ADI | Snap One: Greg Simmons & Kayla Steinberg

On this episode of “Simplifying Life Through Technology,” Mark, Michelle, and Andrew sit down with Greg Simmons and Kayla Steinberg from ADI | Snap One.

Greg brings decades of industry experience to the conversation. He began his career as a central station operator before eventually running and scaling a UL-listed monitoring operation that supported more than 16,000 monitored accounts. From there, he expanded into the integration world, working with builders, developing distributed audio, home theater, and automation systems. Later he co-founded Parasol, the remote support platform built specifically for integrators. Today, Greg serves as Vice President of Industry Partnerships at ADI | Snap One, helping strengthen relationships between manufacturers, distributors, and the integration community. 

Kayla brings a marketing and partner-development perspective to the conversation, helping bridge the gap between technology, integrators, and the end-user experience. As a strategic marketing leader at ADI | Snap One, she works closely with dealers, manufacturers, and industry partners to develop programs that help integrators grow their businesses while elevating how smart technology is presented to homeowners. 

We explore how a brand rooted in distribution and integrator support is redefining what service means for today’s technology integration professionals. We also dive into the ADI | Snap One merger and what it means for the integration industry. With expanded storefronts across the country, strengthened logistics, and knowledgeable teams serving security, pro AV, and residential AV alike, their vision is clear: to become a true one-stop partner for integrators who need speed, reliability, and design credibility.

Kayla highlights Control4’s latest evolution with X4, bringing deeper customization and a more refined user experience, alongside design-forward innovations like Control4 LUX keypads. The conversation also touches on a major industry shift, the growing demand for lighting design. As lighting becomes a core part of the smart home experience, many integration companies are now bringing lighting designers in-house to properly coordinate architecture, controls, and wellness-focused lighting scenes.

At SoundVision, ADI | Snap One is one of our greatly trusted partners. Many of the products we deploy in our clients’ homes are supported by the infrastructure, logistics, and service ecosystem they’ve built. This episode explores how partnerships like these are helping raise the standard for the entire integration industry.

To learn more about ADI | Snap One:

https://www.snapav.com/shop/en/snapav/adiandsnapone

To learn more about SoundVision:

https://www.svavnc.com/

Check out our Instagram to see our recent projects:

https://www.instagram.com/soundvisionllc/

To listen to more “Simplifying Life Through Technology” podcasts:

https://open.spotify.com/show/7fIkJuLZ7lZ8xbafz62muQ

Contact Us Today:  (704) 696-2792 Ext. 1 | Info@svavnc.com | soundvisionlkn.com

Transcript

Meet Greg and Kayla

SPEAKER_04 0:00

Joining us in the podcast studio today, we have Greg Simmons and Kayla Steinberg from ADI Snap One. Welcome, guys.

SPEAKER_00 0:12

Andrew's got the fade out almost perfect on the uh on the fake applause.

SPEAKER_04 0:16

Hey, the studio's going wild.

SPEAKER_00 0:19

Every podcast we do is very exciting. This is like really, really special because we have got two incredible folks in here. Greg Simmons, who I've known for quite some time and is truly a legend in our industry that none of our listeners know but are about to. And then Kayla, who is making her greatness felt in the marketing world and helping to elevate both ADI and Snap One and their vendor partners like Soundvision. Welcome, Greg. Hello. How are you?

SPEAKER_03 0:50

I'm very good. Thank you for having me and Kayla.

SPEAKER_00 0:53

Kayla, how are you?

SPEAKER_02 0:54

I'm doing great. Thanks for having us. We're excited.

SPEAKER_00 0:57

Greg, back to you. You have been in the industry for a year or two. Yes? Uh yeah. So just so people know before we get your words of wisdom, give us a little background story on you.

SPEAKER_03 1:08

Yeah. So I fell into the industry as a lot of people did. I was a freshman in college, needed a job to get through college. And I was given this small security company that was starting up and needed someone to run the central station from like four to midnight. And it was perfect because I was in college and I could study and do things because the company was really small called Eagle Century.

SPEAKER_00 1:32

Where is this, by the way?

SPEAKER_03 1:33

Las Vegas, Nevada.

SPEAKER_00 1:34

And you just make sure I'm I'm getting this right. You are running the Central Station third shift.

SPEAKER_03 1:41

Yes, I was. I was actually managing the entire Central Station. It was very small. There weren't a lot of us. So uh I did. I managed it uh as a freshman in college. And then um, yeah, so throughout that process of doing that, I was doing well in school and and enjoying that whole, you know, I had weekends off. It was nice. I was learning the business at the time. Really, low voltage integrators were just security, intercom, and central vac. Sure. And that was our focus. Our big focus was security, hence the name. Um, the original owners that I worked for were really, really interested in building up a good book of RMR and build a whole bunch of monthly revenue. That's correct. And um, that was their goal. And after uh doing that for about a year and a half, the owner said, you know, I really would like to start getting out of sales. You know, Greg, I think you might be pretty good in sales. You know, I I I I feel like I I feel like I I was early on.

Greg’s Vegas security origins

SPEAKER_00 2:37

And hold on, let me cut you off for just a second because I want to go back to two things you said. Number one, central station. Not necessarily all of our listeners know what a central station is and what it does.

SPEAKER_03 2:47

Great question. So, really, when you're when you're monitoring security systems, they're going into some type of a central station. Back in the day, it was easy to have one, uh, they had to be UL approved, but it was easy to have one uh as a small business, right? Basically, it in the day, uh Kayla, you're gonna laugh at this, but it came in on a receiver. It was like roll tape, and you had to you had to take the pull card, determine what account was going off, and then I would call and identify if it was a problem, or I would dispatch the police at that time back in the day. So it was it was really early on, um, but they were everywhere, and it was becoming extremely popular to have your security monitored, you know, 24-7. Prices were coming down, they were becoming a lot more normalized in houses as opposed to, you know, 10 years before it was sort of a luxury to have a security system. This was the beginning of the day, is the beginning of the housing boom in Vegas, where um it was becoming mainstream.

SPEAKER_00 3:45

And so Yeah, so this so just to jump in real quick and not to go too long here, but the the central station is basically a partner. You've got the security company who's selling and installing the gear that you see in your home. But then the central station takes it from when an alarm goes off, burglar breaks in, uh, whatever, something happens, motion detector goes off. That's who gets notified.

SPEAKER_03 4:07

And and now that's the way it is most of the time. With us, we did it all. We sold, we installed, we did everything. We were a local generator that also had a UL approved central station.

