{"version":"1.0.0","segments":[{"speaker":"\u003e\u003e Paul Bird","startTime":15.23,"endTime":17.064,"body":"This is partner relationship Management,"},{"speaker":"\u003e\u003e Paul Bird","startTime":18.044,"endTime":20.503999999999998,"body":"the Ultimate Channel sales podcast."},{"speaker":"\u003e\u003e Paul Bird","startTime":25.124000000000002,"endTime":27.764,"body":"Welcome to another episode of the Ultimate Channel Sales"},{"speaker":"\u003e\u003e Paul Bird","startTime":27.804,"endTime":28.604,"body":"podcast."},{"speaker":"\u003e\u003e Paul Bird","startTime":28.764,"endTime":30.504,"body":"I'm your host Paul Bird."},{"speaker":"\u003e\u003e Paul Bird","startTime":32.004000000000005,"endTime":34.684,"body":"How does a private equity takeover typically"},{"speaker":"\u003e\u003e Paul Bird","startTime":34.763999999999996,"endTime":37.626000000000005,"body":"impact a company's strategic direction and"},{"speaker":"\u003e\u003e Paul Bird","startTime":37.65,"endTime":39.814,"body":"how it can affect their channel partner program?"},{"speaker":"\u003e\u003e Paul Bird","startTime":40.153999999999996,"endTime":43.025999999999996,"body":"Sometimes channel partner programs get the ax when"},{"speaker":"\u003e\u003e Paul Bird","startTime":43.05,"endTime":45.762,"body":"a PE firm takes over. In today's"},{"speaker":"\u003e\u003e Paul Bird","startTime":45.818,"endTime":48.786,"body":"episode, we'll explore this issue, investigate the"},{"speaker":"\u003e\u003e Paul Bird","startTime":48.81,"endTime":51.546,"body":"underlying reasons, and discuss strategies."},{"speaker":"\u003e\u003e Paul Bird","startTime":51.61,"endTime":54.474,"body":"Protect your channel program from being eliminated during"},{"speaker":"\u003e\u003e Paul Bird","startTime":54.514,"endTime":57.506,"body":"a private equity takeover. As usual, feel free"},{"speaker":"\u003e\u003e Paul Bird","startTime":57.53,"endTime":59.946,"body":"to follow along with the transcript or easily"},{"speaker":"\u003e\u003e Paul Bird","startTime":60.01,"endTime":63.01,"body":"replay sections with our chapter markers. Our"},{"speaker":"\u003e\u003e Paul Bird","startTime":63.042,"endTime":65.75399999999999,"body":"guest today has been in the channel space for more than"},{"speaker":"\u003e\u003e Paul Bird","startTime":65.794,"endTime":68.47800000000001,"body":"21 years. His expertise includes"},{"speaker":"\u003e\u003e Paul Bird","startTime":68.526,"endTime":71.48599999999999,"body":"Potts transformation as a service and if you're not familiar with the"},{"speaker":"\u003e\u003e Paul Bird","startTime":71.50999999999999,"endTime":74.406,"body":"term Potts, that stands for plain old telephone service."},{"speaker":"\u003e\u003e Paul Bird","startTime":74.55000000000001,"endTime":77.214,"body":"SD wan sase and mobility solutions."},{"speaker":"\u003e\u003e Paul Bird","startTime":77.374,"endTime":80.174,"body":"In his most recent role as director of channel"},{"speaker":"\u003e\u003e Paul Bird","startTime":80.214,"endTime":83.01400000000001,"body":"sales at Spectrotel, he was their very first sales"},{"speaker":"\u003e\u003e Paul Bird","startTime":83.054,"endTime":85.90199999999999,"body":"hire and grew their channel department to more than"},{"speaker":"\u003e\u003e Paul Bird","startTime":85.958,"endTime":88.94999999999999,"body":"15. Today he's with us to talk about"},{"speaker":"\u003e\u003e Paul Bird","startTime":89.06200000000001,"endTime":91.422,"body":"how you can take over proof your channel"},{"speaker":"\u003e\u003e Paul Bird","startTime":91.47800000000001,"endTime":94.30000000000001,"body":"program from private equity. Please welcome David"},{"speaker":"\u003e\u003e Paul Bird","startTime":94.332,"endTime":97.132,"body":"Sherman. Welcome to the show, David. It's great to have you here."},{"speaker":"\u003e\u003e David Sherman","startTime":97.268,"endTime":100.244,"body":"Thank you, Paul. Pleasure to be here. Appreciate the opportunity."},{"speaker":"\u003e\u003e Paul Bird","startTime":100.404,"endTime":103.32400000000001,"body":"Perfect. So why don't you tell us a little bit of some of the"},{"speaker":"\u003e\u003e Paul Bird","startTime":103.364,"endTime":106.25200000000001,"body":"highlights in your career in the channel so far."},{"speaker":"\u003e\u003e David Sherman","startTime":106.428,"endTime":108.95599999999999,"body":"Yeah, so it's been a great ride, without a doubt."},{"speaker":"\u003e\u003e David Sherman","startTime":109.06,"endTime":111.83000000000001,"body":"Definitely, always evolving, always growing"},{"speaker":"\u003e\u003e David Sherman","startTime":111.94200000000001,"endTime":114.494,"body":"as we see additional partners and"},{"speaker":"\u003e\u003e David Sherman","startTime":114.57400000000001,"endTime":117.334,"body":"vendors and suppliers continue to join the"},{"speaker":"\u003e\u003e David Sherman","startTime":117.374,"endTime":119.828,"body":"race, the race to the bottom, and many"},{"speaker":"\u003e\u003e David Sherman","startTime":119.96600000000001,"endTime":122.72,"body":"instances as we see the prices going"},{"speaker":"\u003e\u003e David Sherman","startTime":122.832,"endTime":125.44,"body":"and more data requirements for the"},{"speaker":"\u003e\u003e David Sherman","startTime":125.47200000000001,"endTime":128.392,"body":"companies across the board. But yeah, I mean it's been"},{"speaker":"\u003e\u003e David Sherman","startTime":128.408,"endTime":131.248,"body":"a wonderful ride. A lot of growth, a lot of"},{"speaker":"\u003e\u003e David Sherman","startTime":131.296,"endTime":134.168,"body":"mergers, acquisitions and now private equity getting"},{"speaker":"\u003e\u003e David Sherman","startTime":134.216,"endTime":137.12,"body":"into the mix. And each one of those have their own pros"},{"speaker":"\u003e\u003e David Sherman","startTime":137.152,"endTime":139.866,"body":"and cons associated with them. I have pretty"},{"speaker":"\u003e\u003e David Sherman","startTime":139.906,"endTime":142.842,"body":"diverse background. I've worked for that local income"},{"speaker":"\u003e\u003e David Sherman","startTime":142.874,"endTime":145.738,"body":"and carrier. The AT and T is a verizon to the"},{"speaker":"\u003e\u003e David Sherman","startTime":145.762,"endTime":148.758,"body":"world. I do have some cable experience with nodes and"},{"speaker":"\u003e\u003e David Sherman","startTime":148.782,"endTime":151.27,"body":"head ins. I have worked for a smaller"},{"speaker":"\u003e\u003e David Sherman","startTime":151.318,"endTime":154.006,"body":"facilities based carrier, so I'm familiar with"},{"speaker":"\u003e\u003e David Sherman","startTime":154.04600000000002,"endTime":156.76600000000002,"body":"switching and networking and nnis and things of that"},{"speaker":"\u003e\u003e David Sherman","startTime":156.806,"endTime":159.63,"body":"nature. And then in the channel space with"},{"speaker":"\u003e\u003e David Sherman","startTime":159.678,"endTime":162.638,"body":"a next, generation aggregator, more of a"},{"speaker":"\u003e\u003e David Sherman","startTime":162.662,"endTime":165.614,"body":"global economy provider in the same"},{"speaker":"\u003e\u003e David Sherman","startTime":165.67000000000002,"endTime":168.598,"body":"space. But each one of them bring along their"},{"speaker":"\u003e\u003e David Sherman","startTime":168.622,"endTime":171.174,"body":"own opportunities, their own potential,"},{"speaker":"\u003e\u003e David Sherman","startTime":171.35,"endTime":174.336,"body":"and then some downsides that can come along with each of those"},{"speaker":"\u003e\u003e David Sherman","startTime":174.376,"endTime":175.156,"body":"as well."},{"speaker":"\u003e\u003e Paul Bird","startTime":175.336,"endTime":178.244,"body":"So what do you enjoy the most about being a, ah, director of"},{"speaker":"\u003e\u003e Paul Bird","startTime":178.26000000000002,"endTime":179.22,"body":"channel sales?"},{"speaker":"\u003e\u003e David Sherman","startTime":179.388,"endTime":181.46,"body":"Well, it's definitely developing"},{"speaker":"\u003e\u003e David Sherman","startTime":181.508,"endTime":184.412,"body":"relationships, partnerships, nurturing"},{"speaker":"\u003e\u003e David Sherman","startTime":184.484,"endTime":187.142,"body":"those engagements and helping"},{"speaker":"\u003e\u003e David Sherman","startTime":187.488,"endTime":189.99200000000002,"body":"customers save money ultimately is really the"},{"speaker":"\u003e\u003e David Sherman","startTime":190.024,"endTime":192.264,"body":"goal or plan for"},{"speaker":"\u003e\u003e David Sherman","startTime":192.32,"endTime":194.836,"body":"optimization, digital transformations"},{"speaker":"\u003e\u003e David Sherman","startTime":195.136,"endTime":197.48000000000002,"body":"to improve their business processes"},{"speaker":"\u003e\u003e David Sherman","startTime":197.648,"endTime":200.424,"body":"and increase profitability long"},{"speaker":"\u003e\u003e David Sherman","startTime":200.48000000000002,"endTime":201.94,"body":"term for sure."},{"speaker":"\u003e\u003e Paul Bird","startTime":202.02800000000002,"endTime":204.88400000000001,"body":"Any plans coming up for yourself? What's next for you and"},{"speaker":"\u003e\u003e Paul Bird","startTime":204.9,"endTime":205.65200000000002,"body":"your career?"