July Demo Day Recap

Our July Demo Day was a tech sales competition for the ages!

Uvaro recruits train for 12 weeks to become the best tech salespeople on both sides of Silicon Valley. These champions test themselves daily to learn the skills of tactical prospecting, discovery, objection handling and weaving in customer stories as they build their sales prowess.

These talented recruits now get 15 minutes, uninterrupted, to deliver a specific type of software demo. The elusive June demo day...

Event Recap: July Demo Day

Event Transcript:

Joseph Fung: Hi everyone, welcome to demo day, this is going to be a real blast, we have four amazing competitors, we're going to see four amazing discovery calls with a bit of demonstrations and they just show off what they've accomplished through the 12 weeks in the Uvaro programme. Before we get started, we want to give you an idea of who our judges, our competitors are. And then for those of you who are joining us on YouTube, we're going to bring you right into the Zoom Room so you can see how this goes.

So first off, we'd like to give you the names of the faces of the four remarkable judges that we have here today. They're going to introduce themselves at the moment. But if you are joining us on YouTube, be sure to check out in the description notes in the chat the links to these amazing sales leaders because without their advice, without their commentary, without their participation, we wouldn't be able to launch the amazing sales careers that we are. So be sure to check them out.

Connect with them on LinkedIn, because they have got some really smart things to share. And you will learn more by connecting with them. We also have four amazing recruits who are going to be demonstrating their progress. They've made it through 12 weeks of a crucible. They've done everything from discovery calls to cold calling to outreach tonnes of roleplay. And today, you get to see what they've learned. No, this is not the order they're presenting. And they don't know yet. In a moment, you're going to hear who's presenting first.

But before we do that, I'm going to go over some house rules to bring everybody into the actual Zoom Room. So first off, for the audience, especially those who are joining us in zoom, please keep your microphones on, mute your cameras on that makes it easier for the competitors and avoids any distraction. And especially if you're using the chat, let's remember that this is also a place to build up. So highlight what they're doing well and highlight areas for improvement. But this is always about launch and careers. So please engage is going to be a lot of fun. Most importantly, if you are joining us in zoom, also grab that YouTube link. So you can share that with colleagues online.

Because while it's on YouTube live right now, it's also going to be available on demand afterwards. So if you see a really great technique, really great execution, you can always come back to that YouTube recording, and share that because remember, all of these grads are launching amazing new careers. But they're also going to be launching new roles. So if anybody likes what they're seeing, and they'd like an introduction to any of our competitors, let us know, happy to facilitate that. Now as for the audience, for the competitors, I know you know the rules, but I'm going to go over this one more time.

Be sure to introduce what you're selling it and who you're selling it to. Because we have four different products here we've got four different personas, our lead instructor, Callum is actually going to be role playing the buyer in these cases. So he's got to take on and off four different hats. Make sure you let our audience know who he is role playing, you get 15 minutes and there is a gong you will be cut off. So be sure to keep track of your time and get through your discovery.

Show off the product and clinch that next step. You got to do that all in 15 minutes. The judges will get two minutes to finish up their notes and their comments after your pitch. So you get a bit of a breather. If you're up next, we'll let you know that and so you get two minutes to make sure you've got your screen and your tech your timer already. There will be a brief five minute break in between competitors two and three. So people get a chance to top up their coffees and get another water.

Take a quick bio break and at the very end we will both get feedback from our judges, but we will also reveal who the champion is. So this is going to be a lot of fun. But rather than going any further, I am going to stop sharing my screen. And let's actually bring the YouTube audience right into zoom. So give me one moment here. And for those of you who are on zoom, can I get a good hand wave?

Hello to the folks coming in on YouTube. Good to see everyone. Okay, this is gonna be a blast, we've gone over the rules. I'd like to start off by introducing our judges, because we have four judges here. We'll go in the same order that we saw on the screen. So we'll do Omar, Applonia, Carlos, Ilana, if you could introduce yourselves, your company, and to help, you know, make things a little bit more personable. Let's let the audience know what are you looking forward to this summer? Omar, could you start us off?

Omar Aziz Ahmed: Sure. Hey, first and foremost, I want to say thank you to Uvaro is that U-varo or Uvaro?

Joseph Fung: We'll take anything as long as it's not too offensive, but we usually go with U-varo.

Omar Aziz Ahmed: Uvaro, and Joseph and the team, I'm happy to be here. I wish this type of thing existed. You know, when I was young, it's incredible what you got. I really think it's incredible. My name is Omar Ahmed. I work for a company called HighByte and, and I'm just looking forward to spending time outside to hang out my family. Just hanging, relaxing and enjoying the weather. So glad to be

Joseph Fung: Nice. Plus one for the outdoor time. I'm looking forward to that. Applonia can you introduce yourself?

Applonia Cornolius: Yes. Hi, everyone. Thanks again for the invitation, Joseph. My name is Applonia. I'm a Solution Engineer for the healthcare and Life Sciences vertical at SalesForce. One I'm looking forward to this summer. My dad and I actually usually go fishing every summer. Last summer, the pandemic hit. And he's also in the 70s and wasn't vaccinated this year. We're both vaccinated. So we're really excited to go up north. And that's what I'm looking forward to.

Joseph Fung: Oh, that's so exciting. One of our career coaches, Alyx does fly fishing tours, and so we get to hear about all the amazing fishing this summer. That's so good. That's fun time. I'm excited for you. That's gonna be a blast. Carlos, can you introduce yourself?

Carlos Hernandez: Absolutely. Thanks, Joseph. And thanks for having me. It's a real pleasure. I'm super excited to see the participants and then see their pitches. So super excited. I'm Carlos Hernandez. I'm Chief Revenue Officer at SSIMWAVE. And I am really looking forward to getting the kids back to outdoor sports, competitive sports. They do soccer and Taekwondo and to see them competing again and participating enjoying outdoor sports with them. So that's, we're getting there. So I'm super excited about it.

Joseph Fung: Oh my goodness, that last one, too, that my son was just asking about whether he'll get to go back to Taekwondo class. And when I told him Yes, he was so excited. Awesome. He did swear at COVID. So we had to, you know, correct a bit of language but I can empathise with that. Ilana just before I get you to introduce yourself. Want to give our first competitor a couple of minutes to get themselves ready. Jake, you're going to be up first. So you've got a couple of minutes to get yourself. Ready. Ilana, can you introduce yourself?

Ilana Shulman: Of course. Well, to echo off everybody thank you so much for having me here. Really excited to be here. So I am Ilana Shulman. Ilana is usually the mistake but that's okay. It's Ilana.

Joseph Fung: And I thank you so much.

Ilana Shulman: I'm the Director of Sales with Tag, Canada so content creation and social media specialist for this summer, I mean I could definitely say I'm excited to have my son leave the house get out play with friends be at Camp but for myself a little bit more selfishly definitely to spend more time on patios this summer.

Joseph Fung: Oh my goodness. Yes. I miss patios is hanging out. Have a good conversation. Enjoy the warm weather.

Ilana Shulman: Can't wait.

Joseph Fung: Good call. There were some good answers. But I'm sorry, patios when I'm going with that. Okay, this is great. We've got some great introductions. I see the the chat is active. I see our team here. This is going to be a real blast. Just quick housekeeping checks before we get going for our judges.

Do you have access to your scoring cards all set up? I get a thumbs up. Okay, good stuff. For our competitors. Good with the house rules. You're solid. any burning questions? I see all good. And Callum, are you ready? You got yourself all set up.

Callum Bramley: Let's do it.

Joseph Fung: Excellent. Okay, we are ready to go. Jake. It's yours. I'm going to mute my Myself, right after you do your introduction, I'm going to put 15 minutes on the timer. And if you hit that limit, you're gonna get gong-ed, I will have to stop you. But here I'm gonna mute myself. The floor is yours.

Jake Carroll: So I'm Jake, and I'm going to be selling Net2Phone to an IT manager named Callum. Okay. Hey, Callum.

Callum Bramley: Hi, Jake. How are you doing?

Jake Carroll: Oh, I was doing better. But you know, the hops lost last night. So.

Callum Bramley: Oh, sorry. Sorry to hear that.

Jake Carroll: Boy, I noticed you from England, right?

Callum Bramley: Yeah, that's right.

Jake Carroll: So I guess you're celebrating last night?

Callum Bramley: Yeah. Probably had a better day than you did yesterday. But yeah, I'm pretty happy today.

Jake Carroll: It's, I'm, I'm jealous and envious. But Congrats. And I hope England wins the final.

Callum Bramley: Oh, thank you.

Jake Carroll: So today is going to be a 15 minute heart stop.

Callum Bramley: It is unfortunately, I've got to run to another meeting at 15 minutes. So if you can keep it to that, or even less, that'd be great.

Jake Carroll: I just want to thank you for taking the time. And I'll do my best to make sure. Give me back some time. Will there be anyone else joining us today?

Callum Bramley: I don't think so. Now, I was hoping someone from the sales leadership team would be able to join but they're not been able to make it. So it's just me today.

Jake Carroll: Okay, so I'm just going to be writing some notes down. Is that okay with you?

Callum Bramley: Yeah, that's fine. I might do the same thing.

