Jonny Adams
speaker
254 appearances
11 recordings
1 series
first heard May 2024
last heard 16 Jan
Jonny Adams’s voice in public audio — every appearance, attributed to the second.
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recordings per month · last 12 monthsRecordings per month over the last 12 months — 1 in all, peaking in Jan 2026 with 1.
Appearances
So interesting. Someone was bleating on LinkedIn, no offence to those that do that, but they were talking about a four-day week and how powerful it is. And my point was, well, you can do a four- or five-day week, but actually it's the flexy part. I think what you call harmony, I absolutely advocate that work-life harmony piece.
My wife's Irish, as you know, Matt, and Leslie, you'd probably know this being Irish. Her point is, if I can't do it, then at least one of us has to do it. So she's all for me drinking beers.
Oh, brilliant. I completely advocate the trust piece as the key pillar. It's a bit like Maslow's hierarchy. You need to support the bottom foundation before you can go to the next stage. But the way you've talked about that, how your CRO put you into a position to produce the trust, then the productive conflict, I think that's something that's missing.
So thank you for sharing that you need a sort of environment to test case it. And how long was it in the States? How long were you together?
And this is why we love speaking to people like yourself and yourself, Leslie, because I think, you know, what are we? Do you mean it's into the conversation? You just dropped multiple golden nuggets for people to listen to. Even for me, I am taking that idea and we're going to have a go at that.
Reminds me of the, again, I'm being really unfair here, but you know, chap in IT turns up to the Christmas party, has a couple of drinks. My God, what are they doing on the dance floor? Shirt off, tie around the head. Crazy. Get back to work, sitting behind the desk. But no.
Wow, that is just brilliant. The thing I love about that is you mentioned about drinking your own champagne and feeling drunk. I am absolutely legless at the moment because you clearly are drinking a bunch of your own champagne and you are role modeling some fantastic behavior as a VP and creating that from a bow tie to a diamond effect. You're creating those levels really nicely set.
I absolutely love that, Leslie, how you're going out there. And it's a bit like the other types of tech stack out there at the moment. What are those use cases? And nothing stronger than with you demonstrating and walking the walk in front of your team to be customer centric. I love it.
I don't want to be too controversial, but I love this chat because it's raising the light of customer centricity. I advocate customer centricity. I think back to my careers and stuff, I really have literally waking up talking to customers is the thing that I've done in previous jobs and love it today. The people that I work with.
and projects that we get at SBR where it's like, oh my God, I love working with that client. I flew over to Boston recently. I didn't want to leave, even to the point that I managed to get into check-in at the airport one hour before my international flight because I was having beers in Boston with the team. I just couldn't leave, right? And I was even debating staying.
The other side of customer centricity is, look, we're customer centric because we have to, but are you really? And I think there's the sense of a really strong sales team
that's customer centric doesn't always provide the product that they have they don't push the product completely they might offer you know it's not us but actually you need to go and speak to this organization because you would achieve your goals with using this piece of technology or actually you don't even need technology why don't you go and talk to barry who can give you some insights
My interpretation of the aggressive SaaS industries is growth at all costs, in my opinion. Again, you can say no, Johnny. And that customer centricity gets challenged because the way we produce SDRs and AEs is quite rightly, this is your job role. We're going to let you do your job role and we're going to empower you to do it. But you're not going to do other job roles.
You're just going to do this very SDR-based, AE-based job role, which actually sometimes suppresses their ability to be strategic sellers, which is Don't take this, actually do that. My challenge in SaaS is I think that we don't do a good job for the SDRs and AEs because we don't enable them to be strategic sellers.
And actually that stops them being more customer centric because they will deliver or try and push their product to all costs. That's my opinion.
The first part of your answer is exactly what I've been trying to kick around in my head recently. And I also think the churn rate would be a great lag indicator, right, of this is that if Johnny has a high churn, then there's clearly going to be something that's going on.
Notwithstanding, I still think that there is this strategic element where in SaaS, a strategic account holder, what we see a lot in consultancy is that they sit on this pivot with the C-suite and they're just helping them achieve their 600 million revenue goal or their 5 billion revenue goal, whatever that may be.
And they're able to position and move them around to different types of services and products. Do you think there's a role within a senior AE in SaaS for that at all? Yeah.
I go back to saying thank yous. I know those points have helped me personally. I really appreciate it.
So my perception is my reality through past experiences, not due to conditioning, I've experienced SaaS as a quite aggressive environment. And when working with products, because that's what we do as a job, I've seen this win at all costs, boxed up, just going crazy.
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