82. The Best Strategies for B2B Revenue Acceleration

WEBVTT 1 00:00:02.520 --> 00:00:08.349 You were listening to bb revenue acceleration, a podcast dedicated helping software executive 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 00:00:12.230 --> 00:00:16.350 the show. Hi, welcome to be to be a revenue acceleration. My 4 00:00:16.469 --> 00:00:20.910 name is or aim with it, and today's a bit of a special episode 5 00:00:21.030 --> 00:00:26.579 because it's our second anniversary of recording the B to be revenue acceleration, but 6 00:00:26.739 --> 00:00:32.340 cast we have now over tenzero done loads. Thank you very much people for 7 00:00:32.500 --> 00:00:35.060 listening to what we're doing is spend a bit of time doing it, so 8 00:00:35.179 --> 00:00:40.810 it's good to have a to have people consuming the content. It's our eighty 9 00:00:40.929 --> 00:00:46.850 four episodes and the topic today is is around the best strategies for B to 10 00:00:46.929 --> 00:00:49.850 be a revenue acceleration and what we want you to do. We wanted to 11 00:00:49.929 --> 00:00:55.000 have a format slightly different from from what we traditionally do, which is usually 12 00:00:55.039 --> 00:00:59.079 a one to one, and we wanted to invite some people that are some 13 00:00:59.200 --> 00:01:02.560 of them clients, some of them partners, friends, but people we've seen 14 00:01:02.679 --> 00:01:06.150 doing some great stuff over the less you years, just so they can share 15 00:01:06.709 --> 00:01:11.150 their best practices, mistakest thing they've seen in the trenches around the best strategies 16 00:01:11.230 --> 00:01:15.349 for B to be revenue acceleration. So before we get started, I'm going 17 00:01:15.390 --> 00:01:19.859 to ask every single one of the guests to shortly introduce themselves and we're going 18 00:01:19.939 --> 00:01:25.180 to start with DDPEAS I get morning everyone. Thanks so much for the time. 19 00:01:25.219 --> 00:01:29.140 I appreciate it. I'm honored to be year and my name is Dedi 20 00:01:29.180 --> 00:01:33.370 Dayton. I'm a partner with wing venture capital. We're based in Pale Alto 21 00:01:33.530 --> 00:01:38.329 and we're an early stage investor and terms of my background, sales for many, 22 00:01:38.370 --> 00:01:42.250 many years. I'm very passionate about selling and love hearing some of the 23 00:01:42.409 --> 00:01:46.810 new ideas that are out there. I was an operator for twenty years before 24 00:01:46.810 --> 00:01:53.680 joining venture and my focus area was in cybersecurity and in leveraging indirect sales and 25 00:01:53.920 --> 00:01:57.560 building out global sales teams. So very thrilled to be here. Thank you. 26 00:01:57.159 --> 00:02:01.030 On the foot, Nathan John Jamain going next. Sure. Hey, 27 00:02:01.590 --> 00:02:07.069 so I'm Nathan Burke. I'm the chief marketing officer at Exonius and this is 28 00:02:07.269 --> 00:02:13.229 my third cyber security start up, my fifth startup overall. I'm a glutton 29 00:02:13.270 --> 00:02:17.580 for punishment or another. I love building things from scratch, going from idea 30 00:02:17.740 --> 00:02:22.580 to having a product in the world and getting out the market. So thanks 31 00:02:22.620 --> 00:02:27.099 for having me, Surplesi on Nathan Tim Jamain going next. Sure, hey, 32 00:02:27.340 --> 00:02:30.289 great to be back again. Tim Hoyite, I lead the global partners 33 00:02:30.330 --> 00:02:36.050 alliances organizations for a company called Drew Ba, venture backed start up. I've 34 00:02:36.050 --> 00:02:42.050 said, my career running sales organizations both domestically and internationally, half of that 35 00:02:42.169 --> 00:02:46.360 being over in Europe at that thing in US publicly traded and privately held companies. 36 00:02:46.360 --> 00:02:50.319 So appreciate being here and look forward to a good conversation. Thank you, 37 00:02:50.439 --> 00:02:53.159 Tim. Then you want to go next to everybody knows you. You 38 00:02:53.280 --> 00:02:57.280 are the cause something ill. Oh Yeah, yeah, promotion to the cohost 39 00:02:57.439 --> 00:03:00.469 of the BTB Revenue Acceleration podcast. I guess about a year or so. 40 00:03:00.669 --> 00:03:06.389 Go now on the bbfs operatic stopping the company. About five and a half 41 00:03:06.469 --> 00:03:09.069 years, I guess. Kind of stand for everything that the company's done for 42 00:03:09.310 --> 00:03:15.139 now promote it part from the from the bottom up. So any other program 43 00:03:15.259 --> 00:03:19.139 that we're running the companies like yourself, Nathan, I was one one time 44 00:03:19.259 --> 00:03:23.819 doing that and now obviously working closely with the Redan on this podcast and our 45 00:03:23.900 --> 00:03:29.009 company as a hope, but dormin getting next and just giving us a quick 46 00:03:29.289 --> 00:03:32.849 short teams throw as to as to you and what you do. Yeah, 47 00:03:32.849 --> 00:03:38.289 absolutely so. I'M CR OF OBSIDIAN security today and we've been here for about 48 00:03:38.330 --> 00:03:40.759 eight nine months. Prior to that I was at the MST where I worked 49 00:03:40.759 --> 00:03:47.280 with operatics and the MIA specifically, and I've been in Cyber Security for twenty 50 00:03:47.319 --> 00:03:53.240 years or something like that. Forever feels like. But yeah, it's been 51 00:03:53.240 --> 00:03:58.310 fun. I've done every job from inside sales to field sales, channel alliances 52 00:03:58.550 --> 00:04:01.629 and obviously go to market leader as well. So kind of understand how the 53 00:04:01.669 --> 00:04:06.150 sausage is made, so to speak. I like that. Well, we've 54 00:04:06.150 --> 00:04:10.340 got less of experience to that. That's absolutely wonderful. So thank you all 55 00:04:10.379 --> 00:04:14.580 for your introductions. We will have one gears at Willer. That's will. 56 00:04:14.860 --> 00:04:17.779 That will jump on the fly as as we go to when he comes on 57 00:04:17.819 --> 00:04:21.379 board. La I'll ask you to introduce himself briefly. But today we really 58 00:04:21.379 --> 00:04:29.569 want to keep the conversation open, interactive, non scripted, passionate and we 59 00:04:29.689 --> 00:04:32.529 really want to share with origin some of the what you believe are your most 60 00:04:32.569 --> 00:04:38.959 valuable tips and expence of driving revenue growth within the BB Tech Wal so we 61 00:04:39.040 --> 00:04:42.920 could be recent technique. It could be things that you're planning on doing that 62 00:04:43.079 --> 00:04:46.480 you just realize now but you've not putting practice right away. But, as 63 00:04:46.519 --> 00:04:48.800 we say, ladies fell so I started with dd for the introduction, so 64 00:04:48.839 --> 00:04:51.519 I'm going to start with you with the first question, and that question is 65 00:04:51.560 --> 00:04:55.949 pretty straightforward in the simple but at the same time wide open. But but 66 00:04:56.149 --> 00:05:00.790 from your perspective, what are the strategies or tactics that you've seen vendors implement 67 00:05:00.149 --> 00:05:05.430 being the most successful? I generating room you group? Well, I think 68 00:05:05.589 --> 00:05:12.100 this period of nationwide and global pandemic is served to teach us a lot. 69 00:05:12.259 --> 00:05:15.100 And when the going gets tough, the tough get creative. So what I've 70 00:05:15.100 --> 00:05:21.769 seen is this massive insurgence of creative thinking and a lot more flexibility from customers 71 00:05:21.810 --> 00:05:26.449 as well. So, in terms of our startups, most of them are 72 00:05:26.529 --> 00:05:30.490 stretching their dollars and turning everyone in the sales people, everyone in the organization, 73 00:05:30.689 --> 00:05:35.399 is tasked with finding new opportunities and helping develop them. The key things 74 00:05:35.480 --> 00:05:41.720 are doing to maintain focus during the speriod is to reduce their burn rates and 75 00:05:42.079 --> 00:05:46.639 to keep at least eighteen months of cash on hand whenever possible. Twelve months 76 00:05:46.040 --> 00:05:49.589 really at a minimum. They're leveraging, you know, they're vc these their 77 00:05:49.589 --> 00:05:55.069 leveraging their channel partners to reduce a lot of their capital expenses and and, 78 00:05:55.829 --> 00:05:58.629 you know, making sure that they're not using all their cash. So they're 79 00:05:58.629 --> 00:06:02.149 trying to keep that very close at hand. They're also leveraging shifting some of 80 00:06:02.189 --> 00:06:06.660 their teams. So, for example, I saw one organization that turned their 81 00:06:06.740 --> 00:06:12.660 recruiters, where they were previously hiring at a rapid pace, they shifted their 82 00:06:12.699 --> 00:06:15.660 recruiters to as drs and I thought that was really interesting. For where. 83 00:06:15.660 --> 00:06:20.889 They're leveraging agencies to help them accelerate, you know, finding deals like operatics, 84 00:06:21.009 --> 00:06:26.290 and we've certainly work together on on several of our startups that have utilized 85 00:06:26.370 --> 00:06:30.370 you guys to find new deals and build pipeline. I'm also seeing, from 86 00:06:30.370 --> 00:06:34.759 a customer side, a lot of use of artificial intelligence and automation to streamline 87 00:06:35.079 --> 00:06:42.199 cost savings and find ways of accelerating their new projects. And it's also an 88 00:06:42.199 --> 00:06:46.870 era of new fiscal responsibility. So, you know, CFOs are approving everything 89 00:06:47.149 --> 00:06:51.589 and they're much more tactical in terms of what they're willing to do. The 90 00:06:51.829 --> 00:06:57.029 the final thing that I'll just kind of close with is. If you look 91 00:06:57.029 --> 00:07:00.500 at sales compensation, I think we're ready now for a whole lot more creativity 92 00:07:00.779 --> 00:07:05.740 and everyone from the CFO down seems to be much more willing to compensate sales 93 00:07:05.939 --> 00:07:14.180 for driving the right behaviors instead of just looking at revenue from a binary perspective. 