Episode Transcript
WEBVTT
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My philosophy has always been go out
there and get as much fantastic coverage you
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possibly can. You were listening to
bb revenue acceleration, a podcast dedicated helping
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software executives stay on the cutting edge
of sales and marketing in their industry.
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Let's get into the show. Hi, welcome to be to be a Rivan
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your acceleration. My name is rilianutier
and I am here today with even Iskenzy
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from Misken Zypr. How are you
today, even, I'm really good.
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Thanks right. How are you doing? Very, very well, so even
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you. Today we will be talking
about measuring success in a technology PR campaign.
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To a pick that that you and
I have at the opportunity to discuss
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quite a few times, is a
between us, always clients. But before
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we go into details, can you
please show with us a little bit more
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about what is Canzi does and a
summary of of your services the type of
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clients that yourself that would be very
useful. Okay. Well, we skn
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zypre been in business for twenty three
years come this September. So, for
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our sins, we do nothing but
cyber security pr been doing that literally over
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two decades and we have now over
thirty clients or cyber security companies, and
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we built many of them from when
they were little companies, maybe nine years
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ago. But companies like imperver and
our unknown quantity and now is one of
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the world's biggest it tes security companies. We have many companies like that.
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So we often will work with a
with a company to build them into a
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worldwide, globally branded company that's that's
world renowned, and then we'll take them,
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we hope, through an IPO,
or they'll be acquired. And so
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very often most of our clients get
acquired for a lot of money, so,
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you know, from maybe a billion
dollars, and we've been doing that
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now. So we probably got about
fifteen companies that we've actually had go through
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an acquisition, often by a an
IBM or an HP or a Cisco.
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That's very, very much what what
we take. We take these companies are
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often quite quite unknown, and build
them to big, big companies. But
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but saying that, lots and lots
of silicon vator based companies will come to
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US or Israeli's will come to us, Israeli comport will come to US and
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want to they've already done well in
the US so you know, they may
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already be have maybe a maybe ten
or twenty million pound turnover and now they
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want to start to make a presence
into the UK. So they'll use US
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as their agency to build them in
the UK and then very often they'll then
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take us what they'll want us to
work with them in France and then Germany.
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So we've got offices in France and
Germany, a big office here,
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are h q's in London, and
then very often we will then work for
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them in the US, which is
amazing. They fire their PR agencies in
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the US because they kind of go, why the hell have you got us
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so much coverage in the UK and
our agency in the US is things so
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badly? So we end up doing
the PR for everybody out in in the
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US. So we now got six
or seven clients in the US, which
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is a great, great fun.
Okay, well, that's that's definitely a
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lot of fixed byents and and a
lot of very, very exciting clients.
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Success story that you just share with
a first as very useful as you mentioned
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before. You know, obviously a
skincy she brought technology vendors with our PR
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strategy and and as a p organization
your role is to put them in the
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headline. So I guess what one
of the question it would be very interesting
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for us to discusses. How do
your line success or written on investment we
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pur or? In other words,
and probably a same block question, how
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can you measure your clients success or, your clients Roy from the PR activities
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that you you put together for them? So you must always remember that here
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is actually placed. It earned.
You earn Pr, you earn press coverage.
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So you have to get it on
its merit. Remember, advertising is
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all about paying for it. So
you pay for adverts and it's out there
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and then you can often measure very, very closely. You know you just
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paid a million pounds and you can
see how it leads to come to your
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website and the result of that PR
is actually kind of coming up with intelligent
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ideas to kind of get your clients
into the press. Really smart out the
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box, brillianttle ideas are going to
kind of get people to want to read
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about it and see you earned that. When you actually look at returned return
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on investment, it's slightly harder to
measure. However, we're using now more
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and more and tools like hub spot
with our clients to measure it so you
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can actually see all the touch points
where people are coming into your website and
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where they've come from. So if
you use something like a up spot,
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which were now encouraging our classic customers
to use and we using ourselves, you
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can actually very closely measure the return
on investment. But you can actually measure
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success with pr now by actually seeing
how many presser cuttings you have each month,
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which is obviously very important. You
can see you know if you're getting.
