{"version":"1.0.0","segments":[{"speaker":"Narrator","startTime":7.56,"endTime":10.26,"body":"Welcome to the IT"},{"speaker":"Narrator","startTime":7.56,"endTime":10.26,"body":"Matters Podcast, where we"},{"speaker":"Narrator","startTime":10.26,"endTime":13.89,"body":"explore why IT matters and"},{"speaker":"Narrator","startTime":10.26,"endTime":13.89,"body":"matters pertaining to IT."},{"speaker":"Keith Hawkey","startTime":17.59,"endTime":19.48,"body":"Welcome to the IT"},{"speaker":"Keith Hawkey","startTime":17.59,"endTime":19.48,"body":"Matters Podcast and I'd like to"},{"speaker":"Keith Hawkey","startTime":19.48,"endTime":27.1,"body":"invite you to our first live"},{"speaker":"Keith Hawkey","startTime":19.48,"endTime":27.1,"body":"recording that is in person."},{"speaker":"Keith Hawkey","startTime":27.61,"endTime":31.12,"body":"It's the first time we've done"},{"speaker":"Keith Hawkey","startTime":27.61,"endTime":31.12,"body":"an in person podcast. So I'm"},{"speaker":"Keith Hawkey","startTime":31.12,"endTime":35.89,"body":"really excited. Again, your"},{"speaker":"Keith Hawkey","startTime":31.12,"endTime":35.89,"body":"host, Keith Hawkey, and I'm here"},{"speaker":"Keith Hawkey","startTime":35.89,"endTime":40.03,"body":"with the astute and fabulous"},{"speaker":"Keith Hawkey","startTime":35.89,"endTime":40.03,"body":"Becca Black."},{"speaker":"Becca Black","startTime":40.6,"endTime":41.41,"body":"Hey, Keith."},{"speaker":"Keith Hawkey","startTime":41.0,"endTime":47.21,"body":"Becca Black is a"},{"speaker":"Keith Hawkey","startTime":41.0,"endTime":47.21,"body":"Technology Advisor at Opkalla."},{"speaker":"Keith Hawkey","startTime":47.9,"endTime":52.61,"body":"And today, we're going to spend"},{"speaker":"Keith Hawkey","startTime":47.9,"endTime":52.61,"body":"some time talking about what"},{"speaker":"Keith Hawkey","startTime":52.61,"endTime":57.41,"body":"Technology Advisory is, how it's"},{"speaker":"Keith Hawkey","startTime":52.61,"endTime":57.41,"body":"changing the marketplace, some"},{"speaker":"Keith Hawkey","startTime":57.41,"endTime":62.75,"body":"of the ways to improve the"},{"speaker":"Keith Hawkey","startTime":57.41,"endTime":62.75,"body":"relationships between a buyer of"},{"speaker":"Keith Hawkey","startTime":62.75,"endTime":67.97,"body":"IT technologies and a seller of"},{"speaker":"Keith Hawkey","startTime":62.75,"endTime":67.97,"body":"one, because sometimes they can"},{"speaker":"Keith Hawkey","startTime":67.97,"endTime":74.24,"body":"be tenuous. Before we start,"},{"speaker":"Keith Hawkey","startTime":67.97,"endTime":74.24,"body":"since we are in person, we have"},{"speaker":"Keith Hawkey","startTime":74.24,"endTime":78.2,"body":"something special. Becca, what"},{"speaker":"Keith Hawkey","startTime":74.24,"endTime":78.2,"body":"are you drinking today?"},{"speaker":"Becca Black","startTime":78.56,"endTime":82.76,"body":"I've got a lovely"},{"speaker":"Becca Black","startTime":78.56,"endTime":82.76,"body":"blonde ale. \"Good Morning"},{"speaker":"Becca Black","startTime":82.76,"endTime":83.99,"body":"Vietnam\" is the name."},{"speaker":"Becca Black","startTime":84.0,"endTime":89.91,"body":"It tastes fresh."},{"speaker":"Becca Black","startTime":84.0,"endTime":89.91,"body":"Tastes good."},{"speaker":"Keith Hawkey","startTime":84.05,"endTime":84.86,"body":"What does it taste"},{"speaker":"Keith Hawkey","startTime":84.05,"endTime":84.86,"body":"like?"},{"speaker":"Keith Hawkey","startTime":89.0,"endTime":95.6,"body":"Taste fresh. Yeah,"},{"speaker":"Keith Hawkey","startTime":89.0,"endTime":95.6,"body":"well, you know nothing better"},{"speaker":"Keith Hawkey","startTime":95.6,"endTime":101.48,"body":"than a fresh beer and on a fresh"},{"speaker":"Keith Hawkey","startTime":95.6,"endTime":101.48,"body":"Podcast. I'm drinking, I think"},{"speaker":"Keith Hawkey","startTime":101.48,"endTime":106.25,"body":"it's called Spaten or a Sparta"},{"speaker":"Keith Hawkey","startTime":101.48,"endTime":106.25,"body":"Oktoberfest. So this is straight"},{"speaker":"Keith Hawkey","startTime":106.25,"endTime":113.27,"body":"from Munich, Germany and it is"},{"speaker":"Keith Hawkey","startTime":106.25,"endTime":113.27,"body":"delicious. This will help keep"},{"speaker":"Keith Hawkey","startTime":113.27,"endTime":120.38,"body":"us hydrated for this"},{"speaker":"Keith Hawkey","startTime":113.27,"endTime":120.38,"body":"invigorating conversation. So"},{"speaker":"Keith Hawkey","startTime":121.61,"endTime":125.9,"body":"Becca, tell me about yourself."},{"speaker":"Keith Hawkey","startTime":121.61,"endTime":125.9,"body":"Where did you grow up? How'd"},{"speaker":"Keith Hawkey","startTime":125.9,"endTime":127.82,"body":"you, how'd you find yourself"},{"speaker":"Keith Hawkey","startTime":125.9,"endTime":127.82,"body":"into this IT world?"},{"speaker":"Becca Black","startTime":127.91,"endTime":132.83,"body":"Yeah. I grew up"},{"speaker":"Becca Black","startTime":127.91,"endTime":132.83,"body":"here in Charlotte, actually just"},{"speaker":"Becca Black","startTime":132.83,"endTime":138.44,"body":"a little bit south of here."},{"speaker":"Becca Black","startTime":132.83,"endTime":138.44,"body":"Growing up, I was big into"},{"speaker":"Becca Black","startTime":138.44,"endTime":143.93,"body":"horseback riding, animal lover,"},{"speaker":"Becca Black","startTime":138.44,"endTime":143.93,"body":"and always had a dream to become"},{"speaker":"Becca Black","startTime":143.93,"endTime":150.59,"body":"a veterinarian. I went to NC"},{"speaker":"Becca Black","startTime":143.93,"endTime":150.59,"body":"State. I studied zoology, got"},{"speaker":"Becca Black","startTime":150.59,"endTime":155.84,"body":"into some of those organic"},{"speaker":"Becca Black","startTime":150.59,"endTime":155.84,"body":"chemistry classes and high level"},{"speaker":"Becca Black","startTime":155.84,"endTime":157.13,"body":"maths and"},{"speaker":"Keith Hawkey","startTime":158.38,"endTime":159.64,"body":"Did you take P"},{"speaker":"Keith Hawkey","startTime":158.38,"endTime":159.64,"body":"Chem?"},{"speaker":"Becca Black","startTime":159.94,"endTime":160.39,"body":"P Chem?"},{"speaker":"Keith Hawkey","startTime":160.0,"endTime":162.4,"body":"Physical Chemistry"},{"speaker":"Keith Hawkey","startTime":160.0,"endTime":162.4,"body":"I hear that was one of the"},{"speaker":"Becca Black","startTime":163.24,"endTime":164.35,"body":"I didn't have to do"},{"speaker":"Becca Black","startTime":163.24,"endTime":164.35,"body":"that one."},{"speaker":"Keith Hawkey","startTime":164.35,"endTime":165.31,"body":"That's one of the"},{"speaker":"Keith Hawkey","startTime":164.35,"endTime":165.31,"body":"tough ones."},{"speaker":"Becca Black","startTime":165.3,"endTime":168.562,"body":"It was like"},{"speaker":"Becca Black","startTime":165.3,"endTime":168.562,"body":"organics and inorganics. Never"},{"speaker":"Becca Black","startTime":168.639,"endTime":173.222,"body":"really did too great, like"},{"speaker":"Becca Black","startTime":168.639,"endTime":173.222,"body":"always passed, but um, somewhere"},{"speaker":"Becca Black","startTime":173.3,"endTime":177.96,"body":"along the way, I decided that"},{"speaker":"Becca Black","startTime":173.3,"endTime":177.96,"body":"the veterinary medicine wasn't"},{"speaker":"Becca Black","startTime":178.038,"endTime":183.086,"body":"the path for me. One of my first"},{"speaker":"Becca Black","startTime":178.038,"endTime":183.086,"body":"big jobs out of college was with"},{"speaker":"Becca Black","startTime":183.164,"endTime":187.98,"body":"an agriculture company. So still"},{"speaker":"Becca Black","startTime":183.164,"endTime":187.98,"body":"doing some of that, like life"},{"speaker":"Becca Black","startTime":188.057,"endTime":192.795,"body":"science type work, a little bit"},{"speaker":"Becca Black","startTime":188.057,"endTime":192.795,"body":"of sales and marketing. And I"},{"speaker":"Becca Black","startTime":192.873,"endTime":196.99,"body":"really decided I wanted"},{"speaker":"Becca Black","startTime":192.873,"endTime":196.99,"body":"something more for my career."},{"speaker":"Becca Black","startTime":197.067,"endTime":201.261,"body":"I'd always been someone who"},{"speaker":"Becca Black","startTime":197.067,"endTime":201.261,"body":"really wanted to challenge"},{"speaker":"Becca Black","startTime":201.339,"endTime":206.232,"body":"myself, I was always looking for"},{"speaker":"Becca Black","startTime":201.339,"endTime":206.232,"body":"something new to grow into and"},{"speaker":"Becca Black","startTime":206.31,"endTime":210.893,"body":"so I decided to go back to"},{"speaker":"Becca Black","startTime":206.31,"endTime":210.893,"body":"school and study business in the"},{"speaker":"Becca Black","startTime":210.97,"endTime":215.786,"body":"evenings. I felt like in my role"},{"speaker":"Becca Black","startTime":210.97,"endTime":215.786,"body":"in sales and marketing, I was"},{"speaker":"Becca Black","startTime":215.864,"endTime":219.281,"body":"understanding sales,"},{"speaker":"Becca Black","startTime":215.864,"endTime":219.281,"body":"understanding marketing"},{"speaker":"Becca Black","startTime":219.359,"endTime":223.864,"body":"concepts, but I wasn't really"},{"speaker":"Becca Black","startTime":219.359,"endTime":223.864,"body":"understanding how businesses"},{"speaker":"Becca Black","startTime":223.942,"endTime":228.369,"body":"operated. Like, what was the"},{"speaker":"Becca Black","startTime":223.942,"endTime":228.369,"body":"finance team doing? What was"},{"speaker":"Becca Black","startTime":228.447,"endTime":233.262,"body":"human, human relations doing?"