Podcasts about thoughtwire

What's up everyone, today we have the pleasure of sitting down with Sandy Mangat, Head of Marketing at Pocus. Summary: AI and outbound prospecting has flooded our inboxes with poorly personalized, irrelevant, and frankly lame template attempts at human connection. But some teams are seeing the light… the purple light. Sandy takes us inside the dimly lit fortune telling parlor of Pocus where we gaze into the swirling galaxies of the crystal ball of modern sales. We travel through visions of product-led sales, network referrals, signal correlation and AI agents all swirling together to fill pipelines. About SandySandy is based in beautiful Vancouver BC, she got her start at GE Digital in Product MarketingShe later moved on to ThoughtWire, a tech company specializing in smart buildingShe then joined Charli AI, a multidimensional AI company specializing in the finance sectorToday Sandy is Head of Marketing at Pocus, an AI-native prospecting platform trusted by high growth companies like Asana, Monday, Canva, and MiroOutbound Needs a Cold Hard ResetThe blunt reality about outbound sales is that automation obsession and meeting quotas have created a wasteland of deleted emails and blocked LinkedIn profiles. Sales teams continue spraying prospects with templated messages, while response rates plummet to new lows. Yet leadership keeps pushing for higher volumes, creating a self-destructive cycle that poisons potential customer relationships before they begin.This mess stems from sales organizations fundamentally misunderstanding what drives genuine business relationships. Sales leaders chase efficiency through automation, treating prospects like data points rather than future partners. The result? Inboxes overflow with desperate attempts at "personalization" that read like they were written by a caffeinated robot trying to sound human. Meanwhile, genuinely interested prospects have built fortress-like defenses against the daily barrage of cookie-cutter outreach.Consider how actual business relationships form: through authentic interactions, shared understanding, and carefully built trust. Successful outbound motions mirror this natural process, whether through thoughtful event networking, well-researched phone conversations, or precisely targeted digital outreach. Even companies swimming in inbound leads eventually require strategic outbound capabilities, especially when expanding into new markets or launching products that demand fresh customer conversations.The path forward demands embracing what experienced sales professionals already know: shortcuts and automation cannot replace genuine human connection. Sales organizations must rebuild their outbound approach from the ground up, focusing on quality interactions over vanity metrics. This means investing serious time in prospect research, crafting genuinely personalized messages, and showing patience as relationships develop organically.Key takeaway: Sales teams have to abandon the lame industrial approach to outbound prospecting and return to building relationships and human-centered selling. Ditch your batch and blast automation addiction, focus on qual over quant, and giving sales professionals the time and tools to build authentic relationships rather than chasing arbitrary activity and volume metrics.Building Sales Teams for Product Led Growth CompaniesProduct-led growth companies harbor a poorly kept secret: they all run sales teams. The idealistic vision of products that "sell themselves" crashes into market realities faster than venture capitalists can say "negative churn." Companies like Miro, Asana, and Canva discovered that relying solely on product-driven acquisition limits their growth potential, especially when expanding into new markets or use cases.The evolution of PLG sales teams reflects a sophisticated marriage between product usage data and human-driven outreach. These teams capitalize on product signals that indicate expansion potential, creating what Sandy calls "warm outbound" opportunities. When users demonstrate specific engagement patterns or hit usage thresholds, sales professionals step in to guide them toward broader adoption or premium offerings. This approach transforms traditional cold outreach into data-informed conversations with already-engaged users.Yet even these PLG darlings recognize the strategic value of traditional outbound sales. They approach their go-to-market strategy like a diversified investment portfolio, using cold outreach to hedge against the limitations of product-led acquisition. This hybrid model proves particularly valuable when testing new markets, launching products, or exploring different use cases. The rapid feedback loop from direct sales conversations provides invaluable insights that pure product analytics might miss.The WordPress.com experience illustrates this evolution perfectly. Despite massive organic traffic and brand recognition, they eventually built a sales team to capture enterprise opportunities and service-based revenue. This mirrors the broader industry pattern where even the most product-centric companies discover that sustainable growth requires a balanced approach combining automated product experiences with strategic human intervention.Key takeaway: Successful PLG companies build sales teams that leverage both product usage signals and traditional outbound tactics. Rather than choosing between product-led or sales-led growth, organizations should create a balanced strategy that uses product data to inform outreach while maintaining direct sales capabilities for market expansion and enterprise opportunities.How Product Led Sales Teams Time Their Customer OutreachThese days every SaaS company wants the magic of product-led growth: minimal sales headcount, viral expansion, and revenue that scales without an army of account executives. Yet behind the glossy investor decks and growth charts lurks an uncomfortable reality about human intervention in the sales process. Even the most automated, product-led companies scramble to hire sales teams the moment enterprise deals enter the picture.The data tells a ruthlessly practical story: throwing sales resources at every free trial wastes everyone's time while ignoring high-value accounts costs serious money. Smart companies obsess over usage patterns, tracking signals that indicate when a prospect needs human guidance versus automated nurturing. They build sophisticated scoring models to spot accounts teetering between self-service success and quiet abandonment, timing their outreach to tip the scales toward expansion.Sandy points out how divergent growth patterns demand radically different playbooks. Some products drive natural expansion through viral team adoption but struggle with initial activation. Others convert early users easily yet hit a wall when trying to expand across departments. These distinct patterns create clear intervention points where human touch generates outsized returns, whether that means helping a complex enterprise implementation succeed or guiding teams toward advanced features that unlock real value.The reality of product-led sales revolves around mapping your market's actual behavior, not following someone else's playbook. Enterprise deals often demand early sales involvement due to security requirements and complex buying processes. Other segments thrive on automated expansion until they hit specific technical or organizational barriers. Companies who understand these patterns build flexible systems that deploy sales resources at precise moments of maximum leverage rather than burning cycles on low-value outreach.Key takeaway: Map your actual user b...

