Meet Shonnah Hughes, Global Product Growth & Innovation Evangelist at GetFeedback, winner of the Equality Trailblazer award, and thought leader in the Salesforce ecosystem. In this episode, Shonnah takes on her inspiring journey from Salesforce user to Equality Trailblazer Award Winner. You’ll hear why community support combined with individual mentorship is important for transitioning into a new career, how paying it forward as an inspirational mentor is the best way to provide value to others, and much more.
Meet Shonnah Hughes, Global Product Growth & Innovation Evangelist at GetFeedback, winner of the Equality Trailblazer award, and thought leader in the Salesforce ecosystem. In this episode, Shonnah takes on her inspiring journey from Salesforce user to Equality Trailblazer Award Winner. You’ll hear why community support combined with individual mentorship is important for transitioning into a new career, how paying it forward as an inspirational mentor is the best way to provide value to others, and much more.
Quotes
“[The Ohana] means so much to me as someone who didn't grow up in tech or have a four-year college degree, or wasn’t looked at as someone that traditionally can provide value. The Salesforce community has made sure that is not the narrative they give to individuals who come from a background that’s not traditionally tech-focused, or who identifies as someone who has historically been excluded from these opportunities. They're welcoming you with open arms. They're saying that you can do it, and they're saying that we are here to help you along this journey.”
Episode Timestamps:
*(1:54) - Ohana Origins
*(3:29) - Shonnah’s biggest Salesforce wins and lessons
*(7:24) - Feeling welcomed by the Salesforce community
*(13:10) - Paying it forward with mentorship
*(13:49) - What’s Cooking
*(17:39) - Applying Salesforce experience to current challenges
*(21:28) - Future Forecast
*(24:32) - Advice for increasing the DEI numbers
*(28:01) - Lightning Round
Sponsor
Inside the Ohana is brought to you by Qualified.com, the #1 Conversational Marketing platform for companies that use Salesforce and the secret weapon for Demand Gen pros. The world's leading enterprise brands trust Qualified to instantly meet with buyers, right on their website, and maximize sales pipeline. Visit Qualified.com to learn more.
Links
[00:01:33] Dan: Welcome to Inside the Ohana. I'm Dan Darcy, Chief Customer Officer at Qualified. And today I'm joined by my friend, Shonnah Hughes, Shonnah,
[00:01:43] Shonnah: How are you? Hey, Dan. It is going great on the side of the planet for me.
[00:01:48] I am so happy to be here with you today. And thank you so much for thinking about me and having me join.
[00:01:54] Dan: I'm excited to get started and bring out all the fun that we're about to have. So I want to dive right into our first segment, Ohana Origins. So going back 14 years earlier, tell me how you discovered Salesforce.
[00:02:15] Shonnah: I was working for a large DME home infusion company. DME is durable medical equipment in the healthcare space, and I worked in what we would consider a call center. They call it their patient contact center. And within that patient contact center, I became like the default training.
[00:02:35] So then they kind of promoted me to their revenue support trainer. And then one day they were like, yeah. So we've been on this DOS-based system for quite some time and we really want to upgrade and do something different. And what they chose was Salesforce, which was pretty crazy for those times. Right.
[00:02:54] Like, Uh, patient intake system on Salesforce, Salesforce back then was really known as a sales tool. Like it wasn't known to help you with your patient intake process. However, management team had foresight and seeing that the technology was great, they decided to then implement Salesforce across 250 branches and three large COE.
[00:03:16] And they asked me to come along for the ride. So I worked with. Accenture at the time was their implementation partner and I work with them and that's how I started learning all about sales.
[00:03:29] Dan: So Shonnah, I want the viewers and the listeners to get to know you a little bit. And you're a trailblazer it's time for you to brag a little because you've had some incredible success with Salesforce over the years from earning the equality trailblazer award to end a golden hoodie.
[00:03:46] To signing the white house has pledged to America's workforce, along with Marc Benioff, what would you say is the biggest success you've had at Salesforce and with Salesforce or something that you're most proud of?
[00:03:58] Shonnah: Yeah. What I'm most proud of or the biggest success that I have was really me being able to use my platform to help others really realize their potential in the tech space, especially those who have been historically excluded or underrepresented in the tech ecosystem. I had the honor and the privilege to work with Christina Jones, to work with mark Benioff, to highlight a nonprofit that I helped found.
