Episode Transcript
WEBVTT
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You were listening to bb revenue acceleration, a podcast dedicated helping software executive stay
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on the cutting edge of sales and
marketing in their industry. Let's get into
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the show. Hi, welcome to
be to be a revenue acceleration. My
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name is Niam, with you and
I'm pleased to be will coming today's free
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special guests on our show to discuss
how the ISS v Ecosystem has been impacted
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covid nineteen and what vendors have been
doing to support a partner. So,
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from a vendor side, I'd like
to welcome Michelle or in, a key
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with aid of issvs at sage in
the UK, to welcome to the show,
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Michelle. Hi, nice to meet
today and be on the show.
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Thanks for having so on pleasure.
And from the LB side we are welcoming
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Michael Fort from the and see you
and castaway forecasting and Steve Jemmott, sales
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manager at psychon. Welcome to the
show, my collective. All right,
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how are you? Thank you very
very good, guys. Very good.
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So, before we get going,
always ask my guests to introduce themselves.
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Some of them take five videites,
some of them to quite minute. Can
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a s feeture, just a ten, fifteen sortistagons. Just introduce yourself briefly,
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I guess, your role, but
also, in a couple of sentences,
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tell us what your respective companies are
doing. Should we start with you,
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Michelle? Yes, sure, and
yes, I my name them self
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are can I, Kei and I
had a I see, for say,
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to in the UK, and stage
is a market leader for technology that provide
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right smaller medium businesses with visibility,
flexibility and efficiency to manage, finance,
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operations and people. I see consistem
really plays a key part in this as
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well. And we've got it.
We've got a really wide ecosystem of isasds
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that we curate, integrate with their
products, validate the integration and and then
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and then publish it to our own
market place and and really have the benefit
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our customers that are looking to extend
their their experience with sage makes perfect and
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thank you, Michelle. Michael.
Should we ask to the next on?
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Michael Ford, on the CEO of
castaway forecasting. We're a small APP that
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helps people create budgets, podcasts and
business models. Helps we help people see
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into the future so they can design
a bit of future. We take the
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pain out of doing numbers. We
are, as you can tell, Australian
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that we sell cast way all over
the world and with a real love focus
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this year, particularly on the UK. Okay, thank you, my good
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and Steve Laughs like that say the
best for last absolutely so money to speak
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on sales manager. Here it's cycle
we are leading restell. If be the
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stage in tract we only developed a
stage would be poor UK products, which
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is sage two hundred perfect. Thank
you very much to you. What sends
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gain for your introduction. The reason
why we wanted to record these cipis up
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today is because that, you know, we longer done that. Covid nineteen
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as impacted a lot of businesses,
but we've never really looked at the relationship
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between is a V and Vendo,
and I don't think we've been speaking enough
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about what measures vendo are taking to
support their strategic botnurs. So, starting
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with Yu Michell, it would be
great to under stormed a little bit more
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how your I ve ecosystem looks like
a sage. Before we get going.
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How many strategic Bob know do you
manage? How do you support your your
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partners from a sales and marketing perspective? And and also what are your general
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reviews on how the market has been
affected by by covid nineteen? Yeah,
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sure, and so in the UK
our sage ice ecosystem fans across our entire
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product portfolio and so you've got sage
business slide accounting, which is our entry
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level cloud solution for four startup companies, all the way through to x three,
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which is designed for for customers but
like manufacturing, distribution and you really
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complex operational lead and all along the
portfolio we have ice these integrated to our
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various products. And I say its
ecosystems really so first as well. So
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we work with and Tech Startup companies
that are cloud native and we work with
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some companies that regularly appear on the
Gardner Magic quadrants. And then we've got
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long term partners of sage that would
have integrated to our own prime products originally,
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and I've kind of come on a
cloud transformation journey with us as well.
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So it is really interesting and the
ice these to provide and a vast
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number of solutions. We've got everything
from business intelligence, forecasting, manufacturing,
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ecommerce, everything that you can really
think off and I think it makes my
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job really interesting dealing with so many
different types of companies. Numbers Wise,
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we've got about three hundred developers and
is fees in the UK and off those
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there's about twenty that we've got strategic
and commercial relationships in place with them,
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so psychonic, hastaway and or two
of those, and with the ice these
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that we've got strategic commercial relationships with. Their sales teams. Work really closely
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with them, both their direct teams
and also are indirect teams and reseller channels.
