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're listening to be to B RevenueAcceleration, a podcast dedicated helping software executives stay on thecutting edge of sales and marketing in their industry. Let's get into the show hi Wencome to be to be a revenueacceleration. My name is Olya with T and I'm pleased to be wilcoming to dayprespecial. Yes, on our show to discuss ow the ISVEHICLE system has beenimpacted, coinineteen and what vendors have been doing to Chipoda partno. Sofrom a vendow side, I'd like to welcome Michel Oginaky, with ad of isvs at sagein Theuk, to welcome to the Shomichen Hi Nice to meet you today and be on theshow, thanks for having a son Pleasur and from the ADE cide. We are welcomingMichael Fog, fonder and Co, and cast away fodcasting and Steve Jimmet sarvsMatar, Jo at psycod. Welcome to the show my collentive hi right, how youthank you very, very good, Gaye, very good, so so before we get going alwaysas my guess to introduce themselves, some of them take five Milros, some ofthem too. One Minute can I ask you to just Tak ten fifteen Siti Sagon, tojust introduce yourself briefly against your role, but also in a couple ofsentences, tell us what your respective companies are doing. Sho, I tart withyou Misha, yes sure and yes, my name them Michelle Akinek and I had a ICVfor sage in the UK and sa you just a market leader for technology thatprovides small immedian businesses with visibility, flexibirity and efficiencyto manage finance operations and people. Aric consystem really plays a key partin this as well a we've got. I we've got a really wide ecosystem of ISPsthat we curate integrate with their products, validate the integration andthen and then publish it to our ouramerican place and really hewbenefit our customers that are looking to extend their their experience withsage mix, Beth, IC, sens and Comichele Mi Col. shall we ask you to go next?I'm Michael Ford on the CEO of Castaway...

...foecasting, we're a small APP thathelps. People create budgets, podcast and business models helps we helppeople see into the future, so they can design at Bene Future. We take the painout of doing numbers. We are, as you can tell Australian, that we sellcastway all over the world and with a real lofe focus this year, particularlyon the UK. Okay, thank you, my God and Steve Latec sa the best fo laugt.Absolutely so Mynameis t Jama, I'm sales manager. Here, ATS PSYCHO, we areleading REEC TLIFB, be stage e tract wearly develop a stage one of the poorUK products, which is sage two hundred perfect. Thank you very Muchtiv, wherethanks gate for your introduction, the reason why we wanted to record thisepisode today is because that you know Wedon Otton, that Col be nineteen asimpacted a lot of dismatis, but we've never really looked at the relationshipbetween Iz and vendor, and I don't think we've been speaking enough aboutwhat measures Ende ar taking to suport heir strategic partners. So, startingwith you Michelle, it would be great to understorm alittle bit more al. Your invicle system looks like at sage before we get goingow many strategic poknor, the you manage I'll. Do you Shou Pot, your yourpartners from a Celsan marketing perspective, a and also what are your general rviewson ou? The market has been affected by Bycovin nineteen yeah sure, and so inthe UK or sage. I tconsystem bans acrosts our entire product portfolio MS, got sage business, tired accounting, which is hor entry level, clardsolution for startof companies all the way through to Xfree, which is designedfor for customers, but like manufacturing distribution and who avreally complex operation only and all Alon, the port folly. We have ice peesintograted to our various products. I say IVCL systems really soferst as well,so we work with MTECH startup companies...

