2: The Differences between the distribution model in North America and Europe w/ Barrie Desmond

July 03, 2018 00:21:00
2: The Differences between the distribution model in  North America and Europe w/ Barrie Desmond
B2B Revenue Acceleration
2: The Differences between the distribution model in North America and Europe w/ Barrie Desmond

Jul 03 2018 | 00:21:00

/

Show Notes

There has to be a US appetite for change in the distribution model. The cyber security & cloud transformation market is incredibly complicated. Hiring an agency to act as a proxy might be something that a company is far more likely to consider given the volatility of the market.

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Episode Transcript

WEBVTT 1 00:00:00.160 --> 00:00:04.599 Maybe we can help the exist in US vendors with some pain points that they 2 00:00:04.639 --> 00:00:10.949 have in their go to market strategy by doing some more services aligned to logistics. 3 00:00:14.070 --> 00:00:19.949 You're listening to BB revenue acceleration, a podcast dedicated helping software executives stay 4 00:00:19.949 --> 00:00:23.739 on the cutting edge of sales and marketing in their industry. Let's get into 5 00:00:23.780 --> 00:00:29.300 the show now. You welcome to be to be riven your acceleration. My 6 00:00:29.379 --> 00:00:33.899 name is audiamutier and I am here today with buried this month from it's crusive 7 00:00:33.979 --> 00:00:38.009 networks. How are you today? Very fantastic. Good so bory. We 8 00:00:38.090 --> 00:00:44.329 are here today to talk about the differences between the distribution model enough American in 9 00:00:44.409 --> 00:00:48.250 Europe. But before we dive into the details, human just giving us a 10 00:00:48.289 --> 00:00:51.960 little bit of background. US to your role. Wisinus creusive networks, as 11 00:00:52.000 --> 00:00:55.679 well as it's crusive network as an organization, and what you guess is yeah, 12 00:00:55.799 --> 00:00:58.920 so thanks for having me on the podcast. By the way, I'm 13 00:00:59.280 --> 00:01:03.349 set at the group level, so I've got global responsibility as the CEO for 14 00:01:03.790 --> 00:01:11.469 primarily all the organic growth aspects of the business, which is primarily the P 15 00:01:11.909 --> 00:01:18.579 of sales, services and marketing and business development. So that stretches everywhere, 16 00:01:18.620 --> 00:01:22.579 from New Zealand all the way over to the US, to San Jose and 17 00:01:23.340 --> 00:01:26.900 lots of play. This is in between good so quite the way geography could 18 00:01:26.980 --> 00:01:30.099 coverage and in time of his clusive network, could you just give us in 19 00:01:30.140 --> 00:01:34.370 a few words, you know, the get the mission of his cusive networks, 20 00:01:34.409 --> 00:01:40.689 where your clients have chosen your gates. Mission is to disrupt traditional distribution 21 00:01:41.090 --> 00:01:47.159 in the technology sector. We've grown primarily from a European base, in fact, 22 00:01:47.200 --> 00:01:53.319 with the only European headquartered global distribution business. And over the years we've 23 00:01:53.680 --> 00:02:00.959 decided, because I guess I geographic location from the US, is that we've 24 00:02:00.079 --> 00:02:07.269 put together very value base distribution service, if you like, for vendors who 25 00:02:07.790 --> 00:02:14.430 are on an expansion strategy. So many vendors seem to establish a footle in 26 00:02:14.789 --> 00:02:19.419 their home market. And again, the majority of our vendors are US base, 27 00:02:19.819 --> 00:02:24.539 but when they look at the challenges which they face when they're expanding globally, 28 00:02:24.979 --> 00:02:32.169 they need a partner which understands the intricacies and the nuances of each smaller 29 00:02:32.530 --> 00:02:39.490 region, which you know, primarily the multicultural, multilingual business behavioral differences that 30 00:02:39.610 --> 00:02:46.520 exist in Europe. The