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Well, welcome to the show. Here we are again. I'm Nigel May, if you didn't know. I just noticed that you it's a bit difficult to see. If I move out the way, you can see my name a bit better. One of the interesting kind of foibles, I guess, about uh this type of thing, you know, the the the the on-screen graphics. But anyway, let's get on with it. GTM reset. This is where we are, this is what we're doing. And the whole thing about the show is that we have uh built and designed, designed and built something that nobody's ever done before. And yes, you know, we you know I can I can tell you how amazing AI is and so on. Um, but the the the point with uh I think I think everybody everybody knows it. I mean everybody knows that AI is great, but it's actually about how you use it. And that's one of the kind of the critical things about to about today's show is about how how we can use this technology that we've built. Um, and and there's there's a a lead into it. So you've heard of FAB. So if you're in sales, you've heard of FAB, which is feature, attribute, and benefit, what it is, what it does, what it means. And then you look at who and what your business is about, and uh kind of bearing that in bearing that in mind. Now, the the one thing I will say that this morning, because this is all about um how this technology works, this morning. So, because of last week, I thought what we need to do is to reboot, make sure we reboot everything to begin with before I start the show, and everything should run smoothly. And it didn't quite run smoothly. And of course, these different lots of different companies produce lots of different updates, produce the updates, and you expect everything to work smoothly and efficiently, and it seems to work, and then it it you realize that some of this software is a bit flaky, and you know, you've got a lot of people using it, um, and it and it doesn't it doesn't do what you want it to do, and and what I'm getting at is that is the speed at which um this the the the prompter works and I use a prompter because it needs to keep me on track, um, and that's what uh that that's where we are. So we're gonna talk about sales exchange and and who we are. So we we help companies. Let me just do one thing. I'm wondering, I wonder if this is going to work. I just have to do this. We'll see how that works. So basically, we help companies replace their fragmented Martec and outbound sales operations with a broadcast-driven operating system. So that enables them to reach their entire total addressable market continuously and a fraction of traditional go-to-market costs. See, most companies, most B2B companies are invisible to about 95% of their market, and we solved that by turning go-to-market into a broadcast infrastructure instead of a lead gen function. That's what we're about. Now, the reason I'm starting there is that um there's something I read just recently that that kind of stopped me in my tracks in a way, and it was by Andrecine Horowitz, the A16Z, which is the big Silicon Valley venture capital company. They published two articles in the same week, and both were about the same thing, really. This shift of what they call systems of record to systems of intelligence. And their argument, in plain English, is this. So for the past 30 odd years, the company that owned your data owned you, target Salesforce, Hubspot, and so on, got to like 140 billion and 9 billion respectively, not because their software was the best, but because once your data was in there, you weren't leaving. Your contacts, your call history, your deal notes, all of it was locked in. Their customers were, as one of the AZ A16Z writers put it, hostages, not customers. But that's changing. AI agents don't need a dashboard, they don't need a UI, they just need structured data, an API and instructions. That's it. And what A16 said is that that that's the value that's migrating upwards away from the database and into reasoning and orchestration, and that basically sits, that whole orchestration sits above it. And so the system of intelligence, which is what it's called, is what does the actual thinking and makes the decisions and takes the action. And that's where the next generation of enterprise value is going to be built. Um Mark Anderson said this week that AI isn't the moat. That's not the thing. It's what is built with AI, is the thing. So I put so I read these two comments, like the these two articles, and I put this um this, I made a comment basically. Nothing long, just pointed out that we kind of built one really. And the last time I checked, 9,000 people had seen it, which tells you that the conversation is resonating, and it's only been a week, literally a week. So here's the kind of it that where it gets where it does get interesting. So when you look at other businesses claiming that they are operating systems, they fall into kind of one of two camps. The first is the the kind of DIY AI platforms, um, drag and drop builders where you can build something like CRM or something like that, or a workflow tool, or even an automation sequence. And the second are what I would call