Sage Thought Leadership Podcast

Ben Parker shared his professional journey and insights on the evolution of expense management, emphasizing the need to balance controlling and insight into spend. Ben also revealed that his father, a successful salesman, was his hero due to his dedication and integrity. Ed concluded the interview by providing contact details for Ben.

Ben Parker is the Director of Strategic Alliances at Emburse. Ben leads the strategic direction for all referrals and bookings growth for ERP & VAR Partners. Ben has more than 20 years of experience in the ERP, risk management, and spend management technology industries. He joined Emburse in 2013 and led the business development efforts for Travel before becoming ERP Strategic Alliances Manager in 2020. Prior to Emburse, Ben worked in the Government Sector for Tyler Technologies and prior to that focused on Risk Management efforts at Pulte Homes in Scottsdale, AZ.

Andy Nunez is an industry leader with extensive expertise in operational and sales domains, specializes in ERP consulting and ISVs. His M&A career started in 1997 with ePartners, eventually leading to the co-founding of NexTec Group. As SWK Technologies' CRO, he increased revenue from $7M to $50M, was pivotal in 17 acquisitions, and aided SWK's NASDAQ listing and Mapadoc's sale. Currently, as President & CEO of Scanco, he guided its sale to Firmament Partners, a PE firm. He continues to focus on driving Scanco's organic growth and strategic acquisitions in collaboration with Firmament.

Summary

• Operational and sales expertise in ERP consulting and acquisitions.
• Andy Nunez, industry leader in ERP consulting and ISVs, shares insights on growth and acquisitions.
• Career path from archaeology to ERP software sales.
• Ex-archaeology major finds excitement in ERP software industry's daily variety.
• The impact of a company acquisition on the team and culture.
• Andy: Acquisition was transparent, resulting in team's readiness to "hit the ground running" after six months.
• Organization hires new team members to fill gaps and change culture.
• Growth strategy and acquisitions in a business.
• Andy highlights the importance of hiring the right people to build a successful business, citing their experience with Firmaments and acquisition in December.
• Living life without regrets with a 96-year-old activist.
• Andy shares their admiration for a 96-year-old neighbor who is a retired professor and social activist, inspiring them with her fearlessness and lack of regrets about her life.
• Andy believes that making small decisions over a lifetime and living with no regrets takes more character than making one heroic decision in a moment of crisis.

Zack Manning shared his career journey and his passion for sales and customer success. He emphasized the importance of building high-performing teams and his instrumental role in FISPAN’s growth. Zack also discussed his approach to sales, adding value for the customer, and the importance of technology in streamlining financial transactions and allowing employees to focus on more strategic tasks. He highlighted examples of success, such as integrating a business's ERP system and its bank. Zack also revealed his admiration for Nicola Tesla's work, believing it to be the cornerstone of modern technology.

Zack Manning, SVP of Revenue at FISPAN, is a seasoned sales leader in the financial technology industry with a holistic approach, guiding Sales, Marketing, Business Development, and Solutions teams. Having worked at companies like Hyperwallet and SAP before FISPAN, Zack has built expertise in developing and executing go-to-market strategies that involve complex distribution channels. His focus on customer success and his ability to build high-performing teams has been instrumental in driving FISPAN's growth and expanding the company's presence in the market to service not only banks, but ERP and consultant partners alike.

Daniel Cuthew discussed the importance of data-driven decision-making and the role of technology in facilitating this process. Daniel, the global partnership executive at Phocas Software, shared his mission to create value for Phocas and their partners through innovative and customer-centric solutions. He emphasized the need for technology that is easy to use and intuitive, enabling organizations to identify areas of growth and make informed decisions. Daniel also highlighted the importance of collaboration with partners and the right fit for both individuals and companies. He shared a success story from a company called Quality Bearings, which has benefited from using Phocas Software's platform. The conversation ended with Daniel providing details on how to contact him and his admiration for authors Patrick Lecioni and Geoffrey Moore.

