August Demo Day Recap

Wow, what a Demo Day! Our August tech sales competition was incredible. It had everyone on the edge of their seats watching the battle go down online live.

For 12 weeks, Uvaro trains some of the best tech salespeople of the future. Together with us, these individuals learn and practice the skills needed to succeed in tech sales. Uvaro's community supports, enhances & pushes our candidates to the best of their abilities. This Demo Day is just a snap shot of their skills.

The top 4 candidates of each cohort are then selected for the final showdown! In an epic battle, each candidate gets 15 minutes uninterrupted, to deliver a unique software demo to the judges.

Event Recap: August Demo Day

Event Transcript:

Joseph Fung: So as people are joining us and tuning in and we've got a few people joining us via live stream as well. We’re just getting all of our judges and contestants set up. Sheila is our lead judge today and she'll be getting everyone oriented and we'll be starting our first presentation by about a quarter after. But if you're joining us on the live stream just sit tight while we get all of our judges oriented and get everything cued up.

For those that are joining us on the Zoom session, one of the fun things about this is that the live chat is visible to all of the participants and the contestants. So please feel free to toss in feedback. The peanut gallery is always the fun part of it and if you're joining us via live chat the comments are accessible by our team although not streamed live into the Zoom channel.

So feel free to ask questions or comments and our instruction and judging team will pick that up. Ben, good to see you again. Thanks for joining us.

Ben Ten Pas: Yeah! Anytime! Can you hear me?

Joseph Fung: Loud and clear! Great audio!

Ben Ten Pas: Okay! Awesome! Great!

Sheila Fung: Ben, I just fired over an invite! There we go! Perfect!

Joseph Fung: Quick check in terms of process. Sheila, do you have all of your judges?

Sheila Fung: We are waiting on one more! We’re almost good to go!

Joseph Fung: Nice! Then I'm going to get the ball rolling on this side so that everybody's got everything.

So contestants, welcome! This is going to be a lot of fun. I've got a couple of slides of information to share with you. Our audience members, we have a few people from upcoming classes. Glad that you could join us.

And for those on the live stream this is our first time live streaming, this event. We’re keeping the configuration a little bit simple. So if you don't see all the bells and whistles turned off, we're doing that to keep it a little bit more manageable. We’d welcome feedback. Because we'll be doing this again and comments are always welcome. But again back to our contestants.

I'd like to start off by giving you a heads up on who your judging panel is. John, good to see you there. You’ll be getting an invitation shortly from Sheila to join the judge's green room meanwhile we're going to give all the contestants a bit of an orientation. So we have a great mix today we've got John, from Vidyard, we have Jordana, who's a Sales Coach, Ben Ten Pas who's been a wonderful Judge for us before and a great Enterprise Account Executive and then Callum Bramley, who is one of our Instructors and an accomplished Account Executive in his own right.

So we've got some internal, some external and two more judges to really round it out. John Moon, who is an Account Executive and also a Uvaro grad. He’s been in your shoes, which means he'll probably be the toughest marker and then of course Brian Cohen from Lytho. So we've got a great set of judges to talk a little bit about how we'll go through this process.

These are our contestants. So for those on the live stream, the judges who are keeping an eye on this, and for everyone else who's participating, we have five wonderful contestants up. This is not the order they're presenting. So for the contestants who got excited and thought you knew this is up, fake joke, gotcha.

We will be sharing the contestants to start us off, what I would like to share is and I'll share who our first contestant is, we'll be starting off with Mohamed Rizal. So you'll be going first you've got a couple of minutes. But let me walk through how today will shakedown and some of the ground rules. The objective is to crown the demo champion.

But here's how it's going to work. Number one when you start your presentation before we you know start the time before we kick things off please, remind our judges of your name, so they put the scores in the right place. What product you're selling, so that we know what to expect and then also who you're selling to.

Now your lead judge Sheila is the person who's playing that role but our audience won't know who the person is that you're selling to. So make sure you let us know are you selling to, a VP of Sales, a head of Hr and individual and keep in mind Sheila as the lead prospect might throw some curveballs. It might be just her on the call, she might have a colleague that she brings along, she might bring her boss, you don't know.

So we'll see how that goes. Rule number two you have 15 minutes. We will put a timer on the clock; it's good to keep an eye on the time yourself as well because if you hit 15 minutes, we're going to cut you off. So you've got 15 minutes to do it as you'd like if you come in earlier. That’s great if you use the full 15 that's fantastic.

But you can't go over because again we will cut you off. once we cut you off there's a two-minute break that two-minute break gives our judges a bit of time to finish filling in their scores and their comments and before we give that two-minute break we'll share who's up next which means that whoever's up next that's got their two minutes to make sure they've got their slides ready, their screens ready.

It’s good to make sure you have all your information up. Because you've only got the two minutes to prepare and it'll be off into the next one. In terms of the order, we’ll have a couple of presentations done, we will take a break, we will wrap up the last couple and then there will be some time for some feedback. What we'll actually do is share comments and feedback from all the judges and then as a final step, we will crown the demo champion.

At the same time, for the other recruits who are here your classmates, alumni, upcoming graduates, there is also a poll in the student Slack where you can judge and pick who you think had the best demo. And we will also be sharing a recruit’s choice winner. Both winners do get prizes. It is a great opportunity to see what the judges think, was strong, was an area for improvement and what your peers think, was strong and a chance for improvement. So those are the key pieces.

We’re ready to get ourselves started. Once the instructors come back but before we do I'd like to open it up. Any of the contestants have any questions on the process, how we're going to cover this, anything we could share, other than cheering you on in high fives.

Nice! So we are sitting, ready, good to go. Quick check, Sheila, do we have you back here in the room yet. I have too many videos open, so can't see, yes! Are your judges ready? They’ve got their score sheets?

Sheila Fung: Our judges are ready, they all have score sheets. We’ve been prepped and I think we're about ready to go.

Joseph Fung: Fantastic! So we'll keep the momentum going. That is to get through three. Have a quick break. Get our last two. And to give ourselves as much time for feedback and questions and answers and get everybody out before the top of the hour.

So we're in a good spot here. I'm going to stop sharing my screen. So we're good. Rizal, you're up first to get us going. And again those rules are engagement; again share your name, what you're selling and who you're selling it to.

Mohamed Rizal: Hello everyone! Thank you for being here! I'm excited! My name is Mohammad Rizal and I'll be selling Kiite and my ICP would be a fast-food chain franchise organization international. And the persona would be the director of operation, handling all the documentation and food safety and quality control.

Joseph Fung: Nice! And do you have all your material ready? You’re good to go?

Mohamed Rizal: I am good to go! Nice!

Joseph Fung: We are gonna put 15 minutes on the clock I saw lots of high fives thumbs up from your classmates there. So I think you're well started. Right before we get started, can I get quick thumbs up from the judges if you're all set? You can hear us, okay! Awesome! I see we've got the chat started already! I love the commentary. Rizal, the floor is all yours!

Mohamed Rizal: Okay! Can we start now? We’re good? Okay! We’re good! I'm gonna I'm gonna start! Okay! Alright! Hi Sheila, how are you?

Sheila Fung: Hi Rizal! Good! Thanks!

Mohamed Rizal: Good! Thank you for being on the call. It’s good to be with you again. How are things? Any plan for the long weekend?

Sheila Fung: I'm gonna sleep.

Mohamed Rizal: Are you looking forward to it?

Sheila Fung: Yeah! A lot of rest this weekend?

Mohamed Rizal: Oh wow! Okay! That’s good! I'm sure that it'll be a restful for you. So again, we have 15 minutes scheduled to speak as the last time that we spoke. Does that still work for you?

Sheila Fung: Yeah 15 is good! I do have a really hard stop though I'll have to jump off right at the 15.

Mohamed Rizal: No problem! Okay! So today I'm gonna go an intro and show Kiite as we spoke the last time. We’re gonna discuss priorities and challenges and how we can help. And then we will allocate about three to five minutes towards the end, to see if we are good fit and discuss next steps, which will be a more tailored and a full-blown demo. Does that sound good to you?

Sheila Fung: Yeah, that works for me! Thanks!

Mohamed Rizal: Okay! Sounds good! So the last time you had mentioned a little bit about the internet portals and how you communicate the information throughout the organization. Can you walk me through again how the flow of information work from the headquarter to the franchisees?

Sheila Fung: There isn't like a standard flow. That’s a good question. We have a lot! We do a lot by email. There’s a lot of back and forth that way typically if I have like a new procedure that we need to enact, I'll create a pdf and then I send it out and then that gets passed on by the franchise owners as needed.

Mohamed Rizal: Right! I see. And then what other tools that you use for that sharing other than email. Is it just email or do you use some kind of internet? You, yeah, I think you mentioned about international portal the last time. Is that still true?

Sheila Fung: Yeah so there is a portal but not everybody has access to it. So we gave access to the main people who have to have it. If we're not sending it out via email it's getting put into the portal. So just for a passage like passing it back and forth it's supposed to be a little bit faster. But then they have to download it and then pass it out that way usually through email. This is my understanding.

Mohamed Rizal: So how is that working out for you? I mean, I know that you I think it most organizations are like that. But I just want to know like, do you face any challenges? If you don't mind sharing.

Sheila Fung: How is it working? Well it does the job. I'm gonna say it's a bit frustrating just not knowing if the things that I'm sending are going to the people who need it. If you know what I mean like I pass it on to the people that I need to get it to but I don't have any insight into what happens to it from there. I mean, I guess theoretically it's happening if the procedures are getting changed but I don't, there's not a lot of not a lot of feedback that way. So I'm gonna say that it does the job, but I know it could be better.

Mohamed Rizal: Okay! So if you would you know ideally what would you like to see you know in a perfect world? I mean what sort of changes that you would like to see that would make your life easier or better?

Sheila Fung: In a, okay, in a perfect world, I could just plug our brains in together and everything would be great. I think I would like to see more documented process. Maybe every process documented and done in a way that's a bit more consistent and then if there were some way to just for to pull everything together into one place and then for me to actually see what's being done with it. And I don't know if there's a system that does that or if it's going to be more a matter of communication. But maybe that's something you can help with.

Mohamed Rizal: Right! Structure flow, information, obviously consistency would be a big thing for you, correct?

Sheila Fung: Yes! Yeah! Consistency and accountability so it something happens to it after it's been created.

Mohamed Rizal: Alright! Okay! I'm gonna show you something here. First of all, can you see my screen?

Sheila Fung: I can!

Mohamed Rizal: Okay waffle maker! Yeah! So you would be wondering what is this. Okay! I'm just gonna play the video really quick okay this I would say would be the typical of what flow that our clients usually would share with us. So this is an example that oh yeah I'm looking for a manual for waffle maker that I have buried inside my files and

Sheila Fung: This looks familiar!

Mohamed Rizal: Yeah! Well I was gonna ask you. So but then you know I keep opening, it opening it, okay so is it that one is it this one nope not that one that's a certain certification. Okay! I tried to type the word well not that one. so that's to me if you know if I were in this position, it's a lot, it's gonna take a lot of time for me to actually find the thing that I would need and then, oh, maybe it's under, it should be under equipment or baker, could be biker, let's see.

