0:02 welcome to the Sports Marketing machine
0:05 podcast I'm your host Jeremy niser today
0:08 we're talking Ai and ticket sales i'
0:10 like to introduce Courtney rice from
0:12 Wolf cycle AI Courtney welcome to the
0:14 podcast thank you for having me I'm
0:16 excited so we're going to talk some
0:19 ticket sales we're talking Ai and wolf
0:21 cycle combines the two of those so so
0:23 just give our listeners high level what
0:27 is Wolf cycle yeah so wolf cycle is an
0:30 automated intelligence software
0:32 that we provide to sports and
0:35 entertainment Partners to layer over
0:37 their their sales and retention strategy
0:41 year over year so it uses Ai and it
0:43 helps do some sales Outreach helps with
0:45 strategy kind of walk me through how
0:47 these pieces come together yeah so I
0:49 mean it starts with a virtual assistant
0:51 um you know we tell our partners you
0:53 this is the the one big piece that you
0:55 have to run with you need to name your
0:56 virtual assistant we're not going to do
0:59 that and then outside of that we we get
1:02 with our team and we build um very
1:06 strategic outbound campaigns to targeted
1:09 leads within their database um to drive
1:11 membership sales group sales premium and
1:14 partnership sales as well so you're
1:16 you're helping them extract information
1:17 out of their ticketing software so
1:19 they're giving you taking a CSV you're a
1:20 list and you're uploading it into wolf
1:23 cycle and wolf Cycle's got AI that can
1:25 understand sentiment as it does the
1:27 outbound messages am I getting this all
1:30 right yes so it does we can understand
1:32 if somebody's not interested if they
1:34 want to be funneled to a rep now what I
1:35 will say about wolf cycle is we are a
1:38 managed service and so we have humans
1:40 sitting over the top of the artificial
1:41 intelligence to just provide that
1:44 additional layer of um response
1:47 protection and so you know you can see a
1:49 lot of times with generative AI that
1:50 somebody will respond hey I'm not
1:52 interested in group tickets but I would
1:55 be interested in in a nightly sweet
1:57 rental we layer over so we don't miss
1:59 any of those opportunities to to pass
2:01 those over to a seller to try to to
2:04 convert that's pretty fascinating so AI
2:06 a lot of teams have you chat GPT for
2:08 numerous different reasons but you have
2:11 an AI where it's specifically trained to
2:14 understand natural language processing
2:15 understand sentiment understand these
2:18 things am I getting all this correctly
2:21 yeah and so we you know based off of the
2:24 templates we put together um they the
2:27 virtual assistant can denote what level
2:30 of Interest they have and if they want
2:31 schedule a meeting or if they need to be
2:33 funneled off to a somebody on the lead
2:35 leadership team or another department
2:39 and so we um we have pieces in place to
2:41 be able to detect all of that oh that's
2:44 fantastic so so how did you how how did
2:46 this all come together what's kind of
2:50 the origin story of wolf cycle yeah so
2:53 um you know our two co-founders Ryan and
2:54 Scott they've known each other for a
2:56 very long time and I don't want to do
2:58 their story just justice so they you
2:59 know they've worked on different pieces
3:02 in the industry um over the the past few
3:04 years and so I want to say about four
3:06 years ago they they made the decision to
3:09 to launch wolf cycle and what they
3:12 wanted to do was bring this intelligence
3:13 to all layers of sports and
3:16 entertainment and provide that strategy
3:18 from people that have sat in the same
3:22 chair as them before um and so really
3:23 where I got started with it when I was
3:25 at the Sacramento Kings we invested in a
3:29 a similar tool to Wolf cycle and then um
3:30 you know we the first team to do that
3:32 and Ryan was then the second team our
3:34 CEO when he was at the LA Kings was the
3:37 second team um to then move forward with
3:40 that tool um and so we used that for
3:42 years and then Ryan and Scott launched
3:44 their own ver version that was dedicated
3:47 directly to empowering efficiencies
3:48 within sports and entertainment and it's
3:50 just been crazy from there yeah that's
3:53 awesome so where you four years later uh
3:55 staff has grown how many teams are you
3:58 working with Nationwide yeah um you know
4:00 it started with two people people um
4:02 we're up to 10 but then I would say from
