Mindwhirl Marketing Podcast

QBRs Built for MSPs with Marnie Stockman of Lifecycle Insights

October 28, 2021 Mike and Shellly Miller Season 2 Episode 46
Mindwhirl Marketing Podcast
QBRs Built for MSPs with Marnie Stockman of Lifecycle Insights
Show Notes Transcript

In this week’s PODCAST we talk with Marnie Stockman from Lifecycle Insights about why cobbling together your QBRs is a bad idea and how Lifecycle Insights is built for MSPs.

New Episodes Every Thursday where your hosts Mike and Shelly Miller share marketing wisdom and strategies about B2B marketing in an informative, entertaining and lively format.

::: Guest Resources  :::

QBR Walk Through Video: https://youtu.be/XvLUiPO_toA

Book: Literally the Book on Customer Success for MSPs: https://www.amazon.com/Literally-Book-Customer-Success-MSPs-ebook/dp/B09K8VGYBD/ref=sr_1_2?dchild=1&keywords=Literally+the+Book+on+Customer+Success+for+MSPs&qid=1635369278&qsid=146-0228013-3358974&sr=8-2&sres=B09K8VGYBD%2C1986506312%2C1119167965%2C1119624614%2CB07FZ8S74R%2CB08D9S8NJH%2CB079H53D2B%2CB07HZLHPKP%2CB08YMB55N7%2CB01GVJK3XW%2CB08FF6NNXP%2CB00RP0GHBO%2CB07D3Q1FKJ%2CB084311GNH%2CB09121NPN1%2CB005EPRF1I&srpt=ABIS_BOOK

::: Guest  :::

Marnie Stockman of Lifecycle Insights
https://lifecycleinsights.io

https://www.linkedin.com/company/lifecycle-insights-msp

https://www.facebook.com/lifecycleinsightsmsp

https://twitter.com/LifecycleMsp

instagram.com/lifecycleinsights


::: MINDWHIRL  :::

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Shelly Miller:

Welcome to the Mindwhirl Marketing podcast, your source for B2B business building information where we've talked to sales and marketing, and managed service providers and IT service companies, the insider secrets you need to know to grow your business. You want to help you attract leads and sales and show you how to align sales and marketing. So you can get more sales faster, less cost. I'm Shelly. And he's Mike. And today we're speaking with

Mike Miller:

With Marnie Stockman of more of LifeCycle Insights Hey Marnie! Hey, so good to have you here!

Marnie Stockman:

It is good to be here.

Mike Miller:

We're really excited about this. Because you're you have a lot of knowledge on QBRs quarterly business reviews, and, and you know, keeping that major part of an MSP business going right, this is where a lot of the sales take place. So ...

Marnie Stockman:

I liked what Shelly said in your intro of sort of what your podcast is geared toward, because we always say we help MSPs sell to execs, not techs, right? Because it is QBRs are a sales tool, you know, for both existing clients and even in pre sales, because that's the way you do the work.

Mike Miller:

Right. Yes, exactly. And you're obviously the person to talk about this, because not only are you the co founder and CEO of Lifecycle Insights, but you also have a doctorate in education?

Marnie Stockman:

I do. Yeah. And add leadership. So

Mike Miller:

Amazing. And, and not just anything but math. Yes. So very intimidating.

Marnie Stockman:

I hope not to be intimidating. I not that I haven't heard that before from a bunch of 17 year olds.

Mike Miller:

Right? I'm sure

Marnie Stockman:

I have to smile a lot.

Shelly Miller:

Well, it also explains why you're so good with numbers, you know, yeah, looking at data, figuring it ...

Marnie Stockman:

You know, my background comes from like you said, I was a high school math teacher. But then when I landed in technology, it was in the EdTech space. And we built an assessment and reporting platform for teachers. So in the land of making numbers consumable, imagine standing in front of 30 students and having to make a decision immediately about what action to take next, you need it in red, yellow, green, like I can't do any thinking I have to look down at this report. See that Shelly and these four other folks are green and need some enrichment activities. And and so we really focus on, you know, making reporting simple, which is what we brought to Lifecycle Insights. That's kind of how it came to be is, hey, can we use this idea of making data simple for managed service providers?

