Our September Demo Day was spectacular!
In the last 12 weeks, Uvaro has been training these recruits to become the best tech salespeople possible. These champions hone their sales skills in tactical prospecting, discovery, objection handling and more. We are excited to showcase our top 4 candidates in September’s Demo Day.
These selected recruits now get 15 minutes, uninterrupted, to deliver a specific type of software demo. We now present to you… September’s Demo Day!
Event Recap: September Demo Day
Joseph Fung: We’re waiting as the rest of our judges arrive get turned out to their breakout room. We’ve still got a few minutes before we really get started. So don’t worry. You’re not late we’re just kind of catching ourselves up.
Sheila Fung: Ian, just a quick check, course instructor right now. Is that, yes it’s you, okay, never mind. Answered my own question.
Joseph Fung: For those of you if you’re joining us via Zoom, we do have a number of classmates, contestants, judges. And for anyone joining us on YouTube via the live stream, we’ll be getting going in just a couple of minutes. So we’ll sit tight we’re getting the last of our administration tasks finished up. And then we’ll get ourselves started. Keith, good to see you
Keith Cordeiro: Hey Joseph! How are you?
Joseph Fung: Awesome! Had a really good day. Oh on brand, I love the love the jacket. That’s good!
Keith Cordeiro: Oh yeah! You know I got a rep always!
Joseph Fung: There we go!
Adam D: Good to see you, Keith.
Joseph Fung: Oh there we go! I think he got pulled out to the breakout room.
Sheila Fung: Yeah! So drew I sent over an invite to the judge’s room. There we go. Looks like that’s working. I’m gonna wait here for a moment, Joseph, before I pop over just so I can pull people in.
Joseph Fung: Totally!
Sheila Fung: Actually! Maybe I’ll pop over and pop. So that I can explain what’s going on.
Joseph Fung: Jake, good to see you!
Jake Maisonet: Joseph, how’s it going?
Joseph Fung: Not too shabby! I’m pumped. This is going to be a lot of fun.
Jake Maisonet: Awesome! Me too!
Joseph Fung: I love the setting that you have there, like the windows behind you give you a fantastic background.
Jake Maisonet: It’s actually my bedroom. But my wife’s office isn’t here and all of her co-workers refer to it as the dojo. And I think it’s pretty!
Joseph Fung: Good! It does yeah!
Paul Baribeau: I thought it was a green screen and I was just gonna roll with it.
Jake Maisonet: Yeah! I’ve actually, we had mooney in, a few weeks ago, speaking as well and that was the first thing he said as well he’s like where did you get that green screen I need a copy of that.
Joseph Fung: There we go. We’ve got most people arriving in. I just got a message. And Sheila is working through the instructions with our instructor, our judges in the breakout room. I see we’ve got a couple more people that we’re waiting on. We’ve got just a minute left before six. So we’re sitting in good timing.
If you are joining us on YouTube on the live stream, please feel free to chime in via the chat. If you’ve got any questions to comment those will be sent off to me as the host anybody that’s joining us in Zoom a couple of requests please feel free to engage in the chat I’ll be keeping that an eye on it as well as if you keep yourselves on mute throughout the presentations, that’ll avoid any of our sessions being interrupted by someone else’s pet or kids or roommates. So that makes things a little bit less stressful for the presenters. There we go. We’re getting ourselves all set.
Quick check on my side. Can everybody see the Uvaro demo day slides? They’re up and running smoothly for people? Nice! And how’s my audio coming through loud and clear for everybody? Excellent! Just a quick break, we’ll be back and get started. Okay! So Sheila is working through the last of the instructions for our judges. But we are going to get ourselves started while she’s in the tail end of that, because we want to make sure we’ve got room for everyone to share their presentations, their demos and for us to get ourselves rolling. So again, big start especially if you’re joining us on the live stream.
Welcome to the Uvaro demo day. This is always a lot of fun.
This is a culmination of 12 weeks of hard work, a lot of lessons learned, a lot of laughter shared and today we get to crown a new demo champion. so in the Zoom room today are contestants, judges, classmates, a couple of VIPs but joining us as well on YouTube via live stream, are also other students potential students, sales professionals, potential employers, there’s a whole mix. So it is going to be a fun time. But to get ourselves started for everyone, here I’ve mentioned how our judges are back in their judges room getting some last-minute instructions and coordination.
But let me tell you who’s going to be evaluating the presentations. Today we have Keith Cordeiro from SalesLoft, Shane George from OnCall Health, Drew Williams Founder of the Sales Playbook Builder and Callum Bramley another Instructor from the Uvaro team. Now for those that haven’t sat in on a demo day, it really is worth underlining. How challenging it is as a judge as well as how challenging it is as a presenter. All of our contestants have been asked to deliver a 15-minute discovery call. Now when we do this exercise in class, we give people way more time.
Typically up to 30 minutes. And so we’ve asked them to compress that into 15. But we’ve even upped the pressure further and we’ve said not just delivering a discovery call but do a software demo during that call as well. Now Sheila, the Lead Instructor, is actually the lead judge here she’ll be the audience, the buyer for this discovery call. But you never know who she’s going to bring in with her she might be bringing in a mystery colleague like a CTO, she might be bringing in her boss, she might be bringing an assistant. So there are definitely going to be some surprises that pop up.
As well as we’re listening to our presentations, the judges are going to be evaluating on five different metrics on closing skills if you’re a buyer would you move forward in the next step. Expertise did the recruit demonstrate their knowledge of the solution of the business of the landscape rapport building. You know how did the conversation go, how was that relationship. Questions did they ask really good discovery questions and gain new useful insights and then finally answers. When Sheila and the other purchasers ask questions do they give some good answers and so we’ll be evaluating those.
The judges will be scorecarding throughout. And at the tail end we’ll tally the scores. And we’ll announce our demo champion by the end of the session. so we’ve shared who the judges were I’d love to share a little bit about who our competitors are today because only one fully crowned demo champ and before I jump the next slide I’d really like to emphasize that we do like to increase the pressure. No one knows who’s presenting in which order. So this next slide’s got a number of names and faces as a heads up, it is not the order.
So we have presenting today, Tinee, Jake, Adam, Yeseed and Jame. No this isn’t the order. We’re going to keep it you know a little bit of surprise. But I wanted to go over, a little bit of the rules of engagement, so that we know what we’re getting into. So first off, each of our contestants has chosen the product that they’re pitching. They’ve also chosen the customer profile and the persona of who’s on the buyer’s side. It’s amazing. We always get such a fantastic variety and today, is no exception. We have everything from e-commerce to legal tech to video and construction software. This is going to be a fun mix. And again I’m so glad I’m not one of the judges.
It is going to be a fun challenge. But for the rules of engagement, why don’t we talk a little bit about those rules of engagement. So if you are a contestant, if you are a presenter make sure that you remind the audience and the judges they put the scores in the right place, your name, what you’re selling and who you’re selling it to. Because we know it’s Sheila on the other end, but it’s really good to know who she’s actually going to be. You have 15 minutes to present. I have a timer here, we will cut you off, so make sure you keep track of your own time as well.
After the 15 minutes, there will be a two minute period so the judges can finish their score and we’ll announce the next presenter right away. Which means that you’ve got about two minutes to get yourselves ready enough to present. Now to give that same two minutes, to the first person I’ll take this moment to share, who our first presenter will be. So let me just pull up our actual queue. Oh I really do need a drum roll for these moments. So up first will be Adam. So Adam you’ve got a couple of minutes to get yourself ready, but yes we will be knocking down our first three presentations. We’ll be pausing for a brief intermission; we’ll finish with the last two.
There’ll be a brief feedback period where we’ll be able to share some high-level comments from the judges. Then we’ll announce the winners. Now for our contestants, don’t worry. You’re only going to get a couple of sentences here because we have a limited amount of time but you’ll get a full score card as well as with detailed comments. So you’ll know where you were strong, where you could improve. But don’t worry! You’ll get some stuff live right now.
So these are the rules of engagement for our contestants, but everybody else, that’s here in the actual event. We have a couple of house rules for you. If you’re here in the Zoom room I would ask that you keep your mics muted and your camera’s on. It does help the contestants to see reactions, gauge feedback and it’s a host that helps me know when people are back from the intermission so we can get started again. That’s the first one I’d ask. The second thing is that we encourage you to engage in the chat. Most importantly our lead buyer will be keeping her eyes on the chat for good questions, new requirements, new ideas to keep in mind.
So if you have any tips or ways to ask really good questions toss them in the chat she’ll be watching. As well this is a space to help build up, help people launch new careers. So please be respectful that constructive feedback is always good but especially as you’re sharing feedback in the chat and the channels, let’s keep in mind that everyone is growing and learning. And you’ll see it’s sometimes hard to believe that everyone’s only been in a 12-week course. But I ask that you do participate toss things into the chat and then finally if you are interested in joining us on YouTube, the event stream will be tossed into the chat there, feel free to share it with friends, colleagues, social media.
If you’ve got others in the house who are super curious about what you’re tuning into you can pass them the live stream too. So taking care of some of the house the rules, taking care of some of the items the next step is to actually get started. Before we do, Sheila, are there any comments questions housekeeping from the judges team that we should keep in mind?
Sheila Fung: No housekeeping from the judges’ team. I did want to check in though that we have a time keeper set up and ready to go. Because I missed the earlier part. Are we okay on that end?
Joseph Fung: We do. For the 15 minutes you mean? We do.
Sheila Fung: Awesome!
Joseph Fung: Don’t worry! We’ve got sound effects and everything. So…
Sheila Fung: I’m excited!
Joseph Fung: I don’t know if I should be hoping no one goes over time or hoping that someone does to see if it works. Adam, it’s just about yours. Any questions before we get started?
Adam Deyell: So the timer starts after I introduce those three items, is that right?
Joseph Fung: That’s right! So I’m going to stop sharing my screen. This screen is all yours. And after you introduce those things, we will start that timer.
Adam Deyell: Sounds good. So my name is Adam Deyell. I will be selling a product called Bridgit Bench. The company’s called Bridgit Bench is one of their products. And it’s a resource management tool for construction executives. So I guess I’ll share the ICP as well.
Yeah so just in general, large construction companies also I’ll be referring to them as general contractors that build across multiple markets with a diverse workforce. So lots of different moving parts within these construction projects. They have fluid construction plans and usually, ideally, their teams are 50 and over. So pretty hefty size construction companies.
And on average I would say around 10 projects on the go at once and each project ranging from 2 to 36 months in duration, so. Alright! Let me get my own timer set up. Alright, Sheila, it’s great to see you again. How are you?
Sheila Fung: I’m good, Adam, thanks! Good to see you!
Adam Deyell: Good to see you too! So I just before we get started here I just want to make sure that you still have 15 minutes to speak with me today. Is that right?
Sheila Fung: Yeah! That’s right I have a hard stop though. So we got to keep it in the 15.
