Tackle 56 min

A Practical Guide to Taking Your Channel Program to Marketplace


Get the playbook on how to integrate your channel + Cloud GTM efforts with experts from Optiv, Crowdstrike, and Tackle!



0:00

(upbeat music)

0:02

- All right.

0:07

Hey folks.

0:08

I am welcoming everybody here to a practical guide

0:14

to taking your channel programs to marketplace in 2023.

0:19

And we are getting going here.

0:21

So I wanted to kind of just get things going a bit here

0:25

and put a little bit of background.

0:27

We have two panelists with us today.

0:30

I'm gonna let them introduce themselves in a moment here.

0:33

We have Mike Peters from Optib, he's coming in from Denver.

0:38

And we have Lindsey Bragman from New York City

0:40

who is at CrowdStrike.

0:43

And myself the co-founder of Tackle here here

0:45

at Coming in from Puerto Rico.

0:48

So I just wanted to kind of tee this up a little bit

0:52

'cause I think there's some really cool background

0:55

in where a channel has come and how it relates

0:57

to cloud go to market and kind of built over the time.

1:01

And so, most folks will kind of be dealing mostly

1:04

with AWS where CPPO kind of took us

1:07

and how it's kind of building to be

1:08

with the premier channel system for cloud go to market.

1:13

But it was released just a little bit of history here.

1:16

AWS released CPPO in the fall of 2019.

1:19

And it was a pretty manual process and it was pretty sticky,

1:22

but it was revolutionary at the same time.

1:24

And it was kind of neat to see that stuff happen.

1:26

They quickly kind of added in 2020 and 2021,

1:30

they added some self-service authorization features

1:33

where you could do things more yourself.

1:35

And then they actually added it

1:37

into Amazon Marketplace Management Portal,

1:39

otherwise known as AMP with self-service offers in 2021.

1:44

And what I think is personally the most exciting part

1:46

is as that was kind of building,

1:49

just last month, Tackle provided

1:52

or GA full support for CPPO ourselves.

1:55

And we've actually been using CrowdStrike as a beta

1:59

as well as some other kind of big companies as well.

2:02

So it's been really cool to see the growth

2:04

over really about four years of CPPO

2:08

and channel reseller go to market building

2:11

between leading ISPs and leading partners.

2:13

And so hopefully we're gonna be able to talk about

2:16

some of that stuff today and kind of hear

2:18

what the best in the business are doing.

2:21

And I wanna tie that in a little bit with data.

2:23

Some people kind of say,

2:24

hey, are many people doing this?

2:26

Is it really picking up?

2:27

Is there much?

2:28

And if you haven't read it yet or you're unaware,

2:31

Tackle is really kind of promoting

2:35

the cloud go to market story.

2:36

And we do a state of the cloud marketplaces every September.

2:39

And so we interview hundreds of ISPs,

2:44

partners and resellers,

2:45

and we understand where they're going.

2:47

And we have some really, really interesting data

2:49

that comes through this year, specifically around partners.

2:52

And many people kind of think back in the early days

2:55

of when the reseller and the marketplace

2:58

maybe were thought of as competitive

3:01

and they thought of as it's gonna be one or the other.

3:03

And it was really exciting this year

3:05

when we looked at the data,

3:06

over half, 55% actually of enterprises

3:10

are now seeing the channel resellers

3:13

as complimentary to marketplace and cloud go to market

3:16

and not competitive,

3:17

which I think is really, really cool.

3:20

And even further, when we interviewed

3:22

and talked to all the ISPs, 83%.

3:25

So more than eight out of 10 ISPs say that

3:29

marketplace deals next year will have

3:32

some type of channel involvement somewhere.

3:34

And this is a pretty massive shift, right?

3:36

This is a huge shift.

3:38

And it's being demanded by the buyers,

3:40

the end customer, which we all are looking to delight

3:42

and kind of work better with, right?

3:44

And so it's really cool how the buyers are demanding it

3:47

and the shift is happening and seeing how ISPs and resellers

3:51

along with the cloud providers

3:52

are kind of pulling this all together to bring it together.

