43: Three Keys to Building the Perfect Go-to-Market Strategy w/ Adam Stein

June 05, 2019 00:20:41
43: Three Keys to Building the Perfect Go-to-Market Strategy w/ Adam Stein
B2B Revenue Acceleration
43: Three Keys to Building the Perfect Go-to-Market Strategy w/ Adam Stein

Jun 05 2019 | 00:20:41

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Show Notes

What does the perfect go-to-market strategy look like?

Well, there’s probably no such thing as a perfect go-to-market.

But, by focusing on a few key elements, you can get pretty close.

As a product marketer, Adam Stein, Principal at APS Marketing, has often come across both large and smaller companies that struggling with aspects of their go-to-market.

So, he’s identified three key elements that you can focus on to create a great strategy. On the latest episode of the B2B Revenue Acceleration podcast Adam shared those keys.

Here’s what he had to say.

View Full Transcript

Episode Transcript

WEBVTT 1 00:00:02.560 --> 00:00:08.349 You were listening to bb revenue acceleration, a podcast dedicated helping software executives stay 2 00:00:08.390 --> 00:00:12.189 on the cutting edge of sales and marketing in their industry. Let's get into 3 00:00:12.189 --> 00:00:17.309 the show. Hi, welcome to be to be a revenue acceleration. My 4 00:00:17.390 --> 00:00:21.820 name is him with you and I'm yet today with Adamstein, principle at APS 5 00:00:21.980 --> 00:00:25.219 marketing. How are you doing today, Adam? Very good. Right, 6 00:00:25.339 --> 00:00:28.260 thank you very much for asking and excited to be here with you today. 7 00:00:28.899 --> 00:00:32.859 That's a pleasure to have you. So can you please introduce yourself to our 8 00:00:33.060 --> 00:00:36.890 audience and tell them a little bit more about your company, APS marketing? 9 00:00:37.170 --> 00:00:40.570 Thank you, Ray, be happy with you. So my company, APS 10 00:00:40.729 --> 00:00:46.770 marketing does product marketing as a service and we offer that because in twenty past 11 00:00:46.850 --> 00:00:52.719 years and doing enterplies marketing for startups and large complete it's a cap that's out 12 00:00:52.759 --> 00:00:56.960 there and a lot of a lot of people don't realize the need for product 13 00:00:57.000 --> 00:01:00.880 marketing. So I think the product marketing of service Primor Ely Mobile Networking, 14 00:01:02.280 --> 00:01:07.709 security, N fly, software and Mark Tech Markets. Okay, that's wonderfuls 15 00:01:07.870 --> 00:01:14.030 quite a comprehensive suvy. So offering. Now getting into the topic as a 16 00:01:14.150 --> 00:01:19.900 product marketer. I believe that you probably often come across both large and smaller 17 00:01:19.939 --> 00:01:23.219 organization at all struggling with the messaging, the content that go to market, 18 00:01:23.260 --> 00:01:29.739 strategy and also out to position themselves us just competition. And from previous conversation 19 00:01:29.900 --> 00:01:34.010 we've had we've agreed that one of the critical question that those companies should ask 20 00:01:34.129 --> 00:01:40.090 themselves before, you know, getting to market, is actually what problems are 21 00:01:40.170 --> 00:01:44.969 we solving? So could you please comment on the importance of this question and 22 00:01:45.250 --> 00:01:49.599 why some companies do actually struggle to findancers to it? Yeah, I think 23 00:01:49.640 --> 00:01:55.879 it comes down to what marketers are called the buyers journey, and when you're 24 00:01:55.959 --> 00:02:00.040 doing sales and marketing, a lot of cells and marketing teams are focusing on 25 00:02:00.239 --> 00:02:06.510 technology. They're focusing on the pits by how the technology work? Why the 26 00:02:06.629 --> 00:02:10.110 technology quine code different than some real technology? Why the pick a pread box 27 00:02:10.229 --> 00:02:14.990 with different reread box? And they shouldn't be doing that. Should be focusing 28 00:02:15.069 --> 00:02:20.419 on the buyers, the the bierus problem, and that's really the just what 29 00:02:20.620 --> 00:02:25.979 problem you're solving. You need to be solving a specific problem in the buyers 30 00:02:27.180 --> 00:02:31.610 mind and needed to market accordingly around that. Okay, so when we talk 31 00:02:31.650 --> 00:02:36.689 about the Promo. Let's say you will start up and you've got a couple 32 00:02:36.770 --> 00:02:42.210 of very good technical confounder people who believe that they've got to product solve some 33 00:02:43.050 --> 00:02:46.000 technical issues. Would you just look at the technical issues that you are solving? 