Turn Asset Intelligence Into Revenue Protection and Growth

Alright. I think we're live. Hello, everyone. Hello. Hi, Cheyenne. How are you doing? Great. How are you? I'm good. Thank you. Alright, everyone. We're gonna give you some time to settle in, grab some drinks, head to the washroom, grab some lunch. Might need to do that. For those of you who don't recognize me, let me do a quick self introduction. My name is Jathusen. I'm the marketing specialist here at Sampro. You may have seen me or my name at least in other webinars, but now there's a face to the name. It's me, guys. Hello. And as you're joining, feel free to say hello in the chat. We'll do our normal poll icebreaker. We'll see what fun poll Jasusen has prepared for us. Drop in the chat. Let us know where you're joining from. Let us know who's with us today in the ether. Think while we're getting settled, think I'll watch the poll right now. Let's give everyone something to think about before we get into the great topic that we have today for the webinar. Add it to the stage. Oh, good question. Okay. If you could time travel, would you go to the past or the future? I want everyone to think a little bit. Think a little bit. I know what I'll do. I think I would go to the past. Wow, so everyone else apparently. The reason being is because you're going to be like this all knowing being, like you know everything that's happening. So you can just go jump back to like any event you want to be a part of and really know what's going on. And you can also experience things that at least for me, because I'm young, I wasn't even born to be a part of, right? So I want to go to the past. Also, the future scares me. I don't know what they're doing right now. I feel like this poll, it's a fun poll, but it almost needs like a notes addition. It can hear people's reasoning. Like, why would you go to the process? Drop your reasoning in the chat. Actually want to hear the reasoning. Dustin asked, do you get to come back to your present timeline? Yes. Well, now we're getting really deep here. Wow. Let's say for forty eight hours, you get to go time travel somewhere and then you could get to come back to the present. Wayne says the past already know I'm going to embrace myself in the future. This is great. For anyone just rolling in this, you are in the right place. This is the Sampro and XOI partner webinar. We're just doing a little icebreaker poll while everyone is jumping in. Wow, Sam's thinking deep. He said future so I can go back to the past. We've been watching too many Chris Nolan movies, too much Inception. That'll be the next poll question. What's the best Christopher Nolan movie? Yep. Don't say anything. I look forward to that. I look forward to seeing the answers to that. All right. I think everyone had a chance to vote. There's a clear winner here, so I'll close it. Yeah. Nice Back to the Future reference, Wayne. The score is on the neck. Now let's get back to what we're all here for. I'm very excited that everyone was able to join us today. You have a good amount of people attending today. I know it's gonna be a very informative webinar. So that's what I'm excited about. We have our great partners here from XOI to kind of give you some industry knowledge and also connect back to the business that you're running yourselves. So without further ado, I'll let Cheyenne introduce our speaker today, JP from XOI. We'll drop Thanks, Jathusen. So welcome everyone. Again, thank you for coming. Today, we are joined by our partner XOI to explore how asset intelligence can help service organizations protect revenue, uncover new growth opportunities, and get more value from every asset throughout its life cycle. It's gonna be presented by JP. Actually, I probably said his last name wrong. It's not Callahan. It's Cahalan. He'll have to correct how I pronounce that. But JP is a cofounder and longtime leader at XOI, bringing more than a decade of experience working alongside contractors and technicians in the skilled trades. With a background spanning customer success, product and innovation, JP brings a practical field focused perspective to how technology, data and AI can improve service operations. So without further ado, I'm gonna turn it over to JP. Fantastic. Thank you so much. And you one hundred percent pronounced it correctly. You are like one of nine people in my entire life that have ever done that. Thank you all so much for obviously allowing XOI and myself to spend some time talking about, obviously, kind of data AI, asset intelligence. Obviously, the crud de gras of this is kind of the integration and the partnership that we have with you guys that allows all this to kind of supercharge itself. So, first and foremost, thank you for that. Other thing I'll say, I'm gonna answer the poll question. I would one hundred percent go to the future because I'm gonna see the Sports Almanac stuff, get all the information I can, then come back to the present to capitalize on that. So Sports Almanac, hundred percent following that same line of logic. I'm gonna share my screen. Makes life a little bit easier tomorrow. I'm gonna share my screen and we're gonna jump in. Guys, as I kinda go through this, I know there's the chat going on right now. So, obviously, if, there are any and all questions, I think we got some people that are are monitoring that. You know, Dustin, I know you're out there from the SOI side to be able to answer any. If any of them need to be answered immediately, Diane, by all means, slow me down, comment stopped, happy to dive right in. But guys, today, what we're here to talk about is obviously turning asset intelligence into revenue protection and growth. I'm gonna walk us through kind of the story of XOI as we kind of weave in and out of these slides. This is the whole goal of this is to think a little bit more, let's call it strategic and critical about what's happening in the day to day service operations. And how can we utilize this information to do what every one of you out there wants to do, which is grow your business and continue to develop your people? So as we kind of walk through, I wanna level set a little bit about kind of the