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| Onboarding Discussion: Sales Demo | Ron Halverson | In this video, Ron walks through a client demo from beginning to end and answers questions pertaining to Clarity's Marketing and Sales processes. | 1:04:55 | #ClaritySales, #SalesDemo, #Onboarding, #NewHireOnboarding, #ClarityNewHire | Onboarding: Sales Demo | |00:00:05.210 --> 00:00:08.598 - OK so bent is a Microsoft acronym. Basically what it means 00:00:08.598 --> 00:00:12.910 - is when we do any marketing and the lead comes in when that lead 00:00:12.910 --> 00:00:16.298 - comes in. You all probably heard the term qualifying the lead. 00:00:16.298 --> 00:00:19.994 - What does that mean? Well we want to make sure that if 00:00:19.994 --> 00:00:23.382 - somebody comes in and a typical project clarity does. Is 20 00:00:23.382 --> 00:00:27.386 - grand to 100 grand? If they come in and only have $1000 then 00:00:27.386 --> 00:00:32.006 - there's no sync up. So what band does is it? Ask them? B is for 00:00:32.006 --> 00:00:35.702 - budget. It ask them what's your budget so we have an idea. 00:00:35.710 --> 00:00:39.700 - If they come in and say they got $1000 then we can say we don't 00:00:39.700 --> 00:00:43.424 - have anything for you or if they come in and say we have 150,000 00:00:43.424 --> 00:00:46.882 - then that makes sense. A lot of our projects cost that much and 00:00:46.882 --> 00:00:50.606 - that would be a good need. A is for access. Who are they? Are 00:00:50.606 --> 00:00:53.798 - they the decision maker? Do they have to take information back to 00:00:53.798 --> 00:00:56.458 - the decision maker because that changes what I'm going to 00:00:56.458 --> 00:00:59.916 - deliver to them because I trust me doing the demo, but I don't 00:00:59.916 --> 00:01:03.374 - trust them demo into their team so if they don't have the right 00:01:03.374 --> 00:01:06.300 - access then I have to send them materials and proposals and 00:01:06.300 --> 00:01:07.630 - things because I can't trust 00:01:07.630 --> 00:01:10.954 - them. If they are the decision maker that I just have to 00:01:10.954 --> 00:01:14.242 - establish value to them and then they can make a decision pretty 00:01:14.242 --> 00:01:17.256 - easily. Three is need. What do they need as a custom 00:01:17.256 --> 00:01:19.722 - development house? We can basically build anything, so if 00:01:19.722 --> 00:01:23.284 - they need a mobile app then there's no reason for me to demo 00:01:23.284 --> 00:01:26.024 - something else other than mobile apps for mobile development. So 00:01:26.024 --> 00:01:29.312 - I need to know what they want, what their needs are, what 00:01:29.312 --> 00:01:32.326 - problems they want to fix, because the more I know about 00:01:32.326 --> 00:01:35.340 - their needs, the more value I can establish by showing them 00:01:35.340 --> 00:01:38.354 - how we've solved similar needs for other clients before and the 00:01:38.354 --> 00:01:41.614 - final is timing. We've had people calling go, yet I need 00:01:41.614 --> 00:01:44.544 - this by next week. Or like these projects take six 00:01:44.544 --> 00:01:47.474 - months that we can't build you anything custom in a 00:01:47.474 --> 00:01:50.404 - week. So that's what that stands for. It really helps 00:01:50.404 --> 00:01:53.334 - us qualify the opportunities when they come in to set 00:01:53.334 --> 00:01:55.678 - expectations upfront very quickly that there's a good 00:01:55.678 --> 00:01:56.850 - match on both sides. 00:01:58.360 --> 00:02:02.131 - Cool, awesome um and then something else that Kevin 00:02:02.131 --> 00:02:07.159 - mentioned was clarity analytics and I brought it up to fill just 00:02:07.159 --> 00:02:12.606 - now in our our training because he was going over Zoho and their 00:02:12.606 --> 00:02:16.796 - services are both like reporting dashboards. I was curious. He 00:02:16.796 --> 00:02:21.405 - said that you would know better. You know more about clarity 00:02:21.405 --> 00:02:25.595 - Analytics so there are probably 100 but probably 10 common 00:02:25.595 --> 00:02:29.366 - analytics tools that we use when we go out. 00:02:29.370 --> 00:02:34.364 - And do different types of SCO in marketing and Analytics tracking 00:02:34.364 --> 00:02:38.450 - right the most common in the world's Google Analytics. 00:02:38.450 --> 00:02:42.082 - Everybody knows what Google Analytics is. However, Google 00:02:42.082 --> 00:02:44.352 - Analytics only tracks and tells 00:02:44.352 --> 00:02:48.260 - you. 75 people came to your website yesterday. They were on 00:02:48.260 --> 00:02:53.076 - a mobile device. They were on a windows or a Mac. They were from 00:02:53.076 --> 00:02:56.860 - India an from Bangladesh. They went to these pages. They stayed 00:02:56.860 --> 00:03:01.332 - this long but that's all you know. If they came to a page, 00:03:01.332 --> 00:03:05.804 - they spent an hour on a page. They read the whole page. They 00:03:05.804 --> 00:03:07.868 - watched 6 videos and then they 00:03:07.868 --> 00:03:11.508 - left. You can actually get penalized by Google, which is 00:03:11.508 --> 00:03:14.830 - really stupid because Google says their number one goal is to 00:03:14.830 --> 00:03:17.850 - ensure to provide the correct information to the searcher. OK, 00:03:17.850 --> 00:03:22.984 - well if you search what is 2 + 2 and you go to a page that has 00:03:22.984 --> 00:03:26.910 - the answer for and you're like, OK, good it's four and then you 00:03:26.910 --> 00:03:30.534 - leave, that's actually called a bounce. You came in on a page, 00:03:30.534 --> 00:03:34.158 - you exited the page, which meant there was nothing else on the 00:03:34.158 --> 00:03:37.480 - website. Interesting to you. So Google calls that a bounce and 00:03:37.480 --> 00:03:38.990 - the higher the bounce rate. 00:03:39.060 --> 00:03:43.042 - The more penalized you get when it all actuality you provided 00:03:43.042 --> 00:03:46.662 - the user with exactly the information they needed an you 00:03:46.662 --> 00:03:50.282 - did exactly what Google asked. You get penalized for it. 00:03:50.830 --> 00:03:55.263 - So what do you do? So there's different types of analytics 00:03:55.263 --> 00:03:59.293 - tools that Google provide, ones called Google Tag Manager? What 00:03:59.293 --> 00:04:04.129 - tag manager is? It's a different analytics tool that says, oh, I 00:04:04.129 --> 00:04:10.174 - can go in an I can set up events and I can trigger the analytics 00:04:10.174 --> 00:04:15.816 - to record that event. So if Sam comes to this page and watch is 00:04:15.816 --> 00:04:20.652 - this video, I want you to go into Google Analytics under a 00:04:20.652 --> 00:04:21.861 - classification of videos. 00:04:21.900 --> 00:04:26.014 - And tag this specific title video is being watched one time. 00:04:27.290 --> 00:04:30.964 - OK, well now because it actually recorded it to Google, Google 00:04:30.964 --> 00:04:34.638 - sees that Sam interacted with that page. So even though she 00:04:34.638 --> 00:04:38.312 - came to that page, watch the video and bounced from that 00:04:38.312 --> 00:04:41.652 - page, it sees that she interacted with the page, so 00:04:41.652 --> 00:04:44.658 - it's not called a bounce anymore. You've provided the 00:04:44.658 --> 00:04:49.000 - answer and so now you get the additional. Not only do you get 00:04:49.000 --> 00:04:53.008 - the benefit of not having a balance, you get the benefit of 00:04:53.008 --> 00:04:56.682 - being able to track that Sam watched these three videos right 00:04:56.682 --> 00:05:01.410 - now, yeah. We've never found in any of the analytics tools a 00:05:01.410 --> 00:05:03.840 - tool that gives us everything we 00:05:03.840 --> 00:05:08.965 - want. Never found it so about two or three years ago we 00:05:08.965 --> 00:05:13.090 - started talking about we should just write our own bloody tool 00:05:13.090 --> 00:05:16.840 - because at least we'll know we'll get what we're looking 00:05:16.840 --> 00:05:21.340 - for. And I'm pretty. Six months ago, Chris finished it and it's 00:05:21.340 --> 00:05:24.340 - called Clarity Analytics. Sometimes we short that Tekla 00:05:24.340 --> 00:05:28.090 - Retix instead of clarity Analytics. So if you ever hear 00:05:28.090 --> 00:05:31.465 - people calling a clever attics, that's really clarity Analytics. 00:05:31.465 --> 00:05:36.715 - That's OK, so that is now a manual tool that we have on our 00:05:36.715 --> 00:05:40.398 - website. That Riley can go in and programmatically track and 00:05:40.398 --> 00:05:43.656 - record everything. So now he's got. This actually happened 00:05:43.656 --> 00:05:47.638 - yesterday. Jeremy called him and said hey, somebody filled out an 00:05:47.638 --> 00:05:52.344 - arc. You form at 9:38 AM. Do you have any idea where they're 00:05:52.344 --> 00:05:56.688 - from? What pages they went to, how long they spent on the 00:05:56.688 --> 00:06:00.308 - website, and Riley opened up the the clarity analytics dashboard 00:06:00.308 --> 00:06:05.376 - and he looked at the RF things and found 9:38 AM. Found the ID. 00:06:05.376 --> 00:06:07.910 - So we actually assign an ID so. 00:06:07.910 --> 00:06:12.185 - Even if Sam comes to the website and you don't log in and we have 00:06:12.185 --> 00:06:16.175 - no idea who you are, we put a cookie on your machine and we 00:06:16.175 --> 00:06:20.072 - call you. Visitor ID 12,654. So now twelve 654 tracks. 00:06:20.072 --> 00:06:23.562 - Everything that you do. Every page that you visit. Everything 00:06:23.562 --> 00:06:27.401 - you click on everything you download. It tracks at all and 00:06:27.401 --> 00:06:31.589 - then you could come back three weeks later to our website. And 00:06:31.589 --> 00:06:36.126 - if you download it, a white paper and put it in your email 00:06:36.126 --> 00:06:40.663 - address, that ID finally says, uh, now I know who you are. I 00:06:40.663 --> 00:06:45.549 - can put you in our CRM an add Sam's name and email address and 00:06:45.549 --> 00:06:47.643 - I can go back historically and 00:06:47.643 --> 00:06:51.178 - grab. All the stuff she's done over the last three weeks and 00:06:51.178 --> 00:06:55.498 - put it in the CRM. So now the sales team can go and say Oh 00:06:55.498 --> 00:06:58.090 - Gosh, Sam just downloaded the white paper and registered 00:06:58.090 --> 00:07:01.546 - yesterday, but she's been to the website six times over the last 00:07:01.546 --> 00:07:05.002 - three weeks. Looking at all these pages and they have a lot 00:07:05.002 --> 00:07:07.306 - more information about what you're interested in, what 00:07:07.306 --> 00:07:10.186 - you've been researching, how much time you've spent on this 00:07:10.186 --> 00:07:13.642 - site, so clarity analytics is our attempt to close the gap to 00:07:13.642 --> 00:07:17.098 - get all the information we want about the people come into our 00:07:17.098 --> 00:07:20.554 - website that the rest of the analytics tools do not give us. 00:07:20.650 --> 00:07:26.500 - That's great. I love hearing large collections of data. I 00:07:26.500 --> 00:07:29.425 - think there, it's so helpful, 00:07:29.425 --> 00:07:33.574 - yeah. That was going through the sales process like pretty. 00:07:34.320 --> 00:07:37.170 - Pretty thoroughly and. 00:07:37.950 --> 00:07:42.630 - So you get the demo and then I guess my my question is he he 00:07:42.630 --> 00:07:46.686 - said that he feels off the OR he fills out the client handoff 00:07:46.686 --> 00:07:50.742 - form. I go to the PMS and then he still sound directly. Yeah, 00:07:50.742 --> 00:07:54.174 - not directly. OK, it works a little different than that. So 00:07:54.174 --> 00:07:57.918 - what happens is the leads come in through either Jeremy or feel 00:07:57.918 --> 00:08:02.910 - and then they go to me for the demo and then I have to put the 00:08:02.910 --> 00:08:06.966 - estimates together. So if I took a full thing and just to walk 00:08:06.966 --> 00:08:08.526 - you through lead comes in. 00:08:08.580 --> 00:08:13.480 - They qualify it. They schedule a demo I get on. I do a needs 00:08:13.480 --> 00:08:17.680 - analysis demo call. From that I normally and let me just show 00:08:17.680 --> 00:08:21.180 - you alright so digital arts that's a little bit different. 00:08:21.180 --> 00:08:25.380 - Demon power sports is a good one. So demon power sports came 00:08:25.380 --> 00:08:30.630 - in earlier in this month right? And as I did a demo I took these 00:08:30.630 --> 00:08:35.180 - notes. Sorry let me open it up. It's really small, just doing a 00:08:35.180 --> 00:08:39.030 - preview. There we go right? So I put these notes together. 