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If you didn't have P are had
another PO agency before and they were
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only getting five bits of coverage,
but now you're getting ten to fifteen.
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And we usually tell our clients will
get them about fifteen pieces of really good
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tier one press coverage, and that's
this week alonely be in the Daily Mail,
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the Daily Telegraph, we've been New
Statesman, the economists got into newyork
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type. So you know we get
our clients into those first class publications,
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always in their SE magazine, win
so security magazine. So the idea is
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to try and get your clients much
coverage, good quality coverage. Depositi count.
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That's very measurable because at the end
of the month you kind of go
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for how much PEPs? You know, what did you actually get for us?
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And we kind of go, well, this is what we got for
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you. And then the other thing
you can do is is actually share a
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voice against your competitors, which is
something that we now measure very closely.
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We use a lot of best to
breed tools to actually measure how well we're
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doing for our clients against all their
competitors. So you you know, there
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was a client that we working with
and they were number five. They had
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all, you know, another five
competitors above them and I think over about
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six months which we move them right
up to the first place by getting them
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in the press as much pross a
good story. That's the second thing.
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Increased Seo, if you can actually
show that you know you're bringing links and
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there's coverage and you can get this
link to actually bring in each since they
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we get a nice piece of coverage
and in Se magazine, but an se
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magazine have a nice link back to
operatics, for example, and that's going
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to see to seo the whole time. You know, you almost succeed now
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on SEO. You know, if
you do a search you, we all
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know you want to be up there. You want to be the first person
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that when you do a link on
side best cyber secuity peer agencies, you
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hope that we're going to be number
one up there. So that's terribly,
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terribly important. Seo and and actually
social media footprint, making sure that your
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social media footprints is wide. See, you've got to be able to make
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sure that you increasing your followers on
twitter, facebook and Linkedin. All of
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those are very, very measurable now
and obviously sales leads. It's you want
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to get sales leaves. That's what
we're all in this business for, right
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you more than anybody else really,
and so that's what our job is,
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you know. And we can turn
around to our clients very often. For
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example, one of our huge clients, they got on the BBC few months
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back and just from the coverage alone, from being on the BBC, big
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huge water orthority, and said to
them that's it. We want to use
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you without even going to tender.
We your rights. Yes, this is
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this is a direct correlation and from
a PR action to to a selves ragus
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results, which is fantastic. Yeah, and they said that page for that
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P off the next five years.
So if you even better so you don't
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even need a job anymore really,
and we can just for you. Just
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took great pr right. It's terrible. So something that you mentioned is is
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really interesting. So, in come
of increasing the ranking, so dose tools
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that you are using a like sucking
information from your competitor. So you least
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your competitors, and these tools will
scroll the net to look at the different
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publication at have been available from your
competitors. And do they compare them on
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just a quantitative basis? I your
competitors have published an articles this week in
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search and search publication. Is there
also a qualitative aspect behind it, income
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of the quality of the rich,
the audience that was approached? Because,
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I believe you know from what you
do, there is the very specific press
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as well, as you mentioned BBC, you mentioned the daily manage, you
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mentioned the economies to do some more
like, I would not call them broadcast,
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but much wider audience type of press. So it be good if you
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can just give us a little bit
more background around that and how it works,
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because that's that's I find it very, very interesting. Okay, that's
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and that's a really difficult thing for
us to have to Tuck hugely time consuming
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thing. In fact, we spend
most of fro all our accounts executives spend
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most of Friday doing exactly what.
You just asked that question. How the
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Hell do you analyze the coverage that
your can thing and versus your competitors?
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And you know, what could actually
happen is you could be working against the
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public quota company and they've just gone
and put something out over the wire and
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got themselves a huge amount of coverage
because it was is about. They have
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to go and get that because they've
just announced that they've just bought another company.
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Now that hasn't isn't actually it isn't
fair in a way because now suddenly
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this week that company is just bought
another and they've got a hundred and fifty
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pieces of coverage and all the financial
press. So those analytics will suddenly show
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they've got share of voice because they've
just done a huge public announcement about something.
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And you've been working really hard to
try and get some results of the
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survey out there that you may have
done, Rsa. Or you know you've
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just done a really fantastic study with
a ponom on institutor and analyst powers like
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forester and actually that's very frustrating.
