Episode Transcript
WEBVTT
1
00:00:02.560 --> 00:00:07.549
You were listening to be tob revenue
acceleration, a podcast dedicated to helping software
2
00:00:07.589 --> 00:00:11.789
executives stay on the cutting edge of
sales and marketing in their industry. Let's
3
00:00:11.789 --> 00:00:22.300
get into the show. Hi,
welcome to be to be a reven new
4
00:00:22.379 --> 00:00:26.339
acceleration. My name is already Amoutier, and I'm here today with Bruce Johnson
5
00:00:26.500 --> 00:00:29.940
from blue voyant. Are You doing
today? Press, wonderful rate. Thanks
6
00:00:29.940 --> 00:00:35.100
for having me. Good. So
today, Bruce, we wanted to invite
7
00:00:35.140 --> 00:00:39.609
you to discuss about the state of
the channel in North America, but that's
8
00:00:39.689 --> 00:00:43.770
a big topic, I would believe. But before we get started, it
9
00:00:44.130 --> 00:00:48.090
would be very, very useful if
you could give a shot introduction to yourself,
10
00:00:48.250 --> 00:00:51.359
as well as blue voyant, to
our listen us. Certainly right.
11
00:00:51.479 --> 00:00:55.679
So, blue boy is a next
generation cybersecurity provider, and what makes us
12
00:00:55.719 --> 00:01:00.520
different is we were built for the
industry by leaders who have seen this cyber
13
00:01:00.560 --> 00:01:06.230
security challenge from a different perspective,
leaders from Morgan Stanley, from Thomson Reuters,
14
00:01:06.790 --> 00:01:10.670
even from the intelligence community at the
NSA and FBI, Eighty two hundred
15
00:01:10.670 --> 00:01:14.349
unit and and GCHQ. And what
really makes us different is we were built
16
00:01:14.629 --> 00:01:18.980
on a threat intelligence platform that really
informs everything else that we do and it's
17
00:01:19.019 --> 00:01:23.700
an unrivaled in the world really,
but it's it's a leading platform for threat
18
00:01:23.739 --> 00:01:29.780
intelligence that allows us to deliver value
to our customers and really bring to the
19
00:01:29.859 --> 00:01:34.049
private sector and smaller organizations the level
of cyber security defense that has only been
20
00:01:34.090 --> 00:01:40.689
enjoyed by the very largest organization.
So Jim Rosenthal's our CEO and he,
21
00:01:41.049 --> 00:01:45.290
prior to starting blue voyant, was
the CEO at Morgan Stanley with a three
22
00:01:45.329 --> 00:01:49.920
hundred and fifty million dollar cyber security
budget, and his vision is to bring
23
00:01:49.159 --> 00:01:55.120
that type of cyber security defense to
smaller organizations who can't go out and get
24
00:01:55.159 --> 00:01:57.959
those same size types of resources.
So we've developed a company around threat intelligence,
25
00:01:59.120 --> 00:02:02.989
around man security services and around cyber
forensics and incident response that really brings
26
00:02:04.150 --> 00:02:08.870
that level of solution and cyber defense
to organizations around the world. Well,
27
00:02:08.909 --> 00:02:15.550
I must admit that the degree of
the fund those are the thinking heads that
28
00:02:15.710 --> 00:02:20.139
have been at the early stage or
at the creation of Blue Voyians, plus
29
00:02:20.259 --> 00:02:23.460
the team now, so all the
people that not only you'll see you,
30
00:02:23.580 --> 00:02:27.180
but also yourself person or the bad
girl that you are bringing to the table
31
00:02:27.860 --> 00:02:31.449
is definitely an impressive setup. Thank
you and we're excited about it. Good.