ring binder systems. So documented processes, playbooks, instructions, that kind of thing, how to run a department. Um useful, but it's you know it's not an operating system. So what we've built is the physical thing, the the scripting, the processing, um, the complete, the total TAM, total addressable market exposure, content distribution, um, the mechanisms that orchestrate meetings, the content prep, decks, quotes, comparisons, research, all delivered directly to salespeople when they need it. And on top of that, we've got the analytical and telemetry into infrastructure, um, which leads into like a centralized hub for training and onboarding. Um, and if we get it all right, and it's all integrated with Notion. So here's the thing that kind of maps directly to what A16Z describing as the future. You ask Claude a question by voice or by typing, and the answer comes back from BigQuery, which has got GA4 connected into it and Python scripts, whatever's needed. So the intelligence is connected to the infrastructure. The reasoning layer sits above the data layer, exactly as they described. So we didn't we didn't build this because of their articles, it took us long enough. We built it because B2B organizations needed it. So those two articles just confirmed that we were on the right track. And also, fortunately, Google confirmed it too. So we're at the top of the search engine results page for this this particular space. So when I say we're different, it's not just a bit of a claim, it's actually documented, and to our knowledge, nothing else exists like it anywhere. So that's the backdrop. And um, I'm just gonna pause my my prompter here because one of the things I tell you is it's proper wind-up when you're doing this and you realise that the the tech because last week it was great, it was something else that's something else that happened last week, but it's but that's not to put too fine a point on it, that's the point of live shows. It's and it's not I I've said this you know, over during this series that it's not about um having this beautifully polished show that actually it was recorded, it was on video, and so they made sure it was perfect every single time. That's not the point. That's not what um what we're saying. Your prospects want to see, they want to see you in the same way that you can see me, and if it goes right, it goes right. If it doesn't, it doesn't. But it's how you deal with it. I mean, I could read, I could read, I could put my head down and just read straight from straight from the script. But the the point is, and I just want to I'm gonna just stop something and start something. Um the point of of all of this is um where are we, where are we? Um so that's the backdrop. Okay, let's get that let's get to there. So that might have that might have tweaked it. We'll see how we get on with that. But the the the the point is is that doing doing things live, doing this this type of thing live has an impact. And I'll kind of come on to the the the the the kind of the multiplication from this, but the point is is that you you you have to display your authenticity, and you can't do that with a video because everybody has the ability to make that video look perfect. So, anyway, so that's the kind of the backdrop, the whole thing, the AZ, A16Z thing, the the fact that this is being talked about at kind of a significantly high VC level, and so that's that backdrop. So, about today's show, and what I want to talk about is this. So, how how does a B2B company actually get seen at scale whilst kind of reducing the effort to do it? Because all this technology should reduce labor, shouldn't it, it shouldn't increase it. And we all know that businesses have in that have installed so different software platforms, they've ended up ended up watching their admin go through the roof. And so when you look at the the rise of go-to-market infrastructure, um for most businesses it's just a wish list, it's not it's not reality. And so there's a there's a huge amount of confusion. So there's confusion about the technology, the strategies, tactics, and that confusion raises a pretty important question, which is how on earth does a sales company comp compete with every other sales company in the same space if it's all using exactly the same software, same strategies, same tactics? And when it comes to hiring people, the job specs ask for people who who already know how to use those same tools. And so those same it's just the same approach every single time. And if you look at um if you look at this, you you're not competing, you're copying. But if you look at these figures, first, second, third, and tenth year, 20% in the first year, 30% in the second, 50% in the third, and by year 10 70%. But compound, that's 91.6% of all businesses go bust. You think, wow, not gonna happen to us because we've got we've got investment. Great. 40% fail, period. 