In line with a report from Fortune, greater than 70% of the 40,000 mergers and acquisitions they studied fell in need of expectations. So, how will you information your gross sales groups navigate transformations and are available out stronger on the opposite aspect of change?

Riley Rogers: Hello, and welcome to the Win-Win podcast. I’m your host, Riley Rogers. Be part of us as we dive into altering developments within the office and navigate them efficiently.

Right here to debate this subject is Sérgio Vasconcelos, director of income enablement at Feedzai. Thanks a lot for becoming a member of us. We’re tremendous excited to have you ever. As we’re getting began, I’d love should you might simply inform us somewhat bit about your self, your background, and your function. 

Sérgio Vasconcelos: Thanks. Thanks. And thanks for the invite.

So Sergio, primarily based out of Lisbon, Portugal as in all probability with the entire enablement leaders in board, we truly simply stumbled up on the place. So bought my diploma in laptop science. I’ve been doing a number of roles from software program engineering to venture administration until. Roughly eight, 9 years in the past, I began to get launched to the answer advisor world.

So supporting gross sales in the course of the gross sales cycle with that technical data and that advisory. And that has been the go-to for the in all probability for sure 10 years afterwards, there was a, uh, a stumble at feeds eye, , the place I used to be capable of, to assemble that data. The answer advisor and that have of speaking to the shoppers and I used to be truly invited to affix not too long ago created enablement function initially at Product ’trigger the corporate was rising fairly considerably and that natural progress was very a lot.

Creating some challenges to what issues the widespread understanding of the merchandise and the providers that we had been doing, and that we needed to go to market, that we needed to promote, after which we needed to activate and help to our shoppers. However then that evolution truly went actually optimistic, after which the chance got here for me to succeed in income, uh, on that very same enablement operate.

That’s what I’ve been doing for the final, uh, three years, if I’m not mistaken. 

RR: Wonderful. Effectively, I believe it’s positively a standard story that stumbled down the rabbit gap of enablement from a special self-discipline, and also you look again and go, how did I get right here? However I’m so completely happy. I’m, and we’re so completely happy you might be too, as a result of we have now lots of attention-grabbing subjects to cowl with you right this moment.

I’d wish to kick off the dialog by asking about right this moment. So in your function at Feedzai. What key initiatives are you targeted on this yr? After which along with that, how does your enablement tech stack help you in driving these initiatives? 

SV: First, to ensure that me to have the ability to, to share what’s the focus of this yr at Feedzai somewhat bit initially on what’s enablement from my perspective.

So enablement on the finish of the day and the baseline, the core tenet is to handle change. Expertise merely whether or not it’s in individuals, whether or not it’s in product and providers, whether or not it’s, uh, market shift or market expansions, or whether or not it’s truly in altering the methods of working. So enablement is definitely the, the catalyst to advertise that change.

With that being mentioned, the main focus of this yr for me and the crew is definitely three core themes that we have now. The primary is to boost the bar, whether or not it’s from a gentle. Exhausting expertise perspective, but in addition to bolster gross sales finest practices. That has all the time been on the high of our agendas. We all the time must be on the high of our recreation, whether or not it’s with the data of our merchandise and our options, whether or not it’s on the best way that we work together, to have all the time a buyer first mindset, the worth first strategy, and in addition to, after all, , to operationally talking, to be as environment friendly as potential.

The second is how will we allow. Our sellers and , and our groups for fulfillment. That’s mainly the premise of how will we be sure that when a brand new Feedzaion is available in, they’re geared up to succeed? Whether or not it’s the first second that we be part of the corporate with a stable onboarding program, not coaching, as a result of I believe that it’s a wider side, or whether or not it’s after the onboarding.

How would they succeed on an ongoing help and that not solely on the gross sales aspect of the home, but in addition to all departments that create the income operate, whether or not it’s buyer success managers, whether or not it’s inside gross sales crew answer consultants. Others. The final, however not the least, is definitely the one.

And since I’m an engineer, you’ll be able to’t enhance what you don’t measure. Proper? In order that’s one of many quotes I’ve from Peter Drucker. I’m a fan of that as a result of we have to measure. You assume that on the planet that we dwell in, we have to. Actually to concentrate on steady enchancment. So these small steps in order that once we can do them constantly, then we are able to get higher outcomes.

