May Demo Day Recap

Our May Demo Day was a sight to behold. You could see the air crackle between our top 4 tech sales recruits!

After 12 weeks of training at Uvaro, our recruits more often than not - become some of the best tech salespeople within Silicon Valley. Every day, these talented individuals work towards polishing their skills in tactical prospecting, discovery, objection handling, and weaving in personalized stories to become better tech salespeople.

In 15 uninterrupted minutes, watch our top tech sales candidates of the term showcase their newly honed abilities to deliver a specific type of software demo.

Event Recap: May Demo Day

Event Transcript:

Joseph Fung: Hi everyone, welcome to the Uvaro Demo Day, this is going to be a ton of fun. We have four amazing competitors, an amazing panel of judges. I'm so excited about the software solutions that are going to get shown today.

We're going to dig right in, we got a couple of housekeeping things to get started. And then for those of you who are joining us on YouTube, we're going to invite you right into our zoom session. So you can see what these pitches are all about. So let's get things going.

First off, let me give you a sneak peek at who our judges are. We have a wonderful panel of judges, Ian, Ed, John, Jeff. They're gonna introduce themselves in a moment. But to set the stage we've got a couple of folks here who deliver training to sales folks, we have a sales leader, we have a sales professional who's also a Uvaro grad. This is a fun panel of judges, they're going to be critiquing, judging, adding notes. And this is an amazing learning opportunity for our grads. And it's an opportunity to put them in live fire. It's not our instructors evaluating its actual people in the field.

So this is going to be fun. You'll hear from them shortly. We also have four incredible competitors, and you see them here. setting the stage this is not the order they don't yet know who's presenting in which order. Today we're going to hear four incredible pitches from each of them. We will crown a champion by the end of it, and you're gonna get to see some incredible work to set the stage.

This presentation is super challenging. Normally in the program, they get a full half-hour to run discovery, do a demo. We've asked them to do everything you need to do on discovery, show a product, and condense that to 15 minutes. This is a gauntlet but for the competitors.

Joseph Fung: When you get through this rest assured you've just had the most difficult sales conversation you've ever had. And so you're ready to kill it after this, we're going to cover a lot of things. Let me start off with actually, some of the house rules for the audience, especially those in the actual zoom environment. ask that you keep yourself muted.

We all have kids, dogs, construction, we love the sun, but it can be a distraction. So if you can keep yourself muted, keep your cameras on, that avoids any distractions to disrupt the competitors. as well. Let's keep in mind, this is a fun space to build up, we're launching some amazing careers. critical feedback, criticism is always welcome. But let's keep in mind how challenging This is. And we're off to launch some amazing careers. So keep that in mind. A couple of highlights for the competitors yourselves. Make sure you remind the audience who you're selling to what you're selling so that they know what product you're going to be showing and who you're actually talking to you.

We know you're giving some challenges to Greg, he's got to wear a lot of hats today. But make sure you let the audience know which hat he's wearing. Also, you're gonna have exactly 15 minutes, I will cut you off. And for those who are on the stream, you'll hear that gong if they've run out of time. It's a challenge.

Every event, we have a few people who hit that limit. So make sure you aim to get that closure, get that commitment and one of the next steps before your 15 minutes. During the two-minute breaks, after your presentation. We'll let our judges fill out their notes, comments, we'll let the next competitor know who's up. So we'll be finding it out as you go.

And yes, we will take a short break right in the middle so people can pop up their water hit the bathroom gets more caffeine. I have a second coke here to keep me going. But this is going to be a lot of fun. There's no other real housekeeping, we're gonna have a good time. Let's actually get ourselves going. So for those in the zoom environment, I am going to stop by sharing. Let's actually get this setup. And for those who are on YouTube, let's actually bring you right into the zoom environment.

Here we go. Can we get a quick wave? Hey, everybody.

Joseph Fung: Thank you. Thank you. Thank you. Okay, let's get started off with some introductions or judges. Let's do four introductions. The same order that I mentioned earlier, Ian, John, and Jeff, in that order. Could you let our audience know, you know, who you are, what company you're with, what the company does, and a quick icebreaker question. Can you tell the audience what is the first thing you ever sold? Yeah, let's kick it off. Awesome.

Ian Carnevale: Awesome, everyone, I am Ian Carnevale. I'm the co-founder of Volley. And we help our clients scale, personalize outreach with really great talents and research data. We've also hired six people so far and hoping for more so excited to be here. One of the first things I sold - so in middle school when I had a locker, I used to bring cans of soda into my locker and would sell those cans for about $1 each. Because he couldn't, he couldn't get soda in the school.

Joseph Fung: I love it. That's so good. And I love how on brand you are. Is that a volleyball behind you in your office there? Yes, it is. Nice. That's perfect. John, can you give a go and introduce yourself?

John Moon: Hi, everybody. I'm a business products lead here at Uvaro. I help connect our grads to awesome employers like Volley. The first thing I ever sold, I went door to door selling snow shoveling services. I was about eight, my shovel was about this big. And I asked for like five bucks. I think I made one sale and about 10 minutes into it. The homeowner came out and said, that's fine. Here are your five bucks. You can go ahead and just leave.

Joseph Fung: Awesome. quickest five bucks ever. Great job. Before we continue the introductions, I want to give a quick two-minute heads up to our first competitor, our first competitor for today's demo competition.

Should I just keep speaking slowly? Keep them, guests? No, Roxy, you're up first. So you had a couple of minutes to get yourself set up. But let's quickly continue the introductions. Ed, could you keep us going?

Ed Jaffe: Sure. Hi, everyone. My name is Ed Jaffe. I'm the founder of a company called Demo Solutions. We work with SaaS companies to help them deliver more impactful demos and presentations. So coaching, training, that sort of thing. So I think the first sale I can think of was selling candy bars outside the grocery store for food for school fundraisers when I was I don't know, eight, nine years old. 

I think the most interesting early sale is I got my college band sponsored. So every time we played shows I would shout out to the local music store to get discounts, free strings and stuff because I broke strings on stage every show and I cannot afford to keep replacing them. So guys' sponsorships became strengths.

Joseph Fung: Love the need-based sale, not the customer sale but the bad as the right way to do it. Love it. Jeff, can you bring us home?

Jeff Riseley: Yeah, absolutely Nice to meet everyone really pumped to be here and excited for this competition. So my name is Jeff Riseley. I'm the founder of the Sales Health Alliance and sales health lines is really created to help improve sales performance and resilience through better mental health.

So we work with sales teams and different corporations to raise awareness around mental health but also provide all sorts of really cool strategies around mindset resilience, EQ to help you boost your sales performance and manage your anxiety a little better on a daily basis.

And I think one of the first things I ever sold was after university, I took some time to travel Southeast Asia, I found myself in Australia for a little bit and needed a base of money. So I was selling Australian foreign products over the phone, which is a pretty unique experience. So that's my spirit.

Joseph Fung: Nice, love the need. And especially with the pressure of competition. It's a little bit of a pressure cooker right here, that anxiety and that mental health is going to be a big thing. So I know our audience will be looking forward to your comments.

Okay, let's get the ball rolling. This is really, really good. We've done our introductions. Roxy, no, she's up first. We've covered the house rules before we begin our judges. Can I confirm? Can I get a thumbs up? Do you all have access to your scorecards, you're good to go?

Nice, nice, good had nothing awesome. And our competitors, we went over the rules of engagement. Any other questions, anything we need to cover before we get started?

Hey, Roxy, ready to go? Awesome. I know I saw a lot of smack talk and some challenges on Instagram earlier. I know you've all been supporting each other. I can't wait to see this stuff. Roxy, it's yours. Reminder and introduce yourself to your product, your buyer. And once you get going, I'll put those 15 minutes on the timer. I'm going to mute myself and hand the mic to you. It's all yours.

Roxy Radaczynska: Thanks, Joseph. Hi, everybody. Before we get started, I just wanted to say hello to everyone. My name is Roxy. And I want to thank everybody for joining us. I want to thank our instructors, my awesome classmates, the whole of our team, and our judges. It's awesome to see you and I hope you enjoy your time with us.

So what I'm going to be doing is I'm going to be selling Dooly, to my awesome prospect Greg, who's actually a sales manager who oversees a large sales team that is in different cities all over the place. They are currently struggling with note synching to Salesforce, and a little bit of CRM hygiene like prior to COVID. But remote work has really shown how disorganized and inconsistent it can really be. And this was an inbound lead.

We had a short conversation on the phone after he filled out the Contact Us form which led to this demo. And Dooley, for those of you who don't know, is the fastest way to update Salesforce, take sales notes and easily manage all your deals, so nothing slips through the cracks.

Perfect. So you're gonna start the timer when I say hey, Greg, right, Joseph.

Joseph Fung: Absolutely.

Roxy Radaczynska: Beautiful. Okay, so whenever we're ready, I am ready. Hey, Greg, how are you doing?Oh, no, he's muted. I can't hear you. But we're matching colors. So I'll forgive you.

Greg Boyd: It's good. You think after all these months of using zoom that I would have figured that out. But here we are.

Roxy Radaczynska: That's okay. I'm not really good at lip-reading. But I'm glad.

Greg Boyd: No profanity. It was all good. I just said thank you for calling me good to be speaking with you.

Roxy Radaczynska: Perfect. I'm happy that we got the chance to do it on this sunny day. It's the first day my dogs haven't totally covered my house in bed. So I'm pretty hyped about that.

