Analyzing Trends to Uplift Performance with Spinify

Foreign. G'. Day. I'm Matt from the CEO. I've got Jason here with me. He's an absolute legend. Today we're going to talk about gamification in general and we're also going to talk about some of the analytics we have on the platform that are really quite helpful in understanding what's going on. And, and then we're going to talk about some stuff that we're doing with AI and how we believe that's just going to change everything that we do. But before we get into any of that, just thank you for everyone for joining. It's, it's really exciting to see the people piling in for us gamification and trying to understand what it really is. And I think it's just a good thing to just set everything straight and all the stuff that we've been doing for many years and all our different customers in 18 countries and we are approaching 1 million competitions that we've, we've, we've built and it's, it's exciting times for where we're at in this entire industry in the space. But defining gamification in my mind is, is a critical thing. And the way that we see it, it's, it's really two words and one word is probably more important than the other. And that first word is fun. And if it isn't fun, people don't really do it. And then the second one is competitions and creating those competitions. And what we focused on is how easy it is to create those competitions. We have competitors just like everyone else does in the world. Our competitors generally make things very difficult in creating competitions. Our focus has been how do you make them fun and how do you make them quick and, and easy. And Jason, we've got some stats there on that. We've recently done with user evidence on how fast it's. That we can create people, how long it takes. People think it's average six minutes.

Yeah, under six minutes on average.

And I think that stat was something like 78 of people can create a leaderboard within six minutes. That's really important of doing that. But ultimately what it is, and if this gels with you, you're in the right place, is about how do I get visibility of data, how do I then turn into something fun, how do I make people compete and ultimately how do I get more out of it? And then really when you look at those competitions and what they are, they're two things. They're either activities or outcomes and knowing which, what they are changes what you're Ultimately trying to do.

And that just to jump in there for a second. So, like one of the big things we're talking about, the six minutes, one of the big things is knowing from a manager and knowing what my team needs to do, being able to create that competition in the right amount of time. So it's not. Well, this activity is falling behind. Having to go talk to it, having to get more people involved and it being a week later and all of a sudden that's been a problem for an entire week. Now I'm able to go in and create that competition, get that focus on the, that KPI right away.

Yeah, speed is, speed is everything. And that's part of what we can talk about later about the AI, because the next thing is I don't know the it in there, but I, I need someone who's creative and I'm trying to figure out what I should just name the leaderboard because that's. I don't know, it's difficult. But with our platform at Spinify, knowing who you are and what you've done and what you should do, well, without any spoilers, we can talk about what that is. But Jason, why don't we jump in and show the guys we've got the small agenda here. So that's that. Thank you for joining us. We've got a little quick agenda that we've got up on the screen here that we can show and let's just get into the, into the product. The, the other thing is just there's chat here. So thank you for everyone who's joined. If you, any questions that you've got, just ask us so we can, we can treat this almost like a town hall thing as well. So as we're talking, just ask us questions about anything, gamification, Spinify, life in general. We're happy just to talk about those things as well. The more questions, the better. But Jason, why don't you jump into my spinner phone. Let's, let's talk about these reports and analytics, really, because reports is a dirty word. So the reason I say reports is a dirty word and you can all see this wonderful screen here that we've worked with UX designers all around the world to get this fantastic design. Is, is the problem with a report is that when I get the report and I sit down with, with the reps, I hold it up and go, here's the report. And then we look at it and then it's instantly out of date. So what we do at Spinify is we're looking at that data constantly. And what Jason can show here is how it's trending over time and. And then other things that happen because of this data, which is the visibility is we now create things called micro competitions, where two people can now see each other and understand that data of where they're at and then compete. And then another concept that's in there that's really cool is robo boss, which is when someone's down the bottom as a manager, you don't need to go kick them because they can see that they're down the bottom because they now have that visibility as opposed to sitting down and looking at a report. All those things change the data, which change the outcome. Jason, you seem to be muted.

I was just gonna say, on the similar things on the Robo boss is not just are they able to see who's at the bottom, it's who's doing better than them. They can go talk to their colleagues to get some assistance as well. So it's not just on them and on their own kind of siloed there.

