Ep#96 Everything you need to know to increase AWS Opportunities

October 12, 2022

Episode Summary

#Labra is the world's first Distributed Cloud Commerce Management Platform. Maintaining two (2) CRM systems for AWS Sales Opportunities becomes daunting and challenging to manage. Sales don't want to input their information into two separate systems and AWS Alliance Leads are missing opportunities. Why can't things just be easy like a click-of-the-button integration that sync's your CRM to AWS ACE? Guess what... they are just that easy with OppSync from Labra.

Sponsored by Labra.io

AWS Partners are using the Labra Platform to build a successful Distributed Cloud Commerce Management and Fulfilment business by co-selling with AWS Field Sellers and selling direct to AWS End Users via AWS Marketplace.

Kyle Headshot 2

About the Guest

Kyle Heisner

Award-winning consultative sales professional with 25+ years of experience driving revenue through the sale of complex enterprise software solutions, SaaS and web technologies.

Sridhar Headshot

Sridhar Adusumilli

Award-winning consultative sales professional with 25+ years of experience driving revenue through the sale of complex enterprise software solutions, SaaS and web technologies.

#jonmyerpodcast #jonmyer #myermedia #podcast #podcasting

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Episode Show Notes & Transcript

Host: Jon

Hi, everybody is using AWS ACE and a CRM tool and has to update the data in your CRM tool and ACE just to keep the data in sync. Are you trying to hunt down that salesperson to update the data into your ace? Well, guess what? What if I told you that there's a tool for you OppSync from Labra, which is that bidirectional sync integrated into your CRM tool? Yes. Work where you wanna work. No longer do you have to hunt down that salesperson to update the data. Did you know that there's 25 to 30% of opportunities are missed due to missing data or not? Inputted? Yes, that is correct. OppSync helps you with those opportunities and keeps the data in sync. Joining me today is Sri co-founder and managing partner at Ibexlabs, along with Kyle VP of Alliance and go market leader at Ibexlabs. Please join me in welcoming Sri and Kyle did a show. Sri. Kyle, thank you so much for joining me.

Guest: Sri

Pleasure

Guest: Kyle

Be here, Jon.

Host: Jon

Guys, this is awesome. I'm super excited to talk about it, Now wait a second. We're talking about Ibexlabs and Labra. Sri. What is Ibexlabs or who is Ibexlabs and how does it relate to Labra?

Guest: Sri

Sure, yeah. Just some short interactions. I'm Sridhar, uh, I'm a co-founder and managing partner at Ibexlabs. We are an AWS advanced tier consulting partner with multiple competencies, and we've been in the business for about a few years now, and we've been seeing some challenges over the years, which all the consulting partners face, whether it is either consulting or an ISP. And that's why we form formed a system company called labra, which, uh, helps other thought partners with this cha address this challenge.

Host: Jon

Kyle, if you wanna do a quick introduction.

Guest: Kyle

Hi everyone. My name's Kyle Heisner. I am the VP of Go to Market and Alliances for ibex and labra, and excited to be here to, uh, you know, tell you a little bit more about our platform and how we are helping with the co-sell and go-to-market strategy for ISVs and consulting partners.

Host: Jon

Nice. Okay. So Ibexlabs, what do you guys do? What, how does it relate to AWS?

Guest: Sri

Uh, yeah, so we are all in on AWS and, uh, we typically work with startup and SMB customers who, uh, either are digital native business and they have been involved in the cloud. So we help, uh, provide them guidance on what is the best, uh, way to consume the cloud, But we also help them with, uh, oral management of the cloud infrastructure. And, uh, one of our superpowers is making sure they're sec uh, they're, uh, they're using cloud securely and we also help them with the LA we call it the last mile, where we help our partners get audited to industry-standard frameworks that just talk to PCI trust, et cetera.

Host: Jon

Now, you don't just help them go through the whole competency, you walk with them through the journey. You just don't identify, but you help. Yeah,

Guest: Sri

Yeah, exactly. So we are a partner all along the way. Some of our customers have been with us since they have not used the cloud at all, and now they are heavily using the cloud, but we provide them with a, we help them with guidance and a framework, which helps them when the scale as well, right? So they're not, they don't need to react to anything, right? So we, we set the stage a, in a way that helps 'em scale for the future, but making sure they're well managed and there's also secure, secure, like right from the beginning.