4:04 a partner standpoint we are sitting
4:07 around 125 and growing every week um
4:11 we're on boarding new new partners um
4:13 constantly and I we we all say it's just
4:15 that mass adoption mode of everybody
4:17 wanting to get on board yeah no doubt
4:19 about that because I I'm sure if you
4:20 think about sports teams I'm just going
4:22 to use University of Southern California
4:24 they've got football programs we
4:26 probably have a email list that's or
4:28 ticket buyers from the last three years
4:30 it's in the hundreds of thousands
4:32 because of how big the stadium is there
4:34 so so how would this work they come to
4:35 you and say okay can you help us
4:37 Courtney what would this look like what
4:39 would step one look like yeah you know I
4:41 think it's custom per partner because
4:43 what what are they trying what
4:45 initiatives and goals are they driving
4:47 towards is it a revenue play is it an
4:50 fsse play is it an attendance what what
4:53 exactly are we looking to help Phill um
4:55 and from there we will take that and
4:57 recommend what type of campaigns to do
5:00 and so you know for for a program like
5:02 USC if they want to drive new
5:04 memberships like that's that's the type
5:07 of campaign we'll pull for um and then
5:08 given the amount of teams we're working
5:11 with we help talk through what type of
5:13 audiences to go after too that where
5:14 we've seen the highest
5:17 engagement oh that's fantastic and they
5:19 can run multiple campaigns at the same
5:20 time or is it just one campaign we're
5:22 just doing group sales this month or
5:24 memberships this month how would that
5:26 look so each virtual virtual assistant
5:29 is fluid so they can be running multiple
5:31 campaigns across all verticals but it
5:33 what it really comes down to is the
5:35 amount of leads they want to hit in a
5:37 certain window and So based off of that
5:40 we kind of dial back into hey based off
5:41 of those a thousand leads for this
5:42 campaign this is what you can do for
5:44 your group sales campaign too so we just
5:46 want to make sure that the bandwidth is
5:48 managed and that we're maximizing the
5:51 Outreach yeah I I I love this and and
5:52 you're working with the team you've got
5:55 a lot of experience with sports and
5:56 you've got folks on the staff that have
5:58 worked in sports made sales calls have
6:00 done it all understands the efficiencies
6:02 and understands strategy so when you sit
6:03 down with Team you're talking through
6:04 okay what what are your goals you're
6:05 trying to hit groups you're trying to
6:07 sell more season tickets trying to do
6:09 more single games and then from there
6:11 you you uh just set things up and off it
6:14 goes right yeah and then you know I
6:15 think you know one of the things we
6:17 talked about is we a managed service and
6:20 so you know a lot of times you you do a
6:24 partnership with um a SAS company and
6:26 excuse me they say okay here it is
6:28 here's the onboarding you run with it
6:30 you've got this and then it's like okay
6:31 I need to figure out how to make this
6:32 work for my
6:35 organization we come in and we we handle
6:37 that strategy alongside them throughout
6:38 the entire partnership so we do by-
6:40 weekly status meetings with every
6:42 partner where we talk through active
6:46 campaigns Roi future campaigns we drive
6:48 all of that um and you know we have
6:50 copywriters on staff who will cultivate
6:52 that copy for them so they don't have to
6:53 sit down and be like okay I got to put
6:56 together another new membership campaign
6:58 copy with five touch points to go out
7:00 we'll cultivate that for them and let
7:03 them make edits and so we are constantly
7:04 finding ways to just drive that
7:06 initiative forward so that they don't
7:09 have to think about it so inside a wolf
7:12 cycle let's use us USC as an example so
7:13 we've got the list we've gone through
7:15 the strategy we say hey we're going to
7:16 go after
7:18 memberships the the the wolf cycle is
7:20 going to go out the software's going to
7:22 run and the AI is going to send out
7:24 emails every single day someone doesn't
7:26 respond it's going to it's going to send
7:28 a follow-up email a week later what have
7:29 you right and if someone does respond
7:31 respond the AI is going to respond on
7:34 behalf of the staff and like they're an
7:36 employee right they're just a virtual
7:38 employee yeah they they are so you know