Mike Miller:

Okay, okay.

Shelly Miller:

Excellent.

Mike Miller:

Tell us a little bit more about Lifecycle Insights, you know, what do you do? What's the product? How does it help?

Marnie Stockman:

So, so our goal, so as I said, I was in an Ed Tech space. And I and another colleague and I were interested in starting a company we had really rallied around the idea of customer success and creating raving fans and our process for doing so. And we were interested in finding a problem to solve where we could create some raving fans of our own product. And I did not expect that I would find the answer to that at a volleyball court. But I had played volleyball with Alex Farling for 20 some years, and knew he was an IT guy. And he knew I came from education. And that was kind of it. And when I told him, we were looking for a problem to solve, particularly around making data easy and consumable for folks, did he have a problem? And he said, Yes, I spent six hours today cobbling together industry firm, I did not know, right, cobbling together reports. For a QBR. I've got, I've got a PSA and an RMM. And this and that, you know, Excel spreadsheets posted notes on my computer, and I need to deliver a consumable report to executives to help them understand their technology health, and it takes me forever, is that something you could do? So the three of us got on a zoom call, and Alex kind of of Shark Tank pitched us on? Like, this is the problem? Is this something you could solve? So that is why Lifecycle Insights came to be we in doing that, we realized that you need to have a source of truth so that you don't end up with lots of duplicate data. So we found that was a problem with the cobbling together notion of reports. So we integrate with PSAs, specifically ConnectWise Manage, Datto Auto Task, Halos PSA Synchro and ITglue. And that is where we grab company contracts, contacts and assets to pull into the platform. So we then do three things just to keep it simple. We automate the QBR reports that you need to take as supporting documentation, asset lists, user lists of full budget forecasts. So we automate a budget roadmap for your Client. And then not automated is the business pain, the sailing portion of a Business Review, which is an assessment. So we have assessment templates in the platform, we also let you build your own. So folks have multiple assessments depending on what they're trying to address. And then we have a unique way of tying those pieces together in recommendations. So we color code everything red, yellow, green, stoplight reporting, right, red is bad, green is good. And it's really easy for an exec to read their assessment report, like, Oh, why is my hardware scored 47% and then have all the supporting documentation behind it, and the recommendations that the MSPs would deliver. So it really helps MSPs have the strategic conversations with their clients, as opposed to feeling commoditized in that we're just giving you widgets and gadgets. Right? It really lets them speak to the health of the technology and how it helps their business, not just a line item on their budget.

Shelly Miller:

Okay, okay. Um, on on your homepage, you have a great walkthrough video that and I one of the things that stuck out even though it seems simple is the colors because you can easily and quickly note, this is what section this is. So that's uh, our to our viewers, go check that video out. It's and it'll be in the description to a walkthrough. That's, that's really informative, and helps you see this is the differences that this tool would make.

Marnie Stockman:

So it's funny you say that because at the bottom of that page, we have one of our partners, William from ETop, who talks about that his whole presentation when he first was like seven days into his trial of lifecycle insights. He, he just told us clients, red is bad, we're going to get the red out. And he sold $100,000 worth of projects in his first seven days, but just on like, bad, red, bad. Let's fix this. I was like, wow, you have a really good relationship with them if you only need two words to communicate so well.

Shelly Miller:

Yes, definitely.

Mike Miller:

Yeah, definitely. But that's great. That's wonderful. So it's a, it's helping them sell more. Right. So the tool is helping them sell more.

Marnie Stockman:

Yeah, without without being just salesy, right. Like it really helps them say business pains, right? Where what are your business priorities and goals? And then how can we align new technologies, increased technology security measures, to help you scale and secure your business? And in doing so, it really helps everybody I, you know, they talk about software is being software as a service or SaaS, and I really believe that managed services are CS as a service. So customer success as a service because they're in the business of making their customers more successful. And their their method of doing that is just technology. Okay,

Mike Miller:

okay, that's a good point.

