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Past Discussions with Sam


Danny Ryan:Hello, and welcome to the Two Bald Brothers and a Microphone podcast. This is Danny Ryan and I’m here with Tommy Ryan. How’re you doing, Tommy?


Tommy Ryan:I’m doing well. People can now see we are bald. We just don’t say that.


Danny Ryan:Yes, yes. We’re trying something new in the new years, folks, and that is we’re going to try doing this on teams and try posting out to a YouTube channel. Today we have with us, for the third time, Sam Marshall. Sam, how are you doing?


Sam Marshall:I’m doing great, thank you. Yeah, good to be here with you two guys.


Danny Ryan:We love having you on because we love your accent. We just … You make us sound smart, Sam. It’s just wonderful.


Sam Marshall:I sound like an extra from Game of Thrones, I know.


Danny Ryan:Yeah. Excellent. How’s your new year starting out for you?


Sam Marshall:Yeah, so far so good. I got a reprieve. I was meant to be on jury service for the first two weeks, which was soaking up a lot of time. They set me free after a day and a half. So it’s almost like semi-holiday having all this time that I didn’t expect to begin the year with. So what better way to spend it than a video cast with you guys?


Tommy Ryan:Right.


Danny Ryan:With your two favorite bald brothers, right?


Sam Marshall:Exactly. Yes.


Danny Ryan:So, what’s great about these conversations, this is our third one of doing these, is just you’ve got, I think, a very similar type of company to us, a consulting company. You’re over in the UK. I think just through the years, gotten to know you and what you do and it’s just been great to work with you and hand off. I think so many clients come to us with questions about SharePoint Intranet in a Box, and it’s wonderful to hand them off to you and have you help them out, so we really appreciate that.


Sam Marshall:Well, no, it’s a pleasure. And it’s a bit like client ping pong, isn’t it, because I get quite a few North American client inquiries that we don’t handle that go back over your side. So it’s all good.


Danny Ryan:Have you ever heard of the Ryan brothers or this Tree Will or Tree … Have you heard of those guys? They’re from the Southern U.S. You’ve probably heard of them. But I digress. So what I wanted to do in this conversation was to pick up, you’ve now done the fourth version of your report, your SharePoint Intranet in a Box report and as Tom wrote-


Tommy Ryan:Nice, the printed copy.


Sam Marshall:Well, no. This is the whole printed thing. It’s so big.


Tommy Ryan:Wow.


Sam Marshall:The printer said we can no longer bind this behemoth that you’re shoving our way had to split it in two.


Danny Ryan:We appreciate the blood, sweat, and tears that you put into this thing, to produce this thing, ’cause it helps … Boy, it almost seems like a full-time job trying to stay on top of what’s going on within this niche of the marketplace.


Sam Marshall:Yeah. It’s very, very active. Every year I think surely we’re kind of maxed out now in terms of number of new products that will be launched, and every year there’s probably been 20 launched in the last 12 months since last we spoke.


Sam Marshall:Really active, because Microsoft pushes the boundaries all the time, too.


Danny Ryan:Yep, absolutely and this is going to be the wonderful part about this conversation is to, seeing where Microsoft’s coming along and how the market reacts, is reacting to that.


Danny Ryan:Let’s jump into this, within the, this is V four of the report correct?


Sam Marshall:Yes. We started research in 2015 and we pushed out early 2016, this is the 2019 edition, we’ve done one roughly ever 12 months.


Danny Ryan:And you have for this one, you’re doing it looks like 39 products, so close to 40 products and 11 of those are new ones.


Sam Marshall:That’s right. Yeah, and then the 17 were we do a market summary so we don’t do an assessment where we score them, but we give a kind of buyers guide to what they offer.


Sam Marshall:We’re trying to kind of say well, what are the ones that are likely to be on the short list of many people, where you really need to differentiate, so for them we’ll do a long, like an expert evaluation. But also there are some players who geographically might make sense for you, just because they speak your language or they know your business culture, they’re not gonna be big market but could be on the short list for a certain segment of the report users.


Danny Ryan:And you also, you’ve got a voice of the customer so starting to pull in some what customers think and what their perspectives are on some of these products as well.


Sam Marshall:Yes, that’s new this year. And I think you guys nudged me towards doing that as well as other people saying it would be nice to see.


