Andrew

00:00 - 01:03

I'm Andrew Gross. I run our global sales team here at Excite, and I, run our US headquarters here out of our Hoboken office, right on the other side of the Hudson River in New Jersey.

And running global sales at Excite, if you haven't heard of the company, Excite, we do two very interesting things. One, and most importantly, is we provide the world's first managed services platform for integrators, resellers, installers, or really any technology, to start actually delivering on their managed service promise that we've talked so much about.

A signature on a contract is what a managed service promise was. Just the other thing that we do, very well is for hardware manufacturers who make something connected, and they wanna be able to offer a cloud based monitoring and management suite and potential business opportunities around the product, we offer a platform for them to build on top of it.

And what's nice is these two things, they meet in the middle where any hardware manufacturer that works with us directly to build this cloud based revenue generating platform on our foundation is also part of the ecosystem of the managed services platform that we're providing to their channel partners.

Chris

01:03 - 01:11

Yeah. And that kinda leads me into what I was gonna ask you is, what are the end users looking for when it comes to a managed services like solution?

Andrew

01:11 - 02:25

Most of the time and this is across enterprise, education, state, local government. It really doesn't matter.

They're all kinda looking for the same sort of things when it comes down to it. And they're very basic, really.

Right? They're buying technology. Right? There's no doubt that any one of these large consumers of technology, let's just say, you know, media technology in particular, AV, traditionally, but not so much AV, AV, UC, IT.

Over the last five years, especially since the return to office and everything, investments have been through the roof of this type of technology. Right? There's not a classroom or a conference room or a courtroom that you walk into that doesn't have cameras and speakers and microphones and touchpad.

It's crazy. They made this huge investment in physical technology.

They had to. Right? It was how people work nowadays.

But now we're at a point where, okay. Wow.

Great. I've made this great investment.

I now need to, a, get the most out of this investment, and I need to ensure that my return on this investment is actually happening because the it's only my return is only occurring if my technology is working. So that's where we are right now, is these customers are saying, I made this investment.

How do I ensure my return and really ensuring that it's operation that my investment is operational, and they're looking towards services support. From a resource standpoint,.

Chris

02:25 - 02:29

where are the end users in terms of being able to handle this type.

Andrew

02:29 - 02:49

of movement? It's it's minimal if if any at all. Typically have an IT support.

Maybe if you're lucky, you have an AV technician or AV support staff. And we're talking for thousands of rooms and tens of thousands of of tech of pieces of technology.

It it's unsustainable. It just truly is.

That that's what we're hearing the most.

Chris

02:49 - 03:14

When it comes to any data or information out there, as far as, you know, we have data and insights to talent acquisition process. Like, if you don't do this, there's a 60% chance you could be losing this type of talent.

When it comes to managed services and things that come up for the end users, is there any data around that around with, like, inefficiencies because they don't have that resource or that platform in place to let them know, like, what's actually going on with their solution...