6: Salesforce Simplified: What is a Trailblazer

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Andy Whiteside: Everyone welcome to episode 5 of salesforce simplify. I’m your host, Andy Whiteside. I’ve got Derek Cassis with me, who runs the

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Andy Whiteside: runs the salesforce practice at Zintigra. Derek. How’s it going?

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Derek Cassese: Going? Well, going well.

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Andy Whiteside: name not name. Don’t name the customer, but you run the practice. You’re the leader of the practice. You’re also engaging clients and vendors all the time, because that’s what leaders here do. We’re not just, you know, business guys behind a curtain somewhere one customer you worked with this week. And what did you help them with?

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Derek Cassese: Oh, well, we’re we’re helping a customer. They essentially streamline their quoting process on their opportunities understand how to

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Derek Cassese: move fields around. Some of the stuff is pretty straightforward stuff, but some of it’s extremely helpful, because it’s cutting down on clicks for all the reps.

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Andy Whiteside: Well, that sounds like you’re helping Zintigra.

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Andy Whiteside: Yeah, maybe that was a client. Well, that wouldn’t who you were talking about. I don’t think but I love that story because, guys, we have to help ourselves with salesforce. The reason why is integral has a salesforce. Practice is because we couldn’t find the advisement help we needed. That’s our commercial.

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Andy Whiteside: If you’re out there using salesforce, you’re a for profit. You’re a nonprofit. You’re in healthcare. You’re in manufacturing. We do this. We do this kind of stuff proactively, and we help customers in a very meaningful way, because that’s what value, added, resellers do. That’s the integrate commercial. Is there like salesforce today?

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Derek Cassese: Yeah. And I’ll just add, I just add one little piece to that, too, is it’s not just about.

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Derek Cassese: It’s not just about helping customers succeed, but it’s it’s helping them.

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Derek Cassese: helping them follow best practices and making sure that we’re not.

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Derek Cassese: you know, just trying to get a project done as quick as possible, so we can get to the next project, and you know, maybe not doing it the right way. So I’d much rather do 10 projects and do them a hundred percent correct, based on best practices, making sure we’re setting the customer up for success and sustainability than than do 20 poorly

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Andy Whiteside: well. What you just described is the foundational principle of the company which is client for life, type, scenarios. Every interaction is a potential for client for life, either locking them in or getting them on the train with us.

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Andy Whiteside: Every interaction. Is that

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Andy Whiteside: the blog that you said, you want to cover today. It’s called a trail blazer story. It is what is a trailblazer. Trailblazers are truly the heart and soul of salesforce everyone who wants to innovate and deliver success with salesforce can be a trailblazer. I don’t know that. That’s that. Far away from my statement of on the partner side, you know, client for life types of scenarios, you know, helping them blaze a trail. Why did you pick this? Blog? Yeah. Just think it’s

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Derek Cassese: It’s a really good topic to cover cause not everybody may understand

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Derek Cassese: the whole concept behind trailblazer. I know that folks since Integral see me where.

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Derek Cassese: behind it. There’s a following behind it. There’s a concept behind it. It’s it’s.

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Derek Cassese: you know. Obviously, the salesforce marketing

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Derek Cassese: engine that is has created it for a reason. So I wanna just take time. This is gonna probably be a little bit of a shorter discussion. But take the time to talk about what it is

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Derek Cassese: what it means. etcetera. Yeah.

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Andy Whiteside: It says here, in the beginning of the article Idc report, salesforce ecosystem will create 9.3 million new jobs

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Andy Whiteside: in 1.6 trillion in new business revenues by 2026.

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Derek Cassese: That’s a big number, right? Yeah?

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Derek Cassese: Yeah. And it keeps. And it keeps growing. I mean.

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Derek Cassese: when I joined Salesforce. They had, I mean, they were quoting numbers about the the salesforce ecosystem. The salesforce economy was what we’re talking about.

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Derek Cassese: which is salesforce. Economy is the creation of jobs and revenue for the partner ecosystem because of the salesforce platform. It’s it’s quite amazing.

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If you if and if you don’t know what I’m talking about. If you go to like app exchange.