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And I is is be solution that
we sell. It goes to our
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sales people's are sales teams quota and
I guess it really encourages them try to
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have the right behavior, get to
know that ice these a lot better in
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the solution and understand what type of
value it can really add to the customer
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as well. In the last six
months we've really tried to kick off ice
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feed marketing in the UK and with
their ecosystem. We've been running a lot
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of ice bee enablement sessions to our
sales teams and channel and we ran a
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virtual customer event recently as well.
We're all our ice bees were there to
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demo and meet with the customers and
kind of share the experience of the ecosystem
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and we're building out during customer case
studies together. And I guess another key
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thing we started to do during covid
is to really and bring our isps into
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our stage foundation program where we help
out charities in our local community. So
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we've been coming together online to do
some charitable activity as well. And then
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told them a little bit about how
the market's been affected during COVID. I
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guess it's said it's been really interesting. Once lockdown CINDIC kicked in, we
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took a really strong stance that we
were here to support our customers. We
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stopped all proactive sales and marketing activity
completely. A lot of our reseller channel
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partners and our ISS these took the
same stance. We just wanted to figure
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out how can we help and support
each other, our partners and our colleagues
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as well. We created a covid
hub, so basically it was a place
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for all customers and partners to go
to to find out everything that was happening.
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Every day. When there was an
EC government update coming out, our
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customers cut log on and learn about
it, and we had webinars running daily
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so customers can understand how government changes
and the lockdown was kind of impacting their
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business. Yet we have massive turn
outs. I think we two thousand people
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on one of our webinars. That
came once the furlough scheme was announced.
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So I'm yeah, really, really
good, good turning. Yeah, so
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I guess we took a lot about
what we were doing with customers and internally,
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what the colleagues at stage, and
try to use that with our ice
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ecosystem as well. So again,
like like us, all our eyes,
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these were kind of working from home
a lot of people, some people were
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working by themselves. Didn't really have
that kind of system. We had.
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It said, we were all connected
together, so we built up virtual coffee
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mornings and happy hours and just to
get everyone together kind of talk about person
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only, how we were finding things
and how we were fining things from business
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perspective, how we were adapting and
I guess talking a little bit about how,
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yeah, how our businesses were being
impacted as well, and I think
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that worked really well. I guess
we had isps, even Steven Michael Letter
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on this call that they probably would
never have met each other in personal even
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on an event. They maybe would
have like been introduced, but they would
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never have built the relationship that we
have. So so I think that's really
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good and I guess they can talk
about it a little bit more. But
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one thing we that came out of
the coffee mornings and and from speaking to
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other colleagues and partners that stage just
how quickly businesses have had to accelerate their
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digital transformation journey and during Covid,
and I'm Michael can probably cover this as
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well, but I need for isps
and the business intelligence and forecasting space.
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I guess they've seen that businesses and
our customers have found that they've needed to
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be able to reef work ast daily
or or weekly really is, as new
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changes came out. And then we've
got other customers that may have always sold
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business to business, that never explored
business to consumer and that kind of switched
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on during covid. So again they
had to switch everything around. They needed
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ECOMMERCE, they needed warehousing, they
needed distribution tools, the gistical tool.
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So yeah, everything really, I
guess, accelerate it from a digital perspective.
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But I'm I'm sure Steven and Michael
can talk a little bit more about
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it as well on their own perspectives. Sure, yeah, that sounds great.
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I mean seems that you're ready tried
to put the company together and to
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keep everyone still involved. I think
you know what you mentioned. If I've
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got to summarize, and what we've
seen from successful businesses now and what we
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see you, successful business owner and
and sales leader and marketing leader, telling
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us is adaptation. No, we
haven't. You know, it was not
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business as usual. So yes,
our clients may ever to refecast, but
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we also had to review what we
are doing product Chrodma investment, and I
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think everybody has kind of done that
pretty much as you sound the daily basis
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or weekly or monthly basis, which
I think is actually quite good, you
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know, because it allows you to
probably get closer to each other in a
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way, you know, and despite
the firet are not in person, and
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all the things that you've done with
the the morning get together, I know
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that has probably brought the community together
and people are probably eager for your next
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physical event to actually go and chaken
and never built together, which I think
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is fantastic and it's Steven, I
think, my crea. Finally at that
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one. There you go, to
see if coming back to you now,
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pycnd offers innovative additions and solution for
sage customers. So technically, the larger
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the sage customer base is, the
better idea for you. As an exclusive
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stage, I is V partner.
How did cove it affect your business and
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what kind of support did you get
at second to continue growing and operating successfully?
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Yeah, I think I think it's
a great question. Coming into it,
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I think probably is everyone did.
