Josh Monson, CEO of One Point One Group out of Austin, joins us in a “Spotlight on Texas Innovation” segment (brought to you by our friends at Salesforce) about CRM implementation and how it can impact your ability to sell.
Please excuse any typos in this hasty transcript.
Matt Register: Hey, guys. Welcome back to the show, Texas Business Radio. Texasbusinessradio.com is the website. 844-814-8144 is our 24-hour call-in line. 24-hour call-in line. That means call in now, call in later, call in at three o’clock in the morning, I don’t really have an opinion on it. We’re going to get the experts on here to get those questions answered. I’m your host, Matt Register. Jay Curry’s normally sitting over there in the co-host chair. He had to step out for a minute, he’s going to join us here shortly. But in the meantime, if you’ve listened to this show for any length of time, you know we have a couple of special segments that we’re doing, and this one is the spotlight on Texas innovation, brought to you by our friends over at salesforce.com. Love those guys, we love to get very interesting guests on here that are either disrupting industries or doing something that will allow you to change your business in a fundamental way. We have Josh Monson, who is the owner of One Point Group, here in the studio, all the way from Austin. He’s going to talk to us a little bit about how you can adjust your sales and marketing cycle to drastically impact your business. Josh, welcome to the show.
Josh Monson: Thank you very much. It’s great to be here.
Matt Register: So, talk to me a little bit about One Point Group. What do you do and … What do you do and who do it to, right?
Josh Monson: Sure, sure. What we provide is a focus on sales and marketing to help you focus on revenue and really transform your individual processes for sales and your individual processes for marketing so that your … Let’s say everyone wants to be a unicorn, right. Everyone wants to be that billion dollar startup that you started with an idea in your garage. Well, there’s a lot of work to get to a unicorn. You got to be a work horse first. We help turn those work horses into … Whether it’s race horses, depending on how much is there, whether you can really disrupt that market, to go toward being a unicorn and really making the most out of your sales people, your marketing folks, if they’re still in arts and crafts, and you want to get them to be demand generation if you want them to be focused on revenue generation and you really want to get past that amp dashboard for your sales people, activity, meetings, pipeline. If you want to grow past that into fully utilizing your sales people, helping them grow, that’s what we do. We surface those insights from that data.
Matt Register: Well, I’ll tell you what. I want to back up for just a second, because we were talking during the break and had a fascinating conversation, talking about the technology has changed the sales cycle and has kind of merged the sales and marketing teams. Is that accurate?
Josh Monson: It sure has, yes.
Matt Register: Because people are starting the sales cycle before you ever get introduced to them, right? So, that has to be … There has to be congruence between those two groups, and historically, that hasn’t always been the case, right?
Josh Monson: Correct. There are usually silos between marketing and sales, and we break down those silos so that the sales team is part of the marketing conversation, and the marketing team has to measure what they’re giving to the sales people and get that feedback with some thick skin regarding how useful was the campaign, what kind of revenue did they generate, what kind of demand did they generate, and then the sales people actually … Once they sign off on using those tools, use those tools that they were given to dig deeper into understanding their industry and the segments that they’re assigned to, the geographic territories. So, make use of the tools you’re given to help generate
more revenue for the organization.
Matt Register: Build in some accountability to that as well, right?
Josh Monson: Accountability. Dashboards are my favorite. I’ve done that for multiple clients, one is a healthcare organization, and we built out … Several different departments had accountability dashboards, have. They’re using them all the time now, and on one of them, actually, the CEO surfaced some things where one person that was covering the southeast states was not doing a very good job with one carrier, and then they … It’s available on a click. Just go to the accountability dashboard, let’s drill into that region, let’s drill into that carrier, let’s drill into that procedure. There was one procedure that this carrier who decided to no longer pay anything for reimburse, but they were able to … We were able to surface those insights on a weekly basis, or daily basis, but they looked at it every week, to the CEO. So, that accountability dashboard … The CEO now knew we don’t have to go down and re-educate someone who’s managing that carrier, that region. We have to re-educate that carrier to find out when did you change your policy and when were you going to tell us that that procedure’s no longer supported.
Matt Register: Without that information, though, how long might that have been before they ever figured that out? Because it sounds like that’s something that wouldn’t have been very apparent easily, right?
Josh Monson: No, not at all. In six to nine months, they probably would have caught it.
Matt Register: Because I have seen countless examples of companies using data, right, to completely transform their business, and this is what you do for a living. Draw me a picture of the kind of company that you can have a dramatic impact on.