...that are cloud native. We Work Quikhsome companies that regularly appear on the Gardner Magic quadrons. Then we'vegot loin term partners of sage that would have integrated to our own primproducts originally and I've kind of come on a CI transformation journeywith us as well. So it is really interesting and the isvs provide a vastnumber of solutions. We've got everything from business, intelligence,forecasting, manufacturing e, commercs e everything that you can really thinkof, and I think it makes my job really interesting. Dealing with so manydifferent types of companies, numbers wise. We've got about three hundreddevelopers and ICFES in the UK of those thoses about twenty, that we've gotstrategic and commercial relationships and place with them, Sopsichonic,castaway and or two of those an with the ID that we've got strategiccommercial relationships with their sales teams, work reelly closely withthem both their direct teams and also are indirect, teans and resellerchannels. Any IB solution that we sald Li Goe through our sales people aresales teams cloter, and I guess it re- encourages them to trit the have theright behavior get to know that I feis a lot better in thes solution andunderstand what type of value it can really add to the customer as well. Inthe last six months, we've really tried to kick off ice peed marketing in the UK,with their ecosystem. We've been running a lot of ICV enavlementsessions to our sales teams and channel, and we run a vitual customer eventrecently as well, we're all our IVS were there to Damo and meet with thecustomers and kind of share ther experience off e ecosystem werebuilding.It joing customer case studies together. Li Guess. Another key thing we startedto do during covid is to really and bring our isvs into our stagefoundation program where we help by charities n our local Communitye. Sowe've been coming together online to do some terrorisble activity as well andin tolk him a little bit about how the markets been affected during covid. Iguess it sage. It's been really...

...interesting. When Slouton crinit kickedin, we took a really strong stance that we were here to support our customers.We stopped all proactive sales and were ecketting activity completely a lot ofour reseller channel partners and our isds took the same stance. We justwanted to figure out. How can we help and support each other, our prightnersand our colleagues as well? We created a a covid hub, so basically it was aplace for Ol customers and partis to go to to find out everything that washappening every day when there was a Nucov government update coming out aCUSTOMERH cootlog on and Lerinabatus, and we had webenias running daily sortof customers can understand how government changes and the locktom waskind of impacting their business. We had MASSOF TERNITES and ink. We twoouzand people on one of hour, Webban Ias that came onto the farlol scheme asanone, so I'm yeah really really good good turno yeah. So I guess we took alot about of what we were doing with customers nd and internally, with thecolleagues utsage and tried to use it with heir IC cosystem as well. So againlike like us, sollar ICEPS were kind of working from home a lot of people. Somepeople were working by themselves. Didn't really have that kind of system.We had it Saye. We were all connected together, so we built up virtual coffeemornings and happy hours and just to get everyone together, kind of talkabout personally, how we were finding things and how we werefining thingsfrom business perspective. How we were adapting- and I guess talking a littlebit about how your hero businesses were being impacted as well, and I thinkthat wore turnyn. Well, I guess we had isvs even stevhen Michael Lever on this,call that they probably would never have met each other in person even onan avent. They maybe would have like been introduced, but they would neverhave built the relationship that we have so so I think that's really good,and I guess they can talk about it a little bit more, but one thing we thatcame out of the coffee mornings and, from speaking to their colleaguesand partners, say just hade quickly. Businesses have had to accelerate theirdigital transformation. Tyrany Turing,...

...covid and Michael can probably coverthis as well, but only for isbs and their business intelligence andforecasting space. I I guess I've seen that businesses and their customershave find that they've needed to be able to re worcast, daily or orWeekyealys as new changes, pameous and then we've got other customers thatmayave always sold business to business that never explored business toconsumer and that kind of switched on Dor and covid. So again they had toswitch everything around. They need to eat commes, they need to wear housing.They need a distribution tools, the gisticl tool, so yeah. Everythingreally, I guess like CCELERATE it from the digital perspective, but I'm I'msure even a Michael can can talk a little bit more about it as well. Ontheir own perspectives. Sure Yeah thit sounds great. I mean seems that yourEntrao to pull the comminit together and to keep everyone still involved,and I think you know what you mention if I 've got to summarize, and whatwe've seen from successful businesses now and what we seve. You know: SuccessfulBusiness, onor and and sevs Vido and Marketing Vido Taingus is ather. TakenTho, we are, you know. Hi was not businessa usual. So, yes, our clientsMay abl to refocast, but we also had to review what we were doing product Rotmainvestment, and I think everybody else kind of done that pretty much as youseld on dady basis or weekly, amongst the basis which I think is actuallyquite good, O yoknow because it ollows you to probably get closer to each other in a way youknow, and this pit O fi who are nuc in person and all the things that you'vedone with th the morning get together. I now that US proably brought thecommunity together and people are probably eager for your next physicaleven to actually go and shake an and ever BIL together, H, which I think isfantastic and it's cheep and I think ICANAT that one there you go so stip.Coming back to you now, Sychon offers innovative aditions and solution forsage customers. So technically the larger the sage customer base is thebetter. It is for you as an exclusive...

