What we talked about
Welcome back to The PreVetted Podcast, where we spotlight extraordinary people and remarkable talent reshaping our world.
Show notes
Gregory Manly joins the PreVetted Podcast for episode 8.
Full transcript
Federico Ramallo (00:01.803) Welcome to Prevetted Podcast, a blend of tech and leadership. Our goal is to explore the journeys and stories of our guests, revealing valuable insights about engineering and business and sharing them with our community. Our guest today is Gregory Manley. How are you doing, Greg?
Greg Manly (00:18.245) Good, how are you doing?
Federico Ramallo (00:20.566) Great to have you here.
Greg Manly (00:22.498) Thank you for having me. I’m excited.
Federico Ramallo (00:25.005) Great, great, awesome. So let’s start by sharing a little bit about yourself.
Greg Manly (00:31.754) Absolutely. So I am currently the VP of a company called Exact Inc. So we are an outsource finance and accounting firm helping startups usually around their first institutional round of funding with their backend finances anywhere from AP, AR, day-to-day bookkeeping, structural accounting, all the way up to tax filing, tax compliance, but also through that be able to help out
CPA firms that may need some additional help, but also just be an ecosystem partner for founders as they’re looking to navigate their way here in Silicon Valley, but also across the country as a whole.
Federico Ramallo (01:14.189) Great, great, awesome. So you started as a store manager, right?
Greg Manly (01:19.498) Yes, first job, real job out of college that wasn’t lifeguarding. Yep.
Federico Ramallo (01:26.093) Right. How did you progress from store manager in Minnesota it was, right? Connecticut, sorry.
Greg Manly (01:32.718) Connecticut, actually. Yeah, no worries. How did I progress from that to where I am today?
Federico Ramallo (01:40.887) Yeah, yeah, mean, you progress from a store manager to an enterprise account executive, right? That’s a big jump. And you won’t move from Connecticut to the Bay Area, right? That’s a bigger jump.
Greg Manly (01:46.092) Yep. Yep.
to start this like California. Yeah, know a little difference in size and culture a little bit. So yeah, that’s actually a very easy question. It’s a matter of really getting to know yourself as you’re growing into the professional world. So when I was a store manager, I was one of three stores within a mile of each other that were the same. And I was the smallest of each. But
Every day you had a percentage counter of like where you guys were at as a business and, comparatively to your, you know, your neighbors and as everybody else in the district, I always wanted to be number one. so I was always just like pounding my team members to make sure that like we were, you know, hitting the pavement, making sure that we were getting the sales in. And then every day was like, okay, did I win? Did I get it? And became the top one in the district. And I was like, wow.
I’m very competitive when it comes down to sales. So I wound up jumping over to a minor league hockey team out of Massachusetts and doing the same thing, just very inside sales, really 150 phone calls a day. But my goal was to be the best at it and get you to the next step. Literally the money that I got from that job was enough money from gas to get me from my parents’ house to there.
maybe buy a sandwich and then go home. And that was it. There was really not much else going off that way. And then eventually the team moved out to San Jose, California. And a little bit of that competitiveness kind of stuck with me as well. As I came out here, I was in a market with a much larger team. That was actually the parent team of the team that I was working with. And I was like, I am going to be the best here where people are going to want to come see this product instead of that one. And did exactly that where we started really pushing the product out.
Greg Manly (03:45.742) And we were able to get to the point where the company kind of noticed and was like, we should bring these guys on as our sales team for the parent team. But in that time, wound up going towards the software end.
Federico Ramallo (04:00.107) Right, right, very interesting. And what advice would you give to other people, you know, trying to come to the Bay Area, trying to move to a more, you know, to the enterprise world?
Greg Manly (04:14.124) No, absolutely. And I know it can be a little bit of a cliche because you hear it a lot from people. But I would say make as many connections as possible. I’ve always found that in sales, the biggest thing that you need to sell is yourself. you know, a rule that we’ve always kind of I’ve always had is sell this, sell yourself, sell the company and the product will sell itself. So if you’re able to work that target, there’s nothing in this world that you can’t do. So I think
In that end, meet as many people as you can, explain what you’re doing, and people will really see who you are personally. If you’re used car salesman at the end of the day, people will find that out. But if you are there with a genuine passion and a feeling of like, okay, here’s what we’re going to do, people are gonna see that and really gravitate towards that. And I think that’s, has really helped me get to each step because it was never…
by myself, it’s always been working with others and getting to that next role between somebody else, understanding what I do from a day-to-day standpoint, seeing that and reflecting on it and being like, I want him on my team or I know someplace that needs you, you should jump over here. So, and I think that would be the other thing, keep an open mind. I never thought I’d…
first world that I would have this position that I do now when I was coming out of college.
Federico Ramallo (05:43.851) Right, right, it’s the, you know, you don’t know what you don’t know kind of thing, right?
Greg Manly (05:49.08) Correct. Yep.
Federico Ramallo (05:51.703) And then you start going towards the general direction that you want to go and then you start stumbling upon different opportunities that otherwise you wouldn’t.
