security operation centers in, uh, in Denver and in Cincinnati now, so we’ve got a couple of different offices that are well staffed. It’s not just in commerce. So good for you guys. It’s fun. So when we send people to find out more, I go to, well go to

Speaker:              and it’s, and you spoil, you’re not new. Did you buy NuSpire just to get really, should I probably do that actually should do that. I get a referral fee for that one too. You branding. Like, could that be real new is available. We’ll just as it can’t be reached. It’s not like means it’s available, but Hey, a new supplier definitely check out 50 jobs. That sounds pretty amazing. Uh, we’ll, I’ll definitely send a few people your way. Um, Hey, we’re gonna wrap things up. This episode three 20 of the it and entity show. We’d like to thank our guests, Marie and Pat from NuSpire. I’d like to thank our sponsors, Zapier and Avalara. Thank you for keeping the lights on on behalf of uh, Bob, Dave and Randy. And Oh by the way, saw Nuri yesterday, says hello to say hello to everybody in the podcast sphere. Uh, on behalf of all of us, drink up your drinks. Get your phone numbers. You don’t gotta to go home. You just got to get the hell out of your CNX week drive. Careful. Beat it to you guys,


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