reframe in regards to looking at XOI. XOI historically has had such a great partnership with Sampro and the team. And we have built this integration. We have some tremendous contractors that we share as joint customers. XOI has always been a supplement to that tool. And people have kind of looked at XOI to wonder, hey, you know, where is it picking up? Where is it focusing on? What is it doing in regards to what's going on with Tech Anywhere and the tools that already exist? And so when you think about XOI, think about it from this perspective. Comprehensive data capturing approach to delivering service helps build customer facing outcomes for contractors focused on protecting and generating revenue. And I'm going to dive into that a little bit deeper as we go. But over there on the right, I'm not going to read those things. You all can read those yourselves. But I'm going to highlight a few of them. I come from a construction and manufacturing world. That was my previous background. I bring that up because in sitting down and talking with all the contractors and service managers and sales leaders and account personnel and even technicians, one of the hardest things to do in this industry is justify the value of service. It's a very difficult thing to accomplish because no one's really ever letting you guys know when things are killing it. It's when things go awry, which they always will, where you start to hear about things when people start to question that value. But what we're gonna talk about today as we go through this is how just by doing the day in day out things that your service technicians, your sales personnel and field personnel are doing, if we aggregate that appropriately, we can start to tell compelling stories to your end customers from your perspective. So you guys being able to layer in and speak to the value of your technicians, the value of your agreements, and the value of the work that you do. And ultimately stand behind those types of recommendations that you guys ultimately give. And you guys have all been in a scenario where you've increased somebody's cost at a renewal for a preventative maintenance agreement or wanting to go to them and talk about having to do more things or do things more often. These are all opportunities where if we focus on utilizing data the appropriate way, this can become a much easier conversation and ultimately drive revenue. So as we kind of dive a little bit deeper, let's start by kind of laying some foundational elements. We do a lot of polls and surveys and kind of engagements at XOI. We want to know our contractors as best as we can. Here are a couple of elements that I just thought would be interesting to show. We did a poll about a hundred different contractors around the country, all commercially focused, whether that be kind of heavy HVAC, all store refrigeration, commercial kitchen. And what we're seeing here is that over three fourths believe that they are actually leaving revenue out in the field. Eighty percent say pull through work is tracked outside of their core workflow in their core system, and that's how it gets submitted. So the reason that I kinda highlight that is when I think about a technician and what a technician does throughout their day, the majority of the technicians I've encountered with, and I'm not gonna say this is everyone, over the last ten years, thirteen years, however long I've been doing this, do not necessarily want to be salespeople. They want to take care of their customer. They want to do what's best by their customer. But they are not generally looking for that sales opportunity. They want to get out there. They want to fix things. And they want to do what's right. And so when you think about, hey, eighty percent happening outside of the process, seventy seven percent are saying, Hey, we're leaving money out in the field. That could be because of the process of identifying that work and submitting that work and doing those types of things is a barrier for that technician who inherently behaviorally may not want to do it. And so when we think about how tools can be utilized together and how we can allow for, you know, data and seamlessness to drive what comes next and to extract what's happening on-site, these are the opportunities that exist. And so I'm sure there's some of you contractors out there right now that are sitting there saying, I agree with those numbers and I can relate to that. So that's kind of as we think about all the things that we're gonna talk about, the outcomes of what XOI can drive and what ultimately leveraging data, XOI, Sampro or not, can drive starts with the behaviors of the people who are in front of the equipment. And so as we move on through this process and we kind of start talking about other things, this really drives us into understanding the asset as one of the important elements that exist. And so when we think about what occurs in the technician process and that journey of what's happening, there's an identification of this is the thing that I am working on. Here are the things that I did to it. Here are the things that I recommend. And here's the operational state and everything that's occurring. You have to ensure that all of these things are in line. That I can take every individualized response and every bit of data and kind of bring this back and tie it to key elements that allow me to have insights for my end customer. And this is where it generally all breaks down because the asset has a ton of information in it as we know. And if I don't associate the appropriate work being done to the appropriate asset, I have disconnected this myself. But then you think about the other big things that exist in regards to an asset such as having the make model and serial is great. But if I wanna get into some deeper analytics for my customer and be able to speak intelligently as contractor about, hey, here's the trends that we're seeing and here's what's happening, I need to know particular things about that asset. I need to know the type of asset. I need to know where it is in its life cycle. I need to know maybe the refrigerant type. I need to know economizer configurations. All