Then, I open up a word and it's gonna take sometimes it depending on your processor, it's gonna take some time! Yes there you go! It doesn't say anything about waffle! So how am I supposed to know where to find this information? So again, does this sound familiar to you at all?

Sheila Fung: It’s like you're on my team!

Mohamed Rizal: All right so okay! I have another question. Do you remember the chipotle case?

Sheila Fung: The Chipotle case?

Mohamed Rizal: Yeah! You know the Chipotle, the Mexican Burrito!

Sheila Fung: Yeah!

Mohamed Rizal: You know how they got hit with 25 million fine? And on top of their tanking stock due to food borne illness outbreak between 2015 to 2018. You remember that?

Sheila Fung: Right!

Mohamed Rizal: So do you know what happened? This is due to store level employee’s failure to follow company food safety protocols.

Sheila Fung: Ah right!

Mohamed Rizal: Right! I know that you are director of operating system, you are in charge of a global franchise, you have thousands of locations across the world, you know, I would think that, you know, it would only take one location to create a ripple effect, for the brand to hit. And then especially due to the Covid 19, you would need to implement new protocol. Am I correct?

Sheila Fung: That it is, that is correct, yes!

Mohamed Rizal: Now, going back to what you said about consistency in your messages and being able to know whether that messages are being you know not to mention implemented, but even being looked at, I think what really would really help you put you at ease. Am I on the right track?

Sheila Fung: Yes! I'm going to say, yes! Thank you! That’s a scary picture there. I don't want that to happen.

Mohamed Rizal: Okay! So am I still sharing my screen?

Sheila Fung: No!

Mohamed Rizal: Okay! So I'm gonna share my screen again to show you what Kiite is like now. Can you see my screen?

Sheila Fung: Yeah! I'm still on your file tree here!

Mohamed Rizal: Oh! Sorry! Let me see, let me stop that! Okay! Sorry about that! There you go! Okay this is still the file tree I'm still in the file, okay; this is not what I want. Okay, let me close that, oh, there you go. Can you see it now?

Sheila Fung: Oh, it's not sharing.

Mohamed Rizal: Okay! It’s not sharing! Let me see! There you go! Hold on hold! On there you go! Yeah!

Sheila Fung: Okay! It is sharing!

Mohamed Rizal: It is sharing now! Okay! Sorry about that! And so this is kite. So I'm gonna log in and just you know put you right into it. And I show you again. This is a top line, I mean, I cannot discuss all the cases, that is possible, that can be done through Kiite because, it's a lot and it's not gonna be covered within you know this short time.

But I'm gonna show you really quick. So this is the playbook or you could say SOP, maybe you are more familiar with that. And then if I click one of the playbook, so I have operations development marketing this could be your department. So I'll click on operations, for example, because you are the head of that. And then under operations playbook you would have all these columns.

Within these columns then you have cards. Remember how you say that you would like to have it laid out structured and having it at one go being able to navigate it easily? How is this looking for you?

Sheila Fung: So I already feel more organized and I feel more calm. This is good.

Mohamed Rizal: Okay alright! So I'm just gonna give you one short example. You see this is type of service. Let’s say, let’s say, I want to make change, I have this card buried under training. Because, I know that this type of sequence would help if I have it in another card. Right! So that I'm going to make a change here, for example, like a very simple change, this type of service, I'm just going to put the star in it. And then if I go back to the operations playbook.

You see that star? right so what does it mean it means that if I make a change in one card and it's being duplicated in another playbook, you don't have to worry about of having another version you know. So one change will duplicate to the other playbook, which saves time and you know headache and complications. Would you agree with me on that?

Sheila Fung: Yeah that sounds great! There’s I'm not going to be sending out the same thing over and over again with two numbers changed.

Mohamed Rizal: Right! Another thing, within one card you know it's not only text, you can also have video embedded to it. So for example, if you can you can have video, you can have pictures, you can have, let's see, you can have, let’s see, let me go back really quick, okay, like this one without having to go outside off of the platform, you can just play right there and then, which makes it easier, if you want to share an asset or marketing collaterals or whatnot.

So I know that I'm coming up to the end of the 15 minutes, you know, I want to honor your time because you said that you have you have to stop at 15 minutes. So, how does this look? I mean is this something that you know you think would be helpful for your organization and help you know solve your pain?

Sheila Fung: So I can see how it's super helpful. And I want to know more about because like I can see you can put all the marketing collateral in there. I want to know more about the analytics part, like seeing on the back end. I understand we can save that. But you mentioned Covid and Chipotle and I'm just having these flash pts. I don't want this to happen to us, but because of Covid, our budget has been pretty much like slashed. So pricing is a very real conversation we're gonna have to have.

Mohamed Rizal: Sure! Yeah! I totally understand. So if you know want to talk about budget, so you are seeing value in this then. Am I hitting the mark? Okay.

Sheila Fung: Yeah, that is accurate!

Mohamed Rizal: Okay! Alright! So again this is gonna take another level of discussion. We can definitely talk about it, on the next meeting; I know that we're coming up to the last minute here. But I will bring that up to my AE and then we can discuss that. Now, one last question. How is the buying process look like for you with this type of transaction? Because you know I want to make sure that we involve you know your buying committee, anybody who would be you know needed for our next meeting.

Sheila Fung: Yeah! So, for this kind of thing at this point, it would be just me I would like one of my franchisees to see it as well, just to get a reaction. But this is something if you wanted to send me a quote, I can I can take a look at it and then we can reach back out after.

Mohamed Rizal: Sure! You know how about next Tuesday for our next meeting? I mean I can you know I can send the quote right now and then we can discuss that for you know during our next meeting. Is that does that sound good?

Sheila Fung: Yeah! Shoot over the quote and then I'll send you over sometimes for a meeting.

Mohamed Rizal: Okay! All right so I will send you the quote and, then, so is Tuesday not good for you?

Sheila Fung: No! Yeah! I could do Wednesday.

Mohamed Rizal: You can do Wednesday!

Sheila Fung: Yeah!

Mohamed Rizal: What time on Wednesday?

Sheila Fung: Same time

Mohamed Rizal: Same time?

Sheila Fung: Yeah!

Mohamed Rizal: So Wednesday, at noon. I will send you the invite and then, I will see you then and then I will send you the Quote. Sounds good?

Sheila Fung: Yeah! That works!

Mohamed Rizal: All right Sheila, thank you so much! All right, take care! Bye-bye!

Sheila Fung: You got me! I was resisting!

Joseph Fung: You are close there! Ten seconds left on my timer here! Wait a minute!

Mohamed Rizal: Are you serious? Oh man! I thought I was going over! Oh!

Joseph Fung: Oh! I had my finger on my mute button here to interject! But, yeah you got it 10 seconds. So there you go! I'm gonna put a couple of minutes on the timer here, for judges to finish up their scores and their notes. Quick heads up. Our next presenter will be Anthony Yawn. So Anthony, you've got a couple of minutes there to get your stuff pulled together. But a quick check in now, Rizal, back to you, you finished up! How are you feeling?

Mohamed Rizal: Relief! I actually I felt I felt very good! So yeah!

Joseph Fung: That was solid! There was some great feedback in the chat there; you stayed calm, despite the technical hurdles. Some great comments on video. Well done there.

Mohamed Rizal: I don't even want to look at the chat.

Joseph Fung: It was great. All the comments were positive, except for Anthony who's trying to sway the judges in his favor.

Mohamed Rizal: Of course! I know how he is.

Joseph Fung: For our judges and our audience, this is a good time to take a moment to reflect on a couple of kind of bigger picture things. We have a couple of contestants participating from the Toronto area and I know there's some jet fighter tests going on, creating a lot of noise so there might be some background noise.

I think we'll accommodate but quick heads up if we hear roars it might be that. The second thing that I really want to share, Rizal made it look easy, but I'd like to underline how challenging the task is we're asking them. So the assignment is to run an effective discovery call, get that next meeting booked, but during that, they have to demo the product they're sharing.

And during our classes, we normally give them a full 30 minutes to do that discovery and like any discovery call, maybe you don't show the product, maybe you don't dig into it. The objective doesn't move the deal forward. We’ve added some really big artificial constraints here. And so I know that we're seeing a condensed process but it's a tough challenge. Rizal, I think you did a great job of making it easy.

But I want to make sure that we get everybody on the same page about how difficult it is. And again Sheila is that lead buyer. She kept it easy didn't pull anybody in. We’ll see if she keeps that up or if she pulls in any guests with her or not. You never know where the curveballs are going to come from. So we've had a couple of minutes there. From the judges that we have there, can I can I get a quick thumbs up if you're okay or Sheila, do you want to jump in do you have scores from all the judges in?

Sheila Fung: Just looking for scores now! Okay! We’re good to go. Awesome!

Joseph Fung: Great stuff! Then Anthony, you're gonna be up next. I am just resetting my timer. Are you all sorted out, any questions, anything we should cover before you get going?

Sheila Fung: Nope! I'm good as I'm gonna be!

Joseph Fung: Okay! So again what are you selling? And who are you selling it to?

Anthony Yawn: Alright! My name is Anthony Yawn. I'm selling Vidyard to charter schools specifically classical academy. My kids actually go there. So we’re trying to show them that they can still control the narrative in a pandemic, out of pandemic by using Vidyard.

Joseph Fung: Fantastic! I see a lot of nodding, some thumbs up, it looks like we're good to go. I've got 15 minutes on my timer and I mute myself and the floor is all yours, Anthony.

Anthony Yawn: Alright! Good morning Sheila! How are you?

Sheila Fung: Hey Anthony! I'm great. How are you?

Anthony Yawn: Awesome! Doing great weekend's almost here, I hope you had a productive and a great week are you excited for the weekend.

Sheila Fung: I am yeah you know what no small talk let's jump to it

Anthony Yawn: Alright! Let's get to it well first off. I'm truly blessed to be able to collaborate with an organization that we can trust as a parent and having two kids in your program, it's a blessing you hold both yourselves, the teachers and the students accountable. I would love to talk more about just what sparks your joy for helping others and help them discover their passions. So what's the biggest thing for you?

Sheila Fung: I think seeing the look on a kid's face when they can suddenly do a thing that they couldn't do before and then hearing their parents talk about it.

Anthony Yawn: Nice! You guys are big on building trust, encouraging collaboration and keeping everyone accountable. Pre-pandemic, pre-covered, pre-social distancing, what are some ways in the classroom that you kind of build trust and encourage collaboration with your students?

Sheila Fung: Between students and teachers or with the parents?

Anthony Yawn: Between you and the students.

Sheila Fung: Oh! So I do regular visits, stopping in, we do collaborative projects together. We try to do a lot of assembly. That’s obviously changed. Oh and that's kind of the problem and why we're here.

Anthony Yawn: Yeah! Definitely speaking of that problem, some obstacles in terms of communication what are some huge red flags that stand out for?

Sheila Fung: The chain of reply all emails, sending out a communication to everybody and then getting one million short single sentence, a few words and just because of the nature of text it always feels abrupt and that I'm more high strung. It’s a lot.

