20: The Power of Business Communities w/ Sangram Vajre

WEBVTT 1 00:00:02.560 --> 00:00:08.070 You were listening to bb revenue acceleration, a podcast dedicated to helping software executive 2 00:00:08.150 --> 00:00:11.949 stay on the cutting edge of sales and marketing in their industry. Let's get 3 00:00:11.990 --> 00:00:17.030 into the show. Hi, welcome to be to be a revenue acceleration. 4 00:00:17.469 --> 00:00:20.910 My Name is Joan M with Tier and I'm here today with some grum Vasher 5 00:00:21.350 --> 00:00:25.179 from terminus. Are you doing today and Grum, I am fantastic. How 6 00:00:25.219 --> 00:00:28.219 are you? I am very good. Thank you, very very good. 7 00:00:28.620 --> 00:00:32.859 So today we will be discussing the power of business communities, but first I'd 8 00:00:32.899 --> 00:00:35.729 like you to show a little bit more about yourself, but also the company 9 00:00:35.770 --> 00:00:40.170 that you represent, terminus. Yeah, sure, so I'm the cofounder and 10 00:00:40.289 --> 00:00:45.490 chief evangelist of Terminus. Most recently I ran marketing at par lot and went 11 00:00:45.570 --> 00:00:48.450 to the acquisition of exact orget and then sales force. It's all of a 12 00:00:48.490 --> 00:00:53.240 sudden event from this hundred people company based here in Atlanta to this ten billion 13 00:00:53.479 --> 00:00:58.119 iconic brand sales hold. That was one uriens for me. And then along 14 00:00:58.159 --> 00:01:02.280 the wall alium has become kind of my passion things. So I end up 15 00:01:02.280 --> 00:01:04.670 writing a book on Accountas marketing that, while he is published in two thousand 16 00:01:04.670 --> 00:01:08.349 and sixteen and it's been really good. Terminus started in around two thousand and 17 00:01:08.390 --> 00:01:12.230 fifteen. We started as three colos founders, where about two hundred people based 18 00:01:12.269 --> 00:01:15.909 here in Atlanta. Wow, that's been a fun journey and along the way 19 00:01:17.150 --> 00:01:19.579 also started I wrote a crazy blood flop, myth full of the jump. 20 00:01:19.620 --> 00:01:25.659 Sure we'll talk about that. Turn into a pretty awesome community of ten thousand 21 00:01:25.739 --> 00:01:30.819 people in plus people in the community with the nine conferences called flip my funnel, 22 00:01:30.140 --> 00:01:34.969 and we also do a daily podcast called flip my funnel talking about all 23 00:01:34.049 --> 00:01:38.250 things marketing, sales and life's wonderful for the thanks for that, sand grome. 24 00:01:38.969 --> 00:01:42.290 So on yarding team profile. You're the title and you mentioned that actually 25 00:01:42.290 --> 00:01:49.359 in your introduction of the accidental evangelist, and I believe that that may come 26 00:01:49.480 --> 00:01:53.439 from the Ug success of building up the flip my phone or community that you 27 00:01:53.480 --> 00:01:57.879 also mentioned. Can you please share with us what motivated you to create this 28 00:01:57.040 --> 00:02:00.790 community and and what you had chiefts of our yeah, I mean, I 29 00:02:01.310 --> 00:02:07.829 honestly didn't think of building a community. That wasn't the goal in the beginning. 30 00:02:07.870 --> 00:02:10.310 It was more of like I just wanted more people to come together and 31 00:02:10.550 --> 00:02:15.389 talk about the problem and what I realized in the early days was we were 32 00:02:15.020 --> 00:02:21.060 three first time founders based in Atlanta, haven't raised a lot of money, 33 00:02:21.419 --> 00:02:24.979 trying to build something that nobody's really talked about, accountass marketing until two thousand 34 00:02:24.979 --> 00:02:29.819 and fifteen. So it really was like, how do we make noise? 35 00:02:29.860 --> 00:02:32.050 How do we get people talking about it? And none of the analysts or 36 00:02:32.490 --> 00:02:36.810 all these turbo and all these analyst from none of them were talking about it. 37 00:02:36.969 --> 00:02:39.569 So it wasn't really uphill do or and I realized at that time that 38 00:02:39.729 --> 00:02:45.400 until we make the math to believe in it and talk about it, nobody's 39 00:02:45.400 --> 00:02:49.520 going to pay attend. And that really started this this idea of flip my 40 00:02:49.599 --> 00:02:53.000 funnel, which was, quite honestly, was a was a flight from San 41 00:02:53.039 --> 00:02:55.479 Francis is good. Atlanta was