And I believe that that’s, has all the time been on the high of our agenda. How will we be sure that we measure progress? And if we don’t, how will we truly determine it forward of time in order that we are able to alter and adapt in accordance? 

RR: Completely. I believe that introductory perspective of enablement as a change supervisor actually units the stage nicely for lots of what we’re gonna speak about right this moment.

Beginning with, I do know prior to now you’ve switched off of a earlier enablement platform and made the choice to embrace change and transfer to Highspot, so I’d love to speak somewhat bit about what motivated you to make that analysis, make the change, after which what recommendation would you give to somebody who’s trying to do the identical?

SV: Sure, completely. In order that was nicely investigated by the best way. So there’s additionally a premise on the enablement, and I believe that that is truly true for the overwhelming majority of the enablement groups within the enterprise, which is we’re not large groups, proper? So if we’re brokers of change, in case you are right here to truly to accommodate and to handle change, we have to try this each successfully.

And effectively. And, uh, due to that, we have now some, , easy necessities of an enablement platform that we have to take into account. It must be extraordinarily simple to function. Extraordinarily simple to make use of and reportable. In conjunction to that, it must act each as a content material administration system in addition to a studying administration system.

So it must serve each domains as a result of once more, if we simply add up on the variety of instruments that we’re supporting, the operational footprint, it’ll be somewhat bit heavier. What occurs is that feeds eye. Mainly runs on the quick tempo and we had been struggling to function below these assumptions effectively.

And uh, we had been getting some suggestions from the customers that, um, though the data was there, it was out there, it was not simple to seek out data. You know the way salespeople and the way income of us are, proper? They wish to spend their time not engaged on again workplace. They only need to guarantee that they’re in entrance of the shoppers and, uh, , and spending their time with clients.

However at any time when that they should discover one thing, they should rapidly hop in. Discover the data, get again to enterprise. In order that was, , we had somewhat little bit of blended feeling on the suggestions that we bought. And the opposite half is that the stories, once we speak about stories, we speak about. Numbers that generate insights, not simply the KPIs per se, the numbers per se, the variety of individuals which have been skilled on, or the variety of those who have downloaded sure belongings.

It’s truly the influence that may give and the developments. Are we getting some extra engagement out of the engagement platform? The whole lot that we’re releasing is getting used and is it being adopted? And we had been struggling to have that kind of intelligence on our aspect. Therefore we needed to go. And seek for options.

RR: Yeah, that each one is smart, and I believe it’s one thing that lots of organizations battle with. You talked about sort of what led you to the analysis, and because you’ve made this choice and carried out Highspot, I’d like to know what are among the variations that you simply’ve seen and possibly among the advantages that you simply’ve observed now sort of dwelling on this new world?

SV: It’s truly, it boils all the way down to quite simple issues. I believe that the primary is it’s not a factor anymore for us to function the system. It’s actually hassle-free, allow us to say, we don’t get anxious when we have to roll out, , only a sure go to markets. We don’t get anxious when we have to help the rebranding, when we have to truly to curate materials that has been sitting for some time.

So every part, the entire points of including new belongings, managing current belongings, updating current belongings, it has grow to be actually a trouble for operation. That has been one of many greatest ones. So mainly we eliminated that variable out of our capability, proper? And that signifies that we have now capability to help the entire go-to-market initiatives occurring.

The second is truthfully the help. The help of Highspot as an entire. It was. Sort of an eye fixed opener, truthfully, from the second that we had been doing mainly inquiring excessive spots on the capabilities, the considerate approach of really understanding what was our downside, what was our necessities, and finest serve them.

With Highspot being very true on what was potential and what was not potential. From the second that then afterwards we decided of going with Highspot after which the activation. Course of began all of that thoughtfulness of, uh, guaranteeing that feed eye had a stable basis that would serve this for the lengthy haul.

That was actually, actually attention-grabbing. And really as a result of we at the moment are are at that course of that we’ve handed approach past the purpose of activation and we’re simply regularly operating and, and evolving with the software, the on-demand supporters, uh, second to none truthfully. And, uh, that’s. Buyer, it’s not even buyer help.

It’s truly buyer care. That basically makes an enormous distinction when, once more, we have to deal with change. We must be quick and we’d like be fast. I believe that really the final one, and that may be a very latest one, is the brand new issues which might be developing with ai. We all know that AI has been, is an a acronym that’s on the agenda of many individuals, just isn’t a stranger that feeds ai.