32
00:02:31.650 --> 00:02:36.330
Well, it seems that Luvillian says, the others say, is big
33
00:02:36.650 --> 00:02:39.569
backgrown and big back up from from
lots of interesting people. So very,
34
00:02:39.689 --> 00:02:45.719
very interesting technology company. From your
background, Bro said, an also from
35
00:02:45.840 --> 00:02:49.319
living and breathing the channel in North
America for as long as you've done,
36
00:02:49.360 --> 00:02:52.879
and I think one of the reason
the way we wanted to invite rees also
37
00:02:52.960 --> 00:02:55.840
because you leave both side of the
channel. So working from the vendors,
38
00:02:55.879 --> 00:03:00.550
what it's working for the actual channel, itscent it would be very useful if
39
00:03:00.590 --> 00:03:05.629
you could share with us or if
you could outline what's he's from your they'll
40
00:03:05.669 --> 00:03:10.830
spective jet your state of the channel
in North America and also the direction in
41
00:03:12.389 --> 00:03:15.379
which you see it going. Yeah, love to. As you said,
42
00:03:15.419 --> 00:03:22.300
I'd have been on all sides of
the channel work for companies like Samantec Ben
43
00:03:23.099 --> 00:03:25.099
on the vendor side, cynics,
as a distributor. I've been in the
44
00:03:25.180 --> 00:03:30.810
reseller space and it's obviously evolved over
those decades that I've been around. What
45
00:03:30.889 --> 00:03:38.129
I've seen really happened. It's really
incredible see how one sector of the business,
46
00:03:38.289 --> 00:03:43.000
the cybersecurity space can really drive an
entire channel because it's hard to be
47
00:03:43.759 --> 00:03:50.400
in the technology space anymore without offering
some level of information security, cybersecurity practice
48
00:03:50.439 --> 00:03:54.439
or or a consideration into that space. So what we're seeing is that is
49
00:03:54.560 --> 00:04:01.669
driving vars to who might traditionally be
in the storage space or infrastructure space or
50
00:04:01.710 --> 00:04:06.150
any other space. Just like cloud
has really kind of pulled partners into looking
51
00:04:06.189 --> 00:04:11.860
at things differently, cybersecurity is forcing
people to look at their businesses differently and
52
00:04:11.939 --> 00:04:16.019
it's also been a natural connection,
though, to another big movemental for the
53
00:04:16.019 --> 00:04:20.220
last couple of decades, which has
been moving away from the resale of a
54
00:04:20.300 --> 00:04:26.329
product to a recurring revenue model as
a business. So putting those two things
55
00:04:26.410 --> 00:04:32.009
together really has driven a lot of
development in the channel. It's driven channel
56
00:04:32.089 --> 00:04:38.879
partners to try to build tighter relationships
with their vendors in the offerings that they
57
00:04:38.920 --> 00:04:44.879
have, and it's also cause them
to look deeper into the opportunity of partnering
58
00:04:44.920 --> 00:04:49.160
with their distributors, who have access
to more technologies and can help them vet
59
00:04:49.319 --> 00:04:57.149
those technologies and then really put resources
together to go build practices. Some in
60
00:04:57.310 --> 00:05:00.990
some cases, many cases, the
distributors are actually augmenting a lot of what
61
00:05:00.149 --> 00:05:04.870
the the resellers or the service providers
are are doing with their own resources.
62
00:05:05.029 --> 00:05:10.379
So it's been there's a lot of
things moving along and I think the two
63
00:05:10.420 --> 00:05:15.500
biggest drivers are that that I see
are the need to wrap security into all
64
00:05:15.620 --> 00:05:21.009
aspects of the offering and this again, this idea of recurring revenue model that
65
00:05:21.050 --> 00:05:26.769
it does what everybody's been seeking and
now starting to see how they can deliver
66
00:05:26.930 --> 00:05:30.930
through cloud services and in manage services
on that promise. Okay, so do
67
00:05:31.009 --> 00:05:35.240
you feel that there is really an
apskating of the channel going on? So
68
00:05:35.399 --> 00:05:39.600
Chin, their thought now being any
to beat more tnique, quote on more
69
00:05:39.680 --> 00:05:44.720
on the bowl from a product of
what you position perspective, simply because the
70
00:05:45.120 --> 00:05:49.709
market is becoming a little bit more
complex and more congested. I absolutely do.
