10: Melissa Herbst on Finding Joy in Client Wins and What’s Ahead with AI
Raving Fans Start Within
In this episode of Velosio's Raving Fans Start Within podcast, Chad talks to long-time Velosio Account Executive Melissa, who shares her analytical, client-focused approach to selling technology solutions and coordinating across Velosio's teams.
The conversation highlights the value of team collaboration, celebrating client 'light bulb' moments, and Melissa's excitement for how AI will transform ERP from "out-of-the-box" to truly personalized business solutions in the horticulture and cannabis industries.
Key Episode Takeaways:
- The client-partner relationship must focus on solving real business problems. Successful partnerships in the modern industry require an analytical, problem-solving focus that goes beyond mere relationship-building to address the client's unique challenges and goals.
- The future of business solutions is personalized digitization, not heavy customization. AI and agents are expected to move the industry from standardized, "out-of-the-box" software toward personalized digital solutions—a "custom suit" that fits the organization without the debt of traditional, heavy customization.
- Effective client engagement is achieved through "light bulb" moments in tailored demos. The most exciting and rewarding part of the sales cycle occurs post-demo when a client has a moment of realization that the proposed solution can solve their business problem.
- Deep industry-specific knowledge is a key differentiator, especially for niche markets. Velosio's success in specialized industries like horticulture and cannabis is driven by deep domain expertise, a specific product IP direction, and the ability to conduct accounting demos that truly excite finance leaders.
- Cultural champions who unblock issues are vital for driving client outcomes. Recognizing and leveraging "cultural champions," like those in operations, who maintain calm under pressure and unstick complex issues, is crucial for timely service delivery and client satisfaction.
1:41 Personal Interests and Ohio State Connection
3:11 Melissa's Motivation and Approach to Client Relationships
5:36 The Reality of Melissa's Role at Velosio
7:18 Memorable Moments and Team Recognition
11:49 Celebrating Wins and Industry Trends
Connect with Melissa Herbst: https://www.linkedin.com/in/herbstmelissa/
Connect with Chad Woods: https://www.linkedin.com/in/chad-woods-a99479/
Learn More About Velosio: https://velosio.com
Work at Velosio: https://velosio.com/careers
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