Actually, you, we’ve been speaking about AI and area danger administration since AI was not a factor. However, um, I believe that greater than the AI itself is definitely apply expertise to handle the enablement wants. And actually the stuff that has been, uh, coming alongside within the latest product, uh, updates has been.

Wonderful. And, uh, we are literally on the verge of making an attempt out some actually thrilling stuff and I’m actually enthusiastic about what’s occurring. So once more, that evolution additionally performs a component as a result of scaling. Scaling is dying. 

RR: Yeah. I really like to listen to that you’ve got that sort of basis constructed after which figuring out that you’ve got that partnership for the long run, particularly as a result of.

I do know Feedzai has not too long ago gone by way of some important modifications. He not too long ago acquired an organization, which after all is gonna be a monumental change in your gross sales groups. So out of your perspective, having gone by way of this second, it’s solely not too long ago within the rear view, what are a few of these widespread pitfalls that organizations typically face throughout large organizational change like this?

After which how can they keep away from them? 

SV: So, nicely, I’ve been at Feedzai lengthy sufficient to truly to witness a second acquisition, so I used to be fortunate sufficient to witness that. From an enablement perspective, a change is a change whether or not main or minor, it’s a change. So once more, if we construct these foundations proper, it turns into simpler or it turns into nearly like a part of the method as a result of the rails, they’re set to ensure that us to introduce that change to the income group.

However truthfully, if I might spin round that query and doubtless simply concentrate on truly what I imagine that made a optimistic distinction out of, , out of the entire course of and really. Even wider than simply enablement. So from an organization perspective, I believe that initially, having a transparent understanding of what’s the outlook of what’s the finish state of what would publish acquisition, post-integration would appear like, and be very clear on that imaginative and prescient.

I believe that that’s, , establishing the, the top objective is the primary precedence, after which the second is definitely how will we get there? That may be a clear plan with clear definition of who’s concerned, what’s the schedule, what’s the timings, who , what they want to take action that we are able to, we are able to fulfill that imaginative and prescient.

After which truthfully, it’s simply, it’s sheer greet and pure crew execution. It’s ensuring that there’s possession on everybody’s concerned and , and get it executed nicely as a result of it, nothing is all that rosy. Proper. I believe that, once more, change is the one fixed on the planet. So. Issues will occur. We’ll want to simply accept the truth that not every part will going to prove easily.

We’d like to have the ability to alter and simply transfer ahead. So we simply want to simply accept the truth that it received’t go with out its bumps. However, uh, I believe that if we plan in anticipation, there’s a transparent imaginative and prescient, a schedule for us to get there and teamwork at, uh. It makes a world of a distinction. 

RR: I really like the sort of breakdown of a very large initiative, like an acquisition of simply the place are we going, what’s our finish objective, after which how are we gonna get there?

So pondering of that, how are we gonna get there? And getting somewhat bit extra granular into that. I’d like to understand how an enablement platform helped you as you had been determining these steps to get to that finish objective. 

SV: That’s a giant one. How can we truly boil it down? I believe that if we are able to try to simplify it.

So first the, an enablement platform must isolate from the noise of the world of extreme data that we have now right this moment. It’s nearly just like the definition of madness, that we have now a lot data within the web and on the planet right this moment that we have to truly to create massive language fashions, to have the ability to consolidate and to make that data actually environment friendly and helpful for us.

However, um, if we are able to simply boil it down to 1 or two issues, I believe that one is. By isolating the customers of this extreme data, the enablement platform will be capable of truly to bolster the person’s effectivity, proper? So after they want it, what they wanted being there, it’s there. So it’s nearly prefer it’s a software of confidence that you’ve got an enablement platform the place the fabric that it’s out there is curated, is able to go, it’s all the time updated.

It’s a dependable supply of data. That sellers and the income division as an entire, as an asset at their disposal. That’s one. I believe that the second is, once more, we must be environment friendly. So time to market is de facto, actually key. So departments which might be creating these belongings, which might be creating these supplies, which might be creating these trainings, they nearly have the recipe.

They’ve nearly like a conveyor belt the place they’ll transition every part, whether or not it’s services or products, or any change that has been outlined and transfer them constantly and successfully. To market and an enablement platform is definitely a software to have the ability to create that consistency, to lower that point to market and to truly guarantee that we’re predictable in the best way that we strategy change as an entire.