[00:04:28] And we were able to be on the Dreamforce stage and had a lot of support from people like Suzanne di Bianca, a lot of support from different departments within the Salesforce organization. It's just been amazing to take part in. That's awesome. And
[00:04:42] Dan: I love hearing that, and obviously I've witnessed that firsthand with you and you are an inspiration to many out there.
[00:04:48] So just thank you for all the work that you've done and are continuing to do for everyone out there. So on the opposite side of the spectrum, what would you say is your biggest lesson?
[00:04:58] Shonnah: Yeah. So back when I came into the Salesforce ecosystem, 2004, I think it was 2003. It was, it's been a while. It wasn't like it is today.
[00:05:09] There wasn't a lot of social platforms where you can connect with other trailblazers, but they did have user groups. And I didn't find out about user groups until I was well into. The platform itself. I wish I would have found those user groups earlier, but when I did find it, I, you know, it was here locally and Minneapolis, Minnesota, it's called the twin cities user groups.
[00:05:31] At that time, we had so many individuals in our user group. I think at that time we were considered one of the largest, I think Erica Cole said that she was the leader of the trailblazer community at the time. And I went into the meeting and I. I didn't feel like it was a place for me. There was no other people of color in the room.
[00:05:51] I felt so out of place. And so I would have to say vulnerable in that moment. However, when I walked in and I was looking for somewhere to sit, I was welcome. So warmly that I just, I never stopped going from that point on. Lena Hofer. She was one of the user group leaders, Dory spar. There was a slew of MVPs that were in this community and just had me sit at their table and welcomed me with open arms.
[00:06:24] And that just made me feel. Like I had found my place.
[00:06:29] Dan: And I mean, you mentioned MVP. Why don't you explain that for the listeners? What's an MVP.
[00:06:33] Shonnah: So you have tremendous product knowledge, but you're passionate about not just that product, not just the organization, but you're passionate about helping others understand what this product and the service offerings can do, but your number one goal is to help people.
[00:06:49] And you're doing that without, let's say. Buying for recognition to be a part of this program it's core or it's centered to who you are and what you do on a day-to-day basis. So it's not even something that you're not doing every day. It's something that you are already doing, but Salesforce has taken that and said, since you're doing this, let's recognize you.
[00:07:15] Let's give you some additional benefits. Like let's give you a larger platform. So then that way you can do more for those that you're trying to help.
[00:07:24] Dan: Yeah. And I thank you for that explanation because you know, for the listener out there, trailblazer was not the term from the very beginning, it was always a customer hero and you all were on the front lines, making the product successful by the implementations, the configurations that you built inside of Salesforce.
[00:07:45] So, and with these user groups and the MVPs, that's why I think it was always such a great thing that Salesforce did with our customers is really make you guys are making the product, come to life. And, and I'm, it makes me, I get the chills actually thinking about Laina and the crew making you feel welcome.
[00:08:03] And I think, I mean, that's just part of who we are. It's like an explaining what is special about Salesforce and the. And that's where I want to go to next. I talk about the meaning of Ohana to a lot of folks, but it's different for everyone. And I ask this of all my guests and everyone describes it a little bit differently, but I'm curious, how would you describe the Ohana and what does it mean to you?
[00:08:24] Shonnah: I know it's cliche, but for me it truly does. I mean family for me, and it's not cliche, it's not a buzzword. It's not some type of marketing gimmick. It is 100% authentic. The majority of my adult friends that I currently have right now that I consider family that I call a sister that we fly to see each other when things aren't going right, that we call and have conference call to make sure that we're all doing well.
[00:08:56] Individuals that I've found inside of this Ohana that I've found because of my career. Within Salesforce. I didn't have that nucleus before. I didn't have that support system before and now I do. And it's not just those people that I talk to on a day-to-day basis that I call sisters. It's the extended Ohana as well that I can reach out to if I'm having problems or if I'm experiencing some type of challenge that.
[00:09:25] Welcomes me with open arms that tells me periodically like that I'm, I'm making a difference that I'm having an impact. It means so much to me because being, being someone who didn't grow up in tech or have this four-year college degree or looked at as someone that traditionally can provide value, the Salesforce community has.
[00:09:48] Made sure that is not the narrative that they give to individuals who come from a background that was not traditionally tech focused, who identifies as someone who's been historically excluded from these opportunities. They're welcoming you with open arms. They're saying that you can do it. And they're saying that we are here to help you along this journey.
