Eps 7.0 Design Flow - AE talks to the SE convinces to do the call

Hey, Andre, how you doing? Good, okay. - I'm good. - Okay. - I just got off the call with our SDR team. We're looking into this opportunity for a little bit now. And I'll tell you, this company is pretty cool. It's called Johnny's Trucking. I know you don't know them. They're sort of the unknown secret out there, but they were brought to us by Schneider Trucking. You know who Schneider is, right? - Yeah, I've heard of them. - Yeah, there we go. - Yeah, yeah. Here are huge logistics company across the globe. - Yeah, that's right. - A lot of business here. - Okay, like FedEx, UPS, all that. - Yeah, trucking, long and short haul trucking. You know, they have apparently owned their own drivers, which is huge. So it's a pretty big business. They're about 1,000 trucks. They have about 670 posts across the country. And they're hot for some logistics change. They're having a huge issue with trying to ensure that all their trailers are full before they go out, move into other locations. 'Cause a trailer that goes out that's half empty, they're making half the money, right? - Okay, okay. - So, okay. - Yeah, so yeah, so basically what we means, we've got one of the senior developers, senior IT official over there who contacted us. So we're not working with the line of business directly, which is fine, can you remember that deal? We did last month. We started that deal through the IT professional, and we worked our way up the ladder to get to the line of business. This is the same thing. Now, they're available tomorrow, three o'clock. Now, I think there's at least a half a million, maybe three hundred to half a million dollar deal with your opportunity. And they actually want to see a custom demo. They specifically said to us that they're sick and tired of seeing standard demonstrations, which means to me that they've seen other competitive deals, competitive technologies, and they still want to talk to us. So, I figure we got it right up to you now. Here's the thing, I looked at your calendar. I know you got a GP Morgan Chase call that ends at three o'clock. I might be able to push them to like three, 15 tomorrow, but they want to do a three o'clock call. In fact, just for your Andreid, 'cause I know you're super busy, and you're great at what you do, man. I mean, we've launched one so many deals in this company because of you. It's unfair that you're just a senior SE. Get out of staff as you might know, but I can help you. So, here's the thing. Hey, here's the thing. I'll start the call if you need a 15 minute gap to get to wherever you are. Now, all I'm asking is go find some logos about their product and just skin the front end of our demo. It doesn't have to be completely about it, but the narrative needs to be about logistics and trucking management. Is that something we can handle for our tomorrow? - Well, I mean, I need a lot more data to have like a pretty compelling demo, you know? Like-- - No, no, no, no, no. - Just show the standard stuff. I mean, really, this is more of a discovery call. We're not gonna close them tomorrow, but we need some more details. And I think, you know, by showing them a demonstration, it'll spark a dialogue. - Okay, well, you said, like they've talked to other people in the industry, like, what other demos have they seen? From who? - They've seen a bunch from what I heard. You know, I believe I don't imagine they're all the same competitors, right? They're talking to Fredi's on the move and also Chuck's got Chuck Quagon. I'm sure they're talking to those guys. - So, well, what exactly are they looking to see, though? Like, are they, I mean, what exactly, what's the nature? - Yeah, I mean, like I said to you, I mean, they're biggest challenge right now, which is costing you a huge amount of money, is around ensuring that the loads they run, both short and long, are full. They're running half-- - Full of what? - Full of goods, full of goods. - Full of goods, well, I mean, they're a logistics company. They carry, but one thing they don't do is refrigeration, so there's no, you know, spoilage goods. You want to solve it? - And they got six or seven people, but where? So, where are they carrying goods to and from? Like, where, like, what are these logistics? - Well, right on the website, it shows a US map, and there's a spot in Chicago, Atlanta, LA, one in New York. So, you know, they're all in the major locations. - Okay, do we know how they run these lines? Like, what's the schedule, how's it based? Like, how do they create this? How do, you know, like, how do, like, this is important to understand, like, how they do their logistics, so we can see how it feeds in and like, what's the data? Like, you know, what's the data say? - But Andrew, you're making this way too complicated. Like, we don't need to get to that right now. Like, tomorrow's goal is to get those answers that you're asking. So, I just need a little bit to kind of entice them to get us more answers. Now, obviously, I'm gonna go back to him and ask if you can bring additional people to this call. So, that way, you know, and I definitely can use this custom demos leverage and say, hey, you know, Johnny, can you bring at least, you know, someone from your sales organization or from your marketing department to the call? Would that work for you? - Well, I mean, who's the decision maker? Like, overall, for this? Is this actually a defined project? - Yeah, we'll find that out tomorrow. (laughing) And so, budget timeline, like, what do we, I'm like, I'm trying to prioritize my schedule, 'cause, you know, like, you know, I'm going on the plane and I gotta, I gotta go fly them. - But this is Q4, man, it's Q4. Every deal is at opportunity. Time kills all deals. You don't want to give this anymore time that we have to, right? I mean, there we go. - And I totally get it. - I totally get it. - Do you want to make something happen this quarter? - I know, but Fred, I always got to remind you, man. Like, there's one of you, right? There's one of me, rather. And I'm supporting seven of you guys, right? So, like, between you and Mary and Kim and Sean, like, there's seven of you. So, I'm trying to make sure I give priority to what's actually real, right? Like, this just came in today. Like, what's the time? Like, how long have we been, you know, we know about this one? - You know, Andre, I certainly appreciate where you're coming from, you know, and I get it. And if I was in your position of the asking these questions as well, and I would not put you in a bad situation, this is why we're having the cops. This is why I checked your calendar. And, you know, I'm willing to give you the 15 minute runway because I get you're going to be over time. What other rep would do that for you? - Fred, I totally understand. I do appreciate that. But, I mean, I want to, let me remind you, though, we had a couple that we did. We turned some calories on a couple