There may be errors in spelling, grammar, and accuracy in this machine-generated transcript.
Doug Lewis: This is, uh, this will be, uh, I don't want to say a quick one. Right. But this will be this will be an important one. An impactful one, because. Wait.
Emily Madere: I do have something to congratulate.
Doug Lewis: Oh, congratulations.
Emily Madere: You launched. You launched your new brand.
Matt Lescault: Oh, yes we did. Thank you.
Emily Madere: You talk a little bit about that.
Doug Lewis: Giving flowers early. All right, I know, I know. Yeah. There [00:00:30] you.
Matt Lescault: Go. No, it's it's been a long time in the coming. Really excited about it. Uh, for everybody that doesn't know, because who would know? Uh, a couple of years ago, we acquired one of the Sage partners in Africa, Middle East, specifically in Cape Town. Um, and it's been a great, uh, ride so far. Uh, but we've been really operating as three different entities. So, you know, we had our US entity that acquired two entities in South Africa. Um, one being a business partner specifically around HR and payroll and ERP are intact. Um, and the other [00:01:00] one is certified Sage training office. Uh, but, uh, we were still operating as three entities, and we really, over the last year was focused on bringing it all under kind of one operational approach, one operational system, and therefore one name. And so we launched last week, um, the first phase of our transition into that new name, that no new name being tied co and uh, really excited. And what I said to the team is that the impact here is look, let's go. And Waterman [00:01:30] has my name. This company is not about me. It's about the collective of all of the people that work here. And W Cape, which is one of the companies in South Africa, Cape stood for Cape Town, and we're not a Cape Town based company. And Applico was a product. And we're not just a training organization. And so we wanted to talk about, uh, one roof and tied Co really represents the tides that were connected by the oceans and that we help businesses Says trans [00:02:00] transition through the tides of change. It's a little insight into kind of the thought process there. But thank you, Emily, for for that. I could probably speak forever on it, and I'm not going to do that.
Doug Lewis: Uh, you speak forever. Come on. Right. No one. No one would buy that. No.
Emily Madere: I work I work a lot with your team, and I know they've been working hard on it. So, um, congratulations to you and to all your your folks who've been working on it.
Matt Lescault: There's been so many people on my team, I would, I would, I would spend I'd be one of those people in a speech I'd be naming like a list. I thank [00:02:30] everybody, but yes, uh, so thankful it wasn't me that had to do the heavy lifting. So. Yeah.
Doug Lewis: Wait, so is it. So Tycho is the the overall umbrella name now? Correct. Across the board. Tycho.
Matt Lescault: Yeah. We're going to actually rename. So they'll no longer be Alaskan Waterman. They'll no longer be a or cape and so forth. Now that'll be a transition period. So Waterman will be a part of Tycho as kind of a branding. We'll spend six months or so. And you know, timing is kind of kind of fluid based [00:03:00] on activities, but try to indoctrinate that name over a period of time from a respect to the brand and sort of not, you know, when you confuse, you lose. So we don't want to confuse people about who we are.
Doug Lewis: No, that makes sense. And I guess so you have the three different brands coming under that one name now. Like, is each individual brand internally going to be referred to as like a tide pod? Because I feel like that's a that's a huge branding opportunity that you can just piggyback. Right on.
Matt Lescault: I don't know if that's a good thing, because if you remember the whole like, tide pod [00:03:30] challenges that were going on, I don't think I want to go there.
Doug Lewis: I know I tried it, it went horrible. Yeah, it was awful.
Matt Lescault: Please. Public service announcement. Doug did not try it.
Emily Madere: Don't use the same individual.
Matt Lescault: Uh, look, it's funny, one of the one of the feedback that we got was like, tide, you know, that's that's kind of like the clothes detergent. And, um, my funny statement was, well, hey, we clean books, we do clean implementations, and we clean up messes. What's wrong with that? So, uh, but.