},{"speaker":"\u003e\u003e David Sherman","startTime":205.804,"endTime":208.556,"body":"Yeah, so it's interesting, yes, that director of channel"},{"speaker":"\u003e\u003e David Sherman","startTime":208.596,"endTime":211.412,"body":"sales has been my title for the past, it would"},{"speaker":"\u003e\u003e David Sherman","startTime":211.44400000000002,"endTime":214.22,"body":"be 16 years. I have"},{"speaker":"\u003e\u003e David Sherman","startTime":214.308,"endTime":216.78,"body":"personally just accepted a"},{"speaker":"\u003e\u003e David Sherman","startTime":216.868,"endTime":219.548,"body":"b channel development role in the"},{"speaker":"\u003e\u003e David Sherman","startTime":219.572,"endTime":222.532,"body":"similar space. More of a boutique firm, but with a global"},{"speaker":"\u003e\u003e David Sherman","startTime":222.604,"endTime":225.564,"body":"reach and many more products and services"},{"speaker":"\u003e\u003e David Sherman","startTime":225.66,"endTime":228.52800000000002,"body":"to offer, so that there's really no opportunity"},{"speaker":"\u003e\u003e David Sherman","startTime":228.592,"endTime":231.512,"body":"that's too large or too small. Nothing that you have to walk"},{"speaker":"\u003e\u003e David Sherman","startTime":231.544,"endTime":234.464,"body":"away from, but still have the ability"},{"speaker":"\u003e\u003e David Sherman","startTime":234.52,"endTime":237.44,"body":"to take advantage of those partner engagements"},{"speaker":"\u003e\u003e David Sherman","startTime":237.608,"endTime":240.15200000000002,"body":"and customers as well, of all"},{"speaker":"\u003e\u003e David Sherman","startTime":240.184,"endTime":240.996,"body":"sizes."},{"speaker":"\u003e\u003e Paul Bird","startTime":241.376,"endTime":244.056,"body":"Well, congratulations. So let's get into"},{"speaker":"\u003e\u003e Paul Bird","startTime":244.17600000000002,"endTime":246.864,"body":"today's discussion on private equity"},{"speaker":"\u003e\u003e Paul Bird","startTime":246.92000000000002,"endTime":249.872,"body":"takeovers. So how does a private equities"},{"speaker":"\u003e\u003e Paul Bird","startTime":249.94400000000002,"endTime":252.608,"body":"firm takeover typically impact a"},{"speaker":"\u003e\u003e Paul Bird","startTime":252.632,"endTime":255.494,"body":"company's strategic direction? And how do you"},{"speaker":"\u003e\u003e Paul Bird","startTime":255.51000000000002,"endTime":258.506,"body":"feel it can affect their channel partner program?"},{"speaker":"\u003e\u003e David Sherman","startTime":258.806,"endTime":261.67,"body":"Well, it can definitely affect it in many ways, without"},{"speaker":"\u003e\u003e David Sherman","startTime":261.718,"endTime":264.702,"body":"a doubt. Weve seen it run its course in"},{"speaker":"\u003e\u003e David Sherman","startTime":264.734,"endTime":267.702,"body":"many other companies where this has taken place. And in"},{"speaker":"\u003e\u003e David Sherman","startTime":267.734,"endTime":270.558,"body":"some cases it can fuel the fire and"},{"speaker":"\u003e\u003e David Sherman","startTime":270.66200000000003,"endTime":273.422,"body":"lend them additional resources and capabilities,"},{"speaker":"\u003e\u003e David Sherman","startTime":273.61400000000003,"endTime":276.27,"body":"the ability to improve their products and their"},{"speaker":"\u003e\u003e David Sherman","startTime":276.318,"endTime":278.998,"body":"portfolio for their customers and"},{"speaker":"\u003e\u003e David Sherman","startTime":279.022,"endTime":281.988,"body":"vendors. In other instances, it could be"},{"speaker":"\u003e\u003e David Sherman","startTime":282.012,"endTime":284.85200000000003,"body":"eliminated completely or changed to the"},{"speaker":"\u003e\u003e David Sherman","startTime":284.884,"endTime":287.86,"body":"point where it's no longer the same"},{"speaker":"\u003e\u003e David Sherman","startTime":287.908,"endTime":290.676,"body":"program at all and could be through"},{"speaker":"\u003e\u003e David Sherman","startTime":290.716,"endTime":293.34000000000003,"body":"adopting different platforms. It could be through"},{"speaker":"\u003e\u003e David Sherman","startTime":293.468,"endTime":296.468,"body":"pricing changes that take place, especially in private"},{"speaker":"\u003e\u003e David Sherman","startTime":296.532,"endTime":299.092,"body":"equity, where those investment bankers,"},{"speaker":"\u003e\u003e David Sherman","startTime":299.244,"endTime":302.092,"body":"they really want to make their money back in a shorter period of"},{"speaker":"\u003e\u003e David Sherman","startTime":302.124,"endTime":304.522,"body":"time. Traditional mindset, for that business"},{"speaker":"\u003e\u003e David Sherman","startTime":304.594,"endTime":307.00600000000003,"body":"owner, and in many instances,"},{"speaker":"\u003e\u003e David Sherman","startTime":307.37600000000003,"endTime":310.2,"body":"there are going to be other changes that take place, whether"},{"speaker":"\u003e\u003e David Sherman","startTime":310.248,"endTime":313.008,"body":"that be on timeframes for things to get done,"},{"speaker":"\u003e\u003e David Sherman","startTime":313.072,"endTime":315.92,"body":"whether it be on, commission structures for both"},{"speaker":"\u003e\u003e David Sherman","startTime":316.04,"endTime":318.56,"body":"internal employees as well as agents and"},{"speaker":"\u003e\u003e David Sherman","startTime":318.64,"endTime":321.64,"body":"partners out in the field. And it could be just based on"},{"speaker":"\u003e\u003e David Sherman","startTime":321.68,"endTime":324.384,"body":"relationships with suppliers and or vendors,"},{"speaker":"\u003e\u003e David Sherman","startTime":324.552,"endTime":326.91200000000003,"body":"especially in private equity. In many"},{"speaker":"\u003e\u003e David Sherman","startTime":326.976,"endTime":329.92,"body":"instances, that new ownership"},{"speaker":"\u003e\u003e David Sherman","startTime":330.04,"endTime":332.856,"body":"could own or have hands in"},{"speaker":"\u003e\u003e David Sherman","startTime":333.008,"endTime":335.468,"body":"multiple companies in the same space for"},{"speaker":"\u003e\u003e David Sherman","startTime":335.484,"endTime":338.348,"body":"sure. And again, that can bring along"},{"speaker":"\u003e\u003e David Sherman","startTime":338.404,"endTime":340.76,"body":"its own positive and negative attributes."},{"speaker":"\u003e\u003e Paul Bird","startTime":341.06,"endTime":344.028,"body":"So if we look at, if the investment firm"},{"speaker":"\u003e\u003e Paul Bird","startTime":344.084,"endTime":346.844,"body":"decides to keep the partner programs, what"},{"speaker":"\u003e\u003e Paul Bird","startTime":346.892,"endTime":349.75600000000003,"body":"other ways do they bring about change to"},{"speaker":"\u003e\u003e Paul Bird","startTime":349.788,"endTime":352.692,"body":"it? Is there effect on the channel leadership team?"},{"speaker":"\u003e\u003e Paul Bird","startTime":352.836,"endTime":355.832,"body":"Is there kind of, additional changes that they typically"},{"speaker":"\u003e\u003e Paul Bird","startTime":355.968,"endTime":358.784,"body":"try to make that you can kind of fight against a little bit?"},{"speaker":"\u003e\u003e Paul Bird","startTime":358.86400000000003,"endTime":361.448,"body":"What do you see when they decide to keep it?"},{"speaker":"\u003e\u003e David Sherman","startTime":361.616,"endTime":363.91,"body":"When they decide to keep it, they usually,"},{"speaker":"\u003e\u003e David Sherman","startTime":364.416,"endTime":367.224,"body":"try to keep it at the same"},{"speaker":"\u003e\u003e David Sherman","startTime":367.344,"endTime":370.25600000000003,"body":"or lower cost, which in some cases"},{"speaker":"\u003e\u003e David Sherman","startTime":370.32,"endTime":373.024,"body":"for the partners can be detrimental because"},{"speaker":"\u003e\u003e David Sherman","startTime":373.104,"endTime":376.072,"body":"they've built this customer base over time,"},{"speaker":"\u003e\u003e David Sherman","startTime":376.208,"endTime":379.12,"body":"in many cases, a residual commission that"},{"speaker":"\u003e\u003e David Sherman","startTime":379.152,"endTime":381.724,"body":"is their lifeblood, in addition to"},{"speaker":"\u003e\u003e David Sherman","startTime":382.024,"endTime":384.92,"body":"what are considered one time spiffs or"},{"speaker":"\u003e\u003e David Sherman","startTime":384.992,"endTime":387.632,"body":"bonuses for the business they bring to us, like a"},{"speaker":"\u003e\u003e David Sherman","startTime":387.648,"endTime":390.186,"body":"finder's fee. But not all"},{"speaker":"\u003e\u003e David Sherman","startTime":390.33,"endTime":392.89,"body":"equity firms want to continue"},{"speaker":"\u003e\u003e David Sherman","startTime":393.002,"endTime":395.55400000000003,"body":"paying in that vein. Now, these are"},{"speaker":"\u003e\u003e David Sherman","startTime":395.594,"endTime":398.258,"body":"1099 employees, for the most part, that"},{"speaker":"\u003e\u003e David Sherman","startTime":398.306,"endTime":401.082,"body":"own their production. But"},{"speaker":"\u003e\u003e David Sherman","startTime":401.218,"endTime":404.212,"body":"sometimes, it may be looked at as easier to pull"},{"speaker":"\u003e\u003e David Sherman","startTime":404.38800000000003,"endTime":407.164,"body":"the plug on those type of programs than it is on"},{"speaker":"\u003e\u003e David Sherman","startTime":407.204,"endTime":410.18,"body":"direct internal employees. That might be looked at"},{"speaker":"\u003e\u003e David Sherman","startTime":410.212,"endTime":412.916,"body":"more negatively as a layoff or"},{"speaker":"\u003e\u003e David Sherman","startTime":413.02,"endTime":415.776,"body":"something that could potentially drive down"},{"speaker":"\u003e\u003e David Sherman","startTime":415.94,"endTime":417.128,"body":"share pricing."