The Pavilion Podcast
The Pavilion Podcast

Episode · 4 months ago

Ep 115: The Mobile Device Revolution w/ Mike Kavanagh

ABOUT THIS EPISODE

Ep 115: The Mobile Device Revolution w/ Mike Kavanagh

Part of the "Is This A Good Time?" series hosted by Brandon Barton.

Hello everyone and welcome to thePavilion podcast. I'm your host, Brandon martin you're listening to. Isthis a good time the show where I asked Pavilion Members some cool questions.They have great answers and it's a lot of fun. Please subscribe. So you don'tmiss an episode, Tuesdays and Thursdays they come out and I hope you'relistening. Our guest today is my cavanaugh. He's the VP of sales andmarketing at dock your face. And we talked about earlier in his career whenhe was selling mobile devices and maybe was part of the taken out Blackberry.We'll see this episode is brought to you by drift. More than 50,000businesses use drift to grow revenue and increase customer lifetime valuefaster drift, helps their customers online sales and marketing on a singleplatform to deliver a unified customer experience. Where people are free tohave a conversation with the business at any time on their terms, learn moreat drift dot com. Alright, let's do this episode 52. Is this a good time on?All right, We are here with Mike...

...cavanaugh. He is the VP of sales andmarketing at Dhaka phase. Mike. So, great to have you on Brandon. Thank youfor having me thrilled to be here. Also the chapter head in Tampa. If I gotthat right? Yes, newly minted chapter head. So, I was a member up in Atlanta.I moved down to Tampa last august and signed up to to try and start a chapterduring the middle of a pandemic. Why not give it a shot? Maybe we'll justcall you florida man. No problem. You know that's a tough one. That's a toughone. Okay, fine. All meat. No fellow. Let's jump right in to tell us aboutyour current role and then how you got here. You you have you have some reallykillers spots that you worked on your resume. Clearly things like Salesforceand pronto forms a couple others. Yeah. So yeah I've been very fortunate someluck in there. Some hard work, some grip. But I've been very fortunate butI've been with documents since last august I joined the company postacquisition by a private equity firm...

...and I had worked with the PE firmduring the due diligence. Look at their market and sales stack And numbers andperformance. Really exciting company. Been around about 20 years doingdocument management automation and it was a chance for me to go from justleading sales. I've been making cracks like any sales guy about you knowmarketing and all that. So I don't do that because all the market is thething I don't do that. I was that guy. I will say this it's been a greatexperience. I've learned that time marking is harder than any sales guyanticipates. So shout out to my marketing peers and it's been reallyfun growing the business pivoting from lead generation, mostly coming fromtrade shows to full digital strategy and, and that sort of thing. Cool, Sogo back for a second. The PED brought you in to kind of due diligence andthen and then said, hey, would you, would you join this company? This iswhere I think circumstance, dumb luck, you know, hard work comes into play. Ium, I do some consulting expert...

...membership with G. L. G. So I encourageanybody who's in the R. C. To go sign up, they're always looking for people.But the G LG reached the, reached out to me, asked me about low codeapplication platform, I connected with the private equity firm, We had furtherdiscussions and uh, we really got along, these guys have a great growth mindset,which I really enjoyed working with. And so after they acquired the company,they brought in a new ceo, they connected us. He and I really hit itoff well and uh, it was just a really great opportunity. And at the time whenI was, I was looking to stretch myself, right, I've been running enterprisesales, I had been running partnerships. This was a chance to, to stretch my, myskills and my abilities in the marketing side of the world. Very cool.And you moved for the role? Yes. My wife and I packed up the bags fromAtlanta. We've been there eight years and decided to give the TampaClearwater area. We love it. It's, you know, we loved Atlanta but not beingthe of the beat. We're both from the...

Northeast, no, no beaches in Atlanta.So we're down by the beach and hopefully going to get out there thisweekend if the weather improves, that's cool, very cool. Well you touched on alittle bit of the luck and hard work stuff go in a little deeper there. Imean obviously everyone hustles, but where did you get some lucky breaks? Imean I'll take it all the way back to the, to the beginning of my career. Istarted my career in sales at A T and T. I went through there six Month trainingprogram, boston my but making 7500 cold calls a day, graduated the program topof the class when I got a signed up in boston and I'm one of those people. Ifyou tell me something can't be done, I'm gonna prove it wrong. So I wasfortunate enough to get assigned to an account called boston scientific, bigdevice, medical device manufacturer and got them to sign a significantcommitment contract for mobility. And then in working with them, I wasfortunate to be in the mobility space...