Host: Jon

Nice. Kyle, I wanna jump to Labra because, uh, this, there's a bunch of topics that we need to talk about in this episode in the product op sync. And I want you to give me your 32nd elevator pitch on what is ops sync.

Guest: Kyle

Ops Sync is a no-code integrated platform that lives in your CRM. Uh, so our motto and our priority were to create a platform to be able to sync ACE opportunities, uh, from your CRM without having to go to another platform or go, you know, enter, double it, double the data entry or anything like that. So, as I said, it's a SaaS application that we've built from the ground up using AWS services that, uh, you know, does that, you know, uses the APIs from AWS to, you know, link your CRM to a, to ACE for the opportunity and lead engagement.

Host: Jon

Kyle, what is ACE for the audience?

Guest: Kyle

ACE is the partner portal that is shared for, you know, what I consider AWS deal registration. It's a way for AWS and the consulting partner ISV to share an opportunity so that they know where the deal's at in the pipeline, you know, what's the next steps, uh, all of those types of things.

Host: Jon

Sri, can you walk me through what a typical process would look like for a partner trying to register deals within ACE without having op sync? Right. What does, what does an alliance person do? What does a salesperson do? And tell me all, tell me the exact process that it has to happen.

Guest: Sri

Yeah, so I mean, the reason we started building ops sync is that we face the, we face the problem as a partner ourselves, right? So every time, I mean, we work very closely with AWS and, uh, to make that happen, uh, whenever we start working with a new customer, we do, we have to do a deal registration on ACE Portal saying that who the customer is, what their use case is, what is the, what is that? What is it the customer is trying to, um, what is the outcome the customer is looking for as well, as well as what the next steps are, right? The next steps are very important. Uh, so typically what we do is we use a CRM and, you know, we take the same data and end written to a right? So someone is doing this manually. And, this thing has to be repeated for every deal that we start working on with AWS. Not only you, this process has to be done when a deal is suggested, but any next, any upcoming steps that we need to work with AST on, like, we have to provide those details as well. So all of this data, keeping it in sync is huge, and has been a huge problem for the rapid slab. And we spoke to multiple customers and that's how we got started. Uh, you know, on building out the solution.

Host: Jon

Okay, let me walk you through a scenario that typically happens within a company that does not have labra or utilizes the op sync. I am the alliance manager managing my AWS, my ace, right? And putting all the thing. Now I have to also reach out to my sales guys for their deals. And you guys correct me if I'm wrong, but I believe this is traditionally the method that has to happen. I'm the person, Hey salesperson. Yo, yo, can I get your deal? I gotta put it, No, can you put it in there too? So put it into your CRM and then go and put it in double time in here. What do you mean I gotta enter it twice? I gotta go to another portal. Yeah. I need this so I can register my deals with AWS, and then they give us resources and they help us throughout the guidance. And, you know, isn't that traditionally how, and then how much is lost in translation?

Guest: Kyle

Jon, that is, that is the process that everybody faces and the problem that everybody faces because it also goes from there, how do you update a deal Now every time a deal is updated, you have to go back and do all that, all that talk again, Salesperson, What's your update? <laugh>? So, you know, as, as a salesperson that I am, uh, you know, we always tell everybody, don't make me do another report, right? Don't make me do another, I just wanna sell. Um, so, you know, we, we get told every day by our management team, Salesforce hygiene, HubSpot hygiene, go clean it up, keep your deals clean. Well, guess what? If you had op sync, you don't have to worry about keeping your deals clean and ace to it, will you? It's a bidirectional seek. So it keeps you to keep everything aligned. So if you're doing it in one place, it happens everywhere.

Host: Jon

All right, So help me go ahead. Three. Yeah,

Guest: Sri

And to add to that, right, um, it's really important to make sure that the end user, right, in this case, the sales folks are, do not have to switch to another tool that they have to go to and enter data all over again and then keep them in sync, right? So that's why, uh, we need to make sure like we provide a solution which gives folks like work where you work, right? Like you don't have to switch to some other tool and, you know, carry on this activity all over again.

Host: Jon

I imagine you're reducing the friction within the sales team of entering data, updating data, but you're also reducing the friction with the alliance lead who now has to track this because without this type of tool, I'm, I'm gonna throw out a number here where I've done some estimation. About 20 to 30% of deals are lost in between this process right now, imagine your company of new and then that on top of that, the, uh, the missed data, data not being updated throughout the entire process. Kyle, am I often a number more or less?