in the middle seat and I was drawing this 42 00:02:55.960 --> 00:03:00.430 this funnel on a piece of paper and I just flipped it and came up 43 00:03:00.430 --> 00:03:05.030 with these new stages and that became the philosophy and by the time I landed, 44 00:03:05.949 --> 00:03:08.870 produced a blog and I just launched it and many people said Hey, 45 00:03:08.990 --> 00:03:13.020 this is a great idea. That just put an event together and that led 46 00:03:13.060 --> 00:03:15.379 to another event, that led to another events really putting one step ahead of 47 00:03:15.539 --> 00:03:22.379 another. We kind of somehow stumbled on this building a community, which honestly, 48 00:03:22.460 --> 00:03:24.580 is is really the people in the community are building and making it happen. 49 00:03:24.819 --> 00:03:29.849 That's wonderful. Is Always love such an organic story, you know when 50 00:03:29.930 --> 00:03:34.289 things happen because you start with something and something else upon you don't make. 51 00:03:34.370 --> 00:03:38.330 It's an element of look, an element of doing things, but that's wonderful. 52 00:03:38.370 --> 00:03:40.289 What you managed to achieve means it's very, very, very impressive. 53 00:03:40.330 --> 00:03:46.360 I believe that flip my funnel is a multiplatform community, from from what I've 54 00:03:46.360 --> 00:03:49.159 been able to see, so people can interact through your website, through the 55 00:03:49.280 --> 00:03:53.280 podcast that you run, through events that you promote and so on. Which 56 00:03:53.599 --> 00:03:59.990 of those, from your perspective, is the most powerful channel to bring the 57 00:04:00.069 --> 00:04:03.189 community together? And if you had to pick one, which one read? 58 00:04:04.069 --> 00:04:09.669 It's a tough question, because there is a there is this thing they said 59 00:04:09.710 --> 00:04:13.699 the event is. I feel like it's absolutely the most powerful because it brings 60 00:04:14.020 --> 00:04:17.339 people together and there's nothing better when you have two people connecting an event and 61 00:04:17.420 --> 00:04:21.939 you build relationship and you now meet people that you're just seeing online and all 62 00:04:21.939 --> 00:04:27.170 of a sudden you feel like you're best friends event right. So to event 63 00:04:27.329 --> 00:04:30.730 is definitely one of the last conference we did in Boston. We had over 64 00:04:30.889 --> 00:04:35.490 thousand people attended and it was just the energy was incredible. So it's fun, 65 00:04:35.610 --> 00:04:40.639 but but you can't do an event every single day or month or week, 66 00:04:40.839 --> 00:04:44.360 so having making sure that you do once a year event. That's one 67 00:04:44.360 --> 00:04:47.079 of the reasons why we started this slip off dot org, which is an 68 00:04:47.079 --> 00:04:51.000 online community where people are able to communicate back and forth. But then also 69 00:04:51.399 --> 00:04:56.269 there's are all people who are doing some incredible things. So we said, 70 00:04:56.389 --> 00:04:59.470 well, why don't just start a podcast, which obviously is one of the 71 00:04:59.509 --> 00:05:03.589 most amazing passive way of listening to content, and literally the content that we 72 00:05:03.709 --> 00:05:08.699 create on a podcast, I put it on the linkedin platform and then there's 73 00:05:08.699 --> 00:05:12.660 a lot more engagement on that on a regular basis, almost daily. So 74 00:05:12.740 --> 00:05:15.620 I feel like all of these kind of feed each other. But if I 75 00:05:15.699 --> 00:05:17.459 have to say that what I love the most, more than anything, is 76 00:05:17.779 --> 00:05:23.290 really meeting people facetoface and seeing their face light up when they meet somebody they 77 00:05:23.529 --> 00:05:27.129 really wanted to connect when loan from. Yeah, so the event would be 78 00:05:27.170 --> 00:05:30.769 your favorite, then, I believe. But they all connected in a way 79 00:05:30.889 --> 00:05:34.569 so you recommend a frequency because I guess the community. I'm being part of 80 00:05:34.610 --> 00:05:39.759 a few communities and you've got communities that sometimes US collidered to be too much. 81 00:05:39.800 --> 00:05:43.160 I believe, from the members. I've got some community as out set 82 00:05:43.240 --> 00:05:46.360 of walk and I'm on the slug group as the moment. Is a few 83 00:05:46.399 --> 00:05:49.949 people who we've got the same whole bit and there is people absolutely commencing the 84 00:05:50.029 --> 00:05:55.029 whole days, which mean that we can of miss the most important place. 