Imagine you are a sales coach, provide a detailed summary of the call for the sales manager. Use a sales framework and make sure to recap next steps.

Time,Summary
0:00 - 3:02,"Deenagh Robare talks about how their camera sometimes stalls when they try to turn it on.
Marcus de Verteuil says they would love to understand their story at Arrive.
Deenagh Robare notes that they used to use Lattice for one on ones, but there are a lot of limitations around that.
Deenagh Robare talks about how people started the word about a free subscription, so they were getting above their allotted users.
Deenagh Robare says they ended up going with Peacon, which is a Lattice competitor."
3:04 - 4:40,"Deenagh Robare says a bunch of them had been using Fellow for over six months, and they love it.
Marcus de Verteuil notes that Lattice is a cool tool, but it's hard to get everyone to use it.
Marcus de Verteuil says it's easier to get people to default to it for their one on ones meetings.
Deenagh Robare notes that they can track and add notes to any meeting."
4:40 - 6:33,"Marcus de Verteuil asks Deenagh Robare about their journey within the HR team, and Deenagh Robare says they're an HR apps manager at Arrive.
Deenagh Robare notes that they spent the last ten years in the logistics industry, and they ran operations and logistics for a wine company, then moved back to Chicago and started working for Arrive.
Deenagh Robare says they spent the majority of their time overseeing the operations team, then moved into project management."
6:33 - 8:57,"Deenagh Robare notes that they spent a year doing that as a business partner, and this new HR operations role came up.
Deenagh Robare says they moved into this role in January, and started deploying Pecon and Fellow.
Deenagh Robare notes that they hired an Hrs systems manager and integration manager, and they haven't talked with them about Fellow yet because it's been going well.
Deenagh Robare says they should keep an eye on their active users, and they could partner with HRBPs to get more utilization from managers."
8:57 - 10:53,"Deenagh Robare says they're implementing a new compliance training system, cybersecurity harassment training, and code of conduct training.
Deenagh Robare notes that they did a full revamp of their handbook, and they're looking at their onboarding and offboarding experience.
Deenagh Robare talks about how their operations and project management background helps push these things over the finish line."
10:53 - 13:15,"Deenagh Robare notes that they are on a growth path, but they're also looking at their efficiencies.
Deenagh Robare says they develop their own technology in house, but they're also using a lot of outside platforms.
Deenagh Robare mentions that Fellow integrates with Jira, and they don't think all the right people were in the room when they made the decision to go with Lattice.
Marcus de Verteuil talks about how the adoption with Fellow has been quite organic, and they've done a good job at allowing people to use and interpret it."
13:16 - 15:23,"Deenagh Robare notes that they connected it to Google Calendar.
Deenagh Robare says they haven't used it yet to encourage one on ones.
Marcus de Verteuil notes that it's just a matter of getting comfortable with it and using it for whatever meetings you can.
Marcus de Verteuil says they shared the agenda with them through their Fellow Cross Workspace collaboration.
Marcus de Verteuil notes that they have a graph of usage and stats they can look at together, which allows them to better collaborate with folks who are at different companies that also use Fellow."
15:23 - 17:09,"Marcus de Verteuil notes that they pulled from the last month the number of users who are using the tool.
Marcus de Verteuil asks if they had a plan as to which departments they would go after, and Deenagh Robare says their user group was Leadership and Managers.
Deenagh Robare notes that they want to keep an eye on who's a continuous active user versus who used it for a week or isn't logging in anymore."
17:10 - 19:12,"Deenagh Robare says they anticipated being in the middle tier of up to 1000 seats, and that's the cost they have set aside for this year.
Deenagh Robare asks how they can keep an eye on how many active users they actually have on a recurring basis, and Marcus de Verteuil notes that they base it off of the monthly recurring active users.
Marcus de Verteuil mentions that the usage stats can be found in the dashboard, but they don't think they'll hit over 1000 this year."
19:12 - 21:00,"Marcus de Verteuil notes that they'll make sure they can limit it to the most important 1000 users in this year.
Deenagh Robare mentions that if they could set it up where they're not going into the third tier this year, they can talk about it next year.
Deenagh Robare says they've only had it set up for a month, but monthly active.
Marcus de Verteuil mentions that 715 is showing those who just popped in and have not kept using it, and that shows there's 35 people who popped into Fellow."
21:00 - 23:13,"Marcus de Verteuil notes that they almost have 500 people on a weekly basis, which is awesome, but they can't financially go past the tier level.