Doug Lewis: Where was the are you going to do the funny thing now? Or was that [00:04:00] oh that was it.
Matt Lescault: Ah you.
Doug Lewis: Ah. Got it. Okay, good. Well you know practice makes perfect. You'll get there someday. What are you gonna do? Uh, but congratulations, though. That is exciting. Um, you know, we're going to bring up a couple other entities, I think, throughout this call because it's impossible to talk about this without doing it, but a couple times, uh, Emily. Matt, I believe we've both gone into, uh, you've both gone into some, some pretty good detail in the marketplace partners, which is a big aspect of Sage Intacct, the entire Sage ecosystem, all that fun stuff. And we've already hit [00:04:30] a lot of these acronyms. So bringing that one back, I don't think we'll have to clarify what these are because we've already covered them before. But there's a lot of these different kind of pieces and components inside these marketplace partners that really I don't want to say make or break the success of Sage Intacct implementations and, and the sales process and all that, but they play a pretty integral role, if I'm not mistaken. And Y entities can adapt Sage to fit their needs and service the client base. So I want to spend a little bit time just talking about not some [00:05:00] of the favorite ones out there, but maybe some of the the more important ones, the more impactful ones that you guys see come up inside that marketplace partner ecosystem. Um, not to say I'm sure everyone who's in that ecosystem deserves to be there. Um, but we can't obviously cover all of them. Um, so we're going to cover some of the, some of the basic ones, really what the marketplace looks like, why people should use it, how they can go about exploring it and finding the right partners and right fits. Emily, do you want to maybe just give the ten zero zero zero foot overview, you know, of the marketplace partners where you can find them, what to look for, [00:05:30] what to expect just from a really high level.
Emily Madere: Yeah. So, um, what the Sage Intacct marketplace is, and we might use MPP for marketplace partner, um, is a place where, um, folks who are affiliated with Sage and who've gone through Sage's vetting process, um, have the ability to connect into Sage's API. These can be app companies. This could be payroll companies. This could be project management, uh, solution type companies. [00:06:00] Um, but they have they have paid to be on this marketplace and connect to Sage Intacct. And they are found on Sage Intacct marketplace website. So if you go into Google, you can type in Sage Intacct marketplace. They'll all pull up and then you can search from there for specifically what you're looking for. If you have watched any Sage Intacct webinar or if you've gone to any of Sage Intacct conferences, they're all going to be there and you'll have the ability to talk to them and ballpark.
Doug Lewis: Before we get into some specifics [00:06:30] of really kind of what some of these entities do, what they don't do, cover a little bit of that. Is there a high level? How many partners exist in that ecosystem? Do we have any clue?
Emily Madere: I think on the Sage Intacct marketplace, there are definitely over 400. But you can you can work with Sage Intacct without being on the marketplace. For example, I'm currently working with, um, a solution that does integrate with Sage Intacct, but they're not on the marketplace. So on [00:07:00] the marketplace, over 400, but you can work with any solution that has open APIs, and they'll have the ability to connect into intact.
Doug Lewis: Yeah, you can always you can always connect through a custom API. It's that's kind of what it sounds like. Yeah. But there are 400 ish that are directly on the marketplace already now. Yes. I guess what is that process look like if for those for those entities that might want to get into the marketplace, they're not currently on there. What does that selection process look like? Do you have any clue some of the requirements it takes to really get down to the official marketplace [00:07:30] or anything along those lines?
Emily Madere: So I have reached out to Sage at one point. I'm just inquired about that. I think it's pretty straightforward. I think you just need to, uh, there's a contact us form on the marketplace that you can go through. They'll send you the necessary information. I think you have to have certain criteria to get on the marketplace, um, and prove that your solution is capable to integrate, but I think it's pretty straightforward.