},{"speaker":"Becca Black","startTime":228.447,"endTime":233.262,"body":"And what were some of my leaders"},{"speaker":"Becca Black","startTime":233.34,"endTime":237.612,"body":"thinking about to operate the"},{"speaker":"Becca Black","startTime":233.34,"endTime":237.612,"body":"business. And through the"},{"speaker":"Keith Hawkey","startTime":236.28,"endTime":331.44,"body":"And then a star"},{"speaker":"Keith Hawkey","startTime":236.28,"endTime":331.44,"body":"was born. So let me get this"},{"speaker":"Keith Hawkey","startTime":237.689,"endTime":242.427,"body":"program, I went in the evening,"},{"speaker":"Keith Hawkey","startTime":237.689,"endTime":242.427,"body":"so it was with a lot of other"},{"speaker":"Keith Hawkey","startTime":242.505,"endTime":247.01,"body":"working professionals. Every"},{"speaker":"Keith Hawkey","startTime":242.505,"endTime":247.01,"body":"single class had a technology"},{"speaker":"Keith Hawkey","startTime":247.088,"endTime":250.738,"body":"component to it, like a"},{"speaker":"Keith Hawkey","startTime":247.088,"endTime":250.738,"body":"technology segment, all"},{"speaker":"Keith Hawkey","startTime":250.816,"endTime":254.389,"body":"leadership classes,"},{"speaker":"Keith Hawkey","startTime":250.816,"endTime":254.389,"body":"organizational classes and"},{"speaker":"Keith Hawkey","startTime":254.467,"endTime":258.661,"body":"growing up, like of course,"},{"speaker":"Keith Hawkey","startTime":254.467,"endTime":258.661,"body":"computers were part of our"},{"speaker":"Keith Hawkey","startTime":258.738,"endTime":263.632,"body":"education, you know. When I was"},{"speaker":"Keith Hawkey","startTime":258.738,"endTime":263.632,"body":"little, you know, fourth grade,"},{"speaker":"Keith Hawkey","startTime":263.709,"endTime":267.826,"body":"we were doing keyboarding"},{"speaker":"Keith Hawkey","startTime":263.709,"endTime":267.826,"body":"already and through college"},{"speaker":"Keith Hawkey","startTime":267.904,"endTime":272.797,"body":"course, had access to all that"},{"speaker":"Keith Hawkey","startTime":267.904,"endTime":272.797,"body":"but never was really tech savvy."},{"speaker":"Keith Hawkey","startTime":272.875,"endTime":277.224,"body":"I was pretty intimidated by"},{"speaker":"Keith Hawkey","startTime":272.875,"endTime":277.224,"body":"technology, I thought it was"},{"speaker":"Keith Hawkey","startTime":277.302,"endTime":281.496,"body":"this like mystery thing. But"},{"speaker":"Keith Hawkey","startTime":277.302,"endTime":281.496,"body":"while I was in school, it"},{"speaker":"Keith Hawkey","startTime":281.574,"endTime":286.312,"body":"started to really intrigue me."},{"speaker":"Keith Hawkey","startTime":281.574,"endTime":286.312,"body":"And there was actually a local"},{"speaker":"Keith Hawkey","startTime":286.39,"endTime":291.05,"body":"CIO in my class. And as we're"},{"speaker":"Keith Hawkey","startTime":286.39,"endTime":291.05,"body":"getting towards the end of the"},{"speaker":"Keith Hawkey","startTime":291.128,"endTime":295.322,"body":"program, I was looking for a"},{"speaker":"Keith Hawkey","startTime":291.128,"endTime":295.322,"body":"career move and I started"},{"speaker":"Keith Hawkey","startTime":295.399,"endTime":299.904,"body":"speaking with him. And it's"},{"speaker":"Keith Hawkey","startTime":295.399,"endTime":299.904,"body":"funny because he was like, you"},{"speaker":"Keith Hawkey","startTime":299.982,"endTime":304.953,"body":"know, Becca, you, you don't have"},{"speaker":"Keith Hawkey","startTime":299.982,"endTime":304.953,"body":"to be good at technology to, to"},{"speaker":"Keith Hawkey","startTime":305.031,"endTime":309.691,"body":"be in technology, you have to"},{"speaker":"Keith Hawkey","startTime":305.031,"endTime":309.691,"body":"just be like a good person and"},{"speaker":"Keith Hawkey","startTime":309.769,"endTime":314.351,"body":"do what you say you're gonna do,"},{"speaker":"Keith Hawkey","startTime":309.769,"endTime":314.351,"body":"and you'll do well. And he"},{"speaker":"Keith Hawkey","startTime":314.429,"endTime":319.245,"body":"introduced me to a local company"},{"speaker":"Keith Hawkey","startTime":314.429,"endTime":319.245,"body":"doing some security services,"},{"speaker":"Keith Hawkey","startTime":319.322,"endTime":323.827,"body":"resell, we were a big Cisco"},{"speaker":"Keith Hawkey","startTime":319.322,"endTime":323.827,"body":"Partner. So yeah, that's how I"},{"speaker":"Keith Hawkey","startTime":323.905,"endTime":327.09,"body":"found myself in the the"},{"speaker":"Keith Hawkey","startTime":323.905,"endTime":327.09,"body":"technology space."},{"speaker":"Keith Hawkey","startTime":331.44,"endTime":336.81,"body":"straight. You're taking organic"},{"speaker":"Keith Hawkey","startTime":331.44,"endTime":336.81,"body":"chemistry and decided this was"},{"speaker":"Keith Hawkey","startTime":336.81,"endTime":342.96,"body":"not challenging enough. I want"},{"speaker":"Keith Hawkey","startTime":336.81,"endTime":342.96,"body":"to go into IT Sales. Oh, I just"},{"speaker":"Keith Hawkey","startTime":342.96,"endTime":344.91,"body":"want to make sure I've got the"},{"speaker":"Keith Hawkey","startTime":342.96,"endTime":344.91,"body":"through line there."},{"speaker":"Becca Black","startTime":345.39,"endTime":350.37,"body":"Yeah, there were I"},{"speaker":"Becca Black","startTime":345.39,"endTime":350.37,"body":"mean, challenging myself was the"},{"speaker":"Becca Black","startTime":350.37,"endTime":354.75,"body":"theme. But yeah, you got it."},{"speaker":"Keith Hawkey","startTime":355.35,"endTime":359.1,"body":"So you found"},{"speaker":"Keith Hawkey","startTime":355.35,"endTime":359.1,"body":"yourself in IT sales and then"},{"speaker":"Keith Hawkey","startTime":359.13,"endTime":364.62,"body":"you ran across a couple of lads"},{"speaker":"Keith Hawkey","startTime":359.13,"endTime":364.62,"body":"that started a company named"},{"speaker":"Keith Hawkey","startTime":364.62,"endTime":370.71,"body":"Opkalla. We actually both work"},{"speaker":"Keith Hawkey","startTime":364.62,"endTime":370.71,"body":"for Opkalla. And how did you"},{"speaker":"Keith Hawkey","startTime":370.8,"endTime":375.3,"body":"transition over to Opkalla? What"},{"speaker":"Keith Hawkey","startTime":370.8,"endTime":375.3,"body":"were you guys doing then? How"},{"speaker":"Keith Hawkey","startTime":375.3,"endTime":376.23,"body":"did that story begin?"},{"speaker":"Becca Black","startTime":376.02,"endTime":379.839,"body":"Yeah. So it was the"},{"speaker":"Becca Black","startTime":376.02,"endTime":379.839,"body":"middle of 2020. You know, the"},{"speaker":"Becca Black","startTime":379.917,"endTime":384.282,"body":"world was changed. At that"},{"speaker":"Becca Black","startTime":379.917,"endTime":384.282,"body":"point, we're still kind of in"},{"speaker":"Becca Black","startTime":384.36,"endTime":388.413,"body":"lockdown mode. And I found"},{"speaker":"Becca Black","startTime":384.36,"endTime":388.413,"body":"myself on the market. And"},{"speaker":"Becca Black","startTime":388.491,"endTime":393.09,"body":"through mutual connections, I"},{"speaker":"Becca Black","startTime":388.491,"endTime":393.09,"body":"met the guys that had started"},{"speaker":"Becca Black","startTime":393.168,"endTime":397.611,"body":"Opkalla. They were working"},{"speaker":"Becca Black","startTime":393.168,"endTime":397.611,"body":"through a little bit different"},{"speaker":"Becca Black","startTime":397.689,"endTime":401.664,"body":"channel that was really"},{"speaker":"Becca Black","startTime":397.689,"endTime":401.664,"body":"interesting to me. They, of"},{"speaker":"Becca Black","startTime":401.742,"endTime":406.808,"body":"course, were in startup mode and"},{"speaker":"Becca Black","startTime":401.742,"endTime":406.808,"body":"I knew that I had the capability"},{"speaker":"Becca Black","startTime":406.886,"endTime":411.329,"body":"and aptitude to really help"},{"speaker":"Becca Black","startTime":406.886,"endTime":411.329,"body":"build a culture, I was really"},{"speaker":"Becca Black","startTime":411.407,"endTime":416.24,"body":"excited about getting in on the"},{"speaker":"Becca Black","startTime":411.407,"endTime":416.24,"body":"ground floor of something. You"},{"speaker":"Becca Black","startTime":416.318,"endTime":421.229,"body":"know, maybe it was a little bit"},{"speaker":"Becca Black","startTime":416.318,"endTime":421.229,"body":"risky, but I kind of dove right"},{"speaker":"Becca Black","startTime":421.306,"endTime":426.061,"body":"in with them. The model was was"},{"speaker":"Becca Black","startTime":421.306,"endTime":426.061,"body":"interesting to me. And I knew"},{"speaker":"Becca Black","startTime":426.139,"endTime":430.894,"body":"there was something there, and"},{"speaker":"Becca Black","startTime":426.139,"endTime":430.894,"body":"they were really hungry. And I"},{"speaker":"Becca Black","startTime":430.972,"endTime":435.649,"body":"got the sense they weren't gonna"},{"speaker":"Becca Black","startTime":430.972,"endTime":435.649,"body":"let this thing fail either."},{"speaker":"Becca Black","startTime":435.727,"endTime":440.481,"body":"Yeah, so I jumped on board. And"},{"speaker":"Becca Black","startTime":435.727,"endTime":440.481,"body":"at that time, in 2020, I feel"},{"speaker":"Becca Black","startTime":440.559,"endTime":445.236,"body":"like a lot of our conversations"},{"speaker":"Becca Black","startTime":440.559,"endTime":445.236,"body":"were around cost optimizing,"},{"speaker":"Becca Black","startTime":445.314,"endTime":449.679,"body":"like, some businesses were"},{"speaker":"Becca Black","startTime":445.314,"endTime":449.679,"body":"struggling with revenues, and"},{"speaker":"Becca Black","startTime":449.757,"endTime":454.434,"body":"they were looking to IT to cut"},{"speaker":"Becca Black","startTime":449.757,"endTime":454.434,"body":"costs, to make their business"},{"speaker":"Becca Black","startTime":454.512,"endTime":459.344,"body":"more operationally profitable."},{"speaker":"Becca Black","startTime":454.512,"endTime":459.344,"body":"And we kind of grew and adapted"},{"speaker":"Becca Black","startTime":459.422,"endTime":463.865,"body":"from there. I mean, I think that"},{"speaker":"Becca Black","startTime":459.422,"endTime":463.865,"body":"the name of the company,"},{"speaker":"Becca Black","startTime":463.943,"endTime":468.386,"body":"Opkalla, is for operational"},{"speaker":"Becca Black","startTime":463.943,"endTime":468.386,"body":"efficiencies. That has always"},{"speaker":"Becca Black","startTime":468.464,"endTime":473.219,"body":"been the theme. And as we go"},{"speaker":"Becca Black","startTime":468.464,"endTime":473.219,"body":"into our our customers to try to"},{"speaker":"Becca Black","startTime":473.297,"endTime":478.13,"body":"determine how we can help them,"},{"speaker":"Becca Black","startTime":473.297,"endTime":478.13,"body":"we just bring that like, sense"},{"speaker":"Becca Black","startTime":478.207,"endTime":483.274,"body":"of flexibility and nimbleness to"},{"speaker":"Becca Black","startTime":478.207,"endTime":483.274,"body":"react to what they need and just"},{"speaker":"Becca Black","startTime":483.352,"endTime":488.107,"body":"do the hard work that's needed"},{"speaker":"Becca Black","startTime":483.352,"endTime":488.107,"body":"to get them their outcomes. So"},{"speaker":"Becca Black","startTime":488.185,"endTime":492.706,"body":"it's been the same kind of"},{"speaker":"Becca Black","startTime":488.185,"endTime":492.706,"body":"mission but of course, over the"},{"speaker":"Becca Black","startTime":492.784,"endTime":496.915,"body":"years, different needs have"},{"speaker":"Becca Black","startTime":492.784,"endTime":496.915,"body":"popped up to help grow in"},{"speaker":"Becca Black","startTime":496.993,"endTime":498.63,"body":"different directions."