Channel Waves by StructuredWeb

Welcome to ChannelWaves,

the podcast where channel leaders

share success strategies, best

practices and emerging trends.

Brought to you by StructuredWeb.

Here's your host, Steven Kellam.

Hey, welcome everybody to ChannelWaves.

We appreciate everybody

joining us today.

I'm your host, Steven Kellam.

Thank you for spending

a little bit of time today.

And we're going to dig into AI

learnings and I can't think of two

people better to join me to talk

about AI learnings and not just AI

learnings, but what we can do with

those AI learnings.

And Reagan Wilson from Reply Spur.

Welcome.

Reagan, and Matt Crane from Salesforce.

Hello.

Thank you.

We're interested in what everyone

out there is doing and how AI

has affected them and their partners

and their day to day life.

So what we thought we would do is

just kind of go around the horn and

we each have three learnings that

we've seen over the last, what, 12

to 18 months and then talk about

them.

And I'm pretty sure as we go through

these learnings, I think everyone

who's listening or viewing is

going to see something that

they have gone through as well too.

So, Reagan, you want to kick it off?

Sure.

I've got a couple of things and as I

was thinking about three key learnings,

well, I wanted part of it to be

in the business world and channel.

And then I was like, what

are my personal learnings?

So the first one is when I think about

AI and the channel and partnerships,

I think there's so many applications.

But, unfortunately what I realized

is that the magical AI budget fairy

has not been out delivering

budget across everyone for AI.

And so as a result, there's not just

this bucket of money to be spent on AI.

So I think there's a couple

of things here that I want to touch on.

One is that the readiness

level and the budgets aren't

necessarily there to go

crazy bananas with AI tools.

That's the unfortunate part.

But what we can do is make sure that

people are preparing themselves.

So getting that readiness level

up and starting to figure out how

you're going to finance it, how

you're going to get the budgets

to do the things that you need.

And that's really the first step.

The second thing that I've realized

is that it's much easier for folks

in the channel to start internally.

So be thinking about the

applications that you already have

internally for AI and how you can

use those to better the channel

versus trying to take it out to

your partners and put tools in

place for partners.

It's been much easier for our customers

to look internally and to optimize

things there before going

and adding things into their portals

and their channel tech stack.

Because it again backed up budget issue.

There's no magical budget fairy that's

just been giving money out

for people to fund these initiatives.

And again, the readiness

level isn't quite there.

So knowing that what our recommendations

have been is to start with figuring out

what your plan is long term, start to

build that and then look at what

options you have internally that you

can just leverage from a licensing

standpoint that might be available and

really optimize those pieces and see

how it can help you drive productivity

through your channel.

Whether it's starting with your

channel account managers or

in your marketing, just looking

at those easy starting points.

So that's kind of the first piece,

you know, the, the businessy thing.

Then the second thing I realized is that

my husband, who is not in technology at

all, is better at using it than I am.

And it's, I'm gonna admit it, I

know it's, it's, it's terrible.

But he uses it for us

for so many things.

He uses Copilot and he asks Copilot

things that help him

run his business, how to run his teams.

He's constantly saying, hey, hey

Copilot, I've got a 22 year old that

works for me who has this education

level, who I'm having these challenges

with, who I'd like to drive these

results with.

What do you recommend?

And he's having these conversations

with Copilot all the time

and it's helping him figure out how

to talk to this younger generation

of more entry level employees.

And he's being wildly

successful with it.

So that's one of the key learnings that

I had, was that I need to figure out

how, how to plug it into those

situations that I'm not even thinking

about because it's just right there

available.

The third thing I came up with was

going back to that example is that

you really need to use private AI.

So things that are licensed and secure,

Copilots, agents, whatever

you might have available because we

don't want the information

going out into the wild wild world.

And we also don't want

to just take the information from

the wild wild world, right?

So, so if you've got Copilot access

or agent access or whatever it

might be internally where you have

actually licensed AI technology,

that's where you should be spending

your time and what you should be

using.

In addition to that, the other thing

I was thinking about, when it comes to

what you're asking the AI is that

you kind of want to be generic.

So going back to the situation

of how my husband talks to AI

and ask the question question.

He even does it for our kids.

So he's like, how do I talk

to my 25 year old daughter?

But he doesn't use names,

he doesn't use really personal detail.