80% fail to meet their own targets, 95% fail to generate an ROI. So the problem is, is that you you are you've been you you're copying, everyone's copying each other, you've been pushed into it to buy identical platforms, hiring identical people, and wondering why the results are identical. So the bottom line is your um your USP is your product and your people. And it is completely wrong to be made to look like hundreds of other businesses. And no wonder the same percentages of businesses go bust today as they did 25 years ago. And the other, I mean this is this is a bitter pill, the other problem, nobody believes you. CEOs like you and I have become so jaded and so distrustful of what we've been told by that that most marketing does actually become noise. It is all noise. So the first thing, the real critical thing, is you we you as busy as B2Bs, we've got to understand our total addressable market, its size, where it lives, and where you can reach it. So the thing is, if you um if you imagine um a canvas, yeah, and on the left, you've got all your content and everything you want people to read, watch, and listen to. And all this content here needs to be open access, sitting on your website, all ready to go. In the middle, you've got your social platforms like LinkedIn and Facebook and Instagram and YouTube and so on. And these this is where your unknown market is, and I say that again, there they are unknown, you don't know who they are. People you've never heard of. And over here, you've got your known market, the people whose emails you've got. And there's a thing that not you may know this, you may not, I don't know. Um, but you can upload your email database to LinkedIn to make sure your paid adverts appear in the news feeds of those same people. Okay, so you've got two very distinct groups, the known and the unknown. Just pause that. Um and and the the the bottom line is is that you as a business you you want to get you want to get in front of them. Let me just just check this. So blah blah blah. The problems most companies post once or twice. So one of the problems that happens is that when you're looking at existing social media strategies, what tends to happen is that a post gets produced and someone in marketing says to their colleagues, do us a favour, put this on your on your on your LinkedIn profile, would you? And that ends up constituting social media campaign. And so that's why not much happens. And that's why I would say that most um most CEOs would say, Well, do you know what? There's no point doing social media because it's a waste of time. We never get anything from it anyway. And you have to think about that. So so businesses have been have have been given this frame. This not frame, yeah, it's basically a framework to think this is this is it, this is your lot. This is how it works. And you have to think about that. You've been told how it works, and therefore what you do every single day is the same. And so the bottom line is that you've produced all this content, it's sitting there waiting for people to see. You're not getting the traffic that you want to your website because it's being hammered by your AI that are giving people all the answers, so you need to drive traffic to it. How are you going to drive traffic to it? So getting people to post on their on their own personal profile, that ain't a strategy, and that's why the perception is it's a waste of time. So you have to, you know, you have to think about what what on earth has been going on, and there is nothing happens, social media platforms exist to facilitate broadcasting. B2Bs have to adopt this kind of broadcast mentality, and without it, it's like winking at someone in the dark. You know what you're doing, but no one else has got a clue. And that's been the reality of B2B marketing for the past 20, 30 years. I mean, did you know that each LinkedIn profile can post up to 20 times a day? That's a fact. So a mechanism is needed that can exploit that. But obviously, there's some caveats, you know, you can't post the same thing every single day and multiple because it has spams, it has to be different, and so on. And that's where most companies fall down. Because you take a look at that and you go, I'll forget that. It's too much agro. Until now. And what's required is an infrastructure that can construct multiple posts and distribute them every day, every week, every month, and repeat. Basically, what everyone's ever wanted, which is set and forget. So you think about that. So we've we've built, that's what we've built, that's what these this show's about, these shows are about, and so on. So we we we post we create a track, but one track is 30 posts. Okay, one per day. We've got 20 tracks running. I think 20 times 30, 600. We've got 600 posts going out every month. On repeat. And if you see you have to think about this. You think about the scale of this, it's spectacular. So let me show you. I'll just show you this. One of the things that I was talking before about the whole marketing thing, if you look at um you look at this particular slide here, uh CB Insights basically said after with all of these, you can take a screenshot of this or whatever, but um all the stars along that along there are all marketing related, and that means that it equates to 52% of all business failures are marketing related. It's not good. So then we've got this, we've got our slide here. This is we're gonna I'm gonna leave this on there