Well, welcome. I wasn't gonna say welcome. Welcome. But it's one of those things you kind of have had. You had your break it break into into a live show to start off with. Most important thing. As CEOs, we have all pretty much sense that something's been wrong for quite some time. You know, the kind of story the pipeline looks active. martech’s running. SDR’s are busy, BDR’s, are busy. The growth is either low, slow, or just simply unpredictable. And that is architectural failure, it’s not execution failure. So you don't need more activity. You need an architectural redesign that establishes a commercial operating system, and certainly not another tech stack. So if your annual recurring revenue, your FTE is weakening or getting worse while your martech stack expands, that says the architecture's broken. So this live show series marks the beginning of a new phase for B2B businesses and new business development particularly, and revenue increase. So I'm Nigel Maine and the founder of salesXchange and the architect of the B2B commercial for their B2B commercial operating system. We call it a GTM OS, which is built around sales and not marketing. And I'm I'm assuming that you run a business that sells tech, SaaS or services. So you're a sales company and you're not a marketing company. This is quite important. So to answer that question in the back of your mind, I think that we've all had and unconsciously have, is that that there must be something better out there? You know, we simply maybe we're just not doing it right. Bottom line is you stick around and you'll see something that is so radical. And it is simple. It will leave you wondering why we didn't do this years ago. And the the point of the live shows, you could say is like to a put up a banner, put up a flag, put up a kind of lighthouse. Because it's this is not about doing a pitch every week. I’ve done that, it’s on the website. You know, you can go watch that whenever I want to cover different aspects of this kind of new way of working, and look at how the processes could be changed and talk about the change process itself. Yeah. And of course, there are going to be questions, and you have questions and you can send them to me or message me or whatever, and I'll answer them every week. But what we definitely do know is that nobody needs another staged webinar kind of type delivery. But I do think, we need to be visible as we're challenging the entire B2B martech industry. You know, the end of the day, I'm always up for a challenge. So back in the day, we knew, always knew that people buy people, we still do. I have the past 20 years, the whole process has shifted from relation led selling to lead gen theatrics and statistics, the kind that keeps marketers employed and when it goes wrong, sales gets blamed. So I think the bottom line is B2Bs need to understand three main things, I think, I think is the best way to put it. How or should I say, when consumer marketing logic entered into B2B and why? The tools that are available only optimise activity, but not buyer readiness. And that's why the, the, the whole, BDR, SDR type mathematics fails at that total addressable market scale. And so really the the first thing is, is how how did this problem evolve? I mean, it's really it's it's critical, absolutely critical because we've all been doing this for 20, 25 years. You know, the whole digital thing. So when you understand that consumer demand Gen works for the consumer industries because they're selling clothes, luxury brands, cars, insurance and 100%, they're not going to call you. You just know you're not going to get cold called by anybody in those brands. MarTech industry drove this B2B confusion with SEO, pay per click and and all the advocates. But the advocates were the employed marketers who'd been wined and dined by martech and instructed CEOs, you got to buy this martech, you got to buy all this SaaS and you might fail. You know, if it's not working, you know, it's not my fault. It's got nothing to do with me. It's just you're not investing enough. And so you've also got a whole process to do with BDRs. So they’re cold-calling doing 1 to 1. they're to reach your market one at a time. And that's why the success rates in the region of, well, it was 300 to 1, 400-1, 500 to 1. At finding someone that might be interested. So over the time marketing teams got bigger, they got more budget, more dependency, louder voice. But. You had the reality is B2B buyers don't buy like consumers. We never have. So we self-serve self educate, remain anonymous, calculate the ROI. That's what we do. And that's why you've got that enormous 86%. Of that silent journey. I mean, let me just I just I'm not going to do I'm like I said, I'm not going to do this whole thing. Based on, lots of slides and so on, but, have a look at this. I'll show you this one. Not that one. But that I mean, that dotted line shows the dividing line between learning and buying. And that's the silent journey. And when when you look at that and realize if you've got a nine month lead time, then the 86% is going to be about 55 months. That's like five years. But then that fits in, strangely, that fits in with that whole process of mission, strategy and tactics. So you’ve got a ten year mission plan, a five year and a five year in terms of strategy and three for tactics. So that all fits with with that, that lead time of people looking to buy stuff. So the point is, is that, you know, when you look at the this, this whole process that we've been given, you