I've definitely benefited from having someone that knows the business, that has been in the business for a while, really have someone that is like-minded that you can share ideas with and listen to those people. Make sure that if they've made a mistake, that you listen to what kind of mistakes they've made and try and not make the same pitfalls.

During the periods where it's director-led sales, that's definitely where most people will probably shy away from sales meetings. It's something that I'm struggling with still. I think it's finding yourself in a situation where you start understanding what "on the business" for you means instead of working "in the business" where it's like putting out fires, whereas where everything that is "on the business" is more building what you have or building what isn't there, yet.

The analogy would be for cars. Like I'm two left hands, I don't know anything about them. And when I bring my car to the garage, they'll tell me something is broken with a word that I don't understand of a part I don't understand. And that's what it felt like to me when I worked for that big service integrator. They didn't tell the client like it was.

And then I realised that running a business is way more than just fixing whatever's broken. The sales and marketing system. It's literally that, having a system, something that resembles more the tech side than it does more the fluent maybe is a better word for it.

We generally know our stuff when we get to that table. Being able to tell the SMB owner like, "Okay, this is how it goes and this is what we can do for you." IT can really thrive your business if you use it correctly. And I think most SMB owners or clients of ours don't really understand that, that they can really, really utilise IT to further their business. And as soon as they start seeing that, that becomes a great driver for a good partnership.

March 21, we became a member and it has definitely helped with things like looking at perks, the tribal perks, different vendors that we could use, more like researching what other people's experiences were around different vendors. I think it must be the Marketing pack, but there are so many good resources in the Marketing pack.

There are so many good courses from people that really know their stuff. The amount of resources you have in the Tech Tribe are, as I said, it's ludicrous. Growably is such a powerful tool. When I joined the Tech Tribe, I subscribed myself to a couple of boards within the Tech Tribe.

But I think by engaging with others, you get engagement back. You can get some questions in, get some responses, and by doing that, you kind of create that peer group power that you get from being in an accountability group as well.