and we are live welcome everybody to another YouTube hangout super excited to
another YouTube hangout super excited to
another YouTube hangout super excited to be back here with my friend the CEO of
be back here with my friend the CEO of
be back here with my friend the CEO of sage mr. Stephen Kelly welcome back mr.
sage mr. Stephen Kelly welcome back mr.
sage mr. Stephen Kelly welcome back mr. Kelly how we doing great to be here ever
Kelly how we doing great to be here ever
Kelly how we doing great to be here ever – I was just gonna ask you how the Blue
– I was just gonna ask you how the Blue
– I was just gonna ask you how the Blue Jays are doing and obviously a lot of
Jays are doing and obviously a lot of
Jays are doing and obviously a lot of stuff going on how the kids are but
stuff going on how the kids are but
stuff going on how the kids are but we’re good we’re back on air I’ve missed
we’re good we’re back on air I’ve missed
we’re good we’re back on air I’ve missed you we haven’t been on for a couple of
you we haven’t been on for a couple of
you we haven’t been on for a couple of weeks so it’s good to be back with Evan
weeks so it’s good to be back with Evan
weeks so it’s good to be back with Evan Almighty the the Blue Jays last no play
Almighty the the Blue Jays last no play
Almighty the the Blue Jays last no play out so since it’s a sore point we’re
out so since it’s a sore point we’re
out so since it’s a sore point we’re thinking next season now we’re thinking
thinking next season now we’re thinking
thinking next season now we’re thinking next season but where are you in your
next season but where are you in your
next season but where are you in your London office where are you joining us
London office where are you joining us
London office where are you joining us from yeah just back I did since we we
from yeah just back I did since we we
from yeah just back I did since we we talked last I did a crazy world tour
talked last I did a crazy world tour
talked last I did a crazy world tour went out to see all our colleagues
went out to see all our colleagues
went out to see all our colleagues around the world so we did three and a
around the world so we did three and a
around the world so we did three and a half kind of rotations of the earth in
half kind of rotations of the earth in
half kind of rotations of the earth in about three weeks good new job we
about three weeks good new job we
about three weeks good new job we finished up in Vancouver in Canada
finished up in Vancouver in Canada
finished up in Vancouver in Canada so you’re great country and what a great
so you’re great country and what a great
so you’re great country and what a great way to finish it was fantastic harbor
way to finish it was fantastic harbor
way to finish it was fantastic harbor for Vancouver and the Canadians
for Vancouver and the Canadians
for Vancouver and the Canadians absolutely set the bar high and they
absolutely set the bar high and they
absolutely set the bar high and they rocked as they always do I love that
rocked as they always do I love that
rocked as they always do I love that well today we’re talking about how to
well today we’re talking about how to
well today we’re talking about how to how to go from start up the scale up how
how to go from start up the scale up how
how to go from start up the scale up how do you take that you know part time idea
do you take that you know part time idea
do you take that you know part time idea you have and make it something bigger or
you have and make it something bigger or
you have and make it something bigger or how do you take that you know small
how do you take that you know small
how do you take that you know small company haven’t turn it into an empire
company haven’t turn it into an empire
company haven’t turn it into an empire but before getting into it Stephen
but before getting into it Stephen
but before getting into it Stephen people always love your quotes to kick
people always love your quotes to kick
people always love your quotes to kick us off so what what is this the curated
us off so what what is this the curated
us off so what what is this the curated Stephen Kelly quote that you want to
Stephen Kelly quote that you want to
Stephen Kelly quote that you want to lead us with today yeah totally I got a
lead us with today yeah totally I got a
lead us with today yeah totally I got a couple of two or three today just to
couple of two or three today just to
couple of two or three today just to kick it off and they make frame some of
kick it off and they make frame some of
kick it off and they make frame some of the questions as well
the questions as well
the questions as well first thing is 50% we survey all our
first thing is 50% we survey all our
first thing is 50% we survey all our customers some 50% of our customers
customers some 50% of our customers
customers some 50% of our customers business builders business owners said
business builders business owners said
business builders business owners said they actually grow in a business is
they actually grow in a business is
they actually grow in a business is actually harder than starting a business
actually harder than starting a business
actually harder than starting a business I said there’s something to reflect on
I said there’s something to reflect on
I said there’s something to reflect on and then also a good quote we’ve used a
and then also a good quote we’ve used a
and then also a good quote we’ve used a lot is kind of work on your business not
lot is kind of work on your business not
lot is kind of work on your business not totally in it obviously day-to-day
totally in it obviously day-to-day
totally in it obviously day-to-day running is relentless but sometimes you
running is relentless but sometimes you
running is relentless but sometimes you need to just step back and think about
need to just step back and think about
need to just step back and think about how you build it for the future and go
how you build it for the future and go
how you build it for the future and go to the next level and then the final
to the next level and then the final
to the next level and then the final thing is you know if
thing is you know if
thing is you know if core values I think we all we all know
core values I think we all we all know
core values I think we all we all know business builders have a dream mission a
business builders have a dream mission a
business builders have a dream mission a sense of purpose and if those core
sense of purpose and if those core
sense of purpose and if those core values are the soul in the organization
values are the soul in the organization
values are the soul in the organization then really bring them to the heart of
then really bring them to the heart of
then really bring them to the heart of everything you do as you grow your
everything you do as you grow your
everything you do as you grow your organization very cool so I wanna we’re
organization very cool so I wanna we’re
organization very cool so I wanna we’re gonna give you some questions we’ve got
gonna give you some questions we’ve got
gonna give you some questions we’ve got people watching they’re already asking
people watching they’re already asking
people watching they’re already asking some questions for us but before getting
some questions for us but before getting
some questions for us but before getting into it I’m curious your number one
into it I’m curious your number one
into it I’m curious your number one piece of advice for somebody who wants
piece of advice for somebody who wants
piece of advice for somebody who wants to go from startup to scale-up
to go from startup to scale-up
to go from startup to scale-up what would the man Stephen Kelly
what would the man Stephen Kelly
what would the man Stephen Kelly recommend as this top piece of advice I
recommend as this top piece of advice I
recommend as this top piece of advice I think top advice is be be absolutely
think top advice is be be absolutely
think top advice is be be absolutely true to the vision and the idea you
true to the vision and the idea you
true to the vision and the idea you started with and that’s kind of back to
started with and that’s kind of back to
started with and that’s kind of back to the culture and then as you grow
the culture and then as you grow
the culture and then as you grow obviously almost certainly you’re gonna
obviously almost certainly you’re gonna
obviously almost certainly you’re gonna have to hire folks in your business to
have to hire folks in your business to
have to hire folks in your business to support your growth and high rock stars
support your growth and high rock stars
support your growth and high rock stars it’s really clear to me the great
it’s really clear to me the great
it’s really clear to me the great companies have fans has two things that
companies have fans has two things that
companies have fans has two things that stand out is great culture and that’s
stand out is great culture and that’s
stand out is great culture and that’s really all about you the founder you
really all about you the founder you
really all about you the founder you inspire that culture and people really
inspire that culture and people really
inspire that culture and people really galvanize around your movement and your
galvanize around your movement and your
galvanize around your movement and your dream but then also when you bring them
dream but then also when you bring them
dream but then also when you bring them in you need to make sure that you hire
in you need to make sure that you hire
in you need to make sure that you hire rock stars and then we all rock stars
rock stars and then we all rock stars
rock stars and then we all rock stars they want to fly like eagles so you need
they want to fly like eagles so you need
they want to fly like eagles so you need to be a bit careful that you gonna don’t
to be a bit careful that you gonna don’t
to be a bit careful that you gonna don’t suffocate them because it’s quite likely
suffocate them because it’s quite likely
suffocate them because it’s quite likely you’ll be better than the people you
you’ll be better than the people you
you’ll be better than the people you bring in and certainly some parts of the
bring in and certainly some parts of the
bring in and certainly some parts of the business and to scale and grow that
business and to scale and grow that
business and to scale and grow that business you’ve got to give them a bit
business you’ve got to give them a bit
business you’ve got to give them a bit of space to do what we talked before
of space to do what we talked before
of space to do what we talked before like fail fast learn quickly get it
like fail fast learn quickly get it
like fail fast learn quickly get it right and really kind of power off it
right and really kind of power off it
right and really kind of power off it reminds me of the quote if you want to
reminds me of the quote if you want to
reminds me of the quote if you want to go fast go alone but if you want to go
go fast go alone but if you want to go
go fast go alone but if you want to go far you got to go with the team I wonder
far you got to go with the team I wonder
far you got to go with the team I wonder for you because velocity is so important
for you because velocity is so important
for you because velocity is so important every time I’m around you talking
every time I’m around you talking
every time I’m around you talking velocity and speed we gotta go fast how
velocity and speed we gotta go fast how
velocity and speed we gotta go fast how do you how do you go fast for the
do you how do you go fast for the
do you how do you go fast for the entrepreneurs I feel like I can do
entrepreneurs I feel like I can do
entrepreneurs I feel like I can do everything myself I can do it way better
everything myself I can do it way better
everything myself I can do it way better than these people that I’m bringing on
than these people that I’m bringing on
than these people that I’m bringing on you know I hired somebody that’s not
you know I hired somebody that’s not
you know I hired somebody that’s not working out and like I’m just gonna go
working out and like I’m just gonna go
working out and like I’m just gonna go back and do it myself because that first
back and do it myself because that first
back and do it myself because that first hire didn’t work out because I want to
hire didn’t work out because I want to
hire didn’t work out because I want to go fast how do you go fast and have a
go fast how do you go fast and have a
go fast how do you go fast and have a team at the same time yeah I think um I
team at the same time yeah I think um I
team at the same time yeah I think um I think
think
think do it I do think this is narrow Evan you
do it I do think this is narrow Evan you
do it I do think this is narrow Evan you know and I talked to so many businesses
know and I talked to so many businesses
know and I talked to so many businesses that have kind of scaled up and quite a
that have kind of scaled up and quite a
that have kind of scaled up and quite a common theme is a lot of the guys who
common theme is a lot of the guys who
common theme is a lot of the guys who used joined in the the early days in the
used joined in the the early days in the
used joined in the the early days in the pioneer days say you know when the
pioneer days say you know when the
pioneer days say you know when the company’s a million or two million reps
company’s a million or two million reps
company’s a million or two million reps you know we’ve lost the essence of
you know we’ve lost the essence of
you know we’ve lost the essence of meeting on the Friday afternoon ringing
meeting on the Friday afternoon ringing
meeting on the Friday afternoon ringing the bell 1 we had a great week in terms
the bell 1 we had a great week in terms
the bell 1 we had a great week in terms of sales or you know we hadn’t won an
of sales or you know we hadn’t won an
of sales or you know we hadn’t won an award and we lost that informality so I
award and we lost that informality so I
award and we lost that informality so I still think you can go fast and have
still think you can go fast and have
still think you can go fast and have great clarity so and that’s down to
great clarity so and that’s down to
great clarity so and that’s down to again the founder and the chief
again the founder and the chief
again the founder and the chief executive really probably the same
executive really probably the same
executive really probably the same person and make sure there’s that
person and make sure there’s that
person and make sure there’s that clarity of purpose what we’re here to
clarity of purpose what we’re here to
clarity of purpose what we’re here to achieve the moon mission and then take
achieve the moon mission and then take
achieve the moon mission and then take some moon shots out of that but just
some moon shots out of that but just
some moon shots out of that but just carve a bit of space out for you people
carve a bit of space out for you people
carve a bit of space out for you people to celebrate the successes and feel part
to celebrate the successes and feel part
to celebrate the successes and feel part of the family you you know you are
of the family you you know you are
of the family you you know you are galvanizing a team of people around your
galvanizing a team of people around your
galvanizing a team of people around your vision that you hold very dear yourself
vision that you hold very dear yourself
vision that you hold very dear yourself very special something unique and
very special something unique and
very special something unique and magical and the more you kind of engage
magical and the more you kind of engage
magical and the more you kind of engage them in your movement and also back to
them in your movement and also back to
them in your movement and also back to where what Evan said if you can get
where what Evan said if you can get
where what Evan said if you can get partners involved to join your volunteer
partners involved to join your volunteer
partners involved to join your volunteer army then wow you can amplify the
army then wow you can amplify the
army then wow you can amplify the message and really go much much faster
message and really go much much faster
message and really go much much faster and then through through modern kind of
and then through through modern kind of
and then through through modern kind of digital technology and social media you
digital technology and social media you
digital technology and social media you can amplify and you can get a volunteer
can amplify and you can get a volunteer
can amplify and you can get a volunteer army of millions of people out there so
army of millions of people out there so
army of millions of people out there so so that’s when you go really fast great
so that’s when you go really fast great
so that’s when you go really fast great velocity and businesses but also you
velocity and businesses but also you
velocity and businesses but also you bring in people with you which i think
bring in people with you which i think
bring in people with you which i think is really important to be inclusive and
is really important to be inclusive and
is really important to be inclusive and then just carve out rid of time with
then just carve out rid of time with
then just carve out rid of time with your trusted guys around the table just
your trusted guys around the table just
your trusted guys around the table just to say you know what’s working well how
to say you know what’s working well how
to say you know what’s working well how do we go faster says that quote I gave
do we go faster says that quote I gave
do we go faster says that quote I gave you at the beginning when business
you at the beginning when business
you at the beginning when business builders just don’t get lost in the sea
builders just don’t get lost in the sea
builders just don’t get lost in the sea of noise of the day just take a bit of
of noise of the day just take a bit of
of noise of the day just take a bit of time to step back and reflect on what’s
time to step back and reflect on what’s
time to step back and reflect on what’s going well you know is the product
going well you know is the product
going well you know is the product launch go and well as a website looking
launch go and well as a website looking
launch go and well as a website looking good is you know e-commerce whatever
good is you know e-commerce whatever
good is you know e-commerce whatever part of the business it is is the
part of the business it is is the
part of the business it is is the services utilization tracking are the
services utilization tracking are the
services utilization tracking are the clients go and were they happy are they
clients go and were they happy are they
clients go and were they happy are they in good space there all those sort of
in good space there all those sort of
in good space there all those sort of things that you have to do you need to
things that you have to do you need to
things that you have to do you need to carve out some time and then
carve out some time and then
carve out some time and then strategically you’re going to say are we
strategically you’re going to say are we
strategically you’re going to say are we burn through to ourselves because
burn through to ourselves because
burn through to ourselves because you if you’ve got a great idea and
you if you’ve got a great idea and
you if you’ve got a great idea and you’ve been through that kind of really
you’ve been through that kind of really
you’ve been through that kind of really steep white-knuckle ride of growth you
steep white-knuckle ride of growth you
steep white-knuckle ride of growth you want to go to the next stage and if
want to go to the next stage and if
want to go to the next stage and if you’ve got a great business there’s no
you’ve got a great business there’s no
you’ve got a great business there’s no no reason to stop you rather than your
no reason to stop you rather than your
no reason to stop you rather than your own capability so just go for it and
own capability so just go for it and
own capability so just go for it and make sure you go fast but bring people
make sure you go fast but bring people
make sure you go fast but bring people with you I love it where the words of
with you I love it where the words of
with you I love it where the words of motivation from Stephen Kelly I love it
motivation from Stephen Kelly I love it
motivation from Stephen Kelly I love it cool let’s hit that some questions and
cool let’s hit that some questions and
cool let’s hit that some questions and hope some give some knowledge to some
hope some give some knowledge to some
hope some give some knowledge to some entrepreneurs first up we got Christoph
entrepreneurs first up we got Christoph
entrepreneurs first up we got Christoph Hussain hello thank you so much for your
Hussain hello thank you so much for your
Hussain hello thank you so much for your inspiring and educational video you’re
inspiring and educational video you’re
inspiring and educational video you’re so helpful to my life my question is how
so helpful to my life my question is how
so helpful to my life my question is how do you find good people to work with to
do you find good people to work with to
do you find good people to work with to scale your business okay it ties in to
scale your business okay it ties in to
scale your business okay it ties in to what you were just talking about so now
what you were just talking about so now
what you were just talking about so now how do we find these people these
how do we find these people these
how do we find these people these rockstars to help us achieve velocity
rockstars to help us achieve velocity
rockstars to help us achieve velocity for our company hey Christopher I go
for our company hey Christopher I go
for our company hey Christopher I go back to the crowd deal with them Evan
back to the crowd deal with them Evan
