00:00:06.405 --> 00:00:06.635 OK.
00:00:07.725 --> 00:00:08.175 Yeah.
00:00:08.185 --> 00:00:13.799 So anyway, Ron did this was the one where you were going to be
00:00:13.799 --> 00:00:19.057 so kind to run through some demos so that, you know, Steve
00:00:19.057 --> 00:00:24.315 and Ottoman Elizabeth could gotta just real world see like
00:00:24.315 --> 00:00:28.415 how we present it and and see this in action.
00:00:28.425 --> 00:00:32.692 And I just think that would be extremely beneficial for them to
00:00:31.615 --> 00:00:33.405 I don't remember agreeing to that.
00:00:32.692 --> 00:00:33.225 do that.
00:00:34.985 --> 00:00:35.995 I'm so sorry.
00:00:36.065 --> 00:00:36.595 OK.
00:00:36.665 --> 00:00:38.295 So Ron, let me ask you a question.
00:00:41.235 --> 00:00:43.135 So playing with you all right?
00:00:43.195 --> 00:00:43.525 Yeah.
00:00:43.535 --> 00:00:43.765 No.
00:00:43.775 --> 00:00:44.665 Happy to do this.
00:00:44.675 --> 00:00:48.308 This is great, so probably haven't had this discussion with
00:00:48.308 --> 00:00:49.095 a lot of you.
00:00:49.345 --> 00:00:53.629 Umm, I used to do this all the time, but you know the main
00:00:53.629 --> 00:00:57.986 thing that when I did a lot we've done multi day courses on
00:00:57.986 --> 00:01:00.165 customer centric sales, right?
00:01:00.175 --> 00:01:01.945 And it's completely different way to sell.
00:01:02.145 --> 00:01:05.393 Sell your wares and your services and the thought process
00:01:05.393 --> 00:01:08.865 behind customer centric sales is to make it customer centric.
00:01:08.875 --> 00:01:10.245 As the name implies, right?
00:01:10.355 --> 00:01:14.102 So instead of me having you come in to buy a car and me trying to
00:01:14.102 --> 00:01:17.508 shove a, you know, a minivan down your throat because we're
00:01:17.508 --> 00:01:19.835 trying to get rid of all minivans, it's.
00:01:20.055 --> 00:01:21.385 What do you need in Steve?
00:01:21.635 --> 00:01:23.305 Well, our car broke down.
00:01:23.315 --> 00:01:25.025 Ohh, what do you need it for right?
00:01:25.035 --> 00:01:29.643 So it's more about you and so it's more about the, let me just
00:01:29.643 --> 00:01:32.935 even go into when I demo, I have a template.
00:01:32.945 --> 00:01:37.126 When I take notes and the first thing I do is I come in here and
00:01:37.126 --> 00:01:41.049 I put in the date of the call and then I write clarity needs
00:01:41.049 --> 00:01:44.715 analysis demo and I even tell the people. I'm like look.
00:01:44.725 --> 00:01:48.322 We've done over 1500 sites over the years I can't demo anything
00:01:48.322 --> 00:01:51.695 until I know what you need and then I'll be able to kind of
00:01:51.695 --> 00:01:55.011 showcase some of the ways that we've solved those business
00:01:55.011 --> 00:01:58.215 problems that you're looking to solve for other clients.
00:01:58.225 --> 00:02:00.295 And that's really what the demo is going to be about.
00:02:00.385 --> 00:02:04.734 So I'm not trying to even demo my products that ends up coming
00:02:04.734 --> 00:02:07.495 out and I end up being able to do that.
00:02:07.585 --> 00:02:11.153 But what I'm really more interested in in finding out
00:02:11.153 --> 00:02:14.588 what they need and then my entire proposition is to
00:02:14.588 --> 00:02:15.645 establish value.
00:02:15.715 --> 00:02:16.585 That's it.
00:02:17.035 --> 00:02:21.237 All I want to do is establish value because if I can provide
00:02:21.237 --> 00:02:25.714 the best value, even if I'm not the most cheapest or even if I'm
00:02:25.714 --> 00:02:29.365 the most expensive, we can still close deals, right?
00:02:29.535 --> 00:02:33.656 Because if they perceive us as the most value, solving the most
00:02:33.656 --> 00:02:35.845 problems for their needs, we win.
00:02:36.015 --> 00:02:37.505 So that's what my demo is.
00:02:37.515 --> 00:02:39.425 So every single demo is different.
00:02:39.505 --> 00:02:42.737 Now a lot of times what I'll do is as I'm talking to people,
00:02:42.737 --> 00:02:44.645 right, I've got a lot of bookmarks.
00:02:44.965 --> 00:02:48.619 So I've got hundreds of websites that we've done over time that I
00:02:48.619 --> 00:02:49.615 can do responsive.
00:02:49.705 --> 00:02:53.282 I've got a bunch of different ecom sites that I can go in and
00:02:53.282 --> 00:02:54.955 talk to and then integration.
00:02:54.965 --> 00:02:59.233 I've got every single API bookmark that we've ever dealt
00:02:59.233 --> 00:03:01.555 with, or even talk about right?
00:03:02.345 --> 00:03:03.615 Tons of wireframes.
00:03:03.985 --> 00:03:06.635 Things about Wizards and navigation and forms.
00:03:06.705 --> 00:03:08.015 Now why do I do all this?
00:03:08.605 --> 00:03:11.644 To establish value, so if somebody gets on the phone and
00:03:11.644 --> 00:03:14.949 they've got HIPAA and I can say we've done over 1500 sites, I
00:03:14.949 --> 00:03:16.655 really need to know what you do.
00:03:16.665 --> 00:03:21.012 However, out of the 1500 sites, we've probably done 2 or 300 on
00:03:21.012 --> 00:03:21.555 medical.
00:03:21.565 --> 00:03:25.333 It's the biggest single vertical that we do and I'll just Scroll
00:03:25.333 --> 00:03:28.986 down and I'll scroll back up and without demoing anything, how
00:03:28.986 --> 00:03:32.465 much credibility did I just gained by mentioning we've done
00:03:32.465 --> 00:03:35.769 2 or 300, it's our single largest vertical and I go like
00:03:35.769 --> 00:03:39.480 this and I Scroll down and show them dozens of sites that we've
00:03:39.480 --> 00:03:41.335 done that are medical in nature.
00:03:42.725 --> 00:03:46.132 That's a lot of what we're demoing, so the whole point of
00:03:46.132 --> 00:03:49.832 me making this before I go in and actually start doing some of
00:03:49.832 --> 00:03:53.474 the demos is if you can do the same thing in the content that
00:03:53.474 --> 00:03:56.235 you create, it's all about establishing value.
00:03:56.325 --> 00:04:00.629 And if you understand that there's only two people reading
00:04:00.629 --> 00:04:05.080 every piece of content that you have, it's the IT guy, Chris
00:04:05.080 --> 00:04:05.955 looking for.
00:04:06.085 --> 00:04:09.976 How do I integrate this to this or it's the business guy Ron
00:04:09.976 --> 00:04:11.315 over marketing going?
00:04:11.325 --> 00:04:14.216 How do I improve my website or how do I increase sales or how
00:04:14.216 --> 00:04:15.615 do I improve customer loyalty?
00:04:15.625 --> 00:04:18.825 Or how do I do gift cards right?
00:04:18.875 --> 00:04:21.469 So it's either a business person trying to solve a business
00:04:21.469 --> 00:04:21.815 problem.
00:04:21.905 --> 00:04:24.755 It's a technical person trying to find a technical solution.
00:04:24.985 --> 00:04:30.870 If you guys can establish that value in everything you produce
00:04:30.870 --> 00:04:33.485 to those two people, we win.
00:04:34.275 --> 00:04:36.645 So that to me, is the science behind everything.
00:04:36.655 --> 00:04:39.565 I feel that we should be doing in order to capitalize on
00:04:39.565 --> 00:04:42.680 customer centric sales because if I can establish that value
00:04:42.680 --> 00:04:45.947 when I hand them the notes and I give them an estimate and they
00:04:45.947 --> 00:04:48.959 go back to their boss and they have to convince their boss
00:04:48.959 --> 00:04:52.125 there, I have to trust them to do the demo, they're not going
00:04:52.125 --> 00:04:55.188 to do a demo, so they're not gonna learn the demo right and
00:04:55.188 --> 00:04:58.354 they're not gonna remember all the little features that I go,
00:04:58.354 --> 00:05:00.345 oh, we have this, but Shopify doesn't.
00:05:00.355 --> 00:05:03.569 They're not gonna remember any of that, but if they remember
00:05:03.569 --> 00:05:06.889 that we were the only company that solves every single problem
00:05:06.889 --> 00:05:08.365 that they asked us to solve.
00:05:09.615 --> 00:05:12.830 That right there is what they'll sell to their boss, and that's
00:05:12.830 --> 00:05:13.785 how we close deals.
00:05:14.135 --> 00:05:16.770 Any questions about that before I go in and start diving into
00:05:16.770 --> 00:05:17.025 demos?
00:05:20.995 --> 00:05:24.970 Alright, So what I'm going to do then is I'm going to start with
00:05:24.970 --> 00:05:25.765 integrations.
00:05:25.775 --> 00:05:29.337 Probably the most popular, but I think for you guys today and
00:05:29.337 --> 00:05:32.669 Philip, if you concur, I'll probably start with CEF first
00:05:32.669 --> 00:05:36.230 and then go HIPAA cuz I think those are probably the two that
00:05:36.230 --> 00:05:39.849 I can really help with the most to share what might be written
00:05:39.849 --> 00:05:41.975 about benefits and things like that.
00:05:41.985 --> 00:05:45.565 And then if there's time, we can do pay hub and integration.
00:05:45.575 --> 00:05:48.195 Do you guys think that's the proper way to hit him?
00:05:49.225 --> 00:05:50.025 I totally agree.
00:05:50.695 --> 00:05:51.305 OK, great.
00:05:51.315 --> 00:05:54.885 We'll start with Seth, all right, so we have our Seth.
00:05:54.895 --> 00:05:58.837 The great thing about Seth is and the way I sell Seth is it's
00:05:58.837 --> 00:06:00.745 a completely modular platform.
00:06:00.855 --> 00:06:02.325 It's like a set of Legos.
00:06:02.435 --> 00:06:03.345 What does that mean?
00:06:03.355 --> 00:06:06.855 Well, that means that when I put the Legos together, I can form
00:06:06.855 --> 00:06:09.645 and build different things for different purposes.
00:06:09.835 --> 00:06:10.305 Right.
00:06:10.555 --> 00:06:14.317 So with a modular platform I could deliver and I've been did
00:06:14.317 --> 00:06:14.625 this.
00:06:14.635 --> 00:06:16.005 Let me show it to you right now.
00:06:16.045 --> 00:06:19.822 Let me see if I'm actually building this out right now on
00:06:19.822 --> 00:06:23.534 I'm working on ecommerce webinars in the help Center for
00:06:23.534 --> 00:06:24.315 our product.
00:06:24.325 --> 00:06:24.695 Right.
00:06:24.825 --> 00:06:28.306 So from our ecommerce platform, let me zoom in a little bit and
00:06:28.306 --> 00:06:31.025 see if I can see that OK, you guys read that, OK.
00:06:35.155 --> 00:06:35.255 Yes.
00:06:35.375 --> 00:06:35.475 Yes.
00:06:35.535 --> 00:06:36.235 Yeah, yeah.
00:06:36.345 --> 00:06:36.845 Yes, Sir.
00:06:36.505 --> 00:06:41.669 All right, so it can be a simple B to CD to C or C to C what do
00:06:41.669 --> 00:06:43.525 those stand for, Steve?
00:06:43.535 --> 00:06:44.885 What do those three things mean?
00:06:48.395 --> 00:06:52.289 Business to Consumer Direct to consumer and consumer to
00:06:52.289 --> 00:06:52.915 consumer.
00:06:53.555 --> 00:06:54.065 Exactly.
00:06:54.075 --> 00:06:57.150 It really means that it's you're interacting directly with the
00:06:57.150 --> 00:06:57.785 buyer, right?
00:06:57.795 --> 00:07:00.605 All three of those, but the implications of each one are a
00:07:00.605 --> 00:07:01.605 little bit different.
00:07:01.695 --> 00:07:04.804 And as odd as it may seem, and as little as we use the term C
00:07:04.804 --> 00:07:07.963 to C autumn, and Steve will tell you well, Chris, any of them,
00:07:07.963 --> 00:07:10.972 Phil will tell you the number one most visited page that we
00:07:10.972 --> 00:07:13.981 have for like 3 years for some stupid reason was our C to C
00:07:13.981 --> 00:07:17.240 page, we only had like one page on the entire website and it was
00:07:17.240 --> 00:07:18.845 just blowing up for some reason.
00:07:18.855 --> 00:07:22.097 So somewhere, somewhere in the world, people are talking about
00:07:22.097 --> 00:07:23.075 consumer consumers.
00:07:23.085 --> 00:07:27.270 So we need to make sure to add those additional elective
00:07:27.270 --> 00:07:28.445 keywords, right?
00:07:28.535 --> 00:07:31.606 That talk about dealing directly to the consumer, into our
00:07:31.606 --> 00:07:33.845 vernacular, when we're talking about that.
00:07:33.855 --> 00:07:36.679 So even here, when we're coming in on this master class page
00:07:36.679 --> 00:07:39.456 where I'm gonna have all these webinars that Chris and I've
00:07:39.456 --> 00:07:42.049 recorded about ecommerce, I'm saying, you know, clarity
00:07:42.049 --> 00:07:44.965 commerce is extremely flexible in its scalability and purpose.
00:07:44.975 --> 00:07:47.318 It can help drive and improve revenue, help to improve
00:07:47.318 --> 00:07:49.619 customer satisfaction, greatly automate your business
00:07:49.619 --> 00:07:50.045 processes.
00:07:50.315 --> 00:07:53.525 Here are just a few of the deployment options for clarity
00:07:53.525 --> 00:07:56.735 ecommerce, so I start with the B to C direct to consumer.
00:07:56.845 --> 00:08:00.288 Then I go to B to B, which can also be called commercial
00:08:00.288 --> 00:08:01.375 industry specific.
00:08:01.465 --> 00:08:04.280 Then we go into buying groups and memberships and auction
00:08:04.280 --> 00:08:06.415 sites and marketplace multi branded stores.
00:08:06.425 --> 00:08:07.195 HIPAA pharmacy.
00:08:07.205 --> 00:08:09.195 HIPAA ecommerce and much more, right?
00:08:09.365 --> 00:08:12.075 I mean, we can literally build and deploy anything we want.
00:08:12.085 --> 00:08:15.479 So when you guys are writing about this, some of the things
00:08:15.479 --> 00:08:19.099 that you should say is with our modular architecture, we can do
00:08:19.099 --> 00:08:22.606 additional things like and if it's a B to C page, then you're
00:08:22.606 --> 00:08:26.282 going to definitely want to talk about the D to C and the C to C
00:08:26.282 --> 00:08:29.902 and the other implications and features that they might get for
00:08:29.902 --> 00:08:30.185 free.