those nuts and bolts things that exist inside of a model number. Those are the things we wanna be able to uncover to unlock that more informed information we can provide. And so even at the very basic level, have disconnected data. And that's why getting asset information and enrichment is so important. When you have that type of intelligence, it allows you to do things that most contractors will not have the systems to be able to accomplish. We view it as kind of a guard, grow, build capacity. And so you think about your guys' businesses as a whole. And the way I like to think about this is like, think about Guard as your service organization. The day in, day out blocking and tackling if we wanna put it into football references. In regards to Grow, think about that as leveraging your sales opportunities and allowing your account personnel and sales personnel to mine great opportunities and really take advantage of things. And build becomes more of a strategic element. It allows you guys to tighten that relationship from contractor to end customer and really start to deliver them things that differentiate you from just a regular service provider to more of a service advisor type of element. When I think about these things and I look at kind of these three areas, yes, they break themselves up into core elements of a good contracted business. But I look at the service industry. There's a lot service side, there's a lot that can exist there. But protecting margins is one of the biggest ones. By allowing my service team to have the information, to make the right calls, to do the right things, to be able to communicate effectively with data and insights and predict things that may be occurring, that is a huge element of being able to hold existing revenue and keep it tight. Then you look from that grow perspective. Again, this is allowing us to take those day in day out opportunities and turn them into revenue, such as capitalizing on that seventy seven percent that believe that we're leaving revenue in the field and we're leaving opportunities out there. But it's also allowing us to take very simple data and go have very meaningful conversations with customers. And I'm gonna show you guys at the end of this presentation a data output and a presentation that I know is being utilized today by contractors that are leveraging, happen to be leveraging XOI right now. And the last is the build element. Those of you familiar with XOI know that asset enrichment and asset intelligence is definitely one of the big things we pride ourselves on. You don't have to have XOI to do it. It just makes it a lot easier. Being able to understand the criteria needed to proactively help your customer's capital plan and budget plan is the first step to saying, hey, here's me thinking about your future. Yes, it's gonna give me project revenue work, that's what I'm here for. But this is also tightening our relationship. So understanding that the intelligence that gets captured on the asset and in the asset should allow us to do all three of these facets very, very well. As we kind of move ourselves through the line, I wanna level set a little bit because I've said a lot of words here in regards to kind of how we look at asset intelligence and the decisions and the actions and the insights that can be brought through. I'm gonna talk about kind of some critical ones today. There is specification data, there is operational guidance and there is performance data. I'm gonna show you that PDF output at the end which is gonna be the performance data, walk you through all that. Then I'm gonna talk a little bit about the specification data. For those unfamiliar with what I mean by that, whenever a technician captures a make, a model, and a serial, there is information encoded in that make, model, and serial that is beneficial for engaging and understanding the asset at a deeper and and and better way. Just like a VIN number for one of our vehicles, every character or set of characters means something. It is an arduous task to ask any account person, technician, salesperson to go in and decode that information. The ability to be able to do that en masse, inaccurate, allows for our engagement against the asset to be something that is truly valuable long term. I always talk to my team and I always talk to the contractors I get to work with. Yes, what can we do downstream with this? Setting yourself up for that downstream application relies on getting good foundational asset data and specification data around that asset. And so when we think about in the relationship that we have with Sampro, how all this works together, this is not an and or type of approach. And I know there's a lot of people on this call today that take advantage of the partnership that XOY has with Sampro. But when you look at what this is, Sampro does such amazing things with running and managing contractors' businesses. They are the heart and soul of that business and the management of it. We are a asset data layer and an interaction layer that exists. And so when you combine these two and you start to utilize them together, it really super charges the things that you can know. And it allows both of these platforms to communicate between one another and share the best of both worlds to get a one plus one equals three type of approach. Because when we start talking about these types of things and what XOI brings to the table, XOI, if you're utilizing the integration with SAMPRO, we have the ability to obviously get that picture of that data plate and get that make model material. We can even pass that back into SAMPRO. We can then enrich that asset and get to those data points such as capacity, such as life cycles, such as equipment type and subtype, those necessary things to allow us to more deeper understand a particular piece of equipment. And then you start to think about what exists in regards to the combination of using these tools together. For those of you that are utilizing XOI or something similar, you're capturing specific data points in regards to workflows and interactions. And when you are capturing that information, you are getting an association of those