Greg Boyd: All those good I it's for me, it's a flock of children that are muddying up the house. So I agree. It's something that

Roxy Radaczynska: Speaking of a flock of children, I just want to get something out there that I'm actually working in a temporary workspace. This isn't my room. This is my brother's. I'd never had this many sports medals. Let's Get Real. And if you hear dogs or children, it's my nine-month-old and my two dogs. If they come in, you get an extra show. No charge, I promise.

Greg Boyd: Awesome. I wonder who's louder. The dogs or the nine-month-old.

Roxy Radaczynska: Honestly. It's a competition. She's teething.

Greg Boyd: Okay, that's nasty.

Roxy Radaczynska: Yeah, it's that everybody's having a good time. Let's put it that way. So before we get into the full-blown demo, I just wanted to set a super quick agenda for us. So you know what's going on.

I will be asking a few questions just to dig a little bit deeper on how I can help you and show you the best part of the platform that applies to you. You can interrupt me at any time you want. But at the end of the demo, I will be asking you if you think we're a good fit, and if we can schedule a deeper dive does that sound okay with you?

Greg Boyd: That sounds great. Sounds like you could reach that.

Roxy Radaczynska: Perfect and we're still doing hard stuff but 15 minutes correct.

Greg Boyd: Yep, I've got something I gotta step into in about 13 minutes here.

Roxy Radaczynska: So hopefully it's not much. So I'll get you out of here.

Greg Boyd: Great, thank you. Perfect. Not a problem.

Roxy Radaczynska: So I just wanted to ask you, can you tell me what actually sparked you to book this meeting with me because I know you filled out the form. But now we're here, we're in the same room. So what led to this?

Greg Boyd: Yeah, so I mean, running a sales team, I'm used to having just to be candid, I'm used to having that my team and my reps in arm's reach. And I'm, I know, I've been struggling with adapting to everybody being remote. And so instead of having people in arm's reach to make sure notes are updated, and deals are being tracked, we're falling way behind.

And I mean, I'm, I haven't sent the team disorganised frankly, I don't know whether they're, whether they're tracking on the deals that we need to track. I'd say like, for me, I have this comment that I need them to keep those deals up to date, but I need them to be selling, we're missing our targets, frankly, as is everyone, I suppose in some manner. But I would rather sell than update systems. So I'm conflicted by that.

And I've got pressure coming my way that I need to be providing updates, I just don't have the information I need.

Roxy Radaczynska: I can totally understand that. I mean, with working remotely, everyone has kind of had a tough go. So I totally get it with what you've told me. Um, because we're, you know, not at arm's reach, as you said. So now, you know, one on ones are so much more important. Would you say that a large part of it is surrounding the CRM hygiene when you have those one on ones with your team?

Greg Boyd: Um, I mean, I, when I am having those one on ones, I think that there's a lot of information that's in their heads, people are that people are keeping track. I mean, I know that there's activity happening, I'm just not seeing what that is.It's not translating into records.

Roxy Radaczynska: So is there a process in place right now for them like note-taking? And if there's Can you walk me through how that happens?

Greg Boyd: So, and I would say that a process is in a process of nobody's following guidelines. But I say that we have, we always have consistent things we're looking for. So I mean, we have a, we have a standard sales process that we've got mapped into our CRM. So we use Salesforce.

And so we got it's a five-stage process we have several looking for, that needs to be passed for each step in that process. There are certain, of course, bits of information that get fed into that we do have ICP, so client profiles that are fed into Salesforce, so we can try to match against that at the top of the funnel that they can then use through the process.

But yeah, again, whenever I get on a call, we're manually updating stages. So if it's supposed to be a B it's actually still sitting and C records don't get updated for a couple of weeks at a time.

Roxy Radaczynska: Okay, totally understandable. I totally get it. And that, to me, seems like it creates a very busy environment for you.

Greg Boyd: Yeah. Was it a headache? For sure. I mean, we're not hitting targets, and we want to understand why. And, you know, we have deals that when they close, they're surprises, and then deals that we expect that fall out of the funnel. And so just mean, I'm gonna lose my job if this keeps happening, frankly.

So we've just got to get this under control.

Roxy Radaczynska: That's funny because the next question I was gonna ask you is you're, you know, you're such a busy man and being a sales manager. Everyone wants to know where Greg is. But does anyone ask how Greg is? Like, how is he doing? How does that really affect you like your heart? Do you know what I mean?

Greg Boyd: Roxy may be the first person to ask that for me in the last six months if I'm honest,

Roxy Radaczynska: Honestly, anytime I can call you. I just will sit for like five minutes and I'll be like, Greg, how are you doing? How are you doing, man?

Greg Boyd: I'd appreciate that. I mean, put your nine-month-old on and we can scream together.

Roxy Radaczynska: Just honestly, you would be Yeah, you guys can have a little cry session, therapy's free here.

Greg Boyd: So totally. I didn't. I thought I was writing software. But I'm getting more than I bargained for. That's for sure.

Roxy Radaczynska: That's what we do. So I mean, so I mean, if you could just tell me, you did tell me that you are worried about your job. And I do understand everything rolls down. So I hope that with the next question, I can kind of help you. Well, it's not really a question.

So since no one's asked you how you are. I want to kind of make us wizards and give you a little CRM magic wand and ask you what your perfect Harry Potter like solution would look like for this?

Greg Boyd: Well, I mean, the Harry Potter solution would probably be we've got some tools that we are recording our calls with. I mean, we do call recording. If we get magically synced if we imagined to sync those calls, and then whatever documentation is coming from those calls into Salesforce.

So that I mean, reps, they're just gonna need to manually make those updates. But it's just not another step in my process, and more time selling. I mean that that's the dream, I think is that we're in one place for the reps that they get off the call.

And without requiring them to have to go and log in to another system, pass through queue gates, they can just take their notes and they're, they're automatically synced in or something.

Roxy Radaczynska: Yeah, I totally get that. Are you cool if I share my screen with you very shortly? Surely be okay with that, because I actually want to show you something where we can make the magic happen.Let me know if you can see it.

Greg Boyd: Yep

Roxy Radaczynska: thank you, Ta-Da. So you see, here's the old way to sell and a new way to sell. So on the left, you have a pirate treasure hunt map, showing you that you got to go all over the place. And on the right-hand side. Actually, the weather kinda worked with me. It's the Sun of sales. Alright, it's the happy Dooley way, you know, we're gonna rock down to Dooley Avenue.

So I want to take you down this journey with me and you being a Waterloo guy. And me being a Kitchener girl. I thought I would keep this local. So I'm pretty sure you know these guys.

Greg Boyd: Yeah, I've heard a thing or two about them,

Roxy Radaczynska: You've heard a thing or two, I'm sure. I'm glad. I'm in the right room. So Vidyard is actually one of our clients. And you know, they were not having a good time like yourself.

Prior to this right there notes were being taken either on a scrap piece of paper on Evernote, or Google Docs, and no one was thinking anything. And I remember Chris saying that, you know, this is a neat idea. But I don't know if it's a game-changer.

Well, let me tell you, he changed his tune a little bit. With the, you know, 65% more data capture in Salesforce, he's quite a happy camper. So if you wouldn't mind, I'm actually going to move over to the next slide to show you how we can do that. This right here, if you look at the right hand on my screen is the little Sync button where your reps can actually sync their notes, the activity, the contacts, the fields, and the tasks after they're done, you know, or during the phone call.

So it's all in one place. It all happens, you know, remotely, no one has to send a pigeon with their notes to you. So you would have all you have in the one place and you can see everything. So I think that touches on one of the points that you mentioned that everything's everywhere, and you're kind of sitting in chaos.

Now, for the visual part of this, if you look to the left-hand side, you mentioned deals, they're everywhere. You can't really, you can't really tell you can't make up what's what, this is a way to update your pipeline with little dials. So you can go from trial negotiation, qualification to prospect, and you can visually just see and be like, boom, this is what I'm looking at.

BOOM. This is where my team is at. So I think that would be another thing that you mentioned, that could solve your problem. And the last thing is I can't help you with yoga, but I can help you control the chaos and one notes platform rules them all.

I don't know if you're a Lord of the Rings fan. If you're not, we'll still be friends, I guess. But like, let me help you. Let me ask you how you're feeling? Let me be you know, that person for you. I know, it's just screenshots that I could show you. They don't let me do the full demo because I can't steal all the thunder from my AE. So I would love for you to see the full platform and what it can do for you. How do you feel about that?

Greg Boyd: Yeah. So this is helpful to get some context. I think something that's jumping out is I mean, see all these different items here, you know, Evernote, Microsoft Word Notepad, I get that we can't take paper notes magically put them in. But does I mean is duly effectively going to take all these different tools? So wherever people are taking notes,

Roxy Radaczynska: yeah, it should all sync together. Yep. They're compatible. If we go back, I can actually send you the full slide the old way. And in a way, that's actually our integration.

Greg Boyd: Awesome.

Roxy Radaczynska: Integration piece.

Greg Boyd: Well, this is Yeah, this is interesting, Roxy, because I mean, my biggest concern is giving another system for people to log into, and what makes it makes it appear that I will need to do that.

So I mean, what was what came next because I think it was like the one on the floor.

Roxy Radaczynska: So the next step would be an actual deeper dive with one of my account executives, I can set you up with Ryan, he will go through the whole platform with you. I mean, the nice thing is that it's not really a huge setup, it just syncs with your Salesforce account, which is kind of cool.