Sam Marshall:The idea of that in particular is although we can evaluate how the product looks in a demonstration, it can’t beat living with it for six to 12 months and really getting a sense of maybe some of the areas where the goings rougher or harder than you expected.


Danny Ryan:Okay.


Sam Marshall:But also what the vendors are like in terms of being a collaboration partner and I got to say on the whole, there was some very, very enthusiastic customers. Some people really praised, praised to the point where I thought gosh, can’t actually put this in, because it sounds, it sounds like fake news. But, we verified that they really were customers and a lot of them we spoke to or we emailed back and forth just to check them out and yeah, so people are happy customers on the whole which is good to hear.


Danny Ryan:That’s awesome. And then we saw, I guess, over the course of last year, what’s happening with Microsoft with communication sites and hub sites, those come along and how does that impact existing products that are out there and what’s the market doing to react to those things that are coming from Microsoft.


Sam Marshall:That’s really been Microsoft, I think, turning up the heat in terms of this sector. And it’s put a lot of pressure on the vendors over the last 12 months. Taking that shift over to modern, the origins a lot of these products that they’ve invested heavily in publishing sites, easier to live with, and doing all the branding and so on, on top, and to heave all that over and re-code it again to work with modern is a substantial effort. All though we’ve got 11 new vendors, we have also seen some products drop out the market. I think, they just took a look and said, yeah, we can’t afford to make that transition and still make money out of it.


Sam Marshall:For example, they’ve become resellers of the bigger products rather than plowing on ahead with a new iteration of their own one.


Sam Marshall:But beyond that, yes some vendors have said, we like what Microsoft are doing, and what the trends that I picked up on it, we called it light and lean as their kind of slimming down their product and saying we’ll just fill in the gaps from what we know customers need from an intranet versus what Microsoft provide. And if we reach a point where Microsoft fill that gap with their own solution, then we’ll pull our code out so you don’t get duplication.


Sam Marshall:And I think that makes a lot of sense for a certain sector in our customers who see the long term objective to become pure Microsoft, but don’t want to wait maybe two, three years for that to be viable. They’re looking for a light and lean in box solution that they can use as a transition to the stepping stone to that endpoint.


Sam Marshall:But then equally, there’s just as many products saying look, there’s an awful lot that we don’t think you’ll ever be able to do with out of the box SharePoint, they are much more substantial products that go way further than Microsoft ever would.


Danny Ryan:Yep. Yeah. This is a bit of a strange question, but while you were talking about that, have you ever seen customers go with multiple intranets in a box?


Sam Marshall:Yes, not always by design. Yeah.


Danny Ryan:Maybe they made a mistake with one, and they brought another one, or has it been … I’m just wondering because the way you explain that it sounded almost like maybe some would fit certain gaps and some would fit other ones.


Sam Marshall:Yeah.


Danny Ryan:I don’t know if we’ve seen, we haven’t seen that, that much. And a part of it’s just seeing what you’re seeing over in the UK versus what’s happening over in the U.S. Primarily we’re seeing a lot of people just go with one, but …


Sam Marshall:Yeah, there’s a few scenarios one is, for example, you get multi-national companies where different countries might have gone for different in a box products.


Danny Ryan:Yep.


Sam Marshall:And so long as they work pretty much autonomously then they can co-exist quite happily.


Danny Ryan:Yep.


Sam Marshall:But also some of the products like Powell 365, have Powell Manager, which is much more a governance tool for control your mass deployment of things like team sites and communication sites. And that would happily co-exist with something where you bought it maybe for the news management or the editing environment. It’s more an admin tool rather than a front end tool.


Tommy Ryan:Right.


Sam Marshall:And then we’re approached just this week by a company that had rolled out 18 months ago on top of one of the products which has now pulled out the market, so unfortunately they’re gonna have to replace it.


Danny Ryan:Gotcha.


Sam Marshall:That’s why I say, look a lot of what’s in the report now is the kind of stuff procurement should be doing for due diligence of saying if we partner with these guys for three years, have they really got the revenue stream and the head count to keep the product going.


Danny Ryan:And if there’s … We probably talked about this last time, but if there’s one thing we’ve learned as a services company is we’re not a product company. And it’s a completely different business. Tommy, you should be shaking your head here, right.


Tommy Ryan:Yes.


Danny Ryan:There’s a big difference between the two.


Tommy Ryan:Lot of scars there.