00:08:39.030 --> 00:08:43.790 - Demon power sports call notes on 421 we had on the phone I gave 00:08:43.790 --> 00:08:48.890 - him this let's me know about so I gave him an estimate of 20 to 00:08:48.890 --> 00:08:52.970 - 40K on the phone. Ran Phillip and Kenneth were on the phone. 00:08:52.970 --> 00:08:56.370 - He was asking about Shopify to sage 300 integration. Their 00:08:56.370 --> 00:09:00.110 - power sports companies selling you TV's and ATV's they sell in 00:09:00.110 --> 00:09:04.190 - the USA and Canada. They're going to go only Q2 with Shopify 00:09:04.190 --> 00:09:08.270 - site sage 300 takes care of all their inventory. They want to 00:09:08.270 --> 00:09:09.290 - Automate as many. 00:09:10.030 --> 00:09:12.600 - Process is impossible and they basically handle the parts for 00:09:12.600 --> 00:09:15.684 - all the you tubes and stuff. And then I basically wrote Ken's 00:09:15.684 --> 00:09:18.511 - going to send over a checklist of functions for the integration 00:09:18.511 --> 00:09:21.595 - so I can put together estimate. So that's my action item. From 00:09:21.595 --> 00:09:24.936 - this. Now you can see I didn't have very many notes and the 00:09:24.936 --> 00:09:28.020 - reason for that is because on this particular call he wanted a 00:09:28.020 --> 00:09:31.618 - lot of demo and asked a lot of questions so I wasn't able to 00:09:31.618 --> 00:09:32.903 - take a lot of notes. 00:09:33.590 --> 00:09:38.350 - OK, so let me see if I've even got here's my demon power sports 00:09:38.350 --> 00:09:43.110 - estimate and see if I've even got so. I did go ahead and put 00:09:43.110 --> 00:09:45.830 - estimates together for him. Here's clarity connect. Here's 00:09:45.830 --> 00:09:48.890 - some discovery hours upfront. Here's the license for clarity. 00:09:48.890 --> 00:09:51.610 - Connect here's the Shopify Connector. Here's the sage 00:09:51.610 --> 00:09:54.670 - connector setting up the dev environment. Push to production. 00:09:54.670 --> 00:09:59.430 - So 29 to 32 grams. So I went ahead based on my notes of 00:09:59.430 --> 00:10:04.190 - saying it was roughly 20 to 40K and I put a basic set of 00:10:04.190 --> 00:10:06.871 - estimates together. However you saw in yellow, I've still 00:10:06.871 --> 00:10:09.601 - waiting for Candace and a checklist because if he sends 00:10:09.601 --> 00:10:12.877 - over a checklist and they want a bunch of other custom stuff, 00:10:12.877 --> 00:10:16.153 - then I'm going to go back and modify my estimates. So normally 00:10:16.153 --> 00:10:19.156 - I don't put estimates together until I have better notes, so 00:10:19.156 --> 00:10:22.978 - let me see if I can find a better one. Panagra see if he. 00:10:24.750 --> 00:10:28.819 - Yeah, see, look at this one. This is a new project April 27th 00:10:28.819 --> 00:10:30.384 - pentagraph she just came in. 00:10:31.440 --> 00:10:33.100 - And this is typically. 00:10:33.910 --> 00:10:35.480 - What a call looks like. 00:10:37.960 --> 00:10:41.808 - So I'm going through taking a bunch of notes. I even took a 00:10:41.808 --> 00:10:45.360 - couple screenshots of what he was doing, so I've got all these 00:10:45.360 --> 00:10:48.912 - notes. And then from these notes Because I have a really good 00:10:48.912 --> 00:10:53.056 - idea of what we need to build. I can go build some estimates that 00:10:53.056 --> 00:10:54.536 - are pretty accurate, so usually 00:10:54.536 --> 00:11:00.068 - it's. Qualify Um demo estimates estimates review. So we'll pull 00:11:00.068 --> 00:11:04.160 - up that spreadsheet, get on a call with a client. I'll walk 00:11:04.160 --> 00:11:08.593 - through the spreadsheet because in a one hour call or a one and 00:11:08.593 --> 00:11:13.367 - a half hour call with me taking this many notes and then me demo 00:11:13.367 --> 00:11:15.754 - ING the other half of the time. 00:11:17.010 --> 00:11:20.412 - There's not a lot of time for me to get a lot of information 00:11:20.412 --> 00:11:23.085 - from them, right? I mean, I've got maybe 45 minutes of 00:11:23.085 --> 00:11:25.758 - information and that's the only time I've ever talked to them. 00:11:25.758 --> 00:11:28.431 - So for me to have a really super accurate estimate for 00:11:28.431 --> 00:11:28.917 - their project. 00:11:30.110 --> 00:11:33.828 - Only 'cause I've done it a lot am I even remotely close to 00:11:33.828 --> 00:11:36.688 - being accurate because normally would take two or three calls, 00:11:36.688 --> 00:11:40.120 - two or three hours of discussion before I could even come close 00:11:40.120 --> 00:11:44.124 - to giving an estimate. But I've done this so many times I make a 00:11:44.124 --> 00:11:48.042 - lot of assumptions. And so as they are talking, I'm demo ING 00:11:48.042 --> 00:11:50.822 - sites that are similar to theirs, and I'm asking questions 00:11:50.822 --> 00:11:54.158 - like. Well, here's how we did this for someone so and it 00:11:54.158 --> 00:11:57.494 - functions like this and I'll demo it. I'm like, is that what 00:11:57.494 --> 00:12:01.108 - you're looking for and they will either tell me yes or no and 00:12:01.108 --> 00:12:04.166 - that helps me very quickly hone in on exactly what they're 00:12:04.166 --> 00:12:06.668 - looking for and functionality. So then the estimates review 00:12:06.668 --> 00:12:09.726 - really what I'm looking for is as I walk through that 00:12:09.726 --> 00:12:13.062 - spreadsheet and I start going down the list, I'm looking for a 00:12:13.062 --> 00:12:16.676 - thumbs up, thumbs down, or oh, I didn't even think about that. Or 00:12:16.676 --> 00:12:18.066 - no, we don't need that. 00:12:18.070 --> 00:12:22.130 - Because if I can get them to like I can say now we never 00:12:22.130 --> 00:12:24.740 - talked about shipping, but I'm assuming you're gonna want 00:12:24.740 --> 00:12:28.510 - something like FedEx or UPS and they're like no, no we need to 00:12:28.510 --> 00:12:31.120 - do LTL, trucking, shipping. OK, well that's completely different 00:12:31.120 --> 00:12:34.020 - instead of $500, that's going to be $4000. That changes 00:12:34.020 --> 00:12:37.210 - everything. So that's what the estimates review is for is. I'm 00:12:37.210 --> 00:12:39.820 - literally going down through every single line item telling 00:12:39.820 --> 00:12:43.880 - them what it is so that they can go. Oh, I didn't even think 00:12:43.880 --> 00:12:46.780 - about that. Yes, we need discounts. Yes, we need to 00:12:46.780 --> 00:12:49.680 - charge sales tax. No? We're a non-profit. We don't charge 00:12:49.680 --> 00:12:51.420 - sales tax at all, whatever it 00:12:51.420 --> 00:12:54.700 - is. So then I can make adjustments to my estimates and 00:12:54.700 --> 00:12:57.600 - then 5050. Either if we're talking to a technical person, 00:12:57.600 --> 00:13:00.210 - they usually just want my spreadsheet. They're like, yeah, 00:13:00.210 --> 00:13:03.690 - send over the spreadsheet. We're ready to make a decision on like 00:13:03.690 --> 00:13:05.430 - great, but most of the time. 00:13:05.970 --> 00:13:11.360 - Uh, there are, they have to go to their management team. 00:13:12.270 --> 00:13:16.094 - And showcase the three finalists that they picked. 00:13:16.640 --> 00:13:20.040 - So a spreadsheet looks like crap, right? It doesn't good. 00:13:20.040 --> 00:13:24.460 - So what we'll do then is all handed often fill up and then 00:13:24.460 --> 00:13:27.860 - Phillip will take and I've put together this master proposal 00:13:27.860 --> 00:13:30.920 - template and I've got a whole bunch of different. 00:13:32.110 --> 00:13:35.718 - So here is a clarity sales proposal spreadsheet. So this is 00:13:35.718 --> 00:13:39.326 - one where we not only designed the website we designed all 00:13:39.326 --> 00:13:41.950 - their brochures and all their marketing collateral and 00:13:41.950 --> 00:13:45.886 - everything to this one would be warehousing so. So these are all 00:13:45.886 --> 00:13:49.494 - just cover sheets that Phillip can pick from. If it's an 00:13:49.494 --> 00:13:51.790 - international marketplace, here's the Tokyo market place, 00:13:51.790 --> 00:13:55.398 - right? If it's beta, see shopping like we were talking to 00:13:55.398 --> 00:13:59.006 - a Dillard's or something. Then this would be a little more 00:13:59.006 --> 00:14:03.270 - appropriate right? All the way down to if they want to do an 00:14:03.270 --> 00:14:05.840 - integration. And it's with connect and it's a technical 00:14:05.840 --> 00:14:08.865 - then this is the spreadsheet. So Phillip takes my estimates and 00:14:08.865 --> 00:14:12.990 - then he puts it into a PDF pics. One of these covers and now we 00:14:12.990 --> 00:14:16.290 - talk about our project. We talk about kind of what the timeline 00:14:16.290 --> 00:14:19.315 - looks like. We showcase and show off some of the different 00:14:19.315 --> 00:14:22.340 - designs that we've done, even one. This one we won three 00:14:22.340 --> 00:14:25.640 - awards for and then we go through and we have a whole 00:14:25.640 --> 00:14:29.490 - bunch of case studies so they can get an idea of the types of 00:14:29.490 --> 00:14:31.690 - project here San Diego International Airport. It took 00:14:31.690 --> 00:14:33.340 - us four months. It was E 00:14:33.340 --> 00:14:35.988 - Commerce. Branding integration. The purpose of the website. The 00:14:35.988 --> 00:14:38.898 - results we did. We have an ongoing relationship with them. 00:14:38.898 --> 00:14:42.972 - A nice quote from them, and I've done this for a whole bunch of 00:14:42.972 --> 00:14:46.464 - different clients, right? Even all the way down here to wear a 00:14:46.464 --> 00:14:49.956 - while back. We did one for Walt Disney World if nothing else. 00:14:49.956 --> 00:14:52.866 - Remember what my job is? What's my job? Established value? 00:14:53.490 --> 00:14:58.830 - All I have to do is let them see this and they're like. Holy Cow, 00:14:58.830 --> 00:15:03.260 - Yeah. And this was a really teeny $10,000 project, one of 00:15:03.260 --> 00:15:07.330 - our smallest project. But it doesn't matter, it was Disney. 00:15:07.340 --> 00:15:10.928 - Just the name alone gives. It's all that value, right? So that's 00:15:10.928 --> 00:15:13.918 - what I'm doing and I'm showing, you know, Prince manufacturing. 00:15:13.918 --> 00:15:17.805 - They do all the drilling and oil wells and things like that. So 00:15:17.805 --> 00:15:20.795 - I'm showcasing all kinds of stuff like mobile apps and 00:15:20.795 --> 00:15:24.682 - medical and this is a bank for security. And then this is a 00:15:24.682 --> 00:15:26.775 - HIPAA compliant medical pharmacy, so I've literally 00:15:26.775 --> 00:15:30.064 - taken a smattering of all the different types of projects that 00:15:30.064 --> 00:15:34.250 - we've done, and I've put like 10 or 12 case studies in here and 00:15:34.250 --> 00:15:36.044 - then finally at the tail end. 00:15:36.770 --> 00:15:40.213 - I put a little information about clarity about our team leads, 00:15:40.213 --> 00:15:44.282 - and then here's a list of all of our core competencies. Even some 00:15:44.282 --> 00:15:48.038 - of our partnerships up here, right? So it's just kind of a 00:15:48.038 --> 00:15:50.855 - little summary, so I put together my spreadsheet, Phillip 00:15:50.855 --> 00:15:54.611 - translate that spreadsheet into a word, into a PDF, and then he 00:15:54.611 --> 00:15:56.176 - drops that into this document. 