But you know, he can go through a little bit deeper to show you how and what and why. But he would need 30 minutes of your time. If you're okay with that. I know you had a couple of days for next week for this demo. Could I grab one of those and actually slide you in there?

Greg Boyd: Sure. I mean, who should I go this is just something that

Roxy Radaczynska: You know what actually I think you should bring one of your reps was having the biggest trouble With note-taking right now.

Greg Boyd: Okay,

Roxy Radaczynska: just to have them see. And obviously, bring yourself I'll be there I kind of like you even though sometimes you're muted, but that's okay. That would be awesome. And I mean, is there anyone else that you can think of that would benefit from being on that demo?

Greg Boyd: Well, I guess my only thought as I will, I mean, I don't have the time to be implementing a tool and making sure it's all working. So just wondered, technically,

Roxy Radaczynska: Maybe you're right, if you have anyone in it, who wants to be on it, just to kind of take more work of your hands and put it in there? Because I know how busy you are. And I'm so sorry.

Greg Boyd: Why don't a few people wrangle on my side. So why don't you send me some times, and then I can just do a cross-comparison with calendars. And we can, I can just shoot you back in time. That would work.

Roxy Radaczynska: Perfect. I totally get that. And I totally understand it. But from what you've told me, You want the implementation to happen. Quite, you know, quickly, because you're having this problem. So how about I have the Wednesday that you had for next week here, but I just tentatively put you in there. And if we got to move it, we got to move it.

But honestly, I don't want Ryan to get booked up and you don't have the chance to do this.

Greg Boyd: Okay.

Roxy Radaczynska: Does that sound good? though?

Greg Boyd: Why don't we do that? Let's just put the time in. That works for me. And then if we need to do that we can't perfect and then also coordinate with you to get the right people on.

Roxy Radaczynska: Awesome. And is your email still at? Is it Greg? At awesome dot com.

Greg Boyd: You got it.

Roxy Radaczynska: Perfect. I will be sending over that invite. And if you come up with anybody else that you want to have on this call, just shoot, shoot it over to me, and I'll send them an invite. So it's all in one place. Okay.

Roxy Radaczynska: Perfect. Greg, I'm going to give you a minute and a half back of your time. Go have a coffee, please don't cry. We're here for you. I got you.

Greg Boyd: All right. Thank you.

Roxy Radaczynska: Take care. Thanks. Bye.

Joseph Fung: Wow, Roxy. Well done. Well done. call that out. The minute and a half. I had 1.31 left on my timer, great use of timing, I will circle back to you in a moment. But I want to give a heads up to our second competitor so that they can get ready. Serge, you're up next. So while you're getting yourself ready, our judges are finishing up their notes and comments and readings. Roxy, how are you feeling?

Roxy Radaczynska: Good. I'm good. Thank you for asking.

Joseph Fung: You manage that timing. So well. I was watching it. I was so eager to be able to use my Gong sound effects, but you didn't give me a chance. So no

Roxy Radaczynska: It scared me in the past demo days. I'm like now. My nine-month-olds sleeping. My husband's watching. You're not waking up my kids. Joseph.

Joseph Fung: Nice. How are you feeling now that you're all done? You're onto the hot seat. How are you doing?

Roxy Radaczynska: I'm good. I'm happy. I think that that went well. I enjoyed it. It's what I like to do. So awesome. No stress.

Joseph Fung: Yeah, some fantastic comments in the chat. They're good. Good job not folding to the anxiety or the stress of the competition. This is a good time.

Roxy Radaczynska: Thank you so much.

Joseph Fung: Quick check-in I see some of our judges still firing away some notes and I see some scores coming in. When you're good to move forward. Judges, can I get a quick thumbs-up just to make sure we're solid? Good stuff, too.

There we go. Three and Four. Okay, we're saying good. Serge. Any questions? You're good to go all set up.

Richard Serge Roy: I'm good to go. Awesome.

Joseph Fung: So I am going to mute myself in a moment. Quick, friendly reminder about yourself and who you're selling to. After you get to the intro. That's almost 15 minutes on the clock.

So okay, how many things are up? floors yours.

Richard Serge Roy: Thank you. Good afternoon, ladies and gentlemen. My name is Richard Serge, 27. From New York. The product I'll be demoing today is a software called TrueCoach is a piece of personal training software, basically enabling personal trainers to maximize their time, when we talk about creating programs for long term, whether that be one month, two months, or three months, also helps with client accountability when they're not in the gym, and they're either the remote and same location or out of state. And that's pretty much it. So I'm ready to go. Alright, Greg, how are you? Good afternoon.

Greg Boyd: Good afternoon, Serge. It's good to be talking with you.

Richard Serge Roy: Finally, I remember I sent you a video after we were talking about some exercise and totally left me hanging. But it's good to have you here.

Greg Boyd: Okay. Three months later, we're still working our way through that video.

Richard Serge Roy: But fun, fun, I can imagine you're a busy guy. So we're not going to be here for very long, probably about 15 minutes or so. But I'd like to try and give a brief five minutes back. So we'll see if we can stay along those lines. And of course, we want to keep this as casual a conversation as possible. I want to see where I can help you, not necessarily just can do a product. Right. So without further ado, let me just go ahead and ask this question. Where are you now in your journey of personal training and management?

Greg Boyd: Oh man, well, and nothing new, with what the pandemic, simply the business. I mean, everyone's out of not only am I not seeing my trainers, I'm not seeing my customers anymore. And so I think that the way I describe it is, we're the house is on fire. We're just now I think behind the game and trying to find a way to a way to recover some mindshare with our customers, and bring some value-added offering,

I think there are people who used to work with our trainers and come to our facilities just going to YouTube. So you got body coach has fit. Just taking our business away, we need somebody to differentiate our offering.

Richard Serge Roy: Right. Okay. So let's start from the very bottom. Now we know how you obtain the client, whether that be marketing, someone boxing, right. But now, when we turn that person into a client, what happens with their programming? Where does that start?

Greg Boyd: I mean, traditionally, so right now, obviously, there are facilities shut down. We have each of our managers or our users, our trainers there. I mean, effectively, they're, they've got their own system for coordinating activities and exercise with their clients. So I mean, there's a lot of emails, I get some anecdotes here and there about what's working and what's not. But it's, it's a mishmash, really, just, each of our trainers is doing something different.

Richard Serge Roy: Right. Okay. So then I guess when we talk about accountability or client tracking, it's a little hard to synthesize all that information, correct?

Greg Boyd: I agree, we're way behind the mirror behind her numbers. So we just were looking for something that some way to boost accountability, but also, we just got to, I think we got to get to a place where, where we can see that create a different experience for trainers.

Richard Serge Roy: Right. Okay. So let me ask another question. When we talk about being remote or being away, what does that tech stack look like? What piece of software are they using?

Greg Boyd: When do you use email software?

Richard Serge Roy: Maybe?

Greg Boyd: I mean, I think it's, it's likely that one of our means is more sophisticated trainers, I've seen them using Google sheets for tracking two sizes and outcomes with their clients. We ran into a privacy issue recently, where they had tabs for their different clients. And so that obviously created some challenges. People got in and started seeing other personal information, but it's a real mix. And I don't think that we have trainers who are low tech, I know that there are tools that they could be using. They're there, they're open to technology, we just don't have a good get a good item or a good tool for the leads.

Richard Serge Roy: Right? Okay. So let me if I can let me surmise everything. We just talked about that okay.

Greg Boyd: Yeah, I love that.

Richard Serge Roy: Okay, so if I, if I can surmise correctly, please tell me if I'm incorrect. It sounds like for the most part, the training, the training team in itself in regards to how they do their programming is a little too customizable, or an individual per trainer. And you're kind of looking for a solution that can help synthesise all that and put all that information in house without clients having to exit different applications and going bouncing back and forth. And having clients our personal trainers rather be able to communicate on a chain platform. Am I correct? On that.

Greg Boyd: That'd be great. I think you simply synthesise well, the only thing I'd add is, you know, I need to see what's going on. I mean, okay, somebody's running in the door, but I just don't see what's working and what's not. And if we have to hire water, bring in new trainers. As we try to grow the business back, we need to know what's working.

Richard Serge Roy: Okay, so what is attributing to your turn? Would it be just the lack of being incorporated into the business itself as from the client perspective?

Greg Boyd: Yeah. To be honest with you, I think that there has been some trust eroded for sure, between the trainers, and myself, because people are at the gym. And that's where we used to, that's where we used to have the opportunity to connect. And so I think we're losing that line of sight, in a way. And we may have some of our clients working with trainers, and we're just not seeing any of that.

Richard Serge Roy: Okay, all right. So here's what I want to do. I want to share my screen. But of course, I'm gonna ask your permission for us to kind of go and do that.

Greg Boyd: Yeah, I'd love to see.

Richard Serge Roy: Okay. Alright, so here's what we got going on. Now, a lot of my clients, excuse me, a lot of my clients and our clients here at your posts talk about this all the time, and your problems are exactly similar to ours. But instead of taking my clients and the clients we've acquired through the team and talking about their experience, let's go ahead and use my own. So on the side is my side hustle while not working as a true coach, I also run my own personal training business as well. And I really rely heavily on a true coach for the simple fact of the things that you're talking about.

In case when we're talking about accountability, being able to effectively create a program, whether that be for a month or three, and also keeping all that information in-house. So I want to use my client, Steven who is going to be honest, like the best client. So he's the best example for this one. But I want to go ahead and use that in this case.

