Sage Thought Leadership Podcast (Sage)

Andrew Schulkind leads Andigo, a website and content marketing agency that focuses on helping B2B clients generate audience engagement through solid information architecture, great user experience, and compelling content. And, a dash of common sense doesn’t hurt, either. The Andigo team is experienced in working in a range of industries and is particularly passionate about working with mission-driven businesses. Andrew engages in a range of community volunteer work and is an avid guitar player, bread baker, and cyclist. He also loves collecting meaningless trivia and once broke INTO prison. 

Summary

• Introduction
• Why it's important to align marketing with customer experience?
• Sincerity and authenticity
• Jargon in taglines
• Be aspirational even if you think your audience doesn’t know
• Who is a hero and why are they a hero?
• How to contact Andrew

Julie Wilkinson has over 12 years of experience delivering financial expertise to a variety of companies from smaller SMEs to large corporate firms. Julie’s entrepreneurial journey began when she started Wilkinson Accounting Solutions, within 2.5 years she grew to a team of 14 people and her passion is to help other business owners build sustainable growth that will allow them to build a business that runs without them, to maximize the value,  allowing them to live the life they want while running their business. Julie also has several other business ventures including building her own property portfolio, and business acquisitions, and is also a finance coach and mentor, helping others believe in themselves, and supporting their personal development goals.

Outline

• Julie shares her background and her passion.
• Why do you do what you do?
• Working with companies wanting to be acquired or want to acquire
• What can a business do to make itself more attractive?
• Getting ready to acquire other businesses.
• Who is a hero of yours?

Apryl discussed her experiences and strategies in marketing and customer relations. Apryl shared her career journey and her current focus on helping businesses grow. She also talked about the use of marketing personas, with Apryl emphasizing the importance of regularly updating and utilizing these personas to better understand and connect with customers.

With a diverse background spanning leadership roles at Sage, Blytheco, and Bloomreach, Apryl Syed has honed her expertise in driving success across technology, marketing, and sales domains. Now in her own consulting practice, her team specializes in landing page conversion optimization, driving revenue generation for businesses. From crafting compelling funnels to boosting sales and ensuring customer success, they help organizations create and execute winning strategies. 

We will be offering a free landing page funnel review. You can select the landing page and book an appointment for a review. www.conversionsg.com/sage 

For over three decades, Neil Rogers has built a successful career in sales and marketing, working with clients in a wide range of verticals, including pharmaceutical, biomedical, manufacturing, logistics, financial services, and government defense contractors. He is the  Owner and VP of Marketing and Sales at Rogers Marketing, winner of several Million Dollar Sales awards, the Velocity Award for growth, and the Heavy Hitter Awards for large accounts. Neil and his wife Lori are the creators/owners of the Positive Activity 11-Step Process, using scientifically proven activities to increase the quality of life and business through creativity, optimism, and positivity. Bar Tips is his first published book, drawing on the lessons learned during his years as a bartender that Neil has applied for success in sales.

Neil started the non-profit PASE (Parents Assisting Special Educators) and PASE After 21 for special needs adults. Discover more at: https://www.positiveactivity.net/

Check out Neil's book at https://www.positiveactivity.net/bar-tips-book

Summary

• Introduction to Neil Rogers.
• Why do you do what you do? 
• Taking ownership of your business.
• The importance of holding yourself accountable.
• Positive activity is the practice. 
• Spelling to communicate with autism.
• How to get in touch with Neil

Justin Smith is the Chief Financial Officer of LeaseQuery. Justin provides leadership and oversight for capital allocation, financial management, operational efficiency and investor relations. He brings nearly 20 years of experience and came to LeaseQuery in 2023 from Goldman Sachs, where he was a senior member of their technology investment banking team. At Goldman, Justin advised CEOs, CFOs and boards on transactions including IPOs, M&A, and capital raises. Additionally, Justin served on the investment selection committee of Engage Ventures, a leading VC fund based in Atlanta. Justin holds a BA from Johns Hopkins University and an MBA from The Wharton School at University of Pennsylvania.

Summary

• Financial leadership and capital allocation with Justin Smith.
• Justin Smith provides leadership and oversight for capital allocation and financial management at Elise Curry.
• The evolution of the CFO role.
• CFO evolved from cash manager to strategic partner, matching resources with investment opportunities.
• Signs of a ripe M&A environment.
• Speaker 2 highlights the importance of market dynamics and capital availability for M&A deals to occur.
• Sellers are starting to show willingness to come to market, but capital availability remains a challenge.
• Valuation of software and consulting companies.
• Speaker 2: Subscription model companies have longer term visibility, premium in market.
• Subscription-based business models and their benefits.
• Subscription-based businesses provide high degree of visibility into future revenue.
• Justin Smith, CFO of Lease Query, highlights his mother as a hero for her positivity and optimism, and Rich Roll, a podcast personality, as someone he looks up to for his career pivot and personal development insights.

Erik Tomalis is a proven fundraising professional and has always been forward thinking, donor and people driven, but most of all results oriented. With 20+ years of professional fundraising experience, Erik made over 4,500 face-to-face donor solicitations where he has raised millions of dollars for many non-profit organizations. He served as a front-line fundraiser, as well as an executive in some transformative organizations focused on generosity, such as St. Jude Children’s Hospital, the Boy Scouts of America and the Allegheny Health Network. At Virtuous, Erik is committed to helping nonprofits grow global generosity. 

Summary

• Fundraising and generosity with Erik Tomalis.
• Erik is passionate about generosity and has raised millions for nonprofits through face-to-face donor solicitations.
• Declining donor giving and nonprofit trust. 
• Nonprofit sector responding to decline in donor giving with mixed results, despite increasing number of organizations.
• Decline of personalized messaging in nonprofit sector. 
• Nonprofits struggle to personalize communication, leading to disconnection with donors.
• Charitable giving trends and the role of technology.
• Younger generations prefer direct support for specific causes, bypassing traditional organizations.
• Nonprofit fundraising strategies and the importance of communication with donors.
• Erik emphasizes the importance of communicating with donors and acknowledging their contributions to nonprofit organizations.
• Erik cites Mr. Rogers as a hero of his, citing his kindness and focus on generosity and love.

In the podcast, Cody Manning discusses his professional journey and current role as the Chief Sales Officer. He shares his passion for helping individuals reach their full potential and highlights the potential for extreme efficiencies in AP automation. Cody also discusses a project with a small customer, illustrating how automation can improve work-life balance. He then shares his personal experience with implementing new business strategies, which has led to more efficient contract negotiations and bill payments. Finally, Cody talks about his father, who he considers his hero, and offers contact information for those interested in reaching out.

Cody Manning is the Chief Sales Officer of Yooz. He attended New Mexico State University and Collin County Community College before joining the Symantec and McAfee inside sales departments. Cody joined Yooz in 2020 as VP of Sales – North America and in 2022 was promoted to Chief Sales Officer for North American sales with plans to expand into Latin America.

Anthony Miller is the business Development Director at Flowgear, a global business that specialises in integration and aims to shed the workload & complexity of App-to-App integration quickly & affordably, using their no code platform. Anthony is also a serial entrepreneur with a passion for building innovative businesses with inspirational people, having co-founded several successful businesses in several countries and in unrelated sectors. 

Summary

• Integration and app-to-app connectivity with Anthony Miller.
• Anthony Miller is passionate about integration, bringing disparate systems together to enable data sharing between companies.
• Shifting from custom software to best-of-breed SaaS solutions.
• Historically, companies commissioned bespoke software solutions, but today they prefer to license best-of-breed SaaS technologies, and Flood goes helps connect these systems in real-time.
• Integration in various systems for a simple online purchase.
• Ed asks for a practical example of integration, and Anthony provides an everyday scenario involving multiple systems and parties in real-time.
• Integrations as digital plumbing and maintenance.
• Integrations are like digital plumbing, critical for business operations.
• Leadership values with Anthony Miller.
• Anthony Miller names Steve Jobs and Nelson Mandela as his heroes, citing their perseverance and values.

Summary

Across three episodes, Jeff Richards and David Beard from the Sage CRM team talk with Bea Rebollo from Renishaw Plc, who are a global engineering technology group, creating high-precision technology for metrology and healthcare. 

Operating across 67 locations in 36 countries with 5,000+ employees worldwide, Bea is the Senior Sage CRM Analyst/Programmer whose main role is to develop and support Sage CRM for her internal customers - that's 2500 users of Sage CRM across the world.