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Derek Cassese: there are whole businesses built

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Derek Cassese: because of the salesforce platform. They sit on top of the platform. They enhance it in some way or another. And that’s how that’s how the all the people involved in that business are making a living.

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Andy Whiteside: And it’s just a matter of time before we find a customer who wants to go. Do that. We go, help them do it quick! Call out. This article was written by Leah Mcgowan hair. So I want to make sure she got credit for that, and then say, they kind of set the table by actually defining what a trailblazer is, not necessarily as it relates to salesforce. But in general you want to cover that part.

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Derek Cassese: Yeah. So they have it listed a pioneer and innovator lifelong learner. I love that one a mover Shaker, right? That sounds kinda like commercial right there, but

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Derek Cassese: that it really kinda hits home the next one, the next item in the list, a leader who leaves a path for others to follow. Okay? And then, last, one. Most importantly, a person who builds a better world for others.

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Derek Cassese: Yeah, all those hit home. For me, right is.

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Derek Cassese: you know. I always love the mantra, you know you. If you

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Derek Cassese: if you leave a place better than it was when you got there, you’re doing something right? And then, yeah, it’s funny. I watch. I got you know I got the 2 8 year old boys.

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Derek Cassese: and

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Derek Cassese: you know they’re not gonna they’re not when we go and visit family and stuff, you know, you’d think they would just follow a sidewalk right around to go to a front door. But

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Derek Cassese: they don’t right, because they just they’re they’re kids, and they just do what they want. And they see the the faster path to a front door is through the grass right?

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Derek Cassese: And so they just blaze their own path. And then somewhere along the line is, you know, you go through school, you go into your career and stuff. You get a little bit more hesitant to do that type of thing. And you you potentially may end up just following an already existing path.

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Derek Cassese: And trailblazers. Say, Nope, we’re gonna continue to just take that grass.

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Andy Whiteside: Right?

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Andy Whiteside: Yeah, I see stuff like this. And I see definitions like that like every time I’m like this should have called the company trailblazer, not Zint, or maybe Zen Zen Blazer, or something so much aligns with what we’re about. Next section talks about the trailblazer. What are they really trying to highlight here?

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Derek Cassese: Yeah. So there’s there’s okay. So let’s back up a minute. So the trailblazer in the in the context of salesforce right. And you can kind of put that next to the things we just talked about. It’s somebody that is pioneering, innovating, doing things for

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Derek Cassese: your business, your company your customers to try to make things better for them. You may be doing things differently. Maybe you’re adding capabilities that don’t exist on the platform filling gaps.

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Derek Cassese: and it creates this individual who is doing stuff similar to a whole bunch of individuals, all trailblazers doing same same stuff, right? Same types of things for different customers in different countries all over the world.

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Derek Cassese: and there are numerous ways to be a part of that community. Now I know, Andy, you saw a dreamforce for the first time last September.

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Derek Cassese: So you got to see a little bit of what I’m talking about in the the masses walking around in these trailblazer hoodies and you know, sitting in line waiting for a session, talking to people. And it’s it’s connecting with like minded folks in the salesforce world. And so they’re talking about connecting.

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Derek Cassese: you know, on the trailblazer community. So online, you can communicate collaborate. But they also have what I feel is like by far the best online learning platform in the world. And I. And I don’t say that. Just say I say, because II felt that way when I was when I joined Salesforce. You know the first thing you do when you join a company. Right? You you typically a large company like that. You go through a bunch of training.

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Derek Cassese: And some of it’s really cool. Some of it’s because you have to go through it right, like sexual harassment training. You know. Ethics. What’s our message? And that was my first

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Derek Cassese: experience of not doing like really cool topics in Trail head. Which is what I’m talking about. So if you would just do trail head Google search, it’ll bring you to this it. W, it’s it’s basically taking topics and putting them in bite size pieces online. And it’s gamified such that you get badges and points as you go through and learn various topics.

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Derek Cassese: That in the the cool thing about Trailhead is. Even when I was interviewing at Salesforce you, you can get access to developer org hands on access to real salesforce org, as you’re learning

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Derek Cassese: so that you can, you know, earn these badges?