7:40 the signature is ticket sales and
7:42 service coordinator Partnerships
7:44 coordinator now one of the things we do
7:47 is we like to manage the responses
7:51 before they're sent out so the AI Piece
7:53 Will cultivate the message and our team
7:55 layer layers over the top to approve it
7:57 before we go out because we want to make
7:59 sure that if it is a response that is
8:02 unique and needs customization that the
8:05 software isn't just driving a generic
8:07 response so we provide another layer of
8:10 automated intelligence beyond the AI
8:12 yeah love it so this makes it super
8:15 simple and from a team perspective
8:16 you're a whole lot more efficient
8:18 because I know there's some teams out
8:21 there you can't call 150 people in a day
8:24 those days are long behind us right you
8:26 can't expect your inside sales team to
8:27 do the same thing it's just it's just
8:29 simply that not that hard not that easy
8:31 right now so I love the fact that wolf
8:33 cycle can help with this and it just
8:35 does the outbound reach so let's talk a
8:36 little bit about some success
8:40 stories yeah um so I mean there's so
8:42 many ways we can go and this I think
8:44 when when people started using
8:45 technology like this they really just
8:48 looked at it from a new business season
8:50 ticket member campaign standpoint and
8:53 we've been able to find success across
8:55 every vertical that's producing revenue
8:58 or retaining their revenue um and so one
9:01 thing I will say about the software and
9:03 the strategy that we work on is you know
9:05 when you have a sales team in place like
9:06 they're going to go after the leads that
9:08 they think are the best assumptions made
9:11 or not right y our virtual assistants
9:12 don't make assumptions they're going to
9:14 do all five touch points regardless of
9:15 who the person is and then funnel the
9:17 leads over for the sales team to to
9:20 handle that low hanging fruit um but
9:23 across the board I mean we've seen
9:26 successes in every League um from you
9:29 know generating additional full season
9:31 to driving partnership
9:34 conversations um and we we uncover every
9:37 single rock that that's out there for
9:40 them love it yeah oftentimes as a ticket
9:42 sales rep I can remember just selling
9:43 group tickets it's like I don't think
9:45 this is a good lead I'm going to call
9:48 these this group instead whereas your AI
9:50 just just we're going to reach out to
9:52 everybody and let's see what happens
9:54 right yeah and you know I think even
9:56 about like interest forms if you don't
9:58 get a hold of an interest form person
10:00 within a couple touch points
10:01 most sellers are like all right I'm
10:02 going to close this out that we we've
10:05 see teams funnel those metaph fors into
10:07 us now to start that conversation to
10:09 book the meetings for the sellers so
10:10 that they can focus on the best
10:12 conversations and not have to chase
10:14 people that maybe have Hazard submitted
10:16 an interest form at some point sure sure
10:18 sure so so your AI is going after these
10:20 folks and trying to get them to be come
10:22 back and at least have more dialogue
10:24 with the sales team and see the sales
10:26 team does what he needs to do and from a
10:28 sales team perspective you would prefer
10:30 them working the warmest leads truth be
10:32 told cuz if they're spending a lot of
10:34 time doing outbound cold sales they're
10:36 not getting closer to hitting their
10:39 goals so right and and so we're we're
10:42 uncovering that for them even you know
10:44 non-renewed season ticket members is a
10:46 great example of that because they opted
10:47 out or they said they're not coming back
10:49 and they'll change their mind a couple
10:52 months later let us find those people
10:54 again for you so you can focus on people
10:57 that are ready to buy that day um and so
10:59 you know I think we've seen a lot lot of
11:02 success expanding into leads that
11:04 normally would stay with the seller to
11:07 warm them up for them first um but we we
11:09 will funnel any lead through our system
11:11 because we know that we're going to get
11:12 the the optimized amount of touch points
11:15 in so when I think low hanging fruit
11:17 often times it's fans who have been the
11:19 multiple games of season these are great
11:21 people to call sell M mini plans or
11:23 season tickets or what have you do you
11:26 see teams kind of give the single game
