Video Overview

In this #7 episode of The B2B Outbound Marketing & Sales Automation Series, we invited the Co-Founder at Replyify, Ryan O’Donnell.

The continuation of the email sequence might seem unprofessional and careless if someone unsubscribed or replied.

But, with Replyify by your side, you won’t have to be concerned about the sequence continuing.

Replyify has a warm account feature.
If you haven’t sent cold emails before or have a new email address, this feature can come in handy.

They even offer a 7-Day Cold Email Crash Course.
It’s crucial to know that anyone who wants to give it a try should let them know in the chat.

Reach out directly to ryan@replyify.com and set up a quick call.

STAY TUNED for more success stories, tips&tricks, and awesome tools in the B2B Outbound world!

Speakers

Dancho Dimkov - The CEO of BizzBee Solutions

Dancho Dimkov
CEO of BizzBee Solutions

Ryan O’Donnell
Co-Founder at Replyify

Interview Transcript

[00:00:07.040] – Dancho – And welcome to another episode of the B2B Outbound Marketing and Sales Automation. We have a new exciting tool to show you for today. On the call, I have Ryan from Replyify and I’m so excited to have him here. Ryan, welcome.

[00:00:23.480] – Ryan – Thanks for having me. Glad to be here.

[00:00:25.550] – Dancho – Yeah, we are always excited to see new automation tools and how they can actually make our life easier at the end of the day. So perhaps Ryan we should start a bit easy and tell us, I don’t know a bit more about yourself. Who is actually Ryan?

[00:00:41.030] – Ryan – Yeah, so I’ve been in software for a long time. Let’s see, I graduated from college back in 2003, moved in New York that night. We packed the U-Haul with my wife. She had a job I didn’t. Went out there, I was on Wall Street for about a year, boiler room stuff, you know, cold calling and going on the weekends and making lead lists, making 500 calls a day, trying to get 50 connects, trying to get, you know, five leads and maybe close one new account. So I cut my teeth in sales on Wall Street. But Internet has always been a passion of mine. So I left that job, just the foreseeable future to really max out a Wall Street job, you got to stay there. The plan was to eventually move and have kids and move back home to Cleveland where we’re from now. So I kind of said, look, rather than getting trapped into something, I’m going to build up and then have to leave. Which was always my first love, the Internet, and worked my way up from a couple of startups, you know, kind of moving from low-level sales and account management up to director level and that and ultimately ended up at a company that recruited a company called Right Media, which was bought by Yahoo! A couple of years later. And I had the opportunity to build out an international team at a newly purchased startup. So I was 27 years old, traveling the world, spinning up new offices, meeting new clients, building a team. And I think by my perspective of the global business and how the Internet connects it, I think was solidified there. And, you know, fast track that, I left New York in 2010 and moved back home.

[00:02:35.200] – Dancho – I’m amazed how you remember the years. For me, it’s like a flat line.

[00:02:39.110] – Ryan – I left Yahoo! in 2010. I know that because I took a severance package from them rather than, you know, moving overseas. We had our son in 2011. I was back in Cleveland at that point. And after leaving Yahoo! I started my first startup and I, built something. I was going to a lot of weddings at the time. So I started a group gifting Facebook application thinking that we buy something, flip it to Facebook and, you know, be rich. And I hated gifting. I should never got into it and just made a lot of early first time founder, first time entrepreneur mistakes. So when we closed that business in 2014, my partner co-founder, he’s the full stack developer where we’re sitting around having a beer thinking okay, what now? Do we go get a job or do we create our next job? And you know we were going through like some of the friction points for the startup that failed. And I said, look, I spend a ton of time in sales trying to find prospects and get their email address and then reach out to them. So we launch SellHack.com in 2014, quickly got a cease and desist from LinkedIn. We got compliant with them eventually, but our business was helping sales and marketing people, you know, find the correct B2B corporate email for their prospects. So we ran SellHack, you know, started that in 2014, like I said. And honestly, we were sending clients out to all of the cold email platforms out there. And we were using those platforms ourselves. And, you know, we got to the point where these tools weren’t doing what we needed them to do. We were using them and seeing big holes. We were sending our clients there and they were saying, yeah, but it’s too much of a hassle to do this or that or it’s not really that efficient. So we took that opportunity to kind of build Replyify, which is our cold email marketing platform and really use a hockey analogy. You know, we were skating where the puck was going. We were, you know, rather than kind of building something exactly like what someone has. We said, look, everyone’s going to have the base stuff that the core stuff where you connect your email and set up a campaign. But how do we build in all the features and functionality and how do we do all the little things really right to make it less annoying? Right? To make it really safe to control our ecosystem? And, you know, that was a good bet we made in 2017 and we’ve been bootstrapped and profitable and kind of growing ever since. We love what we do. That’s the most important part. It’s authentic years of experience. We love what we do and we bring that to our clients.

