 Alright, thanks for staying with us. Now the country's apex advertising agency, Akron, revealed on Tuesday that the advertisements on Facebook, Instagram and WhatsApp in the Nigerian market are not vetted and approved by the federal government. Akron then asserted that such continued unscrutinized adverts and other publications emanating from Mark Zuckerberg's meta-owned social media platforms are illegal or lawful and a violation of the extant advertising law in Nigeria thus seeking a 30 billion for punitive damages. Hail salubwa. Now according to Flevi, digital transformation is being embraced by companies across most industries as the role of technology shifts from being a business enabler to a business driver. Transformation is driven by six technology trends which are social media, mobility, internet of things, cyber security, big data and cloud. So what ways do you think small businesses can leverage technology? Now that's a question, please let's hear what you have say. Remember you can join the conversation, send us an SMS or WhatsApp to the very one 80384663. Let me first of all say happy birthday Manny. I apologize and I'm doing it live on TV. I was waiting for you to be here first. I missed her birthday. Her birthday was October 2nd. I can never forget that day again in my life. But happy birthday again. Thank you. I know I'm going to get you. I've already told you we're going to get ice cream. I'm going to get ice cream. Hey Manny, I mean when I saw that thing with Meta, why do they always say Facebook, Magsuka back on? Why do they always do that? But hey, when I saw that thing I was wondering. I mean yesterday I was at an event where I was comparing for an organization that tries to support small businesses. And interestingly the head of Meta was there. And interesting, she was saying that the switch as to how business, you know before it was just social, whatever on Facebook and all of that, the switch happened even again. They saw that tremendous with COVID and all of that. A lot more people began to take their social media presence very seriously and decided using it to push their small businesses and the growth that some businesses have experienced just by, I know how many things I put on my WhatsApp status and I hear people, people send me messages all the time. I said, I wish I was charging for this thing because if I put up something the next day I'm getting like three messages this place, where is this place? I want to visit, right? So I can now imagine somebody that is really deliberate about pushing a business or a product on social media. They are making a ton of money and they really helped small businesses. So why do you think this is even fair for a government agency, you know, to come online and say, oh, we don't want this or maybe there's a violation and something? What other alternatives have you provided for small businesses? Because this is the only thing that small businesses, in my opinion, can afford. Because you see before, before you take a page, you remember when we had the CEO of Hager and Esther here, when she was talking about how they will go and pay for those newspaper publications and all of that and they will pay through their nose. And they don't even see it, it wasn't even measurable. But with the social media, it, it, it broke the monopoly and everybody could actually transact businesses, right? On with technology. But let me hear your thoughts, Elsie, or let Manny confess. Okay, you know, like what you just said now, prior to this time, like this period, this season, if you wanted to place any advertisement, you'll be in the newspaper. And one of the downside of placing advertisements in newspapers because you don't know your audience, you're just gambling, you just throw it out there. This is a target. You know, so now, using social media, you are targeting your audience, your market. And if these people are coming and saying that this is not allowed, then I think that the government, what we talk about every time is create an enabling environment for businesses to thrive. So if they come now and say this is no longer acceptable, it just means that the government is actually witch hunting us. Honestly, that's what it feels like. They are witch hunting us. Like, let us grow. You understand, somebody asked me yesterday, how do you get clients? This is an honest question. It happened yesterday. How do you even get clients money? I said, it's referrals. Because what else? We're not allowed to market. You understand in my profession. So how do you get clients? So we put out one or two publications, people see us, they read our articles and they call us and say, okay, so if they are telling us that we can't do this, then they are trying to actually ruin our business. And there's a software that shows that prior to this internet disruption, COVID period, businesses, their lifespan of startup was five years. After five years, they disappeared. They were nonexistent. So if these social media platforms are helping to boost businesses, why will the government be against it? Let me listen to our digital marketer, digital communication experts. Wow. Okay. So again, when I saw the story, I just like to take away the parts of dragging FG into it because that's what most of the media publications did. And I was, I mean, I'm definitely going to raise that with some of them. Let's have an argument. But it also shows the level of unprofessionalism that comes in that space when they are trying to report something. It is our call. Just mention the association. You don't need to put it there. So it then gets a lot of weight, right? But it's also good because yes, we are having this conversation now. And I have a bit of background to the whole drama. So I'm taking a course. I mean, part of the plenty courses I'm taking, our BAU is one that would give me, one that's endorsed by ACON. So if I can take that certification, I would then become a member of