trade in mentality and passion that exists in the Middle 31 00:02:46.560 --> 00:02:53.240 East to obviously the same is true as we go from India are and stretch 32 00:02:53.800 --> 00:02:59.069 all the way through, primarily for our southern Asian back to the Antipodeans in 33 00:02:59.310 --> 00:03:05.069 Australia and New Zealand. Boosting and expanding a company out of your native domestic 34 00:03:05.189 --> 00:03:13.900 market as got a list of challenges which really limits the scope of the business 35 00:03:14.060 --> 00:03:17.819 trying to expand unless they have a heart of like us who can act as 36 00:03:17.979 --> 00:03:23.740 them that can provide a whole load of value based services like pre sales engineering, 37 00:03:24.180 --> 00:03:30.330 availability of Demo Care, go to market plans, launch plans, sales 38 00:03:30.409 --> 00:03:36.289 need detection plans and then whole range of professional post sales services like chaining and 39 00:03:36.409 --> 00:03:43.439 education, premium services like on site support. For our on site support in 40 00:03:44.000 --> 00:03:49.719 Borneo is a lot different to supplying for our on site support in Philadelphia. 41 00:03:50.000 --> 00:03:53.599 So that just gives you a flavor how we act as a proxy for vendors 42 00:03:53.639 --> 00:03:58.949 as they begin to go on their global adventure. That's very interest. I 43 00:03:58.990 --> 00:04:03.629 mean the Shure of expending geographically and going out of shore. I would say 44 00:04:03.750 --> 00:04:09.110 domestic market is is something that we we know really well at operatics week we've 45 00:04:09.150 --> 00:04:14.060 been able being mini customers and and Europe is a tricky territory were the French 46 00:04:14.219 --> 00:04:15.939 like to thin at they are different from the German, the German are different 47 00:04:16.019 --> 00:04:19.339 from the English, except t etc. As you are right, the culture 48 00:04:19.339 --> 00:04:23.379 of the mentality. And then you open up to a Middle East and up 49 00:04:23.500 --> 00:04:28.689 appreciate that having that bunch of services that you can offer being the extension of 50 00:04:28.810 --> 00:04:32.329 your clients, cells and marketing team. I guess in some extent induse regions 51 00:04:32.449 --> 00:04:36.170 as well as potentially taking all the contract and currency and all the US are 52 00:04:36.209 --> 00:04:41.680 bits and pieces I'm sure you get involved in, is definitely taking a bigger 53 00:04:41.759 --> 00:04:45.160 take away from from from the table on the side. So I mean that's 54 00:04:45.160 --> 00:04:47.800 kind of leading me quite well to the subject of the of the podcast to 55 00:04:47.839 --> 00:04:51.639 day. One of my main question to you, which is a big, 56 00:04:51.759 --> 00:04:57.389 wide open question, but I think it's considering your global coverage and and your 57 00:04:57.470 --> 00:05:01.149 experience of the distribution model across the region and the fire that today we really 58 00:05:01.189 --> 00:05:06.500 want to focus between North America and Europe. From your perspective, what would 59 00:05:06.500 --> 00:05:13.180 you high light as the main differences between the distribution model in North America and 60 00:05:13.259 --> 00:05:17.339 in Europe? Okay, it's a good question and something that we are aiming 61 00:05:17.579 --> 00:05:20.259 to change in the common years or the comming months, in that, as 62 00:05:20.490 --> 00:05:28.089 as we've expanded ourselves geographically and established a base in North America, the stand 63 00:05:28.129 --> 00:05:30.209 as a very different models. In fact, you know, there's a high 64 00:05:30.610 --> 00:05:36.720 sort of link between or correlation between the Geo in which you based and the 65 00:05:36.839 --> 00:05:41.800 further away that you go, the more value base services that you want to 66 00:05:41.839 --> 00:05:46.480 buy off our menu. So as we parachute into the US with an office 67 00:05:46.600 --> 