Guest: Kyle

No, I think you've got the nail numbers pretty, pretty much nailed. We have some tools internally that, track that type of data and those are in the range that we see. We have seen up to 50% increase in opportunities, you know, but that depends on the partner, um, and how, and how, where they're at in their journey in, in, you know, that AWS marketplace, right? But the other thing I want to add, Jon, that I think is key is it, it distributes it down to the sales team now. So the alliance team isn't having to do all that work. He can go do other things that his job function is meant to be, instead of just being an ACE entry person or IT entry, you ever happen to go, I've had two customers that had three sales ops, people, just for a century, you know, whenever they did this, they didn't get rid of those people, they just redistributed 'em to do the real job that they were hired to do.

Guest: Kyle

So, you know, it's that, but it gives you the ability to get, you know, all of the, you know, if you're looking to get into ISV accelerate, it gets you, it gets you there faster. It accelerates your partner's path by it cuz you're sharing opportunities. The other big thing is, as a consulting partner, I want AWS and originated deals. So the only way I do that is to become more visible to the AWS teams to where they go, you know what, that partner's really on top of it. I wanna work with them more often. So they bring me deals instead of other people.

Host: Jon

100% there. Because I think here's what happens is that if your hygiene is clean from your CRM tool, and we're gonna talk about the various integrations that are available for lab and op sync, but if your data is clean going out to ace, then it's clean not only for the AWS folks to get the right folks involved, and rather than them spending more time trying to clean up the data, they can bring you more resources because it goes hand in hand. You'll have more deals registered in AWS, we'll start bringing you into more deals because they can see that the data's clean, the value there, and that you require additional help and services.

Guest: Kyle

Yeah, that's correct.

Guest: Sri

Yeah. And it also helps with like, you know, as a slate, right? He or she, they'll be doing a quarterly business review as well, right? Yeah. It also has like, you know, bring this data, right? Everyone has this data, which is, which is like up to date, right? No one has to say, No, no, that's not correct, you know, et cetera, right? So the QBR becomes much easier once you have this like, uh, data cleaned out.

Guest: Kyle

Yeah. Or, our dashboards are phenomenal in giving the alliance teams' sales leadership real data to be able to make data-driven hiring decisions, about who, what sub-segment or what segment am I, am I working well with what AWS reps have I done multiple deals with all that data's in your dashboards, in your CRM now to where you can start doing some dynamic things with AWS teams and internally.

Host: Jon

All right, let's clarify a couple of things. Ops Sync is really a, a SAS tool, but it's integrated within your CRM, meaning you don't have to go to another interface to do the work. There's a plugin, let's get there. How do you get this installed? How do you get this set up and how can I quickly start using it?

Guest: Kyle

So y'all let you take that one?

Guest: Sri

Yep. So again, one of our main goals is we track how fast are we onboarding the customers, right? Typically without top sync, if, if a CU partner way to do as an indication, it takes almost six months, et cetera, right? So with Top Sync, we have a calendar from the day when a customer starts onboarding to the day when customers get onboarded, right? Um, most of the time it, it typically takes around like 10 hours per customer, uh, including the hours spent by Yep, exactly. 10

Host: Jon

Hour wait, wait, wait six months to 10 hours.

Guest: Sri

That's

Guest: Kyle

Correct. And Jon, the great, you

Host: Jon

Just closed the deal, sold

Guest: Kyle

<laugh> and Jon, the great thing about that is that only two hours is customer time. You know, the team, the rest is us doing it for them. So

Host: Jon

Yeah, nice. Go ahead, Sri.

Guest: Sri

Yeah, and most of the time it's spent on like making sure like, you know, everyone is aligned, right? Uh, the partner team is aligned, uh, and the AWS team is aligned to make sure like, you know, um, it follows, uh, there, there are some checks and balances that go in before we turn on the integration. So we had to prove to AWS that, hey, this is working expected, right? That's called a U stage, right? So there are some, um, things which take like our, our two, but most of the time is spent on coordinating this activity. There's no like implementation or anything regarded like it, it takes, we could turn a customer around in two hours if like all of the steps are lined up.