71
00:05:49.949 --> 00:05:56.949
I think that you're saying you're driving
to more specialization and and people are
72
00:05:57.189 --> 00:06:00.829
digging in and having to invest in
I think one of the big invest in
73
00:06:00.870 --> 00:06:02.709
those resources, and I think one
of the big reasons for that is the
74
00:06:03.110 --> 00:06:10.500
lack of resources and talent in the
general population to cover things like cyber security.
75
00:06:10.579 --> 00:06:14.939
There's a very large gap. I
mean by some some studies it's a
76
00:06:15.100 --> 00:06:20.250
million on fielded security jobs, and
so the bars and service providers are driving
77
00:06:20.610 --> 00:06:26.490
deeper and better, I guess,
solutions and expertise to be able to go
78
00:06:26.529 --> 00:06:30.610
out and provide those those services to
the client base where the clients are unable
79
00:06:30.649 --> 00:06:34.439
to fill those walls. Yeah,
I also think, from from from my
80
00:06:34.480 --> 00:06:39.600
own perspective and my own experience in
in also engaging with a channel, that
81
00:06:39.759 --> 00:06:45.759
I feel that there is a little
bit more thought process from distributors, from
82
00:06:45.959 --> 00:06:50.550
resellers, to try to get solutions
that will fit with its shows and almost
83
00:06:50.670 --> 00:06:57.069
coming to coming to market with their
own bundles of solution that that will I
84
00:06:57.149 --> 00:07:00.709
guess she bought them to do two
things. First one would probably be having
85
00:07:00.990 --> 00:07:05.180
a competitive advantage on the market,
because we know that it's extremely competitive and
86
00:07:05.540 --> 00:07:12.019
extremely changing from your reseller to acquire
a new market share or offer new for
87
00:07:12.180 --> 00:07:15.930
resellers to acquire new clients. So
it's about differentiators, but it's also about
88
00:07:15.970 --> 00:07:19.689
keeping their clients. What we tend
to see or what we tend to feel,
89
00:07:19.689 --> 00:07:23.129
I think it's more feeling and seeing
it, to be honest with you,
90
00:07:24.009 --> 00:07:29.569
is re seller, distributor putting more
thoughts in what they can offer to
91
00:07:29.610 --> 00:07:32.240
the market? To also keep their
clients for longer. There is always almost
92
00:07:32.240 --> 00:07:39.040
that sort of quest going on,
trying to identify new vendors or new solution
93
00:07:39.600 --> 00:07:44.350
or something that will food fit very
well with an offering it is already existing.
94
00:07:44.750 --> 00:07:46.629
So I guess what I'm trying to
explain yet that there is a there
95
00:07:46.709 --> 00:07:53.790
is a always that research for innovation, always that we are seeking something innovative
96
00:07:53.790 --> 00:07:57.310
that we can bring to the market
so we can impress our clients. And
97
00:07:57.389 --> 00:08:01.740
I think from my perspective, this
is a big shift when when we started,
98
00:08:01.860 --> 00:08:05.300
and my career in the B tob
software business is a little bit short
99
00:08:05.379 --> 00:08:09.540
on and yours, Bruce. So
so my experiences is it's not as great
100
00:08:09.540 --> 00:08:13.449
as yours, but I feel that
we kind of moving from a fulfillment role
101
00:08:13.889 --> 00:08:18.209
of the channel to a bit more
of a specialized role. So, and
102
00:08:18.290 --> 00:08:20.889
it seems that what you just mentioned
is is very much aligned with what I
103
00:08:20.930 --> 00:08:24.410
feel as well. Yes, I
mean we're seeing the same fact. See
104
00:08:24.490 --> 00:08:31.199
the same thing. Instead, it's
more difficult for service providers, value added
105
00:08:31.240 --> 00:08:35.759
resellers, anybody standing in that facing
the customer and the customers asking for a
106
00:08:35.879 --> 00:08:41.990
solution. It's differs, more difficult
for that partner to not pick sides and
107
00:08:41.110 --> 00:08:43.990
have done the research. So you're
right on it. From what I've seen,
108
00:08:45.269 --> 00:08:52.429
the role of fulfillment and agnostic position
to provide whatever the customer wants because
109
00:08:52.509 --> 00:08:56.659
of the vast number of options.
