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Search Results for: marketing matters

Patent Attorney Ben Peeler

October 7, 2024 by angishields

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Cherokee Business Radio
Patent Attorney Ben Peeler
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Ben-Peeler-hsMr. Ben Peeler provides his services to clients for real property, intellectual property, and general corporate matters. As a licensed Patent Attorney, Mr. Peeler is eligible to prosecute patent applications to the U.S. Patent and Trademark Office on behalf of his clients.

Mr. Peeler also has experience assisting clients with trademark and copyright issues in both the transactional and litigation settings. Mr. Peeler works with clients on a variety of software and technology issues, from licensing to works-for-hire. In addition to intellectual property matters, Mr. Peeler has also assisted many clients in the litigation of real property and home construction matters.

A Georgia native, Mr. Peeler graduated from the University of Georgia with both a bachelor’s degree in Microbiology and a J.D. While in law school, Mr. Peeler worked on intellectual property and general contract matters for a multinational financial technology corporation and represented Gwinnett County.

Mr. Peeler also served as the Executive Editor of the Journal of Intellectual Property, and the Events Coordinator of the Intellectual Property Law Society. After graduating from Law School, Mr. Peeler served a term as a judicial clerk to the Honorable Judge Wilbanks in

A resident of Canton, Mr. Peeler enjoys playing chess, cooking, and watching the Dawgs in his free time.

Transcript-iconThis transcript is machine transcribed by Sonix.

 

TRANSCRIPT

Intro: Broadcasting live from the Business RadioX studios in Woodstock, Georgia. This is Fearless Formula with Sharon Cline.

Sharon Cline: Welcome to Fearless Formula on Business RadioX, where we talk about the ups and downs of the business world and offer words of wisdom for business success. I’m your host, Sharon Cline, and I haven’t done a show in like a month, so I’m so happy to be back at the studio. I’ve been missing my chit chats with various people here in Cherokee County, but today I’m excited to chit chat with an attorney with the company. I guess it’s called Field Connolly Walker LLP.

Ben Peeler: Flint. Connolly and Walker. That’s right. We’re a we’re a law firm in downtown Canton.

Sharon Cline: That’s right. This is Ben Peeler. He’s an attorney. And I just asked him what the difference between attorney and lawyer is, because I don’t know the difference. So why don’t you explain? Sure.

Ben Peeler: Well, there there is no real difference between an attorney and a lawyer. I’m sure. You know, back in the 1610, in England where, you know, we get all this, all of our legal system from or 90% of it. Um, there was some, you know, very critical difference. And if you called someone a lawyer and they were really an attorney, you would have to get into a duel.

Sharon Cline: But these days, they don’t do that. That’s right.

Ben Peeler: The the biggest difference is if you’re in Georgia, sometimes you’ll be called a lawyer. Um, and if you’re in New York, you’ll be a lawyer.

Sharon Cline: That’s about it. But they all do the same thing. That’s right. Ben, you are a Georgia native.

Ben Peeler: That’s right. I grew up in Sandy Springs. Um, was born in a hospital that doesn’t exist anymore. It was Dunwoody Hospital. Um, and lived in Sandy Springs, uh, until I went to UGA for undergrad. And then, because I couldn’t figure out what else to do, I went to UGA for law school.

Sharon Cline: Because you just weren’t sure. You just didn’t have that 100% know my direction kind of thing.

Ben Peeler: Oh, absolutely. I, I thought that I would go into medicine. Um, up until about my junior or senior year of college and then realized that that was not going to happen. Why?

Sharon Cline: Why did you realize that?

Ben Peeler: So I’m the only attorney in my family. Um, I didn’t have any sort of idea about what attorney. What being an attorney looked like. I didn’t know, really. You know, I didn’t know any attorneys, really. Most of my family were in medicine, and I figured I would follow in their footsteps until I spent a lot of time hanging out and, uh, shadowing with, uh, various doctors of different specialties. And they were all, you know, very wonderful people. Um, and it was, but I realized very quickly it was something that I was not cut out to do. Um. Do you know the work and the the patients and everything? Um, and medical school just would not have been for me. And so I had to take a very quick about face and figure out what I was going to do. Um, because my, my undergraduate degree was in microbiology. It was way too late at that point to change majors. And so I had to sort of roll with the punches and adapt and figure out what I was going to do. And, um, uh, I had basically decided that I was going to take a bunch of, you know, standardized tests out of, out of after finishing college. Um, while I did that, I spent a year working at a liquor store and stocking the shelves. I was not very good at that. Um, but I took the, uh, the Lsat, which is the law school test, and, uh, did well enough on that, that I figured, hey, you know, maybe I can stick around Athens for a couple more years. And so that’s what I did.

Sharon Cline: So when you were, um, contemplating law school, do they ask you to specialize in a particular kind of law? A particular kind of law?

Ben Peeler: No. So that’s one of the things that I think is very interesting about going to law school and being a lawyer is, you know, the person that negotiates LeBron James’s contract. Um, and the person on the Supreme Court and, you know, someone that you see, you know, commercials or advertisements for on the subway, they all got the same degree. Um, you know, sometimes from the same school. Um, the, the when, when you’re a first year, what’s called a one-l in law school, you take a standardized sort of regiment of courses, you’ll take your first semester. Um, and this is true pretty much any law school you go to across the country. Um, but at Georgia, at least, you’ll take torts, contracts and civil procedure and legal writing your first year. Everybody does it. Um, your second year, you get to, you’ll take, uh, constitutional law, criminal law. Um, and then you get to pick something else that, that you want to take. And, um, you know, Georgia is a really great law school. And so they offer all kinds of directions that you can go to. But, um, it’s really sort of up to you like, what.

Sharon Cline: What what resonates with your heart or exactly.

Ben Peeler: To figure out. You know, I like this. I don’t really like this. I learned very early on, I do not like criminal law. So I stayed away from that. Um, and I found out, um, pretty early on that, that I liked intellectual property, um, you know, going into law school, like I said, I didn’t know any lawyers. I didn’t know really anything about the law. I didn’t know what a tort was. So that was an interesting first day of that class.

Sharon Cline: I bet there’s so many. I mean, it’s just the idea of understanding all of the different laws and reasons we have them and how complicated they can be and how litigious this whole world can be. I imagine it’s overwhelming.

Ben Peeler: Yeah. You you know, I think that’s a big part of what going to law school is about, is it’s not training you to be, you know, a lawyer in the sense that as soon as you get out, you’re ready to, you know, get into practice and get into court. Obviously, they prepare you a little bit for that, but mostly it’s about how do you think, like a lawyer and how do you think in a way where you can, you know, make an argument, make a argue a position and serve a client? But before you, you know, realistically, it took me about a year or so out of out of law school and clerking to, um, really understand the business side of law. That’s something that they don’t really cover. True, true.

Sharon Cline: Because you are going to potentially I mean, you you have to understand the law, but then you have to understand how to navigate a business of law. Exactly. Which is fascinating too. It’s like being a doctor. But then you have to figure out the the part of you that is like the the doctor’s practice. You’re going to be on your own, or are you going to be part of a family practice or how are you going to contract yourself out or whatever? Exactly. It’s a lot. Yeah.

Ben Peeler: And I don’t think that it’s something that they cover in medical school, from what I understand that at least. And but yeah, in law school, 90%, 95% of what you learn, um, is not, you know, how do you file something with the court? Um, how do you talk to a client who’s angry about, you know, how their case is going? Um, you know, how do you how do you get business? How do you get a new client in, um, that’s something that you have to learn when you’re sort of when you’re already out, when you’re when you’re in practice, sort of on the streets, so to speak.

Sharon Cline: When you talk about intellectual property, it’s so interesting because it’s not like we’re talking a physical something sometimes. Right. So how do you how do you okay. Explain, if you don’t mind what intellectual property is. Sure.

Ben Peeler: So the best explanation that I can come up with to differentiate, um, you know, real or personal property with intellectual property is if I have an apple and I eat the apple, or I grow the apple, or I sell the apple, you can’t have the apple. Just, you know, by the laws of physics, if I have it, you can’t also have it. But the same isn’t true for an idea or a song or a story. Um, you know, or a trademark, anything like that. If I tell you the story now, there’s, you know, functionally, there’s two copies of the story in the world. And if you tell somebody, it can go on. And me having the story doesn’t stop anyone else from holding on to it in the same way it would for something physical. So, uh, law sort of developed around how do you protect something that, that, you know, we want artists to be able to, to profit from their work. We want to encourage, you know, in the sort of, um, John Lockean, um, you know, Adam Smith style of, of capitalism and, and, um, sort of the ideals of the free market and, you know, enjoying the fruits of your labor. How do we allow somebody who creates something to enjoy the fruits of their labor. If somebody can take those fruits without, you know, physically lifting them off the ground. Um, and so that’s where intellectual property came from. There’s sort of three. Well, no, there’s four big, um, I guess branches on the intellectual property tree. Um, as I said before, there’s trademarks, which has to do with, um, protecting the identity of your business. So if your business, you want, um, to let people know that a product or a service is yours and you want to stop competitors from passing it off as theirs. Counterfeiting, that sort of thing. Um, you know, this sort of, sort of whole idea came about in the, um, you know, the Middle Ages where they would people would blacksmiths would stamp their work or artisans would stamp their work bread.

Sharon Cline: I heard bread companies would put their own like, like almost logo on top of bread when they baked it so they could say it was theirs.

Ben Peeler: Right. Yeah. Some some identifier of source so that, you know, people know, hey, this is good quality because I made it. Um, but I don’t want other people to take this mark that I’ve come to identify it as mine and use it because they might not have as good of a quality as I do. So that’s sort of where trademarks came out of. And as you sort of said now, a lot of, a whole lot of things can be a trademark. Obviously you’ve got, you know, the, the pretty standard ones, like the word um, Amazon is trademarked, um.

Sharon Cline: Even just the word, but not just the logo. Exactly right.

Ben Peeler: Just the word can be a trademark. The logo can be a trademark. You know, you think Apple the the you know, the picture of the apple with a bite taken out of it. Um, that alone is a trademark. Things like colors can be trademarks. The John Deere tractors That green. Yeah. That’s trademarked. Interesting sounds can be trademarked. The Taco Bell ding. That’s trademarked. You know, if I, if I open up a taco stand, I can’t use that same ding to advertise my my tacos. Um, I am sure.

Sharon Cline: Every place I look there is some trademark associated with some even Business RadioX with their own trademark.

Ben Peeler: Absolutely. Yeah. And they’re very important. Um, but they’re just, like I said, one branch of the intellectual property tree. Um, you’ve also got copyrights, which are basically any sort of work of they typically fall into works of art, but really any sort of work of creativity. Um, you know, books, songs, poems, it can if it can be. I’m going to get a little technical. Um, if it can be fixed in a what’s called a tangible medium of expression. So anything creative that can be fixed in a tangible medium of expression, that means paint it on a wall, put on a CD, um, you know, a photograph.

Sharon Cline: Something that you’ve created that’s out of your mind and actually into the world, into.

Ben Peeler: The world, and that someone else can look at and experience what was what, what was in your mind. Wow. Um, all.

Sharon Cline: Of these definitions are so important, right? Because someone could come and say, well, I mean, they didn’t do this. It’s just because it exists here doesn’t mean that it’s this. I could just imagine someone trying to use semantics. Oh, yeah. To make it seem like they’re not doing something wrong. Well, that’s.

Ben Peeler: Our job, you know? Yeah, in a sense, that’s, um, you know, sometimes when you don’t have the facts on your side, you’ve got to really wiggle the law to try it, to try and, um, get your client out of a jam, but, um, yeah. So copyrights, um, those, those are more, more so for sort of artistic works, but anything creative. The bar is basically as low as a phone book. If it’s any more creative than a list of names and phone numbers in alphabetical order, it can be copyrighted.

Sharon Cline: Okay.

Ben Peeler: Um, the third branch are patents. Um, without getting too deep into it, that’s one of the things that I specialize in. Um, uh, patents are basically a contract between you and the government to say I’ve invented this thing. Um, utility patents, which are the most common kind, are, uh, have to do with inventions. They’re what you typically think of with a patent, you know, something that you’ve created that’s useful and helps people. Um, and a patent is basically a contract with the government that says in exchange for me telling everybody else how this thing works, um, the government will give me a monopoly on my my invention for 20 years. Realistically, it’s more like 17 years. But, um, in essence, that’s what it is. It’s. I’ve invented this thing. I will tell everybody else how this thing works so that when my monopoly expires, everyone gets to use this thing. Everyone gets to enjoy sort of the benefits of my of my creativity, my ingenuity. Um, but for now, because we’re trying to protect that idea, protect, um, incentivize people to spend the time, you know, tinkering. You think of the person tinkering in their garage, right? They invested time, they invested money, and they invested their, you know, intellectual capabilities into making this thing. We want to be able to reward them, and not just as soon as they make it. Someone else comes along and gets to use it without. Yeah, they don’t.

Sharon Cline: Get to profit if in some way, you know, for their own inspiration and hard work. Got it. Exactly.

Ben Peeler: So. So that’s a patent, a utility patent. There’s also design patents, but they’re they’re a little bit more niche. I don’t really need to get into it right now. And then the fourth big branch are trade secrets. And I know getting getting close to Halloween.

Sharon Cline: And there’s attorney client privilege too, right. So you’re going to have some trade secrets. What’s an example of, like, a fake trade secret, one that doesn’t get you in trouble?

Ben Peeler: Well, I can I can give you an example of a of a real trade secret that I don’t know the secret of. So we’re all good. Okay. Um, the the formula. Well, there’s two, I guess. Since we’re in Georgia, I’ll say the Coca-Cola secret formula is a trade secret, right? I know that that they have a secret formula, but I don’t know what it is. So as long as they try to keep it a secret, They can protect it. And I can’t, you know, sneak into their office, try and crack the safe to get to get to it. Okay. Trade secrets are sort of the flip side. The other side of the coin of patents, right? Patents. Are you telling everybody how this thing works? Trade secrets are. Nobody can know how this works. Um, because, again, I’ve spent time and, you know, money and intellectual capability to develop this, um, this ingenuity. Right. This way of doing business, this chemical, this whatever. Um, and so people should be punished if they try and, you know, break, break the secret. Uh. Got it. So, yeah, WD 40 is the other. Oh, the other example of a of.

Sharon Cline: A trade secret.

Ben Peeler: Right. How how what the formula of that is.

Sharon Cline: So how often are you defending The okay, my brain runs very fast, so I’m trying to articulate what I mean. No problem. So let’s say that I have my own podcast here, Business RadioX. And I want to use a quick, uh, sound from Joe Rogan’s podcast because it applies, right? I’m taking his voice and putting it into my podcast, but that’s his voice, right? Am I allowed to use that?

Ben Peeler: So you’re touching on something that’s that’s very important, especially like you said in sort of today’s media environment, um, you know, streaming and YouTube and podcasts, people can take.

Sharon Cline: Lots of things, right? You know.

Ben Peeler: Um, uh, this comes up a lot. It’s something called fair use. Um, and this applies to, uh, mostly pretty much copyrighted material and trademarked material. Um, you know, think, you know, you watch SNL and they have, you know, maybe target or something, right? You know, target isn’t sponsoring that skit, but they can still use it. Fair use is, you know, we’ve recognized that there are limits to protection for intellectual property and that there are some times when you’re using it where it’s not, um, harming the creator of it in the way that we, you know, the way that we want to protect them. So, um, an example of fair use that you’ll see fairly often is, uh, or particularly on things like YouTube are commentary or criticism. You know, if you, if you’re providing commentary, if you’re, you know, reviewing a movie, you can show parts of that movie, you can show, uh, parts of that podcast, you know, whatever, whatever it is that you’re commenting or reviewing, because otherwise how could the people that you’re giving the review for know what you’re talking about? Um, but, you know, your review isn’t a substitute for the movie. People aren’t watching your review View normally aren’t watching your review instead of watching the movie, they’re watching your review because they want to know what you think about the movie.

Sharon Cline: So it’s okay to use a clip of or just in the background or whatever, a little bit of the movie, right? Yeah.

Ben Peeler: To to explain.

Sharon Cline: Context. Right.

Ben Peeler: To explain what you’re talking about. Um, another example is things like parody or satire. Um, there’s the sort of quintessential case in, in the legal world for for parody and satire is the song Pretty Woman by Roy Orbison. Okay. Uh, two Live Crew did a cover of that song. Um, but a parody of it, um, where instead of Pretty Woman, it was big hairy Woman. Um.

Sharon Cline: What? I have missed that in my history of life. I don’t know how I’d never heard of this. Okay. Go ahead. Sorry.

Ben Peeler: But it’s it’s a pretty funny. Um. It’s a pretty funny parody. But, yeah, the the record company who owned Pretty Woman sued two Live Crew saying, hey, that’s that’s our song. You can’t, you know, you. And obviously they used a, a big portion of the Pretty Woman song. They used, uh, enough to make you think that they were covering Pretty Woman. Mhm. Um, and, uh, two Live Crew was successful in arguing. No, it it’s a parody. We’re allowed to make fun of this thing. We’re not. You know, people aren’t wanting to listen to Roy Orbison and then saying oh, well, you know, two Live Crew will do. It’s they want to listen to someone make fun of Roy Orbison and and you’re.

Sharon Cline: Allowed to do that.

Ben Peeler: And you’re allowed to do that and sort of that’s where, at least for me, the really fun, intellectual part of it gets in because in the case of parody, You want to get as close as you can to the thing that you’re making fun of, because it’s not. It’s not a good joke if the people watching can’t tell what you’re making fun of.

Sharon Cline: Like Weird Al Yankovic doing all that kind of parody of Michael Jackson and everything else, you know?

Ben Peeler: Exactly. And in Weird Al’s case, I think he gets permission from the artist, but it’s more of a respect kind of thing. He just wants to be respectful and make sure the artist you know is okay with their song being made fun of. But he legally, in all you know, I don’t want to make a blanket statement, but in nearly every case, he probably could get away with making the song without their permission.

Sharon Cline: He just he just asks out of respect. I mean, that’s great. Exactly. Well, so can someone’s voice be trademarked? Like, um. Oh, gosh, who’s got an amazing voice? All right. Let’s say Demi Moore has a very distinctive sort of raspy sound. Can her voice be trademarked in some way where someone can’t take it and use it for something.

Ben Peeler: So that gets into it’s a very good question, and it gets into what are called the your rights of publicity, which are very related. It’s sort of an offshoot of this copyright, this intellectual property and how it and it’s how it relates to sort of your rights as a person. Um, obviously this is a huge topic right now with all, you know, AI coming out where you can get AI copies of, you know, celebrities singing songs or, um, you know, even paying a.

Sharon Cline: Bunch of things they’d never say in real life. Right?

Ben Peeler: Exactly.

Sharon Cline: How do you deal with that?

Ben Peeler: It’s tough. Um, you know, sort of. Practically speaking. Um, it’s a violation of your right to publicity. You know, if if I, Um, have, you know, an eye of Demi Moore’s voice saying something or singing something and that she didn’t sing. You know, just philosophically, we can understand. That’s not fair. That’s not right. Um, and she has a right to her image. This is coming up to, you know, we’re hitting a lot of topics is coming up to, you know, college sports with the name, image and likeness. Um, you know, developments that are happening there that, um, we have a right to our our name, our image, our likeness. Uh, you know, what our voice is. And and that’s that’s something that is in a very sort of cutting edge area of the law right now. The law is a little slow to catch up to technology. The law is almost always way behind technology and just barely catching up before the new sort of technological advance happens. But um, but yeah, the, the. So to get back to your original question, um, you wouldn’t necessarily copyright your voice, um, or excuse me, trademark your voice. Um, but you would have a right to the use of your voice. And so if someone else tried to use it, um, to, you know, to promote something or just to just to use it, um, you would, you would be able to, to stop them and.

Sharon Cline: Well, so I’m thinking about how much is okay. Let’s say, for example, I go on TikTok and someone has got a little quick screenshot of someone else’s TikTok and they want to talk about what the story is. Those things are okay. I mean, this is like happening, like you said, real time all the time. And the law cannot predict that there’s going to be AI or TikTok where these things come up. So they do have to catch up, I imagine. Oh yeah. But are those the kinds of cases that you specifically deal with?

Ben Peeler: So those those are among the case types of cases? Yes. We, um, you know, we deal with on on both the plaintiff, the, the person bringing a lawsuit and the defendant, the person defending a lawsuit. We, uh, both bring cases for people and defend, uh, people in a variety of intellectual property issues, um, copyrights trade. You know, there’s a trademark dispute. Someone, um, you know, someone has a business name that they’ve been operating under for 15 years, and then they find out that somebody else in Tennessee or somebody else in Mississippi or wherever is using that same name and just started. And, you know, customers are being confused. They, you know, Google. I’m just going to make up a name, you know, um, you know, A1 delivery or something, you know, Um, they, uh, you know, they’re googling for that. And then the business in Mississippi comes up, and they what? They wanted the business in Georgia. Um, you know, you we, we assist people in, in those sorts of cases with help with, you know, protecting their, their mark, protecting their the name of their business. Because, you know, if people don’t if you can’t protect the name of your business, ultimately that is your business.

Sharon Cline: Wow. Okay. So is there a particular case that you’ve worked on that is sort of the one that stands out in your mind, something you think about a lot or was specifically like either the most challenging, the most rewarding. Is there something that sort of, I don’t know, takes up space in your mind more than something else?

Ben Peeler: Oh, gosh. Um, that’s a that’s a hard one. I I’d have to think about that. You know, every case is so unique and has its own sort of challenges. And, you know, there’s times where, um, there’s there’s times where it’s, you know, looking rough, and then and then you pull out and you’re like, wow, we killed it. We we did great on that. Um, you know, we I work with an office of just absolutely fantastic lawyers and fantastic people. Um, and so for for any given case, I there’s a few that probably come to mind. I don’t I don’t necessarily want to get into specifics about, you know, what what they were about just, um, you know, trying to trying to be respectful of everyone’s privacy, of course. But, um, yeah, there’s, um, there have been an interesting patent case that I worked on that involved, um, that that involved sort of this software that was, um, sort of on the cutting edge of, of assisting businesses in, um, in their, their marketing efforts and sort of the challenges of something that cutting edge, trying to get that going with the Patent and Trademark Office the USPTO got you. And yeah, they’re interesting trademark cases. Um, the but the other thing that I do as well is, you know, we do a little bit of just general litigation. Um, so anything really involving a business, you work on a lot of construction cases. Um, and just, you know, just business disputes between businesses or between business partners.

Sharon Cline: What do you think you’ve learned about humans, human nature? Uh, in your, your, um, interactions with people?

Ben Peeler: Wow. Uh, really pulling out the the deep ones, huh?

Sharon Cline: That’s what fearless formula is all about.

Ben Peeler: No, it’s it’s a great question. Um, what have I learned about human nature, I think. I think part of it is that people can be a little quick to, um, they can be a little quick to judge, and they can be a little quick to sort of want justice or want, um, I guess a quick resolution to things without, you know, without understanding, you know, the sort of the legal processes is ever moving, but it is ever slow. And so one of the things that I always try and tell people when, when they start off with is when they start off with us is, you know, this is not going to be, you know, an easy breezy process. And unfortunately, there are probably a lot of lawyers that will tell you otherwise, you know, that will try and sell you and say, you know, sign up with us. You know, we’ll get you won’t have to do anything. Um, that’s not how it works. Um, but, you know, slow and steady wins the race, as they say. Um, And so we usually come out pretty well. But but I think people. From what I’ve observed, um, I think people are generally fundamentally good and that they want justice and that very few times, in very few cases that I’ve worked, there has ever been a bad guy. You know, most of these are just people with all kinds of life stresses.

Ben Peeler: Um, you know, outside of the case that we’re working on that have their own problems in their lives. And, you know, we we see a piece of it, but they’re not they’re not the villain. You know, it’s easy to it’s easy to tell yourself, particularly when you’re on the other side of a case with someone, when you’re in a fight with somebody, that they’re a villain and that you’re a hero. But part of our job is to stay objective. You know, Abraham Lincoln said, whoever hires, you know, represents themself as an attorney has a fool for a client. Our job is to sort of stay objective and stay sort of outside and be able to see, um, sort of the big picture and sort of take the emotion out of things. And I think that, um, being in that role, you do get to see, you know, that ultimately, you know, we have a duty to our client, but that that our client is just a person dealing with another person. And at the end of the day, people don’t typically want to fight, they want to get along. And so if you can help them do that, I think that’s um, I think that’s that’s sort of what we’re here to do.

Sharon Cline: How challenging is it to keep your emotions out of of your. Um, I don’t know. I want to say work, but being able to relate to people who are in a very highly charged emotional state, because oftentimes we’re talking about money, right? So and money just kind of can, can bring out some of the worst in people. So how do you keep yourself from becoming emotionally involved? What do you do?

Ben Peeler: Well, you know, I think that’s a great observation that, you know, a lot of the times people come to us in sort of highly charged circumstances because money is involved and they want, you know, people care a lot about their money, of course. And so keeping keeping out of that emotional state, I think, is, is not terribly difficult because it’s not it’s not my money. Right. Okay. Um, and I can sort of be a little bit more objective and say, hey, you know, um, there, you know, you’re, you’re out, say $20,000 and they’re offering you 15. I get $5,000. Is a lot of money. Yeah, but maybe it’s worth it to buy your peace sort of thing.

Sharon Cline: Interesting, interesting.

Ben Peeler: So, you know, keeping myself out of it, out of sort of the emotional state is usually not that difficult. Um, particularly, you know, because I view my job as sort of being a counselor of some sort. You know, sometimes attorneys are called counselor, and it’s certainly not in the same way that, you know, a therapist or something is a counselor, but a little bit. But, yeah, we’re there to give advice and we’re there to help sort of simmer people down. And, you know, they can they can be upset and they can yell, um, and then at the end of it, I know they’re not yelling at me. I can sit down and say, okay, now that we’ve got that through, let’s move forward. Let’s figure this out.

Sharon Cline: Several years ago, I saw this series. It was like a limited series. I think it might have been on HBO. It was called The Night Of, and it was about this, uh, gentleman who met this girl, and he went home with her. And the next morning she was killed. She had been murdered. And he didn’t he didn’t recall anything that had happened. So of course he was arrested. And the issue that his attorney, who was played by John Turturro, which I think I’m saying his name correctly, um, he was he was saying to this guy, this guy is like, I’m innocent. And his attorney, John, was like, it really doesn’t matter if you are or not. It’s what can be proven as enough to give people doubt of your of your innocence. That’s. So he just kind of kept this. This kid kept saying, you know, but I didn’t like what about the fact that I didn’t do it, you know, and he was like, you really just need to kind of give up the idea that even though you believe you’re innocent, you know what? Can someone else encourage a jury to believe, you know, and can that be proven or disproven? Really? It’s like how it’s the way that the truth can be used, or the way a perception can be used to make you look kind of guilty. And I just remember that feeling of dread I had in my stomach, like, what if I were in this situation and it sure looked like I did something bad, but I know I didn’t. How would I be able to fight? Because there is this this feeling in me like the truth is the truth, you know? Right, right. But it really doesn’t apply in, um, when you’ve got a law that can be, I don’t know, maybe not manipulated. I don’t know if that’s the right word, but the perception of of the truth can be used in a way that doesn’t work for you. Is there anything that surprises you about your your profession in this way?

Ben Peeler: Sure. So so that sort of, you know, on on that point, it’s why basically any lawyer will tell you, you know, if you’re arrested, ask for a lawyer, don’t, you know, have your have your rights read to you and plead the Fifth Amendment. Um, don’t don’t tell the don’t tell the police anything. Because even if you’re well-meaning, their job is to solve the case and find a find a suspect and get them, you know, get them arrested and then get them ultimately convicted of the crime. They’re not there to sort of they’re not there to help you. Um, they’re there to help society. Yeah, they’re there to help solve the case. So, you know, that’s why the golden advice, if you were ever arrested, you know, be quiet. Don’t don’t tell, don’t tell anybody anything except that you want a lawyer. Um.

Sharon Cline: Would you do that? Would you do that if you were arrested? Would you be like, I need an attorney? Oh, absolutely.

Ben Peeler: Like, you know, like I said, number one, I don’t know. I do not specialize in criminal law. Right. And just like we were talking about before, when it’s your own case.

Sharon Cline: Yeah. You’re not going to be.

Ben Peeler: The emotions come into it and you’re convinced and you’re saying, well, if I just make this argument or if I just, you know, present this, then everyone will know that I’m innocent. And when you have someone, you know, looking over your shoulder who has more experience than you and is more objective than you to say, having someone there to say that’s not a good idea is when you’re when you’re playing with your your freedom, you know, it’s priceless.

Sharon Cline: Stakes are too.

Ben Peeler: High. Exactly. Um, the the the plot of the show that you were just talking about reminded me of a of a story that I’d heard. You know, people, attorneys always trade old, you know, war stories. They call them war stories. Yeah. Um, and I heard one about, uh, about an attorney that was representing a defendant in a murder case, and, um, he was fairly certain that his his client was guilty. Um, they had a lot of evidence against them. Um, and so he went into the last day of the trial, and he decided that he needed he needed a Hail Mary, that they weren’t going to be able to get out of this on a technicality. And so he is making his closing argument, and he ends it with something along the lines of, um, and, you know, ladies and gentlemen of the jury, I can promise you that my client is not guilty. And you know how I can do that? Because the victim is going to walk through these courtroom doors right now. And he pointed at the doors of the courtroom, and the jury all turned, you know, and looked. And, of course, nobody walked in, right? You know, nobody came through those doors. And then he said, ah, but you see, you thought that I might be telling you looked you thought that I might be telling the truth. You thought there was a chance someone would come through that door. That’s what a reasonable doubt looks like. You for one second. You had a doubt that that the that that there really.

Sharon Cline: Was a victim.

Ben Peeler: Right. And so they go back and deliberate. The jury goes back, and then they come back out some hours later and they find his client guilty. And afterwards he goes back and he says, well, you know, well, why did you find him guilty if, um, if you all looked and the foreman of the jury says, yeah, we all looked, but your client didn’t.

Sharon Cline: Oh. Ooh. I need a minute. Yeah.

Ben Peeler: And so that, um. Wow. Yeah, that that story always stuck with me about, you know, the idea of a reasonable doubt and what that looks like to different people and how you introduce that, um, in a case, obviously, you know, we deal with civil cases, right? So the burden is a little different, right? Um, but you’re always even in a civil case, you know, where you have to convince a jury or you have to convince a judge. In some cases, you’re always looking for that one little piece, even if even if you’re not going to, you know, even if you feel like you’ve you’ve got a stinker. You’re always looking for that one little piece that can maybe break it for you. Yeah.

Sharon Cline: Uh, what do you think people don’t know about what it’s like to be an attorney like you are? What would you want people to know? Do they have misconceptions of what it’s like to be an attorney?

Ben Peeler: Um. You know, I think that a obviously, you know, I’m going to come out and say it. Attorneys are not the most popular people. Um, there, you know, there are a lot of great attorney jokes. Um, I don’t know if I can even say a lot of the ones that I know on the air, but, um, you know, I think that the thing that, that maybe most people don’t know is that it’s at the end of the day, it’s a job like any other. Um, you know, we’re certainly not, you know, these, you know, ivory tower, um, you know, people that that look down on everybody else and. Yeah.

Sharon Cline: Infallible.

Ben Peeler: Right. Exactly. Yeah. Everybody makes mistakes. Yeah. Um, and a lot of our I would say a lot of our job is not, you know, showing up. This differs, you know, attorney to attorney, but a lot of the times you’re not showing up to court every day to argue to the judge. You’re trying, at least in my line of work, trying to work out between two people that have a problem. You’re there to figure out the solution without, you know, costing your client as little money as possible. Um, you know, there are some attorneys out there who, you know, like every profession, there’s some, you know, there’s some unscrupulous ones who will, you know, bill their client for everything just to keep the case churning just so that they can keep billing. But, um, I think the really good ones, um, they’re there to save as much money as possible to, to stop the case, you know, as early as possible and to prevent it from, you know, becoming one of these Charles Dickens esque things where, you know, that’s.

Sharon Cline: Such a good concept that you just pointed. Yeah, that goes on and on. And I imagine you’re right that there are, of course, in every profession there are people who have nefarious intentions. But you’re saying for the most part, most attorneys and lawyers that, you know, are really they’re doing the best job they can for their client.

Ben Peeler: They’re there. And, you know, it’s sort of like doctors. They’re there to help you on one of your worst days. Um, you know, like, pretty much like going to the doctor unless, you know, you’re, um, you’re you’re you’re giving birth or something like that. Most of the time when you go to the doctor, you go to the hospital, you’re not having a good time.

Sharon Cline: Yeah, it’s a problem.

Ben Peeler: Right. And most of the time, the similar exception is adoptions. Most of the time when you’re going to an attorney, you’re not having a good time. There’s a problem and it’s usually an expensive problem. Yeah. Um, and so the really good attorneys are there to help guide you through, you know, I think I think a lot of people maybe only have, you know, hire an attorney, maybe once in their life or twice in their life, you know, and it’s probably one of the lesser experiences that they have, you know, that they’re having this bad problem. But our job is to, you know, be there for you and help you solve that problem.

Sharon Cline: What do you think your fearless formula is? In other words, you know, obviously everybody’s got we’re all human and have all of these different emotions. And fear oftentimes limits people’s lives. Um, in terms of the the legal world, I’m sure, because the stakes can be so high in so many different ways. There’s there is fear or, you know, maybe trepidation or dread. What is your fearless formula? How do you work around those feelings that so that it doesn’t hinder you?

Ben Peeler: Um, so I try and remember, number one, that, you know, I made it this far. Um, it can be easy to get wrapped up in, you know, the, the minutia of a problem that you’re working on. But if you sort of take a step back, take a deep breath, you know, and realize I’ve gone through a whole lot worse than this. Um, you know, I think back to, for example, when I was in undergrad, um, and didn’t know what I was going to do, um, had a microbiology degree that I didn’t think I was going to get any use for and was stocking shelves at a liquor store. And the other job I had was getting up at five in the morning to work at a restaurant, um, the breakfast shift at a restaurant. And just, you know, where I am now is, is, um, you know, I’ve come a long way since then. And so being able to sort of sit back and say, okay, I’ve made it this far. I’ve made it through challenges that are worse than this. Um, I’m here because I can think. Um, now, let me think about it is I think how I, you know, deal with deal with problems where I, you know, I’ll have self-doubts or I’ll have, you know, fears about. Well, what you know is this the is this the right step for me to take career wise? Is this the right step for me to take professionally, you know, personally? Is this the right. Um, we were talking a little bit earlier, um, that I had recently bought a house, um, first time home buyer. And, you know, there’s a lot of stress involved in that and the same the same idea, sort of stepping back and thinking, all right, I’ve made decisions in the past. I’ve made good decisions. I think I can make a good decision here. Let me just think about it. Is my so I would say my if you had to put it on a bumper sticker, I’d say my fearless formula is you’re good at thinking. Let’s think about it.

Sharon Cline: It’s a good one. Because basically what you’re saying is, I’ve proven to myself that I can solve problems, that I can use my best judgment I have. Obviously, my life isn’t complete disaster. You know, I’m able to point to instances where I had a tough decision and I reasoned it out and I made the best decision I could. There’s something kind of releasing about that, I guess, in a way, in that we all just make the best decisions we can in the moments that we’re presented them, and then you hope you’re okay to live with whatever the consequences of that. But if we are all just making the best decisions in the moment, what else can we be expected to to do? Right, right, right.

Ben Peeler: That we only get sort of, you know, we only get one moment at a time and we can use our past decisions, our past moments to help make this one. But, you know, time only moves in one direction and you’ve got to make a decision. Not making a decision is a decision. Yes. Um, and so, you know, sort of accepting that and accepting that a decision has to be made and that thinking about, okay, now that I know that I have to make a decision, let’s make it is, I think, like you said, freeing.

