What AEC Marketers Need to Know About Pursuit Intelligence Tools 

[00:00:00] Steven Gallo: Hi, everyone. I’m Steven Gallo, your host and the VP of client services at Reputation Ink. All right. So every AEC marketer has felt the pull of AI by now, inevitably. Uh, we all have, right? But most, uh, are using tools that are built for everyone, not necessarily for an industry with SF330s, seller-doer workflows, and, and pursuits that can take months, right?

Well, today we’re gonna talk about slightly different category, but in that same family, pursuit intelligence tools built for AEC. Uh, and my guest today is Troy Meyer, director of marketing industry insights at Cantive, and an AEC marketing veteran who spent 20-plus years in the industry before joining the company, uh, including a stint as one of its customers.

Mm-hmm. Um, so Troy, welcome to the show. Appreciate you coming on.

[00:00:48] Troy Meyer: Thank you for having me. I’m, I’m happy to be here.

[00:00:51] Steven Gallo: Yeah, and before we dig in, um, let’s, I guess, clear up, uh, something for anyone who might be doing a double take, uh, listening, so to speak. Uh, until very recently, Cantive was Joist AI. Uh, walk us through sort of that rebrand, what changed, what didn’t, uh, ’cause that’s, it’s pretty new news.

[00:01:07] Troy Meyer: Yeah. No, we rebranded in June of this year. Um, well, the long story short is we are the same company, uh, the same team, uh, the same people, and the same mission. Uh, but the mission is, is getting bigger. Um, we kind of, we felt like we outgrew the name. Um, joist, the structural element that kind of holds things together.

Um, and Cantive is the play on the cantilever, which has a strong foundation, which allows you to reach out into space. Um, and also, when you think about, like, the dotcom era, uh, every company was in a race to put online or dotcom in their brand name because it differentiated them. Um, and we felt like AI is kind of at that moment now.

Um, it’s no longer a feature that really differentiates. It should be kind of table stakes for kind of how we live and, and work. Um, we’ve always been AI native. That, that didn’t change. Just ’cause AI’s going out of the name doesn’t mean- Mm-hmm … that we’ve changed how we do that. We’ve built AI from the ground up from day one.

You know, we’re not slapping AI on top of a, an old, tired platform or anything like that. Uh, still built by AEC professionals for AEC professionals. But we felt like Cantive really helped, um- Put the institutional knowledge and the pursuit intelligence at the forefront instead of just AI, and really describe what we’ve built to allow kind of marketers really leverage that institutional knowledge to, um, in, in reality, you know, do better work and the bottom line, you know, win better and more work for their firms.

[00:02:45] Steven Gallo: Yeah, absolutely. And, and like you said, it’s the table stakes now, baseline, like it or not, AI is here and, and everywhere. Um, but you know, sort of as I mentioned off the top, uh, it’s everywhere, but that can also be overwhelming for some folks who are like, “Where do I even begin? How does this affect, you know, me and my position?”

Or specifically within the AEC industry. So I guess maybe, uh, if we could, let’s start at the ground floor. What is a pursuit intelligence tool to begin with?

[00:03:14] Troy Meyer: Yeah. So pursuit intelligence, how kind of we defined it is a software that kinda is really built around your firm and your firm’s institutional knowledge.

So when you think about, you know, what is institutional knowledge, it’s those past proposals, your, your past project experience, your people, your resumes, all that history that your firm has, what you’ve won, what you’ve lost in the past and why, and all of those things. And, you know, the pursuit intelligence allows you to surface those things, you know, when you need them during writing process, during, you know, the proposal boilerplate, or boilerplate, the proposal, uh, pressure cooker that proposals are.

Mm-hmm. You know, finding the information when you need it. Um, it’s not a writing assistant, you know, it’s really your firm’s, you know, memory kinda organized around, you know, one thing and that’s how can you, you know, win more work and be better and more efficient at your job.

[00:04:10] Steven Gallo: Yeah. Uh, ’cause there’s so much data, right?