In this third & final episode, Bea talks to us about the future of Sage CRM for Renishaw, the importance of staying current with the latest version, and what she would like to see in the future for the product.

Geof Brown is Illinois CPA Society President and CEO, role he took over in 2023 and has quickly moved to maintain the society’s position as a thought leader in the profession while stepping up as one himself. In fact, Geof was named as one of Accounting Today’s most influential people in the profession! In December 2023, the ICPA released the society’s latest Insight Special Feature, “Righting Retention,” which addresses the leading factors driving perpetually high turnover in the accounting profession based on the personal responses of both employees and employers.

Summary

• Accounting profession turnover with Illinois CPA Society president.
• Geof Brown, Illinois CPA Society president and CEO, discusses the society's latest insights on writing retention in the accounting profession.
• Talent retention in the accounting profession.
• Retention is a growing concern in the profession, with high turnover rates and associated costs impacting businesses.
• Employee retention in accounting and finance industries.
• Valued feeling and career advancement opportunities drive retention in public accounting, while burnout and lack of recognition affect industry professionals.
• Retaining employees in the workplace.
• Geof suggests connecting people to the mission and culture of organizations to improve retention.
• The impact of a dedicated public educator and the importance of retention in the finance and accounting profession.
• Geof Brown praises his mother as a hero for her dedication to public education and her unwavering support.

Tom Miller

After a career of over 5 decades in the technology industry Tom Miller currently works directly with the ownership of Net at Work to assist in driving the company’s M&A strategy. His career began as a mainframe sales engineer for Sperry Univac, followed by founding a computer service bureau providing automated computer services to CPA firms, which led to opening an Apple Computer Store primarily selling Great Plains Software systems to SMBs. This led Tom to Great Plains Software in 1987, followed by stints at Microsoft, Sage Software and now Net at Work.

Summary

• Technology industry career and M&A strategy with Tom Miller.
• Tom Miller shares insights from 50+ yrs in tech, from mainframe sales to SMB software sales.
• Exit strategies for business partnerships.
• Tom reflects on 30-40 years of partnerships, exit strategies, and fulfillment in the business.
• Selling a business, finding the right buyer, and ensuring a smooth transition.
• Find a buyer with aligned values to maintain customer trust and loyalty.
• Ensure buyer has financial wherewithal and a broad portfolio of products/services to maximize earn-out potential.
• Customer-first approach and leadership lessons from a former governor.
• Tom admires Doug Burgum, former boss and current governor of North Dakota, for prioritizing customers and valuing learning through failure.
• Business success through customer intimacy and partnerships.
• Tom emphasizes the importance of understanding customers and building relationships.

• Intro to the podcast.
• How to ask for your own why in life? 
• Building emotional intelligence elements into software.
• How did you feel about a meeting?
• Managing your emotional capacity vs. time capacity.
• Who is a hero of yours?

• Introduction to Jeremy Burt, CEO of Piaa.
• Paya’s strengths with the Nuvei platform.
• An example of a customer success story that he’s had.
• What is an omni-channel processor?
• Why is Jeremy’s father a hero?

The Future Accountant 

A mini-series with Matt Lescault of L-W Consulting discussing the impending disruption in the accounting industry. We will help you assess if your organization is at risk and cover actionable steps you can take right now to protect and prepare your business.

Part 4:  What Business Owners Can Do RIGHT NOW

Specific, actionable, immediate steps business owners can take to prepare

Click here for a free assessment tool.

When it comes to unlocking human potential and achieving organizational success, there's no one quite like Christian 'Boo' Boucousis, CEO of Afterburner Inc. A former fighter pilot turned business founder, author, and inspirational speaker, Boo has earned over 1,000 five-star Google reviews for his unparalleled expertise in human behavior and organizational performance. Whether he's speaking to a small startup or a multinational corporation, Boo inspires people to discover a new way of thinking that empowers them to believe that even the most audacious ambitions are within their reach.

Steve Hearsum discussed the limitations of quick fixes and the importance of functional collaboration in a complex world. They also explored the link between anxiety and creativity, and the need for leaders to acknowledge their limitations and learn. Lastly, they examined the persistence of the heroic leadership concept and the need for a shift in organizational mentality. Steve is the author of No Silver Bullet: Bursting the bubble of the organizational quick fix.

Steve is the founder of Edge and Stretch, working with brands and organisations to increase their capacity for collaboration and experimentation, including the NHS, a global fast moving consumer goods company, international financial institutions and many others. He is an experienced developer of change practitioners and consultants and a qualified Consulting and Coaching Supervisor. Steve is a trustee and Council Member for the Tavistock Institute of Human Relations and previously served as Co-chair of the Organisation Development Network Europe. He also holds a Masters in Change Agent Skills & Strategies from the University of Surrey.

Daniel Cuthew discussed the importance of data-driven decision-making and the role of technology in facilitating this process. Daniel, the global partnership executive at Phocas Software, shared his mission to create value for Phocas and their partners through innovative and customer-centric solutions. He emphasized the need for technology that is easy to use and intuitive, enabling organizations to identify areas of growth and make informed decisions. Daniel also highlighted the importance of collaboration with partners and the right fit for both individuals and companies. He shared a success story from a company called Quality Bearings Online, which has benefited from using Phocas Software's platform. The conversation ended with Daniel providing details on how to contact him and his admiration for authors Patrick Lecioni and Geoffrey Moore.

Daniel Cuthew is the Global Partnership Executive at Phocas Software,  responsible for developing and managing channel and alliance partnerships that generate revenue and growth for Phocas across Sage globally. He has over 12 years of experience in the software sector, with a focus on B2B SaaS solutions. Daniel has a strong background in sales and financial management, and business development and he’s a member of Partnership Leaders, the industry association for partnership professionals. His mission is to create value for Phocas and their partners by leveraging his go-to-market skills and industry knowledge together with his passion for delivering innovative and customer-centric solutions that solve complex business challenges and drive positive outcomes.

Adam Lean transitioned from an accountant to a successful entrepreneur, having built and sold two businesses. He's now dedicated to guiding business owners and is the brains behind The CFO Project—a platform that trains accountants and tax professionals to offer CFO and advisory services. Through his experiences, he discovered his true passion: guiding and equipping firm owners with the necessary tools to maximize profitability and to escape the “accountant’s trap.” 

For a free guide to starting a CFO service click here.

Summary

• Entrepreneurship and accounting with Adam Lean
• Starting and growing an internet business.
• Accounting and business growth.
• Customer selection and business structure
• Business structures, compliance, and growth with a focus on Sam Walton's entrepreneurial spirit

Anthony Sanchez, a seasoned software industry professional, shared his passion for his work and the satisfaction he gets from making people's lives easier through the solutions he helps develop. He discussed the Tax Relief for American Families and Workers Act of 2024, highlighting a key provision favorable to businesses, and the potential challenges in the Senate. Anthony also mentioned that he can be contacted at anthony.sanchez@sage.com or on Twitter.

Anthony Sanchez has been working in the Software industry for almost 30 years and has worked on many different software applications. He did his undergraduate work at U.C. Santa Barbara and his Post Graduate studies at the University of Dallas. With deep experience in both desktop and cloud solutions, Anthony has worked on Tax, Accounting, and payment solutions with Intuit, Wolters Kluwer, and JP Morgan Chase. He is presently the Product Manager for Sage Fixed Assets.

Across two episodes, Jeff Richards and David Beard from the Sage CRM team talk with Charles "Chuck" Kuczynski,  Executive Vice President at Keystone Precision Solutions, one of the most successful construction and survey equipment sales companies, based in Allentown, Pennsylvania, in the northeastern United States. 

In this episode, we talk to Chuck about the company's background and how Sage CRM has helped them evolve their business processes to remain competitive & deliver the service their customers expect.

• Why do you do what you do?
• When should a company recognize they need the help of a PR firm?
• Is PR more integrated with the marketing strategy or is it separate and apart?
• The difference between paid and earned media.
• What’s in dispute within the PR community?
• David’s hero and why he is a hero.

The Future Accountant 

A mini-series with Matt Lescault of L-W Consulting discussing the impending disruption in the accounting industry. We will help you assess if your organization is at risk and cover actionable steps you can take right now to protect and prepare your business.

Part 2: Assess & Evaluate

Continuing the conversation... what to look for in your business, signs that you're at risk, self-evaluations, and full stock and inventory of your business

Click here for a free assessment tool.