We just assumed companies were batten the
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hatches and so everything could slow down. So for us is as an organization,
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we just come off the back of
a record sales year for for us.
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So planning coming into before you know
it, realized it was going to
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affect us. We were planning great
sort of extra growth, what we're going
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to do with a product. Of
course, when it hit with that mindset
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of I think companies, well will
just stop spending, we actually change the
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budget. So we've just got a
flat line for a certain number of months.
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With things picking up now. We
had a decision to make or not.
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We've the directors of the business had
a decision to make should be utilized
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government's furlough scheme. Actually, the
directors decided to use that as an investment
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opportunity in our people. Are Not
putting us on furlough, but using that
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time to look at our internal processes. Now as a business that differently,
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I'm going to love getting out and
about. So first lockdown piers up behind
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to death every day with was not
my idea of idea of fun. abously
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got used to it now and I
think it's probably gone the other way.
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We weren't once we did their demonstrate
because a lot of hours was on site.
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So all of a sudden we had
to use lives technology and I think
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that's one of the first bits where
they age very much supportive and set the
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bar using teams calling us in.
So we looked at utilize in that technology
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here now that investment. We looked
at internal processes, we looked at testing
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of the products to make them better, but more importantly, looking at what
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collateral could we give. Sup bought
our part us and our partners are the
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same as sages partner. So we
sell to that' stay ecosystem to ensure that
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when they came back and we started
to see it up to that they were
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they were able to hit the ground
hit the ground running and we giving them
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as much collateral as possible to support
those activities and for their customers. What
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actually has transpired is we are tracking
last year. So that whole emphasis and
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I think what's happened is through the
mediums that we've got through businesses and again
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taking a leak from stage, whereby
working and Co supporting the customers, I
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think directors and owners have had to
look at there in their businesses a lot
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closer, just as you've stay in
their ray to look at their internal processes
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and they've actually looked distance. So
we were instantly busy from from sales side
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of things to support bought them demonstrations
and how our solutions can then help them
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become more efficient. So I think
that's so for us in terms of what's
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how how covid affected slightly different.
I think from a people perspective it's been
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a huge impact because it's changed to
change our lives. And from a business
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side it's helped to refocus those processes
and had a mental many years ago who
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they called it the business triangle and
they said if you focus on your people,
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give them the training internally and given
the the the autonomy to to provide
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excellent customer service and then the customers
feel that the value, the number takes
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care of itself and I think that's
really helped us reset that. Now second
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part, think to your two questions, are how sage supported us. Firstly,
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is the Moret of the weekly coffee
mornings. You know we're shall and
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the team of putting that's been that's
been fantastic because, first off, you're
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absolutely right. Never been to Australia. So sorry, Michael, probably would
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never have never met you, although
Sydney Harbor curtains down to bottom, marvelous,
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marvelous place, but so we would
never have met. Didn't realize the
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depth and breadth of that. I
se community outside of the two hundred arena
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that we that we play it.
So having those being able to share these
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stories and realize actually it's not just
our customers that are thing that it's also,
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you know, what Michael Seeing and
and it's all your you'll see when
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we comeing to Michael, the forecasting
in the insight they were to provide what's
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happening with the market really how solidify
that we were doing the right things and
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hopefully we'd help the other partners.
And then working closely with the sales teams
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absolutely endorsed. Say Stopping proactive selling
was perfect thing to do. It really
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helped to think that that base how
promote stage in the in the right way
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as well, in people's minds that
it was a supportive community. Of course
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we're part of that. And then
we worked to delay orders, you know,
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so working with sage. If they
were how can we support the mutual
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customers? There was a lot that. Well, that happened. But yeah,
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it's been I think looking back now, the viewpoint going into the whole
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covid situation was it's very different to
to how I see it now retrospectively.
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Yeah, thank you very much.
I mean that's that's very useful of men
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A. You're writer the we kind
of done the same atoporatics. While we
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say, well, we should just
keep the revenue a float. There is
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no point in trying to do more. Trained to go out and selling.
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We've done that for probably amounts.
But then what we realize very quickly that
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in our in our business, which
is sells and marketing, a lot of
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people who are actually completely confused about
what to do and the other wout.
