The Wise Why

Mark Wall
Good morning. I I don’t know what it is, but obviously, yeah, there must be magic in the air when we’re. It’s either your hair or something to do with technology. So. Yeah. Yeah. Well, yeah. Thanks for having us on again and yeah, hopefully.

Kirsty van den Bulk
Yes, it is rather thick this morning.

Mark Wall
Yeah, it’s not too blurry that you can’t see my glamorous looks, but yeah.

Kirsty van den Bulk
No, and we did have to. Remove your, your, your. Signature. I mean this is the thing that people don’t realise when you go on camera that you have to make some adjustments. I love your signature, which is your big bright floral shirts, but actually the camera really didn’t like it and it was like fighting with everything around you. But I’m. I’m wonder if we could explore. Why you wear the flowery shirts?

Mark Wall
Do you know? What I actually don’t know, I think I while I was blind when one morning and bought one and everybody picked up on it or. Yeah, it it. It was just I had one. A few people commented on it. So I bought another one as we do and then it’s just snowballed really from there. I’ve I think now I have a separate wardrobe just from a shirt, but but yeah, there’s no, no real reason other than the fact I suppose you know, it’s called sales, it’s called marketing. We need to stand out from from the, you know, the norm. But yeah, that’s the that’s the only reasons and obviously. Shows off my glamorous. Profile as well so but that’s.

Kirsty van den Bulk
So years ago there. Was a terrible book and I’m going to say it’s terrible book. It was written, or about 2003, 2002, 2003, and it was aimed at how men could get women. And there was this phrase called peacocking and and I I I went at that point, I had gone through the divorce. And so I went off and read about this book. And what you do is actually peacocking. You’re absolutely right. It is a brilliant way to stand out and make sure people know who you are and wherever we are at an event, we know where Mark is. So I applaud you for doing that because it is your signature.

Mark Wall
Yeah, I mean, you know, we went to the security industry, International Security on Tuesday and I was catching up with Lydia and she said, where are you? Where are? Yeah, I mean, I said, I mean, I’m free. And then she looked down the arms. She said, Yep, I can see you. I can see this flower with perk coming down. Ohh and it was so well perfect. You know, I wasn’t just a. I’m gonna say a dumb terminal, but yes, it it it’s. Thank you. I I don’t like referring being referred to as a Peacock. But we do have to stand out and make ourselves. Different, don’t we?

Kirsty van den Bulk
Yeah. And I agree with you, the the term isn’t great, but it is a. It does sum it up. But obviously since I worked we. Last spoke, you’ve launched Wall2Wall Group. And I wondered if you could explain what that kind of journey, because it’s quite a big decision to leave solid regular employment and then go and launch business and you’ve done it. Successfully and quickly, you know this is what I love about your journey is. The passion that you come with, but also how the you quickly make decisions and you action them and you deliver it. So I wondered if you could talk about that.

Mark Wall
Journey it it I. I mean I’m I’m laughing, but it it’s it’s it’s probably not laughable but I I I. I did get myself into a bit of a steak. My head went, you know, sort of pop. I’m going to say, and I will say it was probably down to the fact of sitting. Sitting in my study for sort of nine or ten months working, you know, for a for a another company that was the role that was, that what I’d I’d taken on. But I’ve gone from being outside in an office. You know me with the team and everything else to all of a sudden on the end of the phone. Long story short, it wasn’t for me and I needed to get out there and do. Really didn’t know what I wanted to do, but what I did want to do was get back into distribution. I wanted to get back to, to, to the stuff I like is talk to people trying to promote a no, not trying to promote a product that you believe in and and want to. Yeah, know that your industry is going to like it. So it was just sort of, you know, well, how do I go, I I didn’t really want to go and shift box. Those you know, when I and I say that in the nicest term, you know, I didn’t want to be working for another camera manufacturer and and I’ll probably change tax on that with the way that the business goes from a day-to-day basis. But that at that time I I wanted something different. I knew there was plenty of products out there that. You know and and one of the the the you know the the first people to pick up on and and a good friend is is Dan at Loxal Security. I sort of went with the idea to him you know spoke to him and just said look you know this is what I’m thinking about doing would you use me and my network or my you know connections to go out and promote your business. And and and then it sort of snowballed. All I wanted was 2 customers and I say this to everybody, I just want 2 customers pay my. Bills and then I can see where it goes. It went to two customers, 3 customers for. 10 you know and it’s and it really yes, it has snowballed. It has. Exploded in the last 12 months, but that’s yeah, that was that. That was the real journey from from. I was gonna swear then, but head messed up to to to sort of. Yeah. Let me let let me just sort my life out and get get to, you know, see what’s going on in here and get back to being me again. So yes, it’s been a quick journey 12 months later, however many months now, but it it’s been really quick. But yeah, I’m glad I did it. I really am, you know.
Kirsty van den Bulk
And and it’s incredible. Honestly, it’s incredible to watch. Really, really powerful. Because, you know, I’ve I’ve been up to your office. And as we were standing in your office and we were going through some tech and. Other bits you were then talking about a second unit, and that doesn’t happen very often, you know. People really. Really. Struggle and and you I I love the fact that you referenced back to what it was like being at home in an office and how lonely that can get because as a small business owner it can be. But you’ve got a team around you, haven’t you?