[00:05:33.000] – Dancho – Yeah, but Ryan, from what I’m hearing from you is that you are a need-driven person because you had the need and then you create the software based on the need. It’s not like let’s make a software and imagine what kind of features or functionality it needs to have or even benchmark. Just look at the competitors and try to create exactly the same. More like when I’m using I need to have this, this, this. And then you start building feature based on asking the clients. It’s like, okay, what do you actually need? Instead of me guessing, just tell me what you need. And since you had some big experience in sales, you actually knew what you actually need from an automation platform to solve your needs.

[00:06:16.080] – Ryan – We put our engineers right in the front line, from day one, rather than you know, a lot of companies make the choice of, they have a customer service team or sales or marketing people kind of manning the chat and the support and that things get escalated to tech. But like, you can never contact them directly. There’s a stigma.

[00:06:37.770] – Dancho – You need to survive the boundaries and the bridges in order to get to them.

[00:06:42.270] – Ryan – Exactly. And we did the complete opposite. We put them right on the front lines. They were answering inbound cold leads, who had signed up yet. They were answering those questions. They were seeing what people were asking for. They were seeing the onboarding type questions, the questions that would come up from a client who’d been around and activated through their first month or two. That helps to give them perspective. So then when the business unit comes and says, hey, we need this feature and that feature in their mind, they say, okay, yeah, I’ve seen five people asking for this or they’ll see a question come in enough or recognize the opportunity for one of our larger partners, or we work with a lot of agencies and they’ll see the opportunity and sometimes they’ll see a question come in. They’ll just bust out a feature without even being asked in their free time over the weekend or something just to make the client happy. And that’s just how we roll here.

[00:07:39.210] – Dancho – Yeah, I had some experience in the software industry and I realized that sometimes there are features that are like five minutes to be done. But they made so huge impact on the business. But just, the developer thought that they were not aware that that is actually needed on the market and putting them in the front row, they’re like, this is a problem? I was not even aware, I’ll just tweak it and that’s it, or make it a variable and that’s it. Well, from the business perspective, that small thing actually could change or break our business.

[00:08:09.720] – Ryan – For sure. For sure.

[00:08:11.400] – Dancho – Nice. So Ryan, I mean, when we are looking at Replyify, I mean, it is a big ecosystem in the LinkedIn and email automation system. So how is actually Replyify fitting into the big picture?

[00:08:26.100] – Ryan – Yeah, so we have kind of three main pillars that we set our business on, right? And all that comes from experience. You know, there’s a lot of companies, you know, sales and marketing, the ecosystem and sales and marketing really started to take off back in 2014, 2015, right? There was a shift and a focus from, you know, focusing on sales and marketing people, building innovative, you know, software that solves a lot of these manual problems for these teams that just frankly, wasn’t addressed, right? Salesforce addressed it.

[00:09:04.770] – Dancho – Especially in the B2B world, it’s exploded. And I think B2C, there was email marketing from the existing of time, but in B2B, yeah, around that period is when people said this is a lot of work to manually do all the prospecting and email and everything. There has to be a better way.