},{"speaker":"\u003e\u003e Paul Bird","startTime":417.296,"endTime":419.528,"body":"So almost get rid of the long term"},{"speaker":"\u003e\u003e Paul Bird","startTime":419.576,"endTime":422.384,"body":"residuals and focus on net"},{"speaker":"\u003e\u003e Paul Bird","startTime":422.42400000000004,"endTime":424.488,"body":"new or land and expand."},{"speaker":"\u003e\u003e David Sherman","startTime":424.656,"endTime":427.224,"body":"Yeah. And then also what you see in some"},{"speaker":"\u003e\u003e David Sherman","startTime":427.264,"endTime":429.68,"body":"cases is that the internal"},{"speaker":"\u003e\u003e David Sherman","startTime":429.712,"endTime":432.632,"body":"employees that have the loyalty, the longevity,"},{"speaker":"\u003e\u003e David Sherman","startTime":432.688,"endTime":435.672,"body":"and have produced the most, which are most often getting"},{"speaker":"\u003e\u003e David Sherman","startTime":435.728,"endTime":438.456,"body":"paid the most, could potentially be in a"},{"speaker":"\u003e\u003e David Sherman","startTime":438.48,"endTime":441.2,"body":"position where replacement could become an"},{"speaker":"\u003e\u003e David Sherman","startTime":441.232,"endTime":444.196,"body":"option. May become an option, or they might look"},{"speaker":"\u003e\u003e David Sherman","startTime":444.22,"endTime":447.22,"body":"at it as the freedom to hire five or"},{"speaker":"\u003e\u003e David Sherman","startTime":447.252,"endTime":450.092,"body":"six new people for the same price that they pay one or"},{"speaker":"\u003e\u003e David Sherman","startTime":450.108,"endTime":453.044,"body":"two today. So those are all on the table."},{"speaker":"\u003e\u003e David Sherman","startTime":453.204,"endTime":455.436,"body":"And you see that happen in many different"},{"speaker":"\u003e\u003e David Sherman","startTime":455.5,"endTime":458.34000000000003,"body":"instances across the board, especially within the"},{"speaker":"\u003e\u003e David Sherman","startTime":458.372,"endTime":460.108,"body":"past five to ten years."},{"speaker":"\u003e\u003e Paul Bird","startTime":460.276,"endTime":462.822,"body":"So in your experience, are, there some common"},{"speaker":"\u003e\u003e Paul Bird","startTime":462.878,"endTime":465.814,"body":"reasons that an investment firm might cancel"},{"speaker":"\u003e\u003e Paul Bird","startTime":465.934,"endTime":468.918,"body":"or significantly restructure a partner program,"},{"speaker":"\u003e\u003e Paul Bird","startTime":469.00600000000003,"endTime":470.658,"body":"kind of post takeover?"},{"speaker":"\u003e\u003e David Sherman","startTime":470.846,"endTime":473.618,"body":"If they feel that there are other"},{"speaker":"\u003e\u003e David Sherman","startTime":473.666,"endTime":476.25,"body":"ways to generate that same business and or"},{"speaker":"\u003e\u003e David Sherman","startTime":476.282,"endTime":479.274,"body":"expand on it at a lower cost, that would be the main"},{"speaker":"\u003e\u003e David Sherman","startTime":479.314,"endTime":482.282,"body":"reason. It goes back to the fact"},{"speaker":"\u003e\u003e David Sherman","startTime":482.338,"endTime":484.62600000000003,"body":"that they might look at one particular"},{"speaker":"\u003e\u003e David Sherman","startTime":484.73,"endTime":487.05,"body":"relationship or partnership where theyre"},{"speaker":"\u003e\u003e David Sherman","startTime":487.082,"endTime":490.05,"body":"paying thousands upon thousands of"},{"speaker":"\u003e\u003e David Sherman","startTime":490.082,"endTime":492.93,"body":"dollars per month for business that has"},{"speaker":"\u003e\u003e David Sherman","startTime":492.962,"endTime":495.83,"body":"already been in the pipeline and active, in some, cases,"},{"speaker":"\u003e\u003e David Sherman","startTime":495.902,"endTime":498.558,"body":"for years, because these"},{"speaker":"\u003e\u003e David Sherman","startTime":498.726,"endTime":501.182,"body":"original agreements carried evergreen"},{"speaker":"\u003e\u003e David Sherman","startTime":501.238,"endTime":504.214,"body":"clauses where the partners would get paid"},{"speaker":"\u003e\u003e David Sherman","startTime":504.254,"endTime":507.03000000000003,"body":"for the life of the customer. Unfortunately,"},{"speaker":"\u003e\u003e David Sherman","startTime":507.10200000000003,"endTime":510.00600000000003,"body":"once a private equity firm comes in, they may have"},{"speaker":"\u003e\u003e David Sherman","startTime":510.03000000000003,"endTime":512.79,"body":"a little bit more flexibility and leeway on what they"},{"speaker":"\u003e\u003e David Sherman","startTime":512.822,"endTime":515.814,"body":"choose to keep in place going forward. In some"},{"speaker":"\u003e\u003e David Sherman","startTime":515.8539999999999,"endTime":518.558,"body":"cases, those clauses get pushed by the wayside,"},{"speaker":"\u003e\u003e David Sherman","startTime":518.726,"endTime":521.606,"body":"along with those residual commissions, which have grown to"},{"speaker":"\u003e\u003e David Sherman","startTime":521.67,"endTime":524.314,"body":"significant figures over years and years."},{"speaker":"\u003e\u003e Paul Bird","startTime":524.644,"endTime":527.62,"body":"Are there other performance metrics that are often"},{"speaker":"\u003e\u003e Paul Bird","startTime":527.732,"endTime":530.3439999999999,"body":"evaluated by, a private equity firm to"},{"speaker":"\u003e\u003e Paul Bird","startTime":530.3839999999999,"endTime":533.1379999999999,"body":"determine the effectiveness of a, partner program?"},{"speaker":"\u003e\u003e Paul Bird","startTime":533.202,"endTime":535.866,"body":"And are they really looking at the right metrics,"},{"speaker":"\u003e\u003e Paul Bird","startTime":535.986,"endTime":538.794,"body":"or is there kind of a flawed analysis? In a lot of cases,"},{"speaker":"\u003e\u003e Paul Bird","startTime":538.9699999999999,"endTime":539.338,"body":"I think."},{"speaker":"\u003e\u003e David Sherman","startTime":539.362,"endTime":542.226,"body":"In many cases, I would hesitate to call it flawed"},{"speaker":"\u003e\u003e David Sherman","startTime":542.266,"endTime":545.266,"body":"analysis, because when you're talking about private equity,"},{"speaker":"\u003e\u003e David Sherman","startTime":545.3059999999999,"endTime":547.762,"body":"you're talking about investment bankers, and that"},{"speaker":"\u003e\u003e David Sherman","startTime":547.794,"endTime":550.6579999999999,"body":"financial that they bring to their position is the"},{"speaker":"\u003e\u003e David Sherman","startTime":550.6819999999999,"endTime":553.2719999999999,"body":"reason that they're there. So its not"},{"speaker":"\u003e\u003e David Sherman","startTime":553.304,"endTime":555.944,"body":"necessarily flawed, but by the same"},{"speaker":"\u003e\u003e David Sherman","startTime":556.0,"endTime":558.776,"body":"token, theyre not necessarily concerned with"},{"speaker":"\u003e\u003e David Sherman","startTime":558.8159999999999,"endTime":560.9599999999999,"body":"past production relationships,"},{"speaker":"\u003e\u003e David Sherman","startTime":561.0079999999999,"endTime":563.752,"body":"loyalty, time and service, things of that"},{"speaker":"\u003e\u003e David Sherman","startTime":563.784,"endTime":566.632,"body":"nature, which are generally looked"},{"speaker":"\u003e\u003e David Sherman","startTime":566.664,"endTime":569.472,"body":"at favorably, at least during the period when youre"},{"speaker":"\u003e\u003e David Sherman","startTime":569.5039999999999,"endTime":572.448,"body":"building relationships and building a business from"},{"speaker":"\u003e\u003e David Sherman","startTime":572.472,"endTime":575.3679999999999,"body":"an entrepreneurial mindset, which is a little bit different than the"},{"speaker":"\u003e\u003e David Sherman","startTime":575.3919999999999,"endTime":576.824,"body":"investment banking side."},{"speaker":"\u003e\u003e Paul Bird","startTime":576.9599999999999,"endTime":579.512,"body":"Trey, do you think that they should really take those"},{"speaker":"\u003e\u003e Paul Bird","startTime":579.664,"endTime":582.66,"body":"metrics into consideration, or are, there other"},{"speaker":"\u003e\u003e Paul Bird","startTime":582.7239999999999,"endTime":585.5139999999999,"body":"metrics that maybe are not as cut and"},{"speaker":"\u003e\u003e Paul Bird","startTime":585.5459999999999,"endTime":588.3059999999999,"body":"dry, something that you can put on a balance sheet so they"},{"speaker":"\u003e\u003e Paul Bird","startTime":588.322,"endTime":591.2579999999999,"body":"get a more accurate picture of the operation"},{"speaker":"\u003e\u003e Paul Bird","startTime":591.298,"endTime":592.17,"body":"of the business?"