interactions back to a make, a model, a serial, but also in just as important, if not more, back to your Sampro customer and account name, back to that site location, back to that possible site ID in the in the Sampro world. So guys, you think about how these two complement one another. Being able to layer in and take it to a depth allows us to go a lot further than we would. To break it down into a simple example that I always like to share. If I was to come out and tell somebody, Hey, and this is no knock on Fords, I drove Fords for a long time. Ford F-150s are not good vehicles. That is not a true statement. A true statement would be Ford F-150s that were made in twenty twenty not were not as reliable as other years. That's Kelley Blue Book saying that. That's not my opinion. That's just Kelley Blue Book. But what I'm getting to is once you get past just a generic model, the model doesn't matter because that F-one hundred fifty statement is not accurate. But F-150s made in twenty twenty four that have this trim package, that have this, that have this are amazing vehicles. That gets me to a layer that allows me to apply what I need to revenue opportunities, risk visibility, and planning visibility. I can't just plan based on a forward F-one hundred fifty. I need to know the nitty gritty about these assets associated to this particular customer from Sandbro to be able to say, this is what we know and this is what you, Mr. And Mrs. N customer, are actually walking yourself into and what you need to be aware of based on what we see as a contractor. And that's what this kind of, let's call it configuration in this mathematical equation of SAMpro and XOI and this data layer allows you to do. You can take things to levels that most people did not realize existed. As I walk myself through this a little bit further, I already kind of covered this at a very high level. Sandpro's gonna manage this business. They are going to be doing the dispatching. They're gonna be doing the invoicing. They're gonna be where you set up everything and create the accounts. XOY integrates with it. Passes over this integration for us. We allow the capturing of certain structured data fields. We allow for the technician experience at a more, let's call it a little bit more of a customized and specific level. Doing so much. We're allowing things to really drill down into processes, but ultimately feed back to that source of truth, which is Sampro. All the while in this process, we are enriching these assets. I cannot say this enough. I know I've said it a lot. Those of you that are familiar with capturing assets, whether it be site surveys, whether it be technicians organically going out to do service work, whether it be that first maintenance where you're asking the techs to validate those assets, they are in some way, shape or form getting a make model in serial. Making that as accurate and as efficient as possible for the person capturing it is one thing. Taking it to the next level of the configurations you need is another. And that is where when you really allow this to shine, the service and revenue comes into Spotlight. Because that allows me to take this whole solution of what's happening here and really focus it on that next event of when somebody is in front of a piece of equipment to get accurate history, to get accurate understanding, but most importantly, capture structured data against the elements that we have already talked about as we've gone through. So when we talk about that life, that journey through the life cycle of the asset, you guys are all familiar with how these assets come in and out of your organization and how contractors like yourselves are engaging with them. There is generally a process that is, hey, we're gonna go capture this asset. We're gonna bring this in. We're gonna put a maintenance plan and maintenance proposal together. We're gonna win that proposal. And then we're gonna have our first maintenance. We're gonna go validate that information. And then we are in a service and maintain mechanism until we start to generate more revenue. We start to pull in that pull through work. We start to identify project opportunities. And then if you're lucky enough to have that maintenance agreement for a long time or those assets are hitting their end of useful life or need to be replaced, you walk yourself into the plan and replace element with your customer. So you can see here every individual touchpoint by one of your field personnel, sales, accounts, service, does not matter, there is an engagement level that we need to understand. And the more we can gather, the more we can extract, the more insights we have the ability to provide back to that customer and across your entire portfolio in kind of a de identified way. Coming back to the last big thing. I'm gonna round it out with, I think, one or two more slides, and then I'll show you that PDF. When we think about the ability to take this information and do something with it, it needs to be in the ability of providing our contractors, you guys on this call, with a quick predictable opportunity to say, here's where we should go. Here's who we should talk to, and here's what we should talk to them about. Now it will come with doing a little bit more homework in regards to what's going on with this particular customer, what's their existing maintenance agreement look like, these types of things. But if I was able to come to a contractor and say, Hey, just by utilizing tools and associating these tools, SAM Pro and XOI, and the ability to get to data, we can identify opportunities to increase whether you should be going out to a maintenance more often, whether you should be doing something different, or whether you have opportunities to replace core projects you could do. That type of scalability and repeatability is exactly what the industry needs, especially when we are all looking for people to do more work. We know we're running short on the personnel to be able to execute it. We need to be smarter with what we have. And an example of that intelligence is something like this. The ability for a particular organization to provide a list of assets, to