RR: Earlier you sort of broke down an enablement software because it wants that will help you together with your content material, and it additionally wants that will help you together with your studying. So I’d like to the touch on that. Second piece, as I do know that coaching has been a very key lever as you’re navigating this variation, wanting on the knowledge, plainly you’ve achieved a 100% lively learner price in Highspot.

So I’d like to know what are a few of your finest practices for optimizing your packages after which getting reps to make use of them? 

SV: Sure, sure. So first I’ve an superior crew, so that’s one. However I believe that the second, which is a really. A lot obligatory key side that we have to socialize is that with out administration buy-in, we are able to’t actually achieve success, proper?

So there must be a perception that coaching and enablement is a core tenant of success. As a result of with out that, we’ll be throttle by it. So I believe that that’s the primary. So crew’s superior. Administration, shopping for administration crew is superior as nicely. The second is once we take into consideration coaching, we take into consideration in isolation.

Actually, I believe that we have to broaden that up. After we take into consideration coaching. We take into consideration coaching within the lens of the onboarding or within the lens of resident sellers or resident crew members, and the way can coaching can. Educate, affect and evolve KPIs, metrics and outcomes. Whether or not you’re a new vendor or a brand new feed design usually, or whether or not you’re a resident that has been with feed, , for plenty of years.

So pondering coaching broadly. I believe that that will once more, get us away from the coaching and the coaching completion and extra round outcomes. What kind of outcomes do we wish? Relying on truly the Feedzai tenure and the place they’re and after they be part of and for a way lengthy they’ve been within the firm.

The third one is you belief that you simply confirm. So, , I do count on all of our income colleagues to do the coaching, however we have to introduce gating on these. So, as an illustration, if we take into consideration, , a easy instance is on the onboarding we have now an onboarding program. So coaching it’s required to be executed.

After which afterwards there’s a checkpoint, a checkpoint to evaluate after, , truly if the coaching was executed, if, if the supervisor supplied the, the evaluate of the, of these submissions of, um, , after which after all then we’ll transfer ahead. Proper? So nearly just like the coaching per the coaching, it is very important be rolled out, however it additionally must be validated and verified that the individuals have executed it.

Accomplished it within the time that it was given to them and really produced the outcomes and the learnings that we have now count on out of them. And nothing occurs with that if we don’t have stories. In order that the flexibility to create reporting, to provide that consciousness, not solely the person consciousness, but in addition the managerial consciousness, it is necessary.

So managing up and managing down. So then afterwards, everybody understands the place they’re at their studying and improvement path. The not so enjoyable path is you simply carry on beating down the lifeless horse, proper? It’s advert nauseum. You simply must proceed on pushing the groups. They’ve 10,000 different issues to do, proper?

They’ve quarter, they’ve quarters, they’ve renewals, they’ve upsells. We simply must proceed on reinforcing the truth that coaching is a shortcut to success, a confirmed one. 

RR: I really like that phrase. I believe we’re gonna must steal that. Coaching is shortcut to success. It’s an effective way to place it, and a, positively a extra optimistic slant than beating the lifeless horse, however each are true certainly.

I’d like to the touch on one thing somewhat bit extra summary, which is that in an acquisition, roles are altering, dynamics are shifting. Reps may begin to really feel somewhat bit uneasy. So what’s. Your recommendation for motivating reps, easing that technique of change after which getting them comfy with that new state of labor that you simply’re in?

SV: Yeah. In order that it’s a powerful cookie certainly. So I believe that there’s one thing that, um, enablement can do and there’s something that administration, administration can do as nicely. I believe that from a administration perspective, from a senior management perspective, sort out upfront and with readability and company-wide, what’s taking place, what’s the plan and what’s the objective?

Be very clear and really forthcoming about it. The earlier the merri, simply because that doubt, um, if we depart doubt for too lengthy, proper? Generates lots of discomfort. I believe that every part else, once more, enablement, new joiners, new crew coming in, included, be a Feedzai as quickly as potential. Attending to the onboarding coaching, attending to the onboarding bootcamp.

Make them a Feedzai, make them a part of the household. Attain out similar to we might do with any new joiner, however with the additional consideration as a result of that uncertainty all the time bubbles up. If we’re simply conscious of that and once more, introduce them into the identical processes, deal with them as a member of the family, I believe that, uh, every part will change into all proper.