Greg Manly (06:01.194) Absolutely. And I think so, you know, I, I’m helping a lot of founders out now. And I think the biggest thing I’ve really found with a lot of that is that’s usually what people are asked. What do you want to do? And it’s always, always that tough question because it’s, it’s, it’s always come up so abruptly, you know, like, what do I want to do? But I think really like I left, you know, helping out founders for a little bit. And I was like, man,
this just doesn’t have the same gravitas as watching a founder grow from a two-person shop into a juggernaut. So I think helping founders with their finance and accounting is great, but it could be anything on a service provider side really drives me to wake up every day and help those out that are in need or a little bit lost in this crazy world of Silicon Valley. So that’s…
kind of, you know, where it came through, but I never would have known that if I hadn’t taken the opportunity to jump onto this position.
Federico Ramallo (07:03.341) Right, right. I’ve been going to the Bay Area for many years and it’s, you know, I still find things that amaze me and it has all the extremes, right?
Greg Manly (07:17.506) Yeah, no, absolutely. I think, but I think a little bit of that, think having those extremes is a good thing. I think instead of, because you’re not pigeonholed into certain areas. I know we had explained that I would jumped off from Connecticut. think Connecticut is very well started in their business ways. They’ve, know, insurance capital of the world is where I grew up in and they know what they’re doing and they know the niche of it. But in regards to, you know,
building an innovation that hasn’t really gotten to that point. And it’s always fun going back there, visiting family and going, wait, you guys don’t have door dash? And just little things like that. Or like, I’ll be like, I’ll Venmo you guys. And they’re like, what is that? And then you go back about four years later and everybody has it. So little things like that where there’s those extremes, but people at least have that open mind on each side here in the Bay Area. And I think that’s.
What really makes me love this area is because it’s limitless in regards to what you can probably do.
Federico Ramallo (08:25.345) Right, right. It’s kind of like living in the future. it’s a, you’re two, three, four years ahead of what everybody else is doing with all the craziness of that, right?
Greg Manly (08:35.925) No, exactly. And you got to level off a little bit of that crazy too. Like if you want, and I’ve always said too, like New England’s really great for having that fence in the yard and having the softball that you’re playing, the baseball fields that you were playing on as a kid and having your kids do the same thing. That’s always nice. But if you strive for innovation at the next point, like I do where my mind’s like, you got to keep moving constantly, the Bay Area is a great place to be.
Federico Ramallo (09:05.227) Right. Right. Yeah. Yeah. I, I, I, I’ve seen the, you know, these, cleaning, you know, startups where they pick up your clothes and they, know, they, you know, they, they, they clean up your clothes. Right. So, you know, there were like five or 10 of those at one point, right. And then, you know, they shut down and now it’s like one or two. Right. So, and that’s that, that only thing that the thing only happens in the Bay area. Right.
where you can experience all those startups and all those new things that are coming and then eventually they become mainstream.
Greg Manly (09:43.19) Yeah, no, absolutely. And I think we’ll talk about a little, probably a little bit down the line as we get deeper into the woods there. I think having that diverse portfolio of what people are doing from a product side is something that might be very alien to others, where it’s just like, wait, isn’t that already done? It’s like, yes, but it can be done in multiple different ways. There’s more than one way to brother that bread.
Federico Ramallo (10:09.323) Yeah, it’s part of the innovation that, you know, when you’re innovating, sometimes you’re taking risks, some things are going to fail, right? So, you know…
Greg Manly (10:17.996) Yeah, but you also got to figure out where that success is and be able to emulate a little bit of that as well.
Federico Ramallo (10:25.153) Right, right, yeah, yeah. So what is the most valuable piece of advice you would give to someone aspiring to build a successful career in sales and leadership?
Greg Manly (10:38.346) Absolutely. So I think, you know, be genuine. I know I had touched, like somebody will see it through with your used card salesman. People are really good at, some people are really good at just, you know, putting on scripts and just kind of, you know, spewing out.
whatever is handed to them and sometimes it works if the marketing team really has that effort. But I think being genuine is what gives you the longevity. And I’ve really found that in this business that I’ve been in for the last eight years of outsource finance and accounting is if you’re there to genuinely help a company grow and work and build with them, they’re happy to be that partner for you for life.
But if you’re just there to kind of make a quick buck and then walk out the door They can kind of pretty much quickly see that and roll through that so if you can make a sale anybody can make a sale I think the biggest thing is matter to the stickiness beyond that so I find Having that genuine like piece of it. So I think it’s building that passion inside you as well if you are going to a If you’re gonna even go to a show, right? You’re not and you don’t
have any like feel for it. You’re only going to last so long and go, hey, maybe I’ll jump onto something else. Same thing with work. Like if you’re not feeling it, you know, you’ve to be real with yourself. It’s like, okay, what, what am I looking for? What am I, you know, determining on? and once you find that niche that you really have a passion for, kind of grow and build off through there. so I think on a sales side, that’s a huge piece. It’s just like have something that you love because you are going to get those rejections and that’s fine. but
when it does go through, it’s the best feeling in the world that you can have. And then I think on a leadership end, I think it’s a matter of picking up those around you. I think that’s the other huge thing I love about the Bay Area is you have happy hours with guys that are coming in from multiple different countries and maybe 10 cents in their pocket. And you’re also hanging out in the same circle with a billionaire. And you’re like,
Greg Manly (12:52.704) Okay, what’s really like, the difference here is like everybody’s there to help each other out. It’s never been like, it’s just me and everybody’s picking up that one person. It’s sort of a team effort and it’s like, hey, we all wanna be here and we all have that strive. So let us know what you need to roll through that way. So I think being able to work among a team and figuring out what those individual goals are to reach that same goal as well.