3:54

So it is really, really cool.

3:56

And it used to be hard.

3:58

And we talked about how three or four years ago,

4:00

even just marketplace was hard,

4:01

but marketplace with channel was really hard.

4:03

And it's now become a lot, lot easier.

4:06

And 80% of us and tackle in some really cool pioneering

4:09

companies like Optive and CrowdStrike

4:11

are kind of bringing this stuff together.

4:12

So it's really neat to see how things are going.

4:17

And where we're going.

4:18

So hopefully we'll learn a lot here over the next 45 minutes.

4:22

And I'm super excited to introduce Mike and Lindsey

4:25

to chat a bit.

4:26

So I'm gonna start with Lindsey.

4:29

And it just, can you give a quick little introduce to yourself

4:32

and your journey here a little bit,

4:35

then we'll shoot over to Mike.

4:37

- Sure. Hi, Lindsey Brigman.

4:40

I am the manager of cloud and technology ecosystem

4:44

alliance operations, which is a mouthful.

4:47

But I joined CrowdStrike a little over a year ago,

4:51

though that is not where my cloud journey began.

4:53

In prior lives, I started in technology as a chat

4:59

manager doing a lot of business development.

5:01

And then I was at a reseller for a little while.

5:04

So I'm very familiar with the other side of the house.

5:07

And, but at the end of the day,

5:09

my passion really is operations and process improvement,

5:12

automation, using technology to increase our scale.

5:16

And business capabilities.

5:18

And I'm really excited to be doing that for CrowdStrike

5:20

and the cloud team and technology tech operations as well.

5:24

- Mike.

5:30

- Hi, hi everyone.

5:33

Great to be with you.

5:34

Thank you, Brian and Lindsey.

5:37

That's an exciting conversation to be a part of.

5:40

My name is Mike Peters.

5:41

I'm a VP of Partners and Alliances at Optif.

5:46

Where I oversee our cloud marketplace strategy

5:49

and execution internally, as well as relationships

5:54

around that externally.

5:55

Optif is a cyber advisory and solutions leader.

6:00

So we work with businesses from kind of SMV

6:03

all the way up to, you know, Fortune 10

6:06

on their cybersecurity goals and outcomes.

6:10

And we are both a channel reseller

6:13

and a solutions provider.

6:16

So we have re-selling capability paired with services

6:21

around advising clients on what their needs might be,

6:26

their roadmaps, deploying technology into their environments.

6:30

And then I'm operating in a managed service context.

6:33

So a little bit of an Optif, a little bit about me.

6:37

You know, we're obviously very excited

6:40

about the maturity and the evolution

6:43

that Brian spoke about in terms of the marketplace

6:45

and child partners.

6:48

And so, you know, excited to be a part of this conversation.

6:51

Awesome, very cool.

6:54

So what's super cool about this conversation?

6:57

We have the ISV and the reseller kind of

6:59

that are working together.

7:00

And so I love to hear both sides of this.

7:01

So I'm gonna start out with kind of a couple

7:03

of simple questions to frame it,

7:05

but I'm gonna start with you, Lindsey,

7:06

over on the ISV side of things.

7:09

And, you know, give me a little bit,

7:11

just talk about your company's cloud go-to-market crowd strike

7:15

is very well known in marketplace

7:17

and very well known in the space

7:19

as leaning into the cloud, especially with AWS.

7:22

And so how has your company's cloud and market journey been

7:26

as it relates to marketplace

7:27

and how has it been more recently as it relates to the channel

7:30

as you've moved more and more into the channel?

7:32

And what's your role in watching that kind of happen?

7:35

Yeah, absolutely.

7:36

So our cloud journey at CrowdStrike began

7:39

about two or three years ago.

7:41

And we started out really with white glove service

7:46

for our internal teams, trying to get them, you know,

7:50

to understand the cloud, understand the value

7:53

that AWS provides to our customers

7:56

and help them along the way,

7:58

really hand hold the process along the way

8:01

in order to push deals towards the marketplace.

8:05

You know, I think in terms of our journey with channel partners,

8:09

that changed significantly in the last year or two.