SPEAKER_00 4:18

Which is very rare in our industry nowadays, certainly.

SPEAKER_03 4:22

That's right. Because just like us, we were acquired uh by Protection One back in the the mid-90s, and the bigger companies were acquiring all the small companies. It was just what was happening. It was a great way for the guys that I worked for to get out of the business.

SPEAKER_00 4:37

Now, not to get sidetracked before we continue with your story, but you also said you were in college in Las Vegas. So were you at UNLV?

SPEAKER_03 4:42

I was at UNLV. I was there when we won the national badge.

SPEAKER_00 4:45

You were there?

SPEAKER_03 4:45

That's where I was going with this.

SPEAKER_00 4:47

I was an undergrad with the Derry Tarkanian days and Larry Johnson, Larry Johnson, grandmama, who is Charlotte famous as well.

SPEAKER_03 4:55

That is correct. I actually had a couple classes with him. However, there there was just a note taker there in his there.

SPEAKER_00 5:00

Was a note taker?

SPEAKER_03 5:02

Yeah, he had a note taker.

SPEAKER_00 5:05

Did they when they did when they took the notes, was it literally like longhand?

SPEAKER_03 5:09

Did they write the notes back then? Yeah, and then I think they were tutored in the evening when they had the time when they weren't practicing and doing traveling and doing those things.

SPEAKER_00 5:16

It was an interesting time. For those of you not basketball fans, Jerry Tarkanian um built a dynasty, incredible uh uh run at UNLV, University of Nevada, Las Vegas.

SPEAKER_03 5:30

It was great. Yeah, those were good times. And unfortunately, they haven't been back for a long time.

SPEAKER_00 5:34

No, they have not been back for a long time. That's true.

SPEAKER_03 5:36

With all the conference things and everything that's going on, it it's tough for the Mountain West to compete at that place anymore.

SPEAKER_00 5:42

And they don't have the money. But anyways, we'll keep going. Yeah. So actually they do have the money. You would think that Las Vegas would actually have the best team. I know we got to keep going. So, so the Central Station, so we we move on, and now you you're you're in charge. Uh you take over Eagle Century. Is that how that works? Or you're getting into sales?

SPEAKER_03 6:01

Yeah, not yet. I went into sales, and then really what happened was my business partner, who was the other salesperson who ended up becoming my business partner, we were putting on most of the accounts. We had an agreement with them that when they sold the accounts, we would get a portion of that, a small portion of that. And what was great about it at the time for me, I was in my mid-20s. Um, I had enough, we had enough money to buy the fixed assets back. The owners held the loan for us because they were pretty wealthy at that point. We had 16,000 security accounts at the time.

SPEAKER_00 6:31

16,000. That's right.

Central stations explained

SPEAKER_03 6:34

Yeah. So we wow. Yeah, we were how many of those did you put on? Um, I probably put on personally about 30% of those.

SPEAKER_00 6:44

Oh my goodness. So 5,300 somewhere in that ballpark.

SPEAKER_03 6:48

Uh, something like that over over my career time there, yeah. We were, I mean, it you know, it was in a day where where with the new production housing in Vegas, you know, we were putting on 100 to 125 accounts a month.

SPEAKER_00 7:01

That's unbelievable. That is truly unbelievable. Okay, so you got a little success going on. Uh what happens next?

SPEAKER_03 7:10

So then um the sale does happen. Protection one comes in, uh, they make an offer, the the owners uh did the deal. And in turn, we had to become a protection one dealer. We had to buy the name of Eagle Century back from Protection One, Ray and I did. And um, and then we had to become a protection one dealer for a little while until we were able to pay that off. And then we decided that we were going to partner with another local central station who was uh they were good friends of ours, who had a great central station they were building, a lot of money, well funded. And we partnered with them to do our monitoring and we started building our own accounts again.

SPEAKER_00 7:49

So you started from scratch? Um Protection One basically owned the 16,000. That's correct.

SPEAKER_03 7:54

So and we started back from scratch.

SPEAKER_00 7:57

Oh my gosh.

SPEAKER_03 7:58

Yeah.

SPEAKER_00 7:58

Okay.

SPEAKER_03 7:59

And uh in this time, in this, in this time, you know, we so we we made a deal with them to buy. So we own the company at this point. And we weren't really sure, does the company operate the same? You know, we were kind of concerned that without that recurring revenue, does the company, you know, is it a going concern moving forward? Well, turns out that at this time was also the transition into the audiovisual world, right? We were going from Dolby Prologic to surround sound and distributed audio, and we already had all the builder contracts. So we started, you know, they started giving us, you know, showrooms in their design centers, the builders did, and we uh we transitioned into really a full systems integration company at that point, got in pretty early and obtained a ton of builder contracts with people like Dell Web, Pulti, um, you know, toll, the big ones.

SPEAKER_00 8:52

So you were focused, and I'm assuming primarily because of the security angle, but you were focused on a lot of the production builders because you had a lot more uh opportunity, they had a lot more homes than a custom builder might build three, five, ten. Pulti builds a thousand. That's right.

SPEAKER_03 9:09

And at the time, it was really about building the recurring revenue and building that alarm account base back up.

SPEAKER_00 9:15

Yeah.

SPEAKER_03 9:15

Because that was where the volume the volume was, and that was a really a heavy focus of ours. Yeah. At first, the audio visual was sort of an ancillary thing. Hey, why aren't you running this low voltage wire and you know, for all the speakers and and all the other things that are that are you know maturing now? And that's what we did. It turned out, you know, as as we grew the audiovisual and automation and all of it became a much bigger part than the security. Security industry got more challenging with huge mergers and acquisitions of competitors and people like Vivent that made it a little more challenging to do the volume that we were doing.

SPEAKER_00 9:49

Sure, sure. By the way, Kayla, what year were you born?

SPEAKER_02 9:54

What a question.

SPEAKER_00 9:55

Yeah, you don't I'm the reason I'm asking is because I think all this happened before you were born easily, right? I mean, you don't you don't have to say the year. It was easily before you were born. Is that fair to say?

SPEAKER_02 10:05

Likely so, but now I feel like I have to ask you when do you think I was born?

SPEAKER_00 10:09

When do I think you were born? Oh yeah. Uh I think you were born when 2025. I think you were born in 2002. Oh wow. Nope.

SPEAKER_02 10:21

Thank you. I think.

SPEAKER_00 10:23

Thank you. You think? Was I which way was I off?

SPEAKER_02 10:27

Uh I I was born in the nineties. Were you born in the nineties, really? Yes. Okay.

unknown 10:32

Okay.

