Doug Green’s Post

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SmarTrak.ai sets path for Cisco partners looking for growth, margins, and sustainability, Podcast “…Put the real action in the word actionable…” SmarTrak.ai is taking AI, and applying it to the challenges Cisco #Partners face. The good news is that Cisco provides a great deal of customer data. Everything partners need to know for their next steps is there. But the skill sets, and time, needed to use that data effectively," are limited. “We take all these sources of data, compiling them into one location, do that analysis and present back sales opportunities from renewals, tech refresh, sustainability, instantly for every single one of their accounts," says Ted Lee of SmarTrak.ai. In this podcast, Lee outlines how SmarTrak is using AI to help Cisco Partners only understand what products and services are coming up for renewal, but also provide a comprehensive path to refreshing the mix of products and services being deployed, figuring out how to save power and achieve greater sustainably. These insights help the partner guide the customer to improved productivity. “What we're trying to do is put the real action in the word actionable.” “When customers and partners see this data in SmarTrak.ai, they realize, oh my gosh, this is going to save me hours of time for every single one of my customers,” adds Lee. In this podcast we also learn how SmarTrak.ai works on the other partner challenge: human resources. Not only is it difficult to wade through the level of data that Cisco can provide, it’s also a challenge to develop people with the training to see in those numbers the opportunities and changes that should be recommended. SmarTrak simplifies this process by showing actual options and choices that an associate can offer a customer. It’s like hiring a research assistant for every customer facing representative. We learn that the labor intensive projects of, “…pulling down spreadsheets, sending it, putting it in Drive, OneDrive, Dropbox, you name it, wherever they're storing this stuff, highlighting spreadsheets…”, are eliminated. An AI assisted, streamlined approach, renders accurate insight and does so quickly. "Their most junior representative, or administrator, in the company, to their most senior, seasoned, trained executive and engineers, have the same level of access to information, instantly, for every single one of their accounts." Visit www.smartrak.ai Jeff Pulver Andy Abramson Evan Kirstel B2B TechFluencer Mostafa Razzak #CiscoLive