[00:09:25.830] – Ryan – Right. And it all used to stem from the CRM. It used to be the CRM. CRM oftentimes if they’re not helping you close business faster then the CRM is really just a glorified reporting system, right? And for reporting up to you, you put your data in there so your boss can see that you’re doing what you need to be doing so he or she can communicate to his or her boss what the projections are so that they can communicate that to the board or a publicly-traded company to the investors. It doesn’t solve any of the day to day problems. So your account execs are left wasting a couple hours a day. Wasting a full day, a week, you know, just kind of keeping their CRM up to date so that they can report out and we just saw a problem with that. We said, look, these guys should be selling, right? And spending that time actually doing things that move the needle. So that’s you know, that’s what drives Replyify. And when we built Replyify, you know, from earlier, we weren’t the first tool in the market to do this, right? But we had the unique experience of having a) used most of those tools or b) stand our clients to one of those tools. And we had, you know, first-level feedback from using it and we had second-level feedback from our clients talk about can you do this or that or the other. So when we built Replyify, it really was kind of skating where the puck was going. So we wanted to do three things better than anyone else rather than just being kind of like another ME2 product. First and foremost, we want it to be a safe ecosystem. We wanted a place where your emails were actually going to get delivered. One of the ways we ensure that is we’re very picky who we work with. We don’t take every new piece of business that comes our way, we’re able to do that because we’re not funded. We haven’t raised money. And that’s not because we can’t we just we like control of our ecosystem rather than chasing these ever growing revenue targets. We said, look, we’d rather focus on having a very safe platform to use, knowing that the automation, which is a scary thing, I still get butterflies when I set a new campaign live. But the automation has to be safe, right? It’s got to be comfort there. So that was number one. Number two was it had to be less annoying to work with than anything else out there. And we had a score in our features, in our future, we still have it. How annoying is this, right? And if it is an annoying problem on a daily basis to work with and it gets priority. So we wanted to do things like I’ll give you a really simple one, that doesn’t exist elsewhere. So you set a campaign live, right? You created cold email campaigns, got five steps in it, the initial cold email and the four subsequent follow-ups. They’re separated by wait periods. Contacts get added to those over time. Let’s say you go live with five emails and then two months later you have a case study or you notice that 70% of your contacts are just sitting on that last email. You want to add another email or two, or a case study.

[00:12:37.550] – Dancho – And reach the sequence.

[00:12:39.060] – Ryan – Exactly. And in the other system, you’ve got to create a new campaign. And now you have the same campaign basically split into two, in two different places and you got to move contacts around. With us, you just click a button to extend the timeline and you add your additional emails at the end of the timeline. So that’s one example of, you know, between you and I, it’s like it’s an obvious feature, but it’s overlooked. It doesn’t exist out there. The third component of kind of you know, how we built this and how we wanted to be kind of different was the level of support that we bring. And that’s supported by the first two pillars, right? Of safety and less annoying, right? When you create an easier to use platform, you get less questions from clients. When you’re a safe platform and you don’t work with everyone and you really can focus in on who you do work with, you’re able to build the feature set and have them comfortable using it and then offer incredible support, right? So the support you’re getting from our team comes from people like me. I have the support queue sitting up on my desktop at all times, on one of my three monitors. We have engineers sitting there. We’re very, very fast and responsive, and getting back to people in part that’s helped because we don’t have 40000 clients who are all kind of asking this. We select our clients when they come in, the folks who are sending spam or who want to blast out 30000 emails to a bunch of personal email addresses, we know where we send them, right?

[00:14:14.400] – Dancho – Do people still do that?

[00:14:17.652] – Ryan – People still do that.

[00:14:17.760] – Dancho – Really? Wow! That was like 90 something year.

[00:14:23.700] – Ryan – If you’re listening and you think that whether you’re an Executive or whether you’re someone on the Growth marketing team or the Sales team, and you think that just going out and buying a big list is going to add a value, it’s not. You can’t, MailChimp will not let you to send them out, because you can’t send cold emails with MailChimp. Replyify won’t let you send them out. You know, we use your email connection to send the emails so they look and feel like they’re coming from you just don’t have to waste the time sending them one by one. But there are limits that you have to account for. And there are you know, the general rule of thumb is what you do on Replyify you would have done by hand manually if you had time to do it, which most of us just don’t have. But yeah, people are still coming with big lists and trying to blast them out. And that’s a recipe for disaster.

[00:15:19.590] – Dancho – No, but as you’re saying, I completely agree. Replyify is an automation tool, it means that it’s going to do exactly what you’re doing, is just going to save you time. But you wouldn’t put a hundred thousand emails and send them manually so, Replyify to save you time. It’s a case that you wouldn’t do it manually. So at the end of the day, the automation tool should save you time, but not do weird stuff. And I mean, in BizzBee Solutions we also do I mean, Ryan, LinkedIn and Email marketing and we do get requests like how much it would be to send half a million emails per month? And we’re like, good luck. We’re not into that business because identifying who is your ideal client is the cornerstone of 21st century. I mean, I thought that it was a long time ago when we were getting “Buy Viagra” on your email and that’s like blasted through hundreds of millions and conversion rate of 0.0000 and a few zeros and then one. But I’m surprised from time to time I still get some kind of weird emails. But I thought that in the B2B world, people are beyond that. I mean, identifying who is your ideal target, find them and start reaching out. Of course, you want to use tools in order to be more efficient in your workday, but not to the degree to start mass spamming people around.

