B2B Revenue Acceleration
B2B Revenue Acceleration

Episode · 1 year ago

87: How COVID-19 Has Impacted the ISV Ecosystem w/ Michelle Auchinachie, Steve Jemmott, and Michael Ford

ABOUT THIS EPISODE

There is no doubt that businesses all around the world have been impacted by COVID-19. But how has it impacted the ISV community? And how have vendors reacted to support their partners to thrive? 

To find out the answers to these questions, we invited Michelle Auchinachie, Head of ISVs - UK at Sage, as well as two of Sage’s ISVs: Steve Jemmott, Sales Manager at Sicon, and Michael Ford, Founder & CEO at Castaway Forecasting.

You’ll hear from Michelle about the vendor side of supporting their strategic partners. Steve provides an ISV perspective on how he felt supported to continue growing and operating successfully, while Michael talks to us about how other vendors have handled the situation. 

To hear this interview and many more like it, subscribe to The B2B Revenue Acceleration Podcast on Apple Podcasts, on Spotify, or on our website.

You were listening to bb revenue acceleration, a podcast dedicated helping software executive stay on the cutting edge of sales andmarketing in their industry. Let's get into the show. Hi, welcome tobe to be a revenue acceleration. My name is Niam, with you andI'm pleased to be will coming today's free special guests on our show to discusshow the ISS v Ecosystem has been impacted covid nineteen and what vendors have beendoing to support a partner. So, from a vendor side, I'd liketo welcome Michelle or in, a key with aid of issvs at sage inthe UK, to welcome to the show, Michelle. Hi, nice to meettoday and be on the show. Thanks for having so on pleasure.And from the LB side we are welcoming Michael Fort from the and see youand castaway forecasting and Steve Jemmott, sales manager at psychon. Welcome to theshow, my collective. All right, how are you? Thank you veryvery good, guys. Very good. So, before we get going,always ask my guests to introduce themselves. Some of them take five videites,some of them to quite minute. Can a s feeture, just a ten, fifteen sortistagons. Just introduce yourself briefly, I guess, your role, butalso, in a couple of sentences, tell us what your respective companies aredoing. Should we start with you, Michelle? Yes, sure, andyes, I my name them self are can I, Kei and Ihad a I see, for say, to in the UK, and stageis a market leader for technology that provide right smaller medium businesses with visibility,flexibility and efficiency to manage, finance, operations and people. I see consistemreally plays a key part in this as well. And we've got it.We've got a really wide ecosystem of isasds that we curate, integrate with theirproducts, validate the integration and and then and then publish it to our ownmarket place and and really have the benefit our customers that are looking to extendtheir their experience with sage makes perfect and thank you, Michelle. Michael.Should we ask to the next on?...

Michael Ford, on the CEO ofcastaway forecasting. We're a small APP that helps people create budgets, podcasts andbusiness models. Helps we help people see into the future so they can designa bit of future. We take the pain out of doing numbers. Weare, as you can tell, Australian that we sell cast way all overthe world and with a real love focus this year, particularly on the UK. Okay, thank you, my good and Steve Laughs like that say thebest for last absolutely so money to speak on sales manager. Here it's cyclewe are leading restell. If be the stage in tract we only developed astage would be poor UK products, which is sage two hundred perfect. Thankyou very much to you. What sends gain for your introduction. The reasonwhy we wanted to record these cipis up today is because that, you know, we longer done that. Covid nineteen as impacted a lot of businesses,but we've never really looked at the relationship between is a V and Vendo,and I don't think we've been speaking enough about what measures vendo are taking tosupport their strategic botnurs. So, starting with Yu Michell, it would begreat to under stormed a little bit more how your I ve ecosystem looks likea sage. Before we get going. How many strategic Bob know do youmanage? How do you support your your partners from a sales and marketing perspective? And and also what are your general reviews on how the market has beenaffected by by covid nineteen? Yeah, sure, and so in the UKour sage ice ecosystem fans across our entire product portfolio and so you've got sagebusiness slide accounting, which is our entry level cloud solution for four startup companies, all the way through to x three, which is designed for for customers butlike manufacturing, distribution and you really complex operational lead and all along theportfolio we have ice these integrated to our various products. And I say itsecosystems really so first as well. So...

