Data Driven: Using BPO Reports to open new sales opportunities ⎜ SellerApp ⎜ EP 116
Ryan Cramer: (silence) What's up, everyone. Welcome to my corner of the internet. I'm your host Ryan Cramer, and this is Crossover Commerce, presented by PingPong Payments, the leading local service provider helping sellers keep more of their hard- earned money. Hey, what's up everyone? I'm your host Ryan Cramer, and welcome to episode 116 of Crossover Commerce. You made it, you're here, thanks for joining us. This is my corner of the internet, where I bring you the best experts in the Amazon and ecommerce space, sharing their insights in the most important aspects of selling online. Selling the data, every words that most successful Amazon sellers follow. It's not just luck or not luck only, but knowing where opportunity and demand exists. So with that being said, we titled today's episode Data Driven: Using BPO Reports to Open New Sales Opportunity. What's a BPO report? Well, we're definitely going to hop into that, but that's the basis of our talk today. But before I kick it off, as always, Crossover Commerce is presented by PingPong Payments. PingPong transfers more than$ 150 million a day, serving over one million customers now and cross- border payments, helping people process, now, to date, $ 90 billion across- border payments, saving money, sending money, it's what we do best. If you're paying VAs, manufacturers, suppliers, if you're looking for ways to save it when you're selling on multiple international audiences, PingPong is the place for you. Go ahead and sign up for a free account today, and you could do that by checking out the link below. Just click signup, it's free to do today, and you'll learn more about what PingPong does, what we are, and how we're going to help you grow your business internationally. A big welcome to everyone who's watching, again, online, this is very cool that we get to go live on social media on both LinkedIn, Facebook, YouTube, and Twitter handles on PingPong's platform. So if you're watching us, welcome. Definitely check us and give us a thumbs up, excuse me, if you're watching this today, and let us know where you're listening from. You can do so by putting that in the comments section and we'll be able to see that, along with any questions you might have along the way. But if you're also listening to this, thanks for tuning into us on all the podcast channels that we'll be available on. And then, of course, if you have any questions, go ahead and put those below, we'll make sure that we tag our guests, as always, in those, if you're not listening to us live. But like every guest or every show with the host, there's a great guest that comes along. Especially in this show, if it was just me, Crossover Commerce wouldn't be what it is today. Therefore, I have a really exciting guest today. His name is Ram Menon, he is the director of sales at SellerApp, and he has one vision: guide emerging brands to absolute glory and success, love that. He dedicates his time to help emerging brands take the right step in their Amazon journey, and he has strong understanding in consumer behavior and market trends across varying markets in the ecommerce domain, and he is an expert strategist who can leverage market opportunities and build your brand to the next level. He works for, again, SellerApp. SellerApp is built for budding entrepreneurs, small businesses, and Fortune 500 companies alike, powered by modern machine learning technology. Their tools help seamlessly upscale their Amazon business. Research operations, marketing, advertising, and sales is what they do best, and we're going to dovetail into that today. For more information, all those links are going to be in the show notes below to connect with both Ram as well as SellerApp. But welcome to Crossover Commerce, Ram Menon of SellerApp. Ram, welcome, thanks for joining us today.
Ram Menon: Thank you so much, and I hope everything is going good with you. Once again, thank you for inviting me to the show, and as you-
Ryan Cramer: Absolutely, absolutely.
Ram Menon: Hopefully we can dive into some interesting topics with Amazon sellers and see how we can potentially benefit them, right, in the long scheme.
Ryan Cramer: Oh, absolutely. And I'm super appreciative of you hopping on today. It's super, I'm going to say super late. I don't actually know what time it is, but you're located over in India, correct?
Ram Menon: Correct.
Ryan Cramer: Okay, so what time is it there? I'm just curious, I always like to ask my guests.
Ram Menon: It's not that bad. It's around 7:30. 7:30 at night.
Ryan Cramer: Okay, 7: 30. That's not bad.
Ram Menon: Since we work with a lot of US clients, you end up being working until late, right, so it doesn't make much of a difference.
Ryan Cramer: Sometimes when I talk to you or my Australian counterparts I catch them in the next day, so that's why I always ask. I say, " How's the future looking like over there?" So they always get to tell me what our future holds, and that's a little bit nice for me. So not exactly the same thing here, but it's kind of fun to do that. Especially as-
Ram Menon: Yeah, it's crosstalk-
Ryan Cramer: I was going to say, as you can imagine on a show like this, around the world it's a little bit easier, I can have a conversation with people just across the world about conversations just like this, but it's kind of fascinating. It makes you think where we were as kids and as children growing up, but it's super fascinating to have conversations, just like if we're in the same room right now.
Ram Menon: Yeah, anyway, I think especially in the last one year or so, this has come, the go- to thing, right? I mean, having these seminars, the video conferences or conducting these events. And you can actually watch it in any space, right? As you mentioned, your clients out of Australia who watches it a day before us, and they can give you a heads- up and say, " Hey, Ryan, this is what's happening. The sun has come out here today, it's going to come out there also. Don't worry, relax."
Ryan Cramer: Exactly.
Ram Menon: So it's a good thing.
Ryan Cramer: I wish they would do something a little bit more exciting. Like tell me what's going to happen in the world where it's going to be like the lottery, or something where people can tell you, " Oh yeah, make sure you do this tomorrow. You have five hours, go," or something like that. But it is what it is, we're going to be optimistic about that, like you had mentioned. Yours is more eloquent than mine.
Ram Menon: It's like your Christopher Nolan movie, right? I mean that's, build something, I'm sure he's already thinking of this, so maybe we can write a story and give it to him, and we write a screenplay, and he'll try to come up with the story like this. Predict the future.
Ryan Cramer: I'll put that on my long list. I'm sure, both of us were talking about this beforehand, our long list of things to do before the weekend, so we can enjoy a little bit. But that's not what we're here to talk about, that, so I appreciate you humoring me for a little bit. But yeah, let me dive into a little bit about your background, because if you're watching this on YouTube or anywhere else, let's talk about who you are as a person, what's that background like, how did you get into ecommerce, and what's your story like?