...at a really interesting time.Blackberry was kind of as you can remember declining IOS was coming inand then this thing came out called the ipad and no one knew what to do with it.And fortunately boston scientific was trying to to change the way their salesteam interacted with doctors in the hospitals. And we actually ended upselling them about 3000 ipads. It was the first large scale enterprise ipadrollout. So what it was, numeral, you know the first I've had uh piece ofjunk that I mean when you think about like what it was and now today it'sinsane. But it was such a cool experience. And I can recall yearslater I was, I was in a hospital unfortunate for some other stuff. But Isaw boston scientific guy walking around. They had these like customcases made and he's like doing his work on the ipad is like, and it's one ofthose moments you don't see it too often you're here. But like I had I hada small but critical part in playing in...

...that and it was, it was really cool andso it was a little bit of heart, a lot of hard work, a lot of luck and beingat the right place at the right time. And that spring boarded me too toSamsung because they were trying to replicate what Apple was doing andunseat some blackberry business. So it really worked out very well for me. Ican't I can't say enough nice things about Apple I guess. Yeah, I meanexcept except for when you were at Samsung. Yeah, no, and then you're like,well if you can do this for Apple, you can do it for us. I was like, yeah,sure why not? And we did. We, it was great. Samsung was a great experience.Like working, they had no B two B sales channel when I was there. So there waslike 10 of us that got hired and we literally got to build the B two Bsales strategy for mobility for Samsung. It was like a startup. But inside thisand having just a very good brand, unlimited funny behind us. It wasawesome. Yeah, I was going to say you like, did you know, it must have been alot of money put into that because it was, it is like you're saying this isthe dawn of mobility. Everyone's like...

...because the device was hard. Right?Well yeah, if you think about like back then, so Blackberry was the, was the goto for enterprises, right? Like I loved him. Everybody had them. But IOS cameon the market and you know, I? T like, oh, we're not going to certify. Butexecutives said, yeah, we are. And Blackberry didn't really respondcorrectly. They didn't take it seriously. And thankfully Samsung sawan opportunity, IOS was obviously exclusive to A T and T at the time. Sothey pitched a, you know, Andrew is a bit more fragmented and get tootechnical, but it gave the opportunity for there to be another player. AndSamsung had a big enough presence to say, hey, we can offer you theseandroid devices across the whole portfolio with the same, the I T specs,the security and it was, it was really cool and we got to build the playbookand make it as we were going and see what people were wanted to see. And itit was a cool two years. It was hard...

...because eventually it just became who'sgot a better screen, who's got this but great team, amazing guys I learned aton from and that's where I got my first taste of channel and partnersales and I've been a you know it's one of the things that's guiding me throughthe rest of my career. It's always when I come back to when I'm talking tostartups. Channel partnerships are can be a massive force multiplier. So ithas worked for both Apple and Samsung. What would you say killed theBlackberry? Was it apple or was it actually like android devices? BecauseI'm thinking of it now, like no company was buying their whole executive teamapple devices back then because of all the security reasons or whatever. Maybe.Yeah maybe it was the second maybe with Samsung and the and I think it was awhole a whole lot of things happen you know the C the C suite wanted that theywanted the cool device so I was forced to do it and then it kind of trickleddown. I think Apple did a great job of making something that people justwanted right they figured it out and then what I'll see what Blackberrydidn't do, they didn't take it...

...seriously. They didn't remember theBlackberry came into our office at A T. And T. When I was still there and likeoh well we have the security and our battery life is better and and it waslike great but the C. Level executive at one of my largest customers wants itand he's going to get it. But what was really cool as you saw this whole otherthing, this whole other business spring up because Blackberry had the securityand the management companies like Air watch that eventually got bought by VMware and Mobile iron. And these others sprang up to fill that gap of theBlackberry security servers and, and then that led to a whole other businessstream that became critical for these organizations and it was a great timeto be in the space. It was a lot of fun. It was, it was probably the most fun Ihad in my sales career just like, you know, going through stuff like that. Itwas cool. Yeah. That's a nice little peek into a world that maybe somepeople don't like. Ones are like, what are you talking about? Like a blackvery black. Yeah, A quick story. I,...