Now we've got more technology and every category
110
00:08:56.659 --> 00:09:01.460
upsurdly. You know, it's making
it. The customers are reading on those
111
00:09:01.500 --> 00:09:09.779
advisors, those trusted advisors. They're
asking them to is now become a value
112
00:09:09.940 --> 00:09:15.490
in the value added reseller formula.
One of those value ads is the decision
113
00:09:15.649 --> 00:09:20.730
support, the ability to put things
together and help the customers side. You
114
00:09:20.809 --> 00:09:24.399
need to go this way as opposed
to just being there with a line card
115
00:09:24.519 --> 00:09:30.080
of fifteen options in each category.
Do you feel that there is again coming
116
00:09:30.200 --> 00:09:33.000
back to the side that you've been
seeing bus site, of the of the
117
00:09:33.120 --> 00:09:37.200
channel being in the resellers, let's
distribute to a your self and running the
118
00:09:37.360 --> 00:09:41.629
teams, as well as being at
the Vendo on the vendor site. Do
119
00:09:41.750 --> 00:09:45.509
you think it's much challenging? No, for this tribute those because obviously we'll
120
00:09:45.509 --> 00:09:50.789
speaking about the scaling while speaking about
being specialist, and I would have thought
121
00:09:50.830 --> 00:09:54.700
that this is coming with investment.
You can just become a specialist by just
122
00:09:54.139 --> 00:09:58.659
sitting down and doing nothing. You
need to obscale your team, you need
123
00:09:58.700 --> 00:10:01.340
to train them, you need to
teach them, you need to have a
124
00:10:01.460 --> 00:10:03.460
better on the standing of the market, exet et Cetera. So that's when
125
00:10:03.539 --> 00:10:07.769
things that's the investment. But on
the other side, coming back to something
126
00:10:07.769 --> 00:10:11.970
that you mentioned early on, it's
a recurring revenue. Is that soft Towa
127
00:10:11.009 --> 00:10:18.090
as a service type of business,
almost moving to a manage service provider type
128
00:10:18.129 --> 00:10:22.080
of offering, which I would have
thought would bring less margin for the channel
129
00:10:22.080 --> 00:10:26.679
itself. So I kind of say
it does, from the conversation we are
130
00:10:26.679 --> 00:10:28.879
having right now, that there is
a requirement to have scale, there is
131
00:10:28.879 --> 00:10:33.559
a requirement for larger investment, but
that the other rends. There is always
132
00:10:33.600 --> 00:10:39.429
an issue of less revenue coming in
because you can service. You can't have
133
00:10:39.509 --> 00:10:41.509
a server or sitting at your on
your client side, you probably have less
134
00:10:41.509 --> 00:10:46.629
services that you can sell. So
does that do you think that's slightly change
135
00:10:46.710 --> 00:10:50.940
the business model or the way to
the channel is working? All those the
136
00:10:50.259 --> 00:10:56.259
upscaling versus on demand versus soft Toas
a service, from your perspective, effect
137
00:10:56.620 --> 00:11:01.980
the business model or or the way
the channel can your life? I think
138
00:11:01.019 --> 00:11:07.169
it does put a lot more pressure
on the distributor specifically, because the distributor
139
00:11:07.330 --> 00:11:13.490
has a larger spread of resources,
they're able to take on in specific areas
140
00:11:13.649 --> 00:11:18.210
and go make those investments and prepare
enable and help those bars build businesses and
141
00:11:18.330 --> 00:11:22.279
augment those businesses right because it's hard
for a for the alcoholma point of sale
142
00:11:22.320 --> 00:11:26.840
resell or the personality end endpoint with
the customer to go and invest all the
143
00:11:28.120 --> 00:11:31.120
it put all the people in place
on the bet, if you will,
144
00:11:31.399 --> 00:11:35.830
and yet and not also from a
workload perspective. So with the the flow
145
00:11:35.909 --> 00:11:39.470
of business, it's sometimes better for