Anthony Yawn: Oh! That’s nice! Well I'm going to share my screen and as I'm doing that is there anything else that that you can think of that kind of stands out. That’s a huge bug or a huge thing issue for you?

Sheila Fung: I think the biggest issue for me is trying to make sure we keep everybody like we spend a lot of time building this culture of being connected to our students and parents and we spend a lot of time on that and I just I feel like it's kind of falling apart Covid. So yeah!

Anthony Yawn: Okay! I'm gonna show you a bit of the platform, just some few ways that you can kind of keep that keep ease the chaos a bit, keep the communication seamless and increase the trust, the collaboration and the accountability. As you can see with the Vidyard plug-in. Can you see my screen first of all and here?

Sheila Fung: I can! Yeah! All good!

Anthony Yawn: And just to double check, we're about three minutes right now, I do have this block for 15 minutes, are we still good for that?

Sheila Fung: Yeah! 15 is great!

Anthony Yawn: Awesome! Glad to hear. It all right so as you can see with the video I plug in I click right here and I can share both myself and the screen. I'll go ahead and show you real quick and give you a bit of an example.

Alright! Give me one second. Okay, here we go. So from the basics to pencil to paper to collaboration with the teachers and the students and the parents, you control the narrative, you control the theme; you control the energy, the same way you were in the classroom.

As you can see me talking in this little circle right here. If you had presentations from PowerPoint, keynote or any tools that you're usually familiar, using, you can use this option as a teaching tool for a lot of for pre-recorded video and kind of show them even on Zoom.

Like I'm doing right now, you can do it live and kind of increase that collaboration the energy and just the excitement for learning for both the students and yourself. I'm going to go ahead and get out of here and just show you a few different ways that you can also use it. You don't have to be an editor, you can get creative, I mean I know you guys are super creative. I've experienced it firsthand as I already said. Can you still see my screen?

Sheila Fung: Yeah! I can!

Anthony Yawn: Okay! So as I said you don't have to be an editor. What you can do with Vidyard's pause feature, is you can do things that are called jump cuts. So you control the narrative by as far as your creativity wants to go from making coffee in your in your kitchen. Simply by pressing pause during the recording and moving your laptop around the house or your property, you can bring your students into your world which increases the trust, increases the collaboration because they feel a part of it.

Kids watch YouTube all day, from people playing video games to kids playing with toys to parents playing with their kids, outdoors, indoors, everywhere, kids are watching it anyways so what better way to increase their excitement for learning than bringing them into your world. The same way they're already in other people's world every day.

As you can see in this final cut, I bring my son into it, so if you have kids at your house you can bring them in too. The students feel a part of everything that you're doing. One second, students feel a part of everything that you're doing from the beginning of the lesson to the end. Is there any questions then I'll go ahead and show you a cell phone option as well but are there any questions?

Sheila Fung: Like it looks it looks beautiful and I love what you're saying. What’s it cost?

Anthony Yawn: Alright! We can get right to the cost. No words. I will show you that cell phone for this later let's get to it I love it. Alright! So with pricing you're looking at roughly for a team option, you have let me go to stop sharing my screen, for a team option, you're looking at about 300 a month this puts you about 3600 a year for your whole team, for additional users you're looking at about 30 dollars per user. But with every teacher hands on the platform and constantly engage with the students and using it.

As you know charter schools have waiting lists, not every kid gets into classes and stuff like that so you can go from essentially having a class full of 30 students to having a virtual class of more than 30 all the way up to 100 without having to be interacting with them at all times, from emails to checkups, you are in full control of your connection with the students and at your own time and schedule, from call out action buttons on the page that you send from the video that you're presenting the length.

How long they watch, who's watching, making it personal to their name, you can literally touch hundreds of kids every week without necessarily being actively engaged with them. But they are actively engaged with you.

And if that's a bit confusing I'll break it down a bit. say they're watching a pre-recorded video of you teaching a lesson, as they're watching that Vidyard's doing all the work for you in terms of tracking how long they're watching it, when do they stop, what worked, what didn't work and you allows you to go back the same way you would check your notes at the end of the day and see how your day went in a live classroom setting.

You can go back and check those metrics, see who was watching, see if anyone was paying attention, see if their parents had a question and left you a message. All those little things, throughout your week, plan it however you want obviously. But it allows you to control the narrative and increase collaboration, trust and accountability in pandemic and out of pandemic.

Sheila Fung: Okay, I hear what you're saying. I just I have my colleague hanging out here. Callum, there's we we've been avoiding video to this point. Do you remember why what was your thoughts on video before?

Callum Bramley: It came down to actual just adoption. I think we tried it, I can't remember exactly what we tried previously. But I think if memory serves right, the actual onboarding experience wasn't too great. And that resulted in a little bit of poor adoption. So we ended up abandoning that. So I'd love to hear how we might handle that.

Sheila Fung: Right! There is the teachers who just don't like seeing their face, like they don't like being on camera. That’s a thing!

Anthony Yawn: Okay! Yeah okay that's totally an option. And I'll show you I'll share my screen one more time to kind of show you guys a different way you can use the camera option and not necessarily have your face on camera. If you're a bit nervous about that. Let me share my screen real quick. Are there any other issues with the onboarding that you had, Callum, and how are you doing by the way?

Callum Bramley: I'm not too bad thanks! Yeah! I mean the main issue was it was more it was a little bit like a canned experience. It wasn't personalized to our actual needs or anything like that we didn't get a, I mean we had a one-hour sort of recording type of an onboarding. And that that sort of led itself to, as I said a little bit of a poor experience in picking it up and actually getting our teachers to use it.

Anthony Yawn: No worries! Well this option right now with the onboarding, we can definitely set up another meeting to kind of show you the ins and outs and just the from the click of the button to how do you upload, to all the little details, I kind of lay it out step by step. So everybody kind of has a list to go to or a checklist if you will to go to and check to make sure that they're on they're on the same page in terms of using the platform and onboarding in a way that allows them to use it in an effective manner.

But for those who are camera shy, you do have the option to just share your screen. Again you guys see my screen? Okay cool! So I'll go ahead and start recording so I can kind of show you that so as you can see right here the same way you share the screen with Zoom it's similar to that. You share the screen and as I'm talking, the students parents or whoever's watching, can see the screen. Can you guys still see my screen right now?

Sheila Fung: Yeah!

Anthony Yawn: Okay! So say you don't see me, I'm just talking. You can actually show different things from video to anything as I've seen in this video. The example I was gonna show you earlier bringing them into your world with the cell phone so say, I'm teaching, you about Vidyard. You’re the student, I'm the teacher and I'm telling you from your laptop to your cell phone.

You can make them a part of your world. As you can see in this video, I'm walking outside, going to say hi to my dogs, simple things like this. As I reiterated earlier with the YouTube and kids so engaged with watching other people's lives, allow them to learn while still watching your life and being engaged in the lesson and the process of education. are there any specific, do you want to talk about email, I can show you the email as well, you guys said that was an issue?

Sheila Fung: So I actually I think one of my other colleagues, has a question. Michael, you unmated, did you have a question for Anthony?

Michael: No! I do not at this current moment!

Sheila Fung: Just checking!

Anthony Yawn: How are you, Michael!

Michael: I am well! I am well! Alright! Thank you!

Sheila Fung: I didn't have any specific questions, Anthony. I'm a little concerned just about the pricing. It sounded like a bit much.

Anthony Yawn: Okay! Yeah, well, what we can do is, there are two other options, you have the free option and you have the pro option. I would love obviously you guys have plenty of teachers and I truly believe in this product and I believe that you guys are gonna have fun with it. It's gonna increase your creativity and the students are gonna really be engaged in every lesson. So what you can do, I give you about two days we can set up another meeting, about two or three days actually we can set up another meeting for Monday morning.

And by Monday morning we can go ahead and make a decision on the larger pricing option but in the meantime go ahead and play around with the free option create an account or even sign up for the pro option it's only about 15 bucks a month.

You might be able to get out of the paying before it ends because obviously we're gonna touch bases on Monday morning. And play with it, get familiar with it, if you have any questions or concerns explore the site. I really think that the more you play with the tool the same way kids play with video games the same way you get interested in the Netflix show.

The more you watch, the more you look, the more engaged you become and the more you want to actually use the tool especially in the midst of the pandemic and you want to keep that engagement with your students live and active.

Just for a quick example before we close we're coming on about 12 minutes. My son, he has extracurricular things going on with extra teachers coming in and out, working with her from the speech to this calculator and all that, right now we're doing it to Google hangout and Zoom and it's back and forth and the biggest issue is his engagement. He can sit there and watch a YouTube video for 30 minutes, not be distracted. When it comes to teachers and the, and the lesson plans, that video has become a bit of a hiccup.

And I truly believe that Vidyard will kind of increase that engagement because like I said it allows you to bring them into your world and that's all these kids want to do. They want to be a part of your world; they're going to learn while they're in your world and just continue to grow.

Sheila Fung: So I hear what you're saying. I'm okay to commit to the next meeting to talk about this. But I don't I'm not ready to make decisions by Tuesday.

Anthony Yawn: Okay! That's not a problem. We can touch bases on Monday and I can answer any more questions that you have. I do hope you play with the platform, throughout the next few days. I will send you a few more sample videos, with screen recordings showing you the pause features showing you different ways that you can actually sit from your laptop, move your laptop around, your desktop, your cell phone and just kind of show you the variety of ways from your own personal experience of how you can use the platform. Does that sound like something that you'll be interested in seeing via email?

Sheila Fung: Yeah! Absolutely!

Anthony Yawn: Alright! Sounds good! So are we, so if we're clear, do I have you good for maybe 8 AM on Monday morning?

Sheila Fung: For the call or the meeting? I think the…

Anthony Yawn: Another meeting on a Monday morning, if that's possible?

Sheila Fung: What day is it today? Its Thursday, Friday! Yeah! I can do Monday! But, I’ve only got a 20 minute window. Can you do 10 AM?

Anthony Yawn: That’s plenty of time and at 10 AM I'll lock that in right now.

Sheila Fung: Okay! We're done!

Anthony Yawn: And does anybody else that will be on the call, Callum, Mike or anyone that will be joining?

Sheila Fung: I think I need to bring in Callum for sure. Maybe one or two other team members just to get their eyeballs on it as well yeah.

Anthony Yawn: That sounds good I'll tag them in the email as well too, I'll go ahead and attach them to the email, cc them and make sure that everybody’s included on the examples.

Sheila Fung: Awesome! That saves me thank you! That will be great!

Anthony Yawn: Alright! Before we go we have about a minute left are there any more questions, burning questions that you have?

Sheila Fung: No! That’s everything, yeah, Callum do you have any questions?

Callum Bramley: Yeah! One final question! If this doesn't get picked up like the last one, who, can we call you?

Anthony Yawn: Can you call me! You can! Definitely! Email me at this moment once we get onboarded, I will hand you off over to customer support and customer success. But I'm glad to help you in the next few days.

Callum Bramley: Alright! Good to hear!

Anthony Yawn: No worries! Alright! Well! You guys have a great day. I enjoyed this meeting and enjoy your weekend.

