Standing Out: A Podcast About Sales, Marketing and Leadership
Standing Out is a show created to help individuals and companies improve their sales & marketing outcomes, as well as their leadership development. Each episode we have an expert who has a unique perspective on sales, marketing and/or leadership providing insights from his or her experiences. And we throw in a few laughs from time to time. Be sure to hit Subscribe wherever you listen to our podcasts.
Standing Out: A Podcast About Sales, Marketing and Leadership
Data Technology & Actionable Insights with Nate Endicott from Enveyo
Data is powerful, unless you don’t have the ability to turn it into actionable insights, and that is what Nate Endicott and the team at Enveyo are providing for their client. Join us on Thursday at 2:00pm CT for Episode 258 of Standing Out as we talk about the biggest lessons he’s learned in his sales career.
SPI Logistics is the leading logistics firm in North America, with a respected network of 65 offices and 60,000+ carriers throughout Canada and the United States. If you are a freight broker needing back-office support such as admin, finance, IT, and sales? At SPI Logistics, they have the technology, systems, and back-office support to help you succeed, reach out to SPI Logistics today. To learn more about becoming an agent with SPI, visit: https://success.spi3pl.com/
Standing Out is a sales, marketing & leadership podcast powered by BETA Consulting Group, created to highlight best practices from industry leaders with incredible experience and insights! The goal is to entertain, educate & inspire individuals & companies to improve their sales, marketing & leadership development outcomes.
claps. What's up everybody. Happy Thursday out there. Hope you're having a great day. Hope the freight is flowing, the cigars are smoking. You're getting ready for Friday, which is tomorrow. Finish strong Friday tomorrow. Also, remember, on Fridays every Friday at noon central we have word on the street. Don't miss it. We're gonna be talking about the weather and what's happening with that. They're good friend. Scott Pecarella from Weather Optics and Rob Bussey, the resident street crew member, is going to talk to us about trade show moves. It's trade show season coming up. You don't want to miss it. Get some tips and tricks on how to get your all your trade show stuff to the trade shows on time. Check that out tomorrow, noon Central. Word on the street.
Trey Griggs:Also, a couple of shoutouts real quick. First of all, I want to give a shout out to our friends over at Amplify Logistics for giving us the great word of today. I love good polos. This is a quality polo. This is a golf polo that I would take on vacation. That's the criteria. If you're gonna have swag people, make sure it is great, swag, high quality, well designed, and make sure it's something they'll want to take with them wherever they go. So enjoy that. I'm excited to have Amplify on the shirt today. Look at that cool logo Not too bad. Also, to the fray brokers out there, let me say this Hang on everyone.
Trey Griggs:The end of year push is coming. I think the wave is coming. I think we're getting close to turning around. I'm hearing that in the market, people are seeing some things happening. Volumes are up, rates are still down, but they're gonna come back. You get that extra volume. It's gonna help out any year from now, whenever the rates do come back.
Trey Griggs:Also, while you're out there on the internet, make sure you connect with us on social media. I'm at Trey Griggs 24. Also, connect with Beta Consulting Group. We'd love to have you in our network out there online. And finally, everybody, go to betaconsultinggroupcom. See how we're helping companies with their messaging and their testimonials. It's so much easier when your customers sell your products and service for you. Let us help you out with that. Go to the website, click on the button there to schedule a call with yours truly. Tell us your story. We will help you write yours. And I guess, lastly, that wasn't final, but lastly, we want to give a shout out to those making it possible, our good friends over at SPI Logistics, our title sponsor of Standing Up. Listen, if you're a freight broker, an agent or thinking about becoming an agent, make sure you check them out at successspi3plcom. They've got the admin, finance, it, sales, technology systems everything you need to keep you in your sweet spot of working with customers. Again, check them out at successspi3plcom.
Trey Griggs:All right, excited about today's guest list and this guy has hair that's just about as good as mine, maybe even better. We're going to find out. Everybody. Get up for a good friend from Inveo that is oh, where's that? Oh, I got to get that. I got to get the music right. I got to get the music right. All right, so give it up for our good friend from Inveo, mr Nate Indicat. There he is, what's up we got? We got? Oh, gotta get this going. There you go See, with hair like that man, you can do that. You pull this off and look at that. I gotta know who's this, who's it. Look at that.