RR: Yeah, I believe that’s nice recommendation. That sort of marriage of readability after which compassion of understanding that it is a onerous second. We’re proper there with you. Let’s speak about it. I believe that’s gonna earn you success greater than making an attempt to provide you with some advert hoc technique or something like that. One of many issues that you simply’ve.

I believe talked about a pair instances as we’ve been speaking is the significance of measurement, the significance of information belief, however measure. So what are these key metrics that you simply’re taking a look at as you’re driving change initiatives like these? What are you monitoring to make sure that your groups are on monitor and that you simply’re in that execution part and you’ve got your finish objective right here? What are you taking a look at to just be sure you’re in your approach there? 

SV: On that side, it’s nearly prefer it’s a backside up. Kind of technique, so, so zooming out somewhat bit, so in essence, any change initiative requires a go to market of types, whether or not it’s a larger one, smaller one, and with a go to market.

There’s a plan, there’s a method. So relying on the kind of go to market that exists and the precedence that exists, there’s a. A invoice of supplies of belongings that must be constructed and that must be then launched to both the market, so both internally or exterior, so to the income group, different departments of the market.

Additionally, on the entire go-to markets which might be related, we’ll attempt to create certification programs to guarantee that there may be this capability or there may be this set off. In order that the prevailing roster of the income household is acquainted with the brand new go-to market that we’re releasing for the minor, let I say for the much less related issues we make use of what we name simply in time coaching.

So reference areas in Highspot the place we are able to make out there the data as a result of most likely sure individuals will want that. Two months from now, six months from now, and so they’ll can resort to the identical place to search for that data once more. The fast hopping hop off, and that’s what we attempt to reinforce.

So we plan these go to markets, we make the quarterly, the quarter, the quarterly schedule. We make them out there and we reinforce them because the quarter goes by way of. Then in every regional QVR, we mainly report the standing, the progress, the achievements, and once more, reinforcing the necessity on these qvs. However then once more, with the administration buy-in, these KPIs of certifications, the progress and the completion and leisure, all of them bubble up into income large KPIs as nicely.

So it’s the underside up from the discharge of the GTMs, the creation of. Both certification programs or references that individuals can or ought to be doing. All of that then is mapped out right into a quarterly schedule and so they, all of that bubble up into macro KPIs below the income group. 

RR: I actually like that chain of occasions of how will we get from, , the start of exercise throughout to what the enterprise cares most about.

I’d wish to possibly double click on into measurement somewhat bit and speak about, , since implementing Highspot. I’d like to know if there’s any enterprise outcomes you’ve achieved, wins that you may share, accomplishments that you simply’re measuring, that you simply’re particularly pleased with. Something like that. 

SV: With out going an excessive amount of into element, however I believe that there are a few insights that I believe that had been actually, actually helpful.

I believe that Highspot has enabled us to create truly a income large initiative known as Street to Productiveness Deal with sellers, and which means it’s nearly like beginning with the out with sellers. So what’s the definition of success for sellers? By the top of yr one, doubtlessly reaching a specific quota, proper?

And now we’ll say, okay, for the vendor to have the ability to achieve success by the top of yr one, what must be the street for them to achieve success? So by the top of quarter one, what kind of pipeline must be created, or if that’s the pipeline that must be created. So KPIs ought to be on Q1, on be skilled.

For them to grasp what they’re pitching and what kind of pipeline to create. After which to have the ability to, so quarter one is on the coaching aspect of the home. So coaching KPIs are, are the main focus for the quarter one analysis of sellers. The quarter two is the quantity of pipeline created. The precise pipeline created.

So KPIs actually concentrate on that second quarter of, are we truly. Is the vendor truly creating the correct quantity and the best high quality of the pipeline for them to achieve success on the finish of that yr. Then as an illustration, on the Q3 is what kind of KPIs or what kind of pipeline or what pipeline is being truly developed and has been progressing by way of the funnel in order that they’ll have sufficient protection for them to realize the yr one quota.

Ultimate consequence of getting everybody at gross sales be extremely profitable at yr one. How will we truly backtrack it into outcomes? And all of that’s truly is backed up by Highspot, proper? So on the, uh, month one on the coaching, having the coaching able to go below the onboarding program is paramount. We then, we reinforce quarter three and quarter three with particular function performs for the everyday situations that they are going to largely sort encounter whereas they’re making an attempt to qualify alternative, whereas they’re making an attempt to professional progress on alternatives.