Sheila Fung: Thanks, Anthon! You too!

Anthony Yawn: Alright!

Joseph Fung: Great job! 51 seconds left on the clock! Great time sense in there! You handled that well Anthony!

Anthony Yawn: Oh yeah! I gotta I'm sweating like crazy. I gotta get a towel and clean this puddle over here. So yeah it was extreme. I loved it though!

Joseph Fung: You can take a breath there! As we're putting a couple of minutes back on the clock, our next contestant will be Rashmi Mehan. So you've got a couple of minutes to get your slides or material or demo ready, Rashmi. For judges, you've got a couple of minutes on the clock for your comments or scores.

While they're doing that for all of our contestants and our audience, I should share a little bit more about how our judges are kind of rating and evaluating. we have five metrics that we're measuring on and I know these may have been discussed in class but taking a look of course at closing acumen you know demonstration of expertise, rapport building, ability to ask questions and answer those questions. So they're scoring on all those metrics. But they're also including their comments.

And so as we wrap up, Sheila will be pulling out the trends and the commonality in those comments to help share that feedback and each judge is indicating any specific presentations that they want to comment on individually. So we'll hear from some of the judges about some of the presentations. But at the end, being respectful of time we won't share all the feedback here, you'll get the full score sheets afterwards.

But we will have that opportunity and that'll give a chance for you to hear directly from the judges even if they haven't been pulled in as a guest customer. Sheila did throw a couple of curve balls there. So Anthony thought you handled those really well, that was a lot of fun. Before we move on, Anthony, how are you feeling now? You’re wrapped up. You’re done!

Anthony Yawn: I feel all right I'm super self-analytical so I'm kind of digesting everything, I thought, I did wrong, but I felt like it went good especially with the curveballs and I've said I can always get better so for the first time, live, within front of everybody and doing it for real I felt like a lot of growth but did pretty good.

Joseph Fung: Nice! Good feedback good comments. Sheila I see you on muting. How are you doing there with your judges and scores?

Sheila Fung: It looks good we have scores in there's some last couple of comments being put in. But I think we're pretty good to go.

Joseph Fung: Great! so getting ourselves queued up for our next contestant, Rashmi, maybe you can help us out. What are you selling? Who are you selling to?

Rashmi Mehan: Awesome! Hi everybody! My name is Rashmi. I'm selling Slack today and I'm selling it to Sheila who is an HR Manager at an SMB, a company of about 100 people.

Joseph Fung: There we go!

Rashmi Mehan: Awesome!

Joseph Fung: Third presentation, third product, this is going to be a lot of fun. Quick check from our judges can I get thumbs up if you're ready and you're good? Okay see we're solid. I'm putting 15 minutes back on my timer. And I’m gonna mute myself. Rashmi, the mic is yours.

Rashmi Mehan: Thank you so much! Hi Sheila! How are you?

Sheila Fung: Good Rashmi! Hi! How are you doing?

Rashmi Mehan: Good! I'm awesome! How are you doing today?

Sheila Fung: Things are good! Things are good!

Rashmi Mehan: Anything exciting to report?

Sheila Fung: Exciting! No, it's always mad it's, Thursday, I thought it was Friday! It's not!

Rashmi Mehan: I know! I know! I thought it was Friday too. I'm a little bummed. This weekend is usually the weekend that Drake has this like annual concert in Toronto. But obviously that's not happening. So instead me and my sister just gonna drive around the city and see if we can find him. Like I'm pretty sure his house isn't that hard for me. Like I think I can do it like I think I can do it I'll send you a picture if I find him. Are you a Drake fan?

Sheila Fung: Not as much as you!

Rashmi Mehan: Yeah! but that's not really a good standard! Nobody used to like that! That’s me! So that's not really a way to. I swear it's like becoming like a national requirement that like you have to like I think. So yeah anyways, so let's just jump into it. I know that we have 15 minutes on the clock today.

I really want to honor that time commitment. Thank you so much for squeezing me in today. Again I know we've chatted on the phone. But I'm rushed me I'm an AE here at Slack and I'm really excited to show you a little bit about the product today.

I know that we did have a bit of a detailed conversation on the phone where we determined that you were looking for support because suddenly you know everybody's favorite thing to say during these unprecedented times, we are all we're all at home and it was unexpected for your company as it was for many companies and you found yourself running into some difficulties.

So if I can do a quick recall from our phone conversation, the two main things were effective streamlined communication, is what you were looking for. And maintaining company culture and community that you worked so hard to build. Am I recalling that correctly?

Sheila Fung: Bang on! That’s great!

Rashmi Mehan: Awesome! So to dig in a little bit deep deeper to the first one. can you tell me a little bit about how you're presently communicating? What modes are using pigeons?

Sheila Fung: Yeah! Homing pigeons! So right now, previously we were just very connected and we over communicate right and sometimes that was by email sometimes by WhatsApp. Sometimes just face to face the quick text the phone call that kind of thing. And that works really well when we're working in the same place because we all we've built a culture that feeds off itself. So we positive and supportive in that and it's kind of like that good feeling. We’ve done that really deliberately like you wanna like being at work. Since everything went remote, like so many changes, we're still using all those channels.

And we've tried to you know we tried to keep the like personal hey how you're doing stuff to text and then keeping the, like process driven stuff to email. And then we've attempted to keep like other communication on WhatsApp. But if there's always like the number of things I lose track of is, I think I've forgotten more since covid hit than I knew before.

Rashmi Mehan: Totally! Even as you were saying it, I was like trying to keep track of my fingers and I was like wait I think I ran out of fingers. so we're talking WhatsApp, text messages, phone calls, emails maybe some Google hangouts in there just to you know really keep people on their toes.

So that's a lot of modes of communication and to your point, that's a lot of opportunity for things to fall between the cracks and you did kind of mention I'd like to hear that you have a bit of a process there you know we use text for hello, what's up for personal, email for processes and work stuff. But it's sometimes really hard to keep those lines straight and I can imagine at any given time you're wondering like oh no did I miss a piece of communication today. Are you finding that people are becoming a little bit overwhelmed trying to keep track of everything?

Sheila Fung: Yeah! That feels like an understatement.

Rashmi Mehan: Yeah! and I think a big part of that is now we're suddenly all working from home right, and so there’s less separation between home and work. And all melding together and I'd really like to show you how Slack can help you get that division back while still keeping you on top of your work. I'm going to the second point here maintaining company culture and community. It doesn't have to be any like big point but I saw you guys made the top 50 workplaces in Canada for 2019. Congratulations, on that.

Sheila Fung: Thank You!

Rashmi Mehan: I know as an HR Manager, people, a people, person building that culture is isn’t easy. So I imagine you must be a little bit upset about kind of losing that momentum.

Sheila Fung: I do! like I the weight in my heart it's like building this little family and then just feeling it start to crumble, yeah, that's accurate. It’s a big concern.

Rashmi Mehan: Yeah! So what were some of the things that you were doing in the office if you even just like a one thing you could share with maybe that was really supporting that community culture aspect?

Sheila Fung: Yeah! So we have all of our regularly scheduled work related meetings. And then every week we'd start with our really quick personal stand up. And it's like just checking in, how are things at home and in addition to that, we do like all the outside activities as well. So it's really different.

Rashmi Mehan: It is hard for sure, it is very different. So I'm going to show you Slack and I think we can really lean into these two things that we've talked about. And I can show you how we can replicate it within Slack and continue the great work that you were doing and get you guys up to where you need to be. So just give me a quick second here. I'm going to go ahead and share my screen. Can you see that okay?

Sheila Fung: Yes! Awesome!

Rashmi Mehan: I have a little bit of support here from my bff for life's! No problem and I'm totally nailing this demo! I know! So fine so you know as much as I talk about, this is great communication for everybody within the company you can also have a direct chat going on with yourself that you can just leave notes in reminders, gifts if that's your thing. And you can that's one way to also kind of centralize communication and keep it so.

When I really say we're gonna get everything in Slack I mean everything, even your own personal to-do list and your notes to yourself. And so if we look here, if we talk about you know streamlining communication, I'm gonna liken it to something that you're already using, just for simplicity's sake, so WhatsApp, you have the ability to have direct conversations with people one-on-one and group chats. And are you you're using group chat on WhatsApp?

Sheila Fung: Yes! Yeah!

Rashmi Mehan: Awesome! So if you see here we have the word channels. And there are two types of channels, one with a lock symbol and one with a hash tag. The lock symbol means it's a closed group. You can only enter with an invitation from the admin or if you request to be admitted only the admin or group creator can let you into it. So I know you're an hr manager and privacy concerns are important. You want to communicate with your team privately; other teams want to communicate within themselves.

So that lock feature is really important. And then when we have the hash tag. We’re looking at having an open group that anybody can be involved in. And this is where we're going to kind of support your culture and get your community back up. We can do funny things in here. I see you're already laughing.

I am a people person and you know some beats are feasters. So here we have 80 people as you can see. And you can put in you know non-workbench or watercooler conversation and we went ahead and threw in the happy hour link that we have once a week. So that's a really good way to get your community and culture back to where it was. And maintaining that.

So you could and somebody stole Derek’s lunch. So it's also a good way to find out who's stealing your food. It’s excellent. So these are the two main kinds of things that I want to show you and I just want to, sorry, go back and reiterate.

All of you got, you have to forgive my team, they're ruthless out here, so let's just go back to Drake you know when all else fails. So we can get your G chat, your emails and everything within here what I really want to emphasize is this is going to really lighten your inbox load.

Things that are becoming long emails, you can just go into Slack, have a one-on-one conversation, and work on projects in real-time instead of sending multiple emails back and forth. I predict if you use Slack, that your inbox will be predominantly used for external communication. And Slack will be all of your internal.

It’ll also enable you to get rid of WhatsApp. And I know I looked up your company, you have about 100 employees presently. you're not going to have all 100 employees having to share their personal number with each other.

Just to be able to chat and communicate, not everybody's comfortable doing that. And it really makes that division between work and personal life, very hard to separate. So those are the kind of main things I want to show you that really lean into what we discussed on the phone. I could sing the praises of Slack and its features all day long. So I'm going to pause here and ask you if you had any questions that either relate to what we've already discussed or new things that are kind of coming up that I could speak to for you.

Sheila Fung: Yeah! I like how you're speaking to the culture piece. It’s really primary. I think my CTO John Moon, are you still here? You had a question about a competitive product do you remember what that was?

John Moon: Yeah! Hi Rashmi!

Rashmi Mehan: Hi John!

John Moon: Yeah! Just to be frank here, we're evaluating a few options. So you know teams came up Microsoft teams as a competitor. I just wanted to get your thoughts on you know why we should go with you guys instead?

Rashmi Mehan: Yeah! So I've used teams in the past and it's definitely, it has great features. I find with teams the organization, on the interface of it is not as clean as Slack. It’s a little bit harder to navigate. And the way that you work on projects and the way the screen shifts between different chats and groups, I've actually run into when I was on it in a past life at a different company, where people were typing the wrong thing in the wrong boxes. So, I find the ramp-up time for teams is a little bit longer than it is for Slack. Slack is designed to be very intuitive and very clean.