Shelly Miller:

It is.

Mike Miller:

That's a really good point.

Shelly Miller:

It is, which reminds me so you've made several reasons and points why your, your tool would really help out an MSP, and we've been hearing lately, you know, how about if I just from MSPs? How about if you just make my marketing automation tool, for example, run my QBRs.

Mike Miller:

You know, I have MailChimp, that'll send emails.

Shelly Miller:

Can we just do it there? And yeah,

Marnie Stockman:

So. So I have a whole rant around. And, and male marketing tools. So the CRM rant is like, let's just take what a CRM is, right? A customer relationship manager tool. And the the c part is, in fact, not true. The whole point of a CRM is prospect management to get them to become a customer. So we have first a badly named tool that makes people think that they should be doing that work in that tool. So that's when they start pasting, and cobbling together. And let's face it, it business owners are good at it. So if anybody can cobble together with duct tape, and some chewing gum, two different products, it's this group of folks. But the reality of it is, you're most efficient when you use the right technology. That's what we preach it QBRs we can make your business better if you use the right technology. So I would say the same thing around the marketing tools. The marketing tools are good for automation and regular cadence. So if you're trying to schedule an email, based on your cadence, okay, I can see that fit. But where are you building the reports, the marketing tool, for sure, is not letting you house your asset report the kind of your contact user report that you have to deliver to make sure you're not missing exposed licenses and that type of thing. So it's really a matter of that, it's pennywise foolish t pe of thing when you try to us a product for multiple urposes when they really do 't fit. So that's my that's my thought there. There are compo ents of it that you can use, ut the whole process is not a calable if you're not using a t ol designed to scale that proc ss.

Shelly Miller:

Very well said so yeah, who wants to you really shouldn't ever want to cobble anything together because If what when you're in business for even a little while you start to realize, maybe I I know how to do it. I don't have time to do

Marnie Stockman:

Or should I do that?

Shelly Miller:

Yeah, Exactly.

Mike Miller:

Yeah, exactly. So with your with lifecycle insights, I'm not aware of another QBR tool. I mean, because there's

Marnie Stockman:

There several jobs, I have more than happy to share who the others are.

Mike Miller:

Okay, well, so the ones that I've seen are always like cobbled together marketing automation tools, like either with Keap or with Active Campaign. But what I was wondering is, you know, you, Lifecycle Insights comes with, well, a lot of people have told us just how amazing the tool is, right? So, I'm, I'm going okay, so what is it about it that makes it so amazing? What's that major difference? That makes all the difference? for MSPs.

Marnie Stockman:

So it's interesting, you asked about kind of what the other tools are. And, and I, there are other tools that focus on sort of one or the other area that's really QBR focused. So we could speak to warranty lookups, for example. So if part of doing a QBR is to present all of your assets, and your customer doesn't really want to discuss every single asset, but you need to have that supporting documentation of when assets or warranties are going end of life. So part of what Lifecycle Insights does is warranty. lookups so there are certainly warranty lookup tools out there, like the scale pads of the world, right? They include warranty, lookups. But we go beyond warranty. lookups. That's just part of what we do to clean up your data in the platform. So there's this whole notion of automating reports, what types of reports can you automate. And then and there are a couple other products that do that. So Narmada and Propel Your MSP are the two we typically hear about that work on those Automation Components. The other part of our platform, the assessment piece, we're not a CMMC assessment tool that goes out with an agent and and detects things. We're not a network detector. So not in that regard. But in terms of what questions are you asking, so a lot of you folks use, like we've heard strategy overview vCIO toolbox managed services platform, that's more of a questionnaire tool that's very manual. So those are kind of the two places where we see competitors. But what Lifecycle Insights does is helps you connect the dots, so we take your assessment responses that are red, and say, which of these assets are causing the problem, right, so we automated all of this stuff over here. And now you can connect the dots and say, if we replace these seven, heaven forbid, Windows seven machines, you still have, we're gonna solve his business pain problem, and we put it together in a recommendation. So that's one of the big differentiators. Another would be the fact that we actually check your data quality. So when we first started Lifecycle Insights, our beta partners were really excited, they were confident they had good data, they were ready to go run their report. But they found that they needed the warranty lookups and some manual intervention to fix their data because you know, garbage in, garbage out. And then the other piece that is fairly new to us is we built Report Builder, so that you can get a very consistent look over all of your reports in the platform. But not only that, with a click of a button, you can regenerate the exact same QBR for each of your clients. So to have kind of an easy button to push to generate that report saves a ton of time. And it also has presentation mode. So other folks were then taking pieces from other platforms screenshotting them putting into a PowerPoint. So like in the land of mind numbing things, it would be screenshotting, an entire 70 page document, to put it into a PowerPoint. So we allow you to have this report builder view, which is a presentation mode that lets you click through it like it's a PowerPoint, but you don't have to build the PowerPoint to do it.