},{"speaker":"\u003e\u003e David Sherman","startTime":592.3539999999999,"endTime":595.3539999999999,"body":"I think they could definitely be taken into consideration, but"},{"speaker":"\u003e\u003e David Sherman","startTime":595.386,"endTime":597.954,"body":"that would extend the lead time on"},{"speaker":"\u003e\u003e David Sherman","startTime":597.986,"endTime":600.89,"body":"them making their revenues back. So a lot of"},{"speaker":"\u003e\u003e David Sherman","startTime":600.914,"endTime":603.578,"body":"times with private equity, theyre going to want to make back their"},{"speaker":"\u003e\u003e David Sherman","startTime":603.6179999999999,"endTime":606.37,"body":"investment within a, ah, two to three year period in a"},{"speaker":"\u003e\u003e David Sherman","startTime":606.394,"endTime":608.8739999999999,"body":"perfect world. And sometimes they may"},{"speaker":"\u003e\u003e David Sherman","startTime":608.906,"endTime":611.814,"body":"overpay for an organization and it"},{"speaker":"\u003e\u003e David Sherman","startTime":611.846,"endTime":614.5899999999999,"body":"could take them longer. But if they keep the"},{"speaker":"\u003e\u003e David Sherman","startTime":614.694,"endTime":617.55,"body":"business running the exact same way that it was when they"},{"speaker":"\u003e\u003e David Sherman","startTime":617.574,"endTime":620.55,"body":"came in, there's no doubt that that's going to be an extended"},{"speaker":"\u003e\u003e David Sherman","startTime":620.6139999999999,"endTime":623.606,"body":"period. They optimize themselves and"},{"speaker":"\u003e\u003e David Sherman","startTime":623.6619999999999,"endTime":626.3739999999999,"body":"try to run a little bit leaner in order to get"},{"speaker":"\u003e\u003e David Sherman","startTime":626.486,"endTime":629.0859999999999,"body":"those monies back in a more favorable position"},{"speaker":"\u003e\u003e David Sherman","startTime":629.222,"endTime":630.578,"body":"as quickly as possible."},{"speaker":"\u003e\u003e Paul Bird","startTime":630.918,"endTime":633.886,"body":"So we talked about the elimination of the"},{"speaker":"\u003e\u003e Paul Bird","startTime":633.9419999999999,"endTime":636.2539999999999,"body":"high priced employee as well as the"},{"speaker":"\u003e\u003e Paul Bird","startTime":636.406,"endTime":639.144,"body":"residuals. Are, there some other cost cutting measures"},{"speaker":"\u003e\u003e Paul Bird","startTime":639.1919999999999,"endTime":641.976,"body":"that investment firms tend to take that"},{"speaker":"\u003e\u003e Paul Bird","startTime":642.0079999999999,"endTime":644.14,"body":"could also impact the partner program?"},{"speaker":"\u003e\u003e David Sherman","startTime":644.4399999999999,"endTime":647.2479999999999,"body":"There are definitely others. Weve seen in some"},{"speaker":"\u003e\u003e David Sherman","startTime":647.304,"endTime":649.968,"body":"instances where companies will pride"},{"speaker":"\u003e\u003e David Sherman","startTime":650.024,"endTime":652.7919999999999,"body":"themselves on 24 7365"},{"speaker":"\u003e\u003e David Sherman","startTime":652.856,"endTime":655.4799999999999,"body":"support, and thats the way that theyve built their"},{"speaker":"\u003e\u003e David Sherman","startTime":655.52,"endTime":658.352,"body":"programs in the past that may not be looked at"},{"speaker":"\u003e\u003e David Sherman","startTime":658.376,"endTime":661.184,"body":"as favorably by an investment firm that has to pay people"},{"speaker":"\u003e\u003e David Sherman","startTime":661.232,"endTime":663.88,"body":"to work. 24 7365."},{"speaker":"\u003e\u003e David Sherman","startTime":664.04,"endTime":666.608,"body":"So it's interesting to kind of see the"},{"speaker":"\u003e\u003e David Sherman","startTime":666.7439999999999,"endTime":669.2879999999999,"body":"progression that could take place in some"},{"speaker":"instances where 07","startTime":669.3439999999999,"endTime":672.16,"body":"00 a.m. to"},{"speaker":"07","startTime":672.1999999999999,"endTime":674.5759999999999,"body":"00 p.m. becomes much more"},{"speaker":"07","startTime":674.608,"endTime":677.448,"body":"favorable. Does it mean that you're eliminating those people"},{"speaker":"07","startTime":677.5039999999999,"endTime":679.808,"body":"completely? Not necessarily,"},{"speaker":"07","startTime":679.9839999999999,"endTime":682.4799999999999,"body":"but you may be forcing them"},{"speaker":"07","startTime":682.52,"endTime":685.12,"body":"into a, different environment or"},{"speaker":"07","startTime":685.184,"endTime":688.024,"body":"working hours that may not be as favorable or"},{"speaker":"07","startTime":688.136,"endTime":691.0279999999999,"body":"amenable to them. So weve"},{"speaker":"07","startTime":691.068,"endTime":693.8599999999999,"body":"definitely seen that take place as well, where people may"},{"speaker":"07","startTime":693.8839999999999,"endTime":696.78,"body":"feel forced out of a position as opposed to laid off"},{"speaker":"07","startTime":696.804,"endTime":699.06,"body":"or fired. But again, those salary"},{"speaker":"07","startTime":699.1239999999999,"endTime":701.9799999999999,"body":"adjustments work to improve the bottom line and"},{"speaker":"07","startTime":702.0039999999999,"endTime":704.6139999999999,"body":"help them, make that money back quicker for sure."},{"speaker":"\u003e\u003e Paul Bird","startTime":704.7579999999999,"endTime":707.366,"body":"So lets look at the flip side of the coin on"},{"speaker":"\u003e\u003e Paul Bird","startTime":707.4939999999999,"endTime":710.208,"body":"programs that have flourished. I know that through my career,"},{"speaker":"\u003e\u003e Paul Bird","startTime":710.208,"endTime":713.0859999999999,"body":"m one of the companies that id followed was SolarWinds."},{"speaker":"\u003e\u003e Paul Bird","startTime":713.2139999999999,"endTime":715.2299999999999,"body":"And when private equity came into"},{"speaker":"\u003e\u003e Paul Bird","startTime":715.286,"endTime":717.656,"body":"SolarWinds, that infusion of"},{"speaker":"\u003e\u003e Paul Bird","startTime":717.704,"endTime":720.664,"body":"capital really helped them create a"},{"speaker":"\u003e\u003e Paul Bird","startTime":720.688,"endTime":723.52,"body":"more robust partner support system and"},{"speaker":"\u003e\u003e Paul Bird","startTime":723.536,"endTime":726.352,"body":"really expanded their reach. So from your"},{"speaker":"\u003e\u003e Paul Bird","startTime":726.3919999999999,"endTime":729.348,"body":"perspective, how important is it for private,"},{"speaker":"\u003e\u003e Paul Bird","startTime":729.656,"endTime":732.1279999999999,"body":"equity to kind of enhance a partner"},{"speaker":"\u003e\u003e Paul Bird","startTime":732.16,"endTime":735.024,"body":"program or maybe specialize in"},{"speaker":"\u003e\u003e Paul Bird","startTime":735.048,"endTime":738.044,"body":"a specific market or expand a company's reach?"},{"speaker":"\u003e\u003e Paul Bird","startTime":738.1479999999999,"endTime":740.9879999999999,"body":"Do you think that from the flip side of the coin where"},{"speaker":"\u003e\u003e Paul Bird","startTime":741.0999999999999,"endTime":743.7639999999999,"body":"somebody's flourishing, that they can make a big impact?"},{"speaker":"\u003e\u003e David Sherman","startTime":743.948,"endTime":746.7719999999999,"body":"Sure, I think there are definitely positives that can come"},{"speaker":"\u003e\u003e David Sherman","startTime":746.8119999999999,"endTime":749.7239999999999,"body":"from that as well. Additional resources is one. Right"},{"speaker":"\u003e\u003e David Sherman","startTime":749.7479999999999,"endTime":752.444,"body":"off the bat, if you're a multimillion"},{"speaker":"\u003e\u003e David Sherman","startTime":752.5079999999999,"endTime":755.132,"body":"dollar company and you're acquired"},{"speaker":"\u003e\u003e David Sherman","startTime":755.212,"endTime":758.156,"body":"essentially by a billion dollar company, there's going to"},{"speaker":"\u003e\u003e David Sherman","startTime":758.164,"endTime":760.6919999999999,"body":"be more flow around, you can fill"},{"speaker":"\u003e\u003e David Sherman","startTime":760.732,"endTime":763.3399999999999,"body":"holes, you can bring on additional"},{"speaker":"\u003e\u003e David Sherman","startTime":763.396,"endTime":766.092,"body":"employees that you may not have had that same"},{"speaker":"\u003e\u003e David Sherman","startTime":766.132,"endTime":768.8779999999999,"body":"flexibility in the past. And you can also look at,"},{"speaker":"\u003e\u003e David Sherman","startTime":768.8779999999999,"endTime":771.112,"body":"ah, additional products, services,"},{"speaker":"\u003e\u003e David Sherman","startTime":771.572,"endTime":774.4839999999999,"body":"support functions that may have been"},{"speaker":"\u003e\u003e David Sherman","startTime":774.5079999999999,"endTime":777.26,"body":"a need in the past that you just didn't have the"},{"speaker":"\u003e\u003e David Sherman","startTime":777.276,"endTime":780.204,"body":"wherewithal or the resources to fill. So yeah,"},{"speaker":"\u003e\u003e David Sherman","startTime":780.2679999999999,"endTime":783.156,"body":"there are absolutely positives. There could be the ability"},{"speaker":"\u003e\u003e David Sherman","startTime":783.204,"endTime":786.108,"body":"to bring on additional products into and add"},{"speaker":"\u003e\u003e David Sherman","startTime":786.14,"endTime":789.132,"body":"to a portfolio as well that you may not have had"},{"speaker":"\u003e\u003e David Sherman","startTime":789.212,"endTime":792.188,"body":"the interest or resources to attack in the"},{"speaker":"\u003e\u003e David Sherman","startTime":792.2199999999999,"endTime":794.996,"body":"past or as quickly. They may have been a roadmap"},{"speaker":"\u003e\u003e David Sherman","startTime":795.044,"endTime":797.996,"body":"item for the end of the year that get pushed up to the beginning"},{"speaker":"\u003e\u003e David Sherman","startTime":798.044,"endTime":800.4359999999999,"body":"because they have high margin and are more favorable"},{"speaker":"\u003e\u003e David Sherman","startTime":800.4839999999999,"endTime":803.2239999999999,"body":"products. The other thing that we've seen is the"},{"speaker":"\u003e\u003e David