back to the crowd deal with them Evan he’ll know this whatever he’s a legend
he’ll know this whatever he’s a legend
he’ll know this whatever he’s a legend in terms of a business person I’m Steve
in terms of a business person I’m Steve
in terms of a business person I’m Steve Jobs
Jobs
Jobs so Christoph his quote is famous quote
so Christoph his quote is famous quote
so Christoph his quote is famous quote you know the Big D Boehner hashtag
you know the Big D Boehner hashtag
you know the Big D Boehner hashtag number one D motivator for talented
number one D motivator for talented
number one D motivator for talented people is to have to put up with bozos
people is to have to put up with bozos
people is to have to put up with bozos so Steve Jobs said nothing’s more
so Steve Jobs said nothing’s more
so Steve Jobs said nothing’s more frustrating than a player’s having to
frustrating than a player’s having to
frustrating than a player’s having to work would be players who who absolutely
work would be players who who absolutely
work would be players who who absolutely number one slow them down and to suck
number one slow them down and to suck
number one slow them down and to suck their energy from them so the best thing
their energy from them so the best thing
their energy from them so the best thing you can do as a leader obviously is hire
you can do as a leader obviously is hire
you can do as a leader obviously is hire great people and Steve Jobs said it’s
great people and Steve Jobs said it’s
great people and Steve Jobs said it’s better than giving them for spell off or
better than giving them for spell off or
better than giving them for spell off or sushi free sushi you want to hire a
sushi free sushi you want to hire a
sushi free sushi you want to hire a player so how do you do that that’s the
player so how do you do that that’s the
player so how do you do that that’s the crux you question I think number one you
crux you question I think number one you
crux you question I think number one you have obviously a brand out there a big
have obviously a brand out there a big
have obviously a brand out there a big idea and I think actually if you do that
idea and I think actually if you do that
idea and I think actually if you do that well it attracts great people second
well it attracts great people second
well it attracts great people second they are always always go out to your
they are always always go out to your
they are always always go out to your network and we’ve sort of talked about
network and we’ve sort of talked about
network and we’ve sort of talked about on previous broadcasts about how you go
on previous broadcasts about how you go
on previous broadcasts about how you go out attract really good people but first
out attract really good people but first
out attract really good people but first of all identify them you know if you’re
of all identify them you know if you’re
of all identify them you know if you’re working in a company today or you
working in a company today or you
working in a company today or you starting off in your own people who
starting off in your own people who
starting off in your own people who really impress you and people who
really impress you and people who
really impress you and people who consistently kind of knock the ball out
consistently kind of knock the ball out
consistently kind of knock the ball out the path there’d be great targets to
the path there’d be great targets to
the path there’d be great targets to join your personal crusade in your
join your personal crusade in your
join your personal crusade in your business so I think a lot of it is
business so I think a lot of it is
business so I think a lot of it is around kind of networks obviously things
around kind of networks obviously things
around kind of networks obviously things like LinkedIn and stuff like that make
like LinkedIn and stuff like that make
like LinkedIn and stuff like that make it even easier
it even easier
it even easier but I think most of all you really want
but I think most of all you really want
but I think most of all you really want to build a business and a company that
to build a business and a company that
to build a business and a company that attracts the very best attracts rock
attracts the very best attracts rock
attracts the very best attracts rock stars and probably the most important
stars and probably the most important
stars and probably the most important thing you can do as a growing business
thing you can do as a growing business
thing you can do as a growing business actually probably the most important
actually probably the most important
actually probably the most important thing is to actually invest your time
thing is to actually invest your time
thing is to actually invest your time making really smart eyes and and
making really smart eyes and and
making really smart eyes and and candidly I’ve made bad heart in my life
candidly I’ve made bad heart in my life
candidly I’ve made bad heart in my life I’ve made lots of mistakes and if you do
I’ve made lots of mistakes and if you do
I’ve made lots of mistakes and if you do many lots of mistakes and you know on
many lots of mistakes and you know on
many lots of mistakes and you know on hiring it’s somewhere where it can hurt
hiring it’s somewhere where it can hurt
hiring it’s somewhere where it can hurt you but if you haven’t made a mistake
you but if you haven’t made a mistake
you but if you haven’t made a mistake let’s be honest everybody’s done it and
let’s be honest everybody’s done it and
let’s be honest everybody’s done it and what you’ve got to do is really be
what you’ve got to do is really be
what you’ve got to do is really be honest with itself and have the honest
honest with itself and have the honest
honest with itself and have the honest conversation with the person apart and
conversation with the person apart and
conversation with the person apart and and you know cut loose if they’re not
and you know cut loose if they’re not
and you know cut loose if they’re not happy and they’re not going to make it
happy and they’re not going to make it
happy and they’re not going to make it in your company you’re much better off
in your company you’re much better off
in your company you’re much better off having someone really motivated and
having someone really motivated and
having someone really motivated and really capable to do that job but the
really capable to do that job but the
really capable to do that job but the best way to do it is build a great
best way to do it is build a great
best way to do it is build a great company great brand and that will
company great brand and that will
company great brand and that will actually draw you know the bees to the
actually draw you know the bees to the
actually draw you know the bees to the honey bar yeah I think just always
honey bar yeah I think just always
honey bar yeah I think just always keeping an eye out for talented people
keeping an eye out for talented people
keeping an eye out for talented people whether you’re at a networking event
whether you’re at a networking event
whether you’re at a networking event whether you’re going to Sage summit
whether you’re going to Sage summit
whether you’re going to Sage summit whether you’re you know at a conference
whether you’re you know at a conference
whether you’re you know at a conference whatever it is if you see somebody who
whatever it is if you see somebody who
whatever it is if you see somebody who really impresses you and there might be
really impresses you and there might be
really impresses you and there might be a way to work together on it on a
a way to work together on it on a
a way to work together on it on a project you have calmed up you always
project you have calmed up you always
project you have calmed up you always want to you’re always looking for you
want to you’re always looking for you
want to you’re always looking for you always want to keep that in mind you’re
always want to keep that in mind you’re
always want to keep that in mind you’re looking for talented people to help join
looking for talented people to help join
looking for talented people to help join and build this thing you’re creating if
and build this thing you’re creating if
and build this thing you’re creating if you’re posted out on social media you
you’re posted out on social media you
you’re posted out on social media you know Steve my table you’re having a
know Steve my table you’re having a
know Steve my table you’re having a really galvanizing message and something
really galvanizing message and something
really galvanizing message and something powerful that people want to come and be
powerful that people want to come and be
powerful that people want to come and be attracted to our people respond to that
attracted to our people respond to that
attracted to our people respond to that if somebody was going above and beyond
if somebody was going above and beyond
if somebody was going above and beyond and you know if you’re looking for a
and you know if you’re looking for a
and you know if you’re looking for a programmers or somebody on there who’s
programmers or somebody on there who’s
programmers or somebody on there who’s like sharing their programming skills
like sharing their programming skills
like sharing their programming skills and you can ask to join your team you
and you can ask to join your team you
and you can ask to join your team you know people who love your mission
know people who love your mission
know people who love your mission already I think it’s great to be able to
already I think it’s great to be able to
already I think it’s great to be able to involve them in what you’re doing
involve them in what you’re doing
involve them in what you’re doing so the Steve I’m thinking now you know
so the Steve I’m thinking now you know
so the Steve I’m thinking now you know when you came to Sage it’s still you
when you came to Sage it’s still you
when you came to Sage it’s still you know relatively new I guess it hasn’t
know relatively new I guess it hasn’t
know relatively new I guess it hasn’t been something you’ve been at for 20
been something you’ve been at for 20
been something you’ve been at for 20 years you know you come over how did you
years you know you come over how did you
years you know you come over how did you go about building your team obviously
go about building your team obviously
go about building your team obviously this is a team in place you’re bringing
this is a team in place you’re bringing
this is a team in place you’re bringing new people on as well how do you think
new people on as well how do you think
new people on as well how do you think about the people that you surround
about the people that you surround
about the people that you surround yourself with there yeah you know one of
yourself with there yeah you know one of
yourself with there yeah you know one of the most critical things we had to do
the most critical things we had to do
the most critical things we had to do was hard huge talent and we made a lot
was hard huge talent and we made a lot
was hard huge talent and we made a lot of changes in the team
of changes in the team
of changes in the team so just a few data points we got about
so just a few data points we got about
so just a few data points we got about 40,000 people but I think it’s a lot of
40,000 people but I think it’s a lot of
40,000 people but I think it’s a lot of about capability some experience and
about capability some experience and
about capability some experience and attitude but if you’ve got attitude and
attitude but if you’ve got attitude and
attitude but if you’ve got attitude and you’ve got desire it’s amazing what you
you’ve got desire it’s amazing what you
you’ve got desire it’s amazing what you can overcome so we’ve actually kind of
can overcome so we’ve actually kind of
can overcome so we’ve actually kind of really focused on hiring Millennials
really focused on hiring Millennials
really focused on hiring Millennials we’ve really focused on a much better
we’ve really focused on a much better
we’ve really focused on a much better gender balance so in the senior
gender balance so in the senior
gender balance so in the senior management team I’m really pleased to
management team I’m really pleased to
management team I’m really pleased to say I think we’ve now gone up from about
say I think we’ve now gone up from about
say I think we’ve now gone up from about 22% female it’s now 32 percent and
22% female it’s now 32 percent and
22% female it’s now 32 percent and that’s just in less than a couple of
that’s just in less than a couple of
that’s just in less than a couple of years so there’s loads of elements not
years so there’s loads of elements not
years so there’s loads of elements not just capability but it comes back to
just capability but it comes back to
just capability but it comes back to that culture you want to build you want
that culture you want to build you want
that culture you want to build you want to be an inclusive company a company
to be an inclusive company a company
to be an inclusive company a company which is obviously high-performing but
which is obviously high-performing but
which is obviously high-performing but also a company that really encourages
also a company that really encourages
also a company that really encourages young people to come in and learn and
young people to come in and learn and
young people to come in and learn and rotate through their careers so they can
rotate through their careers so they can
rotate through their careers so they can go you know into one function and go off
go you know into one function and go off
go you know into one function and go off and we you know it’s great actually I’m
and we you know it’s great actually I’m
and we you know it’s great actually I’m in Vancouver melody I called Tom Gough
in Vancouver melody I called Tom Gough
in Vancouver melody I called Tom Gough who used to work in the London office
who used to work in the London office
who used to work in the London office now it’s working in Vancouver you know
now it’s working in Vancouver you know
now it’s working in Vancouver you know 27 28 year old guy phantom what an
27 28 year old guy phantom what an
27 28 year old guy phantom what an opportunity if we can create a company
opportunity if we can create a company
opportunity if we can create a company where people individuals colleagues have
where people individuals colleagues have
where people individuals colleagues have huge aspirations and their aspirations
huge aspirations and their aspirations
huge aspirations and their aspirations and their dreams touch and connect with
and their dreams touch and connect with
and their dreams touch and connect with Sage so that they can make the career
Sage so that they can make the career
Sage so that they can make the career but I’d also say evident you know I met
but I’d also say evident you know I met
but I’d also say evident you know I met I’m a 23 year old entrepreneur this
I’m a 23 year old entrepreneur this
I’m a 23 year old entrepreneur this morning who blew me away a guy called
morning who blew me away a guy called
morning who blew me away a guy called Jack and Jack has just started the
Jack and Jack has just started the
Jack and Jack has just started the company he’s got I think he’s closing
company he’s got I think he’s closing
company he’s got I think he’s closing around to get about 8 million of funded
around to get about 8 million of funded
around to get about 8 million of funded but what impressed we were Jack firstly
but what impressed we were Jack firstly
but what impressed we were Jack firstly he contacted me on Twitter he said can I
he contacted me on Twitter he said can I
he contacted me on Twitter he said can I have a coffee with you the answer was
have a coffee with you the answer was
have a coffee with you the answer was yes he’s done that with Ronan Dan who’s
yes he’s done that with Ronan Dan who’s
yes he’s done that with Ronan Dan who’s a rockstar at Verizon he’s done it with
a rockstar at Verizon he’s done it with
a rockstar at Verizon he’s done it with superb female entrepreneurs and he’s
superb female entrepreneurs and he’s
superb female entrepreneurs and he’s just assembled an unbelievable little
just assembled an unbelievable little
just assembled an unbelievable little company about you know a dozen people
company about you know a dozen people
company about you know a dozen people but he’s also done that through just
but he’s also done that through just
but he’s also done that through just perspiration hard work hard graft and
perspiration hard work hard graft and
perspiration hard work hard graft and and being bold and asking people and
and being bold and asking people and
and being bold and asking people and actually you know quote is if you don’t
actually you know quote is if you don’t
actually you know quote is if you don’t ask you don’t get so I think when you’re
ask you don’t get so I think when you’re
ask you don’t get so I think when you’re looking for talent it’s exactly what you
looking for talent it’s exactly what you
looking for talent it’s exactly what you say save some of all these great
say save some of all these great
say save some of all these great conferences you go to look a network and
conferences you go to look a network and
conferences you go to look a network and find out who the stars are share with
find out who the stars are share with
find out who the stars are share with them you big idea in your vision and you
them you big idea in your vision and you
them you big idea in your vision and you always find people gravitate to leaders
always find people gravitate to leaders
always find people gravitate to leaders and fantastic business ideas as well and
and fantastic business ideas as well and
and fantastic business ideas as well and a mission
a mission
a mission and a good cause with a great culture I
and a good cause with a great culture I
and a good cause with a great culture I love it just just Tyco tagging on that I
love it just just Tyco tagging on that I
love it just just Tyco tagging on that I got asked a question in a previous live
got asked a question in a previous live
got asked a question in a previous live stream of how do you how do you make
stream of how do you how do you make
stream of how do you how do you make friends with a guy like Stephen Kelly
friends with a guy like Stephen Kelly
friends with a guy like Stephen Kelly how do you get on a guy like Steve and
how do you get on a guy like Steve and
how do you get on a guy like Steve and Kelly’s radar so maybe maybe you could
Kelly’s radar so maybe maybe you could
Kelly’s radar so maybe maybe you could answer like how do you get on your radar
answer like how do you get on your radar
answer like how do you get on your radar so this gotta be Chelsea Twitter what do
so this gotta be Chelsea Twitter what do
so this gotta be Chelsea Twitter what do you look for when somebody’s reaching
you look for when somebody’s reaching
you look for when somebody’s reaching out to you uh you know I think um
out to you uh you know I think um
out to you uh you know I think um everything is really amazing Evan and
everything is really amazing Evan and
everything is really amazing Evan and you know I’d encourage everybody on this
you know I’d encourage everybody on this
you know I’d encourage everybody on this but just generally to believe in
but just generally to believe in
but just generally to believe in yourself you you you espouse that you’ve
yourself you you you espouse that you’ve
yourself you you you espouse that you’ve written your book it’s all about hashtag
written your book it’s all about hashtag
written your book it’s all about hashtag belief I see so many people lacking
belief I see so many people lacking
belief I see so many people lacking self-confidence when they’re great
self-confidence when they’re great
self-confidence when they’re great people and inherently you know maybe I
people and inherently you know maybe I
people and inherently you know maybe I don’t know the education system beats
don’t know the education system beats
don’t know the education system beats confidence other people but if it does
confidence other people but if it does
confidence other people but if it does it’s a real shame because I think
it’s a real shame because I think
it’s a real shame because I think there’s so much talent is latent and
there’s so much talent is latent and
there’s so much talent is latent and untapped so people contact me this
untapped so people contact me this
untapped so people contact me this Jackie ping me on Twitter DM me and
Jackie ping me on Twitter DM me and
Jackie ping me on Twitter DM me and three times later he was still DMing me
three times later he was still DMing me
three times later he was still DMing me I said okay come in for a cup of coffee
I said okay come in for a cup of coffee
I said okay come in for a cup of coffee and he came in for a cup of coffee did
and he came in for a cup of coffee did
and he came in for a cup of coffee did his pitch brilliant idea I’ve got some
his pitch brilliant idea I’ve got some
his pitch brilliant idea I’ve got some photos of them up on him on Twitter
photos of them up on him on Twitter
photos of them up on him on Twitter later I’m really happy to promote him
later I’m really happy to promote him
later I’m really happy to promote him he’s he’s really you know just the
he’s he’s really you know just the
he’s he’s really you know just the inspiration of his idea his attitude his
inspiration of his idea his attitude his
inspiration of his idea his attitude his B’s business he’s get up and go is our
B’s business he’s get up and go is our
B’s business he’s get up and go is our work um so I think I would argue nearly
work um so I think I would argue nearly
work um so I think I would argue nearly all chief Eutychus like me probably
all chief Eutychus like me probably
all chief Eutychus like me probably don’t get asked enough and everyone in