Yeah. Visibility is the word. Right. So this is what it's about, is giving visibility. We worked with a guy named Yukai Chow who wrote this book, and I recommend. It's on Amazon. And everyone goes, is here, go buy this book. It's a fantastic book. What it does is really give you a basis of understanding gamification. And what he did, Yukai Chow, was he broke things into a framework of how you motivate people. And we've done a lot of that in the product. He talks about white hat and black hat, and we don't actually do any black hat, which is negative stuff. Right. So everything's always about positive enough. Uplifting. There's many things about that. But anyway, Jason, let's talk about some of these numbers and give people an overview about what it's about. Yeah.

So what we're looking at here is the revenue for a team that we've got here. So I'm able to just quickly see how we're trending over time. I can start looking at how we're doing towards our target. So I can see most months we're. We're beating our targets. Um, and that from a manager side of things, I can start looking at, okay, how do I go and increase those targets for the team? They're already beating this. How do I get them to. To push a little further?

And the reason that's important because sometimes you set that as a manager, you set the targets bad. So sometimes you make Them too easy, and sometimes you make them too hard. So we won't go on today, but we have a whole coaching analytics platform there where you can actually see, did you set them too high or did you set them too low? Because over time, you also want to change them constantly. But this is helping you understand that.

Yeah, as we're constantly growing and. And bring out more people, bringing. Hitting those targets more frequently, we want to be able to make sure that they've got those strong targets to reach for. Like, in this competition, I've got eight days left, and I've already been beaten the competition for the month. So looking at, okay, how do we then keep pushing this for the rest of the month as well? So we can start seeing how I've hit the target? I. We get that predictive score. So we're looking at all the staff's performance over that month time frame, and we're estimating what we think the whole team is going to be reaching at this point. So looks like we've got another $40,000 to go on this. This competition for the rest of the month, which is really good. I can see half the people have already hit their target for the month, so there's still some. Some gap in there for some of the reps that they need to focus on. And I can start kind of diving into the past performance as well to understand how are we doing compared to the previous time and things like that.

As well, which is very powerful.

And then if we want to learn more about that revenue, we can then drill in and get a lot more information about our performance now as well as over time. So I can see since we've been running this competition, we've brought in that 2 and $2.2 million, and we've had 230 people, 235 people hit target, which is amazing.

And this is another big difference between what we do and what a report is. Because a report, if you get something from Salesforce or whatever, it's spitting it out. It's not really telling people about a target and what they want to hit. And it's definitely not predicting where they are and whether they're going to hit it. And ultimately, you want to set everyone a target. And the question we always get asked is, can I set targets individually? And the answer is yes. So you can. You can have someone who's the gun in your team and make them their target three times higher, and they've got to run three times as fast. You can have someone who's a newbie and make it half of everyone else, but everyone feels like they're on the same playing field and they're progressing. We were the first to put progress bars in, which sounds a little crazy, but progress bars are really important about getting a visual view of how you're progressing in a competition as a player.

So the other stuff with the individual competition we've seen quite well is setting up pods so you have your lower tier rep kind of group together with one of your. Your guns to have kind of a 2v2 sort of competition. So it's not just everyone on their own. So you can start grouping people together and having the individual reps help each other. It's not just on the manager's shoulders to tell.

And on that Yukai chow, he calls this an epic competition. And what that's about is having, say, a single metric that the whole company is going for. Have someone in a team competition and have someone in an individual competition. And because they're spread out over all those different competitions, they may be going bad in one of them, but holistically they feel okay because they're in lots of competitions. And those competitions could all be the same data, but just sliced in a different way because one's a team competition, one's an individual competition, company competition, many different ways to show the data and change the data. Which comes back to that word that we were talking about from the beginning, which is something that we've always focused on, is fun. Because ultimately if this stuff isn't fun, people will get bored. And if you get bored, you don't do it right. And that's what we're really focused on here at Spinify is getting people engaged in the data to do something. We're all based on data. So there's a lot of recognition platforms out there that we've seen that's just about giving someone a five and then you give a five, but it's not based on data. So because you're here and you understand the data and looking at the data, it's all about how you visualize it, which is what Jason's showing us here.