Sherman","startTime":803.2479999999999,"endTime":805.9979999999999,"body":"adoption of artificial intelligence. So"},{"speaker":"\u003e\u003e David Sherman","startTime":805.948,"endTime":808.862,"body":"utilize that to your advantage and create"},{"speaker":"\u003e\u003e David Sherman","startTime":808.9019999999999,"endTime":811.7819999999999,"body":"a better customer experience. Then ultimately"},{"speaker":"\u003e\u003e David Sherman","startTime":811.822,"endTime":814.7819999999999,"body":"that's going to be a positive for your customers and that"},{"speaker":"\u003e\u003e David Sherman","startTime":814.822,"endTime":817.7819999999999,"body":"agent engagement as well. So if you can get quicker"},{"speaker":"\u003e\u003e David Sherman","startTime":817.822,"endTime":820.79,"body":"answers to the phone, quicker answers to support or"},{"speaker":"\u003e\u003e David Sherman","startTime":820.8059999999999,"endTime":823.582,"body":"trouble tickets or billing questions, things of that"},{"speaker":"\u003e\u003e David Sherman","startTime":823.622,"endTime":826.394,"body":"nature, and there is an AI functionality"},{"speaker":"\u003e\u003e David Sherman","startTime":826.5179999999999,"endTime":829.298,"body":"that can be brought into place. Yes, there's"},{"speaker":"\u003e\u003e David Sherman","startTime":829.37,"endTime":832.0419999999999,"body":"a one time or essentially an upfront"},{"speaker":"\u003e\u003e David Sherman","startTime":832.082,"endTime":834.8259999999999,"body":"cost, but in theory, that"},{"speaker":"\u003e\u003e David Sherman","startTime":834.8739999999999,"endTime":837.506,"body":"AI generation is learning each"},{"speaker":"\u003e\u003e David Sherman","startTime":837.554,"endTime":839.8739999999999,"body":"day, and it's learned from your business"},{"speaker":"\u003e\u003e David Sherman","startTime":839.938,"endTime":842.506,"body":"processes and the support functions and"},{"speaker":"\u003e\u003e David Sherman","startTime":842.554,"endTime":845.4419999999999,"body":"responses that see is passing through the"},{"speaker":"\u003e\u003e David Sherman","startTime":845.482,"endTime":848.3539999999999,"body":"system. So it should be able to do more in"},{"speaker":"\u003e\u003e David Sherman","startTime":848.3779999999999,"endTime":851.146,"body":"an automated fashion each day, each"},{"speaker":"\u003e\u003e David Sherman","startTime":851.194,"endTime":854.036,"body":"week, each year, potentially eliminating"},{"speaker":"\u003e\u003e David Sherman","startTime":854.164,"endTime":856.8199999999999,"body":"either some positions or giving you the"},{"speaker":"\u003e\u003e David Sherman","startTime":856.8359999999999,"endTime":859.6999999999999,"body":"ability to cut back on some salaries that are"},{"speaker":"\u003e\u003e David Sherman","startTime":859.7159999999999,"endTime":861.2679999999999,"body":"paid today for sure."},{"speaker":"\u003e\u003e Paul Bird","startTime":861.38,"endTime":864.2919999999999,"body":"Im glad you brought up customers because im wondering about"},{"speaker":"\u003e\u003e Paul Bird","startTime":864.332,"endTime":867.084,"body":"the effect. Youve got an equity firm that has"},{"speaker":"\u003e\u003e Paul Bird","startTime":867.1479999999999,"endTime":869.924,"body":"taken over a company that they work with. Theyve got"},{"speaker":"\u003e\u003e Paul Bird","startTime":869.948,"endTime":872.308,"body":"a good strong relationship with a"},{"speaker":"\u003e\u003e Paul Bird","startTime":872.3399999999999,"endTime":874.548,"body":"partner. Are there any kind of"},{"speaker":"\u003e\u003e Paul Bird","startTime":874.62,"endTime":877.524,"body":"potential uncertainty that brings"},{"speaker":"\u003e\u003e Paul Bird","startTime":877.588,"endTime":880.3639999999999,"body":"into a customers mind where they might have to"},{"speaker":"\u003e\u003e Paul Bird","startTime":880.3879999999999,"endTime":883.252,"body":"evaluate the risk of losing that"},{"speaker":"\u003e\u003e Paul Bird","startTime":883.2919999999999,"endTime":886.2679999999999,"body":"relationship with the partner? Or maybe they're"},{"speaker":"\u003e\u003e Paul Bird","startTime":886.3399999999999,"endTime":889.3399999999999,"body":"concerned about, maybe they'll switch vendors because they're no longer going"},{"speaker":"\u003e\u003e Paul Bird","startTime":889.356,"endTime":891.756,"body":"to be working with a partner. I mean, we've seen this with"},{"speaker":"\u003e\u003e Paul Bird","startTime":891.8439999999999,"endTime":894.7879999999999,"body":"organizations like VMware that just killed their channel program,"},{"speaker":"\u003e\u003e Paul Bird","startTime":894.8599999999999,"endTime":897.572,"body":"or, sorry, not killed it, but significantly"},{"speaker":"\u003e\u003e Paul Bird","startTime":897.6919999999999,"endTime":900.3159999999999,"body":"narrowed the focus. But what about the impact"},{"speaker":"\u003e\u003e Paul Bird","startTime":900.404,"endTime":903.3399999999999,"body":"on the mentality, the thought from a customer"},{"speaker":"\u003e\u003e Paul Bird","startTime":903.396,"endTime":906.2439999999999,"body":"perspective, if there's that uncertainty, if they're still going to be"},{"speaker":"\u003e\u003e Paul Bird","startTime":906.2679999999999,"endTime":907.78,"body":"working with that partner or not?"},{"speaker":"\u003e\u003e David Sherman","startTime":907.9159999999999,"endTime":910.828,"body":"Yeah, depending on what the relationship is between the"},{"speaker":"\u003e\u003e David Sherman","startTime":910.8599999999999,"endTime":913.516,"body":"customer and the carrier channel engagement,"},{"speaker":"\u003e\u003e David Sherman","startTime":913.6039999999999,"endTime":916.3879999999999,"body":"there's still a question mark because they don't know if that"},{"speaker":"\u003e\u003e David Sherman","startTime":916.42,"endTime":919.012,"body":"partner is going to continue to be paid on the account."},{"speaker":"\u003e\u003e David Sherman","startTime":919.1719999999999,"endTime":922.1239999999999,"body":"They may not have been aware that the partner is being paid to"},{"speaker":"\u003e\u003e David Sherman","startTime":922.1479999999999,"endTime":924.492,"body":"begin with on the account, but the"},{"speaker":"\u003e\u003e David Sherman","startTime":924.5319999999999,"endTime":927.332,"body":"relationship that they have with that partner,"},{"speaker":"\u003e\u003e David Sherman","startTime":927.452,"endTime":930.444,"body":"in most cases, you would think they want to stay intact."},{"speaker":"\u003e\u003e David Sherman","startTime":930.6279999999999,"endTime":933.406,"body":"And if that partner no longer being paid"},{"speaker":"\u003e\u003e David Sherman","startTime":933.564,"endTime":936.3299999999999,"body":"on the account, then their willingness"},{"speaker":"\u003e\u003e David Sherman","startTime":936.386,"endTime":938.81,"body":"to continue to service and support that same"},{"speaker":"\u003e\u003e David Sherman","startTime":938.866,"endTime":941.65,"body":"customer may be diminished. So yeah,"},{"speaker":"\u003e\u003e David Sherman","startTime":941.746,"endTime":944.578,"body":"it's definitely a concern. We've had questions come"},{"speaker":"\u003e\u003e David Sherman","startTime":944.6099999999999,"endTime":947.418,"body":"up during initial pre sales meetings or"},{"speaker":"\u003e\u003e David Sherman","startTime":947.53,"endTime":950.4019999999999,"body":"customer engagements for demos or trainings"},{"speaker":"\u003e\u003e David Sherman","startTime":950.4419999999999,"endTime":953.3779999999999,"body":"or quotes where that question has definitely been"},{"speaker":"\u003e\u003e David Sherman","startTime":953.41,"endTime":953.986,"body":"asked."},{"speaker":"\u003e\u003e Paul Bird","startTime":954.154,"endTime":957.126,"body":"So if a, firm comes in, they acquire a company and it's a really well"},{"speaker":"\u003e\u003e Paul Bird","startTime":957.198,"endTime":959.954,"body":"managed partner program, and they decide they're going"},{"speaker":"\u003e\u003e Paul Bird","startTime":959.962,"endTime":962.866,"body":"to keep it post takeover, is there"},{"speaker":"\u003e\u003e Paul Bird","startTime":962.938,"endTime":965.81,"body":"an effective partner management strategy"},{"speaker":"\u003e\u003e Paul Bird","startTime":965.89,"endTime":968.626,"body":"that they should put in place given that"},{"speaker":"\u003e\u003e Paul Bird","startTime":968.7379999999999,"endTime":971.434,"body":"this is a really high performing, maybe they're 100% through"},{"speaker":"\u003e\u003e Paul Bird","startTime":971.482,"endTime":974.074,"body":"channel, they decide to keep it because it's so well"},{"speaker":"\u003e\u003e Paul Bird","startTime":974.122,"endTime":976.834,"body":"managed. But is there an approach in"},{"speaker":"\u003e\u003e Paul Bird","startTime":976.962,"endTime":979.8739999999999,"body":"how they'll value that program and the importance of"},{"speaker":"\u003e\u003e Paul Bird","startTime":979.9219999999999,"endTime":982.53,"body":"maintaining its current structure because it's"},{"speaker":"\u003e\u003e Paul Bird","startTime":982.5699999999999,"endTime":983.7539999999999,"body":"performing so well?"