00:15:56.840 --> 00:16:00.392 - So this is now the document that they give to the management 00:16:00.392 --> 00:16:03.352 - team. So now when the management team is comparing three 00:16:03.352 --> 00:16:06.312 - proposals against each other, this is what I'm showcasing to 00:16:06.312 --> 00:16:10.160 - them 'cause I don't have a chance to demo to them. So this 00:16:10.160 --> 00:16:13.120 - is my only opportunity to that management team to establish 00:16:13.120 --> 00:16:17.560 - value. So I have to do it this way so and we get tons of 00:16:17.560 --> 00:16:20.816 - comments back going, man. That proposal you know we picked you 00:16:20.816 --> 00:16:24.072 - because your proposal was so good was so thorough with. So 00:16:24.072 --> 00:16:27.920 - you know, whatever they love it. So we fill up and I've been 00:16:27.920 --> 00:16:29.104 - working on perfecting this 00:16:29.104 --> 00:16:31.716 - proposal for. You know, I've been here eight years. Phillips 00:16:31.716 --> 00:16:34.488 - been here nine years and we've been working together side by 00:16:34.488 --> 00:16:36.252 - side on this for the entire time 00:16:36.252 --> 00:16:39.624 - I've been here. So probably made hundreds of changes to this 00:16:39.624 --> 00:16:43.043 - document over the course of the years in order to perfect it and 00:16:43.043 --> 00:16:45.936 - put our best foot forward half the time, though we're talking 00:16:45.936 --> 00:16:49.092 - to a tech person there like oh, that's great love. You guys, 00:16:49.092 --> 00:16:52.248 - that's all I need. I just needed a dollar amount. I'm the 00:16:52.248 --> 00:16:56.193 - decision maker and I'm like, OK, well I did the demo to them so I 00:16:56.193 --> 00:16:58.560 - know I've already established all the values. I don't 00:16:58.560 --> 00:17:01.190 - necessarily have to send a proposal over, but all even 00:17:01.190 --> 00:17:04.609 - sometimes still open this up and I'll say, yeah, I don't know if 00:17:04.609 --> 00:17:07.239 - you want something like this 'cause you know, sometimes the 00:17:07.239 --> 00:17:10.132 - management team they like to see case studies in pictures they 00:17:10.132 --> 00:17:11.710 - like to read a lot so. 00:17:11.790 --> 00:17:15.287 - We obviously have this available and he's like no, no, no no. I'm 00:17:15.287 --> 00:17:18.784 - the I'm the Eiti Guide Man I just care about the details just 00:17:18.784 --> 00:17:22.281 - send me the spreadsheet so at least I let them know this value 00:17:22.281 --> 00:17:26.316 - is there if they want it. And then I let them say no in about 00:17:26.316 --> 00:17:29.544 - 50% of our clients that we close don't even want the proposal 00:17:29.544 --> 00:17:31.427 - anymore. We've established enough value upfront that 00:17:31.427 --> 00:17:33.848 - they've already made a decision and selected clarity without 00:17:33.848 --> 00:17:37.076 - even having to get there. But typically you know it goes from 00:17:37.076 --> 00:17:39.497 - the demo to estimates the estimates review, review the 00:17:39.497 --> 00:17:41.918 - proposal. Sometimes proposal review will get on the phone 00:17:41.918 --> 00:17:43.263 - with him and review the 00:17:43.263 --> 00:17:46.448 - proposal. If we've already reviewed the estimates, then we 00:17:46.448 --> 00:17:50.309 - don't have to review. The proposal will just send them the 00:17:50.309 --> 00:17:53.468 - proposal. Yeah, now again, in the spirit of establishing 00:17:53.468 --> 00:17:56.790 - value. How do I deliver? 00:17:58.340 --> 00:18:02.344 - We have again remember I may not be demo ING to the decision 00:18:02.344 --> 00:18:05.116 - maker. I maybe Des Moines. We column information gatherers, 00:18:05.116 --> 00:18:09.736 - right your boss came to you and said, Hey, I want you to go out, 00:18:09.736 --> 00:18:13.432 - evaluate and find 3 vendors you know go pick the three top 00:18:13.432 --> 00:18:17.744 - vendors that you like and bring him to me and then I'll go ahead 00:18:17.744 --> 00:18:21.440 - and do demos with him. So you're the information gatherer. So I 00:18:21.440 --> 00:18:25.752 - have to rely on you to go back to your boss and establish value 00:18:25.752 --> 00:18:28.832 - which you're not going to do because you're going to 00:18:28.832 --> 00:18:32.165 - remember. Percent of what I download, so that's not enough 00:18:32.165 --> 00:18:36.435 - to establish in a value, so this is what we call a welcome page. 00:18:36.435 --> 00:18:40.400 - And I've got a welcome page for medical. I've got a welcome page 00:18:40.400 --> 00:18:44.365 - for AECOM. I've got a welcome page for DNN, and then I've got 00:18:44.365 --> 00:18:48.635 - a welcome page for web design. So this is how I send a design 00:18:48.635 --> 00:18:52.295 - and it will come up and say welcome Sam from Acme Corp. 00:18:52.295 --> 00:18:55.345 - Whatever your company name is right, we actually tokenize it 00:18:55.345 --> 00:18:59.005 - and it says why clarity Commerce for Acme Corp, right? So we 00:18:59.005 --> 00:19:00.530 - actually put it in there. 00:19:00.630 --> 00:19:05.082 - And then this talks about all the benefits of our thing here. 00:19:05.082 --> 00:19:06.195 - Go away, Jeremy. 00:19:06.850 --> 00:19:10.986 - And look where your proposal is. So now here's your proposal. 00:19:10.986 --> 00:19:13.994 - However, when you deliver this to your boss. 00:19:14.530 --> 00:19:17.320 - Here's our E Commerce checklist White Paper. Here's a branding 00:19:17.320 --> 00:19:20.668 - design White Paper. Here's top 10 E Commerce here. Now is a 00:19:20.668 --> 00:19:22.063 - whole bunch of different designs 00:19:22.063 --> 00:19:25.353 - that we've done. Here's a whole bunch of different medical 00:19:25.353 --> 00:19:28.494 - portals that we've done. Here's a whole bunch of E 00:19:28.494 --> 00:19:29.470 - Commerce that we've done. 00:19:30.760 --> 00:19:33.472 - Here's a whole bunch of white papers in a whole bunch of 00:19:33.472 --> 00:19:34.602 - videos that you can view. 00:19:35.110 --> 00:19:38.890 - Right, so I've literally, oh. And if you want to contact us, 00:19:38.890 --> 00:19:42.670 - here's film I mean, here's our direct lines in her direct phone 00:19:42.670 --> 00:19:46.450 - numbers were very iaccessible. Yeah, right. So this is we put a 00:19:46.450 --> 00:19:48.655 - welcome page together specifically for each client 00:19:48.655 --> 00:19:52.120 - that we deliver a proposal to, because then instead of them 00:19:52.120 --> 00:19:55.585 - just sending a spreadsheet or sending a file to the management 00:19:55.585 --> 00:19:59.680 - team, they send him this URL that even has their own. When I 00:19:59.680 --> 00:20:03.145 - create the login, I do welcome and it'll be like welcome. 00:20:04.050 --> 00:20:07.592 - Acme Corp. And then I'll actually go to their website, go 00:20:07.592 --> 00:20:11.456 - to the about page and it'll say something like our company was 00:20:11.456 --> 00:20:14.676 - established. You know 47 year history than the password will 00:20:14.676 --> 00:20:19.062 - be 47 year. If they said established in 1974, then their 00:20:19.062 --> 00:20:22.552 - passwords 1974. So I do something very tailored so when 00:20:22.552 --> 00:20:27.438 - we send him this URL it pops up and ask my password and they 00:20:27.438 --> 00:20:30.928 - type in 47 year history or whatever the password we 00:20:30.928 --> 00:20:35.116 - instantly if I got that kind of like service, yeah I would 00:20:35.116 --> 00:20:39.304 - instantly. Alright. I don't need to look. I'm sorry there is no 00:20:39.304 --> 00:20:43.143 - competitor that does what we do. Nobody. So when we lose. 00:20:44.010 --> 00:20:46.650 - What's the one thing that we most commonly lose 2? 00:20:47.950 --> 00:20:53.950 - Money, money. That's it, remember, we're accustomed 00:20:53.950 --> 00:20:59.320 - development house. Our project start at 20 grand and go up. Our 00:20:59.320 --> 00:21:00.820 - average price is 100K. 00:21:01.470 --> 00:21:04.110 - Well, there's a lot of companies that walk in the 00:21:04.110 --> 00:21:07.278 - door. They have 30 K that may have passed band and so 00:21:07.278 --> 00:21:10.446 - Phillip said yes. Let's do a demo, but when they came in 00:21:10.446 --> 00:21:13.614 - they asked for a Mercedes, but they only have money for a 00:21:13.614 --> 00:21:14.142 - Honda Accord. 00:21:15.500 --> 00:21:19.595 - So I tell them in order for me to meet your needs in order for 00:21:19.595 --> 00:21:22.598 - me to deliver and develop everything you need, I need to 00:21:22.598 --> 00:21:25.874 - build a Mercedes. It's going to cost you 74 grand and they're 00:21:25.874 --> 00:21:30.730 - like. I got 30 K Yeah and then I and then I either have to come 00:21:30.730 --> 00:21:34.780 - back and say well I can. I can scale it down and give you the 00:21:34.780 --> 00:21:38.290 - Volkswagen but you're going to have to do it in phases and I'm 00:21:38.290 --> 00:21:42.070 - not gonna be able to solve all your problems but I can put you 00:21:42.070 --> 00:21:45.040 - on a platform that you could grow into the Mercedes overtime 00:21:45.040 --> 00:21:47.200 - so I still don't give up on him 00:21:47.200 --> 00:21:51.530 - necessarily. Do you have? Do you ever have the experience where 00:21:51.530 --> 00:21:55.250 - like say that happens they don't have the money? Um, and they 00:21:55.250 --> 00:21:58.350 - don't want they want that Mercedes and they're not willing 00:21:58.350 --> 00:22:02.070 - to compromise on it. Do they ever to walk away? But then, 00:22:02.070 --> 00:22:05.790 - maybe, like a year later, they come back and say, like, right, 00:22:05.790 --> 00:22:09.200 - I can afford the Mercedes now? Yeah yeah, the leader leader 00:22:09.200 --> 00:22:13.245 - sometimes do that. There's three things they normally do. Either 00:22:13.245 --> 00:22:17.025 - one will walk away, wait till they have the money, and come 00:22:17.025 --> 00:22:21.435 - back to the allow me to go through and say, well I can sell 00:22:21.435 --> 00:22:24.900 - you half a Mercedes and that solves half your problems and 00:22:24.900 --> 00:22:28.680 - then you can always upgrade to the other half later or three 00:22:28.680 --> 00:22:32.775 - and you can see Why is that finger for three right or three 00:22:32.775 --> 00:22:36.555 - they go to a competitor that's cheap, get ****** fail and 40% 00:22:36.555 --> 00:22:40.650 - of the time then come back to us and by the Mercedes anyway, 00:22:40.650 --> 00:22:41.910 - yeah, which happens often. 00:22:41.990 --> 00:22:45.356 - And I feel bad because now they're ****** and now they've 00:22:45.356 --> 00:22:49.028 - wasted 30 grand didn't get what they want and now they're mad 00:22:49.028 --> 00:22:53.006 - and now they have to spend 100 grand and that makes it really 00:22:53.006 --> 00:22:56.372 - difficult for us. Because then it's really hard to keep them 00:22:56.372 --> 00:23:00.044 - happy because now there a year late and way over budget and 00:23:00.044 --> 00:23:04.022 - their bosses are ****** and that makes it real hard so I work 00:23:04.022 --> 00:23:07.694 - really, really hard to establish the value and let him know look 00:23:07.694 --> 00:23:11.978 - if you want a Mercedes. It costs this. I don't have to build your 00:23:11.978 --> 00:23:14.060 - Mercedes right now. I can build you a. 00:23:15.760 --> 00:23:19.132 - I can build you a Volkswagen that can be converted into a 00:23:19.132 --> 00:23:21.942 - Mercedes later, and that's the difference between me and them. 00:23:21.942 --> 00:23:25.595 - So if you really only have 30 Grand, I'll build you the thing. 00:23:25.595 --> 00:23:29.529 - It might not have quite as much as there's, but it's going to be 00:23:29.529 --> 00:23:32.901 - on a Mercedes chassis. So when we have to upgrade to the 00:23:32.901 --> 00:23:37.116 - Mercedes in six months or a year or 18 months, you can. If you go 00:23:37.116 --> 00:23:38.521 - to them and do the. 00:23:39.240 --> 00:23:42.353 - The Volkswagen you're not gonna be able to ever upgrade. You're 00:23:42.353 --> 00:23:46.032 - going to have to rip replace the car completely and it's going to 00:23:46.032 --> 00:23:49.344 - double your cost. So occasionally I still close them, 00:23:49.344 --> 00:23:52.484 - even if they can afford the Mercedes. 'cause remember I'm 00:23:52.484 --> 00:23:55.938 - custom built. I literally custom tailor. That's why we call it 00:23:55.938 --> 00:23:59.078 - custom tailored e-commerce. I'm only going to charge them what 00:23:59.078 --> 00:24:01.276 - they want, and that's how I sell 00:24:01.276 --> 00:24:05.700 - it, right? That makes sense, yeah? and I talk about. I think 00:24:05.700 --> 00:24:09.492 - I probably talked about the other. I talk about it. Like I 00:24:09.492 --> 00:24:12.336 - said, a Legos 'cause everybody understands what Legos are. 00:24:12.350 --> 00:24:16.475 - Should I use that? OK so when I go through when I talk about our 00:24:16.475 --> 00:24:20.050 - ecommerce solution, I talk about it as a set of Legos, right? So 00:24:20.050 --> 00:24:23.625 - with our legos, if you wanted me to build a doctor patient portal 00:24:23.625 --> 00:24:26.650 - that allowed for patients to come into a checkout cart and 00:24:26.650 --> 00:24:30.225 - pay their online bill, then all I would need is a checkout cart. 00:24:30.860 --> 00:24:34.542 - If you came to me and you were selling tickets, may be all you 00:24:34.542 --> 00:24:37.961 - need is a form and then the checkout cart. So we need to 00:24:37.961 --> 00:24:41.643 - build a custom form and then use the checkout cart if you want an 00:24:41.643 --> 00:24:44.010 - online catalog that you don't sell anything, then you're 00:24:44.010 --> 00:24:46.640 - probably gonna need the catalog. The menu, the categories, the 00:24:46.640 --> 00:24:49.270 - attributes, the search. But you're not going to need the 00:24:49.270 --> 00:24:51.900 - check out the dashboard, the order history, the invoicing and 00:24:51.900 --> 00:24:55.582 - all that. If you want to do an Etsy where you can have multiple 00:24:55.582 --> 00:24:58.212 - sellers come in, upload their own products, then you're going 00:24:58.212 --> 00:25:00.842 - to need the seller dashboard and the multi store module. 