for a little while. Um the the bottom line. The bottom line is you you you've got to be outputting something every day, and it is really, really simple. And the frequency that we're saying is simple because I have absolutely no idea when you're on LinkedIn. You might be on holiday for a couple of weeks, you might only check it on Tuesdays or or Thursday afternoons or or whenever. I just need to I just need to pause this again because it's 'tis one of those things um like I said, you might be in you you I I have no idea when you're when you're on l when you're on um on LinkedIn. Absolutely none. You could and even if you were in the office you're busy, um I I have No, I've just have no idea. You can see that when when something happens, right? You can you think, wait, wait a second, he's lost his train of thought there. Yeah, because because my notes goes go starting to go really slowly. But it is an impossibility for anybody to know when someone's going to look at social media. Yeah, you can send someone an email, but hey, emails are emails, aren't they? We all know where they go. But the the point is is that I need to be on um appearing on social media every time you go on it. And that's why you can post 20 times a day per profile. So just imagine that avalanche. I call it an avalanche. It's an avalanche of content being seen by your total addressable market. And every um every view, every reaction, every comment, every click is registered. And so for the first time, you can have complete visibility of your entire market, not leads, not contacts or anything like that, but your actual market, your total addressable market. All we have to do now is wait for them to buy. Because once they do, you've documented that entire sales process and your entire those sales stages with receipts on a rolling monthly basis. And the reason I say about with receipts on a rolling monthly basis is when you look at this particular diagram, what I might do is just make that a bit bigger for you. Um you look at this diagram, you've got on the left, you've got the the output, so you've got social media, you've got email, you've got banners, and that drives traffic to watch a live show like this, and but for them to be able to learn to download PDFs, to down to look at information and content and so on, and all of that gets distributed across your social media platforms like LinkedIn, YouTube and so on. All of that data goes into BigQuery, giving you the most jaw-dropping analytics. I'll come on, come to come back to that in a second. So, because of that, I mean there is a there is a step before. That's that's that's that's the the whole point of this. Um and we know that as B2Bs, buyers want to self-serve, self-educate, remain anonymous, and calculate the ROI before they even speak to a salesperson. That's a fact, we know that. Bottom line is they're smart, we're smart, we know they we know exactly what we're doing. And we don't need to be told what to do by somebody's salesperson. And because of that, that awareness, the the research shows, and and most salespeople have heard all this. You know, it's this is this is this is the not the excuse, but it's this is what's going on. You look at this, 86% of the journey is done in silence. So that that whole thing, if you know, if your average sales cycle is say nine months, you can see there we've got those dots at the bottom right, those greens, and then you've got that diagonal line. If your cycle is about nine months, you might be looking at something like five years for a total journey, especially if it's a high high-ticket, high, high-value product or solution or software. So, how on earth do they get to know I can trust you if they won't if they won't meet you? And that's why the importance is there because of live streaming. You know, not some polished video like I was saying before, it's live streaming. I mean, it's got a certain quality to it. Uh you you'd be the judge of that, but mistakes happen. And you know, I like I said, I could do this as a video, you wouldn't, but you wouldn't see him. But that's that's what makes all of this human and it makes it authentic. And like I said, you know, video can and should be perfect, but live is real, it's authentic. Um and and and that's that's why I do it. You know, if you look at, you know, we've got we've got this this process here, which is um our SX Connect, if I make that a bit larger for you. Um the bottom line is you want to go live every week. And once you do go live, I'm gonna talk about this this section um next, not next week, the week after. But the the point of this is that when they when they're live, once you go live, people are able to get are able to first get to know I can trust you, and then they can decide if they want to go through the discovery process, meet you, and then buy from you. But that's that's the whole point of this. So really, when we're when we're looking at this, when we're looking at this, this this these mechanisms, it's breathtaking. The opportunities that are available to B2Bs right now are absolutely incomparable to what was possible, I don't know, 20-30 years ago. And I say this because most businesses