},{"speaker":"\u003e\u003e David Sherman","startTime":983.9219999999999,"endTime":986.1959999999999,"body":"Yeah. So, when you purchase a company that's"},{"speaker":"\u003e\u003e David Sherman","startTime":986.228,"endTime":989.05,"body":"100% channel focused and channel driven,"},{"speaker":"\u003e\u003e David Sherman","startTime":989.18,"endTime":992.174,"body":"then you really have no choice for the most"},{"speaker":"\u003e\u003e David Sherman","startTime":992.222,"endTime":994.8779999999999,"body":"part but to keep that channel strategy intact"},{"speaker":"\u003e\u003e David Sherman","startTime":995.0139999999999,"endTime":997.862,"body":"and the leadership as well, because theyre the ones that are"},{"speaker":"\u003e\u003e David Sherman","startTime":997.886,"endTime":1000.486,"body":"driving the revenue partnerships, the"},{"speaker":"\u003e\u003e David Sherman","startTime":1000.5179999999999,"endTime":1003.366,"body":"engagements, the supplier relationships as"},{"speaker":"\u003e\u003e David Sherman","startTime":1003.3979999999999,"endTime":1006.286,"body":"well. Whereas if youre dealing with a carrier that has"},{"speaker":"\u003e\u003e David Sherman","startTime":1006.318,"endTime":1009.15,"body":"both a direct sales component as well as"},{"speaker":"\u003e\u003e David Sherman","startTime":1009.1899999999999,"endTime":1011.9419999999999,"body":"the channel, then you could potentially have a choice to"},{"speaker":"\u003e\u003e David Sherman","startTime":1011.9659999999999,"endTime":1014.318,"body":"make or both intact. But"},{"speaker":"\u003e\u003e David Sherman","startTime":1014.414,"endTime":1017.2099999999999,"body":"that brings along its own kind of internal"},{"speaker":"\u003e\u003e David Sherman","startTime":1017.25,"endTime":1019.794,"body":"issues as well. Depends on what the initial"},{"speaker":"\u003e\u003e David Sherman","startTime":1019.842,"endTime":1022.786,"body":"strategy was and what that mindset was"},{"speaker":"\u003e\u003e David Sherman","startTime":1022.818,"endTime":1025.706,"body":"going in on how to build the business or the best way to go about"},{"speaker":"\u003e\u003e David Sherman","startTime":1025.738,"endTime":1026.242,"body":"it."},{"speaker":"\u003e\u003e Paul Bird","startTime":1026.386,"endTime":1029.17,"body":"So what would you say are the most important"},{"speaker":"\u003e\u003e Paul Bird","startTime":1029.33,"endTime":1032.21,"body":"aspects of managing partner"},{"speaker":"\u003e\u003e Paul Bird","startTime":1032.33,"endTime":1035.226,"body":"relationships or managing your channel? That"},{"speaker":"\u003e\u003e Paul Bird","startTime":1035.3780000000002,"endTime":1038.162,"body":"the head of channel or the director of channel would need"},{"speaker":"\u003e\u003e Paul Bird","startTime":1038.1860000000001,"endTime":1041.178,"body":"to prove out to the equity firm to let"},{"speaker":"\u003e\u003e Paul Bird","startTime":1041.194,"endTime":1044.034,"body":"them know this is a high performing program. Are there"},{"speaker":"\u003e\u003e Paul Bird","startTime":1044.082,"endTime":1046.9660000000001,"body":"any specific aspects or any tools that you can"},{"speaker":"\u003e\u003e Paul Bird","startTime":1046.998,"endTime":1047.902,"body":"use to help?"},{"speaker":"\u003e\u003e David Sherman","startTime":1048.046,"endTime":1050.846,"body":"I would say it's month over month increase in"},{"speaker":"\u003e\u003e David Sherman","startTime":1050.8780000000002,"endTime":1053.862,"body":"revenues which show that it's a"},{"speaker":"\u003e\u003e David Sherman","startTime":1053.886,"endTime":1056.8700000000001,"body":"productive platform, it's a productive strategy."},{"speaker":"\u003e\u003e David Sherman","startTime":1056.99,"endTime":1059.8220000000001,"body":"You're always building new relationships and"},{"speaker":"\u003e\u003e David Sherman","startTime":1059.846,"endTime":1062.616,"body":"bringing on, new logos in addition to the"},{"speaker":"\u003e\u003e David Sherman","startTime":1062.6480000000001,"endTime":1065.3200000000002,"body":"cross sell and upsell opportunities that come from the"},{"speaker":"\u003e\u003e David Sherman","startTime":1065.3600000000001,"endTime":1068.256,"body":"existing customer base as well. As long as you're"},{"speaker":"\u003e\u003e David Sherman","startTime":1068.288,"endTime":1070.8,"body":"bringing on new products and services and"},{"speaker":"\u003e\u003e David Sherman","startTime":1070.8400000000001,"endTime":1073.336,"body":"enhancing those capabilities, then there should always"},{"speaker":"\u003e\u003e David Sherman","startTime":1073.4080000000001,"endTime":1076.0040000000001,"body":"be additional upsell revenue as well."},{"speaker":"\u003e\u003e David Sherman","startTime":1076.132,"endTime":1079.02,"body":"And it's really just maintaining that support"},{"speaker":"\u003e\u003e David Sherman","startTime":1079.1000000000001,"endTime":1081.8680000000002,"body":"structure and then being proactive"},{"speaker":"\u003e\u003e David Sherman","startTime":1082.044,"endTime":1084.828,"body":"as far as renewals are concerned and really"},{"speaker":"\u003e\u003e David Sherman","startTime":1084.884,"endTime":1087.8120000000001,"body":"lifecycle management and engagement to stay on"},{"speaker":"\u003e\u003e David Sherman","startTime":1087.836,"endTime":1090.356,"body":"top of those opportunities as well."},{"speaker":"\u003e\u003e David Sherman","startTime":1090.468,"endTime":1093.3880000000001,"body":"Because in the channel environment and really"},{"speaker":"\u003e\u003e David Sherman","startTime":1093.444,"endTime":1096.364,"body":"telecom in general, the longer the customer stays"},{"speaker":"\u003e\u003e David Sherman","startTime":1096.412,"endTime":1098.452,"body":"with you, the more profitable their account"},{"speaker":"\u003e\u003e David Sherman","startTime":1098.516,"endTime":1101.2720000000002,"body":"becomes, building out that infrastructure"},{"speaker":"\u003e\u003e David Sherman","startTime":1101.336,"endTime":1104.28,"body":"or renegotiating rates with underlying carriers."},{"speaker":"\u003e\u003e David Sherman","startTime":1104.44,"endTime":1107.376,"body":"So it's really about building a long term relationship"},{"speaker":"\u003e\u003e David Sherman","startTime":1107.488,"endTime":1110.144,"body":"both with your partner and with the customer as well."},{"speaker":"\u003e\u003e Paul Bird","startTime":1110.3120000000001,"endTime":1113.152,"body":"Now, does any of this advice change when"},{"speaker":"\u003e\u003e Paul Bird","startTime":1113.1760000000002,"endTime":1115.0900000000001,"body":"it's a, merger or acquisition?"},{"speaker":"\u003e\u003e David Sherman","startTime":1115.47,"endTime":1118.3980000000001,"body":"I don't know that the advice necessarily changes,"},{"speaker":"\u003e\u003e David Sherman","startTime":1118.454,"endTime":1120.886,"body":"but the mindset or potentially the"},{"speaker":"\u003e\u003e David Sherman","startTime":1120.9180000000001,"endTime":1123.8700000000001,"body":"timeframes going into those engagements could"},{"speaker":"\u003e\u003e David Sherman","startTime":1123.91,"endTime":1126.498,"body":"differ. There is usually two like"},{"speaker":"\u003e\u003e David Sherman","startTime":1126.554,"endTime":1129.468,"body":"minded business owners that, have some type"},{"speaker":"\u003e\u003e David Sherman","startTime":1129.4840000000002,"endTime":1132.396,"body":"of synergy or some common roadmap in"},{"speaker":"\u003e\u003e David Sherman","startTime":1132.428,"endTime":1135.3,"body":"place, or future growth aspect"},{"speaker":"\u003e\u003e David Sherman","startTime":1135.38,"endTime":1137.596,"body":"where they either have"},{"speaker":"\u003e\u003e David Sherman","startTime":1137.788,"endTime":1140.5240000000001,"body":"a product that one is a"},{"speaker":"\u003e\u003e David Sherman","startTime":1140.5720000000001,"endTime":1143.452,"body":"specialty in and the other wants to get there,"},{"speaker":"\u003e\u003e David Sherman","startTime":1143.596,"endTime":1146.556,"body":"or they find that they have so"},{"speaker":"\u003e\u003e David Sherman","startTime":1146.588,"endTime":1149.4360000000001,"body":"many similar customers that there's"},{"speaker":"\u003e\u003e David Sherman","startTime":1149.468,"endTime":1152.396,"body":"a mutual benefit to that engagement."},{"speaker":"\u003e\u003e David Sherman","startTime":1152.508,"endTime":1155.1960000000001,"body":"The acquisition is a little bit different just because"},{"speaker":"\u003e\u003e David Sherman","startTime":1155.3880000000001,"endTime":1158.092,"body":"you could look at it going in as the same mindset,"},{"speaker":"\u003e\u003e David Sherman","startTime":1158.1560000000002,"endTime":1161.0520000000001,"body":"but generally one company is going to be much larger"},{"speaker":"\u003e\u003e David Sherman","startTime":1161.076,"endTime":1163.6760000000002,"body":"than the other as opposed to just like"},{"speaker":"\u003e\u003e David Sherman","startTime":1163.708,"endTime":1166.084,"body":"minded individuals of maybe similar"},{"speaker":"\u003e\u003e David Sherman","startTime":1166.172,"endTime":1168.6680000000001,"body":"size. And then you also have to"},{"speaker":"\u003e\u003e David Sherman","startTime":1168.804,"endTime":1171.6680000000001,"body":"determine, are you going to keep multiple people"},{"speaker":"\u003e\u003e David Sherman","startTime":1171.7240000000002,"endTime":1174.556,"body":"in multiple departments that are shared? I mean, do you"},{"speaker":"\u003e\u003e David Sherman","startTime":1174.588,"endTime":1177.526,"body":"really need two HR departments now that it's"},{"speaker":"\u003e\u003e David Sherman","startTime":1177.558,"endTime":1180.502,"body":"one company? Integration of systems, are you"},{"speaker":"\u003e\u003e David Sherman","startTime":1180.526,"endTime":1183.486,"body":"using