Inside Insync is all about digging a little deeper into the human side of our company and introducing us to you in a more personal way.
Six Surprising Things is our series to discover some unknown gems about the people who make up Insync. These insights range from things they’ve learned or love about their work here with us, to personal details about what makes them tick.
Today we meet:
Stuart Moore: Director of Sales and Marketing
Time with Insync: Founder – 6 years
Previous notable time: Originally a consultant/technical lead, now in sales!
Six Surprising Things with Stuart Moore
Inside Insync: So one of the most interesting things about meeting one of the Insync founders, Stuart Moore, is that this is not one of the first things you tell us about yourself.
Stuart: Well you wanted to know what I do here …
Inside Insync: A lot of people would put that front and centre, believe me.
Stuart: It’s not the most interesting thing about me …
Inside Insync: Which is what makes you interesting.
Stuart: Oh. Okay. Shall we start?
Inside Insync: Ever pragmatic and on with the job. Yes. Let’s start.
There’s a little bit of a coach in me
I really enjoy seeing customers – and the team here at Insync – take on challenges and meet them. My focus is mostly in sales so there is a strong element of advocacy, sales management and encouragement & coaching involved.
But none of that would have any meaning for me if I didn’t see the rewards people were reaping as a result. One of the most satisfying things about my job is when a customer starts using a solution that makes their life easier or more productive - or benefits their own customers. At the end of the day, if you aren’t attributing something to these outcomes, what are you actually doing it for?
It’s kind of like coaching an amateur sporting team. Not every customer has great technology skills or experience (let’s face it, some are still using analogue phones and paper!) but they want to try, they want to learn and improve. If we can help with that, well it’s kind of cheesy, but it’s a really great feeling. I think one of the biggest things I enjoy is showing customers how we can make their workforce work smarter and better, with things we take for granted every day.
Don’t walk on by and don’t chase a lost cause
Inside Insync: Sounds like you keep a pretty steady pace.
Stuart: Yeah that’s a good way of putting it.
It’s about walking your talk and living your values. If you see a problem, don’t walk past and think it’s someone else’s responsibility to fix. Do what you can. Pay attention. We have a strong values culture that we sourced internally first from our team – so we are all invested in them.
By the same token, sometimes customers are not the right fit and no amount of trying to ‘fix’ it will work. One of our key values at Insync is not to bullshit customers. If we can help them, we’ll do everything in our power to make that relationship the best it can be. But if we’re not the right fit, or what they want is not in our purview, then no harm no foul. There have been cases where we have had to let customers go as they couldn’t work with our culture. What you see is what you get with us.
I take a long view
Being in business is a long game. Building good relationships is the key and that takes time, patience and perspective.
As I mentioned above, I’m pretty philosophical about customers, but at times it can be frustrating when you feel you’ve put your best foot forward and you explain your solution, identify the pros and cons of your approach, illustrate and define the lifecycle, demonstrate our values and culture and a customer goes in a different direction that we don’t think is the best.
In many cases we can see they’ve been sold something that we know won’t work or isn’t fit for purpose with their workforce. Sure enough, often times within three to six months they’re back, telling us the solution they tried hasn’t worked.
This is a key moment. Do we say: ‘I told you so’? Of course not. We park that. We say: ‘Thanks for re-connecting – now let’s get you the right outcome.’
It’s that coaching mentality again. Businesses learn and progress at different paces and it’s our job to respond to where they are at and what they’re ready for.
It’s good to zig when others zag
Business is competitive. IT can seem particularly fierce, with companies trying to undercut or battle each other for customers.
A few years back, a bunch of us decided it would be more beneficial to come together rather than stay in that competitive formation. This is how the Modern Workplace Alliance was formed.
Technology and the market are changing at a dizzying pace. It seemed to make so much more sense to work in collaboration with other organisations, for the betterment of our own operations and of our customers. We now have a great arsenal of partners to be a sounding board, share intelligence and help us provide a stronger offering.
I suspect that this method of working – collaborative rather than purely competitive – will be more and more important for how businesses operate moving ahead.
Building is a key part of this job
When I look at this interview it strikes me how often I use terms to do with building. And that seems right. The main thing I do is build bridges between technology and businesses. What they need or want versus what it possible.
This bridge also happens between products or vendors and businesses. A solution might be great but there is a lack of human connection to make an impact with a customer. That’s a sweet spot for me. I love filling that gap.
I also focus, along with the whole Insync team, on building new solutions. At the moment I’m excited about how we are building some cool stuff on top of Microsoft Teams. In particular we have some interesting vertical focused solutions around local government, improving processes and workflow on top of teams and some really interesting projects in the identity and automation space around mergers & acquisitions.
Family helps me keep balanced
As a business founder it’s really hard to take time off. You’re never ‘off the clock’. So it’s important to have ways that make you take down time. I’m a pretty standard tech geek. I like PC and Xbox gaming but I also enjoy watching sport – Formula One and rugby league. The Broncos are my team but are not having a great time of it at the moment... so if you meet me don’t remind me!
But the best thing, hands down, is time with family. I’ve got two small children who keep me really busy and happily pull my focus away from work. I love spending time with them. I probably end up still playing ‘coach’ but in a very different way.
Inside Insync: To continue the sporting metaphor, it sounds like you play a very fair game in life and at work, Stuart.
Stuart: I try!
Inside Insync: We’re glad to have you on our side. Thanks for talking to us and sharing Six Surprising Things.