8:13

You know, the value of the marketplace

8:16

in terms of quick transactions, low-cost transactions,

8:19

once you can get there with AWS,

8:22

really shifted because ultimately,

8:26

we are a 100% channel focus company

8:29

and we can't do it without our channel partners.

8:32

What the marketplace provides is fantastic.

8:36

The value to the customers is great,

8:38

but they don't do the support.

8:40

They don't do the deal expansion in the same way

8:43

that a reseller does or a value-added reseller,

8:45

a partner like Optif.

8:47

You know, we can't support our customers in the same way

8:51

that a value-added reseller,

8:53

especially local to that customer can do,

8:56

nor does AWS.

8:57

So we need both in order to be able to support

9:01

our customers fully.

9:02

And that's what we realized in the last year, year and a half,

9:06

that the marketplace can do a lot,

9:08

but it can't do everything and neither can we.

9:11

So it's really changed and shifted our strategy into,

9:16

you know, we still try and do white love for our sales reps,

9:20

but we've shifted that to doing, you know,

9:22

white glove service with our partners

9:24

to make sure that the partners that we work with

9:26

understand the marketplace,

9:28

understand what it takes to set it up,

9:31

how to execute accurately,

9:33

and ensure that we're all working towards the same goal.

9:38

And then if you can bring all three together

9:41

to solve the customer's problems

9:43

and help them solve the challenges

9:45

that they're facing in their business,

9:46

it gets even better, you know?

9:49

So I think while we started out with volume,

9:52

we've realized that the strategy has to be there,

9:56

otherwise we won't be able to succeed together

9:59

or separately.

10:00

Yeah, for sure.

10:03

Very cool.

10:05

And I'd love to hear kind of the same thing

10:06

because it's coming from the opposite side.

10:08

You know, Mike, how as Optib, you know,

10:11

came from the reseller, kind of leaned in

10:13

one of the leaders of the cloud

10:16

and driving this with cybersecurity and other fashions.

10:18

Like how have you seen the channel in marketplace,

10:21

go to market journey, kind of grow and relate to Optib?

10:26

- Yeah, one interesting fact

10:29

that I learned because I had not joined Optib yet at the time,

10:34

but Optib executed the first CPPO opportunity at AWS

10:39

in that 2019 timeframe, like you mentioned when it launched.

10:47

So we've been along for the journey.

10:50

We've kind of been along through some of the maturity curve

10:54

and the learning curve of what partners,

10:57

what partners can really bring to the marketplace ecosystem.

11:02

And one thing that I love that Lindsey touched on was,

11:06

you know, clients are really ultimately focused

11:09

on outcomes and our case security outcomes.

11:11

And it is hard to do that by just procuring

11:17

a piece of technology.

11:18

It is hard to do that by just, you know,

11:22

migrating workloads to the cloud.

11:24

And so there's some, there's some connective tissue

11:27

that helps us to, you know, grow and expand

11:31

and accelerate migration to the cloud,

11:33

but also provide our clients,

11:36

the people who are focused on security

11:39

and their environments be comfortable and be secure

11:44

so they can go and do what they do.

11:45

- Yeah, for sure.

11:48

It's definitely a relationship that's kind of building.

11:54

Kind of going back to one of the things I was saying,

11:57

you know, I think in the early days of marketplace

11:58

and for sure in the early days of channel, you know,

12:01

like that whole bit about it being competitive.

12:03

I think, you know, you might have caught people thinking

12:06

a couple of years ago that, ah,

12:07

marketplace is going to take over the channel, right?

12:09

And then, you know, everybody realized, man,

12:12

there's billions and billions of dollars here.

12:14

And there's a really special relationship

12:16

between partners and resellers and the end customers.

12:20

And so it's kind of interesting.

12:21

And I think it's just worth chatting a little bit, you know,

12:23

like resellers and ISVs clearly have a very special relationship

12:27

and provide value back and forth.

12:29

And maybe I'll shoot over to Mike here just coming from that.

12:32

But speak a little bit more about resellers

12:35

and ISVs and the relationship and how together it's better

12:39

for the customer versus going direct.