00:25:00.920 --> 00:25:03.930 - But if you don't need all that, then I don't even charge you for 00:25:03.930 --> 00:25:05.435 - that. So when I do my estimates. 00:25:06.020 --> 00:25:10.430 - This is my template that I start every estimate from when I do my 00:25:10.430 --> 00:25:13.580 - estimates, I tell him. Here's your clarity E Commerce license. 00:25:13.580 --> 00:25:17.360 - It's a one time based license for the platform and it includes 00:25:17.360 --> 00:25:21.770 - all of the base modules, and then I list out the 20 some odd 00:25:21.770 --> 00:25:25.235 - modules you get, but I'm not charging you for the marketing 00:25:25.235 --> 00:25:28.700 - or machine learning module. I'm not charging you for the multi 00:25:28.700 --> 00:25:31.850 - store module and I'm not charging there through the multi 00:25:31.850 --> 00:25:34.370 - currency or multilingual modules unless you want them. 00:25:35.480 --> 00:25:39.302 - Right, so if they come in and they don't need a bunch of this 00:25:39.302 --> 00:25:42.851 - and I can remove a bunch of these modules, like if they only 00:25:42.851 --> 00:25:46.400 - need these six or Seven, well, then I could lower the price to 00:25:46.400 --> 00:25:49.676 - 45 grand and that's what they would pay for those modules. So 00:25:49.676 --> 00:25:53.771 - I talk about it as a set of Legos and the reason I do that, 00:25:53.771 --> 00:25:56.774 - as I say, look everything we build is custom. However, every 00:25:56.774 --> 00:25:59.777 - time I say the word custom, do your brain immediately thinks 00:25:59.777 --> 00:26:02.507 - expensive? Yeah, 'cause you think custom homes, but if you00:26:02.507 --> 00:26:05.783 - think about a custom home really the reason it's so expensive is 00:26:05.783 --> 00:26:07.421 - your spend a lot more time 00:26:07.421 --> 00:26:10.803 - designing it. And then they're doing all kinds of crazy things 00:26:10.803 --> 00:26:13.873 - that aren't normal. However, as soon as the architect finishes 00:26:13.873 --> 00:26:15.408 - designing your custom home, what 00:26:15.408 --> 00:26:19.104 - do they do? They start ordering legos. They start ordering. 00:26:19.104 --> 00:26:22.848 - Truss is an bricks and cabinets and carpet and rock and concrete 00:26:22.848 --> 00:26:26.592 - and all the same wiring and stuff that a regular house does. 00:26:26.592 --> 00:26:30.336 - They're just going to assemble it in a custom fashion so a 00:26:30.336 --> 00:26:33.456 - custom house may cost a little more only because normally 00:26:33.456 --> 00:26:36.888 - you're going a lot bigger and doing crazy stuff and you're 00:26:36.888 --> 00:26:40.008 - upgrading the cabinets in the carpets and all that, but 00:26:40.008 --> 00:26:43.752 - there's still ordering the same. Would the same 2 by fours the 00:26:43.752 --> 00:26:46.872 - same wiring? It's just a bunch of building blocks, but. 00:26:46.930 --> 00:26:49.860 - How their assembly noses custom which may affect the cost? 00:26:49.860 --> 00:26:52.790 - That's clarity. I have this bucket of Legos. There's 40 00:26:52.790 --> 00:26:56.306 - modules in this bucket of Legos here. I'm going to assemble them 00:26:56.306 --> 00:27:00.408 - based on what you need. I'm only going to charge you for what you 00:27:00.408 --> 00:27:04.510 - need if you need a Lego that we don't have, I'll just build you 00:27:04.510 --> 00:27:08.235 - a Lego. So instead of swapping out platforms, go into a 00:27:08.235 --> 00:27:11.655 - completely different product all just a year and a half from now 00:27:11.655 --> 00:27:15.645 - you'll call and say, Hey I need a custom RF ID module for all 00:27:15.645 --> 00:27:18.780 - the warehouses. Great, I'll build you one. It might cost 10 00:27:18.780 --> 00:27:21.915 - grand, but you know if your projects on 150K instead of 00:27:21.915 --> 00:27:24.480 - starting over again and doing another $200,000 solution 10 00:27:24.480 --> 00:27:28.470 - grand, we build a new module. We snap it on and now you've got 00:27:28.470 --> 00:27:32.297 - that functionality too. Right, so that's why I really talk 00:27:32.297 --> 00:27:35.828 - about it more as a development platform than an E Commerce 00:27:35.828 --> 00:27:39.038 - product. The final piece of value, sorry, I interrupted, but 00:27:39.038 --> 00:27:43.211 - just the less final sentence to that. And then I'll let you ask 00:27:43.211 --> 00:27:46.980 - your question. That allows me when you buy the Legos. I don't 00:27:46.980 --> 00:27:50.178 - have to charge you twice for the Legos. 'cause if the Legos are 00:27:50.178 --> 00:27:53.376 - good enough for the next three or four years and you don't need 00:27:53.376 --> 00:27:56.820 - to touch the website, what do I need to charge you every year? I 00:27:56.820 --> 00:27:59.526 - don't need charge maintenance. I don't need charged up. I don't 00:27:59.526 --> 00:28:02.724 - need to do anything, so most of our clients, the reason we have 00:28:02.724 --> 00:28:06.168 - a one time licenses when you buy the Legos now that you own and 00:28:06.168 --> 00:28:09.366 - you play with them and you build a bunch of different stuff. And 00:28:09.366 --> 00:28:12.564 - that's what we've got here. So if you buy this, you get the 00:28:12.564 --> 00:28:15.024 - license one time, and then throughout the next few years. 00:28:15.320 --> 00:28:17.860 - Don't replace this an upgrade the whole platform. Then you're 00:28:17.860 --> 00:28:21.670 - only paying hours if we come in and do any work for you if we 00:28:21.670 --> 00:28:24.464 - don't do any work for you. You literally don't pay anything. 00:28:26.130 --> 00:28:27.880 - And that winds be a ton of 00:28:27.880 --> 00:28:31.440 - deals. That's a perfect side were actually into my next 00:28:31.440 --> 00:28:32.640 - question, then, is that. 00:28:33.270 --> 00:28:39.514 - So is there any type of is there like a specific goal client that 00:28:39.514 --> 00:28:43.528 - clarity is trying to acquire as a client, sure? 00:28:44.030 --> 00:28:46.862 - Based on what you just said, you don't want someone to keep 00:28:46.862 --> 00:28:50.166 - coming back like Oh it's broken. Then you need to fix it now, but 00:28:50.166 --> 00:28:53.706 - you do want them to come back and be like Oh well we want this 00:28:53.706 --> 00:28:55.348 - cool feature now. Right so yeah. 00:28:55.930 --> 00:28:59.134 - And being an agency, you probably know people are 00:28:59.134 --> 00:29:01.626 - constantly updating their websites, right? Because their 00:29:01.626 --> 00:29:05.186 - businesses changed and the website is the face of the 00:29:05.186 --> 00:29:09.458 - business. So the website has to change. So that's what we want, 00:29:09.458 --> 00:29:14.442 - right? So I want to close people so part of even all of my 00:29:14.442 --> 00:29:15.866 - graphics that I use. 00:29:16.920 --> 00:29:20.835 - Like when they ask about how the project runs. 00:29:22.580 --> 00:29:25.360 - I go into our product development life cycle and I 00:29:25.360 --> 00:29:28.974 - used the House analogy. Yeah, as I say look, you're gonna come to 00:29:28.974 --> 00:29:32.310 - us. We're gonna sit down we're going to kick off your project 00:29:32.310 --> 00:29:35.646 - and then we're going to sit down now with the architect and 00:29:35.646 --> 00:29:38.704 - design your house. We're going to find out all the different 00:29:38.704 --> 00:29:41.762 - user stories, all the different things you want. We're going to 00:29:41.762 --> 00:29:44.264 - design the House, do the blueprints right. The functional 00:29:44.264 --> 00:29:47.600 - Spec. You are absolutely welcome to change it from what Ron has 00:29:47.600 --> 00:29:51.492 - sold you, right? If you want to move from a one car, carport to 00:29:51.492 --> 00:29:52.882 - A2 car garage, great though. 00:29:52.930 --> 00:29:55.906 - At the end of designing at, they'll re estimate it and let 00:29:55.906 --> 00:29:59.130 - you know that that one line item just got a $20,000 upgrade. You 00:29:59.130 --> 00:30:01.610 - certainly want to know that before you're halfway into the 00:30:01.610 --> 00:30:04.338 - house, and then they surprise you with a $20,000 bill, so 00:30:04.338 --> 00:30:08.058 - that's why we do this right? We build it up and then we go in 00:30:08.058 --> 00:30:10.786 - and start working on your project. Now, once we build your 00:30:10.786 --> 00:30:13.762 - house and you move in your house, you don't want to keep 00:30:13.762 --> 00:30:17.558 - paying the builder. Yeah, So what do you pay? You pay 00:30:17.558 --> 00:30:20.668 - utilities. OK, well, what are a clarity website utilities? Well, 00:30:20.668 --> 00:30:23.778 - do you take credit card payments, sure, Oh well, then 00:30:23.778 --> 00:30:27.199 - you have to pay authorize.net. Your 2% on every transaction you 00:30:27.199 --> 00:30:30.620 - take PayPal payments, then you pay them 3%. That's not a 00:30:30.620 --> 00:30:34.041 - clarity fee. That's utility for having the right to take credit 00:30:34.041 --> 00:30:37.151 - card payments. So that's one utility to where's your website 00:30:37.151 --> 00:30:40.883 - installed. Do you guys want to install it on your server behind 00:30:40.883 --> 00:30:44.304 - your firewall? Great, then it's not going to cost you anything 00:30:44.304 --> 00:30:49.133 - to host it. However, if you want us to put it up on GoDaddy or up 00:30:49.133 --> 00:30:52.334 - on Amazon or Microsoft Azure, it's going to cost you hosting 00:30:52.334 --> 00:30:55.826 - fee and you're going to pay them directly. A monthly hosting fee. 00:30:55.826 --> 00:30:59.318 - So typically 90% of the time the utilities for clarity website or 00:30:59.318 --> 00:31:02.228 - the hosting fee wherever the websites hosted on the Internet. 00:31:02.228 --> 00:31:05.138 - And if you're taking credit card payments, your credit card 00:31:05.138 --> 00:31:07.830 - transaction fees. Right, occasionally you might have 00:31:07.830 --> 00:31:11.598 - third party API's that you want us to integrate, like a live 00:31:11.598 --> 00:31:15.680 - chat and you're paying them 30 bucks a month for the live chat 00:31:15.680 --> 00:31:18.820 - tool or something like that. But again, those aren't clarity 00:31:18.820 --> 00:31:21.646 - fees. Those are utilities for other solutions that were 00:31:21.646 --> 00:31:24.786 - talking to or integrating with. So now clarity switches from 00:31:24.786 --> 00:31:26.356 - your building manager to your 00:31:26.356 --> 00:31:30.740 - handyman. Six months down the road, you're like you know what 00:31:30.740 --> 00:31:35.300 - we love the house but we really love you to put a deck out back 00:31:35.300 --> 00:31:39.556 - or add an Arbor to the deck out back. OK, that's going to cost 00:31:39.556 --> 00:31:43.812 - you 4500 Bucks. You're like fine go and we go build you an Arbor 00:31:43.812 --> 00:31:47.764 - and then we step back and we wait for you again. Now some 00:31:47.764 --> 00:31:49.892 - clients want more active hands-on maintenance they'll 00:31:49.892 --> 00:31:53.844 - hire us for two or three hours every month to run audits. We 00:31:53.844 --> 00:31:57.188 - wanna know if our people are adding content on the website. 00:31:57.188 --> 00:31:59.924 - They're breaking links there, not configuring SCO properly on 00:31:59.924 --> 00:32:01.140 - pages. They're doing stupid 00:32:01.140 --> 00:32:04.322 - things. Because they don't know. We want to know that and we want 00:32:04.322 --> 00:32:07.390 - you to produce a report every month and send it to us. So 00:32:07.390 --> 00:32:10.222 - we'll build him two or three hours a month. Will send him 00:32:10.222 --> 00:32:13.054 - reports if they know how to fix those issues, because it's just 00:32:13.054 --> 00:32:15.414 - missing content that they screwed up on. They'll go back 00:32:15.414 --> 00:32:18.246 - and do that if it's stuff that they actually broken. They don't 00:32:18.246 --> 00:32:21.314 - add a fix. Then they can hire us to do the ongoing maintenance. 