It’s almost like how do we get our arms around it and manage it, especially in, uh, you know, in the AEC industry. In some firms with the number of projects in their portfolios, uh, it gets to be a lot. Yeah.

[00:04:23] Troy Meyer: Exactly, and the data is often siloed a lot of the times or in different systems, and so the ability to, to put all that stuff together in, in, in one place is, is super powerful.

AEC firms, like you said, don’t have a sh- shortage of data. No. That’s one thing we have a ton of, and so being able to access it though at the right time, at the right moment, that’s, that’s where the magic sauce happens.

[00:04:46] Steven Gallo: For sure. For sure. So okay, so in that case, how is a pursuit intelligence tool like what Kantiv offers different from, say, general AI platforms- Yeah

and tools that some marketers might already be using?

[00:04:59] Troy Meyer: Absolutely. You know, the, the general AI tools, the LLMs, the ChatGPTs, the Perplexys, the Geminis, the Clauts, like those are super powerful tools. I use them every day. Yeah. Um, but when you think about, um, AI in general, I think we’ve all learned through prompting and other things that context is, is really king when it comes to that.

And where the, the, the knowledge base starts is a huge part of where it ends up from your output perspective. And so being able to ground a tool, not just within AEC, which, you know, Kantiv does, but be able to ground it within AEC, but then also within your firm’s knowledge, that’s the, the most powerful, powerful part.

Um, and- There’s always the hallucination factor with, with larger LLMs, ’cause it’s, it’s coming from a knowledge of the world.

[00:05:52] Steven Gallo: Right.

[00:05:52] Troy Meyer: Yeah. Where when you have a platform that’s scoped down to your, your information, it’ll, it’ll be able to give you more defined, structured output for you.

[00:06:01] Steven Gallo: Sure. Sure. Yeah, more is not always more when- Yeah

uh, in some cases, right? So yeah, you mentioned that, right? Like, some of these tools, they can hallucinate, uh, just because of they’re drawing on so much information, not necessarily exclusive to your firm or your industry. Um, and so, but a lot of times those hallucinations that it may not be getting is stuff that really matters for the AEC industry, or may be very specific to project types or to the work itself.

Yeah. Um, so what, what does that typically look like? What, I mean, what breaks when a firm is trying to maybe lean on a ChatGPT or a Claude for this kind of work when maybe it’s not the best fit for it?

[00:06:42] Troy Meyer: Yeah. I think, um, kind of how I’ve thought about it, and whether it’s right or wrong, is, you know, a generic kind of AI tool is really, like, that brilliant intern, you know, who’s, who’s, but they’ve never worked a day at your firm, you know?

So they can be super helpful, but sometimes the context is lost. And when you think about something that’s specific, like a pursuit intelligence platform like Canto, it’s really a tool where you can think about, like, that 20-year veteran who, like, remembers every job you’ve ever chased and where that file is.

You know, it knows where all the bodies are buried when it comes to that. And so being able to do that and access that information, that’s, that’s just the real big difference. Um, you know, I give ChatGPT and Claude, like, all the kudos because, you know, if you have one clever person who’s super tech savvy at your firm, you know, those tools can really help them be force multipliers at the firms.

That’s how I started, uh, you know, as well, just being curious and interested in it. Um, but when you really think about how firms take it to the next level and- And really transform from a, like, foundational level, it takes one more than just, like, one person who’s good at prompting to really stand something up.

Um, it really happens when, like, the organization, you know, adopts a platform that everybody can use that’s grounded in that knowledge where they can really kind of take it to the next level, um, and hopefully, you know, advance their firms beyond just individual contributors who are kind of good at doing those things.

[00:08:14] Steven Gallo: Sure. Yeah, I, I mean, I imagine scaling is a, is a big part of it, right? ‘Cause then you got… It’s one thing for, like you said, one person to be kind of d- building workflows and working from here, but if you don’t have the whole team, the whole organization, uh, sort of reading off the same playbook, if you will-

[00:08:29] Troy Meyer: Yeah

[00:08:30] Steven Gallo: it kind of defeats the purpose, right? Uh, so help me understand, I guess, when a firm implements a pursuit intelligence tool, and they do it well, um, what does that actually look like on the ground? What changes for the marketing team on a day-to-day basis?