12:42

- Yeah, it's, it's, it's interesting.

12:45

A lot of the same tenants apply if you're looking at

12:50

the legacy routes to market versus cloud marketplace.

12:54

And, you know, I think what our partners kind of look to look

12:59

for from us, I characterize as reach relationships

13:04

and revenue ultimately.

13:06

So the ability to be, you know, in the office,

13:11

walk in the hallways with key clients up and down

13:15

market segments, to have those great relationships

13:19

to become a trusted advisor.

13:20

You know, we operate across the spectrum of cybersecurity

13:26

across various domains.

13:27

And so whatever, whether your challenge is around,

13:30

you know, perimeter, endpoint, identity,

13:35

you know, communication security,

13:39

we have the right relationship.

13:42

So we have the right knowledge to point our clients

13:44

in the right direction.

13:45

And we have the, and we have great partnerships

13:47

with folks like, like Linsic at CrowdStrike,

13:50

such that we can execute together to deliver,

13:54

to deliver those outcomes.

13:55

And then, you know, when we think about it

13:57

from an AWS perspective or a cloud marketplace perspective,

14:02

as they're thinking about enabling

14:05

and accelerating the migration of workloads,

14:09

the further migration of workloads in the cloud,

14:12

that becomes really important.

14:13

That like between, you know, between Linsie and I,

14:17

becomes really important for them to be able to accelerate

14:21

and reach their goals and kind of win that share race.

14:24

So that's kind of how I, that's how I kind of figure it.

14:28

And that's what we try to do to really be as valuable

14:32

part of the emerging ecosystem as we are kind of

14:36

in the legacy routes to market.

14:37

- Yeah, awesome.

14:40

And when is the 11 to hear your side too?

14:43

Because it's interesting, like many people know,

14:45

and probably a lot of the folks here, you know,

14:47

CrowdStrike's been a leader in the marketplace.

14:49

They've leaned in a lot, and they leaned in early,

14:52

and they've let a lot of cool things.

14:53

But more recently, you've become very, very channel focused.

14:57

So yeah, like, you know, that changed clearly

15:01

over the last 12 months or 18 months

15:03

that CrowdStrike has been really cool

15:05

and seeing that lean in and, you know,

15:07

talk a little bit about how the, you know,

15:09

adding the channel to the majority of your cloud

15:12

and the market has made a difference.

15:14

- Yeah, I mean, I think, you know,

15:16

the value of marketplace in terms of transactions

15:21

is pretty clear, you know,

15:22

they, customers can burn down their spend.

15:25

We can transact quickly.

15:27

The automated billing is certainly great

15:29

for our revenue operations team

15:31

and our, you know, our backend teams on the finance side.

15:35

But ultimately, again, like I said earlier,

15:38

it does not solve all the problems for the customer.

15:41

We're in the solution selling business, you know,

15:45

we're in the business of finding the pain point

15:47

for our customers, working with great partners

15:51

like Mike at Optiv to find a holistic solution for them,

15:55

especially on our technology integration side.

15:57

There's a lot of synergy between the integrations

16:00

that we have for our customers.

16:03

There's a lot of duality in terms of the relationships

16:05

that we have on the tech side and the cloud side

16:08

and the partner side.

16:09

So when you can bring all of those,

16:12

all that knowledge set together to help solve a problem

16:15

for our child, for our customers,

16:17

we're really coming at it from a place of support.

16:22

And ultimately, while AWS and the migrations and the data

16:26

and all of that stuff is good

16:28

and that's a great transaction vehicle,

16:30

it just doesn't solve all the problems

16:33

that our customers have.

16:35

And in order for us to really support our customers,

16:38

the way that we want to, we have to involve resellers.

16:41

You know, resellers help us expand our reach,

16:43

expand, you know, land and expand within a customer's environment.

16:49

And we can't do it without them.

16:51

You know, we have a relatively small sales team considering

16:56

we can't be everywhere at once.

16:57

We need people like Optiv and, you know, partners like Optiv

17:02

to help us continue to expand within organizations

17:06

and for net new logo generation as well.