get to a level of asset intelligence without even any type of interactions, any type of workflow, any type of engagement from a technician to be able to say, hey, here's the existing asset portfolio this organization has. Here are the opportunities based on the equipment type, the ASHRAE useful life of that particular piece of equipment, where that piece of equipment is in that life cycle. And then other criteria such as, hey, what's my GWP on this? What type of refrigerant are we working on here? Is there any out of compliant refrigerants that we want to identify for project planning and replacement? Guys, all of this comes from uncovering details around your assets. And that is a very simple and very opportunistic thing to be able to do. The more we know, the more we can act. And that is what kind of this three million dollars plus revenue opportunity from this particular organization exposed is just making sense of what already exists allows for action to be taken from the teams. So I'm gonna go ahead and keep ourselves moving for one final slide, and then I'll get into that PDF. I wanna kinda talk and make sure I talk everybody through it and we all kind of understand where this thing is. But this is a real report that has been generated from a a particular XOI and Sampro customer. And this is something that they are actually delivering to their end customers. Now, I wanna walk everybody through this. So you're gonna see a couple of things here. One is this is what they're calling a customer performance report. And so this is coming from a contractor to their end customer. Now there's three levels to this. When you see end customer, I'm gonna put this into examples that we will all understand. When you see end customer, think about one of your customers, like public supermarkets as an example. Contractor, in this example, is me as a contractor, JP's HVAC company. And this particular organization actually has an association to a larger parent organization, like a regional national provider. And so this is when you see parent organization, this is a bunch of other contractor and operating companies that are all under the same family. And what you're seeing here, just from the simple engagement from technicians by utilizing the joint solution between SandPro and ExoI, is that we're identifying certain things about this particular customer. So we know that this customer has a equipment running on arrival for full at fifteen point eight percent, running partially at twenty fourfour, and it's not running at all at nine percent of the time. On departure, you can see they are picking up a lot of ground in regards to what we would all classify as kind of a first time fix or first call resolution. When we compare this end customer to the contractor, what we have the ability to see here is that looking at this end customer Publix, at the rest of my portfolio, I can start to identify where this end customer may be falling short in regards to their arrival operating statuses. But I can see that I'm bringing them back just about average on the departure. And when I look globally at my larger parent organization, if I happen to be connected to a larger kind of affiliate, I can see what it looks like there. And so what this is telling me is that I have an opportunity here with this end customer to work on their downtime events. They are roughly fifteen percent greater than the rest of my customer base. This warrants a conversation for me. As I come down here a little bit further, you're gonna see we also get into the equipment condition. This is associating responses of, hey, is this good? Is this fair? Is this poor inside of a particular workflow? That interaction data associating to that asset and all the intelligence behind it. And so when we start to look at this particular customer, you can see technicians are identifying this particular customer's equipment as poor thirty four percent of the time. Compared to all of my other portfolio in HVAC company, it's twenty three. And at a national level or a regional level, it's sixteen. So this particular end customer of mine has its equipment in such a state that it is impacting my arrival and departure status. It is causing, it is probably causing some of this downtime that is being occurred on the arrival. And so this is the army and me, as a contractor, to sit down with this customer at a renewal, at a QBR, or just out of the blue for meaningful dialogue to say, hey, listen, if downtime is something that you feel is creating a little bit of a problem here, Let us show you exactly what we're looking at from the perspective of how you are benchmarked against the rest of our portfolio, everybody else within this region, the same climate, in the same state, as opposed to also nationally. And so they can actually start to understand that, no, it's not a justification of your service to them or an indignation in your service to them. This is more so about, hey, the equipment that we're seeing and the problems that we're running into present us with opportunities to do things a little bit differently. Such as maybe we need to increase the frequency of the maintenance to allow us to take this down fifty nine percent of the time to something that's a little bit more reasonable, such as let's shoot for forty nine. We also may need to increase our tasking. Doing the same thing more may not be the answer. Maybe we start to pick up a little bit more complex tasks on our task team, go a little bit more in-depth. What I mean by that? All of you know it better than I do. Whether you sell kind of a gold, silver, and bronze package in regard to maintenance is or whatever that kinda breakup and nomenclature may be, maybe it's time that I move this customer from a bronze package at least up to a silver and let's do some things a little bit more comprehensively. And the reason that I say that is because we're not getting ourselves to running higher than the global average of what we're seeing. We're getting ourselves right to it. So just doing more may not be the answer. Maybe we should go a little bit more in-depth. And the last thing, as you can see here, let me zoom out a little