SPEAKER_00 10:35

I thought she was gonna say no. I was born in 2008. I was born yesterday. So uh so along the way, Greg, you came up with another idea. And this is sort of getting to the heart of what I wanted to talk about here because it's also a focus of what we do. Kind of take us down the Parasol road and what is Parasol and how does it work and how the idea germinate and that sort of thing.

Scaling to 16,000 accounts

SPEAKER_03 11:00

Yeah, so in a lot of these industries, you know, you and I were in roundtables with our buying group, and and we talked till we were blue in the face about uh 24-7 support, uh RMR, um recurring revenue. We, you know, we we were talking about it for just felt like years. And finally, um two other of our our friends, Henry Clifford from LiveWire and Ted Bremikamp from ETC, we were sitting at dinner one night after one of these events, and we said, why don't we do this? Like, what would it look like? So we wrote a business plan from an integrator standpoint, right? When you think of of service and support, you think of large entities that are, you know, offshoring things and and providing these large machines. We knew that if it were going to be done right, it needed to be done by integrators. It needed to be um, you know, uh much more personal to our industry than trying to send it elsewhere, right? So we the goal behind it was uh there were a few things. One one is being in Vegas, it was very hard to provide 24-7 support because a lot of our you know clients, especially our big clients, were working on the strip and their hours of using their system, you know, was two more two in the morning till six in the morning or something like that. So providing support there was challenging, but every we all have that, right? As integrators, providing that that customer service is challenging. You know, we always used to say is that our businesses are open from 7:30 to 5. Our customers are working during that period. They start utilizing our products when we're closing.

SPEAKER_00 12:39

That is so true. We talk about it all the time.

SPEAKER_03 12:42

And if you think about it, what a fundamental flaw in our business, right? I mean, it is a fundamental flaw. And you know, how do we do that? At Eagle Century, we were quite large by this point. You know, we had we got to 100, you know, plus employees and the service department was big and I had people on call, but it was stressing those people out. It wasn't it wasn't immediate. We didn't have the tools to to do some of the things right without rolling a truck. Well, you know, we knew we were utilizing the oversea platform from Snap AV at the time, and we knew Let me interrupt Oversea quick X high-level explanation. Yeah, so Oversea um gives the ability to remotely manage um products uh basically from anywhere in the world, right? They're identifying IP addresses and and and we're understanding and being able to communicate with equipment remotely.

SPEAKER_00 13:35

This is exactly the product that Soundvision uses. And just to give a quick example, if your if your Apple TV needs to be reset, this is how we can do it remotely without coming to your home. It goes much deeper than that, but that's a quick high-level one.

SPEAKER_03 13:49

That's exactly right. So the challenge was is our security customers were used to 247 365 sport. That's what they were paying for. They wanted you to be there for them at all times. So when we started figuring out can we monetize the oversea platform, um, a lot of the customers were telling us, well, it's not 24-7. I don't know if I'm gonna pay you for that. So obviously there was some monetization of it, but it was it was more challenging. So we knew that it had to become 24-7. And we knew Henry Ted and I knew that it couldn't be a technician that's you know, you're expecting to be back in your truck in his truck at 7:30 the next morning. That just doesn't work. So we um we stood up Parasol, we had some dedicated employees in my office in in Las Vegas, and we went live with our three companies. So we were charging our customers, and um and we were providing, I mean, at the time with so few people on the support, it was phenomenal. Like the phone wouldn't even, you know, ring. Oh, yeah, ringing ring one. That's right.

SPEAKER_00 14:56

Yeah, that's right. Yeah, like five customers and four people in support.

Sale, reset, and AV pivot

SPEAKER_03 15:00

Yeah, exactly. That's exactly right. And what we did was um we trained a bunch of our technicians to be backup, because at the beginning, you know, to really staff something properly 24-7, it takes a lot more people than you think it does, with people needing to be off, people getting sick, those kind of things. So a bunch of the technicians at Eagle Century, LiveWire, and ETC were trained um to be able to come on. And they could even work weekends or nights if they wanted to make some extra money, which a lot of them, a lot of them did. So that was very helpful in getting it stood up as it started, as it started to build. Um, you know, we the the biggest problem we ran into, which you know, I'll tell you about how we resolved it, but the biggest problem we ran into is that none of the remote management services out there had the ability at the time to share the account with a third party. So if you think about having to have the browser open for each of our three companies' oversea accounts, that's unscalable. It's just unscalable. Sure. So I went to uh the three major remote management companies, but I did uh finally get John Heyman from Snap A V to come to my office in Vegas. And we have this little small, you know, network operating center set off on the it was you where our RMA equipment used to be. So it was kind of the carpet wasn't there and you know kind of embarrassing. But he came in and he said, you know, this is what a this is what a startup should look like. So I I said to him, he said, Well, what's the issue? I said, the issue is Oversea doesn't have the capability of sharing the account with a third party right now. We need that in order to stand this up. He leaves, he goes out into the parking lot for a while, he comes back in and he said, We can do it, it's gonna take a little while, maybe nine months. And um because of that, groups and permissions was born, and um it gave the ability now to share that account um with Parasol and and others too. It wasn't built just for Parasol. I mean, it's it's a method of of anybody could could use it.

SPEAKER_00 17:01

So imagine again, just want to keep it so that the listeners kind of don't get lost with all the the wording and and how this works. So basically, anyone that has an account, and you correct me where I'm wrong, anyone that has an account right now as a dealer, like we set you up, and so Greg, you're our customer, so we could see your account and everything that we have in there, which is fine if if we're self-managing it. But if we want to offload that to someone else to manage it overnight, say, for example, in your example, you got an East Coast company like LiveWire that's in Richmond, Virginia. Hi Henry, I was supposed to be there today, today. I'm very sorry. That's just a me to you thing. Um, and then you're in Las Vegas, so totally different time zone. So they could kind of help you in the morning hours, and you could kind of help them in the evening hours. You know, that that's exactly right. But you need to be able to see their accounts and they need to be able to see your accounts. So that's what groups and permissions allows.

