Episode Transcript
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You were listening to be tob revenue
acceleration, a podcast dedicated helping software executive
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stay on the cutting edge of sales
and marketing in their industry. Let's give
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into the show. Hi, you
welcome to be to be a rever a
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new acceleration. My name is already
in with you and I'm here today with
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David de Lenny. See You and
founder of ten bounds. Are You doing
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today, David? I am doing
great. I'm so excited to dive in
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with us and it's a big one
because today it's a quote, special quod
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spisher episode. It's out ten years
and eivers three episode. So you're very
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special guest. You know someone that
get very close to our art and and
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since we all said I'm racing out
ten years of annivers three eat operatics,
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we wanted to speak to someone who's
been involve fatherless ten years in the sense
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development business, to speak about what
happening of other as ten years basically.
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So can you beat but before we
get started, could you tell us a
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little bit more about yourself, David? I mean the people. I don't
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know. You must be living on
those stone, but you know, because
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you just tell us a little bit
more about you and and the company you
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represent, ten bounds. Yeah,
it's interesting, Ray, because when I
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initially met you, quick background,
I had been running in sales development programs
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at different tech companies here in Silicon
Valley and I was between things and I
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started consulting with just friends of mine
who needed help, you know, either
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hiring sales development reps or putting their
playbook together or writing scripts and just anything
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sales development related. It was kind
of my niche. And when we met
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initially I was working with one of
our clients and we were looking at different
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outsourced SDR companies that could help augment
and you came in and presented and it
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was super impressive. I can't remember
if we, you know, went forward.
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It wasn't my decision. It's not
my I just make recommendations, but
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very impressed with you and I've known
you since then. I think that was
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two thousand and seventeen, and so
you know, right now we've got there's
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two sides of ten bound. One
is those advisory services. So we still
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work directly with SDR teams in Silicon
Valley and their executives to help them,
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you know, improve the performance of
the program or start the program at they're
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at their companies, and then on
the other side we do media. So
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we run conferences and Webinars and digital
events to help support the sales development community.
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And another quick thing I wanted to
mention is we're going to be working
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with operatics. I don't know if
you know this, but they we're partnering
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up on some conferences this year.
So super excited about that. Now,
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well, what excites to bother?
I think, what one of the things
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that to be found about ten bodies
like you. You're ready putting to the
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sens development functional on a binistal all
and and we are so much behind you
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on that. You know, it's
kind of I remember the last podcasts that
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we've we've done together as probably a
couple of years ago now, maybe at
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least. So you, and I'll
forgo and you came up with that,
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with that concept of having cells development
at the bat right. Why are we
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not at the Bat right? And
and I remember that has been sticking with
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me since, and I've been mentioning
your name two lots of people about about
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that conversation. So so, yeah, it's been a it's been a pleasure
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since two thousand and seventeen, hating
you as as a contact and somewhere that
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can call to bounce some eydeas with. You know, always, always a
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great source of knowledge. So,
David, in the last ten years things
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have changed. I remember I started
at the bottom, like you know,
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like you like, you've done as
well. And for me when I started
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in two thousand and four, two
thousand and five is more and ten.
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You know, I be talking about
really relieving revealing a little bit my age
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here. Literally, we had nothing. We had seeball as a crm system
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and you had to open up like
your PC and put a CD around inside
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and just cannot get it on the
computer. We had with something like the
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equipment of the yellow pages, to
get like a book of contact Excel S,
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preatcheet that did look like rainbows because
color cudding was, you know,
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such a, such a, such
a cool stuff back then, and I
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was it even linkedin. Was Not
there when I want to when I started
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then. God, if you look
at it now, if you look at
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I remember you showing me like the
thee as a marketing tech quadron that you
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put together, always a little of
logos. Things have changed of a day.
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Yeah, it is it's almost like, you know, the Jurassic Jurassic
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Park or something like that to think
about that, because yeah, definitely,
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I mean I I can even go
further back. When it came to prospecting,
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we had dummy terminals and probably the
people who are on the call don't
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even know what those are, but
it's essentially, you know, there would
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be a server in the office and
then the computers were just hooked up to
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the server and all you had was
that database and it was a name of
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phone number and maybe a note box
like and somebody was loading that in.