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Derek Cassese: they’re talking about, you know, and this is another thing, and you’ll you’ll hear this if you go to any large salesforce event. But Trailhead is an area where people can change their careers, so

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Derek Cassese: somebody may just say, you know what I’m I don’t like what I’m doing. And I wanna do something different. They may hop on trailhead and start poking around and find that they really enjoy analytics. Maybe they do right. And so they go. And they they take all the badges, and they do the super badges, which are.

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Derek Cassese: you know the badges are kind of like following a recipe. Like. Do this. Do this, and with with like next next step

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Derek Cassese: and then they grade you on how you’re doing. But the super badges are much more like. Here’s what we want to do.

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Derek Cassese: but not they don’t give you all the answers, and you gotta have to do it right. And then you get graded on that. You get your super badge. And these are things that people are putting on resumes Linkedin profiles and actually getting hired in the salesforce world because of

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Derek Cassese: and then, you know, the other piece is the golden

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Derek Cassese: trailblazer, Hoodie.

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Derek Cassese: So I’m wearing the regular trailblazer hoodies that’s black. If you go to an event, you’re inevitably gonna see somebody walking around, and a shiny, sequenced gold trailblazer, Hoodie, and you might say, What is that? And that is when somebody gets up on stage and an event, and shares

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Derek Cassese: and inspires people with what they’ve been doing on the platform and for their time. And you know, base, you know, getting up in front of that many people as a token of gratitude from salesforce. They reward them with a golden hoodie. Which is, it’s pretty cool to see. And a lot of those stories are are.

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Derek Cassese: They’re really really amazing. I think you remember the the the guy at at Dreamforce, the blind guy who created that environment for folks with disabilities and whatnot. Just amazing stories, you know. It’s

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Derek Cassese: it’s just nice to see that type of stuff happening. And so III thoroughly enjoy being a part of it. I love wearing the trailblazer Hoodie always have.

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Derek Cassese: That’s why we have the campaign. It’s integrate to. You know, if you want to talk to us about your salesforce.

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Derek Cassese: we’re gonna do a very similar thing where we’re gonna give you a token of gratitude for you, giving us your time by

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Derek Cassese: actually providing you with your own trailblazer, Hoodie. And I think that’s pretty cool. You can also get one by getting 100 badges. By the way, on Trailhead, I think they still do that.

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Andy Whiteside: Umhm.

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Andy Whiteside: They’re good. Yeah, that that badge of honor, if you will. Getting a trailblazer, Hoodie. You know you can earn it through the credits

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Andy Whiteside: we think that’s part of building. Our community is enable and embrace the trailblazer community within salesforce. That’s why we’re getting away the the hoodie as part of our go to market. Yeah. Well, I mean, I there’s a lot of you know, people that are.

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Derek Cassese: We need even salesforce, and they’ve been doing it for a long time, and they don’t, and they just don’t have one, for whatever reason.

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Derek Cassese: But you know you. You give him that trailblazer, Hoodie.

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Derek Cassese: They’re gonna wear it. Trust me. And and you know it’s also crazy. It’s almost like the the jeep wave. You know I used to have a jeep way back, and you get the jeep way. When you drive by jeep, give them a wave right

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Derek Cassese: if you’re if you know, if you’re in a salesforce event, it’s fine. They’re everywhere. But if you’re like walking around the grocery store, and all of a sudden you spot a trailblazer, Hoodie, from somewhere. It’s like instant conversation

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Derek Cassese: that’s pretty cool.

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Andy Whiteside: It’s bringing them together, no doubt. So this next section says, be a trailblazer.

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Andy Whiteside:  that’ll cover these bullets here. Yeah. Well, yeah, that’s kind of what I just talked about. I you know, I touched on the community

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Derek Cassese: as touched on trail. Ed.

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Derek Cassese: Credentials, you know the up, you know. Building the business is the other aspect of it is like I mentioned earlier the app exchange. So anybody

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Derek Cassese: and I’m talking about anybody can have an idea about building something on top of Salesforce’s platform.

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Derek Cassese: and you can build it such that you package it

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Derek Cassese: and provide it on app exchange, either for free or for a cost. And now your app exchange you, you basically have your own business at that point, right? And

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Derek Cassese: it’s just amazing to think about what that, what that does for people that may not have a ton of resources. You just sit down Idi’s Internet computer. And you can actually build a business. So

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Derek Cassese: it’s pretty. It’s pretty powerful from that perspective. And then, obviously, the the golden, the golden Hoodie is the next part. There’s a couple of really good videos on this on this blog that

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Derek Cassese: go through and talk about their their Admins explaining. You know what they feel. A trailblazer is very similar to how I’m explaining it, and it’s kinda neat to get their perspectives.