94 00:07:14.220 --> 00:07:16.250 You either win or lose a deal. It's much more now about the 95 00:07:16.290 --> 00:07:20.649 ink from mental steps that you can take to get your sales team focused in 96 00:07:20.689 --> 00:07:25.889 the right places, and most of that is around relationship building with your customer. 97 00:07:26.329 --> 00:07:30.319 And you know, I know Nathan, your CMO, it's really developing 98 00:07:30.399 --> 00:07:34.879 relationships is everything right now and maintaining that relationship over time with your customers, 99 00:07:35.000 --> 00:07:41.519 finding ways of understanding them and being much more explicit about your account based marketing. 100 00:07:42.759 --> 00:07:46.550 For US internally it's about, it's been about doing individual based marketing, 101 00:07:46.589 --> 00:07:53.350 if that's a term, so finding ways to motivate a single interaction and getting 102 00:07:53.389 --> 00:07:57.629 the most out of that interaction possible for both sides. Yeah, that's a 103 00:07:57.709 --> 00:08:00.660 lot, but there you go. But as a very source for probably of 104 00:08:00.699 --> 00:08:03.500 a good thousands of question to ask you that to dig into the detail, 105 00:08:03.540 --> 00:08:05.899 but I'm going to focus on the on the main one I've got so up. 106 00:08:07.139 --> 00:08:09.579 I like what you said about the involvement of the CFO and and we've 107 00:08:09.620 --> 00:08:15.009 seen that a lot. We've seen a lot of you know, we walk 108 00:08:15.089 --> 00:08:18.610 with lots of sales people. Are Probably think that we've got into tool with 109 00:08:18.769 --> 00:08:20.850 all our clients. We probably have a good two thousand, two thousand seals 110 00:08:20.889 --> 00:08:24.529 people at all. So I'll be seeing us as a company. Okay. 111 00:08:24.649 --> 00:08:28.839 And with that you've got a bunch of them that are really good at creating 112 00:08:28.920 --> 00:08:31.440 the value and really start early in the cycle. They will go. They 113 00:08:31.480 --> 00:08:35.440 don't need to find an opportunity. You don't need you to find an opportunity. 114 00:08:35.799 --> 00:08:39.000 They've got fifty on dred key accounts to go after. They just want 115 00:08:39.000 --> 00:08:41.870 you to put them at the right level in front of the right people, 116 00:08:41.950 --> 00:08:43.950 and then they will. They will create the opportunity. And then at the 117 00:08:45.230 --> 00:08:48.950 also, and you've got what I called the deal to deal transaction. You 118 00:08:50.029 --> 00:08:52.470 know, the people would just want to take the deal and basically they expect 119 00:08:52.549 --> 00:08:58.059 the Bedea, they expect esda forward. We do it really almost provide them 120 00:08:58.179 --> 00:09:03.659 the deal opportunity on the golden plateau so they can go and grab the grab 121 00:09:03.740 --> 00:09:07.460 the purchase order and I would like to to get yourselts and I don't know 122 00:09:07.460 --> 00:09:11.889 if you seen that, but have you seen a lot of your partner clients, 123 00:09:11.970 --> 00:09:16.649 some of the companies in your part for you, actually changing the steps 124 00:09:16.690 --> 00:09:22.529 of their cell cycle to start early or to try to grab a CFO? 125 00:09:22.570 --> 00:09:26.279 Or they are redoing the budget because since covid up, and you know it's 126 00:09:26.679 --> 00:09:30.519 it's a little bit crazy, the priorities will not priorities anymore. Maybe we've 127 00:09:30.519 --> 00:09:33.159 got new priorities. What do we do with our money? To Invest? 128 00:09:33.240 --> 00:09:37.759 We not invest. I personally believe that for ourselves, person it's Jet Butt 129 00:09:37.159 --> 00:09:41.990 because people are finding out a new way. They are they need someone to 130 00:09:41.070 --> 00:09:43.909 tell them what to do. So if you start at the right level, 131 00:09:43.990 --> 00:09:48.029 you should see that as a massive opportunity to actually go and create opporunity for 132 00:09:48.110 --> 00:09:54.100 yourself. Okay, but, and it's not just a question for the debate 133 00:09:54.139 --> 00:09:56.059 the way, but have you guy seen people adapting to that? Because we 134 00:09:56.139 --> 00:10:01.019 found it really slow and even to this day to day we still saying to 135 00:10:01.059 --> 00:10:05.860 some of our clients were probably larger company less start to pe, say well, 136 00:10:05.940 --> 00:10:09.409 we need to get yourselfs gate to go and sell. We can't find 137 00:10:09.730 --> 00:10:13.289 band qualified opportunities. You know, the need doll in the eyst he's even 138 00:10:13.289 --> 00:10:18.049 multificult right now. So see, yeah, just just we should do dd 139 00:10:18.169 --> 00:10:20.210 but to the rest of the group. That's kind of my long wind winded 140 00:10:20.250 --> 00:10:26.840 question. I do see an amplification and the amount of selling that's going on 141 00:10:26.039 --> 00:10:31.879 in pitching. So there's definitely a lot more interest in for us, making 142 00:10:33.000 --> 00:10:35.350 connections, you know, into our customer base, but we're also being much 143 00:10:35.389 --> 00:10:39.909 more judicious about when we make those and how. What I will say for 144 00:10:39.990 --> 00:10:43.549 you is, you know, teaching a founder, who's a very intelligent person, 145 00:10:43.830 --> 00:10:46.990 but typically an engineer, to sell. The first thing that we do 146 00:10:46.190 --> 00:10:50.740 is teach them not to talk about feature and functionality but really now, more 147 00:10:50.779 --> 00:10:56.059 than ever, because we're pitching into the EXO, is to focus on finding 148 00:10:56.460 --> 00:11:03.570 business drivers and really tailoring your message so that you're aiming for what will make 149 00:11:03.730 --> 00:11:09.330 them better. Right. This is not about you finding a problem and trying 150 00:11:09.370 --> 00:11:13.450 to find a solution and pitch that. It's much more about talking about their 151 00:11:13.649 --> 00:11:18.559 business and aiming for what. What are the pain points in their business? 152 00:11:18.679 --> 00:11:24.200 Either to make money or to stop spending money and shifting a lot of that 153 00:11:24.360 --> 00:11:30.639 sales messaging around. You know, the CFO and particular, doesn't really care 154 00:11:30.679 --> 00:11:33.590 about what your technology does. What they care about is selling more of what 155 00:11:33.710 --> 00:11:37.750 they do or spending less on getting to market. Right. So those are 156 00:11:37.789 --> 00:11:41.830 the things that I would recommend, and that's what I'm hearing a lot, 157 00:11:41.230 --> 00:11:46.110 is please tailor your messaging to our needs as a business, as opposed to 158 00:11:46.179 --> 00:11:52.019 pitching your solution as a future functionality. Absolutely, he did. SISTEM. 159 00:11:52.179 --> 00:11:54.500 I think one of the things we've seen in particularly the past three months of 160 00:11:56.539 --> 00:12:01.690 amplify that significantly. But it's always been true, which is helping forge clear 161 00:12:01.330 --> 00:12:07.649 economic linkages to business outcomes rather than the feature functionality, and then make those 162 00:12:07.690 --> 00:12:11.210 direct correlations as well as indirect ones. And in order to do that, 163 00:12:11.289 --> 00:12:16.720 I think it's important for the marketing organization to be tuning next net message to 164 00:12:16.879 --> 00:12:20.960 Omni channels and through all the different macro touch points. And for a seller, 165 00:12:20.120 --> 00:12:24.120 whether you are a direct seller or a partner Reseller, it requires more 166 00:12:24.200 --> 00:12:28.159 work. Right. You have to take some more time to actually be proactively 167 00:12:28.279 --> 00:12:31.549 thinking about what is this customer? You know situation they're going through, a 168 00:12:31.549 --> 00:12:35.070 base upon are they in the industry that's maybe been impacted do I ready have. 169 00:12:35.110 --> 00:12:39.669 I known them for years and maybe I've got a chance to help them 170 00:12:39.710 --> 00:12:43.070 there. But it requires more thoughtful preparation. And then I think a huge 171 00:12:43.110 --> 00:12:48.059 part of it and selling is the empathy or sympathy side, is being able 172 00:12:48.100 --> 00:12:52.980 to make sure that you are asking questions, allow that person to share me 173 00:12:54.059 --> 00:12:58.289 a little bit more and these unprecedented times that allows you to authentically right, 174 00:12:58.330 --> 00:13:03.649 not auling street chase, but authentically connect your value propt back to that economic 175 00:13:03.730 --> 00:13:07.570 linkage versus. We can be faster than the other. You attack provider, 176 00:13:07.730 --> 00:13:11.210 where the case will be in the future functionality. So I think we're seeing 177 00:13:11.210 --> 00:13:13.759 at a bit in our space, but directly as we go to market within 178 00:13:13.840 --> 00:13:18.240 users as well as through our indirect routs, and I think what we'll marketing 179 00:13:18.399 --> 00:13:24.120 function can also see seals. Is that. You know, the feeling behind 180 00:13:24.159 --> 00:13:26.750 the question I ask is really around the face that people up. The way 181 00:13:26.750 --> 00:13:31.309 I felt, and I've been in this conversation for you know, pushing operatics 182 00:13:31.350 --> 00:13:33.950 and speaking to people about our services. People just hitting us and so what 183 00:13:35.110 --> 00:13:37.549 thus of people doing? What on the what's the rest of the world doing? 184 00:13:37.909 --> 00:13:41.620 And they're looking for that guidance of someone, I can tell them more. 185 00:13:41.740 --> 00:13:43.980 Look, you know, I'm not going to speak about my product here 186 00:13:43.059 --> 00:13:46.659 for a sec I'm going to tell you about what I'm saying in the market. 