ACON, right? And one of their man or member official, I don't know what to call him right now, came and took us a session. So that session was to take us through the dues and don'ts, the laws and everything to become a member and how you vet, advert and all that. I remember that before now. In fact, now what happens is if you want to put your advert on radio, TV and newspaper, you actually get approval from ACON. That's the practice right now. And the charge, I think about $25,000, right? So while he was going through that session and then he talked about the approval phase, he then mentioned that businesses are supposed to approve every marketing communication content that is going out on digital platforms as well. And then of course, the class became heated because the class of about 20 people running some marketing agencies, some are running their businesses, some are representing big brands in that capacity, right? I was still asking questions. So are you saying that for every post that a business puts out, because no matter how you write your copy, the goal of you uploading stuff on your Instagram or Facebook is to get people to know your business, know your brand and at the end of the day convert, right? And he's saying for everything that goes out, they need to pay. So I asked him, I said, are you saying that if we're going to put out 20 posts in a month, we're supposed to pay $25K times 20? Oh, he said, oh, so if that's the problem, if the money is the problem, then how would we feel if they have conversations and reduce it to a thousand error per post for digital media? And we said that's still not the point of the issue. Because at the end of the day, there is always cost of customer acquisition, right? And I mean, in FinTech space, where I've worked a bit, you hear KAC and all that. So if you're adding this extra cost to the business that we can say when you are even promoting, you're probably targeting 5% of people you have reached, hoping hope that they would convert, right? How is that going to affect the bottom line? At the end of the day, I just had to let him know that I understand because he's saying that they want to protect the consumers, right? I don't know who these consumers are, but he's saying, do we agree that consumers need to be protected? For a while and go, they need to be protected, right? But you cannot want to protect a digital space with a traditional tool, right? So if we agree now and say the whole business in Nigeria will be sending you our copies for every month to vary. What can you do? You don't even have the capacity. Again, very quickly, because I know what we mean, I guess. Google, Facebook, Meta, right? Yeah, Facebook really not really Meta in this case. They vet your content before it goes out there and that takes less than 10 seconds, right? You see it, you know if there's a problem, you know everything, right? In review and you know, are you having conversations with these people to plug? If it's about the consumers, let them know the kind of words you don't want to be displayed in Nigeria because if, for example, when I try to promote a casino business or even pharmaceuticals, there is already a law that certain countries will block it and there's an agreement between that country and Meta and Facebook and Google to know that for us also we don't want this. Have you started that conversation? If it's really about the consumers, why are you slamming 30 billion naira? No, it's not about the consumers. I think they are just, they've seen the boom in that space. Okay, Jeffrey has over 18 years of sales and business management experience in six industries, 11 years of that, he's done in the FinTech space. His work experience covers both local and international and multinational brands like NCR and Lanter, InterSwitch and Number. He's an expert in sales optimization, business and market development with a focus on achieving exceptional results in a highly competitive business environment that demands continuous improvement and volume slash profit focus results. He's an alumnus of the Lagos and Columbia Business School and he also is a trained Milan, million, Heyman and value selling methodology. He is a safe agile and AI practitioner and currently a mentor in the Google Africa startup accelerator program and messed in Ghana. He's a friend of the house and he's joined us live in studio. Hello Jeffrey. I have to add that part. Jeffrey, I mean, so this conversation is quite interesting because this my madam here is the communication and marketing digital experts, you know, but I think she really broke it down. But in my opinion, I feel like what this Akon is trying to do is just trying to, they are trying to take a chunk of that part because they know, even me in my small space, I know how much I have spent with adverts, you know, ads on Instagram and all of that. But hey, this has happened, right? Because again, the reason we are not really focusing on what Akon has done, we just had to put it as a foundation. We want to know the impact because we say all the time that for your business to be able to scale, you must be able to infuse technology to that business. And small businesses have understood this, and they are now taking advantage of every single digital platform that they see, every technology tool that they find, and they are seeing the direct impact on their bottom line. They are seeing growth, they are seeing sales and all of that. So when we start to see things like this, definitely there will be an impact, right? So how do we even start to navigate and what are your thoughts on the, if you have an opinion, you know, some people try to avoid all these kind of issues, but hey. Okay, I do have maybe a short comment on that, then we go into what we want to talk about. Law is a law. Revenue is revenue. If this was in another country, would we have the same opinion? I think just the distrust that we have is making us a bit emotional