Ram Menon: I'll give you a quick rundown, right? So my background has partly been into multiple industries, from running your own business to working with big corporate companies, to kind of now looking more in terms of data analytics, right? So a good touchpoint in everything is, ultimately, I've had the pleasure to talk with multiple different personalities, right? Customers, business owners, CEOs of the companies. I've had the pleasure to work with some of the biggest brands in the world, in, let's say in a short span of time. So about, let's say in terms of number of years, I've probably been working for the last 10 years. So kind of helps that, so right now, primary, our inaudible focus in terms of figuring out what brands require additional help or probably additional push, specifically in terms of Amazon, and try to understand what is their primary challenge? What do they go through? Especially since the last one year, that has been the biggest focus. " How else can we grow the business?" And that's where we come in, that's where I come specifically in terms of my knowledge, and what are knowledge I have? And probably not that much, probably 2% of what is actually there, but yeah. But yeah, with all of the knowledge available.
Ryan Cramer: So Why SellerApp, what made you lead to SellerApp? For people who may not be aware of, obviously, there's so many different companies and services in the world, what's unique and different about SellerApp? I only gave just a brief overview of what the company does, but why join there? What was intriguing about SellerApp?
Ram Menon: So I think you mentioned one of the earlier points, right, during the start of the conversation. I think the biggest question the customers or anyone has nowadays is it's about information, and that really goes to data. I mean, you have so much of data around the world, in different countries, in different marketplaces, in different ecommerce potential websites, and different avenues. And that's where we, or at least SellerApp, comes into place. How can we potentially use this data for customers so that they can actually benefit out of it, right? I mean, if I give you a Excel sheet of, let's say a million doors. Now, for a layman, probably for both of us, it absolutely makes no sense. What do we do with it? But you combine the data, you use the intelligence power, try to make something out of it, potentially let's say graphs. How do we infer data out of this? And that's where SellerApp comes, where we have enough data, we have enough raw data. But what does it make sense? And that's what we kind of want to potentially show our customers. I mean, utilize the data in the best way possible and say, " Hey, this can be a potential idea for you, this can be a potential opportunity for you, this is what you need to do." And that's where SellerApp came into my, let's say, liking, where it's a combination of data, it's a combination of people. It's not only dependent on either aspects, because I don't think nowadays you want to be dependent on either aspects, but it's a mix and match. You want to make your life easier with the whole AI, automation, machine learning, but at the same time, it's really a manual process, someone actually looking at the data will understand that. I mean, you cannot throw everything at an automation or an AI intelligence to say, " What is what happened?" It's really those inputs when you put, those make all the difference. So it's kind of a, let's say a combination, that's kind of a human interface. That's what I like to call I, right? I mean, it's data intelligence powered, and that's SellerApp.
Ryan Cramer: Absolutely, and thanks for SellerApp for listening in, they're always watching us. But no, I appreciate that, and everyone else who's watching us online as well. My first question is going to be, we titled this BPO reports. That can mean a number of different things, right? It's a little something new to your platform, but I thought it was super fascinating to dovetail into what that represents and what that kind of opportunity can look like. Maybe give us a high level, what is a BPO report and what is it actually looking at?
Ram Menon: Absolutely. So BPO report is actually, it's part of the whole Amazon business circle, right? I mean, the entire thing works with the Amazon site, so the whole Amazon business is potentially giving us huge market opportunities. So as a potential customer, it allows you to utilize Amazon business data points and help you start selling, or even giving you potential product opportunities. As, BPO, it's called business product opportunity. It helps sellers with options in terms of managing, understanding what the demand trends are, understanding what the potential opportunity of products outside of Amazon, within Amazon. What else can you do? As you grow as a business, as you grow as a manufacturer, as you grow as a inaudible brand, as you grow as a, let's say, a inaudible, your entire lifetime kind of goes into saying, " What else can I do with the business to help customers out?" As a seller, you want to ensure that your brand is going. And that's where potentially BPO opportunity comes and says, " Hey, these are some products which can be potentially used. Why don't you have a look at it, and if it interests you, add it to your product line," and that kind of makes it more simpler.
Ryan Cramer: So basically, looking at a little bit easier way instead of guessing. We don't want to guess, we want to make our best business decisions, especially when selling online, that could be the difference between success and growth versus a lost opportunity or something that has not market in general, you're looking at data in general to help you lead the way.
Ram Menon: I mean, see, the ultimate motive of any guy is make money. Now, how do you make money? You want to grow. Now, how do you grow? You want to get, as you said, you don't want to sell products which are not into demand. You don't want to put into opportunities which is going to be a potential waste for you. Now, what Amazon business tries to do is saying that, " Hey, here's a report. These are some of the trend lines, these are some of the graphs, these are some of the potential opportunities we have identified for you based on maybe a potential category what are you selling in." You can use it, potential opportunity, and you do further analysis, and that's where potentially SellerApp comes in, says, " Hey, these are your opportunities. Let's put in our analytics and tell you, 'Hey, this is something good.'" The ultimate, again, motive is to ensure that it is going in the right direction, and the right direction's obviously trying to make more money. Now, that's the end motive, right? Making more money, and you're happy as inaudible.
Ryan Cramer: So I like the concepts. This is my challenge I'm going to, I think you're going to be able to answer this for me. Amazon's super overwhelming, there's so much opportunity. There's always going to be places where sellers can have opportunity. How do you not overwhelm a seller with all the potential opportunity versus what they're already currently doing? Does that make sense to you?
Ram Menon: Yeah, so I think what you're trying to say, the data points or whatever information Amazon gives, it's broken down into probably thousand different things. Now, as a seller, it's impossible for you to figure out or even to look at it at a day to day basis, because I'm sure he's going to download multiple inaudible files and everything, right? And that's where we kind of break it out into two sections. So specifically speaking about, let's say, BPO, it kind of breaks down into two aspects. That is one, potential products which are already selling in Amazon, based on your category and how you can potentially utilize it, and the second section is, these are the products potentially outside of Amazon which is not already selling, but this is something you can potentially look. So again in that, we kind of try and break it down. So now if you're selling a specific category, now the opportunity kind of lies and says, " Hey, these should be your focus, because you're already familiar with that category." Let's say can be inaudible. Now, you don't want to get products into tool and home improvement where you have no knowledge, you have no idea where to source the products from. But let's say, if you're selling something in the clothing inaudible, see, I just spoke to a customer who is selling scrubs. Now, if I give him suggestions on tools and home improvement, he'll have no idea where to source it. But at least if it's somewhere in the clothing line, he has an idea, " Okay, maybe with my existing manufacturer, can I source this product? Can I make this product?" That's where we want to ensure that it's in line with what you are thinking. If you're selling in a category, we'll give you suggestions on that. If you're not selling in a category, it's more open, it's more broader, it gives you that extensive link saying that, " Hey, why don't you explore onto something else?" Again, that's again of an interest. But I think that kind of answers the question. I mean, one is within crosstalk, one is not within inaudible.