17:09

And it just doesn't all happen with AWS

17:12

as much as that would be, you know, interesting to see,

17:16

it just isn't the case.

17:18

And so, you know, about a year ago,

17:20

we made the change of policy-wise internally,

17:24

making sure that we involved, you know,

17:27

value-added resellers in every sale.

17:30

We can't just do it by ourselves.

17:33

And so between policy and process,

17:36

that's really where we pushed internally to make sure

17:40

that, you know, we're supporting our customers

17:42

the way that we need to and the way that they want

17:43

to be supported.

17:45

We don't do the implementation.

17:47

We don't do the support calls.

17:49

We don't, you know, if we can do L1 support with them,

17:52

great, you know, we're trying to find the value

17:56

everywhere that we can so that our customers receive that,

18:00

like the spend burden down with AWS.

18:04

But again, it's that services and support and expansion

18:08

that we require our partners to be engaged with our customers.

18:13

And we just can't do it alone.

18:15

And so, yeah, from a policy perspective internally,

18:18

we really pushed it.

18:19

And it's been working really, really well,

18:22

especially in the enterprise space.

18:24

- Yeah, that's cool.

18:25

I know that was a huge change

18:26

and kind of set some shockwaves through.

18:29

And of course, it's like every deal's gonna be a CPBO deal.

18:32

You know, but some other massive companies

18:35

have also taken on a very similar approach, you know,

18:37

WIS and a few of these others that we work as close to.

18:39

It's pretty neat that like you,

18:41

you're kind of leading the way,

18:42

as you did with some of the other stuff,

18:43

but it's pretty amazing to see

18:45

some of the other folks following.

18:46

So, yeah.

18:47

So obviously these things aren't easy.

18:52

Like this is hard.

18:53

Like we're trying to put a lot of people

18:54

in a lot of companies and, you know,

18:56

companies that have been around for a while

18:58

and doing things, you know, I mean,

19:00

this is a bit of a softball,

19:01

but everybody always loves to, you know, to hear about it.

19:04

But, you know, like what were one or two things

19:06

that over that past year?

19:08

And I guess we can try to keep going with you, Lizzie.

19:10

But what were one or two of those big rocks

19:13

that were you, when the policy changed,

19:15

it was like, holy smokes,

19:16

we need to kind of really work through this.

19:18

Or is anything come to mind as like,

19:20

what was the challenge

19:20

and when you were kind of trying to build

19:22

this more repetitive motion at scale?

19:25

Like you knew you could do it a little bit,

19:26

but like you were down,

19:27

now I'm gonna start doing this at scale.

19:29

- Yeah, so I think for us,

19:32

the scale is still challenging, you know what I mean?

19:36

But, you know, some things that I would say

19:40

is making sure you have people

19:42

who really understand cloud,

19:45

understand the value of both sides.

19:47

You've got an operations team that can execute,

19:52

you know, one of the real challenges that we face

19:55

is that regardless of the size of an opportunity

19:57

or the size of a marketplace deal,

19:59

the work is the same, you know?

20:02

There's still a lot of back and forth

20:04

that needs to happen, even with an MPPO,

20:07

you know, even with a direct purchase.

20:09

It almost doesn't matter.

20:11

If it's a $10 deal or a million dollar deal,

20:14

what we do is the same.

20:16

So you've got to have people who understand the nuance

20:19

of, you know, what you're sending,

20:22

making sure that when you're sending something

20:24

to a reseller, it doesn't look the same

20:25

as what you're sending to a customer, you know?

20:29

And it's definitely been challenging,

20:32

but we have pushed very hard on AWS and tackle

20:37

to support this line of business, you know,

20:39

to support this way of purchasing

20:42

and increase our own productivity, you know?

20:45

Updating your app so that we can do everything

20:47

in a single screen or even in Salesforce directly

20:51

and decreasing the amount of manual entry that occurs.

20:56

I mean, I'm on the operations side,

20:58

so I definitely get into the nitty gritty,

21:01

but unfortunately that's where errors occur.

21:03

Your listing setup is also really important.