Doug Lewis: Yeah. No. It's perfect. So anyone who's interested, go check that out. Obviously, if you want to get in the marketplace. [00:08:00] Matt. What? You want to shoot it over to you now? Um, you know, that was a pretty high level overview, really what it is. But of the let's just say 400 again, we're going to use that round. Nice numbers, 400 of these existing marketplace partners today. What. And it's impossible again to go through all of them. But what are some of the common themes that some of these partners bring to the table. These solutions that they bring that can plug directly in? Do you see any like, hey, we see a lot in this area, several over here. Here's some commonalities.
Matt Lescault: So, you know, I think the first thing I want to [00:08:30] do is talk a little bit about, um, the fact that there's a concept of marketplace partners in ISVs or integrated software vendors. And sometimes those two things are used in as synonyms, and it's not the case now you have ISVs that end up becoming MSPs. And let's talk about, uh, what an integrated service vendor is. An integrated service vendor is an organization that creates a custom development into intact [00:09:00] for an individual, company, or a small group of companies, but not one that actually goes to commercial market with that solution. Okay. A marketplace partner, however, is one that has a market solution for the mass public and what they're doing and integrates with the solution. Now this could be these definitions are simple MPP and ISV for any product. But I like to make that that definition because there's some really uh, there's a [00:09:30] really cool story. I brought this up in the past. Act two was acquired by Baker. Tilly was an ISV and created SaaS analytics software as a service. Analytics. Saas intelligence is what it's called now, I believe. And they were really an ISV you bought from them. It wasn't on the general commercial, uh, commercially sold. Um, it was more of a custom development in its infancy and maybe into its teenage years. But [00:10:00] then now it is actually sold on Sage paper and part of the Sage platform, and has turned more into a marketplace partner.
Matt Lescault: But I would say this one has an interesting story is more of a strategic ISV, meaning that they made their inroads into into Sage Intacct to be sold with Sage Intacct uh, as the strategy. When you look at the MPP platform, 400, I think is an accurate number when it comes to your base level [00:10:30] number of MPPs that are generally accepted as top of the line kind of gold standard or platinum standard. My understanding is that there's over 1400 technical MPPs out in the ecosystem now. It's not mean I would use all 1400. Um, and there's a big difference between the capabilities of these MPPs, even in the same space. What I mean by that is, like you have multiple MPPs that do AP management or automation or, ah, automation and [00:11:00] so forth. To answer your question, there is everything from your core functionality, marketplace partners, meaning things like AP, ah, scheduling, CRM, things of that nature all the way to very specified solutions. Um, service Titan is an example that, uh, that, uh, their focus is on service based organizations like plumbers and things of that nature and handle the scheduling and routing and things and then integrate back in to intact. [00:11:30] And you know what, Doug? We should always do this. Like when we when we name a marketplace partner on this podcast that isn't a sponsor, we should tag them into it when we when when we do this and say, hey, where's the money?
Doug Lewis: You know, I don't disagree with you. I love money, I love when checks are cut. Um, but we'll see if that actually works. Who knows? We'll give it a swing. Here. Give it the old college try. What do you think? But you said something was kind of interesting.
Emily Madere: Matt. You really gave my description like a slam in [00:12:00] the face. I'm like.
Matt Lescault: So what do you mean, your description?
Doug Lewis: No, no. So what? You actually, that's actually really good that you brought that up. So, Emily, I think kind of what you're referring to is those 400, let's just call them the blue chips. Right. Those are the those are the blue chips inside the NPP. So like when we look at Matt's figure of like 1400 that are technically on there or something along those lines, um, those are kind of like, I'm guessing without knowing too much. Of course, because it is me. Some of those 1400, um, are more in the penny [00:12:30] stock zone, where maybe they're not as active. They don't get used quite as much. Is that a safe, uh, analogy to to draw there?