[00:16:43.830] – Ryan – Exactly. There’s legal implications there, right?

[00:16:46.830] – Dancho – Yes.

[00:16:48.420] – Ryan – Based on where you’re based, there’s legal implications to really high volume. There’s practical limitations like, all right, you send one hundred thousand emails out. What do you do if you get 30000 people reply back to you, right? How do you handle that? You drop the ball on most of them. So the most success we see with our clients is more of like a hand to mouth approach, right? And it’s using data to try to figure out, you know, for the economics students out there, what is the economic utility like? What is that number? How many people do I need to start, at the beginning of a sequence every day or over the course of the week

[00:17:27.450] – Dancho – Yeah, it’s a funnel. You put new at the top. Something came out. I thought that, yes, since you’re connecting your email, and they’re sent from your email, I mean, Google will penalize if you tried to send that much, much of a volume or your hosting provider will say, let’s pull the plug, he’s going to kill the whole rating of the server.

[00:17:49.410] – Ryan – Amen. Yeah, it’s a, we want folks coming in who are serious about this, taking a sustainable approach, especially with agencies, you know, we do a lot of business with agencies and consultants and coaches and folks to kind of take, you know, top of the funnel sales and business development and prospecting. And they, you know, sometimes they’re a SEO agency or they’re a consultant. They just they’re working with companies who either don’t know how to sell like this because they’re it’s an old school company maybe that’s been relying on, you know, trade shows or cold calling. And we’re seeing a lot of these, a lot of new companies, a lot of new businesses getting created that are going out to existing businesses saying, hey, look, we’ll handle this for you. We’ll do the prospecting for you. Your sales team is still going to, they still need to exist. We’re just going to, they’re going to spend a heck of a lot more time actually on the phone, you know, having meetings and working on deals. And it’s got to be a platform. We have to build a platform that’s easy for an agency with 40 clients to scale and to work with and manage all that and that. That’s really where we’ve been focused. And for the agency, you know, you need to make sure when you’re going in and doing this business on behalf of your client, that you understand the risks that could happen to your client’s business if you got too aggressive or didn’t follow the rules. So we’re kind of there, you know, to work with our agencies and partners and make sure that, you know, even if they’re brand new and we’ve seen quite a few of them over the last couple of years, you know, kind of start up and, you know, where there is as a partner to help them be successful. And, you know that’s part of our DNA here.

[00:19:51.780] – Dancho – I see. Ryan, I really like the sustainability approach that you’re taking. It’s no trick them all, get some money and run. But it’s more, look, we need partners. If you see the value and if we see that it’s a long term, let’s grow together rather than blast a million, we blocked you, you get blocked from your clients, you get blocked from the domain, you get blocked everywhere, and that’s it. And I think that’s the healthy approach. I mean, now, I’m comparing with BizzBee Solutions. I like, we are also five years on the market and I realized that a good client, it’s more of a partner that you just keep on helping them rather than just in quantity change a lot of clients with small services, but in a high turnover and it’s a big headache and administration and everything. While, on the other hand, you could have 10, 15, 20 good clients, that you can really help them, but then you can focus on them and really add value, rather than just another number in your revenue or in your project management tool.

[00:20:49.710] – Ryan – Amen.

[00:20:50.910] – Dancho – But you got me excited. I want to have a look at Replyify. Ryan, I would love to if you could show us a demo and see what kind of magic we can do with Replyify.