...we work with and Tech Startup companiesthat are cloud native and we work with some companies that regularly appear on theGardner Magic quadrants. And then we've got long term partners of sage that wouldhave integrated to our own prime products originally, and I've kind of come on acloud transformation journey with us as well. So it is really interesting and theice these to provide and a vast number of solutions. We've got everythingfrom business intelligence, forecasting, manufacturing, ecommerce, everything that you can reallythink off and I think it makes my job really interesting dealing with so manydifferent types of companies. Numbers Wise, we've got about three hundred developers andis fees in the UK and off those there's about twenty that we've got strategicand commercial relationships in place with them, so psychonic, hastaway and or twoof those, and with the ice these that we've got strategic commercial relationships with. Their sales teams. Work really closely with them, both their direct teamsand also are indirect teams and reseller channels. And I is is be solution thatwe sell. It goes to our sales people's are sales teams quota andI guess it really encourages them try to have the right behavior, get toknow that ice these a lot better in the solution and understand what type ofvalue it can really add to the customer as well. In the last sixmonths we've really tried to kick off ice feed marketing in the UK and withtheir ecosystem. We've been running a lot of ice bee enablement sessions to oursales teams and channel and we ran a virtual customer event recently as well.We're all our ice bees were there to demo and meet with the customers andkind of share the experience of the ecosystem and we're building out during customer casestudies together. And I guess another key thing we started to do during covidis to really and bring our isps into our stage foundation program where we helpout charities in our local community. So we've been coming together online to dosome charitable activity as well. And then told them a little bit about howthe market's been affected during COVID. I...

...guess it's said it's been really interesting. Once lockdown CINDIC kicked in, we took a really strong stance that wewere here to support our customers. We stopped all proactive sales and marketing activitycompletely. A lot of our reseller channel partners and our ISS these took thesame stance. We just wanted to figure out how can we help and supporteach other, our partners and our colleagues as well. We created a covidhub, so basically it was a place for all customers and partners to goto to find out everything that was happening. Every day. When there was anEC government update coming out, our customers cut log on and learn aboutit, and we had webinars running daily so customers can understand how government changesand the lockdown was kind of impacting their business. Yet we have massive turnouts. I think we two thousand people on one of our webinars. Thatcame once the furlough scheme was announced. So I'm yeah, really, reallygood, good turning. Yeah, so I guess we took a lot aboutwhat we were doing with customers and internally, what the colleagues at stage, andtry to use that with our ice ecosystem as well. So again,like like us, all our eyes, these were kind of working from homea lot of people, some people were working by themselves. Didn't really havethat kind of system. We had. It said, we were all connectedtogether, so we built up virtual coffee mornings and happy hours and just toget everyone together kind of talk about person only, how we were finding thingsand how we were fining things from business perspective, how we were adapting andI guess talking a little bit about how, yeah, how our businesses were beingimpacted as well, and I think that worked really well. I guesswe had isps, even Steven Michael Letter on this call that they probably wouldnever have met each other in personal even on an event. They maybe wouldhave like been introduced, but they would never have built the relationship that wehave. So so I think that's really good and I guess they can talkabout it a little bit more. But one thing we that came out ofthe coffee mornings and and from speaking to other colleagues and partners that stage justhow quickly businesses have had to accelerate their digital transformation journey and during Covid,and I'm Michael can probably cover this as...