But you get sort of blown out by
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all of this excess noise, which
doesn't so so sometimes share a voice gets
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skewed unfairly and you then have to
literally, we all have to spend a
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huge amount of time trying to work
it out and to try and kind of
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go listen, client. That wasn't
actually anything they did. They just sent
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something over the news wires and therefore
so we actually spend a lot of our
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time trying to analyze the coverages out
there to present it fairly and so and
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often be actualal tier to tier three
coverage and some of the other rubbish.
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You often in the states they used
to send out information and then it goes
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out all over the place, but
it's never very good stuff. It's on
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it. It's kind of on a
google so like an algorithm, it's just
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sent all over the place and it
looks good. So a lot of the
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USPO agencies, you Sur why,
to do that, but they're not actually
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getting proper hits and not getting well
written, well respects, you know,
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kind of respectful information out there,
and that's what you have to look up
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for. To that answer your question. The answer a question I actually lead
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me to another one, because we've
got we've got a similar problem. Yeah,
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that operatics. Where we are focus
is very much on the quality of
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US use the quantity and, as
you mentioned, you know, we've got
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a guess competitors out there were really
pushing on the volumes, the numbers and
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how many people did teach? Are
many call they make or email this and
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etc. Etc. Which, at
you know, of the days is absolutely
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all fantastic. The volume is great, but the quality is important. So
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that's kind of reading me to a
question. Is Pr Focus, based on
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the discussion we have today. But
from your perspective even do you think a
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good piece in a specialized press or
specialized in a special especially channel would be
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better than a broadcast piece? Is
there? Is there our best way?
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Is the is the very specific,
very targeted better than the broadcast? Or
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does it depends on actually the message
that you want to put out there?
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That's such a good question really,
and you are really quite a quite a
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themed on it. And that is
such a question. And I tell you
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what. What we tend to do. My philosophy has always been go out
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there and get as much fantastic coverage
you possibly can and I don't mean tear
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to I mean fantastic coverage. So
I was all. I came from a
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consumer back guy, worked from news
international on the big newspapers like The Times,
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The Sunday Times and the sun and
stuff like that. My philosophy always
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was go to the top, get
the best coverage you possibly can in the
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best broadcast. So you start up
there, it'll all filter down. You
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get in the DBC or Reuters or
Press Association, all right, from amazing
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story. It'll go to the most
people and your job is done. That's
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what I believe, however. So
we always do that. So our philosophy
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here at agenstr's okay, don't deal
with with the whole all the holy ploy
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if you like, all the math
press. Just go to the Creme de
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la Creme, best press there is. And I would say to my clients
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when I sit with him in a
meeting, closing eyes and adjust jeep,
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dream of the tent top publications you
want to be in and we will try
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and realize your dream. So they
always come as they want to be in
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a financial time to certainly here in
the UK, if it may be in
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the states, maybe new you know
the New York Times or something like that,
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and I can fine, let's try
and work out and we've been on
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the Financial Times the last three months
three up in the last four months.
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Three times. We've got the front
page of the FT this here once and
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lasty ons from page of the FT, which is an amazing right and amazing.
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We try and do that for our
clients as often because so we get
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them into the Creme de la cremes. However, we always make sure we
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get them into the trade press as
well because, okay, they kind of
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the Geeky guys are going to read
them. are going to want to read
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the Geeky press. I're going to
want to read that, the kind of
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se magazines infersecurities. And so you
want to get into the techy press because
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that means you're going to get to
petical audience, but also you want to
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get into the vertical press, and
the vertical press means your clients may be
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wanting to be in in they'll say
to us, okay, we want to
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be in a fight, we want
to be we want to reach the financial
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press. We with the financial market, you know, we want to reach
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the bankers, we want to meet
reach the insurance we want to reach transport,
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we want to reach retail or we
want to reach the manufacturing so then
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our next job is to try and
get them into the manufacturing press or the
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retail press or whatever it may be. So you have to look right across
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almost if you see it like a
kind of an orange, you'd want to
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just do lots of tick off all
the segments. So, in answer to
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your question, I think you want
to do both a Reali and that's,
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I think, is to achieve.