00:32:22.080 --> 00:32:25.146 - Right, so most of our clients will have kind of a what we call 00:32:25.146 --> 00:32:27.555 - a block of hours maintenance program where they'll by 20 or 00:32:27.555 --> 00:32:30.840 - 40 hours and have it on hand and then as they need to still call 00:32:30.840 --> 00:32:34.125 - up and go. Hey, I need you to do this and will just take hours 00:32:34.125 --> 00:32:36.753 - out of that block of hours that they purchased. And then when 00:32:36.753 --> 00:32:39.600 - they start running out of hours will say hey, by the way, you're 00:32:39.600 --> 00:32:42.228 - down to three hours left, you want us to invoice you for 00:32:42.228 --> 00:32:44.637 - another block and they're like, yeah, just send us another bill 00:32:44.637 --> 00:32:47.046 - for 40 hours and then will invoice them another 40. They 00:32:47.046 --> 00:32:49.893 - don't know how long those 40 hours are going to last, but at 00:32:49.893 --> 00:32:52.959 - least they have them on hand and they might last a month if they 00:32:52.959 --> 00:32:56.420 - were busy. It might last him six months if they're not right. 00:32:57.420 --> 00:33:00.684 - Cool thanks. I like I like to use the home analogy because 00:33:00.684 --> 00:33:03.404 - even if nobody's ever built a house, they totally understand 00:33:03.404 --> 00:33:06.940 - the concept of living in a house and paying utilities. An if I 00:33:06.940 --> 00:33:10.204 - pay $500,000 for a house, I really don't think it's Fair for 00:33:10.204 --> 00:33:13.740 - me to charge you another 100 grand a year just to live in 00:33:13.740 --> 00:33:17.004 - that house. Doesn't make a lot of sense, so that's the analogy 00:33:17.004 --> 00:33:20.268 - I use because then when they go to my competitors and my 00:33:20.268 --> 00:33:23.260 - competitors say oh and then it's another 30% each year for 00:33:23.260 --> 00:33:25.708 - maintenance. And they're like what maintenance? What if I 00:33:25.708 --> 00:33:28.700 - don't have any maintenance? What if I don't need anything? You 00:33:28.700 --> 00:33:29.788 - still pay the 30%. 00:33:29.800 --> 00:33:33.661 - Yeah, that seems silly, and that's exactly what I want him 00:33:33.661 --> 00:33:38.224 - to think, so I plant that seed in their head. You know, for 00:33:38.224 --> 00:33:42.436 - negative value it's really value in our model so that every other 00:33:42.436 --> 00:33:46.648 - model has a negative thought to them when they see that they're 00:33:46.648 --> 00:33:50.509 - going to be nickel and Dimed and continuously charged fees. Now 00:33:50.509 --> 00:33:53.668 - back to your your question about recurring revenue. Doesn't 00:33:53.668 --> 00:33:57.178 - clarity want that recurring revenue? Yeah, yeah, I do. I 00:33:57.178 --> 00:34:01.390 - just don't know how to be really competitive. Be a Mercedes. Be 00:34:01.390 --> 00:34:04.810 - more expensive. And charge that and still win deals. Yeah, 00:34:04.810 --> 00:34:08.440 - though, So what we're doing now and you probably haven't seen 00:34:08.440 --> 00:34:12.070 - this yet, but we're working on out of the box product 00:34:12.070 --> 00:34:15.040 - solutions, so we're hoping within the next month we're 00:34:15.040 --> 00:34:19.330 - going to start selling that to where we can get these 30 or 00:34:19.330 --> 00:34:22.630 - $40,000 where they're very cookie cutter. And if they only 00:34:22.630 --> 00:34:26.920 - want a couple updates and a couple of this and that and the 00:34:26.920 --> 00:34:31.210 - other, we can literally stand it up in a couple hours. Turn it 00:34:31.210 --> 00:34:32.860 - on, do a couple modifications. 00:34:32.930 --> 00:34:36.908 - Walk away and it's 30 gram. Thank you and off they go and 00:34:36.908 --> 00:34:40.580 - they get the basic set of Legos in a basic configuration with 00:34:40.580 --> 00:34:43.640 - their logo, their products, their credit card company and 30 00:34:43.640 --> 00:34:46.700 - grand in there done and then there on that customizable 00:34:46.700 --> 00:34:50.678 - platform that if they ever want to grow or do anything else we 00:34:50.678 --> 00:34:55.268 - can just grow the heck out of it. But we can get him into that 00:34:55.268 --> 00:34:58.022 - really cheap inexpensive $30,000 base Mercedes. That's what we're 00:34:58.022 --> 00:35:01.388 - working on and we're hoping to have that available by next 00:35:01.388 --> 00:35:05.918 - month. We're also offering we're trying to get to the point where 00:35:05.918 --> 00:35:09.198 - they can come in and choose their integration right. They 00:35:09.198 --> 00:35:12.478 - can filter and select their integration, and then as they 00:35:12.478 --> 00:35:16.086 - get to that integration, they pick what they want to integrate 00:35:16.086 --> 00:35:20.022 - it with so they can add another integration. And then in this 00:35:20.022 --> 00:35:23.630 - green bypassed it, but it's supposed to get to where there's 00:35:23.630 --> 00:35:27.238 - a screen right prior to this, where they can choose whether 00:35:27.238 --> 00:35:31.174 - they want the monthly or whether they want a project based fee. 00:35:31.174 --> 00:35:33.142 - So if they choose the monthly 00:35:33.142 --> 00:35:36.490 - now. Now we can start putting him on these recurring revenue 00:35:36.490 --> 00:35:38.866 - streams, whereas they start picking these integrations, we 00:35:38.866 --> 00:35:43.618 - can say. OK, well if you want to do this, this is 200. A month is 00:35:43.618 --> 00:35:48.370 - a 250 month. I want both pop up and it adds it up over here and 00:35:48.370 --> 00:35:51.637 - it starts showing them what their monthly fee will be and 00:35:51.637 --> 00:35:55.201 - then they can go ahead and start signing up. So we're definitely 00:35:55.201 --> 00:35:57.874 - moving towards a more sass based reccuring scheduled revenue 00:35:57.874 --> 00:36:01.141 - model. We've already done all this design work, we know what 00:36:01.141 --> 00:36:03.814 - we're doing. We're actually building these pages out now. 00:36:03.910 --> 00:36:07.054 - So now we're working on the technology to get to where we 00:36:07.054 --> 00:36:09.936 - can easily install these and get him spun up quickly. 'cause 00:36:09.936 --> 00:36:13.080 - most of our projects are, you know, two to six months and 00:36:13.080 --> 00:36:16.486 - somebody coming in doing a few $100 a month. They want to wait 00:36:16.486 --> 00:36:20.154 - two or six months. They want it tomorrow so we have to come out 00:36:20.154 --> 00:36:23.298 - and start building this out of the box. Solutions that we can 00:36:23.298 --> 00:36:26.442 - stand up and they just work and that's what we're working on 00:36:26.442 --> 00:36:26.966 - right now. 00:36:28.190 --> 00:36:31.420 - So where you went with the recurring revenue is important. 00:36:31.420 --> 00:36:35.296 - No, we don't do it today. Yes, we need to get there. 00:36:36.050 --> 00:36:40.646 - Yeah, in vision app is just a design tool that designers used 00:36:40.646 --> 00:36:45.242 - to share. So right now we're in the process of redesigning our 00:36:45.242 --> 00:36:49.838 - home page. So these are the three new designs. So here's one 00:36:49.838 --> 00:36:55.583 - you know, that took the clarity a an made it a mask and it's got 00:36:55.583 --> 00:36:59.413 - these vertical bars really super clean. Got some great stuff, 00:36:59.413 --> 00:37:03.626 - right? I got all the horizontal sections so this is beautiful. 00:37:03.626 --> 00:37:07.073 - Love this. However this is my second favorite page. 00:37:07.140 --> 00:37:10.605 - Really, yeah, then the designer said, well, let's try a dark 00:37:10.605 --> 00:37:13.755 - version. I like this one too, though this is really. 00:37:14.460 --> 00:37:17.771 - So it's got some really striking graphics how they've even done 00:37:17.771 --> 00:37:21.684 - this with the graphic is really cool and then one of the things 00:37:21.684 --> 00:37:25.296 - that we're doing you can see as you get to these select 00:37:25.296 --> 00:37:28.306 - sections. Historically I call this app alaska's Apple was the 00:37:28.306 --> 00:37:31.617 - one that really kind of came up with these horizontal slices, 00:37:31.617 --> 00:37:34.627 - but each of the slices usually had a different background 00:37:34.627 --> 00:37:38.540 - color, and as you Scroll down, a slice would fill the screen, so 00:37:38.540 --> 00:37:42.152 - you'd stop like a page would be like 10 pages vertically, right? 00:37:42.152 --> 00:37:45.162 - The problem with that, it doesn't really entice a person 00:37:45.162 --> 00:37:49.031 - to keep scrolling. So for example, when you come over 00:37:49.031 --> 00:37:52.161 - here, let me show you my favorite site for design. 00:37:52.161 --> 00:37:55.917 - Bazaarvoice. Yeah right, you can see here when I get here. I'm 00:37:55.917 --> 00:37:59.047 - reading the text, there's a little animation, but you can 00:37:59.047 --> 00:38:02.177 - see the graphic is stepping down, enticing me to Scroll 00:38:02.177 --> 00:38:06.246 - down. So as I Scroll down and start looking at that, the text 00:38:06.246 --> 00:38:10.315 - for the next section starts to appear. So when I finally get to 00:38:10.315 --> 00:38:13.758 - that, the graphic for the next section starts to appear. So 00:38:13.758 --> 00:38:16.575 - every time I start getting somewhere, I realize there's 00:38:16.575 --> 00:38:18.766 - more coming. And even when I get 00:38:18.766 --> 00:38:22.362 - here This line draws me down and connects to the next section, 00:38:22.362 --> 00:38:25.574 - which then still draws down and connects to the next section, 00:38:25.574 --> 00:38:29.078 - right? And that's the first time they actually put a slice that 00:38:29.078 --> 00:38:30.538 - took up the whole screen. 00:38:31.310 --> 00:38:34.670 - And that happens to be the bottom of the page, right? So 00:38:34.670 --> 00:38:38.030 - that the bottom so these guys are Masters in my opinion at 00:38:38.030 --> 00:38:40.830 - designing those things, so that's kind of what we've asked 00:38:40.830 --> 00:38:45.030 - these guys to do. So even when I get to this, you can see this 00:38:45.030 --> 00:38:48.390 - graphic here, start saying, oh, by the way, there's more so as 00:38:48.390 --> 00:38:51.470 - they start getting how in her design there's more. So that's 00:38:51.470 --> 00:38:55.110 - kind of what we're trying to do. We're trying to have that same 00:38:55.110 --> 00:38:58.470 - concept, and even these lines here can draw down in point down 00:38:58.470 --> 00:39:01.270 - to there's another graphic, right? So you can see how 00:39:01.270 --> 00:39:02.670 - everything kind of ties in 00:39:02.670 --> 00:39:06.110 - together. Anyway, I love this design. I think this one is 00:39:06.110 --> 00:39:08.582 - absolutely beautiful, but so this, they've actually used 00:39:08.582 --> 00:39:11.981 - that blue from our E Commerce and Seth pages, right? And 00:39:11.981 --> 00:39:14.762 - then starts talking bout integrations and then we can 00:39:14.762 --> 00:39:17.852 - have a kind of love how they've got this vertically 00:39:17.852 --> 00:39:20.633 - here right out front letting you know that there's 00:39:20.633 --> 00:39:23.723 - multiples that you could watch 'cause most people don't. Then 00:39:23.723 --> 00:39:26.813 - they've got a really super beautiful graphic here which I 00:39:26.813 --> 00:39:30.212 - just love and then kind of lead you into the integration 00:39:30.212 --> 00:39:30.521 - section. 00:39:31.750 --> 00:39:35.546 - And then you've got and I love this. And then how they do 00:39:35.546 --> 00:39:39.342 - this? What we're actually going to try to do? OK, so check this 00:39:39.342 --> 00:39:43.138 - one at This site is beautiful. But anyway, as I get to this 00:39:43.138 --> 00:39:44.306 - green section, watch this. 00:39:49.650 --> 00:39:51.240 - Oh wow. 00:39:56.510 --> 00:39:59.690 - Freaking cool is that. 00:39:59.690 --> 00:40:03.414 - This is really cool. That's what we want to do. We wanna do this 00:40:03.414 --> 00:40:06.340 - dashed line that literally follows you down the page. So in 00:40:06.340 --> 00:40:08.734 - this design we're going to probably drag something out 00:40:08.734 --> 00:40:11.660 - where you know, as you start scrolling down this dash line 00:40:11.660 --> 00:40:15.118 - will take you down, boom and connect to the phone and then as 00:40:15.118 --> 00:40:18.576 - you get down to the bottom and you go through the phone. Maybe 00:40:18.576 --> 00:40:21.502 - it comes down and connects over here to the medical right? 