And if you can use Facebook and Instagram and WhatsApp, all of these things, the transition to Slack is very quick. So while we're talking about all of your employees are presently remote and already dealing with so much. I'm not sure if implementing a communication platform that has a harder ramp-up time is kind of difficult to get the lay of the land, is the right move presently. I think something like Slack would alleviate a lot of your stress, a lot sooner and a lot quicker. And get people working and feeling better. And I think especially in times of stress that's kind of what we want to focus on.

John Moon: Thank you, Rashmi!

Rashmi Mehan: Thank you there!

Sheila Fung: Do you know which one Drake uses?

Rashmi Mehan: Of course! Slack! Obviously! I mean like I Dm'd him like a hundred times on Instagram. I was like, you gotta use Slack please.

Sheila Fung: Yeah! I okay I didn't really have any other questions about the product just based on kind of what I'm seeing out of here. I'm more thinking about pricing and then is it gonna tie in with what we're, like it's gonna eliminate channels as well. I'm just wondering if it's gonna break anything that we're using.

Rashmi Mehan: For sure! so we're nearing the end we have about three minutes to go. So I would love to look at pricing with you. So here is our pricing. So for your company, I’ll give you a quick overview. We can discuss it. And then if you know we want to get into details, nuts, and bolts and flush it out, we can definitely do that on our next call, which I'm really looking forward to.

So if we look here we have the standard and the plus. So for your company you know the small-medium size, 100 people, I wouldn't even feel comfortable putting you on the plus. It’s unnecessary you don't need that at this time.

The great thing is that there's no minimum contract with Slack at any level or in general. So if you were to begin on standard and your company continues to do as well as its doing and you need plus eventually. I'm more than happy at that time to put you on plus. So we're looking at standard presently. It's 667 USD converted which's 889 Canadian per user per month. So at 100 employees, we're looking at 10668 dollars for the year. Is that something that you're comfortable with?

Sheila Fung: Of course! I muted myself! Okay yeah so it doesn't produce any huge sticker shock I would just like to kind of do some thinking on it.

Rashmi Mehan: Of course! So here's what I can do I will email you the pricing card and it gives you exactly what is within the standard plan. You can compare and contrast. Again I'm very confident the standard is the plan that it’s going to work for you guys. So you can review that a little bit more in-depth. Share with John, the guy who was having a conversation. I'd like to get a second demo with you on the books right now.

It’ll be 45 minutes. At that time, I'll also bring my manager. She’s very excited to meet. You guys have heard great things about your company as well. And we can all have a conversation really get into the nuts and bolts of it. And then we can also have a pricing conversation at that time. And you can come back with what you're comfortable with and I'll do the math on our end too.

Sheila Fung: That sounds great!

Rashmi Mehan: Awesome! So do you have, I'm available Tuesday morning and Wednesday all day a, 45 minute block of time when works for you?

Sheila Fung: 45 minutes! We're going to be looking at Wednesday afternoon.

Rashmi Mehan: Wednesday afternoon! Perfect! So how's 1pm?

Sheila Fung: Yeah! That’s great!

Rashmi Mehan: Perfect! So I'm going to send that off I’ll cc John on it as well, please feel free to forward it to anybody within the company that you think you know will either have good questions about it might be able to raise their hand or anything like that, I'm happy to talk to more people and meet more lovely people from your company.

Sheila Fung: Okay! I'll do that! Thank you!

Rashmi Mehan: Great! Is there anything else as we wrap up? We’re nearing the end here.

Sheila Fung: No! I think I think that's everything! Thanks so much, Rashmi.

Rashmi Mehan: Amazing! Short and sweet! Have a great day, Sheila.

Joseph Fung: Way to go! One minute 18 seconds left on the timer! Good time sense! Nicely done! This is great. We haven't had to bang the gong, get the hook, pull the trap door lever, on anybody yet. This is excellent. So we've got a couple of minutes left. There is going to be a moment for a quick coffee, buy water, judging, break. before we do that break though, I want to share who we have up next and right after our break, we've got at least one more unique product that we're gonna be seeing.

So our, I guess our fourth and by elimination, we end up sharing our fifth contestant as well. But right after the break, we'll have Roopesh, delivering his demo. So you get a couple of lecture minutes to get yourself ready. In terms of our presentations, just before we take a quick break and give our judges a few more minutes, Rashmi, how are you feeling now that you're done?

Rashmi Mehan: Am I okay! Am I still here! I'm fine! Okay! I made it guys! I made it! I'm good! It was good! It was a lot of fun! When you get into it, you’re like oh yeah I've done this a hundred times, in class, but I also might have minorly dissociated through it. So I'm not sure!

Joseph Fung: Well! There we go! So for all of our contestants, there we go. There that last that timer, I didn’t actually stopped it!

Rashmi Mehan: I don't know! I even got my feedback in under the 15 minutes! I don't I don't know I'm just saying! I squeezed it right under!

Joseph Fung: There we go! Well, great use of the time! So for everyone, we're gonna do a quick, let's keep that to four minutes, buy your coffee, break, get ourselves started. We’ve got two more contestants, and then we'll get our feedback. So far, all of our judges here's some time to top up your coffees and your waters. For everybody that's on the live stream YouTube, we'll have you back shortly and we’ll chat with you all soon! I see you are back, Sheila. How are all the notes and scores coming in? Judging is going smoothly?

Sheila Fung: It's going well! I'm just taking stock to see sort of trends that kind of thing looks great!

Joseph Fung: Excellent! And Roopesh, I see you're already all business there!

Roopesh Rattan: Yeah! Just missing here patiently! You know patiently! Waiting nerve-racked a little bit! But it should be good!

Joseph Fung: Awesome! And Sarah, you brought a guest with you!

Sarah Bishop: Yeah, this is one of our judges, actually!

Joseph Fung: There you go! So John, I meant to ask, as a judge, hopping into the Slack chat there to prank rush me while she was demoing it. Is that is that in the rules?

John Moon: I wasn't told I couldn't do it.

Joseph Fung: Fair! I don't think we had that on the slides. Well that'll be a good lesson there.

Rashmi Mehan: That was good guys, you got me. It was good.

Callum Bramley: I'm gonna go to everybody in that channel who isn't on this call being very confused! Derek’s lunch was actually stuff, why is someone from work in Derek’s house, in his fridge.

Joseph Fung: So I see folks trickling back in, as a quick reminder, many people turned off their cameras as they left particularly for our judges. If you're back on if you can flick your camera on then we'll know to want to make sure you're not missing out on any of the great discovery and demo goodness.

And I know many of the people here are you know listening in on the Zoom. We actually have a fair amount participating on the live stream as well. So for those of you, who are on the live stream, feel free to share the URL.

I know it was our first trial run. So please feel free to share it's been going really smoothly. And for everyone we will be making a recording available, if you wanted to hop back in and check out the highlight reel we had some guest visitors including some, dogs, Drake it’s been quite the eventful event. Oh there we go we've got a junior judge joining us as well. This is great.

Brian Cohen: Yeah! I turned my camera off trying to hide my dad, do these, but couldn’t help it!

Joseph Fung: It's always good to have the assistance. Normally, I'd be worried that I'd have a Spiderman or a batman interrupting us but they're out for the day. So it's going smoothly. Quick checking on the time we are sitting. With our five minute break and it looks like we've got just about everybody back, so we're going to start to get ourselves going.

Just before we hand it over to Roopesh to get going, I want to kind of give special thumbs up to the folks who presented already. I know we speak a lot about you know authenticity, being genuine; you know seeing all the great insights. Like I said the guest special guests in the presentation is always a delight to see.

For our upcoming presentations, I know we've got at least, one more additional product, which keeps it really interesting. Roopesh, maybe you can help our audience. What are you selling? And who are you going to be selling it to?

Roopesh Rattan: Yeah sure! Good morning everyone! I'm going to be selling a Vidyard as well. Just like Anthony did. But I'm selling into prodigy education. They’re a company a gaming math company out of Burlington, Oakville area. They have a decent following right now their pain points I would say right now is getting better at sales and marketing campaigns that are native to their site as well as internal communications between marketing and the sales team so they could collab as they're trying to expand.

Joseph Fung: And who is Sheila being today?

Roopesh Rattan: So Sheila is going to be the Director of Sales and Customer Success.

Joseph Fung: Great! Quick check in! Looks like we've got all of our judges. I believe, Sheila, do you have your full crew?

Sheila Fung: It looks like! I believe so! Double check! So many squares! We’re all here! We’re good!

Joseph Fung: Here we go! So the quick reminder we'll do our last two presentations. Get a couple minutes break for the judges to finalize their notes and comments. And we'll have into a little bit of feedback and crown and demo champion. I have put 15 minutes on the timer, I'm gonna mute myself and Roopesh, it is all yours.

Roopesh Rattan: Alright! Sounds good! Thanks! All right! Good morning, Sheila! How are you doing?

Sheila Fung: Hi Roopesh! I'm good! How are you? How’s it going!

Roopesh Rattan: Good! How's your morning going so far? Busy?

Sheila Fung: Always busy.

Roopesh Rattan: And I just wanted to start off by thanking you for your time today. I know you're busy as you just said. I won't take up too much more, I know we have 15 minutes on the clock, so why don't we jump right into why you're here. Because right?

Sheila Fung: Yeah!

Roopesh Rattan: So why don't you tell me a little bit about like your guys company and why you guys actually reached out and why you answered that you know?

Sheila Fung: Yeah! So we like to assist the connection between parents’ information and students in their education as well. So we're gaining steam. I've got this team that's currently bifurcated they're doing half sales have customer success and in anticipation of splitting the two. I just want the tools in place to make sure that both teams have what they need.

And then I've heard a lot about video in both sides of that and I you know we're not really using it at length, we're using it in terms of conferencing, right now. And we'll do the odd video here and there but mostly that's kind of been like a marketing thing up until this point. So we're looking to kind of bridge that.

Roopesh Rattan: Alright! So as you know like Vidyard is a video platform designed for marketing sales and as well as internal communications. And from what I'm hearing is you kind of need help with all three of those things am I right?

Sheila Fung: Yeah!

Roopesh Rattan: If you don't mind me asking like what video tools and communication tools have you guys been using so far? And since covid hit!

Sheila Fung: Yeah so communication wise we're kind of all over the place. For video we've used a lot of Zoom to this point. I'm gonna say for we don't really use it for communication, but on the marketing side we're doing a lot of the social stuff. And then we do use Slack for communication internally as well as email of course. But that's pretty standard we're using g suite for the email.

Roopesh Rattan: Okay that sounds great! And so I'm gonna like dive into a little bit about our product right now. But with all the things that you name we actually can integrate with them as well. So that's a plus for you guys and the onboarding wouldn't be as long. So that's just like oh preface before we get into so. I'm gonna show my screen just let me know if you see it in three, two, one!

Sheila Fung: You get a countdown? Wow!

Roopesh Rattan: So you need to see my screen right now! Perfect! Okay! So this is obviously your guys website. I see that I was like I was interested in you guys because I saw that you guys introduced math tutoring ever since this whole Covid situation hit. And I'm sure you guys have to adjust otherwise though you guys have a decent social media following. But I was wondering why since last year have you guys stopped making videos such as this one.