Danny Ryan:There’s scars. I read a blog post a while back which was basically my biggest business mistake and it really just has to do with Tommy and I invested quite a substantial amount of money into a product and it takes, as a services company, it’s a grass is always greener on the other side of the fence, right. And they’re looking at us, look at their bill rates and they can get people ramped up quickly, and then we’re looking at them, and we’re looking at reoccurring revenue, and everybody’s sort of like I want that and I want that. And one of the really nice things in this report that I’ve seen is you cover the business model. Even as a SI, this report is helpful to me to know sort of what’s the background on that company. Are they a pure product company. Or are they … A lot of these alternatives are they’re ThreeWill putting out a here’s our intranet in a box, and are they gonna be around three years from now. Are they gonna be around, are they gonna be able to support their product. Do they have the structures in place to support their products, so.


Sam Marshall:Yeah, we categorize their approach. Some of them, I think we talk about what we classify as accelerator. The ones who come from the SI background, who have maybe branded the code library, but it’s not something were they can just go in there and everybody gets the same thing and you switch it on and four hours later you’ve got the empty shell of an intranet. It’s more they talk about maybe a three months deployment, which has been shortened from what would have been a six months deployment, because they have that accelerator code.


Sam Marshall:We also ask what a typical deployment time, that’s another clue to what their approach is. If they say, yeah we’ll install it in four hours, then that’s a pretty strong hint that really it is a product and it’s probably got a regular release cycle and a roadmap and all that kind of good stuff.


Danny Ryan:And you did, I don’t know if this was in previous versions of the report, but you’ve got this nice where you’ve got a column that’s type and I’m looking at it right now. You’ve got a ready to run, versus framework, versus application, versus accelerator, which that’s a great … You sort of, you made it nice, where you’ve sort of put them into these different buckets so that people can say, what are we looking for as an organization. Are we looking for something more out of the box, or are we looking for something that will get us there quicker or what type of product do we really need.


Sam Marshall:Yeah, that’s new this year, because it’s more technical than we originally had in our heads. I suppose when we wrote the first couple of versions, my mindset was maybe someone in internal communications wanted to do a bit of window shopping and then talk to IT department, but what we found is an awful lot of people on the IT are using our report to have a conversation too, which is great. We put a lot more in to help them with their decision making.


Tommy Ryan:Now, Sam are you seeing any trends with the type of organization that you see that’s entering into the market that is it accelerators, you’re seeing more accelerators or more of the pure product play when it comes to internet in a box.


Sam Marshall:Yeah, it’s more of the pure product but also the framework side. I think it is hard as Danny says to do the accelerator when your also a services company, and probably for the next two or three years, they can make good money by migrating from classic to modern as a service. But you get the scale from doing it on the product route, particularly the ones who have a partner model, [Omnear 00:13:29], Bonsai to some extent, Powell 365, Valo is a really big partner based approach. Yeah, that’s when you can really pop one into innovating, because you’re not actually distracted by servicing the projects, you let your partners do that.


Tommy Ryan:Yeah, we recently picked up someone from one of the internet in a box companies because they had kind of doubled down into purely product and getting rid of their services side of their business.


Sam Marshall:But it’s horses for courses, because a lot of companies we talked to they say we don’t want too many different contractors, too many different suppliers. We would like someone who knows a product really well but can also help us with requirements gathering, and help with just the branding, and even help us with some of the launch communications. It varies a lot.


Danny Ryan:The other thing, you’ve done the intranet choice awards that you’ve done, those were updated for this year as well. We were sort of starting to get into that. Any surprises there or any sort of overall thoughts on what was chosen for this year.


Sam Marshall:I shouldn’t be surprised as I devised them, but …


Danny Ryan:I guess when you chose them were you surprised to see something that you chose.


Sam Marshall:And the winner is, yeah. One of the categories-


Danny Ryan:Surprised yourself that’s it.


Sam Marshall:One of the categories we had from last year to this year is intranet value one, we do a kind of Gartner magic quadrant type analysis of cost versus capability and there’s a Belgium company called Evolve that came out and when I was reviewing it, I suppose I thought this is a solid product but it’s only when you factor in the pricing that you go, wow, this is a lot of bang for your buck. They’re a new entrant that was good.