So when you had mentioned programming, one thing that stuck out to me was the length of programming and the ability to create and keep that information in the app. So one thing I want to do is I'm going to show you how easy it is to go ahead and just click through quickly through the exercises if we needed to duplicate them.

And granted, this isn't just click here, click here, solution, but to show you the ease of how efficient this could be when we're talking about programming. It's definitely a vital piece. So once I've completed and copied all of those, and I have pasted it already populates.

But now let's say Steven doesn't want to have a rest day. Let's go ahead and delete that. Let's say he wants to do something different. We can go ahead and Oops, that's my mistake. Sorry about that, my computer is a little bit laggy. For some reason, I'm not exactly sure. But that's just what we're working with for today. But nevertheless, let's go ahead and delete that.

Again, we'll go ahead and add a new exercise. And in this case, we'll just call it example one, right. So we'll call it example one. And then from here, we'll go into our earthworms. And you'll see here that the exercise will populate. But not only that, I'll also be able to show the exercise in itself. So we can go ahead and hit the video button, hit play, and then you'll notice the video starts to play.

Now, before I continue, do you have any questions so far?

Greg Boyd: No, this is I mean, this just gives a little relooking looking for this idea of value-added if we can embed video and content in and put that in as part of a program. This is exactly the kind of solution we're looking for.

Richard Serge Roy: Excellent. Okay, and without taking up too much time. In regards to screenshots. Let's go and just take a look at the goals. We'll go ahead and take a look at Stephens's profile, you'll see his goals are easily listed here, rather short. But we can go ahead and get a little more detailed. We talked about metrics. Now, this isn't to reveal his personal information. But in order to show how the metrics work, if we go ahead and click it, we'll see we have a tangible graph showing you day by day and every time you leave exactly how much weight is left. And the difference between them is carnival. And I'll go ahead and stop my screen share. So do you have any questions when we read?

Greg Boyd: Man it looks like an awesome way for your trainers or you as a trainer to interact with your clients? I mean, for me, as a manager, I've got a team of these trainers that I'm working with. I mean, at the end of the day, the trainers use it. And then the clients actually use that would be a big concern that I'd have because it is asking people to log in to different.

Richard Serge Roy: Yeah, 100%. So the beauty of it is that the applications is invite-only. So you can go ahead and incorporate it with your marketing to make it exclusive. So instead of saying we're using an application called True coach, you can say we're using Equinox x true coach in terms of marketing. This way, when the clients are aware, you now have a remote option, they're more likely to go ahead and go out and try out the programme. Does that make sense? And I believe you mentioned something about security, we are SOC one and SOC two certified. But if you have an IT guy on your team, and you want to talk to my EA about that, and the pricing over in more detail, we could do that at a later date.

Greg Boyd: Okay. So here's the other question that I've gotten ultimately is do you have this is something that you use, which I appreciate seeing? I mean, I've got a team of a team that I'm running. I mean, do you have them? Do you have clients who are pursuing revenue increases? Because ultimately my biggest concern is capturing more revenue and more opportunity?

Richard Serge Roy: Yeah, of course. So our biggest client that we captured was New York sports club. And they have about 50 locations all across New York. And we've been able to implement not only our programming, but as well as the future programming for their other locations throughout the whole entire eastern border. I didn't want to necessarily use big clients, because I know sometimes when I have this conversation, it's like, I don't want to rely too heavily on bolstering them. So I want to use a personal experience. But I can totally understand where you're talking what you're talking about in terms of

Greg Boyd: Cool. Okay, well, we run a pretty lean team here. You mentioned IT, so I could probably bring our Co-op in to get something up to take a look at this. Yeah, just curious. I mean, is this going to be a heavy technical project to get stood up and implemented? Or is that something that we work at as part of our next steps?

Richard Serge Roy: No, that would be if, if I'm being honest, I'm just good at lifting things and putting them down. So the beauty of this application is that it is very user-friendly, very easy to implement and not only will the clients be able to use it effectively, the trainers will be able to install and you'll be able to overwatch all the programs also.

Greg Boyd: Okay, so what would you want us to get from here? Sir? What's the next step?

Richard Serge Roy: Well, here's what I want to do. I want to set you up with my account executive, they'll give you a little more detail in terms of the pricing, the security, but that meeting is going to be about 30 minutes. I do have some time next week, but I can adjust to your schedule. What times do you have available?

Greg Boyd: Well, like I said, I'm going to be doing a whole bunch of running around. We've got this Co-op with us a couple days a week, but I probably want to include him in that meeting. So if he's under some time, I'll just try to coordinate with them. And

Richard Serge Roy: What time is the co-op meeting? If you don't mind me asking?

Greg Boyd: So he's usually here Tuesdays and Thursdays usually.

Richard Serge Roy: Okay. Is there any time-specific or does he just waltz right in whenever you want?

Greg Boyd: No, it's, it's, uh, yeah, it's just those days. He's there for days for me. So those are probably the days that I'd have him here.

Richard Serge Roy: Okay, so can we throw in a tentative to that training? I'm about 30 minutes away. Won't it won't cost them a thing? Sure. Sure. Why don't we? Why don't we put that in the box, then?

Greg Boyd: I'll make sure that you know, is it going up? Sometimes 10. A might be a bit early. But let's put it on the box and see if I can wrangle to get him in. related to looking at getting to know a little bit better.

Richard Serge Roy: Okay, sounds good. I'll go ahead and send me the email right away. I was in that and Greg, enjoy the rest of your week.

Greg Boyd: And I'm so glad we finally got a chance to talk. It's nice. And I'd like to see three months' worth of weight search. Let's follow up.

Richard Serge Roy: Right, right. Thank you so much. Take care. Thanks, sir. Take care, right.

Joseph Fung: Wow, way to go. Search at the beginning. You said want to give you five minutes back and I was thinking I don't know. Damn, I had 303 left on my timer. I am

Richard Serge Roy: Okay. There.

Joseph Fung: We are gonna take a quick break. For those that are in the Zoom Room. If you're topping up water hitting the bathroom flipping off your camera, I ask that you bring it back on so we know that you're back.

For those on YouTube. We will get you back in just four or five moments. So I'm going to let you go.

Joseph Fung: Welcome back, fantastic break. I know I got myself up and got some more caffeine, I cannot wait to see our last two pitches. It is going to be fun. Before we dig in and give Jesse the microphone, want to quickly remind, if you're tuning in, if you're on YouTube, or you're catching this asynchronously, we are here launching some amazing careers. If you'd like connections, introductions to any of our competitors, any of our grads, you can hit us up, you can reach out to us on our website at you uvaro.com. Underneath talent, there's a fantastic hiring form.

John, one of our judges, chats with a lot of our employers, so he's always happy to help out. John, if you want to make that easier when you toss your email into the chat, and then it's embedded in YouTube for posterity. But ultimately, we're here to make some connections. See what people can do. Why don't we keep that ball rolling? Jessy, you're up next. You are all set up. Good.

Awesome. Then I'm going to mute myself and give you the mic. Remember, what are you selling, who you're selling to and I'll start the timer after your intro. All yours.

Jessy Ma: Hi, guys. So I'm selling Gorgias. The name is Gorgias. And they are a help desk for e-commerce platforms. And they use a ticket per use case system. They are advertised to be the number one alternative for Zendesk.

And I'm selling Greg stay as the correct name. And he's the e-commerce manager of Stuart Weitzman. I don't know if you heard of the company before they sell luxury women's shoes, and they're kind of like a retail company, but also sell online. Okay. Hi, Greg. How are you?

Greg Boyd: I'm great, Jessy.

Jessy Ma: Oh, you're great. Um, I saw on your LinkedIn page that you really like, you know, like a conversation for coffee or drinks. So here's a coffee. Cheers. Hi.

Greg Boyd: Oh, coffee. Cheers. I'll do my Ember mug here. My glowing Ember mug? That keeps it cool. That's so cool. 1962 degrees Celsius all day long.

Jessy Ma: Oh, that's so cool. I don't have a fancy one. Just Starbucks. Anyway. So I'm like, you know, because of COVID, we can't actually sit together and have you have coffee together? Like how is COVID impacting you so far?

Greg Boyd: Ah, it's not the best time to be a retailer. So it's been a year to adapt. But for me as the head of e-commerce it's actually never been a better time to be an e-commerce. So we - I mean, we've got a belief it's 15 locations across Canada that we're really considering. Do we need that footprint here in this market? We were just we've had such incredible traction, we had these goals to grow our e-commerce revenue and obviously, our hands in force. So that's happened.

So I mean, I'm faced with more demand than I can serve. So overall, I mean, for the company, we're, we're just trying to stabilize but from an e-commerce perspective. Things are on fire in a good way, but it's also creating a lot of opportunities to make things better.

Jessy Ma: I agree. I'm actually also a customer of Stuart Weitzman. Like, I'm really excited to see you today. And before I dig deeper into, like, you know what you mentioned, the revenue and goals to grow, grow, I would like to let you know my plan for our agenda today. So we will talk for a little bit then if you're okay with what we're hearing so far, and I'll show you a little bit of the feature side of the product.

And then at the end, if you see as it works for you, and you see value in our product, and they can help you with your situation right now. Then we can book another 30 minutes demo with you and my account executives. And how did that sound to you?

Greg Boyd: Sounds good.

Jessy Ma: Okay, okay. Okay. Um, so let's like, I would like to know, he told me about the business part. And you have, I can see that because, you know, I'm also a customer, a lot of clothes stores are closing down, so I can kind of imagine they're shifting more weight on the e-commerce side, which is more work for you. And how does that affect you personally?