...well, but I need for ispsand the business intelligence and forecasting space. I guess they've seen that businesses andour customers have found that they've needed to be able to reef work ast dailyor or weekly really is, as new changes came out. And then we'vegot other customers that may have always sold business to business, that never exploredbusiness to consumer and that kind of switched on during covid. So again theyhad to switch everything around. They needed ECOMMERCE, they needed warehousing, theyneeded distribution tools, the gistical tool. So yeah, everything really, Iguess, accelerate it from a digital perspective. But I'm I'm sure Steven and Michaelcan talk a little bit more about it as well on their own perspectives. Sure, yeah, that sounds great. I mean seems that you're ready triedto put the company together and to keep everyone still involved. I thinkyou know what you mentioned. If I've got to summarize, and what we'veseen from successful businesses now and what we see you, successful business owner andand sales leader and marketing leader, telling us is adaptation. No, wehaven't. You know, it was not business as usual. So yes,our clients may ever to refecast, but we also had to review what weare doing product Chrodma investment, and I think everybody has kind of done thatpretty much as you sound the daily basis or weekly or monthly basis, whichI think is actually quite good, you know, because it allows you toprobably get closer to each other in a way, you know, and despitethe firet are not in person, and all the things that you've done withthe the morning get together, I know that has probably brought the community togetherand people are probably eager for your next physical event to actually go and chakenand never built together, which I think is fantastic and it's Steven, Ithink, my crea. Finally at that one. There you go, tosee if coming back to you now, pycnd offers innovative additions and solution forsage customers. So technically, the larger the sage customer base is, thebetter idea for you. As an exclusive...

...stage, I is V partner.How did cove it affect your business and what kind of support did you getat second to continue growing and operating successfully? Yeah, I think I think it'sa great question. Coming into it, I think probably is everyone did.We just assumed companies were batten the hatches and so everything could slow down. So for us is as an organization, we just come off the back ofa record sales year for for us. So planning coming into before you knowit, realized it was going to affect us. We were planning greatsort of extra growth, what we're going to do with a product. Ofcourse, when it hit with that mindset of I think companies, well willjust stop spending, we actually change the budget. So we've just got aflat line for a certain number of months. With things picking up now. Wehad a decision to make or not. We've the directors of the business hada decision to make should be utilized government's furlough scheme. Actually, thedirectors decided to use that as an investment opportunity in our people. Are Notputting us on furlough, but using that time to look at our internal processes. Now as a business that differently, I'm going to love getting out andabout. So first lockdown piers up behind to death every day with was notmy idea of idea of fun. abously got used to it now and Ithink it's probably gone the other way. We weren't once we did their demonstratebecause a lot of hours was on site. So all of a sudden we hadto use lives technology and I think that's one of the first bits wherethey age very much supportive and set the bar using teams calling us in.So we looked at utilize in that technology here now that investment. We lookedat internal processes, we looked at testing of the products to make them better, but more importantly, looking at what collateral could we give. Sup boughtour part us and our partners are the same as sages partner. So wesell to that' stay ecosystem to ensure that when they came back and we startedto see it up to that they were they were able to hit the groundhit the ground running and we giving them as much collateral as possible to supportthose activities and for their customers. What...

...actually has transpired is we are trackinglast year. So that whole emphasis and I think what's happened is through themediums that we've got through businesses and again taking a leak from stage, wherebyworking and Co supporting the customers, I think directors and owners have had tolook at there in their businesses a lot closer, just as you've stay intheir ray to look at their internal processes and they've actually looked distance. Sowe were instantly busy from from sales side of things to support bought them demonstrationsand how our solutions can then help them become more efficient. So I thinkthat's so for us in terms of what's how how covid affected slightly different.I think from a people perspective it's been a huge impact because it's changed tochange our lives. And from a business side it's helped to refocus those processesand had a mental many years ago who they called it the business triangle andthey said if you focus on your people, give them the training internally and giventhe the the autonomy to to provide excellent customer service and then the customersfeel that the value, the number takes care of itself and I think that'sreally helped us reset that. Now second part, think to your two questions, are how sage supported us. Firstly, is the Moret of the weekly coffeemornings. You know we're shall and the team of putting that's been that'sbeen fantastic because, first off, you're absolutely right. Never been to Australia. So sorry, Michael, probably would never have never met you, althoughSydney Harbor curtains down to bottom, marvelous, marvelous place, but so we wouldnever have met. Didn't realize the depth and breadth of that. Ise community outside of the two hundred arena that we that we play it.So having those being able to share these stories and realize actually it's not justour customers that are thing that it's also, you know, what Michael Seeing andand it's all your you'll see when we comeing to Michael, the forecastingin the insight they were to provide what's happening with the market really how solidifythat we were doing the right things and hopefully we'd help the other partners.And then working closely with the sales teams...