Adam Deyell: Sounds good! Got it well thank you so much for your time! One before I dive in here, I just want to kind of set a goal for each of us here. So we’ve spoken previously I got a bit of an idea of what your resource allocation process looks like, the tools you use. And I want to go over that in just a minute. But before that, I want to set a bit of a goal for each of us today. So obviously you by the end of this conversation, I want a better understanding of where you’re at and how you’re feeling about Bridgit Bench to see if it’s a good fit.
And then I have the same goal too because ultimately this is a subscription-based product and if you’re not happy within the first few months of using the tool, then I have failed miserably at my job. I want to make sure that it’s the right fit for me as well. So why don’t we just dive right in by just touching on what we previously spoke about last week.
So a few points that I have here; you’re a project executive first of all. So you’re overseeing a lot of the projects that are happening at your company. From what I understand, you’re on average you have 10 projects on the go is that right?
Sheila Fung: Yeah! Give or take given the season!
Adam Deyell: For sure! Okay! So that that shifts a little bit. You have around 100 field workers from what I gathered?
Sheila Fung: I think we’re sitting at 75 right now.
Adam Deyell: Okay!
Sheila Fung: It’ll pick up a bit for the next couple months and then dip down there’s some seasonal shift in there.
Adam Deyell: Okay got it! And you’re primarily using excel spreadsheets right now to manage those projects is that right?
Sheila Fung: So many of them. Yeah!
Adam Deyell: Okay! Yeah! That’s what I gathered with the team of that size. I can imagine that you’ve got a lot of sheets open all the time. So why don’t we just dive into that a little bit more I wanted I just want to learn a little bit more about your process currently with spreadsheets and just how you manage all of those moving parts basically that is that that happens with your company and all the projects that you undertake?
So first of all can you just walk me through what it looks like when you first get a project and specifically with the onboarding of who’s actually working on the given project? So let’s say you’re given you’ve just won a bid and you know that you have to fill 30 to 40 rolls, what do your first steps look like when you start to plan that out?
Sheila Fung: Oh! Okay! So that’s fair! I have my one master sheet which is my loose attempt to map all of my sheets onto one. And I start there. And that gives me a general approximation of where the resources are going to be coming up free, an idea of what’s currently in place and what I don’t have access to. And that’s sort of like the bird’s eye view of everything that’s going on. But then when I’m getting into the details I have to take a closer look at each individual project…
Adam Deyell: Sorry! Can I stop you there for a second? So you said that that’s your sort of bird’s eye view spreadsheet right?
Sheila Fung: Yeah!
Adam Deyell: Could you just break that down a little bit more for me? Is that is that do you mean you list out all of the roles that you know you’ll need to fill. Is that what you’re referring to?
Sheila Fung: Yeah! So that one is organized by function. So it you know each role that I have available and then I have numbers, there’s a budget section as well but like I said it’s not really accurate it’s like a generalization just it’s based on like forecasting. And then if I want the closer look, I have to kind of like drill down.
Adam Deyell: Okay! That makes sense. Now from there let’s say that this project is 15 months long. Okay, so middle ranges two to thirty-six months is what you told me so let’s say it’s about a 15-month long project. Presumably, with a project over a year, I know from other clients that we’ve worked with that.
Sometimes there’s with projects of that length there’s a lot of shifting that goes on. You know people you know someone’s sick for a week, someone has to go away. Maybe someone quit so what happens when you start to have to shift names around and rolls around. Can you just walk me through what that looks like?
Sheila Fung: Okay! So you are getting into the biggest pain in my rear. I’m gonna say that every time there’s an unexpected change like that. Ideally, whoever knows it’s happening, who has access to the spreadsheets goes in and updates. I don’t know how often that’s actually happening and that’s one of the things I’m trying to try to suss out, because you know one guy forgets to update it and then it’s it throws the forecasting for seven other projects.
Adam Deyell: Okay! So first of all you’re taking on a lot with a project of that size, just yourself, let alone the fact. What I’m gathering is that you have other eyes and hands on spreadsheets as well and that complicates things a little bit more?
Sheila Fung: Yeah and I’m gonna say as well there’s not consistency. I have five project managers that work with me and they have access and its good but there are a couple of them who have individuals on the team that they’ll let update things or they ask to whether or not it happens on time and when it should. It’s hard to track.
Adam Deyell: Okay! Now, are you are you all working off of a cloud-based spreadsheet off of one live updated spreadsheet or do copies are copies sent around of scheduling? What I’m getting at, what my question really is, are there sometimes two different copies of the schedule out?
Sheila Fung: I’m not gonna say it never happens Adam. They should be working from the cloud version. But sometimes that happens yeah.
Adam Deyell: Okay! So I can see where some of that on a on a 15-month project. If you start to get too many copies floating around.
Sheila Fung: One guy has a hard copy in his pocket out there. I just know. It’s…
Adam Deyell: He uses the printer, he uses the office printer.
Sheila Fung: Yes!
Adam Deyell: Okay! This is good to know. So now we’ve touched on a few things here. So you have different hands you have different you know maybe two, let’s just say too many cooks in the kitchen sometimes, shifting information around on spreadsheets. With spreadsheets of that duration, obviously, once information starts to change depending on the spreadsheet that can get a little confusing. So I’m seeing some of the challenges that you faced with your current process already. Is there anything else that you’d like to touch on that frustrates you with that process?
Sheila Fung: I’m going to say duplication of work. And then not being 100& confident that what I’m looking at is accurate. That’s those are the primary things.
Adam Deyell: Okay so in a way it’s clarity, sometimes you feel like you lack some of the clarity. Okay!
Sheila Fung: Yes!
Adam Deyell: Okay! I hear you. Okay! And that’s just one now you yourself. I know you’re a project executive. So are you overseeing multiple projects at once?
Sheila Fung: Yeah!
Adam Deyell: Okay! And now I’m just gonna go run through some numbers real quick. So you said you have three project managers is that right that generally works under you?
Sheila Fung: Yeah! Three right now!
Adam Deyell: Three right now. And how many other project executives are there at your company currently?
Sheila Fung: There’s two others!
Adam Deyell: Two others! Okay! And is it safe to assume that they have a few project managers under each of them as well?
Sheila Fung: Correct!
Adam Deyell: Okay! Now! I’d love, maybe this could be for a different time, but I’d love to get some insight from your or maybe if you’d like to share from your director of operations who presumably oversees everything. I I’m already zeroing in and seeing how some of the information can get a little bit skewed with your projects let alone the other project executives and PMS and your director of ops who is trying to oversee everything. Is that a fair assessment?
Sheila Fung: Yeah and we like we try to stay on top of things but you know we can try to meet as often as we can. It’s still never going to be perfect. But yeah there’s other people who I think would need to see it.
Adam Deyell: Okay! So now if I were to ask you what would your ideal setup or your ideal world look like from a project planning perspective? You’ve pointed out some of the pains; I’m assuming some of an ideal world would be alleviated of all these pains. But if you could just put your finger on one what would it be, I’m hearing some things like you know gaps in information, trying to a lot.
Sheila Fung: I think what you’re kind of saying gets to just having confidence in the data I’m looking at.
Adam Deyell: Okay!
Sheila Fung: And that confidence means like it’s accurate it’s up to date there’s only one version and I know my team members are seeing the same thing I’m seeing!
Adam Deyell: Okay! Absolutely! Yeah! Now, this actually really reminds me of a case of a, sorry client that we worked with a company called wise construction. We worked with a project executive there named, Eric, who had almost identical an identical number of project managers under him and team size and project length. And he did use spreadsheets previous to moving over to our project bench.
He ended up finding that he was able to save five times the amount of time in his project management okay so that’s five times that’s, I think when we spoke with him it was it was several hours a week that he was saving not to mention all of his project managers and other project executives in their company because they did adopt it as an entire company.
So what I want to do really quick now if this sounds okay to you, is I just want to share my screen and give you a little quick visual of one window in the tool this is by no means the entire tool this is just something that I feel will address some of some of what you’ve described to me.
And I hope that by showing you this you can see how some of those challenges might be might be sorted out should you choose to adopt this tool. So if you don’t mind I’ll just share my screen?
Sheila Fung: Yeah! Absolutely!
Adam Deyell: Right! Okay! So you see the bar chart there, the Gantt chart?
Sheila Fung: I do!
Adam Deyell: Awesome! Okay, you told me, sorry, refresh my memory you said three to four projects at once?
Sheila Fung: 3 to 4 project managers, 10 projects on the go ones.
Adam Deyell: 10 projects on the go, okay. Look here’s a lock. This is just a snippet of our tool Bridgit Bench. And by snippet, I mean it’s a window within one of the functions of the tool. so if you look over to the left of the screen, if you see my cursor, there are a few different, there are four different options here and I’ve the blue highlighted button here that’s the projects tab. now in the projects tab, you have all of your projects listed. So you would have your 10 projects right in front of you here. Okay, is that is that pretty clear so far what we’re looking at?
Sheila Fung: Yeah! I can see them all at once.
Adam Deyell: Yeah! So we have three on the screen right now. So we have the, let’s take a look at the deacon theater for example. So I want you to keep in mind your current process as you look at this. So we have every single role that needs to be filled here. And we’re able to see in a GANTT view, how long each employee is on that specific project. So as we can see at the top, the senior project manager, Serena Williamson. She’s on for roughly six months here. As you can see at the bottom, the superintendent Georgia Forman, fun names, she’s on for about half the time. So…
Sheila Fung: Okay!
Adam Deyell: This visual what we what the people that I’ve worked with, they just found that it’s easy to just drag just drag the duration that someone’s on a project, drag the different, your different field workers around on this chart here.
And it gives you a really simple a simple way to just see who’s on the project for how long to make sure your roles are filled. and to your benefit, to address that confusing sort of who’s got what spreadsheet, who’s looking at what, everyone that you assign as a user will have access to only one copy here,
Sheila Fung: Okay!
Adam Deyell: This is the master copy and everyone is on the same page when they look at this. So like I said this is just this is just a snippet view, a quick view of one function of the project. I’d love to continue this conversation, I think at this point. I’m starting to sense that this is actually something that could be a good fit for you. Could you just, how are you feeling about this so far just from
Sheila Fung: What you’ve seen?
Adam Deyell: Yeah I I’m really excited about the ease. The visual is great, and I’m just, I feel pressure from spreadsheets kind of alleviated just looking at this version of it. My only concern at this is so you were saying that if anybody updates it, all updates in the same place. My main concern is just getting the whole team to use it. Yeah now you can assign similar to, let me think of an example, so on your spreadsheets you’re the administrator I presume. And you can assign people as editors or viewers.
So you could assign whoever you want, whoever let’s say you want your project managers, you only want three people that to be able to actually edit the schedules, you can assign that. And everyone who’s working on the project can be assigned as a viewer. So you’ll know that you only have you know you only have you and two or three others that have access to actually changing the information here. However, everyone on the project will be on the same page, able to see that, to see the same information.