about it. Your country has a law. The law needs to be respected. Whether it is for, against, that's a different conversation. Do we have a law that says certain advice needs to be censored? Yes. Do we have a law that if you post an advice, you would need to pay? Yes. Now, I like your comment. Do they have the technology to support what they are trying to do? No. Can you bridge the breaker motor system that you have to deal with the speed of digital technology that Meta is presenting? No. But are you entitled to something? Yes. If it is reasonable, because that's the law. If it was our own business, we would not have the same. If this was first in, say, Germany or the UK or wherever, we would not have the same, because we feel that that country would be objective in the way it's going to approach the matter. So we'll probably support it. But the distrust that we have today about everything else that we've seen is why people are fighting against this and how this may be managed, if not right, and how it will impact every other business that leverages the same place. But do we have the right to take money for every advice? Yes. Yes, we do. Do we have the law to back that up? Yes, we do. But I did read in some of the posts that they've been trying to have this conversation, but they are not getting the attention that they require. This is why the lawsuit is coming. If they had the attention to have this conversation and find some framework to partner to do this, maybe the lawsuit wouldn't be. So I think what they're trying to do is get something from maybe... They just want a chunk or something. They did say that there should be some revenue coming to them as well. So let's say how it pans out. I don't think they have the power to stop it. I think they should have said that and had that conversation with Meta, and then we will not even hear about all these things. They said they've been trying to, and it's just not been forthcoming. So to talk, to speak to that trying to write, I also think the fundamental problem is what you've mentioned, the way we handle things that is not objective. So when the ban happened on Twitter, it bettered a whole new policy document that is on that side. Then another one came out, I think the last two months or three months, they call it something, a policy on still digital economy and what is allowed and what is not allowed. The problem is all these agencies and startups and everything, they're working in silos. If they're all working together, then that document should be able to have accounts issuing it. An account would not need to say we're having a conversation with Meta and they're not reaching out. Let's get into our conversation. Jeffrey, we tried to make sure that our Fridays we give something back to small businesses because we believe that 80% of the, they are the biggest employers of labour and 80% of the businesses in this country, well, 41.7 million MSMEs registered. So it's a huge part of our economy that we cannot afford to just look away, right? So I mean, now technology, everybody's shouting that tech is the new, whatever tech is the new future, tech is this, right? So if you are to sit in front of a small business, right, what would you be saying to a small business right now? How should they begin to look at and how should they begin to leverage tech? How should they see tech and their business marrying each other? Okay. You know, I always like to break things down. So it's easy for people to, to understand. So let's first agree, what is a small business? How would you guys define what's the small? Let me now take over the anchoring now. How would you guys define a small business? Say 200,000 to 2 million a month income, would that be a good, between three to maybe 10 staff strength, that would be a small business. Okay. Let's look at three ways in this type of business. Look at growth. You look at sales growth, you look at customer, you look at maybe location, multiple location, right? And then you probably look at marketing, the things that you do. Growth comes from these three, three, four parts. So let me just reiterate that the sales customer, marketing, and of course, multiple locations that you're trying to spread out. Technology is very important if you are going to achieve growth in these four areas. A lot of tools are available that you can download on your device to manage sales. And how does that enable growth? If you're able to see the numbers of your business, then you're able to take better decisions. That's a fact. If you're able to itemize what you're selling and attach that to an inventory, then you are able to spend more in restocking. You're able to channel your money into the right part of your business for the kind of growth that you're looking for. If you are trying to look at trends to see when do people buy more, what items should I stock at what time, what day of the week should I give more attention or put more people on the front line? These are the reasons why people go into technology because that is the visibility that you get from a sales point of view. If you're trying to grow sales but you don't have visibility to data, you don't have visibility to your inventory turnaround time. If you don't have visibility to how each of your items are doing at your various business locations, then I don't think growth will really come. And that's what technology helps with. And before it used to be expensive because a lot of companies go with a product-led business model. But now you have a SaaS-led business model. Some people even offer premium and then it's only when you want to unlock certain parts of that technology or solution that you then begin to pay for. And we're blessed in Nigeria because even the digital, the fintech companies are providing these tools without any costs. And all you just need to do is use that platform and then they charge every time they add value to your business, which is people