[00:08:46] Troy Meyer: Yeah, I mean, the first thing that everybody, you know, thinks about is, you know, efficiency, right?

So I think tools help you be more efficient and, you know, and that’s kind of table stakes. If it doesn’t do that, then, you know, you should move on to something else. Um, but when you think about, like, what do you do with that efficiency, and I think that’s where, like, the situation changes. You know, marketers can really change from becoming the people that make it look pretty and, like, help, you know, put a document together, to really become what I feel like marketers got into these things for, is really be that strategist, really be the, the strategic thinking behind, like, “What’s gonna really make this proposal different?”

or, “What’s gonna make us win?” You know, “What can we do to best our competition in X, Y, or Z situation?” Um, and so I think being able to elevate the marketer to be that strategic thinker versus, you know, like a overhead or, you know, somebody who’s a little more on the admin side that puts things together, I think that’s where if you, you do it well, I think that’s the, the direction that you can go.

Um, beyond that, I think, um, you know- Sometimes it’s like a quality of life thing. Mm-hmm. Um, I know I did proposals for, you know, nine and a half years, and the burnout is real. Um, it’s definitely a pressure cooker environment. Um, I saw a recent, uh… Well, maybe it wasn’t recent, it was a little older, but a SMPS survey that said, you know, 50% of AEC marketers have had, you know, changed jobs in the last two years, and a lot of that’s because of that kind of, of pressure.

Um- Sure … so the more that we can help with that and quality of life and, um, engagement is, is what we’re trying to do. Um, I think also, um, just new hires, you know, being able to ramp them up sooner if there’s a knowledge base, um, and something that they can query that they know has all the information of everything, um, they can ramp faster.

Um, and um, I think all those things really kind of add up if you put them all together.

[00:10:55] Steven Gallo: Yeah, yeah. And that, that makes sense. Um, and well, they, they have that, that industry veteran, company veteran who can show- Exactly … them where all the bodies are, right? Um- At

[00:11:03] Troy Meyer: any time of night, any time of day.

[00:11:06] Steven Gallo: True. Very true, right.

Uh, well, a- and speaking of that knowledge transfer process, right, of, of folks who really understand the context of the company’s history, project history, I mean, you’ve said at the project closeout process, that that is often, uh, where a lot of institutional knowledge can go to die, right? Or it just gets- Yeah

lost in that baton sort of handoff. Um, and that’s can lead to, right, as you said, proposals sometimes getting filed and then forgotten because it gets put on a shelf somewhere, and then unless you know to go seek it out. Um, so what is, what is a tool like Cantiv seek to do to change that? I mean, what, how is it a game changer in that way?

[00:11:47] Troy Meyer: Yeah. You know, like we mentioned earlier, you know, we’re, there’s no shortage of knowledge, um, and information at, at AEC firms. Um, but it’s how do you bring it all together? And, um, when you think about the closeout process, you’ve put in so much effort into these pursuits, you know, tens, hundreds of thousands of dollars into these pursuits, updating information, finding new information, putting it all together to, to put your best foot forward to win a pursuit.

Um, but unless that knowledge gets back into the system, then it just, it withers and dies out there. And, um, you know, the awesome thing about, you know, a pursuit intelligence platform is you can take that, or at least for Cantiv, you can take that final proposal, input it into the system, and then the AI magic happens and is able to kind of extract out all that information, see what’s new, what’s updated, and update that institutional knowledge automatically.

Where before you would have to go through, open up the database, open up that specific field, update that field. And as you can imagine, if you have to do that for, you know, 10, 15 projects that you’ve updated for that proposal, you know, those five resumes that you’ve done, all of those things adds up, and then you’re, you know, then you have a backlog of six months of closeout that you haven’t done, which I know I’ve had before.

