Rick Garcia: If you look at what's happening right now, you go, okay, let's go do workflows. And the next thing is, particularly in the, in the Teams platform, is that you do have all this data, right? And it's not easy to extract contextual information. You can get BI and you can go and deliver statistics for people, but unless someone is trained, let's say in call center.

Okay. They, they get all the call center stats. Great. When that filters up to your CEO or your CIO, uh, does he know exactly what all the BI numbers know? It's like, okay, great. I understand that our call duration is this. I understand that our answer time is this. I understand those things. What does that filter down to from a business perspective?

What does that really improve? What does that really mean to me?

Tom Arbuthnot: Welcome back to the Teams Insider Podcast. This week we have Rick Garcia, EVP at Momentum, and we're talking all about how carriers are moving into the AI space. We talk about really practical use cases for AI with customers, but more importantly how a telco can develop an AI practice and AI propositions, and some good ideas for how to start.

Many thanks to Rick for taking the time to jump on the pod. Really appreciate him taking the time and really appreciate Momentum for all their support on with the show. Hey everybody. Welcome back to the Teams Insider Podcast. Uh, I was just trying to work out with Rick when he'd last been on. I've definitely been on his show a few times.

Uh, good friends over there at Momentum. Uh, Rick, for people who don't know you and you're at most events and, uh, you get around, so I'm sure a lot of the community do, but people who don't, give us a little bit of an intro and, and background. Set the scene please. 

Rick Garcia: Uh, absolutely. So, um, thanks for having me, Tom.

Uh, my name is Rick Garcia. I am the EVP of Product and Marketing over at Momentum. Um, Momentum acquired my company a couple of years ago. Uh, we were a Teams centric organization and now we're Momentum is just, you know, a really team centric organization, but we're a global aggregator of bandwidth and we sell security products in terms of like Cato and, and Juniper networks.

And then we sell lots and lots of Teams, services, and Cloud phone service. 

Tom Arbuthnot: Awesome. And, and specifically for this podcast, you personally and Momentum have been doing a lot in where AI and, and comms converge. And I was just at a partner summit list, uh, last week at Microsoft in London and it was all the converged comms key partners.

And that was a running theme is AI's the hot topic like we're comms companies we're, you know, we're converged comms, where do these two worlds collide? So, um, I feel like you certainly from the prep call have been doing a, a lot of interesting. Thought and kind of customer opportunities around that. 

Rick Garcia: So, so there's a, there's a, there's a whole lot going on obviously in this space.

Right. And, and I think, uh. Particularly from a go-to market perspective, communications providers, it's rightfully so that we're so interested in the space because it's such a great opportunity for us to, you know, to go into an existing customer, right? We've got customers already. Some of these startups, sort of AI guys, their issue is that they just don't have a, a route to market, right?

Uh, I don't know if you were at the Cavell event, uh, a couple of weeks ago, Tom, uh, but that was a big topic is, you know, what's their route to market? And, and you look at what we do and it's like, well, we're, we're kind of, you know, like water, right? You need, you know, power, you know you need bandwidth. And, and you certainly need voice services now.

Where voice services, you know, kind of stops is where sort of that AI stuff picks up and what it can do from a productivity perspective. So fortunately, uh, as a, as a a product leader, I get to go, um, look at develop, uh, test, run through different, uh, products that we can go take to market. 

Tom Arbuthnot: Awesome. Uh, and like I think it's interesting because a lot of the innovation in AI, a lot of the value is kind of in the.

Serving your customer's point of view. So that conversation about phone and about contact center and CX and CCaaS very naturally leads into like how can we AI optimize some of those business flows? 

Rick Garcia: It, it, uh, it, it, it absolutely does, right? I mean, it's what we do, right? All the, the UC, the CX, that's kind of what organizations like this do.

And, and if you think about how Microsoft is, is tackling, right, we're tackling the space. There's, there's, you know, the, the power automate starts to come really into focus, right? The, the Copilot studios, the Copilot, so all the things that they're kind of working with, um. Uh, you know, we're seeing out in the market or we're seeing out in development, sort of Silicon Valley sort of startups, and you don't see it straight away in Microsoft, but you see it start to start to creep in.

This is, this is getting interesting. That gets interesting and they start to release this and that. Right now you've seen, they recently, um, uh, launched their agentic platform. They. What else? Uh, I thought that was, uh, pretty cool. The, uh, the announcement about the, um, you know, no, no Teams, uh, user, no, no problem.