• Introduction to Grant Peelle.
• The motivation to express and create stories comes out of a desire to improve the world.
• Why does great storytelling come more from focus than freedom?
• The more specific you can make your prompt, the better result you will get.
• What are some of the questions that help people who come to you with a story to tell?
• Who is a hero of yours and why are they a hero?
• How can you get in touch with Grant?

Eric Beck is one of the world’s most provocative thinkers about our society’s growing lack of meaning at work and the way to reconnect and empower the digital generation by creating a new “game worth playing” at work, in schools, in families, and in our institutions. Eric has worked with entrepreneurs, leaders, governments, & businesses to help people reach their creative maximum. He has spoken to over 10,000 people live drawing on his experience as a US Army Vet, Jazz musician, Educator, and 22-year strategic business coach. Featured on many podcasts, webinars, and events, Eric shares what he's learned from the best in music, education, business, and philosophy. 

Summary

• Introduction
• We are born to be free.
• Reinvention is the opportunity to let go
• Deconstructing technology and limiting beliefs.
• Creative destruction is about the content. 
• Eric’s favorite memory of his father.

• Dominic introduces himself.
• Why do you do what you do?
• As we progress through our careers, we gain experience, and as we become more senior, the style of questioning tends to be more diagnostic in nature.
• When we start to think that way, something very powerful happens. We resist stepping into every problem.
• Are there any characteristics of successful effective questions?
• His current hero is Steve Bartlett.

Jeremy Hemsworth is a seasoned marketer and U.S. Army veteran. He currently leads partner marketing at Ramp and has held various marketing roles at Microsoft, Slack, and Salesforce. Throughout his career, he has focused on helping customers understand how tech and automation can boost productivity and business impact. Based in Nashville, he balances his career with a hobby farm, raising chickens and sheep.

Summary

• Productivity and automation with a seasoned marketer.
• Jeremy Hemsworth prioritizes helping others boost productivity and business impact through tech and automation, while balancing his career with a hobby farm.
• How ramp helps customer Walter Farms save time with automated processes.
• Ramp helps Walter farms save time on manual processes, freeing up more hands-on work in farming operations.
• Automating finance tasks to free up time for strategic work.
• CFO saves time by automating tasks, focuses on strategic work.
• Automating financial tasks to free up time for CFOs.
• CFOs save 10 hours/week with automation, focusing on high-value tasks like financial planning and personal interests.
• Leadership and inspiration with Colin Powell.
• Colin Powell is a hero to the speaker for his servant leadership and inspiring others.
• Jeremy Hemsworth shares contact information on LinkedIn and Twitter.

Summer Davies is an award-winning leadership development expert who has dedicated her career to cultivating thriving work environments where individuals feel equipped, capable, valued, and connected. She specializes in guiding emerging leaders to develop the mindset and tactical skills required to lead with impact, confidence, and empowerment, while loving what they do. Throughout her impressive career, Summer has had the privilege of coaching, teaching, and studying leaders from around the globe. Her unique depth and breadth of experience has fostered an unending passion for helping managers embody the leader they aspire to be, while enjoying the process of leading.

Summary

• Introduction to Summer Davies.
• Impact of over management and micromanagement.
• The difference between micromanagement and over management.
• What is the problem we're trying to solve? 
• Who is your hero and why are they heroes?
• How to contact Summer on LinkedIn and her website.

Across three episodes, Jeff Richards and David Beard from the Sage CRM team talk with Gary Bissig, Senior Vice President at LabRepCo, a Sage CRM customer for over 10 years  & one of the largest and most respected consultative laboratory equipment sales organizations in the United States.

In this episode Gary reflects on how being an employee-owned company has influenced employee "ownership of CRM", how his 20-year relationship with their Sage reseller partner LLBGroup helped them realize the potential of CRM and their plans for evolving CRM in the near future. 

Jeff Richards is the Head of Training Program Development at Sage CRM, joining the team in 2001. He possesses a deep understanding of the challenges faced by business partners during implementations and regularly shares his expertise through writing and presentations on Sage CRM development. Jeff collaborates with global and local partner advisory councils to shape the Sage CRM Roadmap. In this episode, Jeff will discuss the AI features introduced in Sage CRM 2023 R1.  He will explain what those are, and why they matter to accounting system owners. 

Summary

• Introduction to Jeff
• The state of the CRM market space
• The Company Narrative
• Generative AI vs. deterministic AI
• Who is a hero and why are they a hero?

In the late 1990s, Ryan Kerry initiated his investment technology career at Advent software. Advancing through roles at Advent, he later joined SEI to oversee their outsourced investment management. With a knack for data management and client service, he established Accusource in 2008, specializing in white-glove operations for family offices. Addressing the challenge of transferring investment data to general ledgers, Ryan founded KnowLedger in 2020. Based near Philadelphia, he harmonizes family life with his love for bicycling.

Summary

• Using technology to make accounting easier.
• Ryan Kerry loves using data and computers to make life easier for accountants.
• Using technology to reduce data entry in accounting profession.
• Ryan proposes using AI to automate data entry in accounting, potentially reducing fees.
• Automating accounting processes with AI.
• Ryan discusses how their technology can reduce audit time by tagging journal entries in real-time.
• Using AI to automate accounting tasks and avoid errors.
• Ed Kless and Ryan discuss ways to identify and correct suspicious financial data, with Ryan emphasizing the importance of staying in their lane and not overstepping into the auditor's territory.
• Mentors, heroes, and leadership with Ryan Kerry.
• Ryan Kerry highlights mentors and heroes in his career, including Harry Truman, and shares how he stays connected with them through Vistage and other groups.

Dan Michelson is the Founder and CEO of InCommon, a “for purpose” company that helps companies turn culture into a strategy that drives productivity and engagement by ensuring everyone feels connected and part of the CORE. He has a 20+ track record of helping to build high-performing, high-growth companies with world-class cultures. In his upcoming book, Holy Shift! Moving Your Company Forward to the Future of Work, Dan helps leaders at every level of a company move forward to the future of work using a common sense, data-driven approach. Holy Shift! combines a reflection of how we got to now with deep research on how companies are managing this moment. 

Summary

• Introduction. 
• Why do we do what we do is changing.
• Culture eats strategy for breakfast and dinner.
• The playbook for bringing people back to the office.
• A compassionate, empathetic, and evolutionary way to think about change.
• Who is a hero of yours and why are they a hero, and why they are a hero.

Scott Tillema discussed the importance of negotiation skills in various fields, particularly business, and how techniques used in crisis negotiations can be applied to business situations. Scott emphasized the need for emotional intelligence, self-regulation, and effective communication in difficult conversations. He also discussed the importance of authenticity, practice, and persistence in maintaining genuine connections and achieving desired results. Lastly, Scott shared his role models and invited listeners to connect with him for speaking or corporate negotiation inquiries.

Scott Tillema is a retired SWAT hostage negotiator with over 20 years of law enforcement experience in the Chicago area. Educationally, Scott holds a bachelor’s degree in behavioral science, and a master’s degree in psychology, and he was trained in negotiation by the FBI and at Harvard University. Today, he is a Partner at The Negotiations Collective, an international negotiations and conflict resolution training firm. As a global keynote speaker and corporate trainer, Scott inspires audiences to use techniques of verbal influence to be powerful negotiators, effective conflict resolvers, and influential leaders.

Rick Yvanovich is a serial entrepreneur, techie, Brit, baby boomer, and professional bean counter with over 40 years of experience in various businesses, including supermarkets, the accounting profession, breweries, newsagents, defense manufacturing, IT, and property development. He has worked at BP in the UK, Singapore, Switzerland, Vietnam, and China where he first served as a Finance Manager. Rick then relocated to BP Vietnam in 1990. An active promoter of AICPA-CIMA, Rick is a very regular speaker in Vietnam on multiple topics including Talent, Accounting, Digital Transformation, Cloud, Project Management, and UK - US - Vietnam trade and investment.

Summary

• Introduction to Rick Yvanovich.
• Why I inspire and transform professionals.
• Why do you think we should be architects of change?
• What does it mean to be an architect of change?
• Why are they your hero?

Summary

David G. Ewing emphasized the importance of mapping individual customer journeys, utilizing a systematic approach encompassing systems, processes, culture, and incentives to deliver exceptional customer experiences. He highlighted examples that exemplified the power of empathy and cultural values in providing meaningful customer service. Finally, David promoted his newsletter focused on sharing exceptional customer experience stories.