Sharon Cline: I mean, it’s so interesting because like you said, there’s this balance between being such a feeling person, you know, and living in the world of feelings, but then also, uh, detaching from feelings and using what you know intellectually to guide people. You have a lot of hats you wear.

Ben Peeler: I suppose. Yeah. There’s, um, you know, like, like anybody else, you know, I can get I can, um, you know, get excited, get mad, you know, whatever. I’m certainly not, you know, a robot, a robot. Yeah.

Sharon Cline: That’s good to know.

Ben Peeler: But, um, yeah, it’s all about, I think. Knowing, you know, through experience or intuition what hat you need to wear in that moment. Sometimes you know, your client just needs to just needs to yell or they just need to, you know, be angry for a little bit. And at that point, you know, nothing I learned in law school is helpful. They don’t need to know about, you know, the personal jurisdiction question or the Erie Doctrine or anything. They don’t need to know about that. They just, you know, they need to to have someone who can listen to them and say, okay, let’s fix it. And then sometimes they come to you and say, okay, you know, I’ve been sued. Here’s what’s going on. You say, all right, this is a classic case where, you know, we need to make a standing argument. Here’s the things that I need from you. It’s it’s all about, you know, having the experience and the intuition to know what hat you need to wear when.

Sharon Cline: Wow. Been your job or profession, I should say is really fascinating to me, and I’m excited to chat with you again at some point as we get further into the notion of intellectual property and AI and all of the advancements that seem to be happening even as we’re sitting here having this conversation, you know, um, that the world is moving so fast in a certain way, and to get the law to keep up with it is is challenging. But as as time goes on, I imagine we’ll be making more precedences regarding.

Ben Peeler: Absolutely. That. Absolutely. There’s that’s something that I actually write about a lot on our firm website. Um. Com has a section for blogs, and I have a one that I keep try to keep active. Um, where I discuss developments and things like, uh, the Copyright Office allowing AI art and how they handle that, or the patent office and how they handle patents that were drafted by AI or involve AI.

Sharon Cline: Good lord. Okay. I just before we go, I wanted to ask you if you’ve heard about this. There’s a program that is an AI program that if I were to type up a bunch of notes from a lecture. I can upload all of those notes, and it gets translated into podcast form, where two people are speaking and they’re explaining in a conversation style the notes that someone took off.

Ben Peeler: That’s freaky.

Sharon Cline: It is. I’m just like, where? Where do we go from here? I just can’t my brain cannot keep up. But it sounds amazing because it’s spoken. It’s not told in like a dry way. It’s almost like you’re just listening to a conversation and you can learn in a different way. Yeah, well.

Ben Peeler: It reminds me of, like, Blade Runner, where at some point you’ll have, you know, the AI summary, you have a lecture and then you have the AI make a summary of it, and then you upload that summary to the podcast AI format. Yeah. Format. And then you have another AI digested and summarized that it’s like you have the computers talking to the computers.

Sharon Cline: And making a movie out of it. Oh, Lord. It’ll be so fascinating to to observe. We’re in a very interesting time right now.

Ben Peeler: Oh, absolutely. I’m a I’m a big sci fi guy. And, um, you know, there are all these questions that get asked about, you know, our place in a world with AI and computers. And, you know, what does it mean to be alive? We I could talk for an hour.

Sharon Cline: I know right about that. Well, I want to thank you so much for coming to the studio. It was somewhat of a last minute addition into my my fearless formula world, but I’m so grateful to have had a moment to chit chat with you, because on the times that I see you, we’re usually very distracted and surrounded by lots of people. So anytime I get a moment of one on one here in the studio and get to ask some deeper questions, I really feel like I get to understand someone a little bit better. And so thank you for being so generous.

Ben Peeler: Absolutely. I had a phenomenal time. Thank you again for having me.

Sharon Cline: Of course, if anyone wanted to get in touch with you, how could they do that?

Ben Peeler: Sure. So, um, you can call our. I work at the. As I said, at the Flint, Connelly and Walker firm in downtown canton. You could give us a call at (770) 720-4411. You can shoot me an email at BPR at law firm.com. Um, or just look me up on the web. Um, I think you can find me there. I don’t I don’t do a whole lot of social media stuff. Just never been my thing. But, um. Yeah, those those are the. Or just call our office and and ask for me, and I’m helping. I’m happy to, you know, help any way I can.

Sharon Cline: Well, Ben Peeler, thank you so much for coming to the studio today. Yeah.

Ben Peeler: Thank you Sharon.

Sharon Cline: Sure. And thank you all for listening to Fearless Formula here on Business RadioX. And again, this is Sharon Cline reminding you with knowledge and understanding we can all have our own fearless formula. Have a great day.

 

Paul Zanardo, Zanardo Dezignz, Beau Billington, The Free Agent, and Mitesh Patel, Blue Sky Law

September 30, 2024 by John Ray

Paul Zanardo, Zanardo Dezignz, Beau Billington, The Free Agent, and Mitesh Patel, Blue Sky Law on ProfitSense with Host Bill McDermott
North Fulton Studio
Paul Zanardo, Zanardo Dezignz, Beau Billington, The Free Agent, and Mitesh Patel, Blue Sky Law
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Paul Zanardo, Zanardo Dezignz, Beau Billington, The Free Agent, and Mitesh Patel, Blue Sky Law on ProfitSense with Host Bill McDermott

Paul Zanardo, Zanardo Dezignz, Beau Billington, The Free Agent, and Mitesh Patel, Blue Sky Law (ProfitSense with Bill McDermott, Episode 62)

In this episode of ProfitSense, host Bill McDermott talks with three distinguished guests—Paul Zanardo, Beau Billington, and Mitesh Patel—about the strategies behind marketing, the value of fractional executives, and the essentials of business exits. Paul Zanardo, Zanardo Dezignz, discusses misconceptions in marketing and the importance of organic growth over paid ads. Beau Billington, The Free Agent, elaborates on the role and benefits of fractional executives in business. Mitesh Patel, Blue Sky Law, covers critical facets of preparing for a business exit, such as legal audits and maximizing company value. 

Bill McDermott concludes the show with an insightful comparison between financial planners and business exit planners, emphasizing the significance of both for entrepreneurs.

ProfitSense with Bill McDermott is sponsored and presented by Bill McDermott, The Profitability Coach, and the show is produced by John Ray and the North Fulton affiliate of Business RadioX® in Alpharetta.

Paul Zanardo, Zanardo Dezignz

Paul Zanardo, Zanardo Dezignz, on ProfitSense with host Bill McDermott
Paul Zanardo, Zanardo Dezignz

Paul Zanardo is the CEO and Founder of Zanardo Dezignz.

Paul Zanardo’s background of over 25 years was in sales and marketing. He turned his attention to entrepreneurship in the early 2000’s. While studying website design and earning his degree in graphic design, he opened Zanardo Dezignz in the same year of 2015. Zanardo Dezignz has grown into an award-winning, nationwide marketing communications agency with locations in Alpharetta and Lawrenceville, GA.

Zanardo Dezignz exists to honor God by partnering with business service providers on website design, hosting services, SEO, graphic design, & digital marketing, achieving the highest reputations online.

Paul was named Solopreneur of the Year by the Greater North Fulton Chamber of Commerce in 2024.

Website | LinkedIn |  Instagram | Facebook | X (Twitter) | TikTok | Paul’s LinkedIn

Beau Billington, The Free Agent

Beau Billington, The Free Agent, on ProfitSense with Host Bill McDermott
Beau Billington, The Free Agent

Beau Billington is the Founder of The Free Agent.

The Free Agent helps companies hire above their weight class, helping them unlock that next level of growth by providing access to vetted and battle-tested experts. They deliver interim, fractional and strategic leadership to plan, scale, and grow your business.

The Free Agent provides access to a vetted bench of battle-tested experts that work directly with technology companies in hyper-growth. Their experts have backgrounds in sales, marketing, technology, product, operations, and finance and are available on a fractional, interim, or full-time basis. Simply put, they provide the right strategic expertise at precisely the right time in order to accelerate results.

Their Core Values:

  • Open and Honest (Transparent)
  • Own the Outcome, Either Positive or Negative (Accountable)
  • Clear and Quick Communication (Responsive)
  • Intimately Understand our Customers Needs (Inquisitive)
  • In the Trenches with Customers and Employees alike (Dependable)

Website | LinkedIn | Beau’s LinkedIn

Mitesh Patel, Blue Sky Law

Mitesh Patel, Blue Sky Law, on ProfitSense with Host Bill McDermott
Mitesh Patel, Blue Sky Law

Mitesh Patel is Founder and Principal of Blue Sky Law.

Blue Sky Law is a boutique law firm focused solely on middle-market, privately held companies. Blue Sky Law is armed with experienced attorneys from diverse work backgrounds, and its specialties include mergers & acquisitions, employment disputes and counseling, corporate law, business disputes, contract disputes, general litigation, and real estate transactions and disputes.

Blue Sky Law’s attorneys have decades of combined experience in handling legal business-related matters for their corporate clients, which matters include buying and selling of businesses, creating partnership agreements and contracts, buying and selling commercial real estate, filing and defending lawsuits on behalf of our corporate clients, including partnership disputes, noncompete and trade secret disputes, landlord and tenant disputes, and all types of breach of contract suits.

From entities to acquisitions to disputes, Blue Sky Law knows that the devil is in the details when it comes to navigating business law. They learn the intricacies of your business and offer flexible and individualized service. As former business owners themselves, Blue Sky Law’s attorneys understand that business owners face a complex, ever-changing legal landscape.

Website | LinkedIn | Instagram | Facebook | YouTube | Mitesh’s LinkedIn

Topics Discussed in this Episode

00:00 Welcome to ProfitSense
00:44 Meet the Guests: Paul Zanardo, Beau Billington, and Mitesh Patel
01:00 Paul Zanardo on Marketing Misconceptions
02:17 The Importance of SEO and Online Reputation
06:37 Challenges with WordPress and Ethical Marketing
11:09 Introduction to Beau Billington and The Free Agent
11:24 Understanding Fractional Executives
12:38 The Origin Story of The Free Agent
14:22 Product Market Fit and Business Growth
16:31 When to Leverage Fractional vs. Full-Time Resources
19:44 Current Market Trends and Future Outlook
21:51 Introduction to Mitesh Patel and Blue Sky Law
22:17 Preparing for Business Exit: When and How
25:22 Maximizing Business Value: Key Strategies
26:59 Understanding Legal Audits for Businesses
33:36 Tax Credits and Deductions for Manufacturers
36:57 Finding the Right Attorney for Your Business
39:40 Bill McDermott’s Commentary: Financial Planner vs. Business Exit Planner
42:15 Conclusion and Final Thoughts

About ProfitSense and Your Host, Bill McDermott

Bill McDermott
Bill McDermott

ProfitSense with Bill McDermott dives into the stories behind some of Atlanta’s successful businesses and business owners and the professionals that advise them. This show helps local business leaders get the word out about the important work they’re doing to serve their market, their community, and their profession.

Follow this link to find the show archive.

The show is presented by The Profitability Coach. The Profitability Coach helps business owners improve cash flow and profitability, find financing, break through barriers to expansion, and financially prepare to exit their business.

Bill McDermott is the Founder and CEO of The Profitability Coach. When business owners want to increase their profitability, they don’t have the expertise to know where to start or what to do. Bill leverages his knowledge and relationships from 32 years as a banker to identify the hurdles getting in the way and create a plan to deliver profitability they never thought possible.

Bill currently serves as Treasurer for the Atlanta Executive Forum and has held previous positions as a board member for the Kennesaw State University Entrepreneurship Center, Gwinnett Habitat for Humanity, and Treasurer for CEO NetWeavers. Bill is a graduate of Wake Forest University, and he and his wife, Martha, have called Atlanta home for over 40 years. Outside of work, Bill enjoys golf, traveling, and gardening.

Connect with Bill on LinkedIn and Instagram and follow The Profitability Coach on LinkedIn.

Tagged With: Beau Billington, Bill McDermott, Blue Sky Law, fractional executives, Mitesh Patel, Paul Zanardo, ProfitSense, ProfitSense with Bill McDermott, The Free Agent, The Profitability Coach, Zanardo Dezignz, Zanardo Dezignz LLC

Tussle: The Game-Changing Gear for Women in Fight Fitness

September 27, 2024 by angishields

WIM-Tussle-Feature
Women in Motion
Tussle: The Game-Changing Gear for Women in Fight Fitness
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On today’s Women in Motion, Lee Kantor is joined by Cary Williams, founder of Tussle, a fight fitness gear company for women. Cary shares her journey of opening her first boxing gym without prior experience, navigating the 2008 financial crisis, and eventually pivoting to create specialized gear for women. She emphasizes the importance of identifying market gaps and resilience in entrepreneurship. The episode highlights her partnership with WBEC-West and her plans for Tussle’s future, including a test partnership with Dick’s Sporting Goods.

Tussle-logo

Tussle is a woman owned and operated company in the USA. They are the only woman owned USA company that specializes in women’s fight gear.

Cary-WilliamsFounder Cary Williams has been in the boxing & fitness space for over 25 years as a fighter, Olympic level coach, gym chain owner, educator and presenter. She has trained and worked with tens of thousands of individuals in the realm of boxing.

Connect with Cary on LinkedIn and follow Tussle on Facebook.

Music Provided by M PATH MUSIC

Transcript-iconThis transcript is machine transcribed by Sonix

 

TRANSCRIPT

Intro: Broadcasting live from the Business RadioX studios, it’s time for Women in Motion. Brought to you by WBEC-West. Join forces. Succeed together. Now, here’s your host.

Lee Kantor: Lee Kantor here. Another episode of Women in Motion and this is going to be a good one. But before we get started, it’s important to recognize our sponsor, WBEC-West. Without them, we couldn’t be sharing these important stories. Today on Women in Motion, we have Cary Williams with Tussle. Welcome.

Cary Williams: Well, hello. Nice to get on here with you and chat.

Lee Kantor: Well, I am so excited to learn what you’re up to. Tell us about Tussle.

Cary Williams: Yes. Well, Tussle is a fight fitness gear company, and we specialize in women’s gear. So, we’re talking about athletes and non-athletes. So, you know, we’ve got gals that do boxing, kickboxing, Muay Thai, MMA, but they also do these activities for fitness. And so, we specialize in making their gear, well that it fits. We’re not doing a shrink it and pink it with it. We are actually form-fitting gear to fit them, and it looks amazing as well.

Lee Kantor: So, what’s your backstory? How’d you get involved in this line of work?

Cary Williams: Yes. So, about 26 years ago, I guess, I opened my first boxing and fitness gym. So, this was way before boxing and fitness kind of went together in the same sentence. And you would either go to a boxing gym to learn how to be a fighter, or you would do Tae Bo at home. So, I opened a- you know, it was kind of a pioneer back then and offering boxing for the everyday person that wanted to learn the skill set but didn’t want to get punched in the face. And I ended up growing that gym to three locations. I did not have any boxing experience before I dove into that. I didn’t have any business experience. I don’t have a business degree. So, you know, it was kind of I ended up becoming a fighter in an Olympic level coach throughout the years. So, it’s kind of a little bit of a backwards story, I would say, because usually you’re an athlete, a coach, and then you open a gym, but that’s, you know, the- that’s kind of the beginnings of everything.

Lee Kantor: So, what attracted you to boxing and fighting?

Cary Williams: Well, I was raised by my father, and I remember watching boxing with him being a youngster. But what had happened was when I graduated from college with my Environmental Science degree, I had a friend who was a boxer at the time. And I remember him talking about how people would come into the boxing gym, and they’d want to learn how to box, but they didn’t want to be fighters, and they never- you know, the trainers would say, “Well, you know, you’re going to- we’re not going to work with you because you don’t want to fight.”

And I just kind of thought, well, maybe that’s an opportunity to jump on. And I started thinking about what could I do? How could I open a business that is something no one’s done before? And that’s kind of what struck me was this, you know, kind of it was a gap in the market, really, something that hadn’t been done, and there was a need for it. So, I decided to hire him as my head trainer, and I put together a business plan. Back then, we didn’t have Google, so I bought a Business Plan for Dummies book. And I wrote up a business plan, and I set up an appointment with a banker at Bank of America. I did a lot of research on SBA and all of that, and I was able to land a $40,000 SBA loan, which he called a feel-good loan because I didn’t have any collateral or experience. And then, I kind of just took off running with that.

Lee Kantor: Now, were you initially targeting men, or was it men and women? Like, how did kind of the concept evolve?

Cary Williams: You know, initially, because there weren’t really any women that were doing boxing or really wanting to do any boxing, I really focused on everybody. So, you know, the thing is you kind of go into that guerrilla marketing state where we didn’t have, like I said, Google. So, we didn’t have social media, obviously. The field was very different as far as how you marketed. So, I would print up fliers, I’d go to local events, boxing events and pass out fliers. And I started actually get some press. So, I started to learn very quickly that I was a bit of an anomaly in that kind of arena. So, I wrote some press releases, sent out to the local press and was able to get some great articles on, you know, this woman opening a boxing gym in Sacramento, California. And that really did the trick. You know, getting that press really catapulted the business. So, yeah, you know, these are the things you do is kind of boots on the ground.

Lee Kantor: So, the boots on the ground, you’re just looking for people to come in and join, right? Like you didn’t care, man, woman. It was- you were just trying to get members at that point.

Cary Williams: Just getting members. You know, back then, I didn’t really think about, “Oh, we’re going to just cater to men or just cater to women.” It wasn’t even a thought in my head. It was just getting people in that wanted to learn but wanted to do it more for a workout. But we did start- because I am a woman, obviously, we did start to see more women coming in because, you know, if they see an article of this woman opening a boxing gym, immediately it’s, you know, female-friendly and, you know, I can come in, I can learn self-defense, I can feel comfortable, I could feel safe, you know, all of these things. So, we definitely started seeing a lot more women come in. And I’d say, you know, in the beginning it may have been about 20% women, which back then for a boxing gym was pretty high.

Lee Kantor: Yeah, I would imagine. And then, would it be that the woman is coming, like you mentioned, “Oh, I’m going to work out. But I’ll also learn self-defense.” Like, was- like how important was self-defense in kind of the marketing and the positioning of the service?

Cary Williams: You know, initially, I think that a lot of women did come in for that, but once they figured out that, “Wow, this is a great workout. My body’s changing,” then they saw more benefits to it. And then, what ended up happening, you know, like, over the years, maybe the first few years, we started to be a bit more fitness focused. And then, people were coming in for the fitness aspect of it. You know, we had- I actually created the first, what we call, boxing camps. You know, everybody says boot camp. There’s a camp kind of put on to everything. But back then, there really weren’t things like that. And so, I created these four-week boxing camps. And so, you know, we did the weights and measurements. We did nutritional guides. You know, there was a set time. They came in for four weeks, and so they could really see the changes and the progress. So, they would then start coming in more for the fitness side of it. And then, they would end up staying, not even because of the fitness part of it, but because they were learning this amazing sport, appreciating the sport, and it was challenging, and they started to kind of fall in love with that and the community that, you know, we were building throughout the gyms.

Lee Kantor: And this is a great example for our listeners that are entrepreneurs. At first, you’re just trying to see what works, right? Like everything’s kind of an experiment, and you’re doing different things, and you’re trying different things. And then, where you finding yourself, “Okay, this is working, let’s do more of this,” “This is not working. Let’s not do that,” like, is that how it, kind of, over the years, kind of fleshed out to what it is?

Cary Williams: Yeah, I believe those, and I don’t own any gyms anymore which, you know, we’ll get to Tussle because Tussle is a gear company. But over the years of those gyms, you definitely- you know, I had a lot of people going, “oh, you should add in kickboxing. You should add in yoga. You should add in, you know, all sorts of things.” But I stayed really true to, you know, what it was and what I started as, which, you know, there’s like two sides of that coin, right? There’s one part where you kind of stay the course, but then the other side, when you’re doing your marketing and figuring out what customers are coming in and what they’re wanting, then you have to be pliable. So, you know, you kind of have to shut the noise out of people telling you what you should be doing and listen to what’s actually happening in your space.

Lee Kantor: So, then, you kind of rode that wave for quite some time. You got to the point where you were franchising the concept.

Cary Williams: Yes, I started franchising the concept in 2007. And I ended up getting, you know, lots of loans because in California it’s extremely expensive to franchise, and I didn’t have any partners or anything. So, took out a bunch of loans, started franchising. I sold my first franchise. I had a couple of area development agreements that were in line to be signed. And by 2008, all of that changed.

Lee Kantor: Yeah. 2008, for those who weren’t paying attention, there was a little bit of a financial crisis.

Cary Williams: Yeah. So, when the housing market crashed, it crashed my company. You know, when you have agreements that are ready to be signed and you have folks that are ready to open up, you know, 20 gyms in Spain or whatever, and then the bank pulls back financing for that individual, then that goes away for you. You know, our company was impacted a lot by the housing market crash. So, what ended up happening was I had to close the franchise company. I ended up keeping three of my gyms open and went through some other things personally. And within a couple of years, I decided to move to Santa Monica, California from Sacramento. And I let my managers, at the time, run the gyms. And then I just opened a small studio in Santa Monica that was more of a one-woman show at that point.

Lee Kantor: And then, now, with all this experience in the space, you decided to kind of go into the clothing and apparel line.

Cary Williams: Well, I decided to go into the gear-

Lee Kantor: Gear?

Cary Williams: – line? Yeah.

Lee Kantor: So, that’s-.

Cary Williams: So, we do have apparel though, too. But what happened was- so, I’ll try to skip forward. My story is a little long, but what happened was when I had my studio in Santa Monica, I started to work with a lot of trainers. And so, I had a certification program. So, I started certifying trainers to teach boxing. It’s kind of to where you get to a point where you’re gaining such a skill set in one thing, and you want to pass it down to somebody else to also do that. So, I started training trainers. I started traveling around the country, universities and gyms and kind of, you know, training up all of these amazing fitness people to be able to teach boxing, because boxing started to become very popular in the fitness space and it’s continuing to grow.

So, I started doing that. And I was at a trade show last year, which is the IDEA World Convention. If you’re in the fitness space, you’re familiar with it. And I had these gloves that I had created for the programing that I was, you know, certifying trainers for, which was a boxing and a weightlifting program. And I had created these special gloves you could box with, and you could lift weights with. And I had those out in my booth, not really paying any attention to- you know, it wasn’t my focus of selling the product; it was more of the service. And I had a buyer from TJ Maxx approached me and asked if they could put in an order for my gloves.

Lee Kantor: It’s that simple, folks, right?

Cary Williams: Oh, boy. If only, right?

Lee Kantor: It just took, what, 25 years to be an overnight success.

Cary Williams: And still working on it. So, you know, that had happened. And it really kind of hit me. I thought, “Well, maybe I should change direction and focus on product. I have these amazing gloves that are the only glove like it in the market. And I just had a buyer of a huge retail company come up and want to put an order in for them. So, maybe that’s where my focus should go.” So, I sat on that for a few months, and I really thought out, what do- you know if I’m going to do product, what is my focus? You know, where should it be at? What population do I want to serve? And for me, it’s girls and women, and that’s for a lot of reasons. I mean, I’m a woman but also because in our space, there aren’t any companies that are really specifically making gear that fits us. And I thought, well, that’s where I’m going. I’m going to start a fight gear company and it’s going to be really for girls and women. And I came up with Tussle, created the logo, I started designing the website and it just kind of blossomed into this whole new thing. And I launched it in January 2024.

Lee Kantor: And here we are. We’re, what? Six-seven months in? What’s it- are you getting traction? Are you getting more and more orders? Is it- is the marketplace kind of embracing this?

Cary Williams: Yes, all three. We’re definitely getting more orders in. The market’s definitely embracing the- the gals who are in this space are really excited about it. We don’t just do boxing gear. So, we do, you know, Muay Thai gear, MMA gear. You know, pretty much all the fight gear you could think of, specifically for girls and women. And our hybrid glove, which is my patent-pending glove, is kind of a superstar of, you know, our line. I had a meeting with Dick’s Sporting Goods in March, which, first of all, was, you know, quite a feat to get that meeting. And we’re going to do a test in 25 of their stores.

Lee Kantor: Wow. That is an amazing success story. And it shows you a lot of lessons in that. And you touched upon one of them is when you start kind of going deep in one niche, you become kind of a subject matter expert and understand some of the nuances that maybe somebody who has more of a generalist understanding of things doesn’t appreciate. But because you went deep, you saw there was a space for what you have to offer.

Cary Williams: Yeah, I truly believe that. I think if you’re, you know, looking at what you- you know, maybe you want to be an entrepreneur or maybe you are already and really kind of figuring out in your space, where is there a gap? You know, we have to fill the gaps. We have to find the problem, and we have to create a solution. And, you know, that’s really, you know, what Tussle is. So, for any entrepreneur out there, that’s how you start it, right? What’s the problem? Where’s the solution? And how do I create that solution? And then, actually, let people know about what I’m offering. You know, that’s always the big hurdle.

Lee Kantor: Yeah. There’s lots of hurdles. There’s not just one hurdle. It seems at every turn, there’s another hurdle.

Cary Williams: Absolutely.

Lee Kantor: That’s why being an entrepreneur is not for the faint of heart.

Cary Williams: No, no, you have to be a risk taker. Big time risk taker, right? You have to be diligent. You have to have a mind of steel. Meaning you’re going to hear a lot of nos, and you’re going to get a lot of non-responding emails, calls. You know, a lot of that’s going to happen. And honestly, it does get discouraging. I’m not going to, you know, sugarcoat it. I’m not going to say, you know, “Oh, I have a strong mind. Therefore, it’s not hard,” or “Therefore I’m not discouraged,” because that does happen. I think it happens to every entrepreneur. But you know, the one thing that I have learned over all these years as an entrepreneur is that even when things seem like they’re not moving forward, if you’re diligent and you’re working every day toward your goal, they are moving forward. You’re just not seeing it yet.

Lee Kantor: Exactly. And that’s one of those things where- and I’m sure in the ring, it’s the same thing, right? You got to do the work every day. And then, it- you’re betting it’s going to pay off over time, you know, when it matters. And then, you might not see the benefit that minute but, you know, when the bell rings and you can still stand up and go, that’s where that is paying off.

Cary Williams: Exactly. All the hard work, all the early mornings, the bumps and the bruises, you know, all those things. Yeah. I mean when you’re in the thick of it in training for boxing or any, you know, combat sport, you’re just day in and day out doing the same thing, doing the same thing. You’re not seeing that end result yet. And then, when you step in there for competition, then it all kind of comes together.

Lee Kantor: Now, why was it important for you to become part of the WBEC-West community? Because it sounds like a lot of your work has been kind of as the solo founder of things.

Cary Williams: Yeah. Well, you know, I felt like WBEC-West really gave me a lot of different opportunities and continues to do that. You know, when they send out emails, their emails are full- chockful of great information, great opportunities. I never want to miss one of their emails because, you know, it’s- there’s always something in there. And, you know, becoming a certified woman-owned business that was- you know, it’s a tough thing to go through as far as you know, there’s lots of different hoops to jump through, lots of, you know, paperwork and those things. And they were just really, really helpful and made that process a lot easier for me. So yeah, I’m really glad to be a part of them.

Lee Kantor: So, what’s next for Tussle? You mentioned some deals with, you know, large stores and retail establishments. What else is on the roadmap as you move forward?

Cary Williams: Yes. We’re building our athlete teams. So, we have a couple of gals who are affiliates with Tussle that are at the Olympics right now. So, we’re, you know, really building our community just so that we can really spread the word, and so that all girls and women who are in this space, they know that we’re here and we’re there for them. And that’s really important to us. I mean, it’s, you know, really why I started the brand and the company, you know, not only just to give them what they need, but also support them in all of their journeys. So, you know, we’re continuing to do that. We’ll continue with Dick’s. We’re testing in 25 stores. So, I know it’s going to do extremely well. So, we’ll be getting into all their stores at some point and that’ll be a big endeavor. So, yeah, just continuing to push forward.

Lee Kantor: So, if somebody wants to check out the gear, what’s the website? What’s the best way to connect with you all?

Cary Williams: Yes. It’s tusslegear.com. And our Instagram is also @tusslegear.

Lee Kantor: And that’s T-U-S-S-L-E-G-E-A-R dot com?

Cary Williams: Yes, correct.

Lee Kantor: Well, Cary, congratulations on all the success and the momentum. You’re doing such important work. And we appreciate you.

Cary Williams: Thank you. Thank you so much for having me on to share.

Lee Kantor: All right. This is Lee Kantor. We’ll see you all next time on Women in Motion.

 

Tagged With: Tussle

Jason Burchard with RootNote

September 20, 2024 by angishields

NBRX-RootNote-Feature
Nashville Business Radio
Jason Burchard with RootNote
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JasonBurchardJason Burchard is a co-founder at RootNote where they’re using data to help digital creators build better businesses.

Prior to jumping into the complex world of creator data, he co-founded one of the first equity-based investment firms that invests directly into creators, worked at a seed stage social impact venture capital firm in London, and consulted as a senior consultant at a Texas-based consultancy.

Jason holds a BSc in Civil Engineering from the University of Texas at Austin and MSc in Management from the London School of Economics and Political Science.

Connect with Jason on LinkedIn.

Transcript-iconThis transcript is machine transcribed by Sonix.

 

TRANSCRIPT

Intro: Broadcasting live from the Business RadioX studios in Nashville, Tennessee. It’s time for Nashville Business Radio. Now, here’s your host.

Stone Payton: Welcome to another exciting and informative edition of Nashville Business Radio. Stone Payton here with you this afternoon. You guys are in for a real treat. Please join me in welcoming back to the Business RadioX microphone with RootNote, Mr. Jason Burchard. How are you, man?

Jason Burchard: Stone, it’s great to great to talk to you. I’m doing well. Thank you. And thanks for having me back again. I know it’s been a minute since we last caught up.

Stone Payton: We have really been looking forward to this conversation. I was on the phone with my business partner earlier today, and I said, I’m going to get to visit with Jason, so I can’t wait to give him the full report on it. Jason, I got a ton of questions. I know we’re not going to get to them all, but I think a great place to start would be if you could kind of paint a picture for me in our listeners, mission, purpose. What is it that you and your team over there at RootNote are, are really out there trying to do for folks, man?

Jason Burchard: Yeah, I think at the broadest scale possible, we’re we’re aiming to make really analytics accessible to everyone. Um, we like to say that we’re building the consumer layer of analytics, really with the meaning that the world is digital now. Anyone can go out and build a global brand around, you know, content and commerce, and they’re relying on a lot of a lot of different platforms and products to do that. And they’re creating a ton of data, and they need to be able to use this information. But what we found over the years and working with a lot of creators is that this information really wasn’t made, uh, readily accessible or useful to kind of the demographic that are building these brands. So we really want to just simplify the process of business analytics. And, um, really for, for kind of, you know, the hundreds of millions of individuals that are out there building their brands online. And so, you know, that’s kind of the broad vision. And what that boils down to right now is we’ve effectively we’re building kind of what we call the future of business analytics for the sports media and entertainment space right now. And we’re going to end up kind of expanding beyond that. But, you know, right now we’re working with colleges, professional teams, talent agency brands to basically consolidate all of the data that they’re generating across all of their kind of we call it like owned and operated media or owned and operated content. And then also all of the, the, the content across the talent that they work with, whether those are athletes, collegiate or pro, um, creators, YouTubers, podcasters, and really help them use that information to go out and, you know, build better businesses and then also sell, um, as you know, the world kind of runs on data today, and a lot of people need access to that information. And it’s not always easy to get. So we’re, uh, we’re we’re working to reduce friction wherever we can when it comes to helping digital content creators and creative teams data.

Stone Payton: Well, you’re certainly singing my song, man. You know, I’m a part owner of a fairly successful media company. I gotta believe there’s a ton of data that we’re not even realizing we have available to us. We certainly are not knowing how to capitalize on it. Uh, good work if you can get it. It sounds like a very noble pursuit. What is the backstory, man? How in the world did you find yourself doing this kind of work for for these folks?

Jason Burchard: Yeah. Well, I’d say, um, by complete accident. Uh, so the first company we launched was effectively a venture fund where we were making direct investments into digital content creators. So, you know, the goal was to invest in a MrBeast before he was MrBeast and, you know, launched, uh, MrBeast burger and Feastables and this kind of whole kind of line of different chains. And, um, we just we weren’t working specifically with MrBeast to put that out there, but I like to use him as an example of what you can do once you’ve kind of built your your audience. Right, and you can start kind of building your own brand and productize and creating a lot of different lines And really, you know, we live in a world, as I mentioned, where anybody can do that. And so our initial business was effectively funding these individuals that were building these global brands around content. And what we learned very quickly was that data was just this massive hurdle to overcome. You know, we were working alongside the creators and their agents and managers and publishers and labels and kind of all of these different parties and realize just how complex this world was. Everybody needed access to the information. Nobody had that kind of full picture. And we actually realized that we couldn’t actually scale a financial product or an investment model without getting out there and kind of solving that data problem first. So that’s when we started exploring, you know, the first thing that you do when you’re you’re trying to solve a problem is you see if there’s something out there that does it for you.

Jason Burchard: You know, building a platform is certainly not the easiest solution. If there was something else out there to do it for us, we probably would have just done that. But, um, we realized that there wasn’t. And we also saw concurrently that there’s massive generation and demographic of people who are, you know, building their brands around content. They were launching podcasts as well now and radio shows and really kind of using it as a way to reach new audiences. And, you know, we saw that all kind of emerge during the pandemic. And really it hasn’t slowed down. So super excited to be in the software space now, solving what we believe to be a real and a really big problem for a lot of people out there. And we’re I think we’re ultimately really excited is that while we started specifically focused on the content space, we see this whole kind of shift in the way that people are advertising, reaching audiences by, you know, creating their own content, whether you’re a startup or an SMB. So we we see a lot of opportunity. We think that, you know, the content creators are a great place to start. But ultimately, um, you know, we want to be serving anybody, whether you’re an individual or a company that’s building a brand around your content.

Stone Payton: So what are you finding the most rewarding? What’s the most fun about the work these days for you?

Jason Burchard: I mean, so we, uh, we launched a series called I’m going to plug it, and then I’m going to plug it at the end to call hashtag trending by RootNote, where basically we just take a deep dive and look at the data across different creators and influencers. And it’s really fun for me to be able to use our product to do an analysis and learn something I didn’t know. Um, because I know that if I can do that, then our customers to and it’s just really fun. Um, we have a pretty wide demographic of, of early customers. So I’m learning a lot about different spaces field. You know, with college you’ve got nil going on, which is name, image and likeness. And, you know, helping athletes monetize now that they can do that. And on the pro side, you have this whole contingency of athletes that are becoming content creators. That’s really exciting to see. And then on the agency side, I think you’ve seen a lot of really innovative, um, you know, companies emerge and they’re looking for more data. And it’s because the brands are asking for it. And we’re seeing this trend where, um, you know, brands, they used to want to go out and partner with, you know, LeBron. And they still do. But they also want to partner with, you know, micro and nano influencers. And they’re kind of changing their strategy to work with a lot of different creators. It’s really interesting because it gives us an opportunity to help. And, you know, they’re creating new new revenue opportunities for these creators. And, um, so long answer to your question, but it’s just exciting to be building in a space that’s quickly evolving and changing. Um, and to be just to be a very, very, very small part of it right now.

Stone Payton: Well, let’s dive into the work a little bit. Maybe walk us through a use case. You don’t have to share, you know, specific names or anything if you don’t want to. But maybe I’m particularly interested actually in the early stages, but just kind of walk us through. I guess that’s the right term, a use case.