After which afterwards, hopefully. It’ll find yourself with a profitable yr one for residents. It’s somewhat bit on that as nicely, as a result of if you concentrate on it, the coaching, coaching as a Pacific Lego block, it’s very helpful for the brand new joiners, however it’s additionally very helpful for the prevailing or for the residents as a result of once more, new merchandise are popping out, new releases are popping out, new USPS are being generated, new methods of working.

Are being, uh, constantly improved, then they should constantly be on high of their recreation. So with that being mentioned, the identical mnemonics that we use for coaching on the onboarding, we additionally leverage them for the prevailing sellers as nicely to creating positive that each motions the brand new technology, the prevailing technology, they then all of them profit from the identical product improvements and, and, , and new providers that feeds I makes out there to their shoppers and equip them with the best data for them to have the ability to be.

Profitable there. So the identical approach that we have now a street to productiveness of 1 yr for brand new sellers, we even have a subset of these KPIs that we additionally try to perceive in case you are additionally getting good outcomes for the prevailing residents as nicely. 

RR: I actually like the way you broke that down into sort of a really clear step-by-step.

It makes it really feel extra manageable and extra actionable and like you’ll be able to truly viably full these steps to get to success. I believe oftentimes these are very massive, scary issues to sort out. I believe you broke it down very clearly, so thanks for that. So wanting forward, how do you envision evolving your enablement technique to maintain tempo with your corporation’s progress, particularly with, as we talked about, the continuing adoption and curiosity in AI expertise?

SV: That’s truly, it’s nearly like it’s a wider query as a result of it nearly touches us all roles, all features, and really the long run as an entire, proper? How will we rise up with the, with this evolution of ai, of uh, this digital revolution that’s, uh, in all probability, we see that solely on the commercial space and we at the moment are present process that one.

I believe that truthfully is, once more, again into the core foundations of being very operationally nimble. I believe that if I can summarize one in a single sentence is definitely how can we do extra with much less? How can we guarantee that nearly like we double with triple, we enhance in a single order of magnitude, what we are able to do with the identical capability?

That we have now right this moment, or with a minor incremental acquire. The rationale why I’m so curious in regards to the, as an illustration, the brand new capabilities that Highspot has and whatnot is, as we all know, the belief, however confirm is definitely a really good to say, very onerous to do. As a result of the verification course of, usually we have to rely many instances on the managers.

The managers, they’re accumulating tasks as a result of they’ve a crew to handle, they’ve outcomes to provide, uh, and to generate. And the way can truly enablement can take away a few of their burden, a few of their load and be capable of truly to make sure, what? How can we truly make extra or do extra to have the ability to equip new sellers and new income and new feedzai to be very, very nicely enabled, very nicely skilled, so that may we maximize the probabilities of being extremely profitable at Feedzai?

And that may be in all probability simply ly talking. For example, one of many capabilities the place I’m actually desirous to look ahead to is the evaluate of the submissions. How can AI truly auto evaluate sure submissions, offers insights even with out an enablement persona to have the ability to give them. It’s truly me as a vendor.

That I’ve simply uploaded a feeds I pitch or an answer pitch. How can AI assist me to provide the insights that I would like for me to constantly enhance with out relying constantly on my supervisor to do this suggestions? Proper? How can we allow that occur? How can we carry extra self-sufficiency to sellers in order that they’ll.

Create their very own studying path, and that’s truly the trail of scaling. That’s truly the trail of scaling, is, if you concentrate on it, how can we truly develop tenfold with out rising linearly? How can we truly try this with out requiring 10 instances extra individuals? That’s what I believe that AI will be capable of give us.

It’ll be capable of scale our tasks and our outcomes with out the necessity of us, having 10 instances extra individuals or 20 instances extra individuals, proper? How can we do extra excessive influence actions and leveraging AI to do all of these different issues? 

RR: These are definitely the questions that I believe most firms are asking of how can we do extra with much less?

How can we maximize our influence? And I want you and Feezai all the most effective in answering them as we’re all figuring it out. However that’s it for us. I wanna say thanks a lot for becoming a member of us right this moment. It has been a incredible dialog and I actually can’t wait to share it with our viewers. 

SV: Thanks a lot. Was a pleasure.

RR: Thanks for listening to this episode of the Win-Win podcast. You should definitely tune in subsequent time for extra insights on how one can maximize enablement success with Highspot.