the distributor to put those resources in place
146
00:11:39.590 --> 00:11:43.789
and then pull the resellers along with
them, and that's actually become a value
147
00:11:43.269 --> 00:11:48.100
add to the reseller to team up
with distributors who can help them even out
148
00:11:48.100 --> 00:11:54.059
that business and augment the services where
necessary. It's also it's a very good
149
00:11:54.100 --> 00:11:58.259
example of where sock service is specifically. Are a point where a lot of
150
00:11:58.419 --> 00:12:01.570
resellers and a lot of service providers
were out there saying, Hey, we'll
151
00:12:01.690 --> 00:12:07.649
do manage services, will do will
offer, you know, some infrastructure as
152
00:12:07.690 --> 00:12:09.570
a service, will do these things, and then they kind of evolved to
153
00:12:09.649 --> 00:12:13.009
hey, let's let's make that a
security as a service. But they found
154
00:12:13.049 --> 00:12:18.759
that building a sock is very expensive. So they're looking to providers like blue
155
00:12:18.799 --> 00:12:22.279
voyant to say, okay, you've
built your sock or your multiple socks and
156
00:12:22.360 --> 00:12:26.320
you've got those manned with all the
people that you need and all the analysts.
157
00:12:26.360 --> 00:12:28.559
So what we can do now is
go out and add a layer of
158
00:12:28.720 --> 00:12:33.549
service on top of that, put
our expertise into a particular industry or market
159
00:12:33.590 --> 00:12:39.750
segment and then leverage those sock services
of a blue voyant to ultimately build a
160
00:12:39.789 --> 00:12:43.539
profitable business where we haven't had to
do the outlet of funds. Yeah,
161
00:12:45.139 --> 00:12:46.740
I coun't put you. Agree with
you. I think it's a it's it's
162
00:12:46.740 --> 00:12:52.259
an interesting changing world for the CHARLITY
sell bus distribute out of the one the
163
00:12:52.340 --> 00:12:54.419
other two chill channel. Another thing
that's really interesting, and I guess I
164
00:12:54.700 --> 00:13:01.090
want to move the conversation to worlds
is is your global experience. You've been
165
00:13:01.690 --> 00:13:03.730
walking a lot in North America,
you've been working a lot in Europe,
166
00:13:03.730 --> 00:13:07.889
you've been working a lot in Apack. You've got you've got that very interesting
167
00:13:07.929 --> 00:13:13.559
global experience and my next question is
really around the differences or if you see
168
00:13:13.600 --> 00:13:22.639
any differences of any different level of
maturity between America's versus Europe versus a pack
169
00:13:22.679 --> 00:13:26.120
in term of channel in time of
you could be at the engagement level or
170
00:13:26.190 --> 00:13:30.590
the way they walk, may be
very interesting if you could comment from your
171
00:13:30.750 --> 00:13:35.509
perspective on the differences between regions.
Well, I'll give you my perspective,
172
00:13:35.549 --> 00:13:39.909
but it's purely from the seat of
a US based business going into new markets,
173
00:13:41.309 --> 00:13:46.460
and that's an important distinction because from
that perspective it's trying to get places
174
00:13:46.539 --> 00:13:52.299
that we can't necessarily cat in touch
with the same types of direct selling resources.
175
00:13:52.379 --> 00:13:56.210
So taking a business that is primarily
us, as we are today,
176
00:13:56.289 --> 00:14:00.289
for example what well Voy it is
is a global company, but most of
177
00:14:00.370 --> 00:14:03.009
our resources are in the in the
US. So our reach into Europe,
178
00:14:03.009 --> 00:14:09.529
for example, requires us to lean
on those channels differently than we would in
179
00:14:09.570 --> 00:14:11.720
the United States. When I was
at Semantech, we had a different play
180
00:14:13.039 --> 00:14:18.559
because we had an entire sales infrastructure
in and mea regions and things like that.