don’t get asked enough and everyone in
don’t get asked enough and everyone in this summer in the London office and
this summer in the London office and
this summer in the London office and around the world actually Sage we’ve
around the world actually Sage we’ve
around the world actually Sage we’ve done loads of interns kind of kids come
done loads of interns kind of kids come
done loads of interns kind of kids come in at the age of 16 to work experience
in at the age of 16 to work experience
in at the age of 16 to work experience and and I just would encourage everybody
and and I just would encourage everybody
and and I just would encourage everybody out there especially they’ve come from
out there especially they’ve come from
out there especially they’ve come from tough backgrounds to just ask people
tough backgrounds to just ask people
tough backgrounds to just ask people like me people like you III couldn’t
like me people like you III couldn’t
like me people like you III couldn’t imagine anybody Kevin to Evan Carmichael
imagine anybody Kevin to Evan Carmichael
imagine anybody Kevin to Evan Carmichael and saying will you give me ten minutes
and saying will you give me ten minutes
and saying will you give me ten minutes your time I’ve got an idea to run by you
your time I’ve got an idea to run by you
your time I’ve got an idea to run by you it might not be this week because you’re
it might not be this week because you’re
it might not be this week because you’re a busy guy but you’ll find time for them
a busy guy but you’ll find time for them
a busy guy but you’ll find time for them and I just I would always you know
and I just I would always you know
and I just I would always you know beseech you guys out there to ask the
beseech you guys out there to ask the
beseech you guys out there to ask the question back yourself believe in
question back yourself believe in
question back yourself believe in yourself I have the conviction that you
yourself I have the conviction that you
yourself I have the conviction that you believe in your eye
believe in your eye
believe in your eye and you think he’s gonna change the
and you think he’s gonna change the
and you think he’s gonna change the world for the better I love it
world for the better I love it
world for the better I love it another thought that came to mind as we
another thought that came to mind as we
another thought that came to mind as we were talking about trying to bring on
were talking about trying to bring on
were talking about trying to bring on more women and that being a really key
more women and that being a really key
more women and that being a really key part of you coming in and increasing the
part of you coming in and increasing the
part of you coming in and increasing the women on the executive team I forget her
women on the executive team I forget her
women on the executive team I forget her name we talked about her I think back in
name we talked about her I think back in
name we talked about her I think back in July of the the tech Cranmer god kriti
July of the the tech Cranmer god kriti
July of the the tech Cranmer god kriti Sharma oh man she’s a rock star she’s uh
Sharma oh man she’s a rock star she’s uh
Sharma oh man she’s a rock star she’s uh I think she’s unbelievable ya know so
I think she’s unbelievable ya know so
I think she’s unbelievable ya know so she’s our bill and credit to her she’s
she’s our bill and credit to her she’s
she’s our bill and credit to her she’s just come in bootstrap t this is this is
just come in bootstrap t this is this is
just come in bootstrap t this is this is real the essence of everything we love
real the essence of everything we love
real the essence of everything we love so she’s boot structure team she came up
so she’s boot structure team she came up
so she’s boot structure team she came up an idea met customers came up with a
an idea met customers came up with a
an idea met customers came up with a revolutionary basically a chatbot this
revolutionary basically a chatbot this
revolutionary basically a chatbot this allows you from you little each on the
allows you from you little each on the
allows you from you little each on the your smartphone or whatever device you
your smartphone or whatever device you
your smartphone or whatever device you use to use Facebook Messenger or slack
use to use Facebook Messenger or slack
use to use Facebook Messenger or slack or one of the messaging platforms to
or one of the messaging platforms to
or one of the messaging platforms to actually talk to your accountant engine
actually talk to your accountant engine
actually talk to your accountant engine so you can just take a photo in a
so you can just take a photo in a
so you can just take a photo in a restaurant of the receipt and you can
restaurant of the receipt and you can
restaurant of the receipt and you can post it straight through your messaging
post it straight through your messaging
post it straight through your messaging platform like Facebook and it makes it
platform like Facebook and it makes it
platform like Facebook and it makes it like it’s incredible because I think
like it’s incredible because I think
like it’s incredible because I think we’re gonna see that sort of they call
we’re gonna see that sort of they call
we’re gonna see that sort of they call it artificial intelligence type
it artificial intelligence type
it artificial intelligence type technology more and more over the next
technology more and more over the next
technology more and more over the next decade but credit took really what she’s
decade but credit took really what she’s
decade but credit took really what she’s probably twenty seven twenty eight years
probably twenty seven twenty eight years
probably twenty seven twenty eight years old
old
old and again I just I’m so excited when
and again I just I’m so excited when
and again I just I’m so excited when young talent comes in and lands
young talent comes in and lands
young talent comes in and lands something really exciting connects it
something really exciting connects it
something really exciting connects it with customers and and she launched this
with customers and and she launched this
with customers and and she launched this product pick and you guys can download
product pick and you guys can download
product pick and you guys can download it and have a look at it but it’s
it and have a look at it but it’s
it and have a look at it but it’s literally from launcher safe summit a
literally from launcher safe summit a
literally from launcher safe summit a soft launch on the stage of me Evan
soft launch on the stage of me Evan
soft launch on the stage of me Evan within I think it’s about six weeks we
within I think it’s about six weeks we
within I think it’s about six weeks we had users in 85 countries so ten years
had users in 85 countries so ten years
had users in 85 countries so ten years ago even to have 85 countries uses in
ago even to have 85 countries uses in
ago even to have 85 countries uses in front of that would probably take three
front of that would probably take three
front of that would probably take three years and they haven’t for her in six
years and they haven’t for her in six
years and they haven’t for her in six weeks and she’s very enthusiastic
weeks and she’s very enthusiastic
weeks and she’s very enthusiastic visionary passionate our high energy get
visionary passionate our high energy get
visionary passionate our high energy get stuff down she’s everything you look for
stuff down she’s everything you look for
stuff down she’s everything you look for if you’re you’re hiring people at
if you’re you’re hiring people at
if you’re you’re hiring people at Rockstar hmm
Rockstar hmm
Rockstar hmm I remember reading too about I think it
I remember reading too about I think it
I remember reading too about I think it was Jacqueline Jacqueline the Rojas who
was Jacqueline Jacqueline the Rojas who
was Jacqueline Jacqueline the Rojas who won all these awards a pioneer of female
won all these awards a pioneer of female
won all these awards a pioneer of female in the tech industry who you guys
in the tech industry who you guys
in the tech industry who you guys brought on to be a EVP at Sage so I mean
brought on to be a EVP at Sage so I mean
brought on to be a EVP at Sage so I mean you’re making all these hires now these
you’re making all these hires now these
you’re making all these hires now these are smart women there’s a lot of people
are smart women there’s a lot of people
are smart women there’s a lot of people going after them they could have
going after them they could have
going after them they could have opportunities at any company and and so
opportunities at any company and and so
opportunities at any company and and so this is the question you got
this is the question you got
this is the question you got entrepreneurs who are trying to build
entrepreneurs who are trying to build
entrepreneurs who are trying to build their team you you know we’re saying a
their team you you know we’re saying a
their team you you know we’re saying a team is important to go from startup to
team is important to go from startup to
team is important to go from startup to scale-up what do you do to recruit those
scale-up what do you do to recruit those
scale-up what do you do to recruit those women and and have them pick sage over
women and and have them pick sage over
women and and have them pick sage over the hundred other companies that they
the hundred other companies that they
the hundred other companies that they could go work out as well with their
could go work out as well with their
could go work out as well with their skill set yeah I think this there’s a
skill set yeah I think this there’s a
skill set yeah I think this there’s a question we should ask before that as
question we should ask before that as
question we should ask before that as well but of why do we need you know
well but of why do we need you know
well but of why do we need you know obviously for us reality is I think I’ll
obviously for us reality is I think I’ll
obviously for us reality is I think I’ll be the first want to hold my hand up and
be the first want to hold my hand up and
be the first want to hold my hand up and say you know we’re on a transformation
say you know we’re on a transformation
say you know we’re on a transformation at Sage but wow we got so much more to
at Sage but wow we got so much more to
at Sage but wow we got so much more to do we’re gonna we gotta have yeah every
do we’re gonna we gotta have yeah every
do we’re gonna we gotta have yeah every day I beat myself up about I’m better
day I beat myself up about I’m better
day I beat myself up about I’m better products better customer service not new
products better customer service not new
products better customer service not new you know there’s always more to do
you know there’s always more to do
you know there’s always more to do that’s just life but one of the things
that’s just life but one of the things
that’s just life but one of the things that I looked at when I looked
that I looked at when I looked
that I looked at when I looked originally at the management team when I
originally at the management team when I
originally at the management team when I walked in there all old guys like me you
walked in there all old guys like me you
walked in there all old guys like me you know Evan look at me you don’t want you
know Evan look at me you don’t want you
know Evan look at me you don’t want you don’t want Stephen Kelly clones walking
don’t want Stephen Kelly clones walking
don’t want Stephen Kelly clones walking around this place so the first question
around this place so the first question
around this place so the first question is where’s your audience and then you’ve
is where’s your audience and then you’ve
is where’s your audience and then you’ve got a hard people to represent your
got a hard people to represent your
got a hard people to represent your audience we want millions of millennial
audience we want millions of millennial
audience we want millions of millennial customers we want you know what now
customers we want you know what now
customers we want you know what now probably about over a third then it’s
probably about over a third then it’s
probably about over a third then it’s 40% of new businesses started by females
40% of new businesses started by females
40% of new businesses started by females and the whole world has changed
and the whole world has changed
and the whole world has changed dramatically in the last 20 years and so
dramatically in the last 20 years and so
dramatically in the last 20 years and so our audience is you know these female
our audience is you know these female
our audience is you know these female entrepreneurs our audience is
entrepreneurs our audience is
entrepreneurs our audience is Millennials they’re the people so for
Millennials they’re the people so for
Millennials they’re the people so for everybody on this broadcast think about
everybody on this broadcast think about
everybody on this broadcast think about where is it your audiences that are
where is it your audiences that are
where is it your audiences that are going to be attracted your service your
going to be attracted your service your
going to be attracted your service your product and then you want people in your
product and then you want people in your
product and then you want people in your team who really represent their views
team who really represent their views
team who really represent their views that round the table you can get the
that round the table you can get the
that round the table you can get the customer in the room and have an empty
customer in the room and have an empty
customer in the room and have an empty chair for the customer or the
chair for the customer or the
chair for the customer or the marketplace so that they are
marketplace so that they are
marketplace so that they are representative then I think key thing
representative then I think key thing
representative then I think key thing evan is you’ve got to really make
evan is you’ve got to really make
evan is you’ve got to really make a priority and a focus so simple things
a priority and a focus so simple things
a priority and a focus so simple things we did to change it was every time you
we did to change it was every time you
we did to change it was every time you get down to a sort of shortlist of three
get down to a sort of shortlist of three
get down to a sort of shortlist of three candidates it’s got to have a female
candidates it’s got to have a female
candidates it’s got to have a female candidate on the slate and we changed
candidate on the slate and we changed
candidate on the slate and we changed some of those things and then also you
some of those things and then also you
some of those things and then also you know a lot of people here are founders
know a lot of people here are founders
know a lot of people here are founders they’re leaders in their businesses what
they’re leaders in their businesses what
they’re leaders in their businesses what you say I use this phrase called the
you say I use this phrase called the
you say I use this phrase called the tone at the top what you say has huge
tone at the top what you say has huge
tone at the top what you say has huge impact and the shadow following you
impact and the shadow following you
impact and the shadow following you every day in the business literally with
every day in the business literally with
every day in the business literally with all these things it’s all about trust
all these things it’s all about trust
all these things it’s all about trust and culture and credibility and
and culture and credibility and
and culture and credibility and integrity and authenticity and literally
integrity and authenticity and literally
integrity and authenticity and literally with these sort of things you know it
with these sort of things you know it
with these sort of things you know it takes weeks and months to build trust
takes weeks and months to build trust
takes weeks and months to build trust with colleagues and customers and if you
with colleagues and customers and if you
with colleagues and customers and if you kind of screw up or do something stupid
kind of screw up or do something stupid
kind of screw up or do something stupid you destroy that trust in a second so I
you destroy that trust in a second so I
you destroy that trust in a second so I think when you go out and target rock
think when you go out and target rock
think when you go out and target rock stars you need to make it a priority
stars you need to make it a priority
stars you need to make it a priority honestly probably the thing I still
honestly probably the thing I still
honestly probably the thing I still spend a lot of my time on is on
spend a lot of my time on is on
spend a lot of my time on is on recruiting the rock stars we want to
recruiting the rock stars we want to
recruiting the rock stars we want to take the company forward I know I think
take the company forward I know I think
take the company forward I know I think you should never kind of abdicate that
you should never kind of abdicate that
you should never kind of abdicate that or outsource it to anyone else you’ve
or outsource it to anyone else you’ve
or outsource it to anyone else you’ve got to be responsible especially began
got to be responsible especially began
got to be responsible especially began from like ten people to 50 people the
from like ten people to 50 people the
from like ten people to 50 people the next 40 people you hire ideally should
next 40 people you hire ideally should
next 40 people you hire ideally should be better than you should have real
be better than you should have real
be better than you should have real essence of what your customers need and
essence of what your customers need and
essence of what your customers need and where the audience is and should add a
where the audience is and should add a
where the audience is and should add a spark and a different lens to your
spark and a different lens to your
spark and a different lens to your company as you grow and scale up and
company as you grow and scale up and
company as you grow and scale up and whether that’s engineers development
whether that’s engineers development
whether that’s engineers development guys arm or consultants salespeople
guys arm or consultants salespeople
guys arm or consultants salespeople marketing people whatever it is they
marketing people whatever it is they
marketing people whatever it is they should kind of really come in and be a
should kind of really come in and be a
should kind of really come in and be a be part of the cohesive team and I think
be part of the cohesive team and I think
be part of the cohesive team and I think it’s a really exciting thing in terms of
it’s a really exciting thing in terms of
it’s a really exciting thing in terms of the recruitment process that you’re a
the recruitment process that you’re a
the recruitment process that you’re a part of that because you’re going to
part of that because you’re going to
part of that because you’re going to inspire them let’s not kid ourselves
inspire them let’s not kid ourselves
inspire them let’s not kid ourselves then they’re gonna come and work for you
then they’re gonna come and work for you
then they’re gonna come and work for you because you are the person and you know
because you are the person and you know
because you are the person and you know that another little quotes you know
that another little quotes you know
that another little quotes you know people join companies typically because
people join companies typically because
people join companies typically because of the founder or the leader and they
of the founder or the leader and they
of the founder or the leader and they leave because of managers so so it’s
leave because of managers so so it’s
leave because of managers so so it’s important for you to be involved in that
important for you to be involved in that
important for you to be involved in that process
Jean rice is asking a question following
Jean rice is asking a question following up on your galvanizing message
up on your galvanizing message
up on your galvanizing message quote at the start he’s wondering what
quote at the start he’s wondering what
quote at the start he’s wondering what is the galvanizing message of sage to
is the galvanizing message of sage to
is the galvanizing message of sage to attract your volunteer army it’s great
attract your volunteer army it’s great
attract your volunteer army it’s great so Oh Evan you know this is like Evan
so Oh Evan you know this is like Evan
so Oh Evan you know this is like Evan and I almost were cut from the same
and I almost were cut from the same
and I almost were cut from the same cloth so what do we love so much you
cloth so what do we love so much you
cloth so what do we love so much you know we’ve kind of just streetfighters
know we’ve kind of just streetfighters
know we’ve kind of just streetfighters working class heroes we started I
working class heroes we started I
working class heroes we started I started in my life when I was like seven
started in my life when I was like seven
started in my life when I was like seven years home again home from school going
years home again home from school going
years home again home from school going to my dad’s small business sweeping the
to my dad’s small business sweeping the
to my dad’s small business sweeping the floor packing bags helping out I used to
floor packing bags helping out I used to
floor packing bags helping out I used to love it I just loved it but I also was a
love it I just loved it but I also was a
love it I just loved it but I also was a witness and at the table where I knew
witness and at the table where I knew
witness and at the table where I knew the hard work that he put in to being
the hard work that he put in to being
the hard work that he put in to being his own boss to follow in his dreams to