Sheila Fung: Okay! And actually do you have a mobile version of this is this something they can access?
Adam Deyell: We do have a mobile version. And you know what actually we are coming up on the 15 minute mark. I don’t know if you do have extra time today. But I think what would be best is if we set up a time next week, even just 15 or 20 minutes. And I’d love for you to even if possible to be able to pull in some of your project managers. To get their eyes on this as well and we can go through the entire tool to see how that would work and I can even show you the mobile version as well. How would that sound?
Sheila Fung: Yeah! I want to see the mobile version. I think I think I can do that they’re going to want to know pricing I fare yeah
Adam Deyell: Well! We can absolutely dive into that. I have a ballpark idea right now. But let me just go back to some of my, some of the guys…
Joseph Fung: Sorry, Adam! We have hit the 15 minutes.
Sheila Fung: No sound effect?
Joseph Fung: Oh! It was just a little quiet. My volume was lower.
Adam Deyell: Oh! I was waiting for the 30 second dinger, what happened?
Joseph Fung: Well! There we go!
Sheila Fung: Oh! That was good!
Joseph Fung: What, I was watching my time countdown and I saw you jump in and go, oh I’ve got almost up to the time. But yeah we’re we’ll have to stop the session there. But you were going in for the close, that was good.
Adam Deyell: Thank you!
Joseph Fung: I could see Sheila nodding in the body language. I thought you were going to get the time in but I was close, I was close. So, Adam, you can you can let go of your sharing now. When we get ready for our next one, we’ve got two minutes for our judges. But before we do heads up to our next presenter, Tinee, you’ll be up next. So there’s a couple minutes there on the clock for Tinee to get ready. Adam, you’re through the gauntlet. You got the questions from Sheila. How are you feeling about things?
Adam Deyell: I’m feeling good! I’m feeling good! Yeah I feel like I was able to kind of zero in on some of her main pain points with her current process. And yeah just that those final, can I send my calendar over to you line, but other than that it was I felt pretty good about that.
Joseph Fung: Yeah! You’re right on the tail end that was good. Just for those who weren’t watching the clock as I was, you Adam, you did a great job of asking tons of questions, you got almost to the 12 minute mark before you even filled up the screen and your demo was from a single screenshot, you conveyed all that with a single image. So well done on that. Here we go. You can see the whole audience is impressed. I know you nailed it out.
That was really good. I see you know judges faces kind of coming up from their keyboards. Given them a couple of minutes to do numbers down. Sheila, can I get thumbs up or a hand wavy how are you guys doing? Are you ready to move forward? Nice! Okay, I am going to put 15 minutes back on my timer. Tinee, you’re up next. I’m just cycling through my screens of all of the videos that we have here. I want to make sure that we are all set up. Are you good today? I see you there now!
Tinee Campbell: Yeah! I am good!
Joseph Fung: Okay! I am going to mute myself. Please remember to share what you’re selling; who you’re selling it to. And after you do that, we’ll get the timer started.
Tinee Campbell: Alright! Well my name is Tinee Campbell. And I am selling Vidyard. And I’m selling Vidyard to head BDR at D2L so desire to learn. Yeah! Alright, Sheila, are you ready?
Sheila Fung: I am ready when you are?
Tinee Campbell: Okay! Hi Sheila! How are you doing today?
Sheila Fung: Hey Tinee! I’m good it’s good to see you
Tinee Campbell: Yeah! It’s nice to see you too. I want to give you a big thank you for connecting with me on LinkedIn the other day and for our back and forth email chat. Like we talked a little bit about video and how to integrate video into your team. And it was very insightful for me to get a little bit of information as to who you are and so I wanted to yeah open up this chat and see if Vidyard can be a great fit for you. How does that sound?
Sheila Fung: Yeah! It sounds great!
Tinee Campbell: Yeah, well, I got 15 minutes on the clock right here is that still okay for you?
Sheila Fung: 15 minutes! That’s good!
Tinee Campbell: Okay! Great, Sheila. So again going back to our conversation we talked a little bit about adding video software in adding video content into your team, space, sorry. After we had that conversation, have you thought any more about video is the interest still peaked for you?
Sheila Fung: Yeah! So there is interest. I’m super curious about. and after our chat I well I watched one of the videos that you sent me and I kind of thought about where it would place in cadences for myself and my team I’m not entirely sure that it’s effective. So I’m looking forward to hearing what you have to say about whether or not you’ve got some data to share with that.
And then also my VP sales, Shane, have been kind of wandering around the office. And he said he may have a question or two. So he may pop in at some point. But I’ll give you a fair warning on that. So I guess basically right now what I would like to know is does it work. And then where is the place in terms of how my team would be using it.
Tinee Campbell: Yeah! Okay! Sheila, those are great points. So I’ll be sure to add those today and I’m looking forward to seeing Shane. And answering his questions. So can you, said that you were touching on a little bit of video but you’re still a little unsure as to how where the value of it comes from. And also I’m so excited to show you that too because I’m excited about this Vidyard and I hope that you can gain a little bit of insight as to what I’m trying to show you today. But can you tell me a little bit more about your video experience at sales based? Has you and your team touched on video?
Sheila Fung: So a couple of the team have used it experimentally. Mostly through LinkedIn actually. Just sort of toying with it that way. And in general they seem to get a mixed response. I’m not sure if it’s the platform or how they’re using it, we don’t really have any you know we’ve looked at some loose resources out there.
But we don’t have a playbook for how to use video for outreach. So I’m sure there’s things we could be doing better that way. But the feedback I’ve gotten is that for some people they love it and it works and for other people it’s the same as a normal message on LinkedIn. But we’ve never used it regularly or in a way that’s been tracked.
Tinee Campbell: Okay! Yeah! I understand that too. And like taking video is sometimes a struggle for people. I know even for me, when I was first using video it took like 50 tries just to get that perfect take. Have you and your team found that same kind of pain where you have to continuously take video?
Sheila Fung: Yeah and I think that’s part of why the reviews are so mixed because it felt like a lot of work with mixed response. Because it’s kind of weird you know like sit yourself down and look all professional and we don’t really know about how much time we should spend on it, when it’s like how much time you spend personalizing an email how much time should you spend making your video perfect I don’t know.
Tinee Campbell: Yeah! This is well; this is something as well that video can help with. We have a customer service, customer support team sorry, that can give you that white glove experience on how to boost your video content and to give you pointers on how to make, create good video content and to give you that awesome timeline to create that video as well.
So if that’s something that I feel like you might also be interested in. Before we dive in and I’ll show you a little bit more. I also, Sheila, I wanted to congratulate you. I didn’t do it before. You guys just you guys are currently in your fusion 2020 virtual fair. How was that going? Moving everything digital as it once was like a big massive conference. That must have been stressful.
Sheila Fung: Stress was a good word yeah. We’re excited about it. It’s different this year. We’re going to do a big retro at the end and see. How it actually went right now, where I’ll just kind of like make it work.
Tinee Campbell: Yeah I feel you. I like the on demand aspect. I like the fact that that you have those, the webinars recorded. So I can see it. I actually signed up because. I’m interested in EdTech in the EdTech realm as well so being able to click back on videos that I didn’t get a chance to be a part of in the previous months. It’s exciting. So yeah kudos to that. And hopefully we’ll see where the rest of that goes that’s exciting.
Sheila Fung: Okay! Yeah!
Tinee Campbell: And moving on, you also were mentioned before that you wanted a way to personalize your cadence to create more of that personalization just to turn all of your opportunities into real customers. Have you, can you tell me a little bit more about how you personalize your cadence? Or how your team personalizes theirs?
Sheila Fung: That’s fair! So we spend a lot of time training them on how to effectively do research in the prospecting stage. So we get them looking at all the right pieces of information and then tailoring emails that are really you know specific and personal. So it’s obvious that it’s people talking to people. And I’ve heard a lot about how video can add to that. So the first step with LinkedIn the idea was they find a premise for outreach. And maybe they reach out by email but then at the same time they reach out on LinkedIn. And then a few of them injected the video there and that’s kind of the extent of how we’ve been using it now with video. But in terms of the personalization, every step of the cadence has some personalization to it.
Tinee Campbell: Oh! Okay! Yeah! That’s great. So I want to add to that personalization Sheila. So a little bit about Vidyard. Vidyard, a great video online tool that would not act that would not only give you video access, easy access for you to create your video content, you click play, you take a video you hit send. It’ll also give you an easy link to link between your emails and more. So I’m just going to share my screen with you real quick. If that’s okay? Can you see my screen okay, Sheila?
Sheila Fung: I can!
Tinee Campbell: Okay! So here is my video library. So these are all of the videos that I have created so far using Vidyard. Now I don’t have the pro plan which I do also want to introduce you to. But this is just a simple plan that I have that will that will allow me just to give you to show you something that you’ll be really interested in.
So as you can see I have all my videos here. Some of them personal like helping my sister create an arrow on Photoshop. And some a little bit more salesy where I am giving disco demos to two people. So just to give add a little bit more value to creating video content, I’m just gonna show you one video here if I’m just gonna scroll down.
So this is a cool video. You can see the amount of views that I got. This is something that you’ll be able to see as well if you send your video to a prospect. You can see how they viewed it also if I’m going to click on these three dots right here and click on video insights. As you can see here, oh there’s nothing there, yet. Because it was a long time ago. So I’m going to change it to this past year.
And here you’ll be able to see how many people viewed it as well. So we had the 2728 and then you can also see how long they viewed it for. So Sheila this is something that sets us apart from other companies as we you can have a clear scope as to how long people have viewed your video for which gives you an idea about how much to add, how much to let go, maybe you can work on it a little bit more. Test your video. Is this something that interests you? Any questions gathering?
Sheila Fung: What I’m thinking, this is going to give us the insight we need in terms of whether or not it’s actually making a difference. So it’s not just are they watching it. Are they watching the whole thing? Does it track like clicks and that kind of thing?
Tinee Campbell: Yeah! So again you’re gonna see the average video play rate. And it will also give you the action clicks here so you can see how many people clicked it. So these videos that I’ve created can not only be attached to a link it can be attached to your personal link too and as well as your company’s website.
So if you do send that email with a video and your prospect clicks on it, it can send them to a ready-made webpage that video design that will have your design on it as well. I would love to dive deeper more into that, but we are coming close to our 15-minute mark. And I just want to ask you even more if there’s any more pressing questions that you have.
Sheila Fung: I think Shane had a question about pricing. Shane, are you still there?
Tinee Campbell: Oh! Yeah! Shane!
Shane George: Oh! Hey Tinee! I’ve been you know walking around the background. I, you know I’ve been hearing the demo. So far you’ve been doing a great job. I’m just you know especially during these times. So nervous about the cost of this new technology. How does the pricing work?
Tinee Campbell: Oh that’s a great question, Shane! I’m gonna move you over here to this tab. Can you see this tab?
Shane George: Yeah!