00:08:30.195 --> 00:08:33.665 And Ben, that's because of that platform and its benefit.
00:08:33.675 --> 00:08:36.170 So I think for you guys, that's one of the most important things
00:08:36.170 --> 00:08:37.705 and that's what I do when I demo right.
00:08:37.815 --> 00:08:41.275 So when I come in and say, you know, a lot of people, it's a
00:08:41.275 --> 00:08:44.225 B2B platform, but people want to make it look nice.
00:08:44.235 --> 00:08:47.065 So I went ahead and dress this up like a B to C, right?
00:08:47.115 --> 00:08:49.591 But down here at the bottom, I've got some B to B type stuff
00:08:49.591 --> 00:08:52.027 for businesses that are coming in, looking for combines and
00:08:52.027 --> 00:08:53.245 tractors and things like that.
00:08:53.255 --> 00:08:56.565 So I've got different ideas for B to B&B to C and so I'll
00:08:56.565 --> 00:08:59.822 come in and do that, and then the way I do a demo, I usually
00:08:59.822 --> 00:09:03.185 start at the top and I say, hey, if I come in here and butcher
00:09:03.185 --> 00:09:06.549 the name John, it comes back and predictive autofill says Ohh,
00:09:06.549 --> 00:09:09.005 did you mean John or because it's misspelled?
00:09:09.015 --> 00:09:09.945 Did you mean Jean?
00:09:10.305 --> 00:09:14.068 And it comes back with fuzzy logic matching and tells me
00:09:14.068 --> 00:09:18.358 whether or not I'm close, and so we've got about 10 or 15 of the
00:09:18.358 --> 00:09:22.055 out of the box features of our search engine turned on.
00:09:22.065 --> 00:09:24.845 But we've licensed an implemented elastic search.
00:09:25.115 --> 00:09:26.905 It's one of the industry gold standards.
00:09:27.015 --> 00:09:29.185 It has well over 100 features.
00:09:29.465 --> 00:09:31.285 All of those are available to you.
00:09:31.435 --> 00:09:35.032 We've got basic 15 that we like consistently turned on, but you
00:09:35.032 --> 00:09:38.348 can go out and look up elastic search and anything elastic
00:09:38.348 --> 00:09:39.135 search can do.
00:09:39.245 --> 00:09:42.555 We can enable in your platform any.
00:09:42.565 --> 00:09:45.066 There's no questions about search and that's how I hit it
00:09:45.066 --> 00:09:45.325 right?
00:09:45.415 --> 00:09:47.325 So it's all about establishing value.
00:09:47.415 --> 00:09:49.405 It's not just showing them how search works.
00:09:49.415 --> 00:09:51.345 It's saying that we've got elastic search.
00:09:51.495 --> 00:09:54.241 It's an industry gold standard and it's got hundreds of
00:09:54.241 --> 00:09:56.889 different configurable parameters out of the box, and
00:09:56.889 --> 00:09:58.655 that's usually all I do for search.
00:09:58.665 --> 00:09:59.265 That's it.
00:09:59.335 --> 00:09:59.785 Done.
00:10:00.175 --> 00:10:00.405 Done.
00:10:00.415 --> 00:10:03.725 I'll go over and say then when we go into navigate.
00:10:03.785 --> 00:10:05.135 You've got a lot of different options.
00:10:05.145 --> 00:10:10.270 One if I went into electrical, I could pop in and go directly
00:10:10.270 --> 00:10:11.675 into the catalog.
00:10:11.725 --> 00:10:12.995 That's an option.
00:10:13.605 --> 00:10:19.356 If I came over to electronics, I could come into a really nice
00:10:19.356 --> 00:10:21.455 beautiful landing page.
00:10:21.585 --> 00:10:23.755 Some featured products.
00:10:23.845 --> 00:10:29.256 Some subcategories called out some SEO content or I could come
00:10:29.256 --> 00:10:34.237 in and I could go to a category and it could land us on a
00:10:34.237 --> 00:10:37.415 category subcategory selection page.
00:10:38.705 --> 00:10:41.575 All four of these options are off the shelf.
00:10:41.585 --> 00:10:44.550 Configurable parameters, whatever makes sense for your
00:10:44.550 --> 00:10:45.035 business.
00:10:45.125 --> 00:10:48.401 All we have to do is number AT123 or four and completely
00:10:48.401 --> 00:10:51.906 change the way your category landing pages function for your
00:10:51.906 --> 00:10:53.745 site and that's how I demo that.
00:10:54.705 --> 00:10:58.215 Then I'll usually go in and start and say let's go in and
00:10:58.215 --> 00:11:02.088 take a look at a basic product and I always start with the Acer
00:11:02.088 --> 00:11:02.935 laptop, right?
00:11:02.985 --> 00:11:06.666 So I'll pop into the laptop and say a lot of times when I'm
00:11:06.666 --> 00:11:10.471 doing this on the laptop, I'll say this is our default out of
00:11:10.471 --> 00:11:11.575 the box UI, right?
00:11:11.785 --> 00:11:14.815 We've got magic zoom built in so we can zoom in.
00:11:14.885 --> 00:11:15.645 You can see you're nice.
00:11:15.655 --> 00:11:17.905 High res pictures, right.
00:11:17.965 --> 00:11:20.325 So you can zoom in here or you can actually drill in.
00:11:20.495 --> 00:11:21.605 You've got your notes.
00:11:21.775 --> 00:11:25.507 You've also got attributes that allow markup, so you can see
00:11:25.507 --> 00:11:29.116 this long description has a graphic, some text and another
00:11:29.116 --> 00:11:32.725 graphic, and that's all just part of the long description.
00:11:32.995 --> 00:11:36.037 I've even made an attribute called bullet specs where I've
00:11:36.037 --> 00:11:38.977 put nice bulleted specs and I even went into notes and I
00:11:38.977 --> 00:11:42.122 embedded a YouTube video and then finally at the bottom I've
00:11:42.122 --> 00:11:44.185 got some upsell products for my laptop.
00:11:44.195 --> 00:11:47.135 I can buy a warranty, upgrade the RAM, or get a couple cables,
00:11:47.135 --> 00:11:49.095 so this is the out of the box experience.
00:11:49.425 --> 00:11:50.455 I didn't design this.
00:11:50.465 --> 00:11:53.724 This literally is drag and drop and a lot of times I'll go over
00:11:53.724 --> 00:11:56.575 and say this is my clarity, commerce import data sheet.
00:11:56.645 --> 00:11:59.269 You can imagine the developers release the new version every
00:11:59.269 --> 00:12:01.075 six months and I have to redo everything.
00:12:01.165 --> 00:12:04.585 So here's the Acer laptop we just looked at and why did it
00:12:04.585 --> 00:12:04.875 work?
00:12:04.945 --> 00:12:07.315 Because I turned it on, active made it visible.
00:12:07.325 --> 00:12:09.035 I put it in the computer category.
00:12:09.125 --> 00:12:12.012 I put those four related products at the bottom of the
00:12:12.012 --> 00:12:12.275 page.
00:12:12.345 --> 00:12:15.035 I gave a price and a sale price here.
00:12:15.045 --> 00:12:16.515 Is that short description?
00:12:16.525 --> 00:12:19.702 There's the long description with my images, there's the four
00:12:19.702 --> 00:12:20.625 images I imported.
00:12:20.715 --> 00:12:23.334 Here are all of the different attributes and weights and
00:12:23.334 --> 00:12:26.136 everything I need to ship it, and then all the way over here
00:12:26.136 --> 00:12:28.525 you can see under notes there's that YouTube video.
00:12:28.755 --> 00:12:32.246 There's the bulleted specs, my stock quantity, and finally end
00:12:32.246 --> 00:12:35.460 up with all my SEO information all simply imported from a
00:12:35.460 --> 00:12:36.125 spreadsheet.
00:12:36.195 --> 00:12:37.125 Why spreadsheet?
00:12:37.305 --> 00:12:40.300 Because I don't have an ERP because I'm not a B to B person,
00:12:40.300 --> 00:12:42.165 I'm just a single person doing demos.
00:12:42.175 --> 00:12:45.857 So for me, I don't have a I don't have a an ERP that I can
00:12:45.857 --> 00:12:49.165 integrate with, so I always just have a spreadsheet.
00:12:49.345 --> 00:12:51.475 But the great thing about it is it's a hybrid platform.
00:12:51.605 --> 00:12:54.972 So if I wanted to, I could have the products and the inventory
00:12:54.972 --> 00:12:58.285 coming from your ERP, but yet I could have a spreadsheet with
00:12:58.285 --> 00:13:01.598 just the product name and key and the CEO fields that I could
00:13:01.598 --> 00:13:03.255 hand off to the marketing team.
00:13:03.265 --> 00:13:06.177 They could fill all that information and then import the
00:13:06.177 --> 00:13:09.345 spreadsheet and automatically import all those, or they could
00:13:09.345 --> 00:13:11.235 go into our administrative UI at A1.
00:13:11.245 --> 00:13:13.887 These two Z level and just go through each of the products and
00:13:13.887 --> 00:13:15.355 update any of the thing they want.
00:13:15.425 --> 00:13:18.545 So there are three main mechanisms to updating your
00:13:18.545 --> 00:13:20.285 products within the platform.
00:13:21.285 --> 00:13:24.355 That's usually where I start, and then I'll ask.
00:13:24.465 --> 00:13:27.708 Usually I don't say are there any questions because that
00:13:27.708 --> 00:13:29.415 responds and no answer, right?
00:13:29.465 --> 00:13:32.924 Everything you do should respond to positive answer, and one of
00:13:32.924 --> 00:13:36.383 the things that I've picked up from Chris was he used to always
00:13:36.383 --> 00:13:38.005 say, does that all make sense?
00:13:38.235 --> 00:13:39.345 And so that's what I say.
00:13:39.355 --> 00:13:41.866 Now, a lot of time, so I'll do that and I'll say does that all
00:13:41.866 --> 00:13:42.305 make sense?
00:13:42.395 --> 00:13:42.965 And they'll go.
00:13:43.015 --> 00:13:46.650 Yeah, because what I'd love to do during the demo is I would
00:13:46.650 --> 00:13:48.795 love them to say, yeah, yeah, yeah.
00:13:48.835 --> 00:13:53.729 20 times and then at the end give them money and have them go
00:13:53.729 --> 00:13:54.045 wow.
00:13:54.695 --> 00:13:55.625 20 yeses.
00:13:55.695 --> 00:13:58.155 No Nos, no negative comments, no nothing.
00:13:58.165 --> 00:14:01.596 Throughout the demo, they leave with that in their head that
00:14:01.596 --> 00:14:04.295 this thing does everything, no matter the cost.
00:14:04.865 --> 00:14:09.413 So it's a, you know, that's how I the science behind what I do
00:14:09.413 --> 00:14:10.135 in a demo.
00:14:10.285 --> 00:14:13.639 So then I'll usually go over to the RAM and then say now if you
00:14:13.639 --> 00:14:16.679 want to sell something, if there's an up sell opportunity
00:14:16.679 --> 00:14:19.928 this you can see on the left hand side is the default UI with
00:14:19.928 --> 00:14:21.815 the related products at the bottom.
00:14:21.885 --> 00:14:24.375 But I can have additional list in a right sidebar.
00:14:24.565 --> 00:14:27.367 These could be vertical, they could be horizontal like I have
00:14:27.367 --> 00:14:29.175 the featured products on the home page.
00:14:29.225 --> 00:14:32.209 That is just one of these lists, but displayed in a carousel
00:14:32.209 --> 00:14:33.285 format on a home page.
00:14:33.615 --> 00:14:37.173 In this particular case, we've got a lot of static lists which
00:14:37.173 --> 00:14:40.617 could be featured products or closeout items that would be a
00:14:40.617 --> 00:14:41.295 static list.
00:14:41.375 --> 00:14:44.632 I can have dynamic list recently viewed, obviously changes as I
00:14:44.632 --> 00:14:45.955 bounce around the website.
00:14:45.965 --> 00:14:49.671 So that's a dynamic list more from this category would list
00:14:49.671 --> 00:14:52.265 other products statically from this list.
00:14:52.435 --> 00:14:55.262 Top selling products would be a dynamic list that would
00:14:55.262 --> 00:14:58.442 automatically change based on sales of the products they're in
00:14:58.442 --> 00:14:58.745 there.
00:14:58.795 --> 00:15:02.291 I can have top selling products from the computer category or
00:15:02.291 --> 00:15:04.885 similar items, so you're looking at this RAM.
00:15:04.895 --> 00:15:08.019 There might be three other different brands of RAM that are
00:15:08.019 --> 00:15:09.165 the same thing, right?
00:15:09.225 --> 00:15:11.435 So you have unlimited number of lists.
00:15:11.525 --> 00:15:15.085 Those lists we typically call associated product lists and
00:15:15.085 --> 00:15:18.947 then you know I'll go, does that make sense and they'll say yes
00:15:18.947 --> 00:15:22.205 and then I'll go let's completely change the look and
00:15:22.205 --> 00:15:25.765 feel and then I'll type in Maxi and I'll go to maxi dress.
00:15:25.775 --> 00:15:27.985 Well, now we've got something that completely different.
00:15:28.075 --> 00:15:30.745 Clothing is probably a little easier to sell vertically since
00:15:30.745 --> 00:15:31.865 there's a person standing.
00:15:31.875 --> 00:15:35.887 So now you can see we've got the thumbnails down the left hand
00:15:35.887 --> 00:15:36.205 side.
00:15:36.265 --> 00:15:37.845 Thumbnails are a little larger.
00:15:37.955 --> 00:15:40.947 We got rid of all the noise down at the bottom and just showed
00:15:40.947 --> 00:15:43.845 some other related products, so theoretically over here we'd
00:15:43.845 --> 00:15:44.795 have a color picker.
00:15:44.805 --> 00:15:47.756 If there's different colors of the dress and then the size that
00:15:47.756 --> 00:15:50.753 they could pick, maybe a sizing chart and then they could add to
00:15:50.753 --> 00:15:51.675 cart so you can see.
00:15:51.685 --> 00:15:54.742 We tried to keep everything above the whole here to all make
00:15:54.742 --> 00:15:56.195 it about the clothing, right?
00:15:56.365 --> 00:15:57.615 We've got another option here.
00:15:57.625 --> 00:16:01.395 If I type in echo, I've got five different Amazon echoes.
00:16:01.525 --> 00:16:04.941 Those happen to be variations, so now I want to be able to come
00:16:04.941 --> 00:16:05.955 in and look and go.
00:16:05.965 --> 00:16:07.275 I'm not sure about the red one.
00:16:07.325 --> 00:16:08.495 Let's take a look at the wood one.
00:16:08.505 --> 00:16:10.991 Well, the wood one has a different price and a different
00:16:10.991 --> 00:16:11.515 stock count.