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All the events that I had plan
are not happening anymore. So I've got
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no Leeds coming from that. All
the partners to that I had plan are
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not happening anymore because in the channel, and maybe more into the more traditional
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channel, I these tree resellers,
very add reseller and all that. Most
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of it is physical. You know, people like to go and have a
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beer with each other. I'll be
with their customer, with Das v Vendor
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relationship, e. could be slightly
different. But you know, partners work
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well because they are in the granularity, geographical granularity, they are close to
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their clients and basically we completely this. Say to good the other way,
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which is, let's have a lot
of conversation. We know that we are
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not expecting our toppling to go now, but let's have a lot of conversation
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and let's pick with all those prospect
share Id these tread could not create because
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we're already had one, but develop
our community and share best practices of what
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people are doing and what's working,
what's not working and what lots of conversation
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as what kind of non reven you
generating. Conversation. They were just like
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kind of a this is what we
see in your market, this is how
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we see the type of prospect that
you are selling to buying it. And
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this is a tactics that we've been
using with clients, or some clients that
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be using as a stand alone without
us to be successful. And I was
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it. You know, will spend
thirty minutes an hour with prospect and not
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get anything out of it, which
is crazy if you think about it,
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because you know, you obviously want
to send stuff to people. But guess
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what, you know, came July, came a gust. We could not
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cope with the dement and I think
you know the team. You put a
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person mail links in. Well,
we speaking about thirty five plus New York.
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For that, we had to get
on, you know, in the
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lass four to six weeks, which
is incredible, and I think all that
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time invested in actually having conversation,
trying to help people, is not coming
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back to us. Well, people
are like look, when I was a
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little bit doubting about what to do, or tray some musil stuff, exceeter,
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etc. Now want to go back
and I want to walk with you,
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because you seem to be an extension
and you can bring that you know,
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and I think that's this is not
something that we would have done or
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would have sought off without covid nineteen, but definitely something that we would do
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more moving forward because we realize that, you know, people want to buy
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from salt leader and they don't just
want to buy from the company has got
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the best preview on g two and
got the best people and the best stuff,
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you know from the face of paint, and the best references. Right.
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So I see, as we've learned, our amounts on our so,
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Michael, guest away is is a
stand alone solution that can walk independently as
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well as integrated with different technologies such
as stage. You mentioned that sage is
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one of your major outler and you
see a lot of gross with sage in
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the UK. I'm sure you're not
just saying that because Michell is on the
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lane with us on the kidding,
but we know that you're solution also integrate
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with those all vendors. So you'd
be good to understand what you've seen from
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us, our vendors. I've they
been? I've they been, you know,
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trying to reach out to you as
much as sedges don't? Have they
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been trying to support you as much
as you know, Steve has been explaining
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in them of what's he got and
the initial has been being able to taking
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us through. It would just be
good to understand what you've seen from us,
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our vend or any of our best
practices, but also maybe some of
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the bad stuff, without naming anyone, of course, but where you see
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maybe people maybe not doing the right
things, are being a little bit clumsy
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in the way they manage relationship with
you. Thank you right. It's been
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a really interesting year for us.
For us, three thousand twenty was the
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year that we were going to break
into the UK. I flew to the
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UK in January spend some time around
the country. We were looking to employ
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some people who are setting up an
office. We were trying to build our
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presence. We've been attempting to work
in the UK the last four or five
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years, being able to trade chosen
a like, but this here, two
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thousand and twenty was the year we
were going to make the break. And
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then covid hit. I came back
from my trip in January and there was
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nothing. We couldn't employ people because
we wanted to fly Australians so the kind
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of help build a cultural connection,
and that wasn't possible, and so our
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entire plan for two zero twenty was
in a mess. Now we're a forecasting
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a piece of software. You'd think
we could forecast, and the answer is
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we can forecastings. Not about predicting, because I think nobody could have predicted
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what came in in in two thousand
and twenty. forecastings about preparing. So
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as soon as covid started to impact
the world, we sat down and said,
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well, what do we do now? We still want to attack the
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UK market in a big way.
Coming from Australia, that's complicated. There's
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a preference definitely for dealing with people
on the ground in the UK. We've
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been talking with sage for quite some
time. So we doing it in a
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great with sage business cloud accounting.
We also integrate with other tools like zero,
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one with and so we also integrate
with other tools like zero and quick
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books, as well as excel.
So via excel we kind of integrate with
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everything. But we've been talking in
sage for a while and when I was
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there in January we came to an
an agreement and actually it just became for
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us the place we wanted to place
our energy. So sage has been strong
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as a partner and actually they opened
up a pathway for us to launch hard
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in the UK this year without being
there physically. None of the other vendors
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we're dealing with had that opportunity.