have been misled by the Martech industry. You have to let that bit sink in. Yeah, very few have adopted live streaming or video podcasting, which actually means right now this is this is about as close to the Wild West as you're gonna get. And it's absolutely it's absolutely wide open. Absolutely wide open. Um and I and I think that you know if you you you're watching this this this live stream now, yeah, you and and when we we talk about um multiplication. So one live stream, it's about an hour, give or take, gets converted into video, gets published on the on your website. It's got a transcript, about I don't know, three and a half to five thousand words, give or take. That gets indexed by Google. The website article has got the embedded video as well, and the transcript picked up by both YouTube and Google. Then you can get five to ten minute clips out of them, five, six, seven of them, depending on how long the video is. 20 plus 21 shorts, and then we we published 20 uh three shorts for seven days after the show. Then there's a podcast with a transcript that's distributed via RSS to around I think it's 12 to 15 RSS feeds and all of the people that are connected to that. So we started this whole process, I think it was late March, early April, and this is this this just blows me away. If you combine the the views and impressions, we've had 66 and a half thousand views and impressions and over 70 hours of watch time and 1600, 1600 downloads in that time. How? It's almost like saying, how's that possible? It's only him. How can he be pushing that that much content? How can he get that much exposure? If you think what your BDRs and SDRs are doing, one person doing all of that, you think about you think about how many people you've got working for you. Math the math's not difficult. Multiply it, scale it up. Yeah, so you you you've now got potentially hundreds of thousands or well, hundreds and not hundreds of thousands, hundreds and potentially thousands of posts going out every month, and all of that needs to get monitored, managed and monitored. You think, poor. Now you know what's working. You've got so much stuff going out. You want to know the engagement of every asset. If you're paying people to do this, you want to know what's happening with your downloads, what's happening with the social posts, what's happening with the emails, and you want to know which platform is actually driving the best results. And so basically, you every you've got you've got all these different data streams, yeah? Every single stream you've got, websites, multiple LinkedIn profiles, um, multiple YouTube channels, podcasts, emails, absolutely everything is fed into BigQuery. And you think, oh, SQL. Hey, hey, how's that supposed to work? Because it's all it's all yeah, it's all script-based, yeah. But this is where it just gets amazing. Every send, every click, every view, every call to action from every single platform that we are exposed on to consolidate in one place. This this is just jaw-dropping. And you ask Claude to do the report. Before, you know, we were all you you know, people are used to these types of things. I'm not going to say they're boring, I think they're great, but this was like the dashboard era. Yeah, there's just more and more data and more screens and everything else. And the assumption that you as CEO or you or I as CEO would become, I don't know, better analysts. But we weren't the analysts, we're not the analysts, we're decision makers. We're the entrepreneurs. So you end up with rooms full of people whose job it is to interpret the dashboard for the CEO. What it means is, which is this kind of latency. This is latency, um, and more opinion between the data and actually making a decision. And so you think, well, loads of graphs out. How's this all going to work? How's this work out? So I was going to show lots of graphs. So we've got this graph, we've got that graph, look at what's happening here, look at what that what's happening there. And I thought, there's no point. There's no point. It is a boring show. You don't want to see graphs, you want to know what's going on. And so I thought, I'll come with you in a second. So I thought, what I want to do is I'm gonna, I'm just gonna explain how this all works. And I thought, if it was me watching someone talking about this, I'd be thinking, he's blagging. He hasn't, he hasn't actually got any grass, he's just he's just kind of giving it the big one. So I thought I best I best practice what I preach, right? So I can put my glasses on for this. So these were impressions and certain spikes at certain times, and then there was a sales exchange impressions, and then our our go-to-market channel, the GTM reset impressions, and then downloads and clicks and more clicks and more times when we post stuff out, and it just went on and on and on until I thought that's nonsense, just show them that. And this this this is genuinely just jaw-dropping using I go back to what I said right at the very beginning when I opened and said about um using AI and it's amazing, and and and so on. This is where the entire analytical layer is completely collapsed. And I think it it it it