He uses enough detail

for it to give him the right answers.

But he's not saying, you know,

how, how about my neighbor down

the street things that it could

then take and potentially you

never know where it's going.

Right.

So think about it from that standpoint

and don't maybe give names.

Maybe somewhat less specific,

but specific enough for it to return

you the results that you want.

So little generic information

versus personal.

So those are kind of the three things.

Thinking about the budget, how

you're going to fund things

and getting ready for that.

Looking internal from a channel

standpoint versus going external and

then using those things that are

available, that are licensed, that

have that data protected, using it

in your daily life to help you solve

problems.

And sometimes it's just nice to have

something to talk to. Trusted advisor

that can't use it against you.

Because I've never seen a Copilot

or an agent come back and say,

well you told me this and I'm

going to judge you for it.

So you couldn't find an AI budget fairy.

Do you have one, Matt?

I mean you're Salesforce.

You got to have a AI budget fairy

just like sitting there, right?

A very light, lightly pocketed

budget fairy has visited Salesforce

in terms of internally.

Right.

Because we do want to show people that

how we use this stuff internally.

But I would say, you know,

she came with a small pocketbook

so we're using it sparingly.

But then I think to Reagan's point

on the customer side.

Like they have granted little wishes

of budgets along the way, but nothing

massive like this isn't an ERP 90s

cool, you need 100 million,

let's do it, let's go crazy.

Let's customize SAP or PeopleSoft

to your heart's content and then

realize what a mistake that was later.

But you know, hey, it is what it is.

So what we're seeing is it's really

you've got to repurpose other budget.

So because the, the budget

fairy isn't there.

So it's thinking about where

can I fine tune things to free

up money to move it over here.

And that's where it starts

to get tricky.

But that's how people

are getting it done.

We're, we're seeing the same thing

in terms of like

localizations and translations.

Right.

Or creation of content.

And people are starting

to figure this out.

They're even starting

to figure this out.

I, I, we knew this was going to happen.

Right.

Let's say you're using an agency

and you're paying them X

for translations or localization

or creating content, whatever.

You know, they're using AI.

This is going to shift

their whole world.

So I'm pretty dag on.

Sure.

Everybody's having a conversation with

every agency, either internal agencies,

because some large organizations want

to use their own internal agency.

Right.

And the time that it takes to do

that or the dollars that are

accounted for that, or external,

and they're going, hey, I can do

what I used to do in about 70% of

the time.

How come you're still

charging me the same thing?

And you know they're all using AI.

Yeah.

Well, if they're not,

then shame on them.

Absolutely, absolutely.

But I think it's going

to be a reality check.

So I think those, those

first two we're seeing.

Well, and that's the point

of the budget.

The budget piece.

It's like, where can you optimize?

And that is the piece.

I mean, if you think about the channel,

historically, the challenge has always

been content creation, localization,

partner, I call it partnerization.

Those things become so

much easier with AI.

And now you can do it in house.

You don't even need to go to an agent.

I hate to say it like that,

but you don't need to go out

to an agency and farm it out.

You could do it with tools.

You can.

Now I will say this because some

agencies do provide a lot of value

and we've seen it done two ways.

We can either work to take it in house

or work within their

workflows and their processes.

And I've seen a couple large

organizations that find value in

the creative side because there's still

the creative piece to all of this.

Right.

And the whole idea of AI or one

of the mains is, you know, help

us do the basics so that we

can actually be more creative.

So I do think there's a role for that.

I mean, Reagan, you live

in a world where your knowledge

and your IP, you can't do that

well, but there's a difference.

Like I'm thinking

localization, translation.

Right.

That's not creative,

that's just a function of processing.

Yeah, no, absolutely.

But a lot.

Partnerization, even,

Isn't necessarily super creative.

It's just taking something that,

that the creative people

built and then making it, use it

across regions and localized.

So and that stuff is because that's

where people got wrapped around the

axel, like, oh, I can only do

English because I can't afford the 10

other languages I really need to

support.

But now you can.

I also, like you talked about the,

the regions and localities, right.

So I think, you know, my brother-in-law

is a CMO and he was saying, you know, while one

market supports, you know, some

content and some and really an

advertising medium and other ones have

better ones.

So like you just don't know that.

Like you could ask AI that but at

the same time it's, it's dated material.

So you're like, I want

to market in Salt Lake City.