More about

David G. Ewing , CEO of Motiv, is a trailblazer in customer experience innovation. With over 25 years in the industry, he's transformed insights into substantial revenue for 500+ clients. A Harvard cum laude engineering graduate, David's leadership has earned motive a spot on the Inc 5000 list. As president of the entrepreneurs association in Austin, he's dedicated to empowering fellow entrepreneurs. Beyond business, he's a devoted husband of 19 years and a passionate coach for his son’s robotics team.

• Introduction to Kimberly. 
• Why is tax compliance getting harder for businesses? 
• The evolution of taxation in America.
• Businesses are the collectors but not the payers of tax.
• Kimberly’s mission to give to the women in STEM community. 
• Kimberly's heroes: Three women who changed the world. 

Three words that encompass Cassie: Authentic, Determined, and Optimistic. Her passion has always been people and making a difference in their day with a simple interaction. Cultivating and building relationships, while adding value to the client experience adds fuel to the fire that drives her. Cassie's daily focus includes implementing innovative processes to reduce churn and collaborating with other teams to increase efficiency and productivity. 

Scott Hollrah discussed the mission and culture of Scott's company, Venn Technology. Scott emphasized the importance of freeing small and medium-sized businesses from time-consuming tasks through integrations between cloud accounting and CRM solutions. He also underscored the significance of company culture, noting that their relaxed and fun culture is reflected in their unique branding. Furthermore, Scott highlighted the importance of hiring employees who share their core values and creating a strong company culture. Ed agreed, suggesting that this approach is key to preserving the team's culture. Scott also shared his personal motivation for building the kind of company he would like to work for, aligning with the Golden Rule taught by his father.

Scott Hollrah is the founder and CEO of Venn Technology. He has more than 17 years of experience in the business technology industry, and more specifically in CRM and accounting software solutions. Scott founded Venn Technology in 2015 to help small and medium-sized businesses get their time and sanity back by building integrations between cloud accounting and CRM solutions to just about anything with an API. Venn’s top priority: build solutions that free people to focus on what they’re best at.

Chris Meroff is a CEO, founder, author and serial entrepreneur with a passion for helping business professionals find fulfillment in their work through sustainable success. In 2011, he started his first company, MSB Consulting. In 2019, he pivoted into the venture capital space, currently, he owns a variety of startups in various industries throughout Austin and Maine, ranging from hospitality, restaurant, education, farming, medical and community development. Chris is the CEO and founder of DCX Community where he hosts a personal development conference and monthly networking event, The Table Network.

Summary

• Introduction to Chris Meroff.
• Lead discovering the heart of authentic leadership.
• How empathy is really about mirroring others emotions.
• How empathy taught me to slow down.
• Who is a hero and why are they a hero?

Seth Fineberg is a highly experienced editor and seasoned business journalist passionate about researching and delivering valuable information on what makes businesses tick. This has come in many forms, from straight news articles and features to thought leadership and content marketing. This path has led him to where he is now, and where he plans to head, as an industry consultant and content strategist focused primarily on the advancement and success of the accounting profession.

Lauren Maffeo is an award-winning service designer working full-time at Steampunk where she serves the U.S. federal government. She is a founding editor of Springer’s AI and Ethics Journal and an adjunct lecturer of Interaction Design at The George Washington University. Lauren has written for Harvard Data Science Review, Financial Times, and The Guardian. She has also presented her research on bias in AI at Princeton and Columbia Universities, Google DevFest DC, and Twitter’s San Francisco headquarters. She is the author of Designing Data Governance from the Ground Up. Listeners can buy a copy of her book, and get 35% off using the code DATAGOV23 (valid until September 2023)

Summary

• Introduction to Lauren.
• Managing data and data governance.
• The lack of governance around data.
• The problem of data spoilage.
• Who is a hero of yours and why are they a hero?

Meg Higgins discussed the challenges small businesses face in navigating technology, with Meg emphasizing the need for assistance. Meg shared her experience in business development and strategy. The conversation shifted to Meg's admiration for Ray Dalio, a hedge fund investor and author, and the increasing complexity of tax compliance for businesses due to their digital and global expansion. Meg highlighted the need for digital tax management and the benefits of technology solutions. 

Meg is the Senior VP of Global Partners at Avalara and leads their global partner organization, which focuses on growing the company’s channel business and delivering a best-in-class partner experience. She previously served as Vice President of Global Partner Business Development and Strategy as well as Vice President and General Manager for the company’s ecommerce and marketplace business unit. Prior industry experience includes leading client and partner management and business development, as well as cofounding the global ecommerce business unit at Pitney Bowes.

• Introducing Deniero Bartolini.
• Five different areas of focus in his book, Smart Business, Better You
• What are you going to do with the extra time?
• The misconception that you can choose whether to work 20 hours a week and be a remote CEO or work 70 hours a week and be an entrepreneur.
• Where do you want to build something that is more of a subscription-based pricing or does it matter?
• Who is a hero of yours and why?

Summary

Across three episodes, Jeff Richards and David Beard from the Sage CRM team talk with Bea Rebollo from Renishaw Plc, who are a global engineering technology group, creating high-precision technology for metrology and healthcare. 

Operating across 67 locations in 36 countries with 5,000+ employees worldwide, Bea is the Senior Sage CRM Analyst/Programmer who's main role is to develop and support Sage CRM for her internal customers - that's 2500 users of Sage CRM across the world.

In this first episode Bea explains the history of the company and her start with them 20 years ago, the company's progression to 2,500 users of Sage CRM and they place CRM at the heart of their business systems in the company.

Outline

• Introduction to Richard Newman. 
• Why do you do what you do well? 
• Lift Your Impact was written based on challenges that I noticed my clients having over the last three years.
• If you want to be a change maker, how do you figure out your Truenorth? 
• How video calls democratize the large group's way of communicating. 
• How Richard’s dad has always encouraged him to think differently about life. 

Charles Lubar is a graduate of Yale University and Harvard Law School and holds a Master’s Degree in taxation from Georgetown Law. For two-and-a-half years he worked in the Chief Counsel’s Office of the Internal Revenue Service in Washington, D.C. He spent thirty-four years as a partner for the global law firm Morgan Lewis. Lubar most recently served as a Senior Counsel at McDermott Will & Emery. Born and raised in Washington, D.C., Lubar spent two years as an entrepreneur in Nairobi, Kenya, and has been a resident of London, England since 1971. Over fifty-plus years of international tax practice in London, he has represented a substantial number of well-known entertainers with respect to their international tax and often other issues including Michael Jackson, the Muppets, and several contributors to the James Bond films.

Summary

• Introduction to Charles.
• Why did you go to Nairobi, Kenya? 
• An improbable journey into the world of money and law.
• Working with the Muppets.
• Who’s a hero and why are they a hero? 

• Why Dan does what he does.
• How to dispel pricing illusions in business.
• When does it work? When does it not?
• What is the difference between lowering price and offering a flanking product?
• The jobs to be done framework and the value cascade.
• Why is the Buddha Dan's hero?

In this episode Gary Feldman, CEO of I-Business Network and board member of 90 Minds, discusses his transition from helping companies to exploring the potential of AI in enhancing ERP systems. He shares insights from his session on "How AI Will Supercharge ERP," emphasizing the rapid advancement and integration of AI technologies in business management software. Gary highlights the existing and upcoming applications of AI in ERP, like copilots and chatbots, predicting significant improvements in efficiency, accuracy, and cost-effectiveness. He addresses concerns about AI's future impact, advocating for responsible development and implementation. Gary concludes by sharing a personal story about a mentor who significantly influenced his career, underscoring the importance of continual learning and adaptability in the evolving landscape of technology and consulting.

Thejo Kote discussed the challenges and solutions in expense management for small and medium-sized companies. Thejo Kote, founder and CEO of Airbase, a spend management platform, explained the difficulties of bringing together disparate systems to properly understand expense management. He highlighted the benefits of consolidating all non-payroll expenses into one platform, which Airbase offers, and the positive impact this can have on various stakeholders such as employees, managers, budget owners, and finance and accounting professionals. Thejo Kote also shared an example of how Airbase has helped a public company, Proximity, streamline its expense management processes.

Thejo Kote shared his personal hero, his grandfather, who despite facing significant challenges and poverty, became a leading scholar and author in India. He admired his grandfather's hard work and persistence, which have influenced his own life and career path. Thejo Kote also mentioned that he can be easily contacted through LinkedIn, and encouraged potential customers to explore the integration between Airbase and Sage.