Mark Wall
Yeah. Look, I’m. Looking around now cause this is the new office and do you know what I’m proud of? I’m proud as punch bleep. Because it’s it’s it’s. Yeah, 12 months ago I was just working out this the study. Then I converted the garage. So we we we moved into the garage. Somebody joined us and it was sort. Of you know. The role was going to be for Sammy was going to be remote and and but then it was sort of. Looking forward to the House and we were, so we were working out the garage. Well, this isn’t very nice for somebody that you know has come on board to be working in, in our house. So, so you know, this unit came up and it was one cheap and two just gave us a good start to get into into something where we could bring customers in, you know, to do demonstrations. To talk to people. But yeah, now that was sort of the start that this unit now has given us the, the, the practicality now to one people could park outside which was a big bug there for me, but also the fact that we can do live demonstrations, we can, yeah, we’ve got all the kit laid out now we can probably go through all of our. Bits and pieces that we either sell or promote. And so yeah, it it’s incredible. And I pinch myself every time I come through that door, but it’s. Great, it’s good.

Kirsty van den Bulk
And I love that you talk about having live demonstrations, but you’ve also embraced video, so you could do video demonstrations as well.

Mark Wall
Listen, we’ve we’ve gone from, you know. Well, we’re sitting in a hotel room doing a a a podcast or what? What? You know, a live stream, whatever. You know, 12 months ago or however long it was. To now and and then and and obviously we’re, you know, global pandemic and everything else. So we’ve all engaged with video. You know and and we’ve adjusted now you know what I’ve gone from, you know that to to sort of, you know that. Well, Lydia’s come on board. We’re now doing PR bit we we were up at pironi’s on when was it Tuesday just to. Start video content and proper in-depth video content, but making it real, making it so that the customer can not only see me promoting the product, but also promoting it in a way that people understand and I hope go. Actually I could use that or that would help. This and and there’s no, there’s no other way to do that other than one you go door knocking and see people and you’ll arrange meetings or get people in here and say this is what we think is good and you know, here’s the. Here’s the way to to view it. So whether it’s through socials mainly, most people know TikTok, TikTok know. LinkedIn has been my go to you know, we’re doing TikTok. Still don’t get it still, you know, play, but but through LinkedIn. Yeah, it really works for us. And you know, quick two-minute video and I and I advise everybody just just pick up the camera just talking to it and it may be good it may be bad but. Somebody hopefully will take something from it. And that’s why we’ve done it.

