WEBVTT

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[music]

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In today's episode, consulting,

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services, and technology to connect AI to

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your business operations. [music]

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Hello and welcome to the XMACNA podcast.

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I'm Gustavo Fechus. Today,

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I'm happy to talk here with

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Rodrigo Simões and Lucca Carvalho. Lucca

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who is joining us remotely from another

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time zone, in fact. Thank you,

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Lucca, for having the courage and patience to

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join us here. Lucca,

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one thing I'd like to discuss with you

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here for us to talk about is

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the fact that today we notice in our

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conversations with many companies that there

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is already some awareness regarding

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the fact that artificial intelligence

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is already the present and will continue to be

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the future of business, right? Those who don't ride

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this wave of revolution, which is already

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happening, will certainly suffer from

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the obsolescence of their own business. This

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I don't think is

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catastrophic; on the contrary, it's just

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the perception of what we see every day

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and deal with, and experience here,

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as we help companies in so many

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different areas of AI implementation.

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So, I'd like to bring your

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Yeah, join us, Lucca, because

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we've been working with this goal in mind,

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right, where to start. Well, start here

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with us, because we know

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where to begin and can help you on different

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fronts of work. So, in the

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event that you get this question

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Lucca, where to start with AI,

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assuming someone is already

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convinced about it, what would your

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advice be, please?

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Gustavo, thank you for the invitation. It's a

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pleasure to be here with you. Well, look, the

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answer from our COP, right, it's

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interesting, start here with us,

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but it's easy to understand because

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many times people come

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saying, 'Oh, I need to use AI'

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in my company, I need to use AI in my

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processes. And then they get in

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touch with someone who sells

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artificial intelligence, who works

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in this field and says, and they ask,

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'What should I do with artificial

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intelligence?' expecting to hear a

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quick answer, a magic prompt, a

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tool, when in reality we are

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talking about a discipline that is completely

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cross-cutting, that touches all,

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touches every area of the company. So, the

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The answer comes back with a question.

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Tell me your problem and your

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context so I can tell you where you

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should start. So start here with us,

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start with XMACNA because we have

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the expertise to tell you what your

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first challenge to tackle is, and also

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the team to build a

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custom solution for you, if that's

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the best path. And

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also software to provide for

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you, if that's also part of your

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journey. But sometimes your journey doesn't even

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involve that, but is about starting to use

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the tools and becoming fluent with the

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process. And we can also

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help by pointing you in the right direction. At the very least,

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we have content for you

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to get started. We have lots of content

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on our website. Feel free, check it out,

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enjoy it, talk to us, send

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topics here for the podcast. Rest assured

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that in some way we’ll

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help you start talking to artificial

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intelligence.

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Cool. We’ve even already recorded

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sales journeys with AI, right? So our

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content is, in fact, very

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diverse in relation to this

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training as well. Rodrigo, it’s common for us

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Let's talk here in the context of XMACNA, where we

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have level one, two, and three products, which is

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a bit of the tangibility of what

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Lucca has been bringing to us about where

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to start. We often begin

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with this dimension of our own

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consulting, understanding what is your

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pain, your problem, your process, and

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from there, outlining solutions that we

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develop and deliver. But I

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wanted to ask you to share with

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us how today we have a product

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for a common pain point that is related to

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the sales funnel, right? XMACNA's

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sales area has been taking shape over the

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years of work precisely

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by addressing a common, cross-industry pain point

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for many businesses. So, in short, someone

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who already starts out with problems in

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customer service, right? What solutions can you

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share with us?

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Very well, Gustavo. That's an

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excellent question, because it allows me

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to talk about XMACNA, but also to talk

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about the sales funnel in general,

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right? Nowadays, it is very common for

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sales to happen here by phone or

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via WhatsApp. And what is a solution

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can also be a source of problems, because

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WhatsApp is an excellent

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communication tool, but it's not

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a management tool for

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customer service, right? Recently, I

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was talking—I was talking last week

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with a client, and she brought up

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exactly these problems. She said, 'Look, I

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handle 50, 60 people per day on

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WhatsApp, and one of the problems I have

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is I'm losing clients because so many

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people come in that there comes a point in the day when I

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don’t even know, you know, what each person's need

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is anymore. So XMACNA Sales,

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actually, is a set of

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tools for the whole sales funnel. So we

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start by automating the top of the funnel,

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the first contact. So we have

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a digital employee who handles

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your client's first interaction,

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whether it’s for qualifying or whatever

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your goal might be. Service is

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24/7 and follows your brand's tone of voice

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and your brand's guidelines.

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It’s truly an employee, right? But

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it’s a digital employee. Let me

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just clarify that this is nothing like a

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traditional chatbot experience,

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for example, a chatbot interaction.

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Right? It’s a conversation

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so human that if we don’t tell the

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person there’s an AI behind it, guiding

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During this interaction, the person never realizes it.

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They won't notice it.