},{"speaker":"Keith Hawkey","startTime":498.63,"endTime":501.69,"body":"Yeah, the"},{"speaker":"Keith Hawkey","startTime":498.63,"endTime":501.69,"body":"technology sphere, you know, IT"},{"speaker":"Keith Hawkey","startTime":501.69,"endTime":507.18,"body":"technology, operational"},{"speaker":"Keith Hawkey","startTime":501.69,"endTime":507.18,"body":"technology, it is so fast, so"},{"speaker":"Keith Hawkey","startTime":507.18,"endTime":513.69,"body":"quick with its growth. And you"},{"speaker":"Keith Hawkey","startTime":507.18,"endTime":513.69,"body":"have to be nimble and adaptive"},{"speaker":"Keith Hawkey","startTime":514.32,"endTime":519.3,"body":"from the user standpoint, from a"},{"speaker":"Keith Hawkey","startTime":514.32,"endTime":519.3,"body":"customer, one of our customers"},{"speaker":"Keith Hawkey","startTime":519.3,"endTime":521.94,"body":"standpoint. If you're running an"},{"speaker":"Keith Hawkey","startTime":519.3,"endTime":521.94,"body":"organization, you have to stay"},{"speaker":"Keith Hawkey","startTime":521.94,"endTime":526.35,"body":"abreast of new technologies, you"},{"speaker":"Keith Hawkey","startTime":521.94,"endTime":526.35,"body":"have to understand the nuances"},{"speaker":"Keith Hawkey","startTime":526.35,"endTime":531.51,"body":"of the stack that you're working"},{"speaker":"Keith Hawkey","startTime":526.35,"endTime":531.51,"body":"with today. What is, what is the"},{"speaker":"Keith Hawkey","startTime":531.51,"endTime":534.54,"body":"day in the life, actually how"},{"speaker":"Keith Hawkey","startTime":531.51,"endTime":534.54,"body":"about this? What is the"},{"speaker":"Keith Hawkey","startTime":534.54,"endTime":539.97,"body":"difference between a technology"},{"speaker":"Keith Hawkey","startTime":534.54,"endTime":539.97,"body":"advisor and a sales"},{"speaker":"Keith Hawkey","startTime":539.97,"endTime":543.93,"body":"representative? What you might"},{"speaker":"Keith Hawkey","startTime":539.97,"endTime":543.93,"body":"view as a sales representative"},{"speaker":"Keith Hawkey","startTime":543.93,"endTime":550.08,"body":"from an OEM or, or a partner?"},{"speaker":"Keith Hawkey","startTime":543.93,"endTime":550.08,"body":"How are those differentiated?"},{"speaker":"Keith Hawkey","startTime":550.08,"endTime":551.82,"body":"Like what's different about a"},{"speaker":"Keith Hawkey","startTime":550.08,"endTime":551.82,"body":"technology advisor and that"},{"speaker":"Keith Hawkey","startTime":551.82,"endTime":552.12,"body":"experience?"},{"speaker":"Becca Black","startTime":553.32,"endTime":556.38,"body":"Yeah, I think"},{"speaker":"Becca Black","startTime":553.32,"endTime":556.38,"body":"there's a lot of things that are"},{"speaker":"Becca Black","startTime":556.38,"endTime":560.31,"body":"different. And you know, in our"},{"speaker":"Becca Black","startTime":556.38,"endTime":560.31,"body":"world as technology advisors,"},{"speaker":"Becca Black","startTime":560.34,"endTime":564.99,"body":"there's very much a role for the"},{"speaker":"Becca Black","startTime":560.34,"endTime":564.99,"body":"OEM sales rep. We still need"},{"speaker":"Becca Black","startTime":564.99,"endTime":571.68,"body":"them to operate well, and as"},{"speaker":"Becca Black","startTime":564.99,"endTime":571.68,"body":"good advisors. But I think one"},{"speaker":"Becca Black","startTime":571.68,"endTime":577.02,"body":"of the big differentiators for a"},{"speaker":"Becca Black","startTime":571.68,"endTime":577.02,"body":"sales rep for an OEM, they're"},{"speaker":"Becca Black","startTime":577.02,"endTime":583.68,"body":"motivated to find a new customer"},{"speaker":"Becca Black","startTime":577.02,"endTime":583.68,"body":"and sell a product or service"},{"speaker":"Becca Black","startTime":583.89,"endTime":588.0,"body":"and bring them on board, for the"},{"speaker":"Becca Black","startTime":583.89,"endTime":588.0,"body":"most part, and then move on to"},{"speaker":"Becca Black","startTime":588.0,"endTime":594.0,"body":"the next. Whereas as technology"},{"speaker":"Becca Black","startTime":588.0,"endTime":594.0,"body":"advisors, our investment is"},{"speaker":"Becca Black","startTime":594.0,"endTime":597.93,"body":"really in building a"},{"speaker":"Becca Black","startTime":594.0,"endTime":597.93,"body":"relationship so that we can help"},{"speaker":"Becca Black","startTime":597.96,"endTime":601.83,"body":"our customers across their"},{"speaker":"Becca Black","startTime":597.96,"endTime":601.83,"body":"technology stack, be it"},{"speaker":"Becca Black","startTime":601.86,"endTime":606.87,"body":"infrastructure, software, you"},{"speaker":"Becca Black","startTime":601.86,"endTime":606.87,"body":"know, down to professional"},{"speaker":"Becca Black","startTime":606.87,"endTime":611.88,"body":"services, potentially or managed"},{"speaker":"Becca Black","startTime":606.87,"endTime":611.88,"body":"services. Yeah, I think the"},{"speaker":"Becca Black","startTime":611.88,"endTime":616.8,"body":"motivations for the advisor is"},{"speaker":"Becca Black","startTime":611.88,"endTime":616.8,"body":"to build a level of trust and"},{"speaker":"Becca Black","startTime":616.8,"endTime":620.4,"body":"understanding of the customer's"},{"speaker":"Becca Black","startTime":616.8,"endTime":620.4,"body":"environment to really help"},{"speaker":"Becca Black","startTime":620.4,"endTime":626.85,"body":"solution the right technology"},{"speaker":"Becca Black","startTime":620.4,"endTime":626.85,"body":"for their needs, versus an OEM"},{"speaker":"Becca Black","startTime":626.85,"endTime":633.27,"body":"rep generally, is just looking"},{"speaker":"Becca Black","startTime":626.85,"endTime":633.27,"body":"for a sale and move on to the"},{"speaker":"Becca Black","startTime":633.27,"endTime":634.83,"body":"next. Do you agree?"},{"speaker":"Keith Hawkey","startTime":634.96,"endTime":638.98,"body":"Yeah, I tend to"},{"speaker":"Keith Hawkey","startTime":634.96,"endTime":638.98,"body":"agree. A lot of it has to do"},{"speaker":"Keith Hawkey","startTime":638.98,"endTime":646.0,"body":"with the way the organization is"},{"speaker":"Keith Hawkey","startTime":638.98,"endTime":646.0,"body":"set up. The OEM account"},{"speaker":"Keith Hawkey","startTime":646.0,"endTime":651.46,"body":"executive, their primary role is"},{"speaker":"Keith Hawkey","startTime":646.0,"endTime":651.46,"body":"to be very zealous about the"},{"speaker":"Keith Hawkey","startTime":651.46,"endTime":655.12,"body":"technology their company is"},{"speaker":"Keith Hawkey","startTime":651.46,"endTime":655.12,"body":"developing. And a lot of it's"},{"speaker":"Keith Hawkey","startTime":655.15,"endTime":659.71,"body":"exciting technology. So"},{"speaker":"Keith Hawkey","startTime":655.15,"endTime":659.71,"body":"organizations, sales"},{"speaker":"Keith Hawkey","startTime":659.71,"endTime":666.34,"body":"organizations within the big box"},{"speaker":"Keith Hawkey","startTime":659.71,"endTime":666.34,"body":"retailers, largely try to get"},{"speaker":"Keith Hawkey","startTime":666.37,"endTime":669.91,"body":"their sales organization"},{"speaker":"Keith Hawkey","startTime":666.37,"endTime":669.91,"body":"extremely excited. And"},{"speaker":"Keith Hawkey","startTime":669.91,"endTime":673.51,"body":"hopefully, that comes across on"},{"speaker":"Keith Hawkey","startTime":669.91,"endTime":673.51,"body":"sales calls and presentations"},{"speaker":"Keith Hawkey","startTime":673.51,"endTime":678.34,"body":"that this is the hot stuff. This"},{"speaker":"Keith Hawkey","startTime":673.51,"endTime":678.34,"body":"is going to solve the client's"},{"speaker":"Keith Hawkey","startTime":678.34,"endTime":686.2,"body":"problems. But what that doesn't"},{"speaker":"Keith Hawkey","startTime":678.34,"endTime":686.2,"body":"lend itself to occasionally is,"},{"speaker":"Keith Hawkey","startTime":686.29,"endTime":690.04,"body":"account executives seeing the"},{"speaker":"Keith Hawkey","startTime":686.29,"endTime":690.04,"body":"world through the eyes of an end"},{"speaker":"Keith Hawkey","startTime":690.04,"endTime":695.05,"body":"user. And that's I think one of"},{"speaker":"Keith Hawkey","startTime":690.04,"endTime":695.05,"body":"the major differentiators is, as"},{"speaker":"Keith Hawkey","startTime":695.05,"endTime":698.14,"body":"technology advisors, we try to"},{"speaker":"Keith Hawkey","startTime":695.05,"endTime":698.14,"body":"focus on seeing the world"},{"speaker":"Keith Hawkey","startTime":698.14,"endTime":700.87,"body":"through the end users eyes and"},{"speaker":"Keith Hawkey","startTime":698.14,"endTime":700.87,"body":"understanding the problem from"},{"speaker":"Keith Hawkey","startTime":700.87,"endTime":707.26,"body":"their scope because we are not"},{"speaker":"Keith Hawkey","startTime":700.87,"endTime":707.26,"body":"focused on a particular"},{"speaker":"Keith Hawkey","startTime":707.26,"endTime":711.52,"body":"technology necessarily. Our goal"},{"speaker":"Keith Hawkey","startTime":707.26,"endTime":711.52,"body":"is to understand the marketplace"},{"speaker":"Keith Hawkey","startTime":711.55,"endTime":715.18,"body":"and build custom solutions to"},{"speaker":"Keith Hawkey","startTime":711.55,"endTime":715.18,"body":"solve end users problems from"},{"speaker":"Keith Hawkey","startTime":715.18,"endTime":718.78,"body":"their viewpoint. So that's the"},{"speaker":"Keith Hawkey","startTime":715.18,"endTime":718.78,"body":"major difference, I think"},{"speaker":"Keith Hawkey","startTime":718.78,"endTime":723.79,"body":"there's a role for both. It's"},{"speaker":"Keith Hawkey","startTime":718.78,"endTime":723.79,"body":"good that we have very active I"},{"speaker":"Keith Hawkey","startTime":723.79,"endTime":727.54,"body":"know, I know, some wonderful"},{"speaker":"Keith Hawkey","startTime":723.79,"endTime":727.54,"body":"account executives for some"},{"speaker":"Keith Hawkey","startTime":728.41,"endTime":733.75,"body":"companies that we've all heard"},{"speaker":"Keith Hawkey","startTime":728.41,"endTime":733.75,"body":"of. But sometimes an end user,"},{"speaker":"Keith Hawkey","startTime":733.78,"endTime":738.55,"body":"sometimes director of IT or a"},{"speaker":"Keith Hawkey","startTime":733.78,"endTime":738.55,"body":"CIO or IT manager, they're"},{"speaker":"Keith Hawkey","startTime":738.55,"endTime":742.78,"body":"looking for more of a part. And"},{"speaker":"Keith Hawkey","startTime":738.55,"endTime":742.78,"body":"that's where a technology"},{"speaker":"Keith Hawkey","startTime":742.78,"endTime":749.95,"body":"advisor, I think tries to fill"},{"speaker":"Keith Hawkey","startTime":742.78,"endTime":749.95,"body":"that void. What is, what is the"},{"speaker":"Keith Hawkey","startTime":749.95,"endTime":753.07,"body":"day in the life? I'm sure that"},{"speaker":"Keith Hawkey","startTime":749.95,"endTime":753.07,"body":"we have some people asking what"},{"speaker":"Keith Hawkey","startTime":753.07,"endTime":757.36,"body":"is the day in the life of Becca"},{"speaker":"Keith Hawkey","startTime":753.07,"endTime":757.36,"body":"Black? So tell us."