Right. You can just hop 

Tom Arbuthnot: into your Teams. Oh, yeah. The email, like, uh, auto invite stuff. Yeah. That's really 

Rick Garcia: interesting. Right. So, so the, all that stuff is really, I mean, in that CX base, it's really perfect for AI to start tackling. I think there's a big misconception though, where people go, I want to handle all my customer service.

And the reality is, is it gonna do that? The likelihood is a no, right? The real, the reality is, is you have to understand what the capabilities are. You have to understand. Really what problem you're trying to solve. This is a big topic. A couple weeks ago at Cavell, um, where I was on a panel for, um, monetizing AI, it is solving the problems that are out there and going Okay.

You know, understanding the, you know, the art of the possible for the customer. So there's a lot we can dive into. I get, I get pretty excited about it, so I might spin up outta my chair a little bit, so you'll take granted here. 

Tom Arbuthnot: No, no, it's great. I, I, it's an interesting way to think about it in terms of like, like you say, Microsoft have got ACS, they've got.

Power platform, Power rules make Copilot studio. They've got a lot of building blocks. Um, but actually what, what a partner can bring to a customer is you are a chain of dentists, your doctors, your builders, whatever. How do we take all these building blocks and actually drive, drive a business use case for you?

Uh. I, 

Rick Garcia: I was gonna say, that's where, that's where I have a lot of fun thinking about what we can go do, right? And so it's a, it's a bit different from a, a traditional Microsoft partner and a carrier, right? So, so a traditional Microsoft partner is gonna charge you, you know, pro services as an example.

They're gonna go sit on site for a month or whatever, however long they can. And that's, that's kind of their, their bread and butter as a carrier. Um, it's a, we have to be a bit more selective because we're looking for. Almost like simple, repeatable processes that we can go, or processes that we can go and deliver to a, a, you know, a lot of customers, we've got 7,000 plus customers at Momentum that are, that are really decent sized, kinda that mid-market customer to, to large enterprise.

And so we look at that and go, okay, what can we deliver? But what can we not get stuck on, you know, delivering for a year, right? Because if you go do a workflow as an example for a customer. And then you, you see that they go, oh, and then there's this workflow, and then that workflow and this, or it doesn't work quite right.

It doesn't work quite right. It doesn't work quite right. And, and, and I've been involved in a little bit now, so I'm kind of like, okay, I know exactly how we want to tackle this now, but it is going, okay, I can tackle a wide array of problems, but let's focus in on. What are workflows that happen within an organization that I can go tackle, but it's with simple, repeatable processes.

And if you don't mind, I'll give you an example really quickly, you know, we can pivot from that. Um, my team built a, um, um, uh, a missed call. Uh, kind of response, right? And, and a response to a texting, uh, uh, invite or to a, a missed call responds with a text. And so, um, we had recently partner with Clerk Chat, so that was really awesome.

Uh, we have some AI capabilities within Clerk Chat that kind of really, uh, blend well with the Teams sort of capabilities. And so we took the graph API, right? We, we made a call to, uh, to. To do switch call. It was that we actually missed because you kinda have to pare it down. It's quite complex. When you go, you think about it, just a missed call.

It is just a missed call, but because it's not a. There's not a, in the graph, it's not, you know, instantaneous. Yeah. My Microsoft 

Tom Arbuthnot: doesn't make our life easy and give us like a missed call. API endpoint. That'd be too, that'd be too simple. 

Rick Garcia: So, so you have to go and say, okay, here's in the last 10 minutes or whatever it was, or five minutes, here's the call that potentially got missed.

And you kinda have to break it down into a flow. And now we've got that power, automate that missed call power, automate flow, right? So it's like a graph, API to power automate. So we've got that little, that little sort of package and we go, okay. Now I can go do something with this missed confirmation. Do I wanna send a text?

Do I wanna respond with something else? Right? How can I, you know, instantly respond with some AI capabilities, put some, you know, Azure Open AI services in there that can then respond with whatever medium I wanna respond on. So that's what makes that stuff, uh, really exciting, is that I can take that missed call and for a lot of organizations take those dentists, take, uh, you know, uh.

I don't know, lots of different places that a call is revenue for 'em. Hmm. And so if you can go solve a missed call and, and make it feel like, uh, they're, they're still caring for the customer, it's not just a, you know, a, a voicemail that goes into Ether or something like that, then you've got an opportunity to, to drive some value for your customer.