Jason Burchard: Yeah, absolutely. So, um, just got off the phone earlier today. Excuse me? A zoom call with a team. As a talent agency, they represent everyone from professional athletes to college athletes to now, even, um, some athletes that are still in high school. And, you know, the challenges that they have, these really large kind of rosters of of athletes who are, who are creating content and basically going out to land brand deals or marketing deals. And it’s really, really hard for these teams to keep track of all that data. Right. You’ve got, you know, dozens to hundreds of clients. They’re building their brands. They’re on multiple platforms across TikTok and YouTube and Instagram and email lists and Shopify stores. There are these really complex brands, and they’re managing a lot of them, and they need to have data at their fingertips. Right? So whenever you’re getting ready to go out and pitch, uh Business RadioX. To sponsor, you know, maybe your athlete or to jump in and sponsor like a content series or, you know, you’re getting your Business RadioX is ready to go out and you all are getting ready to pitch your next sponsor. You’ve got to have that data to back up kind of the narrative.

Jason Burchard: And, um, what we’re finding is that, you know, these these teams are still operating in a very manual, kind of one dimensional world of, you know, spreadsheets and then taking that and creating a deck. And then once that that data is out of date and it’s almost a I’d like to say it’s irrelevant by the time you’ve made it right, you’ve got more listeners, your audience is grown. So anyways, um, we help them roll all of that, uh, information across, you know, all of their different individual athletes into a unified place of truth. And then we’ve effectively built a sales enablement that makes it really easy. For example, Business RadioX, if you want to roll up your data and you want to go talk to your next partner or city when you launch into another city or, um, you know, to tell that story with data and to tell it in a way that was built for creators and creative teams opposed to data analysts. Because the reality is that everybody needs data now, which means everybody needs to be able to use data. And we found that’s kind of our sweet spot in helping teams at this point in time.

Stone Payton: So how does the whole speaking of sales, how does the sales and marketing thing work for a firm like yours? Is the work coming to you, or do you have to get out there and shake the trees a little bit? You know, just like we do in a lot of our listeners do.

Jason Burchard: Yeah. I mean, I think, you know, it’s for for us and I think pretty much for everyone right now, it’s finding the right balance between inbound and outbound. And, you know, we certainly have some some great partners coming in through referrals. But there’s also that that outbound effort of just hitting the pavement and, you know, sending those cold emails and telling people about what you’re doing. I think, you know, one of the challenges that everybody’s facing right now is just it’s getting harder and harder to reach the inboxes of people. And I don’t know about you, but I am completely inundated with, you know, AI generated emails from everybody. And it’s, you know, it’s hard it’s hard to reach your audience. And so I think, um, you have to be super, super, uh, focused and also just compelling in what your value proposition is and even just to get that attention. So, um, to answer your question, we’re doing a combination of inbound and outbound. And you know what we love doing. And it’s obviously what you all are doing is we create a lot of content ourselves. Um, we create content that informs, you know, our target audience whenever they’re ready to buy about different issues. So we actually have what we call a content library strategy, um, where we kind of, you know, generate the traffic to our website by creating a lot of content. And then our goal is to eventually turn, you know, some of those, um, readers when they’re ready over time into customers and advocates of what we’re building.

Stone Payton: So as you were making the transition to this world and deciding to take the deep dive in this direction. Did you have the benefit of one or more mentors to kind of help you navigate the way? Or is everything so far been built on your own, your own scar tissue and.

Jason Burchard: Yeah. Well, I’d say there’s definitely even even with some just brilliant mentors, there’s always going to be, I think, a lot of scar tissue. Um, whenever you’re building a company, because, as you know, I think no company is built the same. And it’s really hard to repeat anything. Um, so everything is, is a little bit different. But yeah, we’ve relied so much on, on just mentors and advisors to help us get through, you know, challenging and difficult times. And, um, you know, I think in friends as well, you know, I think one of the biggest challenges that I have is I’m a non-technical founder, you know, meaning that I don’t I don’t code, I don’t build the product. So, um, whenever we were initially finding our first, um, co-founders on the technical front, you know, the best resource that I had was my, you know, other founder friends who were technical, who were CTOs and CEOs who could say like, yeah, you really need to talk to this person. They would be a great co-founder and a great engineer and a great builder. And so, um, yeah, I mean, there’s I can say with 100% certainty that without friends, mentors and advisors, we certainly would not be where we are today. And, um, let alone even have, I think, a product off the ground at this point.

Stone Payton: I know in our arena, being the, uh, business talk media, that there are a lot of myths may be a strong word, but misconceptions, preconceived notions, some things that are a little off the mark. The the frame of reference people have for this platform and the methodology that can be applied. Uh, you know, sometimes it’s a little off the mark. So for us, we have to do a lot of education. Are there some common patterns or myths in your world where education or some other strategy is important early in those conversations.

Jason Burchard: Yeah, I mean, absolutely. I think whenever you’re building a product that kind of, um, like looks at data in a new or novel way, um, there’s always going to be some, some education. Um, I think one of the, the myths that I hear a lot is a myth that you have to have, you know, a massive audience to be interesting or compelling to a brand or a partner. Um, I think what’s more important now than than ever before is that you can communicate that maybe you have a niche, right? Like maybe you only have 10,000 followers, but they’re incredibly engaged and passionate. And so I think those are some of the myths that we can kind of help dispel and really help highlight the, um, kind of the uniqueness of every individual creator, uh, is, you know, it’s like like we tell people, you don’t have to have a million followers to be interesting to a brand or a partner or similar. With a radio show, it’s more about you know, who those audience, who that audience is and, you know, really like what the, um, you know, finding the right partners, obviously, to reach out and connect them with your audience.

Jason Burchard: So, um, yeah. And then I mean, obviously, like, you know, as far as, like other kind of things that we have to deal with on, like the education front, like our space, as you know, is just it’s constantly changing. It’s like, um, you know, Twitter rebranded to X, and now Instagram has launched threads to compete with them. And then snap is starting to make a comeback. So there’s just a lot of questions in general about, you know, where do I have to be? What’s the platform. You know. And, you know, we’re having this conversation today and, you know, September 18th, 2024. And then the question is like, okay, well, what’s what’s the landscape going to look like in two years? Is TikTok going to even exist in the US? Um, you know, I’m not making a comment on that either way. I’m just saying there are a lot of questions because this landscape is just changing so quickly. Um, and will continue to change.

Stone Payton: What a great segue to my next question. What’s next for you guys? What are you seeing on the near and mid-term horizon?

Jason Burchard: Yeah. So for us, our priority is we’re moving from kind of our private beta phase to our public beta phase. So we’re actively out there and onboarding new customers and building our use case, and really just building product and working to make the product as good as we can. And you know, the best way to build a great product is to get great feedback. And the best way to get great feedback is to get a lot of people kind of telling you what they need. And so that’s what we’re focused on right now. And it’s been really exciting to just kind of grow. And you know, for us, you know, I keep running into to other startups kind of in like the consumer product goods space that are using influencers to get their first, you know, X dollars in sales. And so it’s just it’s really exciting to see this space continue to evolve. And as I mentioned, like to be a small part of it. So, um, yeah. And like I said, for for us, what’s next is continuing to build our, our, uh, you know, our customer base and go to market.

Stone Payton: So it sounds like you’ve got more than plenty on your plate. So I don’t know when or where or how you would find the time, but I’m going to ask anyway. Interests, passions. Pursuits. Hobbies outside the the scope of your work. Anything you have a tendency to nerd out about that’s not about this to kind of step away.

Jason Burchard: Yeah. No, it’s a great question. I’d say, um, unfortunately, I’m probably one of the, the, the more boring of, of our team members. But honestly, for, for me, you know, I like we love just getting out in nature and kind of recharging that way. Um, as I’m sure you do and can imagine, I spend most of my day, um, you know, on zoom calls or on the laptop. So, uh, for, for me, kind of, uh, the hobbies right now, I’d say are kind of getting out there and finding new, uh, new hiking trails to explore, um, with, uh, with my wife, but, um, yeah. And outside of that, you know, love traveling. Um, we try and get up and see a new place whenever we can. And the beautiful thing about having a kind of remote first company is that we do that. So.

Stone Payton: Oh, I like that phrase remote first company. Very nice. Well, I’m a little longer in the tooth than you, so I’m at a little different phase in, in my life. So I probably have a little bit more of that kind of time than, than you do. But I, I will say throughout my career, my observation was that I felt like if I gave myself I, you know, I called it white Space. Um, it stepped away periodically. One thing, a lot of times the company just did better if I’d get out of the way for a little while. But but also doing that, it really did allow me to recharge. And I feel like equipped me to serve the people I was trying to, to serve that much better. When I came back with those with those fresh batteries. I think it is important for a lot of entrepreneurs, isn’t it?

Jason Burchard: Yeah, I mean, I think it’s critical and I think everybody has their thing that kind of helps them recharge their battery. But the reality is that there are no there are no quick wins in this space. Um, you know, everything takes a while and you know what you may perceive as being a quick win that you read in the headline. There was a lot of work that went behind it. So. And it’s the same for creators, too, right? Yeah. Um, it’s you have to create a lot of content before that first post goes viral, and you really start building that audience to take off. So, uh, it’s it’s a long game. So, um, you know, you have to treat it like such. And you have I mean, it’s a lot of hard work. It doesn’t mean you can just, uh, do it for a while and hope that it’ll work. It requires the work as well. But I would certainly encourage everybody to make sure that they’re taking care of their, their mental health. Um, and they’re building a creator journey because it is a it’s a long road.

Stone Payton: Well, I really resonate with your your comments on that front. First of all, I think it’s marvelous counsel I was sharing with a young I’ll call him an aspiring entrepreneur. Just the other day and I just made it very clear to him. Yes, Business RadioX is a 20 year old overnight success story. Yeah. You know. Yeah.

Jason Burchard: Yeah.

Stone Payton: Uh, before we wrap, I’d love it if we could leave our listeners with a couple of of pro tips, whether some things to be looking about, reading, doing, not doing in, in this world that we’ve been describing or just in, in building and and scaling an organization. But let’s leave them with a little something that they can chew on and look, gang. You know, the number one pro tip, particularly if you’re at all interested and you very well should be around leveraging the data. You know, reach out to to Jason or someone on his team and start tapping into their work. But let’s give them a little something to chew on.

Jason Burchard: Okay. Um, yeah, it’s funny, and I wouldn’t say I’m a pro, but what I can definitely say is, if you’re building or creating, just keep your head down and focus on on what you’re doing. And don’t worry about the noise or the competitors. The reality is you’re going to see a lot of things that you you, you lose sleep over that really don’t matter or are inconsequential. All that matters is that you, you know, you build a great product. Talk to customers. You take their feedback and you put it back in the product and you just don’t stop. Um, that’s what I, you know, it’s like, don’t worry about the headlines or anything else that’s going on around you. Because if you do build a good product and you figure out the right distribution channels and the right partners to get it out to market. Um, you know, you’ll have something. So I’d say that’s kind of my my tip number one. Um, I’d say tip number two is, uh, don’t try and do it alone. Uh, you know, find find some great advisors or mentors if you’re trying to build a company as a solo founder. I can’t speak to that because I don’t have that experience. Everything I’ve done, I’ve always done with, with with partners. But, um, you know, it. It does take a village, and it certainly takes some co-founders, or at least some close advisors or mentors to help you get it off the ground. So I would say, um, build that network because times are going to get tough and it’s going to get hard. And the first thing that you’re going to want to do is ask somebody who has, you know, been there before you, because I guarantee you that while your situation may seem, uh unsurmountable or, uh, you know, like, maybe you may be facing it for the first time alone, um, the odds are that someone you know has probably gone through something similar, and they can probably help you out. So those would be my pro tips for anyone who’s kind of, at least in the phase of the journey that we’re in right now.

Stone Payton: Nicely said. Amen to both. All right. What’s the best way for people to learn more? Tap into your work. Let’s leave them with some coordinates.

Jason Burchard: Yeah, absolutely. Absolutely. Um, so you can find us at a ww.co.co. We’ve got a free trial going right now. So if you’re interested in what we’re building or would like to see a demo and easily schedule one online, or if you want to reach out to me directly, you can reach me at Jason at runoko. Um, if you if you mention that you heard about us on the, uh, Business RadioX podcast, we can give you an extended trial. Um, so certainly, uh, feel free to reach out. Um, also, please connect with me on LinkedIn. You’ll find me there. I’m at, uh, Jason Burchard on LinkedIn. And then lastly, if you’re interested in some of the analyzes that we’re running on, some of your favorite local sports, media and entertainment personalities, um, you can follow us at Hashtag Trending by. Net or actually go subscribe on LinkedIn to our weekly newsletter. So that was a lot, but we’re pretty easy to get Ahold of, so please don’t hesitate to reach out if you think you’d be helpful.

Stone Payton: Well, Jason, it has been an absolute delight having you on the broadcast this afternoon. Thank you for your insight, your perspective, your enthusiasm. Congratulations on the momentum. Keep up the good work. What you’re doing is having such an impact on so many and we sure appreciate you, man.

Jason Burchard: Well, we appreciate you, Stone. Thanks for giving us a platform to share more about what we’re doing.

Stone Payton: My pleasure. All right. Until next time. This is Stone Payton for our guest today, Jason Bouchard with RootNote and everyone here at the Business RadioX family saying, we’ll see you again on Nashville Business Radio.

 

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September 20, 2024 by angishields

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Fintech South 2024

September 13, 2024 by angishields

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Fintech South 2024, hosted by the Technology Association of Georgia (TAG), took place on Aug. 27-28 at the Woodruff Arts Center and Atlanta Symphony Hall. This year’s theme was “Fintech Lives Here!”

Larry WilliamsLarry Williams, President and CEO, Technology Association of Georgia

Connect with Larry on LinkedIn.

https://stats.businessradiox.com/40860.mp3

DOWNLOAD HERE

TRANSCRIPT

Intro: Broadcasting live from the Business RadioX studio in Atlanta, Georgia. It’s time for Atlanta Business Radio, brought to you by Kennesaw State University’s Executive MBA program, the accelerated degree program for working professionals looking to advance their career and enhance their leadership skills. And now, here’s your host.

Lee Kantor: Lee Kantor here, another episode of Atlanta Business Radio. So excited to be broadcasting live from the Woodruff Arts Center because we are here for Georgia Fintech South. And I’ve got with me today Larry Williams. He is the grand poobah of TAG Technology Association of Georgia. Welcome, Larry.

Larry Williams: Good morning Lee.

Lee Kantor: Well, Larry, do you mind sharing a little bit about TAG first and then we’ll get into Fintech South and why this event is so critical to the Atlanta ecosystem.

Larry Williams: Certainly TAG is the Technology Association of Georgia. We are 30,000 members strong, and we are really the place that nexus that brings together everything that is technology and innovation. So everybody that wants to be a part of this great prosperity that we’re experiencing in this state, that’s all driven by technology. They want to be a part of TAG.

Lee Kantor: And this is TAG’s 25th anniversary?

Larry Williams: This is our 25th anniversary. And we are super excited about what’s going on this year. And we’re also excited about the next 25.

Lee Kantor: So how has it you’ve been around for a minute? Tell us about kind of how you’ve seen the evolution of the technology ecosystem here in Atlanta, maybe from the early days to where it is now.

Larry Williams: You know, one thing that’s interesting, and Lee, you’ve heard me say this before, is I really do believe that Georgia is where technology meets the real world. So if we think about some of the things and, you know, historically that helped build this, you know, we got to go back to the Hayes Modem, Scientific Atlanta. All of these great companies that help build and really build a reputation, and a lot have been fueled by these great educational institutions that we have research institutions that help develop products and services that people have been able to commercialize and really affect the landscape of the technology globally. So that’s if we go back to the beginnings of it. But if we go through sort of a timeline, then we can look to things like cybersecurity, great innovations that came out that helped create great companies like ES, that’s now a part of IBM. And those functions still stay here in Georgia. Secureworks with became part of Dell, still still here, and then even Airwatch. Airwatch was the first mobile security application that the iPhone led onto its platform. With that and the partnership with AT&T mobility here in Atlanta, it’s the business.

Larry Williams: It’s the company that really put the BlackBerry out of business. If you remember the BlackBerry leaf. I know. And so there’s great stories. And I tell this because it’s like fintech. And while we’re here today, fintech, you know, we used to do the check processing here. And then we were part of the industry and the ecosystem that digitized that process that created this great transaction in fintech community that we have here today. And what’s important about this, Lee, and the way I tell it this way is because when it comes to the change in what I’ve seen over the last 25 years, Georgia has been a part of this evolution of technology and innovation every step of the way, and we’re going to continue to be a part of that for the next 25. But we didn’t just stand up and say, hey, we’re a fintech capital. We actually built every, um, every part of this industry. And as I say, you know, and with cybersecurity as well, we help build every layer of the onion. So we know how it’s built. And so we’re in a position to build the next phase as well.

Lee Kantor: And because and I don’t think you can really separate TAGs efforts in connecting everybody and having kind of this cohesive, uh, mosaic of different companies and different verticals within technology. Um, but you’ve fostered such a collaborative environment where people aren’t necessarily, you know, learning here at the great universities and leaving. We’re keeping a lot of the talent here, and then the talent wants to give back, and then they keep reinvesting in here. So it’s really kudos to you for creating that kind of environment that people want to stay after they’ve exited, and they want to help kind of build this and keep the momentum going for the next 25 years.

Larry Williams: Lee, it’s a great point. And, you know, one, our skyline has transformed. You drive through Midtown today. You really do see you know, it’s a technology skyline today. Um, and it is a great thing now people see opportunities here so they can stay here. The other part of that Lee, is there are so many people that have moved out of market that want to come home, and they want to come home. They, they they miss Atlanta. They miss Georgia. There are so many opportunities for them here now. And so even if they left and had to, you know, be young and be adventurous, they’re ready to come back home and be a part of this great community.

Lee Kantor: So now let’s talk a little bit about this conference. Um, how many years has it been since we’ve been doing fintech? I know we’ve been around since the beginning.

Larry Williams: Seventh. This is our seventh year.

Lee Kantor: Seventh year. Um, how have you seen kind of the fintech community evolve over this seven years? And, you know, with the pandemic mixed in the middle of that.

Larry Williams: You know, we’re 260 fintech companies in the community today. Um, it continues to grow. We are the place where people are, you know, moving their companies. They’re building their companies. The entrepreneurial community is is very strong. We’re also seeing there’s a lot more private equity venture capital that looks to our companies here that are growing up in Georgia as places to invest. So it’s the whole ecosystem about what makes it work. So there are large companies here. You know, we have the largest, uh, transaction processors in the world are based here. Um, we have a lot of the banks that are connected to it as well. And then we have the capital that are fueling the entrepreneurs. Um, and then also the education that’s so important for us, so proud that we helped create the Fintech Academy, uh, several years ago and that skyrocketing as well. But fintech continues to be strong. And it continues. You know, it’s a global industry for us here. And it touches everything. Trillions, trillions of dollars are processed through Georgia every day.

Lee Kantor: Yeah, it’s it’s mind boggling the amount of transactions that occur. Right. You know, right where we’re standing pretty much. That’s right. Now, um, for people who haven’t been to Fintech South. Can you share a little bit about what they can expect from an event like this?

Larry Williams: You know you can. It’s really about bringing people together. So there’s a lot of learning. The content that we have on the sTAGe is world class people talking about everything, about what’s now and what’s next in fintech. It’s about, you know, how that connection with cybersecurity privacy and making sure that we’re securing our transactions all the way up to the opportunities to have frictionless payments and make that process much more, um, much easier. Um, so you’re going to learn about all of that. You’re going to you’re going to see one of the most connected marketplaces that you can see, people that can come here and do business with each other. I love seeing people sit down and make deals. I was able to make some introductions last night. Uh, people that are really, uh, are excited about getting together and do business with each other, uh, mutually beneficial. And then you see great things. We. I had the honor of doing a fireside chat with Barry McCarthy. Yesterday we inducted him into the Georgia Fintech Hall of Fame. Such a great leader, someone. He’s the CEO of deluxe, but he has been a part of this ecosystem and has helped build every part and help really be a convener to really be to coalesce this fintech industry here. So there are all things like that, you know. Another highlight yesterday, Lee, is we did our innovation challenge and there was a great company that actually got a $25,000 award. And that’s cash and that’s a young company. And they’ll be able to grow fast because of that. You know, you talked about seven years. We’ve given almost half $1 million away on sTAGe at the Innovation Challenge now over the last seven years. So that’s really meaningful. One of the former recipients, I saw him yesterday and he said, Larry, we’re not for that $25,000. I wouldn’t be where we are today.

Lee Kantor: Yeah, the impact is real. Um. So what do you need more of? How can we help?

Larry Williams: What do we need more of? Hey, listen, it’s just if you’re not part of this great community, then come be a part of it. Come be a part of TAG. We do fintech, we do cybersecurity. We do all the industries and we do all the functions data governance, AI, quantum, all of this is part of our ecosystem. We need people to be plugged in. Let’s let’s get together. Let’s be a part of it. Let’s get involved with the things that we have now, or think of something creative that we can do in the future. And from you, Lee, just keep telling the great news and keep, uh, um, broadcasting what we’re doing, as well as what a lot of our members and partners are doing.

Lee Kantor: Well, Larry, thank you so much for sharing your story today, doing such important work. We appreciate you. Thank you. Lee. All right. This is Lee Kantor will be back in a few. At Fintech South.

Dr-Loretta-DanielsDr. Loretta Daniels, Interim Executive Director, Technology Association of Georgia’, TAG-Ed

Connect with Dr. Daniels on LinkedIn.

https://stats.businessradiox.com/40861.mp3

DOWNLOAD HERE

TRANSCRIPT

Intro: Broadcasting live from the Business RadioX studio in Atlanta, Georgia. It’s time for Atlanta Business Radio, brought to you by Kennesaw State University’s Executive MBA program, the accelerated degree program for working professionals looking to advance their career and enhance their leadership skills. And now, here’s your host.

Lee Kantor: Lee Kantor here, broadcasting live from the Woodruff Arts Center at Fintech South. So excited to be here. So excited to be talking to my next guest, Loretta Daniels, who’s the interim executive director of TAG Education Collaborative. Welcome.

Loretta Daniels: Thank you for having me.

Lee Kantor: Well, I’m so excited to learn what you’re up to. Tell us about the TAG Education Collaborative.

Loretta Daniels: Well, we are the charity side of TAG and we focus on providing workforce solutions in the tech workforce.

Lee Kantor: So so what is the kind of the day to day entail when you’re trying to accomplish such a big goal like that?

Loretta Daniels: Yeah. What we do is we take a comprehensive approach. We we take a look at how do we help Georgians get into the tech workforce. And we have programs like the registered Tech Apprenticeship program. We are the first in the state of Georgia for that program. It allows minorities, veterans, women, individuals who may have had a degree in social science or business now to get into tech jobs. So we put them through training. We work with employers. They actually hire them. It’s different from an internship program. This is a program where they’re hired as an employee. We put them through training for positions like software developer or cybersecurity analyst, those kind of jobs.

Lee Kantor: Now, we’ve heard so much about kind of the talent challenges that companies are having in all aspects of the technology industry and the technology industry has, I would imagine, an unemployment rate of like negative because there’s a lot more demand than there is supply in that. Is TAG helping kind of build up that pipeline even at the earlier ages? You know, maybe even elementary, middle school, high school level, or is it just something for adults after they’ve graduated?

Loretta Daniels: Good question. We focus on let’s get them ready now. And so we will have an internship program that we do have this program. It really develops those high schoolers, those 11th graders and 12th graders who are looking to get into the workforce. Our internship program is designed to say, here, let’s get you into a tech world. Let’s, you know, have you take a look at different tech positions, careers so that you can be geared up to go there?

Lee Kantor: Now, is there any initiatives that are kind of you mentioned some opportunities for minorities? Is there any initiatives for women, minorities, people who are big consumers of technology but maybe not have kind of self-selected out of technology as a career path.

Loretta Daniels: Yeah, we do that. We have a mentorship program that focuses on mid-level individuals who may want to go into the tech space or want to be advanced into the tech areas and leadership programs, but that registered apprenticeship program is designed specifically for that. Let’s target those women who may not have thought they’d ever be in a tech position, but now they are.

Lee Kantor: And then is one of the challenges finding like enterprise level partnerships, is that one of the things that you, you work with to create that collaboration between the company that needs the talent and this, you know, aspiring talent?

Loretta Daniels: Yeah, that’s a great question. That’s one of the biggest challenges because so many companies, they have a need to develop this talent pipeline, but there’s just not going to be enough of graduates in tech degrees to fill these positions. So it’s really working with those employers to let them know that TAG is here to help them to have this unique way of filling these jobs. And so that’s what we do. The biggest challenge is just letting them know that they don’t have to rely on those who have graduated with a tech degree. We have to be more strategic. We have to be more creative on how do we fill this talent pipeline. And so the biggest challenge is educating these employers now.

Lee Kantor: Or is this something where the employers are working with universities or maybe TAGged to create like certifications or like customized education that’s going to serve their pipeline specifically? I’ve seen in other industries where enterprise level companies partner with a university or create their own certifications to kind of get that person ready for a job at that company. Like, they’re kind of growing their own talent pool.

Loretta Daniels: Yeah. Um, I have a higher education background And so that was one of the major areas that industry would come in and partner with KSU to create certifications and even to take a look at the curriculum to make sure it was, you know, relevant for what they’re looking for. But for TAG, we create certification certifications as well. We partner with Skill Storm for upskilling and reskilling degrees, especially not degrees but certifications in AI because of the AI workforce. But we also have our own leadership and workforce development certifications that we create.

Lee Kantor: And then an enterprise level organization can come to you and say, hey, we’re interested in this, and together you can create a curriculum that maybe helps them with their specific talent pool, but also gets that person a skill that that is marketable.

Loretta Daniels: Exactly. Like for instance, we have two programs that we’ve developed, Pathways to leadership. It helps with those leaders to be able to lead in technology, lead in the areas. And we designed the curriculum based on what our corporate members said they needed in leadership. We also have a succession planning for tech leaders, because one of the best strategies to, you know, keeping your profit margins where you need them to be is to have people ready to go into leadership positions. 25% of the companies in the United States have a succession plan. That means there’s another 75% that don’t have succession plans.

Lee Kantor: That’s shocking. Yeah. Now, um, so when you’re working with an organization, can you share a little bit about what that looks like? Do they come to you with, hey, we have this challenge, how do we build a curriculum or do they have that kind of baked in? They’re just looking for you to kind of identify the aspiring talent. Like, how does kind of what does that look like when you’re working with TAG?

Loretta Daniels: Yeah. So it’s a couple of different approaches. So when we created our leadership development program, the PTL, we did find out from them. What are you looking for in a leader so that we can add that curriculum. And what works very well is we have industry leaders coming in and teaching portions of the class so that they are all, you know, there’s buy in from them, right?

Lee Kantor: So everybody’s on the same page. Exactly. Now, are you finding that more and more corporations are open to these kind of untraditional ways to learn, like, are they okay with, oh, this person’s got a TAG certification? I’m okay with that. They don’t necessarily have, you know, the Georgia Tech degree.

Loretta Daniels: Yeah, I call that that that degree pedigree. Right, right. But so many companies are getting away from that. They’re they’re waiving the degree requirements. And that’s where our apprenticeship program comes in. So. Well because we identify those talents for them. Because all these companies, at some point they’re going to have to take a look at waiving the degree requirements, because there’s just not enough individuals graduating with tech degrees to fill these positions now.

Lee Kantor: Are you finding the applicants or the prospective employees? Are they open to this path? Like, are they like, oh, this is great. This is it’s almost like a cheat code, right? Like I’m not having to go through that degree, but I’m still getting kind of these key learnings that are going to make me marketable.

Loretta Daniels: Yeah, that is a great point. And here’s what happens. As a as a result of that, not only are they open to it, but employers are seeing a higher retention rate. So individuals who are coming in without a tech degree getting the certifications, their retention rate for these employers are 88% and higher.

Lee Kantor: Wow. So what do you need more of? How can we help you?

Loretta Daniels: Well, we need more employers to be welcome, you know, to welcome these strategies of having us help them to solve their workforce problems, create a tech talent pipeline. Um, that’s how you can help us get those employers coming to us.

Lee Kantor: So how does Fintech South play into all of this?

Loretta Daniels: Well, you know, because in Fintech South we have so many companies being represented. We even have people here looking for positions. And so, you know, just getting the word out and sharing with our sponsors, sharing with our attendees that um, TAG is about, you know, taking care of those tech workforce pipelines.

Lee Kantor: And if somebody wants to connect with you or somebody on the team, what’s the coordinates?

Loretta Daniels: Just give me a call. You know, my email is Loretta at TAG online.org. And just ask for Doctor Loretta. And then.

Lee Kantor: Can they go to the website.

Loretta Daniels: TAG. They can always go to the website TAG online. It’s TAG ed online. Org and they can find us.

Lee Kantor: Well Loretta, thank you so much for sharing your story today. You’re doing such important work and we appreciate you.

Loretta Daniels: Thanks for having.

Lee Kantor: Me. All right. This is Lee Kantor. We’ll be back in a few. At Fintech South.

Laura-Gibson-LamotheLaura Gibson-Lamothe, Executive Director, Georgia Fintech Academy

Connect with Laura on LinkedIn.

https://stats.businessradiox.com/40862.mp3

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TRANSCRIPT

Intro: Broadcasting live from the Business RadioX studio in Atlanta, Georgia. It’s time for Atlanta Business Radio, brought to you by Kennesaw State University’s Executive MBA program, the accelerated degree program for working professionals looking to advance their career and enhance their leadership skills. And now, here’s your host.

Lee Kantor: Lee Kantor here, broadcasting live from the Woodruff Arts Center for Fintech South. One more time. This is the seventh year, I think, that we’ve been here broadcasting, and I’m so excited to be talking to our next guest, Laura Gibson-Lamothe. And she is the executive director with Georgia Fintech Academy. Welcome.

Laura Gibson-Lamothe: Thank you.

Lee Kantor: Well, I’m so excited to learn what you’re up to. Tell us about Georgia Fintech Academy. How are you serving folks?

Laura Gibson-Lamothe: Yeah, the Georgia Fintech Academy has been around since 2019. We are a academic talent development initiative within the state of Georgia. We support all 26 of the universities and colleges that exist underneath the university system of Georgia, and we provide a curriculum, a fintech curriculum. We also provide experiential learning opportunities, career development services. We do a podcast that’s co-hosted with students, and we pull students in from across the entire state. There’s currently 350,000 students enrolled across the state of Georgia, and 8000 of them we have reached with our fintech curriculum, which is pretty amazing.

Lee Kantor: Now, how did the kind of this idea. What was the genesis of the idea? Like who raised their hand and said, you know what, there should be a fintech academy. You know, that seems very niche. Yes.

Laura Gibson-Lamothe: Back in 2019, it was a combination of industry and academics in the room. The idea stemmed from the fact that Atlanta is and has become a major fintech hub recognized globally for the fintechs that we have in this space. And given the rapid growth economically here in the state of Georgia, the focus has also been on workforce development to support that, that growing demand.

Lee Kantor: So how how does it work? You have your own curriculum teaching fintech kind of skills that young people can get involved with and then learn. Or is it something where you’re partnering with the different education places to build a curriculum so that you’re always kind of teaching them the right things at the right time?

Laura Gibson-Lamothe: Yeah, that’s a good question. I like to I think I coined the term curriculum as a service. If not, I’m going to trademark that eventually in the future. That’s a.

Lee Kantor: Good one. Yes.

Laura Gibson-Lamothe: So what we do is we offer a core set of courses, and over the years that that core has grown. But we enable each university to offer a fintech degree of study. And so we have a variety of those 26 institutions that are on board with the curriculum. And they’ve built their own packages per se. Kennesaw state’s actually one that I would love to reference is an example of evolution of that curriculum. They first onboarded with just the core, so they were offering certificate in Fintech, but now they offer a master’s in digital financial technology, which all is supported through the accreditation process and the curriculum oversight by way of the Fintech Academy.

Lee Kantor: So it’s evolved from a certification to an actual degree. Yes, exactly. Wow. That’s I mean, is that unique in the country? It is.

Laura Gibson-Lamothe: Very unique. And I think from a fintech perspective, if you look at the the market for other universities offering this type of curriculum, it’s still, you know, early days. And so that’s actually drawn some appeal outside of the state of Georgia, you know, for other universities and organizations to to look at what successes we’ve had from a fintech curriculum development perspective.

Lee Kantor: So why is this event, Fintech South important to you in the organization? Yeah, it’s extremely important.

Laura Gibson-Lamothe: I feel like one of the things that we do really well is compliment the the in the classroom education with actual real world experiences. And there is none better than coming to an event hearing in real life. Um, experienced leaders talk about relevant themes and topics, uh, applied to the industry, and then also providing them a one stop access to a very broad network. Um, and today we have 35 students and a few faculty that are joining us from six different universities that we support, uh, Kennesaw State, University of Georgia, Georgia State University, Mercer, Morehouse. I think I covered them all. Oh, middle Georgia, um, University as well. Um, and those students have taken this opportunity by storm. Um, there’s there’s some, you know, institutions that are a little bit further out. So they have kind of band together to, to stay here locally for this event overnight. And they woke up extremely early this morning to make sure they’re connecting with people via the app and other channels so they can schedule in-person meetings at this event.

Lee Kantor: Now, is there any story you can share of a student that’s gone through the program and then was able to take their kind of career to a new level?

Laura Gibson-Lamothe: Yeah, one that I’m really proud about. Astrid, who is a graduate at Kennesaw State University. She is at Truist, and today she is at the Truist Booth in the Expo Hall. And I’ve had students full circle, full circle moment. Right. And I had students approach me and they were so excited. They were like, oh, she’s on the other side. Like she made it on the other side. And I’m like, wow, it’s funny to. And I’ve only been in this role for two years and I’ve already seen that, that cycle, um, uh, across the university system where there’s examples of that. But it’s really fulfilling to see these students look up to other students who have just more recently, you know, made it through, and then they’re now leading the way for the next generation of students coming through as well. So it’s kind of that reciprocated type of perspective for the both of them, thinking about what challenges that that younger student had to navigate to to get, you know, find their way through the industry and then those who have made it, I call them near peers to be able to be mentors for that next generation right there.

Lee Kantor: Showing them what’s possible. Yeah. So what do you need more of? How can we help?

Laura Gibson-Lamothe: Oh, I need everything. So all the things that I kind of outlined need support. So whether it be curriculum, we are constantly looking at evolving the curriculum. And the industry is evolving so fast. So for me coming to these events, I love hearing about some of the emerging trends and some new technology capabilities. And you guys know like AI is a hot topic. And so we’ve been really focused on generative generative AI and incorporating some of that in the curriculum because we’ve been so data science, um, AI and machine learning focused. But that’s just an example of like some of the aspects of the curriculum where we’re really looking to plug into industry to make sure that the training that we’re providing in the classroom is as relevant and current state as possible. The other side is, you know, the services that we offer for students. So we’re always looking for mentors and advisors. We have a mentorship program where we we sync based on background and an area of study for a student or, you know, an interest of a student with some mentors from the industry. And so the mentorship piece is really key for us. We do a speaker series, so twice a week, Monday and Wednesdays. Every night during each semester, we host an event, um, which is virtual because we want to provide accessibility across the university system, across the state of Georgia, where we have industry leaders come in and speak on certain themes and topics. And that one’s really cool because we get a lot of variety of the type of leaders that are willing to dedicate their time to just speak about various topics. And so we’re looking for those types of support mechanisms from the industry.

Lee Kantor: So how does somebody connect with the Academy?