},{"speaker":"Becca Black","startTime":758.14,"endTime":763.63,"body":"Yeah, um, a day in"},{"speaker":"Becca Black","startTime":758.14,"endTime":763.63,"body":"my life, it varies, you know,"},{"speaker":"Becca Black","startTime":763.63,"endTime":767.56,"body":"from day to day, like I was"},{"speaker":"Becca Black","startTime":763.63,"endTime":767.56,"body":"joking with my husband the other"},{"speaker":"Becca Black","startTime":767.56,"endTime":771.13,"body":"night that I feel like I have 60"},{"speaker":"Becca Black","startTime":767.56,"endTime":771.13,"body":"balls in the air right now, like"},{"speaker":"Becca Black","startTime":771.19,"endTime":774.76,"body":"just different, different"},{"speaker":"Becca Black","startTime":771.19,"endTime":774.76,"body":"activities, different needs from"},{"speaker":"Becca Black","startTime":775.06,"endTime":782.05,"body":"from different clients. But, you"},{"speaker":"Becca Black","startTime":775.06,"endTime":782.05,"body":"know, lots of meetings,"},{"speaker":"Becca Black","startTime":782.32,"endTime":788.02,"body":"quarterbacking between my"},{"speaker":"Becca Black","startTime":782.32,"endTime":788.02,"body":"clients, and vendors. So I spend"},{"speaker":"Becca Black","startTime":788.02,"endTime":792.7,"body":"a lot of time gathering"},{"speaker":"Becca Black","startTime":788.02,"endTime":792.7,"body":"requirements from my customers,"},{"speaker":"Becca Black","startTime":793.15,"endTime":796.63,"body":"and then translating that to"},{"speaker":"Becca Black","startTime":793.15,"endTime":796.63,"body":"interviews with vendors to"},{"speaker":"Becca Black","startTime":796.63,"endTime":800.65,"body":"really help my clients like"},{"speaker":"Becca Black","startTime":796.63,"endTime":800.65,"body":"avoid the first couple like"},{"speaker":"Becca Black","startTime":800.65,"endTime":805.03,"body":"painful discovery calls. Like,"},{"speaker":"Becca Black","startTime":800.65,"endTime":805.03,"body":"let me just get to the root of"},{"speaker":"Becca Black","startTime":805.03,"endTime":808.39,"body":"it with these vendors, and"},{"speaker":"Becca Black","startTime":805.03,"endTime":808.39,"body":"really feel it out for myself if"},{"speaker":"Becca Black","startTime":808.39,"endTime":812.29,"body":"they are the right fit, based on"},{"speaker":"Becca Black","startTime":808.39,"endTime":812.29,"body":"what I know about my customers."},{"speaker":"Becca Black","startTime":813.31,"endTime":816.91,"body":"So doing a lot of that, and also"},{"speaker":"Becca Black","startTime":813.31,"endTime":816.91,"body":"preparing vendors to have good"},{"speaker":"Becca Black","startTime":816.91,"endTime":821.08,"body":"calls with customers. I think"},{"speaker":"Becca Black","startTime":816.91,"endTime":821.08,"body":"one of the things I focus on in"},{"speaker":"Becca Black","startTime":821.08,"endTime":825.31,"body":"my activities is how do I save"},{"speaker":"Becca Black","startTime":821.08,"endTime":825.31,"body":"my clients time and make every"},{"speaker":"Becca Black","startTime":825.31,"endTime":827.2,"body":"call they have more meaningful?"},{"speaker":"Keith Hawkey","startTime":829.49,"endTime":832.46,"body":"That's the one"},{"speaker":"Keith Hawkey","startTime":829.49,"endTime":832.46,"body":"thing that anyone leading an IT"},{"speaker":"Keith Hawkey","startTime":832.46,"endTime":835.37,"body":"organization, organization"},{"speaker":"Keith Hawkey","startTime":832.46,"endTime":835.37,"body":"typically has is lots and lots"},{"speaker":"Keith Hawkey","startTime":835.37,"endTime":841.25,"body":"of time, just time floating"},{"speaker":"Keith Hawkey","startTime":835.37,"endTime":841.25,"body":"around everywhere. There's lots"},{"speaker":"Keith Hawkey","startTime":841.25,"endTime":842.93,"body":"of hammocks in the IT world."},{"speaker":"Becca Black","startTime":842.52,"endTime":846.0,"body":"And they have no"},{"speaker":"Becca Black","startTime":842.52,"endTime":846.0,"body":"problem working around the clock."},{"speaker":"Keith Hawkey","startTime":846.02,"endTime":848.33,"body":"Yeah, they really"},{"speaker":"Keith Hawkey","startTime":846.02,"endTime":848.33,"body":"do."},{"speaker":"Becca Black","startTime":848.33,"endTime":851.6,"body":"Our customers work"},{"speaker":"Becca Black","startTime":848.33,"endTime":851.6,"body":"really hard. I see that. And we"},{"speaker":"Becca Black","startTime":851.6,"endTime":858.47,"body":"work really hard too, we try to"},{"speaker":"Becca Black","startTime":851.6,"endTime":858.47,"body":"kind of complement that. I do"},{"speaker":"Becca Black","startTime":858.5,"endTime":861.35,"body":"get to take my clients out to"},{"speaker":"Becca Black","startTime":858.5,"endTime":861.35,"body":"lunch from time to time, which"},{"speaker":"Becca Black","startTime":861.35,"endTime":865.82,"body":"is enjoyable. And then I'm"},{"speaker":"Becca Black","startTime":861.35,"endTime":865.82,"body":"constantly building"},{"speaker":"Becca Black","startTime":865.82,"endTime":870.5,"body":"relationships with not only the"},{"speaker":"Becca Black","startTime":865.82,"endTime":870.5,"body":"network of IT professionals in"},{"speaker":"Becca Black","startTime":870.5,"endTime":875.33,"body":"Charlotte, but also the network"},{"speaker":"Becca Black","startTime":870.5,"endTime":875.33,"body":"of vendors and partners. So that"},{"speaker":"Becca Black","startTime":875.54,"endTime":879.56,"body":"I am well positioned to make the"},{"speaker":"Becca Black","startTime":875.54,"endTime":879.56,"body":"right introductions when the"},{"speaker":"Becca Black","startTime":879.56,"endTime":883.73,"body":"time is is needed and really"},{"speaker":"Becca Black","startTime":879.56,"endTime":883.73,"body":"understand the marketplace on"},{"speaker":"Becca Black","startTime":883.73,"endTime":886.82,"body":"the ground level, as well as"},{"speaker":"Becca Black","startTime":883.73,"endTime":886.82,"body":"kind of big picture."},{"speaker":"Keith Hawkey","startTime":887.05,"endTime":893.65,"body":"Yeah, no, I think"},{"speaker":"Keith Hawkey","startTime":887.05,"endTime":893.65,"body":"you're right on. So with finite"},{"speaker":"Keith Hawkey","startTime":893.68,"endTime":900.16,"body":"time, an IT leader can't, if"},{"speaker":"Keith Hawkey","startTime":893.68,"endTime":900.16,"body":"they spend all their time"},{"speaker":"Keith Hawkey","startTime":900.19,"endTime":903.79,"body":"building networks of engineers"},{"speaker":"Keith Hawkey","startTime":900.19,"endTime":903.79,"body":"that know very particular"},{"speaker":"Keith Hawkey","startTime":903.79,"endTime":907.42,"body":"subjects, and they spend all"},{"speaker":"Keith Hawkey","startTime":903.79,"endTime":907.42,"body":"their time understanding the"},{"speaker":"Keith Hawkey","startTime":907.42,"endTime":909.79,"body":"marketplace, they're not going"},{"speaker":"Keith Hawkey","startTime":907.42,"endTime":909.79,"body":"to be able to manage when the"},{"speaker":"Keith Hawkey","startTime":909.79,"endTime":912.13,"body":"network goes down, they're not"},{"speaker":"Keith Hawkey","startTime":909.79,"endTime":912.13,"body":"going to be able to implement"},{"speaker":"Keith Hawkey","startTime":912.55,"endTime":917.56,"body":"new technologies manage a team."},{"speaker":"Keith Hawkey","startTime":912.55,"endTime":917.56,"body":"You know, a lot of times"},{"speaker":"Keith Hawkey","startTime":917.56,"endTime":921.58,"body":"they're, you know, that they've"},{"speaker":"Keith Hawkey","startTime":917.56,"endTime":921.58,"body":"less time to build strategic"},{"speaker":"Keith Hawkey","startTime":921.58,"endTime":924.49,"body":"plans. And they're mostly in the"},{"speaker":"Keith Hawkey","startTime":921.58,"endTime":924.49,"body":"weeds solving, you know,"},{"speaker":"Keith Hawkey","startTime":924.49,"endTime":928.33,"body":"fighting fires, by fighting"},{"speaker":"Keith Hawkey","startTime":924.49,"endTime":928.33,"body":"shadow IT that's pervasive"},{"speaker":"Keith Hawkey","startTime":928.33,"endTime":928.72,"body":"today."