00:05:53.350 in San Jose and were in Tampa, in Florida and various sales people based 68 00:05:53.389 --> 00:05:59.029 around North America, we're beginning to really understand and digest that. You know, 69 00:05:59.230 --> 00:06:03.860 distribution in the US is historically being different to the model in which we've 70 00:06:04.220 --> 00:06:08.860 delivered in the geos around the world, and it goes back to the, 71 00:06:09.300 --> 00:06:14.860 I guess, the legacy way in which new technology businesses, primarily in Cyber 72 00:06:14.939 --> 00:06:18.370 Security and kyle transformation, which is the two markets and which we specialize, 73 00:06:18.689 --> 00:06:24.730 have evolved. You know, very often you launch a business and then you 74 00:06:24.850 --> 00:06:30.689 establish a national sales force covering all the territories in the US, which is 75 00:06:30.769 --> 00:06:38.720 a big area of land covering many rural and many huge metropolises and to maintain, 76 00:06:39.160 --> 00:06:42.160 you know, control of your own destiny. You've gone for a very 77 00:06:42.480 --> 00:06:48.709 direct at high touch sales models where you employed direct touch sales guys who sell 78 00:06:48.990 --> 00:06:55.509 direct to end users and enterprise organizations. Once they get momentum going, they've 79 00:06:55.629 --> 00:07:00.310 historically then decided that they've act work with somewhat we called t one partners, 80 00:07:00.389 --> 00:07:04.459 which are some integrators, or resellers, or divars as they call them in 81 00:07:04.500 --> 00:07:09.139 the state, as a way of fulfilling some of the contracts. Sometimes they 82 00:07:09.180 --> 00:07:13.779 go direct and a lot of time the customer will push them towards their it 83 00:07:14.620 --> 00:07:17.610 solutions provider, if you like, and then they build up a whole raft 84 00:07:18.009 --> 00:07:23.730 of intermediaries known as the resellers, or tier ones as we call them, 85 00:07:24.129 --> 00:07:27.290 and they get defocused from their core business, which is, of course, 86 00:07:27.490 --> 00:07:30.279 the growth and success of selling their solutions. So they say, well, 87 00:07:30.680 --> 00:07:36.639 actually now after retrofit in distribution, to take away some of the basic principles 88 00:07:36.800 --> 00:07:42.759 of running a channel to market, which is availability of stock, having the 89 00:07:42.839 --> 00:07:46.910 right mix and availability, have the right logistics in place. In the US 90 00:07:46.029 --> 00:07:50.269 they have a saying about being distribution should be in a credit shield so they're 91 00:07:50.350 --> 00:07:56.310 being able to build, collect and manage the whole credit worthiness of their channel 92 00:07:56.589 --> 00:07:59.699 and so to pay the vendor on time, so they don't have to invest 93 00:07:59.699 --> 00:08:03.980 in a whole range of resources to do that quote, you know, delivering 94 00:08:03.060 --> 00:08:07.939 quotations in a timely manner, you know, within a couple of hours, 95 00:08:07.459 --> 00:08:11.939 and being accurate, you know, being over night nine point five percent accurd. 96 00:08:11.100 --> 00:08:16.290 This is what they think is the role of distribution in North America and 97 00:08:16.410 --> 00:08:20.129 some of the biggest global names that were all familiar with have established their businesses 98 00:08:20.329 --> 00:08:28.839 in North America and really and what is a fulfilment transactional distribution model, which 99 00:08:28.040 --> 00:08:33.799 for us is just one of our services. They've primarily base their business on 100 00:08:35.440 --> 00:08:39.440 that model and that's how it differs from our model, because the value, 101 00:08:39.440 --> 00:08:45.789 you know, the availability of resources to do Presales, consulting, professional services, 102 00:08:46.190 --> 00:08:50.870 demonstrations, to do the market into do the sales lead totection they've done 103 00:08:52.149 --> 00:08:56.580 historically themselves. So those sort of services, the go to market services, 104 00:08:58.139 --> 00:09:03.659 the engineering services, the education services, the enablement services, the support services, 105 00:09:03.899 --> 00:09:09.460 the premium services, they've really had no need for them in channel from 106 00:09:09.460 --> 00:09:15.009 a distribution perspective in the USA and that's something that we hoping to challenge and 107 00:09:15.129 --> 00:09:18.529 to disrupt. Okay, so you found US somewhere. What we tooking about? 