85 00:05:55.110 --> 00:05:57.870 So I think I just want question to you is that. Do you have 86 00:05:58.069 --> 00:06:03.819 recommendation in not overloading, on not on the loading your member bells, you 87 00:06:03.899 --> 00:06:08.819 come a frequency or in theme of Inc of the try to you use that? 88 00:06:09.019 --> 00:06:11.540 Is it? Again, a really good question, because I think about 89 00:06:11.540 --> 00:06:15.500 it quite a time, especially because we started daily podcast. Yeah, and 90 00:06:15.259 --> 00:06:19.170 I think what what really what I found out is that people are going to 91 00:06:19.250 --> 00:06:23.970 engage on the things that they like. So, for example, emails, 92 00:06:24.410 --> 00:06:28.089 we do not send more than once every two weeks because we know everybody gets 93 00:06:28.089 --> 00:06:30.529 terms of emails. So we don't need to send daily weekly emails. We're 94 00:06:30.569 --> 00:06:35.000 sending you once every other week. Now podcast, nobody has to do anything. 95 00:06:35.079 --> 00:06:39.199 There is no Bush of content. If people can subscribe and they can 96 00:06:39.279 --> 00:06:42.639 listen on their community so that has been great. The flip map on Thet 97 00:06:42.639 --> 00:06:46.319 Org, we try to post a question or something, maybe every week, 98 00:06:46.639 --> 00:06:48.990 but literally let it be organically. Some weeks there's a lot of conversations, 99 00:06:49.069 --> 00:06:53.269 some week there's a little conversation and we are okay with that, because people 100 00:06:53.430 --> 00:06:56.230 in and out. They have real jobs. We can expect people to be 101 00:06:56.709 --> 00:07:00.230 a hanging out all day all along in the community. So I think we 102 00:07:00.389 --> 00:07:04.139 have just made sure we are not doing overly doing something or pushing it too 103 00:07:04.180 --> 00:07:10.300 much. But if somebody wants to consume conversation and happy post conversations, they 104 00:07:10.420 --> 00:07:15.220 have options through our podcasts as being a daily come oversation. Okay. And 105 00:07:15.379 --> 00:07:19.730 do you use your members as as with the RTO, I guess, or 106 00:07:19.769 --> 00:07:24.529 as people who participate? Sure content through a different channel that you use, 107 00:07:24.769 --> 00:07:28.649 or is it just your contents really, and they're more I'm not seeing as 108 00:07:28.689 --> 00:07:30.800 a as a listener, if you will. Yeah, now, I think 109 00:07:30.879 --> 00:07:34.720 a lot. I mean if you listen to the Philopathal podcast, like ninety 110 00:07:34.800 --> 00:07:41.199 nine percent of the conversations are interviews with conditioners out there in the play in 111 00:07:41.279 --> 00:07:46.029 the market place who are doing something learning something, finding some issues or challenges. 112 00:07:46.310 --> 00:07:50.829 Those are pretty much the topics we will I really think communities are built 113 00:07:51.029 --> 00:07:58.029 when they are run by the community as opposed to a figurehead. And so 114 00:07:58.350 --> 00:08:00.579 as much as I would like to say, yeah, I'm the found of 115 00:08:00.620 --> 00:08:03.899 Sun, but my involvement is pretty much making sure there are tools, there 116 00:08:03.899 --> 00:08:09.060 are events, that are activities of happening, but the conversations have to be 117 00:08:09.300 --> 00:08:13.689 literally led by the people in the community. That's really when it becomes super 118 00:08:13.730 --> 00:08:16.649 vibrant. Great that. That's really what's pull off for because you also will 119 00:08:16.730 --> 00:08:20.689 touch to things that we people will care about, the guests in the community, 120 00:08:20.730 --> 00:08:24.370 which which is much more meaningful than going out with with your own idea 121 00:08:24.410 --> 00:08:28.040 that may not be what the community wants to do about the guess. So 122 00:08:28.600 --> 00:08:30.639 I mean, you know, the other point of that is that I don't 123 00:08:30.639 --> 00:08:33.639 have that many ideas, being very honest, why? You know, there 124 00:08:33.919 --> 00:08:37.919 are few ideas that I have and I feel