his own boss to follow in his dreams to
his own boss to follow in his dreams to pursue in his passion and you know he
pursue in his passion and you know he
pursue in his passion and you know he got sick and I so I saw the human
got sick and I so I saw the human
got sick and I so I saw the human sacrifice that it takes if you really
sacrifice that it takes if you really
sacrifice that it takes if you really want to build a great business yourself
want to build a great business yourself
want to build a great business yourself and you want to be your own boss
and you want to be your own boss
and you want to be your own boss and then you know I’ve come full circle
and then you know I’ve come full circle
and then you know I’ve come full circle to Sage now I’m just so blessed and
to Sage now I’m just so blessed and
to Sage now I’m just so blessed and lucky to be here because now I have the
lucky to be here because now I have the
lucky to be here because now I have the opportunity to serve the business
opportunity to serve the business
opportunity to serve the business builders and what I think like Canada
builders and what I think like Canada
builders and what I think like Canada where Evan sets 70% of the jobs across
where Evan sets 70% of the jobs across
where Evan sets 70% of the jobs across Canada are created by small and medium
Canada are created by small and medium
Canada are created by small and medium businesses the you know the guys around
businesses the you know the guys around
businesses the you know the guys around in Calgary the guys are up in Jasper the
in Calgary the guys are up in Jasper the
in Calgary the guys are up in Jasper the guys are in Nova Scotia who probably
guys are in Nova Scotia who probably
guys are in Nova Scotia who probably have used their life savings to fund
have used their life savings to fund
have used their life savings to fund their businesses they’ve been working at
their businesses they’ve been working at
their businesses they’ve been working at it 5 10 20 years and they’re the engine
it 5 10 20 years and they’re the engine
it 5 10 20 years and they’re the engine room of the economy Canada and every
room of the economy Canada and every
room of the economy Canada and every economy around the world and we know
economy around the world and we know
economy around the world and we know they work 60 70 80 hours a week and we
they work 60 70 80 hours a week and we
they work 60 70 80 hours a week and we know that’s you and the drink so I use
know that’s you and the drink so I use
know that’s you and the drink so I use this phrase you know I am serve it in
this phrase you know I am serve it in
this phrase you know I am serve it in the noble cause I’m serving the noble
the noble cause I’m serving the noble
the noble cause I’m serving the noble cause of business builders not I’d say
cause of business builders not I’d say
cause of business builders not I’d say unless you kind of want to work and I
unless you kind of want to work and I
unless you kind of want to work and I respect people who do it I love them in
respect people who do it I love them in
respect people who do it I love them in the charity sector then how lucky am I
the charity sector then how lucky am I
the charity sector then how lucky am I to serve business builders at Sage all
to serve business builders at Sage all
to serve business builders at Sage all these you know we’ve got three million
these you know we’ve got three million
these you know we’ve got three million customers around the world they’re the
customers around the world they’re the
customers around the world they’re the best people I’ve met so many of them
best people I’ve met so many of them
best people I’ve met so many of them they’ve given their lives to follow
they’ve given their lives to follow
they’ve given their lives to follow their dreams pursue their passions and
their dreams pursue their passions and
their dreams pursue their passions and what an honor it is for me to serve them
what an honor it is for me to serve them
what an honor it is for me to serve them and ultimately you know I believe
and ultimately you know I believe
and ultimately you know I believe because there’s such a
because there’s such a
because there’s such a some people and they’re absolutely the
some people and they’re absolutely the
some people and they’re absolutely the engine-room their economies then they
engine-room their economies then they
engine-room their economies then they deserve awesome technology so sages the
deserve awesome technology so sages the
deserve awesome technology so sages the sort of digital heartbeat to help them
sort of digital heartbeat to help them
sort of digital heartbeat to help them you know power their business collect
you know power their business collect
you know power their business collect their cash from customers manage their
their cash from customers manage their
their cash from customers manage their suppliers pay their employees all these
suppliers pay their employees all these
suppliers pay their employees all these other things that are fundamental and
other things that are fundamental and
other things that are fundamental and we’ve got to make that as simple as
we’ve got to make that as simple as
we’ve got to make that as simple as possible for them to make sure you know
possible for them to make sure you know
possible for them to make sure you know they’re in compliance with the tax
they’re in compliance with the tax
they’re in compliance with the tax authorities and they can sleep well at
authorities and they can sleep well at
authorities and they can sleep well at night so Trust is really important a
night so Trust is really important a
night so Trust is really important a hundred percent compliance hundreds at a
hundred percent compliance hundreds at a
hundred percent compliance hundreds at a time but also that they can run their
time but also that they can run their
time but also that they can run their business from the palm of their hands
business from the palm of their hands
business from the palm of their hands and we’re on a mission to make you know
and we’re on a mission to make you know
and we’re on a mission to make you know technology for business builders as
technology for business builders as
technology for business builders as simple as we kind of use apps like it
simple as we kind of use apps like it
simple as we kind of use apps like it was whatsapp or snapchat or any of these
was whatsapp or snapchat or any of these
was whatsapp or snapchat or any of these apps in our personal life so what an
apps in our personal life so what an
apps in our personal life so what an honor so literally of them for me I’ve
honor so literally of them for me I’ve
honor so literally of them for me I’ve been here almost a couple years to be
been here almost a couple years to be
been here almost a couple years to be given the opportunity to lead sage which
given the opportunity to lead sage which
given the opportunity to lead sage which is on a mission to serve business
is on a mission to serve business
is on a mission to serve business builders around the world and give them
builders around the world and give them
builders around the world and give them awesome technology and make their lives
awesome technology and make their lives
awesome technology and make their lives easier and allow them to do what they
easier and allow them to do what they
easier and allow them to do what they love which is grow their businesses hire
love which is grow their businesses hire
love which is grow their businesses hire more people create more prosperity for
more people create more prosperity for
more people create more prosperity for rural Canada rural America
rural Canada rural America
rural Canada rural America rural Britain and urban cities around
rural Britain and urban cities around
rural Britain and urban cities around the world is a huge privilege and
the world is a huge privilege and
the world is a huge privilege and honestly I just get so excited about I
honestly I just get so excited about I
honestly I just get so excited about I could I could I could talk for hours on
could I could I could talk for hours on
could I could I could talk for hours on this and just infused with love of
this and just infused with love of
this and just infused with love of business builders I love it
business builders I love it
business builders I love it Kathleen is asking how can I upscale my
Kathleen is asking how can I upscale my
Kathleen is asking how can I upscale my fashion brand I’m just starting out so
fashion brand I’m just starting out so
fashion brand I’m just starting out so advice for someone who wants to start
advice for someone who wants to start
advice for someone who wants to start out a fashion brand and scale it up
out a fashion brand and scale it up
out a fashion brand and scale it up alright so I think again at Kathleen you
alright so I think again at Kathleen you
alright so I think again at Kathleen you know you you probably know the market in
know you you probably know the market in
know you you probably know the market in terms of fashion brands think about who
terms of fashion brands think about who
terms of fashion brands think about who is it your is is gonna be who’s going to
is it your is is gonna be who’s going to
is it your is is gonna be who’s going to be your market you know you’re gonna go
be your market you know you’re gonna go
be your market you know you’re gonna go for it’s a good generational play or is
for it’s a good generational play or is
for it’s a good generational play or is it going to be a segment of the
it going to be a segment of the
it going to be a segment of the marketplace and then I kind of think
marketplace and then I kind of think
marketplace and then I kind of think what is your big idea about how you get
what is your big idea about how you get
what is your big idea about how you get to both the product and why you’re
to both the product and why you’re
to both the product and why you’re different and then also what’s the best
different and then also what’s the best
different and then also what’s the best distribution channel who can you either
distribution channel who can you either
distribution channel who can you either partner with or do you want to do it on
partner with or do you want to do it on
partner with or do you want to do it on a website and
a website and
a website and kind of through basically digital
kind of through basically digital
kind of through basically digital presence once you determine that then
presence once you determine that then
presence once you determine that then I’d always actually honestly kind of
I’d always actually honestly kind of
I’d always actually honestly kind of test-drive stuff so you know I I believe
test-drive stuff so you know I I believe
test-drive stuff so you know I I believe you Kathleen should have huge dreams you
you Kathleen should have huge dreams you
you Kathleen should have huge dreams you should be the next kind of massive
should be the next kind of massive
should be the next kind of massive fashion icon walking down you know all
fashion icon walking down you know all
fashion icon walking down you know all the all the platforms picking up the
the all the platforms picking up the
the all the platforms picking up the awards but in the meantime you’ve got to
awards but in the meantime you’ve got to
awards but in the meantime you’ve got to take the first baby step so if you kind
take the first baby step so if you kind
take the first baby step so if you kind of got a product an idea and you’re
of got a product an idea and you’re
of got a product an idea and you’re gonna say market two out of a sixteen to
gonna say market two out of a sixteen to
gonna say market two out of a sixteen to twenty five year old females then
twenty five year old females then
twenty five year old females then wouldn’t it be good to go and test drive
wouldn’t it be good to go and test drive
wouldn’t it be good to go and test drive it with six or seven of your friends or
it with six or seven of your friends or
it with six or seven of your friends or again if you’re gonna market it in two
again if you’re gonna market it in two
again if you’re gonna market it in two guys are high fashion brands then that’d
guys are high fashion brands then that’d
guys are high fashion brands then that’d be great so get people around test their
be great so get people around test their
be great so get people around test their ideas and then actually prototype it
ideas and then actually prototype it
ideas and then actually prototype it then test drive it and I actually I know
then test drive it and I actually I know
then test drive it and I actually I know quite a lot of our customers who have
quite a lot of our customers who have
quite a lot of our customers who have built businesses like this and one of
built businesses like this and one of
built businesses like this and one of them in maternity we’re actually a
them in maternity we’re actually a
them in maternity we’re actually a different business but in return to
different business but in return to
different business but in return to where and she did it through our friends
where and she did it through our friends
where and she did it through our friends first of all and then she did it through
first of all and then she did it through
first of all and then she did it through building a very small website and then
building a very small website and then
building a very small website and then she scaled up and I think she now
she scaled up and I think she now
she scaled up and I think she now employs about forty people and it’s been
employs about forty people and it’s been
employs about forty people and it’s been hugely successful and really kind of
hugely successful and really kind of
hugely successful and really kind of high-end brands so I think with all
high-end brands so I think with all
high-end brands so I think with all these things again kind of have a bigger
these things again kind of have a bigger
these things again kind of have a bigger idea which it sounds like you have and
idea which it sounds like you have and
idea which it sounds like you have and then understand the marketplace you’re
then understand the marketplace you’re
then understand the marketplace you’re trying to sell it why are you different
trying to sell it why are you different
trying to sell it why are you different what Steve kind of unique differentiator
what Steve kind of unique differentiator
what Steve kind of unique differentiator and then get loads and loads of feedback
and then get loads and loads of feedback
and then get loads and loads of feedback so when you kind of go to market you’ve
so when you kind of go to market you’ve
so when you kind of go to market you’ve constantly iterating and learning as you
constantly iterating and learning as you
constantly iterating and learning as you scale up your business yeah I think
scale up your business yeah I think
scale up your business yeah I think you’ve got to find a product that’s
you’ve got to find a product that’s
you’ve got to find a product that’s gonna work gotta find the unique thing
gonna work gotta find the unique thing
gonna work gotta find the unique thing whether it’s a special dress or a new
whether it’s a special dress or a new
whether it’s a special dress or a new hoodie or whatever it is you know you’re
hoodie or whatever it is you know you’re
hoodie or whatever it is you know you’re you’re creating amazing new colorful
you’re creating amazing new colorful
you’re creating amazing new colorful ties for Stephen Kelly to rock – with
ties for Stephen Kelly to rock – with
ties for Stephen Kelly to rock – with matching cufflinks
matching cufflinks
matching cufflinks you gotta show the cufflinks a fitting
you gotta show the cufflinks a fitting
you gotta show the cufflinks a fitting it little cop you said can you see that
it little cop you said can you see that
it little cop you said can you see that Evan yeah yeah we love colors you see
Evan yeah yeah we love colors you see
Evan yeah yeah we love colors you see see I love it I have a new looking cool
see I love it I have a new looking cool
see I love it I have a new looking cool in the hoodie man I love that so you’ve
in the hoodie man I love that so you’ve
in the hoodie man I love that so you’ve got to find the thing that is different
got to find the thing that is different
got to find the thing that is different about your your brain why is your
about your your brain why is your
about your your brain why is your fashion brand different than everybody
fashion brand different than everybody
fashion brand different than everybody else’s and test drive and I think a lot
else’s and test drive and I think a lot
else’s and test drive and I think a lot of people make a a mediocre product they
of people make a a mediocre product they
of people make a a mediocre product they make
make
make you know a t-shirt like everybody else
you know a t-shirt like everybody else
you know a t-shirt like everybody else to make it a t-shirt and then they buy
to make it a t-shirt and then they buy
to make it a t-shirt and then they buy 5,000 t-shirts is sitting in your mom’s
5,000 t-shirts is sitting in your mom’s
5,000 t-shirts is sitting in your mom’s garage you need to find the thing that’s
garage you need to find the thing that’s
garage you need to find the thing that’s unique about you this is that this is
unique about you this is that this is
unique about you this is that this is like the startup before you scale up you
like the startup before you scale up you
like the startup before you scale up you got to start up to find what is the
got to start up to find what is the
got to start up to find what is the angle that’s gonna work for you and when
angle that’s gonna work for you and when
angle that’s gonna work for you and when you have a product that you know works
you have a product that you know works
you have a product that you know works and people love it then you focus on the
and people love it then you focus on the
and people love it then you focus on the scaling up you work on the partnerships
scaling up you work on the partnerships
scaling up you work on the partnerships and the distributorships in the
and the distributorships in the
and the distributorships in the marketing but if you focus on that too
marketing but if you focus on that too
marketing but if you focus on that too soon you’re just burning dollars you’re
soon you’re just burning dollars you’re
soon you’re just burning dollars you’re burning marketing dollars without
burning marketing dollars without
burning marketing dollars without something that’s gonna work so you got
something that’s gonna work so you got
something that’s gonna work so you got to figure out what that key product is
to figure out what that key product is
to figure out what that key product is first hey Emma just on that I got um
first hey Emma just on that I got um
first hey Emma just on that I got um this sort of top five reasons why
this sort of top five reasons why
this sort of top five reasons why companies fail to go through you know
companies fail to go through you know
companies fail to go through you know from startup to scale up the number one
from startup to scale up the number one
from startup to scale up the number one reason the number one reason is 42% of
reason the number one reason is 42% of
reason the number one reason is 42% of businesses fail because they fail to
businesses fail because they fail to
businesses fail because they fail to understand the market need all about
understand the market need all about
understand the market need all about your point about the wrong product and
your point about the wrong product and
your point about the wrong product and making sure that it’s a great fit with
making sure that it’s a great fit with
making sure that it’s a great fit with the market I love it and I want the
the market I love it and I want the
the market I love it and I want the other four are good enough so the
other four are good enough so the
other four are good enough so the obvious were about a third of a third of
obvious were about a third of a third of
obvious were about a third of a third of them obviously I guess this is sad
them obviously I guess this is sad
them obviously I guess this is sad because I think people over engineer you
because I think people over engineer you
because I think people over engineer you obviously got to understand the cash
obviously got to understand the cash
obviously got to understand the cash requires a third of them run out of cash
requires a third of them run out of cash
requires a third of them run out of cash for a lack of funding or poor investment
for a lack of funding or poor investment
for a lack of funding or poor investment or getting ahead of themselves so
or getting ahead of themselves so
or getting ahead of themselves so tracking your finance is really crude
tracking your finance is really crude
tracking your finance is really crude obviously that’s where people like sage
obviously that’s where people like sage
obviously that’s where people like sage can come in and help next one is a
can come in and help next one is a
can come in and help next one is a quarter of them go back and say they
quarter of them go back and say they
quarter of them go back and say they actually hire the wrong people which is
actually hire the wrong people which is
actually hire the wrong people which is interesting we talked about that less
interesting we talked about that less
interesting we talked about that less than 20 percent of them fail because of
than 20 percent of them fail because of
than 20 percent of them fail because of competition and then actually the last
competition and then actually the last
competition and then actually the last one is about one sixth of them say they
one is about one sixth of them say they
one is about one sixth of them say they had cut our cost or pricing issues with