[00:13:08] Steven Gallo: Well, sure. And, and I know that’s, uh, can be such a- Easy, I don’t wanna say trap to fall in because, I mean, again, it’s, there’s only so many hours in the day when you have a project pipeline, uh, and things naturally come up. That can be hard. Firms just tend to fall behind sometimes because there’s so much.

[00:13:24] Troy Meyer: Yes. I mean, it’s, it’s, by the time you’ve submitted a proposal, next time you have the other one’s already, you know, you have to kick off tomorrow. So- Yeah … are you gonna spend your time, like, doing the closeout or do you, you know, you have to prep for, for the next one? It’s, it’s not anybody’s fault, I don’t think.

It’s kinda part of the nature of, of the business. But, you know, we know that as a, as a software provider that that’s a pain point, and so what can we do to make that as easy as possible for firms to not lose that institutional knowledge and, um, you know, surface it for the next pursuit and compound that institutional- Mm

knowledge to make it smarter for, for after each pursuit.

[00:14:02] Steven Gallo: For sure. Uh, you mentioned, uh, k- touched on this a bit before, right? But a lot of firms sometimes, depending on their size too, might hit a certain fork in the road of like, okay, well, can I, can I build something from scratch- Sure … or should I buy a system like this?

Or, you know, it’s a bit of the Wild, Wild West right now, right? A- and so how should a marketer think through that sort of decision? What are the questions they should be asking?

[00:14:27] Troy Meyer: Yeah, and I think, you know, everybody for each firm is, is, is unique and you should definitely have that, that question. We hear that a lot, you know- Mm

can, can you build it? Um, you know, the first thing I would do is just really be honest with yourself and see, you know, what business you’re in. Are y- you know, you’re an AEC firm. You’re not necessarily a software company. Um, and I think, you know, building something like, um, you know, whatever the platform is or, you know, tool, um, really means that you own it and maintain it, um, in perpetuity forever, you know.

Think about the security features, think about model updates and, and all of those things. Um, I think the biggest thing is firms, uh, underestimate the effort that it takes- Mm … to build, um, between making sure things are secure, um, you know, the models. We know how fast AI is changing. It changes seems like every week.

Um, um, that person who stands something like that up, what happens if they leave? All of those questions that you kinda need to think about, uh, before- And what’s, what value do you have in, you know, time to market? Um, if you can implement a tool in 90 days or you can take 9, 12, 18 months to build something, you know, there’s value in the time- Sure

in between those two. Um, and, you know, AEC firms, time, time is money. Um, I don’t think it, the question should necessarily should be, you know, can you build it? Um, y- a lot of times you can build something, uh, but do you wanna own it, you know, in a perpetuity? Um- Yeah … but if you are gonna build something, I would, you know, challenge those firms to say, “Do you wanna build something, you know, maybe for your customers that provides additional value to them that might actually bring in revenue for you?”

You solve a issue for your customers versus building something to maybe save, you know, some money in the short term.

[00:16:23] Steven Gallo: Yeah, no, that, that makes sense. And, you know- When they’re might be looking, uh, at, at that scenario and say yeah. ‘Cause I know for me and our business too, right, it’s like I know there’s so much AI can do, but like it’s like almost- Yeah

like another job to build that infrastructure out and learn it and s- train it and set it up. Um, so for the marketers who might be evaluating tools like Kanthiv, right, what, what are the questions they should be asking when doing their research, um, to really kind of understand that they’re getting what is the best fit for them?

[00:16:56] Troy Meyer: Oh, absolutely. Um, I think the first thing is really start with the problem that you’re trying to solve. Um, I think sometimes we fall into the trap of, of seeing something that’s a great tool and awesome, and then try and fit our business for it. Um, and I think that can, you know, lead to, to lack of adoption and, and, you know, challenges.

Uh, but if you really start with the problem and then figure out, you know, what can I, what solution can I find to fix this problem, I think those people have more success. Um, also and, you know, real talk, there is no magic bullet.

[00:17:34] Steven Gallo: Yeah.