Marcus de Verteuil asks if they know which cohorts are new people that have joined, and if they want to get to 1000, what are the best departments to go after and provide consistent training to.
Deenagh Robare notes that they don't know who these people are, and asks if there is a way to get an overview.
Marcus de Verteuil says that would be something they could potentially sync if that's set up in workday."
23:14 - 25:04,"Marcus de Verteuil asks if Okta has manager, report, and people's titles, and Marcus de Verteuil notes that they can try to pull a report.
Marcus de Verteuil says if 80% or 70% of the sales team is using it, they can get the rest of the team on board and make it a standard thing.
Deenagh Robare asks how to put a roadblock in place if they go up in number of users."
25:05 - 26:29,"Marcus de Verteuil says they could change the way people can add other teammates to the workspace.
Marcus de Verteuil notes that they can create limitations in terms of who can invite who, but they don't know if that would make it difficult for managers to run their meetings.
Marcus de Verteuil says they can respect the 1000 tier if they're saying they can't go past it."
26:30 - 28:17,"Marcus de Verteuil notes that they have an invoice for the first tier of users, and it's for the year.
Marcus de Verteuil says they'd pay for the remaining months in that year, and phase three could kick in next year.
Marcus de Verteuil mentions that gives them time to plan and push adoption.
Marcus de Verteuil says they can focus on building a policy on how people use Fellow.
Deenagh Robare notes that they can talk to their leadership if they're starting to get closer to the 1000."
28:17 - 29:46,"Marcus de Verteuil says they can respect Deenagh Robare's planning of deploying the tool.
Marcus de Verteuil notes that they will do a deep dive into your users and try to identify insights, and they could set up trainings with leaders in those groups for specific use cases.
Marcus de Verteuil says they have a couple of templates they can build off of.
Deenagh Robare notes that their tech teams use Confluence, but they have an intranet, called the Arrive Feed."
29:47 - 32:04,"Deenagh Robare mentions that it's in WordPress, and they're working on building a manager specific page in their intranet.
Marcus de Verteuil says they'll get insights into users, and they'll get a template for how to build the Internet page.
Marcus de Verteuil notes that they've surpassed the initial band of users, and they want to make sure they're aware of that.
Marcus de Verteuil mentions that to focus on building a strategy for using this tool this year, and to have a communication plan and documentation so they can put themselves in a good position for next year."