Jake Carroll: Okay, so today's agenda, we will be talking about call quality and call struct. And then I'm going to be asking you some questions. And at the end of that, I will ask you if we're a great fit. And if not, we can always part as friends. How does that sound?

Callum Bramley: Yeah, that sounds fair. Are you planning on showing me anything today? Is that also going to be in the agenda?

Jake Carroll: Yeah, I'll be showing you a couple of slides. Just to give you a little insight on the call quality.

Callum Bramley: Okay, cool. Yeah, that's what I was hoping to see. So sounds good.

Jake Carroll: Is there anything else you would like to get from today's agenda?

Callum Bramley: I think in the interest of sort of planning ahead, you know, if you guys are way out of the ballpark, and what we can afford, it doesn't really make much sense for me to have that second call. So if you can just talk about how you structure pricing today, that would be great.

Jake Carroll: So I can give you a ballpark rough estimate on the pricing. But look, it's not up to me to come up with the pricing. So be taking all the thunder away from the Account Executive, but I can make sure to give you that ballpark estimate.

Callum Bramley: Yeah, that's what I yeah, that's fine. If you can give me the structure a ballpark, then that's okay.

Jake Carroll: Great. So tell them what is the day like in your sales team look like?

Callum Bramley: Um, so what I hear is they do a lot of a lot of calls, that's primarily their, their means of reaching their prospects and turning them into opportunities and new accounts. Do a little bit of emailing as well. But they do spend a lot of time on the phones, I remember, when we were still in the office.

It was sort of like a high volume environment and that side of the office when you walked into the sales pit. So essentially, we've got, I think we're around 15 people in total, on the sales team. And like I said, there's a lot of outbound calls happening. There's a few inbound calls as well. I'm not the sales manager. So I couldn't tell you exactly what sales processes, but I knew that they do a lot of outbound calls.

Jake Carroll: So what what would you say the most frustrating part of those calls in a day would be?

Callum Bramley: Well just based on what I hear is that they do tend to drop because the quality of the calls isn't the best. There's been a few occasions where it's been brought to me because you know, I'm in charge of setting up the tools appropriately and even down to like, who uses what sort of hardware in terms of headset, things like that, that will actually get a prospect live and will start talking to them, but then the call will will drop.

And that's what tends to be on our end rather than the prospects. And so that's been a major frustration recently. I would say, from what I've heard, once again, in terms of leadership and passing across messages to me is that there are pretty aggressive revenue growth goals to hit before the end of 20 2021. looking at ways of streamlining that to be able to hit that in terms of two.

And this is one of the things that they've highlighted just the the quality of the calls and how, and I guess it comes down to ease of use as well for the actual individual, the salesperson that apparently takes a while to even get the call started, right, they find a number, and then they go through a whole process in this in the CRM. So

Jake Carroll: That sounds frustrating, or more like a nightmare. So could you walk me through how this is affecting your business?

Callum Bramley: So I, you know, as I just started alluded to that, and I believe it's more related to the growth goals, you know, we've been a bit of size of company we are, hasn't been too problematic, you know, we've sort of got by, without having to invest in software, too much and too heavily.

But now, we sort of need to see a return on investment a little bit with what were the tools that we're giving to our salespeople to be able to realistically achieve those revenue growth goals, right? If you think about it, from a business point of view, the there's targets to hit and if we aren't hitting them you have to ask why. And sometimes it's, well, we're not given the individuals who are responsible for hitting those targets the means to do so. So I guess that's the main issue that

Jake Carroll: Callum, how's this personally affecting you?

Callum Bramley: Me? I just got a lot of complaints. You know, I'm a one man band here over on the IT team and, you know, I've got one person to complain to, and it's me. I would rather spend time elsewhere on other projects I've got going on.

You know, I've got my own goals to hit and my own KPIs and things like that. spend a lot of time firefighting, things like this. I'd say for me personally, that's more of a frustration thing rather than anything else.

Jake Carroll: ​​So what do you think the cost acquisition of doing nothing would be?

Callum Bramley: I guess that would be a really good question to ask the Sales Manager who was hoping to bring in today, they might have data on things like how long it's taken, one of our Sales Development Reps to even connect to a call in the first place and things like that. So I couldn't really give you an estimate on that. I just know. You know, based on what I've heard, again, there are goals to hit. And if we're not hitting them, that could be a problem down the line.

Jake Carroll: So is there a certain time period that you'd want to have this done by?

Callum Bramley: Personally speaking, I would love to have something in place ASAP. It just has to be the right solution. We are very careful about making a selection with things like this. We might sort of cover that when we get to a deeper dive in terms of this evaluation.

But I'm not going to rush into the decision just because let's just say it's nicely priced or anything like that. i need to be careful about what we implement here. Because we're not a huge team. And this sort of knock on effects from that. But I like it solved ASAP. It's been identified to me, as I said earlier, that it is a major issue. So ASAP.

Jake Carroll: So other than yourself, who else is involved in the decision making process?

Callum Bramley: So I'm, I'm here just more of a fact finding mission, I would say it's my responsibility to ask sort of questions around things like security, data protection, things like that, and sort of vetting out the actual vendors. And then beyond that, I think it's more going to be sales leadership, who takes the baton from me on this. And ultimately, I imagine it'll go all the way up to a CEO to sign off on it.

Jake Carroll: Understand, okay, is this a Is it okay, if I share the screen right now?

Callum Bramley: Yeah, absolutely.

Jake Carroll: Okay, so I just want you to just use this as a visual, this is just the heart out to soft up. And as we go through this, let's just say you're on the phone with an important deal. You might have lost some sleep last night just thinking about it. You're in the middle of the call and it drops, well with our eight different servers. This will allow for a smooth transition, regardless of if there's a hurricane and it knocks one of the servers out.

Even if you're on the phone. When that happens. You won't notice that that happens. So let's put this in a more realistic perspective more realistic. So let's just say you're Jamie from Power Properties. He's one of my favourite prospects. So let's just say it's the end of the month, you're looking at the metrics. And you see you roughly lost 8% of your calls dropped that month.

So for Jamie went the first month with us, he was just looking through interest trying to see if you have to fail, is it actually hang up? Or is it actually dropped? So when he was looking at the metric driven graph inside, and when he measured the graph, you saw those actually 0% calls drop? So this just led to more calls for a sales team. And then this just led to an increase in productivity. Does that resonate with you?

Callum Bramley: I mean, that's what we're hoping to achieve? For sure. Yeah. I'll have a few of these calls already. I've got a few more for the rest of the week, in terms of speaking to vendors who do pretty much the exact same thing as you. While we've got the time, do you mind just sharing why? You just mentioned Jamie there? I can't remember the company's from but why would Jamie go with you instead of any of these other competitors that do pretty much the same thing.

Jake Carroll: So at this point, I'm not going to like to rip on any of the other competitors. Just wanted the opportunity to show you how different and how we provided additional value. So one of the main things that our customers decide to go with us is that we have a custom integration with our Dialpad into CRM. So that was like one of the ones but for power properties, Jamie, he had to make a lot of calls from across the world.

So he was based in Europe, but he had to make a lot of calls into America and into Canada. So one of the reasons why is because we could prove to him that we could have a 0% call rate, and there was no static, you know, there was no crackling, we just had call quality. And that was one of the main reasons. And in the 30 minute demo, we can go into a live demonstration and show you exactly why he decided to go with us.

Callum Bramley: Okay, sure. And then I know what kind of time soon so can you speak to pricing for me the structure.

Jake Carroll: So I can't get due to time constraint, I can't exactly get into the pricing, that's up to a fee. After this, I can send you a ballpark estimate, as I don't actually know the exact pricing as they vary depending on customers. Is that okay for you?

Callum Bramley: I mean, do you know is it by user or that's just more what I was looking for?

Jake Carroll: Yes, yeah. It's actually by user but it's also could be by sales team as well, depending on if you're enterprise, medium or startup.

Callum Bramley: Okay. Okay. Oh, how do you quantify medium because I'm thinking we might be medium for stuff. We're definitely not an enterprise customer would

Jake Carroll: roughly like 100 100 Plus, depending 150. Okay. So at this stage, I'm gonna ask you, would it make sense to move forward based off improving call quality for you and your company?

Callum Bramley: Yeah, we can get that tentatively booked up. Still love to see your sort of follow up on what medium pricing looks like? I don't expect a quote. That's what I'm asking for. I'm asking for more ballpark stuff. So if you can send that across to me, that'd be great. I do have typically, at the same time next week available for a follow up call.

Jake Carroll: Of course. So moving forward, we'll discuss any features you want. We'll make sure that pricing is the first one. We'll go into an in depth demonstration to show you why our calls have value to you. And do you have an opening in your calendar Callum?

Callum Bramley: Yeah, sure I do. So next next week, at the same time typically works well.

Jake Carroll: Okay, so next Thursday at 9am?

Callum Bramley: Yeah, let's do that

Jake Carroll: Sounds good. But will there be anyone else joining us as well?

Callum Bramley: I'll probably try to get my sales managers to commit to that one. Things enough time to make sure.