Okay, it's I think, may take.
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Always is about the empty balance of
of totching. I think the I
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guess, the trophy article in there
in a big, big big magazine or
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big big news paper or big TV
show, as well as all the specifies
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that will then get, as you
mentioned them the Geeki. I'm not sure
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any of them listen to that post. Guests would love that, but there
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you go. I mean, you
know some of the out there needs to
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look at at things from a technical
perspective. So you guys at this Kn
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Z of a focus and lots of
fixed biens, nail being it security company,
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be to be software securities organization,
and so do we end? My
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point is that we realize that most
of this organization first of all compete with
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more and more other identities. So
there is more and more competition in the
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security market. We often hear from
prospects and users, for channel partners or
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even from vendors themselves, that message
can be diluted. Everybody goes after the
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same very proposition. Recently lots of
people who went after GDPA, and then
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there is some other stu that comming
exce for EXC so everybody can of solve
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the same wave. And that's leading
me to a question which is in such
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a crowded market, which is the
at security market, what kind of subject
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from your perspective, are how can
you make a subject really newsworthy? How
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to wake up this worthy? Well, you have to use your imagination,
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you have to think out the box, you have to be creative, you
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have to brain storm smart, clever
ideas and you have to rise above all
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the noise. You have to be
different, you have to look different,
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you have to you have to really
understand what it is that's going to make
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that particular company stand out from the
crowd. So you have to really get
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in, get stuck in, talk
to the people, not just the marketing
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people, not to the sales people, but talk to people are Cole face,
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the real techy guys that are developing
the products, that talking to the
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customers. And I really understand what
makes that company pick because so often we've
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spoken to, you know, our
marketing directors or we've spoken to the sales
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guy or whoever it may be,
and we've not really kind of got the
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essence, the real core of what's
going on. When you actually get into
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the company, actually make make an
effort to go and talk from the guys
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on the floor. They are the
ones that actually have got great ideas,
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because some of them can write brilliantly, you know, worth using to get
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blogs written, stuff like that,
but they're actually out there producing the product
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and they're out there talking to people. They're the ones that come up with
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a best some of the best stories
I've ever done. I came up with
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a story once I sat down and
the bonehead of product sat in the meeting.
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So the fell the two owners of
the company with their and marketing guy
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was there and this peggy guy walks
in and he's a really Nice Guy Actually,
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and I won't give you the name, but I should. Actually could
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be such cool guy booth. I've
I've kept touch with him and we were
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talking about how could be possibly at
the company out there and get lots of
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coverage for them. Had He kind
of goes I'm sure that people are phobic
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about having their phone with them.
I'd love to do some sort of survey
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just to find out whether people,
how long people could last without their phone
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and whether, if they don't have
the phone, whether they become really kind
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of nervous. And we did the
survey and we came up with this word
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Nomophobia, no, mobile phone phobia. And it became such a massive story.
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It got the front page of every
newspaper all around, even the front
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page of the India of time,
The Times of India, New York Times,
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front page to B La Times.
It became global, right, and
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it all came from this pecky guy
that I would never have kind of I
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would have looked at him when maw
looks a bit boring, a bit gray.
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He ended up being unbelievably brilliant.
Yeah, the dictionary number for you.
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We did. Actually, we did
want a big SERIO. I I've
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been serious, or really we did. We got it into the urban dictionary.
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So we got the word no more
phobia into the urban dictionary. We
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got into the dictionary. So you
go and funny enough we're now working with
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the hacker one, one of other
clients to see whether we can actually legitimize
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and get get the word hacker legitimized
and and just change the whole bad pression
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that the word hacker has. And
that's our next day is to get that
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changed in the Cambish dictionaries. So
we do go out do these kind of
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win wonderful crazy ideas that do.