Kirsty van den Bulk
Yeah, talking about that and and just talking about video as a platform cause this is what I obviously look at and specialise. TikTok is, so I’ve had a client that monetise the Tik. T.O.K channel in. At if accept properly TikTok channel super quickly and what they were doing was unboxing how to videos. But it was a niche. It was very, very much a collectible. It was very much what would appeal to quite a broad audience, and sometimes people launch on TikTok or onto YouTube and they think that they’re gonna be an overnight success. And it actually it takes time. Video takes a long, long time. Now there are lots of people who come and come to use it on monetize your channel. If you pay me **. And you know, I I get these people. And I also think that good luck. And then if that’s the route you want to go, absolutely. But your video should be about what you do and that’s what I love about your videos because you feel you, you absolutely focus and what you were just saying on the benefit, you’re not focusing on the features. It’s because features are, you know, as I think what Cooper said, the the handle on a cup is a a, a feature, but it’s not a benefit because if you tip it and it’s got hot water and it’s gonna burn it. So I love that you’re doing that and I can’t wait to see this video that comes out from for I can’t. Even speak this morning.

Mark Wall
Yeah, I’d agree. And and and I’m, I’m going to say sorry cause you when we when when you came up to the office however long it was how it was when we’re going through some of that about you know video and you said at the time you know you should be doing in boxing videos you should be what. Right. And I tried it. And do you know what we we did a silly video which I thought, you know, I thought this is gonna take us to the next level. We did a silly video with with with Dan at Loxl doing his keypad and and showing the benefits of that and it was just off the phone off the cough we just did it and it it was probably our 3rd or 4th. Video 70,000 views. Yeah, ping, ping, ping all. All everybody, like getting engaging in it. Some silly comments, some not so silly. But but it was just like, wow, this is amazing. But then the algorithm goes actually, no, because you haven’t posted for a while that that was your quick hit. And then you have to sort of start again, but you, you know, you’ve got people like Jake at Dean. Yes. I mean, he’s just immense. I mean, he’s he the video content he does for TikTok. He just speaks that everybody wants to watch him because he’s got that thing about it. But you’ve got to find. Your niche. With any social media and that’s as simple as it is. And I I think all I hope and this is the ability to sort of say right, OK, that that’s a I’m gonna do a Roy that’s a good pen you know. Don’t, don’t why do. I need it and and. How would it benefit your company? And that’s exactly what I you know, I always try to do with our videos, whatever it is.

Kirsty van den Bulk
And and that is the key because it’s this is what’s what people think they they’re looking and chasing that overnight success. They think that the more likes they get, the more comments they get actually the more successful they’ll be. But that actually isn’t true. What happens is it’s the people who are watching, the people who are observing, who see the video. I need that they’re the one who who will pick up the phone. They’ll, they’ll. They’re the people who will then talk to you and you. You don’t even know they’re watching because they’ve never liked. They’ve never commented. They’re just part of that impression. Sort of an illicit that you know you don’t know who they are and that is the power. And it’s really it’s it’s really interesting because I’ve been tracking video now for what, three years and I’ve really got to understand where the power is. So it is about repetition. It is about keeping repeating, but it is about adding value and it’s not about showing off.

Mark Wall
No, but and and I and I say this 100% agree. But yeah when when somebody you know if somebody doesn’t like your video or or comment on your video. But they’re still, if you look at your impressions and say, OK, I’ve had three million views on that, that post and I’ve had two like. We we we’re getting now, Natalie yeah has joined us in the last. Seems like an alternative cause he’s he’s such a great impression but she’s joined us and sort of started to to get involved with with LinkedIn she now goes out she comments she likes and and gets involved with an industry that she probably wasn’t involved with. 4:00 but she understands it. The more I comment, they see my content. The more I like. They see my content. And now she’s, you know, she’ll she’ll go. She’ll drop me a message over the weekend and just say, well, you know, do you know a video I did or yeah. Image. I did 2 weeks ago. I’ve just had somebody send me a message. It’s a Saturday. What do I do? With it. Just respond. You know, just just get involved with that person or get do do a like, go do a share or or whatever it might be. But you don’t. You never know. And that one view of that video will be the one view that you know you’ve added value to that one person, and they’ll come back. I’m sure, yeah.

Kirsty van den Bulk
Can I get you to just promote mine? Cause that was just perfect. So so one of the things I really want to ask, Nick, is I’m intrigued by what’s been the biggest learning that you have taken because it’s it’s been such a such a short turn around, you know, and seeing you fly is just amazing. But what’s been the biggest learning?

