WEBVTT

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Well, I mean, our adoption accelerates

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beyond our capacity.

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>> So, it it the um I
think if you just buy

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large language models off the shelf
and try to do any of this, it won't work.

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>> It's a commodity.
>> It's and well, also it's not precise

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enough. It like you can't do
underwriting with a you can't you

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couldn't do any of these things that are

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regulated. So

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moving to like everybody there's not

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like the the problem with adoption at

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this point is people have tried things

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that just can never work like buying you

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borrow a large language model you put
it on your stack and you wonder why you

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know it's like not working and so what

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you're going to see especially in

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America is people trying to do something

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like what we do withtology maybe by hand
because once you build the software

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layer to orchestrate and manage
the language language models in in a

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language that your enterprise
understands, you actually can create

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value. And I don't I I think
like there's like there's a lot of

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discussions like are we in an AI bubble?

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What is the meaning of the bubble?
Well, it's like I I think what if anything

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we're just in a lag where there's a lot

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of AI some of it works. Again, if you go

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back to the battlefield context, like it

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most pe everybody in the world assumed

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this would not work, but now it does

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work. And so now the question isn't does

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it work, but how can we get it to work
for my country? And this is exactly

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what's happening in >> companies.
It's like, oh, this company

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it worked, mine didn't.
What are you doing?

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>> Like for example, I mean, if you want
to just make it like parochial to us,

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Palanteer barely has a sales force. In

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fact, it seems to be getting smaller
every time I go see them. And it's like

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and it's simply because you're laughing
because you know it says Palanteerians

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here, but it's it's getting smaller and

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smaller and smaller. And um and it it's

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not because we're trying to save on the

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unit economics. It's actually because it

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is a low trust environment in AI. People
have tried lots of stuff. A lot of it

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hasn't worked. But if you've delivered
stuff that does work, why do you need a

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salesforce? like you you
you just it sells itself.

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>> Well, you have to say,
"Hey, don't talk to us."

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>> And then on that's that's that's that's

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on commercial in government

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>> at this point.
It's really we don't like

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we don't we it's it's it's very hard
to export simply because we have to train

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the people and we have limited bandwidth.

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>> I was going to say that's your limited
bandwidth, the training once somebody

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takes on your your software. Well, in

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the government contest, every
every country like obviously has the

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equivalent of a security clearance,
right? So to use our to build to build

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ma project maven or maven into
your architecture, you're going to need

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somebody with the highest level
of clearance that also is technical and

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most technical people unfortunately
are not going after the highest level of

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clearance. So there are very very
few people like that. So the that that

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resource is super scarce. Uh and then
they have to be trained and that that

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takes that can take a while and and and
then you also have to have like anything

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you really have to believe in this and

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really think it's important and you
know not everybody fits in that category.