had cut our cost or pricing issues with
had cut our cost or pricing issues with their products so they’re the top five
their products so they’re the top five
their products so they’re the top five reasons but number one standing out is
reasons but number one standing out is
reasons but number one standing out is kind of the product related to the
kind of the product related to the
kind of the product related to the market need interesting Stephen Kelly
market need interesting Stephen Kelly
market need interesting Stephen Kelly always comes preparing with stats and
always comes preparing with stats and
always comes preparing with stats and quotes and stories and energy ready to
quotes and stories and energy ready to
quotes and stories and energy ready to go that’s the hot out of my week token
go that’s the hot out of my week token
go that’s the hot out of my week token to yo-yo all the guys
to yo-yo all the guys
to yo-yo all the guys they’re cool Kendra is next Kendra is
they’re cool Kendra is next Kendra is
they’re cool Kendra is next Kendra is asking how much test-driving do you need
asking how much test-driving do you need
asking how much test-driving do you need to do before you ask for an investment
to do before you ask for an investment
to do before you ask for an investment oh I think I I think with all these
oh I think I I think with all these
oh I think I I think with all these things actually let’s let’s look at it
things actually let’s let’s look at it
things actually let’s let’s look at it the other way what our investors look
the other way what our investors look
the other way what our investors look for they look for a really good kind of
for they look for a really good kind of
for they look for a really good kind of management team and an idea so back to
management team and an idea so back to
management team and an idea so back to the product idea and I you know I know
the product idea and I you know I know
the product idea and I you know I know that you can raise money on the back of
that you can raise money on the back of
that you can raise money on the back of a management team and idea I think for
a management team and idea I think for
a management team and idea I think for your your confidence because I hate kind
your your confidence because I hate kind
your your confidence because I hate kind of seeing you guys give away too much
of seeing you guys give away too much
of seeing you guys give away too much here companies I think you want a test
here companies I think you want a test
here companies I think you want a test drive again run it on fumes don’t spend
drive again run it on fumes don’t spend
drive again run it on fumes don’t spend loads of money to Evans point because
loads of money to Evans point because
loads of money to Evans point because you can do things really cheaply
you can do things really cheaply
you can do things really cheaply especially through social media and
especially through social media and
especially through social media and digital and you can test drive loads of
digital and you can test drive loads of
digital and you can test drive loads of stuff really coolly but really cheaply
stuff really coolly but really cheaply
stuff really coolly but really cheaply as well and that’s what you should do so
as well and that’s what you should do so
as well and that’s what you should do so iterate it and test driver and I’d say
iterate it and test driver and I’d say
iterate it and test driver and I’d say I’ll be honest businesses should never
I’ll be honest businesses should never
I’ll be honest businesses should never stop test driving you know when they get
stop test driving you know when they get
stop test driving you know when they get super scale they should always be test
super scale they should always be test
super scale they should always be test drive and stuff new ideas new products
drive and stuff new ideas new products
drive and stuff new ideas new products prototyping them incubate them kill kill
prototyping them incubate them kill kill
prototyping them incubate them kill kill them if they’re not going to work if
them if they’re not going to work if
them if they’re not going to work if they are gonna work cause correct to
they are gonna work cause correct to
they are gonna work cause correct to make sure they learn from it and then
make sure they learn from it and then
make sure they learn from it and then when you go to investors I think I would
when you go to investors I think I would
when you go to investors I think I would we’ve talked about this a lot I would
we’ve talked about this a lot I would
we’ve talked about this a lot I would always kind of try and run your business
always kind of try and run your business
always kind of try and run your business almost on fumes you want to plan your
almost on fumes you want to plan your
almost on fumes you want to plan your cash so you’ve got plenty of cash wrong
cash so you’ve got plenty of cash wrong
cash so you’ve got plenty of cash wrong way but the best way to do that is
way but the best way to do that is
way but the best way to do that is either through friends and family
either through friends and family
either through friends and family certainly wouldn’t be going to get loads
certainly wouldn’t be going to get loads
certainly wouldn’t be going to get loads of money because I’ve seen the parallel
of money because I’ve seen the parallel
of money because I’ve seen the parallel the extreme and when I was a CEO of a
the extreme and when I was a CEO of a
the extreme and when I was a CEO of a Nasdaq company and we were startup back
Nasdaq company and we were startup back
Nasdaq company and we were startup back in this a long time ago 1997 we we had
in this a long time ago 1997 we we had
in this a long time ago 1997 we we had this phrase where we you know basically
this phrase where we you know basically
this phrase where we you know basically treat treat the company’s money as if
treat treat the company’s money as if
treat treat the company’s money as if it’s your own number-one revenue always
it’s your own number-one revenue always
it’s your own number-one revenue always should follow expenses in a business
should follow expenses in a business
should follow expenses in a business kind of number two rule and number three
kind of number two rule and number three
kind of number two rule and number three rule we saw loads of companies at that
rule we saw loads of companies at that
rule we saw loads of companies at that time go and raise at a hundred million
time go and raise at a hundred million
time go and raise at a hundred million dollars or two hundred million dollars
dollars or two hundred million dollars
dollars or two hundred million dollars and they would just waste money just you
and they would just waste money just you
and they would just waste money just you know you couldn’t believe the waste
know you couldn’t believe the waste
know you couldn’t believe the waste they’d be booking private jets and
they’d be booking private jets and
they’d be booking private jets and stupid stuff like that rather than
stupid stuff like that rather than
stupid stuff like that rather than worrying about what really matter it was
worrying about what really matter it was
worrying about what really matter it was about the customers on the front so I
about the customers on the front so I
about the customers on the front so I think it’s a really good ethos even when
think it’s a really good ethos even when
think it’s a really good ethos even when you
you
you to scale up your company to keep that
to scale up your company to keep that
to scale up your company to keep that kind of hungry sort of street fighter
kind of hungry sort of street fighter
kind of hungry sort of street fighter kind of mentality that we’re really
kind of mentality that we’re really
kind of mentality that we’re really going to preserve cash we’re going to
going to preserve cash we’re going to
going to preserve cash we’re going to preserve every dollar and we’re going to
preserve every dollar and we’re going to
preserve every dollar and we’re going to ask ourselves Oh on that dollar we
ask ourselves Oh on that dollar we
ask ourselves Oh on that dollar we invest what return do we get but within
invest what return do we get but within
invest what return do we get but within that context I think there’s tremendous
that context I think there’s tremendous
that context I think there’s tremendous scope to test drives and when you feel
scope to test drives and when you feel
scope to test drives and when you feel confident in terms of your business your
confident in terms of your business your
confident in terms of your business your test driving to get investment then I
test driving to get investment then I
test driving to get investment then I think that’s a whole different
think that’s a whole different
think that’s a whole different conversation around where you get there
conversation around where you get there
conversation around where you get there but probably the last place I’d go for
but probably the last place I’d go for
but probably the last place I’d go for businesses like ours that we talk about
businesses like ours that we talk about
businesses like ours that we talk about is to the sort of traditional places I
is to the sort of traditional places I
is to the sort of traditional places I think there’s much better sources of
think there’s much better sources of
think there’s much better sources of investment and people who will be great
investment and people who will be great
investment and people who will be great partners to you in your business who can
partners to you in your business who can
partners to you in your business who can give you advice who potentially can join
give you advice who potentially can join
give you advice who potentially can join your board or your management team and
your board or your management team and
your board or your management team and all those sort of things and the final
all those sort of things and the final
all those sort of things and the final thing back to recruitment actually back
thing back to recruitment actually back
thing back to recruitment actually back in the day even when I started the
in the day even when I started the
in the day even when I started the business I got people to join our
business I got people to join our
business I got people to join our company take a massive haircut on their
company take a massive haircut on their
company take a massive haircut on their salary and trade that for equity so they
salary and trade that for equity so they
salary and trade that for equity so they had a share of the business but Wow did
had a share of the business but Wow did
had a share of the business but Wow did that change their attitude they had so
that change their attitude they had so
that change their attitude they had so much skin in the game and you know they
much skin in the game and you know they
much skin in the game and you know they worked harder and and we build a great
worked harder and and we build a great
worked harder and and we build a great business and they got rewarded over long
business and they got rewarded over long
business and they got rewarded over long term much more than they would if
term much more than they would if
term much more than they would if they’re just taking a salary so that’s a
they’re just taking a salary so that’s a
they’re just taking a salary so that’s a question I get asked a lot from my
question I get asked a lot from my
question I get asked a lot from my audience and I’m Cruz to hear your
audience and I’m Cruz to hear your
audience and I’m Cruz to hear your perspective giving up ownership in a
perspective giving up ownership in a
perspective giving up ownership in a start-up business who to give it to how
start-up business who to give it to how
start-up business who to give it to how much to give up because then you still
much to give up because then you still
much to give up because then you still need to raise capital as you grow and
need to raise capital as you grow and
need to raise capital as you grow and you can’t give the same percentage to
you can’t give the same percentage to
you can’t give the same percentage to everybody if you’re certain the business
everybody if you’re certain the business
everybody if you’re certain the business and you’ve identified some key employees
and you’ve identified some key employees
and you’ve identified some key employees that you want to keep long term do you
that you want to keep long term do you
that you want to keep long term do you have advice on how to go about
have advice on how to go about
have advice on how to go about determining how much to give them and
determining how much to give them and
determining how much to give them and how much you want to lose in the
how much you want to lose in the
how much you want to lose in the business yeah I would say ever Don this
business yeah I would say ever Don this
business yeah I would say ever Don this I think yeah this is this is an extreme
I think yeah this is this is an extreme
I think yeah this is this is an extreme philosophy but I would counsel you that
philosophy but I would counsel you that
philosophy but I would counsel you that everybody you hire should have equity in
everybody you hire should have equity in
everybody you hire should have equity in the business I think there’s no more
the business I think there’s no more
the business I think there’s no more powerful way to get commitment and to
powerful way to get commitment and to
powerful way to get commitment and to get alignment
get alignment
get alignment around the purpose and you know the
around the purpose and you know the
around the purpose and you know the dream that you have than people having
dream that you have than people having
dream that you have than people having real skin in the game so even if you
real skin in the game so even if you
real skin in the game so even if you have to sort of pay them hopefully you
have to sort of pay them hopefully you
have to sort of pay them hopefully you could pay them what 7080 percent of the
could pay them what 7080 percent of the
could pay them what 7080 percent of the market salary or even 50% and then give
market salary or even 50% and then give
market salary or even 50% and then give them the trade on equity then that’s a
them the trade on equity then that’s a
them the trade on equity then that’s a great thing to do and I’d say that pays
great thing to do and I’d say that pays
great thing to do and I’d say that pays for itself a hundred times I the other
for itself a hundred times I the other
for itself a hundred times I the other thing back to your message about
thing back to your message about
thing back to your message about partners if you’ve got a great product
partners if you’ve got a great product
partners if you’ve got a great product and you do our dependent potential on a
and you do our dependent potential on a
and you do our dependent potential on a distribution partner I don’t think
distribution partner I don’t think
distribution partner I don’t think there’s anything bad if you’re if you
there’s anything bad if you’re if you
there’s anything bad if you’re if you structure something with a partner so
structure something with a partner so
structure something with a partner so they actually make an investment that’s
they actually make an investment that’s
they actually make an investment that’s a pretty cool thing to do in return for
a pretty cool thing to do in return for
a pretty cool thing to do in return for a bit of equity but then have some
a bit of equity but then have some
a bit of equity but then have some really big milestones in terms of
really big milestones in terms of
really big milestones in terms of distribution you collect the more with
distribution you collect the more with
distribution you collect the more with partners you know the real thing is how
partners you know the real thing is how
partners you know the real thing is how are you gonna get them committed how you
are you gonna get them committed how you
are you gonna get them committed how you know if they’re carrying fifty thousand
know if they’re carrying fifty thousand
know if they’re carrying fifty thousand products why do they care about your
products why do they care about your
products why do they care about your product so anything that you can do back
product so anything that you can do back
product so anything that you can do back to Evans what can you do to
to Evans what can you do to
to Evans what can you do to differentiate yourself when they’re
differentiate yourself when they’re
differentiate yourself when they’re looking at catalog on a screen of a
looking at catalog on a screen of a
looking at catalog on a screen of a thousand products if yours popped out
thousand products if yours popped out
thousand products if yours popped out and they’ve got an investment in it
and they’ve got an investment in it
and they’ve got an investment in it that’s not a crazy thing to do and so on
that’s not a crazy thing to do and so on
that’s not a crazy thing to do and so on it comes back to sort of the design of
it comes back to sort of the design of
it comes back to sort of the design of your business what what’s your big idea
your business what what’s your big idea
your business what what’s your big idea how are you gonna be successful and who
how are you gonna be successful and who
how are you gonna be successful and who are the people that you need and where
are the people that you need and where
are the people that you need and where the audience is to really deliver that
the audience is to really deliver that
the audience is to really deliver that dream that you have and then I would use
dream that you have and then I would use
dream that you have and then I would use equity as a good way I’d suggest as you
equity as a good way I’d suggest as you
equity as a good way I’d suggest as you grow and scale your business typically
grow and scale your business typically
grow and scale your business typically you’re going to dilute your company and
you’re going to dilute your company and
you’re going to dilute your company and you just have to accept that
you just have to accept that
you just have to accept that ah but again to have it’s always the old
ah but again to have it’s always the old
ah but again to have it’s always the old adage of Nohr percent of a billion
adage of Nohr percent of a billion
adage of Nohr percent of a billion dollars is not as good as ten percent of
dollars is not as good as ten percent of
dollars is not as good as ten percent of a hundred million so you know I think
a hundred million so you know I think
a hundred million so you know I think you just have to be in some ways
you just have to be in some ways
you just have to be in some ways generous as you share the opportunity
generous as you share the opportunity
generous as you share the opportunity for world creation in your business and
for world creation in your business and
for world creation in your business and you connect people you do dream but I’d
you connect people you do dream but I’d
you connect people you do dream but I’d certainly look at key stakeholder groups
certainly look at key stakeholder groups
certainly look at key stakeholder groups and then obviously if you’re raising
and then obviously if you’re raising
and then obviously if you’re raising money Evan I’d always go to things like
money Evan I’d always go to things like
money Evan I’d always go to things like friends and family I’ll get Network it
friends and family I’ll get Network it
friends and family I’ll get Network it I’ll definitely if you’ve identified a
I’ll definitely if you’ve identified a
I’ll definitely if you’ve identified a rock star potential sort of board member
rock star potential sort of board member
rock star potential sort of board member who really knows the industry that would
who really knows the industry that would
who really knows the industry that would be a great person to be invest in your
be a great person to be invest in your
be a great person to be invest in your business
business
business well so if those sort of people he
well so if those sort of people he
well so if those sort of people he people are really gonna have skin in the
people are really gonna have skin in the
people are really gonna have skin in the game who can bring something to move the
game who can bring something to move the
game who can bring something to move the dial for your business and normally
dial for your business and normally
dial for your business and normally that’s great experience or contacts or
that’s great experience or contacts or
that’s great experience or contacts or networks or access to markets and
networks or access to markets and
networks or access to markets and distribution very cool or Kendall’s
distribution very cool or Kendall’s
distribution very cool or Kendall’s writing back to say thank you sir that
writing back to say thank you sir that
writing back to say thank you sir that is awesome advice and then a big happy
is awesome advice and then a big happy
is awesome advice and then a big happy face so hey thanks dander this is like
face so hey thanks dander this is like
face so hey thanks dander this is like in the answer
in the answer
in the answer Jason’s asking are all of Sage’s
Jason’s asking are all of Sage’s
Jason’s asking are all of Sage’s products digital would you they sell
products digital would you they sell
products digital would you they sell tangible physical products as well yeah
tangible physical products as well yeah
tangible physical products as well yeah nearly all well all our products
nearly all well all our products
nearly all well all our products technologies to work on things like
technologies to work on things like
technologies to work on things like smart phones so they are and we have
smart phones so they are and we have
smart phones so they are and we have this concept I learned a big plug for
this concept I learned a big plug for
