Sean Carson

AI and the AI technologies that are supporting these types of alignments are really, really important. You have to trust and verify. You can't just take whatever chat GPT or Bard or whatever platform you're using spits out. You need to ensure that you refine it and that you've got a good process around how you're leveraging that for your business. Everybody's looking for an easy button.

AI and the AI technologies that are supporting these types of alignments are really, really important. You have to trust and verify. You can't just take whatever chat GPT or Bard or whatever platform you're using spits out. You need to ensure that you refine it and that you've got a good process around how you're leveraging that for your business. Everybody's looking for an easy button.

It is additional work and it should be directly aligned with how your people in your organization are approaching your customers and potential customers, how your customers are engaging and everything in between.

It is additional work and it should be directly aligned with how your people in your organization are approaching your customers and potential customers, how your customers are engaging and everything in between.

Yeah, absolutely. I mean, I think we're ways away from needs being input and solutions being executed without human involvement. I would argue that we'll likely never get there, maybe at some point, but when it comes to the types of decisions that impact both one individual, but then also in an organization as a whole, that human engagement and that human element is going to be really important.

Yeah, absolutely. I mean, I think we're ways away from needs being input and solutions being executed without human involvement. I would argue that we'll likely never get there, maybe at some point, but when it comes to the types of decisions that impact both one individual, but then also in an organization as a whole, that human engagement and that human element is going to be really important.

I think the opportunity today for businesses is to understand when is the right moment to engage with contact. You know, all those statistics I think are out there and they're continuously updated. So, you know, don't hold my feet to the fire here, but something of like north of 80% of purchase decisions are made in advance of a conversation, right?

I think the opportunity today for businesses is to understand when is the right moment to engage with contact. You know, all those statistics I think are out there and they're continuously updated. So, you know, don't hold my feet to the fire here, but something of like north of 80% of purchase decisions are made in advance of a conversation, right?

And if you just take inventory on how the last major purchase decision you made and back it from the time that you made that decision until you started the process, you're probably going to confirm that that's how you went about your journey.

And if you just take inventory on how the last major purchase decision you made and back it from the time that you made that decision until you started the process, you're probably going to confirm that that's how you went about your journey.

And so I think it's important as an organization is to meet your customers where there are, provide the type of information and insight that is going to be helpful and beneficial to a potential customer or client. We're an existing customer or client. Do it with confidence.

And so I think it's important as an organization is to meet your customers where there are, provide the type of information and insight that is going to be helpful and beneficial to a potential customer or client. We're an existing customer or client. Do it with confidence.

Do it with defensible information so that when they're ready to have a conversation, you're now going to substantiate what they already know and provide that added layer of confidence to help them make a sound decision and provide the type of confidence that you're going to deliver on what they're looking for in a solution.

Do it with defensible information so that when they're ready to have a conversation, you're now going to substantiate what they already know and provide that added layer of confidence to help them make a sound decision and provide the type of confidence that you're going to deliver on what they're looking for in a solution.

Yeah, it's actually a unique question, Scott. I think what we've found is that even in mid and smaller businesses, organizations have taken more of a share the risk in decision-making versus some of the probably latter portion of how that structure worked a few years back.

Yeah, it's actually a unique question, Scott. I think what we've found is that even in mid and smaller businesses, organizations have taken more of a share the risk in decision-making versus some of the probably latter portion of how that structure worked a few years back.

And what I mean by that is enterprise decisions, there's usually multi-threading, there's multiple committees, you've got to address the needs of both the ultimate decision-making group, as well as the users of product and services, and then generally smaller mid-sized businesses might have been a little bit more nimble.

And what I mean by that is enterprise decisions, there's usually multi-threading, there's multiple committees, you've got to address the needs of both the ultimate decision-making group, as well as the users of product and services, and then generally smaller mid-sized businesses might have been a little bit more nimble.

We're actually seeing that like sales cycles are elongated across the spectrum, both small, medium-sized business, as well as enterprise. And we think that's an outcome of the shift in talent from large enterprises coming more and more into the mid market, particularly in private equity, right?

We're actually seeing that like sales cycles are elongated across the spectrum, both small, medium-sized business, as well as enterprise. And we think that's an outcome of the shift in talent from large enterprises coming more and more into the mid market, particularly in private equity, right?