That’s what really drives, I think, a proper leadership where somebody will go to the end of the earth for you. And I think that’s a huge piece of what I look into for a leader that may be leading me and then be able to emulate that out across my team as well.
Federico Ramallo (13:39.862) Right, Yeah, I’ve seen firsthand the community in the Bay Area is amazing. Everybody’s helping each other. It’s really unique.
Greg Manly (13:53.006) And it’s, there’s always something going on. There’s always a, you know, happy hour. There’s always a, you know, panel event and, and it’s not like, panel event. And then the guy who, you know, is leading a VC firm of, know, a couple billion dollars, it’s like, and they’re running out the door. No, they’re stopping and talking to everybody and going, okay, great. And then even when I was doing a lot of, you know, VC interviews over a similar.
webinar piece like this, they would give out their email. It’s like, are you not flooded with just absolute, know, just everybody and they’re like, no, we really want to figure out how we can generally help because you never know who you’re going to come across by. And I think that open mindedness, but also that feeling of like, okay, you know, it may not work for us, but I have two or three other people that may be interested.
it really has that sense of community across the whole.
Federico Ramallo (14:59.427) Are there any specific skills or mindsets you believe are crucial for long-term success?
Greg Manly (15:06.49) I think it is the service side. think in regards to the idea of like, don’t believe things are done just because you’ve got that one job done. It’s an ongoing process that you’re constantly working on to one, better yourself, but also better for everybody else. So it’s a relationship as you’re working in business and sales. You’re really trying to help others get to where they need to be.
whether that you’re selling a service or whether that you are putting out a product that is just being there to make someone stay a little bit happier or easier. If it’s not reciprocated, it’s really tough to be able to grow on top of that because you’re kind of just sort of sitting there on the same line because you’re refusing to grow.
internally, you know, through your own mindsets as well. So I think that’s a huge piece of it. But I think in regards to, you know, long term success, it’s just and I think a lot of, you know, those that I’ve seen, seen it from, you know, above me, it’s just, you know, being able to keep moving as well, like, never, never be able to be complacent. So like, yes, you can pat yourself on the back, you can, you know,
be proud of the work that you’ve done. But then you kind of have to sit and go, okay, what’s the next thing? And then circle that on your calendar and get to that next piece and plateau of where you want to be in your career.
Federico Ramallo (16:43.436) Right. Right.
Federico Ramallo (16:48.055) Awesome. So could you walk us through your process for developing effective sales strategies, especially in diverse industries, like life science, SaaS, and finance?
Greg Manly (17:00.51) Absolutely. I think one, believing in your product is run through, right? But also, again, going back to the sales goals of sell yourself, sell the company, and the product is going to sell itself. So I think those are the three things. I think once you sharpen yourself as a salesperson, it’s like, okay, what’s this company doing? What are we providing?
But also like what’s that vision for the company and then with that you kind of utilize that product through there I think a life science is a huge piece on that and it’s it’s so amazing. I Think that’s the one that really gets me like jumping to that next point is because they are you know Looking so outside the box to make this future better for everybody that you’re just like wow, okay
It’s not just here to make a buck. It’s like there is something here that there’s a passion for. And you’re able to really kind of, you know, be able to sell that, you know, that passion, but also have that solution to a problem that you are dealing with day to day right now. So I’ve worked out of IndieBio out of San Francisco for years. And I’ve met people that have done, you know, synthetic foods, you know, from, you know, up to like chocolate as well as meats.
and just like lab grown stuff where it’s just like, here’s how we’re saving the environment. Whether that be losing cocoa beans to the point where, to the point of extinction. And it’s like, here’s what we’re doing to kind of have that build and solution for it. And you’re really able to kind of work through that. Where I think on a SaaS side is a more, it’s software as a service, right? So you’re…
Federico Ramallo (18:53.005) Right.
Greg Manly (18:53.868) finding somebody else’s problem and going, okay, how can we make this more efficient? And you’re really able to kind of use that through. So I started my software career in a SaaS platform that was helping manage service providers. And what we were doing was making their business more efficient. And it was a long process of working with founders that had been doing it since the eighties with one of the original NACs.
that they’re like, no, we’re good. And you watched a lot of those guys either retire or just kind of sell the business off. But those that wanted to make their business more efficient have grown to substantial links. And some of them have even taken over whole states. Like I know one of my old clients is now pretty much running the state of Nebraska from a managed service provider side. And so you’re able to kind of see that and have that pride in there. And I think on the finance end, it’s more…
Just being able to go, how can I help? Not everybody, everybody’s proficient at their own thing. And I think a lot of founders are really good at their technology at hand, but sometimes not so much on the business end. And that’s not a bad thing at all. It’s just like, hey, here’s the focus and here’s what we want to do, but we’re taking so much time here. having, being able to be as a finance firm and be able to be a professional.
help those that may not have the time or just have that sense of complexity around the financial structure. I think that’s what really pushes it to the next level of like, okay, here’s your problem in the sense of here’s what’s roadblocking you from getting to that next step. Here’s how we can kind of create that solution so it can be off of your head.
