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Today\u2019s guest, Lance Anderson of\nLance-AR, got tired of seeing so many XR providers only help clients\nachieve their stated ROI goals, then leaving them to their own\ndevices to scale. Lance helps those companies today, by understanding\nthe need to marry emerging tech with legacy systems, so disruptive\ntech doesn\u2019t seem so disruptive.\n\n\n\n\n\n\n\nAlan: Coming up on the XR for\nBusiness Podcast, today we\u2019re speaking with Lance Anderson, founder\nand CEO of Lance-AR, a consulting and services company for enterprise\nAR space, focused on helping organizations scale deployment. We\u2019ll be\nlearning about the challenges and learnings from his experience. All\nthat and more on the XR for Business Podcast. Lance, welcome to the\nshow.\n\n\n\nLance: Hey, great, thanks for\nhaving me on.\n\n\n\nAlan: My absolute pleasure. It\u2019s\nvery exciting to meet somebody as passionate as you are about\nbringing augmented reality to the enterprise. But before we start,\nexplain how you got here and what is it you do for customers?\n\n\n\nLance: Sure. So I\u2019m coming from\n\u2014 let\u2019s just round it down, let\u2019s call it 15 years \u2014 in the\nenterprise space selling software and services and automation, things\nlike that. Ended up at Vuzix in 2015 and had a great run with those\nguys. Late 2018 I left Vuzix and started Lance-AR, because I was just\nfrustrated. Frustrated with the lack of companies deploying augmented\nreality at scale. Everybody talks about the dizzying ROIs that are\nout there to get, and all the wonderful things and advantages that\nthis technology brings. Yet no one was deploying at scale and I had\nthis unique position at Vuzix \u2014 because there are so few hardware\nproviders \u2014 that we were able to see thousands of pilots and POCs,\nin all different regions and different use cases. And we just saw so\nmany of those either fail, sputter, or just kind of evaporate. So I\nwanted to take all that knowledge and bring it to the enterprise\nspace and see if we could turn some things around. That\u2019s why\nLance-AR came about. And really what we do now is we connect\nenterprise users, AR hardware manufacturers and AR software\nproviders, the problem solvers. We connect them all in an agnostic\nway, and try to make sure that these folks are set up in the right\nway for success, that they have a strategy for achieving success and\nthen for taking success and moving it into what I would call scale\ndeployment. So success could be a five unit pilot, but I don\u2019t\nconsider it success until it\u2019s 500 units or a 1,000 units rolling to\nthe company. So that\u2019s in essence, what we do.\n\n\n\nAlan: That\u2019s amazing. My first\nthought when you were talking about the challenges and pitfalls of\ngetting caught in what they call \u201cpilot purgatory\u201d would be\nif you had to kind of focus on the five main things or six main\nthings, what are those main challenges that make it so difficult to\ngo from pilot to scale?\n\n\n\nLance: Everybody\u2019s at fault,\nfrankly. So I\u2019ve done a lot of sales and marketing in my day. The\nmarketers in our industry are at fault. Promising future worlds today\nthat just aren\u2019t quite possible. There\u2019s fault in the hardware\nmanufacturers. \n\n\n\n\nAlan: We\u2019ve got to call out\nMicrosoft on making videos that people will go, \u201cWe want that!\u201d\n\n\n\nLance: It was Microsoft, SAP did\none in 2014.\n\n\n\nAlan: Everybody\u2019s been making\nthese beautifully Hollywood produced videos on \u201cLook at what you\ncan do with AR!\u201d And then they put the glasses on and are like,\n\u201cWell, why is the view cut off?\u201d They\u2019re like, \u201cOh,\nyeah. Well, about that\u2026\u201d\n\n\n\nLance: Not really. Not really.\nWell, almost. U