Nate Endicott:Who's this better? Yours?
Trey Griggs:is a little bit wider. Mine's got the. Yeah, this is interesting. I like yours. Is you get? You go to a barbershop to get that down? You do yourself.
Nate Endicott:I got a couple guys. I got a guy that shows up, you got a guy.
Trey Griggs:that's, that's the right word. Right there, you got a guy that shows up down. You take him on the road with you in your trade shows. You got a wish, dude, I wish.
Nate Endicott:I wish.
Trey Griggs:How you doing, my friend.
Nate Endicott:Are they good? It's good to see you.
Trey Griggs:It's good to see you Good to see you as well. I'm going to see you here pretty soon. We're playing a little bit of golf out in Phoenix, coming up when the weather goes down just a hair.
Nate Endicott:It's been a little hot, but yeah, thank goodness for a hurricane, but no bueno on the hurricane. But yeah, thank you.
Trey Griggs:That's not the right way to say that. We didn't mean it Everybody now. But, yeah, definitely cool things down. We are getting great weather starting two days from now. It's currently the heat index here in Missouri is 116 degrees. It's like we're living in Phoenix. It's brutal. You know, it's kind of crazy, all right. Well, anyways, that's not really important stuff. Introduce yourself, man.
Nate Endicott:So everybody, who you are and what's going on over at Inveo yeah, Nate, indicott and Inveo head up sales and just growth strategy and excited to spend some time with you today, but yeah, we're doing some cool things.
Nate Endicott:I've been in this space since 2001. Started on the freight audit side, landed at some TMS companies and yeah, but I've been at this for a long time. It's where I got gray hair Sometimes I think it's for four kids, but I think it's just in this space. But based here in Scottsdale in a joint in Veo in January and, yeah, we're crushing it A lot of good things happen.
Trey Griggs:Love it man. Yeah, partial, you know, parcel, final mile. That whole area is just continues to grow. E-commerce continues to grow and the crazy thing about it, nate, is that it's still a pretty small sliver of like overall retail shopping and things like that. So there's a ton of growth on that. We're going to talk about that here in just a little bit. Before we do that, I want to talk about your background. You went to Long Beach State, is that right? I did. I was a dirt bag man.
Nate Endicott:I hate to say it, do you?
Trey Griggs:listen to a lot of Snoop Dogg out there. Just be curious, do they?
Nate Endicott:There were a couple parties.
Trey Griggs:This new dog plan did Anything dropped in on See. That would be epic. If you ever dropped in on a Long Beach party, that would be pretty dope. Yes, yeah, I love that. Yeah, it's cool. You're a California kid, are you a surfer? You?
Nate Endicott:know I was a sponger. It was easier to jump on a boogie board, so we were spongers. We'd go to your 17 and HB and drive up Valley View and hit it, and Tuesday mornings and Thursday mornings and make it to school.
Trey Griggs:That was like a regular occurrence for you then, like you were legit.
Nate Endicott:Yeah, I used to go quite often.
Trey Griggs:That's awesome. I've never surfed, but it seems like something that would be fun to try because if you're fall, at least you fall into the water. I mean that's better than like the skateboarding. To me it's just brutal if you're not good at it, because you're just going to fall on concrete every time. I mean, watch still hurts to the penny. It hurts, but it's different, like it's a little different, I mean concrete is not going to burn and you know?
Trey Griggs:yeah, it doesn't rip your skin off. You know, like concrete tends to do, so, I tend to prefer those types of sports a little bit more than others. All right, before we dig in and talk, I got to ask you do you like the coffee mug or do you like the water bottle? We're going to send you one for being on the show today. Which one you want, I'll take the coffee mug.
Trey Griggs:Look at that. You know what. We've had coffee mug, three out of the last four. It's getting a little play right now, so got a coffee mug coming your way. We appreciate it. Yep, all right, let's jump in a little bit. You guys are really focused on data. Talk about why data is king here in 2023. We hear about that a lot. I mean data is everywhere. But let's just talk, let's just drill on that just a little bit.