187 00:13:46.139 --> 00:13:48.580 But instead of saying well, this is people are just buying all stuff, 188 00:13:48.899 --> 00:13:54.500 you've got to almost play devil advocate and never know, Nest Vision on 189 00:13:56.370 --> 00:14:00.169 steppending in the market. And I think this is also getting can help with 190 00:14:00.289 --> 00:14:03.649 that story, because where you've got the story about your product and obviously, 191 00:14:03.730 --> 00:14:07.009 how you can help them. And you know, it's pretty straightforward that, 192 00:14:07.090 --> 00:14:09.679 I guess, because this is what you are doing before looking at the options 193 00:14:11.000 --> 00:14:13.399 and being able to wait the options, being able to have that conversation, 194 00:14:13.519 --> 00:14:16.200 for me, is almost the conversation at to seem with a Ras on the 195 00:14:16.279 --> 00:14:20.279 seals person prior co of it, and I think you know whis covid you've 196 00:14:20.320 --> 00:14:22.519 got to be able to say all of these are distry options that you can 197 00:14:22.559 --> 00:14:26.269 go for, you can do it yourself, you can use us, you 198 00:14:26.309 --> 00:14:28.389 can use one of full competitors or you can just get a bunch of people 199 00:14:28.429 --> 00:14:31.190 of shot doing it for you, for example. Okay, let me take 200 00:14:31.230 --> 00:14:33.629 you through this, the scenarios, and we're going to speak at the in 201 00:14:33.710 --> 00:14:37.190 the meantime, you're going to tell me about your business and where you see 202 00:14:37.230 --> 00:14:41.899 and that's why you learn from them. And I really think that creating that 203 00:14:41.139 --> 00:14:46.419 story, creating that open story of not trying to sell to them but actually 204 00:14:46.620 --> 00:14:50.700 really truly genuinely saying, look, this is bad for everyone's let me try 205 00:14:50.740 --> 00:14:54.049 to help you here and I won't push my Stub, but I will let's 206 00:14:54.090 --> 00:15:01.049 tray to find us the best solution for you and being conservative ultimately get people 207 00:15:01.129 --> 00:15:03.370 to come back in your net. There is that trieverse psychology thing where you 208 00:15:03.370 --> 00:15:05.370 said, well, you know, I may not be the best solution for 209 00:15:05.490 --> 00:15:09.960 you. Well, actually, that makes prospect likes you. So it's kind 210 00:15:09.960 --> 00:15:16.159 of a it's kind of a technique that is starting from a very good, 211 00:15:16.240 --> 00:15:20.240 you know, main set of trying to help and being consultative. But actually 212 00:15:20.509 --> 00:15:24.830 what I realize through the process and working with clans and speaking with lots of 213 00:15:24.909 --> 00:15:28.789 clients is that if he's done in a very honest, kind of blunt way 214 00:15:28.789 --> 00:15:31.110 of we may not be the resolution for you, people actually respect that much 215 00:15:31.190 --> 00:15:37.659 more someone was trying to put something down their throat. I guess the build 216 00:15:37.740 --> 00:15:43.340 on times point around showing him, they and simply some instances and trying to 217 00:15:43.700 --> 00:15:50.409 really value the solution and tailor to the prospect of speaking to I've been interested 218 00:15:50.490 --> 00:15:54.409 to know you also thought on this native I mean from the spect how we 219 00:15:54.570 --> 00:15:58.970 sell a lot ratics. We wait for about the importance of doing that, 220 00:15:58.809 --> 00:16:03.360 not only the fish benefit, not leaving to function act, but really leaving 221 00:16:03.639 --> 00:16:07.600 meeting with the B and that's something that we've always kind of fun at all 222 00:16:07.320 --> 00:16:11.360 interest in your those name and if you are saying Martin spent, that has 223 00:16:11.440 --> 00:16:15.279 actually shifted in recent time or that's something that you convoy. Yeah, it's 224 00:16:15.279 --> 00:16:18.480 funny, because two things on that. The first is everybody starts with what 225 00:16:18.519 --> 00:16:22.350 you just said. Everyone starts with feature function they like. Every single time, 226 00:16:22.789 --> 00:16:26.269 the first message is check out all of these features and and you've got 227 00:16:26.389 --> 00:16:29.309 to you've got to ring that back. But from what you were saying earlier, 228 00:16:29.710 --> 00:16:33.059 that's what I like to call selling the approach and and I really love 229 00:16:33.179 --> 00:16:37.700 that. Right. So you've got you have a problem. If you wanted 230 00:16:37.700 --> 00:16:38.620 to solve that, how would you do that? Right, let's I'm just 231 00:16:38.659 --> 00:16:41.659 going to put an approach in front of you. Forget about my product. 232 00:16:41.740 --> 00:16:44.659 Right, if you were to solve that, you would need to do these 233 00:16:44.700 --> 00:16:48.809 things and here's one way you could do it. Now, if you buy 234 00:16:48.850 --> 00:16:52.049 into that approach, whether you're going to use my product to do it or 235 00:16:52.090 --> 00:16:53.730 you're going to try to do it on your own. That's what I love 236 00:16:53.850 --> 00:16:56.450 selling before we even talked about a product. Right. So, for what 237 00:16:56.610 --> 00:17:00.889 we do at exonious, I say are if you wanted to know everything about 238 00:17:00.889 --> 00:17:03.080 every asset, how would you do it? Right, and I walk through. 239 00:17:03.559 --> 00:17:07.759 This is how we would build a solution right now. And does this 240 00:17:07.880 --> 00:17:10.160 make sense? Yes, all right, cool. So, once I get 241 00:17:10.200 --> 00:17:12.119 you to understand our approach, that's the only sale I'm trying to do, 242 00:17:12.240 --> 00:17:15.710 because I feel like if you agree with this approach, our product is going 243 00:17:15.750 --> 00:17:19.549 to do that. So I won't even talk about the the product until we've 244 00:17:19.549 --> 00:17:23.829 already agreed that this is an approach that makes sense for you and and it 245 00:17:23.990 --> 00:17:26.990 seems to work. And if you talk about product too early, it just 246 00:17:27.069 --> 00:17:30.779 turns people off because they're sick of it. I've right. And if you 247 00:17:30.900 --> 00:17:37.339 look at it that as a as an approach that I approach. You mention 248 00:17:37.500 --> 00:17:40.779 your globs and for punishment across you your five different stuff. That that you 249 00:17:40.900 --> 00:17:44.490 worked at. So is this something that you've always been doing or is it 250 00:17:44.569 --> 00:17:48.170 something that you've seen in a shift in recent time, during recent time pocket 251 00:17:48.210 --> 00:17:52.569 thread? Yeah, I think it's definitely something that I've learned over time and 252 00:17:52.769 --> 00:17:56.529 it's it's something that's evolved and I think that's part of, you know, 253 00:17:56.650 --> 00:18:00.559 the overall strategy that I've developed, and you know, the way I like 254 00:18:00.680 --> 00:18:04.119 to think of it is, if there's only if there's one strategy that's worked 255 00:18:04.119 --> 00:18:07.880 for me, for every company, and part of its reverse engineering. But 256 00:18:08.000 --> 00:18:12.509 then now it's it's on purpose and plan. That way is trying to figure 257 00:18:12.509 --> 00:18:18.430 out the intersection between motivation and behavior, and I know that's super academic, 258 00:18:18.470 --> 00:18:21.349 but let me tell you what I mean by it so I can make a 259 00:18:21.390 --> 00:18:23.750 little more tangible. Right. So, if you think of like the typical 260 00:18:25.269 --> 00:18:29.099 be to be lead to sell process, you've got someone that shows up at 261 00:18:29.099 --> 00:18:30.740 your site and they see a big like get a demo button. Now what 262 00:18:30.779 --> 00:18:34.180 does that mean to them? It means I click, that salesperson is going 263 00:18:34.220 --> 00:18:37.019 to hound me, I'm going to get on a sixty minute call and they're 264 00:18:37.019 --> 00:18:41.420 going to push a product on my throat. So it's a pretty high bar 265 00:18:41.690 --> 00:18:45.170 to click that button. And so what is their actual motivation? The motivation 266 00:18:45.289 --> 00:18:48.609 is they've got a problem. They want to figure out if your thing solves 267 00:18:48.690 --> 00:18:52.089 that problem. And so most companies, I don't know if it's many, 268 00:18:52.250 --> 00:18:56.400 but most companies, they'll do everything they can to get somebody to click that 269 00:18:56.480 --> 00:18:59.839 button and talk to a salesperson because they want to sell them something, anything, 270 00:19:00.079 --> 00:19:03.400 right. So it means they're not providing answers up front and they're hiding 271 00:19:03.440 --> 00:19:07.000 everything behind the form. They don't show the product. And so, knowing 272 00:19:07.079 --> 00:19:10.430 that like the behavior that the prospect becomes, you know they're probably not going 273 00:19:10.509 --> 00:19:14.910 to do that until it's the the last possible resort and they're going to actually 274 00:19:15.190 --> 00:19:18.190 bail and go back to search and see if somebody else answers it forum. 