bit and I'll come back to it. It's the identification of proactive poor equipment replacement. Thirty four percent being identified by our technicians. That is double what my regional or national is, and almost eighty percent of what my other is, my organization. So this is telling me we have this opportunity. If we want to get this end customer to a place where their portfolio is in a healthy state, these are the things that we need to do. As we break this up even a little bit further, we can start to identify the types of problems that somebody is running into. Utilizing AI, utilizing asset data, we can start to come together and say, Hey, here's how often we're seeing electrical issues as opposed to mechanical, as opposed to controls. And being able to really deduce down based on all the calls, the service events that we may run for this particular customer, we can compare that to what we're seeing here. And we know where we are kind of over indexing with certain things and under indexing. So if I'm looking at this right now, whether you wanna replace equipment or not is one thing for this end customer to discuss. But I should come to you with communication capabilities, deeper work in regards to kind of project work for controlled work, and then also upgrades to possibly electrical. Because those are the problems that we're seeing. Last and final, and again, driving into the asset elements of this. You can look over here. In the last eight months of doing service calls for this particular customer, There have been nineteen unitary pieces of equipment that had a service call and these pieces of equipment were beyond their useful life. How do you get to that? You obviously have the make, model, serial. You can get to age. You've gotta get to equipment type. The equipment type's gonna give me that AFRA useful life. Then I'm gonna divide and I'm gonna get to my percentage of what it is. But there are nineteen pieces of equipment that money has been dumped into for this particular customer where this is beyond its useful life. That's like taking my twenty five year old Chevy and putting a new engine in it right now. It's at least worth the conversation. And so this is something that a contractor is delivering as part of their QBRs, their EBRs, as part of their renewals to say, here is how we are doing. The data is telling us we have opportunities to do better as a partnership. Here are our recommendations and utilizing data, be identified for all the other customers at a portfolio level, but speaking specifically to the end customer and saying this is our opportunity and this is what we should do. One of the hardest things in this industry is to justify the value of the service that contractors provide. There is a way to do it, and there is a way to do it intelligently. And hopefully that's what we're kind of breaching as a conversation today. And hopefully this kind of talk has allowed people to think a little bit differently about how they look at their business and the way that you collect data and most importantly, utilize it. So I'm gonna come off of here. I'm gonna stop my share and come back for questions. Amazing. Thank you, JP for that presentation. Of course. As JP mentioned, we're going to move on to the Q and A portion of the webinar. So if everyone can see in their top right, there is a Q and A module there. So if you have any burning questions for JP about XOI, as well as any questions about Sampro and the integration, just go ahead and drop those questions in the Q and A module now. In the meantime, while you guys think of some questions, we did prepare some seed questions for JP to answer just to get the conversation going. So JP, I'm just gonna bring them onto the stage and you can go ahead and start answering them. Right. Love it. All right, let's go with this one. How can contractors turn the information they're already collected in the field into new revenue opportunities? Yeah. I mean, the first thing right there is making sense of your assets. We talked about enrichment. I talked about it here. When I have the ability to take you know, you get to make, model, and serial, and some of us at best are gonna get a refrigerant type. We might get aged, but nobody's fulfilling all the associated data fields. When you make sense of that, I now have the opportunity to say, hey. I wanna bucket everything that's beyond its useful life. Or if I'm in the northeast and I know we're coming into heating season, I wanna identify all pieces of equipment with gas heat that are at eighty percent their useful life because I might have an opportunity to inspect a heat exchanger, and I should run a campaign or at least to reach out to say, hey. For the health and safety of your building and your occupants, this is what we should do. So the the long story short on this one is you guys are already collecting the hardest part, which is an accurate make, model, and serial. Now we need to make that intelligence so you can then turn and burn on opportunities that exist right under the surface. Awesome. Next question Right here. How can asset intelligence help service leaders better understand the revenue potential within their existing customer base? No. That's a really good one. So when I look at this, there's a couple of different ways. Understanding when we are seeing let's call it a a multi a a unit with multi service events in a short period of time. This is something that a lot of contractors struggle with identifying because it's not easily surfaced and not easily something that gets flagged. When you have the ability to understand these particular elements, you're associating the work appropriately, you can start to identify those things at a serialized level. There's also the opportunity to identify it at kind of let's call it an equipment type or a model family level. And you can start to get out in front of trends. We all know this is why service bulletins exist. It's because manufacturers see common issues. They put something out there. With the data that gets captured, this is something that can be weaponized within a contractor to get out in front of trends, which can also directly correlate to