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Exactly, Gustavo. That's exactly it,

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right? Even though we also don't seek to

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mislead the client at any time. The

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goal isn't that; it's simply

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to offer the best service possible.

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And the best service possible is good

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human support. Just like a good

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human attendant, especially and even

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more so if you want to always have it

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ready on demand, it's very hard or almost

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impossible. So, you emulate that

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through artificial intelligence, which

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is what we are able to do today, right?

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Once I've managed to deliver a good

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first response, that I managed to

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guarantee promptness in this service

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as well, this service can then

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turn into an opportunity. This

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opportunity needs to be handled in

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some way. So you

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will manage this

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service within the management portal

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for conversations. There, you can then

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track, extract metrics,

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escalate, right? There are a range of

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features so you can not only

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provide good service via WhatsApp, but also manage

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all the people you interact with.

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You make contact and provide service through

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WhatsApp. And then, this service,

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through the management dashboard,

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for conversations, we can

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even manage it, turning it

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effectively into an opportunity. You

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can handle it within the CRM, right? We

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also offer a CRM, which is a

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management and administration system

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for clients, for

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commercial opportunities, in this case. And

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I’d say one of the main differentiators

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of this CRM is that it is connected to all

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this support structure that is

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automated. So, Gustavo, there is, it’s

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almost like an anecdote. Salespeople are

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lazy with CRMs, right? Salespeople are

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lazy about taking notes, right? I’ve had

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countless situations involving this kind

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of behavior. With the

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initial service, via

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digital employee and the management panel

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for conversations, we can extract

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all this input and already place it in the CRM

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so the opportunity, it is, right,

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auto-filled, and with that, you have

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a sales funnel. XMACNA's

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sales lets you have a sales funnel that is

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much healthier, much

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more efficient and, as a result,

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A sales funnel that converts more. By

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what I understood, in summary, we have

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a digital employee, a portal of

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conversations, and a CRM, as products of

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level one, for example, right? For us to

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once again return to this definition, which help

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to move a sales funnel forward. Now,

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Lucca, I would also like once again your

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insight in the following sense. A

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sales funnel starts when someone comes

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there to talk with the digital employee, right, with the

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digital employee. But before that, however,

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there is the internet, there is the world of

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SEO, Google, certain rankings,

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certain digital positioning that

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companies need to achieve on the

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internet. This is already an established

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industry that, through

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paid ads, paid media, social

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media, in short, someone goes there to buy or

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show interest in your service or

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product. Lucca, this leads me

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to bring you into the conversation to talk about a

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historic window of opportunity that has

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come up at this moment, and about which

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I'd like to hear your input,

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because AEO or AO, however you prefer to call it,

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has to do with new search engines that

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AIs now have to be able to rank

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you and your brand and not your

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A competitor, right? I mean, the whole

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SEO industry, which was how

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Google read the internet and ranked you

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or not, is currently undergoing

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a very important change. Not that

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it will stop existing, but

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we definitely have new ways

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to appear in the huge ocean that

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is the internet. Tell me a bit

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about that, Lucca. And, at the same time,

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how we here at XMACNA are

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also positioned to support you

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who is following us in this new moment,

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okay? Let me start by explaining

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how we get to AEO and

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in this big opportunity,

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you know, historic, as Gustavo said,

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zooming out, understanding how

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this machine is part of it, right?

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I think this zoom out

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is part of understanding. It starts from

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the premise that, once again,

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artificial intelligence is something that will

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touch every area of your company. It's

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absolutely transversal. And

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XMACNA was born from

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a group of companies, actually,

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there are already several sister companies

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that already work with artificial

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intelligence for a long time. And these

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Companies were revolutionized by

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artificial intelligence and sometimes even

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enabled, and new ones emerged, like

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was the case with XMACNA. [snoring]

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This automation goes through all

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areas of the company, as I said. And the

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initial concept was, let's say, if Hermes

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if the sales machine

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automates, then we have the business here.

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So that was the genesis of XMACNA.

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Well, artificial intelligence just kept

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getting more important. It stopped being

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a niche, became standard, stopped

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being a well-kept secret

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to become what drives the market the most

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from stock markets around the world. Yeah, and

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it started to deeply change the

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consumer behavior. We are

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talking about the technology that

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grew the most, that grew the fastest in

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the history of humanity. So, even more

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quickly than television, than radio,

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than cell phones, than the internet. Much

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much faster. We're talking about, like, one,

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two years, and we already have billions of

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users per month. Yeah, and billions and

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billions in revenue per month, the

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companies becoming trillion-dollar companies and

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the entire American stock market

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moving because of this

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a big train called intelligence

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artificial. Anyway, this changed

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deeply the behavior of the

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consumer. The consumer stopped

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searching for terms, like they used to on

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Google, and started searching for

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answers, because now technology

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allows this. So now they search, instead

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of just saying burger, they say what's the

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best vegan burger in this area of

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São Paulo? And they expect the machine

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to have enough flexibility, the ability

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to handle things to be able to answer

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that. They ask this question on ChatGPT,

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on Perplexity, on the cloud, but they

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also do it even on Google. Today,

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Google prefers to serve an

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answer generated by artificial

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intelligence, made by Ginário. So

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who will answer you, who will

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answer your client when they

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ask about your market, will

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be an artificial intelligence.