Wonderful. Yeah. So all about bringing that historical data. So we can start looking at the past couple months and how we've been doing, we can start looking at those targets that we're talking about. So how are we doing versus the first time that we've run this competition or the previous competition? So I can see. Start seeing that trend of how we're doing.

So we've got a question here about someone. How do you Motivate Someone who's on the bottom of a leaderboard or the bottom of the leaderboard is really about letting them see the visibility, about letting them see where they actually are as opposed to them not knowing where they are. And because they can see it, they can do it. And they are predictive as well, can actually tell them where they are, where they've got to be.

And I found a lot of that comes, people know more on that, that outcome that big from a sales team, what kind of sales numbers that I've brought in. But they're not looking at those activities, those calls that they're sending, the meetings that they're booking and they don't know how they're doing compared to other people. So knowing kind of what they're doing helps, you know, okay, well that person's doing better in sales but they're also doing more calls and more emails. Maybe I need to go focus on that.

You can see the data which Jason, why don't you show us that what that looks like how I can see the data between me and someone else when I'm down the bottom, what I can see. Yeah.

So we can start seeing for each of the people. As an admin, I'm seeing the people around me. As a player I'd be comparing myself to these different reps. So I'm going to start seeing the progress and the percentage of goal, what my highest all time score is versus theirs. I can start seeing a trend over time of how we're doing. So looks like Marine and Piper here are kind of mirroring each other a little, kind of trading back and forth on wins and losses here. So it gives you that insight into how they're doing. You can start seeing how they're doing compared to the previous time as well. So Marina is doing a bit better this time than they were doing last time, which is shown in her higher score here.

Nice. So we've tried to do a lot with these graphs about how you can see very quickly what it is without drilling in and looking at crazy amount of reports and getting blinded on it. It's meant to be a quick, high level thing for you to see and for the rep to see, to get that instant visibility about what's working and what isn't. Along with the whole creation of the leaderboards that we, we talked about. We put so much energy into making it easy and fast to create these competitions, making these competitions recurring. There's no limit on how many competitions you can create in Spinify. The more competitions you create, the Better. And then having days where you just turn everything off and go, right, today it's all about leads. We don't care about anything else. And whoever wins that, who gets the most is going to win this thing for the day. But let's go have a competition for today. Everything else is off. Here we go. This is a big competition. Who creates the most leads today wins. And then we go back to the regular program of all the competitions that we run. So changing things up like that, I, I found in my previous business was a great thing to do. And we see people who do it on the platform here. And it can get a big impact by just having a singular focus at times for a day or even a couple of hours about things that you just want to shift the needle on.

It's starting to see more and more of those, like end of day blitzes as well. So that focus at the end of the day, okay, the team's kind of wrapping up, but how do we get them to stay on the phones? How do we get them to keep calling and having a end of day blitz? So it's just looking at the calls made in that last hour of the day.

So a question here is about, can I compare myself to anyone who's. Someone's not directly behind me? So when you see the leaderboard, what it's about is you'll see everyone that's in that leaderboard. So if they're not in there, you can't see them, but you can. Like we can see here, this is everyone who's in this leaderboard.

Yeah. And then on the. The player as well, they'll be able to see how they're doing compared to each person as well.

Yeah.

So when I'm participating in that competition, it's going to be me versus them.

Yes. Why don't we. Why don't we flip over and see if I can share my screen?

Oh, I just can say, I think Danielle also has a question asking if the. The data is all real time. The data is going to be pulling in in real time from the various sources.