00:16:11.525 --> 00:16:12.555 It's $95.
00:16:12.565 --> 00:16:15.915 There's 245 in stock, the Gray one is only 84.
00:16:15.925 --> 00:16:19.234 There's 525 in stock, so I can bounce around between all the
00:16:19.234 --> 00:16:22.706 different variations, and then in a one to many purchase option
00:16:22.706 --> 00:16:25.961 I can buy one of these three of these six of those seven of
00:16:25.961 --> 00:16:28.565 those twelve of those add to cart in one click.
00:16:28.825 --> 00:16:31.525 So this for B2B is one of the things that we have.
00:16:31.535 --> 00:16:35.554 We have eight different off the shelf B to B ordering and
00:16:35.554 --> 00:16:38.465 purchasing enhancements in this platform.
00:16:38.795 --> 00:16:41.907 One of those, if I came back to the catalog is I think
00:16:41.907 --> 00:16:44.905 everybody's familiar with the traditional grid view.
00:16:44.995 --> 00:16:48.477 Everybody's familiar with the horizontal list view, but what's
00:16:48.477 --> 00:16:51.849 new and then usually what I'll do is I'll bounce and I'll go
00:16:51.849 --> 00:16:55.221 over to this website and I'll show what's new in our view is
00:16:55.221 --> 00:16:58.703 now we have a table view where we can have nice little icon, a
00:16:58.703 --> 00:16:59.035 title.
00:16:59.145 --> 00:17:02.217 So if I was coming in looking for a specific filter and these
00:17:02.217 --> 00:17:05.488 were all the filters, now that I picked a subcategory and I could
00:17:05.488 --> 00:17:08.709 see how many are in stock, what the price is and I could get six
00:17:08.709 --> 00:17:09.155 of those.
00:17:09.165 --> 00:17:10.875 Five of those thirteen of those.
00:17:10.945 --> 00:17:14.755 This is a way we could order B to B right?
00:17:14.765 --> 00:17:17.915 Another way we could do B to B is in the checkout cart.
00:17:17.985 --> 00:17:22.349 I can have a quick look up where I can put in IA and there's some
00:17:22.349 --> 00:17:23.275 books from IA.
00:17:23.285 --> 00:17:24.555 There's Part 2 study guide.
00:17:24.565 --> 00:17:27.607 That's exactly what I'm looking for and I can add that to cart
00:17:27.607 --> 00:17:30.793 very quickly, so any part of the name skew or short description I
00:17:30.793 --> 00:17:33.931 can search it in real quick and add to cart without having to go
00:17:33.931 --> 00:17:35.235 through the entire catalog.
00:17:36.495 --> 00:17:40.017 One of the last things I like to do what if I have something that
00:17:40.017 --> 00:17:41.885 looks like 1,000,000 bucks, right?
00:17:41.895 --> 00:17:45.157 So let's say for example I wanna go over to this new one and I
00:17:45.157 --> 00:17:48.367 love this headphone and I wanna make the headphones look like
00:17:48.367 --> 00:17:49.195 1,000,000 bucks.
00:17:49.205 --> 00:17:50.895 So let's go shop the headphones.
00:17:51.095 --> 00:17:54.485 So for this category you can see I've added some nice graphics.
00:17:54.495 --> 00:17:58.292 I've added some ads on the side and then when I go to any of
00:17:58.292 --> 00:18:01.965 these, I've got a completely different background look and
00:18:01.965 --> 00:18:05.265 feel because I want it to look like 1,000,000 bucks.
00:18:05.375 --> 00:18:09.503 And as you notice, all of these different designs and layout are
00:18:09.503 --> 00:18:11.535 within the same product catalog.
00:18:11.845 --> 00:18:12.895 Why do we do that?
00:18:12.905 --> 00:18:17.654 Well, it allows you as the marketer to market your sales
00:18:17.654 --> 00:18:22.653 services, replacement parts memberships differently because
00:18:22.653 --> 00:18:27.652 they aren't the same, right, $1,000,000 yacht versus an oil
00:18:27.652 --> 00:18:29.485 filter for that yacht.
00:18:29.535 --> 00:18:31.145 Those are two completely different things.
00:18:31.155 --> 00:18:33.746 Do they both have to be on a page that looks like 1,000,000
00:18:33.746 --> 00:18:34.005 bucks?
00:18:34.415 --> 00:18:37.523 No, probably the oil filter is gonna be in a parts catalog and
00:18:37.523 --> 00:18:40.632 it's going to look completely different and be sold completely
00:18:40.632 --> 00:18:41.125 different.
00:18:41.195 --> 00:18:44.188 And they're going to look at trying to sell that by bulk,
00:18:44.188 --> 00:18:47.542 where there's no way people are going to buy a $10 million yacht
00:18:47.542 --> 00:18:47.955 by bulk.
00:18:48.035 --> 00:18:50.994 So it's going to be a completely different experience and we are
00:18:50.994 --> 00:18:51.905 very unique in that.
00:18:51.915 --> 00:18:55.847 We allow completely unique and different strategies on the
00:18:55.847 --> 00:18:59.912 product details page within a single product catalog to help
00:18:59.912 --> 00:19:02.045 enhance that selling experience.
00:19:03.075 --> 00:19:04.505 And then I'll say does that all make sense?
00:19:04.515 --> 00:19:06.995 And then they'll use you say yes, and then I'll just ask.
00:19:07.005 --> 00:19:10.394 And the only thing that they might say no to, as I say that
00:19:10.394 --> 00:19:13.896 pretty much covers the front end, all of the other basic type
00:19:13.896 --> 00:19:17.397 stuff of unlimited products, unlimited subcategories, you can
00:19:17.397 --> 00:19:21.125 have seven different subcategory trees, all those kind of things.
00:19:21.255 --> 00:19:25.472 I'll usually also go into the filters and show them you know
00:19:25.472 --> 00:19:28.445 you can turn on filters by product ranges.
00:19:28.555 --> 00:19:30.125 You've got dynamic attributes.
00:19:30.135 --> 00:19:31.995 You can see there's a bunch of attributes.
00:19:32.055 --> 00:19:35.126 These attributes apply to all the products within electronics
00:19:35.126 --> 00:19:37.355 and you can see there's four, eight of them.
00:19:37.465 --> 00:19:40.415 If I clear that filter and I have more products, whoops.
00:19:40.425 --> 00:19:41.455 Look at the filter list.
00:19:41.645 --> 00:19:44.396 Now there's more products and so I even have one called genre and
00:19:44.396 --> 00:19:45.855 I open it up and go wait a minute.
00:19:46.025 --> 00:19:46.875 Self-help.
00:19:46.945 --> 00:19:48.535 Well, they're self help books.
00:19:48.665 --> 00:19:51.774 So now that I've cleared the filter, it showed me all the
00:19:51.774 --> 00:19:55.044 dynamic filters and so once I do that you can see now within
00:19:55.044 --> 00:19:58.260 books it's the genre digital download color and temperature
00:19:58.260 --> 00:19:58.635 rating.
00:19:58.685 --> 00:20:01.047 Because we turned that on just for a demo one day, it doesn't
00:20:01.047 --> 00:20:03.295 make a lot of sense, but we went ahead and turned them on.
00:20:03.305 --> 00:20:06.705 So these dynamic attributes, we're also out of the box.
00:20:06.915 --> 00:20:09.642 Same thing with the comparison engine and so we can go in and
00:20:09.642 --> 00:20:10.785 sometimes I'll do compare.
00:20:10.875 --> 00:20:14.502 It really depends on whether they are B to CD to C and what
00:20:14.502 --> 00:20:18.250 they're doing, and so I'll say is comparison or are there any
00:20:18.250 --> 00:20:21.999 other B to C type traditional catalog features that you would
00:20:21.999 --> 00:20:25.807 like to cover before I go in and start showing you kind of the
00:20:25.807 --> 00:20:28.951 back end and then they'll usually spit out a couple
00:20:28.951 --> 00:20:29.495 features.
00:20:29.625 --> 00:20:32.881 I'll showcase those features, so let me ask you guys, does
00:20:32.881 --> 00:20:35.365 everything I've shown you so far make sense?
00:20:39.725 --> 00:20:42.035 And then I'll usually ask, So what are your thoughts?
00:20:42.045 --> 00:20:44.255 Does this look like this platform?
00:20:44.585 --> 00:20:47.619 Can help drive some of the business and address some of the
00:20:47.619 --> 00:20:50.755 issues that you have because I'm usually wanting them at that
00:20:50.755 --> 00:20:54.043 point in time to give the first really important yes because the
00:20:54.043 --> 00:20:56.015 important yes or does that make sense?
00:20:56.025 --> 00:20:56.485 Yes it does.
00:20:56.495 --> 00:20:56.975 Yes it does.
00:20:56.985 --> 00:20:57.765 Yes it does, right?
00:20:57.775 --> 00:21:00.940 I want ten of those, but by now this is the very first time when
00:21:00.940 --> 00:21:02.255 I really will go in and go.
00:21:02.265 --> 00:21:02.695 All right.
00:21:02.705 --> 00:21:04.775 Does this now sync up with?
00:21:04.785 --> 00:21:07.955 Do you think this platform will serve your needs?
00:21:08.445 --> 00:21:09.485 Yeah, I really do.
00:21:09.995 --> 00:21:13.435 What haven't I demoed to you that you wanna see?
00:21:14.575 --> 00:21:16.925 Oh well, how do you handle L shipping?
00:21:16.995 --> 00:21:17.885 That's a great question.
00:21:17.895 --> 00:21:21.405 And then I'll bounce over to my other demos and I've got custom
00:21:21.405 --> 00:21:23.435 product configuration with pedicure.
00:21:23.445 --> 00:21:27.345 I've got L shipping and multi tiered pricing with brick.
00:21:27.415 --> 00:21:30.873 I've got Cors embedded and product Configurator with GL
00:21:30.873 --> 00:21:31.305 veneer.
00:21:31.315 --> 00:21:34.785 I've got natural turf with an embedded WordPress site.
00:21:34.795 --> 00:21:36.485 I've got client family sellers.
00:21:36.495 --> 00:21:40.392 I've got FRS where I've got a whole bunch of other probably
00:21:40.392 --> 00:21:42.405 got 5 or 600 products in there.
00:21:42.475 --> 00:21:46.029 Completely custom design to match other people's things, and
00:21:46.029 --> 00:21:48.535 this is the one where I can show aliasing.
00:21:48.545 --> 00:21:52.697 So I can go in and say here is a product code that doesn't even
00:21:52.697 --> 00:21:56.915 match the product, but I want to go search that and this product
00:21:56.915 --> 00:21:59.445 that it finds skew is multi ray light.
00:21:59.965 --> 00:22:03.738 But when I go into that customer's product, there's a
00:22:03.738 --> 00:22:05.205 Granger, part number.
00:22:05.475 --> 00:22:08.230 And so this is where I'll go in and I've got alternate part
00:22:08.230 --> 00:22:11.078 numbers I can search on customer part numbers, Grainger, part
00:22:11.078 --> 00:22:11.445 numbers.
00:22:11.515 --> 00:22:13.675 I've got their product catalog.
00:22:13.685 --> 00:22:15.745 I've got different custom notes, right?
00:22:15.755 --> 00:22:17.585 I've gone in and put a thing in there.
00:22:17.735 --> 00:22:20.851 I've got bulleted specs that I've put in right, so I've gone
00:22:20.851 --> 00:22:22.945 in and put in hundreds of other clients.
00:22:22.955 --> 00:22:23.745 Products, right?
00:22:23.955 --> 00:22:26.215 There's Tom's trucks engines from that product.
00:22:26.225 --> 00:22:28.545 You go to Regeneron, right?
00:22:28.555 --> 00:22:32.155 This is some of their different chemicals that they've done
00:22:32.155 --> 00:22:32.515 right.
00:22:32.525 --> 00:22:34.711 We've gone in and I've added their chemicals so we can
00:22:34.711 --> 00:22:35.665 actually go in and demo.
00:22:35.675 --> 00:22:38.954 So that this is my demo site that I'll normally if a client
00:22:38.954 --> 00:22:42.288 wants to see what their stuff looks like, this is where I'll
00:22:42.288 --> 00:22:45.677 add it in matter of fact I just started doing this for antera
00:22:45.677 --> 00:22:46.005 right?
00:22:46.015 --> 00:22:48.815 So I started putting in their unmanaged switch and some of
00:22:48.815 --> 00:22:51.758 their accessories and so now we can go in and start shopping,
00:22:51.758 --> 00:22:53.135 looking at their accessories.
00:22:53.145 --> 00:22:55.845 And this is the power part for this device.
00:22:56.035 --> 00:22:58.554 And then here's the device and I started building out the
00:22:58.554 --> 00:22:58.945 products.
00:22:58.955 --> 00:23:01.925 And then here's all the accessories for this switch.
00:23:01.935 --> 00:23:05.084 So I started adding, just started building this out for
00:23:05.084 --> 00:23:05.365 them.
00:23:05.375 --> 00:23:08.488 So we can go back and demo to their boss and show them that
00:23:08.488 --> 00:23:11.654 even without any styling they get all these custom features,
00:23:11.654 --> 00:23:11.965 right?
00:23:12.875 --> 00:23:16.007 So that's usually where I'll I'll ask that question and if
00:23:16.007 --> 00:23:18.873 there's any other custom features that I need to demo
00:23:18.873 --> 00:23:22.165 multi tiered pricing, umm, I'll go in sometimes and demo that
00:23:22.165 --> 00:23:25.456 actually have that turned on where I can go in and add a tier
00:23:25.456 --> 00:23:28.376 and show them what that looks like if they want to see
00:23:28.376 --> 00:23:31.508 products or discounts, product ratings, any custom feature
00:23:31.508 --> 00:23:34.427 whatsoever, then I'll usually bounce in and demo those
00:23:34.427 --> 00:23:34.905 features.
00:23:35.685 --> 00:23:38.521 Otherwise, after I finished the front end, I'll go to the back
00:23:38.521 --> 00:23:41.358 end and then with the back end I can say now this is a typical
00:23:41.358 --> 00:23:44.104 back end you're going to see a lot of B to C stuff like wish
00:23:44.104 --> 00:23:45.635 list and favorites and my orders.
00:23:45.795 --> 00:23:48.465 What you're also going to see is a lot of B to B and a lot of
00:23:48.465 --> 00:23:49.025 custom stuff.
00:23:49.035 --> 00:23:53.842 For example, this status of all these orders actually comes from
00:23:53.842 --> 00:23:57.465 the integration with the back office ERP, right?
00:23:57.655 --> 00:24:00.452 The other thing once we integrate and take that order
00:24:00.452 --> 00:24:03.716 and automatically forward the online order to the back end ERP
00:24:03.716 --> 00:24:07.032 and pull all the statuses back once it's shipped in, an invoice
00:24:07.032 --> 00:24:07.705 is generated.
00:24:07.775 --> 00:24:11.306 We then pull the invoice back and the invoice and the invoice
00:24:11.306 --> 00:24:12.445 status is over here.