Jake Carroll: Okay, I'll send you the confirmation link. And I just want to thank you again for your time today. And I'll shoot you a message the day before with just a brief summary of the agenda that we'll be going over.

Callum Bramley: Okay, sure. And today, I'm going to get an email from you as well.

Jake Carroll: Yes, yes, right after this call.

Callum Bramley: All right. Fantastic.

Jake Carroll: And good luck with England.

Callum Bramley: Oh, thanks, Jake. Yeah, I don't, I'm not too helpful, but we'll see.

Jake Carroll: You know, I'm gonna watch because I heard this king guys pretty good.

Callum Bramley: All right.

Jake Carroll: Bye, Callum

Joseph Fung: Jake, that was awesome. That was really, really great. I had a total of 19 seconds left on my timer. So great, great use of time. They're gonna come back to you in a moment, Jake, but heads up for our next competitor. Gilbert, you'll be up. So you got a couple of minutes Get yourself ready. Jake, you're out of the hot seat. How are you feeling now?

Jake Carroll: A challenge challenging McCallum is really good at he likes to throw the perfect objections. And that's what I love about having Callum, as an instructor, as you learn so much from

Joseph Fung: There were definitely some objections there he went right into the competitive differentiation right away, I was didn't didn't give any any nice soft policy look, let's get to the tough stuff. What I love about Cal, this is awesome. While we're giving judges a couple of minutes just to finish their notes. For everyone, one of the things that always amazes me, when we come into these is seeing how smoothly they run these calls, knowing that having only 15 minutes to try and get through discovery, show something as well get that next minute.

I mean, during the course of the programme, we usually give like a full 30 minutes to get through that, you know, it's a lot more flexible. So we're asking everyone to try and, you know, check every box hit everything they can and do it in a constrained timeframe. With an audience you know, looking on. So, you know, for for all of our competitors great job getting through this, this is going to be the toughest discovery call you ever run because you're never going to be quite so scrutinised. You know, worst, you've got something recorded that call that someone might go into, you know, the stakes are higher here.

So don't worry, we're getting peak pressure and it gets easier from here. So for our judges, as you finish out your notes if you get a quick thumbs up, so I know that you're ready and good to move as you were kind of knocking through. Gilbert, you're up next all set any any questions, anything we should keep in mind.

Gilbert Ramos: I actually think the only thing that I wouldn't have to be careful of is that my neighbour has a couple of big dogs and every now and then they'll have these 30 minutes spurts of just constant mountain barking. Nice. Right now they seem pretty calm.

Joseph Fung: So hopefully you respect the competition then I don't ever forget. And love the comments in the chat. I want to call out I think it's awesome that Barbara is competing, but also cheering on his competitors. There's some some good sportsmanlike conduct their good stuff. Going through the scores and seeing it is everyone good with their their notes and evaluations. Good stuff. Okay. Go. Where does reminder, after your introduction, I'll put 15 minutes on the timer. And if you run out of time will interrupt. I'm going to mute myself and the floor is yours.

Gilbert Ramos: I'm Gilbert Ramos. I'll be selling Intercom business messenger and can be a VP of customer support. Hello, Callum.

Callum Bramley: Hi Gilbert. How are you?

Gilbert Ramos: I'm doing good. I'm doing good. Hey, how was your past weekend? It was Fourth of July over here.

Callum Bramley: All right. Yeah. Yeah. So I'm north of the border. So we do Canada day.

Gilbert Ramos: So just around the same time, more or less?

Callum Bramley: Yeah, it was awkward, though. Because it's Thursday. And then you know, you go back to work on Friday. And then it's the weekend again. So yeah.

Gilbert Ramos: Did you do anything special hang out with some family or?

Callum Bramley: It's actually my father-in-law's birthday. So that's more the celebration. Then Canada Day is the first of July just for your reference south of the border. So I usually do that and middle of summer too. So you can actually have a barbecue and stuff. Yeah.

Gilbert Ramos: Yeah. For me. I spent some time with family as well. Just all day. But yeah, it was on a Sunday. So towards the end of the day, it was a little depressing. like to go back to work Monday. Yeah. All right. So let's see what we got here. Okay. I got some notes for from our last call. And I noticed that your business allows customers to set up auctions and that's not it's not a frequent business model. But I've seen it before. I've seen it before.

Callum Bramley: Yeah, yeah, that's that's exactly. I mean, you've pretty much said it right. Great, right. We're trying to shift to more online auction. You know, Traditionally, we started with the, you know, out in person auction work some sure with the guy at the front with that. Yeah.

Gilbert Ramos: Okay, so with this call, I'm hoping to ask them questions to get to know you a bit more about what's going on with your business. And then I'll show you a demo. And then I'll show you how intercom can help your company and how it's helped other companies to handle call volume. And once they get through all that, if it doesn't resonate with you, we can part as friends. Does that sound good to you?

Callum Bramley: Yeah, that's fair. Yeah, I think we can get through that in 15 minutes. Yeah.

Gilbert Ramos: Any quick questions before I start throwing questions? Well,

Callum Bramley: um, yeah, I take a look at a few other options. And they all seem like they're gonna take a while to get set up. So I'd love to know, if you can give me some information. what it looks like to actually get Intercom implemented rolled out. That'd be great.

Gilbert Ramos: Let me see. I think what one previous customer that we're serving Southern beans, they're also they thought they also sell jewellery, and serve up auctions for their customers. If I remember correctly, it took about more or less three weeks.

And also, as far as pricing, I'm greatly encouraged to leave that towards the 30 minute demo are easy to hear would would mourn more than be happy to handle that. So okay, all right. Yeah, no problem. Okay, so, tell me, what does customer support look like for your customer.

Callum Bramley: Uh, so, for our, for our customers, they are getting in touch via, I would say more traditional manual processes. As it stands right now, meaning they have a support at email address that is accessible. And it's pretty much sits in a queue from there. You know, I'm in charge of the support team here. So I sort of oversee that inbox, and I'll assign it out to individuals on my team. And as you can imagine, that's, that's quite a manual process. As you see more in more and more tickets come in.

You know, our company, thankfully has gone through a high growth period over the last year, which is meant more demands on my team. And I think from a customer's point of view, if I measure things like NPS and satisfaction, there's a little survey that I tried to get out there as much as possible, I see the satisfaction, you know, going down a little bit and trending down, because of the length of time that the time it takes to respond to those emails.

On my team. We try to prioritise as any company does, meaning top accounts get top priority when those are reaching out versus smaller accounts. But if they come in a little bit hard to manage, and the time it takes to verify what account is reaching out, as to the time as well, right? So for example, I have to go and check just to see who is this and see how much they're paying us and then decide whether we prioritise it or not. So

Gilbert Ramos: Wow. Yeah. Well, real quickly, what do you see the average, wait time queue time for the customers.

Callum Bramley: So we have an SLA in place that we sort of guarantee 40 hours a response. But what I'm seeing is the response isn't satisfactory after waiting 47 hours get a response. And it's something they could have found in our FAQs, where we have to be responsive, to be responsive earlier to sort of dig deeper into what the actual problem is. Otherwise, we're going back and forth for more or less a week, given the time it takes for us to respond.

Gilbert Ramos: And with this back and forth, what is customer support look like for your team?

Callum Bramley: I that's something I do worry about. With captor really great culture on our team, people have seemed to really enjoy working here for a while. I really worry about that being broken because of the demands being placed on them not having the tools to get their job done, effectively. You know, we don't have the typical customer that isn't happy with the service that we're providing in terms of the product.

They're very happy with that. They're more unhappy with the time it takes to respond to a support ticket, like I said, and I don't want that to make our team feel like they're not doing a good job when they are doing a great job across the board. I think there's one on an arrest error of of employee turnover and churn and people leaving so I'll try to get this problem fixed ASAP.

Gilbert Ramos: Wow. So yeah, actually, that goes really nicely into my next question like, how do you think this is affecting the morale of your, of your team?

Callum Bramley: Yeah, I'd say morale is taking a dip. I've got some sort of team leads on there on the team, who, you know, are very candid. And we have that sort of radical candour as a value here, and they've showed some some concerns based on what they're hearing.

You know, you don't overhear things anymore. You don't get to see people's reactions, because we're not in the office right now. You just have to hear it secondhand or sort of read the room when you're on a team meeting? I think Morales taken a bit of a dip because of how busy we've been in handling these tickets. Well, and how does, how does? How do you think this starts affecting you? For me, I mean, the buck stops with me on the support team and how happy our customers are, but also how happy Our team is, I have to prioritise both and find a nice balance.

And that balance has been upset recently, for good reasons. But I don't want to get let good reasons meaning company growth mean that I'm being kept up at night, my team isn't happy. My customers aren't happy. So there's just a sense of worry for me, I guess.

Gilbert Ramos: Huh? Yeah, that's sounds nightmarish. Yeah, totally. Yeah. All right. Well, I think I think intercom can be a great fit. But I'm going to show you a demo. Well, may I show you the demo, it may show you my screen share?

Callum Bramley: You may please do.