21:06

How you, you know, how you relate all of your SKUs

21:11

that you have in your portfolio to a single listing in AWS

21:16

or in JuicyPewe however you want to transact.

21:21

That has definitely been a challenge

21:24

and a work in progress.

21:26

You know, it's very wabi-sabi.

21:28

There's no perfect way of doing it

21:31

and it's always changing and moving.

21:33

So being able to scale, make changes quickly

21:37

and have a team who really understands the back end

21:41

of how this needs to work

21:42

so that we can troubleshoot quickly.

21:45

Those are, yeah.

21:48

- No, that's awesome.

21:48

That is true.

21:51

There is a lot of data moving around

21:52

between the groups, which is hard,

21:54

when you're now passing data between two

21:56

or three, you know, three legged stool instead of a two legged stool.

21:59

- Yeah, and enablement.

22:00

Enablement is also really, really important.

22:04

Enablement for our internal sales team

22:06

to understand the value, what it is that we're doing.

22:08

'Cause really it's revenue recognition

22:11

is what the marketplace is doing.

22:13

You know, traditionally you would say,

22:15

okay, maybe it's a deal desk or quoting,

22:18

but it's not, it's actually finance.

22:21

So it's really, really important to make sure

22:24

that you've got a lot of checks and balances,

22:26

that you have a team who's able to execute quickly

22:30

and accurately, and that we make sure

22:33

that the partners that we're working with

22:35

have our support to help set up their own teams

22:39

to help support the marketplace.

22:41

'Cause it's definitely operationally more heavy

22:45

than just invoicing.

22:47

- Yeah, it can't just be kind of, you know,

22:49

directionally correct, it has to be to the penny.

22:52

- Exactly.

22:53

- Totally.

22:54

Yeah, so Mike, I'd love to hear your side.

22:57

You know, I'm, you know, newly promoted,

22:59

the VP of Alliance as a partner is over that Optif,

23:01

which is super exciting.

23:03

You know, you're obviously maybe weren't involved

23:05

in this as much in the past,

23:06

but you're really looking at it.

23:08

So what are the things that you're working on now,

23:11

or going to be working in on it in the next 12 months

23:13

to really get this stuff working?

23:14

Like what's in the queue to kind of really ramp up,

23:18

you know, get through some of the challenges

23:20

and ramp up Optif to kind of be the leader in this space?

23:23

- Yeah, yeah, thanks Brian.

23:26

Some of the same things that Lindsay just said

23:28

really apply to Optif, right?

23:30

It's just another kind of leg of the stool,

23:34

but we're still, we're very much tied together.

23:38

So, yeah, I did, one of the first things that I did

23:42

when I joined Optif a couple of years ago

23:43

was undertake kind of a cloud marketplaces strategy exploration.

23:48

Which was okay.

23:50

You know, CTVO is live, where as AWS,

23:54

there is GCP, there's Microsoft, there are others.

23:57

How do we kind of navigate that,

23:59

from our perspective as really being like client focused?

24:03

And so it's harder for us to kind of pick and juice

24:07

what we want to do, 'cause ultimately, you know,

24:10

if a client environment is in one versus the other,

24:13

it's gonna impact like what they wanna do.

24:15

So the strategy is kind of three main pillars

24:20

of what we're going to try to accomplish over the next year.

24:23

I think one of the biggest things is simplification

24:26

for our clients.

24:27

And that goes right into operational excellence,

24:30

which Lindsay just kind of spoke about all the key elements

24:33

of that, which really do apply to us as well.

24:36

But if we're able to make transacting the marketplace

24:42

kind of seamless and efficient for our clients

24:47

as kind of live up to the promise of the cloud marketplace,

24:51

then we can add a lot of value there

24:54

and kind of simplify it for both our technical buyers

24:57

and the procurement aspect.

24:59

And then that leads into kind of confidence

25:03

with our technical buyers and our sales deal,

25:06

which Lindsay else is both.

25:07

Are they comfortable with the content?

25:12

Are they comfortable doing something a little bit differently

25:15

than they have done throughout most of their careers?

25:18

And so once we've established that in operational excellence

25:23

and I think at this point, we have it, we need to scale it.