like I've had to talk about 125 00:08:37.919 --> 00:08:41.830 them like maybe that a community or commodity, or here's the best practices, 126 00:08:41.870 --> 00:08:46.710 wh I think I abm. Framework would beyond that. It is incredibly humbling 127 00:08:46.950 --> 00:08:52.830 and amazing to hear people who are actually in the trenches and actually fighting the 128 00:08:52.909 --> 00:08:54.980 fight, the good fight, who are actually trying to do something new and 129 00:08:56.059 --> 00:08:58.259 there some somebody might be in a small company and somebody may be in a 130 00:08:58.299 --> 00:09:03.539 billon doll company, and how they're all trying to fix the problem their organizations. 131 00:09:03.740 --> 00:09:07.299 There is no way that I can ever bring that level of intensity in 132 00:09:07.379 --> 00:09:13.129 the conversation without hearing from them. So I enjoy the solid dator. Yeah, 133 00:09:13.169 --> 00:09:16.330 that's that's so true, very, very trund and I guess we do 134 00:09:16.450 --> 00:09:18.090 exactly the same. And this is so I was. I was saying to 135 00:09:18.169 --> 00:09:24.169 the team I walk with to organize the post guests how enriched I feel after 136 00:09:24.250 --> 00:09:26.120 each conversation. You know, since we start is I've a long so much 137 00:09:26.159 --> 00:09:30.600 from people and there is the conversation during the podcast, but there is also 138 00:09:30.600 --> 00:09:33.519 the conduction, I'll say, the podcast, the preparation, things like that. 139 00:09:33.720 --> 00:09:37.360 It's so, so insightful. To finalize, I've got a question for 140 00:09:37.440 --> 00:09:39.830 you about about written on investments in the way, but I'll do you see, 141 00:09:41.029 --> 00:09:46.470 flip my fun or community generating business for what company terminus, and I'll 142 00:09:46.549 --> 00:09:50.389 do you measure it. Yeah, it's really hard to really look at it 143 00:09:50.509 --> 00:09:52.419 that way. And when I take a step back, I didn't realize this 144 00:09:52.580 --> 00:09:58.220 before, but I have been I've been learning about building categories and and I 145 00:09:58.299 --> 00:10:03.820 feel like every single category leader out there in the marketplace has a community. 146 00:10:03.659 --> 00:10:07.730 They're leading by the community. We can look at examples like sales force. 147 00:10:07.009 --> 00:10:11.490 Well, look at they didn't create a sales force, only community. They 148 00:10:11.529 --> 00:10:15.049 could call it reinforce. You look at hop spot. They didn't call a 149 00:10:15.129 --> 00:10:18.450 hop spot community, they call it in bound. You look at gainside. 150 00:10:18.490 --> 00:10:20.529 They called it pulse, and we can go on and on. So, 151 00:10:20.730 --> 00:10:22.639 like terminus, it is plip my funnel, which means we have to be 152 00:10:22.879 --> 00:10:28.360 incredibly honest making sure that we are not using the community as a bait. 153 00:10:28.679 --> 00:10:35.039 To deep close are more of terminus. But community allows us to create narratives 154 00:10:35.080 --> 00:10:39.029 in the marketplace that we believe are important for people to know and in some 155 00:10:39.190 --> 00:10:41.190 way, shape or form, obviously it helps us because people know who is 156 00:10:41.230 --> 00:10:46.389 connected with those. So almost every single category leader out there in the marketplace, 157 00:10:46.750 --> 00:10:50.259 when you look back and the blueprint of their leadership style, is that 158 00:10:50.419 --> 00:10:54.740 they are led by community. It's not. They're not let by product, 159 00:10:54.860 --> 00:10:58.659 because somebody can build a better product than what we have today. So I 160 00:10:58.740 --> 00:11:05.169 feel like community gives you almost incredible opportunity to own the market narrative. And 161 00:11:05.250 --> 00:11:07.929 once you start owning the market narrative, then you have an opportunity to win 162 00:11:09.409 --> 00:11:13.289 based on the fact that you are a bigger brand awareness and brand presence and 163 00:11:13.370 --> 00:11:16.889 if you have any good of a product, which obviously we feel we have 164 00:11:16.049 --> 00:11:18.879 it, so to sales force and help spot and others, then you will 165 00:11:20.320 --> 00:11:22.600 win, and I think it that's how it's really help. been a remarkable 166 