[00:21:01.440] – Ryan – Yeah, sure thing. So let me get my screen shared. We only book 15 minutes increments. That’s just, kind of been our style. You know, when I was at Yahoo! we used to, you know, meetings were 30 to 60 minutes long and you know, you give someone that amount of time, they will take it, right? So we like to keep our clients and our meetings, just like 15 minutes, if we need more, we’ll get through more. But really, we like to get on a call like this. And start a screen share. And we’re typically asking some questions at the start of the call, right? Tell me about your process. What are you doing and how many prospects are you looking for? What are you doing right now without this? Tell me about you know, typically we hear things like, well, you know, I go out and I find some prospects and then I send them an email and we say, where do you send an email from? They say, you know, my gmail or my outlook. So, great. You send an email. How do you know when to follow up, and it’s like, well, I have a calendar reminder, every Tuesday from 11 to 1, I go into my sent folder, right? And look and see who I emailed. And then I apply a tag to it. So I know that this is the first email or the second email and it’s just this, like, wonky process that, you know, just you don’t need to do it. So with Replyify, you’re creating a campaign and you can create as many campaigns as you want. The campaigns are meant to be added to overtime. So unlike your traditional marketing automation, you’re going, you only need to create a campaign once and then you’re adding contacts consistently to that campaign over time, daily, weekly, monthly, whatever. You don’t need to recreate a new campaign every time you want to send out a new email. So the campaign consists of a sequence of emails separated by wait periods. And whenever you add a contact, they’re going to start at the top of the sequence. They’re going to get email number one. And then, you know, four days later, as long as they don’t unsubscribe, which we do provide unsubscribe links if you want to use those, as long as they don’t unsubscribe or reply, we do have automatic reply detection. Both of those events are going to prevent the email sequence from continuing, right? So it’s safe automation. You never have to worry about someone who unsubscribed or someone who said, hey, I’m interested, let’s set up a call or hey, I’m not interested, please take me off your list. You don’t have to worry about them getting a follow-up email.

[00:23:37.110] – Dancho – I see.

[00:23:38.870] – Ryan – The way that the emails are sent, they’re not rapid fired, right? So the emails are are programmatically sent out to look human-like. We even have a warmth account feature, where if you’ve never sent cold emails or if you have a new email address, we have some functionality that will actually help to warm up your email account, which is really important for long term deliverability. Call it “coming out of the gates too hot”, right? Flying too close to the sun.

[00:24:08.630] – Dancho – Yeah, you’re going to rush and burn the domain or the email and then you need a new email.

[00:24:12.590] – Ryan – Exactly.

[00:24:13.430] – Dancho – That’s no longer delivering any value.

[00:24:16.670] – Ryan – Exactly. And, you know, kind of going back to if you’ve never sent cold emails at scale, in scale being, what’s called a couple hundred emails a day. If you’ve never done that before, then you’re going to want to start warming up your email. It’s going to help to kind of build up the volume, just like working out or running. You don’t put your shoes on for the first time in five years and go out for a ten-mile jog. You warm up, you do your stretching, you work your way into the one kilometre mark, one-mile mark, and kind of work your way up. It’s the same way with email. You’re signalling to your mail provider that, you know, what you’re sending is of high quality and is being well received. There are positive and negative signals that can have a negative or positive impact on how many emails you can get out and whether or not those emails end up making it to the primary inbox. So, again, our tech at the very beginning is all kind of centered around making sure that all the safety settings are built in to ensure that or give the sender the best possible chance that they’re in this for the long run, that they’re not going to do anything early on before really knowing how to use the tech that could have a negative impact on them. So one example that are our variables, right? So you see the high first names, you click on that all of our variables have fallback values. So in the case, where let’s say you add 50 contacts that one of them doesn’t have a first name, you’ll never send an email that says hi, bracket, bracket, insert first name here.

[00:26:00.680] – Dancho – I love those emails, honestly. I received several of those emails over the year and I was like, okay, I’m part of automation. Thank you very much.

[00:26:12.770] – Ryan – So that’s the goal with us, it’s automation that doesn’t look automated to your email server, to your recipient or to your recipient email server. That is first and foremost as goal number one for us. When a new client finds us and wants to test it out, we have free accounts to test with, the best thing to do for folks who are listening, go to Replyify.com, probably put a link in here and in the show notes or whatever.

[00:26:39.290] – Dancho – Yeah.

[00:26:40.160] – Ryan – If you let us know, so there’s a chat at the bottom right of all the screens. Let us know where you found us. Be happy to offer an upgraded free trial to anyone who found us by way of watching this and we’ll get you set up and started in the right way. But it really comes down to, you know, if you can write an email, you can use Replyify, you need to write up a couple of emails and you don’t need to go live with your entire 10 step email sequence. So forget the paralysis by analysis. You need to have a couple of emails to start with. You can always add more later, but get them set up in Replyify, once you get in, click create a campaign, copy and paste your emails and we offer all of our new clients free or paid. We’re happy to review your emails for you before you go live. That’s twofold. One, it gives our clients some reassurance that they’re, you know, if they meet us in the middle, and that’s the approach we take with a lot of things. If you meet us in the middle, you’ll get way more than you expected. But if you write up your sequence, we’ll review it for you and help to put you in the best position to get responses. The second part, it helps us, because if we see that what you’re sending is actually technically spam, you’re trying to sell something in your email as opposed to when you’re not marketing it promotional. That’s a great place for us to kind of catch something and either, you know, figure out how to fix that or, you know, ask the client to take their business elsewhere where they might be a better fit.