go, well, we've got all this tech. We spend thousands and thousands every month. So why hasn't it changed anything? And if you look at, if you look at, the market, we're all relying on call calling, demand gen, lead gen ABM, pay per click but less than 1% convert. And if you look at the failure rate over the past 20 years, it's like 20, 30, 50, 70. So 20% fail in first year, 30% in the second, 50% in the third, by year 10, 70%. Compound that’s 91.6% of all businesses fail. And it doesn't matter whether you're bootstrapped or invested going to happen. And you got to let that sink in. The martech has not changed anything. Businesses fail at the same rate as they always have done. And even if you look at investee companies, 40% fail, 70%, 70 or 80% don't reach their own targets, 95% don't make an ROI for the investors. So there's a big there's a big problem going on here. And it kind of makes you think, well, you're going to go, well. What are we going to do? But if you own annual recurring revenue, and full time equivalent is only knocking out round about £80k-£90 grand, that's too low to be sustainable. It's really important. And if you look at, if you look at the the process that we've been, you could say subjected to, you know, you're looking at all this technology coming in, coming in, and then you've got the those, those green arrows. One of them says 97% of buyers hate filling out forms. The other one says that you got a success rate in cold calling of 400 to 1. And now you've got what everybody says is scraping spam. And so it begs the question to, what are we supposed to be doing? And where are B2Bs now? So really, to understand this complete predicament, this might this is kind of me talking from my perspective for anybody to understand this predicament properly, they must have experienced it. Otherwise you kind of got no you've got no business talking about it. So just very briefly I've been in sales, involved in sales, marketing, for 40 odd years. I started selling in Mayfair, back in the mid 80s. And so that, so that those of you that know cold calling in the rain, sleet and snow and all that kind of stuff and telesales and do everything right from the ground up to then founding a variety of tech start ups are now this. So trust me, I got the t shirts here. But as a result of B2B, I suppose the only way I can put this is. B2B is have been told what to do by marketing for the past 25 years. And. Speaking from personal experience and businesses and CEOs I've spoken to over the past few decades, pretty much everyone’s of the same opinion. Yeah, we are wary of anything marketers say because they end up blaming sales or blaming their budget. But even investors investors believe B2B must adhere to the whole demand gen, lead gen ABM pay per click infrastructure. Because why? Because everybody on their lists, who they work with as investors, put in their business plan. So according to them, well, it must be right. So you if you don't put it on your business plan, then you’re doing something wrong. So here's here's the thing. So I'm, I'm presenting this, this, this case that says, there's there's a bit of a big problem here. And. We've built a system. But for anybody to think, oh, right. Okay, I'll give you five minutes, give me a best shot. What? We're what we as CEOs are thinking is firstly, it's your total addressable market. So you you you've got some new approach. We've got our total addressable market. And you want to communicate and sell to your total addressable market. So first is your you know you've got to identify that group. And you probably already did it because it's part of your business plan. They were the people that you why you started your business in the first place. So if we're going to take a snapshot of what's going on before you look at any new product or suggestion, say, for example, just just as an example, say your total addressable market was 10,000 businesses, say in the UK. Bearing in mind, there are 212,000 businesses, 10 to 50 employees, 38,000 businesses, 50 to 250 and 8000 businesses above that. So taking a whoever whatever you do say it was 10,000, give or take. And now if you look at the curve chart. Tum tum tum. Where is it. It’s here somewhere. Here it is, if you look at the curve chart, if you've got 10,000 businesses there, they are, they're made up of, as you know, innovators, early adopters, early and late majority, and laggards. But the people that are looking are at the beginning, yeah, they're the ones you want to sell because they're they're active. Yeah. But you want to be selling to them. But first you got to find them. And calling them one at a time is simply not going to cut it. So we've all got a wish list and I've, I've kind of I've, I've done this for you, if that makes sense. And you'll see where I'm coming from in a second. So first thing, anyone that's going to come up with some new idea to go and change something will change the way that we're working. Because let's face it, nobody believes or perceives that there is an alternative because everybody does the same thing. Everybody's got. And the reason I'm bouncing backwards and forwards on these slides is because I don't want this to be a, like a death by PowerPoint, you know what I mean? I mean, it can get a bit boring, but if you look at that, we know what we're the we know HubSpot, Eloqua, Marketo, Pardot. And so we know about all the marketing automation platforms. We know all the stuff that we're we're told to buy. So if you if someone's going to come up with