But I'm just saying you have to go
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out there and think about how can
we possibly turn this company that's actually quite
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bland. When I walked around our
say with you what three weeks ago,
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reliant, resently cleos. Yes,
it was it. Did we ever find
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how many companies stood out from the
crowd? And they all just look the
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same than they all just do threat
intelligence? I mean, didn't everybody look
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like they were doing the same thing? How the hell do you make yourself
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stand out from the crowd? And
when I walked around all those stands,
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the messaging on all their stands sort
of looked exactly the same. You do
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have to think out of the crowd. And out of the box and really
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talk to everybody within the company possibly
can can talk to just to see how
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you can make them interesting, and
obviously we use a whole lot of tools
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to do that. So very often
to get companies coverage will do rapid responses,
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thank God. In our industry,
which is cybersecurity, people are breach,
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having breaches left right in the center
and, as always, destroy as
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a new malware there's a new threat
of stay once, but so rapid responses
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in our business is everything, thank
God, or not in selling air bags,
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because I constantly breaking story about her
bag. It's really spectually I mean,
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and I like the the answer to
the question because it's it's about bringing
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a little bit of originality, being
different, thinking about things that looking at
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the problem or looking at looking at
it outside, from outside the box,
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and and really using your experience and
engaging with people and discussing with them to
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find great ideas and then putting them
into practice. I have one final question
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for you, and it's really around. I would like you to let's say
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I'm a startup and we put ourselves
in the shoes off a CMO or CEO
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in in a startup organizations I'm a
B to be software start up and I
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think we don't need to just focus
on security here, which you know,
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that's what would be from your perspective. The the three things that an organization
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should look at when they are looking
at hiring or making a decision in hiring
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a PR company? I'm going to
I think I'm going to. I don't
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think it can be three, but
I will tell you what I think you
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should look for when you're looking for
a good porage to see. You need
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to come in and need to talk
to the man. If you can't come
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and talk to them, you need
to have a skype call or something like
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that, because often not climbs in
the US because it's all about chemistry.
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It's you know, we will buy
from people. Don't make people buy from
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people. But that's why people love
you, really because you just so handsome
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and Fappy, listened and entertaining and
fun to be with you. That's not
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on the yeah, on this podcast. That's pretty hard to do, though,
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but cam chemistry is absolutely everything and
I have to tell you, when
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you like somebody, you will go
that extra mile for them. You will
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go and fight their corner. You've
got to trust them. Yeah, I
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mean chemistry and actually fighting that quite
everything. And I you know, it
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slight employing people, isn't it?
I've been trying to employ people in the
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last few days and it's I'm really
bad at I'm add a tive. You
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know, you look at somebody walks
through the door, they could be great
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on the phone. As you see
them watch through the door, they look
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like bag of potatoes. Anybody want
to employ them? Do you really?
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So you've got to be able to
coind like them and kind of having a
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pedigree in that space. You know, if you're looking for you know you're
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saying maybe not in the space,
but if you're looking for cyber secuity PR
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agency, you want to know that
actually a cybersecurity they know how to sell
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cyber security companies right. You know, they've got to be able to have
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that experience and you don't want to
go to kind of like a big I
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don't think these agencies that say they
do everything are the agency want to go
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for. Very often people come to
us and go I went to a big
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agency and they had all the the
moving companies and they doesn't let they just
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forgot about us because they were all
they were looking after his huge big names
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and they did this and that and
any kind of go on and they forgot
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all about us and it's like no, I know you want someone's going to
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look after you and really care for
you and work with you. And they've
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got to be good at storytelling.
They've got to be creative, they've got
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to be able to think out the
box and in our industry you've got to
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be able to turn Geek speak into
every day speak, because if you don't
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get it then you're not gonna be
able to try that story. All I'm
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doing, and all our staff are
doing a selling stories. You've got to
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be able to have a nose for
a good story and be able to sell
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it. And the other thing I
think is so important really, when you're
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looking for pure agency, if evidence
of the results they've achieved. Go into
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the pure agency and say to them, I want to see the list of
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companies that you work for. I
want to know the results you're getting for
348
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them. I want to know what
you've got from the last month and I
349
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want to know what you've got from
them three months ago. I'll know what
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you've got six months and I want
to know how long you've retained your clients
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for we retain our clients from minimum
of seven years, and I want to
352
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because if they if they're flipping them
every eighteen months or then you do wear
353
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in it and absolutely no agree with
you. And then I'm just going to
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say the other things you need to
know is do they have the geographic reach?