00:24:12.505 --> 00:24:14.995 Then I can come in to that invoice view.
00:24:15.005 --> 00:24:16.605 Any details about the invoice?
00:24:16.655 --> 00:24:18.265 See what the invoice is for.
00:24:18.355 --> 00:24:22.899 If I want to come down and make a payment, I can come in, pick
00:24:22.899 --> 00:24:25.135 my card on file, put my CVV in.
00:24:25.145 --> 00:24:27.537 I don't want to pay the whole thing off, I just want to pay 15
00:24:27.537 --> 00:24:27.765 bucks.
00:24:29.165 --> 00:24:29.685 Confirm that.
00:24:33.565 --> 00:24:37.910 And today, on Friday, May 12th, it went ahead and I made a
00:24:37.910 --> 00:24:39.015 payment, right?
00:24:39.065 --> 00:24:42.947 So it tracks my payment and it's now updated my outstanding
00:24:42.947 --> 00:24:43.465 balance.
00:24:43.475 --> 00:24:46.802 So if I went back to invoices and saw my partially paid, it'll
00:24:46.802 --> 00:24:48.915 update and show my outstanding balance.
00:24:49.245 --> 00:24:53.626 Now if I have a huge invoice and I want to know where did all
00:24:53.626 --> 00:24:57.654 this stuff go and what am I paying for before I pay this
00:24:57.654 --> 00:24:58.785 $24,000 invoice.
00:24:58.965 --> 00:25:02.204 You can see up here, we've grouped together the transaction
00:25:02.204 --> 00:25:05.714 from inception, so if it came in as a quote and was converted to
00:25:05.714 --> 00:25:09.277 an order and that order was then converted to an invoice and that
00:25:09.277 --> 00:25:11.545 invoice was, then something was returned.
00:25:11.895 --> 00:25:15.045 It is all chained together in this sales group and you can see
00:25:15.045 --> 00:25:17.795 if I click on orders it automatically takes me over to
00:25:17.795 --> 00:25:20.845 the order, shows me the order, the order status where it was
00:25:20.845 --> 00:25:22.545 shipped, and what I actually did.
00:25:22.555 --> 00:25:25.729 So if this was a split ship, it would show me all the suborder
00:25:25.729 --> 00:25:26.485 so I could see.
00:25:26.495 --> 00:25:29.987 Oh, I ordered 24 of these units, 10 of them shipping to this
00:25:29.987 --> 00:25:33.307 location, so I can actually independently view all of the
00:25:33.307 --> 00:25:36.455 orders, the status, where everything's going, that I'm
00:25:36.455 --> 00:25:38.745 making a payment for with this invoice.
00:25:38.995 --> 00:25:41.575 This is especially helpful when a CFO comes in here.
00:25:41.585 --> 00:25:45.196 She's a $25,000 invoice and goes where the heck are all these
00:25:45.196 --> 00:25:45.895 items going?
00:25:47.105 --> 00:25:48.235 And they didn't order them.
00:25:48.625 --> 00:25:51.336 They can literally click on orders and easily tell every
00:25:51.336 --> 00:25:54.474 single thing that they're paying for where it is, what the status
00:25:54.474 --> 00:25:55.235 is of that item.
00:25:55.405 --> 00:25:58.688 So the great thing about the invoice here, you can see the
00:25:58.688 --> 00:26:02.026 invoice ID is at clarity ID as we generated and pulled that
00:26:02.026 --> 00:26:03.195 invoice from the ERP.
00:26:03.405 --> 00:26:07.637 But the actual invoice number that was generated in your ERP
00:26:07.637 --> 00:26:10.135 is actually the identifying number.
00:26:10.225 --> 00:26:14.085 So when they come in and log in and say, hey, I have a question
00:26:14.085 --> 00:26:17.885 for invoice #509 guess what the invoice number is in your ERP,
00:26:17.885 --> 00:26:21.262 when customer support has to look it up, it's that same
00:26:21.262 --> 00:26:21.745 invoice.
00:26:21.835 --> 00:26:24.055 So it syncs and matches with the back end.
00:26:24.065 --> 00:26:27.697 Again, we're trying to automate all of the workflows and make it
00:26:27.697 --> 00:26:29.765 better and improve customer service.
00:26:29.895 --> 00:26:33.291 So we've now made a completely self service portal where your
00:26:33.291 --> 00:26:36.358 customers can literally track every order no matter the
00:26:36.358 --> 00:26:39.809 status, no matter what you guys are doing on the back end, all
00:26:39.809 --> 00:26:42.986 of the order status comes back automatically and when you
00:26:42.986 --> 00:26:46.272 invoice and bill and when they pay all of the invoices come
00:26:46.272 --> 00:26:49.175 back and the notifications go to them automatically.
00:26:49.265 --> 00:26:53.269 That helps speed up your terms as to how quickly you get paid
00:26:53.269 --> 00:26:57.016 for your invoices, because now there's no excuse they can
00:26:57.016 --> 00:27:00.826 literally come in, look up invoices from last month, click
00:27:00.826 --> 00:27:04.895 pay, and every single invoice with an outstanding balance in a
00:27:04.895 --> 00:27:05.735 single click.
00:27:05.795 --> 00:27:08.480 They can make a consolidated payment, so they come in and
00:27:08.480 --> 00:27:11.396 say, show me every invoice from last month, click pay invoices
00:27:11.396 --> 00:27:14.034 and any invoice that has an outstanding balance with one
00:27:14.034 --> 00:27:15.515 click they can pay them all off.
00:27:16.425 --> 00:27:19.557 So it really improves your ability on your accounts
00:27:19.557 --> 00:27:22.809 receivable to automate those payments and provide the
00:27:22.809 --> 00:27:24.495 information to your clients.
00:27:24.625 --> 00:27:26.635 So they can't have the excuse of.
00:27:26.645 --> 00:27:29.568 Well, I didn't know how much was due and I didn't get a
00:27:29.568 --> 00:27:32.595 notification and I didn't have anywhere to go look at it.
00:27:32.805 --> 00:27:33.595 It's not true.
00:27:33.685 --> 00:27:37.592 They have a fully populated self-service invoicing
00:27:37.592 --> 00:27:42.495 opportunity to print, view and pay any invoice that you've ever
00:27:42.495 --> 00:27:43.185 built in.
00:27:45.095 --> 00:27:45.845 That'll make sense.
00:27:45.855 --> 00:27:47.555 And I'll usually again, I'll throw something in there.
00:27:47.595 --> 00:27:49.989 So, and sometimes a lot of times, I'll say, do you like
00:27:49.989 --> 00:27:50.545 what you see?
00:27:50.555 --> 00:27:52.745 Do you think that would help your business at all?
00:27:52.935 --> 00:27:54.545 Is that something you've struggled with?
00:27:54.555 --> 00:27:57.345 I'm usually looking for a little more details as I'm going
00:27:57.345 --> 00:28:00.230 through this so I can really call out because if I know they
00:28:00.230 --> 00:28:03.068 were thinking about Shopify this is great for me because if
00:28:03.068 --> 00:28:06.048 everything about Shopify I can say well this is something that
00:28:06.048 --> 00:28:07.845 the 299 a month Shopify doesn't have.
00:28:08.055 --> 00:28:09.945 You'd have to jump up to Shopify plus.
00:28:09.955 --> 00:28:12.926 Shopify Plus has about half of what we have out of the box, but
00:28:12.926 --> 00:28:15.525 there are 2 1/2 times more expensive than our platform.
00:28:15.885 --> 00:28:19.015 So again, don't want to shoot their platform down.
00:28:19.025 --> 00:28:20.015 It's great platform.
00:28:20.085 --> 00:28:22.669 It's just really expensive when you have to go in and get some
00:28:22.669 --> 00:28:25.007 of these B2B features that I mean, this is where clarity
00:28:25.007 --> 00:28:25.335 started.
00:28:25.425 --> 00:28:27.755 We started B2B's everything's B2B.
00:28:27.875 --> 00:28:31.307 If you're BC, we usually have to turn features off, but our
00:28:31.307 --> 00:28:34.625 platform off the shelf already fully be of me enabled and
00:28:34.625 --> 00:28:38.343 designed to be B to B, and then I'll usually go in and I'll just
00:28:38.343 --> 00:28:39.315 mention the rest.
00:28:39.325 --> 00:28:41.995 And I said another great B to B feature is the shopping lists.
00:28:42.145 --> 00:28:42.955 You can come to me.
00:28:42.965 --> 00:28:46.425 You can see here I order a lot of John Deere flowers.
00:28:46.475 --> 00:28:48.305 So here's my John Deere accessory.
00:28:48.315 --> 00:28:49.785 So I can literally come in here.
00:28:49.875 --> 00:28:52.745 Here's the accessories for that mower and I can add them all the
00:28:52.745 --> 00:28:53.805 cart with the SQL click.
00:28:53.815 --> 00:28:57.053 If I bought a new mower and off I go so that ones a real fun
00:28:57.053 --> 00:28:57.265 one.
00:28:57.415 --> 00:29:01.102 The other thing we do to help improve your reordering, if I go
00:29:01.102 --> 00:29:03.385 into any order and I open U any order.
00:29:03.895 --> 00:29:07.318 If there were multiple line items here, I can individually
00:29:07.318 --> 00:29:10.800 add them to cart or I could reorder anything from an order,
00:29:10.800 --> 00:29:13.585 no matter whether it's a past or present order.
00:29:13.715 --> 00:29:15.125 I could go to an invoice.
00:29:15.485 --> 00:29:19.144 I could go back and look at invoices that are way back in
00:29:19.144 --> 00:29:23.055 time that are paid already and independently reorder any line
00:29:23.055 --> 00:29:25.705 item or reorder anything from an invoice.
00:29:26.175 --> 00:29:28.225 So same thing with quotes.
00:29:28.295 --> 00:29:29.005 Same thing with.
00:29:29.015 --> 00:29:31.065 Returns everywhere you go.
00:29:31.075 --> 00:29:34.955 We have eight different off the shelf ways to make it.
00:29:35.255 --> 00:29:39.629 Easier for your customers to reorder from you than to go to
00:29:39.629 --> 00:29:44.075 any competitor, and that's how you improve and increase your
00:29:44.075 --> 00:29:48.230 revenue and your conversions, make your customers happy,
00:29:48.230 --> 00:29:52.385 improve customer satisfaction and make your solution the
00:29:52.385 --> 00:29:55.665 easiest to self serve and purchase from you.
00:29:56.095 --> 00:29:58.891 If you can deliver that user experience, that's what's going
00:29:58.891 --> 00:29:59.945 to increase your sales.
00:30:01.075 --> 00:30:04.340 And so usually then I'll stop and say, are there any other
00:30:04.340 --> 00:30:07.605 features that I didn't cover that you would like to cover?
00:30:07.795 --> 00:30:09.045 Does all of this makes sense?
00:30:09.055 --> 00:30:10.465 Do you think this can help your business?
00:30:10.475 --> 00:30:12.685 And then they'll say yes and I'll say great.
00:30:12.695 --> 00:30:15.754 Would you like to spend a minute and talk about the integration
00:30:15.754 --> 00:30:16.805 with your back office?
00:30:16.815 --> 00:30:19.548 And then I'll bounce that direction or I'll say, do you
00:30:19.548 --> 00:30:22.574 want to go into the admin and let me bounce through the admin
00:30:22.574 --> 00:30:25.600 and show you all the different functionality that we have out
00:30:25.600 --> 00:30:28.724 of the box, usually 80% of the time, they don't want to see the
00:30:28.724 --> 00:30:29.895 back end and they don't.
00:30:29.905 --> 00:30:33.100 They're not necessarily really interested in the integration,
00:30:33.100 --> 00:30:34.595 so it's really about the CEF.
00:30:34.665 --> 00:30:36.275 They just want to know what's automated.
00:30:36.425 --> 00:30:39.967 If they want to know what's automated, then typically what
00:30:39.967 --> 00:30:43.869 I'll do is I'll actually open up my connect video, go right here
00:30:43.869 --> 00:30:47.110 and say out of the box we normally have three or four
00:30:47.110 --> 00:30:50.592 buckets on each side of the integration on the E commerce
00:30:50.592 --> 00:30:53.894 side, it usually falls under the three buckets, one is
00:30:53.894 --> 00:30:55.815 registration and authentication.
00:30:56.015 --> 00:30:59.070 If a user comes to your storefront and you allow them to
00:30:59.070 --> 00:31:02.447 sign up and purchase, then when that user comes and registers,
00:31:02.447 --> 00:31:03.305 we will go over.
00:31:03.355 --> 00:31:04.345 Look in your ERP.
00:31:04.355 --> 00:31:05.165 See if they exist.
00:31:05.175 --> 00:31:06.805 If they don't, we'll create the user account.
00:31:07.275 --> 00:31:08.535 Simple registration.
00:31:08.815 --> 00:31:12.433 If your B to B, then when Ron logs in, we might authenticate
00:31:12.433 --> 00:31:16.288 him with the clarity account in your ERP and we might bring back
00:31:16.288 --> 00:31:19.846 some customer specific or a tiered price back to change the
00:31:19.846 --> 00:31:23.167 price because clarity is a reseller, they get different
00:31:23.167 --> 00:31:26.311 pricing and or potentially clarity didn't make their
00:31:26.311 --> 00:31:26.785 payment.
00:31:26.835 --> 00:31:30.065 The accounts on hold, so I might turn off turn purchases.
00:31:30.185 --> 00:31:33.375 I still want Ron to buy, so I leave credit card on Ron.
00:31:33.385 --> 00:31:33.975 You can buy.
00:31:33.985 --> 00:31:36.344 You can still get reseller pricing, but you got to pay with
00:31:36.344 --> 00:31:37.995 credit card until you guys pay your bill.
00:31:38.255 --> 00:31:41.765 So we can fully automate how you run your business.
00:31:41.875 --> 00:31:43.985 So you don't have to worry about those types of payments.
00:31:44.405 --> 00:31:46.715 Second one, all your transactions.
00:31:46.825 --> 00:31:49.165 If your B2B, obviously you're gonna have invoice payments.
00:31:49.175 --> 00:31:52.460 Everyone is going to have sales orders as they come in and then
00:31:52.460 --> 00:31:55.796 the final one is usually request request for Requote request for
00:31:55.796 --> 00:31:56.155 return.
00:31:56.165 --> 00:31:59.413 So these are usually the buckets that the ecommerce to ERP
00:31:59.413 --> 00:32:01.175 integration workflows fall into.
00:32:01.545 --> 00:32:04.330 The reverse is usually everything about the product and
00:32:04.330 --> 00:32:07.115 the product catalog calling out specifically inventory.
00:32:07.125 --> 00:32:08.325 That's a big one for everybody.
00:32:08.335 --> 00:32:10.075 So we can keep your inventory up to date.