Laura Gibson-Lamothe: Yes. So on our website Georgia Fintech Academy. Org forward slash volunteer. We actually have a volunteer form, which I’m really excited about, because that volunteer form kind of leads into I built like a CRM. I’m a techie in my background and my nature, so I love having solutions that really optimize process. Um, and so this volunteer form is really important because it’s a database that our faculty, we have 20 faculty across the university system teaching these courses. They’re working so close with the students, they need all the support they can get. And so we provide them access to that database for, um, you know, the repository of folks that have volunteered. And so we’re now leveraging that as a resource. And then also at the mothership, the Fintech Academy, we’re using that data as well. Um, and so I would recommend folks to, to sign up out there.

Lee Kantor: Well, thank you so much for sharing your story. You’re doing such important work and we appreciate you.

Laura Gibson-Lamothe: Thank you so.

Lee Kantor: Much. All right. This is Lee Kantor will be back in a few. At Fintech South.

Alex-EdquistAlex Edquist, Founder & CEO, Good Agriculture.

Connect with Alex on LinkedIn.

https://stats.businessradiox.com/40863.mp3

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TRANSCRIPT

Intro: Broadcasting live from the Business RadioX studio in Atlanta, Georgia. It’s time for Atlanta Business Radio, brought to you by Kennesaw State University’s Executive MBA program, the accelerated degree program for working professionals looking to advance their career and enhance their leadership skills. And now, here’s your host.

Lee Kantor: Lee Kantor here, broadcasting live from the Woodruff Arts Center for Fintech South. So excited to be talking to our next guest Alex Edquist with Good Agriculture. Welcome. Thank you. Well, before we get too far, tell us about good agriculture. What’s what’s your business?

Alex Edquist: Yeah. So what we do is we help farmers with their back offices, especially their finance functions. So the two main things we do one is do farmers financial management for them. So that’s their bookkeeping. Getting ready for tax season financial analysis, cash projections, that kind of stuff. And then the second thing we do is there’s actually $11 billion a year in grants and other funding opportunities for farmers every year. So we have one tool that matches farmers to the opportunities they’re eligible for, and then another tool that actually writes the applications for them.

Lee Kantor: So what’s your backstory? How did you get involved in this line of work? Yeah.

Alex Edquist: So I am not a farmer. I actually have a black thumb, which is an entertaining part about me running this business. So I have a lot of respect for what our farmers do. But I have been buying from a specific type of farmers called regenerative farmers my whole adult life. So regenerative farming, and this is probably not what you were expecting for your fintech startup interview. So follow me down the rabbit hole a little bit. But regenerative farming is this method of farming where the farmer cultivates the whole ecosystem, and so the food is a lot healthier because the plants or animals are able to get a lot more nutrients from the environment. And so for me, it started with I would solve some personal health issues by buying from regenerative farmers and eating better food And then, you know, as you might guess, regenerative farming is a lot better for the environment. So, for example, there are regenerative farmers who grow carbon negative beef because they raise the cows in a way that’s good for the environment. And so you learn about that and you’re like, okay, this is cool, I’m going to support these farmers. But I was going to buy the food anyways because it’s just better.

Alex Edquist: But then I was working as a management consultant. I was at McKinsey for a long time, and when I was leaving that job, there was academic research coming out showing that regenerative farmers could also be more profitable because they save so much money on fertilizers and chemicals and things like that. And so when I saw that, I was like, okay, well, the food’s healthier, it’s better for the environment and the farmer makes more money. So it seems like everybody should be doing this, but no one is. So what’s going on there? So I just went out and started talking to farmers about why is this hard, why does no one do this? And the farmers answer was everything is hard. I am doing everything by myself. And this regenerative farming thing is more time consuming and complicated and I just don’t have time. So it was like, well, I can’t help you with the farming piece because again, black Thumb, but I can help you run your business. So we just started offering these services manually to farmers and to see if they would pay us to do it. And they did. And then we we’ve been automating along the way ever since.

Lee Kantor: So it’s one of those stories where you went to the market and listened. Yes. And then learned and solved a problem? Yes. Wow. Did they teach you that in business school? Is that.

Alex Edquist: I actually never went to business school, but, yeah, I mean, I worked as a consultant for a long time. Yeah. It’s amazing. Like, people generally know what the problem is and how to fix it. You just got to. Sometimes you got.

Lee Kantor: To ask, right? Yeah. And so did when you were at the beginning, when you were just going to these farmers. Did you build relationships with them? Are these kind of small mom and pop type businesses, or are these kind of those big, you know, kind of enterprise level farms?

Alex Edquist: Yeah. So most of our customers are those smaller farmers because the bigger farmers, they have a similar need around this, but they tend to have like a full time person on their team who’s doing this stuff. And so when we meet them they’re like, okay, this is cool. Like we see what you’re doing, but also you’re a brand new startup and we don’t trust you yet. Like come back in a few years. Whereas the mom and pops are like, I’m doing this myself and I really don’t want to, and I.

Lee Kantor: Need help And.

Alex Edquist: I don’t care that you’re a new startup. Like, where do I sign up? Right. Um, so I mean, we yeah, I did build some relationships with farmers early on, but really, my co-founder, she is a farmer. And so our first few customers were people she’d known and worked with for like ten years. Um, and then now that we have, you know, we’re a little bit more established, it’s easier for us to just meet a farmer and build that relationship quickly. Um, but yeah, that’s where the initial customers came from. Was not from me. It was from my co-founder.

Lee Kantor: So what is kind of the point of entry for you now? Like what is the first problem you’re solving for them? Or they’re at least saying. Oh, definitely. I want to talk to you because I hate this part of my job.

Alex Edquist: Yeah. Um, so it’s it tends to be one of two things. Um, so one, when we sell, like, direct to the farmer, usually it starts with, let’s talk to you about this funding tool because, hey, there’s free money out there and we can help you get some. And everybody likes free money. So it’s just a good way for us to build that trust and that relationship with that farmer. And then sometimes they are a good fit for one of these grant opportunities. And so we do that with them. And then sometimes they’re not. But then they’ll say something like I’m worried about tax season or I don’t know how much money I made last year. And then it’s like, oh, we do finances too. Do you want help with that? Um, the other thing that happens is we actually work with partners who send us farmers. And so, like, one common thing is like a farmer will go to a bank and need a loan, and then the bank is like, okay, cool, here’s the application for the loan. And then the farmer is like, what is a balance sheet?

Lee Kantor: Right. So now I got another problem. I got to get into the accounting business. Yeah. Not the farming business. Yeah.

Alex Edquist: And so then the bank is like I don’t want to deal with your shoebox of receipts, like go to good agriculture. They will put together your finances and then come back to us. So that’s where half our customers come from.

Lee Kantor: So then what brings you to Fintech South?

Alex Edquist: So we were part of the innovation showcase. Um, so they picked ten fintech startups based in Georgia to go through program. There was a semifinal last week. Uh, top three got to pitch on stage yesterday. We were in the top three and then we actually ended up winning, which was very surprising to me. Um, so yeah, it was just a great opportunity to get lots of exposure to like all the fintech folks. And then you know, win 25 K as well, which is awesome, a bonus.

Lee Kantor: Now, what is agriculture? Are they leaning into kind of fintech world or are they coming, you know, begrudgingly like what’s there? Are they kind of tech friendly or is this new for them?

Alex Edquist: So agriculture is so not digitally enabled. And there’s a few reasons for that. So one, I mean, a lot of these farmers are in places where their internet access is super sketchy. So like, you know, Apple Pay doesn’t work because, you know, your retail store doesn’t have internet. Um, and but the and the other thing that happens is farmers are just slow to adopt technology generally because they have one chance a year to make money. And so there’s a risk aversion that comes with that of like, hey, if I adopt this thing and it doesn’t work, then like, I might go out of business. Um, so there’s a lot of things in agriculture where most fintech people would just be shocked to know that, like, farmers are still writing paper checks and, you know, they aren’t, you know, their banks aren’t digitized. And like when the banks are making loans, they’re not plugged into like a larger bank ecosystem to handle larger loan requests. And so there’s a lot of innovation happening in agriculture. But it is I would say it’s ten years behind most other industries in terms of fintech.

Lee Kantor: Now, when you got into it, was this something that was shocking to you or surprising to you, or did you were you kind of prepared for this, these being such slow adopters?

Alex Edquist: Um, to be honest, I don’t think I came in with any expectations because I don’t have an AG background. So I just came in and just listened a lot and asked a lot of dumb questions.

Lee Kantor: And but your previous clients, I’m sure, were more tech savvy.

Alex Edquist: Yeah. So I mean, when, when I, when I worked in consulting I specialized in non digitally native industries. So stuff like mining and manufacturing and so I’ve seen the full array.

Lee Kantor: So this wasn’t shocking.

Alex Edquist: No no it’s like there are there are many very successful businesses out there that are still running off of pen and paper.

Lee Kantor: Maybe the listener isn’t aware of that, that they assume that because they’re kind of tech savvy, they assume everybody else else’s.

Alex Edquist: Yeah. That’s. Yeah. So my last consulting client before I left, um, they the way they did their forecasting was they had a model, and the model would spit out a number, but then basically, like a semi at the site would just, you know, kind of and you can’t see I’m like, putting my hand against my forehead, like, I think it feels like this this month.

Lee Kantor: It’s the magic eight ball approach.

Alex Edquist: Yeah. But the thing was like the person who just like, made the guess every month was very accurate. So we were trying to build an AI digital twin that would replace that. But like beating the human, just taking a guess was actually quite hard. Um, yeah. Because, you know, sometimes, just like humans are smart and good at stuff.

Lee Kantor: And they can make connections, right? You can’t figure out why.

Alex Edquist: Right, exactly. So yeah, I’ve seen the whole whole.

Lee Kantor: Come on. So now what do you need more of? How can we help you?

Alex Edquist: Yeah. So anyone out there who knows farmers or knows people who work in agriculture, we would love to build a lot more partnerships with banks, insurance companies, nonprofits, university extension, basically just anyone who supports farmers and wants them to be successful. Um. Like, farmers love our products. We’ve had no churn since we started, which is pretty remarkable for a software company. Um, and on average, we’ve helped the farmers get $15 more profitable for every $1 they’ve spent with us. Wow. So we think it works. And we’re really excited to, like, go help more farmers.

Lee Kantor: So if somebody wants to connect, what’s the coordinates? What’s the website? And, uh, the best way to connect with you guys?

Alex Edquist: Yeah. So we’re pretty easy to find. We’re just good agriculture.com. You can reach out to me. My email address is Alex at Good agriculture.com. You can find me on LinkedIn I’m Alex Edquist. The last name is spelled e d q u I s t. It’s a weird last name, so I’m easy to find. And just let me know that you found me via business radio and we’ll connect.

Lee Kantor: All right. Well, Alex, thank you so much for sharing your story. You’re doing important work, and we appreciate you.

Alex Edquist: Yeah. Thank you so much for having me. It’s been fun.

Lee Kantor: All right. This is Lee Kantor. We’ll be back in a few. At Fintech South.

Sarah-WilliamsSarah Williams, Co-Founder, IronPay

Connect with Sarah on LinkedIn.

https://stats.businessradiox.com/40864.mp3

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TRANSCRIPT

Intro: Broadcasting live from the Business RadioX studio in Atlanta, Georgia. It’s time for Atlanta Business Radio, brought to you by Kennesaw State University’s Executive MBA program, the accelerated degree program for working professionals looking to advance their career and enhance their leadership skills. And now, here’s your host.

Lee Kantor: Lee Kantor here, broadcasting live from Fintech South at the Woodruff Arts Center. So excited to be talking to our next guest, Sarah Williams, the co-founder of IronPay. Welcome.

Sarah Williams: Thank you.

Lee Kantor: Well, before we get too far into things, tell us about IronPay.

Sarah Williams: So IronPay is a B2B payments company. So we work with corporations and enable them to automate their payments And we also work with their suppliers for them to accept different versions of digital payments. So believe it or not, corporate America, especially in the mid-market check, is still the predominant form of payment. We as consumers are so used to being paid electronically and using digital forms of payment, it seems hard to believe that you know, there’s still 70% paper check in the in the in the main middle market business space, and maybe even more so in the smaller business space. So we help to kind of optimize how companies make payments. We digitize those payments for them. And we also generate revenue in the process. And we we actually share some of that revenue back with our clients. So it’s a real win win for companies and AP departments across the country.

Lee Kantor: So what is the fear like? Why? Why aren’t they switching to digital?

Sarah Williams: It’s not a fear. It’s you know several different things. Number one AP in corporate America is not a priority necessarily. It’s not a prime business function. People are in business to do what they do not make a payment, right. And so often it’s neglected as something that they want to invest in. And paper checks still work. The other issue is that it’s a data issue with ACH, which is another form of electronic payment. You can only send about 72 characters in the addendum within an ACH, and that’s not enough information to allow for a company in their accounts receivables department to identify and reconcile that transaction. So in other parts of the world, like Europe, for example, they are almost 100% ACH, because when the euro was created, it was mandated that they had to pay each other electronically, but they also mandated how the data was sent. They had three versions of EDI that they agreed upon. In America, we don’t have any agreed upon standard for data exchange, and the ACH doesn’t allow for data to really be a part of the transaction. So because of those limitations, we’ve, you know, relied on check and continue to rely on check. Um, we as a company will take in invoice based data and we will transmit that information to our supplier clients in a digital format that allows for them to reconcile that transaction, whether it’s an ACH or we have a virtual credit card that also allows for them to receive that information and upload it into their accounts receivable system and auto reconcile. So we kind of we’re middleware that allows for that digital transaction to occur.

Lee Kantor: So now what’s the benefit for them? Like why why if they’re happy with checks. Like what?

Sarah Williams: No one’s happy with checks.

Lee Kantor: No one’s happy. They’re just tolerating it.

Sarah Williams: They’re tolerating it because, you know, it’s fairly low cost. And, you know, it’s it’s still accepted. Um, there has been an instance within the Affordable Care Act. A lot of people don’t know this, but actually the biggest thing that happened with the Affordable Care Act, it was mandated that doctors and, well, health insurance payers like Aetna, Blue Cross Blue Shield, etc., they they had to be able to send information digitally to hospitals and doctors. We call them providers. So this happened in 2011. They created a standard for EDI which was called it’s called an 835. Um, and so everyone was able to transmit data back and forth in an effective way. And then ACH became the standard. And they do charge 1% in that industry. But that is the only iteration in the domestic US where that is. There’s a mandate, there’s a data standard. Um, so that’s why we’re still paying with checks because, you know, there’s no standard and ERPs, you know, financial applications, accounting systems, they don’t have a standard either. Um, it’s this really unique space in the market where we’re still very paper based and ERPs are, you know, are not investing in it because there’s a big service component required to make these payments and, and manage communication between buyers and suppliers and ERPs, as you may know or not know, they don’t really provide services. Um, they sell through Vars, value added resellers. They expect those vars to do the work and the implementation, etc. So, um, it’s a really fascinating Fighting piece of the American business landscape that is still very manual.

Lee Kantor: Right. And but in Europe and now health care are kind of on the same page. They are? Yes. So is this something that eventually is going to switch or is it just, you know, you’re going to be there to help this until it changes?

Sarah Williams: So I think it’s always going to be up to middleware companies to bridge the gap until ERPs start investing in us in our companies. So like SAP bought Ariba and concur. So to a degree they’re doing what we do. Um, you know, in several other ERPs are working with us, but they haven’t bought companies necessarily. So until that occurs, um, we’re here to stay. And I’ve been in this industry since 2005, and I thought it would be over in three years. And it’s not over. It was 90% pay per check in 2005, and now.

Lee Kantor: We’re at 70.

Sarah Williams: And now we’re at 70. Wow. That’s how. That’s the needle that’s moved. But I mean, talk about career security. It’s been awesome.

Lee Kantor: So, um, what do you need more of? How can we help you?

Sarah Williams: Well, look, if you’re if there’s a company out there that is struggling with manual paper based payments, Covid did highlight this issue because the only people that went into the office were were the guys cutting the checks and receiving the mail. Those were the only people in the office. So we have seen a boom in and adoption of, you know, payments solutions like ours in the last few years because Covid really did demonstrate that this is a problem. But, um, if you’re continuing to to struggle with paper based checks you know, work with a company like ours, we do not charge for integrations. Um, we actually pay you back for what we do because we try to send as much money through the virtual card network, which has an interchange of 2.65 associated with it, 265 basis points. And we share that back with the client. So it pays for itself. Um, it’s really a no brainer. It’s just a matter of an organization knowing we exist and other companies like ours exist and and leveraging us.

Lee Kantor: So now from their standpoint, like where is the pain point that you see clearly that they just might be tolerating?

Sarah Williams: Well, it’s paper tracks, right.

Lee Kantor: So if you’re sending a paper check and you don’t have a solution like Iron Pay, then you should call iron Pay.

Sarah Williams: You should call iron pay.

Lee Kantor: Right. Like so. It’s that it’s really that simple. It’s that.

Sarah Williams: Simple. It’s the easiest thing. So when I started working, I worked for Accenture and we were coding ERP. It was Anderson back then, in 1999, we literally had nap rooms. We worked around the clock. Then I sold mainframes for Unisys to banks. So I’ve always been in fintech. Um, when I started working in this industry, I was like, I’ll never have to learn anything new again. This is amazing. I’m in technology, but I don’t have to learn anything. It’s such an antiquated aspect of how companies work in the in the US. It’s fascinating, but we’re here to help. Um, and and, you know, it’s it’s free, guys.

Lee Kantor: So if somebody wants to learn more, have a more substantive conversation with you or somebody on the team.

Sarah Williams: Absolutely. You can find us on our website, ironport inc.com. Or reach out to me directly via LinkedIn. Sarah Williams on LinkedIn ironport inc.com.

Lee Kantor: So now why is this Fintech South Conference important to you?

Sarah Williams: So I’ve been attending this conference for 8 or 9 years, and I actually earlier on when it was used to be at the Mercedes-Benz Stadium, I was on the board to recruit people. What I love about Fintech South is it’s very diverse and it’s representation of technology and certainly fintech. Um, and it really highlights that Atlanta is transactionally. Um, and it’s it really highlights what makes Atlanta so great for our particular industry. And I go to fintech conferences around the country and even in Europe. And this to me, this conference is is the most it gives. It gives us the greatest opportunity to meet people in our specific industry out of any other conference, um, that I attend.

Lee Kantor: Good stuff. Well, Sarah, thank you so much for sharing your story. You’re doing such important work and we appreciate you.

Sarah Williams: Thank you so.

Lee Kantor: Much. All right. This is Lee Kantor back in a few. At Fintech South.

Nathan-FeatherNathan Feather, CFO, PrimeRevenue.

Connect with Nathan on LinkedIn.

https://stats.businessradiox.com/40865.mp3

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TRANSCRIPT

Intro: Broadcasting live from the Business RadioX studio in Atlanta, Georgia. It’s time for Atlanta Business Radio, brought to you by Kennesaw State University’s Executive MBA program, the accelerated degree program for working professionals looking to advance their career and enhance their leadership skills. And now, here’s your host.

Lee Kantor: Lee Kantor here, broadcasting live from Fintech South at the Woodruff Arts Center. So excited to be talking to our next guest, Nathan Feather, the CFO of PrimeRevenue. Welcome.

Nathan Feather: Thanks, Lee. Great to be here.

Lee Kantor: Well, I’m so excited to learn what you’re up to. Tell us a little bit about PrimeRevenue.

Nathan Feather: Sure. PrimeRevenue is a global leader in working capital and B2B payment solutions. More than 30,000 customers across the globe use our solutions to connect their financial supply chain, providing enhanced digital payments, visibility and certainty of payment timing, as well as rich remittance advice and improved cash flow.

Lee Kantor: So what’s the how the had the business get started?

Nathan Feather: Sure. So the business is actually a little over 20 years old at this point. And the business got started to solve an inefficiency in accounts receivable finance. For those who are familiar with it, there’s a number of different risks that take place when a company is trying to accelerate payment on accounts receivable. There’s fraud risks, there’s late payment dilution, all sorts of challenges that go into play. But what this does is, is it sort of flips the information flow and it starts with the buyer, not the seller. So we start with an approved accounts payable that really streamlines and makes efficient the financing process.

Lee Kantor: And then have you always been involved with Prime Revenue or how long have you been with the company?

Nathan Feather: I’ve been with the company for 18 years, so I joined in 2006. The very early days, I think there were maybe 15 or 20 people at that point, still looking for that first customer and those first transactions.

Lee Kantor: And then what’s the pain point a customer has where prime revenue is the right solution?

Nathan Feather: Yeah. So really it’s a company that has 1 or 2 particular things that they’re looking to do. One is to optimize working capital. So a focus on accounts payable. A focus on maybe extending payment terms to hold on to their cash longer, but without inflicting pain onto their supplier community. And the second is to provide their suppliers a better experience, to provide their suppliers visibility into what’s been approved, when payments are going to be made, and all of the remittance information that they need to apply those payments in their ERP systems.

Lee Kantor: And then why is this event Fintech South important to you and your firm?

Nathan Feather: Yeah. So I think we were at the first Fintech South, the one over at Mercedes-Benz, I don’t know, seven years ago maybe. It seems like a long time, but for us, we want to support the fintech community here in Atlanta. We’re proud members of Tag And it’s a chance for us to see what’s happening in the space every year, to check in with what’s new and what other folks are up to in in the fintech arena.

Lee Kantor: Now, is your solution kind of industry agnostic? Like you can help anybody in any industry. That’s right.

Nathan Feather: Industry agnostic. Sort of bank agnostic ERP agnostic. The only caveat I would say is businesses need to have a supply chain. So something like a bank or a consulting firm would probably not be a good customer for us. But anything in retail, manufacturing, automotive, consumer packaged goods, etc. are all great targets.

Lee Kantor: Now, is there any trends you’re seeing in the upcoming years?

Nathan Feather: Um, one, I think big trend that we’re seeing, it’s it’s been a kind of strange past couple of years, I think post Covid. There was a period in 2022 where everybody was stocking up on inventory because they were unsure about supply lines and their suppliers. In 2023, we saw a bit of a reversal of that, as well as a pretty sharp rise in interest rates. So now that we’ve settled in a little bit, I think, you know, what we’re actually seeing is more of a business as usual type of approach, to be honest. Folks are getting back to to managing their business with maybe more of a sense of optimism and certainty than they’ve had for the past 18 or so months.

Lee Kantor: So what do you need more of? How can we help you?

Nathan Feather: Um, more. More customers, more partners. Uh, Fintech South is a great place for us, and it’s a great place for us to, to meet, um, other businesses that are in the space that are doing, uh, and selling services that are adjacent to ours that we can partner with. I think I just heard your interview with, with Sarah and, um, you know, we’re looking forward to working with her and Iron Pay in the future. And that’s a relationship that came out of Fintech South.

Lee Kantor: Now, the um, when you talk about partners, what does a good partner like? What’s a good synergy for you guys?

Nathan Feather: Yeah, a good partner is someone who is in the payment space, um, and is connected to mid-market or large corporates, but doesn’t necessarily cover the space we are. So we pick up, um, you know, near the top end of the supply chain, we can go down pretty low. But, um, you know, there are other companies who are better served, probably in indirect goods or in the very small part of the supply chain. So looking to sort of cover the whole of the supplier community with a couple of partners.

Lee Kantor: So if somebody wants to learn more, have more substantive conversation with you or somebody on the team, what’s the website or best way to connect?

Speaker4: Yeah, the best.

Nathan Feather: Way to connect is at prime revenue. Com and you can just click contact us there and someone will get back to you.

Lee Kantor: Well Nathan, thank you so much for sharing your story today. You’re doing such important work and we appreciate you. Okay.

Nathan Feather: Thanks, Lee.

Speaker4: Appreciate it.

Lee Kantor: All right. This is Lee Kantor back in a few. At Fintech South.

Kyle-TothillKyle Tothill, Co-Founder & Chief Revenue Officer, Collective Insights

Connect with Kyle on LinkedIn.

https://stats.businessradiox.com/40866.mp3

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Intro: Broadcasting live from the Business RadioX studio in Atlanta, Georgia. It’s time for Atlanta Business Radio, brought to you by Kennesaw State University’s Executive MBA program, the accelerated degree program for working professionals looking to advance their career and enhance their leadership skills. And now, here’s your host.

Lee Kantor: Lee Kantor here, broadcasting live from Fintech South 2024 at the Woodruff Arts Center. And so excited to be talking to our next guest, Kyle Tothill, with Collective Insights. Welcome.

Kyle Tothill: Hey, thanks. Happy to be here.

Lee Kantor: Well, for the folks who aren’t familiar, can you share a little bit about Collective Insights? How you serving folks? Sure.

Kyle Tothill: So Collective Insights is a global enterprise management and technology consulting company. We focus on business transformation initiatives as well as technology modernization initiatives. We’re headquartered out of Atlanta, Georgia, and we serve companies all over the globe.

Lee Kantor: And then so what’s the backstory? How’d you get involved in this line of work?

Kyle Tothill: Oh, man, that’s a six beer story. But we can we can talk about it a little bit. I’ve been an entrepreneur since 1999, and I formed a company out of the ashes of a dotcom blow up called Novacon, called Clearpoint Consulting, and we helped build high performance sales and technology teams for for fast growing companies and, uh, over multiple, multiple years of evolution. I met with some folks and we started a bigger company called E higher, which did the same thing on a much larger scale. And out of that organization, we built a couple companies. One of those companies was Collective Insights, which is a management consulting company like we talked about, and that was a natural fit for what we were doing. And over the those years, you know, 15 years or so of e hire, we continued to build and grow that management consulting company, and now it’s our leading brand and the organization where I spend most of my operating time.

Lee Kantor: So who is the ideal client fit for collective insights?

Kyle Tothill: So our ideal client profile really focuses on global enterprise leaders and technology leaders that are driving big transformational change, whether that’s implementing a scaled new technology or ERP system or going through kind of a culture change or shift or, you know, implementing scaled projects, you know, that that affect the entire organization.

Lee Kantor: And why is the Fintech South Conference important to you and your company?

Kyle Tothill: Well, I think, first of all, a lot of our customers are here. Certainly the global financial institutions and some of the faster growing, you know, fintech organizations are in that client profile that we have and some of them of our customers. So outside of, you know, being where your customers are being engaged, you know, we are a community first organization. And so what does that mean? Well, we’re headquartered here in Atlanta, and we’re proud Georgians. And Georgia is, you know, fastly becoming a global innovation hub. And certainly, you know, from a fintech perspective, you know, what’s one of our biggest pillars that we have? In addition to that, I serve as the, you know, board chair for the Technology Association of Georgia. So I have some dignitary duties that I have to do here today, and I love it. Very excited about this community and what it’s become, especially over the last 25 years. And I’m very, very excited about this particular ecosystem over the next 25.

Lee Kantor: Can you share a little bit of context for folks who maybe aren’t in the Atlanta area, but have heard about the Atlanta, uh, technology ecosystem? How is it, you know, kind of explain kind of what makes it special and how it’s different than maybe other tech ecosystems around the country.

Kyle Tothill: Uh, first of all, Atlanta is a very diverse, um, ecosystem, and I mean diverse in terms of business diversity. So we have a lot of the global enterprise organizations that are headquartered here in Atlanta. So very I think almost every single fortune 500 company, you know, around the, around the globe has a presence in this, you know, in this marketplace. So that’s not true for a lot of other marketplaces. But, you know, outside of like the technical reasons, you know, I think it’s different because of the people of Georgia and our unique hospitality and our desire to grow and punch above our weight and want to and aspire to be something bigger than ourselves. This community is, um, dedicated to that. And you hear that at the governor’s office, at the legislature, at the at the mayor’s office, for sure. You hear that with organizations like the Metro Chamber, you know, tag especially. And I think that’s unique. You know, when I travel the country, you know, there’s not really a ton of organizations like Tag and there’s not a lot of ecosystems that are as connected, you know, as, as this community in Georgia.

Kyle Tothill: And you hear this all the time. People say it, people laugh about it. Atlanta is a big, small pond. So it’s a it’s a community that thrives off of personal relationships. And I think that’s I think that’s unique to to the South, and I think that’s specifically unique to Atlanta. We’ve been driving and pushing this marketplace since the 1840s. If you didn’t know that the word, the town name, Atlanta actually comes from a marketing ploy that the Metro Chamber did. This is news, you know, back in the 1840s, we named it Atlanta to make it more appealing to people to move their companies here and move to Atlanta before the Civil War. And they called it Atlanta because it was short for Atlantic. And so they wanted to make the the kind of the marketing ploy that we were close to the ocean, which is probably not true, especially by horse and carriage. But, hey, you know, never let the truth get in the way of a good sales pitch.

Lee Kantor: But there wasn’t a good internet back then. That’s right.

Kyle Tothill: So the net, the net net of everything is, is that I think the people and the commitment to the community is what makes this special outside of the fact that we have this wonderful asset, you know, that continues to drive economic development for us, which is our airport. You know, you can get to 80% of the population in the United States within two hours, which is what Ambassador Young and Maynard Jackson and Ivan Allen really hailed. You know, in terms of attracting organizations to move their headquarters here, which, you know, we have 2000 or 3000 German companies that are here. So if you think about, you know, what makes us special, it’s our our want to, I think really drives it for us.

Lee Kantor: And I think the way I mean, you mentioned the airport, we have the port as well and we have the like you said, the diversity of industries. There are so many industries here. So that if one of them is struggling, someone else is probably not struggling. So with our downturns really aren’t as pronounced as maybe some other markets. Yeah. And then we I think we do a good job of playing nice. You know the government plays nice with the corporations and then they respect the startups. And everybody is kind of very collaborative. I think that’s 100% true.

Kyle Tothill: And it can be better. But you know, this year at the Georgia Technology Summit, we did something that doesn’t happen that often. We had the the red state governor and the blue state mayor, you know, on stage together, collaborating, talking about things that they care about that that are really apolitical, which is, you know, innovation is going to drive a lot of the economic development. I don’t care what side of the aisle you’re on. And that’s the beautiful part about this community. And you just mentioned it. So I don’t want to belabor it, but we’re aligned. And that’s been true for a long time.

Lee Kantor: And business friendly tracks a lot of folks to the the town. I mean, the growth in the population has been crazy probably since you’ve been here. Yeah, I think.

Kyle Tothill: Anybody that’s been in Atlanta longer than ten years recognizes the dynamic growth that we’ve had. And it’s a it’s a special it’s a special place. We’re bringing organizations to to do business here. And it’s because of the people and because of the talent that we have here. And of course, the cost of living, which, you know, was going to pare out at some point. But it’s a special place. If you think about Georgia, I think for the ninth year in a row or eighth, I think it’s nine years has been the best place to do business in the United States. It’s the best state to do business in. So if you figure that we’re in the capital of the best state in the United States and the United States is the best economy in the world, where does that put you? Do the math. You don’t have to think too hard to think about how fortunate people are to be living here right now. It’s not always perfect, as everybody knows, and we have other issues, but from a business perspective, we’re in a pretty good spot.

Lee Kantor: So if somebody wants to learn more about collective insights, where should they go?

Kyle Tothill: Well, they can always connect with me on LinkedIn. And I’m very, you know, open to that as well. As, you know, we have our website which is Collective insights.com. But certainly if you want to know more about it connect with me. Let’s talk about it.

Lee Kantor: And then tag if they want to know about tag. There’s a lot of ways to connect with tag online as well.

Kyle Tothill: We have a lot of tentacles out there in multiple directions. We have our Tag education 501 C3 nonprofit, which does a lot in workforce development. So if you’re an up and comer or you’re looking to advance your career. You know, you can learn about our apprenticeship program. You can learn about our Tech Connect, which is a which is a platform to help entrepreneurs connect with investors. We have access to venture capital groups like Venture Atlanta. So there’s a lot of angles to play if you’re, you know, focused in a specific industry or a specific function, whether that’s sales or marketing or finance or you’re into cloud computing or information security. We have a society for you. We have a place for you to come build your community, you know, and your network, you know, in a in a specialized area. And we’ve learned and one of the great things about Tag is we are great connectors of people. You know, I’d probably bolt that back onto your question. A couple of years ago, we were a very connected, connected ecosystem, and it pays a lot of dividends, you know, for technologists to build and invest in, you know, in their relationship, network and tag.

Lee Kantor: Being around 25 years is a testament to that.

Kyle Tothill: Yeah. I think the, you know, we have a I said this in the board meeting not too long ago. It’s amazing. I think if you think about all of the original founders, which really was a coalition of the willing of a handful of associations coming together to put, you know, an association and govern and manage it and build it what they envisioned. You know, for 2025, I’m pretty happy that that we’re living up to that. And I think that they’d be very proud of us. And some of them are. And what I get really excited about is where we’re going. Right. So we’re a top five technology state today, 25 years from now, a global hub of innovation recognized, you know, by all the attributes that, you know, that kind of are the hallmarks of that.

Lee Kantor: Well, Kyle, thank you so much for sharing your story today. You’re doing such important work. We appreciate you.

Kyle Tothill: Thank you very much. Happy to do it. Love it.

Lee Kantor: All right. This is Lee Kantor back in a few. At Fintech South 2024.

Jonathan-SiskinJonathan Siskin, Co-founder & Strategic Advisor, GA Cleantech Innovation Hub

Connect with Jonathan on LinkedIn.

https://stats.businessradiox.com/40867.mp3

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TRANSCRIPT

Intro: Broadcasting live from the Business RadioX studio in Atlanta, Georgia. It’s time for Atlanta Business Radio, brought to you by Kennesaw State University’s Executive MBA program, the accelerated degree program for working professionals looking to advance their career and enhance their leadership skills. And now, here’s your host.

Lee Kantor: Lee Kantor here, broadcasting live from Fintech South 2024 at the Georgia Woodruff Arts Center. So excited to be talking to our next guest. Jonathan Siskin, co-founder, GA Cleantech Innovation Hub. Welcome.

Jonathan Siskin: Thank you. Glad to be here.

Lee Kantor: Well, I’m so excited to learn what you’re up to. Tell us about GA Cleantech Innovation Hub. How are you serving folks?

Jonathan Siskin: Yeah, so we’re just recently launched. We’re a nonprofit and our mission is to make innovation a driver of the robust clean tech economy, with a focus on creating the jobs and growth industries of the future, commercializing technologies that combat climate change, and elevate people and communities throughout Georgia and the southeast. There’s a big equity component to ensure that all communities benefit from what we’re doing. So what I come out of the fintech world that had been there for 20 years and really have seen just the unbelievable growth in the fintech ecosystem and what it’s meant for the state of Georgia. And we really see a similar opportunity emerging around clean tech. So our whole focus is to make Georgia one of the top clean tech innovation hubs in the entire world, and we really think we’re well positioned to do that because Georgia has just tremendous assets that I think we can unlock with that potential. Between the deep clean tech manufacturing base, you know, the state’s been the number one source or place of investment that’s come out of the Inflation Reduction Act. There’s been over $20 billion of announced investment in Georgia. In manufacturing. We have leading universities and research. We have a robust corporate base in great demand and a tremendously diverse talent pool. So we really think we’re well positioned. And our role is to help, you know, catalyze and build that ecosystem so we can continue to drive that economic growth. Now, can.

Lee Kantor: You explain for our listeners kind of what clean tech is and means?

Jonathan Siskin: Yeah, sure. Clean tech, I would say most broadly, it’s a broad definition of anything that fits under the umbrella of driving decarbonization of our global economy. So anything from energy, transportation, mobility, circular economy fits within that broader umbrella. So we can use better resources to drive economic growth. And, you know, it really has that, you know, I guess triple bottom line impact of, you know, economic growth, you know, supporting people and supporting the environment.

Lee Kantor: And then how does fintech kind of intersect there?