Ryan Cramer: Okay, so you're going to lead them down opportunities whether it's like what they're currently selling, but also maybe close to possibly what they are selling, almost like a broad match if you will, right? Let's throw some other Amazon terms in there, almost like a broad match in terms of products. With that being said, I know this is new for you. What was the need for this? Was there not enough possibilities out there, it was too difficult for sellers to find, connecting those dots, if you will? Almost like a web, like if it's all one big web, and you're in one little connection, you couldn't get to another connection very effectively. Is that what this kind of emerged from?
Ram Menon: I mean, I think there were a couple of points. So one is obviously every single seller is looking to grow their brand probably internationally, looking to potentially expand their business line. And that's where, as you mentioned, the right opportunity is the most difficult thing. You probably see it in front of your face, and you have no idea if that's an opportunity. You're probably scared, because you don't have anything to back on. Now, either you do the research yourself, and you say, " I've done this thorough analysis for the last three months, I've checked out the market, I've gone to maybe couple of journals, I've gone through couple of tools. I've done all that, and I get the analysis and I come back. Now, the second way is obviously, depending on certain aspects, obviously. Amazon has, I don't know, maybe 300 million, 400 million sellers probably just in the dotcom space. It's probably globally a billion sellers? I don't know, combining all the different marketplaces. So Amazon, again, what it does is compiles the data, sees a demand trend, sees a graph, sees opportunities based on the existing sellers, and that's where they kind of also decided saying that, " Hey, why don't we give that opportunity?" So obviously we reached to Amazon. We got some interest from our existing customers, a couple of our customers was, been doing$1 million sales. At some stage, it gets stagnant, because you're not further growing the brand, you are just further growing your sales. Now, there's a difference between growing your sales in one direction, but growing your brand. Because you want to be a world- famous name. You want to be a name, I'm sure that Ryan's aim in the next 10 years is saying, " It's just not over here, but we have multiple people in different countries watch inaudible about your success." crosstalk-
Ryan Cramer: Absolutely. That's why we started the podcast, right?
Ram Menon: That's why I tried to join the podcast so that I can-
Ryan Cramer: That's right.
Ryan Cramer: Oh, thank you, I appreciate it.
Ram Menon: So
Ram Menon: it's about growing the brand, and I think this adds a further layer to kind of grow the brand, because... Now, in the Amazon space, now, you have too many parts to kind of move on. You have your operational, you have your logistics, you have advertising, you have your, the whole Seller Central account, your business account to manage. Now, on top of that, you're saying that" Hey, why don't I find out opportunities for you?" I mean, that's kind of inaudible troublesome to an actual owner, and that's where we say, " Hey, let's do the initial work for you. Let's scratch the surface, let's get that reporting for you, see the report, see the data," and obviously that makes it more simpler for him. Rather than giving him from nowhere to start, we say, " Hey, let's start from somewhere and then kind of see what directions you need to go." It gives an initial kind of push for anyone, it's kind of saying that, " Hey, I'm kicking a ball right now. Let's do the inaudible course, let's start from somewhere," and that's where SellerApp says, " We'll start from this direction, give you some reporting, give you some data points, and then you'll figure out what else needs to be done." Obviously, again, from that direction, we kind of inaudible help and kind of help you maybe further identify. Because that's only one part of the solution, right, just identifying is only one, but execution is probably the next and the most difficult part of it.
Ryan Cramer: Right, and I like how you kind of set people up for success, especially with these reports, it's going to be like what the seller's already selling, but then also something very similar, because you don't want to just jump from product to product where it has no similarities, you have no idea what the market trends are, cost, anything like that, that's not valuable. So here at PingPong, we're all about value, we always want to make sure people's time and money and effort can be managed or saved effectively. But I think the most fascinating thing is you said international growth, and I think that's one thing that we're talking about, is with this opportunity, this is not just looking at the market you're in, this expands to other marketplaces in the Amazon ecosystem. Is that correct?
Ram Menon: I mean, I think that has been the biggest change in the trend in the last, since probably 2020 Feb, since everyone is sitting at home, and I'm sure all of us have been sitting, that has been the biggest change in the trend, right? I mean, sitting at home, you have a lot of opportunities, and that's where in the last close to a year, we've been working behind this for close to six months now, the whole BP opportunity. But in the last one year, we have seen customers come to us and say, " Hey guys, I'm doing good. Can I go international?" Okay, fine, we'll say, " Yeah, let's do international." But where do I start it from? Can I go, let's say, one of the newer markets is UAE, Amazon UAE. Can I do something in the UAE market? How do I start? What products? So there's two parts of it. One is obviously the whole operation of, let's say, can I set up an account, everything, XYZ. The second part of it is, is there an opportunity for me in the UAE market, or should I just blindfoldly go inside and say, " Let me dig the surface?" So that's where your pre- research comes, and that's where you want to kind of help in that aspect as well, saying that, " Hey, before you take a plunge, or before you jump into the pool, let's do some work, let's figure out through the reports, through the BPO, is there an opportunity in the direction where you're looking at?" Again, it's kind of giving an idea. So I mean, let's say you have a listing on Amazon. Now, when you look at the listing, you get an idea. Now, when you make a product, you'll make it better than that. So you have an idea from the reports saying that, " Hey, these are the potential products." Now, as a customer, you can potentially try and replicate the same thing, or saying, " Can I add something more to it to make it different from us? Or can I add something more, maybe have different colors?" This isn't the best example, I was just speaking to a customer who sells clubs, and he said, "Okay, Ram, what else can I do?" So my first question was, " I mean, have you checked out the BPO report?" He's like, " No." I was like, " Wait." I downloaded the report for him, I shared it with him, and say, " Hey, is this of an interest for you? Is this category," I mean, he was into clothes, he's like, " Hey, look, this is something my manufacturer can potentially do, I mean these clothing lines these tee shirts, the pants, the shoes, the socks, everything, all those kind of clothing, this is something can we do." I mean, is there an opportunity? Obviously there are different points you kind of relate to that, and that's where he said, " You know what? This is a start. This is a start where I can think, this is a start where I can potentially have an idea and say, " Hey, maybe three months down the line I'll introduce your new product, and at least that's where our direction comes." I mean, you have to kind of try out something. Don't want to limit yourself with just a small bunch of things.
