Wanna start Katie by asking you um
Before we hop into rooms, you've been a big fan of video
for a long time in the sales process, you've managed
teams that have made thousands, in fact,
tens of thousands of videos. Why
are you so passionate about Vidyard
and video? And how do you see teams
getting the most value from it today?
Well, it's,
it's because standing out is still
the hardest thing in, in
sales right now. Standing out being
memorable, being impactful
and you know, I'm, I'm a senior
revenue leader and I get probably
10 to 15 cold emails a day,
probably 7 to 8 cold calls a day.
I get maybe one video a month,
maybe one, right. That's
a stretch. And any of my sales leaders, revenue
leaders on here will tell you the exact same thing.
So one just to stand out. But then it's
memorable, right? Even if I do
get a cold email, that is good.
I'm not remembering that. I'm probably checking
it because I'm in a meeting that I'm not paying attention
to. So I see it and I go, oh, ok.
And I'll come back to it. It's like a video you can have
impact, you remember it more and you can
convey more. So I've been doing
video, you know, be truly before
video, right? Like recording it like on the computer
and sending it out and then they just made it so much
better. So video to me is just, it's
the last frontier, in my opinion, it is something
that a lot of people talk about but still
don't actually do. And
once we cross that barrier, like at the last
place, I feel you can truly stand out.
Yeah. Yeah. You know, one of the things that we've seen
our users, many of whom are here today
um go through in their evolution
of using video is it often starts with using
it to stand out with prospecting. We've
also seen this great rise in using video
throughout sales site
to answer questions to
walk through, um you know, micro
demos or even to walk through a proposal.
Um I'm curious if you've seen the same
thing in your sales team or is that something you're thinking
about in your own business? Uh I mean,
100% right? Because notice if you all even play
this back, I didn't say stand out in prospecting.
I just said stand out,
I didn't say memorable and prospecting. I said
memorable, right? It's across the whole
sales process when we get into the deal room, like
I'll get even more, I think in into it. But I'm
in a buying process right now, right?
So I'm trying to buy a piece of software for
my sales or, and it is overwhelming
as a buyer to try to do. I'm
trying to keep facts and figures straight, pricing,
straight features straight in an email.
Again. I'm not gonna remember it. I'm not gonna remember
what you said in there and I got to go through it. So,
no, this is a multi, there's prospecting.
There is the demo, there's the pre
demo, there's the post demo, there's the pricing this
proposal and you shared an insight with me a while
back, even post sale
producing via video of like
here's who's gonna take care of you, right? For all
my CS M and AM reps out there. So this
video should be everywhere.
It should literally be everywhere because also,
and then you'll get off my horse here for a second
video becomes your transcript. If
you write a record a great video, that
is also your email that is also in your
proposal, it can be used
multiple ways. Whereas often
times I see people write an email and then
also record a video,
record the video, take the transcript, put
it in there. Done. We're good.
Yeah. Yeah. Well, it's a lot of the things
that you mentioned. There were
the foundational reasons why we ended up developing
video rooms and why I'm so excited about
it is as you use video in multiple
touch points around pre sale, even post
sale and the power of having your
prospects or customers watch those videos,
but also consume other content you're sharing.
Um We heard from a lot of our customers who said, hey,
I'm sending 35, maybe even 10
videos to my prospect throughout the deal cycle.
It would be great if I could put those all in one place
so that my champion
and and anyone else in the buying team could come
in and watch those videos.
And we said that sounds great. Uh What
if we were to also allow you to upload documents
or resources? And they went,
well, that sounds great. Like why wouldn't
I want that?
Um And so that was a really exciting
um you know, sort of opportunity that we saw
and this is sort of a, a digital sales room
idea. Um Could you give me
a perspective on sort of digital
sales room concepts? And then we're
gonna hop in, we're gonna share a screen, we're gonna walk through and
show this. I mean, I may have a new
tagline that actually came when I was writing
like the, the post to promote this, which
is the sellers that make it easiest
to buy will win
the sellers that make it the easier
to buy will win when
I am going through an email
thread that's got 32 emails in it
when I am trying to coordinate around
6 to 7 people internally.