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So yeah, the evolution has been
tremendous, you know, and I think
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big picture, to start with,
sales development really has changed from very tactical
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and and, you know, task
driven work to something that's very strategic and
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critical to the success of a company, especially, and so we work with
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SASS companies, you know, who
are fast growing softwares of service companies.
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That's exclusively, you know, our
niche and you know, once a product
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is ready, you know the the
marketing is pretty dialed in. At some
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point someone's it's talking about out bound
and and suddenly this becomes very strategic.
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So I think that that's one of
the main changes that that I've seen over
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the last ten hours. Yeah,
I also think that I'm being told as
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well. So that is becoming more
difficult and I think it can of makes
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sense because when you look at the
population of technology companies that have been popping
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out of the woodwork every you've got
more and more text I mean you are
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looking at the the investment that are
going inside businesses. Literally they just,
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you know, multipling by ten years
on you. So I think there is
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a real push towards technology and and
the market is a little bit more crowded.
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I think people have more options,
you know, I think the toolbox
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is becoming much greater. For the
prospect and when you are selling technology,
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no matter what you are obviously everybody's
coming with the very proposition, but there
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is so many best of breed solution
the sort of like a very specific project
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or problem. Sorry that it's kind
of confusing for the prospecting and it's other
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belief for the for the cells development
professional to to actually, you know,
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differentiate themselves, goes through and,
let's face it, I think with the
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with the increasing demand of Asdrbda think
the level of quality or the increase of
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mediocrity in what people are doing.
From a tactic perspective, it's not only
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giving a bad name to the job
but but also probably impacting people who are
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trying to do a good job to
go through and actually have the good conversation.
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Right. So I think it's also
that sort of almost the psychological element
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of yeah, I want to do
it, but I want to do it
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cheap, because I think we went
through that of all the ten yards.
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You know, we went through okay, let's do it internally. Now,
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let's do it internally, but we
should do it cheap. That's okay if
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we do it of shure. Now
it's not okay anymore to do it of
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show, because the quality is that
they are but we're going to do it
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internally. No, externally again,
well, actually less for cruit the game
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from the outsourcer. Well, it's
not working because they're not managed there.
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It's all of those things working to
get it and it's becoming more and more
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complex and I think the generation of
people have changed as well. You know.
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We know that we we speak about
millionaires alert and I don't think that
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fundamentally difference from from the other.
But I think it's a they're the people
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that are doing the job. Ten
years ago were probably more sealesy and less
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sticky than the people who are doing
the job now. You know, people
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were doing the job. Now they've
got a different way of communicating. Ten
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years ago, most of the sales
gays I would speak to. If you
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want to speak to each other,
I would be on the code or face
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to face meeting. Maybe a slower
way to the business. But now you
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know you've got to be ference in
what Stupp you've got two different in slack.
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No information is flying and I think
all that as made. I don't
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think he's making the sells development was
and he was before. It's just making
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it maybe a little bit more complex. Sinectic Gates, and then it took
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people specific. Yeah, definitely.
I mean there's so many factors and and
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on one hand, you know,
I I would like ten bound to be
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a place where people can go and
just feel a little bit, you know,
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clarity. Yeah, about this this
mel you you know that that's that's
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happening right now in the industry.
And at the same time, I mean
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we have a long way to go, because you mentioned a lot of different
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issues that have come up. You
know, one one is, if you
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boil down sale development to the most
basic level, you know, they're in
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borrowing from Marcus Lamonists, there's people, processes and the technology. Yeah,
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and and and so, you know, all of the issues that you mentioned
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there they can be sort of bucketed
into this simplistic format. And so just,
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you know, thinking about the people. It's the profile of the type
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of people that would want to do
the job, because you know, it's
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not easy. It's definitely a high
energy, high, you know, high
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rejection sales position that not everybody's cut
out for. So so it's getting the
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people right and the expectations that people
have, it's getting the process correct and
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mapped toward the market that you're going
after and then, as you mentioned,
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it's getting the right technology to support
your strategy, you know, without overspending
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or plugging into many technology solutions and
things like that. So it's a it's
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a fine balance and that's so much
so many different aspects. Yeah, yeah,
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I appreciate that. Then, you
know, I know that that ten
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bounds over the yells. You've been
a you've been publishing a set as development
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market map. Okay, so I
I kind of I need to to eat.
