SM: For us, we’ve been fortunate enough that we were introduced early, and we have a great sales team and marketing team that continue to engage with those customers. The days of knocking on peoples door and asking them to buy a vacuum cleaner or mobile app are gone now. Everyone searches on Google or they listen to podcasts like this to talk to and find out who’s out there and who people would recommend, and so now it is about managing our current customers. We do very little, if any, knocking on doors, cold calling, and cold emailing. We are about managing the relationships that we have. We are fortunate enough to have an amazing team that continues to deliver value to our customers and we leverage that from our account management side and our marketing side to go out and to market, educate the marketplace about who we are. That’s sort of how we are growing our business today.SY: You talked about helping these bigger clients with some of their monetization channels and you said, it’s about reducing some of the costs. Give a specific example of how you helped one of these bigger brands. App development Seattle What do you think through when you work with a bigger brand and how do you approach the product strategy SM: I’ll start by saying what we realize about working with large enterprise customers is that mobile is probably the first time many of the people that we speak to have never actually spoken to each other even though they work at the same company. Mobile brings together IT, marketing, operations, and usually, these departments don’t work together – if ever – on anything. So what we find is that we are usually the hub that’s putting all of these pieces together.I’ll speak specifically about an example with Tim Horton’s. We did the first tap and pay application for Tim Horton’s, which is an iconic Candian Coffee Brand. They sell coffee, they do lunches, bagels donuts, etc. We were, again, introduced to them through Blackberry and the goal was to create an application that will allow someone to pay with their gift card at the store. This is pre-Apple Pay. This is sort of in the timeframe of when Starbucks launched their mobile application. Our goal was to use NFC to do tap and pay. From a monetization standpoint with Tim’s, we were the ones to figure out how we would digitize a card and put it on there. The things that we needed to consider was that we didn’t want the lines to slow down, so traffic at the store, the QSRs are managed on how many seconds or milliseconds you can shave off of a transaction time so that you can pour more coffee and sell more pastries. visit;- https://www.fortifive.com/