“You built a building 25 years ago, and the stuff you put in there, it's still there.” -Keith Berkoben of Google"For consumer facing technology, you know, people talk about the market working in all kinds of mysterious ways, but if you don't have a feedback path, the market doesn't work.”- Andrew Rodgers of ACE IoT“So you have this fundamental difference of perspective, where the people who ran the companies saw technology is a risk and a cost. And then you had the markets saying, well, I'm not going to go into that market and develop anything technological, because I can't get enough uptake. And between that and the .com bust…”-Joe Gaspardone of Montgomery Technologiesr“So you need this IT/OT hybrid skillset that really a lot of organizations just don't have today.”-Kyle Tooke of ThoughtWireMentions and LinksEpisode 5 with Troy Harvey of PassiveLogic (1:30)Episode 29 with Trevor Sodorff and Keith Berkoben of Google (10:45)Episode 19 with Tyson Soutter of Siemens (12:31)Episode 18 with Logan Soya of Aquicore (15:14)Episode 24 with Mike Brooman of Vanti (18:31)Episode 20 with Andrew Rodgers of ACE IoT (24:25)Episode 26 with Emmanuel Daniel of Microsoft (26:26)Episode 22 with Kyle Tooke of ThoughtWire (29:47; 34:40)Episode 27 with Joe Gaspardone of Montgomery Technologies (30:37)Episode 30 with Matthew Vogel of Microsoft (35:42)Episode 15 with Deb Noller of Switch Automation (38:00)Watch on YouTube or read on the web.Get full access to Nexus.

“The context is the critical piece. When companies are trying to understand, why do I need a digital twin? What's the value? It's about context; and it's about reasoning, which allows you to make better decisions, more timely, and that's going to improve experiences for everybody - operations as well as the employees or the tenants that are in your buildings.”—Kyle Tooke, ThoughtWire   You can find Kyle Tooke on LinkedIn.Watch on YouTube or read on the web.Get full access to Nexus.