},{"speaker":"Becca Black","startTime":929.02,"endTime":932.62,"body":"Yeah, being a good"},{"speaker":"Becca Black","startTime":929.02,"endTime":932.62,"body":"leader. I feel like they don't"},{"speaker":"Becca Black","startTime":932.62,"endTime":937.15,"body":"have time to sit and lead their"},{"speaker":"Becca Black","startTime":932.62,"endTime":937.15,"body":"team and develop their team. I"},{"speaker":"Becca Black","startTime":937.69,"endTime":942.16,"body":"think thetalent is such a big"},{"speaker":"Becca Black","startTime":937.69,"endTime":942.16,"body":"topic in our space right now"},{"speaker":"Becca Black","startTime":942.16,"endTime":946.24,"body":"with such a shortage. So you"},{"speaker":"Becca Black","startTime":942.16,"endTime":946.24,"body":"have to be the kind of leader"},{"speaker":"Becca Black","startTime":946.24,"endTime":950.14,"body":"who people want to follow and"},{"speaker":"Becca Black","startTime":946.24,"endTime":950.14,"body":"stick with and you can't just do"},{"speaker":"Becca Black","startTime":950.14,"endTime":954.1,"body":"that, like, I mean, people are"},{"speaker":"Becca Black","startTime":950.14,"endTime":954.1,"body":"naturally good leaders, but the"},{"speaker":"Becca Black","startTime":954.1,"endTime":958.18,"body":"best leaders, like spend a lot"},{"speaker":"Becca Black","startTime":954.1,"endTime":958.18,"body":"of time focused on that too. And"},{"speaker":"Becca Black","startTime":958.18,"endTime":961.48,"body":"so yeah, like, Where does"},{"speaker":"Becca Black","startTime":958.18,"endTime":961.48,"body":"someone like us come alongside"},{"speaker":"Becca Black","startTime":961.48,"endTime":965.8,"body":"and kind of fill in the gaps of"},{"speaker":"Becca Black","startTime":961.48,"endTime":965.8,"body":"work that they don't have time"},{"speaker":"Becca Black","startTime":965.8,"endTime":966.13,"body":"for?"},{"speaker":"Keith Hawkey","startTime":967.05,"endTime":971.28,"body":"Yeah. Yeah, that's"},{"speaker":"Keith Hawkey","startTime":967.05,"endTime":971.28,"body":"true. And but a lot of the"},{"speaker":"Keith Hawkey","startTime":971.28,"endTime":977.01,"body":"times, we run into this as well"},{"speaker":"Keith Hawkey","startTime":971.28,"endTime":977.01,"body":"is, there's an IT leader that's"},{"speaker":"Keith Hawkey","startTime":977.01,"endTime":981.45,"body":"been burned in relationships."},{"speaker":"Keith Hawkey","startTime":977.01,"endTime":981.45,"body":"There's an IT leader that has"},{"speaker":"Keith Hawkey","startTime":982.02,"endTime":986.55,"body":"built relationships with, with"},{"speaker":"Keith Hawkey","startTime":982.02,"endTime":986.55,"body":"particular sales representation"},{"speaker":"Keith Hawkey","startTime":986.82,"endTime":989.55,"body":"and there's a lot of churn and"},{"speaker":"Keith Hawkey","startTime":986.82,"endTime":989.55,"body":"they never feel like they have"},{"speaker":"Keith Hawkey","startTime":989.55,"endTime":992.73,"body":"someone that they can rely on"},{"speaker":"Keith Hawkey","startTime":989.55,"endTime":992.73,"body":"because there's always a new"},{"speaker":"Keith Hawkey","startTime":992.73,"endTime":998.43,"body":"face. There's, you know,"},{"speaker":"Keith Hawkey","startTime":992.73,"endTime":998.43,"body":"sometimes these relationships"},{"speaker":"Keith Hawkey","startTime":998.43,"endTime":1002.84,"body":"can be tenuous, but both"},{"speaker":"Keith Hawkey","startTime":998.43,"endTime":1002.84,"body":"organizations need the same"},{"speaker":"Keith Hawkey","startTime":1002.84,"endTime":1005.18,"body":"thing in a way. You have"},{"speaker":"Keith Hawkey","startTime":1002.84,"endTime":1005.18,"body":"companies that are developing"},{"speaker":"Keith Hawkey","startTime":1005.18,"endTime":1007.61,"body":"technology, and then you have"},{"speaker":"Keith Hawkey","startTime":1005.18,"endTime":1007.61,"body":"companies that are looking to"},{"speaker":"Keith Hawkey","startTime":1007.61,"endTime":1013.7,"body":"consume technology and implement"},{"speaker":"Keith Hawkey","startTime":1007.61,"endTime":1013.7,"body":"it to improve their, you know,"},{"speaker":"Keith Hawkey","startTime":1013.7,"endTime":1019.37,"body":"their technology stack and their"},{"speaker":"Keith Hawkey","startTime":1013.7,"endTime":1019.37,"body":"competitiveness, ultimately. So,"},{"speaker":"Keith Hawkey","startTime":1020.06,"endTime":1024.5,"body":"you know, what are some ways in"},{"speaker":"Keith Hawkey","startTime":1020.06,"endTime":1024.5,"body":"your mind that, it's nice to"},{"speaker":"Keith Hawkey","startTime":1024.5,"endTime":1027.62,"body":"have a technology advisor at"},{"speaker":"Keith Hawkey","startTime":1024.5,"endTime":1027.62,"body":"your hand, but let's say that"},{"speaker":"Keith Hawkey","startTime":1028.07,"endTime":1031.49,"body":"you don't have one today and you"},{"speaker":"Keith Hawkey","startTime":1028.07,"endTime":1031.49,"body":"have a bunch of relationships"},{"speaker":"Keith Hawkey","startTime":1031.49,"endTime":1038.06,"body":"with OEMs? Sometimes I feel that"},{"speaker":"Keith Hawkey","startTime":1031.49,"endTime":1038.06,"body":"the human side of things is"},{"speaker":"Keith Hawkey","startTime":1038.06,"endTime":1043.7,"body":"always the best way to view a"},{"speaker":"Keith Hawkey","startTime":1038.06,"endTime":1043.7,"body":"relationship. You know,"},{"speaker":"Keith Hawkey","startTime":1043.79,"endTime":1048.26,"body":"everyone, everyone has deadlines"},{"speaker":"Keith Hawkey","startTime":1043.79,"endTime":1048.26,"body":"everyone has, has tasks that"},{"speaker":"Keith Hawkey","startTime":1048.29,"endTime":1053.84,"body":"their companies are putting upon"},{"speaker":"Keith Hawkey","startTime":1048.29,"endTime":1053.84,"body":"them to complete. But the end of"},{"speaker":"Keith Hawkey","startTime":1053.84,"endTime":1058.16,"body":"the day, we're all human. And,"},{"speaker":"Keith Hawkey","startTime":1053.84,"endTime":1058.16,"body":"you know, sometimes these"},{"speaker":"Keith Hawkey","startTime":1058.16,"endTime":1062.09,"body":"relationships can can be kind of"},{"speaker":"Keith Hawkey","startTime":1058.16,"endTime":1062.09,"body":"tenuous, do you have any advice"},{"speaker":"Keith Hawkey","startTime":1062.09,"endTime":1065.81,"body":"for an IT leader that might want"},{"speaker":"Keith Hawkey","startTime":1062.09,"endTime":1065.81,"body":"to improve their relationships"},{"speaker":"Keith Hawkey","startTime":1065.81,"endTime":1067.7,"body":"with account representatives?"},{"speaker":"Becca Black","startTime":1067.43,"endTime":1071.142,"body":"Yeah, I definitely"},{"speaker":"Becca Black","startTime":1067.43,"endTime":1071.142,"body":"think this is a place to stop,"},{"speaker":"Becca Black","startTime":1071.218,"endTime":1075.309,"body":"for IT leaders, IT buyers to"},{"speaker":"Becca Black","startTime":1071.218,"endTime":1075.309,"body":"stop and think. You know,"},{"speaker":"Becca Black","startTime":1075.384,"endTime":1079.93,"body":"something I always think about,"},{"speaker":"Becca Black","startTime":1075.384,"endTime":1079.93,"body":"when I'm speaking with them,"},{"speaker":"Becca Black","startTime":1080.006,"endTime":1084.779,"body":"it's like, the decisions we're"},{"speaker":"Becca Black","startTime":1080.006,"endTime":1084.779,"body":"advising on can or could kind of"},{"speaker":"Becca Black","startTime":1084.854,"endTime":1089.552,"body":"like make or break their job, or"},{"speaker":"Becca Black","startTime":1084.854,"endTime":1089.552,"body":"make or break their company's"},{"speaker":"Becca Black","startTime":1089.627,"endTime":1094.097,"body":"performance. So there's a lot of"},{"speaker":"Becca Black","startTime":1089.627,"endTime":1094.097,"body":"pressure to make the right"},{"speaker":"Becca Black","startTime":1094.173,"endTime":1098.946,"body":"decisions. And you have to trust"},{"speaker":"Becca Black","startTime":1094.173,"endTime":1098.946,"body":"the person that you're working"},{"speaker":"Becca Black","startTime":1099.022,"endTime":1103.87,"body":"with to help you do that. Like I"},{"speaker":"Becca Black","startTime":1099.022,"endTime":1103.87,"body":"get that very much that all the"},{"speaker":"Becca Black","startTime":1103.946,"endTime":1108.568,"body":"decisions we help with, have a"},{"speaker":"Becca Black","startTime":1103.946,"endTime":1108.568,"body":"lot of weight to them, because"},{"speaker":"Becca Black","startTime":1108.643,"endTime":1113.265,"body":"it's someone's livelihood, it's"},{"speaker":"Becca Black","startTime":1108.643,"endTime":1113.265,"body":"that IT manager's livelihood,"},{"speaker":"Becca Black","startTime":1113.34,"endTime":1118.113,"body":"it's the director's livelihood,"},{"speaker":"Becca Black","startTime":1113.34,"endTime":1118.113,"body":"whoever it is. I think building"},{"speaker":"Becca Black","startTime":1118.189,"endTime":1122.583,"body":"the relationship, of course it's"},{"speaker":"Becca Black","startTime":1118.189,"endTime":1122.583,"body":"on both sides, like being"},{"speaker":"Becca Black","startTime":1122.659,"endTime":1126.902,"body":"transparent where you can about"},{"speaker":"Becca Black","startTime":1122.659,"endTime":1126.902,"body":"your priorities and your"},{"speaker":"Becca Black","startTime":1126.977,"endTime":1130.765,"body":"timelines can be hugely"},{"speaker":"Becca Black","startTime":1126.977,"endTime":1130.765,"body":"effective in building that"},{"speaker":"Becca Black","startTime":1130.841,"endTime":1135.69,"body":"relationship. So you don't have"},{"speaker":"Becca Black","startTime":1130.841,"endTime":1135.69,"body":"to divulge your entire company's"},{"speaker":"Becca Black","startTime":1135.766,"endTime":1139.478,"body":"security stack and"},{"speaker":"Becca Black","startTime":1135.766,"endTime":1139.478,"body":"infrastructure on day one, you"},{"speaker":"Becca Black","startTime":1139.554,"endTime":1144.402,"body":"know, like, like, take the time"},{"speaker":"Becca Black","startTime":1139.554,"endTime":1144.402,"body":"to build the trust of that sales"},{"speaker":"Becca Black","startTime":1144.478,"endTime":1148.418,"body":"rep so that you do feel"},{"speaker":"Becca Black","startTime":1144.478,"endTime":1148.418,"body":"comfortable sharing that, so"},{"speaker":"Becca Black","startTime":1148.493,"endTime":1152.888,"body":"that you've come to the right"},{"speaker":"Becca Black","startTime":1148.493,"endTime":1152.888,"body":"kind of solution together. I"},{"speaker":"Becca Black","startTime":1152.963,"endTime":1157.585,"body":"think that's huge, I think for"},{"speaker":"Becca Black","startTime":1152.963,"endTime":1157.585,"body":"an IT leader to take some time"},{"speaker":"Becca Black","startTime":1157.66,"endTime":1162.433,"body":"and understand the motivations"},{"speaker":"Becca Black","startTime":1157.66,"endTime":1162.433,"body":"for the the sales rep because, I"},{"speaker":"Becca Black","startTime":1162.509,"endTime":1166.752,"body":"mean, hopefully it is a"},{"speaker":"Becca Black","startTime":1162.509,"endTime":1166.752,"body":"partnership