Greg Boyd: Well, I mean, it's been such a dramatic shift. Love to love to ask, Well, we can say that for a follow up what your experience is like shopping online. Experience, our online experience becomes our number one priority and process.

How can we remove friction from that process, because as soon as you bump into just one too many gates, it's just easy to click off and go to any of our competitors? So the experience has just become our top priority. I think one of the things that I'm really keen to explore is thinking about how we, you know, how we make every interaction we have with our customers a sales opportunity.

So not just when not yet. Amazon obviously mastered this, right. But when people run into a roadblock, can we create a positive experience into that, as opposed to an experience that turns somebody away? And how can we delight in surprising ways? as they go through that? And then I think we've differentiated our in-store experience to be this delightful on brand for Stuart Weitzman experience, how can we create that unique experience online? Those are really three things for me that I'm trying to translate

Jessy Ma: From listening to you I, you know, I can't. I'm the type of person to listen to a massive amount of information. And then it's, you know, it's like a bottleneck. They make it simple. So I'm sorry that you have to be a stick man, but this is you.

Greg Boyd: Okay. Yeah. Okay,

Jessy Ma: If we have more time, I'll draw you like a proper sketch. What does this mean for today? And from what you see, there are two sides. So this side is more like the revenue-generating, you're reaching out, it's more about conversions, you know, like selling and having better customer experience.

Also related to that. But do you agree with what I'm saying? Like if one part is revenue, the other part? The other part is more? You know, I like to say it like you're attacking when you're getting more revenues, but you're defending when you are improving your existing customers' experience. And you're like, you know, responding to their inquiries.

Greg Boyd: She's speaking my language. Yeah, yeah.

Jessy Ma: Yeah. Well, I did a business degree. And so it goes like this. Yeah. Okay, so let's, let's, could you walk me through how you're doing with, like, solving problems? So let's say a customer says, Oh, where's my shipment and sends you an email? How's your team? Like, what's your process in terms of replying to them and everything? Yeah.

Greg Boyd: Yeah. So I mean, as e-commerce has exploded for us, of course, I mean, that's been a boon of revenue coming in. But our solution right now is just taking our sales, our sales associates from the in-store and putting them on, as effectively support reps. And so we have people who used to be in stores that are now set up and trying to handle support.

And I think that what that's causing is we have some people who are strong and some people who are really struggling in that environment. And so when we get questions or support, there's a lot of inconsistency and how that's being handled. And we've just had to staff up and we're solving that problem really with more people.

Jessy Ma: Are you using any, like, helping us with software right now? or?

Greg Boyd: Yeah, we've got a vendor in place for the reason for that?

Jessy Ma: Okay, well, many of my customers tell me they are using Zendesk or using Zendesk. Okay, cool. That's all okay. And I'm like, Is it okay, if I share my screen with you and we ask questions, explain it along the way.

Greg Boyd: Sure.

Jessy Ma: Okay. So here you go. And I want to let you know if I was working for Stuart Weitzman, I would really appreciate what you're doing for employees right now. Because you're not just firing them or letting them go, you're putting them, like using them with their experience also to, you know, help online desk. So I really, I think I really appreciate that. And if I was working for you, so yeah, with Gorgeous, it's one desk, help desk for all, so your employees wouldn't really have the problems to figure out like the tech-savvy part. And you did tell me they work in stores before. Does that sound good to you?

Greg Boyd: Yeah.

Jessy Ma: Okay. And I know that you are like work collaborating with the influencers? So you get like, you get messages from like, Instagram, Facebook?

Greg Boyd: Yeah. I mean, yeah, we're so from an experience perspective. I mean, we have, so we have people who are in a support desk for when people run into issues. And then we have had to staff up the whole team that's just keeping their eye on what people are saying in regards to their experiences with us and trying to stay on top of that as well?

Jessy Ma: I think that part can slow you down a little bit. Because you know, there's so many platforms, and you can't, you have to like to login to this one, then that one. But with this one, with Gorgeous, it's one help desk for all, so you can get messages, as you can see, like on top of this picture from emails, Facebook, you can respond to them at the same time.

Greg Boyd: Okay.

Jessy Ma: Okay. And so that's the saving time part. And our customers, Steve Madden, are actually also a shoe company. So they cut response time for 35%. Which is like, you know, every hour you spend on this, you save 21 minutes, would you say like that help you with the, you know, replying to customers quicker situation?

Greg Boyd: Yeah, I mean, like, that's a big thing for us that time savings is big, and just the experience. And right now we've got the people power that we can manage it. I think it's just how do we create the best possible experience for our customers as a team? It's important for us?

Jessy Ma: Yes, I would imagine if I'm a customer, and then I sent you an email, you reply to me five days later, then a little about the customer experience. So I think the quicker like, would you say quicker, the better?

Greg Boyd: Absolutely, absolutely. We need these points of frustration just to turn into those sales opportunities. And this saves time when they ask you a specific question you can already pull up with this is also similar to HubSpot. They already have the information ready for you to respond. I think that can really increase like your response time to your customer, to give them a better customer experience. Yeah, and you also can automate report support. So it doesn't have to be manual all the time. That's what tickets are for right?

Greg Boyd: Yeah, yeah, absolutely. Okay. Okay.

Jessy Ma: Okay. So that's the part of the solving problem, the revenue-generating part, because you are all about that, like you mentioned, that goal is to grow. And I like what I read on your LinkedIn page, he said longtime thinking drives true success. I totally agree. That's why we have like this little picture that we are not only taking the problem-solving part we are looking to grow.

So I have this use case with Roma, they're also in the luxury industry. So this is what their app looks like for them. If you see you say, replacement 620, then you can see what problems you are having right now. It's like having an inside dashboard where you can optimize your next choice. And you can kind of see like, Where are the problems? Yeah, would you be interested in something like this?

Greg Boyd: Yeah, I mean, this looks to me like it's something that could create some efficiency for us for sure.

Jessy Ma: Yeah. And I think like if you can take care of the current, if you can keep the current customers and not losing them. And getting more as the COVID actually helps you and your favourite in the way that they're shifting to online shopping. like seeing where the problems are. For example, if you use like 500 tickets for shipment, then there's something going on with the company.

Greg Boyd: Yeah, I think helping us identify where the problems are. Yeah, that would be helpful.

Jessy Ma: Okay. And do you like everything you're seeing so far? And yeah,

Greg Boyd: Certainly is interesting. I think it's worth exploring more. Again, we're, we're looking at all kinds of options just to make our customer experiences as sharp as it could be, so if we want to explore what, what would come next, what's the next step for us to dig a little deeper?

Jessy Ma: Okay, I'll stop sharing for now. So I would set you up with your account executive. And from what I'm hearing from you, I think you really care about the goal to grow and the revenue part. So we can make notes, I'll send notes to them. And like, um, and you're saying you're using. Zendesk, how many tickets are you using right now per month?

Greg Boyd: It varies with different selling seasons. And I'd say right now, we're just coming to, or almost through our spring, so maybe anywhere from 2000 to 3000. A week right now.

Jessy Ma: Sounds good. Sounds good. I was sent a note to my account executive. So do you have time let's say next Tuesday, around in the afternoon at 2pm, to book another meeting with us.

Greg Boyd: So this is the type of thing that does involve a few different people from across the team. So I mean, next week probably makes sense. I think if you send me over some times, then what I could do for sure, I could just take those, take those coordinates with my team and then confirm synergy with that work.

Jessy Ma: Oh, Greg, I think I really like to see you next time. And then you know, like, send you more info after our call, like, I hope always is okay. Like, maybe Wednesday, Wednesday, Tuesday and Wednesday, this Wednesday works for you like in the morning? At 9 am?

Greg Boyd: Well, sure. You know, why don't we just put the placeholder in then. So we'll get that in the book. So we have it. And then if that doesn't work, it's okay to shuffle that around.

Jessy Ma: And tell about like I see on your LinkedIn page. You're quiet, do you have any involvement with your friend, Callum? And would you say like, he'll be a good option for us to bring to our next call.

Greg Boyd: I'll tell him he can be a dominating meeting sometimes. And so if, if this is if this is the kind of thing that we need to loot them into, I'll, I'll see both bring him in, but I'll make sure he just does what he needs to do in the call.

Jessy Ma: Okay, so it's the same email. I'm assuming it's the same email for like, when I booked this meeting, I will send you the invites right now. And I can send you more info using things like a video, a short two-minute video and before the next meeting, and then...

Greg Boyd: Just a summary just to make sure our teams up to speed would be helpful. So yeah, send that over. And I'll look forward to talking to you next week.

Jessy Ma: Okay, thank you and coffee. Cheers. Bye. Good day. Thank you.

Greg Boyd: Thank you Jessy. Cheers.

Joseph Fung: Well done. Wow. I was watching the timer. Now the inside TF team chat for three minutes. I was like oh man, I'm gonna get to use the gong but I had 105 when you're wrapped up they're well done. And gotta gotta love that you threw that curveball on pulling Callum in.

For those that don't know Callum is one of the instructors and a great colleague and one of the most respectful people ever, Greg I can't imagine him dominating the conversation to throw him under the bus. Come on. This is a good time Jesse Great job. Oh my goodness, I see notes scores coming in. I thought that was a great representation of Greg. You're really accurate, you know stick figure got incredible comparable and physique, right, you know, in the details after all of the workout in the gym routine work.

Yeah, stick figures were a great illustration. Good. We've got one more competitor lined up before we jump in. Jessy, how are you feeling now that you're done?