Sheila Fung: Time!

Roopesh Rattan: Yeah! Like I can imagine it's really time consuming probably hiring another team is very costly as well. So it's a lot that goes into it. So is that like essentially why you guys reached out to us?

Sheila Fung: Yeah! Also a lot so I've heard mixed reviews about hosting them. And we're just trying to look into getting them more natively within our website.

Roopesh Rattan: Great! So yeah we could definitely offer you that. So like I said before, vidyard, definitely can help you in your sales team, with your communication between your marketing and sales team and with just marketing campaigns. So what vidyard does is, I'm going to figure out what happens when you log into it. Oh where is it? Here! Sorry so when you log into Vidyard. I'm gonna preface a little bit this is my personal account.

So I'm not gonna be able to show you all the tools that I that you're gonna get with whatever plan you decide to get because this is a free plan so there's like a lot of things missing. But when video is great, you can use your desktop or your mobile device.

Now you have a choice of doing either and you can actually upload it if you need to as well if you use it via your phone. So I want to show you how the phone app works and then we can go into a deeper dive into the desktop. Does that sound alright with you? Cool!

Sheila Fung: That sounds great!

Roopesh Rattan: So here's a quick video just of how it works. You’ll go into the app you would you immediately choose your video if you if you haven't already recorded one. Choose whichever video you're going with, keep playing. So over here, I chose the demo practice that I did before. And at the bottom, you can see two icons there's a share button and an email button. So I can click the share button and do either way I can share it through Slack, Gmail, text messages, whatever I need to do so. That’s an easy way to communicate for others and get whatever you need to, what information you need to get, off a lot quicker.

Now that was how you use the phone app in the desktop app. It's pretty easy as well you would click this new button over here and you have two options like I said you can upload something or you can record a new video and with the recorded video option, you have three different ways you can go it, I can't show you everything right now because we're on the live recording right now.

But you have the camera option where it's just when you talk like us talking to the screen you have a screen record option and you have a screen oh sorry and a screen and camera option where you can do explainer videos which is what I'm going to be tailoring towards you. Does this sound like stuff you can use as well? Yeah?

Sheila Fung: Yeah! I like that it's all three it hits all three points. I'm curious what the explainer videos look like in terms of the ease of use and sending because that what you just showed there makes great sense for the sales team for sure. Marketing, I'm assuming they're going to want to have the speed of it is not as important in terms of like recording and sending, there's typically more steps in between there for them, but I like how quick the sales team could use it. On the explainer video side is the, is sort of the same process for recording?

Roopesh Rattan: Yeah! It's pretty much the same as the same thing it will record your screen and your bubble will show up. You can actually move your bubble around. I don't have an example offhand right now for you but I could definitely send one over it in a future email and you can that way you can see it. I know you're talking about earlier about making your websites native. I mean your video is native to your website and making your own since you guys are on YouTube right now. Correct?

Sheila Fung: Yeah! Perfect!

Roopesh Rattan: So another thing that will come with your guys plan is that we can actually customize your theme and as well as any actions that you want on your screen. So as you can see here you can include your favicon, your logo, the color scheme of your guys, website into your videos. And the great part is it's responsive across from desktop into on your mobile as well. And the CTA that I'm talking about right here is the engine would do so.

What you would actually you can actually just like you would tell us like hey I want to include a little call to action with these words on a baseball bat and when they click it, they would tuck him to my website to buy baseball bats, if you're a baseball company. Let’s say so. There’s examples of that I will definitely send over your way so you can see how that works. Now I'm just gonna stop, before I go ahead do you have any other questions about this?

Sheila Fung: So I would like to know your thoughts on because everything you're describing I can see the tools going in the directions that I need it to. Would it be would we be looking at like three separate accounts for each team? Would we have them all in one account? Is there a do you guys have like a best practice on that? Or is there a better way I can set it up?

Roopesh Rattan: Yeah! So you guys will actually get, so what happened is we installed a video onto your server, so you guys say yourself. And see this little icon over here on our, my chrome browser; it's a green one or alien guy. I don't know if you can see it too well.

Sheila Fung: Yeah! I see! Sorry!

Roopesh Rattan: So what happens is when we were able to put that on your servers like your whole team will have access to it. And there is a different pricing level for users obviously and we can get into that a little bit later.

But they'll have access to everything here so like you'll have your company library and have all these videos that you're able to send if you need to send them without or record new videos if you need to. The great part about this as well is for the marketing side you guys is you can actually see the insights in your videos, how long somebody has seen them? Who’s seen it? Where are they situated? Where they're watching your videos as well?

So that kind of I'm sure that helped in the education side of you guys making sure the kids are up on their lessons and whatnot. And as far as you're talking about the user ship, so let's go into the pricing a little bit. so for you guys, since you guys are a growing company, I would recommend the teams option, right for now, it's only three plus users. I'm guessing you guys would want to get people accommodated at first.

I don't want to just upsell you guys for the business yet. Since you guys don't necessarily need that right now. But there is a kind of a caveat with that. With the business plan, you do get more features you're able to implement all your insights into your CRM, your MAPs, and you're able to do a lot more with it. So it depends on what you guys really want. I'm just wondering like what like what is it exactly that you guys are having trouble with? Like if you don't mind tell me.

Sheila Fung: Yeah! I think that the biggest problem right now is creating a consistent process and then establishing boundaries between the teams. And I guess having, I'm not sure, if it would be better for us. Do you have a model where we could start with teams and then gradually add users until we get up to the business?

Roopesh Rattan: Yeah! For sure! So that's exactly what I'm showing you right here. We can actually start with the team's plan you can see how you guys go for the first six months to a year. And we can revisit that conversation.

And right now I'll be honest with you. I'm not privy to actually like helping you out with pricing. That’s actually our AEs. So I can definitely get them on next call with us and with whoever else you need to talk about that more so.

Sheila Fung: Do you guys have any sort of training on the tool? Like do you if we sign up and everything do you guys have like is that part of it you guys will coach us a little bit?

Roopesh Rattan: Yeah! we could definitely do that with customer success. But we also have a great feature on vigor as well that we have blogs that gives you tips and tools that can help you guys go further. And help you guys out with your video your own campaigns. We also have use cases available for you guys. So let's go to the learn tab right here. And there's our blogs.

Sheila Fung: Right on.

Roopesh Rattan: So! Yeah like this is all available for you guys. I could send over all these in an email for you I was just wondering like what's if we're since you're asking all these questions you see the value in this and you're definitely interested I can tell. I was just wondering like what's your buying process like going forward with this?

Sheila Fung: Okay! So I'm right now I'm in tool evaluation I like the way this looks, I would like to get a more specific quote, if I can which I'm assuming involves a conversation with your AE. I do want marketing to see this before I make any decisions for everyone. So I would like to have the marketing VPN as well and you know process-wise if we come to an agreement, we just bring it to the CEO and he signs on it.

Roopesh Rattan: Okay! No that's sounds great! So I'm going to rewrap everything. So the internal communications the benefits that you guys get from them get for that is the acceleration of onboarding. Because we're able to integrate with the stuff you guys are already using like the G Suite, Slack and Zoom.

You can get transmitting secure communication. You boost your employee engagement. And you can collab with different teams of departments which is what you were trying to avoid separately.

And then as a marketing side, you get the video hosting, which you can upload explainer videos, customer stories, marketing video content. You can get interactive playback experiences, which you can add the call to actions like we spoke about, forms if you need to embed them. And as well your analytics.

So yes, your SEO, your personalization, your data view so you can put that into your CRM as well for your sales team or your marketing team. And so this all seems like stuff that you definitely would like to use. So why don't we actually book an appointment going forward for Tuesday? And why don't you tell me a time that works for you? Actually on Tuesday for about a half hour and I can get our edge team as a bulb as well?

Sheila Fung: Okay! I can do Tuesday. I would need to check if my VP marketing can though.

Roopesh Rattan: Okay!

Sheila Fung: So can I circle back with you after the call?

Roopesh Rattan: How do I send you my calendar link and I'll send, I'll set up times for Tuesday and Wednesday so that way you can choose what works for you and I can talk to my AE and you can get back?

Sheila Fung: Okay! Yeah! That works for me!

Roopesh Rattan: Alright! Sounds great, Sheila. It was great talking to you. I hope you have a wonderful afternoon. And I'll see you on Tuesday hopefully!

Sheila Fung: Great!

Joseph Fung: There we go. Great use of timing. You had two minutes 21 seconds left, giving you lots of breathing room and gave her some time back to get to her next meeting. Great job!

Roopesh Rattan: Thank you! I think I went too fast, but yeah!

Joseph Fung: We already know that Tanpreet is going to be up! So he's getting himself ready! Roopesh, how are you feeling? How are you doing?

Roopesh Rattan: I got a little flustered with that question a little bit earlier! But I think I kind of recovered!

Joseph Fung: Solid! Yeah! You had all the points; you got the confirmation, things moving forward, quickly! That’s a wicket!

Roopesh Rattan: Okay! Yeah! I just I guess I was just like in the moment you know. Like but this is this is fine dog, that's me, all the time.

Joseph Fung: So it felt perfectly aligned for it! Great! It was interesting watching the audience focused in on what you're showing everything, listening to the words to leaning in to pick up the details. So good solid use of the demo during a discovery.

We've got one last presenter that will be going and I can see some scores coming in. so to set the stage, so we know what's up as we wrap up our last demos, we will give again our judges a few minutes kind of finalize their notes, you know to chime in. Again Sheila is acting as a coordinator. So she'll only be adding in scores and judges if there's a need to break a tie. But then as we tail up, she will share some of that feedback, then we'll crown a demo champion. And identify a recruit choice.

So for those that are here in the zoom, who are following along in the live stream, if you are a current recruit in the Uvaro program, a grad, be it in the 2020-5 class or otherwise be sure to hop in and vote in the Slack channel and yeah in the Slack app in the general channel. We have a student's choice voting system where we'll also announce a winner there. And there are prizes for both titles. So it's a good opportunity to influence things.

And yes, for the sake of clarity, if you were competing you can vote. And it's good to own your success. if you think you nailed it a new one vote for yourself it's anonymous. Totally fair game. So I see the last two minutes ticked off. So we are good to get the ball rolling. It looks like our scores are in. Sheila, are you good to move forward with your giant scores? I see thumbs up. Tanpreet, what are you selling today? And who are you selling it to?

Tanpreet Anand: Thank you guys for it have been a really intense thing for me because I'm going last. But yeah I am selling WaterHub. It’s a data intelligence tool. And I'm sending it to the VP of Sales of an enterprise company, which has around five thousand final employees. So they're a very big company. And they make public infrastructure in the water and water, waste water industry. So yeah.

Joseph Fung: There you go. There’s a lot of elements to keep in mind there. I am glad that I am not in Sheila's steak right now! That’s going to be a tough one! I wish you good luck Tanpreet. But I think I have to offer Sheila better luck here. So I am going to mute myself. I've got 15 minutes on the timer. The floor is yours.

Tanpreet Anand: Great! Thank you! Hi, Sheila, how are you?