...absolutely endorsed. Say Stopping proactive sellingwas perfect thing to do. It really helped to think that that base howpromote stage in the in the right way as well, in people's minds thatit was a supportive community. Of course we're part of that. And thenwe worked to delay orders, you know, so working with sage. If theywere how can we support the mutual customers? There was a lot that. Well, that happened. But yeah, it's been I think looking back now, the viewpoint going into the whole covid situation was it's very different toto how I see it now retrospectively. Yeah, thank you very much.I mean that's that's very useful of men A. You're writer the we kindof done the same atoporatics. While we say, well, we should justkeep the revenue a float. There is no point in trying to do more. Trained to go out and selling. We've done that for probably amounts.But then what we realize very quickly that in our in our business, whichis sells and marketing, a lot of people who are actually completely confused aboutwhat to do and the other wout. All the events that I had planare not happening anymore. So I've got no Leeds coming from that. Allthe partners to that I had plan are not happening anymore because in the channel, and maybe more into the more traditional channel, I these tree resellers,very add reseller and all that. Most of it is physical. You know, people like to go and have a beer with each other. I'll bewith their customer, with Das v Vendor relationship, e. could be slightlydifferent. But you know, partners work well because they are in the granularity, geographical granularity, they are close to their clients and basically we completely this. Say to good the other way, which is, let's have a lotof conversation. We know that we are not expecting our toppling to go now, but let's have a lot of conversation and let's pick with all those prospectshare Id these tread could not create because we're already had one, but developour community and share best practices of what people are doing and what's working,what's not working and what lots of conversation as what kind of non reven yougenerating. Conversation. They were just like...

...kind of a this is what wesee in your market, this is how we see the type of prospect thatyou are selling to buying it. And this is a tactics that we've beenusing with clients, or some clients that be using as a stand alone withoutus to be successful. And I was it. You know, will spendthirty minutes an hour with prospect and not get anything out of it, whichis crazy if you think about it, because you know, you obviously wantto send stuff to people. But guess what, you know, came July, came a gust. We could not cope with the dement and I thinkyou know the team. You put a person mail links in. Well,we speaking about thirty five plus New York. For that, we had to geton, you know, in the lass four to six weeks, whichis incredible, and I think all that time invested in actually having conversation,trying to help people, is not coming back to us. Well, peopleare like look, when I was a little bit doubting about what to do, or tray some musil stuff, exceeter, etc. Now want to go backand I want to walk with you, because you seem to be an extensionand you can bring that you know, and I think that's this is notsomething that we would have done or would have sought off without covid nineteen, but definitely something that we would do more moving forward because we realize that, you know, people want to buy from salt leader and they don't justwant to buy from the company has got the best preview on g two andgot the best people and the best stuff, you know from the face of paint, and the best references. Right. So I see, as we've learned, our amounts on our so, Michael, guest away is is astand alone solution that can walk independently as well as integrated with different technologies suchas stage. You mentioned that sage is one of your major outler and yousee a lot of gross with sage in the UK. I'm sure you're notjust saying that because Michell is on the lane with us on the kidding,but we know that you're solution also integrate with those all vendors. So you'dbe good to understand what you've seen from us, our vendors. I've theybeen? I've they been, you know, trying to reach out to you asmuch as sedges don't? Have they...