Matt Lescault: I don't I don't think we would want to use penny stock. Um, but I want to go back. So I want to make sure that I was very clear. I think that, um, when you talk about the most popular and the most stable and the most, and the ones that Emily or myself would recommend into our client base, there'd be [00:13:00] no more than 400 that would fit into that for anything from general use needs to very specified industry specific or use case specific needs. I think in other podcasts we've talked about the need to, you know, know your technology stack and limit your technology stack. I think we were talking about should we as service providers, should we specialize in all of the ERPs or focus in one? And I think I was a big proponent in saying, look, go mile deep, not a mile wide. And that's the same thing for the [00:13:30] tech stack. And for 400 sounds like a mile wide. But actually, if you're selecting from that 400 and you find your 20, you know, a 5%, that's that's your tech stack. But my 5% is going to be different than Emily's top 5%, which is going to be different than the next partner's 5%, because we have a different niches of Of clients and overall feelings about feature sets. And so, Emily, if I said it wrong, my apology.
Emily Madere: I just know. And I'm just [00:14:00] picking on you. I'm just picking on you.
Matt Lescault: Now, I wouldn't call them penny stocks. I think you have a lot of products that what you do when you start developing a solution is you try to pick your your operating system, in this case financial system that you want to integrate because that will attract customers. But you're still in your infancy of developing your solution in a lot of times. And when I say infancy, that's not that's not always fair. But there's a big difference between [00:14:30] a organization that's been on the marketplace for 20 years and maybe I shouldn't say 20 years, but for 15 years that has developed alongside of Intacct really knows how to integrate from both web services and platform services. And we can talk a little bit about that to really extend its capability versus somebody coming right out of out of the gate and is is trying to figure it out. I'll give you an example. Actually, I was and I'm not going to use the industry. I'm not going to use the name of company because that's not fair. But, uh, a company, [00:15:00] uh, was working with a client of mine, and it was, uh, it was within the scoping of an implementation. And they said, yeah, we integrate with intact. I said, okay, I just want to I just want to get a feel for for what you're talking about. Well, we integrate with QuickBooks and we did we just use the same methodology of integration with intact. And we're good to go okay. How are you integrating to ah through order entry. Because [00:15:30] it has to be done in a certain way. And they were like, well, let's go talk to engineering. And then it comes back and they're like, sorry, actually, we don't integrate the way that you need to. And they didn't understand the nuance there. And that was a learning experience for them. And they need that moment to do it. And we want part. We want third party applications to take that journey. But you have to understand what you're buying and what that capabilities of those partners are.
Doug Lewis: It's [00:16:00] interesting. Um, and I have some kind of more pointed questions, which I'll get to in a minute. But, you know, when we look at some of those kind of blue chip, those, those top four hundreds, you know, that are used the most, that are generally probably thought of, thought of as the safe bets, you know, from a marketplace partner perspective, something that, you know, I think a lot of people are really interested in. Matt, you mentioned that a lot of these are can be niche specific, you know, very specific use cases. Um, you [00:16:30] know, sniper as opposed to shotgun kind of approach. And I'm curious, since you both do this, both on the front end sales and on the back end integration side, you know, you use a lot of these partners. You I'm sure you network with them. You know them well. Um, you've had good experiences. You've had bad. But I want, I want I'm curious to hear both of Both of your independent answers. Emily, what would you say is the most niched partner that you've either seen or worked with or implemented that had such a specific use case? [00:17:00] And really, what was that? Because I think it's kind of interesting to see there's so many different options out there, but is there anything that sticks out in your mind that's just like, wow, that was something I never even thought existed in the world until somebody needed it and it existed on the marketplace.
Emily Madere: Um, let me think.
Matt Lescault: That's that's an interesting question.
Emily Madere: Yeah, that's I got to really think about this one.
Matt Lescault: I've seen custom development for something that that. Yeah, I think I think I think the flaw in your question is [00:17:30] a marketplace partner is going to be one that has a wide enough target market that they're going to spend the money to pay for the partnership and maintain the the requirements of being on the marketplace partner. And when you ask a question like that that is so defined in like this special use case. Where is the where's the commercial argument to even do that.