this concept I learned a big plug for Sage but we have this concept in a
Sage but we have this concept in a
Sage but we have this concept in a business it’s about always managing your
business it’s about always managing your
business it’s about always managing your income your assets and expenditure so
income your assets and expenditure so
income your assets and expenditure so we’ve created a golden triangle which is
we’ve created a golden triangle which is
we’ve created a golden triangle which is kind of underpinned by an awesome
kind of underpinned by an awesome
kind of underpinned by an awesome accounting engine real-time accounting
accounting engine real-time accounting
accounting engine real-time accounting and then obviously if you’ve got
and then obviously if you’ve got
and then obviously if you’ve got employees you need to pay them and
employees you need to pay them and
employees you need to pay them and there’s payroll and then the other thing
there’s payroll and then the other thing
there’s payroll and then the other thing obviously you’ve got customers you’ve
obviously you’ve got customers you’ve
obviously you’ve got customers you’ve got to have payments so collecting the
got to have payments so collecting the
got to have payments so collecting the cash sort of the movement of money and
cash sort of the movement of money and
cash sort of the movement of money and what we provide is the digital heartbeat
what we provide is the digital heartbeat
what we provide is the digital heartbeat for most of our customers are moving to
for most of our customers are moving to
for most of our customers are moving to mobile mobile first some of them are
mobile mobile first some of them are
mobile mobile first some of them are still kind of using kind of laptop and
still kind of using kind of laptop and
still kind of using kind of laptop and desktop technology but more and more
desktop technology but more and more
desktop technology but more and more kind of we’re seeing a lot of our
kind of we’re seeing a lot of our
kind of we’re seeing a lot of our customers sort of running their business
customers sort of running their business
customers sort of running their business and being controlling the business from
and being controlling the business from
and being controlling the business from the palm of their hand and their digital
the palm of their hand and their digital
the palm of their hand and their digital part harpy is both fair sort of personal
part harpy is both fair sort of personal
part harpy is both fair sort of personal life management which is their
life management which is their
life management which is their smartphone and also their safe system so
smartphone and also their safe system so
smartphone and also their safe system so that’s kind of what we do and then
that’s kind of what we do and then
that’s kind of what we do and then obviously you know actually in Canada
obviously you know actually in Canada
obviously you know actually in Canada with probably the market leader over in
with probably the market leader over in
with probably the market leader over in Europe France Spain Africa UK with a
Europe France Spain Africa UK with a
Europe France Spain Africa UK with a market leader and we partner with a lot
market leader and we partner with a lot
market leader and we partner with a lot of people though ever naturally as well
of people though ever naturally as well
of people though ever naturally as well so we partner with some of the companies
so we partner with some of the companies
so we partner with some of the companies you’ve probably heard about Google’s
you’ve probably heard about Google’s
you’ve probably heard about Google’s Apple Salesforce all these sort of
Apple Salesforce all these sort of
Apple Salesforce all these sort of companies and we do loads of great stuff
companies and we do loads of great stuff
companies and we do loads of great stuff for those companies where we build our
for those companies where we build our
for those companies where we build our technology on their platforms or on
technology on their platforms or on
technology on their platforms or on their devices and you know actually what
their devices and you know actually what
their devices and you know actually what we want to do is embrace the business
we want to do is embrace the business
we want to do is embrace the business builders and just give them awesome
builders and just give them awesome
builders and just give them awesome technology and if we can partner and go
technology and if we can partner and go
technology and if we can partner and go faster and quicker
faster and quicker
faster and quicker deliver better solution for our
deliver better solution for our
deliver better solution for our customers that the business builders
customers that the business builders
customers that the business builders then that’s absolutely what we’ll do
then that’s absolutely what we’ll do
then that’s absolutely what we’ll do rather than building ourselves I love it
rather than building ourselves I love it
rather than building ourselves I love it I want to I want to expand on that point
I want to I want to expand on that point
I want to I want to expand on that point just a little bit the idea of partnering
just a little bit the idea of partnering
just a little bit the idea of partnering with other companies to scale up to go
with other companies to scale up to go
with other companies to scale up to go from startup to scale-up and I know I
from startup to scale-up and I know I
from startup to scale-up and I know I know you’re gonna be really humble about
know you’re gonna be really humble about
know you’re gonna be really humble about it but I know you had a big role to play
it but I know you had a big role to play
it but I know you had a big role to play and bring you some of those big
and bring you some of those big
and bring you some of those big companies on board and it’s been a key
companies on board and it’s been a key
companies on board and it’s been a key part of the goal your goals at Sage
part of the goal your goals at Sage
part of the goal your goals at Sage what’s your approach if you don’t want
what’s your approach if you don’t want
what’s your approach if you don’t want to give advice to entrepreneurs who are
to give advice to entrepreneurs who are
to give advice to entrepreneurs who are looking to form partnerships it’s a
looking to form partnerships it’s a
looking to form partnerships it’s a scale up so we’ve talked about building
scale up so we’ve talked about building
scale up so we’ve talked about building a team we talked about raising capital
a team we talked about raising capital
a team we talked about raising capital now it’s okay who else can we partner
now it’s okay who else can we partner
now it’s okay who else can we partner with to help this business grow what
with to help this business grow what
with to help this business grow what kind of advice would you have on your
kind of advice would you have on your
kind of advice would you have on your approach of reaching out to potential
approach of reaching out to potential
approach of reaching out to potential partners making it attractive making a
partners making it attractive making a
partners making it attractive making a deal to make sense for everybody what
deal to make sense for everybody what
deal to make sense for everybody what advice would you have yeah I think um I
advice would you have yeah I think um I
advice would you have yeah I think um I think particularly product businesses
think particularly product businesses
think particularly product businesses but also services business again its
but also services business again its
but also services business again its kind of know where your audience is so
kind of know where your audience is so
kind of know where your audience is so who are the partners that are really
who are the partners that are really
who are the partners that are really gonna allow you to accelerate your
gonna allow you to accelerate your
gonna allow you to accelerate your business and scale up quicker that’s the
business and scale up quicker that’s the
business and scale up quicker that’s the first question
first question
first question secondly is how do you construct
secondly is how do you construct
secondly is how do you construct something where it’s a real win-win so
something where it’s a real win-win so
something where it’s a real win-win so you both win out of it and thirdly I
you both win out of it and thirdly I
you both win out of it and thirdly I think from both parties point of view my
think from both parties point of view my
think from both parties point of view my experience of partnerships where they’ve
experience of partnerships where they’ve
experience of partnerships where they’ve been really successful is their their
been really successful is their their
been really successful is their their partnerships were you personally invest
partnerships were you personally invest
partnerships were you personally invest time with their senior executives as
time with their senior executives as
time with their senior executives as well and you form a common understanding
well and you form a common understanding
well and you form a common understanding a bond around the mission that you’re on
a bond around the mission that you’re on
a bond around the mission that you’re on together so you know and particularly
together so you know and particularly
together so you know and particularly around us if you go and talk to the guys
around us if you go and talk to the guys
around us if you go and talk to the guys sales force or Google they’ve got a
sales force or Google they’ve got a
sales force or Google they’ve got a massive ambition to support business
massive ambition to support business
massive ambition to support business builders as well so the alignment of
builders as well so the alignment of
builders as well so the alignment of vision is very compelling and when I
vision is very compelling and when I
vision is very compelling and when I talk to their senior executives you know
talk to their senior executives you know
talk to their senior executives you know they’re almost just listening to myself
they’re almost just listening to myself
they’re almost just listening to myself back in the mirror so and then it’s
back in the mirror so and then it’s
back in the mirror so and then it’s about what do we do really well what do
about what do we do really well what do
about what do we do really well what do they do well and if there is only any
they do well and if there is only any
they do well and if there is only any overlap you’ve got to think about being
overlap you’ve got to think about being
overlap you’ve got to think about being pragmatic about associated with that and
pragmatic about associated with that and
pragmatic about associated with that and then back to the final point of the
then back to the final point of the
then back to the final point of the question how do you construct a
question how do you construct a
question how do you construct a relationship where you’ve got a real
relationship where you’ve got a real
relationship where you’ve got a real win-win and skin in the game so I think
win-win and skin in the game so I think
win-win and skin in the game so I think if you’ve got chronic business you
if you’ve got chronic business you
if you’ve got chronic business you probably don’t want to give up a ton of
probably don’t want to give up a ton of
probably don’t want to give up a ton of jinan that product business and
jinan that product business and
jinan that product business and therefore if you can trade a little bit
therefore if you can trade a little bit
therefore if you can trade a little bit of equity where they have a big
of equity where they have a big
of equity where they have a big incentive to be successful in your
incentive to be successful in your
incentive to be successful in your business and see you grow and create
business and see you grow and create
business and see you grow and create value through the expansionary business
value through the expansionary business
value through the expansionary business the other thing evan is just asked the
the other thing evan is just asked the
the other thing evan is just asked the really obvious questions like if they’ve
really obvious questions like if they’ve
really obvious questions like if they’ve got a sales force and their sales force
got a sales force and their sales force
got a sales force and their sales force is going to carry a product you know the
is going to carry a product you know the
is going to carry a product you know the obvious question is well how did the
obvious question is well how did the
obvious question is well how did the sales force get incentivized and
sales force get incentivized and
sales force get incentivized and compensated around our product because i
compensated around our product because i
compensated around our product because i promise you if they’re not compensating
promise you if they’re not compensating
promise you if they’re not compensating around your product you got no chance of
around your product you got no chance of
around your product you got no chance of being successful so it’s just the kind
being successful so it’s just the kind
being successful so it’s just the kind of real common-sense things and i think
of real common-sense things and i think
of real common-sense things and i think all of us would say you know it’s very
all of us would say you know it’s very
all of us would say you know it’s very it’s very alluring and very excited and
it’s very alluring and very excited and
it’s very alluring and very excited and I’ve been there myself and I’m sure
I’ve been there myself and I’m sure
I’ve been there myself and I’m sure every entrepreneur on this broadcast has
every entrepreneur on this broadcast has
every entrepreneur on this broadcast has been there where you kind of sign a
been there where you kind of sign a
been there where you kind of sign a partnership and you think wow you know
partnership and you think wow you know
partnership and you think wow you know you open the champagne and the party
you open the champagne and the party
you open the champagne and the party star and you’ve already just started
star and you’ve already just started
star and you’ve already just started you’ve sold Zippo there’s zero sales
you’ve sold Zippo there’s zero sales
you’ve sold Zippo there’s zero sales from that partnership and yet you think
from that partnership and yet you think
from that partnership and yet you think the partnership is the mountain you’ve
the partnership is the mountain you’ve
the partnership is the mountain you’ve climbed you put the flag on top of it no
climbed you put the flag on top of it no
climbed you put the flag on top of it no no that’s just the start you’re in the
no that’s just the start you’re in the
no that’s just the start you’re in the foothills so that’s when the hard work
foothills so that’s when the hard work
foothills so that’s when the hard work starts it’s really easy to sign
starts it’s really easy to sign
starts it’s really easy to sign partnerships and sign contracts I reckon
partnerships and sign contracts I reckon
partnerships and sign contracts I reckon our probably 90 percent of partnerships
our probably 90 percent of partnerships
our probably 90 percent of partnerships don’t work out because people declare a
don’t work out because people declare a
don’t work out because people declare a victory way too early and you got to
victory way too early and you got to
victory way too early and you got to hunker down you’ve got to go the extra
hunker down you’ve got to go the extra
hunker down you’ve got to go the extra mile and with that partner the other
mile and with that partner the other
mile and with that partner the other thing I’d obviously do is make sure the
thing I’d obviously do is make sure the
thing I’d obviously do is make sure the partner builds a business plan has real
partner builds a business plan has real
partner builds a business plan has real skin in the game has real volumes
skin in the game has real volumes
skin in the game has real volumes committed pays their salespeople based
committed pays their salespeople based
committed pays their salespeople based on your product success in sense their
on your product success in sense their
on your product success in sense their salespeople gets you in to pitch it to
salespeople gets you in to pitch it to
salespeople gets you in to pitch it to their salespeople take the salespeople
their salespeople take the salespeople
their salespeople take the salespeople out for their monthly parties or
out for their monthly parties or
out for their monthly parties or whatever or their holiday parties at
whatever or their holiday parties at
whatever or their holiday parties at Thanksgiving all those sort of things
Thanksgiving all those sort of things
Thanksgiving all those sort of things that the more you connect and get
that the more you connect and get
that the more you connect and get alignment around your business and
alignment around your business and
alignment around your business and vision on the partnership the more
vision on the partnership the more
vision on the partnership the more successful the partnership will be I
successful the partnership will be I
successful the partnership will be I don’t know if you can answer this
don’t know if you can answer this
don’t know if you can answer this question but I’m curious what kinds of
question but I’m curious what kinds of
question but I’m curious what kinds of partnerships you see yourself getting
partnerships you see yourself getting
partnerships you see yourself getting into in the future maybe not specific
into in the future maybe not specific
into in the future maybe not specific companies but the kinds of industries
companies but the kinds of industries
companies but the kinds of industries you see yourself partnering with like if
you see yourself partnering with like if
you see yourself partnering with like if we’re gonna see sage you know in a Tesla
we’re gonna see sage you know in a Tesla
we’re gonna see sage you know in a Tesla I do my sage in the in a car or
I do my sage in the in a car or
I do my sage in the in a car or something else like where do you see the
something else like where do you see the
something else like where do you see the industry going that you need to partner
industry going that you need to partner
industry going that you need to partner with these kinds of companies maybe not
with these kinds of companies maybe not
with these kinds of companies maybe not specific companies but like the English
specific companies but like the English
specific companies but like the English that you want to get into is there
that you want to get into is there
that you want to get into is there something that comes to mind yeah I
something that comes to mind yeah I
something that comes to mind yeah I think and this is pretty cool you know
think and this is pretty cool you know
think and this is pretty cool you know we’re at a time where the industry is so
we’re at a time where the industry is so
we’re at a time where the industry is so disruptive technology is changing faster
disruptive technology is changing faster
disruptive technology is changing faster than I ever remember and I’ve been in
than I ever remember and I’ve been in
than I ever remember and I’ve been in the industry 35 years and it is so
the industry 35 years and it is so
the industry 35 years and it is so exciting so we do see in the future
exciting so we do see in the future
exciting so we do see in the future actually even different sorts
actually even different sorts
actually even different sorts partnerships things were getting really
partnerships things were getting really
partnerships things were getting really excited and tell me if I’m talking kind
excited and tell me if I’m talking kind
excited and tell me if I’m talking kind of gobbledygook you know I hate using
of gobbledygook you know I hate using
of gobbledygook you know I hate using the three-letter acronyms and stuff like
the three-letter acronyms and stuff like
the three-letter acronyms and stuff like that but there’s this whole movement
that but there’s this whole movement
that but there’s this whole movement around one area of artificial
around one area of artificial
around one area of artificial intelligence where a lot of things that
intelligence where a lot of things that
intelligence where a lot of things that have been done in the past manually will
have been done in the past manually will
have been done in the past manually will be automated and we already see in it
be automated and we already see in it
be automated and we already see in it you know around robotics around kind of
you know around robotics around kind of
you know around robotics around kind of machine learning and we’re building
machine learning and we’re building
machine learning and we’re building stuff and partnering with other
stuff and partnering with other
stuff and partnering with other companies to build stuff there’s kind of
companies to build stuff there’s kind of
companies to build stuff there’s kind of learning software and actually can
learning software and actually can
learning software and actually can replace a lot of the the stuff that are
replace a lot of the the stuff that are
replace a lot of the the stuff that are done manually the moment especially in
done manually the moment especially in
done manually the moment especially in the air accounting you just imagine it
the air accounting you just imagine it
the air accounting you just imagine it many entrepreneurs still give their
many entrepreneurs still give their
many entrepreneurs still give their accountant that the tax year a shoebox
accountant that the tax year a shoebox
accountant that the tax year a shoebox of receipts and invoices and stuff and
of receipts and invoices and stuff and