some new solution, you better make sure that you've got something to say. So how about this. Any solution must. And there's lots of musts must make money and demonstrate an enormous ROI. It's fair. It's got to be low cost. It's got it got to enable us to cut costs to save money from day one. It's got to reduce overheads. It's got to increase exposure to our total addressable market to genuinely be automated, like set and forget automated. It's got to deliver a great experience of prospects and to customers. Staff have got to be able to execute process. We want our own software fed up with spend, spending thousands or tens of thousands or more on SaaS and external platforms for everybody. And bearing in mind it blows me away. So, Chief Martech website and they every year they do a, an infographic about all the different software, SaaS platforms that are out there and they, they martech. So it's just related to market marketing stuff. And, it started off with I can't remember the year now. I think it's like 2006 or 8 or something like that. So it starts off around about them and they monitored the growth of martech SaaS Guess how many is now? It's 15,000 marketing SaaS platforms. And if you think if you did excluding excluding AI but if you, if you looked at the same kind of comparison and looked at the total number software packages that are out there for every other industry as well, circa 30,000. So half of them were marketing related. So software got to be in-house. We want our own servers are in, you know, we want to control everything ourselves. And so on, and then okay well I it while we're at it we want it to set us apart from our competition to give us a spectacular edge. What else. Constant analytics to see what's working and the impact that we're actually having. And we want it to enable us to grow effortlessly, not just nationally but internationally. If that's a thing. If that's something for you. And like I said, to be completely self-sufficient in terms of hardware, software and overall execution. So typically anyone would think most of what I've just said is impossible. And it would have been. Until I designed it, built it, and I'm using it now. I'm literally using it right now. And actually you're like this. You're part of it. You're already part of it. You're you're you're embedded in it. If you've if you've seen, the posts, the emails, the banners, the, the other posts on, on, on whether it's LinkedIn or wherever you're part of it. And it's a system. It's a it's a structured, automated system that is functioning beyond anything that I, I could imagine. It's amazing. I mean, it's just so cool, mean, I've actually wanted something like this forever. And I know every sales person in the world will beat a path to your door to get you you to install it. But, but, but, but it's big, but not so fast. I don't need anyone to rush at this. And I think if you’re like me, you’ll want to self-serve self educate. Yeah. Confirm the ROIO before you do anything. And that's why I'm doing the like shows. So each week I'll, I'll I'll be showing you explain kind of demoing what we're doing and answering questions. You can comment below like you can on anything that's live or on LinkedIn or, YouTube or our website. But the point is, is that we are demonstrating this transparency and accessibility. And of course, you know, there be people that, people out out there, businesses out there on that curve there right at the beginning of the innovators who want the tools immediately. And, you know, I showed you the curve. Excuse me. But the thing about the curve and this is this is what I find quite special, really, is that so I so I've got this, this, this, this illustration here. These are your customers. Forget mine. These are your customers. These are the people. If you've got your prospects, your best prospects are those, they're the first stage they’re the 16%. Yeah. So you need to have a method that enables you to reach out and connect with them. Because that's where the business is, not the other end of the scale and phoning them one at a time. Not working. It doesn't work. Stop working. Did it ever work? Probably in the 80s, early 80s? Maybe the 90s. But the thing is, once you've once you see what we've got to offer and I think. You'll decide what you want to do. Yeah. And this and this is. I'm saying this deliberately because it is complicated to an extent. And the reason I say it's complicated is that. If we've been doing this for the past 20 years. Switching from something is difficult for a number of reasons. And I think one of the kind of most want a thing that we can do now, which we couldn't do before put salesXchange and our URL put into ChatGPT Gemini. Claude, whoever of you using an ask the LLM to give you a full report on salesXchange. And I say this because, you know, it's pretty one sided out there. And until now, really, let's face it. And I don't really have a choice, you know, because of, you know, HubSpot Pardot, Marketo and so on and the whole ABM, Pay Per Click, and SEO. That that you just have to do it that way. But to come along and say there's a different way I'm telling you, it works, is brilliant. Just makes you have to stand up, kind of take a step back and think, okay, okay, let's just take this a bit of a stage at a time. And talking of stages, let's talk about this GTM operating system that's been designed to have five stages. Okay. And I'll show you some of the slides. But I don't want what I don't want to do is just, like I said, make this just a