Doug Lewis: That's that's honestly why I asked it. Because now I'm in my head, I'm trying to figure out what is that smallest target that [00:18:00] from an economical perspective, makes it worth it. You know, for some of these partners to join and develop these things. So what's kind of that most specific use case that you see used enough to make sense but is still kind of just not like a generally applicable partner out there.
Matt Lescault: So I don't have an answer for you. And I'm going to tell you why. So the only the only solutions that would fit into the bucket that you're talking about, at least [00:18:30] the way I'm interpreting the bucket is ones that are very, very high value. So their annual customer value, ACV, is super high. So let's say that the average licensure for a product that trained geese to deliver messages. I'm making some crazy good, good example.
Doug Lewis: The trained geese delivery messenger system. Got it. I'm following my point.
Matt Lescault: And that's $100,000. But I only have [00:19:00] a 500 business bucket. Well, if they're willing to spend $100,000 on the product, why aren't they just going to use a data blend for $3,600 a year to integrate it? Why am I as that 100,000 as that that organization, that software company? Why am I investing in a reoccurring maintenance or a solution when nobody there's not another product out in the marketplace to go and train geese to send messages? It's just me. And you're going to buy from me because I have a good product. And if you want to integrate [00:19:30] it, you're going to do it yourself. Now, I brought up a service titan and they have a much wider application. It's not just plumber, it's any it's any kind of residential service in which you have scheduling and you have routing and you have things of that nature. That's a good example of a pretty niche. A niche thing. Facts. Facts. Uh, is, uh, one for schools that is specific to the school industry and integrates within intact. So I would I would [00:20:00] say you can't get too small in that in that question.
Doug Lewis: Yeah. That's good to know. Because if some people say, listen, I have this custom, you know, developed product that I think fits a need, but I don't know if the market is. Yeah. Widely, uh, kind of available enough for me to even pursue a route like this. I think that's just that's important to think about. Important to know beforehand. Um, it's not just as easy as I have this. Let's just see who wants to buy it. Like, you have to have those use cases, which is. I know it's a tough question [00:20:30] to ask, but, Emily, you got you got something.
Emily Madere: Yes, yes. And I it took me a while to get here, but I blame that on the flu. Um, but I attended a, uh, a sort of partner office hours the other day, and there was an interesting solution that they they demoed and they talked about and that was cuz I it's um, basically a utility billing solution that integrates with Sage. And it's really meant for organizations who are doing, um, utility [00:21:00] billing for gas. Maybe there are governmental entity and they bill based on usage. So that one was as niche as probably I've seen here lately. But it was really interesting. And so if you get a chance, if you're in that market and need utility billing, um, these this guy, I think he was the owner was talking about it. He talked about his solution with such passion that I, that I don't hear that often. So if you get a chance, definitely go check them out.
Matt Lescault: So I wasn't on that partner office hours. But you're [00:21:30] seeing this as a really actually interesting industry because, you know, what it supports is solar, solar power and solar power tracking when it comes to the grid. And you have a lot of small businesses that are getting into this. And within tax dashboards, you can actually create the create analytical data coming out of your utility tracking for solar and things of that nature. There's much more than just solar, but it's something I've [00:22:00] had a little experience, and it is really can be impactful for the, uh, for the reporting and therefore profitability of those those organizations. And you have municipalities, as Emily said, you have private organizations that are doing this. There's a it's actually a wider industry than you think. It's still it's still quite niche. You're not talking about, uh, you know, the accounting or consulting industry by any means. Uh, but.
Doug Lewis: Yeah, a general entity isn't going to go in and use that. Yeah.
Emily Madere: No, no, but that that was an interesting one that I heard of. And actually [00:22:30] by watching that webinar, um, I'm working with someone right now who does natural gas that's really going to help them. Yeah.
Doug Lewis: And you both mentioned it, you know, partner office hours. Emily. What? For those who might not really understand kind of what that what that is what those are what that accomplishes. Do you want to just give an overview, clarify partner office hours. What the what that is.