SPEAKER_03 17:56

That's correct. And fun fundamentally we knew that that we needed these things to look alike. You can't open an oversea account and have them be completely different from each other, labeled differently. So we created um a checklist basically. And it was a commissioning checklist where you had to follow the instructions so that when our agents were looking at something in Richmond or something in Vegas, you know, we on different parts of the coast, we might call rooms different things. We might call, you know, it it happens, right? And so we created this checklist and it gave this continuity to opening up these accounts and starting to see the same things, right? The more notes, the better. Uh and, you know, Oversea and Parasol helped each other develop, right? So, so a lot of our team was working with the Oversea team to say, we we would see a bug before anybody else because we became the most um prolific user of Oversea, right? Oh, sure. So a lot of times we we had this thing called a bug report, and if we saw something or something we'd like to see changed in Oversea, um, we would uh communicate that to the to the Snap A V team at the time, and we helped each other grow.

Birth of Parasol RMR support

SPEAKER_00 19:05

So the technical listener will be interested in how you how this all evolved. And that's one story. The casual listener is gonna be like, hey, what's in it for me? Yep. So if, you know, I I'm curious your take on what is the reason that someone would pay for some kind of extended service, service membership, warranty service, however you want to phrase it, uh, what's the what's the thing for them? What's the carrot?

SPEAKER_03 19:31

So this whole thing was developed to create a better end user experience. And and we think of, oh, I can wait till Monday or I can wait till Tuesday. That's the way we did it in the past. You had a problem, you called in, you left a message, someone called you back Monday morning and they put you in the schedule for for repair or service on Wednesday. And they're like, oh, that's great. Well, that's not great. It's awful, right? So the way we started doing it was the experiences that the end user was having, we started telling those stories. And I'll tell you a very simple story that makes it pretty clear why. Because when we're in this day and age, when we're viewing, when our show populates on a Sunday night or whatever, if you can't see that, that's that's a flat out emergency in this day and age. Yes, it is. So the example I'll use at the beginning, we I had a customer. The customer had we put in a very large uh audiovisual system for him with a theater. And he was a big Game of Thrones fan. And he he he said, you know, I I'm having this huge party. I think people were dressed up, they had it catered. And back then, you know, the uh it came on at nine o'clock that Sunday night. If you missed it, that was like the that was that was the end of the world, right? Party's over. Party's over. Sorry, it's ruined. We don't know who died. And he he calls me um and and I said, Hey, I put that number in your phone. It says Eagle Century 247. Call it. He texts me back a little bit later and said, That is amazing. It it solved our our issue immediately, and the party went on and you save the entire night or day. Like in reality, on a Sunday night, what do we really, you know, it's tough to take care of a customer, especially if you've got 45 minutes to identify it, you know, with something simple. Like there was uh video but no audio. And we corrected it very quickly with a with a simple reboot and and it saved the day, right? And so that that's really what it's about, right? I don't want to see my NHL team uh, you know, I don't want to see my NHL team the next day, right? If that game's coming on, I want to see it then. And if my audiovisual system's down or not working correctly, that is an awful experience. And it's it and for some people, it's really ruins their day, you know, ruins their week.

SPEAKER_00 21:46

We uh we very often hear talk about creating you wouldn't believe moments. And that's a real you wouldn't believe moment. Uh we we've been asked why would someone pay for this? And and a lot of times we'll talk about things like the fast pass at Disney or people that want to get on a plane quicker for Southwest or what you know, whatever actually Southwest Pass example, but sorry, Southwest. But um uh yeah, they want to get on a plane faster, so they pay to for that. Some people find value in that. Yeah, some people find no value in that, and and neither is wrong, it's fine, but for the people that want that kind of service, that are used to that kind of service, it's there and it's it's possible now.

SPEAKER_03 22:31

Yeah. In in the the world of home building and and and trades, there are a lot of trades where if your cabinet door is, you know, something's wrong, you can wait a few days, right? If if there's a defect in the floor, maybe you can wait a few days. But when it comes to things like your audiovisual and entertainment system, your plumbing, certainly, you know, those things we need to be able to in those industries, we need immediate fixes. Otherwise, people's experiences are gonna be bad. And again, this is all about um a better user experience. You know, we also thought about what it would do for the integrator. We knew, like my service manager when we started this was like, this is amazing. Like you're actually taking the some of the calls away from me during the day, and I'm getting back to customers that need me immediately. And that's helped my day, right? So it's um it was there were multiple reasons for it, right? It was better experience, it was it was helping integrators, um, just bettering the industry. We knew, you know, as I you know, we'll talk about it, but as I came on uh when we we sold Parasol to to ADI. It's a great segue.

SPEAKER_00 23:44

I was just headed there. Yeah.

SPEAKER_03 23:46

So um we once once that happened and I had access to all this data, we knew as Snap AV at the time, control four at the time, we knew that the end user experience, the MPS scores, when you surveyed with a third party all these end users that had automation systems, that really it was very low. And they were in general pretty miserable uh with their experiences because things aren't being updated. You know, as integrators, I I'm I'm guilty of it. You know, take care of the customer that's you know, you're finishing their system that day, and then you know, you're moving on to the next customer. And a lot of us are guilty of that. I know I was, and I wanted to change that, and so um, yeah.

Oversea, groups, and permissions

SPEAKER_00 24:28

Uh so that so that's a good segue. You you sold Parasol the company and to uh well it's it's changed a few times, but now it's ADI Snap One, which is how we introduced you guys when we came on board. So again, most of our listeners uh will not know who ADI Snap One is. Maybe a high level on that, and how how are we, Sound Vision and ADI Snap One, sort of interrelated or or connected?

SPEAKER_03 24:57

Yeah, that's a great question. So fortunately for me, being in the business um a lot longer than Kayla's been alive.

SPEAKER_00 25:04

Um I'm not that much longer as it's as we just found out.

SPEAKER_02 25:08

Apparently not. I was born in the 2000s, didn't you know?

SPEAKER_00 25:11

But and I will say, just for for what you know, listeners, Kayla is just sitting here nodding yes constantly throughout this. So I'm assuming that you are good with what Greg is saying. I don't know if you're here to police him.

SPEAKER_02 25:24

Yeah, that's why they sent me actually. Just kidding, Greg. It wouldn't be surprising.

SPEAKER_03 25:28

It wouldn't be the first time.

SPEAKER_02 25:30

No, I think Greg is such an expert in this area, and I love listening to him talk. Every time I listen to him speak, I learn more about him. He's so integrated into this community and knows so much. And so I'm just happy to be alongside him today and listening to you know to what he has to share.

SPEAKER_03 25:45

It's great to have you here as well.

SPEAKER_00 25:47

Well, and feel free to jump in because you know this part. So tell us let's get back to ADI and Snap One.