00:40:23.010 --> 00:40:26.070 - So this is kind of their new design that they're working on 00:40:26.070 --> 00:40:29.130 - and then were even working on a difference here. I don't like 00:40:29.130 --> 00:40:33.465 - this one as much as I like. Let me see if I can get back to this 00:40:33.465 --> 00:40:36.780 - one. This one here you can see here where you can actually pick 00:40:36.780 --> 00:40:39.840 - the person you want to ask the question cool rather than just 00:40:39.840 --> 00:40:43.155 - kind of with the other ones where it had a topic and you 00:40:43.155 --> 00:40:46.215 - just pick a button here. It's a little more personal where you 00:40:46.215 --> 00:40:48.765 - wanna ask sales and marketing question here. Ask Ron, you 00:40:48.765 --> 00:40:51.825 - know. Even if Ron's not the one that answers the question, it 00:40:51.825 --> 00:40:54.885 - sends it over to the marketing team or sales team. They can 00:40:54.885 --> 00:40:56.415 - answer the question and get back 00:40:56.415 --> 00:40:59.910 - with them. You know, and it makes it a little more personal, 00:40:59.910 --> 00:41:02.475 - so we're trying all these different designs, but anyway, 00:41:02.475 --> 00:41:06.180 - so that's what this invision app is. So this invision app is a 00:41:06.180 --> 00:41:09.885 - mock up designs that you know, like as an agency if you're like 00:41:09.885 --> 00:41:12.450 - I'm going to design your website, here's four different 00:41:12.450 --> 00:41:15.870 - designs, and then you put him together. This is the tool you 00:41:15.870 --> 00:41:18.720 - would use to showcase the designs are building, and that's 00:41:18.720 --> 00:41:22.574 - all this is. OK, that's 00:41:22.574 --> 00:41:28.220 - awesome, flats. So envision apps kind of fun. Designers use it to 00:41:28.220 --> 00:41:32.536 - showcase their work and we use it to showcase our work to our 00:41:32.536 --> 00:41:36.188 - clients. But this is also with our designers doing projects for 00:41:36.188 --> 00:41:40.172 - us. 'cause we're designing our stuff so all of our stuff, even 00:41:40.172 --> 00:41:44.156 - if I go to wireframes here. Here's Seth. Here's our stuff is 00:41:44.156 --> 00:41:47.476 - our clarity Commerce framework, right? So here's all the desktop 00:41:47.476 --> 00:41:51.460 - and mobile designs for our own clarity project, right? So if I 00:41:51.460 --> 00:41:53.120 - came here, you could see. 00:41:53.780 --> 00:41:56.832 - We'll see how many there are in here, so this one is a little 00:41:56.832 --> 00:42:00.348 - different. It's a different version of Invision app, so 00:42:00.348 --> 00:42:04.500 - instead you come over here and you click where the pages and 00:42:04.500 --> 00:42:08.998 - then it gives you one of these scrolls, which is kind of nice. 00:42:09.030 --> 00:42:12.810 - So you can kind of see the title of each page right? And you can 00:42:12.810 --> 00:42:15.582 - see we've got hundreds and hundreds of pages. So if you 00:42:15.582 --> 00:42:19.110 - want to see the layout of each page then you can come here and 00:42:19.110 --> 00:42:21.378 - some of them product details standard. Here's an optional 00:42:21.378 --> 00:42:23.898 - right? So there's a couple optionals on sale non variant 00:42:23.898 --> 00:42:27.174 - and it just goes and goes and goes and goes. So this is 00:42:27.174 --> 00:42:30.702 - hopefully this will give you an idea of how to use the tool with 00:42:30.702 --> 00:42:33.978 - Chris throws you in one of these things and then you can just 00:42:33.978 --> 00:42:37.506 - come down here and click on it and it will take you right to 00:42:37.506 --> 00:42:40.278 - that page right? But you can also hover over the sides. 00:42:40.480 --> 00:42:44.368 - And you can scroll through the pages and it'll tell you the 00:42:44.368 --> 00:42:48.580 - number of the page you're on, so that's kind of how Invision app 00:42:48.580 --> 00:42:53.116 - works. Have you ever even seen a demo of our product or any of 00:42:53.116 --> 00:42:57.328 - the stuff that we've done now? Do you want to? Yeah, that would 00:42:57.328 --> 00:43:01.540 - be great. That'd be really cool. So obviously when I demo, I go 00:43:01.540 --> 00:43:06.076 - to our website 1st. And So what I normally do is I start and 00:43:06.076 --> 00:43:09.640 - say, you know, clarity has an E Commerce platform. And the 00:43:09.640 --> 00:43:13.204 - reason we call it a platform. And then I talked about. 00:43:13.230 --> 00:43:17.300 - It's built on a foundation of modules which allows blah blah 00:43:17.300 --> 00:43:21.740 - blah and I talked about the Legos right and we built the 00:43:21.740 --> 00:43:25.440 - platform so that can integrate into your back office system 00:43:25.440 --> 00:43:29.140 - because the power of an E Commerce system is automating 00:43:29.140 --> 00:43:31.360 - fulfillment, automating multiple inventory, customer specific 00:43:31.360 --> 00:43:35.060 - pricing, reordering the ability for customers to self serve and 00:43:35.060 --> 00:43:38.760 - find and pay invoices online and pay multiple invoices. That's 00:43:38.760 --> 00:43:42.090 - really the power of an integrated solution, so that's 00:43:42.090 --> 00:43:43.570 - what we specialize in. 00:43:43.580 --> 00:43:46.356 - We do our integrations through our platform called. 00:43:46.990 --> 00:43:50.494 - Clarity, connect and then I say, you know, clarity connect is an 00:43:50.494 --> 00:43:54.582 - ETL. Do you know what each yell is? They usually say no. ETL is 00:43:54.582 --> 00:43:57.794 - an acronym, it just stands for extract, transform and load. So 00:43:57.794 --> 00:44:01.006 - I extract data from the E Commerce solution like a sales 00:44:01.006 --> 00:44:04.510 - order. I transform it into the appropriate data to load it into 00:44:04.510 --> 00:44:07.722 - your QuickBooks as an order or loaded into your ERP for 00:44:07.722 --> 00:44:10.642 - processing. Whatever. That's all details do now. The great thing 00:44:10.642 --> 00:44:14.438 - connect does is it is also a message bus. What the heck does 00:44:14.438 --> 00:44:17.066 - that mean? Well, let's go through the scenario where 00:44:17.066 --> 00:44:18.526 - you've got clarity Commerce over 00:44:18.526 --> 00:44:22.038 - on this side. We're connecting to your ERP on the other side 00:44:22.038 --> 00:44:25.986 - and we set up the integration. So when Ron logs in in real time 00:44:25.986 --> 00:44:30.216 - it goes to the European says who the heck is wrong? Oh Ron is a 00:44:30.216 --> 00:44:33.318 - contact record with clarity. Then I go to the clarity table 00:44:33.318 --> 00:44:37.266 - and I look up clarity and I'm like who the heck is clarity. Oh 00:44:37.266 --> 00:44:40.086 - there a reseller is their account in good standing conron 00:44:40.086 --> 00:44:43.188 - purchase on the clarity account does does clarity as a reseller 00:44:43.188 --> 00:44:46.290 - get different pricing than a normal client? Yes they do. Oh 00:44:46.290 --> 00:44:49.956 - so now I have to go over to the pricing table. Pull back. 00:44:49.980 --> 00:44:54.062 - All the prices for resellers. So when Ron logs in in that split 00:44:54.062 --> 00:44:57.516 - 2nd all the prices in the entire website change and the 00:44:57.516 --> 00:45:00.028 - availability to purchase on account becomes available and 00:45:00.028 --> 00:45:04.110 - check out for Ron. Just because we went and checked with the ERP 00:45:04.110 --> 00:45:05.994 - and we got all this information. 00:45:06.940 --> 00:45:10.420 - Sounds great, works really well. However, let's say Sam decides 00:45:10.420 --> 00:45:14.944 - Saturday to take the server down to do some upgrades on the ERP 00:45:14.944 --> 00:45:18.772 - and Ron comes trucking along at 6:00 o'clock Saturday night to 00:45:18.772 --> 00:45:22.948 - place a $100,000 order and he tries to log in and connect. 00:45:22.948 --> 00:45:24.688 - Cannot talk to the ERP. 00:45:27.370 --> 00:45:31.396 - What happens well in our particular case in an MDM which 00:45:31.396 --> 00:45:34.690 - stands for master data management module, we are able 00:45:34.690 --> 00:45:39.082 - to express and define which side of the equation is the master 00:45:39.082 --> 00:45:43.474 - source of truth and which side is the fail over. So remember, 00:45:43.474 --> 00:45:47.134 - since we've already got all that information from the European, 00:45:47.134 --> 00:45:51.526 - pulled it back, we can actually store it in our local database. 00:45:51.526 --> 00:45:55.918 - So although connect will attempt at 6:00 o'clock to hit the ERP, 00:45:55.918 --> 00:45:58.114 - connect will come back and say. 00:45:58.160 --> 00:46:02.203 - Our MDM model allows you to look in your local database for that 00:46:02.203 --> 00:46:05.313 - information about Ron because the ERP is not responding right 00:46:05.313 --> 00:46:09.356 - now so it looks in the local database and says well the last 00:46:09.356 --> 00:46:13.088 - time round logged in he was with clarity. Their account was in 00:46:13.088 --> 00:46:16.509 - good standing. They were a reseller. This is the price I'm 00:46:16.509 --> 00:46:20.241 - supposed to adjust it too and it let's run places $100,000 order. 00:46:20.241 --> 00:46:24.284 - The order goes to connect goes to push it into the RP ERP 00:46:24.284 --> 00:46:28.016 - doesn't respond. Connect says oh I need to move that order from 00:46:28.016 --> 00:46:31.726 - the job queue. Over to the retry queue and it starts retrying 00:46:31.726 --> 00:46:35.374 - every X minutes every X hours whatever you want. Now Sam 3 00:46:35.374 --> 00:46:39.022 - hours later decides to bring the server back up. She could pop 00:46:39.022 --> 00:46:42.670 - into the retry queue and see if there's any things backed up. 00:46:42.670 --> 00:46:45.710 - Check the box right here. Highlight all five items. Click 00:46:45.710 --> 00:46:49.054 - in Q and it'll automatically throw those five sales orders or 00:46:49.054 --> 00:46:50.878 - whatever is going back and forth 00:46:50.878 --> 00:46:55.106 - and processing immediately. So connect not only connects, it 00:46:55.106 --> 00:46:58.625 - ensures both sides are synchronized and it allows the 00:46:58.625 --> 00:47:00.971 - storefront to process independently or asynchronously 00:47:00.971 --> 00:47:06.445 - from the back end, because the one thing we never want to do is 00:47:06.445 --> 00:47:09.964 - disrupt an end user from buying on your website. 00:47:10.980 --> 00:47:13.220 - And then I stop and say any 00:47:13.220 --> 00:47:17.010 - questions, right? And then the next thing I tell him is I 00:47:17.010 --> 00:47:20.552 - basically tell him we have 3 demos and I let them pick so one 00:47:20.552 --> 00:47:24.347 - because you know, we've got this set of Legos. I can do a demo of 00:47:24.347 --> 00:47:27.889 - the Legos, so at least you kind of have an idea, some context of 00:47:27.889 --> 00:47:29.660 - what we have out of the box. 00:47:30.500 --> 00:47:34.448 - Two, I can do an end to end demo where for another client we've 00:47:34.448 --> 00:47:37.268 - actually designed a custom website, connected it to an ERP 00:47:37.268 --> 00:47:41.216 - and I can show you the benefit of all the integration we can go 00:47:41.216 --> 00:47:45.164 - buy something on term and do a full check out. We could do that 00:47:45.164 --> 00:47:48.548 - or three. I've got all these custom tabs open of all these 00:47:48.548 --> 00:47:51.368 - other clients that we've done very custom in very specific 00:47:51.368 --> 00:47:54.752 - things. For that I can go through and show a lot of 00:47:54.752 --> 00:47:57.995 - different custom functionality. Which direction would you like 00:47:57.995 --> 00:48:01.830 - to go? So I usually let them pick, but all I've really done 00:48:01.830 --> 00:48:04.485 - is establish value. I've established value that I can 00:48:04.485 --> 00:48:07.435 - show anything they want, whether it's fully custom that we've 00:48:07.435 --> 00:48:10.680 - done for other clients, whether it's an end to end solution 00:48:10.680 --> 00:48:13.925 - that's fully integrated with an error P, or whether it's just 00:48:13.925 --> 00:48:17.760 - are off the box shelf. So at this point in time I don't 00:48:17.760 --> 00:48:21.595 - really care if they only have 40 minutes and they spend all 40 00:48:21.595 --> 00:48:24.840 - minutes asking questions with the out of the box demo, because 00:48:24.840 --> 00:48:26.905 - I've already told him I have all 00:48:26.905 --> 00:48:28.434 - the other stuff. We just didn't 00:48:28.434 --> 00:48:32.220 - have time to cover it. So then when I get to the end of the 00:48:32.220 --> 00:48:35.132 - call, I can remind him and I said, well, it's a little too 00:48:35.132 --> 00:48:37.148 - bad that we couldn't get through the other thing. 