Sheila Fung: Good! How are you, Tanpreet. How’s it going?

Tanpreet Anand: Doing well! How’s your week been?

Sheila Fung: Whirlwind! As per usual!

Tanpreet Anand: It's been like you know intense working from home and everything, so yeah, I mean. So first of all thank you so much for joining in today I really appreciate it we've been doing a back and forth on emails and I really appreciate you taking the time to get on this call. I wanted to check, we have 15 minutes scheduled. Is that still good for you?

Sheila Fung: Yeah! 15 minutes works! That's great!

Tanpreet Anand: Perfect! So the goal for this call for me at least, is to like you know give you a product overview you know make sure like you know you are getting the hold of what we what we are offering, and see how it fits into your use case. And then we can discuss next steps. Does that still work for you?

Sheila Fung: Yeah! That works for me because I'm super curious to hear what you guys do.

Tanpreet Anand: So on the agenda today, first thing I want to obviously understand your business for like five seven minutes, give you a product overview and then we can tailor how our reports can like you know be useful to your use case. Do you want to add anything to that agenda?

Sheila Fung: I would like to get an understanding of how you guys get your data?

Tanpreet Anand: Cool!

Sheila Fung: If we can add that in, yeah!

Tanpreet Anand: So that would be a part of the product overview. Okay! I will cover that but yeah great. So first of all congratulations on like you know doing a really great job with the advanced meter infrastructure project your engineering team created a really amazing product and you as sales, VP of Sales did a really good job in the city of Fairmont in Ohio. Congratulations on that!

Sheila Fung: Thank you! How did you hear about Fairmont?

Tanpreet Anand: Actually! I've been following you on LinkedIn and I've been following your company a lot and the product developments are actually a big thing in the water industry of the company what your company is doing so yeah.

Sheila Fung: Okay! Cool! Thanks!

Tanpreet Anand: And I believe you are still leading the developments in other cities as well, right?

Sheila Fung: Yeah!

Tanpreet Anand: Okay! So expanding on that like you know what are your plans to expand this technology in other cities?

Sheila Fung: Well! Best case scenario would be to reproduce it in as many as possible that was it was a lucrative deal for us. So we do have plans for expansion, we're still in the research stage. I'm sure you understand every project there's so much research that goes into it. So right now we're just doing some surveys and some digging to figure out where our next best fit is going to be.

Tanpreet Anand: Right! So when you say research, you are spending, do you do you do it internally? Does your sales team do it? Or is there a third party first like Third Party Company, you relied to do the research?

Sheila Fung: Right now, it all happens internally. And it's not just the sales team. The sales team and then we have a couple other people who help with that the whole process. There’s just, there's too much. And we kind of approach things with the group looking together and then branch off as things crop up. It is it is lengthy it for sure makes forecasting tough. It’s hard to predict. And it's just sort of doing the research and then seeing what comes up and moving from there.

Tanpreet Anand: Yeah! I can totally understand that. Like I mean and what what's the time frame when you say it's very lengthy? What’s the time frame you're currently spending on research?

Sheila Fung: The research portion alone can take you know three months.

Tanpreet Anand: Three months? Wow!

Sheila Fung: Yeah!

Tanpreet Anand: so when I'm like talking like VP of Sales in general like you know in the water industry, they tell me that you know saving their teams, this research time, is one of their priorities. How much of a priority is it for you? Like you know are you…

Sheila Fung: It’s huge! I'm gonna put it up there! We have these so since Fairmont, we have our Fairbanks we have some pretty aggressive growth goals for this quarter. Sorry for the whole year. And if we could save the research time, we might actually be able to nail that.

Tanpreet Anand: Great! So I like do emphasize more like you know are you taking any steps to solve this currentl? Like you know I know that you know that it's a problem. What are you doing already?

Sheila Fung: We've been trying to streamline our workflow. Does that count?

Tanpreet Anand: Definitely count, but like you know is it helping, is this what I mean.

Sheila Fung: It gets a little better every time. But it's not it's not cutting the time in percentages that would like it, more would be better.

Tanpreet Anand: Absolutely! I totally understand. so that definitely gives me a good overview of what you guys are doing and like you know how our product can fit in and I really see water hub fitting in pretty well where you know you're trying to save time for your team you have great expansion plans . And like you know you cycle your spending like three months this is obviously a big time which sales team has to go through. And it is a priority for you to save time. Just wanted to summarize what you said. So those are really good points there. And I feel that water hub can definitely solve it. If you don't mind I'm going to quickly share my screen. And show you how the product works.

Sheila Fung: Yeah! That sounds great! Excited to see this!

Tanpreet Anand: So when you look at this product right. So it's a very simple four-step process. What we do is, we obviously it's a data intelligence platform, so we definitely like first figure out what our customer intelligence question is. So for you it's going to be like you know you want to save your team time, research time and then bring that sales cycle, reduce the sales cycle right.

So we come up with that use case. And then we feed that into our AI engine, like the queries which we have. So it brings back me to the point which you mentioned that how the product works. So what our AI engine on the second point it's doing is, it's basically you are aware that like you know a lot of public utilities, they upload a lot of documents online, so that can be public like meetings, meeting minutes and like you know a lot of other documents, which have been there for years. And these could be like millions of documents.

And it's humanly not possible to read all these documents. You would agree to that right. And yeah so what our AI engine does is that, it extracts all these documents and it will you know we feed in like certain criteria which match to your use case. And then it creates a report.

So for this for you would be like you know, hey, I want to save my team time, how can I getz, how can I get more opportunities, how can I explore them right. So that report would be created and then it was verified by a human because you know that AI is not there yet it's 90% accurate. So we want a human intervention in that and then we definitely like you know we give you the report and you can start making use of it directly. I want to quickly stop there and see if you have any questions about this process?

Sheila Fung: I did have a question but you just answered it. You’ve got a human verification step in here which is a beautiful, yeah. How long how long does it take you guys to do this whole thing?

Tanpreet Anand: Oh it can take a day or two. That’s the maximum time it takes me. Yes!

Sheila Fung: Wow!

Tanpreet Anand: So the AI engine is already working. It’s like you are querying something right like. When you query something, you just need to write code and like it distracts data. So it’s a very short cycle it's going to definitely save you a lot of time from the three-month cycle which you mentioned. So moving ahead you know I’m going to show you how the like you know obviously product looks like. And so I know this image is a little blurred, but don't go with the image, this report can be totally be customized according to your use case. And how you want the data to look like for your team.

So this is just a sample report. Obviously, we're going to generate this data for you in two days. But what's the value the report is adding right. Obviously you want to search for opportunities. So it will give you all the early stage opportunities on the top. It will give you contacts to reach out to, in those cities.

And it will also give you some additional information about you know the opportunities which we mentioned on the top. So this is like a like a basic format which we follow. And obviously, it's going to save your sales team a lot of time right. There’s researching so much and like you know spending three months and like you know getting this data. So just wanted to see like if this is going to add value to your team.

Sheila Fung: Yeah! So this is this is great. and just reading, it's like the one of the main reasons we've been steering away from trying to find something like this, for legion is how complex and specific it has to be. But it sounds like you guys have factored that in. I'm super curious do we pay for like the report or is it for the contents of the report, how is that how does that work?

Tanpreet Anand: That's a great question. So what we do is you can either pay so we have a SAS based model like you can either use our platform to generate reports monthly. You can generate multiple reports every month. Or you can just use it for once like you know just pay for that report and get the data out and then start working on it. You will really depend on how you want to approach it.

For you I feel that using the SAS based model would be much better because you have higher growth plans. You want to target more cities in the next you know couple of years. So generating those regular data would be would be beneficial for you. So yeah!

Sheila Fung: Okay! I know just from my end that my team is going to want to see references. Do you have any comparable to what we do, people I can speak to?

Tanpreet Anand: Oh! Yeah absolutely that brings me to a funny story. Actually! So I spoke I mean this is a this is a story from the name of Anthony he's a VP of sales and waste what not the water industry but the sewage industry. And he was actually like you know had authentic authenticity problems he was like oh does this report authentic or like you know other things.

And he basically you know like utilized our reports and was able to grow his sales pipeline by 233 percent and reduce his sales cycle by 50 %. So I can definitely share references like that. There are many references. So he ended up becoming a sales visionary in his team like you know and did really good for himself there.

Sheila Fung: That's amazing. Okay, another thought are these reports exclusive exclusively generated for us or is it the same information that's being sold to all your customers?

Tanpreet Anand: Oh! That’s a really great question again! So this data what we what we give you is can be shared can we have can be duplicated to other companies as well. But I believe what we are in the business to give you information which is going to save you time. In the end, it's your product which is going to win.

So once we give you the information you are you have an amazing product and you can build those proposals for the cities and like you know it that's going to help you. So yes our product can be like our information can be duplicated to other companies as well, but in the end it's going to be your product which is going to give you the RFP. We are just leading you to the RFP. So yeah

Sheila Fung: Now! That helps thank you!

Tanpreet Anand: Great! So Sheila we are in the introductory call here like you know what we do is like you know give you introduction and then what I what I would be doing next is obviously giving you proof of concept. I have a lot of data on how things work in your team and I would like and this is going to be free of cost. We’re going to make a sample report for you. And how about we jump on the next call probably on Monday 2 PM to show you how valuable this can be for you?

Sheila Fung: So you're going to have a sample report for me by Monday?

Tanpreet Anand: Yes!

Sheila Fung: Alright! Okay! It's going to be like less than three months like it's gonna be doing it in one weekend. So yeah I can do that and I’m gonna have a data scientist from my team on the call and so that he can explain you the technicalities of the product as well. You feel free to like you know get anyone else which you is gonna be helpful in like you know making a better decision or like you know?

Tanpreet Anand: Yeah! Okay I'm gonna loop a couple team members in just because they're not gonna believe me.

Sheila Fung: Perfect! Great! Thank you so much! So I'm gonna send you an email and I just quickly wanted to like you know see if you had any last like you know any questions? We have two minutes on the clock. If you don't have any questions I would love to give you those two minutes back, but you know…

Tanpreet Anand: No! I'm good! I'm looking forward to seeing this.

Sheila Fung: Perfect! Great! Thank you so much, Sheila. And look for my email. It was great talking to you today! Have a good day!

Tanpreet Anand: Thanks, Tanpreet!

Joseph Fung: There we go! One minute 27 left on my clock! Great use of timing! I confess, I have a sound file here, for like a big gong, to pull someone off, and I was really looking forward to getting a chance to use it. But you all thwarted me. This was this is great. So we're gonna leave a couple a couple minutes on the clock before we jump in for just finish up their notes, get things in, but that that was smooth. Great use of the time. Tanpreet, how are you feeling?

Tanpreet Anand: Great! I'm…

Joseph Fung: Getting it to be done! Sigh of relief!

Tanpreet Anand: Sigh of relief! I've been interviewing with this company as well. So I hope they're seeing this somewhere. Or they can see it.

Joseph Fung: There you go! I know we've got a couple of dozen that are on the live stream. So your interviewer might be there. At minimum, we'll be sure to give you the recording so you can share it.