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When I spoke about the different loogo
that you are putting together. I
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guess it's so for you, a
Quadrante is more like a map and and
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I guess this is a great way
to track, you know, out the
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market that has been evolving. So
on top of people and Technologies. Is
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that anything else that you've seen from
from the stripot like Cretty, evolving of
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things that you think you know alligin
should should watch for the future trends?
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Yeah, I mean so there's a
few things. One is it's evolved in
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a way where at first, when
we thought about bringing together all the different,
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you know, tools and services that
serve the sales development community, it
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was very tactical, so and and
it was very based on on point solutions
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that could help with specific things.
But how it's evolved over the years is
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similar to the way that sales development
as involved, because it's more about what
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is it going to take to connect
marketing and sales and create reliable pipeline,
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you know, for the sales team, three x x pipeline. And and
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so if you look at the map, there's there's an outsourced component and and
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you know, it contains the companies
like operatics which which provide the pipeline for
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companies from an outsource perspective and and
then it also goes into all the different
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software that's available to run cadences and
to coach and to develop the people internally,
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because what we see is, you
know, at a lot of companies,
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after a certain point they're running both
outsourced and and in source as ther
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team, because they're looking at things
from a overall pipeline perspective versus just,
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you know, tactical things. So
yeah, again put in agreement, which
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you in fact, we've done some
research on our clients and as them to
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cushion way out social you've got an
insults team and it's interesting because we see
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most of all clients insourcing rules such
as insight sense, which is kind of
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you know, batoline is Dabda.
But the people will do the low value
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type of the most of the lower
average in value type of deal and probably
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take them a little bit falls or
even take them to close or close them
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throots through a channel partner. And
the reason behind that is because these are
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people at Instud the technology. They
want to be in control of that.
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You know, it's a revenue generating
again, some of them. Do our
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stats it, but we see most
of our plans liking to have that that
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function internally. And the other one
is really around the inbound response management.
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So our marketing team is generated in
needs. We need people at can take
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the seats quickly, qualify them and
move them, push them to a dip
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more push them to to to the
next step, would be a meeting them
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or whatever it would be. However, when we ask them, you know
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why the out source of what you
see value in outsourcing is often the case
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that we are I'm not trying to
make generate it, but probably talking about
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seventy eighty percent of the people we
spoke to. So fair amounts. You
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know, when you think about we've
got probably got close to two hundred clients
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active at the moment. So you
know, and we this our customer this
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is our customer success team asking this
question to those clients and the feedback we've
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got some about we need people that
actually know the market. Then we need
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people that know the end user.
We when we do outbound calling, the
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issue with guys that we speak about
us, but when we do run outbound
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call, we comes. We shouldn't
speak about us. We should be making
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assumption of the issue that that accounts
or that Doesna is facing, and I
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think this is where the alsource are
still very relevant in the market. Is
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kind of that. The capacity of
an outsourcer to understand the target accounts on
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those on the personnel. I've experience
in targeting this person. I've conversation on
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that. There belt people who have
built up sequences because again, you know,
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my was in the conversation on Monday, or maybe yesterday on Tuesday,
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with with with a potential client.
Okay, and it is funny because it's
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it's actually an ex employee that is
now a sells director introducing us to his
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marketing team and we kind of getting
all together. So person's work was an
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inside of operatics and was actually very
good doing the job. And that's because
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the question as well was the difference
between doing it our self or doing it
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with you slap. It's just time
and pace. You know, you guys
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are all smart people. You're smart, you have good job, you're probably
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paid a lot of money, but
you're not to specialist of waid. We
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do, but you're smart, so
you gotta figure it out. It may
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take you nine months, you may
take you twelve months. You will have
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turn over in your team, processes
won't be set up the right way.