Tom Arbuthnot: Yeah. And, and you're coming in with a really different conversation, which is what I think is exciting about this space is like, you know, certainly, you know, uh, I, I, I work with, with the telco and like a lot of the conversations are like how many sites, how many phones, how many lines, what's going on? This is a much different business facing conversation where it's like, how can we.

Improve your customer experience. You said revenue, like the magic number, like how can we solve some revenue problems, add some revenue, get back that missed call. It's a very different conversation about how you're impacting the business to just, I wanna swap out your phone system for, for Teams phone.

Rick Garcia: This is where, if you can get this right as a, as a telco, if you can, if you can transition to a, a business consultant. That's really what, what it comes down to. If you can transition from a pure telco to a, uh, you know, I've got telco assets, but I'm a business consultant, is what I do, then like, I feel like the world is your oyster because you already have inroads into your customers.

You have, uh, the building block fundamentals that a customer needs, which is the bandwidth and, and the ability to deliver dial tone. And if you are that, uh, you know, a Teams, uh, organization, and now you can go deliver. On, on the workflows or on the business productivity, uh, opportunities within that organization.

It's never gonna stop, right? So if you go, let me go handle, uh, it's so different, it's such a different conversation than let me replace your customer service team with this customer service platform that I'm gonna buy, right? That's when you become disappointed. That's when your stats hit that 75 to 95%, depending upon which report you're looking at, where, tell, where tests fail, where, where pilots fail, right?

So you look at, um, what, what, what you can do and, and, and what you can deliver and, and execute on over and over again. That's never gonna end. You're gonna go. Okay, you can do this kind of automation. Can you do that? automation? Can you do that? automation? And the biggest part of this whole thing is in education, right?

It is helping the clients understand the art of the possible. Because oftentimes they don't even know that they have a problem, that there's something that we can do from an automation perspective that helps solve it, right? They don't even know it's a problem. And if they thought about it for just a little bit longer, I'll give you another example.

We were working with, um, a traveling nurse organization. Right. And scheduling was a problem. Like if someone called out sick, right? Okay, great. How do we get this person to to fill in, right? Well, they would send out an email to everybody going, there's an open shift. Here's some open shifts. Can you pick up an open shift?

Right. And we said, Hey, we can automate this with a text message. So when, you know, when your workflow, when your, when your, um, scheduling platform says, Hey, there's a, there's an empty spot here. Now we can trigger a text message to go out to everybody versus an email, would that be better? Wait, and it can be.

 RCS is an example where we can go give them clickable 

Tom Arbuthnot: sort of response. Yeah, you guess actually make it a bit more interactive and, uh, yeah. That's amazing, right? Like 

Rick Garcia: so, so, so you do those sorts of things. It gets 

Tom Arbuthnot: exciting. Who, who checks their email that regularly anymore, particularly out of ours. But SMS is still a direct route to people.

Like the engagement rate is so, so much higher than email. 

Rick Garcia: Exactly. Exactly. So those are the things that get really, you could do this all day in a single business. Right? And it's really sharing with customers what the art of the possible is. Because guaranteed, unless they have someone that sits in, you know, in an office all day, every day, probably 10 hours a day, figuring out what we can apply and how businesses work and what we see from an experience perspective and how we can tie it to your CX experience or your customer experience, it gets pretty exciting.

They don't know. And so educating the customers is really the key. Yeah. 

Tom Arbuthnot: Yeah. I, I love that. And I like SMS that a root in as well, because like often with AI we jump straight to, as you said, like there's this, uh, AI agent answering customer calls and dealing with customers, which is like a, a possible end state for some customers, but like his early days for most, most people I think, but like completely different to like an automation that sends out an SMS to engage with those people and things like, um, you know.

Having a constrained set of FAQs that people can engage with. Like, suddenly that's a much more achievable approach. 

Rick Garcia: And that's the thing. It's like, uh, how many of those, uh, of those, uh, business sort of flows do you find in an organization? There's, there's, that's what makes up a business, right? The business.

What makes up a business is, uh, uh, a group of people and a group of systems and processes that deliver something right and charge for it. That's a, that's a whole business. So literally you go into a business and you go, great. Um. Take a law firm, right? Uh, you know, if you've ever, if anyone's ever been divorced out there, just saying, but, but if you go to a, a, a law firm, uh, in the us the first thing they'll do is do a, um, uh, a shoot, what's it called?