Federico Ramallo (20:46.863) I’m sure that the feeling of I was part of that growth, right? It’s appealing, right?
Greg Manly (20:54.856) so, so a hundred percent. I have it off to my side here. So in life sciences, I remember I, we, did a happy hour with me and a couple other service providers back in 2018, out of second street in San Francisco, that had been innovation lab. And I met this guy who workspace was literally maybe the desk that I’m sitting in right now. It’s probably about six feet wide. and he was like, I’ve created this hangover cure.
Federico Ramallo (21:00.528) You
Greg Manly (21:24.95) And I was like, like, I was like, we’ve all been there, right? so it’s just like, let’s, you know, I’m curious what it’s doing. gave me the smile and I still have it. actually haven’t even used it. but I know it works. Why? Because just last week, I was listening to a podcast and who was the, you know, one of the presenting sponsors for it, Z Biotics, which was this hangover care company that I was like, man.
I met that guy when it was just him and his founder who wasn’t even there and he was working out of a tabletop out of, you know, in a community space full of hundreds of people. And I was like, and now that guy has made it to the point, you know, where it’s run through. And I was like, I couldn’t be so more proud of knowing that I was able to at least navigate him and help him initially to the point of where he is now. So I think that’s what wakes me up every single day. And I’m, you know, I’m glowing, just, just talking about it.
Federico Ramallo (22:25.201) Yeah, yeah, that’s amazing. know, like when you find those success.
Greg Manly (22:35.374) No, it’s, that’s, again, I think that’s the real reward that you’re working off through here. And I think, and even them, right? Like, you know they’re not done. Like, they’ve got so much more to grow, but like, knowing to the where they are right now, you’re like, man, they really made it. You know, even to this point, you gotta have a sense of pride there, but you know that’s not where they’re stopping. They know that they’re going to the next base thing, so.
Federico Ramallo (22:35.836) That’s invigorating,
Federico Ramallo (23:04.264) Right, right. Yeah, yeah, yeah. When I was hearing you, felt, I feel identified as well because I’m an introvert software engineer. you know, it takes a while to go from there to, you know, actually, you know, being in a podcast, hosting a podcast and, you know, running a company.
Greg Manly (23:27.79) No, I mean, and that’s, it’s funny that, you know, you say that because that’s, that’s the one thing I, I don’t know how to do. Like I’m always, I have so many like workarounds and I’m always have this entrepreneurial mindset, but I was like, the one thing I’m missing is a software engineer. So like, you should never be like, you’re like, because that’s such a great skill. I just don’t know where to start or how to read it. And I’m just like, man, this is a, you know,
I’m so blown away by the work that you guys do, that it’s just like, there’s a skill there. And I think it’s that molding together, right? And exactly as you said, like now you are, you know, running this podcast and running it efficiently. So it’s just like being able to, you know, have that, you know, transferable skill really, you know, goes along.
Federico Ramallo (24:20.563) Right, right. being able to be honest with yourself and being able to say, okay, these are the things that I lack, right? That I need to improve, right? And with that, being able to, okay, talk it with others so they can give you the support and help you get grow basically and get to achieve your goals, right?
Greg Manly (24:44.394) No, absolutely. And I think even, you know, when you’re, you know, restless at night and you’re just sitting there going, okay, you know, don’t beat yourself up over it. Just, you know, while you’re sitting there and going, okay, this is what I did this week. Here’s what I have lined up. What can I do to be better? and you’re just constantly just running that way. If you’re just doing it as a, as a way to build stress on yourself, probably don’t do it. But I think in regards to going, upsetting those next steps of goals, that’s, that’s where it really wants to.
Federico Ramallo (25:14.066) Right. Right. Yeah. And I feel identified with what you’re saying about, you know, the impact that you have on other people’s success, because I train many more than 50, more than 100 engineers, software engineers, through my years. you know, one of the engineers that I train from out of school, you know, I convinced him to move out of his house. Right.
because it was good for him personally, right? And then, know, throughout the years now he’s working at Netflix, right? So for me that’s, you know, I’m very proud of him, right?
Greg Manly (25:53.452) No, absolutely. And it just goes even back to the Round of League hockey side, like with Netflix, right? So every time you see that logo, you think of him, right? It’s just, you know, somewhere behind that, as I’m trying to, you know, figure out, you know, where that movie is that I’ve been trying to find for the last eight months, you know, he’s in there, going behind it. But even then, just like, you know, you see the billboards, you see the ads on TV, and you’re just like, man.
Federico Ramallo (26:04.117) Right.