275 00:19:18.549 --> 00:19:19.430 And so what can we do about that? Right, so what are the 276 00:19:19.470 --> 00:19:25.339 tactics that you can use to counter that mismatch behind the motivation behavior? So 277 00:19:25.460 --> 00:19:29.460 the first thing is we can show the product, right, so videos and 278 00:19:30.019 --> 00:19:33.700 dupt documentation, all of those things. We can let them try the product, 279 00:19:33.740 --> 00:19:37.019 which is blasphemy, and Cybersecurity, right, nobody lets you try the 280 00:19:37.099 --> 00:19:40.130 thing in cybersecurity. But we could do that and then we could do things 281 00:19:40.170 --> 00:19:42.170 that are really creative and I like the DD said earlier. So we just 282 00:19:42.289 --> 00:19:48.130 tried something that we called the invisible webinar and the idea was, or invisible 283 00:19:48.130 --> 00:19:49.730 demo, whatever you want to call it. The idea was the bar is 284 00:19:49.730 --> 00:19:52.279 high to get on that sales call, right, so what if we did 285 00:19:52.359 --> 00:19:56.119 something where we showed exactly what you would see on a sales demo? You 286 00:19:56.279 --> 00:20:00.079 have to sign up for anything, you can be totally a anonymous you can 287 00:20:00.119 --> 00:20:03.160 ask questions through chat, right. So the people that aren't quite ready then, 288 00:20:03.160 --> 00:20:06.319 aren't ready to say I'm going to give you sixteen minutes to sell me 289 00:20:06.440 --> 00:20:07.950 something, they can see what they would see on a real demo. So 290 00:20:08.109 --> 00:20:11.670 the goal is, if we show enough value, then you're going to sign 291 00:20:11.710 --> 00:20:15.430 up and talk to a salesperson. So to me the idea is, like 292 00:20:15.589 --> 00:20:19.390 always are toward removing friction, giving that prospect exactly what they need to make 293 00:20:19.430 --> 00:20:22.460 a decision. and to me, a know is better than just a bunch 294 00:20:22.460 --> 00:20:26.579 of dusty names at a database and of that expecting, since I think that's 295 00:20:26.579 --> 00:20:30.619 a great strategy. Trying to get creative and also allow the customer to drive 296 00:20:30.660 --> 00:20:37.609 the conversation so you're adding value and not forcing them to give information about themselves 297 00:20:37.849 --> 00:20:42.410 and forcing a sales follow up because, frankly, it wastes everyone's time, 298 00:20:42.730 --> 00:20:47.730 wastes the sales people's time too, and their time is just as valuable, 299 00:20:47.809 --> 00:20:51.400 which is why, or I liked what you were saying about, you know, 300 00:20:51.519 --> 00:20:55.160 sometimes turning down the customer, that that can be a not just a 301 00:20:55.240 --> 00:20:59.200 tactic, but a real way of, you know, focusing on the customers 302 00:20:59.279 --> 00:21:03.119 that are relevant and where it's relevant to them. It's all that timing and 303 00:21:03.240 --> 00:21:06.910 finding the right message. Yeah, none of the things people are doing. 304 00:21:07.029 --> 00:21:08.390 Yeah, I was just gonna say it to your point. What is better 305 00:21:08.710 --> 00:21:12.069 from the sales perspective, having someone that's already interactive with your product, already 306 00:21:12.069 --> 00:21:17.509 seen it, already experienced it. Right. So we just launched our first 307 00:21:17.549 --> 00:21:19.859 like self service trial. We did it really limited and, you know, 308 00:21:21.019 --> 00:21:23.900 one of the first person, the first people that came through, immediately got 309 00:21:25.099 --> 00:21:29.140 up and running, got set up and then, in parallel, someone else 310 00:21:29.220 --> 00:21:32.220 from their team asked for a demo. The two of them got together and 311 00:21:32.380 --> 00:21:34.650 now six people are going to be on the demo call from the original one 312 00:21:34.970 --> 00:21:38.970 and they've already played with the product for a week. They already saved queries, 313 00:21:38.970 --> 00:21:42.650 they've already done all these like milestones that show us that they know what 314 00:21:42.690 --> 00:21:45.849 they're doing, that they've seen some value. How about that? On our 315 00:21:45.930 --> 00:21:51.000 first sales call versus a here's our slide. We were founded in this year. 316 00:21:51.039 --> 00:21:53.200 We have this much fun thing, like you, a wholly different conversation. 317 00:21:53.240 --> 00:21:56.920 Yeah, so, but I'm just going to tell to you because I 318 00:21:57.039 --> 00:22:00.430 know that I took CGM. Well, first of all, you account really 319 00:22:00.470 --> 00:22:03.910 remembered the exact to what that you win, but I think you want the 320 00:22:04.069 --> 00:22:11.470 descendbacks innovation. Is it righte? Yes, so I think that's pretty good. 321 00:22:11.950 --> 00:22:17.059 We that does send back out the second one being sorry. But but 322 00:22:17.140 --> 00:22:19.180 I also know through the work we do together that that's your guys are really 323 00:22:19.220 --> 00:22:22.140 quite straightforward about your Soli Shit. You give it out there for people to 324 00:22:22.220 --> 00:22:27.500 go and try it, very confident about about the the outcome that they would 325 00:22:27.500 --> 00:22:32.009 get, and you know in which you've build. So what are your social 326 00:22:32.049 --> 00:22:33.569 know that and and the conversations of home. Yeah, I mean, I 327 00:22:33.650 --> 00:22:37.450 was gonna SPEAK UP, Nathan drought, from interesting points. You know, 328 00:22:37.529 --> 00:22:41.329 it seems to be a perennial debate on somebody asks for free trial, is 329 00:22:41.410 --> 00:22:45.480 it a lead for the inside sales team to interact with? You know, 330 00:22:45.599 --> 00:22:49.759 how much self administration should there be? You know, deal at emails and 331 00:22:49.880 --> 00:22:52.519 things like that, and and you know how you know. Do you want 332 00:22:52.599 --> 00:22:56.519 to qualify? It's a product. Always engineering in the product side. You 333 00:22:56.559 --> 00:23:02.069 know they want to kind of make sure that somebody's guided and no potential leads 334 00:23:02.069 --> 00:23:07.349 left untouched, that sort of thing. Sales wants to control everything and you 335 00:23:07.589 --> 00:23:11.190 just give everybody a big bear hug and try to talk to him. So 336 00:23:11.789 --> 00:23:15.700 it's a it's a debate on whether or not how much selfadministration should we have, 337 00:23:15.940 --> 00:23:21.579 versus to we go ahead and just start attacking them with our sales awesomeness. 338 00:23:22.099 --> 00:23:23.460 So that, I mean, it's an active debate internally right now. 339 00:23:23.940 --> 00:23:27.130 So whenever you've got half an hour, I will show you exactly how we 340 00:23:27.250 --> 00:23:30.329 came to the conclusion and how we built it, because we put a ton 341 00:23:30.369 --> 00:23:36.170 of thought into that too, and this is like literally three days in having 342 00:23:36.250 --> 00:23:38.210 it. So we're it's brand new and we've put a lot of thought into 343 00:23:38.210 --> 00:23:40.769 it. It was a lot of fun out well, I tell you, 344 00:23:40.849 --> 00:23:44.599 that first one come through was like magic. Look at you, your smile. 345 00:23:44.640 --> 00:23:48.240 I love that. Yeah, very fascinative on it. Some points called 346 00:23:48.279 --> 00:23:53.200 by marketing at Deconius. Well, yeah, and my previous company, to 347 00:23:53.279 --> 00:23:57.549 Missto it was our number one lead source and I think it kind of had 348 00:23:57.710 --> 00:24:03.190 more of the self administration, you know, less sales awesomeness involved. And 349 00:24:04.710 --> 00:24:08.029 but then again, you know, in the COVID era everything's like so dear. 350 00:24:08.190 --> 00:24:12.819 When we get a lead, we just want to leg tackle and and 351 00:24:14.299 --> 00:24:18.059 you know, Polish it. Yeah, you know, it just yeah, 352 00:24:18.140 --> 00:24:22.859 so I'll definitely take up on that, Nathan, for sure. But sorry, 353 00:24:25.569 --> 00:24:29.009 and have of interest. you run me invisible Webino. I'm not sure 354 00:24:29.049 --> 00:24:33.210 when that was, but I'm busy contact one. were making visibles that. 355 00:24:33.289 --> 00:24:38.880 Have you seen any of those come to fruition yet? Right, so I'll 356 00:24:38.920 --> 00:24:41.079 tell you. It's too early to say, because the first one, who 357 00:24:41.119 --> 00:24:45.720 was an abject failure because the tape, so I swear to you, and 358 00:24:45.839 --> 00:24:51.000 I shot a video and didn't like then, but I practiced this fifteen times, 359 00:24:51.079 --> 00:24:55.349 no question right, and the day that it went live the stream just 360 00:24:55.470 --> 00:24:57.710 didn't work. It didn't work at all. So I had, you know, 361 00:24:57.789 --> 00:25:02.869 a hundred and fifty or so people on the site and I could see 362 00:25:02.869 --> 00:25:06.390 them all saying, I think there's a technical problem, and so it didn't 363 00:25:06.390 --> 00:25:10.900 work at all. But what I did is so I ended up just putting 364 00:25:11.299 --> 00:25:14.619 because I had practiced fifteen times, I had actually recorded a run through, 365 00:25:15.099 --> 00:25:17.220 so I put the run through the on and then I sent, you know, 366 00:25:17.339 --> 00:25:18.299 to everyone in the database, I sent a note saying, you know, 367 00:25:18.380 --> 00:25:22.009 this was a failure whatever and we're going to do it again. And 368 00:25:22.049 --> 00:25:25.049 that was like a month ago. I finally got over it and crawled out 369 00:25:25.049 --> 00:25:29.690 from under the settles do this thing right and figured out the technology. But 370 00:25:30.130 --> 00:25:33.650 a crazy thing happened, which is immediately I started getting emails from people that 371 00:25:33.730 --> 00:25:37.599 would never ever answer my email before, and they're all pretty much the same. 372 00:25:38.039 --> 00:25:41.920 One part making fun of me, which is totally valid. That's what 373 00:25:42.039 --> 00:25:45.079 you get for calling it an invisible webinar. It was. It was perfectly 374 00:25:45.160 --> 00:25:48.160 invisible, like, okay, you guys got me, I'm going to change 375 00:25:48.160 --> 00:25:51.910 the name next time. But then it was. But you know what, 376 00:25:52.190 --> 00:25:55.829 like this happens to everybody. Anyone is that's been in technology for more than 377 00:25:55.829 --> 00:25:59.750 a minute has had something like this happened. And I'll check out the video 378 00:25:59.990 --> 00:26:03.029 and tell me when you're doing the next one. And it was staggery. 