00:48:37.148 --> 00:48:40.060 - However, what I'm going to do is I'm going to go ahead and 00:48:40.060 --> 00:48:41.180 - send you a welcome page. 00:48:42.600 --> 00:48:45.903 - On this welcome page, if you come down here. 00:48:47.130 --> 00:48:50.584 - To E Commerce videos and white papers, here's a video called 00:48:50.584 --> 00:48:53.410 - dynamics GP integration with clarity Commerce demo. This is 00:48:53.410 --> 00:48:56.864 - the demo I was gonna run through. It's a quick eight 00:48:56.864 --> 00:49:00.318 - minute video. Go ahead and watch that you can catch up. 00:49:02.000 --> 00:49:04.760 - So I still give him the opportunity to watch the demo on 00:49:04.760 --> 00:49:07.290 - their own time, and I've been now I've empowered them and 00:49:07.290 --> 00:49:10.510 - given a tool that they could go show the rest of their team when 00:49:10.510 --> 00:49:12.120 - my demo blows him out of the 00:49:12.120 --> 00:49:16.640 - water, right? So then normally I'll go in and I'll start doing 00:49:16.640 --> 00:49:21.590 - our demo. So the first thing I do is I come in here and say, 00:49:21.590 --> 00:49:25.220 - you know the industry resources blog. This is part of the 00:49:25.220 --> 00:49:28.520 - content management system. So every solution we roll out is 00:49:28.520 --> 00:49:32.480 - not only an E Commerce solution, but it also has a website 00:49:32.480 --> 00:49:35.450 - attached at the hip. So any pages, blogs, promotions, 00:49:35.450 --> 00:49:39.080 - anything you want. That's part of your project as well. Within 00:49:39.080 --> 00:49:42.050 - the websites header, we've inserted our search engine. It's 00:49:42.050 --> 00:49:45.680 - actually Elasticsearch, it's the ones used by like Google and go 00:49:45.680 --> 00:49:47.660 - to all the big boys. Use 00:49:47.660 --> 00:49:51.530 - Elasticsearch that's. We use so if I come in here and I 00:49:51.530 --> 00:49:54.898 - accidentally typed Nikon. Some of the features of Elasticsearch 00:49:54.898 --> 00:49:58.028 - does predict if Autofill Fuzzy Logic matches the misspelled. My 00:49:58.028 --> 00:50:01.471 - come to the Nikon's I have in stock on the automotive 00:50:01.471 --> 00:50:03.975 - automatic predictive auto fill automatically shows you things 00:50:03.975 --> 00:50:07.731 - that match that. So and then I'll ask him any questions about 00:50:07.731 --> 00:50:12.426 - search and I'll be like no. It's going to cool. So then I go to 00:50:12.426 --> 00:50:16.495 - products and then I'll say now I didn't set up this demo matter. 00:50:16.495 --> 00:50:19.625 - Fact this demo was done by dragon dropping a spreadsheet 00:50:19.625 --> 00:50:23.694 - and all 150 of these projects. All of this stuff was set up. 00:50:23.700 --> 00:50:27.340 - Let me show you my spreadsheet. So then I'll go over here and 00:50:27.340 --> 00:50:29.860 - say here's my clarity E Commerce framework import data 00:50:29.860 --> 00:50:31.260 - spreadsheet that I put together. 00:50:32.160 --> 00:50:35.904 - So here's an Acer laptop we're going to go look at this Acer 00:50:35.904 --> 00:50:39.360 - laptop. I want it active and visible in the catalog. I want 00:50:39.360 --> 00:50:42.528 - it in the electronics computer sub category, but I also wanted 00:50:42.528 --> 00:50:45.696 - to show up in the electronics parent category. This is it's 00:50:45.696 --> 00:50:49.728 - Qi. Want to up sell these four products and you can see as I 00:50:49.728 --> 00:50:53.184 - slide over we've got price and brand name. We've even got HTML 00:50:53.184 --> 00:50:55.776 - descriptions with images were importing a whole bunch of 00:50:55.776 --> 00:50:58.944 - different images all the way over for all the attributes and 00:50:58.944 --> 00:51:02.976 - if I scroll all the way over to the right some of the really 00:51:02.976 --> 00:51:04.128 - neat stuff I've done. 00:51:04.210 --> 00:51:07.027 - As I've actually imported into the notes attribute, I've 00:51:07.027 --> 00:51:10.783 - embedded a YouTube video. I put a really nice bulleted list of 00:51:10.783 --> 00:51:14.852 - specs. I've imported my stock count and I even have all of my 00:51:14.852 --> 00:51:18.295 - STO optimizations done for all my stuff. I literally take this 00:51:18.295 --> 00:51:21.738 - spreadsheet with 150 product side drag and drop it and that 00:51:21.738 --> 00:51:26.120 - set up this entire demo so well. The other thing I did was I 00:51:26.120 --> 00:51:29.563 - spent 5 minutes and I decided that I wanted that embedded 00:51:29.563 --> 00:51:33.632 - video and my bulleted list to show up as product tabs. So I 00:51:33.632 --> 00:51:34.884 - turned those two attributes. 00:51:34.940 --> 00:51:37.723 - In the product tabs, that's literally all I did, so this 00:51:37.723 --> 00:51:41.518 - entire demo took me 5 minutes to set up, so it says out of the 00:51:41.518 --> 00:51:42.783 - boxes you can potentially get. 00:51:43.430 --> 00:51:47.486 - So as I said, If I go to that electronics parent category, my 00:51:47.486 --> 00:51:50.606 - Acer laptop should show up somewhere. Sure enough, here it 00:51:50.606 --> 00:51:55.113 - is. Right, and just like any other website, you get all the 00:51:55.113 --> 00:51:57.697 - relevance. You can. Sort category has category counts. 00:51:57.697 --> 00:52:00.604 - These are all the sub categories. How many products 00:52:00.604 --> 00:52:04.157 - are within each category? If you want you can expand and 00:52:04.157 --> 00:52:08.033 - collapse. One thing we have is you can actually turn and create 00:52:08.033 --> 00:52:11.909 - your own attributes as filters over here. So I turned brand on 00:52:11.909 --> 00:52:16.108 - so I could open this up and I could see all the different 00:52:16.108 --> 00:52:19.015 - brands that are within the electronics applied filter and 00:52:19.015 --> 00:52:20.953 - their counts. So I happen to 00:52:20.953 --> 00:52:25.182 - have brand. And material as two filterable attributes? What if I 00:52:25.182 --> 00:52:26.734 - clear the electronics filter? 00:52:28.940 --> 00:52:31.649 - Now there's four filterable attributes. How did that happen? 00:52:31.649 --> 00:52:35.562 - Well, because if I open genre, I've got six books in my catalog 00:52:35.562 --> 00:52:39.174 - that we're not showing up within the electronics. But now that I 00:52:39.174 --> 00:52:41.883 - cleared the electronics, I'm looking in the entire catalog. 00:52:41.883 --> 00:52:45.796 - There are books over here, and there is a filter for genre to 00:52:45.796 --> 00:52:49.107 - find those books, so these are all dynamic attributes that you 00:52:49.107 --> 00:52:50.913 - can turn on and off yourself. 00:52:51.500 --> 00:52:53.860 - We've got a comparison engine where you can compare products 00:52:53.860 --> 00:52:57.164 - and you can go here. You can say I love the jewelry, but the 00:52:57.164 --> 00:52:59.996 - batteries have nothing to do with that search, so I want to 00:52:59.996 --> 00:53:02.828 - remove that from the search. I love this, so now I'm comparing 00:53:02.828 --> 00:53:06.368 - my product. You can have up to five and we can put in a button 00:53:06.368 --> 00:53:09.672 - to print this or email This if you wanted. Or we can just go 00:53:09.672 --> 00:53:13.210 - back to the results. So will pop into our Acer laptop. 00:53:14.320 --> 00:53:16.888 - Now we've got. 00:53:17.780 --> 00:53:22.460 - Magic zoom implemented so I can click on here and I can actually 00:53:22.460 --> 00:53:26.780 - go through all my images. So these are the images that Ron 00:53:26.780 --> 00:53:30.740 - created. I created 1000 by 1000 in my spreadsheet. I imported 00:53:30.740 --> 00:53:33.260 - these six images. Clarity automatically created this 00:53:33.260 --> 00:53:35.780 - three-by-three thumbnail. This little thumbnail, the thumbnail 00:53:35.780 --> 00:53:40.460 - in the previous view that was in the catalog. Those are all done 00:53:40.460 --> 00:53:44.420 - automatically so you only have to create one picture. So you 00:53:44.420 --> 00:53:48.740 - create the picture that you need. If we turn off the zoom. 00:53:48.790 --> 00:53:51.188 - Then obviously you're only going to need the biggest picture you 00:53:51.188 --> 00:53:53.586 - would need is this little three by three pictures, so that's 00:53:53.586 --> 00:53:55.766 - what those would be. The pictures you'd upload, and then 00:53:55.766 --> 00:53:57.074 - it would create all the smaller 00:53:57.074 --> 00:54:01.292 - thumbnails. Here are here's my long description. Remember I 00:54:01.292 --> 00:54:05.332 - said it. Get input pictures and information here are those 00:54:05.332 --> 00:54:07.352 - upsell products that I imported. 00:54:07.880 --> 00:54:11.477 - And remember, I said that I turned on the bulleted specs. 00:54:12.050 --> 00:54:16.184 - As a tab. So now my bulleted spec shop. Really nice and clean 00:54:16.184 --> 00:54:19.364 - and my notes. There's that embedded video that I imported 00:54:19.364 --> 00:54:22.862 - so literally everything you're seeing in his demo. I took a 00:54:22.862 --> 00:54:26.360 - spreadsheet and I import it so that spreadsheet is really, In 00:54:26.360 --> 00:54:29.858 - other words a data source. So this information may come from 00:54:29.858 --> 00:54:33.674 - our integration to your ERP. Your CRM. It could come from a 00:54:33.674 --> 00:54:36.536 - spreadsheet, it could come from an inventory management system. 00:54:36.536 --> 00:54:40.034 - Doesn't really matter. We can connect to any data source and 00:54:40.034 --> 00:54:41.942 - pull the data from any data 00:54:41.942 --> 00:54:45.550 - source. And then I'll usually ask him any questions, and then 00:54:45.550 --> 00:54:48.682 - I'll say now, one of the things in our definition are definition 00:54:48.682 --> 00:54:52.075 - of Beta. B is beta, see on steroids. So we do pretty much 00:54:52.075 --> 00:54:55.729 - all the same stuff that Shopify and all those guys do this be to 00:54:55.729 --> 00:54:58.861 - see they might have one or two things that are prettier because 00:54:58.861 --> 00:55:02.776 - that's all they do, but for us for be to be one of the most 00:55:02.776 --> 00:55:05.386 - important things is servicing self service for your clients so 00:55:05.386 --> 00:55:09.040 - they can come back and re order over and over and over again. So 00:55:09.040 --> 00:55:12.172 - yes we have the favorites list in your wish list, but we've 00:55:12.172 --> 00:55:13.477 - also added custom shopping lists 00:55:13.477 --> 00:55:17.378 - so shopping. Allows me to go in and create any number of lists I 00:55:17.378 --> 00:55:21.214 - want for any purpose, and I could add so if I want to take 00:55:21.214 --> 00:55:23.132 - this laptop and add it to my 00:55:23.132 --> 00:55:26.349 - monthly office purchases. Oh, it's already in the list. Great? 00:55:26.349 --> 00:55:29.820 - Then I could go back and create a different list and say I'm 00:55:29.820 --> 00:55:33.024 - going to put a special list together for Sam 'cause she gets 00:55:33.024 --> 00:55:36.495 - hired next month and I'm gonna put in laptop a ram upgrade, a 00:55:36.495 --> 00:55:40.233 - bag of mouse pad and I'm going to build this list for her and 00:55:40.233 --> 00:55:43.971 - then when it comes time to buy I can literally go to this Sam's 00:55:43.971 --> 00:55:47.709 - new hire list and just add it to cart and checkout so these lists 00:55:47.709 --> 00:55:50.913 - can be made for anything. So shopping list is a really big 00:55:50.913 --> 00:55:52.515 - one for our beta be clients. 00:55:52.650 --> 00:55:55.862 - Now it's going to look at the dashboard. Now. The dashboard 00:55:55.862 --> 00:55:59.950 - think I log into Amazon. I want to track all my orders. So in 00:55:59.950 --> 00:56:04.038 - our case, not only can we track orders where I could go in click 00:56:04.038 --> 00:56:08.126 - on my order, I could see the status of my order. If you guys 00:56:08.126 --> 00:56:11.630 - have date of expected shipping, anything else you want to put in 00:56:11.630 --> 00:56:15.426 - here we can display. I can reorder any of my items. I can 00:56:15.426 --> 00:56:18.930 - reorder everything. So the great thing about this again be to be 00:56:18.930 --> 00:56:22.726 - I can go to any order, any invoice, any quote and no matter 00:56:22.726 --> 00:56:24.478 - what the status, even if it 00:56:24.478 --> 00:56:27.716 - hasn't shipped. I can rebuy and re order anything. 00:56:28.610 --> 00:56:32.090 - So this is really good and this allows your clients. Now these 00:56:32.090 --> 00:56:35.280 - are all contextual menus. What the heck does that mean? Well, 00:56:35.280 --> 00:56:38.760 - this order is pending. That means it hasn't shipped. So if I 00:56:38.760 --> 00:56:42.530 - go to my action and try to return an item, it says sorry 00:56:42.530 --> 00:56:45.720 - you can't return anything. We haven't even shipped it to yet, 00:56:45.720 --> 00:56:48.620 - so it turns this off automatically as soon as this 00:56:48.620 --> 00:56:51.230 - status changed, then returns would become available and you 00:56:51.230 --> 00:56:54.130 - could pick in return any single item within that order. 