Host: Jon

You guys have built an actual great relationship with the AWS teams for this integration. That's why it only takes about an hour or two with the AWS teams because if folks know, I mean, an hour or two at us, they're a huge company and the teams are spread out. But now that you have proven yourself as a valued partner added for this, they're like, Yeah, we see the complete value of it. We need to turn your stuff around quickly.

Guest: Sri

Yeah. And, it's been a great partnership with the AWS team. We worked with them very closely and we are the first partner to propose this integration. And they were people who were pretty surprised when they said like, We're gonna do a product out of this, right? Uh, so we had to go through like, uh, some additional tool gates, uh, just to make sure that everyone is aligned. Uh, but over time we have built a great relationship with the product team. Uh, so we not only work with them on integration, but we act as a voice of partner, right? So what are the things that a partner is looking for? So we bring those data and also the feature requests and, and propose like, okay, this is how we can solve a customer pain point, right? Uh, so that col that collaborative relationship is helping well.

Guest: Kyle

And, and, I think what drives that is our heritage. Being a consulting partner and working in the cloud every day, um, and doing this every day makes a difference, uh, because we know how, we know the pains from both sides. And we can go build the business case with those AWS teams of, Hey, we know there's no API here, but you know, we really should have an API. What do we have to do? How do we help you build that? And we have a great relationship with the ACE team, but we have a great relationship with the leadership team and the sales teams too, going out and, and promoting our product and bringing, bringing us opportunities with their partners because their partners are trying to solve these, these tough obstacles, you know, to get to the next partner level.

Host: Jon

Kyle, I wanna talk a little bit more about the installation and the integrations because Sri, I know you have a new product that's being released. I'm gonna drop the name here, but we're not talking about it. Yes. FlyOut. Yes. We're gonna talk about it in a couple of minutes. Before we wrap up the show, Kyle, what integrations to CRMs are capable for OppSync?

Guest: Kyle

Yeah, so we have, uh, Salesforce, obviously HubSpot, ConnectWise, uh, on the roadmap. We've got others like Microsoft Dynamics, we've got Zoho, we've got, you know, pipe drive. You know, it just depends on, uh, a market share that people are pushing to us and what, what people are requesting. Uh, but we do, we can move fairly quickly to be able to get those done if the deal is right.

Host: Jon

Okay. Kyle, the integrations is a module that's installed and we'll use Salesforce as an example because I have a couple of videos and demos that we walk through where it's another field that's available to you that says sync or how does it work?

Guest: Kyle

Yeah, so we install a Salesforce package or a HubSpot package that includes a bunch of workflows and, uh, and some tabs and, you know, buttons that make the integration work well, uh, to be what we set out to be Work Rework. Um, I know she said that earlier, but that's one of our core principles is to, you know, allow people to never have to go somewhere else, um, to create an opportunity in ace. You literally on your opportunity in Salesforce, you click one button and, it brings up the tabs and it will not let you make a mistake and submit it without having all the information correct. So whenever you know that you submitted it, it's submitted and it's gonna go through. Uh, so it's pretty fail-safe, you know, I think that's one of the biggest differentiators of our, our platform is the work where you work and, you know, all of the integration that we've done with the AWS ACE team to, you know, get things like, you know, SAS records and, uh, update, you know, request for more information, open those fields back up to where we can, they can submit 'em in, in the system rather than having to go to ace.

Guest: Kyle

You know, those were the things that we've collaborated well with them on and, and got done, got into the product.

Guest: Sri

And Kyle, correct me if I'm wrong, but that's a feature that we proposed, right?

Guest: Kyle

Those are two features that we proposed and we were very instrumental in getting the APIs built to be able to get that done.

Host: Jon

So not only did you develop it, but you're a customer because you found them, you found the problem that you're trying to resolve for yourself, and you're like, there are so many others going through it. Sri my question about Ace, ACE has specific fields that need to be filled out, and by default, you guys have those automatically set up. What happens if ACE drops a new field for you? I mean, how do you guys update so that my CRM pulls those in right away and I can implement 'em?

Guest: Sri

Yeah, so we, we, we are working closely with the AWS ACE team. So we get a road a roadmap of like, what, what is changing with ACE itself. And since we have such a close relationship, we test with them our, our, our package. And so we update when AWS updates. So we are, we're always on par with AWS, so the customer would not even know. It will show up as a new field, obviously, with instructions on what that means and how to properly use it. But we are making sure we're on par with the AWS A team.