pitch. I just want to give you this. Overview, this suggestion because we've got plenty of time. I'm up. I'm doing this next week and the week after and the week after. You can dip in whenever you want. You can watch me live whatever you want. But you can call the website. I mean, everything's on the website. It's completely open access. And I’ll come on to that right now. So the thing is, it's five stages and it's pretty simple because it's aligned to how you and I have we both buy it's not it's not being clever. It's just saying this is how we do it, isn't it. So the first the first thing, the first thing we start off with is kind of preparation is open access education. It's about teaching. It's about teaching your customers how and why they should buy from you. And I think that once your prospects get to know who you are, what you're doing. And you put a call to action links on everything, everything that you put out, but you just get rid of those demanding forms on your on your website. You know they put you off, but they also put your prospects off to and that's, that's the that's the kind of the critical stage of this self-serve, self-educate, and remain anonymous. How can you remain anonymous if you giving out your details? I won't give mine out. If anyone tries to contact me cold I wont answer it, I wont speak to them. Which is why you've got exec assistance and nobody can contact you. Because if the if everybody could contact you, you would have every single BDR in the world beating a path your door wanting to talk to you. Oh, yeah. I spoke to someone today, so open access is the starting point because the next thing is reach and and what we've got here, this is, this is the this is the structure that we've got. And so we've got reach, which is reaching your total addressable market. Life. Here we are! sX Connect, Ops and Hub. And then we'll come onto the course a bit later and I'll explain about that as well. So the point is, is that sX Reach starts with social and it's basically consistent exposure and visibility to your TAM So the fact that everybody wants to remain anonymous. Yeah. No one wants you to know that they're looking at your website or your content or anything that will identify them. And if you think about, lead scoring, reverse IP lookup, you know, I think it's Lead Forensics, Candii and variety of others saying, oh, look, they're looking and now what they're doing, they'll connect. So you've got a business a business organization here on the other side. You've got, consumer analysis. So if you look at these two big data lakes out there, that's all business and that's all consumer. And someone on the consumer side, someone buys something. So say a CEO bought something for their child. That IP information gets linked to the business information. So they've got your IP address on this site. And now they've got your IP address on the other side. Match it up. You get calls and you're on your mobiles. How did you get my number. Oh it's up to whatever. So now you can see what this like an element of desperation okay. But you know the whole the whole exposure strategy, needs to be based upon them staying anonymous, and it must incorporate repetition. There's a there's a book called Thinking Fast and Slow. Lots of people say that they read it some some, some do, some don't. And and the thing is, is that, you know, page 66 A shows that shows how much I took notice. Page 66 around about the there's a colleague of of Daniel Khaneman called Robert Zajonc. So thinking fastest lies is, is what Khanemen and said was, you know, you hear things regularly and so on. And it makes you think because you've heard it so often, it must be right. So you think it's correct because it requires , they call it system one, it doesn't require, processing. That makes sense. Whereas if something is not familiar you have to stop and research it and so on. So you've got speed and you've got research. So research is slower. He then got Robert Zajonc who looked at repetition and with animals. If an animal saw another animal walking past on a regular basis and it didn't eat it, it was probably safe. And that's where you've got this whole repetition. Then you look at repetition on on television, adverts, that kind of stuff, so and so there's this element of, of ongoing repetition and even what I'm doing now, a certain number of people will watch this next week could be the same, could be different, could be more, could be less. It doesn't mean it doesn't matter as long as it keeps happening. This is the same with the information that gets sent to your prospects. So I mean, if you've if you've seen my content so I what I do, I combine a primary call to action and a secondary call to action, which is which. If you've seen if you've seen the posts, you know what I'm talking about. Maybe I should do the right thing and just show you one here. There we go. The post itself, which you've seen this text across the top, and there's a link download to download the, the PDF, which I have to say I have had I did the revenue reset series just recently. I've had the most amazing response from ever in my history, which is great, which proves a point. So you've got a primary call to action, which is, here's I have something on me, it's free. I want you to read it. But of course, when they're reading it, I know they know my website. They know what we do, how we work, what we've got, we've got this live shows coming up, etc., etc. so I don't need I don't need their details. I in fact, I don't want to