00:32:10.225 --> 00:32:13.295 The second one is about product pricing, making sure we can
00:32:13.295 --> 00:32:16.313 bring back all the pricing tables specific information and
00:32:16.313 --> 00:32:19.485 then the real big one are all of the different order updates,
00:32:19.485 --> 00:32:22.759 order received, order pending, order denied, order back ordered
00:32:22.759 --> 00:32:24.345 and then finally order shipped.
00:32:24.355 --> 00:32:25.645 And here's the tracking status.
00:32:25.775 --> 00:32:28.673 So when they go and log in and check that sales order, all of
00:32:28.673 --> 00:32:31.431 the statuses and updates for that order are right at their
00:32:31.431 --> 00:32:31.945 fingertips.
00:32:34.315 --> 00:32:38.035 That right there is usually a CEF, an integrated CEF demo.
00:32:38.995 --> 00:32:43.343 Based on what feedback I get, what questions I get, I might
00:32:43.343 --> 00:32:47.546 bounce around again as you can see, I've got lots of tabs
00:32:47.546 --> 00:32:50.445 readily available to showcase anything.
00:32:50.455 --> 00:32:52.325 Any feature that I need right?
00:32:52.335 --> 00:32:54.963 I always have that readily available, so I've got some
00:32:54.963 --> 00:32:57.495 really cool things like product configurators right?
00:32:57.925 --> 00:33:01.808 Umm to really good product configurators right there and
00:33:01.808 --> 00:33:03.375 they're ready for demo.
00:33:03.985 --> 00:33:05.375 Let me check the time here.
00:33:06.245 --> 00:33:10.215 We've got a little bit over half probably should move to HIPAA.
00:33:11.085 --> 00:33:14.168 Any other questions real quick about Seth that you guys wanted
00:33:14.168 --> 00:33:17.202 to see or you're writing about anything that you haven't seen
00:33:17.202 --> 00:33:19.991 like L shipping, things like that product configuration,
00:33:19.991 --> 00:33:22.585 anything you want to specifically see before we move
00:33:22.585 --> 00:33:23.025 to HIPAA?
00:33:24.475 --> 00:33:28.108 Ohh general question, how does your demonstration change based
00:33:28.108 --> 00:33:31.683 on whether it's somebody who's looking to change platforms or
00:33:31.683 --> 00:33:35.085 whether they're US startup looking starting a new company?
00:33:36.785 --> 00:33:39.755 Umm, it depends if there are startup in their new company.
00:33:39.765 --> 00:33:42.793 I'll really focus on the basics and I'll focus on the price and
00:33:42.793 --> 00:33:45.680 how fast we can be to deployment and how fast they can start
00:33:45.680 --> 00:33:46.295 making money.
00:33:46.425 --> 00:33:50.032 So really it doesn't change the demo much other than some
00:33:50.032 --> 00:33:51.525 certain features, right?
00:33:51.575 --> 00:33:55.010 I mean, if there are startup and there be 2B, I still focus on
00:33:55.010 --> 00:33:57.955 multi tiered pricing, LTL shipping, invoicing, right?
00:33:57.965 --> 00:34:01.482 I still focus and show off all of the B2B features, just like I
00:34:01.482 --> 00:34:03.955 would, whether they're replacing a platform.
00:34:04.145 --> 00:34:08.142 The only difference is, as I'm messaging them this, it's one
00:34:08.142 --> 00:34:08.535 about.
00:34:08.545 --> 00:34:10.795 Here's all the value we can do if we spin this up.
00:34:10.865 --> 00:34:14.788 If they're replacing, then I'm really trying to focus on some
00:34:14.788 --> 00:34:18.775 of the features that I know are competitors don't have, right?
00:34:19.245 --> 00:34:22.575 Well, I know that this isn't off the shelf for Magento and it had
00:34:22.575 --> 00:34:23.735 to be fully customized.
00:34:23.845 --> 00:34:26.325 So they probably don't have things like boom, boom, boom,
00:34:26.325 --> 00:34:26.795 boom, boom.
00:34:26.805 --> 00:34:30.202 And I'll go through and show all that stuff I showed you on the
00:34:30.202 --> 00:34:33.281 invoice attached to the order and the sales group and the
00:34:33.281 --> 00:34:36.731 reorder capabilities all really heavily focus on the things that
00:34:36.731 --> 00:34:40.182 I know a competitor that they're leaving doesn't have or doesn't
00:34:40.182 --> 00:34:42.995 have off the box and is not as good as what we have.
00:34:43.095 --> 00:34:46.808 So I change from value propositioning the coolest
00:34:46.808 --> 00:34:49.629 features to value, propositioning the
00:34:49.629 --> 00:34:53.045 differentiators between what we're replacing.
00:34:53.435 --> 00:34:54.575 So it definitely is different.
00:34:56.415 --> 00:34:57.315 Does that answer the question?
00:34:57.985 --> 00:34:58.425 Yeah.
00:34:58.435 --> 00:35:01.978 And and what's the percentage of new people or new new businesses
00:35:01.978 --> 00:35:04.555 to businesses coming from a different platform?
00:35:06.855 --> 00:35:11.151 30 to 70% thirty percent are new, 70% are replacing a
00:35:11.151 --> 00:35:12.345 platform right.
00:35:13.325 --> 00:35:13.855 Probably.
00:35:13.715 --> 00:35:14.695 Cool, cool, cool, cool.
00:35:14.605 --> 00:35:15.775 Philip, would you concur with that?
00:35:16.755 --> 00:35:18.375 I think 3070 probably.
00:35:19.965 --> 00:35:20.555 Yeah.
00:35:20.625 --> 00:35:22.435 Yeah, I would say that's that's pretty.
00:35:22.485 --> 00:35:25.515 It's definitely most of the time I would say it is a replacement
00:35:25.515 --> 00:35:25.935 for sure.
00:35:26.155 --> 00:35:26.315 Yeah.
00:35:27.475 --> 00:35:30.265 Yep, but a lot of times when it's a replacement, it's not.
00:35:30.805 --> 00:35:32.634 Because what will end up happening is they'll come to me
00:35:32.634 --> 00:35:33.115 and they'll go.
00:35:33.125 --> 00:35:37.398 We're on Magento, but it's B to C and we're looking to launch
00:35:37.398 --> 00:35:39.465 our new B to B blah blah blah.
00:35:39.475 --> 00:35:41.922 So we're looking for a B2B platform and that's how we found
00:35:41.922 --> 00:35:42.085 you.
00:35:42.455 --> 00:35:44.285 So for me, I don't call that a replacement.
00:35:44.555 --> 00:35:47.510 I call them completely changing business from B to C and even a
00:35:47.510 --> 00:35:50.465 lot of those, we're not going to get rid of our BMC storefront.
00:35:50.475 --> 00:35:53.611 We're not going to add a new B to B storefront, but we really
00:35:53.611 --> 00:35:56.646 couldn't find out with Magento or WooCommerce or Shopify or
00:35:56.646 --> 00:35:57.455 whatever, right?
00:35:57.915 --> 00:36:01.197 So we're looking for a B2B platform for our dealers and our
00:36:01.197 --> 00:36:03.385 distributor channel and blah blah blah.
00:36:03.475 --> 00:36:07.052 So even a lot of time in that 30% that's new, they are
00:36:07.052 --> 00:36:10.824 existing, they have something existing, but this is a new
00:36:10.824 --> 00:36:11.995 business for them.
00:36:12.245 --> 00:36:14.995 And so they're looking for a new B2B platform.
00:36:17.015 --> 00:36:17.895 I have a question.
00:36:18.455 --> 00:36:18.735 Go ahead.
00:36:20.345 --> 00:36:23.903 What do you think is the main thing that makes uh this
00:36:23.903 --> 00:36:27.525 platform stand out from the rest, from the competitors?
00:36:30.835 --> 00:36:37.142 It's performance and infinite scalability and custom
00:36:37.142 --> 00:36:40.355 customization capabilities.
00:36:40.965 --> 00:36:41.585 That's it.
00:36:41.965 --> 00:36:44.725 I mean the tag line and I say this quite often to people.
00:36:44.735 --> 00:36:49.062 I said look, this platform is so customizable, this is going to
00:36:49.062 --> 00:36:52.375 be the last platform you should ever buy, right?
00:36:52.445 --> 00:36:55.834 And usually, sometimes I'll say, look, these are all these
00:36:55.834 --> 00:36:57.155 modules to us or Legos.
00:36:57.225 --> 00:36:58.835 We build Legos, right?
00:36:58.845 --> 00:37:00.715 We've got 40 or 50 modules in this.
00:37:00.785 --> 00:37:04.806 If you come to me next week and say, hey, I need a 3 by 7 purple
00:37:04.806 --> 00:37:06.785 Lego, you don't seem to have it.
00:37:06.935 --> 00:37:07.495 I'm going to go.
00:37:07.505 --> 00:37:08.785 Ohh I can build that.
00:37:08.795 --> 00:37:11.705 It's going to cost 7 Grand, 13 Grand, 20 grand, whatever.
00:37:11.715 --> 00:37:12.545 It's going to cost.
00:37:12.695 --> 00:37:14.205 We can have that done in six weeks.
00:37:14.215 --> 00:37:15.485 Do you want us to build that Lego?
00:37:15.535 --> 00:37:16.165 Yes, please.
00:37:16.275 --> 00:37:17.345 And we build the Lego.
00:37:17.695 --> 00:37:21.729 So this platform literally can grow and drive business
00:37:21.729 --> 00:37:25.616 infinitely because we manufactured the Legos, we can
00:37:25.616 --> 00:37:29.576 literally manufacture, customize, and modify any Lego
00:37:29.576 --> 00:37:34.050 you want for the platform so that we can continuously Dr and
00:37:34.050 --> 00:37:38.451 be that contiguous information automation platform that you
00:37:38.451 --> 00:37:42.338 need to turn all of the data from this into business
00:37:42.338 --> 00:37:46.665 intelligence, you know, and I'll go down that road. Right.
00:37:46.675 --> 00:37:50.036 So I'll really start talking about the value proposition and
00:37:50.036 --> 00:37:53.288 and the differentiation if I know what the platform is and
00:37:53.288 --> 00:37:56.098 there are truly some differentiating features like
00:37:56.098 --> 00:37:59.514 you know, Shopify, Bigcommerce, Magento, WooCommerce, off the
00:37:59.514 --> 00:37:59.845 shelf.
00:37:59.855 --> 00:38:03.008 Well, those are all B to C and even sometimes I'll jump over to
00:38:03.008 --> 00:38:03.845 the connect demo.
00:38:04.155 --> 00:38:05.875 As you can see, I did this on the last call.
00:38:05.885 --> 00:38:10.345 These guys were doing Shopify to sage 300, right?
00:38:10.425 --> 00:38:13.301 So First off, I brought over Shopify to save 300 and I said,
00:38:13.301 --> 00:38:16.131 hey, we have all these fields already mapped out of the box
00:38:16.131 --> 00:38:18.866 and then I went back and say but if you have WooCommerce,
00:38:18.866 --> 00:38:21.553 Bigcommerce, Magento you can see all of these are almost
00:38:21.553 --> 00:38:22.025 identical.
00:38:22.035 --> 00:38:25.737 They're all roughly about 100 to 110 for all these B to C
00:38:25.737 --> 00:38:26.375 platforms.
00:38:26.585 --> 00:38:31.276 Then I come in and we take clarity ecommerce out of the 285
00:38:31.276 --> 00:38:34.325 fields, 263 are mapped out of the box.
00:38:34.615 --> 00:38:37.145 That is what a B2B platform.
00:38:37.355 --> 00:38:41.613 Native B2B platform looks like and so usually I'll even because
00:38:41.613 --> 00:38:44.275 this is visual they can see this right?
00:38:44.285 --> 00:38:46.716 And I even might highlight and go, you can see here in sales
00:38:46.716 --> 00:38:47.075 invoices.
00:38:47.305 --> 00:38:51.316 Obviously Sage can handle sales invoices, but none of these B to
00:38:51.316 --> 00:38:55.018 C platforms do sell voices, so we do we heavily do you come
00:38:55.018 --> 00:38:55.635 down here?
00:38:55.645 --> 00:38:56.815 And this is sales quotes.
00:38:56.885 --> 00:39:00.924 You can see Sage does quoting, but none of the other B to C
00:39:00.924 --> 00:39:03.415 platforms do so even a lot of times.
00:39:03.845 --> 00:39:06.935 I want them to have a visual rather than me just going.
00:39:06.985 --> 00:39:07.785 Yeah, they're shift.
00:39:07.795 --> 00:39:08.775 We're awesome, right?
00:39:08.785 --> 00:39:12.080 That doesn't doesn't work well and I'm attacking them and it
00:39:12.080 --> 00:39:14.835 makes them the martyr, and sometimes it backfires.
00:39:14.925 --> 00:39:17.977 So for me it's much better to just show the value if I can,
00:39:17.977 --> 00:39:20.775 and so a lot of times this is how I'll show the value.
00:39:20.785 --> 00:39:22.115 It'll just be a chart.
00:39:22.125 --> 00:39:22.955 It'll be a graphic.
00:39:22.965 --> 00:39:26.900 It'll be a specific feature, I'll call something out so they
00:39:26.900 --> 00:39:30.449 can visually see what differentiates us from everybody
00:39:30.449 --> 00:39:32.965 else or from the competitive platform.
00:39:32.975 --> 00:39:35.345 So I use this a lot of times, which is crazy.
00:39:35.435 --> 00:39:38.897 It's just a stupid spreadsheet, but it's really really good to
00:39:38.897 --> 00:39:40.765 visually showcase the difference.
00:39:40.975 --> 00:39:44.107 And even sometimes, if they're like, wow, I didn't realize that
00:39:44.107 --> 00:39:45.575 I'd love to show my team that.
00:39:45.675 --> 00:39:50.829 Then what I'll do is I'll come in here, throughout those others
00:39:50.829 --> 00:39:51.795 and then go.
00:39:51.875 --> 00:39:52.575 Alright, great.
00:39:52.625 --> 00:39:55.353 If you stick with Shopify and integrate with Sage, you're
00:39:55.353 --> 00:39:57.235 gonna have basically 101 fields mapped.
00:39:57.285 --> 00:40:01.089 If you flop over, you're gonna have 184 mapped and potentially
00:40:01.089 --> 00:40:04.953 we can even map some other data and then I put a nice logo over
00:40:04.953 --> 00:40:05.255 here.
00:40:05.305 --> 00:40:07.615 And so it makes it so that we can go in.
00:40:07.625 --> 00:40:09.505 I can take a quick screenshot of this.
00:40:09.745 --> 00:40:10.455 I don't know why that.
00:40:10.465 --> 00:40:10.965 There we go.
00:40:11.465 --> 00:40:14.732 I can just clip this screen shot out and I put it in their notes
00:40:14.732 --> 00:40:17.195 so they can take this back to their team, right?
00:40:17.325 --> 00:40:20.329 That's one of the reasons we branded and did the color and
00:40:20.329 --> 00:40:23.385 did the thing so that I can literally come in here and just
00:40:23.385 --> 00:40:26.644 go screenshot, grab that, throw it in their notes and then they
00:40:26.644 --> 00:40:27.255 can go back.