of receipts and invoices and stuff and it’s just crazy it’s inefficient you
it’s just crazy it’s inefficient you
it’s just crazy it’s inefficient you know and then there’s loads of manual
know and then there’s loads of manual
know and then there’s loads of manual hand offs rekey and data it’s just it’s
hand offs rekey and data it’s just it’s
hand offs rekey and data it’s just it’s just mad and I’m sure everyone foreigner
just mad and I’m sure everyone foreigner
just mad and I’m sure everyone foreigner here who’s probably on on this course
here who’s probably on on this course
here who’s probably on on this course they’re over 35 will remember loads of
they’re over 35 will remember loads of
they’re over 35 will remember loads of mistakes that made on accounts and stuff
mistakes that made on accounts and stuff
mistakes that made on accounts and stuff like that just wasted time all that we
like that just wasted time all that we
like that just wasted time all that we believe will be frictionless it will all
believe will be frictionless it will all
believe will be frictionless it will all be automated it all be real-time and it
be automated it all be real-time and it
be automated it all be real-time and it will get smarter and smarter in terms of
will get smarter and smarter in terms of
will get smarter and smarter in terms of sort of clever stuff they give you
sort of clever stuff they give you
sort of clever stuff they give you predictive analytics about sales future
predictive analytics about sales future
predictive analytics about sales future product requirements and the other area
product requirements and the other area
product requirements and the other area that we think is pretty cool is things
that we think is pretty cool is things
that we think is pretty cool is things like we call it data science but
like we call it data science but
like we call it data science but obviously we’re very lucky we got over
obviously we’re very lucky we got over
obviously we’re very lucky we got over three million customers but wouldn’t it
three million customers but wouldn’t it
three million customers but wouldn’t it be nice to tell think about an
be nice to tell think about an
be nice to tell think about an electricians business in Toronto you
electricians business in Toronto you
electricians business in Toronto you know do you know every other
know do you know every other
know do you know every other electricians business in Toronto gets
electricians business in Toronto gets
electricians business in Toronto gets paid in 15 days and you get paid in 45
paid in 15 days and you get paid in 45
paid in 15 days and you get paid in 45 days you know what what could you do to
days you know what what could you do to
days you know what what could you do to get more rapid payment improve your cash
get more rapid payment improve your cash
get more rapid payment improve your cash flow all those sort of things around
flow all those sort of things around
flow all those sort of things around sort of the healthier business I think
sort of the healthier business I think
sort of the healthier business I think companies like us and companies in
companies like us and companies in
companies like us and companies in partnership with us can really help
partnership with us can really help
partnership with us can really help provide a much better insight and
provide a much better insight and
provide a much better insight and service to business builders and also we
service to business builders and also we
service to business builders and also we work in lots with accountants because I
work in lots with accountants because I
work in lots with accountants because I think you see an accountants going
think you see an accountants going
think you see an accountants going through a massive transition where they
through a massive transition where they
through a massive transition where they used to be kind of old-fashioned
used to be kind of old-fashioned
used to be kind of old-fashioned bookkeepers keying our data in and now
bookkeepers keying our data in and now
bookkeepers keying our data in and now they’re becoming sort of virtual finance
they’re becoming sort of virtual finance
they’re becoming sort of virtual finance directors to hundreds of entrepreneurs
directors to hundreds of entrepreneurs
directors to hundreds of entrepreneurs you know typically an accountant has 300
you know typically an accountant has 300
you know typically an accountant has 300 clients and they can give really good
clients and they can give really good
clients and they can give really good insight into some of the questions we’re
insight into some of the questions we’re
insight into some of the questions we’re answering here like where would I go for
answering here like where would I go for
answering here like where would I go for cash what was my cash flow requirements
cash what was my cash flow requirements
cash what was my cash flow requirements based on this projection of sales over
based on this projection of sales over
based on this projection of sales over the next year where would I best go for
the next year where would I best go for
the next year where would I best go for even things like export markets where
even things like export markets where
even things like export markets where should I
should I
should I where should I scale up my business all
where should I scale up my business all
where should I scale up my business all these questions you know you’re dealing
these questions you know you’re dealing
these questions you know you’re dealing probably with somebody’s an accountant
probably with somebody’s an accountant
probably with somebody’s an accountant who’s got tremendous obviously financial
who’s got tremendous obviously financial
who’s got tremendous obviously financial acumen but they’ve also got probably a
acumen but they’ve also got probably a
acumen but they’ve also got probably a lot of business experience that they can
lot of business experience that they can
lot of business experience that they can share with you and help you grow your
share with you and help you grow your
share with you and help you grow your business faster interesting I’m curious
business faster interesting I’m curious
business faster interesting I’m curious if and this I think is a great lesson
if and this I think is a great lesson
if and this I think is a great lesson for entrepreneurs if you see an
for entrepreneurs if you see an
for entrepreneurs if you see an opportunity so like you know you love AI
opportunity so like you know you love AI
opportunity so like you know you love AI this big big opportunities in AI Sage is
this big big opportunities in AI Sage is
this big big opportunities in AI Sage is a technology company how do you make the
a technology company how do you make the
a technology company how do you make the decision to partner or develop and so
decision to partner or develop and so
decision to partner or develop and so where are the entrepreneurs who are like
where are the entrepreneurs who are like
where are the entrepreneurs who are like see this future path for them how do
see this future path for them how do
see this future path for them how do they know like they should go down that
they know like they should go down that
they know like they should go down that path or just partner with somebody else
path or just partner with somebody else
path or just partner with somebody else to help them I think um this is quite a
to help them I think um this is quite a
to help them I think um this is quite a really key issue a really great one to
really key issue a really great one to
really key issue a really great one to answer I think Evan there’s probably a
answer I think Evan there’s probably a
answer I think Evan there’s probably a lens of a number of criteria you want to
lens of a number of criteria you want to
lens of a number of criteria you want to apply number one could you get there
apply number one could you get there
apply number one could you get there quicker by partnering and develop it
quicker by partnering and develop it
quicker by partnering and develop it yourself
yourself
yourself number two you know what are the other
number two you know what are the other
number two you know what are the other resources in your business plan and
resources in your business plan and
resources in your business plan and priorities that you’ve got to deliver
priorities that you’ve got to deliver
priorities that you’ve got to deliver and if you do the partnering option does
and if you do the partnering option does
and if you do the partnering option does it allow you to get there quicker
it allow you to get there quicker
it allow you to get there quicker without distracting you or changing all
without distracting you or changing all
without distracting you or changing all your priorities around and sort of
your priorities around and sort of
your priorities around and sort of robbing Peter to pay Paul and then the
robbing Peter to pay Paul and then the
robbing Peter to pay Paul and then the other thing is you know what are you
other thing is you know what are you
other thing is you know what are you giving up what’s the downside relative
giving up what’s the downside relative
giving up what’s the downside relative to what the upside
to what the upside
to what the upside and if the partnership paid off how much
and if the partnership paid off how much
and if the partnership paid off how much quicker could you scale and grow and
quicker could you scale and grow and
quicker could you scale and grow and then the final thing is quite a subtle
then the final thing is quite a subtle
then the final thing is quite a subtle thing but I think my experience of many
thing but I think my experience of many
thing but I think my experience of many businesses probably listening today
businesses probably listening today
businesses probably listening today would be ultimately you’ve always got to
would be ultimately you’ve always got to
would be ultimately you’ve always got to put your shoes in your customer so you
put your shoes in your customer so you
put your shoes in your customer so you always want to maintain a relationship
always want to maintain a relationship
always want to maintain a relationship with your customer so I would really be
with your customer so I would really be
with your customer so I would really be careful about a partnership where you
careful about a partnership where you
careful about a partnership where you have to advocate complete responsibility
have to advocate complete responsibility
have to advocate complete responsibility for your customer in the marketplace and
for your customer in the marketplace and
for your customer in the marketplace and be dependent on another another company
be dependent on another another company
be dependent on another another company for that and what I found I’ll be honest
for that and what I found I’ll be honest
for that and what I found I’ll be honest in relationships particularly retail
in relationships particularly retail
in relationships particularly retail area where companies great little small
area where companies great little small
area where companies great little small businesses are selling for a big retail
businesses are selling for a big retail
businesses are selling for a big retail chain there’s a very uncomfortable power
chain there’s a very uncomfortable power
chain there’s a very uncomfortable power shift where the retailer has really
shift where the retailer has really
shift where the retailer has really terrible the keys to the castle and can
terrible the keys to the castle and can
terrible the keys to the castle and can apply and really uncomfortable leverage
apply and really uncomfortable leverage
apply and really uncomfortable leverage and basically kind of screw the small
and basically kind of screw the small
and basically kind of screw the small business and I think personally I think
business and I think personally I think
business and I think personally I think that’s not ethical but also I think you
that’s not ethical but also I think you
that’s not ethical but also I think you should always keep if you do do that
should always keep if you do do that
should always keep if you do do that sort of partnership well and good on you
sort of partnership well and good on you
sort of partnership well and good on you be careful to make sure it pays off but
be careful to make sure it pays off but
be careful to make sure it pays off but also keep some sort of web presence so
also keep some sort of web presence so
also keep some sort of web presence so you’re keeping directly you’re keeping a
you’re keeping directly you’re keeping a
you’re keeping directly you’re keeping a retail channel to the consumers so if
retail channel to the consumers so if
retail channel to the consumers so if the partnership failed to materialise or
the partnership failed to materialise or
the partnership failed to materialise or work out you’ve also always got a
work out you’ve also always got a
work out you’ve also always got a contingency and you haven’t kind of
contingency and you haven’t kind of
contingency and you haven’t kind of abdicated sort of responsibility for
abdicated sort of responsibility for
abdicated sort of responsibility for your customers in the marketplace I love
your customers in the marketplace I love
your customers in the marketplace I love that cool thank you
that cool thank you
that cool thank you next Susan Susan with two ends
next Susan Susan with two ends
next Susan Susan with two ends interesting spelling of Susan is asking
interesting spelling of Susan is asking
interesting spelling of Susan is asking what books or videos inspire you the
what books or videos inspire you the
what books or videos inspire you the ones are you know I’ve done all the sort
ones are you know I’ve done all the sort
ones are you know I’ve done all the sort of good to greats Jim Collins every bit
of good to greats Jim Collins every bit
of good to greats Jim Collins every bit old now I read yeah look at that behind
old now I read yeah look at that behind
old now I read yeah look at that behind ya believe hashtag believe Evan
ya believe hashtag believe Evan
ya believe hashtag believe Evan Carmichael inspiration read this guy’s
Carmichael inspiration read this guy’s
Carmichael inspiration read this guy’s book other guys I love to have books and
book other guys I love to have books and
book other guys I love to have books and we had him on the stage at Sage Summit
we had him on the stage at Sage Summit
we had him on the stage at Sage Summit Richard Branson and I like people who
Richard Branson and I like people who
Richard Branson and I like people who just tell a human story I love
just tell a human story I love
just tell a human story I love storytellers so and I think business is
storytellers so and I think business is
storytellers so and I think business is about storytelling I love to hear when
about storytelling I love to hear when
about storytelling I love to hear when people tell me about their dreams
people tell me about their dreams
people tell me about their dreams love when they talk about their lives
love when they talk about their lives
love when they talk about their lives and their personalities and so things
and their personalities and so things
and their personalities and so things like Branson’s book um it’s a good read
like Branson’s book um it’s a good read
like Branson’s book um it’s a good read and and I think you know them actually
and and I think you know them actually
and and I think you know them actually with all that sort of stuff any book you
with all that sort of stuff any book you
with all that sort of stuff any book you read there’s probably two or three kept
read there’s probably two or three kept
read there’s probably two or three kept great nuggets that apply to your
great nuggets that apply to your
great nuggets that apply to your business but again I think you’ve got a
business but again I think you’ve got a
business but again I think you’ve got a you got a player in Faro so you don’t
you got a player in Faro so you don’t
you got a player in Faro so you don’t want to be a slave to any book again
want to be a slave to any book again
want to be a slave to any book again you’ve got your own dream and no one’s
you’ve got your own dream and no one’s
you’ve got your own dream and no one’s got your dreams so you should be proud
got your dreams so you should be proud
got your dreams so you should be proud of that but if you can use the source of
of that but if you can use the source of
of that but if you can use the source of all the great business books that are
all the great business books that are
all the great business books that are out there then that’s absolutely the
out there then that’s absolutely the
out there then that’s absolutely the perfect accelerator to get your idea to
perfect accelerator to get your idea to
perfect accelerator to get your idea to market and grow your business and for
market and grow your business and for
market and grow your business and for your dreams I love it
your dreams I love it
your dreams I love it gooo rob is asking this is an
gooo rob is asking this is an
gooo rob is asking this is an interesting one how do you market
interesting one how do you market
interesting one how do you market products to customers who hate the
products to customers who hate the
products to customers who hate the products what’s your strategy
products what’s your strategy
products what’s your strategy um I think you probably need in that
um I think you probably need in that
um I think you probably need in that girl I think if they really hate the
girl I think if they really hate the
girl I think if they really hate the products you’ve got to find out why you
products you’ve got to find out why you
products you’ve got to find out why you got to put your number one obviously
got to put your number one obviously
got to put your number one obviously I’ve said go where the audience is put
I’ve said go where the audience is put
I’ve said go where the audience is put yourselves in their shoes and then
yourselves in their shoes and then
yourselves in their shoes and then there’s some great ways again through
there’s some great ways again through
there’s some great ways again through social media to find out exactly why
social media to find out exactly why
social media to find out exactly why they don’t like the product and then
they don’t like the product and then
they don’t like the product and then back to iteration test-driving and the
back to iteration test-driving and the
back to iteration test-driving and the product development re-engineer the
product development re-engineer the
product development re-engineer the front to make sure they do like it and
front to make sure they do like it and
front to make sure they do like it and you know I think these days the product
you know I think these days the product
you know I think these days the product is so much more than just a product it’s
is so much more than just a product it’s
is so much more than just a product it’s the brand it’s the customer service it’s
the brand it’s the customer service it’s
the brand it’s the customer service it’s the partnership network it’s so many
the partnership network it’s so many
the partnership network it’s so many different things that are part of a cry
different things that are part of a cry
different things that are part of a cry at these days that I think it’s really
at these days that I think it’s really
at these days that I think it’s really important that you kind of get a
important that you kind of get a
important that you kind of get a understanding of all the elements of the
understanding of all the elements of the
understanding of all the elements of the sort of prime mix to make sure that
sort of prime mix to make sure that
sort of prime mix to make sure that you’re landing better and and again I
you’re landing better and and again I
you’re landing better and and again I would know don’t beat yourselves up you
would know don’t beat yourselves up you
would know don’t beat yourselves up you know good I I beat myself up probably
know good I I beat myself up probably
know good I I beat myself up probably too much and and with any company I you
too much and and with any company I you
too much and and with any company I you never should be satisfied you always
never should be satisfied you always
never should be satisfied you always want to do more but you should save at
want to do more but you should save at
want to do more but you should save at the moment of what you got and even if
the moment of what you got and even if
the moment of what you got and even if you’ve got a product out there with
you’ve got a product out there with
you’ve got a product out there with customers the reality is you’ve probably
customers the reality is you’ve probably
customers the reality is you’ve probably done pretty well to get it to that stage
done pretty well to get it to that stage
done pretty well to get it to that stage but then the next stage is get new
but then the next stage is get new
but then the next stage is get new customers to become raving fans so I
customers to become raving fans so I
customers to become raving fans so I think they are I don’t you know reality
think they are I don’t you know reality
think they are I don’t you know reality or
or
or customers they just human beings they
customers they just human beings they
customers they just human beings they want to love your product and love your
want to love your product and love your
want to love your product and love your company and if you start believing that
company and if you start believing that
company and if you start believing that then you’re on a mission to let them be
then you’re on a mission to let them be
then you’re on a mission to let them be incredibly happy and big kind of nit
incredibly happy and big kind of nit
incredibly happy and big kind of nit promoters and big advocates and big