Thejo Kote is the Founder and CEO of Airbase, the leading spend management platform for small and midsize companies. Founded in 2017, Airbase is a venture backed company and has raised over $100M from Menlo Ventures, Bain Capital Ventures and First Round Capital. Thejo’s first company, Automatic, was acquired by SiriusXM.

Sharekh Shaikh is the Founder of CleverX , a platform that powers market research teams by providing them with access to the tools and the hardest-to-reach commercial audiences. The company's platform allows users to build a network with business professionals and fellow entrepreneurs via video calls, enabling entrepreneurs to avail expert advice and grow their businesses. Before becoming a tech entrepreneur, Sharekh worked with Gartner, the top technology research organization in the world. He assisted them in developing initiatives that will enable technology leaders from many industries to work together in a secure environment.

Summary

• Sharekh’s introduction.
• Entrepreneurship vs. hybrid work.
• The trend of hybrid work.
• Advice for people who want to start their own business.
• How to find your zone of genius. 
• Who is a hero of yours and why

Brian M. Kelly is the Managing Partner of CMS (Cost Management Services) at iRecruit. Brian has over 25 years of experience in the Human Resources software and tax credit industry. CMS originally sold HR Software, and Work Opportunity Tax Credit Screening, and developed iRecruit for our Sage HRMS customers to meet the need to automate and streamline their recruiting, applicant tracking, and electronic onboarding operations. Brian has a BS in Finance from the University of Central Connecticut. CMS is a member of the Society for Human Resource Management. In his spare time Brian both plays and coaches ice-hockey, and is an avid golfer and boater.

Calculate your WOTC savings.

Summary

• HR software and tax credits with industry expert Brian Kelly.
• Brian Kelly discusses his experience in HR software and tax credits with Ed Kless.
• Work Opportunity Tax Credits and their potential benefits for businesses.
• Businesses can improve marketing and sales by taking advantage of Work Opportunity Tax Credits, despite being lesser-known and more difficult to implement due to IRS regulations.
• Tax credits for new hires and their value to businesses.
• Brian Kelly estimates that small businesses can earn $36,000 in tax credits per year by hiring new employees who qualify for the Work Opportunity Tax Credit.
• Educating business partners and clients on tax credits and savings.
• Ed Kless suggests business partners educate clients on tax credits and savings opportunities.
• Tax savings and heroes in the workplace.
• Brian Kelly highlights his team's success in saving clients millions of dollars in tax credits and employer savings.

• Introducing Brian Kelly, Managing Partner of Cost Management Services I Recruit.
• What is a work opportunity tax credit and how does it work?
• What are some of the obscure tax credits that people aren’t aware of?
• Why you need to have a third-party service like CMS to answer those questions?
• Who is Brian's hero?

Diane Gaa is a Learning Professional with over 20 years' experience in the learning industry specializing in executing transformation strategies for human resources and learning & development currently working at Sage as Director of Design, Experience and Technology.  Her passion is to help others become their best at whatever they dream; advocacy of digital accessibility supporting equal access and adopting a smarter working mindset.

Summary

• Transforming HR and learning with digital accessibility.
• Diane Gaa is passionate about helping others become their best through digital accessibility and equal access.
• Using AI to help professionals learn and grow.
• Diane’s passion is helping professionals use AI to learn and grow in a better way.
• AI's impact on jobs and skills.
• Diane discusses how generative AI can help people move towards their dream jobs by enhancing their existing skills and providing new opportunities.
• AI's impact on jobs and education.
• Daine: AI will redefine jobs, not replace them.
• Work ethic, technology adoption, and heroes.
• Diane shares his insights on working smarter, not harder, and the importance of adopting new technologies to stay ahead in the industry.
• Diane hero is her late father, who worked hard and instilled in her a strong work ethic, and Diane admires his determination and drive.

Inder Seth, the CEO of Limelight Software, discussed her journey in the tech industry. Inder shared her passion for problem-solving, innovation, and collaboration. She also explained how her company's automation software has transformed the way finance teams operate. Inder mentioned that her son, who has special needs, is her hero due to his selflessness, hard work, and pure nature. 

Inder Seth, CEO of Limelight Software, isn't just a leader - she's a visionary. Her decades of experience at Dell, IBM, and Clarity Systems shaped her sharp business acumen and honed her ability to innovate, navigate markets, and find new opportunities. Today, she drives Limelight's vision for empowering businesses with transformative financial solutions. Inder's passion for customer success, product excellence, and collaboration inspires her team to push boundaries and make a lasting impact.

• Chuck’s book, Hope is Not a Business Strategy.
• Working with contractors and setting expectations.
• What is a strategy?
• What are some questions that you might ask to help people articulate their values?

Geni Whitehouse is a CPA and the President of the ITA, the Founder of The Impactful Advisor, and a consultant to wineries in the Napa Valley. Whitehouse’s resume includes roles at Top 100 and niche accounting firms, accounting software developers, consulting and advisory practices, and private industry. In her role at the ITA, she has a mandate to help lead members through an unprecedented era of change, growth and transformation in the accounting and technology sectors, from ongoing staff shortages to private equity investment in firms to the swift entry of generative AI across sectors. 

Summary

• The rapid pace of change in the accounting profession.
• Genie White House discusses the unprecedented pace of change in the accounting and technology sectors.
• Evolving accounting profession through curiosity and innovation.
• Geni emphasizes the importance of curiosity and seeking alternative solutions for clients, rather than relying on the same group of people at events.
• The gap between those who attend events and those who are not aware of the opportunities and innovation available is a concern, as it leads to a lack of evolution and progress in the accounting profession.
• Work-life balance and professional fulfillment for accountants.
• Geni expresses frustration with the low-value work that accountants are consumed with, and the internal desire for something more rewarding.
• Ed Kless agrees, noting that accountants are often too busy to raise their prices or prioritize their own needs, leading to a battle within themselves to elevate the value of their work.
• The future of accounting and bookkeeping professions.
• Geni highlights the challenge of attracting new talent to the accounting profession, with fewer people graduating with accounting degrees and the CPA profession facing a shortage of new entrants.
• Geni suggests that accountants should adopt a more advisory role, rather than trying to be the experts, in order to better serve clients and remain relevant in the industry.
• Asking questions to add value to clients and personal heroes.
• Geni shares their approach to adding value to clients by asking open-ended questions to understand their needs and challenges.
• Geni’s hero is her late father, who made her feel safe and supported her potential as a girl in a sports-loving family.

• Why Dylan does what he does. 
• What is your work with the Sage partner channel within the ecosystem? 
• Working primarily with the partner or the customer organizations. 
• A case study from the Boys and Girls Club of the Okanagan. 
• Who is a hero of yours and why are they? 

The Future Accountant 

A mini-series with Matt Lescault of L-W Consulting discussing the impending disruption in the accounting industry. We will help you assess if your organization is at risk and cover actionable steps you can take right now to protect and prepare your business.

Part 3: The Future Accountant

The penultimate episode of TFA is entitled TFA but what does that mean for business owners who are customers of those accountants?

Click here for a free assessment tool.

• Introducing Scott Lasseigne, VP of Sales for APS.
• The conflicting priorities when trying to create an ideal tech stack.
• How the SMB market is the lifeblood of our economy.
• Is there anything that you had to change about your system as a result of the pandemic?
• Scott’s experience with the new regulations and how it pushed him to make sure that he was appeasing all stakeholders.
• Scott’s thoughts on how trust is built within successful organizations.

Domenic Colasante discussed the potential benefits and challenges of integrating artificial intelligence in marketing, emphasizing the importance of human expertise and the need for more personalized and impactful content. The concept of heroism was also explored in relation to professional life, with Domenic identifying CMOs as heroes due to their commitment to business growth. The discussion concluded with Ed thanking Domenic for his insights and offering to continue the conversation on LinkedIn.

Domenic is CEO at 2X, the category creator and fastest growing marketing-as-a-service firm. Domenic is a thought leader on marketing organizational models and operating model transformation. Previously, Domenic was CMO at WGroup and has held demand creation, marketing ops, analytics, and account based marketing roles at Siemens and SAP.

Founder of Egress Solutions, Mike Smart. For over 25 years in the information technology and software industry including several executive positions with responsibility for product management, product marketing, development and operations for NASDAQ--traded companies in the internet and software industries. Michael Smart has successfully guided the development and launch of new products in the internet security, service management and mobile data software markets. The most exciting and rewarding work he does is show marketing and product executives how to change the ground rules and win in the market with their solutions.