[00:10:11] Dan: I love hearing that. And if there are any special stories or are there any Ohana moments, if you will, that's really a little behind the scenes that you may want to share. That that really describes that meaning of Ohana too. Do you have a story?
[00:10:23] Shonnah: I have so many stories. Dan, there are so many stories and maybe this is one of those stories that's going to be publicized.
[00:10:34] I know they have the new trailblazer mark. Series that Aliyah and another individual started. And I know they just released errands episode on Salesforce plus, but with his story, he came into the Salesforce ecosystem. He had no tech experience. He had found out about this ecosystem and he, I think one of his cousins were, was involved and she told him, Hey, Chicago user group is having like a regional meeting.
[00:11:03] Definitely attend. And of course, you know, all about the dream and events, you've spoken at several of them and the dream and events are amazing. You know, I would say facilitators of people who want to know more, but don't want to, let's say go to a Dreamforce or a world tour where, you know, this, it just seems overwhelming.
[00:11:24] These are regional community events where they welcome everyone and you can learn in bite-size pieces. So his cousin, she knew like a nucleus of the Salesforce, Mbps and community leaders. And she reached out to us and said, Hey, my cousin is coming. I would really like for him to learn more. And so we were like, yeah.
[00:11:43] Okay, sure. We, we gone make sure he get in, welcome them with open arms, et cetera, et cetera. So he comes to Midwest dreamin and it's me Toya and Reevey. And. Um, like where's this guy at, we want to make sure he gets a warm welcome. And from my understanding…
[00:12:05] Dan: Toya found him first and want to claim that victory!
[00:12:07] Shonnah: Exactly! Or like, that's my win. That's my one. I'm sorry. So Toya. So I grabbed him and was like you in here now, you not going nowhere type of scenario. And every, since then, you know, welcoming him in trying to be a surprise. System for him and making sure that he has the right connections, et cetera. He's now a golden hoodie winter, you know, he has an amazing job and I don't want to spoil this series, but you can hear all about it on Salesforce plus, but it was just, it's just one of those stories where you're like, That is the heart of the community.
[00:12:45] And that you, you will hear that story over and over again where it's like these, you know, individuals, they welcomed me and they wanted nothing from me. They just wanted me to succeed.
[00:12:58] Dan: I honestly am choked up hearing that just because, I mean, you did this way back in the early days. You didn't part of it.
[00:13:05] And, but then you're there to help mentor and drive that with other folks. So that's amazing.
[00:13:10] Shonnah: It's important. Right? Dan, it's important to give back in any possible way that you can. I mean, personally, like I didn't get to where I am by myself. I didn't, I got here because of people that were invested in me, not just.
[00:13:27] As a colleague, but as an individual, like they saw something in me and helped me through that. I mean, Dan, you're one of those people, Chris, Landis' one of those people, mark Benioff is one of those people. There's so many people that you will meet in this ecosystem that you have no idea the impact that they're going to have on your journey.
[00:13:47] Yeah.
[00:13:49] Dan: So let's get into our next segment called what's cooking.
[00:13:55] Shonnah: Let's both cook to get the truck and cook it now. All right.
[00:14:03] Dan: You are the global product growth and innovation evangelist at Get Feedback. Talk about how you got to where you are now and what your journey has been like to get to your current role.
[00:14:13] Shonnah: I always say like, I don't know how I got here, but it's an accumulation, right?
[00:14:18] Like you said, putting in the work, just knowing product, knowing how to position, product and understanding the Salesforce ecosystem overall is like, One of the main reasons or the main kind of like things that attracted get fit feedback to me as a individual, I would have to attribute me being introduced to Get Feedback to Layla Saika who is an amazing mentor of mine and ex Salesforce executive.
[00:14:48] Exactly. You're like I'm claiming.
[00:14:55] So she was an amazing mentor and she was doing consulting for awhile. So after I came out of my first job in the Salesforce ecosystem, I went into a little bit of a different area with finserv to medical tech. It was. Just kind of all over the place, but I was still doing work on the Salesforce platform and I was telling Layla, like, I'm looking for something different.
[00:15:20] I'm not sure what that is right now, but I love the Salesforce ecosystem. I want to stay there. I want to be able to essentially evangelize. That product in and outside of the ecosystem. She essentially told me to write down some things that I'm passionate about. And then all of a sudden I get a phone call essentially, and was asked to interview for a position that I had no idea about.