108 00:09:18.570 --> 00:09:22.210 Chase, I guess what I would call value eddy distribution, he said, 109 00:09:22.250 --> 00:09:26.960 in services, is being practive, potentially even sometimes helping earlier stage vendors 110 00:09:28.080 --> 00:09:31.039 to built the market. Is that correct? Yeah, I think you know, 111 00:09:31.320 --> 00:09:33.799 there are two. You know, we've got to find the pain point 112 00:09:33.080 --> 00:09:37.789 for the North American venders, if you like, already. So the established 113 00:09:37.870 --> 00:09:41.870 ones, we can say to them, well, what is your paying point 114 00:09:41.110 --> 00:09:45.269 in managing the channel? You know, where do you think you're missing and 115 00:09:45.429 --> 00:09:48.909 where do you think we can help? And my guess already is that they 116 00:09:48.990 --> 00:09:52.580 go after the big elephant. The US economy, compared to Europe, in 117 00:09:52.700 --> 00:10:00.139 fact, is is huge, and midsize reseller in Europe could be anywhere between 118 00:10:00.179 --> 00:10:05.220 fifteen and thirty million euros, or two thousand two forty million dollars, and 119 00:10:05.419 --> 00:10:09.850 midsize reseller in the US would be in their hundreds of millions of dollars turnover. 120 00:10:11.009 --> 00:10:16.049 So and the companies that normally consume new technology early, the early adopters, 121 00:10:16.049 --> 00:10:20.440 if you like, in fact those big enterprises. So my sense is 122 00:10:20.639 --> 00:10:28.200 maybe they need some help with the mid market or commercial where we can go 123 00:10:28.679 --> 00:10:33.000 and avail all that channel to the services that we've traditionally given in Europe. 124 00:10:33.200 --> 00:10:37.950 So that's my sense, is that what can we do for you guys there 125 00:10:37.350 --> 00:10:43.149 in the mid market? The perhaps the big distubidest can't do because their cost 126 00:10:43.230 --> 00:10:48.990 of sale is so low and their focus is on streamlining and a very thin 127 00:10:48.669 --> 00:10:52.779 margin business. So we're sort of same. Well, maybe we can help 128 00:10:52.940 --> 00:10:58.139 the exist in US vendors with some pain points that they have in their go 129 00:10:58.299 --> 00:11:05.929 to market strategy by doing some more services aligned to logistics. So our global 130 00:11:05.009 --> 00:11:11.649 footprint, for instance, and our ability to deliver into a over a hundred 131 00:11:11.690 --> 00:11:16.490 and sixty seven countries, we think maybe interest into them so that they can 132 00:11:16.570 --> 00:11:22.200 have one contact through a global deal desk capability and deliver into multiple countries and 133 00:11:22.320 --> 00:11:28.759 territories in a very light touch way. We could do reverse logistics, we 134 00:11:28.879 --> 00:11:33.230 could do disposals, right, so we can begin to add value in terms 135 00:11:33.269 --> 00:11:35.309 of those services. But then we can begin to do training, we can 136 00:11:35.389 --> 00:11:41.269 begin to do presales, we could do premium based services and hopefully we can 137 00:11:41.870 --> 00:11:48.379 help them launch new technologies or new versions or modules of their technologies into this 138 00:11:48.460 --> 00:11:56.019 space, so to address a sector of the market which they probably feel that 139 00:11:56.500 --> 00:12:01.490 they're under represented. instily, we can say two new start ups from the 140 00:12:01.570 --> 