Ed welcomed Mike, an experienced IT and software industry executive, to the podcast. They discussed the challenges small and medium businesses are facing in the current economic environment, with Mike emphasizing the importance of companies being customer-centric, solution-oriented, and understanding their business principles. He highlighted that having a clear business strategy and being able to validate it is crucial for companies. They also discussed the difference between strategy and strategic planning, with Mike emphasizing that even an unarticulated strategy exists if the business is sustaining itself. Mike warned that employees who don't understand their value or how their contribution fits into the organization are at risk of quitting or resigning in place. Ed asked Mike who his hero was, and Mike expressed admiration for individuals who are pushing themselves forward despite challenges.

Summary

• How small and medium businesses are dealing with economic uncertainty
• Business principles and profitability in uncertain times
• Business strategy and purpose with a focus on revisiting and validating
• Strategic planning and articulating a business's purpose
• Employee engagement and leadership with Mike Smart

Summary

Across three episodes, Jeff Richards and David Beard from the Sage CRM team talk with Bea Rebollo from Renishaw Plc, who are a global engineering technology group, creating high-precision technology for metrology and healthcare. 

Operating across 67 locations in 36 countries with 5,000+ employees worldwide, Bea is the Senior Sage CRM Analyst/Programmer whose main role is to develop and support Sage CRM for her internal customers - that's 2500 users of Sage CRM across the world..

In this second episode, Bea continues the conversational thread about integration toolsets, the current state of business usage, and Bea's favorite "use cases" for employees inside their Sage CRM instance.

Across two episodes, Jeff Richards and David Beard from the Sage CRM team talk with Lee Savidge from Accord Consulting, a UK consultancy that specialises in Sage 300 & Sage CRM.

In this episode Lee continues with his story on the value of integrating the front & back office, Jeff asks how Lee stays current with trends & CRM skills, the value of the Sage City forums for gaining, and sharing, knowledge plus the value of seriousness of remaining current with the latest product releases.

• Why do you do what you do?
• Why is the current model transactional and yours is more holistic?
• What are the advantages and disadvantages of centralization around security?
• The internet was built without security in mind and security was really a bolt-on to it.
• Who is a hero of yours and why are they a hero?

Matt Lescault founded Lescault & Walderman in 2006, his vision was to build a business with a reputation as a leading name in outsourced accounting, bookkeeping, and CFO services. Since then they have grown from a simple, small business to an enterprise-level service provider with diverse business offerings. Matt's passion is to partner with his clients to leverage the power of automation, integration, and high-level strategy to help them transform their disjointed, manual accounting processes into automated assets that drive every business decision for the future.

Jeremy Almond discussed the limitations of traditional financial services and how his company, Paystand, is using blockchain technology to improve the industry. He emphasized the benefits of Paystand’s service, such as faster money transfers, automated processes, and eliminating fees. Ed Kless brought up the emergence of blockchain technology, which Jeremy responded can improve financial efficiency and automation for businesses. Jeremy also highlighted the security benefits of blockchain technology and shared his personal goal of creating a lasting legacy through his involvement in the blockchain industry.

Jeremy Almond, CEO and Co-Founder of Paystand. Jeremy has spent the last 15 years in the tech-industry as a serial entrepreneur, startup adviser, and occasional investor. Jeremy has helped dozens of B2B companies drive adoption of digital commerce, and is still an active board member at a number of fintech companies. He's been thinking about how to use technology to innovate in B2B financial services ever since.

Vik Pothnis discussed the significance of partnerships and alliances at Fyle, where Vik serves as a leader. They also explored the difficulties in expense management, such as manual reconciliation of credit card statements, broken bank feeds, and errors in reconciliation. Vik noted the lack of visibility into spend data, which hinders controllers and CFOs from understanding how and where money is being spent within the organization. He also criticized existing solutions that require switching cards. They also discussed the "bring your own card" feature offered by Fyle, which allows real-time transaction feeds from any bank a customer uses.

Vik Pothnis leads Partnerships and Alliances at Fyle. Vik and the team work with partners to reduce the time and effort required from the process of expense management for both the partners and their clients. He has an extensive background of working in high-impact roles in partnerships, business development, and solution sales in companies like Dell, Hitachi and Capgemini. He is a coffee lover with a liking for music and gardening.

Colette Markham shared her insights about the Nuvei's marketing approach, which involves understanding the needs of their partners and tailoring strategies accordingly. She mentioned that about 20% of their top Partners are broken down into tiers, and each partner's needs are addressed individually. She also highlighted the shift towards virtual marketing, particularly webinars and podcasts, due to Covid-19, which now constitutes about 60 to 70% of their marketing efforts. Colette acknowledged the challenges of partners being stuck on their own ideas and the need to adapt and learn from trial and error. The conversation ended with an exit question from Ed, asking about Colette's hero.

With over 20 years of experience in partner management, channel development, and strategic alliances, Colette Markham is a seasoned executive who delivers strategies that drive growth, profitability, and competitive success. As the Director of Channel Partnerships at Nuvei, Colette oversees the domestic portfolio of B2B strategic partners, aligning with ERP product integrators and leading initiatives to increase year over year revenue, promote product enhancements, and foster organic growth within the channel.  Her mission is to add value to the organization and the partners by understanding their different needs, guiding and mentoring them with solid leadership skills, and resolving conflicts that arise on a daily basis. 

Across two episodes, Jeff Richards and David Beard from the Sage CRM team talk with Charles "Chuck" Kuczynski,  Executive Vice President at Keystone Precision Solutions, one of the most successful construction and survey equipment sales companies, based in Allentown, Pennsylvania, in the northeastern United States. 

In this episode, Chuck tells us about the lessons he learned from talking to other companies about using CRM, using the tool to move away from emotional decision-making, and how their partner continues to help them evolve their system usage despite a few changes in the path they have chosen over the 11 years of Sage CRM usage. 

Edwin Willis, Director of Channel Sales for Quadian Financial Automation, shared his journey in the channel sales industry, emphasizing the role of mentors and his team in his growth. He also discussed his focus on helping his team achieve their goals. The need for strong partner relationships to drive business growth was a topic of discussion. Ed and Edwin also discussed the impact of the declining interest in accounting degrees and the resulting workforce gap in the industry, which Edwin suggested will be increasingly automated. Ed concluded the interview by asking Edwin about his heroes.

Ed Willis is the Director of Channel Sales for Quadient Financial Automation. With over 10 years of channel experience, Ed leads the Quadient partner team in shaping strategic channel direction with a strong focus on building partner relationships that drive mutually beneficial business growth. Quadient Financial Automation encompasses Beanworks Accounts Payable Automation which is the white labeled solutions powering Sage AP Automation for Sage 50, 100 & 300 as well as Yaypay Accounts Receivable Automation.

• Why Peter does what he does?
• North 49’s new product, PayFabric for Sage 300, has gotten some feedback from partners.
• What are the challenges of payment processing?
• How to make it easy for your customers to pay you?
• Peter’s story of integrity and how it can cost you something.

Emily Cosgrove began her career winning Young business person of the year for her first business, The High Tide Café, at 24 years old. Six years later she trained with Cardiff University’s Learning and Development Unit, and partnered with them on widening participation mentoring programs for almost 20 years. After retraining as a professional coach-mentor in 2007, Emily began supporting global organizations and cutting-edge start-ups to create award winning mentoring schemes, and people at all levels to strengthen their human connection at work through their conversations.  In 2014 she co-founded The Conversation Space with business partner Sara Hope where they co-created the framework and idea of their book, Conversational Wisdom: Strengthening Human Connection Through the Power of Conversation.

Summary

• Introduction to Emily Cosgrove
• Why do you do what you do?
• What Is conversational wisdom?
• Moving away from transactional to transformational.
• Being upfront and transparent about intent.
• Who is a hero of hers? 

The Future Accountant 

A mini-series with Matt Lescault of L-W Consulting discussing the impending disruption in the accounting industry. We will help you assess if your organization is at risk and cover actionable steps you can take right now to protect and prepare your business.

Part 1: The Retirement Revolution

A brief overview of the great retirement of accountants and the lack of new talent entering the field.

Click here for a free assessment tool.