Greg Manly (26:22.722) you I know so and so that’s there and he’s, he’s doing really well on that. Same thing. I, I still live here in San Jose. so every time I see a San Jose Barracuda hat, t-shirt in a grocery store, I’m like, man, you did it. like, you know, it was, it wasn’t, it wasn’t there before you, you were here. but every time you see that logo around, it really goes, yep. You, you, pulled something off. I mean, it may have been here.
Federico Ramallo (26:38.528) Hahaha
Greg Manly (26:51.77) with or without me, but I don’t think, you know, I feel the impact that you put into it really takes it to that next level.
Federico Ramallo (27:00.33) Right, right, yes, yes. being part of of their journey, right? And help them out, yeah.
Greg Manly (27:11.34) Yeah, that’s what it’s all about. I mean, I find myself very selfless in that sense. But I also like, but you also have to, you know, make your own goals and strive for that. And that’s not being selfish at all. That’s just being human. But I think being aware of those around you and having that humanity of going, okay, what can I do to support others while I’m in this sense of, I wouldn’t even say comfort, but like in this, like I have a direction of where things are going. Because I
I know a few people that are like, man, you’re really coming. And I’m like, yeah, it’s fine. But like, because I feel like I could do better, but they’re like, I would love to be where you’re at now. And I was like, okay, well, here’s, you know, here’s a starting point. Like, what do you want to do? And then just kind of direct them and go, you know, you have this levels of background, let’s throw this on a resume, and then put it out to these people. And I’m sure you’re going to find something to kick it off. So.
Federico Ramallo (28:06.602) Right, right. I have almost 50 employees on my team. And recently one of my guys was able to buy a house, right? With a loan and all that stuff, right? But nevertheless, you know, I’m very proud of him, you know, because he was able to do that and, you know, we were able to, you know, help him get there.
Greg Manly (28:27.008) And it’s because of, yeah, it’s that’s, you know, a bit of your success, right. And I think, you know, there’s a, you know, high tides raise all ships, right. So I think that’s, that’s a little bit of that is like, I think that goes back to your, you know, previous question there is like, what’s that leadership really role? It’s like, it’s helping those around you get to where they want to be personally and professionally. And, you know, that
Much like zbiotics, it’s like that’s just rewarding internally. It’s like watching them grow personally where they’re able to, you know, build a family, have a house, know, pay off those student loans, things a little like that where you’re just like, man, because of, you know, what we’re able to build here, I made that guy’s life so much better. And that’s not even just, again, not even being selfish. It’s just like something that you can really reflect on and be proud of the work that you’ve done.
Federico Ramallo (29:24.052) Right, right, yeah. we have another person having a kid, right? They have twins, right? So being able to give them the work environment where they can, they’re good on their, stable on their mind, with flexible time so they can spend time with their kids.
Greg Manly (29:40.844) Yeah, perfect.
Greg Manly (29:48.29) Yeah, work life balance, man. That’s key to life, really. And I think that’s other something that think Silicon Valley started and I think has done better for the world for it.
Federico Ramallo (30:03.87) Right, right. And going back to what you were talking about, you know, being able to get to this highly competitive, you know, crazy environment, you know, where there’s a lot of innovation, but also, you know, they go to extremes, you know, and being able to go back to, you know, to, to your, you know, to your home base and, know, have that rooted, you know, link where, you know,
They have a more traditional way of life, right? And that allows you to still be connected to the reality, right?
Greg Manly (30:39.822) Exactly. And you know what? That makes that makes productivity that much higher. I think if you if you if you have that level of happiness, it may not even take them 40 hours, they might just be able to get it done 30. And you may not even notice but like they probably have done double the amount of work instead of sitting there stressing going, okay, how am I paying the bills this month? However, you know, things of this matter, you just kind of your brains in multiple places. But if you have that sense of calm and happiness,
you have that determination to keep that life going. And so I think a lot of that depends on that focus there. So I think I find it incredible as that work-life balance really comes back. think some people really found that niche in the pandemic. I think some of them found it a little bit afterwards as well. And I think it’s just a matter of navigating the world as a whole.
Federico Ramallo (31:13.697) Great.
Federico Ramallo (31:38.573) Right, right. There is, I remember the book I I’ll send it to you later, but this author talks about when we do activities, tasks, right, in our daily days, there are two components, the purpose and the gratification, right? So if you’re doing something that gives you instant gratification and it has a purpose, the level of enjoyment goes up and up.
up, So if you have an activity that gives you purpose but it’s not very enjoyable, know, it’s, you know, it basically sucks, right? Then, you know, you’re saying, okay, I’m doing this because of the higher purpose, right? So that helps you like go through, you know, tasks that, you know, are not very pleasant, right?
Greg Manly (32:18.402) Yeah, exactly.
Greg Manly (32:30.636) Yeah, exactly. It’s a risk and reward.
Federico Ramallo (32:33.206) Right, right. And if you’re doing things that gives you gratification in the moment, right, but it doesn’t have a purpose, it’s kind of like, you know, when you don’t put salt to the food, right, it doesn’t have flavor, right?
Greg Manly (32:45.368) Yeah. And that goes even back to the stickiness of the service you’re providing, right? If you’re just doing it just to do it, sure, it may last a couple cycles, but then somebody’s like, wait, there’s something missing here. It’s a little empty. And there’s nothing you can control, nothing they can control. It’s just you can always have that karmic feeling of like, what?