A, a conflict of interest document, right? So they really can't talk to you. Right. You really can't sort of get any support or help from a a a a as a new customer to a law firm until they've gone through this sort of, uh, um, uh, conflict of interest document. So how nice is it to go, here's my conflict of interest document on site.

Here you go fill this out, and it comes back, goes to our database, validates that you are not a client or any of your, uh, people that you've put on the list. There are not a clients. Um. And, and we can right away go, yeah. Within five minutes here, you, you've tested that this person you can talk to. So from a legal, uh, uh, law firm's perspective, now you've got a potential client.

Straight away. Right. Revenue, time to revenue yeah. Is a lot faster. 

Tom Arbuthnot: And, and you're just so much sticky as a partner to that organization. 'cause like, like with the, with the best will in the world, like a lot of people think of phone as a phone and, and like particularly with Teams, like we're now offering the same phone service.

So now it's. The, I might love Teams phone. I've got a multitude of partners I could work with, with, with Microsoft partners. But suddenly, if you are the one bringing line of business apps and solutions, that's, that's really unique and I trust you with that flow and I know I can come back to you in the future for different conversations as well.

Rick Garcia: That's why I think telcos right now, like I, I think are extremely undervalued and I, I, and I only say that because I look at this and I go. We are in, we're, we're in the plumbing of an organization, right? The, the amount of work that has to go into particular the mid-market, right? And larger, the amount of work that you have to do to get into an organization to support them with your, with your team, with your technology is, is crazy.

So now. You're already in the organization and you, you literally just, uh, if you can deliver a workflow, a couple of workflows and then, and then just start down the path and you'll, you'll be in that organization very sticky forever. And, uh, you know, and, and telco pieces is, is just one of it, one of the pieces 

Tom Arbuthnot: how like, uh, I think you're right.

There's a load of potential there. And so telcos often have a roster of customer relationships. How do you. Kind of change the organization to have that conversation to deliver that kind of thing. 'cause that's the thing I see. Like, I think we can all agree there's an opportunity there, but actually some of these telcos are big ships with lots of, you know, traditional telco engineers and telco salespeople.

Um, how do you go on that journey to kind of widen your horizons into the AI conversation? 

Rick Garcia: Yeah, I think, uh, what, uh, what we're doing here at Momentum, I'll, I'll speak to that because I think it is, is really, um, that's a difficult thing to figure out, right? Because if you think about what a traditional telco 

Tom Arbuthnot: is, I'm here to ask hard questions, Rick.

Rick Garcia: Yeah, yeah. The, the, the traditional telco is gonna go, this is what we do. We're we gotta make use of our assets. Is it a network that we're making use of, or is it dial tore making use of, let's just go do that a whole lot. Right. And that's really kind of, uh, what they'll continue to do. I think, uh, most of them, um.

If you're, if you're like, Momentum, what we're doing is we're going, okay, we do this all day and we've got a lot of people that do this all day. And now what we've done is we've carved out essentially a SWAT team of, um, of very skilled individuals that, that are like business consultants that can build workflows.

And then what we've done is we've taken the knowledge base there, um, of, of the, the art of the possible people, right? We've taken that knowledge base and we've gone Okay. How do we deliver those simple, repeatable processes, those simple packages, those simple workflows that now we know that our sales team can start to address, right?

So we, we go, okay, the missed call, the missed call thing, right? Uh, that, that one is, is in almost every discussion, right? Missed call now. AI texting as an example, because we did partner with Clerk Chat, uh, a, a, a, a little, a little while ago. Um, and we've done a lot of training internally on that because.

It's a really sort of straightforward conversation because people understand texting, right? They understand texting. Uh, customers understand texting. 

Tom Arbuthnot: Yeah. 

Rick Garcia: Employees understand texting. They know that medium. It's not foreign to them. And now all you've done is add a smart sort of brain to texting where, whereas it used to be, let's set up a.

Static route where you go, okay. If you see, you know, if you see, you know, schedule in there, respond with, looks like you wanna schedule something, you know, uh uh, something like that, right? If you, those things you don't have to do anymore. Now it's like there's a 

Tom Arbuthnot: smart brain. Yeah. That's the big difference.

That's a really important difference, isn't it, from a user experience point of view. And you might have seen these people listening to the podcast. It's like, uh, text back. Yes, text back, no text back schedule. What we're adding here is a bit of AI interpretation to the messages, so I can say. I've got a problem with my account, or I've got a problem with billing, or I've got a problem with whatever my payments and, and the AI can have some intelligence to be like, I know what the next response is.