Jonathan Siskin: Yeah it’s great. You know, it’s actually really interesting. And there’s an emerging kind of terms that people call it. I’ve heard it climate fintech or green fintech or you’ll hear terms like sustainable finance, but I really view it as simply the intersection point between climate finance and digital technologies that really will catalyze that decarbonization of the economy and the adaptation that we’ll need around the world to address this. So it’s just to put this in context, if you think about it, is estimated that there will be over $100 trillion. That’s trillion with a T that will be spent across the globe to drive the energy transition. And some of this adaptation between now and the end of the century. So what’s exciting is financial services companies, fintech companies have a really large role and important role to play within that transition, and you often see it very closely linked to broader climate disclosure movement. I think many people may be familiar with a lot of the rules that are being developed around the world, whether it’s the SEC or the state of California, or a lot of what’s happening in Europe, just to bring visibility and understanding to how companies are driving towards a lot of their sustainability and net zero objectives.

Lee Kantor: Now, I would think that maybe the listener isn’t aware of how much energy like they know about digital. It may not be obvious to them where cleantech would fit into fintech, but that computing power requires a lot of energy and electricity. And is that where this is all coming into play? Is that it could be some.

Jonathan Siskin: Yeah, it’s a great use case. So, you know, let me answer that. And then I’ll give maybe a broader perspective of the types of areas where I think it intersects. But you know, one of the hottest topics in the in the whole area is around, you know, data centers and how to drive. Most of the companies that are running these, you know, want to achieve their very aggressive, you know, sustainability objectives, want to get to renewable energy. So how do we continue to build out all the data center, the infrastructure to support all the things we need to do, but do it in a renewable and sustainable way? So just amazing developments just in the last few years of how to do that. Um, but stepping back, just to give you a flavor for the types of areas this intersects, I always kind of like to think about it in, you know, what are the kind of use cases, what are the opportunities that this is very important. So I see there’s really four out there. The first is around consumers right. Consumers want to to be more let’s say climate conscious. They want while they’re shopping or they’re consuming their products. So everything from carbon footprint tracking and, you know, green banking or investing. Stripe is a great example of a fintech company that is very into this, and investing hundreds of millions of dollars into this to help seed some of these markets. The second group is investors in financing.

Jonathan Siskin: And you really have to think, how do we mobilize that type of capital toward decarbonization and adaptation? Or if you’re an investor, how do you make your portfolios more climate aligned to some of your goals? So a big piece of what’s happening, really exciting now is a tremendous amount of money that’s going into financing this energy transition. Fintech companies have a huge role to play for. How do you ensure and facilitate that happening between all the tax credits, the transferability, the large scale project financing. So there’s huge opportunities for financial services firms there. The third group is companies in organizations. You know, they have want to lower their carbon footprint. They want to measure and monitor and offset their impact. They want to create new products and services and drive efficiencies throughout their business. This is everything from what, you know, carbon accounting and reduction of some of their emissions in a lot of this is about creating new products and services that services new and emerging markets. There’s multiple billion dollar plus markets being created as part of this broader transition. And then the final group is insurers and broader financial institutions. They want to find ways to more effectively analyze and price environmental risk into everything they do, whether it’s pricing or underwriting new products and services. So each one of these groups has a huge intersection point between the traditional world of, you know, finance and fintech and all the emerging things happening within the clean tech space.

Lee Kantor: Now, um, you talked a little bit about your background, but can you explain kind of what that point was for you where you’re like, okay, now I’m going to really lean into this clean tech innovation hub, and I’m going to get this off the ground and get this thing going like, what was this? Just a passion for you? Well, it’s.

Jonathan Siskin: Interesting. So I’ve been spent the last 20 or so years here in Atlanta, you know, within the fintech and data community and probably primarily been focused around strategy and corporate development, innovation and business transformation. Most of what I’ve done in my career has been all around helping organizations build and scale new businesses and deliver on mission critical transformation programs. But I actually got my start in economics. In the environmental policy area. It really is, again, been such a big part of the successful growth of this ecosystem several years ago, said, I just think there is the next big opportunity for the state is around clean tech and a lot of the sustainability issues. So what’s the best way to help support that? And I thought taking a lot of my skills and understanding how to help build and grow these ecosystems really was the idea behind this. So immediately I started working with a very small scale organization called the Greenhouse Accelerator that had been supporting cleantech entrepreneurs for over a dozen years in this market. But the idea was, how do we take all the great work you’re doing, but do it at a scale, you know, 10 or 20 times bigger? So that was really the idea behind how do we get the the Georgia Cleantech Innovation Hub started? Um, we are a nonprofit, so it’s the foundation of that.

Jonathan Siskin: But we look to continue to build and expand a lot of our products and services to support the growth of this ecosystem. Uh, the first big we actually announced last week, the the first clean tech focused accelerator, uh, will be launching this fall, which is really, really exciting for the for the state. We worked with several partners to bring that here. Cox enterprises is the corporate sponsor in funding it, and we’re working with the venture accelerator firm called generator. So this is a first step of many, but it’s a great step forward to start seeding and building that clean tech incubation center. We we estimate there’s about 40 clean tech startups that have been, you know, started here, that have grown here in Georgia. Our immediate objective over the next five years is to triple that number. So the ecosystems are challenging, they’re complex. They take a tremendous amount of public and private partnership. But we we seek to really bring all those coalition of partners together to do something where we really think Georgia has an outstanding chance to be a leader and really drive the the jobs, the economic growth and the social impacts that I think we all want to bring to the state.

Lee Kantor: So what do you need more of? How can we help?

Jonathan Siskin: Yeah, this is great. I mean, the key thing is, you know, most of it is around strategic partners. We we work with a variety of organizations. We need more and more corporates, uh, large companies, organizations to support us. Uh, We we still need some seed funding to get started and build our initial capacity. But then really, it’s around designing programs that are very laser focused on the opportunities and some of the challenges that the state is facing. So bringing those partnerships together between economic development groups, nonprofits, the schools and universities, these are all great assets. We have a lot of it is just bringing those together and working. So if anyone’s interested to learn more how to help us, you know, we’re very much in the early stages of building this, but we’d love to find strategic partners that will help shape this and invest and really make this a huge growth area for Georgia.

Lee Kantor: So if somebody wants to connect, what’s the website? What’s the coordinates? Yeah.

Jonathan Siskin: So just look up right at the Georgia Clean Tech Innovation hub.org and you can find us. Um and then within there there’s a contact page you can reach out to to myself Andy Marshall is the managing director who we’ve brought in to run the entire thing. So please reach out. We’re very excited to work. We have a great set of partners that we’ve been working with so far, but always looking to expand that. So thank you very much for your time today. This is very exciting and hopefully it gives people a little better flavor for how this intersects with so many of the things that Georgia does well. And these are all, to me, incremental opportunities for many of the fintech and financial service companies that are here. So really exciting opportunities for them.

Lee Kantor: Well, thank you so much for sharing your story. You’re doing such important work and we appreciate you.

Jonathan Siskin: Yeah. Well I appreciate it. Thanks so much. This is a great event and I’ve been coming to Fintech South now for over a dozen years. So it’s great to see how this has grown. And this is just an amazing event today and an amazing location.

Lee Kantor: All right. This is Lee Kantor back in a few. At Fintech South 2024.

Hillery-ChampagneHillery Champagne, Executive Director, Fintech Atlanta

Connect with Hillery on LinkedIn.

https://stats.businessradiox.com/40868.mp3

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Intro: Broadcasting live from the Business RadioX studio in Atlanta, Georgia. It’s time for Atlanta Business Radio, brought to you by Kennesaw State University’s Executive MBA program, the accelerated degree program for working professionals looking to advance their career and enhance their leadership skills. And now, here’s your host.

Lee Kantor: Lee Kantor here, broadcasting live from Fintech South 2024 at the Woodruff Arts Center. So excited to be talking to our next guest. Hillery Champagne, Executive Director, Fintech Atlanta. Welcome.

Hillery Champagne: Thank you. Happy to be here. Thanks for having me.

Lee Kantor: Well, I’m so excited to learn what you’re up to. Tell us about Fintech Atlanta.

Hillery Champagne: Well thanks. Yeah. So Fintech Atlanta is a coalition of companies working to advance Atlanta as the recognized global capital of financial technology. I’m our one full time employee and I have the pleasure of reporting up to an incredible board of industry leaders. And really, our priorities are to drive fintech industry growth, talent expansion, innovation acceleration and public policy influence in Atlanta and across the state of Georgia. So really happy to be here. Tag is on our board, one of our founding members of Fintech Atlanta. So always always happy to be here.

Lee Kantor: So what was kind of the genesis of the idea where, you know, people were like, okay, we have to have a special group just focusing on fintech here in Atlanta. Yep.

Hillery Champagne: So back in kind of as the story goes, back in 2017, Governor Deal at the time got together with Tag Technology Association of Georgia, the Metro Atlanta Chamber and Atpc, which is the American Transaction Processors Coalition, and basically said, you know, guys, we’re seeing we’ve always been really strong in payment processing, right? We have Atlanta has a very strong history of that, but we’re starting to see growth and investment in these other subclusters within financial technology. We need to make sure that we’re getting together with the leaders here not taking this for granted, really continuing this momentum. Pull those leaders together and make sure that we’re continuing to make Atlanta a place where where these companies can thrive and do business. And so that’s kind of the origin. Those three founding partners helped us get together. You know, many of our founding board members that are still board members today. You know, we have everyone from big companies like Global Payments and Elavon and NCR and, you know, visa. And I’m leaving a ton out. You know, we have those large guys to the midsize and small as well. And they’re they’re all helping kind of shape our strategy and all of the work that we do on a daily basis. So that’s kind of the origin story. Um.

Lee Kantor: You know, what’s now your kind of day to day? Like, how are you serving this group in today’s world? Because this is the technology obviously is changing. I’m sure there’s more constituents today than there were when it was founded. And the needs change. So how do you serve your your members and how do you make sure that their concerns are being addressed?

Hillery Champagne: Yeah. So from day one we’ve kind of focused on four kind of key buckets that have shaped all our programs and initiatives and events and things like that. The first one is making sure that we have a diverse talent base here, that that we’re really focusing on making sure that this next generation of leaders are trained or connected for internships and jobs. We’re we’re giving them real world experience by working with our large companies. So talent is that first piece. The second piece is innovation. So making sure that our startups and founders are connecting with learning from working with our large corporations here. And so we try to find different ways to bring those two groups together and collaborate and find opportunities for commercial collaboration. The third bucket is telling the story of fintech in Atlanta. So that can be doing things like this and coming to these great shows here in town. It can be going to global shows like Money20 20, your fintech meetup with a Georgia delegation, and also meeting with companies that are looking to perhaps establish a presence in the US and explain why Atlanta is a great spot to be, but we’ll also welcome foreign delegations here, all of that good stuff. And then the last pillar is public policy. So making sure that we as an industry, as a group, are educating our legislators on the impact that we have here in the region. So that’s what we started with. And that’s really what’s still shaping what we do today. We have six programs that we work on on a daily basis, each led by program directors who work full time jobs in the fintech industry and volunteer their time to help us with our programs. So we’re really lucky to have them and their expertise.

Lee Kantor: So is this a group that has membership that you join like it’s you have meetings every quarter a month? Yep. So get togethers in person. Like what is it like to be a member.

Hillery Champagne: So it’s kind of cool. We’re um, well, I guess we’re not that unique, but we have a fantastic board, so we meet quarterly in person board meetings. We actually just had our Q3 one last week at full steam. One of our board member companies offices in Buckhead. Um, so those are fantastic. We typically at those meetings will give an update on all of our programs, kind of put the plan in place for the next couple of months, but also solicit feedback from our board members, making sure that we’re on the right track, that we are kind of focusing on the things that they think, you know, as industry leaders make an impact here in our region. But they were, again, we’re very lucky in that they fund everything that we do. So all of our six programs that I mentioned, whether it be our run it by the buyers events or Ask an Advisor, which is our mentorship program of sorts. All of our programs are completely free to the ecosystem here. So if you’re a startup and you want to pitch it or run it by the buyers event, or if you’re a large corporation and you want to get involved at the event level or, you know, whatever it may be, if any of these programs, it’s completely free. So that’s what I think is pretty cool about it.

Lee Kantor: And so anybody in the ecosystem can connect with Fintech Atlanta and there’s a place to plug in. Exactly.

Hillery Champagne: We’ve got a place for everyone. If you’re a student, if you’re a founder, if you’re a startup, a large company, and there’s plenty of ways to get involved.

Lee Kantor: So what do you need more of? How can we help you?

Hillery Champagne: Oh, that’s a good question. Um, you know, I think the biggest area where we need help is just getting the word out about our programs. Um, as I mentioned, we have we have six of them now, and they’re completely free and open to the ecosystem. But I think people always think there’s a catch, right? And it’s like I used to work at the Metro Atlanta Chamber on their economic development team. And it’s the same thing. Their their job genuinely is to make it easy for someone to do business here and add jobs to the region. And people are always like, okay, what’s the catch? You know, like, where are you going to charge me? And it’s the same thing here. So it’s like, you know, don’t be scared to talk to us, I promise. You know, what we’re trying to do is to build up the ecosystem for everyone. You know, rising tide lifts all ships, right?

Lee Kantor: And it’s frustrating being a best kept secret.

Speaker4: Exactly.

Lee Kantor: I bet you get tired of. Oh, I wish I would have known about you two years ago.

Speaker4: Exactly.

Lee Kantor: Conversations aren’t.

Speaker4: Fun. Yeah, but then.

Hillery Champagne: You know, having things like this today, Atlanta’s great in that we have. So, you know, if you look at every single week, there’s probably five events that you could go to to meet people and help spread the word. So, you know, we’re not lacking opportunities to get together, but I think still just kind of reaching those newer companies are the ones that have just come to Atlanta and explaining to them that this.

Speaker4: Exists and.

Lee Kantor: Letting companies that aren’t in Atlanta know that there’s a tool and a resource like Fintech Atlanta that can really help accelerate their growth.

Speaker4: Right, exactly.

Hillery Champagne: I really do. I think that’s it. People are like, wait, you were willing to connect us to this person? Why? Why what’s the catch?

Lee Kantor: And that’s kind of the secret sauce of Atlanta is the level of collaboration. And a lot of people are kind of surprised by that when they hear about it.

Hillery Champagne: Yeah. And I get asked a lot, are we a part of tag? Are we a part of Mac? Are we a part of Atpc? And while they’re all our founding partners, we’re our own organization. But we work really, really closely with all three of those groups. And I think that’s another thing that another strength of Atlanta is that we really do all work together. You know, Robert Daniel at Atdc and Laura Gibson Lamoth at the Georgia Fintech Academy. You know, we’ll all go to these trade shows together or whatever it may be, and kind of work together as a team because we’re all, you know, we’re all working towards the same goal at the end of the day.

Lee Kantor: So if somebody wants to connect, what’s the best way to do that?

Hillery Champagne: I try to send so a couple things. If you want to kind of keep up to date with everything that we have going on, I try to do a decent job of updating our LinkedIn page. So with our own information, but also things that are going on in Atlanta in the fintech ecosystem. If I ever have any discount codes or passes or things like that, that’s where I’ll share them. Um, so that’s a great place you can reach out to me there. My email is h champagne like the drink c h a m p a g e at Fintech atlanta.org. That’s also a great way to to reach out. And then our website is Fintech Atlanta. Org.

Lee Kantor: Well Hilary thank you so much for sharing your story today. You’re doing such important work and we appreciate you.

Hillery Champagne: Thank you guys I really appreciate being here and thank you.

Lee Kantor: All right. This is Lee Kantor back in a few at Fintech South 2024.

Christine-de-WendelChristine de Wendel, Co-Founder & CEO US, sunday.

Connect with Christine on LinkedIn.

https://stats.businessradiox.com/40869.mp3

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TRANSCRIPT

Intro: Broadcasting live from the Business RadioX studio in Atlanta, Georgia. It’s time for Atlanta Business Radio, brought to you by Kennesaw State University’s Executive MBA program, the accelerated degree program for working professionals looking to advance their career and enhance their leadership skills. And now, here’s your host.

Lee Kantor: Lee Kantor here, broadcasting live from Fintech South 2024 at the Woodruff Arts Center. So excited to be talking to our next guest, Christine de Wendel with sunday. Welcome.

Christine de Wendel: Thank you.

Lee Kantor: So before we get too far into things, tell us about sunday. How are you serving folks?

Christine de Wendel: Well, first of all, thank you for having me. I’m very excited to talk about sunday. So sunday is an Atlanta based fintech. We’re based just out of Colony Square, down the street, and we do payments in restaurants. So we are a digital checkout solution for restaurants. Founded three and a half years ago here in Atlanta, and we operate in three markets the US, the UK and France. And today we’re working with about 2000 restaurant groups and we serve about 50 million customers.

Lee Kantor: So what was the genesis of the idea? How did this come about?

Christine de Wendel: Well, the idea was really simple. When we started the company, my co-founders and I were thinking about a real problem that needed solving. And both my co-founders are restaurant operators, and they said, frankly, no one likes to pay in restaurants. No one likes to raise their hands, make eye contact with the server, wait for the check to come get a sticky check presenter, send back your card to the back of the restaurant. And so we said, how can we innovate? How can we do something that basically every other industry has done except the hospitality space, which is find a way to make payments much smoother, seamless, easy in the restaurant space. So we did something very simple. We put small QR codes on tables, link them to the point of sale systems, and allow guests to pay in literally 10s. So the idea was you scan, you could split the check, you leave a tip, you pay 10s and then you can leave a review. And since then we’ve had tremendous growth. We are growing across the country, across Europe, and we’ve developed a full suite of products. So what started with just paid table. Now we have handheld payment terminals. We do full staff performance. We do reviews management, customer insights. So now we really have a comprehensive 360 checkout solution that started with those QR codes on tables.

Lee Kantor: Now does this, um, create kind of a loyalty program for the restaurants as well?

Christine de Wendel: So what we do is if a restaurant has an existing loyalty program, we’ll integrate into it. And it usually takes usage of the loyalty program up dramatically, because it’s very easy to use to collect points, to burn points. And for those who don’t have a loyalty program, we have a solution available for them.

Lee Kantor: So what are some of the challenges when you’re dealing with the restaurant owners? Are they are they eager for this type of a solution, or is this something like how do they view this.

Christine de Wendel: So there’s a there’s a growing desire to have this type of technology, but it’s still something that’s fairly new. So I like to say we have two audiences. One is the end consumer. So you and me, when we go out to dinner on a Saturday night, more and more, we want simplicity and we want control.

Lee Kantor: So I would think we want this a lot.

Speaker4: You you.

Christine de Wendel: Absolutely want it if you’re going out for a business lunch, if you have if you’ve.

Lee Kantor: Ever waited on someone to bring you the bill, you want this technology.

Speaker4: 100%.

Christine de Wendel: So what? You’ll find is more and more people are asking for it because today time is money. People want to be in control when even if they’ve had a delightful, upscale dinner, they still, when they’ve decided they want to leave, want to get out quickly. So consumers are asking for it more and more. And restaurant operators who were hesitant initially to put a lot of technology into their restaurants, are finding that it helps them turn tables faster. It helps their servers spend more time having giving a great guest experience during the moments of the experience that matter. So when you’re asking for specials, when you’re trying to get more cocktails, and so you’re taking away time from, frankly, the end of the dining experience where everyone wants to go and you’re putting it back into upsell chatting, creating rapport with the between the server and the diner. So that’s been that’s been very positive. And what we’ve seen is a lot of Atlanta’s, you know, top restaurants, most popular restaurants are now using our product because they’ve seen the value.

Lee Kantor: Now what percentage of your clients use the technology for those kind of loyalty programs?

Christine de Wendel: So I would say today it’s it’s less than 20% are using loyalty programs. That’s also because not that many restaurant groups are using loyalty programs.

Speaker4: Is that.

Lee Kantor: Surprising? I would think that’s a huge opportunity for restaurants.

Christine de Wendel: So it’s a huge opportunity for restaurants that have multi locations. But the vast majority of restaurant groups are still especially for full service. Restaurants are still independents, and they generally don’t have enough locations to justify a loyalty program.

Lee Kantor: Well, even one location that wouldn’t be enough.

Christine de Wendel: You’ll you’ll find that people don’t have enough repeat users. So your your small local mom and pop, you know, restaurant on the corner does have repeat users, but those are not typically the type of restaurants that are looking at technology or innovation to keep people coming back.

Lee Kantor: But that’s where the opportunity there’s an opportunity there, right?

Christine de Wendel: There’s absolutely an opportunity. But it just those are typically the slower. Technology adopters. And then you have the the mid-market groups who are great. Customers for for our product for loyalty programs who are starting to. Adopt. And then you have the huge quick service groups that have fantastic. Loyalty programs. But generally they don’t have a dining experience. And so those are very transactional, uh, loyalty programs. And it’s less our focus because we’re doing full service restaurants.

Lee Kantor: Now with your technology, are you kind of just using your service to solve that technology problem, or are you kind of doing some consulting as well to give them, uh, options so that, hey, these are opportunities where for growth? Because I’m learning a lot from being an app for lots of different restaurants.

Christine de Wendel: Absolutely. So one of our differentiators in the market is my two co-founders are restaurant operators. They’re coming from the restaurant space. And so a lot of restaurants like to work with us because we come with a very restaurant first, more than technology first perspective. And we consider ourselves, you know, friendly players in the ecosystem where we can actually share data from our own restaurants. Now we have enough restaurants in our portfolio that we have fantastic data across different markets, different cities in the US, different countries, different consumer types. And so we absolutely, while we’re presenting our product and and offering our different solutions, are giving a consultative approach.

Lee Kantor: Now, I would think that having your app is something that you can show them with math that, hey, this is better for you. Is there kind of some some math that you can share that would encourage someone to maybe explore this as an option for themselves?

Christine de Wendel: Absolutely. We have a couple key data points which usually convince people that they should go ahead. At least pilot our product. And then when people do pilot, they they generally get very excited and and roll it out. So the first one is we’re turning tables roughly 12 minutes faster than if you did not have a QR code on the table. So imagine it’s Saturday busy brunch. If, as a restaurateur, you can get 2 or 3 more tables in, that’s huge for your top line. The second statistic we like to share is on average, we’re seeing 10% higher tips. And it’s just because the tip experience is so much more easy to use. And the restaurant can choose the pre-selected tips. And because the consumer is nudged towards a 20% tip or a 22% tip, servers love the product because they find it’s easier to process, get tips, but also that they’re slightly higher. So that’s that’s another benefit. And then because the experience is so seamless, we find that about 70% of our customers are leaving a review at the end of the payment experience. And it’s very similar to what you’ll see at Uber or at, you know, when you’re using DoorDash, you get a pop up when you’re finished it asks you to rate how many stars, and immediately that gets pushed out to Google reviews. So that has a tremendous impact on restaurants, Google reviews. And so if you take a if you compound the faster table turn times, the higher tips and the impact on reviews, restaurants are generally delighted about the product and see the massive value.

Lee Kantor: And do you have like a stat that says, you know, before this you had four reviews and now after this you have 100 reviews, like is there any. So I would imagine that just that would be worth it just for that.

Christine de Wendel: So depending on how many reviews you had before, you’re getting between five x and ten x reviews. So a classic Atlanta restaurant. So I’ll, you know, cite, you know, South City Kitchen Midtown just down the street. Fantastic restaurant. They’re getting about seven times more reviews thanks to Sunday.

Lee Kantor: So, um, do you have I know you’re you’re looking for more restaurant context, but is there other types of partners that are important to you as well in this ecosystem?

Christine de Wendel: So in order for our model to work successfully, we first need to integrate with the best point of sale partners out there. So we work with all the top players in the US. We work with NCR, our strategic partner. We work with toast. We work with micros. So those are the first partners in the ecosystem we need to work with. And then it’s the restaurants themselves. And so that’ll be either the smaller mom and pop restaurants. And then it can also be the medium sized or large enterprise groups.

Lee Kantor: And then you’re all over. You mentioned you’re all over the world right?

Christine de Wendel: So right now focus on actually four countries, the US, of course, our biggest markets in the US are Atlanta, Chicago, New York. But we’re expanding and our product is available across the US. But we have offices in Atlanta, Chicago, New York and then in Europe. We are very strongly implanted in France and the UK and now growing quite quickly into Germany.

Lee Kantor: So if somebody wants to learn more, what’s the website? What’s the best way to connect?

Christine de Wendel: So Sunday App.com. Or you can look me up on LinkedIn. Christine de Wendel. I love talking to MBA students, so shout out for all those Kennesaw MBA students. Very happy to chat, share my startup experience, my scale-up experiences and give you some more knowledge on Sunday.

Lee Kantor: And why is Fintech South important to you and your company?

Christine de Wendel: So Fintech South as an Atlanta based fintech, it’s fantastic to be part of this ecosystem and just being part of this fintech community. So as an Atlanta native also, I’m delighted to be here at the Woodruff Center. But it’s great for networking and especially meeting other partners in the fintech space.

Lee Kantor: Well, thank you so much for sharing your story today. You’re doing such important work and we appreciate you.

Christine de Wendel: Thank you.

Speaker4: Have a great day.

Lee Kantor: All right. This is Lee Kantor back in a few. At Fintech South 2024.

Megan-HeinzeMegan Heinze, President and Founder, Accelerate Consulting

Connect with Megan on LinkedIn.

https://stats.businessradiox.com/40870.mp3

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TRANSCRIPT

Intro: Broadcasting live from the Business RadioX studio in Atlanta, Georgia. It’s time for Atlanta Business Radio, brought to you by Kennesaw State University’s Executive MBA program, the accelerated degree program for working professionals looking to advance their career and enhance their leadership skills. And now, here’s your host.

Lee Kantor: Lee Kantor here, broadcasting live from Fintech South 2024 at the Woodruff Arts Center. So excited to be talking to our next guest, Megan Heinze with Accelerate Consulting. Welcome.

Megan Heinze: Thank you Lee. I’m super excited to be here today.

Lee Kantor: Well, tell us a little bit about your firm. How are you serving folks?

Megan Heinze: Yeah, so we are we’re serving firms in the fintech arena, helping them grow their business, especially in embedded payments. And that’s become very big over the last few years. Payments is growing beyond where it was traditionally, and now it’s part of software as a service.

Lee Kantor: So what’s your backstory? How’d you get involved in this line of work?

Megan Heinze: Yeah, absolutely. So my background is I used to work at US Bank Elavon. I was head of payments for the US Bank division. So everything from very large accounts to the 3000 branches that we supported, including big partners like Costco and the partner channel. I then went on to be the chief revenue officer at Texas. And then I went to my last company, was president of North America for Idemia, which was tying in identity with payments.

Lee Kantor: So you’ve been all over the place, huh?

Megan Heinze: I’ve been all over the place, but I’ve been in the financial sector, you know, starting off when digital just became the reality with wingspan bank.com, which was the first only online bank.

Lee Kantor: So is this the first time where it’s just you and your consulting firm?

Megan Heinze: Yes. It is. So is that.

Lee Kantor: Transition been difficult for you.

Megan Heinze: And the transition has been interesting to me. I’ve always worked for a very large company and now I’m out on my own, and it’s been fun because I got to meet so many different people, and it’s so vibrant in Atlanta with all the different fintechs.

Lee Kantor: Now, any advice for folks out there that are going from a corporate into an entrepreneurial role like this? Is there any kind of do’s and don’ts that you’ve learned since you’ve been on your own like this?

Megan Heinze: Yeah, I mean, I think there’s definitely a lot of do’s. So there’s a lot of organizations. Tag is a great organization to first start off with the Technology Association of Georgia. They do have lots of societies. They have 18. One of them just happens to be fintech. But there’s lots of different ones including AI, data, etc.. And then the other one is Fintech Atlanta. That’s a great way to meet other small startups, other companies. And then Atdc is another great way.

Lee Kantor: Now in your firm, you focused in on fintech. How have you seen this industry evolve over the years you’ve been involved in it?

Megan Heinze: Well, it continues to grow. I know everybody calls it right now. Um, the winter, the fintech winter. There’s been less investment since 2020. However, it continues to grow and thrive. We’re seeing companies that are being more profitable. They understand how to grow up. Before it was, let’s fake it till you make it. Now it’s no longer fake it till you make it. You actually have to grow revenue.

Lee Kantor: And then are you finding that your clients that you’re dealing with are kind of leaning into this, or are they doing things more in a, in a defensive manner?

Megan Heinze: They’re leaning in. I think everybody realizes if you’re going to get investment from private equity, venture capitalists, angel investing, you have to show profitability.

Lee Kantor: And then what are some of the challenges that they’re having where Accelerate Consulting is the solution to help them?

Megan Heinze: Well, it helps them identify where to grow and where to focus.

Lee Kantor: So they might have plateaued or they’re struggling and then they come in and have you triage that situation and then help them kind of get over the hump. Or are they, you know, is there a certain issue that they’re struggling with?

Megan Heinze: There’s a couple. So one is growth. How do they grow? How do they become profitable? I mean, that’s a big thing too. And then also what avenues actually make sense. So there’s a lot of different associations out there. There’s a lot of rules and regulations etc.. And it’s hard to know everything. And so you bring in an expert like myself to actually help you identify those key issues with your organization.

Lee Kantor: So they might be there might be kind of opportunities that they’re just not on their radar.

Megan Heinze: Yes. So for example, I was recently helping a company and they didn’t really think about payments. They’ve added embedded payments now and they’re seeing huge growth and also seeing a decrease in attrition in their overall SaaS model.

Lee Kantor: Is there a um, any low hanging fruit for you? Like what’s your typical point of entry?

Megan Heinze: The point of entry. There’s not really any low hanging fruit. I think, um, it’s more of looking at the company holistically. So sometimes it’s really hard when you’re internally focused. Um, and it’s nice when someone looks at externally focused and where they should be focusing. Um, sometimes you get so much in the nitty gritty, you don’t look at what’s out there. So, um, that’s what I’m really good at helping companies and saying, okay, have you thought about this? Have you thought about X, Y, and Z? And then, you know, sometimes I hear, well, we’ve tried that before, but things keep on evolving all the time. So I’m going to use the example of mobile payments. I remember we did our first launch with mobile payments, with Mastercard, with mobile phones. We actually gave mobile phones out. It didn’t work. But look at where mobile payments are today, right? If you said no at that time, it doesn’t mean no in the future. Um, same with tap. We tried tap a long time ago. Tap is working now. Um, embedded payments is where a lot of people are seeing growth Um, so software as a service. Companies are seeing huge opportunities there.

Lee Kantor: So is that kind of a missed opportunity for some people who did try it? Maybe they were early adopters early on. They have the scar tissue and they’re like, they’re hesitant now, even though the technology has improved dramatically.

Megan Heinze: Yes, absolutely. I think a lot of companies even had headaches the first time they went to software as a service, going from on prem to software as a service. So, um, absolutely. I think companies software as a service companies didn’t really think about adding payments. And now more and more companies are and the growth rates are phenomenal as well as decreasing the overall overall attrition rate.

Lee Kantor: So what do you need more of? How can we help you?

Megan Heinze: Um, of course I always want more clients, so I want more clients. I want, uh, more support, but also I want to keep on investing and focusing on the Georgia market, helping fintechs grow, but also nationally as well.

Lee Kantor: And then can you share maybe your ideal client profile? Like what is the ideal client for you?

Megan Heinze: Yeah, the ideal client is anywhere from a startup, um, to, you know, 500 million.

Lee Kantor: So anywhere in between. And the and the main problem that they’re having is a growth that it’s growth.

Megan Heinze: It’s growth.

Lee Kantor: So if they’re struggling with growth in any way, shape or form, they should call Megan. Yes. And then if somebody wants to connect, what’s the best way to do that. Website.

Megan Heinze: Yeah or no just on LinkedIn is the easiest way. So Megan Megan hainsey h e I n e if you just remember Heinz ketchup with an E at the end, it makes it a lot easier. Um, and connect with me on LinkedIn.

Lee Kantor: Good stuff. Well, thank you so much for sharing your story today. You’re doing important work and we appreciate you.

Megan Heinze: Thank you very much.

Lee Kantor: All right. This is Lee Kantor back in a few. At Fintech South 2024.

Stephen-WalshStephen Walsh, Founder and CEO, Keeper Solutions.

https://stats.businessradiox.com/40872.mp3

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Intro: Broadcasting live from the Business RadioX studio in Atlanta, Georgia. It’s time for Atlanta Business Radio, brought to you by Kennesaw State University’s Executive MBA program, the accelerated degree program for working professionals looking to advance their career and enhance their leadership skills. And now, here’s your host.

Lee Kantor: Lee Kantor here, broadcasting live from Fintech South 2024 at the Woodruff Arts Center. So excited to be talking to our next guest, Stephen Walsh with Keeper Solutions. Welcome.

Stephen Walsh: Well, thanks for having me. Great to be here.

Lee Kantor: Well, I’m excited to learn what you’re up to. Tell us a little bit about Keeper Solutions. How are you serving folks?

Stephen Walsh: Sure. Well Keeper Solutions is a software design development and AI company and we help our clients to to create great fintech products on both sides of the Atlantic. And in fact, we’re we’ve been working with a native company of Atlanta called moment since there were three people. And we’ve helped them to evolve into a $300 million company. So we love doing business here in Georgia.

Lee Kantor: So what is it exactly that Keeper Solutions helps with?

Stephen Walsh: Well, it’s really around, uh, designing products, working with our clients to help them to clarify, you know what what the use cases are to develop the UX and to prepare them to go into product development. And then we help them right through that, uh, developing the back end, the front end for complex financial products, which are able to scale to very high volumes.

Lee Kantor: So what was the genesis of your company? How did you get this thing started? What was what was the initial thinking? Sure.

Stephen Walsh: Well, my own background is in core banking systems. I started off my career with Mrs.. And I’ve been working around the the industry. Later I was working with Perot Systems. So I learned about global service delivery and outsourcing. And, you know, I wanted to set up my own operation. I thought that, you know, bringing a focus just on financial software, but with, you know, outsourcing of software development and design would be good. And it turns out it turns out it is. There’s a lot of companies out there that are providing development services but are across different sectors, but we’re just focused on fintech and financial software.

Lee Kantor: So where do you see the opportunity in leveraging AI for fintechs?

Stephen Walsh: Yeah. Well great question. I suppose with the with the explosion of Gen AI over the last couple of years, over a year ago, Keeper Solutions set up an AI lab. We felt we needed to be using these new technologies and experimenting with them So we’ve really been we’ve put a number of our team into an AI lab. We’ve been engaging with clients, and we’ve been creating proof of concepts where we’re we’re using different use cases and different technologies to, to, to create things that are useful. And we’ve incorporated that into our AI design sprint. So um, so I suppose that’s one side of it. The second area that we’ve seen is that that fintechs want to gain more productivity with the help of AI. And in the software space, that often means that they’re looking at using tools like GitHub’s copilot. So we’ve done research into that. And what we found from that is that companies can can use it to, you know, to develop software, but they have to be careful that they’re they’re not, you know, losing quality in the software. But we really found that software development time for things like unit testing, code refactoring and documentation could be reduced substantially like 70% or more, and allow allowing the kind of development teams to focus on higher value activities like creating new code, new algorithms.

Lee Kantor: And you’re not seeing those kind of hallucinations you’re seeing.

Stephen Walsh: Well, look, that’s the you know, that’s the thing with with with GitHub. The, the kind of the problem that we see is that the software, you know, if you just select the code that they’re suggesting and press tap, the risk is that it will start propagating variables right across the code and that you kind of get bad, um, bad software architecture resulting from this. So you just need to understand the risks, mitigate them. Um, we also we also like using prompt libraries so that you get consistency of how the software developers say call down a unit test or how they document a piece, a piece of code. Um so it’s like with any of these eyes, you need you need guardrails, you need good methodology. And then you’re in a position to leverage the technology properly.

Lee Kantor: So it’s a tool that still needs kind of human, uh, paying attention. It’s not just the plug and play and you’re done.