...sage, ISV portor ow did Covit AffectYour Business and what kind of Srupport did you get at Sycan to continuegrowing and operating successfully yeah? I think I think iis a great questioncoming into it. I think, probably is everyone. Did we just assumed companieswith BA in the hatches and sort of everything tould slow down so for ESTis as an organization we just come of the back of a record sales year for Rus, so planning coming into beforeyou know, realized it was going to affect us. Bie Are Planning GreatSoelect, O growth, what we're going to do with the product, of course, when ithere with that mindset of, I think companies will will just stop spending.We actually change the budget, so we wr just got a flat line for a certainnumber of months with things. Picking up now we had a decision to make o notWeav the directors of the business. Had A decision to make should be utilized.U O Governmon's Furloug Scheme. Actually the directors decided to usethat as an investment opportunity in our people by not putting us on Furlou,but using that time to look at our internal processit tnow as a businessthat odifinally I'm in. I love getting out and about so first locked on youpinked at beand. Your desk every day was with was not my idea of idea.OFFIRN Oy got used to it now and I think it's probably gone the other waywe weren't pas. We did GE demonstratn a lot of alrbums Wasit was on site. Soall of a sudden we hade to uselize technology, and I think that's one ofthe first bits, wheth tage, very mu, supportive and set the bar using teamscalling us in. So we looked at utilizing that technology here now thatinvestment we looked at internal process is we looked at testing oftherproducts o make them better, but, more importantly, looking at what collatualcould we give support our partners and our partners are the stanos sagespartners. So we still do thatstate ecosystem to ensure that when they cameback and we started to see an uption hut, they were they were aver to hitthe ground, get the ground running and we giving them as much Polatib aspossible to support those activities...

...and for their customers. What actuallywas trankbied is we are tracking last year. So that whole emphasis- and Ithink, what's happened- is through mediums that we've got throughbusinesses and again taking the lead from stage whereby working in cosupporting the customers. I think directors and owners have had to lookat their in their businesses a lot closer justans, you Bain Tharay, tolook at their internal processes and they've actually look distant, so wewere instantly busy from from sales sign of things to support pot themdemonstrations and how our solutions can Denne help and become moreefficient. So I think that's so for us in terms of what's how ocovit affectedbeen lightly different, I think from a people perspective be a huge impactbecause it's changed to change our lives from a business. I it's out torefocus those processes and had a mental many years ago who they calledit. The business triangle an they said, a fou focus on your people. Give thenthe training internally, given the the the autonomy O to provide excellenttustomer service, and then the customers feel that the varue thenumber takes care of Itstelf, and I think that's really helpe just resetthat now. Second Part: Touto question was e. How sage sported US firstlly isthe more of the weekly coffee mornings. You know, Weshelle an the tea of put inthat's been that's been fantastic because first off Youe, abtolutelyright I'v never been to Australia. So sorry, Michael, I probably would neverhave never have met you. Although Sidney Harpeter is down to bottamarvelous marvellous place, but so we would never have met and didn't realizeyou know the debt and brepth of that ISB community outside of the twohundred redia that we that we play it so having those being able to sharethese stories and realize, actually it's not just our customers, thot ething that it's also you know what Michael Seeing and and is your you sellsee when we come into Mychaol the forecasting of the insight they wereable to provide, what's happening with the market, really help ligify, that wewere doing the right things, and hopefully, we've helped the otherpartners and then working closely with...