Tinee Campbell: Okay! Great! So here are the pricing that we have for Vidyard currently. Okay! So you guys you have a pretty small team I would say. What was it like 10 15?
Shane George: Yeah! Around there! Oh sorry! Go ahead!
Sheila Fung: No that’s right! You got it!
Tinee Campbell: Yes! Let’s do this! So Sheila and Shane, so I think the 300 a month plan would fit well for you guys. Because it’ll give you that custom branding that I mentioned that will attach to your website and it’ll also give you the full video analytics that I previously showed you as well. It doesn’t give you the CRM integration, is that something that you might be interested in, it just helps you not create that extra step for you and your team.
Shane George: Yeah! I think I think we’d be okay to start without it. But it’s good to hear that we can bridge to it if anything. I think yeah the long run.
Tinee Campbell: Yeah! For sure the more you use it, the more you might like it, and the more you might see the value in adding the CRM integration on onto there as well. Shane, are there any other questions that I can help answer?
Shane George: No good! In mind, I’ll pass it back to Sheila and I’ll continue wandering.
Tinee Campbell: Yes! Right!
Sheila Fung: Thank you so much! I’m curious about the benefit of the CRM integration. I can imagine how that would be helpful. Is there like a tipping point you guys recommend in terms of when that becomes necessary? I guess that’s what your pricing model is based on.
Tinee Campbell: Yeah! I think once you’re once you start getting better at your videos and you start pushing more video out, with the help of our customer service staff, the CRM map, the CRM and map integration will just give you that like further heads up as to how you viewed your content and how long they viewed it for similar to the video analytics. But it won’t, but this will be shown on your CRM that you’re currently using. So the fact this analytics is will be shown on Vidyard whereas the CRM integration is going to be shown on your own previous one. Yeah! Which CRM are you using right now? If I may ask real quick.
Sheila Fung: We are on Salesforce.
Tinee Campbell: Oh! Salesforce! Yeah! We, yeah, we work with those two with that company too. So we’ll be able to help you in that in that sense when the time arises once you get real good at Vidyard. So I’m just gonna stop my screen share here, Sheila. Today we talked a lot about video content. How to add video content into your cadence. And we talked a little bit about pricing and Vidyard’s awesome analytics feature.
I would like to chat further with you and just dive deeper into the many other features that I mentioned, but wasn’t able to show you. Is it possible to set up another video chat maybe next week just to chat a bit further? Maybe you can bring Shane on and if he’s not too tired from his labs?
Sheila Fung: Yeah! I think we can do that maybe a dedicated call with, Shane, maybe another end user as well to just see what adoption looks like as well.
Tinee Campbell: Okay! Sounds great! Then, Sheila, I’m going to send you a calendary invite and you can you and your team can just choose the right time that works best for you and then we can chat further.
Sheila Fung: Great! Okay! Thanks!
Tinee Campbell: Alright! We’ll talk soon!
Joseph Fung: Great job! You had 159 left on the clock!
Tinee Campbell: Yeah! I just saw that there was like, oh no!
Joseph Fung: I was so excited about using my new improved volume on my sound effects. But well done you kept yourself inside the 15 minutes. So before I struggle back tonight, heads up for our third presenter, Jame, you’ll be up third. So you got a couple of minutes to get yourself all set up there. Tinee, while everyone’s finishing up their scores how are you feeling? Now that you’re through it.
Tinee Campbell: I feel like relieved that I’m now done. It was fun though. It wasn’t bad. Yeah…
Joseph Fung: Nice!
Tinee Campbell: Talking to Sheila is always smooth.
Joseph Fung: But that VP of Sales, that was tough.
Tinee Campbell: Yeah! He was running while talking. It’s hard to keep up.
Joseph Fung: Nice! I liked how you had the pricing ready and available. You’re prepped for that curves question and great job handling, when you pulled up the stats and there was nothing there, you rolled to that really well. So I see scores kind of trickling in and showing up! Sheila, I’ll be looking to you to give us a thumbs up, when we’re ready to move forward. Okay so we’ve got judges scores in, we’ve got our third contestant queued up. As a heads up a reminder for everyone after Jame wraps up, we are gonna take a five minute break. So that people can top up their waters, their coffee.
But we will start sharp with the five minutes afterwards. But, Jame, again please introduce yourself. What you’re selling, who you’re selling it to, and then once you’re done that, we’ll put the 15 minutes on the timer and let you run with it. I’m hitting the mute. The floor is yours.
Jame Z: Awesome! This is so fun. I think this is really neat the past 12 weeks have been awesome. So the culmination of this is just great to be able to do it live and my wife is at work right now, watching I think maybe. I don’t know, hi Rachel! Anyways! I digress so!
The background of this, I’m gonna be selling Shopify plus. And I am targeting a fictitious large bicycle manufacturer and wholesaler based out of Canada. They’re looking to grow their online presence as their showrooms have kind of seen a hit due to Covid. And their online infrastructure has really struggled with to keep up with the demand. So again just promoting Shopify plus in their e-commerce platform.
Sheila Fung: I am ready! When you are, Jame?
Jame Z: Ring Ring.
Sheila Fung: Hi! Sheila here!
Jame Z: Hi! Sheila! How you doing! It’s Jame with Shopify Plus!
Sheila Fung: Ah good! Thanks, Jame! What can I do for you?
Jame Z: We had seen that you guys had been shown some interest in Shopify plus and I just wanted to follow up and see if I could demonstrate what solutions we could provide your business. Is okay for today?
Sheila Fung: Yes! Thank you! Actually, it took me a second I remember now. Yeah I was looking at the, your ecommerce stuff I was I filled out a form fill I think. But yeah I would like some more information I have time now that works okay?
Jame Z: Perfect! So! I’ll just jump right into it. So yeah thanks for taking the time to chat with me right now. I was actually riding the hydro cut trails in west waterloo and I saw a couple of your bikes and was really impressed. And the design is pretty sleek and then I asked you know the rider and his family you know like how much was that and the price point seemed awesome. So I really you know as a fellow biker. I really think that’s pretty fantastic. So I’ll just jump right into it.
So I’m going to kind of ask you a couple questions trying to feel out where we can best support you. I’m not sure if you’re aware but Shopify plus is a massive e-commerce organization and we have tools that could benefit you now or could benefit you in the future. I have a couple in minds that I’d like to go over with you but, I kind of want to ask you a few questions. If you’re okay with that?
Sheila Fung: Yeah! Absolutely!
Jame Z: Okay! Awesome! So I guess my first question would be, do you mind sharing kind of what brought you to the Shopify plus website?
Sheila Fung: So I was looking for solutions to take things online and I know it’s you probably are hearing a lot of this right now with everything that’s going on. And it is not like, it’s overdue, it’s a thing that was kind of on the back burner for a while trying to take things online for expansion. But of course covid has affected retail stores. So our showroom is not packed and we’re not throwing things off the shelves or anything. And we don’t really have anything solid in place to deal with a bigger online demand. So two things happened, one we couldn’t adequately shift things in time.
So we’re hurting. But two, now that I’ve been dedicating time and thought to it, I’ve realized that there’s a huge, there’s a huge opportunity that I just haven’t been tapping into with taking things online. I would like to take things just international if it’s possible. Yeah so I’d like some insight onto what that looks like. How that works?
Jame Z: Yeah! No! That sounds awesome! Like I said the product I think will be able to sell itself. You know and if I if I may ask, are you the wearing multiple hats in your organization? Do you have an IT team to help you with your own, yeah currently?
Sheila Fung: I do have an IT team but it’s one guy. I’m the director of sales. My CEO has been thinking about this and I am hoping to bring this to him. Yeah but in terms of implementation it won’t be me. I’m just highly motivated to drive revenue, so this is the avenue, but we have the one guy who helps us with our IT stuff currently.
Jame Z: Okay! Yeah! I know that, that’s a resounding trend we kind of work with businesses of all sizes and we help them scale and you know we understand that your business is your business. You know, you know bikes, we know, IT. So we want to help keep that revenue in your boat, in your pockets and let you focus on bicycles while you can outsource your front end.
Sheila Fung: Okay!
Jame Z: Diving in a little bit more. So what I’m hearing from you is, your website leaves a little bit to be desired from both your perspective. How about your customer’s perspective? What what’s the front end have you had any customers?
Sheila Fung: Yeah! Some of it’s okay. So in general the website is dedicated mostly to showing product, not directly a way to purchase it, it’s just sort of specs and there’s you know there’s one blog but it’s not up to date. We don’t really have an online presence in the sense of like content creation or anything. We have a website so that if people are looking for us, they can find us, but that is no longer the model.
Jame Z: Okay! I know that sounds good! So I’m momentarily going to dip into kind of what it is that we can do to support you guys, but, one kind of additional question. What happens every month when your CEO comes to you and asks for you know next quarter’s forecast?
Sheila Fung: Now or pre-covid? What are we talking?
Jame Z: I’ll say now!
Sheila Fung: Okay! To be honest, right now the feedback I’m getting from my team is that, it’s a struggle to really forecast anything, everything’s super unpredictable. And then the thing that comes along with our you know limited dedication of resources towards the website and that model, our inventory tracking has never been stellar. We just kind of you know everything moves really quickly. So we make it happen and now that things have slowed down we’re kind of faced with time to really examine what we’ve been doing. And I’m going to say that we don’t have a great way to track sales.
So when they ask for insights, a lot of what I’m telling is previously just based on trends and themes and what everybody’s feeling. Which is not ideal. And then more so now with covid because there’s so little data to base things on. With a system that was already short on data to begin with.
Jame Z: Yeah! And you know this is again I’m hearing this kind of all over you know one of the reasons Amazon is so successful is because they have the data and of course the capital to back this all up.
So what we want to do is make sure that businesses like yours are able to you know not only survive but thrive in this new economy not just your commerce but your e-commerce as well. So I’m gonna just jump to share a screen. Give me one moment here. And let me know if you can see my screen. Can you see it all right there?
Sheila Fung: I can yeah and I should also let you know I just pulled my CEO over Callum. He should be okay he’s just kicking around here now he might have questions too, just a fair warning.
Jame Z: Kick around! That’s not a problem. So I wanted to let you know you know we are able to help you focus on your business like I mentioned before. You know not only are we able to help with your back end so your analytics, your forecasting, your inventory levels and just general reporting.
We can help you on the front end too. So with covid, people are missing that tactile feeling of the product. So there’s a lot of times where people are purchasing a product and just returning it back.
Because it’s not what they expected. and I think there’s a very costly way of doing business that way, so part of our platform allows for a higher conversion rate with augmented reality and 3d product videos and you can kind of move it around the screen so you can see you know what all the different bike components are and you can really Zoom in. So I think that’s a very useful tool. Is that of interest to you?
Sheila Fung: I did the thing! I was muted! Yeah! So I’m going to say that that you’re bang on with that. And like with bikes that’s a thing because everybody wants to be in love with their bike. If they buy something and it’s not the fit that they’re sending it right back and you know with shipping and everything it’s just it’s not ideal. So I’m gonna say you’re right on the money there.