00:40:27.265 --> 00:40:30.135 Because again, remember, I trust myself demoing.
00:40:30.265 --> 00:40:31.135 I don't trust them.
00:40:31.145 --> 00:40:34.323 Demoing to their team or their boss if they're trying to
00:40:34.323 --> 00:40:37.779 approve it, so I have to give them all the tools so when they
00:40:37.779 --> 00:40:41.291 go back and hand this package this video, these notes to their
00:40:41.291 --> 00:40:43.075 boss, all of the value is there.
00:40:43.085 --> 00:40:45.735 That's why I take notes for the client.
00:40:45.805 --> 00:40:46.885 I don't let them take notes.
00:40:47.035 --> 00:40:50.016 Might take notes and I put links and I put videos and I do
00:40:50.016 --> 00:40:50.875 everything again.
00:40:50.885 --> 00:40:54.254 I'm trying to empower them so they can go back and look like a
00:40:54.254 --> 00:40:57.035 superstar of their boss and Chris can go. Damn Ron.
00:40:57.045 --> 00:40:58.185 That's an awesome solution.
00:40:58.195 --> 00:40:59.345 I'm glad you found that.
00:40:59.545 --> 00:41:01.005 I checked out the links you sent.
00:41:01.015 --> 00:41:01.865 This thing is amazing.
00:41:03.035 --> 00:41:05.485 Set up, set up another meeting with them.
00:41:05.495 --> 00:41:06.325 I'd love to see it.
00:41:06.335 --> 00:41:08.845 And then we've gotta follow up demo with the executive team.
00:41:08.855 --> 00:41:11.772 And now we're talking to the DM, and now the decision makers in
00:41:11.772 --> 00:41:12.045 right.
00:41:12.295 --> 00:41:15.045 So theoretically, how does that port to you guys?
00:41:15.055 --> 00:41:19.102 Well, depending on who your audience is that comes, you need
00:41:19.102 --> 00:41:23.150 to be given them all of the tools necessary, the information
00:41:23.150 --> 00:41:25.605 necessary, the statistics necessary.
00:41:25.805 --> 00:41:30.315 You know, on average we help improve sales 23%.
00:41:30.385 --> 00:41:31.715 I've never seen a paper like that.
00:41:31.725 --> 00:41:34.760 Wouldn't that be cool if we could go in and say on average
00:41:34.760 --> 00:41:38.052 clients that switch to clarity ecommerce increase sales by 23%,
00:41:38.052 --> 00:41:39.235 that'd be good to know.
00:41:39.585 --> 00:41:40.455 Do we know that?
00:41:40.545 --> 00:41:41.935 Nope, we don't know that.
00:41:41.985 --> 00:41:43.435 Well, how do we figure that out?
00:41:43.605 --> 00:41:45.415 Well, we're starting to really get into analytics.
00:41:45.425 --> 00:41:47.865 Chris has a new AI server.
00:41:47.875 --> 00:41:50.657 We're going to start doing some of the stuff that can actually
00:41:50.657 --> 00:41:52.335 get that information, bring it to us.
00:41:52.865 --> 00:41:56.309 Do you think that would empower your content when somebody came
00:41:56.309 --> 00:41:59.754 and read an article and said on average, 4 out of five dentists
00:41:59.754 --> 00:42:01.745 recommend clarity, ecommerce, right?
00:42:01.755 --> 00:42:05.505 If we could say that and back it up, would that help?
00:42:06.365 --> 00:42:08.629 Again, it's all about establishing credibility and
00:42:08.629 --> 00:42:08.895 value.
00:42:10.175 --> 00:42:11.395 That answer the question Elizabeth.
00:42:14.015 --> 00:42:16.205 Yes, thank you.
00:42:15.665 --> 00:42:16.495 Thank you.
00:42:17.105 --> 00:42:17.595 Course.
00:42:18.125 --> 00:42:19.495 Alright, let's bounce over to HIPAA.
00:42:19.725 --> 00:42:23.363 So with HIPAA, depending on what we're demoing, let me see if
00:42:23.363 --> 00:42:24.185 they fix this.
00:42:24.195 --> 00:42:26.998 They were playing around with this yesterday and it broke
00:42:26.998 --> 00:42:27.385 alright.
00:42:27.395 --> 00:42:30.838 Looks like they fixed it all right, so this is and I tell
00:42:30.838 --> 00:42:34.519 people, this is just a classic clarity ecommerce installation
00:42:34.519 --> 00:42:37.725 off the shelf on a HIPAA compliant back end platform.
00:42:38.695 --> 00:42:42.161 And then I went ahead and modified up a really nice home
00:42:42.161 --> 00:42:42.465 page.
00:42:42.475 --> 00:42:44.825 So at least it looks medical in nature, right?
00:42:44.835 --> 00:42:47.213 So this looks like a medical site, and then I went in and
00:42:47.213 --> 00:42:48.525 grabbed some different products.
00:42:48.535 --> 00:42:51.612 So we can come in here to medical aids and we can go in
00:42:51.612 --> 00:42:53.645 and we're doing blood pressure care.
00:42:53.655 --> 00:42:57.345 We've got some ads, we've got some blood pressure cuffs, so we
00:42:57.345 --> 00:43:01.035 can go in and open up, compare and say, hey, I want to compare
00:43:01.035 --> 00:43:03.085 these cuffs as soon as I have 283.
00:43:04.365 --> 00:43:05.675 Do you want to compare him?
00:43:05.685 --> 00:43:06.135 Yes, I do.
00:43:06.145 --> 00:43:07.625 Please and it'll come in.
00:43:07.635 --> 00:43:11.191 And now I can compare these product side by side and go back
00:43:11.191 --> 00:43:12.415 to the results right?
00:43:12.505 --> 00:43:15.755 So now there's additional medical capabilities.
00:43:15.765 --> 00:43:21.101 I've got medications, comparison and so this can all be off the
00:43:21.101 --> 00:43:22.935 shelf HIPAA compliant.
00:43:23.085 --> 00:43:27.490 Do we not only over the counter, but prescription medications and
00:43:27.490 --> 00:43:31.361 then, you know, I can do whatever additional demo I wanna
00:43:31.361 --> 00:43:35.499 do based on, again, I'm asking them questions up front on the
00:43:35.499 --> 00:43:37.435 needs analysis before I demo.
00:43:37.525 --> 00:43:40.108 So I already know in my head which directions and which
00:43:40.108 --> 00:43:41.815 things I have to cover as I do this.
00:43:42.005 --> 00:43:46.535 So a lot of times I'll have this, I'll have a folder open.
00:43:46.605 --> 00:43:47.225 This isn't the one.
00:43:47.235 --> 00:43:51.525 Let me go back demo video demo videos.
00:43:52.155 --> 00:43:54.556 All of my demo videos over and go alright, So what would you
00:43:54.556 --> 00:43:55.265 like to see today?
00:43:55.315 --> 00:43:56.545 Let me just go through a couple of these.
00:43:57.795 --> 00:43:59.375 So again, I'm establishing value.
00:43:59.385 --> 00:44:01.865 Look how many videos demo videos I have, so I'll say.
00:44:01.875 --> 00:44:06.238 Here's my HIPAA section, so I've got one of them down here that
00:44:06.238 --> 00:44:10.533 really talks about prescriptions and editing prescriptions and
00:44:10.533 --> 00:44:13.942 digital esignature for prescriptions and embedded
00:44:13.942 --> 00:44:16.805 telehealth mobile apps, different things.
00:44:16.815 --> 00:44:18.155 You know, doctor, patient portal.
00:44:19.655 --> 00:44:22.976 What can I show you today that you would like to see in which
00:44:22.976 --> 00:44:23.405 modules?
00:44:23.415 --> 00:44:26.005 Which Legos do you want me to snap on to?
00:44:26.015 --> 00:44:28.605 Just a HIPAA ecommerce, so treat it.
00:44:28.615 --> 00:44:29.765 I gave you a storefront.
00:44:29.835 --> 00:44:31.185 I made a HIPAA compliant.
00:44:31.715 --> 00:44:32.855 Are we doing prescriptions?
00:44:32.865 --> 00:44:34.285 Are we doing subscriptions?
00:44:34.345 --> 00:44:35.625 Are we doing telehealth?
00:44:36.255 --> 00:44:38.745 Do we have to integrate with the lab on the back end?
00:44:38.795 --> 00:44:40.685 Are we displaying lab results?
00:44:40.875 --> 00:44:41.965 Here's lab results.
00:44:42.355 --> 00:44:46.835 What do you want to see in your portal and what features do you
00:44:46.835 --> 00:44:47.185 need?
00:44:47.335 --> 00:44:51.196 So most of my HIPAA demo, once I showcase this a little bit, most
00:44:51.196 --> 00:44:54.822 of my HIPAA demo is actually videos because there are so many
00:44:54.822 --> 00:44:57.045 things like Doctor, Surgeon, locator.
00:44:57.055 --> 00:45:00.499 Now I do know in the back of my mind if it's something that I
00:45:00.499 --> 00:45:01.665 can show live. Right?
00:45:01.735 --> 00:45:04.465 Oh hey, here's an award winning site that we did a while back.
00:45:04.475 --> 00:45:06.825 Cervical disk com, right?
00:45:06.835 --> 00:45:10.203 There's a lot of different things we can do about this and
00:45:10.203 --> 00:45:11.345 we've got different.
00:45:11.955 --> 00:45:16.345 They actually changed this literally since yesterday.
00:45:16.355 --> 00:45:20.265 I did a demo yesterday on this and this is different I guess.
00:45:22.305 --> 00:45:26.365 I guess this is still us, still powered by clarity, so this I
00:45:26.365 --> 00:45:30.294 guess Craig went in and did some new designs for him that I
00:45:30.294 --> 00:45:34.551 didn't see about the thing that I was looking for was we used to
00:45:34.551 --> 00:45:38.546 have right here in this first one a clinical results 10 year
00:45:38.546 --> 00:45:40.445 clinical results there we go.
00:45:40.505 --> 00:45:44.381 So we can come in and we can look trying to find, I don't
00:45:44.381 --> 00:45:44.715 know.
00:45:45.325 --> 00:45:46.785 So it looks like they've changed.
00:45:48.245 --> 00:45:50.955 Yeah, they definitely changed the clinical results.
00:45:50.965 --> 00:45:53.919 They actually used to have the clinical result tables where I
00:45:53.919 --> 00:45:56.443 could actually show the deidentified data and that's
00:45:56.443 --> 00:45:57.015 what I used.
00:45:57.265 --> 00:46:01.222 I used this site to demo deidentified data, so I may have
00:46:01.222 --> 00:46:02.655 lost that capability.
00:46:05.945 --> 00:46:06.465 Interesting.
00:46:06.795 --> 00:46:10.514 Ah, well, we also have the MI candidate, and then I'll also
00:46:10.514 --> 00:46:12.745 the two things I usually demo here.
00:46:12.755 --> 00:46:15.905 I'll come in and say, hey, I want to go by zip code.
00:46:15.975 --> 00:46:17.985 My zip code 78613.
00:46:18.035 --> 00:46:20.904 I want to see all the surgeons within 50 miles of my house and
00:46:20.904 --> 00:46:22.635 there's a whole bunch of them, right?
00:46:22.645 --> 00:46:23.805 So I'm here in North Austin.
00:46:23.815 --> 00:46:26.437 I live about here and there's a whole bunch of surgeons through
00:46:26.437 --> 00:46:28.978 Austin all the way up to Round Rock, and I can come down here
00:46:28.978 --> 00:46:31.108 and see their website, their phone information, get
00:46:31.108 --> 00:46:33.485 directions to their office, whatever I want to do. Right.
00:46:33.495 --> 00:46:35.885 So surgeon locator is one of the things that I'll demo.
00:46:35.895 --> 00:46:38.811 So in the back of my mind, I already know the sites that we
00:46:38.811 --> 00:46:41.726 have, the sites that we've designed and built, the features
00:46:41.726 --> 00:46:42.455 on those sites.
00:46:42.545 --> 00:46:46.580 So if they ask me a question and it's something that I can demo
00:46:46.580 --> 00:46:48.345 live, I prefer to demo live.
00:46:49.215 --> 00:46:52.617 If it's something I can't demo live, then for sure I've got a
00:46:52.617 --> 00:46:53.605 video to cover it.
00:46:54.075 --> 00:46:55.425 I've got hundreds of videos.
00:46:55.435 --> 00:46:58.225 I definitely have something I will never say no.
00:46:58.235 --> 00:47:00.640 When somebody's on a phone asking me about a feature, I
00:47:00.640 --> 00:47:03.475 never say no, this isn't exactly what you're looking for, but let
00:47:03.475 --> 00:47:06.267 me show you how the lab results were for this particular client,
00:47:06.267 --> 00:47:06.525 right?
00:47:06.535 --> 00:47:07.885 Right, this is a client.
00:47:07.895 --> 00:47:09.765 When we launch this, this is over in the UK.
00:47:09.775 --> 00:47:14.167 They got their approval from the UK's medical organization before
00:47:14.167 --> 00:47:17.495 they got the FDA approval from the United States.
00:47:17.505 --> 00:47:20.089 So when we launched this one originally, it was a storefront
00:47:20.089 --> 00:47:22.758 where they could go in and buy and you can see here I'm logged
00:47:22.758 --> 00:47:22.885 in.
00:47:22.895 --> 00:47:25.316 So you can see my medical questionnaire, lab results,
00:47:25.316 --> 00:47:25.675 whatnot.
00:47:25.775 --> 00:47:28.331 So the medical questionnaire basically for this one is just
00:47:28.331 --> 00:47:30.589 how many doses have you had because they're actually
00:47:30.589 --> 00:47:32.805 tracking the COVID antigens throughout the disease.
00:47:32.815 --> 00:47:34.125 So they answer the question.
00:47:34.395 --> 00:47:37.356 Here's a bunch of orders that we've placed we actually,
00:47:37.356 --> 00:47:40.528 because of GDPR, have to be able to do, identify and remove
00:47:40.528 --> 00:47:41.215 privacy data.
00:47:41.535 --> 00:47:44.382 Then when I come in to my lab results, I can see when the lab
00:47:44.382 --> 00:47:47.045 comes in, whether it's low, strong, borderline, whatever.
00:47:47.215 --> 00:47:50.302 If that's not enough information and I'm not smart enough to know
00:47:50.302 --> 00:47:53.155 what these numbers mean, then I can actually come over here.
00:47:53.165 --> 00:47:55.982 Click on view the test report and pop in and it'll
00:47:55.982 --> 00:47:58.855 automatically come in and say, hey, you're at 1256.
00:47:58.865 --> 00:47:59.675 That's great.
00:47:59.985 --> 00:48:01.375 I'm like, oh, what does that mean?
00:48:01.385 --> 00:48:03.575 Well, if you've been vaccinated, that means this.