[00:15:43] So went through the whole interview process. And when I tell you Craig Shaw, Craig show is CEO, Get Feedback, and also a great mentor of mine. He is. Not your average…
[00:15:57] Dan: Really quick. I'm going to say he's my mentee.
[00:16:04] Shonnah: So by proxy, I'm your mentee, but all in all, it ended up to be a very great process and they decided to bring me on staff and ever since then, it's just been.
[00:16:17] An amazing partnership between Get Feedback and Salesforce and being able to not just evangelize the, Get Feedback product, which is what they pay me for, but also evangelize the Salesforce product within my organization as well, et cetera.
[00:16:35] Dan: Tell us a little bit more about that. The, the evangelization of Get Feedback and Salesforce, maybe give me a little pitch for the viewers and listeners.
[00:16:43] Shonnah: So if you think about customer experience and your voice of the customer initiatives, you're going to think about, Get Feedback as the tool that's going to integrate into Salesforce, to then allow you to be able to collect the insights that are most important to you from your customers. And then when you think about Salesforce, we use Salesforce as our.
[00:17:01] Mostly our automation engine and we don't want your data. So feedback. That's a lot of data. We don't want to keep that. We don't want to house that. That's what differentiates us between Qualtrics and Medallia. Other partners, such as that we want your data to live in. The system of truth, your source of truth, which is Salesforce, your CRM.
[00:17:20] And we leverage Salesforce because of its vast array of stack and automation and analytics, et cetera. We utilize that platform to then I would say, enhance our platform and make our service offerings better than. I love it. I'm sold. Yay.
[00:17:39] Dan: So what challenges are you seeing now and how are you applying what you learned at Salesforce to these challenges?
[00:17:45] Shonnah: We see a lot of challenges when it comes to integration and, or being able to it's like, what do we do now? Like we have all this data. We have this information, how do we take action? What's the next step? What do we do? And what I've had the, the privilege and the ability to do is not only learn more about what it means to take action and to really take control, but also how to do that.
[00:18:13] And Salesforce provides you with the tools. To be able to take action, but also do it in real time. Right? So you don't have to wait to give your customers that experience that you want to give them. You don't have to wait to follow up with a phone call. This information can be automated. That information can be used by Einstein analytics to drive that conversation forward as well.
[00:18:41] I've learned that not one solution is going to fix all your problem. So everybody says Salesforce. And of course I say Salesforce, but I say Salesforce and the term. Utilizing Salesforce as your core CRM. Salesforce also believes this because that's the reason why they have the whole partner ecosystem.
[00:19:02] They know they can't do everything and they know they don't do everything well. So they rely on their partners that focus on those areas of expertise to do it well. And they bet the partners, they have to go through security reviews and et cetera. So on. On Salesforce as your CRM and maybe other service and sales tools, marketing tools that may be available, but also reaching out into the partner network to say, Hey, I need help.
[00:19:32] Now that is a lesson learned, not just in tech, but in life. Like you can't be everything for everyone and everyone needs help. I think we've all realized that as humans through this pandemic that we need other people. Being alone is not good.
[00:19:52] Dan: SO within Get Feedback, but also think about it in the ecosystem. What's next for you and how are you shaping the future?
[00:19:58] Shonnah: I always want to have a tie back into the Salesforce community some way somehow. That's what I want. I see myself. Pivoting more into the customer experience space, just because that's what I'm finding myself more and more passionate about how people experience product and or services.
[00:20:19] How can I really help inform those decisions and create those experiences? And I see that not only in my career, but my nonprofit as well. So I'm going to always be the person that. Well look for ways to help others improve upon their life circumstances, et cetera, and any way that I can. So the nonprofit that I'm running now, it's called teen tech Titans.
[00:20:47] It is something that's near and dear to my heart. It's something that I built locally and. Help individuals really realize their potential. Just go to teen tech, titans.org, and you'll be able to look and read all about the programs, et cetera, and ways that you can help. And a lot of people don't realize like, of course I want revenue and donations, but that's just, that's not the only way that you can help.
[00:21:11] You can help with your knowledge expertise skills. Connections, et cetera. So if there's something, if you know someone that has an organization that wants to give back that has VTO hours to give, let me know, I'm always open to partnering, et cetera, with other organizations. Thank you for sharing that.