34 00:02:46.039 --> 00:02:50.520 Would you look at the business issue that you are solving? What would 35 00:02:50.560 --> 00:02:53.560 you suggest the best place to start, because there is always the technical argument 36 00:02:53.680 --> 00:02:57.639 versus the business arguments? That's right, that's right. I give a good 37 00:02:57.639 --> 00:03:01.150 example. I think it's best best shared of than example I have any discovery 38 00:03:01.270 --> 00:03:07.789 and compliance software client. Think of it as a DBRE are digital video recording 39 00:03:07.270 --> 00:03:12.509 for all the content that a company they put on a website. So the 40 00:03:12.629 --> 00:03:17.979 reason that he discovering compliance is important is content that was put on a website 41 00:03:19.139 --> 00:03:23.819 may not be appropriate or relevant or permissible and the website can change to meet 42 00:03:23.860 --> 00:03:28.129 that no recording of it. So if you're in the government industry, are 43 00:03:28.250 --> 00:03:32.849 regulate industry, you need to wait actually document what was live on a particular 44 00:03:32.930 --> 00:03:38.530 website and what wasn't. Lock. So the problem they were solving is they 45 00:03:38.569 --> 00:03:42.879 were relatively new entrance to the market. It's not a usually established market. 46 00:03:43.000 --> 00:03:47.080 You discovering compliance, but this client wanted to be able to differentiate these of 47 00:03:47.159 --> 00:03:53.159 these the competition, who had all kinds of public available content, of publicly 48 00:03:53.199 --> 00:03:58.229 available videos on their site, and so they hired my firm to do competitive 49 00:03:58.229 --> 00:04:01.870 analysis, what they were doing for the others we're doing, and then publish 50 00:04:01.949 --> 00:04:08.189 the competitive analysis publicly. And so they did that. We built a competitive 51 00:04:08.189 --> 00:04:12.379 analysis table and we published did in the reason that was very impactful for the 52 00:04:12.500 --> 00:04:18.540 marketing standpoint is it didn't just cover the technical differences. They covered the problems 53 00:04:18.579 --> 00:04:24.100 that the particular software was solving. He discovering compliance. These of you the 54 00:04:24.180 --> 00:04:29.129 competition. So it was very cool. We're from the another differentiation. What 55 00:04:29.449 --> 00:04:32.730 was being done with product a? I don't want to need to company product 56 00:04:32.769 --> 00:04:38.209 a persus product B. and they had too to publish that and it's been 57 00:04:38.290 --> 00:04:44.519 a huge demand and and competitive product for their sales teams. Today. It's 58 00:04:44.560 --> 00:04:46.680 been up there more more than nine months and they continue to use it. 59 00:04:47.399 --> 00:04:51.439 So basically, I guess the real answer to the question is is probably it. 60 00:04:51.519 --> 00:04:56.509 You would need for different level of person that you will you would engage 61 00:04:56.550 --> 00:05:00.350 ways a spot of the cells process or the marketing process. You almost need 62 00:05:00.389 --> 00:05:04.389 to answer that that question or try to answer that question for every function, 63 00:05:04.589 --> 00:05:09.579 I. I. Every type of individual that you will be trying to sell 64 00:05:09.660 --> 00:05:13.420 to auto market to yeah, I think. I think what marketers and sells 65 00:05:13.459 --> 00:05:17.300 people for two personas. So when you're selling a different personas, whether it's 66 00:05:17.420 --> 00:05:24.089 the technical persona, the executive persona, that business persona, you have to 67 00:05:24.170 --> 00:05:28.290 be able to basically appeal to the different personas. With the content and the 68 00:05:28.689 --> 00:05:34.209 whole idea