Ryan Cramer: Right. What about if you're leading people down that path, that next step, you point them in the right direction for data, what's the next step in the natural process? Is it introduction to suppliers or manufacturers, or what's that next natural progression that you at SellerApp are finding success with sellers in being that torch or that flashlight, if you will, helping them guide and navigate through maybe a little bit darker of a path in their journey online?
Ram Menon: So it's kind of like a product lifecycle, your first is an idea. You have an idea, you think over it, you figure out what else to be done. So we give the idea probably through the reports and say, " Hey, this is an idea, let's think over it." The next part is validation. How do we ensure that maybe from the 30 or 50 odd products, which is the top three products, what is the demand, what is the opportunity? How else can we make sales? Is there an opportunity to make sales? I mean, how much do I spend in advertising? That's where, again, SellerApp comes into place and says, " Hey, these are some data points." We have something called the opportunity score, so combining the BPO report along with their opportunity score, we are able to kind of help customers identify and say, " These are some opportunity score based on the data points given from Amazon, based on the demand trends, these are certain things. This could be a potential profit margin, these are some of the expenses. How much do you need to further improve your listing?" And that's where we kind of tie our customers back to us, where we say, " Hey, it's not just one aspect from the ideas, but deciding the manufacturer, setting up a listing after that, working with the advertising, helping with the entire solution, providing your data points, providing maybe reconciliation terms of your sales, telling you what is good, what is bad," and I think more than anything, it's being honest. Tell your customer, " Hey, this is going to work or this is not going to work," because ultimately, if the customer's not happy, it doesn't matter what it is. He is not going to pay a penny if he's not going to get the results, or if he's not satisfied with it. That's the ultimate thing.
Ryan Cramer: So how fresh is this data? Is it going to be refreshed every day? How often as a seller can I rely on a report like this to look at, holistically, is it being analyzed by you first and then it's being disseminated, or is it all in real time?
Ram Menon: So the reports are given on a weekly basis. Every week, we refresh the data. So it's a combination right now. I mean, with the Amazon intelligence, along with SellerApp, so it's kind of a combination. Obviously there are certain points given from Amazon. We utilize those certain points, let's say, from the demand trends from a business point of view, the page views from a business point of view. So those trends are given from Amazon. We inaudible those datas and kind of see how those potential opportunity inaudible. I mean, we try to analyze the category analysis, we try to provide a sales strength. What is a potential estimated sales for these products? What is the potential SBA fees, right, I mean, that's one of the biggest things all customers ask. If the product's 30, is my FBA fees going to be$ 8? So we try to help on those data points. So it's a combination of, obviously, without one, the other will not work. You cannot just get the sales strength but you have no idea what the product is. So it's a combination of it. Right now it's every single week. It's more geared towards, let's say if your Seller Central account is selling clothing, or let's say shoes or tools, it'd be more geared towards your category. But the other report is more generic, but it'll be similar towards your category again. So products outside of Amazon, probably, which are selling under the clothing and shoe inaudible. So it's more geared towards your category. We are potentially trying to see if that can be expanded. Can it be done with other categories? Maybe you have an opportunity in that. So that is in the potential pipeline, but that is something still in the works. So weekly it refreshes, pretty much real- time. The reports take pretty much, I would say less than 10 seconds to download it. The only requirement right now is you need to connect Seller Central account, that is, your actual sales account, to our platform. Once you connect that, you can schedule the report, get it on a weekly basis, and all the information should be provided there.
Ryan Cramer: Very cool. I think that, there's one thing that comes to mind too in this, we're talking about product opportunity. With the inventory limits that are constantly changing throughout Amazon, I'm curious to hear... You shake your head, because you're probably hearing all the same issues too. How does this affect opportunity both for sellers, but the new products that they might want to launch or get into, how is it possible to forecast such products to sell on Amazon when maybe your own inventory, you have no idea how much or how little you're going to have available as a seller?
Ram Menon: So I think that's where some of the SellerApp intricate data points, from the sales strength from the potential opportunity on a month to month basis, what is the potential expenses, what are those FBA fees, what are the shipping fees? So we try to predict in some way, based on your sales velocity, based on what the demand trend is, this is a potential sale. So obviously these are, again, estimated numbers. We try to give it as much accuracy as possible, but I would like to say in terms of our data, I would love to say 99, but I don't want to say 99, it's probably 80 to 85. We keep finding the data to make it as better as possible, and so far I would say I mean, we have close to inaudible customers who've been using these BPO reports since the time of launch. From the data point, from the information which is given to them, I don't think in any sense they have found the data overleading as you're saying, over- forecasting things. We're able to predict in a certain way, saying that, " Hey, these are some of the expenses you would incur, these are some of the trends." And actually, one of the customers last month actually decided to place an order based on the BPO report. And that was a clothing line customer where he was in scrubs and he said, " Hey, this is an opportunity, why don't we identify something?" And that's where our, the further analysis from SellerApp's side. We have something called the growth consulting model where we want to kind of start a brand from scratch and say, " This is the steps, these are the metrics." It's like a 10 step plan from zero to hopefully hundred, and that's why we want to kind of engulf them. And obviously kind of goes back to the first question you had. We don't want to make it overwhelming for them. Break it down into chunks so that they can actually consume the data. And that's the most important thing. I can throw as much as data, but if you're not able to consume that data, it's going to make absolutely no sense in any of these reports. So it's in bits and pieces, kind of creating a company lifecycle or a product lifecycle, I would say, and say, " These are 10 steps. Costs are one, inaudible costs are the second, the third, the fourth," and that's required in anything. If you're doing Seller Central, or business, or anything. Even in your life, you require a 10 step, otherwise you are just running like a headless chicken.
Ryan Cramer: That's a good analogy to have. You literally have no idea where you're going, you're just flapping around in the wind, and eventually it's just going to become overwhelming. But we actually had a question come in for you, Ram, from Susan on YouTube. Does the BPO report give information based on main category, or can you go as deep as subcategories?
Ram Menon: Right now it's on the main category. We are already in the works of giving it a subcategory, and that kind of goes back to overwhelming part, because sometimes the main category is probably just the clothing or shopping, or clothing and shoe. So we are in the works with the subcategory level. It should be, I don't want to give a timeline, probably let's say in a month or so we shall have the subcategory level. And we probably try and identify at every subcategory as well. I mean, there could be three different subcategories you are. So our goal is to the final category, at least as close as possible. So that is definitely in the works, Susan, and I shall definitely notify you as soon as it's released.