Sam Marshall:We also did a new category this year, which is an innovation award for companies that are just coming out in a somewhat different way, so I’m not just about for example, news publisher [inaudible] that we really liked, because they actually built a mobile like an employee engagement app first and then moved into the SharePoint world. They got quite a different lineage than most of these. One of the things that they really thought through as well, you got a lot of front line workers, blue collar workers that don’t even have an email address, how do you onboard them. Because the classic Microsoft 365 one is well you just buy a whole ship load of licenses for these front line workers who never really use it. But no, with Sparrow, you can onboard through things like text messages to their phones without any need for an account if they’re just gonna be reading corporate news from an app, for example, which I thought was pretty nice.


Danny Ryan:We talked about this last time, the whole idea, number one you can get overwhelmed by the number of products that are out there, and I think sometimes people jump ahead and they skip the requirements piece of this, which is the … We have the same philosophy as what you’ve got within the report which is this should all be driven off of requirements. It’s nice that these products have these different features, don’t get caught up into that. What does your organization need? And I think that’s a really important thing that some, I’ve seen companies jump over that step and they start evaluating products and not really understand the needs of their organization.


Danny Ryan:Do you run into that very much at all, or …


Sam Marshall:Yeah, even though everybody’s saying it all the time, it happens a lot. People will say to me, okay, you’ve done all these appraisals, Sam, what’s the best product. There is no best product. It’s like saying when you go to a restaurant, what’s the best meal, Danny, what is the best meal. It’s like, well depends on what you need, your particular circumstances. There’s no shortcuts in doing your homework. Because if you’re not clear on your requirements, worse case you buy the wrong the product, but also you might just overspend and buy a product that takes more boxes without actually buying things that are relevant to you.


Sam Marshall:And I often use the analogy it’s like, digital workplaces are going down the gym with a bunch of athletes. You could spend a whole heap on equipment that you’ll never use, because it’s shiny and you feel you should have it, and everyone else seems to have it, and everyone else is talking about it. But in order to get the performance out of your athletes, you also need to think through what’s the program that we’re gonna use with them, with this equipment. Because if we want a bunch of marathon runners they’re gonna do an entirely different program to creating a world class team of sumo wrestlers.


Tommy Ryan:That’s an interesting analogy.


Sam Marshall:Together. And it’s okay, you buy Microsoft 365 and say we’ve already got everything we’ll possibly need, well no, actually it’s good to ignore some bits of equipment because it might be harmful or at least confusing to your organization. Work out what you’re trying to achieve, what the program is, and then what equipment you need to deliver that program behind it.


Danny Ryan:Yeah, we’re often talking with clients we’re trying to understand where they from a collaboration standpoint, are they in the walk, run, sprint. If they’re taking certain actions, you can throw things in front of them and heads explode, or they never get used. You just really have to think about where they are in the path of maturity as an organization and then enabling them sort of the next step for them. Don’t need to jump any steps, you just need to give them the next step along the path.


Danny Ryan:This gets into, I think, the million dollar question which is, do I go with because Microsoft has been making some investments around SharePoint as a platform, and do I, is there an inflection point where you’re seeing organizations sort of just go with trying to get the most out of SharePoint versus starting to introduce some of these products that are coming out, that comes with there’s overhead involved with that, there’s a whole sort of dynamic involved with getting another party involved in building out new digital workplace. It’s like this whole, Tommy and I are trying to stay on top of this, and trying to help customers with this, which is make sure, first off, make sure you’re getting the value out of what you’ve got from Microsoft.


Sam Marshall:Yep.


Danny Ryan:And then we can look at gaps, we can look at what requirements are not being met. But where would you classify, where we at right now, with regards to what you’re seeing customers do, where they’re like no we’re just gonna either hold off on an intranet in a box, or we’re evaluating it, or where are people with that as we stand right now in January 2019?


Sam Marshall:We’re starting to see some people trying to do it without any add on products. Even a year ago, I think the argument was a lot simpler because people would see an out of the box publishing site show it to their stakeholders and stakeholders would go, oh that’s ugly, fix it. It takes money, fine but we need to fix this.


Sam Marshall:Whereas now, you can show them a communication site using modern web parts and it looks okay. And that’s made it a whole lot harder for in a box vendors to get the first toe hold in the door, because although there is an enormous difference between what you can do with standard SharePoint and what these products add, it’s not an aesthetic difference, it’s a 101 other gotchas that you’ll probably encounter as soon as you start to scale up or do more complex things, in particular around information architecture, navigation, multi-language is probably the simplest one to say, look it’s a non-starter with SharePoint that’s when you need an in a box product.