Mike Miller:

Oh, wow. Okay.

Shelly Miller:

I can see that for so many different applicants. Wonderful.

Mike Miller:

People are telling us that it's lifecycle Insights is amazing.

Marnie Stockman:

Well, and I'll be honest, I don't think it's so much the I think it's a good bit of the tool, but we really do focus on creating raving fans. So I have to brag on both our developers and our support team and our adoption specialists. So if you go ask folks what they think of us, they will probably tell you that like they respond to tickets quickly. I asked them for something on Friday. They built it on Sunday. I know somebody on support sent over a note yesterday and it took them three hours to reply and they apologize and the MSP wrote back like same day service is superior to me to which we felt like you need to set the bar higher, because we're disappointed that that took three hours for us. So we aim for raving fans and, and our partners make us better. So we listen to feedback. And then we pivot based on what they need and what makes sense. So we have weekly workshops on Fridays that any of our partners can come to, they can provide feedback, we show them updates of what's new and upcoming, we try to do some thought leadership if we hear things in the space, and it is the conversations with them, that do make it a very community based, right this is what you need, because this is what you're telling us you need not because we've decided it's what you need.

Shelly Miller:

Well, you're very passionate about it. That's clear. So you have you have a new book coming out. And you're also a platform, could you tell us about that?

Marnie Stockman:

I'd love to Yeah, so sneak peek, I had the author's copyright here. It is Literally the Book on Customer Success for MSPs. Because I feel like we should be able to say like, literally, we wrote the book on it literally, all about upon. So this book comes from, you know, my previous world where it was an enterprise, a tech company, we had a huge team $20 million worth of ARR with over 95% Set retention rate. You can't track metrics on that size scale, just by going with your gut instinct, right? Like, oh, I think Shelly and Mike like us, they're surely not going to go anywhere. And then come to find out that Shelly and Mike haven't logged into the platform, or even noticed that we exist in seven months. And they're, you know, you're a threat for churn. So, so we wrote the book about, really, it's kind of a half half stories, half guide or workbook. You know, there are there it comes with downloads of worksheets that you should print out to do the work to help really define a few things. How do you segment your customers, so that you know who needs a true quarterly business review? And who maybe only needs one semi annually, right, so So not everybody needs the same business review. And they don't need to be Quarterly. We call them that, because that's the industry standard. But the reality of it is, they're different segments. So we talked in the book about, I say, we because if it takes a village to raise a child, it took that whole village plus my two children to write this book. So so we talked about segmentation, we we kind of define the process that we used to define customer health, right? How do you know, your clients are happy? And what metrics do you have. And if you're using your gut for that, that's not scalable, so we need to write it down. Because MSPs are all about processes that they can put in place to make things scalable, so other folks can do it, they can delegate it, opportunity. So a big portion of customer success is knowing where you have opportunities within your client base. So we work with a lot of consultants and the the industry, there's agreement around the fact that quarterly business reviews done right, can really bring 30% more MRR or project work into your client base, you know, without even going outside. And then lastly, setting customer goals and tracking toward those goals with technology health. So in the book, I talked through doing that manually. And then in a shocking turn of events, we thought it was such a good idea, we decided to build a platform that mirrored the process so that MSPs have pretty color coded red, yellow green charts, to track their customer health, their segmentation, business reviews and stack alignment. And I have to say that our that our beta folks are most excited about both the stack alignment and the customer health by segment. Because if you've got your largest, most valuable client who's red in terms of customer health, right, that's that is anxiety producing, and you need to get to work to repair that. So we're we're very excited about both of these. So yeah, thank you for asking.