Stephen Walsh: No, no, we’re not seeing software developers going away anytime soon, so they’re very much needed, um, to, to be, you know, to be guiding the whole process. And I think also in terms of, say, product people for helping to to gather the requirements that the business needs and the product that we’re seeing. Llms are very helpful on documenting that so that you could you could get your backlog groomed better before it goes into development and do do so more efficiently now with the use of Llms.

Lee Kantor: So who is your ideal client prospect like what does that profile look like?

Stephen Walsh: Yeah. Well, you know, we’ve we’ve been sponsoring the innovation challenge this year and last year. Um, and you know, one of our, one of our best clients has graduated through the Innovation challenge in 2020. That’s moment there were artists I then um, so we, you know, we like to stay close to companies where they’re, you know, where they’ve really got their idea formed, where they’re about to get the seed funding. And it’s really seed stage companies that we can we can help to, you know, design, develop and deploy and scale their products. And those companies, then, you know, they do their series A and we help them on the entire journey. So we’re not just working with startups, we’re working with scale ups and we’re also working with some corporates. But we just confine our sphere of activity to financial software or fintech.

Lee Kantor: So what do you need more of right now? How can we help you?

Stephen Walsh: Well, I just wanted to get the word out that, you know, we’re here. Um, Tommy Marshall is our is our man on the ground here in Atlanta. And he’s a great ambassador for the brand. Um, we’re, you know, we’re. Yeah. We just wanted to get the word out there, and we want to be talking to companies that are ambitious to to get their products to the market quickly, to have a partner that can be committed to them and that can help them to scale out. Um, we have created over 1.6 billion of shareholder value over the last decade with our clients, and we want to we want to do some more of that.

Lee Kantor: So if somebody wants to learn more and connect with somebody on the team, what’s the website?

Stephen Walsh: Well, it’s keepers Solutions.com. Or you can reach out to me, Steven Walsh on LinkedIn Keeper Solutions. So we’re looking forward to continuing the conversation.

Lee Kantor: Well, Steven, thank you so much for sharing your story. You’re doing important work and we appreciate you.

Stephen Walsh: Thank you very much. It’s an absolute pleasure.

Lee Kantor: All right. This is Lee Kantor back in a few. At Fintech South 2024.

TAG-Fintech-SocietyMike Morris and Glen Sarvady, Chair and Co-Chair, TAG Fintech Society

Follow TAG Fintech Society on LinkedIn.

https://stats.businessradiox.com/40873.mp3

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TRANSCRIPT

Intro: Broadcasting live from the Business RadioX studio in Atlanta, Georgia. It’s time for Atlanta Business Radio, brought to you by Kennesaw State University’s Executive MBA program, the accelerated degree program for working professionals looking to advance their career and enhance their leadership skills. And now, here’s your host.

Lee Kantor: Lee Kantor here, broadcasting live from Fintech South 2024 at the Woodruff Arts Center. So excited to be talking to my next guest, Mike Morris and Glen Sarvady. And they are with the Tag Fintech Society. Welcome.

Glen Sarvady: Thanks for having us.

Mike Morris: Thanks for having us.

Lee Kantor: Well, before we get too far into things, Mike, why don’t you share a little bit about tag Fintech Society. How you serving folks?

Mike Morris: Yeah, so we started about 2010 and really trying to promote this wonderful ecosystem we have here for fintech in Atlanta. And with that, we want to pull people together through networking, events, content. And one of the things Glen will talk about in a minute is our ecosystem report, which really tries to dive into how great our ecosystem is and what it consists of.

Lee Kantor: All right. So, Glen, why don’t you share a little bit about the report?

Glen Sarvady: Sure. We’ve been doing this report and taking kind of different angles of the ecosystem for oh, I’d say at least ten years. This year, one of the things we took a look at, if you think about the word fintech, it’s actually the combination of two words financial and technology. And we spend a lot of time as the Technology Association of Georgia, probably focusing more on the technology side, but it doesn’t exist without the fin side. And that’s one of the things we took a closer look at this time, particularly the financial institutions. At one point, there was much more tension where the the fintech companies kind of thought they were going to eat banks lunch and kind of take over and disrupt and pretty much knock them out of business. I think both sides have realized that there’s much more they can do together than there is, that they can do separately and heated battle with one another. You’ll find that most fintech companies actually make the majority of their revenue from revenue, from the billings that they put out to banks and credit unions. So it’s it’s a pretty symbiotic relationship. And I think it’s continuing in that direction. And that’s part of the ecosystem that I think that George is particularly strong at now.

Lee Kantor: Are you finding growth? Are more and more companies starting serving the fintech community as a whole? And are companies moving here to Georgia to be part of our ecosystem?

Glen Sarvady: I’d say yes and yes. Would you agree, Mike? I agree with that. We’ve got a list. It’s an ecosystem map that we update on a regular basis. So on an annual basis we actually print it, but it’s always updated on our website Georgia fintech org. We always have new companies coming in there. But frankly we’ve got several that, as we like to say, that are just kind of hiding in plain sight, that they’ve been doing fintech in this space for some time. And we frankly, there’s been 3 or 4 that I’ve just learned about in the last six months. We’ve added them to the list too. We’re over 260 at this point.

Lee Kantor: Now, what about kind of verticals within that niche are there, or is that a growing area as well?

Mike Morris: Yeah, within the niche. Yeah. We’re seeing a lot of diversity in the types of ideas coming forward and the areas where they can help the financial institutions. It has become a lot more collaborative. And I think now the fintechs are starting to really realize that we really need the bank’s understanding of compliance and anti-money laundering and all the different things they have to worry about on the bank side, that it’s A22 sided coin. They both have to help out on this. So we’re seeing a lot of good diversity in ideas and in ways to help the consumers that work at the the customers of the banks. And also, you know, with, with the banks themselves, with how they’re able to serve their customers better.

Glen Sarvady: Another way we talk about it sometime is the, you know, again, the kind of the subunits regtech regulatory technology that’s definitely a big piece. And, you know, there’s all kinds of applications. I think most of the I think McKinsey was one of the ones that did the studies, one of the the biggest areas for opportunity within artificial intelligence, AI, which everyone’s talking about is in financial services. So we’re seeing all kinds of companies pop up that even if they hadn’t been doing something that could have been called artificial intelligence before, they are now.

Lee Kantor: Now, um, how are we navigating this balance between the customer who’s wanting speed? It’s as quickly as possible. They want also transparency, and then also deal with all the cyber security issues that come along with speed. You know, the other side of the coin, when it comes to speed of how do you protect the person from somebody else who’s trying to leverage speed also?

Mike Morris: Yeah. And so unfortunately, a lot of the the banking technology is getting dated. And so it’s really having that front end omnichannel experience for the customer that they’re more used to with other industries. Right, to get into Amazon and other other and eBay and different places like that. So you’re really having the ability to Um, have that knowledge, but I think a lot of it is the regtech itself too. Coming into play is really helping get in there and, um, uh, help them with the regulatory issues that the banks are facing and also the fintechs are facing. But, you know, and that’s on the customer side, too, because it’s the protection. It’s like, hey, how do we make sure they have cyber resilience? You know, these these fintechs are quick to get started, quick to get building. They’ve got to build product and they’ve got to take it to market. And sometimes there’s gaps in their security. Right.

Lee Kantor: So they’re just want to go at full speed all the time. And then there’s got to be somebody that’s saying, hey, you know hit the brakes here a little bit. Let’s learn something first and then we can make some adjustments. Yeah. And that’s that balance is the magic right? Absolutely. That’s exactly right. That’s the challenge.

Mike Morris: And that’s where the banks have a lot of good experience, because they have had to do vendor management and due diligence over these fintechs for years. And they’ve had regulatory oversight. And so when the fintechs get in, they sometimes don’t know these, these areas of, of um compliance. And they have gaps. And so this partnerships with the banks really helped them learn. Sometimes it’s frustrating, right?

Lee Kantor: Both sides are frustrated though, right?

Mike Morris: Yes, but they’re getting to a happy medium. They’re starting to to understand how to speak bank on the fintech side and understand the compliance and the alphabet soup of all the different compliance things they need to worry about.

Glen Sarvady: I was going to say one of the things they can always do is agree to not like the regulators. Yeah. And we’ve had some we’ve had a lot of great presentations here from the regulatory authorities who belong in this conversation for exactly the reason that you mentioned. And I think, you know, it is it’s a it’s a delicate balance or a natural tension, whatever you want to call it. You know, you do have the need for speed, the desire for speed, but you have the desire for safety, too, especially in something like financial services, which may not necessarily apply the same way. I think it’s a much more important thing to be safe than it is in some other things where you’re not dealing with something like people’s life savings, right?

Lee Kantor: Exactly. Like that. Stakes are extremely high and extremely personal. When something happens to you, you know, and it’s another.

Glen Sarvady: One of those. And again, it’s, you know, it’s kind of a never ending loop where, you know, the fraudsters have access to new technology as well. So it’s always this arms race of who’s going to be ahead, right? So there’s the artificial intelligence that gets in the arms of, in the hands of fraudsters.

Lee Kantor: People.

Glen Sarvady: To creating deep fakes and faking voices, spoofing, breaking passwords. But then you can also use those same tools to make sure you create defenses.

Lee Kantor: And then I don’t know if the listener understands it. The bad guys that are doing this are not just some kid in the basement with Cheetos and Red bull, right? Like, this is a organized groups of people that are behind some of the fraud.

Mike Morris: They run like corporations. I mean, they are very well organized. They have research and development best.

Lee Kantor: Practices, you.

Mike Morris: Know, best practices.

Lee Kantor: They’re walking into an office with a briefcase and a whiteboard right in there. That’s how they’re doing their work. Yeah.

Mike Morris: Retained earnings. They go build more tools and build the next mousetrap to get us. So yeah, it’s a it’s a continuous battle. And that is where again the banks I think have a leg up to help the fintechs because they’ve had to deal with it for 30 years now. And these fintechs are learning and they’re doing a good job. But it does take a little time. But yeah we do want to protect the consumer. The final piece. And with the money again faster. Fraud payments are faster is faster fraud sometimes. So we have to have the regtech that can help us with that as well to look for that in real time.

Glen Sarvady: And it’s kind of disturbing that. I mean, we’ve been talking about software as a service forever. Banking is a service. We have all these different things. Frankly, I just heard this term recently fraud as a service is out there. Literally. Wow. Somebody sets up shop. Hey, you want to come and commit fraud? Come talk to us. We know how to do it. We’re the.

Lee Kantor: Experts.

Mike Morris: Yeah. Phishing is a service to set up a phishing campaign and have at it.

Lee Kantor: So where do you see the opportunity? And maybe as a whole for fintech and specifically to the Atlanta and Georgia.

Mike Morris: I think the main area I’m seeing and we’re starting to get more towards this, is having that true understanding of the data flows and the transaction flows from the customer through the fintech, through the bank and back, and making sure we really understand the control points, because in the last few years, especially banking as a service, if people are familiar with that, where the bank is, is basically the wholesaler and the fintech is the and retailers going out and acquiring the customers. We need to make sure that we understand the gaps there and where the regulators have gotten uncomfortable with it. And getting getting harder on the banks is finding those gaps and not realizing it’s not the I thought you were doing this. I thought you were doing this. Who’s on first? Right. And so now they’re getting better about that. But I really think understanding those transaction and data flows through the process and really understand who’s responsible, who’s monitoring and reporting on those is where we’re going to get the holes fixed.

Glen Sarvady: And I think, Mike, you used the phrase omnichannel a little bit earlier, which basically means people have a lot of different preferences. Some people prefer to bank at a branch. Some people prefer to bank through their digital phone. Clearly the trend is toward the digital side of things, but we’re finding increasingly that people don’t necessarily just gravitate toward one way of interacting with their financial institution. They do it through a lot of different ways. We just finished a research project. We collaborated with the Georgia Fintech Academy. We actually polled 1600 consumers and again, not surprisingly, about two thirds. Primarily, they think of themselves as mobile, first using a mobile device and sometimes a computer. They still very much place value on the branch. That was another question that we asked, and most of our respondents said having a branch nearby is extremely important. One of the things that’s even more interesting is Gen Z’s answers were not that much different than all the others, so they still do find value in the branch. They may not want to go into it all the time, but they want to know it’s there, right?

Lee Kantor: And when you hear a lot of kind of anecdotal information, people think, oh, they don’t go in the branch at all. They’re just always on their phone. That’s all they care about. And that’s not always the case.

Glen Sarvady: And they don’t necessarily go in as often. They may not go in at all, but they want to know it’s there. It’s there. Right.

Lee Kantor: Exactly. So if somebody wants to connect with Tag Fintech Society, what’s the best way to do that and get involved.

Mike Morris: Yeah we have the website up Georgia fintech.org and you can get through. Contact us there. We’re always looking for new members. We’re looking for people to come in and bring new energy and bring new ideas, and we’re welcoming.

Lee Kantor: Everybody in the ecosystem is welcome, of course.

Glen Sarvady: Absolutely. And even people from outside the city, the outside the LinkedIn page, we have as well, the tag Fintech Society is a great place to keep up to date on the latest information. We have events coming up. I know we’ve got September and October already covered. We pretty much have some type of networking and content driven event almost on a monthly basis. And we’ve got the the preview about a two page summary of some of the report I just mentioned. Coming up, the ecosystem report that’s out there on the website Georgia fintech.org now full report coming up later in the year probably in October.

Lee Kantor: Well, Glen and Mike, thank you so much for sharing your story today. You’re doing important work and we appreciate you.

Mike Morris: Thank you. Appreciate it.

Lee Kantor: All right. This is Lee Kantor. We’ll be back in a few. At Fintech South 2024.

Stephanie-FosterStephanie Foster, Managing Director, ThinkTECH Accelerator, Independent Community Bankers of America® (ICBA).

https://stats.businessradiox.com/40871.mp3

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TRANSCRIPT

Intro: Broadcasting live from the Business RadioX studio in Atlanta, Georgia. It’s time for Atlanta Business Radio, brought to you by Kennesaw State University’s Executive MBA program, the accelerated degree program for working professionals looking to advance their career and enhance their leadership skills. And now, here’s your host.

Lee Kantor: Lee Kantor here. Broadcasting live from Fintech South 2024 at the Woodruff Arts Center. So excited to be talking to my next guest. Stephanie Foster, Managing Director for ICBA ThinkTECH Accelerator. Welcome.

Stephanie Foster: Thank you for having me.

Lee Kantor: Well, for folks who aren’t familiar, can you share a little bit about the ICBA?

Stephanie Foster: Sure. So ICBA stands for Independent Community Bankers of America. We are a trade association for community banks. We’ve been around since 1930, headquartered in Washington, D.C., and our mission is to create and promote an environment where community banks flourish. We’ve got over 400, over 4700 community banks that are members of our trade association. And really we have three main pillars that build up our association. One of them is advocacy. So we advocate on behalf of all community banks whether or not they’re a member. Education is our second pillar and innovation is our third pillar. And that’s who I represent today.

Lee Kantor: Now, um, can you can you help the listener understand maybe the difference between a community bank and maybe one of those stadium banks? We do not.

Stephanie Foster: Say those names out loud.

Lee Kantor: I said stadium banks.

Stephanie Foster: Yeah, sure. So, you know, we always say the community banks are like snowflakes. They’re all unique and different. But your typical community bank, you know, is it focuses on their local community. A lot of them are still very much run by, you know, their fifth generation banker that was raised to lead the bank, collect deposits from the local community and reinvest those funds via loans to help support local businesses. You know, one way to describe community banks is that it’s all about relationship banking. It’s about developing a relationship with the local community. You know, it’s somebody that, you know, like you watch this kid grow up. Your bank was sponsoring the local T-ball team, and now they’ve opening up their own business. You know, their mom and dad. You’ve established over time that is what community banking is.

Lee Kantor: Yeah. And I think that it’s so important that people appreciate that because a lot of times they default to the bank that, you know, maybe they’ve heard of more, but the community bank is typically that person, like you said, in the community that’s going to make a loan in the community, the money is going to go back to the business owner that’s in the community. Like it’s very a kind of a righteous circle with everybody is really trying to help each other They’re locally.

Stephanie Foster: Exactly.

Lee Kantor: So now you’re the managing director for the Think Tech Accelerator. Can you talk about that initiative? Because that sounds pretty exciting.

Stephanie Foster: Yeah, of course I would love to. So six years ago, the Icba started this accelerator program. And really it was a vision of our leadership at the time to encourage our member banks to start thinking differently. Right. Thinking differently about different ways that they can grow their bank to become more competitive, more efficient and more profitable. Right. And it’s it’s hard to do that in this day and age without being innovative and looking at different ways of doing the same thing. So we put together this accelerator program essentially to help connect fintechs with our member banks. It’s a ten week program that we run every year. Um, we recruit companies across the US and even globally as well. North of the border. We have several companies from Canada actually, that have participated in our program in the past as well. But in the last six years, we’ve had over 50 different fintechs that have participated in this program, and they are solving problems for community banks, from compliance to deposits fraud. We’ve got some AI companies also come through. So it’s been a great way to support our our member banks and presenting new and evolving technology to them.

Lee Kantor: Now are the banks contacting the startups and saying, hey, we have this challenge, or the startups contacting the banks and saying we have the solution.

Stephanie Foster: I would say it’s a combination of both. What we do to our program, actually, we serve as the middleman, right? So we have this ten week program during which we are actively navigating and kind of owning that relationship and helping not only educate the fintechs to learn more about community banking, what it is, how it works, what are some of the problems that our banks are typically dealing with or what’s the most urgent need today? And we bring the banks to the table to come over three and a half period of hours on zoom, and they get to hear each company come in. They pitch for 15 minutes. The banks get to ask them questions for about ten minutes. We do a survey at the end and all that feedback goes back to the fintech. So it’s a great opportunity for the fintechs to get exposure to the banks, conduct customer discovery, and the banks in return are being exposed to the latest and greatest technology.

Lee Kantor: Now, is this happening locally or is this happening kind of for the community as a whole?

Stephanie Foster: Really good question. Our program is actually hybrid. So it’s ten weeks. Three weeks are in person and seven weeks are fully hybrid on zoom. So we’re able to access bankers from across the nation to participate the three weeks in person. Typically two weeks happen here in Atlanta. We have an office actually right down the street here from Woodruff Arts Center at 999 Peachtree, um, where we have the six fintechs come in for a week. We have bankers from all over as well that come in to spend time with the fintechs, learn about what they’re doing, provide feedback on the solution, and help them essentially to organize their value proposition to to banks. And then we have the hybrid version on zoom as well.

Lee Kantor: So what do you need more of? How can we help you?

Stephanie Foster: Thank you for asking. I am in recruiting season right now, so I am actively looking for fintechs to participate in our program. If anybody is interested, we look for growth stage companies between Seed and series A that are solving problems for community banks. This could be anything from AI compliance deposits, any regulatory tool fraud. For example, if you are interested you can check out our website wikborg or you can send me an email Stephanie Foster at wikborg. If you are interested in learning about the accelerator program.

Lee Kantor: Well, you came to the right place. You meet anybody interesting here at Fintech South?

Stephanie Foster: I met tons of folks yesterday actually, and I was a judge at the Innovation Challenge on stage. So yeah, I’ve got my recruiting hat on and I’m excited to walk away with a full list of recruits for my next program.

Lee Kantor: So how does the fintech scene here in Atlanta compare to other areas that you kind of work with?

Stephanie Foster: Fintech is hot in Atlanta. That’s why we’re here at Fintech South, obviously. But yeah, we actually have gotten several companies that are local from Atlanta that have participated in our program before. One of them is moment here locally moment. They were on stage with us yesterday as well, and they were one of the finalists for the Advance Awards. There’s another local company here, trust that, another Atlanta based company that participated in our accelerator program last year. So we’ve got a pretty strong Atlanta cohort, too.

Lee Kantor: Well, thank you so much for sharing your story today. You’re doing such important work and we appreciate you.

Stephanie Foster: Thank you for having me. It was a pleasure.

Lee Kantor: All right. This is Lee Kantor. We’ll be back in a few. At Fintech South 2024.

Lisa-Arthur-Fintech-South-2024Lisa Arthur, US Director and Global Chief Marketing Officer, Sensedia

Connect with Lisa on LinkedIn.

https://stats.businessradiox.com/40874.mp3

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TRANSCRIPT

Intro: Broadcasting live from the Business RadioX studio in Atlanta, Georgia. It’s time for Atlanta Business Radio, brought to you by Kennesaw State University’s Executive MBA program, the accelerated degree program for working professionals looking to advance their career and enhance their leadership skills. And now, here’s your host.

Lee Kantor: Lee Kantor here, broadcasting live from Fintech South 2024 at the Woodruff Arts Center. So excited to be talking to my next guest, Lisa Arthur with Sensedia. Welcome.

Lisa Arthur: Thanks. Great to be here.

Lee Kantor: Well, for folks who aren’t familiar, can you share a little bit about Sensedia? How are you serving folks?

Lisa Arthur: We are a global leader in API management and integration. What does that mean? We’re basically like the Lego blocks that help connect fintechs to banks. Banks to fintechs and keep it secure and efficient.

Lee Kantor: Now, why was it important for you guys to be at Fintech South?

Lisa Arthur: This is our third year at Fintech South, and we’re also members of Tag, the sponsoring organization of Fintech South. And in our three years here, we just really appreciate the people we’ve met. We meet them from all over the globe. We just met someone from Argentina. So for our global brand, it’s great because while it’s rich in fintech Atlanta talent, it’s also drawing a broader audience. And then additionally just the chance to keep up with what’s going on in the world of fintech.

Lee Kantor: So what is going on? What have you learned?

Lisa Arthur: Well, we’re learning that some of the problems that we’ve seen with our fintech prospects and customers are pretty universal, and that’s both good validation for how we’re helping them. But also I think shows there’s a lot of room for fintechs to kind of address these problems, to innovate better at scale.

Lee Kantor: So where is the opportunity when it comes to innovation on APIs?

Lisa Arthur: Well, the innovation is to one deliver on an embedded finance strategy. And while many aspire for that, some of the challenges that are holding them back make it where it’s more one off, it’s more tactical versus a scalable embedded strategy. And that slows the company down. It impacts the consumer experience, the developer experience. And then additionally, we’ve got this pending CFPB regulation, section 1033, which will a new rule be published we anticipate in October where there’s both a double edged sword for fintechs. There’s an opportunity because the CFPB is requiring data sharing. Consumers data is their data and they’re able to access it. But it’s also a slippery slope because some fintechs will be included in that. Depending upon what they do with the banks, and others may be exempt and may miss the opportunity to really drive a financial grade experience. So those are the two innovations we’re seeing a lot of now.

Lee Kantor: Where are the like, how do you help your clients when it comes to. I mean, it’s a balancing act in terms of they want to go to market with all this innovation and new technology. Then you have the regulatory that is usually not at the bleeding edge of things, right? They’re usually kind of coming from behind. How do you kind of help them balance all of this in order to be innovative, but still withstand the scrutiny of regulation?

Lisa Arthur: Yeah, that’s a great question. Um, well, I think let’s start with what’s some of the route blockers that fintechs are having at innovating. And one of the biggest ones we’ve heard and I’ve seen it validated here at Fintech South is bootstrapped resources, right? Many of these fintechs are pouring a lot into their products, a lot into their customer experience, and they don’t have enough bodies to do the innovation to scale. The second is on this compliance piece. What is their strategy? How does the innovation they’re doing link into compliance instead of fearing it? You know, how can this actually drive even more innovation. And the last thing is around the technical complexities. So if I’ve got fewer resources and I’m worried about this compliance, but I’ve got this technical spaghetti that I’m dealing with and everything’s a one off, then I’m not able to innovate at the pace that maybe my competitors are.

Lee Kantor: Right. And and I would think that a lot of these startups, especially when they’re bootstrapping, they don’t even know what they don’t know when it comes to a lot of this regulation and compliance. Right. They’re there, just like going boldly forward with some brilliant idea. And they don’t even know what kind of dominoes they’re knocking over as they proceed.

Lisa Arthur: You’re absolutely right. And you know, our team and I have talked to a lot of fintechs both here, but, you know, across the US and we often get asked, I don’t think I need to worry about this or what should I do. So I think we’ve got to be more forward thinking on the compliance side. One of the things that we’re coaching our customers on is that to go beyond compliance, there can be value, right? The value to the fintech can be an embedded ecosystem, faster onboarding, better customer experience, scale at a better cost. This starts to then supply resources, right? Because, oh, I’m not spending as much on this. I can I can add resources or I can partner for resources. So I think there’s a lot of, um, behavior changing. If you will, of not guessing and not waiting but taking a forward lean into it and saying, I’m going to go beyond compliance. I’m going to give that financial grade connectivity to my ecosystem, but I’m also going to use it to fuel a better path to innovation.

Lee Kantor: Now, is this where an organization like yours can really help while bringing something like that to the table and giving them just things that they probably hadn’t thought of, and give them a structure and a platform in order to execute.

Lisa Arthur: We absolutely can. We are very adaptable and agile, depending upon the fintech we’re working with, and we’re laser focused in the US on fintechs, regional banks and credit unions. So we’re not going after the whole world. It’s that ecosystem because that’s where the connectivity lives. So we bring and we just actually launched at the show, uh, a solution for fintechs called the Fintech API accelerator platform. So you mentioned a platform that’s part of it, but you’ve already you’ve already hinted at the fact that fintechs need more than just the platform. They need the thought leadership, the advisory services. They may need help getting that first API published, or embracing the authorization and consent flows of open banking, right, which can help them attract more interest in banks because they’ve already solved the compliance issues. So what we’ve done is we’ve brought our platform, an AI copilot, which will help on design and implementation services, a developer portal, all the things they need for the price less than a new car or, I’m sorry, a new truck. And why have we done that? Because we know they’re strapped. We know they’re strapped on resources and on budget. And we want to grow with these fintechs, not kill them from the beginning.

Lee Kantor: So if somebody wanted to learn more, have a more substantive conversation with you or somebody on the team, what’s the website? What’s the best way to connect?

Lisa Arthur: Excellent. Well, please go to sensedia and I’ll spell that’s e n s e d I a.com, hit a contact us button and that form will come into the US team and we will respond within 24 hours. The other thing, and I know this is radio and I may be crazy for doing this, but I believe that people like to do business with people. So you can also hit me up on LinkedIn. I’m at Lisa Burris, Arthur on LinkedIn, you’ll find me and just send me a private message. We’d love to help you. And more importantly, it’s not about the product. It’s about how we help you scale and deliver on an embedded finance strategy.

Lee Kantor: Well, Lisa, thank you so much for sharing your story today. You’re doing such important work and we appreciate you.

Lisa Arthur: Thanks for having me on and thanks for everyone for listening.

Lee Kantor: All right. This is Lee Kantor back in a few at Fintech South 2024.

Nate-KaemingkNate Kaemingk, Founder & CEO, Better Forecasting.

Connect with Nate on LinkedIn.

https://stats.businessradiox.com/40875.mp3

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TRANSCRIPT

Intro: Broadcasting live from the Business RadioX studio in Atlanta, Georgia. It’s time for Atlanta Business Radio, brought to you by Kennesaw State University’s Executive MBA program, the accelerated degree program for working professionals looking to advance their career and enhance their leadership skills. And now, here’s your host.

Lee Kantor: Lee Kantor here, broadcasting live from Fintech South 2024 at the Woodruff Arts Center. So excited to be talking to my guest today. Right now we have Nate Kaemingk with Better Forecasting. Welcome.

Nate Kaemingk: Hey, thanks for having me.

Lee Kantor: Well, I’m excited to learn what you’re up to. Tell us a little bit about Better Forecasting.

Nate Kaemingk: Yeah. So we have written a forecasting AI specifically for mid-market finance teams. So that’s going to be companies anywhere from 10 million up to $1 billion a year in revenue, and it’s written specifically to help with annual forecasting process. To make it a lot easier. I can go into customers and you tell me how much to.

Lee Kantor: Well, I just I’m just trying to get an idea for our listeners to understand what it is you’re doing and how you’re serving folks. Yeah, yeah. Go as deep as you’d like. All right.

Nate Kaemingk: Sounds good. Well, so the three, the most common reason we get phone calls or people are trying to improve their business is because they’re tired of what we call the annual guest process. And that’s where you take last year’s numbers. You kind of try to guess what’s going to happen next year. You know, we’ve all been through that process. Every corporation I’ve worked for has done that process, and it works on until it doesn’t. And so but.

Lee Kantor: Does it really.

Nate Kaemingk: Work? No it doesn’t. That’s actually the reason.

Lee Kantor: What’s the accuracy percentage of people’s forecasting I’m.

Nate Kaemingk: I’m impressed when people can get within 10% of what they said they were going to be able to do. Like if you got.

Lee Kantor: 10%, you’re high fiving.

Nate Kaemingk: Yeah, exactly. Exactly. And that and then I’ve had, um, a recent company I can think of that called us. They said, you know, hey, for the last three years we have been off by 35%.

Lee Kantor: Just a third. That’s all.

Nate Kaemingk: Yeah, just a third. I mean, how do you run your business on that, like. And so so that’s one of the main problems. The next one is the classic, you know, hey, we’re running out of cash, but we’re profitable. What’s going on. Right. And so we will try to work with people on terms and what they can change. And then the third one is just of course, you know, the executive is about to make some major strategic decisions and he just wants to have some support like, okay, what are some unintended consequences that I can’t see yet. So we will help build models and our AI will build models for that. Um, companies solve that today. I mean, anybody in a corporation in finance will know this, but the companies typically will solve that today by hiring a person that does what’s called financial planning and analysis. And they’ll show up at the executive session with their 57 tab Excel spreadsheet. And they will try to answer any of the questions that are thrown their way during that session. Now, now, what you have to keep in mind is the meeting isn’t the problem. It’s how long it took to build that 57 tab Excel spreadsheet, and the fact that it won’t answer half the questions that are thrown at them that day anyways. And so what we’ve done is we’ve shortchanged that process. When I was at a previous role about a decade ago, it took us three man years, nine calendar months to show up at that meeting. And we still didn’t get it all right. We still had to go back and keep fixing it. And so what our tool does now is it takes that entire months long process and turns it into something that takes hours instead of months. And then there’s the annual rolling forecast. There’s actually a company I can think of. I can’t name names, but I can, um, there are $3 billion a year company.

Lee Kantor: What’s a rhyme.

Nate Kaemingk: With, uh, uh, they’re in agriculture, that’s all, as far as I can go, because they’re big enough, but, um, so. And they don’t they only do their forecast twice a year because it takes too long to do the update. So they just don’t even get any value out of it.

Lee Kantor: Why bother even doing so?

Nate Kaemingk: Why bother? Because it’s going to be by the time we get the updated forecast. Right. Exactly. And so what we that process is typically best case two days and worst case six weeks like we talked about. That takes minutes in our AI to do that update every single month.

Lee Kantor: Now in your AI, are you taking kind of industry information or are you taking just the specifics of this individual company? How do you go about building the forecasting model?

Nate Kaemingk: Fantastic question. So so we will start with the company’s financials. And that’ll be your balance sheet your profit and loss. You know GAAP standard accounting. So I love accountants.

Lee Kantor: You’re getting as much accounting data as you can as it just do you want like kind of historic. You want the whole shebang or. Yeah. Yeah. As much as they’ll give you, you’ll take.

Nate Kaemingk: Monthly financial statements back as far as you’ll give them to me. And but the full you know, here’s, here’s what the balance sheet close was as of the end of January 2024. I need the whole piano, the whole balance sheet. And with that, and we do that for every single month back in history with that.

Lee Kantor: And then you layer in, you know, kind of the industry standards and benchmarks from other, you know, from all the players. So you’re not just seeing theirs.

Nate Kaemingk: Well, so we actually I’ll kind of walk through that process. It’s actually a three step process. So the first thing we do is we take their historical data and we establish trends. And the reason that works is there’s a little bit of a psychological reason for that. If you don’t if you don’t recognize that 95% of the thoughts you had today, you had yesterday, sure. How to tie your shoe, how to drive your car, how to, you know, so we’re creatures of habit. And it’s actually our brains are designed to to not use high brain power. Right. They want to think about you know, that makes sense for.

Lee Kantor: They need to pay attention to danger. They don’t have to worry about how to tie their shoes. They already know how to tie their shoes. Exactly.

Nate Kaemingk: And so, so because we our brains are biochemically wired to create habits, that happens in our work. It happens in our business, it happens in the stuff that I buy on the way If I’m driving to work one day, I’m going to pretty much stop at the same gas station every time. Maybe I would change if there was a better price somewhere, but I’m pretty much going to stop at the same gas station or the same grocery store. I’ll buy the same flowers from my wife. You know, that’s all habit stuff. So we, as forecasters, will take advantage of the fact that human beings are creatures of habit. So when we’re doing a historical trends based forecast, we’re actually establishing a foundational baseline. Like this is what’s normal, right. And the only time and now there will be slight changes. You know, people change a couple of habits a year. There’s even entire industries written around how to help you change your habits in a healthy way. So we will capture those changes. That’s why we have to do the rolling forecast. We every single month, we’re going to expect to have 3 to 5% change in what happened from the previous year and capture that and keep moving it forward. The second bucket is the sales funnel. And so that’s the you know how many people hit our website. It’s all internal data. You notice I’m not saying anything about external data quite yet.

Lee Kantor: So so far it’s all internal.

Nate Kaemingk: Yep. And so the second thing would be, you know, how many conversations did you have? Did your sales team go to conferences? Did they fill in their CRM, their HubSpot, their Salesforce, or whatever you’re using? That is really good at giving us what is about to.

Lee Kantor: Change, right? What’s going to happen tomorrow?

Nate Kaemingk: What’s the. Yeah. So from the trend you can establish not just the most likely, but you can establish a high range of probability and a low range of probability. And then you use the sales funnel data to show well which direction are we heading. Are we on the high end? Are we on the low end. Right. And then once that’s all established, then we go to the outside market factors. We start looking at we actually pull in weather data. We pull in. The Bureau of Labor Statistics has a lot of, you know, you know, in the construction industry labor cost is a massive problem right now. Right.

Lee Kantor: And so supply chain issues, anything that’s happening, maybe there’s a pandemic, you know.

Nate Kaemingk: Something like that happens.

Lee Kantor: Anything can happen.

Nate Kaemingk: Or, you know, a ship could crash in the canal. Right now.

Lee Kantor: It’s blocked for a.

Nate Kaemingk: Year, right? Absolutely. And so so then we start trying to because because the most impactful thing to a business is what it does itself. We always want to look at the market. The only time the outside market really matters for a business is when they get large enough that it really matters. So we’re talking 10 to 30% of total market share before the outside factor is absolutely. You know, it’s like there’s nothing they can do internally to change what the outside market will do to them. That’s not always true. So once we do that, what we’re looking for is okay, what can’t be explained by the sales funnel, what can’t be explained by history. And if there’s any noise left over, then we go look for, well, there was a pandemic or a ship crashed or, you know, any of these events. We can.

Lee Kantor: Think of these.

Nate Kaemingk: Outliers. Yeah, exactly.

Lee Kantor: So then, um, so how did this idea come about? What was the genesis of the. Hey, I can come up with a better mousetrap for this.

Nate Kaemingk: Yeah, well, I just I came at this weird. I mean, I actually started out as a mechanical engineer, and I learned a whole bunch of math and statistics. We had an engineering problem I had to solve, and it was $10,000 per data point, and it was a couple of days of work to get a single data point. Now, this was when $10,000 was worth something, right? Um, and and so because of that, I learned a very specific subset of niche math known as inferential statistics for small data sets. And and it sounds horrible. And that’s I think it’s fantastic. But that’s my problem, not yours. So, um, because of that, when I went and did my MBA, all the bankers had me do their homework, as I like to say it or otherwise. They said, hey, we’ve never seen anyone do this before. Let’s have you start. So I kind of figured out I had something unique. Then I had a chance to go apply it at corporate. I worked for a fortune 500 company and got to do forecasting for them, and I had a lot of people come back to me like, you’re you’re approaching this in such a new way that handles risk factors. We’ve never seen anyone figure out how to handle before. And it was because of that background. Eventually, um left that fortune 500 company and I started doing this. I was I started doing this as a freelancer, and eventually it turned into my company because people liked it and they kept wanting to pay me for it.