[00:17:34] Troy Meyer: You know? There’s, there’s… I wish there was one tool that did it all, uh, but that’s, that’s not where we’re at now.

Uh, but just be realistic about, you know, the, the, what you can do, what you can implement, what problems you’re trying to solve that are, you know, solvable. Um, you know, these are hard problems that we’re, we’re talking about and trying to solve. That’s why they’ve been problems for this long in the industry.

Yeah. Um, and that’s why, you know, firms like ours have built these tools ’cause we see these problems and really wanna, to help fix them. So, um, you know, when you talk about like what questions do you wanna ask like vendors or other things, um, top of mind are, you know, like security. Um, security of your data, how it’s used.

Um, you know, look at the fine print, don’t just take the, uh, you know, the salesperson’s word for it and- Right … realistic. And then make sure that, um, you know, if you do adopt a, a solution that, you know, when you adopt it, that’s day one. That’s not you’re done with the project. Um-

[00:18:38] Steven Gallo: Right …

[00:18:39] Troy Meyer: it ha- to be successful, you have to have training.

You have to have a implementation plan. Um, think about like who owns that. Is that the vendor that helps with that? You know, what does, what does that look like? Is there added implementation costs or is, you know, those other gotchas that can come up after, after the fact? And, and really think about those things before, you know, adopting anything.

[00:19:03] Steven Gallo: Yeah. Um, all good questions, and you raise a good point, right? ‘Cause say, say a firm finds and invests in the right tool. Uh, uh, what though makes adoption actually stick, right? That’s the hard part. Uh, to say we, we’ve got this, but now we need to get the team on board with- engaging and using it, um, how do you make that happen to avoid it, you know, becoming something that’s, you know, that shelfware, that kind of- It’s like, “Oh, this is great,” and then sort of sits in the back burner, right?

That, that’s not helping anyone.

[00:19:32] Troy Meyer: Yeah. And I think if you do a good, you know, you know, fit from that problem to, to solution, then that’s, that’s, that’s step one, for sure. Mm. Um, but like I mentioned, you know, you really have to invest in, in training, um, whether that’s, you know, carve out somebody’s time so that’s, you know, part of their job or, you know, investing in external resources to help them out, um- That’s, that’s where, you know, I fell into this trap when I implemented, you know, formerly Cantive, formerly Joist AI at, at, at my old firm is, you know, it was a great tool, but the adoption at first was, you know, rather flat.

And so without the training, um, that was my, you know, learn from hard knocks is that you have to have the, the training plan and the way to execute it to really, um, to really make it shine. Um, I think what’s key for that for people is really showing the value from, from day one if you can. Um, you know, a lot of times, especially with all the plethora of tools out there, you know, we fall into the trap of, “I tried it, it didn’t work, it’s dead to me.

I’m, I’m gonna move on.” And so, you know, when you’re thinking about implementing something at your firms, you know, try not to fall into that trap to make it as, as successful as possible and as simple as possible to, you know… The goal isn’t to give people extra work, you know, with the tool. It’s to, to make their work better.

Um, and I think the final thing is, I think a strong leadership that’s really gonna push like, “Hey, this is how we’re doing things now,” is super important. Um, a lot of times these tools are really changing the way, like, we do work, and that’s… Change is not easy. It’s, it’s hard for people, especially when they’ve done it for, you know, so long.

Um, and so changing mindsets, changing how you work, changing workflows, those are all, you know, change management things that are, that aren’t easy to do. But if you have strong leadership that’s, you know, “Hey, this is the way we’re doing it. This is the value it brings, and this is why,” like, you know, go team behind it, I think you can really have a, a, a successful implementation.