Like I’m expecting a little bit more out of this effort that we’re putting in, but you just can’t put your finger on it. And that’s usually where you get a little, you know, a bit of a disinterest from the client base.
Federico Ramallo (33:23.833) Right. And people can see that very quickly,
Greg Manly (33:29.556) Yes, exactly. Like I said, it may take a cycle or two, but they’ll figure it out very quickly. And I think that’s something that you need to pride yourself on the service that you’re providing. And if something’s going wrong, you need to pivot because that’s how it goes on a business end. They’re not going to keep shopping at your store if they’re having a terrible time each time they’re in there.
Federico Ramallo (33:55.439) Right, right. And that also goes to the people I was going to ask about your team. If the product is not fulfilling the needs of others, then your whole team is going to also be unmotivated, right?
Greg Manly (34:16.909) Yeah. The yeah. Yeah, go ahead. No, no, no, no, no, go ahead. Sorry.
Federico Ramallo (34:19.205) So I was going to… go ahead.
I was going to ask you about, you mentioned that you’re leading a team of 250 members, right? Which is amazing. So how do you ensure consistent alignment with company goals and keep them motivated to achieve the goals, right?
Greg Manly (34:40.79) Absolutely, that’s really simple. It’s everybody being on the same page and having that open line of communication. So I think when you find a lead or a client that is looking for a specific thing,
usually like running sales, I think that first step is that discovery call. And you’ll also, I’m not sure how deep into these sales conversations you have with others. know, one of the first things you learn in sales is allow the customer and the client to talk probably about 80 % of the time. And you take it around 20. And then, you know, with that, just sit there, take notes, roll through and just, okay, this person needs X, Y, Z. And then you go,
cool and in your experience you’ll know okay either this is a fit and we can do this or hey we can do this I’m not sure about this let me check on that or hey this doesn’t work at all let me get you to somebody else that could. So you find if through a discovery call you know what what that niche is and then you get it over to that secondary call which I’ve always gone from my software side which is I’ve always said it’s a sales engineer call
And that’s those who are doing a lot of the deliverable work. And that’s when you’re working with them hands on and going, okay, here’s the client, here’s what their needs are, here’s the deliverables they’re looking for. And then you’re able to have conversation with them, maybe jump on that call with both parties and really be on the same page there. Because they’re in the same thing. They wanna work, they don’t wanna just sit around twiddle their thumbs all day.
it’s that strive of getting to that next piece. But again, if they’re going in there and just coming in completely clueless, you’re going to get sort of a tangled mess in regards to lines of communication, but also the service as a whole. So I think sticking onto those, putting them into that sales process, but also having that open line of communication really allows for further success, not just for you.
Greg Manly (36:53.902) leading the team, but those that are underneath you delivering it through. And same thing even on just leading a sales team from that end as well. I believe, you know, everybody’s up for the same goal of hitting these certain numbers. So it’s like, okay, how are you providing that? And then you’re able to emulate, you know, what you did for so long and be like, hey, try this and just stick things that way. Even I have people still come to me where it’s just, where I’ll always ask, hey, is this right?
And they’re like, eh, you know, maybe switch this or maybe add this little piece, turn this little bit to the left. Because sometimes you’re so stuck in your normal ways that you always kind of forget, hey, you know, maybe there should be some outside thinking just to make sure everything’s sort of cleaned out. So I think just working with such a team, you’re really kind of able to figure out, okay, here’s what we’re going to do as a creative solution. And that’s how we’re going to get to the next piece.
Federico Ramallo (37:52.958) Right, right. You ask about what has been my experience on the sales process, right? I’ve been that software engineer getting those meetings. But I was a 16-year-old kid.
Greg Manly (38:12.91) Man, could barely do a PowerPoint during that time. So I can’t imagine what you were going through.
Federico Ramallo (38:22.376) So it.
So the meeting, it was physical meetings, way before COVID, we went through 9-11, all that stuff. So I would go into these meetings, I was meeting with enterprise level, the CTO of the biggest steel manufacturer at that time. And I will go from who let the kid in, who lost their kid.
bring your family, bring your kid to the office day, right? Because I already had in advance what they were trying to do, what are their needs and things like that. And I would bring technical demos with prototypes of showing how they could solve their issues, right? From there to awe, because I was basically able to show them.
Greg Manly (38:55.65) We left, right?
Federico Ramallo (39:23.914) how they could implement the different technologies that they were showcasing. And in 20 minutes, I was going from one place to the other, And usually helping the sales team close the deals. So it was very fun.
Greg Manly (39:40.928) Yeah, no, it’s absolute joy. yeah, you just got to have a run bit of a comfort in there and just making sure everything is just running smoothly. But sometimes you’re also learning on the fly, right? I think maybe because I do have this monotone voice that sometimes adds to my benefit. Where like, keep calm, cool and collective, even if you’re panicking on the inside, just
Federico Ramallo (40:02.752) you
Greg Manly (40:10.382) you know, having that structure and being like, okay, cool. Because there’s all the time in world after that call or after that meeting and go, hey, you know, answer what you can and, but be honest with them. And then it’s just like, Hey, I don’t know the answer to this yet, but I will. And just, they’re so open to having that because nobody’s, nobody’s perfect on it. But, you know, and then in time you have that go, okay, we can do this. Cool. Next time somebody ever asks me that I know I can answer it that way.