00:12:07.529 US, why go disrupting the technology market? Why didn't you disrupt the way 141 00:12:07.570 --> 00:12:13.169 in which you go to market? So, instead of taking that traditional slow 142 00:12:13.409 --> 00:12:18.519 route, why don't we light up the channel first in the US and found 143 00:12:18.879 --> 00:12:22.320 find those early adopt the partners like we have in Europe and Asia and Middle 144 00:12:22.320 --> 00:12:26.679 Eastern so forth? Why don't we ask them to help you scale and accelerate 145 00:12:26.720 --> 00:12:31.750 your go to market? So we're having some very interesting conversations there and of 146 00:12:31.830 --> 00:12:37.870 course then we can avail those new start to our full range of services and 147 00:12:39.429 --> 00:12:45.899 they can then obviously concentrate and invest in the R and D component of the 148 00:12:46.460 --> 00:12:50.659 technology as opposed to the commercial delivery of that. Of course they're going to 149 00:12:50.740 --> 00:12:56.460 have to have sales, pre sales engineering services for the US market initially, 150 00:12:56.940 --> 00:13:03.730 but maybe instead of adding forty teams of sales and pre sales guys doted all 151 00:13:03.769 --> 00:13:09.889 around every state or major metropolis or market in the US, maybe they can 152 00:13:09.970 --> 00:13:13.120 cut that by half and then focus only able in the channel so that we 153 00:13:13.240 --> 00:13:18.679 can scale and accelerate their go to market. Yeah, I think that that 154 00:13:18.840 --> 00:13:22.279 makes perfect sense. Mean from our perspective to gain, we're not as involved 155 00:13:22.320 --> 00:13:26.590 as you are in the channel and the distribution model ourselves, but we've gone 156 00:13:26.629 --> 00:13:33.029 many time vendors telling us about the cost of ticket. Fine try and working 157 00:13:33.149 --> 00:13:35.230 with a big distry. So they need to reach that critical size, which 158 00:13:35.309 --> 00:13:39.590 sometimes very difficult to reach a critical size because, as you mentioned, you 159 00:13:39.590 --> 00:13:43.500 need to reduce steps of having the team, your own team in region, 160 00:13:43.820 --> 00:13:46.419 and that scalability can be can be quite complex, I guess. So the 161 00:13:46.620 --> 00:13:50.659 ll make sense to me and I see I see a great opportunity for you 162 00:13:50.779 --> 00:13:54.580 guys, defrom, perfectly honest. That's I've got a question for you more 163 00:13:54.700 --> 00:13:58.250 on the Reseller, because I would have thought that if the distribution models as 164 00:13:58.330 --> 00:14:01.450 evolved in that way, in that I yes, less flixible, less value 165 00:14:01.490 --> 00:14:07.409 add more fulfillment type of role, would you need to go through some sort 166 00:14:07.450 --> 00:14:11.840 of a transformation also of the sogne layout, which would be the resellers behind 167 00:14:11.960 --> 00:14:15.080 that? You see you have you already engage with the Strossilla. Do you 168 00:14:15.120 --> 00:14:18.440 see an apetite just rest all the same passion in the Samer Petite as you 169 00:14:18.559 --> 00:14:22.039 guys are in Dome of creating the demon from your clients or for your clients. 170 00:14:22.080 --> 00:14:26.870 Are Driving almost the flagship of your clients, weening Neu customerls on the 171 00:14:26.909 --> 00:14:31.830 help of your clients. Do you see already attraction from from the rest of 172 00:14:31.909 --> 00:14:35.950 themselves? I think that's the question really for us is what is the appetite 173 00:14:37.070 --> 00:14:45.139 for that the reseller layout in the US to change and to accept this different 174 00:14:45.500 --> 00:14:48.940 type of model? I mean, I think this it's a very competitive market. 