Jessy Ma: I actually have a little secret. So I was supposed to set a timer for myself, but I forgot to press it. I think I got too excited. Yeah, so I kind of got lost and then I was like, looking at a time and totally didn't didn't know what was going on with the time. So I'm glad I made it interesting. And it's great.

Joseph Fung: Yeah, Great time sense. Well done.

Greg Boyd: Yeah, hearing that Jessy was watching the clock and we haven't been able to use it yet. Joseph. Right. That was well managed, especially in light of that.

Joseph Fung: So there we go. Quick, quick check in from the judges. How are you doing and your scores? You're good to move forward. I see. A thumbs up, thumbs up. Okay, we're sitting in a good spot.

Hello, before we jump in, you are all set. Any questions? Any blockers? Oh, two thumbs up. Love it. Okay. You're the anchor in this relay. This is going to be a blast. Again. What you're selling. Who you're selling it to, after you finish your intro, I'll press that timer and put 15 minutes on the clock, but I'm going to mute myself, the floor is yours,

Filip Arezina: Hey guys, Filip Arezina here. The company that I'm going to be demoing is called AirTable. Their product, I think, is also called AirTable. And it's a customizable collaboration platform that's, you know, tailored for project management and allows for a very flexible workflow across multiple teams.

My buyer slash project is a marketing manager, no specific organization in mind, he has a small but growing team, and he relies on a lot of vendors, because the design team isn't part of the marketing department, and they don't do their own video in house.

Some issues that he might be running into, you know, he, they, you know, want a single source of information that anybody can kind of access on his team to keep track of projects, something that's easy to control, and some way that he can mind, manage all these different vendors and, you know, from different departments.

Okay, Greg, Hey, how are you doing, man?

Greg Boyd: Well, great to be talking to you again,

Filip Arezina: That's gonna be talking to you as well, thanks for taking my call. Again. I know the first time is a quick chat, hopefully, we can kind of get to get some more pain points from you. This time, you know, dig a little deeper. Just to kind of set the stage here, what I'm going to be doing quickly is just, you know, asking you a bunch of questions just to figure out, you know, if we are a good fit for sitting at the right table, then you know, if that works out, I'll do a little quick demo of AirTable. And, you know, if you like AirTable, then I'll probably be asking you for an even deeper dive with an ad and maybe some other people from the team, depending on what your needs are. How does that sound?

Greg Boyd: That sounds good.

Filip Arezina: All right. Cool. Cool. So I mean, the first question, how are you guys currently handling your project management kind of situation?

Greg Boyd: Oh, man. So we've got an unlike most software companies out there, we've got a small but mighty team and all the software companies of the world have these big teams with all kinds of people doing almost all the work well, we've got into a small but mighty team.

And so we've got a combination of people on the team here. And then we've got outside vendors that we use, and then we've got we're gonna steal work from other departments just to get the job done. So it's a pretty integrated web of people trying to work together. Which is good to me. It brings the benefits, but obviously has some challenges that come along with it for sure.

Filip Arezina: Yeah, sounds like a little hectic, you know, navigating a spider's web out there. I guess the next question like we're obviously speaking for a reason you want to get something done? What are your plans for world domination? In terms of the organisation here? Sorry, just look back there.

Greg Boyd: Yeah, I plan to take over the world. That was a gift from my team. Yeah, so for me, I think, what we need to do, we have some big projects that we've got to pump out in the next few months. I think, ultimately, though, I mean, we were running into a challenge where we didn't have these big goals that we set, there's just no accountability internally, because other things come up. They can, they can take our internal resources.

And then what we've had happened with some of these outside vendors that we work with is our teams just got so much going on that we can just sometimes jump all over each other and be your own worst enemy, and a lot of ways and just create some challenges by double communicating or mis-communicating with each other. So we're just I'd say that we've got some big plans, but we've got some hurdles to get over.

Filip Arezina: So what do you guys use currently for communication? I noticed that you guys, you mentioned that that's an issue.

Greg Boyd: Yeah. So I mean, we're, well, we've got some sophisticated systems internally, I think this is part of the challenge. Everyone's got a bit of a different tool that they use. So our internal teams are collaborating on a set of systems and then our vendors are using something different. And so we've just resorted to some tracking of what we do on different Google Sheets. We were able to get off spreadsheets and on a virtual collaboration in the cloud. But it's still pretty, pretty basic. Because just that that's been our, our issues, everyone's using something different. So when we were trying to put things into systems to track activity, it just didn't work.

Filip Arezina: How do your vendors feel about kind of having a jump off their own platforms?

Greg Boyd: Well, to be honest, the vendors typically, even though they're our clients, they kind of make us feel like they gotta shift that. So, you know, we are their client, they kind of flip that around. And we end up doing a lot of that tracking work ourselves to keep those sheets up to date, instead of them doing that work. That just caused a bit more of a headache for us.

Filip Arezina: Okay. I mean, the next big question is like, based on some of these, some of the things that I'm hearing here, we can just bring internal accountability as an issue, you know, people jumping over top of each other, how do you guys handle like, you know, who, who takes what projects?

Greg Boyd: Another good question, I got a couple of rock star people on the team. That just means, I think it's whoever's got capacity.

Filip Arezina: Right?

Greg Boyd: So it's, it's a little subjective. So we tend to just fire things around based on, you know, we get some sense of who's got who's got some space. But these things have come up. In a team meeting, we have people putting up their hands. So we're not, we're not being super formulaic. And now we approach that. Did we get some balls getting dropped, but we managed it also some late nights and got the job done?

Filip Arezina: So hopefully, hopefully, this feature solution kind of of yours, give some time back to people? I guess another huge question, just based on the fact that you know, you have a lot of people giving input on how these projects get done, how there have been any, like successful suggestions, or even big failures that we want to kind of avoid from a project management tool.

Greg Boyd: I mean, I think whatever you try to do, whenever you try to bring a system in to a business like like ours, I mean, everyone's got the tool they're using, and so we're we're going to earn a fail or fall down is if we try to put something in place that changes everybody else's workflow, I think we're gonna, we're just, we're just not gonna have success there. So putting the entity in place that requires other teams to adopt the tool that we want to use, just isn't going to work. So we need to find a way to introduce a way of working that improves our processes, but also respects that other tools and other systems are in place.

Filip Arezina: So it sounds like flexibility is kind of something that you're looking for here. So in terms of like a follow up meeting, if we do end up getting one booked here, after I show you this little demo, it was would there be anybody that you know, is a key kind of stakeholder in terms of your workflows that knows how to get the job done, that might be you might want to include?

Greg Boyd: Well, what I probably say, I mean, if there's a key person on the team that I want to bring in, she's one of our one of our key project leads. So we want any tools we're looking at, which will probably ultimately follow her to just run with the implementation.

Not strongly technical, though. And so I'd actually put that back to you on what kind of resources you tend to include? I mean, I'm not interested in a big technical project. So just don't do any engineering. Go beg and borrow for some engineering resource? Or is this an IT job, just put that back to you to tell me who else I should have.

Filip Arezina: But honestly, that's one of our strengths in terms of implementation, we have a whole team like an implementation team that will kind of work through that process with you and make sure that the solution works exactly the way you need it. Really, what I'm looking for from you guys, is just some input on, you know, how you want that workflow to look.

So I would definitely like somebody from my implementation team from you guys. I would suggest that maybe we have somebody from security come in to, you know, make sure we're a good fit there. And just some of your ringleaders in terms of, you know, project management, and workflows so that we can, you know, get a good idea of how you guys get this stuff done.

Greg Boyd: Yeah, that's helpful.

Filip Arezina: So I guess, now based on you know, what I've gotten here, I feel like we're kind of sitting in the same room. I'll let you make that final decision. I'm going to jump into the demo if that's okay with you.

Greg Boyd: Yeah, I would love to look to just see a little bit more, but what we're looking at.

Filip Arezina: Cool. I will definitely show you the product here. And if I can find it, unfortunately. I'm sorry. There's a lot of tabs I've got here and my second screen isn't popping up. Yeah, sorry.

Greg Boyd: It is making me feel like I should grab my glasses too. Just to make sure.

Filip Arezina: Oh you wear glasses too?

Greg Boyd: I lost the pair and I broke a pair and this is not the time to go visit the optometrist.

Filip Arezina: Interesting I've never broken a pair of glasses. Hopefully, you can see my screen here. It says marketing campaigns on top. Got it?

Greg Boyd: Yep.

Filip Arezina: All right. Cool. Yeah, never broken a pair. Definitely outgrown a bunch though.

Greg Boyd: Oh, great. Okay,

Filip Arezina: Yeah, I'm currently wearing contacts. Yeah, man, every couple of years my eyesight gets worse.

Greg Boyd: I thought you meant your head grew or had a head shrinking problem, I don't know what I'm doing.

Filip Arezina: I'm sure I did when I was younger. Also, don't feed my ego, you never know what's gonna happen there.

So we're gonna use a quick example of, you know, a digital digital video project. So let's say, you know, you've got your, your marketing team, and you've got, you know, a bunch of different vendors. And, and you've got, you know, Steve, sitting on your team, you know, figuring out where. You ask Steve, let's say, How are the project going, you know, he wants to quick, you want to quick update?

Well, Steve's got a super-easy way to do that by just checking the status checker checker, for example. And inside the status checker, not only is he going to see, you know, who the project leads are on that team, or on those projects, I should say, but you can also see exactly where those projects are. And I mean, this is, you know, saying that you don't have the time to do this quick little one click as well, in terms of agency contacts, or like, you know, people that you're working with, they're there.