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Derek Cassese: because it really is.

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Derek Cassese: you know, from all, from all aspects of industries, right where where you may not even expect you know you may not expect somebody that used to, you know. Maybe be a machinist on a you know, in a

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Derek Cassese: factory that says I’ve had enough. My feet are killing me, and they go. They sit down and they find the trail head, and they start taking in a total drastic change. But they get certified up to get badges. They get into this culture, this this world. And then they get hired as a salesforce admin. And they just you can see it’s just life changing for them, because now they could still earn earn a living and do things that they enjoy doing from home. And

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Derek Cassese: I’m talking to a

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Andy Whiteside: talking to a friend of mine who’s

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Andy Whiteside: daughter who made this this morning? She’s she’s in sales at Salesforce, and she wants to be more technical, and I’m senior, you know. Listen to you now, and and some of the things I’ve been through like. There’s a path. There’s a path right here.

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Andy Whiteside: That allows you to take that knowledge you gain from even being in the salesforce ecosystem and then taking a step back potentially career wise, take to take a step forward. And that’s the you know the concept of going through the trailblazer trainings, and it’s so accessible to like, you know, there’s so many learning platforms that you can go to. I mean, there’s

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Derek Cassese: I don’t even need to name them right. You just search, and but they’re all you have to pay for them right? You have to. They may have some free courses, but you got to pay to be on them to take these courses. You don’t have to pay to use trail head, and it’s interesting like I was getting my hair cut

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Derek Cassese: last week, and the lady cutting my hair, her son

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Derek Cassese: just finished. He’s young, kid, he finished. He switched his kind of mindset and what he wanted to do with his life, and he got like a certificate for development. Web development.

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Derek Cassese: and she said, You know, would love it if you maybe could. you know, could help or give us some guidance, because he hasn’t been able to get a job. And it was terrible, too, because she said that he got scammed. It was like a scam interview.

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Derek Cassese: The fact that people are doing this to young kids is just so insane to me. And so he was all frustrated. And so, you know, he texted me, and I told him. Look.

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Derek Cassese: you know you gotta just get yourself out there and be confident in what you know.

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Derek Cassese: I said. But in the meantime you’ve got access to all kinds of things, go out and continue to learn the platforms that you enjoy learning. But, I didn’t. I didn’t end it without mentioning. You can also go and check out

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Derek Cassese: trailhead because this is free, and it’s only gonna add extra things to your tool set. And so we’ll see what happens. But ask you a question.

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Andy Whiteside: of the following 3 things which are the most important, your your team and your employees, and your ability to execute the

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Andy Whiteside: the product that you sell. or the addressable market when it comes to building a business, and it’s surviving and thriving. Which of those 3 is most important.

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Andy Whiteside: Well, wait, you, said the team. And the people you work with. First, you’re the team and the people. Yeah, your employees, your team, the number 2 is the the product you sell. Number 3 is the market that you serve.

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Derek Cassese: You put me on the spot here, cause you can answer this in multiple ways. But you’ve gotta have. I mean, II kinda you know. Obviously, you gotta have the people right. But you gotta have an addressable market, because if you’re trying to sell.

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Derek Cassese: you know. the catch up popsicle to somebody in white gloves probably won’t happen for a little. A line out of Tommy, boy. That’s right. Going back to your where you start 9.3 new 9.3 million new jobs, 1.6 trillion in new business.

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Andy Whiteside: If the market like you can’t.

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Andy Whiteside: you can’t go. Be a great developer on, let’s say ruby on rail, or maybe that’s a bad example. He was doing the mern stack, which I didn’t. Re, I had to look it up to figure out what it was. But yeah, he was doing a a particular web based stack.

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Derek Cassese: Yeah. But I know I know that the demand out there, for

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Derek Cassese: you know. people that are willing to learn sales. I mean, it’s I mean, yeah to your point. Well, it’s it’s enormous.