[00:21:28] Dan: So let's get into our final segment, future forecast,
[00:21:36] Shonnah: the forecast predict, um,
[00:21:42] Dan: So Shonnah, what do you envision as the future of the Salesforce EcoSys?
[00:21:47] Shonnah: It's already gone through an evolution, right? The Salesforce ecosystem has, we had Erica cool. That was the founder and builder of the ecosystem since its inception. And then a few years ago that Baton was handed over to Lia McGowan, Hare, who is a fantastic.
[00:22:05] Just like, there's no words to describe her. She's she is incredible. Her spirit, her, her energy. She's a big ball of light for me going back to my early. Salesforce. And I'm just going to say this. I wasn't certified. I knew about the platform, but I can configure the platform. I didn't see a need for certification.
[00:22:29] I'm like, why do I need to be, so I already know what I'm doing. I've been doing it for you as mom. And Leo was the first person to say, Go get your butt certified now. And she really helped me along that process and I'm indebted to her and I'm grateful that she was able to help me see the value in that it did help advance my career and in some aspects.
[00:22:53] So I, I really appreciate that, but the evolution of the community I can see with her in charge, I would see it being a lot of focus around education and community. So not, it won't be just a focus on community building, but it'll be a focus on incorporating some type of education in there as well. And
[00:23:11] Dan: I think also finding talent,
[00:23:12] Shonnah: right?
[00:23:13] Yes. 100%, 100%.
[00:23:16] Dan: So can you give us a prediction of where you think the tech or cloud industry is heading in the future?
[00:23:20] Shonnah: Oh yeah. That's interesting. I have a bit of a love, hate relationship with technology. Of course, especially being, you know, a black woman in tech. And I know a lot of people say, oh, why do you always talk about like these things?
[00:23:34] And why do we always have to hear about things? These things is because these specific things impact, they have real impact on people like me and it's not a cliche. And the reason why, uh, you know, it really. I have that love, hate relationship is because tech has done so much for me and the generational wealth that I've been able to build for my family, but it also has such a long way to go in terms of that.
[00:23:59] And we seen that after the murder summer with George Floyd's death and all the other killings of mod Aubrey. We've seen a lot of organizations step up and take a pledge or speak out, et cetera, et cetera. But we have yet to see the real, tangible results of those efforts. So I'm hoping that in the near future that we will start seeing some of those tangible efforts, because if you look at everyone's DEI scores, Most of them, haven't moved, they haven't budged.
[00:24:30] And that's a problem that we need to fix.
[00:24:32] Dan: And I mean, just to pull on that thread a little bit more, I know there's no silver bullet with this. I mean, what are some thoughts of helping other companies out there? Think about how they can go about increasing the DEI numbers at the.
[00:24:45] Shonnah: Thank you for bringing that up because a lot of times people will say, oh, we've hired X amount of people that identify as underrepresented.
[00:24:52] It's not just about, it's not just about hiring them. What is your retention like? Like how are they staying? Do they feel welcome? Do they feel included and your organizations and then why not? Are you doing those? Entry surveys. Are you doing those exit surveys and understanding why these people aren't staying, why they don't like the culture and or the environment don't hire for your culture?
[00:25:18] You know, organizations that will say we want a culture fit, right? That's not what you want. You want to coach her. Because you want to add to your culture, you want to learn more about other cultures to then make your culture more diverse and more accepting. I see a lot of organizations. I don't think that way.
[00:25:39] And they think that if they add to their culture, it's going to mess up the dynamic, you know, of the organization, or it's not going to be what they envisioned it to be, but isn't that what innovation and evolution is.
[00:25:54] Dan: I agree with that a million percent and learning from everyone is really the way we're going to get there.
[00:26:00] So site pivot, just thinking through the nucleus of the entire ecosystem, we're talking about Salesforce, what do you think the future of Salesforce?
[00:26:10] Shonnah: I don't know. It's interesting. Now that mark announced Brett, as the co CEO, I love Brett is an amazing individual meeting him back in his Quip days. And he is big on community.
[00:26:23] He's big on customer, voice of the customer and customer experience, but he has a large role in product. So I'm hoping. That they'll be a refocus or reshift on making the platform, what it was always intended and meant to be a solution that is customer first, but also easy to configure and get lightening, working to what it was sold to be.
[00:26:51] Dan: What advice do you have for other aspiring trailblazers?