Why 24/7 support matters

SPEAKER_03 25:53

I so I'm gonna I'm gonna put my integrator hat back on and talk about what that what that means to me as an integrator, right? Because I think it's a good perspective because these big companies are you know multifaceted and worldwide and that kind of thing. But I'll put it to you as simply as I can. So ADI um distributes a lot of third-party products, security, pro audio, and ADI was was coming into our business, right? It's trying to do a little bit more in the audio video space. So um I bought from ADI as an integrator in Vegas before control for and snap AV existed. So I had a relationship with ADI. I knew what ADI was, they were a very important part of my business and helped me uh you know be more profitable and be more efficient. And so I was well aware of ADI before this happened. Um, I also sold control for and snap AV products um as an integrator. So very familiar with the the company and and the progress, basically all the companies, right? When this acquisition occurred, it was pretty easy for me because I knew both sides very well. Matter of fact, when I went to the first, you know, sales, combined sales event, I mean it was like a reunion with a lot of the ADI people. So that was pretty neat. But this is what I'll say. So as an integrator, I would send crews to multiple places sometimes in the morning to accomplish my day or our day, right? And I would send a truck to ADI. I would send a truck to to Volutone, which is now a Snap One location, I would send a truck to the audio video warehouse. I would send it was crazy. So to kind of put what's happening here is we want to be the go-to vendor for everything, right? And that's really what this is has been a one-stop shop. One-stop shop is a great way to put it, and that's the way I like to put it. Because if I had had what we've built or what we're building now, my life would have been better. It what probably would have been more efficient, more profitable. My customers probably would have had better experiences, and and and that's what we're seeing now. So these stores, right? So one one of the for you as an integrator, one of the benefits is not only do we have obviously everything you can buy through e-commerce, we have very quick shipping throughout the country. That's that's going to continue to be even better because of the ADI uh, you know, warehousing and and distribution footprint. But now we're building these stores um around the country as the real estate allows us to do. We're combining them. So I I as an integrator, I kind of refer to it as a superstore. Imagine going into one place and getting all of those things on the security and pro A V side, on the Resi, you know, A V side, and and all in one place with experts on both sides of the aisle. I mean, it's kind of like the dream, right? Yeah. So now because we're we have so many locations throughout the country, almost everybody is within, you know, well, at worst case, if if it's rural, it's it's a very quick ship. But but most people have the ability to go into an ADI Snap One location anywhere in the country. And these things are amazingly stocked, you can get everything. And uh again, I that's sort of an easy way to put what the whole thing means to me personally, and I think is going to really um become powerful for all of our customers.

SPEAKER_00 29:23

Well, you're you're talking about we were just talking about an end-user experience from a service perspective, and in that case, we're talking about our Soundvision's customer, integrator's customer. Yeah. In this case, uh, you're talking about an end-user experience for a customer, but in this case, Soundvision is the customer. That's right. Uh ADI Snap One is is the provider, is the vendor. And what I can tell you, uh listeners, uh, is we are that's our one of our biggest vendors that we work with, so we work with them almost every single day. Uh and over the years I guess for the totality. I've been doing this since August 23rd, 2010 with Soundvision. Snap one in all their various uh forms uh has been the best service provider uh overall over that period of time. When something goes wrong, they fix it. Uh when something isn't on time, they communicate. Uh, you know, they're not perfect. We certainly have issues from time to time, but it's how things are taken care of. Not the only vendor that we deal with that that does that kind of stuff. There are some really, really good ones out there, but consistently you guys are at the top or very near the top. And we appreciate it because it helps us deliver the same ex you know, customer experience to our customers because this is what's going on on the back end. So we're very thankful for that. And we know that it's everything that you're just talking about is very purposeful, uh, and it's it's intentional on helping uh dealers like us across the country deliver better experiences to our customers. So thank you.

SPEAKER_03 31:02

You're very welcome, and and I appreciate you saying that, you know. Um, I I think there's a team of people that most people don't ever get to meet, right? Um, Kayla and I are out in the you know in the front lines and and we're talking to integrators all the time. But this team of people that that are behind us and behind our entire team are really, really great at what they do.

SPEAKER_05 31:23

Yes.

SPEAKER_03 31:24

And if you think about something, you know, we don't need to get into, but we all know that we had a supply chain issue uh for a while there, right? Oh, yeah. Well, I really feel, you know, and and maybe it's a little biased, but the way our teams handled it around the world and created and made sure that we had products for you to get through those times was something it was phenomenal to watch. And I was on a lot of these calls where these teams were communicating and talking about how they're gonna manage. And I was just in awe of of how great they handled it. And so, yes, the the company itself is is really, like we said, um, we want to be the go-to for for all integrators for everything, and and we want to do it extremely well.

SPEAKER_00 32:08

All right, so Kayla, you're gonna get a privy to these next questions, so you're gonna get to think about it.

SPEAKER_02 32:13

Okay.

SPEAKER_00 32:14

So you're welcome.

SPEAKER_02 32:17

I was born in the early 1990s.

SPEAKER_00 32:21

So, Andrew, it's that time. We're there. We're there.

SPEAKER_04 32:26

So, with all of our guests, we like to end our episodes on a lighter note. We like to gauge your music interest. So, who is your favorite band, artist, any notable concerts, shows?

SPEAKER_03 32:40

All right, so this will say a little something about me. I'll tell you my first concert. Kayla won't know who these people are, but um my kid's a pretty good crap on K. Yes.

SPEAKER_02 32:50

Just kidding, just kidding.

ADI + Snap One one‑stop vision

SPEAKER_03 32:52

My first concert, um, Iron Maiden, opened for Judas Priest. Oh my gosh. On the Screaming for Vengeance tour. Yes. And I was I was young and I wasn't supposed to go.

SPEAKER_00 33:03

Uh well, yeah. How young were you? I was probably 70s. I was probably 12. Oh, it could have been early 80s. Uh you were 12 at an Iron Maiden Judas Priest concert? Yeah, I was. Oh my gosh.

SPEAKER_03 33:14

And um I snuck out of the house, and there was a a riot occurred during the the event when the the song Breaking the Law came on. People started ripping chairs out of the deal, and and my mom said the next day, she said, uh, you know, I'm glad you didn't go to that concert because look what happened. It was the front of the newspaper. I told her about I'd say 12 or 15 years later.

SPEAKER_00 33:38

See that guy down there that was ripping the chair? That's me.