355
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Can they work for you globally,
because to manage lots of agencies does
356
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your head and you want to have
an agency that can look after you globally.
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That's terribly important and I think more
and more but sending up very for
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us is that stories break at seven
o'clock or nine o'clock on a Sart on
359
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a Saturday night. We've had that
over the weekend recently. You've got to
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make sure. You've got to ask
your candidly. Would you be able to
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look after us? Would you be
there? And I had some crisis communications
362
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one of my clients, some terrible
team with a bank overseas the other day
363
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and it looked like their product was
involved, and you know they are.
364
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So are ALD that's the American team
and us to be on a call within
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ten minutes. We were on that
call. We had we came up with
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the statement and we could do Christ
for communication. Is Your Agency available?
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Can't? Can I help you out? And the other nice thing. And
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have they got awards? We've just
won the Queen's Award for enterprise for outstanding
369
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work over seed Dulations. Thank you
really in I have to make sure you
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come and celebrate with US infersecurity,
but will you know show you ever put
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so and I have contact. You
know, contacts. Is Everything all about
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contact. Can I get a call, your call and speak to the FT?
373
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That's all most important thing as well. I really like what you said
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even hear because it's really alone with
our mission statements. When we when we
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engage with clients, we really believe
that working as an extension, which is
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really the essence of what you mentioned, is being there for them. You
377
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want to be part of that.
You just don't want to be that suppliers
378
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that does nine to five, Monday
to Friday, when one of our clients
379
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receive a call from their investor,
their CEO and they have a question to
380
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one. So we need to be
there for them, you know, we
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need to be we need to be
on calls, we need to be available.
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So working as an extension of our
clients team. I think it's critical.
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And then the experience, the experience
of we've been there, we've done
384
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it, so you can get them
and I think that's particularly essential when you're
385
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working with early stage companies, and
I know that's you guys are doing a
386
00:24:10.019 --> 00:24:15.940
lot of great stuff with early stage
organization as well as much larger corporate organizations.
387
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But it's about guiding, it's about
leading with with examples or best practices
388
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or experience of what children in the
past for I really like what you gave
389
00:24:22.940 --> 00:24:26.049
me as a nonside. Now,
obviously we were running a little bit out
390
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of time. I could probably carry
on that conversation for another two three hours,
391
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but I e. cosimately time for
us to close. It tough,
392
00:24:34.930 --> 00:24:38.079
and what I would like to make
sure is if, if some of our
393
00:24:38.119 --> 00:24:42.039
audience would like to get in touch
with you even what's the best way to
394
00:24:42.160 --> 00:24:48.039
get in touch with you guys and
and potentially carry on that conversation on a
395
00:24:48.119 --> 00:24:51.359
one to one basis with yourself for
someone from your team? Well, just
396
00:24:51.759 --> 00:24:56.230
they can email me or nail.
That's my well, von s CANZYPRCOM.
397
00:24:56.589 --> 00:25:00.950
They go to the skenzy website,
which is a SCANDYCOM and a full phone
398
00:25:00.990 --> 00:25:03.029
us. You know, I think
I'll run telephone umbers on the website.
399
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So very easy really. Yes,
I believe that you you'Reso your so I
400
00:25:07.819 --> 00:25:12.339
don't sify one on Linkedin and other
social media. And just to be clear,
401
00:25:12.539 --> 00:25:18.339
the D S Canzy name is Esk
and Z I. and the reason
402
00:25:18.339 --> 00:25:21.450
why I'm saying that if you because
I used to, I used to miss
403
00:25:21.450 --> 00:25:25.009
spell your name with a why at
the end and another I got sort of
404
00:25:25.089 --> 00:25:29.130
quite a few times. So it's
definitely an eye ID end. It took
405
00:25:29.289 --> 00:25:30.650
a lot time for you to wear
that one out really, but with fantast
406
00:25:30.730 --> 00:25:34.569
I did in the end. Thank
thank you really interest spelling it what I
407
00:25:34.609 --> 00:25:38.519
was wonderful even. I mean they've
been fantastic conversation from my perspective. I
408
00:25:38.720 --> 00:25:42.359
really appreciate your time and insight today. So, yes, thank you very
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