Mark Wall
Do you know what, in simple terms, I can’t do it all and you know and and and you know, as I say, Dan, you know a couple of those multi cell they they all joined and I was thinking right, that’s it, I’ve sorted you know I’ve got a. Couple of customers and then I realised actually I’m not like I’ve got. These people have got these, these people that wanna get on board with it, but I can’t actually go out and then do the job that we, you know, we want to do for people. So you know something on we’ve got a marketing team on, we’ve got a PR team just so that it takes the focus from me. That unfortunately I have to do the accounts. Unfortunately I have to do the, you know the organise the, the, the, the marketing, organise the the the. Yeah. And I’ve had to do that from the. Very start. You know the socials. You know you you get confident enough with that and that runs. But you know, I’ve learned so much about business. I’ve I I have so much respect about people that run businesses. Whether it’s a a person on their own or a, you know, a multi £1,000,000 company, I’m sure like I do, the MD is still awake at 2:00 in the morning thing to myself, you know, did I do that? Did I put the did I feed the dog? Did I? Whatever. But you know. I’ve I’ve I’ve. Fed fed the animal that makes it work. The way that the business should be working. And then I wake up in the morning. Like, can we come again? You know? And you know, so it’s that for me has really been a steep learning curve. And like I say, my hat goes off to anybody that that’s starting the journey, you know Matt Moran, he’s just gone on his own now. It’s amazing to watch him, you know, and he’s he’s only a few months in. But he gets it. He gets a, you know, he gets he. And I’ve usually seen his his work for work ethic is Monday to Thursday. Friday. He has it off as a daddy and and his Sunday. And that’s, you know, admirable, but you can’t switch off, unfortunately. You got to be on it. And another learning is that your family will suffer just because you’re giving it 100 and. 3,000,000%, but yeah, so it’s it’s. Yeah, that’s what I’d take from it in the long.

Kirsty van den Bulk
Really, really good advice cause I had to really think about it cause when I first launched the first year I kind of started and then as I found my feet, I started to grow my confidence and I started to understand and then the clients started coming. So I launched in the pandemic. So it was a kind of a bit of a backwards. And also I wasn’t going into a. Set that people knew me for. You know, here I was suddenly coming out of the security market where I’d been running channels to suddenly going. I’m gonna talk about sales and marketing, and I’m gonna talk about video content, and I’m gonna talk about confidence on camera and public speaking and everyone went. Why would you do that? Because it wasn’t like I went around the security market telling everybody that I used to be an actor. It was kind of like if they asked, I told them I didn’t really go on and and and talk about the TV or the theatre that I’d done and the training. So when I came out. It was quite, quite a big steep, you know. And I spent a long time getting the message out that I niched too. Much that was the one thing I definitely did was I moved too much and then I had to open it up. But you are right, it’s you can’t do it all. And so I outsourced things. I’ve got freelancers that now do some of the work for me and you, I, I share them with my clients and I keep their head of strategy. That’s my job. But I make sure that everybody is. Working the KVD DVK VDB way, I do like doing that because that just makes me giggle cause of Billy Conley cause. He hates that so. I don’t know why. I had to do that. So have a good moment and I know, I know, because you’ve been very open about it, where you struggled with your mental health at. Times have there been? Have there been points where the Black Dog has come back in?

Mark Wall
Of course it it it’s fair. It’s, you know. It it it’s, it’s on that shoulder all of the time and and you know, not only am I running the business fighting the business, not fighting the business. But you know what’s there? But I’m also trying to push that thing away from, you know, the head or whatever it is. Tablets have been a godsend. You know, when I’ve I’ve sort of learned to to sort of quite a few times and I and I was with. Oh God, we did a the day with Pinnacle yesterday and and one of the guys I was with. Yeah. Then I sort of said it you. Know it gets that that sort of stage of you know, I don’t know where I’m going with this now, but it just it is one of those where you have to analyse. What you eating? But you know who? Who? Who? You surround yourself with. If that, you know if there’s, if there’s somebody that isn’t giving you the value that you want within the business within your social life, then there’s no point giving them as part of your network. You know, and and and and I’ll. I’ll be perfectly honest with you, you know, social, if somebody doesn’t appeal to me on. Socials. It’s blocked. Because I don’t need that negativity because I’m. I’m fighting this battle. And that’s quite deep, wasn’t it? But it it.