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But you are smart, so you
will fail, learn and get better every
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month. Okay, it's going to
be difficult to put that stone, but
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but you will get there. Oh, you could come to us and literally
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in one month, will up and
running in one months and an hour.
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Who are rempt up instree months,
whilst delivering results technically six months before yours?
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A team would have dine it.
Okay, you don't have the Pram
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of sourcing, which is the first
kality issue. You know, I mean
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everybody saying it's a candidate market.
I think about that. For the US
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twenty years, always be the condidate
market. Yeah, good, Bedea,
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good as they are impossible to find. Why are the impossible to find?
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Because if you are a sells direct
or marketing direct or VP sells or CR
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or CMO, and you are in
your right mind and you identify a good
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videa as the idea team, you're
going to take them under your wing and
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no one will take them away from
you. You will make sure that you
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push them. You know. That's
why those guys are at on indeed or
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looking for a job. They don't
need to update the see me the good
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one. So you don't find that
you can of need to get the first
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speak and to get the first peak. You need to recruit on competencies versus
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experience and that stuff. Okay,
but I guess the point that I was
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want to make your to cut along
story shot, is the pace. I
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think the value of the outsourcer should
be the understanding of the market, the
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ability to have data and intelligence of
your own user. Obviously, processes,
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but all that you know, processes, people, all that sort of stuff.
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It's really about pace. I can
help you to get results in one
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months when, if you do it
on your own, you probably gets results
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in stre months. We can get
to a cruising space in two months to
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an ALF months. Is going to
take you nine months to get to a
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cruising pace. And then when we
go is the cost of having the team.
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You will have to another in your
team as well. Everybody we have
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turn of. All these people are
being pushed right, left and center.
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So that's the interesting conversation of insourcing
our thoughts also things. So I guess
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my point two, number one is
outsource of for probably a bit more of
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a practive approach, that that's where
we see the market going and maybe the
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trending to US twenty two. And
the second thing is for the pace.
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You know, people just need to
get that now that they don't have six
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months, they don't have one you
they've got to getting them now. Yeah,
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exactly, and you know there's a
lot there. I mean we always
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recommend to think about we need.
We need the pipeline right now, you
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know. And so what's available,
you know, and and look at,
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you know, outsource seeing as an
option there, because exactly like you said,
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that's your full time job, is
running SDR team. That's your company
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basically, is the processes during place, especially if you're niched into a market
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and you know, for example,
cyber security, so you know the vocabulary,
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you know the problems, you know
the conferences. You you know you're
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really ingrained in that industry. You
can hit the ground running and and you
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know, on the flip side,
there's a lot of advantages to having the
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internal SDR team, you know,
from, like you said, the bench
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strength. Yeah, hiring people that
could be at your company for the next
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generation of your company. And a
lot of the big, big companies here,
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you know, it's still a kind
of valley and beyond they have a
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whole. It's almost like joining the
army, you know, you're a boot
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camp recruit, and they stick around
at these companies for years because they're just
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highly valuable contributors. So two quick
things that we recommend is if you're thinking
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about starting an SDR team or it
the program is struggling and at your company,
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start a start with a good manager
who's done it before and has a
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playbook and knows what they're doing,
before you hire another internal str yeah,
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get a good leader for the program, you know who's worked with s outsource
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companies, who knows how to write
a playbook, who can do training and
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coaching and all those things. Start
there and then and then build out the
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internal team. The other quick thing
is you mentioned something critical, which is
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when you're bringing in a new SDR, start with the industry, start with
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the problems that you solve and start
with the audience that they're going to be
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talking to and make sure that they
have that vocabulary and understanding before you move
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it's just a huge issue that we
see that people start just like you said,
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they're they're plugged in with all these
tools that are on the market map.
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They have the ability to send out
a bazillion emails, but they know
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nothing about the industry that they're calling
on and so once they finally do get
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into conversation, they just blow it
and and they're miserable, you know,
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because they're not getting results. So
it's a down, downward spiral. Yeah,
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now appreciate that. The thing that's
so we picked up infected the Yeo.