Guest: Kyle

Yeah, Hop fixes Jon. We get about a week, uh, week notice before they push 'em to market on roadmap issues. We get at least a month to test before them releasing, uh, to make sure that we're, we're on release with them.

Host: Jon

Kyle, what if I don't wanna sync my data or this field or this record with Ace? Do I have the opportunity to isolate specific deals?

Guest: Kyle

This is a pick when you want to submit. So, you know, not every deal is ready to be submitted. Not every deal goes to AWS. You know it, you know, so you don't want to share everything, right? So this is specifically whenever I, as the salesperson or the sales manager want, want to submit that to ace, I click one button, the fields come up, you hit save, and it submits it to ace. Um, within about 30 seconds you get back and a success that it's been set and it's been, uh, re-received by them, and then the 72-hour window for AWS to accept that, you know, as an opportunity or request more information starts from that point.

Host: Jon

If they do accept that, uh, I recall you saying it's bidirectional. If they accept it, does it come back to my CRM and say, success or accept it? Or how does that information come back? Yeah,

Guest: Sri

Yeah, that's, that's exactly right. So once AWS updated, in some cases they accept it and they would request mores would request more information, right? And that notes would show up automatically in your CRM saying, Hey, more information is requested. So that's where the next steps feel come into the picture, right? So these are the next steps from AWS, from the partner, right? So everything is in sync like someone makes an update, it shows up on another end, you know, so it's as simple as that.

Guest: Kyle

Yeah. Just to give you an example, Jon, I, uh, I just closed out a deal on our IEX lab site, and we use, we use the tool ourselves. So I op updated, we closed out a deal as closed launch and AWS, which means you've won, right? Uh, that's their terminology. So we closed, launched the deal, um, and it sent it over to Ace. About two hours later, I got back an email from the account manager saying, Hey, thanks for closing that deal out ace, you know, uh, and they got, they got notified because we closed it out.

Host: Jon

Oh my God. The actual data or the ACE hygiene is critical for the AWS side because they're working hand in hand with the alliance, and then the alliance person has to go to the salesperson saying, Hey, listen, was this closed? And it's a lot of communication back and forth, but work where you work and allow them to work within one tool without having to go back, they're not missing information data. You guys are the only tool that I know that does this, by the way, because I have been on the aligned side, I've been on the sales side, and it was always a back and forth, and I'm so surprised nobody else has developed this, so I'm glad it's available.

Guest: Sri

Yep.

Guest: Kyle

Yeah, we're too. But, uh, it's, it's been a, you know, I've been right where you are. I've been in alliances for, you know, 10-plus years in the cloud and you know, this ACE piece has always been a thorn in the side. You know, you have to do it to be able to get your benefits. You know, think of a consulting partner. If they don't submit, they lose five points instantly, you know, uh, there the margins in the cloud are low enough, we don't need, you know, we need every, every piece we can. So let's, uh, you know, let's give them the tools to be able to accelerate and get the, get the cash flow that they have they've deserved.

Host: Jon

All right, Tree, I have to ask you, what is the security model around this? Because now you're passing data back and forth not only between the CRM, but now I have to communicate with the ace. So the data is residing in both and you're now, you're doing communication behind the scenes.

Guest: Sri

Yeah, so that's sort of where labs were a security and MSSP partner, right? We take security very seriously and we help customers go through the same challenges, right? With their, with their application, with their, uh, applications as well. So we are so certified. That is one of the first things we did when we, uh, when we launched, uh, we were so to certified from the beginning. We all, since we are also the first, uh, partner to do this, do this as a product, we also had to go through AWS legal and security teams as well, and get their approval. We got a lot of paperwork to submit to The security team. And, uh, it was a lot of paperwork by the way, but then when we sent all the information that we had, we got no, uh, no questions back. We were

Guest: Kyle

Not that I can, I can tell you from a sales perspective, you know, everybody on sa, the SaaS side of the business, they always send out security questionnaires and everything like that. The work that SRI and the team did too early and, you know, in the process has helped the sales side a lot of our business because whenever I give them a SOC two, I get them under non-disclosure and we give 'em our SOC two and we answer their security questions. We haven't had one person come back yet and say, Nope, this is something we can't do. The last two customers we won said, You guys are the most prepared SaaS company I've ever dealt with.

Guest: Sri

Yeah,

Host: Jon

Nice.