[00:28:26.470] – Dancho – Got it. So from your perspective is if you try to fool us, it’s better to try at the beginning so we know who we are dealing with rather than just going and realize afterwards?

[00:28:38.500] – Ryan – Exactly. Because even though the emails are coming from us at the onset, there are tracking links. So there is open tracking, there’s click tracking, you’ve got full visibility into who’s doing what, who’s opening, clicking, engaging with all of your emails. There’s time stamps, user agent. You can see all of that in order for us to track it, we have links, tracker links. Pretty much everyone listening is probably familiar with open tracking or click tracking. So in the case of a bad actor who goes out and sends a bunch of spam, just like with your Mailchimp, right? If you’re on a shared IP address and one of the shared tenants gets blacklisted, that affects your deliverability. Same with us. So we were very, very careful who we let on the platform and who we work with. And that’s, you know, that’s a big point of differentiation for us. We also let you customize those tracker links. Typically, folks aren’t doing that on day one, when they’re just getting started. But as you get into this, we let you kind of take those track lengths, you know, tie them into your DNS so that the trackers are on your brand visibly and as well as, you know, from a reputational standpoint. So we do give clients the ability to customize that.

[00:30:00.940] – Dancho – Nice, nice. No, I mean, Ryan looks quite exciting, especially because you set up the sequence once and then instead of creating a new campaign every time you have the sequence set up and then just adding on top of the sequence, just new contacts, that are entering message one, delay message two, with the customization.

[00:30:20.680] – Ryan – Right. And we have A, B, C, D, E, F, G testing as many variations as you want. The emails can be again, making it look humanlike so you can tell all, you know, Replyify at what time do you want step one starting or two starting, or three starting or four, and change it up. Again, you want to signal, you don’t want to signal to your prospects that hey, Ryan sends me an email every week at 11 o’clock. Right. So I’ll send email. One might go out at 8 a.m. or start going out at 8. Email two might go out at 2 p.m. Email three might go out at 10 a.m. Email four might go out at 9 p.m.

[00:31:02.050] – Dancho – Yes. Ryan, that could also help a lot if you’re working with different time zones. So if you’re sending to US, you can say, well, it should be in a different time zone. If I’m sending it in Europe, then I’ll just adjust the time at what time the messages should be sent.

[00:31:14.890] – Ryan – For sure. And you can do all of that through the settings. The emails can be threaded together so you can keep them all in the same thread. I know a lot of I used to do the fake Ari Colon and then copy and paste your first message below. You don’t have to do that. You just turn the bump on, it automatically does that with the time stamp.

[00:31:35.950] – Dancho – I’ve done that. I confess.

[00:31:38.950] – Ryan – We all have.

[00:31:39.560] – Dancho – And then sending the second message, then you’re making a line and then you are copy-pasting the first message, so it really looks like you’re just threading the messages.

[00:31:47.320] – Ryan – Exactly. So that’s another annoying feature that we just built in the Replyify, you know, from beginning. This platform is, if your experienced cold email and you’ve been using something else or your CRM, this is worth taking a look at. If you haven’t checked out something new in the last couple of years, if you’re new to the game and you haven’t sent cold emails before, you’ve been doing this manually, we might include this in the show notes as well. But we send a lot of our clients to a course that we built. It’s free. You can, we can get this linked. It’s email-based. You’ll get one email a day for the next seven days. A lot of our clients who are kind of new to this or even if they’ve been doing it for a while, they just affirm that what they’re doing is on the right direction or wrong direction. But you can literally follow that course for an entire week and have a prospecting system set up from soup to nuts. And all you need to do is just make sure you’re continuing to add contacts to those campaigns and continue to test. It’s really easy to get start. A lot of people, they just get nervous, you know, especially with automation, don’t get nervous. We have everything built in to make the nerves go away before the automation. We will review your campaigns for you. You know, I’d be more nervous about wasting, you know, 5, 10 hours a week, not selling and missing quota. Then I would be about using safe, smart automation, to reach out to my prospects. And if that resonates with folks out there listening, then we’re in the right place.