Shelly Miller:

So when when's the book coming out? Yeah.

Marnie Stockman:

So I hit click on Amazon, next Tuesday. So it should be a really, I don't I don't know if that takes a 24 hour period or something. So it should be available November 1 ish. And we will have the book at ITNation November 10 through 12th. So we're, we're packing them up. Anybody that comes in chats can can grab a book, and that's when we're launching the platform as well.

Shelly Miller:

Okay, great. I'll I'll put the link in our description

Mike Miller:

I can't wait to buy the book

Marnie Stockman:

Stop by and see me, I'll just ship one to you guys.

Mike Miller:

That's nice. Yeah, that's great. So I'm assuming that you go into detail about what makes a customer you know, an MSP client red, right? Like, what puts them at risk.

Marnie Stockman:

So for an MSP, I actually walk them through an activity. Because, you know, the reality of it is, is there are many different rules for this is there are MSPs. So I walk them through an activity and start with, like, here are some ideas. For example, is there a new leadership change in the organization? Are you hearing merger and acquisition? Have they asked for the password to any of the super secret? You know, services that they may need? Have they emailed you and asked for a line item list of your contract? Are they happy in terms of CSAT, you know, customer satisfaction scores, Net Promoter Score, what's their general sentiment, that and, and the general sentiment, everyone thinks like, well, that's the one. But I, you know, when I, when I did these numbers, when I did customer success before, just because someone liked, you didn't mean they were going to stay with you. So stack adoption is another piece, if they, if they use 85% of the services that you offer, even if they weren't happy for a day or two, they'd be hard to leave you. But if they're only using a small portion, like maybe two or three of your services, then somebody else could easily come in, under cut in bidding. And you wouldn't even know right, because you didn't have a strategic relationship, or a sense, really, of how they're feeling about it. So we give you a place to, to really create your own, we give you some out of the box, right? We give you sentiment and CSAT and NPS renewals are they likely to renew, but also you can define for yourself, and then score them on a scale of zero to 100 average that together, right? You can wait that and decide like, if they're if they're not 75% happy with me, I'm not going to make them green, I want to I want to, I want to trigger when that falls below 75%. So I can really go work to make them happy.

Mike Miller:

Wow, that's

Shelly Miller:

automatic projections. Yeah.

Mike Miller:

It is I mean, it is then you could well want to know that then you can develop strategies to bring them to green.

Marnie Stockman:

So you have checklists in the platform of like your CPR, right? Your your recovery strategy, like how are we going to bring this back to life? Exactly that right, as soon as they fall. That's what I did when I was a customer success manager on Mondays, I would look and if anybody moved, because we were in software, so I could see if folks weren't using the platform. So if their usage dropped off, I would go see why. Right? Like, are they not interested in the product? Were they on vacation last week, and I don't need to worry about it. And then there are strategies that are not just calling and saying, Hey, are you mad at me, you know, if you're in charge of a strategic relationship with someone, you need to have a reason to call them. So hey, it's the end of the year, it's now time to look at assets that you might want to buy, because you've got you know, PPP money from this year. And you don't just want to go buy everybody iPads because they're cool. We need to look at the technology, you have to help prioritize. That's a great reason to call somebody now at the end of the year. And it gives you insights then into, like, he did not take that call, you know, like she was mad and started yelling about a ticket. So I know there's a customer satisfaction problem. So you need to have a plan for addressing it and a checklist for how to get them back. And not just to green, we want them to be raving fans. So there'll be referrals, because what a great way to sell is through referrals, you know?