promoters and big advocates and big
promoters and big advocates and big ambassadors and they’re part of the
ambassadors and they’re part of the
ambassadors and they’re part of the volunteer army do you pray
volunteer army do you pray
volunteer army do you pray yeah I mean I think if you have products
yeah I mean I think if you have products
yeah I mean I think if you have products that customers hate you need to stop
that customers hate you need to stop
that customers hate you need to stop marketing and start listening and retool
marketing and start listening and retool
marketing and start listening and retool the product yeah right that like you
the product yeah right that like you
the product yeah right that like you just stop spending money trying to get
just stop spending money trying to get
just stop spending money trying to get new customers in if your current
new customers in if your current
new customers in if your current customers are really unhappy just listen
customers are really unhappy just listen
customers are really unhappy just listen to your customers and make them happy
to your customers and make them happy
to your customers and make them happy make the product better hey actually
make the product better hey actually
make the product better hey actually heaven I’ll tell you a little story so
heaven I’ll tell you a little story so
heaven I’ll tell you a little story so um 1998 in my startup company and we
um 1998 in my startup company and we
um 1998 in my startup company and we built it we thought as an awesome
built it we thought as an awesome
built it we thought as an awesome product the engineers were great down in
product the engineers were great down in
product the engineers were great down in California and then we actually ship the
California and then we actually ship the
California and then we actually ship the product to a few customers out in the
product to a few customers out in the
product to a few customers out in the East Coast and one of the customers in
East Coast and one of the customers in
East Coast and one of the customers in Wilmington that Chuck they’re pretty big
Wilmington that Chuck they’re pretty big
Wilmington that Chuck they’re pretty big brand name I probably not appropriate to
brand name I probably not appropriate to
brand name I probably not appropriate to tell you who they are but they picked up
tell you who they are but they picked up
tell you who they are but they picked up the phone to me one day and said you
the phone to me one day and said you
the phone to me one day and said you know your product sucks and he was in
know your product sucks and he was in
know your product sucks and he was in the call center and and I said look I’ll
the call center and and I said look I’ll
the call center and and I said look I’ll fly there and you know I’ll fix whatever
fly there and you know I’ll fix whatever
fly there and you know I’ll fix whatever whatever it takes because it’s really
whatever it takes because it’s really
whatever it takes because it’s really important we get you home and make you
important we get you home and make you
important we get you home and make you really happy that we’ve done the right
really happy that we’ve done the right
really happy that we’ve done the right thing for your business and I met with
thing for your business and I met with
thing for your business and I met with him and um in his office in the big
him and um in his office in the big
him and um in his office in the big glass office there’s all these people at
glass office there’s all these people at
glass office there’s all these people at the contact center and when when the
the contact center and when when the
the contact center and when when the contact center went down in those days
contact center went down in those days
contact center went down in those days this is kind of pre-internet so this is
this is kind of pre-internet so this is
this is kind of pre-internet so this is when there was really old technology and
when there was really old technology and
when there was really old technology and we were pioneering but when our all
we were pioneering but when our all
we were pioneering but when our all these agents put their hand up it meant
these agents put their hand up it meant
these agents put their hand up it meant some part of the system had gone down
some part of the system had gone down
some part of the system had gone down and I was hitting his office glass doors
and I was hitting his office glass doors
and I was hitting his office glass doors and all these people putting their hands
and all these people putting their hands
and all these people putting their hands up and actually it wasn’t related to our
up and actually it wasn’t related to our
up and actually it wasn’t related to our product that their systems had gone down
product that their systems had gone down
product that their systems had gone down but he said that’s what I’m dealing with
but he said that’s what I’m dealing with
but he said that’s what I’m dealing with every day and he said and gothis later
every day and he said and gothis later
every day and he said and gothis later he gave me he said every one second we
he gave me he said every one second we
he gave me he said every one second we lose on call costs us $300,000 so what
lose on call costs us $300,000 so what
lose on call costs us $300,000 so what did I do
did I do
did I do I went back to California I’ve got all
I went back to California I’ve got all
I went back to California I’ve got all the engineers together I said guys we
the engineers together I said guys we
the engineers together I said guys we got a big problem we built something
got a big problem we built something
got a big problem we built something that we thought with high integrity was
that we thought with high integrity was
that we thought with high integrity was an awesome product but it’s kind of not
an awesome product but it’s kind of not
an awesome product but it’s kind of not it’s not it’s row test
it’s not it’s row test
it’s not it’s row test we tested the quality all that stuff but
we tested the quality all that stuff but
we tested the quality all that stuff but but it’s not doing the job we expected
but it’s not doing the job we expected
but it’s not doing the job we expected so what I said was who’s up for going
so what I said was who’s up for going
so what I said was who’s up for going out to the East Coast giving up their
out to the East Coast giving up their
out to the East Coast giving up their lives I’m making that product work and
lives I’m making that product work and
lives I’m making that product work and we had 20 engineers 20 engineers put
we had 20 engineers 20 engineers put
we had 20 engineers 20 engineers put their hand out their sensei said the
their hand out their sensei said the
their hand out their sensei said the dirt and literally I’m not kidding you
dirt and literally I’m not kidding you
dirt and literally I’m not kidding you we put them on a plane they went out
we put them on a plane they went out
we put them on a plane they went out there and they just camped with the
there and they just camped with the
there and they just camped with the customer in their IT department and they
customer in their IT department and they
customer in their IT department and they got that product working now reason why
got that product working now reason why
got that product working now reason why I’m telling you that is number one kind
I’m telling you that is number one kind
I’m telling you that is number one kind of a core belief I’ve always had from a
of a core belief I’ve always had from a
of a core belief I’ve always had from a baby really when I was watching my dad
baby really when I was watching my dad
baby really when I was watching my dad in the business you never let a customer
in the business you never let a customer
in the business you never let a customer down number two that customer became a
down number two that customer became a
down number two that customer became a raving advocate and fan and he said you
raving advocate and fan and he said you
raving advocate and fan and he said you know in the world of technology
know in the world of technology
know in the world of technology technology never works away suppliers
technology never works away suppliers
technology never works away suppliers say it well but the great companies make
say it well but the great companies make
say it well but the great companies make it work according to what we as the
it work according to what we as the
it work according to what we as the customer wants and then the third thing
customer wants and then the third thing
customer wants and then the third thing wow what a lightbulb moment for those
wow what a lightbulb moment for those
wow what a lightbulb moment for those engineers when they came back to
engineers when they came back to
engineers when they came back to California number one they were rock
California number one they were rock
California number one they were rock stars but they said that was the best
stars but they said that was the best
stars but they said that was the best thing we ever did we could never have
thing we ever did we could never have
thing we ever did we could never have imagined how a customer would have used
imagined how a customer would have used
imagined how a customer would have used our product we back here in California
our product we back here in California
our product we back here in California doing all these clever sort of business
doing all these clever sort of business
doing all these clever sort of business analysis data flow diagram building
analysis data flow diagram building
analysis data flow diagram building products but when you actually see how
products but when you actually see how
products but when you actually see how customers use your product you’ve got no
customers use your product you’ve got no
customers use your product you’ve got no appreciation of how they use your
appreciation of how they use your
appreciation of how they use your product until you actually go out there
product until you actually go out there
product until you actually go out there and you’re sitting in the trenches next
and you’re sitting in the trenches next
and you’re sitting in the trenches next to customers seeing it so that comes
to customers seeing it so that comes
to customers seeing it so that comes back to you know that was an extreme
back to you know that was an extreme
back to you know that was an extreme example but off the back of that heaven
example but off the back of that heaven
example but off the back of that heaven we built 100 million dollar company in
we built 100 million dollar company in
we built 100 million dollar company in four years sold that product to all the
four years sold that product to all the
four years sold that product to all the great institutions Canadian Tire you
great institutions Canadian Tire you
great institutions Canadian Tire you know CIBC MetLife Barclays bank all
know CIBC MetLife Barclays bank all
know CIBC MetLife Barclays bank all these great companies and the product
these great companies and the product
these great companies and the product won awards and those engineers they were
won awards and those engineers they were
won awards and those engineers they were the proudest people in the company and
the proudest people in the company and
the proudest people in the company and they they they put a fire out for a
they they they put a fire out for a
they they they put a fire out for a customer and they build a company very
customer and they build a company very
customer and they build a company very cool I love it I love this story story
cool I love it I love this story story
cool I love it I love this story story time with Stephen Kelly I love it it’s
time with Stephen Kelly I love it it’s
time with Stephen Kelly I love it it’s great
great
great we’re quickly winding down maybe time
we’re quickly winding down maybe time
we’re quickly winding down maybe time for one more question that we have Roman
for one more question that we have Roman
for one more question that we have Roman writing in I said I’m 20 years old I’m
writing in I said I’m 20 years old I’m
writing in I said I’m 20 years old I’m study communications
study communications
study communications I have a huge passion for the Arts it’s
I have a huge passion for the Arts it’s
I have a huge passion for the Arts it’s hard finding people that have big dreams
hard finding people that have big dreams
hard finding people that have big dreams big ambitions and because I believe I
big ambitions and because I believe I
big ambitions and because I believe I have them but what I don’t have the
have them but what I don’t have the
have them but what I don’t have the people in an environment that dare me to
people in an environment that dare me to
people in an environment that dare me to have such big ambitions everyone wants
have such big ambitions everyone wants
have such big ambitions everyone wants to settle down for the normal path of
to settle down for the normal path of
to settle down for the normal path of life how do I create a great environment
life how do I create a great environment
life how do I create a great environment for myself wow that’s a great question
for myself wow that’s a great question
for myself wow that’s a great question you sound like a great guy you sound
you sound like a great guy you sound
you sound like a great guy you sound like you should be on here every week
like you should be on here every week
like you should be on here every week now what I would say wherever your lemon
now what I would say wherever your lemon
now what I would say wherever your lemon there’s great people out there like you
there’s great people out there like you
there’s great people out there like you it sounds like you got a massive vision
it sounds like you got a massive vision
it sounds like you got a massive vision great ambition and you connect that with
great ambition and you connect that with
great ambition and you connect that with an awesome idea at a product you got a
an awesome idea at a product you got a
an awesome idea at a product you got a business and I guarantee you no I don’t
business and I guarantee you no I don’t
business and I guarantee you no I don’t think I’ve ever lived in the world and
think I’ve ever lived in the world and
think I’ve ever lived in the world and there’s been so much excitement and
there’s been so much excitement and
there’s been so much excitement and energy around people like you and it
energy around people like you and it
energy around people like you and it sounds like just from everyone reading
sounds like just from everyone reading
sounds like just from everyone reading your question you’re contagious in terms
your question you’re contagious in terms
your question you’re contagious in terms of your energy it’s infectious and I
of your energy it’s infectious and I
of your energy it’s infectious and I guarantee you’ll be able to hire if you
guarantee you’ll be able to hire if you
guarantee you’ll be able to hire if you believe and you talk right that you’ll
believe and you talk right that you’ll
believe and you talk right that you’ll be able to hire great people and you’ll
be able to hire great people and you’ll
be able to hire great people and you’ll be able to surround yourself with rock
be able to surround yourself with rock
be able to surround yourself with rock stars who can build a business so I’d
stars who can build a business so I’d
stars who can build a business so I’d say never give up I never let you know
say never give up I never let you know
say never give up I never let you know those guys ground you down and and
those guys ground you down and and
those guys ground you down and and believe in yourself
believe in yourself
believe in yourself comes back to ever always believe in
comes back to ever always believe in
comes back to ever always believe in yourself and I think you know the most
yourself and I think you know the most
yourself and I think you know the most most biggest thing we can always say is
most biggest thing we can always say is
most biggest thing we can always say is and this is another quote there are no
and this is another quote there are no
and this is another quote there are no straight lines or in nature or in
straight lines or in nature or in
straight lines or in nature or in business reality of my business career
business reality of my business career
business reality of my business career is everydays actually even now sometimes
is everydays actually even now sometimes
is everydays actually even now sometimes a white-knuckle ride but when I was in a
a white-knuckle ride but when I was in a
a white-knuckle ride but when I was in a startup every day was so hot knuckle
startup every day was so hot knuckle
startup every day was so hot knuckle ride there was exuberance and highs and
ride there was exuberance and highs and
ride there was exuberance and highs and there was crashing downloads and the
there was crashing downloads and the
there was crashing downloads and the great thing about entrepreneurs that are
great thing about entrepreneurs that are
great thing about entrepreneurs that are on the broadcast today and it sounds
on the broadcast today and it sounds
on the broadcast today and it sounds like you are you know absolutely
like you are you know absolutely
like you are you know absolutely exemplified that’s all is your spirit
exemplified that’s all is your spirit
exemplified that’s all is your spirit and your energy and your you know
and your energy and your you know
and your energy and your you know passion will be absolutely infectious
passion will be absolutely infectious
passion will be absolutely infectious and when you hit the brick brick wall
and when you hit the brick brick wall
and when you hit the brick brick wall you can bounce off and you can pick
you can bounce off and you can pick
you can bounce off and you can pick yourself up pick your colleagues up and
yourself up pick your colleagues up and
yourself up pick your colleagues up and you can go up and shoot for the stars so
you can go up and shoot for the stars so
you can go up and shoot for the stars so so never ever stop back in yourself
so never ever stop back in yourself
so never ever stop back in yourself I love it well we’re at time and I think
I love it well we’re at time and I think
I love it well we’re at time and I think that’s a great one too to end on Steven
that’s a great one too to end on Steven
that’s a great one too to end on Steven thank you so much for joining us again
thank you so much for joining us again
thank you so much for joining us again for people who want to follow you and
for people who want to follow you and
for people who want to follow you and all the things you’re up to what’s the
all the things you’re up to what’s the
all the things you’re up to what’s the best place just on on Twitter or any of
best place just on on Twitter or any of
best place just on on Twitter or any of the other social channels Facebook
the other social channels Facebook
the other social channels Facebook Instagram but I think the hashtag s
Instagram but I think the hashtag s
Instagram but I think the hashtag s Kelley CEO and Evan it’s always great to
Kelley CEO and Evan it’s always great to
Kelley CEO and Evan it’s always great to be there hopefully we’ve been helpful to
be there hopefully we’ve been helpful to
be there hopefully we’ve been helpful to all the guys out there you know guys
all the guys out there you know guys
all the guys out there you know guys keep the faith love the questions really
keep the faith love the questions really
keep the faith love the questions really excited sounds like you guys are almost
excited sounds like you guys are almost
excited sounds like you guys are almost at a stage you don’t need ever tonight
at a stage you don’t need ever tonight
at a stage you don’t need ever tonight you’re rocking and rolling and you’ve
you’re rocking and rolling and you’ve
you’re rocking and rolling and you’ve got big ideas lots of passion loads of
got big ideas lots of passion loads of
got big ideas lots of passion loads of energy so it’s back to ever this kind of
energy so it’s back to ever this kind of
energy so it’s back to ever this kind of tagline of hashtag belief
tagline of hashtag belief
tagline of hashtag belief hanxiang conviction back yourself and
hanxiang conviction back yourself and
hanxiang conviction back yourself and you’ve got so much confidence you’re
you’ve got so much confidence you’re
you’ve got so much confidence you’re gonna be successful will back you hello
gonna be successful will back you hello
gonna be successful will back you hello well maybe anyone one last quotes in the
well maybe anyone one last quotes in the
well maybe anyone one last quotes in the chat Kendra saying best advice of the
chat Kendra saying best advice of the
chat Kendra saying best advice of the year so that’s a winner so thank you
year so that’s a winner so thank you
year so that’s a winner so thank you guys for watching I will see you again
guys for watching I will see you again
guys for watching I will see you again next month well figure out when our
next month well figure out when our
next month well figure out when our topic is gonna be and we’ll be in touch
topic is gonna be and we’ll be in touch
topic is gonna be and we’ll be in touch have an amazing rest of the day continue
have an amazing rest of the day continue
have an amazing rest of the day continue to believe or whatever your one word is
to believe or whatever your one word is
to believe or whatever your one word is much love Thank You Steven again and
much love Thank You Steven again and
much love Thank You Steven again and we’ll see you soon
we’ll see you soon
we’ll see you soon great job thanks Evan Greta see you take
great job thanks Evan Greta see you take
great job thanks Evan Greta see you take care money
”
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