Lee Kantor: And and you’re getting a better result than being off by a third?

Nate Kaemingk: Absolutely. Yes. If I, if I what’s amazing is how many people keep their jobs when they’re off by that far. And they, you know, either.

Lee Kantor: The weathermen keep their jobs or they’re like barely 5050.

Nate Kaemingk: I had a it’s funny when I say I do forecasting, I have to figure out how to tell people I’m not a weatherman.

Lee Kantor: Well, Connie, you.

Nate Kaemingk: Are.

Lee Kantor: A different kind of way.

Nate Kaemingk: I can tell you what weather will do to your business, but I can’t forecast what the weather is, so. Yeah.

Lee Kantor: So now you were part of the Fintech South Innovation challenge? Yeah, I.

Nate Kaemingk: Was, I was.

Lee Kantor: How was that experience for you? Oh, it was fantastic.

Nate Kaemingk: So they did a really good job. They they had a list of a whole bunch of companies that applied out of that list. They picked ten and had, you know, industry experts come in and talk to us about various topics, pitching investors if you’re interested in and that kind of thing. And then I got selected for the top three, which was amazing. And because I was in the top three, I got to pitch on the main stage here at fintech. So and the best I didn’t win good agriculture. One shout out to them. They did a fantastic job.

Lee Kantor: How are they at forecasting?

Nate Kaemingk: I actually don’t know. That’s a good question. Um, we’ll have to ask. Uh, so, so but what has been amazing about it is the number of companies that have been like, oh, I have that problem. You know, I actually had a I met somebody in the lobby and they pulled me aside and they were like, Nate, I know, I know the guy’s name that you’re talking about. You’re talking about this guy that stuck with the 57 tab Excel spreadsheet and got, heaven forbid, he gets hit by a bus because we’re we’re we’re screwed if that happens. And so we’re, we’re trying to de-risk that critical process and make it seamless.

Lee Kantor: So now is there a niche for your product.

Nate Kaemingk: Um, so so they’re.

Lee Kantor: Still learning that.

Nate Kaemingk: We’re still learning it. So the industries we’ve had we’ve had success in about five industries so far. But that’s mainly because we haven’t found any industry we haven’t been successful in. But, you know, we’ve had the most experience in construction and then in services. I like the non-sexy, repeatable businesses that like their great customers for what we’re doing because they’re growing year over year and they’re there anyway. So construction services, consumer product groups, some healthcare and then manufacturing are the ones that we’ve done the most work with.

Lee Kantor: Now, you said you’re you do better than the 35% person. What what is your kind of range of accuracy in your forecasting. Good.

Nate Kaemingk: Good question. So we’re still getting the 90 to 95% on average. But one of the unique things that we’re doing is we can tell you which month we’re going to be accurate and which one we’re not going to be accurate. And that’s very different. The industry standard benchmark is forecast accuracy. And I’m doing air quotes. I know you can’t see me do that on the radio. But that’s an average error for the entire year. Well if you’re 95% 5% correct for 12 months. That means one out of those 12 months, you’ll be off by 15 to 20%, and you still get to say you’re 95% correct. The difference in ours is we can actually tell you which month we’re not going to be correct. We can tell you that in August we’re going to be plus or -2%, and in December we’re going to be plus or -20. And as much as a forecaster wants to say I’m always correct as a business manager, it’s actually more important that you understand when there’s uncertainty in the forecast and what.

Lee Kantor: The limitations are. Exactly.

Nate Kaemingk: And so for the businesses that that that is a specific business that I’m thinking of that had plus or -1 or 2% in August, their staffing plan, their go to market plan, their what we’re going to do. We just nailed it. Like, okay, we know where it’s going to happen. We’re going to go do it. Just just get the work done. But for the December plan, when it came to September, we looked at December and we said, hey, we’re pretty sure we’re going to be on the low end of this, but we’re going to write a scalable execution plan, because as we get into the month, we know that we’re going to start to recognize, like so. So you staff your business differently. If you know that there’s uncertainty, you staff your you change. The way you’re operating plan going into it is. And it was actually very beneficial for them for us to even though we couldn’t nail it exactly, we could at least tell them the range of possibilities. And because of that, they wrote a business plan and were very successful in that month, no matter where it landed in the forecast. Right. Because they were prepared?

Lee Kantor: Yes. Now, if somebody wants to learn more, have a more substantive conversation with you or somebody on the team, what is the website?

Nate Kaemingk: Yeah. Well, besides just sending me a check, um, just so our website is, is better forecasting.com. So come and come and check us out. Yeah. Better forecasting.com.

Lee Kantor: Well Nate, thank you so much for sharing your story today. You’re doing important work and we appreciate you.

Nate Kaemingk: Thank you for having me I’m excited to be here. Thank you. All right.

Lee Kantor: This is Lee Kantor. Uh, we’ll be back in a few. At Fintech South 2024.

Les-AdkinsLes Adkins, CEO and Founder, Yonga Tech

https://stats.businessradiox.com/40876.mp3

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TRANSCRIPT

Intro: Broadcasting live from the Business RadioX studio in Atlanta, Georgia. It’s time for Atlanta Business Radio, brought to you by Kennesaw State University’s Executive MBA program, the accelerated degree program for working professionals looking to advance their career and enhance their leadership skills. And now here’s your host.

Lee Kantor: Lee Kantor here, broadcasting live from Fintech South 2024 at the Woodruff Arts Center. So excited to be talking to our next guest, Les Adkins with Yonga Tech. Welcome.

Les Adkins: Thank you. Thank you for having me.

Lee Kantor: Well, I’m excited to learn what you’re up to. Tell us about your company. How are you serving folks?

Les Adkins: So the easiest way to tell you is one line we are doing crypto to fiat at point of sale. So crypto currency at point of sale so people can use their crypto. Finally. By having a debit card or credit card like they like, they use a debit card or credit card.

Lee Kantor: So now educate the audience. When it comes to crypto as crypto a currency, is it, is it? Kind of a commodity like what is?

Les Adkins: So right now crypto is a commodity. But it was meant to. Be a currency.

Lee Kantor: Right. So it makes it a little tricky. It does. Like I can’t bring my gold bar to. Buy a pizza.

Les Adkins: Exactly. So there’s $222 billion worth of crypto in the United States, and there’s 45 million. Account holders of that crypto. Right. And all they’re trying to do is spend it and save it and grow it and all that stuff, but they’re looking for ways to spend it. Well, what we’ve done, there have been ways out there that that have tried to do this. They’ve gotten in trouble. The banking regulations have stopped them. And so what allows us to do it is we are not a crypto company. We don’t touch crypto. It’s a self-custody wallet. You load your crypto and then you spend it as currency. We call it fiat, but it’s currency. So USD currency, yen, Euro, any currency you can spend your crypto in.

Lee Kantor: So any place that accepts crypto, I can use your.

Les Adkins: No, that’s the beauty of it. That’s any place that accepts cash.

Lee Kantor: Cash? I can go to 7-Eleven. You can do.

Les Adkins: 7-eleven. You can buy your gas. You can do a vending machine. You can do it online.

Lee Kantor: So how much is it going to take out if I go and buy a, you know, a snicker bar with my card from you?

Les Adkins: So how much is. So let’s say a snicker bar is let’s make it easy. Let’s say a snicker bar is a dollar, right? Okay. It’s probably more closer to $5, but let’s say it’s a dollar.

Lee Kantor: That’s why this is not going to be dated. So in the future you’ll be right.

Les Adkins: It’d be $100. So. Okay. So let’s say it’s a dollar. Yeah. So we allow you right now to load 5,000 USD crypto at the time you load it on. That’s the deal with regulations and all this wonderful, great stuff.

Lee Kantor: So a 12th of a Bitcoin about as of today probably.

Les Adkins: Yes, exactly. So then you take it to the merchant right. They take out a dollar’s worth of crypto. At that time. The merchant gets a dollar right. We freeze the transaction. So there’s lower volatility. And that’s all proprietary and patent pending and all the stuff that we do behind it. So but so it’s a dollar worth of crypto. You spend the dollar the merchant gets the dollar. They don’t care that you use crypto. They don’t even necessarily know that you use crypto.

Lee Kantor: That’s not relevant to them.

Les Adkins: No because we’re putting we’re point of sale agnostic. Right.

Lee Kantor: Because they are just getting their money. And it’s like it’s.

Les Adkins: Like pulling out a dollar in your. Think of it this way. This is the best way to describe it in your wallet. You’re saying let’s use the same. You said snicker bar right? Right. So same snicker bar. You go to the store, you have a dollar in your wallet. You pull it out of your wallet, you hand the merchant cash. Right. Right. Same concept, except we’re just doing it with crypto.

Lee Kantor: Right. And you’re doing it on a card. And then I can just dump my crypto there and use it as if it’s cash. As if it’s used up my $5,000. Exactly.

Les Adkins: And then you can load it again, or you can use it to save your crypto, but that’s a whole other conversation.

Lee Kantor: So how is how has the adoption been with this.

Les Adkins: So we are in alpha. We’re in alpha.

Lee Kantor: Alpha.

Les Adkins: We’re so we’re in alpha. We’re we’re at the early stages. But we have uh, we are partnering with Musk miners that they are a crypto mining company and they’ve got around 100,000 clients. We’re also working with some influencers in crypto. If you’ve ever seen the documentary God Bless Bitcoin, I work with some of those individuals and we actually have people that are using crypto now that call us on a regular basis and say, hey, is your card out yet? I want to use my crypto. So great example of that. Remember recently when crypto kind of went down for a day? Yeah, we had about 20 to 40 people call us and say, hey, is that card ready yet? Because we want to use it because we want to take the loss. So we have a lot of buzz around us. A lot of momentum. We have a very high level executive advisory board, and we’re in a funding round that we should be able to be closing in the next six weeks or so.

Lee Kantor: Is the card right now is there a card?

Les Adkins: We do have a card. It’s an alpha. It’s by invite only right now. But we actually have a card. It works with an app and a card. We actually have a card that’s an alpha and we’re pushing to beta. My developer and I keep having this conversation, so I want it to go in October. But he promised me by January.

Lee Kantor: So we’re negotiating. We’re negotiating. You’re negotiating.

Les Adkins: So he’s the guy. He’s the guy that makes everything work, so I can’t really push him too hard. So.

Lee Kantor: So, um, what’s the funny story on the name?

Les Adkins: So we were looking for a name, so we started out with a. We were eventually going to do a digital gift card app called Gift Guru. And we have a whole gift card thing that we do as well.

Lee Kantor: But crypto gift cards or it’ll eventually be crypto.

Les Adkins: Yeah, it’ll be.

Lee Kantor: Everything’s gonna be crypto.

Les Adkins: Well, it’ll be crypto cash. So we’re all crypto cash. So everything. Everything relates to USD currency, euros, yens. But. So we were looking for. We work with kangaroos. If you see our logos, there’s kangaroos on them. So my wife is into astrology. Not astrology but stars and constellations. So we were looking for constellations and we found a constellation in Australia that the kangaroo that they call Yanga. And that’s the name of the company, Yanga Tek.

Lee Kantor: So Australia has different constellations.

Les Adkins: Same constellations, different.

Lee Kantor: Names, different names.

Les Adkins: All I know is they said it’s found in Australia. So if you look up in the sky, you can see I.

Lee Kantor: Thought they were Greek constellations.

Les Adkins: You can Google.

Lee Kantor: It. Okay, I’ll take your word for it. So what do you need more for at this time? Is it investors or what are you looking for?

Les Adkins: Actually we’re looking.

Lee Kantor: We’re.

Les Adkins: Looking for investors. We’re looking for people that can help us go to market. We are looking for individuals that are interested in spending their crypto. So we’ll actually be like I said, we have an investor. We’re a current $5 million round of funding that, like I said, should close within the next six weeks.

Lee Kantor: And if somebody wants to connect, learn more. Website, all that good stuff.

Les Adkins: They just need to go to yoga tech.com or go to my LinkedIn, which is Leslie Adkins.

Lee Kantor: Adkins and yonga is y o n g a t e c h.com.

Les Adkins: Correct. There is a yonga tech. Yoga tech. So don’t do that one.

Lee Kantor: It’s that one.

Les Adkins: Yonga tech H.

Lee Kantor: Tech. Well les thank you so much for sharing your story, doing important work and we appreciate you.

Les Adkins: Thank you. Thank you for having me. I appreciate you guys having me here.

Lee Kantor: All right. This Lee Kantor back in a few. At Fintech South 2024.

Aly-MerrittAly Merritt, Managing Director, Atlanta Tech Village.

Connect with Aly on LinkedIn and follow her on Twitter.

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TRANSCRIPT

Intro: Broadcasting live from the Business RadioX studio in Atlanta, Georgia. It’s time for Atlanta Business Radio, brought to you by Kennesaw State University’s Executive MBA program, the accelerated degree program for working professionals looking to advance their career and enhance their leadership skills. And now, here’s your host.

Lee Kantor: Lee Kantor here, broadcasting live from Fintech South 2024 at the Woodruff Arts Center. So excited to be talking to my next guest, Aly Merritt, with Atlanta Tech Village, and announcing a new development and expansion in south downtown. Welcome.

Aly Merritt: Thank you so much for having me today.

Lee Kantor: Well, for the two people who aren’t familiar with Atlanta Tech Village, why don’t you share a little bit about kind of mission purpose there? And then we’ll get into the expansion.

Aly Merritt: Absolutely. Atlanta Tech Village is the fourth largest tech hub in the US. We focus on supporting specificAly proprietary tech entrepreneurs. We have about 1300 of them in our building, give or take, and they make up about 250 to 350 companies. Our goal is to provide faster access to talent, capital and ideas.

Lee Kantor: So how has the tech community within Tech Village grown like maybe since its inception? Like, how many do you remember? How many businesses were there when you launched?

Aly Merritt: Oh, that’s such a fun story. We are a little over a decade old now. When Dave Cummings bought the building and started gutting it, he literAly had people come in and start building their own Ikea desks, floor by floor. It’s kind of a badge of pride, if you can say, I was there when I built my own Ikea desk. It wasn’t fancy. It grew very, very rapidly. There was actuAly a story in Hippotamus today that had a picture of when they hit their first 1000 members and had a lot of the original ATV team. And in 2019, we were completely full right before the pandemic, and even during the pandemic, we only dropped down to about 60% occupancy, even when we as a building were closed, because people reAly wanted to be a part of the community, even when they physicAly couldn’t be in the space.

Lee Kantor: And that’s the beauty of it. The community is not just the space.

Aly Merritt: That’s right. I like to say what I, I don’t sell office space. What I sell is community. I could sell office space. We have beautiful offices, but that’s just a piece of it. What we reAly do is focus on those serendipitous interactions between the entrepreneurs, the investors, the ecosystem folks, everybody in the ecosystem, which is why we’re here at Fintech South today.

Lee Kantor: Now, let’s talk a little bit about the expansion. And if you don’t mind, just share a little bit about the history that happened before you all invested in developing that south downtown area.

Aly Merritt: Yeah, it’s a funny story because it’s a very short history. We are doing real estate at startup speed. Absolutely. So David Cummings in October of last year. So less than a year ago got word that a large portfolio downtown which had been run by a German developer called Newport, was going up for sale. Bankruptcy. Style on the courthouse steps. Because apparently that’s still how we do things. As you stand on the courthouse steps and announce it to the world. And it was a large, contiguous chunk of downtown. And David thought.

Lee Kantor: And it’s a historic chunk.

Aly Merritt: Historic.

Lee Kantor: It’s not just a chunk of town. Yeah, it’s kind of the heart of of the, the world for a lot of people in a, in a certain part of history.

Aly Merritt: It is it was the original business and innovation district in downtown. And that was one of the reasons that it made such a big impact on David is he looked at it and thought, this is a part of history that reAly needs to be revitalized. We don’t want it to get sold into different people who maybe don’t have a big vision. This is an opportunity. And apparently we didn’t have enough to do so. We bought 15 acres, 53 buildings, the largest collection of historic assets ever sold in Atlanta.

Lee Kantor: And then the what’s kind of the vision to kind of reboot that, that part of town.

Aly Merritt: It’s a big vision and it changes literAly every day, as you do in startup world. Lots of pivoting, lots of testing and iterating and getting an MVP into the market and then saying, well, that didn’t work. Let’s figure out what we can do with that. Some days I come in and say, what is that? I thought that was a bagel shop. And they say things like, yesterday it was a bagel shop. Today it is a hairdresser. And I’m like, okay, um, so a little bit different than our focus in Buckhead is we’re moving not just into supporting our proprietary tech entrepreneurs, but also into supporting neighborhood businesses and helping Atlanta innovators and entrepreneurs grow from the ground up, regardless of the specific field that they’re in.

Lee Kantor: So it’s not just tech, which is a slight pivot. This could be a mom and pop. It could be a hairdresser, it could be a hairdresser. That’s fine.

Aly Merritt: Absolutely, because there’s so much space down there. In order to revitalize a neighborhood, you can’t just have proprietary tech startups, right? We want coffee shops. Yeah, you need coffee shops You need delis. You need pharmacies. You need. Grocers you need all the things that would allow people to move down there and live, work, play in a noncommercial real estate sort of way.

Lee Kantor: So it’s neighborhood as a service you’re selling.

Aly Merritt: It is neighborhood as a service in a lot of ways. Now it will have an additional fully resourced office similar to ATV Buckhead when we open in early 2025 at Atlanta Tech Village, Sylvan, it’s the former Sylvan Hotel, and that will house another minimum 200 entrepreneurs. We have about 36 offices there and that will focus on proprietary tech, but we are also building out space for our neighborhood entrepreneurs and businesses as well. And we currently have a co-working space open at Atlanta Tech Village Masons, the former Masons furniture store, and we have about 40 Masons only members there, in addition to a large amount of our Atlanta Tech Village Buckhead folks who are working down there too.

Lee Kantor: Now, is there any partnership with Georgia State since they’re down there as well? What a.

Aly Merritt: Great question. So they back up to our space, and we are working very hard on figuring out how we can better support them as they grow, as well as their graduate students who live down there. They have a huge pedestrian population and that’s very important to us too. They also back up to Underground Atlanta, who we work very closely with. And then on the other side, you have Centennial Yards and the new entertainment district there, as well as the CNN, formerly the CNN center, and that district that’s getting built out. And this is all a very symbiotic relationship. Any density that any of us can bring in or benefit across the board, even though we all have slightly different focuses and slightly different niche areas of interest.

Lee Kantor: So what do you need more of right now and how can we help you?

Aly Merritt: Thank you for asking that. We do a lot of public community tours because John Birdsong, the other partner in this in this development downtown, calls it transference of belief one tour at a time. You just don’t get it until you go. So I highly encourage folks to follow us on social media, see all the historic finds we’re finding in the building. You get heads up on everything that’s going on with the new buildings, all of the different designs and renderings, but you also get to come down and get a feel for the space. So that’s what we need. We need people to come down, come out, engage in the community. It’s not scary. We’ve got lots of parking. Of those 15 acres, we bought six surface parking lots.

Lee Kantor: There’s no shortage of.

Aly Merritt: Parking lot right now. Please come down and south. Downtown and Atlanta Tech Village are also doing a lot of lot parties. So you can find those on our social media. They’re open to the public. They’re kid friendly. We are celebrating not only the games that are going on in the Mercedes-Benz, which is walking distance away, but also we’re doing things like the party with the pass, with the Atlanta History Center coming down the line soon.

Lee Kantor: Now, as part of the kind of revitalization are you trying to keep kind of some of the architecture and the history from that standpoint, or is it something that, you know, because sometimes in Atlanta, they like to tear things down and put shiny things in its place.

Aly Merritt: Sometimes, frequently. I would say that’s often a challenge with Atlanta is that there’s a lot of history that’s no longer there. We are working our way through every single building, and we’ve acquired a few more since we bought the original portfolio. We are working with historical preservationists. We’re working on historic tax credits. We actuAly had our interns over the summer go into different buildings with a little cart, and they would pick up different pieces, whether they were beautiful lights or a typewriter or an old phone, all sorts of different fun things. And we’re putting them in a museum to showcase the spaces, even if a building isn’t structurAly sound. We’re working very hard to keep maybe a facade here and there. I saw a rendering this morning of a building that has trees growing in it, and the rendering turns it into a park with just a framework of the beautiful building.

Lee Kantor: That’s the the startup mentality. That’s an opportunity.

Aly Merritt: It’s an opportunity. We don’t say no. We say yes and yes.

Lee Kantor: And that’s right. Well, if somebody wants to connect and learn more, what again is the coordinates website and maybe social?

Aly Merritt: Absolutely. South downtown ATL is the Instagram for the entire portfolio. Atl Tech Village is specificAly for Atlanta Tech Village. So you can follow along on ATV, Sylvan and all the other fun things coming down the line. And we partner on a lot of those pieces, so either one will get you where you need to go.

Lee Kantor: All right, well, thank you so much for sharing your story. You’re doing such important work and we appreciate you. Thank you so.

Aly Merritt: Much for having me today. Oh, actuAly, I apologize. What I missed something. I do want to point out that even though we are revitalizing downtown, there is a lot already going on down there. So we are leaning into our neighbors tied to kitchen, Spiller Park, Wild Leap Brewery, Cat Eye Gallery shortly the Origin Hotel is going in, so there’s a lot of other folks doing great work that have been there for a long time and that are coming in new as well.

Lee Kantor: Right. So this is you don’t have to wait and go. There’s stuff to do now. Yeah, exactly. Early and often. Well, thank you again, Ali, for sharing your story.

Aly Merritt: Thank you for having me.

Lee Kantor: All right. This is Lee Kantor back in a few. At Fintech South 2024.

Luis Andino, Founder and CEO, Ditch

https://stats.businessradiox.com/40878.mp3

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TRANSCRIPT

Intro: Broadcasting live from the Business RadioX studio in Atlanta, Georgia. It’s time for Atlanta Business Radio, brought to you by Kennesaw State University’s Executive MBA program, the accelerated degree program for working professionals looking to advance their career and enhance their leadership skills. And now, here’s your host.

Lee Kantor: Lee Kantor here, broadcasting live from Fintech South 2024 at the Woodruff Arts Center. So excited to be talking to my next guest, Luis Andino with Ditch. Welcome.

Luis Andino: Thank you so much for having me.

Lee Kantor: So before we get too far into things, tell us about Ditch.

Luis Andino: Of course. Well, Ditch is a personal finance app that uses AI to help people manage and repay their debt in a more efficient way.

Lee Kantor: So how does it work?

Luis Andino: It’s simple. So we take roundups of your purchases and then we send those automatically towards your debt. So think of walking into a coffee shop and buying a coffee for $3.40. We take that 60 cent roundup and then send it automatically towards your student loans, mortgages, credit cards, which means that you’ll get to pay off your debt faster. And the faster you pay off your debt, the less you’ll spend on interest. And that’s how we help our users save money.

Lee Kantor: So how much does that for an average person come up to every month? Because $0.60 at a time, it seems like, you know, my mortgage. It’s going to take a minute. Of course.

Luis Andino: Well, we’ve gotten clever about how we go about it. And one of the things that we do is that we allow users to add multipliers to their roundups. So we have the average multiplier on the platform is 2.7, which means that that 50 cent roundup is going to end up being over a dollar. And those add up to be about $150 on average for our existing users. But you could also take Instead of just a roundup, you could also decide to use a percentage of that transaction and then limit the transaction range. So if I go and, you know, spend $150 and I’m allocating 10% of all my transaction spend towards my mortgage or my debt, then that $150 transaction would end up resulting in a in a $15 payoff. And those rack up much, much, much faster. But our average user today is able to send about $150 towards their debt every single month.

Lee Kantor: And then how much time does that save them in and how quickly they can pay off their debt?

Luis Andino: It depends on the it depends on the type of loan. So mortgages, it’s going to be much more time for credit cards. It’s going to be a little less time. It depends on the balance of the credit card. But generally users expect to save around 30 or 40% of the total time it takes them to pay off their debt with these payoffs now.

Lee Kantor: So how does the app work for me as an individual. Do I pay for the app? And then you’re doing this, or I’m paying a transaction fee every time. You know, we do this dosey doe with the roundup.

Luis Andino: That’s exactly it. So we take a small percentage of every time that we make a payment towards your debt. And the reason that it’s still very profitable for you as a consumer is because you’re saving much more on interest. And in fact, you’re saving five in cases, five times more on interest than what we’re charging you to make that transaction. So the product is free to use. There are some premium features, but the product in itself and what I’ve described as free to use, and then we take a small percentage of those transactions. And that’s how we make money.

Lee Kantor: Now, how cumbersome is it to make the connection between the app and all of the things that debt like to get permission them in, like, because this sounds like a fintech challenge.

Luis Andino: It is. And, you know, that’s one of the things that we have solved. Um, and our average user, it takes our average user about four minutes to link all their accounts and set everything up from the moment that they open the app for the first time, to the moment that the payoffs start accruing, it takes on average about four minutes.

Lee Kantor: So it’s a matter of the permissioning my the place I owe the money to to say, hey, I’m going to make extra payments at random times. Or is that or do you do it all at one time, once a month? Like how do the is it happening in real time as I’m making the payment, it’s going in sending a dollar to my credit card.

Luis Andino: It’s not because of course transaction fees would make that impossible. If I’m sending $0.30 at a time and I’m paying a couple cents per transaction. So what we do is we aggregate and we allow the user to choose the pace, but it defaults to $25 right now. So every $25 we’re going to be making a payment from your checking account directly to your debt. Be that a student loan, your credit card, your mortgage, etc..

Lee Kantor: So you’re putting it in an envelope.

Luis Andino: Effectively. You can think about it that way. Yes.

Lee Kantor: So, um, what was the genesis of the idea? How did the kind of the concept come about?

Luis Andino: Well, first of all, I have a background in consumer lending. So I worked in consumer lending, and I just worked with enough people that were managing debt to realize that, frankly, that kind of sucks. And most people have it right. And so unless.

Lee Kantor: You’re the what is it, the rich, rich dad, poor dad. I think he likes debt.

Luis Andino: Exactly. Well, debt can be used very properly. And that’s one of the things that we want to also do is within the app, we also have some financial education courses that the user can take. And the idea is that eventually we’ll take user’s debt from being a burden to being a tool that they can leverage to live a more prosperous life. But doing that takes a lot, right? And so we’ve decided that we wanted to focus on the specific segment of debt, because most personal finance apps have overlooked that segment. They’re focusing on the folks that are high net worth individuals that have assets that they can generate revenue. They have a high Fico score so they can be sold a new credit card, whereas Dick works with the people that anecdotally have been overlooked, which is the people that manage and repay debt and that are struggling with debt.

Lee Kantor: So is there a story behind the name?

Luis Andino: Well, it’s it’s very simple and it’s kind of cheesy too. But what we what we do is we want to help our users Ditch their debt. And so for that reason, we’ve chosen that name. Um, and it’s it’s worked. It’s stuck. Our users like it. It’s catchy, it’s short, and it’s made sense thus far.

Lee Kantor: So at what stage are you as a startup?

Luis Andino: I would say that we’re in the seed stage. We’re still finding, uh, our groove and finding our what they call in the startup world product market fit. Uh, but we believe that we’re well on our way to do so. We’ve have we’re serving thousands of users that are using our platform every day. Uh, and we’ve been growing dramatically over the past four months.

Lee Kantor: So what was it like when you just put it out to the world and were like, oh, I hope somebody kind of bites on this thing.

Luis Andino: It was extremely. Yeah, it was extremely underwhelming. You know, you you spend months and months building a product and you have this expectation that as soon as you turn things on, people are just going to show up. In fact, we’ve we were scared initially of whether system could handle the load that we were expecting. And then you turn the thing on and then all of a sudden it’s your aunt, your mom, your cousin, your girlfriend, and a few buddies of yours that have downloaded your app. Okay, we.

Lee Kantor: Got the low hanging fruit out of the way. Now what?

Luis Andino: Now what? That’s exactly the question. And the. Now what is that? Then you have to build, which I think is one of the biggest challenges with startups, is you have to build mechanisms to get the attention of a lot of people, whether that’s through the product messaging and making sure that that’s simple enough for someone to understand, whether that’s advertising on social media, whether that’s building partnerships with companies that already have your target audience. And that’s really one of the hardest parts about building a company, is finding enough people to care about what you’re building, and making sure that you continue innovating on the product to make sure that people still continue to care.

Lee Kantor: So who are the right kind of partners for you?

Luis Andino: We partner with fintechs, consumer lenders, banks, community banks, credit unions, all the folks that are actively, uh, having customers that owe them money. And the use case is that we partner with these types of institutions to help them service those delinquent loans. So if you’re a consumer lender, a bank, a credit union, and you have $100 million in outstanding debt and a portion of that is past due or people are missing payments, the use case there would be that you would send them an email and say, hey, we are making this tool available for you. And then that user would get the tool for free. And then the payoffs that we generate are those round ups will automatically go towards servicing that lender’s debt. And in that equation everyone wins. We gain a customer, the bank gets their money back and the lender and the customer gets a tool that helps them manage their debt in a more efficient way to make that process more seamless.

Lee Kantor: And are you white labeling it for them or is it still under the Ditch name?

Luis Andino: Well, for now, we’re trying to preserve our brand because we believe that the engagement is going to be higher. So if your lender is reaching out to you and saying, hey, we have this tool that we want you to use, you’re going to be like, man, I owe you money. I’m not going to pick up that phone call. I’m not going to open that email. But if it’s coming from a third party and it’s a tool that’s built specifically to help you agnostic of the lender, then we are confident that the engagement is going to be much higher coming from us than it would be if it was a white label solution that we’re making available to the lender. But that’s not out of the question for our future. I think that initially we’ve seen enough traction Attraction to want to bring our brand to life as opposed to just the technology.

Lee Kantor: Now, what was it like going through the innovation challenge?

Luis Andino: It was great. The preparation was very formative. It was the first time that I’ve been in front of an audience of that size, which initially was nerve wracking, but I was pleasantly surprised to feel that comfortable in front of that many people. And it just is another example of pushing the boundary further and further beyond of what we’re capable of as entrepreneurs.

Lee Kantor: So would you learn any new kind of thoughts or anything that somebody brought up that you hadn’t thought of yet, or any connections maybe, that are going to help you get to a new level for sure.

Luis Andino: Connections, definitely. I mean, we’ve had tons of people reach out to us. We had hundreds of people download the app right on the spot because we put up a QR code. But I guess like the the undertone of this is, is to just, uh, be prepared. And it’s not as intimidating as you’d expect, even if you’re in front of hundreds of people or thousands of people, if you know what you’re building and you deeply, deeply care about what you’re doing, the the passion is going to come through, and that’s going to be what resonates with your audience. And it’s not only enjoyable, but very productive at the end of the day, for an entrepreneur to build the habit of speaking to large amounts of people and feeling super comfortable doing it.

Lee Kantor: So what do you need more of? How can we help?

Luis Andino: Well, we’re always looking to build partnerships with, like I said, consumer lenders, credit unions, banks. We also have a partnership channel with large employers. So we partner with companies to allow to offer Ditch as a financial wellness benefit for their workforce. So in the same way that companies pay for health insurance for their employees, physical wellness or gym memberships, we also believe that there’s a huge impact that debt and money make on an employee’s productivity, their retention, their mood. And we believe that serving up these financial wellness tools for as a as a perk for the employee is super productive as well. So we also partner with large employers and POS.

Lee Kantor: So if somebody wanted to learn more, have more substantive conversation with your team, get the app. Is there a website?

Luis Andino: Of course. Our website is.io/contact. That’s the best way to get Ahold of us again. That’s ditc h.io/contact.

Lee Kantor: Well, Luis, thank you so much for sharing your story. You’re doing important work and we appreciate you.

Luis Andino: Thank you so much.

Lee Kantor: All right. This is Lee Kantor. We’ll see you in a few. At Fintech South 2024.

 

Tagged With: Fintech South 2024

Angie Bretag with Motive

September 9, 2024 by angishields

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Angie Bretag with Motive
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Angie-BretagAngie Bretag serves as director of Motive’s Emerging Sales division, helping to connect emerging and mid-market brands with Motive’s industry leading platform and AI-powered solutions.

She has been with Motive since 2020 and is based in Nashville, TN.

Prior to joining Motive Angie served in senior sales positions with Glassdoor and Careerbuilder. The transportation industry is in Angie’s blood; growing up her family ran a truck stop off I88 in Illinois.

Outside of work, Angie can be found cheering on her kids at their various sporting events, as well as her beloved Iowa Hawkeyes.

Follow Motive on LinkedIn, Facebook, X and Instagram.

Transcript-iconThis transcript is machine transcribed by Sonix.

 

TRANSCRIPT

Intro: Broadcasting live from the Business RadioX studios in Nashville, Tennessee. It’s time for Nashville Business Radio. Now, here’s your host.

Stone Payton: Welcome to another exciting and informative edition of Nashville Business Radio. Stone Payton here with you this afternoon. This is going to be a good one. Please join me in welcoming to the broadcast with Motive Angie Bretag. How are you?

Angie Bretag: Doing good. Thanks for having me.

Stone Payton: Well, it is a delight to have you on the broadcast. I got a ton of questions. Angie, I’m sure we won’t get to them all, but I think a good place to start would be if you could share with me in our listeners mission. Purpose? What? What are you and your team really out there trying to do for folks?

Angie Bretag: Motive, we exist to solve the problems and help companies that are in the physical economy. So what that means is we build tools to make companies safer, more productive and more profitable. And I feel like if I was explaining this to my mom and I said physical economy, she would probably ask a question. So I’ll explain that. I think when we say physical economy, what we mean is we are partnering with the companies that build and power our homes. They support our infrastructure, they manage our waste, they grow, deliver our food. It’s like any any company that’s out there moving, delivering, producing a product like Motiv is designed and is built to really support them. You know, that’s what we do.

Stone Payton: What is the backstory? How in the world did you find yourself in this line of work doing this kind of service for folks?

Angie Bretag: Motiv found our way here. Um, over a decade ago. We got into this wild world of transportation initially just to digitize paper logs. And so the transportation industry was still doing everything on paper. And so we saw an opportunity to create a tool to be able to digitize those logs. And that’s how we got started. And, you know, the rest is history. You know, we’ve we’ve definitely expanded into different industries and different products, um, all with one idea in mind. And it’s just really to make the roads that we drive on safer and the companies that we serve more productive and more profitable.

Stone Payton: So have certain industries, sectors sort of gravitated to your work? Are there some that you really align with? Really?

Angie Bretag: Well, yeah. We, uh, we serve tons of different industries. Uh, you know, when we first got started, like I said, we were primarily in the trucking and transportation industry. Uh, but now over half of our business consists of companies that are outside of that industry. So construction, oil and gas, home services, landscaping, you know, anything that is, you know, delivering, producing like driving the physical economy. We can partner with.

Stone Payton: So what drew you to Nashville?

Angie Bretag: Motive. You know, motive saw the opportunity to, you know, create a, you know, an office, a culture and build out our sales team in Nashville. And so, you know, in 2018, we made a huge investment in the Nashville market and built out some incredible office space right up the street from the Ryman. We’re on fourth and church. And yeah, we we’ve got two floors and a building, the L and C building. And, you know, we saw it as a great opportunity to be able to be in the heartland of America that not only will help us serve our customers, but also attract a lot of awesome talent to come work at motive as well.

Stone Payton: So now that you’ve been at this a while and you clearly have, what are you finding the most rewarding? What’s the most fun about it these days for you?

