WEBVTT 1 00:00:00.013 --> 00:00:01.751 So my name is Andy Ko. 2 00:00:01.751 --> 00:00:03.971 line:15% I am the Engineering Services Manager 3 00:00:03.971 --> 00:00:05.522 line:15% at Phoenix Integration. 4 00:00:05.522 --> 00:00:08.522 line:15% Phoenix Integration is a software company. 5 00:00:08.522 --> 00:00:11.709 line:15% We produce software to help engineers 6 00:00:11.709 --> 00:00:14.468 line:15% automate their processes, to make things faster, 7 00:00:14.468 --> 00:00:18.949 help them do things quicker with less effort. 8 00:00:18.949 --> 00:00:21.567 So I manage a team of engineers 9 00:00:21.567 --> 00:00:25.957 line:15% that are customer-facing, so we go to the customer 10 00:00:25.957 --> 00:00:28.670 line:15% and we help train them in our software. 11 00:00:28.670 --> 00:00:30.886 line:15% We also do demonstrations to kind of show 12 00:00:30.886 --> 00:00:32.961 line:15% what our software can do. 13 00:00:32.961 --> 00:00:34.440 line:15% And occasionally we do projects, 14 00:00:34.440 --> 00:00:36.667 small little projects to help customize our software 15 00:00:36.667 --> 00:00:40.747 for what they needed to do for their particular application. 16 00:00:40.747 --> 00:00:44.813 We usually start off with actually the pre-sales process. 17 00:00:44.813 --> 00:00:49.437 So we start the communication and the relationship there, 18 00:00:49.437 --> 00:00:50.924 so we meet up with them, 19 00:00:50.924 --> 00:00:53.483 we introduce what our software does, 20 00:00:53.483 --> 00:00:56.060 give demonstrations, talk to the engineers, 21 00:00:56.060 --> 00:00:57.590 line:15% see where their problems are. 22 00:00:57.590 --> 00:01:02.071 line:15% And from then on, we probably do a demonstration with them, 23 00:01:02.071 --> 00:01:04.544 line:15% in the sense of we pass them the software 24 00:01:04.544 --> 00:01:07.379 line:15% for a little while and work with them to see how it fits 25 00:01:07.379 --> 00:01:08.746 in the organization. 26 00:01:08.746 --> 00:01:11.670 At that point in time, hopefully they would see 27 00:01:11.670 --> 00:01:15.104 the value in our software and purchase it. 28 00:01:15.104 --> 00:01:17.629 Then we'd come in and train their staff 29 00:01:17.629 --> 00:01:20.902 in how they use the software and deploy the software, 30 00:01:20.902 --> 00:01:22.700 we follow it through. 31 00:01:22.700 --> 00:01:26.448 Occasionally, they would also pay us to do special projects 32 00:01:26.448 --> 00:01:28.039 to customize what it is. 33 00:01:28.039 --> 00:01:31.711 So that could take anywhere from a month to three months 34 00:01:31.711 --> 00:01:35.009 to kind of help customize and deploy well. 35 00:01:35.009 --> 00:01:38.005 line:15% Once that's done, we follow up with them, 36 00:01:38.005 --> 00:01:40.088 line:15% depending on their needs, 37 00:01:41.274 --> 00:01:43.274 line:15% and then we kind of have 38 00:01:44.132 --> 00:01:45.578 line:15% a general support process 39 00:01:45.578 --> 00:01:49.331 where they can call us for help or for questions. 40 00:01:49.331 --> 00:01:52.806 We work with a major aerospace company 41 00:01:52.806 --> 00:01:57.529 to help them, our software is used to help them calculate 42 00:01:57.529 --> 00:02:02.282 the fuel that's required for the resupply missions 43 00:02:02.282 --> 00:02:04.431 to the International Space Station. 44 00:02:04.431 --> 00:02:09.431 line:15% So every time they send a cargo ship up to the space station 45 00:02:10.238 --> 00:02:12.939 line:15% they have to run our software through the analysis 46 00:02:12.939 --> 00:02:14.938 line:15% to make sure that they have enough fuel 47 00:02:14.938 --> 00:02:18.036 line:15% so that it gets there and then returns back on time. 48 00:02:18.036 --> 00:02:21.096 So we're very proud of those projects 49 00:02:21.096 --> 00:02:23.763 that actually make a difference.