On sharing this information when I am
trying to keep them up to date on what
this vendor told me versus what this one. It's,
it's so I y'all like, I cannot express
to you as a buyer how challenging that actually
is. And so to have a place where that could all
live where I can just invite, you know, you're,
you're my VP of marketing and I say, hey, go check this out.
Here's like the micro snips of the, of,
of the demo. Here's where they got the proposals.
I asked them about the differences between their competitor.
They gave me a checklist. It all lives there
that makes it easy to
buy. That's what's going
to help you stand out and win in my
opinion is because that's memorable,
but it's easy. So I, I love
this concept. I, I think this is something that
will help a lot of sellers and buyers in a big
way. Yeah. Yeah. No, it's, it's
great. I'm, I'm like super excited about it as well.
So I'm so excited we could bring it into the VDR platform
um and make it free for our users here
today. Um Are you uh are
you able to show, do a little bit of show and tell
here, Kate. Let's do
it, let's do it live.
All right, let's do it. So uh you
can click the button on the left there to share
your screen, your browser window. And
folks, we're gonna bring up and walk through how
to create uh a vidyard room.
And what I would like all of you to do out there if possible.
If you're on your desktop, bring up your own big
yard account in your browser and
click the little rooms icon on the left
hand side and you're gonna be able to make a room
as Kevin's doing it as well. So he'll
walk through this but follow the same steps
and try making one yourself just as
an example for your own inspiration.
So, KD, we got your screen here. It's looking
good. All right. So, so simple
here. So follow me, I'm gonna click new
room that easy,
right? So we'll do this. We'll go fast
forward
views for nephews.
That is my entire day,
right? So we'll name, name the room. So obviously
you would probably want to name this for the
account that you're working, the individual that you're
working. But quick tip, I would always
include a benefit. So if I were selling the
Vidyard as a Vidyard, you
know, leadership accelerator
and improvement, always put the benefit
in there as well to make it more of a hook,
right? So
we're gonna create a new room
that simple.
And then once we're in here,
right, there's so much that we can do
and play around with.
So
doesn't show what I'm seeing
here. Let me
stop and reshape here real quick.
There we go. Views for nephews I went through new taps.
There we go. Right. So, once you're
in here, you can see how this flow
starts to work and to play through. So, Tyler,
I'll let you either guide me if you want to go through steps or I can
just keep going live here and walk through it.
Yeah, I think, uh, you know, let's walk through
the, uh, the starting point, the basics.
Why don't we update the, uh the event section
before we do anything else?
We're gonna wanna make sure we customize this for our customers.
So we say Viard, you know, leadership,
you know
how if I guess about training
and consulting whatever, right? Like if I were
selling something to, to vidyard, this would be something
here and
then like the body, right? So this is where it can
be, you know, you know, this is truthly where I would put
in like disco awareness,
right? So something along the line like, you know,
based on what we discussed,
they're rolling out, you know, five new
products going up market
and need to level up leadership
to scale.
So super, super simple and that's that,
that's just pinned there always. So this is
where you can give a back story to anyone
else that's joining. It's like, why am I looking at this?
Like what problem are we trying to solve?
That's what stays pinned here at the
top to get everybody else
aligned. And also remember y'all
individual problems, get the
deal, progressing company problems
or like get the deal closed. So you need to align
everyone around the problem that you're trying to solve
and that's what would go up here.
Perfect. All right. So we've got to start to
our room here. Now again for everybody
uh listening, let's assume this is again for
a prospect. In this case, Katie
is selling his sales training services.
Um So now you've got the option, you can add resources
or documents or of course you can add
videos. So I'll let you uh take
a pic here, Katie. So we'll start with
a video because again, we want to try to really
grab, you know, like recordings so we
can all
already do this. Let's say I'm gonna come
in here and I'm gonna do the K
pick framework, right? So I'm gonna throw that in.
So anything pre-recorded I can already
put in there, right? And
then as y'all can see, like, look how clean that
is, right? So again, if
I were coming in here as a prospect, boom
right there is so powerful.