Kirsty van den Bulk
Yeah, sorry I didn’t do quite well about you. I it it is. Really. What? What I was getting to was is really important because social media can have a really bad negative effect. And and there are some people that I used to hang out with that before I launched the business. I thought they were really, really good friends and. And and I absolutely adored them, I really did. But then they started getting negative or nipping away. And it’s been a it’s been a real learning curve, you know, just surrounding myself with positive. Have not. They’re not always positive, but people who understand where I’m coming from. So my network is, and I wrote about this in a blog recently about how my network has changed. So I’ve got the school runs, I’ve got the school pet, it’s called Dad, and then I’ve got a new network of business owners who get me and yet some of the social things that I used to do. Prior to launching the business, you know, I I don’t have the time to do that now. So I don’t do it and that’s not a reflection on anyone else. It’s just the reflection of I’m running a business. I’ve got a young child and I’m trying to fit everything in amongst the school run or whatever I’m trying to do. And I just didn’t have time. Now it’s difficult.

Mark Wall
It it is and and and you know your your your real friends will be there for you, you know and your real friends will know. When, when that thing is on your shoulder and and you’re not yourself, you know, other people will just be pointing finger. You know, why are you so angry? Why you? Why are you? You know not why you being like that. Why did you say that? Some people you sometimes you just don’t know that you’re saying those sort of things but. You you know, some people are fighting a a battle that other people and and and it’s all about caring for people. It really is, you know and and and I’m a big believer that you know you have to talk you have to be open and honest with people so that they know and I’ve done a few posts recently about you know these are the tablets. That keep me going. This is a. Because some some of the messages that I get I I feel like I’m getting it up. It it it, it’s unreal. It’s it’s so dark and horrible place and and I and apologies anybody watching. But I I would say you know please understand what people are going through in their lives that that you know you may think they’re. Being a, you know a not very nice person. Well, actually the fight in the battle and and, you know, perhaps just that one comment of how you doing, do you fancy a beer, a coffee or do you know, let’s go for a walk. We’ll make all the difference and yeah, that’s that’s yeah.

Kirsty van den Bulk
Caroline, Caroline O’Connor talked about that actually, she’s a widow. She was on the Wise Way and she talked, discussed and. And I’ve been this woman. I’m I’m never ever gonna hide away from it. You know, leaving my first wife wasn’t easy and. I was that woman in Tesco’s where you’re trying to pack the bag and suddenly everything is too much and you’re standing there and you’re screaming for absolutely no reason and you can feel that person inside yourself. You’re looking at yourself going. Why am I doing this? But you can’t stop yourself because the emotion has come to the top and actually you. Just can’t cope. Anymore. And when I see that person now. I go up to them and I. I gently say can. Help. Yeah. And and it it sounds really silly but can I help? Could make all the difference because we’ve if you’ve been there and I’ve certainly been there, if you’ve been there, it’s, you know it’s not easy. I remember the doctor walking to the doctor when when I was trying to get out of the marriage and and the doctor saying you need antidepressants and I went. I don’t need antidepressants. I’m not depressed. You were. You are clinically depressed now. I was very lucky because the person I am, I I walked out at that point. I was quite young and I thought before I go on tablets, I generally want to work out what is wrong with my life. And I worked out what was wrong with my life and I got out the marriage with some help. And then I started rebuilding my life and I didn’t go on the tablet. That it doesn’t mean that I’m OK now because I take HRT and I know that the HRT keeps me nice and level because my hormones, like every other woman going through the menopause, is horrid.

Mark Wall
Just go. No, I won’t comment.

Kirsty van den Bulk
You can’t let me. Oh, it’s important comment.