Emily Madere: Yeah. Partners partner office hours is open up to um to partners of Sage Intacct where they can go and learn about, um, the releases that are coming out, the new solutions, [00:23:00] anything and everything that has to do with Sage. It's only meant for partner facing. Um, but it's a good chance if you're a partner, go take a listen, because you never know what you're going to learn and how it's going to affect you or your client.
Matt Lescault: Emily, do you know, I don't know how well attended this partner office hours are, but I know that there's a lot of value that my team gets out of it, and I'm sure yours as well.
Emily Madere: Yeah, I don't I don't know how well attended they are. I was connected with, um, the guy who pushed out all the emails, [00:23:30] and I think he said it was pretty good attendance. I don't understand why if it's not good attendance, why there isn't, because it's really valuable.
Matt Lescault: Yeah. Well. And you the partner office hours is for partners. But I think it would be. It would be a crime. Not to mention that, you know, Sage community, Sage Intacct community is open to partners and to, uh, and to users, uh, of intact and is a great resource to ask questions, to look [00:24:00] at post threads and questions that other people posed to get more insights into what's happening. And people talk about every subject under the sun, uh, when it comes to, uh, Sage Intacct there.
Doug Lewis: And for anyone who's who's listening that might either not know that existed or wants to jump on some of these kind of check them out. Is there a regular interval which has happened? Is it daily, weekly? Monthly? You know, annually? What? Or is it kind of sporadically when things pop up, what's kind of what can someone expect if they did want to explore.
Emily Madere: The [00:24:30] partner office hours I think. Correct. Yeah. Happened maybe twice a month.
Matt Lescault: Yeah. There's there's, there's a there's a reoccurring schedule. I'm terrible I don't know off the top of my head what that is. Um, but then there's the, uh, the community, which is just sort of like a forum. So there's no like, reoccurring component to that.
Emily Madere: And we've actually already talked about the community, um, in the past, because the community is a place where people can put ideas on Sage Intacct and those actually get implemented into [00:25:00] the new releases. Um, so if you if you watch that episode, that's what we're referring to.
Matt Lescault: Yep.
Doug Lewis: Yeah. A lot of, uh, I think it's it's amazing how many times we keep coming back to this concept that, you know, when we look at the Sage ecosystem kind of from a holistic view, it's pretty rare when we do see these type of communities out there that are as supportive as this, that have so many dimensions. And I know there's a lot of really great technology solutions out there, uh, from a community perspective, but it seems like that's a that's a core [00:25:30] concept we keep coming back to is this is really just a community with a lot of these different players and pieces that make this whole thing work, because obviously Sage Intacct out of the box, let's just say, uh, is a great is a great tool. It's a great program as is. But you know, the success that they've had, I think just from looking at it really kind of from the outside perspective, is they lean heavily on all these partners, like both of your entities who actually sell and implement these programs, as well as a lot of these, um, you know, ISVs and [00:26:00] MMPs that are kind of within this ecosystem as well, that really make this thing tick. Um, and, Matt, something going going back to when your comments earlier, when you kind of differentiate the ISP's from the MMPs. Um, you know, you said some do convert, uh, some choose not to. Is there a reason why there would be an ISV out there that did not want to, you know, what are some of those components? What is that decision process look like?