Nate Endicott:Yeah, I mean it really is I think everybody is talking about it Right. We always say the proof is not in the putting, it's in the eating, but data is that?
Trey Griggs:I have not heard that. I like that.
Nate Endicott:Data is really, it's the driver behind success. You know, to control cost, manage profitability, improve customer satisfaction, there's so many data silos I mean I system silos, frankenstein, every system with an S but a vast amount of complexity. If think from sourcing, procurement, warehousing, fulfillment, the carrier side, partnership side, customer experience, and there's. You know, there's really no two shippers or three PLs that are the same and it's critical that the data is really the driver behind every strategy that they go create so that you can execute better and optimize as the markets change.
Nate Endicott:You know, obviously we just came out of it with this UPS strike and COVID and potential COVID coming again, shut down supposedly, but just changes in the market or business. The strategic formula in our minds it really is how do you leverage your data and then how do you drive continued success to deliver on your initiatives inside of it? We always say he who has data and uses it gains a competitive advantage. Because everyone's got data. It's hard to get access to really good quality data and then, heck, to have the data tell you something, so you don't have to add a ton of SG&A costs and analyst costs and time finding. There's a lot you can do with it.
Trey Griggs:Yeah, it's such a hot topic right now. I've seen this happen. When companies grow, they tend to add more pieces of technology for different needs that they have. When they do that, a lot of times they create data silos, like he talked about. You might have customer information in this piece of technology and then you've got it all over here as well, but they're not talking to each other and they might even be different. There could be errors and misspelling. The data could be dirty. You update one, it doesn't update the other. We see that a lot. The whole industry in general is pretty archaic in the fact that it's all connected. There's all these different technologies trying to talk to each other. But I just noticed that as companies grow, their data tends to become a little bit dirty and it doesn't talk to each other among these systems. It doesn't do what it's supposed to do. I saw that when I was at Lean, as we grew really fast. The data just got out of control a little bit. I always get surprised by it.
Nate Endicott:It doesn't surprise me, but it does. It doesn't matter how big the company is, it doesn't matter how big their brand is, it doesn't matter if you get drink it, you eat it, you wear it. Every brand out there, in our opinion, everyone's on a data journey and it seems as though in this spot they have a problem. They end up choosing. They go spend millions and millions of dollars on their data journey and they're still in Excel. It's crazy.
Trey Griggs:It is crazy. Let's have some fun. Before we jump into what Enveo does. Let's connect data and golf for a minute, because I love this.
Trey Griggs:I've got a good friend on the tour, jared Wolff. He's on the corn fryer tour this year. I've had a chance to talk to him a lot about that when he was on the PGA tour. The PGA tour has a different level of statistics, a different level of data, than the corn fryer tour. When he was on the PGA tour he got regular reports of his data, of his shots, and it changed the way that he practiced because he started to realize how many shots he has from this distance in and where he was losing strokes which category was he losing strokes. And by having that data, he said, he was able to practice more efficiently. He spends less time on things that are just dialed in and spends more time on the things that just need a little improvement. But he didn't know it until he got on the PGA tour and started. Not only because the corn fryer has some of that data, they just don't offer it, they don't have insights.
Nate Endicott:Well, I mean, it comes to technology too and how much money you have to spend on it. But again, it goes back to he who uses it. I mean, everyone's got it. And I always say, hey, everyone's got a choice. You got a choice where you live. Most of the time you have a choice where you put your kids in school. You have a choice on what you wear, what you drink, what you eat. But I think it does come down to you have a choice, he who uses it. But I think that just in the golf side, if you're in the PGA side and he's on the corn fryer, those guys that's all they're doing. And back in the day, when I was playing ball, hey, do you remember what this guy threw you? You know like, hey, this guy threw you a curveball, threw a slider, o2 county throw you this. I mean now they have data analysts that are basically right, because they're close.
Trey Griggs:Those word of mouth and what you could remember at that point, there's just the exact same. You're studying, hey what they did.
Nate Endicott:And now you're studying counts of what to look for and you're looking at like dots on a heat map. Okay, hey, I'm going to expect those two. I'm going to sit back and go off of, but yeah, sports golf. Everybody has access to it and he's using it as a cross man.