SPEAKER_03 33:42

Where was this? Uh, this was in Rochester, New York at the War Memorial uh arena. I remember it, I remember it very well. But I love all kinds of music. Um, I listened to basically everything. I one of the things I enjoyed doing as an integrator was my sales team was really busy and I would take their customers in and I would do a lot of the audio demos. I was a big fan of them bringing in their own music and hearing it like they never really heard it before. You guys have phenomenal, you know, audio and and listening experiences uh here at your place, and and we did as well. And I enjoyed that. So in that process of listening to everybody else's music, my customers' music, it opened my whole, you know, idea of of the different music that you know that I enjoyed. Yeah.

SPEAKER_00 34:26

Now, did you curate the the demo? Now you couldn't necessarily do it with their music, but I'm sure you had some demo content that you Oh yeah.

SPEAKER_03 34:34

I mean, I had a lot of go-to things for the people that would say, Well, we don't listen to a lot of music and we're not sure we don't have the the content to bring with us, whatever. I had a lot of things, um a lot of the regular stuff. Um uh, you know, just a lot of a lot of the stuff. Keith Don't Go. Everybody I think you is.

SPEAKER_00 34:52

I listen to it all the time.

SPEAKER_03 34:53

Yeah, yeah, Nils Lofgren. I mean, like that was that was probably a go-to for people that I wanted to have a really good experience with the guitar riffs and the you know, it was it was there's not many things recorded better than that.

SPEAKER_00 35:04

Yeah, that's incredible.

SPEAKER_03 35:06

Yeah. Um, I was a big fan of Allison Krauss. Like Alison Krauss, I could listen to, you know, all day long. Her voice is like a you know, it's somewhat angelic.

SPEAKER_00 35:17

Well, I remember back in the day you had to you had to curate the demo, which means you had to tell somebody what they were gonna hear. Yep. Then you let them hear it, then you'd re, you know, you'd say, you know, did you notice that? Did you hear that? You know, it can in Keith don't go about a minute in, you get the where he kind of goes crazy the first time and the strings on a on a great set of speakers is just it it's literally if you close your eyes, he is there. Yeah, he is literally there. So that's a that's a good one. Well, that's cool. We haven't had an Iron Maiden Judas Priest reference. No. Do you know who those are? Do you know who they are?

SPEAKER_05 35:53

Yeah, no.

SPEAKER_00 35:54

I highly recommend Iron Maiden. One of the things about them, their album covers were legendary. In fact, they were one of the one of the uh coolest marketing things. They took it to another level back then. Um I mean, they were way beyond what most album covers were like.

SPEAKER_02 36:10

That's something to I'll look it up after this.

SPEAKER_00 36:13

Yeah.

SPEAKER_02 36:14

I probably heard the music. I just probably can't. I don't know. We'll see.

SPEAKER_03 36:18

I'll give you one of my cassette tapes or my CDs for you to do that.

SPEAKER_02 36:21

Do you know where I can buy one of those uh you know player thingies to put? I'm sure eight-track.

SPEAKER_00 36:28

It was on eight-track back then.

SPEAKER_01 36:29

Oh wow. Uh it's not like a another investment really that you make in your house. It's not like your H V A C company is gonna have an event and you're gonna go and be like, hey, so does it cool?

SPEAKER_02 36:41

Like Yeah, no, I I absolutely love that because personally I think the best thing that anyone can do for their business is to create advocacy marketing. And that, you know, when you take care of your customers, they are going to sing your praises. And it's, I don't want to say it's free marketing because you have to work really hard to take care of your customers, but when you can take one and turn it into two just by having a good service and by showing up and meeting their needs, that's how you continue to grow your business. And what you just said is exactly how you do that. And I think that that just goes to show again, you know, why you're celebrating your 15 years is because you're so good at that. And I know the touch points that you guys take to stay in constant communication and then even the celebration that you have with your customers, you know, after like you are always, always celebrating them and linking arms with them to make sure that they're happy. And that that's so huge.

SPEAKER_03 37:28

And I think I think H V A C for yourself probably isn't a thing.

SPEAKER_02 37:33

Well, now we've given someone out there an idea. Cool yourself. Yeah, cool your cool yourself. I love that. That's great. Yeah, that that's awesome. I will say at Cedia, which for those of you who don't know, is a big industry trade show that we just had, Lux, which I know that Michelle mentioned, that is going to be featured here during the event, is huge right now. It is all the hype. It is absolutely stunning. You are going to want to come to this event so you can touch it, feel it, see it in action. You you don't want to miss this if you haven't seen it yet, because it is quite literally the wildfire right now.

SPEAKER_01 38:11

Let me ask a question, Greg, and this may or may not work, but if somebody has an existing control for system and they just want to swap what they have for the Lux.

SPEAKER_03 38:22

Yeah, so it'll depend. You're you're gonna want to talk to the customer to see how old that system is. But yes, there's the capability of adding Lux to existing systems. You're just gonna want to make sure that you're you're looking exactly what platform they they're on, how old the the processor is. But yes, there is the capability of upgrading to Lux on an existing system.

SPEAKER_01 38:42

Yeah, the Lux aesthetic is is unique. There's metals, uh, it's polished, uh, it definitely has a more elevated feel than the even the standard keypads, which are beautiful uh on a C4 system. So it's an opportunity to change the look and style of the room and elevate it. Yes, I agree.

SPEAKER_02 39:01

It's so modern, sleek, elegant. A lot of those, those buzzwords that we hear out in the design community, too. It's it's there. It is the product.

Service during supply shocks

SPEAKER_03 39:09

Admittedly, I mean, we called it Lux for a reason. You know, we admittedly uh were lacking a little bit on the luxury high-end market with some of the aesthetics of and the tactile functionality of our, you know, of our keypads and dimmers and switches, and and this is a game changer in that regard. Um, it is amazing. And again, you got to see it for yourself, touch it for yourself, because it is uh it is spectacular.

SPEAKER_01 39:31

Yeah, it gives another option or avenues, uh, much like some of the other lines that we carry for audio, where if you're working with an interior designer or um you're just you know fearful that home automation is just gonna be boxes or unattractive wall clutter, it gives you an opportunity to have more of a say in what you like and how your home is presented. And it's not just an another piece of plastic with a chipset in it. It's beautiful.

SPEAKER_03 40:00

Yeah, it was in development for something like four years, and so they looked at everything and and and double. I mean, they really put a lot of time and energy into it, and I think uh what we've come up with is is amazing.

SPEAKER_01 40:13

It is, you know, I'll I'll tell you, I won't name the name of the other manufacturer, but we have sold a number of jobs based on aesthetic alone, and it was the white backlit glass keypads that sold the jobs. The customers had the options of operating systems, and that was the deciding factor, was it was form factor. It was that's what we want. So this is definitely similar uh in presentation, and it comes with the with the C4 backing to it.