Matt Lescault: Well, I've never been in the decision process itself. So I have to make some assumptions, [00:26:30] uh, around that. And if I get it wrong, I'd love to have, you know, an organization that sort of has their ISV side of the House and their MPP side of the House really talk about this, because I think it's pretty important from a consumer perspective to understand what the difference is. Yeah. Um, my assumption and I hate making assumptions, but if I'm going to do it, I better say it. My assumption is that you have firms that want to be software firms, like turn into and becoming a SaaS firm as [00:27:00] an organization changes your whole kind of structure and what you're what you have to do to penetrate a market. And, you know, probably the concept of raising capital, probably the concept of doing a whole bunch of other components that maybe that organization doesn't want to do. And maybe what they want to do is, from an ISV perspective, own a very focused component of what it is that would support and promote [00:27:30] what their service offering is. Let me give you a an example. There's a product called EMR connect that specifically connects EMR solutions to to Sage Intacct. It's managed by a partner. And, uh, if you want to buy it, you buy it through Sage or through that partner. But they haven't gone into a a, from my understanding, into a wide commercial application of it. But it is the go to solution for, uh, [00:28:00] for an EMR electronic medical record, uh, software.
Doug Lewis: I was waiting I was just giving you rope. I was just giving you so much, and you and you came back and you caught yourself. Um. But that's okay.
Matt Lescault: Um, and I think from there, from from that perspective, it supports their expertise within healthcare, shows that they're the go to solution for healthcare. So if you're going to buy EMR connect from us, why wouldn't you have us implement? We're a true SaaS company if [00:28:30] you want. And let's be honest here. A SaaS company that has a high percentage of their volume of revenue in professional services has tends to have a smaller enterprise value or multiple on EBITDA than a software company, that the majority of their revenue is derived by the actual licensing fees or subscription fees that they receive. So in a lot of times, your business [00:29:00] model changes when you become a SaaS organization.
Doug Lewis: So to wrap it up here, Emily, um, you know, final thoughts. Just marketplace partners. Anyone that stands out that people should definitely take a look at from your perspective. Uh, some that you've had great experiences with. Any anyone you'd like to mention out there for for those listening?
Emily Madere: Yeah, of course, our sponsors. So thank you all. Avalara and Bookkeep, those are all on the marketplace. But as far as ones that we kind of talk about daily, I mean, [00:29:30] I find that people are moving more towards ramp for um, AP there's, there's Bill.com, there's ramp, there's mineral tree. There's there's a lot of them out there. But I find a lot of my prospects right now are kind of gravitating towards ramp. I think Ramp is putting a lot of ad dollars out there, and they're really getting their name out because I've been I travel not quite as much as y'all, but anytime I travel, I kind of see ramp advertisement in the airports or wherever I'm going. As [00:30:00] far as integration partners, I think we've we've talked about two already. We had, um, Eric from Data Blend come on board. They offer a great solution of of integrating, um, whatever solution that you may have with intact. And then for Salesforce specifically, I really like Venn Technologies.
Matt Lescault: Isn't is Venn. I guess they're technically a marketplace partner because they're a solution like a custom solutions. But are they a [00:30:30] software or are they a custom development shop?
Emily Madere: I think they do a little bit of both.
Matt Lescault: Okay.
Matt Lescault: Maybe they'd be a good person to to bring in and sort of talk about the ISV, MPP kind of kind of approach. I mean, I've heard of them for a long time. I haven't done necessarily any work with them, but I always heard of them, you know, really doing the deep integration with Salesforce when the advanced CRM, uh, connector or integration, having a mind blank there, um, doesn't work for integration of Salesforce and so on. So that'd be an interesting [00:31:00] one.
Emily Madere: Yeah. They're great. We I met them for the first time in a couple like my first conference going with Sage. And um, if you aren't familiar with Ben's branding, they have a big Yeti. And at conferences they give out Yeti coolers. They're from Dallas, and we've kind of just connected. And since I've got the opportunity to work with them. So it was really interesting. It was working with a, um, a law firm who had lit a fire and lit a fire is built on Salesforce Engineering. So we were able to integrate edify and Sage Intacct together with the help of [00:31:30] Vin.
Matt Lescault: That, uh that makes sense on the Salesforce, uh side of it.
Emily Madere: Yeah, but they're great. We might have to get him one. That's a good idea.