Ryan Cramer: Yeah, Susan, make sure you subscribe to SellerApp's newsletter, or connect with one of them. If you're not a customer, make sure you do that just to be notified when that release comes out. So with that being said, Ram, I have a question too just in general. What data or what data points are sellers not paying attention to that you think the should? What is the main glaring one that new sellers or new, possibly going into a new category, what potential data are they not looking at that's very important?
Ram Menon: So I would say one of the biggest trends or one of the biggest things I've seen a lot of customers always inaudible, or I kind of identifying point out is they don't look at what is the... In our world we like to call it the share of voice. That's pretty much your ratings and reviews. Getting feedback from a potential product, seeing how the ratings and reviews are, you will make changes to your product. So let's say you identify a product, it's there on Amazon. Perfect, well, and good. Now, as a general customer, the first thing you always really note is the pictures and everything, but as a business seller who's going to potentially launch, you also need to identify and figure out what is the buyers telling about this product? Was the packaging bad? Was what was said on the product page, is it something completely different? Probably something to do with expiry. So they don't actually look at this, and I think our customer success team has ensured that we have a 15 step plan from a product launch until the final stage, and we kind of ensure customers to break it down and say, " Hey, look at what customers saying, because the customer opinions matter." It's your sentiments, it's where... I mean, you have no other way for a customer to react. Your reviews and ratings are your feedback system. You want to improve it, you have to continuously work on that, continuously make sure that you're making those necessary changes. So I would say listen to those feedbacks, because that can make a lot of difference. And sometimes, it actually makes a lot of make and break scenario. Maybe one of the other products did not have a good packaging and you ended up doing a regular packaging which was the same itself, and that's probably the reason the product will not be successful. So I would say the biggest chunk is the share of voice, understand what the feedbacks are, and that'll help you grow your product and that'll make a difference for your product. Because you want to make a product unique, you want to be, out of the same 10 products and it's the same product, the same packaging, the only difference is probably a color, but make it different. Maybe add something along with the product. So figure out the share of voice, figure out the analysis, and then make the difference from there.
Ryan Cramer: Yeah, we don't want me- too products, I like that phrase. You're not going to be successful, besides just differentiating in color, that's not an actual difference. It's just a feature. That's not the difference.
Ram Menon: And because, I mean, you might actually end up buying from the same manufacturer. I mean, you'll end up getting the same contact, and the product you looked at is probably buying from the same manufacturer, so that's the only way to make it different. Something unique, something out of the box. And that's where I think a lot of customers don't spend time, honestly, because they're already probably spending money. Now they're saying that, " Hey, if I go and launch it, I'm going to have to spend money, so let me just cut out the certain things." So we just recently, going back to growing a brand, so we just recently launched a customer, a brand who had done six months of market research. They bought competition products from scratch, they bought, I think, from the top 50 sellers, they bought close to 35 products. They checked out how the packaging was, they checked out how the product was, how the listing was, how did they receive it? Within how many days, how long? I mean, they used it probably for three months, four months, six months. They did more research than what we would typically recommend. So they actually invested time and figured out, and we just launched with them for a product, for a single product, we have nine products on the pipeline. And that pre- work, pre- research, if it's not done, it's not the right direction. You don't want to come back later on and say, " Oh, I was supposed to do that, but I didn't get the time to do that." So get the pre- work done. It's like your, let's say your workout shakes. Get the workout shakes, get it done, and then you enter the gym.
Ryan Cramer: Exactly, yeah, you got to do the pre- workout as well. Well, on the flip side of my original question, the one that people don't look at enough, what is a metric that most people look at that isn't actually important for people to know? Or they put too much importance on?
Ram Menon: So I'll try to say it in a different way. So I would say the growth of the business. They always want to see exponential growth. They want to have, let's say, from one sale a day to maybe thousand sales a day. For that, you need to have patients. So they see what the other product is doing, probably the other product has been in the market for 10 years. So they've built that market rate. So I would say the biggest thing which is missing out is being patient. Staying time, if you're confident the product will work out, probably will take a year, probably maybe six months. But be patient, and invest a good amount of time. Invest a good amount of time probably in advertising, in getting good pictures. Do not do half- baked work and say, "Let's just, a product just to start things out." Because that is never a routine for success. So I would say I think the biggest thing missing is being patient. We have a lot of customers, as soon as they sign up and they say, "Ram, what is the sale for tomorrow?" I'm like, "It's just been a day. Give us some time." inaudible it's kind of like you, you open up your business, you open up your business, you have to be patient. I mean, I'm sure that the first time when you did the podcast, you were patient, you were trying to figure, " Okay, how do I do this? How do I do that?" And right now probably after, you did mention you're close to 161 episodes, right? And after this, it's kind of a piece of cake. I mean you've figured things out, at least in most of the 99%, you've figured things out, and now you know how things work out.
Ryan Cramer: It's a beautiful thing, yeah. The repetition that you do, the more often you do it, the more comfortable you get, and thus it makes you more seamless, and it seems like you know what you're doing. But I give a lot of credit to the people I have on this show. So I sit back and I'm learning just like everyone else, but it does take time and effort. Patience is key in this game, I think Amazon has shifted in this find product, throw it up online, any product that you're throwing online, you can just print money. Now it's a little bit smarter. Sellers are becoming smarter, buyers are becoming more smart. Not just comparing products, but they know that they're not going to get rused, or they're a little more apprehensive to purchase online, even more nowadays, so you really have to put your best foot forward both on product, listing, data, any sort of way to stand out from the crowd. So it's more competitive, but that's how entrepreneurship is. So with that being said, yeah.
Ram Menon: I mean, it's getting an extra edge, that's the whole goal. You get that extra chip on the shoulder and say, "You know what, I've done this and now I'm confident." And as you said, it's a long came. Someone is coming, just trying to make quick money, probably is not going to work out, but they might be successful. I'm not saying there are not sellers who have done that, and especially as I said, the whole, the pandemic, the lockdown, I mean, that has kind of made even buyers think a lot. I do a lot of online shopping, I keep buying stuff, and since I've seen a lot of sellers, I end up buying a lot of new products. Because obviously I have that sentiments towards those sellers and say, " I want to try them out, given them an opportunity. It it works, it works, and if it's not, obviously I'm not the one who will give a bad review." I don't do that. Even if it's a good product, I keep it to myself, I don't want to definitely give a bad review. So the customers have now plenty of time. I mean, although things are getting better all over the country, all over the world, this trend is going to probably remain, because now you have gotten used to the routine. I know that I do certain things on subscription model in Amazon. crosstalk ships Jello out to me every month, and those are something which are taken care of. The first place where I go buy things are probably Amazon. So you have plenty of time, you have plenty of opportunities, you have plenty of products. I mean, you can go up to 200 products in Amazon, just buy your product. And then you kind of compare, you see what is happening. And every product has probably 10, 20, 30 sellers. One is different from each other, maybe they are selling different products. So yeah, I mean, it's getting the chip on the shoulder getting their edge. So be patient, and things'll come along the way.