SPEAKER_03 40:41

That's right. And then you can stay on one ecosystem, uh, which is great. And a lot of people have been wanting to do that, and and Lux gives them a reason to be able to do that. Um, and I think homeowners will that'll resonate with them that they're the one platform for their you know their home automation. And uh yeah, it's it's been great. Um, it's been well received. Uh we've been out in the field now at multiple events. Uh Light Up Blues has been a great event. Um that we we debuted it for the first time last year. And um I was there, you know, for a for a couple of days listening to the feedback, uh, and the feedback is is is very, very uh good. Um everybody's really embracing it, which is great.

SPEAKER_01 41:23

Uh a question uh on the marketing side uh is there research that you guys do with different specifiers like home builders or interior designers and that you guys kind of do behind the scenes when you're collecting feedback for new for new products, or is it more integrator and customer-based?

SPEAKER_02 41:45

Yeah, so I think we're dabbling more into all the different avenues, but customer-based is really where, you know, integrator and then even some in-customer feedback is really what you know it drives. I'm a true believer that the answers are always in the fields and you all are in the field constantly. So you guys will be very honest with us about the pain points that you hear and need. I do think we continue to do more investigation around design, home building. Greg, I don't know if you have anything you want to share there specifically, but I know that we are continuing to form more um, you know, partnerships with those different organizations so that way we can also get information directly from them. That continues to inform our you know, continued evolution of our products.

Music talk and demo philosophy

SPEAKER_03 42:25

Yeah, in that in that multi-year process, um, pretty much everybody was was consulted. There were a lot of people on the design side that were involved. Um you know, a lot of a lot of integrators now um, you know, have designers and they have lighting designers. And so a lot of times the lighting designer can articulate what the customer's trying to say, what the what the designer wants, what the builder might want, you know, and and the homeowner, right? The the people that are using it every day. Um that that was all taken into consideration.

SPEAKER_01 43:01

Yeah. I think it speaks volumes that you know customer feedback carries such weights uh with control four. I think that's invaluable because ultimately you're getting the end result of you know, all of the engineering and and the customers' experience on that, which is so valuable. Uh kind of a a tangent, Greg, you've been in the industry for a while as not as long. I will say I would certainly have not been in the industry as long as you're apparently longer than I am old.

SPEAKER_03 43:34

Yeah, we we uh we beat that one up on the uh the last podcast.

SPEAKER_01 43:40

Yeah, so but the the shift uh in the last five years uh to have a lighting designer, you know, on staff is just a huge shift in this industry. It's not something that, you know, 10 years ago, if you had mentioned that to me and said, hey, in 10 years from now, you're gonna need a lighting designer. I would have just been, you've got to be kidding me.

SPEAKER_03 43:59

Yeah, at my integration company um in Vegas, you know, lighting is a big deal in Vegas with all the modern homes and lots of floor to ceiling glass. And and um we got in pretty early, and that's exactly right. We were dealing with these lighting designers that we had very little contact with, and sort of that the um just the disassociation between what we were doing for the homeowner and being on site and these lighting designers, like in Vegas, they were designing from Phoenix, they were designing from LA, and there was a disconnect. And so having those um services internally or partnering with someone that's dedicated to this industry um is producing better results. And I think uh we're able to produce what the homeowner is looking for a little bit better when we are doing these things in-house. So we brought it in-house several years back, and it was one of the better things we did because again, better end result, better communication. Uh, there are still great lighting designers out there, and we're still going to be interacting with those companies. They do an amazing job, but there is something um really nice about having it in-house.

SPEAKER_01 45:09

Yeah, for for certain, uh when you have a lighting designer in like Miami or Los Angeles or Las Vegas, you know, it's very much the norm. If you're building a house, you have a lighting designer. But uh in the CI channel, you know, in in Lake Norman, North Carolina, that hasn't been the standard. Uh, you know, as people are relocating here, it's becoming the standard, at least from an industry and a um of who is moving here and relocating here. It's definitely taken off, but it it's just not something I ever saw coming.

SPEAKER_03 45:42

Yeah, and the the whole it is just, I mean, it's exploded. And I still think we're at the beginning of this. I think that integrators, I think that that homeowners, builders, we need we need to be more involved in lighting than ever. It's happening. We still have, in my opinion, there's still a long way to go, right? And we've we've now there's a lot of studies that show what wellness and what lighting can do for your life, right? And there are integrators now out there that are actually having wellness programs now. And the lighting falls into that wellness program to try to literally um, and there are studies showing that it's happening, we're literally making people healthier and better.

SPEAKER_04 46:21

Yeah.

unknown 46:21

Yeah.

SPEAKER_04 46:22

Awesome. Yeah. So can either of you share what do you see happening in the future for ADI and Snap One? Maybe uh focus more on a new product or anything.

Introducing Control4 LUX

SPEAKER_03 46:36

I could take that. Um, so yes, I think um the the relationship now uh between ADI and and Snap One is, you know, we talked about it a little bit before, but I think one of the most significant things is what we're doing to make uh integrators' lives easier, more efficient, more profitable. And we're watching that happening, right? We're starting to combine our local stores. The local stores, like we talked about on the last podcast, is a huge asset to integrators all over the country. Um, and there are locations basically in every major city. So most integrators can go pop into one of these in the middle of the day, stop there in the morning, on the way back, whatever they need to do. And now it's becoming a one-stop shop. So, as the the dream is that all of our stores would be a combined ADI and a Snap One store, and you'll have audio video experts, you'll have Pro AV and security experts all in one place, more efficient, better for your business, better for your bottom line. Like really, that's what I what what what we're building. And um, you know, the um Do you think it'll stay product centric, or do you think you guys will start to uh start uh start offering different services like lighting design services or yeah, I I think so so Parasol, um my company that was acquired by Snap One was the basis for uh control for assist. We learned a lot with Parasol about how to improve the end user's experience with our products, with Oversea. Um, all the products are now being developed so that the remote management becomes more sophisticated and better all the time. And that roadmap is uh always going to be out there, right, to continue to improve that. So I believe um that yes, I think ADI and SNAP one is going to look at how any way we can become that that that great partner, the greatest partner for integrators. And I wouldn't rule um you know any of those things out. And again, we're already working on it with remote management and some of the services we have with access networks. Um yes, it's definitely a part of the plan.