Matt Lescault: See, I'm a little more careful. Or maybe I'm a little bit more scared. Careful. Probably not the right word. I don't want to. I don't want to pinpoint one to to to upset another one. Because I think we end up working with so many of these partners, and there's a right fit for anything. But I have to I have to say that ramp has made a big impact. I think they just won an award from Sage as being [00:32:00] one of the top MPPs or top, uh, software partners within Sage. Aws just got an award for their global migration partner or something of that nature. Um, so there's if you want to see who's like the top of the top, look at who's winning the awards year after year, you know, in it. Also look at who the platinum and and gold sponsors are at Sage transformer, the Sage conferences, whatever they're going to call it next. Um, because you'll see Expensify, you'll see ramp, you'll see Bill, [00:32:30] you'll see those ones. And those are the I mean, those ones that are spending that kind of money. See the value in, uh, in the partnership. And obviously because they're doing it year in and year out are are considered a are considered wonderful partners.
Emily Madere: Yeah. And there's a number of. Right. Payroll solutions out there whatever it may be there on the marketplace. And my advice to you is if if you want to just go out to that side, go look at all of them. Or if you you're a user of Sage Intacct, go go to [00:33:00] their annual conference. You get to meet these people in person.
Matt Lescault: Yeah. And some of them have their own conferences.
Emily Madere: Yeah.
Doug Lewis: No shortage of conferences out there. I think we all know that one. Um, but, uh, you know, we can keep this one kind of short and sweet. Wrap it there. Um, it was a lot to cover. Obviously, a lot of names are brought up. Any marketplace partners out there? Um, who want to. Come on, give us a shout. We'll have the conversation, see if it makes sense. We're not selling anything here. Keep that in mind. But don't put that open call out to anybody who wants to come on and talk about, [00:33:30] you know, the the marketplace as a whole. Sage Intacct how it's impacted their business, what they're doing. That's kind of cool, Unique. Anything that's not a straight sales pitch by my product. We would love to have you on and talk to you. So feel free to get in touch with any one of us to to schedule that up here. You know, over some, uh, some upcoming episodes. But I want to leave it with, uh, just an awful joke as as usual. Just just a beautiful, terrible one. And I'll put it out to both of the siblings on the call here, both Matt and Emily, if either one of you want to take a stab, I'll give you. I'll give you the option. Now, if you're feeling, [00:34:00] if you're feeling confident or delirious from from being sick.
Emily Madere: Not prepared.
Matt Lescault: Uh, I got a stupid one here. Go.
Doug Lewis: Okay.
Matt Lescault: What has four fingers and a thumb but is not alive?
Doug Lewis: What in the world? Uh, I don't like my head's immediately going to the gutter, but, um. Well, I don't even have a good guess. Ouch. Emily, do you [00:34:30] have anything?
Emily Madere: No. I was gonna say monkey, but monkeys are alive, like I I don't.
Doug Lewis: Did you buy? Did you buy and kill a monkey?
Doug Lewis: Is that what you did? What in the world? Well. All right.
Doug Lewis: What do we got?
Doug Lewis: What's got it?
Matt Lescault: You're gonna hate yourself.
Doug Lewis: Okay.
Matt Lescault: A glove.
Emily Madere: All right. Time to end this call.
Doug Lewis: That wasn't even a good one.
Matt Lescault: Oh, and. Oh, no.
Matt Lescault: No, but it got you. It got.
Doug Lewis: You know, it did. And that's what that's what frustrates me because it was horrible. As. As promised, as delivered. But I love that it wasn't me this time, [00:35:00] which is great. Um, so that was that was fun. So we'll leave it there on that. That high note. We'll call it. We'll call it a high note. We can call it whatever the heck we want. Right? Um, thanks for listening, everybody. Uh, tune in again next episode. We got some great guests lined up. It's going to be some fun stuff we're going to get into, of course, some arguments between these two. Um, who can never seem to be on the same page, which makes it just so much more fun. But thanks for listening, guys, and we'll, uh, we'll talk soon. Take care.