Transcript

Hey, everybody. It's Doug Green. And I'm the publisher of Technology Reseller News. And I'm very pleased to have with us today Ted Lee of Smarttrack AI. Ted, thank you for joining us today. Hi, Doug. O this is the second of a little podcast series we're doing in the run up for Cisco Live and we're catching up with our friend Ted Lee here. Smart track, who I ran into literally last year at Cisco Live and and since then we've been sort of tracking the story of Smarttrack. So Ted, what's new at Smart track? Well, a lot of new developments, you know, our product has transformed tremendously in the last year. We're, we're truly leveraging AI to advance our customers ability to analyze and transact on the data, the the vast amounts of data that Cisco has for them to manage install bases and recurring revenue. That's one of the challenges that these partners face at Cisco. There's tons of data. But they don't know how to analyze it, organize it, and then actually transact on it in an efficient manner without. Many people years of analysis and and in institutional knowledge of how to get around these things. We take all these sources of data, compiling them into one location, do that analysis and present back sales opportunities from renewals tech refresh sustainability instantly for every single one of their accounts and the the operative word to me is actionable right where I love this part of the of your story and also the. AI story, which is we're going from this very abstract. Oh, it's really cool. And as we're talking about before, Hey, I, I, I can have a machine write my e-mail or something right to now like really practical, you know, this is going to help me grow my business. Yeah. I think what we're trying to do is level up everyone in the organization and every account that a partner is managing. To the level that their biggest and best clients get, which is they take those top clients, they put their top people on them and they put analysts on them and they go through that data and they really focus on them. What we're doing this faster and more efficiently with better data results for their big ones than they're doing manually. And we're extending that all the way down to their smallest customer instantly. So they're most junior representative. Or administrator in the company to their most senior seasoned trained executive and and engineers have the same level of access to information instantly for every single one of their accounts. And there's also now this, this productivity thing or operational efficiency that, you know, I keep on thinking in terms, of, you know, human years versus dog years, right? AI, AI kind of just radically changes the amount of time it takes to do something. I know, and we it really does. And not just to Create an e-mail, like you said, writing a, a well scripted e-mail is one thing or a blog post is something we're talking about analyzing data and turning it into revenue. Results and in fact AI is more reliable in many cases for that than the creative side of things. It's really allowing us to take all this data find possible replacements find the pricing related to that and then put it in the hands of the customer engineers and the partners engineers to make the decisions around what they should replace what with but we're putting this opportunity in their fingertips instantly and. We're also allowing this efficiency for just the simple processes like renewals, which if anyone's done renewals at Cisco, it's not that simple, but we're taking it. Some of our customers, our partner customers are saying that we're getting an 80 to 90% efficiency improvement on doing automated quoting, not just for low dollar value auto quoting, but for very complex multiple line item, you know thousands of line items for this quoting. We're just traditional renewals. So this results in higher rebates, increase revenue, increase renewal rates, customer loyalty, you name it. And more business, more business because the customers are saying, God, you manage this so efficiently. Can I bring the rest of my business to you? My other partners that I buy through don't have smart tracker, don't have a system like this. So I'd like to do this all through you and Smartrack dot AI. And you're also helping people get on top of the lifecycle management, which is very hard to stay on top of. Yeah, it's funny. It's it's a lot of these things like actionable intelligence and life cycle management, they're really overused. And what we're trying to do is. Put the real action in the word actionable, right? And giving them something to do with it. So here's an opportunity, here's the BI, here's here's what we show. Now click on it. What can I do with it? Oh well, push these three buttons, get a quote. If it's a renewal, push these three buttons and get an extract of the actual customers environment and get it to the engineers to get a quote, get it configured and get a quote. So we really are taking it from. The level of seeing it to the level of acting upon it in a in a true way, because I I think that life cycle management and actionable is overused in many cases. And when customers and partners see this data in smart track, they realize, Oh my gosh, this is going to save me. Hours of time for every single one of my customers now you know there's not only revenue growth and improved productivity and so on but also. There is the possibility here we could have improved sustainability. Yeah. So you know, Cisco is making a very big push and rightfully so with all the regulations and, you know, their States and. Country governments, there's many organ federal regulations for sustainability requirements around aging equipment and we are helping partners analyze their customers install base and putting forward again actionable opportunities for the partners to help the customers. Move that inefficient equipment and replace it with more sustainable options from Cisco. And we're actually giving them the possible sustainable replacement with anything that's at least 30% more power efficient than the one that they have in the environment. And again, the partner and the customer needs to go through the configuration and make sure that these products work, but we're giving them multiple iterations and any partner will tell you the hardest part is finding the opportunity and we're doing that at instantly. For every one of their customers. And finally a complete API integration. Yeah, so. One of the challenges that people have faced is well, look, I always have to take this data and upload it or download it and I have to work with CWR subscription work bench or I have to work with all these different systems or PXP. There's a million systems at Cisco and to their credit there's a lot of data there. Well, what we're doing is consolidating this data and pulling it together in a way that makes it easy for any level employee at the partner or the end customer if the partner sharing the view. At the end customer, which we allow him to do to act on that data. And that's always the challenge it's you can get access to the data, but how do you act on it? And using the API's we're allowing people to actually take any renewal quote all the way through to an order almost, you know getting it through to a quote from a distributor. And we know from auto quoting to complex quotes and when it comes to the opportunity for sustainability or end of life. We're pulling in that customer environment from CC, WR and other sources from Cisco to get you that full data. So there's no more downloading and uploading of data necessary. And most people at at partners who work with Cisco know there's a lot of pulling down spreadsheets, sending it, putting it in drive, OneDrive, box, you name it, wherever they're storing this stuff, highlighting spreadsheets. We're eliminating all that and putting it into one consolidated, you know, single source of truth. Well, Ted, I really want to thank you for joining me today. It's been really interesting. Thank you for also, by the way, kicking off the Cisco Live podcast season and being a primary sponsor of our podcast series at the conference. Where can we learn more about smart track AI, Smart track dot AI? And that's with one TR AK dot AI. And you can also find me on LinkedIn. We'd love to talk to you. We'll be out at Cisco Live for the duration of the show. So definitely hit me up on LinkedIn. Or reach out to us through our website, we'd love to talk to you. Again, Ted, thank you very much indeed for joining me and I'm looking forward to seeing you at the conference. Alright, thanks, Doug. You too.

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