Trey Griggs:Yeah, absolutely Okay. You want to see that. You hear the most crazy baseball stat that I've heard recently. Hit me. So the person who has the most strikeouts in the major league baseball is usually around 160 to 170 a year. That's kind of like what they end up doing. In the 1980s, Tony Gwynn struck out 180 times total.
Nate Endicott:I was just looking at baseball cards with my little nine-year-old and we were pulling all the cards out yeah, he's a big pottery fan. And they were interviewing Tony Glenn Jr and we were pulling up old Tony Glenn cards and rookie cards and we were talking about him unreal.
Trey Griggs:Greg Maddox never struck him out. Yeah, insane. Greg Maddox was so good and he's got his own crazy stats, but 180 times in a decade how crazy is that? That's some pretty good hit.
Nate Endicott:Yeah, I didn't strike out often but that that could be a bad thing too if you go too. You know defensive, you know let's try to stay off into, but I think I struck out like six times my high school career. But yeah, we're good.
Trey Griggs:Tony Glenn was going for singles, though Usually singles and doubles, so you're right. Yeah, so he's just put in contact like Peter I'm so many inside the parkers. For now, Not for him especially. It wasn't the fastest rotor. Let's jump into what in Veo does. So just talk about that real quick. What does in Beo do for for shippers and 3PLs in regards to their data?
Nate Endicott:Yeah, we've a ton of products that we have, but really at the core we're data management company and we're helping companies manage their data. But we're helping shippers, 3pls. We increase the quality of their data that's leveraged for strategy for them, and then you know the way that we're doing that we can ingest data in any way, any shape, any form.
Nate Endicott:So I think what we've seen from a lot of other whether it's audit providers, tracking providers, tms systems, you name it a lot of people have a way to bring it in and they forget that we're dealing with a lot of archaic and a lot of dinosaurs, and so what we found is that you got to be able to ingest this data and manipulate it, and the way we do that is really unrivaled in the space and it's proven With just even recent winds of. You know, I think some of the shippers and some of the 3PLs that we've recently won. They're coming from companies that I think in our space talk the data technology game. You know like they have it, but they're not using it. Potentially, but I don't know it's I think marketing would crush me and kill me for this, but a lot of fluff out there.
Trey Griggs:Yeah, it tends to be. I mean there's, there's lipstick on a pig and once you find out. It's a pig. You know what I have anymore. So when you talk about making their data clean, are you cleaning up the data or are you consuming it and spitting it out into analytics dashboards? Yeah, does that look like it all starts with what right?
Nate Endicott:aggregating it, right, bringing it on from any system. What do we want, what? What do they want us to integrate to? And what is the output? What are they hoping for? What are they trying to solve? And again, what we're doing for shippers and 3PLs is a tad different, but I think you know what we're doing is increasing, you know that data quality. And then how do you bring it in? Aggregated, integrated, normalized, standardized it, and then, really, the output is helping them make better Decisions.
Nate Endicott:Yeah, you can, you know, spend a ton of time and have a ton of people touching things and analysts touching things, but you don't have to. And so how do you then turn? Not just having VI and knowing the what, the why, the when, the where, the how, but Wouldn't you like to know the what, if, or, instead of having to look for all this, if you have good, clean data, shouldn't the system just tell you where your opportunities are, at, where you should focus? How much juice is the squeeze? You know on this one. So I think that's really where we're trying to go in helping them deliver on their initiatives, and so now they're not having to waste a ton of time. So we're helping them automate, be more efficient, etc. I think, um you know, to the point of data quality, it's got it. You know, there's like three components.
Nate Endicott:I've always said, you know, to the data side and well, I really appreciate in those Files. You know what they built here, kobe and Jonathan bill. But data's got to be accurate, complete and timely. It has to be and you can't have one of those missing. You can't, or else you're focused on the wrong things. You're still spending a ton of time with your teams trying to come up with strategies that you find out that it wasn't there. But I think that data quality piece.