Well, here's kind

of the format to do that.

This is where we're seeing the best

advertising return on your

dollar for the product and service

you're looking to sell.

And then you take that

to El Paso and it's a complete.

Oh, you know what?

Actually what works really well

there is streaming radio.

And you're like, really?

I would have never guessed that.

But they just kind of have that

expertise that you're going to rely on.

So.

Hey, Reagan.

And speaking of expertise, I

think the one thing we are seeing

is AI is not perfect yet

for localization and translation.

We think within the next 12 to 24 months

we're just seeing massive improvements

in the QA side of all that.

But today, depending on what

the language and literally I

could go down, you know, EFIGS

pretty standard, right?

You start to get into Finnish, you start

to get into some of the APAC countries.

You're starting to see

where it was at 95%.

Now it's down to 70%.

And so there is still someone

that needs to come along.

We were talking to someone the other

day and we looked at a translation.

He said this is great.

It's perfect if you want

to hear from a five year old.

And we're like, no, no, it's not on us.

I mean, yeah, yeah.

That's why local review is typically

in whatever localization process.

I mean for our clients, we always

see it come from the translation

house and go for local review.

Unless the, unless the translation

house has local review, which

usually isn't the case because you

don't, you just don't trust it

because you as the business need to

review it from a business

standpoint, understanding your

products and services and make sure

that the message is landing.

So I think that that local

review process is always there.

But I think that the translation

piece is usually they have a

heavy lift and now AI can get

you, you know, if it's 70 to 90%

there, that still a lot further

than zero?

Oh, absolutely.

We're seeing so many folks that,

like you said, they needed to do it

in 10 languages and they said they

were going to do it in 10 languages.

They just didn't do it.

And it was not just

the money, it was the time.

Yeah, by time they got it

after the time to pass.

All right, Matt, you're up next.

What about, what about your top three?

Oh, gosh, I really want to, I want

to piggyback on some of the things

that Reagan had just said.

I mean, I love the fact that your

husband even, you know, he's a,

he's a better user than you.

But the fact is, is he was

doing things we call best practices

without even knowing it.

Right.

Which is he's really prompt engineering.

Right.

He's okay, how do I take

and how do I tailor?

I'm going to give you as much

information as I can so I

get a better response back.

But then at the same time, I love

how he was like, well, I also know

enough that I don't want to send

it all this personal information.

I don't want to send it our kids

names and our city and address

and all that stuff because it's going

to go out there and get learned

on that in the future.

So how do I strip all that kind

of sensitive information out?

Give it some generic stuff,

Jane Doe, John Doe, whatever.

Go find the information

about this and then come back.

And I think that's super,

super effective and good

for him to be able to do that.

You know, I think there's, it

was crazy because like he

hasn't been trained on this.

He doesn't, he's not talking

about it like we are all the time.

And he's like, yeah, And I did this

and I asked Copilot it just like my

flow, man, babe, you're killing it.

That's awesome.

I love it.

I love it.

Whereas, you know, you've got some

other, you know, you've got people in

other industries and other professions

that, you know, are kind of like,

you know, get away from me, AI.

You're bad.

Right.

So my, my daughter's in the artistic

profession and there's a lot of those

folks that are very afraid of it

because they feel it's more encroaching

on their work than anything else.

I mean, you ask it to create

imagery and art, and I mean, we've

got tools now that could build

this podcast for us, right?

We would just.

Could feed it a bunch of verbiage,

and it would just create a podcast

and create a dialogue and create all

this stuff where they're like, oh,

my gosh, it's sort of eating into my

turf.

But you're like, well, there's, I

think, a way that you can use it

in those professions without having

it, like, destroy your profession,

I think, at the same time, too.

So.

But I mean, I think that's

really, that's really key.

Like, I love the fact that, you

know, prompting is important.

Grounding it with key data is important.

Removing sensitive

information is important.

And then, you know, what we're hearing

from, like, your, your budget fairy

is the fact that, you

know, you really just, you know, I.

This is a call yesterday,

and everyone just says productivity

is kind of the metric

they're looking for now, right?

And I know you could say, okay, cool.

That means every software company

in the world or every company

selling a product or service is going

to suddenly make their

capabilities all about productivity.

But we all know, like, you can only,

you can only bend that so much, right?