[00:21:46] Steven Gallo: Yeah. Yeah. Uh, that’s a fair point, right? I mean, and it is changing so fast, but right. A change is always going to be something to navigate, uh, particularly for, like you said, folks who have been maybe doing it a certain way, but the goal here is, is that efficiency. How can we work smarter, right? Uh, and so- Yeah

yeah, connecting those dots for sure. Um, well, a- as we mentioned kind of off the top, you know, you’ve been a, a, in the AEC industry even before your time at, at Cantive. Uh, and I know I’ve seen your team, uh- Mm-hmm … at SNPS conferences and events. Absolutely. And so, um, you’ve been around the block. I guess, what’s…

If, if there’s anything that you’ve learned in your time and, and your experience, uh, any commonly held beliefs or misconceptions i- in AEC marketing that you would maybe challenge or push back on?

[00:22:37] Troy Meyer: Yeah, I think, um, one thing, and I, I kind of alluded to this earlier and kind of talked about it, but, you know, the belief or the, the thought that, you know, marketing is a cost center, you know- Mm-hmm

for the business. And I think as, as marketers, um, you know, we’re not just the, the people who, you know, put the documents together. We are strategic, you know, folks who can really help push the business forward. Um, you know, AEC marketing, proposals, business development, it’s all, you know, a team effort. Um, and, um- You know, the proposal team often is the last person to touch that, you know, bid or something that’s gonna win you millions of dollars.

Um, and that’s not, um, you know, a small task. It’s, it’s a weight Yeah … as, as a, as a person who, who’s done it of like, “Are you sure this is me just sending this?” Right. Um, but, um, you know, they’re often, we’re often the reason, you know, somebody wins or somebody loses. Now, there’s obviously a myriad of factors of, of winning or losing a, a bid or a tender or what have you.

Um, but you know, our goal at Cantech is to really elevate the marketer to be that, you know, get some of that stuff that they have to do out of the way, be more efficient so that they can really focus on the strategy, um, so they can put their head up and have some breathing room to really help focus on that strategy that’s really gonna help, you know, win rate and help the proposal better win themes, all of those things, and be that revenue driver, uh, and not overhead.

Um, and that’s kind of- Yeah … the biggest one for me.

[00:24:24] Steven Gallo: Yeah. No, and that’s, and that’s a good, important one and, and a big one. And I think, too, it’s also about, for in-house marketers, right? How you’re thinking about your role yourself, and how you’re framing it and presenting that to your leadership and what you’re bringing to the table.

Uh, that, that’s a big one, and it, like you said, is, is only evolving now as the job is changing, the technology is changing.

[00:24:46] Troy Meyer: Yeah.

[00:24:46] Steven Gallo: Um, and, and I guess speaking of evolution, right, I mean, you’ve talked about pursuit intelligence evolving into marketing intelligence, right? The win-loss trends that you might see over time, client preferences, those patterns.

Um, as best as you can here with your crystal ball- … where do you see that going, uh, over the next, oh, I don’t know, I almost hesitate to say five to 10 years, ’cause I feel like it is changing every day- … every week. Yeah. But, uh, maybe broadly, what are you, what are you seeing from your seat?

[00:25:14] Troy Meyer: Yeah. Maybe one year.

We’ll go one year.

[00:25:17] Steven Gallo: Let’s, let’s do that.

[00:25:17] Troy Meyer: Given how fast… I think, feel like, uh, AI years are like dog years.

[00:25:23] Steven Gallo: I think that’s fair. Yeah. Um- That’s the way

[00:25:25] Troy Meyer: we’re

[00:25:25] Steven Gallo: going.

[00:25:25] Troy Meyer: But yeah. You know, like you mentioned, I think, you know, right now we’re in the, the space of, you know, helping be more efficient, do our jobs better, take some of that rote work out of those things.

Um, but you know, the evolution is definitely to, you know, moving to market or to pursuit intelligence. We have the data about the pursuits. But I think the next level and timeline, I’m not exactly sure, but is figuring out, you know, where we can get to marketing intelligence. So- You know, right now there’s a ton of effort with, uh, strategy every year.

We all do, you know, strategy planning in November to think about what are our goals for the next year. Um, we think about, you know, what clients we wanna target, why we wanna target them, what’s happening in the market, how the trends are happening, all of those things that are, um, you know, complex questions.