00:11:22.679 --> 00:11:28.399 thing for us because almost every single competitor of terminus sponsors. Flip my phone 167 00:11:28.519 --> 00:11:31.919 either or not they are an attendance or they're sponsoring and has a built or 168 00:11:31.000 --> 00:11:35.110 they are speaking at the conference. So we made sure that this is like 169 00:11:35.190 --> 00:11:39.470 an industry conference. So everybody wants to run around learn about a canvass marketing 170 00:11:39.789 --> 00:11:43.429 is coming to the conferences because everybody is here and we did not exclude anybody, 171 00:11:43.509 --> 00:11:48.059 we just invited everybody. So many ways it really allowed us to own 172 00:11:48.100 --> 00:11:52.259 the narrative from the top and build a community from the bottom. Absolutely we 173 00:11:52.340 --> 00:11:56.620 had a we had the guest who is three, the person with helping us 174 00:11:56.620 --> 00:12:01.929 to put all this podcasts together, James Carberry at a street fish media and 175 00:12:01.889 --> 00:12:05.690 we discuss about how can you just for the podcast. I'm not talking about 176 00:12:05.769 --> 00:12:09.409 events and I'm not talking about the use of bits and pieces, but we 177 00:12:09.169 --> 00:12:13.929 discuss about how can you actually generate business from the podcast and we realize that 178 00:12:13.009 --> 00:12:16.679 there is three things there is. The first one is true listener. So 179 00:12:16.799 --> 00:12:22.759 people, someone new, find stueball upon your podcast somewhere on the Internet, 180 00:12:22.039 --> 00:12:24.559 listen to it, loves what you've got to say, wants to get in 181 00:12:24.639 --> 00:12:30.070 touch with you. The chancel that of that are probably a little bits slim, 182 00:12:30.549 --> 00:12:35.149 but it could happen. The other way is potentially to invite people that 183 00:12:35.350 --> 00:12:39.590 you believe could become your customers or could become partners who could be insightful for 184 00:12:39.750 --> 00:12:46.019 your community. So you kind of get in touch with your and US always 185 00:12:46.059 --> 00:12:48.899 the person that you want to sell to. And the third one is read. 186 00:12:48.940 --> 00:12:54.940 That so clear. There ship type of image that I believe you gift 187 00:12:54.980 --> 00:13:00.970 to yourself, which means that you may start the prospective conversation with a new 188 00:13:01.049 --> 00:13:05.769 clients completely outside of the community that you build, but when those people start 189 00:13:05.809 --> 00:13:09.289 to research you, they find that community, they find that you are part 190 00:13:09.330 --> 00:13:13.679 of a community, they find that you are talking about subject matter at a 191 00:13:13.879 --> 00:13:18.519 quite interesting to them, to the appeals, but also as a mention or 192 00:13:18.519 --> 00:13:24.399 radio. Few time you cannot have that sort leadership or are around you, 193 00:13:24.840 --> 00:13:28.669 and we believe that it's probably for us that's what has been the most successful 194 00:13:28.870 --> 00:13:33.950 and what we've seen the most, the most feedback from prospect becoming clients, 195 00:13:33.990 --> 00:13:37.149 for people said well, look, we are looking at you guys and potentially 196 00:13:37.190 --> 00:13:41.019 a fewers of companies, but when we need some research about your company, 197 00:13:41.059 --> 00:13:45.179 when we did some research about the management, and we so all the article, 198 00:13:45.779 --> 00:13:48.179 sort leadership, contend, the podcast, the conversation, the people you 199 00:13:48.220 --> 00:13:52.899 are connected with, that just gives us confidence to move forward. So I 200 00:13:52.980 --> 00:13:58.090 think the community can be actually very powerful, not only acquisition or for acceleration 201 00:13:58.090 --> 00:14:00.970 or but yeah, it is. It is, as you said, it 202 00:14:01.450 --> 00:14:05.610 is out. It's you should not expect to and maybe you can comment on 203 00:14:05.690 --> 00:14:09.320 that, but I don't know what will be the timeframe from starting to build 204 00:14:09.320 --> 00:14:13.279 up a community to get a first revenue from it, but I would expect 205 00:14:13.279 --> 00:14:16.399 that this a good few months. Yeah, I mean I think for us 206 00:14:16.440 --> 00:14:20.320 that happened immediately, right like, even if I have