...the Tel team absolutely endorsed tostopping proactive R N spelling was the perfect thing to do. It really helped.I think for that base hol the most stage in the in the right way, as wellin people's mind that it was a supportive community. O of course, werepart of that, and then we work to delay orders you know so working with safe.If they were, how can we support the mutual customers? There was a lot thatwet that happened, but yeah it's been, I think, looking back now, theviewpoint going into the whole covid situation was is very different to tohow I see it now retrospectively. Yeah. Thank you very much. To I mean that's,that's very useful. I mean the you're right h. We can have done the same.adoporitics were we said. Well, we should just keep the revenue a float.There is no point traing to do more train to go out and selling, and we'vedone that for probably amounts, but then what we realize very quickly thateou Yin Ou business, which is certain marketing a lot of people who areactually completely confused about what to do and the Oi Wol all devens thatthey had planned, are not happening anymore. So I've got no Leeds. Comingfrom that, all the Partno terteat plan are not appening anymore, because inthe channel and maybe more in the more traditional channel, I this threeresellers verydid ris and all that most of it is physical. You know people liketo go and have a be with each other and B with the customer with DASV vendorelationship. It could be slightly different, but you know partners workwell because they are in the granular it geographical granularitytheare clossto their clients, and basically, we completely desay to good yeals Oway,which is, let's have a lot of convestation. We know that we are notexpecting our toplane to go now, but let's have a lot of conversation andlet's pick with all those prospect, shyis Grad C, not Crad, because we'ealready had one but develop Ofr community and shop best practices ofwhat people are doing and what's working was not working and Wer lots ofconversations were kind of noma revenue...

...generating conversation. They were justlike kind of agss. What we see in your market. This is how we see the type ofprosper that you are selling to buying it, and this is a TAC ting that we'vebeen using with clients or some clants hat, be using as a standalound. Withoutus to be successful, and I was it, youknow we spending hirty minutes an hour with prospect and not get anything outO it, which is crazy. If you think about it, because you know youobviously want to sell stuff to people, but guess what you know Cam July CamauGust, we could not cop with the demends and, I think, Wou know th the team yeput Ta Pus on my links in, were we speaking about thirty five pes new Rorkfor that we had to get on. You know in the last four to six weeks, which isincredible and I think all that time invested in actually havingconversation traing to well. People is not coming back to us. Well, people arelike lk whin. I was a little bit doubting about what to do trace somemoo stuff, exettr, etc. Now I want to go back and I want to walk with youbecause you seems to be an extendshurn and you can bring thet. You know, Ithink that's. This is not something that we would have done would havesought ofh without covid nineteen, but definitely something that we would domore moving forward, because we realize that you know people want to Bey fromSolt Lida and they don't just want Abay from the company has got the bestreview on GTO and gt the best people and the best stuff. You know from theface of Ping and the best preferences right, so Siycewe've learned our amounton our so michol. GEST taway is a stenderon solution that can walkindependently as well as integrated with different techogiesas such as sage, you mentiond. That sage is one of yourmajor partner and you see a lot of gross wesag in the UK. I'm sure you'renot just saying that, because Michel is on the line with US only kiddinbut. We know that your Sotonalso integrate with tose all vendors, so you' be good to undeostond. Whatyou've seen from Os of vendors? Have they been? Have they been? You knowtrying to reach out to you as much as...