None of them have been as proactive from
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our perspective as sage o. But
I'm not just saying this because Michelle's on
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the call either. It has been
a market difference that we've invested in that
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relationship and I think there's been an
investment back from sage as well. So
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my plan had been to visit the
UK four times this year January, February,
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March and then May. May We
were going to a big trade show
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called Accountacht. That's our major annual
event in the UK, and suddenly all
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of those are those on the ground
opportunities were lot. We weren't able to
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run physical training, we weren't able
to go face to face with the people
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we would normally go facetoface with,
because a lot of our business model has
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been face to face conversations with large
organizations, large accounting firms, large businesses,
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and so we had to actually reinvent
the way we sell, the way
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we connect to the market, and
I've got to say we couldn't have done
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that without the work that we've done
with sage. So in that same time
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I was meant to be in the
UK several times. We've done a trade
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show, but it was a virtual
trade show. We've had introductions and work
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with major accounting firms across the UK. We've sold cast Y, introduced castway
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in partnership arrangements with major accounting firms
and sage has been there to help us
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through that process. Either they've introduced
through their key account managers to those those
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key accounts, or there's been situations
where we've had connections already with those key
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accounts but sage is just had some
additional contact which is helped push the customer
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over the edge and that's been for
us a really good thing. It helps
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solve the problem. How do we
launch, because two thousand and twenty was
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such an important year for his how
do we launch hard but without actually physically
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being there? I think in any
sales or marketing campaign you need a combination
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of different things. We couldn't put
people on the ground that we were able
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to access a whole bunch of customers
in the UK via the sage account network.
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We've also obviously been on the ISS
be marketplace so we've had some some
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some coverage by a marketplace. On
top of that, I think you know,
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equing the things that the Deva said
in Michelle said being able to connect
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virtually with people around the world,
other eyes bees around the world, has
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been something really, really interesting.
I remember sitting there one day and we
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were counting monkeys, counting monkeys as
part of the Sage Foundation program now this
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00:22:44.960 --> 00:22:51.519
might not sound like a strong sales
activity, but actually it's an incredible opportunity
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through through sage foundation, to build
connections and to have some fun with other
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eyes fee partners and that's been Nice, you know, for us around the
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world. Going to trade shows is
always fantastic for meeting customers, but one
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of the key things for us is
meeting other eyes bees, other people on
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the same journey as arts, because
actually this business is difficult and there's not
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that many people understand how complex this
business can be. And so met a
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trade shows has been fantastic to meet
people. No trade shows this year,
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so no chance to meet. And
yet these coffee mornings in the like of
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really helped that. We've created opportunities
to for other eyes of these through these
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coffee meetings and they've created opportunities for
us. One of the other things I
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00:23:30.769 --> 00:23:34.130
think that this camera and and rare. You've mentioned this from your own business
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perspective. Your work has turned into
education. We all stopped selling hard and
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started educating as thought leader's and I
think that's been an amazing thing. We've
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we've recognized that we can deal globally
with a note, with a with an
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audience from our office here in Sydney, Australia, and do it exceptionally effectively.
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We had to, because forecasting is
never been more important. This year.
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I think forecasting is the tool that
helps people build pathways through covid it
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helps create the backbone for all the
conversations you need to think about strategically,
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00:24:07.789 --> 00:24:11.180
and so the world's never needed more
what we do and our challenge has been
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how to get to the world and
I think that's been a really interesting learning
349
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this year. We switch quickly and
it's ended up being a successful year.
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In fact, it's been a record
year for us. We've never been busier.
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Congratulation. It's going to make up. Yeah, thank you very much.
352
00:24:25.650 --> 00:24:27.650
Fun To make read. It does
make our it does make a lot
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of sense and he's good. That
he's good to other trail in a regards
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of me. Will also on truck
at the moment. But you know,
355
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we just again. We don't want
to speak Aboux record. We don't want
356
00:24:37.250 --> 00:24:41.759
to speak about doing too well.
We which try to keep it and would
357
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like to put more on meat and
all that. But we when we see
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some Muslim businesses around there's not doing
the technology space. I think we've got
359
00:24:48.400 --> 00:24:51.519
lots of thick of clients and you
know, we're really appear about that.
360
00:24:52.079 --> 00:24:55.029
We are in the right space.
I think all of us know the technology
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space. Gays are in forecasting finance. You still need that. This is
362
00:24:59.269 --> 00:25:03.990
bad bonds of organization. We've got
lots of crimes winding for a structure security.