And that’s exactly how you got to roll about the business that way.
Federico Ramallo (40:46.548) Great, right, I mean, the first time I over-promised, know, like, we can do everything, blah, blah, blah, right? And then, you know, one of the senior salesman, you know, scolded me and said, do not do that again, right? You know, if you don’t know, you don’t know, right? So don’t give BS and that stick with me.
Greg Manly (41:03.618) Yeah, exactly.
Greg Manly (41:09.358) Okay, that’s the difference between a used car salesman and an actual salesperson.
Federico Ramallo (41:17.023) Right, right, yeah. And then, you know, after a day I was able to give them whether the answer, whether we could or we could not, or it was feasible or whatever, right? But it was a much more, you know, meatier answer, right?
Greg Manly (41:32.866) Yeah, but sometimes, you know, you know, the muffler is broke and you got 40 40k more miles on it. Or, you know, hey, it’s brand new. So like, it’s just little things like that, where it’s just like, you know, you got to kind of be run up in front, because people will come back. Especially if you are upfront and honest with them, they will come back for you forever and then tell their friends about it. And you know what?
Federico Ramallo (41:40.938) Right.
Greg Manly (41:58.862) that’s the easiest sales cycle of your life is when somebody goes, hey, I’m working with this guy, it worked great, you should talk to him. And then that person pretty much picks up the phone and goes, hey, you I know so and so, and they’re like, we think that’d be the great. And I was like, cool. So it’s just, those are the best ones. And the way of doing that is just being yourself, but also making sure that you’re being upfront and honest.
Federico Ramallo (42:22.782) Right, right. It’s like, you know, magic when you see it happens, it’s like, wow, you know, everything flows so, so, you know, so great, you know, it’s like a concert, you know, everything runs smoothly and, it takes a lot of, you know, experience, the building of relationship, building trust to get to that point, right.
Awesome. I’m changing topics. have another question for you about, you you’re organizing events in the Bay areas, right? In the Bay area. Can you tell us a little bit more about that?
Greg Manly (42:50.007) Of course.
Greg Manly (42:54.43) yes. Yeah, so I think one…
is building an ecosystem. So making sure you have the right people in and around you. So I’ve been in the outsource finance and accounting space for over eight years now. And it’s like, man, this is, you know, one I never thought I’d be in it, but it was just like, but once I got in there, my founder at the time, he was like, yes, I work with lawyers, bankers, HR providers.
Insurance providers real estate agents and he was like I’m gonna introduce you to everybody that I know and work with but They’re too old for you. Like no need to work with those guys because they’re way past that need What you need to do is learn to people underneath them that are in the same position that you are with me with them So I was able to meet all those bankers the lawyers And that he knew and go hey who you’re working with like who’s who you?
who’s got underneath you and who’s on your team that I should meet. And that was, so I still do 20 to 30 meetings a month just to keep my brain active, but also be in touch with these people. And a lot of them have become really just good close friends. Just last week, I couldn’t walk about 10 feet without saying hi to somebody. And it’s just like, man, you really kind of build and grow your business and network off.
through their lawyers I met when they were associates and now they’re big time partners at firms across the Bay Area. And I think that’s the clutch thing of building out these events. Because you can throw a party anytime you want, but who’s going to show up? And that’s what really kind of comes into it. So it’s a collaboration with a lot of those other service providers, as well as VCs who are trying to.
Greg Manly (44:56.942) get out, meet as many founders of the world and just kind of get a good finger on pulse of things. And then even with that, you’re able to build a network and then you kind of have to kind of create a program. So what we were doing, I was doing a Meet the VC where it was more of a fireside chat like this, but in person in San Francisco once a month at a law office that had a gorgeous view and we would.
collectively get 40 to 70 people there every second Tuesday of the month and get a lot of that flowing. then that word of mouth kept spreading and it kept building and growing and had to build one out here in Silicon Valley are down here more like closer to San Jose and be able to really build out more that network to it. We also did it in Los Angeles and a couple other markets as well. And then
But beyond that, kind of great panel events where multiple different service providers on top of a VC will be able to talk about certain things and founders will take a lot of these talks that we’re having right now and be able to take it to heart and go, okay, I’m gonna add this to my repertoire. Even if you grab one or two things and then you meet two or three people that are also there, that’s successful night for a lot of people, including myself. So you really kind of roll off that way.
So doing a lot of events is a huge piece of making sure the ecosystem’s building and growing, but also helping out your partners as more founders come in and everybody’s really getting acquainted across the Bay Area. And then I think what I’ve been doing with Startup Grind, which I’ve been very blessed to be a part of for the last year, is having a
sort of a network of where founders can come together, meet one another, meet investors and meet service providers and become sort of this ecosystem that was organically kind of, you know, be able to build and grow. So we do about one a month, if not twice a month, sometimes around conferences as well to really, you know, build out a network to have people kind of come together.