Gilbert Ramos: There we go. Intercom, business messenger, you and your customer alone. I did bring up Sotheby's. And they're also on the various similar business two years. When they signed up to intercom, this is what the imagine me as two people. I'm Saturday's customer. And so these customer support team. Now as a customer, when I go on their website or download the phone app, they'll see something like this. Well, let's see financing quickly start a new conversation. So let's say I'm I'm like, how do I update my credit card information? I'll just go into the into the box, type it in? How do I find the results of an auction. Now something like that, is is pretty common for this type of business.

So they'll go so end up seeing something like this, they'll have a resolution, but they'll quickly go Oh, this is how this is how you update your credit card information. This is how you change a password. This is how you find results of an auction. And, and and according to Sotheby's, this is 33% of their call volume already assault. So that's 33% the customer's already got the question already got their question answered. And the support team can focus on other things. So we'll go back to here and let's say I have a more complex question.

Or, Hey, I just want to talk to a person. Now the support team, they'll see something like this a little dashboard and little message pop up, they'll start answering like practically right away. And and the best thing is, is that it already logs the conversation. So if the conversation needs to continue, for whatever reason for another day, and somebody else picks it up, they have access to those logs, and also notes. So the customer doesn't have to tell their whole story all over again to a whole nother person.

Callum Bramley: Can I ask a question? This does this integrate with any sort of messaging platform like communication for like, for example, we use slack? Just seeing this messenger format here like this? Is there a way for that to just pull into slack? So it's all consolidated in one place where they're handling internal and external communication?

Gilbert Ramos: Yes, I do know it can integrate with Slack, if that's the message you want to go with. Wonderful. And

Callum Bramley: Another question based on something you showed me earlier to the sort of common questions, the frequently asked questions stuff. I sort of alluded to that a little bit earlier that we get frequently asked questions. We're sort of enhancing our product offering quite a lot and I see that growing out from time to time.

Is it easy for my team to or is there a way that the Intercom recognises you're getting this question a lot. So we're just going to store it for your suggested tours as some filter there. You know, what I don't want is me having to be the top down approach to that and having to constantly update Frequently Asked Questions. I'd rather my team do that, because they're the ones getting it as an example.

Gilbert Ramos: Yes, actually, that's one thing that the chat bots can also do. They can they can start picking up phrases, or keywords, and then they can actually offer to your team. Hey, this question is coming up very often, you want to add it to your FAQ, you want to add it to the chat box to go ahead and answer that question. Oh, yeah, I can do that, too. Okay. Very good.

Callum Bramley: Thank you. Yeah. All right.

Gilbert Ramos: I'm going to stop sharing my screen. Right. Now, with everything that you seen here and everything that we talked about, is there anything? Is there any other obstacles that are preventing you from continuing?

Callum Bramley: I know that, that's pretty impressive. What I've seen I again, I just want to go back to the the implementation of it. You mentioned three weeks, but I'd love to know what's up, what's three weeks mean? I spoke to one of your competitors, and they estimated two to four weeks for me, but then once I sort of dug a little further it meant I have to be on calls sort of every day with your team to get this set up appropriately. You know, just to be upfront, I don't have the means to do that. We're quite busy. So what does that look like from your end? And what are the demands of your customer to get set up?

Gilbert Ramos: ​​And actually, I think see here are probably more qualified to talk to let you know about that. I, you know, is there anybody else who helps you with this, who will help you implemented

Callum Bramley: So I could bring in a couple of team leads to make sure that you know, we're getting those regular questions set up immediately. And things like that might have to include our our IT manager who can, you know, handle things like setting up the integrations if we do need to them, from what I've learned from one of your competitors, that just seems to be a lot of heavy lifting in the first place to get started in terms of pay.

We need to list out all our common questions and answers that we want being provided in the bot in some form of spreadsheet and then send it over to you or them at the time. And that seems like a big project to me because we get a lot of questions, right? So is there a way to sort of get it set up and the FAQ was grow out as it's in use or something like that is what's what's that look

Gilbert Ramos: like? Now? Well, actually the chat bots that they can already make, offer up questions for FAQ all on their own. So nobody has to start a spreadsheet or anything. They just go ahead and just run it and they'll start learning on its own. Everything you heard

Callum Bramley: So you asked me about getting that call set up. So yeah, let's do that. You sent it here, right? Yes, it's here. Okay. Yeah. So I've got 30 minutes next Thursday at 10am. Eastern if that works.

Gilbert Ramos: Yeah, that also works for us.

Joseph Fung: I am sorry, Gilbert. You have run out of time. It was close. I saw you're trying to go for the bucking saw the team cheering you on to get to that final limit.

Gilbert Ramos: Yeah, yeah, those last two minutes I I really tensed up.

Joseph Fung: Wait, this is the toughest discovery call if you've got somebody on the line and you're the customer who wants to book it. Although I mean it's late. They don't have somebody sitting there with a gong in the back corner.

Yeah. We are going to take a quick five minute break. So the folks on youtube I gotta let you go for a brief intermission. Go top up your coffees. Take the time to like us on YouTube. Subscribe us join on LinkedIn. We'll do that influencer thing if all the likes, tell all your friends retreat we share but go take a break gets more caffeine and we'll have you back in a moment.

Intermission

Joseph Fung: Hey, welcome back, we're gonna jump into the second half of our last two competitors, I want to give competitor number three, two minutes to get themselves ready to hear, you'll be up next, so you can get your yourself ready. While you're doing that, I'd love to share a couple of comments, because one of the things that's such a delight is that, you know, the cohorts the classes that we pulled together, each one has its own experience and its own dynamic. And one of the things that's really stuck out with this crew is just the teamwork and the resilience. We all know like, real life happens.

And we have to deal with stresses, medical issues, family matters. And it's been, it's been really amazing seeing this class kind of bind themselves together, lean on each other, build each other up, even so far as you're getting together outside of class to do cold call practice. And that type of peer support is amazing. And you don't even get that, you know, often with with colleagues. So it's been really cool seeing that with this class. And that's really stood out. And so I think that's, I think a big kudos and big testament to your characters, but also your your sense of team spirit.

So yeah, even even though we can only crowned one champion today, you should really make sure that you take pride in that relationship that you built, because that's going to serve you well with every single role. So to two big thumbs up.

Carlos Hernandez: That’s great to hear. It's impressive.

It really is like the high fives, the testimonials cheering on. You can see them in the zoom chat cheering each other on, but it's not just there. It's like everywhere else we've been seeing it.

Carlos Hernandez: It's something that just happens, right? You cannot force it and it's just the team that just make it happen.

Joseph Fung: Good people. Awesome. Zaheer, I said I want to give you two minutes. It's not quite two, but how are you feeling? Are you ready to get going?

Zaheer Vadsaria: Yes, I am.

Joseph Fung: Okay. So again, as the reminder, choose yourself your product who you're selling it to so we know who Callum is being, I get to put myself on mute and right after your intro, but the 15 minutes on the timer. Okay, floor is yours.

Zaheer Vadsaria: Hello, everyone. I'm Zaheer. The product I'm demoing today is Hopin it's an all-in-one virtual event organising tax form. So my buyer today is Callum who is Chief Marketing Officer at Ringr which is a sales enablement platform. We connected last week over phone and uncovered that there is an holistic event management platform need. So we will be digging more into that today. So I'm gonna start now. Hello, Callum. Good morning.

Callum Bramley: Hello Zaheer.

Zaheer Vadsaria: So before we begin, I just want to do a quick tech check. Can you hear and see me properly?

Callum Bramley: Yes, yeah, it looks like you're dressed to impress today, I can see you.

Zaheer Vadsaria: Well, this is the best we could do. You know, given that I can't go out anywhere or dress to do anything. And luckily today, I'm just gonna get to wear this for longer because it's raining out here where I am. And I don't have to go out and water my plants and garden or dig anything up today. So I'm just glad it's raining today.

Callum Bramley: That's looking on the bright side of things with the rain. I like it.

Zaheer Vadsaria: So how about you? How's your morning going on?

Callum Bramley: Pretty good so far. Yeah, pretty good. Feels like I've been up for a while. But yeah, I know. I've been outside because of the rain, but I can't complain.

Zaheer Vadsaria: Well, that's good. So Callum, I would like to thank you for taking time out today and providing me with the 15 minutes. And just to make sure is this going to be hard stop?

Callum Bramley: It is Yeah, yeah. So I've got to run to another meeting with 15 minutes.

Zaheer Vadsaria: Okay, I can't make any promises here but I will definitely try my best to give you some time back at end of that meeting. To transition smoothly there. Okay. Yeah, just setting up today's agenda before I get full blown into that demo mode. And just to make sure that letting you know what we are going to do. today.

Okay, so first, I'm going to ask you a few questions to dig deeper, followed by showing you a bit of the best part of our platform there today. So, you know, just to keep this conversational, feel free to interrupt me anytime. And at the end of this demo, if we both feel that, yes, Hopin is a very good fit for your platform, then what we'll be doing is setting up another 30 minute demo with our account executives. And if you think no, that's not good enough for me, then that's, that's fine with me as well. We'll part as friends. Does that seem a reasonable ask?

Callum Bramley: That's totally reasonable to me. Yeah, let's do that.