175 00:14:50.139 --> 00:14:54.049 I mean we're in Cyber Security and cloud transformation. I think the market 176 00:14:54.809 --> 00:15:01.450 is very complicated. Both markets self from a lack of resource and skill sets. 177 00:15:01.049 --> 00:15:07.879 So maybe as acting as a proxy for them is a proposition that they 178 00:15:07.919 --> 00:15:13.000 care much more willing to consider these days, because it's historically, I think, 179 00:15:13.000 --> 00:15:18.480 they've been there as a fulfillment part as well, certainly either big what 180 00:15:18.600 --> 00:15:24.350 I called megavars or divars who have relied on their purchase and supply agreements with 181 00:15:24.429 --> 00:15:28.509 the big enterprises just to be a conduit or a channel to market for these 182 00:15:28.549 --> 00:15:33.590 vendors. So going in there and trying to provide a value based proposition may 183 00:15:33.669 --> 00:15:39.460 not be appropriate or relevant, but certainly in the next lay it down in 184 00:15:39.580 --> 00:15:43.220 the regionals and the verticals and the specialists. You know, it's just they 185 00:15:43.340 --> 00:15:48.820 cannot, like many end customers, keep up with the speed and change of 186 00:15:48.899 --> 00:15:54.009 technology and I think that's a gap in which we can fill and act as 187 00:15:54.009 --> 00:15:58.730 a proxy for the Vendor in Scaling, educating, on boarding these resellers as 188 00:15:58.730 --> 00:16:04.000 a proxy for them before they decide right, this is the technology I'm going 189 00:16:04.080 --> 00:16:08.720 to work you know, so investing, so do the on boarding, but 190 00:16:08.840 --> 00:16:14.879 also work with companies like operatics to do the direct touch, to find sales 191 00:16:14.960 --> 00:16:18.870 needs and opportunities, to do the convincing. With one of our guys, 192 00:16:18.230 --> 00:16:23.230 Lauren, who runs it was the king of Europe or the King of Mediterranean. 193 00:16:23.470 --> 00:16:27.070 He always says to sell to convince, we go direct, to sell, 194 00:16:27.190 --> 00:16:30.669 to supply, to invoice, we go in direct. So I think 195 00:16:30.830 --> 00:16:37.100 we've got a certain amount of evangelizing ourselves. So it's not only evangelizing the 196 00:16:37.179 --> 00:16:41.700 technology and the new innovation and the new vendors in that respect, but it's 197 00:16:41.740 --> 00:16:48.490 also evangelizing the model and getting acceptance. Solve that and I think we've got 198 00:16:48.529 --> 00:16:55.450 a damn good choice chance because there's a perfect storm of complexity coming together and 199 00:16:55.730 --> 00:17:04.200 what we're offering is simplexity, simplifying what is a convert complex technology ecosystem at 200 00:17:04.279 --> 00:17:11.160 the moment where, from a cybersecurities perspective, the velocity, the variation of 201 00:17:11.680 --> 00:17:19.109 attacks and threats and spiraling out of control, there are regulatory and compliance issues 202 00:17:19.630 --> 00:17:25.390 which are becoming more critical and more enforceable. Then you have the number, 203 00:17:25.549 --> 00:17:30.140 just the fewer number of technologies or security tools people have to put into infrastructure. 204 00:17:30.619 --> 00:17:37.380 Ask, you know, make in cteos and SISO's question whether they should 205 00:17:37.380 --> 00:17:41.740 go best of breed or the complex, as he is leading them to complacency, 206 00:17:41.140 --> 00:17:44.450 where they would, you know, say, well, go to IBM 207 00:17:44.609 --> 00:17:48.730 or another generalist, I t supplier deliver what, quite frankly, would be 208 00:17:48.769 --> 00:17:55.289 inferious solutions. And the fourth part of the perfect storm, of course, 209 00:17:55.450 --> 00:18:00.400 is the skills. Get their over million security side of a security vacacies in 210 00:18:00.519 --> 00:18:06.599 the US alone, two million worldwide. So I think the time is right 211 00:18:07.279 --> 00:18:14.549 for this provocative model where we can convince the channel in the USA that maybe 212 00:18:14.630 --> 00:18:18.829 there's a different way. I've really enjoyed the conversation today, Barry. So 213 00:18:18.950 --> 00:18:22.230 we coming to the end, but