Summary

Summary

• Introduction to Marcus Wagner. 0:01
• What can software implementation partners bring to the table beyond technical implementation skills?1:16
• What is Sage Intact’s niche? 3:05
• What are some of the features missing from the course that are unique to the industry? 5:13
• Building trust with clients over a period of time. 6:56
• Who is your favorite business hero? 9:13

Robin Hall is the driving force behind VARC Solutions. She is a sought-after instructor and speaker for venues such as Scaling New Heights and CNN Radio. Robin developed VARC Solutions’ signature product using Quickbase, NAN Practice Manager, a CRM designed specifically for CPAs and other accounting professional. She was named one of the 25 Most Influential Women in Accounting by CPA Practice Advisor for 2016.

Ben Parker shared his professional journey and insights on the evolution of expense management, emphasizing the need to balance controlling and insight into spend. Ben also revealed that his father, a successful salesman, was his hero due to his dedication and integrity. Ed concluded the interview by providing contact details for Ben.

Ben Parker is the Director of Strategic Alliances at Emburse.  Ben leads the strategic direction for all referrals and bookings growth for ERP & VAR Partners. Ben has more than 20 years of experience in the ERP, risk management, and spend management technology industries. He joined Emburse in 2013 and led the business development efforts for Travel before becoming ERP Strategic Alliances Manager in 2020. Prior to Emburse, Ben worked in the Government Sector for Tyler Technologies and prior to that focused on Risk Management efforts at Pulte Homes in Scottsdale, AZ.

• Introduction to Skip Bowman.
• Why do you do what you do?
• When even the people who know a lot about it feel like they’re not quite so sure, then we know we are in trouble.
• The importance of having a unique strategy for your business.
• Entrepreneurs will continue to be the creative force in this space.
• Skip's thoughts on Elon Musk.

Kendyl Campbell , a director of strategic partnerships, emphasized the importance of bridging the information gap between companies, field operations, and financials. She highlighted the potential for cost savings by integrating systems to eliminate the information gap and shared her role in creating the "Dirty Boot Show" podcast, aiming to connect the construction industry and share insights. Kendyl also expressed professional admiration for Sarah Blakely, founder of Spanx.

Kendall Campbell spent many years in and around the construction industry before joining Assignar in 2020, implementing dozens of strategic enterprise accounts with complex integrations. She quickly rose through the ranks to lead the Customer Success Team in 2022 before becoming Director of Strategic Partnerships. Currently, Kendy is helping sell value across complex software ecosystems, ultimately solving the information gap between companies’ field operations and financials-- selling some of our largest deals globally. Kendyl was awarded the 2022 Customer Custodian Award in North America, and she can now be heard as one of our hosts on Assignar’s The Dirty Boots Show.

Across two episodes, Jeff Richards and David Beard from the Sage CRM team talk with Lee Savidge from Accord Consulting, a UK consultancy that specialises in Sage 300 & Sage CRM.

In this episode, we talk to Lee about he got his start with Sage CRM, our shared views of the "platform value" of Sage CRM, and stories of the numerous customers with whom he has worked.

Nicole Davis is a principle at Butler Davis. She is a highly-energetic focused accounting professional and business strategist with over 18 years of relevant experience. Her personal and professional motto is "Make It Happen."​ Leaving nothing to chance, Nicole strives to be the trusted advisor of small and medium-sized businesses throughout metro Atlanta and the United States. Spending most of her career in private industry, she knows the intricacies of business operations and accounting for businesses of all sizes.

Summary

• Why do you do what you do?
• Building a team and passing on knowledge
• Setting expectations for onboarding
• Autonomy is the key
• Who is a hero and why are they a hero?

Summary

Anton Skornyakov, the co-founder and managing director of Agile.Coach, discussed his role in coaching organizations and individuals on agile project management methodologies. He emphasized the importance of delivering small, useful pieces of a project to customers for feedback and the challenges encountered when implementing new ERP systems. Anton also shared his admiration for Russian political activist Alexei Navalny, calling him a hero due to his successful and agile campaigning. Lastly, Anton provided information about how one could contact him through his website, Slicingwork.com.

About Anton

Passionate about Agile methodologies, Anton Skornyakov holds the esteemed Certified Scrum Trainer certification, a distinction shared by only 250 individuals globally, awarded by the Scrum Alliance®. Anton's dedication to organizational collaboration and Agile principles in the public and nonprofit sectors led him to his current role as co-founder and managing director of Agile.Coach. In this capacity, he has coached nearly a hundred organizations and thousands of individuals in the art of slicing work. Anton is also the author of the upcoming book The Art of Slicing Work: How to Navigate Unpredictable Projects, which is the subject of our conversation today. 

Ann Donie explored the potential of their product to enhance customer productivity and offer advice on best practices. They also discussed anonymizing customer data and implementing appropriate security measures to improve the product. Ed suggested the product could suggest trade methods based on asset descriptions, which Ann agreed to, noting the potential for error-checking and data consistency. Ann shared her experiences with entrepreneurship and her inspiration from her father's small business. 

Ann Donie's career trajectory from CPA to financial software development professional at Sage has been driven by a commitment to enhancing fixed asset management solutions. With a background spanning domain compliance, product design, and quality assurance, Ann currently serves as the Product Owner and Engineering Manager for Sage Fixed Assets. Her focus on incremental improvements has been instrumental in optimizing workflows for accounting professionals, enabling them to better manage their assets with less effort. Ann is enthusiastic about the potential of generative AI in the latest release of Sage Fixed Asset's suite of solutions.

Sage Fixed Assets Ally demo on YouTube:  Sage Fixed Assets Ally (youtube.com)  It is about 6 minutes long.

Home page for Sage Fixed Assets on Sage.com:   Sage Fixed Assets Management Software | Sage US

Hitendra Patil discussed the evolving role of accounting firms, emphasizing the shift from output to outcome. He highlighted the challenges of defining and demonstrating this difference to clients. Hitendra also noted changes in the business model of accounting firms, with a decrease in hourly fees and an increase in fixed fees. He suggested that accounting firms need to adapt to provide more than just numerical data to clients. Furthermore, he mentioned the impact of the pandemic and global economic challenges on clients' attitudes towards spending. Finally, he shared his personal hero, his father, and discussed his contact details.

Hitendra R. Patil is the President of the Global Finance and Accounting Outsourcing Services of Datamatics Business Solutions, a strategic business of the Datamatics Group. Hitendra’s new book, “Rise of The AiCCOUNTANTS™: The What, Why, and How of Artificial Intelligence for Accountants,” has been bought by accountants from nine countries across four continents. 

For an exclusive special offer only for Sage Advice Podcast listeners, click on this link -> Ed Sent Me. In the web form, please mention the words ED SENT ME. 

Liz Farr is a B2B copywriter who is also a Certified Public Accountant. She spent 15 years working in tax and accounting, first at a small H&R Block office in rural New Mexico, and then at several small public accounting firms in Albuquerque, New Mexico. Liz has been a CPA since 2005, and a freelance writer since 2015. Her work in public accounting was mostly in tax, working primarily with small closely-held businesses, trusts, estates, and high net-worth individuals. She has worked on audits, reviews, and compilations for many of these same businesses, as well as governmental entities and non-profits.

Summary

• Why Jennifer does what she does
• Navigating through the tech stack
• How to be specific and targeted about technology.
• Automation is not a secret.
• Jennifer’s definition of a sorority or fraternity.

• Why do you do what you do?
• The Art of Overcoming was born out of pain.
• The first step to healing and overcoming is acknowledgment.
• If we never address these issues, they will resurface in different ways throughout the course of our life.
• Who is a hero of yours and why are they a hero?

Andy Nunez is an industry leader with extensive expertise in operational and sales domains, specializes in ERP consulting and ISVs. His M&A career started in 1997 with ePartners, eventually leading to the co-founding of NexTec Group. As SWK Technologies' CRO, he increased revenue from $7M to $50M, was pivotal in 17 acquisitions, and aided SWK's NASDAQ listing and Mapadoc's sale. Currently, as President & CEO of Scanco, he guided its sale to Firmament Partners, a PE firm. He continues to focus on driving Scanco's organic growth and strategic acquisitions in collaboration with Firmament.

