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[Music] hi my name is couch one and welcome to selling palette TV today we have the pleasure of meeting with Christopher Lee he's vice-president solution engineering with Oberoi announced this correctly you did well it's a barrel a bear a bear how does explain the name Oboro Oh Barrow actually came from the Shakespeare play Midsummer Night's Dream so it's a play on Oberon actually the king of the five leagues the king of the forest right yeah the founder came up with that so that's and tell me about the company so we're a software company based out of Toronto Canada we've got a location in Romania as well as one in the US and our focus is on sales performance management so we've got a slightly unique play on our offering versus the other incumbent vendors in the space so most of the vendors in the space within sales performance management focus on either sales planning or sales execution but really don't kind of bridge the gap between the two so our focus is really trying to bridge that gap right so that means that we provide solutions for sales planning and forecasting the incentive compensation management sales profitability management and one of our more recent offerings at sales predictive analytics right so we're really trying to kind of integrate the processes that support sales sales ops HR and finance right so somewhat of a unique offering so who is using the software primarily say the primary user is probably the sales operations team right the low-hanging fruit is always incentive compensation management right that's usually our foot in the door right and with that it's you know compensation team sometimes the sales operations teams oversee it sometimes even finance is sometimes involved especially when it comes time to actually push the results of your Commission calculations to the payroll finance usually has some sort of overlay there but I would say mainly at sales operations that we work with so what is the trend that you see in more analytics moving into the sales operation space so we're finding that traditionally this has been a relatively slow moving space in the sense that you know for about 15 years or so there's been companies that have been helping automate incentive compensation management the way we look at things is that's one piece of the pie you can't just start in stop with incentive compensation management you need a broader capability and the other capabilities were typically and traditionally managed within Excel so really what we're trying to do is provide a solution which replaces Excel right so if you were to think of the way our solution works it's really almost like Excel on steroids it's actually how sometimes we you know position it to our customers where we leverage all of the great things of Excel you know kind of the freeform nature the fact that everyone is familiar with it right the kind of the formatting capabilities that are available to Excel but we strictly all the bad things lack of data integrity you know traditionally Excel heavy processes require people to manage these Excel workbooks distribute them amongst a number of people and sometimes there's data integrity issues right because you kind of get lost in the mix of these Excel workbooks so what we do is we leverage the Excel look and feel but we connect an underlying central database to Excel and then publish that to the web so all of the bad things that Excel gets stripped away do you numbers any research that sort of show them do things that they just will accelerate that tool we find that you know traditionally anyways what it does do is it eliminates them spending time on things that don't help close deals right so there's this concept of shadow accounting which is really just a fancy term for saying that sales reps have not a lot of trust and what it is they're being told they earn right so what they do is they spend a lot of time on the back of a napkin trying to kind of reconcile I close I steal and that was for a thousand dollars so I'm supposed to get five percent of that right you know etc etc and all of that time is of course unproductive time it's a non selling rhyme right so the more time they spend doing that the less time they sell ten selling yeah and I imagine you make it easier for the sales manager to avoid Commission disputes because everything is recorded and visible to both that's right so normally what we find is even with some of the automated solutions out there is the system still calculates the compensation and then disseminates the comp statement at the end of the period that might be a quarter that's just not fast enough right so what we provide is real time insight right so as soon as the deal is closed it integrates with whatever system is used to capture that deal flows into our system we calculate the incremental and compensation based on that deal and then distribute it both to the sales manager to the sales rep so gone are the days where you know everything is inundated at the end of the pay period where you know all of the reps review their statements and say hey you know what there's a problem with this that and that now as those issues come up because they don't get eliminated altogether right but as those issues come up then they can be dealt with at that time so you kind of spread the you know the management of the process over a period of time rather than all at the end of the period right huh Christopher how can people learn more about Oberoi calm there's a number of different ways we actually have two websites one is a Barrow spm calm right and we have a very deep-seated solutions team and that website is a Barrow solutions calm right we also are you know we come to a lot of the trade shows a lot of the conferences like sales 2.0 as an example right so we're really getting the name out there and and there's a lot of different avenues to to come visit and learn more about the organization so if you want to enjoy a Shakespearean play cuz your website that's right a very uncommon okay thank you so much thanks a lot appreciate it you