Zaheer Vadsaria: All right, then. So Callum, can we start with you describing a little bit about your current scenario for how you're doing your virtual events? And what made you explore for alternatives?

Callum Bramley: Hmm, yeah. So the first part of that question was, I guess, right now, we run regular events, and I say regular, at least monthly. And they're handled via zoom. So anyone that signs up for the event gets the zoom link, because then they have a calendar invite too so it lands on their calendars, and we have to hope they join.

And sign up, as you can imagine, traditionally, through our newsletter, email outreach, email blasts, we will announce what event is coming up, guest speakers, etc. and try to attract some engagement to those events. And then as I said, whether it be a revolt, it is all handled over zoom right now, just as this call is right now.

Zaheer Vadsaria: Perfect, you know, this is something very common, like, we know that a pandemic has pushed us into doing something remotely before we all expected it was going to be there, right? So something I hear a lot these days from prospects. And, you know, the best part is, I have been following a ringer, and the events that your company does for a while now, like, I really like the sales enablement events that you guys do, like it's always educating, and it provides lots of value.

And that's when I saw an opportunity where Hopin can come in and provide some value to your events that you do in return. So, you know, something that you mentioned over here that you're using zoom to interact, measure that in, like, attract engagement and audience participation. So how do you currently measure that like, like, what does it look like in terms of numbers?

Callum Bramley: So it's interesting, I think we're sitting at around the 20%. fulfilment mark, meaning amount of people sign up for an event that actually show up is somewhere around 20%. And how we sort of measure that is literally by taking an attendance in zoom. There are analytics that get posted to I think, our actual zoom account, our corporate account. It's not it doesn't give me all my events team. reliable data, though. So I would love to know who is most engaged, who spoke, who was the attention span, you know, even down to things like who turn the camera on.

And I feel like, since we run events, primarily focus on lead generation top of funnel, that's why we run the events, we want to know who are the who have the attended the event that is not a customer of ours who could potentially be low hanging fruit for our sales development team to give a call to straight after, right. We call everybody that sign up for the event whether they showed up or not.

The likelihood of that turning into a realistic opportunity for us, obviously increases if they actually attended the event and were engaged with the events. I'd love to know things like that and measure that. Being able to measure the team's performance as well, we've got teams responsible for doing these events, putting them on so often that, you know, I try to keep them to KPIs and measure their success as well.

There's no real means to do that when I'm doing it from zoom, either. So if I could put some data in front of my team and say, Hey, we want to be able to hit 50% next quarter, and make sure 50% of the people actually show up. It's hard to do that right now with the data and...

Zaheer Vadsaria: So yeah, I'm glad that you brought that topic and I see That you've yourself analysed that there is a very deep need of getting those analytics on board and making sure that not just audience participation participation is focused on, but also there are equally engaged and we get the best out of what we are doing that event for right. And so this is something we here at Hopin we we try to provide as an all in one virtual event management platform, because we just don't allow hosting or our are entertaining the crowd on a virtual base.

But at the end, we also provide you with different analytical measures, and which we are going to dig a little bit deeper into in a moment when I show you my platform. But before that, something I also want to know is, as you mentioned, that these conferences or meetings are one of the major sources of lead generation. So currently, how does it stack up against competition? Like, like, how does this numbers at the same rate impact your business?

Callum Bramley: Yeah, I mean, we've always had to do things differently, than we do have a traditional outbound team here who are calling, you know, our ICP that built the list and things like that. But we've always done things differently, where we've tried to have more of a social presence and run cool events and generate a buzz that way, we've got a great community of power users who are generous with their time giving, you know, given us a time at those events to be guest speakers, and show us how they're using ringer to the best of its abilities and what value they're seeing. So we'd like to have our customers run demos for us.

That's what we say, right? So that's how we've tried to sort of stand out from the crowd, the pandemic impact of that greatly, because we weren't able to do that. And suddenly, we're just like any of our other competitors, and how they manage things. So we have to pivot. And we've sort of got by, we've got better at it, given the ability to do it over zoom, and, you know, newsletter outreach, signup, pages, etc, that we're hitting a bit of a plateau with that, though.

Now, you know, we're not able to do things like we used to do with keynote speakers in different rooms at different times and have general buzz around it like so are our attendees catch and feel like they're actually at an event where they can look at our agenda and say, hey, I want to hear Omar speak. I want to hear Adam speak, right? That type of thing.

Zaheer Vadsaria: Oh, Callum, you know, I'm so glad that we met today, like, our both value props. And like, we both wanna see that our companies are looking into doing things differently. And that's what we here at Hopin hope to do. We have always tried to make that difference in terms of doing business, engaging clients, our crowd, and yet, so just one thing, before I hop in, I just want to know this. ideal thing for you is to say you went on a trail, you found Aladdin's lamp with just one wish remaining out there. And it just asked you, Callum, what is your ideal platform for marketing?

Callum Bramley: I'd say it has to first and foremost be super easy to use on the customer side of things. I don't want to train our customers on how to use something.

Right? They know how to use zoom. That's easy, right? That's the good thing about zoom, because they all use it anyway. We use something that's new, are they going to be able to navigate it quickly and easily.

That's the main thing for me. Beyond that, I just wanted to play easily with our current systems, meaning it doesn't fit. I don't want heavy lifting to getting set up as well.

Zaheer Vadsaria: Alright, so this is a very good time for me to walk you through our platform. And with your permission, can I share my screen?

Callum Bramley: Yeah, go ahead, please. Yeah. Do you have enough time? I feel like we've got like four minutes left here. So

Zaheer Vadsaria: No, I think we should be fine. All right. Thank you. Okay. So Callum, this is the dashboard that we have here at Hopin when you're organising an event. And so due to the time constraint here, I'm just going to show you one quick thing today and the rest of our account executive can do in our next meeting. So what I want to show you today is when you mentioned that you want your attendees to get engaged. So this is where it comes in place, we have different virtual rooms, such as reception where you can have a general idea of how your event is going to be. And then from there onwards, you have a stage where you can set up a live DJ keynote speaker, or say, say a concert over there. And from there, as you were mentioning about hopping in and out of different sessions.

So this is where you would create a session as a round table interaction with the different either your product team, customer service team, and you know, this is something, let me give you a quick example. Have you heard about Miro?

Callum Bramley:I think I'm familiar with them. Yeah.

Zaheer Vadsaria: Yeah. So similarly, like you, they were using zoom for all their online meetings and conferences. Suddenly, last year, they decided that they wanted something different out of the similar things that they were doing. And they choose hoppin, and they've used all our virtual rooms there.

And this is a quote that I'm saying from CMO of Miro, Greg, so he said that creating this virtual rooms allowed us to keep content on mainstage less salesy, and keep engagement and viewership on screen right out. So with us, they were able to get 30,000 people register, out of which more than 15,000 people participated in this. And each session had about 1300 to 3000 viewers in it. So looking at this column, do you think something like this can add value to your events as well?

Callum Bramley: I believe so. Yeah, I mean, when you say value of selling to know about pricing, but I don't think I've got time for that today. Is there any chance? You know, you just mentioned the guy Greg, their cmo? You said?

Zaheer Vadsaria: Yes.

Callum Bramley: Would he be willing to speak to me as a reference at some point you think?

Zaheer Vadsaria: I can definitely arrange a call?

Callum Bramley: Okay. Very good.

Zaheer Vadsaria: Yep. All right. And in regards to pricing, what I will do is I'll send you an email right after our call, with different tiers of pricing. More will be discussed in in the call coming up in in following time. So Callum, do you have your calendar open in front of you?

Callum Bramley: Oh, I actually do. Yeah, sure. What works on your end?

Zaheer Vadsaria: So for me next Tuesday, two o'clock works. And is there? Is there anyone you would want to bring into our next meeting?

Callum Bramley: Oh, yeah, I should probably bring in our event manager. She should probably join that call, too. So I can do that time. And I can make sure she's on it as well.

Zaheer Vadsaria: Perfect. So I'm creating an invite to you. And do let me know if you want anyone else to be added in there. So it's done next Tuesday at two o'clock. I'll see you there. Like I said, I'm giving you about 10 seconds back. Apologise for that. But you have a nice day and see you soon.

Callum Bramley: Okay, thank you.

Joseph Fung: Wow. Zaheer, I don't know if that timer had three or four seconds left. But that was it. That was close. I repressed and the column called it out. You had my timer 354 when you switch to the demo? Like there's no way he's gonna get through this. I'm impressed. That was awesome. Well done. Taking a look at our last letter, you've got a couple of minutes to get ready. And I know our judges are finishing out their notes to hear how you feel now that you're out? How are you doing?