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We we met there was a Linkedin
reportitus publishing two thousand and seventeen about
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the twins and melting jobs, and
they the list and sends. Development was
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on them balls three. I mean
God if he was only end emlgen jebbing
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to SASA and seventeen. Adult know
again, what people do. Well,
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befall that. But whatever the AA
in some of that because literally, I
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think I think everybody's there is such
a ideam and for bgis the odd the
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moment. What you see the mockt
going. Yeah, I mean I think
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that demand will still be strong,
but there's a lot of a lot of
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different factors. If you look at
the SDR team as the connective tissue between
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marketing and sales, you have to
have that connective tissue to be able to
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connect the dots on inbound and brand
and digital events and then being able to
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give it to someone who can run
a demo and be successful in negotiation and
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closing the deals. And and we're
not quite at a point ray where we
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can just automate the whole thing and
have robots doing right. We're getting there,
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but I don't see that happening for
another five to ten years unless somebody
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can show me where you can get
rid of all strs and and make that
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connection without hiring people. And so
I think right now that's why demand is
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higher than ever. I wouldn't be
surprised if that report came out and SDRs
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are still one of the top,
you know, five in demand jobs out
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there, because we have, we're
quite develop the technology to be able to
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get rid of the position. Yeah, and you know, and bringing it
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back also to the outsource industry,
I mean your industry continues to grow because
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there's an insatiable demand for exactly what
you're talking about. You know, sales
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teams need x x pipeline going into
the corner. They have to be able
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to show that and if product marketing
demand Jen brand building is not producing enough
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in bound leads. Then we've got
to go out bound. We have to
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go proactively talk to people, and
that's where the strs coming and this has
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been the we expecting to to have
a wave from covid nineteen. So obviously
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when Covin eighteen eight, you know
it's like it was going to happen.
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So it's like a it's like March
two thousand and twenty. I was just
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back from skiing literally in the center
India, Picenter, I started in Europe.
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So I can't bring back with me
in the UQ, which is terrible,
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but there you go. That's for
the same story. The market got
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a little bit crazy. You know, we were walking with some very large
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companies, probably the biggest IT companies
you can think of. That elp us
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with such a generous to great thing
and if you want, the completely cut
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offf the marketing budget. They let
a lot of people go and lots of
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things want to, you know,
going well. So that was a some
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big contract that left us but to
actually managed to grow during that year,
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but probably more towards the Sumerdult of
the year, because I think the beginning
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everybody frows and then people are like
wow, okay, we can phrase forever.
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We've got to sell stuff. We've
got to we've got to go back
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to just marketing. And then two
thousand and twenty one was kind of that
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tour. Okay, we need to
go back at it. Well, when
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you're behind, right, it's kind
of over. Now it's not over,
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but everybody's fed up with it,
right, so let's let's move on.
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And even some a taking place.
You know, it's difficult to meet people
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in personal I think that was a
big component of Lee generation proactively. Generations
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are going out there and fishing,
getting people to come at your whatever,
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and dose big show that taking place
probably have impacted by plane drastically, and
329
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we saw that this year, you
know, we we saw a large show
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by in factors from Francisco, Rsa. You know, you are speaking about
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save our security a few minutes ago. This is Rasa is probably the biggest
332
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saber security show in the world and
avery it's getting bigger and bigger and bigger
333
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and bigger, in fact that some
points they may remain in the Bosculony Center
334
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to keep on, you know,
digging in the grounds to make it bigger.
335
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I guess the point that I'm trying
to make is that got postponed to
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June. You know, if you
are a Saber security company, you like
337
00:25:11.960 --> 00:25:15.759
our marketer, you're expecting to get
three hundred lets from the TV and right
338
00:25:15.559 --> 00:25:22.119
into one in February. That's business
technically for two thousand and twenty two.
339
00:25:22.400 --> 00:25:25.720
If you've got a six months or
cycle. Right. If it's moved to
340
00:25:25.839 --> 00:25:27.519
June and you've got a six months
of cycle, that's twenty twenty three.