[00:26:56] Shonnah: It's easier. I know it's easier said than done to put yourself out there and to be vulnerable, but go to a local user group meeting, go to a dream and event, go to a world tour, but don't just go take that action, right. Introduce yourself to other people, meet people, connect with them on LinkedIn, connect with them on Twitter, whatever social platform you're most comfortable with, you know, join the trailblazer community.
[00:27:21] So are having conversations in there. Ask questions that you may not be able to figure out. You will start seeing the magic. That is the trailblazer community. You will start seeing the love. That is shared there and every community or every family has its problems. Right. I mean, I don't like everybody in my family.
[00:27:42] I have love for them, but I don't have to talk to them and be around them every day. And that's true with any community or any family. So don't expect perfection, but expect that. There is genuine love within this community and genuine people who just want to help love it.
[00:28:01] Dan: Okay. Before letting you go, let's have a little fun.
[00:28:05] Are you ready for this with a quick lightning
[00:28:07] Shonnah: round? Oh shoot. Oh, oh, I just got off a 6:00 AM flight. Damn.
[00:28:13] Dan: I mean, I'm not going to come at you like super fast. Okay. That was force lightening fast. If you will.
[00:28:19] Shonnah: Uh, you can do lightning fast by yeah.
[00:28:25] Dan: Favorite product service
[00:28:26] Shonnah: cloud. Not even Get Feedback.
[00:28:33] Listen, listen, service Get Feedback was built because of the service cloud. Listen, I know where my origin that's true
[00:28:41] Dan: that
[00:28:43] Shonnah: or lightning cold.
[00:28:48] Favorite Salesforce character. Ruth is amazing. And I was talking to Dominique, who is the creator of all the Salesforce characters. And she was asking about this new character called Ruth. And we were in India of all places. And she was like, yeah, I want to do this new character. What do you think? And I literally let out a scream because it was an elephants and elephants are.
[00:29:16] Favorite, like my one dream is just to go and like pet and play with baby elephants. Like that. That's my wondering one day it'll happen. And she was like, yeah, she's an elephant. And I like lost it. And she was asking me about her clothes and like what type of accessories she should have. And I was like, well, of course she should be sassy like me.
[00:29:40] Like she needs to have a nice colorful shirt pearls around her. Something to give her some style and. Yeah. Yeah. Look at her. ACA she adores. All right. All right.
[00:29:55] Dan: Back to the Salesforce lightning round. Okay. Here we go. Favorite marketing campaign of all time.
[00:30:01] Shonnah: Wow. I would say the change-makers marketing thing that Christina Christina Jones did w there was some great stories.
[00:30:09] Dan: Favorite brand of anything besides Salesforce or Get Feedback?
[00:30:16] Shonnah: Louis Vuitton
[00:30:18] Dan: secret skill. That's not on the
[00:30:20] Shonnah: resume. I can. I designed clothes be
[00:30:24] Dan: awesome. Okay. You just won front row seats to your dream event.
[00:30:30] Shonnah: What is it privates like session with Trevor Noah? I love that.
[00:30:38] Dan: All right, Sean, this has been so much fun.
[00:30:41] And before I let you go, let the listeners know where they can find you. And is there anything else you'd like to share or anything to
[00:30:47] Shonnah: plug? You can find me on Twitter at sassy, S a S Y underscore sista S I S T a H M. You can find me on instead of the same handle, you can find me on sassy sister.com, which is my log site.
[00:31:04] You can find me in the trailblazer community as well. What else? Anything else I want to plug? I would say go take a look at the new trailblazer series on trailblazer plus because there's some amazing stories there that I think anyone would really enjoy. I would also say I'm giving a plug in to the community group leaders and the dream and events, because those are put on by people like you and me who aren't Salesforce employees.
[00:31:32] They volunteer their time on top of their already crazy work schedules. So please show them support, show up and show out as I like to say. And then also think about how you can give back as well and what everyone has some sort of talent, some sort of knowledge that they can share and just think about how you can share yours.
[00:31:53] Thank you so much, Sean, for your time. Yeah. Thank you, Dan. Inside the Ohana is brought to you by our friends@qualified.com. The conversational sales and marketing company. That's on a mission to transform the way B2B companies sell. Go to qualify.com to learn more. If you enjoy the show, please take a moment to rate and review it and tell a friend.
[00:32:15] Thank you for listening.