here it's coming from clients analysis. You have content in that analysis, 69 00:05:34.490 --> 00:05:39.160 in this example that I'm share with you, that has a technical bent 70 00:05:39.240 --> 00:05:43.920 to it, it has a business bent to it and it has a very 71 00:05:44.199 --> 00:05:47.879 clear competitive bent to it. So if you're comparing the products, which everybody 72 00:05:47.959 --> 00:05:51.029 does, I really goes to a website before they buy a product. You 73 00:05:51.269 --> 00:05:58.069 have that physical cont and people look at to help you understand one product, 74 00:05:58.189 --> 00:06:01.230 persons another rights and that company's point of view. And I guess this is 75 00:06:01.389 --> 00:06:05.100 this is always the bio journey evolving as well. People doing their own research 76 00:06:05.100 --> 00:06:13.579 online, looking at reviews, looking at compact competitive tables or trained to assess 77 00:06:13.660 --> 00:06:16.100 basically what's the they want to boil done. They won't say if you do 78 00:06:16.259 --> 00:06:20.689 the job for them you actually save their time in lots of research and that's 79 00:06:20.730 --> 00:06:25.889 probably something that the prospect would really like. That that makes perfect sense. 80 00:06:26.370 --> 00:06:30.889 Another discussion that we've had before is that many companies between make their does sales 81 00:06:30.970 --> 00:06:35.279 and marketing strategy of early complex and, as we discuss, often simple or 82 00:06:35.439 --> 00:06:42.879 simpler solution out letting a clear business technical problem or solution would work best. 83 00:06:43.160 --> 00:06:47.870 So can you please comment on why simplicity is often better and complexity in cells 84 00:06:47.910 --> 00:06:50.990 and marketing? It's a really good question. Right. I think one of 85 00:06:51.069 --> 00:06:56.709 the things that the sales and buy and the marketing teams need you to embrace 86 00:06:57.189 --> 00:07:01.819 in simplessly, because they need to be able to scale that that gotto market 87 00:07:01.980 --> 00:07:06.420 and the content plan the way they have it, and just the sell marting 88 00:07:06.500 --> 00:07:12.100 team that are involved the product that you and I both know. It's kind 89 00:07:12.100 --> 00:07:18.290 of a multi threadit hyper in that the channel team and partners who sell a 90 00:07:18.490 --> 00:07:26.089 technology are product need have punt and that they can embrace and extend a sales 91 00:07:26.129 --> 00:07:30.560 up and then. So we're working with a large telco, we're working with 92 00:07:30.680 --> 00:07:34.560 a multi national distributor. You need to have a way to get content to 93 00:07:34.879 --> 00:07:42.439 those sellers and still have the essence of the DNA that the marketing the sales 94 00:07:42.480 --> 00:07:47.310 people use to put it together, carry water throughout the whole process, throughout 95 00:07:47.310 --> 00:07:53.470 all the different regions, throughout all the different selling situations. And if you 96 00:07:53.629 --> 00:07:57.110 have it over complex that terms to get law, what if you make it 97 00:07:57.310 --> 00:08:03.300 simple? It carries a lot longer, it has a lot better way to 98 00:08:03.420 --> 00:08:07.620 Surey, even in just even in different language. I've got to be the 99 00:08:07.819 --> 00:08:09.980 I guess, a disruptive question to ask you, because you don't want to 100 00:08:09.980 --> 00:08:16.170 upset anyone, but we often get given by our clients some very large white 101 00:08:16.290 --> 00:08:18.569 papers, and what I'm saying very large I'm looking in volume of worlds, 102 00:08:18.569 --> 00:08:24.569 number of pages we probably tooking. Sometimes we probably went up to thirty forty 103 00:08:24.689 --> 00:08:31.319 pages of white papers, and that was pretty technical and and, I guess, 104 00:08:31.720 --> 00:08:35.799 in a way in most cases, quite difficult to digest. What would 105 00:08:35.799 --> 00:08:39.120 be your opinion on that sort of pieces of content? You think that actually 106 00:08:39.159 --> 00:08:43.190 helps, because at that kind of go against the principle of simplicity. It 107 00:08:43.830 --> 00:08:48.509 