Mike Miller:

Yes

Shelly Miller:

I love that. Yeah. It's like an insider tool. Like it's like a secret to me. I mean, you know, like, Wow, you really need this. I mean, it helps you in so many aspects of your business.

Mike Miller:

Well, like Dan Kennedy always said that. You wanted to approach marketing, like, like this, if you owned a restaurant. And Jim came in every morning, comes in every morning and gets eggs and bacon. Every morning. He's done that for two years. If one morning he doesn't show up. Somebody needs to find out what happened to Jim.

Shelly Miller:

Yeah, absolutely.

Marnie Stockman:

Absolutely.

Mike Miller:

That's what you're talking about with, you know, customer success. So it makes me wonder how far you take it.

Marnie Stockman:

So So I think, first you have to start somewhere. So you can't say like, I have to have all these things right away, or you get overwhelmed, but you have to prioritize the first thing. And when you look at your, like I talked about them in quadrants of let's take our high value, high effort clients. So these are probably your compliance clients. They have a lot of needs, they're providing a lot of value to your company. And if they left, it would be bad for you. If one of those goes red, that's got to be your first priority, right? And then you also need to put processes in place to address how can we automate right now this is a good time for our marketing tools and our, you know, automation tools with if we've got this lower quadrant, that's low effort, low value, but it's still MRR to your company, right referral opportunities. What can you do from a mark remarketing to your current client perspective, that would keep that client, front of my unit, but keep you front of mind for that client. So if you're providing certain value, then every month, you should remind them, but you can remind them with, hey, it's fall. And all of my clients wanted to know how to do this. So here's some things you could do. Right. So it's the whole, it always comes back to education for me so. So you can use that segment and automation, right to remarket back to your customers that are not in the high touch Business Review component, but are in the lower maybe once a year annual review, but you still continually go back to them and remind them of why they need you your technologies and any new ideas you have for them. Perfect, perfect. It reminds me of your social posts. And I am going to plug that and promote that because it's like the most entertaining thing to me on LinkedIn. Always give away so much great information. The the webinars that you're part of are wonderful. Because you care so much about MSPs and making sure they have the tools. So it's every every article is a knowledge bomb that you put out there. And I appreciate also have those your social links in the bottom for anybody. That's awesome. Thank you.

Mike Miller:

Yeah, everybody should connect with

Marnie Stockman:

Yeah. Oh, I would love that for sure.

Mike Miller:

Yeah, good. Good. Um, and what else was there about the there was the book, and then

Shelly Miller:

The new Platform, but what discusses that with the book.

Mike Miller:

Oh, yeah, that's right. Yes, that's right. Yes.

Marnie Stockman:

I don't know how you managed but we smushed them all together.

Shelly Miller:

I guess it's just best to that's so much to undertake. So put them all together. Yes, get this. It's a lot of work. But you get it all done at the same time. So

Marnie Stockman:

Well, it's you know, in the world of education. When we were, as we were working through with our partners, we were getting questions around, how can I track this for my own clients? Right, so so we started to see a need, and we started to do research on what customer success look like, in the MSP space. Now, of course, they're called account managers, salespeople, vCIOs, CEOs, right, a lot of folks are doing this role around customer success. So it doesn't need to be defined as a human. But as a part of the program. So when we started looking in this space, we really didn't see any other tools in this space. But we were getting a lot of questions about it. So we thought, well, we should write a book around how they can think about it, and answer a lot of the questions that our partners were already asking us. And I was familiar with a lot of the Customer Success tools that are there for software products. So there's Gainsight, Totango Churnzero, Planhat, etc. But th y're not geared toward the sam metrics that an MSP would want So they are more gear d toward automation of of how ma y clicks you've had in platform type of thing. Whereas what MS s really want to see is t at stack alignment are folks, ou know, have they agreed o use my secret sauce, my DNA o my MSP, right, because they b lieve in what we're bringi g to the table. So that's, th t's what brought us from, li e, let's write a book abou helping folks, you know, ans er their customer success que tions to like, you know, what, e should probably build the pl tform to go

Shelly Miller:

Excellent. I think they go hand in hand. That's, that's amazing.