Nate Endicott:And then how do you give companies self-service service? You know, like a lot of people, they always ask for the keys of the car, like, hey, we've never had this we want. We don't want to just say you know a company to say, hey, we're all about AI and ML and we can give you data quality, we can give you reporting, whatever you want, and then all of a sudden you ask for it and you don't get it. Or you have to ask for it and you never get it, or you ask for it and it basically automates and sends a click to a TED inside. You know operations. And then TED gets it and doesn't you know, never responds to you. So how do you give self-service where they can drive the car if they want, and our platform really does that once that data is clean. Now they can pull reports, run reports, build reports, alert themselves on stuff. So it's pretty cool.
Trey Griggs:And I think in the era of AI especially, you know, generative AI, where it's making decisions the data has to be clean, it has to be complete, like you said, it has to be timely. All those factors have to play a role. So if you are going to transition to utilizing AI tools, you definitely don't want to do it with bad data. You definitely don't want to do that with incomplete data, where decisions can't really be made by AI or by your team in a timely manner. So I love it, it's great.
Nate Endicott:Yeah, on the 3PL side, I think we're really unrivaled and unique of the solution. It's really helping the 3PLs manage their margin and their markups. Um, how do you, you know, help them with their invoice, their customers, correctly? So we're managing that billing side, um, and then basically helping them become more profitable, more efficient and then also automated. We're helping the 3PLs become data driven right.
Nate Endicott:So you have all these customers that want data from their 3PLs. They expect it, they demand it, they have data teams inside and they go to their 3PL and it's a black hole and it's like dark. It's, it's in, exist, it's just not there, um, and so now these 3PLs are then okay, hey, if you can automate our billing, if you can help us become more profitable and make revenue off of the tools you guys have, and we can get more strategic in our pricing, you guys have all this data, so can we just white label this thing and now become that data provider and technology provider for our customers? So that's really where we've gone is helping these 3PLs become that data driven technology provider that their shippers are demanding and expecting, and getting the same experience that, um, you know that they demand.
Trey Griggs:So it's not only creating the you know, the actionable insights for the internal team of decisions they're making around their business, but it's also providing reports and the data for shippers, maybe helping them see where they could be more efficient, where they could uh, you know, tighten things up a little bit and, uh, save some money, and those types of things. Yeah.
Nate Endicott:They white 3PLs. White label our solution so that we they don't have to go spend millions of dollars and have it on a data analyst. So I hate. Focus on what your core competencies and let let us do the the hard work and you do the easier. I love that.
Trey Griggs:Cause, as a small business myself, I'm looking for technology that not only I can use, but that I could also white label. That helps me bring more value to my clients as well. So I love that whole concept, because I you know, I can't I can't build this technology myself right now, I'm just not there. But I I'd love to be able to offer it in a way that looks like hey, we've we've put our, our thumb up, a print on this, and now we can offer it out there. So I think that's awesome, and there's no good.
Trey Griggs:No good.
Nate Endicott:No, I was going to say. I mean, obviously there's many different users inside the organization too, right? So it's it's hard to have data. You know a lot of these big 3PLs. They have data scientists team, they have data lakes. They got all the stuff. They go spend three and a half $4 million in the last two years on this stuff and they're like waiting 40 to five to 60 to 90 days.
Nate Endicott:We can stop this and it's like you can. But again, now you got to be, you know, nimble, flexible, extensible. You got to be able to really integrate fast to add value. So we try to come in and help, not take it over, right, cause those people are still valuable in what they've built. They want to capitalize and maximize their value that they've already invested in. So we try to just fit into the plumbing and speed things up for them so that, as these customers, now we're seeing the shift. Right, everyone was hoping to close some of these brands and all these Ecom fulfillment 3PLs are keeping their fingers crossed and now that there's this big shift, everyone's signing contracts. They're wanting to outsource. Give it a SGNA. Hey, 3pl, we need your help, need for speed. They got to focus on what they focus on and let us come in and help them go faster.