flies and the faith of simplicity. I would really again from both free and 108 00:08:48.590 --> 00:08:50.990 say flies and face for supposedly, and you bring up on your point, 109 00:08:52.070 --> 00:08:56.299 I think before the Internet and before there was you know, a lot of 110 00:08:56.539 --> 00:09:01.940 research that was readily available, competitive analysis and third party content. You know, 111 00:09:01.059 --> 00:09:05.340 people at the technology standpoint, like back in the day, I worked 112 00:09:05.379 --> 00:09:09.980 at Cisco earlier on the s when they know rout it was a big deal. 113 00:09:09.610 --> 00:09:13.370 People were just starting to talk about routing. Siscoe published thirty or forty 114 00:09:13.370 --> 00:09:20.649 page white papers about LSPF or ripple to any kind of networking protocol that was 115 00:09:20.730 --> 00:09:24.279 coming out. That was great back then because the Internet didn't have a lot 116 00:09:24.399 --> 00:09:31.720 of electronic content. It was just started. Nowadays, I think that there 117 00:09:31.799 --> 00:09:35.360 are very few use cases that you really want to, as a marketer, 118 00:09:35.919 --> 00:09:39.669 put together thirty free page white paper. Yes, there are some technical buyers 119 00:09:39.710 --> 00:09:43.750 who want extruciating detail, but I think they'd more wanted in the demo, 120 00:09:45.230 --> 00:09:48.230 yeah, and a proof of concept, and they would in a white paper. 121 00:09:48.509 --> 00:09:52.190 And with the Internet being way it is, products being the way they 122 00:09:52.230 --> 00:09:56.100 are, whether they are virtual products or SASS products, you can get those 123 00:09:56.139 --> 00:10:00.139 detailed demos rather than writing paper which is going to quickly become outcated in a 124 00:10:00.179 --> 00:10:03.340 couple of months. Absolutely, and he's doll. He's still a medium that 125 00:10:03.460 --> 00:10:09.210 you would you would suggist. So we see it's of people but they were 126 00:10:09.210 --> 00:10:11.330 doing a podcast right now. So that's a medium to engage with, a 127 00:10:11.409 --> 00:10:16.210 COMETEO, to engage with people. We see some of all cleans using video. 128 00:10:16.649 --> 00:10:20.529 Obviously you've got websites. Well, do you think it? I don't 129 00:10:20.570 --> 00:10:22.240 know if there is a straight on st to that, but is there a 130 00:10:22.440 --> 00:10:26.799 medium that you believe is a is the best way to convey the essence of 131 00:10:26.879 --> 00:10:31.519 a very proposition, the essence of what the solution does, or is it 132 00:10:31.679 --> 00:10:35.429 just something people should basically make a decision on base on there? It's on 133 00:10:35.509 --> 00:10:39.230 the preference. Yeah, and actually gets factor a point you made earlier than 134 00:10:39.350 --> 00:10:43.950 excellent point about personas right. If you're a technical buyer, more often than 135 00:10:43.990 --> 00:10:48.590 that you're going to want a video or technical deep dive. Okay, if 136 00:10:48.629 --> 00:10:52.700 you are a business buyer and you may just want a first meeting and to 137 00:10:52.860 --> 00:10:56.620 initial content about the topic, and maybe it's a review or maybe it's just 138 00:10:56.980 --> 00:11:00.259 a website, maybe you want to podcast like we're talking about now. If 139 00:11:00.259 --> 00:11:03.460 you're a mar tech buyer, you know a podcast might be the way to 140 00:11:03.500 --> 00:11:07.450 go to. So there's not one right answer. But as a marketer and 141 00:11:07.570 --> 00:11:11.169 sales expert you really have to think about what kind of the blend is for 142 00:11:11.289 --> 00:11:16.769 the different personas that you're selling to. So your you know, enterprise software 143 00:11:16.809 --> 00:11:20.840 buyer or sell or rather you're going to do a mix of website and podcast 144 00:11:22.320 --> 00:11:26.600 and videos. Okay, so it's about's about having the right mixing. Personally, 145 00:11:26.720 --> 00:11:31.240 that makes perfect sense, I'm don't we also know that one of your 146 00:11:31.279 --> 00:11:37.389 specialties is building good to market programs and and and relevant