from a perspective of I did call you 214 00:18:22.349 --> 00:18:27.019 early own value, a distributor or someone trying to bring value a distribution to 215 00:18:27.099 --> 00:18:32.299 the US market. But it almost sounds like a proactive distribution and I think 216 00:18:32.579 --> 00:18:36.380 I like the sun of that because we we live the same story every day. 217 00:18:36.380 --> 00:18:38.980 It's about being practive, is about taking control, is about advising and 218 00:18:40.460 --> 00:18:45.289 and supporting your clients in striving in the in the market. So look, 219 00:18:45.289 --> 00:18:48.410 Verry, thank you very much for your insight today. I'm sure the audience, 220 00:18:48.730 --> 00:18:51.890 I do, lots of interesting insight from the experiment that you should you 221 00:18:52.009 --> 00:18:56.039 share them and the statements you mane and some of the ads that you are 222 00:18:56.279 --> 00:19:00.279 convey as well on on the podcast today. Let's question that I've got for 223 00:19:00.359 --> 00:19:03.519 you. I'm expecting people to probably want to get in touch with your father 224 00:19:03.640 --> 00:19:07.799 to do the conversation today. What is the best way of getting all of 225 00:19:07.880 --> 00:19:11.190 Your Berry? They can send me an email, they can go on the 226 00:19:11.230 --> 00:19:17.710 website. My email address is bid desmond, exclusive Networkscom, all the general 227 00:19:17.869 --> 00:19:27.339 website exclusive Networkscom or exclusive groupcom. But we run a very flat, real 228 00:19:27.460 --> 00:19:34.900 organization here. No matter what anybody's inquiry is, will give it my media 229 00:19:34.980 --> 00:19:38.809 at tension mob. That's wonder foot, but I mean it's fantastic and and 230 00:19:38.890 --> 00:19:42.369 I know busy you out the moment. We spoke a few weeks ago about 231 00:19:42.450 --> 00:19:47.609 about your objectives gazing the US and that you have been very, very involved 232 00:19:47.809 --> 00:19:49.890 and back in fall squared a few times. So I really appreciate the fire 233 00:19:49.930 --> 00:19:53.440 that you took the time today to get always us and and again, thank 234 00:19:53.480 --> 00:19:56.279 you very much for your insight and thank you for your time today. Well, 235 00:19:56.440 --> 00:20:00.640 thank you for the tenzero dollars for doing it. Ha Ha, Ha's 236 00:20:00.799 --> 00:20:07.269 pleasure. It's in the broad I'm going to see your desk these guys. 237 00:20:07.349 --> 00:20:18.150 Thank you. Thank you very much, burried. operatics has redefined the meaning 238 00:20:18.190 --> 00:20:23.380 of revenue generation for technology companies worldwide. While the traditional concepts of building and 239 00:20:23.500 --> 00:20:30.019 managing inside sales teams inhouse has existed for many years, companies are struggling with 240 00:20:30.059 --> 00:20:34.660 a lack of focus, agility and scale required in today's fast and complex world 241 00:20:34.930 --> 00:20:41.410 of enterprise technology sales. See How operatics can help your company accelerate pipeline at 242 00:20:41.529 --> 00:20:48.450 operatics dotnet. You've been listening to be tob revenue acceleration. To ensure that 243 00:20:48.490 --> 00:20:52.279 you never miss an episode, subscribe to the show in your favorite podcast player. 244 00:20:52.880 --> 00:20:55.200 Thank you, so much for listening until next time.

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Sales emails do not have to be complex, nor do they have to be particularly lengthy - in fact, the most successful campaigns tend...

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January 29, 2020 00:26:59
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69: How to Stand Out in a Crowded Market w/ Lewis Henderson

CISOs are bombarded with companies all making the same promise: 100% protection. How about technology companies took an honest tack for a change? Being...

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