00:48:03.585 --> 00:48:05.575 If you haven't been vaccinated, that means that.
00:48:05.805 --> 00:48:06.185 OK.
00:48:06.195 --> 00:48:08.245 Well, how does strong compare to the other ones?
00:48:08.255 --> 00:48:09.655 Well, I can come down here.
00:48:09.725 --> 00:48:13.462 I can Click to expand that and automatically read all of the
00:48:13.462 --> 00:48:15.545 different numbers where they are.
00:48:15.555 --> 00:48:18.769 What the ranges are so I can have an idea and then down at
00:48:18.769 --> 00:48:22.093 the bottom I'll move my cursor here so you can see here's my
00:48:22.093 --> 00:48:23.945 lab result on the left hand side.
00:48:23.995 --> 00:48:28.125 So it shows me now graphically where in the strong range I am.
00:48:28.175 --> 00:48:32.558 I'm pretty I'm a pretty good ways in there, well above the
00:48:32.558 --> 00:48:36.570 borderline, but I can also see in the trend that back
00:48:36.570 --> 00:48:38.725 historically they don't last.
00:48:38.875 --> 00:48:42.190 I can see I was at 1200, then I dropped down to 400, so then I
00:48:42.190 --> 00:48:44.085 had to go back and do another test.
00:48:44.095 --> 00:48:48.398 Now I'm at 1256 and so now with that booster, I'm back in and it
00:48:48.398 --> 00:48:52.701 recommends now in another three months in January, I should take
00:48:52.701 --> 00:48:54.025 another test, right?
00:48:54.065 --> 00:48:57.800 So this is just one way that we've gone in and displayed lab
00:48:57.800 --> 00:49:00.372 results with additional notifications and
00:49:00.372 --> 00:49:03.985 recommendations on when they should order their next test.
00:49:04.075 --> 00:49:07.186 And we've even put the trending information so they can see the
00:49:07.186 --> 00:49:09.956 individual test they've taken and how their numbers have
00:49:09.956 --> 00:49:10.345 trended.
00:49:10.425 --> 00:49:13.655 So when they're at risk, how long that normally takes?
00:49:13.665 --> 00:49:16.255 And so they should get their boosters and help.
00:49:17.155 --> 00:49:21.225 Improve their care so this is one that I show quite often.
00:49:23.145 --> 00:49:26.555 I log into Akon quite often.
00:49:26.705 --> 00:49:28.815 That's another one, Akon.
00:49:31.415 --> 00:49:33.955 Might have to log into my LastPass real quick here.
00:49:47.105 --> 00:49:48.955 So this is a doctor patient portal.
00:49:48.965 --> 00:49:52.845 So if I log in as Ron, these are all of again.
00:49:52.855 --> 00:49:54.785 This is the clarity commerce platform.
00:49:54.975 --> 00:49:57.285 You see the tabs down the left hand side.
00:49:57.335 --> 00:50:00.556 Different information and the right so this is built on our
00:50:00.556 --> 00:50:02.005 clarity ecommerce platform.
00:50:02.175 --> 00:50:04.990 If these guys came back to us and said, hey, is there any way
00:50:04.990 --> 00:50:07.986 that we can show their bills and have their online bill pay, then
00:50:07.986 --> 00:50:10.392 we would just go grab the checkout and the invoicing
00:50:10.392 --> 00:50:10.755 modules.
00:50:10.765 --> 00:50:12.545 We would change the word invoice to Bill.
00:50:12.675 --> 00:50:13.645 They would come over here.
00:50:13.655 --> 00:50:14.665 Click on their bill.
00:50:14.715 --> 00:50:15.625 See all their bills?
00:50:15.635 --> 00:50:16.125 Click pay.
00:50:16.135 --> 00:50:17.535 They can pay their bills online.
00:50:18.525 --> 00:50:19.535 Easy peasy, right?
00:50:19.545 --> 00:50:21.275 Again, it's all modular.
00:50:21.535 --> 00:50:24.440 In this particular case, this is just for the doctors and the
00:50:24.440 --> 00:50:26.455 patients to see the results from the test.
00:50:26.465 --> 00:50:29.517 So here are all the results over the last 90 days when I'm
00:50:29.517 --> 00:50:32.414 actually taking my test throughout the day so I can see
00:50:32.414 --> 00:50:33.655 when those readings are.
00:50:33.805 --> 00:50:34.995 Here's my trend chart.
00:50:35.005 --> 00:50:37.235 These are the recommendations my doctor made to me.
00:50:37.245 --> 00:50:39.155 And then here's the log book of all my readings.
00:50:39.465 --> 00:50:44.992 Now if I log out as Ron and logged back in as Kevin, I
00:50:44.992 --> 00:50:47.705 defined Kevin as my doctor.
00:50:47.755 --> 00:50:48.785 So here's Kevin now.
00:50:48.795 --> 00:50:51.888 When he logs in, he actually sees a full patient population
00:50:51.888 --> 00:50:54.105 and he's got two patients, Ron and Philip.
00:50:54.155 --> 00:50:55.185 I gave me Type 2.
00:50:55.195 --> 00:50:56.805 I gave Philip Type 1.5.
00:50:56.815 --> 00:50:58.265 I gave me a bunch of high readings.
00:50:58.275 --> 00:50:59.695 I gave Philip a bunch of low readings.
00:50:59.705 --> 00:51:01.255 So he can literally come in here.
00:51:01.325 --> 00:51:02.245 Look at Philip and go.
00:51:02.255 --> 00:51:05.405 Oh, Philip's really struggling to keep his blood sugar up.
00:51:05.495 --> 00:51:08.189 We need to give Philip a call and so this helps and then we
00:51:08.189 --> 00:51:10.345 can go through and look at all Phillips charts.
00:51:10.355 --> 00:51:13.095 We can look at a standard day, see when he's taking his
00:51:13.095 --> 00:51:15.884 numbers, his trend chart, and the doctor can come in and
00:51:15.884 --> 00:51:17.695 customize what these thresholds are.
00:51:17.765 --> 00:51:20.491 Phillips never going to get above 150, so he might come in
00:51:20.491 --> 00:51:20.815 and go.
00:51:20.825 --> 00:51:24.750 Hey, if anytime you're over 120, give me a call because you have
00:51:24.750 --> 00:51:25.475 a lot lower.
00:51:25.525 --> 00:51:26.805 So now it's at 1:20.
00:51:26.965 --> 00:51:29.947 This would automatically be sent out to the mobile app that
00:51:29.947 --> 00:51:32.681 Phillips carrying and anytime his blood's over 120, it
00:51:32.681 --> 00:51:35.315 notifies him on his mobile app to help improve care.
00:51:35.425 --> 00:51:38.886 So again, most of the HIPAA portals that we design and build
00:51:38.886 --> 00:51:42.575 are custom in nature due to the type of business that you have a
00:51:42.575 --> 00:51:45.866 lot of times what I'll do is I'll go over and connect and
00:51:45.866 --> 00:51:49.271 I'll say we do so many medical that when we're tracking our
00:51:49.271 --> 00:51:52.846 integrations, customs, CRM and ERP, I actually track our HIPAA
00:51:52.846 --> 00:51:54.605 and EMR integration separately.
00:51:54.735 --> 00:51:58.804 So this gives you an idea of the different types of online
00:51:58.804 --> 00:51:59.425 pharmacy.
00:51:59.435 --> 00:52:02.665 We're doing some mobile apps and some AI integration.
00:52:02.675 --> 00:52:03.985 Doctor patient portals.
00:52:03.995 --> 00:52:08.186 Multiple EMR integrations, lots of online pharmacies, additional
00:52:08.186 --> 00:52:11.989 doctor patient portals, some were doing just the ADA&W
00:52:11.989 --> 00:52:15.793 CAD compliancy, but this gives you an idea of the types of
00:52:15.793 --> 00:52:17.405 projects that we do, umm.
00:52:17.845 --> 00:52:20.527 And then that's usually kind of where I'll stop with the HIPAA
00:52:20.527 --> 00:52:22.315 and all again, I just ask more questions.
00:52:22.325 --> 00:52:25.973 I always have my videos in the background, so if it's a portal
00:52:25.973 --> 00:52:28.695 I'm showing, you know these are HIPAA portals.
00:52:28.705 --> 00:52:32.144 I've got caravan and camellia and micro and I've got all kinds
00:52:32.144 --> 00:52:32.635 of demos.
00:52:32.945 --> 00:52:36.736 RX1 has a whole bunch of custom features when it comes to
00:52:36.736 --> 00:52:39.155 telehealth, scheduling appointments.
00:52:39.825 --> 00:52:42.810 H Katz got scheduling appointments and then obviously
00:52:42.810 --> 00:52:43.695 the lab results.
00:52:43.705 --> 00:52:44.845 And then here's the telehealth.
00:52:44.855 --> 00:52:48.348 So we've got different video showing different things out of
00:52:48.348 --> 00:52:49.035 our X1, umm.
00:52:49.715 --> 00:52:53.148 And then I've got lots of other videos, so this is kind of what
00:52:53.148 --> 00:52:53.685 I'm doing.
00:52:53.695 --> 00:52:56.285 HIPAA I start with the basic.
00:52:56.295 --> 00:52:59.285 Here is the clarity HIPAA ecommerce off the shelf.
00:52:59.415 --> 00:53:01.445 It can be designed customizes what you want.
00:53:01.455 --> 00:53:03.885 We can have that literally up in a couple of days.
00:53:03.895 --> 00:53:05.005 It's very fast.
00:53:05.015 --> 00:53:08.234 It's very quick and unknown developer, but I went ahead and
00:53:08.234 --> 00:53:11.399 created that home page myself and you can see how pretty I
00:53:11.399 --> 00:53:12.955 made it pretty easily, right?
00:53:14.205 --> 00:53:17.071 And then I'll usually talk about you have full administrative
00:53:17.071 --> 00:53:19.706 access and I'll mention this EMS, you know I'll say it's
00:53:19.706 --> 00:53:20.815 integrated with the CMS.
00:53:20.865 --> 00:53:24.565 So if I pop back here, right, I'll say all of these pages and
00:53:24.565 --> 00:53:26.355 the home page are all the CMS.
00:53:26.365 --> 00:53:28.814 So if I wanted to go in and customize A blog, here are some
00:53:28.814 --> 00:53:31.221 screenshots of some different blogs and I just went in and
00:53:31.221 --> 00:53:33.425 took some screenshots and uploaded these screenshots.
00:53:33.435 --> 00:53:36.135 So I could show off what your blog may look like, right?
00:53:36.295 --> 00:53:38.578 So these are all different styles of blogs that we've done
00:53:38.578 --> 00:53:39.275 for other clients.
00:53:39.285 --> 00:53:42.362 And so you'll have full administrative access if you
00:53:42.362 --> 00:53:45.846 want to do SCO and want to do some blog content, contact US
00:53:45.846 --> 00:53:47.995 resource library, whatever you want.
00:53:48.295 --> 00:53:52.735 You have a full functional CMS embedded with our clarity.
00:53:52.745 --> 00:53:57.810 Ecommerce on a HIPAA compliant portal and then I'll go back and
00:53:57.810 --> 00:53:59.155 I ask throughout.
00:53:59.225 --> 00:54:01.543 We'll usually ask a lot of questions about, you know,
00:54:01.543 --> 00:54:04.119 specifically, are you doing telehealth or you doing this or
00:54:04.119 --> 00:54:04.935 are you doing that?
00:54:04.945 --> 00:54:08.555 I want to make it look like 95% of what they want.
00:54:08.565 --> 00:54:10.895 We already have off the shelf or we've already done it.
00:54:10.985 --> 00:54:14.556 Here's a demo of it, but you can make it look like whatever you
00:54:14.556 --> 00:54:18.016 want and with our ability to then integrate with the FDA with
00:54:18.016 --> 00:54:21.085 insurance, with the EMR, with the labs to get results.
00:54:21.645 --> 00:54:22.185 Umm.
00:54:22.915 --> 00:54:25.168 And then I'll talk a little bit about the integration and the
00:54:25.168 --> 00:54:26.185 benefits of the integration.
00:54:26.655 --> 00:54:27.665 And that's usually it.
00:54:27.735 --> 00:54:30.265 So that's kind of my hippie demo and a CEF demo.
00:54:30.275 --> 00:54:33.179 I know we didn't have time today to really go into integrations
00:54:33.179 --> 00:54:33.905 and maybe we do.
00:54:33.915 --> 00:54:37.139 Another call where we really dive into integrations and pay
00:54:37.139 --> 00:54:40.685 hub, web design, SEO, any of the other topics you guys want to go
00:54:40.685 --> 00:54:43.425 into as far as how I sell those types of projects.
00:54:43.645 --> 00:54:46.624 But by far and away, those are the most two important types of
00:54:46.624 --> 00:54:47.665 projects that we sell.
00:54:47.795 --> 00:54:52.262 The SEF integrated SEF specifically and then HIPAA and
00:54:52.262 --> 00:54:56.811 so that's kind of how I demo those and I know we have a
00:54:56.811 --> 00:54:58.435 couple minutes left.
00:54:58.445 --> 00:55:00.772 Let me turn it over to you, Philip and the team and start
00:55:00.772 --> 00:55:01.895 peppering me with questions.
00:55:01.905 --> 00:55:03.095 If you've got any other questions.
00:55:04.605 --> 00:55:04.915 Yeah.
00:55:04.925 --> 00:55:06.075 No, that was great, Ron.
00:55:06.085 --> 00:55:07.055 Great rundown man.
00:55:07.065 --> 00:55:07.545 I love it.
00:55:08.965 --> 00:55:12.325 You guys have any anything that's coming up in your mind?
00:55:14.735 --> 00:55:18.805 About I know that was a lot, but anything that's coming to mind.
00:55:21.985 --> 00:55:25.874 Hopefully this is a give you some ideas and kind of you know
00:55:25.874 --> 00:55:29.762 help cement some of the things you guys are doing and have a
00:55:29.762 --> 00:55:32.185 little bit better insight, Elizabeth.
00:55:32.195 --> 00:55:33.315 Looks like you and unmuted.
00:55:34.785 --> 00:55:40.622 Yeah, I'm still wondering how I would organize and show
00:55:40.622 --> 00:55:45.625 everything on a demo video with, you know, Les.
00:55:45.635 --> 00:55:48.725 Sometimes it's more, uh, how?
00:55:47.385 --> 00:55:47.615 Yeah.
00:55:47.445 --> 00:55:48.505 Yeah, yeah.
00:55:48.795 --> 00:55:52.685 No, I'm still asking, like, my head is hot right now.
00:55:52.695 --> 00:55:54.645 Just thinking how I'm gonna do that.
00:55:55.175 --> 00:55:55.605 I don't.
00:55:55.275 --> 00:56:00.366 How am I gonna show everything in a way that is clean that is
00:55:55.615 --> 00:55:57.545 I don't think I.
00:55:59.955 --> 00:56:00.155 Yeah.
00:56:00.366 --> 00:56:01.105 high end?