Sam Marshall:But for many other things, my concern is that companies will start going somewhere down the road and they’ll start with an intranet architecture that goes news, links, yeah, we’re good, finance site, documents, links, photograph ahead of finance, yeah, we’re good. Really detail finance policy and they do the vertical bit. And it doesn’t fall over, because it works quite nicely like that. It’s only when you say, oh but now we want HR and then we want to start doing northern territories and Latin America, and then you find the information architecture doesn’t scale. I always say to customers if you want to try it with standard SharePoint, just create 20, 30 sites, whatever you think you’ll need, empty sites that represent the structure of your destination intranet, and just make sure it all hangs together as you want. And test that bit.


Sam Marshall:Because it’s a navigation, things like mega menus, things like what happens when you’ve got a locked down site with restricted access only some people can see, but you might want a menu item in the hub site above it, how’s that gonna work. And this whole thing about news roll up which it’s getting very complicated in SharePoint, but also massive potential to tie yourself in knots if you’re not careful.


Danny Ryan:Yep.


Sam Marshall:That all needs a very strong pilot, I would say before you can really decide is this actually possible with standard SharePoint or do we need an add on.


Danny Ryan:And we’ve started to, this past year, we discussed this a little bit before we jumped on, where we’ve tried to transition over from we’re got experience with moving people from other platforms over onto Microsoft 365, typically like the Jive, we’ve done lots of those, and really we’ve come to appreciate the importance of information architecture and really thinking through, especially with some of these larger organizations. Because depending on the organization, some of them might have just sort of let’s throw it out there and see what sticks kind of mentality with things. You see this. I mean, we’re consultants we go in and see people’s ugly things sometimes and that’s sometimes their approach to the world.


Danny Ryan:But then we try to have more comprehensive, holistic approach to this where we’re sort of like, let’s talk about an approach to how do we do this and let’s talk about how we do this more like thinking the little bit of time that you spend upfront, thinking through some of these things, how it will, like you’re saying, let’s build out these, we know we’re gonna need these things and let’s just not stick with one department but let’s make sure we provide a framework for how we’re moving ahead. It’s just really important for us to do that and just to be there as an outside company saying you need to be thinking about these things.


Sam Marshall:For sure.


Danny Ryan:What else? We could talk for hours about this stuff, I love these updates. I want to before we jump off here, you’ve still got the executive summary report, that people can download for free, correct?


Sam Marshall:Yeah, it’s about 40 pages, it’s a lot from the introduction. And one of the [inaudible] we’ve added this year is a comparison chart that says this is what you get from standard SharePoint, this is Microsoft has said is on the roadmap, and this is what you may still need over kind of a maturity curve from typical to advanced deployment.


Sam Marshall:And it took an awful lot of time to put that together, so I’m [inaudible] about do we give this away for free for the [crosstalk 00:25:42], a lot of people are going to be in those conversations now about do we need these add on or now. I think, well the feedback I’ve had is that people find that really useful in those early discussions, and then once you’ve got some more confidence that you probably do or you’re on the fence, then you get a lot of [inaudible] in the main report as well.


Danny Ryan:Yep.


Sam Marshall:They can download that from our site, it’s a simple. All we want is your email address, your mother’s maiden name, just your email address.


Tommy Ryan:Sample of DNA.


Sam Marshall:And you can also [crosstalk 00:26:16].


Danny Ryan:Sam, it’s just like us, you’re a little bit of a drug dealer, you’re just giving them a taste, right. Just a little bit of-


Sam Marshall:That’s right the gateway drug.


Danny Ryan:The gateway report, here. It is very helpful and for folks who are listening, at a minimum just go download that report, it will also just help to justify you getting the full report as well. Because it’s just a, I know I pointed people to that and the full report itself, download off of the Clearbox website, correct?


Sam yeah, you’ll see a link on the home page and you can buy it with a credit card and get the PDF within a minute.


Danny Ryan:Excellent, excellent. Anything else you guys want to mention before we jump off here?


Sam Marshall:It’s probably worth just touching on a couple of the other big trends. One is we’re really pleased to see multiple language support taking off in the last year. Because it is very hard to do and it’s not just about maybe translating a static page, it’s about saying we need to put out an announcement in English, French, and Spanish and it’s all got to go live on the same day. But if someone spots a mistake and you correct the English version, how do you manage that workflow making sure the Spanish and French ones also get updated. Some companies have done that.