181
00:14:18.120 --> 00:14:22.039
But so I'll tell you that,
for example, from the large vendor
182
00:14:22.159 --> 00:14:28.549
perspective, we see the specifically in
the Europe areas, the role of the
183
00:14:28.590 --> 00:14:33.190
distributor is very different. There's a
much more of a value added position of
184
00:14:33.070 --> 00:14:37.350
place in the ecosystem. We've seen
the same thing evolved in the United States
185
00:14:37.509 --> 00:14:41.820
where the broad line, if you
will, distributors are taken on more of
186
00:14:41.860 --> 00:14:46.100
a value position and and that's happened
over the last you might say ten years,
187
00:14:46.139 --> 00:14:50.860
but certainly the last five, where
the traditional big, big broad line
188
00:14:52.139 --> 00:14:56.809
distributors are getting deeper into specifics and
deep specific areas and certainly adding a lot
189
00:14:56.889 --> 00:15:01.490
more resource around the solution selling and
things like that. So we're seeing a
190
00:15:01.889 --> 00:15:07.840
value added development in the United States
that's been there in Europe for quite some
191
00:15:07.960 --> 00:15:11.960
time. When we look at going
often to other regions, we see,
192
00:15:11.240 --> 00:15:15.799
you know, for example, an
a pack cultural differences are one of the
193
00:15:15.879 --> 00:15:20.639
biggest advantages that the channel brings us
to understand the culture and how to do
194
00:15:20.759 --> 00:15:26.470
business in those reasons, whether it's
Japan or Australia, wherever. So cultural,
195
00:15:26.710 --> 00:15:30.389
cultural things are very important and but
I would say in general, you
196
00:15:30.509 --> 00:15:35.299
know, it's a case where we
have to build a complex strategy around how
197
00:15:35.379 --> 00:15:39.460
we're going to leverage the channels in
each of those different regions. Absolutely,
198
00:15:39.779 --> 00:15:43.100
and I think you have confide here
right and starting with the statement that you
199
00:15:43.179 --> 00:15:48.299
loocate from a US company coming into
Europe. It's very valuable because we do
200
00:15:48.419 --> 00:15:52.889
it the other way. We sometimes
look at European clients or an Israeli client,
201
00:15:54.009 --> 00:15:58.129
for example. Is a turn of
historili started at a fantastic product and
202
00:15:58.250 --> 00:16:00.970
they want to scale in North America, and scaling in North America because of
203
00:16:02.049 --> 00:16:06.159
the the territory is so vast,
you need to you need to really have
204
00:16:06.279 --> 00:16:08.679
the granularity on the ground. If
you're scaling up in the UK, if
205
00:16:08.679 --> 00:16:11.399
you're s getting up in front,
if you're s getting up in even in
206
00:16:11.519 --> 00:16:15.600
Korea and Australia and things like that, at least you could find a local
207
00:16:17.120 --> 00:16:21.309
distributor or local partner. That Noda
market very well. You can do a
208
00:16:21.389 --> 00:16:23.909
bit of due diligents find a few. But when it comes to North America
209
00:16:23.990 --> 00:16:27.309
and going the other ways, got
his own challenges and I think this is
210
00:16:27.350 --> 00:16:32.899
some fiet. We would actually discussed
more details than other podcast but I will
211
00:16:33.019 --> 00:16:37.899
definitely pick your brain up on the
topic lateron. Another feel that I obviously
212
00:16:37.980 --> 00:16:41.980
the kind of my last question that
I've got for you is the improvement.
213
00:16:42.419 --> 00:16:48.809
So you again you have been working
for the channel. You are now in
214
00:16:48.889 --> 00:16:53.529
a vendor so you've got a vender
perspective which is increasing revenue sellings. You
215
00:16:53.649 --> 00:16:57.129
want the channel probably to do more
on the daily basis, Exetra, etc.
216
00:16:57.490 --> 00:17:03.080
But from your perspective, what's should
be, or what could be the
217
00:17:03.279 --> 00:17:07.880
improvement that we need to see in
the channel moving forward or in that think
218
00:17:07.880 --> 00:17:11.279
I see them moving from up.