opportunities. So it's just being mindful of the information being captured, especially in this day and age with AI, that it is structured enough to actually put into actions and insights. So it's a it's it's definitely an opportunity. And the first thing I would say is as people are looking at their workflows, whatever that process may be, consider what you are able to mine and ensure that this that data is as structured as you can possibly get it because that easily becomes opportunities in this bandage. Amazing. Next question here from Shelley. She asks for all of these options we have to Do we have to be upgraded on the upgraded version of XOI? So I guess pertaining to back when you're presenting. Yeah. So there is a there's a what is called a there's core and premium inside of XOI. I would recommend reach out directly to you know, I'd I'd start with possibly Dustin Young or our partnerships here or your c if you are an XOI customer, your CSM and inquire about it, but it would be the premium offering, which I think the majority of you probably are on. All right. Another question from Shelley here. What has been improved in the area of duplication of existing equipment if we allow techs to add equipment? Yeah, so we did a couple of things from the SOI side in particular. I can only speak to that. We did a a kinda deduplication and a cleanup from our side based on on site name, customer name, and the actual serial number that exists. We also just launched inside of our equipment manager, Shelly, the ability to actually go in and merge equipment. There's also the ability to delete. I would not recommend that. Upcoming is going to be the ability to mark as essentially inactive or lack of a better term for people is decommissioned. But inactive being it exists, it's just voluntarily not being run by the tenant as opposed to decommission, which is this thing is no longer physically here and it has been replaced by a different serial number. So, we're working on a few of those things, a couple already out, Shelley, but some on the way. Awesome. Alright. Next question I have here is from Scott. How can we tell if this function is included on our package? Easiest way to tell, Scott, is, you would if you're inside of the XOY platform, you can go to dashboards and go to report builder, and you should have enriched equipment as an option there. The easiest way, though, would drop your customer success manager a note and say, hey, you know, are we on premium? That's probably the fastest path to to understanding it. So we can also I know Dustin's here. We can also Scott, we can run you down and, look look proactively on our end and reach out to you and let you know. Awesome. Next question here is from Harold. We are currently both Sampro and XOI users. Would this service that you went over be an added service to our existing existing XOI account? Yeah. So in regards to that enrichment, again, depends on if you're core or premium right now. If you're only in core, that enrichment of that information and getting to, you know, the VIN, you know, the details of the VIN number, you need to be on premium to be able to to accomplish that. But in regards to everything else, it comes down to the structure of the workflow, Harold. That's the biggest thing. Everything I showed is data that can be captured inside of XOY workflows today. That particular output that I showed is just leveraging the data and looking at it in mass. So, there's nothing special that's being done there. It's just the capturing of the data is in a structured, sequential way that feeds into a good AI summary and all the things that we want from customer deliverables, obviously feeds back into Sampro, Liz has a link on that ticket. But, yeah, that that functionality for the interaction data, the performance for that customer, hundred percent can happen with the core level as well. Awesome. I got a question here from mister Wayne Rose. Is the data synchronized in real time or on a schedule? Yeah. So the data is if we don't let's talk about two different things. One is the enrichment. So if I capture an asset today as a technician and it comes into the system as part of a workflow, essentially, are enriching that the assets every four hours is what we historically do for organically captured assets. What I mean, tech takes a picture of a data plate in a workflow. There's also the ability to actually upload an outside list. So let's say you have a a prospect that sends you a list of assets that they want you to kinda put up some pricing for, you guys can upload that into SOI and have the ability to enrich it in real time right then. It takes minutes. If the question is around the interaction data, so the workflow data around the condition of the equipment, arrival, departure, that is essentially real time. Inside of the XOY reporting dashboards, you have the ability to create reports that look into that make model serial included in the step and the customer name. So it is a it would be a real time up to date pull for, I mean, plus or minus twenty minutes. So the answer is yes. It says as real time, and it can depending on what you're looking for, it can be scheduled to deliver in Excel or a CSV based on specific information. I will say this, my favorite report of all time, because XOI automatically gets aged, go in to XOI, generate a report that auto sends to your service personnel and sales personnel that looks at aged assets that are cert that were serviced yesterday. You can set a criteria that says, I want my manufacturing date before one one of twenty eleven. That means fifteen years and older. Yes. A chiller is gonna be not that's not gonna apply, but we'll be able to actually get passed to us scene service calls for aged equipment, and you can get that every morning for what happened yesterday. So high opportunistic, element right there. Awesome. We're about fourteen minutes away from the top of the hour. So I think we'll do maybe one or two more questions and then we'll wrap up the webinar from there. Awesome. Let's do this one. So how does bringing XY's asset intelligence together with SAMpro help extend the value of information captured in