363
00:25:03.750 --> 00:25:07.660
What gets what? The hackers are
not stopping. They'll still going really
364
00:25:07.700 --> 00:25:08.900
out. In fact they are going
out of they probably have more time in
365
00:25:08.980 --> 00:25:14.019
their hands walking from the bedroom while
els in the in the world. So
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00:25:14.500 --> 00:25:17.819
you know, I think our plants
have not really seen a lack of activity
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00:25:17.940 --> 00:25:22.690
or lack of interest. Is more
the fluctuation term of WHO's doing what.
368
00:25:23.049 --> 00:25:26.089
Are you speaking to a company?
Would the budget be pulled out at the
369
00:25:26.130 --> 00:25:30.450
last minute and you know it's the
insertainty. That, I think, is
370
00:25:30.529 --> 00:25:34.529
the issue and I think we have
been speaking with squad a few people even
371
00:25:34.569 --> 00:25:40.480
like private equity firms and VC is
that we walk with, and I think
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00:25:40.559 --> 00:25:42.960
we all agree that. You know
now, we know what the insertainty look
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00:25:44.000 --> 00:25:48.240
like. You know. But remember
when Donald Trump was kind of saying,
374
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wow, you know, should we? You can go to work, you
375
00:25:51.269 --> 00:25:52.710
can go to Auboritions, and was
also a good one in the UK.
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00:25:52.950 --> 00:25:56.829
I leave. Well, I was
listening to the thing at six pms of
377
00:25:56.950 --> 00:26:00.509
what did he say? Look that
my words, the interest we should go
378
00:26:00.589 --> 00:26:03.509
to walk tomorrow, were not supposed
to good to what's going on and he
379
00:26:03.630 --> 00:26:04.980
was like well, you should,
you could, but it's not a you
380
00:26:06.099 --> 00:26:10.660
must or your cars. You know
it, and it's it was. I
381
00:26:10.740 --> 00:26:12.940
think that's built up a lot of
uncertainty. And then we saw that the
382
00:26:14.019 --> 00:26:17.099
lockdown would be three weeks for weeks
and then he ended up being two months
383
00:26:17.700 --> 00:26:21.490
and I think as what bit more
than that actually. But as we got
384
00:26:21.609 --> 00:26:25.609
into into June, people started to
say hey and we started to go in
385
00:26:25.690 --> 00:26:30.210
the new normal right, which is
now boring down. Is that could anymore?
386
00:26:30.529 --> 00:26:33.680
But you know, I do really
believe that now we know a deal
387
00:26:33.759 --> 00:26:36.920
certainty look like, and I do
believe that, even if there is another
388
00:26:37.160 --> 00:26:40.720
lockdown, which could happen, because
if it's press you nice, we would
389
00:26:40.720 --> 00:26:42.119
be the right thing to do and
the government would be writing doing so,
390
00:26:42.240 --> 00:26:45.559
even if we would impact businesses,
of course. I think people are much
391
00:26:45.559 --> 00:26:48.670
more prepared. I don't think I
will be running to my local shop to
392
00:26:48.710 --> 00:26:52.470
get toilet, pepper and pasta right. I think I know that I want
393
00:26:52.549 --> 00:26:56.349
to start. I I you know, and that panic could be different.
394
00:26:56.549 --> 00:26:59.990
Now we know what to deal with
kids at all. So I think we
395
00:27:00.069 --> 00:27:03.220
actually, I've land much more skills
were personal level and from a business perspective,
396
00:27:03.660 --> 00:27:07.420
and that the adaptability, hopefully,
will stay with us and we'll stay
397
00:27:07.460 --> 00:27:11.619
with most businesses, which is kind
of leading me to my next question to
398
00:27:11.700 --> 00:27:15.250
you, mischell. From your perspective, what are the most positive outcomes and
399
00:27:15.289 --> 00:27:18.609
lesson long from that, from that
to pier then also, which is which
400
00:27:18.609 --> 00:27:22.650
is the most important? I guess
in part of my question. What are
401
00:27:22.690 --> 00:27:26.250
the lesson learn? Are Best Practices
that you've learned over the course of the
402
00:27:26.369 --> 00:27:32.039
lockdown and covered Naineteen, that you
will keep going, that you will keep
403
00:27:32.119 --> 00:27:34.759
pushing, because you actually been seeing
them successful and and you see them being
404
00:27:34.880 --> 00:27:40.640
ongoing on an ongoing bases being successful. Yeah, it's very interesting, or
405
00:27:40.680 --> 00:27:42.240
you've been saying. I kind of
agree with this. A lot of us
406
00:27:42.359 --> 00:27:45.230
am, I think, for me, community in relationships. I think the
407
00:27:45.269 --> 00:27:49.990
importance of that's been really highlightess and
not just business. Like I live in
408
00:27:49.990 --> 00:27:53.789
a small village, your disco spoiler. I've got a lot of elderly people
409
00:27:53.910 --> 00:27:57.900
surround me. I mean I our
village came together to help each other out,
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00:27:59.259 --> 00:28:02.900
those that were shielding. We delivered
food to them and it just feels
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00:28:02.940 --> 00:28:06.380
like people started to care about each
other and come together a lot more during
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00:28:06.500 --> 00:28:08.700
covid so I think that's something that
really stood out for me and I see
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00:28:08.779 --> 00:28:12.130
that. I see that internally.