And, you know, you mentioned that, like, you have people that are kind of jumping all over each other for, you know, communications on projects, well, you know, the project lead kind of area really gives, it does a good job of just telling you, who is the person in charge, and who should be taking that lead.

So you can always defer to that, in terms of kind of getting that done. In terms of just the whole, you know, workflow needs to be different, we can take a look at various kinds of options for how you want to handle a project. So anything from you know, a quick, easy grid, Gantt charts, sorry, it was disabled. Recently, as my free child has run out, I apologise, I can't show you the Gantt chart. I'm gonna have to talk to somebody on my team to get that going again.

Or even like a campaign view or calendar, again, super sorry. didn't have that working this morning.

Greg Boyd: It must be a demo. I've dealt with software before. And this is just what happens when you run one.

Filip Arezina: Yeah, you know, I really apologize for that. But based on just what I've told you, not what you've seen, does that sound like something that you guys would be interested in?

Greg Boyd: Yeah, I mean, there's nothing I like more than a good word for cat or, again, conversation. So I think you're definitely speaking my language. Cool. So I mean, I think, and there's definitely more to dig into here. Because we get something like this. You've already talked a little bit about who might be included, but just what does the process look like? On your side for us to keep a conversation going or to learn a little bit more?

Filip Arezina: The process for us, really, I'd want to book another deeper dive demo. As soon as you're kind of available. I know that you said you've got a couple of big projects that are on the go. So I don't know if you'd want to kind of wait until those are done. Or if you want to get this going ahead of those projects. But what does the timeline look like for you?

Greg Boyd: Yeah, I mean, I think the big question is always gonna come down to implementation. So how long does it really take to get this up and running? And so our goals are in the third quarter. So we've, we've probably got a narrow window, where we could get something or we get something implemented. So we want to move quickly, but don't want to don't want to rush it if we're just going to be taking on a project that's too big to realistically tackle.

Filip Arezina: Okay, well, then I think we're definitely gonna want to talk to someone on our implementation team for this next meeting to just get a kind of a good scope of how long this would take. So like, based on what I'm hearing from him hearing some positive feedback, I think we can book that kind of next deeper dive.

How's your Wednesday looking? And I'm gonna kind of send. I'm gonna ask again, if, if there's anybody else that you want to kind of have on that meeting from, from your like rock stars, I guess?

Greg Boyd: Yeah. Well, I think I would, you may get less people to include. And so I think I can work off of that list. Yeah, as I mentioned before, everybody's just got a lot of running around that they're doing. So. I mean, I think he said Wednesday, I can do some digging around and just get back to you. And sometimes it could work on next Wednesday or Thursday, for sure.

Filip Arezina: Honestly, let's, why don't we do something nice and easy. Maybe just after lunch for Wednesday, we'll do a tentative booking. And you know, what if we got to shuffle that around? no problems at all on our side?

Greg Boyd: Okay, well, you know, why don't we just put that on then. I mean, I work with all we tend to, we tend to extend our lunches from time to time, but when we just need to get out and do a walk around, I think that's a good call. Let's put it on the calendar, and then it will pick this up next week.

Filip Arezina: All right, cool. Pick it up. Just to kind of go back. We definitely want somebody from our implementation team. Your guys are gonna be there. I'll send you a calendar link, if that's alright, so you can easily share that with your team members.

Greg Boyd: Yep.

Filip Arezina: And my account executive will be on the call as well. Maybe I'll even drop in the first little bit.

Greg Boyd: All right, that sounds good, Phil. I appreciate it. I got a jet. But this has been helpful. Thanks for the time.

Filip Arezina: No problem. And hopefully, I give you 30 seconds back your time. Cheers, Greg, thank you.

Greg Boyd: Thanks. So

Joseph Fung: Well done, 30 seconds. You're holding yourself to a high standard. I have 113 on my clock here. Well, thank you. Nicely done with the demo that was ish.

Filip Arezina: I swear that was working earlier. I swear to God.

Joseph Fung: It's like the four stages of demo grief. Why isn't this working? Sorry. How did that happen?

Filip Arezina: Okay, yeah, Greg's nice guy. Luckily, well, this will happen on every demo. Any of you ever do is exactly what has happened to Phil.

Joseph Fung: Totally 100%. So Filip, you're wrapped up? How are you feeling now Filip?

Filip Arezina: I'm feeling good. Feeling good. I'm a little nervous going into it. It almost felt like not real, starting to be honest. was like odds. Just start this But yeah, I think it won't.

Joseph Fung: Oh, so to give our judges a couple of minutes to finish off their notes as well. We put them all in the hot seat early on, we asked them you know, what's the first thing you ever sold? So for our competitors like Roxy, Serge, Jessy, Filip, I'm gonna ask him the same order. What's the first thing you'd ever sold? And if today's product was the first one, let us know because these are in.

But we'd love to set that stage because we know this is challenging. And we've got an amazing variety of backgrounds here. But let's hear. Roxy, can you start us off? What's the first thing you ever saw?

Roxy Radaczynska: First thing I ever sold? I don't know who's familiar with Cutco knives. You know, like. There we go. Like a 16-year-old comes to your house, cuts a bunch of stuff and then goes please buy a knife.

Yeah, that was me. That's how it all started. I was like, if I can do this with a knife. I can do this with anything.

Joseph Fung: Love that. Serge, what about you? What was your first thing?

Richard Serge Roy: So ironically, before Cutco, I think my first selling job of 14 I was selling cologne door to door. It was absolutely horrendous but I made it I made some money.

Joseph Fung: But what about cologne door to door? Man? I don't know which of those is a tougher sell. Now is your cologne door to door? I guess it depends on who's ...

Richard Serge Roy: Definitely cologne. I have to spray you and then you have to smell something and confirm to me that you think it smells good. That's a whole nother ordeal.

Joseph Fung: Jessy, what about you? What was your first experience?

Jessy Ma: It depends, like a personal one will be in like say middle school or junior school when I sell books to my friends. You know like to kind of take advantage of the time and so they don't have time to buy it then I think give me a little money then I will sell the books to them kind of that type.

But then professionally it will be retail and university. I did some retail work at Bath and Bodyworks. So it will be similar to search but not the fancy ones. Yeah.

Joseph Fung: Nice, love that market up the book sales. That's a good one. Filip, what about you?

Filip Arezina: The first thing I ever sold was a camera package at Best Buy. So I ended up getting a part time seasonal job for the Christmas season. And I was in the camera department. And it was a Canon I don't know exactly what model but he also bought two lenses. And I sold him on a carrying case and a tripod.

And the way I did it, unfortunately, it was like gave him a pretty hefty discount. Like we had a certain kind of thing. And I'm like, Listen, if you buy both of these lenses, and this tripod, I will give you 20% off, which is huge for like, honestly spending like three grand. So that was that was the first sale.

Joseph Fung: There you go. leverage the discounts? You know, we'll give you props for that. I don't know if your floor manager did but we'll give you props.

Filip Arezina: Honestly, was the first sale so I don't think you could say anything. But if I kept doing it, Yeah, probably.

Joseph Fung: It's tough. We want to make sure that we get our scores in get our feedback. And if folks just tuned in to the stream, you will be hearing the champion a few minutes ago. Stay tuned to the end. Greg, before we get to the individual judges' feedback, any commentary, any general overview notes you want to share?

Greg Boyd: Oh man, so I think my general feeling was that to swing from true coach, fitness software to AirTable project management to sales manager. But then I think getting to know about women's footwear through Stuart Weitzman, so Jessy, I don't know if you get a kickback on that or something as a customer. Just a really cool range of products. And so that was exciting to see.

Kudos to Callum and Sheila and Alex, because I think seeing how every demo ended in a boat meeting was pretty impressive, it was a pretty impressive feat. So just weld on everybody across the board. Solid, just solid. I wasn't. I don't think I was able to push anybody too hard over the course of today. And so I feel like you were anticipating I read this page of objections already to go but you, you proactively addressed them. So way to go everybody and well done.

Joseph Fung: Love it. Quick check in I know I saw some score comments coming in from Greg Yep. For walking us through the judges feedback.

Greg Boyd: I would love to Yeah, so thank you to our team of judges who are going to do a walkthrough. So for competitors for judges. So get a look to have you comment on one. And so we're gonna lead off. So we'll have in, you're going to comment, just give some feedback and comments on our first competitor. Today, Roxy is on a quick walkthrough. And from there, we'll move to John, but kick us off in hazing, Roxy.

John Moon: Yeah, appreciate that. Roxy, awesome, awesome work, the beginning to the end, you were building rapport. I think that by far your biggest strong suit, you're really great on your feet, being able to adapt, and sort of, you know, challenge, handle objections that were really good to see and made a couple comments. I don't know if you had these prepared, but the sort of free show the sort of dog coming in, metals on the wall, like all of those, like really great.

Again, I don't know if you had those sort of in your back pocket, but really loved how you build rapport. I think, in a 15 minute conversation, super tough to get it all in when you did. The demo was short, I think it could work in your advantage. But it also could take away, sort of on one side, he created this illusion of Oh, there's something more to be really revealed.” And you sort of drive to that next call. But on the flip side, sort of could have left the prospect a little bit, you know, wondering if it's the right fit, something to consider there. But you got too close, you ended up booking the next meeting. So digging more there, but overall, really, really great.