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[clearing throat]

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But here's the thing, processing AI is

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much more expensive than search

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used to be, when you searched for a

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word. And [snoring] then you have to

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understand contextually. And then the user

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expects speed, right? So you can't

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search for the burger joint or search for the store

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for furniture or search where they will invest

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my money. Anyway, all products,

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all markets need this. You can't

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just search for this and expect that it says

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like: "Alright, I'll search on Google

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completely now and I'll read each one of the

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pages." Each page has 1,000

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words. I'll read everything and come back

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to the client. First, this becomes

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prohibitively expensive. Second, it becomes

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prohibitively slow. What does AI

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do? So, it pre-reads everything and already says

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to everyone, Google already told

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everyone, I'm going to read the internet, folks.

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Google did this, you see, folks? It does

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this all the time. It publishes the rules on how

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it will search the internet so that

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people can adapt.

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not long ago he

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[clearing throat] launched

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a Bible saying: "Guys, everything has changed."

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Now the rules, if you want

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to show up, if you want to appear in

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a search made by AI, and many AIs

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also use Google as their search engine,

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and Bing isn't far behind,

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anyway, if you want to show up in the engine

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for AI, here are the rules, go to your

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website, you have some homework to

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Do it, things change, they get updated,

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you'll have to go to your website and

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revamp your content so that it

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can be suitable for this context. Yes,

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and now it's enforced for everyone.

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If you want to show up, or

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better yet, if you don't want to be

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invisible, that's what we're talking

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about, about becoming invisible,

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you have to do the homework that

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Google gave everyone, to adapt

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your website. Why did I give those

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examples? Because we are [laughs]

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doing this for our companies. We

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are doing this for companies,

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for our partners, for our

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clients, because it's something everyone

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has to do. This is part of the XMACNA

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sales machine because it's your

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company's showcase. So, the sales XMACNA has

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the salesperson, the CRM, it can have an ERP,

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it can have a chat portal, anyway,

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there are a number of other tools there

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too, but there's also a showcase. And,

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your website is your showcase. So, we

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are taking care of your showcase and

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making sure it's clean and that

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when a pedestrian is walking by

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in front of your store, they will

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actually be able to look and see what's there.

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inside your store and not see a construction barrier

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black. You say: "Wow, there's nothing

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there."

394
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>> Great, Lucca, thank you. I think it was

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very clear. It's an answer that

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makes us take a step back, but for a

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very important understanding of a

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historic moment. Can you imagine, Lucca, and

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Rodrigo, a brand that has done its

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SEO homework over many

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years of work, it's ranked there

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organically on the first page. Cool,

403
00:15:59.680 --> 00:16:01.319
right? Very good. But today, at this

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00:16:01.319 --> 00:16:03.240
moment, someone who has never done

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00:16:03.240 --> 00:16:05.440
that can also be on the first

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page, precisely because the answers

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from the search engines themselves

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Google are already operating with a new logic.

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And that's what XMACNA is currently

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also advising on, including from the

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perspective of the storefront revolution, right,

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Lucca? So, if someone also

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needs and wants a new website,

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right, not just from a technical point of view

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but also from a copywriting

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and aesthetic perspective, and, anyway, the best

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performance, it's with us that

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we

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>> you should talk.

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>> How is that, Lucca?

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>> Beard, hair, and mustache, as they say.

422
00:16:42.839 --> 00:16:45.759
>> Beard, hair, and mustache. It's a full makeover,

423
00:16:45.759 --> 00:16:47.839
right? A full makeover. And, we,

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when we talk about the sales machine,

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00:16:49.240 --> 00:16:51.120
we like an end-to-end solution,

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00:16:51.120 --> 00:16:54.199
end-to-end, so our

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00:16:54.199 --> 00:16:55.680
service is also end-to-end,

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because we understand there's a lot

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of value in this unity as opposed to

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a patchwork. Great, Rodrigo,

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00:17:03.480 --> 00:17:05.760
thank you for your participation. Lucca there

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from Luxembourg, thank you also for your

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00:17:08.120 --> 00:17:11.240
presence with us. Good evening to

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00:17:11.240 --> 00:17:13.720
you, Luk. Good afternoon to you, Rodrigo.

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A hug to everyone and to you who

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00:17:15.240 --> 00:17:17.439
stayed with us until now. Also help us

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00:17:17.439 --> 00:17:19.880
share this content with anyone else who

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00:17:19.880 --> 00:17:22.319
might be interested in it. A hug and

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00:17:22.319 --> 00:17:25.640
see you next time.

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00:17:26.702 --> 00:17:27.000
>> [music]