Ryan Cramer: Absolutely. We did have another person ask a question through YouTube, specifically about BPO reports, and I think it goes into our, a natural segue into international expansion. Are BPO reports available for UK on SellerApp?
Ram Menon: It is going to be released in the next few weeks. So right now we have finished everything up. So we also do some internal tests to ensure the data is also good enough for customers, so it should be released, I think, a particular timeframe, probably in two or three weeks time, we should have the UK market as well.
Ryan Cramer: Perfect. With that being said, as SellerApp continues to grow and sellers continue to grow internationally, what's the most fascinating through for you about growing internationally? Are there different marketplaces that see the most promise for you, or is there something that's really intriguing as data people, is there data that people aren't looking at to show exponential growth and we're just ignoring it right now, but it's going to really take off?
Ram Menon: So it's kind of interesting, so right before joining this seminar, we had an internal call with the team. And one of the things we did discuss was the different types of ways you can potentially showcase your product. You started out with the basic ads, now you've moved outside of Amazon, you have influencer programs, they advertise your product as well. We got some information, there's a potential opportunity where you can start advertising your products through Amazon Prime, some of those scenarios, where your products are advertised through probably other Amazon channels or platforms, other solutions. And it kind of all goes down to obviously multiple things. I mean, how to utilize all this information. You can advertise on 10 different things, or 20 different things, but how do you infer the data and make things better? I think the growth of, let's say, the whole general ecommerce space, there's so much out there where it's difficult for everyone to kind of get it on to all one head, and that's why they look out for partners. What I like to say to our customers is it's kind of going hand in hand. I don't want to be just another service provider or something, but I want to be a partner along with what you grow. And as you taste success, I want to taste success as well. As you taste failure, I'm ready to take the hit from your side and say, " You know what, we didn't do these things right, but we can learn from the mistakes." So it's understanding the customers, or understanding the business. I can probably easily sell things to a customer, but understanding what they really require is a different pain or a different challenge, and with what we are seeing, it's an abundance. The whole ecommerce market is changing. We have seen brands come in, we have seen brands go out, and it's going to keep changing for the next few years. I'm sure that probably 20 years down the lane when I'm sitting on my couch, I'll be probably still buying stuff out of Amazon.
Ryan Cramer: You'll think it and Amazon will deliver it at that point, right? They'll know your search functionality by just your thoughts.
Ram Menon: Absolutely. So I mean, I used to be in the US, I used to study in the US. And obviously when Whole Foods happened, now it's all, the whole automated system, you can just go check in, check out, get the things outside, and it's kind of made it so good, at the same time bad. You're like, " Okay, I want to go to the supermarket and probably ask someone something," but now they make it all automated, you're like, " Okay, fine." It's kind of good and bad. I mean, you have everything at the single space, at the same time, I would like to get out and do some shopping, I want to go outside and buy things, I want to go to a mall and probably buy a laptop from there, probably go to Dell or any of those places, or Apple, and buy and actually talk to someone rather than just reading through things. And sometimes you just want to hear things, it makes it easier for you.
Ryan Cramer: Right. With that being said, is there a technology you wish existed that doesn't yet in the Amazon space?
Ram Menon: I mean, I think I have actually seen that. So now it's more of giving representation of how would actually things look if you buy the product? I saw it somewhere, I'm not sure if it's an Amazon, but crosstalk-
Ryan Cramer: Almost like in your space, like this is what your couch would look like in this space?
Ram Menon: A 3D kind of image, I think that is in the works, if I'm not mistaken, that you potential, if you buy a TV, upload a picture of your living room and it'll kind of show you how it looks.
Ryan Cramer: Yep.
Ram Menon: The next thing you'll probably see, or next thing I would like to kind of see is, I mean, that's probably a very hypothetical hope, but right when you try to buy a product, if you have any questions, you have a chat option on that page itself, or someone to quickly call, like you're in a mall or on a inaudible, say, " Hey, does this work for this?" You get the answer, you make the decision right then and there, rather than, again, reading through it. So maybe that is something in the pipeline, maybe that is something, I can probably suggest someone from the Amazon team and say, " Hey guys, this is something you guys need to think about." I'm sure they're already thinking about that.
Ryan Cramer: They're already thinking about that and more, so yeah, they're listening to this already. Yeah, inaudible, virtual reality integration is truly amazing in shopping. So I agree with that, I think it's fascinating to watch virtual reality become more and more apparent in terms of how you can see it in real life, but also just renderings online, like with imagery, we've seen product photography images get rendered almost effectively, and you can scan around, do a 360. I love just the innovations that they're able to give you the best online shopping experience, almost like touching it, but that being short, not actually touching it. So that being said, I'm still a physical nature of, whether it's furniture or clothing, I still want to make sure that it's, online, it feels good. But that being said, there's nothing you can really do without it in the moment without actually ordering it first and then returning it potentially if it doesn't fit for you. So-
Ram Menon: I mean, yeah.
Ryan Cramer: Yeah.
Ram Menon: That happens. That's why some things you want to do it actually physically, as you said, touch and maybe feel it, or go and check it out. But I think there's so much there out in the market, you just end up buying things anyway. You're like, "You know what? I can return it within seven days, let me try it out and then if nothing just return it back after seven days," so there's no questions on that from Amazon's side so that's kind of a multipart.
Ryan Cramer: From a buyer's perspective, it's one of the greatest assets that you can have, is the return policy on it. As a seller, on the other hand, not so great. With that being said, speaking of major buying trends, let's jump in. Let me ask you your quick question. Two days of epic deals announced recently, I believe earlier this week or last week, Amazon Prime Day is going to be June 21st and 22nd. That is a major" fictitious holiday" that they came up with, but it spikes a lot of sellers growth', but also it's a little concerning nowadays, because of the little time that they gave for prep, but also we talk about inventory limits. From your perspective, Ram, what is SellerApp telling sellers to do, what are the quick tips that you can suggest to people to prepare for what is, by most standards, a major selling day? Selling two days, I should say.