Roxy Radaczynska: Thank you. I really appreciate the feedback. Thank you. Awesome. Thanks, John.

Greg Boyd: All right. And we have our very own john. John. So you're going to talk a little bit about Serge, what we saw from the world of fitness training applications. So John is already Winfrey on my screen.

John Moon: Sure. Thanks, Greg. You know, when I looked at that schedule, it hurt me deeply that I was engaging in, you know, any physical activity with any kind of regularity. So it made me quite jealous, says he did a great job in terms of the questions that you had, and then that mirroring on when you did that summary, that was really awesome.

And then it gave Greg actually an opportunity to say, oh, there's one more thing that we didn't even talk about. So really digging in really ambitious with that five minute, kind of was a soft promise, I guess I've given the time back.I think, you know, in a way, that's, of course, helpful, but I think there were opportunities to dig a little bit deeper into the impact of those pains that Greg might have had.

So, you know, if we had spent a couple more minutes on those, we could have really, like, twisted the knife on those paints. Great demo. It was obvious to me that you're or you know, it seems to me that you had familiarity with the software and you were able to show a lot and great recovery when you had that little tech glitch. And I think that happens from time to time and you know, the buyers aren't going to they're not going to care too much. And obviously in your case you recovered very quickly.

Great job on closing the next steps. I think it was actually I really liked that you you had you considered Greg's you know, if he had the co-op who needed to join, we wanted to make sure that the scheduling was going to work out with that. And yeah, overall a really great demo. I really appreciate it.

Richard Serge Roy: Thank you and appreciate it.

Greg Boyd: Awesome. Thank you, John. Move next to Ed. Ed, you speak a little bit about Jessy. And there's some kudos going to add to who's one of the guest speakers in the cohort on a demo prep. So that was a bit of a superpower that came in handy here. So thanks for the head over to talk a little bit with Jessy.

Ed Jaffe: So this is you rockin that demo. I, I love that you did that. I think the whiteboard was just fantastic. And it's, I talked about this a lot in coaching that for all this fancy demo stuff, we have this $6 whiteboard at Target, I use this more than just about anything else. And so I love how you incorporated that. It was such a great way to keep Greg engaged because he was responding to him.

He was kind of watching what you were doing. He gave you all kinds of ways to, to interact with him, and it's different. And the more different you are, the more people are going to remember that. So I thought that was just so good. Some other things that I thought worked really well, I think you did a great job with rapport building, getting, I really need to know more about this fancy mug that Greg has. So I thought that just the coffee thing was a nice way to get him going. Get the conversation going.

The other thing you did that I really thought was great was you showed a lot of empathy, particularly around when you were talking about redeploying employees and how hard it is dealing with employees in this climate, you did it in such a way that it was a hard thing to talk about. But you did in a very sort of supportive way. And I thought it was really well handled. So really nice job with that. The thing that you might want to consider working on a little bit was just in some of the questions or a bit too closed ended, or almost too open ended.

So at the beginning, when you open with How did COVID impact you? That's one that there are so many ways that question can go, and especially if maybe there's a personal implication there, you know, maybe there's some family stuff or whatever, it could go in a direction, you really don't want it to go.

So you want to be really careful with a question like that. And then at the end, do you like everything you see so far? What if he said no. So that might be okay, if you're ready for that, that's totally fine. You just want to be able to adjust there. And then the whole thing brings Callum I think Greg clearly didn't like that.

So it's kind of like you had him but then it was almost making them feel a little less important when he'd already agreed to the meeting. So just be careful with that. But, you know, really great job again, the whiteboard thing was just so cool. I was so impressed with that.

Greg Boyd: Nice. And just to see how Callum doesn't come in and dominate the meeting columns is a great person to have in a meeting. Just to be clear, for all of us viewing here, I would have been thrilled to have you in a meeting. Callum just wanted to say that, especially if it was one that Jessy was hosting. All right.

So thanks so much to our fourth and final judge. So Jeff, would love for some of your commentary around our last presenter, Filip, just some feedback for Filip would be great.

Jeff Riseley: Yeah, Filip, I thought you did an awesome job. You've got an awesome voice, very calming, very soothing, great tone and pace, which I think is a great, great way to use very, very approachable and I think that was reciprocated. You really felt Greg was really calm and with you the whole way through.

But use that you're so easy to talk to, use that a little bit more upfront to build that rapport a little further and start letting them know a little bit more something that's interesting yourself and kind of connected with that on a deeper level.

If you ask really awesome questions as well, like really, really good questions that kind of really got at the scope, all of these sort of company challenges and company pains that they were facing. But the big thing you want to look out for is if you have a buyer like Greg, that's saying a lot of like we are working on this, we are impacting here, we are doing X, Y and Z.

You want to kind of dig a little deeper on that and dig into what about you, Greg, you specifically, how is that impacting you specifically in your role? Like what's that doing to your life inside but also outside of work? Are you losing time? Are you sleeping, okay? That's like really precious, really stressful, really connect with that and dig into you specifically, because that's going to be the emotional piece.

Where at the end, if he's hesitant about booking that meeting, you can dig into those pains, saying, hey, Greg, I know you said you have you've been sleeping to less hours a week or two, it two less hours every night. Like let's set up this meeting. I want to make sure you're getting your sleep cuz this is like we're gonna solve this for you to get really, really excited and pumped up with that.

That's a really big thing. got really great company insights, dive into you that emotional aspect, that emotion is what's actually going to get them to move and take that and move forward.

I guess the last thing I'd say ROI again, sir, is capturing the company aspect. What's the time? What's the dollars and cents around these challenges? The longer you wait, what's going to be the issue there? I know that's really tough to do in a short demo, but it's something to think about. And the last thing I'd say I know is that sort of trials and stuff run out. But in terms of how you're positioning yourself, sit a little closer to the camera.

I know it's kind of normal when you're nervous and stuff you're swivelling a little bit a little bit sitting back kind of comes off, but you might not be as interested. Love that you were taking notes. And that was visible because it shows that you're listening, but sit a little closer, sit engaged, kind of make sure that you're there as opposed to sitting back and swivelling. But overall, he did an awesome job. And I think this was a great start.

Filip Arezina: Thank you. Thank you. It was really good feedback. I appreciate it.

Greg Boyd: Awesome. Thank you, Jeff. Thank you to each of our judges. That's great feedback.

Joseph Fung: Greg, this is awesome. I know that the scores are coming in. It looks like it's really tight. I don't think everyone's super eager to get to the championship, the winning crowd. I'm going to ask you to do that in a moment, but need to do the quick, obligatory commercial break. If you're here on YouTube. Take a moment to hit that subscribe, hit that like button. We're here to launch some amazing careers. And the more we share these streams, the better success we have.

So yeah, click that button and hit the share. A lot of us are stuck. You know, helping our kids study from home working from home. That means you don't have a lot of other things to do. You could share the links with your friends and family though, like that tip.

But we really want to get to the winner. So let's stop the preamble. Greg. Are the scores in Are you good in writing set to announce a winner?

Greg Boyd: We just do one final check. Because as you mentioned it is very close. And we don't want to do an awkward Oscar quality calibre mis-announcement here than while you're but we do have that it appears the scores have stopped moving and they are in jazz.

Joseph Fung: Okay, we're in a good spot. So we're gonna have some winners. We're gonna take care of a little bit of housekeeping afterwards, because we've got some more really exciting events coming up and then we'll let folks go. But Greg let you roll us in.

Quick thing before we do anybody who's in the Zoom Room, if you can unmute yourself, so that when you applaud, and the crowd goes wild, our folks can hear it and celebrate so take that moment to unmute I know I said the house rules keep yourself muted, but this is when we break those rules. Okay, Greg. Tell us who wins.

Greg Boyd: Alright, Joseph 21 two team get that bread winner for Demo Day is...Roxy!

Roxy Radaczynska: Thank you to my year old brother. Thank you.

Greg Boyd: I think from that Instagram post, the crown is being made for you and not fulfilled today. We should share that an Instagram reshare

Joseph Fung: This is awesome. Fantastic. Fantastic job everyone is a great competition. Feedback was awesome quick notes for our class and our competitors. You'll get the full notes you know from the judging scorecards afterwards, you'll be able to debrief it tomorrow.

This is gonna be a good time. Before we dig into that housekeeping, I want to share a little bit of content for our YouTube group. If you enjoyed this event, enjoy participating and hearing some great sales tips. We have a couple of upcoming events. Our next demo day is in a month, Thursday, June, Thursday in the beginning of June 6 to 8pm.

It's always that first Thursday, so feel free to check it out and follow there. as well. We have another event that's open to the public coming up on Tuesday, May 18, 6 to 7pm Eastern, we've got another cold call blitz that is open not just to our students and our grads, but the public.

So if you want to brush off some skills, if you're curious about what cold calling is like or you want to put new scripts, new questions through their paces, come and join us for some live practice. That's how we get better every single day. And then the last thing I'd like to say before we let our audience on YouTube go is a big congratulation to our competitors. Getting here is a huge challenge for the media through a huge, crucial 12 weeks to our winner Roxy, amazing job, great job.

And especially to our judges. Thank you so much for your time, your energy, the feedback is amazing. We could not do this without you. If you are on Youtube and tuning into the stream. You'll see LinkedIn links and company notes in the description.

Check them out, follow these amazing leaders because they are doing some great stuff. And they've been very generous with their time. But for those of you who have joined us via YouTube, I'm going to let you go. Hope you have a wonderful day and we'll chat with you soon.