341
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Business start good anymore and you need
to change your tactic very quickly and I
342
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think lots of people have been turning
to outbound prospecting because of that, which
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I guess is a good is a
good thing for us because we add clients
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turning to outbound prospecting that did not
believe without bound prospecting anymore. You know,
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they have had so many bad explain
that they are like none. That's
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not possible. Nobody can do it
out so so I would terrible, all
347
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crappy. But they kind of came
back to us because almost you don't have
348
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any choice, like, you know, kind of Moonwalking, Moon walking towards
349
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us and stead of going for not
really being shut up, and we managed
350
00:26:06.640 --> 00:26:10.079
to tell them around. We managed
to change their opinion. We managed to
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prove them that we can go and
get bigger deals P actively. That then
352
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what they were doing before that.
That that's been a there's been a plus
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for us. But I guess my
last question for you is really about the
354
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future. Okay, and from your
perspective, David, you know, when
355
00:26:25.440 --> 00:26:27.880
you see the next five ten years
in time of in time of you know,
356
00:26:29.079 --> 00:26:30.599
sells developed, my what do you
think will happen? I don't you
357
00:26:30.680 --> 00:26:33.519
just book about Ai and stuff like
that. Do you think those things will
358
00:26:33.519 --> 00:26:37.440
actually come to life? Yeah,
I mean, you know, I think
359
00:26:37.480 --> 00:26:47.640
that they'll be a gradual process of
automating the repetitive, boring, frustrating aspects
360
00:26:47.839 --> 00:26:51.519
of the job, which is a
lot of the research and, you know,
361
00:26:51.759 --> 00:26:56.839
looking manually through different things and the
type of stuff that causes people to
362
00:26:56.160 --> 00:27:00.160
burn out. I mean they're they're
if a machine can do it, it
363
00:27:00.359 --> 00:27:04.720
will be, you know, replaced
for sure. But what can't be replaced
364
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is the the human creativity and the
ability to make connections and and learn and
365
00:27:12.400 --> 00:27:19.119
grow through experience of really understanding the
market right and and so I think humans
366
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still have a place here for at
least, you know, five to ten
367
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years unless somebody can figure out a
way to do that. And I think
368
00:27:27.640 --> 00:27:33.599
for for sales development, we just
need to realize it's strategic, it's an
369
00:27:33.680 --> 00:27:37.640
important part of the marketing mix and
the whole industry needs to get better.
370
00:27:38.200 --> 00:27:44.000
You know, there needs to be
better management, better training, more executive
371
00:27:44.079 --> 00:27:52.000
support, more coaching and and and
and setting expectations correctly for people getting into
372
00:27:52.079 --> 00:27:56.359
the job. I think that that
that's a huge, you know, area
373
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of potential because, you know,
there's so many jobs available and there's all
374
00:28:00.519 --> 00:28:06.119
these people coming out of college and
there they don't have, I mean no
375
00:28:06.200 --> 00:28:10.240
offense, they don't really have any
skills or any experience and they become an
376
00:28:10.359 --> 00:28:14.799
SDR and they're like this sucks.
Yeah, this job sucks. You know,
377
00:28:14.880 --> 00:28:21.599
I can, I'll just flip NFT's
and make eighty seven thousand dollars in
378
00:28:21.759 --> 00:28:23.440
a minute, whatever that means.
I don't know what that means, but
379
00:28:23.759 --> 00:28:27.640
but you know, we've got got, I can to you everything about it.
380
00:28:27.960 --> 00:28:33.440
Okay, this free ducks and streight
chickens of some sorts. I'll tell
381
00:28:33.480 --> 00:28:34.839
you everything about all the the on
the future. They I've got. I
382
00:28:34.960 --> 00:28:37.599
got into an FT. is this. It's a vicious circle don't get that.
