Jonny Adams

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.

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 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.

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.

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

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

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.

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.

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.

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.

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.