the field? Yeah. It is, for me, this is this is again the the crudegra for everything that exists because, Sam, what I have seen people do, obviously, inside of SAM Pro, I'm gonna get the information that I need coming out of of every for XOI, everything I want. I'm gonna get the customer name, and I'm gonna get that location. It's gonna be ad read as read and consistent. When I mirror or pair that with XOI asset data and I also pair that with the enrich or or the interaction data of what's happening inside of a workflow, I have ninety percent of what I need to be super, super weaponized with my end customer. The final pieces only live in Sunpro, and that's financial data. And so now I and the reason that I say that is you guys have been in these conversations more than I ever will be where you are talking to a customer about how they should spend their money next year and it goes into, yeah, here based on the age and we've historically done by that, your customer is always gonna say, yeah, but what have we spent on this? Or what are you seeing? Or what would you recommend? And when you have the ability to look at things and say, hey, yeah, based on spend, this is what we're seeing, but here's the number of service events that existed on this. And this particular asset, this type of equipment is something that we are seeing a lot of people replacing over the last three years because you literally have that data with the enrichment. And I'm talking about being able to say, we're seeing, and I'm not picking, I'm just not picking on carrier. We're seeing carrier 48s between five and ten tons are being replaced at this clip. That's the type of engagement and level of understanding that you can proactively provide. So, when you combine these data sets, the financial elements behind it to be able to speak intelligently, the specific asset information and configuration data, you essentially have all the answers. You have a roadmap for your end customer. By all means, still needs to be pressure tested by your team and obviously scrutinized by your end customer. But it puts you guys in a very valuable position with the conversation with them. Alright. One more question here. We'll go with this one. What should service leaders be thinking about today to prepare the businesses for a more data driven future? Yeah. Sam, it's easy for me. Structure and field information to be able to use less. That's it. And what I mean by that is if I am allowing a technician to simply write into a generic notes field, whether that be in any application whatsoever, take Sampro and XOI out of it. It is just, you know, a a resolution notes box, a summary notes box, a work performed notes box. I am not setting any guardrails up. If I asked everybody on this call to write a summary of this call, we would get however many people are on this, variations of that. We're not gonna get consistency in the data that allows us to really action it. So, Sam, I would I would look at what your team needs from a output to make it as streamlined as possible from, I ran a service call, we had no questions internally to be able to invoice. My customer is not gonna have any questions based on the information I give to them, and they're gonna pay as quickly as possible. If those answers are all true, drive towards that consistency. Ask those pieces of information and don't make it an open text field. Because then I can start to take eight different data points that I know I'm consistently and always going to get and I can start to apply asset intelligence to those data points and say, oh, here's what I know about the status of running on arrival for a train YCD because now I have that depth of data. If I'm allowing a tech just to kind of tell me what happened, I'm gonna get varying stories, and that is not what we want. Now, the beauty behind that is if you structure it the appropriate way, Sam, it should be with you know? And at XOI, we use AI summaries. You ask simple questions, simple answers. It generates the report. So it actually makes the technician's life easier, and I know that flows back in the SAMPro. Actually, it makes the tech's life easier. It gives you guys what you want. It gives the customer what they want. And without anybody knowing it, it creates the robust dataset that you can do, and it made everybody's life easier. So I know I went long on that one, buddy, but, this is near and dear to my heart. And, honestly, I believe the unlock of understanding trends, technician performance, contractor to customer performance, it all lives right here with simplifying and structuring the data capture from text in the field. Awesome. I think we'll wrap up q and a there. Let me just bring the screen back. So yeah, if anyone has any questions that you might think of past this webinar about the webinar topic, or if you have any questions regarding the SAMpro and XOI integration, then feel free to send your questions here to accountsamprosoftware dot com. Our lovely account management team will find that information for you and help you out there. I'm just going to bring Cheyenne back to help wrap up real quick. Hello. Hello. Yes, that's pretty much the wrap up though. So thank you so much again for JP giving this excellent presentation. And I know it's linked in the little learn more button here on the screen, but you can also, you can find more information xoi. Iosanpro, or you can reach out to your SAMPro account manager, which would be me or Ashley. Anyone is available to answer your questions. And we work obviously very closely with the XOI team. So whatever team you reach out to, we'll make sure that you get to the right place. Yes. And quick reminder, everyone will be receiving a recording of this webinar once we end it. It should be getting it either today or tomorrow via email. So don't fret. With that being said, thank you, JP for your time and the whole XOI team for help putting this together and helping our customers learn a little bit more about XOI and as well as the SAMPRO integration. Thank you for the time. Thank you. No. Thank you, guys. It was awesome. Very much appreciated. Alright. Thank you, guys. Have a great day, everyone. Bye.