content with with with 147 00:11:37.549 --> 00:11:41.470 focus on roothing, you driven goals. So it's again maybe a bit of 148 00:11:41.549 --> 00:11:46.389 a way open question this one. But what does the perfect God to mack 149 00:11:46.470 --> 00:11:50.259 and plant look like? A really good question. I don't know there's a 150 00:11:50.419 --> 00:11:54.419 perfect good to market plan, but I think they workable. A workable go 151 00:11:54.580 --> 00:12:01.100 to market plan is actionable and it's somewhat closed group and that you have the 152 00:12:01.179 --> 00:12:05.370 marketing and sales team very well on from the beginning, drawn up a blueprint 153 00:12:05.769 --> 00:12:11.570 that the marketing sales team both agree to and you're building content which the sales 154 00:12:11.649 --> 00:12:16.600 and marketing teams are, you know, getting together with and kind of orchestrating 155 00:12:16.639 --> 00:12:20.799 their building a concert around it. You've got the instrument, you've got the 156 00:12:20.919 --> 00:12:26.480 notes, you've got the audience. They're putting that together and so that perfect 157 00:12:26.639 --> 00:12:31.389 go to market plan. Answer question. I think has a blend of the 158 00:12:31.549 --> 00:12:37.750 right content, the right sale place, some structure without being too overly bearing. 159 00:12:37.830 --> 00:12:41.190 Structure, in other words, it's flexible, that it can change and 160 00:12:41.750 --> 00:12:46.139 it's recordable, in other words, there are analytics behind it, because I 161 00:12:46.299 --> 00:12:48.620 think nowadays, and we haven't talked about this yet, but I know you 162 00:12:48.779 --> 00:12:52.019 and I have talked about this. I'm behalf some of the clients who work 163 00:12:52.059 --> 00:12:58.250 on together, you need to have actiable analytics. They need to show what's 164 00:12:58.330 --> 00:13:03.409 happening when you go to market plan, because that's that's the reality of today's 165 00:13:03.490 --> 00:13:07.769 marketing and sales efforts. They need to have the analytics to show that there's, 166 00:13:09.169 --> 00:13:13.320 you know, successful work happening and if something needs to change, then 167 00:13:13.360 --> 00:13:16.799 you work on it together and figure out a way to change it and then 168 00:13:16.840 --> 00:13:18.519 then put your really you and you're right with it, commission if your day, 169 00:13:18.600 --> 00:13:24.080 which is quite interesting because you're getting straight to my next question. You're 170 00:13:24.080 --> 00:13:26.429 reading my mind, YEA, which is really around the KPI. So if 171 00:13:26.470 --> 00:13:31.950 I was to be at the building stage, the foundation of building my perfect 172 00:13:33.309 --> 00:13:37.269 go to market plan, what KPI should I have in minds? And and 173 00:13:37.429 --> 00:13:41.190 to your points. WHAT KPA should I money to moving forward to should a 174 00:13:41.269 --> 00:13:46.820 progress in running out that marketing plunt successfully? Yeah, I'm excellent question race. 175 00:13:46.940 --> 00:13:50.220 So I was very fortunate in my career and the last start up, 176 00:13:50.259 --> 00:13:54.740 the last two startup that I work with full time as our VP of marketing 177 00:13:54.620 --> 00:14:00.210 was in the mobile space and mobile security, and the same we see that 178 00:14:00.409 --> 00:14:05.370 put me into that firm also invested in one of the top marketing automation platforms 179 00:14:05.490 --> 00:14:09.649 when it first came out. So I had a kind of a ground for 180 00:14:09.850 --> 00:14:15.200 work and putting marketing automation into use and the sales play, and so the 181 00:14:15.639 --> 00:14:20.000 gentleman that was one of the founders of that company took me aside and shared 182 00:14:20.159 --> 00:14:24.950 some of this, you know, cookbook secret ingredients of putting together that company, 183 00:14:24.269 --> 00:14:26.990 which, again, that was a huge benefit to me and I'm humbled 184 00:14:28.070 --> 00:14:31.710 by the ability to gain access to that, as me was John, and 185 00:14:31.830 --> 00:14:35.149 John Really, you know, shared with me what was happening in, you 186 00:14:35.269 --> 00:14:41.019 know, a KPI and ideal KPI waterfall and he helped me put together a 187 00:14:41.100 --> 00:14:46.179 waterfall, showing me and showing their marketing and self peep the or start up, 188 00:14:46.740 --> 00:14:50.700 how to put together. They go to market plan, which included things 189 00:14:50.860 --> 00:14:54.049 like, okay, how many leads we need to get to? How much 190 00:14:54.169 --> 00:15:01.330 revenue? What's the opportunity turnaround time frame as your opportunity timeframe, accelerating, 191 00:15:01.490 --> 00:15:07.559 decelerating? One of the types of programs we are organic or paid, that 192 00:15:07.720 --> 00:15:11.759 are really driving some of the opportunities? How fast is driving the opportunities? 193 00:15:13.399 --> 00:15:18.000 What regions are driving the opportunities and what programs and putting that all together, 194 00:15:18.440 --> 00:15:22.870 having get the not automated completely. That's kind of a nirvana of a market 195 00:15:24.029 --> 00:15:30.350 injury, but really showing you what would be accelerants for go to market plan 196 00:15:30.509 --> 00:15:33.190 to be able to focus on the metrics of what the plan is actually delivering 197 00:15:33.629 --> 00:15:37.659 today, tomorrow and, you know, six months from now. Okay, 198 00:15:39.299 --> 00:15:43.740 that makes sense. And what's is the involvement of sense. Would you get 199 00:15:43.740 --> 00:15:46.340 sells involved at any point? At some points they would have to end to 200 00:15:46.460 --> 00:15:52.730 in the execution they believe, but how would you recommend to to to the 201 00:15:52.850 --> 00:15:56.809 markets of the done listening to us, to involve their sets team in that 202 00:15:56.970 --> 00:16:02.809 good market plan? I think that sales of marketing intertwined here and I think 203 00:16:02.850 --> 00:16:06.360 that's one of the key things of the playbook. The whole sales playbook that 204 00:16:07.000 --> 00:16:10.759 when my teams have been really, really successful to start up level or even 205 00:16:10.799 --> 00:16:15.320 the larger company level, they have really embraced the sales team and gotten the 206 00:16:15.360 --> 00:16:18.590 sales team involved almost from day one to make sure that, you know, 207 00:16:18.710 --> 00:16:22.230 marketing may come up with a plan. That's all well and good, but 208 00:16:22.870 --> 00:16:27.830 really getting sales buy and on the plan so that the sales are the the 209 00:16:27.950 --> 00:16:33.059 executors of that plan. The sales become extension of the marketing team and marketing 210 00:16:33.220 --> 00:16:37.500 becomes extension of the sales team. Right, there are definitely two sides of 211 00:16:37.659 --> 00:16:41.620 the coin and you need the entire coin in order to be successful. Before 212 00:16:41.620 --> 00:16:45.179 we go to market standpoint. So I'm given example. One of the programs 213 00:16:45.220 --> 00:16:51.409 that were running today for one of my clients focuses on qualified sales opportunities. 214 00:16:51.970 --> 00:16:56.370 Okay, so the opportunities that were getting from this provider are further down the 215 00:16:56.450 --> 00:17:03.279 funnel. They're basically people who are buying a particular enterprise networking product who have 216 00:17:03.360 --> 00:17:06.759 been pre qualified. Well, that's all well. I'm good for marketing and 217 00:17:06.960 --> 00:17:10.759 I think that's great, but the sales team needs to engage with those whether 218 00:17:10.799 --> 00:17:15.869 it's the actual regional sales team or the sales development team. They need to 219 00:17:15.950 --> 00:17:18.390 engage with those and guess what, those people don't know who that company is. 220 00:17:18.869 --> 00:17:23.509 They just know the category of what they're buying. So the sales team 221 00:17:23.589 --> 00:17:27.990 needs to buy in that, Hey, these are leads and opportunities that were 222 00:17:29.029 --> 00:17:33.779 interested in acquiring, and the marketing team needs to buy the script for the 223 00:17:33.859 --> 00:17:37.299 sales team to go engage to those people, to get them over the transom 224 00:17:37.859 --> 00:17:44.019 into first