speak to anyone until they're ready. And the secondary one, which is all of our stuff that goes out, says we do a live show. You’re watcing it. It works. So you can see it's not complicated. And so, so the point of this, we're kind of moving on with this is that. It's about creating the content that this content that scale. And we do we do this in a certain way. I'll show you this again. This on on the on the left hand side. We go to this bit here and I will show you just here. See here we've got these if we've got three layers, we've got a banner layer text and call to action. We construct the posts. Yeah, we use an LLM for some of the text part of it, but we construct a post and send them out. Okay. Seems fairly clever, but it's done automatically. You know I'm not doing this. This is this is done. This automated process I'm talking to you about. But you can produce three, four, 500 posts in about an hour. And then they get sent out every day on repeat. Not all of them. If you've got 300, that's ten a day. Ten times 30, 300. Yeah, 30 days. And so there's this repetition. There's this information coming out. But it also means. That according to algorithms and so on, you are posting the same thing once a month. But to create, you know, tell you you'll tell your teams to, to set up or to to post out or, create two, three, four, 500 things is madness that they think you can. You got bananas. But the but the point is, you know, the illustration of layers is important and, and I think we've got we're a little shy of 600 posts going out every month. And that alone, just that that fact alone moves means we've moved away from marketing the creative process to a systemized architectural approach aimed at gradually becoming consistently visible to a market that wants to remain anonymous, absolutely critical. To the next part so that those posts go out to people you don't know because they go on, on, on. For example, just sit with LinkedIn. It goes on LinkedIn posts. So you and the company and anybody else that that, has accounts on LinkedIn can have this information sent to their, their people, the people that they are connected to them. So suddenly you've exponentially increased your exposure massively. The next is the emails. And so and when you send out emails, same thing applies. Look at this tone of all my emails. Now. The same thing applies to you sent emails to people that you have an email list from. So you already got it on your CRM, you've already got a database, and if you haven't, go and get one. Okay? Because the way that we work. So we're incorporating email and banners because they need to be incorporated strategically. So if you email us as we've done, we incorporate the banners via LinkedIn aimed at the same market. And you use LinkedIn campaign manager for that. So this means they'll see your email. Great. When they do go on LinkedIn, they'll see you again. Which is even better. And it's about maintaining visibility, like I said, to market to want to remain anonymous. So you keep teaching, you keep offering educational content, no strings attached. And when they're ready, as always, they’ll engage. So. So that's showing what we've got set up in terms of social posts, emails, banners and everything drives traffic. All the activity drives traffic to your weekly live broadcast. So they get to know, like and trust you. And if you ever thought cameras, mics and lights were difficult think again. I mean, once this process is set up, one with one button, one button, press a button, you go live like I'm doing now. There's nothing simpler. And if you think, you know, people want to listen to people talking, that's what happened, you know, during lockdown and a couple of sales guys with people within your company properly, you know, well engaged, having a chat that's what, That's what people want to do. That's what they want to look at. And that's why video or podcasts or video podcasts are so successful because people want to engage anonymously. And that's that's fact. So and then the next thing we move on to is, what we call sX Connect. And. I think this is, this is, this is this is cool. You're like this, you're like this. You're definitely like this. So what? So whether people are watching you live on your website or they're watching a live show that just on your website doesn't look at the social posts you built in this, I suppose is strategic activation, but at scale. So basically what I'm saying is anybody watching you can book a meeting with you once they feel comfortable. going, d’ you know what? Like, I quite like this company. I think I could work with them, but I want to find out a bit more. You know, you they've downloaded they've done this, done all the variety of different things they now know, like and trust. You. And right, right now, depending on where you look, where you're watching us, you could be watching us on our website, on LinkedIn or on YouTube and in the in the description, as you've heard people say before, I'll just click the link in the description. Yep. And you can click a link in the description and book a meeting with me, and you think okay. Well, there's nothing special about that really. Any of you you know, there's a big green button on the website. big green button. So, what that button gets pressed. It will take them to a form okay I think not. No great shakes about filling out a form. But the thing is, is that we've got this. This is a have a, they're not cascading forms. They're just there's just some pages because whenever you