Jame Z: Okay! Yeah and that’s extremely costly right not only from your perspective but like the greenhouse gas emissions of you know big boxes going back and forth. So we just want to help you streamline that. now I know we’re running a little bit low on time, here, so I did want to touch base on the international e-commerce platform and so part of the whole toolkit, part of our solution here is that, we can actually help you guys grow not only locally and regionally but you can go nationally continentally and go global you know as part of our package we can offer you nine expansion stores that can help you localize your efforts depending on where you’re looking to expand.
So this is part of the package and you know what, are you okay discussing pricing right now? and I’m not I won’t hold you to this but I just figured I want to give you kind of the whole nine yards in this little bit of time that we do have and if you like what you see we can follow up with next steps. Are you okay if we discuss some pricing?
Sheila Fung: What do you think, Callum, do you want to see pricing?
Callum Bramley: I don’t think it’s too appropriate right now! I mean the thing that’s top of mind for me is I was actually speaking to another CEO in my network. Who do use you guys by the way and they, I first and foremost they do really love the product. The one feedback that she gave me was takes a while to get implemented. Tended to drag like, yeah, tended to drag on a little bit.
So you know I was just wondering how we might be able to manage that, obviously as Sheila’s mentioned we’re pretty low on resources ourselves and manpower. That’s what’s that’s just one of the things that’s top of mind especially for our VP of operations, how we might manage getting that implemented.
Jame Z: Okay so, industry norms actually say it takes a number of months to get this rolling on your end, or, sorry I should say on our end. But for us we actually average 90 days so it takes 90 days to get you implemented obviously. We need to port your different APIS and any kind of functionality you’ll want to have on the website. We can report that in.
So perhaps your colleague had some issues, I know you know no business is perfect but you know with covid happening it’s been quite a, our business is booming over here and we’d like to help as many businesses as we can so I do apologize if that was the experience they had. It’s not typical. I will say that.
Callum Bramley: Cool! I mean with 90 days, are we able to get our hands on some sort of trial account and if that goes well are we able to turn that into a paid account so we can more or less get ourselves started? Is that something that we could do?
Jame Z: So that would be typically through your Shopify account. This would be Shopify plus so right now you’re looking at two thousand dollars a month and that cannot provide you up to nine different websites, different languages and support for each website. You know you’re taking away your IT, taking away the height, your, its headaches and obviously improving on your reporting helping grow and scale your business. So no pressure.
I hear what you’re saying right now. I’m, what I can do is, I have a case study that I can send to you guys if you’re interested it’s actually another bike store that actually doubled their sales just by using Shopify plus. So I’ll go ahead and send that to you. If you’re Alright with that. And then Kayla and Sheila if you guys are interested, I can kind of send you what a preliminary contract might look like. And obviously I’d love to have your IT, a gentleman, be a part of these conversations as well. Like this is a platform to help him and help you guys grow your business. So if you guys are open to that, I’d love to set something up, with him, if you guys are okay to that?
Sheila Fung: Right on! I’m okay with that. Callum, what do you think?
Callum Bramley: Yeah sure! That sounds good to me!
Jame Z: Okay! Awesome! Well you’ll see an email from me momentarily. Again I appreciate your time. And I think we’ve got a couple minutes left. So if you guys have if you guys don’t have any other more, any other questions, you’re welcome to get two minutes of your life or I can try to answer anything else you need.
Sheila Fung: I don’t have any more questions. I think just, let’s set up the call with the IT guy and we’ll take a look at things and kind of talk about it from there.
Jame Z: Okay! That sounds awesome! Well, again I appreciate your time and thank you, Sheila, for reaching out
Sheila Fung: Great! Thanks, Jame.
Jame Z: Good day!
Joseph Fung: Well done! Nicely done, Jame. You had one minute 57 seconds left on the clock there. So some good consistency, a good eye on the time there. So we will be taking a quick five minute break. Give our judges some time to put some numbers down. Let people top off their coffees and things. Before we all break, I will share my screen so you’ll see the five minute intermission sign up. As soon as we come back our fourth contestant will be up.
Yeseed, you will be up right after intermission. So you’ve got a couple minutes to get yourself ready. But yes I’ll be meeting myself, stopping my video. I’ll toss up my five minute intermission and again if you’re here on YouTube, we will be back shortly. See you all soon. so quick reminder for those that are in the Zoom room, when you do come back if you can flip your cameras back on that let me know that everyone’s back and we can get ourselves started again.
Joseph Fung: Hey Kelly! You’re back and your mic is on. Also thanks for everyone who’s chiming into the chat. It’s great to see the dialogue and the comments. And for the question that came over to me one-on-one, no it’s not a glass of wine, it is a glass of coke. But in this particular lighting, it does always look a little reddish. So keep myself caffeinated before hitting the wine. Totally fair question. Since we are all working from home, demo day is a BYOB event. I saw how excited you were about that, Paul. See he’s really just got a glass full of gin. So we’re all set.
Just a quick check on the time. We’ve got another minute and a half before, we get ourselves started again. Oh wine Popsicle would be brilliant. For those on YouTube the dialogue right now, in the Zoom room chat is entirely about the different ways, we can enjoy alcohol. And I do think a boozy Popsicle is gotta be at or near the top of the list. That’s pretty solid. Healthy choices, yes! And since our next contestant is, Yeseed. He is the star performer. He is back, quick check. Yeseed, how are you doing? All set up and ready?
Yeseed Aro-Lambo: Yes, Joseph! Hi Joseph!
Joseph Fung: That’s fantastic! We’re definitely waiting on a couple of more judges. So don’t worry, we’re not going to put you in the hot seat quite yet. And for those that aren’t watching the chat, as well as we has talked about our boozy popsicles, Kelly’s, offered some fantastic devices so we can make frozen boozy treats. So since we’re talking about Shopify stores and e-commerce this is a good opportunity to get ourselves stocked up for what’s left of the summertime.
Sheila, quick check there, how are our judges scores doing for our last presentation for Jame’s session. There we good, for moving forward? And Jame, how are you feeling now that you you’re through the gauntlet? You’ve done your presentation. You could sit back and heckle now.
Jame Z: I feel really good. I feel like, I missed on a couple things. I like the curveball. And there was something that I had ready for that and I couldn’t pull it off the website. So other than that, I feel great.
Joseph Fung: I like how Callum, the CEO joined. And he was a friendly ally in that buying process right out of the gate. He was he was supporting that sale. Calling out, some smack talk from another customer. Kept it, get me nice and easy for you, Jame. I’m sure you see feels nice and confident about what objections might come up now right?
Jame Z: Not really!
Joseph Fung: It looks like we’ve got our crew back we’re sitting at a good spot. So I’m going to stop my screen share. Our intermission is up. You see it a quick reminder, please make sure you tell our judges and audience what you’re selling, who you’re selling it to. And as soon as you’re done that, we’ll start our 15-minute timer. I’m going to mute myself and give you the mic.
Yeseed Aro-Lambo: Yeah! Hello everyone! My name is Yeseed Aro-Lambo. And I’m so excited to be here. So today I’ll be selling tax foresight. And tax force is simply an AI power tax research and planning software. It helps lawyers predict how a Judge will decide a tax case even before he gets to court. So my ICPs are generally law firms and accounting firms. But my personal today is a managing partner of a small sized tax law firm. So Sheila, I’m ready whenever you are.
Sheila Fung: I am good to go, Yeseed!
Yeseed Aro-Lambo: Okay! So hello Sheila!
Sheila Fung: Hi Yeseed!
Yeseed Aro-Lambo: Hi! Yeah! It’s good to see you again!
Sheila Fung: You too!
Yeseed Aro-Lambo: Yeah! I know I know it’s tax season and you’re all extremely busy. So how are you guys coping with all the taxi issues, covid?
Sheila Fung: Yeah! There’s been some extensions. So I want to say it’s less pressure. But it actually it feels like more because everybody who’s behind now is kind of frantic. But we’re managing. It’s yeah, we’re Alright.
Yeseed Aro-Lambo: Yeah so I must say I’m super grateful for this meeting. We know how busy your schedule is nowadays. I know we scheduled for 15 minutes today and I intend to respect that. Are we still going for 15 minutes though?
Sheila Fung: Yeah! That’s solid!
Yeseed Aro-Lambo: Okay cool! So today we’ll be discussing how to understand your business challenges better, an overview of our products and how it fits into your use case. I also like to show you a short simulation on how the products work. Because of the time constraints, I would like to limit it to that but is there any other thing you would like to add to today’s agenda?
Sheila Fung: Nothing to add. If you’re going to show the simulation I think that should cover it. I would like to dig in a little bit just about the consistency coming out the other side of the use but I’m sure you’ll dig into that. So let’s just dive in and see where it goes.
Yeseed Aro-Lambo: Okay! Cool! Okay! So if I recall correctly, the last time we had this conversation you mentioned as one of your major challenges the limitations of your current research software. Is this correct?
Sheila Fung: Yes! Yeah! And I should highlight that it’s not just the limitations of the software that I’m concerned about, it’s the limitations of the users as well. And what I’m really hoping is to find some sort of consistency with how it’s being used and the outcome.
Yeseed Aro-Lambo: Oh good! I understand! Can I probe a bit further though? What kind of research tools do you currently use and how much do you get in terms of quality?
Sheila Fung: Yeah! So we have a lot of resources available to us. And tools wise we have one that, it’s super simple, it’s not on the cloud or anything, it’s more just a guideline of how to do the research. But I think the important piece is not necessarily the tool it’s just how differently each of my partners use it, right. And of course that affects things like you know who’s more on target, who’s more accurate.
Yeseed Aro-Lambo: I get you! I guess yeah good. Lastly when you ask junior lawyers. junior associates in the firm to go research and, I want to know how confident are you able to run with their reports, without double checking or and if you do that how much back-and-forth goes into correcting and teaching them before you have a final report that you can use?
Sheila Fung: Yeah! That is an excellent question, Yeseed. So I’ll address the first part first how confident am I. I am not. And that is the main reason we’re here having this conversation. And how much time is spent in going back and forth is really dependent on at any given time, how much time I can allocate to coaching of course. I want them to grow and I want them to learn and that’s kind of part of the process. But just for the over like for my goals overarching. I would I need them to perform more consistently, ideally faster.
Yeseed Aro-Lambo: Good! So! Say, we’re able to resolve all of this in a perfect world. What will be the major priority amongst all you highlighted so far that you really want us to hammer on today?
Sheila Fung: I think the consistent performance. And okay so here’s can I have two priorities that are directly related? Consistent performance between members. And then shorten that learning curve for the junior team members.
Yeseed Aro-Lambo: Perfect! So well I’m happy to inform you that I see our product as a perfect fit for your law firm. We can deliver on almost all the challenges you seem to have so far. And however before I show you how it works, as you were talking you know I just remembered a similar case about one of our customers, you know, in similar stature, they have small size about 10 lawyers. I’m sure you have, how many lines you have in your law firm again sorry?