Zaheer Vadsaria: I'm feeling great. Like I'm so much relieved. I know never been so anxious. Like I was always prepared for this. We knew this was coming from day one. And we have always been talking about this. But well, you only feel the pressure when it's right up there. And I'm very, very happy

Joseph Fung: Awesome! So you could feel that, that joy and comfort. Yeah, in your conversation. It came out in your voice. It was really really good. So as I see some, some more scores and notes coming in. So give our judges kind of another minute in there. We've got our last competitor coming up shortly. But before we jump in, one of the things that I also really want to highlight for those who are joining us on YouTube is that early next week, we'll also be sending out our hot sheet with the kind of backgrounds the names for recent grads, past grads who are looking to move on to their next role if you're interested in getting introduced to any of the Uvaro members who are looking to assist up into the next sales role, just drop us a line, you can sign up for the hot sheet at uvaro.com/hotsheet

Or you can also connect with any of us on social, you know, drop us a line, we're happy to hook you up. That's what we're here to do, you know, help people launch and grow really amazing careers. And the easiest way to do that is to help with the networking. So we're happy to make that happen. I don't see a lot of other notes coming in. Judges if you're done can I get a quick thumbs up? Awesome. Looks like we're sitting in great stuff there. Last but not least Bhargav your way up again. I've right after you do your intro, I will put the 15 minute timer on your anchor competitor. So I'm going to mute myself and let you bring us home.

Bhargav Pancholi: Thanks Joseph. First of all, I like to give everyone a heads up. I think the nature is cheering for us. It's too much rambling and thunder like lightning going on outside. So if you hear some third sound during the call, I just bear with me. And now I'm gonna introduce myself.

Hi, everyone. My name is Bhargav. And today I'm going to demo Hootsuite. It's a marketing management platform specifically designed for social media marketing. I already the prospect that I'm calling today is Callum from a boutique small digital marketing company. And he's a VP of Marketing right now. And we already had two calls previously, where we discussed briefly about how they are manually in managing all the analytics for all the social media campaigns. And now I'm gonna get started. Hi, Callum.

Callum Bramley: Hello, Bhargav. Hi, how are you? I'm good. How are you?

Bhargav Pancholi: Very good. Thanks for asking. You know, what is the first time that I was very happy to receive an automated email last week from your end? saying like you were on vacation? How did your vacation go?

Callum Bramley: Alright, it was very good. Yeah. Thanks for asking. Yeah. Don't get to travel too much for obvious reasons right now, but got a nice break in.

Bhargav Pancholi: Yeah. Where did you go?

Callum Bramley: Prince Edward County. Oh, I don't know if you're from around here. But oh, it's like two and a half hours away.

Bhargav Pancholi: I'm in London, Ontario. And there is a small county nearby, where there are like nice cottages I've been there once. It was a great experience

Callum Bramley: Oh very cool.

Bhargav Pancholi: So first of all, I'd like to thank you for giving me 15 minutes of your time today. And as I like to check a time check, we should use this call for 15 minutes. Is that still work for you?

Callum Bramley: Yeah, it is a hard stop. Unfortunately, though. But 15 minutes is good.

Bhargav Pancholi: Yeah, I try to give my best value to you and this thing, and I don't promise, but I will try to give you some time back to smoothly transition to the next meeting. So the agenda for today's meeting is we are going to discuss some of the processes that you follow at your company, and how Hootsuite can fit into those processes to enhance productivity and everything. And at the end of our discussion, I'm going to showcase some of the slip snippets of the platform. And followed by that. I'll ask you one very important question regarding if you feel that we are a good fit. We can book the next 30 minutes demo. If not, we can always part as friends. How does that sound to you?

Callum Bramley: Yeah, that's totally fair. Let's do that.

Bhargav Pancholi: Yeah. Okay. So let's start with what spring is? What brought you today to this meeting today?

Callum Bramley: So, we run a lot of campaigns off a lot of different social platforms. And when I say a lot, I think just about every social platform you could think of. And I guess the main thing that's a bit of a problem right now is the lack of consolidated data at hand to be able to track performance. So those campaigns are like I want to know. Okay, should we start investing more into Facebook? Because that is outperforming LinkedIn, Twitter, Instagram, Tik Tok, etc. To do that, we can do it. It's just a very manual process. And, you know, I'm a type of marketing leader who, who, I guess, likes meetings to run smoothly and appropriately and I like data being brought to those meetings to be able to make decent decisions or let the data decide where we go next. And, you know, I might ask the question is like, how does x y or z campaign perform over the last month and usually met with? Oh, just wait one second, I'll check. Because there's that lack of consolidation in one one platform?

Bhargav Pancholi: Yeah, I think this is very common. In the marketing agency field, I hear this thing a lot when I'm talking to many of the prospects these days. So if you don't mind, can you elaborate more on the manual processes that your team follows to bring out the data right now?

Callum Bramley: Yeah. So I do my best to try to, I guess, break up the the work appropriately. So you know, we're not short staffed by any means. But I think we've got more more platforms running than people. So I can't confidently say we've got a Facebook person, we've got a Twitter person with an extra person, that sort of thing. It's, it's a case of, I'll assign one person to run campaigns on Facebook and Instagram, since they're sort of, you can sort of manage those of the same thing, more or less. And then someone else I managed Twitter, and LinkedIn, from our corporate stuff. And they have to chop and change between different places to find different data, like how certain things are running in terms of performance, as I said earlier, that's the manual process, it's a multiple steps of communication, to get what we need, and then coming back up the chain, and then I have to report it up. So I have to build my own spreadsheet when I go to a board meeting and that sort of thing, so.

Bhargav Pancholi: It definitely sounds like a very daunting task to do everything manually. And how does your team feel about this manual process right now?

Callum Bramley: I'd say this, there's more frustration than anything else, I think when, you know, I've got a pretty young team. And they're excited by the opportunity because we are a growing company. And it's seen as like a cool job to, to manage day to day out of Facebook or Instagram or something like that. But then there's that whole manual task of providing the data and tracking and, you know, even finding things like influences and seeing how they're performing. And that sort of thing is taking its toll on a few individuals. So people can handle that. They're very data driven. They're proactive in terms of pulling the data into a spreadsheet for me and having that all set up. And some people do not so much, and I see them getting stressed out.

Bhargav Pancholi: Yeah, and I'm pretty sure you're a great leader. But if your team feeling frustrated, how does that make you feel? Are you getting a good night's sleep now?

Callum Bramley: Yeah, I do get a good night's sleep. But I guess the main worry for me is, is we are a fast growing business, as I sort of said that this is only gonna get worse. We're only going to be running more campaigns, not less. So how do we manage that? I guess that's what the concern is for me.

Bhargav Pancholi: Yeah. And you mentioned you have a pretty good staff number. But moving forward, as you said, like you have really great growth goals in your mind. Do you think with the same staff and same process, your business will not be impacted with the same processes?

Callum Bramley: Probably not, I think that the business will definitely be impacted if we just stick with the status quo as it is right now. There's there's multiple areas that I feel like we need to address in terms of being able to now take that next step of growth. Sometimes it takes an injection of investment into certain areas, and I think this is definitely one of them, just to alleviate this a little bit.

Bhargav Pancholi: Okay, nice. So I think I have what I require from you, and this is the perfect time to showcase a few snippets of the platform. Do you mind if I share my screen?

Callum Bramley: Yes, please go ahead.

Bhargav Pancholi: Okay. Can you see my screen now? Let's see a very Yeah, that's something will come up right now. So like when you mentioned all your processes and everything. I actually remember one of the customer called Red Rhino. They are into somewhat similar space. They are like also small boutique marketing firm. And this is exactly what it looks like for them before they signed up with Hootsuite. So they also just like you ran campark campaigns on different platforms like Facebook, Instagram, Pinterest, or Twitter. And when they want to bring out that data to the meeting or to the client, they always have to go to each analytics platform and bring on the data controller consulted all together and prepare a report that sounds similar to you.

Callum Bramley: Sounds pretty much exactly the same.

Bhargav Pancholi: Yeah. Okay. So this is where the frustration comes in. And almost, as you mentioned, your team might be getting stressed out and frustrated because of the manual process. And this is exactly where the Hootsuite platform comes into the picture. So when Red Rhino signed up for Hootsuite, this is what it looked like for them in the analytics part of the platform. There are a lot of things going on display. But what we are focusing today is on the report section, as you mentioned, you want a consolidated report. So if you click on the reports, you will see on the top right, that there are different templates available, which with a click of a button, you can track the data of a particular social media platform. But the most interesting part for Red Rhino was the mixed overview report. So if you click on the overview, you can see all the different social media platforms, and I'll just enter one page. How does this sound to you?

Callum Bramley: Sounds very good. I mean, one of my remaining questions is about engagement. So how do we know when people are, for example, commenting on our posts? Oh, can we also like respond to them? Is that something you're able to do?

Bhargav Pancholi: Yes. All you have to do is integrate all your social media accounts in the platform, and you can do everything together. One of the thing that was on the previous slide, let me just go to the previous slide to showcase to you that accepting.

Okay, just a moment. Over here, if you see towards the right hand side, there, each individual post and individual engagement that the post has received. So you can do everything in the platform.

Callum Bramley: This is great. Like this is what I guess we were looking for here. Yeah. Do you have another question about one of my more recent hires as you Sprout Social? at a past role? We've already taken a look at it looks very good looking very similar. So you know, beyond the obvious things, in terms of side by side comparison, why do customers go with Hootsuite and Sprout Social?

