Jonny Adams

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.

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.

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.

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.

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.

head on, I'm going to win this deal and not having the ability to step back strategically and think, okay, let's think about the customer. And this comes back to customer centricity and why I challenged it is to go at this moment in time, they're looking to move this direction as a business. Gong should be coming in six months later. What they actually need is HubSpot.

head on, I'm going to win this deal and not having the ability to step back strategically and think, okay, let's think about the customer. And this comes back to customer centricity and why I challenged it is to go at this moment in time, they're looking to move this direction as a business. Gong should be coming in six months later. What they actually need is HubSpot.

It reminds me of when I lied when I was, you know, back in the day and you lied to someone and you think it's always going to catch up, you know, down the line to tell the truth.

It reminds me of when I lied when I was, you know, back in the day and you lied to someone and you think it's always going to catch up, you know, down the line to tell the truth.

Oh, Matt, you've set the standards high there. So a personal sort of achievement, I achieved the management consultancy chartered status, which puts me in the top 1,000.

Oh, Matt, you've set the standards high there. So a personal sort of achievement, I achieved the management consultancy chartered status, which puts me in the top 1,000.

management consultants in the uk it effectively means that as a business and as an individual running programs with our clients i uphold certain standards and ethics when delivering transformation projects so that was a really sort of personal achievement over to you matt what's going on your world brilliant i think in my week this week has been a chance i came off the back of a really um

management consultants in the uk it effectively means that as a business and as an individual running programs with our clients i uphold certain standards and ethics when delivering transformation projects so that was a really sort of personal achievement over to you matt what's going on your world brilliant i think in my week this week has been a chance i came off the back of a really um

Fantastic. Just being married for one year, Thomas, I'm taking notes. So thank you very much for that.

Fantastic. Just being married for one year, Thomas, I'm taking notes. So thank you very much for that.

Yeah, no, I just think it's fascinating hearing those statistics. And how did you stumble across that statistic, Thomas? Was there some sort of a trigger that made you look for that piece of information to sort of maybe prove a business case or a proof point?

Yeah, no, I just think it's fascinating hearing those statistics. And how did you stumble across that statistic, Thomas? Was there some sort of a trigger that made you look for that piece of information to sort of maybe prove a business case or a proof point?