Angie Bretag: Oh, um, yeah, I, I think, you know for me, but I think if you ask anybody at motive, you know, we really are drinking the Kool-Aid in terms of knowing when we sell our product, we make the road safer and we save lives. And so, you know, it’s exciting to sell a product that we know makes a difference and is meaningful. And so I love that. Um, but also the motive team is incredible. And we’ve got a lot of really motivated and excited folks that, you know, work on the sales team, but also an engineering customer support. And I think honestly, all the way up, our executive team, you know, people just really care and really believe that what we do matters and what we sell makes a huge difference in the industry, in the communities that our customers provide services in.

Stone Payton: Okay, so let’s dive into the work a little bit and whatever is is most practical for you. Maybe walk us through a use case. But I’m interested to know like what? What happens throughout the I don’t know, the engagement, the work with a client. Walk us through what that looks like, if you would.

Angie Bretag: Yeah. So a good example would be we are reaching out to these companies that are, you know, in their in various industries, but we’re trying to get in touch with whoever’s managing safety or spend or, you know, any like anything that would kind of fall into the bucket of profitability, productivity or even safety. And so, you know, depending on kind of where we, you know, start the conversation or, you know, how we kind of get a seat at the table, you know, we’ll kind of take it from there.

Stone Payton: Like, what is the customer pain point like and what’s the what’s the relief. Say a little bit more about the specific service and and what they’re getting from you guys.

Angie Bretag: Yeah I think when we speak safety, we’re talking about, um, one of our kind of key products that’s changing the way that we do safety is dash cameras. You know, we give companies visibility into what’s happening behind the wheels. They’re behind the wheel. And then also, you helping use our AI technology to identify unsafe driving behaviors and help coach drivers to make them safer at what they do. So Dash cameras is a great example of how we’re able to make some real, tangible impact on the roads.

Stone Payton: So I wasn’t anticipating that. I say more about how you’re utilizing AI to to bring this to bear.

Angie Bretag: I mean, what company isn’t talking isn’t slang in AI these days, right? You know, I think everybody really says that. But at the end of the day, you know, we are using AI computer vision to help companies be able to understand what’s happening behind the wheel. So, you know, our AI models are helping companies understand things like drowsiness, people not wearing their seatbelt, cell phone usage, um, unsafe lane changes. And so our technology can see both in the cab what’s happening in there, but then also what’s happening on the roads around them to provide coaching. But also, you know, alert drivers when necessary to put the phone down and to get their eyes back on the road.

Stone Payton: What a marvelous application for AI. So you can your sensors your technology can pick up that these things are happening. And then you’re also able to to provide some support system and some some ideas to help them mitigate it or prevent it in the future, it sounds like.

Angie Bretag: Exactly. Um, you know, and when I talked about, you know, we we really believe that we make the road safer. You know, we hear that from customers all the time, that they have it in their own vehicles. And they themselves are better drivers because, you know, they have the motive technology in their cabs. Um, but yeah, I mean, we were able to detect it and kind of curb it on the spot, but then also go back and help drivers, you know, replay, you know, pull the tape and, you know, see what’s happening. And it allows them to provide coaching to their drivers and help. You know, make some real, meaningful changes.

Stone Payton: So I’m interested to know how the whole sales and marketing thing works in your industry. And then I guess, in particular, I’m interested to know when you first started bringing this to the market, I mean, did people jump all over it or was there a little. Did they bristle with it a little bit at first?

Angie Bretag: Yeah. When I think for cameras specifically, um, kind of the safety, the safety product, I think, you know, the drivers that are good at what they do are really proud of, you know, their safety scores and being able to, you know, really prove that what they do behind the wheel is safe and great. And I think, you know, some of the other drivers maybe aren’t as excited initially, but they definitely get on board. And I think it’s because this isn’t, you know, this isn’t a punish, but it’s to coach and to curb and to improve. And so, yeah, I mean, I think if anyone you know, is used to doing, um, you know, used to doing what they do without it and then they, you know, have something in there that’s kind of reminding them that, yeah, it could, it could be a little bit like it’s not even I wouldn’t say startling, but it could definitely be a change. So I don’t think they’re necessarily enthusiastic enthusiastic about it initially, but they really see the benefit. Um, and it helps their drivers and themselves get home safe at night. And at the end of the day, at the end of the day, that’s what matters most.

Stone Payton: Uh, earlier in the conversation, did you say 2018 is when you began to make an investment in the in the Nashville area?

Angie Bretag: Yes, sir. 2018. So, um, a couple years before, um, Nashville, I think, really took off. And everybody, you know, everybody decided to pack up and move here.

Stone Payton: And the team’s growing continues to grow. What are some some near mid-term plans in that regard. You just you’re going to keep going down that path.

Angie Bretag: Yeah. Nashville is such an awesome market for us. Um, we primarily in the Nashville office. We have a lot of sales folks. Um, and then the majority of our business development team is also here, too. So that’s usually, you know, more, you know, junior a little bit earlier on in their sales career, folks that, um, are, you know, just starting off. And so we see a lot of value in, um, you know, recruiting in this market and, you know, getting people that ended up here after college or, you know, moving to Nashville. Um, and our, you know, jumping on the bandwagon.

Stone Payton: So recruiting and development, uh, I’ll confess, and my listeners know that I’ve had my struggles with that over the, over the years, but I’d love for you to speak to your experience in, in recruitment development retention. I don’t know culture, any counsel you have in that regard and maybe share some of your experience over the years. I know it would be helpful to me and probably for our listeners.

Angie Bretag: Yeah, I my background before motive was, um, in the recruiting technology space. So I worked for many years at Glassdoor. And so I, you know, I think something I’ll always say when you’re looking to recruit and, um, you know, build a culture and, you know, really expand your talent is listen to what people are telling you that work there. You know, look at you know, look at your look at the reviews and kind of read it and, um, address it. So yeah, I think, you know, that’s always a little piece of advice. I always say, you know, pay attention to what’s being said out there. You know, there’s usually a little bit of merit. Um, but when it comes to recruiting, I think, you know, we luckily have an amazing brand, both in our industry but also in just the technology world in general. Like people, you know, come to motive. They’re excited to be a part of, um, you know, to be a part of the team. But, you know, some of the things that we’re really looking for. And I’ll speak to the sales side. Um, you know, as someone that does a lot of recruiting here in this market, uh, for salespeople is, you know, we’re looking for the ideal team player.

Angie Bretag: That’s like a recruiting methodology. You know, we’ve read a long time ago, but the idea is, you know, we’re looking for three things in our candidates. We’re looking for folks that are humble. You know, they don’t have a huge ego. They really want to, like, learn and grow. And they know that they don’t know things. And so they’re hungry to develop. Um, so humble, hungry. You know, they want to work really hard and they’re willing to, you know, put the work in to get the results that’s necessary. So humble, humble, hungry. And then the last one is just smart. Like they’re firing on all cylinders. Um, they’re able to, you know, understand complex ideas and be able to break into new industries and be curious and so humble hungry and smart is really what we look for on the sales side to identify talent. And then I think, where do we find it? We look across all industries. You know, you don’t have to come from one of our competitors necessarily to really be able to connect with the transportation and kind of physical economy industries that we serve.

Stone Payton: I think you make an excellent point, because I do think, you know, if you’re coming into a software firm and you’re coming from a surfboard manufacturer, you’ve got some perspective, some insight, some objective lens on some things that could really bring tremendous value to the software firm. Right.

Angie Bretag: Oh, yeah. Um, it’s always fun when we, you know, we bring someone in from a completely different industry and they kind of look at what we do, and they’re like, why don’t you why don’t you do it this way? And they think about the problem or the opportunity just slightly different. And it really changes the way that we operate So yeah. Absolutely. People diversity of thought and backgrounds makes a huge difference when you’re building out a team.

Stone Payton: Well, and that’s another interesting topic that you’re bringing up. I’ll call it innovation or creativity, because I think most of us who lead organizations large and small want to have an innovative creative culture. And at the same time, it’s not like you can jump on every cool idea that gets mentioned. Do you guys have any kind of like, rigor, disciplined, structured process for having that feedback loop and a way for people to contribute ideas and then treat it with some due diligence and, and then also so that the person that submits an idea and you don’t adopt it, they don’t feel beat up. Have you lived through any of that?

Angie Bretag: Oh, yeah. We always say like, you know like you’re like, you’re going to do something wrong. You know, the sooner that you can, you know, mess something up, the sooner you can figure out how to do it the right way. And so I think that’s one thing that we do really well, is create the space for people to learn and to grow. And, you know, we don’t expect perfection. We expect effort and we expect results. Um, and, you know, we we aren’t we aren’t perfect. We have really good, awesome ideas to go out and engage with prospects. And then we have kind of crappy ones, too. You know, it takes a couple of crappy ones to find the really good ones too. And if you don’t make people feel safe enough to come with all their ideas, then you’ll miss out on the really good ones.

Stone Payton: So I’m almost certain the answer to this is yes, but I’m going to ask anyway and maybe you can expand on it if that is the case. But I’m interested to know, have you had the benefit of one or more mentors along the way to help you navigate the terrain, like from transitioning from recruiting to this arena? And then as you continue to grow and things change, have you have you had a mentor or two?

Angie Bretag: Oh, yeah. I’ve had a ton of mentors. Um, you know, people I still keep in touch with from, you know, other organizations that I was lucky enough to work at and then internally at motive. Um, there are just so many people that are invested in want to support. Support you. You know, I feel like I, you know, have had the opportunity to work for some really great leaders. Um, and specifically at motive, you know, I shout out Ben Nott-bower. Um, you know, I have like a full, like a folder on my computer that’s just like my one liners of, you know, little tidbits or things that I’ve learned from him, from him throughout the years, um, that now, you know, I’m passing on to the managers that report to me and, you know, they’re passing on to their ease.

Stone Payton: So I don’t know when or where you would find the time, but, uh, interests, passions, hobbies, pursuits outside the scope of your of your work. My listeners know that I like to hunt fish and travel. Anything you have a tendency to nerd out about that’s not transportation and AI?

Angie Bretag: Oh yeah, I’ve got I’ve got toddlers and so, um, yeah, I mean, we they keep us busy, you know, we’re toting them to baseball right now and dance and gymnastics. Um, but yeah, we I mean, I think our toddlers keep us really busy. And then, you know, I am a huge football person. I grew up with brothers that played collegiate football. My, you know, every man in my family is a football coach. They all coach for the high school team back home. So yeah, I feel like, you know, we are officially, um, you know, in football season. And so that is something that I nerd out on, you know, I will nerd out on for the next six months.

Stone Payton: So we touched on sales and marketing a little earlier in the conversation, but I understand that you guys are going to be at an upcoming conference. Is that accurate?

Angie Bretag: Absolutely, yes. We’re going to be at MCE here in a few weeks in October. We’re really, really excited about it.

Stone Payton: And if you would share with us what MCE is and kind of your your strategy, like what will you try to accomplish? I mean, do you have you probably do have some sort of strategy or set of objectives that things that you want to get accomplished while you’re there? Yeah.

Angie Bretag: Yeah, absolutely. We are lucky enough to be one of the premier safety performance partners. Um, you know, it’s a really important industry event for us. You know, it brings together a bunch of different trucking industry leaders, CEOs, executives, um, and they all kind of nerd out over new things that are happening in the industry. And we are so excited to, you know, sponsor that and be a part of the conversation and just have the opportunity to really sit with, you know, folks that are already partnered with motive, but also that are curious about what we do and how we help companies like theirs. So yeah, I mean, I think best case scenario, we have some awesome conversations and learn things we don’t even know yet about our industry and identify, you know, problems that we can continue to solve for, you know, the companies that we serve. Yeah, we’re really excited about it.

Stone Payton: And where is it going to be.

Angie Bretag: Here in Nashville?

Stone Payton: Oh, right in Nashville. That’s fantastic. Well, I’ll tell you, my experience has been, as you might imagine, we do a lot of conference and trade show work where we are doing live radio, either on behalf of the conference organizers or an individual vendor. Exhibitor will hire us to do radio in their booth. And I have observed that particularly those firms that really do approach it with some real intent and objectives. I mean, you can get so much accomplished in terms of genuine relationship building in the space of a 2 or 3 days that that, you know, has an impact for for months and years, can’t you?

Angie Bretag: Oh, yeah. And especially this industry like we you know they are you know they’re they love the idea of getting to meet with people face to face and building those relationships. And, you know, the value and problems that we solve are so real. Um, and, you know, I think having the opportunity to really connect with them and, you know, spend some time with them in person makes a huge difference in, um, you know, being able to build opportunities across the spectrum.

Stone Payton: Well, I would say good luck at the conference, but I don’t think you need it. It sounds to me like you’re approaching it with the right mindset and a plan, and I am interested to to hear how it goes. So maybe you’ll swing back around and and tell me about the the experience before we wrap, I would love to leave our listeners with, I don’t know, a couple of lessons learned, maybe some pro tips. And it doesn’t have to be confined to the transportation industry, although that might be a perfectly appropriate point of focus for this. But just, you know, just running a business and scaling a business and recruiting, let’s leave them with a couple of quick pro tips or lessons learned, if we could.

Angie Bretag: Yeah. Um, yeah, I think a couple a couple pro tips or just things I’ve learned throughout the years that I think has that matter are, um, you know, the first one is it’s really it’s at the end of the day, it’s more important to be interested than interesting. You know, I think focus more on your customers and, you know, be obsessed with ways that you can serve them, um, and design your product and your company around being able to really solve their problems and, um, be more focused on them than focused on yourself. So I think you know, it’s more important to be interested than interesting. Um, I think that applies to any industry, transportation or not. Um, you know, that’s going to, at the end of the day, make you stand out and make your make your company successful. Um, and then I guess on a personal one, you know, I think one way I pursue life and business and, you know, you can start to see people that kind of view it in a similar way to, you know, there’s going to be a bunch of stuff that you have to do. You know, you have to, you know, in the sales space, you have to make cold calls, you have to, you know, send emails and kind of do some stuff that maybe isn’t as fun as, um, you know, getting to like, sell.

Angie Bretag: But, you know, those are the things you have to do. And I think the people that view it, the task view, the tasks that feel less exciting or less fun is kind of get to’s. Um, as you know, I get to make calls like, I get to go out and talk about motive. I get to, um, you know, I get to do these things because I have an awesome job. Those are the people that are long term, really successful. And, you know, that’s in business, but that’s in life too. You know, the people that, um, you know, I get with, especially with my toddler, you know, I get to read the 10th book tonight before bedtime versus I have to, I think, you know, viewing life and the the get twos versus the half twos really will change your perspective and how you approach work in life. And I, I think that’s been some of the best advice that, you know, I’ve received over the years.

Stone Payton: Well, I am so glad that I asked. I think both points are marvelous. Counsel. I am probably going to borrow slash steal. Interested? Over. Interesting. I’ll try to remember to credit you at least the first few times I say it.

Speaker4: Deal?

Angie Bretag: Deal. Well, thank you so much. This was exciting. I hope, I hope we shared some stuff with the listeners that they get some value from.

Stone Payton: Oh, without a doubt. All right. What’s the best way for our listeners to learn more about motive, tap into your work. Uh, you know, maybe learn about, you know, the where you’re headed. Maybe someone’s interested in a career with motive. Let’s leave them with some coordinates. You know, a website or whatever you feel like is appropriate.

Angie Bretag: Yeah. I mean, if you’re in the Nashville area looking for a sales gig, absolutely. Check out our careers page at Go motive.com. We’re on all the socials. Um, you know, if you want to learn a little bit more about life at motive, um, you can see some of our cheesy, cheesy posts about what it’s like to actually work here and learn a little bit more about the culture. Uh, we’re on LinkedIn. You know, those are great places to go. Check us out and then, you know, if you are going to be at MCE, um, in October and you know, you’re going to be lucky enough to be a part of that, stop by, talk to our team. You know, we’re really excited to talk about some of our new product releases and spend some time with the folks in the industry. So if you’re at MCE, check us out at our booth. Um, we cannot wait to meet with you. So yeah.

Stone Payton: Angie, it has been an absolute delight having you on the show. Thank you for your insight, your perspective, your enthusiasm. And I gotta say, your your wisdom. You, you and your team really are doing important work and we sure appreciate you.

Angie Bretag: Oh, thank you so much. We we love what we do. And, you know, we feel lucky enough to be able to work for an awesome company that makes a difference.

Stone Payton: I believe it. All right, until next time. This is Stone Payton for our guest today, Angie Bretag with motive and everyone here at the Business RadioX family saying we’ll see you again on Nashville Business Radio.

 

Tagged With: Motive

Ramping up to attend the WBEC-West 21st Annual Procurement and Awards Conference with Sheila Cavalier

September 6, 2024 by angishields

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Women in Motion
Ramping up to attend the WBEC-West 21st Annual Procurement and Awards Conference with Sheila Cavalier
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In this episode of Women in Motion, host Lee Kantor welcomes Sheila Cavalier, owner of The Freaky Cookie, a corporate gifting company specializing in unique cookie flavors. Sheila discusses her business’s evolution from direct-to-consumer sales to corporate gifting, emphasizing adaptability to market demands. She highlights the importance of networking and community support, sharing her positive experiences with the WBEC-West community. Sheila offers practical advice for first-time business conference attendees, focusing on relationship building, active listening, and follow-up.

Sheila-CavalierSheila Cavalier is CEO and Founder of Freaky Cookie.

Sheila set out to create something fun, something unique for the corporate gifting world that would communicate to customers and employees just how much they mattered. The result: Freaky Cookie, based on a family recipe dating back 90+ years!

A Los Angeles native, Sheila come from a long line of bakers, writers, and a father who worked in the aerospace industry in the 1960s. This legacy of creativity, innovation, engineering, and a quest for out-of-the-box fun led to the creation of The Freaky Cookie, also known as “The Cookie Disruptor!” The-Freaky-Cookie-logo

For a time, Sheila worked as a Multi-state Auditor, giving her the unique ability to parlay her talent for managing details with her creative vision. “It’s one thing to have a dream. It’s another thing to execute the plan that makes that dream a reality.”

Sheila enjoys running, music that soothes her soul, and spending quality time with family.

Connect with Sheila on LinkedIn.

Music Provided by M PATH MUSIC

Transcript-iconThis transcript is machine transcribed by Sonix

 

TRANSCRIPT

Intro: Broadcasting live from the Business RadioX Studios, it’s time for Women In Motion. Brought to you by WBEC-West. Join forces. Succeed together. Now, here’s your host.

Lee Kantor: Today on Women In Motion, we have Sheila Cavalier with The Freaky Cookie. Welcome.

Sheila Cavalier: Thank you.

Lee Kantor: I’m so excited to learn about your business. Tell us about The Freaky Cookie.

Sheila Cavalier: All right. So, yes, we are Freaky Cookie. We are a corporate gifting marketing cookie company located in Rancho Cucamonga, about 50 miles east of L.A. And what we do, we specialize in unique, cool cookies. So, we have taken a 90-year family recipe, and we have put a spin on it and created these real cool cookie flavors. So, we’ll have cookies like Fruity Freaky Loop, we have Oreo Boo. We just do a large mass amount of different type of cookies, and we have a rotation where we put them in and we rotate every quarter. We do marketing. Many of our clients will use them for marketing events, employee incentive events, and gifting, of course. So, that pretty much summarizes what we do.

Sheila Cavalier: Oh. Also, we have a in-house graphing department where you can have your labels, your own logos and themes placed on the cookie box, which is a big incentive for, you know, our clients because they like to market their events and their company.

Lee Kantor: Was the cookie company always geared towards corporate like this, or did it start out as, “Hey, I make a really good cookie”?

Sheila Cavalier: Hey, how did you know that? Yeah. Pretty much that’s how we started out. We thought we were going to really see that D2C space grow. So, we kind of market it and we had everything. Our motto was set towards the D2C, but where our facility is located, we’re like in an industrial park where our kitchen is an industrial area. So, you don’t have much foot traffic. It’s no need for individuals to come into that area, you know, unless they’re conducting business. And what we got to see over time was cookies were stacking up. You know, no one wanted to buy two and three cookies. They weren’t stopping in to The Freaky Cookie for that.

Sheila Cavalier: But what we were seeing was a lot of calls coming in from clients or potential customers that were in the area to visit other customers, their clients, and they wanted cookies to take to their clients to show their appreciation. So, we kept our eyes on the pulse of the market and we’re like, “Hey, what’s going on?” You know, we were just getting these calls coming in, give us four dozen, give us ten dozen. And we kept seeing that over and over, and we’re like, wait a second here, as far as consumer, they’re buying one or two, and some days no cookies. So, we’re like, “Okay. We need to rethink this model,” and that’s how we were able to kind of pivot and take that look into the corporate space, and, of course, do our research and all and build in that space.

Lee Kantor: Well, I think that’s an important lesson for entrepreneurs. I mean, sometimes some entrepreneurs fall so much in love with their product and they kind of go down with the ship if it’s not going their way, where you are able to say our product is the same product, and if a company wants to buy 100 of them, let’s sell them 100, instead of wait for 100 people to come in and buy one cookie each.

Sheila Cavalier: Right. Absolutely, Lee, that’s true and that’s what we really focused on. Like I said, it took us some time, though, for us to really understand that it wasn’t geared towards the direct to consumer space because we knew very little about the corporate space even though we are in this industrial area, and within a 20 mile radius, it’s nothing but a lot of industrial buildings, and you got the airport, you got big Fortune 500 companies. But when we caught on, we started, like I said, connecting, reaching out, and we said, “Hey, let’s reach out.” We reached out to some consultants and they were able to help us, and we were able to align with what the demand was going on. And it’s been a nice journey. And, of course, COVID didn’t really help much, but, yeah, we were able to build, recover from that, and move forward, so we are — here.

Lee Kantor: Why was it important for you to become part of the WBEC-West community?

Sheila Cavalier: Oh, my God. You know what? One thing I can say, I come out of a corporate background. I was in corporate for many of years. And not having that entrepreneurial network immediately around me, like I tell everyone, I could pick up a phone if I needed a corporate job, that was not an issue. I had plenty of network of individuals in that space. However, when it came time for entrepreneurship, I knew really no one to turn to. Of course, you have your chamber, and I thank God for that, and those that were in the chamber. But I saw an opportunity bigger, and I just didn’t know how to touch in. I didn’t have anyone to reach out to.

Sheila Cavalier: And, of course, thank God for the internet, you start doing this research and looking for other women businesses, picking up nuggets along the way, and I happen to come across WBENC National, and I’m like, “What is this?” And over a period of time because it was just so much information there and opportunity, and I didn’t understand it, it was just like a puzzle with several pieces and trying to figure out how these pieces all were interrelated.

Sheila Cavalier: So, I took my time and researched. It took me about a couple of years because I was really trying to understand how this organization could help catapult my business to a new level. And seeing the supplier diversity program, I’m like, “What the heck? What is this?” But as time went on and I reached out to them, and they were so helpful, and then connected me back to WBENC-West, that was the beauty of it, because you have national and they’re headquartered on the East Coast, but they were able to connect me back to WBEC-West. And, oh, my God, the team was amazing, so supportive. I would call in, I can’t tell you how many times Maria and the group, they were always there to answer and inspire me, and just give me information as I need it.

Sheila Cavalier: So, that was my connection and I saw opportunity. You know, of course, it took a while, but then as I started connecting and getting to know individuals in the organization, I was like, “Oh, my God. This is opportunity. This is what I was looking for.” Now, it’s like, how do I build it? How do I connect and how do I develop relationships? So, I tell Jaymee, and Dr. Pamela, Maria, the team, had it not been for WBENC, WBEC-West, I don’t know how I would have grown this company. It would have taken much, much longer. Because of the connections that we have made and the help and support from corporate members, it has been amazing for us, so it has definitely catapulted our business into a new level.

Lee Kantor: Now, one of the benefits of being part of the WBEC-West community is you get access to events, like the upcoming 21st Annual Procurement Conference at the Westin Lake Las Vegas Resort and Spa in Henderson, Nevada this September 17th and 19th. Have you gone to these conferences before?

Sheila Cavalier: Yes, I have. I attended last year’s conference and it was amazing. And, of course, I’m registered for the upcoming conference and is so excited. Oh, my. The conference, you know, because we’re in a smaller group setting, my first conference was nationals. And just with a large conference and becoming a new member, it was overwhelming but I really enjoyed it. Having to have this opportunity to be connected in a smaller atmosphere and with business women, the team was amazing. It was like you were just in an environment where you can just learn. You had insights from individuals. You’re connecting with corporate members. You’re connecting with certified sisters. It was amazing. And just being in conversation and learning so much in this smaller setting was phenomenal.

Sheila Cavalier: I can’t tell you, I get excited when I think about it because I feel a lot of my information, a lot of relationships, the networking aspect of it is really strong at these smaller conferences. It’s that small setting, like a classroom, you’re going to be more connected and have more time to just get to know one another and share insights. And that’s what we do there.

Sheila Cavalier: And last year was phenomenal. I just can’t believe the connections I made and relationships. That’s what it’s about. We always hear that, we’re building relationships, we’re building relationships. Let me say it personally, I didn’t understand the depth of the relationship until I was at WBEC-West, because there, you’ve known individuals, you may have seen them at events, you had time to talk a few minutes or whatever the case may be. But over time, having those three days is just like an opportunity that only happens it seems like once in a lifetime. But we’re really fortunate to have this happen every year. So, to me, I call it my relationship building blocks. It just helps to really build, gain insights, and further grow the company.

Lee Kantor: Now, any advice for someone maybe this is their first time going to an event like this, how do you kind of get the most out of the experience and not feel overwhelmed? Like, do you have a strategy or some tips you can share about kind of attacking this? Because I would imagine you do some homework before the thing begins in order to maximize your time there.

Sheila Cavalier: Yes. Oh, absolutely. I’m doing my homework to see how my business model, my product can align with the different corporate members that are there, the companies that are there. Looking at their background, looking at the services they offer, their departments, who can use cookies, or where’s an opportunity for gifting within the departments. And, also, seeing who else is going to be there for us, other WBEC sisters. So, you’re looking to see and you may have already come in contact with others. You know them and you may have had some advice given from them or you guys have had relationships, like a couple of the companies I have worked with, and to see how we can further develop our relationship and see how one another is doing.

Sheila Cavalier: So, yeah, I do quite a bit of research before going in and developing the strategy. One thing I say, if this is your first conference, you want to understand what is your goal. You know, why am I going to this conference? Am I going just to sell my product? Am I going to see how my product fit in? I always say, for me, personally, I’m not there to sell my product. I’m there to build relationships. And I say that in the sense of I want to get to know individuals and what their gaps are. Just talking with them, what is the gap as far as what they’re doing and how they’re building their company.

Sheila Cavalier: So, with me, personally, I’m looking at relationships because everyone can use some gifts, everyone uses gifts, but not everyone wants cookie gifts, or maybe they don’t know they want a cookie gift. So, my thing is just wanting to understand or wanting to get to know my fellow WBEs in a deeper relationship per se.

Sheila Cavalier: And then, again, they always have insights they’re sharing with me, as I may not have known something that could further benefit my business. So, I’m going with an open mind, but I’m also going understanding that this is opportunity to gather information. I always like to think of it as my think tank, my information tank. It’s just a wealth of information around me and how am I going to pull from that information, what is going on in these different companies in the future that maybe we can collaborate together, we can do a partnership, or just the fact of I didn’t even may have known they existed or that they were a member, so just to build.

Sheila Cavalier: I’m one of those that’s looking to build, build relationships because I feel that is where it happens. And relationships takes time to build, so this is a perfect setting, opportunity to build relationships, and get to know one another on a personal level or business-personal level. So, that’s my advice, get to know who is there.

Sheila Cavalier: Participate in the events. One thing about me, I love being around people. But on the flip side of that, it’s a little intimidating at times. But if I just get in there and start being a part of the activities and having fun, before you know it, you’re like, “Oh, my God. I know this person. I know that one. I connected with them.” You just get to know people. So, you really want to take advantage of the activities and stay connected throughout the conference. That’s the important part. And I think that goes a long way for anyone going, whether we’ve been there years or this is the first time, stay connected and just be open to learning and being involved.

Lee Kantor: Now, one of the events that occur are those matchmaking events. Can you talk about some strategies on how to make the most of those kind of interactions?

Sheila Cavalier: Yes, matchmaking. With the matchmaking, I know that the individual there – let me start there – is going to be taking the information back to the different departments or to the lead director of supplier diversity. So, my objective is to give them some insights about my company and how I feel they can connect, how I feel I could be a benefit and fill a gap in that particular company.

Sheila Cavalier: The key thing to me is having information where I can follow up and understanding that it may take time, it’s going to take time. But if this is my first connection with them, at least I’m dropping nuggets and they get to know who The Freaky Cookie is, what we offer, and how we can be of service. And then, from there, I feel it’s my responsibility to follow up in the sense of maybe I’ll see them at another event, or maybe they said I’ll reach out to you in a few weeks, so I’m going to give them a little longer than that. And if I have an email, I’m going to follow up. But I really believe patience is the virtue of these events and these matchmaking sessions.

Sheila Cavalier: With the matchmaking, I’m going in with a list of questions that I may have. But then, again, because of the information they’re giving me, my direction may change. So, I’m not so much stuck on what is on my sheet and the strategy, or what I’m really trying to communicate as much as I am listening. To me, it’s really important for me to be listening at the information they’re providing, because they’re the ones, they’re the experts of that or know more about the company than I do. So, that is very important to me.

Sheila Cavalier: Matchmaking is an opportunity I feel to build. Maybe this particular time, I may not hear back from them in a while from this event, from this conference, but, hey, I may see them at national, I’m going to see them again maybe next year at WBEC-West, or at one of their personal events. So, I’m always thinking this is just a start spot to move forward and to continue to connect and to touch base. That’s the way I see it.

Lee Kantor: Are you bringing any of your cookies?

Sheila Cavalier: Of course not. That wouldn’t make sense. Heck, yeah, I am. I hope you’re there, Lee, so you can try them. We’re actually getting ready for the fall, and I’m bringing some of our fall flavors. So, yeah, I got a few things up my sleeve. Yeah, I do.

Sheila Cavalier: You know what I wanted to say, too? I wanted to also give some advice or just share my insights on the roundtable experience as well. I know you mentioned matchmaking. Can I –

Lee Kantor: Sure. Absolutely. Please.

Sheila Cavalier: Okay. With matchmaking, you’re going around and, of course, we’re talking in these group settings for so many minutes, and we’re sharing our company experiences. But what I found was key for me at this matchmaking is that, that corporate member is listening to your information. They’re listening to your challenges. They’re listening to your services. They’re listening at what you have to offer.

Sheila Cavalier: And the reason I say that, I had an experience last year at the Chase table. Lisa Stevens, she’s one of the directors of WBEC-West. She’s on the board. And we were chatting, I was sharing with Lisa my challenges growing the company, and trying to put together the strategy for timelines and marketing, and on and so forth. And Lisa was listening to me, and she says, “You know what? I’m in L.A. area. I’m going to reach out to you and I have a few options that we can possibly take. But be patient, I’m going to reach out to you and we’re going to determine how to move forward.”

Sheila Cavalier: And sure enough, I heard from Lisa in two weeks, and I was amazed because I knew she had so many individuals that she needed to reach out to. From that point, Lisa and I worked together for a full year, and she was able to guide me through different challenges and give me advice. And she’s been a jewel for me in this last year. So, you know, I didn’t even see that in the meetings, the roundtable meetings, but that happened out of that. And I was so moved by that because I still have a relationship with Lisa. I can follow up with her at any time. And I’m looking forward to seeing her here and attending her workshop at the WBEC-West conference next month.

Sheila Cavalier: So, I mean, these roundtable meetings, they’re just as valuable as the matchmaking. Take advantage of any opportunity that come your way and just be ready to go in and get the best out of it.

Lee Kantor: Yeah. And that’s another great example of, like you were saying earlier, just being open and not making selling the thing you’re trying to do, and making just relationships and meeting people and learning. When that’s the metric that matters, you’re going to have a more productive conference.

Sheila Cavalier: Absolutely, Lee, that’s the key right there. Because you’re open and, like I said, you’re just absorbing. You’re like that sponge, you’re just taking information in. And it is going to be a lot of information. I mean, if this is your first time, be patient. It’s going to be a lot of information. It may feel overwhelming. Go home, sort through it all, take your time, and just digest because it is so much value at this conference, and you want to just be in a position where you can receive and build. That’s the key.

Sheila Cavalier: And for me, personally, when I got to that point, it’s just like the doors start opening in the sense of opportunities. And just even beyond WBEC-West, just looking at my other business relationships that I have already formed with my clients, it’s just so much different information that you can pull and take to different parts of your business and can help you grow.

Lee Kantor: So, if somebody wants to learn more about The Freaky Cookie, is there a website or a way to connect with you through that?

Sheila Cavalier: Oh, absolutely. First of all, we do have a website, it is thefreakycookie.com. And you can also reach out to me personally at hey, H-E-Y, @thefreakycookie.com. We’re gearing up for the holidays. We’re going to have some really cool gifting offerings this year. And we’re excited and definitely could be a help to fill those gifting needs.

Sheila Cavalier: I mean, everyone is looking for a great gift, and The Freaky Cookie, we do it right. We’re giving you something that you’re not going to find out in the marketplace. So, yeah, you taste the cookies, I invite anyone on the podcast to stop at the table, I’m going to have a pop up table there so I’m looking forward to meeting everyone. I’m excited. I’m super excited.

Lee Kantor: So, you’re going to be at the event September 17th through 19th at the Westin Lake Las Vegas Resort and Spa in Henderson, Nevada. You’ll be there with a table, and they can taste the cookies there, or maybe run into you in one of the roundtables or one of the events.

Sheila Cavalier: Absolutely. I hope all of that happens. Yes, absolutely. Definitely will be there. Looking forward to it. Cannot wait.

Lee Kantor: Well, Sheila, thank you so much for sharing your story today. You’re doing such important work and we appreciate you.

Sheila Cavalier: Thank you, Lee. I appreciate the opportunity to be a part of the podcast today. It’s great. I love sharing the story.

Lee Kantor: All right. This is Lee Kantor. We’ll see you next time on Women In Motion.

 

Tagged With: The Freaky Cookie

Zane Jackson with Alfa Insurance – Zane Jackson Agency

August 28, 2024 by Tom Sheldon

Northeast Georgia Business Radio
Northeast Georgia Business Radio
Zane Jackson with Alfa Insurance - Zane Jackson Agency
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Zane Jackson

Zane Jackson/Alfa Insurance – Zane Jackson Agency

“Thank you for choosing Alfa Insurance – Zane Jackson Agency. The Zane Jackson Agency is a veteran owned and operated insurance agency that prides itself on premier customer support. We specialize in auto, watercraft, home, manufactured home, life, church and commercial insurance. We take great pride in not only meeting your insurance needs, but also exceeding your expectations. I have learned from my time in the Army the importance of putting people first. At the Zane Jackson Agency, we understand the importance of protecting individuals and their families with the insurance products you need to protect what matters most. Contact me today for more information and a free insurance quote. I am proud to serve the Hoschton, Braselton, Gainesville, Flowery Branch, Oakwood, Winder, Jefferson and Commerce communities in Georgia.”

-Zane Jackson

Visit the Zane Jackson Agency here.

 

Our Community Partner for this episode of Northeast Georgia Business Radio is Leads Near Me. A giant thank you for their continued support. Leads Near Me, the leader in marketing for auto repair shops; making lives easier by helping great auto repair shops to connect with great customers with the greatest of ease.

Northeast Georgia Business Radio is presented in part by Regions Bank.
Start Building your financial confidence at Regions Bank. Member FDIC and an Equal Housing Member.

Tagged With: Alfa Insurance, insurance, nega, northeast georgia, tom sheldon, zane jackson

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