Bhargav Pancholi: Oh, that's a really good, interesting question. And I do acknowledge that Sprout Social is a really good competitor to us. But most of our customers choose us because we don't treat them as a customer, we treat them as a growth partner. So we don't want it to just sell you the platform, but to facilitate your growth. So keeping growth in mind, many of our customers which are small, use Photoshop. Does your team also use Photoshop?

Callum Bramley: One of us does, we've got an in house designer. Yeah.

Bhargav Pancholi: So there is a really great integration between the platform and the Photoshop. And apart from just a one Photoshop flat platform integration, it has a lot of multiple integration, but the most important part is we will try to give you the growth that you need. We charge basically, I don't want to give you the pricing, because it's the job of a but our pricing is based on the enterprise level. So no matter how many users you increase in, in terms of the size of the team, you will still pay the same until and unless you want to include more integration or something like that.

Callum Bramley: Okay. Okay. And then what level of support would I get from you guys? Okay, like, for example, we use a platform right now for something else. And I don't want to name names or anything, but they did sort of mentioned that we get support, but it is very restricted to email. And I find myself going back and forth a lot over email, could Can I give you a call if we sign up for Hootsuite, and we need something changed? or?

Bhargav Pancholi: Yeah, sure. Well, sadly. So we do have a 24 by seven customer support line, we have email integration. And top of that, if there is a like a very frequently asked question, we also have a chat bot call into the intercom where you can ask a normal question, and you can get the answer pretty quickly. Like just a click of a button. Does that sound right to you?

Callum Bramley: Yeah, that sounds fair. Yeah, yeah. Cool. Is there anything else you gotta show me today?

Bhargav Pancholi: Yeah, just one more thing, like the Red Rhino team that they love about many of our cars, your customer might be feeling that they wanted to track something altogether different than engagement reach or something like that. This is where the custom reports come into the picture. So if you click on the custom report, Over here, you can select the metrics that you want to track on. And there are more than 250 tracking metrics for each platform that you can use it. And you can build your custom report based on that. How does that sound to you?

Callum Bramley: It's not something I've really thought off. Yeah, it sounds good, in theory, probably have to explore it a little bit more.

Bhargav Pancholi: So I'm just going to stop my screen. Okay. And so, Callum, based on what we have discussed today, and what I showed you today, do you think this platforms analytics part can help you out? In your processes?

Callum Bramley: Yeah, I do. I do. Still not see it a few obvious. benefits to Hootsuite over Sprout Social, very, very similar. Both look great, by the way, not, that's not a bad thing. But I'm happy to sort of set up. You set another call, right?

Bhargav Pancholi: Yeah. Yeah. So in the next call, we will also discuss different things about how you post and run the campaign. We just talked about the analytics today. So do you have your calendar open in front of you?

Callum Bramley: I do. Yes.

Bhargav Pancholi: So from what I can see from my calendar is, I have a time slot available next Monday at 10am. And Tuesday at 2pm. Which one do you prefer?

Callum Bramley: I think we should do Monday.

Bhargav Pancholi: You should do Monday. And do you want anyone else to be joining that call?

Callum Bramley: Yeah, I probably bring. Bring one of my team members in is running one of the campaigns pull the Facebook person.

Bhargav Pancholi: Yeah, yeah, definitely. And I just don't want to force you that. But in the past, many of our customers have also brought in the designer team that helps them to understand the integration and how it can be helpful for them. You think?

Joseph Fung: I'm sorry, you've run out of time.

Bhargav Pancholi: I got the meeting.

Joseph Fung: Yup you got the meeting! You went for the icing on the cake. That was good. Well done there. I see notes and comments and scores coming in. So that's good. How are you feeling now that you're done?

Bhargav Pancholi: I'm feeling pretty good. And just thankful that my internet did not drop.

Joseph Fung: Well, while I was watching this, and I need to verify you were you were using, like slides for that entire demo, right?

Bhargav Pancholi: Yeah. Yeah.

Joseph Fung: I only realised after those red boxes showed up because you jumped in handled that one objection, knowing where to go with the slides. I don't know how you did that. That was really your job. Well done. There. Was that moment?

Bhargav Pancholi: Yeah, though, all slides were in my mind. And, like, I deliberately did not focused on that slide. Because I wanted him to throw me an objection, I can go back on that slide.

Joseph Fung: Oh, she thought

Bhargav Pancholi: I already anticipated that.

Joseph Fung: Well, well done. It gave me a real moment of cognitive dissonance when when those red boxes showed up and it's like what the heck. So well, well done there. This is fun we've made through our foreign competitors or judges or finish out their scores and their notes. But I'd like to check in with Callum you know, how are you feeling how those go any comments you want to share with the competitors?

Callum Bramley: Yeah, I think it's always tough and what we typically say to people is it's probably the most challenging sales call you'll ever do you know, given the time constraints given the audience the judging aspect and given that you were not salespeople 12 weeks ago, but now you are right so I think from here on out, it's only going to get easier which is important to know that you did very well all four of you. I knew that coming in and that's why you were selected to do this.

I had a lot of confidence in you. I was very challenging so I apologise for that. Maybe I do, maybe I don't the one thing that I will say that I feel like people miss is I gave everyone that they an idea who might be joining the next meeting and no one asked me who they were no one asked me the name that's the feedback I will give as your instructor I was ready to say it's Alyx already say it's out in more Joseph and Nobody. Nobody got that name from me. So

Joseph Fung: Well there you go. Some some good constructive feedback for everybody there. So a lot of head nodding, a lot of smiling a lot of those. Damn, I know I should have done that looks. Good job. Everyone. And Callum, I’ll let you go through the instructors. And just before we do because I know the folks on YouTube we were tuning in this feedback is often the richest part.

We're here launching amazing careers and we can't do that without your support and your help. And the best way that you can engage is to connect with us on social in particularly if you had to pick one on LinkedIn. The links to all of our social are in the description on YouTube. Instagram, we have a lot of stories. Some memes, YouTube as these links, but LinkedIn is where we can help build careers the best. So if you're going to connect with us somewhere, I'd pick LinkedIn, please do that.

Right after we finish everything up, we'll add in timestamps and the links to the LinkedIn profiles of all the competitors. So following connect with them is the best way to help launch careers. And so if you take a moment to do that, that would be super helpful. Callum, I know you've kind of assigned competitors to specific judges, could you help invite which judges to speak to which competitors for us?

Callum Bramley: Yeah, sure. I'll go in the order that they're on the judging scorecard. So Omar, I'm gonna pick on you first, if that's okay. And then we'll go in the same order. We started with Jake, do you have any comments for Jake? on his feedback there?

Omar Aziz Ahmed: Yeah. So we just bring up my notes here. So overall, I felt that Jake, his intro, like his the rapport building, when he was discussing, you know, that you're from England, and he's a Montreal Canadian’s fan, I love that, you know, immediately kind of just, you know, making that connection and making things a bit more lighthearted. I felt his enthusiasm and passion for what he was doing. That was great, relevant questions, for sure. I felt like he identified the real, you know, you know, the real pain. quantifying pain is generally speaking a bit of a challenging task, because, you know, I kind of get that answer without sounding too salesy, and without sounding too, like without is is challenging.

So that that is tough that they had to do that. But I think he did a pretty good job. As far as the demo goes, I felt that's probably where he could, he would be able to work on the most. I think that as far as vision, visuals and capabilities, he needed to go further into the product details, product features. I mean, at the end of the day, you know, that the the person on the call is really interested in the product and the problem they could solve the language was great. Conclusion was good. I liked his pace and enthusiasm.

You know, I think all of the candidates will let me focus on Jake because that's my task at hand. Next Steps verbal contract lasting impression. Overall, I think that he did a great job. He has passion, enthusiasm, he spoke with a good pace. He's a personable, he's personable. As far as the demo goes, at the end of the day, you need to really talk a bit more about the product and the details of of the problem it solves because as nice as the person you are people aren't going to people aren't talking to you for who you are, you know, they want they're looking to spend money on a specific software to solve a problem. So that is my feedback.

Jake Carroll: Thank you.

Callum Bramley: That's perfect. much appreciate it. So I hope I'm saying it right, Applonia?

Applonia Cornolius: You're saying it right.

Callum Bramley: I want to say as well that I just do and Alyx is also in the Zoom Room to just mention what a great name that is. I'm sure you hear it a lot.

Applonia Cornolius: Oh, thank you. My nickname is Apple. So everyone here is now friend, Uvaro are friends. Apple is my nickname. I truly was impressed by everyone. I know. This isn't easy. Sales is hard. I've been on many demos, and first calls and you folks have inspired myself even though I do this every day. So talking about Gilbert here, Gilbert, the first thing I wrote down is quiet confidence. I love your quiet confidence that you exude. It was impressive to see how calm you were throughout your disco in your your discovery. In terms of questions that you asked opening up with asking about a business model to a VP, it's a great way for any VP to open up and share what's top of mind for them. Great upfront contract, great job answering some of the object objections. In terms of the demo, I would say less future dumping there just tried to do some more storytelling in the future.

The prospect shared that they were worried about internal customer support, it would have been a great opportunity for you to bring back how the solution will help with that pain piece. You did some great discovery initially. Just make sure that you tighten up that that storytelling piece. But overall Gilbert I was really impressed by how calm you were. That's not something that you can necessarily coach or teach. So you have that in your back pocket. There. And truly discovery is half the battle. So you're, you're well on your way there. Gilbert, overall really good job.