Guest: Sri

And, and it's important, right? This is very important information and it has to be secure, right? So it's, it's very core to how we built. Uh,

Guest: Kyle

And Jon, there's kinda leads into, you know, what a webinar that we've got coming up here before long about the whole partner path journey. Um, we are, what we consider ourselves is helping partners through accelerating the partner path, all the way from the readiness piece of making sure your infrastructure is built correctly. Have you, did you build it in, an environment that is recommended and, you know, architecturally sound, Um, do you wanna move to Control Tower because it helps you scale faster? You know, those, all that readiness piece, the SOC two-piece that Sheri met, you know, getting your foundational technology review done before you can list the product, we do all of that for our partners. So if you come to labra as an early SaaS vendor going to the AWS marketplace, we're going to accelerate your process greatly and get you to the next partner level a lot faster than anyone else.

Host: Jon

I think this is a great time and a great segue into FlyOut that should be releasing very, very shortly if it hasn't already by the time this drops. But before we get to that, I wanna let everybody know we have an awesome customer case study coming up in our next podcast to talk about how they're utilizing the ops sync and labra and the benefits of it. Now, I'm not gonna drop any names just yet, I'm gonna keep you on the hook, but SRI FlyOut, What is it?

Guest: Sri

So it's, uh, so we, where Will, so labra is a platform and obvi and Ops sync is the first vertical that has been released, right? So, uh, and we have a vision on how, um, the cloud commerce is evolving. So that's why we're going vertical by vertical and FlyOut addresses the next vertical, which touches the cloud marketplaces, right? So, uh, you are a partner, you have to set up your race integration first, like, you know, to be successful as a partner, But once you've done that, you need to be able to list and, and, and provide your solutions on AWS marketplace, right? So that is the next offering that we are, we are, we are, we are coming to the market shortly with which, which helps the partners to the whole journey of a cloud marketplace, and in this case AWS.

Host: Jon

Is there any more information you can give on Flyout? I know we haven't released it yet. It is not official, but by the time this comes out, uh, I I wanna get people a little excited about it if I wanted to get engaged or what's the value behind Flyout for me as a customer or a partner?

Guest: Kyle

Yeah, I think it helps the journey, uh, from your listing through to, uh, the analytics of your listing. You know, knowing who bought, uh, again, it's all done in your CRM. You never leave to go to another platform. Um, but our, our ultimate goal is to solve a lot of the problems that are out there, Jon, with, uh, most deals are sold in a three, three-prong approach, right? There's a, there's a cloud, a hyperscaler involved, there's a cloud consulting company involved, and multiple ISVs today. Everything is so single-threaded, it's every deal. The platform that Shri and, and Jay have, uh, envisioned is to consolidate that to where it makes an easier buying cycle for the end user but also collaborates everything into one platform for the consulting partner, the ISV, and the hyperscaler all in the same deal. So it all ties back to ace, you know, so it all kind of ties together to where if you close a deal, it automatically closes the deal in ACE for you, so you don't have to go do any work. So it simplifies that whole co-selling and what we call, you know, the cloud commerce and fulfillment platform.

Host: Jon

Sure. I wanna jump in there now. It's gonna be integrated into CRM as well, man. I'm noticing a theme here, like work where you work. I mean, you're taking away all the friction that's kind of, everybody has to go back and forth between a different APM, different portal, jumping in there. Does this apply to not only you can see where you're selling, how you're selling and kind of really dive into it, but this is applied to like private offers and subscriptions for it, or,

Guest: Sri

Yeah, I mean, everything, right? So our goal is how do you make this revenue cycle faster, right? So there are a lot of problems along the way. We are coming up with a vertical-based approach. Uh, any problems that we are seeing, we plan to solve them, right? Um, so like the, like you mentioned CPP, right? That's another great problem that has not been solved yet, right? Um, renewals are another problem that has not been solved.

Host: Jon

Oh, yeah, there's one that's hard to track. I mean, how do you track renewal? You gotta go in there like, Oh crap, I missed this a month ago now. Like, what's happening? That's a lost deal.

Guest: Kyle

Guess what? Guess what? Your CRM has a way to track that stuff. So why, you know, now that we're engaging the CRM, you can set a task and it will come up 12 months before you can look at all the closed dates in the dashboards and see, hey, these are coming up for renewal this month, and just start working them. So, yeah,

Guest: Sri

And this is an opportunity for it as well, <laugh>. So don't market that part.