25:26

So that's our next year.

25:29

Then we can start to really be more proactive out in our clients

25:36

with helping them migrate their workloads,

25:41

secure their workloads and kind of grow with their,

25:45

the security organization is growing with the broader enterprise.

25:48

And then the third part is really working with partners

25:54

like tackle and AWS on building a really strong relationship

26:02

as we're all recognizing, I guess maybe opt has been saying it

26:07

for longer, but just the value of the channel partner

26:12

and how we can make like make the four kind of parts of that

26:17

all indispensable and all driving toward the same outcomes

26:22

for the client, which then ultimately, you know,

26:25

drive success for everybody.

26:28

Yeah, yeah, it is, it is interesting times for sure

26:33

as all the stuff is kind of changing, but that is,

26:36

that is cool.

26:37

Excited to see where that stuff kind of goes.

26:39

So, you know, this is kind of the, the, the topic that everybody's

26:43

talking about forever, but you know, the economy's changed a ton.

26:45

In the last 12 months, I think, you know, the entire, you know,

26:49

software world went through a fantastic party in 2020 and 2021

26:53

and, you know, had a little bit of a hangover in 22.

26:55

And now everybody's shaking it off going, okay,

26:57

what are we doing here?

26:58

And so, we'd love to just hear, you know, with, with being forced

27:02

to do more with less, you know, and, and being forced into a more

27:06

efficient mode, I guess, you know, what is, what are some of the

27:11

things that you're thinking like with the economy changes as

27:14

much?

27:15

What are, what are some of the things that you're looking at a

27:18

little bit differently?

27:19

Maybe then you were six months ago with respect to the economy

27:23

changing, maybe the way buyers are even buying, right?

27:25

Because buyers are buying differently than they were a year ago,

27:28

right?

27:29

And, and how that applies to the, to the channelized relationship as

27:32

it goes.

27:33

And, yeah, Lindsay, you can kind of go first.

27:36

Sure.

27:37

So, you know, the, the economy has certainly been challenging this

27:41

year.

27:42

I think customers are looking at what are their highest value

27:47

services and solutions that they need to keep business going.

27:51

And maybe some of those more, you know, optimization sort of deals

27:56

are kind of falling by the wayside.

27:59

Fortunately, security is not really something you should skimp on,

28:05

especially now.

28:07

So we're, we're in a pretty good place on that front.

28:11

However, being able to be flexible for our customers is really

28:15

important to, you know, change maybe the deal for the,

28:19

you know,

28:21

change maybe the deal structure for our customers and be a little bit

28:24

more flexible rather than, you know, a single annual payment.

28:27

Can we break that out into monthly payments or, you know, kind of

28:31

change, change some of, some of the way that we transact on that

28:34

front.

28:35

And from an internal perspective, automation is really where we

28:39

need to go.

28:40

You know, we need to get everything into sales for us.

28:43

We need to reduce the amount of bodies and people who have to

28:46

touch individual opportunities. We need to be able to scale quickly.

28:51

And tackle has really been a fantastic partner to help us get

28:55

there.

28:56

You know, at the volume of transactions that we do, if we had to

29:01

do that one by one by one, you know, manually entering all

29:05

different stuff, going into three different portals to try and

29:09

close out one deal, it's just not efficient.

29:13

And it's not efficient. And it takes a lot of skill.

29:17

You know, it takes a lot of understanding of the why.

29:20

Why is this happening in this deal? You know, you got to

29:23

understand a lot about the business itself before we even start

29:27

transacting on the marketplace. So scale automation, making things

29:32

faster.

29:33

You know, auto reconciliation even is, is another one that we're

29:37

looking into for this year.

29:39

And so we're looking at how we can do that.

29:44

Just trying to optimize our time as best we can so that the

29:48

creation and sending out of private offers is faster so we can

29:52

then take our people who have been focused on that for the last

29:56

two or three years and move them to focusing on optimizing the

30:00

rest of our business and just have that running and able to run

30:04

in a much more lightweight fashion as opposed to, you know,

30:08

the cost of the business.

30:10

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30:13

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30:16

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[MUSIC]

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