Was anspruchsvolle Käufer wirklich wollen

0:00My name's Josh. I run a business in Australia and we help universities Australia. Australia. We help universities or unis in Australia keep their students and keep them happy so they don't drop out. So your college video was really applicable to us. I think the Australian government was listening to you because they introduced a policy this year. I know. I came to get to tell you that news in person. I know. They introduced a policy where Australian unis to receive funding have to dramatically increase the amount of low socioeconomic students, the one that benefits most from uni, which is cool.

0:31And then they released a policy that said for essentially $60 million of student funding has to go to clubs, societies, fraternities to support their students. So 8 years ago I started a business on the premise that uni should really invest in supporting students cuz it keeps their customers there and that's good for unis and good for the students. So I have a woman in a $60 million red dress. Okay. And my question is normally I'm selling to a student engagement professional. It's their first professional job. Now I'm selling to their bosses' boss. So I have a value equation basically for student retention that we've created this instrument which shows them why students drop out, where their drop out rates are, benchmarks it, exactly what to do.

1:13And then our training solutions are the answer to that. >> Right. But I've spent 8 years selling training solutions, not data and analysis. I'm not used to selling to the CEO. I'm used to selling to their employees. Say again? They just want data. They just want the data. >> up you go, just for everybody for enterprise sales, the more the person makes, the more they don't care about the narrative. Yeah. That's just been my experience. Now of course stories sell and there's things like sure you want to have a met you know a meta narrative if you want but like until you show them the math behind it, which is like what is your return on this?

1:45>> And that's what they want. So my problem was my churn, I'd lose maybe 20% per year. The ones who'd hire me for training, the students would go this is the best training I've ever been to, it's amazing, but they wouldn't be able to tell their boss or their bosses' boss the data to prove that it was good for retention. >> have to track the data. You have to track it. Yeah. But they would never give me that data so I couldn't ultimately prove that. >> make it contingent. Like you have to do it. You have to do it. >> to do it. Right. >> to work with us like we have a proprietary technology and it feeds off of data and in order for us to make your product or solution better we have to get this data so we can implement it in real time. And so right now we're going to start with the vanilla version. But in 2 years it's going to be the super tailored version to your university. So we know that you know all universities benefit from these five things but there's usually five to 10 other things that are we will learn from this data.

2:27So you have to do it. So these are the three things that we'll do to make it easier for you to actually get this data back to us so we can help you make more money. Yeah. Can I ask you one quick follow up on that? The tool that we do that now is a $30,000 product per year on subscription that universities have started to buy. Before that our LTV of training was $34,000. Okay. So the tool that justifies the $34,000 training is worth $30,000. Sure.

2:53So that's what I'm wondering do I focus more on selling that and then selling the training? >> if you want and just say it comes with these two things. >> It comes with the training. >> Sure. And pivot towards that? Yeah. I mean fundamentally like those are components. I don't even see them as that important. Like the only thing that matters to them is the likelihood that they get their customers to stay and pay longer and renew year after year after year. Yeah. And so how we get there matters just really little.

3:19And you know this from the sales side. I think you're just into you're in the weeds right now cuz you're you know you have your entrepreneur hat on and you're here but like if you're a customer I don't care if we're going to be doing keto or cutting my calories like I just want to be able to fit in my high school jeans. Yeah. So just tell me how much there. That's it. Cool man. Appreciate you thanks. >> bet. So if you've hit a revenue ceiling or your entire business relies on you to grow then I'd love to invite you out to our headquarters here in Vegas to learn how we scale. And so my team spends 2 days with you to identify the thing that's holding your business back. And so if that sounds interesting click book a call and if you're a fit we'd love to potentially see you out here in Vegas.