Mark Wall
No, no it it. It is. Yeah. And and. Yeah, it it. It is scary that you, you know, we’re all going through this, but we don’t know that we’re going through this and we think that we’re OK, but we’re not OK. But you know, yeah it it’s a it’s a bloody strange world, isn’t it, you know? And I’m not religious by any means but if if God was. So you know, that’s a phrase. If God was a God that you know, sort of looked everybody and everybody was to get on, then yeah, we’ve got things like cancer. Why have we got depression? Why have we got this? But the day-to-day life of now, it’s the way it goes, isn’t it? And you know, it’s it’s it’s, it’s part of everybody’s life these days that somebody’s fighting. You know, somebody’s not having a good day or something, but yeah, it’s it’s a difficult or or different world to when we were a kid and there wasn’t things like. You know, vegans or allergic to nuts or anything else. So don’t get me started on that. Side but. It it’s just, you know. Yeah, when you’re when you’re young, there’s no problems. You’re just when when you get back for your dinner. Well, when it goes dark or it’s 5:30, that’s dinner time. When you got back, you know. And there wasn’t a big scary. Or that there that, you know would would cause any damage to your children or anything else. And and. And yeah, it’s a.

Kirsty van den Bulk
Yeah, we won’t have that one cause I I do think it’s reported now very differently to what it was in our child because we’re similar age and you know the use of mobile phones, the immediate data, the immediate information, I think that has an impact. And I think it also has an impact on our mental health because you turn to the news. And it can be, yeah, look at the news yesterday. It wasn’t great. And you’re just sitting there. You’re getting that fed to you all the. Time and it’s constant and there’s there’s no was in my childhood. You watch news round and then you got that 7:00 news and you went to. Bed, you know.

Mark Wall
I I have completely stopped, but you know, this sounds really, really stupid and it and it, and it does sound stupid, but I don’t actually care. Do you know what I don’t watch the news anymore? You know, even if it comes on the radio, I’ll turn it off because I just can’t be bothered. With what’s going on, I can’t be bothered that with all that stress of, you know, in what’s happening in the the, the world and the way that the media is going these days, you know, it sounds too if I wanna find out anything out, I’ll just go on TikTok cause somebody will be talking about. It on there. Somebody. Somebody. Will be, you know, you know, going through something then you just think to yourself. Wow is that’s what’s going on. I’m glad I don’t watch the news, you know. So, yeah, leave it at that.

Kirsty van den Bulk
So I just want want to finish off with one you get to throw a question at me, which I always worry about. But secondly, I’d like to just talk about your daughter because she is amazing.

Mark Wall
I hope she’s not listening cause it’s. Yeah, but yeah, that she is and. Yeah, it it it is it. God, you did it. You did it, sorry. Yeah. Honestly, yeah, we’ve just done this 500 mile challenge for crisis. And I I it it was the same with the running during lockdown. You know, I said to her. Ohh, Madine please. Not again. And and two, you know, what are we gonna get out of this? You know who? Who’s it for? Works for crisis. She always does things for the homeless. And and then it was like 500 miles. And I’m like, OK. Well, I’m a cyclist. She does a bit of cycling, albeit slowly. I said it. Money. It’s gonna take you about two to two to three weeks cause it was during school term or just finishing school. I’m trying to do the business. So of course, and it’s 10 miles you’ve done today 20 miles. You did yesterday and it mounted to the mountain. But so now what? There wasn’t a minute of the day that she won, wasn’t talking about it. I wasn’t trying to promote it or whatever. Go going back to it. Yeah, she she is. I I don’t know where, where or how she’s come from these you know, but she she’s I’m surprised that she’s actually mine but she she’s yeah. Something else and she makes me proud every every single day so as as. You probably know. As I talk about it all the time. But yeah anyway.

Kirsty van den Bulk
Any day.

Mark Wall
I hope she’s not watching so.

Kirsty van den Bulk
So hey, miss just said yes to the crusher. Maddie. She is a star. There you go. And we all. And that’s one thing. I don’t think you realise. We all love Maddie. We love her enthusiasm. We love the fact that she’s always finding a new cause and doing something good. And for such a young person. So. Come my side. I’m gonna go. Well done, Maddie. Well done, Mark, for being her. Dad. So now you get to turn the tables and ask me a question.

