David Toms
speaker
276 appearances
2 recordings
1 series
first heard Apr 2022
last heard Oct 2022
David Toms’s voice in public audio — every appearance, attributed to the second.
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But in terms of you know cross-sell, upsell, renewal, those kind of things, you know, sort of the the the value of a customer base, I think that's largely unchanged.
Uh what we are seeing in the US is definitely more negative guidance around sales cycles, particularly new business sales cycles.
And I did a little bit of analysis of the Q2 results from US listed software companies, about forty companies, and
just over a third of them uh had a negative guidance for the next twelve months and in almost every case that was blamed on the sales cycle.
So you know it's definitely getting a little bit tougher to sell a new business.
Yes, I mean it's quite interesting.
I I had a summer holiday in Singapore, which is tends to be quite an advanced economy.
It's a reasonably small city, so things can take on quite take off quite fast.
And uh when you walk into almost anything other than a very high-end restaurant in Singapore now, there's a barcode on your table.
Nobody has menus.
You scan the barcode, everyone does that on their phone, everyone orders from the menu, it all goes to the kitchen.
You think, well, okay, that's that's saved having a member of waiting staff, but actually it's much more fun.
Fundamental than that because a restaurant used to have almost no stock control.
If you want to know how much rice or broccoli you had left at the end of the day, you went in the pantry and you counted the stuff out.
Well, now that everybody's ordering electronically, you've got really good insight into your stock control of the flow.
You can then have automated ordering.
You can have a whole bunch of stuff out the back end in terms of B2B process that never existed before.
So a potentially small change can be the tipping point for a lot of very significant change out the back.
And I think you still you see it all the time.
I picked on leisure as an industry because leisure has in some ways been quite advanced, but in some ways uh very, very human dependent, and obviously that's changing.
Showing 61–80 of 276 · page 4 of 14
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