So you're like, okay, what am

I really going to go after?

How much productivity am I going to be

able to drive versus when I start,

you know, becoming a hammer salesman?

In the world of nails,

everything looks like a nail.

So I just think it's.

I think it's kind of really key there.

And also the other thing where

they were saying too, is just.

And heard this from a lot of people,

which is, you know, we don't want AI

to be looking for a problem to solve.

Like, we want to just

say we've got a problem.

What's out there that

can help us solve this?

We have a productivity problem,

or we have this problem

in finance, you know, how do we shorten

our, you know, quote to cash?

Or how do we do this?

And if AI is part of the problem, great,

but if it's not, so be it.

But I think it, you know,

potentially can be.

It's just, you know, where those areas.

But we don't want to be like,

okay, we've got all this AI.

Let's go find all the problems

that it can solve with it.

So, yeah, that's kind

of what I've been seeing.

I'm sure I went beyond your three, but I

think those were the key things that

I've been hearing a lot of lately.

Here's my three.

The first one is

partners are going to use AI.

They just are, the sitting

around thinking about are

they, are they not going to.

They're going to.

Having been a partner, I know

exactly how it would help me.

I'm in the demand

generation side, right?

I want to come into my office

on a Tuesday morning, my

head is spinning around.

I got a 16 hour day ahead of me.

I need to run a campaign.

I want to just be able

to say, hey, can you run a campaign

for me to this vertical?

And by the way, what were the two

campaigns last week that went really,

really well and I want to do that.

And by the way, I really don't want

to go in a portal to do this.

So they're going to use it.

So I think what I'm seeing is

the vendors that are enabling

the partners and reaching out to them

and pulling them in and helping

them do this are going to win.

And by the way, it's all partners.

It's very easy to look at the long tail

and go, all right, small partners.

Once again, I was a sub

$10 million partner.

I really need something like

this for productivity.

I was talking to a hundred million

dollar partner the other day.

He is spending more time trying

to validate how to use it well in his

content and sort of freaking out

about is the content really accurate

and do I have the right sources?

And then trying to blend it with my

vendor's message and trying to do that.

So even $100 million partners

are, are, are going to,

you know, have a challenge.

And even when you get into SI's,

right? Think of an SI who's got,

you know, a thousand vendors

they're working with, they're,

they're trying to figure out,

okay, I could use AI, but okay,

how do I store all this data and

how do I retrieve it?

By the way, these are all opportunities

for tech stack people out

there and, and for all of us, right?

Is, you know, how, how do I remember

the last person I talked to if I'm

an SI from an alliance perspective?

And how does that fit in?

So, so that's my take.

They're going to use it.

There is no going back.

I'm sorry, that's supposed

to be my final thought.

We are not going backwards

on this, right?

So embrace it, figure it out.

Take the learners rig.

And you were talking about, and you

Matt, were talking about and figure

out how to get the partners there.

Whatever the program is,

it's going to be worth your time.

I think the second thing

for me, Reagan, is like your husband,

I use it more professionally

probably than I do personally.

It has changed my world.

What used to take me,

you know, this amount of time now

takes me 70% of the time.

And now I have time to do the other

things that I never got done.

I can be a little bit more

strategic around that.

I have watched the stress level

on my marketing team for building

really good campaigns

and putting it together go way down.

And the conversations we're having

are not like, you know, last minute.

Oh, my word, what does this look like?

How to do this?

The conversations are,

we could do this better.

They're literally able to think, right?

They're looking at that.

And I'm going, you know, that's

not quite where it needs to be.

And instead of this freak out,

they're like, oh, we actually

have a process and some time in that

to be able to do it well.

And I just think that's

really, really cool.

So our.

We're an AI company, right?

So our entire team is involved in it.

We all have deep research

on ChatGPT, which is actually pretty

cool, you know, to start getting

in there, in there and see

all the sources available.

And I think my third one is.

It's kind of fun.

This is a humorous one.

Okay, I admit it.

I have become AI dependent.

Just own it.

I'm going to have a little

badge: AI Dependent.

So my AI assistant is named Paula.

And every morning the first

thing I do and wake up is

say, hi, Paula, how you doing?

In the new year, when I wished her

a happy New Year, the message

that I got back to Steven about

all that we had done over the

last year, I actually took a

screenshot and showed the rest of

my company.