It's sage. We've come together a lot
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00:28:12.210 --> 00:28:15.809
more. I speak, communities come
together a lot more and yeah, I
415
00:28:17.170 --> 00:28:19.450
hate that's really keen. I guess
we're a business perspective. When I look
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00:28:19.450 --> 00:28:25.690
at our I see ecosystem. We
have the marketplace platform and of course we
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00:28:25.769 --> 00:28:29.000
want to sell and we want to
market together, but I think a really
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00:28:29.319 --> 00:28:33.119
big differentiator for us who's is these
relationships we've created and it's trust that we've
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00:28:33.160 --> 00:28:37.759
built among each other and I feel
like we have each each other's backs now
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00:28:37.799 --> 00:28:41.240
when we care about each other as
people as well. Yeah, I guess
421
00:28:41.279 --> 00:28:44.829
that kind of reflects what you were
saying as well. It's more people buying
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00:28:44.869 --> 00:28:48.349
from people again rather than it's been
very like just a digital journey where you
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00:28:48.349 --> 00:28:52.990
don't speak to people. It's people
wanting to to build relationships with people.
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00:28:52.470 --> 00:28:56.740
So guess what, we're going to
keep going and we're going to keep going
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00:28:56.859 --> 00:29:00.500
with our virtual coffeme warnings and happy
hours. I mean it's really simple concept
426
00:29:00.619 --> 00:29:04.819
and I'd flow at the idea of
stopping them in the lockdown restrictions he's but
427
00:29:06.539 --> 00:29:08.299
all the ice these want to keep
it going and we're going to go that
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00:29:08.380 --> 00:29:11.690
and hopefully one day we can start
doing these again in real life. I
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00:29:11.849 --> 00:29:17.049
really like to share what we've created
with our customers and our work wider partner
430
00:29:17.130 --> 00:29:19.890
base. I think our customers could
get to know where ice the ecosystem really
431
00:29:19.930 --> 00:29:23.519
well as people and understand why we're
working with these created, I. is,
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00:29:23.599 --> 00:29:27.000
fees and they've all got interesting business
stories to help and I think they
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00:29:27.039 --> 00:29:32.480
can learn a lot from them,
and I guess we're collaborating a lot more
434
00:29:32.559 --> 00:29:37.000
scatter as well. So if I
take us even doing FY Twenty one planning
435
00:29:37.039 --> 00:29:41.589
around marketing with their ICES. Before
we would have just done this internally.
436
00:29:41.630 --> 00:29:45.230
We probably wouldn't have spoken to the
IRCS too much about it. But we
437
00:29:45.309 --> 00:29:51.549
completely flip that around. We whenever
coffee wearning sessions to brainstorm with the whole
438
00:29:51.630 --> 00:29:56.700
ice community to sporce their ideas and
listen to each other and and bounce ideas
439
00:29:56.740 --> 00:29:59.660
off each other, and the plan
that we've pulled together is based on on
440
00:30:00.339 --> 00:30:03.539
all that feedback. So yeah,
I guess that's another thing that we're definitely
441
00:30:03.579 --> 00:30:07.849
going to keep going as much as
we can. That's pretty good. Thanks
442
00:30:07.890 --> 00:30:11.009
for as me should not and I
think you know, on the personal perspective
443
00:30:11.049 --> 00:30:14.490
it. We didn't mention that,
but yet I'll being helping each other on
444
00:30:15.369 --> 00:30:17.849
this. Is this is this is
good. You Know Sonny diary. Some
445
00:30:17.970 --> 00:30:19.769
of you had that. I think
we needed a little bit as a as
446
00:30:19.769 --> 00:30:25.319
a little slip across the face.
And and the first he's been kind of
447
00:30:26.079 --> 00:30:29.119
riply gating in the business environment.