Sheila Fung: 12, yeah! That’s right!
Yeseed Aro-Lambo: Well! Yes! Yeah! I’m sure you’re familiar with the walls and queen case. The 2019 is a very popular one. While they were preparing for the appeal, that was when we got to meet them. We introduced our tool to them, they decided to give it a try and by the time the court gave its judgment, our tool predicted the outcome with over 95% accuracy.
Sheila Fung: So they used the tool for that case?
Yeseed Aro-Lambo: Yes! They did!
Sheila Fung: I did not know that! Interesting!
Yeseed Aro-Lambo: Yeah! That is! Yeah! So okay well let’s let me let’s let me try and share my screen here to show you how this thing really works. Can I share my screen now?
Sheila Fung: Yeah! Go for it I’m curious.
Yeseed Aro-Lambo: Thank you! Yeah! Can you see my screen?
Sheila Fung: I can!
Yeseed Aro-Lambo: Okay! So let’s assume you have a you have a new client say an Uber driver who just got tax returns from the tax authorities and rather than classifying him as a as an independent contractor, he’s been classified as a staff of Uber. And you know being taxed as such. So you have that kind of client before you and you want to use that tool. So what you do is okay, so this is how it comes up. You select one of the categories that best fits your client’s case.
You have all of those categories here. So like a questionnaire format. You begin to answer questions, you fill in the blanks here, kind of profession Uber driver, you know feeling all of this. These are typical questions you normally ask your clients when they’re coming for legal advice, yes, so you impute all the facts as best as you can. I’m just letting this run.
So you see how deep the questions can go and you click compute. And what happens here is that you get the results almost into instantly and the result you get here is know what would help you convince the judge. It is what the judge will most likely determine at the end of the case. Yeah!
Sheila Fung: Okay!
Yeseed Aro-Lambo: So exactly so you can see this one it gives you with the 95 percent plus confidence. that this is exactly what the and asides that it gives you well from core of your legal opinion or legal advice in terms of explanation, it gives you gives you cases, to back it up. If you want to read more of the cases to see how similar the facts are, could easily just click on that case and that opens up. You need more authorities, you scroll down, click on more and save email to yourself to have a copy and that’s it. Yeah!
Sheila Fung: Okay!
Yeseed Aro-Lambo: So yeah one sec. yep, okay. So that’s basically how it works. and with that kind of scenario, you could change the facts as new facts come in, as you learn about something new, you have everything to play with you keep getting the results that you most likely will get if by, at the end of the day that’s the facts you end up going to caught with. Am I making sense?
Sheila Fung: Yeah!
Yeseed Aro-Lambo: So let me pause here, let me pause here for a bit. Do you have any questions relating to this? And if I move further.
Sheila Fung: I have a couple questions. So I understand how it works and it looks so straightforward that I think my entire team could use it. I can see the amount of time that it would save. Do you have are there any concerns about it actually? Because I talked about speeding up the learning curve, it would speed up their functionality. Is that going to remove part of the learning process for them?
Yeseed Aro-Lambo: Definitely not! For especially for junior lawyers the learning the learning process for them will be so simple. It will literally mean you spoon feeding them. Because you see the hardest part of teaching juniors is the research part. So you give them a case go and research this. So most of them don’t even know where to start from. So with this now, you give them facts. They need to go look for the law. Now this tool, you feed in fact, it gives you the law almost instant, then, the learning process so fast that they know what they’re doing and now you might not have to research results anymore, no matter how junior they are, yeah.
Sheila Fung: Yep! That’s what I’m thinking.
Yeseed Aro-Lambo: Okay!
Sheila Fung: Okay! So! And then my follow-up unrelated question. But also important is. I’m hoping to understand the pricing model. Because I took a peek at the website and I’m not sure I understand. If it’s subscription-based.
Yeseed Aro-Lambo: Okay! Let me let me share my screen once more. Yes so can you see my screen? Okay cool. So we have three plans here, the consultation plan is actually for those that do not want to invest so much in the software. Maybe they do not have that much clientele base. So underwriter excuse me use it on the pay as you go basis. So if you have a client that comes in and you just want to use the tool to advise the client, you pay 300 dollars per session only once.
You get 45 minutes of online consultation with one of our staff and you able to run all sorts of simulation, just like we did earlier on to get as much outcome as possible. Yeah, so the second one is a starter one, basically for solo practitioners and small and medium size and its $199 per user per month.
You have unlimited predictions, unlimited scenarios testings, unlimited searches and all of that. And the last one is the enterprise version for logic under. That one we need to, but in your own case, because you’re small, I think the starter plan fits you perfectly. Are you comfortable with the price implant?
Sheila Fung: I’ll be honest; it’s more than I anticipated spending.
Yeseed Aro-Lambo: Really! I’m sure with all the values we are highlighted before and I’m thinking you’re focusing more on the pricing and not the costs?
Sheila Fung: Okay! Can you can you explain that a little bit?
Yeseed Aro-Lambo: Okay! So what I mean by that is if you consider the total cost of say four junior lawyers, the annual salary of four junior lawyers that will help you do your research work. That might not even come up with as good results, as the tool will give you. Because guess what, this tool will look at all the cases, all the emphasis on all, not just relevant and recent cases, all the cases, because you deploying the use of artificial intelligence and machine learning here, goes through all the cases, as far back as the 18th century. To look for the most similar and most reliable and relevant case that suits your client’s position.
Sheila Fung: Okay! I hear what you’re saying. Okay!
Yeseed Aro-Lambo: So I know, we, running out of time now. I’m aware we have less than three minutes more, I’m happy to run a deeper demo for you, say, maybe next week or two weeks time, if you’re open to that? And by which time we can also we don’t finalize on the prize and plan.
Sheila Fung: Yeah I’m going to bring a junior member. I’m going to have them use it. And then we’ll decide if we’re looking at the one time. Or if we’re looking at the subscription. I hear you.
Yeseed Aro-Lambo: Okay cool! Well how does next Tuesday 10 o’clock sound to you then?
Sheila Fung: Yeah that works! Thanks! Thank you, Yeseed.
Yeseed Aro-Lambo: So would assign yourself and tell them is there any other person who you would like to be part of the next meeting?
Sheila Fung: No! I think I’m gonna bring a junior partner and then I might have one of the other partners sit on it as well. But I think what I the only thing I need to see right now is how one of the juniors uses it.
Yeseed Aro-Lambo: Cool! Fantastic! I’m sure all juniors, I can, let me warn you now you bring your junior to this devil. They’re going to literally beg you to get this for them. Anyways, nice like it’s always a pleasure talking to you, Sheila. See you next Tuesday. I’ll send you a Zoom invite link you know to serve as a reminder for next time. See you next Tuesday.
Sheila Fung: Great! Thanks! Yeseed.
Yeseed Aro-Lambo: Bye! Now!
Joseph Fung: Well done! Got 27 seconds left on the clock on my side.
Yeseed Aro-Lambo: Thank you!
Joseph Fung: I gotta admit I love that last flex in there if you bring a junior they’re gonna be begging you to buy.
Yeseed Aro-Lambo: Exactly!
Joseph Fung: Good job! Setting expectations. So we’ve got a couple of minutes for judges to finish their scores. We got one last contestant, Jake, will be resetting up. Before we kind of hand it over and get it going, Yeseed, how are you feeling now? You know you’re all wrapped up. You’re good. How are you doing?
Yeseed Aro-Lambo: I’m relieved! Relieved is the really right word now! But, I really feel, good yeah! I was expecting it to be tougher than this. But somehow when I got into it you know went with the flow!
Joseph Fung: Excellent! So! As we see we’re getting ready I think I saw a couple more scores still coming in. So I’ll take the opportunity to remind anyone whether you’re in the Zoom or joining us on YouTube. If you’d like to be notified of future demo days, ahead of the live streams, you could sign up for getting notified at uvaro.com/demoday, all one word.
And of course the most exciting part about this is, the demo day is the last step in the 12-week program, before everyone graduates. And then we send out a hotsheet with the contact details of our graduates so that you can get in touch with them. So if you would like to get a copy of that hotsheet, you can also subscribe at uvaro.com/hotsheet. I’ll get those URLs slapped up near the tail end of today’s session, but again if you’re joining us or tuning in late, I wanted to make sure I get those out.
And I think I bought us a couple of more seconds. Sheila, how are we doing on scores are those in? Okay! I see two big thumbs up. Great! So Jake, you’re our last competitor this evening. You all set there?
Jake Maisonet: Those are some tough acts to follow. Congrats guys! Those were amazing! I wish I got to go first! Because it is intense following you guys up! But congrats! That was awesome!
Joseph Fung: Well going! Last does have that pressure. But all the judges have been drinking. So we’re good now. It makes it a little easier, right?
Jake Maisonet: It is, I like those odds actually for sure. So are we frozen out there! Sorry!
Joseph Fung: Once you get through, sharing that introduction, we’ll start the timer.
Jake Maisonet: Fantastic! So my name is Jake Maisonet I will be selling Vidyard today. Sheila will be playing the role of a team lead for about 10 product specialists, who predominantly do a lot of onboarding. Alright!
Sheila Fung: I am good to go! When you are, Jake?
Jake Maisonet: Sheila, how’s it going good?
Sheila Fung: Hi Jake! Good to see you!
Jake Maisonet: Nice to see you for sure thanks so much for being here today. I know we’ve kind of been doing the email dance the last couple of weeks. So it’s nice to be as well. I guess as close to face-to-face as possible right now.
Sheila Fung: Exactly!
Jake Maisonet: Yeah! The l in your last message you mentioned that you kind of had a 15 minute hard stop for the meeting today. Is that still the case?
Sheila Fung: Yeah! I got to keep it tight today!
Jake Maisonet: Okay cool so in light of that I’m actually just going to dive right in just so we can maximize the time that we have together. And that way if we do come up a little short on the end, that’s some time that you can add back onto your calendar. Sounds good?
Sheila Fung: Right on! I like it!
Jake Maisonet: Okay! Cool! So the goals of the call today, I’d love to learn a little bit more about your business which you guys do and that’s really just so we can make sure that we’re really a good fit for each other. I have a few minutes where depending on what we talk about, I have some product demos that I can show you and then at the end, I would love for us to have a pretty clear path forward whether we’re a great fit for each other or if we’re going to mutually part ways as friends. Sounds good?
Sheila Fung: Sounds great!
Jake Maisonet: Okay cool! So first off congrats, I’ve noticed, I did a little poking around and I saw that you guys have been taking on a ton of new clients at the moment. That’s awesome!
Sheila Fung: Yeah! Gross! Thank you! Thanks for noticing that!
Jake Maisonet: I also noticed that you haven’t really done any hiring in the product specialist department at the moment. I was wondering that, outside of you guys being rock stars by the way. How you’re dealing with the influx of onboardings that you guys are taking on at the moment?