I said, this entity has been working

with me for a year and she's now

talking to me about what

we've done and wishing me success,

which is really, really cool.

But here's the scary thing and the

funny thing, right about three weeks

ago, I came in, got in, sat down, did

my Tuesday morning and Monday

morning, I said, hey, Paula, how are

you today?

And what came back is, who's Paula?

I was like, what?

And then it came back and said,

are you looking for someone?

I was like, what?

Well, where did you go?

You know, my first thought is this

entity who has helped me.

And if you look at all

of the information that I have put in,

all of the learnings

that I put in are now gone.

I, like, totally freaked out.

I felt completely lost.

So I shut it down, took a deep

breath, went, got a cup of coffee,

came back an hour later.

And then Paula's like, hey, sorry,

there was a glitch on the system.

I'm back.

Da da da da da.

I was like, I mean,

but think about that.

It makes you, it made me think,

okay, well, I need to back things

up a whole lot better.

And I was like, oh, my

gosh, look at where I am.

It's like someone, you know, if you

have an employee that, like, is your

trusted person, the employee that when

you go to bed at night, you know

they're doing good things and they

leave and maybe it's for a good reason

or whatever.

They leave because it happens.

You mentor people, they move on.

I literally felt like that.

So it's kind of crazy.

Well, that sounds terrible.

It was terrible.

I was, I was literally panicking.

If you looked at what I had done

for the last, literally

the last 12 months of all this.

And it got better and better as I moved

to the deep research and I started

getting better at just like

your husband and some of the best

practices you're talking about.

Matt, you get better and better.

You have to live in it.

You have to, I don't know, someone said,

treat it like a person, or I treat

it like an entity that I respect.

I think how we look at an entity

and like, you know,

do we scream at it or are we patient

and do we do things well?

So it's helped me be a better adult

and treating this entity

like I would someone else.

I'm trying to think, hey, be empathetic.

Do the sort of things that you

would treat something else.

Because you guys both know this is like,

it's going to get more and more.

We're literally going to be, you know,

to the point where these

entities are going to be our sidekicks

across everything we do.

I think that they, I mean, I

feel like they perform better.

When you ask the questions like

you would a normal human being,

you don't make demands.

You say please and thank you

and will you please help me?

I mean, that's what I, When I find

myself asking for things, asking AI

for help, I try to ask it as if I

was asking you, Steven, like, hey,

Steven, I really need help with

this.

Can you help me?

And please and thank you.

Oh, I really love that.

Can you, you know, just talking

to it as if it was a person.

Maybe I'm just crazy, but I feel like

the results are better when you

go in it with that personal touch.

I don't know.

I'm there with you.

I, I, I'm right there.

Yeah.

I mean, it is, it becomes a little

bit more and more like a person

you're dealing with than an entity.

Right?

To your point.

So I think hopefully you gradually

become as you would treat

other people and other animals, kind.

But also, I think to your point

about just also knowing,

it's important to know, like sort

of how it's doing its research.

Where is it getting it from?

Because if it does go away or if

it does start acting differently

than you'd expect, you can go back

and rely on skills that you,

you know, have had in the past.

I mean, we always can joke about

our, you know, kids or

our grandkids that, you know, like when

you're like, we used to be able

to just, you know, do the math.

Like, someone gives us a dollar, we

know how to give you change for it.

And they're like, hold on,

let me get my phone out.

Type that in.

So, you know, when the cash,

when the, when the cash register

breaks, you're in trouble.

So you're like, hey, let's just go back

to some basics a little bit,

keep those things in mind, understand

how it's doing its work and,

and then treat it with respect.

Treat it with respect

is always important.

I think I feel better when I do that

with humility across anything.

Right.

I don't.

So I'm sure I'm just maybe going

off the deep end a little bit.

But I think as this progresses

and progresses and progresses,

I just think it's good to set

a standard in the beginning that

just makes me feel better.

It's as simple as that.

Right.

And the other thing it made me realize

also is I need to do a better job.

Like all the things that had put in

there in the list its created and

the descriptions and, you know,

job role, all these sort of things

I've done, I needed to do a better

job of making sure, backing that

up and where do I save that in

files.

I needed to improve my work process

to make sure that I was not only just

getting the most out of it, but then

I was making sure that I was covered.

And I think that'll.