00:56:54.840 --> 00:56:58.572 - I'll usually go through accounts and I'll show him how we can 00:56:58.572 --> 00:57:01.682 - upload files. I'll show the address book where the address 00:57:01.682 --> 00:57:06.036 - book can be hybrid. I'll go to the PCI and I'll explain out of 00:57:06.036 --> 00:57:08.835 - the box. They can do credit cards, bank account 00:57:08.835 --> 00:57:11.945 - transactions, and purchase on terms, and that we don't store 00:57:11.945 --> 00:57:15.055 - credit card data in the database. We only store we 00:57:15.055 --> 00:57:18.476 - tokenize and only store the expiration date in the last four 00:57:18.476 --> 00:57:21.275 - digits. So even if their database was breached, they're 00:57:21.275 --> 00:57:25.007 - not going to be on the hook because we don't store credit 00:57:25.007 --> 00:57:28.086 - card data. I've called PCI compliance, so that's something 00:57:28.086 --> 00:57:31.062 - I usually demo. I demo users. The big thing that I usually, 00:57:31.062 --> 00:57:34.286 - and then I'll kind of say we have in stock alerts built in. 00:57:34.286 --> 00:57:37.510 - So you can allow things to be back ordered. So if you allow 00:57:37.510 --> 00:57:40.982 - back order then I don't need an alert 'cause I can buy it. It's 00:57:40.982 --> 00:57:43.958 - just going to be back ordered, but if you don't allow back 00:57:43.958 --> 00:57:46.934 - boarding for devices that I can actually take a Bell it will 00:57:46.934 --> 00:57:49.910 - create an instock alert and when that item becomes in stock it 00:57:49.910 --> 00:57:52.886 - will automatically email me and let me know it's now in stock 00:57:52.886 --> 00:57:54.374 - and I can come by it. 00:57:55.630 --> 00:57:58.798 - Invoices are really cool. This is something that a lot of 00:57:58.798 --> 00:58:02.254 - people don't part of the thing that's really neat is it self 00:58:02.254 --> 00:58:05.998 - serve. So if your clients want to come and look at all the 00:58:05.998 --> 00:58:10.030 - invoices from Q2 of last year, they can come in here and do it 00:58:10.030 --> 00:58:13.198 - in 30 seconds without even picking up the phone and calling 00:58:13.198 --> 00:58:16.942 - you. We can add the ability to print or export any of their 00:58:16.942 --> 00:58:19.822 - invoices. We can bulk import orders, we can bulk import 00:58:19.822 --> 00:58:23.566 - users, they can come in here to an unpaid invoice and pay an 00:58:23.566 --> 00:58:27.736 - individual invoice or. They can click pay invoices and say I 00:58:27.736 --> 00:58:32.191 - just want to pay $5 this invoice 555 on that 155 at that one $5 00:58:32.191 --> 00:58:36.943 - on that one and all of that one. So I'm going to pay 659 of my 00:58:36.943 --> 00:58:40.507 - outstanding $3700 and I want to put it on runs cool card. 00:58:41.810 --> 00:58:44.604 - Nobody's ever seen this this right. Here is a feature that 00:58:44.604 --> 00:58:47.906 - just blows their mind every time I demo this, and so I stopped 00:58:47.906 --> 00:58:50.954 - here and I'm like so that kind of covers the storefront. Kind 00:58:50.954 --> 00:58:53.748 - of the dashboard. Have you got any other questions? And then 00:58:53.748 --> 00:58:56.796 - I'll usually ask him if they do, and they're like, no, that's 00:58:56.796 --> 00:58:59.590 - amazing, and then I'll be like, OK. Well, now that you 00:58:59.590 --> 00:59:01.876 - understand the difference between a typical product like a 00:59:01.876 --> 00:59:05.178 - Shopify or whatever and really want to be to be solution can do 00:59:05.178 --> 00:59:08.226 - out of the box. Now we've got two different directions. 1 I 00:59:08.226 --> 00:59:11.782 - can do the end end demo and will go through and buy something or. 00:59:11.820 --> 00:59:15.376 - I can bounce around and show you how far we can push the envelope 00:59:15.376 --> 00:59:17.916 - with this out of the box solution, what's most important 00:59:17.916 --> 00:59:21.218 - to you? And they'll usually go, Oh, you know or I'll say what's 00:59:21.218 --> 00:59:24.520 - a big thing or because remember, I already let them in. The first 00:59:24.520 --> 00:59:27.822 - of the call talk for four 5 minutes on my other screen. I 00:59:27.822 --> 00:59:30.616 - have those notes. So as I'm saying this, I'm looking at 00:59:30.616 --> 00:59:33.410 - those notes Reading 'cause I usually don't do the webcam so 00:59:33.410 --> 00:59:36.204 - you don't see my face. So although I'm talking about this 00:59:36.204 --> 00:59:39.252 - screen, I'm looking down through the list going. What can I demo? 00:59:39.252 --> 00:59:42.046 - What can I demo? Yeah, and so I'll say something like. 00:59:42.110 --> 00:59:45.770 - One of the things that you mentioned was the ability for us 00:59:45.770 --> 00:59:49.430 - to handle multi inventory. Uhm, let me show you how we've done 00:59:49.430 --> 00:59:52.480 - that. You've probably heard of a company called Home Hardware 00:59:52.480 --> 00:59:55.835 - center there. Uh, you know. They're owned by Oracle. It's a 00:59:55.835 --> 00:59:57.970 - multibillion dollar organization. They have 26 Home 00:59:57.970 --> 01:00:01.935 - Hardware center, so I'll just kind of leave this open so I can 01:00:01.935 --> 01:00:04.070 - see all these different companies, again, establishing 01:00:04.070 --> 01:00:08.024 - value, right? Home Hardware center came to us with 26 01:00:08.024 --> 01:00:11.111 - different stores in Louisiana, Kentucky and asked us to 01:00:11.111 --> 01:00:14.541 - integrate all 26 of their Epicor eagle installations. Why so? 01:00:14.541 --> 01:00:17.971 - When I'm in Austin, TX? Now, theoretically I'd be in 01:00:17.971 --> 01:00:22.430 - Louisiana, but what I'm in Austin, TX here and I go look at 01:00:22.430 --> 01:00:26.203 - the ceiling fan and I click availability because I might do 01:00:26.203 --> 01:00:29.976 - store pickup if there are none available at the closest store 01:00:29.976 --> 01:00:35.121 - to me, then I can see the next door that what is that one point 01:00:35.121 --> 01:00:36.150 - 9 miles away. 01:00:36.170 --> 01:00:40.200 - I could switch and say select this store. I can add it to 01:00:40.200 --> 01:00:44.230 - cart. I could buy it, put store, pick up, drive over to that 01:00:44.230 --> 01:00:47.950 - store and in 5 minutes my fan will be sitting there waiting 01:00:47.950 --> 01:00:51.670 - for me. That's what the DIY Home Hardware Center is all about, 01:00:51.670 --> 01:00:55.700 - but that was a feature they could not do, so it took us, 01:00:55.700 --> 01:00:59.420 - gosh, eight or nine months to do all 26 different stores and 01:00:59.420 --> 01:01:00.970 - completely connect them all into 01:01:00.970 --> 01:01:05.757 - one storefront. So again, this client doesn't mean that, but I 01:01:05.757 --> 01:01:09.487 - just established a ton of value just by showcasing one 01:01:09.487 --> 01:01:13.217 - screenshot I showed geofencing. I showed store pickup will call. 01:01:13.217 --> 01:01:16.201 - I should go multiple integrations, I showed multiple 01:01:16.201 --> 01:01:20.677 - inventory. I mean I showed like 5 different things, but all I 01:01:20.677 --> 01:01:25.153 - did was look at my notes and saw that they've got multiple 01:01:25.153 --> 01:01:28.883 - inventory locations, so I might have mentioned, you know, not 01:01:28.883 --> 01:01:32.240 - only can we do multiple warehouses and tracking multiple 01:01:32.240 --> 01:01:34.672 - warehouse inventories. But we can do multiple store 01:01:34.672 --> 01:01:37.936 - inventories. Check this out and I bring this up and then I'm 01:01:37.936 --> 01:01:41.472 - able to show five more things and have him just, you know, one 01:01:41.472 --> 01:01:44.736 - of the things I said was their own Home Hardware center. They 01:01:44.736 --> 01:01:48.000 - probably heard of that before 1 two when I mentioned it's their 01:01:48.000 --> 01:01:50.720 - own by Oracle, which is a billion dollar company. You 01:01:50.720 --> 01:01:53.440 - know, if a billion dollar companies willing to spend you 01:01:53.440 --> 01:01:56.704 - know $700,000 with these guys, I can trust him with a $50,000 01:01:56.704 --> 01:02:00.240 - project. I mean all of that stuff. I wanted to say in that 01:02:00.240 --> 01:02:06.000 - one minute demo. Right, yeah? So that's part of it. So that's why 01:02:06.000 --> 01:02:11.740 - I've got a lot of like if they have specific like if they want 01:02:11.740 --> 01:02:16.250 - to see custom Wizards, look how many custom Wizards I've got. 01:02:16.250 --> 01:02:20.350 - They want to see anything about custom navigation, custom forms, 01:02:20.350 --> 01:02:23.220 - custom user experience, custom resource libraries, member, 01:02:23.220 --> 01:02:25.270 - Directory's custom user dashboards, subscription 01:02:25.270 --> 01:02:28.960 - payments, interactive store locators and store Maps. This is 01:02:28.960 --> 01:02:32.240 - the multi inventory location things or interactive Maps. 01:02:32.250 --> 01:02:35.574 - I've already got 15 to 40 demos for almost every single scenario 01:02:35.574 --> 01:02:38.898 - anybody's gonna ever ask me about. I've already got it so as 01:02:38.898 --> 01:02:42.222 - they're talking and I'm writing these notes down even if I can't 01:02:42.222 --> 01:02:46.654 - go to a website, I can pop up and go. Hey, if you want to see 01:02:46.654 --> 01:02:50.532 - a locator map, I don't know if we have time, but I mean I've 01:02:50.532 --> 01:02:54.410 - got dozens of locator Maps I can show you. Or if you want to 01:02:54.410 --> 01:02:57.734 - research on your own, tell you what just come to our clarity 01:02:57.734 --> 01:03:01.612 - website down in the footer. I've got a link to our demo site if 01:03:01.612 --> 01:03:03.274 - you go to the demo site. 01:03:03.280 --> 01:03:06.206 - What I've tried to do is anticipate a lot of these 01:03:06.206 --> 01:03:08.600 - different categories, so if you Scroll down here, you're 01:03:08.600 --> 01:03:11.260 - going to find pretty quickly one called locator Maps. You 01:03:11.260 --> 01:03:14.452 - can pop right in there an I explain a bunch of different 01:03:14.452 --> 01:03:16.846 - locator Maps to all these different companies that we've 01:03:16.846 --> 01:03:19.772 - done and actually have links right to their website so you 01:03:19.772 --> 01:03:21.368 - can go check those Maps out. 01:03:22.890 --> 01:03:25.620 - I didn't even have to demo 01:03:25.620 --> 01:03:29.896 - anything. You know the other thing I might do I might go to 01:03:29.896 --> 01:03:33.712 - our work on our portfolio and then go man 'cause somebody go. 01:03:33.712 --> 01:03:37.846 - Would you do much medical and I'll go Oh my gosh medical yeah 01:03:37.846 --> 01:03:41.662 - these are just the medical sites that I demo from the second 01:03:41.662 --> 01:03:45.478 - largest vertical industry. If you want to go in and check if 01:03:45.478 --> 01:03:49.294 - you want, you can come in here. And obviously Mirko Flex Source 01:03:49.294 --> 01:03:53.763 - Mark PHP. Let's see who else. I know we got more medical until 01:03:53.763 --> 01:03:56.986 - we got lots of medical handi. Medical. Is medical LD, Rs 01:03:56.986 --> 01:04:00.502 - medical? We've got lots and lots of medical case studies in here. 01:04:00.502 --> 01:04:04.604 - You can actually go in and this Akon one is a really neat one 01:04:04.604 --> 01:04:08.120 - comes in. It's a HIPAA compliant where we did a mobile app, 01:04:08.120 --> 01:04:11.050 - custom integrations dashboards. This is a great case study. You 01:04:11.050 --> 01:04:14.859 - might want to come read this one again. All I'm doing is giving 01:04:14.859 --> 01:04:18.375 - them the tools to go figure out that we're better than everybody 01:04:18.375 --> 01:04:21.598 - else. Yeah, or that paying for Mercedes is worth paying for. 01:04:21.610 --> 01:04:25.042 - Even though they only have the money for an accord now that01:04:25.042 --> 01:04:28.474 - they know all the stuff that's available in a Mercedes like air 01:04:28.474 --> 01:04:31.906 - conditioned seats and all that kind of crap that it might be 01:04:31.906 --> 01:04:35.338 - worth it. They didn't think they needed that stuff. But when I 01:04:35.338 --> 01:04:38.770 - just showed him the value and how it helped our other clients, 01:04:38.770 --> 01:04:41.916 - especially like that one I just showed you the inventory that 01:04:41.916 --> 01:04:44.776 - thing blows them away whenever they see that they're like 01:04:44.776 --> 01:04:48.494 - everything I'm trying to do is trying to spark them to ask a 01:04:48.494 --> 01:04:51.640 - question or spark them to think. Dang we have that problem. 01:04:51.700 --> 01:04:54.067 - These guys have solved that before, and that's cool.