Daniel Cuthew is the Global Partnership Executive at Phocas Software, responsible for developing and managing channel and alliance partnerships that generate revenue and growth for Phocas across Sage globally. He has over 12 years of experience in the software sector, with a focus on B2B SaaS solutions. Daniel has a strong background in sales and financial management, and business development and he’s a member of Partnership Leaders, the industry association for partnership professionals. His mission is to create value for Phocas and their partners by leveraging his go-to-market skills and industry knowledge together with his passion for delivering innovative and customer-centric solutions that solve complex business challenges and drive positive outcomes.

Geof Brown is Illinois CPA Society President and CEO, role he took over in 2023 and has quickly moved to maintain the society’s position as a thought leader in the profession while stepping up as one himself. In fact, Geof was named as one of Accounting Today’s most influential people in the profession! In December 2023, the ICPA released the society’s latest Insight Special Feature, “Righting Retention,” which addresses the leading factors driving perpetually high turnover in the accounting profession based on the personal responses of both employees and employers.

Summary

• Accounting profession turnover with Illinois CPA Society president.
• Geof Brown, Illinois CPA Society president and CEO, discusses the society's latest insights on writing retention in the accounting profession.
• Talent retention in the accounting profession.
• Retention is a growing concern in the profession, with high turnover rates and associated costs impacting businesses.
• Employee retention in accounting and finance industries.
• Valued feeling and career advancement opportunities drive retention in public accounting, while burnout and lack of recognition affect industry professionals.
• Retaining employees in the workplace.
• Geof suggests connecting people to the mission and culture of organizations to improve retention.
• The impact of a dedicated public educator and the importance of retention in the finance and accounting profession.
• Geof Brown praises his mother as a hero for her dedication to public education and her unwavering support.

Thejo Kote discussed the challenges and solutions in expense management for small and medium-sized companies. Thejo Kote, founder and CEO of Airbase, a spend management platform, explained the difficulties of bringing together disparate systems to properly understand expense management. He highlighted the benefits of consolidating all non-payroll expenses into one platform, which Airbase offers, and the positive impact this can have on various stakeholders such as employees, managers, budget owners, and finance and accounting professionals. Thejo Kote also shared an example of how Airbase has helped a public company, Proximity, streamline its expense management processes.

Thejo Kote shared his personal hero, his grandfather, who despite facing significant challenges and poverty, became a leading scholar and author in India. He admired his grandfather's hard work and persistence, which have influenced his own life and career path. Thejo Kote also mentioned that he can be easily contacted through LinkedIn, and encouraged potential customers to explore the integration between Airbase and Sage.

Thejo Kote is the Founder and CEO of Airbase, the leading spend management platform for small and midsize companies. Founded in 2017, Airbase is a venture backed company and has raised over $100M from Menlo Ventures, Bain Capital Ventures and First Round Capital. Thejo’s first company, Automatic, was acquired by SiriusXM.

Edwin Willis, Director of Channel Sales for Quadian Financial Automation, shared his journey in the channel sales industry, emphasizing the role of mentors and his team in his growth. He also discussed his focus on helping his team achieve their goals. The need for strong partner relationships to drive business growth was a topic of discussion. Ed and Edwin also discussed the impact of the declining interest in accounting degrees and the resulting workforce gap in the industry, which Edwin suggested will be increasingly automated. Ed concluded the interview by asking Edwin about his heroes.

Ed Willis is the Director of Channel Sales for Quadient Financial Automation. With over 10 years of channel experience, Ed leads the Quadient partner team in shaping strategic channel direction with a strong focus on building partner relationships that drive mutually beneficial business growth. Quadient Financial Automation encompasses Beanworks Accounts Payable Automation which is the white labeled solutions powering Sage AP Automation for Sage 50, 100 & 300 as well as Yaypay Accounts Receivable Automation.

Diane Gaa is a Learning Professional with over 20 years' experience in the learning industry specializing in executing transformation strategies for human resources and learning & development currently working at Sage as Director of Design, Experience and Technology. Her passion is to help others become their best at whatever they dream; advocacy of digital accessibility supporting equal access and adopting a smarter working mindset.