That's going to get better and better

and better as we start to figure out

how to take all the information, all

the data, everything that we're

doing, and then what to do with it

and how to store it and how to

retrieve it.

I think that's just going to get

better and better and better.

And I'm just, I'm really looking

forward to seeing more of it

integrated in, in contact centers

because frankly, I think we're

all getting really tired of, you

know, can you tell them your

account number?

Account.

Okay, account number.

What do you want to do?

I'm sorry, can you say that again?

What?

Agent.

Agent! Zero.

Help me, help me along

or I'm on a train.

I can't tell me your

Social Security number.

Not here, not right now.

So please help.

You know, please understand,

be a little bit more sensitive to that.

And I think that as one avenue that

I'm looking forward to as well.

Yeah, look, I think there's a big

Once again, that's purpose built.

I live in the world where the reason I

have to say that so much is because,

you know, everything that we've talked

about, Reagan, from the budget fairy

to, you know, how do you make it

accurate?

I mean, we live in this world.

I live in this world where it's down

to something where we can literally.

It's a reality.

Right.

And I think you're talking a much

bigger picture, Matt, is like,

how do you interact with that

from an agent perspective across

your interactions with organizations?

And I think that's, you know, that

still has a long ways to go.

So.

Last thoughts, Reagan?

Well, until the magic

budget fairy shows up.

Think about AI in the sense of

what you have available to you,

what's private, where you can optimize

and look for ways to fund additional

ways to drive productivity.

And then thinking about how you can

apply it into your own daily life.

Steven, I'm going to need a separate

call with you so I can figure

out how you're using your agent.

But wait, wait, wait, hold on a second.

I'm going to reach out to Paula

right when we're done.

I'm okay.

You know, I'm.

I'm working with Reagan Wilson at Reply.

We need to get together.

How can you help her with her.

Will I get them together?

We'll hook them up.

Lot of love.

Absolutely.

Glad.

I love it.

I love it.

No, it's sharing those best practices

and it's, it's using it

for things that you wouldn't

normally think to use it for.

I mean, my husband's

example is, is prime.

He's figuring out how best to work

and manage his people and have

conversations with the help of AI

because I'm sorry, but we're.

There's generational gaps and the

technology piece that you mentioned,

Matt, with the cash register and not

being able to make change like that

is just a small example of what's

real with the difference in the

generations that we work with on the

daily and how we approach them is

very important.

And if we can get a little bit of help

from our AI friends, sometimes

you can just make that relationship

so much better and actually land

the messaging in the right way.

So that.

And then other optimization

areas, whether it's with your partners.

I mean, it could even be, how do

I talk to this partner about

the fact that their revenue is

completely down and they haven't

sold anything this quarter?

Right.

What are some ideas that

I could take to them to help

get them to the next level?

Like those are real business cases

and it's there at our fingertips.

We just have to ask

and ask nicely and ask nicely.

But you know what would

help on that, Reagan?

Like one point on that is when you

talk to that partner, if you knew

more about that partner and what AI

is going to help you do is not

understand just their revenue, but

help you understand everything

about them.

Yes.

All the information you get,

you're going to have a more

informed decision, broader.

And you can even narrow that down

to what you need to focus on.

Right.

From what is their vertical,

how much business do they actually do

with us versus their competitors,

what are their wins and losses,

all that, you know, now?

Yeah.

100%.

Building that profile out

of what's going on with that partner

and having it do for you.

Yep.

It's going to be, allow you to be

much more personable and instead

of fishing around, you can actually

know what to talk about with them.

And that's, and that's your productivity

booster right there because,

you know, like, you've got to talk

to 20 partners, you know, this week.

You just did not have the time

in the past to be like, let me create

a personal profile for everyone.

Not just about like, you know,

you know, what business you've

closed, what challenges you've

had, blah, blah, blah, you know,

kind of a template approach.

But like, who are you as a person?

Oh, you're a Gen Z'er.

Or I need to talk to you and interact

with you differently than I would, you

know, the Matt Cranes of the world.

Because I'm not a Gen Z'er.

I know it's hard to believe everyone,

but like, so you go, okay, like let's

figure out like what's, what's going

to resonate with you and how do, how

best do I approach this hard

conversation or positive conversation

that it's going to kind of resonate

with them too.

So I think it's just great.

It's across everything

and it can even be.