[00:33:38.720] – Dancho – Yeah. And Ryan, our main target audience with this video series are high-ticket service providers in terms of consultancies, marketing and sales agencies and software companies, and I know the headache as a consultant, where you have, when you’re charging clients at high per diem or daily rates, that you need to spend a lot of hours in the manual and follow-ups and things, where if you have a tool or a platform that you can just delegate, not outsource, just delegate to an automation to do it for you, all that extra time, you can be more focused on being on the phone or closing calls or even doing the actual execution. So in terms of yeah, on the software, I have to move forward Ryan, with the questions I actually had. I’m curious to hear where is the platform headed? Like what is the roadmap like, or the future plans of Replyify?

[00:34:33.350] – Ryan – Yeah. So right now we’re in the middle of a third-party security assessment penetration test. So we do that yearly, it’s an annual check-up. We’ve been growing a lot over the last year, I think, you know, with Coronavirus and Covid. And I didn’t want to go down this direction. But like, it’s real for us. And people have, you know, experience it for better or worse. What we’ve seen is that a lot of businesses who were historically, you know, their sales teams were charged with going out and selling in person or making phone calls. And, you know, you were finding that the people on the other end of those phones, oftentimes their phones were in the hands of their three-year-old kids who were streaming YouTube or watching a video. And they weren’t picking up their phone, right? They weren’t sitting at the office. Even as we all start to go back to work, I think, you know, the biggest trend that we’ve seen in this last year has been more traditional manufacturing or older school businesses who have had kind of ingrained sales processes that they haven’t diverged from for the last five, 10, 20 years. We’re seeing them be more open and receptive to automation. And trying to extend what they’re doing with their existing CRM. So for us, as we kind of build out from a platform perspective, again, safety first is always going to be number one for us. We keep our engineers on the front lines for support. A lot of teams hide them kind of back in the back room so they can just bang out code all day. We put our engineers in the front line. You will see them when you come and ask a question, you’ll see them there. And what we do is we listen to our clients. And the nice thing about having an engineer sitting on the front line of support, as questions get more, as they come in more frequently and there’s a higher density of them, that typically signals to us that’s something to look at. So our long term product roadmap is always looking at safety and security and how do we scale, right? When the next agency coming on board that’s going to have a thousand clients that we need to be ready for. Because they need to manage those from a single interface. How do we ensure that the platform is secure and safe? And, you know, for those larger companies who might have some security requirements, how do we make sure that we have their I.T. team satisfied? And then it’s looking at other integrations and ways to integrate with both CRM as well as other tools that you might be using. Here’s one last trend that we’ve seen and how it kind of ties in. So we’ve noticed a lot more people in the last year in addition to the new kind of sales and marketing organizations that are now starting to look at email automation and prospecting. We’re seeing folks like the VP of Marketing or the Head of Account Management or Customer Success at companies who typically didn’t use this type of automation because they always had something. The marketing person would send emails through MailChimp. What we’re seeing now is more of a collaboration between marketing and sales, where marketing will send out an email blast to 30000 people about a webinar. That will trigger in a two-step or three-step email sequence that’s initiated from each account executive or account manager. That takes the opportunity to say, hey, I don’t know if you saw the note from our marketing team last week about the webinar coming up. I just wanted to make sure you saw that email. Why? Because look in your own inbox, you know, the emails that get sent out from bulk email automation systems, oftentimes, if you haven’t created a role, they end up in the promotions tab or other inbox or unfortunately, the spam folder. The emails from Replyify don’t. So getting in front and kind of supporting what marketing efforts are doing with an email campaign helps to increase the efficacy of getting people to that webinar and gives you a chance to reach out to your customer without sending a naked email. And a naked email is like, hey, Joe, Ryan here just checking in. It’s been a couple of months since we talked. How is everything? You’re offering no value there, right? So when marketing and sales work together to support both the, you know, the outreach to prospects and to existing clients, both kind of bespoke and small scale as well as scale, and they’re working together. You know, high tide raises all ships. We’re seeing a lot of traction happening there. And I don’t think we have the perfect solution in terms of how to handle every single one of those situations. But we’re looking at it. And that’s a significant interest for us.