the same operating systems, the same order process, same"},{"speaker":"\u003e\u003e David Sherman","startTime":1183.518,"endTime":1186.2060000000001,"body":"accounts, payable softwares and apps and"},{"speaker":"\u003e\u003e David Sherman","startTime":1186.238,"endTime":1189.102,"body":"capabilities? Are you going to adopt best practices"},{"speaker":"\u003e\u003e David Sherman","startTime":1189.2060000000001,"endTime":1192.1580000000001,"body":"from one and not the other? And then are you"},{"speaker":"\u003e\u003e David Sherman","startTime":1192.174,"endTime":1194.902,"body":"going to top grade certain positions and allow others"},{"speaker":"\u003e\u003e David Sherman","startTime":1194.9660000000001,"endTime":1197.79,"body":"to kind of fall off? There's a lot that goes"},{"speaker":"\u003e\u003e David Sherman","startTime":1197.8300000000002,"endTime":1200.126,"body":"into it in both mergers and acquisitions,"},{"speaker":"\u003e\u003e David Sherman","startTime":1200.318,"endTime":1203.174,"body":"but the recommendations are going to remain the same. I"},{"speaker":"\u003e\u003e David Sherman","startTime":1203.182,"endTime":1206.1280000000002,"body":"mean, ultimately, their capitalism, they're in business"},{"speaker":"\u003e\u003e David Sherman","startTime":1206.184,"endTime":1209.0320000000002,"body":"to make money and they want to make the most that they"},{"speaker":"\u003e\u003e David Sherman","startTime":1209.056,"endTime":1211.8,"body":"can on each partner engagement or customer"},{"speaker":"\u003e\u003e David Sherman","startTime":1211.8400000000001,"endTime":1214.192,"body":"engagement, really, when it comes down to it,"},{"speaker":"\u003e\u003e David Sherman","startTime":1214.296,"endTime":1214.952,"body":"absolutely."},{"speaker":"\u003e\u003e Paul Bird","startTime":1215.016,"endTime":1217.6960000000001,"body":"I've seen this with companies that I've worked with in the very"},{"speaker":"\u003e\u003e Paul Bird","startTime":1217.768,"endTime":1220.672,"body":"recent past where two companies come together."},{"speaker":"\u003e\u003e Paul Bird","startTime":1220.816,"endTime":1223.624,"body":"They both have head of channel. And actually"},{"speaker":"\u003e\u003e Paul Bird","startTime":1223.752,"endTime":1226.44,"body":"what happened was the company that was acquired,"},{"speaker":"\u003e\u003e Paul Bird","startTime":1226.6000000000001,"endTime":1229.5,"body":"that person became the head of channel, and the person that was head"},{"speaker":"\u003e\u003e Paul Bird","startTime":1229.508,"endTime":1232.386,"body":"of channel, they got promoted. So they were keeping"},{"speaker":"\u003e\u003e Paul Bird","startTime":1232.4260000000002,"endTime":1235.346,"body":"the best parts of all the organizations."},{"speaker":"\u003e\u003e Paul Bird","startTime":1235.4260000000002,"endTime":1238.3780000000002,"body":"But I know that when I talk to people on the back"},{"speaker":"\u003e\u003e Paul Bird","startTime":1238.442,"endTime":1241.25,"body":"office side of things, that merger or"},{"speaker":"\u003e\u003e Paul Bird","startTime":1241.298,"endTime":1244.106,"body":"acquisition becomes a nightmare because. Exactly."},{"speaker":"\u003e\u003e Paul Bird","startTime":1244.146,"endTime":1246.978,"body":"Theyre bringing multiple systems together"},{"speaker":"\u003e\u003e Paul Bird","startTime":1247.162,"endTime":1249.8020000000001,"body":"and that can be a lot of work if theyre doing"},{"speaker":"\u003e\u003e Paul Bird","startTime":1249.914,"endTime":1252.6660000000002,"body":"multiple acquisitions within a, ah, really short"},{"speaker":"\u003e\u003e Paul Bird","startTime":1252.7060000000001,"endTime":1253.6580000000001,"body":"period of time."},{"speaker":"\u003e\u003e David Sherman","startTime":1253.8020000000001,"endTime":1256.5700000000002,"body":"Sure. Yeah. The integration is key and"},{"speaker":"\u003e\u003e David Sherman","startTime":1256.6180000000002,"endTime":1259.3500000000001,"body":"quite honestly, thats also the largest downfall."},{"speaker":"\u003e\u003e David Sherman","startTime":1259.538,"endTime":1262.4060000000002,"body":"Without naming names or disparaging any companies,"},{"speaker":"\u003e\u003e David Sherman","startTime":1262.566,"endTime":1265.382,"body":"those that have multiple mergers and"},{"speaker":"\u003e\u003e David Sherman","startTime":1265.414,"endTime":1268.3580000000002,"body":"acquisitions under that one umbrella usually have"},{"speaker":"\u003e\u003e David Sherman","startTime":1268.382,"endTime":1271.246,"body":"the most difficult time if it's not managed properly"},{"speaker":"\u003e\u003e David Sherman","startTime":1271.286,"endTime":1274.094,"body":"upfront. And we see that on a daily, weekly,"},{"speaker":"\u003e\u003e David Sherman","startTime":1274.15,"endTime":1276.582,"body":"monthly basis, just with vendors and"},{"speaker":"\u003e\u003e David Sherman","startTime":1276.614,"endTime":1279.238,"body":"suppliers that we utilize daily"},{"speaker":"\u003e\u003e David Sherman","startTime":1279.382,"endTime":1281.958,"body":"that may have gone through that over time."},{"speaker":"\u003e\u003e David Sherman","startTime":1282.102,"endTime":1284.654,"body":"And you can always integrate every"},{"speaker":"\u003e\u003e David Sherman","startTime":1284.71,"endTime":1287.296,"body":"system in some cases. We've also seen"},{"speaker":"\u003e\u003e David Sherman","startTime":1287.336,"endTime":1290.192,"body":"adoptions or acquisitions where a company"},{"speaker":"\u003e\u003e David Sherman","startTime":1290.2640000000001,"endTime":1293.054,"body":"will buy a certain region, a certain footprint,"},{"speaker":"\u003e\u003e David Sherman","startTime":1293.134,"endTime":1295.894,"body":"a certain locality, because they"},{"speaker":"\u003e\u003e David Sherman","startTime":1295.934,"endTime":1298.8220000000001,"body":"want to get into that market."},{"speaker":"\u003e\u003e David Sherman","startTime":1298.998,"endTime":1301.742,"body":"But what they find is that they don't have"},{"speaker":"\u003e\u003e David Sherman","startTime":1301.838,"endTime":1304.75,"body":"any employees with the expertise to run"},{"speaker":"\u003e\u003e David Sherman","startTime":1304.7820000000002,"endTime":1307.55,"body":"those products and services. So now,"},{"speaker":"\u003e\u003e David Sherman","startTime":1307.944,"endTime":1310.75,"body":"they're left in a kind of a lurch where they have to"},{"speaker":"\u003e\u003e David Sherman","startTime":1310.7740000000001,"endTime":1313.642,"body":"pay the company that they bought, do some"},{"speaker":"\u003e\u003e David Sherman","startTime":1313.69,"endTime":1316.674,"body":"consulting for them for a period of time to bring them up to"},{"speaker":"\u003e\u003e David Sherman","startTime":1316.7060000000001,"endTime":1319.442,"body":"speed on what they actually just purchased. That"},{"speaker":"\u003e\u003e David Sherman","startTime":1319.49,"endTime":1321.8020000000001,"body":"happened before too. It's just kind of crazy."},{"speaker":"\u003e\u003e Paul Bird","startTime":1321.97,"endTime":1324.8980000000001,"body":"Yeah, I have seen that before as well. So"},{"speaker":"\u003e\u003e Paul Bird","startTime":1324.978,"endTime":1327.8020000000001,"body":"from your perspective, what can typically go wrong"},{"speaker":"\u003e\u003e Paul Bird","startTime":1327.89,"endTime":1330.2340000000002,"body":"with channel programs on the"},{"speaker":"\u003e\u003e Paul Bird","startTime":1330.266,"endTime":1333.194,"body":"mergers and acquisition side, as opposed to the"},{"speaker":"\u003e\u003e Paul Bird","startTime":1333.226,"endTime":1335.65,"body":"private equity takeover on the merger and"},{"speaker":"\u003e\u003e Paul Bird","startTime":1335.674,"endTime":1336.794,"body":"acquisition side?"},{"speaker":"\u003e\u003e David Sherman","startTime":1336.9060000000002,"endTime":1339.8500000000001,"body":"It could be that these two companies share the"},{"speaker":"\u003e\u003e David Sherman","startTime":1339.874,"endTime":1342.844,"body":"same agents and partners already, so they think"},{"speaker":"\u003e\u003e David Sherman","startTime":1342.876,"endTime":1345.692,"body":"that theyre getting additional revenues when the truth"},{"speaker":"\u003e\u003e David Sherman","startTime":1345.74,"endTime":1348.564,"body":"is that they may be cannibalizing from that"},{"speaker":"\u003e\u003e David Sherman","startTime":1348.588,"endTime":1351.324,"body":"other party and there may not be a huge"},{"speaker":"\u003e\u003e David Sherman","startTime":1351.3880000000001,"endTime":1354.364,"body":"benefit from it, but theres still going to be"},{"speaker":"\u003e\u003e David Sherman","startTime":1354.3880000000001,"endTime":1357.2920000000001,"body":"additional products in the portfolio, theres still going to be additional"},{"speaker":"\u003e\u003e David Sherman","startTime":1357.332,"endTime":1360.044,"body":"solutions and additional revenues out of the"},{"speaker":"\u003e\u003e David Sherman","startTime":1360.068,"endTime":1362.9640000000002,"body":"gate. Its just that that growth may"},{"speaker":"\u003e\u003e David Sherman","startTime":1362.988,"endTime":1365.924,"body":"not be as great as they anticipated if theres"},{"speaker":"\u003e\u003e David Sherman","startTime":1365.948,"endTime":1368.3120000000001,"body":"a lot of shared partners in the space"},{"speaker":"\u003e\u003e David Sherman","startTime":1368.652,"endTime":1371.644,"body":"technology, although it's a global economy,"},{"speaker":"\u003e\u003e David Sherman","startTime":1371.748,"endTime":1374.1960000000001,"body":"it's still a small world in the technology"},{"speaker":"\u003e\u003e David Sherman","startTime":1374.324,"endTime":1375.044,"body":"space."