do, a meeting? First thing you do is I need to collect some information to see who you are, what you are, what you're doing. So. So this is this, contact info, pages, and it looks like that just averages. Tick tick tick tick tick job done. Filling out the form. Click submit. Book a date that suits and wherever they are in the world. That meeting gets booked based upon location, expertise, or language is up to you. So this isn't this isn't your your typical kind of app process. Yeah. Your prospects will have taken time getting to know you. And they want to trust you because they’re going. D’you know what? I'll do this. And they could you could do it in your own time. Because on the on the form itself there's a click another button and it says here's all the questions, give it to a subordinate, go get them to go and fill out, fill out and get the information for you. And the thing is you can click on when if you click on our form, you can see exactly how it's structured. And that's what I what we call our kind of pre meeting data fill. And you'll see why it makes sense. So once the meeting is booked the data is parsed It's processed. And the typical research that a salesperson would do is done for them using AI agents. And the research comes back in two forms. One is a full a full on comprehensive report of the of everything the company plus everything else and the second and that that first report is for the salesperson not it's not being used anyway. It's just for the salesperson to understand who this company is and who this person is before they, before they speak to them. And the second one is a summary. And a summary is inserted into the standard proposal document, and it includes a cost comparison. Because you've given us some you've you've given us you've they've given you some approximate cost. So it's only approximate. So they book the meeting is scheduled for the right person. The proposal documents done. The costs are done. The cost comparison is done. And finally a slide deck is prepared incorporating the same type of costs. And it's all made and delivered to the salesperson. And if you're looking at doing this at scale, so say for example, you you're in multiple countries, just as an example. Yeah, multiple countries. And we just go with English just for now. But you're in different countries. So all of the work is done. Because of this, you can reduce the amount of people that you have serving those countries because they do this the same level of quality, the same delivery. Having a meeting with someone, I mean, it's just, it it is it is everything that I've always wanted in sales. So once the meeting's done. So you've had this meeting and the sales person is an entity of the costs. So. And they send it. Okay. So once they. So once everything is set up, everything's done. Everything's organized because the prospect's got all the details, and the salesperson goes into the system and says, its been sent, this is the final cost. We've sent it to them. Job done And that's got to be the best platform view anybody could ever want to see. You’re starting from the top. You look up here, this bit here. So you you know. The effect of your social activity, the effect of your emails, the effect of your banners, the effect of your live streaming and all of that results in a meeting. Because that's what you wanted, wasn't it? You wanted lots of meetings with people. And the meetings are orchestrated and scheduled. And that was the result. Meetings booked. Generated. Proposals generated. Quotes sent. Pipeline up to date. Just. I don't know, blows me away. And we've got you know, we've we've I mean I don't want to go through at this stage everything but we, you know, we've got, a certain GTM dashboard, we've, we've got how you structure and set up to the emails. We send them out, we've got, where are we, right. The way to to to other ops related. Analytics and telemetry information and, and so on dashboard related stuff. But we also integrate it with Looker. So you get, you get information sent every week and every month. But if anybody at any time wants to see where are we at today. Go on there. And and finally the other, part to this is, is there's two parts. So you've got the kind of the talked about the physical architecture and and what we offer. But one of the important things is, is that we have this, what we call sX Hub, and it's an integrated online database platform. Notion, if you know it. And that's kind of the information plain or layer that holds all the knowledge, all the operational guys, all the content and the, the thing is, the fact that we've actually integrated it with ChatGPT, which means ask it a question, it'll tell you how to do it. Anything within your business, and it knows who you are, what you do, everything. And the point is, is there to to help teach anyone who doesn't know anything about the system that is. So the point is, is that you're looking at this architectural infrastructure. And and simplifying the way that businesses are able to orchestrate new business. Before it was lots more people, more people, more people. And you got this, this this I suppose the best way to talk about it is about, people to the kind of the people to profit ratio. And, you know, you understand this. I'm fine. If you know anything about cameras, you know that you can if you change the shutter speed, you've got to change the ISO. If you want to fast the shutter speed, you got to increase the ISO and that's it. So you've got this these kind of three way things. You've