Summary

• Transforming HR and learning with digital accessibility.
• Diane Gaa is passionate about helping others become their best through digital accessibility and equal access.
• Using AI to help professionals learn and grow.
• Diane’s passion is helping professionals use AI to learn and grow in a better way.
• AI's impact on jobs and skills.
• Diane discusses how generative AI can help people move towards their dream jobs by enhancing their existing skills and providing new opportunities.
• AI's impact on jobs and education.
• Daine: AI will redefine jobs, not replace them.
• Work ethic, technology adoption, and heroes.
• Diane shares his insights on working smarter, not harder, and the importance of adopting new technologies to stay ahead in the industry.
• Diane hero is her late father, who worked hard and instilled in her a strong work ethic, and Diane admires his determination and drive.

“BC” Krishna is the founder and CEO of Centime, Inc., a provider of comprehensive cash management solutions to small and mid-sized US businesses. Cash is the lifeblood of every business, and yet, most business don’t have the solutions to manage critical aspects of the cash control lifecycle – forecasting, managing AP to extend Days Payables Outstanding, managing AR to shrink Days Sales Outstanding, and tapping into credit if needed. Centime’s Cash Management Solution including all these critical capabilities in one integrated package.

Summary

• Cash management solutions for small businesses.
• BC Krishna loves solving complex problems creatively through his work at Centime.
• Cash flow management challenges for entrepreneurs.
• Entrepreneurs face cash flow challenges, including managing inflows and outflows, extending payables, and shrinking receivables.
• Cash flow management for small businesses.
• Entrepreneur faces cash flow challenges despite growing business with 100 customers.
• Cash flow management and accounting basics.
• BC emphasizes the importance of understanding cash flow and basic accounting concepts, such as income and expenses, in managing a business.
• Cash flow management and heroes.
• BC discusses the importance of cash flow management, highlighting the need to prioritize timely payments and discount receivables to ensure liquidity.
• BC’s parents are their heroes, as they instilled valuable lessons and values that have shaped their personal and professional life.

Geni Whitehouse is a CPA and the President of the ITA, the Founder of The Impactful Advisor, and a consultant to wineries in the Napa Valley. Whitehouse’s resume includes roles at Top 100 and niche accounting firms, accounting software developers, consulting and advisory practices, and private industry. In her role at the ITA, she has a mandate to help lead members through an unprecedented era of change, growth and transformation in the accounting and technology sectors, from ongoing staff shortages to private equity investment in firms to the swift entry of generative AI across sectors.

Summary

• The rapid pace of change in the accounting profession.
• Genie White House discusses the unprecedented pace of change in the accounting and technology sectors.
• Evolving accounting profession through curiosity and innovation.
• Geni emphasizes the importance of curiosity and seeking alternative solutions for clients, rather than relying on the same group of people at events.
• The gap between those who attend events and those who are not aware of the opportunities and innovation available is a concern, as it leads to a lack of evolution and progress in the accounting profession.
• Work-life balance and professional fulfillment for accountants.
• Geni expresses frustration with the low-value work that accountants are consumed with, and the internal desire for something more rewarding.
• Ed Kless agrees, noting that accountants are often too busy to raise their prices or prioritize their own needs, leading to a battle within themselves to elevate the value of their work.
• The future of accounting and bookkeeping professions.
• Geni highlights the challenge of attracting new talent to the accounting profession, with fewer people graduating with accounting degrees and the CPA profession facing a shortage of new entrants.
• Geni suggests that accountants should adopt a more advisory role, rather than trying to be the experts, in order to better serve clients and remain relevant in the industry.
• Asking questions to add value to clients and personal heroes.
• Geni shares their approach to adding value to clients by asking open-ended questions to understand their needs and challenges.
• Geni’s hero is her late father, who made her feel safe and supported her potential as a girl in a sports-loving family.