},{"speaker":"\u003e\u003e Paul Bird","startTime":1375.228,"endTime":1378.188,"body":"That's very, very true. So, as we start"},{"speaker":"\u003e\u003e Paul Bird","startTime":1378.22,"endTime":1380.976,"body":"to wrap up, can you share any insights or"},{"speaker":"\u003e\u003e Paul Bird","startTime":1381.0240000000001,"endTime":1384.008,"body":"tips for vendors who are currently going through either"},{"speaker":"\u003e\u003e Paul Bird","startTime":1384.04,"endTime":1386.944,"body":"a merger, acquisition or private equity takeover and"},{"speaker":"\u003e\u003e Paul Bird","startTime":1386.968,"endTime":1389.68,"body":"they're worried about losing their partner program?"},{"speaker":"\u003e\u003e David Sherman","startTime":1389.856,"endTime":1392.64,"body":"Yeah, I would say definitely learn everything"},{"speaker":"\u003e\u003e David Sherman","startTime":1392.6960000000001,"endTime":1395.316,"body":"that you can definitely stay on top"},{"speaker":"\u003e\u003e David Sherman","startTime":1395.364,"endTime":1398.1480000000001,"body":"of and read, about the company that's"},{"speaker":"\u003e\u003e David Sherman","startTime":1398.18,"endTime":1400.828,"body":"coming in and acquiring and or merging"},{"speaker":"\u003e\u003e David Sherman","startTime":1400.9,"endTime":1403.548,"body":"or purchasing outright. Stay on your"},{"speaker":"\u003e\u003e David Sherman","startTime":1403.5800000000002,"endTime":1406.332,"body":"toes, be open to new"},{"speaker":"\u003e\u003e David Sherman","startTime":1406.372,"endTime":1409.276,"body":"opportunities and have your resume up to date."},{"speaker":"\u003e\u003e David Sherman","startTime":1409.364,"endTime":1412.18,"body":"Just be safe and do your due diligence. I"},{"speaker":"\u003e\u003e David Sherman","startTime":1412.1960000000001,"endTime":1414.876,"body":"mean, go out there and look at the"},{"speaker":"\u003e\u003e David Sherman","startTime":1414.924,"endTime":1417.652,"body":"largest competitors in your market they're"},{"speaker":"\u003e\u003e David Sherman","startTime":1417.692,"endTime":1420.454,"body":"doing and what they've gone through in the past."},{"speaker":"\u003e\u003e David Sherman","startTime":1420.6280000000002,"endTime":1423.0420000000001,"body":"Take a peek at the past mergers,"},{"speaker":"\u003e\u003e David Sherman","startTime":1423.082,"endTime":1425.962,"body":"acquisitions, and private equity takeovers"},{"speaker":"\u003e\u003e David Sherman","startTime":1426.002,"endTime":1428.8020000000001,"body":"within the past year in your market as well."},{"speaker":"\u003e\u003e David Sherman","startTime":1428.962,"endTime":1431.834,"body":"Its interesting. In my prior"},{"speaker":"\u003e\u003e David Sherman","startTime":1431.8980000000001,"endTime":1434.746,"body":"position, we have an annual review in December"},{"speaker":"\u003e\u003e David Sherman","startTime":1434.794,"endTime":1437.218,"body":"of each year and December of"},{"speaker":"\u003e\u003e David Sherman","startTime":1437.25,"endTime":1440.154,"body":"2023. Part of what we had to bring to"},{"speaker":"\u003e\u003e David Sherman","startTime":1440.178,"endTime":1442.586,"body":"the table as a group were"},{"speaker":"\u003e\u003e David Sherman","startTime":1442.7540000000001,"endTime":1445.442,"body":"reviews of our competitors. And its"},{"speaker":"\u003e\u003e David Sherman","startTime":1445.482,"endTime":1448.2620000000002,"body":"great because youre learning about what their"},{"speaker":"\u003e\u003e David Sherman","startTime":1448.3020000000001,"endTime":1451.222,"body":"product set is, what they do well, and what they don't"},{"speaker":"\u003e\u003e David Sherman","startTime":1451.2620000000002,"endTime":1453.95,"body":"do, and kind of gives you a"},{"speaker":"\u003e\u003e David Sherman","startTime":1454.086,"endTime":1456.814,"body":"holistic view of"},{"speaker":"\u003e\u003e David Sherman","startTime":1456.958,"endTime":1459.902,"body":"that entire market and or industry or"},{"speaker":"\u003e\u003e David Sherman","startTime":1459.982,"endTime":1462.836,"body":"base of competitors, in the space."},{"speaker":"\u003e\u003e David Sherman","startTime":1463.028,"endTime":1465.644,"body":"But it's also interesting in that"},{"speaker":"\u003e\u003e David Sherman","startTime":1465.7720000000002,"endTime":1468.708,"body":"you know where to go and look and you know who's doing things right"},{"speaker":"\u003e\u003e David Sherman","startTime":1468.7640000000001,"endTime":1471.7160000000001,"body":"and who may, you know, may not be at"},{"speaker":"\u003e\u003e David Sherman","startTime":1471.748,"endTime":1474.318,"body":"the top of their game or who's faltering,"},{"speaker":"\u003e\u003e David Sherman","startTime":1474.444,"endTime":1477.21,"body":"because you learn that as well within the feedback that's"},{"speaker":"\u003e\u003e David Sherman","startTime":1477.25,"endTime":1477.8300000000002,"body":"received."},{"speaker":"\u003e\u003e Paul Bird","startTime":1478.29,"endTime":1481.1480000000001,"body":"So what is the best place to, stay up"},{"speaker":"\u003e\u003e Paul Bird","startTime":1481.164,"endTime":1484.132,"body":"to date with trends in your market? Is there"},{"speaker":"\u003e\u003e Paul Bird","startTime":1484.1560000000002,"endTime":1486.444,"body":"anything that you recommend in the channel space?"},{"speaker":"\u003e\u003e David Sherman","startTime":1486.612,"endTime":1488.9,"body":"Well, obviously, adoption of"},{"speaker":"\u003e\u003e David Sherman","startTime":1489.0600000000002,"endTime":1491.348,"body":"LinkedIn and different groups and"},{"speaker":"\u003e\u003e David Sherman","startTime":1491.444,"endTime":1494.332,"body":"partnerships that are available on there. There's"},{"speaker":"\u003e\u003e David Sherman","startTime":1494.356,"endTime":1497.332,"body":"a wealth of information available, certainly industry"},{"speaker":"\u003e\u003e David Sherman","startTime":1497.4360000000001,"endTime":1500.372,"body":"events, channel partners, and ITC and"},{"speaker":"\u003e\u003e David Sherman","startTime":1500.4360000000001,"endTime":1503.354,"body":"channel Connect, what have you. There's a wealth of those available"},{"speaker":"\u003e\u003e David Sherman","startTime":1503.442,"endTime":1506.39,"body":"as well. And really being on top of"},{"speaker":"\u003e\u003e David Sherman","startTime":1506.69,"endTime":1509.026,"body":"all networking capabilities and"},{"speaker":"\u003e\u003e David Sherman","startTime":1509.058,"endTime":1511.9360000000001,"body":"engagements, I'd be remiss to just,"},{"speaker":"\u003e\u003e David Sherman","startTime":1512.144,"endTime":1514.832,"body":"offer one. There are so many out there and"},{"speaker":"\u003e\u003e David Sherman","startTime":1514.856,"endTime":1517.8400000000001,"body":"available, including podcasts as well, which"},{"speaker":"\u003e\u003e David Sherman","startTime":1517.88,"endTime":1519.096,"body":"there are a ton of."},{"speaker":"\u003e\u003e Paul Bird","startTime":1519.288,"endTime":1522.24,"body":"Absolutely. All right, David, well, thanks so much being a guest"},{"speaker":"\u003e\u003e Paul Bird","startTime":1522.28,"endTime":1524.96,"body":"on the show today. It's really been a pleasure to have you here."},{"speaker":"\u003e\u003e David Sherman","startTime":1525.1200000000001,"endTime":1527.92,"body":"Thank you, Paul. Truly appreciate it. Wish you all the best. Have a great"},{"speaker":"\u003e\u003e David Sherman","startTime":1527.96,"endTime":1528.434,"body":"summer."},{"speaker":"\u003e\u003e Paul Bird","startTime":1528.5520000000001,"endTime":1529.73,"body":"You too. Take care."},{"speaker":"\u003e\u003e Paul Bird","startTime":1533.8300000000002,"endTime":1536.566,"body":"All right, guys, thank you for listening to the Ultimate Channel"},{"speaker":"\u003e\u003e Paul Bird","startTime":1536.598,"endTime":1539.15,"body":"sales podcast. Please don't forget to join us next"},{"speaker":"\u003e\u003e Paul Bird","startTime":1539.19,"endTime":1541.582,"body":"time. For more information, please visit"},{"speaker":"\u003e\u003e Paul Bird","startTime":1541.6860000000001,"endTime":1544.286,"body":"channelsalespodcast.com. if you haven't"},{"speaker":"\u003e\u003e Paul Bird","startTime":1544.318,"endTime":1547.222,"body":"already, please like and subscribe to our podcast. And"},{"speaker":"\u003e\u003e Paul Bird","startTime":1547.246,"endTime":1550.0220000000002,"body":"if you enjoyed this episode today, please leave us a"},{"speaker":"\u003e\u003e Paul Bird","startTime":1550.046,"endTime":1552.8700000000001,"body":"five star rating from the Apple podcast app. just"},{"speaker":"\u003e\u003e Paul Bird","startTime":1552.91,"endTime":1555.8980000000001,"body":"select our show, scroll down to the rating and review"},{"speaker":"\u003e\u003e Paul Bird","startTime":1555.9940000000001,"endTime":1558.93,"body":"section, and click write review. And don't forget"},{"speaker":"\u003e\u003e Paul Bird","startTime":1558.97,"endTime":1561.89,"body":"to share with your friends or professional network anyone"},{"speaker":"\u003e\u003e Paul Bird","startTime":1561.93,"endTime":1564.6180000000002,"body":"who to enjoy it. See you next time on the ultimate"},{"speaker":"\u003e\u003e Paul Bird","startTime":1564.674,"endTime":1565.65,"body":"channel sales podcast."}]}