11:28 first name first known buyer list to
11:30 wolvy and kind of take the multi-game
11:32 buyer or is it a little bit of both it
11:34 depends how many people's on the list
11:36 yeah I think it it comes down to lead
11:38 size a bit and then also what
11:40 initiatives we're we're chasing after
11:43 but I mean we see teams funnel every
11:45 type of lead in for us with the closed
11:49 loss to no phone numbers to non-renewed
11:51 members um you know we're even doing
11:53 retention campaigns right now where
11:55 we're renewing accounts and then doing
11:57 mid-season touch points with current
12:01 members that may be at risk and so um
12:03 with having complete white space in Wolf
12:05 cycle to write whatever we want and
12:07 being being able to customize that
12:09 message it it just creates a lot of
12:10 fluidity for the teams to be able to
12:12 jump in and say Here's I want you to
12:15 touch every lead type we have so have
12:18 you saw teams go out and buy leads from
12:21 a company and then use those and dump
12:22 them or put them in the wolf cycle and
12:25 off they go yeah you we see a lot of
12:29 people do cold B2B that way um where you
12:32 know they'll they'll pull 10,000 leads
12:34 and we'll go through an evergreen B2B
12:36 Outreach just to to drive appointments
12:39 for the sellers um that has become like
12:41 a a pretty big constant with a lot of
12:43 our our teams across different leads is
12:45 just continuing that five touch Point
12:48 Outreach to every business in the you
12:52 know 45 mile radius yeah love it so uh
12:53 we we've been talking a lot on the
12:55 ticket sales side I'm sure teams could
12:57 use wolf cycle for sponsorship Outreach
13:00 right they could um and we are
13:03 definitely getting into that Cadence
13:06 with some of our teams um you know think
13:09 open category um we can Target open
13:11 categories drive for meetings we've had
13:14 a lot of success doing that um with the
13:16 complete Whit space that I mentioned we
13:20 can do custom rep Dynamic uh sentences
13:23 to you know call out um specific things
13:26 about each brand and do more of a rep
13:29 customized campaign um and you know
13:31 we've even done Jersey patch Outreach to
13:34 National Brands and so um we we play in
13:36 all spaces on the sponsorship side too
13:39 yeah that so you you could be very
13:41 creative however you want to do this you
13:42 want to do group sales Outreach one
13:45 month you want to do cold leads you you
13:47 name it you could do it for whatever it
13:49 is that you have if you've got a
13:50 database that's big enough wolf cycle
13:52 can help you here or even if you don't
13:53 you're going to go out and acquire a
13:55 list you could you could still use wolf
13:58 cycle yeah and you know I think you know
14:00 when you say say that to some of our
14:01 partners it's kind of like okay well
14:03 then where do I start yep yep yeah
14:05 that's where strategy comes in yeah it's
14:06 like almost a little bit overwhelming
14:07 they're like okay so I have this many
14:09 virtual assistants and I can do all of
14:11 this and so that's where we come in and
14:13 we'll say hey based off of what we've
14:15 heard from you all here's exactly how we
14:18 would use this and here's the lead
14:20 sources we would start with and audience
14:22 sizes and so we try to just make it a
14:23 you know a no-brainer of okay yes let's
14:25 do that let me see the copy and let's
14:28 let's go now are you comfortable talking
14:32 about success stories yeah okay what uh
14:33 what are some teams that you've worked
14:35 with that that you're okay Sharon and
14:37 they're okay you Sharon that have youed
14:39 wolf cycle and have seen some some
14:42 Revenue increases yeah um I mean it it's
14:44 been across the board I think I can talk
14:48 about you know going out to single game
14:50 buyers um and and cultivating that and
14:52 so at one of our partners I can share
14:53 this one CU we were just talking about
14:55 sponsorships at one of our partners in
14:57 the MLB we were doing Outreach for new
15:00 memberships um got through the four five
15:02 touch Point Cadence and received a
15:04 response hey I'm not interested in
15:06 ticketing um but I would be interested
15:07 in exploring a sponsorship with you all
15:11 further so with generative AI that would
15:13 just be a non-interested Cadence since
15:15 we layer over the top we caught that one