But then down here, you can explain
what it is or where to jump,
right? So I can click play here.
Can y'all, can you hear this side? Hey, y'all KD
here just wanted to record a quick overview.
What we can do is I can jump here
and this is what I think is clean is I can jump
to this part and say, I'm gonna
at this current time here
so that they know where to jump. So
like, you know, we talked about
know being a big
focus jump here as
a refresher, right? So can
do that just like that.
Boom, it's right there. So now
they can just jump to it to go through.
So that's uploading. But say I wanted
to do like a welcome video I can do is to do
a new recording, right? So I can do a camera recording
right here. You know, I could go
into it and say, all right, like I'm gonna, I don't know
if I can inception myself right now, record a video
while on a video within a video, right?
But like it's right there to be
able to, to
do, I could start the recording and say,
you know, oh I said we're gonna do this all live,
you know, like this is so simple. It's like, hey
Vidar team, thank you so much for having me
on fast forward. Y'all know how big of
a fan I am. This is such an exciting
opportunity. So I wanted to put everything together
here. So on the the right hand side, you'll see your
documents, your proposals, everything that we
are trying to work with in the middle. I'm gonna include
like micro like videos, explaining our differentiators,
things to look at. If you ever need anything, comment
in here so I can upload it for your entire team.
But again, thanks for your time, looking forward to moving
things forward,
boom,
done
right right there. And
so now that will upload and now I have a welcome
video for
whoever that we are trying to
do and boom, I'm just
gonna add it right to my room.
There we go. Right. So we
have this and then I think someone asked
it right? Like the it's not real time,
but it's kind of right where it's like, you
know, if someone comments, we get notifications
back and forth so we can keep the conversation
going and it's logged and now
you can see this video is here. This
video is here now, I hope you all kind of
caught it because this is new for
a buyer. Did you notice in my welcome video? I explained
what to do.
You're gonna see your proposals here on the right. You're gonna see
your documents over here. You can leave comments,
you want to explain to them how to get the value
out of this, but
I'll pause there for this. We've created
the room, we've uploaded some videos, we've done some
comments. What should I show them next, Tyler?
Well, one of the things uh that
I think is again, really, really great about this is
um the there are types of videos that I've seen
that you may want to put in here. So again, there may be
pre-recorded demo videos from the marketing
team that you, you can easily add into
here. Um There may be customer
testimonial videos to your point it's made
so that they all display nicely in this flow
and people can click and watch online and add their own
comments as well, which is great.
Um You can also, if you have recorded
zoom calls from past calls you've had with
your uh prospect, you can upload those
into here. So all those videos are
in one place that anybody can watch. But
of course, we also have resources and documents
because you may want to share other things
outside of just videos. So why do you
uh show how that works? Yeah, so
then here, right? So on the link side and
um a really good question showed up in the chat there, Tyler,
I think it would be good to answer like who has access
to to all this. But on the link side,
so again, if you have, you know, learning management
content, if you have help documents, also
testimonial videos, case studies,
we can just click here and resources, text
and I'll go, you know, self management
metric calculator
and then I can just put the link right in there.
Add it
boom now it's there, right?
So they can just click out to it if they
want to, right? So you can't see where it jumped over
for me, but like it just jumps over to
where it needs to be. So you can put links right
there. Right. And then same with
the document. So if you have proposals,
checklist, cheat sheets,
walk throughs, whatever upload
file. Let's go Bibs.
Right. We'll do here and we'll go
bibs. We'll open that up. We'll
add that in there.
Right. So now the documents leave
live here. Right. So it's all right
here. You can do your settings, you can
delete something. If it's no longer relevant,
you can add again.
All this is now in one place. How nice
this would be if I could take the product that I'm
trying to buy and share this with
my people internally and say, hey, this
is where you see their pricing. Hey, this is where they're different.
If the rep could respond back in here.
I've probably asked on three of the last
calls. I've been on the different vendors. Ok? Remind me again,
you do this and they
don't, could you like
it's living in my head and in theirs where if we were
in here? Simple, right?
It's simple, right?
And so that's, oh, so Peter has
a good one. So if there's different videos in different rooms,
the comments are in the rooms, right?