use. Okay, let's quickly go on a very short break. We're coming from the break, I'm sure. The ladies have questions for you. Stay with us. We'll be right back. All right, thanks for staying with us. Now if you're just tuned in, we're discussing leveraging technology to grow small businesses. And we have with us Jeffrey Williams at M. Remember, you can join the conversation, send us an SMS or WhatsApp to 081-803-4663. You can also tweet at us that we should after one of the hashtag we show. All right, Manny, I thought you had a question. Okay, so as good as we know that these technology solutions are to small businesses, we also know that they cost some money. So how do these small businesses go about using this technology to enhance their businesses? And at the same time, this cost would not even affect their businesses more. Well, there will be costs without that. It is the impact now we need to talk about, and I have some recommendations around that. You are used to using your phone. You don't download any app. You are setting about the apps you want. You take the time to research it. You use it for a couple of days. This is not what I want you to delete, even before you start to commit to it. I don't think that there are any apps now that's there are a lot of apps now where you have to pay first before you can even download. So you have. Exactly. There's usually something that allows you to check. So my advice to people, small businesses, is first understand the type of business that you run. Understand the gaps that you're trying to address. Because if you don't understand the gaps that you're trying to address, then you will be swayed to any app that anybody else is referring to you. And when you are setting about the kind of apps that you want to use, then try to use it for some time, then decide how you want to pay for it. Now, because I've used a couple of these apps before, and because a lot of the fintechs are now embedding these sales tools within their platforms, which are now free for you to register and onboard your business, the storefront type of businesses, you are able to only pay at the point of using or it's adding value. So I mentioned that earlier. So in this case, a company can say I would charge you 0.5% of the business or the sales that you've done on the platform. Some will say I'll charge you 1.5%, depending on some even have like a ban. If you if it's 10,000 error, 5,000 error, I will take 15 error or 100 error. So these are not a lot of costs compared to the value. And the value is not only about the fact that it's a sales tool, but it's keeping data. It is giving you visibility. It's allowing you to manage your business considerably end to end because some of them have receipts and subscriptions and a way to remind people that they are owing you and all of that. Now we're talking about growth, right? Small business growth. One of the technology that we've seen and it's rapidly building up is lending. It takes a lot for you to take on a lot of process for you to take on lending. Now you can get a digital platform, get registered in 24 hours, get access to money to run your business. In fact, some models do not transfer the risk of that loan to you as the business owner. They transfer it to the person buying from you. So by getting on a digital platform, you are opening your business to multiple customer pools of different types. Those who want to buy outside your current domain, those who want to buy using credit, those who want to buy small or large amount, those who want delivery service that of course most of these platforms have now digitized. So your scope of business just expands with technology. I want to say that I know that the importance of tech for businesses cannot be over-emphasized but I wanted to speak to upskilling, right? So tech is something that the trends now it changes every day, not even once anymore. You wake up today and there is something changing even just on your Twitter, Facebook and all, right? How would you advise small business owners to keep up, surely in terms of marketing and understanding how these algorithms are changing and how it works to also help their businesses? Okay, I don't understand that question. So are we speaking from a marketing point of view or the choice of technology? Both. So whatever technology you use now, there's always an upgrade, right? But if you want to leave it a marketing, right? And like you mentioned, the small businesses we have now, we use Facebook, Instagram, Twitter to ensure that we reach the audiences that we want, right? So I just wanted to speak to people who are using it because I've had conversations with some people and they say, you know what, I was doing this before. I know that if I want to post on Instagram, I click here, I post but now I can't see where to post, right? It's just a regular conversation. But you realize that it's giving a lot of people stress and you realize that they have to now go to the top right to post, you know, how to just navigate and just ensure that you are still understanding. Okay, I think I have clarity now. All right, so if you don't need something, don't get it, simplicity still works. If your business is to copy and paste and you are not editing, don't get an editing too. The problem is that a lot of technology companies are building ecosystems. They are trying to build it more robust, more enterprise, make technology and innovation cheaper and available. Maybe today you don't need it, tomorrow you will need it. So let me put all that in there. In doing that, it's good because it serves the innovative need of the market. But in also doing that, we've seen cases where they've either confused the current users or they've just made things even worse than how it was before. Now, as a user, when you find yourself in that kind of situation, stick to what you know, stick to what you need. Remember my first basic comment is, if you know what you need as