15:16 we passed it to the sponsorship team and
15:19 they were able to close a sponsorship
15:21 from that Cadence fantastic so cross
15:24 selling at its finest by a virtual
15:26 assistant um you know another thing that
15:28 we're seeing a lot of success with um
15:31 with one our NFL Partners we have taken
15:33 their premium ticket
15:36 transfers and go through just more of an
15:38 awareness campaign but driving for an
15:41 appointment with the rep to learn more
15:45 um about what they have to offer and you
15:48 know this premium transfer uh Prospect I
15:50 I believe was 2 three years old and we
15:51 were just going like you know that's a
15:53 great example of like leads of reps
15:54 never going to touch so we're going
15:56 through this five touch Point campaign
15:58 and they you know they reached out with
15:59 some interest r their hands we did the
16:01 Handover and the rep was able to close
16:04 them for five psls for like
16:08 $700,000 so um you know you think
16:11 somebody a rep maybe would get to out of
16:12 the blue at some point or a marketing
16:14 email goes out to them like one time and
16:15 they open it maybe they raised their
16:18 hand but like funneling a lead like that
16:20 through our system guarantees that
16:22 they're going to get engagement um that
16:24 they're not going to receive with the
16:26 sales team and so we were able to create
16:29 that opportunity for them um one other
16:31 example I'll show you or talk to you
16:32 about that I think has been really
16:34 successful that we're replicating that
16:38 you know doesn't have like a true Roi
16:41 like new Revenue number tied to it but
16:42 we've started to really play in the
16:45 retention space and so we went out to at
16:47 risk accounts with one of our NBA
16:50 Partners um and just did a midseason
16:52 engagement touch point to see how they
16:54 were feeling you know we got some
16:55 responses where they said hey I'm I'm
16:58 thinking about opting out and so it's
17:00 just nice to get a response like that
17:02 before the auto renewal or op out period
17:04 so that the service rep can then go and
17:06 say okay what can I do to get this
17:08 person back on board proactively and not
17:10 wait knowing that they're not attending
17:11 games or this isn't you know what I mean
17:13 and so we we helped create some
17:16 additional saves conversations for them
17:18 well in advance of their renewal period
17:20 And so that went really well they saved
17:21 some of those accounts and like we're
17:24 going to bring it back again this time
17:26 around that that's such a marvelous
17:28 point so so looking at data from sports
17:30 team I can see scan rates of seasoned
17:32 ticket holders it's a great example
17:34 where last year X season ticket holder
17:37 was at 50% this year at 30% like and I'm
17:39 like these are the people that have
17:41 warning messages you need to reach out
17:42 to to to to figure out how you can help
17:45 them use your tickets but sometimes the
17:46 ticket sales staff has got a lot going
17:49 on they're busy this is such a great way
17:52 to be able to be able to follow back up
17:53 and just say hey what's going on how can
17:55 we help you use your tickets and save
17:57 season ticket holders because and often
17:59 times that's the lifeblood for a lot of
18:02 teams for sure it it is and it it's just
18:03 nice to be able to create those
18:05 proactive conversations for them so that
18:08 they know where to focus their time um
18:09 and they're not you know sometimes
18:10 introducing a new voice into the
18:12 conversation on the service side but
18:14 while still saying hey I'm reaching out
18:16 on beh behalf of J Jeremy your your
18:18 service representative I wanted to check
18:19 in and see you know scale 1 to 10 how
18:20 are you feeling with your membership
18:23 whatever it may be um it's it's just
18:26 nice to be able to help create that that
18:28 engagement yeah and I think that is
18:30 defin one of the levers that teams
18:32 should be focusing on is how do we get
18:33 people to use their tickets because that
18:36 increases per cap sells more merch all
18:38 the all the things right and and then
18:40 the second piece is how do you turn
18:42 first known buyers single game people
18:43 who've only been to one game this year
18:45 how do you get them to multiple games
18:47 and I think that's a spot there too that
18:49 you could use it right yeah we we can
18:51 you know we even have um some click to