genuinely 100% says that the CEO can become the analyst because the interface now is conversation. Um what I mean is you you don't need to ask an analyst, just ask Claude. Um just think it's it's a a a very, very significant transition for businesses. Massive, massive, massive, massive. Because you asked Claude of the I don't know, of the YouTube posts, the youth of the YouTube views, how many we which which was the best performing YouTube video? And of all of the YouTube videos, which ones garnered the most downloads? Oh, can you add in LinkedIn to that as well? And uh and within a minute uh that it just appears. And it's uh I I I I I'm I I when it when I first realized I could do this, I was speechless. So which platform drove the most downloads last week? Plain English, plain answer, there it is. And you make a decision. And this this data is is is collated, compiled um every day. And this is this is mind-blowing. This is the most powerful data set any business can ever have. Because before, had the the the the analysts like fawning over these these beautiful dashboards, hoping that you would need them to interpret it. Now you just ask Claude. I mean it's just it it it is um it I can't even now when I think about it, I'm just like, I can't believe this is going on, this is happening. So us B2Bs, we have to have to say us, of course I say us. We need to visualize what this means to get um exposure to tens, thousands, hundreds of thousands of business businesses every week, but in the knowledge that, knowing that every single item is tracked and monitored and so on, just I mean the bottom line is that you you you now know what your total addressable market is actually doing and responding to, even though they're all anonymous. Because they're being being because you're able to track everybody through this and get through engagement and downloads through UTM codes and so on. As every post, every article, every email. And that's the reality of what this infrastructure delivers. And like I said, it's still the Wild West. For 20 years, businesses accepted their lot. We all listened to the marketers, all adopted the SaaS, and left and and and but pretty much left the marketing department to get on with it, and got the results that we deserved. I mean, YouTube, I mean, on top of it, YouTube's also shifting because they made some in some pretty significant announcements just uh just recently at Brandcast 2026, and then what and they're signalling about what the future means for everybody, not just not just the consumer lot, but for B2Bs as well. The opportunity is just uh I can't I can't I can't express how important this is. So you you've got this um you've got this ability now, this this massive, enormous ability to say, wait a second, take a step back, get a drink, get a coffee, and and just think about this. So you're now at this point thinking, okay, so what Nigel's telling us is that we can operate as if we were on television every week. Yeah, that's right, that's right, that's right. And I'm saying that you can go and buy, if you haven't already got one, you can go and buy a database, an email database for your entire total addressable market in any region, local, national, international, any country. You can go by that. You can present yourself in your total addressable market in every single country with the help of LinkedIn as well. I should get paid for this, but no, yeah. And so the mechanism is there, the the infrastructure is there, it's it's changed over the you know, we we started building this last year, and now the VCs and all the investment companies and all the different people out there going, well, actually it's not AI, it's what you build with it. And we go, well, actually, we built this because this is what was needed for B2Bs, and so because of the significance and importance of this, that there's so much to it because this is a sales and marketing infrastructure, a replacement infrastructure. Nobody's ever done this before, and we're using it, it's happening, people are using it. It's functional, it's exciting, it gives you visibility on something that you've never had before, and believe it or not, it reduces your costs, cuts your costs significantly, and exposes you to more business than you've ever been exposed to before in the history of your company. Four pennies. Now, you can think, he's just saying that. I've been selling for 40 years, I know what I'm talking about. So this is no longer, you know, that kind of sales process, you're kind of soft peddling a bit. And you go, would you would you please would you like to have it? No, this is it, this is this is where it's at. It's not first come, first serve, but it is about that technology curve. You know, you see that you've got the innovators, early adopters. That's where this is at. Your decision. But what I want to talk about, and kind of move on from that because everything's on the website, you can see everything on the website and and and so on and so on. But but what I want to talk about is the first stage of this, and that's about how we reach our total addressable market, and it's conveniently called SX Sales Exchange Reach. So it's not just