379 00:26:03.069 --> 00:26:06.579 How many people did that? And not only that, and I swear to 380 00:26:06.660 --> 00:26:08.579 you I didn't design it to way. Not only that, we had more 381 00:26:08.700 --> 00:26:12.099 demo request that day than any other day in history of the cup. And 382 00:26:12.140 --> 00:26:15.539 yes, some of them already turned into opportunities that were just a month ago. 383 00:26:17.019 --> 00:26:21.690 So yeah, I mean, obviously you don't plan to fail. It's 384 00:26:21.809 --> 00:26:23.609 a lot of it is in how you respond to it. But I think 385 00:26:23.690 --> 00:26:29.529 that's the other thing about right now is that I think people understand that there 386 00:26:29.569 --> 00:26:30.930 are going to be mistakes and that we're all kind of human right now and 387 00:26:32.009 --> 00:26:33.359 nobody's going to be perfect. I mean, every zoom call you're on, 388 00:26:33.799 --> 00:26:37.599 you usually you'll see a dog run through here or a six year old or 389 00:26:37.640 --> 00:26:42.319 whatever. Right, people are are much more willing to understand when things like 390 00:26:42.440 --> 00:26:45.480 this happen. But but yeah, so I think that was a good example 391 00:26:45.559 --> 00:26:48.990 and we're going to try it again. I couldn't believe that there are that 392 00:26:48.069 --> 00:26:52.390 many people on it and I couldn't believe there are only people on it that 393 00:26:52.470 --> 00:26:55.509 couldn't see anything. So it was a blessing, Anna Curse. But yeah, 394 00:26:55.589 --> 00:26:59.589 we're going to try it again in a couple of weeks. But yeah, 395 00:26:59.589 --> 00:27:03.099 I think it does work because exactly that right. I want to see 396 00:27:03.099 --> 00:27:06.299 this thing, but I don't want to have to be part of a sales 397 00:27:06.339 --> 00:27:07.740 cycle yet. So she's just show me the thing and then if the thing 398 00:27:07.779 --> 00:27:11.940 is enough value, then great, I'll bring a couple of people in and 399 00:27:12.019 --> 00:27:15.730 you should ended touy Um and by making a slate mistakes it there in getting 400 00:27:15.930 --> 00:27:18.650 getting it, I'm in the first place, which is fantastic, and just 401 00:27:18.809 --> 00:27:22.690 just things we can I agree with you. Have thing to people appreciate the 402 00:27:22.809 --> 00:27:26.930 fight that you tray something you I think that's sort of so the defriends, 403 00:27:26.450 --> 00:27:30.680 you know, when theyverybody's again string to send stone at them. Everybody's trying 404 00:27:30.759 --> 00:27:34.400 was the same thing, to send Baiti's Day. I need ails in Linkedin, 405 00:27:34.519 --> 00:27:37.839 whatever you want. People just come and try to sell you some fake 406 00:27:38.160 --> 00:27:41.960 but you see something, I'm actually it's good. One thing I said, 407 00:27:42.640 --> 00:27:45.150 I was going to say. They'll just on that point. The one thing 408 00:27:45.190 --> 00:27:48.029 I've said a bunch of times is the next time big hack happens, like 409 00:27:48.109 --> 00:27:51.750 a Sony or target, I want to just go over to the window and 410 00:27:51.789 --> 00:27:53.390 put your head out and put your ear out the window and your here, 411 00:27:53.430 --> 00:27:57.579 you'll hear the sounds of a million power point next updating, because every single 412 00:27:57.700 --> 00:28:03.859 marketer is going to say we would have stopped the Sony target or whatever breach 413 00:28:03.980 --> 00:28:07.980 with our technology, like everyone. Thanks generation. Think that it's not just 414 00:28:07.180 --> 00:28:11.140 next judge's and next ens a next Gen. as a thank clause, we've 415 00:28:11.180 --> 00:28:15.890 got PAT pats. Thanks for draining us for know that you had a very 416 00:28:15.930 --> 00:28:18.809 important call, so we really appreciate that. You. You can come in 417 00:28:19.130 --> 00:28:23.849 and join us. We've us all our guests to very brief interchus them side. 418 00:28:25.170 --> 00:28:27.279 So you man, just giving us a quicker, quick in trust to 419 00:28:27.480 --> 00:28:32.960 you, are we you walk quiz and yeah, just a quick we expect 420 00:28:33.039 --> 00:28:36.599 contact. Sure, sure, thanks air really and great to a see you 421 00:28:36.640 --> 00:28:41.319 again. Hello, Katerina, nice to see you too and nice to see 422 00:28:41.319 --> 00:28:45.430 everybody. Yeah, my name is Patrick County on the Vice President Business Development 423 00:28:45.509 --> 00:28:49.910 for Cyber Security Company, for Tanic, but I've I've known opera had for 424 00:28:49.950 --> 00:28:53.789 a long time because I hired them a couple of times in my previous company, 425 00:28:53.829 --> 00:28:57.980 High Trust, when I was running international business for for that company and 426 00:28:59.099 --> 00:29:04.220 Global Business Development. So let's see, I've been about me. This is 427 00:29:04.339 --> 00:29:08.779 my seventh start up, so obviously I haven't learned my lesson yet and it 428 00:29:08.859 --> 00:29:15.250 probably never will. And I think as everybody on this called probably feels your 429 00:29:15.369 --> 00:29:19.329 DNA changes at some point in time and you know exactly sure when that happens, 430 00:29:19.410 --> 00:29:23.480 but you certainly know what after happens. And you know looking forward to 431 00:29:23.759 --> 00:29:32.599 hopefully having another successful run here at Portannex and in back Portanics, unbeknownst to 432 00:29:32.640 --> 00:29:36.319 me, already started working with you guys in Europe and now we're going to 433 00:29:36.400 --> 00:29:40.509 expand into the US and doing some initiatives. So I'm very glad to see 434 00:29:40.509 --> 00:29:44.470 that and and I think it's think it's well learned on your all part. 435 00:29:44.990 --> 00:29:48.150 It's it's done making a taking advantage of our relationship, but without letting US 436 00:29:48.230 --> 00:29:52.619 know. Going behind my back to speak to Faltonis my go should have been 437 00:29:52.660 --> 00:29:56.339 mine, but well, you know, one of us those each other. 438 00:29:56.539 --> 00:30:02.779 Some drinks are really and so what will me to you? The last thing 439 00:30:02.859 --> 00:30:06.339 we did that she ended up in a quite, to yea digitous situation. 440 00:30:06.420 --> 00:30:11.369 But that so just coming back to you, but very quickly. I mean, 441 00:30:11.450 --> 00:30:14.329 is there anything that you've seen? So I know that you guys have 442 00:30:14.410 --> 00:30:17.049 been doing lots of fine tuning, also at obsidy. And because you're like 443 00:30:17.289 --> 00:30:22.519 startups getting going. You've got covied opening in the in the midst of everything 444 00:30:22.559 --> 00:30:26.680 happening, and it's got too he's got to be even more difficult for you 445 00:30:26.759 --> 00:30:30.039 guys to can of find your feet, adapt to the situation and do everything 446 00:30:30.119 --> 00:30:32.400 at the same time. But but what have you seen? I've you seen 447 00:30:32.440 --> 00:30:36.589 anything or any any spots? Do not behave your from yourself. Team that 448 00:30:36.670 --> 00:30:38.670 you think is is. You know, you you could, you could do 449 00:30:38.829 --> 00:30:42.269 most mentioned of best practice. So some feat that that would recommend people are 450 00:30:42.309 --> 00:30:45.069 doing. Yeah, I mean I think it's an evolving story. We're all 451 00:30:45.109 --> 00:30:48.789 trying to figure out what the New Economy and situation, you know, means 452 00:30:48.950 --> 00:30:53.819 for the sale cycle that we're used to, because I think it's changing, 453 00:30:53.859 --> 00:31:00.059 obviously, and so you know, we're in a unique position, and maybe 454 00:31:00.299 --> 00:31:03.579 there's some other folks too, but we're trying to create a new space. 455 00:31:03.700 --> 00:31:07.890 You know, we call a cloud detection and response on CDR and you know 456 00:31:08.289 --> 00:31:12.369 we're very happy to see competitors of other people start using that same acronym. 457 00:31:12.890 --> 00:31:17.369 Kind of means it's catching on. Yeah, essentially, what we're trying to 458 00:31:17.410 --> 00:31:22.319 do is narrow the aperture and get very specific, because I think that what 459 00:31:22.440 --> 00:31:26.519 I found is that there may not be as many opportunities popping up, but 460 00:31:26.599 --> 00:31:30.279 the ones that are engaged are very real. So the quantities gone down with 461 00:31:30.319 --> 00:31:33.990 the qualities increased. Yeah, and one of the things we've done is, 462 00:31:34.150 --> 00:31:41.710 like, you know, we've gone right after the zoom usage trend here and 463 00:31:41.829 --> 00:31:47.029 try to protect zoom for the enterprises that seems to be able to provide our 464 00:31:47.069 --> 00:31:52.380 internal champions with the ability to surface it internally and, you know, bring 465 00:31:52.460 --> 00:31:56.299 it to their boss and that sort of thing. But so we're we're making 466 00:31:56.380 --> 00:31:57.980 some big bets zooms, one of them the vertical, as he knows, 467 00:31:59.059 --> 00:32:04.809 Fintech. You know, I think it's really really critical right now to again 468 00:32:05.410 --> 00:32:07.970 have as much focus and near the aperture as much as possible because, yea, 469 00:32:08.369 --> 00:32:10.609 you know, there's just you know, the one thing is is like 470 00:32:10.690 --> 00:32:15.369 everybody's trying to do a happy RV is zoom or something like that. You 471 00:32:15.450 --> 00:32:19.759 know, people are theoretically more available because they're locked online and on their desk, 472 00:32:20.880 --> 00:32:23.279 but I also think, you know, to Nathan's point, you know, 473 00:32:23.319 --> 00:32:25.720 if you stick your head out the window, you can hear people sending 474 00:32:25.839 --> 00:32:30.630 out zoom happy hours and, you know, alcohol kits and things like that. 475 00:32:30.789 --> 00:32:34.990 I think that's already worn out. Yeah, so the challenges is now 476 00:32:35.069 --> 00:32:38.670 an you do and you know, a finger painting kit? I don't know 477 00:32:38.750 --> 00:32:43.789 what he send out. So I mean that actually, that's a pretty good 478 00:32:43.829 --> 00:32:45.700 it is but anyway, just kidding. But you should keep an eye on 479 00:32:45.819 --> 00:32:51.299 this. I think it's an ever evolving to new economy. It's a new 480 00:32:51.819 --> 00:32:53.460 reality and I think, yeah, going to be a new sales. So 481 00:32:53.819 --> 00:32:57.700 just keep an our eye on it and trying to monitor and dial it every 482 00:32:57.700 --> 00:33:00.650 day. Yeah, and I think you know, try to zoom. Try 483 00:33:00.650 --> 00:33:07.250 to zoom pictionary with without the halt. That works our card cards against humanity. 