Could can only be good. You know,
448
00:30:29.480 --> 00:30:33.160
it's only a good thing, unfortunately
coming from a bad thing, but
449
00:30:33.319 --> 00:30:34.680
you know, it's a good thing. So let's look at the busy teeth.
450
00:30:34.829 --> 00:30:40.109
That lets you out full, isn't
it? So we're going to to
451
00:30:40.190 --> 00:30:45.109
the ENN F comversation. I could
have got on for much stronger but because
452
00:30:45.150 --> 00:30:48.950
I think the content of which you
gets, what we discussed the Ay was
453
00:30:48.990 --> 00:30:52.579
really interesting and and what we do
at the end of feature for forsation or
454
00:30:52.619 --> 00:30:56.700
each other for podcast, is to
ask you guys to just tell our audience
455
00:30:56.859 --> 00:31:00.740
what would be the best way to
get in touch with you. So,
456
00:31:02.980 --> 00:31:04.329
Michell, let's start with you.
We've been, you know, ladies first.
457
00:31:04.369 --> 00:31:07.210
We've done that. But guess it, let's keep it going. We
458
00:31:08.369 --> 00:31:15.529
Free Gentlemen here. So if people
want to push the conversation with you,
459
00:31:15.130 --> 00:31:19.039
Michelle, and and discuss further or
whatever, I could get an existing as
460
00:31:19.039 --> 00:31:22.799
v. We could be someone wanted
to become an Isev could get us or
461
00:31:22.799 --> 00:31:26.720
vendor having an asv program but maybe
being a little bit less much or than
462
00:31:26.799 --> 00:31:30.240
yours. What's the best way to
get all of your mission? And Yeah,
463
00:31:30.359 --> 00:31:33.390
probably Linkedin is probably the easiest.
With my confusing surname, is just
464
00:31:33.509 --> 00:31:41.470
one of me and we sought some
Shell and then AUC hi and achie see
465
00:31:41.630 --> 00:31:44.990
here make the claim guys. I've
longed that. I've longed that at the
466
00:31:45.029 --> 00:31:48.380
beginning of the call today. Very
good, name by it's good to be
467
00:31:48.420 --> 00:31:52.460
different. I say that because my
name is different as well. Steve,
468
00:31:52.500 --> 00:31:56.299
over to you. What's the best
way to get all of you, Steve
469
00:31:56.500 --> 00:32:06.690
and yeah, to two to continue
the conversation with you? Probably tender again.
470
00:32:06.809 --> 00:32:10.369
Linked A. Nothing to me.
Right, Steve Gemmot so, JEM
471
00:32:10.809 --> 00:32:14.490
putty, and use the surname,
so I should be the only yeah,
472
00:32:14.730 --> 00:32:16.519
the only one, or hopefully top
of the search list anyway, but certainly
473
00:32:16.519 --> 00:32:20.680
linkedin. More than happy. Two
People Che Connect that one. Wonderful.
474
00:32:20.799 --> 00:32:23.720
Thanks, Steve and and for you
make or find out more about cost to
475
00:32:23.759 --> 00:32:30.309
I. You can go to the
website www castaway forecastingcom, and also what
476
00:32:30.470 --> 00:32:34.029
not to make it three out of
trade over at Linkedin. Michael Ford,
477
00:32:34.069 --> 00:32:37.710
I'm the CEO of castaway forecasting.
Find me a lot. I'd be happy
478
00:32:37.710 --> 00:32:39.750
to connect. Be Good. I
want them an you may go thought there
479
00:32:39.829 --> 00:32:46.380
is on Linkedin, though. Well, we say yeah, all right,
480
00:32:46.420 --> 00:32:51.220
you guys of Statistics and Ma gap
on the spot. So I've just done
481
00:32:51.259 --> 00:32:54.819
that. Good job. Great well, many thanks once again for all of
482
00:32:54.859 --> 00:32:59.289
your gays. You was great to
have you undership today. Say Thank you.
483
00:32:59.609 --> 00:33:07.049
Enjoy this thanks R it's fantastic operatics
has redefined the meaning of revenue generation
484
00:33:07.289 --> 00:33:14.400
for technology companies worldwide. While the
traditional concepts of building and managing inside sales
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teams inhouse has existed for many years, companies are struggling with a lack of
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focus, agility and scale required in
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sales. See How operatics can help
your company accelerate pipeline at operatics dotnet.
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You've been listening to be tob revenue
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489
00:33:37.750 --> 00:33:40.819
an episode, subscribe to the show
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490
00:33:40.859 --> 00:33:43.859
so much for listening. Until next
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