Summary

• Operational and sales expertise in ERP consulting and acquisitions.
• Andy Nunez, industry leader in ERP consulting and ISVs, shares insights on growth and acquisitions.
• Career path from archaeology to ERP software sales.
• Ex-archaeology major finds excitement in ERP software industry's daily variety.
• The impact of a company acquisition on the team and culture.
• Andy: Acquisition was transparent, resulting in team's readiness to "hit the ground running" after six months.
• Organization hires new team members to fill gaps and change culture.
• Growth strategy and acquisitions in a business. 
• Andy highlights the importance of hiring the right people to build a successful business, citing their experience with Firmaments and acquisition in December.
• Living life without regrets with a 96-year-old activist.
• Andy shares their admiration for a 96-year-old neighbor who is a retired professor and social activist, inspiring them with her fearlessness and lack of regrets about her life.
• Andy believes that making small decisions over a lifetime and living with no regrets takes more character than making one heroic decision in a moment of crisis.

Brooke Janousek is a fractional CMO and digital nomad on a journey to intentionally live a joyful life. She is the founder of The Grow CMO, a fractional leadership solution for effective marketing growth that she founded in 2022 after two decades as a leading expert in the marketing industry. You can follow her digital nomad journey along with her “lessons on the road” at Brooke on the Grow. Find her article From Razors to Fun: How Billie's Sold-Out Board Game Aligns with Their Bold Mission on LinkedIn.

Summary

• Why do you do what you do?
• Lead generation and brand.
• Brand is about what people say about you because of what you put out in the marketplace.
• No worries if you can't do this.
• Who is a hero and why are they a hero?

Blake Oliver is a CPA specializing in accounting technology and co-hosts The Accounting Podcast, the most popular podcast for accountants and bookkeepers. He has been honored to be named twice to CPA Practice Advisor's “40 Under 40” list and Accounting Today’s “Top 100 Most Influential People” list. He founded Earmark CPE so listeners can earn continuing professional education credits for listening to my shows and many more accounting and tax podcasts.

Rusty Shelton is Founder and Chairman of Zilker Media, Senior Marketing Strategist at Forbes Books, and an active speaker to audiences around the world. He has written three acclaimed books, including his newest, The Authority Advantage: Building Thought Leadership Focused on Impact, Not Ego which is co-authored with Adam Witty. 

Summary

• Introduction to Rusty Shelton.
• Focus on leading with the logo or entity.
• Showing the why and how.
• The shift away from making a profit to social responsibility
• Living your purpose and creating a profit.

Christopher Reeves claims to be as passionate about data as he is about food and music. Christopher is the CEO of ZAP, makers of Sage Data and Analytics and is a technologist with a product and finance background. As a 20-year veteran in the manufacturing, ERP and data space, Christopher has lived through many technology hype cycles, but his conviction is that the core value of data cannot be over-hyped.

Summary

• The importance of data and its potential value.
• Christopher Reeves believes data's core value cannot be overhyped, despite technology hype cycles.
• Data value, AI, and data management.
• Christopher believes AI will solve data problems in the next decade, but human processes are essential for now.
• AI's potential to provide new knowledge and reach wisdom level.
• Ed Kless and Christopher discuss the potential of AI to reach the wisdom level described by Peter Drucker's data pyramid, with Christopher expressing optimism about the possibility.
• Kless and Christopher agree that AI will not take jobs directly, but rather provide opportunities for those who know how to use it to take jobs from those who don't.
• AI, data management, and heroes.
• Christopher names their father as their hero, citing his strong moral compass and gratitude.
• Christopher Reeves highlights Steven Pinker and Brian Kaplan as intellectual heroes, and shares insights from their books on data management and analytics.

Zack Manning shared his career journey and his passion for sales and customer success. He emphasized the importance of building high-performing teams and his instrumental role in FISPAN’s growth. Zack also discussed his approach to sales, adding value for the customer, and the importance of technology in streamlining financial transactions and allowing employees to focus on more strategic tasks. He highlighted examples of success, such as integrating a business's ERP system and its bank. Zack also revealed his admiration for Nicola Tesla's work, believing it to be the cornerstone of modern technology.

Zack Manning, SVP of Revenue at FISPAN, is a seasoned sales leader in the financial technology industry with a holistic approach, guiding Sales, Marketing, Business Development, and Solutions teams. Having worked at companies like Hyperwallet and SAP before FISPAN, Zack has built expertise in developing and executing go-to-market strategies that involve complex distribution channels. His focus on customer success and his ability to build high-performing teams has been instrumental in driving FISPAN's growth and expanding the company's presence in the market to service not only banks, but ERP and consultant partners alike.

“BC” Krishna is the founder and CEO of Centime, Inc., a provider of comprehensive cash management solutions to small and mid-sized US businesses. Cash is the lifeblood of every business, and yet, most business don’t have the solutions to manage critical aspects of the cash control lifecycle – forecasting, managing AP to extend Days Payables Outstanding, managing AR to shrink Days Sales Outstanding, and tapping into credit if needed. Centime’s Cash Management Solution including all these critical capabilities in one integrated package.

Summary

• Cash management solutions for small businesses.
• BC Krishna loves solving complex problems creatively through his work at Centime.
• Cash flow management challenges for entrepreneurs.
• Entrepreneurs face cash flow challenges, including managing inflows and outflows, extending payables, and shrinking receivables.
• Cash flow management for small businesses.
• Entrepreneur faces cash flow challenges despite growing business with 100 customers.
• Cash flow management and accounting basics.
• BC emphasizes the importance of understanding cash flow and basic accounting concepts, such as income and expenses, in managing a business.
• Cash flow management and heroes. 
• BC discusses the importance of cash flow management, highlighting the need to prioritize timely payments and discount receivables to ensure liquidity.
• BC’s parents are their heroes, as they instilled valuable lessons and values that have shaped their personal and professional life.

• Laurent's background. 
• What is Cloud P2P automation? 
• What are some of the use cases that have come out of this? 
• It’s not about getting rid of people, it is about changing the tasks that people do. 
• Are we hitting a peak in the AI trend? 
• Who is a hero of yours, and why?

• Introducing Brian Seidel, co-founder of CIMCloud.
• Customer self-service is the number one tactic for lowering customer effort.
• Customer interaction management is a double win.
• Integrating the concepts from The Effortless Experience into his solution.
• Who is Brian’s hero and why?

In this episode Ed Kless interviews Chuck Peddy, VP of 90 Minds and Senior Consultant at Smartbridge, live from Palm Springs. Chuck discusses his drive to improve people's lives through efficiency and delves into AI's significant impact on various industries, including its rapid integration into ERP systems like Sage Intact. He humorously acknowledges AI's growing role in daily life and speculates on its future applications. The conversation also explores the robustness of Sage 100 and its cloud adaptability. Chuck highlights George Washington as a personal hero, emphasizing the importance of political decorum. This episode offers a thoughtful examination of AI's evolving influence on business and personal values.

Rick Walker is an experienced founder, leader, and thinker across a variety of domains. He scaled his first company to 400 employees when he was 26, and simultaneously, as Chairman, grew a 53-country international nonprofit from 800 to 2,100 team members, while helping his hometown of Houston attract over $5 Billion in job-creation investments. Rick’s volunteer service also includes stints as a Director of a college in the Middle East and Chairman of a $250 Million charitable foundation. His 3:30 AM wake-up call helps fit everything in. 

Summary

• Introduction to Rick Walker
• How to approach life like a servant
• The correlation between learning and business strategy
• The story of the entrepreneur
• Leadership and mentorship in music
• Shane Batty, the glue guy
• Who is a hero and why are they heroes?

Brett Michalson shared about the company's focus on enhancing the Sage Intacct ecosystem with integrations, automations, and intelligence products. He also reflected on his professional journey and the importance of fully leveraging a new finance and accounting system. Furthermore, Brett emphasized the importance of actionable insights for decision-making and shared his admiration for Alan Turing. 

Brett has more than 20+ years of accounting and technology experience. Brett is an experienced executive leader with an extensive background in solution design, product management, product development, professional services, information technology, and enterprise risk management. He was a founding employee of AcctTwo, and since the firm’s combination with Baker Tilly, leads Baker Tilly’s finance as a service solution designer and software developer. Brett started his career in the advisory practice at a Big Four public accounting firm and spent seven years in public accounting advisory before becoming the implementation practice leader and CTO of AcctTwo.

Randy Crabtree is a Partner at Tri-Merit, a company that supports CPAs, CFOs and owners of small-to-midsize businesses by serving as an extension of their advisory team to lessen the tax burden and increase cash flow. They work with companies to uncover the engineering, manufacturing and product development data needed to support claiming engineering-based tax incentives such as the R&D tax credit, and tax planning strategies such as cost segregation.