...been trying to support you as muchas you know, Steve has been explaining in them of what's he got andthe initial has been being able to taking us through. It would just begood to understand what you've seen from us, our vend or any of our bestpractices, but also maybe some of the bad stuff, without naming anyone, of course, but where you see maybe people maybe not doing the rightthings, are being a little bit clumsy in the way they manage relationship withyou. Thank you right. It's been a really interesting year for us.For us, three thousand twenty was the year that we were going to breakinto the UK. I flew to the UK in January spend some time aroundthe country. We were looking to employ some people who are setting up anoffice. We were trying to build our presence. We've been attempting to workin the UK the last four or five years, being able to trade chosena like, but this here, two thousand and twenty was the year wewere going to make the break. And then covid hit. I came backfrom my trip in January and there was nothing. We couldn't employ people becausewe wanted to fly Australians so the kind of help build a cultural connection,and that wasn't possible, and so our entire plan for two zero twenty wasin a mess. Now we're a forecasting a piece of software. You'd thinkwe could forecast, and the answer is we can forecastings. Not about predicting, because I think nobody could have predicted what came in in in two thousandand twenty. forecastings about preparing. So as soon as covid started to impactthe world, we sat down and said, well, what do we do now? We still want to attack the UK market in a big way.Coming from Australia, that's complicated. There's a preference definitely for dealing with peopleon the ground in the UK. We've been talking with sage for quite sometime. So we doing it in a great with sage business cloud accounting.We also integrate with other tools like zero, one with and so we also integratewith other tools like zero and quick books, as well as excel.So via excel we kind of integrate with everything. But we've been talking insage for a while and when I was there in January we came to anan agreement and actually it just became for...

...us the place we wanted to placeour energy. So sage has been strong as a partner and actually they openedup a pathway for us to launch hard in the UK this year without beingthere physically. None of the other vendors we're dealing with had that opportunity.None of them have been as proactive from our perspective as sage o. ButI'm not just saying this because Michelle's on the call either. It has beena market difference that we've invested in that relationship and I think there's been aninvestment back from sage as well. So my plan had been to visit theUK four times this year January, February, March and then May. May Wewere going to a big trade show called Accountacht. That's our major annualevent in the UK, and suddenly all of those are those on the groundopportunities were lot. We weren't able to run physical training, we weren't ableto go face to face with the people we would normally go facetoface with,because a lot of our business model has been face to face conversations with largeorganizations, large accounting firms, large businesses, and so we had to actually reinventthe way we sell, the way we connect to the market, andI've got to say we couldn't have done that without the work that we've donewith sage. So in that same time I was meant to be in theUK several times. We've done a trade show, but it was a virtualtrade show. We've had introductions and work with major accounting firms across the UK. We've sold cast Y, introduced castway in partnership arrangements with major accounting firmsand sage has been there to help us through that process. Either they've introducedthrough their key account managers to those those key accounts, or there's been situationswhere we've had connections already with those key accounts but sage is just had someadditional contact which is helped push the customer over the edge and that's been forus a really good thing. It helps solve the problem. How do welaunch, because two thousand and twenty was such an important year for his howdo we launch hard but without actually physically...

...being there? I think in anysales or marketing campaign you need a combination of different things. We couldn't putpeople on the ground that we were able to access a whole bunch of customersin the UK via the sage account network. We've also obviously been on the ISSbe marketplace so we've had some some some coverage by a marketplace. Ontop of that, I think you know, equing the things that the Deva saidin Michelle said being able to connect virtually with people around the world,other eyes bees around the world, has been something really, really interesting.I remember sitting there one day and we were counting monkeys, counting monkeys aspart of the Sage Foundation program now this might not sound like a strong salesactivity, but actually it's an incredible opportunity through through sage foundation, to buildconnections and to have some fun with other eyes fee partners and that's been Nice, you know, for us around the world. Going to trade shows isalways fantastic for meeting customers, but one of the key things for us ismeeting other eyes bees, other people on the same journey as arts, becauseactually this business is difficult and there's not that many people understand how complex thisbusiness can be. And so met a trade shows has been fantastic to meetpeople. No trade shows this year, so no chance to meet. Andyet these coffee mornings in the like of really helped that. We've created opportunitiesto for other eyes of these through these coffee meetings and they've created opportunities forus. One of the other things I think that this camera and and rare. You've mentioned this from your own business perspective. Your work has turned intoeducation. We all stopped selling hard and started educating as thought leader's and Ithink that's been an amazing thing. We've we've recognized that we can deal globallywith a note, with a with an audience from our office here in Sydney, Australia, and do it exceptionally effectively. We had to, because forecasting isnever been more important. This year. I think forecasting is the tool thathelps people build pathways through covid it...