We call it near real time. Near real time because we're waiting on things like Google and other things where some things like Salesforce are extremely quick because we have a lot more control. Other things like Google can be a little bit slower. But effectively this data has to be as close as it possibly can to exactly real time. Because you can imagine I'm a rep and I put something in a CRM and then the TV updates on the screen updates an hour Later. That's just not going to cut it. Right. So people need to get that data and we haven't even touched on it because the whole achievement thing and the recognition piece, which makes people go back into it again, that's. That's an important part as well. Right. That has to happen to get people to know that they've been notified on something and make them do something again. That. That has to happen fast. So it's always been critical for us to make it as close as possible to real time. But we just call it near real time. But great question, actually.

I think, Matt, you wanted to. Yeah, we just got a few more questions.

Just really smashing it through. How many competitions can I run at once? Unlimited. You can go crazy as as many competitions as you want. So we don't limit you on how many competitions. And. And the other beautiful thing about this competition is they can be recurring. So you're not coming in here every week and going, oh, I've got to make them all again. You can set them up to be.

Recurring and recurring based on different time frames as well. So you could have a daily competition that's showing your information each day. Weekly or monthly competitions as well.

There's a question. Is there a way to speed up time? Do you know what that means, Jason?

I wonder if that has to do with the time to sync.

Oh, right. No. So that's all that's done in the back end. But know that we do everything to make it as fast as it possibly can be through the Internet and everything.

And I think it would depend on the integration as well. So like our Salesforce integration with the app Exchange syncs within a minute.

Yes.

So it depends on the limitations with the service that we're connecting to.

Yes. And some things like Google's doing lots of things and it gets busy, then it sends something really quickly, then it sends something. It is what it is. Lots and lots of questions.

It looks like Joe question was around Snowflake. Should be about 10 minutes. It all depends as well on the data going into Snowflake and into the database as well.

But we can have a conversation about that, Joe. So just.

I was going to say we can take it offline, Joe and s some time with your CSM to. To have a look at that with you.

Cool. Why don't I see if I can share my screen? Sure. I will stop sharing, see if I've successfully shared. Have I? Yes, I guess I have. Well done. So this is a real sneak, cutting edge, crazy preview that I'm going To show you this is how many different types of ways to split the data competitions, what I'm about to show you will even be changed just in the next few hours. But, but, and many of you might be aware, we have many, many different ways of showing that those competitions and how they should look, which is very cool. So one of the problems that we saw, which you can see what's happening here is working with Chat GPT is how we've done this. But the problem that we saw is people just don't know what they should create. So you're going to make a leaderboard and you go, what do I do now? Well, what if we could tell you? So, working with Chat GPT, we figured out a way to be able to know who you are, know what you've done, and then tell you about ideas and then recommend ones that we think are good and then click on it and then I've done it and then I can add something down here if I want to and change it. So this is a quick preview of what we're doing with AI, but this will eventually be everywhere. We've got a huge roadmap of what we're doing and where we're going to put this, but that's a sneak peek of how it actually looks. And we've found the results coming back from ChatGPT absolutely amazing as it knows who you are and what you're doing. So we're incredibly excited about what this is actually going to do for gamification. To be able to take that whole idea, creation of going, oh, what do I call this achievement? What do I make this screen? So things about making images dynamic, creating badges, and it goes on and on and on. There's amazing amount of things that we're doing in this space that we're very, very excited about. We can't wait to show you them and they'll be coming out over the coming days. We're releasing stuff faster than we've ever done before and we really think this is going to have even a bigger impact, that you create competitions that suit your culture faster to do and get that impact that you ultimately looking for. And we don't know anyone else has done this, so it's been an amazing effort. There's almost everyone in the company is working now on AI or something to do with AI, and we're actively trying to recruit more people in AI, but we think linking AI and what we've done with gamification is going to change everything. It's going to make things so much easier for you guys. So much more fun to do stuff.

It's that game that best practice, the recommendations based on industry and bringing that fun aspect to it.

So what spinify is going to be turning more into is knowing exactly who you are, what industry are, and, and then serving content to you and suggestions that fit you and what you've done and what you haven't done and what we see the gaps are. And that that's just the start. There's a whole bunch of other stuff that is even more exciting than, than that. But ultimately what it's going to do is just make things faster, easier for you guys to do everything in the platform, give you ideas that you go.