Um, but if we can figure out how to surface that kind of information, what clients actually win, that we win with, you know, what clients are our most profitable clients, um, which clients do we have the best hit rate, win rate on? Um, you know, knowing when to say no, what pursuits to walk away from is sometimes as important as which pursuits to go after.

Um, you know, right now that’s a conglomeration of a report from your CRM, a report from one of the industry organizations, and a report from, you know, another tool and trying to figure out the nexus of where all those things come together. It’s definitely an art and a science right now. Yeah. Um, but I think we can develop that more into a science, um, that’s not only grounded in, you know, industry knowledge, but really, like, your firm’s knowledge as well.

So to be able to surface those things and be able to give you, like, really data-driven, like, recommendations on what to do as a business, that’s hugely powerful. And I think, you know, I don’t think we’re far away from it. I think we can get there. Um, and I think that’s probably the next evolution of kind of where this, where this is going.

[00:27:31] Steven Gallo: Yeah. Yeah, it will be interesting to see h- how that plays out, but, uh, e- exactly, um, you know. It’d be interesting

[00:27:37] Troy Meyer: to look back on this conversation, see how- Yeah, right … right or wrong.

[00:27:41] Steven Gallo: We’ll hold it against you regardless. Uh- … but yeah, I mean, it’s, it’s about making more informed decisions, right? Uh, smarter decisions, but right now there’s just, as we said, you know, there’s so much data to parse and to have to- Yeah

organize and, and, and manage that, uh, yeah, that, that, that could be harder, harder to do. Um, so I guess what one final thought, uh, if you would for, you wanna leave our listeners with looking ahead in terms of priorities you’re seeing, uh, or anything, you know, about Cantive more broadly as they’re kind of considering where we go next, uh- Yeah

in this, in this industry and, and in this lane.

[00:28:18] Troy Meyer: Um, I’m having fun. I’m sad this is about to end. Um, I think one final thought is, um- From like an individual perspective for, for those listeners, you know, don’t wait for like permission to, to move forward for some of these things. I think what is awesome about this point in time is that the gap from a novice to an expert is probably as small as it’s ever gonna be.

Mm. Um, and it’s, it’s an opportunity for those who, you know, feel that, that tug to really take some time, pull your head up out of kind of the daily grind, and try and be purposeful to carve out that time, um, to be the expert in AI in your pr- process, um, what, what have you. Um, I know it can be super, you know, beneficial if you do that.

Um, it’s, it’s an awesome way to show your value to the firm. Um, and I believe, you know, truly it’s the direction that, that we’re going. As, as I mentioned, AI is gonna be native into everything that we’re doing, and so to be an expert in that is I think, uh, a great move for folks. Um, so to the, to the best of your ability to do that, I think that would be, yeah, you know, my final thought for folks is just get the ball rolling and kind of get started.

[00:29:43] Steven Gallo: That’s good advice. Uh, and for folks, uh, who want to just learn more or get in touch with you, learn more about Cantiv, how can they do that?

[00:29:50] Troy Meyer: Yeah, I mean, uh, you can go to cantiv.com and, and it has the, all the information about our, our platform. Um, there you can sign up for, uh, just launched a, a monthly newsletter called The Win Theme.

You can sign up for that, talk about industry knowledge, talk about, uh, AI changes and, uh, trends, um, as well as some thought leadership. Um, you can always, you know, find me on LinkedIn as well. And as you mentioned, SNPS, I’m regularly at SNPS events and, and other places, so you can find us, uh, me and Cantiv there as well.

[00:30:24] Steven Gallo: Awesome. Yeah, I’ll have to see you, uh, at the next conference here coming up so-

[00:30:28] Troy Meyer: Yep …

[00:30:28] Steven Gallo: uh, but thank you again for your time, Troy. We’ve been talking to Troy Meier of Cantiv. Uh, really appreciate you, uh, coming on and, and having a chat.

[00:30:35] Troy Meyer: Thanks for having me. I had a great time.

[00:30:38] Steven Gallo: Thanks. Awesome.