...helps create the backbone for all theconversations you need to think about strategically, and so the world's never needed morewhat we do and our challenge has been how to get to the world andI think that's been a really interesting learning this year. We switch quickly andit's ended up being a successful year. In fact, it's been a recordyear for us. We've never been busier. Congratulation. It's going to make up. Yeah, thank you very much. Fun To make read. It doesmake our it does make a lot of sense and he's good. Thathe's good to other trail in a regards of me. Will also on truckat the moment. But you know, we just again. We don't wantto speak Aboux record. We don't want to speak about doing too well.We which try to keep it and would like to put more on meat andall that. But we when we see some Muslim businesses around there's not doingthe technology space. I think we've got lots of thick of clients and youknow, we're really appear about that. We are in the right space.I think all of us know the technology space. Gays are in forecasting finance. You still need that. This is bad bonds of organization. We've gotlots of crimes winding for a structure security. What gets what? The hackers arenot stopping. They'll still going really out. In fact they are goingout of they probably have more time in their hands walking from the bedroom whileels in the in the world. So you know, I think our plantshave not really seen a lack of activity or lack of interest. Is morethe fluctuation term of WHO's doing what. Are you speaking to a company?Would the budget be pulled out at the last minute and you know it's theinsertainty. That, I think, is the issue and I think we havebeen speaking with squad a few people even like private equity firms and VC isthat we walk with, and I think we all agree that. You knownow, we know what the insertainty look like. You know. But rememberwhen Donald Trump was kind of saying, wow, you know, should we? You can go to work, you can go to Auboritions, and wasalso a good one in the UK. I leave. Well, I waslistening to the thing at six pms of what did he say? Look thatmy words, the interest we should go...

...to walk tomorrow, were not supposedto good to what's going on and he was like well, you should,you could, but it's not a you must or your cars. You knowit, and it's it was. I think that's built up a lot ofuncertainty. And then we saw that the lockdown would be three weeks for weeksand then he ended up being two months and I think as what bit morethan that actually. But as we got into into June, people started tosay hey and we started to go in the new normal right, which isnow boring down. Is that could anymore? But you know, I do reallybelieve that now we know a deal certainty look like, and I dobelieve that, even if there is another lockdown, which could happen, becauseif it's press you nice, we would be the right thing to do andthe government would be writing doing so, even if we would impact businesses,of course. I think people are much more prepared. I don't think Iwill be running to my local shop to get toilet, pepper and pasta right. I think I know that I want to start. I I you know, and that panic could be different. Now we know what to deal withkids at all. So I think we actually, I've land much more skillswere personal level and from a business perspective, and that the adaptability, hopefully,will stay with us and we'll stay with most businesses, which is kindof leading me to my next question to you, mischell. From your perspective, what are the most positive outcomes and lesson long from that, from thatto pier then also, which is which is the most important? I guessin part of my question. What are the lesson learn? Are Best Practicesthat you've learned over the course of the lockdown and covered Naineteen, that youwill keep going, that you will keep pushing, because you actually been seeingthem successful and and you see them being ongoing on an ongoing bases being successful. Yeah, it's very interesting, or you've been saying. I kind ofagree with this. A lot of us am, I think, for me, community in relationships. I think the importance of that's been really highlightess andnot just business. Like I live in a small village, your disco spoiler. I've got a lot of elderly people surround me. I mean I ourvillage came together to help each other out, those that were shielding. We deliveredfood to them and it just feels...