Trey Griggs:Yeah, and you know, it's been interesting seeing the evolution of freight brokerages in the last five years, especially, I remember five years ago when, when freight waves launched sonar and basically gave all this data and analytics and reporting to freight brokers, most of them were. Most of them did not use it. They didn't have any data analysts on their team. They didn't have people who knew how to consume that data, and now they're starting to bring those positions on board. It's like they're just constantly trying to catch up with where the industry is going, because now a lot of these tools that we're talking about are making the decisions for them. They just don't have to have the analysts anymore. They could put technology in place to do that for them. So it's been really fascinating to see that evolution of a 3PL. Yeah, all right, we got to pause for a minute.
Trey Griggs:We like to have a little fun around here, nate, so we're going to celebrate a national day. We always like to do this on the show. It's kind of silly. There's several to choose from. Which one do you think we're celebrating today here? On Standing Up?
Nate Endicott:National pointy hair day.
Trey Griggs:I don't know. I wish man that should be a day. We need to make that day like a national faux-hawk day. Maybe we should do like national middle-aged man faux-hawk day, because that's, that's even bigger thing when a middle-aged man I declare today is the day, all right. Well, it's not that. It's not that Today is national waffle day. You like swimming?
Nate Endicott:Waffle house is a place we go. I take my son and my dad and we go late night to waffle house.
Trey Griggs:Man, I've been to a waffle house in a long time. I love waffles. I'm not a big chicken and waffles guy. I know that's a Southern thing. Are you a chicken and waffles guy? Are you like waffle with like whipped cream and I have Roscoe's in Los Angeles.
Nate Endicott:My dad had a studio in LA and we would go to Roscoe's in LA and chicken waffles.
Trey Griggs:I'm not a big chicken waffle guy.
Trey Griggs:Me neither. I don't know. Just those things just never seem to go together for me. But I didn't grow up in the South, so maybe that's the problem. But it's national waffle day. Everybody go get some waffles, enjoy that. I don't like the ego waffles either. I like the waffle machine. I like it fresh out of the waffle machine. The ego waffles to me is just garbage. No offense Ago, not a fan. Not a fan of that, all right. Also, we like to have a random question of the day. Now, listen, nate, this question is so random I haven't seen it yet. Our podcast producer gets to put this together every day. It could be funny, it could be serious, it could be a really good question. That could be a dud, I don't know. Let's see what it is. Today's random question of the day is what's your least favorite board game? Are you a board game player?
Nate Endicott:We we get wrangled in to play board games. We're a very competitive family and we don't like to lose in the Cotswain Blues. My least favorite board game is Monopoly.
Trey Griggs:Really.
Nate Endicott:I really that kind of shocks me a little bit. Why is that? It just takes so long, man. I mean, I like, I like the strategize on it, but it just takes long.
Trey Griggs:Well, it's kind of like real estate. You know you buy a house and then it takes a while and you buy another one, you know, a couple years later. I mean it's, it's kind of fitting for that, but so that's not. Have you ever had anybody in your family get so competitive that they threw the board? They were telling me flying is that attack is that a regular occurrence.
Nate Endicott:We got a like, like ask for forgiveness pray the family and then wake up the next morning and cool off. Yeah it's, it's awesome, it's competitive, that's no metal, no metal society that we're creating over here. We're going for.
Trey Griggs:I think I'm the only competitive person in my family and so I have been. I've been reprimanded several times for my competitive nature, to where now we just play for fun. We're just playing for fun over here at this house unless I get with the right crew. If I get with the right crew, the competitive deuces come back. You never lose those. But with my family, but my two daughters, are just not competitive, they're just they're having fun and you know painting their finger.
Nate Endicott:What's your.
Trey Griggs:What's your favorite, least favorite, board game? Yeah, um, that's a good question. Um, I don't play a lot of board games. I tend to like most of them. I really like life. I'm a fan of monopoly, that one's. I actually enjoy that one because I like real estate, so it's kind of fun in that regard. Plus, I feel like I know how to play to win. That's always good. Probably I'm gonna go. I'm gonna go with, uh, I'm gonna go with shoots and ladders, which people might add me don't add me on this.