18:53 buy campaigns going on right now in the
18:55 NHL where you know they've released
18:57 their six game packs and their Flex
18:59 plans and so we'll take some of those
19:02 multi-game buyers and put them through a
19:03 Cadence where they can go direct
19:06 purchase instead of driving to a rep um
19:07 you know we see the most success when we
19:10 drive to a seller but what we can do is
19:12 those six game pack purchasers are then
19:15 funneled into a a campaign with us for
19:18 upsell afterwards too so we know we just
19:20 create new layers of trying to top down
19:23 sell them um but click to buy is very
19:26 popular and that's a great way to get a
19:28 single game buyer into multi-game by
19:30 creating that awareness around some of
19:31 these more flexible plans that
19:34 everybody's coming out with yep in fact
19:35 I did an email just the other day I went
19:37 to Oakland A game bought a ticket for
19:39 the family and got an email the other
19:42 day about a a a specific flexible plan
19:43 that was only available to people who
19:46 are single game buyers first known
19:47 buyers and what have you so I know
19:49 exactly what you're talking about and it
19:50 works because I looked at the plan I was
19:53 like actually this is a good deal so
19:55 yeah and people aren't aware of that you
19:56 know you even think about you know I
19:58 only want to go to games on weekends
19:59 like there's so many people that will
20:01 buy a single game ticket off the
20:03 secondary that had no idea they could
20:04 have gone and purchased a weekend
20:07 planned and had that flexibility around
20:09 their schedule and so we we as they get
20:11 through their sales cycle you know
20:13 you'll see our especially new business
20:15 initiatives going from full season to
20:18 half to manyi deflex and we'll funnel
20:20 people through all of those cadences and
20:22 so sometimes you'll see a lead that's
20:23 been in the system and they've been
20:25 through four campaigns and we get to the
20:27 flex and they're like hey I'm interested
20:28 in this and you can see this whole life
20:30 cycle of Engagement that we've gone
20:31 through where they they didn't engage
20:33 with full seasons they said not
20:35 interested in this whatever it may be um
20:38 and so we we track that too and can show
20:40 that you know this continuous engagement
20:43 from a sales cycle standpoint can can
20:45 help bring people back to the the
20:47 stadium and Arena I love the fact that
20:48 you're talking about the data side of
20:49 things so when you're sitting down and
20:51 you're doing these success calls and
20:53 these weekly or bi-weekly or every month
20:55 or however your calls are with teams and
20:57 you structure those but you sit down you
20:59 can actually show them hey this person
21:01 has shown interest and we've sent them
21:03 38 emails right so you you've got a lot
21:06 of data right yeah we do we can see um
21:07 how many emails they've received if
21:09 they've responded opens clicks all of
21:11 that now one of the things we talk to
21:14 our partners about a lot is we can only
21:16 see everything up until it's handed to a
21:19 rep right and then the ROI from the a
21:21 revenue standpoint is what we need them
21:23 to report back to us on because here's
21:25 where the Gap could exist that we
21:28 constantly try to fill is we could do a
21:29 Phenom what we think is a phenomenal
21:33 campaign we do you know 100 handovers
21:35 there 25 of them booked directly for a
21:36 meeting and we're like okay this is
21:39 great we love this and then we hear back
21:40 from the team and they're like hey they
21:42 they didn't know that they were going to
21:44 be buying a membership like we need to
21:47 be more direct about this or you know we
21:49 uh we didn't convert as many on this and
21:51 so that gives us the chance to then go
21:53 back in and alter the copy talk about
21:55 the leads that we're going after and
21:59 then give it another try and so uh
22:01 that that helps create the ROI even
22:03 better at that point and so that's what
22:05 we try to talk about on the status calls
22:07 too yeah and that's probably one of the
22:09 things to knowing your experience and
22:10 you say okay we handed over a hundred of
22:12 these we've got pretty good polished
22:15 emails the folks that we've handed over
22:17 and you've only closed 10 you could
22:19 probably know if you're working with the
