well let's proceed to additional roles
sure what do you have so additional road
the most important i would say is head
of research he is bast of that sells
research fox and he oversee all research
department the expert of reading data
and the also talking with like an
industry committee and they try to
understand that what is the best way to
collect data and what's the best way to
do the calculation so the gatekeeper to
make sure our data is really meet
industry standard
30 and i think this is really important
when you look at it even though he's the
boss he's not the champion the champion
is is a person working for him and he's
pulling his boss along because the boss
often isn't is knowledgeable of the new
technologies or the new kind of in this
case data analysis and his application
this yes is wagging
yes alright so head of research
influence number one
hmm what are the influences do you have
we also have third-party consultant how
these people serve TV network and gives
a new insides help them to make some
strategic decision so when we first
pitch our solution to TV network
the next thing happen is oh you guys
should talk with this certainty
consultant because they can help us to
better understand how we can benefit
from your solution so these people were
also very important and you probably
didn't even know that they were in the
dmu I mean we didn't know that at all
and then actually interesting happen is
we first pitch 21 TV network to
introduce us to one consultant reached
another TV network to introduce us to
the same constant we know that
consulting extremely important actually
down rehired that consultant to help us
as well
well they're smart that's our discovery
journey and I would say that that this
is interesting scenario and it's not
always this way but in this case the
head of research is that is the is the
most important influencer and the
outside person is the second most
important influencer sometimes it's
reversed the inside people don't do it
very often the outside people do it all
the time so you can actually reverse
that in this case that's not true
one of the point I just want to make
about the influencers in this case it's
a consultant in often it can be a
publication consumer reports or it might
be a website where it might be someone
who endorses it might be Oprah Winfrey
it doesn't have to be a physical person
it could be a website at a publication
some kind of endorsement that you need
to get that mean look at or a rating
you're an Amazon book reading or
something like that
yeah so this is very very common to
important influences doesn't round out
your list of influences do have more
yes is this the inventors because we are
not only company serving this TV network
that bind data from other companies and
some of them offering a kind of similar
service reasons so they also want to get
your opinion of existing better because
the invested a lot of money existing
vendors and the working relationship is
pretty good so they also want to
understand like hey we got a new vendor
how do you guys think about their data
but the existing vendors sell your
competition so they incentive to
actually be negative about you exactly
most of the feedback from these people
are not very good this is another very
common one who else are they speaking to
you might say well it's not very
important
will these other existing vendors they
see on a regular basis and even if they
don't understand the new technology T
visions technology and they don't
necessarily want a new person in the in
their ecosystem speak and it might not
make be rational
it might be social but that's the way
that the the people the primary role
people may be deciding they don't want
to go to war with some other vendor that
they'd have to deal with on a regular
basis so it's very much in yawns
interest is very often in your interest
as entrepreneurs to understand who are
these other people and to go out and
speak to them and it may just be a
personal phone call a cup of coffee at
dinner or something but you want them to
be on your side and they might not have
rational technical reasons but you want
to make them they're not the most
important influencers but they can
certainly hurt you and they can help you
some
but it's important understand it's not
just the technical people who understand
your technology there's a social aspect
of this well and they could be playing
golf together
absolutely they could be going to Las
Vegas to convention every year and the
you know the economic buyer and you know
wants to continue to go to that that's
part of his you know benefits of working
on the job you just have to understand
all these things you have to walk in
your customers shoes to understand them