Trey Griggs:I'm gonna go shoots and ladders, because I hate games where you get like right to the top and then you can fall All the way back down to the bottom. I don't mind a little delay, but there's one ladder that goes all the way back to the beginning. I'm not a fan. That's where I might throw the board, so I'm gonna. I'm going shoots and ladders today. Not not a fan of that one, so I don't know that's what we're going with. So let us know what your least favorite board game is up there. We'd love to hear that. All right, back to the conversation. So what's next up for unveil? You guys are hitting a trade show circuit which starts in just a few weeks. What's the first one you're going to?
Nate Endicott:Yeah, we got parcel form coming up. I think csc and p's coming up. Um, there might be a few others. Um, they signed me up for these things. I just go.
Trey Griggs:Here's a nice man. What's that? You're the face. I love it. Yeah, it's out there.
Nate Endicott:Come on man Um but, yeah, it's definitely Coming. It's been an awesome start Of the year. Obviously, we're in the now, in the back half of it, but there's a lot of stuff that's moving and shaking and we're excited to end the year strong.
Trey Griggs:Um, yeah, a lot of opportunity so, to be in Nashville, a few other places. Are you getting the hey, we're gonna hold off until next year, kind of you. Kind of you know, feeling that, or are you starting to see people start to make decisions?
Nate Endicott:I think people are making decisions. I think um Fear is still. You know it's always a creeps up on people. Um, depending on if they're, you know, the decision maker, I'd say that the thing we're getting right now is just hey, how do we get creative? You know it's like dude, I'll call it implementation fee. You can pull it from op-ex, cap X, tap X, whatever you want to pull it from Um, call it what you want. But you're seeing people even on this. You know we're a sass, you know solutions. So they don't want, even though it's not in their budget, and they know, like, even through gri's, there's a lot of 3 p L's that could cost, justify our solution between now and the end of the year. Um, so they realize that and they're trying to get it in. So what they'll do is they'll just say let's bill your month, call your monthly, as you know, op-ex or cap X, and we'll amortize those fees and let's get you going Um a few are asking you know like, hey, what can we do with a month?
Nate Endicott:Can you push it till january 1? But I think it's time people are now COVID's done. You know, yeah, things are gonna happen, something else is gonna pop up, but Everyone's got a choice and if they don't make decisions now, the light shining on them. So it's like, yeah, we got some numbers to hit. Go hit some initiatives, go cost-safe, pull out Whatever you need to do.
Trey Griggs:Let's go do it. Yeah, I agree, and I think I really do think that the wave is coming here. We're things gonna come back. We've got a presidential election You're coming up. Nobody wants the economy to be in the tanks during that. So there's a lot of incentive for the government to try to get some things Right here, and I think that things are starting to come back from a volume perspective. Hopefully, from a rate perspective, they will as well. I know for me. We're investing in technology right now to get ready for what we believe is going to be a boom in the next three to six months. And it's funny when the, when, the, when, the they say when the tide goes out, you can see is naked All the people that did not invest in technology while the things were good. It shows now, you know. So now's the time to do that. I completely agree with that. So well, you guys I mean you guys are growing, you guys are hiring, you guys have some positions available right now.
Nate Endicott:You guys are, yeah, analysts customer service side, analyst side, account management side. A lot of exciting stuff come potentially on the sales side that we're getting ready to go after. But yeah, it's, it's a good time. There's a lot to go after. Man, there's a lot of these guys. Yeah, it's, it's a new day. Yeah, absolutely so. Anybody looking to join a great team.
Trey Griggs:Go to invocom forward, slash careers. You could work with Nate Indicott that. That would be worth the price of admission alone, my friend, to be able to do that, which is awesome. I'm looking forward to seeing you real soon, man. We appreciate you being on the show today. What's what's your last word? How can people get connected with you? Linkedin.
Nate Endicott:Nate dot Indicott at invocom and yeah, shoot me an email, shoot me a text 4807179 490. Let's go, and when you talk to Nate, you're gonna think of sexy back.
Trey Griggs:That's what they're gonna think of when they see your face. They're gonna. They're gonna think of that. They're good at talking, man. Thanks for being on the show. We'll see you again real soon, my friend. Thanks so much. All right, everybody, make sure that you come back to us tomorrow. We're gonna have a great show on noon. Central word on the street. Make sure you come back for that and we will see you guys later. Peace out everybody.