In this edition of the Early Adopter Research’s Designing Enterprise Platforms Podcast, Dan Woods, principle analyst of Early Adopter Research spoke with Stephen Owens, the CTO of ThoughtWire. They discussed ThoughtWire’s platform for creating interesting applications based on sensor data, digital twins, and various types of automaton and analysis. Their conversation covered: * 2:00 -- The power of semantics with digital twins * 18:30 -- The core dogmas of ThoughtWire * 33:00 -- ThoughtWire's magic tricks with specific use cases

Raphael Wong is the Director of Strategic Initiatives at ThoughtWire, a Toronto-based technology company looking to disrupt the relationship between humans, devices and information, all with the goal of shaping a healthier, safer, and cleaner world. Prior to this, Raphael was a Senior Associate in PwC’s Private Company / SMB Consulting practice where he worked closely with C-Suite teams on strategic mandates focused on unlocking levers for growth and operational improvement. He’s the Founder of myTechne, an A.I.-driven productivity optimization platform. And he’s the host of The Canvas Series, a monthly podcast where busy professionals share their systems for success. In this episode we talked about facing fears, starting projects, and intentional downtime. We also talked about types of energy, creating systems, and how to stay focused. It was a master class in productivity that got me rethinking some of my fundamental beliefs, for the better. --- Support this podcast: https://anchor.fm/hamzakhan/support

Join in for a conversation with Raphael Wong, the Director of Strategic Initiatives at Thoughtwire. On top of his role at Thoughtwire, Raph is the founder of myTechne.io a company with a mission to create the tools to help you succeed in what matters most in your life. He is also the host of a monthly podcast called the Canvas Series where he explores creating systems for success with his guests. I met Raph through our past podcast guest Luki from episode 23 who thought Raph and I would have a fun conversation and we did just that on this podcast. In this episode we bounce around on how Raph was able to build the role he wanted at Thoughtwire, why he felt he left consulting too soon, what led to him create myTechne, building a system focused on curiosity and much more.

On todays episode we had the pleasure of sitting done  Raphael is an adventurer at heart, loves discussing new business ideas, and is on a mission to help people live a life they are proud of through data, process and technology. By day, he works as the Director of Strategic Initiatives at ThoughtWire, a high-growth technology company that is helping hospitals, buildings and cities operate in a smarter, healthier and safer way.  By night, he is building myTechne - a personal development company using media and technology to help you design the systems you need to succeed at what matters most.  Their flagship offering - The Canvas Series podcast - is a monthly show about busy people and how they are are designing systems in their life to act intentionally, stay organized, and create results that matter.  They also launched a weekly show - Break the System - which unpacks the theory behind different life and productivity systems and explores what it means for you.  Follow Raphael and his journey on Instagram @mytechne.io

Raphael is an adventurer at heart; loves discussing new product/business concepts; and is on a mission to unlock human potential through data, process and technology. Currently, Raphael is working at ThoughtWire, a Toronto-based technology company looking to disrupt the relationship between humans, devices and information with the goal of making a healthier, safer and cleaner world. Prior to his new role, Raphael was a Senior Associate in PwC's Private Company / SMB Consulting practice where he worked closely with C-suite teams on strategic mandates focused on unlocking levers for growth and operational improvement. Raphael is also the Host of his own podcast called Canvas Series that looks to provide people with tools to build momentum and design their life the way they want - with a deeper focus on psychology, business, and personal development. Connect with Raph on social media! Instagram: canvas.series LinkedIn: https://bit.ly/2JsCTJt Facebook: https://bit.ly/2FgtFO9 iTunes: https://apple.co/2HUShkT Website: https://bit.ly/2Hwu8xE --- Support this podcast: https://anchor.fm/georges-khalife/support

On this episode of The Backbone, Eugene Bomba, CFO and VP Operations at ThoughtWire discusses: How he got started in the tech scene and his involvement in the startup ecosystem for a long time both as an operator and and advisor; What ThoughtWire is does and is all about; How's it being back in the CFO seat; The biggest differences between being an advisor for tech startups to being the finance leader of a fast growth tech company; Considerations you make when deciding whether to raise capital or not; The importance of the finance function at an early stage technology company --- Send in a voice message: https://anchor.fm/backbone/message