22:22 good sales team or not right 100% And
22:24 and that's why we do rep onboarding we
22:26 talk through how to handle these types
22:27 of leads and like what it means when
22:29 they come over and you know our our
22:31 director of client success is from the
22:32 team side like we've all kind of been in
22:34 their shoes at different points in time
22:37 so um we we try to set them up for
22:40 success as much as possible um and you
22:42 know the nice thing about our system too
22:45 is we can variant test we can do AB
22:47 testing to see what type of copy works
22:49 best and so we have a bunch of different
22:51 levers we can pull to try to create
22:53 Revenue the end of the day just trying
22:55 to help teams sell more tickets quickly
22:57 more efficiently that's it 100% that's
22:58 it yeah
23:00 and not have them have to overthink
23:02 about it that's that's true let's only
23:04 work on the warm leads and the people
23:06 that are interested in in buying seats
23:07 and and checking out seats and doing
23:10 tours and all those things so absolutely
23:13 so a AI is something that consistently
23:15 changes and it seems like every single
23:17 day it's changing and the direction of
23:20 where AI is going and new softwares that
23:21 are coming out for for folks to be able
23:23 to use to do all kinds of different
23:25 things make life simpler wol cycle
23:27 you're in the business of helping teams
23:28 and events sell more tickets
23:31 and help teams make be more efficient so
23:33 what's next for
23:35 y'all that's like the million-dollar
23:37 question you know you can go down so
23:40 many different Avenues with that um and
23:42 so you know I think for us we're going
23:46 to look to find new ways to communicate
23:48 right Beyond email in an automated
23:50 intelligent way and so I think we'll
23:54 always offer some layer of human
23:57 intelligence over the top of our AI just
23:58 so that we can cultivate the right
23:59 message for them for some of those
24:02 oneoff cases um but you know you you see
24:05 people doing text voice right like I
24:06 think there's so many things that we
24:08 could get into and then we talked about
24:11 this a little bit before um but just how
24:14 do we get smarter with our data and who
24:16 do we partner with on those things too
24:19 and so I think anything that can help
24:21 pull that lever to drive revenue and
24:22 attendance for a partner is what we're
24:25 going to explore absolutely when when
24:27 you can tie data together with it and
24:30 you're making smart outreaches to
24:32 specific people you just get leads
24:34 faster to teams and they can make make
24:36 the phone calls and close them so I I
24:38 think that that's such a smart way to
24:39 think about it is hey we're going
24:40 towards the data route rather than
24:42 expanding this but I love the the
24:44 texting teams have been using texting
24:46 there's a several different companies
24:47 vasy and Laya there's a bunch out there
24:49 that do a really good job to help teams
24:51 but that's I think that's such a unique
24:53 way too is how do we layer this into the
24:55 texting world because teams have had
24:57 success with it right yeah they they
24:59 have and you know I I used um a texting
25:01 company called avado at my last company
25:03 and you know they're coming out they
25:05 were coming out with an AI feature and
25:07 so you know I think that the the one
25:10 thing I've learned from just a sales
25:12 enablement and efficiency standpoint is
25:14 that the less places you have your staff
25:16 in the better the more efficient they're
25:19 going to be and so if they're in wol
25:21 cycle and five other Tech partners then
25:23 they're in their Outlook and then
25:24 they're in their CRM it's like they're
25:26 going to get lost and they're day and so
25:28 I think for us the efficiency is how can
25:30 can we blend as many things into one
25:32 space where they're just living in their
25:34 Outlook and their CRM and that's where
25:36 they find the most efficiency and can
25:37 manage their day and so that's what
25:40 we're going to focus on is is just
25:42 streamlining it for them MH I think
25:45 about universities uh student support
25:48 getting students to sporting events
25:50 often times it the high level it's easy
25:53 at University of Alabama and USC and
25:55 some of these but your mid Majors even
25:57 some of your big Big East basketball
25:58 team some of those
26:01 but they feel like it's harder to get