484 00:33:07.569 --> 00:33:09.329 Maybe that's fantastic. That would you that. That would doubt the be. 485 00:33:09.890 --> 00:33:13.839 So we had all fast day back in do you offishally trendy a week 486 00:33:13.839 --> 00:33:16.960 or so ago, and we blake out against humanity at lunch time and and 487 00:33:17.240 --> 00:33:20.920 you know I did. I did indeed, with that game, with some 488 00:33:21.079 --> 00:33:25.160 singing and laughing like there's that, I managed to get some tracious combination. 489 00:33:25.720 --> 00:33:30.150 That's some some wouldn't appreciate, but there you go. But not, I 490 00:33:30.230 --> 00:33:32.750 think you know, one of the if had we've done with you, lass 491 00:33:34.230 --> 00:33:37.670 and what we realize through the conversation that we ad with you, but your 492 00:33:37.710 --> 00:33:43.259 team is the target market are shrinking. We can go after everyone like we 493 00:33:43.339 --> 00:33:45.579 used to do before. You know, if you look at obviously the US 494 00:33:45.660 --> 00:33:49.259 economy is quite large, but I'm friend. So if you look at the 495 00:33:49.339 --> 00:33:52.339 French economy, you look at the first forty accounts in front the Qeq forty, 496 00:33:52.859 --> 00:33:57.849 you've got their force, you've got are bus, you've got so dick 497 00:33:57.930 --> 00:34:01.609 so, which are basically a complied service company, a hotel, you know. 498 00:34:02.170 --> 00:34:05.849 So out of the check forty, that's already ten percent that you can't 499 00:34:05.849 --> 00:34:08.210 address. I mean those guys are in in a terrible situation. But then 500 00:34:08.250 --> 00:34:14.400 I can go on pusual runos try and, you know, value, which 501 00:34:14.440 --> 00:34:16.559 is suppledg of all those guys. So you end up with a current CAC 502 00:34:16.599 --> 00:34:21.000 forty that is basically a KCT twenty. And I think this is why, 503 00:34:21.920 --> 00:34:24.269 you know things needs to addapt because it's almost like you can't address as much 504 00:34:24.269 --> 00:34:29.269 people as you could be for us, and I think it's important for sales, 505 00:34:29.429 --> 00:34:34.190 as we said, seals should spend more time addressing better what's left to 506 00:34:34.269 --> 00:34:37.190 address, and marketing should support them in doing so, you know, and 507 00:34:37.269 --> 00:34:39.579 the story should be there and and then after I think it's a conversation of 508 00:34:39.619 --> 00:34:44.980 getting into the accounts and, despite the fact that you have less and despite 509 00:34:45.059 --> 00:34:47.340 the fact that you owned the pressure to make numbers, it's to have a 510 00:34:47.420 --> 00:34:51.179 conversation of thing will look. Tell me what you're trying to achieve from a 511 00:34:51.179 --> 00:34:53.130 business perspective. I'm going to tell you what work, but I canna tell 512 00:34:53.130 --> 00:34:55.690 you about the value we can bring. But we need to see if there 513 00:34:55.769 --> 00:35:00.769 is a much on no match. But your point also is that most of 514 00:35:00.929 --> 00:35:04.289 for colons, I said ninety percent of the people we work with. We've 515 00:35:04.289 --> 00:35:07.239 also at events with like CIO or online stuff that we've done with is Sei, 516 00:35:07.280 --> 00:35:10.280 UCIS, so ctus, you name it, some people who are making 517 00:35:10.320 --> 00:35:15.679 decision in buying. Everybody's saying the same thing. When a decision is made, 518 00:35:15.920 --> 00:35:17.920 the cell cycles are fifty percent the lens of what they were before. 519 00:35:19.199 --> 00:35:21.989 It doesn't take nine months anymore to get things done. You know, when 520 00:35:22.030 --> 00:35:25.070 we have decided to do something in stree months time, is implemented and and 521 00:35:25.150 --> 00:35:29.750 the thing that there is a sort of velocity in the cell cycle, in 522 00:35:29.829 --> 00:35:34.750 the decision making process. But you know, from my personal perspective, I 523 00:35:34.869 --> 00:35:38.019 do believe that cells needs to addapt in the mob. I know it sounds 524 00:35:38.059 --> 00:35:42.820 a little bit cliche, but that challenge yourselves, methodology, that challenge ourselves, 525 00:35:42.900 --> 00:35:46.300 method of going to the prospect and actually not trying to sell them something, 526 00:35:46.420 --> 00:35:50.730 but trying to help them, trying to under some what they're trying to 527 00:35:50.730 --> 00:35:52.809 achieve. And so, you know what, you're not for me, like 528 00:35:52.969 --> 00:35:54.289 you would do on the date. You know you could date with someone. 529 00:35:54.409 --> 00:35:59.690 She's extremely good looking or is extremely good looking, so on the first safe 530 00:35:59.690 --> 00:36:01.409 of it's going to be a good one. And then you speak to them 531 00:36:01.449 --> 00:36:05.519 and there is nothing inside and you'll be like laughs, you know, that's 532 00:36:05.559 --> 00:36:07.199 not for me. I don't really want to see you again. You won't 533 00:36:07.239 --> 00:36:08.400 force yourself for you and I think you should do the same in a cell 534 00:36:08.480 --> 00:36:13.679 cycle and not be scared of not finding another beautiful person that you could emit, 535 00:36:14.199 --> 00:36:16.000 because you know it's if you unfull for lad he is probably not what 536 00:36:16.119 --> 00:36:21.750 matters to you. And and hugging the opportunity trying to push people to do 537 00:36:21.909 --> 00:36:24.909 things. Being insistent won't give you anything in the cell cycle. It will 538 00:36:24.949 --> 00:36:30.110 actually retake people. So so, yeah, but that's that's makes to sense 539 00:36:30.150 --> 00:36:34.460 on that. Yeah, I mean I think you know goes about saying there's 540 00:36:34.460 --> 00:36:36.900 going to be haven't had knots, winners and losers. I think it's going 541 00:36:36.940 --> 00:36:40.179 to be a pretty start line, given this economy. You know, clearly 542 00:36:42.340 --> 00:36:45.739 I forgot the acronym, but it's basically you know, anything in tourism hotels 543 00:36:45.860 --> 00:36:52.250 like course you mentioned hurting right, very much so. But you know what, 544 00:36:52.329 --> 00:36:57.170 I think overall not to be you know, poor ten doom. But 545 00:36:58.250 --> 00:37:01.000 you know, clearly, you know the US of a is doing a really 546 00:37:01.239 --> 00:37:05.639 crappy job on this, on the covid thing, and you know it kind 547 00:37:05.639 --> 00:37:09.559 of waiting for the next economic shoot to drop as a result of kind of 548 00:37:10.360 --> 00:37:15.000 you know what's going on out there. So it's there. Everybody's kind of 549 00:37:15.000 --> 00:37:17.789 a wait and see. To d these point earlier is cash preservation mode and 550 00:37:20.070 --> 00:37:24.389 I've got a lot of resumes my inbox, but anyway, it's it's still 551 00:37:24.429 --> 00:37:27.909 kind of a wait and see mode for a lot of folks. Yeah, 552 00:37:28.309 --> 00:37:35.059 yeah, and we foken broken narrow guess about from out the mult expect tim 553 00:37:35.780 --> 00:37:38.940 the channels. Time. Nathan sharing some of this dropt togg against that. 554 00:37:39.099 --> 00:37:44.409 What time for him and some of the things they point more recently to have 555 00:37:44.650 --> 00:37:50.730 short time positive impact. But what if some of the strategies you've got utilize, 556 00:37:50.769 --> 00:37:55.210 I guess, could be robust through through both the previous Evenus, if 557 00:37:55.489 --> 00:38:00.880 the actually well, if you move different companies, your scenario? Well, 558 00:38:01.440 --> 00:38:05.000 I think, just to play off a litt bit of the last commentary, 559 00:38:05.000 --> 00:38:08.239 I absolutely agree that the history of the future is not yet fully written. 560 00:38:08.360 --> 00:38:12.800 But I think early in your commentary about, you know, the CAC forty, 561 00:38:12.840 --> 00:38:15.829 as others shrinking actually could be a favorable thing ultimately, because how many 562 00:38:15.829 --> 00:38:22.269 times did we kid ourselves that we could actually hit every customer? Need segmentation 563 00:38:22.309 --> 00:38:28.539 wise, vertical wise, etc. So some of that natural consolidation of the 564 00:38:29.780 --> 00:38:35.619 lovely partner potentials and the bar has gone down quite dramatically and so it gives 565 00:38:35.619 --> 00:38:38.820 us a lot, you know, I think, more target rich environment and 566 00:38:39.340 --> 00:38:43.050 to some of things that Nathan was talked about about, you know, being 567 00:38:43.130 --> 00:38:45.650 more specific and intent on how you reach out to those and getting some of 568 00:38:45.690 --> 00:38:51.409 these classical sales and marketing internal disputes of what is a good mql Tos ql 569 00:38:51.449 --> 00:38:52.809 and having that Dick Ring and fighting. I think there's a lot of really 570 00:38:53.530 --> 00:38:59.320 forget the humanistic side and the economic sided. I'm sobered all that being intensely 571 00:38:59.360 --> 00:39:02.360 catastrophic, but there's always a silver lying touch wood. I think this could 572 00:39:02.360 --> 00:39:07.920 be an amazing way for be to be selling and marketing and GTM to actually 573 00:39:07.920 --> 00:39:10.710 learn a lot right and get out some of the laziness and maybe some of 574 00:39:10.750 --> 00:39:15.150 the habits that we performed over the past twenty years of enterprise p tob selling. 