Sagas. Don't have they been trying tosupport you as much as you know, stevas been explaining in term of what she gotnd and he initial has been enable taking us through. It would just begood to alow son what you've seen from Os oven, Anos of best practices, butalso maybe some of the bad stuff without naming anyone, of course, butwhat you see? Maybe people, maybe not doing the right things or being alittle bit cremsy in the way they de venage relationship with you. Thank youright. It's been a really interesting gea for us for US Te Thousand andtwenty was the year that we were going to break into the UK. I flew to the UKin January, spent some time around the country we were looking to employeesome people who were setting up an office. We were trying to build ourpresence. We've been attempting to work in the UK, the last four or five yearsbeen over to trade shows in the like, but this year two thousand and twentywas the year we were 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,because we wanted to fly Australians to the UK to help build a culturalconnection and that wasn't possible, and so our entire plan for two thousandand twenty was in a mess. Thow were a forecasting, apiece of software you'd think we could forecast and the answer is we canporcastings not about predicting, because I think nobody could havepredicted what came in in in two thousand and twenty forcastings aboutpreparing. So as soon as covid started to impact the world, we sat down andsaid: Well, what do we do now? We still want to attack the UK market in a bigway coming from Australia. That's complicated, there's a opressience,definitely for dealing with people on the ground. An the UK we've beentalking in sage for quite some time Wa. So we do Indo we in a Greap with sagebusiness cloud accounting. We also integrate with other tools like zero,an with, and so we also integrate with other tools like zero and quickbooks,as well as Excel Sovir exl. We kind of integrate with everything, but we'vebeen talking in sage for a while, and when I was there in January we came toan an agreement and actually it just...

...became for us the place we wanted toplace. Our energy, so sage has been strong as a partner, and actually theyopened up a pathway for us to launch hard in the UK this year without beingthere physically. None of the other vendors were dealing with had thatopportunity. None of them have been as proactive from our perspective asSaychaer, and I'm not just saying this because Michelle's on the call eitherit has been a a market difference that we've invested in that relationship andI think there's been an investment back from sage as well. So my plan had beento visit the UK four times this year January February march and then may maywe were going to a big trade show called a COUNTEC. That's our majorannual event in the UK and suddenly all of those are those on the groundopportunities were lost. We weren't able to run physical training. Weweren't able to go face to face with the people we would normally go face toface with, because a lot of our business model has been face to faceconversations with large organizations, large accounting firms, largebusinesses, and so we had to actually reinvent the way we sell. The way weconnect to the market and I've got to say we couldn't have done that withoutthe work that we've done with sage. So in that same time I was geent to be inthe UK several times. We've done a trade chok, but it was a virtual tradeshow. We've had introductions and worke with major accounting firms. Across theUK, we've sold, casttoad introduced castoy an parteship arrangements withmajor accounting firms and sages bein there to help us through that process,either they've introduced. It through their key account managers to thosethose key accounts or there's been situations where we've had connectionsalready with those cane accounts, but sages just had some additional contact,which is help push the customer over the edge and that's being for us areally good thing. It helps solve the problem o. How do we launch, becausetwo thousand and twenty was such an...

...important year for- is how do we launchhard, but without actually physically being there? I think in any sales or marketingcampaign, you need a combination of different things. We couldn't putpeople on the ground that were able to access a whole bunch of customers inthe UK Viha the sage account network. We've also obviously been on the ISTmarketplace, so we've had some some some coverage by a marketplace. On topof that, I think you know acoling the things that tha eve Saidin Michellesaid being able to connect virtually with people around the world.othereyeas these around the world has been something really reallyinteresting. I remember sitting there one day and we were counting monkeysholding monkeys as part of a sage foundation program. Now this might notsound like a strong sales activity, but actually it's an incredible opportunity,through through sage foundation, to build connections and to have some funwith other is F partdoes and that's been nice. You know, for us around, theworld going to trade shows is always fantastic for meeting casters, but oneof the key things for us is meaning other eyas bes other people on the samejourney as art, because actually this this business is difficult and there'snot that many people understand how complex this business can be, and so me,trade shows as been fantastic to meet people. No trade chorgs this year, sono chance to meet, and yet these coffee mornings, in the like, have reallyhelped that we've created opportunities for other asfs through these coffeemeetings and they've created opportunities for us one of the otherthings. I think that this Camea and ray you mentioned this from your ownbusiness perspective. Your work has turned into education. We all stopselling hard and started educating as thought leaders, and I think that'sbeen an amazing thing. We've we've recognized that we can deal globally,whither R, not with with an audience from our office here in Sydney,Australia and do it exceptionally effectively we had to becausefodecasting has never been more important this year. I thinkforecasting is the tool that helps...