and hopefully it's a"},{"speaker":"Becca Black","startTime":1166.828,"endTime":1170.994,"body":"relationship that you can"},{"speaker":"Becca Black","startTime":1166.828,"endTime":1170.994,"body":"continue to grow or at a bare"},{"speaker":"Becca Black","startTime":1171.07,"endTime":1175.767,"body":"minimum if something goes wrong"},{"speaker":"Becca Black","startTime":1171.07,"endTime":1175.767,"body":"with the product, the solution"},{"speaker":"Becca Black","startTime":1175.843,"endTime":1180.767,"body":"service like that sales rep is a"},{"speaker":"Becca Black","startTime":1175.843,"endTime":1180.767,"body":"good person to call to help turn"},{"speaker":"Becca Black","startTime":1180.843,"endTime":1184.934,"body":"things back around. So like"},{"speaker":"Becca Black","startTime":1180.843,"endTime":1184.934,"body":"having a good relationship"},{"speaker":"Becca Black","startTime":1185.01,"endTime":1189.177,"body":"through that process is"},{"speaker":"Becca Black","startTime":1185.01,"endTime":1189.177,"body":"important. And then it also can"},{"speaker":"Becca Black","startTime":1189.253,"endTime":1193.344,"body":"lead to more favorable"},{"speaker":"Becca Black","startTime":1189.253,"endTime":1193.344,"body":"negotiations and it can lead to"},{"speaker":"Becca Black","startTime":1193.42,"endTime":1198.117,"body":"get getting you more value out"},{"speaker":"Becca Black","startTime":1193.42,"endTime":1198.117,"body":"of what you're selling because,"},{"speaker":"Becca Black","startTime":1198.192,"endTime":1202.132,"body":"or out of what you're"},{"speaker":"Becca Black","startTime":1198.192,"endTime":1202.132,"body":"purchasing, because that sales"},{"speaker":"Becca Black","startTime":1202.208,"endTime":1206.678,"body":"rep knows exactly how much"},{"speaker":"Becca Black","startTime":1202.208,"endTime":1206.678,"body":"discount they can apply and they"},{"speaker":"Becca Black","startTime":1206.753,"endTime":1211.072,"body":"know exactly how fast they can"},{"speaker":"Becca Black","startTime":1206.753,"endTime":1211.072,"body":"get you to the top of that"},{"speaker":"Becca Black","startTime":1211.148,"endTime":1215.542,"body":"project queue. You know, they"},{"speaker":"Becca Black","startTime":1211.148,"endTime":1215.542,"body":"have a lot of power in their"},{"speaker":"Becca Black","startTime":1215.617,"endTime":1220.163,"body":"organizations or, you know, the"},{"speaker":"Becca Black","startTime":1215.617,"endTime":1220.163,"body":"chain of command above them,"},{"speaker":"Becca Black","startTime":1220.239,"endTime":1224.709,"body":"does at least. And if you can"},{"speaker":"Becca Black","startTime":1220.239,"endTime":1224.709,"body":"respond to emails in a timely"},{"speaker":"Becca Black","startTime":1224.784,"endTime":1229.179,"body":"fashion and divulge the types"},{"speaker":"Becca Black","startTime":1224.784,"endTime":1229.179,"body":"of, of information that they"},{"speaker":"Becca Black","startTime":1229.254,"endTime":1233.648,"body":"need around the timelines, and"},{"speaker":"Becca Black","startTime":1229.254,"endTime":1233.648,"body":"maybe budget, it just helps"},{"speaker":"Becca Black","startTime":1233.724,"endTime":1237.74,"body":"build that relationship and make"},{"speaker":"Becca Black","startTime":1233.724,"endTime":1237.74,"body":"for better outcomes."},{"speaker":"Keith Hawkey","startTime":1238.41,"endTime":1243.6,"body":"Yeah, you're"},{"speaker":"Keith Hawkey","startTime":1238.41,"endTime":1243.6,"body":"exactly right. There's so many"},{"speaker":"Keith Hawkey","startTime":1244.5,"endTime":1247.26,"body":"situations where these"},{"speaker":"Keith Hawkey","startTime":1244.5,"endTime":1247.26,"body":"relationships can go sideways."},{"speaker":"Keith Hawkey","startTime":1248.01,"endTime":1253.32,"body":"And like you said earlier that"},{"speaker":"Keith Hawkey","startTime":1248.01,"endTime":1253.32,"body":"the decisions that this IT"},{"speaker":"Keith Hawkey","startTime":1253.32,"endTime":1259.8,"body":"leaders making, may break or not"},{"speaker":"Keith Hawkey","startTime":1253.32,"endTime":1259.8,"body":"break that person's job. They"},{"speaker":"Keith Hawkey","startTime":1259.8,"endTime":1263.22,"body":"might not have a job after a"},{"speaker":"Keith Hawkey","startTime":1259.8,"endTime":1263.22,"body":"decision is made or not made in"},{"speaker":"Keith Hawkey","startTime":1263.22,"endTime":1268.95,"body":"their favor. And I think that"},{"speaker":"Keith Hawkey","startTime":1263.22,"endTime":1268.95,"body":"when you're on calls with some"},{"speaker":"Keith Hawkey","startTime":1269.01,"endTime":1274.32,"body":"account managers from from the"},{"speaker":"Keith Hawkey","startTime":1269.01,"endTime":1274.32,"body":"OEM side, you can feel the"},{"speaker":"Keith Hawkey","startTime":1274.32,"endTime":1277.5,"body":"pressure, you can feel the"},{"speaker":"Keith Hawkey","startTime":1274.32,"endTime":1277.5,"body":"stress they're under. They're"},{"speaker":"Keith Hawkey","startTime":1277.5,"endTime":1280.62,"body":"very much looking for, when is"},{"speaker":"Keith Hawkey","startTime":1277.5,"endTime":1280.62,"body":"this going to close? When, when"},{"speaker":"Keith Hawkey","startTime":1280.62,"endTime":1283.23,"body":"are we going to be able to sign"},{"speaker":"Keith Hawkey","startTime":1280.62,"endTime":1283.23,"body":"a contract because my jobs on"},{"speaker":"Keith Hawkey","startTime":1283.23,"endTime":1287.25,"body":"the line and, and that's the"},{"speaker":"Keith Hawkey","startTime":1283.23,"endTime":1287.25,"body":"nature of their business,"},{"speaker":"Keith Hawkey","startTime":1287.25,"endTime":1290.04,"body":"they're very driven by quarters,"},{"speaker":"Keith Hawkey","startTime":1287.25,"endTime":1290.04,"body":"quarterly earnings, they're"},{"speaker":"Keith Hawkey","startTime":1290.25,"endTime":1291.9,"body":"largely publicly traded"},{"speaker":"Keith Hawkey","startTime":1290.25,"endTime":1291.9,"body":"companies."},{"speaker":"Becca Black","startTime":1293.46,"endTime":1296.1,"body":"It's on both sides,"},{"speaker":"Becca Black","startTime":1293.46,"endTime":1296.1,"body":"too, though, you know, the sales"},{"speaker":"Becca Black","startTime":1296.1,"endTime":1298.59,"body":"rep, is not going to make quota"},{"speaker":"Becca Black","startTime":1296.1,"endTime":1298.59,"body":"potentially not going to make"},{"speaker":"Becca Black","startTime":1298.59,"endTime":1303.39,"body":"their money. The IT leader could"},{"speaker":"Becca Black","startTime":1298.59,"endTime":1303.39,"body":"pick the wrong technology that"},{"speaker":"Becca Black","startTime":1303.39,"endTime":1307.65,"body":"breaks and doesn't do good for"},{"speaker":"Becca Black","startTime":1303.39,"endTime":1307.65,"body":"their business and in both"},{"speaker":"Becca Black","startTime":1307.65,"endTime":1310.65,"body":"scenarios, could be in a bad"},{"speaker":"Becca Black","startTime":1307.65,"endTime":1310.65,"body":"place."},{"speaker":"Keith Hawkey","startTime":1310.01,"endTime":1313.797,"body":"Yeah, or do it too"},{"speaker":"Keith Hawkey","startTime":1310.01,"endTime":1313.797,"body":"soon. Right. So yeah, make a"},{"speaker":"Keith Hawkey","startTime":1313.878,"endTime":1318.793,"body":"decision too soon. I think you"},{"speaker":"Keith Hawkey","startTime":1313.878,"endTime":1318.793,"body":"will always get this on a call"},{"speaker":"Keith Hawkey","startTime":1318.874,"endTime":1323.628,"body":"where you'll have the account"},{"speaker":"Keith Hawkey","startTime":1318.874,"endTime":1323.628,"body":"executive that's looking for,"},{"speaker":"Keith Hawkey","startTime":1323.709,"endTime":1328.947,"body":"where are they going to put this"},{"speaker":"Keith Hawkey","startTime":1323.709,"endTime":1328.947,"body":"opportunity on their side in the"},{"speaker":"Keith Hawkey","startTime":1329.027,"endTime":1334.185,"body":"pipeline? Like, where does this"},{"speaker":"Keith Hawkey","startTime":1329.027,"endTime":1334.185,"body":"fit? You know, is it going to be"},{"speaker":"Keith Hawkey","startTime":1334.265,"endTime":1339.02,"body":"this quarter or next year? And I"},{"speaker":"Keith Hawkey","startTime":1334.265,"endTime":1339.02,"body":"think on both sides of the"},{"speaker":"Keith Hawkey","startTime":1339.1,"endTime":1343.774,"body":"equation, it's probably best to"},{"speaker":"Keith Hawkey","startTime":1339.1,"endTime":1343.774,"body":"set an expectation that is"},{"speaker":"Keith Hawkey","startTime":1343.855,"endTime":1348.529,"body":"beyond where you think it"},{"speaker":"Keith Hawkey","startTime":1343.855,"endTime":1348.529,"body":"actually will. So if you tell an"},{"speaker":"Keith Hawkey","startTime":1348.609,"endTime":1353.686,"body":"account executive that you think"},{"speaker":"Keith Hawkey","startTime":1348.609,"endTime":1353.686,"body":"that you might be able to move"},{"speaker":"Keith Hawkey","startTime":1353.767,"endTime":1358.924,"body":"forward with this decision, you"},{"speaker":"Keith Hawkey","startTime":1353.767,"endTime":1358.924,"body":"know, next quarter, go ahead and"},{"speaker":"Keith Hawkey","startTime":1359.005,"endTime":1363.84,"body":"say two quarters from now. But"},{"speaker":"Keith Hawkey","startTime":1359.005,"endTime":1363.84,"body":"you know, set the expectation"},{"speaker":"Keith Hawkey","startTime":1363.92,"endTime":1368.353,"body":"further out and that way, you"},{"speaker":"Keith Hawkey","startTime":1363.92,"endTime":1368.353,"body":"have more time to do your"},{"speaker":"Keith Hawkey","startTime":1368.433,"endTime":1372.704,"body":"analysis and do your"},{"speaker":"Keith Hawkey","startTime":1368.433,"endTime":1372.704,"body":"qualification of technologies as"},{"speaker":"Keith Hawkey","startTime":1372.785,"endTime":1377.942,"body":"an IT leader. At the same time,"},{"speaker":"Keith Hawkey","startTime":1372.785,"endTime":1377.942,"body":"the account executive is talking"},{"speaker":"Keith Hawkey","startTime":1378.023,"endTime":1383.261,"body":"to their leadership, and they've"},{"speaker":"Keith Hawkey","startTime":1378.023,"endTime":1383.261,"body":"set a blow out timeline, that we"},{"speaker":"Keith Hawkey","startTime":1383.341,"endTime":1388.499,"body":"can always move quicker on if we"},{"speaker":"Keith Hawkey","startTime":1383.341,"endTime":1388.499,"body":"want to. Yeah, and in that way,"},{"speaker":"Keith Hawkey","startTime":1388.579,"endTime":1393.334,"body":"I think both parties benefit"},{"speaker":"Keith Hawkey","startTime":1388.579,"endTime":1393.334,"body":"from this. Yeah. Do you agree?"