383
00:28:37.799 --> 00:28:42.079
It's quite addictive and it is really
is. Really is really a fear
384
00:28:42.119 --> 00:28:45.920
of missing out. Is it's about
for more really. So it's kind of
385
00:28:45.000 --> 00:28:48.680
fun to look at it. But
anyway, now I know which is,
386
00:28:48.400 --> 00:28:53.599
you know, companies, companies need
to realize this is worth investing in and
387
00:28:53.960 --> 00:28:59.960
you've got to improve the experience for
the people on the team and make them
388
00:29:00.039 --> 00:29:03.720
more engaged. And then, and
then also performance management is very important,
389
00:29:03.720 --> 00:29:07.359
because if somebody gets in and they
don't want to talk to people, they
390
00:29:07.400 --> 00:29:11.559
don't want to be creative, they
don't want to leverage the tools, they're
391
00:29:11.599 --> 00:29:15.519
just like, I'm just going to
do this for the money. I mean,
392
00:29:15.119 --> 00:29:18.440
of course they ask. They are
job sucks. Yeah, should be
393
00:29:18.480 --> 00:29:22.480
a byproduct when you should be a
byprode of to doing something you like.
394
00:29:22.720 --> 00:29:26.039
You know, is level walks the
other way, but I you know,
395
00:29:26.200 --> 00:29:29.720
it's music to my hair. Really. I think that's really what we're doing
396
00:29:29.759 --> 00:29:33.519
in the recruitment process, you know, trying to get people to under song
397
00:29:33.599 --> 00:29:37.079
with the role is yeah, and
in fact, you know what of I
398
00:29:37.119 --> 00:29:40.000
don't recruit anymore, but when I
used to work with one of the thing
399
00:29:40.079 --> 00:29:41.720
that I used to do is to
say to people in the lasting telview,
400
00:29:41.839 --> 00:29:45.599
even if they were fantastic, say
well, look, you look great.
401
00:29:45.680 --> 00:29:48.920
David. On the personal level really
like you, but I don't think the
402
00:29:49.000 --> 00:29:52.359
job is for you. I don't
think you are cut off right and stop
403
00:29:52.440 --> 00:29:56.519
speaking. And then you see what
they're doing and new home, someone you
404
00:29:56.759 --> 00:30:00.519
are waiting there. Your art is
spelt the dating because someone you want to
405
00:30:00.599 --> 00:30:04.079
give them the job. But you
do that last thing, which is kind
406
00:30:04.079 --> 00:30:08.200
of that that Mexican stand off where
you're say, okay, please, please
407
00:30:08.319 --> 00:30:12.119
push back, please stand please fight
for it, and you've got some that
408
00:30:12.240 --> 00:30:15.720
fight for it and it's not what
you're talking about. I think I'm perfect
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for the job. You said,
okay, that's exactly what I wanted to
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00:30:18.839 --> 00:30:21.359
see on Monday. But you've got
some of that. I just pack up
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00:30:21.359 --> 00:30:26.279
on that stuff. And that basically
tells you that if they get an objection
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00:30:26.359 --> 00:30:27.599
from someone a little bit more senior, they would just take it as a
413
00:30:27.640 --> 00:30:32.759
grunted and move on. And there
is so many things that needs to be
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00:30:33.640 --> 00:30:40.319
it's psychologically, the complexity of doing
what we do from the different lover or
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00:30:40.359 --> 00:30:44.039
even even being a full on serves
person. I mean, I'd love to
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00:30:44.119 --> 00:30:45.960
see some ai doing it. You
know, I'd love to be proven wrong,
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00:30:47.119 --> 00:30:48.440
but I think it would be extremely
difficult. I mean if we've got
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that, technically whatever, we'll have
ai that is get that can replace human
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00:30:52.559 --> 00:30:56.799
and I would be quite scary.
But I think is is such a skillful
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00:30:57.200 --> 00:31:00.720
job that it's air. We will
see what the future got for us.