...people build parthways through covid.It helps create the Backbonn for all the conversations you need to thinkabout strategically, and so the worlds never needed more. What we do and ourchallengeas been how to get to the world, and I think that's been a reallyinteresting learning this year we switch quickly and it's ended up beinga successful year. In fact, it's been a record year for us. We've never beenbusier. COGRATUATION, it's goon, no make o yeah. Thank you very much forthat Ma great it does make. It does make a lot of sense, and it's good thatit's good to he a traave in a record. You me we also ontrike at the moment,but you know we just again. We don't want to speak about because we don'twant to speak about doing too well Wi tra to keep it at. We would like toput more NITU and all that, but we when we see some mosor businesses Ar Olthers, not hat in the technology space. I think we've got lots of Ti of clientsand we really appear about that. We are in the right space. I think all of usknow the technology space you guys are in fodcasting finance. You still needthat this is badbonds of organization. We've got lots of CIMES winding for astructural security watgains. What the hacers an up, stopping theyjust, stillgoing reial in fact, theyare going out. They probably have more time in theirhands walking from the bedroom whereveelsin the in the walk, so Ithink pants have not ealy sen. O lack of actility or like of interest, ismore the frictuation tem of who is doing wat. Are you speaking to acompany Woul? The budget be pulled out at the lest miute, and you know it'sthe incertainty. That, I think, is the issue and I think we have been speakingwith Quativ S, people even like private equity, films and V that we walk with,and I think we all agree that you know now. We know what the INSULTANC youlook like. You know, but remember when Donald triamp was kind of saying wowyou know, should we you can go to work, you can't go to Aboi. Sonson was also agood worning. The UK Whiri Leve. Well SI was listeing to the the thing at sixPS o. What did you say? Pook at my word,...

...intet, which I good to walk tomorrow Ito supas to Goo Togo. What's going on and he was like. Well, you food, youcould, but it's not a you mast or you cans. You know and it's it was. I think,that's built up a lot of uncertenity and then we saw a dolog don would bestrobiks for weeks and then he ended up being to mouses and I think, as oe bitmore than that. Actually, but as we got into into June, people started to say,Hey and started to go inthe new, dom or right, which is now boring timeis thatcould anymore, but you know I do really believe that now we know what teAsortin to look like, and I do believe that, even if there is anoh o lockdownwhich could have deone, because if it's Presoudec we would be the right thingto do and the government would be right in doing so, even if I would impact isthey sas? Of course, I think people are much more prepared. I don't think Iwill be running to my re golar shop to get Toi Petteon, Pasta riht. I think Iknow that', I Wont Staff, I you know and that panic would be different nowwe know what to deal with kids at Hame, so I think we actually Lon much moreskills, regars nol lever and from a business dospective, and that theadaptability hopefully will stay with us and will stay with much busnesses,which is kind of freading me to my next question to you mission from yourperspective, what are the most positive out, coves and Lisson long from thatfrom that tough peyea e noe so which is which is the most important? I guess inpart of my question, what arethe the lesson loarn of Best Practices thatyou've learned over the course of the love down and Cofitmaintin that Syouwill keep going, that you will keep pushing because you actually beenseeing them successful and, and you see them being ongoing on a long going,Bagis being successful. It's really interesting what you've been sayingkind of agree with this a lot of his and, I think, forme community inrelationships. I think the importance of thats being like really highlightessand not just business like I live in a small village you're the Scottishborder. I've got a lot of elderly people. Surroundtod me I mean ourvillage came together to help each other ASE, those that were shelnding.We deliver et foud to them and it just...