Greg Manly (47:18.862) and show their faces and sharpen their skills. So when I started this job, I didn’t know the first thing about that finance and accounting is a lot of Googling. But I remember I was at a pitch event GSV Labs in Redwood City and somebody was like, what do you do? And I was like, I’m an outsource finance and accounting, help, you know, day to day bookkeeping, APR, you know, it’s whole spiel. And I go, I don’t know what I just said, like in my mind, but I was like, I know that was right. So like, those are the ways that you’re able to sharpen up.
Federico Ramallo (47:26.758) You
Greg Manly (47:47.342) You know, even just the way that you speak or you’re in your pitch Just to have those talking to you can look at yourself in the mirror and do it all the time But you’re never gonna have that face-to-face like you do with those community events. So I think that’s a great spot But the people I’ve met there it’s just you know Everybody from all again all walks of life from you know people from different countries up to you know billionaires who is like yeah, I got this YouTube channel
And it’s just like, and now I know I’m from a first name basis and we’d say hi to each other all the time. and you’re just like, man, only in Silicon Valley that can that happen. But also like that you become a network and you become a piece of that environment, that people expect you to be there. cause like, I’ll see people and they’re like, I went to this thing. was expecting to see you. Shane, like where you, what were you doing? You’re like, like I had a, you know, I had a car appointment or something like that. and just people expect you to be there after a while.
which means you’re making an impact within the community as well.
Federico Ramallo (48:48.072) Right, right, that’s amazing. What is the most, you know, the craziest story or the funniest story you can share about, you know, organizing the events?
Greg Manly (49:01.722) man, it’s a never, it’s never the same event twice, I would say. I think even when you have repetitiveness, you’re always constantly trying to rebuild the list. And sometimes you’re hot and sometimes you’re not. That’s event management as a whole that goes back. That’s, that’s a minor league hockey back in and again. So you say like, what, how is this transferable? It all goes back to everything.
But I think a lot of it, I think the culmination has been this year. So I’ve had two events that I’ve completely blown away. So we had an Investor Founder meeting event where it’s just completely out of the box in the middle of summer. We rented out this massive mansion up in Woodside and it was literally like an 80s John Hughes party. And it was just so much fun where everybody just had a blast and it was…
There was pitches going on, but it was just like, here’s an amazing view, here’s some amazing food.
people are just really looking towards working for that.
Greg Manly (50:16.718) and then the, would say, and then this year as well, one that I had over at tech crunch, it was probably the most I’ve ever had in regards to people. so we had over about almost 700 signups and about 300 people showed up, which is absolutely wild. and then just quick last one on, on the, on the event side. we did one at South by Southwest or more 2019. and same thing, much like Z Biotics you go.
hey, are you on this list? And then he was like, no, but can I come in? And I was like, are you founder, blah, blah, blah? He was like, I am, I’ve got this company and it’s called Cameo. And I was like, okay. And I was just like, all right. I was like, what do you do? And he explained, you know, just video messaging, you know, from celebrities allows people that, you know, have more fan interaction. And I was like, that’s, that’s pretty cool. And then the pandemic happened and everybody had a
Federico Ramallo (51:01.168) Greg Manly (51:15.502) And that was like another one, you know, another one in the box where it’s just, it’s so awesome to see.
Federico Ramallo (51:25.669) Amazing, amazing.
Greg Manly (51:26.656) Yeah, but I almost rejected this guy from a party. And we’re just like, we’re kind of at like capacity and he was like, come on. I was like, okay, what are you doing? And we put him in and I’m like, so every time I’m like, man, I met that guy one time.
Federico Ramallo (51:30.496) Hahaha
Federico Ramallo (51:45.428) I almost reject that guy, you know?
Greg Manly (51:47.094) Yeah, yeah, yeah. I almost was like, hey man, can’t come in. But I’m glad I did, because now I have that wonderful story to come in the back of it.
Federico Ramallo (51:57.964) Great, amazing. We will continue talking for a lot more time.
Greg Manly (52:01.191) I could talk for hours. Yeah, sorry.
Federico Ramallo (52:05.098) Yeah, but we’re running out of time and I want to, You know, be respectful of your time. So we should wrap it up. But I really appreciate Greg, you joining and I will share on the notes how people can reach out to you and the link for events.
Greg Manly (52:22.382) Yeah, absolutely. So again, just quickly, exact ink on the VP of sales here, but don’t if you need outsource, finance and accounting, great, I’m your guy. But if you need anything else, you know, whether that be banks, lawyers, anywhere on the ecosystem relationship, I always have to make an introduction for you. anybody who is, you know, watching listening to this, happy to help in any way possible. I know, yeah, probably my LinkedIn will probably be posted up on here as well. Feel free to reach out, let them know that you heard me from
the Provedit Podcast and whatever I can do, happy to be there.
Federico Ramallo (52:57.304) Great, amazing. We’ll share your story and hopefully a lot of people will reach out. Great. Thank you, Greg.
Greg Manly (53:02.68) Perfect. Awesome. Well, thank you so much.