got to you've got to to put in business. If you want more businesses, well maybe you have to take on some more sales people to get some more business in. No, no, definitely not. Marketing’ll say if you want to do more business, you've got to take more of us on. No, definitely not the opposite. In both cases. So we're looking at changing this ratio. The people productivity, profitability ratio. Because you can! I mean this is the bottom line. And you know I've said I said it earlier. You know, the whole point of this is and what I'm saying is that, I'm not expecting to go, oh, wait, I'll buy this, get this from salesXchange now. No, I'm just I want you to leave this and go. Oh, there seems to be an alternative. Maybe we should find out about it. that;s it, we’re good. Now, the other part, which is really important, is that. When? When you try to do anything different, if. It can cause problems. I mean, this isn't just about plugging in a new server at your offices. You know, you could say that the ongoing driver of this requires new thinking. And as you probably aware, you've read probably read everywhere you if you've got digital transformation, any new kind of structure or or change management, it's got to be carefully considered. And if it's not, it can lead will lead to a lack of buy in from a variety of people. And because of that, we developed a comprehensive online training series that is self-paced. It comes with automated certification, and this means multiple people can start thinking differently and developing input and sharing ideas. I mean, it also means you don't have to micromanage anyone and it will take them a week or a month. It is about 30 hours, but we were talking about a transformative change in understanding about generating new business, not just a of kit, a bit of software for the sake of it. All of this or this. I'm sure this will change your your profitability. No, this is this is, something you can go. Sounds interesting. We’ll just keep an eye on it. Good. Great. That's that's the best, best thing I can. You could do for me. Just keep an eye. You can go on our website anytime and investigate and research and learn. And we will speak at some stage in the future. But this is retraining we're talking about because the old way does not work. They wanted it to work and got everybody buying into them, but it does not work. And what my and my recommendation suggestion is, is that you if you're CEO you and one other person, one of your C-suite colleagues to do the course first. And that way you can so I get it. I just I get this, we can go and get so and so so so and so so they can they can go and get get that done. And the thing is, a really interesting thought, so businesses can spend between 25 and 45% of their turnover on new business. So basically sales marketing, customer success and so on. But not only does this operating system cost a fraction, absolute fraction of existing costs. But it replaces them all to and the end of the day, I mean, you can you can ask me for a cost. I can't give it to you off the top of my head because I don't know enough about you. But the exact costs depend on your size or scale, location, infrastructure, and so on But it means you and you recurring revenue per FTE improves because when labor is replaced with architecture. Predictability increases your costs stabilize and the all important meetings. It's kind of like a no readiness driven. I mean, it's it's all good. I'm not going to definitely kind of come into a close now, but I hope that I've given you enough of an insight to what the future can hold for your organization. And I think this really is that that is got to be the most exciting development or change for B2B, because it puts the C-suite back in control of the whole journey. You know, it doesn't it doesn't force you into a straitjacket, a marketing straitjacket. And the thing is, you've actually got to get this on the inside and understand it from your own company's perspective. And I think the best, the best thing to do is to read the foundational documents that we've got, which is the revenue reset, and then the go to market landscape tells you about all the other the other businesses that are out there, what they do and the GMT audit , architecture audit. But if you've already completed it and you want to explore that next stage, here I am. You know, if you want to book a course, a call with me, do that link is below. Fill out the audit doc. And and let me show you how it all works, how it all fits together. So something for you to think about before we finish. What's required is, is this this massive exposure to your total addressable market, and you want to attract a small percentage every week to watch or engage with you. So. What you need to think about is how much exposure are you actually achieving right now. Yeah. So how big is your TAM and are you connecting with those who want to remain anonymous for now? Are you connecting with those anonymous prospects? I mean, hopefully you can see how this would work for your business. And if I've done my job properly, if you simply remember that there is an alternative. Finally, I will circle back a bit later. Maybe, you know, when the next quarter's figures come and go. That was disastrous. I think we need to have a chat with this guy, but until then, I'll see you next week.

00. Same time, same place. Bye for now. If this changed. How you think about GTM, you're just getting started. Explore the full Revenue Reset series and join us live next week.