Ram Menon: So what we kind of generally say is start preparing earlier than that. So I mean, you can have your promotions and deals for your Prime Day, but don't just make it two days. You're trying to build a momentum, and right from now and probably until the end of the year, you have a bunch of holidays. You have July 4th coming up, you have your Halloween, you have your Thanksgiving season, your Christmas, this entire holiday. So the six months from year now, it's building momentum time. So we've already started planning things out from SellerApp's side, we have our customers where we have started some promotions, kind of free promotion. So I would say start out early, monitor the numbers, because it's very easy that you can start spending and you don't get much returns. And sometimes it doesn't work out, and it's absolutely fine. But it helps you plan. Going towards the future, kind of ensure that you understand what the trend line was. You have a two day holiday, see what is working out for you. Maybe was the price, maybe it was an offer which you gave a 5%, 10% discount. See what was working for you, and try to replicate it again. And I mean, you can have your internal promotions once in a while. You can do that every month, just every, maybe two days of the month, you just run a promotion, and maybe that works out. So see what worked out and replicating it, let's say back- testing. You test it, you test it, and you know it's worked out, utilize it again, because it's going to really help you out, for the growth, it helps you. So inaudible started it, push advertising. I mean, that's the biggest thing. Advertise your products, make sure things are already set up right now. Don't wait until the 20th night and you're saying, " Oh, I need to set up a new campaign," no. Set up the campaign, probably put it to a pause, draft it, you know what you want to target, you already know your products, you know what your market is. You can already see customers and Amazon doing some pres- sales promotion. Figure out what they're doing rather than making inaudible. I know for the Prime Day promotions, you probably already had to put in the details on the end of May, but you can still run coupons, you can still run promotions, see what they're doing. And for those two days, keep notice. Make sure your budgets are there. Make sure it's not out of budget half the day, and you're just going to lose the rest of the day. Maybe spend an extra$ 200 or $100 for that day and ensure that it's running 24/7. And what we have seen in the last four or five years working with Amazon sellers, those two days are pretty good, and I'm prob telling it conservatively, it's pretty good, but it's pretty amazing. I mean, some of them make more than a month's sale in those two days, or maybe two months' sale. So utilize the opportunity, don't let it go. Because you have something to build upon. It helps you plan for the next six months as well.
Ryan Cramer: Yeah. And Susan also asked a question, how to win bid for advertisement during a Prime Day event. Susan, I can already tell you that plan for a high- spending couple of days, if not beforehand, after, because that is something that I've seen people, even Amazon in their advertising for Prime Day, they have suggested make your budget at least four times more, for those days, plus, 4 + x. So that being said, maybe that's a philosophical question for you, Ram, is that is there any data to suggest that if there's any sort of discount in major ad spend, versus just letting organic traffic, the influx of organic traffic from those days come in, but then also having just great reviews, great product photography, great listing in general, is there any data to suggest that that can outweigh just major spend on campaigns and discounts?
Ram Menon: It'll be kind of difficult to say. Because I mean, every seller on Amazon advertises. If they don't advertise, it's very unlikely they're going to be successful. We like to put in our words, you have to pay the Amazon Gods, and the Amazon Gods are pretty much advertising. I mean, you launch a product, you are in the growth or mature stage, or you're in the final stages of liquidation. Any stage of your business, you want to advertise and sell your products off. I mean, if you are a major brand, you still do, you still advertise. Doesn't matter who it is. You see the biggest of biggest companies, you search on Amazon, they'll be advertising. So one of the other things I probably want to mention is if inaudible done the Prime Day last year or the years before, see how the data looks for the last year. I mean, I am assuming the customers will have downloaded the reports, it's been there, or it's there in Seller Central somewhere. Look at what the data were. So it gives you a glimpse of some of the potential keyword costs, going specifically to the CPCs. You know how much you spent last year. Now every year, the numbers will keep increasing. So if you spent last year 500, you make a budget, maybe 750 or $1000 for this year. If you spent thousand, you probably have to double it again. And as you said, look at the previous data. Check what you've done in the past, see what's happened, that'll give you a good indication. If you keep a budget of 100, keep a top line of 200. You might have to spend extra. So don't constrain yourself and say, " Okay, this is just hundred for me and nothing else," but ensure that it's probably a little more than that. We usually like to keep a margin, obviously, always. Maybe 25%. I mean, especially for Prime Day. If they don't buy, it's fine, I mean, it's just two days of the month, you have the rest of the days to cover up, but don't waste that opportunity.
Ryan Cramer: Right. I think I want to add onto that too, since we are, a lot of people are in ecommerce, so that's not just selling on Amazon. Amazon's very important, but if you look around the trends of how that ripple effect affects other places of ecommerce, you can also see that Target, Walmart, if you're on other marketplaces, they don't just stand by, they're like, " Amazon's going to have their day," they will also compete with that. So if you're selling on Shopify or if you have a good, strong online presence, or if you're selling on other marketplaces, know that your Facebook advertising or your social ads also will reflect potentially driving traffic to those listings on different marketplaces, because people will naturally want to start looking around for good deals. If your product's on walmart. com, Shopify, and they're just looking for general products, know that that advertising can also effectively help you grow your business in other avenues, not just on Amazon, or help you stand out and drive your traffic to Amazon as well. So keep that in mind too, because there will also be week- long promotions with Walmart, I know they've announced that. There's also been, I don't know how valid this is, but I like to always throw it out there. There's potential rumors of Amazon even suggesting a second Prime Day, potentially before the end of this year. I've heard multiple people say that. So also, make sure that you have your inventory limits, know what your inventory is like, and if you're going to go out of stock, make sure you have plan in place so that you can get more inventory back online as quick as possible if you happen to run out before Q4, because right now it's, as we already alluded to, it's kind of chaotic with the inventory limits, and also just getting inventory quicker to your FBA locations. Keep that in mind too in forecasting.
Ram Menon: I mean, as you said is right, because other people have already, they've kind of replicated the day. You've mentioned Walmart is doing, I think from the 21st to the 23rd, they're doing three day events. Target is doing the same thing. I think the other marketplaces also kind of apply. So it's not just one person. I mean, probably Amazon started the trend. But now-
Ryan Cramer: Oh, of course.