a small business, that is what you should be looking out for. Just because new things are available does not mean that it's for you. So stick to that thing that is working for your business until the business has grown to a point where you need something addition. Now, it doesn't mean that you are not going to research and try to venture into looking at new things. But before you do that, do a trial, read about it, ask people. One thing we don't do that the Western world does very well is that we don't give reviews. I don't know why people don't like talking about things. It's a waste of time. That's what we think because even when you go to, maybe you go and stay in a hotel, they tell you, please, can you give a review? But most people don't. I don't know. I don't know whether it's a culture thing. Somebody will break that barrier some way with technology and all of that. But in the Western, somebody buys this glass. In two weeks, you'll see almost a thousand comments about it and it gives you an informed decision around your decision on what tech to use. But here, so if you can find the review part of that solution, try to look into it and see what other users are saying about it as well. If you want to know, I'm a product manager. I mean, what you just said now is true because there's some new features we just added on the platform. So I'm actually going to have a meeting with my customer experience person and the field guy to now educate them on these new features because, again, you don't want the user to wake up and they are confused that, what was I pressing before? So imagine you are educating your customer. Yes, I have to. Yes, because they have not educated. They will not have to go and get any questions. Yeah, because they are in charge of direct to customers. I am back-end, you know. That's what we are talking about. Let's go to here. You say all this. Yeah, Jeff Bruno is my journey. So I'm learning as a product manager to understand, like, you know, I was speaking with my boss yesterday, he says, now you are becoming a product manager. You know why? Because the sales people tell you, oh, the customer wants this. Customer wants this. I said, no, what is important? Okay, so this one is not relevant. It's not priority. So I'm able to tell them that even though you want certain kinds of tools, at some point, you really don't need them. You can actually make do with what you have. Minimum simplicity is the best when it comes to using any form of technology, because by the time you start to complicate, even you become confused. You are also trying that to a business model. This is what we want to do. Absolutely. So I was going to speak to Fintech. Well, you mentioned something about Fintech. Again, yesterday we were talking about how CVN is beginning to say, bless you, we want to give some Fintech lessons, because as they did like this and they've come to disrupt everything, they've made life so easy for a lot of businesses. People are now waking up to say, okay, no work. Look at what you just said. I can wake up today, open accounts, get loans, get these, get that. These are solutions that could never have been possible if you had gone with the traditional, yes, if we use a good traditional banking. So how do small businesses, because they're springing up every day, and they're a really good, fantastic solution. So if you were to give a council on this Fintech as well, there are solutions that they're bringing for small businesses. What are the parameters you tell them to look out for? In dealing with those Fintechs, because some of them are really giving great solutions. Well, start the journey right, and the journey starts from the owner of the business. The problem is the owner of the business in most Fintechs do not exist. Everybody is the owner, and so they have an opinion about what the market wants. There is no true ownership as to that. If everything is narrow headed to a department or a person, it is easy to streamline the requirement, the needs from outside the company and within the company. Then it goes to the product person, who is supposed to bring to life the market value that that business person is trying to create. If you're truly a business person, your first journey starts from what is the need of the market. Not what you feel is going to be good as an idea. That's why most times when I sit in business presentations or product demo, the questions I ask would be, did you do a voice of customer? Did you understand what your other competitors are doing? Did you find out which market you are going after? Yes, of course, Fintech is broad. Yes, the market is broad. Are you building for the food industry? Are you building for the energy industry? Are you building for the agriculture industry? The more narrower that need and that knowledge and that statistics is, the easier it is for a product to develop a product market fit, to provide value for the market. My advice would be that, get the business right, do your market research properly, have a pool of customers that you go to, to ask information. Today, technology makes it easy. You can have a WhatsApp group, you can have a Slack group, you can have any Twitter group, whichever group you want to go to. Do a quick survey. Almost everything today has the survey button where you can just ask. I remember some months back, although one of my fabulous products lead. She's now in Microsoft. She, we're having a conversation around, let's do something for the small businesses. I was fighting for a particular value and she was like, you know what, Jeffrey, I disagree with you and I'm going to find out what the market really needs. She went on her social media and then put a small post out there. I thought that people wanted that particular value and by the time we went around it was like third. Now it doesn't mean that at the time that I knew it, but it means that innovation and customer need keeps changing. So anything