매거진에 영업 코치라고 가정하고 영업 관리자에게 통화에 대한 자세한 요약을 제공하세요. 영업 프레임워크를 사용하고 다음 단계를 요약하세요.시간, 요약0:00 - 3:02,"Deenagh Robare는 카메라를 켜려고 할 때 가끔 멈추는 문제에 대해 이야기합니다.Marcus de Verteuil은 Arrive에서 자신의 이야기를 이해하고 싶다고 말합니다.Deenagh Robare는 일대일 채팅을 할 때 Lattice를 사용했지만 많은 제약이 있었다고 말합니다.무료 구독에 대해 사람들이 입소문을 내기 시작하면서 할당된 사용자를 초과하게 되었다고 말하는 Deenagh Robare.결국 Lattice의 경쟁사인 Peacon을 선택하게 되었다고 Deenagh Robare는 말합니다."3:04 - 4:40,"디나 로바레는 그들 중 다수가 6개월 이상 Fellow를 사용해 왔으며, 매우 만족하고 있다고 말합니다.Marcus de Verteuil은 Lattice는 멋진 도구이지만 모든 사람이 사용하게 하기는 어렵다고 말합니다.Marcus de Verteuil은 일대일 미팅에서 사람들이 기본적으로 이 도구를 사용하도록 하는 것이 더 쉽다고 말합니다.Deenagh Robare는 모든 미팅을 추적하고 메모를 추가할 수 있다는 점에 주목합니다."4:40 - 6:33,"Marcus de Verteuil이 Deenagh Robare에게 HR 팀 내에서의 여정에 대해 묻자, Deenagh Robare는 자신이 Arrive의 HR 앱 관리자라고 말합니다.디나 로바레는 지난 10년 동안 물류 업계에서 일했으며, 와인 회사의 운영 및 물류를 관리하다가 시카고로 돌아와 Arrive에서 일하기 시작했다고 말합니다.디나 로바레는 대부분의 시간을 운영 팀을 감독하는 데 보냈고, 그 후 프로젝트 관리로 자리를 옮겼다고 말합니다."6:33 - 8:57,"디나 로바레는 비즈니스 파트너로서 1년을 보냈고, 이 새로운 HR 운영 역할이 생겨났다고 말합니다.1월에 이 역할을 맡게 되어 Pecon과 Fellow를 배포하기 시작했다고 Deenagh Robare는 말합니다.인사 시스템 관리자와 통합 관리자를 고용했으며, 아직 Fellow에 대해 이야기하지 않은 이유는 잘 진행되고 있기 때문이라고 Deenagh Robare는 말합니다.Deenagh Robare는 활성 사용자를 계속 주시해야 하며, HRBP와 협력하여 관리자의 활용도를 높일 수 있다고 말합니다."8:57 - 10:53,"Deenagh Robare는 새로운 규정 준수 교육 시스템, 사이버 보안 괴롭힘 교육, 행동 강령 교육을 시행하고 있다고 말합니다.또한 핸드북을 전면 개편하여 온보딩 및 오프보딩 경험을 검토하고 있다고 말합니다.Deenagh Robare가 운영 및 프로젝트 관리 배경이 이러한 작업을 마무리하는 데 어떻게 도움이 되는지에 대해 이야기합니다."10:53 - 13:15,"Deenagh Robare는 성장 경로를 밟고 있지만 효율성 측면도 고려하고 있다고 말합니다.Deenagh Robare는 자체 기술을 사내에서 개발하지만 외부 플랫폼도 많이 사용하고 있다고 말합니다.Deenagh Robare는 Fellow가 Jira와 통합되며, Lattice를 사용하기로 결정할 때 적합한 사람들이 모두 회의실에 있었다고 생각하지 않는다고 언급합니다.Marcus de Verteuil은 Fellow를 채택하는 과정이 매우 유기적이었으며, 사람들이 사용하고 해석할 수 있도록 잘 해 주었다고 이야기합니다."13:16 - 15:23,"Deenagh Robare는 Google 캘린더에 연결했다고 말합니다.Deenagh Robare는 아직 일대일을 장려하기 위해 이 기능을 사용하지 않았다고 말합니다.Marcus de Verteuil은 익숙해져서 가능한 모든 회의에 사용하는 것이 중요하다고 말합니다.Marcus de Verteuil은 동료 크로스 워크스페이스 협업을 통해 의제를 공유했다고 말합니다.Marcus de Verteuil은 사용량 그래프와 통계를 함께 볼 수 있어 다른 회사에서 Fellow를 사용하는 사람들과 더 잘 협업할 수 있다고 말합니다."15:23 - 17:09,"Marcus de Verteuil은 지난 달에 도구를 사용하는 사용자 수를 가져왔다고 언급합니다.Marcus de Verteuil이 어떤 부서를 대상으로 할 것인지에 대한 계획이 있는지 묻자, Deenagh Robare는 사용자 그룹이 리더십 및 관리자라고 말합니다.Deenagh Robare는 "누가 지속적으로 활동하는 사용자인지, 일주일 동안 사용했거나 더 이상 로그인하지 않는 사용자인지를 주시하고 싶습니다."라고 말합니다.17:10 - 19:12,"Deenagh Robare는 최대 1,000석의 중간 등급을 예상했으며, 올해에는 이 정도의 비용을 책정했다고 말합니다.Deenagh Robare는 실제로 얼마나 많은 활성 사용자가 반복적으로 사용하는지 파악할 수 있는 방법에 대해 질문했고, Marcus de Verteuil은 월별 반복 활성 사용자 수를 기준으로 삼는다고 답했습니다.대시보드에서 사용 통계를 확인할 수 있지만, 올해에는 1,000명을 넘지 않을 것 같습니다."라고 Marcus de Verteuil은 말합니다.19:12 - 21:00, "Marcus de Verteuil이 올해에는 가장 중요한 1000명의 사용자로 제한할 수 있도록 할 것이라고 언급합니다.Deenagh Robare는 올해 3단계에 진입하지 않는 선에서 설정할 수 있다면 내년에 논의할 수 있다고 언급합니다.Deenagh Robare는 설정한 지 한 달밖에 안 되었지만 매월 활성화된다고 말합니다.Marcus de Verteuil은 715가 방금 들어와서 계속 사용하지 않는 사람들을 보여주고 있다고 언급합니다.