},{"speaker":"Keith Hawkey","startTime":1393.414,"endTime":1395.51,"body":"Or do you see differently?"},{"speaker":"Becca Black","startTime":1395.51,"endTime":1399.38,"body":"I mean, I think as"},{"speaker":"Becca Black","startTime":1395.51,"endTime":1399.38,"body":"a buyer, you kind of know how"},{"speaker":"Becca Black","startTime":1399.41,"endTime":1402.86,"body":"decisions are made at your"},{"speaker":"Becca Black","startTime":1399.41,"endTime":1402.86,"body":"organization, and how quick or"},{"speaker":"Becca Black","startTime":1402.86,"endTime":1407.96,"body":"not quick, you can make a"},{"speaker":"Becca Black","startTime":1402.86,"endTime":1407.96,"body":"decision. I think, of course, a"},{"speaker":"Becca Black","startTime":1407.96,"endTime":1411.14,"body":"lot comes into play. And there's"},{"speaker":"Becca Black","startTime":1407.96,"endTime":1411.14,"body":"so many caveats before deciding,"},{"speaker":"Becca Black","startTime":1411.14,"endTime":1416.27,"body":"but I'm not sure I would coach"},{"speaker":"Becca Black","startTime":1411.14,"endTime":1416.27,"body":"more than a month out like, like"},{"speaker":"Becca Black","startTime":1416.33,"endTime":1419.66,"body":"buffering more than that. I"},{"speaker":"Becca Black","startTime":1416.33,"endTime":1419.66,"body":"think, more importantly, it's"},{"speaker":"Becca Black","startTime":1420.35,"endTime":1425.51,"body":"communication of when those"},{"speaker":"Becca Black","startTime":1420.35,"endTime":1425.51,"body":"timelines change. Hey, I told"},{"speaker":"Becca Black","startTime":1425.51,"endTime":1427.79,"body":"the sales rep that this was"},{"speaker":"Becca Black","startTime":1425.51,"endTime":1427.79,"body":"going to be an end of the year"},{"speaker":"Becca Black","startTime":1427.79,"endTime":1432.02,"body":"thing but in my budget meeting,"},{"speaker":"Becca Black","startTime":1427.79,"endTime":1432.02,"body":"I learned that, like, we got to"},{"speaker":"Becca Black","startTime":1432.02,"endTime":1438.47,"body":"push it off to next year. Like,"},{"speaker":"Becca Black","startTime":1432.02,"endTime":1438.47,"body":"think about it and, and just"},{"speaker":"Becca Black","startTime":1438.5,"endTime":1441.2,"body":"send that quick note, like, Hey,"},{"speaker":"Becca Black","startTime":1438.5,"endTime":1441.2,"body":"this is actually gonna get"},{"speaker":"Becca Black","startTime":1441.2,"endTime":1441.8,"body":"pushed off."},{"speaker":"Keith Hawkey","startTime":1441.53,"endTime":1444.28,"body":"Yeah, and you"},{"speaker":"Keith Hawkey","startTime":1441.53,"endTime":1444.28,"body":"don't even need to say why"},{"speaker":"Keith Hawkey","startTime":1444.349,"endTime":1448.269,"body":"necessarily. No, just the"},{"speaker":"Keith Hawkey","startTime":1444.349,"endTime":1448.269,"body":"communication of because, like,"},{"speaker":"Keith Hawkey","startTime":1448.337,"endTime":1452.67,"body":"there's a million emails in our"},{"speaker":"Keith Hawkey","startTime":1448.337,"endTime":1452.67,"body":"inbox, right. And I think a lot"},{"speaker":"Keith Hawkey","startTime":1452.738,"endTime":1457.002,"body":"of times when it comes to sales"},{"speaker":"Keith Hawkey","startTime":1452.738,"endTime":1457.002,"body":"representations, like the need"},{"speaker":"Keith Hawkey","startTime":1457.071,"endTime":1460.784,"body":"to address and build and foster"},{"speaker":"Keith Hawkey","startTime":1457.071,"endTime":1460.784,"body":"that relationship gets"},{"speaker":"Keith Hawkey","startTime":1460.853,"endTime":1464.91,"body":"deprioritized. But a quick note"},{"speaker":"Keith Hawkey","startTime":1460.853,"endTime":1464.91,"body":"of, Hey, have this meeting."},{"speaker":"Keith Hawkey","startTime":1464.979,"endTime":1468.761,"body":"Sorry, we'll talk later, but"},{"speaker":"Keith Hawkey","startTime":1464.979,"endTime":1468.761,"body":"it's gonna get pushed out."},{"speaker":"Keith Hawkey","startTime":1468.83,"endTime":1472.887,"body":"That's a lot of times enough."},{"speaker":"Keith Hawkey","startTime":1468.83,"endTime":1472.887,"body":"And they'll say, okay, great,"},{"speaker":"Keith Hawkey","startTime":1472.956,"endTime":1476.738,"body":"thanks. Thanks for the"},{"speaker":"Keith Hawkey","startTime":1472.956,"endTime":1476.738,"body":"communication. And then when you"},{"speaker":"Keith Hawkey","startTime":1476.807,"endTime":1481.001,"body":"do get around to you needing"},{"speaker":"Keith Hawkey","startTime":1476.807,"endTime":1481.001,"body":"this technology, they will go to"},{"speaker":"Keith Hawkey","startTime":1481.07,"endTime":1485.54,"body":"bat for you. Yeah, and get those"},{"speaker":"Keith Hawkey","startTime":1481.07,"endTime":1485.54,"body":"discounts and get you prioritize"},{"speaker":"Keith Hawkey","startTime":1485.609,"endTime":1490.079,"body":"and get you. You know, they have"},{"speaker":"Keith Hawkey","startTime":1485.609,"endTime":1490.079,"body":"a cadre of sales engineers and a"},{"speaker":"Keith Hawkey","startTime":1490.147,"endTime":1494.273,"body":"cadre of implementation teams"},{"speaker":"Keith Hawkey","startTime":1490.147,"endTime":1494.273,"body":"and they know who the best is."},{"speaker":"Keith Hawkey","startTime":1494.342,"endTime":1498.331,"body":"They know who the better ones"},{"speaker":"Keith Hawkey","startTime":1494.342,"endTime":1498.331,"body":"are, and sometimes they have"},{"speaker":"Keith Hawkey","startTime":1498.399,"endTime":1502.388,"body":"relationships where they can"},{"speaker":"Keith Hawkey","startTime":1498.399,"endTime":1502.388,"body":"bring the best people on, and"},{"speaker":"Keith Hawkey","startTime":1502.457,"endTime":1506.032,"body":"know that they're going to"},{"speaker":"Keith Hawkey","startTime":1502.457,"endTime":1506.032,"body":"implement at a pace and a"},{"speaker":"Keith Hawkey","startTime":1506.101,"endTime":1509.54,"body":"fidelity that is beneficial to"},{"speaker":"Keith Hawkey","startTime":1506.101,"endTime":1509.54,"body":"the decision maker."},{"speaker":"Becca Black","startTime":1509.0,"endTime":1513.08,"body":"You're exactly"},{"speaker":"Becca Black","startTime":1509.0,"endTime":1513.08,"body":"right. Lately, for me, it's been"},{"speaker":"Becca Black","startTime":1513.11,"endTime":1517.22,"body":"also project managers, the right"},{"speaker":"Becca Black","startTime":1513.11,"endTime":1517.22,"body":"project managers getting"},{"speaker":"Becca Black","startTime":1517.22,"endTime":1522.38,"body":"assigned. That's huge. And my"},{"speaker":"Becca Black","startTime":1517.22,"endTime":1522.38,"body":"salesperson knowing, hey, this"},{"speaker":"Becca Black","startTime":1522.38,"endTime":1525.23,"body":"project manager is super"},{"speaker":"Becca Black","startTime":1522.38,"endTime":1525.23,"body":"organized, has their stuff"},{"speaker":"Becca Black","startTime":1525.23,"endTime":1530.3,"body":"together. Because the whole"},{"speaker":"Becca Black","startTime":1525.23,"endTime":1530.3,"body":"technology evaluation is a major"},{"speaker":"Becca Black","startTime":1530.3,"endTime":1534.53,"body":"process in and of itself that"},{"speaker":"Becca Black","startTime":1530.3,"endTime":1534.53,"body":"we're deeply involved with. And"},{"speaker":"Becca Black","startTime":1534.59,"endTime":1537.56,"body":"almost equally as involved in"},{"speaker":"Becca Black","startTime":1534.59,"endTime":1537.56,"body":"this delivery of projects,"},{"speaker":"Becca Black","startTime":1537.56,"endTime":1541.46,"body":"because that's where really, the"},{"speaker":"Becca Black","startTime":1537.56,"endTime":1541.46,"body":"magic happens or, you know,"},{"speaker":"Becca Black","startTime":1541.46,"endTime":1545.12,"body":"that's where you really see the"},{"speaker":"Becca Black","startTime":1541.46,"endTime":1545.12,"body":"organization partnered with,"},{"speaker":"Keith Hawkey","startTime":1545.63,"endTime":1548.72,"body":"Whether there's"},{"speaker":"Keith Hawkey","startTime":1545.63,"endTime":1548.72,"body":"going to be value derived from a"},{"speaker":"Keith Hawkey","startTime":1548.72,"endTime":1551.84,"body":"technology decision or not, a"},{"speaker":"Keith Hawkey","startTime":1548.72,"endTime":1551.84,"body":"lot of times comes down to how"},{"speaker":"Keith Hawkey","startTime":1551.84,"endTime":1556.19,"body":"it was implemented. You might"},{"speaker":"Keith Hawkey","startTime":1551.84,"endTime":1556.19,"body":"spend a lot of money on the best"},{"speaker":"Keith Hawkey","startTime":1556.19,"endTime":1561.14,"body":"technology that was poorly"},{"speaker":"Keith Hawkey","startTime":1556.19,"endTime":1561.14,"body":"implemented and not realize the"},{"speaker":"Keith Hawkey","startTime":1561.14,"endTime":1564.29,"body":"residuals from that technology,"},{"speaker":"Keith Hawkey","startTime":1561.14,"endTime":1564.29,"body":"not realize the results."},{"speaker":"Becca Black","startTime":1564.71,"endTime":1570.65,"body":"And I try to coach"},{"speaker":"Becca Black","startTime":1564.71,"endTime":1570.65,"body":"our IT buyers to ask more"},{"speaker":"Becca Black","startTime":1570.65,"endTime":1574.46,"body":"questions or I even probe the"},{"speaker":"Becca Black","startTime":1570.65,"endTime":1574.46,"body":"vendors for more questions about"},{"speaker":"Becca Black","startTime":1574.46,"endTime":1578.87,"body":"how they delivered. What is day"},{"speaker":"Becca Black","startTime":1574.46,"endTime":1578.87,"body":"one support look like? What's"},{"speaker":"Becca Black","startTime":1578.87,"endTime":1582.65,"body":"their customer success look"},{"speaker":"Becca Black","startTime":1578.87,"endTime":1582.65,"body":"like? Like, am I going to call"},{"speaker":"Becca Black","startTime":1582.65,"endTime":1586.37,"body":"into a 1-800 number? Or do I"},{"speaker":"Becca Black","startTime":1582.65,"endTime":1586.37,"body":"have a person I can email?"},{"speaker":"Keith Hawkey","startTime":1586.58,"endTime":1589.88,"body":"Where are they"},{"speaker":"Keith Hawkey","startTime":1586.58,"endTime":1589.88,"body":"located? That's a big one. Yeah."