to really trace almost 207 00:14:20.559 --> 00:14:24.590 in the earth days. When we did the first conference we had about ten 208 00:14:24.750 --> 00:14:28.870 customers and the conference had three hundred and two to people that travel from all 209 00:14:28.909 --> 00:14:33.110 over the place to attend. And for us, like right after that I 210 00:14:33.190 --> 00:14:37.029 remember, like you know, end of month we were like over past fifty 211 00:14:37.110 --> 00:14:41.220 customers and I feel like the event had a lot to do because it's not 212 00:14:41.379 --> 00:14:46.700 just the people who are attending the event but the above that it created across 213 00:14:46.059 --> 00:14:50.620 the whole industry around. Oh there is an event happening here and these are 214 00:14:50.620 --> 00:14:52.809 all amazing people. They're sending to their people, a lot of the people 215 00:14:52.850 --> 00:14:56.929 who are sponsoring the sending emails to their distribution list. So the hell effect 216 00:14:58.330 --> 00:15:01.730 of what it can do is is more than the one day or two days 217 00:15:01.769 --> 00:15:05.929 when you have the event. So I know that from a revenue perspective it 218 00:15:05.090 --> 00:15:09.799 has it's not just the net new revenue. I feel like you know, 219 00:15:09.879 --> 00:15:13.679 I think sales forts has this case study with their trial brazer community that I 220 00:15:13.799 --> 00:15:16.559 was starting to Matthew Sweezy, who runs their thought leadership at sales force. 221 00:15:16.799 --> 00:15:22.269 He said that every single person who is in the trail Lazer community of sales 222 00:15:22.350 --> 00:15:28.309 force spends two times more and stays four times longer than other customers. So 223 00:15:28.389 --> 00:15:31.669 if you even think from a retention perspective, when you think from the overall 224 00:15:33.070 --> 00:15:35.580 value of the customer for you, if they are part of a community, 225 00:15:35.820 --> 00:15:39.740 you know that they're having conversations and in that means that they have a higher 226 00:15:39.779 --> 00:15:43.820 chance of being successful and that they're successful, they were stay with you. 227 00:15:43.220 --> 00:15:48.220 So I think paty has a much bigger part than this acquisition. Yeah, 228 00:15:48.340 --> 00:15:52.809 no, I think that's that's a very, very point. Or thank you 229 00:15:52.850 --> 00:15:56.690 very much for sharing or your insight with us today. Some grum now, 230 00:15:56.129 --> 00:16:00.289 if anyone was listening to that podcast would like to get in touch with you 231 00:16:00.570 --> 00:16:04.279 or getting touch about Iminis to a more about what's your gays can do for 232 00:16:04.399 --> 00:16:07.480 them. What is the best way to get in touch? Well, I'm 233 00:16:07.759 --> 00:16:11.480 doing personally. I'm on Linkedin, post something daily over there. I love 234 00:16:11.559 --> 00:16:15.759 it. You can definitely with me on that. Linkedin, on sang on 235 00:16:15.840 --> 00:16:18.389 wager on to German as you can get fremiscom. If you want to be 236 00:16:18.389 --> 00:16:22.909 a part of community that is seeking different ideas, are on the APM. 237 00:16:22.190 --> 00:16:26.470 You can join the flip of Font Malcom community or listen to the podcast. 238 00:16:26.830 --> 00:16:30.629 That's wonderful. Well, that's great. Mini thanks once again on gram for 239 00:16:30.710 --> 00:16:34.179 your playing today. It was fantastic to a jumber show. Thank you. 240 00:16:36.419 --> 00:16:42.100 operatics has redefined the meaning of revenue generation for technology companies worldwide. While the 241 00:16:42.220 --> 00:16:48.889 traditional concepts of building and managing inside sales teams inhouse has existed for many years, 242 00:16:48.330 --> 00:16:53.129 companies are struggling with a lack of focus, agility and scale required in 243 00:16:53.210 --> 00:17:00.450 today's fast and complex world of enterprise technology sales. See How operatics can help 244 00:17:00.490 --> 00:17:07.039 your company accelerate pipeline at operatics dotnet. You've been listening to be tob revenue 245 00:17:07.079 --> 00:17:11.400 acceleration. To ensure that you never miss an episode, subscribe to the show 246 00:17:11.480 --> 00:17:15.480 in your favorite podcast player. Thank you so much for listening. Until next 247 00:17:15.519 --> time.