Ram Menon: ... prettymuch everyone is doing the same thing, multiple different things. So make sure you get that opportunity. As you said, that's a good thing, it's a good sale, and as you also mentioned, we've heard these small rumors that there might be a second day, because it's more sales for Amazon. I think crosstalk-
Ryan Cramer: Yeah, why wouldn't they?
Ram Menon: ...they'll be more than happy to do that, inaudible or not.
Ryan Cramer: Well, and the other key would be show value, show more value above your other competition. Whether it's your discount, it doesn't have to be discount, it could be value- add of free ebook download, or it could be additional product discounts later on, or even, just provide other additional value if you're allowed to and if you can, make sure that that is something that you can use to stand out and above not just product and price inflation. I've heard people have tested and say, " We don't discount our products," but just a little bit. Again, it's a psychology thing. If they think that there's a coupon or you're saving a dollar or two, that's going to be, at the end of the day, buyer psychology to try to trigger that and say, " If I don't get this now, I'm going to lose out on$ 2 savings." It doesn't have to be incremental amount, it doesn't have to be 70%, it doesn't have to be a percentage, it could just be a couple dollars here and there, and as long as you're profitable at the end of the day, make sure you build that into your forecast as well.
Ram Menon: Yeah, I mean, it's those small trigger points. As you said, might not make much of a difference, 1%, 2%, but you see that, you're like, " Hey, I'm getting a 1% coupon." I mean, who wouldn't want to get free stuff? I mean, something of a discount. So use that, it's kind of a psychological trigger. 10%, 5%, whatever it is, put those numbers on, utilize that opportunity, because that's where the customer comes in. If they see two products, one's a discount, might be the same product, I will still go for the product which has discount, because I'm getting something off.
Ryan Cramer: And also, keep in mind too, if people don't have Prime, which doesn't seem like a lot of people don't, but know about that minimum threshold for free shipping, $ 35 for a lot of people. They might drop it for Prime Day, I've seen it done before, to 25, but if it's 35, keep your product a little bit around there, just under it or just so that they have to, effectively, to get that free shipping, potentially purchase more, so think about those kinds of strategies as well if you're doing any sort of bundle, or if you're doing a multipack and that price point just happens to push them over, just help them understand that, " Hey, this can get you and achieve free shipping if you purchase a little bit bigger quantity instead of just the one pack," or whatever that looks like. So all little tips and tricks to kind of get that person over the hump to pull that trigger with you, too. So Ram, I know we're already at the top of the hour, where can people find out more information about SellerApp, where can they connect with you, what's kind of the best way to do that if they have more questions about BPO reports, growth internationally, things of that nature that we covered today?
Ram Menon: Absolutely. So the easiest way is obviously log into our website, sellerapp. com. You'll find a register option, you can register, you can access the platform. We have a trial period. Our team will be more than happy to walk through the reports, walk through the dashboard. And it's not only just one aspect, you can figure out other additional avenues or other potential places where any seller wants to get help in. So it's sellerapp. com, you get a free trial. As soon as your trial, I'm sure that one of my team members or anyone from my team will quickly buzz in a call or send you an email. So we will reach out to you, and that's kind of our USP. We want to ensure that customers are reached out, called on, email conversations, Zoom meetings, any meetings. So we will do that. You can always also follow us on social media, that is obviously updated, and we have regular sessions. It's, obviously we're having a session with Ryan, but we also can take regular sessions. And as Ryan earlier mentioned the first point, it's building the ecosystem. It's not one aspect of just selling, but if PingPong and SellerApp can join forces together and help, one aspect is a payment solution, one aspect of helping maybe with advertising for your product opportunity, that's where we want to help. We want to build along with our clients, along with our partners like PingPong to ensure that we help customers out at the end of the day.
Ryan Cramer: Absolutely. That's what we're all talking about, is we're here to help the journey grow, that's why we're service providers. We're not just here to have you subscribe to some sort of service, it's to help see you grow. Like you had even said earlier, " I'm going to taste that success along with other sellers." That's why we actually go into this kind of business is to see that growth for not just our business, but as you grow as sellers, we grow as well. So it's kind of a two- pronged approach. We don't go into this business to see other people fail, because then inevitably we would. So ultimately, that's why we bring this value and this content as well, but thank you so much for hopping on Crossover Commerce today. We'll keep an eye out for more content, obviously, with SellerApp. All those links, too, that Ram mentioned are going to be in the comments and the show notes below, so if you're watching this online, go ahead and check that out and click those links to sign up either for SellerApp or subscribe and like their social pages, so check that out. And Ram, as always, now a friend of the show of Crossover Commerce, thanks for joining today.
Ram Menon: Thank you so much, Ryan, it's been a pleasure, and we shall meet paths again.
Ryan Cramer: Absolutely, yeah. Stay safe over there.
Ram Menon: I will.
Ryan Cramer: Awesome, thanks, Ram. Again, everyone, thank you for joining Crossover Commerce, this is my podcast in conjunction with PingPong Payments, Crossover Commerce has gone live now 116 times. So if you're interested in learning more about Amazon and ecommerce space, no matter if, we talk about BPO reports, we talk about literally everything in the space to help you grow as Amazon and ecommerce sellers. That being said, the easiest way to watch our shows is to either go to YouTube and follow and watch all the different episodes on our playlist of Crossover Commerce, but also exciting news is that we'll be releasing our entire gauntlet of audio format and have dedicated landing pages for each of those audio formats online here coming up shortly with, hopefully in the next couple of weeks. So stay tuned if you're a big person that listens in audio formats, you can get high level takeaways, you're going to get notes, audio format, shareable content so that you can help your own audience grow as well. With that being said, I'm Ryan Kramer, host of Crossover Commerce, make sure you follow us on social media, on Facebook, LinkedIn, YouTube, Twitter, Instagram, wherever you might get most of your content, go ahead and follow us on there, follow myself so that you can be notified of future episodes. Next week's no shortage of episodes as well, we're going to have three more awesome, amazing episodes, so stay tuned for that. We're going to have XB Strategy, ElevateIQ, and Marketplace Prep coming on to talk about different topics, both IMI limits, we're going to be talking about just Prime Day as well, and also just ERP systems in the financial sector. So that being said, thanks everyone for tuning into Crossover Commerce, take care.
Ryan Cramer of Crossover Commerce talks with Ram Menon of SellerApp about using BPO Reports to open new sales opportunities.
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