Mark Wall
OK. Yeah. Yeah, I I I I. I wrote one down, but you know we’ve not really talked about the industry or anything else. And that was the that was the thing for me was just like, yeah, what do we talk about? But it was, you know, as people will know, you, you, you go through these things and you you put some questions down and everything else. My question was, how do you think the industry has changed since you left and started, you know, sort of doing what you’re doing now? Because now you’re an outsider, as it were. You know. So, yeah, so, so that would be my question to you based on the fact of, you know.

Kirsty van den Bulk
No, I think that’s a that’s actually a really good question cause I do stand on the sidelines, although I do help people within the security market and I think what I’m starting to see. And and you it’s it’s understanding that we’re breaking down some of the barriers and people now are understanding and partly why I invite people on from the security market onto the podcast because. Is people don’t necessarily understand the word security industry. They see it as security and that means lock, stock and closed. But there’s so many aspects to the security market and so I think it’s about getting out of in industry jargon and and talk and getting out to the wider masses. But I mean that’s how business works. Anyway, So what I’m saying is and embracing, I think, particularly by by some vendors to make their products more accessible, to communicate more about the benefits and what it does and how it can protect or keep you safe or how it can be used in a way to monitor, you know and. And so I think it’s. About evolving. Whereas before it’s quite, you know, this is what we do and we’re very much stand alone, I’m seeing that breaking down about is what I love very much is the security market is usually at the forefront of things and. So when things are happening at Congress, are happening at at government level, the security market are responding and dealing with it probably. For any other sector, and now they’re starting to talk about it. And share it. So yeah, seeing those more human interest stories coming through, seeing people more aware of what it can, can you know those those breaking down of barriers, I think is what I’m really enjoying rather than seeing a list of specs. You know, when you go to market, there’s a list of specs, which means absolutely nothing to the decision maker. So I think that breaking down of barriers to talking about the benefits and actually what a product does and can do and how it will really change things is what I’m starting to see coming through and I’m really I for one AM loving. So people knowing what the security market does rather than just, there’s a door person over there as we had earlier on last week or that’s a camera I don’t really know what it does, but like a camera. Ohh, someone’s talking through a camera that’s exciting, you know, I know people are turning off body cams now that that was the latest thing in the news, but understanding what the product does, I think it’s really lovely. Start seeing. Does that make sense?

Mark Wall
I. Ohh. Definitely yeah. Yeah, I I yeah I would. And the the that networking do thing we were yesterday with Pinnacle, it is it. It’s nice to see and it’s like what what I hope that we do you know we we try and bring everybody together you know everybody you know if it’s our battery seller if it’s our SIM card but it’s the industry working I think the industry working together. To make it better pinnacle, I’ve got this great bit of software that you know we can link the fire alarm. We can link the CCTV, we can link the, you know, the fridges and everything together and provide it in one platform. So the user. Gets the full benefit of, you know, as you say, you know, I can put a on there. You know, I can put a camera up and look at an event afterwards. But you know what good is that? We we can we, I I love the way that the industry’s going. I love the fact of AI now is the way you know everything’s being pushed but having it all worked together now rather than. As you say. That’s the intruder alarm. That’s the CCTV? Yeah, it’s it’s a good. Yeah. I’m. I’m, I’m. I’m glad we’re in the times we’re in.

Kirsty van den Bulk
I’m I’m hoping to see more of this in to drop a bit. Oh, look at me. Big word this morning. Interoperability and and and the usability. And I’m hoping that we’re gonna see more. Because what? What? I’m starting to see in the security industry is is a they’re show. They’re it’s almost like you’re you’re opening up the the the heart and showing what you really do and the humanity. And that’s what I really enjoy about what I’m seeing above.

Mark Wall
Yeah, drop the mic. Let’s let let’s finish there.

Kirsty van den Bulk
Thank you so much for joining me this morning. I’ve so I I love talking to you. You know that and let’s. Grab a coffee.

Mark Wall
Likewise, and thank you for getting. Us back.

Kirsty van den Bulk
No problem.