I'd say the biggest thing is we need
219
00:17:11.359 --> 00:17:15.869
to we need to see a willingness
to build a tighter process and tighter engagement
220
00:17:15.910 --> 00:17:19.670
between vendor and partner. The willingness
and a lot of times that that means
221
00:17:19.829 --> 00:17:26.670
an investment which requires both sides to
choose fewer partners instead of trying to go
222
00:17:26.789 --> 00:17:30.140
out and do be all things to
all people. yesifically, the channel partner,
223
00:17:30.259 --> 00:17:34.660
the value added Reseller, the solution
provider. I really believe they need
224
00:17:34.700 --> 00:17:41.299
to pick fewer vendors and go deeper
into understanding those vendors and actually be willing
225
00:17:41.339 --> 00:17:45.130
to take sides in particular technical technology, technology arguments right and who? Yeah,
226
00:17:45.170 --> 00:17:48.009
it's which direction to go, so
that you can go deeper with the
227
00:17:48.089 --> 00:17:53.650
customer and provide more value together.
So the willingness to invest in that tighter
228
00:17:53.650 --> 00:17:59.000
engagement understanding of each other's businesses,
I think is critical and it's on both
229
00:17:59.079 --> 00:18:03.599
sides. The vendor has to pick
fewer partners and try to actually invest in
230
00:18:03.680 --> 00:18:07.559
the enablement in and go to market
with more strategic partners. That requires an
231
00:18:07.559 --> 00:18:14.269
investment of time and resources and and
delivery mechanisms and I think they also they
232
00:18:14.269 --> 00:18:17.950
also need to be willing to,
as I said, stand up for where
233
00:18:17.950 --> 00:18:21.230
they want to take their business,
a partner does, so that they can
234
00:18:21.230 --> 00:18:26.990
add value to the customer in their
overall strategy for around technology, so they
235
00:18:26.029 --> 00:18:30.619
can. Yes, you need to
add more and more value. I think
236
00:18:30.660 --> 00:18:33.460
those are the key things, but
that's that's very useful. Thank you very
237
00:18:33.500 --> 00:18:36.980
much for your insight on that,
Bruce. Last question I I've got for
238
00:18:37.099 --> 00:18:41.890
you is for the purpose of fologens
and for the purpose of all least and
239
00:18:41.970 --> 00:18:45.369
now, if anyone wants to get
in touch with you to discuss is all
240
00:18:45.369 --> 00:18:48.849
about Bluevoyan solution or just to have
a chat with you to carry on the
241
00:18:48.890 --> 00:18:52.529
conversation, as we just said there
on the channel, what is the best
242
00:18:52.609 --> 00:18:56.519
way to get old of Bruce Johnson? The best way to get hold of
243
00:18:56.599 --> 00:19:02.000
me is through Bruce Dott Johnson at
blue boy atcom and okay, it's my
244
00:19:02.079 --> 00:19:04.559
email address and I'd love to love
to chat with folks. What has been
245
00:19:04.599 --> 00:19:07.720
wonderful, Bruce. Thank you very
much for your time. I really appreciate
246
00:19:07.880 --> 00:19:11.269
or den say that you shod with
us today. So again, thank you
247
00:19:11.309 --> 00:19:15.150
very much. Thank you, Ray, my pleasure. operatics has redefined the
248
00:19:15.269 --> 00:19:22.710
meaning of revenue generation for technology companies
worldwide. While the traditional concepts of building
249
00:19:22.750 --> 00:19:27.299
and managing inside sales teams inhouse has
existed for many years, companies are struggling
250
00:19:27.339 --> 00:19:33.660
with a lack of focus, agility
and scale required in today's fast and complex
251
00:19:33.779 --> 00:19:40.329
world of enterprise technology sales. See
How operatics can help your company accelerate pipeline
252
00:19:40.369 --> 00:19:45.730
at operatics dotnet. You've been listening
to be tob revenue acceleration. To ensure
253
00:19:45.769 --> 00:19:49.329
that you never miss an episode,
subscribe to the show in your favorite podcast
254
00:19:49.410 --> 00:19:52.559
player. Thank you so much for
listening. Until next time,