...when I worked for pronto forms. Prontoforms as a Canadian company. God bless. There are still some loyal blackberryusers out there. I would fly to Canada, Get, I would land in Canada and peoplewill be powered off their Blackberrys. God, you know, so there is a loyal,there's still a small loyal fan base there somewhere shout out to all fiveof you that might be listening to the podcast. Um, well we kind of wentthrough the luck and hard work. Give us attack. Give me something that you're,you know, that's your secret sauce. Yeah. So there's two things that when Ilook at an organization, the first is the buyer experience, what is the buyertrains And that starts not just like that starts from when they get to yourwebsite all the way through the whole thing. And I think you talk to folkslistening guys like jake Dunlap and others like it's all about that buyerexperience, It's changed and if companies aren't changing with it,they're making a mistake. So one of the...

...things I advocate and what we've donehere since I came to Dhaka phase was I eliminated the, the SDR qualificationcall. It's not to say Sdrs are important. I love the Sdrs out there.You guys do critical work to the business. But if I'm a buyer and I cometo your website and I've done research and I want to talk to somebody, thatqualification doesn't offer a lot of value for me. I want to talk to the au,who's going to show me something. So we've done away with that, you know,and put the Sdrs back into a hunting, you know, hunting but not just in thehunting the hunting side and then implemented chili piper and let peoplebook directly on my eighties calendars. And you know, our conversion tomeetings book is, has improved drastically. And the ultimately moreimportant than anything, the buyer has a better sense like, okay, this isgoing to be the person I'm gonna deal with. This isn't going to be a handoffbecause no matter how well you do on the handoff, it's still a repetitivetask for them. Yeah, yeah, for sure. They have to repeat a bunch of thingsand like, yeah, never. It never feels...

...great. At least when I'm buying. So ifI get that. All right, well what happened for right now Right now? Ohman, critical customer success managers and account managers. Those are the twobiggest things. We've, we've got about, well, we have 400 customers indocuments and we acquired a company a few weeks ago that has another 300. Weneed to do more to show them the love shout out to the revenue collective forthe recent class with winning by design around the, the uh, the bowtie model. I,I'm a big believer in this, you know, the constant expansion of the constantdriving values. So account managers and CSN's, if you know anybody, send themmy way please. Beautiful. Beautiful. And I know you said jake already, whoelse you shouting out for content? Who, who do you like, really appreciate whatthey do besides all the things going on it. A billion a k a. The former, theformer revenue collected for this old school guys scott leases another guythat I follow consistently the surfing sales podcast I love. And for the, youknow, I work at a private equity small...

...company. I don't have a full time rev.Ops resource. So big shout out to to a lane over there in the red boxcommunity. So I, that's where I, I spend my time in the science and the,and the folks who are leading the charge, their love it. Cool man. Allright, well look, all that stuff is for everybody else, for me. I need to knowwhere we eaten and I'm actually gonna, I'm gonna put you on, on picking aplace in Tampa. Okay, I'm gonna go, it's a layup. It's an easy one, butit's still fun and enjoyable. Burns steakhouse. The stakes are good. Thepresentation, the show is even better for those of you haven't been there,awesome steakhouse. They'll take you for a wine tour, the desert runupstairs. If you come to Tampa, check it out baker reservation. It's a greattime. It really is. And also like bring your calculator for figuring out how toorder a steak there because they order...

...a steak, buy like looking at threegrids on the number of minutes it's going to be cooked and the and the andthe thickness of it and then the cut. It's uh it's insane. It's they have itdown to a science. We, I always love my times there. Good man. We're goingthere when I'm down in Tampa. Like come on down. We'd love to have you so goodto have you on brother and we'll, you know, we'll keep in touch man. Iappreciate Brendan, have a great day, enjoy the weekend man. Yeah, you too.All right, that is our show. Thank you so much for listening. If you love theshow, please write interview, apple podcast, Spotify app anywhere you want,send it to a friend, smashed the subscribe button. Show us some love,remind. This episode is brought to you by drift, the new way businesses byfrom businesses. You can learn more and get the conversation started at driftdot com. I had fun. Hope you did too. Now go crush your numbers.

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