So that, that's really interesting. So rather than just saying to your field sales and, and your team like, go have AI conversation, you're actually packaging up some great examples, I think that's such a great way to kick it off and missed calls feels like a universally understood problem, as you said, and an SMS universally understood.

Interface and, and adding that AI and then to say, well, you know, the SMS could be a bit more intelligent about how it engages with, with users is so great. 

Rick Garcia: And that's all it is. Right? It's a, and that's, and, and the reason we went like a full on into the, the AI texting is because they, they do understand that medium.

What's interesting is now, and the platform I can see in, uh, from our demo tenant, I can see the salespeople. Tr testing everything out. I could see the salespeople, uh, um, learning what the capabilities are within the platform, right? I can see them building AI agents that respond for text messages. So, so all this, I can see this, so I, I look at that and I go, this is amazing.

Uh, whereas, you know, in Teams it's a bit more difficult to, uh, uh, uh, on the, on the Team's phone side, you can see who's in there. You can see who's built, but you really can't. Uh, when they're testing, you can't really see the, a lot of testing. Yeah, you can see it, but it's not really easy for me to decipher in the, in, in our texting.

Uh, I can go see how much work these, these, these, this team is doing on showing customers. And the examples crack me up because they're all, uh, doing the AI examples and they're going, you know, uh, you know, I'd like to schedule a test drive, you know, and, and so you could see the different businesses that they're really working on those business problems now.

So I see the team. Working business problems now just from starting at, you know, a couple of different quick workflows that are universal and that is the key for us. 

Tom Arbuthnot: That's so cool. And I know you've been doing a lot like not just in Teams and Power Platform, but like looking at what other solutions, what other commercial kind of solutions are doing, and then kind of taking that back to think about well.

Like there's this third party tool tool doing really something cool with AI. We could do a similar thing with Teams Power Automate and like Azure AI Foundry, like the like bringing some kind of inspiration back to the Microsoft story. 

Rick Garcia: That, that's what's, uh, that's what's pretty fun about this, is that I've got the opportunity to, to really kind of expand beyond Teams, just to go look at what's, what's cutting edge, if you will.

Right? What's bleeding edge? Cutting edge. Yeah. It's like, and then let's say it's not sitting here in Teams. Uh, I'll give you an example. I, I, I work a lot in a platform called n8n . Some people may know make.com, but there's n8n . It's a platform. It's just like a node, you know, automation platform.

It's like, here's some integrations and there's another one called Pipe Dream that we work in, and it's like, here are 2,800. MCP servers that you can go connect to literally by doing, uh, credentials and logging into your, into your accounts. And now you're connected and, 

Tom Arbuthnot: yeah. And if, if you, you don't have 

Rick Garcia: to 

Tom Arbuthnot: do, if you follow AI on things like YouTube, like they'll be the big conversation.

Like n8n has had a massive blow up of that, of kind of engagement and, and. Like they'll, they'll think of use cases and they'll be doing things, but they might be doing things for much, much smaller, you know, organizations or more agile organizations like, well, how do I take that back to a corporately sanctioned Microsoft shop, essentially, 

Rick Garcia: exactly what I'm doing these days, right?

Because I go look at all the workflows that you'll see in those types of platforms, and you'll see their. They're really for the micro business, right? It's like, uh, I'm gonna say something that's pretty funny and some people may disagree with me out there, and it may be a cause for contention, but I'm like every, they all connect into let's say, uh, uh, Gmail.

And I'm like, who the heck uses Gmail? Yeah. Yeah. Like, I don't know anyone that uses Gmail. I mean, obviously I'm in a different world, but, but I, I don't, so, so you see all these automations that, oh, my email's connected, my AI email agent, you know, and I'm sitting there going, yeah, okay. We need to build that for Outlook and, and, and we need to build that for.

Uh, for Azure, we need to build these for, you know, so, so I look at all the things that, that you can do in those platforms. And I'm, I've, I've spent hundreds and hundreds and hundreds of hours working up workflows and very complex workflows. Very complex workflows, and I can go accomplish most of it and power automate.

I'm not as good at power automate. It's, you know, it's like I, I have a, a team that helps me with how I automate, but I'm hands on and I like to go and sort of dig in. So I've spent lots and lots of time. Building those workflows, but now I can see when Microsoft comes in and says, oh, we're gonna do this, and I go, yes.