...feels like people started to care abouteach other and comeg together a lot more turing covid. So I think that'ssomething that really stood out for me, and I see that I see that internally atsage we've come together a lot more. I P communities come together, a lot moreand yeah. I think that's really keen. I guess my business perspective when Ilook at R IUSB ECO system. We have the marketplace platform and of course wewant to sail et me Wont Toe Market Together, but I think every bigdifferentator for us is these relationships. Wive, cratus and Tistrust that we've built among each other and I feel like we have e each other'sbacks. Now, when we care about each other as people as well yeah, I guesshat kind of reflects what you were saying as well: It's more people buyingfrom people again, rather than it being very a playe just a digital journey.Where you don't speak to people, it's people wanting to bid relationshipswith people, so I guess hat what we're going to keep going and we're going tokeep going with our virtual coffee, woirnings and happy hours it I meanit's really simple concept and ID floa with the idea of stopping an when thelockdown restrictions ease, but all the ICS want to keep hir going and we'regoing to go that and hopefully, one day we can start doing these again in reallife. I really like to share what we've created with our customers and our workider partner base. I think our customers could get to knowwher. I VECOsystem really well as people and understand why we're working with thesecureated isps and they've all got interesting business stories to help,and I think they can learn a lot from them. I guess we're collaborating a lot moretogether as well. So if I take a even doing fi twenty one planningaround tomorrow, getting with their ICS before we would have just done thisinternally, we probably wouldn't have spoken to the rsvs too much about it,but we completely flip that averand. We use one of our coffee woarning sessionsto brainstorn with a whole IC community to sporse their ideas and listen toeach other and andbounce ideas off each other and the plan that we've pulledtogether, ibased on on all that feeback.

So yeah, I guess that's another thingthat we're definitely going to keep going as much as we can at's pretlygood thanks for eme sure not, and I think you know, on the personalpepective we didn't mention that that yeah hebeing helping each other- andthis is this- is this- is good. You know, t Solidaryi, SOMF Theati think weneeded a little bit s as a little slap across the face and the firt his been kind ofreplicatin in the business environment could can only be good. You know it'sonly a good thing, unfortunately, coming from a bad things,but you know it's a good thing. So, let's, let's look at the positive, thenglass is out full, isn't it so so so we're going to to JENOFORconversation I could have got on for but stronger, because I, I think thecontent of whichgats. What we discuss wo Thay was really interesting and anwhat we do. ADNO feature for Fal sation of each of our podcast is to ask youguys to just tenology Ahis. What would be the best way to get in touch withyou, so Mishal Lestot with you, we've been maof. Ladies First we've done that but gues. Let's keep it going, Wi Fhree, gentlemen. Here. So if people want to to Posto theconversation with you, Michel and and discuss further or whatever I could getexisting asv would could be. Someone wanted to become anise. We could beanus autendo having an ISV program, but maybe being a little bit less mutorthan yours. What's the best way to get ALD of you mision theyre, probablyLinton is probably the easiest. With my confusing stername is just one of me.He sold some Shell and then Auchin Achie sa Te ma. I've loaned that long that, at thebeginning of the call today very good name, it's good to be different. I saythat BEU, my name is different as Wellsteveovo Toyouwas, the best way toget all of you, Steve and yeah to contiuer the conversation with you,...

...probably tender, aagain linkedin. Ithink for me Ray Steve Jemet to je M Godable, T and user sor name, so shouldbe the only the only one O, hopefully top of the search list anyway, butcertainly linked in more than happy for people to connect that way, wonderful,thanksive and and for you may call to find out more about casway. You cango to the website, www cast away forecastingcom and also why not to makeit three out of three over at Linkedin Michael Ford, an the Co of castawayfodecasting find me I'lbe happy to connect Cooud. I wonder how many Makelfo there is on Lintendo, but Wel Evin AAy yeah, all righ a set of statitics are made upon the spot, so I've just done ther good, Jo Great, well, many things onceagain for of you guys. You was great to have yonder shop today. Okay, ink MINJO.This thanks rights, fantastic operadics, has redefined the meaning ofrevenue generation for technology companies worldwide, while thetraditional concepts of building and managing inside sales teams in househas existed for many years. Companies are struggling with the lack of focus,agility and scale required in today's fast and complex world of enterprisetechnology sales see how operatics can help your company accelerate pipelineat operatics, dot net you've been listening to be to be 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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