SPEAKER_01 48:45

At Cedia, I learned, and I'm sorry, Andrew, I know I'm off, I'm off topic. You are fine. Uh at Cedia, I was, and I don't know if you can speak on this or not, and feel free to skip it if you can't. Uh I was at the SurgeX booth, and they said that they were working on some oversea integration.

SPEAKER_03 49:02

Yeah, I can't speak to that today.

SPEAKER_01 49:05

You can cut that, Andrew. I gotcha.

unknown 49:08

Gotcha.

SPEAKER_01 49:08

All right. Uh okay. I think I don't think we need to cover beta testing. So I think you can just move ahead on to the lightning round and we can wrap up.

SPEAKER_04 49:22

So, in your opinion, I want to ask both of you. Well, we kind of touched on a little bit with you and your children, um, but what is one product that you guys implement that you feel every homeowner should have or at least check out?

SPEAKER_02 49:38

Yeah, I'm gonna say X for because I I really do, I mean, I know that that's our operating system, but I there are a lot of projects that are still not upgraded yet. And I have to ask, what are you waiting for? Because the possibilities truly are, you know, unlimited. And there is a learning hub on there. So there's so much information where even at the fingertips of the homeowner, they can go and learn and customize more. And I think that that's a huge add. And I think just we're gonna continue to innovate, you know, in control four. And I think X4 is a really great step in the right direction. It's guided by customer feedback. So those decisions, those priorities were made with you all in mind. And again, the convenience of what it offers is huge for any person. We're all living in a very busy world. And Greg, you touched on this a little bit in the last podcast, but instant gratification is what we are constantly up against. So if we can provide a service that provides you with real-time solutions, exactly what you want out of your day, that is what X4 does. And I think that everyone should be on it.

SPEAKER_01 50:43

It's interesting. Uh, we have so many uh our loyalist customers, the the ones that come to every event, they're C4 users. And they it has been, at least my experience in this industry, as long as I've been in it. If people that love it, want to tinker with it, they want to play with it, they used to get the composer home license and have different options to adjust it themselves. Everybody wants it. It's not the wisest thing for them to do because it's so when you set certain things up and set different scenes, there is actual programming that comes into it. But X4 gives a customer an opportunity to set some of their favorite scenes.

SPEAKER_02 51:22

Yeah, absolutely.

unknown 51:23

Absolutely.

Designing with integrators and builders

SPEAKER_03 51:25

For me, it's an easy one. Um, yes, I fully agree with the the control four and and all the things that it does for our lives. But for me personally, um, I love audio, I love sports, and I love music. Uh, you know, it's it's a big part of my life. So my try at home theater um was probably my go-to and the thing that that stood out to me the most. Um I like to go into that space uh and really enjoy, you know, things, uh, you know, sports and and music in just a much more dynamic um way. And you know, that was my kind of special place and and really, really enjoy that that triad theater.

SPEAKER_01 52:08

Very cool. Is is triad is that uh I know what it is, but uh control four Apple integration airplay. Is it triad that it's going in?

SPEAKER_03 52:21

It is, yes. Um it's yeah, we probably won't go into the details, but yes, Triad is is our product is assisting attack. Um but but triad is is our product that's um manufactured in in Portland, Oregon. Uh it's our high-end offering. Um we have m multiple offerings, including episode, but um Triad is uh is our our flagship.

SPEAKER_02 52:43

We we have that here. Yeah, yeah, it is so good. You're right. Now I'm like, hmm. They're all so good. How do you choose? How do you choose one thing?

SPEAKER_04 52:51

It's hard. Anything else, yeah? So I know on the last podcast we got to hear Greg's music interest. So now I want to ask you, Kayla, who is your favorite band artist? What's your jam?

SPEAKER_02 53:07

So I'm probably gonna shock you with this considering I was born in the 2000s. Only kidding. Um, but I am a diehard Shania Twain lover. Okay. Yes. I know. You didn't see the thing. I know. Wow. Now I like all music, I should say. So right now I'm really hot on on Apple. They have something called chill covers. And so it takes all to like popular hits and kind of reinvents them. And I I love that because you know, all the words, but it's a different vibe. So I'm really into that. But Shania Twain's my girl. I've seen her in person. She's a great performer, even you know, though she's definitely getting close to retirement. She was still a fantastic performer. So I was very impressed with her. So that's my girl. Shania Twain. Shania Twain.

SPEAKER_04 53:53

And your head's a woman.

SPEAKER_01 53:54

Has anybody ever asked you what your music taste is?

SPEAKER_04 53:58

I it was, I think one of the ones we did in the past month. Mark literally said to me and said, Wait a second, I don't think we ever asked you. And we did an episode with me that just didn't air.

SPEAKER_01 54:09

Okay, so what is your your taste in music?

SPEAKER_04 54:12

I'm gonna be like all of other guests.

SPEAKER_01 54:14

I love all music.

SPEAKER_04 54:17

No, um, I like a lot of the top hits. Um, you know, uh I appreciate most music. Uh the 80s. It was some Whitney Houston. Uh I love a powerful uh female vocalist too. Okay. Some Gagana or something. Alicia Keys. Oh yeah. Oh yeah.

SPEAKER_02 54:35

Interesting, amazing.

SPEAKER_04 54:36

But I'm all over the place.

SPEAKER_02 54:39

Yeah, same could be said for me. I like it all. Maybe I need to try at home theater next. There you go. That way I can appreciate you know somebody. Yeah, I know a few people.

SPEAKER_04 54:50

Well, thank you guys again for coming back and joining us for another episode. We really enjoyed having you and sharing so much great information with us. Thanks for having us.

SPEAKER_02 55:00

This was a great time. We appreciate you guys.

SPEAKER_03 55:02

Yeah, thanks for having us. Congrats on the 15 years. That's huge. Um, and uh, we're excited to uh help you with your event.

SPEAKER_04 55:09

Awesome. Thank you guys. Thank you so much.

SPEAKER_00 55:12

Yeah, wow. Well, cool. Well, this has been awesome, Greg. Thank you for kind of educating us on how on your journey, which was really cool, and then also how the service, how you guys expanded and improved the service for our customers. And it's it's really been awesome.

SPEAKER_03 55:29

Thanks, and thanks for what you guys do. I mean, you know, we're we're providing products and services, but you're deploying them. And um, the whole experience is only as good as all of us working together and doing things well together. And so we we really appreciate you and appreciate all our customers.

SPEAKER_00 55:44

Awesome.

SPEAKER_04 55:46

And stay tuned for our next episode where we'll get to know Kayla a little more. Thanks for coming, guys.