Sheila Fung: How are we dealing with it? Well, we all cry at night. No we’re okay! It’s hectic for sure. There’s you know all of the onboarding. We do is all remote of course. So it gets a little draining to be sitting in front of the, you know, the Zoom screen all the time. But we’re keeping up with it. We do anticipate that we need to make some changes, whether, it’s going to be bringing more bodies on or a tool to change the process we’re not really clear yet. We’re kind of just in the place where we’re stemming the tide right now.
Jake Maisonet: Totally well either way growth is exciting. So that’s great. I was wondering if you wouldn’t mind walking me through your workflow a little bit. For example, we do have another couple of clients that are similar to you that talk about a lot of onboarding, a lot of webinars and especially a lot of responses to customer inquiries after those as well. Is that a fair assumption? Is that something that you guys deal with quite a bit as well?
Sheila Fung: Yeah so it looks similar to that the post sale. There’s a handoff, we use a handoff process that connects us directly to the customers from whoever their rep was. But when in that handoff, they do get shot over a calendar link to a group webinar. And then there should be consistently booked a one-to-one session. That booking is not always as consistent as it could be.
Just sorry, not the booking, but the like whether or not they attend, that’s a little inconsistent. And then from there it’s sort of on a case-by-case basis. So after the group webinar and then the first one to one, we really look at how much help they’re going to need beyond that. Sometimes we can do it by just sending them resources, but more often than not it requires more face-to-face time.
Jake Maisonet: For sure! Do you find that do you find that after those webinars or those onboardings that you’re getting a lot of questions from your clients kind of little how-to’s something that they might have missed looking for little explainers in that kind of sense that you have to…
Sheila Fung: You have to present them.
Jake Maisonet: Yeah definitely!
Sheila Fung: I’m gonna also say that they’re often the same questions, not always from the same people, but the same questions over and over. Yeah!
Jake Maisonet: I’ve heard that before for sure! And I’m guessing you are typing out kind of instructional emails and sending them off to them, correct?
Sheila Fung: Yeah!
Jake Maisonet: When you’re doing your onboardings or your webinars, do you find that it’s a lot more helpful, for you and for them to show them how it’s done essentially, show them the product, show them the features and actually walk them through it while you’re talking to them? As opposed to as opposed to writing out kind of an instruction sheet for them.
Sheila Fung: So in terms of the customer experience that would be better. But like you noticed, we have an influx, we we’re not adding people at the moment. I don’t know that’s realistic scalability, like in terms of scalability.
Jake Maisonet: Okay for sure! Sorry! I was just let me just rephrase that a little bit. When you’re actually describing to them how to do something though, do you find it a little easier to when you’re showing them and verbally telling them as opposed to typing it up? Forget about the time aspect of it. Just…
Sheila Fung: 100%! Wait like if I could just do that every time, that’s what I would do.
Jake Maisonet: Totally! Okay! That’s great! but obviously yeah like you said is a time thing, it doesn’t really make sense, somebody sends you a question, it doesn’t really make sense to book a meeting with them just to show them a feature that might take you 30 seconds a minute to go over right?
Sheila Fung: Exactly!
Jake Maisonet: Cool! I actually have a really cool feature here that I wouldn’t mind sharing with you. I’m going to share my screen with you and I think you’re gonna find this super relevant actually. Can you see my screen there?
Sheila Fung: I do!
Jake Maisonet: Okay! Fantastic! So this is the Vidyard homepage essentially once you log in. but for the purposes of this I want you to picture this as your product screen. And somebody a client has written in and asked you a specific question something that you could pretty much show them in 30 seconds to a minute. But are going to have to type up an instruction sheet for them.
So instead you’re going to pull up your page, you’re going to go right up to the top, right corner here where you see my mouse hovering over this little green guy here.
Sheila Fung: Yeah!
Jake Maisonet: That’s the Vidyard extension! So when you click on that you’re going to have a couple of options. So you’re going to have camera here which will just show your face. You’ll have screen in case you’re a little bit camera shy, you can still record your screen and talk to them. And for the purpose of this, I’m going to use this one here the screen and cam is actually what you’re seeing here where it’s me in the bottom corner there.
And you can actually move this little bubble around. So what you’re going to do is once you start recording and click your screen there. It’ll give you a few seconds to prep, but essentially you could say, hey, Sheila, thanks for the inquiry. I thought I would actually just send you a quick little video making it a little easier for you guys to get set up. So what you’re going to do is whatever you’re going to do. And when you’re done, just go into the bottom right corner here and click the stop button.
Sheila Fung: Okay!
Jake Maisonet: So! Yeah! So what’s going to happen here is you’re actually going to be rooted over to this page here and what’s nice is when you’re sending off these videos you’re actually not sending massive video files, you’re sending essentially just a thumbnail and a link. So what we’re doing is, editing that here, so you can go demo. And if you scroll down you can see your thumbnail options. Now you can get creative with some animated ones, but for the for the purpose of this we’re gonna stick to static at the moment and you’d click share up in the top right corner there.
And if you copy link and thumbnail, it’ll just do that. So you can paste that into your email into wherever you’re sending it to them and it’ll have a little picture of the thumbnail with the link as well. So when they actually receive that, it’s going to look just like this. It’ll take them to a landing page just like this, where they’re able to click play and watch you explain and show them exactly how it’s done. How’s that look looks?
Sheila Fung: That looks great! I actually I’m gonna interrupt you because I just flagged over my VP customer success. He kind of caught the tail end of it. Keith, did you, I just saw your ears perk up, there, do you have any questions about this? What do you think?
Keith Cordeiro: I did yes you saw that from over across the room. Wow! I mean I knew my ears were big but thanks a lot Sheila. Yeah I mean this looks great. My only concern really, Adam, is how do we know how effective these videos are when we’re sending them to our customers? Obviously customer success is extremely important to me and how they react and engage with any activity right, that we’re executing on, so how do we know how, well they’re engaging with this.
Jake Maisonet: Sure! So just to clarify you’re wondering, if on your end you’re able to see the engagement in the video?
Yeah! you know if I’m if my team is sending out these videos. I’d love to know like how successful they are, in terms of opening them up and clicking them and responding to them compared to like traditionally how we’re doing it which is just you know sending out typing out an email.
Jake Maisonet: Absolutely! So that is actually a cool feature as well. What you do have is you do have full analytics behind these videos as well. So if I scroll down, I sorry, I have a bunch of these I’ve been sending for prospecting at the moment. But you’ll see one that has three views here if you go into insights here it will actually take you into that exactly. You’ll be able to watch where they stopped watching it. If they did which is really helpful because it obviously shows where they lost interest?
It’ll show you multiple users, if it was one user that watched it twice or two separate people that watched it. Their attention span, so a lot of cool analytics behind that as well. And to kind of link that back to, Sheila, there as well. It was we do have actually a customer story that’s similar to if they were wondering kind of how successful it was. We had a customer success team of product specialists as well actually.
Take this on and when they reported back to us, just after a week, after using it, she said that they had spent less than 10 or like they’ve saved 10 minutes each time they had gone to send out one of those responses. and not only that the amount of responses that were coming back after that from the clients has actually decreased meaning that the video that they had sent was actually understood a lot better than the traditional instruction style kind of text.
Sheila Fung: Wow! Okay that’s a lot of time!
Jake Maisonet: Yeah! So I’m just gonna stop sharing here! Does this raise any questions for you at all?
Sheila Fung: Not about how it works! It looks awesome! Right! Just in terms of the time that it’s gonna save us. Yeah I guess, what does pricing look like? And then since I have Keith around if he’s got questions on what that would look like for our team. I don’t know!
Jake Maisonet: Sure!
Keith Cordeiro: Yeah, I’d be really interested to see what pricing looks like!
Jake Maisonet: Absolutely! Sorry! I forgot to welcome you, Keith, when you came in there. But I would like to show you!
Keith Cordeiro: That’s right I apologize because I called you, Adam, and you know I haven’t, it’s you know, it’s my wine Popsicle. I apologize, Jake.
Jake Maisonet: It’s all good! It’s all good. So I do actually have a pricing sheet up here as well. We are only running on a couple of minutes left. So we’ll make this brief, for our next call, I would love to dive into the pricing. A little more but just to give you guys a bit of an overview before we get there. The package I was looking for you guys was actually the team’s package here.
Which does give you and your whole team access to; it gives you to the access to the analytics as well. And which is really cool is, I’m just going to flip back over to that landing screen before. You know just all the Vidyard branding everywhere. You guys can actually customize that and tailor it to your brand as well, which is really cool when you, on the customer’s end, when you’re receiving back a question from them and it has their branding all over it, which is kind of a nice little feature as well.
Sheila Fung: Okay!
Jake Maisonet: Cool! Yeah! Awesome! It sounds I’m taking that silence as a as a good thing. It sounds like you guys!
Sheila Fung: Yeah!
Jake Maisonet: Alright great! So like I said it sounds like this is great! In an ideal world, what, when would you like to have something like this implemented?
Sheila Fung: I know my ideal world! I mean we’ve got this huge influx. So for me, it would already be in place. But for sure that’s a conversation pricing wise, that we’ll have to have with I think, Keith and probably also our CEO as well.
Jake Maisonet: Okay! Fantastic! So like I mentioned before I’d love to set up another meeting with you guys, where we can really take a deeper dive into the pricing and we can also look at some of the other features as well. Keith, you’re interested in the analytics so we can go into a little bit of that as well. So why don’t I shoot you over this recording. Feel free to share it with anybody who might be present for the next meeting. Just to keep them up to speed, if they have time and that way if they have any questions or anything they can shoot them over my way and then I can add it to the agenda for next week.
Sheila Fung: Okay! Yeah! That sounds great!
Jake Maisonet: Sounds great! Okay! I know we’re trying to loop in a couple of people here so nailing down an exact time might be difficult. But I do have some time on Tuesday as well as Thursday. I’ll shoot you over my calendar invite and we can find something that works for all of us.
Sheila Fung: Yeah! Shoot me over the one for Tuesday and then if that doesn’t work, we can just bump it up to Thursday.
Jake Maisonet: Fantastic!
Sheila Fung: Great!
Jake Maisonet: Alright! Thanks so much, Sheila and Keith, it was nice to meet you as well.
Sheila Fung: Great! Thanks, Jake.
Keith Cordeiro: Thanks, Jake!
Jake Maisonet: Alright! Have a nice day guys!
Keith Cordeiro: Sorry!
Joseph Fung: All good! There we go! I’ve got one minute 12 left on my timer here. So well done!
Jake Maisonet: Oh!
Joseph Fung: So I know the some last minute scoring is going to be going on. So, Jake, you can kind of let loose now. How are you feeling?