[00:39:51.210] – Dancho – I see. So you’re directed in the right way. Well Ryan, I just had one more question, in addition, is that many of the agencies that work, you said we work a lot with marketing agencies. Is that do you have any partnerships options? I mean, I know that some of the companies have some resellers or affiliates or white-label or manage service. So I just wanted to check whether you’re open to those kinds of opportunities with Replyify?

[00:40:19.170] – Ryan – Yeah, yes. Short answer. Yes, we have a referral program, we have an affiliate program. A lot of times it comes down to having a conversation with the actual company. I’ll give you the reason why. Some agencies might front and load the price of a Replyify, when bringing it out to their clients. We might be able to work out a deal where, you know from their clients perspective the cost is X, but their actual cost is X multiplied by a percentage off. That’s one way of handling it. The alternative way is fine, you’re going to pay full boat and charge full boat and you want something on the back end that’s different. It’s effectively it’s the same thing. It just depends on and what the need of the agency is in terms of how they need to pay, bill or whatnot.

[00:41:24.250] – Dancho – But you actually have the flexibility in order to I mean, I’m not saying that every client should have a benefit, but I’m saying that if there are agencies that are working in the field, then they can actually even actively promote you. But I think I understand your point. You’re always open for cooperation or collaboration. Now depends on the case or in what is in front of you. Then you know how to approach.

[00:41:48.430] – Ryan – That’s on the compensation side for in terms of like dollars changing hands, yes, you’re exactly right. From more of just like the human to human side. We don’t nickel and dime, so we don’t do it for our agency partners coming on. If you’re not sending out cold emails on your own and there are ways to kind of earn your own free accounts for it. But if you’re just managing clients, businesses, we don’t nickel and dime and make you pay for an account to upgrade to be able to switch in and out of those accounts from one interface. That’s one of the cool features.

[00:42:26.440] – Dancho – If you’re looking for an agency that you actually sell cold prospecting, it’s weird not to believe in the product and use it yourself to find yourself more clients.

[00:42:36.010] – Ryan – Right, but not everyone does that from day one. So like you should be, right? But if you’re not doing that from day one, don’t worry. We will give you your account for free and have that be upgraded so that you can manage the agency. And again, the agency management, let me hit the switch accounts button. I’m still sharing my screen. One dropdown, you can click and jump into any of the clients that you manage from one interface so you don’t have to log out or log in. Your team members, your virtual assistants, whoever is going to be helping you create these campaigns. We don’t nickel and dime for their accounts either. So, again, if you’re an agency, if you’re a service provider, if you’re someone who needs to manage this type of activity on behalf of your clients, the first step is to go to Replyify.com or send me an email to ryan@replyify.com, get this in the show notes and then we need to have a quick meeting. We’ve done this a lot. We’ve helped agencies out there like digital kryptonite, started up, built their platform on Replyify, ended up selling it two years later. So we know how to work with agencies.

[00:43:57.790] – Dancho – Nice, nice. I mean, I want to thank you very much for being part of the show. I’ll make sure that, yeah, usually after every recording at the bottom, we leave the link from Replyify.com. If you can also share with me for the online course that I saw so people can actually have access to that link. And of course, from there I checked on your website, you have a free plan so people can actually start from there and just, you know, try from themself in order to see how it works and how it works for them specifically. And then, of course, you have the premium packages with, of course, premium functionalities.

[00:44:35.480] – Ryan – Exactly, and if you have any questions, we love to have our first calls, they’re typically 15 minutes long.

[00:44:43.790] – Dancho – Short to the point.

[00:44:44.540] – Ryan – Short to the point, we want to be respectful of your time. We know what we’re doing here. Consider us a partner in your growth and that’s how we operate the business. The software stands on its own. The team, the support and the guidance you’ll get from us, whether you’ve been doing this for 10 years or you started a new site, you know, 10 days ago. We will help guide you in the right direction as much as you like.

[00:45:15.500] – Dancho – Perfect. So thank you very much. Everybody now you know Replyify.com. This was Ryan, everybody. You could have the link at the bottom. Give it a try. If you like it, I’m happy that you found an automation that at the end of the day, it will save you a lot of time instead of sending all those manual emails, that there is a platform behind you that sends the email, does the follow-ups and takes care of, as Ryan said, annoying parts of your prospecting process into a single platform. Ryan, thank you again for being part of the show.

[00:45:49.640] – Ryan – Awesome. Thank you.