26:04 students you could use wolf cycle on the
26:06 email side to do it but then eventually
26:07 if you evolve to the texting I think
26:09 that would work as well right yeah I I
26:11 think so because what you have a 99%
26:14 open rate with text right on their phone
26:16 all the time I always say like if you
26:17 call me I'm probably not going to answer
26:19 it but if you text me I will probably
26:21 read it within you know two minutes and
26:24 respond if I can and so it's the easiest
26:25 way you know I think one of the things
26:27 that we see a lot of our Collegiate
26:29 Partners focus on focusing on is just
26:31 engaging an Al Young alumni to come back
26:34 and be involved too and so we see a lot
26:36 of campaigns around that about building
26:39 Awareness on what you can do as a young
26:41 alumni and what type of special offers
26:42 you have as you enter the you know the
26:44 job market and the world of you know not
26:46 living in the college space anymore and
26:50 so um we see a lot of our collegiate
26:52 teams just trying to drive awareness to
26:54 this new generation that's leaving
26:57 leaving and jumping into the the
26:59 workforce and I think about this as well
27:01 the opportunity to help college and
27:03 universities kind of on the donation
27:05 side of things and the philanthropy side
27:07 such a great opportunity where they
27:09 can't hit all the alums and they can't
27:11 they're probably working with the top
27:12 hundred but all those other folks they
27:15 want to donate in some form or fashion
27:16 so I think wolf cycle is a great
27:18 opportunity to be able to help with that
27:20 yeah and I you know what I appreciate
27:21 too with the the donation campaigns
27:24 we've done is we we can build that draft
27:26 copy for them but then we want to make
27:28 sure that the brand and the that we're
27:32 going out with is authentic to that team
27:34 and so we we've tried a ton of AB
27:37 testing on the donation side to just see
27:39 what people will respond better with on
27:41 um and so you know between young alumni
27:44 donations and then just driving packages
27:48 even Olympic sports um as well like th
27:50 those are all areas that we've supported
27:53 in so whether if you're at the major
27:54 league level on the highest level or
27:56 even at the minor league level or even
27:58 even Semi-Pro and what have you wolf
28:00 Cycle's got something for you to be able
28:02 to help you sell more tickets and you've
28:04 got the strategy behind it by sitting
28:06 down with the teams and helping them
28:09 understand what's best for them 100% And
28:12 and being that managed service we're
28:14 spending that same dedicated time with
28:15 every partner regardless of what league
28:18 you're in and so um we work on a monthly
28:21 retainer um we're not a long-term
28:24 contract partner we we want to work for
28:26 your business month over month and so we
28:28 know we need to earn it um and so so
28:30 that's how we present to everybody uh
28:32 we'll take the time to make sure
28:34 whatever you need to fill we're helping
28:37 build that strategy with you love it so
28:40 if a team is interested or a university
28:42 uh whomever it may be what's the best
28:43 way to get a hold of
28:46 y'all email
28:49 me I will put your email in the show
28:53 notes. yeah look we we we turn as soon
28:56 as we receive a a request for a demo we
28:58 we'll get that scheduled Within
29:00 48 hours and we'll move as fast as you
29:02 and your team can and so you know we've
29:05 turned teams on within a week um of
29:06 having conversations because they're
29:08 ready to go legal's ready to go and we
29:10 get them up and running and so um I can
29:13 take any conversation and we have a a um
29:15 VP on our business development side that
29:17 has worked with teams all around the
29:19 country and so we would take any
29:21 conversation if somebody's interested
29:23 fantastic well Courtney I appreciate
29:25 your time love talking wolf cycle love
29:27 talking the evolution of selling more
29:30 tickets and making it easier for teams
29:31 and I'm going to put your link in the
29:33 show notes of of wolf cycle and in your
29:35 email address as well so if teams reach
29:37 out just just tell Courtney hey
29:40 appreciate you coming on the podcast and
29:42 and thanks for the the information there
29:43 and I appreciate you coming on the
29:46 podcast yeah thanks Jeremy I appreciate