Jake Maisonet: I feel good! I feel relieved! I think the person who’s gonna feel the most relieved is my wife, actually she said over the last two weeks, I’ve been speaking to her unintentionally, in discovery style questions. Everything I’ve been asking her I’ve been digging deeply into these questions before I’m even getting to an answer and it’s been driving her crazy. So I don’t know if that’s just how my brain is now. Wired or if I’ll wake up tomorrow back to normal. But we’ll see!
Joseph Fung: I’m going to give that a try next time my wife asks me to empty the dishwasher or something. Yeah I just want to confirm! You know I’m glad that we made it through there were some good solid questions in there. The pricing, curveball in there, nice smooth demo that was that was pretty slick. We had some good Jake inception with a, the multiple camera angles there. And a lot of evidence of the prospecting. There was a lot of video creation in there.
Nicely done! I see a ton of entries coming in. So I want to make sure that we’re giving the judges time for them to get their kind of final scores in. while they’re finishing it though, one of the key steps is getting feedback and providing feedback. Now I know Sheila’s been on the receiving end of a number of demos here. She’s wrangling score cards and comments and patterns. Sheila, how are you doing on judges scores and are we ready to start to provide some comments or do you need a couple of more minutes?
Sheila Fung: So scores are still coming in. but I think if we can start with feedback for your, Callum, do you mind starting with feedback for Jake. Please, that’ll let us get the last few judges scores in?
Callum Bramley: Yeah sure definitely! It’s so weird listening to that because I felt like it was like looking back in one of my old demos or something. I said a lot of stuff that I used to use there, maybe you found a recording something, Jake. I don’t know, I saw Alex, I think it was Alex in the chat saying how naturally was smiles and laughter pretty much from the beginning which was awesome. Really sets the tone for, Sheila feeling comfortable on the other end.
What else have I got here? You set an upfront contract and I couldn’t be happier to hear that because there’s a few of my class sitting in here. We’re going to be doing this in what four weeks time. So please do that, if you’re in my class and you’re listening Matt and you. Keith, asked a question which could sort of have been an objection and he handled it so well by clarifying essentially you bought yourself time a little bit there Jake. And clarify just to see what the any sort of underlying issue. If it was sort of a shallow objection or a deeper objection.
Yeah and then you use the in an ideal world, in the ideal world scenario, so that’s straight out the Callum, sales vocabulary. So I loved hearing that one. The one feedback that I will give, I heard a few assumptive type of questions when you’re going through a discovery where it was kind of, I’m assuming that or I’m guessing that, too many of those could tend to be a bit risky sometimes. But I’m nitpicking with that. Overall, I thought it was great!
Joseph Fung: Nice! Its great details again for all of the contestants. Not just Jake everybody will get some comments but also the detailed score cards. So you can see on the five different metrics, where you were strongest and where there are opportunities to improve. Sheila, you want to continue the feedback process?
Sheila Fung: Absolutely! If we can actually go to, Drew, I believe he has feedback for both Tinee and Jame. if you’re ready too?
Drew Williams: I am ready! Great job everybody! And take a big deep breath. I thought it was funny. I saw Jame. He came up because I think he was unmuted and I just saw at the end of the demo, which is great and I feel like everybody should just take a big deep breath. And first before today and Jame, just want to say everyone, it was really awesome. I think what was what stood out for me about all the demos was just the fact that there was so much discovery and questions and rapport at the beginning before just like jumping right into a demo. I feel like a lot of reps that are starting out, really just want to get in there and just show what the product does.
But everybody did a great job of asking those discovery questions before getting into the demo. Today I think it was awesome rapport, super upbeat, that recap at the very beginning talking about LinkedIn, asking some questions, you referenced the digital conference that Sheila was running, it really made like that bond right away.
And I felt like asking for a follow-up meeting or connecting with her again. It’s gonna make that even more easy because you’re just like you’re like buddies, which is really nice. And Jame, yeah again great rapport right off, the top I think that that story about the bike and how you engage the customers and you saw it and you’re just I wrote in the comments that you’re buttering the bread right off the top and that always makes the prospect really happy that you’re interested in their product and their service and that sort of thing and that was really awesome.
And then the other the other thing that I wanted to note is that, I’m always I always demo with a pen in my hand too and make notes on a piece of paper and I saw you doing that at the very beginning. And I think that’s a nice thing to keep going and always kind of keep going back to those notes and writing down those pain points or numbers or anything that you want to come back to help build that business case. It’s nice to do that because it’s hard to keep everything in your mind and when you get these like little points that pop up, it’s nice to write them down so you can come back to them. So great job. Both of you and great job everybody.
Sheila Fung: And then, I think I have, Keith. Do you mind giving some feedback to Yeseed?
Keith Cordeiro: Yeah absolutely! Again, great job everybody! I mean I know how difficult it can be just demoing and like doing role-playing with like one other person. So doing it with a whole room full of people, I mean that’s got to be stressful. So awesome job to everybody. Yeseed, the first and foremost your personality and just your you know we said a lot of your rapport but really you just have such a warm inviting personality right, that makes people want to talk to you. And I found myself several times throughout your demo and conversation with, Sheila, just recognizing that I myself was smiling.
So number one and that’s not I don’t think something you can teach or you can learn that that’s just kind of a part of your own authenticity. So great job bringing that to the table. Because I truly do think like that authenticity is what’s always going to be the differentiation between you and everybody else regardless of the product or solution that you sell. So honor that and keep cultivating that moving forward. A couple of things that I wrote down you know not only you but everybody, right, great job respecting time and setting agenda on the front end. I think that, that is always the right move.
Great discovery questions! You know I always talk with other people about digging a product size hole right, like I’m at sales off I think a sales off-size hole. You did a great job at digging that hole that naturally and organically leads a prospect. Or you know to your product as opposed to just kind of leading with the product on the front end. So good job there! Sharing the relevant customer, super fire! You know and the fact when she was like, ohm like she recognized ITM and she was like, oh, wow, like you guys were a part of that. Like you know it that instantly like bought you some CRED there. So great job using that and using it strategically.
The only piece of feedback that I would say, also, I love you know at the end asking for other stakeholders that you may need to pull in for that next demo, it’s always smart. The only thing that I would say in terms of pricing. I do like that once you said the pricing that you then asked if that was in line with expectations. I say that quite a bit and I think it’s really powerful. Because you kind of get that, that understanding of how they feel about it.
I love the laugh which Sheila said, that’s a little bit high, just the fact, that you laughed and said oh really, amazing! What I what I would say is especially in that particular pricing model, where they had like a, per you know like you could pay just like per service as opposed to like a different tiers of a subscription. I would probably maybe not have showed the pricing, laid out like that. In other situations, like with the Vidyard stuff I’m maybe I would have.
But I always kind of shy away from showing those packages because just speaking from a psychological level, regardless of whether I fit into the enterprise bucket or not, I’m going to see that per you know I’m going to see like oh I can do this per person or I can do this for free and I’m just automatically going to anchor myself to that. So maybe next time, you know, I always like to say you know this is kind of the range, I would anchor myself to the higher number. And then as the evaluation moves forward we can definitely tighten that up. But overall great job.
Sheila Fung: Right on! And I think our last judge to weigh in is, for Adam, Shane, where did you go?
Shane George: Hey! Yeah! So yeah so I just want to echo what everyone else said. And everyone did such a great job. It was really hard filling up this score sheet. Just because everyone was everyone did so well like seasoned veterans at these calls. And you know speaking of seasoned veterans, Adam, I think there was two things that you did that were almost like advanced sales techniques to me. You know first one being just your calm cool collected cadence. It goes such a long way in building confidence and making you know your prospect but also everyone else in the colleges feel like you know fully confident in exactly what you’re presenting to us.
And the other thing that I was really impressed with was, yeah like the amount of control you exercised on the call. so you know you asked a question and then Sheila gave an answer and you kind of narrowed in on a certain part of that answer and that like helped you ask your next question and also and how you kind of control the whole call, in general, was it was really impressive to me.
The it’s similar to what Callum said if I’m picking nets here, I would say that the sometimes the questions could be a little too assumptive like, I know sometimes if you say hey what are your thoughts on this is it x y or z, that could limit what the answer is. But otherwise great job to you and to the rest of the team! It was awesome to see everyone’s presentations there!
Sheila Fung: Thanks, Shane! Okay, Joseph our scores are in. do we have any other points to hit?
Joseph Fung: No! We’ve got our scores in. We’re ready to get to the winner. I’ve got a couple of housekeeping items afterwards, but then we’ll get everybody out well on time. So I think we’re sitting at a good spot. Sheila, are you are you ready to share who the winner is?
Sheila Fung: I am! And I don’t even know where to start. I hope you have the drum roll thing set up and Matt I see your question, we failed to get our poll up in time. So we’re going to take care of that in class tomorrow with our group okay? Thank you! So I know I posted about it earlier today and I everybody’s been saying and I’m so proud of you guys and to the whole group that’s here to support our competitors as well.
This could have been any of you up here. It was such a hard decision to put you guys in these seats. And again our judges have had the toughest time. The point margins are very close. Okay? So please internalize that that we’re talking about not even full point differences, we’re talking about decimal points here, making the difference, so this is really close. But oh Joseph can I get the drum roll?
Joseph Fung: Let’s get that!
Sheila Fung: Oh! It’s too quiet! I want like mega noise!
Joseph Fung: I’ll have to get another one then!
Sheila Fung: Zoom drum roll! Okay! That’s the finger wiggle from everyone. So our 2020-6 winner of our demo day competition this time is, Jake, congratulations! Awesome job, Jake! Congratulations!
Joseph Fung: That was amazing to watch the questions, the curveballs from surprise VP sales to CEOs coming in challenging. There was there was some good fun in that. So well done everyone! I did mention got a little bit of housekeeping! So I’m gonna take a quick moment to share my screen and hit just a couple points and then we’ll let everybody take off for the evening. So first off, as well if you’d like any introductions, to anyone who presented today, any of the grads, let us know. We’re happy to facilitate those introductions. You can hit up. Any of the Uvaro team, myself, instructors, career team, feel free to hit us up. We’re accessible and everyone is first name at uvaro.com.
So don’t say you don’t know how to get a hold of us. And then of course I did mention it earlier, if you’d like to tune in to any of our future demo days, you can sign up at uvara.com/demoday and you’ll get notified of the live stream and you’ll get the URL before we go live. And if you’d like to get introduced to our grads as they graduate, you can sign up for our hotsheet. Our next hotsheet goes out next week. So don’t worry! You haven’t missed it! And that only goes out once a month. So it’s not a huge flood of emails, but you can always sign up there. The last thing that I’d love to reiterate is to everybody who presented today, congratulations! Getting here is a tough journey. Making it through the gauntlet is also a big challenge. So congratulations and to our judges.
Thank you because we couldn’t do this without your support and your contribution. It’s one thing for us in class to look at a cold call practice an objection and offer commentary. It’s another to create a live fire situation and thank you for giving such valuable feedback and making this possible for all of our grads. So to everyone, congratulations!