So I could use that same, I could use
KP in multiple rooms.
But the comments
are gonna be specific to the room
I am in which is the way it should be.
The buying process should be custom to the
buyer, not to the
seller. So that's what this is all
about here?
Awesome. All right. And then the other question which
dovetails into the last thing I want to show
um is around security. So
this room isn't just published freely on
the internet. This is a private room that you
are now able to share with your
prospect and have them join the room,
uh either an individual or multiple people. So
to do that, you just click the little share button
in the top, right? And you can now add
the, have the opportunity to add anybody
from your prospect as a
contributor
uh and a member of this room,
right? So contributors are actually this
would be a question editor or
commenter, right? Who should I give edit access
to versus comment access to?
Well, usually you are
gonna want to have edit access people on your team and
you may want to give your champion, edit access as
well. If you want them to be able to upload
from their side, they could upload videos
or other documents and things like that.
And then typically other members of the buying team
may end up having commenter roles. Um
If you don't plan on having them
can actually update or edit content.
Yeah. And so that's what makes this so smooth. Y'all
is I can just copy this link and I could put
the is
in a slack channel to want someone internally.
Oh The ops team wants to take a look at it hop in
here, go through it and then they're able
to comment and ask the questions as
well. And again, as a binding tip,
y'all put the things in here preemptively
you, you know, you know that
they're gonna have to talk to legal. So put the legal
cheat sheet in here. But if I logged
in here and I saw a document that said legal Fa
Qs,
you know how nice that would be, you know, what legal
is gonna ask, put it in here
so I can share it ahead of time,
right? So that's what this is all about.
Yeah. No, iii I love it. And I
think that's spot on the expectation here
is you can pull everything together. You can
invite multiple uh
stakeholders from the buying team. And one of my
other favorite features is, of course, you'll be notified
when different videos in the room get watched,
you'll also be notified when somebody
new joins the room. And so
when you share this with a champion and you encourage
them, hey, invite your legal
lead, invite your, you know, other stakeholders
to come into the room, they can find everything there.
It's this almost like cheat code for you,
finding out who else is part of the buying committee
that you may not have met before. When you
get notified, this individual joined and this
individual joined.
Yeah. All right. So another one popped
up there, Tyler, I don't know if you saw it, like do the prospects
invited to the link have to create a Vidyard account or
can they just access it? Like, how do I get notified
of who,
who joined the room? I do have
to sign up for the room or sign up for Vidyard or both.
Yeah. So in the current uh in the current process,
if they don't, they do use a Vidyard account
as their way to authenticate in. So if they
don't yet have a Vidyard account themselves,
um they'll be prompted to sign up
for a Viard to create an account to log into
the room.
Um So that's the workflow as it works today.
And uh I can give you on good authority.
Uh That soon, we will be adding the ability for people
to log in without signing up for
a big yard account um as
an additional uh individual. So,
um a couple of ways in which that can work. But
uh again, this is all, you know, straightforward
here as you see. And uh best
of all, it's uh
it's free for all of you to use as part of
the vineyard product. So again,
if you haven't tried it out, if you haven't followed along here,
I encourage you after this to test
it out. Try out your own little room, invite some folks
from your own company, invite some friends and see how it
works because uh again, this is a great
unlock for how you can now increase
how you manage a deal cycle. And I think back to what you
started with KD, create a better buying
experience, better experience,
simpler experience for your buyer. That's what gets me
so fired up. Yeah. And I, I wanna part
with a quick tip on this because this
is new for the buyer. I would
wrap your meeting with this, pull
it up and sign up with them,
get them in with you live,
send the
link and
have them share their screen to
then get into this because this is, this is
new, which is crazy that this is new,
but this is new.
You now get to be the expert.
You're gonna say, watch how easy I'm gonna make this
for you. Don't just send the link
and then sit back and wait and hope you see
a login notification guide
your champion through. If you've
got multiple people on the meeting, pull
it up, send the link out and say, ok,
I should see each one of you getting in now. All
right, we're in test a comment out,
teach your buyer how to better
buy it would be my party.