Sam Marshall:Also hooking a lot into Microsoft Cognitive services now. The best product will show you maybe the English version on one side of the screen and then as you scroll the English version, it scrolls the translated version in parallel which has been machine translated by Microsoft and then you can go in and get your final bit of human translation polishing, which that’s gonna save so much time for companies that have wanted to manage multiple languages and not really been able to do it before.


Sam Marshall:And the other trend I really like, if you look at maybe Kamina and Matchpoint and [Beeasy 00:28:07], it’s thinking much more about the digital workplace as a whole and a drum that I keep beating is saying it’s not just Microsoft 365. Most organizations your digital workplace, you maybe got Sap and or Workday, and Oracle, and all these other things that people would say, this is actually, this is where I do my work. Emails are a distraction, document and SharePoint nice, but actually my work happens in this transactional system over here. Sales Force, if you’re a sales guy.


Sam Marshall:We need systems that recognize that and if we’re ever gonna have the dashboard where people say I want to start my day at this, you got to have hooked into other systems as well as into document and what’s happening on teams and your email, and some of those products I mentioned are doing that now, creating those hooks and even creating for example, actionable cards on the mobile app, you can request time off via a box and it submits it through to Workday and it comes back on your bosses mobile, with just an approved card they don’t need to log into any other system to make that happen. And that’s really good forward thinking. It’s not mature yet, but it definitely going in the right direction and very clearly something that Microsoft isn’t making a lot of noise about yet. It’s a good space for them to explore.


Danny Ryan:Awesome. Tommy, anything you want to add to the end?


Tommy Ryan:No, just I’ve enjoyed hearing your dialog between you two, it’s been nice for me kind of sitting on the sidelines here.


Sam Marshall:Chilled out on the sofa.


Tommy Ryan:That’s right.


Sam Marshall:He’s got a can of beer off screen.


Tommy Ryan:You held my attention, I didn’t fall asleep on the couch here. [crosstalk] Sam-


Danny Ryan:Go ahead.


Tommy Ryan:Sam, I appreciate what you’re doing the work there, I mean that the body of work there really shows the thoroughness of you understanding the market place and trying to enable customers to make good decisions and that’s the business that we’re in too is helping people make great decisions and this body of work is something that we reference all the time. It’s something that we think is valuable to our customers and appreciate you putting all the work that it takes to get to this point. Thank you.


Sam Marshall:Wow, that’s great to hear, and thank you. And I’m glad it’s helping people, because the more … Just for me, I think a lot of work sucks, so if I can take the painful bit of work away when it’s just so hard to get that template and let people focus on the work that they enjoy which tend to be the more productive stuff then we’re all good. We’re all winning with that.


Danny Ryan:Excellent. Well, this is a new thing for me, so I’m going to say subscribe to this channel. I haven’t done that yet. Subscribe below and then I will also be publishing for folks who are listening to this as an audio podcast, feel free to jump over to the ThreeWill website, and we’ll have links off to our YouTube channel there. We’ll also do a transcription of this and we’ll have all the links that we mentioned in this discussion as well. A link off to the report, a link to the executive summary, and thank you Tommy, thank you Sam. Really appreciate you guys in this little Microsoft teams experiment.


Danny Ryan:I think it went well. One last thing before I jump off, is there going … You’re gonna be doing this yearly, so they’ll be a V five at the end of this year, that’s the plan from here?


Sam Marshall:Always depending on how the market shapes up, but yeah. I think they’ll definitely still be a report about the high end ones, but I also expect quite a big shake up again this year, and it’s gonna be another exciting set of announcements from Microsoft, I’m sure.


Danny Ryan:Who’s Microsoft gonna buy, I have to ask you that question, because I asked you last time [inaudible 00:31:59], I have no idea. No idea. It seems like that’s a bit of an inevitable thing, but they may or may not, but seems that’s something that’s out there, as well.


Sam Marshall:They mentioned a company called ThreeWill or something like that. Throwing billions there way, I think.


Sam Marshall:Now you’re on YouTube, you’re gonna be the next baby shark. You’ll be worth a fortune.


Danny Ryan:Well, thank you guys, thank you everyone for listening-


Sam Marshall:Pleasure.


Danny Ryan:… And have a wonderful day, take care, bye-bye.


Sam Marshall:Bye.



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