Okay, great. Because I did that, you know, a couple of months ago and I thought it was great if I could do it in power and now I can go do it in power because 

Tom Arbuthnot: Yeah, I, I see that too. You like, I tend to think of it as about a six month window and it feels like it's getting shorter if anything, but like you used to see.

Open AI would drop their next big model and then in six months we'd get it in Copilot and Copilot Studio. They, they recently sim, so GPT five came out same day. MCPs like first with Anthropic, then with Open AI, then with Microsoft. So you can almost guarantee on some timeline if you're seeing. One of the AI vendors do something new and clever and crazy.

Or one of the other UCaaS, like, like, like, you know, we've had, um, virtual attendance, some of the UCaaS platforms, like, you know, that like there's a trajectory to where we'll have it. But the difference is in the Microsoft stack, you've got all the data in one place. So you've got your Teams data, your meeting data, your email data.

So long term, the kind of power to bring those worlds together. It's really exciting. 

Rick Garcia: The, and, and let's just take, uh, let's talk about direction for just a second, right. outlook here. 'cause if, if you think about, not outlook as the application, but the outlook on the direction here. If you look at what's happening right now, you go, okay, let's go do workflows.

Right? And the next thing is, particularly in the, in the Teams platform, is that you do have all this data, right? And it's not, um, easy to extract contextual information. You can get BI and you can go and deliver, you know, statistics for people. But unless someone is trained, let's say in call center. Okay.

They, they get all the call center stats. Great. When that filters up to your CEO or your CIO, uh, does he know exactly what all the, um, the, the BI numbers know? It's like, okay, great. I understand that our call duration is this. I understand that. Our answer time is this. I understand those things. What does that filter down to from a business perspective?

What does that really improve? What does that really mean to me? And now I think you're gonna start to see, um, information products where you can see contextual information come out of the only, the one and only platform where you can do everything. And is, is Teams, right? 'cause you've got now call data, email data.

Chat data, um, you know, uh, uh, SharePoint data company data, right? You've got all this information now contextually, now your CEO, your CIO, your CO can say, uh, I see five companies that look like they're gonna churn based on emails, based on, uh, calls based on negative sentiment, maybe on something or other, right?

And now I can go pull that data in and give everyone, instead of numbers. I can give contextual data. Right? And that's where this goes next, where it's like you've got workflows handling productivity, and now you've got contextual information handling, business decision making on a, on a global level or on a, on a, on a, on a wide scale.

Tom Arbuthnot: Yeah. I'm so excited about that. I talk about that in CX conversation. Like we've always had the potential to like log calls and record calls for training and monitoring purposes, but like nobody had the bandwidth too. Pull insights from that data set and and the power of a sales manager being able to be like, let's look at all the sales calls for the week.

What are the top themes? What are the top conversations? And not just for like the sales cycle or the sports cycle, but actually feedback to product Teams to be like. This question keeps coming up like, like that's maybe a, a future product feature or that's a problem we need to solve, like where we're, where the AI is gonna unlock, being able to make sense of that mass amount of data.

So thanks so much Rick, for such insights. It's really interesting to talk to somebody, telephony and on this AI journey, and I know you're doing lots of interesting things. Um, if people wanna talk to you more or find out more about what you guys are doing, what's their best thing to do? 

Rick Garcia: Oh wow. You can, uh, you can shoot me a, uh, an, an email.

It's rick.Garcia@goMomentum.com. You can find me on LinkedIn, Rick Garcia. It's getteamsphonenow, my LinkedIn. Uh, I like that you've 

Tom Arbuthnot: just given out your personal email to about a thousand people. That's good. 

Rick Garcia: No, it's okay. It's like, you know what I, this is, I, I, um, I do this all day every day, right? This is what I love to do.

I, I talk to customers a lot. Uh, I don't run sales. I don't, uh, work in sales essentially. But, uh, I love, uh, building sort of the. The, the need and the products for people and, and kind of helping, uh, uh, organizations see the, the art of the possible. And so happy if they, they, uh, send a, you know, send, send me a note.

We'll, we'll, we'll talk to 'em and, uh, and explain what we've gotten and how we're, we're different than just about every telco out there, because we are taking this journey and we're not just packaging up a. Uh, you know, an AI, uh, you know, attended console or an AI receptionist, right? We're gonna going deeper in solving real problems for organizations and that's what makes this whole journey pretty darn fun.

Tom Arbuthnot: Awesome. Well, thanks a lot Rick, and we'll talk you in soon. 

Rick Garcia: Thanks for having me, Tom. Have a great day. Talk to you soon.