Callum Bramley: Thank you. That's great feedback. And as Gilbert's instructor getting to know him for 12 weeks, he didn't really reveal his superpower on the demo, but he's got this weird ability. This just can draw an analogy for anything. It's got an amazing way of making analogies to everything. So I mentioned that I'm gilberts. By the way, my nickname was also Apple growing up.

Applonia Cornolius: Oh, yeah.

Callum Bramley: Yeah, I think Bramley so the Bramley Apple, so I got that at school.

Applonia Cornolius: No, joking. Okay. No, no, seriously. Yeah.

Callum Bramley: Carlos, we have Zaheer next.

Carlos Hernandez: Hey Zaheer, I think you did a great job. You focused significantly on Discovery. I think discovery is a very important part, I think I'm would have Borneo which is the top of the of the work, I really like that you started thinking calm for his time. And kind of acknowledging that piece, investing the time and just making sure that that time is going to be well invested. I really like two areas where you focused One was that you asked how he measured success. And sometimes we focus too much on telling our story rather to understanding on understanding how they feel the pain. But once they implement your solution, how they would measure whether it really reached their goals and how they measure success. So I really like your question there.

And you also ask a question that, that I found interesting, which is what is your ideal marketing solution? Although it went really, really well, because basically, he cooperated and gave you what he thought would be great. Just some word of caution there, because then you may open some areas that you don't want too much focus on. Nonetheless, it's always better to know what your strengths and weaknesses are. So I think that your discovery was was very good and very thorough. You did a good job on connecting the demo to some of those areas, you didn't really leave too much time yourself for the demo, as he was noted before. So I think a more balanced time would have given you a bit more on connecting those points that you'd on Discovery with how your solution would solve them.

But nonetheless, I think you did a good job there. And well, I think that you you wrapped it up nicely in terms of how those pain points would be solved with your solution. And so I overall, I really liked your your approach really liked the question, focus on measuring success would have left a bit more time for the demo one for kind of validating the time. So I suggest that you try to set some time for each of those kind of parts of what your your code would be. But I think you did a great job, you should be proud of yourself.

Callum Bramley: Very good. Thank you. Thanks, Carlos. And then last but not least, we have Bhargav and Ilana. If you'd like to speak.

Ilana Shulman: That’s great. Well, first, I just want to say great job to everybody. Definitely not an easy task, something that I did not have the option to ever do. So great job to everybody. Bhargav Great job, really amazing. A couple highlights I'd love to talk about with you is the fact that you added in the agenda in the beginning really had your prospect prepared to what was going to happen on this call today. So I really, really love that. And then for you to take that agenda and also put in the upfront contract. So taking your 15 minutes and making the best use of it. And the fact that you got to

Yes. Right. So at the end of the agenda, asking for permission in terms of going through everything getting that yes, put you in a great situation that really did not have any surprises on what is about to happen in the call. What I also really liked is the act of listening. You know, you were thrown so many questions. They were positive, some of them were not positive. And you were able to take that information and work with it. So you weren't married to your process. Right? You were able to move throughout the slides really well and to be prepared to answer those questions, which I thought was not an easy task, and really good by keeping it relevant.

Getting asked questions on competitors is not easy. So something I would recommend for you is when you're getting these competitor questions and any objections to be honest with you, think of them as fuel that you can use on the next call. So that would be a really good area where Callum did mention that there was no ask for who would be the next person to speak to, or even making that introduction to who the account executive would be. But saying these are great questions, I'm really excited for that next call that you have with your account executive, because I'm going to have a conversation with them.

And I'm going to make sure that they're prepared to go into more insight on these questions and show you more proof on how we differ from the competitor. So that was really good, but just a recommendation when getting those questions. Yeah. And then the last thing was your agility, which is still to the same point before very impressive agility, on being able to answer and knowing, which is very good for the prospect to know that you know, your information, you know, how to get to those next steps, and no question is going to faze you. So good job.

Bhargav Pancholi: Thanks. Thank you so much. And I'll give that like, the question about regarding the competitor, was also thrown out when we were practising at me and yeah, I'm still trying to be more pointed towards that answer here. And for the time being, I just forgot to start my stopwatch at the starting. So I started after we build the rapport. It's I actually didn't know when, when 15 minutes will end.

Joseph Fung: I am sure you are feeling panicky, but it did not come across at all. I've been there, you know, as the host, I'm like, oh, man, that's where the heck am I the time and that feels terrible, it did not come across at all great job. We are we're getting close to crowning a champion looks like scores and comments are in. Before we do that, the one one last comment I want to share is for our judges, again, thank you.

One of the things that we often hear is that idea that everyone has a unique path into sales and for all of our competitors. That's very true. You know, for the audience, I think it's really worth anchoring. None of our competitors have any experience in technology sales. In fact, only one of today's competitors has any previous sales experience. And that's a bit of retail. So just amazing accomplishment getting here. And many of you don't know our judges as well.

But I'm so excited because they represent that multitude of paths people can have coming into sales, you know, laterally, you know, another role, maybe in marketing and tech shifting in deep experience in a service industry like fitness, we have a lot of our recruits that come from that background, being in research and kind of stumbling into tech, or moving countries and trying to establish a career like these are all huge challenges that each of our judges have overcome. And I know in today's competitors in our classes, we see that every single day.

So these are people who have demonstrated that they can succeed and fluor so for our competitors, be sure to take their feedback to heart, you're gonna have a lot of notes, a lot of comments that you can digest tomorrow, and it's gonna help set you up for success. Because you're learning from the best here. Callum, are you set? Are you good to announce a winner?

Callum Bramley: Yeah, okay, I'm good.

Joseph Fung: It just would do for everybody. If you can take yourself off mute so that when you applaud and cheer, we can get that on the stream. That would be really good. Callum, I'll leave it to you to wrap this wrap us up and let us know who the champion is.

Callum Bramley: Thank you. Thank you. It's another close one. Which does not surprise me, given the, you know the quality of the demos we just saw. But you know, we do have to crown a winner. We do have one. Without further ado, the winner of the 2021 dash for Demo Day is Bhargav!

Joseph Fung: Bhargav, how are you feeling any comments as the champion?

Bhargav Pancholi: Thank you. I didn't mean to be so emotional. But I went through a lot last two and a half months. And it's my grandfather today. He is not here. I he I lost him due to COVID. And I think he's out somewhere. This one is dedicated to him.

Joseph Fung: That is remarkable. I know how much you've overcome over the last couple of months and seeing the team and your peers rally around behind you. You have a lot to be proud of. You've accomplished so much Bhargav, way to go.

Bhargav Pancholi: Thanks everyone for the feedback. Thank you so much.

Joseph Fung: For everyone here, I mentioned how this group has rallied around each other, they've overcome some amazing obstacles and challenges. And there's definitely a lot of ups and downs. And you know, Bhargav accomplishing this, I think is a great testament to the resilience of not just him, but the whole group. So huge thumbs up to everyone here. There's a lot of love in the room, a lot of cheers here, we're gonna help you all launch amazing careers.

We're going to get everyone out before the top of the hour, I'm going to take care of a bit of housekeeping. We'll let the folks on YouTube go. And then we'll let people ease up. So for those on YouTube, let me share with you a couple of housekeeping notes. And then we'll let you all go. So one moment here. The first thing that we'd like to remind everyone is that, if you'd like those introductions, let us know if you'd like to attend to future Demo Day, you can sign up at uvaro.com/demoday. And as well, if you'd like to get access to our grads and those profiles, our hot sheet is available at uvaro.com/hotsheet.

And yes, all of our social links are down to the description, click them, click Subscribe, click like that helps us do amazing work for all of our grads. We throw events all the time. And not just for those tuning into YouTube. But everybody in the Zoom Room. There's a number of upcoming events that are pretty exciting. We have another step into tech class coming up on the 13th. So that's Tuesday, the 13th and Wednesday, the 14th. If you know anybody who's uncertain about whether or not they want to get into the technology industry, these are great free short classes that give people kind of that honest truth. Here's what the rules look like, here's what's involved, how you can succeed and gives them a safe space to ask those questions.

So that's happening on the 13th and 14th. Then right after on the 15th, we are running a speaker labs event. This is a fantastic learning opportunity. It's open to the public a chance to build your speaking skills. So for anybody that's tuning in, or if you've got a team member who wanted to improve their speaking skills, they can join us. And then again the week after on Monday, the 19th and the 20th. We have another step into tech, all of these events, you can access them at you varro.com slash events. And we have fun free workshops happening almost every week. So feel free to join us.

But then the last thing before we let folks go a big congratulations to everyone that competed today into bhargav, our new champion. It has been a crucial 12 weeks. You've learned a lot you've accomplished a lot and seeing what you've done is amazing. And again, a massive thanks to our judges because we could not be doing this without you. Thank you for your time, for your feedback, and for everything that you do to help launch amazing careers. For those on YouTube. Tune in again next time, share the link. We'll see you soon. hope you have a fantastic day and happy selling.