meeting, into the buyers funnel so they understand the, you know, 225 00:17:44.140 --> 00:17:48.130 unique value proposition is of the particular company, because all those, you 226 00:17:48.170 --> 00:17:52.210 know, opportunities know is, Hey, I'm interested in buying this particular category 227 00:17:52.289 --> 00:17:56.250 of software, but beyond that they know nothing. Yeah, we can relate 228 00:17:56.289 --> 00:18:00.680 to that's that. That again another comment that that makes sense to us so 229 00:18:02.359 --> 00:18:04.559 well. I would let to thank you for the inside that you you you 230 00:18:04.920 --> 00:18:10.039 shared with us today, Adam. It's great that you know you you could 231 00:18:10.079 --> 00:18:12.230 take part of the show and I think we just gout some to be at 232 00:18:12.269 --> 00:18:18.309 a relatively quite interesting actually today. Now, one question that we always ask 233 00:18:18.670 --> 00:18:22.549 at the stage of the of the conversation is if any one of our audience 234 00:18:22.710 --> 00:18:26.500 want to get in touch with you to you personally or to discuss what they're 235 00:18:26.579 --> 00:18:30.859 doing or if they want to engage with APS marketing actually Ceou, you could 236 00:18:30.900 --> 00:18:34.779 support them. What is the best way to get in touch with you beyond 237 00:18:36.180 --> 00:18:41.250 getting onto your website, which is wwa DOT APS marketing donet? Yeah, 238 00:18:41.329 --> 00:18:45.250 thank you very much. where I really appreciate that people coming to be on 239 00:18:45.329 --> 00:18:48.289 the website. Of course there's an engagement there in contact me. I write 240 00:18:48.450 --> 00:18:55.720 pretty regularly and Linkedin, linkedincom backs like PS marketing, and finally, there 241 00:18:56.160 --> 00:19:02.039 I'm active on twitter. I tend to tweet about last hockey dog. Oh 242 00:19:02.119 --> 00:19:07.519 Yeah, technology to act and a bit of fishing as well. I think 243 00:19:07.599 --> 00:19:14.430 of a couple of a couple of feel catch, quite impressive. Yeah, 244 00:19:14.589 --> 00:19:17.029 now, I definitely have some friends that are in the fishing and they taught 245 00:19:17.029 --> 00:19:19.309 me a lot about fishing off the west coast, or the left coast as 246 00:19:19.349 --> 00:19:22.950 I call it, oft the United States. Yeah, one of them. 247 00:19:22.029 --> 00:19:25.140 He was great to have you on the show today. Thank you very much. 248 00:19:25.180 --> 00:19:27.380 Real time, Ray. Thank you so much for asking these questions and 249 00:19:27.940 --> 00:19:32.220 you know, I definitely encourage people they do want to talk more about you 250 00:19:32.299 --> 00:19:36.099 know, go to market and what's the best content is and the gap and 251 00:19:36.259 --> 00:19:40.089 product marketing that exists in a lot of companies. That's why I started APS. 252 00:19:40.170 --> 00:19:42.690 Marketing is definitely a problem talked about. What problems are you solving? 253 00:19:44.009 --> 00:19:48.170 It was a problem that a lot of my start up and larger companies both 254 00:19:48.250 --> 00:19:52.210 face, and that's why I started this business. Now for years. That's 255 00:19:52.289 --> 00:19:56.000 great. Many things. Once again them. Thank you, Rick. operatics 256 00:19:56.079 --> 00:20:03.440 has redefined the meaning of revenue generation for technology companies worldwide. While the traditional 257 00:20:03.519 --> 00:20:07.670 concepts of building and managing inside sales teams inhouse has existed for many years, 258 00:20:08.109 --> 00:20:14.430 companies are struggling with a lack of focus, agility and scale required in today's 259 00:20:14.509 --> 00:20:19.589 fast and complex world of enterprise technology sales. See How operatics can help your 260 00:20:19.710 --> 00:20:26.500 company accelerate pipeline at operatics dotnet. You've been listening to be tob revenue acceleration. 261 00:20:27.220 --> 00:20:30.299 To ensure that you never miss an episode, subscribe to the show in 262 00:20:30.339 --> 00:20:34.539 your favorite podcast player. Thank you so much for listening. Until next time, 263 -->

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