},{"speaker":"Becca Black","startTime":1590.69,"endTime":1594.08,"body":"So thinking about"},{"speaker":"Becca Black","startTime":1590.69,"endTime":1594.08,"body":"the next step ahead, not just a"},{"speaker":"Becca Black","startTime":1594.08,"endTime":1598.4,"body":"short term gain of winning a"},{"speaker":"Becca Black","startTime":1594.08,"endTime":1598.4,"body":"customer or winning a deal?"},{"speaker":"Keith Hawkey","startTime":1598.76,"endTime":1601.82,"body":"Yeah. Yeah, just"},{"speaker":"Keith Hawkey","startTime":1598.76,"endTime":1601.82,"body":"it's the human element. And"},{"speaker":"Keith Hawkey","startTime":1601.82,"endTime":1604.37,"body":"we're all we're all people, at"},{"speaker":"Keith Hawkey","startTime":1601.82,"endTime":1604.37,"body":"the end of the day that have"},{"speaker":"Keith Hawkey","startTime":1604.37,"endTime":1607.13,"body":"needs and have families and have"},{"speaker":"Keith Hawkey","startTime":1604.37,"endTime":1607.13,"body":"other lives that have things"},{"speaker":"Keith Hawkey","startTime":1607.13,"endTime":1611.9,"body":"going on where we are trying to"},{"speaker":"Keith Hawkey","startTime":1607.13,"endTime":1611.9,"body":"make the best impact possible"},{"speaker":"Keith Hawkey","startTime":1611.99,"endTime":1615.62,"body":"for our organizations, and"},{"speaker":"Keith Hawkey","startTime":1611.99,"endTime":1615.62,"body":"realizing kind of where"},{"speaker":"Keith Hawkey","startTime":1615.62,"endTime":1616.64,"body":"everyone's coming from."},{"speaker":"Becca Black","startTime":1617.41,"endTime":1621.25,"body":"Yeah. As my network"},{"speaker":"Becca Black","startTime":1617.41,"endTime":1621.25,"body":"grows and expands, I'm just"},{"speaker":"Becca Black","startTime":1621.25,"endTime":1626.8,"body":"amazed by how many different"},{"speaker":"Becca Black","startTime":1621.25,"endTime":1626.8,"body":"parties are involved internal"},{"speaker":"Becca Black","startTime":1626.8,"endTime":1631.39,"body":"and external, to make an"},{"speaker":"Becca Black","startTime":1626.8,"endTime":1631.39,"body":"organization thrive. And it's"},{"speaker":"Becca Black","startTime":1631.39,"endTime":1634.45,"body":"just incredible how like, you"},{"speaker":"Becca Black","startTime":1631.39,"endTime":1634.45,"body":"know, an organization has a"},{"speaker":"Becca Black","startTime":1634.45,"endTime":1637.3,"body":"heartbeat in the way it"},{"speaker":"Becca Black","startTime":1634.45,"endTime":1637.3,"body":"operates, and then finding the"},{"speaker":"Becca Black","startTime":1637.3,"endTime":1641.59,"body":"synergies with organizations to"},{"speaker":"Becca Black","startTime":1637.3,"endTime":1641.59,"body":"bring around them to make it all"},{"speaker":"Becca Black","startTime":1641.62,"endTime":1647.05,"body":"work. It's just a cool thing to"},{"speaker":"Becca Black","startTime":1641.62,"endTime":1647.05,"body":"see and experience and be part"},{"speaker":"Becca Black","startTime":1647.05,"endTime":1647.41,"body":"of."},{"speaker":"Keith Hawkey","startTime":1647.98,"endTime":1651.85,"body":"Yeah. And you have"},{"speaker":"Keith Hawkey","startTime":1647.98,"endTime":1651.85,"body":"a lot of success stories that"},{"speaker":"Keith Hawkey","startTime":1651.91,"endTime":1655.48,"body":"can back that theory up, as"},{"speaker":"Keith Hawkey","startTime":1651.91,"endTime":1655.48,"body":"well."},{"speaker":"Becca Black","startTime":1655.72,"endTime":1659.08,"body":"Yeah, I've been"},{"speaker":"Becca Black","startTime":1655.72,"endTime":1659.08,"body":"blessed to be part of a lot of"},{"speaker":"Becca Black","startTime":1659.23,"endTime":1662.89,"body":"awesome technology"},{"speaker":"Becca Black","startTime":1659.23,"endTime":1662.89,"body":"transformations."},{"speaker":"Keith Hawkey","startTime":1664.76,"endTime":1666.86,"body":"Yeah, right,"},{"speaker":"Keith Hawkey","startTime":1664.76,"endTime":1666.86,"body":"transformational technology,"},{"speaker":"Keith Hawkey","startTime":1666.89,"endTime":1674.24,"body":"digital transformation. Yeah. So"},{"speaker":"Keith Hawkey","startTime":1666.89,"endTime":1674.24,"body":"in closing, Becca, what kind of"},{"speaker":"Keith Hawkey","startTime":1674.72,"endTime":1680.9,"body":"advice if you had a message to"},{"speaker":"Keith Hawkey","startTime":1674.72,"endTime":1680.9,"body":"disseminate to every IT leader"},{"speaker":"Keith Hawkey","startTime":1681.5,"endTime":1685.61,"body":"out there today, this could be,"},{"speaker":"Keith Hawkey","startTime":1681.5,"endTime":1685.61,"body":"this could be about the topic we"},{"speaker":"Keith Hawkey","startTime":1685.61,"endTime":1687.86,"body":"spoke about today, it could be"},{"speaker":"Keith Hawkey","startTime":1685.61,"endTime":1687.86,"body":"about something else that you"},{"speaker":"Keith Hawkey","startTime":1687.86,"endTime":1692.39,"body":"just think needs, it's an"},{"speaker":"Keith Hawkey","startTime":1687.86,"endTime":1692.39,"body":"underrepresented message. If"},{"speaker":"Keith Hawkey","startTime":1692.39,"endTime":1695.84,"body":"there's a billboard or maybe"},{"speaker":"Keith Hawkey","startTime":1692.39,"endTime":1695.84,"body":"probably more appropriately, as"},{"speaker":"Keith Hawkey","startTime":1695.87,"endTime":1701.06,"body":"it pops up on everyone's"},{"speaker":"Keith Hawkey","startTime":1695.87,"endTime":1701.06,"body":"LinkedIn profile. What message"},{"speaker":"Keith Hawkey","startTime":1701.09,"endTime":1706.43,"body":"would you tell the IT leader"},{"speaker":"Keith Hawkey","startTime":1701.09,"endTime":1706.43,"body":"today, to allow them to bring"},{"speaker":"Keith Hawkey","startTime":1706.43,"endTime":1709.07,"body":"the most impact to their"},{"speaker":"Keith Hawkey","startTime":1706.43,"endTime":1709.07,"body":"organization, in 2024."},{"speaker":"Becca Black","startTime":1711.62,"endTime":1715.67,"body":"Build good"},{"speaker":"Becca Black","startTime":1711.62,"endTime":1715.67,"body":"relationships. I think that's"},{"speaker":"Becca Black","startTime":1715.73,"endTime":1719.09,"body":"the simple way to put it."},{"speaker":"Becca Black","startTime":1715.73,"endTime":1719.09,"body":"There's a lot of things that go"},{"speaker":"Becca Black","startTime":1719.09,"endTime":1726.23,"body":"into that, like good"},{"speaker":"Becca Black","startTime":1719.09,"endTime":1726.23,"body":"communication, trustworthiness,"},{"speaker":"Becca Black","startTime":1726.29,"endTime":1731.45,"body":"transparency, but relationships"},{"speaker":"Becca Black","startTime":1726.29,"endTime":1731.45,"body":"are at the core of it, I would"},{"speaker":"Becca Black","startTime":1731.45,"endTime":1738.41,"body":"say. And discover organizations"},{"speaker":"Becca Black","startTime":1731.45,"endTime":1738.41,"body":"around you in your network and"},{"speaker":"Becca Black","startTime":1738.41,"endTime":1742.13,"body":"your sphere, that are going to"},{"speaker":"Becca Black","startTime":1738.41,"endTime":1742.13,"body":"market in a way that complements"},{"speaker":"Becca Black","startTime":1742.13,"endTime":1748.13,"body":"the way your business does and"},{"speaker":"Becca Black","startTime":1742.13,"endTime":1748.13,"body":"grow together. Like build"},{"speaker":"Becca Black","startTime":1748.13,"endTime":1751.76,"body":"together, and you'll be"},{"speaker":"Becca Black","startTime":1748.13,"endTime":1751.76,"body":"successful."},{"speaker":"Keith Hawkey","startTime":1752.63,"endTime":1755.33,"body":"I think that's a"},{"speaker":"Keith Hawkey","startTime":1752.63,"endTime":1755.33,"body":"great way to close the podcast."},{"speaker":"Keith Hawkey","startTime":1755.33,"endTime":1756.92,"body":"Thank you so much for being a"},{"speaker":"Keith Hawkey","startTime":1755.33,"endTime":1756.92,"body":"guest."},{"speaker":"Becca Black","startTime":1757.22,"endTime":1760.13,"body":"Yeah! Thanks for"},{"speaker":"Becca Black","startTime":1757.22,"endTime":1760.13,"body":"having me. This is fun."},{"speaker":"Keith Hawkey","startTime":1760.19,"endTime":1763.91,"body":"Awesome. Cheers,"},{"speaker":"Keith Hawkey","startTime":1760.19,"endTime":1763.91,"body":"cheers. Where can people find"},{"speaker":"Keith Hawkey","startTime":1763.91,"endTime":1765.83,"body":"you Becca if they want to learn"},{"speaker":"Keith Hawkey","startTime":1763.91,"endTime":1765.83,"body":"more?"},{"speaker":"Becca Black","startTime":1768.05,"endTime":1771.62,"body":"Like on my social"},{"speaker":"Becca Black","startTime":1768.05,"endTime":1771.62,"body":"media, on LinkedIn. You can"},{"speaker":"Becca Black","startTime":1771.62,"endTime":1776.69,"body":"always feel free to email me"},{"speaker":"Becca Black","startTime":1771.62,"endTime":1776.69,"body":"beccablack@opkalla.com. Call me."},{"speaker":"Becca Black","startTime":1778.4,"endTime":1780.92,"body":"I'd be happy to talk more about"},{"speaker":"Becca Black","startTime":1778.4,"endTime":1780.92,"body":"technology anytime."},{"speaker":"Keith Hawkey","startTime":1781.83,"endTime":1785.19,"body":"Awesome. Well,"},{"speaker":"Keith Hawkey","startTime":1781.83,"endTime":1785.19,"body":"we're sure we could all use more"},{"speaker":"Keith Hawkey","startTime":1785.19,"endTime":1789.66,"body":"Becca Black in our lives. Thank"},{"speaker":"Keith Hawkey","startTime":1785.19,"endTime":1789.66,"body":"you for joining in today to the"},{"speaker":"Keith Hawkey","startTime":1789.66,"endTime":1792.33,"body":"IT Matters Podcast. We'll see"},{"speaker":"Keith Hawkey","startTime":1789.66,"endTime":1792.33,"body":"you next time."},{"speaker":"Narrator","startTime":1795.0,"endTime":1797.76,"body":"Thanks for listening."},{"speaker":"Narrator","startTime":1795.0,"endTime":1797.76,"body":"The IT Matters podcast is"},{"speaker":"Narrator","startTime":1797.76,"endTime":1800.67,"body":"produced by Opkalla, an IT"},{"speaker":"Narrator","startTime":1797.76,"endTime":1800.67,"body":"advisory firm that helps"},{"speaker":"Narrator","startTime":1800.67,"endTime":1804.48,"body":"businesses navigate the vast and"},{"speaker":"Narrator","startTime":1800.67,"endTime":1804.48,"body":"complex IT marketplace. Learn"},{"speaker":"Narrator","startTime":1804.48,"endTime":1807.24,"body":"more about Opkalla at"},{"speaker":"Narrator","startTime":1804.48,"endTime":1807.24,"body":"opkalla.com."}]}