Host: Jon

I think there's a huge opportunity here. I gotta lake you guys. No little secret. Uh, I use HubSpot and I am on the marketplace, so I have some ideas. We might have to talk offline. This

Guest: Kyle

<laugh>, Jon, I'll be glad to give you, you know, you saw the demo, but we'll, glad be glad to hook you up and get you, get you onboarded. So,

Host: Jon

Oh, that sounds good. But, but enough about me, guys. The product Op sync is solving a huge amount of friction and problems between not only your sales and your alliance but also AWS. I see the value in this. I see where you guys are going, and I'm hoping that we can elevate the awareness of what you're trying to achieve and how well you're achieving quickly and painlessly going from six months to 10 hours, really do, but going to that amount of time. Wait, actually, I just thought of a question. What about all the data I already have in my CRM? Can you sync that existing stuff to, or is it all new data?

Guest: Sri

It's, it's new data, but existing data can be synced, provided the right data is added, right? So Ace Fields changed, for example, right? So as long as the data is up to date, yeah, it can be synced.

Host: Jon

Okay? So there's a little bit of hygiene to go back and clean up some of those old things, but the value is there going forward. But you guys will help, you know, kind of clean up, kind of go through those, make sure the stuff is done. It's not, Hey, you gotta go do this work. It's no, let's get this done, let's get this cleaned up and you'll see the value right away. Yep.

Guest: Sri

Yep. Think

Host: Jon

Wow, that, that's, that's freaking amazing to me on what it's gonna be and available. Oh, also, everybody takes note that you guys will be out. You are a sponsor for Reinvent. You're gonna be out there, we're gonna have some awesome conversations, some live streams happening. Have to come over to the hospitality suite. We'll get you on camera, we'll do little things. I think there's a challenge that we're trying to accomplish, but I'm not letting you in on that yet.

Guest: Kyle

<laugh>, that sounds great. Yeah, we, uh, we're excited about reinventing. Uh, this is gonna be a big year for, uh, Labra at Reinvent. Um, so really excited. You know, it's hard, it's hard to not share as much as I wanna share about what, where we're going. Uh, but, you know, we'll, we'll continue to do these and, and share more as we go.

Host: Jon

Sri, real quick, at Reinvent, I, we are having a live stream. If there's stuff you wanna share, I'll get you down on that slot. You come in there and you can talk all about it. You can drop some cool stuff live to everybody. But we're also gonna talk about the event that's happening and how it relates to what's trying to be accomplished because there always is a partner path that happens, our partner experience at Reinvent. And this will be great for all the partners and customers trying to, you know, input their data.

Guest: Sri

Yep. Looking forward, Jon.

Host: Jon

Awesome guys, I really appreciate it. This has been pretty cool, and I appreciate the education on Ops and FlyOut. More information to come on Flyout. We do have a podcast scheduled along with a customer case study, and I'm not dropping any information. Kyle, anything else you'd like to share with the audience?

Guest: Kyle

No, uh, just feel free to reach out@elaborate.io or, uh, Kyle labra.io and you know, we'll be glad to, uh, you know, show you the product, give you demo, and, uh, get you set up. We, love to solve tough problems for our customers, so look forward to talking to you all.

Host: Jon

Yeah. How about you, Sri? Anything you'd like to leave the audience?

Guest: Sri

Yeah, I mean, it's a, it's a big, uh, journey. So we are in like, uh, the early stages, like this whole, uh, the problem is evolving as well. Like, uh, uh, so we are here for the long run and to solve the customer problems, uh, as this, um, cloud s uh, space evolves. So looking forward to the collaboration with our partners as well as our customers.

Host: Jon

Yeah. Thank you, guys. I'm looking to future collaboration with you as well. Kyle Tree. Thank you so much for joining me. Thank

Guest: Kyle

You, Jon. Thank you so much. You're, you're, you're outstanding. I look love working with you.

Guest: Sri

Thank

Host: Jon

You. This has been a fun conversation, and very informative. I enjoyed it so much. Everybody. My name's Jon Myer. I've been your host, Kyle Tree from I blab lab, Earth. Op sync and Flyouts come their way. Don't forget to hit that, like, subscribe in, notify, because guess what, We're outta here.

Guest: Sri

Thank you.

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