575 00:39:15.989 --> 00:39:17.949 So as it as it relates to the partner side of things, you 576 00:39:19.030 --> 00:39:22.750 know, I think some of the tried and true pieces that I've seen both 577 00:39:22.829 --> 00:39:27.940 as a direct seller and a partner seller, is one know the customer right. 578 00:39:27.980 --> 00:39:30.619 So if you're a vendor and you have a you know, an intent 579 00:39:30.780 --> 00:39:35.900 or in direct sales motion, far too often I find that the the customer 580 00:39:36.179 --> 00:39:38.449 which is right is the end user and that's where all of the cross functional 581 00:39:38.489 --> 00:39:44.610 alignment attention goes, the website, the branding, the DG campaigns, the 582 00:39:45.329 --> 00:39:49.889 order administration focus, etc. And then that partner side of the business is 583 00:39:49.929 --> 00:39:54.119 often neglected and depending upon what percentage of that business is already, or you're 584 00:39:54.119 --> 00:39:58.559 intended to have come generated from your partners, which ultimate is what you're trying 585 00:39:58.599 --> 00:40:01.519 to get them to do. Looking at your partner community as the customer and 586 00:40:01.679 --> 00:40:06.840 having a separate, dedicated motion that still blends in well with all the things 587 00:40:06.840 --> 00:40:09.429 you're trying to do of ease of doing business, of the narrative in the 588 00:40:09.510 --> 00:40:15.269 story, of the the company's value, proper business objectives and technical differentiation, 589 00:40:15.630 --> 00:40:21.500 but really treating that for how a partner consumes and what language they need to 590 00:40:21.579 --> 00:40:24.539 ultimately become a extension of your sales force, which is which is what we're 591 00:40:24.539 --> 00:40:29.219 trying to go do, so that that's something that has been tried and true 592 00:40:29.219 --> 00:40:34.619 and and in times like these is is even more critical. We're finding is 593 00:40:35.019 --> 00:40:37.690 is some of commentary has been is shoot a lot of ours. You know, 594 00:40:37.809 --> 00:40:42.090 our partner sellers right a big resellers at the regional boutique bars, at 595 00:40:42.130 --> 00:40:45.409 the Global Siye, they're in the same spot that many of the customers are, 596 00:40:45.449 --> 00:40:47.090 which is I can't go see my customer, I'm sit in front of 597 00:40:47.090 --> 00:40:52.800 my laptop. My tradition, little things of selling that maybe have been, 598 00:40:52.039 --> 00:40:55.960 you know, on Prem Centric, and maybe that nice to have, not 599 00:40:57.079 --> 00:40:59.719 a must have or being delayed. What are the things I can go sell 600 00:40:59.880 --> 00:41:02.559 now? And I think it creates an opportunity for maybe bom things like you 601 00:41:02.599 --> 00:41:06.510 guys are doing, creating a new new market, which is hey, this 602 00:41:06.670 --> 00:41:10.309 isn't something that's oversaturated. That next server, that next laptop or that next 603 00:41:10.349 --> 00:41:15.030 piece of software. And how do you then? Can you have the right 604 00:41:15.429 --> 00:41:20.300 enablement, the right messaging, the right empowerment for that partner to allow them 605 00:41:20.380 --> 00:41:23.780 to take your message going forward so that, knowing your partners are customers, 606 00:41:23.940 --> 00:41:30.179 there is a critical element in times of froppiness and times of blast half half 607 00:41:30.260 --> 00:41:35.010 empty as well. Yeah, I comment on that, of course. Yeah, 608 00:41:35.289 --> 00:41:37.289 I think you're touching on some great points there, Tim and, and 609 00:41:37.369 --> 00:41:43.210 I think that speaks to the changing nature of relationships where a customer as a 610 00:41:43.289 --> 00:41:47.119 partner and a partner is an advocate and not just looking at sort of these 611 00:41:47.280 --> 00:41:53.920 traditional, somewhat limited views of what a relationship and business interaction needs to look 612 00:41:53.960 --> 00:41:59.000 like. And a lot of that is being driven by cloud and by, 613 00:41:59.400 --> 00:42:02.949 you know, technology and artificial intelligence and automation and a lot of these tools 614 00:42:02.989 --> 00:42:07.510 that are giving us new insights and also the ability I think, for organizations 615 00:42:07.630 --> 00:42:13.030 to conceive of new ways of doing business, and that's driven also by necessity. 616 00:42:13.550 --> 00:42:16.420 So just a couple things that I'm seeing from the VC side is these's 617 00:42:16.420 --> 00:42:20.579 are getting a lot more creative also, and a lot more supportive with their 618 00:42:20.579 --> 00:42:23.260 early stage companies. They're making a lot more connections. But we're doing things 619 00:42:23.420 --> 00:42:30.369 like customer advocate round tables where you have a customer that is in a room 620 00:42:30.530 --> 00:42:37.250 with multiple vendors and or one vendor in with multiple customers and it's a round 621 00:42:37.289 --> 00:42:44.599 table to talk about a specific discussion topic. I'm also seeing stacking of solutions 622 00:42:44.639 --> 00:42:51.280 and doing demo days where you have multiple values that are blended into one architectural 623 00:42:51.440 --> 00:42:54.039 solution, one stack. So we're working right now, for example, on 624 00:42:54.079 --> 00:42:59.309 the remote stack and what goes into that. You know what products and solutions 625 00:42:59.750 --> 00:43:05.550 can be really optimistic and optimizing for your remote workforce management? A lot of 626 00:43:05.670 --> 00:43:12.070 solutions right now are focusing on, you know, deriving insights with artificial intelligence 627 00:43:12.269 --> 00:43:15.699 and how do you get your sales teams to become better at what they do 628 00:43:15.860 --> 00:43:20.900 by aggregating all of the conversations at every seller's had with every customer and getting 629 00:43:20.900 --> 00:43:23.539 insights from those from solutions, you know, like Gong and Clary and we 630 00:43:23.619 --> 00:43:27.889 have another one called set sale. That's a spiff and enhancing solution. So 631 00:43:28.329 --> 00:43:35.210 elevating the conversation by using tools and getting more to the heart of what that 632 00:43:35.449 --> 00:43:39.369 customer needs at that time. I think that's really you know, synthesizing what's 633 00:43:39.369 --> 00:43:44.679 going on in the market and then not limiting the conversation with a single entity 634 00:43:45.079 --> 00:43:49.159 and maybe real looking at your supply chain and your workforce and your customer base 635 00:43:49.280 --> 00:43:53.079 and all your constituencies and trying to find opportunities that exceed what would be the 636 00:43:53.639 --> 00:43:57.869 sort of traditional relationship. Ye, now, that was a lot, but 637 00:43:58.429 --> 00:44:01.030 there's really would make sense not during a conversation. Yeah, thank you'll makes 638 00:44:01.070 --> 00:44:07.349 sense and you know, it's very, very valuable insight from your sight. 639 00:44:07.510 --> 00:44:09.980 Pat. You know, you a portrait to as someone who's got to a 640 00:44:10.059 --> 00:44:14.500 tremendous atrophic experience and both side of the Atlantic. I know that you've been 641 00:44:14.619 --> 00:44:19.179 direct sells lots of channel relationship as well. What are the do and dawn? 642 00:44:19.380 --> 00:44:22.619 So what would be, you know, if you had one thing to 643 00:44:22.659 --> 00:44:27.329 say in some of best practice that you see it in one specific regional differences 644 00:44:27.409 --> 00:44:29.730 with basically, I just want to open up to you to get a bit 645 00:44:29.769 --> 00:44:31.530 of your insight on the conversations. If I know that you can have jump 646 00:44:31.650 --> 00:44:35.610 on on the conversation as we go. I want to give you a bread 647 00:44:35.650 --> 00:44:37.719 from to kind of show you experience. Yeah, yeah, thanks, thanks 648 00:44:37.760 --> 00:44:40.679 all really and person of all, I just wanted to say a lot the 649 00:44:40.679 --> 00:44:45.760 DD. I know Peter Wagner very well. He was on my board at 650 00:44:45.800 --> 00:44:49.119 top spin. So please say hello when you when you talk to him. 651 00:44:49.559 --> 00:44:54.030 Amazing. So, yeah, yeah, yeah, definitely so. So one 652 00:44:54.070 --> 00:44:58.710 thing I want to do, I want to comment on, is I think 653 00:44:58.710 --> 00:45:02.349 all the rules of the last, you know, decade or so of how 654 00:45:02.389 --> 00:45:08.059 you build businesses and different geographies and whatnot are being tested right now and I 655 00:45:08.099 --> 00:45:10.139 don't think they're going to be the same one we come out of this. 656 00:45:10.619 --> 00:45:15.300 I'm very interesting to see how employed years act our employers and and other companies 657 00:45:15.539 --> 00:45:20.460 and whatnot, because they've squeezed more productivity out of us and they ever got 658 00:45:20.500 --> 00:45:22.210 before. Right. I mean I'm sure all of you guys all have the 659 00:45:22.250 --> 00:45:25.889 same kind of calendar that I do. I mean it's, you know, 660 00:45:27.809 --> 00:45:30.090 the day to be. I'm I live on the west coast but you know, 661 00:45:30.170 --> 00:45:34.849 my day typically starts at seven. I've got my first first call at 662 00:45:34.929 --> 00:45:39.280 seven and it's basically through the day until about well of hours later. And 663 00:45:39.840 --> 00:45:44.159 when it's time to shut it down and go, you know, go, 664 00:45:45.320 --> 00:45:49.239 go, have a meal and some family time and then and then you've got 665 00:45:49.280 --> 00:45:52.070 to catch up with the stuff that you couldn't get you during the day because 666 00:45:52.070 --> 00:45:54.510 you're our meetings all day. So I mean we're, you know, our 667 00:45:55.150 --> 00:46:00.110 employers are getting