Tanpreet Anand: Thank you! I would love that!

Joseph Fung: For again, all of the recruits that are on the live stream that are here in Zoom, including our contestants, be sure to vote, on the recruits choice one, because we'll be announcing that winner as well at the end. But great job everyone. Seriously, that was incredible. We saw great use of discovery questions.

Great ratio of discussion and conversation, even before sharing your screens, you could see a lot of the techniques that we've talked about in class, around building rapport, storytelling, especially in the most recent example. Great job with that, Tanpreet. I think we saw some great use of humor, rapport building, man really impressive. Really impressive.

Well done. I remember when we were speaking to everybody about the idea of demo day and some of the worries or concerns and you all nailed it. Especially for the recruits for coming in via Zoom, coming in via live stream, we hear those concerns before demo day each time. Don’t worry, you're gonna crush it too.

So I think the team here gave you a great bar to aim for. I think you're gonna nail it in any upcoming classes feel free to discuss and kind of dissect and pull those apart. A quick check on process. Sheila, how are you doing with scores, judging and you said that you're going to pull in some of the trends? How are you doing?

Sheila Fung: 30 more seconds! Just to establish one more comment in here!

Joseph Fung: Perfect! I'm keeping an eye on the polling in Slack as well we see a few votes that are in there. I know that we've got at least five students here because they presented. So let's make sure that everyone from the Zoom group also gets their votes in.

Again as a reminder, Sheila's gonna go through the high level comments. The opportunity for some of the judges to offer their comments and you will get the full judging sheet and I saw so many thumbs up and so much applause there.

So I know there there'll be some really solid feedback. And then once we get through all the feedback we'll share and crown our demo champion and our recruits’ choice. I saw thumbs up from Sheila. So I'm going to pass the mic on to her and you can walk through some of the feedback from our demos.

Sheila Fung: Yeah! Wow! There’s some incredible stuff in here. And to all of the recruits, I'm really looking forward to digging into this with you because all of our judges have offered some incredibly useful comments. Lots of positive also so lots to improve. So I'm excited for you guys seeing lots about rapport, lots about it in is under study, I've actually got a bit of a rundown. But let's go through from recruit to recruit, I have Jordana on deck to give a little bit of feedback to Rizal. Do you mind?

Jordana Zeldin: Yeah! You guys hear me? Okay good! But you know one of the things that stood out to me most about your presentation was the fact that you actually did a demonstration of pain. Which I rarely if ever see. So that was great. You know the one note I had is with your agenda, A it's good you really had an agenda.

But it can sometimes be helpful to use more collaborative language when you're introducing each agenda item, so in lieu of, I'm going to, I will, I want to, it can be like, let's, we, which kind of can, on, you can communicate the sense that you guys are in this together.

And then rather than just moving on after your agenda into what you plan to do, it can be helpful to ask a kind of input question like, what else do you want to add to today's meeting or what's the most important thing you want to get out today's meeting? But all told really good job!

Mohamed Rizal: Thank you! Thank you, Jordana!

Jordana Zeldin: Yeah! Of course!

Sheila Fung: This is so good! We also are lucky enough, we had two recruits deviling Vidyard and we have a Vidyard judge on our panel today. John, do you mind offering some feedback to Roopesh and Anthony?

John Cooper: Yeah! Absolutely! Well, first right off the bat, Roopesh and Anthony, great job and to everyone. those were those were amazing demos and I think you're going to enjoy a lot of success in the future if you keep that up but specifically a couple of things stood out to me. Anthony, excellent time management on your call I thought you did a really good job with that which is super important especially when you have such a limited window to connect with someone. So great job there.

One thing that stood out as maybe needing a bit of improvement was your delivery of price. I noticed when you know told her how much the investment was going to be. Maybe this was nerves on your part, but you said the price and then kept talking and you know I find it very helpful to just deliver the price pause for a second and then get their feedback on that whether that was about what they were thinking. It just helps them I think get let that sink in. and one more thing too when she came back and said that it was a little much for what they were expanding on.

I think you went right into you know problem solving mode, trying to put out that fire, offering alternatives you know the free and the pro version. Which is completely understandable. But one thing I've found really useful is to dig into it a little bit. asking okay can you maybe speak a bit more about why you thought it was too much, is this just outside the scope of your budget or maybe you didn't see you know maybe it's not worth the value wasn't there.

And then you can understand a bit more about the objection, so that you can handle it appropriately. And then the other the other thing was for Roopesh.

Yeah again great job on the call. One thing that I noticed was that, when you were answering questions that she had, you know, instead of I believe a couple times you had said, oh yeah I have examples of that I'll send it over after the call.

I mean that does speak to her concerns, but, it's a little passive so maybe try in the future, having a customer story that you can tell, about how you know another team you know use the platform to get around that the specific concern that she had or it's something that addresses it a bit more directly. Telling stories in those cases can be a really powerful tool. But overall, I thought it was a great job for both you, for everybody!

Roopesh Rattan: Thank you!

Sheila Fung: A lot of nodding heads here! This is great! So, I was going to ask, Ben Ten Pas, if you don't mind touching base on Rashmi's demo! I did also want to say thank you for all of those curveballs! Ben is consistently ruthless with his curveballs, then I'll pass it to you.

Ben Ten Pas: Awesome! Sheila, so you want me to go over Rashmi's or who's?

Sheila Fung: Rashmi, please, yes, the Slack demo!

Ben Ten Pas: Yeah! Okay! Yeah! Sorry! I'm just looking through my, no, yeah, Rashmi, you did a great job. I really loved the personalization that you had. Or the humanization that you had. I could tell you're not afraid to be you. Yeah, which is really awesome. But my I do a lot of the same similar things, just all my one concern is, just be careful with that. You really want to match the person.

A lot of I would say like 75% of the time, it it's usually good. But once in a great while, you’ll piss some people off. Because they're just high Ds or very direct, so just really watch that out. And but otherwise, really phenomenal. Love the energy.

It was great! The more you can do that, the more you can really bring that on, my goal, whenever I try to do a discovery logo is, I want to take that shield down as quick as possible. And you took that down for me right away. So great job!

Rashmi Mehan: Thank you so much!

Sheila Fung: Right! Now! And then I know we have Callum as well, ready to talk about Tanpreet. And then John Moon, I was going to ask for your overarching thoughts. So, we'll start with Callum, just commenting on Tanpreet.

Callum Bramley: Cool! Thanks a lot, Sheila. Yeah, Tanpreet, I've been on, I think I've been in four demo days now, I think that's what we've done as a team. Right. And been a judge for quite a lot of those, I think all of them. I think yours off the top of my head was the highest score, I've given. I'm gonna tell you what my score is.

I'm gonna let you find out but that's how good I found that demo to be honest. The questions your questions were awesome. Tie it in with talk with storytelling. And what I’m seeing in a lot of these demos is, where our curriculum ties in, as instructors on our end which is which is perfect.

Just an example, I put some quotes in here. I think you said when I'm talking to a VP of Sales and then you went into an example there and relayed a question to Sheila, that way that was amazing. Just overall pacing and talk track, that's what I'm trying to tune into as well with all of these demos.

Overall, I could listen to you. I didn't I didn't get lost, you weren't clicking around everywhere, you weren't stumbling over words, you weren't trying to find words, you were very concise, short concise engaging, is what I try to tell my new class every single day. And I think you nailed that. Came across this as a more consultative salesperson, rather than just a sales guy.

You clearly know that product, you've done your research, as you have to, because you're interviewing for it. So it that's how it came across, came across like you knew it in and out and that's it was demonstrated in your actual sales answers that you were given to shield as well.

Only minor criticism I caught, Sheila, alluded to team members, I think she said a couple of team members, who are those team members. It gives you a bit of an area to dig into there and try and find who they are, what are their roles, what are the titles, why do they care about WaterHub. Okay? But overall it's great!

Tanpreet Anand: Thank you! Thank you so much!

Sheila Fung: So much useful feedback here! John Moon, if you don't mind, some comments for Rizal and then some of your thoughts over, I'm so curious to hear your thoughts, what your brain is thinking right now. Go forward!

John Moon: Absolutely! Yeah! I would love to speak on Rizal. I mean on the Kiite product, especially. I really love, I want to echo what Jordana said about that pain, that video that you created. That was awesome! And you know really great, everybody actually had a lot of great energy, really, slightly different approaches.

But everybody brought their A game, really awesome! Tanpreet, I really loved that carrot at the end, for that next meeting. That was really cool! Everybody had some really great aspects to their demo. And just generally, really hit it out of the park guys. Loved it!

Sheila Fung: Awesome! I am so proud of you guys! I don't even know where to start. And there are so many really good comments and thoughts and nuggets in your scorecards. Brian has a lot of great things to say, some useful feedback as well.

He’s just got some background children happening right now. So I'll wait you guys can dig into that when we go into your scorecards in our next class. I just wanted to say, the energy, the calm; you guys were talking about nerves coming into this. And one or two minor tells and everything else just felt smooth. I'm really impressed. And thank you so much guys! Joseph, what are you thinking?

Joseph Fung: I think we have our scores in and locked down. So those are solid. I am also locking in the scores on our internal poll. So I think we're sitting at a good position to announce the winners. Sheila, it's all yours, please, let's go for it.

Sheila Fung: Okay! I'm gonna announce the winner by judge's choice. And then I believe, Joseph, as you lock down the recruits choice, we should highlight, when does the voting close on that?

Joseph Fung: You've got about 15 seconds left!

Sheila Fung: Okay! So to Uvaro students, if you're here, all of you please, jump into that general channel and vote. But by our judge's choice, we have a clear winner, are we gonna do the Zoom drum roll? No? Maybe? Okay, I'm so excited! Our demo master for 2020-5, after 12 long weeks of hard work, and with all of the support from our team, is Tanpreet. It’s so funny, because everybody's muted, I'm like, there should be cheering, but we need to get a preview.

Tanpreet Anand: Thank you guys! Oh my god! This is, I don't have words. So thank you!

Joseph Fung: And in terms of our internal judging, all of the votes are in. and I know that the folks on our live stream and in Zoom can't see the judging. But over the last 15 minutes, we've seen the scores going up and then down as people are reevaluating and moving along. And they kept tapping up but happy to share that the recruit’s choice for the top demo today was Anthony Yawn. Congratulations, Anthony.

Anthony Yawn: Thank you! Thank you! Appreciate it! Thank you!

Tanpreet Anand: Way to go man!

Anthony Yawn: Good work, Tanpreet.

Joseph Fung: We have got some fantastic demos here. All of these are recorded and we'll make them available. Because they're also fantastic ways to kind of amplify and share the signals and the reputations that the profiles of everyone involved. To our judges, thank you again for your time your energy, your feedback.

This is such a crucial step to helping people understand where their areas to improve and their strengths are. And it's one thing to hear it from an instructor that they chat with every day; it's an entirely different thing, to hear it from someone that's in the field working with sales professionals. I think we had someone chime in there for a quick comment. I might have missed. Or it might have been a mute slip.

But I promised we'd get everybody out before the top of the hour. I saw lots of smiling faces, thumbs up. I am thrilled to give people back an extra five minutes.