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Andy Whiteside: the business not developing the next great app that does. I don’t know some thing. And gaming. I don’t. Whatever gotta go with the businesses where the money is where the addressable market is.

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Andy Whiteside: and that’s what Salesforce has done to this point, and they’re gonna keep doing it. The difference, though, is 2 things, one, they’re gonna rely on their partners more because it’s the verses the risk diversifies around the risk. And number 2 is things like AI generative. AI is gonna allow people like us to use the tools to do more, to be more relevant.

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Derek Cassese: Yeah. And I think that last thing you mentioned is really important, because the generative AI phase that we’re in right now I call it a phase. Is going to shine a light

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on what we talked about on the previous podcast which you can go listen to. But it’s gonna shine, a light on data, integrity

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Derek Cassese: and sustainability and complexity, because you will not be able to leverage

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Derek Cassese: it to its fullest without having a handle on that. And the only way to do that is with the partner. Ecosystem and partners like us is, it’s really it’s the only way they can’t scale otherwise. Yeah.

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Andy Whiteside: Well, that’s again what I was telling my friend who get his daughter works in the salesforce world at salesforce, like II get it, and it’s great to work for the vendor

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Andy Whiteside: man. There’s so much opportunity in the partner side. It is limitless. And the impact you can actually have on someone

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Andy Whiteside: is goes way beyond just selling that next set of licenses which they may not even need yet.

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Derek Cassese: Yeah. And you know, the other thing, too, is, I mean, there’s a there’s a lot of salesforce partners. I mean, there’s a lot. It is a very competitive space.

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Derek Cassese:  they’re not all the same.

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Derek Cassese: you know. Some are huge, you know, like your Deloitte, since things like that.

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Derek Cassese: And that doesn’t bother me. If if you’ve got a partner and they’re doing you good, that’s great. I ask you, what is it that? What is it that they’re doing, that you like the best? So that I can understand that from our perspective. But it doesn’t bother me because I know that there are. There are a lot of companies out there that either a don’t have a partner or maybe they’re ready for a change, or maybe they just lost their admin

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Derek Cassese: then, that we are going to be able to help but I also know that it’s a community, and so there will be times where, for example, we need specialization that maybe we don’t have yet.

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Derek Cassese: That’s integral.

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Derek Cassese: So we’re gonna need a team up with other salesforce partners, and collectively help these customers

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Derek Cassese: and and truly help them. And guess what you get to make money and run a business helping at same time it’s awesome. We’ll wrap it up with this. There’s got to. They got a multiple choice

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Andy Whiteside: question at the end, and this is hopefully an easy one and the kind I used to like in school.

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Andy Whiteside: Then we kinda got right most of the time. What is a trailblazer inspires and thrives on seeing others succeed. That’s A B steps out of their comfort zone and learns new skills. Even if it means a step back. I like to throw that one in. You’re talking to someone who, you know, had a great sales job out of college. That took a massive step back and made a third of what they made and help desk for only a couple of months before I got promoted B. Steps out comfort zone up.

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C. Builds a better world for others, or d all the above.

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Derek Cassese: I’ll let you answer that

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Andy Whiteside: I’m gonna go with all the above.

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Derek Cassese: That is correct. Let’s see, fill it out and check it

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Andy Whiteside: all the above. And it’s got 2 of your alright. So who are these guys who are these guys on screen that Salesforce has done a really good job with these. A lot of characters.

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Derek Cassese: Yeah. One of them is Cody, and the other one. I always forget the name of the bear Cody and the bear. Yeah.

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Andy Whiteside: Cody, in the bear sound like a TV show. Thank you for the time. Thank you. Cody. Cody is the bear, that’s what it is. Cody is the bear. Just evaluate what you got. Let us know if you want to talk to us and give way to these. Let us know you want to go to dreamforce 2,024, Derek, and I’ll be there with a whole bunch of other people. Let us know.

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Andy Whiteside: Yeah, I’ll be out of Dx in about a week if you’re listening to this before then.

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Derek Cassese: So but yeah, you know, if you want to just talk, hey? You know we’re doing this. Is this the right way to do it? Let us know.

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Andy Whiteside: Love to do alright, Derek. Thanks, and we’ll do it again about a week. Thanks.