here in the last two quarters. And I want to make sure that you get your dollars, right? Like, if you look through all of your pipeline, is this the deal that you really want to spend some time on? Like, if I'm giving out some tokens and some chips, you know, you only have one rep for this quarter. This is the chip you want to use. - Yes, the chip I want to use, man. Yeah. - No. And you're going to cover the first 15 minutes. You're going to, can you, in the first 15 minutes, can you get the details that I'm asking for? Like, timeline, budget, executive decision maker, can you get all that? - Sure, yeah. I'll start working on that. - Yeah, but, you know, this works. I mean, you asked some of those questions. They'll answer it versus me, because, you know, typically, I'm a sales guy, right? So, like you did the last time on the deal, you did a great job and asked those questions. - All right, Fred. I guess we got to do what we got to do, man. I'm trying to help you think of the quarter, Greg. - Yeah, absolutely. And I'll talk to John, you know, the RVP and let him know how responsive you are. - Yeah, I appreciate that. But I'm going to have to run this up to my leadership too, because they're going to ask me like, why this versus, you know, I have some other deals that are sitting here and at some point we're going to have this conversation as to why we're burning the calories on this one. So, make sure you have something that we can stand on here, okay? - Absolutely, buddy. I'll take care of you. Don't worry. We'll catch you in the next FSC position soon enough. - I appreciate it, Fred. Thank you. Don hang up, don hang up, don hang up, don hang up, don hang up. - Okay. - Oh my gosh, so royally screwed. That's what the SCs get. (laughing) - I do. I got nothing, nothing, Fred, nothing. (laughing) And even when I asked for something to give get, I got back more and more work. Yeah, man, you know. Yeah, but when you get there, you can get it. (laughing) They're not going to talk to me, but I'll burn the first 15 minutes. I was like, what? - Crazy. - This is the life, dude. This is, this is true. It's, I mean, you got to laugh and cry on some of these. - Yeah, yeah. This is, like, we don't know who's going to be in the room. We don't know much about the company and then go to the website like anybody else, right? Like the whole purpose and the value of having these conversations with the actual person, even if you got them on the line once at the SDR level, is to have the conversation. And as the AE, and again, this is, you know, not for Kevin, Kevin knows this. For a free hot team, like, this is why this agent is so important, right? All of those things that Kevin and I keep servicing that are misses, right? Budget, timeline, who's in the room? Who's supposed to be at the meeting? Where are we talking about? What are the logistics, et cetera, et cetera, et cetera? The agent and pull in. Before we get this far down the path, right? We have literally walked through and, I don't know, this hour and 20 minutes, we've been kind of just, you know, riffing on this. We've walked through three layers and burned some major dollars in time and calories to get nowhere. We got the same exact things that we had at the SDR level on the first call. Yep. And in a real world scenario, even though we played all this out in an hour and 20 minutes, this will play out in a two-month window sometimes because they sat on it. They didn't come back to it. Then they resurfaced it after a BBR, and they got pulled something else in or something like that. Like, they'll go back and say, hey, sorry, we didn't continue on that demo. We kicked the can a little bit, but you have already engaged now. Still have no answers further than we had in the first call, right? Again, a lot of time wasted, a lot of trials and tribulations going here. So yeah, and, you know, granted, we might be taking this to the extreme, you might think, but we're really not. No, no. We're really not. It's, it's tough to do. I mean, when you, I don't know, I look, it's one of those things. I remember my grandma want to say in like, reflection is the master teacher. It's because like, when you're going through all this, you don't realize just how ludicrous some of this is. Were you start roleplaying this? I'm like, I like the fact that this is a reality and that I've lived it is ludicrous, right? And more importantly, the fact that I'm not the only one, right? I'm one of many, many, many, many, many others and it still happens today. It's one of those things, even over time, as an industry, we haven't evolved in this space enough. There's a lot of tools out there. A lot of things out there, resources. But yet, this is still how things play out day in and day out. So, yeah, yeah, man. Yeah, so this is where the agent can play a very significant role, especially, I'm going to think of it, we didn't consider the agent for the SDR because the SDR is making so many calls and to interrupt the SDR is just not going to work. But the agent sitting on this call with the SDR and the account of security, I think, would be a critical component. And I'm thinking as much as the agent could participate and I'll push back on the SDR, whereas maybe the rep made it. And I wanted to ask the tough question of the SDR. And in fact, maybe if I'm an AE, I'm going to have the SDR talk to the agent before they talk to me. I was about to say, that's it, right? Because the win here for all of us is that before it gets to the technical level or to the SEC, the CAC, before it gets there, that's what you true everything up. Because you really don't burn calories on the front end. But once you get to that CAC, that's what you burn calories, because they are the resource. Again, they are the Swiss army knife. They are the most constrained resource. But they're also the most phenomenal resource in terms of truly driving something to fruition, right? Without-- with that gap-- with that gap exists, 98%, 99%. I mean, that was why I got there. Of these deals don't happen, right? Because you need that component, not just for the technical charts, but because they have a unique knack to bridge business to technical. Again, that's the utopia, right? But the reality is, because of that, you have to overvalue that. You can't undervalue, and that's what happens today, right? You have to value that to the int degree. Because when you come to their level and you want to burn their time, just like you saw in this scenario play out, they're already between calls, between plane flights, we're not even talking about a personal life. We're just talking about driving business, and they're already strung out between everything. And now you're trying to shoehorn something in. You got to make sure that when you show up to that level, to that plate, you have everything that you need, and then some, right? If you're short, 2%, 10%, OK? But you can't be short, they're 80%. Yeah, spot on. Spot on.