more out of us. When it when this thing finally does, 668 00:46:00.510 --> 00:46:04.269 you know, when, when the whole covid scenario does flatten out, 669 00:46:04.380 --> 00:46:07.460 which it will eventually, at some stage, somehow, it'll flatten out, 670 00:46:07.460 --> 00:46:13.019 whether it's whether it's from a you know, a vaccine or you know, 671 00:46:13.179 --> 00:46:17.219 just, you know, finally countries getting it right as far as when, 672 00:46:17.420 --> 00:46:21.650 when and how and how deeply the lockdown, but it will flatten out. 673 00:46:21.690 --> 00:46:23.849 And at that point in time will, you know, will the things that 674 00:46:24.369 --> 00:46:28.650 we've learned from how to do business in a different way? Will they still 675 00:46:28.690 --> 00:46:30.570 be there? Will we capitalize on them, or will we go back to 676 00:46:30.650 --> 00:46:37.000 the old ways? Right, some of our some of our less productive habit 677 00:46:37.280 --> 00:46:40.000 right, you know, a lot of car travel between meetings and things like 678 00:46:40.280 --> 00:46:44.679 that that there was. There was a dead time, right, but that 679 00:46:44.840 --> 00:46:47.590 resulted in more facetoface stuff. I think we've proven that we can do business 680 00:46:47.630 --> 00:46:52.710 this way and it isn't it isn't optimal, but if possible and you can 681 00:46:52.789 --> 00:46:55.110 make the most out of it. And I think that those are the things 682 00:46:55.110 --> 00:46:59.190 that are being they are being proven out. The question is whether or not, 683 00:46:59.309 --> 00:47:02.300 though, remain after we you know, after after things flattened out of 684 00:47:02.380 --> 00:47:07.940 it. So I think my first comment really is, I don't you know, 685 00:47:08.579 --> 00:47:13.739 I don't really know that the things that were proven out over the last 686 00:47:13.780 --> 00:47:15.570 ten years or the last four years. We've known each other when I was 687 00:47:15.650 --> 00:47:22.050 working in international markets from my previous company and spending a lot of time in 688 00:47:22.210 --> 00:47:24.530 London and a lot of time in Australia and a few other places. I 689 00:47:24.769 --> 00:47:29.530 don't know that. I don't know that, you know, the techniques that 690 00:47:29.730 --> 00:47:34.679 we use them would will necessarily be as effective when we come out of it. 691 00:47:35.199 --> 00:47:37.000 So I think we had, you know, one thing, one thing 692 00:47:37.119 --> 00:47:43.239 I do believe is that in any kind of tech business, flexibility is the 693 00:47:43.360 --> 00:47:47.070 most important thing, right, and you know, I'm you know, I'm 694 00:47:47.110 --> 00:47:51.949 kind of you know, I kind of believe that, you know, Shit 695 00:47:52.070 --> 00:47:55.269 always goes sideway. It is going to happen. I mean you're you know 696 00:47:55.429 --> 00:47:59.380 your businy. You know that no matter how well you plan, your business 697 00:47:59.380 --> 00:48:02.500 is going to go sideway because the economy is going to change, or the 698 00:48:02.619 --> 00:48:06.780 technology landscapes are going to change with the competitive environment is going to change, 699 00:48:06.820 --> 00:48:12.219 or or you're going to have some some you know, catechorlism with your own 700 00:48:12.300 --> 00:48:15.329 technology or one of your big competitors and will shake up the entire market. 701 00:48:15.610 --> 00:48:21.010 And here we have the exact evidence of that right only all rolled into one. 702 00:48:21.289 --> 00:48:27.090 So you know, I think that the most important thing that companies can 703 00:48:27.159 --> 00:48:30.000 do, regardless of whether it's, you know, ones that have a US 704 00:48:30.159 --> 00:48:35.079 focus, ones that have a focus and other theaters for that are global, 705 00:48:35.320 --> 00:48:39.039 is you have to constantly challenge your assumptions about what are the critical things that 706 00:48:39.159 --> 00:48:43.230 you did to build your company, like what was that one? What was 707 00:48:43.309 --> 00:48:45.550 that fundamental problem that you set out to solve? Is it so fundamental? 708 00:48:45.909 --> 00:48:49.789 You have to challenge those assumptions and if that's still holds, then you have 709 00:48:49.869 --> 00:48:52.789 to go to the next stage, which is who am I solving this for? 710 00:48:52.989 --> 00:48:54.550 Has that change now? And they have to go to the next one, 711 00:48:54.630 --> 00:48:58.380 which is the person within that company. That would be a hero if 712 00:48:58.420 --> 00:49:01.179 I solve this problem six months ago, if you still the guide, right, 713 00:49:01.500 --> 00:49:05.780 and how do I package my product so that it can be consumed in 714 00:49:05.940 --> 00:49:07.260 this new world? Right, you've got to take it all the way down, 715 00:49:07.420 --> 00:49:10.530 and that the end of at the end of that chain, is how 716 00:49:10.610 --> 00:49:15.489 do I build the company to support that chain, because you can't put the 717 00:49:15.570 --> 00:49:19.530 company in the middle or at the front, because then when the market changes, 718 00:49:19.650 --> 00:49:22.369 the company thrashes. Right, it's just like you kind of pull that 719 00:49:22.409 --> 00:49:25.320 chain tight that you know, that's how that's how start up companies have to 720 00:49:25.400 --> 00:49:29.719 pivot many, many times, is because they take the company and they think 721 00:49:29.760 --> 00:49:32.719 it too close to the fundamental problem at the company needs to be built at 722 00:49:32.800 --> 00:49:37.159 the end of that chain. It needs be able to support all of those 723 00:49:37.199 --> 00:49:40.469 pieces. But you have to go back to the assumption, right, did 724 00:49:40.630 --> 00:49:44.989 you did? Did the assumption of the assumptions hold? They hold even in 725 00:49:45.110 --> 00:49:49.789 this current time. Friend, and for my current company, Portanex, which 726 00:49:49.869 --> 00:49:53.500 is a soccer security company focused on encrypting in a different way than we've encrypted 727 00:49:53.539 --> 00:49:58.619 before. Will focus on encrypting data in use. The really only two ways 728 00:49:58.699 --> 00:50:01.420 to encrypt data winners that use, and one of them is sort of experimental 729 00:50:01.539 --> 00:50:05.179 and the other one is the way we do it, which is based on 730 00:50:05.619 --> 00:50:07.889 an underlying Intel technology. But yeah, the fact that the matter is you 731 00:50:07.889 --> 00:50:12.769 could always think crypt stuff at rest in emotion, but now you have to 732 00:50:12.849 --> 00:50:15.130 protect stuff the use, in use, because that's where the bad guys have 733 00:50:15.250 --> 00:50:22.760 been coming and getting your data. So that that fundamental assumption that that was 734 00:50:22.840 --> 00:50:25.199 going to be a critical need and the industry is still there, right. 735 00:50:25.199 --> 00:50:28.760 I mean we but we had to go back and we had to challenge that. 736 00:50:28.840 --> 00:50:30.679 Then we had to challenge how do we consume it? Yeah, so 737 00:50:31.320 --> 00:50:35.199 I think that you know, regardless of the theater, those are those are 738 00:50:35.320 --> 00:50:37.750 things that you've got to you've got to do, and that makes sense. 739 00:50:37.829 --> 00:50:43.269 But fortunate at least time flies by when you are having fun and we getting 740 00:50:43.349 --> 00:50:45.469 to the end of yeah, well else. So we, I'm sure that 741 00:50:45.590 --> 00:50:51.420 all of your gays have thozon meeting some invisible with you now to run some 742 00:50:52.019 --> 00:50:54.019 clients, to set us stuff to except try excess for us. So I 743 00:50:54.179 --> 00:50:58.019 just want you to think you all for your time to day. Really appreciate 744 00:50:58.099 --> 00:51:00.500 the fends you took the thing to come in and show some of your sorts 745 00:51:00.539 --> 00:51:04.059 with us, really enjoy the congustion of could have gotten on a was a 746 00:51:04.139 --> 00:51:07.329 week of that conversation. I just love it. And then we picked your 747 00:51:07.369 --> 00:51:10.650 gays because we know that you old quastinate about your subject. So so, 748 00:51:10.690 --> 00:51:14.289 yeah, we could have gone on so much, much longer. We will 749 00:51:14.329 --> 00:51:17.960 show all your contact details with when we published a podcast, so it may 750 00:51:17.960 --> 00:51:22.719 be defended. People wants to get in touch with you to discuss folso and 751 00:51:22.280 --> 00:51:25.960 show yoursels how engage are on your solutions or whatever, and we would also 752 00:51:27.079 --> 00:51:30.840 produce a block bus. But once again, I want you to thank you 753 00:51:30.920 --> 00:51:34.150 all for your time today. Was An absolutely absolute pleasure to have you on 754 00:51:34.190 --> 00:51:37.750 the show. Thank you, heynousing. Thank you. Thank you guys. 755 00:51:37.829 --> 00:51:42.309 Thank you, thank you, guys. Thanks so much for buddy. Stay, 756 00:51:42.389 --> 00:51:47.659 stay safe, guys. Bye Bye, bye. Right operatics has redefined 757 00:51:47.780 --> 00:51:53.900 the meaning of revenue generation for technology companies worldwide. While the traditional concepts of 758 00:51:54.019 --> 00:52:00.420 building and managing inside sales teams inhouse has existed for many years, companies are 759 00:52:00.500 --> 00:52:05.690 struggling with a lack of focus, agility and scale required in today's fast and 760 00:52:05.849 --> 00:52:10.769 complex world of enterprise. Technology sales. See How operatics can help your company 761 00:52:10.809 --> 00:52:17.239 accelerate pipeline at operatics dotnet. You've been listening to be tob revenue acceleration. 762 00:52:17.920 --> 00:52:22.199 To ensure that you never miss an episode, subscribe to the show in your 763 00:52:22.199 --> 00:52:25.239 favorite podcast player. Thank you so much for listening. Until next time,