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00:31:00.799 --> 00:31:06.279
But I do agree with you with
the whole setup. So we get into
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00:31:06.279 --> 00:31:08.319
the NFIP is an unfortunately, David, you know that when you and I
423
00:31:08.440 --> 00:31:11.160
get together we can go on for
a long, long, long time and
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00:31:11.599 --> 00:31:15.359
we both fully passionate about what we're
doing. So and we can post on
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00:31:15.440 --> 00:31:18.799
Drei the chat as well. But
look, I'm sure lots of people want
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00:31:18.839 --> 00:31:22.480
to probably reach out to ten pounds
everybody. I mean I don't know when
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00:31:22.599 --> 00:31:29.119
single organization that would not need advice
or concertancy with their own insight team.
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00:31:29.480 --> 00:31:32.680
And he two days do and you're
listening to us. Tabe is probably one
429
00:31:32.720 --> 00:31:34.880
of the most eligible person you can
get in front of. So that's it.
430
00:31:36.039 --> 00:31:37.720
That's giving me a little bit of
giving you little bit of credit.
431
00:31:37.880 --> 00:31:42.119
Yeah, but if anyone in aligience
wants to get old of you, David,
432
00:31:42.240 --> 00:31:45.480
was the best way to to to
less. Yeah, definitely. I
433
00:31:45.559 --> 00:31:51.000
mean we put out a newsletter every
Tuesday and it's free and it's at ten
434
00:31:51.079 --> 00:31:55.160
poundcom and it's a great way to
just understand the stuff that we're working on
435
00:31:55.400 --> 00:31:59.440
and then how it could help you, and the events that are coming up,
436
00:32:00.039 --> 00:32:01.599
because there are a lot of them, are free as well. Yeah,
437
00:32:01.759 --> 00:32:06.000
so jump out of this letter and
Ray. Thanks. I mean it
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00:32:06.160 --> 00:32:08.480
definitely the sky's the limit here.
I mean, when people start to take
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00:32:08.559 --> 00:32:15.680
this seriously and realize how important it
is, the industry is, you know
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00:32:15.039 --> 00:32:20.799
it's going to explode. So absolutely
what we've been here for ten years proving
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00:32:20.880 --> 00:32:22.559
that, you know, we can
be done, that it can be done
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00:32:22.640 --> 00:32:24.599
properly and there is a market for
it. You know, been growing pretty
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00:32:24.680 --> 00:32:30.279
much fifty percent on year since since
inception. So I know self funded.
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00:32:30.359 --> 00:32:32.480
So there is definitely, definitely a
market for it. There is definitely a
445
00:32:32.680 --> 00:32:37.839
doubt there is a fantastic market to
operation. It's a bit gritty, you
446
00:32:37.920 --> 00:32:40.119
know, and I think I think
the other you work the better you get,
447
00:32:40.279 --> 00:32:44.480
you know, out of it.
But again, I know that you've
448
00:32:44.519 --> 00:32:47.160
been you've been spending a lot of
time studying the markets, looking at the
449
00:32:47.200 --> 00:32:51.640
market, staying on top of the
trends and what's going on, not only
450
00:32:51.680 --> 00:32:53.839
from a technology perspective, but so
also satis tactic perspective. So, once
451
00:32:53.920 --> 00:33:00.359
again, anyone in the audience looking
for is a a good conversation or or
452
00:33:00.440 --> 00:33:02.279
some support, do gets in touch
with David and David, I want to
453
00:33:02.359 --> 00:33:07.400
thank you so much for being with
us to celebrate out ten now, ten
454
00:33:07.480 --> 00:33:08.920
sen, you are straight. Technically
we're gonna do that all this yea off
455
00:33:08.920 --> 00:33:12.359
like I want a celebration for the
whole of two thousand and twenty two,
456
00:33:12.759 --> 00:33:15.160
but it's actually is, actually pretty
much today on Imaustraa. Thank you for
457
00:33:15.279 --> 00:33:19.359
being there. Thank you for being
a great guest, and I speak to
458
00:33:19.440 --> 00:33:23.920
so you've been listening to bedb read
anue acceleration. To ensure that you never
459
00:33:24.000 --> 00:33:29.279
miss an episode, subscribe to the
show in your favorite podcast player. Thank
460
00:33:29.279 --> 00:33:30.400
you so much for listening. Until
next time,