00:56:02.405 --> 00:56:04.725 Uh, and that it goes straight to the point.
00:56:02.735 --> 00:56:03.435 I don't think you can.
00:56:04.735 --> 00:56:09.967 And is it goes from point A to point B and everything is just
00:56:09.967 --> 00:56:11.655 cohesive and simple.
00:56:10.605 --> 00:56:14.235 Yeah, you're gonna have to isolate features for sure.
00:56:14.185 --> 00:56:14.405 Yep.
00:56:14.245 --> 00:56:16.285 I'm I imagine that's where you're going, Ron is.
00:56:14.525 --> 00:56:16.265 Yeah. Yes.
00:56:16.465 --> 00:56:16.935 Well, yeah.
00:56:16.945 --> 00:56:19.736 And I was going to say is what you do is you give me a call,
00:56:19.736 --> 00:56:21.155 you schedule some time with me.
00:56:21.165 --> 00:56:22.135 We sit down and you go.
00:56:22.145 --> 00:56:26.035 What are the different types of HIPAA projects we sell?
00:56:26.125 --> 00:56:29.808 Oh, we sell doctor patient portals, we sell mobile M health
00:56:29.808 --> 00:56:30.115 apps.
00:56:30.125 --> 00:56:32.355 We sell online pharmacies.
00:56:32.365 --> 00:56:32.955 We do.
00:56:33.205 --> 00:56:33.995 Oh, OK.
00:56:34.005 --> 00:56:36.675 So you really sell four or five different types.
00:56:36.685 --> 00:56:40.321 OK, give me the value proposition and pain points for
00:56:40.321 --> 00:56:44.428 each of those five, because thou you've got a very succinct,
00:56:44.428 --> 00:56:48.400 short list of differentiation benefits and pain points for
00:56:48.400 --> 00:56:49.545 each of the five.
00:56:49.935 --> 00:56:52.804 Now you can put 5 short videos together, 5 landing page
00:56:52.804 --> 00:56:53.265 together.
00:56:53.335 --> 00:56:56.500 You know, one for online pharmacy, one for doctor patient
00:56:56.500 --> 00:56:59.337 portal, one for hippie ecommerce, 1 for mobile help
00:56:59.337 --> 00:57:02.501 whatever right, that works really, really well and that's
00:57:02.501 --> 00:57:05.830 kind of the hard part for you guys sometimes is you're going
00:57:05.830 --> 00:57:09.213 to write something, but because you're not out talking to the
00:57:09.213 --> 00:57:10.795 customers everyday like I am.
00:57:10.805 --> 00:57:12.585 And again, I'm not even smarter than anybody.
00:57:12.595 --> 00:57:14.605 It's just because I'm talking to everybody.
00:57:14.615 --> 00:57:17.766 I understand the different types of things that they want and the
00:57:17.766 --> 00:57:20.535 different types of benefits that each of those type want.
00:57:20.865 --> 00:57:24.385 So maybe autumn says, well, I'm writing an article about HIPAA
00:57:24.385 --> 00:57:25.335 online ecommerce.
00:57:25.615 --> 00:57:26.795 Uh, maybe I'll call Ron.
00:57:26.805 --> 00:57:29.095 And just for four minutes, just pick his brain and go.
00:57:29.105 --> 00:57:32.677 What are your four benefits when you go demo and showcase HIPAA
00:57:32.677 --> 00:57:33.235 ecommerce?
00:57:33.245 --> 00:57:35.005 What are the high points that you hit?
00:57:35.045 --> 00:57:36.595 Ohh I highlight these four things.
00:57:36.645 --> 00:57:37.735 Great, that's what I need.
00:57:37.785 --> 00:57:40.175 And then she can go right about it, right?
00:57:40.245 --> 00:57:43.442 I think that's probably really smart and I am absolutely happy
00:57:43.442 --> 00:57:44.305 to do that right.
00:57:44.315 --> 00:57:47.456 If you guys want to pick my brain for 5 minutes any time
00:57:47.456 --> 00:57:50.157 about what are the differentiators, what are the
00:57:50.157 --> 00:57:51.645 benefits and how do we win?
00:57:52.535 --> 00:57:55.295 I'm writing an article about auction sites.
00:57:56.635 --> 00:57:58.425 Then we go and talk for four or five minutes.
00:57:58.435 --> 00:58:01.836 You write down 3 or 4 notes and now you go write your article
00:58:01.836 --> 00:58:05.347 and you've got the pain points and the benefits that people are
00:58:05.347 --> 00:58:08.529 calling us and asking me about when I'm doing these demos
00:58:08.529 --> 00:58:12.039 because I think that's kind of the one piece you're missing is,
00:58:12.039 --> 00:58:15.111 you know, you guys can generate wonderful content about
00:58:15.111 --> 00:58:15.605 anything.
00:58:15.935 --> 00:58:18.883 But is it the exact content and are you hitting the right pain
00:58:18.883 --> 00:58:21.785 points and the right benefits of the people that are actually
00:58:21.785 --> 00:58:24.639 calling us that are asking us and potentially buying from us
00:58:24.639 --> 00:58:27.494 and that's the one piece of information that I know that you
00:58:27.494 --> 00:58:27.775 don't.
00:58:27.785 --> 00:58:30.862 But then again, I'm not generating content, so I think
00:58:30.862 --> 00:58:34.386 that is a disconnect and so I'm certainly offering my services
00:58:34.386 --> 00:58:37.518 anytime you guys have a question, just ping me in teams
00:58:37.518 --> 00:58:41.210 call me for four or five minutes and I can unblock you I think or
00:58:41.210 --> 00:58:44.007 at least give that one additional a little bit of
00:58:44.007 --> 00:58:47.587 information that might help us connect a little bit better than
00:58:47.587 --> 00:58:49.825 the audience that's reaching out to us.
00:58:51.485 --> 00:58:51.765 OK.
00:58:53.065 --> 00:58:53.505 Thank you.
00:58:54.155 --> 00:58:54.375 Sure.
00:58:55.375 --> 00:58:56.385 I don't know if you guys want to.
00:58:56.395 --> 00:58:57.385 You may not want to talk to me in.
00:58:57.395 --> 00:59:01.225 That's fine too, but I'm happy to help and would love to help.
00:59:01.515 --> 00:59:04.962 And you know, just like you guys, I'm here to close more
00:59:04.962 --> 00:59:05.325 deals.
00:59:05.415 --> 00:59:06.705 And I know you guys are as well.
00:59:06.995 --> 00:59:10.433 So whatever we can do as a team, whatever we can do to help each
00:59:10.433 --> 00:59:11.385 other, I'm all in.
00:59:11.875 --> 00:59:12.595 Anything I can do.
00:59:13.365 --> 00:59:14.025 That's awesome.
00:59:14.965 --> 00:59:16.025 I like to talk to you, right?
00:59:17.175 --> 00:59:18.405 I'll have to talk to you, Chris.
00:59:19.985 --> 00:59:21.735 Even if you can't hear me out of your left ear.
00:59:22.665 --> 00:59:25.365 And yeah, it only takes one year to tango, so.
00:59:25.535 --> 00:59:26.165 And right.
00:59:27.955 --> 00:59:31.575 Well, I'll, I'll talk to your right ear cause it.
00:59:30.845 --> 00:59:32.015 So that's the deal.
00:59:33.325 --> 00:59:37.543 And The funny thing is, is I lost my hearing in my left ear
00:59:37.543 --> 00:59:38.105 as well.
00:59:38.175 --> 00:59:41.183 Not all of it, obviously, is, you know, but from my accident,
00:59:41.183 --> 00:59:44.045 that's that's the same year that I that I lost my earring.
00:59:41.485 --> 00:59:42.585 Oh, that's right, yeah.
00:59:44.095 --> 00:59:44.215 Yeah.
00:59:45.345 --> 00:59:45.465 Yeah.
00:59:46.645 --> 00:59:49.985 So anyway, before we let it go, is there anything?
00:59:47.525 --> 00:59:49.105 All right, yeah.
00:59:49.995 --> 00:59:53.013 Philip, do you wanted to ask me or is there anything else or
00:59:53.013 --> 00:59:54.745 does that did that help hopefully.
00:59:54.225 --> 00:59:55.835 No, no, I think that was great.
00:59:56.105 --> 00:59:59.675 That's exactly what I was looking for, just to kinda, you
00:59:59.675 --> 01:00:03.491 know, again just help them kind of crystallize, you know what
01:00:03.491 --> 01:00:07.123 what we're doing on the front ends so they can be a little
01:00:07.123 --> 01:00:10.939 better equipped, you know to kind of write content on that or
01:00:10.939 --> 01:00:14.632 understand anything's a little little you know as it's like
01:00:14.632 --> 01:00:18.510 sometimes you just kind of you see something or hear something
01:00:18.510 --> 01:00:20.295 and you're just like ohh yes.
01:00:20.305 --> 01:00:21.115 Yes.
01:00:21.195 --> 01:00:22.215 And now I get that.
01:00:21.515 --> 01:00:22.605 I did have.
01:00:22.715 --> 01:00:25.565 Yeah, I did have one more thing I wanted to showcase.
01:00:25.575 --> 01:00:29.394 I actually had it open for you guys, so one of the things when
01:00:29.394 --> 01:00:33.031 you're writing an article, I probably have a total of 20 or
01:00:33.031 --> 01:00:36.728 30 different websites that I demo from and in my bookmarks I
01:00:36.728 --> 01:00:40.365 probably have over 500 websites that we've built over time.
01:00:40.595 --> 01:00:44.699 So if you need a graphic, please let me know because a lot of
01:00:44.699 --> 01:00:47.215 times what I've done is sort by name.
01:00:47.355 --> 01:00:50.415 I've taken screenshots from hundreds of projects that we've
01:00:50.415 --> 01:00:53.425 done over time, so you can turn around and call me and go.
01:00:53.435 --> 01:00:56.665 Hey, do you have a screen shot about here's right else.
01:00:56.675 --> 01:00:58.395 Gates literally did this yesterday.
01:00:58.465 --> 01:01:00.530 I went and grabbed all these screenshots from Riddell
01:01:00.530 --> 01:01:02.825 yesterday cause they got a couple really cool things right.
01:01:02.835 --> 01:01:05.455 They got a nice locator, they've got a Dieter portal login.
01:01:05.465 --> 01:01:06.195 Find my dealer.
01:01:06.205 --> 01:01:09.309 They got some really cool call outs and then the catalog is
01:01:09.309 --> 01:01:12.414 really clean and then they've got this custom Configurator,
01:01:12.414 --> 01:01:14.535 you know, and here's what it looks like.
01:01:14.585 --> 01:01:16.395 So I went out and grab some screenshots.
01:01:16.405 --> 01:01:21.220 So I literally have right, I got 10,000 screenshots on my hard
01:01:17.315 --> 01:01:18.035 Cool.
01:01:18.045 --> 01:01:19.855 Look, insight I love.
01:01:21.220 --> 01:01:25.195 drive here and I know every one of them in my head.
01:01:25.405 --> 01:01:28.937 So you guys can pick up the phone and go, hey, I need 3
01:01:28.937 --> 01:01:30.135 propositions for X.
01:01:30.185 --> 01:01:30.735 Great.
01:01:30.825 --> 01:01:31.955 I need 4 graphics.
01:01:32.005 --> 01:01:33.055 What do you want to showcase?
01:01:34.325 --> 01:01:36.475 And then I'll give you 4 graphics, right?
01:01:36.485 --> 01:01:38.735 And I'll have it in like 10 minutes or less.
01:01:38.845 --> 01:01:41.965 I can literally give you all the graphics from projects that
01:01:41.965 --> 01:01:45.137 we've done that I think would be the best that showcases that
01:01:45.137 --> 01:01:48.104 feature or that thing you're trying to showcase literally
01:01:48.104 --> 01:01:51.275 have 10,000 graphics and you guys are welcome to all of them.
01:01:52.045 --> 01:01:55.153 It's just hard for you guys to hunt through there and have any
01:01:55.153 --> 01:01:58.014 idea which project did what, what the benefits are, but I
01:01:58.014 --> 01:02:00.875 know that so if you're like, I really need a good surgeon
01:02:00.875 --> 01:02:01.615 locator, great.
01:02:01.625 --> 01:02:02.275 I got six of them.
01:02:03.425 --> 01:02:05.335 Here's the six here's 6 screenshots.
01:02:05.345 --> 01:02:06.385 Pick which one you like.
01:02:06.395 --> 01:02:09.557 Go ahead and you know, and I can do that very, very rapidly for
01:02:09.557 --> 01:02:09.755 you.
01:02:09.765 --> 01:02:12.648 So that was the other thing that I wanted to bring up is that I
01:02:12.648 --> 01:02:15.441 think I can really help with graphics because I know you guys
01:02:15.441 --> 01:02:18.009 as you put these articles together, you're looking for a
01:02:18.009 --> 01:02:19.135 good graphic to showcase.
01:02:19.145 --> 01:02:21.840 And if we can, we'd love to put clarity client below it, right
01:02:21.840 --> 01:02:22.695 and that's how I am.
01:02:22.705 --> 01:02:26.137 So every graphic I use instead of being stock graphics, I'd
01:02:26.137 --> 01:02:29.683 love to use a clarity client graphic project that we've done,
01:02:29.683 --> 01:02:30.655 and I have those.
01:02:30.725 --> 01:02:32.565 So I wanted to also share that too.
01:02:35.725 --> 01:02:37.955 Any questions about that or does that help at all?
01:02:37.705 --> 01:02:38.235 Thanks.
01:02:38.245 --> 01:02:38.845 That's awesome.
01:02:41.395 --> 01:02:41.825 All right.
01:02:41.835 --> 01:02:42.565 Thanks everyone.
01:02:43.075 --> 01:02:43.745 Happy Friday.
01:02:44.105 --> 01:02:44.795 Appreciate you guys.
01:02:44.675 --> 01:02:45.025 Done.
01:02:45.035 --> 01:02:45.765 Happy Friday.
01:02:46.035 --> 01:02:48.635 You guys hope you have an awesome weekend.
01:02:46.095 --> 01:02:47.445 Happy Friday, everyone. Bye.
01:02:46.675 --> 01:02:47.225 By all.
01:02:47.005 --> 01:02:47.735 Thank you.
01:02:48.215 --> 01:02:54.425 Hey, in autumn autumn I just pinged you something in chat.
01:02:48.325 --> 01:02:48.725 Bye Friday.
01:02:50.065 --> 01:02:50.305 Oh yeah.
01:02:54.635 --> 01:02:57.147 Just if you take a look at that real quick, I would certainly
01:02:57.147 --> 01:02:57.755 appreciate you.
01:02:57.655 --> 01:02:57.835 Sure.
01:02:59.355 --> 01:03:01.725 Do you guys I?
01:02:59.835 --> 01:03:00.955 By by all.
01:03:00.455 --> 01:03:00.695 By.
01:03:01.115 --> 01:03:03.565 Thanks guys, hope you have a great weekend.