Josh Monson: Sure. We love working with small to medium-sized businesses where the executive leadership is onboard with pulling in data and not having people data wrangle and Excel for days and days or hours at a time, right, wasting their time. So, it’s the small oil and gas companies, it’s the small healthcare companies, it’s the small manufacturers that we definitely have a sweet spot with, even real estate and mortgage organization companies. So, we have these templates of business processes, we have these templates of KPIs that we reuse to get to the 80%, and then we dive, just rock deep into what makes them different, and then we love spending that time, because then we can customize everything for them to surface these insights based on that data so it’s just a click away. So, when someone walks into the CEO’s office and asks, “How are we doing on quality?” The CEO doesn’t ask Sewer Bob to work and pull the data together to figure out how we’re paying people based on geographic area and position. It’s a click away.
Matt Register: Well, I find it interesting, because 10, 15 years ago, the smaller businesses, their option was Excel, right?
Josh Monson: Yes.
Matt Register: How has the cloud and how has things that previously were only available … If at all, were only available to the large companies with the massive budget, how has that technology changed and how has that affected the smaller end of the business spectrum?
Josh Monson: That’s definitely trickled down so that you don’t need a team of four people to manage a data warehouse, and another team of four people to manage the applications. You can pull it into a platform so that you have one person, two people that … Or, even someone part-time that’s managing, say, sales and marketing data and it’s relatively straightforward to manage it. To stand it up, you need a consultant, but to manage it, what we want to do is we want this to be your baby. We build the car, we give you the keys, we teach you how to use it and drive it and change the oil, and then you’re off and running.
Matt Register: So, these companies are running … Again, you’re the car manufacturer, not the chauffer, right? So, you’re building it, you’re handing them the keys, and they don’t need you day to day, right? So, they’re out on their own and running this internally within their companies, right?
Josh Monson: That they are. They use this themselves, they have their own dashboards, they make those changes to the dashboards, they buy new companies, and they may make some changes or call us to help them make some changes, but then they’re off and running. They can add things and really get the most value out of the automation, so thinking of macros by Excel. Think of the data, pulling all the data together. Think about the macros, think about the automation where you want to send emails out to certain people at certain times in the life cycle of a customer journey to get them to go from lead to loyalty. That’s the-
Matt Register: From lead to loyal. That’s from first knowing that they may have an interest to you have a client … You have a customer that is giving you reviews and raving about what you’re doing is what you’re talking about, right?
Josh Monson: Exactly. That’s what you want to do.
Matt Register: I’m a big fan of automation. You mentioned briefly about the automation end of this. Anything you can automate you kind of take away the opportunity to mess up, right, and anytime you can take that opportunity away, you’re not going to have mistakes. How much of this process are you guys able to automate?
Josh Monson: 70, 80, 90%, all depending on what we can send out. There’s certain things you don’t want to send out.
Matt Register: No, that’s right. I mean, some things you need a human on, right, but you’re talking about automating 70, 80% of that process.
Josh Monson: Of the notification process. You’re not going to … It’s like the self-driving car, where you’re not going to dive straight to the self-driving car. First, you’re going to have … Other people bought this product as well, you might like this product. Predictive text is another one where you’re seeing the slow transformation toward the auto-driving car, but you still need the sales person.
Matt Register: Interesting. Fascinating stuff.
Josh Monson: The art of sales.
Matt Register: Josh Monson, One Point Group out of Austin. Josh-
Josh Monson: One Point One.
Matt Register: I’m sorry, One Point One Group. Onepointonegroup.com. What’s the easiest way for somebody to get in touch with you? Is that that website?
Josh Monson: Yes, onepointonegroup.com, or reach out to me on LinkedIn, and we’ll definitely set up a conversation.
Matt Register: We’re going to have that linked as well right there from texasbusinessradio.com. Onepointonegroup.com, one’s all spelled out, onepointonegroup.com. Josh, thank you very much for joining us. Fascinating conversation.
Josh Monson: Thank you, Matt.
Matt Register: Hey, we have to pay some of our own bills right now, though. We’re going to be back right on the other side of the break with a whole lot more Texas Business Radio. It’s not time to go anywhere, guys. We got a whole lot more, and you don’t even have time. We’ll be back right after this.
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In addition to hosting "Texas Business Radio," Matt is an investment banker and serial entrepreneur from Montgomery, Texas. He is the owner of RREA Media and Register Real Estate Advisors and a Managing Director and Principal at Corporate Finance Associates. He has a BS from the United States Military Academy at West Point and an MBA from Rice University in Houston. You can read more about Matt HERE.