about sending out posts, emails, banners, it's about if you might kind of it's about visualizing your total addressable market and building this kind of multiple faceted campaign that's designed to attract, engage, and educate your buyers before they buy. This is about getting seen and noticed at scale. And it might 600 posts a month, you might sound a bit like it's a bit a lot of work, but it isn't. The biggest time element is how long it takes to plan what you're going to do. And build out these domain assets and your call to action content like the PDS, downloads, that that type of thing. Or whatever you want to put in front of people. So I'll just show you how to how we do one track. Like I said before, one track is 30 posts, and you'll see you'll see how this works. So we go to here. So this is this is an illustration of of SX Reach. So we we we construct these, and this is kind of the the most important and kind of primary activity of this is getting exposure to your product. To your total addressable market, and the objective is to reach your prospects using social media, email, and banners, and that's what this is about. So you can see the similarities on this image. What's different is the title at the top and the text that goes in the post on LinkedIn. So how do we do it? We construct it. You've got a banner layer, a text layer, and a base layer. The base layer is that picture, is the as you can see, the the main picture in the middle. The middle layer is that title that I told you I just mentioned. And the banner layer is me across the bottom. And that's constructed. So you basically you get GPT, Claude, to generate 30 text files. And we use our system that puts the the bottom picture, the middle title, and the top banner, layers them together and constructs an image and creates the text that would go in that post at the top with a call to action link, schedules it, posts it, uploads it, goes out every day, every month until you stop it. It's it's exactly what you need. And as as I showed you before, that's just one campaign, eight of them. Eight times thirty, two hundred and forty. And they are the posts that you see on LinkedIn. And that's it. Now setting it up simple. Upload the information, it gets generated. Apresto, it happens. I mean it's it is as it's supposed to be as simple as that, and it is as simple as that. So then you go on, we get on, you know, but once once that's been done, so you you you've you've constructed all these posts. And now now my now my my my um teleprompter chooses to go really slow. I don't want it to go slow. Oh look, it's sped up, it's speeding up. So now we've got email. So we've gone to email. Now the thing with it with email is that our system integrates with any email provider using the API. Yeah, I mean you could do it manually, but if you do it manually in certain certain platforms, they strip out um the UTM codes, um, which we don't we we don't want that. Um so the whole thing with having the UTM codes in place, that's what gives you the visibility of what's happening. Okay, um, very similarly, you create the the the the the the image and the banner it and so on click you click the button, confirms what it is, sends it out. So the the everything that we're doing is I get I don't even want I how can I get tongue-tied if I've got a teleprompter, but I'm just it is so good, so organized, so structured, and so simple, and you do it once until you choose to stop a track and do another one. So you do this work up front, and it turns out I mean, even today, I've got 20 posts going out today, and tomorrow, and the next day. No, it's a no-brainer, but there's more because the next part of this is looking at the the the your banner adverts, because it's all well and good putting posting stuff on uh social media and then sending emails direct to people, but some those not then they although you've got their email address, their email address, they probably won't know you. Only a tiny, tiny, tiny number of people will know you. So the way of communicating and keeping kind of front of mind is through banner adverts. So you put you upload the email database to LinkedIn, output banner adverts which are similar but not the same. That's that's that's the bottom line, they're just similar. And again, the way that it it um gets orchestrated is put through um our platform and it's distributed, and I mean, like I said, the the reason we say it's similar is because you don't want the the creators to look the same. There's a thing called um fatigue, like image fatigue and so on. And so it it just it just shows that you're you are thinking about them, but also they go. I recognize that, I've seen that before. So you've got all this activity happening, the monitoring of it gets posted through to um our the the ops platform, the ops section, and again, with like I said before about asking questions, just ask Claude. It doesn't matter, it doesn't matter what you want, doesn't matter what combination you want, how you want to slice and dice it, ask Claude. So once all those three elements are in place, they're all operating on repeat. Emails and banners are activated when you're ready, everything. Every