 Hey everybody, welcome welcome welcome to JSA TV and JSA podcast covering the latest stories trends and innovations From leaders and global connectivity real estate and the networks within We are broadcasting live right now across multiple social platforms So thank you everyone for joining us today wherever you may be tuning in. I'm Jamie Scott Okutaya CEO and founder of JSA and Today we're talking data center optimization and sustainability With Raymond Burrell the new senior sales executive for Echo Sense Raymond welcome to JSA TV Thank you for having me Jamie. Pleasure to be here. We are so excited so honored big news big first few months really for you as you Make your official move over to Echo Sense. You just recently joined tell us what drew you to Echo Sense It's a good question You know, we live in a very niche small world in the mission critical world So a lot of times you end up hearing through your network and your colleagues about different companies or upcoming innovation And this was no different. I had a colleague of mine that I worked with for many years Our previous company together and did a lot of really successful solutions Software sales together and when he left after such a long 10 year to go to Echo Sense It piqued my curiosity and I spent some time at his request as well Kind of diving in learning more about them and how we might be able to collaborate together as he took on this new role So that's how they kind of came to me at first But then what upon like diving deeper and looking at them There's just a lot of synergies and alignments with my my personal life and what I believe in I am a very pro sustainability and environmental advocate and so they're their focus on getting to net zero and Having a thermally optimized environment, you know, I used to call it retro commissioning way back in the day when I was doing it earlier These things really rang true for me But then they step into machine learning and an artificial intelligence and they really start to try to bend the curve I believe Enriching data in a way that's useful for a data center owner and operator So I feel like all those things kind of really coalesced well for me and aligned with me Personally and I'm a big believer in fit is very important in life. And I felt like there was the fit was there Yeah, for sure good people attracting good people and also that fit with the core values and what makes you tick What's what excites you? Very much in alignment with echo sense for our viewers who might not know Describe what echo sense is offering data center operators in the US. That's missing from the market particularly in the States today Yeah, no good question So it's interesting, you know the term missing, you know, I don't want to I guess you have off the impression that these folks Aren't doing these things or these aren't available But I also kind of believe in the adage that you don't really create new things But you put things together that have never been put together in a way that is new and fresh and brings value And so I believe, you know having a software solutions background BMS e-PMS desum I've sold these solutions integrated to customers before So I understand the challenges that come with you know A customer trying to come up to speed to learn how to interact with and operate these different software platforms How to enrich data and make it useful for them So all these things are a bit of a struggle, especially when you get turnover new guys You got to train etc So echo sense has a really good job of taking what it's already existing in a very light touch way gathering that data Allowing machine learning AI to really start to optimize it so that it's enriched in a way that the user really can find value in it So it's easy to use it's intuitive It really does I think take what is a very complicated software stack and kind of shrink it down into a really manageable Size for data center operators specifically So I just think that they've really kind of cracked the code on that and it's very complimentary Right, so I find no other software system currently offers the exact type of software and visualization and Optimization some have something similar here and there, but the way they do it is they're not trying to replace anyone at this That's sitting at the table They're really just trying to aggregate the data and rich it in a way that it's useful for the owner And I think it they really kind of nailed it on the head with that And it's just really well received when you deal with the people on a daily basis to have to interact with the racks and the server configurations etc Well, you mentioned Your background with DCM VMS other SAS platforms Where does echo sends really fit into the overall tech stack as compared to those other platforms for data center operators? Yeah, that's a good question. So it's it's complimentary It's it's you know, I wouldn't want to call it akin to a module But in my previous role, I have a software platform to integrate it with many modules and advisors and different things I would say this is more like potentially optimization and capacity planning kind of like advisory tool It's really meant to be a complimentary add-on to the existing stacks that exist We really want to using vendor agnostic protocols used whatever hardware that you have whatever existing software But really bring that data together and then get us a proper bench line for how to then inform you as you move forward So then the machine learning the artificial intelligence start to kick in and then also your your Relationship with the data center owner like what their goals are what their KPIs are what their SLAs are like what compliance Do they need to to meet when you put all that together? It becomes a really useful valuable enriched tool for that day-to-day use Yeah, that word value coming up again and again here and that's what I see I see a lot of us Data center operators and just business owners alike getting overwhelmed with the amount of data That is now all of a sudden at our fingertips. How do we actually make sense and make it improve our operations? It seems like there's a real need for echo sense right here right now, but what can we expect from echo sense over the next year? So, you know, this was an interesting question for me I thought a lot of different ways about how to pitch this per se But I believe it's just commitment commitment to the US market, right? So it's an internationally known first Organization and they've done a fantastic job deploying throughout the world and they've definitely followed many clients to the States But with the investment of individuals like myself my colleagues Travis and Copey and others that are industry stalwarts in this World we're really committing very heavily to the United States market making sure we're supporting these customers as we transition across the pond I'll come across the Pacific and then really grow and expand that footprint to make sure we're serving these customers regardless of their geography I would say innovation is going to be what we're bringing to the table and a bit of disruption You know, we do want and our collaborative and want to be vendor agnostic and are But the reality is in order to to create change you have to go through a little bit of pain Right. There's a little bit of challenge that happens There's gonna have to move through that and we're here really for the next year to sit with our customers to move through those challenges And that pain and get to the other side where the innovation and and the new Opportunity with AI and machine learning and all these other things can really come into a clear view because right now I just don't think it's very clear how AI is gonna really impact this we all know we need more compute We all know it's super sex and exciting. I've created documents with chat GPT I see all the potential in the world At the end of the day though, there still is the human element that must be addressed, right? And we still also must understand technology really needs to bend to our will not us bending to its will And it feels like right now. We're a little bit be a bit to its will and we need to kind of I think find that balance So this next year it's gonna be about stability and commitment to the states It's gonna be about helping owners to get through this challenge Whether it's the market or new technology or a request for crazy amount of compute, right? And then we're gonna help them to to to realize and bend the digital curve to their will. Oh, I just love that stability commitment innovation I'll absolutely hallmarks of echo sense Excited to have that feet on the street here in the States Raymond Burrell. Thank you so much for your time here and Thank you for tuning in to JSA TV and JSA podcast always excited to have you everyone stay connected and happy networking Thanks, Jamie