...like people started to care about eachother and come together a lot more during covid so I think that's something thatreally stood out for me and I see that. I see that internally.It's sage. We've come together a lot more. I speak, communities cometogether a lot more and yeah, I hate that's really keen. I guesswe're a business perspective. When I look at our I see ecosystem. Wehave the marketplace platform and of course we want to sell and we want tomarket together, but I think a really big differentiator for us who's is theserelationships we've created and it's trust that we've built among each other and I feellike we have each each other's backs now when we care about each other aspeople as well. Yeah, I guess that kind of reflects what you weresaying as well. It's more people buying from people again rather than it's beenvery like just a digital journey where you don't speak to people. It's peoplewanting to to build relationships with people. So guess what, we're going tokeep going and we're going to keep going with our virtual coffeme warnings and happyhours. I mean it's really simple concept and I'd flow at the idea ofstopping them in the lockdown restrictions he's but all the ice these want to keepit going and we're going to go that and hopefully one day we can startdoing these again in real life. I really like to share what we've createdwith our customers and our work wider partner base. I think our customers couldget to know where ice the ecosystem really well as people and understand why we'reworking with these created, I. is, fees and they've all got interesting businessstories to help and I think they can learn a lot from them,and I guess we're collaborating a lot more scatter as well. So if Itake us even doing FY Twenty one planning around marketing with their ICES. Beforewe would have just done this internally. We probably wouldn't have spoken to theIRCS too much about it. But we completely flip that around. We whenevercoffee wearning sessions to brainstorm with the whole ice community to sporce their ideas andlisten to each other and and bounce ideas off each other, and the planthat we've pulled together is based on on...

...all that feedback. So yeah,I guess that's another thing that we're definitely going to keep going as much aswe can. That's pretty good. Thanks for as me should not and Ithink you know, on the personal perspective it. We didn't mention that,but yet I'll being helping each other on this. Is this is this isgood. You Know Sonny diary. Some of you had that. I thinkwe needed a little bit as a as a little slip across the face.And and the first he's been kind of riply gating in the business environment.Could can only be good. You know, it's only a good thing, unfortunatelycoming from a bad thing, but you know, it's a good thing. So let's look at the busy teeth. That lets you out full, isn'tit? So we're going to to the ENN F comversation. I couldhave got on for much stronger but because I think the content of which yougets, what we discussed the Ay was really interesting and and what we doat the end of feature for forsation or each other for podcast, is toask you guys to just tell our audience what would be the best way toget in touch with you. So, Michell, let's start with you.We've been, you know, ladies first. We've done that. But guess it, let's keep it going. We Free Gentlemen here. So if peoplewant to push the conversation with you, Michelle, and and discuss further orwhatever, I could get an existing as v. We could be someone wantedto become an Isev could get us or vendor having an asv program but maybebeing a little bit less much or than yours. What's the best way toget all of your mission? And Yeah, probably Linkedin is probably the easiest.With my confusing surname, is just one of me and we sought someShell and then AUC hi and achie see here make the claim guys. I'velonged that. I've longed that at the beginning of the call today. Verygood, name by it's good to be different. I say that because myname is different as well. Steve, over to you. What's the bestway to get all of you, Steve and yeah, to two to continuethe conversation with you? Probably tender again.

Linked A. Nothing to me.Right, Steve Gemmot so, JEM putty, and use the surname,so I should be the only yeah, the only one, or hopefully topof the search list anyway, but certainly linkedin. More than happy. TwoPeople Che Connect that one. Wonderful. Thanks, Steve and and for youmake or find out more about cost to I. You can go to thewebsite www castaway forecastingcom, and also what not to make it three out oftrade over at Linkedin. Michael Ford, I'm the CEO of castaway forecasting.Find me a lot. I'd be happy to connect. Be Good. Iwant them an you may go thought there is on Linkedin, though. Well, we say yeah, all right, you guys of Statistics and Ma gapon the spot. So I've just done that. Good job. Great well, many thanks once again for all of your gays. You was great tohave you undership today. Say Thank you. Enjoy this thanks R it's fantastic operaticshas redefined the meaning of revenue generation for technology companies worldwide. While thetraditional concepts of building and managing inside sales teams inhouse has existed for many years, companies are struggling with a lack of focus, agility and scale required intoday's fast and complex world of enterprise technology sales. See How operatics can helpyour company accelerate pipeline at operatics dotnet. You've been listening to be tob revenueacceleration. To ensure that you never miss an episode, subscribe to the showin your favorite podcast player. Thank you so much for listening. Until nexttime.

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