 This is JSA TV and JSA Podcast, the newsroom for telecom and data center professionals. I'm Dean Perine, Executive Vice President at JSA, and we are coming at you on location in beautiful sunny Miami, Florida. That's where we are this time, right? Miami, Florida for Metro Connect 2020, and I'm here with my new best friend, Mr. Steve Levitt. Steve is the VP of Sales for Connected to Fiber. Steve, welcome to JSA TV. Steve, thank you for having me. You bet. I'm sure our viewers that don't already know, why don't you tell them a little bit about Connected to Fiber? Absolutely. I'd love to. So Connected to Fiber is the go-to-market platform for both buyers and sellers inside the connectivity space. And what that means is we've brought together the intersection of commercial location, network connectivity, building tenancy, and pricing into a single view to help solve for three core challenges in the market. Excellent. So you mentioned an ecosystem. Ecosystems are huge for you folks. And I knew that Unity Fiber, who I just spoke to you yesterday, VisionNet and MetroNet are new members, partners in your ecosystem. Why don't you tell our viewers a little bit about what that ecosystem means to your existing customers and potential customers? Yeah. I mean, let's cut right to it. Our platform is great, but it's our ecosystem partners that really makes it all work. We've got the best customers on the face of the planet. And when I think about this industry specifically, everyone relies on everyone to be successful. It's the most cooperative environment that I've ever been in. But the problem historically has been these relationships were managed on a series of manual processes and different standards for data. So what we've done is we've tried to bring people together around a very vocal and collaborative environment with a standard set of data in automation and practices to help really drive new partnerships. Yeah. I love it. Yeah. I'm going to go off script for just a second. Yeah. One of the things that I saw when I was kind of doing some research on connected fiber is that very often your partners, customers are saying that they are seeing a legit increase in kind of their top line revenue. It's, you know, can you talk a little bit about that? It just seems like you're bringing, you know, pulling back the covers on new revenue, new customer potential for them. Sure. And so then there's a couple of core drivers, right? Anytime you have a manual process and you've kind of millions of dollars of revenue to that manual process. Yeah. You mentioned spreadsheets. Yeah. A couple of times, it becomes a challenge. And really the effectiveness of what we've done is we've brought together the right people into an ecosystem that's growing each and every month. And we've put a consistent language in terms of data that they're working from in a ton of automation so that their relationships now are more one click than, you know, 15 spreadsheets. And what that ends up doing is it drives top line revenue, improved margins because we're giving you intelligence about how you're pricing, how you're focusing on writing the right prospects. And we're putting that all into a single system. So when everyone's coming together, both the buy side and the sell side in this consistent community, everyone wins in that equation. Yeah. Yeah. So and so that in that by definition is digital transformation. Right. Yeah. So but digital transformation, you are a mabler of digital transformation. Why don't we talk? Everybody is talking about this right now. So we might as well too. Right. So why don't you talk about digital transformation as it relates to your your customers? Sure. I think that, you know, very generic term, right? It can mean a lot of things to a lot of people, but I think there's a couple of technologies that are creating some tailwinds in the market today that are going to require more digital transformation in order to satisfy that. Things like 5G, SD-WAN, the push to the edge, are all going to require consistency in what data people are using, but more specifically who has what where. Yeah. And if you can drive that into the market in an automated way and allow that to be consumed in a single platform and you get people collaborating around it, that's our role in the digital transformation is to kind of take that manual movement out and replace it with more automation. I love it. Let's talk about 2020. Let's talk about predictions. You mentioned some buzzwords that everyone is talking about. Obviously, digital transformation, IOT, SD-WAN, 5G, some predictions on your side from your from your seat connected to Viber. What's going to happen next? Yeah. Well, I think I'll explain that in two ways. Right. I think I think the industry is going to have those trends and we're already seeing it. The industry is going to be transformative. It's going to change the way the world works. It's going to require an amount of density to be built and more infrastructure to be built than ever before. And I think despite all the what-ifs and how-tos and how do we get there, there is one constant and that's location, right? Who can do what where? Where does this infrastructure need to be built? Who's actually in the position to build it? So we've worked really hard to bring together some core data elements like rooftop or cell tower or small cell power network that will help drive the deployment. I think from our ecosystem perspective, we're putting a lot of muscle behind a couple of core things. So you're going to see transformative capabilities come out across every part of our platform, but more specifically, a lot into our configure price quo capabilities, deeper, richer analytics and automation. We think that that's the place where people are doing business ultimately. And the more we can enable that, the better. We're going to expand outside the U.S. So people, our customers that are working with multinationals or global organizations, they're going to have our capabilities that will now reach out into other parts of the world. And then lastly, APIs. And this will tie me back to where we're going. You did it also. Yeah. But APIs, that's the glue, right? So everyone's got the common set of data now, but it's how do we integrate that data into their workflows, their go to market? That's where they're really going to achieve those improved margins, you know, greater close rates and things that we discussed earlier. Steve, thank you very much. Very insightful. We appreciate your being here today. Thank you. Oh, thank you. You got it. And thank you viewers for watching JSA TV and listening to JSA podcast. We'll see you soon and happy networking.