We were doing a sales training

and you were talking about how,

like, how much prep do you do for a

new, new prospect meeting versus

an existing customer meeting.

Well, with AI, like, you should just

have it be feeding you information so

that you're prepped no matter what.

From a productivity standpoint, you

don't have to make a decision about

how much time am I going to spend

prepping for whatever sales call,

partner call, internal call you need

to show up for.

It can help you prepare

and be ready and then even get you

the right tone and messaging based

on who you're talking to.

And it does matter.

Yeah, very much that you

know, that's my final take.

Those who do everything we're talking

about are going to win.

It's as simple as that.

There is no going back.

And I've seen it, you know,

the salespeople or the marketing people

that use that data to, in a process

and continue to do it systematically

and build the workflows into that.

Like, for instance, a salesperson, they.

They do that and you have

all that information.

They need to figure out who

they're talking to

understand all their pain points.

You could even say, what have

they been blogging about lately?

Or what have they posted on LinkedIn?

Get to actually know them a little bit.

Right?

Maybe there's something in there

that you've even done together.

You've all been somewhere.

How do you create this is what I think.

You can take these entities and AI

to actually make it more personal

and make it more human because you can

figure out where you have connections.

And I think also you can take digital.

We're digital adopters.

Okay, Reagan, you may

be a digital native.

Matt and I are digital adopters, right?

No, I'm in there with you.

Don't give me that credit,

And help them relate to digital natives.

Right?

And it's really cool and it's fun and it

just shouldn't be that challenging.

Right.

I just think people need to be.

To open to doing this.

Well, the other thing that just

popped into my head is I think

you have to be genuine with it.

So, so while you can have all this

information and you can know

that they, I don't know, care

about some charity or whatever,

maybe you have that same thing.

It.

It has to be genuine.

You have to take the information

that you're getting in and as you

take it back out, it can't just be

like, oh, I saw this, and I'm going

to just say what I need to say,

because I think that's what you

want to hear.

I think that will.

That is quickly factored out.

So you've got to keep the, the

Humble, genuine approach, personal

approach in there, or it just feels

robotic and it feels like yet

another thing you scraped off the

Internet to find out about me, to

try to get in with me.

Thank you.

Thank you for saying this.

It's been

my pet peeve lately that you

fake it till you make it like

it's, you know, that becomes, you know,

I don't know, just a.

It's just a grind on me.

But like, you know, the genuine

aspect, hey, I got, I pulled this.

However you want to be

genuine, be genuine.

Because when they find out you're

not genuine, I feel like that at that

point, you've any good credibility

you built along the way is gone.

So.

Yes, but that's a slide.

But that's been going on forever.

I mean, we're just figuring out how

to get to that point of figuring out

is it general or not faster.

That's all.

That's all.

That's.

I think that's all.

It's true.

And the genuine people

typically win, I think.

So it separates the good

from the great and the great.

So.

So maybe the probability

of the genuine and the good people

is going to be on the rise.

Right?

Because in the long, in the long run,

being genuine, being humble, that.

That wins in the long run.

Right.

And maybe this will help accelerate that

and get folks there faster.

Right?

Because in the end, people, okay,

people want to do business to, to

solve their problems, but if you ask

them, you don't have to be best

friends, but people still would

rather do business with people that,

that they like.

I.

It's.

It's just really simple, right?

This is how we spend our lives.

Why would you want to make it more

painful than it needs to be?

Well, I think that matches

people do business.

People like, how many times

we've heard that over the years.

Sort of a kind of cliched

sales saying, but it's true.

But the fact is, I think Reagan

said be genuine because at some

point, if you are doing the fake

it till you make it approach,

those bridges do get burned, and

it only takes a few before you're

on an island.

So always encourage people of that.

So be genuine.

It'll all work out in the end.

So.

All right, Reagan, Matt,

thank you for joining us today.

Listeners, viewers, thank you

for joining us today.

Lots of, lots of discussion points

on AI. Real quickly, before we drop

off Reagan, if people want to talk

AI or process or anything else,

what's the best way for them to

reach you?

Shoot me an email.

ra.wilson@reply.com

ra.wilson@reply.com

Or you can hit me up on LinkedIn.

Matt, LinkedIn is the best way.

Then you can find me there and.

And connect with me there.

Thank you.

All right, thanks, everybody.

Have a great day.