piece of data starts being collected every day. So, like I said, you can you can pull any report combination you want. And you could even map it, I don't know, it could be news events, holidays, kind of seasonality stuff, whatever you need. I mean it honestly, it's a bit like being a kid in a sweet shop. You've got everything you want, and then you've got this. And it's you could be feel a bit overwhelmed by all this and and kind of paralyzed by choice, but but the thing is you don't you don't need to choose, you don't need to worry about it. Just let it happen. That's that's what it's supposed to do. You want a question, get ask a question, get an answer. You go from this kind of process of look at all this data is coming out of my ears. Ask the question, get the answer through Claude. That's the big shift, that's what everything that we've built. The big query layer, telemetry, this whole UTM, um, the urchin tracker module, the whole the whole attribution thing, um, the download tracking, everything, that's the infrastructure that makes everything I've said real. I mean, it's properly proper, proper, proper, real. It's not aspirational or anything. I mean, it's it's it's an I even to the point of saying it's a new era. I'm not far I'm not wrong on saying that. For for B2Bs, that is. You look at this screen, this executive view. I'm not going to talk about next week and be the week after because next week I'm going to talk about live and about this kind of setup, and I'll show you what we got and and how it works. But um and what and and what the drivers are for it. And it's not complicated, okay? But what this executive view screen is, I'll show it to you here. What this executive view screen is, is that you've got social, email, and banner, you've got what happens during live and your visibility for live. And at any point, your prospects can book a self-service discovery call, they complete the self-service and have a meeting with you, with one of your salespeople. So all of that activity is right the way across the top. How many meetings this week, this month, how many proposals generated, how many quotes sent, because some of them will get edited and sent. Um, salesperson puts the figure into notion. Bingo, you've got the pipeline value for that quarter, the change on that quarter. This is absolutely everything that a sales organization, sales that B2B sales organization has ever wanted, and it's in one operating system. And SX Reach is just the start of it. Like I said, I'll come on to the over the next few weeks. I'm going to go go through each of these in in detail. But the the before I fit before I finish off, um I will mention the course because we have a we have a course. And the reason there's a very specific reason we have a course, because like I mentioned, I keep mentioning B2B organizations have been misled, misinformed, misguided, whatever you want to call it, when it comes to B2B marketing. The industry that generates the software has its largest portion in the consumer and in the consumer-based industries. And as a result, the uh the software strategies and tactics are based upon consumer activity, how consumers behave. Us as B2Bs do not behave in the same way when we're buying software or something for our business as we would if we walk past a shop and bought a pair of shoes. And that's and if if you understand that bit, that means every single person that is involved in sales and marketing or is connected to sales and marketing to generate revenue has all been told the same thing. So before you even think about going this this this this operating system is spectacular, let's get it in. No, you've got to understand the course first, just one person needs to do the course, I think. So that's how we're recommending it. One person in your company does the course first, you or um someone that you trust does the course first, evaluates it, talk about it, and then make a decision how you want to move forward. The suggested recommendation is one or two people do it first, then you decide who else needs to do it, and when everybody's on the same page, start implementing and putting the operating system in place. Because then once you do the course, the operating system makes absolute complete sense, and that's it. So I think that um it's strange, is when I move my mouse, it moves quickly more quickly. But next week, as I said, I'm going to talk about um uh Sales Exchange Live and what it means to do broadcasting and doing your own live shows every week. But like I said, this is a new era. You've got to kind of look at it in that respect. But that's it, that's all for today. That's all for today. I will see you same time, same place. Let's go back to maybe that one. Same time, same place. And I hope you have a great week. And I'll see you then.

SPEAKER_00 56:20

Bye for now. You have been listening to the GTM Reset Podcast, the audio edition of the Sales Exchange live show. If this episode reflects what you are seeing in your own business, the next step is to explore the model properly. Use the links in the description to watch the full video eventually. If you want to see how this will be organized,