Mike Miller:

Yeah. And that's a that's a huge effort an undertaking to put it together to make it. You know, we are that. I have one, I know that you're under a hard deadline. I have one more question for you. Just just to see. You know, I'm wondering You had mentioned 30%. Yes, exactly. So is that what MSP should be looking at? Like so if, if I've got if only like, let's say 10% of my revenue is coming from up sales to existing clients. I should be thinking that's low. Right. So

Marnie Stockman:

So what we typically see and this is from talking with lots of other consultants in the space, so it's not just us with our partners, it is working with consultants that work with hundreds of other partners right. So what they what we hear is that 10% upsell on MRR and additional 20% on project work right out of the gate. If you haven't been doing business reviews with them regularly. If you're on a regular cadence of business reviews, that initial bump wouldn't be as high as 30%, necessarily. But if you don't have a cadence, you shouldn't be surprised with at least a 30% Bump. And it will be a combo platter of MRR and some project revenue. Okay, so we have one partner that lets us tell this story. He was about 350,000 a year and had been for six to 10 years. And then he decided to follow the process and build business reviews and we coached them into you know, what, what, how that business review looked? And I mean, pinged us afterwards and said, when we got to the end, and I didn't know what to do, and one of my business partners, Alex said, like, when do you what do you mean, you didn't know what to do? Like, we went, we went through this, what do you mean? And he said, Well, they said, okay, and I said, Okay, what? And they said, we'll do it. And he said, We'll do what? And they said all the $80,000 project. So if you figure compared to where his revenue had been, like he added, you know, all of that in one shot. Yeah. So so, you know, it's sort of those results may vary. But we really see if you consistently implement a process where you have not had one, you between time savings and upsells, my goodness, 30% is is reasonable, for sure. And you should be saving. If you're cobbling together spreadsheets for 12 hours, let's just do an under an hour with some clicks, can we? Can we can we do it faster? Like we can push the buttons on the date is reading in nanoseconds. So let's improve on that.

Shelly Miller:

And that's the compelling reason.

Mike Miller:

Yes, exactly. So so what I'm hearing is, you're gonna make more money every year, and you're gonna save a lot of time. And time is money.

Marnie Stockman:

And you're gonna reduce churn. So like, if you're having strategic conversations with your partners, they're less likely to leave you.

Mike Miller:

Yeah, absolutely. And that's so important. Because let's face it, you know, leads are hard to find, you know, and getting customers is difficult. So when you have exactly, yeah, once you have one, you want to keep them and keep them happy. Lifecycle Insights is what helps you keep them happy. Exactly. Yeah. So that's fantastic. Well, Marnie, really, thank you so much for joining us on the Mindwhirl Marketing podcast. And it's really been a pleasure

Shelly Miller:

We have really enjoyed it, we've been looking forward to it for a couple of weeks.

Marnie Stockman:

Yeah. Excited. Yes.

Mike Miller:

Oh, good.

Shelly Miller:

It's almost like you know, you're famous. We keep hearing about you. And then you're like, Yeah, I'll be on the show. I'm like, All right. Well, okay.

Marnie Stockman:

I don't have the ego to believe that but I will

Shelly Miller:

soak it in. So yeah. Believe it believe it.

Marnie Stockman:

I feel like I'm walking into the show. And you're having like a New Year's Eve event, and I'm just in my power. I feel like all stars here.

Mike Miller:

No, no, our shelf fell off the wall. So we had to get fancy.

Marnie Stockman:

If my shelf fell off the wall. You would be looking at an even emptier wall than I currently have.

Shelly Miller:

Well, great talking to you.

Mike Miller:

Thanks Marnie.

Shelly Miller:

You are welcome back anytime. Thanks again, for listening to the mind world Marketing podcast. Make sure to subscribe to the podcast on iTunes, Google podcast, Stitcher, Deezer or Spotify. Plus, check out my where on YouTube and subscribe. You'll find a lot more marketing tips, insights and resources that will help you get your sales and marketing working together and moving in the same direction.