tech who comes and say they want to copy a 10 year old company to build their own value without understanding what the current market is asking for won't work because the value and the need that made that company exist 10 years ago may not be the current market reality. When is your turn to build something into the market? Quickly, I want to ask small businesses, must every small business use social media as a tool, as a technology tool for their businesses? Is he a must? It's the same question by asking, must every person have a cell phone? Is it a must? I'm giving back to you. Have I answered or do I still answer? The intention of the business is to grow and to reach customers and yes. So even a phone is technology? No, no, no. I'm saying the social media part of technology for software. Social media technology. So yes, yes because social media allows you to compartmentalize your approach to selling, which is you can have understanding of the type of customers you want to speak to. You can target the type of people you want to. You can expand your scope of customer or the pull of customers to other domains that you will not necessarily reach from where you are. Local transport is more expensive. The roads are not very fantastic. Now people, I mean today, somebody calls and says to me, Jeffrey, you've got so much content, you've been on TV, radio, everything, your social media page, your LinkedIn page is like a book to read. Why don't you do videos? Like master classes. Yes, thank you. Masterclass, work your package. Don't worry, we'll find the people. And where are they going to find those people? Social media. It's a social media. I got you. Because I was going to even ask you about trainings because there's so many people who actually want to leverage on technology but they are not trained. For instance, my mom doesn't know anything about how to reach anybody on social media. So how do they get these trainings? Well, you just mentioned this masterclass. So I think if we have more people, more professionals. You should listen to Weaselby Friday. We train people for free. I think there needs to be a shift. And I hope that maybe someday in Africa there would be. YouTube has a massive collection of educated videos but you'll find receptionists, people that have routine jobs where customers don't really come in. Sometimes when I get the privilege of finding those ones and I say, what are you doing on your phone? Do you know you can literally get educated? Yes, just watching YouTube videos. You can get your master's degree. Just pick something that you have interest in, pick a knowledge area, and you'll be amazed about the so much professionally made videos on there. Cut a love for free. You know what? Even for small businesses. I don't know what you want to do again. When we say then they say, you know, they want to be watching something. I will not call that one. So just to speak a bit more around leveraging technology as well. There is a big part of that for companies that have multiple locations. Technology makes it operations cheaper. Technology makes it easier for you to know how to distribute your assets, which is the funding. Technology makes it easy for you to manage inventory even across this multiple location. Without technology, it's going to cost you a lot more to go around and interact and distribute your minimal resources across. From a customer's perspective, technology allows you to understand your customer, understand the buying journey, understand what is it that they like to buy, understand the lifetime value of your customers. The cost it takes me to get this customer over the period in which this customer continues to remain my customer is what a customer lifetime value is. Those are valuable KPIs that small businesses can use to continue to build and grow using just simple technology to manage your customer, keep the name of the customer, attach the receipt to the customer. You know, you can even give credit based on the customer's profile. You can improve the average spend per customer by targeting those customers by sending them WhatsApp messages or the right kind of coupons or images and all of that. Good evening, my dear beautiful sisters of what are you saying? In a nutshell, your guests have said it all. We need to understand the type of businesses we are getting into. Then we need to add exposure for patronage, for building of that business through technology. Happy birthday to you, my dear beautiful sister, money money. God bless you, long life and sound health. It's your portion in Jesus' name. It's been a while. I miss you a lot. My name is Daniel Ilu. We is regular. Fine. Thank you, Daniel. Thank you, Daniel. Thank you so much. They have helped me to apologize again. But thank you so much, Jeffrey. I said this one is master class. They should just be watching with every Friday. Yeah, yeah. As Jeffrey, we free his time for us. We continue to bring him. But I think, I mean, today was an amazing conversation. If you have a small business, honestly, you do not have an excuse to fail as far as I'm concerned. The world is actually waiting for you because this is your time in all honesty. Thank you so much, Jeffrey. Thank you, Manny. Thank you, LC. All right. Before we go, to ensure you follow us everywhere, TikTok, YouTube, everywhere. Technology. Yes, it's technology. Follow us. Make sure you share, please. Don't be watching. Don't be stingy. Watch. Don't share with your family's friends. Invite everyone to come watch us and follow the conversations as well. Now, if you missed today's quote, here it is again. At least 40% of all businesses will die in the next 10 years if they do not figure out how to change their entire company to accommodate new technologies. This is alarming, but if you do what is right now, you will not be part of that percentage. We'll see you guys on Monday at 8 p.m. As we bring another great conversation to your screen. Enjoy.